 Hey coach, what's up? My name is Ben neighbors and I'm the host of the sales show and Today I bring on coach Nick Altiero Nick is a basketball trainer. He is an entrepreneur. He started his own business. I did a separate interview with Nick back in May of 2020 Nick has been a member of my one-on-one consulting program. He's been an awesome client to work with he has significantly grown his business He has really two businesses. He has an online training business and an in-person training business And I'll link our first interview below Here in the description so you can watch that one too. Today's interview was like right around three three and a half hours I had to cut it down But Nick gives a lot of insight on how he's running his business. What has made him successful? This is Perfect for you. If you have a business or if you're thinking about starting a business He has a lot of information to share and I hope you get a lot out of this So sit back watch this interview Feel free to comment below and if you watch this interview and you're inspired to grow your business And you want to get my personal help the way that I've helped coach Nick Feel free to text me at 21 0 9 6 0 5 7 7 1 We have many different ways that we help coaches now And I'd love to tell you more about that if you feel like you're a good fit So that's it and enjoy this interview camps. That's the thing I'm trying to get into the most right now because I see that's That's like the biggest money-maker for coaches His big camps Yeah for for a week or for like two days or just holiday camps I Look at every holiday for kids. That's there should be a camp or clinic one of the two that's being done and That can generate a lot of revenue every year just by being calculated on you know what the schedule is during the year Yeah, that's one thing he He Has shared with me that you know I mean just make sense like people are coming let's get them Hyped up about the next day and let's get them to bring more kids That they know and let's give them a discount for our next camp if they do it And he did all that crap without online billing by the way All of it was he could do all of that with cash and check He's been doing it for I'm not kidding the last 40 50 years How much money you think he makes a year? I mean the thing is he's like He doesn't even touch that anymore. He just has people run his own camps. It's like he's not even he's not even He's not even there like he's not even run a camp under his name And people will pay for it Because they know his camps are good You might show up for an hour at the end of the camp and like I don't know do some little tennis contests with the kids, but It's not he's not He's not physically part of anymore because he he has the system his system is They've created thousands of contacts over the past 40 50 years and He's plugged in with all of the the schools and all of the other tennis coaches He's you know created deals with some of those coaches where he pays them to recommend like all the same for stuff We talk about like networking with other coaches He's done that for four or five decades Wow, so that's why like the camp stuff can be awesome if you And it can be draining but if you come home you keep selling it you you talk to people who are coming the next day Hey Thanks for coming today if you guys want to come to our next camp for free or a nice camp for 50% off Use this registration link send it on to any other parents when they sign up I'll give you credit for that can't wait to see you guys tomorrow click go to the next call So that's just I mean, that's it if you know when the next one is though, right? Yeah, that's why you got to have it all Dude, I'm telling you I think that can be Humongous for you in the future Is plan those out Just crush it with those do one two or three-day thing whatever you whatever you want to do and Whatever you do once you figure out what's the best you just stick with that and you keep Running those right and what's pretty cool about the about the the one church that I have Even though it's like 25 minutes away is that they don't make me pay to ask so they get paid when you get paid Right. They're really cool about it and the this other gym that I'm about to rent out which is right by my house They're a little bit more expensive. They they wanted up front, but I mean I get that's how I would do it if I had a gym, but right Yeah, it's pretty crazy. I talked to ten coaches in the last two days that are like Talking about how they can't find any place to To rent from everything's too expensive. That's the thing. I know you spent the time to like Dig around and figure out what's available. What are the prices? It's why you found that place because you spent the time I got you know, it's face Facebook communities asking questions in Facebook communities like try to get into different towns of Even though you're not from there I just say like oh because I don't know if you ever try to join a Facebook community But it'll ask you questions like if you're from the town or I'll say like oh I'm moving there You know, I want to check it out and then I'll and then one table one time I just asked does anybody know of a church and then oh or to what we're rent out and Somebody said it and I called them and they were they were really cool, right? Easy peasy. I mean dollars an hour, but it's worth it Right. Yeah, for sure. Awesome. I know other coaches that watch this later. They'll I think they'll help them a lot Okay, cool So one of the things that I wanted to ask you today This might be kind of hard to answer, but 2020 has been a Insane year for everybody. I know when you and I originally started working together it was You know towards the beginning of the year and I know we had that other interview that we had Back in May I was I was actually watching some of that before we got on here. It looked like I'd been tanning for like a Year when we did that interview. Why you were tan then? Yeah, I was I think very sunburn, but I know back then we were focusing a lot on the online stuff and you know, you Started creating digital products. You have like 30-day shooting programs. I know you Started to grow on YouTube. I think you're at what 10,000 or 11,000 subscribers on YouTube and point to it and then After that, I think towards the summer was when you started to like focus more on the in-person stuff with private training group training Clinics you and I were just talking about camps If you had to like just take a step back and look at this last year How would you how would you describe? 2020 like selfishly for your business. Gotcha. So I mean I was able to I was able to match my my teaching salary monthly and surpass it So that that was one of my goals and I Would just it just made me realize that you know, I could I could do it just like, you know We said when we first got on the call, you know, I asked you, you know Could we do this and you were like, yeah, absolutely and that and that's what happened between First I started off with the online stuff obviously and then once things opened up I was able to do in person and now in person has has taken off and now that I was able to get it Rent a gym and that's and then do clinics on top of that the extra money Now I can I can pay people to help me out indoors It's it's been really successful Awesome, man. Very cool. And how many clients roughly are you training in person now? Little over 40 45 Yeah No, probably yeah Almost 50. Yes, almost 50 actually that's awesome in and Just to recap that's like group training once a week, that's a Some private training And then I know you're doing now you're starting to do more clinics and camps and stuff like that What would you say so, I mean, I Know the conversation you and I had When we first talked, I remember you were like, like, yeah, I wanted to do this full-time You think I could do that and I was like, yeah, man, of course And I tell everyone yeah, of course you can But how hard have you had to work in order to get to where you're at right now because like I think it's really important for people that Think about doing it full-time to know The intensity behind your work ethic Right. I mean, this is this is all I do All day and night. I mean not all day like when I you know I still kept my teaching job because you know I only have to work a half day because of what's going on and then once I get home and then on the weekends This is this is all I do like whether it's you know Promoting in on Instagram Making YouTube videos trying to Form pages on Sam card fix my website Trying to lock down clinic dates. It's it's constant. It's I didn't realize I didn't realize how constant it would be and I Don't think other people realize how constant it is because I've had litter people literally when I've told them like hey I want to you know I I want to do this full-time and stop teaching. They're like is that possible? Like yeah, I mean and I had the same question at first to Before you know, I talked to you when you told me, you know all the people that that do do it full-time And then it's amazing that people don't understand that how how how possible it is But like you said, you got it, you know, you have to it's a lot of work Right, it's not it's not you're not gonna just hang out and it's gonna happen for you right Yeah, you don't get to just watch youtube videos and eat dominoes and And be able to do it full-time Cool. Yeah, because I think it's important because There's been a lot of people who watched our first interview That have reached out to me They're like hey, I saw your interview with Nick Like I want to do that. I'm like awesome. Let's do it And most people just don't They don't have the the deep desire or the discipline to like Sit down do the sales calls Uh do the marketing and I remember on our last interview it was I remember you said something really funny You're talking about how I think you were on the couch Doing your sales calls And you like indented your couch or something funny Yeah, but I I know most people aren't cut out to do that which you know, those are people that I I just can't help That's why I have so many free videos on youtube To help people get started help people start to make money and then you know if they're ready they can Give my help if not no worries but you have absolutely I would say transformed how your business is from the start of the year to where it is right now and What do you feel like would be like the