With with traffic as well. So if
Again, I see.
Rob on here already. So just, just as a note that
We want to talk to all of them.
Cody had a question.
Already yesterday and mastermind, you and I and master Smith and manage Mr done it talked about that one as well.
Cody you're having some
Issues concerns about getting your his student enrollment agreement going right.
Yes, sir. Yeah, I wanted to
Basically tried going through our
Documents and and just to simplify the enrollment. The trial enrollment form. I wanted to. Yeah, we put online put on Facebook. I wanted to get an idea as to
Just the gold standard, some form that we can look at and I know state laws are going to differ by just like it kind of the gold standard as to what needs to go where what it should look like.
With the the wording and things that that we prefer to use
Yeah, yeah, let's talk about that briefly.
I just posted several EDF examples and some Word doc examples. And if I recall correctly, the Mile High Karate ones I posted
Unless it says otherwise. They were ones that that
Are around for
I don't know. Probably now 30 years or more.
And, you know, for the recording and for posterity. Neither Bob done myself. Greg Moody just miss nor anyone on our payroll. Currently, although I have had a
An attorney on my payroll full time in the past, but no one on our payroll is an attorney. We're not qualified to practice law in Texas, or anywhere else in the US, Canada or anywhere else. So
Take none of this is legal advice and take take first of the admonition to have somebody run it by, you know, run it by an attorney. What I always did with this, frankly,
Is studied it well enough that I could put it together and then I would go get it blessed by an attorney, rather than, you know, going with a blank sheet and saying here, put this together for me.
And
Never do that.
No, no. Yeah, so, so I would put it together and and in your case, walk in with the Texas law on what's required and then say, you know, can you take an hour, you know, which is going to cost you a 400 bucks or 500 bucks or whatever.
And just make sure I haven't missed anything that's going to
Bite me in the ass attack right
And with our contract over the years I at one time went to a company that would buy them out. Right.
And had them rewrite it so that it would be adequate for their purposes, and I had a couple of different attorneys look at them and and i will say again, we're not practicing attorneys and I'll say that most practicing attorneys aren't necessarily very good
You know, on stuff like this unless they for some reason specialize in it and there's no particular reason why anybody would specialize in this particular thing. You know what I mean. Cody, but as far as what's the gold standard.
One conversation that we were having offline from everybody else about this.
Yesterday, is where some people get confused. Is the language in the student contract is different than the language you use in the sales process.
And it's meant to be that right is the the language you want in the actual piece of paper, they sign and I like a piece of paper better than they ink it on a an iPad or something.
I want it to be as blatant and is straightforward and to some extent scary as it needs to be including in big you know of 18 point font you know this agreement is non refundable.
You know, non cancel except under these provisions and so forth, right, and in different states and provinces. Some of you will have a 72 hour right of cancellation and our agreements in Colorado. We don't because I interpret that to apply to health clubs I interpreted not to apply.
To us as martial arts schools. Right. And I don't know whether I'm right or not. I've had this conversation with a number of people, but the language in
The Colorado law is ambiguous enough that it would have to go to court and they would have to be, you know, a decision by a judge and then I still wouldn't you know necessarily set precedent.
That does that make sense so far, Cody. So one of the things I like to have in it is very clear language, a moron.
You know, somebody with a 42 IQ who could barely read English looks at, and it goes yeah right there on both sides and three places. It says non refundable.
Right, I want to have it very clear that is cancel only under these provisions what the provisions are usually it'll be dictated by some state law, but we always have a cancel ball if they move a
Certain
distance away from the school. We have a cancel if we move the school we and they'll get a certain radius. Right.
We have a cancel if they're permanently injured and that's about it again. Some states require and I posted one for Maryland, I believe, which is some of the harsher laws in the US.
And in Maryland, they require you be bonded. If you take a cash deal they require a 72 hour cancel no cancellation notice and some other things. So we built that all into the agreement, right.
Something that I started also building into the agreement over the years was
The fact that we're going to this, you know, this is a trial enrollment. We're going to be talking about making a commitment to train to black belt and beyond.
Within the first 90 days and there's language in there that says that, so nobody can say, Well, nobody ever told me, Well, it's right there in black and white. Right.
The other thing we built in over the years was a waiver for any photos. So if we do video if we have video cameras in the school if we take a photo and we use it an advertising, we built into the waiver into the thing, obviously, there's the injury waiver built into the agreement.
You know, most lawyers will argue that the assumption of risk and the injury waiver isn't worth the paper it's written on if you're liable.
But it does have some benefit if if there's any question. So an assumption of risk clause and an injury.
Injury waiver clause. So, you know, I want to have a very clear. It's non refundable. I want to have a very clear.
That it's non cancel except under, you know what, what, you know, those basic conditions, three or four different points they move, you move, they get injured or in some cases 72 hour right of rescission.
Basketball. What else am I not thinking of here.
Well yeah, I think you've covered a lot of pieces of it. But what what's really critical. And what you guys got to write down is
Is that's completely different from the way you communicate verbally and the way your sales Doc, you know the the
You know, the way you present the price. The way you have features and benefits presented the way all that stuff is done is completely different. And the way I would. The other thing I was thinking as for all the referee talked yesterday on this.
Is the, the other principle that we talked about. It should be as simple as possible, but no simpler.
Right extra stuff and don't have your lawyer get excited and pay him $5,000 to review it.
And add a whole bunch of extra stuff and have it interpreted as things that it's not or interpret your business is things that they're not so the errors that we've seen happen in the past are that
Because we're not well defined sometimes in the industry, not in the industry, but in state law. So they don't have separate rules for martial arts schools versus retail businesses versus health clubs versus
I don't know, other service businesses like dance studios that you'll have a lawyer compass in with one of those that he sort of picks out of his hat.
And then they there might be an oppressive law because a health club you know a bunch of health clubs going out of business. And they started having problems though. So, then they'll put a whole bunch of pages in their, in their, in their contract that are
There that are bad. You just did her unnecessary. So you don't need unnecessary stuff everything to master Oliver said is necessary.
We don't put unnecessary stuff. So that might be a question you guys asked later. Should I put it in this this in the document and we can say, no, don't bother with that. So if you don't need the three day right of rescission. Don't put it in there.
Yeah, so, so leave stuff out. If you can leave it out. So it isn't we're answering, we're not giving you, I think, I think the answer here. Cody is not giving you a straightforward answer because the answer is a little bit complex, you've got to kind of do a little bit of homework to to
But I think master Moody you you one of the areas, Cody and clarified. So you were having you are having trouble with was the
The description on the paperwork versus what you are having a conversation with the prospect on right so you say agreement paperwork says contract.
You say America.
This is clarified and that makes
Your terminology to the to the client to the to the student is always 100% of time is membership agreement membership agreement.
Yeah yeah so
In thinking about this. So I do I go through the enrollment process. And I said, you know, it takes depending on how you present it but
Three. I'll say is three to four years be a black belt you know Joe is seven. Now that means he could be a black belt when he's 11 or 12
He could be in fact a second degree black belt by time he's 13 or 14. We start with a trial enrollments only about a quarter way.
To black belt to begin with and then I'll you know present the tuition and then when I presented the agreement, you know, a lot of times they'll go
Oh, I didn't realize were signing the contract for 12 months and I'll go back to my presentation and say, well, yeah. As I explained
It's four or five, you know, four years to get a black belt couple years to get second degree. We're doing about a quarter of the way to black belt.
That would translate to about 12 months as a trial enrollment and then we'll evaluate
In the process, whether he's qualified to train the black butter and I see I even go back and then explain the contract in my same language.
Right because there'll be sometimes like a disconnect and then I'll say oh my science while my code. Yeah, you're doing a trial enrollment, you know, for Quarter way to black belt and I'll go back and use my language to explain it. Does that make sense, Cody.
That's an important concept. Everybody needs to get because so often.
They say x and we respond X, but we're not, we shouldn't respond that they say, why is it 12 months.
Or why do I have to make your minimum or why is it this expensive. Why is it that you know what they're really buying is self confidence or what they're buying is this webmaster Oliver just said.
What's the reason why is 12 months. What's the reason why the renewal is five years.
It's because that's they're making a commitment to second degree black belt or they're making a commitment to whatever they're making a commitment to and we explain this makes perfect sense that way. Yeah. Instead we go well because it's 12 months. Well, that
Is you have to commit to a 12 month program, you know, then you're back into weird language of, you know, you're on a green belt program. No, no, no such thing as a free in Greenbelt program, you know, you're, you're enrolled, a quarter the way or a ninth. Other way or whatever the black belt.
So you can't make an arbitrary you're answering questions don't make them arbitrary make them based on goals and benefits to them. And that's what this means, it, it may sound a little abstract, but this is really, really important taste answering questions with some means
To them.
What they're what they're based on what they're saying. So you know why that's that's an important characteristic I call that confirm connect and confirm what they wanted. Well, this is what we were talking about. Does that make sense. Okay, good. Then let's go forward.
Yeah, and I'll add a couple of things here. One of the agreements that I posted says paid in full MH good. Here's the logic of that one. I want everybody to anchor it in if you do a paid in full.
Let's say it's $35,000 and you try to do it on a credit card and you just get a Visa card you run it through your merchant account for $35,000 when normally you do maybe $8,000 a month and the average transaction is 300. They are almost guaranteed to freak out.
