© All materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted. - Program Revision 6 Enrollment Conference “The Enrollment Conference

©All materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted. - Program Revision 6

Enrollment Conference“The Enrollment Conference Lesson is their First Exposure to Becoming a Black Belt!”

- Master Greg Moody

©All materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted. - Program Revision 6 2

Goals

Learn The Basic Steps of The Enrollment Conference Lesson

Practice Confirm


Enrollment Conference - Purpose…#1: They are a student from the

minute they walk in the door!Leader / Black Belt Pre FramingMake Them Feel Good (teaching

them fun stuff that they can do)!Have a Sense of Goal Orientation

(Leader!) An idea they can meet their goals.

Have them Enroll


Enrollment Conference ProcessEnrollment Conference

Prepare Meet at the DoorStudent

InterviewTour/Gift

Intro to Instructor

Lesson Close Wrap Up

1st RegularClass

2 Week PC Upgrade

Follow Up PC


Enrollment Conference - Preparation Wear appropriate dress (Uniform!)

Review student and parent names

Prepare Materials (Have some made up for walk ins)– New members:

• Pre-filled: Student Info Sheet (SIS) form (Pre-printed on computer if possible)

• Pre-filled: Membership Agreement

• Pre-filled: Card

• Belt with Name (Mr. / Ms. With First initial, LAST Name)

• Uniform

• Curriculum Book

• V-Patch, ATA Patch, ATA Magazine, DVD

• Have all MC / Leadership Material Available

• Enrollment Conference Room (Have MC weapon, Leadership Weapon Available)

• Have Parent Version of FIRST BLACK BELT LESSON filled out and ready

Put in file folder and on your clipboard

Remind Leadership member to greet them “Hi, welcome to the Black Belt Academy, My name is _____ what’s yours?”


Enrollment Conference - Meeting at the Door“Hi!”, Bow, “Welcome to the

Black Belt Academy, My name is <Name>, I am the <title> you must be <their names>.” Shake Parents Hands, Give kids five “its nice to meet you... Let me get your file” Go around front counter and ...


Enrollment Conference - Student InterviewDo Student Information Sheet (SIS)

It should be partially filled out ahead of time and printed on the computer

Ask the parent the questions as an interview (the only reason not to is if you are in another sales appointment).

Make sure you review their RATED reasons why they have brought their child to us. Ask open ended questions. After the info sheet is filled out, stick it onto clipboard and go around counter.


Enrollment Conference - Student InterviewDiscuss Manners: “The 1st step to black belt

is not only having manners but showing them. We do this by saying ‘Yes Sir’ or ‘Yes Ma’am’ to your instructors at the school, and also your parents at home and teachers at school... Can you do that for me <Name>?” give ‘em 5 when they do it.

Belt: “Now you are a student! Here is your Belt!” Tie On. – Uniform optional “You look great! doesn’t he mom?”


Enrollment Conference - Student InterviewGift (30 day pass, etc): “Here is a gift

from us...” Explain REASON for givingExplain Agenda for Today: “Let me tell

you exactly what we will be doing today…– First we will get a tour of the school,– Find out what you want from martial arts– Take your first Black Belt Leadership Class

and – We will get you enrolled and get your free

uniform”


Enrollment Conference - TourShow How to Bow (Note BOW at

door): “Now <Name>, let me teach you what to do every time you enter our academy. Let’s go back to the front door” Go Back to Front Door “First we take a big breath in, then we stand tall like a Black Belt Leader, with our hands at out side and feet together and Bow!” Show and demonstrate at the same time. “Great Job!!” Give them 5!


Enrollment Conference - TourExplain Life Skill Wall (Hint: ahead of time, get

instructor to do lesson of the month in class as you walk by)

Explain Safety Floor “another feature at our academy is our ATA safety floor… its good for balance, and it’s the best for personal safety which is very important to usand hopefully to you, right?”

Private Workout RoomDressing rooms/Bathroom (if available, have a

Leadership member Introduce themselves and show them where to put their shoes),


Enrollment Conference - TourBlack Belt Wall - Ask them if they know

what the black Belts are! (explain about the Black Belt as a motivational tool),

Card rack “After your second class, your card will be here. You will put it in your uniform like this” Show them (better yet have Leadership student show them).

