The Year-One Playbook for Opening and Growing a Pickleball Club (+Free Download)

(1:07) Well, hello everyone. This is Ashley
(1:09) with Court Reserve and Old Coast Pickle
(1:11) Ball. Thank you so much for joining us
(1:13) today. We are so excited uh to to just
(1:17) talk about so many things uh that’s
(1:20) happened in the last year. Um I am
(1:22) joined by one of my favorite humans, uh
(1:25) Jack Johnson. He is our director at Old
(1:28) Coast Pickle Ball. Welcome, Jack. Uh,
(1:30) you’re just up the road from me in
(1:32) Jacksonville. So happy to have you here
(1:35) today. Hey, Ashley. Thank you so much.
(1:39) All right, so well, we know that we have
(1:42) a lot to get started with today and so
(1:44) we know also that you probably have a
(1:46) few questions for us and so if you’ll
(1:49) just put those questions in the chat or
(1:51) the Q&A, uh, we’ll kind of go through
(1:53) what we want to share today and we’ll
(1:55) try and get through all of your
(1:56) questions at the end. We of course will
(1:58) put this on the court reserve YouTube
(2:00) channel. So if you want to share this
(2:01) with um your friends later um and
(2:03) hopefully you know we’re going to give
(2:05) you at least one takeaway today, even if
(2:07) it’s what not to do when opening a
(2:10) pickle ball club. All right, so let’s go
(2:12) ahead and get started. Last call. Next
(2:16) week we are having a court reserve
(2:18) catalyst user conference in Austin,
(2:20) Texas. If you love barbecue, which we
(2:22) do, uh, or you want to supercharge your
(2:25) court reserve platform, I highly
(2:26) recommend you go out to courtresve.com
(2:28) and just go to resources and you can
(2:30) sign up or learn more about Catalyst.
(2:32) It’s at a beautiful club in Austin,
(2:34) Texas. We’re going to spend all day.
(2:36) You’ll get like a one-on-one meeting
(2:38) with one of us at Court Reserve. You’ll
(2:40) also learn so much about our latest
(2:42) integrations and all the things we’re
(2:44) doing. So, next week we’re in Texas.
(2:46) Please come join us. We have such a good
(2:48) time. people walk away with a lot of
(2:50) great information. And then if you can’t
(2:52) make it to Austin, we just announced our
(2:55) next Catalyst stop is going to be this
(2:57) June. It’s going to be in the desert,
(2:59) Palm Desert, California. We’re going to
(3:01) be at a beautiful club out there um in
(3:02) June. So definitely I highly should see
(3:05) all of my California, my you West Coast
(3:08) folks out there um because the next
(3:10) Catalyst stop will not be until the
(3:12) fall. So, if you are a new court reserve
(3:15) client and you’re really trying to get
(3:16) in there and learn so much, I would
(3:18) highly recommend uh that you do that as
(3:20) well. The next thing I really want to
(3:23) talk about is since we’re talking about
(3:25) pickle ball today, if you don’t know
(3:27) about pickle ball club mastermind, I
(3:30) would highly recommend that you look
(3:31) into this. I believe we have a special
(3:33) guest today, Devin from Club Pickleball.
(3:35) Hi Devin. Hey Ashley. How are you? I’m
(3:38) good. So, you know, we have learned so
(3:41) much from coming to mastermind about how
(3:44) to run a pickle ball club. Now, frankly,
(3:46) uh we had the benefit of coming a lot
(3:48) and learning a lot from you and what you
(3:50) guys have done at your many facilities
(3:53) in Salt Lake County. Uh tell us why
(3:55) people should come to the June
(3:57) mastermind. Well, uh yeah, I mean the
(3:59) first thing that I would say is just
(4:01) that mastermind is this cohort and
(4:04) cooperative of clubs that are hoping to
(4:06) help each other. And as an independent
(4:09) club owner, you might think or feel like
(4:11) you’re on an island and you’re stranded
(4:13) and nobody’s there to really assist or
(4:15) or answer questions and that everyone’s
(4:17) really protective of their intellectual
(4:19) property and nobody want mastermind
(4:22) breaks down all those barriers and says,
(4:24) “Hey, why don’t we just help each other?
(4:26) Why don’t we collaborate? Why don’t we
(4:27) share best practices?” And I actually I
(4:29) was looking at the people that are on
(4:30) this call. You know, shout out to Chris
(4:32) Sears and Ben Ipa. There’s a bunch of uh
(4:35) mastermind members actually tuning in.
(4:37) So, hello and and and uh you know, kudos
(4:40) to all of you. I can just share quickly.
(4:43) Um I could think of dozens and dozens of
(4:46) stories out of mastermind, but the one
(4:47) that immediately comes to mind is
(4:48) actually a player of ours. Uh we got
(4:52) started, one of the reasons that we
(4:53) started mastermind is that we’re some of
(4:55) the ancient, you know, uh origin like
(4:59) original people that got involved in in
(5:01) founding pickle ball clubs back in 2020.
(5:03) And one of our players, uh, Shelton, um,
(5:07) he was, you know, trying to go pro and a
(5:09) number of other things in pickle ball.
(5:11) Eventually, he just came around to the
(5:13) fact of that he wanted to own and
(5:14) operate a pickle ball club and he was
(5:17) going to do it in Houston, Texas. And
(5:19) so, we went from, you know, a player at
(5:21) our club to a mastermind member that
(5:24) launched his club in Houston. He now has
(5:26) the same number of locations that I do.
(5:28) He has three locations in Houston. And
(5:31) uh if you talked to Shelton today, he
(5:33) would say mastermind, mastermind,
(5:35) mastermind, you know, helped him get to
(5:37) that point. And uh so I can just promise
(5:40) you if you came to mastermind, you’d be
(5:42) blown away at the value, the strategy,
(5:44) and all of the uh you know uh I guess
(5:48) just mind share that happens there. And
(5:52) uh we give you the club pickle ball
(5:54) model and approach and that then you
(5:57) don’t have to reinvent the wheel and you
(5:59) don’t have to walk into a model
(6:01) wondering and and speculating about what
(6:03) might happen. You can you can work off
(6:06) of a a fair, you know, a proven track
(6:08) record of the number one club on duper
(6:11) for three years running. And so anyway,
(6:13) I I uh would be honored to chat with
(6:15) anybody that’s interested. And if you
(6:17) don’t mind, maybe Ashley, I’ve got a
(6:19) little QR code if anybody wants to
(6:20) schedule a phone call with me to just
(6:23) sync up for like, you know, 101 15
(6:26) minutes about mastermind and how we
(6:28) might be able to help. Uh then, uh, you
(6:31) know, this this might be able to, uh, be
(6:34) the fast track for that. And maybe give
(6:36) me a thumbs up to that QR code show up.
(6:40) Good. All good. Perfect. So, if you just
(6:42) scan that, take a screenshot of it on
(6:44) your phone, it’ll give you direct access
(6:45) to my calendar. Candidly, my calendar
(6:48) right now is a little bit full. I was
(6:49) telling Ashley uh this morning, I’ve got
(6:52) like 42 appointment 42 appointments in
(6:55) the next two weeks of people that are
(6:57) hoping to come to this June 19 to 21
(6:59) mastermind and they have some questions
(7:01) about it. And so, my calendar, you might
(7:03) not be able to book with me until week
(7:05) after next kind of thing. Um, but I’m
(7:08) I’m eager to chat with anybody that’s
(7:09) serious about growing their club, you
(7:11) know, expanding their operation or uh,
(7:14) you know, just getting off of the ground
(7:15) and doing it the right way. So, thank
(7:17) you Ashley for having me on and, uh,
(7:19) absolutely really appreciate the
(7:21) relationship with Court Reserve. Love
(7:22) you guys. Yes. Back at you. Yeah, I
(7:25) think that club mastermind also what I
(7:27) love about it too is that each month
(7:29) Devon does a call um and it’s all the
(7:31) people who have been to mastermind so
(7:32) you can get on and we always learn
(7:34) something new each month and now we have
(7:36) a network of people that are doing the
(7:37) same business we’re doing all over the
(7:39) country and so if I have specific
(7:41) questions or concerns then I can jump on
(7:43) and take Devon’s going to take my
(7:44) question and we’re going to get a roundt
(7:46) about it. So it’s just a good group to
(7:48) be a part of um and so thanks Devin.
(7:51) Yeah, absolutely. Glad to glad to be
(7:53) here and uh wishing everyone a happy
(7:55) day. Yeah. All right, so we’re gonna
(7:58) continue on down our road. I think uh
(8:01) Jack’s still here hopefully because I
(8:03) don’t want to do this one by myself. So,
(8:05) Jack, while we get started, why don’t
(8:08) you tell people a little bit about
(8:09) yourself and how you got into pickle
(8:10) ball? Oh, wow. Okay. A little bit about
(8:14) myself. Um the self intro I wasn’t
(8:17) expecting. That’s not That’s all right.
(8:19) So, um well, a little bit about me. Um,
(8:21) I got into pickle ball uh probably about
(8:24) the same time that a a lot of the people
(8:26) in here probably did. Uh, shortly after
(8:28) COVID, I actually was deployed for
(8:31) pretty much all of CO um, and with the
(8:35) Navy. And when I came home, I was on
(8:37) just a run and I saw the city had built
(8:42) these courts and I just saw them and I
(8:44) was like, “What the heck?” And so I went
(8:47) home, I YouTubed how to play. I grabbed
(8:50) my wife. I’m like, “Hey, let’s go out to
(8:51) these courts.” And and with like I got
(8:52) the YouTube on my phone. Like the
(8:54) YouTube, how old am I? But I got the
(8:56) YouTube on my phone and we go out to the
(8:58) courts and we didn’t know anything about
(9:00) paddle racks or how how the etiquette
(9:02) is. And so we didn’t even like there was
(9:06) people in line and we just saw a court
(9:08) with no one on it. So we walked right
(9:10) past everybody, went right out onto the
(9:11) courts and then sat there with our
(9:13) phones and we’re like, “Okay, you hit to
(9:15) here.” And we’re just sitting there
(9:16) doing it. And finally this old guy comes
(9:18) out and he’s like, “Look, young man, I
(9:21) can tell you don’t have a clue.” He’s
(9:22) like, “But we’re all waiting for this
(9:24) court and you like you have to play with
(9:26) us.” And we had no clue. But as we
(9:29) experienced what most people experience,
(9:31) they came right out. They showed us how
(9:33) to play. They showed us how to be
(9:35) involved in the community, how to get on
(9:36) the courts and immediately we were
(9:39) accepted into this super vibrant
(9:42) community of 70 plus year olds and uh
(9:46) and who could beat our butt and uh and
(9:48) then from there on it just became I got
(9:50) into coaching it and then got into
(9:52) playing more seriously, coaching
(9:54) full-time and eventually I ended up
(9:56) meeting up with you and Tim and now I
(9:59) run Old Coast pickle ball for you guys.
(10:01) Yeah, that’s that is that is a great
(10:03) story for sure. We all got to start
(10:05) somewhere. That’s right. All right, so
(10:07) let’s talk about our launch. So, you
(10:09) know, Tim and I we moved to St.
(10:10) Augustine four years ago. Court Reserve
(10:12) was already a viable existing business
(10:15) um that we bootstrapped. You know,
(10:16) people often ask, well, how did you get
(10:18) the money for Old Coast? Do you have
(10:20) investors? No, it was good old we saved
(10:22) our pennies and then when we had the
(10:24) opportunity, uh we started looking at,
(10:26) you know, all options for Old Coast
(10:28) pickle ball. started looking at small
(10:30) buildings, big buildings, uh land, do we
(10:33) build, do we wait? And so, fortunately,
(10:36) here in St. Augustine, we have a lot of
(10:38) boats, and boats live in big marinas.
