How To Make $100,000 a Year or More Teaching Golf

The manual covers everything from setting up a business plan, to marketing, Promotions, PR, sales and pricing your lessons. You will discover how to package your lessons to get properly compensated for your knowledge and experience. You’ll also find ad layouts, brochures and suggested scripts for maximizing your income. One assistant pro we talked with made $32,000 in a single month after reading this manual and changing the way he sold his lessons. While a driving range pro in California reported increasing his income by $2,000 a week! Yes, this manual is truly worth its weight in gold!

Contents

Introduction..........................................................15               
A User’s Guide.......................................................23

Section I: Business
Chapter 1: Basic Business Plan...................................27  
      What is a basic business plan...................................27  
      Reasons for writing a business plan...........................28 
      Specific purposes of the business plan........................30 
      Using your business plan........................................32 
      Things to consider when writing the plan.....................33 
      Outline of the business plan.....................................34 
      Explanation of the worksheets..................................34 
Chapter 2: Basic Business Ideas..................................49 
      Creating an atmosphere that generates sales..................49 
      The practice area.................................................52 
      Recruiting and hiring instructors...............................53 
      Compensating instructors.......................................55 
Section II: Marketing   
Chapter 3: Marketing: What Is It...............................61 
             Basic marketing...................................................61
Chapter 4: Know Your Market..................................65 
      Your potential market...........................................65 
      Why do people play golf?.......................................66 
      Summary...........................................................74 
Chapter 5: Market Research.......................................75 
      Gathering further information...................................75
      Target marketing in action.......................................77 
      Using your Student Application Form.........................78 
      The Student Survey...............................................79     
Chapter 6: Location Analysis......................................81  
      The population base...............................................81
      Other instructors in your area...................................82 
      The ’store-front school’..........................................84 
      Age and socio-economic factors.................................87
      Median income and discretionary income.....................87 
      Location analysis exercise........................................89 
      Consider future growth...........................................90 
      Some notes about location........................................92 
      Commentary.......................................................92
Chapter 7: Determining Your Advertising and 
      Promotional Budget.......95 
      Establishing your budget.........................................95 
      Commonly used methods.........................................96 
      Which method should you use?.................................97 
      What to expect from an ad.......................................98 
      Media selection....................................................98 
      Placement ..........................................................99 
      What about flyers?................................................99 
      Further considerations...........................................100 
Section III: Advertising  
Chapter 8: Advertising Basics....................................105  
      Advertising is not a luxury; it’s a necessity.................105 
      What can it do for you?........................................106 
      Research..........................................................108 
      Media selection...................................................108 
      Media positioning................................................109 
      Maintain control over ad production..........................110 
      Co-operative advertising........................................111  
Chapter 9: How To Design An Ad That Works.............113 
      Simple rules.....................................................113 
      Why most ads fail..............................................114 
      Analysis of some poor ads....................................115 
      What makes a good ad?........................................119 
      Analysis of some effective ads................................120 
      How to increase response to your ads.......................124 
Chapter 10: Small Space Ads...................................125
       Big dividends from small investments.......................125   
Chapter 11: Yellow Page Ads...................................127 
      Ten tips to better Yellow Page ads...........................127  
Section IV: Promotion
Chapter 12: The Key To Making Your 
      Business Grow..........131 
      How promotion affects the growth of your business......131      
Chapter 13: Why People Take Golf Lessons.................133
Chapter 14:Why Students Quit And What 
      You Can Do About It............135 
      Ten reasons for ’dropout’ and the solutions................136 
      Getting feedback from customers............................142 
      Marketing yourself.............................................143 
      Success by association..........................................144 
Chapter 15: Referrals.............................................145
      Winning referral techniques...................................145 
      The best time to seek referrals................................147 
Chapter 16: Promotional Strategies And Ideas..............149 
      Gift cards.........................................................149 
      Charity season...................................................150 
      Summer golf camp for junior golfers........................151 
      Promotional ’giveaways’.......................................151 
      Community involvement.......................................152      
The Chamber of Commerce....................................152 
      Lead Boxes........................................................152     
Chapter 17: Flyers..................................................155 
      Design considerations...........................................155 
      Getting your flyers to the targeted market...................156
Chapter 18: How To Design Your Brochure..................157 
      About brochures..................................................157 
      A three-fold brochure...........................................158 
      The layout.........................................................159 
      Schedules and prices.............................................159 
      Getting it printed.................................................160 
      The information kit or booklet.................................161 
      The new student kit..............................................162 
Chapter 19: Newsletters...........................................163 
      Eight great reasons to have one................................163 
