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PushPress: All right, guys, kind of as people file in, we appreciate you guys taking the time today to spend with us, learn a little bit about Gym Software, whether you're a new gym that's gonna be opening, or a current gym that's just interested about software features, I think this is going to be a great webinar for you.
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PushPress: Kind of as you, filter in, feel free, drop in the chat, your name, name of your gym, or if you're a soon-to-open gym, you know, potential name for your gym, where you're coming out of.
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PushPress: We'll get started here.
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PushPress: Pull up our presentation… It's always the hardest part, making sure I share my screen correctly.
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PushPress: All right, guys, so once again, thanks for joining us today. Myself and Miguel are super excited to get to talk to you today about a little bit of software needs, what you'll have at your martial art gym, whether you have one now or you're soon to be opening one. So today, we're going to be talking about top 5 software needs to open a Martial Arts school.
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PushPress: Let's get into it. So, who are we? My name's Greg, you can see me here on the left. I'm a brown belt in jiu-jitsu myself.
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PushPress: I'm a 12-year gym owner. I'm in the fitness space, so I've run across the gym for 12 years, and then a shoot-off brand called X4 for about 3 years now.
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PushPress: My role over here at PushPress is I'm a growth and key account specialist, specifically in the martial arts vertical, so I work with a lot of our big
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PushPress: Jiu-jitsu, traditional martial art, boxing gyms, just to help them learn more and get more out of their system.
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PushPress: I think what's unique about me is I get to bring kind of the practitioner mindset from jiu-jitsu, as well as the gym owner mindset of running my gym for so long. So, super excited to talk to you guys today, about some software. And then I'll kick it over to my good buddy Miguel here, so he can introduce himself.
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Miguel Jurado: What's up, gang? Yeah, Miguel here. I am a Czechmat Blue Belt, training under Leo Vieira.
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Miguel Jurado: So, I'm also a gym owner, I had a CrossFit gym and a weightlifting gym for about 10 years, and my role here with PushPress is to talk with a lot of you guys, to see what we can do to help you out with your needs, to make operating your schools
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Miguel Jurado: a lot easier. So what I do bring is a lot of experience with being an operator, owner-operator, and also as a, you know, practitioner in jiu-jitsu. I am a hobbyist, I do, but I do compete quite a bit.
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Miguel Jurado: And as you can see behind me, I am a sneakerhead, like some of you guys are, so we can always chat about that.
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PushPress: I don't think you give yourself enough credit. Miguel competes quite a bit, even though he's a hobbyist, but yes.
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PushPress: Cool. So let's get into it a little bit. So…
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PushPress: I think the first thing we need to talk about is what are the walls we hit when we start a gym? Generally speaking, most of us come into starting a gym for one of two reasons. We're in love with the thing we're currently doing. For a lot of us, that's jiu-jitsu or a specific martial art, so…
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PushPress: We love that art, we want to learn more about it, we want to share that knowledge with somebody else, which is great, and that is the main reason why we should be starting a gym, but we need to have the things in place that will support us on that journey to being a profitable business.
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PushPress: hopefully we don't have to sleep on the maths for 5 years until we're making ends meet, you know? Or, if you are currently working a full-time job, maybe that transition from working a full-time job while kind of side-hustling the gym can be expedited so that gym can become your full-time gig.
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PushPress: Things that we generally see here at PushPress that… that kind of hold owners back is…
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PushPress: Losing sight of where your revenue should be. So generally, that's going to be stuff that has to do with lack of automation when it comes to billing, or failed payments, and no way to realistically follow up with clients in a
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PushPress: Concise way.
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PushPress: Other things we see is admin tasks take over. Again, getting back to why we want to start a gym in the first place, it's not because we want to be sitting behind a desk and scheduling appointments, and chasing down credit cards, and working on our website.
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PushPress: You know, chasing waivers, all those kinds of things. So, having a software in place, especially at the beginning of your gym that can take some of that stuff off your plate is huge. Not only are you going to be coaching a ton of classes out the gate.
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PushPress: But when you're starting that gym, all the little stuff starts to add up. You know, you gotta open the gym, you have to close the gym, you have to wash the mats, you have to do XYZ inspection from the city that you weren't planning on. So, whatever you can do to take admin work off your plate at the beginning is just gonna set yourself up for success down the road.
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PushPress: And last thing we're going to look at today, and kind of one of those walls we tend to run into, is just the loss of members over time.
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PushPress: So, we're gonna talk about some tools that we really like on the PushPress platform that's gonna just help keep your members engaged. Again, as a newer school owner, this is a lot easier to stay on top of. Let's say you only have 30 to 50 students
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PushPress: You probably know everyone's name, you're probably seeing them multiple times a week. It's really easy to stay on top of that, but as you grow and you start getting to 100, 150 students, maybe you have a few other coaches who are filling in with you from time to time, there might be students that go to your gym who you never even interact with.
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PushPress: So how do we as owners stay on top of making sure that they're engaged, they're coming to the classes, and they're getting out of their classes what they need?
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PushPress: Having software in place to help us with those things is, again, super important, because you can only do so much in your day-to-day without it.
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PushPress: Coming from there, we're gonna start talking about the top 5 features that we think are super important to get rolling in a martial arts gym.
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PushPress: So, we'll let Miguel take it away.
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Miguel Jurado: Alright, so recurring billing. You know, speaking with many school academy owners, not having recurring billing
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Miguel Jurado: it causes a lot of issues, because you don't know where your revenue's at, and actually, that was one of the main points in the previous slide. So, if you can re… automate
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Miguel Jurado: a lot of the billing as much as possible, and have it recurring, right? So you know where your revenue streams are each month. That's going to be the way to go, because those memberships, those payments, is basically the livelihood of your school. So, automate that as much as you can, and it can save you hours of processing or tracking. I do know
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Miguel Jurado: I have spoken with a lot of schools that will manually go into their bank and process payments one at a time for each member. That's a lot of work, right? And then they also have to track on their cards, like, which member paid. So automate that as much as you can, and
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Miguel Jurado: you know, gunning, like we see there. Automate even your failed payments, right? So, if your payments are not
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Miguel Jurado: processing again after a failed attempt, you're missing out on that, and that's a lot of extra admin work that you want to do, all right? Most, from my experience, most software companies will maybe do it once or twice.
