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Personal Training Add On...

Personal Training Add On. Option 1: at Progress Check (or PC Call): PC Should be scheduled for EVERY member... either in person or with a phone call...

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Personal Training Add On...

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  1. Personal Training Add On... • Option 1: at Progress Check (or PC Call): • PC Should be scheduled for EVERY member... either in person or with a phone call... • “Mrs. Jones... when we get together for our progress check I always ask the parent to bring their dayplanner on - I like to make sure we do a great job communicating everything that’s upcoming for Johnny, OK?” • “Terrific! Now I would love to have Johnny’s dad there - I assume he can make it?” Work on getting both parents if possible... • Option 2: Catch in class: • “Mrs. Jones...come on over, I need to update your schedule with us if you don’t mind...” • “Terrific!” walk over to the counter...

  2. Personal Training Add On... • Say and Do: • “We need to update your training schedule - because I want to make sure we pick the best classes for Johnny.”Get Schedule and ‘My Karate Schedule’ out... Start writing up their schedule... • “Now we do have something new... we have an extremely limited number of openings for personal training and starts as low as $25 a session. Personal Training is well proven to help you learn at least three times as fast and you retain twice as much so we have a lot of our busiest students doing personal training and, of course, you can still go to the group classes. I can check our schedule for availability of personal training for Johnny...” + Take Only This Home

  3. Personal Training Add On... • “That sounds like the best decision!” • Payment: • Explain price for number of times they want. • “How do you want to take care of that” finish up by doing an ADDITIONAL membership update for to add on this amount for the remainder of their program... • Schedule Group and Personal Training: • “Now, pick out the class times that are best for you…” finish up... Take Only This Home + =

  4. Personal Training Add On... • Give Away... • Schedule a PT session: • “I want you to come in to work with me...”Schedule during a REGULAR PT time... • Do the PT session and make recommendations... • “so next time I would recommend we work on...”list things they should work on and results they should expect • “...their balance - that’ll help them be better with their form/sparring/baseball...” • Ask how many times they want... • “let me check my schedule... so you can come in for a half hour a week or an hour a week for personal training - which is better?” • “Because Personal Training is well proven to help you learn at least three times as fast and you retain twice as much you don’t have to come in to one of your group classes - did you want to replace one of your group classes or should we keep your schedule with both?” • Payment • Explain price for number of times they want - Use program sheet. • “How do you want to take care of that?” Only pay for remaining sessions in month at lowest rate, then do an ADDITIONAL membership update for to add on this amount for the remainder of their program...

  5. Personal Training Add On... • Payment: • Frequency Monthly Cost / Session Additional* • 1x Month 47 47 47 • 2x Month 77 39 39 • 1x Week 137 34 34 • 2x Week 197 25 25 *Add on Rates for Specific Instructor Levels • Master Moody: +60 / Session • 6°: +50 / Session • 5°: +35 / Session • 4°: +30 / Session • 3°: +25 / Session • 2° and lower Ranks: +10 / Session • This add on rate is only charged if the student wants to reserve a specific instructor. If the regular instructor does the typical session, there is no additional charge

  6. Personal Training Add On... • Say and Do: • Q&A: • Q: “Personal training sounds great, how much is it?” • A: “It depends on how often you want the personal lessons... from twenty five dollars - but we have to figure out your schedule first.” • Q: “Well how about once a week?” • A: “that’s about $34 per session...” • Q: “Who’s going to teach it?” • A: “It’ll always be an instructor with at least higher rank than you but it’ll be as available.” • Q: “Can I always get you?” • A: “We can’t guarantee a specific instructor, otherwise everyone would want Master Moody!” • Q: “Can I get Master Moody?” • A: “He is only available to people on the Executive personal training program.” and you can present...

  7. Personal Training Exit Calls... • The exit call is to determine why they didn’t get PT or to expand the training they are getting: • “Hi! This is _________your name the _____title at the Black Belt Academy! Is this _______student/parent name?” if not find the right person to talk to... • They Did a Session: “I hope you’re having a great day! Master Moody had me call you to follow up on your/your child’s Personal Training with _________instructor name on _____day. How did it go?” WriteNotes on Response “That’s great!” • They Signed Up / Are Already Signed Up - Suggest Double Time: “Now _________instructor name does have a slot available at _______time so ________student name could get an additional session in and it’s even less expensive. Would that be more convenient?” Work out schedule - upgrade PT session. • They Didn’t Sign Up - Suggest Signing Up: “Now _________instructor name does have 1 slot available at _______time so ________student name could get a session in either monthly or weekly and it’s less expensive. Would that be more convenient?” • OK - Enroll in PT. • Don’t Want to: “That’s no problem! ______student name will do great in our group classes and should be able to graduate in _____next grad date. One more quick thing - we’d like to find out your thoughts - would you mind if I ask what is keeping you from doing Personal Training - other than money would you like to have individual training?” WriteNotes on Response • They Didn’t Do Session - Suggest One: “I hope you’re having a great day! Master Moody had me call you to follow up with you because we sent you a FREE Personal training session and you didn’t use it. Is there any reason you didn’t want to use it? WriteNotes on Response • Interested In Using - solve issues and schedule • “I really appreciate your time - we’ll look forward to _________student name graduating next on _____date. Have a fantastic day!”

  8. If You Got It... • Role Play With Another Instructor From Your Academy - Pages 2,3 • 9x Each • Role Play With Instructor From 1 Other Academy • 2x Each • Role Play With Master Moody • 1x Each Role Play With Master Moody • Be prepared to discuss price, etc...

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