Bridget Johnson

At the Summit I talked about how to answer the phone. First, when a parent calls, nobody answers the phone in many martial arts schools. But we have students join our school just because we answered the phone. Second, I conveyed a whole script on how they should answer the phone. When you answer the phone, your goal is to set an appointment, getting information instead of giving information, and taking control of the conversation with questions. Another thing we covered was the extension call.

The other area we covered was the introductory class, which is very important. We include the Seven Magic Questions in the personal analysis that we hand out even before the introductory class. Through the personal analysis, we get a sense of what they are hoping to get out of martial arts. So when we go into the introductory class, we have the personal analysis form to look at to help us to a better job.

After you’ve done a fantastic introductory class, you ask the magic question: “Are you ready to start classes?” So we go ahead on to the paperwork.