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Miguel Jurado: If you can find one that can do it multiple days out, that will help you out, because we know, like, some people, a lot of our clients have different payment
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Miguel Jurado: or pay periods, right? So it all is in random dates. Also, what I would recommend is getting two payment options.
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Miguel Jurado: Some software, you know, some people just take credit card. Take ACH, you can.
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Miguel Jurado: plus ACH is cheaper for you guys as far as processing fees go, right? And…
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Miguel Jurado: One benefit of having those two options is now you can actually have two payment options, having both, credit card or ACH, so if one fails, you can always run the other.
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Miguel Jurado: and, yeah, you know, you just don't want to spend so much time chasing… chasing payments as…
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Miguel Jurado: Because that takes away just from the different aspects that you guys want to do at the gym, which is coaching and…
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Miguel Jurado: Thinking up of new ways to grow your business.
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PushPress: I think a big thing we see in the space is a lot of people don't want to pay card fees, which I totally understand, but at scale, you have to kind of decide, where do I want to spend my time?
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PushPress: Is it gonna be growing my business, or is it saving this 3% on every credit card transaction that's taking up hours and hours of my time?
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PushPress: Right? And then I think the other thing that's really cool and something that our software allows you to do is also the ability to pass that fee if you need.
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PushPress: So like Miguel said, taking multiple types of payment, that's something I do at my facility. So we offer an ACH discount for those who decide to pay via ACH, because it's cheaper for us, but then we also require them to have a credit card on file, so if there is an instance where, let's say, like you mentioned, their pay period is off from when they're normally getting billed from the gym for some reason that month.
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PushPress: we can run the cart as needed. And then…
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PushPress: again, as you said, right out of the box, PushPress allows you to retry payment automatically for 7 days, and there's no charge to you for that. What's the other thing I would look into, if you are using a processor who will retry payment for you, is there a charge associated with that repayment try? Because those can stack up pretty quickly.
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PushPress: No, that was great. Thank you, Miguel.
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Miguel Jurado: Yeah, and also one of the things I was gonna… I would mention, too, is,
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Miguel Jurado: you know, I know it was actually brought up to me yesterday that this academy is paying an exponentially larger amount because they have a lot of clients that use their Amex cards or rewards cards.
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Miguel Jurado: Those cost more.
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Miguel Jurado: Right.
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Miguel Jurado: you know, with using… with using PushPress, you know, I don't want this to be a PushPress thing, but PushPress, work… in us working with Stripe, there is actually no markup for American Express or the rewards cards. It's the flat published rate on the Stripe website.
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PushPress: Right, which is huge, because like you said, that stuff just starts to add up, especially if you have a big client base who all uses American Express. Great point.
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PushPress: Cool. Feature two we're going to kind of dive in today is private lesson and appointment management. So, like all gyms, there's a huge revenue stream that can tend to go untapped in the private lesson market. I think especially if you're a martial arts school, I've seen lots of gyms build in
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PushPress: private lessons into monthly memberships, which I think is awesome. You know, you want your people checking in with your coaches every now and then to be sure they're progressing the way you want them to.
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PushPress: that they're getting the attention they think they need and deserve from their coaches, and also it's, again, just a great way to make some money, not only for you as a business owner, but for your coaches as well. Leaning into private lessons is a great way to
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PushPress: compensate coaches when we know we can only pay so much to teach a one-hour class. So, I'm a huge proponent of private lessons in all fitness models, in all martial arts models.
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PushPress: But what's the issue here we get into if we do have a very robust, private lesson
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PushPress: suite. It's gonna be scheduling, right? So…
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PushPress: how do members book with your coaches is a huge asset for your business. You know, I have been guilty of, when I first opened, like, how do I schedule my appointments?
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PushPress: I text my clients once a week to say, hey, when are you coming in next week? And I write it in a day planner, right?
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PushPress: When I was a one-man show, that was fine, that worked great, because I was the only one whose schedule I had to manage. I'm a bit older, I have a wife, I have a family, I have seven coaches who coach under me. You know, I need to know, is the gym available at that time? I need to know, does my kid have soccer practice, etc, etc. So, I have a lot more moving parts now. So, within the PushPress app, what's really great
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PushPress: is…
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PushPress: as a coach and an admin, you can go in and set your working hours, and then also sync your Google Calendar to those working hours. Once you've done that, if something does come up in your private life, you know, you have a doctor's appointment, you have to take your kid to soccer practice, if you block that on your Google Calendar, that will then reflect in PushPress, which is huge.
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PushPress: Because then I also now push all of my clients to automatically book their own sessions.
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PushPress: So, a lot of my clients are on kind of a consistent weekly basis, so I just have them booked on recurring appointments.
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PushPress: But for those of them who kind of book as they go, rather than having to text me and me having to take some time to go back and forth with them to find that perfect time, I say, hey, jump into the app, take a look at what I have available, book whatever time works for you. They book that.
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PushPress: they're gonna get a confirmation message, I'm gonna get a confirmation message, it's gonna be added to my calendar, and it's just a great time savings, you know? Again.
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PushPress: Is this super important in terms of time saving right now, if you're a brand new gym not doing a ton of privates? Maybe not, but every single
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PushPress: The minute you can save is valuable to you in the end… at the end of the day, when you're working on your business, and getting these practices in place now will help you grow more smoothly over time.
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PushPress: And then obviously, last thing that's great about this kind of feature is just going to be the ability to track that session history within your platform, versus, let's say, down the road, you have to charge somebody, and you're like, oh, you bought a 10-pack last time, you know, did you want to re-up your 10-pack? And you're like, well.
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PushPress: I think I've only used 9. Like, well, now I have to go back and look at my calendar and count, like, huh, did he buy it on this day? Did he buy it on that day? Where within the PushPress platform, you can just go in and see, look, here's the 10 appointments we did together, here's the time, here's when you paid, and you're in the clear, right? So just take some of that guesswork out of it, and then just
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PushPress: Streamline that process will save you a ton of time and a ton of headache.
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Miguel Jurado: Yeah, go back real quick, Greg. On the private lesson appointments, this is something for you guys to consider, and this is actually a pretty cool feature of
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Miguel Jurado: Within the PushPress app.
