Club Innovators

In this episode, host Kyle Bradburn sits down with renowned golf cinematographer Dave Evenson, who has captured the essence of over 200 golf courses around the world. From the breathtaking landscapes of iconic golf destinations to the hidden gems waiting to be discovered, Dave shares his unique perspective on storytelling through the lens.🎥 Highlights in This Episode:Dave's inspiring journey from All-American junior golfer to golf cinematographer.How overcoming a life-altering accident led him to find a new passion behind the camera.The importance of storytelling in golf course cinematography.Collaborating with golf course architects to bring their visions to life.Behind-the-scenes insights into working with the PGA Tour and USGA.Whether you're a golf enthusiast, club manager, or just passionate about creative storytelling, this episode is packed with valuable insights and inspiration.👉 Don’t forget to like, comment, and subscribe for more episodes featuring innovators in the golf and club management industry!📌 Connect with Us:Follow Club Innovators Podcast for more inspiring interviewsLearn more about Capstone Hospitality: www.capstone-hospitality.comTimestamps:00:00 Welcome and Introduction00:57 Dave's Journey: From All-American Golfer to Cinematographer01:54 Overcoming Adversity After a Life-Changing Accident04:12 Rediscovering Golf and Pursuing a New Passion05:12 The Power of Storytelling in Golf Cinematography07:13 Collaborating with Golf Course Architects for Visual Storytelling08:25 Unique Insights from Filming for the PGA Tour and USGA10:45 How Listening Uncovers Hidden Stories on the Course12:30 Dave’s Approach to Capturing the Heart of a Course14:22 Advice for Clubs Looking to Enhance Their Visual Content16:40 Closing Thoughts and Final Takeaways

Welcome to Club Innovators Podcast by Capstone Hospitality! In this episode, host Kyle Bradburn sits down with Kathy Heil, Partner at Storyteller Club Marketing, to discuss the power of storytelling in club marketing, how digital trust influences membership decisions, and the importance of optimizing your website and social media for prospective members.Timestamps: 0:00 – Welcome to Club Innovators Podcast0:20 – Special guest: Kathy Heil of Storyteller Club Marketing1:16 – Why storytelling is the future of club marketing3:01 – The impact of digital trust and branding3:46 – The role of rebranding in modern club marketing5:55 – Every word matters: Crafting content that connects7:46 – Why most club websites are failing10:38 – Understanding user journey for prospective members12:35 – Membership inquiry forms: Are you losing leads?15:31 – The 8-10 touchpoints rule for membership sales18:06 – Knowing your audience: The key to retention20:29 – How CRM & automation (like HubSpot) can transform sales27:34 – The power of email marketing in member retention30:44 – Personalizing communication to drive engagement36:31 – Mobile-first strategies: Why it matters in 202542:39 – "It's not your grandfather's club anymore" – Modernizing club marketing47:50 – The overlooked power of social media for clubs50:47 – Key stat: Engaged couples judge a venue based on its last 9 Instagram posts!52:04 – Closing thoughts & where to find more resources🔗 Connect with Kathy Heil & Storyteller Club Marketing:🌐 Website: clubmarketing.com📧 Email: kathy@clubmarketing.com📌 Don’t forget to LIKE 👍, SUBSCRIBE 🔔, and leave a COMMENT 💬 with your thoughts on the episode!

