Get More Students & Systemise your Studio w/ Austin Roberson

Do you want to fill your classes with more students? Do you want to get the RIGHT technology in your studio to help you systemise and streamline loads of your processes?

If you answered a 'heck yes' to either of the above questions, then today's Podcast is for you!

Today's guest is Austin Roberson, CEO of Class Kid, an epic new piece of software for Dance Studios and Kids Activity programs. Austin has a wealth of knowledge about the technology we need as Dance Studio Owners, as well as how to market your Studio to get huge amounts of new leads in every single week!

Connect with Austin

Class Kid website

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Show Transcription: 

Nathan Barr
Good morning dance principals United podcast land. I hope you are all extremely well today. Whatever day you're listening to this. It is obviously Nathan here. I am joined not by Amanda or Beck today by I think it's our first international guest. The incredible Austin Robertson. Yeah, I know. Right? How good is that. So Austin is for those of you that don't know him. Some of our I know a lot of our listeners are ready set dance studios that would have heard Austin talk at the ready set dance conference in Sydney recently. But Austin is a former professional dancer. And he is now the co founder and CEO of class kid, which is a really, really exciting new piece of software for dance studios and other kids activity centers as well. Personally, I believe it's what Sony has been looking for, for a long time and all in one class marketing and class management software solution. On top of that, he's also the creator of fill my class formula, which is a proven marketing system to help you fill your classes and keep them filled. He's a world renowned international speaker, and I'm sure he would say most importantly, a husband and dog dad to boat and Lou. How are you going, Austin? Welcome to the DPU podcast.

Austin Roberson
Hey, thanks. Does this mean I'm officially down under I guess we're broadcasting? Virtually, virtually? Virtually? Okay. Well, I was just in Australia a few weeks ago. So it was cool to connect with a lot of the listeners there. Yeah, going great. You know, we just launched in June. So I know we were talking before you hit record super exciting time for me personally and professionally. And yeah, just super grateful to be here. So thanks for the invite

Nathan Barr
amazing where we like to start with a little guest that we have on being the dance principles. You know, podcast is obviously about your I guess journey in dance Austin, sort of taking us back to, you know, almost like your first dance class and your journey through dance from there.

Austin Roberson
I can't actually take you all the way back to eighth into my first dance class because I was begged by the studio to be Danny in a little kid's rendition of Greece. And I was I was somehow convinced I was the perfect fit. And so I took the role and fell in love with it honestly, and just stayed in dance until from the time I was nine, to the time I was 18. I danced professionally right at a call high school instead of going to college, that I went to college. And that's when I actually had to end up having a back operation. And really started for the first time to feel my passion changing. And so it's cool to be running class kid today, because I get the opportunity to serve an industry that for my entire life, frankly, has served me in between there, you know, went to school, went to college, worked in MIT various roles in different studios teaching, directing, consulting, marketing, prior to class, get even built my marketing agency that was specifically helping dance studios fill their classes and keep them filled, which is kind of where the idea of the film classes formula comes from. So that's the short version. I don't care how I don't know how much you want to know. That's, that's eight years of my life. But that's the short version.

Nathan Barr
Amazing. So yeah, so like, I guess, like you're saying that the catalyst for you starting to work behind the scenes with with their studio owners and their sort of tech software and marketing needs was was that injury that you're sort of closing out to close that that chapter on your performance career and then move into and find what what your next passion was? And you ended up falling into that? Is that right?

Austin Roberson
Yeah, that is right. I mean, certainly, it was not easy. I'm sure that if you've danced professionally, or you dance or teach, I mean, you can imagine what it's like when you I go in for a minor and I'm, I'm holding my fingers up making air quotations like going for a minor back operation. And I wake up and the doctors like, oh, we thought it you know, a little bit worse than we thought. Yeah, so it was a hard transition. Honestly, it wasn't my favorite part of life but a blessing in disguise for sure.

