 So you and I have talked about, you know, if someone's going to make a change with their business, they have to have either a sense of urgency or they have to have the belief that they can make those changes. And, you know, common objection that you and I have seen with coaches that live in the UK is like, Oh, this is like only an American thing, like, you know, people over here won't pay subscription. And like, you and I have also seen coaches in our program, like there's got Ireland, Thomas, who has a subscription based everything within a training business. If someone's belief is low on switching how they run their business, if they were on a call with you, what would be like a piece of advice we'd give them? That's a really good question. And I think it goes back down to, in my opinion, comes back down to what's your, what's your philosophy with your business. Right, so it comes back down to what, what does your business stand for. Because if someone asks me, right, Leo, what does your Academy specializing? If I'm able to answer that, then that not then that for me means that I have a belief in what I'm doing. A lot of the coaches we speak to, you ask them, what do you specialize in? Oh, I specialize in one to one. Oh, I specialize in group. But they won't, they don't narrow down exactly what problem they solve for clients. So if you don't, if you're not solving a problem for your clients, then, you know, your clients will never really be able to trust you, I believe, when you make the transition with your business. Right, because essentially, when you have a philosophy, you're taking that client through a journey. Right, so where, when they start from you, the development they're making until, you know, when they leave your program, which hopefully they leave to go on to better and greater things. But if that client has a belief in what you're offering, then when you transition your business, whether that be your transitioning the structure of the program or the payment system, then it's a no brainer for parents, parents will be like, okay, that's fine, we'll do it. But when you don't even know what your program stands for, what your business represents, then it's easy for parents to take the exit because they're like, do you know what, you know, we're going to go and just do something else. Because, because it also comes down to so if you're applying from the first moment they start training with you. If you're not on point to the point where you don't speak to the parent on a sales call and if you don't actually explain and break down from the beginning what your program does. So you can't go halfway down when that client's been with you for three or four or five months and say, right, we're transitioning to now a monthly payment. Because in that parent's mind they're going to think, oh, do you know what he just wants more money from you. I hope that makes sense. So let me shift this because we know a lot of coaches, we were just talking about it before, you know, got on here. Yeah. If a parent messages them on social media or WhatsApp or their phone, whatever it is, and they say hey tell us about your program and they'll, you know, these coaches will just send in a text that's like a script. Like, here's what we do, here's a pricing, here's what we're training. It's like, and it's almost like they're sending this bundle of information to this person and if the person's like, yeah, it looks good, they'll buy it. But there was never a sales call. It was a sales text. What is the difference in your mind between that type of communication where you're just like messaging and sending back information versus actually selling over the phone? What is the biggest difference in your mind? Yeah. I don't think there's a problem with sending out like a sales text. But the problem most coaches have is they don't follow up. So they won't follow up with a parent and say, right, Mrs. Jones, did you have a chance to look at what I sent you? What are your thoughts? What they'll do is they'll just send parents information and the chances are that parent probably had a look and then got distracted with something else. So there's no follow up. Now, when you have a sales call, which a lot of people hate using that word sales call, so you can reword it to introduction call, whatever you want to call it, right? Then you're actually getting on the call with the parent and you're asking the parent questions about their child. So as a business owner, you automatically know what type of parent you're going to be dealing with. You know, when you just do a sales text and then that parent says, oh, great, okay, we'll see you on Monday. They show up, right, maybe the kid is great trainer, but you get them into the program and then you find out that the parent is an absolute headache to work with. And then how do you get rid of them when they when they've paid you? Right. So the difference is sales text is fine, but only if you have a follow up. And I think that follow up should include an introductory call with that parent. Yep, because on that call, you can talk about your standards, your expectations. We do accept in the program. Yeah. And you elevate the experience with that parent automatically because like most coaches don't have the intro call or sales call. However, we want to spend it. And they rather just text or DM the information and see if that person responds. Now, let me ask this question. Do you think it's physically possible? If a coach texts the parent and they're like, yeah, this was a 12 month minimum agreement. It's $3,000 upfront. You're going to get