Who Owns Kajabi

kajabi-review

Kajabi was originally an idea by Kenny Reuter, who wanted to start a side-business teaching people how to make toys online. He was not passionate about teaching online but he was passionate to make it easier for people who wanted to share their knowledge online.

It was easy to see the vision. The Kajabi founders, Kenny Rueter & Travis Rosser, knew that they wanted to help others monetize their knowledge online. To do so, they would need a platform that makes the process painless and seamless for entrepreneurs.

Kajabi is a popular online course creator. It is one of the most widely used online learning platforms. Kajabi has grown to be the online learning platform it is today since its inception in 2010. It has empowered thousands to escape the jobs that no longer fulfill them and help them realize their dreams.

This overview will provide a basic understanding of Kajabi. These include marketing, pricing, online course creation, and much more. With this, you will have a good idea of what you will get should you choose Kajabi as your platform.

kajabi-logo

For those of you who prefer a more visual experience, here is a video review from Lane Sebring’s YouTube channel. Do check out our article below, however, because it has a comprehensive overview of Kajabi.

General Overview Who Owns Kajabi

Pros

  • A highly integrated platform featuring a lot of built-in tools
  • Intuitive marketing tools that help you promote and sell your products.
  • User-friendly
  • Amazing customer service
  • Intuitive course builder and highly customizable themes
  • Wistia is used as a video host

Cons

  • Kajabi prices are higher than average
  • Students cannot be issued custom certificates of completion by users on the platform.
  • Assessment customization is limited.

What is Kajabi?

Kajabi is an online platform for creating courses that allow users to manage their businesses from one location. From course creation to marketing and so much more, Kajabi will take care of it for you.

How does Kajabi work?

Kajabi is built to sell. It boasts how simple it is to use. You can start by purchasing a plan. You have three options: Basic, Growth, and Pro. We will discuss them later in this review.

After you’ve selected a plan, you can set up an account and upload your content. You can upload your video lectures, give lesson titles and descriptions using the lesson editor.

Assessments are easily done by typing the questions and giving options (if you have chosen the multiple-choice type ).

Assuming this is all done, you’re now ready to market your products. In Kajabi, you can build pipelines. These mechanisms allow you to achieve high conversion rates by turning prospects into potential students by giving efficient marketing funnels. You can add landing pages, freebies that get leads to enter their email addresses, video marketing, and so on.

Once the prospect is enrolled as a student, payments can be made through the site. All without having to leave Kajabi. Who Owns Kajabi

Now, some features make Kajabi an almost “all-in-one” platform. I will talk about them in the later sections of the review. But, Kajabi can go head-to-head and over most online course platforms with the features and benefits it offers.

Why should you choose Kajabi:

As an entrepreneur, of course, you would want to make sure that you make the most out of your investment. Kajabi can help you market valuable content. It includes what you need to jumpstart your business, keep it running and growing.

The business is more than just uploading your course content and waiting for students to sign in. You will need to create a course curriculum, set goals and assess your students, make sure your website is attractive to your target audience, and market it. You can do the following and more with Kajabi.

  • Create a website
  • Make course offerings
  • Track student progress
  • Manage subscriptions/payments
  • Run email marketing campaigns

Kajabi’s price is one thing that has been criticized. Admittedly, it is pricier than some alternatives. This eliminates the need to purchase expensive plug-ins and saves you time. You also have to figure out how to make the plug-ins seamlessly work together. This takes time, effort, and money. All of which could be avoided under one single platform.

Platforms that are well-designed consider what their users need and want. These platforms will provide valuable tools for creating sales pages, emailing your students, and doing all sorts of marketing activities.

So, if you’re a professional looking to sell your knowledge, I would say, with Kajabi, you will be in safe hands. It’s a powerful all-in-one solution for creating, marketing, and selling online courses.

Kajabi: A Beginner-Friendly Tool

Many great teachers don’t have the technology skills to share their knowledge online. Even with the willingness of some to learn, the process can be complex and confusing too. That is why the Kajabi creators designed the platform to be accessible and understandable even to those who have a problem with computer work.

The platform utilizes a visual layout that makes it intuitive and super simple to use. Kajabi’s drag-and-drop editor will make it easy to start an online business, even if you don’t know how to code.