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Miguel Jurado: When I ran my gym, I created what we called hybrid memberships, where they had classes plus privates.
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Miguel Jurado: Now, you can set that up in your… still in the system, where they've got their classes, but they can also book their own appointments weekly, or even set it up as a recurring weekly appointment. That… that's, you know, added revenue for you guys, added revenue for your coaches. So just something to think about.
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Miguel Jurado: With… with the tools that can be available for you, hopefully in any of the software company… software platforms that you're using.
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PushPress: 100%. Yeah, I see, I see the traditional martial arts schools tend to lean more into that hybrid program, and I think us as more of the combat sports side of, the martial arts field, we could do some good of learning from that lesson of, hey, let's build in a private once a month, you know, they're still gonna pay for it monthly, you're not giving it for free.
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PushPress: Right? So let's say your monthly membership is $150, and you're charging $100 for a private. No, your monthly recurring cost now to that member is maybe $250, but with that, they get unlimited classes and that one private that they can self-schedule. That's a huge bump in revenue and a huge bump in average client value that I think is super valuable. And I think a lot of our students
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PushPress: would want that, but probably don't even know that they can ask for that. So, you know, think of what they need, and then provide it for them.
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Miguel Jurado: Exactly.
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PushPress: Going to feature 3.
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Miguel Jurado: Alright, easy intake for trials and leads. Now, I've seen a hundred thousands of your guys' websites.
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Miguel Jurado: Some of you guys, like, it's hard to book a trial class, and you want to make that easy. What I've seen, you know, if you got your process, you got your process, totally cool with that. Like, I want… for me, I want to make it easy for my prospects to sign up
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Miguel Jurado: At my school or my gym, right? So…
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Miguel Jurado: let them go to your calendar, or pick… have a call to action on your website about your trial classes. Click it, let them book it, enter in their profile info, sign the waivers before they even show up to class.
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Miguel Jurado: it makes it so much easier for you guys, and less of a barrier to entry. And the reason why I bring that up is, as many people will say, hey, you want to do a trial class? Cool, give us your contact info, and we'll reach out to you.
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Miguel Jurado: early stages of me being a gym owner, that would take me sometimes a day to get back, and for me, I think that's already a lost deal. I think stats…
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Miguel Jurado: have it across to where if you're not responding to a client within 5 minutes, you've lost that deal, right? Or that prospect. So, make it as easy as you can. Also, it's going to be less paperwork for you if they can sign their waivers online.
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Miguel Jurado: Cause you don't have to have…
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Miguel Jurado: you know, what is that, bankers' boxes throughout your gym of all the waivers, which get lost, which get damaged, right? And then automate as much of that as much as you can,
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Miguel Jurado: you know, I know some people don't want to deal with automations, it doesn't seem, personal, but you can always edit that, make it more personable, and you can always intervene, too, right? I had…
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Miguel Jurado: my automations run through, and I would still call on that first day, just so that they can put a voice to, to the name. Alright,
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Miguel Jurado: You know, and having an easy intake form would actually make it easier for your prospect to actually eventually sign up to a membership, because all they have to do is, if…
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Miguel Jurado: On their app, they just hit Upgrade or Add Membership, or after they've done their trial class, you just hit add membership, as opposed to re-entering their information onto whatever platform you're using.
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Miguel Jurado: Right? And also, one thing, like, I would say, too, is part of your intake for your trials and leads is have a SOP standard operating procedure for your trials and your onboarding.
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Miguel Jurado: Right? I think just from visiting a lot of places, you know, if you have a trial person coming in, give them a loaner gi. It makes them feel like they're part of the group, as opposed to being the guy in the gi class wearing shorts and a t-shirt.
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PushPress: Right?
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Miguel Jurado: they're already put off, and they're like, I don't know, I can't… and I can't experience it, because I'm not experiencing the grips.
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Miguel Jurado: Also, and I think this is the biggest thing, and this is a joke I see a lot in a lot of the Facebook groups, partner them up with a student that will take care of them and not beat up the trial guy. You guys know who you are, right? There's some gyms where the whole group wants to beat up the trial guy because they got beat up.
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Miguel Jurado: Yep.
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Miguel Jurado: You know, and then also create a system for them to follow up with them if they don't sign up after their trial class.
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Miguel Jurado: So that's just what I've seen. Again, those are going to be from experiences for me as a gym owner, experiences from dropping into other… other academies,
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Miguel Jurado: Those can go a long way, and it can make that decision to sign up with your school or your academy that much easier.
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PushPress: 100%. Yeah, I think, like you alluded to, we travel a lot for work, you know, we're usually on the road once a month, give or take, and especially if we're in an area we haven't been before, it's kind of shocking as a gym owner that
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PushPress: Sometimes we'll have to reach out to 3, 4, even 5 gyms, and kind of have to go through multiple channels just to figure out, like, what's their schedule for the week.
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PushPress: Do they offer a trial? You know, usually for us, we're buying a drop-in, not a trial, but essentially that intake process is the same. So I can't buy a drop-in from the website, I have to maybe text or call a number, I maybe get a text or a call back.
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PushPress: Maybe their website isn't super user-friendly, or it doesn't have contact info on it, so maybe I submit a form, and they're gonna reach back out to me, but then I don't know if they're gonna reach back out to me or not. So maybe I message them on Instagram, hoping they'll get back to me there.
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PushPress: And like, again, you know, me as someone who's traveling at that time, I don't think is much different than someone who's gonna be a trial.
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PushPress: You know, if I'm looking at your website, and I want to come in for a trial class, and I have to message you 3 different places, or try to wait on you to get back to me, I'm probably looking at the 2 or 3 other gyms in your area, and whoever gets back to me first is gonna get my first trial class, right?
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PushPress: And, like you said, Miguel, speed to lead is huge. If you're not the first one answering, you might not get that second shot at them, you know? Hopefully, you do. Maybe they go.
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PushPress: to that other gym, it's just not the right fit or vibe for them, and maybe they circle back to you. But, you know, as an industry, we're all improving time and time again, so if this gym up the street has a refined process and a really good intake process.
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PushPress: and they get to it first, more than likely, you're not going to see that person through your door. So, speed to lead is super crucial, and that easy intake on the website is a big part of that.
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Miguel Jurado: Definitely. And if I could just add, if your school
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Miguel Jurado: Is… is at a city where there's a lot of travelers.
