For instructors: running a trial class for a prospect

Trial classes are the most important class you teach. They decide whether a family stays or walks away. Here is how to run one well.

Before they arrive

Open /leads and find the prospect. You should see:

• The child's name and age.
• Any allergies or special notes the parent mentioned.
• What program they are interested in.
• Whether they came from a referral.

Read this. 30 seconds of prep matters more than any other 30 seconds in the week.

If you have time, take a quick look at a similar member who started recently. What program did they end up in? What rank are they at? This is your reference point.

When they arrive

Greet by name. Both the parent and the child.

"Hi, you must be Aiden. And Lisa, right? Welcome."

Confirm what they signed up for. Confirm any special information (allergy, special needs, etc.) without making it awkward.

Walk the child to the mat and offer the parent a place to sit where they can see clearly.

During the class

Treat the prospect like a member. Use their name. Include them in the warm-up. Have them try the activity at their own pace.

Two specific things to do during the class:

1. Have them succeed at something. Pick an activity simple enough that they will do it well. A simple kick, a roll, a tumbling move. Watching their child succeed is what the parent remembers.
2. Pair them with a friendly current member. A current student who is welcoming makes a huge difference. Pick one in advance who you know is good with new people.

If your school does a circle-up or huddle at the end of class, include the prospect.

After class

Walk over to the parent. Sit down or stand at eye level (not standing over them while they sit).

"How did that look from your side?"

Listen. They will usually have a question. Answer it well.

Then ask: "Do you have any questions before we get them started?"

This signals that you assume they are going to enroll. Most parents at this point are deciding between "today" and "I will sleep on it." Make it easy for them to say "today."

The offer

Have the enrollment offer ready and specific:

"Our beginner program is $99/month. If you sign up today, we will waive the registration fee and include the uniform. We have an open spot in the Tuesday/Thursday 5pm class."

Be ready to show the price and the class on a tablet. Take payment on the spot if they say yes.

If they say "I will think about it"

This is normal. Roughly half of trial families do.

"Of course. Take your time. Mind if I check in with you Saturday?"

Set a follow-up reminder in /leads. Move the lead from "Trial attended" to "Considering."

Send the follow-up Saturday: short, friendly, no pressure. "Was great having Aiden in class. Any questions? We have a spot if you decide."

About 30 percent of "thinking about it" families convert within two weeks of follow-up.

Recording the trial

In /leads, mark the trial as attended. Add a note about anything specific you noticed (the child loved the rolls, the parent asked about pricing, etc.). This helps the next person who follows up if it is not you.

What not to do

• Do not push too hard at the end. Pressure feels desperate and turns off thoughtful parents.
• Do not promise something the school cannot deliver.
• Do not negotiate on price beyond your authority. If you do not control the discount, do not offer one.
• Do not skip the follow-up. The follow-up is where most conversions happen.

What separates a great trial

• The instructor remembers the child's name without looking.
• The child succeeds at something visible.
• The parent gets one question answered well.
• The follow-up arrives when you said it would.

That is the playbook. Everything else is detail.