this, this, this and this. Do you think that parent will just go on and pay? No. And the reason why is because if it's not a $3,000 service. If you're offering something that's $3,000, you don't send it by text message. Right. You actually make the effort to get on the call with them and ask the parent questions actually meet the client. Right. Right. Now it's different if you're like, yeah, it's $30, you can come whenever you want. It's like, easy for people to just bang out their phone, put their credit card, Venmo, PayPal, whatever it is. Snaps the payment and then show up. And then you're dealing with someone. I don't even know the kids name it. Zero idea of who this person is. Yeah, I don't think I've ever told you the story. So, like, it's on the subject. So right when I started my business, I was thinking about, you know, how can I try to get more exposure? And back then Craigslist, I don't know if you're familiar with what that is, but Craigslist. It was a very popular way to like, do like free posting. So it's like, I could go on there. I had this subject line. It was free private soccer training lessons. Yeah. So people click on that. I have my number there. People would just text me. And they wouldn't call, they would text and I used to do exactly what you and I are talking about. They would text me and say, Hey, where's sessions that I would tell them it was at this part. And then I would meet them and talk to them for the very first time once I saw them in person. And without going into all the details, I ran into this crazy person. And I put myself in a terrible spot because like, I never talked to that person on the phone. I just met them at the park thinking, Oh, this is someone who wants training. And it was like a really bad situation for myself and that was my fault. I imagine a lot of the coaches that are just messaging parents back and forth about pricing schedule. It's too hard to do that when you multiply that by a lot of parents. Yes. And I was, I've said this a lot to the coaches and I heard this, but it's like, it's going to be better to have like one client who's deadly committed than like 10 people who just show up whenever they want and pay per session. Let's say a parent texts you and they're like, Hey, we have like, how much are your sessions? Like what's the, how do you, how do you handle that? Like if someone sends you a text or email, what are you, what are you trying to move them to? So for me, and thankfully, when I started my business, I had you as a mentor. So I never have ever, and I say this proudly, have sent or responded to the parent with prices. Like, unless, unless it's like, I'm doing like a camp. Right. But if he's actually into my training program, my response is like, great. Like, thanks for getting in contact with me. And first thing we need to do is we need to get get on a call where I can answer some some of your questions. So I've had parents that have not responded back to that text message. I've had other parents that have responded back and said, okay, that's fine. And I've had other parents that I've said, yeah, cool, that's fine. And then we've put the call. And but I, they don't come to an evaluation session unless I've spoken to them before on a phone call. Right. Now, if I hadn't found you, and if I hadn't have learned how you teach, then I would have just been like everyone else, because that's what everyone does. That's the norm. Because it's sound, because it's weird. It's like, Oh, this person's interested. They want to do this. So let me just send them something and see if they sign up and if they sign up awesome. Like, I didn't really have to do anything. Yeah, to earn this client. That's why there's a there's a big drastic difference between client to come whatever they want and client to are very committed that invest more that truly want like the transformation. Also, also picture it from if you're a parent, and you, you know, you have a child that's interested. Just just picture it if a coach gets back to you and says, Oh, he would like to jump on a call with you to answer any questions. I don't know, in my head, I'm thinking well, like, he's actually taking time out to talk to me. And then when I get on the call, I actually get to know it, get to know him before I even get to the field. So you're building a relationship with with that client before they even meet you in person. And that I don't know that for me, if I'm taking my son somewhere. You know, I want to be I want to go in there with the mindset that my son is in good hands. Or my child is in good hands, my daughter is in good hands, whatever. And I can only go in there if I've spoken to the coach before, and he's actually demonstrated that he cares about my child. Yep. A quick response with prices just shows that you know what, like he must get this on a regular basis. And there's just no effort to actually service me. Yep. And there's, and there's layers to this right so let's say later one is just fire back a templated text that has the information has the payment link. Yeah. Layer two is you send them a backup message to set up a call. Right. Layer three is you either have a phone call or you could have a zoom call. So what's, tell us what's the difference between a phone call and a zoom call. Yeah, like an intro call with the parent. Yeah, so a phone call is obviously you, you're listening to their voice. And a zoom call I always recommend this a lot better because obviously you have the parent in front, and they can pay a lot more attention to you. On a phone call or parent might be doing, they might be cooking