(10:41) And so, there was a big place uh the
(10:43) shipyard marina uh that’s located here
(10:46) uh close to downtown St. Augustine, and
(10:48) there came open a space. Basically, it’s
(10:50) three spaces into one. Um and we went
(10:54) and took a look at it. It was the
(10:56) perfect amount for two courts. And what
(10:58) we were really trying to do was take the
(11:00) community of pickle ball that was here
(11:02) in St. Augustine and put them indoors
(11:04) because at that time a year ago there
(11:07) were no real indoor more than one or two
(11:10) courts within an hour and a half of us
(11:13) here. Uh there was one or two up in
(11:15) Jacksonville and then you had to go to
(11:16) Orlando which is about almost a two-hour
(11:18) drive. So uh we had automatic air
(11:21) conditioning, no wind, no sun, no
(11:24) downpour rain. Um, and so we decided to
(11:27) go for it. So we we got started. We knew
(11:30) we wanted to have a really nice player
(11:32) area. We actually had that summer uh
(11:35) been out to Colorado and visited a club
(11:38) in Colorado that had a beautiful player
(11:40) area with turf on the floor. So you can
(11:42) kind of see the pictures here on the
(11:43) slides that we knew we needed turf. We
(11:45) knew we needed um just a very small pro
(11:48) shop area. Um and as you can see in the
(11:50) top picture on the right hand side,
(11:51) that’s we had the the nice bathroom laid
(11:53) out. um and and we just went. So, we
(11:56) actually were working with a lighting
(11:58) company at that point um that we were
(12:00) considering putting into court reserve
(12:02) as a lighting um option, you know, to
(12:05) have within the court reserve platform.
(12:07) So, we worked with this company. We got
(12:09) all of the lights. We rented all of the
(12:11) lifts. We put all of the lights in. We
(12:15) launched early
(12:17) April and the lights stopped working.
(12:21) And you can just as a business owner, if
(12:23) I’m sure if you raise your hand,
(12:25) business owners out there, you’ve worked
(12:27) so hard. We had all of our pickle ball
(12:29) community come out. They painted the
(12:31) blue walls you can see around. So, we
(12:33) had plenty of friends. We ate plent
(12:35) plenty of pizza. We had people, you
(12:37) know, doing all kinds of things with us.
(12:39) We launched. We offered free open play
(12:41) that first weekend. Everything went
(12:43) well. And then on that Monday, the
(12:45) lights started going bonkers on us. And
(12:47) so, come to find out, there was a recall
(12:49) on the lights. So, we had to shut down
(12:52) basically for an entire week. Uh, and we
(12:55) had to redo all the lights all over
(12:57) again. So, that was definitely a tough
(13:00) time for us, you know, just making sure
(13:03) that everything, you know, came into
(13:05) play, the permits, the city, the fire
(13:08) inspection, the insurance, uh, and
(13:11) everything, you know, about that. So,
(13:14) Jack really wasn’t a part of that. It
(13:16) was really uh the Tim and Ashley working
(13:18) at the desk. Our entire focus was really
(13:21) uh to build culture. Um and all those
(13:24) operational realities came into play
(13:26) when we were trying to sit down and
(13:28) check people in at the front door. We
(13:30) were trying to get people with their,
(13:31) you know, what kind of membership they
(13:33) wanted at Old Coast Pickle Ball. We were
(13:35) trying to figure out based on what we
(13:36) had learned at Mastermind. No kidding. I
(13:39) know we’re we’re flying the flag for
(13:40) mastermind, but we followed Devon’s
(13:42) membership model um for a twocourt
(13:44) facility as much as we could. Um and we
(13:47) started, you know, getting folks in the
(13:48) door for sure. Um and so I know you guys
(13:51) are putting some questions in, but we’re
(13:52) just going to keep rolling and then
(13:54) we’ll we’ll come back to that. So, Jack,
(13:56) you came and you actually came to know
(13:59) us about that same time, May, Juna last
(14:01) year. you and Tim were playing a lot
(14:02) together at another facility and then we
(14:04) decided that we could not run court
(14:07) reserve and run old coast pickle ball at
(14:10) the same time. We needed a community a
(14:12) culture builder and so when you came
(14:14) through the door tell us about your
(14:16) first couple weeks um and the
(14:18) operational things that you did at Old
(14:20) Coast Pickle Ball. Yeah. So when you
(14:24) know when I came on board the vision was
(14:27) never to have a twocourt facility. The
(14:29) vision was we had you know we had made a
(14:32) deal with another building that was
(14:33) being you know constructed and we had
(14:35) the floor plans laid out. We are going
(14:38) to have had this 12court facility for
(14:39) our area and uh and all of even going to
(14:43) mastermind and things like that. All the
(14:45) models were based around this is what
(14:47) we’re going to do. And so we had this
(14:48) twocourt facility though that we were
(14:50) going to be able to open a year a year
(14:52) early and build our name and build our
(14:55) reputation and build relationships with
(14:57) the players in expectation of this uh
(15:02) larger facility opening and we have
(15:04) faced delays and with the larger
(15:06) facility with construction and things
(15:08) like that. And so now we found ourselves
(15:09) in this twocourt facility. And you know,
(15:11) right off the bat though,
(15:14) um, everything since we were started
(15:16) with the mindset though of we’re moving
(15:18) to somewhere bigger. Everything was
(15:20) about geared around the player
(15:22) experience. Everything was about, hey,
(15:24) how do we make it so that when people
(15:26) play here, they’re like, I don’t want to
(15:27) play ever anywhere else. Um, a lot of
(15:30) people the idea when they think of
(15:32) opening up a club, they think about, oh
(15:34) yeah, you just like put the courts in
(15:36) there and then, you know, tell them to
(15:38) go have fun and it quickly becomes Lord
(15:40) of the Flies. Um, and what we discovered
(15:43) is you think, hey, your local parks and
(15:45) wreck department, four courts or six
(15:47) courts or eight courts or whatever it is
(15:49) can become chaotic. Well, two courts
(15:52) with no structure becomes absolute
(15:55) mayhem because there’s nowhere that you
(15:57) can get away from like if there’s a bad
(15:59) apple on one court, they’re not going
(16:01) anywhere. It It’s going to control
(16:03) everything. And so we quickly realized
(16:06) we have to be organized. We have to have
(16:08) somebody who has a heart for the hole
(16:11) being the one who is the like the with
(16:15) their hands on the steering wheel
(16:16) instead of having it be just for
(16:18) whoever’s the local court bully telling
(16:20) everybody where to go and who’s going to
(16:22) be here and we’re 5 so this is our court
(16:24) and you can go down there with the two
(16:25) O’s and you know no one under this tall
(16:28) allowed like you know that kind of
(16:29) attitude which you can see sometimes at
(16:32) local courts whoever’s the loudest they
(16:33) get to run the show and we quickly
(16:35) realized that we had to be organiz
(16:37) organiz. We had to control how things
(16:40) are going to flow, how long they’re
(16:42) going to be on the courts, and and
(16:43) honestly, we had to create ways of
(16:47) having objective standards of how to
(16:49) measure the player experience. Like we
(16:51) don’t want people having to sit around
(16:53) so quickly, we had to go to rally
(16:55) scoring. Yep. So, originally, you know,
(16:58) like most of us are used to regular
(17:00) scoring. Well, the problem is you’ve got
(17:02) two people off the court and now you’ve
(17:04) got people waiting for 45 minutes
(17:05) because they’re over there going 002 001
(17:08) 0 and it’s just like good grief. Like
(17:10) somebody let these people score and you
(17:12) know and they’re missing their serves
(17:14) and you’re like oh we’re going to be
(17:15) here forever and rally scoring made it
(17:17) so that literally I have two courts.
(17:20) Each court will end their game if we
(17:22) start them at the same time roughly 90
(17:24) seconds within one another. And so we’re
(17:26) able to then predict how long people sit
(17:30) and we can have rotations. We can even
(17:32) have full-blown tournaments that we know
(17:34) how to move the people because rally
(17:36) enabled us to verify how long these
(17:38) matches are going to take. And and yes,
(17:41) it took a little bit of getting used to.
(17:42) And for sure, we don’t count it the same
(17:44) as if we had like all of our money ball
(17:46) players come in for $1,000. We’re not
(17:49) going to necessarily do the same
(17:50) scoring. But when it came to wreck play,
(17:52) there was a little bit of push back
(17:53) right at the beginning. But people began
(17:55) to love how they knew that if they
(17:58) showed up, they were guaranteed they
(18:00) won’t sit longer than 10 minutes. They
(18:01) they guaranteed that if they showed up,
(18:03) they would play their entire event in
(18:06) the time that was allotted with their
(18:07) work schedule or whatever it is. And so
(18:10) um you there’s an author Jaco Willink.
(18:12) He talks about discipline equals
(18:14) freedom. And we discovered very early on
(18:16) for us that the more disciplined we were
(18:18) in some of these things, the more free
(18:20) people felt on the courts and just the
(18:22) better experience they had overall. So
(18:24) it ended up being those like those
(18:26) things that we were controlling at first
(18:28) ended up making a better experience in
(18:29) the long run. All right. So before we
(18:31) move from this, what comes to mind is
(18:33) the fact that you know when Tim and I
(18:36) started and then when you came on board,
(18:38) we all had some really great ideas,
(18:40) right? Um and you know, let’s talk about
(18:42) duper, right? because we were a duper
(18:44) out the door. Everything was duper
(18:46) rated. And let’s talk about the reality
(18:49) of how we ended up where we are with
(18:51) duper today. Not in a bad way, but we
(18:53) just had to learn what worked for our
(18:56) club. Take it away. Yeah. Yeah. And so,
(18:59) um, it’s interesting though because like
(19:01) now that I realize like I don’t know
(19:02) who’s on this call. So, like as as I go
(19:05) to discuss duper, it’s like man like uh
(19:08) because I actually We love Duper. I mean
(19:11) Yeah. Yeah. and I’ve been featured like
(19:13) they’ve quoted me on their social media
(19:15) platforms and stuff and I’m like oh gez.
(19:17) So, uh, which if anyone from Duper is
(19:20) listening, I could use a bump in my
(19:21) rating, but, uh, I’m just almost there.
(19:25) But, um, the, uh, so yeah, we started
(19:27) off as everything was in duper. So, and
(19:31) the goal was there to be able to really
(19:33) get an accurate uh rating for all of our
(19:36) players and then be able to sort them
(19:39) and because from what we’ve experienced,
(19:43) the best player experience on a pickle
(19:45) ball court is when you’re playing
(19:46) against people who on the same skill
(19:47) level. That’s the best overall
(19:50) experience you’re going to get. And it’s
(19:51) the biggest complaint from higher level
(19:53) players and lowle. I have players that
(19:55) their duper is a 28 and they’re
(19:57) complaining that they have to play with
(19:59) the bad players like because there’s
(20:01) still skill gaps. And so it doesn’t
(20:02) matter if you’re a 5 or a 3 0, you don’t
(20:05) want to play with people who are
(20:06) drastically in a different skill range.
(20:08) And so the goal there was to get
(20:10) everybody rated and to uh maybe take the
(20:15) pressure off of duper like off those
(20:17) games if you play them all the time.
(20:19) Well, so what happened for us though was
(20:22) because we were only two courts and
(20:25) because we’re a small town where we’re
(20:27) where I mean St. Augustine doesn’t have
(20:28) a huge population and so the player
(20:31) community is small. So whereas instead
(20:33) of going to a tournament where you’re
(20:34) playing people from all over the state
(20:36) and things like that, the player pool,
(20:38) some of these people were only playing
(20:39) like the same eight people in duper
(20:43) and they were having to rotate partners.