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Almost “all-in-one”

Kajabi is suitable for almost everything, save for a few minor features that developers are still working on. As mentioned earlier, you would not need to spend a lot of time finding out which plug-ins or extensions work together well. Imagine, one update could cause these plug-ins to disrupt your business processes.

If you want to save yourself the headache, Kajabi already has excellent tools for creating landing pages and sales funnels and converting visitors into customers. You can create and market courses using this platform. You can provide coupons for discounts to entice your potential students, follow-up leads, and handle payments without leaving the Kajabi website.

Kajabi’s email marketing and funnel creations are a great fit for me as a busy entrepreneur. I could easily automate follow-up sequences, and it’s effortless to do too. Who Owns Kajabi

Overall, Kajabi fulfills more than other platforms can do with what it offers.

Tutorials

For people who are complete beginners, there could be some doubt on the truthfulness of this “easy-to-use” claim. But they will be pleasantly surprised to find out that it is indeed true.

Kajabi offers a lot of support to its users. First, the Kajabi Assistant Bar provides access to a lot of searchable tutorials. Simply head over to the top and type out whatever query you might have. It will show you related tutorials.

You can also find videos and tutorials on the Kajabi University to help you get started in creating and growing your business. These topics include creating online courses, marketing on social media, setting up payments, and creating your product pages.

These tutorials are available in video and text formats for your convenience.

Third, one unique feature about the onboarding process is the 28-day “Hero Challenge.” It is essentially a month-long crash course to help you get your website launched and your business making its first sale. This challenge will teach you everything about the platform and give you strategies to market your products.

Kajabi offers one of the best customer service in the industry. Now, if you have the Growth or Pro Plan, you get access to 24/7 round-the-clock customer chat support. Customer chat support is only available during business hours for Basic Plans. Despite this, the support team responds very quickly. So far, I have not had any problems with how they handle things.

Kajabi also offers a rewards program that provides incentives to creators who achieve their revenue goals and includes some exclusive perks.

Customer Support

If you have got a query that cannot be found in the Kajabi online guides, the next thing you can do is contact customer service. If you have any questions, they can help you. Who Owns Kajabi

With the Growth and Pro Plan, you can access the 24/7 Kajabi customer support team live chat.

Although, if you opt for the Basic Plan, the staff will only be available on Mondays to Fridays from 9 am to 7 pm. It functions as a ticket system, but you will find an answer within the day. They always respond promptly, even with this. I do not have to wait too long for my answers.

If you’re not confident in your computer skills, the more expensive plans can be worth it. The other two Kajabi plans offer around-the-clock access to support, while the Basic Plan does not.

How to use Kajabi:

Creating a Class:

Kajabi’s course creation is quick, easy, and customizable. Once you provide a name for the product, head over to the upper right side of your screen, and you can see “New Product.” There are 3 pre-built product blueprints for various digital products. You also have the option to create a custom listing. Let’s take a look at each one.

  • Mini-course
    • A mini-course contains lesser material than the Online Course, but it is pretty easy to complete. This can be used to gauge customer interest as well as build your brand’s value.
  • Online course
    • From short workshops to seminars to lectures about your area of expertise, these are full-blown courses that your students can avail.
  • Evergreen Training
    • The Evergreen Course will help you keep your product in front of people and make sales. It will generate passive income for you even after it is launched. Marketing aside, this option allows you to trickle feed your content to your students and keep them interested.
  • Blank
    • If you’re an advanced user and want to fully customize your content, this is a good option for you.

Who Owns Kajabi

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To upload your courses, you can use Kajabi’s intuitive editor. These can be uploaded from your computer, Dropbox, or Google Drive.

Kajabi supports a wide variety of file types, so you can include videos, audio, pdf, and text documents in your lessons. Wistia provides video hosting for Kajabi, and it is great because you can upload in bulk too. Who Owns Kajabi

How to Upload Your Content

Videos

Kajabi offers built-in streaming via Wistia as an video host. You will see an icon and be asked to upload a video or assessment.

You can upload multiple videos at once without worrying about bandwidth. In all the Pricing Plans of Kajabi, you are provided with unlimited bandwidth. You can choose to upload from your computer, Dropbox, Google Drive, or by URL links. However, take note that it would not accept URLs from Youtube or Vimeo as the uploader looks for the file type in the URL.