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Miguel Jurado: make it easy for your drop-ins to come in. I'm all… I believe, you know, being a former owner, like, if I'm dropping in at your gym, I want to give you
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Miguel Jurado: my money, I don't expect a free class, but make it easy for me, because I am on a time crunch, and if I have to search about which gym is going to allow me to drop in.
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Miguel Jurado: I may not just not do it at all, and just maybe just go sit in my hotel room or walk around, right? But speed to lead, and this is a personal experience right here, I had a prospect reach out to me
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Miguel Jurado: After I found out, I was actually the fourth gym they reached out to, but I was the first to respond.
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PushPress: Yep.
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Miguel Jurado: they ended up signing up with me and bringing their entire family with me, so I ended up getting 5 people
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Miguel Jurado: They were… they were, members of my community for 7 years, and for 7 years, they crossed all 3 gyms every single day, right? So, speed to lead is going to be important, and then, of course, creating an environment that they want to stay in, but
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Miguel Jurado: If you don't respond, you miss your first crack.
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PushPress: 100%.
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PushPress: Beautiful. So we're gonna get into feature 4 here. We're gonna talk about a member app. I think specifically in jiu-jitsu and martial arts as a whole.
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PushPress: We haven't put a lot of emphasis as a, as a segment on the…
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PushPress: importance of a member app. At the end of the day, I think we all talk about building a community within our four walls.
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PushPress: But we all know…
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PushPress: in today's day and age, everybody is so hyper-connected to their phone, so being able to also be a part of their lives outside of your four walls is super impactful, right? And obviously, we can do that in a few different ways, whether it's through Instagram, Facebook, etc, but one of the best ways is just having a straight shop portal to interact with your business whenever your member needs you. So for us, that's going to be through our member app.
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PushPress: We have a version of the member app called the Branded app, which is super cool. I use a branded app at my facility, so on your… on your member's phone, it would say, you know.
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PushPress: Gracie Jiu-Jitsu Panama, or whatever the name of your gym is, and it'll have your icon in there, and you'll be able to have your own app, you'll be able to put pictures of your own clients in there, which is really cool, because it sets you apart, it makes you look a little bit more professional.
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PushPress: As a new gym, maybe that's not quite in the cards or in the budget for you yet, but you still have access to our standard member app.
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PushPress: So, in that member app or the branded app, you can do a ton of stuff as a member that, again, is just gonna save time for you as an admin or an owner.
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PushPress: So, things I really like to hit on that, again, are overlooked, I think, in the martial arts space is just the ability to reserve a spot in class.
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PushPress: I know traditionally for martial arts, reserving spots in class is not super necessary or needed, and even if you're not a reservation-heavy gym, you should be having your members check into your classes. Whether you're checking them in on an iPad when they come in, whether they check in themselves on an iPad when they come in, or if they check in from their member app when they walk through the door, that's valuable data that you guys need to have
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PushPress: to track your members' journey, and also track the health of your gym over time. The check-in is such a valuable metric to track. You can see members that are falling off, you can see class times that are under or overperforming, you can see coaches that are doing well or doing poorly.
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PushPress: So, really ingraining, especially as a new opening school, that you have to reserve and have to check in. I… you will be so ahead of the game, it's not even funny.
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PushPress: I fully empathize with the gyms that have been running for 5, 10 years, and who have never done a check-in ever, that it's a really hard pivot to get your community to do. However, if you're opening a new school, like, that's just what you guys do from the get-go, and those schools
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PushPress: arrive long-term. So I fully, fully, recommend using the reservation and check-in system.
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PushPress: Other really cool things you can do within the member app, kind of like we talked about previously, they have the ability to self-book private lessons and appointments right from the member app, which is huge. Takes admin time off of you. They can purchase the private lesson right from the app with their card on file. You get paid before that lesson even happens. They reserve the time, you get the notification, they come and they do their lesson, and you guys are good to go.
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PushPress: So, great, workflow there for you.
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PushPress: You also have the ability within the app to track their progress on things like a committed club or their belt level. So we'll get a little bit into rank tracking later, but talking to our committed club feature.
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PushPress: something that's been super effective for all of our gyms in fitness as well as martial arts is the idea of a committed club. So, with martial arts, we already have what we would call a milestone program in place, which is going to be our belt tracking. However, belt tracking isn't good for tracking commitment level month to month.
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PushPress: Belt tracking, we would call that a milestone because it's a very long-term goal. So something that's super helpful that we've seen a few of our jiu-jitsu gyms in particular really take up is this committed club feature. So what you can do with this is set something like, hey, if you attend class 12, 15, 20, whatever you decide the number is.
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PushPress: times per month.
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PushPress: You get added to our committed club.
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PushPress: With those Committed Club people, you can do really cool shout-outs on social media, you can include them in your newsletter, and what we recommend is doing some kind of recognition. At my facility, we do something very simple. The first month they hit the Committed Club, we gift them a branded water bottle, and then every month after that, they get a unique sticker that we do every single month.
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PushPress: And…
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PushPress: I think especially for kids' programs, this would crush, but it's really funny, the adults, like, if I'm a little bit late on ordering my stickers, I have people texting me, hey, it's the second week of the month, why haven't our Committed Club stickers come in yet? And these are grown-ass people.
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PushPress: So people want that sticker. They earn that sticker, and you know, I've seen people… it's the last week of the month, and they're 7 classes behind. They're gonna be at the gym every single day that week. So just a great way to incentivize your people to keep showing up.
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PushPress: And, you know, it's also a great opportunity for things like upsells.
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PushPress: And just to make sure people don't churn. If they're coming to your gym.
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PushPress: they're not gonna leave, right? So incentivize them to keep coming, and let's say the Committed Club is 15 classes a month.
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PushPress: and this person's on a two-a-week membership, they're gonna come twice a week, they can never hit the committed club, maybe that's that little bit of fire to get them to upgrade to start training more. Which, the more they're training, the more they're gonna stay on the mats, the longer they're gonna stick around. So it's a win-win-win.
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PushPress: The last thing I want to highlight… oh, go ahead.
