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Priority?
• When you accept a student you also make a commitment.
• Your customer, the student, is just as important as your 135 trip
Standardization
• This is the answer to a safe and efficient flight school.
• A must for tracking your students and insuring CFI efficiency.
Wrong !Calibrated when empty W /
unusable fuel and all other times,
Accurate in straight & levelUnaccelerated flight
Professional Approach Inc.
Experience The Fun Of Flying
A Safe & Rewarding Experience
Take Advantage Of Our Free School Tours &
Actual Cockpit Orientation
Sign-Up For A Discovery Flight
Prospecting• Word Of Mouth • Articles in Newspaper – Fly A Reporter• Membership in Various Service Clubs• Local Bulletin Boards• Fly – Ins• Charitable Work Angel Flight etc.• Open House• Mailings
Conduct Seminars• Pilot Groups at the Airport• EAA Meetings • CAP Seniors & Cadets• Angel Flight• Local Social Clubs• Service clubs• Chamber of Commerce• Kiwanis, etc.• Police & Fire Departments
Telephone Calls
Desk people need To Be excited-Flying
• Excitement Is Felt By The Customer
• Phone People Need to Know Details Regarding Your Flying Programs
• Be realistic When Quoting Hours & Cost
Prospect Information Sheet
• Name• Telephone Number• Availability Times• Additional Information• Contacted by Chief Flight Instructor• Remarks• Date of Call & Callback S/B Noted
Phone Callbacks
• CFI Should call Back – Same Day No Exceptions. S/b Enthusiastic & Encouraging
• Explain Presolo, Solo, X-Ctry, Flt Test
• Don’t Use Acronyms or Abbreviations IE: Instructor not CFI
• Set up a 3 hr Meeting With a CFI
Now You’ve Got Them in the Door
• Tour of the School & Sell It !
• Maintenance Facility • Have an A/C Available Allow Customer To Sit In It Explain Safety Features Basic Instruments
When Supplies Come Up
• You Have A Starter Kit
• Sign Up For A Discovery Flight
• Do not Bad Mouth Another School
• Encourage Him To Compare
• Ours Is The Best !
•
Now We’re Flying
• Flying is Something Most All Can Do
• It’s Not Like The Movies No Death Grip On The Yoke
• Show Finger-Tip Handling
• Adds Value To Your Life
• A Challenge Yes, But Not Impossible
Sell The Positives
• An Exciting Hobby
• Can Be Used In His Profession
• Fulfillment of a Lifelong Dream
• $100 Hamburger
• Vacation Time
• Reduce Costs- Block time, Flying Clubs
• Flying Can Be Affordable & Valuable
Once They Sign-Up Now What?
Follow structured Syllabus & Curriculum
CFI & Student Aware Of Progress
Student Will Be Prepared For Flight
If Necessary, Another CFI Can Take Flight
Stage Checks To Insure Training Continuity
Legal Protection
Constant Evaluations
• Brief Quiz During Preflight
• A Planned Lesson For The Student
• Teach on the Ground-Practice in Air
• Constant Evaluation & Progress
• He Needs Reassurance
• He Has Never Done This Before
• “0” Idea What Progress Is Being
• Made
How Do We Retain The Student?
• Include A Member Of The Family
• X-Country
• Flight Planning Briefing
• Visit To The Tower •
Monitor Your Flight Instructors
• It May Be Necessary To Switch CFI’s
• Pick CFI’s Who Can Teach
• Monitor New CFI’s
Now, How Do We Keep Them Flying?
• Still Once He Has His Certificate There Is A Lot To Learn Thru,
• Flight Reviews• Instrument Rating• High Performance• Multi-Eng• Complex A/C• Tail Dragger• IPC• Wings Program
Wings Will Help
• Helps Maintain Currency• Keeps Setting Higher Standards• Sets Competition Between Pilots• Keeps Pilots Flying• Keeps Instructors Flying• Makes Money For The FBO• Safer Airport Environment • Helps Reduce Maintenance Costs