 Hey, what's up coach? This has been neighbors. I'm the founder here at Make Money Coaching Sports. I have this awesome interview that I'm about to show you. This is with Coach Jacob. Jacob is the founder of CAB training. He is a speed and agility coach. He works with a lot of football trainers out in Arizona. He shares his story about how he went from doing this like as a side hustle to full time. Now he's at the point. The last three months in a row he's made over $10,000 per month in his training business. So sit back, enjoy this, watch his story. I think this is really going to inspire you. It does not matter what sport you're in. If you apply some of the stuff that he's talking about in today's interview, it's really, really going to help you. So make sure you watch us all the way to the end. Thanks so much. See you in a second. First started October, 2019. And my first client, I charged them $25 for a private session. And so there wasn't any commitment. It was just, hey, sell me $25 every time a session. It was a 10 session package thing. And it took about five months to get that session package. I had no idea that it was going to be like a business thing for me. I thought it was just a side thing for me to do for fun or something. But then I started getting more people interested in stuff and I coached a team for a season. And then I got more kids involved. And then I had a group session where I had like eight kids and their parents all Venmo'd me 25 a piece. And I was like $200, that's crazy. One hour, this is what I can do now. And so I basically traded my LLC in November, 2020. And then from there it was, I've depended on people showing up and Venmoing me on the spot and selling me on the spot from November, 2020, probably all the way till November, 2022 when I joined the program. And I was babbling with changing pricing. I tried changing my prices once before where it was instead of, I moved it to $50 for private sessions, but I tried to move it to 75 and people were blindsided by that and didn't communicate well. I was just getting into like monthly memberships and subscriptions two or three months before joining the program. And I just didn't know how to implement it. So that's where I was at. And it was a good week for me to make between $800 and $1,000. If I had $1,000 a week, I was great. And I was always depending on this one group of homeschool kids that I would do every single Wednesday that would be 80 extra bucks for the week. And I was like, all right, awesome. They're here. I was depending on just people not being flaky and the days where people were flaky were really hard days for me and affected my mental health and definitely affected the income. I was refereeing in a league while I was doing this. And so I was making $25 per game. And so making $25 for training a kid without getting yelled at. Now this is better right here. Right, cool, cool. And then tell me, like when you had those weeks where you're depending on people to show up and some people didn't show up, like I know you said that that affected you mentally, but when did it get to a point where you're like, all right, I have to change this? It got, I think it was because the first year I did it full time was 2021. I did well in 2021. I think it was like 48K in income, 2021. And that was all on just depending on people to come out. But then there were just times where things got slow during the year for football season because I particularly work with football players. It's that August through October where that fall tackle season starts and everything where things slow down. I was making five, 600 a week. I was like, all right, I have to find another way to make this a little bit more. Because it was the money aspect, but it was also the commitment from the kid because you're not gonna get the results if you're not coming out consistently. And so I knew something was missing from a consistency standpoint and a culture buy-in standpoint and the money standpoint. So I started looking for ways and it was hard to input, was it raising prices? I didn't even think of a membership until a couple of months before joining the membership. Gotcha, gotcha. So walk me through that. So there'd be, you would run one-on-one sessions or group sessions and then people would pay you the day that they had the session. Is that right? And they would just sell you. Yes, for the most part, yeah. There were some times where I would do, hey, do 10 private session package with me for 350, which was a heck of a deal. And it would take them freaking months to finish. But yeah, my day would be comprised of group and private sessions. So I'd usually have like two or three private sessions and one group or two groups. And then the groups were very inconsistent. So sometimes I'd be like, hey, can we move this private session into this group spot? But I'd be working four or five hours in afternoon in the Arizona heat trying to get 50 bucks here, 100 bucks here, 50 bucks here, that sort of thing. Gotcha. And I know, so you were doing it full time before we met. And then when you joined our program, like if you had to kind of pick a part, what are like the two or three biggest changes that you've seen in your business since working with us? Definitely just the process. Having a really, really good terms and conditions, that has been a huge thing. I'd say three things, terms and conditions, the process of getting people to become members and three, adding value to my service. So I'll kind of go one, the terms and conditions, just making sure that everything is taken accounted for and parents and athletes know what they're getting into when they join. And so in allowing them to make sure they know that they're committing for three months, at least when they start the program, policies regarding shouting at their kids while they're training and athlete expectations, that sort of thing. So that was very, very helpful to narrow that down because I didn't really have a template for that. And I didn't know, like I just copy and pasted a COVID and injury release when people signed up and they would, they checked the box on a Google form and I called that good. And I know that it's hot, a little bit more involved than that. So that was the first one. And then two is just the process of getting people to be members. I'd really, like before