Upgrades
“No Upgrades, No Black Belts!”
- Master Moody
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materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Goals
Learn The Basic Steps of
Upgrading Students
Practice
Confirm
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Upgrade - Purpose…
Make Black Belts
Make Academy Financial Goals
Create Instructors
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Upgrade Process
Upgrade Process
Not Positive
Progress Check
2 weeks Later
Intro
Highlight
Progress Check
(1st or 2nd class)
About 4 Classes
Positive
ABC List
Positive
Invite to TEAM
Invite
Next Class
Graduation
ask permission
Close
InFusion
(and WST and Do All actions till upgrade
School Database)
Action Steps All The Time
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materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Action Steps
2-3 Action Steps Should be Done For
Every Student or Parent Every Month
+1 for Basics
+1 White / Orange Belt Attendance
Calls
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Action Steps - Student
 Send a Good Job Card (at least 5 per day per instructor)
 Make an Awesome Call
 Extend an Invitation for a Show and Tell
 Recognize Student in Class (Highlight)
 Invite to a seminar (FREE)
 Private Lesson
 Throw a Birthday Party
 Present with Training Equipment and show them how to
use
 Certificate of Accomplishment
 Sign their Belt
 Sign a Photograph
 Present a gift that
complements their experience
All materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
©
Action Steps - Parent
 Get the parents involved by having them do a private
lesson
 Invite them to be special Guests at an event
 Awesome call at work
 Hold Child Hostage
 Show and Tell or Demo for families, friends or Coworkers
 Give a signed Photograph
 Invite to a class and give a free uniform
 Give a gift from the pro-shop
 Extend the invitation for a Birthday Party (student or
sibling
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
In Class - Highlights
 In Class Child Highlight: “Look at Johnny! He is __________!
That’s being a leader – that’s why you are going to be one of our
leaders. Mom – do you see him? What do you think?… Great Job
Johnny!”
 Invite to class : “The instructors and I have been watching you in
class and I think you are being a leader by __________. I want you
to come to the leadership class on Friday!”
 Hold Child Hostage If Necessary:
– “Bring your mom over her. I need to talk to her!”
– “Stay here until your dad comes in. I have to talk to him before you
leave.”
 Parent Highlight: “Mrs. Smith, Johnny has been doing a
wonderful job in class. I get to work with hundreds of kids and I can
tell which ones have leadership potential. I would like him to come
to our Kid Leadership class on Friday!”
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Progress Check / Investigate
 “Mrs. Jones, lets review Johnny’s
progress. How is Johnny doing?…
 at home?…
 at school?…”
 Review this and their notes - make
notes on PC
 Green Light?
– Yes: Permission to Invite
– No: “Lets schedule their next training
conference and I would like to invite you to
come to our next clinic...” or other action
step…
 NOTE: PC’s are done for ALL students - this
refers to BASICs
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Invite and Celebrate / Highlight
 Give out at next class
 BIGGER Award than regular awards
 Parents come up for award
 Schedule Appointment (can be at Leadership Class time):
– “Great! I will let Ms. Semanko know you are coming in so he can talk to
you about Johnny.” Write time in book (and verify the appointment
time by writing date and time on the schedule and circle time
– OR pass the parent to other staff member: “Mr. Smith, would you
set up a time for both of Johnny’s parents to review his training on
Friday at 5?”
 “Will Johnny’s dad be able to make it to watch? It’s best if both
parents are here. “
 “Great! We will see you at 5pm on Friday. Johnny will do great!”
 EXTRA CREDIT! You can also:
– Send a Great Job card (with a reminder for the time)
IMMEDIATELY!
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materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Upgrade Pre-Closing Pre-overcoming Objections
“Should William’s dad be here to make
decisions for William?“
“It’s just about two forty nine to start“
“Pick your class times“
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Upgrade Pre-Closing Don’t Forget…
 “Did Johnny get the card I sent? Excellent He is doing do well I think he can become a
Black Belt Leader - what to you think? Come
on back and let me review that with you“
 “Did you get to read the Q&A report we sent
you? Great! Come on back and let me review
that with you“
 “Did you get the Book we sent you? Great!
Come on back and let me review that with
you“
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Magic Phrases
The Magic is that there’s No Magic!
“Oh by the way… “
“That’s OK…“
“So what’s Johnny been getting out of his Karate
Classes?“
“at Home?”
“at School?”