Once your files have been uploaded, Kajabi can automatically transform these uploads into articles that you can edit later on. This eliminates the need to go through each post and upload videos one at a time.

With Wistia being the video host, your subscription will be worth it. A standalone Wistia subscription can set you back at $99 per month. You can get Kajabi’s Basic Plan for $119/year if you add $20. This is a great bargain.

Assessments

Assessments are great tools to gauge student learning and engagement. When they can see how well they are doing with their lessons, the students can determine whether or not they understand the course material. This can motivate them to work harder. You can also use this feature to get feedback from students about your products and if you opt for content locking.

It takes less than two minutes. You can create assessments by opening the People tab from the Dashboard. Select Assessments, then +New Assessment, and follow the prompt to start customizing.

One of the coolest features is the ability to set it to automatically send additional materials to students if they fail to complete their assessments.

Now there are some drawbacks. First, I have observed that the user cannot include both a video and an assessment under the same category.

Second, it does not allow users to randomize the questions or have question banks. Although, it does support assessments such as multiple-choice questions and paragraph-style questions.

Students can also upload files to be checked through the assignment submission feature.

Photos

For your lessons, you can upload a poster photo. Having pictures help set the tone of your website and gives your student a visual preview of what you have to offer.

You can easily upload images by clicking on the Pick File button on the right side of the editor.

Certificates

Kajabi is almost an “all-in” platform. This is due to its inability to provide certificates to students who have completed the courses. While Kajabi does allow creators to give out certificates of completion, you cannot make them onsite.

These certificates can only be created using third-party services such as Canva, Google Slides and Accredible.

Personally, I do not mind this for my business, but some would find it a minor hassle.

Another thing, Kajabi does not indicate the amount of time spent studying the courses or any continuing education credit. This can be a huge deal for people who wish to choose eLearning to earn credit. This should be something that Kajabi creators ought to seriously consider.

Downloads

Some students are not always able to stay online, even if they are called online students. Others opt to download the course materials and do the tasks offline. To make it easier for your students, Kajabi included this feature. This can be found in the Downloads section on the right side of the page.

Your students will be able to download whatever material you place there while they are on that specific lesson.

Body

You have the option to add a description, or even a transcript to your videos. Some students prefer to read transcripts rather than watching entire videos when they review.

If you choose to only add a description, it will help students know what the lesson is all about and what topics will be discussed in the video. Who Owns Kajabi

Student Interactions

Community

It would be wonderful for eLearning platforms to allow members and students to interact with one another and discuss topics in their course materials. This is similar to what they would do in a classroom setting. Some have used Facebook groups over the years. To join the group, you will need to be a member of Facebook.

Conveniently, you do not need to exit Kajabi to interact with your students and with each other. Kajabi has a fully integrated feature called the Community. This is one of their tools for student engagement.

You can even set your Community behind a paywall for patrons to gain access. This Community will allow you to directly address student queries and give students the chance to do the same with each other.

Because the Community can be used as a standalone product. You can also buy access to the discussions for those who don’t want to purchase the whole course.

Organizing Your Topics

Forums have a problem with organization. Both the students and the creators may find it difficult to keep track of particular topics. This is something I noticed in many Facebook groups. This makes it difficult to understand your audience and listen to them.

In Kajabi, the page administrator is allowed to organize and reorganize the feeds. They can organize the posts by topic or pin specific posts to improve viewability.

Overall, Kajabi’s Community feature is a significant advantage over its competition. It is beneficial for entrepreneurs with an online course business.

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Content Access

Kajabi allows you to choose how your students will receive your courses. You can either allow them to receive all the classes and resources at once, drip-feed them on a schedule, or lock your content. The last one tends to increase student engagement as there is a requirement to finish the lesson first before accessing the next one. Who Owns Kajabi

Dripping Course Content

You can choose to drip-feed your courses after a pre-set duration instead of allowing your students to receive everything all at once.

You can keep your students coming back to your page to see new content by drip-feeding it. Second, this will prevent them from jumping too far ahead and skipping possibly essential parts of your course.

It is also a useful feature when choosing a type of membership.

Content Locking

Content locking forces your student to finish a lesson before they can gain access to the next one. An assessment can be given at the end of lessons. This way, they increase their participation, and you can keep track of their progress in understanding lesson materials.

