Eagle Express 2009, Issue 2 by EFC Publication

Are you making any of these 5 mistakes in managing your martial arts school? å Failure to have in place an effective internal and external marketing system that generates at least 20 new members per month

ç Lack of a deep understanding of how to have excellent student retention

é Not charging the correct tuition amount

è Not owning your own school building

ê Wearing the hats of both martial

Nicholas Cokinos EFC Chairman

artist and bill collector

Dependability

Many Educational Funding Company clients

Trustworthiness

Today, they are teaching 300 students and more!

Rock Solid Integrity

started with only 50 students in their schools. Call today to order your free audio CD entitled “Double Your Gross at No Additional Cost”

Call today to begin solving these problems EFC Tuition Billing Rate as low as

EFC USA/ Canada 4740 Chevy Chase Drive Suite 200 Chevy Chase, MD 20815

EFC UK/ Ireland 7 Barton Court 11-12 High Street, Highworth Swindon, England SN6 7AG

EFC Australia/ New Zealand 3/13 Bon Mace Close Tumbi Umbi, NSW 2261

301-654-8677

01793-764550

02-4389-0808

or visit us at www.efconline.com

EAGLE EXPRESS | 2009 ISSUE 2

CONTENTS EAGLE EXPRESS | 2009, ISSUE 2

COVER STORY: Rock Solid Integrity

6 18 10

Integrity is Essential to Retention By Buzz Durkin

Integrity During Tough Economic Times By Scott Teague

The Right Attitude By Robert LaMattina

FEATURES

Top Reasons Students Quit + Solutions By Craig Peeples & Kathy Olevsky

A to Z of Martial Arts Methods for Stress Management, Part 1 By Farshad Azad

Saving for Your Future: IRA Rollovers: Stashing Your Retirement Nest Egg By Bernie Nunez

The Basics of Teaching 5- and 6-year-olds By Amanda Molina

IN EVERY ISSUE

19 24

Inside Scoop

16 22 34

Take a Minute

Did You Knowâ&#x20AC;Ś

Staff Training Dojo Drills & Skills

EFC Publications Team Nicholas Cokinos, EFC Chairman Mark Cokinos, EFC Vice President John Cokinos, EFC President Ned Muffley, General Manager Joe Guiton Ananya Bhattacharyya Shavanthi Mendis Suchandra Maity Sumana Samanta, Lucian Netbai

www.efconline.com

Publisher Editor-In-Chief Executive Editor Talking Newsletter Host Talking Newsletter Editor Editor/Writer Graphics Manager Graphic Artist Web/Graphic Designers

Contributing Writers & Consultants

EFC BOARD OF DIRECTORS

Dennis Brown Jim Clapp David Deaton Buzz Durkin Garland Johnson Steve LaVallee Nick Patakos Chris Robinson (Executive Consultant,Canada) Joyce Santamaria Greg Tearney Keith Thompson

EFC UK ADVISORY BOARD John Lynn Ken Pankiewicz Ken Robson

EFC ADVISORY BOARD Anthony Arango Tim Barchard Charles Chi Kathy Faust John Godwin Ivan Kravitz Teri Lee Steve Sohn Bill Taylor Debbie Thompson Angelo Vitale Liz Mahler David Durman

EFC Headquarters

EFC USA/CANADA

4740 Chevy Chase Dr. Suite 200 Chevy Chase, MD 20815 Tel (USA): 301-654-8677 Tel (Canada): 416-238-0362 Fax: 301-654-7750 E-mail: info@efconline.com General Manager: Ned Muffley

Visit our website at

EFC UNITED KINGDOM/IRELAND Unit 7 Barton Court 11-12 High Street Highworth Swindon, England SN6 7AG Tel: 01793-764550 Fax: 01793-764557 Email: office@efcuk.org.uk General Manager: Mike Allen

EFC AUSTRALIA/NEW ZEALAND 3/13 Bon Mace Close, Tumbi Umbi, NSW 2261 Tel: 02-4389-0808 Fax: 02-4389-0818 Email: aus@efconline.com

SATORI ROCKS! All EFC Gold Package Premium subscribers can access two training videos—covering business and staff training—via the web every week.

OUR MISSION

Our job is to make people more successful. We recognize that each job in our day-to-day operation contributes to the success of others. We pledge ourselves to the pursuit of excellence. By consistent example, we develop the passion for excellence in others. The Eagle Express is published monthly by the Educational Funding Company.

“I always appreciate the knowledge I receive from you, including the Satori System. I want to grow my school and help many people in their lives. One of the things I have noticed is that you seem to understand my goals. All the information not only helps to make better martial artists, but also better people. Thanks for all of your help.”

—Larry H. Adams

EAGLE EXPRESS | 2009 ISSUE 2

INSIDE SCOOP NETWORKING WORKS The USP of EFC has been networking all along. The following are examples of how our more established owners are always willing to help others (though of course Asst. Prof. Garland Johnson is in a league of his own):

Quote from Joe Valmonte’s e-mail to Garland Johnson:

Do you quote your tuition over the phone? If not, how do you handle the callers that persist?

Garland Johnson’s response:

No, we do not quote tuition prices over the phone. We have found that when people request that information, it is because, most of the time, they donʼt know what else to ask. There are many ways in addressing this. Here are a few: 1. Respond with a question. Because as you know, the answers are in the questions we ask. “I would love to answer that question. What are you looking for in the martial arts?” and then lead that person to where they need to be. Which is at your school. You and I know that them getting involved in the martial arts is the very best thing for them and their family and it is important that we show them the proper path. This can be done with our questions, not theirs. 2. Ignore the price question three times and go back to the objective. Which is to have them try the Introductory Class or come into the school to watch the classes. 3. If they continue to request, some schools have had success with sharing: “The investment in classes range between $12 and $18 a class, depending on the program you decide is best for you.” 4. Other school owners have had success with: “The national average for martial arts lessons is between a low-end of $99 to a high end of

EAGLE EXPRESS | 2009 ISSUE 2

$237 a month. We have programs that fall in between those ranges, depending on your needs.” 5. I would ignore the question and respond in the following way: “I would love to answer your questions. My name is Professor Johnson. May I ask your name? Great, Mrs. Jones, are these lessons for you or someone else? What part of town do you live in, Mrs. Jones? The reason I am asking is because we have a number of branches in the area and I would like to find the branch that is closest to you. You know, what we like to do when a new person contacts us is start you on what is called a complimentary orientation class. This is a 45minute class designed to answer your questions on when, where, how much, why, and how come. So by the end of your first class, you will either know that this is the very best thing you have done for yourself and your family, or you will know this is not your cup of tea.... yet. Now we can do these classes anytime. However we normally do them at 5:30, 6:15 and 7:00 p.m. Let me ask you first, which day is best for you, today or tomorrow? Okay, today we have opening at 5:30 or 7:00. Which time is best? Great.” I close with the way we have been trained, reconfirming everything and then I get off the phone. Now, we have gotten them ʻoff the dimeʼ (literally) and helped them to begin their first step in changing their lives for the better. One note: I have found that the longer that I stay on the phone, the less likely they are going to come and see me at the school. 6. On the very few occasions (once or twice a year), we get a call from someone who is very insistent on wanting to know the exact price of our classes. It could be a “plant”

from other martial arts schools checking us out. Who knows and, really, who cares. In those cases, we make a point to stay polite and professional and stay with #3 or #4 while continuing to try to set the appointment or set up a time for them to come visit the school and watch the classes. We explain: “The true acid test of any Instructor or martial arts school is the quality of the students that he or she produces. Thus, if you want to know what we are all about, I would suggest that you come visit us as my guest. I believe this will answer the majority of your questions.”