“Come back and let me give you some
information”
Agree… “Just to clarify my thinking…”
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Magic Phrases
Do Not Say
Say
Contract
Membership Agreement
Sign
OK, Approval, Authorize
Down Pmt
Initial Investment
Price
Total Investment, Tuition
Buy
Own
Sell
Get Involved, Enroll
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Upgrade Conference
Prepare
REVIEW
Investigate
Experience
Rapport
Dickens
Present Program
Problem
Plan B
Show
Rank Price
Ask for Initial
Ask for SP
Finish
Not Today
Green Stripe
Follow Up
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Prepare
Review Notes
Have Program Calculations Done
Have MC Belt, Book, Any other “stuff”
ready
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Prepare - Program Calculations
Use the following chart to do
calculations ahead of time.
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Prepare - Program Calculations
Program
Down
Rate
Months
Total
100/200
147
12
1864
MC
197
197
36
7289
MC
217
217
36
MC
257
257
L
247
L
L
Basic
4yr
SP
Save
3 Pmt
Save
990**
500
147
5516
1773
2101
985
8029
163
6076
1953
2315
1085
36
9509
193
7196
2313
2741
1285
247
36
9139
185
6916
2223
2635
1235
267
267
36
9879
200
7476
2403
2848
1335
357
357
36
13209
268
9996
3213
3808
1785
Personal Training - Add Ons
1x Month
37
47
36
1332
28
999
333
382
185
2x Month
77
39
36
2412
50
1809
603
692
335
1x Week
137
34
36
3492
73
2619
873
1002
485
2x Week
197
25
36
5292
110
3969
1323
1519
735
** DOESN'T Includes Down Payment or first month in Single Payment
Upgrade Rules
Single Payment: Subtract 9 Months Payments from Total
3 Payment: Subtract 5 Months Payments from Total
48 Mo: Rate * 36 / 48 (or 75%)
Activity Pass
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Rapport
“Hello Mr./Mrs. Jones, it’s great to see
you again!”
As a “side note” “So what kind of work
are you in?”
“…gee that’s interesting. What got you
into doing that?”
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Review the Plan
“Now Let’s talk about what’s really
important to both of us - your son.”
“We are going to go over a few things
today:
– Review why you enrolled
– See where we are going to help you in the
future
– Set some goals for Johnny, OK?”
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Review Why They Enrolled
 NOTE: Reviewing Progress Check!
 “Mrs. Jones, lets review Johnny’s progress…”
 Review - make notes
 Green Light?
– Yes: Go on
– No: PLAN B “Lets schedule their next training
conference and I would like to invite you to come to
our next clinic...” or other action step…
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Dickens - Past-Present-Future
 Past
– “Super! So, the main reason you enrolled him was…”
– “OK, I see. Let me ask you - how was his ______main reason
before he started training with us?…
 Present
– “and how is he doing now?…”
– “You know, Mrs. Smith, we’ve noticed that Johnny has been
more ______main reason in our classes. Specifically when he
_______examples.”
 Future
– “If he continued to keep improving at ______main reason this for
the next few years, how do you see his future?…”
– “I am sure that you’d agree with me that that would be
priceless…” Wait for “yes”.
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Prepare to Present…
 “Great, because that’s exactly what we want to
accomplish with him.”
 “Judging by his level of enthusiasm, and the
way he participates in class, it’s clear that he is
ready to take the next step.”
 “The instructors and I sat down to talk
specifically about Johnny’s progress and we
came to the conclusion that the best thing for
him, and of course for you, is to teach him to be
one of our Black Belt Leaders - this is how we
will accomplish our goal of ______main reason!
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Program…
Style 1: Standard Paper Comparison
Advanced: Leadership Book
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Program… Style 1
 Say and Do:
• EXPLAIN FEATURES
AND BENEFITS
(FOCUS ON THEIR
INTEREST)
• "... Mrs. Jones, do you
have any questions
about the program other
than price?"
• YES: Continue to
explain "Benefits."
• NO: Go on to Price
Explanation
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materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Program… Advanced
 Say and Do:
• "... Mrs. Jones, let me
explain everything about
the programs we offer.”
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Program… Advanced
 Say and Do:
• ”Leadership is our best
program…”
• Quick Paraphrase of
Page
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materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Program… Advanced
 Say and Do:
• ”One of the great things about our academy is
Master Moody. He is…”
• Paraphrase of Page (10-15 Sec)
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Program… Advanced
 Say and Do:
• ”and his research indicated…” FOCUS ON THEIR
DESIRED RESULT
• Paraphrase of Page (10-15 Sec)
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Program… Advanced
 Say and Do:
• ”The Mission of our academy will get Johnny to”
DESIRED RESULT ”… because we …”
• Paraphrase of Page (10-15 Sec)
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Program… Advanced
 Say and Do:
• Paraphrase of Page (10-15 Sec)
• Example: “We are part of the world’s largest single style
martial arts organization - over 800 schools nationwide. We
are proud that our Academy has been selected the number
one school for the last 8 years!”
