MASuccess by MASuccess

official publication of the martial arts industry association MA SUCCESS JANUARY 2016

THE MAGIC Of MODERN WARRIORSHIP

San Antonio’s Penny Pitassi How To Make A Great Living

With Only 100 Students!

Connect With January’s Epic

Kung Fu Panda 3 Release!

Sparring Does Not Lose Students

When You Conduct Your Classes This Way

Martial Arts Takes Part In Spike TV’s $100,000 Sweat Inc. Fitness Competition!

Ways To Market

On A Tight Budget 2016 • $5.99 US www.MASUCCESS.com

JANUARY

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43X WORLD CHAMPION 3RD DEGREE BLACK BELT IN TAEKWONDO

JACKSON RUDOLPH PROFESSIONAL BO STAFF

JACKSON RUDOLPH SIGNATURE BO STAFF JACKSON RUDOLPH TEAM PAUL MITCHELL KARATE MEMBER

The Jackson Rudolph line of bo staffs was created with the competitor in mind. Handmade of solid wood, wrapped with Mylar film and sealed with a clear coat for durability, the bo staffs are tapered from the center and properly weighted for releases, manipulations, and tricks. Available in 3" increments from 48" to 60" for a better personal fit.

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FEATURED STORY

CONTENTS

Her other key to success has been what she learned attending the annual Martial Arts SuperShow, the industry’s biggest business

Andrea F. Harkins is a 2nd-degree black belt. She and her family own Family Martial Arts in Parrish, Florida. Andrea is also a martial art

convention, which she considers the launching pad for her commercial career. There, she found all the answers she needed and met a lot of great people.

and motivational blogger at www.themartialartswoman.com and is writing a book about women and martial arts to be published in 2016. You can reach her at daharkins1@hotmail.com or on twitter

“I got access to an amazing amount of information that helped me develop systems in my school and helped me grow into a professional martial artist,” she shares.

at @harkins1.

There’s no doubt that Pitassi has cultivated a culture not readily seen in other martial arts schools or, for that matter, even in society

owners, both large and small, operate, visit the Martial Arts Industry Association’s website at www.masuccess.com. Through this constantly-enhanced website, members can access a massive amount of

JANUARY

2016

FEATURES

at large. By using creative tactics with her students to become more like the superheroes they admire, she encourages them to become warriors themselves.

To learn more about how hundreds of other successful school

useful information on just about any topic from A to Z

Penny Pitassi’s warriorship mode brings the past into the future. Maybe there are no samurai that exist today. But in their place are modern-day martial artists who live as if wearing warrior armor, and who carry virtues and values like a warrior’s sword. e

THE MAGIC OF MODERN WARRIORSHIP Think warrior cultures are a thing of the past? Think again. There’s a new warrior in town and he or she shares key characteristics with the centuries-old ones, thanks to Penny Pitassi of 3T San Antonio. Through her carefully-crafted program, Modern Warriorship, she has combined a time-honored twist of epic proportions with a modern martial arts culture.

A N DR E A

HA R KIN S

MASUCCESS

MARTIAL ARTS TAKES PART IN SPIKE TV’S $100,000 SWEAT INC. FITNESS COMPETITION Spike TV is airing a new program that’s like a cross between Shark Tank and American Idol. This original reality-competition series pits the best-of-the-best fitness experts in the nation to find the next big trend, giving the winner a $100,000 prize and a huge marketing opportunity. One of the show’s handpicked contestants, Focusmaster’s Kyle Coletti, is representing the martial arts industry. Let’s tune in and root for our guy! BY

TER RY

L .

W IL SON

HOW TO MAKE A GREAT LIVING WITH ONLY 100 STUDENTS The majority of martial arts school owners has 80 to 100 active students and struggles to survive. But MAIA Elite Consultant and highly successful multi-school owner Mike Metzger says they don’t have to struggle. By making more transactions per student and more money per transaction, you can work your school full-time and live comfortably. He tells you precisely how in this power-packed educational article. BY

GL EN N

MO SES

MASUCCESS

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FEATURETTE

CONTENTS

CONNECT WITH JANUARY’S EPIC KUNG FU PANDA 3 RELEASE! Kick off 2016 with a real boom! Capitalize on the tens of millions of dollars in promotion behind the upcoming movie, Kung Fu Panda 3. Here’s how to use this spectacular opportunity locally to drive new students into your school!

COLUMNS

BY BARRY VAN OVER

IN THE CLASSROOM TURNING POINT

BY HERB BORKLAND

YOU MESSED UP! NOW WHAT?

CONSULTANT’S CORNER

THE KICK YOU NEVER SAW COMING! 5 2015 Incidents to Help You Set Your 2016 Business Goals

BY KATHY OLEVSKY

It’s Not What You Say, It’s How You Say It

BY CHRISTOPHER RAPPOLD

BY BETH A. BLOCK

Cezar Borkowski: Defying His Father, Who Wanted Him to Become a Doctor or Lawyer

MASTERFUL RETENTION Sparring Does Not Lose Students When You Conduct Your Classes This Way!

BY DAVE KOVAR

I Have Done My Best Work When…

MAXIM OF THE MONTH

GROWING YOUR SCHOOL It’s All About the Basics!

THE LEGAL LANDSCAPE BY PHILIP E. GOSS, JR., ESQ.

Do Not Repeat My Mistake!

B Y M A I A C O N S U LTA N T M I K E M E T Z G E R

“OF ALL SAD WORDS OF TONGUE OR PEN, THE SADDEST ARE THESE, ‘IT MIGHT HAVE BEEN.’” — JO H N G R E E N L E A F WH I T T I E R , A ME R I C A N P O E T

INSPIRATION OVATION BY KAREN EDEN

Mediocrity vs. Risk-Taking Courage

4 Ways to Market on a Tight Budget

DEPARTMENTS

FROM THE DIRECTOR’S DESK 20

IN THE KNOW

THE MAIA REPORT

MARTIAL ARTS NEWS

MARKETING RESOURCE

PRODUCT SPOTLIGHT

JANUARY 2016

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FROM THE DIRECTOR’S DESK

A NEW YEAR, NEW GOALS AND NEW INSPIRATION BY FRANK SILVERMAN

MAIA EXECUTIVE DIRECTOR

“REMEMBER EACH AND EVERY DAY THAT YOU, AS A MARTIAL ARTS PROFESSIONAL, TRULY MAKE A DIFFERENCE IN THE WORLD. IT’S THAT REALITY THAT MOTIVATES ME NOT ONLY TO GET TO THE OFFICE/ SCHOOL EVERY DAY, BUT ALSO MAKES ME STRIVE TO BE THE BEST I CAN BE EVERY SINGLE DAY.”

ith the excitement of the holidays and the new year right around the corner, I think we all look forward to the dust settling in January so we can get back to our regular routine. January is a time to dig deep and find that special motivation that keeps you moving forward and allows you to inspire your staff throughout the year. As much as we are in the business of motivating others to succeed in obtaining their personal goals, I find that we sometimes fall short in our own lives for a variety of reasons. With that in mind, I have chosen to make this a two-in-one column. First, I want to remind you of why we do what we do, and of the people that benefit from our choosing martial arts as a career path. Second, there are suggestions I want to share on how to set your goals and stay motivated throughout the year. But most of all, I want you to accomplish your goals. So, why do we do what we do and does it really matter? Yes, it matters. Every day when we teach class, or provide the opportunity for others to teach classes, we have the ability to help the overweight dad or mom, one doughnut away from a heart attack, to get in shape. The teenager about to go off to college learns self-defense in our school and, one day, that just might save his or her life.

When we wake up each day, we create exciting and challenging classes for eight-year-olds. Those children are our future doctors, accountants, architects and presidents. The positive impact we have on their young lives is powerful and stays with them forever. Our training helps the six-year-old gain self-confidence and makes the 12-year-old strong enough to just say “no.” We have chosen an unbelievable career, and the responsibility that goes with it is tremendous. Remember each and every day that you, as a martial arts professional, truly make a difference in the world. It’s that reality that motivates me not only to get to the office/school every day, but also makes me strive to be the best I can be every single day. These inspirations may not be enough to recharge your batteries, so, you might wonder, how do we stay on track for weeks and months throughout year? First, as you have read here in my column before, you must write down your goals. Statistically speaking, writing your goals gets you one step closer to guaranteeing you achieve them. Next, share, share and share a little more. Sharing your goals with appropriate people helps you secure your success. How? Your confidants keep you accountable and can offer encouragement because they want to see you succeed. It’s similar to the relationship you have with your students: You keep them accountable, encourage them and they achieve. In addition to writing and sharing, a third useful strategy is to keep your goals obvious and noticeable to you. Print them and place them on your bathroom mirror or car steering wheel or in your wallet or purse. Keeping them in front of you will serve as a constant reminder and help you stay on track. At the end of the day, as martial arts professionals we have so much to offer to our communities. But to keep offering the best service and instruction possible, we must stay focused and on top of our game. We deserve to make a great living doing what we love to do, but we should never forget why we do it. Have a happy and healthy New Year! One more tip for success in 2016: Sign up for the Martial Arts SuperShow and let us be part of your motivational and goal-setting team. Register today by calling (866) 626-6226. e m Contact Frank Silverman at fsilverman@masuccess.com.

MASUCCESS

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Defining the Industry

K K in in o o

W W in in

In In p p st s

In In p p fo fo

K K p p w w

Coach (noun) — / k o¯ CH /

• • • • • • • • • •

a person who teaches and trains performers and team members – giving lessons or instructions on how the team competes. Your MAIA ELITE Consultant is your coach – someone who will teach you how to be a competitive performer in today’s economy. With your coach’s training and instruction, you can GET RESULTS and create measurable differences in your business’ bottom line.

To T K K

Find out how the coaching of MAIA ELITE can benefit you. Call us today at 866-626-6226 to schedule a free 20 minute consultation. DEFINING THE INDUSTRY

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// MAIAELITE.COM // 1000 CENTURY BLVD. OKLAHOMA CITY, OK 73110

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LOVE TO TEACH?

