FOUNDATIONS

Designing a Proper Schedule

Foundations

This is a simple schedule where we offer class for every age group that can not be responsible for getting themselves to class on their own a couple of times a week before six o’clock and after six o’clock. This insures that we service the market of working and non-working parents.

Download

X-Pattern Schedule Download

Key Points to Consider
– Location is more important that size of studio.
– In order to afford a great location we have to be able to operate in less square feet.
– To operate in a small space means having effective class schedule.
– A great schedule must also consider families that both parents work till 5:00PM
– Start your first class (beginning of prime-time) 45 minutes after elementary schools dismiss their students.
– Don’t schedule any sub-programs in prime-time!
– Use a rotating curriculum.
– Combine belt ranks if necessary, but NOT age groups!
– Proper age group separations should be 5 to 7, 8 to 12, teens and adults

Foundations Orientation

Statistic Systems

You cannot possibly set goals for your business, make accurate decisions and changes concerning your goals, or reach your goals, unless you keep and analyze accurate statistics. Follow these simple steps to get you started at being an expert in charting statistics for your martial arts business.

Step One: Download the Martial Arts Management Groups Statistics Program, the audio file, and the Martial Arts Management Group statistics help document.

Step Two: Review this information and listen to the audio file with your staff to begin implementing our statistics program.

Step Three: Call our office at 877 613 4900 to ask any questions concerning the stats program.

Step Four: At the end of each day move your stats from the task manual to the excel spreadsheet. This is very important to do daily to get the most accurate information and to not get behind.

Step Five: Review average performance percentages of each area in your business. Set goals for your schools percentages, and review your stats daily to help keep you on track.

Downloads:

Statistics Spreadsheet

Statistics Spreadsheet Help Manual

Imagine your taking a road trip. You’re driving along thinking everything is fine. Suddenly your “check engine” light comes on. This is a warning to let you know that something is wrong with your car, and could possibly interfere with you arriving to your destination. Of course the smart thing to do is to stop at the nearest mechanic, see what the problem is and fix it.

The reality is you are on a road trip with your business, with a hopeful destination of success. It would be great if we had a flashing red “check business system” light that would come on when something was wrong. The only way we are going to know if there is a problem with our business, is to keep and analyze accurate statistics. This will ensure that we arrive at our proper destination of success. How can we run a business if we do not know where it was headed, or if there is potential problems that need our attention? How can you run your business if you do not have the kind of information needed to make proper decisions about your company? The only way is to gather the information needed to make sure your business is headed in the right direction is to keep accurate statistics.

The numbers that are important for us to track daily are the following:

Number of outgoing calls _______________________
Number of incoming calls _______________________
Number of appointments set Incoming / Outgoing____
Number of intros conducted 1st Intro 2nd Intros____
Number of Basic programs sold __/PIF’S____/ Packs____
Number of upgrade appts. set BBT_____MC______L_____
Number of upgrade appointments BBT_____MC______L_____
Number of upgrade programs sold BBT_____MC______L_____
Number of Paid in Full BBT_____MC______L_____
Number of equipment packs sold BBT_____MC______L_____
Total daily ASF collections _______________________
Total daily register collections _______________________
Total daily gross revenue _______________________
Amount to go for this week’s goal _______________________
Total gross for month to date _______________________
Total amount to reach monthly goal _______________________
Active Count – The number of students that trained at least once during the last week
Number of Intros for the next two weeks
Number of Upgrades for the next two weeks
Number of Birthday parties for the next four weeks
It is also very important that to track your Retention Rate. This is the rate at which you retain your students. Your schools retention rate is a direct reflection of the total quality of your service and instruction.

To calculate your studios Retention Rate take the number of students you have at the beginning of a given month + the number of students that joined your school through out the same month = the number of students you should have. Next simply take the number of students you should have divided into the number of active students you have at the end of the month will equal your percentage of retention or retention rate (RR), 93% would be a respectable retention rate.

Now let’s figure your attrition rate or the percentage of students that you are losing in a given month. This is simply the difference between your retention rate and 100% for example if your retention rate is 93%, then your attrition rate (AR) would be 7%, this is about the national average for martial arts school in the US.

Top Ten Stats

Here are the tops ten stats you, as a business owner, need to be looking at.

Top Ten Statistics

Setting goals and tracking these top ten statistics are crucial in the success of any business. You should know at the end of business on the first day of the month, if you are on track for your goals. The top ten will allow you to accomplish this!

Track and Analysis daily the “Top Ten” Stats!

