receive in a more program specific manner.

The binder also has images of your students actively enjoying your programs so it has an emotional quality that a straight sales presentation might lack. A picture is truly worth a thousand words and this binder makes that happen.

Using the binder not only demonstrates a higher level of professionalism, but it gives the presenter a tangible tool to share his or her excitement and enthusiasm for the school and the results it’s producing for students.

Creating Ideal Students

In past MATA Masters Modules we had you define the “Ideal Student.” In order for a new student to become an “Ideal Student” it’s important that you communicate and manage your expectations in a clear, professional manner. The binder goes a long way towards accomplishing that important goal.

Here is what most schools need to know in order to enroll an ideal student.

1. Will the student be living in the area for at least one-year? Preferably they will be here long enough to earn a black belt, but one year is a good start.

2. Can and will they attend twice a week according to the schedule?

3. Is this person capable of paying consistently?

4. Are there any other activities that might come up and interfere with your attendance? Baseball? Soccer? Vacation?

5. Do they have any physical issues that might hinder their training?

6. Are you as instructor and he or she as student clear on the primary benefits the student is seeking? This is important to know because if and when the student begins to lose interest, we have to bring them back to what motivated them to contact you in the first place.

7. Are you willing to practice to make sure you get as much as you can out of the training?

The presenter has to be able to communicate these expectations in a tactful, professional manner and the binder is designed to make that easy.

With each question the presentation comes to a roundabout. If the answer is “Yes” then you may continue on the journey towards enrollment. If the answer is “No” or “Not sure” then you circle back to readdress and resell.

Here is a key point; If you want Ideal Students, you have to make the decision how many or which “No” answers you will accept to enroll the student. If your answer is zero, then you may not enroll as many students but the ones you do will be the closest to “ideal.” If you allow a number of “Nos” then your program might fill up faster at a cost of student retention, quality and enthusiasm.

Download the PDF to read qualifying questions.