062

KICKSTART KICKSTART KIDS KIDS was was founded founded by by Chuck Chuck Norris Norris in 1990 and has positively influenced the in 1990 and has positively influenced the lives lives of of over over 85,000 85,000 students students throughout throughout the the state state of of Texas. Texas. We We are are seeking seeking qualified, qualified, full-time, full-time, black black belt belt instructors to teach “character through karate.” instructors to teach “character through karate.” Instructors Instructors for for our our in-school in-school character character development development program program maintain maintain a a student-base student-base of of approximately approximately 150 150 students, ages 11–18, in public and private school settings. students, ages 11–18, in public and private school settings. Instructors Instructors also also organize organize special special events events such such as as belt belt promotion promotion ceremonies, ceremonies, after-school after-school classes, classes, and and a a four-week summer karate program. four-week summer karate program. KICKSTART KICKSTART KIDS KIDS offers offers a a comprehensive comprehensive benefits benefits package package including including medical, medical, dental, dental, and and vision vision as as well as a matching 401(k). well as a matching 401(k).

QUALIFICATIONS INCLUDE: • • • • • • • • • •

The The desire desire to to better better the the lives lives of of young young people people A 2nd degree black belt or higher A 2nd degree black belt or higher Prior Prior teaching teaching experience experience A four-year degree A four-year degree (preferred) (preferred) Teaching Teaching Credential Credential a a plus plus

To To apply, apply, contact contact our our Chief Chief Director Director of of Operations, Operations, John John Kurek, at 713-868-6003 x103 or jkurek@kickstartkids.org. Kurek, at 713-868-6003 x103 or jkurek@kickstartkids.org.

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COLUMNISTS IN THE KNOW FROM THE DIRECTOR’S DESK

ASHLEY LUGRAND IS THE MARKETING manager of the Martial Arts Industry Association,

F R A N K S I LV E R M A N I S T H E E X E C U T I V E

based in Oklahoma City, OK. You can contact her at

Director of the Martial Arts Industry Association,

alugrand@masuccess.com.

and the owner & operator of 11 martial arts schools in Orlando, Florida. He’s also the author of Business Is Business: Passion and Profit in the Martial Arts Industry. Contact him at fsilverman@masuccess.com.

GROWING YOUR SCHOOL BARRY VAN OVER IS PRESIDENT OF Premier Martial Arts International, one of the world’s largest licensing programs for martial art studios, and Premier Management Group,

THE MAIA REPORT KYLE YOUNG IS THE DIVISION

a mentoring and consulting program. He can be reached at (877) 613-4900 or email him at barry@premier4success.com.

manager of the Martial Arts Industry Association. He is a practitioner of Brazilian Jiu Jitsu and is passionate about helping school owners achieve their goals. He can be reached at kyoung@masuccess.com.

TURNING POINT HERB BORKLAND WAS ONE OF Jhoon Rhee’s original white belts at America’s first taekwondo school and, later, a closed-door student of Chinese “soft” styles pioneer Robert W. Smith. For three years, starting on ESPN, he

IN THE CLASSROOM DAVE KOVAR OWNS AND OPERATES A chain of successful martial art schools. Additionally, he operates Pro-Mac (Professional Martial Arts College), dedicated to helping martial artists

hosted the weekly Black Belts TV show. He did the screenplay for Cynthia Rothrock’s HBO-featured Honor and Glory and is an Inside Kung-Fu Hall of Fame martial arts writer. He can be reached at herbork@comcast.net.

become professionals in Business Management, Mat Mastery, Sales Mastery, Wealth Management and Cutting-Edge Classroom Concepts. In 2010, he was the recipient of the Martial Arts Industry Association’s Lifetime Achievement Award. Contact him at dave.kovar@kovars.com or check out his blog at kovarsblog.kovarsystems.com.

STEP-BY-STEP HIGH-TECH MIKE PARRELLA IS THE CEO OF FC Online Marketing, a website design and development company. He’s also the creator of the iLoveKickboxing.com fitness-kickboxing program. Contact him at (516) 543-0041, Michael@FCOnlineMarketing.com or visit his

YOU MESSED UP! NOW WHAT? KATHY OLEVSKY AND HER HUSBAND, Rob, own and operate Karate International in North Carolina. Kathy is the managing partner in their five-school operation. She’s an 8thdegree black belt with 32 full-time years of teaching and operating martial arts schools. She can be reached for questions or comments at kathy.olevsky@raleighkarate.com.

website at www.FullContactOnlineMarketing.com.

CONSULTANT’S CORNER MIKE METZGER IS A MARTIAL ARTS Industry Association (MAIA) consultant and a successful multi-school owner with 14 schools nationwide. He has consulted for various school owners around the world. He can be contacted via email at mmetzger@masuccess.com.

MASUCCESS

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STAFF MASTERFUL RETENTION CHRISTOPHER RAPPOLD IS THE founder of a successful martial arts organization,

MASUCCESS IS PUBLISHED BY

VOL. 16, NO. 1

JANUARY 2016

Personal Best Karate, headquartered in Norton, Image by Chris Split Photography

MA. He’s a five-time world karate champion

MANAGING EDITOR

and is currently the executive director of

John Corcoran

the world-renowned Team Paul Mitchell, a championship team supported by sport-karate’s longest-running sponsorship. Rappold is the author of the new landmark MAIA program, Retention-Based Sparring. He can be reached at founder@personalbestkarate.com.

EXECUTIVE DIRECTOR MARTIAL ARTS INDUSTRY ASSOCIATION

Frank Silverman MAIA DIVISION MANAGER

Kyle Young MAIA MARKETING MANAGER

Ashley Lugrand

THE KICK YOU NEVER SAW COMING! BETH BLOCK, A 4TH-DEGREE BLACK belt in karate, is the president of Block Insurance in Orlando, FL. Block has protected businesses

M A I A I N T E R N AT I O N A L C O N S U LTA N T S

Jason Flame Tony Founrnier Mike Metzger

Adam Parman Shane Tassoul

that serve children for the past 24 years. She is

ADVERTISING DIRECTOR

the writer of Martial Arts Minute, a weekly

Jan Szijarto

risk-management newsletter. You can reach her at (800) 225-0863 or beth@blockinsurance.net.

GRAPHIC DESIGN

Brad Bilbrey COLUMNISTS & CONTRIBUTORS

THE LEGAL LANDSCAPE PHILIP E. GOSS, JR., ESQ. IS A member of the Florida and several Federal Bar Associations. Phil welcomes any e-mail comments or questions at PhilGosslaw@gmail.com and will attempt to respond personally, time permitting.

erb Borkland Beth A. Block Karen Eden Jason Flame Antonio Fournier Philip E. Goss, Jr., Esq. Andrea F. Harkins Dave Kovar Ashley Lugrand Mike Metzger Kristin Miller Glenn Moses

Kathy Olevsky Adam Parman Mike Parrella Christopher Rappold Frank Silverman Shane Tassoul Barry Van Over Sam Wegert Terry L. Wilson Keith D. Yates Kyle Young

INSPIRATION OVATION KAREN EDEN IS A 5TH-DEGREE master of tang soo do. She’s a broadcast journalist

CORRESPONDENTS

Stefan Billen (GERMANY)

for NBC and PBS. Karen is also a published

Herb Borkland (VA) Karen Eden (CO) Mark Junday (UNITED KINGDOM) Perry William Kelly

book author and magazine columnist who has

(CANADA)

who has appeared nationally on CNN, FOX and Animal Planet as well as on local affiliates

written for or been featured in every major martial arts magazine globally. Contact her at

PUBLISHER

KarenEden@centurylink.net.

David Wahl

Andre Lima (CA) Fari Salievski (AUSTRALIA) Scott Shaw (CA) Lee Wedlake (FL) Terry L. Wilson (CA) Keith D. Yates (TX)

MAIA LLC, 1000 Century Blvd., Oklahoma City, OK 73110; (866) 626-6226. Return postage must accompany all manuscripts and photographs submitted to MASUCCESS, if they are to be returned, and no responsibility can be assumed for unsolicited materials. All rights for letters submitted to this magazine will be treated as unconditionally assigned for publication and copyright purposes and as subject to the editorial staff’s right to edit and to comment editorially. MAIA, its owners, directors, officers, employees, subsidiaries, successors and assigns are not responsible in any manner for any injury that may occur by reading and/or following the instructions herein. As publisher, MAIA makes no endorsements, representations, guarantees or warranties concerning the products and or services presented or advertised herein. We expressly disclaim any and all liability arising from or relating to the manufacture, sale, distribution, use, misuse or other act of any party in regard to such products and/or services. maSUCCESS is a trademark of the MAIA. © 2016 MAIA LLC. All rights reserved. Reproduction in whole or in part without permission is prohibited. The mission of MAIA is to grow, promote and protect the martial arts industry, and to provide benefits to its members to help them become more successful.

JANUARY 2016

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Kenclean Plus

Athletic Surface Disinfectant Cleaner In today’s environment of drug resistant bacteria, super staph, viruses and fungi, you have to do all you can to protect your students and staff. Kenclean Plus, a concentrated, “hospital use” disinfectant cleans and disinfects mats, floors, walls, training tables, protective headgear and even athletic shoe soles. It’s effective for locker rooms, exercise rooms and equipment, bathrooms, whirlpools and much more. See label for additional uses. Cost effective concentrate: two ounces makes one gallon of cleaner/disinfectant with a clean, pleasant smell!

215-443-3313 www.kennedyindustries.com

WARNING: MANY Martial Arts Schools are SUFFERING from Low Enrollment! Hello, my name is Dr. Robyn Silverman. As a Child and Adolescent Development Expert, it’s discouraging to see Martial Arts Schools suffering right now. You deserve better, don’t you? Your students deserve better too, don’t they? Many of our Powerful Words clients are enjoying great success right now because they’ve learned exactly what parents are looking for from a great martial arts academy... a safe and fun place for their children to develop physical fitness and character. Parents have made one thing clear; the academy they choose must teach both. I’d like to personally invite you to test drive our internationally-acclaimed Character Development System RIGHT NOW and watch your school’s success skyrocket. Visit our website at www.PowerfulWords.com and click on the GET STARTED NOW Button or give us a call at (877) 769-3799 now to find out how. —Dr. Robyn

Dr. Robyn Silverman Martial Arts Industry’s Leading Child Development Expert

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As seen on:

www.PowerfulWords.com (877) 769-3799

TAKE ADVANTAGE NOW!

We’re so positive that Powerful Words will help you succeed, we’re giving YOU a Fantastic FREE GIFT valued at over $485.35. Visit our website—and Get Your School on the Powerful Road to Success... TODAY!

