 Alright, so when you talk to a parent, you guys are on the intro call and you guys are talking about the program and they end up saying we're too busy. We can't make the commitment that you have. How do you look to handle that? How do you respond when you're on that call with the parent? Yeah, so I think the first thing to do is obviously agree with them, so agree with what the parent is saying. So I understand Mrs. Jones that you guys are busy. Now, let me ask you what days in the week would work for you? So once that parent responds with set time or set day that they can make it, then you can then maybe look at your schedule and maybe make a compromise to say, okay, this is Tuesday at 5pm works perfect with me. Let's let's make that work. Now another way you can do it is if they can't commit every single week but they can commit to maybe once every two weeks, then what you can say is, okay, Mrs. Jones, I see that Tuesday at 5pm works great with you. How about we do two hours of training so that way you're getting two weeks training in advance. And then the following week. So we do two weeks of training two hours and then once we get to the third week, we do another two weeks and that means Johnny has got his maximum amount of time during the month of training. Cool. So you're saying if someone says they're too busy. And I could also apply if they live too far away. They could just come do two sessions and in like one day. So it's more convenient for them. And they do that two times out of the month that it so they get their four sessions so they still get the same amount of sessions but they're doing it in less amount of visits. Right. Cool. So let me ask you then, if, let's say you drill down on the day and the time with the parent and they sound like they are really committed over the phone they sound like it, and then they're like well, you know, if we commit to this day. Can we can we change the day coming up like do we have to stick with this day to be a part of your program like how do you handle that with someone who is trying to ultimately they're trying to create their own schedule with you versus following your skip. So that's that's a great question so the way I would approach it is when you're on the phone and the phone to Mrs Jones. You make it very clear that once we have agreed the set they set time on this call that I can't go back and then change it. So once we have our set they set time that we've agreed both will work for us, then that can't be adjusted or changed later down the road. So that way, Miss Jones knows that okay fine like I have to make a commitment. And if I can't make it that make it then it's on me, because I already know that Leo, or whoever the coach is isn't able to to adjust his time or day, just because something else came up. So that could like, because I know a common question get from coaches is like well how do you, how do you have a set schedule parents. But based on what you're just saying, so you are setting the schedule over the phone and you're letting them know that is the plan over the next X amount months, whatever it is. And the parent knows they cannot go back and change the schedule based on what they want it's like they're committing to set day set time set location for whatever the contract is right. Correct. Yeah, so there's there's two things you're really touching based on first one is obviously we've overcome the too busy objection because we've asked the question, right so what day during the week can you make it. So Miss Jones is obviously responded saying Tuesday at 5pm is great for us. Okay perfect so we've overcome that objection now the second one is making sure that you're firm and letting the letting Miss Jones know that this isn't something that you can then change later down the road. Right so once we've agreed set they said time, we're sticking to this time and it can't be amended for any reason. And later on. Good. Okay, awesome that makes sense. So Ben, so you're on the phone to to Mrs Jones, and the dreaded question comes up that we can't afford the price you've just given us. Is there any way we can negotiate the price. So how would you handle that with a parent. Yeah, I would say, well your right miss Jones this is a, it's a very big investment, and the differences when you invest into our program, your child will get the transformation that we've talked about over the last 20 minutes on this call. So it would be worth it for you guys as a family to make the full investment into our program. Let's see what she says. Now, if she, like, she of course she's gonna say yes, because like we're talking on zoom. But if she's like yes but we just can't afford it. I would say, okay great. Well, let me see if I can customize a solution that can work for you. Based on what you can afford. Now if we do this miss Jones, it's going to involve you recruiting a new family into our program is that something you're comfortable with. So you can see now what I'm doing is say you can you can join a discount. But you, there's a condition you are now attaching yourself to a new family that I don't know that that's going to join the program so now I'm taking someone who couldn't afford it. And I'm having to bring on someone who can. And now I'm adding to clients at once. That makes sense. Yeah, yeah. If let's say she's like, she's like, well, you know, we don't know another family that can afford it. But I would say great. Well, the next best option is you guys could come to one of our upcoming clinics. That's our most affordable option that we offer to families. Those are only $50. There's no long term commitment. I feel like if you guys are looking for a discount that would be the next best option for you guys. So just really still something that they can do, even if they can't bring someone because I still want them to come to something versus nothing. Now if a coach doesn't run clinics. That's where I look at a couple of things. So