Okay, what happens when they freak out is they hold the money, then they want you to prove what it is. Sometimes they want to, you know, contact the cardholder
But the reason that this contract is written, the way it's written and we wrote it in conjunction
With Greg Cole, who's our recommended provider for merchant accounts is the way it's written is if you do a paid in full for four years, or for five years or whatever it might be. It's written as it's a one year.
Painful that then has benefits that they get to train for free. Beyond that, if they fulfill the one year. In other words, they're paying for a year and the balance of it's free.
Because the merchant accounts don't like because here's the way they view it is they view that they're loaning you the $35,000
That That Student has until a year past the expiration of the agreement to charge it back.
So that person can ask for the money back seven years from now and legally still ask for the money back. So they look at it is, they're loaning it to you for seven years and may or may not be confident that
If they go to take the $35,000 back seven years from now.
That there will be money in your account to take it back or that you'll still be in business right so we try not to ever show
To a credit card company that somebody's paying for more than 12 months in advance and even answer a long time in their horizon.
Does that make sense to everyone. So the reason that written that way, is it you're paying for this all this other stuff you get for free, assuming you paid for this.
Right. So then the termination point of them feeling like they're at risk is 12 months from today, not four or five, six years.
Was that too quick. Everybody understand that logic.
The. The other thing is, when you look at the samples I gave you might
Have for me, thanks for all
You want to go slower on that you might work with that agreement up yeah and then
Oh, this is simple tuition. So this is where it's on a member side I posted the link in the Facebook group that this is what master Oliver referring to
It well in the same we should post the link directly to Jeff to there, Bob and I make a note.
Okay.
Even if you're using, you know, ASM for a, you know, whoever for monthly tuition billing, I would recommend you contact Jeff to set up a
Additional merchant account because here's what's going to happen is when we start getting you really good at renewals you're going to have people who want to give you a big stack of money.
And what's working fine so far for your merchant accounts, all of a sudden, it may not work fine anymore. Right.
Or if you go from 20,000 a month 80,000 a month your current merchant account might have been fine with you running 5000 a month through their account. But all of a sudden you're if you're running 40 them. They're not fine.
I always want to have a backup account and in the reason I'm talking about Jeff is because back in the financial crisis, we searched him down.
And then trained him and what martial arts schools were all about if trained him on experience rate and said,
And he specifically will work with their risk management department to help facilitate this stuff. So that's, that's why I make a big deal about that for no other reason than that. But it did to finish up on the contract thing real quickly is
The
What we basically did over the years is master moody, you've talked about a lot of times I talked about a lot of times is people will change their sales process.
Or change their tuition or change their term because some mom complained about something or other. Right.
And then all of a sudden they they end up not doing all the things they should do. I always took the opposite approach, which is somebody complained. Well, you never told me about this.
I wrote it into the agreement. Right. So on the backside of our agreement is just a, you know, normal size sheet of paper, but it has intramural tournaments and it has
Testing cycles and it has a lesson requirements and anything that we're going to require them to do. And it says, you know, you're not signing up for any particular human we can change the instructors, we can modify the curriculum.
We can change all that. And some people I see, you know, a new staff members. I'll make them read and understand it, but people will see all that stuff and go oh my god people sign that well here's the deal. Hardly anybody ever reads it.
Right. It's not like you know every now and then you get a CPA or an attorney who's a pain in the ass and they try to go through every paragraph.
But that's very rare. Mostly they say, What am I, committing to how much is it okay liability waiver. No problem. And then they sign it. They don't pay any attention to any of that stuff.
Does that make sense to you guys so, so it's pretty pretty harsh and you might notice on those samples. It says in big type highlighted under no circumstances is this agreement agreement refundable in whole or in part.
Right, so it's it's very, very, very obviously clear all the way through the the process.
Anyway,
That's all I had on that Cody, are you good
Yeah, that was because I wanted to make sure that the form
Guys.
On there. That is the enrollment form that you guys are using for your initial enrollments.
Yeah, feel free to copy as much as you want. Under the understanding that you still need to vet it for what's required in Vancouver, what's required in Texas, what's required wherever right
So, so it's a no way shape or form. I guarantee that it's okay in your area, one of my pet peeves. Some of you guys.
Were FC members at one time or another, my pet peeve with them always was they had this contract that they had written and vetted for Maryland.
And had written and vetted for Maryland only for monthly payments and they hadn't vetted it for taking a cash pain because they didn't want anybody to do it.
And they had invented for anywhere else. And then they would insist everybody used their version, which would only been vetted for Maryland.
And and probably still. Do you know any conversation I had to them. To the contrary, fell on deaf ears.
Is there always a, why aren't you using our agreement. I say, well, it's written for Maryland not written for Colorado and I have vetted mine for Colorado. So I'm not going to use yours because it's not valid for what I need.
So you do want to you know that. But again, I would recommend you write it up and then you have an attorney, bless it rather than go and have them create something because God knows what you'll get. How many hours. They'll invest right
Good attorney is just going to review for problems. If you have an attorney that's trying to you know this going to spend 1520 hours on it, they're there, they're probably not doing
Their job right.
Probably. I mean, we don't, we're not giving legal advice, but probably we
Were giving advice on hiring attorneys go and tell them I want you to spend one hour on this and here's what I know of as the regular you know relevant regulations and here's what I'm in
Our story, the horror story we saw was
On the front end before people walked in their student information sheet.
You and I both remember this.
It was about a 10 P like sign your life away document that Simon Chan. One was was 10 pages, and that was before they even took the intro list.
Yeah, he was losing interest because I looked
Looked at, and said, I don't want to do anything to do with that. It turned around.
Yeah.
And Sebastian's team. You guys had a question. We kind of we kind of ran out ahead of them ran over and
Ask your question.
Thanks for being the ringleader Bob
Oh, yes. So this is a phrase.
Right there.
There's
I had a couple questions they might be an easy one. We were trying to start implementing the character development into our program.
I was not able to access that on the website for the past meetings for the sterling Sterling Virginia one. And I was wondering, how could I get to those videos.
Well, the
What you what you want right now as you want the enrollment folder material.
And what I do is I set a time With bob and he can walk you through it all. It all of the character development lessons and so forth are all in there.
In the Quick Start member com site and and editable format. So they're all in, I think, Word documents so
Right, right. I printed those out and I was looking at him. I love it. They're great. Just wanted to see how to implement the structure of them as far as how to implement them with the current belt system and so forth. So I wanted to see if there was a video about that.
Not per se, although we mask. Yeah. Although you know damn near every meeting, we've done over the last 28 months master tool as soon as somebody says that master Smith holsworth for 30 minutes on it. Yeah.
One, we need to have one module on that, that we just send people
Yeah, yeah. Here is the main thing.
And then I'm going to turn you over met Mr done and master Moody here and master Moody have only seen raw bad luck so far of our festival
But
And can confirm that he was going to join us here today to I haven't heard from Olga.
But when you first as a new member. Here's our biggest
Thing that we fight when you're brand new into the program, we want to accomplish, three things we want to get it where you've got a really tight enrollment process.
Where you're charging a reasonable tuition and by reasonable. I mean, maybe a floor of 197 a month. I'd rather you be at 247 to 97 a month.
That's how big your balls are and how you know willing you are to jump up with a minimum of 300 initially plus the first month to enroll. Right. So we really only have three objectives. Early on, get you to that level of new enrollment tuition on a year you know agreement.
Done. Yeah, get a really tight enrollment ratio so that you know from a movie theater 50% of the intros you get are better enrolling
You know, from a referral you're enrolling 80 or 90% so really tight process and then we want you to be able to on a dime.
Open the spigot on demand and flood your school with traffic. Right. And in the Parthenon of marketing.
There's an awful lot of tools. There's public relations. There's internal referral mechanisms. There's family add ons. There's movie theaters. There's big live events.
There's a paid advertising on Facebook. There's paid advertising with your website Google pay per click. There's paid direct mail, there's
newspapers, magazines, I could go through a long list with variable effectiveness, though.
But what we know is the movie theater thing is something where you can go make 150 appointments in a weekend a big event like a marathon or something, go make 100 hundred 50 appointments in a weekend. So we want to get everybody started on that. And then if you're over 100 active students
200 300 400 500
You should be able to flood your school also with referrals from internal live events and from
Events where one person brings 30 people and events where 30 people or 40 people bring one or two each. Right. So what our biggest challenges.
Is new members getting way ahead of themselves, you know, what should I be charging for the renewal hash the renewal process go. How do I, how do I get all my existing students into this leadership thing.
How do I, you know, train my assistant instructors to do this stuff. How do I convert my black belts my brown belts all this character development. And the answer is, once you've
Added 100 students and jumped your gross by 20,000 a month because you're at 200 or more revenue per student. And you've added 20,000 then we'll worry about all that stuff.
That makes sense. Okay. Yeah, that makes sense.
And the thing to focus on immediately on the white belt character development stuff is two things. One is I like to give everybody in the school a copy of what to say. Not what you have the psychology of winning.
Which is a simple, inexpensive paperback book. It has 10 chapters each chapter can be a lesson of the week. And so do that with white belts two black belts and I will use that for two or three months and then give every student in school, a copy of what to say when you talk to yourself.