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IN THE KNOW

WORDS OF WISDOM

BY ASHLEY LUGRAND MAIA MARKETING MANAGER

MY SUCCESS “ITOATTRIBUTE THIS - I NEVER GAVE OR TOOK ANY EXCUSE. ” – FLORENCE NIGHTINGALE

MARTIAL ARTS TRIVIA 1

Which martial art is distinguished by its three essential tactics: passivity when opposing force, countering and attacking with circular movements and absolute

Who portrayed the titular character in the

Match the members of the Teenage Mutant

2008 semi-biographical film, Ip Man?

penetration of an opponent’s defenses?

True or False: Bruce Lee was a competitive cha-cha dancer.

Ninja Turtles with their signature weapons: Leonardo

Donatello

Raphael

Michelangelo

Nunchaku

Sai

Katana

1) Hapkido; 2) Donnie Yen; 3) True, he was the 1958 Hong Kong Cha-Cha Champion; 4) Leonardo – katana, Donatello – bo staff, Raphael – sai, Michelangelo – nunchaku.

MASUCCESS

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IN THE KNOW

YOU ASKED HOW IMPORTANT DO YOU FEEL TEACHING LIFE SKILLS IS TO A MARTIAL ARTS PROGRAM (SPECIFICALLY, KIDS’ PROGRAMS)? “This is just as important as teaching punching and kicking, especially when you are teaching kids. I think you need to teach them martial arts as a way of life. It’s also about educating the parents and working together with them, so their child can grow up and have the tools they need to be successful in life. That’s what separates it from all of the other sports and activities they are involved in.” — K R I S T I N M I L L E R , G L E N V I E W M A RT I A L A RT S & F I T N E S S , G L E N V I E W, I L

“Extremely important. We have had a life-skills program in place since the mid-‘80s. I have heard time and time again from former students as to how growing up at the school and hearing those huddle discussions every class helped to shape their life.”

STATS SPEAK

THE AVERAGE USER SPENDS 20 MINUTES PER VISIT ON FACEBOOK. MAKE THIS WORK FOR YOU BY POSTING ON YOUR PAGE ONE OR TWO TIMES EACH DAY. SOURCE: S TAT I S T I C B R A I N . C O M

— D A V E K O V A R , K O V A R ’ S F A M I LY M A R T I A L A R T S C E N T E R , S A C R A M E N T O , C A

“Parents do not pay for their children to learn how to kick and punch. They invest in their child and use martial arts as a vehicle to teach them important life skills. We believe strongly that every martial arts school needs a solid lifeskills and character-development program.” — S H A N E TA S S O U L , C H A M P I O N S H I P M A RT I A L A RT S , A P P L E T O N , W I

“Teaching life skills is what helps build the most value in what we teach, not only while they are in the school, but what they will keep with them for a lifetime. They may forget the techniques they learn, but the life lessons will stay with them.” — J A S O N F L A M E , T A N G S O O D O U N I V E R S I T Y, M O O R P A R K , C A

JANUARY 2016

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MARTIAL ARTS NEWS

MASTER CHONG’S WORLD CLASS

MIRACLES” EVENTS SURPASS $1 MILLION Buffalo, NY — When it comes to giving back to our communities through charity events from coast to coast, the martial arts industry seems second to none. The sheer number and frequency of annual organized charity events, especially kick-a-thons and break-a-thons, and the impressive amount of aggregate funds they generate each year has become a matter of industrywide pride. To our knowledge, however, only a handful of schools have reached the extraordinary $1-million fundraising mark, and Master Chong’s World Class Tae Kwon Do Centers of Buffalo, NY recently joined that elite group of generous fundraisers. Master Chong’s schools hosted their 21st Annual Kicking for Miracles on September 12, 2015, at Buffalo State College. As usual, the goal was to raise awareness and funds for the care and treatment of patients at Women & Children’s Hospital of Buffalo. The participants achieved both, in abundance!

MASUCCESS

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MARTIAL ARTS NEWS

TAE KWON DO’S “KICKING FOR IN COLLECTIVE DONATIONS! Since Kicking for Miracles began in 1995, the schools’ students had already raised more than $995,000 for Women & Children’s Hospital of Buffalo. With a record-breaking total of over $75,000 raised, this year’s event pushed that total to more than $1,070,000 in aggregate donations! The students achieved this remarkable accomplishment by asking individuals and local businesses to sponsor their one-day martial arts charity exhibition. On that day, over 700 of Master Chong’s students, as well as staff instructors, used their martial arts skills to break 5,000 boards, while thousands of friends and family members cheered them on. Participants ranged in age and skill from four-year-old beginners to adult masterlevel instructors. The experience,” said charity organizer and school founder, Grandmaster Sun Ki Chong, “is good for the community and students alike.

The spirit of taekwondo is to develop oneself physically, mentally and spiritually. As instructors, we then encourage our students to apply their increased abilities into their daily lives. “Kicking for Miracles is an excellent example of that philosophy put into action,” he added. “Students of all ages realize how their combined efforts can make a tremendously positive impact on the lives of others. That’s the spirit of taekwondo at its best.”

According to Allegra Jaros, president of the hospital, “Master Chong’s World Class Tae Kwon Do has been an invaluable asset to Western New York and to our hospital for over two decades. They have made it abundantly clear that tae kwon do is more than just building athletic skills. They have taken a position of leadership in our community and, through their dedication and effort, have helped to ensure a vibrant Women and Childrens Hospital for future generations.” Clearly, sustaining over 20 years of hard work and devoted fundraising is a monumental credit to Grandmaster Chong, his students and staff, and elevates the image of martial artists industrywide where it really matters — in the opinion of the general public. We here at MASuccess congratulate all the participants for their remarkable achievement. e

JANUARY 2016

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MARTIAL ARTS NEWS

PIONEER ALLEN STEEN’S ASSOCIATION CELEBRATES 50 YEARS Dallas, TX — Last September, the American Karate Black Belt Association (AKBBA) celebrated 50 years of dedication to the martial arts community. Founded by Allen R. Steen in 1964 as the Southwest Karate Black Belt Association, the organization was one of the first martial arts associations in the U.S. It quickly spread from Texas to cover schools and instructors coast to coast.

MEMBERS OF THE AKBBA DEMO TEAM PERFORM AT THE 50-YEAR CELEBRATION. IMAGE BY LYMAN ROARK

AMONG THE CELEBRANTS OF THE AKBBA’S 50-YEAR ANNIVERSARY WERE T HE PIONEERS OF TEXAS “BLOOD-AND-GUTS” KARATE: (LEFT TO RIGHT) GEORGE MINSHEW, KEITH YATES, PAT BURLESON AND ALLEN STEEN. IMAGE BY LYMAN ROARK

After a day of exciting seminars and a high-dan belt exam, 220 people attended the evening banquet. Featured was the “Texas Blood-and-Guts Karate Awards” given to several of the original champions, including J. Pat Burleson, Skipper Mullins, Fred Wren, Ed Daniel and Jim Butin. 10-degree black belt promotions were presented to some of the pioneers of American martial arts, such as Larry Ritchie, Richard Morris, and Barry Giumbellot. e

WE’RE SEEKING WRITERS MASUCCESS is looking for freelance writers to join our dynamic team of U.S. correspondents. We pay some of the best rates in the industry and all payments are upon acceptance. Writers should have some knowledge of the martial arts school business. When responding, please feel free to pitch

your story ideas (no more than 4 paragraphs including the type of photos/images that you can supply to accompany your idea). We prefer email responses. Do NOT send any completed manuscripts. We do NOT have time to read completed articles and they typically do not fit our standards or edito-

rial format. Please email your reply or story pitch to John Corcoran, Managing Editor, at jcorcoran@masuccess.com

WE’RE SEEKING STORY LEADS MASUCCESS is seeking reader tips and leads to find successful school owners in the U.S. and Canada. If you know of a highly successful single- or multi-school owner who you

believe can teach our readers the tricks of the trade, please submit his or her name, a brief description of his or her degree of success and his or her contact information. We will

follow up on all legitimate leads. Please email your leads to John Corcoran, Managing Editor, at jcorcoran@masuccess.com.

MASUCCESS

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PRODUCT SPOTLIGHT

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PRODUCT SPOTLIGHT

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PRODUCT SPOTLIGHT

96 ESPECIAL GI Century®

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The ’96 Especial Gi is named in honor of Brazilian Jiu-Jitsu Master Ricardo Liborio’s historic victory at the inaugural IBJFF World Championship in 1996. Century collaborated closely with Master Liborio to create the gi, which is made to IBJJF standards and built to endure tough training and competitions

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THE MAIA REPORT

WHY I’M PROUD TO BE A MARTIAL ARTIST BY KYLE YOUNG

MAIA DIVISION MANAGER

“I WANT TO GIVE MY PROPS TO YOU, FELLOW MARTIAL ARTISTS, FOR YOUR TIME, ATTENTION, AND FOCUS ON PASSING ON THE MANY INTRICACIES, TRADITIONS AND BENEFITS OF MARTIAL ARTS TO THE NEXT GENERATION.”

have to admit: About 15 years ago, I was merely a casual martial arts fan. Like so many other people, I would watch some of the primetime heavyweights box and I watched my share of UFC fights, but never really had the urge to step on the mat myself. Then, one day, I was invited to go try boxing lessons and the rest is history. I’m a fan of it all. My latest disciplinary pursuit has been Brazilian jiu-jitsu, in which I was recently promoted to purple belt. And let me tell you, the ride has been one I will always cherish. I don’t do it to chase the next belt promotion anymore. I do it because I love martial arts and I know the effect it has on those who dedicate themselves to the endless pursuit of knowledge. Martial arts truly changes lives. While my business education and experience far surpass my martial arts credentials, I have come to realize the countless benefits of martial arts. What other activity teaches physical fitness, self-defense, great mind and body control, dedication and courage? There’s nothing else that quite stacks up. So, I want to give my props to you, fellow martial artists, for your time, attention and focus on passing on the many intricacies, traditions and benefits of martial arts to the next generation.

