Do the Work

From 1:1 to Hybrid Coaching, Hard Business Decisions, and Selling to Hesitant Leads

• Reuben & Terri Driedger • Episode 14

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0:00 | 17:53

In this episode of Do The Work, we’re breaking down what happens after a practitioner builds a strong one-on-one offer and starts asking the next big question: How do I scale this without hurting client results? 

We walk through the natural progression many health practitioners make as they grow, starting with a high-touch 1:1 model, then gradually evolving into a more leveraged hybrid offer that includes less one-on-one time, more structure, and often a community or group component. We talk about why this shift can improve profit, capacity, and client experience when it’s done at the right stage. 

Then Terri shares a behind-the-scenes leadership lesson around making hard decisions that are best for the business, not just what feels easiest or nicest in the moment. As a company grows, there has to be a shift from “what do I want to do?” to “what actually serves the business, the clients, and the team long term?” 

We also answer listener questions about:

  • how to handle leads who share major struggles but seem low-commitment
  • how to generate more content ideas without copying competitors
  • how to handle spouse objections on sales calls
  • when to take the call anyway versus when to cancel it 

In this episode, we cover:
• Why 1:1 is still the fastest path to $10K–$20K months
• How practitioners transition from pure 1:1 to hybrid delivery
• Why more experience lets you deliver better results in less time
• When Voxer, group support, and lower call volume can work well
• Why doing what feels best for you isn’t always best for the business
• How to challenge low-commitment leads with better questions
• How to use competitor content for inspiration without copying
• How to think through spouse objections on sales calls

Free Resource
Want help building an offer that scales without sacrificing results?
DM us on Instagram with “HYBRID” and we’ll point you in the right direction.

About Us
Coaches Creating Impact helps health professionals scale to $10K–$20K+ months using proven systems for content, lead generation, and sales.

Connect with Us
Reuben IG: https://www.instagram.com/reubendriedger/
Terri IG: https://www.instagram.com/terridriedger/

SPEAKER_01

This is the Do the Work PolyCat. Where help bros learn to stop winging it and start scaling. We're your host, Ruben, and Terry.

SPEAKER_00

He's the ideas guy. She's the system brain. And together we help you get clients, grow your audience, and actually run a business that works.

SPEAKER_01

Expect real talk, tactical strategy, and the kind of perspective you can only get when you're building two things at once a company and a marriage. Let's jump in. Hello, hello, folks. Hello! Welcome to another podcast with our two dogs.

SPEAKER_00

Yes, you can't hear them. Which is shocking because they are huskies.

SPEAKER_01

And they are very loud.

SPEAKER_00

They're old though. Even though, even though like they really don't act old, like they still run 20 miles a week.

SPEAKER_01

We went for a run this morning and they were just chasing the squirrels, and literally the it was it was icy conditions. And then they would go chase the squirrels and I'd basically wipe out. Yeah. Anyways, we have a great episode for you folks today. I'm gonna be talking about some interesting things some of our clients who are doing$20,000 a month or more are doing with how they deliver their programs and actually how we advise people to learn how to leverage their model and structure. Terry's got some interesting stuff to talk about when it comes to making hard decisions for the business. Yeah. Yes. And then we got some questions from all of you folks. We hope you're enjoying this podcast. If you have enjoyed this, if you got value from it, we would love if you leave a review. It helps more health professionals actually see it.

SPEAKER_00

A five-star review, that is.