Now, over four to six months.
You have indoctrinated everybody in the school year focused on on success skills as well as physical skill set that makes sense.
Yeah, did you start your white belt with that new enrollment folder and that new enrollment folder has
For the kids. I say it has a self discipline sheet, the jobless the healthy eating the other stuff. I don't remember, but you started with that folder.
And you get them used to earning stripes and then when they test for their first belt. They're winning medals and trophies and stuff for earning a bunch of strive for doing that. And the combination of starting all
New Students starting now with that and putting all of your students through
Those two simple books.
Changes the mindset of the entire school
Does that make sense.
Yeah, yeah, that makes perfect sense.
Yeah, so start with that. And then in the perfecting the moment process. What we're mostly focused on is it takes, you know, three to four years, or nine years, whatever it is to train to black belt.
At the intro and the enrollment were pre framing that this is a long term thing, not a short term thing and then the enrollment is just a trial enrollment.
Then when you add 100 new of those people and jump the gross by 20,000 a month we'll have a nice set of fresh people to renew into a new hire program.
Does that make sense so yeah
So sometimes on these meetings, you'll feel like we're saying, No, no, no, we're not going to focus on that. But it's kind of like a white belt, who asked, you know, I saw those brown belt sparring. And this guy did that. Can I learned that
Well, of course you can learn that we're just not going to learn that. Today we're going to learn that after you know how to do a psychic you know how to do a back fist and, you know, right. So, so, you know, keep in mind in
Relevant prospect. You're saying
Yeah. In relative terms.
Mean, it'd be insulting.
But this class.
Right.
Yeah. But keep in mind, is it Eric is that
Right, Chris.
Yes, Eric. Keep in mind now master Oliver sent out Sebastian's getting the
Your show shipping out the monthly package. So you guys are getting the envelope. There's a progress sheet that's in that package.
I need you guys to fill that out all of our new members, I need you to fill those out. I want to set up and book master Smith, back to back with each one of you on that progress check
Definitely in July. So we have to get it done in July and we'll also set up for all of our new members to make sure you're maintaining your stats, but a one on one out at this live event here coming up in August. So you guys are going to be there. Right.
Yeah. Yes.
Yeah, and master moody, I'm going to have to turn it over to you. I'll try to pop back in. And while
We do have Jan's group who had great results on those back to school orientation days which is coming up faster than we think. And Rob is in here and Rob was going to was invited to join us to talk about the the birthday parties.
And Ken said he would be here in Canada scheduled like 350 appointments in the last six weeks.
So I haven't seen Kenya.
Yeah, I don't see Kendra, Olga yet. And we do have a
You have Robin Jan
An empty chair for Jana, at the moment, but all but let's start with Rob
Master over when you come back.
I CGS daughter at least
Okay, good.
Well, let's go. Bob and, you know, guys.
And I'll try to, I'll try to make it back in a while.
Okay, sir, um,
One thing that's where all of her said is at 100 students and this is this is still what the time to do that in two different ways. One is you can get a lot of students now, but we need to be looking at
June, July, and August August is when you got to start ramping up for school. If you don't start thinking now about that you won't have some of the big success. The Jan's going to talk about that, where she got you know 80 or 90 will let let her answer. How many members, but it's a time
If you wait until August to start setting that up and wait until September to start setting that up. You won't get results.
So there's there's really two kinds of marketing that you can do. Well, there's lots of different kinds of marketing.
But in the way that I'm talking about. You can do marketing where you say it's been a month. Hey, what marketing, am I going to do and you can kind of try to do some marketing.
And you'll get some results, but there's some marketing. If you don't think about it.
About it now for the next month or the next month. It won't work, if that makes sense. You have to get some stuff set up.
So that's why we have to think ahead. So you guys a lot of be thinking about right now at this very moment.
June, July, and August. And that's what we're going to, that's what we're going to talk about. So everybody should have some paper and some notes, every time we have these meetings and
Be taken notes on culture to be doing the next three months at least maybe more. So anyway, sort of, Robbie there lets you had some success with birthday parties, I'm hearing. So tell us about what's happened and and what
What you which at what your results were
Yeah, so it wasn't, it wasn't a huge one, but it was a big it was a big thing for me to start a birthday parties haven't been that successful in the past, but we're
We're trying to keep everything running we you know we have our carnivals working. We have a birthday parties working and everything's going kind of spinning plates.
And the birthday party. We just had. We actually had a double booking which we kind of had a panic attack because our program director book to birthday parties, the same time.
And after the panic attack. We just ran with it and we ran them both and actually ran really well. Um, and it was we rented, like you said, like
Birthday parties and you know come in and jump around and and
You know, just get cake on your face. It was actually well disciplined event. And when we we did it that way. Like you suggested it ran really well and that's we booked all the appointments, because the parents saw where the value is a birthday party was
Everything we taught you know we taught the for loss of concentration and we expect to the kids when they're sitting down to eat there will be hated only saw that that's where a lot of the value was
We ran
Can I interrupt you just, I wanted to just interrupt you, not
I want you to be the one telling stuff, but I want everybody to write some of that stuff down so the because they may not understand the contrast
A lot of you guys may not have done birthday parties in the past. Or maybe you did them in that you said that they suck.
And I hear that all the time. Oh yeah, we did birthday parties, we're getting members from it. And one of the problems is that you do birthday parties and you think they should be like
Birthday parties when you were a kid and a bunch of games. But what Rob saying is, is they need to be disciplined martial arts classes and the kids will enjoy that Rob, did you feel like the kids had a lot of fun with your class.
Absolutely it's it's counterintuitive kind of because because the more structured. It was the more the kids had fun and the more the parents had fun too.
Well, the more parents are going to appreciate what you do, you can't sell them on martial arts. They'll think the kids at funding. Either way, maybe
But you can't sell them on. Now let's do martial arts. If they did a stupid bunch of games now. Hey, do karate.
Well, there's nothing, there's no connection there. But now if they did this really disciplined class and the kids had fun. Now, if you say hey do karate.
In whatever method you're going to do it next which which is going to be better. It makes some sense. So it doesn't make any sense to do it some other way. Good. Go ahead. Robert
That's one of the big points. You guys should be writing down, make the class a discipline martial arts class we posted planners on this, by the way.
Using the Four Laws of concentration is a great way to do it. Well, even when the kids are eating their discipline. Go. Go ahead. Robb. I'm sorry to interrupt you, but
Thank you. So the way we structure was we were to birthday is running, running together we are getting really busy with those because we're always just
Adding into our birthday parties, every time we do a carnival. We're giving away a birthday party. So we're constantly having people caches men. So every weekend we have a steady flow of birthday parties, which means new you know 20 new leads coming in every time.
But because the the birthday parties are from an external source we feel that it's it's we feel better about putting them, you know, two together at the same time.
And the. We run them is just in three half hour chunks. The first half hour we have
Both birthday parties together on the floor for an introductory lesson.
The second half hour one group will go to board breaking, will the other does pizza and cake and then last half hour we just switch them. The other group does the word breaking in the group just cake and
That ran really well. And when it was well discipline. You got to think of it like a KNOW IT'S ALMOST LIKE A A Tony Robbins event where the board breaking represents
You know blasting through barriers and achieving your goals and things like that. So that means more last the parents and it really
If they had pushed back setting an appointment when they first came into the birthday party, we go and ask for an appointment again afterwards. And it's much easier. After the senior
Perfect submit write those things down. Robbie. You said something beautiful. I want to, I want to commend you for it. I've always done the board break. I've been preaching doing the board break is the highlight of that. So the parents see it now.
Events. I don't like doing board breaks, but at birthday parties. I love doing board breaks
But to match it to Tony Robbins is exactly the right phrase, it should be like that word Tony Robbins, there's pluses and minuses what Tony does
But what you can never say about that is, you're not hyped up and excited and really motivated by the end of it. And that's what should happen.
When they do the board rate that kids should be motivated and the parents should be motivated. Let me ask you something about that format, though, if you do sometimes the break.
When they're doing pizza and then you switch it or you haven't sometimes where the parents aren't observing the break, because one groups doing the
You got pizza and break in one group. And then the second time you got breaking pizza. So one groups going to be doing the pizza than the board break the parents are going to be seeing them in the pickup in the other room is going to be doing the
Break and then they're going to be doing pizza afterwards. Right.
Yeah.
Well that second group, the parents might have dropped them off and not picked them up yet.
They may have dropped them off and left. Are you making the parents stay for the whole thing.
No matter. Well, yeah, we always strongly urge the parents to to stay and that if
If they're saying they can't stay we say, okay, we'll be back at this time to watch the watch the break and and I was thinking that, yeah, that the group that's doing the break. First, they're probably going to have fewer parents attend
It sees your parents to attend, you know, at the end of the during the break after because then they only got to come in half an hour for pickup time
If we're only having one birthday party to time we would always do pizza first and on the board breaking after. So the parents picking up we'll see the board breaking. But most of the parents will will stay
Did I make a suggestion on that. What I would do is let them do the break if they're doing the break. And if they're doing the break first that group, let the kids whose parents weren't there do the break, again, to show off for the parents.
