MM – Grow Up (for searchability) – Members

Grow Up Resource Index

By Katie Burd | June 3, 2024

Resource Index

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GYSP Basics

Let's Get Started

Watch this Getting Started Video
Navigating the Portal

Pricing Call Prep

What to do After a Pricing Call
Foundations of Studio Pricing
Value of Recurring Revenue
Things to Never Say About Pricing
How to Fill Out Pricing Sheet
Transparent Pricing
Transparent Pricing Per Session
Transparent Pricing Per Sessions-Editable

Operational Basics

Intro to Day to Day Operations
Day to Day Operations
Day to Day Operations Spreadsheet
Monthly Operations Spreadsheet
Glossary of Terms

Team Basics

Job Descriptions
Team Info

Membership Basics

Why Memberships Matter
Recurring Revenue Packages
Membership Document
T&C's Legal Document
Policy Questions to Consider
Additional Terms
Liability Clause
Safety Notices
Summary of Membership Policies
Third Party Buyer Playbook
Photo Release Form
Liability Waiver with Photo Release for CRM
Printable Liability Waiver with Photo Release

Navigating a CRM Migration

Software Migration Experience

Marketing Basics

Meta Ads Handbook
Meta Platforms Resource
Meta Ads Video Script
Meta Ads Canva Template
Meta Ads Copy Bank
Rejection Protocols
Words Not to Use in Ads
Studio Follow-Up Sequence
Meta Ads Rejection Protocols
Google Reviews
Setting Up Google My Business
Posting Events/Updates on GMB
Anatomy of a Landing Page
Google Ads Set Up
Google Ads Handbook
Performance Max vs. Search Campaign
Google Ads Copy Bank
Direct Mail Video
Direct Mail Source File
Canva Link
Branding

Legal

Introduction to Legal Video
Employee Handbook
Independent Contractor Agreement
Employment Contract Agreement
Simple Contract
Editable Membership Agreement
Summary of Membership Policies
Safety Notices
Terms & Conditions - Virtual Classes
Lease Negotiations
Lease Template
Sublease Template
Landlord Abatement Letter
Cease & Desist
Additional Terms
FTC's Click to Cancel
Music in Studios
Photo Release Form
Incident Report
Liability Waiver with Photo Release for CRM
Printable Liability Waiver with Photo Release

Foundations - Section One

1.1 Own Your Time

Intro Video to Own Your Time (Video One)
Own Your Time: Scheduling Your Implementation Video (Video Two)
How to Use Your Time Audit Template Video (Video Three)
Time Audit Template Download
How to Block Your Calendar Info Sheet
Podcast on Productivity
Christina Wolf’s Dare to Thrive Session
Pomodoro Timer

1.2 Lead Tracker

Intro Video to Lead Tracker (Video One)
Sales Basics: Understanding Terminology Video (Video Two)
Lead Tracker–Filling in the Custom Inputs Tab Video (Video Three)
Lead Tracker–Inputting Your Leads Video (Video Four)
Lead Tracker–Using Your Dashboard Video (Video Five)
Lead Tracker Download
25 Lead Sources to Consider Download
B2B Collab/Promo

1.3 Metric Basics

Intro Video to Metric Basics (Video One)
Using Your Metric Scorecard Video (Video Two)
Metric Scorecard

1.4 Client Avatar

Client Avatar Intro Video (Video One)
About Your Client Avatar Video (Video Two)
A Client Avatar Example Video (Video Three)
Client Journey Workbook
Client Avatar Bonus Workbook (fillable)
Client Survey

1.5 Client Journey

Intro Video to Client Journey (Video One)
The Client Journey Video (Video Two)
The Different Purchase Paths Video (Video Three)
Choosing Your Intro Offer Video (Video Four)
Client Journey Workbook
Purchase Path Workbook
Choosing Your Intro Offer Workbook
Intro Offer Workbook–Classes
Intro Offer Workbook–Privates
Intro Offer Workbook–Courses
Editable Overview of Touch Points Table
Editable FlowChart

1.6 The Pre-Purchase Path to Intro Package Leads

Intro Video to Pre-Purchase Path to Selling Intro Packages (Video One)
Pre-Purchase Path to Selling Intro Packages Video (Video Two)
Pre-Purchase Path: Lead Nurturing Scripts Workbook

