So if your calendar is completely filled up with delivery to your clients, then you have a huge problem in your business.

Today's episode is going to be all about delivery models, where we're talking about how to deliver in your coaching business to make sure that we are setting it up and tailor fitting it so that it suits what we want to give away and also so that we deliver to our clients, but also so that we make sure that we take care of ourselves so that we have fun doing what we love.

Coaching people.

Yeah.

What would you say is like the most common struggles like coaches will have when they are choosing a delivery model?

It's a good question.

So it's not one size fits all.

So it's not everyone is going to go through the same thing.

But on a certain level, I believe that most coaches aren't very aware or like, it's not a conscious decision, like, this is the way that I'm going to deliver and it's not super structured.

It's rather kind of like I'm going to do whatever it takes.

So it kind of like, here's something I could do and here's something I could do and here's something I can do and oh shit, I could also do this thing and I could sidestep and do this thing and that would be super cool.

And then it turns into a very complex and big thing that just goes all over the place and we end up spending a lot of time putting it together, making sure that every one of our clients gets a decent experience.

And like, one problem that occurs with, with not having a structure in how we deliver is that we need to be alert all the time and we need to solve problems that occurs left and right and we need to step in and do a lot of one on ones and stuff.

So one of the first kind of questions that I, that I would suggest is to sit down and actually paint it out and start with figuring out, okay, so what's the finish line?

So what's the finish line for my clients?

Where do I want my clients to end up?

Yeah, because what happens often is like, there's two things I see a lot of people are drawn by.

One being, oh, my clients said they needed this or they wanted this.

And then suddenly we meet coaches having like five, six, seven different programs.

Not built up necessarily as a client journey, but more as like client sidesteps.

Oh, they also said they wanted this thing and then they said wanted this thing.

Another thing I see is making decisions on delivery model based a lot of limiting beliefs One of the limiting beliefs I've seen that really popped up the last year, one and a half year, because like it's been harder for a lot of coaches.

A lot of coaches been struggling for the last one and a half years.

It used to be easy, they were making money and then suddenly it's, they see like, oh shit.

It's been becoming harder and harder and harder to make money.

What used to work is not working anymore.

Something is shifting, something shifting.

And then a lot gets into kind of a panic.

But then I need to like lower my prices and more and more people go, oh, I need to do a membership thing, something cheap so I can hold on to my clients, but with something very cheap because that's what they, they need now.

Yeah.

Or I'm not selling as much as I used to, so I need to create another program.

I need to sell something else.

Yeah, exactly.

So.

And then they're building out and they're making more stuff and more stuff means more work and more work means burnout.

Like.

Yeah, and, and not necessarily burnout in perspective, but burnout in a, like in a.

We, we're running out of passion.

Like we take away the fun in it.

Yeah.

So you said, where do my clients start?

Where do they want to go?

But we can even take it back to what do you want?

Like really base your delivery method on what you want.

Let's, let's just like list up.

Because there's a lot of different delivery methods.

If we should list some of them, we have like traditional coaching doing one on ones.

A client come in, have a problem, we coach them on that problem and we meet them a few times and they're out the door.

Channel the 70s coach coaching.

It's real therapy.

You come in, there is a share very comfortable, you can sit down and the coach looks down and say, oh, so what would you like to talk about today?

And then, yeah, absolutely.

I'm not in any way like pissing on, on, on that like client coach interaction because it's super valuable and for some people, they love it.

It's the best thing that they can do.

And I believe that that is the important part.

To start with.

What is a non negotiable for you?

What kind of relationship do you want to have with your clients?

But not just what kind of relationship do also how do you want to spend your time?

Yeah.

And then we need to look for, okay, so how can I do that without having a cap on my business so that I can do more of it with more people helping more People.

Because here's a limiting belief that I hear a lot and it's yeah, but I don't want to do that.

I don't want to earn more money and I don't want to make it more efficient.

I don't want to take away the personality like the person to person thing.

And when we're doing that, we're asking the wrong questions.

The statement I don't want to because yeah comes from a limiting belief and it feeds us with the wrong yeah and it feeds us with the wrong question.

And it also mixes up a lot of different things because the question is always how can I make sure to do more of what I love and serve more people?