1. The Number of Power Appointments set for the future

2. The Number of New Students Sold

3. The Number of Mass Intro Shows

4. The Number of Mass Intro Sign Ups

5. The Number of Upgrade Appointments set for the future

6. The Number of Upgrades Sold

7. The Amount of In House Revenue

8. The Amount of Billing Revenue

9. The Amount of Total Gross Revenue

10. Attendance

It would be more efficient and better for your business if you kept detailed and compete stats using our stats systems, but at least you should begin focusing daily on the Top Ten stats.

You should have a goal for each stat and monitor your progress each day. Each staff meeting you should look at these numbers in the terms of daily, week to date, and month to date results.

Download: Top Ten Stats Tracker

Available for download is a simple to use spreadsheet that will help you track your daily “Top Ten” statistics and allow you to track your progress week over week, month over month and year-to-date. Below is a brief overview but there is also instruction on the spreadsheet itself in the “Example” tab.

1. There are twelve tabs (one for each month of the year) on the bottom of this spread sheet. First, simply choose the appropriate month.

2. Each month has a large box at the top that will calculate your stats automatically. The only number in this box that you will need to change is the yellow highlighted box. Simply choose which week of the month you are currently working in (must be 1-5).

3. Under the large box at the top you will see weeks one through five. Each week contains six days. Simply fill in the stats for each day of each week. Again, by entering your data in each day/week you will be able to review the data in the top box and compare week over week, month over month and year-to-date data.

NOTES:

1. Attendance is an average and must have a value of 1 or above for each day the year-to-date number will not seem correct until you have entered a few weeks of data.

2. Total Gross Revenue will automatically calculate based on the values you enter for In House and Billing Check Revenue.

Management Manual

This is a plan for new Martial Arts Management clients to help guide them through the beginning levels of our systems. Please take your time and implement these systems before moving on. A good basic understanding of our program and building a strong systems base will insure quicker results and quality success!

Important: Concentrate your immediate training and efforts on the following systems first!

Have you and your staff (or any important person to your business) review the Martial Arts Management Task Manual as you listen to the four Management Manual audio files.

As your staff listens and reviews the manual, have them make a list of questions they will want answered to better help them understand our systems. Take your time with step one. The manual is designed to keep you organized, make you more efficient, and as a system of time management. The task manual will free up wasted time and attention for other important systems and tasks.

After your review of the manual, you and your staff should join in on one of our Martial Arts Management questions and answer teleconferences to help with any questions or concerns that arise as you continue through the program.

Begin the next month implementing Monday Week One. Take the task day by day, but make sure that every task is completed by the end of each day. Make sure that you keep your statistics in the manual each day and transfer them to the statistics excel program.

Download: Management Manual

Inquiry Procedures

Think about this….when a customer calls your school, the only representation they have of your school is through the person who answers the phone. Is that person friendly, courteous, upbeat, helpful, intelligent, etc. When a customer calls you, they are trying to make a buying decision. They are gathering information in order to decide where to make their purchase. They will decide this based on the conversation they have with whom ever is answering that phone call. Is the phone call procedure important? How much money does a new student represent? The average student value is about $1200 per year! If you miss 4 students a month because of bad rapport skills or simply not being prepared on phone procedure- you’re losing $57,600 a year

Download
Inquiry Call Procedure Download

BE PREPARED!
1. Listen for the customers name and use it frequently.
2. Have a “smile” in your voice. .
3. Listen to their needs and be concerned how you can help.
4. Be prepared! Don’t get caught off guard -have your procedures memorized.
5. Speak at a pace the caller can easily follow.
6. Speak clearly
7. Be sure there is no background noise…you don’t want to have to shout your procedure.
8. Remember, you are a professional. You want to present yourself in a manner that allows the caller to believe you can help them.

THE INFORMATION CALL
“FIRST IMPRESSIONS ARE IMPORTANT – MAKE IT A GOOD ONE!”
Thank you for calling Premier Martial Arts, __________ speaking how can I help you?

Can I have your name please?

_______ are these lessons for yourself or are you calling for someone else?

May I have your son/daughters name _______?

And how old is he/she ______? Has he/she had any previous Martial Arts training?

Use callers name may I ask what specific benefits you are looking to gain through his/her training ________________? That’s TERRIFIC! Many parents who enroll their children in our school come for this very reason. Are you familiar with how our school helps develop (name benefit) in children?

