The training flights are usually done with the club's para instructors who will act as the 'live' drop as opposed fare paying punters and members of the public. Once the trainee pilot has completed the various training drops(tandems, static line's, etc) with the instructors and finished the 5 hours then he/she will be authorised to drop the 'public'. Paying for the 'check out' i.e. the 5 hours training, here in the UK, is very much the norm at most clubs. The 'revenue' aspect of things is obviously covered by the pilot until such time as he gets his rating.