SPEAKER_01

Oh yeah. Do you if you want to leave a one-star review, just stop listening? Exactly. Like, don't listen. Stop it. Stop it! Anyways, so here's what I wanted to do. Um a lot of our clients who come into our program, I'm just gonna give a bit of a backstory. Most people who come into our program, if not all, have a one-on-one health coaching service or a nutrition coaching service, dietitian coaching service. It's one-on-one, it's a signature offer, it's high ticket. We often get them to sell something that's between$1,500 all the way up to$3,500. For how long? Usually it's a three to four month program. Okay. Now, for a lot of people who work with us, they start by selling their one-on-one services, and it's classic one-on-one. They have weekly one-on-one calls, access with their clients. Like it's quite heavy, personalized one-on-one. And you know what's great about this? They get clients really great results, they get a good experience, and they make good money. But it's not a very leveraged way of delivering a service. And so I wanted to walk you folks through the transition that a lot of them make so that they can start to actually scale their services. And so, for a lot of them, when they start, it's just one-on-one at a certain price point. As they grow and evolve, they get to know their ideal clients better, know what's gonna get them results, and they don't need to spend as much time per client to get the same results. Now, some people freak out about this and they're like, oh, I always need to spend 20 hours a month with every single client, which just isn't true. Because as you get better, you realize, hey, they don't need this or they need this, but maybe I could put this in a group setting. So what we notice is I'll just give you a little bit of a before and after. Most people start with just one-on-one coaching. It's a lot of time. As they grow their business and get more experience, they actually don't have to work with their clients as much one-on-one. Maybe it goes from four hours of one-on-one time a month down to two or one hours of one-on-one time per month. Oftentimes they don't start with any group or community, and eventually they add a group or community element. The results they actually notice oftentimes are the same from before to after, and sometimes even better because a community element actually adds to it. And usually you're able to keep on raising your prices because you have more experience, you are more filled up, and uh inflation. And so, what usually ends up happening is our clients who were they got to 20k months with a high-end one-on-one service, are now they're doing a little bit less one-on-one. It's more of what we would call a hybrid offer. So they're able to take on more clients at a higher price point, still getting them amazing results. And this has allowed a lot of them to start scaling things because they have a higher profit and then they can bring on team members. So I wanted to I wanted to walk people through that because so many people think like, oh, one-on-one is like so time consuming. Absolutely. It's gonna get you to 10k months quicker than anything, 20k months even quicker than anything. But there is real strategic ways to start to customize it and transition into more of a hybrid model where you get your clients the same results, if not better, you get paid more, and you're able to take on more clients. So I just wanted to walk people through that because I think a lot of people don't understand the transition and how it can actually help their business.

SPEAKER_00

I'm curious about something. Yes. As someone who doesn't work with our clients, can I tell you? You probably don't remember what I was doing in my practice before cancer, and then you can tell me if it's outdated or not. Yeah, 100%. So what I shifted to was just Voxer coaching.

SPEAKER_01

Yes.

SPEAKER_00

So I had a model of um, so I had some clients who had daily, as in Monday through Friday, Voxer access to me. Uh those were my highest.

SPEAKER_01

For those who don't know what Voxer is, what's Voxer?

SPEAKER_00

Uh it's a better version of Slack.

SPEAKER_01

It's just a voice notes.

SPEAKER_00

It's like it's a it's called a walkie-talkie app.

SPEAKER_01

Yeah.

SPEAKER_00

So it's voice notes, yeah. So I would have, yeah, some clients, um, my highest ticket was uh daily access to me um via Voxer. And then they would do weekly check-ins that were like really thorough. I had a typeform set up and then they would fill it out. Um, and then my lower ticket was once a week Voxer check-ins with once a week check-ins as well. Um, and then my lowest package was monthly. Yeah. Is that still something that works or not really?

SPEAKER_01

Yeah, it absolutely does. Um, most of our clients we recommend them having like one service up until like 20k months. Sometimes we add like a secondary service then. But transitioning to like less one-on-one calls and more like, yeah, voice notes or groups up definitely works. Especially when the health coach or nutritionist gets more experienced.

SPEAKER_00

Practitioner. Practitioner. Yeah, there's a couple different words. I've had to tell Ruben so many times. I'm like, I went to college for years.

SPEAKER_01

I'm a practitioner.

SPEAKER_00

Don't call me a health coach.

SPEAKER_01

That's completely fair. But yeah, so like a lot of our clients transitioning to that. Actually, one of our clients, um, I heard this last week, had fully tr has fully transitioned away from any one-on-one calls. Yeah. And they are still getting amazing results for their clients.

SPEAKER_00

Yeah, and by the way, uh, for those of you who are listening and are like, ooh, that sounds good. Do not do that until you have years of one-on-one experience. Like, I did one-on-one in clinic for I don't know how long, and then I did one-on-one probably for five years online before I moved to Voxer. Like, I do feel like as a practitioner, there is getting hours under your belt. Absolutely. Um, and suddenly what would have taken you an hour session to accomplish with a client, suddenly you are able to do in a five-minute voice message. But that takes that takes a lot of time, experience, expertise. For sure. Continued education credits.