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Miguel Jurado: No, I was gonna say, I've had… I had,
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Miguel Jurado: one academy tell me that their client actually came back early from their vacation because they had two classes to make before the end of the month, or their streak for their committed club would end. Right. That's pretty wild, but, I mean, that's commitment right there, right?
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PushPress: Right?
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Miguel Jurado: And also, with Committed Club, Jiu-Jitsu Academy that's on our platform, they weren't sure that the Committed Club was something that would work for them, but once they instituted it, they actually saw their attendance increase by 30%.
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Miguel Jurado: Now, this is a school… this is a school that has 700 students, and then having that increase by 30% is wild.
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PushPress: Yeah, that's huge, you know, and like you're saying, the more you can get people on the mats, the less likely they are to leave, is what it comes down to at the end of the day.
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PushPress: Last feature in the member app I always like to shout out is just our community social feed. So…
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PushPress: old-school CrossFit days, back when I first opened my gym. Most of the gyms, and I think this is similar in jiu-jitsu, would have a group chat, or a Facebook page, or a Facebook group, where they had all the members, and you know, they'd post announcements and things like that within there. We had that built right into our member app, which is great, because it's a way you can build community, again, outside the four walls.
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PushPress: We'll have people posting there about fundraisers they're doing for their kids, invitations to parties or cookouts over the summer for the other members.
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PushPress: We'll post announcements from the gym in there, you know, we can do birthday shoutouts, anniversary shoutouts. So it's just a really great way to centralize all your communication versus jumping back and forth between group chat A and Facebook group B, and it's all in one centralized location that, again, is just gonna streamline your processes down the line.
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Miguel Jurado: Yeah, and
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PushPress: Okay.
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Miguel Jurado: You know, you touched on the branded app. The branded app…
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Miguel Jurado: again, it's a nice thing to have, but it's a clutch when you have it, right? Because it's a nice marketing flex. I was always, you know, when I had my gym, I was always at the coffee shop doing work, and if I do talk to somebody, and I tell them, hey, download my app.
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Miguel Jurado: And they'd be like, wait, you have an app? I'm like, yeah, man, I'm… it's a legitimate business, right? So, it's a cool flex to… to have all the time.
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PushPress: 100%. Yeah, it just makes you look professional. Like, yeah, I have my own app.
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Miguel Jurado: Yeah.
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PushPress: Beautiful. Last, what we would consider a core feature here we're having Miguel go over, is going to be our digital waiver system.
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Miguel Jurado: Alright, so digital waiver system, and I think I touched on this a few slides ago.
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Miguel Jurado: I believe it is 100% crucial to have your waivers be digital instead of physical.
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Miguel Jurado: one thing with having digital waivers, you can get it out the way right away. Get it all set before they even walk through the door, right? And, as part of the PushPress system, once they've signed that, and you can see your lead come in.
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Miguel Jurado: If they've signed the waiver.
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Miguel Jurado: all greens, good to go. If not, you'll have that alert, so that when they come in, just be like.
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Miguel Jurado: Hey, John, like, I noticed we didn't just get your waiver signed up online, let's get you to do that right now.
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Miguel Jurado: This, you know.
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Miguel Jurado: as much as it can, it will protect you, somebody saying they didn't sign any waivers, right? With physical paper waivers, there is a lot of room for that waiver to be lost.
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Miguel Jurado: destroyed, not even… or not just not even signed, right?
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Miguel Jurado: I know, I've spilled coffee on waivers before, and crap, I gotta get a new one. So, and also, like, again, I mentioned earlier, like, you're gonna have stacks of…
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Miguel Jurado: banker boxes, or a file folder, and you have to search through that, which is… which is just a pain in the butt, because now it's taking up space in your gym, right? Or in your garage, anywhere it is.
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Miguel Jurado: But it's… it seems… it seems a little old for me, too, right? And…
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Miguel Jurado: before I, before I go, it doesn't old, I'm 51 years old. I've been here before. I've been here the longest.
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Miguel Jurado: I hate papers, I hate paper… you know, with the system, you can still create a paper trail without having physical paper, right? And, you know.
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Miguel Jurado: you want to get that up front so that it's safer and just protects your gym, right? I've…
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Miguel Jurado: You don't want to discover When it's too late.
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Miguel Jurado: That the waiver was never signed.
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Miguel Jurado: This is what we talked about earlier, like, having your intake be easy. Get that waiver done right away. Now.
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PushPress: Nope.
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Miguel Jurado: If I asked you guys right now to pull up a waiver for any of your students, members.
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Miguel Jurado: How long would it take you to bring that up?
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Miguel Jurado: Alright, so think about that a minute. Do I have to go across the room, find the box, search through all that stuff? That's a lot of work.
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Miguel Jurado: Right? And, one of the cool things, actually one of the cool features with the waivers within PushPress is actually it's integrated with our PushPress insurance company. So they have that data in the event that there is an incident that occurs, it's there, right? And it's backed up.
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Miguel Jurado: if you guys… hopefully everybody has insurance, your insurance company is going to want to require waivers, so this is the best way to keep that in there. And, you know, again, this is just something that should be automatic and part of your operations. If it's not.
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Miguel Jurado: Let's get started on it. Reach out to us, and we'll figure out how to help you guys set that up.
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PushPress: For sure. And I think, like you said, you know, having it be a part of that intake process.
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PushPress: Even with that really easy, streamlined intake from the website.
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PushPress: sometimes people will, you know, half sign up, or sign up and forget to sign the waiver. That check-in balance we have in place as well, talking again, referring back to the importance of that reservation and check-in metric. The other thing that's great is if you as a coach
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PushPress: or that member or that lead goes to check-in at the front desk before class, it will flag to them, hey, you haven't signed your waiver yet, and they can sign it right from their phone or from the iPad, which, again, is just another check-in place where you don't have to have in the back of your head of.
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PushPress: oh, shoot, did Tommy sign a waiver before he stepped onto the mat today? You know, if you are showing them checked into class, you know that means their waiver is on file and you are good to go. So just take out any of that guesswork and just protect yourselves. You know, knock on wood, we never have to use a waiver and never have to use our insurance.
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PushPress: But worst case scenario, we need to make sure we're protected as a business owner at the end of the day.
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Miguel Jurado: Agreed.
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PushPress: Beautiful.
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PushPress: So, those 5 features are going to be kind of the core of what we are saying you need to have at your base level to open a martial arts school.
