Revenue or Standards, CHOOSE????

Hello,

This week I saw something that I simply do not accept in a business that wants to grow.

A client phoned.

A booking came in.

Someone thought, “We can’t lose the revenue.”

And just like that, the therapist was called out of training to go do a treatment.

Sound familiar? Do you do this?

One of the biggest mistakes managers make and they don’t even realise they’re doing it. If you are going to do training, then do training. If you are not going to protect it, then don’t book it at all.

Training is sacred.

In my businesses, training is treated exactly the same as a fully paid client booking.

You do not move it.

You do not squeeze around it.

You do not “just quickly pull someone out.”

Because the damage of pulling a therapist out of training is far greater than the value of that one treatment. Let me tell you why.

When you interrupt training:

• You tell the therapist that revenue is more important than their development.
• You break the learning flow and learning needs immersion.
• You dilute the standard you are trying to raise.
• You create resentment (“Why am I even here?”).
• You teach your team that training is optional.

And here’s the part most managers don’t calculate: That one R2000 treatment you

saved? It just cost you thousands more in long-term revenue.

Because properly trained therapists:

• Convert more retail
• Upsell more confidently
• Deliver better results
• Retain clients longer
• Increase average spend
• Reduce complaints
• Represent your brand better

Training is not an expense. It is a revenue multiplier.

And when you treat it as something that can be interrupted, you shrink its power.

Managers often tell me: “But we can’t afford to lose the booking.”

I would argue you can’t afford not to protect the training. If you protect 3 hours of

training properly, the return on that session will outperform the 1–2 bookings you

sacrificed. The revenue that comes after training: from better consultations, better

retail prescriptions, better confidence, compounds every single day.

But only if the training was respected.

Here’s my rule:

If training is booked, the diary is blocked.

No appointments.

No “quick squeeze-ins.”

No exceptions.

If you cannot protect it, don’t schedule it. Because half-training is worse than no training.

Half-training tells your team that development is second place. And in this industry, your team is your product. If you want higher revenue, higher retention, higher standards, you must protect the thing that creates it.

So here’s your reflection for this week:

Are you treating training like a cost...

Or like the growth engine it actually is?

Be brave enough to protect it.

Always.

Marisa