“Are You Ready to Take Your First Black Belt Leadership Class and learn to be a Black Belt Leader <Name>?”


Enrollment Conference - Director of Instruction Note: YOU be extra respectful of instructor – model

behavior! “Next, if he is available, I will Introduce you to the Director of

Instruction of our academy – his name is <Instructor Name>”

“When you meet him this is what you do… Bring your feet together, hands at your side and bow just like we did at the front door…”

“After you bow say ’Hello Sir!’ and I will Introduce you.” “Lets Practice” Practice “Now remember, when I Introduce you to <Instructor

Name>, you bow and as you finish, say ‘Hello Sir’. Now lets meet him!”

Director of Instruction: “I look forward to seeing you in my class – you’re going to love it here! Have fun in your first black belt leadership class… you’ll do great”


Enrollment Conference - NotesBefore Lesson you MUST know

what the parents DESIRED RESULT IS… Typically its one of these:– Self-Discipline– Self-Confidence– Safety– Physical Fitness


Enrollment Conference Lesson Themes Self-Discipline / Self-Control

– What is it: “Controlling my actions!”

– Pulling Hand Back

– Saying “Yes Sir”

– Standing at Attention

– Visualizing as a Black Belt

– _____________________________

– Examples at Home

• Cleaning my room w/o being asked

• Brushing my Teeth w/o being asked

• _____________________________

– Examples at School

• Doing my school work w/o being asked

• Listening to my Teacher

• _____________________________


Enrollment Conference Lesson Themes Self-Confidence / Self Esteem

– What is it: “Believing in Myself!”

– Yelling Loud

– Standing Strong

– Punching Hard


– _____________________________


• Doing what my parents ask

• Doing things w/o being asked

• Doing extra Karate practice

• _____________________________


• Trying hard

• Raising my hand

• Asking questions

• _____________________________


Enrollment Conference Lesson Themes Self-Defense / Safety

– What is it: “Making Sure I’m Safe!”

– High Block / Blocking

– Punch / Basics

– Kicks

– _____________________________


• Stranger Danger

• Not answering the door!

• Staying away from the stove

• _____________________________


• Don’t get in to fights

• Going to my Teacher for problems

• _____________________________


Enrollment Conference Lesson Themes Physical Fitness/Coordination

– What is it: “Getting Stronger!”

– Learning Gross Motor Skills

– Calisthenics (push ups, etc)

– Complementing All Sports “All of our students are the best performers at Soccer / Baseball / etc)


– _____________________________


• Practicing my Karate (doing punches – not on the furniture!)

• _____________________________


• Being good at P.E.

• _____________________________


Enrollment Conference - Lesson

Invite the parent to sit in the Private Workout Room while the lesson is going on.

Optional: Put the Uniform Jacket and Belt on the child if you haven’t already…

Have student (or students) stand on a spot in the room.

Give the Parent the FIRST BLACK BELT LESSON (Parent Version). USE THE PROPER ONE (Self-Control / Discipline)“This is a description of all we are doing today so you can follow along with the lesson!”


Enrollment Conference - Private LessonUnderstanding the Bow

– Bow - “The first thing we do is bow, like we did before, when I say Kyunghneh - Bowing is a promise that I wont hurt you and you wont hurt me so it shows courtesy. PLUS it’s a reminder for us to always do our best! ‘Kyunghneh’” Bow “Great Job!” give ‘em 5


Enrollment Conference - Private LessonMartial Arts

– “Today we are going to Introduce you to Martial Arts. Today you are going to take the first step toward becoming a Black Belt Leader. We have three levels of training to show you. Our Basic Program is the trial membership that introduces you to martial arts. The second level - Master Club Training - is the first level you can train to Black Belt and develops the knowledge of martial arts and skills to become self-motivated, or disciplined which is the start of becoming successful in life, wouldn’t you agree? The highest and best level of training is our Leadership training to give you all of that plus the skills to be a leader, here, at home and at school. I’m sure you want to be a leader right <NAME>?”


