Southern California Fall Newsletter 2020

NOVEMBER 2020

LINE CALLS USPTA SOUTHERN CALIFORNIA

President's Message Jeff Miller

My Fellow USPTA Southern California Members, I hope this message finds you well. I would like to start this message with high praise for the USPTA National Board, our USPTA CEO, John Embree, and all of the USPTA staff. Our USPTA World Conference was a spectacular event including quality speakers, engaging activities and flexibility for our pros to teach and learn. While I certainly missed all of the in-person interaction, this World Conference really demonstrated how the USPTA is an organization that creates value for its members, regardless of circumstance. I have never been prouder to be a part of this organization in my 13 years as a member.

THESE EXPERIENCES FROM THE WORLD CONFERENCE HAVE ALL OF US ON THE SO CAL BOARD VERY EXCITED TO PLAN OUR 2021 SOUTHERN CALIFORNIA CONFERENCE. WE ARE EXCITED TO ANNOUNCE THAT OUR TENTATIVE DATES FOR OUR CONFERENCE WILL BE MAY 1ST AND MAY 2ND. OUR INTENTION IS TO HAVE AN IN-PERSON CONFERENCE THAT RESPECTS AND EXECUTES ALL SOCIAL DISTANCING AND SAFETY PROTOCOL NEEDED AT THAT TIME. IF BY THAT TIME, AN IN-PERSON CONFERENCE IS NOT POSSIBLE, WE WILL HAVE INSTEAD AN ALL- VIRTUAL OPTION. WE WILL KEEP EVERYONE INFORMED AS WE GET CLOSER TO THE EVENT. I HAVE SPOKEN TO QUITE A NUMBER OF PROS IN OUR AREA, AND IT SEEMS AS THOUGH TENNIS IS SEEING A NICE SURGE OF PEOPLE COMING BACK TO THE GAME. A LOT OF BEGINNER ADULTS, KIDS, AND FORMER PLAYERS ARE ALL WANTING TO PICK UP THEIR RACQUETS AND GET ON THE COURT. THIS IS EXCITING NEWS FOR OUR SPORT, AND I LOVE HEARING HOW BUSY OUR PROS ARE THESE DAYS. AS ALWAYS, IF YOU HAVE ANY QUESTIONS, COMMENTS OR CONCERNS, PLEASE FEEL FREE TO REACH OUT TO ME OR ANYONE ON OUR BOARD.

JEFF MILLER 310-948-1727 JEFF@JEFFMILLERCOACHING.COM

A Word From Stan Carter

HI FELLOW PROFESSIONAL TENNIS TEACHERS. I’M SOOOO LOOKING FORWARD TO GETTING BACK TOGETHER AT THE NEXT USPTA CALIFORNIA DIVISION EDUCATIONAL CONFERENCE NEXT YEAR. I KEEP THINKING OF SUBJECTS AND SPEAKERS I WOULD LIKE TO HEAR FROM. I KEEP THINKING THAT I WOULD LIKE TO MEET THEM IN PERSON. WHAT ABOUT YOU? WOULD YOU LIKE TO HEAR ABOUT FINANCIAL MANAGEMENT, EMPLOYEE RECRUITING, A TENNIS MASTERS PROGRAM, A TOURING COACH, A COLLEGE COACH. A TOURNAMENT DIRECTOR, THE UTR SYSTEM, THE USTA SOUTHERN CALIFORNIA, PHYSICAL TRAINING, MENTAL TRAINING, LIFE ON THE TOUR? WHAT SPEAKERS WOULD YOU LIKE TO HEAR FROM? BRAD GILBERT, LEIF SHIRAZ. PAUL ANNECONE, IAN WESTERMANN, RAMON OSA, DICK GOULD, PETER SMITH. WALTER PREIDIKMAN, CRAIG O'SHAUGHNESSY, JORGE CAPESTANY, JEFF GREENWALD, AMANDA FINK COME TO MIND. WHO WOULD YOU LIKE TO HEAR FROM? PLEASE TAKE A MOMENT AND EMAIL ME AT STANCARTERTENNIS@GMAIL.COM WITH YOUR IDEAS FOR THE NEXT USPTA CALIFORNIA DIVISION CONVENTION.