this is why I think it's so important for coaches to know other coaches in their niche in their city. Because if I'm talking to someone that can't afford it. I don't have any clinics. And I would say, well, Miss Jones, I'd love to refer you to another coach that I know that I feel like will have a more affordable program that could be better suited for you guys. His name is, and then I say, do you want me to connect you and him together so you can talk to him because his part is a little more affordable. I feel like at this point that might be a better fit for you guys. So what I'm doing is, I'm not coming down on my price. I am sending them to someone that I trust that coach is going to be happy about it because she's going to get new plan and then I can create an affiliate partnership with that coach which he's paying me when that family joins his program. So I'm still making money. I'm just not doing the work. Cool. So say, say everything goes well with the parent then on the phone, and this is something that's very common for coaches, and you start talking about payment system. So the parent has been working with other trainers in the past, and they've done everything cash in hand. So paying you out the fields. Now, how do you go about with the conversation where obviously you're you don't do that. Your, your, your model is completely different. How do you have that conversation with Miss Jones. Yeah, so when we get to the point after we've talked about the investment and they sound like they're ready to join. I look to lead, I lead this part of the call, where I tell them what the instructions are, which is very different than being asked what can they do. It's, and it goes like this, it's, I miss Jones when you guys enroll. I'm going to send you an email. It's going to have a link to enroll through our online system. And we only accept clients who enroll through our online system. And we do that to protect ourselves and we know that, like, and I would only bring this part up if she's like yeah I can pay you cash. Like, I'm not going to like go through this specific part but she's like yeah can we pay you cash if you like no we only accept clients who enroll online and we do that because there's a different commitment level. We can do that. And, and if they're skeptical about paying online. I'll just say, well, do you guys have an ethics. Do you pay a phone bill online. Yeah, I mean, you're the internet though like so I can like go through all those examples but that can remove me from dealing with. All right, I want them to pay online but they're paying cash like, you know, and, and it is okay. I've done this like I have parents that are like, yeah, we don't want a panel line we just want to pay in cash receipt. I'll say, I'll just say, well, I don't think you guys would be fit for a program. Yeah, so I pushed them away. So they know that I'm in charge. It's my business. So I'm going to dictate how I did. Nothing. All right, so when you get on the call with the parent and let's say that parent has been browsing around Google or Instagram that day. And you're just one of the calls that they have because they're searching for other coaches and they're trying to select the right coach for their child. Yeah. If they ever asked you on the call on the direct know like, well, what makes your program different like why is your coaching program different than the other trainers in the area, how do you respond to that. So good question. So, well, first of all, you need to, and this is something that I know a lot of coaches don't do. Right. So when they get on the court on the call with the parent, they don't break down exactly what their program offers. Right. So that's why obviously before you even get on the call with with Mrs. Jones or any parent, you need to make sure you have a list in front of you of what exactly is included in your program. Because it's funny because parents, a lot of the time they, they browse the internet, they look at different programs, and they just apply. And when they apply they don't even know what they're applying for most of the time. So it's your responsibility as as the coach to make sure that when you get on that call that you are breaking down what exactly your program offers. So you would say, right, Miss Jones, thank you for for taking the time out to answer the questions. That is providing obviously that you've asked Miss Jones some questions previously. And then what you do, what you would then move into is right I'd like to break down our program for you to show you exactly what is included. And what your child would be getting when they join us. And then that's when you would break down. Okay, you get this amount of training off the field, we do this, this, this. And it's, and break down and make sure you have about four or five things that sound different to what other coaches are doing. Because you don't want to get on a call with a parent and just say, oh, yeah, we just do training. Because automatically you're opening the door to, all right, once that parent, here's your price, they will be like, they're going to judge your program off the price you've given, rather than the value you provide. So it's important that you know exactly what, what you're offering and what's included in your program and that you can provide. I would say between five to seven things that make you different to another coach. Right. So, I want to unpack something you said because I think most people will miss this, but you said, before this question is even asked, what makes you different, you're already explained that before they even have a chance to ask that. And what that does is it, it builds more belief with the parent that you're a pro, you know what you're doing. And it's like, you're walking them through the process. So, so when you're talking, they are thinking already, wow, this guy's like so much different. Like what they offer, because like, as soon as