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Program… Advanced
 Say and Do:
• “We have 2 paths to Black Belt here. First is the Master Club
and the best program is Leadership Training. Let me explain
both programs and then you can decide which is better, OK?”
Get Response.
• “Master Club is the Basic path to Black Belt. It’s included in the
Leadership Training Program.” Explain Benefits…
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Program… Advanced
 Say and Do:
• “In addition to all these benefits, the Leadership
program is designed to…” FOCUS ON DESIRED
RESULT “so I think it’s the best for Johnny.”
• Explain Benefits… and on the last line…
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Program… Advanced
 Say and Do:
• “Now Mrs. Jones, let’s update your training schedule. We have
a very limited number of openings for personal training. With
personal instruction it’s well proven you learn three times as
fast and retain twice as much so we have a lot of our busiest
students doing personal training and, of course, you can still go
to the group classes. I can check our schedule for availability of
personal training for Johnny...” Get Schedule and ‘My
Karate Schedule’ out... Start planning their schedule...
+
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Program… Advanced
 Say and Do:
• Q&A:
• Q: “Personal training sounds great, how much is it?”
• A: “It depends on how often you want the personal lessons... from eighteen dollars but we have to figure out your schedule first.”
• Q: “Well how about once a week?”
• A: “that’s about $25 per session...”
• Q: “Who’s going to teach it?”
• A: “It’ll always be an instructor with at least higher rank than you but it’ll be as
available.”
• Q: “Can I always get you?”
• A: “We can’t guarantee a specific instructor, otherwise everyone would want Master
Moody!”
• Q: “Can I get Master Moody?”
• A: “He is only available to people on the Executive personal training program.” and
you can present...
Take Only
This Home
+
©All
=
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Program… Advanced
 Schedule Group and Personal Training:
• “That sounds like the best decision. Now, pick out the
class times that are best for you…” and personal
training times.
• if only MC Classes work, then suggest Master Club
instead of Leadership when presenting price.
Take Only This
Home
+
©All
=
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Program… Advanced
 Say and Do:
• “in the Leadership program you also get to
participate in special teams. This is great for…”
FOCUS ON DESIRED RESULT and Suggest a
team. If they select one, give out Team Form
& add to ‘My Karate Schedule’.
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Program… Advanced
 Say and Do:
• Example: “because we want to ”
FOCUS ON DESIRED RESULT
“Johnny would do great in the Demo
Team!”
• Explain team, when they meet,
etc… Have them fill out form and
put time on schedule…
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Program… Advanced
 Say and Do:
• “Xtreme Martial Arts is also part of the Leadership
Program…” FOCUS ON DESIRED RESULT and
Paraphrase (10 sec).
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Program… Advanced
 Say and Do:
• “This is a list of all the safety tools and equipment
you will get to use…” Pick a few to discuss (10
sec).
• “we offer a discounted package of all of the
equipment you will need.” Point to picture
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Program… Advanced
 Say and Do:
• Skip the Elite Page (not for leadership
upgrade).
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Program… Advanced
 Say and Do:
• Open book to testimonials and leave it open.
• "... Mrs. Jones, do you have any questions about the program
other than price?"
• YES: Explain benefits or discuss issues.
• NO: Go on to Price Explanation - pull out sheet.
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Price
 Say and Do:
• "... it’s only 197 and
Leadership is only fifty more.
Plus to renew it's only 75.
Which program would you
like to get Johnny started in
today? My recommendation,
of course, is Leadership"
• Keep pointing at
Leadership
• SHUT UP (before you say
something you will regret
- BYSSS) / WAIT
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materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Price - With PT
 Say and Do:
• "That's a great choice!"
• "... How would you like
to take care of the 247?"
• SHUT UP / WAIT.
After getting CC or
check in hand but
BEFORE MA ...
• "Excellent! Since we
figured 2x a month for
personal training, that
will only add 77 - that’s
only 39 a session, OK?"
• Single Payment
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Price - Single Payment
 Say and Do: (like an afterthought)
• Include any Upgrade Specials, SHUT UP / WAIT for answer.
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Price - Single Payment/PT
 Say and Do: (like an afterthought)
• Include any Upgrade Specials, SHUT UP / WAIT for answer.
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Price - 1st Month
 Say and Do:
• "No problem. Would you
like me to put your first
payment on this card." OR
if a check
• "How would you like to
take care of your first
payment?"
• SHUT UP / WAIT for
answer.