See what happens if you no matter what happens if a parents had dropped off parent and you don't pick them up till later 100% of the time the parent
Will do the break. So what we'll do is, even if the parent drops the kid off and they're late
So the parents late like the parent shows up 20 minutes late, and either, you know, I think it's terrible parent, but whatever.
I mean, the person that 20 minutes late, and and you know the kid. We're going to say no, we want to wait till your parents there to do the board rate. So the parent will always see the board right
Even if the kid breaks the board tries. I don't really care. But I'm going to have the parent show off the discipline that the kid has a standard attention and say, Yes, sir.
And whatever other stuff you're doing however you're doing it or it does your terminology, but then they do the board right because the board break is the key to showing them that they had some martial arts thing and they didn't just play Romper Room for a little bit.
So that's, that's a way to do it.
That's really what do you think about. I mean, with the phones these days, it's so easy to just a record that little 32nd clip of them doing that and then text it over to the parents as well. You
That's a wonderful idea. Bob, that's, that's a great idea to do. Additionally, you could if you really had staff to do that do that with every break and send it to them as additional add on.
But I would still do what I just said, because at that moment that I can ask for the appointment. So I want to do that at the point
I want to do that when I can emotionally be connected with them and they they they know that I'm part of that environment, but to do what Bob said is an awesome add on that would be a great add on. The only reason I don't do that.
I wouldn't make my guys do that every time initially is because sometimes there's just two of them.
And they may not have the ability to do that and set appointments, same time and do that. But I think what Bob said is great if you can handle doing that, man. That would be a fantastic at on
Yes, texted one with their confirmation, you know,
Well, also, you get that with their you get there you get double checking their cell numbers and they're going to be
You're going to be able to get their card added on to it and do all that other stuff we start a communication paths with them. So there's a lot of really good reasons. Hey, look at their board break
You could, you could do look at them standing at attention to be again look at their board break in the middle but
I'd like to see them all see the board. I'd like to be participating in the board break with them. So, so another thing that so everybody should write that down. The, the, the
People should get the, the parents should see the board rate. Another thing that Rob said, and correct me if I'm wrong, Rob, that they're asked for an appointment at the beginning and then they're if they don't set an appointment, they're asked at the end to is that right
Yeah, yeah, when they walk in, they have to sign in at the door. That's where they get the name tag. They take their shoes off and we make sure they have their permission form filled out properly.
The staff. What's it over to make sure it's filled out the parent hasn't filled it out properly. We just quickly stick and you put that in, because they might not know that we needed to understand that, we need it and then
You know, if there's time and if we have a steady foldable coming in. Then we we try to chat a little bit to build a report and say, oh, by the way, they have because the on the birthday child.
As a thanks so on their behalf. We have a two week trial and a free private lesson you get your free uniform when you come in for your first
For your first private lesson. And then if they kind of not really sure about it. Okay, no, you know, no problem. Have fun. And we talked about the second time.
So either get we get about maybe say 10 to 25%
As they come in.
And then, and then more on the way out you don't get it, you might not get a whole lot of them we in maybe we're just not doing it right yet, but at least on their pre frames for it and then kind of expect, we're going to talk about it later. It's not a surprise.
But if we do get that 10 to 25% at least they're taking care of and alleviate some of the traffic of trying to catch everyone on the way. Oh.
Yeah, exactly. No, that's it was on the way out, you can confirm the ones that you got you can say, Hey, I know we're going to see you Wednesday at five o'clock.
And then, good job. Give me five. Excellent job. Take your board or whatever and
Push them off. Now you've got a confirmation. But then the ones that you're exactly right. The pressure on getting the other ones is less so. Everybody hear that you asked for an appointment on the way in. And you asked for an appointment on the way out.
Everybody needs to make sure they do that, even if they said no to the first appointment, forget that. They said no and asked again on the way out.
So that's really important. And what other thing, Rob said is to double book The birthday parties is not a big deal.
I've had that happen. It just makes the birthday parties more fun. I mean, what's more fun for a birthday cake having 40 kids at the party for forever and 20 kids at the park and 40 kids at the parties, a lot more fun.
Because they all are celebrating their birthday. It really doesn't matter the kid just has more fun if there's a lot of people screaming and yelling and they have more fun with the games and sometimes one of the kids only has 10 or five kids show up for their part.
You know, right. So, then they're out. Now there's more kids. It's a little bit weird have one kids three and one kids 12
That'd be the only time that becomes a little weird, right. I don't know if you've had that happen.
You've been lucky not have that happen, you have you
And we we always look them together, we try to do them together like two or three at a time.
If you have if you had a 12 year olds and three year olds with a
Period of
Time in the same room.
Yeah.
They're not in the same room just kind of karate and games and that's
Usually here, encourage the parents come out and do the coding games with them, too, but then they're separated for the presence of cake.
Okay, but at the game stuff together.
It's like, you know,
To make it work if you can make it work. And you guys are making it work. That's fine. So don't worry about it if it does happen. Just do it. Yeah, if it does happen. Don't stress about it. Just do it. So I wouldn't try to avoid it.
Or I will try to just schedule it right if you can make him a little bit more match in. Yeah, there's not a lot of 12 year old as
I have a question. What is your speech to set an appointment at the beginning.
Right where he told me. Ah, we don't know yet. We have
We haven't seen the Karate class. So, we will see after
Well, let's just play that. So, so, Rob, you're the you're the person setting the appointment and RUDY, YOU'RE the one you're the parent. Go ahead and put you on the spot, a little bit wrong.
Okay, and I'll always say thanks for coming. You're gonna have an exciting day we open the conversation with saying or, you know, Johnny's gonna break the board today it's can be very exciting. Are you going to be able to stay and watch that will be the first question.
Okay, yes. Okay. Great.
But just so you know as a thanks for coming on behalf of the birthday child. We've set aside a two week free trial for you guys as well.
As a free free appointment. We have a couple spots open and a lot of our students. The students already here, they've booked a time on Monday at six o'clock or they also, some of them are coming on Tuesday at seven, which one of those will work better for you.
I will wait after
Sure. Okay, we'll talk to you after
Okay, good.
So I would
I would say
add something. Sure.
So one of the other things, too, is that we before the party we attempt to get the roster of all of the kids and we call them ahead of time before the party even is is happening in a few days before to give them some information. And at that point.
We tell them about the two weeks free, on behalf of the birthday boy and as well. The two weeks free
Is on all of the invitations that we've printed and given to that family to give out to their kids so that they already are pre framed in lots of different ways. So it shouldn't be a surprise when they come in to drop off their kid.
They know that they're going to get two weeks free. It's in the invitation. We've already called them we've we've had
Called a had what from the roster and we booked people right then and there before they even come to the party. We had him actually come in and do the intro lesson and sign them up for the birthday party.
Yeah, exactly. So if you can get the roster. You get that. Now the one thing that Rob may have trouble getting the roster rob you can answer that is when you're doing them at the carnival and they're free parties, you don't have as much access to the birthday, kid. Is that pretty sure Stephen
Yeah, correct. We do get we'll get some RSVP. So we'll try to get done beforehand but it's it's a pretty low rate, but we still try
Right. So, so what what Scott saying is a little bit different if it's a internal party 100% of the time we will demand the roster. So the Karate Kid.
In my our case we've never had a time where we have not gotten the roster from the parents we demand it and we tell them, because there are students and they we kind of can
You know, push them around a little bit and tell them when they get a roster. And in that case, we'll do the pre call and you guys can look up the pre call script.
And I want to address Rudy's question a little bit too. But in that case what what Scott said is exactly right. There's
I would do a pre call and then ask them for the appointment at the beginning. What that does is two things. One is you make sure they show up more of them show up.
That's a good thing. Number two, it makes sure they know the parents have to come with them so you don't have them bring
Come without their parents or have the birthday mom bring a busload of kids doesn't happen all the time, but occasionally that happens.
And then the third thing is you get like five or 10% of them to set appointments ahead of time and then rod that does that even alleviate your pressure even more. Now, you get a few of them set appointments ahead of time.
But in the carnival case, I think you're going to be. We don't put as much pressure on that because we don't even know these people.
You know, so now you don't have a way to bug them multiple times before the event to get them to give you the roster ahead of time so you can't always get the pre call that that a fair enough statement, Rob.
Now, Rob. Are you getting the question, Rudy had so Rudy. I don't know if you're I don't, I'm not looking at gallery view do you get that thing that I'll wait till later or do you mostly get. I'm not sure what my schedule is and all I don't really know which one do you get
He got up.
Oh, he's gone.
Know what he meant by wait till later wait till later after the birthday party, or wait till
His response was, he was saying, I will wait till later.
But people don't, I think, and Rachel, you can back me up on this or whoever's listening that does the birthday parties. I don't think that's the answer you usually get because they don't know that they could wait till later to schedule an appointment.
What they usually are going to say is that they either based off of, I'm not really sure right now for they're going to say,
There's
Yeah, they're, they're not, they're gonna say, Oh, I'm not really sure about my calendar. That's a really common one.
No, I don't really know. I don't have my calendar with me. I'll just have to check it out. They differ off by kind of not agreeing to the calendar appointment.
Or you guys setting a tentative date problem.
Hold on a second, hold on a second. So I want to ask them if that's the more common response, Rob. Is that true
We mustn't forget that. Yeah. That's the most common. Okay.
