This document discusses pricing models for professional trainers. It identifies different types of trainers and income streams, including active streams that require personal time like workshops and passive streams like products. It recommends trainers establish personal, business, and event budgets and determine break even points. Trainers are advised to calculate their minimum daily and hourly rates based on the income needed and available working days. Sample rates of other trainers are provided. The document stresses that marketing and selling are essential for trainers to get work and earn income.

1. Adolph Kaestner
SAPTA Gauteng 13 Aug 2016
Pricing Yourself as Pro Trainer
Beggar or Billionaire

2.  Student Trainer
 In-House Trainer
 Independent Trainer
 Facilitator
 Coach / Mentor
 Expert Trainer
 Industry Guru
 Consultant
What Type of Trainer are you
Recognise Your Type & Know Opposition

3. Active Income Streams
They Require Your Personal Time
Keynote Speaker
Virtual SeminarWebinar
MentoringConsulting
Training/WShop

4. Passive Income Streams
Income While You Sleep

5. Where does the Pricing Model Start?
 With the Budgets Bottom Line
 How Much Must I Make to Survive?
 How Much do I need to live the lifestyle I want?
 How Much do I need to plan for “retirement”?
 How Much does my Business Cost?

6. Financial Budgets
Separate Bank Accounts
Personal Budget
Event Budget
Business Budget

7. The Break Even Points
You must know the real numbers
R
# Training Engagements'

8.  Your Budget Break Even Points:
 Personal Break Even Point = R
 +
 Business Break Even Point = R
 +
 Lifestyle Break Even Point = R
 Total Income Required = R
Desired Realistic Income
Determines Minimum Income Required

9.  Days in Year = 365
 Less Saturdays & Sundays = 104
 Less Public Holidays = 16
 Less Personal Holidays = 40
 Less Personal Training = 12
 Less S, L & L = 7
 Less Travel = 24
 Less Administration etc. = 36
 Available Working Days = 126
 Busy Trainers work about 80 –120 days a year
Working Days Available
Trainers are Sellers of Time in Classroom

10.  Total Income Required = R 40,000
÷
 Total Average Working Days PM = 10 days
 Your Daily Rate Is = R 4,000
 Your Hourly Rate Is = R 500 (8 Hours per day)
V. NB – This excludes “Other Costs”
Your Minimum Training Fee/Rate
Trainers are Sellers of Time in Classroom

11. The “Other” Costs
Other Costs are Not part of Training Fees

12.  Budgets for your Desired Income
 Your Current and Most Likely Activity
 # of Half Day Workshops # XR….. =R
 # of One Day Workshops # XR….. =R
 # of Two Day Workshops # XR….. =R
 # of Three Day Workshops # XR….. =R
 # of Public Workshops # X R…... =R
 # of Keynote Talks # X R….. =R
 Total Revenue based on current activity = R
Checking Your Current Fee
You are the Business

13.  Increase your Fees
 Increase Activity /
Training Days
 Develop & Sell Passive
Income Generating Product
How to Increase Your Income
You are the Business

14.  Brian Jude – Half day = R 695 (inc)
 Expert Series – Half day = R 697 (inc)
 Front Foot Training – One day = R 2,793 (inc)
 Train SA – One Day = R 2,940 (inc)
 Richard Mulvey – Two days = R 6,450 (ex)
 Kumalo Green – Two days = R 6, 612 (inc)
 Imsimbi – Two days = R 3,600 (inc)
 CBM Training – Two Days = R 5,750 (ex)
 Adolph Kaestner – Three days = R 5,550 (inc)
Some Public Workshop Fees
Based on some local SA research

15. So What Business are we in?
Without these two
It does not matter how good
you are as a Trainer
No Work = No Pay!
The Achilles Heel for Most Trainers
Marketing Selling

16. Thank You
Web: www.adolph.co.za
Web: www.mentorzone.co.za
e-Mail adolph@adolph.co.za
Tel: 011- 794 - 5352
Cell: 082 - 493 – 9093
Skype: adolphk