biggest lesson That you learned just about yourself with your business Since we started working together What's the biggest lesson I learned about myself? from Doing the the business That's a great question. Um I learned that I'm capable of more than I originally thought Doing something on my own Without having to rely on on other people meaning like a job Can I really do it because I didn't know anything yet because we didn't have it really got we didn't really dig into anything But once I learned you know strategies that I didn't even you know that I didn't even think of Like like we were just talking about the clinic stuff. Then you just you gave me more stuff. Um It I just wasn't sure the strategies the strategies problems like all right well how and then you helped me with the you know the how right right Yeah, because you're definitely someone who I mean I could tell I feel like you and me are pretty similar like Both of us are pretty scrappy like we're We're willing to do the work that's necessary to win and It's so funny man. I went to uh I went to a uh club practice for kids at play soccer a couple weeks ago and I was I was overhearing some of the parents that were there and one of the parents was Was complaining to the coach about how their kids and came playing time And I'm sure you probably heard that conversation thousands of times already uh with parents And I was thinking in my head. I was like this is the exact type of parent That Like obviously they don't they don't understand that it's their kids responsibility Uh To get the playing time and it's the same with adults with coaches like no difference. It's like if you're willing to put in the extra time the extra effort like There's no limit of how far you can go with your business And I know you and me you know before we started getting in here with this interview told you about that tennis coach that you know Makes 100 grand per summer doing his his camps And you know, there's all sorts of levels to this game and there's no limit to where you can go with your basketball business um it's really just going to come down to Doing what you're doing right now and just keep learning and keep getting better Uh And most people just won't they won't do that. They're not cut out to learn and improve um, so kudos to you for sticking that out especially during this year, man, I've I you have no idea how many texts I've seen and emails I've gotten from coaches who already had businesses That folded because of kovat Really and your business went like this Since january a lot of people's businesses went like this Yeah, it's gone better every month. Well, I mean, yeah, I mean, that's definitely gone better from the beginning Yeah, and you know a lot of people got really complacent um during this time cool, man, so uh I guess another question I have is you know going into 2021 after you finished, you know this year What do you feel like your goal is? Within your business. Are you are you looking to add add anything to your business? Like are you looking to do more camps more clinics? Are you looking to grow your In-person training grow your online training like what sort of things are you looking to expand on? Going into the into the new year Yeah, I'm definitely looking to do master the The clinic and camp game because I've done a few and it's you know each time I've done one I've you know made a thousand dollars In a two-hour clinic, you know, obviously there's more time you put into it than two hours, but right But I definitely looking in to I've never done a camp yet. So I would like to to experience that and and see How far I can go with that and uh Right now the goal a gold number that I have in my head in terms of financially is I want to make 20 000 a month Awesome, just just with with basketball training not counting my um My my teaching job, right? That's my that's a goal that I have in my set on my mind. Yeah Right cool. So let me ask you this question If You know if we didn't know each other and we had that first call and you're like dude I wanted to do 20k a month and I was like, yeah, you for sure do that Uh Would you have the same level of confidence back then to be like, yeah, I know I can do that versus how where you are now knowing that That's really not that far out of reach for you Yeah No, I wouldn't I would not have the same confidence now my confidence is Has really really gone up um Yeah, I mean each The way, you know, how you've taught me to add keep adding more to the program to my program Like I just keep finding more ways to add With doing a session per week in person um Allows me to to raise the price and and make To answer your More confident now that I was When we first started right awesome, man Yeah, and I can I hope this really encourages you and Anyone who watches this later down the road Uh But not not only would you get to that level? Uh, when you do I'm gonna bring you back on here. So you can talk about it Let you brag about it But I know a lot of people what they do and this is what I did when I started my business was like I was always thinking that there was a cap On the amount that I could make And I was thinking well if I can make this amount I'll be really happy but I don't need to make more money than that And I think this year was probably a good lesson for a lot of people to realize that Probably better to have more money than less money And then what I realized over the years of having my own business was like Hey, there's no there's no cap to what I can do. There's no cap to what you can do Uh When you start hanging out with people and talking to people who are a lot further ahead than you are It's like makes it so much more reasonable To get to those levels And as long as you keep spending time or and you associate your time with those types of people Like getting to that level is going to feel normal For you And then when you get there you're going to be like, all right, what's next like I know I can get to 30 or 40 or 50 um And a lot of people what they try to do is they they start their business They're like, I want to make 10 grand a month But they haven't made They haven't made 500 yet Yeah Um When the goal should be let's make 500 a month starting off and now let's make a thousand and you said something Really key. I don't know if we got cut out because I might connection might be bad But you're like saying you do your clinics you do a thousand dollars per clinic you've been doing a thousand dollars per clinic Um And you know if we just kind of take a step back and think about that if you ran Uh 24 clinics throughout the year Um And you are looking at that as like Kind of the front end cell and then we look at the back end cell of getting those people to commit to Um either private training group training You know you could run 24 000 dollars worth of clinics Doing, you know two clinics per month um And then on the back end of that A percentage of those people will sign up for a group training program that will add additional income without you having to work more Because you already have all the setup Right and that's why I would I would encourage you and anyone who's listening To run more clinics, especially if you're running these thousand dollar clinics I mean doing that twice a month consistently Uh, it's going to be huge for you, especially on the back end Um, yeah, I mean 20 grand a month It's it's right in front of you Um, and I'm excited for you For you to get there and you know most coaches will never Stop them What it's like to get to that level Because they haven't done the work necessary to get to that level Right, um, and that's the difference people can think about it all day I get hit up all the time. Hey, I want to make 10 000 dollars a month. Great That sounds awesome Are you gonna are you gonna put in the work most people can't do it? All right, cool. I feel like I'm just talking my ear off here. Uh, I'm gonna cut I'm gonna start cutting this All right, awesome, man, so If you had to you know, tell yourself one thing That you know now Compared to what you knew at the beginning of january or february of 2020 What would what would you tell yourself now just about your business or It really anything that you feel like would be very valuable that you wish you would have known at the beginning of the year like a um A tactile tactile type the strategy you're talking about or uh, sure um The strategy would be to get people on a monthly recurring billing cycle using something that Allows you to do that like sam cart that you sent that you know that you told me about and then like in terms of like emotionally I would say that or or mentally that I would say to myself that you you can do it and it's and it's possible You just need to be taught and like you said that was a good point before like When when everything when like covid hitting everything and that was I think yeah, what was it april, right? We we started working together april 2020 probably so that was like when You know, I didn't have to go to I didn't have to go to work in person. So like I only are you I hung out with you more than anybody really because we taught we Right, we would talk for like three four hours. So like I was around you more than anybody as opposed to like, you know Just the teachers at work who really think the only way to the only way to make money is to have somebody, you know Give you a paycheck and they don't think I can't even fathom working for yourself But when I'm hanging around you and you're telling me about other people and I know you do it and it's just My belief just kept increasing increasing increasing just by being around you um And then on top of the strategies it just you know It just grows and then you just keep learning more and more and more with you know, you're everything your website strategies payment methods Everything just starts to fall in place and I know, you know, I got a lot to learn but I know a lot more than I did Mm-hmm. That's awesome. And yeah, I remember we during that time we Yeah, we were talking I mean all the time Yeah, it could have been very easy for you just to be like You know, I'm just I'm gonna do what everyone else does during this time and wait to see what happens Not be aggressive with my marketing and just kind of I don't know kind of just float around like one of the leaves outside. I'm just right wander Um Gotcha. Okay, cool now I look at You know, this this is something that's been on my mind a lot because There's