Nathan Barr
Exactly. Exactly. And look what what I think what I think is going to, I guess be or contribute greatly to the success of class kid and what I'm really interested in is within our studio, at least Amanda and I always talk about it that I am. My background is mathematics and finance, like a lot of our listeners know, so I'm very much the left brain logical side of things. And I had to when I first came to work in the business full time and as I work now With dance studios and stuff like that, I often have to find myself making sure that I take my left brain logical side of things, and put it in ways that are incredible creatives and more right brain thinkers start, like will understand and be able to work with, do you think that yourself as a performer, and you're obviously one of those very rare people that's got both sides of the brain working very well together? Do you think your background as a as a dancer, and as somebody in that creative sphere helped you when you were sort of starting to map out this software?

Austin Roberson
That's a great question. I've never been asked that. But I love the question. I would argue with you a little bit though I'm kind, I always use this analogy of the string in the kite, I'm probably the kite. Like, my executive assistant is sitting here right next to me. And she's, she's laughing think, yeah, he's the kite and I'm the string. I'm the I'm the one that reels him back from all of his fantastic ideas. Some of those ideas are great, some, some not so much. But I think the frequency of just growing up, I guess, in a creative environment has taught me many things. And one of those is to try new things and to treat almost everything I do as an experiment as a, as a rehearsal and to work diligently towards an end goal. So certainly, you know, even creativity itself definitely applies to software for sure. Like today, I spent three hours looking through hundreds of different screens in the software to figure out how can how we can refine them to make the user experience better. So like, you know, that definitely, like translates from from dance. But you do kind of I think, as a business owner, you either need the you need the string in the kite, or you do kind of have to learn how to be a little bit of a chameleon or take a hybrid approach to to business development. But like you, Nathan, I surround myself with eight amazing, extremely technical developers who think like you do. So fortunately, I get to leverage my creative strengths day in and day out, and not stress too much about it. But I think it's definitely something as a creative entrepreneur that you have to reel in, and you really do kind of got to be aware of.

Nathan Barr
Yeah, absolutely. Absolutely. So I guess my next question was, as you obviously work with dance studios a lot, what would you say is a common roadblock that you see studio owners have as they try to grow and scale your business? Because that was sort of your first passion in, you know, marketing and helping studio owners fill their classes?

Austin Roberson
Yeah, we were, Julian i, which is my ear. We were just talking about this, because we're designing the film classes mini course right now, which will be available on classic att.com Very soon for free. And we were talking about a question that a studio owner proposed to me many years ago, and the studio owners name was Kathy and she came to me with a question at one of my events. And she said, Austin, why do you think some studios scale rapidly, they seem to get, you know, hundreds of new students, and they grow rapidly, and everything seems to be working well. And then others kind of barely make it. And they struggle to breakeven, and they and they, in frankly, they barely make a profit. And so that was kind of this this, that that uncovered, I guess, really, really drove me in my early stages trying to uncover the answer to that. And I think that the answer from kind of speaks back to what you were what you were saying, we were making fun of people like me, the creative entrepreneur, and you've really got to simplify. And you've got to systemize in order to scale. And I think the the downfall to being a creative person is that when you have an idea, you build that idea, let's just say a pretty princess, fairy camp Facebook ad, right? And it goes super well. And so the thing that the creative entrepreneur does in the creative entrepreneurs, the kite is they say, what other amazing thing can we build, and the string has to say, we're going to do this thing again. And again, and again. And again, until it dries up like a dirt worm, after a rainstorm. And that's scalability if we were to, to paint a picture and so kind of funny that you love it that question because it really does come down to like the highest performing organizations, in my opinion. You've got to have like, they have the string and they have the kite they have those two people. And you've got to have both, frankly, for for scalability to happen at a and make any level of impact in the organization. So that would be kind of my first answer. I think the other part of it is just normal objections that stand in our way. I don't have the time. I don't have the money. I'm not tech savvy. I don't know where to start all these things which are normal. And I think programs like yours are exactly what people need to get past that starting point to believe in themselves, maybe just enough to see that they can do it. Especially if you're not like me, and you didn't grow up around computers. I mean, I look at computers and I used to play Oregon Trail. I don't know if you have Oregon Trail in Australia,

