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Lesson 2 of 7

Session packs vs monthly coaching vs subscriptions

~10 min

Learning objectives

  • Understand the three core PT payment models
  • See the strengths and risks of each model
  • Choose the right payment model for the coach's current stage
  • Reduce income volatility by changing how clients pay

Pay-as-you-go is the riskiest model

When clients pay session by session, the coach carries all the risk. Every cancellation, holiday, illness or slow week reduces income immediately. The coach is also constantly chasing rebookings.

Pay-as-you-go can work for new clients trying the service, but it should not be the default for serious coaching.

Session packs create commitment

Selling blocks of 6, 8, 10 or 12 sessions upfront protects income, increases client commitment and reduces drop-off. Clients who pay in advance are more likely to show up and stay consistent.

Packs also let the coach plan the diary further ahead, which makes the business feel less reactive.

Monthly coaching and subscriptions create recurring income

Monthly coaching turns the client into a recurring relationship: training, check-ins, communication and support all bundled into a monthly fee. Subscriptions can extend this further — group memberships, app access, content libraries or community access billed every month.

Recurring income is the most stabilising change a PT can make. Even a small base of monthly clients gives the coach predictable income to build from.

Founder insight — Derrick Twum

Stable structures came from moving away from one-off transactions. The same lesson applies to PTs: even five reliable monthly clients change the feel of the business.

Key takeaway

Move clients from pay-as-you-go to packages or monthly coaching to reduce volatility and create predictable income.

Reflection questions

  1. 1How are your clients currently paying?
  2. 2What percentage of your monthly income is recurring?
  3. 3What stops you offering a monthly package today?
  4. 4Which existing clients could you move to a monthly model?

Action task

Audit your current client list and mark each one as pay-as-you-go, pack, or monthly. Identify three clients you could move to a recurring model.

Worksheet

Work through these prompts. Answers save to this device.

Answers are saved to this device only. Cloud sync coming soon.

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