while they speak into you. So you might ask them questions they respond and then. But then any information you give them. Might go in one ear and out the other. Whereas in a zoom call, you know, they don't, they can't go on their phone while they're talking to you. Because it's face to face. Right. It would be disrespectful for them to like to look at the TV while you're on zoom call or, or try to be preoccupied with something else so it requires more attention. And also to like, you're able to go back and watch that call study it see how it went. And then you could also send that recording back to the parent, because most parents, if it's a husband or wife, you might be talking to the wife, the husband's at work. Well, you can use that recording and send it back to her so she can watch it back with her husband because he's going to have questions right when he gets home because he's not going to be thrilled to have that conversation that oh yeah we found this private trainer it's going to be this much today like so that that call can solve a lot of problems it is recorded on zoom quote me so great great info. Anything else you want to add just like with sales like as far as like the problems that you're seeing with coaches that just send dms to to the payment link anything else. Always. Well, number one is always have a scheduled call with the parent right before you see them in person. And on that call be like really prepared so make sure you have at least three or four really good questions that you can ask them. So they can open up to you. And also it helps you because you get to to hear or see what kind of parent they are. If they if they're a parent that has a lot of attitudes or they're busy doing other things. And ultimately, they're going to be like that in your program. Right. Right. And the chances are their child is probably going to be like that as well. Right. Because kids usually not in all not all cases but they usually follow in their parents footsteps. So, if the parent is difficult, sometimes that the child can be difficult as well. Right. So you think that, let's say you have a schedule call, it's on zoom. Yeah, you're like super prepared showing up to that call. Are you willing to disconnect that call, if you show up to the call and the parents just like all over the place. At this point, probably because I've done I've had so many calls with parents that it's like in my head it's like, if, you know, if I say, well, if I log off then I've got no guilt. I'm not feeling guilty because I know, I know that that parent just wasn't the right one and I know another one will come. But it's always good to leave a good, good image. Right. If you, if you just log off, then that parents is, you might have had a great conversation but they're always going to remember you doing that. Right. So I think it's just being polite and saying, listen, Miss Jones, if now is not the right time. Would there be a time where we can reschedule so, so we can have like an actual proper conversation and get your child signed up for an evaluation session so they can start training with us straight away. Yeah. So you're, you're, you're letting them know that before they work with you, they, you have to have this call. Yep. Yeah. And that says the standard because like, I can see how how a lot of coaches they could get to a call like that. Yeah. Yeah, they're busy. So I'm still going to sell them my program right now. And I'm just going to completely disregard how they are on this call, because like, they're just kind of all over the place and they'd rather have that $30 per session type of thing than nothing. Yeah. And then I always say to that coach, well, how does that keep getting better? Like, what if they're not showing up? What if the parents owe you money? Correct. I mean, I see, I see this a lot with coaches as well, that they'll be out of the field and there'll be a group of kids there and they start selling to the actual kids. They'll sell to the kid. Oh, do you, do you know, you're a good player? Do you want one-on-one training? The kid would be like, yeah, yeah, yeah. And then what they do is they'll get the parent's number, but instead of actually calling the parent, they'll just text the parent. Okay. Back to the old ways. Back to the old ways. And then what happens is everything is going through that kid. So that, if that kid is showing up, well, if that kid shows up, if you're lucky, then he'll bring the money for the coach. Right. If the kid doesn't show up, then you don't get paid. Yeah, he's like the male boy now. And sometimes it'll show up and you might not have the money. Exactly. Sometimes, yeah, I've seen that. And then what happens then, are you just going to kick him out of the session? Or are you going to be nice? You know, let him train and then get paid later. Yeah, those are, those are some big problems a lot of coaches face. Cool, man. So just to kind of recap the conversation you have with parents is that there's any sort of inbound message that you get as a coach, you should try to move that over to a call. Scheduled. Ideally it's on Zoom so you can see the person. If you're ready, you have questions and kind of put them through an application process to make sure they're a good fit. And if you're going to sell any sort of longer term agreement. If you sell a longer term agreement, should that be talked about like after they come to an eval, should that be talked about on the initial call? What do you suggest to coaches if they're going to only accept longer term types of agreements? When should that conversation come up? In your