Part VI
Meeting the New Student

1. The initial inquiry is of vital importance because first impressions always mean so much.

2. The Walk-in and phone call are handled identically. Always be warm, friendly and unhurried. Always create the impression that you are there just for them.

3. Always control the conversation but do not dominate it. You accomplish this by asking questions about them, then listening to their response. Take a sincere interest and let their responses stimulate additional questions.

4. Your objective is to set the appointment, Avoid answering detailed questions about credentials, styles, etc. Simply answer briefly and tell them that these are things that the "orientation program" is designed to answer.

5. As an instructor, you should ask the following questions:

• - Have you ever studied before?
• - What is your age?
• - How long have you been interested in karate?
• - What stimulated your interest?
• - Have you ever needed to use karate?
• - What would you like to accomplish with it?
• - How would you describe your general health?
• - How would you describe your flexibility and coordination?
• - How did you hear of our school?

6. Inform them of the introductory course, assume their acceptance and suggest a time. Lock the appointment and thank them for calling.

7. The private lesson program has been carefully developed over many years. It is the fundamental cornerstone of the success of the business. Follow these guidelines exactly.

• A. Do not assign senior students to show prospective members proper methods of bowing, etc.
• B. Do not assign new students to a special "new beginners" class.
• C. Do include new students into the regular class.
• D. Do not make your beginning program so physically demanding that prospective members cannot get out of bed the next morning.
• E. Do not assign the duties of teaching the beginner's class to a subordinate teacher.
• F. Do teach the beginner's class yourself.
• G. Do sit down with them for a moment and find out why they want to study.
• H. Do not over-impress them with your credentials.
• I. Do briefly answer any questions they may have.
• J. Do not hurry new students out to the class.
• M. Do take time to tour the school with them.
• L. Do not just walk off the floor after the class and forget the prospective new student.
• M. Do seek them out as you leave the floor and ask what they thought.
• N. Do not let them just walk out after the second appointment has been set.
• O. Do remember their name. Make them feel welcome.

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