(20:45) So then they were taking losses and the
(20:50) numbers, the math was just some of them
(20:51) were just spiraling down. Like it was,
(20:53) it was very difficult for them to level
(20:55) up. And we literally got to a point
(20:58) where our players just decided I’m not
(21:00) doing this anymore. And this is kind of
(21:04) we’ll probably talk more about this, but
(21:05) like where we’re at now with Old Coast,
(21:08) like I want to write a curriculum on how
(21:10) to open a like how to have the worst
(21:12) idea possible because we’re in an
(21:15) environment where just down the less
(21:16) than 10 minutes away, the city built 12
(21:19) brand new courts. Less than 10 minutes
(21:21) the other direction, the city built six
(21:23) more courts and they’re covering them.
(21:25) Like we have pickle ball everywhere in
(21:27) St. Augustine and the city just keeps
(21:30) adding more benefit and so like we like
(21:33) our players had other options y and so
(21:36) quickly we were faced with they’re like
(21:38) look I don’t want to play for duper and
(21:40) I don’t have to play. It’s not like I’m
(21:42) not like not to pick on Devon, but it’s
(21:44) not like in Utah where there’s snow half
(21:46) the year. So, you kind of have the only
(21:47) show in town when it comes to some of
(21:49) that. Not they don’t have competition,
(21:50) they do, but we there there’s courts
(21:53) everywhere. And so, we got to a point
(21:56) where we actually like basically to save
(22:00) our player base at all, we had to just
(22:02) say, okay, we’re we’re dropping that.
(22:05) But then we also had to then say, okay,
(22:08) well, how do we sort these people? How
(22:10) do we then still get that? And I
(22:12) personally am still a believer in
(22:14) objective ratings is the long-term best
(22:17) way to do it. And currently, Duper is a
(22:20) way of doing it. I don’t think it’s
(22:22) perfect. And if there is anyone from
(22:24) Duper, I would love to have that be in
(22:26) that conversation and get to have to
(22:27) say, you know, it’s my opinion. So would
(22:28) all these other people. Yeah. I Yeah. So
(22:31) everybody, I’d love to be able to know
(22:32) what’s some of that’s going on. But um
(22:36) we we really had to listen to our
(22:39) customer and realize that yes, this is
(22:42) we think this is a solid way of doing
(22:44) it, but it was hurting their experience.
(22:46) Yeah. And we we had a lot of players who
(22:50) they can’t necessarily organize their
(22:51) own games out in town. And so they loved
(22:55) us because we were guaranteeing them
(22:57) round robins with teammates and things
(22:58) like that. But then their dupers because
(23:01) they weren’t winning or whatever were
(23:02) getting hurt and it began just people
(23:05) duper became whatever your duper is
(23:07) that’s more important than having fun
(23:09) and they literally stopped coming and we
(23:12) we reached out and and it was like hey
(23:14) if you guys don’t like if you’re not
(23:16) going to count them in duper we’ll come
(23:18) and so and then now I will say though
(23:20) after a year we’re getting more and more
(23:22) requests for dupers. Um, but I will
(23:25) probably say there’s a lot of
(23:26) selfdeception when it comes to dupers
(23:29) and ratings and things like that. And so
(23:31) we have a lot of people who will be
(23:32) like, I can’t get my duper to go up. I
(23:34) don’t understand this. The algorithm is
(23:35) broken. And it’s like, well, I’m looking
(23:37) here and you’ve lost your last 15
(23:39) matches. And it’s like, were you
(23:40) expecting to get go up from losing to
(23:43) these, you know? And so there is a
(23:45) little bit of that. Um, but yeah, we I
(23:47) mean, we were hardcore. This is what we
(23:49) should be doing. Um, and I still think
(23:51) objective standards are good. Um, but
(23:54) just because it’s good on paper doesn’t
(23:56) mean it actually applies to your
(23:58) specific demographic because our
(24:01) community, the best way for us to serve
(24:03) them was to pivot a little bit on that.
(24:06) And we’re still working. I mean, that’s
(24:07) a constant debate. Uh, and that’s a
(24:09) constant struggle even for us is how do
(24:11) we serve our player base the best? Um,
(24:14) even if it’s not necessarily the way
(24:15) that we as coaches and things like that
(24:17) would necessarily want it to function,
(24:19) if that makes sense. Yeah, that was
(24:21) good. And again, like Duper’s great for
(24:23) so many things. Uh, but we just had to
(24:25) figure it out. And as a club who we are
(24:29) renting space, right? We have a lease
(24:31) and so we have to get we we have a
(24:34) membership model where the players still
(24:36) pay when they come in. It’s not an open
(24:38) play model necessarily. And so if people
(24:41) stopped coming and paying, then we had
(24:43) an issue. So we had to create ways to
(24:47) get that culture back into the building.
(24:50) So all right. So, let’s talk about like
(24:52) early mornings and late nights. And the
(24:54) reason I bring this up is because we
(24:57) integrated, and I’m going to share my
(24:58) screen again. We integrated with this
(25:00) company called Brevo. Um, and it’s a
(25:02) lock system. We did this in court
(25:03) reserve. Um, it’s where the members get
(25:05) their own unique um, pin code. Um, and
(25:08) then you can kind of see on the left is
(25:10) our pin code box. This is actually at
(25:12) Old Coast Pickleball. And on the right,
(25:13) I took a picture of the door. Um, so
(25:15) just spend a really quick second, Jack,
(25:17) because I know we have a lot of members
(25:19) that come in like early early morning.
(25:21) And from an operational standpoint,
(25:23) Brio’s really helped us save from having
(25:25) to pay a person to get up and go unlock
(25:27) the door. Yeah. So, this is great. And
(25:30) honestly, when we first got it, I I’ll
(25:32) be honest, I was kind of like, cool,
(25:34) whatever. It’s a duad. We pay money to
(25:36) be feel fancy. Um but and uh now that
(25:40) we’ve used it though um we are able to
(25:44) be 247 if we want to be and you know we
(25:47) are also cashless which does help takes
(25:50) a little bit of the pressure off of us
(25:51) feeling like oh man they’re going to
(25:52) take something. It’s like well you can
(25:53) go in there and take something all you
(25:54) want you’re not going to get much. Um
(25:56) and um and we have cameras. Um, but by
(26:00) far pickle ball is a community and so
(26:03) the pressure to behave is from the
(26:07) community. Um, they want to be I mean
(26:09) the city shuts off the lights at 9:00,
(26:11) you know, and so they want to be able to
(26:13) have a place to go in early or to stay
(26:15) late or if it’s pouring down rain and
(26:18) they have a flex league that they want
(26:19) to be able to finish their match or
(26:21) whatever. Um, and so yeah, I mean
(26:23) honestly it’s core reserve. I mean, I
(26:26) I’m obviously I’m wearing a t-shirt and
(26:28) I’m here on the Zoom call, but I don’t
(26:29) work for Court Reserve. I I work for Old
(26:32) Coast and um and so I’m a customer of
(26:35) Court Reserve and Court Reserve enables
(26:37) us to I mean they go in there, they book
(26:39) their window and we set the buffer time
(26:43) 15 minutes prior, 15 minutes after they
(26:45) that their code will work. Um and so
(26:48) they can’t, you know, even if they
(26:49) booked it at like 10:00 p.m., they can’t
(26:51) show up at 9:00 and take advantage of
(26:52) the system. they can show up at 9:45,
(26:55) you know, and and code in. Um, and and
(26:59) honestly, it’s great. We’ve had we
(27:01) actually have had zero issues. We’ve had
(27:03) not a single person take advantage of it
(27:05) and have players come in who didn’t pay.
(27:08) Um, it’s actually been the opposite.
(27:09) It’s been people that are grateful. We
(27:11) have people who are like, they’ll text,
(27:13) my members will text me and say, “Hey,
(27:15) we locked up. I double check the door
(27:17) and we took the trash out.” And I’m
(27:19) like, “Okay, makes sense.” you know, did
(27:22) you clean the restroom? I mean, like, we
(27:24) know, you know, what what more can we
(27:26) make this happen here? And so, it’s
(27:27) Yeah, it’s been nothing but We have I
(27:29) have no bad nothing bad to say. It’s
(27:32) never once failed, right? And we’ve been
(27:34) able to I can remotely unlock it from my
(27:36) phone anywhere. We’re able to open up
(27:38) for we had the courts clean the other
(27:40) day, so the building was just closed.
(27:41) So, I locked it until the guy arrived.
(27:43) They gave the maintenance guy, the
(27:44) company a code to get in. They did all
(27:47) the work. And then later when the
(27:48) employee showed up at the halfway of the
(27:49) day, the door just unlocks for him when
(27:51) he gets there. I mean, so it’s really a
(27:53) uh a lifesaver and you can get kind of
(27:55) nervous at first and you let your
(27:57) members in there when you’re not there,
(27:58) when no one’s there. Honestly though,
(27:59) it’s been nothing but good. They care
(28:01) about the club. If your members care
(28:02) about the club, it works out. Yeah, they
(28:04) do. All right. So, the next thing I want
(28:06) to bring up because I think this is
(28:08) super important is at Mastermind, Tim
(28:11) and I heard Devin talking about selling
(28:14) parts of your club for sponsorships.
(28:17) Especially when you’re new, especially
(28:18) when you’re opening up, you need that
(28:20) cash flow to kind of get things going.
(28:22) So, we had already built some community
(28:23) here in St. Augustine. And so, Tim and I
(28:26) actually went out to some of our friends
(28:28) who had businesses and we offered the
(28:31) naming rights to certain parts of our
(28:33) club. Uh we offered it to a local
(28:36) accountant and a local like sports
(28:38) embroidery company and they got uh they
(28:41) paid us an amount of money for
(28:43) sponsorship for an entire year. We put
(28:45) their name up on the court. Um they got
(28:48) their name in the court reserve app on
(28:50) the court. So every time a player logs
(28:52) in then they see the Klui um and T-Balt
(28:56) court or the sports corner court. Um and
(28:58) so it’s constant brand recognition in
(29:00) the local community for these um folks.
(29:03) Uh, we also have a local like stretch
(29:05) lab that has a banner in our club and we
(29:09) have a bathroom sponsor. One of the best
(29:12) things I’ve ever seen is that we have a
(29:15) local physical therapy office in St.
(29:18) Augustine and they are the bathroom
(29:20) sponsor. So, what does that mean? It
(29:22) literally means that they have gone in,
(29:24) they purchased a table. They’ve
(29:26) purchased all of the products for the
(29:28) bathroom. They keep it stocked with
(29:29) paper towels, toilet paper, soap,
(29:32) cleaner. It always smells good. They
(29:35) have a little blurb in there. But Jack,
(29:37) since we’re coming up on the next year,
(29:39) I know you guys have worked with some
(29:41) other folks. Talk just quickly about
(29:42) some of those sponsorships because I
(29:44) think sometimes people miss out on this
(29:46) and it’s a great way to drive some
(29:47) revenue for the facility.
(29:50) Yeah, it’s a great it’s a great way to
(29:52) get, you know, especially depending on
(29:54) your cost that you’re a facility that
(29:56) you’re running. If you have, you know,
(29:58) if you get I it’s I I’ve always been
(30:00) told in real estate, you make your money
(30:01) when you buy. So, if you buy low, you
(30:03) can sell it pretty much any high as you
(30:04) want and you make money. But if you buy
(30:06) high, you’re in trouble. Um, and so if
(30:08) your rent or your purchase building is
(30:10) cheap enough, well, I mean, potentially
(30:12) a $1,000
(30:14) uh sponsorship is huge. I mean, you
(30:17) could have players empty for weeks and
(30:19) you’re make you’re making money still.