In this insightful episode, Kyle Bradburn sits down with Greg Poirier, Director of Green Hospitality and Green Lodging Certifications at Audubon International, and Greg Rotzell, VP of Operations at Capstone Hospitality. We dive deep into sustainability in the hospitality industry, exploring how Audubon International is setting the standard for eco-friendly practices across resorts, hotels, and destination properties.What You’ll Learn in This Episode:✅ How Audubon International differentiates itself in the green certification space✅ The core components of the Green Lodging Certification Program✅ Practical sustainability strategies that enhance guest experiences AND support the environment✅ The ROI of eco-friendly practices for hospitality businesses✅ The future of green operations in clubs and resorts⏱️ Timestamps:00:00 – Welcome & Guest Introductions00:32 – Greg Poirier's Role at Audubon International01:17 – What Inspired Greg Poirier to Join Audubon02:20 – How Audubon Stands Out in Green Certifications03:44 – Core Elements of the Green Lodging Certification06:11 – Assessing Environmental Impact for Resorts08:22 – Debunking Sustainability Myths in Hospitality10:45 – Enhancing Guest Experiences Through Sustainability13:30 – The ROI of Eco-Friendly Practices15:50 – Starting Your Club’s Sustainability Journey18:05 – Future Trends in Green Hospitality20:00 – Final Thoughts & Episode Wrap-Up🌍 Whether you’re a hospitality professional, a sustainability advocate, or just curious about eco-innovations in the industry, this episode is packed with valuable insights!🎧 Listen now and discover how your club or resort can go green while boosting member engagement!👉 Subscribe for more episodes on club innovation, leadership, and growth strategies.👍 Like, Comment, and Share if you find this episode inspiring!

Dive into the latest episode of the Club Innovators Podcast with host Kyle Bradburn and special guest Evan Schiller, a world-renowned golf course photographer and former PGA professional. Evan shares his incredible journey from the PGA Tour to photographing over 700 championship courses worldwide. Learn the secrets behind capturing breathtaking golf course shots, the evolution of photography technology (from bucket trucks to drones), and what it takes to make a golf course truly photogenic. Whether you're a golfer, photographer, or a fan of innovative stories, this episode is a must-watch! 📸 Check out Evan’s stunning work: EvanSchillerPhotography.com 🎧 Don’t forget to like, comment, and subscribe for more inspiring stories from the world of private clubs and hospitality. Time Stamps: 00:00 - Introduction: Welcoming Evan Schiller to the Podcast 01:06 - From the PGA Tour to Photography: Evan’s Journey 05:53 - What Makes a Great Golf Photo: Light, Angles, and Weather 10:28 - Evolution of Technology in Photography: Pre- and Post-Drone Era 20:15 - Lessons for Aspiring Photographers and the Future of Golf Photography

Welcome to another episode of Club Innovators, where we explore groundbreaking stories and strategies shaping the future of private clubs and the golf industry! 🎙️ This week, we are thrilled to host Grace Hurley, Vice President of Brands and National Events at Catapult. Grace, a PGA professional and the youngest winner of the PGA National Merchandiser of the Year Resort Award, shares her inspiring journey from collegiate golf to transforming branding and merchandising in the industry. 🚀 In this episode, Grace talks about: The evolution of branding in golf 🏌️‍♀️ Building community through innovative events 🌟 Challenges and opportunities in modern club culture 🌎 How Catapult is revolutionizing sales and branding with cutting-edge solutions 🔑 Whether you're a club manager, member, or industry enthusiast, this conversation is packed with actionable insights and inspirational moments. 📌 Don't forget to like, comment, and subscribe for more episodes of Club Innovators! Time Stamps: 0:00 - Welcome and introduction to Grace Hurley 1:30 - Grace’s journey from collegiate golf to becoming a PGA professional 4:00 - Winning the PGA National Merchandiser of the Year Resort Award 6:45 - Mentoring in the North Florida golf community 9:15 - The golf industry as a hub in North Florida 12:30 - Transitioning from operations to branding and sales at Catapult 15:00 - What makes Catapult unique in the golf space 18:45 - Overcoming challenges and innovating in golf branding 22:00 - Advice for aspiring professionals in the golf and branding industries 25:30 - Closing thoughts and future of golf branding

In this special episode of the Club Innovators Podcast, hosted by Kyle Bradburn and Greg Rotzell of Capstone Hospitality, we are joined by Frank LaVardera, Director of Environmental Programs for Golf at Audubon International. Frank dives deep into the importance of environmental sustainability in the golf industry and how clubs can balance ecological responsibility with economic benefits. Discover how implementing Audubon-certified programs can lead to significant cost savings, enhance course quality, and create a lasting positive impact on local ecosystems. Whether you're a club manager, board member, or an avid golfer, this episode is packed with insights you won't want to miss. 🔗 Learn more about Audubon International and how your club can become a leader in sustainability. https://www.auduboninternational.org/ Don't forget to like, subscribe, and share to support the Club Innovators community!

