Sebastian Brosche · 13 min · 2,288 words
Previously titled: Level 2 Number 2
points. So just quickly, when you sell packages or privates, use the same for everything. Charge ridiculous amounts for one class because you do not ever want to give free classes. Do not ever give a free trial.
You charge $25 or more for a single class and then you charge a lot for five classes and then you charge not too much at all for 10 classes, but you make sure that you know, because you will almost never have the problem that too many people show up in class. You can always squeeze in more people. So selling as many 10 packs as possible will be a money maker, just like you said. And you can use that with the, depends on when, when on the year, like all the cost finishes by the end of the year.
That's very, very smart because then you don't have any laggards. And then you can say like, we, this 10, this 10 class, you can, you can drop the price just before Christmas, like in November or Black Friday, you can do the 10 card. You only have two months to use it. So you get 40% off and then you know, they're not going to use all of them.
So yeah, that's the 10 pounds. We made a lot of money on that one in our yoga studio. So trying to sell as many of those. And that's the reason why you have to charge ridiculous amounts for the first one is you don't want people to buy them.
And if they do, you want to make a lot of money of them. And, but it's the anchor price. When you have a really high one class, then the 10 class seems cheaper. So this, this psychology is extremely important to use for you because you need to make money.
Yeah. So I always tell people that the punch cards are not personal. Like if there are two guys who wants to buy them together, I don't care if they want to bring a friend to try it out, just do it. Like I had one guy who brought like six guys to a class because he was like, well, I have the punch card so they can just like, they would, they would do, I think he was selling it to them or whatever.
I don't care. He brought like a bunch of guys. They came six guys and we had like a really big class that day. It was amazing.
Everybody was having fun. Seven people thought it, we smiled, we're having fun. And like, it was good. I went to a, I went to a yoga class with one of the best, best group class teachers in history.
I think I'm not going to say her name, but she is an absolutely amazing yoga teacher. And she had, she had a thing that she always said when someone farted, because everybody got uncomfortable. She had, she had almost exclusively girls in her classes. So she just said, it's not a yoga class until someone farts and everybody's cracked up and started laughing.
You know, you turn it into something fun. And I, I stole that. I always used that when someone farts, so yeah, now it's the old class. And if you address, if you address the farting or the loose clothes in the start of the class, when you see someone, when you, when you have a sense that someone will be uncomfortable, they are very likely coming back for a second class.
You're just taking down the expectations and the stress. They show up to yoga not to be more stressed. They show up to be less stressed, but the stress of your first yoga class is extreme for most people. So yeah, but those are like, I'm really happy that you're sharing this because this is really what the level two is about.
The level two is not about listening to Sarah, Adam and Sebastian talk a lot because that, that was level one. We are here to listen to each other. The best jiu-jitsu class I ever went to, ever. The teacher said this, I don't know if he had a bad day or if it was just, you know, because he loved it.
My teacher loved to talk. He just said, pair up two and two, show each other your favorite little trick. And I learned so much. I learned some stuff in competition and just killing people with, and I learned some of them from Blue Belt and I was a brown and black program.
So we, like the potential we have to learn from each other. Like, like you're talking here, Chris, is that's where it's my involvement. That's why communities and networks are so much stronger than any individual. So thank you so much for sharing it.
That was really good chat though. And as Sebastian said, that's what the level two is all about. And the level one, you're all kind of learning off each other, like working together, trying to teach. Now we're talking, you know, and you're getting better at teaching, picking up better teaching cues and things like that off each other and losing the bad things and stuff like that.
And we're continuing that. We're doing that in the level two. What's working for you? What's working for you?
What have you done here? It's going to be discussion because you're all comfortable doing that on zoom now. And obviously as Chris was saying, as Tom was saying before, there's going to be things that are working and there'll be patterns within these things. And it's just finding those patterns and finding the thing that works for you.
Like, obviously we're talking about CrossFit gyms and things like if Tom approaches the CrossFit gym under, you know, a lot of those lifts require a bit of mobility, you know, going down there, talking to the head coach and saying, like, you know, I can help with this. We can work on some mobility. Am I still here? I've just heard someone drop out.
It's not me. No, I think I'm still here. That was Sebastian's reconnecting. Okay.
Yeah. Yeah. If you go down there, speak to him, you know, there's going to be, he'd probably be worried of them going to a yoga class at another gym, you know, down the road or in the other town because they might join that gym. But if they pop upstairs for their yoga, they've got their CrossFit downstairs.
There might even be a deal package you guys can work out or something. And then he's still in the same, those people are still training in the same building for their CrossFit and their yoga and it keeps it local. So there's, there's all kinds of opportunities you can have. As we said, it's not just for jujitsu.
