| |
| |
| Foreword | |
| |
| |
| Preface | |
| |
| |
| Acknowledgements | |
| |
| |
| |
| A Very Special Club | |
| |
| |
| More Than Just Passing Through | |
| |
| |
| |
| Positive Rate of Climb: Getting Your Career Off the Ground | |
| |
| |
| The CFI's Role in Recruiting New Students | |
| |
| |
| Recruiting Students Will Help You Land a CFI Job | |
| |
| |
| Recruiting Students Will Make You Busy--Sooner | |
| |
| |
| The Right Flight Students Will Advance Your Career | |
| |
| |
| With More Students You Can Be Selective | |
| |
| |
| Types of Instructing Positions | |
| |
| |
| Contract Ab Initio Programs | |
| |
| |
| University Flight Programs and Large Private Flight Schools | |
| |
| |
| FBOs and Smaller Private Flight Schools | |
| |
| |
| Choosing the Right Flight School to Work For | |
| |
| |
| On Your Own: Independent Flight Instructors | |
| |
| |
| |
| Where do New Students Come From? | |
| |
| |
| Types of Flight Students | |
| |
| |
| Aspiring Professional Pilots | |
| |
| |
| Business Fliers | |
| |
| |
| Pleasure Pilots | |
| |
| |
| Where and How to Meet Prospective Flight Students | |
| |
| |
| Networking Activities | |
| |
| |
| Work the Aviation Events | |
| |
| |
| Volunteer for Community Service and Charities | |
| |
| |
| Your Role As Teacher | |
| |
| |
| Offer Learn-to-Fly Seminars | |
| |
| |
| Teach Aviation Ground Schools | |
| |
| |
| Community College Courses | |
| |
| |
| Meet Prospects at Work | |
| |
| |
| Wear Your Profession On Your Sleeve | |
| |
| |
| Promotional Paperwork: Tools of the Trade | |
| |
| |
| Business Cards | |
| |
| |
| Brochures and Other Promotional Materials | |
| |
| |
| Go Public | |
| |
| |
| Solicit Media Coverage | |
| |
| |
| Make Yourself Available for Speaking Engagements | |
| |
| |
| Start or Support Local Aviation Clubs | |
| |
| |
| Advertise | |
| |
| |
| Newspaper Classifieds | |
| |
| |
| Gift Certificates and Learn-to-Fly Packages | |
| |
| |
| Organization Newsletters and Bulletin Boards | |
| |
| |
| Telephone Book Ads | |
| |
| |
| Direct Mail | |
| |
| |
| Broadcast Media | |
| |
| |
| Putting It All Together | |
| |
| |
| |
| Converting Prospects into Flight Students | |
| |
| |
| How Do You Know When You've Met a Serious Prospect? | |
| |
| |
| Can They Afford to Take Lessons? | |
| |
| |
| How Strong is Their Desire to Fly? | |
| |
| |
| Are They Ready to Start? | |
| |
| |
| Addressing Your Prospects' Concerns--and Their Families' | |
| |
| |
| How Much Does It Cost To Fly? | |
| |
| |
| Am I Too Old to Become a Pilot? | |
| |
| |
| But I Wear Glasses... | |
| |
| |
| Is it Safe? | |
| |
| |
| Family Fears | |
| |
| |
| Keeping Them Hot When They're Not Ready to Start | |
| |
| |
| Set Up a Filing System | |
| |
| |
| Keeping In Touch By Mail | |
| |
| |
| Holiday Cards | |
| |
| |
| Magazine Articles | |
| |
| |
| Postcards and Greeting Cards | |
| |
| |
| Newsletters | |
| |
| |
| Getting Attention With Your Mail | |
| |
| |
| Personal Contact | |
| |
| |
| Take Prospects Flying | |
| |
| |
| |
| Sharing the Adventure: That All-Important Introductory Lesson | |
| |
| |
| Anatomy of a "Typical" Intro Flight | |
| |
| |
| Your Prospects Want To Be Pilots, Not Students! | |
| |
| |
| Objectives of the Introductory Flight | |
| |
| |
| Adventure--"It Was Fun!" | |
| |
| |
| I'm Already Well On My Way to Becoming a Pilot! | |
| |
| |
| I Flew the Plane (Here's Proof!) | |
| |
| |
| This Is a Great Place to Learn to Fly | |
| |
| |
| Planes are Cool, and I Want to Fly Them! | |
| |
| |
| Make the Introductory Flight a Success | |
| |
| |
| Let's Fly! | |
| |
| |
| One School Redefines the Intro Flight | |
| |
| |
| Schedule the Next Lesson Before Your Prospect Departs | |
| |
| |
| |
| A Professional and an Expert | |
| |
| |
| Professionalism and Recruiting | |
| |
| |
| An Expert in the Eyes of a Student | |
| |
| |
| Look Like a Professional | |
| |
| |
| Act Like a Professional | |
| |
| |
| The Words of a Professional | |
| |
| |
| Earning the Respect of Your Students | |
| |
| |
| Take the Judgments and Concerns of Your Students Seriously | |
| |
| |
| Don't Be Intimidated by Students Who "Know More Than You" | |
| |
| |
| |
| Tricks of the Trade | |
| |
| |
| Encourage Independent Action While Maintaining Control | |
| |
| |
| Develop Judgment Along with Flying Skills | |
| |
| |
| The Role of the Big Picture | |
| |
| |
| Options: the Key to Defining Risks | |
| |
| |
| The Difference Between Regulations and Responsibility | |
| |