In this episode of the Club Innovators Podcast, host Kyle Bradburn sits down with Brian Friedrichs, CEO of Capstone Hospitality; Greg Rotzell, VP of Operations; and Adam Shamsie, VP of Sales, to discuss the revolutionary new product reshaping membership sales in private clubs—Drive CRM. Listen in as Brian shares the backstory of Capstone’s journey from its founding in 2009 to becoming a leader in membership sales. Learn how Drive CRM, built on over a decade of expertise and powered by advanced analytics, is transforming how clubs track leads, close memberships, and create retention strategies. Greg takes us through the detailed build-out of the system, emphasizing its intuitive design for sales teams and its powerful reporting features that deliver actionable insights. Plus, Adam highlights how the platform is enhancing sales efficiency and creating a seamless experience for membership directors. If you’re in the private club industry and looking to supercharge your sales and retention efforts, this episode is for you! Key Topics Covered: The origin and purpose behind Capstone Hospitality’s Drive CRM. How the tool supports sales directors in growing membership revenue. Real-world success stories from clubs leveraging Drive CRM. 🔗 Learn more about Capstone Hospitality: www.capstone-hospitality.com 🎧 Subscribe for more insights into membership sales innovation!

In this insightful episode of the Club Innovators Podcast, host Kyle Bradburn sits down with Melissa Hansen, a well-known marketing expert in the private club industry. They discuss key trends from the Inbound Marketing Conference in Boston, focusing on enhancing the digital experience for prospective club members. Melissa shares strategies on digital-first impressions, the importance content, and how gated content can drive leads for membership sales. The episode covers how private clubs can stay relevant and appealing to a new generation of potential members by focusing on their online presence, including updating websites and leveraging high-quality photography and videography. Tune in for actionable insights on how clubs can stand out in the digital landscape and attract more members by delivering a premium experience from the first digital interaction. Timestamps: 00:00 - Introduction: Welcome Back, Melissa Hansen! 01:03 - The HubSpot Inbound Marketing Conference Recap 02:25 - Changing Customer Expectations in the Digital Search Process 03:53 - The Importance of a Strong Digital First Impression 05:03 - Why Your Club's Website Is Your Online Brochure 06:37 - Using Gated Content for Lead Generation 07:07 - The Impact of Rich Media: Photography & Video in the Club Experience 08:24 - Why Updating Content Is Crucial for Success 09:40 - Final Thoughts: Enhancing the Member Journey

Join us for a special episode of the Club Innovators podcast as we go behind the scenes at Capstone Hospitality's annual retreat! This gathering brings together the company's top executives and sales directors for a unique mix of team building, innovation, and collaboration. Discover how these retreats foster stronger relationships, enhance learning, and drive creative strategies within the organization. Whether you're in the club industry or interested in leadership and team dynamics, this episode offers valuable insights you won't want to miss. Don't forget to like, comment, and subscribe for more content! Chapters 00:00 Introduction and Overview of the Company Retreat 06:06 Training Sessions and Learning Opportunities 15:43 The Role of Golf in the Sales Process 19:08 The Retreat Experience and Team Bonding 22:15 The Importance of Follow-Up Conversations and Support 28:33 Preventing Burnout in Sales 33:01 The Value of a Strong Support System 36:41 Conclusion and Final Thoughts

