In this episode, Mark shares a practical marketing tip on how virtual tours can help camps close more bookings by making it easier for planners to visualize and sell the experience internally. Then Carl and Mark sit down with Dusty Ledbetter, Digital Outreach Manager at Camp Cho-Yeh, to unpack a completely different approach to summer camp marketing—one that goes beyond driving traffic and focuses on converting interest into action.

Dusty walks through the system his team built to capture leads, follow up quickly, and guide families through the decision process. Instead of relying on parents to register on their own, Camp Cho-Yeh combines targeted offers, structured landing pages, and a trained sales team to turn inquiries into conversations—and conversations into registrations. The result: over 300 new camper registrations from paid campaigns, with significantly higher conversion rates than traditional camp marketing funnels.

This episode breaks down the full system—from Meta ads and messaging strategy to sales calls, follow-up processes, and lifetime value math. If your camp is generating interest but struggling to turn that into registrations, this conversation provides a clear, practical model for closing that gap and scaling growth.

camp marketing, summer camp registration, lead generation, camp growth, Meta ads, Facebook ads, sales systems, conversion strategy, camp revenue, digital marketing for camps, customer acquisition cost, lifetime value

• “The ad’s job isn’t to sell—it’s to stop the scroll and get the click.”
• “70% of the conversion happens after the click.”
• “About 88% of our qualified leads now turn into registrations.”
• “Simple systems scale better than complex ones.”

Mark P. Fisher, Inspiring Growth
Carl Lefever, Improve & Grow

Dusty Ledbetter, Digital Outreach Manager
Camp Cho-Yeh

00:00 Introduction and Episode Overview
02:00 Camp Marketing Tip: Virtual Tours That Close Deals
05:30 Dusty’s Camp Story and Background
10:00 The Problem with Traditional Camp Marketing Funnels
14:30 Why Traffic Alone Doesn’t Drive Registrations
18:00 Building a Lead Capture System for Summer Camp
22:00 The Role of Sales Calls in Camp Enrollment
27:00 Landing Page Strategy and Lead Offers
33:00 Meta Ads: Messaging, Creative, and Targeting
40:00 Lead Follow-Up Systems That Convert
44:00 Understanding Customer Acquisition Cost (CAC)
48:00 Lifetime Value (LTV) and Smarter Budgeting
52:00 Scaling Growth Through Testing and Iteration

Camp Cho-Yeh – https://cho-yeh.org

Summer Camp Landing Page – https://cho-yeh.org/sc/

Facebook Ad Library – https://www.facebook.com/ads/library/

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In this episode, Carl shares a camp marketing tip on how answering unasked questions on your website can dramatically increase retreat inquiries. Then Mark sits down with John Schwieterman, Executive Director of Cross Oaks Camp and Retreat Center, to unpack how he transformed a struggling camp into a rapidly growing operation.

John shares the real story behind that growth—from cold calling hundreds of churches with limited results to implementing a system that now generates consistent inbound leads and an 88% close rate. They walk through the practical changes that made the difference, including website improvements, digital marketing strategy, and the leadership shift required to stop doing everything alone.

You’ll hear what actually worked, what didn’t, and how to think about growth as both an operational and strategic challenge. If you’re trying to fill more beds, increase bookings, or move your camp out of survival mode, this episode gives you a clear, real-world example of what that path can look like.

camp growth, retreat bookings, camp marketing, lead generation, website optimization, digital marketing, camp leadership, nonprofit growth, camp revenue, guest groups

• Why most camp websites fail to convert inquiries
• The shift from cold outreach to inbound lead generation
• Website structure and FAQ strategy for better conversions
• Using Google Ads and SEO to drive qualified leads
• Improving close rates with better lead quality
• The operational challenges that come with growth
• Leadership mindset: when and how to ask for help
• Measuring ROI on marketing investments

Mark P. Fisher, Inspiring Growth
Carl Lefever, Improve & Grow

John Schwieterman, Executive Director
Cross Oaks Camp and Retreat Center

00:00 Introduction and Episode Overview
02:00 Camp Marketing Tip: Answering Unasked Questions
05:08 John’s Camp Story and Background
08:48 Challenges Facing Camp Growth
12:45 Early Growth Efforts and Cold Calling Strategy
18:48 Realizing the Need for Help
21:16 Investing in Marketing and Systems
23:24 Website and Lead Generation Transformation
27:46 Results: Higher Close Rates and Revenue Growth
30:29 The Operational Reality of Growth
31:54 Leadership Lessons and Asking for Help
33:08 Advice for Executive Directors
35:03 Understanding Marketing ROI
39:26 Time Management and Scaling Leadership

Cross Oaks Camp and Retreat Center >
Google for Nonprofits >
Grow Your Camp Podcast >

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In this episode, Mark shares a camp marketing tip about the importance of asking for and responding to reviews. Then Carl and Mark explore how camp websites can significantly boost guest group bookings by improving website structure, messaging, and inquiry processes. They share practical strategies, real-world examples, and a special offer to help camp leaders grow their retreat programs.

Keywords

camp website, guest groups, retreat bookings, marketing strategy, camp marketing, website optimization, inquiry funnel, camp revenue, digital marketing, camp leadership

Key Topics

Website structure for guest groups

Messaging and positioning for retreats

Inquiry and lead capture strategies

Case studies of successful camp websites

Special offer: Growth Action Plan

Hosts

Mark P. Fisher, Inspiring Growth

Carl Lefever, Improve & Grow

Chapters

00:00 Introduction to Camp Growth Strategies

00:37 The Importance of Customer Reviews

05:13 Challenges in Camp Marketing

06:41 Personal Journey into Camp Ministry

10:09 Website Strategies for Guest Groups

12:09 Revenue Insights and Capacity Management

12:46 Maximizing Revenue Through Guest Group Rentals

13:32 The Disconnect in Camp Leadership Perspectives

15:09 Understanding Guest Group Needs

17:44 Creating an Effective Retreat Section on Websites

20:53 Essential Content for Retreat Websites

23:15 Key Questions for Potential Guests

25:53 The Importance of Inquiry Forms

28:13 The Pricing Debate: To Show or Not to Show?

37:51 Implementing Effective Website Changes for Growth

40:45 Growth Action Plan for Camps

Resources:

Improve and Grow Website Services - https://improveandgrow.com/

Cross Oak Camp - https://crossoakamp.com/

They Ask You Answer by Marcus Sheridan

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