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PushPress: Biggest thing and biggest takeaways from these is making sure your revenue is coming in, predictably, making sure that you have easy workflows to book privates, sell plans, get members and leads and drop-ins through the door super seamlessly.
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PushPress: Have an app in place where you can start building that community long-term, not just on the mats, but outside your four walls. Then last but not least, definitely not least, is making sure you have some type of waiver system in place that's going to protect you in the long term, if there is ever any instance where you need a waiver, and you need to go to some kind of insurance issue.
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PushPress: So these, again, are going to be, like, our five must-have tools. However, we know we're talking to martial arts gym owners, whether current or soon-to-be martial arts gym owners, so the one feature we definitely wanted to hit on
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PushPress: As a really, really good bonus feature, is gonna be our rank tracking.
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Miguel Jurado: Yeah, man, so ranked tranking is one of those features that it's nice to have, but you still want it anyways, right? I know a lot of guys, I know where everybody's at by memory, but when you ask them when you promoted somebody last, they're like.
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Miguel Jurado: I don't know.
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Miguel Jurado: It's time to promote them, right? So, yeah, 100%, you need to have a belt tracking feature in the software that you're using.
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Miguel Jurado: And one of the ways to have it, you know, work for you guys is have it directly connected with your software and with the system. One of the things I know that PushPress does is, as you check in, it will count a tally
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Miguel Jurado: in the profile, in the rank tracking suite, of how many classes John has attended as a two-striped white belt.
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Miguel Jurado: And so on and so on, right? And you can even set criteria of when people can get promoted. It doesn't necessarily mean you'll promote them, right? Because we all know there's some people who are just not ready to be promoted, even though
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Miguel Jurado: they've been at whatever level for X number of years, right?
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Miguel Jurado: So it's still to your discretion to promote somebody, but having the big picture of where you're at, especially, like.
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Miguel Jurado: Knowing how many white belts you have, how many blue belts, purple, on and on, so you could track,
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Miguel Jurado: your spread of your students, right? Are you too bottom-heavy with white belts? Do you not have any advanced belts? Right? And that's not to say, like, hey, I'm going to promote these white belts so I can have blue belts. Definitely, I'm not saying that.
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Miguel Jurado: I'm not a professor, so that's not… that's not my call. But, you know, I think a healthy… healthy school, healthy academy is a very mixed, diverse academy, right? Now, if you are a brand new school, you are going to be bottom-heavy.
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Miguel Jurado: But, you know, if you can get your marketing going, maybe you'll have some new transplants coming in, right? And go from there.
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Miguel Jurado: But one of the things that, actually, we have on PushPress is, like, especially if you're a gym that has multiple programs.
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Miguel Jurado: you've got jiu-jitsu, you've got wrestling, you've got striking, you've got MMA, traditional art, martial arts with, like, karate or Aikido, Aikido, right? You can actually create filters where, when you check into that class.
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Miguel Jurado: it will only count for that class, so they're not double or triple dipping, which then you'll be like, how is John supposed to get promoted to Blue Belt? He's only been here for, like, one month, right? Two months. Now, those are just extreme, examples, but you want to make sure that they're getting credit for
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Miguel Jurado: the classes they're attending, so that you can promote them appropriately. And then also…
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PushPress: bright art.
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Miguel Jurado: Yeah, and then also, like, you know, if you are doing testing for promotions.
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Miguel Jurado: You can create an event within PushPress and actually invite only the people who are going to test.
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Miguel Jurado: So that way, like, not everybody shows up, and they're like, yeah, you're not ready to test today, which can create an uncomfortable situation between you and your student, right? So, invite who only needs to be invited, and then take it from there.
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PushPress: And I think this really harkens back to kind of the idea of…
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PushPress: This is definitely something that you could do on paper with, you know, your attendance cards. We've seen people do that for years, and I think as a new school owner.
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PushPress: you know, that's definitely easier, but it's better to get these good habits and practices in place now, versus trying to change them down the line, where it's going to be a complete culture shift, which is much harder to manage. As an experienced gym owner, anytime you try to shift culture or program.
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PushPress: no matter how you do it, even if you think it's a net benefit for everyone in the gym, there's always going to be detractors, and it's going to be an issue. And I think, like you said, there's definitely some of us as instructors who are like, yeah, I know where that guy is, like, yeah, he's a purple belt, but like you said, you asked, okay, when did you promote him? And they're like.
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PushPress: oh, I can't really remember, you know? It was maybe around Christmas, and it's like, well, actually, it was two Christmases ago, and you know, even though
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PushPress: you don't know the exact day, that student probably knows the exact day, and whether they're ready to promote or not, you could be building some animosity there that you're not even aware of, because you're just not on top of where they're at in their journey.
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PushPress: And I think another thing, being super metric heavy myself, and like you talked about.
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PushPress: Using rank tracking to kind of, like.
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PushPress: check on the health of your client base, especially in martial arts, is a super unique and cool niche of, you know, are you super top-heavy or super bottom-heavy, in terms of your belt rankings? Like, hey, if you're a gym and you have only… you got 50 members and 30 of them are black belts, I'm like.
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PushPress: are all those black belts beating up all the white belts, and now no one is staying? Or in the reverse, you know, if you only have white belts, it's like, okay, do we not have… you know, if you're a new school, you're definitely going to be bottom-heavy, like you said. You're gonna have a lot of new students.
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PushPress: But it's also like, okay, we only ever seem to have white belts. Are you not retaining people long-term? Are you not developing people into more well-rounded students where you are promoting them over time, right?
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PushPress: Or are they getting their blue belt and they're leaving because they think you can't offer them a higher level of expertise once they start going into those colored belts? So those are all…
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PushPress: really great ways we can use the rank tracking system to, like, diagnose our business as well, versus just using it to promote. Obviously, that's the primary function, but there's a lot more you can get into, and if you're just on…
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PushPress: punch cards, that's gonna be impossible to do. Or if you have a report like this, you can dig into those metrics, so I think it's super valuable.
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PushPress: For sure. Beautiful.
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PushPress: There we go. Perfect. So, for those of us who are looking to open a gym sometime soon, we'd love to sit down and have a talk with you. I think something that's super unique about PushPress is a large majority of our team are current or former gym owners.
