What We Cover In This Episode:

• The 5 identity filter questions you need to ask before any money questions, and why leading with upside is the wrong first move [6:06]

• How to run a new class format or modality through the identity filter before you add it, and the one question that reveals whether it's a net positive or net negative for your studio [7:37]

• The three questions to ask before hiring any instructor that go beyond certification and availability to filter for actual identity fit [12:27]

• Why pricing is a message about who you are before a client ever takes a class, and how to run discounts and promotions through the identity filter [20:19]

• A practical four-part exercise you can run on any real decision you're facing right now [28:08]

Quotes:

"You are not throwing out the financial analysis, you are just putting your identity in front of it to say, 'is this who we want to be long-term, and if it is, now let's evaluate if the economics behind this decision makes sense.'" [Nick, 6:26]

"Instead of thinking, are they competent? Are they available? Do they have experience? Let's run it through a different series of questions of does this person align with who we are?" [Nick, 13:02]

"Owners treat pricing as a math problem, but it is also a message. Your price tells people what kind of studio you are before they ever take a class." [Nick, 20:29]

LINKS:

Episode 346: Identity Alignment Q&A

Episode 345: Identity Alignment, Part 1

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