The Tutoring Session: The First Call Part 2

The Business End of the Call

Tutoring is the easiest part of what we do.  It would be great if we had someone else to handle all the business aspects of tutoring.  If you did that, you'd be working for a company and they'd take a little bit of your cut.  Not that that's bad...but when you get $40 from an $80 fee (true story!), it makes you wonder if that's the kind of work you want to do.

When I was working as a temp worker early in my life, I received $12.00 per hour!  Then I found out that the company charged $25.00 per hour for me.  I felt so used and exploited.  I didn't hesitate to quit without notice.  I couldn't afford anything with $12.00 hour.  As time went on, however, I realized that it's business.  I needed a job and they needed revenue.  We both benefited.

Enough about that!  Let's talk business!

The hardest parts of any business transaction is price, terms, and location.  Customers come from all backgrounds and react differently.  It's up to you to stand firm and hold your ground.  Remember, you're doing your client a favor.

Pricing
Once I get the "ok" from the parent, I start with my prices.  I immediately tell them, for example, I charge $25.00 per hour at 1 hour and 15 minute minimum. I explain that the 1 hour and 15 minutes works better with my style of tutoring.

I lay it all out to them in detail.

For example:  "Ok, so that's 1 sessions  at $25.00 per hour at a 1.25 hours for a total of $33.25.  Payment is due every 5th lesson.  So a total of $125 is due at the fifth lesson.

I then transfer that to a contract, which will be signed at the first session.  Notice how detailed I am about this part.  I'm upfront and let them know I mean business.  I value them as a client, but I also value my service.  I will provide a copy of some contracts at some point in the future for reference.

Terms
When I say Terms, I mean my rules of what's ok and what's not ok.  I cover items such as Late Arrivals, late fees, last minute cancellations.  The terms are simple and easy to understand for the customer.  There's no legal "mumbo jumbo" here.  I'm clear, simple, and to the point. For example, I tell clients "You may stop sessions at any time for any reason."  I will provide examples of terms later for reference and provide a hyperlink. These items are also included in the contract.


Location
The next discussion is about location.  I have one location that I tutor from.  In the beginning, I found myself catering to the client...sometimes you'll need to, especially if the client has special needs.   It is important to understand that I'm not trying to be a jerk about location, but you'll never survive if you go from location to location.  Either you are solid on your location or you're solid on price.

Clients are going to try to choose a location that suits them best, if that means inconveniencing you, then they will.  And why not?  They work a lot, they've got kids, and life is tough.  They've got a lot on their plate.  But the truth is that if they need to get to a Target department store, they're going to find a way.  As such, they can find a way to get to you, or increase your fee.

Location is purely up to you and your preference.  I typically choose a place that is public, quiet, and accessible to everyone.  That's usually a Barnes and Nobles, Books a Million, or a public library.  As a rule of thumb, I never use my current employment as a location.  Eventually, I'd like to have a spot that I can rent out for tutoring.

In Summation

It's your business, your terms.  When you talk with a client on the first call, make sure you cover pricing, terms, and location.  Transfer those to your contract and provide them with a copy.  Be firm during your call, but remember to be flexible where it counts  Remember, you've got to look out for yourself.

So what do you talk about during your first consult?
--Randall

The Tutoring Session - The First Call

The Tutoring Session -
Part 1:  The First Call

The first call is always a fun and exciting time for me.  It's the beginning of a new revenue stream and a great relationship.  During the session, I try to learn as much as I can about the client.  


First, I consider the "first call" a consultation.  It's free whether or not it's an in person meeting.   Whether I conduct a voice or in person consult, I make it a point to inform the potential client that I need to assess the client to determine if we're a good match.  Many people are a bit shocked that I would say no to a client, but it's important for the potential client to understand that I don't tutor "joe whoever" from off the street.  This increases my value to the client and increases my demand. It also let's the client that I'm not just in it for the money.  I care about my client succeeding. The good thing is that I have the gift of gab, so it never comes off as rude.  I need the potential client to realize that I don't need their business, rather I welcome their business.  

Second, I have a series of questions that I ask the potential client:
Sometimes I ask the client (adult student), sometimes I ask the parent.

1.  What is the client's name? 
2. Age, D.O.B.
3. Grade
4.  Areas in need of tutoring
5.  Reason for tutoring
6.  Current school
7.  Behavioral issues, referral
8.  Learning disabilities
9.  How is the relationship between student and teacher?
10.  Who is/are the student's teacher(s)?
11. What type of session would you like?
12.  What concerns do you have? (parent & Client)
13.  What concerns does the teacher have?
14.  What other types of intervention does the client participate in?
15.  What would you like to see happen?

Just a couple of notes:

15 questions is hardly a lot in a phone call.  Typically, the last 5 questions will lead to more questions that will give you a better understanding of your client.  Most of my calls last 15 minutes.  On some occasions, I meet in person with the client (at their request).

I have four types of sessions:

1. Homework Help
2. Concepts and Activities ( I teach a skill and engage the student in activities to strengthen, I          make it clear that I won't work on homework) 
3.  Targeted Intervention (This is typically SAT Prep, State Assessment Prep, etc)
4.  Hybrid (Sometimes I combine one or two of these)

My minimum session is one hour and fifteen minutes, although I quote by the hour.  In tomorrow's post, I will discuss the second part of the phone call concerning the contract and terms of tutoring.

Again, this is just me.  I'm curious to see how other's out there start with a client.  Let me know in the comments below!  Thanks for reading--Randall