By Chairman Nicholas Cokinos

The Seven and a Half Magic Questions are:

• Will you be living in the area for at least one year?
• Are you in good health and have no physical problems?
• Do you practice what you learn in class?
• Is there any reason you cannot have an average of two lessons per week?
• Have you learned the Student Creed?
• Can you afford to budget your monthly tuition for lessons?
• Are you willing to set a goal to develop your mental discipline and physical fitness?
• 1/2. To a new student: May I ask, who sponsored your introduction to our school?

These questions are invaluable; you don’t have to be an expert salesperson to effectively enroll a student. Notice the q uestions are framed in such a way that the potential student will indicate their interest to you. You are carefully shutting the doors as you go down the list so that you are not confronted with sudden excuses at the end of the conference as to why there is no enrollment. The use of the questions also eliminates unnecessary and prolonged explanations on how your school operates, but instead allows your potential student to indicate to you why they are eager to join.

Particularly notice the question discussing the Student Creed. That is the high mark of your review; it is effective and emotional statement, which describes the philosophy of your school. This is the first occasion when you can take the opportunity to express sincerely the life-long benefits, development of mind, body and spirit as a result of the study of martial arts.

The magic questions provide a vehicle for every member of your staff to become effective with the extension conference. The ½ consists of the question, “ May I ask who sponsored you?” Many times a student is recommended and referred by a fellow student, but if this is not the case, the student is told to understand that they are expected in the coming months to sponsor a new member. This is extremely effective.