It's just finding the relevance for people. So you could say, Oh, I'm going to put on a special class for the CrossFit guys and the jujitsu guys. It'd be yoga for mobility. And then just don't talk about specific jujitsu.
You can just talk about little things that work within the two. And then it's, it's another crowd within the same class, just getting busier. So there's all these, these things we can talk about and, and improve on. And we can all learn, we can all put on classes.
I really like that male only class. I've not tried that. And I'm definitely going to now because we're all insecure. Like guys, we're super insecure.
We, you know, we don't all want to go into a class with people that are amazing at yoga and things like that. And a lot of my friends that already do yoga for BJJ enjoy it, but they enjoy it because they don't really want to go to a class. They want to just do it at home. I guess if there's a room for the guys, Barty, then it's going to be, it's going to be a comfortable environment for those.
So I'm, I'm definitely taking that away from, from that discussion. Nice. So we've got Bruno here. You've got your hand raised.
Go ahead and speak up. I think we've got Seb back now as well, which is good. So welcome back. Yeah.
How's it going Bruno? Good brother. Nice to see you. Same man.
Yeah, go ahead. Yeah, I was, things went all over the world, the place now, but I was thinking when I raised my hand to talk about the main question and what people were talking, the first girls talking about the child dance and problems like I haven't done teach full classes. Normally my wife does it. I teach the warmups and I travel all over.
So it's very, it's very fun when I get back to other places. Like I just came back home. Yeah. Two days ago again.
And it's like everybody on the gadget. Oh, we were missing the yoga so much. Could you back or whenever I'm, I'm in the U S and actually visit the new gym this time. I'm like, well, the warmups were the best, best thing I ever done in all of Jiu Jitsu before.
Like, whoa, that's nice. Yeah. So thanks. I don't deal with farts with no, the full classes, mostly the warmups are pretty cool.
And where is Sebastian? When he left, I thought he was going to say that my class was the best one he was on. I'm here. I'm listening.
I can't have the video, but I'm here. Yeah. I thought I was the best class you have been attended. That's why I was like trying to say.
That is really awesome that people, but it's, it's a bit, you know, when you, when you have all these great Jiu Jitsu techniques that we can't wait to share with people and they just like, yeah, the yoga was the best part. It's like, yeah, that's, that's, that's a ego killer. No, but yeah, so last time, can everybody, can you hear me? Yeah, right.
It's showing Sebastian. The problem was actually the other way around. So like I said, I only, I only do the warmups for the classes and my wife normally teaches the full classes or regular yoga, whatever we call yoga. And for a while we had trouble.
Like we had, her classes were pretty full and suddenly they got very low. And we were trying to understand. And according to the people running the gym, they were like, wow, but Bruno does yoga every day for free. Like, so I guess they're not, that's why they stopped coming to your class.
I was like, but I'm not teaching just full yoga classes of night man's. I'm doing like 25 warmups, 15, whatever, like depending on the time I had for the classes. But for a while, I kind of had to change my warmups to a little bit of a regular stuff or like doing lion deals and wrestling deals and stuff like that, switching things like, okay, we're going to train judo now. So people would go back to attend the regular classes, because otherwise they were just trying to join the Jiu-Jitsu to do yoga instead of for the sake of Jiu-Jitsu and not going for yoga for the good sake of getting better at yoga and fixing their bodies.
This was a very unexpected, this was very unexpected for me that people like the warmup so much that they don't show up. But then this is my solution to that problem. Like if that happens to me, I think this is how I would solve it. I would, every class that I teach, every warmup that I teach, at least one during that warmup, I would sell the full class.
And I would say, yeah, we, okay, this position has a lot of potential, but it needs a better lead up. In order to do full vocals, we need a full class. So Saturday's full class will be back then seen. And you can never ever get that amazing experience feeling in 25 minutes, you need a longer class.
So like you find ways to always like, and always make it, you know, working college recent or right now, like you're not selling the Saturday class with a full class in general, you're selling this class that's happening only this Saturday. We are doing crow pose on Saturday. And crow pose is amazing because A, B and C. So show up for that class on Saturday.
Like you take the opportunity to sell your next class, it just takes 10 to 20 seconds. And it's not really sales because you're just telling them like, if you want to get better at this, you have to come to that class. So just giving information, but you're actually just selling the class. So that's why yoga studios that have teachers that are competing against each other do really bad.
Come to my class because I'm the best teacher, that teacher is really bad. That's not the culture you want in a gym. You want a gym where like, oh, you like soft classes, go to Sarah's class. You like arm balance.
That's the kind of gym that you really want. And if you're teaching all day in the classes, then you're just saying, well, come to my Saturday class, it's going to be amazing. That's all you have to say. And if you say it in every warmup, people will show up.
This is the transcript. Become a member to watch the video.
Watch now →.avif)