DISTRICT NEWS District 1 Happenings Greetings District 1!

I am humbled and excited to now be a part of the SoCal USPTA board of directors. I look forward to using my experiences to create opportunities to positively influence and impact all our members!

Our industry has been challenged by a unique 2020, and District 1: Santa Barbara and Ventura Counties

there is likely further unpredictability in our futures.

Yet, I am inspired to have witnessed first hand a great growth in tennis popularity throughout the state and our district during this time. Although USTA league play has

District President: Martin Parkes 813-618-0466 martin.parkes@pepperdine.edu

been cancelled in our district, I have personally run some successful UTR match-play events, competed and coached in SoCal tournaments in singles and more recently doubles and seen an increased demand for public and private court time.

District 1 Happenings Congrats to all those in our district who attended the recent Virtual World Conference last month and got their educational credits, it was a great success and we look forward to future learning opportunities - so stay tuned!

Here's a photo from a recent advanced men's doubles night I was kindly invited to by coach/captain Bob Benton at the North Ranch country club in Ventura county!

Continue to stay grateful for the time you do spend on the courts, be creative and inspire and engage with our tennis communities, members and the students of the game with impact both on and off the court!

Feel free to reach out to me directly at martin.parkes@pepperdine.edu if you want to connect and/or share any great content/events/stories to add to this district newsletter in the future!

Yours in Tennis, Martin Parkes

DISTRICT NEWS

District 2 DISTRICT 2 PRO HIGHLIGHT- JACKIE RESLER

District 2: San Fernando Valley & Kern County

Jackie Resler is a Santa Clarita native who found her love for tennis playing at a young age, spending afternoons on the court with her father. Jackie played for Hart High School in Santa Clarita, primarily playing #1 singles and led the team to their first CIF Southern California Sectionals in program history. She captained the team in

District President: Dina McBride 661-904-6237 dinamcbride3@gmail.com

her junior year, helping many of the emerging freshman stars in their high school careers.

Jackie graduated from Hart in 2014, and then attended Azusa Pacific as part of the University’s tennis team. Jackie smashed onto the college scene as a starter in singles and doubles for all 4 years, and at one point reaching #14 in the West Region for singles. In her final year at Azusa as captain, Jackie led the team to finish #10 in the nation and to the first NCAA DII Regionals in program history.

WHILE MAINTAINING A COLLEGE TENNIS CAREER, SHE RECEIVED HER B.S. IN APPLIED EXERCISE SCIENCE WITH A MINOR IN NUTRITION. JACKIE ALSO RECEIVED HER M.A. IN PSYCHOLOGY WITH SPECIALIZATION IN SPORTS PSYCHOLOGY FROM ASHFORD UNIVERSITY AND IS TITLED A SPORTS AND PERFORMANCE MENTAL COACH. HER PASSION FOR THE SPORT AND HELPING FUTURE STARS HAS ENCOURAGED HER AFTER HER TENNIS CAREER. TO PASS ON HER LEGACY AS A STUDENT ATHLETE, SHE IS COACHING THE WEST RANCH BOYS’ AND GIRLS’ TENNIS VARSITY TEAMS. SHE ALSO WORKS AT THE PASEO CLUB IN VALENCIA, WHERE SHE GIVES LESSONS TO STUDENTS OF ALL AGES, AS SHE HELPS THEM WORK ON THEIR GAME PHYSICALLY AND MENTALLY. JACKIE’S EXPERIENCES AND HISTORY ON THE COURT HAS SHAPED HER FUTURE GOALS. JACKIE ASPIRES TO BUILD A TENNIS PROGRAM FOR THE LOCAL, YOUTH TENNIS PLAYERS THAT HELPS THEM FOCUS ON THEIR MENTALITY ON THE COURT. ANYONE WHO HAS WATCHED JACKIE PLAY KNOWS THAT HER MENTAL ABILITIES ON THE COURT ARE ONE OF HER GREATEST WEAPONS. SHE WANTS TO HELP THE NEXT GENERATION OF PLAYERS WORK ON THIS ASPECT OF THE GAME, KNOWING IT IS CRUCIAL FOR LONG TERM SUCCESS AND ENJOYMENT IN THE SPORT. SHE KNOWS THAT POSITIVE AFFIRMATION, MENTAL TOUGHNESS, MEDIATION ARE KEY TO SUCCESS, AND IS EXCITED TO PASS ON HER KNOWLEDGE AND EXPERIENCE TO ALL HER STUDENTS.