my process was, hey, are you able to come out every single weekend? I'd be like, hey, are you able to come out Tuesday at 5 p.m. for the group? And they usually say either yes or no and it was like a 50-50 toss-up. Oh, we can't make it this week. Now we have like on a text message, you would send them? Yeah, that would be a text message. Hey, is Ryan able to come out? It was flaky. But now I just, I send the schedule each week but like it's up to them now that they come out. Right. And so just, I'm not reaching out to people who aren't part of the program, begging them to come out to sessions anymore. It's, they apply to train with me, we talk on the phone, we, you go out for a free session and then you sign up to become a member and then you get the t-shirt, the wristband and access to my online platform and you're in. And so that was huge. And that kind of leads to the third one which is like value added. Being able to understand how other coaches add value to their training programs, how other coaches plan for their sessions, that was very, very huge for me. So just putting more value into my program has made it so much more attractive to all the prospects around me. Right. Yeah. And since you've added more value, the new clients that come in are more committed to something that's, it's just overall better product that you're delivering. Cool. So tell me, because like this is a question I haven't asked a lot of coaches before but this is something I wanna ask you. Tell me what's the biggest difference now when someone does commit and they're committing at least to three months minimum, tell me the difference between that and how you used to do it. The kids come out pretty much every single week and they're getting better, their results. I do monthly testing events where I time these kids speed and their agility and they get results because they come out more frequently. There's better progress, that's one. And then the lifetime value of my clients in money has gone way, way up. I only had last year, I did the numbers and I only had a couple clients that paid me up over $1,000 over the course of the 12 months of 2022. And already this year I have, I think almost a dozen clients that have paid me over $1,000. It's so much of a difference. Lifetime value, they're paying me more, they're training with me more and their kid is getting more out of it. Right. And I know the process of how you collect money because that's something we helped you with but try to explain how much easier that is now versus what you were doing. It's definitely very, very easy. It's so much better having one spot where money is coming from rather than Venmo, Zell, Cash, and Apple Pay. Like it was a headache just figuring out, oh, I gotta transfer from my Venmo account to my business account and hunting people town for payments, which was really rough. Like, hey, John came to my session Thursday and it's now next Thursday. I'm like, wait. Where's my money? Right, gotcha. Okay, cool. And if there's another coach out there watching us or listening who is interested in our program, like why would you recommend our program to them? Like why do you think or what do you think would be a couple of good reasons of why they would get a lot of benefit from it? Yeah, well, first of all, I would say the program was the best investment I've ever made for my business. That's number one. And it's because anything that you think of pertaining to sports training in the industry and how to structure, whether it's camps, clinics, payment, hiring on new coaches, which I'm preparing to do in the next several months, getting a facility, all that, it's all encompassing and there's an answer to every question and there's a community that surrounds it that motivates you. I don't know. Like a lot of the stuff that I've implemented have come from members inside the community who've posted suggestions within the discussion. And so that has been really, really helpful. And outside of just the course info and the modules, the community that feeds the knowledge is so transformative. Yeah, and that's, in my opinion, that's the thing that I think at the end of the day, that's what people need is that they need to be around other people who are in the trenches and it also shows you what's possible. Cause I'm not gonna speak for you when I say this, but I can probably imagine when you initially joined, you saw people posting results and it probably made you feel like, Godly, I wanna do that. Or like, this person's doing that. I'm a human being too, I can do this too. And so that's one of the, I think one of the big benefits is, it is the community of serious coaches that are in there that are posting, they're sharing ideas. And really at this point, people are pushing each other, which I think is a really cool, really cool thing to see. So with you, if you don't mind sharing, like before you started working with us, what was like, I guess like an average month of income? Like you said, it was like around $800 or $1,000 per month or per week, right? Yeah, as I, my 2021, that was where it was really at. 2022, I was around five to six K a month, which I was really starting to kick it into high gear, just more people were coming out. But since joining the program, joining the community in November, 2022, I haven't had a month under $8,000. Every single month, $8,000 or more. And I'm now three months in a row, February, March, April, where I've gotten 10 K or more. And so now the expectation is 10 K every single month where the goal and the expectation used to be 5,000. It's double everything. And it's a lot more predictable income rather than I got a grind and I got a dig for begging people to come out. Right, man, that's awesome. And question for you, cause I know some coaches that are watching this, they're like, well, I have to have a facility, especially like, I mean, I talk to people in Arizona all the time that are like, oh, I can't do anything outside. It's too hot and like, I kind of, I don't laugh when people say that, but I'm like, man, I mean, it's hot in Texas too. I ran my company for almost 13 years outside. And I did rent out indoor space sometimes for camps and clinics and stuff like that. But like, are you in an indoor facility or are you doing everything outside? Like, where do you operate your business? Everything is