Most personal trainers plateau at $5-10k monthly because they trade time for money and give away online programming free. Matt Dart shows how adding a paid online component to in-person sessions changes the math: $20/week per client across 30 clients adds $31k yearly. A hybrid model with systems and clearer pricing breaks the ceiling.
Questions this episode answers
$20 per client per week (speaker also mentions a range of $10–$30/week).
$600 per week (speaker extrapolates this to about $31,000 per year).
$400 per week (speaker extrapolates this to about $20,000 per year).
What's going on? Team Matt from the PT Profit, Leverage and Lifestyle show. Hope you guys are having an amazing day. We're going to talk about why most pts get stuck at 5 to 10k per month and how you can actually break that ceiling. I was there once myself, only for a short time, but you know, a lot of personal trainers will get started stuck at well like 1 to 2k a week, which you know is good, which is fine if that's what you, what you want. But you're leaving a lot of stuff on the table here. So we're going to go through, you know, a couple of reasons why people get stuck there and then I'm going to show you how you can actually break past that. So what usually happens is people that are doing 5 to 10k a month that they're still trading time for money or that's pretty much their entire business model is getting stuck trading time for money. So it's the problem isn't actually the trainer itself, it's the actual model that they're doing. Because if you're doing 5 to 10k a month, you're actually probably in the gym a fair bit to be honest. You're probably doing 20, 30, 40 sessions a week. But you see that, you see the cap, you see the limit. And emotionally, physically and mentally, you're almost at capacity to a degree and you don't even know how to, how to get past that. But you know, the good thing is, you know, I've done that myself, I've done it with multiple people before. I'm going to show you kind of what that model looks like in terms of how you can get to, you know, 10, 15, 20K per month without burning up, without doing too much more work, to be honest, which is what most people are pretty intrigued about. So, and just to kind of tease you a little bit about the solution, it's leverage, systems and clarity. That's essentially, that's essentially it. So, and first we'll talk about the model of course as well. So this is what most people do. They get stuck trading time for money, so they're only charging for the sessions that they do. They don't incorporate the online aspect, which is what they're already doing. Pretty much every PT does this. They do programming, online programming, they have an app or they do some nutrition coaching, or they do check ins. Pretty much every PT does one of or majority of those things, but they never charge for it. Why do you never charge for it? I literally spent five years doing this failing miserably because I didn't have a hybrid. If I literally had a hybrid method, I was making 15k a week without a hybrid method. Just trading time for money. Actually, let me just quickly do the math here. This is going to be pretty wild. Not going to be good for me on the spot. What am I doing here? I need to work out. I think I had 150, maybe 200 clients at once. If they were paying an extra 20 bucks a week. Oh, Jesus. For the work I was already doing, I was already doing this. I was missing out on $3,000 a week, $56,000. Oh my goodness. Makes me want to cry. But in reality, that's like, obviously you guys aren't on that scale. Not many of you are going to be on that scale. But for example, if you're doing 30 sessions a week, right, and you're not charging for the online aspect, you could easily charge an extra 20 or 30 bucks a week for that. It's an extra $600 a week. Oh, my goodness me. It's an extra $31,000 a year. So the moral of the story is you need to get the model right. So you need to have a. The first step is to have a hybrid coaching model. So I used to charge only $55 for 30 minutes. What I should be charging is 64, probably 75 for the same thing. So the 55 for the session and then 20 bucks a week for the online component. Okay. So what I teach now is a hybrid model. The old way is dead. The old way is what other coaches do, which, you know, good luck to them. The only way that they're going to make a decent amount of money is if they hire multiple, multiple trainers, which is. Which you could do a lot harder. A lot harder. So, yeah, so why you get stuck is because you're trapped in the time trading time for money part of it. You need leverage and you need life on that lifestyle. You need leveraging, you need systems with the model. So the model is the hybrid model. Okay? So you need to add on 10 to 20 to $30 a week, depending on how much you do of a online component, which is included in the price of the sessions. Okay. You, you don't just sell PT sessions itself. PT sessions don't do anything. Okay. It's what they do outside of the sessions that gets them the results. If you had someone that trained with you once, twice a week, and then the other times they do not train on their own and they don't do any walking and they have multiple forms of takeaway every single day. Is that person going to get results? No. Okay. The PT session does not get them the results. It's what they do outside of the session that gets them the results. So you need to charge for that. Okay. They're paying for the result, not your time. Oh, that's a mic drop moment. Okay, hybrid model, then you need the systems, so you need the systems to be able to scale that so you don't trade time for money. You can use leverage to create programming very, very fast. You can use leverage to give feedback on clients results in their training very, very fast. But the biggest thing is the pricing structure, which is adding on that, that hybrid aspect and including it in the one package. So as I said before, let's do an example. Let's say you're doing 10k a month. So, so 2.5k a week. So two and a half thousand. Let's just say your average price is. Let's just say it's 60. Just to be super, super basic. That's 41 sessions. If we were to add $20 a week to those sessions, 41 times 20 is $820. That is mind blowing. You're already doing the work, team. You're already doing the work. This is why people get stuck. So instantly you go from doing 10k a month to 13, 13 and a half k month instantly. And you guys want some extra. You guys might not be able to do this because this will be released after I've done it, but I'm actually doing a hybrid workshop. So if you want more information on how to make a hybrid offer, then please message me right now because I can send you the recording of the workshop that I'm about to do in a couple of days, but this recording won't come out until afterwards. So that's what you're missing out on, team, by not, not having a hybrid model. That's another example. On the, on the smaller scale, that's obviously a bigger scale. So an extra 800 a week, that's an extra $41,000 a year. Oh my goodness me. Okay, so let's go on to the smaller scale. 5k a month again, same example. Whoops. 5000. $5000 a month divided by 4. So 1200 divided by 60 is. You got 20 clients. So 20 clients. 20 clients paying an extra 20 bucks a week. It's an extra 400 bucks a week, which is an extra 1600amonth. So instantly you go to 6.5k a month. An extra. Whoops. Extra 20k a year. Okay, so you can find, combine the model, the leverage and of course, obviously you got clarity in there as well, then that's how you're going to get past that 5 to 10k month mark without doing anything else. So we're not even talking about adding in, you know, just online only options. We're talking about just doing what you're already doing, but making sure you're getting paid to do it. No one likes doing stuff for free unless you like me. And I'm doing the podcast for free right now because I like doing it. See, and that's, that's not so much the issue, but that, that's what PTs do, right? They just do it because they like it, which is fine. But the model, the model is broken. This one, this is what I've done for five years. And then I literally, I honestly didn't figure this out until I wanted to transition to online. It took me five years to figure it out on my own. If only I knew this five years ago would have a lot more money in the bank. But anyway, I'll leave it there. Team, if you want more details on the hybrid workshop that I've just finished, just send me a message on Instagram or Facebook and I'll send you the recording so we can make your hybrid offer because it's a huge game changer when you, when you have that, because you can, you know, and the other thing as well, team, by the way, by having people used to that online component. Guess what happens when you go on holidays or when you, when you go, when you go away or when you're sick. You just put them onto the online model. They're already used to using the app, they're already used to getting the check ins behind the scenes. So it gives you the flexibility and the time to take time off to go on holidays. And then I'll do another podcast episode on how you can actually transition people to fully online, which is what I did, which is coming up to almost 12 months. 12 months anniversary, which is super, super exciting after I have to do something for my 12 month anniversary of being fully online. But yeah, have an epic, epic day and I'll see you guys in the next episode.