Nathan Barr
but I don't know about it. But whether that's just me, but not,

Austin Roberson
it was probably one of the first computer games. So I've been around computers my entire life. But I think, you know, scalability does require systems. As you guys said in your intro, it does require technology, it does require change. And that's something that I have helped my organization overcome by simply saying, Hey, guys, we're gonna treat everything as an experiment. And the reality is, you can't afford not to scale because growth and scalability are kind of two different things, right? Growth is this mindset of more students all the time. And scalability is more students more revenue, but less time. So not more students all the time. But more students and less time meaning more margin, to do the things that I love, more margin to serve the people that I care about more margin to be home with my kids at night, to cook a meal for them to take the vacation, I deserve to buy that dream car, frankly, that I want. And, and it it has it does happen kind of on the other side of the objections that we hold. So I think simplifying, Systemising, but also just figuring out where do I need to get involved? Is it a group, like dance principals united? Where do I need to? I need to surround myself with people who have overcome these objections, which are literally holding me back from scaling my business, because they are the lies that I believe. Because I tell them myself, I tell them to myself every day.

Nathan Barr
Absolutely. That's what that's a big part of what we're starting to work on as well with, with our coaches and things like that, from from our own personal development standpoint, Amanda Beck and I as well. So absolutely love that. And I love what you said too, about, you know, that objection that I always hear about not being tech savvy. And I try and I try and soften my answer a little bit, a lot of the time. But like in my head, like the thought is, I understand that you might not want to be a full stack developer who's going and learning how to code a program, I get that. But in 2022, you can't run a business, whether that's a small business or brick and mortar business. You cannot run a business in 2022 without having some sort of basic technology level. So you've got to take that leap. And you've got to upskill yourself a little bit in some of the technology that's available and out there.

Austin Roberson
Yeah, I remember when I was actually in Australia, and I asked a surfer he we were talking and I said I don't know how to surf, we got to talk and at what does that coffee shop called where they serve the long black? I'm sure long black is everywhere in Australia. Anyways, we got to talking and and I'm like, Hey, are you afraid of the water? And he said, I don't know, I never go out deep enough really? To have figured that out. Because I'm a surfer. I've got a deep sea Fisher. And I thought to myself, isn't that an interesting reply? Isn't that I just walked away from that conversation going? Are there things that I need to be the deep sea Fisher at that I'm just surfing on the shoreline? And I think that's what you're saying, right? That was such a great conversation I had with

Nathan Barr
and it's all relative to like, Yeah, that guy would go 3040 50 meters offshore a lot of the time, which a lot of people would consider deep, but his perspective is not deep for him yet completely shifted. Right. And I love what you say exactly, about, you know, I think sometimes with the incredible creatives that we work with in our industry in dance studio owners, that sometimes their creativity and their perfectionism around that can be their biggest roadblock. Like you were saying when you have a campaign, the the fairy, the fairy campaign,

Austin Roberson
where a princess party, magical unicorn, that's the glitter, but whatever you want to call it, whatever

Nathan Barr
you want to call it, when you've got something that's working, it's okay, not to recruit the next time around, it's okay not to recreate something. And just like, it's okay. Like, obviously, we need our creativity and to be always evolving in the dance sphere. But it's okay in the other parts of our business, like the marketing parts and whatnot, to keep things going. And if we've got a formula that we know is working, it's okay to keep sort of, I guess, squeezing, squeezing everything we can out of that and making Systemising and making it easy on ourselves. Right?

Austin Roberson
Yeah, absolutely. And something as you were talking made me think, like dress rehearsals work really well in the dance industry because behind closed doors, with the exception of parent observation week, we're rehearsing these routines and we ultimately get to show them once or twice a year. Right. That is a habit therefore that we have to break when it comes to marketing because the best thing you can actually do for a Facebook ad or marketing typically is put it out before you think it's ready. Done is better. More than perfect, and then run all sorts of tests on the landing page to copy the image to try to get more conversions. But it's this we have, we don't want to do it that way. Because that's not how we do our business. And so I think sometimes, that's not how we do things in our business, specifically using the example of a rehearsals. So yeah, I think, certainly we can, because we are perfectionist, because we've been taught tucking your thumbs, you know, don't cycle your foot, all these things were like, Well, I'm not gonna put that Facebook ad out there till I've spent at least 16 hours on the Canva graphic, at least at least, at least 16 hours on the Canva graphic.