DISTRICT NEWS

District 3: Los Angeles & Immediate Suburbs , Beach Cities (Malibu to Marina del Rey)

District 3 40 Love, Tennis & COVID by: Doris Obih The 40 Love Foundation began in 2016 with a vision and plan to help attract and introduce kids to the sport of tennis. In partnership with Inglewood city officials and the USTA

District President: Matt Jones 323-842-5592 mattjstennis@gmail.com

Foundation, Doris Obih, founder of 40 Love, has grown the foundation, a part of the National Junior Tennis and Learning (NJTL) network, into a program that provides 200 under-resourced children with tennis and academic resources annually.

IT TRULY HAS BEEN TOUGH TRANSITIONING AND NAVIGATING THE ONGOING PANDEMIC. AS A FOUNDATION WE TRIED TO OFFER AND IMPLEMENT ONLINE TRAINING, BUT QUICKLY FOUND OUT THAT MOST OF OUR YOUTH DID NOT HAVE ACCESS TO THE TECHNOLOGY NECESSARY TO PARTICIPATE CONSISTENTLY. THE MAJORITY OF OUR KIDS WERE ONLY ABLE TO GAIN ACCESS VIA A MOBILE PHONE. AT THIS POINT, A SHIFTING OF GEARS AND FOCUS WAS NECESSARY. UNFORTUNATELY, AS WE KNOW TOO WELL, CIRCUMSTANCES SOMETIMES CHANGE, AND WE FOUND OURSELVES UNABLE TO OFFER THE MUCH NEEDED AND DESERVED SERVICES TO OUR YOUTH AND OUR SURROUNDING COMMUNITIES THAT THEY AND WE HAD BECOME ACCUSTOMED TO. ALTHOUGH DOWN, WE ARE CERTAINLY NOT CONSIDERING OURSELVES OUT, AS WE HAVE MADE IT OUR MISSION TO COMMUNICATE WITH THE CITY FREQUENTLY TO SEE WHAT COULD BE DONE TO BRING LIVE TRAINING BACK. AS OUR MAIN CONCERN FOR OUR KIDS IS THEIR SAFETY. WE WILL CONTINUE TO NAVIGATE THESE UNPRECEDENTED, TOUGH TIMES TO ENSURE THAT OUR KIDS AND THEIR PARENTS ARE FULLY AWARE OF ANY AND ALL SAFETY AND HEALTH GUIDELINES PUT IN PLACE BY STATE AND LOCAL AUTHORITIES. IT IS OUR HOPE AND PLAN TO REOPEN OUR PROGRAM BEGINNING SOMETIME IN NOVEMBER 2020.

DISTRICT NEWS Follow us for the latest news and happenings.

District 4 Happenings “Michael Hudak’s Constant Support for South Bay Coaches”

District 4: South Bay to North Orange County (Including Fullerton & Huntington Beach District President: Rhonda Rabanal 424-282-3675 hi@rhondar.com

The City of Manhattan Beach Parks and Recreation department (“The City”) is solid thanks to the efforts of Michael Hudak, Recreation Supervisor.

Since the pandemic began in mid-March, he has clearly communicated the willingness to champion for the best interests of all contracted tennis coaches with The City while keeping the public as safe as possible.

Over the past few months, Hudak successfully negotiated with Mira Costa High School (MCHS) to allow contracted coaches to conduct private lessons as the campus was closed. Given there are ten tennis courts, the winwin situation is that tennis coaches could conduct physically distanced lessons on prescribed courts booked in advance, while The City and MCHS benefit from receiving court reservation fees.