It’s for this reason our school offers a trial lesson program. It will give us the opportunity to work with your child and show you exactly how we develop (name of benefit) in children. During these lessons we will also be teaching your son/daughter some basic blocking, kicking, punching skills and how to use those skills for self-defense only. Through these trial classes you will be able to see exactly what we will be teaching your child and at the same time the instructor will be evaluating your son/daughters ability to continue training.

The trial program includes 3 half hour classes with just you and the instructor and a FREE Karate uniform. The cost for the program is ________ and there is no obligation to continue. These classes are made by appointment only, right now I’m looking at my schedule – I have a class opening on…(look into appointment book – give choice of two days) which one of those days would be most convenient for you? OK, Your appointment is for repeat day and time. Do you need directions to our school? If you could just arrive about 10 minutes early so we could get your son/daughter fitted for his/her uniform.

(caller name) we have found that children are often more relaxed and have more fun if they bring a friend or family member with them to try their introductory course. If you would like to give me the name, address, and phone of one your child’s friends, I would be happy to call them and invite them to attend the classes with your child.”

Thank you for choosing Premier martial Arts, we look forward to meeting you and your son on repeat date.

OBJECTIONS
WHAT HAPPENS AFTER THE FIRST THREE CLASSES?
If your child decides to continue, most students take two to three classes per week. The classes are arranged by level of ability and age group. However, your getting a little ahead of yourself, you want to make sure you first take the three lesson trial program – this gives you the opportunity to make sure this is something you and your child will enjoy, you’ll have a chance to meet the instructor and he’ll have the chance to show you the value of our program and exactly what you will be getting for your money. Again, those class openings were on (repeat available times) which one of those days would be best? (Schedule appointment in appointment book) OK, your appointment is for repeat day and time. Do you need directions to our school? If you could just arrive about 10 minutes early so we could get your son/daughter fitted for his/her uniform.

Thank you for choosing Premier Martial Arts, we look forward to meeting you and your son on repeat date.

I HAVE TO TALK TO MY SPOUSE
That’s terrific, we highly recommend parental support – in fact we highly recommend if possible you bring your husband/wife to the trial classes. This way you both can see exactly how our program can benefit your son/daughter. These classes are filling up quickly – what I could do is pencil you in on one of these days – I’m only penciling you in for the trial lessons – there is no obligation with these lessons, but that way after you talk with your husband/wife if this time is convenient we will already have a class reserved for you. If not just call me back at this number and I can reschedule your son/daughter for another day that will work best for you and your
husband/wife. I’m looking at my schedule – I have a class opening on …… (look into appointment book – give choice of two days) which one of those days would be most convenient for you? OK, your appointment is for repeat day and time. Do you need directions to our school? If you could just arrive about 10 minutes early so we could get your son/daughter fitted for his/her uniform.

Thank you for choosing Premier Martial Arts, we look forward to meeting you and your son on
repeat date.

WHAT STYLE DO YOU TEACH?
The style we teach at Premier Martial Arts is ___________________. It is a combination of kicking skills and punching skills, what’s really nice about it – is it’s very practical for self-defense. During the trail program you’re going to see and experience not only our style but exactly how we’ve taken this style and developed it into a program that really benefits men, women and children of all ages. If at that time you have any further questions about our style I would be happy to answer them then.

I’m looking at my schedule – I have a class opening on….. (look into appointment book – give choice of two days) which one of those days would be most convenient for you? OK, your appointment is for repeat day and time. Do you need directions to our school? If you could just arrive about 10 minutes early so we could get your son/daughter fitted for his/her uniform. Thank you for choosing Premier Martial Arts, we’re looking forward to meeting you and your son on repeat
date.

LOOKING FOR PARTICULAR STYLE
May I ask why your looking to train in ____________. All styles are similar in that they use blocking, punching and kicking skills. What’s unique about our program is not only do we teach very practical self-defense but we also teach the mental benefits in each class in a way that’s easy to learn and fun for children. Something you might strongly consider, because most styles are so similar – what’s really important and what can make all the difference in the world is not so much the style but the program a school can offer you and the quality of instruction your child will receive. This is exactly why our school offers this trial lesson program – through this trial program you will have a chance to meet the instructor and see the quality of instruction our school has to
offer. There is absolutely no obligation to continue after these lesson but at least you will have a really good idea of what you should be looking for in a school. Right now I’m looking at my schedule – I have a class opening on………(look into appointment book – give choice of two days) which one of those days would be most convenient for you? OK, your appointment is repeat day and time. Do you need directions to our school? If you could just arrive about 10 minutes early so we could get your son/daughter fitted for his/her uniform.