Nathan Barr
It's amazing. You said that one of our during our training call on Friday with the principals United tribe, one of our amazing members, Jess jumped in and said, because what I always say to them is, you know, like you said, sometimes you spend the 16 hours on that graphic. And then you throw that random one at the end. And it's and I say to our tribe members all the time, it's not about what we like, it's about what the market likes. And sometimes it doesn't chuck in a random want to see how it goes. And she's like, Oh, my God, Nathan, I finally listened to you. I chucked in some random food at the end that like, like, went against almost everything I know, as a dance teacher. It looked, I thought it looked like basically crap, if I'm honest, have two little kids just standing peering in a window, and I would have never in a million years put it up six months ago. And it was the one that went absolutely nuts, and was getting just ridiculous messaging conversions on the Yeah, yeah, it's not about what you want. It's about what the market wants.

Austin Roberson
And that makes me think of a time when I spent like two grand to put together some silly video for my former company that I was at which I've now exited. And I ran a Facebook ad to show the video. And then I split tested that with like a 10 second stock video that I got from like, I don't know, video stock.com. Or I don't even know if that's a real website. And that video did better than the $2,000 video and I was pissed. I was pissed. Because here's your I am the Marketing. Here. I am the marketing guy not to hear my own advice. And sure enough, the $10 video does better than the 2000. It's not about it's not about what you think. And I talked about that a lot when I speak. And it's not about you, actually at all. And that's one of the big mistakes that people make in marketing, even if you were, if you were to go to your website right now, if you were to go to your Facebook page right now, I can almost guarantee it's all about you. And so what I teach is kind of the story brand format and story brand, building a story brand by Donald Miller great book, if you want to flip the script to your customer and really stand out from the crowd, which is required, frankly, to get noticed, because everybody's kind of saying the same thing. Yep. And as a as a side note to this, and I'll come back, see I'm the kite Nathan. Here we go. As a side note, I always tell people, the people don't know how amazing your programs and classes are until they buy because that's when they experience your product. Up until then the best marketing wins every single time. And that's why as silly as it sounds to think about comparing a stock video to a $2,000 video. It matters, it really it really doesn't matter. And what Donald Miller talks about in building a story brand is flipping the script and making your customer the center of the story, making them the hero in the story. So instead of join our dance family, the tagline for your studio, it's you belong here. Right? So it's not about us. It's about it's about you. You've been the customer. Yeah, absolutely.

Nathan Barr
That's that's the probably one of the biggest things Mandarin Bic talks about all the time is Yeah. And what we find a lot with dance studios in Australia, I'm not sure if it's the same in the States, that people are often marketing to their peers. They're not marketing, they're not marketing to the parent. That's, that's who we need to be focusing on. Right? Well in

Austin Roberson
their marketing in a way that, like they're marketing to people who think who understand who they think understand the same things they do. Yeah, right. So I know all this stuff about my business, I know all these things about class, get I know every single feature, I know how every single button works, I could get on a call with you and tell you exactly what you need to do. But in the very beginning stages, that is not how I will convince you to buy class kid at all by talking about those things. And so sometimes we're talking about policies and how our programs are organized and all these things that parents are like, I just wanted to know if you had classes for three year olds,

Nathan Barr
and they have fun

Austin Roberson
and that they have and that there's an image of smiling kids on your website that don't look like they're bored.

Nathan Barr
Exactly. Happy happy smiley kids is one of the things exactly like you said, like you know, parents, a new preschool parent doesn't know or frankly care about the lines or the pointed foot or that yeah, whether the foot slightly sick or things like that, but they're they're looking at all the kids having fun, and does it look like an amazing environment. That's, that's all. That's all they really caring about. Right?

