How to Perfectly Plan and Control Your Intros For Maximum Enrollments

By: Michael J. Dolpies

Don’t forget to join Champions Way and Mike Dolpies for a special webinar on August 2nd at 1PM EST, 12 CST: 
“Magic Words That Bring You Students,
 How To Master The Martial Art of Persuasion”

Feelings of control, be it your business life, your finances, or your personal life create a certain amount of happiness. I don’t care whether you label yourself the proverbial “control freak” or not. Control of your life is a must if you are to be happy and keep your sanity.  Total Control must be applied to all of the selling situations in your school. Control of the intro process comes from careful planning and careful implementation of a winning formula. Let’s explore and reveal to you a winning formula….

Your intro is like a movie where you are the producer, director, writer, and star. You know the outcome; you’ve mastered your lines, your cues, and your body language. Your prospect is there co staring with you and responding exactly the way you want.

As the director, you call the shots and you determine the way the scene ends by your carefully planed and well orchestrated performance. And when the movie’s over you get the standing ovation! Here’s how...

When I teach an introductory lesson/ enrollment conference I always spend just under 60 minutes with my prospect. My staff can pin point, almost to the exact second, what I will be doing at the ten minute, twenty minute and forty-nine minute mark. With slight modifications for age brackets each lesson is practically identical. Every question is the same. Every response to topics that can throw me off course is the same. Every facial expression, body posture, planned humor, and times when I excuse myself to let the prospects be by themselves is exactly the same. Here’s some real life examples..

When a prospect comes in for their pre-arranged time to meet with me it always starts the same way; A polite, but not overly anxious greeting to everyone in their party. (No need to come on too strong with hugs and high fives.) I always want whom ever I’m getting ready to deal with to get the feeling that, although, I am appreciative of their coming in, they should be happy that I am willing to give them my time.

The next part of the plan is to bring them into my intro room and seat them exactly where I want them to sit. No getting up until I say so. Now for some alone time while I let them fill out my guest questionnaire. Now I’m back after about six minutes ready to ask them some benefit oriented questions to make sure that I can serve them in the best way possible.

Then comes the intro lesson designed to show benefits and get some positive emotions going. Remember the lesson is exactly the same every time, but my role calls for me to make it look like it’s my first time. After the lesson comes some more alone time so they can digest everything they’ve just experienced and ask their child how much fun they had. With an adult you simply let them sit alone or with their spouse or girl friend/ boy friend at this moment. Now I’m back after about four minutes ready to get some solid “yes” answers and wrap up their enrollment.

The first question I ask when I plop back down in my chair is exactly the same every time. The second question and third question are no different either. The presentation of tuition and how it is done is the same every time too.

It’s that simple. The key is to discipline yourself to stick to your winning presentation. The fact is your prospect is generally the same every time. There’s no need to re-invent your intro process everyday.   Now that you understand the importance of planning and controlling the sales situation go to work on your script and stick to a winning formula. 

Michael Dolpies started his first school in 1998 when he was just 18 years old. He is the creator of many top selling martial arts business resources including: Quick Karate Sales Letters and The Magic Intro Program. He is the co-founder of
The MA-Biz Secret Society.  To get a FREE MP3-
“The Insider Secrets of Six-Figure School Owners” go to: www.MaBizSecretSociety.com  
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