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PushPress: Especially in the martial arts space, if you're getting on a call with one of us, we're gonna be current practitioners.
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PushPress: potentially a school owner ourselves. So, jump on, pick our brain. We've been there before, and we're just here to help you in the best way we can. I think, again, we're really uniquely positioned in that way as a company of… we walk the walk and talk the talk, so…
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PushPress: Give us a shout if you have any questions about opening your school or what you need in software. We're here for you. And then even, too, if you're an established school owner who's on today's webinar, feel free to give us a shout, too, if you want to see what else is out there, if you're using a different platform currently.
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PushPress: After that, we're gonna open it up for a little bit of Q&A. So, some Q&A that we kind of queued up, because we knew these would be questions going into it. We'll kind of go through these first, and then if there's anything else, we'll wrap back around.
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PushPress: Cool. So, first question, what should I set up first with billing when I open my gym? So, I think this is a little bit of a loaded question, because obviously the first thing you need to set up is going to be your payment processor. So, for us, that's going to be Stripe. You have to set up Stripe to start.
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PushPress: After that, this could kind of go in a few different directions. So you need to decide what payment types are you taking. Like Miguel alluded to earlier in the webinar, we have the ability to take credit card as well as ACH.
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Miguel Jurado: I've been.
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PushPress: and cash, of course, and cash. I'm a big proponent of ACH. Your processing rate is way lower, so it just saves you cash down the line.
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PushPress: That being said, as Miguel said with cash, you can always take cash, but now you're potentially having to chase that person down month to month, so I personally do not accept cash unless somebody is prepaying a year at a time. So if they want to prepay in cash, I will take cash for a one-year commitment. That's the only time I take cash.
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PushPress: And then, along with that, with billing, is then you obviously have to figure out what your rates are gonna be. Kind of a unique feature within PushPress is we pull in some data around gyms of your gym type in the surrounding area to kind of help you set price points for your memberships.
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PushPress: Because that's another thing where you want to be intentional about setting your price points.
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PushPress: When you open, because you don't want to start too high or too low, so then you're either having to, like, discount really heavily out the gate, or long-term, you're having to make big membership jumps just to kind of get back up to market rate to make some money.
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PushPress: So, you know, be smart about where you're pricing your memberships in your area. You don't have to be the most expensive, you don't have to be cheapest, like, I'm a big proponent of being middle of the road. And then as you grow and establish yourself, charge what you're worth, you know?
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PushPress: I'm gonna kick this one to you, Miguel, being more of the sales guy over here. How do you convert more trial students into long-term members? I think you touched on this a little bit in terms of…
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PushPress: you know, having a true onboarding SOP and flow, any specific things that, when you've done a drop-in or a trial at a martial arts school that really stuck out to you, that would have, like, you know, obviously you're usually doing a drop-in, not a trial, but anything stick out for you where it's like, oh, if this was my first class here, like, I would sign up for this gym because they did ABC really well?
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Miguel Jurado: Gotcha. Yeah, one of the biggest things is converting students in and keeping them long-term. One would be, again, the SOPs, your onboarding.
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Miguel Jurado: new clients, that has to be there, right? So not just… not just up to the trial, but the first 3 months that they're there. You've got to take care of them, right? And this is where I'm a big proponent of automations, because…
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Miguel Jurado: the system will help me with that, right? It'll check in on them, give them little tidbits, like, hey, you know what? Hey, congrats on making it to week two.
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Miguel Jurado: let me guess, your fingers hurt from holding all the grips. It's gonna happen. Eventually, it'll disappear over time, you know, but not really, because you're still gonna be holding on for dear life. But little things like that, just to check in on them,
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Miguel Jurado: will go a long way. You know, one of the things…
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Miguel Jurado: I think this is actually really cool. Not a lot of people do this. I do this at mine.
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Miguel Jurado: where I typically wouldn't get a chance to meet the new member for maybe about a week or two, because they were coming to a different class time that I was not coaching.
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Miguel Jurado: So what I would do is I would just create, like, a quick 20, 30 second video.
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Miguel Jurado: Specifically saying their name.
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Miguel Jurado: Hey, Greg, thanks for joining, you know, Miguel's Jiu-Jitsu Gym. If there's ever anything you need, you know, make sure you shoot me a message that
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Miguel Jurado: anything like that, send it out to them. And I do that every time, I do that every time with every new member.
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Miguel Jurado: So that they can at least put a face to the owner, and to somebody else that they can go to if they have any other questions outside of their coaches. The committed club goes a long way. I cannot stress
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Miguel Jurado: enough how important… even if you don't want to use the Committee Club with PushPress, having something to recognize members, will go a long way. You know, it's…
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Miguel Jurado: You know, and talking to some people.
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Miguel Jurado: you know, we're a jiu-jitsu, karate, it's a martial arts, right? It's a combat sport.
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Miguel Jurado: Sometimes we want to be a little too macho, too ego-driven to not recognize people for their journey, and…
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Miguel Jurado: I… I wholeheartedly believe that it's important to recognize people where…
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Miguel Jurado: For the progress that they've made.
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Miguel Jurado: Right? So, you know what? Cool, there's still a 4-year white belt.
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Miguel Jurado: But stay on them, right? You're obviously doing something right, because they're still with you after 4 years as a white belt.
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PushPress: Right.
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Miguel Jurado: So you've got to stay up on top of them. And if you're one of the larger schools, academies, if you don't have automations, you're not really keeping up with your
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Miguel Jurado: With your student base, right? And that's hard to do, right? And this is why, like, if you talk to people, churn and retention is a big topic for everywhere else.
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Miguel Jurado: Right? What am I… what can I do to make people stay?
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Miguel Jurado: Right?
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Miguel Jurado: So, it's always the little things that you don't think go a long way, but it does, right? And like Greg mentioned, at his, at his gym, he does stickers each month.
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Miguel Jurado: the Jujitsu Academy down the street.
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Miguel Jurado: they put out some really great stickers. I had to snag a couple, because they look really fly. But those go a long way, it's the little things, right? Yep.
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Miguel Jurado: So, as long as you're staying in touch with… with your…
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Miguel Jurado: Students, especially your brand new students.