Austin Roberson
Right. And I talked about in my workshop, my one day workshop or my two day conference, they're both called fill my classes fill my class is kind of is our whole is our whole funnel. So fill my classes mini course for my classes conference, fill my classes workshop, one thing I, I tell people is, you know, there's really just three questions that every parent wants to know. And the big one is simply like, do you have classes that are appropriate for my child? So if you were to just go to your website and reorganize it based on the age? Yep. Everybody wants to everybody tends to I should say, make the mistake of putting their programs in classes, like their internal structure is how they market externally. Yeah. And if you were to flip the script on that, and you were to flip the script and make your customer, the hero, like those two things alone would transform your results, I really do believe that I can't make any promises. I'm supposed to say that.

Nathan Barr
One of the that's the biggest one of the biggest things we found in our studio, probably three or four years ago, that's when you say three or four, maybe it was five or six, because time just sort of all melts into over the last few years. Right. But yeah, we made sure that are tight, like we have our preschool timetable just shows the preschool classes, our kindergarten, our five to six year olds only shows those classes. And it made such a big, big, big change. And I guess the flow of leads through as well. I mean, getting those high quality leads through and being able to filter them through the process a little bit better.

Austin Roberson
Well, we even had somebody's email support the other day, and they said, I want to add a program filter to my online store because it class, could we use an online store model? And I said, Okay, no problem. This is me and support, like coaching people, because we really, we don't we don't call it support. We call it success. Because with class CAD being an all in one solution, we really do need to teach you how, like we when we build features, we build them intentionally, very intentionally. So it's like, okay, these this is the reason why those filters are default to the store. Because we know from running focus groups, and doing marketing for hundreds of studios that parents prefer to buy things sorted by age. First, I know that you want to tell everybody how amazing your programs are. But honestly, they don't care. I did not say that in the email. I didn't say it like that. But I tried to say it, like really lovingly, like, I want you to win. And if I give you what the answer you are, if I just answer the question, you're asking me, I'm going to be setting you up for failure, really. So I tried to help we always try to help people understand just more contextually, you know, why are those three, five filters default to the store? Versus the others? You have to add? Add Custom?

Nathan Barr
Yeah, amazing. Love that. So something that we're really big on with our clients in the dance principals, United tribe, and I know you are as well, is the importance of a rock solid and airtight inquiry process. Because we painters when we see incredible studio owners putting great marketing out, but we know that they're not that they're letting lead slip through the cracks. What as you know, like you said, you've talked to hundreds, if not more studio owners. And as you've built out class kids, you've you've asked lots of questions, I'm sure what are some key mistakes, that you're seeing studio owners make that result in them letting lead slip through the cracks and essentially losing a lot of money?

Austin Roberson
Yeah, I think you struggle with one of three problems. Really, if I had to break it down, it's either like your marketing is there's no marketing, or if there is it's not consistent, so you're struggling to attract prospects. Second problem is you're you're struggling to convert leads, because maybe they go into this other tool and then onto a spreadsheet, or you get an email notification when they fill out a form but you don't know if people got back to them. And it's like, who's doing what and no one really knows. And as a result, employee turnover is high because no one knows what's going on. There's no system or process. And that'd be like converting, converting leads, right? So into customers. And then on the flip side of that it's expanding revenue too, because just look at the VAT like the value of one lead if you if you think you should if you think you can continue ignoring this stuff. Take the value of one lead and your business I would argue, if you're losing one lead, you're leaving maybe AUD 700 Yep, easily, right. Yep. Yeah, yeah. So you're leaving that now amplify that times 10 loss leads Could you look back Could you look at your process in your system and right now and honestly evaluate it and say, Yeah, I think we're probably losing you know, five to five to 10 leads so now we've $7,000 Let's just say 7000 AUD and and the on the flip side of that if you do a good job of setting well not really on the flip side but related to that if you do a good job of setting expectations in your marketing in that attract prospects phase, then you can win in the last phase which is expanding the revenue so attract prospects convert leads expand revenue, right. So one offer that's working really well right now for people using class kit is more of a trial class pass instead of the truth. Rational drop in trial because what is the traditional drop in trial do free or not by the way, it coaches the client to buy one class drop into this class by the class. A seven day class pass you might set up in class kid where they can try all the classes in the program that are age appropriate for seven days. Up to three total for example, yep, or just all the classes unlimited for for seven days only. Right They can book themselves into tiny tappers, tiny ballet, tiny tiptoes.