Follow-up e-mail from Sr. Master Ron Sell:

Excellent. Thanks for your insight, this has been a nagging question forever. I hate quoting any kind of price over the phone for fear we will miss the appointment (price before value!). I hate it when the person says, “But I donʼt want to get my kids hopes up, and then it turns out to be too much.”

Garland Johnson’s response:

We have learned to reassure them in the follow way: “If you have a desire to train in the martial arts, we will ﬁgure out a way to make it happen. We will never allow the

GOOD PUBLICITY finances to get in the way of doing the right thing by you and/or your child. Over the many years that we have been in this community, we have been blessed with success and growth. We are quick to realize that the aforementioned policy is part of the reason why we continue to grow and teach the future leaders of tomorrow. There are many financial options open to you here. I am positive one will fit your needs. If not, we will then create one.” Now with that said, we are careful not to “give away the farm.” If we sense that a person is just trying to “bargain” with us or trying to “negotiate” a deal, then we donʼt deal at all and stay with the standard pricing of the program. However, on those few occasions where there is a family that we

know will benefit from the school and just needs a little help, we will allow Project Sparrow to kick in. All we request in return is that they pay it forward by not keeping us a secret and they help us introduce others to the values and benefits of the martial arts. Professor Buell taught us (and I am paraphrasing): “Your instincts and intuitions tells you what to do long before your head figures it out. So trust those instructs and intuitions.” It has been my experience that when you have your people properly trained in this area then great things happen. On EFCʼs Talking Newsletter Buzz Durkin makes a very different point about

price discussion. Tune in to hear Buzzʼs revolutionary approach.

Have you considered publicizing your EFC award? Kyoshi Steve LaVallee recently added the news of Sensei Craig Haley being awarded the “Outstanding Martial Arts School Award” for his Lighthouse Point dojo into his newsletter. Also mentioned were Kyoshi LaValleeʼs Martial Arts Spirit Award and Outstanding Contribution award. News such as this can create a lot of positive feeling within the dojo and within the community. So go ahead… donʼt shy away from good publicity.

GRANDMASTER JOHN & LAURA BELUSCHAK PROMOTED

Grandmaster John and Laura Beluschak promoted by Dojunim Ji, Han Jae, founder of Sin Moo Hapkido.

EFC clients Grandmaster John and Laura Beluschak, owners of the American Hapkido Institute in Clairton and Waynesburg, PA, were recently promoted in the art of Sin Moo Hapkido. Grandmaster Belushak was promoted to ninthdegree black belt and Ms. Beluschak to ﬁfth-degree black belt by Dojunim Ji, Han Jae, founder of Sin Moo Hapkido. Grandmaster Beluschak was appointed head of the “American Sin Moo Hapkido Association” in 1992. Ms. Laura Beluschak has been studying for over 20 years and is head instructor of their school. Congratulations to them!

EAGLE EXPRESS | 2009 ISSUE 2

Integrity is Essential to Retention BY BUZZ DURKIN

In this article, Buzz Durkin explains why retention has to be the cornerstone of any school and the important role that integrity plays in retention. His school is located in a community of 6,500 people, so retention is absolutely crucial. Here are his steps that lead to retention through integrity.

EAGLE EXPRESS | 2009 ISSUE 2

Imparting life skills. Students must learn life skills through the curriculum. If you can show a student that learning a new technique can develop essential life skills such as patience, conﬁdence, the ability to set goals, and the ability to be strong, then this can go a long way in developing retention. Life skills never go out of style, and good teachers know how to model them, teach them and expect them. School atmosphere. We must provide a cooperative, supportive and happy atmosphere, and we must develop a sense of community and a sense of family. This is accomplished through hosting many extracurricular activities, both martial arts related and non-martial arts related. What is the primary focus of your school? Is the primary focus getting students in or is it keeping students? I realize

that you have to keep the inﬂux of new students coming in, but you’ve got to keep the primary focus on students who have already made a commitment to you. We can’t let students come in and hope that they “get it.” We have to really work with them as a primary focus. The student that does not make their black belt graduation has to be the exception. Unfortunately, today it is the rule. Remember, if you give great service to the students and their families, their friends and neighbors will also want to participate. The more you put into the student body, the more they are going to refer other people. Value. Do you give your students extra help? Do you give your students private lessons? Do you write your students notes and cards? Do you communicate with the parents? Is your curriculum relevant to what is going on both inside the dojo and outside the dojo as well?

much of what they want, they won’t AAA theory. learn much of substance. If we give First, you have to have an ‘awareness’ them too much of what they need, they of your students. In other words, what might get bored and not understand. is the student going through in life? With children, our principle is, we What is important to her? What are the enroll the parents and we teach the challenges she is dealing with in her life? How can martial arts help her deal But if a parent wants to quit we with these things? Second, you have to ask them three questions: Do you have a true ‘appreciation’ for what believe in the atmosphere we this person is going through; whatever provide for your child? Do you it is. This might not mean much to you, believe in the role models we but it means a lot to place in front of your child? And her. Third, you’ve got to take ‘action.’ You do you believe in the curriculum have to be proactive and show her how we are teaching your child? these issues can be resolved through your kids. Of course there will be ups and curriculum. When you do this—not on downs in the training. That is the a monthly or a weekly basis—but on an nature of what we do. But if a parent hourly basis, it pays off ten-fold. wants to quit we ask them three questions: Do you believe in the atmoConfidence. sphere we provide for your child? Believe in your school and yourself. Do you believe in the role models we Deep down inside, people will admire place in front of your child? And do your confidence when you are upfront you believe in the curriculum we are with matters—even tuition. How can teaching your child? If they answer you say your program is the greatyes, to these three questions, then our est thing since ‘sliced bread’ and not answer is, “Let’s roll up our sleeves have the confidence to mention what and get to work.” it costs? It is no secret what private Of course there are legitimate cases schools and colleges charge for tuition. where people have been laid off from Why should it be a secret with a work. Each situation is different. If martial art schools? Believe in yoursomeone wants to quit, we give them self—in everything you do! our Account Executive’s number, and then tell the Account Executive what Integrity in dealing with students options to give the student. In case who wish to quit. we do a scholarship-like arrangement, When someone says, “I’m quitting,” we where a student’s tuition is reduced, we isolate the reason and figure out why. do it for a three-month period of time. Then we get to work. We work even With a legitimate reason such as a harder with extra sessions, extra attenlayoff, money is never an issue. We will tion, private lessons, and whatever else never let an established student stop it takes. The strength of our organizatraining because of money. We have tion is that we personalize every enrollseen that even if we bite the bullet in ment. If a student says that he or she the short run, it always helps us in the is bored, not only will we do private long run. Again this goes right back to lessons, but also a better job of balancour primary philosophy, which is: think ing what the student wants and what long term and think in human terms. the student needs. If we give them too

Integrity During Tough Economic Times BY SCOTT TEAGUE Recently people have come to me with difﬁcult situations such as lay offs and have asked me, “Is there something you can do for me?” Since I’ve been fortunate enough to sustain myself during these times, I have been able to help them. I have either given them tuition breaks for a little while or given out scholarships. People really appreciate when you treat them the way you would want to be treated. And you will be paid back in the long run. My gross might drop down a little bit in the coming months, but doing things like this helps in the long run.