they get off the call with you, they either have another call schedule with somebody else or they're messaging another trainer on Instagram and that person is selling it how they sell it. So, so yeah, when you control the call like that, it makes a vast difference because that question shouldn't even pop up on calls with coaches if they're being called the way you said it. Yeah. And something I've noticed with with cause I've done is that when you make the, the, the call about the parent about the child. You know, that most of the time that parent won't even ask you, oh, so what's the price of the program. Because they like so intrigued about the service you're providing to them. That it's like that that just doesn't really, they don't mention that. When you lose control of the conversation, and the parent feels that you're not, you're not, you're not a pro. You're not organized. You don't really know what what you're saying. In order to finish that call, the first thing they're going to ask you is, okay, so how much do you charge. And based on what you say will be will be like, okay, that's great. That's great to hear from you. And then most of the time they don't, you'll never hear back from them. So it's just important to be very organized, always ask, you know, four to five questions about the child. Because parents love that parents love talking about their kids. Oh, Johnny is a, you know, he's a fantastic player. He's got a left foot. He's got a right foot. He's not very good at heading. So then once you got that information, then you say, okay, thank you for answering those questions. I've made a note of what you've said. And is it okay if I can talk about my program for a couple of minutes and tell you what is included. And, you know, parents, parents not going to say no to that really. Right. Yeah, because, because you've already made it a point to listen to them. And that's, that's the difference is like communication. It should never sales should never just be you're talking all the time. Because you're just selling something that they don't even know what they need help with. So that's why you ask the right questions. They should be talking to the majority of the call the time where you should dominate the call is only really when you're explaining with the programs. Yeah. Let's stay on this topic. So, let's say you're talking to a parent and let's say you ask them some good questions, but some parents just go into outer space. They start talking about things that don't even have anything to do with their child and the thing is is like, these parents like talking about their kids. But they could, they could go off the rails pretty quickly in conversation and what do you do when someone's in a stop tart this start talking about other things don't even matter. How do you build them back into the intent of the call. Yeah. So good, good question. I think the way I do it. And the way I feel that it's worked really well. You have to be clear at the beginning. So as soon as you start the conversation with the parent, you say to the right. Miss Jones, this is going to be just a 15 minute call. It might be less but all we're going to do is talk about your child. So I can get a little bit of an insight into what they like. And then I'll take maybe two, two or three minutes to talk about what we offer. Right. So then you go. So at that point, the parent knows, okay, this, this is what is expected of the conversation. And it's important that you move from one thing to another. Because like sometimes I know a lot. It does come down to confidence as well. You know, because if you're, if you're a confident person on those calls, then the parent will smell that. But what tends to happen is parents go into like into space when they know that you're not in control of the conversation. Because it gets to a point where it can become a bit awkward. Yeah. So you have to make sure that you lead the conversation. And that's why I mentioned at the beginning is it's all about being organized, having questions in front of you. And moving through the question bit by bit, so that you don't give that parent a chance to then talk about, you know, something that's not relevant to the conversation. Right. And it's funny too, because oftentimes, if you talk to a parent, and there's no control of the conversation, they might feel a little nervous or anxious talk like on the call. So that's when a lot of people they just, they just start talking, they talk about anything that could have nothing to do with your child, you know, because there's no structure on the call. And this is why I know you and you talked about this before, but when you talk to a parent, everything should be scheduled. It should not be, they're calling you when you're eating dinner or busy in the tone should be set a day or two days before you even have the call so they know what to expect. So when say a parent calls you up, and she said, Hi, Coach Ben, I have a friend of Mike that wants to join the program. Do you guys offer a referral program or do you offer a discount for someone else if he joins. Yeah, so do you handle that. Yeah, so the first thing that I want to do is when she talks about the referral, my ears are going to go up. And I want to do one action stuff. I want to say, Miss Jones, that's awesome. Thank you so much for spreading the word about our program. Tell me her name and give me her phone number. I want to do that right off the bat before I tell her anything about the referral program because I want that beat. Yeah. And I want to have the ability to follow up with that person. And that way, that way, even though she's on call telling me about that person, it's not her priority. Once we get off the call to get that person to sign up. It's my priority to do that. So after I get, you know, Susie's name and Susie's phone number. I'll say great. Let me walk you through how our referral program is set up. And I'll give her just