AS MCHS RE-OPENED AND PRIORITY WAS GIVEN TO THE SCHOOL TEAMS, HUDAK MANAGED TO NEGOTIATE A FIXED AMOUNT OF TIME IN THE LATE EVENING FOR TENNIS COACHES. THIS ALSO INCLUDES STAFF EMPLOYED BY THE CITY RESPONSIBLE FOR THE COURT LIGHTS AS THE SUN WILL SET SOONER. AS IMPRESSIVE AS HIS PASSION IS FOR SUPPORTING TENNIS COACHES, HE IS ALSO RESPONSIBLE FOR ALL OF THE RECREATIONAL ACTIVITIES HOSTED BY THE CITY.

DISTRICT NEWS

District 5 Happenings District 4: East LA County & North Orange County, San Bernadino & Riverside Counties District President: Evan Parry 951-694-2408 evanmparry@gmail.com

Despite our schools being closed and online learning becoming the new normal for our kids, junior tennis participation in District 5 is on the rise! Many of my fellow teaching pros in our area have echoed this sentiment and are cautiously optimistic that this trend will continue.

The USPTA Virtual World Conference was a tremendous success as well. I was very impressed by the online platform the USPTA used, the virtual lobby and exhibit area, as well as the amazing presenters! I also had a chance to watch some local pros complete their on court portion of their certification exam at iTennis La Habra Tennis Center in September.

Testers Simon Paek and Dave Hagler did a fantastic job as usual. One of my long time students and current UC Santa Cruz player, Tanner Rowland, participated in this USPTA exam- she did great! Overall, it was a great time of meeting the new applicants, hearing their stories about their teaching journeys, and seeing them in action on the court (all while social distancing of course!).

ON A PERSONAL NOTE, I WAS ABLE TO GET RACQUETFIT CERTIFIED THIS SUMMER. IT WAS A GREAT ONLINE LEARNING EXPERIENCE FACILITATED

BY DR. SEAN DRAKE AND DR. GREG ROSE. I HAVE ALWAYS PRIDED MYSELF ON TEACHING THE SERVE, SO I JUMPED AT THE CHANCE AT THE BODY-SERVE CONNECTION WEBINAR, IN ORDER TO REFINE MY KNOWLEDGE ON THIS STROKE EVEN MORE. I HIGHLY RECOMMEND THE RACQUETFIT CERTIFICATION TO ANY TEACHING PRO. PLEASE CLICK ON THE RACQUET BELOW FOR DETAILS. I HAVE BEEN VERY GRATEFUL TO SEE MANY OF MY STUDENTS TRAINING HARD AND COMPETING AGAIN. I APPLAUD THE USTA AND UTR FOR RESUMING TOURNAMENTS FOR OUR JUNIORS AND ADULTS. ALL OF MY JUNIORS HAVE SAID THAT THEY'VE BEEN ABLE TO PLAY TOURNAMENTS IN A SAFE ENVIRONMENT AND HAVE ENJOYED GETTING BACK OUT COMPETING AGAIN. PLEASE ENJOY THE VIDEO TIP AS WELL. STAY SAFE AND HEALTHY! EVAN PARRY

DISTRICT NEWS District 6 Happenings Hi District 6 pros,

District 6: South Orange County (from Anaheim & Newport Beach) District President: Tim Ludeke 714-553-1473 Timludeke@gmail.com

I hope you are well and you haven't been too affected by the wildfires. This year has been a unique one. Let's hope 2021 is a more normal year. I also hope those of you "attended" the 2020 virtual World Conference enjoyed it and got a lot out of it. There were many opportunities to network and to earn education credits.

For those of you who haven't attended a real or virtual convention I encourage you to do so. For those of you who are young and/or just beginning your career as a teaching professional, conventions and educational events are a great way to network, make new friends, and learn drills, teaching techniques, business, and marketing skills.