And if I do more of what I love, my passion is going to go up and I'm going to feel more fulfilled with my work.

And if I'm serving more people, it means that my business will be taken care of.

I'm all fine with if, if we're looking for I want to, I don't want to make a million a year.

I want to make, I want to make decent money so that I can save for the future and I can also take care of my current lifestyle.

I'm okay with that.

But in order to get to that point, we need to make sure that the business is taken care of.

And when we're looking at the delivery model, few different versions that we can pinpoint and see from from the start is we have one on ones and then we have group programs and then in the middle we have hybrids which means that it's a, it's a group program that includes one on one interactions.

So and there are pros and cons with everything.

And then we can look at different levels of how am I giving it away.

It.

It can be done for you kind of agency style and then it can be done with you and then it can be do it yourself.

And do it yourself indicates here's a library and like teach something and they.

Can go out and implement it.

Right?

Yeah.

Yeah.

And obviously you can be different parts of the program can be in different parts of the because some of the stuff do it yourself.

One one thing that is do it yourself or should be do it yourself for any client is come to the meeting.

I'm not going to call you and say hey, our meeting is starting, are you showing up tomorrow?

Or that.

Because we should always make sure that we view our clients as capable.

Yeah.

It's a really, really big thing.

And most of you can understand talking about like are they showing up for the meeting.

But it's even more than that because we don't want to build codependency either.

Like my life is going to be good and I'm going to have the result as long as I keep my coach.

But that is not what we want to build.

We want to build character and we want to build strength and we want to build resilience in our clients so that they, after the coaching can take care of them.

So the reason why I say that is it's not necessarily just because you are over delivering and giving them everything, taking care of them.

It's not necessarily that you're building a strong client and a strong case study, is it?

Okay, I just take one step back because like we start talking about doing one on ones and then there's the hybrid and there's all of these different things and there's pros and cons to no matter what we do.

But step number one, what I hear you say is like, ask yourself what do you want?

And let go of all the but things.

That comes in a way when there's a limiting belief where you believe it's like it can only be done in one way.

It's either or.

There's no either or.

Everything is a design.

The only thing we, we can see very clearly is that if you decide that you want to have a business that can do at least six figures a year, multiple six figures, maybe seven figures and above yearly in revenue, which is the people we speak to believe most of our clients actually do want to have at least six figures a year.

That is the minimum.

And it's okay.

Also, you can have to like, if you want to be able to build a business that works, you kind of have to go north of six figures because otherwise you can't take care of your future, your income.

No, no, it can be a hobby business.

Exactly.

And then we're not talking business, we're talking hobby.

Yeah.

So but when we want to have a business that is keeping growing, keeping scaling, then we want to be mindful about how can I serve more people and more and more people because we need to keep adding more clients without having the first like problem that coaches meet when they're growing, that is that they have a cap on their time.

That is always the first bottleneck for coach who's growing the business.

In the beginning, it's very typical that you really want to help everyone and you, you're going to be there and they call you and you step up and you'll be there and you'll have a lot of one on one but you will have a cap on your time.

I remember we had a client once coming to us because she had 16 one on one clients.

She had a huge problem because she had happy clients but they only paid per session they had.

Her calendar was full of those 16.

So her problem was that she couldn't grow from like she had a cap on her business.

I think it was doing just about like 5,6k monthly and they couldn't do more.

And she also had a problem that if one of her clients would leave, well she wouldn't have another client like to come in because she had no time for marketing and sales.

So if we look at how to grow your business and not have a cap and just be happy about that cap, you cannot spend more than maximum 30% of your time on delivery.

And 30% is a lot.

It's a lot maximum.

Okay.

Depends on what phase you're in in your business.

That is the phase when you're going from like 5k month and going to like 10, 15k month.

That is where we need to make that transition because it's normally always about there where we have to see the cap depending on what price points you are at, of course.

But we need to have time for doing marketing and sales otherwise we are going to have a huge problem in the business.

And that means we need to change the delivery model at some point.

And the first step we go to when we are going out of like serving our clients one on one is either we think group programs we can look into evergreen group programs we can even look at, well, I want to have like no charge at all, like 100% online courses for them to, to go through on their own.

