How to ADD CLIENTS without WORKING MORE SESSIONS (sports business advice)

It is unbelievable how many messages I get from coaches who end up going through this problem

All right. Here's the problem. as you start growing your business, as you start gaining more traction in your area

more parents, more clients, more prospects, you start to get more, I would say, well-known

in your area. As this starts happening, one of two things will happen. And I would say 99% of

coaches do option one, one percent do option two. And one percent, as far as like financials go

always probably generate between three to five times more income than people who choose option one

So what does option one do? Well, as they grow their business, they take on one more client

Now they spend one more hour training. And what they don't realize is every hour they spend training one new client

that's one more hour taken away from your family. That's one more hour taken away from your kids

It's one more hour taken away from things that you enjoy doing in life. Now, when you're just starting your business, yeah, you need to take on clients

You should get your schedule filled. That should be something you do at the beginning

As time goes on, you need to operate in a different way because now you have more clients

which means you have more leverage. You should be able to pick and choose when you do have your sessions

You should have a set schedule. You should have set days off. You should have set vacation every quarter

These are things that should be happening. But I see too many times coaches get in the trap of, well, I want to make more money

so I need to go train more kids. And I have my calculator here

And this is a pretty basic math, but you can do this with me

let's say over the course of one year you you're already kind of like capped out with time but

you're like you know what I'm going to grind it out I'm going to try to take on more clients during this time

so let's say you take on five clients and you know you really don't have time to do that

but you do it anyways because you want to make an extra $2,000 a month right so we take five clients

then let's just say they each come once a week. So those clients come once a week

So that's five hours per week, right? Times four weeks out of the month That 20 hours of time which is almost equivalent to one day per month So now you spending an extra day per month training right Then we multiply that

by 12 months. Let's assume they're during your program for a long period of time

which I feel like should be pretty normal if you have a good program. They should stick with you

for a year. So 20 times 12 months, that's 240 hours of time

time. Right? That's 240 hours of time. So when we look at that, that's going to be equivalent

to 10 days out of the year that you are training. Now, I get hit up all the time from coaches

that are like, Ben, I feel burned out. I feel like I need to take more time away. Well

I just showed you right there. That's 10 full days. of extra work that you probably should not be doing that you are doing

And let's say every quarter you took three days off. Well, I just bought you back three days of time per quarter

If you stop taking on clients just to make money. The better way to do this is anyone who's new in your program

we start getting them into group training, something that is already happening

where you are not spending extra time, right? And I can give you two examples

These two examples are from coaches that I'm currently helping, and I can tell you how I currently run my business too

So I'm going to give you three examples here. So the first, this guy is a basketball trainer

and he realized I want to spend as much time as I can with my family

That's very important to him. I think anyone who has a family, it's probably the most important thing is family time

How can I spend more time with my kids? How can I not come home late and tired and anxious and like all the things that trainers go through, right

You know what I'm talking about. So he realized, well, I'm just going to train on one day out of the month, or sorry, one day out of the week

And whoever's training with me, they're going to have to come on that day. That's exactly how he has his business set up

And I calculated, last time I had spoke with him, he has 12 hours of sessions throughout the month

All right. He has three hours of training on Sunday afternoons. That happens once per week

and no one works with him on other days. So he has six days of spending time with his family

Of course, he's spending some of that time working on his business, growing that group or those group sessions that he has on Sundays He also has a team of coaches who are helping him Now you might not have a team of coaches who are helping you But I want you to use this as an example

Like, he's just funneling everything into one day. Now he has maximum time to spend with his family

That's a really great setup. Anybody can do that. but a lot of coaches what we do is we let our clients dictate when we have our sessions they'll text

you the night before hey can you train tomorrow you're like yeah i can do that and it's almost like

you're a delivery boy for papa johns when you do that right you have to run your business like

a business and you should set it up in a way where you can leverage your time all right that's one

example. Another coach that I help, what he does is he specializes, and he's in baseball

coaching, he specializes in one-on-one training, right? He's great at that. He charges a premium

for a one-on-one training. But what he's realized is, you know what? I don't need to have a

million clients. I'm going to have eight clients that I'm going to work with. And that's it

And he has figured out if I have eight clients that I work with, then the ninth session is going

to be a weekly clinic. And he'll have a ton of kids come to that weekly clinic. And that weekly

clinic typically generates between, I would say, $1,000 to $2,000 every time he runs that clinic. So if he

has a good month of clinics, he's going to make probably around $8,000 just for the clinics

That has nothing to do with a one-on-one training. All right? So you can see, he clearly thought about his time

He doesn't want to take on a million clients. He wants eight committed clients for one-on-one training, and then he wants one-on-one

per week for clinics where people that can't afford his one-on-one training, they're going to come to it

So again, you can see he's capping. his time. He's saying, I want to devote more time to my family. I do not want to devote more time to

training. Right. And then I'll show you my example. My example is very simple. Right now

I train kids on Wednesdays. It's Wednesday afternoons. Every player is in a group. Right. They all

come on Wednesdays. That's my day of training. If the weather is terrible, right, I will move my

sessions to Zoom. All right. There's a lot involved with my program, though

I do a lot. There's, obviously, it's the kids in groups, but we have mental training

All right. We have quarterly testing. There's a lot of different components that are involved with the program, but they're

all automated now They all streamlined It not me working more right If I brought on a new client today I not working any harder I working the same amount

I'm not going to be working more hours. And how does this relate to your business

Well, this should make you question. Well, how do I have things set up right now

Do I have to work more every time I add a new client? Am I too stressed and too tired going to my sessions

because I already have too many clients, like that's where you have to really decide

to run your business like a business, not like a hobby. And that is something that, you know

once I wrap my mind around that personally, I started to change how I do everything

Everything started to change because you start to value your time more. Now, if you're watching this and you're like

well, I want to have more leverage with my business. I want to be able to set things up better in groups to where you're not working as much

But you don't know how much to charge. You don't know what to include. You don't know how to get that scheduled

You don't know how to get clients to commit to long periods of time for group training

Then reach out to me. Best way to reach out to me is either send me a message

on Instagram, right? I check that at least twice a week or send me a message to my office number

My office number is 210 960-5771. You can send me a message there. I will absolutely return your text

and I'll set up a time to chat with you to see how I can help out. And this is what I'm doing this

year. It's very simple. I'm setting up 10 to 15 minute phone calls with coaches. And this is a free phone

call. All I'm going to be doing is I'm going to be asking you business related questions. How many

clients are you working with? What are your biggest struggles right now? And I'm going to see how I can help you

Right. That's it. I'm going to see how I can help you out. And I'm going to show you how I can help you

if you're someone I feel like I can help. Right. Pretty simple. Pretty simple stuff. So that's

for today's message, you should not be the one who's the hardest worker in the room

Absolutely, like absolutely you have to work hard, right? You have to work hard. But are you working too much in your business or are you starting to work more on your business

And do you have more free time, right? Do you have more freedom to spend more time with your wife or with your family

Like to me, that that's a very critical mistake and it's a big problem that I see a lot of coaches and trainers they deal with because they don't have their business set up the way I'm talking about

They take on one client. Now they spend one more hour. They take on another client and now they spend another hour

All right. So hopefully this helps. And I'll see you soon