people that watch my youtube videos You know, I don't even know how many videos I have now I think close to 400 something like that Been uploading since I think 2016 on this channel a ton of content out there I wish I had more time to do more of these types of interviews. I just I just don't because I focus a lot on just helping our clients But what's your opinion on? like Someone who's just kind of like interested in starting a business Uh, like would would you recommend someone who's just quote on quote interested? That's like, oh, that's a cool video Ben. I I should just go get started tomorrow. Like should that person Should that person even start their business or do you think they have no? They have There should be zero reason why they start I just hear I'm going with that Yeah, I mean if you're just if you're just interested and that's not gonna work out you got to be committed right interested versus committed is is It's totally different interested is I'm gonna I'm gonna go until it's you know I hit a roadblock and then I'm gonna give up committed is I'm gonna find a way or find a person like you know You to to help me Right, right Yeah, I told my principal like when I had a meeting at my principal in the summer I was telling him like, you know, I might not be coming back to school because I didn't know if we were gonna have a full day And um, and if we did have a full day of school, like I wouldn't I wouldn't have gone back because it would just be I just can't do it anymore. I can't have people tell me what to do anymore. I just it just drives me nuts, but um I told him You know, he's like, you know, what about what about benefits? What are you gonna do? I think I'll figure out but uh So I'm like I'm like I told him I said to him like I'm either gonna do it or I'm gonna live in my car Like That's it like Yeah, it's either it's either I'm gonna do it or I'm I'm going to die trying because If you just that's that's that's not interest is not going to get it done right Yeah, and that's why It's easier to succeed when you have that mindset and It's one of the things I hate honestly. I hate about my youtube channel is We have so much content. I talk about money a lot On my channel and and I do that to show what's possible and I show examples and I show strategies and how to do certain stuff And the the average person that watches is like probably going from webinar to webinar clicking on ads watching those gurus talk Um And they're wanting some sort of quick hit like I want to make two grand tomorrow type of thing and you know It's it's one of the things I hate about YouTube or or any of my marketing because I have to talk about that sort of stuff, but it's geared towards people who are committed and it's the same for you if you sign up johnny and do your uh clinic And johnny shows up with his flip-flops eating cheetos like And he's 45 minutes late to your clinic Johnny's not going to get better And it's the same I know for me it's the same when someone is interested Uh versus being super committed and that's why like I can trace back To a tee the coaches that we've been able to help that Have been very successful like one of the coaches that we worked with this year He's he's on pace next year to make a million dollars in one year really Yeah, but He's a psychopath when it comes down to work Like he's going to wake up early. He's going to Turn his phone off during the day He's going to focus on building his team. He's going to focus on marketing. Uh, he's going to focus on sales like He's not messing around do anything else And again, it comes back to what you're saying You can be interested Or you can be committed And one of the things I've That I've learned from you Uh being around you is like You don't You don't like Mess around all day you're not like playing on instagram Uh or playing On youtube you are like intentional With your marketing you're using it to get clients. You're not using it to Like I don't know show off or just be some cool internet dude Uh You use it to make money like uh Otherwise, it's just it's a waste but like Can you tell me like kind of the I would say the transition you took from um You know posting videos and stuff like that to now kind of the strategy you have to Have someone watch a video Get on your email list or DM you or call you like whatever However, you have things set up online right now like Was was making that transition easy or hard? You've got to lead them somewhere Where yes, you're giving them something for free and then for if you want more help You know you can message me or click the link in the bio or you know, and I've been working really hard on my My youtube to to always put in there, you know, make sure you subscribe You click the like button and if you want extra help, there's check out the links in my description check. I'm always leading Somewhere where yes, there's People think it's bad that you just want to make money. I do want to make money. Yeah, there's nothing wrong with that Some people think like when you're working with kids and like making money is like Like how dare you? Like I don't it's yeah, of course. I'm yes. I want to make but I'm still I care about I care about the kid And I used to think like that I used to think but like oh man I shouldn't charge that much because it makes me a bad person because I'm dealing with kids If there's art and I and I used to think like that and now I'm like well I do care about them number one whether they're paying me or not Number two, but like I know I can help them So that's worth that's worth money. So people are like You just want to make money like people are afraid just to sit like lead have people lead to somewhere like say on instagram Because they think people are going to get mad that You're pointing them towards like a product or or something like that and I used to think that I used to say well but now I'm just Hey, I'm selling you a ball. I just bought like and because of you I bought like a product You know, I made my own basketball I made um, I started buying like Like footwork foot the footwork mats you told me to do because the affiliate program wasn't wasn't doing very well You said hey buy them And so I did I did that Um, and it's been it's been working So that's something else you another idea that you gave me boy That's awesome. So let's talk about sales for a second because you just said something really important about How in the past you you might have felt a little guilty If you were charging a lot or or maybe if you saw someone else charging a lot you're probably like I don't know. Maybe you thought it was fishy or you know, they shouldn't be charging that much right, but uh, I know that's that's an area of the business that you and I talked about a lot was like um Pricing talked about, you know, if someone's gonna be committed they're gonna end up investing more because they're gonna take it Uh more serious But if you look at your I guess, you know over the last year just with your experience that you have now with sales because Ultimately your business is a sales job like the only way you're going to be able to Uh have more of those gallons of water Is if you make sales the only way you're gonna have that Christmas tree behind your left shoulder Is by having more sales um So with that though like What what lessons have you learned just about sales of the last year because Like the only way to make more money with this business is you have to be better at sales You have to be better at marketing But just kind of tell people who are listening like What whether it be strategy or just mindset um How do you feel like, you know, what sort of lessons you feel like you've learned over the past year just with you know sales Um, I learned the questions to ask people And I learned that it's really not it's really not It's selling it's more of like Finding out what you know somebody needs Because obviously not everyone's gonna be a fit for you know, some people just want to shove their kid Yeah, yeah, they kind of like basketball. Yeah, okay Like I just sent I just sent the video Remember like you and you showed me your video about you know, how you talk about the program I just made one just exactly like yours um on Zoom and I shared my screen. I sent it to a woman. I had a feeling that you know Her kid wasn't 100 into basketball. I sent it to him. I'll say hey watch this video at 16 minutes Let me know when you're done so we can set up a phone call Haven't heard from her. I know that video probably was like Whoa, I don't know if he's gonna practice on his own. He has a notebook Some parents be like, oh, I don't think he's gonna do that. Well good. It's not it's not for you You know like and that in those questions Now I don't have to waste my time on that call Because I showed them I know they're probably she probably doesn't get didn't get back to me that she's done because she's not committed So now I don't have to waste my time with that call. I learned that you know from you Right and but when I do get on the call, I just learned, you know type of questions to ask I thought selling was me talking And selling that it's selling isn't that it's not I mean, I don't even look at it as selling You're just listening to what somebody needs Yeah, I heard something funny this this guy told me he goes He goes when you get on a call you need to ask a question and shut the f up And it's true. It's like if if we had that first conversation where you and I were talking and I was talking the whole time You'd be like Dude, I don't know if this guy can help me Uh, but we you know, I opened you up. I I had you answer questions get you thinking understanding what you want And it's like taking the doctor approach Yeah, I go, you know, if I have a Broken hand and I go to the doctor and He's like, all right You know, he he's asking me 500 million questions or he just keeps talking Like he could figure out exactly what's wrong with me what to prescribe very quickly Uh, if you ask the right questions And he shuts up Um Cool, so let's talk about that a little bit more though. So with sales um, you talked about how you have your Uh application process set up to where You know, someone's gonna watch a video then from there they Either gonna watch it and they're gonna be like, yeah, this looks awesome or they're gonna like Be thrown off the fence uh and not be committed uh As far as like, you know, what you learned about pricing different offers Stuff like