Course Analytics

Kajabi is proud to offer the best tools for entrepreneurs to manage their businesses with the course analytics. What it does is create heatmaps and video stats. Through it, you will get insights on which aspects of your courses are doing well and which ones need to improve on.

It also provides information about your affiliates, students, sales transactions, and other relevant information that could help you optimize your products.

Play Rate

The play rate gives data on how many people have watched a specific video. I mentioned that some students prefer to download the course material and read the transcript rather than watch the video.

Average Engagement

The data you receive here is the average percentage of the whole video that your students watched. Since some students prefer to skip some segments of the video, you can get an idea of how well you can keep your students engaged in what you need to say.

Visual Engagement Viewer

With this comes a graphical overlay in your video. This is a great feature for visual learners like me. Information presented in text blocks is not the best way to process it. I prefer to have my data presented in graphic form.

The Visual Engagement Viewer presents a report of your students’ engagement in specific points of the video. There is usually a downhill trend in which people stop watching the video at the beginning of the outro.

Viewer Heatmaps

Now just because your students opened your videos does not mean that they are watching them. They could have kept it running in the background while they do something else, in the guise of multi-tasking. Who Owns Kajabi

The Viewer Heatmap allows you to see which parts of the viewers are not interesting to your students, and which ones they have viewed repeatedly. It could mean that these are parts that they found interesting or they found difficult. Thus, there was a need to rewatch to review.

Kajabi can provide valuable analytic tools that will help you improve your content. Your data can be used to create a strategy that will guide your business decisions.

Blogging

Strong blogs can make a big difference in promoting your company. Current students can receive updates and more information about your products and services while new customers are introduced to them. Having a solid blog boosts traffic for you and generates leads that would transform visitors into potential students.

Admittedly, Kajabi has plenty to improve on in this feature. It is not on the same level as what you would have with something like WordPress. But still, the fact that you can place everything in one place without needing to exit Kajabi makes up for its shortcomings.

Basic HTML Know-How

It is unnecessary for you to code to build your website and customize most things in Kajabi; it is still a good idea.

If you want to personalize the photos in your Kajabi blog, you need to do some basic coding. When you upload a photo on top of a blog post, it will show up in the recommended image size. Kajabi works with HTML. To change certain dimensions, you would need to play with HTML. Of course, this is not too much of a problem. With a quick search on the internet, you will find plenty of tutorials to do some basic coding.

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Another thing that would probably concern you is text wrapping. Without HTML, you cannot change the way text wraps around images in your blog.

Kajabi does not have an image bank. You would have to upload a photo you’ve used previously in another article. These are the things Kajabi will hopefully focus on in his subsequent updates.

Tagging

While I enjoy most of Kajabi’s features, one thing that gripes me is the hassle of being unable to pick from existing tags in my post. Unlike in other blogs where you can easily refer to previous tags, the tags themselves don’t appear even as suggestions when you type them down.

It can be a hassle to remember the tag you used, or to put it on a separate list for each blog post. Who Owns Kajabi

Marketing Tools

These are Kajabi’s most vital support for its users. Kajabi is built to sell. Your business will be safe with so many marketing tools. You have pipelines, automation, and so much more. In this section, we will discuss a few features.

Pipelines

Kajabi has a pipeline built into platforms that will simplify sales and marketing. The name itself refers to Kajabi’s goal of transforming the same number of leads to the same number of paying customers. Depending on what Price Plan you chose, you can have 3, 15, or 100 pipelines.

Kajabi will give you a visual representation of your schematics, and editing is easy and intuitive. There is a drag-and-drop editor for you to add videos, offers, images, and other elements that can help you achieve high conversion rates. If you do not know where to begin, suggestions are also provided.

Kajabi provides blueprints to help you start your pipelines. Your chosen blueprint will guide you through the setup of funnels, including landing pages, email automation, offers, and much more. This template was carefully crafted by Brendon Burchard, one of the world’s leading high-performance coaches.

With the Pipeline Stats feature, you can monitor the progress of your marketing plans and use it to evaluate the areas that are lagging. This feature allows you to see each page and email of the pipeline and data on your earnings per view.

Affiliate Program

The Growth and Pro Plans are required to access the affiliate program. Now, you and your partners can efficiently market your goods and with the program. You can now give your partners the agreed-upon affiliate commission much easier. A private dashboard will be available to you. In it, you can see statistics of clicks, conversions, and other pertinent data to help you market your business.