Thank you for choosing Premier Martial Arts, we’re looking forward to meeting you and your son on repeat date.

PRICE?
When your child enters our beginner program, he/she can take two to three classes per week. The classes are arranged by level of ability and age group. With your child training at least 2 times per week our average cost per class is only about $8, so I don’t think you’ll find cost as your determining factor – it will be more his/her interest level. This is exactly why we offer these trial lessons. It will give you the opportunity to make sure this is something your child will enjoy, plus you’ll have a chance to meet the instructor and he’ll have the chance to show you the value of our program and exactly what you will be getting for your money. Again, those class openings were on (repeat available times) which one of those days would be best? (schedule appointment in
appointment book) OK, your appointment is for repeat day and time. Do you need directions to our school? If you could just arrive 10 minutes early so we could get your son/daughter fitted for his/her uniform. Thank you for choosing Premier Martial Arts, we look forward to meeting you and your son on repeat date.

JUST SHOPPING AROUND
That’s TERRIFIC! I’m glad to hear your taking the time to make a quality decision. Some parents don’t take the time to find a quality instructor to be a positive role model for their child. This is exactly why we offer this trial lesson program. It allows you under a “trial basis” to experience three classes with our instructor, you will have a chance to meet him as well as see the quality of our instruction and exactly what we can offer you. This way if you decide to continue shopping you now have a good idea of what to look for in other schools. It’s kind of hard for you to judge the quality of a school just over the telephone.

CONFIRMING APPOINTMENTS
“Hello, (say their name). This is ________ from ________. I’m calling to confirm your exciting appointment
on (name appointment time). Please arrive a few minutes early so we can get (student’s name) fitted into their uniform.”

Make sure to follow up on ALL missed appointments!

If you get an answering machine when calling a no-show:

“Hello, (say their name). This is ________ from ________. We missed you yesterday at (appointment time) for your lesson. Would you please call me back so we may reschedule your appointment? Our number is ________. Thanks! If I don’t hear form you today I will call you back tomorrow.”

INFORMATION CALL SHEET
FIRST IMPRESSIONS ARE IMPORTANT – MAKE IT A GOOD ONE!”
Thank you for calling Premier Martial Arts, __________ speaking how can I help you? Again my name is ___________ who am I speaking to? ______________________________ Nice to meet you _________________ are these lessons for yourself or are you calling for someone else?

May I have your son/daughters name ________________?

And how old is he/she ______?

Has he/she had any previous Martial Arts training ________?

_______________________________ (Use callers name) may I ask what specific benefits you are looking to gain through his/her training ________________?

That’s TERRIFIC! Many parents who enroll their children in our school come for this very reason. Are you familiar with how our school helps develop (name benefit) in children? We are currently offering a beginner’s trial special that includes 2 private lessons and an official Premier Martial Arts uniform for only $29.99. It will give us the opportunity to work with your child and show you exactly how we develop (name of benefit) in children. During these lessons we will also be teaching your son/daughter some basic martial arts skills and how to use those skills for self-defense only. Through these trial classes you will be able to see the value of our program and how we develop life skills in young people. These classes are made by appointment only. I’m looking at my schedule and I have a class opening on ____ or ____.(look into appointment book – give choice of two days one being TODAY) which one of those would be most convenient for you? OK, Your appointment is for (repeat day and time). Do you need directions to our school? (Give directions no matter what) If you could just arrive about 10 minutes early so we could get your son/daughter fitted for his/her uniform. (caller name) we have found that children are often more relaxed and have more fun if they bring a friend or family member with them to try their introductory course.

If you would like to give me the name, address, and phone of one your child’s friends, I would be happy to call them and invite them to attend the classes with your child.”
___________________________________________________________________________
Great, can I please I get your phone number in case something happens on this end
___________________________________________________________________________

I also have a free information package to send you, May I have your mailing address?
___________________________________________________________________________
___________________________________________________________________________
Thanks again for calling (caller name) I look forward to meeting you and your family. I will see you on
(day) at(time).

Thank you for calling Premier Martial Arts, __________ speaking how can I help you?

Again my name is___________ who an I speaking to? Nice to meet you _________________ are these lessons for yourself or are you calling for someone else?

May I have your son/daughters name _______? And how old is he/she ______?

Has he/she had any previous Martial Arts training? (Use callers name) may I ask what specific benefits you are looking to gain through his/her training ________________?

That’s TERRIFIC! Many parents who enroll their children in our school come for this very reason. Are you familiar with how our school helps develop (name benefit) in children?