that like the psychology of sales um What what have you learned over the last year where you can like kind of point back and be like, all right You know making that pivot or making that change made a big difference In my business like what can you give me try to try to give me one example of something that you can point back to and be like, all right I know what I made that pivot or that make that change made a big difference And you're just overall sales ability um like when I When I like I said before like when I just started adding more To the program it it gave me more confidence to charge more because so many parents look at it as You know, if I'm charging you $150 for the month And we only well we and we only train once a week that that's 150 divided by four. I'm like, well, no, it's not You're not you're not That's not the only thing that's included So those people probably aren't You're you're probably not gonna do it because I had somebody say to me like oh, I pay that price and I we train twice a month twice a week Cool, like you but I mean that not even I didn't even continue talking to them because I already knew You know what type of guy it was because he didn't care about our mindset call that you you know help me with He didn't care about the homework accountability. He didn't he totally bypassed all of that Which I know the other person who was who he does train with twice week They don't have that but he just didn't care for so he's just not a good fit. Um But But yeah, just adding more and giving me the confidence to charge and giving giving Discounts for people who commit For a longer period of time, right? Yeah yeah, because a lot of parents what they do is Uh, you know in the past this happened to me all the time. I would I would just say here's how much it is Uh to commit to the program and what they do is they they bring out their mental calculator and they're like, okay Well, that's a hundred dollars per session Like this guy in coachup charges 15 dollars per session So, you know, if I want to save 85 dollars per hour, I'm gonna go with this cheap guy And it's easy to lose out clients to those other competitors Strictly based off of price But you know when I reworked what the actual value You know is for my program That's when I started to realize All right, it says nothing to do, you know with me Has nothing to do with soccer has everything to do with the transformation that they're investing into Uh and when that started to happen I started raise my price because I became more confident and also, you know A lesson that you've probably learned a lot this year is like It's okay. If you talk to someone and they say no Right, you know if they're not the right fit They're not the right fit. I love I love when I love when people don't do it I don't I like it's just like feel like good. I don't I don't want you Right, I care more even though I obviously I want to make money, but like I don't want to deal with your ass You know, I just I don't want to deal with somebody like you because you're gonna show up late Um, we can't make it today. Can we have can we do a makeup session? You know all that and it's like I don't want to I don't want to deal with you. You're very You're very nonchalant Show up late, you know, I don't want to I know I already know who who you are based on Because I'm not gonna I'm gonna attract people. I want to attract people how I am Just like how when you told me like when I read out I always tell you this but like how you said, you know, if you miss your if you miss the call Or something I think like you don't get the you don't get another one. Um, or you don't get like when you said that I was like, this is I like this guy Because that's how that's how I look at things if you miss it You messed up I was like, oh, all right. I let and that that meant that made me want to work with you even more Right, that's something else that I that I learned and does it scare people away? They're like, oh, you're you're an asshole. Good. You're right. I am an asshole. I'm not gonna work with you right Yeah, it what it does is it raises the accountability level of the clients that you work with and uh Yeah, it's funny man. Like when I show up to the sessions I have with kids It's 10 out of 10 times. They're there early. They're stretching the warmed up They have their journal They they look like During the military Yes, sir No, sir Like that type of language Uh And it's a complete Difference than how it was when I first started my business I remember I don't think I've told you this but There was these three Really annoying girls I used to train. This is like back in 2010 Their mom had a Had a it was I remember it was a white Range Rover I remember everything about these kids, uh, and I remember I think it was at our second session Uh, of course they were late, of course back then I was accepting cash and the mom came and she like slapped Two, I think it was two twenty dollar bills on my hand And you know, like that was like half the amount that they owed me that day Oh And I remember I like I opened my hand. I looked at it and I was like I was like miss Jones. This is 40 Uh, this is 80 dollars. She's like I'll give it to you next time And I remember that day very clearly because right after she left The girls like didn't want to train It was it was a hot day. I remember you told me this And they're like They're like all we want to do is play duck duck goose I don't remember that far and I was like Recomplain duck duck goose with you And it shows you how soft I was We ended up doing that bull crap And I remember it was funny because there was like no one at the park It was just me but I was like if anyone is watching this session They're gonna think I'm a complete clown It was you and the three girls. Yeah And I remember The next session course Mom did not bring the money that she owed me That happened for like six months Constantly and they you know, they would they would text me right before the session can't make it today I would be out there getting like bit by mosquitoes. Oh And uh, it's funny man because like that's how I used to be because I did not have a way of of commanding You know clients who were committed I was complete opposite. It's funny because at the same field that I go to now to this day I see coaches out there every single day Who are out there? They're waiting for their clients. They're looking at their watch Uh, they're just sitting there. Some of them sitting there for hours And their clients aren't showing up And I look at that I was like dude, that was me 10 11 years ago freaking hated My business back then and it's so funny because now it's like if I show up and All of my clients decided to not show up that day. I already got paid I'm chilling. I'll just go home. I'm there for 15 minutes and no one's there I'm driving home That's nothing to worry about And I think this is really important for me to ask you but Like when you think of clients that were annoying How How annoying was that for you to deal with those types of people? um I would say you know during this process because I'm sure There's still people that try to fight you on price or they they try to Say we're not going to make it on time or whatever. But like I guess Before you start to tighten things up with your business How how difficult and annoying was that for you just as a business owner to deal with Clients like that Well, like I mean, I didn't have a bit when I was doing things like that And I was I was very sporadic with with training at the time like Because I couldn't get anybody I didn't know I didn't know how I should I didn't have any strategies um, but I hated it. I I hated Because like just like you said I hate asking people for money I hate it Like if I if I owe somebody money the first thing I'm going to do is I'm going to hand you the money Like right away, right? And then people would get there And I'm like does the kid have the money Do you have the money? Are you going to pay me after are you here? One guy jipped me. He jipped me out of 70 dollars One time I never said anything Uh, because I'm doing you know, you're dealing with the cash thing you have I have no system setup And I just it's just so frustrating. It's just and now I get an email notification so and so paid They didn't show up Like you said Okay. Oh, we could sorry we couldn't make it. That's okay. I'll see you next session Right didn't come again That's okay You're still you're still on You're still on reoccurring Right Right Yeah, and it's It's funny just Like knowing how it's set up right now like how you have it. It's very professional Uh, I've been through most of your payment pages. Everyone's signing the terms Everyone knows what's up before they sign and if they don't you can Send them back to reflect on what they Registered for oh, I love doing that on I don't know if you ever used apple clips before but on apple clips you can make arrows People ask me. Oh, yeah, we'll just so I'll tell you a story. So somebody Somebody said oh, you know Johnny can't come This month we you know, we're gonna start this at this time. So it's like, okay. No problem. I'll push the payment back It's gonna go through on this day So I didn't hear from It went through Two hours later. Um, yeah, we're not gonna do it anymore. Um We're gonna wait like another month and And I know like things are weird right now because like, you know, we went indoors and and I get it I get it. So I was like, okay, no problem. You know, I'll push it back. When do you think you're coming back? I'll push it back again. And then you'll still you'll still get the training for what you paid for right So then she's like, um, actually we'll just like we'll just take the money back And I'm like, oh, okay And I got so excited because I pulled out my phone I started doing screenshots of the terms and conditions Making arrows like this and arrows like this that says there are no refunds Over here. All sales are final If you do not let me know if you do not let me know before your payment goes through the sale Will not be refunded. Boom over here. FAQs. There are no refunds for any reason or circumstance. Yeah I said this woman I said this woman, uh like Of of different of different ways on the page that I said it because I said it I said it 20 times And what can you say you can't she couldn't say nothing Can't say nothing All right It's like this is what you signed for. This is what you agreed to you click the