SPEAKER_01

Yes. To be a practitioner. A lot of people they want to start group or just selling courses. Um don't do that to yourself. They they do that, and their clients are just getting terrible results. Yeah. So that's why you start with one-on-one. So you can deliver, get amazing results, get great testimonials, and get to a full-time income quicker.

SPEAKER_00

Um become a great practitioner. Like this is a topic that I'm super passionate about, is like learning to become a great coach and a great practitioner. Um, because your clients deserve it. And and probably, I think as practitioners, um, most of us don't necessarily have a natural business side to us. So it can be hard to become to have to become obsessed with building a business. But if you allow yourself to also become obsessed with becoming a phenomenal coach, like learn great coaching skills, uh become a phenomenal practitioner, it can help keep you balanced.

SPEAKER_01

Yep, exactly, exactly. So that's what I wanted to talk about, just because some people, when they hear like, oh, I have to do one-on-one, do I have to do one-on-one forever? I mean, some people do, by the way, do one-on-one forever. Yeah. But there is like a natural progression and transition that a lot of our clients use, and it's able to help them help more people and scale their revenue.

SPEAKER_00

Yeah, yeah, exactly.

SPEAKER_01

Terry, your turn.

SPEAKER_00

I have to remember what I was gonna talk about.

SPEAKER_01

I am having a very busy day today, so my brain feels very you were gonna talk about how there are business seasons where you have to make hard business decisions that's best for the business.

SPEAKER_00

Ooh, yes. Yeah. Okay, so one of the things that um I as if those of you who are listening, most of you are practitioners, we tend to be really selfish. And this isn't necessarily a bad thing, but it can become a bad thing. Where we want to do what feels good, what feels in alignment to us, what feels nice. And when you're scaling a business, when it's no longer just you in the business, when there are paychecks to be paid, um, you have to have a mindset shift to what is best for the business, not what's best for you. Um, I was challenging one of the people on our team with this the other day, where this individual was like, this is what I want to do. This is gonna make my life so much easier. Da-da-da-da. And I was like, I I didn't say anything in that meeting because I wanted to sit on it. And then I came back the next week and I was like, okay, I understand how this would make your job, your life easier, but I actually think it takes away from what the company needs to be focusing on right now. And so there's been such a mental shift, both in how I manage people, ensuring that what they're spending their time and energy on is actually best for the company, and also for myself. Like what I'm spending my time and my energy on, is it what I want to do, or is it actually what's best for the company? And likely there is some in-between there where you can find things that are best for the company and are great for you. Um, but getting less distracted, less squirreled, less, ooh, let's do this, and more focused, more data driven, more what's actually best.

SPEAKER_01

And this is something you have taught me, which is if you continue to do things that are not best for the business, the business won't be around and the business won't be able to help clients and it won't be able to support team. Exactly. And so sometimes you have to do what's best for the business, and it's a minor ouch. Yeah, but it's not a major ouch. Exactly. And a minor one is always much better than a major one at the end of the day.

SPEAKER_00

Yes, exactly. Yeah, yeah. Making those quote unquote little hard decisions every day allow you now to hopefully not have to make catastrophic big decisions.

SPEAKER_01

I love it. I love it. Let's go into a QA.

SPEAKER_00

QA.

SPEAKER_01

QA. Okay, we got a question here. So this person says, something I seem to continue running into is that someone shares a significant history of like health struggle. Um, and then they still reply to the scale one in 10 questions somewhere lower, and I'm not sure whether I should pitch a call. Okay, so basically the question is like, hey, these people are opening up about their health struggle, but then they're not sharing that they're really committed to actually wanting to change things. How do I sell to this person? So this is a lot of leads. So you have these leads who are like basically they're gonna vomit all of their issues, all of the like the shit that they've been through. But then when it comes to them actually committing to make a change, what does she mean the one to ten scale? So basically, when you ask, they're like basically, uh here not talking right now. So basically, we'll ask them the question sometimes in in conversation, like on a scale of one to ten, one being like, I'm not really committed to changing this, ten being like I want to change it. This ASAP, how committed are you to making changes?

SPEAKER_00

Kind of you would ask that not on a call.

SPEAKER_01

We often do in in a bit of a different way, but in in conversations. Yeah, okay. Yeah, but the the the answer here is if someone is like there's a lot of people who are so used to just complaining about their health and never doing anything. Absolutely that you have to give these people tough love.

SPEAKER_00

Yeah.