 NOTE: We still have
not shown the MA till
after all this is
decided…
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Price - Finish
 Say and Do:
• Fill out Membership
Update with details.
• P&P / Gear Package.
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Prices… “...Want to WAIT”
 Say and Do:
• "If you want to wait, that’s
OK but remember you get the
white belt price. You see the
regular price is 259 to start in
Master Club and 359 in
Leadership. So as a while belt
you are saving 5 to 6
thousand dollars"
• TURN PAGE
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Policies and Procedures
 Say and Do:
• "Congratulations on your
support of your child! Now lets
go over a couple of our policies
and procedures. "
• Give them the form and a
pen, read upside down...
• "... just initial each one as we
go over them."
• Point to "Graduation" and
read - FILL OUT NEXT
GRADUATION DATE
• Point to "MC Embroidered
Belt" and read.
• Point to "Extension Policy"
and read.
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Policies and Procedures
 Say and Do:
• Point to "Sparring" and
read.
• Point to "Special Clinics /
Discounts" and read.
• Point to "Birthday Party &
Karate Show" and
SCHEDULE both their party
and a Show and Tell or
Demo.
• "Now I can also give you a free birthday
party - its usually $149. Your birthday is
_______Birthday so I have ____date1 and
____date2 open - which is better for
you?"
• "Terrific - now here is a show and tell
card. Give this to your teacher and Mr.
Bagal will come to your class and you
will get to show off. What is your
teacher's name?" Fill in teacher's
name.
©All materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Ambassador Program
 Say and Do:
• Point to "Ambassador
Program on P&P"... Show
Ambassador rewards
sheet
• "You are also a member of
our Ambassador Program
where you get benefits and
rewards just for bringing
friends to class." show and
explain rewards "Here are 5
ambassador cards..." show
them 5 cards "... who would
you like to bring?" when
they say, write the name
on the card and repeat for
as many as they have.
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Present Gear Package
 Say and Do:
• Point to "Training Package on
P&P"... Show Leadership (or MC)
Package Sheet
• "Now you will need safety gear for
class. When you enroll in a Black Belt
Program you get a special discount on
your equipment. The best deal is the
Leadership Training Package - it has
everything you need all the way to
Black Belt - you wont have to buy any
more equipment." read and explain
each item briefly
• "Plus you can get an ATA Extreme
uniform for only $99 - its usually
$200. How's that sound?"
• Yes... "Super - how would you like to
pay for that? You can just add it to
your account."
• No... "Great - how would you like to
pay for that? You can just add it to
your account."
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
If They Don’t Enroll Today…
 “OK - if you are not sure about enrolling today,
what we can do is - with your permission - invite
him to participate in a couple of our advanced
classes, so that he and you can have a taste of
what it’s like and see how you like it.” show
Gold Pass / Invite and fill out class times.
 Give invite to the kid in class ot that day! BE
EXCITED!
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
PLAN B - Problems with child
 Finish listening to what is wrong with the
child - DIG!
 “I see… and how can I help you with that Mrs.
Smith?…”
 “OK - we’ll have a talk with him and work with
him on this and we can meet again next week
to see how he’s progressing” Make
appointment the following week or sooner.
 Say thank you and goodbye - end the
meeting.
 Work with the child to resolve the issues in
the parents mind.
©All
materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Overcoming Objections - Financial
REMEMBER!
Present Guarantee
If They BUY
They LOVE YOU!
If we ALMOST Sell
They HATE YOU!
If We Don’t
Upgrade Them,
We Are Not
Helping Them…
Unless you think:
They SHOULD drop out,
or…
Pay More
Financial Objection
“We Can’t Afford”
“Too Expensive”
We Can’t Afford to
Accept or Believe!
“What specifically? The down or
the monthly payment?”
“If You’re Budget’s Tight
we should do it now!”
Educate on HOW
they can do it.
AGREE…
“Just to clarify my thinking…”
Preparation!
PIF
“Such a BIG Savings!”
“You can just put it on a
credit card and
your payments would be less
than you are paying now!”
I don’t have that much on
my card”
It’s only $30 more. ($4 per class)
That’s like one Starbucks a week.
“We can split into a couple cards.”
He’s worth that.
“Oh… we would have to look at
our CC statements @ home..”
“Absolutely - I think that’s a great idea - but just to
clarify my thinking. We do agree that this is the best
program for Johnny… and he needs to develop his
confidence so he can __________? AND he needs to
develop his motor skills so he can succeed in other
sports? Great! Then this is what you should do…”
ASKING:
THIS IS WHAT YOU SHOULD DO…
LETS REWARD JOHNNY FOR
HIS HARD WORK…
HOW WOULD YOU LIKE TO
TAKE CARE OF THE _____!