box Right. I loved every second of it and that protects you And right, I mean Yeah, and it's great. It's crazy though, man. How I mean if you think about if you didn't have that set up right now It would have been very easy to just be like I don't want to make them mad I feel obligated to pay them back. I didn't I didn't communicate this so you know what they're right And but when you do that one time, it's a slippery slope Do that for one person you die for everyone and then the business just crumbles and Dude, I I've seen people who have 50 to 100 clients That operate very loose And their months are not stable because you know, you could be they could be midway through the month and someone's like Hey, we're not going to be here the next two weeks. Can can you give us our money back? Or or two seconds before the clinic. Hey, we can't make it to the clinic today And they'll have 20 30 people doing that and you know, they paid 300 dollars for the gym and now they don't have enough money to pay for the gym. So like there's so many little Gaps that I see, you know, most coaches have right now. You have that so iron tight It's funny you sent her 5,000 different arrows And that helps you sleep better at night like Because you know if you have X amount of people in your program right now Next month they will be in your program Like I mean because you you have all of those tools in place And I know you mentioned like you use sam cart to to process all of her stuff Like do you feel like using that has made a big difference in your business as far as like simplifying Huge huge difference. You don't even need a website sam cart. We're just You could just have your your checkout pages Because you can have all the all the information and videos It's like a sales sales page and Check out So it's it's made a huge huge difference And like there's just so many different things you can do Right, right. That's awesome. Yeah I think that's that's definitely simplified your business getting The clients over to recurring You know, just the simplicity of setting up those pages for any clinic or camp that you want to run you can set those up in two seconds Cool man So I guess I got two questions left. I know we've been on here for a while But Based on, you know, the progress that you've made This last year You talked about your your goal of wanting to reach 20k a month next year Like for someone that's watching this that Has watched your first interview and they're watching this one now Like what would be one thing that you would tell them like That would encourage them You know to keep going with their business if they already have one or Like a strategy something that you've learned that they should start doing that they're probably not doing um Like what would be like one thing you would tell a coach who Is you know, they got through this year and most coaches had a difficult time in 2020 um What would be that one thing that you would tell them? I would say I'll tell you two things number one Get somebody to help you because It cuts down on so much time that That you could be wasting instead of learning it faster and number two is What we just mentioned kind of what samkart is get people on a reoccurring reoccurring payment and not do session by session um, do not agree to that And if they do want to if you do have drop-ins Raise the you just raise the price on them because You're looking for committed people and if they're not going to commit and I'm gonna I'm going to give a discount to people Who are going to commit and if you're not and you want to drop in cool, but you're going to pay A higher price and using checkout links and just being able to send it to people's phones It's it helps it helps a lot. So yeah, get somebody to help you number one number two Have people on a reoccurring subscription Right Yep makes it a lot makes a lot easier um cool man, so last thing is I'll kind of turn this around on you if you had to ask me one question something that Either you need help with or something that um Whatever it is any any sort of question that you have for me that uh Could possibly help someone else who's watching And this is a real question. I I do have for you is How how would you Lockdown One-on-one clients For a longer period of time without diminishing Your time per session Even though that's not what it's just about Right. I don't know if I make I don't know if that makes sense. Do you know what I mean like you? So for example, if I'm charging you Say we do nine hours of training and I'm charging you like $950 And maybe it's like a six-week thing. We do an hour and a half session Um How do you discount them enough? But not discount them to to the point where it's like is it worth your time to do a one-on-one? You know, I mean if you lock them it down for like a year six months Does that make sense? I don't I'm not sure if I'm gonna make perfect sense so There's two things that I would look at And I would do this with a calculator, but If you know this off the top of your head, I'll help you work through this So when you do a group session Based off of your model that you have right now, how many kids are in in one group? Uh About so say 20 cool. So 20 and how much is each client paying? It differs to be honest with you because some people got in at a discounted rate at the time So which is the current rate? The current rate is is 149 per month Cool. All right. So this is this is how I look at it For one group if they're all paying 149 All right. I don't know if you can see this Yes, 2980 That's the amount of revenue that would come in per month And that group is training One session per week and that session for you is one hour, right? Yeah, cool. So what I'm gonna do is I'm gonna take 2980 Divided by four sessions You're making seven hundred and forty five dollars per hour So now if you think about that number Uh, most people on the planet can't make seven hundred and forty five dollars per hour Uh If you're like a lawyer or a doctor I don't even know if they make seven hundred forty five dollars per hour. So this is one of the rare industries where you can maximize your time with group training and make More than five hundred dollars per hour in this case seven hundred forty five dollars Now if I look at that number though I'm thinking all right. Well, if you're going to do anything one on one it has to Feel like it's really really worth your time And I wouldn't use the word discount I would replace discount with the word premium And and this way those who sign up for your one on one program It's a very exclusive type of opportunity That not everyone qualifies for And only those who will qualify Like financially they have to Have the means to be able to qualify and the commitment they have to be able to qualify for either an annual commitment or or even if it's you're doing a 12 sessions or eight sessions or four sessions Like that comes down to you what I recommend is When you introduce this is I would do a three month minimum I would offer it if I was you I would offer it starting in March And I would take on between three and five clients And I would do the numbers to where if you have five clients That's going to add at minimum I would say between $2,500 to $5,000 of monthly income So I'm looking at how much you're making per hour right now seven hundred forty five dollars based off of that model that we talked about I mean, I would think in order for it to be worth your time I I think you need to be charging somewhere north of $200 per hour, but we don't base it off per hour. We base it off of that was my next question though You're so if we say that we're not basing our program off our we can't really base that number off Yeah, you know what I mean, because it's not like because I'm doing I'm working all day for the program like That of all everything else that I put into it. So like Right. I mean in terms of in person. Yes, but it's it's really not Yeah, yeah, you know what I mean? Like I mean, so that's that's what I struggle with like Is that like I don't want to be hypocritical to my side versus You know their side when a parent says oh, that's just so much money per hour Totally totally get it. Yeah, we we have to frame it to where what they get And I I don't exaggerate when I say this but what they get with you they can't get anywhere else in the us So like for example if if I'm going to train someone one-on-one and soccer Like my rate for that is 25 000 dollars For the year or one-on-one training for a year now with that Uh, they have to be in high school. They have to want they have to be good enough to be recruited to play in college So I'm going to have to verify that I'm going to have to talk to their coach. I'm going to go watch them play Um, they their end goal is making is getting college scholarship. So 25 grand Is nothing For someone who gets a hundred thousand dollar scholarship So you won't work with somebody who's not Well in that that specific type of program, I wouldn't want to work with someone who's eight years old What about like middle school high school? I mean the only way I can for me the only way I can justify that price is if they want to play in college because they're looking at as an investment Like I pay 25k We get a big scholarship like We don't have to go and and get student loans Uh, we don't have to go I get that one because you're because you're You're investing in yourself and you're potentially say that that number could actually potentially be saving them a lot more money. So But What if you don't train kids that are in high school at the moment coming in my group Coming to the group. So you wouldn't so you personally you You just wouldn't do it. Yeah everyone Everyone's gonna train in my group training program and if someone really wanted to You know fork over the 25k I'll be there every every thursday at 4 p.m. For that session And that kid will get recruited to play in college and they'll get a big scholarship. So I all I'll live up to my word on that But they have to be the right fit How can you get to that though? You can't I mean So for me like I wouldn't accept them into my program unless I I know that they're at a certain level So the ideal type of kid for that for example, it would be someone who plays club soccer that's Probably a sophomore or a junior in high school That is is good, but they Crumble in big games. They are They play timid But they have the talent to go play in college, but they just don't up here