opinion. This is a good question. I think it should come up. Maybe after you've had the evaluation session. So once you've already worked with the player, maybe you've had like a reduced session so instead of doing like an hour long session you might do, you might invite them for a 20 minute session to see what they like. And then after that we reschedule the call to then talk to them about the next steps. And I mean, personally, I've done both. I've spoken to parents before about pricing commitment. And I've said to them, but that won't be talked about until I've seen your child. And I feel that he's a good fit. He's a good fit. Then we have our second call. And that's where we talk about pricing commitment and what the next steps to move forward. Right. Yep. Yeah, we see coaches do it both ways. And what I've seen is, let's say you do it, the first option you're talking about where it's like you have the eval and then you tell them after. I see sometimes coaches they tense up when they talk about a three, six or 12 months type of agreement because they feel like either the person is going to say no, or the coach in their mind might be like, yeah, I just I don't know if I can charge this much for a six month upfront thing. What should that coach do. They get tense. Like what, what piece of advice do you have for someone like that who's trying to switch over to a longer term agreement. Maybe they haven't done it yet or they tried it and it just gone back to the old ways like, what would you call that person. You've just got to keep keep going. And first of all, everything that you do for the first time is going to be hard. Don't expect parents maybe the first few calls to say yes, or to agree with it. But like I like I mentioned on the previous one of these calls we had. Instead of going for the full three months when you start getting your clients committed for one month upfront first. And then once you once you realize that you know what this works and I'm, I feel confident doing two months. Then the next call, you can try and get them on to two month commitment up from payments. And then once you get a little bit more confident and go for free. So it's just little steps at a time. And you know, understand that some parents will say no, because it's new. Some parents won't understand why they need to commit to three months. But again, it comes down to you and your belief in what you're offering. If you don't believe heavily in what you're offering them parents are going to smell that. Yeah. Yeah. And I think a lot of coaches associate objections like let's say a parent is like, you know, it sounds great but we can't commit to this amount of time, or what if, you know, Johnny has piano lessons on the same day, starting on this day. Like a lot of coaches tense up to when they hear these objections or obstacles that parent have on those calls. And I know one thing that's worked really good for me is, is when you get an objection like that. You agree with the objection, and you create a solution. And like, the only way you're going to be able to create a solution though is if you've had enough of those calls to then decipher well what can we do what can we agree to, versus just ending the call and saying Good. It's all about confidence, confidence, like we've confidence comes repetition, and you just keep keep going, because at the end of the day, you ever every coach wants results with their with their clients, right every coach wants their players to get better. But they're not going to get better if you're seeing them once a month. So you have to explain that to the parents and say right in order for your child to get the best results with me, I need to be seeing them once every week. Yeah. And if you put it like that in parents are going to say like do you know what okay this coach actually cares about my child, it's got coach actually wants good results with him. You see now understand that in order for that coach to work and get the best out my child. I need to bring him every week to see him to see this coach coach. Yeah. Yeah, because I mean, yeah, because the parents committed parents pay for results on committed parents pay for an hour babysitting. Whenever they whenever they feel like the time is right to drop off their kid to offload their kid. So that's why it's, that's why it's a really, really big difference between those who value the service, and those who just want to, you know, take their kids somewhere they want for an hour so they can just go do whatever they want for an hour. Great, man. Awesome. Awesome info. And if the UK coach is watching this right now, they want to get on a call with you and talk to you about their business, how, how can they get on a call with you. In two ways. You can email me directly make money coaching sports at gmail.com and we'll put that on the on the video right. And then the second way you can do it is in the link in the disc, there'll be a link in the description this video, you can click it and it'll take you to a calendar calendar, and you can just book a free 15 to 20 minute call. We jump on like, like we're doing now, I ask you some questions about your business, get to see where you're at, connect and show you some actionable tips you can take straight away with with your business. Perfect, perfect. Awesome man. Yeah, so any coaches that are watching this, go down right below this video, you can see the link in the description, you can see the comment link there. And if you want to check out Leo's free. Or you can shoot him an email at that email address we have there. Great. Thanks so much.