You should have checkpoints with your students to upgrade their programs who either hit a major milestone, show interest in getting more from their training, or are coming up on the end of their enrollment term. For students coming up to the end of their term you need to start discussing new enrollment no later than a month prior. Don’t wait to start the dialogue, otherwise you may lose the student. The dialogue below is an example of upgrading programs.
“Hello _____________. Thanks for taking the time tonight to chat. I was looking through your attendance records and saw that you’ve been coming to more classes the past 2 months. You’re currently enrolled in the Midnight Blue Champions program. The number of classes you’re attending puts you close to the range of classes you’d see in the Leadership track. Have you thought about or shown interest in taking advantage of advanced weapons defense, or advanced conditioning classes? You’d have unlimited access for classes and take part in those advanced training curriculum which would be bundled in compared to paying for those programs individually. You’re at the point where you’re crossing a breakeven point for the classes compared to what you’re paying now.”