Don’t Stop! These classes are made by appointment only, right now I’m looking at my schedule – I have a class opening on……..(look into appointment book – give choice of two days one being TODAY) which one of those would be most convenient for you?

OK, Your appointment is for (repeat day and time.)

Do you need directions to our school? (Give directions no matter what)

If you could just arrive about 10 minutes early so we could get your son/daughter fitted for his/her uniform.

I just need a couple more things—Could I get your phone number in case something happens on this end?

I also have a free package to send you—so I need your mailing address?

Thanks again for calling ______________ I look forward to meeting you and your family. I will see you on _________ at __________.

S1x Studio Model

The Premier Martial Arts S1X Studio model is beneficial for several different types of school owners. It is for the owner who enjoys teaching and wants to keep his business systems simple, yet profitable. This model can be for a owner who is opening up their first ever studio and wants a comfortable, profitable, easy, safe starting point for their new career in the martial arts. Finally this model can also be used by the seasoned. successful, professional school owner that is now ready to open up multiply locations. S = Simplicity, 1 = First, X = Expansion.

The following video will provide you an overview and details of how this model works. Below is a PDF of the power point presentation that I am using in this video that you can flip though as speak. If you have any detailed questions about thee S1X model after you have reviewed this information, please contact me.

Download S1X Model Presentation Here

Mastering The Art of Merchandising

In our never-ending quest to maximize our schools gross income potential, we need to pay special attention to our school’s ability to sell supplies. By having a well stocked, professional Pro-Shop, many schools add five to eight thousand dollars per month to their gross income goal.

One great way to increase your supply sales is to group the equipment that the students need into packages. For example, a beginner’s or basic package may have an upgrade uniform, a hand target, a school t-shirt, and a set of patches. People who join new activities expect and even want to buy equipment for their new hobby. Think about it, when a kid starts to play baseball, what was the most exciting part? Was it getting out there and waiting for the ball to come their way? No, the most exciting part was going to the sporting goods store to buy all the equipment: The ball, glove, bat, cleats, and equipment bag. They want it all! Starting martial arts lessons is no different for a student! They want equipment! So let’s sell it to them! If you have implemented the upgrade programs in your school, you should have equipment packages for each program. My black belt training program includes: an equipment bag, sparring gear, the three BBT weapons of staff, stick, and nunchucku, BBT t-shirt, BBT uniform, and a re-breakable board. Of course, these packages would include the equipment that is unique to your schools curriculum. I also have Masters Club and Leadership packages which include the equipment that those programs require.

Tips to Increase Your Supply Sales:

– Group equipment together into packages for different programs.

– Have a well stocked Pro-Shop, this promotes more sales. A recent study showed that people are reluctant to buy the last of an item. Also, place orders regularly, customers do not like to wait to long for their items. If they do, they will think twice about placing an order next time.

– Price your inventory! People want an instant answer to how much something costs and they want to make sure they are paying the same price as everyone else.

– Remember that many purchases are impulse purchases. Offer various items like books, videos, pins, necklaces, key chains, etc. These are all impulse items that will definitely increase your Pro-Shop sales.

– Teach your staff to Up-sell. When a customer comes to your Pro-Shop, simply ask if they would like an item that compliments their purchase. If they buy a pair of nunchucku, ask if they would like an instructional video on nunchucku training. If they buy a new uniform, ask if they want a new set of patches.

– Keep your Pro-Shop and its inventory CLEAN!

– Re-Organize your Pro-shop once per month to make it look different, this will appear to your customers as you always have new items for sale.

– Offer a “Sale of the Month” in your newsletter for items that are moving slow.

– Personalize as much inventory as possible. This will ensure that your students buy their equipment from you and will give your school a better sense of professionalism.

VIP Program

The VIP Program is a referral-driven program where our entire school understands that our best prospects come from the referrals of our existing students.
They also understand that it is the responsibility of every student to recommend our school to their friends.

The VIP Sponsorship Program is a plan for enrolling future students with little or no added advertising expense. With our goal of maximizing our schools net, we introduced Rotating Curriculum to minimize your schools need for too many staff. Also, we now have an answer to developing more referrals through our VIP Sponsorship Program. This VIP Program should replace all existing offers that you presently have for your school. This will keep you focused on the goal of the VIP Program, which is to sign up massive amounts of new students. This program must become the focus of your new student enrollment procedure. Your current students must understand and
be willing to participate in the VIP Program. Through your promotions this program should become the hottest thing in your school!