SPEAKER_01

And the only way to get someone out of this cycle is to ask them the question of okay, if another two years, three years, five years go by and you're in this exact same position, are you going to then be committed to change? Or should we actually shift things now and get this figured out for good? Because you just have to call it out. Okay, are you gonna basically in a nice way piss or get off the pot? Yeah. It's like either, and you you've you've actually said there's a lot in the past, either like stop complaining, yeah, or like do the work.

SPEAKER_00

Yeah, absolutely. And the one thing I do think about as a practitioner hearing that, I would still absolutely hop on a call with someone who's quote unquote low on that scale, because I I do know from being in the industry for over a decade that if uh like so many people who are pitched a question like that are thinking you're asking them, are you willing to give up gluten? Are you willing to give up dairy? Are you willing to work out for five hours a day? Yeah. And so like they're they may not be answering the question in the way that you're asking it. Which is asking a how committed are you to your health question in a health world? Um, like, I I don't know how I would answer that question either. And I'm incredibly committed to my health. For sure. And that's where asking a clarifying question is helpful, right?

SPEAKER_01

And that's where, like, like asking the question of like, okay, are you okay with your health still being like this for the next couple of years? Or do you really want to shift this now? Yes, yes, is gonna be really helpful because then they either they're gonna be like, no, like I don't really care about it, I'm just like sick of it. Yeah, or they're gonna be like, no, I do really want to shift this now. Yeah, yeah. So that's a really good point. Ask clarifying questions. Yes. Next question. Um, this is actually a question that you actually already answered to this person in Messenger, but we are going to go ahead and answer it again. Oh, okay. They're asking about how to come up with more content ideas. And you had shared a little bit about like how to go find your competitors. Why don't you kind of share this? I know we talked about this a little bit earlier today as well.

SPEAKER_00

Yeah, so a lot of newer practitioners struggle with content. And I I feel like we all want to be original, right? We all want to be the influencer who's coming up with our own ideas and blah blah blah blah blah. But like at the end of the day, guys, we're practitioners, we're nerds, like sometimes we struggle with content ideas, especially at the beginning. So, one of the things that I always recommend is go follow your competitors, find what is doing well for them. So, find posts with lots of likes, lots of comments, lots of views, and then ask yourself how you can make that your own. Do not copy them verbatim. Okay. Exactly. Is everybody hearing me? You want to be inspired by their post, do not copy it. So, like, if they're doing a talking reel, it's like, okay, how would I do this to talk about my specific niche and my specific ideal client? How can I change the hook to be more specific to me and my program and my offer? Or if it's a carousel, maybe it's changing the design and changing the copy. Like, my point is I never want people to think that I'm saying go copy your competitors, go gain inspiration from them.

SPEAKER_01

Yeah.

SPEAKER_00

And then this is where also AI can come in. I use AI a lot to ask how can I make this specific for myself and my brand? How can I change this enough so it's not copying it, so that it's truly just taking inspiration from this?

SPEAKER_01

I love it. Love it. Last question today, because we got a busy day ahead of us, is a spouse objection on a sales call. If someone put in their form that basically they're booking a call, that they're getting laid off and have an unsupportive spouse, how would you proceed? We've got a booked call this morning and it was only mentioned in the pre-call form.

SPEAKER_00

Um, so I would answer this in two different ways. If you are a practitioner that is incredibly busy, you barely have room for another client, I would cancel the call. Um, that's just the truth because your statistical likelihood of them becoming a client compared to someone else is probably lower. That's just the truth. However, if you are a newer practitioner, you need help, or not help, you need practice for sales calls. Yes. Um, absolutely still get on the call. I have done so many sales calls with spouses present. Um, whenever I hear a spouse exact um objection, I always ask if the spouse is available for the call. Um if that makes you wildly uncomfortable, that's okay. The more of them you're gonna do, the more like you're not gonna feel confident in doing spouse objection calls with the spouse until you do a bunch of them. And then once you've done a hundred, you're gonna feel super confident about it. So I would absolutely move forward, take the call, ask if the spouse is available. If you need practice, need clients. If you're at the place where you're like, I really don't want a complex situation, then just cancel the call.

SPEAKER_01

I love it. Simple, great answer, babe. Well, folks, thank you so much for listening. We are drinking some energy drinks right now because we need to power through our Friday. Um, but we love you all. Thank you for listening. Thank you, and we'll see you in the next one. Bye.