Enrollment Conference - Private LessonRespect

– “The most important step to becoming a leader is to demonstrate respect. As a Black Belt we do this by how we act, not just in the school, but out of the school. Because you are a student now, you show this in many ways – one way was by saying ‘Yes Sir’ or ‘Yes Ma’am’ not just to the instructors in the school, but to…” Wait for answer – help them say “Parents and Teachers Sir!”.


Enrollment Conference - Private LessonPhysical Training

– Self Control - “Now we’ll practice our Self-Control. To be successful in life you must have good self-control. I have a test for you. I want you to stand at attention stance for 10 seconds without moving. OK?… Ready, Go!” Look at clock (count down!) “Great! You have good self control – Black Belt self-control means that we always do what’s right – not just what we feel like doing.”

– Set - “OK, when I say the word ‘SET’ – that means you get right on your spot and SNAP to attention. Lets try, ready… SET!” You do it too “Great Job!” give ‘em 5 when they do it.


Enrollment Conference - Private Lesson Physical Training

– Teach child Middle Stance “OK, <Name> now step out and put your hands up – that’s a Middle Stance” You step out with left foot if in front of them - keep hands open. “keep your hands open. That way you can still make a friend” shake their hand.

– Teach child to punch “Make a Fist with both hands” Check their hands “Leave one hand out like this and when I say ‘GO’ switch hands” Repeat a few times and have them do three punches - we are doing it with the child. ”Now who would we punch? Mom? - No Sir, Our Brother/Sister - No Sir!, we would punch only a bad guy, somebody who was trying to hurt us, right?” Have them do it with X-Ray Paper – Parent Holds

– Teach Kihap “ <Name> do your parents let you yell at home?” (they should answer “No Sir!”) Ask Mom: “Does <Name> yell at home?” “ Is it OK for <Name> to yell here?” “OK, Now punch 3 times and Yell on the last one like this <Demonstrate>. That gives us confidence and scares a bad guy. Plus if you talk louder, it makes you more confident!”


Enrollment Conference - Private LessonPhysical Training

– Teach High Block “Now we are going to learn a high block. Put your hand over your head like this... The when I say go, switch hands. This is called a High Block - Say that for me. We use this to keep a bad guy from hitting us on the head.” Demonstrate and do a few times - Then use the blocker pad. Make this fun!

– Combination - “Now, <Name> do you want to do something really tough and show off?” (They should say “Yes Sir!”) “Great, now add these moves together - High Block (Use blocker pad), and 3 Punches (on X-ray paper)!!” Have child put away pads. At This Point... Offer 1 month free to parents if their kid signs up.


Enrollment Conference - Private Lesson Master Club Training

– “The next part we are doing is Master Club Training. Remember this is the basic path to Black Belt. What we have done up till now is simply our Basic Trial Program - You cannot become a Black Belt in the Basic Program”

– Self Defense - “The next step to being a Black Belt Leader is being able to defend yourself in many situations. This is where we gain Martial Arts knowledge and begin the foundation of becoming a leader.”

• “Here we learn physical and mental self-defense. Mental self defense is being aware of what is safe and what isn’t. For example, if someone asks you to do something, and keep it secret from your parents, do you keep it secret?…”

• “I am going to show you one of the Self Defense moves we use in class:” Demonstrate and have them do –You can teach Wrist Release + Push OR the current MC Open Hand self defense. DO NOT DO TOO HARD!!!! SAFETY FIRST!


Enrollment Conference - Private LessonMaster Club Training

– Coordination/Weapon - “In martial arts we train with safety weapons. We only use safe weapons that are made of foam or plastic and we don’t strike each other. This develops a high level of coordination that applies to any sport as you will see. This weapon is a Ssahng Jeol Bong – so Who Would you Hit with this?” Get them to say – “No one!” Demonstrate and teach Triangle. “You will do more advanced moves with this when you are in Master Club – this is by instructor recommendation only”


Enrollment Conference - Private LessonLeadership Training

– Advanced Forms/Weapon - “Leadership training is the highest level of training a student does because it takes a high level of responsibility and dedication toward excellence in the academy and at home. We work on the more advanced weapons like the Sword. So Who Would you Hit with this?” Get them to say – “No one!” Demonstrate How to hold the sword and block with it OR use the current Leadership Weapon or Form.