Like what would you say is the pros and cons for, for the different versions?

First of all, it's very important to realize that there are pros and cons with everything.

You know there is.

There is a downside with doing one on ones and that downside might be completely different than the upsides.

And the upsides of group coaching could take care of that.

And it's not just the simple ones that are.

The downside of one on one is that it takes a lot of time.

Now the opposite of that, that is upside with a group program isn't like I free up my time because we need to look at it from the same perspective.

So why have we chosen the upside of one on one?

And then we look at that and see, okay, so the upside of one on one is that it's.

I'm very close to my clients, so they get a lot of accountability.

I'm there for them, I see them, I hear them, I take care of them, I service them or I serve them.

Then, then we need to figure out, okay, so the downside is a lot of time consumption.

The upside is I'm very close to my clients and I can, I can regulate like their, their kind of behavior so that they get the outcome.

But then we need to look at the same equation for group programs.

So what is the equation now?

The, the downside in the same area when it comes to client results, what that we're speaking about right now?

The downside in group programs is that it's a bit more to figure out.

It creates a system.

You need a system for the same result to happen and work.

But the upside in group programs is usually something that people doesn't understand.

The upside of a group program is that they do it together with people that are on the same journey.

We are not alone.

I personally would never buy a one on one coach.

I'm not buying one on one coaching because I don't need coaching that way.

I want to have a team of people, a group of people where I can be in a community where I can, where I can have fun, where I can learn from more people.

And if we're looking at just the fact of what the clients are getting out, having a group session and getting a question from someone so that everyone can learn from the question and the answer, a lot of the people are gonna, are gonna not just learn about the answer, but they're gonna learn about.

Okay, shit, that was an important question and I didn't know to ask it.

Yeah, because there is a phrase that I love that.

It's called what don't I know?

That if I knew it, it would take me to the next level.

So what don't I know right now?

But if I knew it, it would take me to the next level and group programs take care of that.

So when we're looking into pros and cons, we need to put it in the same category.

So.

So just because time consumption is a big con or a big downside in one on one, doesn't mean that time consumption is a big upside in a group program.

It might be, but it's irrelevant because we want to look for the outcome, not managing our own resources.

I think that is actually a key thing here, that we are not here to spend more time with people.

If we're being completely honest here, people do not buy time with a coach.

People buy a result and if they could get the results result faster, they would choose that they are not buying more time.

That's.

I think it's a limiting belief I hear a lot of people are having.

But.

Oh, but they need me.

They want me.

But no, they don't really.

That is your story that they want you.

They might have said that at some point, but I want you because they also have a limiting belief that they need time with you to do it.

But in all honesty, they do not.

They need to have the result easier and faster.

And that is where we need to look into what is the client journey like, how do we ease that way, get them from A to B where they are when they start, where we want them.

Like the promise we're giving them where they'll be when they finish.

How can we give that away in.

In a way that doesn't compromise our own values and everything?

What do we want as the coach giving that.

That is the, the thing we want to have.

I would rather highlight that there is some things that we need to be aware of that how we are controlled by what we do and how we do it is so control about.

With our beliefs about how it should be.

And yeah, the other thing you said was actually if you're going to do the transition from one to one to group, the thing is now you need to know who's your avatar and what is their prime thing, problem they have and the thing they want.

Because if you want to sell too many at the same time, you need to get away from the traditional coaching because if you're going to deliver that to a group of people, you need to know the group is the same, like have the same problem in the group.

Yeah.

And they want the same thing.

And this might sound like a newbie problem, but it really isn't because I've met with so many coaches who are doing like decent money, have no idea who it is that they help because either because they've avoided looking at it because it's uncomfortable or because just they're just good at marketing and sales so they're just selling to everyone.

Afraid of, like, afraid of deciding on one thing because there's so much they can do, but oh, but I can help everyone.

I could also help this one because you're right, it's not new coaches.

People are doing 20, 30k month but still like, oh, but I could do that instead of having one client journey, it's like, oh, whatever they want and you're not in control.

Because every time someone comes up with an idea, you're not sticking to your idea, your expertise.