The Right Attitude BY ROBERT LAMATTINA The message for life from me to you is health, wellness, discipline, honesty, perseverance, and attitude. Attitude is everything I guess, because for a person to succeed, he has to be motivated and disciplined. Integrity ties into this because if you have good morals and values then people can see the sincerity and they will stay with you for a very long time. It is important to be family-oriented, caring about people and have a happy atmosphere in the dojo.

EAGLE EXPRESS | 2009 ISSUE 2

s r e d Leaare saying!

w hat the

“ “ TM

“ “ “

The shoe designed by Mr. Patakos is a real breakthrough. Even a traditionalist will be comfortable wearing them during practice.

Hy-Gens shoes are an innovative product that is overdue. They are comfortable, attractive and they will enhance cleanliness in our dojos. I’m eager and excited to share them with my students! Master Steve LaVallee EFC Board Member

Master Buzz Durkin 8th Dan Okinawan Uechi Ryu Karate

This shoe will sell like hotcakes. Our school already has footwear that is far too expensive for kids. This is a perfect alternative to keep our schools clean, our students safe, and address people’s concern for hygiene and price. This could revolutionize the martial arts ﬁeld!

At last a product that takes the worry out of students possibly picking up planters warts and other infections from working out in bare feet.

Master Keith Thompson Tri-Star Martial Arts EFC Board Member

Grand Master Greg Tearney EFC Board Member

I believe that your concept on your martial arts Hy-Gens shoe is a great idea that is long overdue. I can see where this is practical, aﬀordable and makes perfect sense. Count me in.

As a kung-fu stylist who always wore shoes, I’ve always had problems going barefooted. We’ve had parents asking why students couldn’t wear socks with their safety gear. This solves that problem completely. Good Job. I’m on board.

“

Sifu Dennis Brown

The martial arts shoes designed by Nick Patakos are an absolute necessity for the industry. They would be a beneﬁt and a hit in any school. This would increase our bottom line, sanitary conditions and make training more comfortable for all.

Our 900 students love the Hy-Gens shoes. It keeps their feet clean and keeps my schools beautiful. The new no-scuﬀ bottoms are awesome and I am delighted that we ﬁnally have a soft shoe to wear in the classrooms. My student’s parents are also purchasing the shoes to wear at home. Thank you AWMA! – This is the best thing since sparring gear.

Master Nick Patakos Family Karate Super Center EFC Senior Board Member

Professor Garland R. Johnson

Master Chris Robinson Canada EFC Board Member

This is a great product. As a long time suﬀerer of foot fungus caught from the dojo ﬂoor, I highly recommend this. Mark Cokinos EFC Vice President

s n e g y h

e By Proforc

Since 1972

EXCLUSIVELY OURS!

Learn more about hy-gensTM at awma.com

The leader in human contact sport

1-800-345-2962 • www . awma . com EAGLE EXPRESS | 2009 ISSUE 2

��

EXCLUSIVELY OURS!

• • •

The only martial arts shoe that can be worn on the floor during practice Reversible And Washable manufactured by awma® Patent pending

Can be worn while breaking boards.

Great for kicking drills.

16 50PR.

REGULAR WHOLESALE $ STARTING AT EFC SUMMIT SPECIAL EXPIRES 11/30/08 Mention Dept. EFC8

STARTING AT

1402

PR.

Thin enough to wear with sparring gear.

Since 1972 The leader in human contact sport

EAGLE EXPRESS | 2009 ISSUE 2

TOP

Perspective I BY CRAIG PEEPLES

REASONS STUDENTS QUIT

SOLUTIONS Retention is key to a school’s success at any time, but it becomes even more crucial during tough economic times. Here are two points of view on why students quit and the best possible solution for each reason from two of EFC’s very successful school owners, Kathy Olevsky and Craig Peeples.

EAGLE EXPRESS | 2009 ISSUE 2

The following is a list of reasons students quit. As you read them categorize them into the following groups—constant communication, customer service, and class management. I call these groups the “3 C’s” of a successful school.

1. Boring Classes. Instructors

must keep a ﬁnger on the pulse of the class. They must recognize the signs of students who are not enjoying class. Instructors must make sure that every student is SSL—smiling, sweating, and learning. All three of these must happen in every class. A structured curriculum, having class plans, keeping a high-energy class, disguising repetition, and effectively using starts and stops in your class are all essential.

2. Loses Motivation. This doesn’t

necessarily mean that students are bored when they are in class. This is when students don’t ﬁnd the motivation to come to class. Somewhere along the way they have forgotten the goals they set or those goals just do not seem as important as they once were. Instructors must constantly remind students of their goals and keep them excited about achieving them. Communicating the values and beneﬁts not only through stories in newsletters or through speeches at the beginning and end of class but also on an individual basis goes a long way in helping with retention.

A few years ago I signed up for a nutritional supplement and was happy with the product. After a year, I was reviewing my credit card statement and decided to save some money. I called to cancel and while waiting for a customer service representative, I listened to a recorded message of a doctor detailing why their product was superior to others and the beneﬁts of taking it. I was resold. I did not cancel. The same thing happens with students. Often they are not dissatisﬁed but have just forgotten the reasons they started.

3. Not Progressing. It is important that our programs deliver. We have to make sure that students are actually progressing. This is easy in terms of the overall goal of our school, which is for students to reach their black belt and in doing so, reach each belt before it. It is also important that students are achieving their own personal goals, whether it is having more focus in school, being more respectful at home, or losing weight. We must commu-

nicate regularly with our students and develop ways of measuring their progress toward their individual goals, just like we have a belt system for measuring their progress toward their black belt.

4. Not Seeing Their Progress. It

is very possible for a student to show improvement but not realize it. We must constantly remind our students how they are doing. We must point out to them just how far they have come, without just assuming that they know. Even if they do know, they will appreciate hearing it from someone, especially someone they look up to.

5. They Do Not Feel Special. A

perceived indifference from an instructor is a sure way to lose a student. To keep students, we must make them feel special. We do not want students to feel like they are just part of the crowd. At some point every student will lose a little motivation or interest. This is when that special rapport that you

have with them will keep them active until they get over the slump. We all have that special student that we really connect with. The challenge is to make sure every student feels that kind of connection with one of the instructors. Simple things like calling students by their name, sending them a personalized postcard or congratulating them on a speciﬁc accomplishment can make them feel special. I recently went to the post ofﬁce. There was one person ahead of me who was taking an extraordinarily long time. As the minutes passed, I became quite annoyed. It was not simply that I had to wait, it was also that the postal employee ignored me. A simple acknowledgement, a smile, or an “I will be with you soon” would have made me feel better. Unfortunately, as martial arts instructors, we do not have the job security of federal employees.

Continued in the next issue.

