Why Spending Too Much Time With A Client Can Actually Make You Worth LESS

Today's video, what we are going to be going through is why spending more time, more actual time with clients can sometimes actually devalue you in the client's eyes. You spend more time with the client thinking that that's what the client wants, and you're going to give them a better service, gonna give them more value. But in actual fact, you end up, um, being worth less, right? You're giving more, but you end up being worth less. And it is like the worst thing to do, right? Because you are putting in more effort and you're actually getting a diminishing return on, um, on that effort. Now, it's a very, very critical piece. You need to understand this, whether you're an online trainer or you're an in-person trainer, uh, whether you have a gym where whatever it might be, you need to understand this concept, um, because if you don't, a lot of trainers fall into this trap.

They can't get out of this trap, and as a result, they just keep digging even further, spending even more time with clients, and then wondering why clients leave them. Ask the discounts, pay late. Um, don't stick around. Whatever it might be, don't get results, right? This is a critical piece that, um, you can fall into. And then when you start to fall into the trap, you only end up digging yourself even further thinking, oh, I'm gonna kind of dig my way out, right? By digging down and it, it, it doesn't work. And it's such a common misconception that's so easy to break and get out of this trap. Uh, and I'm gonna take you through that in today's video. I speak to so many trainers, so many coaches, uh, every single day, every single week. And it's surprising ones that are earning, you know, less than $5,000 a month, ones that are earning above 20,000, 30,000 a month, right?

Uh, I spoke to, uh, a, an amazing client of mine who does over, uh, a million dollars a year, a hundred thousand. He did 117,000 last month, and he's got a good little team. He's got a gym and he's got an online business. He's got a good little team, some great trainers. Uh, and he was asking me the other day around a trainer that he had a little bit younger than him. He's got him under his wing and he's trying to bring him along, right? And help him grow. And this trainer is super smart, nosy stuff. But he was finding that no matter what, like all the other trainers can handle, let's call it 20 clients, right? Each. And this one trainer could only handle 10 clients and kept saying, no, I'm full. I'm too busy, I can't take anymore. And as a result, um, he wasn't able to get the income that he wanted. And he was like, oh, it sucks because I'm, I'm, I'm super busy, but I can't take on any more clients. And then when you look at it, he was taking on a lot less clients than what other people were able to do, uh, quite successfully, right? And easily. Um, and it was this relationship that he had in his mind. And once again, it's just an example. But there is so many people I speak to all of the

Time that, uh, are like, they do a session with a client or they speak to a prospect or whatever it might be, and they think at the end of the session, all right, cool. Um, let's say it was an hour session, right? Let's just say you're in person or you're doing a zoom workout or whatever it might be. And then you spend 10, 15, 20 minutes chatting with that client afterwards. Give him some tips, give him some help, give 'em some more guidance. Or like, rather than having the session finish up on the hour, it kind of pushes out over, right? Because you're like, well, I want to give this person more value. I want to, um, maybe they're, they're, they're, um, memberships finishing up soon, I'm gonna try and re-sign them or whatever it might be. So I'm gonna give 'em a bit more love, right?

Um, and it ends up just bleeding over and becoming more and more and more. And you end up getting into, that's what I meant before. If you fall into this trap, you end up just digging even further. So then one time you spend five minutes extra and then it's 10 minutes. And then after a couple of weeks, you're spending an hour and a half with that person when they're only really paying you for an hour. Now, this is what I'm referring to, is the type of trainer or coach who are selling time for money, whether that's in person or doing zoom sessions. Now, if you're an all online coach, of course you are, um, you are more leverage cause he's selling your information and education and transformation rather than your time. But there is some component of time in there like your support. You might have a support call with a client right now.

And you might say, Hey, these, these sessions are, uh, once every two weeks, for example, for half an hour and rather than half needing up, spending 40 minutes, 50 minutes, an hour, they end up going weekly. They end up then starting to happen twice a week, whatever it might be. Now, um, the connection between the thought and the connection between time, more time equals more value is one of the, uh, the worst mindsets. And it's one of the main things that keep people, um, where they don't want to be, right? In terms of, um, feeling stuck, right? We only have so much time in the day, so we need to be smart with our time and we need to use systems and automation and information to leverage rather than just repeating the same thing over and over to 10 different people over 10 hours, like an hour each.