Rachel, would that be you. Are you on there. I can't see everybody on the
Gallery. Right.
Hey, okay. Yeah.
It's. Oh, sorry, is
Is that a more common is that are more common response when you try to set the appointment. That is the calendaring issue they try to go hey, I don't. We can't really do that do it because I don't want my
Life to talk to my wife or husband, or it's like they're out of town or oh so and so does you know Valley already so we can't
We do try to make a tentative appointment and then that's usually at the beginning and then after you know the kids has fun stuff we do try and make the appointment again after
Okay, and they're not sure at first. Usually they're more likely after the party to make
Yeah, so you really have two major issues at the appointment. It's not what RUDY SAID IT'S NOT usually. Oh no, I'll wait till later to set the appointment. Right. It's usually
I don't know what my calendar is or I have to talk to my husband first
Or it might be. I don't do this because I'm doing ballet or something that that's a different issue. But let's just address the calendaring issue or I got to talk to my spouse.
Then you always have to be really good at. And guys, this is a writer downer thing you got to be really, really good both at the events festivals anything at the birthday party.
To do. Oh well, I understand that. Why don't we pencil on a time and then you can get back to us. If it doesn't work.
And Rob, I'm sure you're really good at that. Everybody Jan schools really good at that. So really that's the answer.
That's the answer to your question, they don't do what you just did.
They mostly do the other one which is. Oh, I gotta check with my spouse or to check my calendar. I gotta check. I gotta do something to check and then we do the tentative time thing. And what Bravo percentage of time. Does that work.
So a percentage of wanted to be at the beginning before the birthday party.
Wrote the beginning you end up, you said you got 25% what percent usually say they had to check their calendar.
Oh, most of them because they're just
Want to commit to anything. So that's the most common response. Yeah, we get that probably 80% of the time.
Right. But then at the beginning, you end up getting 20 like 20% or so to set the appointment, even though you're but if you don't do that well the the tentative appointment time thing, you will hardly get anybody
Can go ahead
Oh, I find sometimes a little bit of scarcity helps sometimes to. So I say, well, look, we only have so many spots open on that date.
We might not have that later. So we can put it in tentatively, and that way, at least you have that spot set aside that works a lot of the time to there's a little bit of a take back
Right. So really that's the real answer your question. You got to get really good at doing that.
Now,
He speaks too fast for me. Let me listen again.
And that's in the phone script for the the birthday party and the PowerPoint to
It's really
The same exact thing is we use for the movie. The movie theater. It's the same exact thing we've all got to be really good at for
Any kind of appointment setting, almost all
I don't know you guys that set a lot of appointments or higher level guys here can just tell me if I'm wrong, definitely speak up if if you think these numbers are off.
But probably 80% or more when you ask for an appointment. They say, Well, I'm not really sure. I can check my calendar if it's some sort of event or they didn't know they were going to set an appointment. They go
Now, you know, not really sure I got checked my spouse, if I check my calendar. I checked with something. And so you end up doing the
That's okay, why don't we set up a tentative time. We don't, you could say what Rob said we don't have that many spots available. So I want to make sure we get you in. I can do Monday at five or seven let's set that time up and then you can get back to us. If it doesn't work.
And we also do like the same thing. I think we got for me, like we do it through. So they're not sure
About the time whatever's yeah we just said is that tentatively, and I'll send you a text later on today or tomorrow. And if you need to reschedule. Just let me know in the text and that kind of helps a little bit too with them, setting up an appointment.
Yeah. The only thing I wouldn't necessarily want to do is I don't love it when they communicate when they have the option of communicating my tasks.
Because text is a very simple way for them to communicate and I don't want to give them that option so that they can then real
It's kind of a cowardly way to communicate. It's real easy for them to say, nope. And I don't want to because we're still going to remind it by texts and emails so they could certainly Texas back, but I don't want them. I don't want to make it easy on them.
Just a thought. I don't want to make it easy for them to reschedule.
I want to make it hard for them to reschedule and the appointments there. I'm going to confirm with them a lot and give them lots of options if they do want to reschedule the contact me.
I just don't want to make it necessarily that easy, but it's up to you guys. That's not a big deal in
Mind.
Yeah, we want to remind them a bunch
Yeah yeah you got you want to remind them a bunch, for sure. I want to remind them like crazy.
So anyway, there were some key points there. Let's just go over them. It's okay to double book, make sure you ask for the appointments really well. Make sure you can do this tentative time
Make sure you asked for the appointments before and after. Rob, what other key points on the birthday party. And then we could go on to some other topics here.
Just make sure it's exciting. Make sure it's inspirational and make sure the kids behave, don't, don't let them misbehave because it'll, it'll throw the birthday party off and Billy energy off.
Absolutely teach it like a regular martial arts class that you one thing I will tell you I have problems with my instructors are in the past have had problems, my instructors, because typically we would always do it with until this
You guys are doing a lot of them from external birthday parties, we would do a lot of internal birthday parties where there's a Karate Kid and their buddies.
And what would happen is the instructors would do a birthday party and you know one Karate Kid in 19 of their friends.
And because the 19 friends didn't have very good discipline, because they weren't karate students they there would be chaos.
And so one thing you have to remember is if they're all brand new students, especially if they're not even any of my karate students
They may not start out with the understanding of any discipline. So when you're doing these things. You got to start out and establish discipline right away.
And have really high expectations for them just because they've never taken a class with you before. That means, as Rob said it's an intro class. It's just like an intro class, they have to learn where to stand where to sit. Everything
And that will be very fun because your intro classes should be fun would that be a fair thing to say.
Yes. Yeah, if you don't do that, it'll be chaos and then it'll be no fun for you and it'll be it'll be frustrating and then the parents won't see any value and everything will be bad. So
You know, if you do this right, it's not going to be as stressful as you had in the past and you'll get a lot of results. Well, what's the bottom line here, Robin. How many people are you getting from this. How many appointments, kind of in the end. And what's your numbers look like for this.
Well, the last so that last one was the best that we had that was 1919 appointments and we
Tell them all the the program director scheduled them a little bit wider than I would have liked. So we have to tighten them up arm to make sure intros within the next two to three days so much
More than that which we do it again. We're going to make sure that within the next two or three days because I know that we're going to have drop off after you know after four or five days.
So we got to make sure we fix that. So you have to be. I'm sure you can attest that they have to really, really soon because otherwise they people drop off too fast too much.
Right. And everybody should hear that too, when you're setting appointments at any of these kinds of things, will any appointments really even renewal appointments anything you're doing, they really should be within the next couple days.
So out of that 19 that's a recent ones you don't have enrollment numbers for that.
No, no, I don't have any numbers yet I'll have them next week. How many
How many people were at the birthday party where you got 19
Well that was a big that was a double birthday party. So again, that ratio is not as high because it was kind of drinking from a fire hose and we're used to it, we used to get we try to get 50 to 60% appointments set
That one is down to 14% just because we weren't ready for the traffic but
If it
Were usually getting get 60%
Also, you got to do some follow up on that, maybe you can still get 50 60% doesn't mean you can't do follow up.
But this is a lot different than some of you guys that have done before done birthday parties before. Were you and what people in the industry who said, oh, don't bother people just do the birthday party hand passes out that basically gets you a zero percent.
Can I just add as well rate the party as you're teaching you should be addressing the parents at some point and saying, oh, by the way, parents,
You know, just another reminder that if you haven't already set your, your appointment for your free lessons, you know, go ahead and do that right now because your kids are doing great and I definitely see some future students here.
Yeah, you can do that, then, and you can also do that if you want. During the pizza time or the Cape Town. So if they're doing pizza cake you can walk around with your clipboard and talk to the ones that
That aren't having set an appointment I did that with a friend of mine, he, he had a birthday party and
He didn't do any of this stuff. It was just a friend of mine. I was at a school and they had a party scheduled. I'm like, Are you doing any of this stuff. He goes, No.
And I just took over the party myself. I took over the whole party is a guy that master cardiac knows to and and and he
I just took the party over and I've walked out with a clipboard and I got 95% of them, one person out of 20 didn't set an appointment is because he lived 30 miles away.
So I got 100 basically on 100%
Possible to set appointments. So this is really effective. A key point to make sure the appointments are within a couple days. I mean, if it's a Saturday party with Monday or Tuesday.
That will help your show rates and you should be expecting about 50% or better appointment rates and about 50% or better enrollment.
Know, kind of kind of what we normally get from an event 50% or but you can probably do better than 50% on enrollment rates for these is that about what you're doing, Rob. Let's
Have a right to and we try to we try to book the you're doing to two days when you keep them try that. The nice thing is if they're if they're hearing the book with the girl going together. Make sure they go at the same time as the friends that gets your short a lot higher because
Everyone's doing it. And a lot of times they have parents overhearing. They didn't want the intro, but then the appointment. But once they hear like three other people do.
It.
They come back to you and say, Okay, I will do it if if they're doing it so that helps do
You mean, if they're doing a GROUP intro with the same time.
Did. Yeah, exactly. We try to book the group intro two to three group intros for parties, so the kids will were more likely to go because their friends are going. Perfect.
Okay, good. And Bob reminded me I should have written all that stuff down on the whiteboard for you guys. So hopefully you guys are taking good notes before that. Anything else to add, yeah.