different. I'll show her like two different things that are simple for her to understand. You know, if this family ends up joining our program, what I want to do is next month. You'll be billed as normal, but we're going to give you a 50% refund for next month bill. So this way you guys will get say 50% off next month. Does that make sense, Miss Jones. So she's like, yeah, that sounds great. I'll say, awesome. And I also want to let you know, if you refer three families over the next 60 days that join our program, we're going to give your son 12 months of free training. That's what they do. That's why you talk to them on zoom and you're writing this stuff out. Okay. Okay, 12 months free, can multiply one person to three people. And this is why something like this only really works for selling up front payments, because it's like, because there's no way to track it must do that. But that way I'm giving them something tangible. So they've already essentially referred to, we need to close them into the program. So that way next month, Miss Jones can get 50% off. But now she knows there's like a, there's a deadline that they want this, they need to go get it to more people to join our program to join the full program. And the thing about it, it's, it's an unbelievable deal to them to save thousands of dollars. And a great deal for the company because like they're bringing in new people that I didn't know yet. And these are worn leads coming into something that should convert. That's how I look to try to move the conversation is I want to show them something tangible and show them like a big goal that they could get within a certain window time window. Yeah. So talk to us a bit about how how important that is to make sure then because you can't really do that if you're, if you're getting paid cash in hand. Yeah, well, it'd be, it would be tricky because let's say the Miss Jones tells Susie, who's the new person I haven't met yet about a program. And I get on a call with Susie and she's like, yeah, we want to train with you next Friday for a trial session. And I'm like, great. And then they like, we scheduled that but they don't show up. Well, I just, nothing happened. Yeah. And, and also if I'm getting paid per session. It would be hard like I would never want to give someone 12 months of free training. If like Miss Jones, it'd be a dump for me to offer 12 months of free training to Miss Jones if she's bringing me someone's pain me per session, because there's zero guarantee that I personally come back. Yeah. Right so it would be a very risky thing. The only way I would say that is if they're paying in cash, the full amount for the year, which still I would even, I don't know. I still wouldn't even recommend that, just because like, gotta go back to the year later and sell the program again, it's not, it's not part of the process that we like with the coach that we work with. Great, great. And also with that amount of money, you know, you could lose it at the field. Yes, it's happened to me before I've lost a lot of money one day running a camp because I put all the money and sets it in my Nike backpack. I remember I was, it was, I can laugh about it now, but I remember when I left the field that day, I was like, I had like, I think it was like 500 bucks, and it was in my backpack. I thought it was my backpack. And then I cleaned up everything off the field, I get back to my car. And I was thinking about like where's me dinner that night, going to go home shower go go summer nights with my friends. Like, that's just, that's the old way of thinking I would never something like that. And then I get back. And I look through my backpack and money's not in there. And once I get out to the field like 200 miles an hour back to the field to try to figure out where the money is. And once I got there is pouring. I'm out there searching around looking for the money, like a homeless person. And I never found it. And if I would have not accepted money that way back then I would have had that $500 and I would come out to that nice dinner and I would have my day wouldn't have been ruined. Even after that it took me time to transition away from that hole. Yeah. So, I'll ask you one more because this is something that's that's come up in a lot of their cause I've had with coaches recently. A lot of coaches don't want to go online, or they don't want to set up some online system because of the payments that occur when you know when parents do pay you. They're not paying right because every every company you use at some point they're going to take some sort of fee off you. But like, tell us about the importance is is paying that small fee worth it in the long term. They're not having a system. Right. Well, so I'll just map it out here. Because if I just say it. It doesn't make sense, but if I show it, it's going to make I need more sense. So let's say, let's just keep things very simple. Let's say you have a parent that's paying $100 per month. So it's $100. Now, if that person is paying cash. You're going to you're going to have a set day. Once a month, where they have to bring you $100. So that means they have to go to the bank that day. So they're driving more of the bank. That means when they give you the money, you're going to bank. So that multiplied times a lot of clients is just not efficient because if they forget to go to the bank. Now they now the next time they see they owe you money. If they wanted to just say, yeah, we're going to take a break. Well, you're not going to get that $100 for the next month. So, if you are doing things that way, where they giving cash, and you're doing it that way because you don't want to pay the 2.8% that strike charges. Right. 