One thing I love about martial artists, in particular is that as a whole, they are an extremely dedicated group of people. How many people outside of this community can say they’ve practiced an art for most of their lives? Or better yet, have been able to turn their dedication and passion for their hobby into their vocation? As we close out this year and prepare for the next, I want to thank you for your dedication and years of service to martial arts. As you move through the holiday season and into the new year, take some time to say thank you to your partner(s), staff, parents and students. From one martial artist to the next, we all can use a word of thanks or praise once in a while. Because you work in your school from day to day, it can be easy to forget what an impact you have on the lives of others. Take a moment to step back and realize the impact you and your staff are leaving on your community and your students. Each person who studies in your school is gaining a different benefit. Some are learning focus, discipline or self-control; others may be learning self-defense, confidence or personal responsibility. Whether you are teaching a student simple fighting techniques or you’re grooming a future martial arts instructor, take pride in what you do. A well-run school provides so much to so many. The last thing I want to mention to you is how excited we are to begin another year moving the industry forward. At the Martial Arts Industry Association (MAIA), we have tools to help you succeed, whether it is marketing materials or instructor drills from the SuccessKit, or the 1-on-1 interaction from one of our Elite consultants. We’ve been in this business for a long time and there’s a big reason why: Our coaches know how to coach. Are you willing to listen and put in the time and work it takes to make a positive change? Our team members are all successful martial artists and school owners. Let us help you button up the small things that can make a major difference in your business and your life. The dedication and passion for this industry is something I am able to observe every day. From the school owners we work with through the MAIA Elite and Elite Wealth programs, to the school owners we see every year at the Martial Arts SuperShow, I know a passion for the martial arts lies at the heart of this unique community. It is always energizing to see, and it reinforces my love for what I do when the people who get a glimpse of our community at these events comment on how great of a group we serve and represent. e m Kyle Young is the Martial Arts Industry Association Division Manager and can be reached at kyoung@masuccess.com.

MASUCCESS

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New programs can increase retention and expand your student base.

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FEATURED STORY

MASUCCESS

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FEATURED STORY

The Magic Of Modern Warriorship

Think warrior cultures are a thing of the past? Think again. Thereâ&#x20AC;&#x2122;s a new warrior in town and he or she shares key characteristics with the centuries-old one, thanks to the teachings of Penny Pitassi of 3T San Antonio. Through her carefully-crafted program, Modern Warriorship, she has combined a timehonored twist of epic proportions with a modern martial arts culture. By Andrea F. Harkins JANUARY 2016

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FEATURED STORY

“Everybody wants something to believe in and to buy into. That's why everybody goes to the movies to watch their favorite superheroes defeat evil,” says Penny Pitassi, architect of a novel curriculum she calls Modern Warriorship. “So, why can't our schools be that thing they believe in? Why can't they become the heroes they go to the movies to watch? “They can,” she adds, “because that's the modern-day warrior culture we've created in our schools.” Pitassi describes modern-day warriors as those who can “defend against the challenges of today's world because they are physically and mentally strong [karate-jitsu], while handling those challenges and adversities with grace and poise [karate-do].” In fact, she knows this warrior topic so well that she teaches as if it’s just another martial art skill at her thriving school, 3T San Antonio. Pitassi (pronounced, pa-tass’ee) doesn’t run a “run-of-the-mill” martial arts program. By adding the age-old and intriguing attributes of warriorship to her program, she infuses ancient tradition into a modern approach. Yes, warriorship has literally been around for ages, but Pitassi’s spin on it gives it a new face. Her unique approach prompts some intriguing questions. What inspired that idea? And how did she bring this concept forward and integrate it into her school? After joining the U.S. Air Force, Pitassi started her training at Bailey's Karate under Terry and Vicki Donovan in 1990, while stationed at Griffiss Air Force Base in Rome, NY. In 1995, she transferred to Scott

Air Force Base near Belleville, IL, where she studied shotokan under Bruce Ward. She inherited his class when the Air Force moved him to Washington State in 1998. She was a "martial arts orphan" without a direct instructor until 2008, when she became a student of Hanshi Terry Bryan in his shorin kempo karate system. She remained his direct student until he passed away in 2012. Pitassi taught at a YMCA starting in 1997 for about ten years while she was still in the Air Force. She opened her first commercial martial arts studio in 2007 because she wanted a career that would allow her to continue to have “a positive impact and influence on people.” Just as importantly, she wanted the freedom to stay home with her kids during the day, after military retirement. “It has allowed me financial freedom and the personal freedom to do the things I want in life,” she says. This is a woman who sets clear-cut goals and achieves them! These days, she’s able to homeschool both of her children while also running her successful martial art business. Pitassi’s school, 3T, has two locations in Texas. One school is in Swansea, while the main location is in San Antonio, the second largest city in Texas with a population of over 1.4 million. The median household income in the area is $50,075. Her schools are each 3,000 square feet and feature two training floors. Three other affiliated locations, in Colorado Springs, CO, St. Louis, MO and Hesparia, CA, have also adopted her curriculum.

MASUCCESS

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FEATURED STORY

Modern Warriorship Curriculum One would assume Pitassi’s novel warriorship program stems from her combined professional military background and her many years of teaching martial arts. But Pitassi says her curriculum was a concept initiated by her late teacher, Terry Bryan, who became famous in martial arts circles in 2002 for catching an arrow shot at him in mid-flight — while blindfolded — on the Ripley's Believe It or Not TV show. He was a big proponent of classical martial arts. This classical view of life, according to Pitassi, included martial arts and warrior cultures, both of which “stand the test of time.” Once she forged her way into school ownership, Pitassi began to incorporate some of the “martial” warrior principles from the past into her classes. She strives to teach her students the time-tested virtues practiced by members of various old warrior societies. According to her, these warriors were educated people who observed etiquette, followed a warrior code of principles and served others. This is what distinguished them as warriors and not “barbarians and thugs,” she says; and these are exactly the kinds of attributes into which Pitassi wants her students to assimilate. “Modern Warriorship is about a way of thinking and a way of living,” Pitassi carefully notes. “Hanshi Bryan used to call it ‘Iron Wrapped in Cotton.’ Modern-day warriors are strong enough to physically and mentally protect themselves and others, but also have the qualities of a lady or gentleman. In order to effectively parlay some of these warrior qualities into her teachings and her young students’ lives, Pitassi uses “superheroes.” First, she helps them to identify a favorite pop-culture superhero, in order to narrow the scope of what is important to them. Then she encourages students to behave more like their favorite hero. That’s the core tool she uses to help them grasp her modern-warrior traits. And what child doesn’t want to be a superhero?

Pitassi’s goal is to teach kids how to stand up for themselves or for others in varying situations, including things like bullying. Or, to find the courage to make good choices and say “no” to bad influences like drugs. Students readily engage in this type of warriorship concept, she says, because it’s fun and they learn “cool skills” in their training — the same skills that are demonstrated by their favorite superheroes. Pitassi further explains that when “they see the superhero within, they start to believe in themselves.” She inquires as to their “personal superpowers,” and helps them identify what attributes make them special or unique. “We have five warrior virtues we

“Penny Pitassi describes modern-day warriors as those who can ‘defend against the challenges of today's world because they are physically and mentally strong [karatejitsu], while handling those challenges and adversities with grace and poise [karate-do].’”

focus on,” Pitassi explains. “Discipline, courage, loyalty, speech and honor” [see sidebar story, “Powerful Warrior Tools”]. “We teach them not just the ideas behind those concepts, but focus on everyday ways to implement those things in their lives. Implementing those concepts for a 5-, 10-, 15-year-old or an adult is, of course, different.”

Converting Warriorship to Revenue

All of this warrior talk is great, but how does it help a program grow, increase revenues or retain students? There are several aspects of Pitassi’s warriorship program that present revenue opportunities, in addition to providing a great teaching platform. The “animal postures” are a great example. She implements animal postures, stemming from the kenpo side of her system, into her program. They are Tiger, Crane, Snake, Hawk, Dragon, Deer, Leopard, Monkey and Bear. She teaches her students how each one of these different types of warriors would interact in different scenarios. She and her instructors determine what posture each student most readily identifies with, then she shows them how to interact with others based on these postures.

JANUARY 2016

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FEATURED STORY

Powerful Warriorship Tools

Shodaan Coin

Warriorship is way of life that is well worth resurrecting in modern times. Penny Pitassi instituted a student creed that incorporates five warrior virtues. Each virtue is applied to a particular belt level:

DISCIPLINE. Uncompromising discipline is the across-the-board standard (1st-degree black belt and below).

COURAGE. Forged by adversity is their chosen way of life and is the physical and moral courage to live your convictions in your daily life (2nd-degree black belts).

LOYALTY. To faith, family and community, you must be above reproach and carry the responsibility to create in the world the things in which you believe (3rd-degree black belts).

SPEECH. Through thought, voice and action, your world is created by what you think and say (4th-degree black belts).

HONOR. Determine your personal warrior code and live it throughout your life (5th-degree black belts). These particular virtues were picked because they are the struggles with which people deal the most, and these creeds are reminders why they are so important. Pitassi conveys these virtues to her students in mat chats, which are used in every class and last about three to five minutes for the main talk. The instructors also continually reinforce whatever topics are highlighted in the chat. One theme is worked for at least five weeks and is always reinforced as a part of warrior life. Her team assigns students weekly "homework" that helps them apply warriorship concepts in their daily lives.

Pitassi is producing a line of t-shirts with each animal posture and its most notable attributes. The most recent, a tiger t-shirt, has the Courage kanji on the back. She plans to release a series of all nine animals over the next couple of years. In addition, she’s also writing a book on each of the postures that will be available to her students. She also currently uses a unique reward system with special “military challenge coins” (pictured). Students are kept strong in their commitment to warriorship by having to carry their military coins at all times, except when they’re in uniform taking class. At any time, a student can be “coined,” meaning he or she has to produce their coin as a sign of loyalty. If they cannot produce it, they have to do ten pushups. If they can produce it, the person asking them to show the coin must do the ten pushups. This leads to some very fun exchanges that build esprit de corps. Students can get “coined” outside of the school, too, at restaurants, stores — practically anywhere — and whoever loses has to do the pushups. It makes for some very interesting conversations and is also a great marketing tool. There are varying levels to the coin system with some that are very rare to receive. Kids love games like this. They have a lot of fun trying to catch one another without coins. Pitassi plans to introduce other coins over the next couple of years, associated with each animal posture addressed in her program.