Rob. I have a question, sir, here.
On your invites that you send out to the students. Um, do you put in the invite will have a preset that
You know, with your invite you know birthday boys giving two, three weeks you know of karate. That way it's put in their head. Prior to or your. Are you waiting for, when they come in the first day to hit them with their hey your appointment, you know, for two weeks.
We done it in the past. We haven't recently, but actually Scott brought that up. So we are starting to do that right now.
In education, and the invitation itself. You're giving two weeks.
Yeah, and the invitation. Yeah, we used to put that trial in there. I don't know why we stopped.
But it does pre frame them. Yeah, if they're going to call in and RSVP we usually try to book them over the phone as well as there's up but that definitely will help with that. So we're going to
Invite. Is it just a general template of something. There's it fancy looking. I mean, I'm trying to get a template of what to look at mirror
I can, I can post it. So the one side is the one side is general and then the other we print out the invitation on the back that time and everything like that. So we have we have them all ready to go and card stock.
And then once we booked the party. We just fired her. The printer and print on the back side of it and then we send the invitation now.
The permission form as the actual person form on one side, it also says on it that there's a special you know you have a special
Gift for coming. How would you be contacted email or phone that kind of implies the
Gift that trial, but it's not specific. On the other side, there's a set of party guidelines that we have that just say, you know, be on time. What to wear and what to expect and things like that. I can post that on Facebook.
And thank you very much.
A couple other guys. Matt and
A few others were sharing
Remember the remember the gift is from the birthday kid the gift isn't from the school because if the gifts from the birthday kid they can't go oh you're marketing to me, you give some birthday cake.
Good. What are the other questions.
I have, I have a question. I have a Brazilian Jiu Jitsu school
So we don't have strikes.
You know, and then how how you how we can we can like a call attention.
To have the birthday party like we type of BIRTHDAY PARTY YOU THINK I HAVE TO DO, BECAUSE I KNOW IS THERE A break aboard this call a very good attention to the kids. But assuming I don't have his trikes so I'm kind of
Don't know how how call these attention.
Yeah, so you want something flashy, all we're doing is something that be flashy at the end, the board breaks kind of nice. I mean,
You know if I've done seminars at schools, people would have me come out and do seminars at schools that never be bored breaks
And then we do the board break. And that's exciting. And you don't have to do a world record all just has to be something that that is that you would consider
Fun to show to a parent. So if you have something in your normal curriculum that would be fun to show to a parent.
And it could be something where they throw the instructor will look at what they've done in the through the instructor
We're looking at not throw the other kid, you know, and then the other kid, you know, breaks her wrist or something that would be bad.
You know, but or something where it was, it was good to demonstrate or maybe they showed a technique where they learned to fall properly or a technique where they
It should be something that they would be impressive you you could certainly do a board break and they were related to martial arts. But in your case, I was you. I wouldn't want to do that, I want to, I would want it to be congruent.
With what you guys are teaching. If it was me. I want it to be like what something out of your system that would be exciting. Like if I was apparent and I saw it. I would go wow that's
Yeah.
Just something that would be wrong with what you guys do. Hey, there's master all
Yeah. Welcome, maybe an escape.
You know, something that you know would allow them to get out of a bad situation, you know, that would, yeah.
Yeah, and make sure it's it's pretty simple and and you know if it's something that you know if they're if they're 300 pound dad.
You know, says, Oh, I'm going to be a tough guy, and I'm going to go do that. And it's not going to work on me, you know, don't, don't put them in a bad situation where they would, they would act that way.
So, you know, just something that's going to be fun and would be exciting for the for the kids to show off in front of their parents.
And that would follow the same format so that the parents got to see it and they got to see that their kid learn something that was cool and exciting and practical
Video and and with that I
Master many, if you don't mind. Boca Welcome aboard, I wanted to kind of spotlight you and also Ali.
Ali you there. Yes, Ali. Hello. Nice. Welcome aboard to we have Ali with us as well and Delfino I know you're. I don't know if this is your second video but Delfino can do another
You know, brand new person to our group and just wanted to make sure I said hello to you guys and again
Be open ask questions. I see Boca he's doing fantastic not shy at all just that's getting in all questions that you might have might have. And I know there's a lot coming at you during these meetings, but just jump right in. Okay, don't be shy.
Work. Let's, um, and, and Rob unless you have anything else to add, or we have any other questions about the birthday parties. I think you what you want to make sure you guys think about
These principles apply to any kind of event you do if you have an internal event, you want to ask for points before and after. You want to make sure that the parents are impressed by what you do. You want to make sure that their
Show us the whiteboard for this. You want to make sure that they see martial arts or they see a disciplined environment so that they know that
You represent what you teach and you represent good value for them so that if you flip it from, let's say, a bullying prevention events of this work. So all these things that Rob's talking about a really good for you to translate to everything else that you do.
Don't be afraid to ask for appointments and everything. So, Rob. Thanks so much for for
For sharing all that with us so we appreciate that.
Yeah, and and what something. Can you share some of your success you've had since been with us for like a minute here. And, and you've been with us for quite a long time and in done so well. Can you share that with some of the new guys that have been with us to be
Where you are, where you were, where you are.
Well, I was, I think I was at like 60 students charging $65 a month. Um, I was a bomb.
And now we have, we're at, what are we at 170 and we're our basic programs to 97 um
That's our starting price and now yeah 170 an average of two $220 a month per student. We're a little low because we
We've got some some old members there and family members and suffering together and we bought our own building to which is awesome. We wouldn't been able to do that without our numbers where they are. So everything's going great.
And that's Canadian so we're so master Oliver is going to say, so you got to
Play. Oh.
Yeah, we got to push you up to American dollars number so you know what he's gonna say thanks. Thanks, Rob. We really appreciate it.
So on the
You. I read them.
To 97 by points.
Yeah, he should be a for 25 to be at the comparable.
Oh man, but
But in anyway. And by the way, Master Moody you. I don't know if you shared with the group, you know, a lot of times we hear well you don't understand that us. You don't understand. That's California you don't understand that's Colorado.
You did a little pasta living comparison between Phoenix and Vancouver, I think, was was was your comparison and and found that the cost of living in Vancouver was considerably higher. I don't know what the rate ratio was. But what is it 20% higher
Yeah, it was more than the
It was more than the exchange rate difference
So,
The difference exchange rate, so it's
Actually tougher to live cost more to live in Vancouver than the difference in exchange rate.
Yeah, I would.
Imagine Toronto's even steeper than that Toronto is is a little
pretty comparable to New York City as far as cost of living, of course, you know, wherever you're at. And, you know, North America, it's going to vary.
But, you know, we find school owners in San Francisco. And, you know, in Malibu and Manhattan and Vancouver, Toronto all use excuses for I can't charge that much in my area because
And you know their excuses are always kind of silly, you know, considering you know Rob Niagara Falls isn't exactly, you know, super high end area, but neither is small town, Tennessee, where Mandelson is neither is Mankato, Minnesota, you know, we go on and on that.
Or Melbourne, Florida, where general happiness. That's
What we tend to find it is no matter what area, people are in. They say you don't understand our area.
If it's a quarter, you don't understand or areas to poor if it's a rich area, you don't understand it areas to rich and people don't have money.
So no matter what you, you know, so a lot of people on the call will be talking about pricing and we say you're not charging enough it y'all have the reaction. Yeah, but you don't understand
Believe me, we do understand because, you know, every one of you has told us this and and your areas like all the other
We've heard that if you're richer you are that we got plenty of stories but
In the dumbest one I ever heard. And this was
Somebody in Malibu and another one in Orange County and other one in Manhattan said you don't understand my clients are too smart to pay that much.
Oh, we lost master all over there for her.
But anyway, let's get you hear me.
Yeah. Now, yes. Gotcha. Okay. Okay.
I think we got john Latins team on there. We can talk a little bit about about setting things up. I think that'd be really appropriate right now for setting things up, maybe for the back to school, even though it's June. I don't know if Olga's on the call.
I haven't seen. Oh, good. I haven't seen him yet so
No, sir. Neither one
Yeah, so I i know we had
I don't know how many of Jan's team. Usually we have a couple
But hands on a cruise right now.
So,
Good for okay okay well i would i would tell everybody with regard to that is the two top videos we have under Quick Start member at the top.
For both talking with Jan and her team about how they did 100 enrollments mid August through mid September last year.
And those hundred enrollments were mostly from back back to school. I think she used the terminology orientation days. I think they call them here. Back to school night but they were from when all the kids come for the you know the week before school starts or or
The first week of school and they come back and they meet their teachers and they see their classroom and and the Boy Scouts and different people will show up to
You know, share what they're what they're doing. So those kind of back to school orientation days she did over 100 enrollments from just that.
And there's a full recording of that where we did two different ones on this meeting.
Last year, that are right at the top of the Quick Start member website. So I would suggest everybody go and review that. And again, if
If there's somebody to go talk to at your local elementary schools now. Great. Oftentimes, what happens is they're out of session.
And what you what you want to know is the staff, the teachers always go back
At least a week or two before the students go back so you can, you know, put it on your calendar and plan to go start popping by the schools and so forth.
But usually I mean, here they have a calendar out and they have a staff counter. They have kids calendar, I can pull it up on our school system website it says when they're back in session.