1.7 Client Journey & Lead Tracker Audit

Intro Video to Client Journey & Lead Tracker Audit
Client Journey Pre-Work

1.8 Foundational Marketing Audit

Intro Video to Foundational Marketing Audit (Video One)
Walking Through the Client Audit Video (Video Two)
Marketing Audit

The Introductory Experience - Section Two

2.1 Lever Customization

Lever Customization Intro Video (Video One)
Lever Customization Video (Video Two)
Lever Video (Video Three)
Lever Downloads

2.2 Assumptive Sales & the Language of Selling

Assumptive Sales & the Language of Selling Intro Video (Video One)
Assumptive Sales Video (Video Two)
Who is Going to Sell This Video (Video Three)
4 Types of Buyers
Overcoming Objections
Sales Optimization

2.3 Crafting the Intentional Intake

Intro Video to Crafting Your Intentional Intake Process (Video One)
Intentional Intake Logistics Video (Video Two)
Crafting Your Intentional Intake Video (Video Three)
Intentional Intake Best Practices Video (Video Four)
Qualifying Questions to Build Rapport with Leads

2.4 The Intentional Intake Role Play

The Intentional Intake Role Play Intro Video
Overcoming Objections
Introductory Package 2 week Sales Script on the Phone
Intentional Intake for a 2 week intro offer-Yoga Studio- Short Version
Intentional Intake for a 2 week intro offer -Yoga Studio- Medium Version
Intentional Intake for a 2 week intro offer-Yoga Studio- Long Version
Intentional Intake for a 2 week intro offer with 3 Private sessions-Pilates Reformer-Short Version In Person
Intentional Intake for a 2 week intro offer with 3 Private sessions-Pilates Reformer-Medium Version In Person
Intentional Intake for a 2 week intro offer with 3 Private sessions-Pilates Reformer-Long Version In Person
Free first class-mixed modality- Short version-Phone
Free first class-mixed modality-Medium version-in person
Free first class-mixed modality-Long version-in person
Conversion Conversation Pitching the Sale
Overcoming Objections Financial Issues

2.5 Setting Up Your Website to Sell Intro Packages

Setting Up Your Website to Sell Intro Packages Video (Video One)
Websites that Work Video (Video Two)
Intro Package Website Design Video (Video Three)
Pop-Ups Video (Video Four)
Your Website Team & Platforms Video (Video Five)
Website Types Download
Anatomy of a Landing Page

2.6 Customizing Intro Package Automations

Customizing Intro Package Automations Video (Video One)
No Automations Video (Video Two)
Automation Workbook
Complete Automation Flow

2.7 Implementing Intro Package Automations

Implementing Intro Package Automations Intro Video

(Technical Videos)
LoyalSnap Overview Video
WellnessLiving Overview Video
Xplor/BrandBot Overview Video
Momence Overview Video
Automation Workbook
Complete Automation Flow

2.8 Incentivizing Your Team

Intro Video to Incentivizing Your Team (Video One)
How to Incentivize Your Team Video (Video Two)
Using the Commission Spreadsheet Video (Video Three)
Commission Spreadsheet

Financial Blueprint - Section Three

3.1 Understanding Crucial KPIs

Intro to Understanding Crucial KPIs Video (Video One)
Understanding Crucial KPIs Video (Video Two)
Crucial Studio KPIs Video (Video Three)
Metric Scorecard Download
Podcast–Overhauling Profits Through KPIs
Podcast--Assessing the Quality of Your Customer Experience Through KPIs
8 Crucial KPIs to Track in Your Studio

3.2 Tracking Your Crucial KPIs

Intro to Tracking Your KPIs Video (Video One)
Tracking Your Crucial KPIs Curriculum Video (Video Two)
Inputting Your Crucial KPIs Video (Video Three)
KPI Tracker Download

3.3 Goal Setting for your Crucial KPIs

Intro to Goal Setting Video (Video One)
The Goal Setting Process Video (Video Two)
Using Your KPI Tracker for Goal Setting Video (Video Three)
Reading the Goal Tracker Section of your Monthly Scorecard Video (Video Four)
KPI Tracker Download
CEO Makeover Podcast

3.4 Analyzing Your KPIs & Benchmarks

Intro to Analyzing Your KPIs Video (Video One)
Analyzing Your KPIs Video (Video Two)
Reading Your KPI Dashboard Video (Video Three)
KPI Tracker Download

