Podcast: Play in new window | Download (Duration: 58:31 — 53.6MB)
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Podcast Description
In this episode of School Owner Talk, Allie Alberigo and Duane Brumitt dive deep into the art of enrollment and upgrades. If you’ve ever felt uncomfortable selling, unsure how to present your programs, or hesitant to introduce upgrades like Leadership or BBC — this episode is for you.
You’ll learn how to confidently present your school’s value, close enrollments without pressure, and build an upgrade culture that feels rewarding — not salesy.
Key Takeaways
- Sales is about service, not persuasion
- A smooth enrollment process starts with connection
- Use scripts, visuals, and practice to confidently present your programs
- Upgrades should be earned and exciting, not forced
- Students and parents respond to clarity, structure, and confidence
Action Steps for School Owners
- Audit your current enrollment process — Is it consistent and parent-friendly?
- Train your team to deliver a clear presentation and confidently handle objections.
- Create a visual pricing sheet or digital presentation that walks parents through your programs.
- Schedule quarterly upgrade events and offer them to students who demonstrate readiness.
- Use testimonials and success stories as part of your pitch to build trust and credibility.
Additional Resources Mentioned
- Whiteboards or printed visuals for pricing/program breakdowns
- Team role-play for objection handling
- Leadership and Black Belt Club structure documents (Duane references these internally)
