PerfectMind and Master Eric Alders of the Karate Dojo MMA and BJJ have joined forces and explored ways to enroll more students in 48 hours for your Martial Arts School. Key takeaways from this presentation are: 1. Learn how to enroll more students in 48 hours 2. Overcome the most common objections 3. Learn how to give away more value without giving away free or exceedingly low-priced offers 4. Learn how to convert high quality prospects/students Watch the full webinar at http://bit.ly/2VqkTG0

2. Connect With Us!
@perfectMINDfans @PerfectMind perfectmind @perfectmindinc

3. Introducing Master Eric
Alders
 6th degree black belt in a mix of
martial arts
 IBJJF certified purple belt in Brazilian
jiujitsu
 Life-long martial artist since the age
of 8, has taught for 24 years
 Owner of “The Karate Dojo MMA
and Brazilian Jiujitsu” since 2007
 Host of “Life’s Black Belts Podcast”

4. Agenda
 Understanding the 3-basics of enrollments
 What is the 48-Hour Special
 Why it works
 How to present it to your leads
 How to customize for your school
 How to convert leads from the 3-month
paid trial to a full membership sooner
 Q&A

5. Objectives
 Improve the percentage of
paid trials
 Remove common
enrollment objections
 Increase monthly gross
revenue
 Increase value
 Highlight your upgrade
programs
 Get more PIF’s

6. Keep In Mind
You must learn, practice
and apply just like we do
on the mat.
Let’s break down the
specifics!

7. Top 3 Reasons People Enroll, Renew
or Upgrade Memberships
• Price
• Value
• Commitment

8. 48 Hour Special
Why Does it Work?
Designed to encourage
enrollment on 1st day of
trial or within 48 hours
Works by hitting all 3
requirements for
enrollment (Price –
Value – Commitment)

9. How to Offer the 48-Hour Special?
 Cover Page – with class schedule
 48-hour Special Form – one form per program, with 2-3 special
options and PIF discount option
 Include a Deadline Date
 Quick Enrollment Form
 Regular Tuition Membership Sheet
 Instruction Sheet – on how to download free dojo app
INSIDER TIP:
We make packets in advance
for each program:
Little Ninjas (ages 3-5)
Juniors (Basic and BBC)
Teens/Adults (Basic/VIP)

10. OPTION 1
3-Month, $300 Paid Trial
• Includes unlimited classes per week
 Includes access to our unlimited (BBC/VIP)
program
 Also includes a free White Basic or BJJ
Uniform (For an extra fee they can upgrade
to Blue or Black Gi)
 No obligation to enroll after

11. OPTION 2
Basic Program
• Includes 2 classes/week
 Usually this is our 12 month program with
$300 down, plus the cost of the uniform
 For the special we offer a discounted down
payment of $99 - only 11 payments but they
receive 12 months (free month included) and
it includes a free white uniform (Blue or
Black for extra fee)

12. OPTION 3
Black Belt Club / VIP Program
• Includes unlimited classes per week
 This is our 18 month program with $300 down,
plus the cost of the uniform
 For the special we offer a discounted down
payment of $99 - only 17 payments but they
receive 18 months (free month included) and it
includes a free white uniform (Blue or Black for
extra fee)

14. • This special takes care of that objection because you are allowing them to go home
and discuss it as a family.
• This helps to ease some buyers tension and stress of thinking they may be “forced” to
enroll right away.
Why Does it Work?
Do you often hear “I have to go home and speak with my spouse?”

15. • Offering an affordable price, short term commitment, unlimited paid trial value that
requires a decent investment by the customer actually produces a higher percentage
closing of the deal in 48-hours and they also attend classes more regularly than past
trials we’ve offered.
• In addition, having the tuition sheets attached shows transparency to the customer so
you build trust from day 1.
Why Does it Work?
Free and overly discounted trials leave people wondering what the
“real” tuition cost is.

16. Convert 3-month trials to full
students
STEP 1
• During purchase of a 3-month trial
 Mention a conversion special will be coming
 Give them a timeframe of when to expect it
STEP 2
• Hand them the 3-month conversion sheet
 It should be prefilled, with deadline date
 Give them 7 days to upgrade

17. Convert 3-month trials to full
students
STEP 3
• Review the special
 Direct them to the basic or VIP program under
option 2
 Also offer them the option to go into a paid
membership for double the usual discount
STEP 4
• Follow up
 Keep the deadline dates in mind to follow up
 Check in halfway through the 7 day option

18. Convert 3-month trials to full
students
STEP 5
• Ask for the close
 Ask if they’d like the
offer
 Remind them of the
savings

19. 3-Month Conversion Special
Template
• Fill in customer name
• Fill in date when trial ends
• Fill in deadline (7 days) of when
conversion special expires
• Fill in monthly amounts for Basic & VIP
• Fill in PIF discount amount
• Make sure to add a follow-up reminder
to your calendar to contact during 7-day
window to close the deal

20. • People enroll and renew for 3-main reasons (Price -
Value - Commitment)
• The 48-Hour Special is designed to encourage renewals
• Free Trials, overly discounted trials and enrollment
offers longer than a week are not as effective
• By including the uniform, there is one less obstacle to
overcome. You can also consider including boxing
gloves, a weapon or whatever fits your curriculum
• This idea is fully customizable to your school
Key Takeaways

21. Questions?
Q & A
Thoughts?

22. Contact Info – Eric Alders
School: The Karate Dojo MMA & Brazilian Jiujitsu
(732) 367-3656
masteralders@tkdojo.com
Podcast: “Life’s Black Belts”
Available on iTunes, Spotify, iHeart Radio, Google Play, Stitcher,
TuneIn, AnyPod on Amazon Alexa and more
To be considered as a guest you can email
lifesblackbelts@gmail.com

23. Additional Resources
Download a copy of our martial arts business resources

24. Thank You
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s a l e s @ p e r f e c t m i n d . c o m
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