Summary In this episode of the Club Innovators podcast, host Kyle Bradburn interviews Frankie Capan III, a professional golfer and tour brand ambassador. They discuss Frankie's recent success on the Corn Fairy Tour, his journey in golf, and his experiences at different universities. Capstone Hospitality is mentioned as one of Frankie's sponsors, providing support and partnership throughout his career. The conversation also touches on the importance of having great partnerships in the golf industry. Frankie Capan discusses his experience on the Corn Fairy Tour, his approach to golf, and the support of his family. He reflects on his first major tournament, the US Open, and the lessons he learned from it. Capan also shares his interests outside of golf, including other sports and activities. Overall, he emphasizes the importance of balance and enjoying the competitive nature of golf. Takeaways -Frankie Capan is a professional golfer and tour brand ambassador -He has had recent success on the Corn Fairy Tour -Frankie discusses his journey in golf and his experiences at different universities -Capstone Hospitality is one of Frankie's sponsors, providing support and partnership throughout his career Frankie Capan appreciates the support of his family and their presence at his golf events. -He reflects on his experience at the US Open and the lessons he learned from it. -Capan enjoys other sports and activities outside of golf, such as pickleball, disc golf, and shooting hoops. -He emphasizes the importance of balance and finding a healthy outlet away from golf. -Capan's competitive nature drives him to constantly strive for improvement and success in golf. Chapters 00:00 Introduction and Background 02:45 Frankie's Success on the Corn Fairy Tour 09:33 Frankie's Journey in Golf and University Experiences 53:58 The Importance of Family Support 56:28 Finding Balance Outside of Golf 59:53 Celebrating with Waffle House

Summary In this episode, Kyle Bradburn, Greg Rotzell, and Tyler Vander Meulen discuss the importance of assessing the sales process and salesperson in a private club. They emphasize the need for an honest assessment and highlight the lack of club assessments in the industry. The hosts share their experience of secret shopping clubs and reveal some alarming data, such as 25% of clubs not responding to inquiries and only 8% of clubs following up with additional contact. They stress the importance of building rapport with prospects through phone calls and personalized emails. The hosts also discuss the use of data and benchmarks to evaluate the sales process and identify areas for improvement. They recommend utilizing a CRM system, such as Capstone Drive, to track and analyze sales data. Finally, they emphasize the need for continuous assessment and improvement in the sales process. Takeaways Regularly assess the sales process and salesperson in a private club to identify areas for improvement. Build rapport with prospects through phone calls and personalized emails. Utilize data and benchmarks to evaluate the sales process and identify areas for improvement. Use a CRM system, such as Capstone Drive, to track and analyze sales data. Continuously assess and improve the sales process to ensure success. Chapters 00:00 Introduction and Overview00:36 The Importance of an Honest Assessment07:59 Building Rapport with Prospects13:26 Using Data and Benchmarks to Evaluate the Sales Process25:30 Continuous Assessment and Improvement32:07 Conclusion

Summary In this conversation, Greg Rotzell and Tyler Vander Meulen discuss the importance of having a CRM system in membership sales. They highlight the benefits of a CRM system, such as organization, tracking data, and improving sales processes. They also discuss the use of forms and workflows for capturing organic leads, the significance of deal stages in the sales process, and the value of reporting and statistics in evaluating sales performance. Additionally, they touch on the use of email campaigns and the integration of AI in CRM systems. Takeaways A CRM system is essential for organizing contacts, tracking data, and improving sales processes in membership sales. Forms and workflows in a CRM system help capture organic leads and streamline the sales process. Deal stages in a CRM system provide a structured framework for tracking the progress of sales opportunities. Reporting and statistics in a CRM system allow for data-driven decision-making and performance evaluation. Email campaigns in a CRM system enable personalized and automated communication with prospects and clients. The integration of AI in CRM systems offers advanced features such as call recording and analysis. Chapters 00:00 Introduction and Importance of CRM System 04:48 Organizing Contacts and Structuring Correctly 09:02 Deal Stages in the Sales Process 15:04 Reporting and Statistics for Performance Evaluation 24:44 AI Integration in CRM Systems