they don't have like the The tools to perform in big moments because like Getting a scholarship is all about just performing when you're under pressure when coaches are watching you Right So it would be I would be solving that problem and then I would be solving the problem of getting recruited Most kids don't know how to get recruited They're paying these jabronis on on the internet $3,000 to make a highlight tape My method of recruiting has worked for over 250 kids now That have gotten scholarships. So I can point back at results. So if someone's gonna Tell me about You know Why is it so expensive? Well, I can say well, what's the school they want to go to and then I'll pull it up I'll say great. It's going to be 100 grand to go there You work with me. You're gonna be in a pain a lot less So I would calculate things that that does your 101 training right now No, but the thing is If someone really really wanted that I know they would do it Now that that doesn't work for someone who can't afford it Right They're not they're would you suggest for somebody who's not Training Perspective college athletes at the moment to train younger kids How would you how would you press it? Yeah, so so for example, if you're training a kid in middle school that wants one-on-one Nick Right Now your time is very valuable Right. It's not like you're you're not just going out there Doing crossovers for an hour Like you're talking you're teaching You're helping them with the Very smallest details with their game and there's no other kids there So they get all of your attention. So I look at that I feel like based off especially where you are right now with their business um I think if you're charging anywhere between Six like I would say five hundred and eight hundred dollars per month Or five hundred and a thousand dollars per month People will do it again if if they have the finances down if they have the commitment level down They will do it And if they don't want to do it they should jump into your group program and That they will save a lot of money and still get great training, but I wouldn't devalue what you do one-on-one. I would increase the value of it and make that a premium program very similar to like Trying to give you like a concrete example very similar to uh You know if I flew up to the Hamptons, right? I've never been there, but have you been there? No Gotcha. I'm sure if I went there Every dude is going to be wearing their little sweater vest right and like It's going to feel like I don't belong there if I'm wearing my Nike basketball shorts and my flip flops And if I wanted to live there, I would need to adjust to their culture And be making probably the same amount of money that all of them are making And feel like I'm included right with private training. It's the same thing. You want to create a country club For your one-on-one training. It's the most exclusive thing not everybody gets in And it becomes this thing that's very sought after And there's a lot of people out there, especially parents And I see this happen every day when I get on the highway even out here in the country I'm driving. I see a tesla drive by Right 75,000 car. Boom. Why are they paying 75 grand? Well, their friend that has a tesla that showed it off to them last christmas like bragging about it. Now they want one Right, so it's the same mindset. Some parents want the best possible thing and they want to feel elite They want they want to have that feeling when they pick up their kid from the one-on-one session They want to see all the other kids in your group session that are about to train and and feel proud of like I can't afford those we get nick all by himself And all these other kids have to train together. I know that sounds arrogant That's how it is though Like some parents think that way So we have to offer them something That is like It goes hand in hand with their mindset that they have and the more expensive it is Dude, the more serious that they're gonna take it And the more committed they're gonna be and I've looked at you know, I can see this across the board It's like this with coaches that I've helped Uh Like there was a coach I helped this year. He in 2020 he invested over $18,000 in my program. Wow Doing $300,000 a year Pretty good investment Right pretty dang good investment for him coach making $300,000 here. Yeah, and he Took a lot of action because he put a lot of skin in the game Like no dude in their right mind would would pay me that much And just not take it serious Right if I told him to go jump off a cliff and that would help him get clients. He would have already jumped Right so so again with parents though same concept You you make it a country club atmosphere Only caters to those types of clients and you give them You give them an experience that they can't get anywhere else So that could be Possibly once a month you get on zoom individually with kids one-on-one you talk about their goals that they have Maybe once every two months you go watch them play in their game You have them fill out the game report the thing we talked about in the past um Once a month you you have a 20 minute call with their parents and you update them on what the progress that their kid is making Uh, you have them do things at school that stretch them outside their comfort zone So they become a you know More well-rounded type of kid I remember you and I talked about How I have kids sit in the front they raise their hand. I don't know if you remember that You you have like tangible goals that are that you talk about on your sales call That they will meet in 90 days. So you're solving that problem over the next 90 days. So when they commit It's like you're giving them the the proper dosage that they need To have that problem resolved over a night and a period So when they invest they're like they're assuming that if their kid is committed They show up to every session. They do everything that you say outside of the session They're gonna get to whatever goal that you know that they want to achieve. So it's well worth the money To do that it's dude and I know I'm talking about here, but if I have a kid Who Is like hard working. They're ambitious. They want to get better. I want them around you. I don't want them around like Freakin coached Ronnie that Is gonna show up drunk to the session Right that's collecting cash No, I want them around someone who like is a role model like yourself someone who Like knows how to roll their sleeves up and work hard and Someone who knows a lot about the game someone who's played at a high level like I would pay you like if I had a 12 year old kid. I pay you a lot If I know that you're solving a big problem for my child and Like that's coming from someone who you know, like I really believe in training training is can be a huge Game changer for kids if they have the right trainer um And you know, that's why I I recommend making it a premium because if you don't make it a premium It's not going to be worth your time or the effort or energy Right does that make sense though? I know I just talked for felt like I talked for 45 minutes there, but no, it's it's I just don't know how to How would you but I mean I you can't I can't jack the price up on people who already started paying one thing Yeah, but for any new customer who's interested in one-on-one training All right And you know when we get off this call if someone's like hey, nick can we train with you? For the next 30 days one-on-one I mean you can tell them whatever price you want Right like that that's up to you I think give them a give them Somebody off if they commit to the full three months Yeah, so so for example um I'm just going to make up this number. Let's say it's 800 a month train with you once a week You add incredible value behind the program All right, so they know that they're getting great product service um, so if you take 800 times three that's 2400 over three months And you can tell the parent. I mean if I was selling it is exactly how I do it. I would say miss jones Uh to enroll in in our program and if you want to secure a spot We have it set up to where we have two different investment options The first option is 800 per month over a three month commitment That means you guys are committed over the next three months, which would be 12 sessions We're going to train on a set day set time set location We don't deviate from our schedule And you can choose a monthly option, which is 800 per month Or you can prepay and get a discount Miss jones, do you want to hear about our discount? No one's going to say no Right No, I hate getting a discount So you'll say yes, and I'll say great When you invest in full for the three months, we're going to give you $400 discount So that brings the investment down to 2000 And that's a recurring payment that happens every three months and you can cancel whenever you want I let her talk let her think about The the money in her head. I'm going to click the mute button Not going to say a word And then when she starts talking I'm going to let her get it out and then I'll say great You know which option is best for you guys? Again, I'm going to shut up And would you do good to give them a contract if it's just by month? Yes, I'm going to have everyone sign an agreement that agreement that I showed you in my members area Is flawless if you execute But that way that way Nick they can Go monthly 800 per month Now if you have five clients who are doing that You know we take 800 Times five that's an extra four thousand dollars of revenue per month You average that over the course of a year at 48 grand more That you can make with your business over a 12 month cycle if you have it set up that way If you have five clients if you're charging a premium I think that would be worth your time if you stack those sessions on two days out of the week for example You know Monday afternoon Tuesday afternoon That those are your days for private training Like and you could have group sessions after that if you wanted But that way you're not doing like Monday Tuesday Wednesday Thursday Friday one session per day. Like I would just crunch those in And you deliver a service that is unmatched like to the point where You could go on google And you could find any of the big dogs in basketball And you look at their website you're like Dude my offer is so much better than these guys That's how it should be Otherwise, I think you would feel uncomfortable charging that amount of money