– Teaching Skills - “Set!” Give 5 when they do it and say “Yes Sir!” “Great – you are already showing that you can become a leader and I know your Mom wants you to become one – right MOM?” They should say “Right!” – give Mom 5! “When you are accepted in leadership training – usually within a couple of weeks depending on how you do in Basic Black Belt training – you will learn how to lead others by using our teaching skills that all the instructors learn here. Even at 3 years old, we help students gain the self-confidence and ability to become a leader of others. Again – this is applied at home and school / work as well”



– Life Skills - “In class we do this whenever the instructor is talking, you get in Listening Position” Demonstrate and have them do “You have to listen to be successful in life – at school or at home. In class we also discuss the basic building blocks of success – the Life Skills we mentioned out Front. At the basic level we concentrate on how you see the life skill in practice like how do you know if someone is showing Respect?” Let them answer – by saying “Yes Sir!” in Master Club Training you concentrate on how you Do the life skill in Practice and in Leadership Class we concentrate on how we help others in class”. Do Life Skill like in MC Class. – You can do current life skill.


Enrollment Conference - Private LessonPhilosophical Training

– Visualization - “Now, <Name> I want you to stand tall like a…” get them to say “Black Belt Leader” “Awesome! Imagine a Karate Uniform and raise your hand when you do… What color is it? Great!”

• if white say “that’s the kind we wear” if other than white say “we wear white ones here.”

– Either way “Now imagine yourself wearing a belt… What color is it?”

• if Black say “Good, it will take you 2 to 3 years to earn your black belt” if other than Black say “Great, it will take XX months to earn your ______ belt. Now imagine yourself in a Black Belt… Great! It will take you 2 to 3 years to earn your Black Belt ”

– “How do your moves look when you are a Black Belt?” they should say strong, etc. if not then encourage them (ex: “do they look strong?”)


Enrollment Conference - Private LessonPhilosophical Training

– Student Oath “Excellent Job! You looked like a black belt and acted like one! Now at the end of class we say our student oath” Say appropriate oath – repeat after me style “and now we bow out. Stand tall like a ...” get them to say “Black Belt” “and then Bow” Bow with them

– “Congratulations, <Name> on your first Black Belt Leadership Class!! Are you ready to be a Black Belt?” Encourage “YES SIR!” Shake hands, give 5 and make ‘em feel great! “What do you think Mom?”


Enrollment Conference Closing - Pre-overcoming ObjectionsScheduleParent / Student GoalsMore?

–__________________–__________________–__________________


Enrollment Conference - ClosingHave student either

• Take class on the floor if appropriate

• Color with crayons / markers and Taekwondo Activity book pictures

• Do NOT: Let them mess around or be crazy.

“<Name> are you ready to become a Black Belt Leader? <Name> is going to do a great job here! What do you think Mom/Dad?”

Use program sheets and describe programs “As I said before, we have 3 programs available.” Our Best program is our Black Belt Leadership Training. ” Flip to program sheet…


Enrollment Conference - Closing

Explain Leadership Features / Benefits “Johnny doesn’t qualify yet for this so I can’t recommend this to you today – we’ll get back to you about it in a couple weeks at our first progress check and we will be watching Johnny in class.”

“I would recommend our Basic Program. This is what most students begin on” Refer to Feature /Benefit Sheet “Our Basic Black Belt program has these benefits”



Schedule “In the Basic Program you can come in 1 to 2 times a week - let’s figure out when is best.” Get Schedule and My Karate Schedule Out. They need to pick 2 classes and schedule 2 PT Classes. Give them the My Karate Schedule ONLY.

+ =Take Only This Home



Explain Other Benefits - Refer to Feature /Benefit Sheet “Our Basic Black Belt program has these benefits” Use Sheet, Explain Features and Benefits



Transition to Pricing “Now this is a trial program to see how Johnny does - maximum of Purple Belt - and it’s really so we see how he’ll do in on of our Black Belt programs, Master Club or Leadership. Now...” Bring out pricing sheet...