The Late Show’s “Top Ten Reasons Why Students Quit” A HUMOROUS TAKE BY CRAIG PEEPLES 10 Johnny finds class so boring that he would rather stand in a pasture swatting gnats, waiting for a fistsized ball to eventually make its way to him so he can stare into the sun and hopefully catch the ball or face the humiliating rants of his fellow teammates. 9 The punishment for not displaying self-control, declining grades and a lack of respect is to remove him from the only program designed to improve self-control, grades and respect. 8 Johnny needs a break from physical fitness and character development to increase his daily fix of “Naruto” and “Fairly Odd Parents.” (If you are not familiar with these two shows then you are not in touch with your younger students.) 7 Confusing “agreement” or

“contract” with “pinky promise,” or had ﬁngers crossed when signing agreement. 6 Color blindness: “Why do they keep giving me this gray belt?” 5 Sight of own reﬂection in mirror (makes Johnny tired?) 4 Pressure from tree-hugging community to decrease the number of broken boards. 3 Decided to do Wii Fit instead. Said it was “more realistic.” 2 When told to “hit target,” goes shopping. 1 The instructorʼs idea of a compliment is to announce to the whole class, “Wow, you have a good spin kick…. Can you imagine how good it would be if you lost 20 pounds?” As with all humor there is usually some truth to it. But thanks to

Educational Funding Company, the martial arts industry has come a long way from the days when the norm was… dirty carpet with grey duct tape on the seams, or from the days when an instructorʼs idea of helping was telling you that you needed to lose weight in front of the entire class. Getting new students is important, but being from a small town, I saw early on that we had better keep the ones we get because we didnʼt have the numbers to draw from that some of the larger towns have. Also having the attitude that martial arts is a lifestyle and not simply an activity, I wanted students for life. This is why I have always put emphasis on keeping students over getting new ones. As much as we have improved retention over the years, we still have students who quit.

EAGLE EXPRESS | 2009 ISSUE 2

Top Reasons Students Quit + Solutions

Perspective II BY KATHY OLEVSKY

Why do our students quit? This is a question we all have to explore if we want to keep our numbers going in the right direction. None of us can really afford to lose any students. So, a good manager will keep a close eye on the details and the statistics to keep the “quit rate” down in his/her business. Identifying the top 10 reasons students quit, and how to be prepared in advance for these possibilities, will help to control the “quit rate.”

#1. Moving. Let’s face it, sooner

or later, our teenagers, who are the best students in the school, go off to college! Then there is the family of four that got transferred to another state. Solution: Since you can’t control these issues, the best thing you can do is to help the student with the transfer. Help them ﬁnd a new martial arts school in their new community. We can be instrumental in giving someone else in the EFC family a great new student or family of students. I’d be happy to receive a great family from someone else’s school, so I know it is the right thing to do.

#2. Medical. It will happen… a

student will break a leg on the playground at school, a teenager will get mononucleosis, an adult might have knee surgery for a torn ACL.

EAGLE EXPRESS | 2009 ISSUE 2

Solution: Be prepared with a copy

of your “medical hold” policy. If you have a policy that helps them understand that they will continue paying as planned, but they will not lose the time, the whole process is easier for both parties. We need to have “hold” or “freeze” policies well thought-out and in print, so that each situation is handled the same way. It is customary to have them continue payments and to add the elapsed time onto the end of their program, at no charge. Students also don’t know that there may be a lot they can do with a cast on their arm or other minor injuries. It is crucial that you stay in touch with the student on Medical Hold, to keep them thinking of returning to the martial arts. A medical cancel is only necessary if there is a doctor’s note that states that they cannot continue due to disability.

#3. Financial Reasons. Students

call from time to time with financial issues. They may have lost a job, or they may tell you about some other financial woes, but it boils down to this—they have chosen to stop paying for their martial arts program and they are trying to get you to cooperate. Solution: In some states, as in ours, if the price of their program is over $1,500 the student can choose to cancel for any reason. We are allowed to keep up to 25% of the unused services as a cancellation fee, so that is what we must do in these circumstances, if we can’t work out a different solution. Most importantly, we try to get to the bottom of why the student is canceling. We try to find out when their financial issues will improve. The students who are telling the truth will usually confide in someone they feel close to in management. In our case, when a black belt, who owned his own technology company, told me times were bad and he had to cut out this and many other expenses, we offered to let him and his wife stay on scholarship. They were

so grateful for the two months of no payments, that they are now my best referral students, having given me four new members in the past few months. Recently when discussing this with our AE, Aruna, we were told of several suggestions made by the Chairman. We could: a) Waive one month of payment. b) Reduce the monthly in half for three months. c) Bring in a referral to get one month free. d) Get two months no payment and add it on at the end. Finally, I learned from Garland Johnson, that sometimes the best method of dealing with students who wish to cancel, is to refer them to EFC. The EFC staff is trained to discuss cancellations with our students.

#4. Fear. Children can become

scared of a particular teacher, another student or changes in their curriculum. Adults can actually fear some of the processes in the martial arts because they don’t understand them. Fear of sparring, or other contact issues are well known examples of why students quit. Solution: Although fear is always a possible reason to quit, it is less of a reason if you practice good communication. If you are making 2-4-6 calls (customer service calls every two weeks in the ﬁrst 100 days), then you are likely to know what your new students are thinking. We follow our 2-4-6 call program with “customer service chats” every three months, with every student. This helps us to know what problems people are dealing with before they become issues that cause them to quit. If you ask a student how you can help them, they will tell you. If you never ask, they might just quit. Fear is real, but knowledge is power. If the student understands the process, they can become more comfortable. Continued in the next issue.

JIMMY PEDRO'S JUDO CENTER Wakeﬁeld, MA

Jimmy Pedro 4 Time Olympian World Champion

��

�� & N G I S DE LLATION �� INSTAs available �� service ��

1.800.989.8085 www.zebramats.com

EAGLE EXPRESS | 2009 ISSUE 2

Before we consider the steps to implement an MMA curriculum into your current style, let’s consider some basic challenges that any new student in any art will face. Sifu Robert Brown says that most of our students avoid doing new things because they are afraid of two things: 1) getting hurt and 2) looking foolish. When grappling or doing MMA, I would add to these the more specific fear of falling — something ingrained in humans since infancy. Any new program will have to overcome these challenges before it can be successful, and MMA is no different. The tools we’ll consider in this article are designed to reduce or eliminate Sifu’s ‘first fear’: injury. Anyone who has spoken to parents or new adult students knows that fear of injury can be a barrier to enrollment, renewal and progress in general. So when it comes to MMA — where programs and television shows expose viewers to injuries and blood regularly — the first step is qualification.

MMA curriculum: Have you thought about it? BY GENE DUNN AND BRIAN GLICK

EAGLE EXPRESS | 2009 ISSUE 2

1. Qualify The advanced level of technique in MMA notwithstanding, the student must be comfortable with basic stances, blocks and drills. Any student wishing to train in MMA should have a ﬁrm grasp of the fundamentals of your current curriculum, whatever your method or art. They should be comfortable in their movements when training, and they must have the basic prerequisites of balance, coordination and ﬂexibility.