Yeah That's what I do man. I I study the market like a Vulture And I look at everything. I'd see what competitors You know are doing or what they've done How can I make my program better? Like I know we talked about the application process earlier. Like I did that a couple months ago Worked very well for me. I feel like that's going to work very well for you Most coaches that are our consulting program start executing on that Like that separates you from other coaches because you have a process down that attracts the right type of people um But that's how I would try to price it if I was in your shoes Let's go And the other thing that I would do too This is It might sound weird when I say this but If your private training program if everyone's like, yes, yes, yes, we want to do it Not charged enough So that's when you you take a step back and be like, all right, well I I shouldn't be converting this many people into my one-on-one program I My conversion should be low But those people should be paying A lot to join this type of program. So that's where that's where you have to, you know After you make one sale take a step back and be like Dang, was that too easy? And stretch yourself like challenge yourself to be like You know, how far can I go with this to where I start getting more nose? But Like there still are people who want to move forward with it right Great example one of the coaches the guy said who's doing 300 grand a year He charges $1,500 a month for his one-on-one program Wow, people pay it They want they want his one-on-one time They don't want their kid to be in his group session And guess what dude if I had a son who's football player and They were a quarterback and I lived in his city and I wanted my kid to be Uh, you know the best quarterback in the area Go play in college. I would absolutely Pay the guy $1,500. I'd probably pay him more based off of the results that he produces Like if you use some garbage trainer that just started his business that I don't know like he wouldn't be able to justify that He has a lot of experience. He sent many many kids to play d1 Uh, college football, you know, he was charging around 40 50 dollars per session You know his groups that he has now has 20 25 kids. He he ran a camp Two weeks ago during coveted I talked about this on an email that I I wrote a couple days ago. I think Um, he did $20,000 in one camp one day camp Like it was like all day or something. Yeah all day thing kids from all, you know all across the country flew in for Uh Yeah He's that big time, huh? Good for him Yeah, but again that that should show you it's like There's no there's no cap on what you can do But when you take a step back and you think about your business What you do one-on-one It has to be at a high premium Where most people won't Do it and those who really do want to do it they will do it and it will be worth every penny And again the area he's in I mean I feel like No matter how you slice it or dice it every city in the u.s like You can you can find members who are going to pay you hundreds of dollars per month uh and you know The most successful coach i'm helping right now or you know, he went through our program this year We're not actively working together right now, but uh, he lives in a town that has 100,000 people in it And that hasn't been a problem for him at all. He sells private training packages for $6,500 For a year? Yeah for soccer. Yeah But he you know Maximizes everything in his group session. So that's why if I was you I'd focus 99 of effort on the groups 1% on the private training those who do the private training they will invest high dollar to work with you And uh, it becomes a very exclusive type of thing And the best way for me to compare it's you know People will buy a tesla Most people won't unless they want to go in a lot of debt I thought it was more than 75,000 I think it depends on which one you get I've been seeing them a lot lately. Yeah, I don't know if they're more more expensive more and more inexpensive now Right that they're becoming more common Right, they're cool people want them um You know kudos to them for you know Having a great product. So yeah, man. That's how that's how I look at it, you know Not every parent will be attracted to that but We you and I have already talked enough about the different areas that you know, you can be in the surrounding areas Parents that are really committed will absolutely invest a lot into your business. It's all going to come down to sales like I mean if you think about it Like if you sell something for a hundred dollars or five hundred dollars Most of the time you still have to get on the phone and close them into becoming a client Like it takes them the same amount of energy to get out their credit card Pull up the sam card link that you send them and pay um I just think the language of the phone call has to be different because you're talking to a different type of person that has different types of needs and That that's what I've learned though because I mean I've You know, I went from fifteen hundred or fifteen dollars one-on-one sessions back in the day when I started to You know someone wants to work me now. I was going to be 25 g's That's awesome. I gotta take a look. I forgot where that where that contract is. I've been meaning to uh To ask you about that actually. Yeah, it's in the members area. I'll send you a link to it Uh, I'm gonna get off the call Yeah, I have a video there. It has my contract the you know, how to set it up contract sample that you can essentially copy and paste um And you just put that into the jobby uh, yes Yeah, it's it's in my members area, but uh That's something that my clients will sign Um before they pay that's a step. I have people take they will read it They will sign it their kid will sign it Then they go pay they've agreed everything I have Uh signatures from everybody saying this is what we're signing up for So it's time for them to put on their big boy pants and and get to work and we don't talk about money after that We don't talk about missed sessions after that We show up And get to work so we I can focus on the thing that I need to help them with nothing else Do you have them electronically sign it or you just have them take a picture like just print it You can do that. I'm I don't know. I'm more old school. I like Having them printed out I know that's more steps, but typically when someone has to print something out that I think they're gonna take it more serious They're not gonna just scan it um I think they're more likely to read everything and And do it if it's electronic I could I for me I could see a parent Just like I don't know when it comes down to having their kid sign it They could just like type in their initials real quick and then I want the kid to be involved with what they're getting into For you do that for group or and one-on-one you would yeah Yeah, yeah, I need I need to got to get a contract. I don't Yeah, your conversion. I'm telling you and others who listen to this like it's important for you to know your conversion will drop So if you talk to 10 people right now and four people are like, yeah, Nick we want to sign up and they do Less people are going to convert, but those who convert are going to be a lot more committed And that's why like if you raise your commitment level to three months six months or 12 months Like one person who signs up today for your 12 month program. I'm just you know, I'm just making this up here But if they're paying $150 a month If they did it for three months And they're like, all right. We're done. They finish They're doing $600. That's you know what they're paying you over the course of three months Uh, we take 150 times 12 It's $1,800. So that one client's paying $1,800 Versus $600. So You know, that's a what $1,200 difference Uh, wait, let me make sure Yeah, that's a $1,200 difference for one customer. So now if you multiply that Going from yearly to to monthly or every three months, like we're Yeah. Yeah. So like let's say you have them on a three month minimum agreement They're going to be paying $600 for your program Because they're paying 150 per month, right? If you have them on a 12 month minimum agreement, they're paying $1,800 over the course of those 12 months So it's a $1,200 difference that's guaranteed over the course of the year Because they're under that type of contract. Does that make sense? Yeah, so you so even if you build them just monthly you still put them on the on the contract. Yep And you have you taken people to court from that? No, I don't do that. It's going to be more costly Once I started with doing it this way though You know, you know where they're at the bad parents Don't sign up for this sort of thing when they see how serious it is So the likelihood of having issues later down the road are very small when you have people take those sort of steps um Yeah, I'm not worried about that because for me I deal with people now that just pay 95 of all my customers pay in full for the year Um versus monthly I I like collecting all the money up at once this way I don't know for the business. I have more cash flow. I And not thinking about Like collecting money over the course of the year. It's everything's coming in We get to work and I put them on an annual subscription So If they get great results over the next year I would assume that they want to continue and over that first year of training I'm going to be asking them every month for referrals And if I'm doing a good job with them, they're going to bring in new referrals into my business Without me having to work harder right I mean, I'm still struggling with trying to like have It's kids are very tough. I mean, I feel like they're tough this could just be a limiting belief but like Like I know I could get the gym I pretty much All year round now that I have like a contact to do it um But it's just like kids when kids play on different teams They got games on, you know this day and this day and now I play soccer and we have soccer on Sundays How can I commit to a year If I play soccer on Sundays and you train on Sundays and Like that's what that's where I'm like I want to do longer term commitments, but I I don't want to I don't want to chase away money in the process right it's a Mentally, it's a hard step to take because you know that You could be adding clients They could do it for a shorter amount of time And do it for three months and then you know, they go off and play