| |
| Instruct Beyond the Minimums: Have Fun Imparting Your Knowledge | |
| |
| |
| Trust 'em But Watch 'em | |
| |
| |
| The Art of Diagnosis | |
| |
| |
| Get Help When You Need It | |
| |
| |
| Symptoms of a Problem Student | |
| |
| |
| When You've Just Got to Give Up On Them | |
| |
| |
| |
| Keeping Your Students Flying | |
| |
| |
| Cockpit Manner: Treat Your Students Like Fellow Professionals | |
| |
| |
| Proactive Instructing | |
| |
| |
| Tell Students Where They Are, How They're Doing, and What's Happening Next... Every Lesson! | |
| |
| |
| Put the Decisions in the Hands of Your Students | |
| |
| |
| Teach Your Students to Fly Like Professional Pilots | |
| |
| |
| Every Lesson Must be a Good Experience | |
| |
| |
| Build a Support Network | |
| |
| |
| Students Burn Out, Too! | |
| |
| |
| Follow Up Personally When a Lesson is Canceled or Left Unscheduled | |
| |
| |
| Reward Students for Finding Your Errors | |
| |
| |
| |
| Priming Your Students to Pass the Test | |
| |
| |
| This Will Be On the Practical Test | |
| |
| |
| FAA Knowledge Exams | |
| |
| |
| Preparing for an Uneventful Practical Test | |
| |
| |
| Get to Know the Examiner | |
| |
| |
| Brief the Student About What to Expect | |
| |
| |
| A Good First Impression | |
| |
| |
| The Oral | |
| |
| |
| Flying the Airplane | |
| |
| |
| Post-flight Your Student's Checkride | |
| |
| |
| Combating Checkride-Itis | |
| |
| |
| Preparing CFIs for the Practical Test | |
| |
| |
| |
| Getting Them Back for the Next Rating | |
| |
| |
| First and Foremost--Keep Those Former Students Flying! | |
| |
| |
| Continue to Be a Resource, Long After Your Student has Moved On | |
| |
| |
| Invite Former Students Along on Interesting Flights | |
| |
| |
| Connect Your Former Students So They'll Fly Together | |
| |
| |
| Keep in Touch with Your Former Students--They'll Call You for Lessons | |
| |
| |
| Offer Courses on Topics of Special Interest | |
| |
| |
| Organize Pleasure Flying Trips | |
| |
| |
| Train Students So Their Passengers Will Enjoy Flying | |
| |
| |
| Avoid Telling War Stories | |
| |
| |
| That Critical First Flight of a Newly Certificated Pilot | |
| |
| |
| Explain What to Expect in Advance | |
| |
| |
| Where to Fly on the First Flight | |
| |
| |
| Don't Make the First Flight Too Ambitious | |
| |
| |
| |
| The Business of Flight Instructing | |
| |
| |
| Charging For Your Services | |
| |
| |
| Keep Your Receipts | |
| |
| |
| Comply With the Regulations | |
| |
| |
| Aviation Safety Reporting System | |
| |
| |
| Carry Adequate Insurance | |
| |
| |
| |
| The Flight School--Framework for Success | |
| |
| |
| Laying the Groundwork | |
| |
| |
| First Impressions | |
| |
| |
| Customers Must Feel Welcome at Your Facility | |
| |
| |
| Condition of Your Aircraft | |
| |
| |
| Opportunity Starts With a Phone Call | |
| |
| |
| Customer Service: The Heart of Our Business | |
| |
| |
| Your CFIs as a Sales Force | |
| |
| |
| Enhancing Business Visibility Through Your Instructors | |
| |
| |
| Community Involvement | |
| |
| |
| Wonderful Business Cards: You've Got to Have Them | |
| |
| |
| Team Selling: Set 'em Up and Knock 'em Down | |
| |
| |
| Your Flight Training Customers as a Sales Force | |
| |
| |
| Student Retention: Perhaps Our Biggest Business Opportunity | |
| |
| |
| Why Students Quit | |
| |
| |
| Use Proactive Management to Retain Current Customers | |
| |
| |
| Something's Missing From Your Training Syllabus! | |
| |
| |
| Ongoing CFI Training Program | |
| |
| |
| Make That Weekly CFI Meeting a "Don't Miss It!" Event | |
| |
| |
| Stage Checks are Mandatory | |
| |
| |
| Every Flight School Needs a Ground School Policy | |
| |
| |
| One Flight School's Innovative Instruction Rules | |
| |
| |
| Keep Those Customers Flying | |
| |
| |
| Host Social Events | |
| |
| |
| Make Rental Planes Available | |
| |
| |
| Retain Customers Through Fun and Adventure | |
| |
| |
| |
| Business and Professional Opportunities: Your Future as an Instructor | |
| |
| |
| Flight Training Business Opportunities | |
| |
| |
| Women and Minorities | |
| |
| |
| Young Pilot "Wannabes" | |
| |
| |
| Quick Completion Training Programs | |
| |
| |
| New Opportunities: Pilot Training Careers | |
| |
| |
| Airline Training Departments | |
| |
| |
| Flight Training Managers | |
| |
| |
| Simulator and Pilot Proficiency Companies | |
| |
| |
| International Opportunities | |
| |
| |
| |
| Legacy of an Instructor: the Privilege and the Glory | |