Pitassi teaches that every warrior culture also needs a “team” environment, too. When individual resources are pooled together, a stronger synergy is created. Her students build a warrior group identity through the virtues, creed, school colors and mat chats.

Five Year Anniversary

MASUCCESS

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FEATURED STORY Kyoshi Coin

Warrior Culture “The beautiful thing about this system,” Pitassi shares, “is it allows us to use any and all warrior cultures. Most people in martial arts imagine and talk about samurai warriors. There are many movies, too, that feature warrior themes. The kids who enjoy Teenage Mutant Ninja Turtles, Power Rangers, anime, and games like Beyblade, Yu-gi-oh! and Pokemon fit neatly into this theme.” While some other schools might apply similar warriorlike or animal-posture concepts, Pitassi says, “Most of them aren't doing all of it and most of them don't have them packaged this neatly.” That seems to be the key to her success. She has taken the ordinary and “repackaged” it into something that’s new, exciting and rewarding. Everything in her program is designed to support the modern-warrior concept.

“It's much more powerful to live the life of a warrior hero than it is to go watch it in the movies,” Pitassi points out. Her whole point is to get students to become warriors through tools such as identification with superheroes, military coins, warrior traits, and animal postures, all mixed in with classical martial art skills. Pitassi considers her program to be extremely congruent, meaning it can be replicated. The teaching tools she uses with the warrior concepts and the animal postures make it extremely easy for even inexperienced instructors to perform very well, very quickly. Two of her main instructors at her San Antonio school who had limited experience both started teaching more at Pitassi’s school 12 months ago. With their help, and her heavily systems-driven business, she’s been able to grow the school by 40 percent in just one year.

3T Team Coin JANUARY 2016

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FEATURED STORY

Her other key to success has been the information she learned attending the annual Martial Arts SuperShow, the industry’s biggest business convention, which she considers the launching pad for her commercial career. There, she found all the answers she needed and met a lot of great people. “I got access to an amazing amount of information that helped me develop systems in my school and helped me grow into a professional martial artist,” she shares. There’s no doubt that Pitassi has cultivated a culture not readily seen in other martial arts schools or, for that matter, even in society at large. By using creative tactics with her students to become more like the superheroes they admire, she encourages them to become warriors themselves. Penny Pitassi’s warriorship mode brings the past into the future. Maybe there are no samurai that exist today, in their place are modern-day martial artists who live as if wearing armor, and who carry virtues and values like a warrior’s sword. e

m Andrea F. Harkins is a 2nd-degree black belt. She and her family own Family Martial Arts in Parrish, Florida. Andrea is also a martial art and motivational blogger at www.themartialartswoman.com and is writing a book about women and martial arts to be published in 2016. You can reach her at daharkins1@hotmail.com or on twitter at @harkins1. To learn more about how hundreds of other successful school owners, both large and small, operate, visit the Martial Arts Industry Association’s website at www.masuccess.com. Through this constantly-enhanced website, members can access a massive amount of useful information on just about any topic from A to Z.

MASUCCESS

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FEATURED STORY

Other Viewpoints on Modern Warriorship Penny Pitassi’s warriorship program is used by three 3T affiliates in the U.S. Here are their individual points of view on the curriculum.

George Mink St. Louis, MO

Eric Davis Colorado Springs, CO

Brandon Hastings Hesparia, CA

“Our ancestral warriors were faced with a more reality-based life, fighting for food, shelter and safety against enemies that would take it away from them at any cost. Today's warrior fights from within. It’s a battle against oneself to go beyond the distractions and complacency of modern life. It’s the ambition to strive and to push beyond the status quo. The modern warrior identifies with a sense of purpose that goes beyond oneself and stands out as an example of leadership. He or she is strong, but wields that strength to protect those weaker than him or herself and to fight for those who can't fight for themselves. His or her greatest strength is seen through their compassion for others. A 3T modern warrior chooses to do hard things — to do the things that others won't. That’s because he or she knows that their strength is forged through adversity, just as a sword's strength is developed through constant heating and pounding. A modern warrior is never a victim and never uses being a victim as an excuse to not succeed.”

“Throughout history, there have always been individuals separated from society, existing for a greater purpose. They serve and refine the world around them by challenging and fighting against the evil of their time. Although they know the way of violence, they choose the way of peace. The modern warrior holds himself to a higher standard and lives by the motto of kaizen — constant and never-ending improvement. Modern warriors come from all walks of life and are not separated by race, class or gender, but rather by the principles of discipline, courage, loyalty, speech and honor. Our purpose at 3T is to train modern warriors and to prepare them for the constant battles ahead of them in modern life.”

“Being a modern warrior is about training and working hard, mentally and physically, to become the best version of oneself. Not with the goal of glorifying oneself, but rather so the community can become stronger as a whole. As modern warriors, we stand up for what we believe in and for each other. We train hard so we can apply the lessons we have learned to-as-yet unknown challenges that, in the end, will contribute to the common, higher goal of working toward a better future for our families and our communities. As 3T modern warriors, we come together to create a place where we, as a family and a community, can take action to work toward making the world a better place to live in.” JANUARY 2016

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COLUMN

GROWING YOUR SCHOOL

It’s All About the Basics!

BY BARRY VAN OVER

“IF AMAZON. COM CAN SPEND 14 YEARS PERFECTING AND REFINING ITS BASIC BUSINESS SYSTEMS, THEN A STUDIO OWNER CAN, TOO. THAT IS, IF HE OR SHE WANTS TO STEP UP AND MAKE AMAZING CHANGES IN THEIR BUSINESS AND THEIR LIFE!”

was reading an interview recently with Jeffery Bezos, the American founder, president, CEO and chairman of the board of Amazon. com. Amazon.com, the world’s largest online retailer with nearly $89 billion in annual sales in 2014, is one of the iconic companies of the Internet era. Bezos, a Phi Beta Kappa graduate of Princeton University, worked as a financial analyst for D. E. Shaw & Co. before founding Amazon in 1994. He was named Time magazine’s Person of the Year in 1999. In 2008, he was selected by U.S. News & World Report as one of America’s Best Leaders. When asked in the interview what he attributed his company’s amazing success to, Bezos said simply, “For over fourteen years, Amazon.com has concentrated on perfecting our basics.” The basics! The CEO of one of the America’s top companies simply attributes relying on continuously refining its basic business systems to be the reason for their monumental success! Now, you may not find this revelation as exciting as I do but I spend a good part of my week on the phone or in person preaching the importance of implementing solid basic business systems in martial arts schools. I often find that, due to limitations in resources, staff, time or attention, school owners find systemizing their operation very difficult. You would think that someone who’s a black belt, someone who has spent years training and doing whatever’s necessary to be successful with physical techniques, would understand the importance of basic business

systems. You’d think they would use the same discipline and perseverance to implement basic systems that makes them successful in business. Any martial artist that can fight will tell you that it is all about building on the basics. There’s an old saying, “A black belt is just a white belt with great basics!” But in trying to convince some studio owners that, for them to succeed, they have to implement, perfect and rely on simple basic business systems, you’d think I’m asking them to burn their black belts! How many schools around the country tonight are operating on the personality of a key employee or with random guidelines? Or worse, on just sheer luck? How do some owners expect to sign up 20 new students monthly with no marketing plan or systems, no real intro program and no enrollment procedures? How do they expect to retain a high number of students with no class-management systems, no customer-service program, no upgrade systems, and with instructors that have no idea what it takes to teach a high-energy, exciting, benefit-driven classe? And, how does an owner expect to train staff members effectively in order to get the result that will make them successful and duplicate their efforts in order to grow? I think you are getting my point of why many martial arts school owners struggle simply due to a lack of basic systems. Now, trying to get other owners to spend ample time reviewing and perfecting the systems they have attempted to implement is another problem altogether. Listen up, folks: If Amazon.com can spend 14 years perfecting and refining its basic business systems, then a studio owner can, too. That is, if he or she wants to step up and make amazing changes in their business and their life! Every successful business from Amazon to Apple, from McDonalds to Macy’s, from Sony to Starbucks, and many of the top martial arts schools all have exact basic systems they rely on for results. If they didn’t, they’d all fail on multiple key operational levels! Every owner who invests time, money and energy in his or her martial arts studio should always realize one thing. “An average person that has a plan will always outperform a genius who operates on random actions.” Be that person with a plan.

m Barry Van Over can be reached at (877) 613-4900 or email him at barry@premier4success.com.

MASUCCESS

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MARTIAL ARTS INDUSTRY ASSOCIATION

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COLUMN

IN THE CLASSROOM

I Have Done My Best Work When. . .

BY DAVE KOVAR

“I HAVE ALWAYS DONE MY BEST WORK WHEN I’VE BEEN SURROUNDED BY COACHES AND MENTORS THAT HAVE HELPED TO POINT ME IN THE RIGHT DIRECTION AND GUIDED ME THROUGH THE INEVITABLE TURBULENT TIMES.”

would like to think that I’m a relatively intelligent and motivated person, and I’m pretty proud of what my company has been able to accomplish since I first opened my doors back in 1978. With that said, any success that I have had is due to the people in my life. I have always done my best work when I’ve been surrounded by coaches and mentors that have helped to point me in the right direction and guided me through the inevitable turbulent times. My parents, of course, would be at the top of my list. They were always (and still are) great role models and confidants. But there have been many others that have helped me along the way. Here’s a list of standouts: Mrs. Austin. My 6th-grade teacher, who told me I have good comprehension and really pushed me to read more. Her constant encouragement kept me focused on doing my best all school-year long, which really helped prepare me for middle school. Betty Staley. My high-school class sponsor, who wouldn’t settle for mediocrity, kindly demanding more out of me than I had planned on giving. Whenever I would try to hand in a lackluster assignment (which I think was most of the time), she would refuse to accept it. She’d look me in the eye and say, “David, you can do better than this. Try again.” As much as I hated hearing her say that, I knew she was right and, consequently, I would usually rise to the occasion.

