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The Best Ways to Overcome Objections in the Enrollment Process
Handle Any Objection Like A Pro
Adam Kifer
February 04, 2025
Hello, kickers!
š„ This Week in The Kick: Master the Art of Overcoming Objections
This week, weāre tackling one of the biggest challenges every school owner facesāovercoming objections in the enrollment process. Our feature article breaks down how to prevent common objections before they happen, ensuring more confident enrollments and fewer hesitations.
Weāre also highlighting some of the best social media insights from industry leaders, covering topics like team management, group enrollments, and ad design to help you refine your business strategy. Need a laugh? Our Martial Memes section has you covered with some of the funniest martial arts moments online.
And for those looking to level up their leadership, weāre diving into Simon Sinekās Leaders Eat Last, a must-read on building a strong, loyal team culture.
Get ready to sharpen your skills, lead with confidence, and grow your school like never before! šš„
The Best Ways to Overcome Objections in the Enrollment Process
At the core of every sales objection, there are really only two true concerns: time and price. Everything elseāwhether itās āWe need to think about it,ā āWeāre just looking,ā or āWe need to talk to my spouseāāis just a smoke screen that leads back to one of these two things.
The key to a successful enrollment process isnāt just about handling objectionsāitās about preventing them before they happen. The most effective rebuttals to objections will only work 10-15% of the time, so the real goal is to address concerns earlier in the process, ideally during the tour.
Overcoming Time Objections Before They Happen
One of the biggest reasons parents hesitate to commit is because they havenāt thought through their schedule yet. This is why we take the lead before they bring it up.
Instead of saying, āCan you make it twice per week?ā say this:
āMrs. Smith, we are fully dedicated to helping Max [INSERT BENEFIT HERE] while also developing him as an athleteāitās what weāre passionate about. From working with thousands of kids like Max, weāve found that attending class at least two times per week is essential to achieving the results youāre looking for.
This consistency ensures he gets the practice and support needed to progress to the next level. Which two days of the week can you commit to Maxās success?ā
By prescribing the frequency instead of asking if they can make it, youāve already set the expectation that twice per week is non-negotiable for success.
Overcoming Price Objections Before They Happen
Many parents experience sticker shock when they hear the price after their child takes class. Thatās why we want to casually drop a price range during the tour.
When talking about what makes your school unique, say something like:
āOne thing parents love about our school is that all of our instructors go through a 90-day certification before they ever step onto the mat to teach. We also include our full character development program in every membershipāthese are leadership lessons normally taught to CEOs, and your child will be getting these same skills from day one. Most martial arts schools charge between $___ and $___, and weāre right in that range.ā
This way, they already have a general idea of what to expect before they sit down for enrollment.
What to Say If They Still Have a Price Objection
Even if youāve set expectations, price concerns may still come up. Hereās how to handle it effectively:
āMrs. Smith, can I ask what you were expecting the price to be?ā
Once they answer, say:
āSo weāre really just talking about a difference of āXā dollars, right? I can understand why you may have thought it would be āXāāthe average martial arts school typically charges around that price. But thereās a reason for that.
Most of those schools rely on teenage or volunteer instructors, and they donāt have a structured training system like we do. Every coach here goes through 90 days of training before theyāre even allowed to teach. In addition, those schools donāt typically have a fully integrated Character Development Program like ours.
Our MUV Missions are based on personal development training taught to top business owners and CEOs nationwide, and your child is getting those same lessons at a much younger age. Imagine how much of an advantage that will give them later in life.
So when weāre looking at a difference of only āXā dollars, it seems pretty insignificant compared to the life skills theyāre gaining in return, right?ā
This reframes the price from a cost to an investment.
What to Say If They Hesitate About the Schedule
Reaffirm why they wanted to enroll in the first place. Hit back at the pain point they wanted to solve.
āMrs. Smith, when we spoke earlier, you mentioned that you wanted to enroll Max to help him build confidence. As you know, confidence is built through repetition and support.
Confidence is a skill that will help Max in every area of lifeāwhether itās in school, sports, job interviews, or college presentations. If committing to just 90 minutes per week is all it takes to set him up for that kind of success, isnāt that worth it?
Especially when we think about it in the bigger pictureāthere are over 10,000 minutes in a week. If just 90 of those minutes can give Max a lifelong advantage, it seems like a small investment of time, right?ā
This puts time into perspective and coaches them toward commitment.
What to Say If They Say āI Need to Talk to My Spouseā
If you hear, āI need to talk to my spouse,ā donāt just accept itāask a follow-up question.
āMrs. Smith, I completely understand. I also like to talk important decisions over with my spouse. Can I askāwhat aspect of the program do you feel like youād need to discuss with them?ā
The answer will always be either price or schedule. Once you identify the real concern, offer a simple guarantee.
āMrs. Smith, I want to respect your decision to talk to your spouse, and at the same time, I want to make sure you can take full advantage of todayās offer.