2.8% of this is $2 and 80 cents. Now this $2 and 80 cents is collecting for me is $100 per month without me asking anyone for money again. So as a trainer, you have to ask yourself, is it worth $2 and 80 cents for a robot to collect the money for me without me having to do anything. It's not a robot. It's a system. And then you have to ask yourself, well, like how valuable is your time because like it might take you a couple of hours going back and forth with someone to give you this $100. Like, so paying $2 and 80 cents for this transaction to me is a no brainer when you when you think about what it does for you without you having to go back and sell. Right. And the other thing that the other complaint that coaches have is like, well, you know, I'm paying a lot of transaction fees. I'm saying, I say, good, that means your business is doing good. But imagine if you don't have those transaction fees. How are you going to collect all the money from everyone. And that is where some coaches get. I forget what you're saying is I think it's like, you trip over pennies to get $2 on orders. But it's like, if you look at the long term growth of your business, going to people personally to ask them for money to pay takes you way longer. You have to text people to call people to make sure they have the money. You have thousands of dollars per year that are lost because of that. When, when we could just literally pay $2 and 80 cents for every $100 that's coming in and to put things in perspective. Right. This is, this is scary. So this would be, all right, let's say you're making $10,000 a month. And you know this is going to be steady and stable for the next six months. To do that, if you use strike, you're paying strike $280 per month. That's 2.8%. Let's say you're trying to collect $10,000 a month with cash. I would say over six months, you're going to be losing way more than this number here. Yeah, 100% like, because you're not going to get 100% of people to pay. That's just, that's not going to happen. And let's say, let's say you're in this situation, you're charging $300 a month. And you have three clients one month out of the six months not day. $900 that you just lost because you're not willing to pay $280 per month to streamline everything. And it's not, it's not even saying we're paying this much. It's saying, like, we're putting a higher value on our business. We're putting a higher value on our business now because we're letting a system take place of all of the money versus us having to go back to people. And I saw, like the reason why I'm so like passionate about this, I saw in COVID hit people that were making way more than us. Go to zero. Because they were so comfy doing cash in hand. They were making money. A lot of cash in hand checks. And I saw people go to zero because they did not, they were unwilling to pay this. Yeah, small 2.8%. The to do business every business in the world has transaction fees such as that's part of it. And it's funny because if you would have asked me this 10 years ago or not 10 years ago, 12 years ago. I've been like, yeah, I'd rather just make, I'd rather just do cash. Because I didn't think that way back then. Now it's like, no, it's a no-bringer. There's no other way to do business for me. That's how it's going to be. And someone's not going to pay online. We've already kind of talked about that. I'm not going to accept them as a client. I think it goes somewhere else. All right. And also something I'd like to add as well is most coaches out there are very unorganized. So if you have 100 clients that are all paying cash in hands, how like just the stress of tracking every payment just is not, is not worth it. Yeah, that becomes a whole nother job. Yeah. I think about that. That's 100 people going to the bank to go get you money. How many out of those 100 people, how many trips do you need to make to the bank now? And you talked about it on a recent video. The urge to spend the money when you have cash in your hand is very high. Yes. It is, oh, I got this money. And IRS isn't going to know. So I'm just going to go spend the money because I have it and no one knows that I have it. So it's the temptation to become even sloppier with your business is very likely. And that's again, that's the difference between people that run this like a real thing and people that were like everybody else. I mean, if I had the top 10 most successful coaches I worked with on here, like, and I was like, yeah, do you accept cash? No. You're like, they pay a lot transaction fees total. But that saves them all of the time having to go back to their hundreds of clients every month. They don't talk to their clients about money. Yeah. Yeah. I've seen a coach actually go with the parent to an ATM to make sure that that parent pays him. Yeah, if I was cash, I didn't do that everybody. I'll say maybe at the bank I'll be there five minutes. Who wants to run the business that way though. So it sounds more of a drug dealer then. Yeah. Then it's been a training business. Yeah, I mean, I've experienced that I've seen people who are supposed to pay me $25 for the session pay me 19. I've seen. I've seen people who are supposed to pay $500 to $300. I've seen people I have been taking advantage so much. And it was just because I was afraid of this little transaction fee that I honestly lost thousands and thousands and thousands of dollars at the beginning of my business because that wasn't set. And in fact, then to like, there weren't a lot of options to run your business that way. There were a couple, but now it's like there's a million different options. Yeah, I should be standard with the business, even if you don't have any clients yet. You should only accept online. Yeah. Yeah. So, so so much easier to track as well. Right. I have a question for you. Let's say someone has 30 clients as this seems to be a pretty normal like, well I coach as we talk to my Instagram have 30 or so clients 30 to 50. And because they get paid cash from they're not physically seeing all their clients every week, right? Because like some people you talk to, they'll have like 30 to 50 clients, but they'll see like these clients on week one, these