The VIP Sponsorship Program consists of a guest pass that allows a future student two private starter lesson, a free uniform, and a free month of class. These passes are given out to future students by your current members. Give them out at school presentations, graduations, demos, birthday parties, and seminars. They should be offered over the phone to all inquires, and given out at any chance you have, even the child behind you in the line at the grocery store. Always keep in mind that it is a numbers game, the more passes you get out, the more students you will have try your VIP Program. The VIP Program offer should appear on any advertising that you do, i.e. print ads, ad cards, door hangers, brochures, business cards, etc.

To get your VIP Program started hand out a flyer or put in your newsletter announcing to your school this new program, how it works and what they get when their friends join your school. Something like this;

We have known for a long time that our best students come from referrals of existing students. Who better to tell someone of all the benefits that our school has to offer than our awesome members? For this reason we are making it easy for our students to sponsor someone into our school with our new VIP program. Any student can give a friend a VIP guest pass good for two private lessons, one free month of classes, and a free uniform! In return for sponsoring someone, a student will receive 25 tickets and 25 karate dollars or gift certificate for purchases from our pro shop. The highest compliment that you can show your school is by referring others to come and experience the benefits that Premier Martial Arts has to offer. Everyone is encouraged to take advantage of this opportunity to show your support for your school. Please see a staff member for your VIP passes!

Next, meet with six or eight of your most motivated students in each of your age groups. Explain to them how proud you are of their dedication, motivation and energy they bring to your school. Give each of them six VIP guest passes to hand out to their friends and give them a free t-shirt or gift as a sign of your appreciation. Then start a VIP referral contest, like a surprise board filled with colorful envelopes. Inside each envelope is a piece of paper with a gift written on it, i.e. pins, key chains, headbands, karate dollars, etc. For every NAP (Name, Address and Phone Number) a student gives you of a friend that is interested in karate they get to pick envelopes from the board and receive the surprise gift in front of their class! They will also receive 5 tickets used for winning the grand prize that is to given away at your next kids party. Then call the future students or parents and say,

VIP Call Script
Hello, my name is Barry Van Over from Premier Martial Arts. Your son Billy has a friend Ricky that attends our school. Ricky has given Billy our VIP guest pass; this includes two private starter lessons, a free uniform, and a month of class free! I was calling to set an appointment for Billy to come to our school for his first private lesson, receive his free uniform, and get a class schedule for his free month. I have an opening on Monday at 4:30 p.m. or Tuesday at 6:00 p.m., which would be best for you? At this point be silent and totally assume the sale and set the appointment. When a student’s friend joins your school, be sure to announce that they had a friend join and present them with their 25 karate dollars or gift certificate in front of their class with a big round of applause. This will build excitement for the VIP Program and you will have students coming to you asking for passes.

When a future student comes to your school for their introductory course, you must do a conference at the end of the lesson to give them or the parents their two options on how they can use their free month of class.

A. They can take their free month now, and at the end of the month they will sign up on our regular program of 12 months, with $195 down, and 12 monthly payments of $100.

-Or-
B. At the end of their second private lesson they can sign up on our new starter program for only 6 months, we will waive the $195 down payment, and they simply pay their first month at $100 and we will bill them 5 payments of $100.

As you can see this is a super offer. The future student or parents see a savings of $200 and less of a commitment. This is an offer they will be excited to sign up for. If they choose option A you still have a month to show them the benefits that your school has to offer.

The contest is run for 8 weeks and is followed up by a big VIP Buddy Party. Your students are expected to bring a friend in order to attend this event. The event’s cost is $10 per student and per buddy that attends. By charging $10 you cover your cost of all prizes that you bought to give away and the pizza for the party most of the time you should make some money, which you can use for your next VIP prize. With a good prize, your student will be eager to bring in NAPs.

With your instructors having a goal to set 2 appointments per day, they are going to be eager to remind the students about the daily collection of the NAPs and quickly follow up to set the Appointments.

Key Things To Make Your VIP Program Successful
-Promoting it heavily around your school – posters, newsletters, announcements, end of class.

-Display all prizes, including the grand prize in your school at the beginning of the contest. Don’t wait until the VIP party to buy them. Kids are visual – we need to excite and motivate them about the contest.

-Make sure your staff promptly follows up and calls the NAP to set the appointment.

-Make sure your staff is properly trained in the phone procedure for the call to effectively set the appointment.

-At the VIP party on a Friday night, hand out invitations to all buddies to return tomorrow or Saturday to the mass intro.