Summary In this episode of Club Innovators, Kyle Bradburn interviews Greg Rotzell, VP of Sales, and Adam Murchison, Director of Training, from Capstone Hospitality. The conversation focuses on the training process for membership sales directors in private clubs. They discuss the importance of starting with the basics and building upon them, the role of role-playing in training, and the significance of real-world scenarios and challenges. They also highlight the ongoing support and communication provided to sales directors in the field, as well as the use of feedback to continuously improve the training approach. The episode concludes with a discussion on how Capstone offers an online training platform called Drive for clubs that prefer a more supplemental remote option. Takeaways Training for membership sales directors starts with the basics and builds upon them, using a scaffolding approach. Role-playing is an important part of training, allowing sales directors to practice and improve their skills in a safe environment. Real-world scenarios and challenges are incorporated into the training process to prepare sales directors for the field. Ongoing support and communication are crucial for the development of sales directors in the field. Feedback from sales directors is gathered to continuously improve and refine the training approach. Capstone offers an online training platform called Drive for clubs that prefer a more supplemental remote option. Chapters 00:00 Introduction 01:08 The Foundation of Training 03:13 Training Structure 04:21 Using Online Platforms for Training 05:26 Importance of Real Calls in Training 06:28 Feedback and Improvement 07:46 Role-Playing in Training 08:59 Incorporating Real-World Scenarios 10:46 Continued Learning and Development 11:46 Supporting Sales Directors in the Field 20:29 Measuring Success with Metrics and KPIs 24:30 Maintaining Culture and Cohesiveness 28:58 Supplemental Remote Training with Drive 30:53 Closing Remarks

Summary In this episode of Club Innovators, Kyle Bradburn interviews Melissa Hanson, a marketing expert in the private club industry. They discuss various marketing strategies and methods, including personalized items, thank you cards, folders, welcome documents, brochures, and email campaigns. Melissa emphasizes the importance of personalization in marketing and shares practical tips for leveraging these strategies to engage prospective members and nurture leads. She also highlights the role of branding guidelines in maintaining a cohesive and consistent brand image. Overall, the conversation provides valuable insights into effective marketing techniques for private clubs. In this conversation, Melissa Hansen discusses various communication tools and marketing strategies for country clubs. She emphasizes the importance of targeted communication and personalization, using live chat to engage with website visitors, and the benefits of having a mobile app for members. Melissa also highlights the value of blogs in marketing efforts, the power of video marketing and content repurposing, and the impact of testimonials in attracting prospective members. Overall, these strategies help clubs enhance their digital marketing and improve member engagement. Takeaways Personalization is crucial in marketing, and it can be achieved through various methods such as personalized items, thank you cards, and tailored email campaigns. Branding guidelines are essential for maintaining a consistent and cohesive brand image across all marketing materials and departments. Folders and welcome documents play a significant role in providing essential information to prospective members and reflecting the club's culture. Email campaigns are an effective tool for nurturing leads and engaging current members, and personalization and segmentation are key to their success. Targeted communication and personalization are crucial for effective marketing in country clubs. Live chat on websites can play a significant role in engaging with potential members and closing sales. Having a mobile app for members can streamline communication and provide convenient access to club services. Blogs are a valuable marketing tool for sharing club news, events, and member stories. Video marketing and content repurposing can enhance marketing efforts and capture the attention of prospective members. Testimonials from members can be powerful in attracting new members and showcasing the club's value. Chapters 00:00 Introduction to Club Innovators 01:24 Melissa's Expertise in Marketing and Member Experience 04:23 Importance of CRM System and Personalization 06:02 The Power of Thank You Cards 08:18 Feedback and Other Uses of Thank You Cards 12:42 The Role of Folders in Marketing 13:43 Key Materials in Membership Folders 19:15 Reflecting Club Culture in Welcome Documents 23:03 The Role of Brochures in Marketing 24:47 Leveraging Email Campaigns 27:08 Personalization in Email Campaigns 28:13 Targeted Communication and Personalization 29:11 Live Chat for Marketing 30:32 Mobile App for Streamlined Communication 33:48 Utilizing Blogs for Marketing 36:43 Video Marketing and Content Repurposing 48:05 Importance of Testimonials

