I use to work with a guy who taught karate in his spare time.

He explained that the approach to the business was to have an introductory class that was low cost (the offer) then identify students and parents who would be easy targets for private lessons (the upsell).  After finding a worthy target, he would explain the potential that could be unleashed with some one-on-one coaching (the pitch). Essentially preying on the "you want the best for your child" desire (the emotional hook).

This is wrong on so many levels and is completely devoid of ethics but is a worthy example of how you can be hustled without knowing it.  Think the best, until you are given a reason to think otherwise but please don't be a sucker.

Who is selling you "karate lessons?"

Note:  I have nothing against karate, karate instructors, or any business as long as it is a legitimate business with ethical business practices.