(30:20) And so, um, I know for us it is big, but
(30:24) it’s also big with your members. So,
(30:26) like, for example, Cluki and Tibo, the
(30:28) law firm or the accounting firm and
(30:30) Sports Corn are owned by partially owned
(30:32) by the same families. Well, when they’re
(30:34) in there and the coats are coach the
(30:36) coaches, the coaches are telling
(30:38) everybody where to go and they’re like,
(30:39) “Okay, I want these players over on
(30:41) Kluki and Tibo court and I want you guys
(30:43) on Sports Corner.” Like I I watch and
(30:45) like those owners like they they like
(30:48) hearing their business names called out
(30:50) in the club all day every day and they
(30:52) like seeing on the YouTube the you know
(30:54) the the YouTube how old am I? They they
(30:56) like seeing they like seeing that stuff
(30:58) and anyone who’s a business owner in
(31:00) here like that feels good. And so in
(31:03) pickle ball it’s a community. these
(31:04) players in here all the time. And for a
(31:07) lot of your members, especially
(31:09) realtors, I mean, if a realtor sells one
(31:11) house based off a pickle ball
(31:12) membership, like a real like a
(31:14) interaction, they someone saw their
(31:15) stuff. I mean, that’s there’s no way
(31:17) they’re spending one commission check on
(31:18) a house in sponsoring your club
(31:21) depending on what their sponsorship deal
(31:22) is. Um, but what it also does is it
(31:25) builds community involvement into like
(31:29) investment. So your sponsors are
(31:30) invested now into your club because they
(31:33) don’t want their name associated with
(31:35) something bad. So like our bathroom
(31:36) sponsors, their business is on the line.
(31:39) If people go in there and that bathroom
(31:41) looks bad, it’s not going to go well for
(31:44) them. So when they when when like they
(31:46) have they have like mints in the
(31:49) bathroom, which I don’t know what you’re
(31:51) doing in there that you need a mint. I
(31:52) think you question things, but you know
(31:54) I they have mints in there. They have
(31:56) deodorants, disposables. They have like
(31:59) towelettes that you can wash up and
(32:02) spray stuff for women’s hair and all
(32:04) this kind of stuff or anybody’s hair I
(32:05) guess. But um it’s a it’s a comfort zone
(32:09) and to to and it builds that brand
(32:12) recognition. But one of the perks of our
(32:14) facility is and then we have to and
(32:16) since we do have so much competition in
(32:18) St. Augustine with free courts, we have
(32:21) to constantly our staff motto is what
(32:24) can we offer that they can’t get for
(32:26) free. Yes. And so what the city’s
(32:28) there’s no way of getting around it. The
(32:30) city is giving them concrete, nets,
(32:32) lights, like all these things. Okay. So
(32:34) now what can we offer? Okay. Late night,
(32:37) the doors are locked except for code. So
(32:39) I can bring my wife and 2-year-old in
(32:41) there and it’s safe environment. She she
(32:44) has, you know, for a long time my wife
(32:46) was playing while she was pregnant. And
(32:49) having a bathroom that was nice and well
(32:51) stocked right next to the courts was
(32:54) infinitely better than the portaotties
(32:56) set up at the public parks that were a/4
(32:58) mile away in the dark alley like you
(33:02) know and so the all these things you but
(33:04) these partners that you developed the
(33:05) the sponsorships become a part of what
(33:08) makes your court better. Um, this year
(33:10) we’re opening up, we purchased a
(33:11) hydration machine. So, like we have the
(33:14) most filtered water possible in our in
(33:17) our area and it comes premixed with
(33:19) electrolytes and it comes out this
(33:21) machine and they can fill their water
(33:22) bottles and stuff and we allow a company
(33:25) to come in and pay for that and that’s
(33:28) as part of that. Like, so the members
(33:29) see that and literally it’s a one of
(33:32) your members who’s paying to make your
(33:34) club better. And so whether it’s a
(33:36) bathroom sponsorship, whether it’s a pro
(33:38) shop sponsorship or a snack bar
(33:39) sponsorship, even a court sponsorship,
(33:42) you better believe, you know, if you can
(33:44) get a court sponsorship to pay whatever
(33:46) the number is. Let’s say it’s $3,000 for
(33:48) the year. And then included in that
(33:50) though is also that they have to pay to
(33:53) have the courts cleaned, you know, twice
(33:56) in that year. Well, now you’ve got, you
(33:58) know, they’re they’re investing into
(34:00) your own club to make it nice. And so
(34:03) that’s really the magic is when your
(34:04) members and other businesses are
(34:06) investing into you the same way that you
(34:08) are. Well, and I bring up this screen
(34:10) because here you can see again uh we
(34:13) have two YouTube channels. We have Old
(34:15) Coast Pickle Ball Court one, Kluki and
(34:17) T-ball and Old Coast Pickle Ball Court
(34:19) Two, the Sports Corner. And so again,
(34:21) it’s bringing that brand recognition to
(34:22) our local sponsors. And again, this also
(34:25) has led to corporate events because
(34:28) corporate events are a great one way for
(34:30) us to drive money. And we’ve done that
(34:32) several times at Old Coast Pickle Ball.
(34:34) And with both of these businesses,
(34:36) they’ve then turned around and paid us
(34:38) to bring their entire, you know, team
(34:40) members of their offices into our
(34:42) facilities. Uh we’ve had church groups
(34:45) come in. We’ve had uh large uh
(34:48) earthmoving machine people come in. Like
(34:50) Jack, how many corporate events? I mean,
(34:53) it’s made a difference every month when
(34:55) you can bring in a couple of corporate
(34:56) events to your space. For sure.
(34:59) Corporate events are big because, you
(35:01) know, most at least I say most, I have
(35:02) no way of knowing that statistic, but
(35:04) there’s uh a lot of companies have
(35:06) budget allotted for team building
(35:08) events. It’s a tax write off, you know,
(35:10) whatever it is. And so, there’s money
(35:12) there. It’s not like you’re asking and
(35:14) even if a per like so say one of your
(35:16) members works uh in our area, we have
(35:18) Caterpillar, the construction company.
(35:20) And so if one of our members works
(35:22) there, well, they like want to bring all
(35:24) their co-worker friends to the club,
(35:27) well, we’re not billing them. It it’s
(35:29) it’s the company. And so they a lot of
(35:31) times have money allotted. And then that
(35:33) that employee though is your sales rep.
(35:36) They’re the ones going to their boss
(35:37) being like, “Hey, we should do this.
(35:38) Hey, we should we should go there.” I
(35:40) don’t you’re not even trying to sell
(35:41) them. Your your people are selling them.
(35:43) But also, uh they’re renting your whole
(35:45) facility out. And so you’re charging a
(35:48) premium because you’re taking time from
(35:50) your other members. You’re taking
(35:52) opportunity for other members to be
(35:53) reserving it and you’re setting this
(35:55) side time directly and they get the
(35:57) whole play. So no one else is going to
(35:58) be in there. They get to have only their
(36:00) people. They can talk without
(36:01) interruption. They can make
(36:02) announcements to the business or
(36:04) whatever it is. But if you have a
(36:06) payto-play model, this might make up for
(36:10) slow days. This might make up for slow
(36:12) weeks. You know, in our in our region,
(36:14) when the weather’s nice, people go
(36:15) outside. Uh you know, when the weather
(36:17) stinks, which is like now that I’m in
(36:19) this business, I’m always like, “Sweet,
(36:20) hurricanes.” You know, it’s like, you
(36:22) know, that’s right. Come on in. But, uh,
(36:25) you know, when the weather’s bad, people
(36:26) are in. So, the corporate events are
(36:28) huge because, yeah, the markup is, and I
(36:31) say markup, uh, everything’s a markup
(36:33) when it’s just a court, but what people
(36:35) are paying to be on there as a corporate
(36:37) sp as a corporate event is is definitely
(36:39) different than an individual just paying
(36:41) to drop in. You could have a $10 event
(36:43) as opposed to a company renting out your
(36:45) whole facility if you’re a small
(36:46) facility or like Devin with his 15
(36:48) courts. They have a raid just to get one
(36:50) or two courts and set aside. And it’s
(36:53) fun. The the players, anyone who plays
(36:55) pickle ball knows pickle ball is
(36:57) addicting. And so you get some guys out
(37:00) of the boardroom and you get them on a
(37:01) pickle ball. I mean, I I’ve seen it
(37:02) where the bosses get have never played
(37:05) before and they are fired up out there
(37:08) on the pickle ball courts. And we, you
(37:09) know, we also offer a hourly rate that
(37:12) our coaches can teach the entire time.
(37:15) And so, and a lot of times they want
(37:17) that. So, they have a coach there who
(37:18) gives a quick, we usually do a learn to
(37:20) play pickle ball class in an hour. And
(37:23) that’s where the coaches takes them from
(37:24) never having played before to where they
(37:26) can run their own games in an hour. And
(37:28) then they spend the remaining hour or
(37:30) two that they’ve rented playing the
(37:32) games. But the coach can either be paid
(37:33) to stay out there or he can, you know,
(37:35) the staff go back to the desk or
(37:37) whatever. But after that point, they’re
(37:38) running it on their own. And uh the best
(37:41) environment though is when they
(37:42) definitely say, “Hey, we want to coach
(37:44) the whole time.” And the coach is out
(37:46) there, if you have a good coach who
(37:47) knows how to move people and hurt the
(37:49) cats a little bit, he’s encouraging
(37:50) them. He’s cracking jokes. He or she is
(37:53) like making their experience super fun.
(37:56) Even for the players who aren’t very
(37:58) good, and they every single time, we’ve
(38:01) never had a corporate event who has not
(38:02) said, “Hey, we’re coming back next
(38:04) quarter,” or “We’re coming back next
(38:05) year.”
(38:06) They always have this again. This was a
(38:08) blast. We finally get why, you know,
(38:11) Suzie in HR is always missing, you know,
(38:15) for stuff for pickle ball. Like, this
(38:16) makes sense now. And we all we want to
(38:18) play here now. And then you get more
(38:19) members, too. We’ve had many corporate
(38:21) events that led to, oh, now you’re a
(38:22) member because your business, you know,
(38:24) your your work took you here. You had
(38:25) mandatory funday at Old Coast Pickle
(38:27) Ball. That’s awesome. So, um, let’s talk
(38:30) about our classes, a little bit about
(38:33) our programming. I know that you guys
(38:35) have created a try me free pickle ball
(38:38) uh class. Um and I also know that we’re
(38:41) working with some juniors um some young
(38:43) kids. We did summer camp. We also um I
(38:48) mean you guys you guys will be watching
(38:50) somebody play offer to do a class for
(38:53) them and take that one person that
(38:55) you’re going to do a lesson for and make
(38:56) it into a class. So take us through a
(38:58) little bit of this. Yeah. So when you
(39:01) only have two
(39:03) courts, everything has to be focused on
(39:05) the players. You can’t force anything
(39:07) because
(39:09) if we need max participation in order to
(39:13) have a successful event because we’ve
(39:15) only got two courts. So either the event
(39:17) signs up and then the courts are four
(39:19) full or nobody signs up and then the
(39:21) whole facility is just empty. So, we
(39:24) basically our coaches and our front desk
(39:27) people, which usually are the same
(39:29) people. We have a couple front desks
(39:31) that are just front desk, but our front
(39:33) desk people are not a receptionist. Our
(39:36) front desk people are, we call them our
(39:38) guest experience coordinators. So, they
(39:40) are the people who they know from the
(39:43) moment someone walks in the front door,
(39:45) everything about their experience is
(39:47) going to be a touch point with the front
(39:49) desk person. So, they’re going to as
(39:50) soon as they come in, what do they need?
(39:52) Okay. Well, even that we’ve discovered
(39:55) if you got a room full of 50 players,
(39:57) what they need is very different than
(39:59) the 3 0 player who’s in her late 60s.
(40:02) Uh, it’s a very different the the the
(40:04) first time player who comes in, they’re
(40:06) nervous. They’re terrified. They’re
(40:08) socially awkward in that moment. They
(40:09) don’t know what’s going on. They need
(40:11) they want to see a warm, friendly face.
