1. Decide on an hourly rate you feel comfortable with — this could be $100/hour, $250/hour, $500/hour, etc.
2. When you decide on this hourly rate, think about how much value you’re offering a person who gets a full, undivided 1-on-1 hour of your time and attention.
3. Think hard, and don’t undervalue yourself.

1. Now ABANDON the idea of 1-on-1 clients.
2. Why? They’re the limiting factor in the equation of time and money.
3. There’s no amount of money great enough to increase the number of hours you have in a week or a month, so taking on 1-on-1 clients is doing yourself a financial disservice and accepting the very costly sacrifice of capping your income potential.

1. Decide how many hours a client or customer needs to get a significant, worthwhile benefit from your services. Is it two, three, five, ten?
2. Is there a natural progression to the service you would provide or a methodical way to break down its various aspects to offer clients a robust transformation, spread over that number of sessions?
3. Craft a multi-session package around it — but remember, we won’t be entertaining 1-on-1 clients here.

1. Consider the level of personalization required from your services and determine how many people could realistically benefit from a joint session.
2. That number may be five, ten, fifty, or maybe even unlimited — but you’ll want to ensure you’re being thoughtful about providing the customers a positive experience and outcome.

1. Discounts: Proper pricing should take into account a session-sharing discount to ensure customers feel that they’re getting a bargain.
2. Sweeteners: It should also cover the increased value of any “sweeteners” or bonuses that set this multi-package offer apart from a typical 1-on-1 session.
3. Exclusivity: If this is a one-time or exclusive, limited package — perhaps something you only offer once or twice a year, or something you limit to a certain number of students — you can increase that price.

1. The formula below uses sample pricing and ballpark discounts and upsells to illustrate how this type of offer can easily generate $20,000 in just a few hours of your time.
2. You can easily modify the formula below by plugging in your chosen hourly rate, the number of hours included in your multi-session package, your session-sharing discount (entirely up to you), and your exclusivity upsell if you have one.

Multiply your hourly rate by the number of hours you plan to offer in a multi-package session. Assuming an hourly rate of $250 and a four-hour package:

• Hourly rate ($250) x 4 hours = $1,000

This should give you the upper limit of the price range (for a single customer) since this formula assumes no multi-session or session-sharing discount.

1. Now that you’ve determined the upper limit of your individual customer pricing for the multi-package session, you can apply a session-sharing discount.
2. Assuming the above $1,000 maximum multi-session package price and a 40% session-sharing discount:

• $1000 x (1 — 0.4) = $600
• The above example employs a 40% session-sharing discount.
• But there’s no right answer to the ideal or appropriate discount here; it’s completely up to you.

1. The exclusivity upsell accounts for the fact that this multi-session package offer is special.
2. Perhaps it encompasses a more robust curriculum or wider set of services than months of 1-on-1 sessions would typically address. Or perhaps it includes some special bonus that is typically reserved for premium clients.
3. Perhaps it’s a one-time opportunity that you may never offer up again — at least not for this reasonable price.
4. Assuming a 20% exclusivity upsell on the above $600 discounted package price, we can arrive at our final price:

• $600 x (1.2) = $720

But how the heck will you turn four hours and a $720 price tag into $20,000 in revenue? It’s actually easier than you might think.

• $20000 / $720 = 27.78 (let’s round up to 28)

All you need is 28 people to sign up for your exclusive, discounted, robust, four-session package — which you’ll deliver via one-hour/week live calls over four weeks — and you’ll have made $20,000. It really is that simple.

1. Once you’ve done the pre-work, you’ll have a repeatable model and reusable content that can be monetized in a myriad of ways.
2. This six-step strategy will grant you unlimited upside earning potential and the ability to help more people than you ever expected, including those who couldn’t necessarily afford your full 1-on-1 client pricing.
3. This strategy can work across multiple industries.

WHAT’S STOPPING YOU?