Welcome to the final lesson of this course! In our last session, you learned the crucial skill of summarizing a coach's problems and positioning your DM setting service as the indispensable solution. Once a coach agrees that you've accurately diagnosed their pain and sees you as the logical answer, their very next thought will be, "Okay, how does this work?" or "What do you charge?"
This lesson will equip you to answer that question with clarity and confidence. We will delve into constructing and presenting a professional compensation proposal. Drawing on your own past experience working under different payment structures, you'll now learn how to design these structures yourself—to benefit both you and your future client. By the end of this session, you will be able to propose terms that are fair, motivating, and position you as a true partner in the coach's success.
The Building Blocks of a Compensation Proposal
Every compensation plan, no matter how simple or complex, is built from a few core components. Your goal is to choose and combine these blocks in a way that makes sense for the specific opportunity. Let's start by looking at the big picture.
As you can see, there are four fundamental decisions to make when constructing your proposal:
- Compensation Format: Is it salary-only, commission-only, or a mix?
- Commission Type: Will you earn a flat fee per appointment, a percentage of a sale, or something else?
- Commission Frequency: Is it a one-time payment or does it recur?
- Base Pay: What is a fair and reasonable base salary, if any?
Let's break down the most common formats first.
Part 1: Choosing the Right Compensation Format
The three primary models you will encounter and propose are Salary-Based, Commission-Only, and the Hybrid model (Salary + Commission). Each has distinct advantages and disadvantages, both for you and the coach. Since you have a background in HR and have personally worked under different models, you already have an intuitive sense of this. Now, let's formalize that understanding from a strategic perspective.
This article from Leads at Scale provides a professional breakdown of the core compensation models. It will give you the language and framing to discuss these options with a potential client.
Please read the first three sections, covering the Salary-Based and Commission-Only Models, and the Hybrid Model. Pay attention to the pros and cons of each from the business's perspective.
As you've just read, there's a natural trade-off between security and potential upside. A salary provides stability, while commission offers higher earning potential but comes with more risk.
What's Better: Full Commission Sales vs. Salary Plus Commission?
Sales expert Jordan Stupar gives a very direct comparison of the "eat what you kill" full commission world versus the more stable "cushy" salary-plus-commission structure. His insights are valuable for understanding the mindset required for each.
Watch the video's introduction from the initial question. Then, focus on his breakdown of the pros and cons of full commission and salary plus commission. Think about your own tolerance for risk and how that might influence the types of proposals you prefer to make.
For most freelance DM setters working with coaches, a Hybrid Model is the sweet spot. It provides the coach with a predictable cost (your base) while giving you a direct incentive to perform (your commission). A pure commission-only role can work, but it should come with a much higher commission rate to compensate for the risk you're taking on.
Part 2: Structuring the Details of Your Proposal
Once you've settled on a format (let's assume a hybrid model), the next step is to define the specifics. What exactly are you getting paid for, and how much?
This is where you can be creative and tailor your proposal to the coach's specific situation. Here are the most common elements to include in a proposal for a fitness or mindset coach:
- Monthly Retainer (Base Pay): A fixed amount paid each month. This covers your time, expertise, and the fundamental service of managing their DMs.
- Pay-Per-Appointment: A flat fee for every qualified appointment you book. This is a crucial qualifier—you get paid when the right person shows up for the call, not just for filling the calendar.
- Commission on Closed Deals: A percentage of the revenue generated from a client you sourced. This is the most direct way to tie your performance to the coach's bottom line.
So, what are the going rates?
What Is a DM Setter? DM Setting Explained (Definition, Role ...
The SetSmart blog provides some excellent industry benchmarks for what DM setters typically charge and earn. These numbers will be your guideposts when creating your own proposal.
Read the sections titled "Hiring a Human DM Setter," the subsection on "What to charge" for aspiring setters, and the FAQ answer for "How much do DM setters make?". Note the ranges for monthly retainers, per-appointment fees, and commission percentages.
Based on this, a beginner might propose $500/month + $25/appointment, while an experienced setter with a proven track record might ask for $2,000/month + $50/appointment + 5% commission.
Part 3: Presenting Your Proposal with Confidence
Now, let's put it all together into a script. You've summarized the coach's pain, positioned yourself as the solution, and they've asked, "So, how would this work?"
Your goal is to present your proposal as a partnership that aligns your incentives with their goals. You're not just a hired hand; you're an investment that will generate a return.
How To Get Clients As An Appointment Setter | Duno Clenor
In this video, Duno Clenor provides fantastic, concrete examples of how to structure and present your compensation. This is the "what to say" part of the lesson.
Watch the section from where he breaks down specific deal structures. He gives several examples combining base pay, per-call fees, and commission. Then, listen to his advice on confidence and asking for a raise from the following segment.
Let's craft two sample proposals you can adapt, based on what you've learned.
Scenario 1: The "Prove It" Proposal
This is great for a newer coach who might be hesitant about a large fixed cost, or for when you're building your track record.
You: "Based on our conversation, I'm confident I can help you turn those DMs into qualified sales calls. To make this an easy 'yes' for you, I'd propose a structure that's heavily based on performance. We'd start with a small monthly retainer of $750 to cover my management of the account. Then, I'd earn $40 for each qualified call that I book and that shows up. Finally, to make sure we're fully aligned, I'd get a 5% commission on the initial payment from any client who signs up from a call I set. This way, you're primarily paying for results, and I'm highly motivated to bring you high-quality, ready-to-buy prospects."
Scenario 2: The "Partner" Proposal
This is for a more established coach with clear DM volume and a higher price point. It positions you as a more integrated part of their team.
You: "Given the volume of DMs you're handling and your goal to scale, you need a dedicated partner to manage your pipeline. I propose a monthly retainer of $2,000. This ensures I am fully dedicated to your account, providing prompt responses and nurturing leads. On top of that, I'll earn a 10% commission on the initial sale from any client I source through the DMs. This structure makes us true partners: you get a professional managing a critical part of your sales process, and my earnings are directly tied to the revenue I help you generate."
Notice how both proposals are framed around benefits to the coach. They justify the cost by tying it directly to the value you provide—turning their chaotic DMs into predictable revenue.
Conclusion
You have now completed the entire journey, from identifying your value to closing the deal. You've learned how to find high-potential coaches, craft compelling outreach, navigate discovery calls, and now, construct and present a winning compensation proposal. The "money conversation" is often the most intimidating part, but by understanding the components and framing your proposal as a partnership, you can lead this conversation with confidence and professionalism.
Key Takeaways:
- Know the Models: Understand the trade-offs between Salary, Commission-Only, and Hybrid models to propose the right fit. The Hybrid model is often the most effective for freelance DM setters.
- Master the Components: Your proposal is a combination of a base retainer, per-appointment fees, and/or a commission percentage. Use industry benchmarks to set fair rates.
- Frame it as a Partnership: Present your compensation not as a cost, but as an investment in results. Align your incentives with the coach's goals, so when they win, you win.
- Be Confident: You are offering a valuable service that solves a major pain point for coaches. Present your rates with the confidence that comes from knowing the value you deliver.
This marks the end of our course, but it is the beginning of your journey to finding and securing high-value DM setting roles. You now have a complete, end-to-end playbook. The final step is to put it into action. Congratulations, and good luck