This familiarity with the classroom, your base art, and the basics, means that your student will be more comfortable. When they are more comfortable, they’ll be more relaxed and less prone to the stiffness leading to accidental injury. Their focus will already be higher as a result of your instruction, so it will be easier for them to learn the techniques you’ll be teaching. So don’t expect to implement an MMA program among your brandnew, first-day white belts. Although the techniques can be taught to someone on their first day, it would be like putting a roof on a house that lacks a foundation. The students to qualify for an MMAtype program should be among your higher ranks, at least at first. Presumably their bad habits have been curtailed, and those good habits have taken root. They have learned to be good training partners, understand protocol and safety rules, and will benefit the most from the new information. 2. Maintain Proper Protocol The role of strong protocol in any training program should not be underestimated. Just as in traditional systems, formalized etiquette allows students to feel comfortable by providing a familiar base for your instruction. Trying new techniques in a familiar environment is much easier for a student than trying new techniques in a foreign environment! Moreover, our two major concerns (injuries and looking foolish) are minimized with good protocol. The classroom is better organized, students have more presence of mind and transitions become easier when everyone shares a few set rules. In MMA, where techniques often have us moving from standing to the knees and down to the ground, ‘mat awareness’ is crucial; being able to return to seiza or an attention stance in case things become chaotic is invaluable. Using the bow as an example, it is not difficult to imagine how - even in

an MMA context - good mat etiquette strengthens the training regimen. Respect for partners (not opponents) gets reinforced at each turn; the class retains an element familiar to students in your core traditional martial arts program; there is a built-in ‘focus anchor’ to tie-down the new techniques; intelligent students who might be timid about a brand-new experience feel like they have something they

preparation behind it. Constant repetition of techniques allows a student to grow in confidence and relax, thereby preventing injury or accidents. The MAUI MMA curriculum is designed specifically with this concept in mind, so that each technique can be drilled on its own, but can also fit into part of a larger flow drill. The result is that techniques — even complex ones — can be executed with confidence, speed and

Just as in traditional systems, formalized etiquette allows students to feel comfortable by providing a familiar base for your instruction. Trying new techniques in a familiar environment is much easier for a student than trying new techniques in a foreign environment! already know. In short, we maintain a link between programs and insure a safe and respectful environment. 3. Drill, Drill, Drill A second way of preventing injury in an MMA context and more significantly, alleviating a students anxiety about injury, is to drill. Kyoshi Steve LaVallee says that confidence is built through preparation and practice. Drilling the techniques in a low (or no) resistance environment is one of the best ways to acclimate a student to MMA and build their confidence. One of the fundamental errors new students of MMA make is thinking that ‘it’s all about sparring.’ Of course, randori (“open training” or “free sparring”) is an important part of training in MMA or grappling, but equally important as this execution phase is the

accuracy with a minimum chance of injury to the participants. So drilling permits the student to grow their confidence, gain technical ability, and reduce the fear of and likelihood of injury to everyone. The more practice, the more confidence; the more confidence, the greater success for your students and your program. Taken together, these three phases can provide a firm foundation for the development of a safe, serious MMA program. Once integrated into your already-existing curriculum, you can built a congruent, safe tool for growth, retention and positive change in your schools. Combine such a plan with a steady hand and a watchful eye, you can keep your students training safely in any modality — including MMA — for a long time.

EAGLE EXPRESS | 2009 ISSUE 2

TAKE A MINUTE WITH THE CHAIRMAN Nicholas Cokinos Chairman, EFC

Chairman Cokinos: ABSOLUTELY. And it works. The negative signals out there do have an enervating eﬀect. We slow down. After all, the press and TV said so.

Well, this is easier said than done, isn’t it? Chairman Cokinos: Remind

Would you please again explain the 20% rule? Chairman Cokinos: You make up your mind to

do everything 20% better. This means improving yourself at work by 20%, being a more responsible citizen and loving everyone 20% more. It covers all thinking and doing on your part.

But I work pretty much at full capacity now. Chairman Cokinos: We all do. But donʼt you

agree that once we make up our mind, we actually can do better?

Is this aimed at overcoming the strong negative vibes we’ve been getting from every direction?

EAGLE EXPRESS | 2009 ISSUE 2

yourself of the second tenet of the Student Creed: “I intend to develop self-discipline to bring out the best of myself and others.” That says it all. You develop your own determination and JUST DO IT. The rewards are joyfully wonderful.

Yes, but is anyone doing it? Chairman Cokinos: Take a look at the ﬁrst 50

clients listed in the All Stars Journal. Their numbers are really impressive. Do they live in special areas? No. Do they have a special formula? No. Do they allow the negatives in the press and TV to inﬂuence them? No! They are simply practicing the 20% rule to prove that it works!

Rodrigo “Minotauro” Nogueira ﬁrst person to ever hold the heavyweight title in both Pride FC and the UFC. Considered by many to be the greatest MMA ﬁghter of all time.”

Recession Proof Your Academy!!! Deeply Buried In Your Academy Is A Major Hidden Profit Center That Could Easily Triple Your Profits – Make More Money Than When Times Were Good!!! “My accountant called me to see what I was doing that increased my profits so quickly in the middle of a major recession. The NNTA has a formula that could “recession proof” your… Tae Kwon Do… Karate… or other martial arts academy and easily triple your profits in just a few weeks. Try their risk free program and get ready to be amazed!” - B.V. 6th Degree Dear Martial Artist and Businessman, Right now, this very moment there is a hidden profit center in your academy that could easily triple your academy’s profits in as quickly as 30 days! Don’t believe me? Keep reading… As you are aware we are in a major recession. Like most businesses you have probably had your sales/enrollment drop. There are hundreds of martial arts academies nationwide closing. Making money and adding new students is not as easy as it used to be.

I can “recession proof” your academy and you could make more money than you probably have ever made before even when times were good! But that’s not all, I’m also going to…

Insulate and protect you from a new breed of competitor that could arrive at your door step real soon! That hidden proﬁt center is MMA !!! Yes MMA! You read correctly! Hi my name is Rodrigo “Minotauro” Nogueira. After receiving many requests from all over the world I am starting the Nogueira National Training Association (NNTA).

The purpose of the NNTA is to help …Tae Kwon Do… Karate… or other Martial Arts academies implement a world class… stateof-the-art… MMA program using their own staff as instructors! The addition of MMA has resulted in the explosion of proﬁts to many academy owners even during these tough economic times. � Mixed Martial Arts can be the ultimate add on proﬁt center to your existing Tae Kwon Do… Karate… or other Martial Arts academy. With the Nogueira National Training Association (NNTA) you keep the entire monthly fee paid by your students since your in-house instructors do all the teaching under my direction. There are no “outsiders” involved. You are in

complete control at all times. Please see my website for complete details. � With my Associate Mixed Martial Arts program you could easily “up sell” up to 70% of your existing students without spending an extra nickel in advertising and triple your bottom line in as quickly as 30 days! MMA is very popular and parents love seeing their children doing the same techniques they see the pros doing on television and Pay Per View. � You will also pick up new students that are interested in Mixed Martial Arts after seeing MMA ﬁghts on television. These new MMA students can be eventually “up sold” to your regular Tae Kwon Do… Karate… or other Martial Arts programs! I realize like many of your brethren in the traditional Martial Arts you may not have been that excited about MMA. In fact many traditional Martial Arts Academies considered MMA a long term threat to their business. The truth is they’re 100% correct! Don’t be fooled. MMA academies are at their infancy but growing quickly. By implementing an MMA program you not only skyrocket your proﬁts for your academy but there is also an additional big bonus…

If you have the NNTA Associate Program implemented in your academy, other traditional Martial Art academies and MMA schools should stay far away because they can’t beat your program! You already offer everything a student could want – the student has no reason to leave. The competition will ﬁnd “greener pastures” elsewhere. Even though MMA can be a hidden gold mine to your academy there are a few pitfalls you need to be aware of if you try implementing a MMA program on your own! I guarantee you could avoid all of them with my NNTA Program. Go to my website and you will see them all listed and how my program avoids them. ©2009

The Nogueira National Training Association (NNTA) could create the same profit and excitement for your academy as it has done for others that were on the verge of failure! The NNTA has performed miracles for other Tae Kwon Do… Karate… or other martial arts academies and you should not be any different! My Association could financially turbo charge your academy and make you into a successful MMA veteran almost overnight! Go to my website and see 22 reasons why. Some Of The Benefits Of The Nogueira National Training Association Include: � Be the exclusive Nogueira National Training Association Member in your area! � Up to 100 days of MMA training at our world class 16,000 sq ft facility in Miami Florida (10 minutes from South Beach)! � Learn marketing and recruiting methods that can help fill your academy or club extra fast with new MMA students! � Monthly seminars and private classes at your academy... our academy... or via the Internet... teaching the latest up-to-date... business... training... and fighting techniques! � Optional fighter management with an override to the referring academy or teacher! � Belt promotions, certifications and instructors’ certificates! � Wholesale prices on MMA supplies! � National exposure and credibility! � Telephone conference business coaching! � National Tournaments!