Bruce Juchnik. My first martial arts teacher, who saw some potential in me and really pushed me to realize it. Not one for false praise, he rarely gave me positive feedback. So, when he did, I soaked up every word and then pushed myself to do more. Jhoon Rhee. An amazing martial arts role model, who helped me to see the potential of operating a martial arts school. I had no clue of what was possible with my school until Grandmaster Rhee started showing me the way. Tim Kovar. My older brother and business partner for 20 years, who kept me on task and helped me point my energy in the right direction. Tim really helped me to see the importance of structure and planning. Without his influence, I would probably still be “wingin’ it” most of the time. Nick Cokinos. The late founder of EFC [Educational Funding Company], who would never settle for anything less than my best and always found a way to get it out of me. He really helped me to see the positive impact that our profession could have on the world. John Corcoran. The MASuccess editor and martial arts author who helped me to craft my writing style and encouraged me to become an author. His ongoing patience and methodical method of critiquing my work really has helped to bring out my best. Dave Chamberlain. My current business partner and friend, who lives, eats and breathes commitment, hard work and integrity. He really complements my randomness with consistency and strategy. He knows where my strengths are and allows me to dwell there. My list could go on, but I think you get the idea. So, my questions for you are, “Do you currently have a coach? Do you currently have a mentor? Do you currently answer to someone who demands you to be at your best and keeps you on task?” If you have to think too long to answer, perhaps it’s time to start looking. When you find the right person, the upside will be pretty amazing and your life will change forever. e m You can contact Master Dave Kovar at dave.kovar@kovars.com.

MASUCCESS

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FEATURED STORY

MARTIAL ARTS TAKES PART IN

SPIKE TVâ&#x20AC;&#x2122;S

$100,000 Sweat Inc. Fitness Competition! 50

MASUCCESS

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FEATURED STORY

Spike TV is airing a new program that’s like a cross between Shark Tank and American Idol. This original reality-competition series pits 27 elite fitness experts in the nation to find the next big trend, giving the winner a $100,000 prize and a huge marketing opportunity. One of the show’s handpicked contestants, Focusmaster’s Kyle Coletti, is representing the martial arts industry. Let’s tune in and root for our guy! By Terry L. Wilson JANUARY 2016

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FEATURED STORY

Each day, more than 58 million people invade over 30,000 gyms and fitness clubs around the country in a never-ending struggle to turn a keg into a six-pack. This public craze to turn flab into fabulous has created a $20 billion fitness industry and turned countless fitness gurus into TV and media titans. But, long before there was a Jillian Michaels or Suzanne Somers and Richard Simmons, there was the pioneer who started it all, Jack LaLanne. LaLanne’s fitness show debuted coast-to-coast in 1953, when the audience watched him on small black-and-white TV screens. He continued promoting the benefits of nutrition and exercise until 1985. Arguably, he may have also been the first to invent and market a number of exercise machines, like the leg-extension and numerous pulley devices. In addition to his expertise in the area of fitness and nutrition, LaLanne was a showman. During every program he had “Happy,” his white German Shepard, by his side. And each year to celebrate his birthday, LaLanne would tow a large boat from the ocean to the dock by gripping the towline in his teeth and swim-pulling the ship behind him. What LaLanne started has exploded into a mass-media market fueled by commercials, infomercials, reality shows and fitness programs. In the public’s quest to find the next best thing, trends have become all the rage. Inventing a new fitness trend that catches fire with the general public, as veteran black belt Billy Blanks did with Tae Bo from 1998-2001, can make you a millionaire and a household name. Sweat Inc., a compelling new exercise/fitness competition in search of the next trend, debuted on Spike TV on October 20th. The show airs once a week on Tuesday nights, at 9:00 pm (CST), for ten weeks, ending on January 5, 2016, when the $100,000 winner will be decided.

Focusmaster Makes the Cut Prominent fitness coach and TV personality Jillian Michaels serves as Sweat Inc.’s host and executive producer and is a judge. The show’s competitors were chosen by invitation only, and the producers at Spike TV were very selective about whom they invited. Since the series is an unscripted competition, the producers left no stone unturned in an effort to showcase the best fitness talent in the U.S. They ended up with 27 aspiring fitness entrepreneurs competing to prove they've developed the most groundbreaking and effective exercise program out there. The producers’ goal: Discover among the competitors the next potentially big fitness phenomenon and help promote that product as America’s next popular exercise craze. Along with banking $100,000, the winner will have the opportunity to develop his/her brand and launch it at multiple Retro Fitness locations across the country. With all of the stealth of a ninja on the prowl, Spike TV sent casting directors to all of the major fitness conventions searching for unique exercise devices and programs. Just to get invited to the party the individuals selected had to pass a demanding criteria that surpasses, say, the number of crunches a person can do while hanging by his or her feet from a monkey bar, etc. The contestants had to demonstrate why their particular workout program and equipment merited making it to the finals. They also had to have a rock-solid business plan to back it up. Much to his delight, company co-owner Kyle Coletti of Focusmaster in Troy, New York was one of the 27 selected to be part of the show. Years ago, the Focusmaster team invented a brilliantlydesigned type of functional training equipment unlike anything anywhere else. Focusmaster offers up to 20 rotational targets for striking from any imaginable angle. Its innovative design gives users — anyone from a fitness fanatic, martial artist or boxer to anybody looking to get in shape — endless possibilities and striking applications to enhance their training.

MASUCCESS

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FEATURED STORY

“SWEAT INC., A COMPELLING NEW EXERCISE/FITNESS COMPETITION IN SEARCH OF THE NEXT TREND, DEBUTED ON SPIKE TV ON OCTOBER 20TH. THE SHOW AIRS ONCE A WEEK ON TUESDAY NIGHTS FOR TEN WEEKS, ENDING ON JANUARY 5, 2016, WHEN THE $100,000 WINNER WILL BE DECIDED.”

JANUARY 2016

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FEATURED STORY

FOCUSMASTER FOR SCHOOL OWNERS

Like Having An Assistant Instructor, Except You Don’t Have To Pay Him! “I joined Focusmaster about five years ago. It was two of my business partners that created the actual piece of equipment back in 1994,” Kyle Coletti explains. Coletti’s partners were two martial artists who had engineered an innovative piece of equipment that would allow them to get a thorough workout by themselves. Those inventors are Marty Keary and Jim Pettit, two fun-loving black belts who became known to annual MASuperShow attendees through their Focusmaster booth and energetic demos of their equipment. “The Focusmaster allowed them to work out without needing another person to hold different pads, targets and shields,” Coletti says. For many years, the Focusmaster was a unique piece of equipment that was well-received in the martial arts industry, but was mainly a side inerest for Coletti’s partners and not a business. “They would hit a few trade shows each year, and visit martial art schools once in a while. That was before MMA had become mainstream,” Coletti points out. “We had a cult following, but I knew it could be much bigger. “When I joined the team as an owner, along with my father and two other partners, I realized that we needed to move into more of a fitness-based company to expand our market.” Coletti would know. Ever since he was old enough to pull his chin over a fixed bar or do a dead-lift, he’s had a passion for fitness. Further, he was armed with a background in finance. “What I wanted was a quick, effective feel like a real fighter, but to never get hit myself,” Coletti says with a good-natured chuckle. “That’s how I came up with the concept.” So, Coletti conceived the Focusmaster Fitness program, combining the equipment with a specific total-body, 30-minute workout routine designed for everyone from beginners to professional bodybuilders, martial artists and MMA fighters. He also mapped out a strategy to increase the company’s profile resulting in better sales. When his partners all agreed to move forward with his ideas, Coletti said goodbye to his day job in the world of high finance. He put the Big Apple in his rearview, moved back home to Albany, New York and began working full time on Focusmaster. “We quickly realized that this program had a lot of layers and depth, which allowed us to go after a lot of new markets,” Coletti says. Nevertheless, the martial arts field remains one of the equipment’s core markets. For school owners, Coletti says that Focusmaster is like having an assistant instructor — except you don’t have to pay him and he never takes lunch breaks. “With Focusmaster, I can set up many different combinations and I can run members through line drills,” he explains. “The target height can be set anywhere you want at various levels. It can accommodate someone as young as four to a person that’s six-foot-five. “You combine all that with our new workout formula and the school owner can quickly and easily create a fitness-based workout to increase the school’s revenue,” Coletti summarizes. For more information about, or to purchase Focusmaster equipment, call a Century sales representative at (800) 626-2787 or visit www.CenturyMartialArts.com.

MASUCCESS

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FEATURED STORY

The company’s founders then created the Focusmaster Workout, a 30-minute, total-body class that incorporates elements of basic boxing and kickboxing on their innovative Focusmaster machine. The workout combines striking combinations and the efficiency of interval body-weight training to provide what they believe is the quickest and most effective fitness program around. So, while skillfully demonstrating the use of his Focusmaster at the International Health, Racket & Sportsclub Association (IHRSA) tradeshow, Kyle Coletti caught the eye of a casting agent on the lookout for people and products to appear on the Sweat Inc. fitness series.

Hollywood Is Calling “The IHRSA convention is the largest commercial fitness trade show in the world,” Coletti explains. “All the big gyms and manufacturers, like Gold’s Gym, Life Fitness, and other fitness giants, were all there. “We had a booth showing off our Focusmaster when I was approached by a casting agent who said, ‘Hey, your equipment, your personality and your product would be perfect for a new television show that I’m casting for. It’s going to be on Spike TV and it’s hosted by Jillian Michaels from America’s Biggest Loser.’” After working in New York for five years, Coletti had heard just about every come-on ever uttered. He was skeptical. “The first thing I thought was, ‘Awww, I don’t know how legit this is,’” he recalls. “At tradeshows, you can run into a lot of different personalities and most of ‘em are trying to sell you something.” “So, I gave her my card, and said, ‘It sounds good, give me a call.’ Of course, I never expected to hear from her again. But if it was legit, I didn’t want to pass up on an opportunity like this, either.” Soon afterward, the agent did call him. He was in, and the tedious process of being cast commenced. “We set up a series of Skype interviews, then I filled out a ton of paperwork detailing who I am, what my equipment was about, and outlining my workout program,” he explains. After acing that phase, he was flown to Los Angeles to undergo medical testing, to make sure he was up to the physical challenges the show would present. He passed that, too, and got the final call that he was officially part of the show’s cast. Sweat Inc.’s producers created a grueling contest that will test the contestants’ mental prowess and, especially, their business savvy. They must represent their product or brand under the watchful eye of one of TV’s most demanding taskmasters. Cracking that whip as host, judge and exec producer is none other than fitness guru Jillian Michaels, known for her role in the long-running TV series, America’s Biggest Loser.