soccer for example The way that I think this will simplify the process Is if you have I'm just gonna make this up here if you have group training on Wednesday, Thursday and Friday and You have someone today who signs up for your 12 month program And they come Fridays at four and You communicate with them Before they sign up that you know, it's 12 month thing. They agree and but they're like by the way Nick Johnny has piano practice In four months from now And we can't make it to Fridays at four because he's gonna be you know practicing piano I'd be like great. Thank you so much for telling me that miss Jones Johnny will still be able to be part of our program on Wednesdays or Thursdays This time or this time. So it's very important That we can we continue to communicate with each other. So when we make that switch You guys are you know Aware that you can come to Wednesday or Thursday that way you guys remain in our program over the 12 month cycle This way you take whatever the objection is And we find a solution for them Now if they're like, well, we can't do it on Wednesday or Thursday because Johnny's playing the flute Uh Be like, all right. Well, our program isn't a good fit. So your program won't be a good fit until you have the solutions for them It only makes sense to have the solutions for them if you have enough clients who want to be on other days with you So you're saying have multiple days. So if they Yeah Yeah, more options equals more of a chance to scale If the demand is there Like there's no sense of doing that like opening up on a Monday or a Tuesday if There aren't aren't enough people who want to start that group Or aren't enough people are interested in that time. So that's how you would do it though. Um Like for me I mean I do it a little bit different. I just tell people if you can't make it on Thursdays throughout the year Sorry, Charlie Not gonna work together Right And you know, they can come to an earlier time if they want on Thursday if there's a conflict They could come to a later time on Thursday. Like I'm gonna be doing my sessions From 4 p.m. To 7 p.m. I'm gonna get there at 3 30 to set up at 7 0 5 I'm on the way back to have dinner with my wife um And so even if somebody says Yeah, I want to do it. I can't I just can't do it for 12 months Can I do it for six months? So that comes down to sales if you if you're like sure Yeah, we can we can put something together um You know for For our 12 month program. It's this much per month For our six month program. It's this much per month. So I'm just gonna again I'm playing with numbers here if you said if it's 150 per month Over 12 months Then if I was in your shoes, I would tell the the parents if you want to commit to six months It's going to be I would do the pricing this way just so there's a bigger difference, but I would do it to where it's 200 per month over six months So we take 200 Times six that's 1200 So again with that there's a $400 difference Whether they do it for six months or whether they do it for a year. So then they can look at the numbers and say You know what we should do it for a year because we're going to get way more training And even if we can't make all of the sessions right financially It's going to be smarter for us to do it for a year So that way you get them to make a decision between option a option b type of pricing And you wouldn't do like a third Uh, I wouldn't try to give them a third option. Um Unless they're like nick We can only do this for three months Like we have You know, we're going to be out of town the rest of the year like if there's some type of excuse like that Again, you could go back to the the the pricing model. We talked about and say well, it's normally $150 a month for 12 months Our six month program is 200 per month. If you want to join our our three month program It's going to be $300 per month so the price goes up based off of The lack of commitment That makes sense Yeah, I started offering people of three months For like 357 For through so it was like I think it's like 119 per month if they do that if they if you break it down like that Versus like 149 per month. So I give them two I give them two options Um, what do you think of that too low or? I think if you're questioning it You already know the answer Too much of a discount. Yeah, if you're if it's in your head if you're thinking, ah, I don't know if it's too low It's too low Right. I mean, I want to reward them somehow for right for Yeah, I like the model of if it's working Don't try to Jack it up But if you feel like you could be charging more and people would still do it Then it's worth it to test it Over the next five sales calls and see what happens right But yeah, I It's hard to say because I'm not on your sales calls like that's why remember that day we looked at that We created that graph. It's like here's all the calls you're doing Yes, no follow up that whole system If you still have that rolling you should be able to Just look at data that that's that's how I base my pricing Hey, my pricing starts to change When I look at data and I can see all right The last 10 calls I've had this month. This is what happened Cool. Now I have more confidence to increase my price Based off off the results if if I look at those results and it's like Dude, no one committed. Well, I need to go back and listen to My sales calls and study where where did I mess up? And maybe this offer just isn't it's not the right offer. Maybe I need to change it Maybe I need to reduce the price a little bit And start to get a couple of W's under my belt And then you know next month I look back again at the results. I mean If I do pull-ups three four times a week Um, and no matter how bad I suck. I'm gonna get better Sales it's like it's it all comes down to studying And Dude, I mean, I know you I know you do that So like you You really understand how your calls go but most people don't but that's where That's where you can make those little tweaks with decisions on should I raise the price? Should I keep it the same? um All comes down to data And then I have those people in who got who are still in the program for when I was doing it outside Who got in at like $80 per month and they're still there But now they're taking a spot of somebody who could be paying Right on 49 I got a person paying like 80 or somebody's some people paying like 40 because they got like a referral. They got me like two referrals And I'm like, yeah, like this gym costs money But I can't I can't change that now for him Right, you know, I mean like how do you how do you handle something like that? Yeah I like to reward people forever If they've been loyal if they're referring people um Because on the flip side it would be like You would rather have 80 dollars per month from someone who's really committed That's going to do it for a long time than zero dollars per month And then when you average that out over the course of a year that could be You know a thousand dollars That you don't have if you if they're not in so that this might sound like bad advice but Because like if you look at the numbers, yeah, it makes way more sense if you have someone's paying 140 or 150 versus someone's paying 80 but um If you retain those $80 clients And they're in your program for a long period of time the lifetime value of them being in the program is so worth it Especially if they're giving you referrals um And also like One thing that I would look to do with those 80 dollar clients that have been with you for a while I would try to You know this this might sound counterproductive, but I I know it works. I would try to give them even more attention So they realize how Grateful you are that they're still training with you To incentivize them to get you more referrals And that's not just like hey, I love you guys getting more referrals. It's like it's like having a quick call with miss jones and showing them recognition um Give them give them coming up give them a free camp or free clinic that they can come to Hey, all I ask is that you you bring uh johnny brings three of his friends Uh, you know, thank you guys so much for being part of our program I would I would try to do that with your day one people um And you know to give you an example there's There's coaches that I'm helping right now and our consulting program That have been with me since day uno And they're getting a steal on My consulting program because they've been so loyal From day one and I want to reward them and you know, a lot of those people have referred other coaches in our program um In you know, it just makes sense for the business to continue Taking care of those people because they they're the ones who ultimately they trust you the most We wrap up here. Tell Those who are watching where they can connect with you Or where to find you if they want to chat with you about business stuff or anything basketball related if there's another coach watching this al diro The shirt I wear every day Um, uh instagram at coach al diro coach underscore al diro And uh tiktok same thing Um, yeah, those are the youtube coach al diro Those are those are all the platforms that I use awesome and Very cool. I'm going to try to post this before christmas. So Uh, I know that's here in a couple of days, but Thanks so much for jumping on here. Um I'm going to bring you back on here in a couple I don't know probably three or four months if you're open to it and uh, it's been awesome to see your progress and I hope this encourages and inspires other coaches who are watching to know what's possible You know if they put in the work just like how you have um anything else you want to add or say before we head out Uh No, I mean just that you know Working with you has changed my life pretty much man So I thank you for that because you made me realize what what I can actually do You got it, man No, it's it's easy for me when when I get to work with someone who has your Your ambition your desire to help kids like you Are getting after it. You're not you're not sitting around Watching netflix all day Complaining about how you're not growing your business You've really put in the work Say it again I do like Cobra Kai though I was me and my wife watched that whole thing. I think in one day I did I did the same thing. I couldn't stop. Yeah. Yeah, I love that Um, but yeah, man, thanks for jumping on here Uh I mean, I I hope those who are watching got a lot out of this interview and uh, I'll be chatting with you soon