On the emotional level, you can use the same principle for motivation. Each student is motivated by different things: Some are aspirational, so when you show them the possibility of what they can achieve, they get excited. Others are fearful, so when you show them something that looks (to them) to be dangerous, they become hesitant and withdraw. I used to say in enrollment conferences, “By the time you become a black belt, you will be able to break concrete with your bare hands.” Some prospective students really liked that vision of themselves and enrolled right away, while others immediately thought, “I’m going to break my hand,” and walked away
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