JANUARY 2016

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FEATURED STORY

“THERE WAS ALSO A GREAT RISK ATTACHED GOING INTO THIS SHOW. THEY DIDN’T TELL US [THE PARTICIPANTS] THE FORMAT OF THE SHOW, SO YOU DON’T KNOW HOW YOU OR YOUR PRODUCT WILL BE PORTRAYED. THE LAST THING YOU WANT IS TO HAVE YOU OR YOUR PRODUCT BASHED OR SEEN IN A NEGATIVE WAY IN FRONT OF A NATIONAL AUDIENCE!”

MASUCCESS

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Coletti says it takes a lot of guts and confidence to pit your product and fitness program against some of the best in the game in front of a national TV audience. “I believe in my product, I believe in my presentation and what we have to offer,” Coletti says with great enthusiasm. “However, there was also a great risk attached going into this show. They didn’t tell us [the participants] the format of the show, so you don’t know how you or your product will be portrayed. The last thing you want is to have you or your product bashed or seen in a negative way in front of a national audience!”

Sweat Inc’s Elimination Process

“There were no real fitness demands that we personally had to go through, this was more of a business bootcamp type of competition,” Coletti says. “You needed to have all of your ducks in a row and be well-prepared for any questions or comments that the shows hosts would throw your way.” In addition to having exceptional business savvy, the producers were looking for someone that was camera-friendly. That “someone” had to stand out as a marketing superstar able to present a solid plan to sell and promote his or her specific fitness program. “Fitness is a multi-billion dollar industry,” says show-host Jillian Michaels. “We are looking for the next fitness phenomenon. It’s a brutal competition; you need a background in fitness with a business mind. These entrepreneurs have everything on the line; it’s the opportunity of a lifetime.” Joining Michaels on the Sweat Inc. judges' panel are fitness industry experts Randy Hetrick and Obi Obadike. Hetrick is the creator of Suspension Training and founder of TRX, the global leaders in functional training. Hetrick's unique accomplishments include being a collegiate athlete with 14 years experience as a Navy SEAL officer. Obadike is a nationally-recognized celebrity-fitness expert, trainer, and one of the top 10 most influential fitness authorities on the Internet. Twenty-seven ambitious contestants will be put through their paces, and will have to prove that their idea has what it takes to become a mainstream success. Each episode focuses on a specific fitness category (circuit training, interval training, platform devices, etc.), and highlights three entrepreneurs as they compete to win a spot in the season finale. Every week, the three judges will select one winner from a particular fitness category to advance to that finale. After 10 weeks on Sweat Inc., the winning entrepreneur will have demonstrated the highest level of business savvy and innovation, and have a complete workout movement ready for the masses. “There’s a wide range of entrepreneurs on the show. It is very stiff competition and to be part of that group is a great honor,” Coletti says. Throughout the season, fans can watch full episodes on Spike.com or the Spike app, and are encouraged to take part in the conversation by using #SweatInc on Twitter. For more info, including videos and photo galleries, visit sweatinc.spike.com. e m Terry Wilson is an Emmy Award-winning TV host/producer and longtime martial artist residing in San Diego, CA. He may be contacted at tleewilson@gmail.com. To read hundreds of articles and columns vital to your school business, visit the Martial Arts Industry Association’s website at www.masuccess.com. Through this constantly-enhanced website, members can access an enormous quantity of useful information on just about any topic from A to Z.

16 JULY 5-7 AT THE MGM GRAND

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What is MAIA? The Martial Arts Industry Association was established with a simple mission in mind — to grow the martial arts industry, one school at a time. For more than a decade, we have been the world’s most innovative and creative martial arts business association.

MEMBERSHIP Membership

MAIA members own some of the best and most successful martial arts schools in the world. From professionally created marketing materials to one-on-one consultations with MAIA’s expert business consultants, our members have access to the finest resources the industry has to offer.

CURRICULUM MAIA curriculum is created and endorsed by the most well-known and well-respected names in martial arts. Whether you are looking to implement new programs, conduct character-building seminars or lead a bullying awareness campaign, the curriculum developed by MAIA provides everything you need.

MARTIAL ARTS SUPERSHOW The Martial Arts SuperShow is the martial arts industry’s biggest event of the year featuring business seminars, certification workshops, physical training, exhibitors, and world-class entertainment. Be among the thousands of martial art school owners and business professionals who join together to perfect their craft and build their business. Join us in Las Vegas, Nevada July 6-8, 2015. To learn more, visit MASuperShow.com

Contact Us We exist to serve the martial arts industry. To find out more about how MAIA can help you and your school, visit us at BOOTH #211 to meet with a MAIA account representative. MASUCCESS.COM

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COLUMN

TURNING POINT

BY HERB BORKLAND IN THIS INSPIRING MONTHLY COLUMN, WE EXAMINE THE PIVOTAL POINT IN A PROMINENT BLACK BELT’S CAREER

Cezar Borkowski: Defying His Father, Who Wanted Him to Become a Doctor or Lawyer Canadian Hanshi Cezar Borkowski is a 9th dan certified by Japan’s All Okinawan Karate-do Federation. He’s the International Director of the Ryu Kyu No Kaze Society, dedicated to the preservation and propagation of traditional martial arts, and Director of Karate for the World Kobudo Federation, the largest global, multidiscipline martial arts organization. A former internationally-ranked competitor and six-time Canadian Champion, Borkowski was rated number-one by the North American Sport Karate Association (NASKA). He authored Modern Shotokan Karate, co-wrote The Complete Idiot’s Guide to Martial Arts, and researched and edited History and Traditions of Okinawan Martial Arts. In 1972, Borkowski founded Northern Karate, today one of the world’s most respected martial arts and personaldevelopment organizations with 9,000 members. His videos include the Essential Okinawan Kobudo series. He lectures internationally on martial arts and related topics.

Herb Borkland: Where did you grow up, and what did your father do? Cezar Borkowski: I was born in

Warsaw, Poland in 1956, when the THAT TOOK HIM OR HER country was still Communist. My father ONTO MAJOR SUCCESS was a self-employed businessman. Our IN MARTIAL ARTS family immigrated to Canada in 1966. BUSINESS, SPORTS HB: How did you first hear about OR FILMS martial arts? CB: At age five or six in Poland, at a National Book Fair, my older brother, Alex, bought a judo how-to book. The last page was a picture of two men in white gis, one poking the eye of the other, with a caption that read, “The most deadly form of judo is called karate.” That did it. I knew I had to learn karate. When we arrived in Canada, I began studying at the YMCA and then met Sensei Monty Guest. As a teenager, I studied at the main dojo of Master Masami Tsuruoka, the “Father of Canadian Karate.” It became my religion. I trained every day. I received my black belt in December 1971 and, one year later, took over a class of unruly teenagers nobody else wanted to teach. So, I was a student one day, the sensei the next. In 1972, I established Northern Karate. We’ve grown from those few teens in an after-school program to 13 full-time dojos and 9,000 active students. We feature a blend of traditional Okinawan karate and kobudo, boxing, submission grappling and silat. In 1986, I ranked number-one in the nation. What mattered was earning the respect of my American peers: Jeff Smith, Pat Worley, Larry Carnahan. We became friends, and I became the first President of NASKA [North AmericanSport Karate Association].

HB: Turning point? CB: A conversation I had with my pragmatic European father, who wanted me to become a doctor or lawyer. I told him I wanted to teach martial arts. He didn’t speak to me for a few weeks. And he never came to the schools or tournaments. Finally, he stopped by and saw the thousands [of people] at his son’s tournament and asked me, “Did everybody pay to get in?” “Yes,” I answered. He said, “You’re a success,” then turned and left. HB: Future? CB: I want to get to 20 schools. It’s about success. Our motto is, “Under-promise and over-deliver.” I’m more people-oriented than number-oriented. I have umpteen business associates. You bet on an individual, and so mentor him. There were problems in the past with people willing to wear the uniform and the patch, but their ideology was a little different. There were crises of faith. Others who work for me started as white belts and have put in 25 or 30 years with me. Who can say where franchise ends and family begins? My personal mantra is, “Do good by doing well.” Charity needs to be part of daily practice. When you improve the community around you, you succeed. If you don’t do that, I think you’ve failed as a martial arts leader. e m Herb Borkland can be reached at herbork@comcast.net.

MASUCCESS

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A MUST READ FROM AWARD WINNING SCHOOL OWNER OF 40 YEARS & RETENTION EXPERT

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A unique resource for all teachers and program directors! The perfect holiday gift!

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COLUMN

YOU MESSED UP! NOW WHAT?

It’s Not What You Say, It’s How You Say It

BY KATHY OLEVSKY

“WE CAN HELP ALL OF OUR STUDENTS ACCOMPLISH THEIR GOALS, IF WE CONSIDER HOW WE DELIVER THE INFORMATION RATHER THAN JUST FOCUSING ON STATING THE FACTS.”

’ve been operating a martial arts school full time for 41 years. I think I may have made every mistake that can be made in this business. The reason I’m still in business, I believe, is because I asked for help. I learned quickly that others before me had already found solutions. In this reality-based column, I’ll point out key mistakes I made in my business career, which are common errors among school owners, both large and small, throughout our industry. Then I’ll share the solutions I applied to overcome them.

