Ep 8 | From Spiky Bookings to Steady Growth

In this episode, Carl shares a practical marketing tip on turning past guests into your next booking engine—one of the fastest, most cost-effective ways to increase occupancy without chasing entirely new leads. By segmenting your audience and sending timely, relevant follow-up emails, camps can unlock a major source of repeat business that often goes underused.Then Mark interviews Bob Briscoe, Executive Director of Williamsburg Christian Retreat Center, brings a long-term perspective shaped by decades in camping—from his early experiences as a camper and trail guide to leading the organization through seasons of change. That background informs how he approaches leadership, balancing mission, relationships, and financial sustainability.The conversation walks through how the camp moved from inconsistent, “spiky” bookings to steady growth. Faced with unpredictable revenue and underperforming programs, Bob and his team made key decisions to simplify their offerings, focus on profitable guest groups, and invest in improving their marketing visibility. The result was fewer gaps, stronger midweek bookings, and significant growth in room nights—including doubling occupancy in one of their primary lodging facilities.This episode highlights what actually drives sustainable growth: clear decisions about what to stop doing, systems that support consistent marketing, and the willingness to seek outside help when internal capacity runs thin.Keywordscamp growth, retreat center marketing, camp occupancy, guest group strategy, camp revenue growth, digital marketing for camps, camp leadership, camp operations, retreat booking consistencySound Bites“Our bookings were spiky… full weekends and then crickets.”“The big change was answering the phone because it was ringing.”“You can’t afford the person you need—so get the right help another way.”“Be open to asking for help and being teachable.”HostsMark P. Fisher, Inspiring GrowthCarl Lefever, Improve & GrowGuestBob Briscoe, Williamsburg Christian Retreat CenterChapters00:00 Introduction and Podcast Format00:05 Marketing Strategies for Camps03:00 Bob Briscoe's Journey in Camp Leadership06:05 Understanding Williamsburg Christian Retreat Center09:12 Challenges and Changes in Camp Operations12:14 Navigating Program Adjustments and Guest Groups16:51 Innovative Retreat Solutions17:58 Recognizing the Need for External Help19:23 Evaluating Marketing Partnerships22:15 Navigating Budget Approvals24:20 Implementing Changes Post-COVID26:37 Tracking Revenue Growth28:24 Creative Strategies During Challenges29:24 Future Growth Focus31:07 Encouragement for Stuck Camp Directors35:33 Personal Insights on Marriage GrowthHave 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 >