“Normally its 197” (no decimals or $ signs when referring to payments) “for the Basic program, and one forty seven a month for 12 months”

“Now, you do have your…”• “30 day free pass – and that lets you

come in 1 time a week and a uniform is $49...”

• “$47/$49/$XX coupon which lets you come in 1 time a week...” Or whatever the coupon says.



“Today, what I’d like to do is apply the full value of your…”

• “30 day free pass – worth one hundred dollars – to the down payment and give <Name> a new karate uniform.”

• “$47/$49/$XX coupon toward your Basic membership so today it will only cost you 49 as the initial deposit and we’ll give <Name> a new karate uniform.” Or whatever the coupon says.



30 Day Pass: “This will save your family a $100” write SAVE $100.00 “plus you get the uniform for free – that saves you another $49” write $49.00 “– so you save one hundred and forty-nine dollars” write SAVE $149.00 and circle it “get to come in 2 times a week and get the beginner package worth two hundred dollars too. ” (or whatever the savings is - note decimal point and $ sign) “So to enroll today its only a hundred” (cross out 197 and write 100 beneath it). “and the first month. How would you like to take care of the initial and the first month?” (circle the initial)

Shut Up - BYSSS Get Initial Installment and First Month and

put uniform top on kid



$47/$49 or Any Paid Coupon (example used is $47: “This will save your family a hundred and fifty dollars” write SAVE $150.00 and circle it “plus you get a free uniform, get to come in 2 times a week and get the beginner package worth two hundred dollars. ” (or whatever the savings is - note decimal point and $ sign) “So to enroll today its only 47” (cross out 197 and write 47 beneath it). “and the first month. How would you like to take care of the initial and the first month?” (circle the initial)

Shut Up - BYSSS Get Initial Installment and First Month

and put uniform top on kid



General Order:

– Describe Initial & Monthly

– Coupon: “Now you do have...”

– Savings

– 2x a Shut Up - BYSSS Get Initial Installment and First Month

and put uniform top on kid


Enrollment Conference - Closing - Revisited

Memorize!“So to enroll today its only

a hundred” (cross out 197 and write 100 beneath it). “and the first month. How would you like to take care

of that?”


“How would you like the monthly payments to come out – most people like using their checking or savings account – which is best for you?”

– If Not: “Ok, you can use your Master Card or Visa…?”

– If they want to pay by check “We are the experts at teaching your child martial arts, so we don’t handle the monthly payments ourselves. We are happy to have this billing company send you a bill, but there is a $10 service charge”. If they still want to do it, add $10 to each monthly payment and re-calculate membership agreement including renewal amount, amount financed, etc...


NOW, (NOT Before) Get out pre-filled Membership Agreement (MA)

Fully complete the MA. Have them sign the agreement.



Single Payment– Almost as an afterthought, say… “You

know Mrs. Smith, there is one other way to satisfy your son’s tuition. This will save you another five hundred dollars – May I show you how?” they always say yes “you see, when you pay your tuition monthly the remainder adds up to sixteen seventeen. If you make a single payment, you get an additional five hundred dollars off, so your tuition is only eleven seventeen… You can put that on your visa or master card or simply write a check”

– SHUT UP - BYSSS

– If OK write as PIF



Single Payment - Continued– If they say they’d like to save the

money, but ….. “there is another way to save the five hundred dollars. You can make 2 payments of five sixty” write 2/560 “will that work better for your family?” if OK, get check for 560 now and one post dated for 45 days (or up to 90).

– If “…talk to spouse…” “That’s OK – we’ll start you out on the monthly plan, and if after you talk it over with them, you decide you want to save the five hundred dollars, just let us know by _____48 hours.”


Enrollment Conference - ClosingDo’s and Don’ts…

– We Never…• Authorize a Future PIF

• Accept Coupons without $10 Service Fee

• Forget to fill out paperwork

• Especially for deferred payments

• Forget to Schedule First Three Classes!