(40:13) They want you to explain what’s going to
(40:14) happen in the next 20 minutes, where
(40:16) everything is. the 5 walks in and a
(40:19) front desk, new front desk person stands
(40:21) up and says, “Hey, what can I get you?”
(40:22) And he’s like, “Nice try, scooter. I’m
(40:24) good.” Like, you know, he’s like, he
(40:25) just walks past him, you know? It’s
(40:26) like, I know, I know you’re here for me,
(40:28) not here, you know, that kind of thing.
(40:29) Like, we we are different people. And
(40:32) so, there’s an attitude, but it’s okay.
(40:34) Our front desk people have just learned
(40:35) like, look, each demographic serve them
(40:38) as they need. And so, as far as program
(40:40) is concerned, we listen and we watch on
(40:43) the courts. And so when our coaches are
(40:45) standing on the side of the courts
(40:47) watching them play their wreck round
(40:48) robins,
(40:50) uh when they get frustrated at things,
(40:52) we ask them, “Hey, what do you know
(40:54) what’s wrong?” And they say, “Man, I
(40:55) stink at whatever.” We say, “Hey, do you
(40:57) want me to do you want me to schedule a
(40:59) clinic for that?” And immediately
(41:00) they’re like, “Yes, I need help.” And
(41:02) say, “Okay, guys. Hey, would anybody
(41:04) else, you know, like, you know, what
(41:06) time works for you?” And if we can get
(41:07) one person to give us a time that works
(41:09) for them, I say, “Great. I’ll put it in
(41:12) the system right now and I’ll sign you
(41:13) up. How about that? And then that
(41:15) person, we tell them, hey, go tell
(41:17) everybody else that you think would be
(41:20) that we’re going to have this clinic.
(41:21) And we al they also know that if we
(41:23) don’t get people for the clinic that it
(41:24) gets canceled. And so they want that
(41:26) clinic. And so because a clinic is
(41:28) cheaper than private lessons and so if
(41:31) they want the clinic, they’re getting a
(41:33) public rate. It’s it’s cheaper. There’s
(41:34) more players. So in order to make that,
(41:36) so they become your sales staff. they go
(41:38) out and they’re try and invite all their
(41:40) friends cuz they want this clinic to
(41:41) happen at the cheaper rate and cuz they
(41:43) don’t want to be they want they want the
(41:45) experience. And so then uh that’s
(41:47) phenomenally how we at first we started
(41:49) to have set curriculum and honestly if
(41:52) you’re doing a class on drop shots and
(41:54) no one that week is particularly feeling
(41:55) bad about their drops well great no one
(41:58) signs up. Um and so it’s really kind of
(42:00) a wasted effort because you’re trying to
(42:02) run your program and you’re stuck in
(42:04) your ways when that’s not what they
(42:05) needed. They needed to be served. We’ve
(42:07) done it to where the same group of
(42:08) people wants a serves and returns clinic
(42:11) four weeks in a row. Yep. And and it’s
(42:14) like really it’s like it’s like man did
(42:16) you learn? Yes. We loved it. We won it
(42:18) again. And it’s like wow. Okay. So
(42:20) there’s a social aspect. They enjoy it
(42:22) also. Um we also create um like I run a
(42:25) class called Liveball. I didn’t come up
(42:27) with it. I stole it from somebody else.
(42:29) Um but even in that we quickly realize
(42:32) it doesn’t work for everybody. So live
(42:35) ball, when you come into my class, the
(42:36) first thing I tell you is, “Hey guys,
(42:38) you ever played this before?” Even here,
(42:39) I make up the rules as I go and we’re
(42:42) going to change this on the fly. And so
(42:44) your best coaches are always able to
(42:46) work on the fly and to adapt their
(42:49) lesson for that day with the room
(42:51) temperature. They’ve got to be able to
(42:52) tell what’s needed in the room at that
(42:54) moment and just go with it. And so our
(42:57) programming very much is based on what
(42:59) our coaches feel the players need
(43:01) currently.
(43:03) and we just listen. So, last month we
(43:06) ran a four-week boot camp because we had
(43:08) people that were like, “Man, I would
(43:09) just love to do I just need a lesson on
(43:12) every subject.” So, we scheduled out
(43:14) four weeks in a row, scheduled it with
(43:15) them, and boom, they all signed up
(43:17) because they signed each other up
(43:18) together. Um, and so, uh, yeah, that
(43:22) that’s kind of how we do it. I know
(43:24) other clubs run it differently. And I
(43:25) think that if you have a larger club
(43:27) with a larger demographic, kind of like
(43:29) selling chocolate covered ants, if
(43:31) you’re in New York City, I’m sure
(43:32) there’s enough people that 1% equals a
(43:35) lot of customers. If you sold
(43:36) chocolatecovered ants in rural North
(43:38) Carolina, you you’re going to need like
(43:40) 100% of the population to want them. And
(43:41) that’s not going to happen. So, um, for
(43:44) us, it’s similar. We’re a smaller
(43:45) facility, so we really have to make sure
(43:48) everything we do is successful. And so,
(43:50) in order to do that, it has to be pretty
(43:51) much pulsebased. like we constantly are
(43:54) asking what do you want? What do you
(43:56) need? We’re not running our program for
(43:57) you to fall in line with. We’re catering
(43:59) everything we do to you. Yeah, that’s
(44:01) great. So, I want to go over a few
(44:03) things, too. Um I’ve seen some of the
(44:05) questions in just a few minutes, we’re
(44:07) going to go through all the questions.
(44:08) Um and they’re really good. Um you know,
(44:11) Jack and we have one more full-time
(44:14) employee. So, Jack’s our director
(44:16) full-time salary and we have one
(44:17) full-time uh instructor as well. We do
(44:20) have another part-time instructor. Um,
(44:22) and then we have a couple of part-time
(44:25) front desk or guest experience folks,
(44:27) kind of like Disney World. Um, and so
(44:29) that’s what we do. That’s how we run
(44:31) things at Old Coast Pickleball. And then
(44:33) I did want to share some of the things
(44:35) um because I work so hard on all these
(44:38) slides and so we should share them. Uh,
(44:40) so of course if you’re a court reserve
(44:42) customer, you probably heard us talk
(44:43) about patch. Um, and Tim was able to
(44:46) pull some of our uh patch uh
(44:49) screenshots. Um, and you can kind of see
(44:51) here, patch is a great way to just get a
(44:53) quick pulse on how we’re doing with new
(44:55) customers and customer attention. It’s
(44:57) an integration in court reserve. It
(44:59) pulls the data from court reserve and
(45:00) you can go in and you can see, you know,
(45:02) how many new customers you’ve had in the
(45:04) last 30 days. Returning customers,
(45:06) you’re inactive. Looks like we lost one
(45:08) customer in the last 30 days. Boo. Maybe
(45:10) they moved. Uh, and we can get really
(45:13) good details on our customers. Um, and
(45:16) then we can also see, you know, who our
(45:18) best customers are, who our loyalty
(45:20) customers are. It’s a great way to see
(45:23) those top rated customers. And we
(45:25) actually have even a list. And of
(45:27) course, I blacked out all of their
(45:28) names, but you can see how much that
(45:30) customer is actually worth to your
(45:32) facility over a period of time. So, if
(45:34) you’re interested in that integration,
(45:36) um, we have that in court reserve now.
(45:38) Just reach out to the court reserve
(45:39) team. One of the questions was, “How do
(45:41) you guys record on your courts?” Uh, we
(45:44) use Save My Play. Those folks at Save My
(45:47) Play are incredible. They make it super
(45:49) easy for players to decide that they
(45:52) want to record their sessions while
(45:55) they’re in the building. And we uh just
(45:57) announced this week um this is actually
(45:59) an integration in Court Reserve now. And
(46:01) I know Jack and the team and a lot of
(46:03) our members at Old Coast Pickleball,
(46:05) they’re our guinea pigs. Old Coast is
(46:06) the court reserve guinea pig station.
(46:08) Um, and so a lot of our players have
(46:10) been, you know, when they go into their
(46:12) court reserve app, they’re record
(46:13) they’re they’re asking to record my
(46:15) session and they show up and it’s
(46:16) emailed to them afterwards. Um, and it’s
(46:19) fantastic. And if you go to the Old
(46:21) Coast Pickle Ball YouTube channels, um,
(46:23) Old Coast Court one or two, Clukey and
(46:25) T-Balt or the other one. Uh, you can see
(46:27) the camera quality is incredible. It is
(46:30) really good. And so, Save My Plays there
(46:32) now. And then Poor My Bev, uh, we just
(46:34) did an integration with in court
(46:36) reserve. We actually have a Pormy Bev
(46:38) machine at Court Reserve, but we do not
(46:39) have a beer and wine license yet. So,
(46:42) uh, to be determined to come. Uh, but
(46:44) this is also another great integration
(46:46) for us as well. The last thing I want to
(46:49) talk about really, uh, before we go into
(46:51) your questions because it’s going to
(46:52) lead us into a couple rabbit holes. Get
(46:55) a good website, uh, Old Coast Pickle
(46:58) Ball website. If you want to know how we
(47:00) do our memberships, how we do our
(47:02) pricing, how we do our courts, if you
(47:04) want to see how our lessons are done, if
(47:05) you want to look at our calendar, the
(47:07) events that Jack and and his team have
(47:09) come up with, you can go to old coastp
(47:11) pickleball.com. Now, I will say people
(47:14) are going to say, “Wow, this is a great
(47:16) website.” It is a great website because
(47:18) we are working on having this as an
(47:20) option for court reserve customers in
(47:22) the future. If you already have your own
(47:23) website, there are some APIs that you
(47:26) can um have use of if you’re a scale or
(47:29) enterprise customer um with Court
(47:31) Reserve. Um but also hopefully this
(47:33) summer we’re going to launch the ability
(47:35) to have similar displays like the Old
(47:37) Coast Pickle Ball website available um
(47:39) in our upcoming WordPress plug-in
(47:41) release uh over the summer. I don’t have
(47:43) a date on it, but that’s very exciting
(47:45) uh because you know we’re always trying
(47:47) to listen to feedback from our customers
(47:49) at Court Reserve. And this is one of the
(47:51) things uh that’s been talked about as
(47:53) well. So I’m gonna stop the share
(47:56) because we’re just gonna go through all
(47:57) these questions because right now Jack,
(47:58) we have 24 questions. So if we don’t get
(48:01) started, we’re never going to get
(48:02) through them. Um so the first question,
(48:05) uh Lauren’s going to start us out.
(48:06) Before launching, how did you gauge
(48:08) interest or demand in your area? That’s
(48:10) a great question. So all of our friends
(48:12) when we moved to St. Augustine four
(48:13) years ago, we met on the pickle ball
(48:14) court. And so we just started playing
(48:16) with all these people on the free public
(48:18) courts here. And of course, I am married
(48:20) to an entrepreneurial mindset, Tim. And
(48:23) Tim’s always wanted to have his own
(48:25) pickle ball club. And so, we just
(48:26) started the work. Um, and so we started
(48:28) getting enough friends together that we
(48:31) thought we could make it work. Um,
(48:33) actually, if you watch one of the oldest
(48:35) court reserve YouTube webinars that I’ve
(48:38) done, it’s probably been about three
(48:40) years ago. Um, I did one with the pickle
(48:42) ball zone up in Ben, Oregon with Warner,
(48:45) and he talks about, you know, having at
(48:48) least a couple hundred committed pickle
(48:50) ball friends if you’re going to open up
(48:51) a pickle ball club because you got to be
(48:53) able to pay for things. Um, and so, did
(48:56) we have demand in our area? Absolutely.