You can, as an online coach, you can use your information package, the system, um, create that information once or that programme once, and then push it out to 10 people. So you are already getting a tenfold value to, to effort to time. Now, um, unfortunately, most people who come from an in-person face-to-face time for money and then go to go online, they've still got this connection to this time, more time equals more value, right? And ultimately, guys, clients, and what I mean by that, uh, by what I mean by the more time you spend, sometimes you actually worth less in the mind of the, the prospect is in two ways. One, higher value people, right? Higher value, high demand people, right? That, uh, do, do not have time

To just give out free to everyone and anyone, right? If someone pays you for an hour, for example, and you spend an hour and a half with them, and then the next time you're just mucking around and you're like, oh, it's cool, I don't have another client for two hours or whatever might be a high le in demand person, doesn't allow that happen because they're back to back. They've got other people chasing them, they're in high demand, right? And a low demand person, or what's seen as a low value coach, trainer, whatever it might be, just has all the free time in the world, right? And this is a psychological piece, right? It doesn't mean that if you are half booked right now and you do have time, um, it doesn't mean that you, you, you can only do this once you are fully booked.

What I mean by is you need to position yourself and create yourself to be the character of an in demand person, and then people will see you as high value and see you as in demand, right? And what I mean by that is that, um, it's the unsaid, it's the unsaid thing. You're with a prospect or you're with a client. And if you've got so much time for your sleeve, right, that you can just hand it out for free and muck around and let things go over and whatever it might be. Subconsciously, it says to your client or to your prospect that, you know what, no one else really wants this trainer. No one else. This guy's this guy or girl is not in demand. There's no one else really chasing them. So what does that tell me? That they're probably not that good. There's probably better trainers out there that could be getting me better results.

So then they, they subconsciously start, start questioning and thinking, Hmm, are they really giving me the big best information, the best workout? Is there someone out there that is better than them that maybe, you know, maybe I might cancel with this person and find that in demand person, right? And it's what's called social proof, right? It's a concept of influence called social proof. And ultimately it's, it's, it ingrained in our DNA through hundreds of thousands of years of evolution that if you see other people doing things or wanting something, then that thing must be good, right? And it's just a way our brain's wired. Like if you think about a, a club, right? Um, or you know what? Apple, every time Apple does a launch, what do they do? They have lines out the building, right? Of people, they do a launch, they have lines out the, the, the building of people waiting to get this new product, right?

And they, they bring along media and they film these lines and, and right? Rather than just like posting it out to the people, they create this to go out into the media to be like, look at all of these people lining up to buy this new thing. And then what that does is it creates in the mind of other people like, shit, if people are gonna stay out all night lining up to dry and get this new iPhone, it must be the best thing ever. I should get it too. I'm gonna see it a huge value. Like who would wait out in the, in, in the cold for hours, try and get this thing if it wasn't that good. So it must be good, right? Must be high in high demand, high value, right? So, um, you need to put boundaries around your time. One, because your clients, your prospects will see you of high value subconsciously.

They'll wanna stick around with you more. They'll listen more to what you'll say. They'll implement more what you'll say. They'll actually get more results, right? And when they're getting the results and they see you of high value, they're going to continue pay you what you're worth, right? And they're going to, um, tell their friends about you and all that sort of stuff. So that's that side. The other side is you control your day, you control your time a lot more, right? So rather than getting, having a one hour session, having that bleed over and turn an hour and a half will, that half an hour that you're just giving out for free, you can be majorly effective in that time. You can do whatever you want. Like you can, you can go for a walk if that's all you want to do. Or you can spend that half an hour actually growing and building your business and working on the next stuff, getting more leads, getting more clients, right?

