Why Every Coach Must Start Selling Products, Not Just Services

If you’re a coach charging by the hour, you may think you’re running a business—but you’re really just working a job.

In this article, I’m going to show you why trading time for money is holding you back—and how selling coaching products instead of just services can be your ticket to a seven-figure coaching business.

The Problem With Selling Services

Coaching is a service—and services don’t scale.

Most coaches I talk to charge by the hour. It might seem like a logical model, but over time, it’s a trap. Eventually, one of two things will happen:

• You’ll burn out

• Or you’ll hit an income ceiling you can’t break through

Let’s do the math:
Even if you charge $500/hour (which very few coaches do), you’d need to coach 8 hours a day, 5 days a week, 50 weeks a year to hit seven figures. That’s assuming you’re fully booked every single day—with no cancellations, no admin work, and no lead generation. Sound sustainable? It’s not.

You can’t scale time. But you can scale products.

The Secret to Scaling Your Coaching Business: Sell Products

Here’s what the top 1% of coaches know:
To scale to 7 figures and beyond, you must package your expertise into repeatable, results-driven coaching products.

These aren’t gimmicky $97 eBooks or short webinars. I’m talking about real, outcome-based products that deliver serious value and can be implemented across multiple businesses with consistent results.

The 8 Strategies That Find $100K+ for Any Small Business

One of the most powerful products I help coaches implement is a set of 8 proven business growth strategies that uncover more than $100,000 in hidden revenue for nearly any small business—in less than 45 minutes.

These strategies have helped businesses generate $500,000+ in additional annual revenue, and they work across industries.

Here’s the kicker:
These strategies are a repeatable product. You don’t reinvent them for each client—you implement the same framework, tailored slightly for each business.

How to Turn Services Into Scalable Coaching Products

Here’s how we help the 500+ coaches we work with scale their income using a simple model:

1. Sell Access, Not Hours

Our coaches charge a base monthly retainer—typically around $997/month—on a 12-month contract. That includes weekly coaching, about 45 minutes per session.

But here’s where it changes…

2. Add a Performance-Based Contingency

We teach coaches to negotiate a 20% profit share on any new revenue they help their client generate.

If the client adds $500,000 in revenue at a 50% profit margin, that’s $250,000 in profit.
20% of that is $50,000—paid to the coach.
Add the $12,000 retainer fee, and you’ve just earned $62,000 from a single client—while working just 3 hours a month.

Now imagine having just 10 clients on that model.

Coaching Products Are Scalable and Sustainable

Once you’ve implemented your core product—the 8 revenue growth strategies—you can layer in additional strategies in year two, growing the contingency payout further.

Even better? You’re still getting paid even if the business maintains last year’s results. You helped create the lift, and you’ve baked that into your agreement.

This structure:

• Frees you from the time-for-money trap

• Turns your expertise into a tangible, scalable product

• Creates predictable, performance-based income

• Positions you as a strategic partner, not just a coach

Not All Coaching Products Are Created Equal

Many coaches try to create passive income with low-ticket webinars or generic online courses. That’s fine—but unless you have a massive audience, it won’t get you to seven figures.

Instead, focus on high-value, high-impact products that:

• Deliver clear financial results

• Are easy to replicate across clients

• Justify premium pricing and profit-sharing models

Final Thoughts: Productize to Scale

If you want to break free from the limitations of hourly billing, stop thinking like a freelancer and start thinking like a business owner.

Your coaching services are valuable—but your real power lies in systematizing your knowledge and delivering it as a product that creates measurable outcomes for your clients.

This is how you scale. This is how you build wealth. This is how you stop trading time for money—for good.

Coming Next: How to Turn Your Coaching Sessions Into Scalable Products

In the next article, I’ll show you how to create sellable assets from your live coaching sessions, webinars, and events—and how to use them to build a six-figure passive income stream.