LET’S GO AHEAD AND DO IT!
IT’S ONLY 30 DOLLARS MORE…
“You don’t have to worry about that.
In the age of the internet we can
check that right here.”
©All materials are copyrighted
Run Authorization
by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Overcoming Objections - “I Want
To Wait”
“I want to wait…”
Show the REAL Yellow Belt Price
“Well, if you are just going to take the
classes for a few more months then quit, you
don’t have to do anything now. If you are
going to follow through to Black Belt, and
that’s what we are talking about, then you
need to make a decision that you’re going to
do it.”
“So if you want to do it, you are better off making the decision now for 2
reasons:
“#1, all great accomplishments require a decision. As soon as you have
made the commitment and all kinds of good things happen.
“#2, if you wait, it will cost you almost double - $5000 more!”
“So lets get Johnny started and reward him for working so hard”
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materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Overcoming Objections - “I Want
To Wait”
“I want to wait…”
“Is it really worth three hundred dollars a month to wait?”
MOM: “What do you mean?”
“Well if you wait, you will be paying the full price of $329 a month and that adds up to about five thousand dollars difference. Is it really
worth three hundred dollars a month to wait until then?”
MOM: “Well I guess not”
“Well, OK. So lets decide now whether you are going to do it or
not, so you can get the old rates instead of the new rates” or the
“white belt discount”
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materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Overcoming Objections - More
“I don’t want to force my kid…”
“I am sure you would agree that every good habit is
forced - BAD habits don’t require any force at all.”
“I would never commit a 3 year old. I WOULD commit
YOU.”
TT Husband
“Remember when you talk to your husband, their job is
to save money, but you would agree that this is about the
future of your child. If you do this, I am sure your husband
would approve. Let’s go ahead and do it. Worst case… I
will talk to your husband.”
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materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Overcoming Objections - More
“What if he wants to quit?”
“We don’t train quitters here - we train winners! One of
the worst things to learn is to quit. If he’s used to quitting,
we need to talk about that.”
“What I’ve learned from Master Moody is that kids don’t
have a concept of time. If you ask a child if they want $10
now or $50 next week, they will take the NOW. When you
don’t reward him now, he will find something else to do
that isn’t beneficial like video games, or watching TV or
another activity that is just a ‘game’. When they like
something that’s beneficial like this, you have to ‘lock it in’.
Lets go ahead and do it!”
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materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Overcoming Objections - More
“Oh, we were going to take a break for Baseball.”
“Out of sight… out of mind! You should bring him in
1x a week. As soon as they aren’t coming here, they
will find other stuff that isn’t as beneficial like video
games, or watching TV. What is the Baseball
schedule? Tell you want we will do. Bring Johnny in
Saturday at ____ and we will do a private lesson for
the next 3 months!”
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materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Most Important Phrase…
It’s what you have to bring up all the
time…
It will make your upgrades easy…
“It’s only fifty dollars
more.”
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Asking for SINGLE PAYMENT
Get the Initial Investment
“oh.. There is another way to pay…
And it would save you money.
May I show you?
REMEMBER!
SHUT UP
“BYSSS”
BE CASUAL
• “About”
“You can make a single payment of _______
and that will save you _______.
Would that work better for your family?”
“You can also do three payments of _______
And that will save you ______.
You still save about $2000!”
“No Problem.
Would you like me to put your first
payment on this card?”
OR
“How would you like to take care
Of the first payment?”
• Use rounded #’s
• Less Talk /
Less Emotion
ASKING:
THIS IS WHAT YOU SHOULD DO…
THIS IS MUCH BETTER FOR YOU…
NO REASON TO PAY THE INTEREST
Shut Up (WAIT)
LET’S GO AHEAD AND DO IT!
MA
P&P
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Packages
Role Playing Rules
1.Stay in character.
2.Don’t discuss it DO it!
3.Be tough but don’t overdo it.
The more realistic you are the
more Upgrades you will get
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materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Phone… If You “Got It”
1. Role Play With Another Instructor From
Your Academy

9x Each
2. Role Play With Instructor From 1 Other
Academy

2x Each
3. Role Play With Master Moody

1x Each Role Play With Master Moody
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materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.
Reminders:
Make Black Belts
Make Academy Financial Goals
Create Instructors
Learn to:
– Shut Up (BYSSS)
– Prepaare
– Be Ready for Any Answer
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materials are copyrighted by KarateBuilt L.L.C.. No unauthorized use is permitted - Program Revision 6.