Ep 6 | From Empty Beds to a Waiting List

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.Keywordscamp growth, retreat bookings, camp marketing, lead generation, website optimization, digital marketing, camp leadership, nonprofit growth, camp revenue, guest groupsKey TopicsWhy most camp websites fail to convert inquiriesThe shift from cold outreach to inbound lead generationWebsite structure and FAQ strategy for better conversionsUsing Google Ads and SEO to drive qualified leadsImproving close rates with better lead qualityThe operational challenges that come with growthLeadership mindset: when and how to ask for helpMeasuring ROI on marketing investmentsHostsMark P. Fisher, Inspiring GrowthCarl Lefever, Improve & GrowGuestJohn Schwieterman, Executive DirectorCross Oaks Camp and Retreat CenterChapters00:00 Introduction and Episode Overview02:00 Camp Marketing Tip: Answering Unasked Questions05:08 John’s Camp Story and Background08:48 Challenges Facing Camp Growth12:45 Early Growth Efforts and Cold Calling Strategy18:48 Realizing the Need for Help21:16 Investing in Marketing and Systems23:24 Website and Lead Generation Transformation27:46 Results: Higher Close Rates and Revenue Growth30:29 The Operational Reality of Growth31:54 Leadership Lessons and Asking for Help33:08 Advice for Executive Directors35:03 Understanding Marketing ROI39:26 Time Management and Scaling LeadershipResourcesCross Oaks Camp and Retreat Center >Google for Nonprofits >Grow Your Camp Podcast >Have a question you'd like us to cover?Click here to record your question >If this episode was helpful:Follow / subscribe to the podcastShare it with another camp leader who could benefitWant Help Growing Your Camp?Schedule a Chat with Mark >Schedule a Chat with Carl >