And in the administration, a lot of the administration works here around so I can go talk to people in the administration, perhaps, to set this up at the very least.
I can go look at the website and see when the staff comes back and guys let me know if the background noise is too bad. I'm out here on the street with construction on one end and dump trucks passing and all kinds of stuff.
You're okay right now. I would tell everybody to do that exercise right now. Don't
Wait.
Don't wait until don't wait until August. Don't wait until after July 4 I would right now you got a couple weeks. Do your recon on the schools right now.
Claim the dates when they come back, find the dates when the teacher orientation is some of those schools won't have it up some schools. Want to published it.
And I would look at the private schools Montessori schools, charter schools all those schools have it in your database so that you're ready to go.
And then, you know, yeah, you may not. You may get to wait until you have to wait till the end of July to go talk to these guys but do it now so that you're ready.
Because that's too big an opportunity and there's too many good relationships. You can build with the school's
Out of that experience. So this is really big. And I just don't want you to wait until
You know, Fourth of July happens and things happen and stuff happens. And we want you to have a lot of stuff going on in July two, and that can be a big distraction. So this is one of those things you got to kind of plant the seeds and form.
And you may be able to talk to some of these guys. Now, a lot of
As master Oliver says my dad was a superintendent of schools and he pretty much had three weeks off in the year he worked all year round. So those guys might be around. And if they're around the it's pretty quiet. They don't mind talking to you. So I would I would do that.
GN slot. Oh, sorry.
Plus, if you can't find on the website. When the staff goes back just all the, you know, the central administration building and ask them.
You know, it's not a big secret. You know, I need to talk to the principal of leave with elementary school, when did they come back in session. When will they be back for the
prep for the fall. So, you know, the fall, period. And now, they'll tell you
Absolutely.
Yes, and I believe Rachel Jan's daughter, she was the way she really kind of got our foot in the door was to
Work with the schools to find out areas on how their school can help the public school. So there was fundraisers and drives going on and she more than offered their participation and help
And assistance with all of that stuff which the schools absolutely loved him for and that was a big, big assist for them to kind of swing the door open.
Right and remind you know we have an hour and a half times to on the Quick Start member side of walking through agenda wasn't all that but it you should go through that and you should track down your school so your prep for for that.
Yeah yeah right there.
So that was August 23 last year. And what was the the recording of the previous one.
August 30 right so so we were we were talking about what they did, how the format went how they set it up and what kind of results they had, and it says
It says there when the first reporting was right at the top that it was how Jan create 242 appointments and 54 enrollments in two weeks. And the final number was oh over 100 and Romans, I think his daughter day
And six weeks.
Yeah, we just didn't want to wait. We just didn't want to wait to get the video out because we were so excited about the results. So, yeah.
Exactly.
Who guys do your homework on that right now.
So we got about 13 minutes here, sir.
Never other guys but I think we should cover some other stuff for
I guess two questions here for. Can you hear me okay
Yes, sir.
Don't off.
I would ask two questions if everybody really quickly. First is, if you don't have a massive marketing plan in place right now.
For June and July and August. You've got to number one, get over your thinking that this is a slow period of time, because this is busy busy busy busy busy.
And if you have any questions about that. Let's talk about that. The other thing is, and these are both to be big conversations but
If anybody is having difficulty. You think getting the price point up and I hear that a lot. What will happen is
You know, somebody will be used to doing $149 a month and then they go to 197 or 247 and they get pushed back
Early on, and then they give up on it quickly and usually to push back. You get isn't from prospective students to push back, you get is from staff.
But I will say the pushback, you get from prospective students tends to be in the first week or two. And it's not because you know they're any less likely to enroll because that new price point is because you're not very proficient at presenting it
Right mass media, we see that a lot of times is
And that's stumble over it.
That's the, that's the key. You know, I mean, asking $500 for, you know, two classes once a month, you know, versus life skills life experience life changing experience at two different conversation.
And Bob, you did a couple conversations recently on the second point where you know school members had gotten frustrated on on trying to present elevated price points is that right
Correct.
So, any, any questions or thoughts about that from anybody.
Well, while you're thinking
There. Let me help you out.
There you go. Yeah.
Before you do that, let me point out to everybody.
That if you suddenly have 200 intros coming in the way that you that you look at whether you lose a couple because they can't afford it.
changes dramatically than if you're having to intros a week and you feel like you have to have every one of them right anytime you're selling desperate and selling broke the way that you're going to approach the world is is a much different thing but but God's best
Semester. This is Chris, I think.
That I
You know, I understand what you guys are saying with the Parthenon, and we have a marketing strategy right now in place. And we've been pretty busy honestly busy than any other June, we've had before.
We
Had about, I would say 15 intros just in June and we signed up about two people at the new price point. So we're pretty excited to break that barrier. However, we started running into a lot of referrals from our current students
Yeah, now I'm in expecting to pay a certain price.
And then we would hit him with the new price.
And
It was like, Oh, I thought this was going to be this much, because that's how much the other people are paying
And I think in the long term, it won't matter because we're supposed to be enrolling new people anyway. But how would you handle or talk to somebody who's saying hey you know my neighbors paying 149
Yes, would you handle that objection or try to get over that obstacle.
When you see a lot of
How many is a lot of
Those
So far,
Couple.
I would say eight to 10
Eight to 10 kids that that will referrals.
In the last couple weeks you got eight to 10 referrals.
Yeah yeah
Good. Well, let me let me, let me start with this is Chris 15 intros in a month is is a scary low number, not a great number, even if that's a spike from what you've been used to
Right, okay.
So when you say you have a really good marketing plan for the summer. What do you have lined up for the rest of the gym. What's lined up for July was lined up for August right now.
So right now we have the bandit signs we have the rack cards.
We have had two events in the past two weeks Sundays.
We have another event coming up, leave. It's on July.
10 July 13 like that.
Okay.
We. So I know we got a friend ordered. We're working on a media, social media and we're working right now on the birthday parties as as this was talking about. I kind of direct mail guy coming today at three
Okay, well let's kind of without overdoing it here is when you say social media. What do you mean by social media.
Ended up
Just I couldn't be having a presence.
I'm just posting pictures of the kids and teachers not feeding to our website.
That's pretty much it.
Okay.
Okay, well,
Well,
Let's, let's start with a couple of things you know you said you had a couple live events. What, what were those events.
One was a
One was a health fair
The crowd for that one was, it was basically held office. It was adult adults, you know,
We kind of pitch. The, the adult programs. And then the other one was a church festival
Outdoors, and we got about
I would say 45 leads from that one.
A few appointments
But I'm
Booking appointments at those live events.
Okay, well let's talk about that first.
Yeah, well, you should be
You should be booking 7580 even 90 plus percent of the people you talk to, for an appointment at the school.
And if you collect leads and then try to follow up on them later. It's a very difficult thing to do nowadays because you know folks don't answer the phone if they don't recognize the number
We've talked a time or two about sharing a V card. In other words, sharing your contact information at the time text it over to them so they added to their phone so they at least you know that it's you calling
But the mechanism for making an appointment in the script is very simple. Right. You're doing the price. We'll pay come over spin the wheel win a prize and then
Fantastic. You want a free uniform. You are also receiving to free weeks of lessons. I'd like to schedule your first lesson as a time
That you can come in and receive your uniform and and take the first of the two free week lessons we have Monday or we have Tuesday at this time, this time what works better for you.
Than we know what they say is 80% of them say, I need to go check with wife, husband schedule soccer schedule, whatever. Right. But I've got to go check my schedule and see which one's going to work better.
And so if you don't handle that appropriately. You get 15 or 20% make appointment not 80%
And the answer is, of course, you know you didn't come out here planning on when to do a martial arts lesson, we are going to be really busy next week.
Tentatively could we tend to live in Monday or Tuesday. I'm going to give you the phone number, email address, everything we can always reschedule it but I hate to see you not be able to get in.
Usually what that does is it starts the conversation of, I know I'm working Monday that won't work. We have something on Tuesday, do some later in the week. Sure, we could have Wednesday at this time, Thursday, at this time. Okay.
Well, I'm pretty sure we can do Thursday. Great. Well, I'm going to put you down for that. Here's our contact information, by the way.
Is this your cell phone number. I'm going to text you over our contact information.
Here. Did you get that great. Go ahead and just tap it and say add to contacts. Now you have the address to come to, and so forth.
Here's a bunch of information about the program. Here's our phone number, email address contact information if that time doesn't work. Just because the courtesy of giving us a couple days notice we don't have to block somebody else out. And we can reschedule it to better time that works.
So you want to right then and there. They say, I gotta go look to schedule your response. And let's schedule the time tentatively, we can pencil it in
You can always reschedule. That's not good. But I don't want you to get left out tentatively with this time or this time work and then you go ahead and make the appointment right then in there.
That makes sense, Chris. Okay. And like can, and we'll talk again probably next week.
But can he went to the movie theater and they and when Avengers came out he he made, I think it was 150 appointments in one weekend.
And 200 yeah and
The second weekend.