So it's gonna have a two-fold effect. Clients that are with you right now are gonna stay around longer. They're gonna see you of high value, they're gonna pay you on time, not ask for discounts, not start looking around for, for other options. And they're gonna implement what you tell them because they're gonna believe you more and they're gonna get more results, and you're gonna get more testimonials, right? And then that's gonna work. And then at the same time, you're gonna have more time, right? So there's a twofold impact is which is, which is massive. It's absolutely massive, right? Um, now in addition to that, pro I I, I spoke to a training the other day who, uh, was an online training. He's amazing. He's doing really well. He's on track to hit 20 K this month. Uh, and that'll be his first, uh, 20 K month.

He's done, uh, 15 the month before, 12, the month before. So he is grown rapidly, uh, which is great. But he was speaking to clients every single day. He would, um, he's like, oh, my clients are really busy. Um, they want, they wanna help you. I'm charging high ticket. So, um, I'm going to have a, a five or 10 minute call check in with them every single day, right? Cause they need that. I'm charging 'em a lot. So I need to give them something. I need to give 'em something of, of massive value. And when I spoke to him, uh, I was like, you said, these clients are, are busy clients, they're wealthy clients, whatever it might be. Um, do you reckon they have the time? Do you reckon they actually have the time? Like you said, they're busy. Do you reckon they have 10 minutes every single day to speak to you about what they just spoke to you about yesterday, right?

What, what do you really, after speaking 'em seven days in a row, what are they really gonna tell you? Like, oh, today I woke up and, uh, I forgot to, you know, uh, eat that thing and whatever it might be. And then the next day, oh, today I woke up and uh, yeah, I did a workout. And that's good. Like, they're busy people, right? And what will end up happening after like the fourth or fifth call leading up to the call, they'll, they'll be dreading it. Cause they're just like, I'm busy, I've got stuff to do. This guy's gonna talk to me, or This girl's gonna talk to me for 10 minutes. Uh, I've got nothing really new to tell 'em. I've got no questions for them. Um, and it, it's just kind of boring. Like we end up just talking about how the day is, right? And after the fourth, fifth of time, right, leading up to the call, the person's gonna be like, oh, and then they'll start cancelling the calls, right? Oh, I've got nothing to do. Uh, I've got nothing more updates. Chris, can we cancel today? I'll speak to you tomorrow. And then they'll cancel the next one. And then all of a sudden they're gonna start going, well, why am I paying this person? Right? I'm not using the daily calls, I'm not getting any value from the daily calls. I don't want the daily calls cause I've got other shit to do, right? And so rather than like, this coach was thinking, I'm gonna speak to him daily so that they feel like they're getting high value, right? But in actual fact, he'll speaking to him daily and reducing his value in their eyes because he, it was just becoming annoying, right? And then they'll cancel it and then they're like, well, why am I paying this person? So you see the connection between, well, I'm changing 'em high, I've gotta spend all time with 'em.

And in actual fact, the your prospect, they just wanna result, right? They don't wanna talk about the weather every single day for 10 minutes or whatever it might be. They wanna result in it, especially if they're busy. Um, like they just want a, a shortcut to wherever they want to get to. And they don't necessarily care how much actual time, like in person or on phone or wherever you actually spend to 'em, um, and spend with them if you can just get them to where they want to get to. If you spend an hour with them or you spend a hundred hours with them. If you can get item from point A to point B, all they care about is going from point A to point B. So you've gotta break that, that connection of time and value. And you can see with just with those examples they gave you, how it can get you stuck and how actually spending more time will actually reduce your value.

And then if you keep, like if you don't break that and you just keep spending more time, you're gonna reduce your value more and more. And you just gonna be like, why are these people leaving? Why are the clients leaving? I'm giving more and more time, more and more energy. Hopefully that makes sense. And I really do hope that anyone that's in this trap, it helps 'em identify the reasons why they need to get out. This need to break that mindset of time. More time equals more value, right? More value equals more value. That is the truth. More results equal more value, not time. So hopefully that makes sense. If you've got any questions on any of this, um, feel free to shoot me an email. Chris TriFit co. Uh, you can send me a DM on social media, Instagram or Facebook, and I'd be more than happy to help you move forward, get more clients, have more impact, and ultimately get paid what you're worth as a result of all the people in lives you're changing. That's it for me. Have an amazing day. Cheers.