For Additional Information And A Membership Application To This Unique But Limited Time Opportunity Please Call 305 284 8858 Dept. EFC Mon – Fri 9 To 5 EST or Visit Our Website:

www.NogueiraWinningTeam.com EAGLE EXPRESS | 2009 ISSUE 2

A to Z

of Martial Arts Methods for Stress Management

By Master Farshad Azad Chief Master Instructor 7th Degree Black Belt

Here is a comprehensive and fun look at how we can connect stress management with martial arts:

PART 1: A to N A Attitude is everything in life!

Having a positive attitude helps reduce stress because it deﬁnes the way we interpret things and ultimately informs our actions. Ten percent of life is what happens to us, and 90 percent of life is how we respond.

dam. Little by little they gather an amazingly powerful force. If the water behind the dam is not let out regularly, it will destroy the dam and anything else in its way. Emotions need to be expressed gently and in a positive manner so they become a source of happiness and a solution to difﬁculties.

B Be happy but not satisﬁed. Be

content with who you are; however, always strive to become better. C Communicate from a centered state

of mind. Most stressful situations can be alleviated through a clear and concise communication system. We ﬁrst need to identify and communicate the root cause of our stress to ourselves. Only then can we communicate it to others and come up with a viable solution. D Deﬁne in detail what has to happen

for you to experience feelings of stress and anxiety. Once you have identiﬁed your “buttons,” avoid them or take counter measures to positively respond to them if they are ever triggered. E Express your feelings calmly and

make sure not to bottle them up. Emotions are like water behind the

EAGLE EXPRESS | 2009 ISSUE 2

F Feel compassion and empathy

toward others. Every situation has two sides. With such a state of mind you can overcome many obstacles and make others feel better too. By considering what others may be going through, you will become more effective at ﬁnding a solution to a stressful situation. G Give up trying to control every

situation. It is simply impossible to control the world around us. The only person we can truly control is ourselves. As the old adage goes, “We cannot control the wind, but we can set the sail.” H Humor is the spice of life. When

you keep a sense of humor you can laugh at difﬁcult situations that may normally cause you anxiety and stress. Remember, you laugh and the world laughs with you.

Interpret a stressful situation from various angles so that you can recognize the best course of action. Maintain objectivity by listening intently to all parties involved.

Joyfulness combats stress! Celebrate each breath. What if the air you just inhaled was your last breath? Take pleasure in being alive. Live in the moment.

K Keep being patient with yourself

and others. Just like a farmer who plants a seed, managing stress can take time and practice. Most people want things right now, like a drive through. You have to allow time to work for you as you put one foot in front of the other in the right direction. Maintaining a patient attitude gets you one step closer to a less stressful life. L Learn from your experiences and

from those of others. We can gain conﬁdence to overcome stressful situations by looking back in our lives and seeing that we have dealt with similar or worse situations before, and we have survived. If you have not personally dealt with ...continued on page 20

By Bernie Nunez Senior Vice President of Investments at Smith Barney and Financial Planning Specialist

Saving for Your Future

IRA Rollovers:

Stashing Your Retirement Nest Egg Whether you are a boomer saying goodbye to the daily grind or a GenXer moving on to the next level of your career, retirement or a job change can create an ideal time to ask yourself what you want to do with your accumulated retirement funds. Unfortunately, there is no cookie-cutter answer to this question. In pondering the next steps for your nest egg, you will need to assess the distribution options available to you and decide which ones will help you accomplish your goals. Here are just a few important reasons to consider an IRA rollover:

Ó Ó Ó Ó

You retain the tax-deferred status of your retirement investments. You have a broader array of investment choices in a self-directed IRA—and can craft a more appropriate portfolio to generate retirement income. You can structure a payout plan at any age that avoids the usual earlywithdrawal penalty tax. An IRA rollover accommodates more customized beneﬁciary designations than most retirement plans.

Another important beneﬁt of an IRA rollover is that it allows a surviving spouse to continue seamlessly with the IRA account—or consolidate it into his

or her own IRA. Other beneﬁciaries, such as your children or grandchildren, also can receive payments from an inherited IRA over the course of their entire lives (this “stretch-IRA” strategy lets you take advantage of tax-deferred compounding while giving

tax-deferred status of your retirement investments. If you retire between age 55 and 59½ and need income from this retirement account, you may want to leave some or all of it with your former employer in order to receive penalty-free distri-

Retirement or a job change can create an ideal time to ask yourself what you want to do with your accumulated retirement funds. you the ability to spread the incometax liability over many years). All IRA beneﬁciaries will be able to invest their self-directed IRA portfolios according to their individual needs. The Rollover Reconsidered There are some situations where rolling over your nest egg to an IRA may not be a desirable course of action. Here are a few of those possible situations:

Ó You want to seamlessly continue the

Ó Ó

butions, where income taxes are due upon withdrawal. You were born before Jan. 1, 1936 and want to elect 10-year averaging tax treatment for your distribution from the employer plan. (10-year averaging—which is also available to the beneﬁciary of someone born before Jan.1, 1936—is not available if you roll over to an IRA.) You are able to transfer from one employer’s plan to another. You prefer the investment choices

EAGLE EXPRESS | 2009 ISSUE 2

offered by your former or new employer’s 401(k). If your balance is less than $5,000, the rollover option may not be available to you.

Of course, a decision to not roll over your retirement nest egg to an IRA could impact your spouse, who down the road may have to deal with a former employer’s plan representatives at a difficult time and make quick decisions—especially if immediate income is needed. Your spouse can roll over to an IRA in his or her own name, but if younger than age 59½, he or she will be at a disadvantage if income is needed. A spouse who inherits an established IRA can receive penaltyfree withdrawals from that account at any age (taxes are due on withdrawals). As for nonspouse beneficiaries, the Internal Revenue Service issued regulations in 2007 that allow them to request a rollover to a beneficiary IRA. Unfortunately, the regulations are not mandatory for plan sponsors, so there

EAGLE EXPRESS | 2009 ISSUE 2

is no knowing if your plan will allow your children or grandchildren to take advantage of an IRA rollover and the “stretch-IRA” strategy. It is then possible that your retirement assets could be exposed to immediate taxation. A comprehensive planning approach that factors in elements such as education funding you may be planning for your children or grandchildren can help you arrive at the best answer for how to manage your retirement account. And you don’t have to go through this process alone—consider enlisting a ﬁnancial professional to help you identify the possibilities, weigh the outcomes and make informed decisions that result in your wealth working hard for you. For more information, including sample work sheets, contact Bernard Nunez,

Senior Vice President of Investments and Financial Planning Specialist at 1-800-

455-6622 ext. 6366 or 301-657-6366; web site: www.fc.smithbarney.com/ bernardnunez/.