THE PROS YOU WILL MEET CAN BECOME YOUR FRIENDS AND MENTORS FOR MANY YEARS TO COME. I STRONGLY SUGGEST THAT YOU ATTEND OUR CONVENTION AND EDUCATIONAL EVENTS. THE PEOPLE YOU MEET AT THESE EVENTS CAN HAVE A TREMENDOUS IMPACT ON YOUR FUTURE AS A TEACHING PROFESSIONAL. I WOULD LIKE TO HAVE A DISTRICT 6 GET-TOGETHER AS SOON AS WE CAN ALL GET TOGETHER WITHOUT HAVING TO WORRY TOO MUCH ABOUT GETTING COVID. PLEASE EMAIL ME AND LET ME KNOW WHAT TYPE OF EVENT APPEALS TO YOU. IN THE PAST WE'VE HAD MINIATURE GOLF TOURNAMENTS, PLAYED LAZER TAG, AND HAD GO CART RACES. I'M LOOKING FORWARD TO MEETING THOSE OF YOU WHOM I HAVEN'T MET YET AND I LOOK FORWARD TO RECONNECTING WITH THOSE OF YOU I HAVEN'T SEEN IN A WHILE. PLEASE FEEL FREE TO CONTACT ME IF YOU HAVE ANY QUESTIONS OR SUGGESTIONS FOR HOW WE CAN MAKE DISTRICT 6 BETTER. TAKE CARE AND BEST OF LUCK FOR THE REST OF THE YEAR.

JANUARY 1, 2021 SAFE PLAY REQUIREMENT FOR USPTA CERTIFIED PROFESSIONALS DEAR UPSTA CERTIFIED ACTIVE MEMBERS, AS YOU ARE AWARE, EFFECTIVE JANUARY 1, 2021 USPTA CERTIFIED ACTIVE MEMBERS ARE REQUIRED TO BE SAFE PLAY APPROVED AND CURRENT WITH ALL THREE PARTS OF THE SAFE PLAY PROGRAM, THIS INCLUDES, SAFESPORT TRAINING, SAFE PLAY POLICY AND NCSI BACKGROUND CHECK. AS A REMINDER, THE NCSI BACKGROUND CHECK RENEWS EVERY TWO YEARS AND THE SAFE SPORT TRAINING RENEWS ANNUALLY. SO, IT IS IMPORTANT THAT YOU PERIODICALLY MONITOR THE STATUS OF YOUR SAFE PLAY FROM THE USTA.COM/SAFEPLAY WEBSITE TO MAKE SURE THAT YOU ARE CURRENT WITH YOUR SAFE PLAY TRAINING REQUIREMENTS, JUST AS YOU DO WITH YOUR USPTA EDUCATION REQUIREMENTS. CERTIFIED ACTIVE MEMBERS WHO ARE NOT SAFE PLAY COMPLIANT ON OR AFTER JANUARY 1, 2021 WILL HAVE THEIR USPTA MEMBERSHIP SUSPENDED UNTIL THEY ARE SAFE PLAY COMPLIANT AGAIN. THIS REQUIREMENT APPLIES TO ALL CERTIFIED ACTIVE MEMBERS. IF YOU DO NOT HAVE YOUR SAFE PLAY, THERE IS STILL PLENTY OF TIME TO COMPLETE THE TRAINING BEFORE THE NEW YEAR. VISIT USTA.COM/SAFEPLAY TO GET SAFE PLAY APPROVED. PLAN ON SPENDING APPROXIMATELY 2.5 HOURS TO COMPLETE THE ONLINE TRAINING, REVIEW AND AGREE TO THE SAFE PLAY POLICIES, AND COMPLETE THE NCSI BACKGROUND CHECK APPLICATION. PLEASE KNOW THAT THE BACKGROUND CHECK CAN TAKE UP TO 10 BUSINESS DAYS TO PROCESS AND FOR THE RESULTS TO BE RETURNED. IF YOU ARE CURRENTLY SAFE PLAY APPROVED, YOU CAN CHECK YOUR STATUS

