{"id":5544,"date":"2026-07-09T08:00:00","date_gmt":"2026-07-09T08:00:00","guid":{"rendered":"https:\/\/martialartswealth.com\/go\/?p=5544"},"modified":"2026-07-29T02:46:18","modified_gmt":"2026-07-29T02:46:18","slug":"send-me-information-brush-off-next-appointment","status":"publish","type":"post","link":"https:\/\/martialartswealth.com\/go\/send-me-information-brush-off-next-appointment\/","title":{"rendered":"&#8220;Just Send Me Some Information&#8221; Is a Brush-Off \u2014 Here&#8217;s What to Do Instead"},"content":{"rendered":"<p class=\"wp-block-paragraph\">Rule number one, and I want you to tattoo this on the inside of your eyelids: <strong>never leave a face-to-face meeting, a Zoom meeting, or a phone call without a scheduled follow-up appointment.<\/strong><\/p><p class=\"wp-block-paragraph\">Not &#8220;I&#8217;ll email you something.&#8221; Not &#8220;call me next week.&#8221; A specific appointment, on a specific day, at a specific time, that both of you have agreed to.<\/p><h2 class=\"wp-block-heading\">The Test That Makes It Obvious<\/h2><p class=\"wp-block-paragraph\">Think about it in the context you already understand. Imagine a family walks into your school for a first intro, and instead of scheduling their next lesson, your instructor says, &#8220;Great meeting you \u2014 I&#8217;ll send you a packet of information, take a look and decide what you want to do.&#8221;<\/p><p class=\"wp-block-paragraph\">You&#8217;d fire him on the spot. You know exactly what that is: it&#8217;s the prospect politely pushing you off, and your instructor helping them do it.<\/p><p class=\"wp-block-paragraph\">So why do we accept the same brush-off from a school principal, a theater manager, a daycare director, or a corporate HR contact? &#8220;Send us a proposal&#8221; and &#8220;email me some details&#8221; are \u2014 nine times out of ten \u2014 the professional version of &#8220;don&#8217;t call us, we&#8217;ll call you.&#8221; Sometimes it&#8217;s genuine. Usually it&#8217;s a deflection. Either way, the response is the same.<\/p><h2 class=\"wp-block-heading\">The Response<\/h2><p class=\"wp-block-paragraph\">You don&#8217;t refuse to send the material. You send it \u2014 <em>and<\/em> you nail down the next conversation before you walk away:<\/p><p class=\"wp-block-paragraph\"><em>&#8220;Happy to get all of that over to you. Looks like you&#8217;re in the middle of a few things \u2014 what&#8217;s a good time for me to follow up? Is the weekend crazy for you? Probably is. How about early next week \u2014 when are your slower times?&#8221;<\/em><\/p><p class=\"wp-block-paragraph\">Then you schedule it. If they say they don&#8217;t have their calendar, you say, &#8220;No problem \u2014 I can pencil you in. I&#8217;ll come back tomorrow at four.&#8221; Be pleasantly persistent. When you&#8217;re a little persistent, most people agree to a time \u2014 and once there&#8217;s an agreed time, you&#8217;re in a completely different position than the guy whose proposal is sitting in a stack of unread email.<\/p><p class=\"wp-block-paragraph\">One of our members put it perfectly, borrowing a line from his old network marketing days: <strong>&#8220;Book a meeting from a meeting.&#8221;<\/strong> Every meeting. Every time. Intros, renewals, school visits, theater managers, festival contacts \u2014 there is never a broken link in the chain. Email and mail are fine as support tools, but they are not even close to as effective as the next appointment.<\/p><h2 class=\"wp-block-heading\">The Packet Still Matters \u2014 Just Not the Way You Think<\/h2><p class=\"wp-block-paragraph\">Now, when they do ask for information, what you send should be impressive. When I was building school relationships for Mile High Karate, I built what I called the big, beautiful packet \u2014 forty pages, clear plastic cover, wire binding, done up at the FedEx office so it looked like it came from a Fortune 500 company.<\/p><p class=\"wp-block-paragraph\">Here&#8217;s the secret about that packet: in all those years, I don&#8217;t think a single principal ever sat down and read all forty pages.<\/p><p class=\"wp-block-paragraph\">That was never the point. The point was the <em>reaction<\/em>: &#8220;This is an impressive package \u2014 let&#8217;s talk to this person.&#8221; The packet sparks the conversation and answers objections before they&#8217;re asked. The conversation \u2014 the scheduled, face-to-face conversation \u2014 is where everything actually happens.<\/p><p class=\"wp-block-paragraph\">So build the packet. Make it gorgeous. And then remember that it&#8217;s a door-opener, not a decision-maker. The decision gets made in the appointment you scheduled before you left.<\/p><p class=\"wp-block-paragraph\">Because the person who follows up on a calendar beats the person who follows up &#8220;when they get back to me&#8221; \u2014 every single time, in every single market, forever.<\/p><hr class=\"wp-block-separator has-alpha-channel-opacity\"\/><p class=\"wp-block-paragraph\"><em>This is one small piece of the enrollment and community-marketing system we coach every week. Get the free book at <a href=\"https:\/\/FillYourSchool.com\">FillYourSchool.com<\/a>, or call\/text 1-720-256-0208 and ask Bob Dunne for a free school evaluation.<\/em><\/p>","protected":false},"excerpt":{"rendered":"<p>Never leave a face-to-face meeting, Zoom, or phone call without a scheduled follow-up appointment. Book a meeting from a meeting \u2014 every meeting, every time.<\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"{title}\n\n{excerpt}\n\n{url}","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"_wpas_customize_per_network":false,"jetpack_post_was_ever_published":false},"categories":[26],"tags":[],"class_list":["post-5544","post","type-post","status-publish","format-standard","hentry","category-sales-enrollment"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.2 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>&quot;Just Send Me Some Information&quot; Is a Brush-Off<\/title>\n<meta name=\"description\" content=\"Never leave a face-to-face meeting, Zoom, or phone call without a scheduled follow-up appointment. 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