The $10k Month Workbook

Step 1 of 5 · Learn it

Name your monthly number

If you skip this, you start posting with no finish line and no way to know if you're on track. And $10,000 in sales is not $10,000 in your pocket, so you need to count your costs first.

How to do it

1. Write the amount you want to keep each month after costs.
2. List what it costs to run your business each month: taxes, health insurance, liability insurance, certifications and CE, software and gym rent.
3. For taxes, set aside a monthly amount. Ask an accountant what share to set aside if you don't know.
4. Add your costs to the amount you want to keep. That total is your monthly sales goal.

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Step 2 of 5 · Learn it

Set your price and count your clients

If your price is too low, the math asks for more clients than you can find or serve. The fastest way to need fewer clients is to charge more per client.

How to do it

1. Decide how many clients you can serve well. In person, 20 clients at two sessions a week is about 40 sessions a week, plus travel and texting. Online, the same 20 clients take far fewer hours.
2. Divide your monthly goal by what one client pays you each month. That is how many clients you need.
3. Try two or three prices. Circle the one where the client count is a number you can serve well.
4. If you raise your price, write down what you'll add to make it fair, like weekly check-ins, a better program or faster replies.

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Step 3 of 5 · Learn it

Count your sales calls

If you only count clients, you won't know how many calls to book this week. Clients also leave, so a full book empties if you stop booking calls.

How to do it

1. Plan on 4 sales calls for every client you sign. Once you know your own close rate, use that instead.
2. Calls to build your book: clients needed x 4.
3. Clients who leave each month: clients needed / how many months your average client stays.
4. Calls to stay full each month: clients who leave x 4. Divide by 4 to get calls per week.
5. If you want to grow, add calls on top of that.

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Step 4 of 5 · Learn it

Build your path from video to sales call

I watched a trainer leave a $15-an-hour gym job to train clients from a gym he built in his backyard. Months later he asked for his old job back, because "I don't know how to get leads."

How to do it

1. Pick your pond: one group your proof can win, like new moms or men over 40.
2. List problems that group has. For each, write your fix and your proof that you're the one to hand it over. Each one is a video.
3. Pick one free one-page checklist that helps them do the lesson. Offer it at the end of your videos.
4. Answer every comment and DM the same day. A lead you answer tomorrow is often cold.
5. On the call, sell the vacation: where they hurt today and where they'll land. Skip the steps in between.

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Step 5 of 5 · Learn it

Set up your weekly scoreboard

If you don't track your numbers, you won't know you're behind until your book is half empty. The scoreboard tells you which part to fix: leads, calls or closing.

How to do it

1. Every week, count three numbers: leads, sales calls and clients signed. Also count clients who left.
2. Compare your sales calls to your calls-per-week number from page 3.
3. Grade each week against your own average, never against someone else's.
4. Write a routine you could keep on your worst month. Raise it on purpose later.
5. At the end of each month, divide what you kept by every hour you worked. That is your real hourly rate. A new tool or client is only worth it if it raises that number.

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The plan

Your next 7 days

Do one small thing a day. By day 7 you'll have leads coming in and your first week on the scoreboard.

Your answers, in one place

One small job a day