BY VISITING USTA.COM/SAFEPLAY. LOGIN USING YOUR USTA CREDENTIALS, CLICK ON “CHECK MY STATUS” TO CONFIRM YOUR COMPLIANCE AND NOTE FOR YOUR SAFE PLAY TRAINING RENEWAL DATES. FINALLY, IT IS CRITICALLY IMPORTANT THAT YOU ENTER YOUR USPTA MEMBER NUMBER INTO YOUR USTA SAFE PLAY PROFILE AS THIS IS THE PRIMARY WAY THAT THE USPTA MONITORS YOUR SAFE PLAY COMPLIANCE. WHEN YOU CHECK YOUR SAFE PLAY STATUS, CLICK ON “GREEN BALL #1” TO VIEW YOUR PERSONAL INFORMATION. LOOK FOR PROFESSIONAL TENNIS ORGANIZATIONS, THEN USPTA COACHES, AND MAKE SURE THAT YOUR USPTA MEMBER NUMBER IS ENTERED THERE. SHOULD YOU HAVE ANY QUESTIONS OR REQUIRE ANY FURTHER ASSISTANCE, PLEASE CONTACT THE USPTA MEMBERSHIP TEAM.

“REMOVING THE STIGMA ON SALES” BY RHONDA RABANAL, USPTA ELITE PROFESSIONAL MS PROFESSIONAL TENNIS MANAGEMENT, SAN DIEGO STATE UNIVERSITY, CANDIDATE JAN 2022 WHEN MOST PEOPLE THINK OF SALES OR SIMPLY HEAR THE WORD, USUALLY THE FIRST THOUGHT IS OF SOMEONE WHO IS CONSCIOUSLY MAKING CHOICES THAT TAKE ADVANTAGE OF THE CUSTOMER. CAR SALES PROFESSIONALS ARE NOTORIOUS BEHIND THIS STIGMA. IF WE LOOK DEEPER AND SEEK TO UNDERSTAND THE SALES FORMULA THAT IS STANDARD ACROSS THE SALES INDUSTRY, WE’LL BEGIN TO SEE SALES ALL AROUND US. YOU MAY NOT REALIZE IT, BUT EVERY TIME YOU HAVE EVER HAD TO CONVINCE YOUR FRIENDS WHAT THE COLLECTIVE GROUP SHOULD DO NEXT IS INDEED SALES; IDENTIFY AND BREAKDOWN THE SITUATION, DISCUSS POSSIBLE SOLUTIONS BASED ON THE PARTICIPANTS, AND AGREE OR DISAGREE ON NEXT STEPS. HUNTING: NEW BUSINESS THERE ARE TWO DIFFERENT SALES CYCLES. EXECUTING BOTH SUCCESSFULLY ARE CRITICAL TO REMAINING IN BUSINESS: GENERATE REVENUE. THE FIRST SALES CYCLE IS CALLED HUNTING, IN WHICH NEW REVENUE IS GENERATED. FOR TENNIS PROFESSIONALS, THIS MEANS CONVERTING SOMEONE WHO HAS LITTLE OR NO INTEREST IN LEARNING TENNIS TO FALLING IN LOVE WITH THE SPORT FOR LIFE. TENNIS PROFESSIONALS ALSO NEED TO BE SALES PROFESSIONALS FOR OUR SPORT TO GROW. 1. HUNTING: NEW BUSINESS A. QUALIFICATION B. DISCOVERY C. PROPOSAL D. NEGOTIATION E. I. CLOSED LOST OR 2.A. CLOSED WON QUALIFYING A PROSPECT (SOMEONE WHO IS NOT YET A CLIENT), IS THE FIRST PHASE OF THE SALES PROCESS THAT WILL EQUIP THE SALES REP/TENNIS PROFESSIONAL WITH INFORMATION ABOUT WHETHER OR NOT TO PROCEED. TYPICALLY, IF SOMEONE EXPRESSES INTEREST IN TENNIS LESSONS (A WARM INBOUND LEAD), THERE IS LITTLE EFFORT REQUIRED. ALL INBOUND LEADS NEED TO BE RESPONDED TO ASAP. THERE IS A STRONG CORRELATION BETWEEN QUICK RESPONSE TIMES AND SUCCESSFULLY CLOSING A SALE WITH ANY INBOUND LEAD.