Automation

Email Marketing

Kajabi is your business made easy. You can quickly launch email marketing campaigns depending on the schedules you have set. This feature allows you to decide on the sequence of the mails, add multiple emails to be sent out in the set sequence, and upsell additional offers. Templates are also available to fit your email’s purpose. Not a lot of alternatives offer this much freedom.

Let’s say a visitor adds a product to their cart, but they have not made a decision to buy. Kajabi can send them an email reminding them about your offer. This allows you to track sign-ups automatically from your email campaigns. Just relax and see the improvement in your conversion rates.

Of course, if you choose to use other email platforms, you will find that you have many options Kajabi can integrate with.

Marketing Partners

Kajabi integrations allow you to manage your entire business from one platform. Currently, Kajabi has 10 native integrations. To name a few, it has ConvertKit, Aweber, MailChimp, and Active Campaign. Who Owns Kajabi

How to Price Your Products

Pricing your courses should take into account several factors, including the time you spent creating and planning it, your fees for expertise, and operational costs.

Once you have determined the price, Kajabi gives a simple method for pricing your products. Click on the Offers tab to the left and select ‘Add New Offer’.

They can be sold individually or packaged together. Once you make a new deal, you will receive a prompt to enter the title offers, product, and cost. Now, you will only be able to choose one product, but there will be some options for you to choose from in terms of bundles and payment options on the following pages. You can also choose the currency for your product’s pricing.

You have several options if you’re concerned about people not being financially able to pay for your course.

  • Free
  • One-time Payment
  • Multiple Payments
  • Recurring Payments

You can also generate coupon codes, bulk coupons codes and special offers to apply to your coupon from this page.

Payment Methods

Kajabi uses Stripe and Paypal for payment processing. You can customize your checkout to create flexible payment options and offer custom payment options for students. Kajabi doesn’t charge transaction fees so this comes with the convenience. However, you will have to pay for the costs of its payment methods partners.

One convenient thing about partnering with Paypal is that it makes it easier to pay affiliates their commissions through Paypal Mass Pay with an exported list of all your affiliate sales.

Refunds are also made more straightforward. Kajabi makes it easy to request refunds from the site without leaving it.

Kajabi Pricing

As mentioned earlier, Kajabi’s pricing can seem higher than other platforms. Because of the platform’s cost, most individuals would undoubtedly be hesitant to use it. 

Kajabi is a never-ending investment. Kajabi is not just a course-building platform. While pricing may be cheaper for other platforms, you may end up paying for three or more different tools for email services, blogs, and sales pipelines. All of these come with your Kajabi subscription. Prices are higher than competitors due to the large suite of tools. However, of all the platforms, Kajabi offers the most value for money.

All three pricing plans offer unlimited bandwidth, unlimited video hosting via Wistia, and 0% transaction fees. It also has chat support and assessment features. 

To check how the plans differ, below is a thorough discussion of each pricing plan. Who Owns Kajabi

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Basic Plan

The lowest-priced plan starts at $149 monthly. If billed annually, you will only pay $119. 

The basic plan is the most affordable option. Take note, it limits you to only 3 products, 1 website, 3 sales pipelines, and around a thousand members. The Kajabi logo branding will remain on all products. 

However, landing pages and marketing emails are unlimited. The Basic Plan might not contain some of the essential marketing tools you would like to use for your business. Although Kajabi has excellent customer care, you would need to limit your queries to office times. Unlike with the higher plans, they have access to a 24/7 live chat with customer support. 

Growth Plan

For $50 more, you can upgrade to this tier and get five times more courses. The monthly payment sets you back $199, but if billed annually, it will cost only $159. 

Fortunately, though, even the basic pricing plan has a lot of features to play with. Most plans have the same basic suite of functions, but they scale according to the pricing plan. For example, the Basic plan only allows for 3 products and 3 pipelines, while the Growth plan allows for 15 products and 15 pipelines. So when you buy a higher-tier plan, you are not paying for new functions but expanding the ones you already have. Kajabi also doesn’t charge a transaction fee for any sales made on the site.

The second level allows you to create more products and pipelines as well as members. More reasons to get this plan: white-labeling, affiliate marketing, and automation. 