Yeah, and the first weekend. It was almost 100% all made appointments on the spot. The second weekend. I think it was like 80% but you know that
So that makes a big difference because you end up with 45 leads ends up being 40 appointments 40 appointments ends up being 20 intros from that one thing
20 interest in that one thing ends up being at least 10 enrollments from that one thing. See how that changes the dynamic right and for everybody's benefit in listening to what you were saying.
Bandit signs are wonderful thing rack cards, a frame sign banner on the on the front.
All of that together is maybe good for five or six enrollments a month. The good thing is it takes very little effort and it's very cheap.
The bad thing is you're not going to get 50 intros in a week. Right. It's not going to jumpstart you and they had 100 enrollments. The way you jumpstart and add 100 enrollments is you go out to the movie theater this weekend for choice story.
July 4 weekend for the spider man movie. Both of those are going to be massive. The next one coming up after that is Lion King is going to be massive or you're out at a big festival or event during July 4 or for Canada Day or whatever, if you're in Canada.
So those type of things will generate a lot of traffic, the misunderstanding about online marketing is people think that social media is a free platform.
That you're going to be able to go out I post some pictures and I, you know, post something every day. And all of a sudden, I'm going to get traffic, you know, the reason why Mark Zuckerberg is a multi billionaire is it's a paid advertising platform that's highly targeted.
It works really well. We're doing a beta test with three of our members Amanda Olson has 450 leads in seven weeks.
Greg moody, had I think 180 leads
Oh Greg Macy. I'm sorry, but
But what we wouldn't necessarily right
Yeah. When you say for that to be on the agenda right now because it's expensive, right, is it it does cost and this is very reasonable it's costing somewhere between 150 and $400 per enrollment.
Which is that they're paying five or $600 when they roll and then they're paying 247 a month you're willing to do that all day long, but it's not going to jumpstart 100 enrollments immediately. Does that make sense.
Yeah, and
Yeah.
A lot
A lot of and why would say most of what people do with social media is mostly a waste of time.
Okay, doesn't mean you shouldn't do it. But don't get sucked into spending. If you spend 15 minutes a week doing it. Great. If you spend an hour and a half a day doing it. It's a waste of time.
Does that make sense. Yeah, that makes sense.
But Chris back back to the original question. The reason master Moody said what he said is what will happen is I'm doing the enrollments and I'll get one or two moms who say
I was talking to Mrs. Smith and they're paying X amount. And why are you charging me more than Mrs. Smith and then we start hearing that
Even though most nobody else said it right. It is it is a pretty unusual phenomenon for even people who were immediately drug in Israel pearls to even say that right and if you're, what are you asking for now. What were you asking for them.
So we were doing 149
Okay.
And we're doing basically that and the uniform. That's it. And now we're doing $300 enrollment and to 47 a month.
Okay.
So well yeah I mean we signed up to people that were not referrals that way. But the ones that were referrals.
You know they obviously asked the question, I guess. Oh, they were paying that much. So it's still very much love the program, I guess, but I don't know, I just thought I'd ask
How would you have no no no no no no it's fine. What did. What did you do with them.
Well,
What I said was, I did the intro differently this time I focused a lot on what I had seen on the videos about the character development and
Rules of concentration and focus in. I mean, MOM LOVED IT AND IT IS. She was ready to sign up on the spot, except for when that she was thinking, already I guess she was pre framed in her mind. It was going to be 149 times to
You know and I hit her with the 247 times too so
I guess it was a disconnect there. And what happened, it
Yeah, they were they
Said they couldn't afford it.
Okay.
Yeah so. Oh.
Yeah.
I'm sorry, I couldn't hear you. What was the question.
Yeah, I don't know. My connection is locking up or if it was yours.
Well, and so
Okay. And then what then what
I called I
Called her again. And that was basically what she just said it was too expensive and they couldn't afford it. And that's it. So,
Yeah, that was that was that. And that happened with two other ones.
Okay.
Oh, go. But let me ask a question, because what I what I heard you say is, you were talking to mom without dad there.
Yes, yes, which was a big lesson for me.
Yeah.
Don't ever do that you require both parents anybody involved in finances transportation. So the first mistake. Was that right. The, the second thing in the transition right is you can approach it one of two ways. And I'd be fine with doing a little bit of both.
One way you can approach it without trying to justify price is, you know, they enrolled, a year ago.
You know, things have changed since then most of what's changed is we've made dramatic massive enhancements and improvement in the program in the areas of character development goal setting focus and discipline, way beyond just the martial arts skills.
So that's explaining value again don't get into going down the road of trying to justify the other thing you can you can certainly do.
Is you can you can say, and I wouldn't be upset if you did this, you can say well you know the the regular tuition right now is to 47 a month.
In fact, in a few months. We're going to go to 297 a month center. Mrs. Jones, his friend and you came in at their request. We're happy to extend a $50 discount if you go ahead and roll today and we can just do it for 197 now notice I didn't do the 149 but I pulled it down under 200 right
And what what what what is unusual and what I didn't hear you say is they said I could afford 149 I couldn't afford to 49 because all of that is for not right, if they're just broke and mostly, I think you're getting you get people who at the tuition levels were talking about
They can probably afford to 50 it's not that big a deal. You just have some people who couldn't afford you know more than $60 plus plus tokens. Right, right.
Yeah.
Yeah, no, I mean, I mean, that makes a lot of sense. I think
Those are two good points. Um, yeah.
I
Don't think it's, I don't think, I think, is she, I think, I think it was a pre framing thing. I think I did the whole intro and she tried out classes and dad wasn't there. And looking back on it, I could see where the the the flubs were there.
Yeah, which which which none of those have anything to do with price point.
Right.
Yeah.
Okay, just notice I mean you fixated on price point, but none of those had anything to price point. Right. The reason they you identified it as price point is you're fearful about it. Not that they were
Yeah yeah
I think
You know, on that note, Master moody. Anything else before we wrap up at our usual six minutes over.
My mind.
I think that's a good ending point we can kind of catch up with anything next week and then we want to make sure everybody knows the week of Fourth of July.
Yeah, we won't, won't be here.
Yeah. So next week we'll have calls, make sure you get your marketing plan. If there's one thing you guys need to do. We talked about getting prepared for the school year. Prepare for all that
your marketing plan for June, July, August, really, we're almost done with June. So some things in September to you need any forward and make sure it was we talked with Sebastian here.
There needs to be enough stuff on the list and Olga. Olga published her list that we don't have her on the call today, but all the above a good list. We've published many lists of marketing plans. There's no lack of information.
And then
You need Matt had a quick question, I believe, Master moody. Okay.
It's just a logistic question the
online calendar your calendar that you guys gave us. It has the next quick start in July. Is that correct or incorrect.
That's incorrect. It's in August. It's
You you set that up. We may want to go back and review that update that. Yes.
The next quick start meeting, I believe it's the not looking at the calendar right now but its 17th of August. It's a Thursday night Friday and Saturday.
August 16 and
So,
There you go. Yep. And
Yeah, Friday, which will be the fly and on the 15th.
We have
Today,
And and I'll fix anything else that needs to get fixed to if there's anything else on there that needs to go.
Yeah. And then the next mastery leadership meeting is November behind the scenes that the black belt testing in Estes Park.
November 8 ninth and 10th.
There you go. There you go. That's an S.
Estes Park.
Yeah.
That's for all the 16th and 17th 15th, 16th and 17th, the 15th will be at the mile like Ronnie Jordan behind the scenes 16th and 17th. We have my house.
Yep. Guys book to book your flights now and all of our new guys, anybody put together some progress sheets. I got mailed out to you. Make sure that you are getting the
Not getting all me. I want to make sure you are getting that master Oliver sends out a ton of great information every month in that packet. Yeah.
Okay, so a mass media where we cap, you know, I'll reiterate, we have a sample full year marketing plan. We have a marketing checklist that are both in the Quick Start member com site. We also have that recording from Jan from last year on those school orientation days and we have
The complete fill your school with Master Smith three hours on grassroots marketing and then me for a full day on all the different marketing things that are working great there.
So you should go through all of all of that material. But if you're not packed with with with enrollment traffic in June and July and August that your fault is not seasonal
There's plenty of opportunity. It's just, you know, low hanging fruit right now. So make sure that you're massively focused on that the movie theater thing is prime
It's a little late to get into Toy Story. But if the that time to get into the spider man homecoming, which will be huge. It is time to get into the Lion King.
The live events, you know, in the US, there's tons of those around July 4 in Canada. There's lots of those around candidates. There's lots of that kind of stuff going on.
All summer. There's lots of that kind of stuff going on. And you've just got to have again like we're talking about with Chris
You know 45 leads you know from a day or two is fine as long as it's 40 appointments because 40 appointments is 20 intros 10 enrollments or more that's worth the effort 45 leads nowadays.
You know, I, I'm not too wild about that because the level of follow up, getting people to answer the phone is so difficult.
You know it is a more difficult thing. If I make an appointment on the spot. Now I following up to confirm the appointment, rather than trying to get them on the phone initially
With that, let's call it a day. Thank you, Master Moody for filling in and covering all that. It's a great material. Thank you Rob
And candid APOLOGIZE FOR NOT MAKING IT. WE'RE TALKING ABOUT THE NEXT WEEK AND A LOT OF AUGUST stuff was posted in the group already. So take a look at those as well.
Thank you.
Thank you, sir. Thank you.
Have a good day everyone.