IT IS IMPORTANT TO REMEMBER THAT WHEN A PROSPECT IS SHOPPING, THEY WILL TYPICALLY PROCEED WITH THE SALES REP WHO RESPONDS FIRST. WHEN CONTACTING SOMEONE WHO HAS NOT EXPRESSED INTEREST IN LEARNING TENNIS (AN OUTBOUND COLD LEAD), MORE EFFORT IS REQUIRED TO CONVERT THE PROSPECT’S EXISTING PASSIONS AND RELATING THOSE PASSIONS TO TENNIS. DISCOVERY BLENDS IN WITH THE QUALIFICATION PHASE. THIS IS WHERE A SERIES OF QUESTIONS NEED TO BE ASKED IN ORDER TO DETERMINE IF THE PAIRING OF THE PROSPECT AND TENNIS COACH IS A GOOD FIT FOR ALL PARTIES INVOLVED. BUDGET, COMMUNICATION STYLE AND COURT LOCATION ARE THE TOP THREE QUESTIONS I EXPLORE WITH MY PROSPECTS IN THE DISCOVERY PHASE. PROPOSALS NEED TO BE PRESENTED AFTER THE PROSPECT AND TENNIS COACH DETERMINE, TOGETHER, THAT MOVING FORWARD IS THE NEXT STEP. IN THIS PHASE I WORK WITH THE PROSPECT ON SCHEDULING AS IT RELATES TO THEIR AVAILABILITY AND BUDGET. SOME PROSPECTS PREFER ONCE A WEEK, OTHERS PREFER MULTIPLE WEEKLY SESSIONS. NEGOTIATION TYPICALLY HAPPENS IF A PROSPECT DESIRES THE TENNIS COACHING SERVICES BUT ATTEMPTS TO BARGAIN FOR A LOWER RATE. THE PROSPECT WILL TYPICALLY TRY TO MASK THEIR INTEREST IN AN ATTEMPT FOR A LOWER RATE. FEEL FREE TO LET THEM GO. PLEASE KEEP IN MIND THAT ANYTIME SOMEONE TRIES TO BARGAIN, THEY ARE DEFINITELY INTERESTED. THERE ARE A COUPLE OF APPROACHES A TENNIS PROFESSIONAL CAN GUIDE THE PROSPECT THROUGH. ONE IS TO SET UP A PACKAGED DEAL OF DISCOUNTED SESSIONS THAT MUST BE REDEEMED WITHIN A SPECIFIC TIME FRAME. THIS WOULD BE SIMILAR TO RESERVING THEIR TIME SLOT ON THE TENNIS PROFESSIONAL’S CALENDAR AND RESPECTING THE TENNIS PROFESSIONAL’S TIME. ANOTHER IS TO OFFER GROUP LESSONS INSTEAD OF PRIVATE LESSONS. PLEASE NOTE THAT GROUP LESSONS TEND TO FUEL PRIVATE LESSONS. CLOSED LOST CAN HAPPEN ANY TIME DURING THE SALES PROCESS. IF AT ANY TIME THE PROSPECT DOES NOTWISH TO PROCEED, THAT DECISION MUST BE RESPECTED AND THE PROSPECT NEEDS TO BE DISENGAGED. CLOSED WON IS THE RESULT OF THE DECISION MAKER/S (THOSE RESPONSIBLE FOR PAYING FOR GOODS OR SERVICES RENDERED) CHOOSING TO MOVE FORWARD WITH THE TENNIS COACH, AND ARE IN AGREEMENT WITH THE RATE AND FREQUENCY OF TENNIS LESSONS.