(48:59) Because when it rains and it’s really
(49:00) windy and it’s really sunny, I mean,
(49:03) there’s always room for pickle ball with
(49:04) air condition and a nice bathroom, for
(49:06) sure. Uh, financial lessons that we
(49:08) learned. What were the biggest
(49:09) unexpected costs in year one? Well,
(49:12) nobody has to nobody prepared us for the
(49:16) amount of money that commercial
(49:17) liability insurance would cost. Uh our
(49:20) first year because we were in a building
(49:22) and signed a lease, that lease came with
(49:25) some extra insurance because they had
(49:27) high-end yachts on the other side. And
(49:29) so we were paying about $500 a month for
(49:32) commercial liability insurance. Uh we
(49:34) have since been able to find another
(49:36) policy and it’s a little bit less. So
(49:37) that was a big uh cost we were not
(49:40) expecting. Um and then
(49:43) nobody prepared me specifically for the
(49:46) amount of people who would go after a
(49:49) ball and run into the wall and run
(49:52) through the wall and break the plywood
(49:54) or the drywall or whatever. Uh I know
(49:57) that when we first opened, Tim and I
(49:59) were working the desk every day. Um, and
(50:02) one day Tim calls me on the phone and he
(50:04) said, “Babe, I almost saw a lady die
(50:07) today.” And this older lady had gone
(50:10) after a ball to one side of our courts
(50:13) and she didn’t stop and she ran right
(50:15) into the wall and fell right to the
(50:17) floor and Tim’s heart broke. And so we
(50:20) had to pay about $6,000 for some pads to
(50:23) go on a wall that’s a little bit closer
(50:25) than the other. Now granted, Jack, how
(50:28) much? There’s like what four feet from
(50:30) the the the net to the wall. Like
(50:32) there’s plenty of room to stop. She did
(50:35) not stop. So, we didn’t realize that we
(50:37) were going to have to repair walls as
(50:39) much. How many holes have we had to fix,
(50:41) Jack? Yeah. I uh I was I didn’t have any
(50:44) prior drywall in plywood, you know,
(50:47) really good experience. But I really
(50:48) know how to patch walls now. Um Yeah.
(50:52) And and honestly, that’s Yeah, that’s
(50:54) been a big thing cuz you would not
(50:55) believe what padded walls cost. Uh, like
(50:58) I mean like Ashley said, it’s six it was
(50:59) like six grand for a short section and
(51:02) then you find out that honestly if you
(51:05) put pads on a wall, people now decide
(51:09) that means I can hit it and it won’t
(51:10) hurt. And so they actually run into it
(51:13) more often. Um, if we put spikes and
(51:16) like a lava moat, I think we’d have more
(51:18) success keeping people off the wall
(51:20) because when you put pads, it’s a fun
(51:21) house. They’re like, I got this. Boom.
(51:23) Right. Yeah, for sure. So that that’s
(51:26) been one of our biggest um and I think
(51:28) just you know I guess in the beginning
(51:31) we didn’t realize that we had a water
(51:33) fountain but the water fountain kind of
(51:34) sucked actually and so then we got a
(51:37) water bottle system where they’d bring
(51:38) you the big like five gallon water
(51:40) bottles and we didn’t realize that
(51:42) people would not fill their water up at
(51:45) home. They would just wait till they got
(51:46) to the club and they would take and fill
(51:48) their entire water bottle up and then
(51:49) before they left they would fill their
(51:51) water bottle up again. And that was very
(51:53) costly to us. So that’s why we went with
(51:55) the hydration. What is the name of our
(51:57) water hydration system, Jack? Do you
(51:58) know? Um I believe it’s called maybe
(52:03) like is it Optum or Opa? I’ll let you
(52:07) look for that. Optimum Water Solutions.
(52:09) Optimum Water Solutions. So it’s this
(52:11) great machine that of course they have
(52:13) to come and hook up. It’s like I don’t
(52:15) know 130 bucks a month. It makes ice and
(52:18) the water with electrolytes and it’s
(52:20) fantastic. And we don’t have to pay for
(52:21) the amount and boiling water. Yeah. So,
(52:23) we don’t have to pay for the amount of
(52:24) water. Um, that’s under our lease, thank
(52:26) goodness. Uh, but now we have a great
(52:28) way for people to stay hydrated, get
(52:30) hydrated, and we’re not going through
(52:31) bottles and bottles of water again. Um,
(52:33) this next question from Lauren’s really
(52:34) good. How did you respond? Uh, not if,
(52:37) but when all the new competitors entered
(52:39) our market space, did it change your
(52:40) pricing, programming, or marketing? Um,
(52:43) I would say it didn’t. And the one thing
(52:46) if you go to mastermind um out in Utah,
(52:49) you know, you got to out market, you got
(52:50) to out culture, you got to out community
(52:52) your competitor. It Jack’s been talking
(52:54) about it the entire hour. You just got
(52:56) to create an environment that people
(52:58) just want to come to. They want to come
(53:00) and play. Um you know, and it’s funny
(53:03) because we see some competitors in our
(53:05) area who are now copying what we’re
(53:07) doing. Uh and so that’s very, you know,
(53:09) we had poker night. Uh we we put puzzles
(53:12) together. There’s been puzzle night. it.
(53:14) You know, it’s not just about pickle
(53:15) ball here. It’s about a community of
(53:17) people. We know when people are
(53:19) brokenhearted, happy, joyful. We’ve
(53:22) celebrated weddings and deaths and all
(53:24) kinds of things. It’s it’s a great big
(53:26) family here in our community. Um, now
(53:28) you’re going to have your outliers and
(53:29) people coming and going and tourists and
(53:31) things like that. Uh, but again, we’re
(53:33) building something here that, you know,
(53:35) competition. If you have o eight courts
(53:38) and you’re doing open play all the time
(53:39) and it’s the Wild West indoors, have at
(53:42) it. If you want to come to Old Coast and
(53:44) build relationships and community and
(53:46) play at your own level and have a great
(53:48) time, that’s what we’re we’re doing here
(53:50) for sure. So, um yeah, and Ashley, real
(53:53) quick, I just want to add that with that
(53:55) in any market, I think for pickle ball,
(53:58) everyone needs to realize that every
(54:00) competitor that comes in your area,
(54:03) honestly, they’re not competitors.
(54:05) They’re they’re team members. uh they’re
(54:07) your your partnerships in growing the
(54:09) sport because reality is going to set in
(54:11) when you a new facility opens and we
(54:13) have free competition and in less than
(54:16) an hour from us there’s multiple clubs
(54:19) opening all the time it’s it’s we have I
(54:21) mean right down the road we have 15
(54:22) minutes away in Newland’s opening up
(54:24) nine courts and it’s um and the but what
(54:27) you have to realize is let’s say I’ll
(54:30) make up a number you’ve got a thousand
(54:31) players in your city and well everyone
(54:34) can’t just share those thousand players
(54:36) And so every new
(54:38) club means new players and player and
(54:42) clubs need to be focusing on new player
(54:44) acquisition. That’s why teach me pickle
(54:47) ball is free class at old coast because
(54:49) we want people to come in and become a
(54:51) new player and then that builds the o
(54:53) our player base up and down the street
(54:55) their player base will grow and then
(54:57) when they’re putting on special events I
(54:59) don’t care if my players go and play
(55:01) there at special events. That’s not
(55:03) taking from me. But it is taking from me
(55:05) if we all only have the same hundred
(55:07) people and we’re just, you know,
(55:08) shifting around four nights a week, you
(55:10) know, to each other. But if we’re all
(55:11) building up the the bottom ability
(55:13) levels and growing them up and it’ll
(55:15) just continue to we can all share a much
(55:18) larger player pool. And so the fastest
(55:20) way I think to kill the sport overall is
(55:23) to treat each other like competition to
(55:25) where you’re almost acting like people
(55:27) shouldn’t play at other courts. You need
(55:29) you need the competition because we need
(55:31) more players. Every city needs like an
(55:33) extra 100 thousand more players. That’s
(55:35) better for business. Absolutely. Yes.
(55:36) Absolutely. All right. So, let’s just uh
(55:39) I’m just going to head through these. Um
(55:41) time scoring for round robins. Our round
(55:44) robins, our organized play is literally
(55:46) two hours and so they’re in and out in
(55:47) two hours and it’s a fabulous consistent
(55:50) experience and they love it. Um do you
(55:53) recommend using duper as well as a club
(55:55) custom pickle ball rating as well? We
(55:57) actually have our own pickle ball rating
(55:59) with internal at um Old Coast
(56:01) Pickleball. Tell us what the ratings are
(56:03) real quick so folks will know.
(56:05) So we have we we created uh pickle ball
(56:08) like the round robins are done by
(56:09) levels. So our bottom tier which
(56:12) honestly is kind of really been
(56:14) shrinking would be anything below 275.
(56:17) And then our we call it level four which
(56:19) is 275 to 325. That’s the range self
(56:23) assessed. Um, and then level three would
(56:26) be 30 to 375, which covers some of level
(56:30) 4 and some of level two, but it’s just
(56:32) because a lot of those people are maybe
(56:34) their spouse is a 36, but they’re a 32.
(56:37) They want to play together. Um, and so
(56:39) they’re more of like a social 35 if
(56:41) you’re looking at duper. And then our
(56:42) level twos would be 35 to 40. Um, and
(56:45) that’s pretty much your 35s who are want
(56:47) to be 40’s. Like that’s the people who
(56:49) want to they’re competitive. They want
(56:50) to go to that next level. And I don’t
(56:52) mean that as an insult. I mean that as
(56:53) these are people who want to compete at
(56:54) the next level and then above that level
(56:57) one is 40 plus and that’s duper verified
(57:00) right now for us. So um and now you
(57:02) might say man we have players who are
(57:04) you know they’re 47s and they’re not in
(57:06) duper though they don’t have any
(57:07) matches. Well we do a lot of events
(57:09) where it’s same partner so they register
(57:12) uh for the evening with a partner and
(57:14) they’re going to play a double round
(57:15) robin against like five other teams that
(57:17) are there and so they’re going to play
(57:19) all the other teams twice. Only the team
(57:21) captain has to have the duper rating. He
(57:24) can bring he or she can bring any
(57:25) partner they want because you’re stuck
(57:27) with them. So, uh there’s no real
(57:29) downside to the other teams. And we even
(57:31) have it now to where I think this is
(57:32) pretty unique. Um because I’ve worked at
(57:35) other places and your 5’s don’t mix with
(57:38) other groups, but we’ve really created
(57:40) an environment where we encourage our
(57:42) 5’s to play in the 40 plus events. And
(57:46) what it allows our four’s to do is to
(57:48) get the experience playing, but we don’t
(57:50) force our 5’s to necessarily pick a
(57:52) partner that’s lower level. So they can
(57:54) sign up with another 5 and they might
(57:55) run the table on everybody, but it
(57:57) allows the lower level players to get
(57:59) some of that experience. And then it
(58:01) allows if you’re a 44 but your duper
(58:03) doesn’t show it. Um, if you can convince
(58:06) a guy who is a 5o to team up with you,
(58:08) well, we’re not going to stop you. But
(58:10) if you don’t have if neither of you has
(58:12) the rating to prove it, that’s where we
(58:13) begin to limit it. But that’s a work in
(58:16) progress always. And then we have 45
(58:18) plus, which we call OCP pro. Um, and
(58:21) even that, that’s just us being generous
(58:22) to ourselves, calling ourselves pros,
(58:24) but we’re that’s uh we’re pros in in
(58:27) heart. I love that. All right, we got a
(58:29) few more questions. With only two
(58:30) courts, how do you manage or balance
(58:32) court availability at peak time so
(58:34) members can get court time at least once
(58:35) a week? Well, there is no guarantee that
(58:38) they’re going to get a court once a
(58:39) week. Um, and so we run, like you
(58:41) already heard him say, when we can get a
(58:43) class or programming, um, you know,
(58:45) we’ll put that on the books. Uh, members
(58:47) can always come out and they can rent
(58:49) courts with their, um, reduced fee. Um,
(58:52) because if you are a member here at OCP,
(58:54) you get reduced court rates. So, anytime
(58:56) you can come in, you can book courts.