And trust me, if you're the coach, the expert, you've been doing this with a lot of clients.

You know what they need, but you also kind of get into the policing role of what they said they wanted this thing, and suddenly you, you give that.

But that's probably not what they want because they have limiting belief that's what they think they want.

But I love it because it gives the answer.

Because you've had a lot of clients.

It means that you have a lot of data, you have a lot of insights, which means that if you mapped it out and look, just looked at what are all the common problems that my clients experience, then we can map it out and then we could actually draft.

Okay, so what's the baseline?

What is the baseline for all of our clients, all of my clients?

Because believe it or not, the common an automator of everything that you do in your business is that you're all over the place, which means that you're guiding, directing, and structuring everything, which means that every conversation is going to be based on you and your personality and who you are, which means that you're going to go through a lot of the same stuff with a lot of your clients.

So create your niche or create your avatar out of who you are and with the data you have from the clients that you've served before.

Because, like, bottom line, they're all human beings.

So we are not that different.

No, but it's okay to say I do this thing, but I do not do this thing.

Sure.

It's not just okay, but for the sense of delivery, the most important thing is to find the common anomators so that you can create a process that does not drain you of resources.

But when we're looking business, it's absolutely essential because marketing and sales can happen unless you're very clear and you rule people out and you rule people in.

I'm going to throw in another thing now.

Evergreens, first of all, just, just very quickly for those who don't understand exactly the difference.

But normal group programs versus evergreen programs, what would you say about those?

So an evergreen program is something that you can join at any time.

Yeah.

So it doesn't have a start and stop.

No.

And the other one is you have a start and stop.

Yeah.

So in other words, normal group program, you start the program with a group of clients and you start with them.

In an evergreen, the program is ongoing, but you onboard the client and offboard them when they're ready.

So it's the come into a continuum and they have their own like journey inside something that is always living bottom row.

It comes down to what you prioritize and what you want to create for your coaching business.

But here's the thing.

We need to look at pros and cons again.

And I'm not talking like, you know, yellow legal pad where you kind of wrote pros and cons, but that where you actually measure them fairly.

Because again, like we talked about before, with one on one and group coaching, there are pros and cons.

The pros in, in a, in a launch, I'd like a course that starts a specific date is that you have one group that you can build very tight and then you have a back.

End where like, yeah, everyone is exactly at the same level, which means you are completely in control.

It's easy to deliver because everyone is, is getting the exact same thing at the same time.

But where it's harder is the administration.

There's a lot of administration.

You need to work hard because you need to really get the group working.

You need to get everyone started, onboarded at the same time so there's more admin work.

I would say it's easier to get people into an evergreen because you already got the group working.

But the hard part about an evergreen is that they might be in different places where they come in.

So you need to be able to adapt.

Like how do they get started?

Is there something that everyone needs to get through before they can go on Q&As or before they go to some other trainings?

Do they need to see like the recorded training in a specific order or is it an individual where you choose for that individual person what they need to see and at what time?

We run two different evergreen programs because one of them is for people who are all exactly at the same place, which means they're all starting up their business, which means they need to get everything from the bottom, bottom up.

So they need to go through everything in the same sequence with small, small, small like difference.

But mainly like 99% needs the same things in same order.

But for the other program, I'll top 1% mastermind.

Like people who come in there, they're very different because they already got a business.

They're already making 5, 10, 20, maybe even 30,000 when they join, which means they come in with experience.

They come in with different things that work and doesn't work.

So it becomes a more individual way even though they Come into an evergreen program.

They also have the individual journey within that evergreen.

Yeah, we structure it way differently.

It's very different structure.

So it's not one size fits all.

But it could be different depending on how your audience look.

Yeah, absolutely.

But it's what's important to take away from that.

It's is that you can create it both ways.

Yeah, exactly.

And you can do that with a very, very simple like framework.

Yeah.

I, I spoke about the client we had who came to us when she was fully booked with 16 one on one clients.

What we did with her was actually we changed everything first of all into a group program that would had a start date and a stop date, gave her a new offer.

Because none of these clients were at that point on any contract.

They just paid like booked one hour, next hour.

Every time they finished a session, they booked the next session, but with no like contract.