  • White-labelling – This allows you to remove the Kajabi branding from your website and completely customize it. 
  • Affiliate advertising – well-known online sales strategy. Your products will reach a bigger audience thanks to your affiliates. For suggesting your products to their audiences, your affiliates will be paid commissions. 
  • Automation – Automation, as previously said, makes it easy for you to follow up with your students. The system then uses a prompt to automatically send out the predetermined response. If a student is falling behind on examinations, for example, you can send them an automatic email with extra course materials. There’s no need for you to manually follow their progress. 

We understand that you are not in the business solely to make money as a creator. You want your products to be worthwhile. This is beneficial from a business standpoint since if consumers are getting their money’s worth, they are more inclined to return for more. It’s a win-win situation for both parties. 

Pro Plan 

{This is the priciest plan Kajabi has to offer. But it does come with some pretty neat features. You can market up to 100 products, handle 3 sites and at most, have 20,000 members. Because of the number of courses you can market, you can have 25 admin users to help you manage. You also have access to round-the-clock customer support.|This is the most expensive plan offered by Kajabi. It does, however, have some interesting features. You can sell up to 100 products, manage three websites, and have a maximum of 20,000 members. You can have up to 25 admin users to assist you in regulating the amount of courses you can market. You also get access to customer service 24 hours a day, 7 days a week. 

These features plus all features you would enjoy from both Basic and Growth Plans are included. While there are unlimited landing pages, the advertising emails are limited to two million. 

Access to the Experts Academy is included as part of the Pro Plan. More information on how to sell your brand can be found there. Who Owns Kajabi

If you chose Kajabi’s Pro Plan, you could set billing monthly for $399 or yearly for $319. Take note, this is a massive investment that you would need to consider. Most big companies or those with a good amount of courses to sell choose this option. But if you are just starting or your business does not warrant the need for a Pro Plan yet, then I would suggest the other two plans. Just my two cents in. You would still get to enjoy a lot of what Kajabi has to offer on the budget you set. 

Moving to Kajabi

For those who are not new to course-creating, you probably used other platforms. It is excellent that you are still considering options for your business and thinking of ways to improve. If you have decided to move to Kajabi, another concern would be how to move all of your data into the platform. 

Not to worry, though. Fortunately, you can simply import your members’ names and email using a .csv file. But, you can only do this 500 members at a time. So it would require you to do multiple importations if needed. 

Another thing to keep in mind is that owing to a security issue, your members will need to reset their passwords. This is excellent news for you and your colleagues. Kajabi is concerned about the safety of your company. This means that after the switch is done, other platforms will no longer have access to their information. 

Conclusion

Kajabi is a popular choice for many creators, and it has a lot to offer to your business for the price you choose to pay. It has excellent support, a well-integrated system, and is highly beginner-friendly. 

As previously said, Kajabi’s goal is to assist you streamline and profit from your business processes in one place. It gives you the advantage to take your products to new heights thanks to its numerous marketing capabilities. 

Now, this review has given you some insight into the benefits and downsides of choosing Kajabi. Overall, I can still say that Kajabi is a wonderful tool to manage your business from creation to marketing. Who Owns Kajabi

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Frequently Asked Questions: Who Owns Kajabi

  • What does Kajabi mean?

    • According to its founders, it is an aboriginal word that means “to take flight.” 
  • Is Kajabi free?

    • Currently, Kajabi does not offer a free plan. However, it provides a 14-day trial for you to try out its features. 
  • Is Kajabi worth the money?

    • This depends on your business needs and how you can optimize Kajabi’s features. Kajabi is well known for being user-friendly and having a variety of built-in integrations for smoother business processes. You also receive excellent support. 
  • Is Kajabi easy to use?

    • Yes. Kajabi is easy to use. In fact, because of this, thousands of course creators have it as their platform of choice. 
  • Is Kajabi accessible via a mobile app?

    • Yes. Your students have the convenience of accessing Kajabi via a mobile app. It is available in both iOS and Google Play. 
  • Can you use your domain? 

    • Yes. With a Basic Plan, you can create a custom domain with Kajabi’s branding (yourdomaintitle.kajabi.com). You can choose to remove any traces of Kajabi’s branding and create a website that is purely focused on you with the Growth and Pro Plans. 
  • Does Kajabi have transaction fees?

    • No. There are no transaction fees, but you can still be subject to pay the standard Stripe merchant processing fee. 
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