Austin Roberson
Tiny. Already you have but you set up the promo you let them try mall for seven days. Now what have I done? Well, because I strategically thought about my marketing in the earlier phases of the customer journey, and I made sure I wasn't losing leads. Now that customer is set up to buy two or three classes instead of one. And that's why, you know, even if you're like, Well, my marketing is great, but your system is bad, or your system is good, but you're not expanding the revenue. You know, there's work to be done in one of these pillars, if you will

Nathan Barr
not for sure. I love I love that you think about exactly the same as us, we always think about like, by not having a good system, how much money are you leaving on the table? And that that's often what we try to go to to help people overcome a price objection to a new piece of software or something like that, you know, is that how could you afford to was like, Well, how can you afford not to, you know, if by not by having this piece of software, if you're saving? What $7,000 almost per month, a lot of the time, right? Like how can you afford not to have it and then in terms of you know, just from that's from the law students perspective as well. And we know by having the right system and effective system in place, it also cost cuts down on your staff costs as well, you could be saving two to three hours a week. And a lot of people often just don't do the simple multiplication out of what saving two to three hours of admin time per year, actually saves us a final dollar amount at the end of the year.

Austin Roberson
Yeah, and you made me think of my client, Amy, who literally was extremely successful with one Facebook ad one system, just one of everything. And when you when you talk to her, she just she talks about the simplicity behind it. And she kind of says the same thing you do. Like, they used my retrospective to figure out that it was costing them more money to order track and deliver costumes manually, then they made from selling a costume because of the lack of technology. And so especially for those out there that are more hesitant to adopt a new tool, I think you can look at it from you know, what is the money I'm saving, of course, by not losing leads, but also like the stress honestly, like how much less stressful would my life be? Have I ever put a cost on that if I didn't have so much stress around my costume tracking process, for example. So yeah, I think I think that this, what we're talking about lives in every area of the business. It's not just marketing. That's what you and I geek out about, we could probably do a three hour podcast. But this stuff lives this idea of scalability, this idea of systems, this idea of giving yourself more margin, you can almost use this ideology, this way to think about business scalability in every every area

Nathan Barr
of your business, you got to spend money to make money, right? Yeah, as that as well. Amazing. So like, we've talked lots about lots of different sort of, I guess, objectives that data has have and some issues that density owners have, as they go through running and Systemising and organizing their business. But as we mentioned at the start, and you keep talking about you've just launched this amazing piece of software class kit. How do you feel obviously, I'm sure you feel it doesn't in lots of ways, but like how do you feel Klasky best helped to solve a lot of these issues we sort of talked about for dance studio owners.

Austin Roberson
Class get is this is the best software buy it now. Yeah, wrap it up. That's all Yeah. I think the the big. There are two types of people that class could can help the first, and probably the one that can help the fastest is someone who is doing all this stuff across a bunch of different tools, because it's probably going to be a little harder for me to give it someone who's not focused on marketing doesn't care about their sales pipeline. And doesn't think they're losing students to gaps in their systems to use class. Good because it's an end to end product and it's the only one in the industry. So but so let's just use, you know, a general lead to trial to enrollment. So somebody fills out a form on your website, you put them on a pipeline, when they book a trial, you move them to the books trial stage. After the trial, you trigger the automated drip campaign to follow up they enroll you Remove them from the drip campaign and you trigger the welcome sequence or what some would call the onboarding. After their first class, you check in and say, Hey, how did the first class go this week? Every attendance, every makeup, every private lesson, every touchpoint, or interaction in this customer journey is the end goal with class get in by the end of this year. We're, you know, we're looking to launch our official launch in Australia market starts in October. And by the end of this year, we'll have that full customer journey developed. And so one thing we're doing right now, if you believe in the vision is we're building that pilot program for the Australian market to learn what you guys need. That might be a little bit different than the states. For example, one thing I learned while I was there is about zero, which we are we're big QuickBooks fans here. And

