By Nicholas Cokinos, EFC Chairman

Let’s assume you’ve already conducted a highly motivating and energy filled intro class and you are now at the point of doing an extension conference.

First, is the analysis of the strong points or weak points that the intro lesson reveals. Coordination, learning speed, physical condition and flexibility are revised to establish a beginning and generally outlining a path of progress.

Now we turn to the 7.5 Magic Questions. The phrase is introduced by merely saying, “We need your cooperation answering questions so that we can qualify you for any of the programs you may be interested in.” The scene is now set.

Keep in mind that the questions are very carefully outlined, in specific order so that very quickly the receptivity of the student can be determined. It doesn’t make any difference whether we are talking about an adult or a child with a parent present. This is not a selling session. This is not a sales talk. Rather, it’s to be considered a low-pressure approach to affect a sale.

The beautiful part is that it is a series of questions allowing the student to respond and to express his own feelings. The interviewer needs to be listening carefully and asking questions to determine if this is the right activity for the student. All questions require a yes or no answer, with some discussion on the part of the student. The first four questions are:

* Will you be living in this area for at least the next year?
* Do you have any physical problems or take any medication?
* Do you have a place to practice what you will be learning in class?
* Is your schedule such that you can arrange to take your lessons at least twice a week?

When receiving the answers to these questions, do not take “maybe” as an acceptable answer. Any question answered, “no” terminates the interview, since a considerable amount of work is required from both parties. If the answer to all the questions is, “yes,” then you can proceed. As you can see, the answers to these questions indicate to yourself that you have an eager and cooperative potential student.