clients on week two, it's not, it's not a set schedule. Do you think it's, even if they run the program the same way, and they, and they switch from getting paid cash to getting paid online. How much more money do you think that they would make if that was in place to where they are collecting on demand, the amount of money compared to the amount of people that are on membership. Yeah, not a lot, a lot more, because if you're essentially if you're seeing clients once every two weeks or whatever, you know, you're not guaranteed that that you're going to see them every ones or two weeks, because you might see them one week and then in two weeks time they say oh yeah we're going away for for six weeks. There you go. And say say you've got four or five of them that do the same thing. Oh yeah we're going away for three weeks we're going away for four weeks or whatever. So, essentially, you're not seeing them. So that's already money lost. So even if you are seeing them once every two weeks, you can set up all your clients on an online system. I think sometimes coaches get confused they're like when when we talk to them about setting them up like once training once every week. That's like that's like a minimal requirement if you work with clients once every two weeks that's good, but you can set up the same type of system. Right. If you have anyone that's part of the program. If you have a set sort of schedule, and I think, honestly, I think one of the things that hold back a lot of coaches from switching from cash in hand to online. And this is pretty normal with a lot of people it's like, they're so comfortable doing something that it's it's working kind of to where it's like, well, I don't know how it's going to work doing it this other way because none of my clients are on the system. So there's this, it's fear based of wanting to switch because it's like, well, I know with how I'm doing it right now I can make 3k per month. And sure there's people who miss sessions and it's like it's easy to let go of problem when it's halfway working. And what we see is when someone is urgent enough they make the change, like it's, it's a no brainer and they can get it done so quickly. To the point where it's like the next day, that's the standard so the next person they talk to over the phone, all the things we talked about like, we talked about, you know, negotiating with parents and all that like that goes away because it's like, no, this is how you're going to run your business. Yeah. And, and I'm going to be completely honest there as well and something that I think a lot of coaches don't want to do is. When you talk to them about getting clients on on free or six month commitment sometimes I feel that it's, it's not the client that they're scared about that commitment it's actually the coach. Yeah. Coaches are scared to commit in three to six months with a client. Yeah. Why do you think that I'm curious. It's because they've got the wrong client. They're probably working with the wrong players. Right. I think it's that and I also think it's they haven't committed themselves enough to what their businesses. And it is very difficult though. I'll try to give this example. So I remember when I first started to switch into like commitment based selling. I knew in my mind I was like there's, there's one four or five families that like, it's going to be hard for them to do this because I know that they're not that committed. And so when I brought up the commitment to them, I in my mind I was like, alright, they're, they're probably not going to join. And what I realized though, is like, when I was trying to make that switch from how we were doing things to how I wanted to be. I did not make the full switch mentally myself. I was like, I need to step up the organization. I need to step up leadership. So like, that's why at the beginning of hard for me to transition people and do the longer term commitment because like, I didn't take it as serious as it should have been. And once I switched that I started to see, oh yeah, these clients aren't committed. And then like, I started to try people who were way more serious because like, I had to change me first, before I just introduced this new system. And I, and I do think, like, working with a bad client, they're not going to want to commit to something long term, because they're not committed. But I do think the coach has to look themselves in the mirror and say, yeah, I'm not happy with the way this is going right now. I need to change. And, and until they do that, they're not going to change a thing because it's common to look around at the park and see all these coaches get paid these $100 bills for for their sessions and that seems to be the normal thing for people and it's just long term just doesn't work. Yeah, agree. Cool. So I got one last question for you. I think I said that 20 minutes ago. Now, if a parent is like Leo, you know, I'm really worried about paying online because my credit card got hacked a year ago. Can we can we work out another way where we can pay you and I promise that I'll pay you at the park or pay you like I'll mail you check like, how are you going to respond to that. That's, that's fantastic. First of all, that's, that's just an excuse, because I mean, listen, she, she or he probably subscribes a Netflix, and you run the same risk right. So, I don't know, I mean, but personally I would just very, very much in my head question, what are these intentions of this parent and on a professional level just just re reiterate that the terms and conditions of working with us or training in our own is that parents must commit to X amount of time and all payments are done online and and something because I've I've had something similar in the past. And I've been up front with parents and I said yeah we used to accept cash, but what started to happen is we used to lose the money at a field. In order to avoid that problem. Everything's gone