So we made a new offer for her to sell at like a four month group program.

And every single one of them said yes to that, knowing that the price of that was way higher than what they've been paying before.

And they needed to go away from one on one and get into a group.

But the offer was so great they all accepted that and went in there and from one month to the other she went down in time like delivery time to just two hours a week instead of having 16 hours a week.

But on the other side she also went from like 5,6k month to 20k month in that small thing.

After doing that for 2 months you could see, okay, now I started to stop enough people.

So I know like what do they need to see first?

And I can change that from month number three.

She, she turned it into an evergreen because it becomes easier.

So it's another way of delivering.

And then we can add hybrid to that.

So you can do a Google program but still have the one on one sessions.

If you still feel like you, you like that personalization and you, you feel like, oh, I need to add that to, to some clients to make sure they're not falling through, they're not getting behind or something, you, you can add that, but you do not need to sell it as a one on one.

But you can also put it in as a part of the offer offer that is one on one.

And again, just remember people do not buy time with you.

They might believe so, but what they, what is more important is that they get the promise, they get the guarantee.

They get the result and they get the outcome.

Yeah, absolutely.

We also meet people who want to kind of avoid having too much responsibility and get too close to people and then they start selling like 100% do it yourself.

Online courses like pros and cons.

A pro is that it's less time consuming and I think that's a lot of people who come from the segment of I want passive income.

So I just build an online course and people can do that.

And it's passive income because I only record the course once in three theory and actually even in practice, yes, it's passive income stream 100% but I also believe it's like you're not getting that experience because you're not getting the feedback the same way I'm now.

I don't want to fall into having a I limited belief that you can't get feedback just because it's online course, because of course you can do that, but you don't have that working close together with your clients on a daily basis.

Which means I would say it's hard to become a high ticket coach during that because you do not have the same experience as someone like us and other people who really work deeply with their clients for years.

So that is one thing, but I believe it's a passive income stream.

But I also believe another thing, if they are buying 100% online course you also sell it cheaper because there's less hands on and harder to give a high guarantee because you don't have the hands on to make sure they actually reach the guarantee.

So that means also the offer price probably is lower.

And when the offer price is lower, well then you need to market it in a cheaper way because you can't really have sales calls because it's, it's too costly.

You're selling strategy cannot be too costly.

Which means you need to get to a place where you can do this.

Mostly paid ads, mostly like a funnel that will work.

That takes time to build that.

So would you agree with me that I would say that strategy is actually better once you've done everything else?

Because then you have the experience, the practice, the money, everything.

But not as a startup strategy.

Most importantly, you have the resources to.

Fund it and you got a name at that time as well.

So it'd be much easier to sell.

Yeah, but even if you just had money and you had the skill of being able to put the right people at the right place, you could do that.

But let's just be honest, most people doesn't have that.

Most people aren't there.

So to build something that generates income passively, you need to know how to create that into an automated system.

And I've tried it in my like younger years.

I've tried it like many times.

And I lived with the dream scenario of if I do this, then I will never have to work again.

If you're not prepared to do the work, you're not gonna, you're never gonna see a passive income streams.

And if you're selling low ticket, you need like a huge audience to be able to build the, the freedom on the other side.

Right?

Yeah.

And when we're, when we're looking at, when we're looking at low ticket, like for me, most online courses serve no purpose other than for marketing.

The biggest purpose of that is to build an audience.

Yeah.

Not to earn money.

Yeah.

And they usually spend their entire price point of that marketing thing.

The online course is usually the same as they spend in ads.

So it's just a break even game in order to build a really big audience so that we can sell the real thing.

And it's very normal in the business world to, to like navigate it that way.

And for coaches, I would say the best thing that you can do, especially when you're in a phase of growing it into six figures and getting there, is meet with your clients.

Yeah.

Fall in love with your clients.

Understand your clients and also understand when they fall off.

Like have a predesigned journey and a predesigned outcome.

Yeah.

So that you can know if they're kind of sliding out of structure so that you can then reach out to them whether it's one on one included or not.

But when you say that they are kind of sliding away from the program, then you can book a call, then you can bring them back.

Yeah.

And you can help them get back on track.

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