Summary In this episode, Kyle Bradburn, Greg Rotzell, and Tyler VanderMeulen discuss the 2024 membership trends in the private club industry. They highlight the decrease in new organic leads and member referrals in 2023 and discuss the factors contributing to this decline. They emphasize the importance of adapting and attracting new members by focusing on the member experience, offering diverse outbound lead generation strategies, and providing incentives. The conversation also covers the increase in resignation rates among clubs in 2023 and strategies to improve member retention. They discuss the shift in preference for full golf memberships among younger demographics and the need for clubs to adjust their marketing strategies to capitalize on this trend. The conversation concludes with a discussion on the lengthening sales cycle and the importance of consistent follow-up and creating a sense of urgency in the sales process. Capstone Hospitality offers various services to assist clubs in navigating these challenges, including membership sales staffing, remote sales support, and marketing solutions. Takeaways Adapting and attracting new members requires focusing on the member experience and offering diverse outbound lead generation strategies. Incentives can be effective in attracting prospective members, especially if other clubs in the market are offering similar incentives. Clubs should focus on improving member retention by enhancing the member experience and creating value for members. The preference for full golf memberships has increased among younger demographics, and clubs should adjust their marketing strategies to capitalize on this trend. The sales cycle has lengthened, and clubs should prioritize consistent follow-up and create a sense of urgency in the sales process. Capstone Hospitality offers membership sales staffing, remote sales support, and marketing solutions to assist clubs in navigating these challenges. Chapters 00:00 Introduction 00:49 Decrease in Organic Leads and Member Referrals 12:11 Shift in Preference for Full Golf Memberships 24:05 Anticipated Trends for 2024 33:18 Capstone Hospitality's Services and Strategies 37:25 Conclusion

In this eye-opening episode of Club Innovators, we are thrilled to welcome two industry experts, Melissa Hansen and Rick Coffey, as our special guests. Get ready for a deep dive into the world of private clubs, as we uncover shocking statistics about our secret shop of over 200 private clubs and arm you with strategies to ensure your club doesn't become one of these unsettling figures. Melissa Hansen and Rick Coffey bring a wealth of knowledge and experience to the table, making this episode a must-listen for club Membership Directors, marketing enthusiasts, and anyone striving to keep their club ahead of the competition. We delve into the nuances of a proper sales process within the club industry. Discover the key steps, best practices, and pitfalls to avoid when selling memberships and services within your club. But that's not all – Capstone Hospitality also unveils its new comprehensive sales training and management software, Drive. Whether you're a club owner, manager, or enthusiast, this episode offers a wealth of knowledge to help you transform your club's success. Join us as we unlock the secrets to avoiding these shocking statistics and ensuring your club thrives in today's competitive market. Drive Sales Training and Management Software: https://www.capstone-hospitality.com/drive-info Melissa's Website: https://melissahansen.com/ NBC Sports Next: https://www.nbcsportsnext.com/ Capstone Hospitality: https://www.capstone-hospitality.com/ Time Stamps: Melissa Hansen Located in Naples, FL at Is a private club membership + marketing educator that provides resources to industry professionals who are striving to get creative and think outside the box. With over ten years in the hospitality industry. Melissa shares her knowledge and information learned and provides clear strategies for membership success. Melissa provides services including membership consulting services, live group classes, Masterclasses on various membership topics. Go to melissahansen.com to learn more, download resources and connect with Melissa. Rick Coffey Rick is a Certified Membership Professional (CMP), who has established himself as one of the top sales performers and thought leaders in the private club industry. In March of 2019, Rick joined Golf Channel as National Sales Manager for the private club division. Based in Jacksonville, Florida, he is dedicated to growing the private business for the popular network. Rick currently leads the private club division of NBC sports.