...continued from page 18, A to Z a situation like the one you are in, you might know someone who has. Just knowing that others have gotten through such stressful situations or worse reminds us that we are not alone and that we have strengths and resources to rely on. M Meditate! Meditate for self-

reﬂection, better understanding of who you are and to ﬁnd ways to better manage your thoughts and emotions! Meditation will clear our thoughts and allow us to see through the clutter that our stress has caused. N Nothing lasts forever! Good or

bad, everything will pass and ﬁnally come to an end. No cloud can cover the sun forever! Continued in upcoming issues.

EAGLE EXPRESS | 2009 ISSUE 2

DID YOU KNOW… In this regular Eagle Express feature, we bring to you information about our clients that’s sure to be astonishing to many of our readers.

Did you know that Pamela Fitzerman began training in the martial arts at the age of four and earned her ﬁrst-degree black belt at the age of 11? In 2008 she graduated from the University of Oklahoma with a degree in Health and Exercise Sport Sciences and Sociology.

Ó Did you know that Mary Treacy, owner of Eagle Academy of Martial Arts, danced Irish dance for 20 years and taught Irish dance in Chicago for six years? With Michael Flatley, the Lord of the Dance, Mary competed with a team that won many Irish dance contests across the United States.

Ó Did you know that Bobby and David LaMattina of Tokyo Joeʼs Studios are referred to as the “dynamic duo”? They have teamed up in the Nashua, NH area, educating people to have a happier and healthier lifestyle. They are a perfect balancing act, with Bobby focusing on marketing and David on instruction.

EAGLE EXPRESS | 2009 ISSUE 2

In “Blade III” with Jessica Biel

In “300” as Immortal

In “The Last Samurai” as the Silent Samurai

Did you know that Larry Lam has more than 25 years of martial arts experience and has a black belt? He is a practitioner of tae kwon do, karate, kickboxing, boxing, trapping as well as Chinese and Japanese weaponry. He has been cast in various movies as well as television series.

In “The Mummy III”

Jumping out of a window for “GI Joe”

Did you know that Jessie Thornton holds a sixth-degree black belt and is considered a professor of the martial arts? He has won many tournaments and awards in the Point Karate circuits. In the 1980s, he was the captain of the American Airlines World Karate Team, which was undefeated during that period. He and his wife, Joy Thornton, own and operate Jessie Thorntonʼs United Karate Studio in downtown Ringgold, GA.

EAGLE EXPRESS | 2009 ISSUE 2

The Basics

of Teaching 5- and 6-year-olds By Amanda Molina-Frazier

The average five- and six-year-old is very outgoing, social, willing to please, eager to learn and have fun; lots of fun! With all of our programs being age-specific, each age group has a set of different characteristics that determine and fulfill their stages of development. It is important to understand five- and six-year-olds’ strengths and weaknesses, within their capabilities. The breakdown of the stages of this age group as I describe them to parents and train our staff is relatively simple.

Ó Socially, this age group is very

active. It is not uncommon for a ﬁve-year-old to come home and have a new best friend every other day. A great lesson to teach and to stress

EAGLE EXPRESS | 2009 ISSUE 2

to children of this age is that it is okay to work with and sit by your best friend but they must display self-control. Skills such as teamwork, discipline and control are important in developing good social habits, as well as learning to take turns, to share and be nice to one another. Intellectually, this age group is beginning to think a lot! Their vocabulary is much more developed than when they were four years old. They like to think of themselves as little adults and express more independence, therefore sometimes displaying poor behavior. Skills such as focus, discipline, and memory are important in developing a good mind frame! Physically, the average ﬁve- and

six-year-old is beginning to look like an athlete. They have the ability to move fast and slow without falling down and banging into things and other kids. Their coordination is developing and they are learning their right from left and therefore practicing and training in repetitions. This is more fun for them because they can follow directions and they do not need as much help and guidance. Skills such as ﬁtness, control and coordination are important in gaining good physical development. Emotionally, this age group is going through and experiencing an emotional “roller coaster.” Kids of this age group ﬂuctuate between positive and negative. As they are

trying to express their independence, they have a hard time going from happy to sad and mainly sad to happy. It is still common at their age group to have a difficult time dealing with their emotions. If something happens to make them upset or sad, they have a difficult time working through it. Skills such as control and discipline are important in stabilizing a child’s emotions at this age. Our students at this age come to class twice a week and every week focus on two different skills from the following: focus, teamwork, control, balance, memory, discipline, fitness and coordination. Each skill has a coordinating stripe that the students earn by completing class with good behavior and their assigned stripe requirements. Classes are 30-minutes long and are semi-fast paced. Their attention span is still on the smaller side but growing day by day. In this program we are beginning to become more technical with the basic kicks, punches, blocks and simple self-defense techniques. Students are beginning to memorize the names of the techniques and are better able to perform a technique solely based on verbal commands. Although it is still important for the instructor to visually demonstrate and teach a step-by-step format, the students have a greater ability to learn by listening. Students of this age begin the basic program in a white uniform and after approximately four months of training can be asked by an instructor to upgrade to our Level 1 leadership program, which allows students to train one additional day, which could be a weapons class, and wearing a black uniform. Students strive to graduate every nine weeks, given that they have enough of their colored stripes, have good attendance, display good and positive attitudes in class and have good and positive attitudes at home and school. We continue the process of the students learning the valuable lessons of the martial arts: respect, discipline and listening. We bow at the begin-

ning of every class and the students are always saying, “Yes, Ma’am,” or “Yes, Sir.” Because of the ability for children of this age group to be rowdy, it is important for the instructor to begin class by pre-framing the students on listening and the skills that are going to be covered in that class. Students are held accountable for listening at home on a scale of 1-10, where the parents assign them their ranking. At the end of each class, we share the rankings of all students.

Amanda MolinaFrazier with her class of 5- and 6-year-olds

EAGLE EXPRESS | 2009 ISSUE 2

STAFF TRAINING:

DOJO DRILLS & SKILLS

MARTIAL ARTS POWERS COURTESY OF KOVARS, INC.

The following is ﬁrst in a series of pieces on this subject, and will be useful for both school owners and staff members.

Many consider the martial arts a source of power. Certainly it is that. However, power without principles is a temporary phenomenon and that ultimately leads to dissipation of eﬀorts or failure. Long-term success in the martial arts industry, as in other industries, can be equally challenging for those with the added power of experience and those who are just starting in the industry. Short-term success is achieved by many. But it is the few who are able to utilize timehonored principles and maintain long-term success. The key to personal and entrepreneurial growth is maintaining your success over an extended period of time. There are three qualities that diﬀerentiate people who

EAGLE EXPRESS | 2009 ISSUE 2

have achieved long-term success from others. These qualities are: sustained passion; consistent eﬀort; and ongoing education. These three qualities are linked to each other and need to become a matter of habit. An old proverb says, “Take care of the days, and the years take care of themselves.” Taking care of our days involves paying attention to details in everything we do with dedication and focus. This is diﬃcult to do because we tend to perceive excellence as an unattainable or exceptional notion. However, when we simplify and organize a complex task into manageable parts, we perceive them as easily doable ones. This section lists the eight powers that will place you on solid ground as a martial arts business leader. By implementing the eight powers

slowly, one by one, the principle of taking meticulous care of days will become a valued habit of yours.

