Enrollment Conference

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

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 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

1st Regular Class Intro to Instructor Student Interview Meet at the Door Follow Up PC 2 Week PC Tour/Gift Wrap Up Upgrade Prepare Lesson Close Enrollment Conference Process • Enrollment Conference

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 Interview • Do 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 Interview • Discuss 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 Interview • Gift (30 day pass, etc): “Here is a gift from us...” Explain REASON for giving • Explain 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 - Tour • Show 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 - Tour • Explain 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 Room • Dressing rooms/Bathroom (if available, have a Leadership member Introduce themselves and show them where to put their shoes),

Enrollment Conference - Tour • Black 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 - Notes • Before 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 • Visualizing as a Black Belt • _____________________________ • Examples at Home • Doing what my parents ask • Doing things w/o being asked • Doing extra Karate practice • _____________________________ • Examples at School • 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 • _____________________________ • Examples at Home • Stranger Danger • Not answering the door! • Staying away from the stove • _____________________________ • Examples at School • 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) • Visualizing as a Black Belt • _____________________________ • Examples at Home • Practicing my Karate (doing punches – not on the furniture!) • _____________________________ • Examples at School • 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 Lesson • Understanding 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 Lesson • Martial 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 Lesson • Respect • “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 Lesson • Physical 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 Lesson • Physical 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 Lesson • Master 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 Lesson • Leadership 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.

Enrollment Conference - Private Lesson • Leadership Training • 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”

Enrollment Conference - Private Lesson • Leadership Training • 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 Lesson • Philosophical 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 Lesson • Philosophical 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 Objections • Schedule • Parent / Student Goals • More? • __________________ • __________________ • __________________

Enrollment Conference - Closing • Have 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”

Enrollment Conference - Closing • 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 = +

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

Enrollment Conference - Closing • 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...

Enrollment Conference - Closing • “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.

Enrollment Conference - Closing • “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.

Enrollment Conference - Closing • 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

Enrollment Conference - Closing • $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

Enrollment Conference - Closing • 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?”

Enrollment Conference - Closing • “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.

Enrollment Conference - Closing • 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

Enrollment Conference - Closing • 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 - Closing • Do’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 - Closing • Objections • #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 - Closing • Time/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