I liked it a lot.
Going into a sales pitch with an aggressive approach makes people put walls up and prevents them from talking about their kids and themselves. Make them trust you (albeit a small trust but necessary for a business relationship) and they will feel more comfortable trusting their kids to your care.
I really liked this point as it is something I deal with on a day to day basis. As well, when the usual CF gyms start throwing out buzzwords is just about the same time I want to turn off.