1. The Power of Choice Quite possibly your greatest power lies in your ability to remember that even a diﬃcult situation presents you with a number of choices. Each day we make several choices with regard to our eating, personal style, leisure and entertainment. However, many forget to use their most powerful application of choice, which is the power to choose their response to any given set of circumstances. In other words, if you donʼt like the way things are going, change how you deal with your circumstances. The deﬁnition of insanity is doing the same thing over and over again, assuming that the notion of random

choice will apply itself bringing results at some point. You can put this power to work by simply being aware of the number of options you have available to you at any given time. If A is the power of choice, A= b + c Where ʻbʼ is mindfulness of the inﬁnite choices and ʻcʼ is the wisdom to choose the right option. Remember, every choice you make aﬀects the direction your life takes. Choose wisely.

empowers you to look for the best in others in responses to situations. Put the second power to work next time youʼre faced with a challenge. Make a conscious decision to respond in a positive fashion. Then watch what happens.

3. The Power of Rituals. If you were to analyze your day, beginning with the very moment you rose until the moment you retire for the night, you would begin

to notice that a good part of your day is made up of rituals—some that are empowering, and some that arenʼt. Rituals provide us with consistency and provide us with the momentum to carry our day with ease. Most people fail to realize the power of rituals, and that their daily rituals go a long way in either aiding or hindering their successes. Look for more powers in subsequent issues.

2. The Power of Positive Responses Once we understand the first power, we can put to work the second, which is the power of positive responses. The power of positive responses refers to the ability to be proactive and solution oriented. Remember, we canʼt always choose our circumstances, but we can always choose how we respond. Responding in a positive, proactive manner does not guarantee success in every case, but it dramatically increases our chances of success because we are concentrating on solutions. A specific aspect of a three-part greeting that we use before the beginning of each class in Kenpo is known as “Kai-u-shu.” This is a sign of optimism, which exhorts the practitioners of Kenpo to follow the principle, “I will look for the good in all people and all circumstances. “Kai-u-shu,” is indicated by the triangle sign that is formed by the forefinger and the thumb of each hand touching each other with hands outstretched in the front at the chest level. This sign when performed with total awareness

FOOD FOR THOUGHT “By believing passionately in something that still does not exist, we create it. The nonexistent is whatever we have not suﬃciently desired.”

which is the way in which a vulgar man aspires.”

“Price is what you pay. Value is what you get.”

—Archimedes

—Franz Kafka

—Warren Buffett

“Success is a lousy teacher. It seduces smart people into thinking they canʼt lose.”

—Bill Gates

“Conduct is three-fourths of our life and its largest concern.”

—Matthew Arnold

“A noble man compares and estimates himself by an idea which is higher than himself; and a mean man, by one lower than himself. The one produces aspiration; the other ambition,

—Marcus Aurelius

“Give me a lever long enough and a fulcrum on which to place it, and I shall move the world.” “Ever tried. Ever failed. No matter. Try Again. Fail again. Fail better.”

—Samuel Beckett

“To be happy is to be able to become aware of oneself without fright.”

—Walter Benjamin

“Fun is a good thing but only when it spoils nothing better.”

—George Santayana

“Devote each day to the object then in time and every evening will ﬁnd something done.”

—Johann Wolfgang von Goethe

EAGLE EXPRESS | 2009 ISSUE 2

Want to Improve Retention, Grow Your School and Increase Your Bottom Line? Thatâ&#x20AC;&#x2122;s exactly what our products are designed to do. All our products come with complete tried & tested, easy to use turn-key systems designed, tested and refined in our own schools over the last 20 years. Unique to MBI, showing how, when and where to use them to increase your retention, get your students practicing at home, attending class regularly and recommending new members to your school. Used in thousands of school worldwide.

OUR MERIT BADGES will make your students practice MBI RETENTION POSTCARDS will get them back in class MOTIVATIONAL STICKERS will reward & encourage them Special Offer!

Order your free info kit today and receive 20 FREE motivational stickers or 12 FREE Retention Postcards to try in your school!

EAGLE EXPRESS | 2009 ISSUE 2

Do You Want to Grow Your School?

Then order your FREE information kit by calling the number below and begin growing your school today! www.merit-badges.com E-mail: info@merit-badges.com (Est.1981)MBI,7021 Grand National Drive, Suite 108, Orlando, FL 32819 (USA-Tel 407-509-6910) (UK-Tel 01745 343875)

0pm to 2:0 m a 5 9:4 Time_ 9 0 0 -2 May 29 Per Person y a d i r Date_F tion_ $98.00 Garland Johnson- Facilitator ra t s i g e R UNIVERSAL KEMPO KARATE SCHOOLS ASSOCIATION-CO 10241 Meadow Mist Court Colorado Springs, CO 80920 (719)-598-6046

Bill Taylor- Facilitator BUSHIDO SCHOOL OF KARATE 1820 N.W. Broad Murfreesboro, TN 37129 (615)-893-6003

Keith Thompson- Facilitator TRISTAR MARTIAL ARTS ACADEMY, INC 1438 Liberty Road Eldersburg, MD 21784 (410)-549-7827

Tim Barchard- Facilitator Special Guest Paul Garcia BOSTON TAE KWON DO 231 North Main St Natick, MA 01760 (508)-651-9706

Stephen Sohn- Facilitator Special Guest Anthony Arango JUJITSU CONCEPTS/KRAV MAGA - NY 79 Montgomery Ave Scarsdale, NY 10583 (914)-723-7818

Teri Lee- Facilitator WEST COAST TAE KWON DO SUNNYVALE-CA 1350 South Mary Avenue Sunnyvale, CA 94087 (408)-773-8095

Chris Robinson- Facilitator ROBINSON KARATE SCHOOL- ONT 130 Davis Dr Unit 25 Box 84 Newmarket ON L3Y 2N1, Canada (905)-830-1246

EAGLE EXPRESS | 2009 ISSUE 2

EXCLUSIVELY OURS!

The best breaking partner you will ever have! Holding boards was never so easy. Break MateTM is unlike any board holding device in the world. Portable, not cumbersome, lightweight and space saving. No tools or assembly required. Break MateTM holds up to six standard 12” wide wood boards held by an elastic strap or placed on the ground for heavy downward strikes. Designed to keep the boards from ﬂying into the holder’s face, the broken boards tend to stay in the cavity so that they also do not fall on top of the holder’s feet. Cushion grip handles absorb impact so that the holder feels

Center padding protects the striker’s hands and feet

little or no pressure. Handles are also set behind the unit so that the ﬁngers are TOTALLY protected. Plus the 4-1/4” thick center padding protects the strikers hands or feet. Constructed of ABS plastic this partner will last a long time without any broken ﬁngers. Patent Pending. Another unique product by Patakos designs. Weighs approx. 6 lbs. Measures 11” tall x 13” wide x 10-1/4” long. Available in Blue #80021 or Red #80022

REGULAR WHOLESALE EFC SUMMIT SPECIAL EXPIRES 11/30/08 Mention Dept. EFC8

19995ea.

16995

ea.

Since 1972 Learn more about break mateTM at wholesale.awma.com The leader in human contact sport

EAGLE EXPRESS | 2009 ISSUE 2

1-800-345-2962 • www . awma . com ��