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Miguel Jurado: they'll stay with you, right? And that's what I think will help you convert more trial students into members. The loaner gi to make them feel special. Having somebody to partner up with them that won't destroy them or beat them up in their trial class, and just…
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Miguel Jurado: Somebody maybe even show them, hey, here's how you tie your belt.
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PushPress: Yeah.
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Miguel Jurado: Because I…
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Miguel Jurado: I don't want to feel stupid, so I won't ask you how to tie a belt, and then my belt looks like it's going, like, this way, you know?
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PushPress: For sure. That's a big thing we've talked about in the past on other webinars and different presentations and push presses.
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PushPress: especially if you're ingrained in the culture, whether it's jiu-jitsu, karate, Muay Thai, whatever it is, you know the norms. It's like, something as simple as, like, we don't wear our shoes on the mat. A brand new person
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PushPress: Might not know that.
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PushPress: So, like, they step on the mat, and, like, yes, obviously we know that's a safety and a hygiene thing, to be like, hey, don't get on the mat, but, like, if everybody in class yells at them, it's like, get off the mat! Like, now they're embarrassed, and they don't want to come back.
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PushPress: Right? So, like, that's something that when they check in, you're addressing at the very first time you're talking to them at the front desk, like, hey, we're super excited you're here, you know, here's some stuff you need to know, we're gonna give you a gi, we're gonna give you a belt.
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PushPress: I'm gonna pair you up with Susie over here, she's gonna show you how to tie your belt, and then, you know, just note, once you step on the mat, shoes need to be off, the foot wash station is over there, this is how we wash our feet, and then we go and we, you know, we have at it. So, just making sure they're aware of some of those norms before stepping into class.
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PushPress: It minimizes the ability for them to be embarrassed, because at the end of the day, no one wants to be embarrassed.
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PushPress: And then they're more likely to come back, because if they get embarrassed, you know, some people, I think, more the old school, it's kind of like, well, that's a rite of passage to kind of get embarrassed a little bit. But, like, if you're running a successful gym, you don't want people to be embarrassed within your facility.
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PushPress: But yeah, no, I think that was great. Next one is, what are the biggest software mistakes new gym owners make? I think, again, this can run a wide gambit.
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PushPress: So I think, for me, what I would hit on is one of two things. Either they aren't using software, which is a huge mistake, or they're biting off more than they can chew with software out of the gate.
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PushPress: I think we did a really good job today kind of hitting on what are the key things you need to do within your software to get your gym off the ground, to run it efficiently.
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PushPress: And you're gonna be learning so much on the fly those first couple years as a gym owner, that you'll start to naturally start unlocking some of those features within your platform as you decide, hey, this is where I need to go with my next part of my business expansion. And if you're on a robust software system like PushPress, so for us, pretty much everything we talked about today was in our core system.
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PushPress: So if you're on PushPress Core, you have those 5 fundamental foundations, 6 if you count your rank tracking, but there are
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PushPress: tons of other features within there that you can start getting into as you begin to grow and scale, and you start needing new features. So find a software that
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PushPress: as your basic needs met, but also gives you room to grow into it as you mature as a business. You know, on the flip side, I see some gyms who come out and they're like, yeah, I'm running a $1,500 software stack, and my stuff is gonna be…
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PushPress: coming from the day one, I'm like, okay, but you have no students who are coming through the door, so you're just burning cash, right? There's a good in-between. Figure out what you really need to start. Again, we're a little biased, obviously, but I think the PushPress core system is a great starting piece of software that will grow with you in time, and then when you're ready, you have those add-on options you can bring into the fold.
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PushPress: To help continue to scale.
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PushPress: And then I think last one we'll talk about here is just, how does the member app actually help with retention? Now, I think we've hit on it a good amount. Miguel talking about the Committed Club is huge. That rank tracking being right within the app, if you choose it to be, I think is huge. At the end of the day, gamification works.
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PushPress: I think, like you said, Miguel, some of us are still in that old-school mentality of, like, well, they're ready when I say they're ready.
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PushPress: Which I think is fine, and like, as a practitioner, I'm not 100% against that, but as a gym owner, I'm like, I need to keep the carrot dangling for my students and my clients to make sure they're coming back.
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PushPress: And that's really what that's there for at the end of the day. You know, if praise and recognition didn't work, like, apps like Strava wouldn't be billion-dollar apps now, right? You know, they got a ton of people running and biking more than they ever would, just because they want to keep up their streaks and see their names on those leaderboards.
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PushPress: You know, this is the same. You know, yes, a lot of us just love training and are gonna be there no matter what.
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PushPress: But maybe that bottom 20-30% of your gym, it's a struggle for them to get in there week to week, so if we can incentivize them in any small way to keep showing up, like, that's gonna make big, big impact on your retention numbers long-term.
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PushPress: And, you know, just a small reduction in your churn rate, so let's say you're churning 10 members a month.
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PushPress: So, say you have 100 members, you're churning 10 a month, you're at a 10% churn rate, that compounds really quickly. So now, every month, we have to replace 10 people. Let's say we're doing that, which is great, but now we're just flat. But what if we put in some cool stuff in the member app, like our committed club, our rank tracking.
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PushPress: We're really active in the social feed. Now maybe we go from 10% churn to 5% churn, so now we're churning 5 members instead of 10, but we're still having our onboard hit and be on point. We're bringing in 10 members every month. Now we're growing 5 members month to month, and over a year, you know, you just added 60 new members.
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PushPress: So…
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PushPress: you know, I think looking at this from the top-down, 1,000-foot view, it seems like a lot to tackle, but when you do it well, those little metrics there are what's gonna add up over time, and especially as a new gym owner, there's gonna be a lot of stuff you try and do that maybe works or maybe doesn't,
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PushPress: But some of this stuff is definitely tried and true, so we would definitely encourage you to play with what you have available to you.
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PushPress: But other than that, I think that's all we really have for Q&A.
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PushPress: we really appreciate you guys jumping on. We're hoping and wishing you the best of luck if you're opening a new school sometime soon, and, you know, we'd love to be a part of your journey here at PushPress and support you any way we can. If you have any questions, feel free to reach out to me or Miguel directly, or book a demo with us, and
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PushPress: You know, we'll be seeing you on the mat soon, I'm sure.
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Miguel Jurado: Cool. Yes.
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PushPress: Thank you, guys. Thank you, Miguel.
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