FARMING: CLIENT RETENTION THE WORK IS NOT FINISHED YET BECAUSE GENERATING RECURRING INCOME FROM EACH CLIENT IS ALSO CRITICAL. ONCE SOMEONE AGREES TO TAKE TENNIS LESSONS, BEING A SALES PROFESSIONAL DOES NOT STOP HERE. THE FARMING SALES CYCLE IS ABOUT CONTINUING TO SELL TO EXISTING CLIENTS. IF SOMEONE TAKES ONE LESSON THEN QUITS THE SPORT, THE TENNIS PROFESSIONAL HAS FAILED TO RETAIN THE CLIENT, THEREBY FAILING TO GROW OUR SPORT. 2. FARMING: CLIENT RETENTION A. CLOSED WON B. ONBOARDING C. PIPELINE D. DISCOVERY E. I. CLOSED LOST OR II. CLOSED WON CLOSED WON. CONGRATULATIONS! THE PROSPECT IS NOW CONVERTED TO A PAYING CLIENT. THERE ARE TWO ONBOARDING PATHS I WALK A CLIENT THROUGH. FOR BEGINNERS, I PRESENT DIFFERENT DEMO RACKETS (WILSON ADVISORY STAFF SHOUT OUT!) OVER A SERIES OF LESSONS TO MAKE SURE MY NEW CLIENT HAS A STRONG AND NATURAL RELATIONSHIP WITH THEIR EQUIPMENT. FOR INTERMEDIATE OR ADVANCED PLAYERS, I TYPICALLY ASK HOW OFTEN THEY RESTRING THEIR FRAMES AND REPLACE THEIR OVERGRIPS. WHEN APPROPRIATE, I CASUALLY PRESENT DEMO RACKETS IF THERE IS SOMETHING I NOTICE IN THEIR GAME THAT COULD BENEFIT FROM NEW FRAMES.

WITH ALL OF MY CLIENTS I AM IN CONSTANT DISCOVERY MODE. WHAT ARE THEIR LIKES AND DISLIKES? WHAT IS THEIR FAVORITE SUBJECT IN SCHOOL? IS THEIR HOME ENVIRONMENT HEALTHY? ARE THEY PHYSICALLY AND MENTALLY HEALTHY? DID THEY DRINK ENOUGH WATER THE DAY BEFORE? DID THEY SUSTAIN ANY INJURIES IN THE TIME SINCE I LAST SAW THEM? WERE ANY ANNIVERSARIES CELEBRATED (PUT THAT IN YOUR CALENDAR)? WHAT IS THEIR WORK SCHEDULE? WHAT MOOD ARE THEY IN? FOR FEMALES, WHAT WEEK OF THE MONTH IS IT FOR THEM? THERE ARE ENDLESS QUESTIONS TO ASK BUT RESPECTING THE CLIENT’S BOUNDARIES AT ALL TIMES IS NECESSARY. OVER TIME, A TENNIS COACH DEVELOPS A RELATIONSHIP WITH THEIR CLIENTS AND SHOULD KNOW WHAT IS APPROPRIATE OR NOT. THE INFORMATION A CLIENT SHARES WITH ME ARE DATA POINTS I USE TO ADJUST THE LESSON IF NEEDED. IF A CLIENT SHARES THEY ARE NOT HAVING A GOOD DAY, FOCUSING ON PROPER TECHNIQUE WILL NOT BE HELPFUL. INSTEAD, I’LL SHIFT SO THAT THE STUDENT CAN HAVE A CATHARTIC, HIGH INTENSITY AND CARDIO ENHANCED SESSION. CLOSED LOST HAPPENS WHEN A RELATIONSHIP WITH THE CLIENT IS NOT NURTURED OR APPRECIATED. REMEMBER THAT WE ARE EMPLOYED BY THE CLIENTS WE SERVE. CLOSED WON IS THE RESULT OF SUCCESSFULLY RE-ENGAGING THE CLIENT, CONTINUING TO EARN THEIR TRUST, AND CREATING A LONG-TERM SUBSCRIPTION MODEL.

CLOSING NOTES ALL OF THE PHASES I HAVE MENTIONED HERE HAPPEN CONVERSATIONALLY IN A MATTER OF MINUTES. IT’S OKAY TO SHIFT AROUND AS YOU SEE FIT, BUT ALL PHASES NEED TO BE VISITED. AS PROFESSIONAL TENNIS COACHES, WE ALSO NEED TO BE EXPERT SALES PROFESSIONALS IN ORDER TO GROW THE SPORT WE ALL LOVE.