3.5 Maximizing Your Revenue

Intro to Maximizing Your Revenue Video (Video One)
Maximizing Your Revenue Video (Video Two)
Increasing Your Average Client Monthly Value Video (Video Three)
25 Ways to Increase Your Revenue
How to Raise Your Prices Coaches Panel

3.6 Understanding Expenses and Profitability

Intro to Understanding Expenses and Profitability Video (Video One)
Assessing Your Current Situation Video (Video Two)
Conducting Expense and Profit Assessment Video (Video Three)
Expense Audit Video (Video Four)
How to Fill In the Class Volume Calculator Video (Video Five)
Expense and Profit Assessment Download
Class Volume Calculator

3.7 CEO Benefits & Basic Budgeting

Intro to CEO Benefits & Basic Budgeting Video (Video One)
Filling in Your CEO Benefits Video (Video Two)
Understanding the Proforma Categories Video (Video Three)
Using the Studio Proforma Spreadsheet Video (Video Four)
Studio Proforma: Forecast vs Actuals Template

(Additional Resources) - Profit & Loss Statements Video
High Level Profit Overview Video

3.8 Other Financial Principles

Intro to Other Financial Principles Video (Video One)
Credit Card vs ACH Video (Video Two)
Using the Expanded KPI Spreadsheet (Video Three)
Intro to Profit First Video (Video Four)
Using the Profit First Allocation Tracker (Video Five)
Profit First Allocation Tracker
Credit Card Letter Example
WellnessLiving
Momence
Insurance Recommendations for Studios (by Gild Insurance)
Profit First Overview Call with Eric

The Member Journey & Retention Strategies - Section Four

4.1 The Importance of a Member Journey

Intro to The Importance of a Member Journey Video (Video One)
The Importance of a Member Journey Video (Video Two)
The Economics of Retention and Important KPIs for Tracking Retention Video (Video Three)
How to Fill in the Member Journey/Retention Audit Spreadsheet Video (Video Four)
Member Journey/Retention Audit Spreadsheet

4.2 Member Journey Touchpoints

Intro to The Member Journey Touchpoints Video (Video One)
The Member Journey Touchpoints Video (Video Two)
Types of Touchpoint Surveys Video (Video Three)
Member Journey Touchpoint Spreadsheet
Touchpoint Scripts
Survey Workbook
How to Create a Google Survey

4.3 At Risk/Low Usage Clients

Intro to At Risk/Low Usage Clients Video (Video One)
At Risk/Low Usage Understanding Video (Video Two)
At Risk Guidebook & Intervention Strategies Video (Video Three)
How to Enter Data into Your Non-Usage Tracker Video (Video Four)
Member Journey Touchpoint Spreadsheet
At Risk Guidebook & Intervention Strategies Download

4.4 Maximizing Your Services

Intro to Maximizing Your Services (Video One)
Defining Service Maximization Video (Video Two)
How to Maximize Your Services Video (Video Three)
Price Sheet Templates
Utilization Challenge Playbook

4.5 Building & Reinforcing Studio Culture

Intro to Building & Reinforcing Studio Culture Video (Video One)
Culture Matters Video (Video Two)
Your Team's Role in Building Culture Video (Video Three)
Nurturing Your Culture for the Long Term Video (Video Four)
Culture Audit Download
Studio Mixer Ideas
Member Appreciation Video
Member Appreciation Events
Member of the Month Template

4.6 Celebrations, Milestones & Referrals

Intro to Celebrations, Milestones & Referrals video (Video One)
Retention through Celebrations and Milestones video (Video Two)
Referral Process Workbook
Referral Form Examples
Bring a Friend Week
Starting a Referral Program

4.7 The Renewal Process

Intro to The Renewal Process Video (Video One)
Renewal Intricacies Video (Video Two)
Renewal Process Video (Video Three)
How to Fill Out Your Renewal Tracker Video (Video Four)
Renewal Process, FAQs & Scripts
15 Renewal Incentives

4.8 The Cancellation Process

Intro to the Cancellation Process Video (Video One)
Creating Your Cancellation Process Video (Video Two)
Creating Your Exit Survey Video (Video Three)
Manually Tracking Cancellations Video (Video Four)
Cancellation Request Form
Cancellation FAQs
Exit Survey Example
Podcast: How to Save 50% of Your Cancellations