gone online now. And you know, parents can understand that any normal parent will understand that. And you just acknowledge, yeah, yes, there is a risk of your your card being hacked. And by can guarantee you it won't be from us. And, but if you guys want to go ahead and work with us and training our program these are the terms and conditions. And honestly, that's all really you can, you can. You can say to a parent. Right. And then if they're like, well, can we just then move the money. Well, the way I would, I would approach that is I'd say, and we don't we don't work through Vimo Eva, our system is already built to accept through this software that we currently use. And that's the only way we receive payments through parents. And then the parent will understand okay fine. If they want to go ahead with it and they're serious enough they'll do it. And if they don't then they'll just go and find another trainer to pay to pay cash or pay Vimo or however they want to want to pay. Right. See that mindset is very different than what most coaches have because you're willing to detach yourself from that person become a client because you're setting the bar here and then they're trying to come in down here with their terms, how they want to do things. And I mean imagine working with them for a month. How many problems are you going to run into with them scheduling communication. They're going to want a refund. They're going to look like it's there's too many, too many things. And, and that's why, like, for me personally, I would rather, I'd rather make less money, working with people that I enjoy working with that are on the terms that, like, that we create. versus a higher volume of people that just don't care that just, they're going to do things that ever they want, because like, you can't protect your time when that happens. I think essentially as well that when you when you work with the right type of people, even though you might have less at the beginning you'll go you're going to grow, because you're going to have the right people in your environment. And you bring in toxic people. And now that's not to say just because someone's a bit scared to pay online or whatever that's that they're a toxic person. You know they might have got hacked once and they they they're very wary of, of that situation happening again, which is fine. It's completely reasonable like, especially today where it's very easy to hack things. But you just have to be firm with people and you you have to just reiterate your your terms and conditions. This is how we used to do things by in order to make our business better and more more efficient. We've moved to this model. And if you respect that, then we'll we're more than happy to continue or yet to continue the process to start working with your child. If you're not happy with that then unfortunately, we aren't a great fit for you. Yeah, I think it's a way to bring this home is like in the UK what's your, like do you have a favorite business or restaurant that you go to in the area that's near what what's it called. So the one that's very popular here is a place called Nando's. What was that? Like, so it's like, it's Perry Perry chicken. I don't know if you're familiar with chicken. So it's more, it's more like Portuguese. Okay, cool. Yeah, okay. Cool. So, when you go to, it's called Nando's right. Nando's. So when you go to Nando's. And you order chicken and rice. Chicken and rice. And you go there, you finish your meal. They're like, man, I love coming to this place and the waitress comes by or the waiter comes by. They give you the check. Right. And you just, you kind of just stop them before they walk away and they're like, Hey, I'm just going to pay on. What do you think they're going to do? They'll be like, what? Yeah, yeah. And it's, it's funny though how coaches like when you flip it. Yeah. Coaches are like the waiter doing the service. And then parents are sitting down at the table. And then when the session is done, it's like, yeah, we're going to pay this way. And the coach and most coaches like, okay, cool. Here's my window or, or pay me on the cell, whatever it is. And it's funny because like it's some people in the state to hear examples of that because like they're not thinking of it when they're actively running their sessions and collecting money. And when you condition people to do things that way when you do it however they want, then you're going to end up having way too many different ways you'd make money from people and nothing is organized. Correct. And it's a good example you may because we're normally when you walk into a restaurant at the door, they will say we accept visa mastercard or whatever. And so your business doesn't have to be different. Like, we accept this card via this, this payment system. You could but we do not accept Vimo or cash cash. So. Right. And it is difficult. I mean it is difficult because like what you when you spoke about the beginning paying those fees is hard to adjust your head because in your mind that when you're starting up you don't want to lose money. I think once you start using it, and it's working and you realize, do you know what, this is this is a better system than you eventually you realize, do you know what, you know this is this is the right way to do it and like in our program but also in every city around the world, like if you go to the most successful, like sports coaching company in every city, none of them do cash in cash. Right. Everything's done online. Right. Yeah. Yeah. I'll tell you funny story that I don't think I've ever told anyone this before, but I remember. I was in I was in a moment of transitioning away from cash and check to getting paid online. And I don't know how this even happened, but I had a, I had an iPad. And I saw some, I think I saw an ad for, I don't know if you're familiar, there's these applications it's called square. It's like just like credit card reader that