– We Always• Follow the system

• Schedule a 2 week Conference

• Go Through P&P and have them initial

• Put them on the Candidate List (Request a new one if you need it)

• Send Yellow Copy in right away

• Are creative to help them finish paperwork…


Enrollment Conference - ClosingObjections

– #1: If we have objections we probably did something WRONG in the presentation!!!

• Time / Commitment– Schedule Question Early– 30 Day Right to Cancel (RTC)

• Spouse / Think About It– 30 Day MBG (return initial AND down)

• Money– Spread Payments (NO RTC)


Enrollment Conference - ClosingTime/Commitment

– “I understand how you feel, some of our best students felt that way when they got started, and you know what they found? This was the best decision they ever made… But to make sure you are comfortable, we want to make it easy for you to get started in Martial Arts, so we offer a 30 day right to cancel - if you decide at any time within the next 30 days that the program is not for you - you can cancel - no questions asked! Let’s get <Name> started, OK?”

• What about after the 30 days? “We have a whole month to find out if this is right for you... and you’re right for us. Parents know within a month.” Shut Up (BYSSS)


Enrollment Conference - ClosingSpouse / Think About It

– “That’s OK, I understand how you feel, some of our best students felt that way when they got started, and you know what they found? This was the best decision they ever made and their spouse supported then, but we want to make it comfortable for you to get started in Martial Arts, so we offer a 30 day money back guarantee - if you decide at any time within the next 30 days that the program is not for you - you can cancel and get a full refund! Let’s get <Name> started, OK?”


Enrollment Conference - ClosingMoney

– Spread payments. Guidelines: You may spread payments but write up as a 12 month membership end date with X payments. For example, $49 down (if they had coupon), 18 months at $99, but the end date is 12 months. (No right to cancel is allowed when spreading payments, but you can still offer MBG in 30 days)


Enrollment Conference - ClosingThey Still Don’t Want To…

– “OK, you know what… I know you will love our program – lets get you started in our 30 Days Free – now remember, if you decide to get started after today in our Basic program, you will pay $200 and you wont save the ______savings.” and RESTATE Guarantee. If they change their minds, go to above steps.

• If They Object (“Whadda Ya Mean - I HAVE to do it TODAY?”):

– “Yes. This is our incentive for people enrolling on their first visit - 95% of our members do that. That’s why we offer the...” Restate Guarantee “so there’s really no risk for you”


Enrollment Conference - Wrap Up

Policies and Procedures Key Points:

Gear Package - Present the gear they need to buy

Ambassador / Referral Rewards Program

“One more thing - you have probably not seen us on TV, the newspaper or radio - that’s because we prefer to grow our school by word-of-mouth and by rewarding our members for referrals. You see...” explain New Member Referral Sheet.

S&TBirthday Party


Enrollment Conference - Wrap Up - New Member Referral Sheet“One more thing - you have probably not seen us on TV, the

newspaper or radio - that’s because we prefer to grow our school by word-of-mouth and by rewarding our members for referrals. You see...”


Enrollment Conference - Wrap Up Leadership Candidate List: “Alright <Name> how’s it feel to be on

the road to black belt!” “You’re gonna do awesome here!!!! Remember we will be watching you over the next two weeks to make sure we help you whenever you need and get you ready to become a leadership candidate! – IN FACT, lets put your name on the list!”

Walk family out and remind them of next lessons HAVE Student put name on the Leadership Candidate List!

Follow checklist on back of New Student Checklist in Operations Manual.

Make up package including patch, headband, certificate tracking card and GW card.

Send out Welcome Card Immediately and follow all Basic sequences (enter in inFusion, WST as a student)

Write Classes on WHITE BELT CALL LIST!


Enrollment Conference - 1st Regular ClassThe first regular class is where the students

needs to:– Be greeted: “You must be Johnny! My name is

___________. I am excited for you to take your first regular class! I will show you what you are going to do before class!”

– Review the basic procedures• How to tie their belt and uniform: “The first thing we do is

bow in. Lets go back to the door and bow and say the life skill we are working on” Show them how.

• Get their card: “The next thing you do is get your card. It’s over here… Now if you can’t find your card, the first thing to do is check again (with your mom or dad) and then check the front desk / at the beginning of class because if we have a message for you, we attach it to your card and put it in the card box.” Show and get card – tell them where to put the card.