(58:58) Um, as well as there’s there’s plenty of
(59:01) open time. Um, definitely on the
(59:02) weekends I would say more than during
(59:04) the week because we do have most of our
(59:06) organized events that we put on during
(59:07) the week, whether they’re in the morning
(59:09) or in the night, uh, they’re usually
(59:11) pretty full. Um, and then I know Jack,
(59:13) they’ll do classes and stuff in the
(59:14) afternoon. Anything else on that? Yeah,
(59:17) just the more organized you are, if you
(59:19) have if if court space is an issue, the
(59:21) more organized you are, the more you can
(59:23) work within that. So, uh, and during the
(59:26) evenings, honestly, you’re not going to
(59:27) rent a court from us for for a private
(59:29) group. But if you and two f if you and
(59:31) three friends wanted to get games every
(59:33) night of the week there are different
(59:35) levels of people that are playing where
(59:37) you could show up sign up as a team and
(59:39) play against other teams that are in a
(59:40) rotation. And we again we listen to the
(59:42) teams the players. So we might try to
(59:44) put ladies on Tuesday nights and they’re
(59:47) not showing up and we call them and
(59:49) they’re like well half of us have a
(59:51) thing that we do on Tuesday nights and
(59:52) so it’s like well what about Wednesday
(59:53) night? They’re like, “Yeah, we’ll fill
(59:54) it up.” And it’s like, “Geez, no one
(59:56) told us that.” You know, and so
(59:58) listening to your players and and and
(60:00) just being organized. We Yeah, we have
(60:02) ladies nights on Tuesdays. We have level
(60:04) four does every Wednesday night after
(60:05) the ladies. Thursdays are OCP pro night.
(60:08) We give them a three-hour window to play
(60:10) competitive games and we guarantee the
(60:12) level. Tuesday night is kind of like 40
(60:14) plus. Friday night 35 to 40. So,
(60:16) different nights of the week. And again,
(60:18) we’re not going to be every like right
(60:19) now with only two courts, we’re not
(60:21) guaranteed to play uh every single time,
(60:23) which is also why like for us, our
(60:25) membership, we want our members, if
(60:27) you’re a member here, we want you to be
(60:29) here. We don’t want you stuck in a
(60:30) membership that you don’t want. So,
(60:32) right now, we’re not a you’re not stuck
(60:34) in a contract. So, if you pay for the
(60:36) membership and you’re like, man, I don’t
(60:37) get enough opportunities to play, no
(60:38) problem. Like, we we’re not we’re not
(60:40) harm we’re not no harm, no foul. And I
(60:43) would say honestly our membership our
(60:46) daily up I don’t know 50/50 like
(60:49) visitors are a massive part of our
(60:51) revenue and Devon from mastermind will
(60:53) tell you you don’t want to down you
(60:54) don’t want to make it rough on your
(60:55) visitors you want visitors they’re extra
(60:57) revenue um but also too they like they
(61:00) pay a higher premium to be there but we
(61:01) have a lot of players who I mean I got a
(61:04) guy who drives two hours away to play on
(61:06) Thursday nights because it’s a
(61:08) guaranteed game a guaranteed competition
(61:10) for him but he’s not he’s not gonna be a
(61:12) member It it cost him 15. It cost him 15
(61:14) bucks. So, you know, why would he be a
(61:15) member just to come down once a week?
(61:17) You know, that kind or once a month, you
(61:18) know, whatever it is. That’s awesome.
(61:20) So, here’s another great question.
(61:22) Sponsorship. How do you determine
(61:23) pricing? So, did you do any comps in
(61:25) your community with other sponsored
(61:27) facilities besides signage? Do you give
(61:30) them extra benefits? So, basically what
(61:31) I did was I listened to mastermind. I’d
(61:34) been there a couple times and and
(61:35) listened to that and then I just kind of
(61:37) pulled a number out of the cloud
(61:39) honestly in the beginning and it stuck
(61:42) honestly it did. Um and so they do get
(61:45) signage within our club. Now of course
(61:46) court sponsorships are way more than
(61:48) just like our bathroom sponsorship or
(61:50) just hanging a banner. Um and we did
(61:53) include a couple of free memberships but
(61:55) again our free memberships have a
(61:58) reduced court fee. they still pay to
(62:00) play even if they have a you know that
(62:02) type of membership. Um the next
(62:05) question, do you have to get members
(62:06) approval to broadcast all the time? So
(62:08) when our members or when you come to
(62:10) play at OCP, you sign a liability waiver
(62:13) and you also sign a media release
(62:15) waiver. Um there are two waivers in
(62:17) court reserve. Everybody signs them. So
(62:19) you’re basically waving your right to,
(62:21) you know, all media being filmed or, you
(62:23) know, your picture taken or anything
(62:25) like that here. Um, Jack, are lights
(62:28) direct or indirect? And would you
(62:29) recommend indirect or direct lighting?
(62:33) That’s a great question. Um, when it
(62:36) comes to So, we we are direct lighting.
(62:38) Um, but we get a lot of indirect bounce
(62:40) because the way that our ceilings are
(62:42) built. Um, I do personally think that
(62:45) indirect is a is a super like premium,
(62:50) especially if your ceilings are lower.
(62:52) Our ceilings are extremely high. We’re
(62:54) in a massive marina building, so we can
(62:56) have direct lighting and honestly the
(62:58) lights aren’t an issue. Even if the ball
(63:00) gets up in the air and you’re looking at
(63:02) it, the lights are so dis the lights are
(63:04) so high that it’s not something that’s
(63:06) an issue with the ball. If the ceilings
(63:08) are lower in your facility, I would
(63:09) definitely recommend looking into
(63:10) indirect just because it’s obviously
(63:13) you’ve got a bulb that’s that much
(63:14) closer to the ball, it can affect it.
(63:16) Um, but again, I think also too it it
(63:18) matters your area. So, if you have a lot
(63:20) of highlevel players, you might want to
(63:22) look into having that premium lighting
(63:24) setup. If the majority of your players,
(63:26) if they get lobbed, they’re just letting
(63:27) it go because they’re like, “Look, I I
(63:29) made it this long. I’m not going out on
(63:30) rolling, you know, rolling an ankle.”
(63:32) You know, you don’t need to worry about
(63:33) the lighting. So, that’s some of that’s
(63:35) kind of splitting hairs if depending on
(63:37) the the level that your community, I
(63:38) mean, if you’re in a 60 plus community
(63:41) that you don’t need to worry as much
(63:42) about the lighting, you know? Yes, for
(63:44) sure. Uh, a couple more questions. Uh,
(63:47) let’s see.
(63:50) Somebody’s asking for a copy of our
(63:52) media release waiver, liability waiver
(63:54) and con and contract. Um, we won’t share
(63:57) that with you because it’s by state. And
(63:59) so even in court reserve, we do not
(64:01) provide any liability waiverss, anything
(64:04) at all. You have to go through your own
(64:06) state. We are um what I did in the
(64:08) beginning was I went through Rocket
(64:09) Lawyer. It’s an online system that you
(64:11) can go and pull general liability and
(64:13) waiverss all day long. Um, and then what
(64:16) we did was once we had a little more
(64:18) time and money, we actually took that to
(64:19) a lawyer and he kind of um, mapped it
(64:21) up, but not much. But Rocket Lawyer is
(64:23) great for things like that. That’s how
(64:24) we kind of got started with our own uh,
(64:26) media release and liability waiver. Um,
(64:29) we’ve got a lot of questions around like
(64:31) opening up an indoor club, eight courts,
(64:33) what’s a good number to max out for
(64:35) membership, you know, things like that.
(64:37) Again, there’s no real number. You have
(64:40) to figure out what works for you. Um, go
(64:42) to mastermind. I know we’ve said it a
(64:44) couple times, but you’re going to learn
(64:45) so much about how memberships work and
(64:48) the max membership per cord and things
(64:49) like that. And it also depends on, you
(64:52) know, your competition in the area and
(64:54) what you’re up against. Um, let’s see.
(64:56) Did we use Swish or other software? Yes,
(64:58) we use Swish to run our round robins.
(65:00) And there’s an integration in court
(65:02) reserve uh coming out where once you uh
(65:05) have your players register for your
(65:07) events in court reserve. You can hit one
(65:09) button and it says sync to Swiss and all
(65:11) those player names will go right into
(65:13) the Swiss app and then you can run those
(65:15) round robins and those things. And so
(65:17) that’s a great integration that we have
(65:19) um as well. Um and that’s fantastic even
(65:22) for a large facility because they can do
(65:24) it on their phones so they can do their
(65:27) own scores, inputting all that kind of
(65:28) stuff. But the the integration is
(65:30) awesome. We have it live both the Save
(65:31) My Play and the Swiss integration and
(65:33) both of them are amazing. Yes,
(65:35) absolutely. Uh, is cushioned court
(65:37) surface worth the extra cost? Uh, we did
(65:40) not do a cushioned court surface. Uh, we
(65:42) had a local court surfacing come in and
(65:44) do a great job. I’m not sure if the
(65:46) cushion’s worth it. Jack, any thoughts?
(65:49) I’ve played at um a club right down the
(65:51) road from us um has it. Um, and a lot of
(65:55) our players play on both. They play at
(65:57) our club and their in their club. And I
(65:58) even play at their club. Um and uh don’t
(66:01) tell anybody. But um uh I honestly I
(66:05) don’t I don’t none of our members have
(66:07) said, “Man, I just want to play there
(66:09) more because it’s it’s better.” I it’s
(66:11) it’s one of them things. And honestly, I
(66:13) can say this and they’re they couldn’t
(66:15) argue with me here. Their courts have
(66:18) more like holes and blemishes and things
(66:21) that have happened than ours do. And I
(66:24) don’t know that could be just a that
(66:26) could just be they’ve been open less
(66:27) time. So that that could be something
(66:30) that’s just happens to be circumstantial
(66:32) or that could be that there is some
(66:33) maybe some durability issues there. I
(66:35) don’t know. But they have some spots
(66:37) that have gotten worn out and things
(66:39) like that. And so I I have but I haven’t
(66:41) had anybody um say, “Man, I wish you
(66:44) guys were were just as cushioned as the
(66:46) other place.” Right. That’s Yeah. Um a
(66:48) couple of things about Point of Sale.
(66:50) Um, we do have a small pro shop at Old
(66:52) Coast Pickle Ball. Um, it is small. It’s
(66:54) literally the back wall. Um, and we do
(66:56) use the Court Reserve point of sale uh
(66:58) for our pro shop. Um, we are a Yola
(67:02) shop, if you want to call it, but we do
(67:03) have some other paddles. We uh have some
(67:05) old coast hats and shirts and and things
(67:08) of that nature. Um, we sell some um uh
(67:12) some sports drinks. Um, anything else
(67:15) I’m missing? I mean, it’s a pretty small
(67:17) pro shop. Uh, anything about the
(67:19) paddles, Jack, that you want to mention
(67:20) about? Yeah, so paddles, honestly, it
(67:22) dep it depends on your uh how much money
(67:25) you want to put into it. If you want to
(67:26) stock your revenue, if you want to pay
(67:27) to have that revenue um to stock your
(67:30) walls with paddles and then have to deal
(67:31) with inventory, that that’s 100% up to
(67:34) you. Obviously, you can make a lot more
(67:35) money if you have a lot more people
(67:37) coming in. You can sell paddles. Some of
(67:39) the paddle companies are offering, you
(67:41) know, almost a 50% markup margin for
(67:44) you. Some of them, it’s getting razor
(67:46) thin. And honestly, at that point, it’s
(67:48) pretty tough. We only carry the ones
(67:50) that we know that are going to have our
(67:53) highest selling, you know, ones. Um,
(67:55) that’s because our coaches like them.