you swipe. Yeah. Some restaurants have that. And they sent me a free one. So I would end up getting into their online system because like every time someone would swipe they would make the transaction fee. And I remember I started using that so I would take out my iPad out to the park and parents would get their credit card out and start swiping. And there was a, there was a camp that I ran. There was like 20 people there. And so there was a line of parents, like with a credit card job. Just swipe. The funniest thing is like, after after I did that camp, I was like, this is just weird. Like, people are like out with their credit cards and they're in a single file line. And, and the thing that's funny about it is, because it had like a, I had, I had it set up towards like, I paid my, my phone company more to have that. So like, it would have a connection because it wasn't, it wasn't part of my company. And there was a day out there where it like, it wouldn't pick up the connection. So like, someone was swiping now like, it just like, it was like the connection was that. So that day it was, it was a day of running a clinic and all the people who were supposed to pay could not pay. So I could not accept any of the money. And after that, that's when I switched to more of a system approach where people would just pay online for the song. And it was funny though, because I remember on that read that day people were like, in a single file line with their credit cards out. And I was just like, I wouldn't even think about it until after it was done. I was like, man, I was, I was weird. That is, I've never heard of that. And it's funny though, because like any coffee shop I go to here, they have that. That's like, yeah, but that's a different type of business than training. Yeah. But as, as you said, the thing is with those companies, it's like, they've got Wi-Fi. Yeah. Available like you're out on the field, you could lose signal and if you lose signal, you parents can essentially pay you. So, yeah, no, no, no, that's that's it. That's a really good story. I'm just picturing 50 parents lined up. Yeah, I was out there. But again, like, how long did that take? Because you forever. That must have taken like an extra 30, 40 minutes. I cut into the clinic. And I had it to where you had to pay before the clinic started and the people who showed up late. And again, this is the disorganization of the business back then is people who showed up late. I was like, in my head thinking, all right, well, like, do I need to get them to pay like when I'm about to start the session? Am I going to try to like think about their payment while I'm doing the session and just get it after. Yeah, I remember I made everyone pay before we started and it cut into my session. The session was destroyed the first five months destroyed because I was collecting money. Yeah. And it's not a good look to from the parents who got there early. Because they're like, all right, this dude is just like hunting money down. I just didn't know about that. That's the thing is like, I thought that that would work and it was that turned into absolute disaster. Yeah. It's good because you learn from that, right? Yeah. Yeah. But yeah, no, that would be a very awkward way of doing it because it's as you said, like you start the session and then three kids rock up. I just go over there and just just just just do something right and I'm going to deal with this. And then they might be a really hard group to man and then you turn around they're all punching or throwing the balls at each other. Yeah. Yeah. It's funny how getting paid. It's something that a lot of coaches overlook. Because I don't know, it's, it is a, it's a different feeling when you, when you leave doing something and you do have the money in your hand. Like it's a, it's different doing that versus like the money just in your business checking account. Like, because you have it and it makes you feel like you almost like you earned it. But that feeling goes away when people forget the money and lose it or like there's so many different. So I'll tell you, like I currently do clinics for a local football center. So soccer center. And their model is they pay coaches cash. So you finish the clinic and then they pay you cash. But I really dislike that because I'm a type of person. I want to put it straight into my bank because I know if I, if I have it on me, I'm going to spend it on something stupid. So it's really hard. I find it really hard to go because obviously Saturday and Sunday, the banks over here are closed. So I have to wait till Monday to deposit that into my business account. So all the whole weekend is in my wallet looking at me. Like, are you going to spend me? Are you going to do this? And I'm like, I try not to like look at it because I know, I know I'll blow it on something dumb. And I really, that's, that's something I really hate about. Yeah, it feels good because you're getting paid straight away for something you've done, but then you've got to keep it for like 48 hours with you. And it's there looking at you. Come on, come on, you spend, spend me big boy, spend me. And you've got to be super disciplined with your money. I bet Nando's loves that. They're like, we see Leo every week. Yeah, we see Leo every week. That's why on the drive home, I go the other way. So I don't go past it. So yeah, that's, that's the only thing I dislike about doing those, those clinics for that place is they pay you cash, but then it's just so he tempted the temptation to spend it on a soda or a chocolate bar or Nando's or something's really, really dumb. Yeah. That $5, $6 turns into $21 turns into 50, like, Very quickly. And people, a lot of people don't have control of how they spend their money, which is a whole other thing we should try to talk about on a different day. I could be a four hour episode. Cool, man. Thanks for, thanks for doing that. So I know there's a lot to unpack there.