outside in a public park inside of a neighborhood. I'm in a residential neighborhood that has a city park inside of it. It's kind of a confusing situation, but there's parking, there's open fields and there's enough space for me to run things. And I'm lucky enough to have a pretty solid enough program for parents to start viewing me as a legitimate company that's working out of this park. And this park's free too. Like, there's no renting it. There's not a lot of people who are on it. It's just me going out to my neighborhood park that has a little bit of parking and running things. The goal is to get a facility in the future, but right now this is working and it's doing a great job for me. And I've no overhead for paying for the facility. And I was just about to ask you that, like everything is basically, I mean, everything is profit. There's like, you're not having to pay for anything other than probably like equipment, insurance, some software, that's it, right? Our company, one of our goals coming up, it's we're trying to transition all of the coaches that we're working on right now into primarily doing upfront payments with clients. And it's a newer model that we're trying to get into. So tell me like, I know right now your clients sign up for either like a three month minimum commitment. Do they have the option to pay upfront for that too? I rarely ever present it. That's the one hurdle that I want to get to now. Cool, cool. That is something that we definitely want to work with you on. Because what that does is it elevates the commitment even higher for that person. And for you, like if you look at having a base of monthly income that's coming in automatically every 30 days, which I know you have that set up, right? When you do a couple of high ticket sales every month, like your income jumps up every month as long as you keep doing that. So example, let's say that you have a $2,000 package and you sell one of those a week or one of those a month with what you're doing with your monthly subscriptions. Like that's gonna help you grow your business and have more cash on hand to reinvest into ads or stuff like that, like whatever you're doing to promote, does that make sense? Yes, absolutely. What I learned from the program big time was don't just throw out your calendar and throw out everything right off the bat. You have to have a process and a system because if you're too like, oh, anybody can join, it's gonna make you attract people. So having that application has really, really helped me. I've done the math on that. I've had 90 people fill out my application since creating it in November and almost 50% of those people have signed up for a camp or the membership. And so having that application has been huge. Word of mouth, you just have to be good enough and it's not good enough, but so good that people are willing to talk about you. And that's how most of my business is. I was talking to a couple of my clients, like you guys wouldn't be with me if it wasn't for this client right here. Like I appreciate everybody so much because they're willing to spread the word. And that's one way just being good enough, the application and then Facebook groups. Facebook groups have been huge for me. Like I'm in Gilbert, Arizona and there's this group called Go Gilbert. Anytime someone's looking for a football trainer or a speed and agility trainer, legions of people recommend me. It's like cab training, cab training, cab training. And that has gotten me several clients just off of Facebook groups alone. Or spread well when you're good enough. Yeah, and that's why it all comes back to, it's something that I think a lot of coaches don't understand this concept, which is if you are really good at producing results with the kids that you work with, it is easy for those parents to go spread the word about what you do if you are producing those results. This is why a lot of coaches don't, they don't look at it that way. They're like, well, I don't have any clients right now. And I'm like, well, what have you done to, what have you done with the clients that you have worked with? What sort of results have you gotten? And that's where a lot of coaches have a blind eye on that. And they're just trying to focus on getting new clients, but then they don't keep those clients because they're not doing a good job with the clients that are right in front of them. And man, that's huge. So you get a lot of referrals, right? The application through your website. And then the Facebook groups, like what was going on in your head when you were trying to do this full-time? I kind of just made up my mind and was like, this is how it's going to go. It wasn't a, oh, if this doesn't work out, I've got something really to fall back on. I have a degree and I probably could have gotten my job back at refereeing, but I quit refereeing. I just really didn't allow myself to fall back on whether or not it would fail or not. I just decided, we're going to make this work. I did some math. Hey, this is what I need right now. Obviously life is a little bit more expensive now that I'm married and have a house. But then it was like, all right, we're going to grind this out. We're going to make this, we're going to make it work. And if you really want it that bad and you love it so much where I don't even call it work, it's training, it's called training. If you love it so much, then go all in and don't let yourself fail because you only fail if you give up. Correct, correct. Yeah. And man, yeah, there's a lot there because I know I made a very similar decision when I had my last job, this is 2009. I remember I told myself, I don't care what happens, I'm never working for someone again. It was like this decision that was made. And I was like, that's just going to be how it's going to be. And I'm going to figure this out one way or another. And it sounds very similar to what you just said. Hey coach, if you just got done watching this interview and you want to chat with me one on one about how we can help you take your business to the next level, just like Jacob did, shoot me a message right here at this number. That's going to set up a one-on-one call between you and I where I can learn more about your business, I can see how and if we can help you grow and get to the next level. Thanks so much for watching, talk to you soon.