Enrollment Conference - 1st Regular Class What to say and when to say it:

– “When the instructor wants you to give him the card, he will say ‘CARDS!’ and you step out with your left foot and hold the card between your hands like this” Show and have them repeat till they get it. “Don’t worry, if you forget, he will help you!”

– “Then remember what we said in your first black belt lesson. He will ask you to say the student oath by saying ‘Student Oath. Begin’. Again, don’t worry about memorizing it… you will repeat after him so you have plenty of time to remember.” Demonstrate Show and have them repeat till they get it. “The student oath is something we remember to live by both in and out of the school! Mom, I know you understand how important that is… right?”

Where to go and what to do: “Now we are going to go over here and sit on one of those spots and the instructor will tell you exactly where to go and what to do.” Wherever the staging area is in the school

Establish Excitement for their first basic class. “I am really excited for you… I remember my first class. I was excited and a little nervous, but by the end of it I knew I wanted to be a black belt. I know you are going to do great! What do you think mom?” Say this sometime during the pre-class time.


Enrollment Conference - 1st Regular ClassReward them for enrolling - After Class...

– V-Patch, Headband, Certificate

– Great Work Card (mailed after class)

Instructor after class: remind them we will be watching them to see if they can qualify for leadership training.“You did a great job today. Keep that up for a

few more classes and we will be watching to see if you can qualify to train to black belt… but you have to promise to always do your best OK? Mom can you help him work hard to do his best? Great! Congratulations on your first step to Black Belt!”


30 Days to Leadership VisionThis is a program designed to help

students see the benefits of the Black Belt Academy program. The goals are to:– Help students get comfortable with the

Black Belt Academy and their classes– Help them understand what’s expected of

them and what they can expect.– Help the instructors attend to the new

students.– Establish a standard of LEADERSHIP as

the students goal.


30 Days to Leadership Vision To do this:

– 2 Week Progress Check for all new students• “A1” students will be offered Upgraded Training Level at this time.

• Other Students will be motivated and program benefits will be discussed with parents

– Welcome Card by person who does the Enrollment Conference lesson (Whether they are on Basic program, Enrollment Conference, or didn’t sign up).

– Commitment to next three classes made at Enrollment Conference & write on “My Karate Schedule”

– Great Work Card by Instructor at 1st class.

– 2 Wk call by Enrollment Conference Person (also a reminder for 2 wk conference.

– 4 wk Calls done – ask how they are feeling about their upcoming graduation. Remind about ambassador program.


Simplified Rapport - Same as Upgrade“So what kind of work are you in?”“…gee that’s interesting. What got

you into doing that?”


Magic Phrases - Enrollment Conference The Magic is...

– that there’s No Magic!Phrases

– “Oh by the way… “– “That’s OK…“– “Come back and let me give you some

information”– Agree… “Just to clarify my

thinking…”


Magic Phrases

Do Not Say Say

Contract Membership Agreement

Sign OK, Approval, Authorize

Down Pmt Initial Investment

Price Total Investment, Tuition

Buy Invest In, Own

Sell Get Involved, Enroll


Practicing On Your Own…

Read Out LoudRead To Mirror


Role Playing Rules

1.Stay in character.

2.Don’t discuss it DO it!

3.Be tough but don’t overdo it.

The more realistic you are the more Enrollment Conferences

you will get


Enrollment… If You “Got It” 1. Role Play With Another Instructor

From Your Academy 9x Each

2. Role Play With Instructor From 1 Other Academy

2x Each

3. Role Play With Master Moody 1x Each Role Play With Master Moody

4. Complete One Full New Basic Must stay 60 days


Reminders:

•#1: They are a student from the minute they walk in the door!

•Leader / Black Belt Pre Framing

•Make Them Feel Good (teaching them fun stuff that they can do)!

•Have a Sense of Goal Orientation (Leader!) An idea they can meet their goals.

•Have them Enroll

Documents

© All materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted. - Program Revision 6 Enrollment Conference “The Enrollment Conference