Demand & Lead Generation - Section Five

5.1 Getting Clear on Your Brand

Intro to Getting Clear On Your Brand Video (Video One)
Brand Archetypes Video (Video Two)
What is Your Studio's Why Video (Video Three)
How to Use the Studio Messaging Template Video (Video Four)
Bringing the Brand to Life Video (Video Five)
Brand Archetypes Playbook
Studio Messaging Template
Building Brand

5.2 Your Marketing Technology Stack

Intro to Your Marketing Technology Stack Video (Video One)
Tech Stack Theory Video (Video Two)
Leveraging Tech for Growth Video (Video Three)
Filling in Your Tech Expense Audit Tracker Video (Video Four)
Software Migration Expectations (Video Five)
Tech Expense Audit

5.3 Channels

Intro to Channels Video (Video One)
How Your Client Journey Influences Content Video (Video Two)
Navigating Your Channel Roadmap Video (Video Three)
How to Use the Content Planner Spreadsheet Video (Video Four)
Your Channel Roadmap
12 Month Marketing Calendar Content Planner
4 Types of Buyers

5.4 Campaign Basics

Intro to Campaign Basics Video (Video One)
How to Build Your Promotion Campaign Video (Video Two)
Building Your Campaign Client Journey Video (Video Three)
How to Build Your Promotional Campaign
Campaign Client Journey Builder
Keyword Research Spreadsheet
Pre-Purchase Scripts
Google Ads Training
Facebook Ads Training

5.5 Competitor Analysis

Intro to Competitor Analysis Video (Video One)
Why You Should Keep a Pulse on Competitors Video (Video Two)
Competitor Analysis-The Process Video (Video Three)
Competitor Analysis Audit

5.6 Search Engine Optimization (SEO)

Intro to SEO Video (Video One)
Keyword Research Video (Video Two)
SEO for Your Website Content Video (Video Three)
Technical SEO Review Video (Video Four)
Keyword Research Spreadsheet
Site Architecture

5.7 Marketing Strategy

Intro to Marketing Strategy Video (Video One)
Theory Behind Developing Marketing Initiatives Video (Video Two)
Marketing Initiatives Workbook Walkthrough Video (Video Three)
Establishing Your Marketing Initiatives Workbook

5.8 Tracking Your Marketing Progress

Intro to Tracking Your Marketing Progress Video (Video One)
Tracking Performance Video (Video Two)
Campaign Client Journey Builder

Operational Insights & Reflection - Section Six

6.1 The Foundations of a CEO Mindset

Intro to The Foundations of a CEO Mindset Video (Video One)
Embracing the CEO Mindset Video (Video Two)
The Pulse of Progress: Reflect, Refine, Retest Video (Video Three)
CEO's Bookshelf: Essential Reads for Studio Owners on the Path to Leadership

6.2 Reflection: Pre-Purchase Journey & Lead Tracking

Intro to Reflection: Pre-Purchase Journey & Lead Tracking Video
Reflection Scorecard
Reflection and Action Plan Workbook

6.3 Reflection: New Client Journey & Membership Conversion

Intro to Reflection: New Client Journey & Membership Conversion Video
Reflection Scorecard
Operational Insights Workbook: New Client Journey & Membership Conversion

6.4 Reflection: Finances & Profitability

Intro to Reflection: Finances & Profitability Video
Reflection Scorecard
Operational Insights Workbook: Finances & Profitability

6.5 Reflection: Member Journey & Retention

Intro to Reflection: Member Journey & Retention Video
Reflection Scorecard
Operational Insights Workbook: Member Journey & Retention

6.6 Reflection: Demand & Lead Generation

Intro to Reflection: Demand & Lead Generation Video
Reflection Scorecard
Operational Insights Workbook: Demand & Lead Generation

6.7 Reflection: My CEO Role & Leadership

Intro to Reflection: My CEL Role & Leadership Video
Reflection Scorecard
Operational Insights Workbook: My CEO Role & Leadership

6.8 Creating a 90 Day Plan for Priorities

Intro to Creating a 90 Day Plan for Priorities Video
Developing a 90 Day Focus & Action Plan Workbook

Posted in MM - Grow Up (for searchability)

Challenge Strategies

By Katie Burd | May 6, 2024 |

The purpose of the playbook is to help studio owners choose a challenge to run in their studio. This outlines the what, why, and how of running a challenge based on the studio’s goals.

Grab the Challenge Strategies Playbook

Posted in MM - Grow Up (for searchability) and tagged Mastermind Marketing Vault