3. Why Plan? Why Train? To Compete Left To Chance
Professionals Train, Practice, Improve
Nothing happens by chance.
Sell Well Plan Well- Hoping To Ask Right Questions Is Not Planning
Developmental Coaching- Safe, Structured, Guidance, Feedback, Increase Effectiveness

4. Typical Soccer Mom- Married, 30’s, Shape, 2 kids, Private School, Safe and Happy, Control, More Aggressive, Loves Ninja Turtles, Other Friends,

5. Busy- Flexibility and Options
Private School- Dangerous society–Education -
Very Involved- How happy
Concerned And Afraid- We believe that martial arts without philosophy is just street fighting, but at the same time we don’t want students who are in our program who can’t defend themselves. “
The better you know your students’ parents, how they think, what makes them tick, their fears, doubts, aspirations, and concerns, the better you can enter into their minds and speak their language.
5 requirements to Sell- qualified decision maker, true need, urgency, solution that fits the need, service (karate) equal or greater in value cost of solution
Uncover Clues- Is your child on the honor roll , benefits of program (solution) ask 3
Are you a single parent? Different Issues, Private School, Homeschool, Live Close

6. Sales manager- Strongest sales, Weekly and mastermind each for the week.
Why? Activities Can Be Measured…. Outcomes can’t. Behaviors that will result in better sales:
Pre-plan with Your Manager, Roleplaying, Watching and Listen to Conferences, Review- Developmental Coaching

7. Conference rhythm, majority in uncovering their needs, 40 minutes, 5 Minutes- Review Steps 1-3
20 Minutes- Step 4, 5 Minutes- Step 5, 5 Minutes- Step 6 and Step 7
More experienced speed up, speed kills a conference, common mistake is rush, get to know them with our steps, be clear, close them gently, and make them feel good about doing business