Nathan Barr
yeah, that's damn good. I got zero

Austin Roberson
love it. And and rivalries of different Australian regions aside, because I did experience rugby at its finest there while I was there. You know, all that aside, I think everybody everybody in the industry seems to be ready for something new. That's modern, that looks pretty that's up to date. And you know, as a as a former instructor and front desk, or somebody that worked at the front desk, and even directed a an adult studio at one point. I prior to building my marketing agency for dance studios, we used Jack Rabbit. And I think Jack Rabbit is a great tool, I really do. But it has a lot of powerful and robust features. But it's time to take the powerful robustness of these amazing platforms, and make it look really amazing. Because what the what the next generation of buyers cares about is is that user experience, that would be kind of the all encompassing word like I don't necessarily want to have to wait on you to email me back to know that I can lock in my kids trial on Wednesday.

Nathan Barr
Yep, exactly. Yep. UI UX is what software is all about at the moment, right? Yeah, it's funny, you mentioned zero, which is, you know, an accounting package. And as soon as we say accounting, everybody automatically sort of glazes over a bit and thinks boring. But what got me because I'm a big Xero fan as well. What got me into that from all the other accounting things I was looking at was, it looked pretty like and I'm not even that creative type of person. The user experience was nice. And that's where like, you're talking about a lot of dance studio software's. And I've tested a lot of them. They are built by that left brain, mathematical, logical developer type person, they just look like big, ugly old databases, a lot of the time, a lot of them are iterating out and getting a lot better. I know. But at the end of the day, that they're not that nicer user experience for for the studio owners on the back end. And the parents on the other end a lot of the time.

Austin Roberson
Yeah. And I even think, you know, one thing I tell people is we're no longer competing against the people who do the same thing as us in our community. We're competing against Amazon, who has set the expectation that I can get something in two days, or even two hours, right? Yeah, I told the example at the ready set dance conference that I my adapter failed me at my two day conference here, back home, and I literally by courier had a new adapter ordered off Amazon and delivered in two hours, like bro came by on his bike, and was like, Are you Austin? And I'm like, Yeah, and he's like, here's your package, and then just literally drives off? Like, how can you compete with the that user experience? Right? It's got to be good. It's got to be refined, it's got to be a well oiled machine that doesn't look like a well oiled machine. It's got to be pretty to look at.

Nathan Barr
Exactly. And that's what yeah, a lot of we can spend, because, you know, sometimes you sit there and think like, how can people compare us to Amazon, they're a multi billion dollar. But at the end of the day, it's the comparison they're gonna make. So we can sit there and fight against it. Or we can do what we can to try and go along, go along for the ride.

Austin Roberson
Yeah, and that's the one thing we can't change is that these big corporations will will train people how to think and buy and consumer behavior will change. And even like right now, right, the next generation of buyers are people like me who are 32, to probably 45. And they do care about different things than the segment before them. So things to consider, as we wrap up,

Nathan Barr
lots of things to consider. Well, that's pretty much got us to the end of the podcast for today. Thank you so much for like I said at the start being our first international guests, Austin, where can people find out about you and class get?

Austin Roberson
Well, first, I think the title of international guest is that is a bit too much for me, but I appreciate that Nathan, and yeah, just class kid.com If you are interested in helping us kind of gear up for our launch and join the pilot program in Australia specifically, then you can you can book a demo and we can talk more about that. If you're listening in from the States, United Kingdom or Canada, we are already live there. We'd love to chat so you can book a demo. There's just a button that says, uniquely enough book demo. Class on class get.com. So we'd love to connect.

Nathan Barr
Amazing. Awesome. Well, thank you so much, Austin, and thank you everybody for listening. Again, like we always say, if you've enjoyed today's show, we'd love you to give it the big like and subscribe to the podcast that just helps other amazing dstu owners find it and get benefit from the podcast. Awesome. Thanks so much, everybody. We hope you have a great rest of your day and rest of your week. Thanks, Austin. Thank you Take care.