Go ahead and get enrolled today, and Iāll give you a 30-day money-back guarantee. That way, if you talk to your husband and he says āabsolutely not,ā you donāt have to worry. The only thing we require is for Max to attend class twice per week for the next 30 days.
At the end of 30 days, if itās a āno,ā Iāll give you a full refund, no questions asked.ā
This approach:
ā
Respects their need to consult their spouse
ā
Takes away the fear of making the wrong decision
ā
Encourages them to commit without pressure
Final Thoughtsā¦
ā
The best way to overcome objections is to prevent them before they happen.
ā
Set expectations for time and price early in the tour
ā
Reframe cost as an investment, not an expense
ā
Put time commitments into perspective
ā
Offer guarantees to make enrollment a risk-free decision
At the end of the day, the real question isnāt about price or timeāitās about value. When parents fully believe in the value their child is getting, the decision to enroll becomes easy.
The Kickās pick of the hottest headlines in social this week:
This weekās social posts are packed with insights on leadership, enrollment strategies, focus, and marketing. Whether youāre looking to improve your team, refine your sales process, or take massive action, these posts have you covered. Check them out, take notes, and show these creators some love! š
š Your Managerās Biggest Strength Might Also Be Their Biggest Weakness ā Kelly Murray
Great leaders know that strengths and weaknesses are two sides of the same coin. Kelly breaks down how to spot and balance these traits to bring out the best in your team.
š Read Post
š Group Enrollment Success ā Matthew Brenner
Is your school maximizing the power of group enrollments? Matthew shares key strategies to make group sign-ups a game-changer for your business.
š Read Post
š Reduce Distractions to Take Massive Action ā Jesse Isaacs
Success isnāt about working harderāitās about working smarter. Jesse shares a powerful mindset shift to eliminate distractions and make real progress toward your goals.
š Read Post
š How to Design Ads That Actually Convert ā Adam Kifer
A great ad is more than just a cool designāitās about the right message, targeting, and psychology. Adam reveals the key elements to make your ads drive real results.
š Read Post
š Mat Chat Script ā Get This Exclusive Content Inside The Kick Community! ā Adam Kifer
Want to level up your mat chats and keep students engaged? Adam shares a game-changing mat chat script that you can access inside The Kick Facebook group!
š Join The Kick Community
š Take a few minutes to check these out and bring fresh ideas back to your school. Let us know which post resonated with you the most! š¬š„
š Martial Memes
These memes hit home for all of us martial artists and gave us a good chuckle. Click on the image to view the original account that posted each meme. Enjoy!
Have a MEME that you want feaured? Send them to us at [email protected] or tag our instagram account @thekicknewsletter.
š What Weāre Reading: Leaders Eat Last by Simon Sinek
Great leaders donāt put themselves firstāthey create an environment where their teams feel safe, supported, and valued. In Leaders Eat Last, Simon Sinek dives deep into what makes a strong, resilient, and loyal team. He breaks down why some organizations thrive while others struggle, and how the best leaders foster trust, collaboration, and long-term success.
For martial arts school owners, this book is a must-read for building a leadership culture that keeps your staff motivated and your students engaged. When you create a school where people feel like they belong, theyāll stay longer, work harder, and be more committed to the mission.
Key Takeaways for Martial Arts School Owners:
ā Create a āCircle of Safetyā ā Your team and students need to feel secure in their roles. When people trust their leaders, they perform at their best.
ā Put People Before Profits ā The most successful businesses prioritize their people, knowing that long-term success comes from happy, motivated staff and students.
ā Lead by Example ā If you want your instructors and students to show discipline, integrity, and perseverance, you have to embody those qualities yourself.
ā Build a Culture of Service ā The best leaders look for ways to serve their team and students, not just manage them. When you put others first, loyalty and growth naturally follow.
ā Trust is Everything ā Your instructors, staff, and students need to know you have their back. Trust isnāt givenāitās earned through consistency, communication, and integrity.
This book is an eye-opener for anyone looking to become a better leader and build a strong, lasting team culture. If youāre serious about taking your school to the next level, this should be on your reading list.
š Grab your copy here: Amazon Link
š¬ Have Something That Is Kick Worthy?
We know our readers have great ideas, insights, and stories to share! If youāve got something thatās "kick-worthy"āwhether itās a success story, a marketing tip, or something thatās helping your school thriveāsubmit it to us at [email protected]. Your content could be featured in an upcoming edition of The Kick and shared with martial arts school owners around the world!
š Thatās a Wrap for This Week!
From mastering the art of handling objections to refining your leadership skills, this issue of The Kick was all about giving you the tools to grow your school with confidence. Whether youāre implementing smarter enrollment strategies, gaining insights from this weekās Whatās Kickinā on Social, or taking leadership lessons from Leaders Eat Last, the key is consistent action.
Keep sharpening your skills, leading your team with purpose, and of course, enjoying a few laughs with this weekās Martial Memes. Weāll be back next week with more insights, strategies, and inspirationāuntil then, keep pushing forward and keep kicking! šš„