      Who will get one?...............................................165 
      Offsetting the cost................................................165     
Chapter 20: Press Releases........................................167
      How to take advantage of press releases.....................167 
      How to write a press release...................................168 
      How not to get your press release read.......................170 
Section V: Sales
Chapter 21: Sales Is An Art......................................175 
      Getting rich in the United States...............................175
      What people buy and why they buy it........................176 
      Buying motives and how they are expressed.................176 
      Helping the customer............................................178 
      Eight qualities of the sales conscious golf pro...............180 
      The sales presentation...........................................180 
      A typical traditional sales pitch................................181 
      How to make $100,000 a year.................................182 
      Initial presentation...............................................183 
      After the sale.........................................................184    
      Commentary.....................................................185 
Chapter 22: Handling Objections..............................187  
      The keys to overcoming buyer objections...................188    
Chapter 23: Keys To Closing A Sale...........................193 
      Qualifying the prospect; the application form...............193 
      The point blank "ask ’em" method...........................195 
      Answering loaded questions...................................196 
      How to recognize closing signals.............................197 
      Closing techniques..............................................198 
      Summary........................................................200     
Chapter 24: The Telephone......................................201 
      Your most important business friend.........................201
      Who should answer the phone?...............................202 
      Your telephone voice...........................................202 
      Maintaining control of the conversation.....................204 
      Bringing the prospect in to see you..........................204 
      Basic phone script...............................................205    
Chapter 25: Phone Problems....................................207 
      Questions about your fees.....................................207
      Too many questions............................................210 
      Miscommunication.............................................213    
Chapter 26: The ’Walk-In’......................................215 
      How to find out what he wants...............................215 
      Bold Bud!........................................................215 
      Unsure Eddie!...................................................218 
      Idea Alice!.......................................................221 
Chapter 27: Trial Lessons; Your Greatest 
     Sales Tool..................225
     When to offer a trial lesson...................................225 
     Trial lessons for youngsters...................................226 
     Trial lessons for adults.........................................227 
     Trial lessons in a group situation.............................227  
Section VI: Appendices
Appendix A: Business
Contents..............................................................A-1
Statement of purpose..............................................A-2
Market analysis.....................................................A-3 
      Map of your target area........................................A-8 
      Marketing strategy..............................................A-9 
      Competitive analysis...........................................A-11
Finances and projections........................................A-13 
     Personal financial statement..................................A-16
     Equipment expenditure form.................................A-17 
     Operating expenses.............................................A-18 
     Pro forma Cash Flow..........................................A-19 
     Pro forma Profit and Loss Statement............ ...........A-20 
     Balance sheet.....................................................A-21 
     Break-even analysis............................................A-22
Operational procedures.............................................A-23 
     Organization chart...............................................A-26
Key personnel.......................................................A-27
Overview..............................................................A-29 
      The fact sheet...................................................A-33 
      Goals...............................................................A-34
Appendix B: Marketing
Contents.............................................................B-1
Make The Application Your Friend...........................B-2
Student Application Form.......................................B-3
Location Check List..............................................B-5
Appendix C: Advertising
Contents.............................................................C-1
Stock ads............................................................C-2
Design your own winning ad campaign......................C-10 
      Your advertising budget......................................C-11 
      Customer description worksheet............................C-12 
      Design your own ad worksheet.............................C-13 
      Winning layout options.......................................C-14
Media selection worksheet......................................C-16
      Sample advertising and media plan.........................C-17 
      Advertising and media list...................................C-19
Ad tracking sheet.................................................C-20  
Appendix D: Promotion
Contents.............................................................D-1
Overview............................................................D-2
Follow-up flow chart...........................................,..D-4
Welcome letter.....................................................D-5
Follow-up letter....................................................D-6
Welcome back letter..............................................D-7
Brochure.............................................................D-8
New student/Information kit...................................D-10
Public relations list...............................................D-16
Sample PR letter..................................................D-17
Printed newsletter layout........................................D-19
Typed newsletter layout..........................................D-21
Personal affirmation...............................................D-22
Appendix E: Sales
Contents...............................................................E-1
Employee sales evaluation chart.................................E-2
Sales encounter evaluation........................................E-3
Student follow-up forms.....................................E-4

Sample Pages Available as PDF
Click here  to read about Basic Business Ideas. 
Click here to read about the Basic Business Plan.
Click here to read about the Advertising Basics.
Click here to read about Ads that Work.
Click here to read about Flyers.
Click here to read about Objections.

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How To Make $100,000 a Year or More Teaching Golf - NON-MEMBERS	$195.00
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