CFI Pricing: A Practical Guide (Rates, Packages, Policies)
Pricing isn’t about being “cheap.” It’s about being clear, fair, and consistent. This guide helps you pick a pricing model, set policies that protect your time, and explain your rate without awkwardness.
Important: Always comply with FAA/flight school policies and local rules. This is general guidance, not legal advice.
What you’re really selling
Time + attention
Prebrief, flight, debrief, texting, scheduling.
Risk management
Judgment, safety, professionalism.
Structure
A plan that reduces wasted hours.
Accountability
Homework, standards, checkride readiness.
Mindset: students don’t pay for “an hour.” They pay to reach a goal with fewer mistakes and more confidence.
Common pricing models
1) Hourly flight + hourly ground
Most common. You bill for flight time and ground separately.
Pros
- Simple to understand
- Fair if you actually debrief/plan
Cons
- Harder to forecast total cost
- Students may avoid ground (bad for progress)
2) Block rate (prepaid hours)
Student prepays X hours at a slightly discounted rate.
Pros
- Better commitment
- Less admin chasing payments
Cons
- Refund policy must be clear
- Some students hate prepay
3) Package (milestone-based)
You sell a specific outcome: e.g., “Instrument checkride prep package.”
Pros
- Students love clarity
- Rewards your structure + experience
Cons
- Must define scope
- Needs strong policies for delays/no-shows
4) Monthly membership / coaching
A recurring fee for availability, planning, and structured support.
Pros
- Stable income
- Great for serious students
Cons
- Requires strong boundaries
- Not ideal for casual students
Suggested rate structure (simple + professional)
Base rates (example structure)
- Flight instruction: $___ / hour
- Ground instruction: $___ / hour
- Pre/post brief: included up to ___ minutes (or billed)
- Travel: $___ (or free within ___ miles)
Pro tip: many CFIs set ground = flight to avoid students skipping briefing/debriefing.
Optional add-ons
- Checkride prep (oral-focused): $___ / hour
- Mock checkride (flight + oral): $___ flat
- IPC / Flight review: $___ flat + time if needed
- Schedule priority: (members only) or $___ monthly
Add-ons work best when you clearly define what’s included and the time limit.
Policies that protect your time (without sounding harsh)
Cancellation policy
- Less than ___ hours notice = ___ fee (or 1 hour billed).
- Weather/maintenance cancellations are never penalized.
- Reschedules are easy — just communicate early.
No-show policy
- No-show = 1 lesson billed (or ___ fee).
- After 2 no-shows, bookings require prepay.
Payment policy
- Payment due same day (or before lesson).
- Accepted methods: ___
- Receipts available on request.
Study + readiness policy
- Students are expected to complete agreed homework.
- If not prepared, we can switch to ground lesson to stay productive.
Why this matters: the best students respect boundaries. Clear policies attract them and repel time-wasters.
How to pick your rate (practical checklist)
✓
Your experience + demand
If you’re getting consistent requests, you can raise rates.
✓
What’s included
If you do serious planning + debriefs, price like a professional — not like a time-builder.
✓
Your schedule
Limited availability = higher rate. Abundant availability = flexible rate.
✓
Your niche
Instrument confidence, anxious students, checkride prep, multi/complex: niche can justify premium.
✓
Your admin overhead
Texting, scheduling, logistics, travel, paperwork — either include it or charge for it.
Scripts to explain your rate
When a student asks, “Why are you more than ___?”
My rate includes a structured plan: pre-brief, clear objectives, and a debrief with homework. That structure usually saves hours overall. If you want to move fast and train consistently, it’s a great fit.
When a student wants a discount
I keep my hourly rate consistent for fairness, but I can offer a small discount on prepaid blocks. If you’re training 2+ times per week, the block option usually works best.
When a student cancels often
No worries — life happens. To keep things fair and protect schedule spots, I use a ___-hour cancellation policy. If you give notice early, there’s no fee. We can always reschedule.
Package ideas (copy/paste)
Instrument Confidence Package (4 weeks)
Includes
- 1 planning session + custom training plan
- 2 flights/week target (schedule-based)
- 1 mock oral / week
- Checklist for weak areas (holds, approaches, ADM)
Scope: instrument proficiency + checkride readiness. Aircraft costs not included.
PPL Finish-Up Package
Includes
- Logbook + ACS gap review
- 2 mock checkrides (oral + flight)
- Solo readiness plan
- Stage checks (as needed)
Scope: late-stage PPL + checkride prep. Must train minimum ___ times/week for best results.
Flight Review / Proficiency Day
Includes
- Ground briefing: regs + risk management
- Flight: maneuvers + emergency procedures
- Personal proficiency plan for the next 30 days
Scope: single-day proficiency. If extra flights needed, billed hourly.