(67:57) So, because whatever our coach is using,
(67:58) it’s obviously going to be easier to
(68:00) sell. Um, there also are um other
(68:03) vendors that are willing to like if you
(68:05) want to share with them where they can
(68:07) be the one to stock your pro shop for
(68:09) you and then they share in the pro like
(68:11) you get a percentage of the profits and
(68:13) things like that and you don’t have to
(68:14) carry the overhead. Um, but if you’ve
(68:16) got a small player base, do not expect
(68:18) them to be buying a paddle every
(68:19) weekend. Uh, but if you’ve got thousands
(68:21) of players and sure, go ahead. Um, but
(68:24) that’s a big one based on your people, I
(68:26) think, and how much money you want to
(68:27) have sitting on the wall because every
(68:28) time you walk in, you see those paddles,
(68:30) you’re going to see dollar signs. Yeah,
(68:32) for sure. Uh, somebody asked a great
(68:34) question. Do we use utilize the batch
(68:36) billing feature in court reserve where
(68:39) we can bill people like once a month or
(68:41) something or do we have people pay at
(68:43) the time of reservation? We h we if you
(68:46) pay, you play. If you play, you pay all
(68:49) on the spot. Uh our folks um the only
(68:52) way around that is uh Jack and them. If
(68:54) they’re from out of town, he’ll get grab
(68:56) a credit card or something and then
(68:58) they’ll use it when they walk through
(68:59) the door. But when people are signing up
(69:01) on the court Reserve app, they are
(69:03) paying to sign up. Um and if they have
(69:06) to cancel or refund, then they get a
(69:08) credit back to the club. Um, you know,
(69:10) we do not refund back to a credit card
(69:12) because we could talk about payments all
(69:14) day long. We’ll have another webinar.
(69:16) I’ll give you all, hey, come to Austin
(69:18) next week to Catalyst and we’ll talk
(69:20) about all kinds of refunds and how to
(69:21) save money on transaction fees. Uh, but
(69:23) again, it’s just the way we do it
(69:25) because you want people to have skin in
(69:26) the game. You don’t want them to sign up
(69:28) because we’re two courts and everybody
(69:29) counts for us for sure. Um, somebody
(69:32) asked, “Our website template will be
(69:34) available.” No, it’ll be part of court
(69:36) reserve and so it’ll be an additional
(69:37) feature within the court reserve. uh
(69:39) platform that you can um work with us to
(69:42) do that WordPress plugin for the
(69:44) website. It’ll be a template um or you
(69:46) can use our APIs um and and work with
(69:50) and build your own websites as well.
(69:52) Somebody asked, is Jack available for a
(69:54) 101? Uh is the Swiss integration up and
(69:58) running? So, the Swish integration is up
(69:59) and running at Old Coast Pickle Ball
(70:01) because there are beta there are guinea
(70:03) pigs and so I’m not sure exactly when
(70:05) the Swiss um press to let’s see I’m not
(70:09) sure if that’s coming out. I I don’t
(70:12) know soon. We’re working on it right
(70:14) now. It’s already done. Um somebody
(70:17) asked is it going to replace the
(70:18) organized play? No. Organized play is
(70:21) still going to stay in court reserve. Um
(70:23) it’s an additional part of you know
(70:25) something that you can use that’s
(70:26) different. And Swiss is great too
(70:28) because it does pickleball, it does
(70:29) tennis, it does a lot of things. Um, so
(70:32) check out the folks at Swish. Uh, they
(70:33) are great people for sure. Um, let’s
(70:38) see. Oh my goodness. So many questions
(70:41) we’ve answered. How high are our
(70:42) ceilings, Jack?
(70:45) Man, high. Um, 21.
(70:49) Well, no, no, no. Higher. Closer to 30.
(70:52) 30. Close. I’ve seen 30 and 40. We can
(70:54) love the heck out of some people at Old
(70:56) Coast. Yeah, they’re very high. It’s a
(70:57) boat. It’s a boat storage building, so
(70:59) they’re expecting multiple stories of
(71:01) yachts being stored in there. They’re
(71:02) very high. Um, honestly, they’re they’re
(71:04) they’re too high. They’re more high. We
(71:06) probably lose money in the air
(71:07) conditioning just because of the the the
(71:09) empty air space. That’s true. That’s
(71:11) true.
(71:13) Let’s see. Yeah. Ashley, do you mean to
(71:14) address a couple of them real quick that
(71:15) I see you real fast? Yeah. Let’s see.
(71:17) Rally scoring real quick. Rally scoring.
(71:21) Yeah, I mean honestly a YouTube video is
(71:22) probably the best way to to learn it,
(71:23) but rally scoring is every single time
(71:26) that the ball is served, there’s a point
(71:27) scored. You don’t have to serve in order
(71:28) to score the point. And then you don’t
(71:30) have to switch sides. You can make
(71:32) iterations of that if you want, but the
(71:34) way that works then that guarantees and
(71:36) a point will be scored every single
(71:38) time. We play games to 15. That’s going
(71:40) to take roughly 11 minutes. And so that
(71:43) enables it so that every single time
(71:45) that ball’s hit, there’s a point scored.
(71:47) the max point the max rallies that you
(71:49) could even play would be 15 to 14 so 29
(71:53) um as opposed to a regular game where
(71:55) you could play 180 rallies and no one
(71:58) got anywhere. Yeah, for sure. Uh how do
(72:00) you set expectations with your members
(72:02) that they may not be able to use the
(72:04) courts because of a corporate event or a
(72:06) tournament? Uh because we have
(72:07) relationship with the most of our
(72:09) community. um they’re well aware of the
(72:11) things we’re doing, charity tournaments
(72:12) or if we’re going to have a corporate
(72:14) event, you know, we like to celebrate
(72:16) these folks. Um we put out a monthly
(72:18) newsletter where social media is big. We
(72:20) have a social media coordinator. Um and
(72:22) that she’s great. And so um you know, if
(72:25) it’s something that’s going to close
(72:26) down the courts, you know, we use court
(72:28) reserve. We send out an email or a push
(72:30) or a text. Um but other than that, our
(72:32) community uh kind of knows what’s going
(72:34) on at the club. Um and so we don’t have
(72:36) to necessarily tell them um that they
(72:38) can’t. Um, a lot of times they have the
(72:41) option to participate as well. Um, and
(72:44) that’s the advantage of paytoplay. Yeah.
(72:46) U, you know, they’re not getting I mean,
(72:47) honestly, if your club runs an unlimited
(72:50) play model, I hope that you’re getting a
(72:52) lot of revenue from that client because
(72:54) that does block you in. And granted,
(72:56) yeah, if I’m paying if I’m paying, it
(72:58) doesn’t matter if I’m paying $20 a month
(73:00) for unlimited play, if I’m paying $300 a
(73:01) month for unlimited play, I’m expecting
(73:03) unlimited play as a customer. And so the
(73:06) paytoplay allows us some wiggle room
(73:08) because if the courts are blocked off,
(73:10) well, what are you complaining about?
(73:11) Like you’re not paying you didn’t pay
(73:13) anything, you know, so there’s a little
(73:15) bit less of friction there. All right,
(73:17) just a couple last things because I know
(73:18) we’re over our hour, but wow, just great
(73:20) participation. Thanks for all the
(73:22) questions. Um, you know, uh, oh, Ryan
(73:25) wants to know how we can become a guinea
(73:27) pig and learn about all the cool court
(73:29) reserve stuff. Uh, just wanted to thank
(73:32) you guys again. Um would love to, you
(73:35) know, hear your feedback. Um you know,
(73:38) you can send us a email to support uh
(73:41) supportreserve.com. It it’ll come to me,
(73:43) it’ll come to Jack. Um you know, but
(73:46) we’re just so thankful that you guys
(73:48) have just, you know, helped to watch us
(73:51) walk along. Um and we’re just trying to
(73:53) get better with everything that we do.
(73:55) And we hope this is helpful. Um and if
(73:57) we can do anything else, you know,
(73:59) please let us know. Jack, any final
(74:01) thoughts? What’s your best advice for a
(74:03) club owner, Jack? Yeah, one thing. So,
(74:06) real quick, I I’m I’m gonna hit really
(74:08) fast a bunch of things really really
(74:10) super fast. We do use court reserves
(74:12) point of sales system. It’s awesome.
(74:13) Live ball is a game that I made up the
(74:15) rules for. Um, but Court Reserve for
(74:18) sure does that. Um, we do them annual
(74:21) versus monthly charges. We same as
(74:23) programming. We are current even now
(74:25) we’re about to roll out a new membership
(74:27) offering that is because we think it
(74:29) equals better what the players want
(74:31) currently. So we don’t get stuck in a
(74:33) model. We constantly are trying to
(74:34) update that. Uh players overstaying on
(74:37) the courts. Our our policy is a biblical
(74:40) one. We teach generosity. Um so we are
(74:43) generous with our court time. If the
(74:44) courts are available, our coaches go out
(74:46) to on the court and tell the players who
(74:48) are out there, hey guys, if you want to
(74:50) play a few extra minutes, feel free. uh
(74:52) but they won’t take from us. So we do
(74:55) not have a culture of where they get to
(74:57) expect. We go out and we tell them,
(74:58) “Hey, if you guys want to play, feel
(75:00) free.” Um other times though, we go out
(75:02) there and say, “Hey guys, I’m wrapping
(75:04) up.” Like, and so we are always generous
(75:06) with our court time. We win. Obviously,
(75:07) we don’t lose money there. We gain
(75:09) friends by giving away stuff, but the
(75:12) culture is not that you can just stay
(75:13) out there as long as you want. So we
(75:14) have coaches coaches wrap it up and
(75:16) coaches give it away. Each day it could
(75:18) be different. Um, and then my number one
(75:21) tip for running the club would be serve
(75:25) your players. Make the players the
(75:27) focus. Make their liv make make it so
(75:29) that they tell themselves, “This is the
(75:32) most fun to play pickle ball. This is
(75:33) the best time to play pickle ball. These
(75:35) are the people that love me the most.”
(75:37) If you focus on serving the player, your
(75:40) club will be where they want to play.
(75:41) Because at the end of the day, they can
(75:42) get concrete in a net at a lot of
(75:45) places. And the only thing that’s going
(75:47) to make them choose you is the way they
(75:49) feel when they’re at your facility. Now
(75:51) granted, that’s how we run it. That’s
(75:53) how I think the best way to run it is.
(75:55) You can go to a great restaurant where
(75:57) it’s a chain and it’s a good experience.
(75:58) You know what to expect. Or you can go
(76:00) to a restaurant where the little Italian
(76:01) lady in the back is going to cry if you
(76:03) insult her food. It’s a different
(76:05) experience, but what they’re different
(76:07) experiences. And so we are definitely
(76:09) the homegrown restaurant kind of feel.
(76:11) So my customers, I care. If they’re not
(76:13) happy, that bothers me. And I want to
(76:15) serve them. And I think that’s the best
(76:16) overall. That’s great. Well, last thing,
(76:19) uh, pickleballfacilities.org,
(76:21) uh, they are a great organization. Um,
(76:23) Josh Karns is on our web webinar today.
(76:27) Um, and, uh, we’re a platinum sponsor
(76:30) and they’re going to be hosting some
(76:31) things around the country. Um, and so,
(76:33) Freedom Members, um, it’s just a great
(76:36) partnership. We’re all about educating
(76:37) people all over the world about pickle
(76:39) ball and how to run pickle ball. So, you
(76:41) can check more out about them at
(76:43) pickleballfacilities.org.
(76:44) Don’t forget about club pickle ball
(76:46) mastermind. If you want to hook up with
(76:47) Devon and forgot to take a screenshot,
(76:49) you can re reach into support at court
(76:52) reserve and we can get you that
(76:53) information as well. Jack, thank you.
(76:56) Thanks for the last year. We’ll do it
(76:58) again next year. All right. Thank you.
(77:00) Have a great day, everyone.