She was complaining that she missed her mom and just wanted to go home. Of course, that tears at the heartstrings of any parent. Consequently, they were going directly home after preschool. Several things are happening here. The child who had been used to being with mom all day long was now away from her for eight hours, which seems like an eternity to her. Similarly, the fun of karate class had been forgotten over the few weeks of absences. I suggested to the mom that they plan an after-school event, and that it would require completing some job as a favor for the mom. The plan was, the dad was going to pick her up from school on Monday and they would come to the school for karate, then to the store to pick up the milk that mom needed. It would be the four-year-old’s job to remind dad to get the milk after karate and take it home to mom. Of course, we were now telling her she was going to karate class, but Have you ever had a parent tell you that it was how we told her that made it work. her child loves martial arts, but has started I also told the dad to be a “good finder” at the end of class. So often, complaining about going to class? This is a we hear about a child come running out of class happy she earned their great opportunity to give the parent a little blue stripe. But then, the parent ruins the moment by telling her if she guidance on getting that attitude changed. It’s had paid attention for the entire class, she might have gotten her other also a chance for each instructor to test his or stripe, too! The dad’s instruction in this case was to find one thing she her skills at giving that parent advice without did well in class and comment on it. sounding condescending. There are adult students in our schools who need a critique from I had a parent call me about his four-yeartime to time. Some, for example, have a few pounds to lose. old daughter who was enrolled in our preIn a recent staff meeting, we were discussing how to help an school karate classes. She was very happy to overweight adult realize he needed to trim down before accomplishing be in class until recently. They had a family his goal of black belt. We came to the consensus that we needed to issue that caused them to miss class for a few make it a “fitness goal” rather than a “weight-loss goal.” weeks. Now the four-year-old was giving them All of our black belt candidates have certain fitness requirements to a little push back about attending karate. reach before they can train in our Deputy Black Belt class. In our school, I asked if his daughter was in preschool for they must be able to perform 10 katas in a row at a normal perforthe first year, which, in fact, she was. She was mance speed, without the need for a break. I know some other martial going to school from 8:30 a.m. to 5:00 p.m. arts schools, too, that require some students to complete a run in a Then dad was picking her up and bringing her certain time limit. to our 5:30 class. We can help all of our students accomplish their goals, if we consider how we deliver the information rather than just focusing on stating the facts. e m Kathy Olevsky can be reached for questions or comments at kathy.olevsky@raleighkarate.com.

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New Content … New Look …

New MAIA SuccessKit January 2016

WEEK ONE

“

– GEOFFREY F. ABERT –

goal and tal to your instructors about a time frame. It takes years of hard work and dedication to achieve that goal, so don’t lose focus or get discouraged. Learning to set goals is key to success. Ask Your Students: 1.

What does goal setting mean to you?

2. Is goal setting important?

JAN

3. Should you always have goals whether it be in martial arts, school or at home?

January 2016

“

”

The process of identifying something that you want to accomplish.

The martial arts belt system is one of the greatest systems created when it comes to setting and reaching goals. It teaches us to set goals, attain them and see the visual results of our achievements. Achieving a Black Belt in martial arts has significant meaning and is associated with excellence. We can understand our goals with the visual aid of the different color belt system. If you are a new student, there are many short terms goals to reach — white belt, yellow belt, etc. The long term goal is to become a Black Belt. If you want to earn your Black Belt, set that as your long-term

WEEK TWO OUR GOALS CAN ONLY BE REACHED THROUGH A VEHICLE OF A PLAN, IN WHICH WE MUST FERVENTLY BELIEVE, AND UPON WHICH WE MUST VIGOROUSLY ACT. THERE IS NO OTHER ROUTE TO SUCCESS.

– PABLO PICASSO –

GOAL SETTING: Creating and achieving goals — Be SMART.

”

Timely: Set time frames or blocks of time when you plan to accomplish your goal. A time-bound goal establishes a sense of urgency and prevents goals from being pushed to the side from other daily activities.

Specific: Your goal needs to be specific (include details) and be stated clearly. A specific goal has a much better chance of being accomplished than a general goal.

A IA

E A K S

January 2016

What does goal setting mean to you?

2. Is goal setting important? 3. Should you always have goals whether it be in martial arts, school or at home?

January 2016

“

The MAIA SuccessKit is all new with updated newsletters, redesigned outreach pieces, and as always, new information each month!

”

The process of identifying something that you want to accomplish.

WEEK TWO OUR GOALS CAN ONLY BE REACHED THROUGH A VEHICLE OF A PLAN, IN WHICH WE MUST FERVENTLY BELIEVE, AND UPON WHICH WE MUST VIGOROUSLY ACT. THERE IS NO OTHER ROUTE TO SUCCESS. – PABLO PICASSO –

GOAL SETTING: Creating and achieving goals — Be SMART.

January 2016

“ ” BE FOCUSED!

”

Relevant: Make goals that matter to you. When you identify goals that are important to you, you begin to figure out ways you can make them come true.

We want to be smart when setting goals. SMART stands for Specific, Measurable, Attainable, Relevant and Timely. We want to intelligently decide what our goals will be so we can actually accomplish them.

What is an example of a SMART goal?

2. Why is it important to create SMART goals?

WELCOME TO JANUARY Jan 2016 WEEK THREE SUBTITLE 3. Can we create one SMART goal for everyone in class today?

ks ea br st

WEEK THREE

“

– GEOFFREY F. ABERT –

LOREM IPSUM DOLOR SIT AMET, CONSECTETUR ADIPISCING ELIT. INTEGER SODALES, EST Ask Your Students: What is an example of a SMART goal? EGET LAOREET CONVALLIS, Why is it important to create SMART goals? NULLA SEM SEMPER VELIT, EU Can we create one SMART goal for everyone in class today? CONSEQUAT EROS EST NEC.

Attainable: Your goals should be realistic and achievable.

THE MOST IMPORTANT THING ABOUT GOALS IS HAVING ONE.

Measurable: goal is achieved? You need specific criteria to measure your progress. Keeping track of your progress gives incentive to keep going.

GOAL SETTING:

A M2016

Relevant: Make goals that matter to you. When you identify goals that are important to you, you begin to figure out ways you can make them come true.

WEEK ONE

“

2016

GOAL SETTING:

THE MOST IMPORTANT THING ABOUT GOALS IS HAVING ONE.

January 2016

Hopefully you have had a relaxing winter break and are ready to go

GOALS THAT ARE NOT WRITTEN DOWN ARE JUST WISHES.

– FITZHUGH DODSON –

”

week 1

PARENT/GUARDIAN

on what you did, when you did it, how you reached the place you find

LE T T E R

yourself in and why you were or into the New Year. To get our MAIA THING “THE MOST IMPORTANT LOREM IPSUM DOLOR SIT AMET, were not successful in your previmembers off to theGOALS right start, we ONE.” ABOUT IS HAVING CONSECTETUR ADIPISCING GOAL SETTING: A goal is something you are willingare to work very hard achieve. ous endeavors. asking a tovery yetF.im– simple, GEOFFREY ABERT – ELIT. INTEGER SODALES, EST portant question: need to go. They also provide an opportunitywere you happy Goals need to be written down. Writing down For example, we have a goal for for celebration when you attain them. your goals forces you to clarify what you EGET LAOREET CONVALLIS, with your 2015 financial results?2If want. You must decide what you want when week Ask Your Students: Ask Your Students: MAIA and for the MASuperShow. NULLA SEM SEMPER EU you commit your goal toVELIT, paper. Writing down two tasksCAN are to 1) Set 1. How many goals have you written down? 1. How manyso, goalsthe have next you written down? goals and reviewing them regularly provokes “OUR GOALS ONLY BE REACHED For 2016, we want to grow the This is the time of year is picture is not to help you CONSEQUAT EROS EST NEC. 2. Where would when you place aitvisual ofof this article 2. Where would you place a visual picture of people to take action. Most people are visually your 2016 goals; and 2) Write down

GOAL SETTING:

A goal is something you are willing to work very hard to achieve.

Goals need to be written down. Writing down your goals forces you to clarify what you want. You must decide what you want when you commit your goal to paper. Writing down goals and reviewing them regularly provokes people to take action. Most people are visually motivated. If your goal is to get your black belt, then have a picture of a black belt and place it somewhere you will see it every day to remind yourself what your goal is. Writing down your goals also enables you to see and celebrate your progress. They enable you to see how far you have come and how far you

need to go. They also provide an opportunity for celebration when you attain them.

A VEHICLE OF A PLAN, event to over 3,000 members. all the things you did last year to This will take both reflection and accomplish your 2015 goals and planning. We will spend time VIGOROUSLY ACT. THERE IS NO repeat them. identifying the things that worked ROUTE TO SUCCESS.” for us in the past, and we will use If you didn’t do as –well as you PABLO PICASSO – that information to set a course for would have liked, then your two January 2016 January 2016 the future. action items are a little different. 1) Make a list of where you fell short. So, let’s work on our goals togeth“GOALS THAT ARE NOT WRITTEN Be brutally honest with DOWN AREyourself JUST WISHES.”er. Let MAIA continue to help you LOREM IPSUM DOLOR SIT AMET, First, deciding what is important Below are four steps to and, if you ALL WHO HAVE ACCOMPLISHED GREAT THINGS HAVE HAD ALL WHO HAVE ACCOMPLISHED GREAT THINGS HAVE HAD aren’t sure, consult with – FITZHUGH DODSON – reach your 2016 goals. Sign up CONSECTETUR A GREAT AIM, HAVE FIXED THEIR what GAZE ONmatters A GOAL WHICH A GREAT AIM, HAVE FIXED THEIR GAZE ON A GOAL WHICH staying focused:ADIPISCING and determining is an your staff. 2) Make a list of the WAS HIGH, ONE WHICH SOMETIMES SEEMED IMPOSSIBLE. WAS HIGH, ONE WHICH SOMETIMES SEEMED IMPOSSIBLE. today and be part of the 15 year SODALES, EST internal decision process. We all have ELIT.1.INTEGER things you– believe you could have Keep organized. – ORISON SWETT MARDEN – – ORISON SWETT MARDEN anniversary of the Martial Arts Supeople in our lives who influence that EGET LAOREET CONVALLIS, done to do better. 3. Manage your time. ItGOAL seemsSETTING: obvious, but as the as a goal. GOAL SETTING: Board breaking perShow. Sign up today and save. “ALL WHO HAVE ACCOMPLISHED decision, but ultimately you are the NULLA SEM SEMPER VELIT, EU This goes hand in are, hand with days pass by and events, special Call MAIA at 866-626-6226. No matter where you self-reGREAT THINGS HAVE HAD A GREAT your attention to be diverted from your goal your attention to be diverted from your goal To achieve the goal of breaking a board using To achieve the goal of breaking a board using determining factor. You set the stage. CONSEQUAT EROS EST NEC. (the board), you’re likely to not strike dead(the board), you’re likely to notAIM, deada side kick, there are several smaller goals a side kick, there are several goals making lists. Keep on track and performances, andsmaller the holidays HAVE FIXED THEIR GAZE ON A flection is strike just asnot important as goal on oris with as much force, causing on or with as much force, causing you to along the way that mustYou be met. along the way that must be met. decide what important and you to not don’t let others manage your GOAL WHICH WAS HIGH, ONE WHICH themselves happen, remaining reach your goal. reach your goal. First, you must lean proper technique for First, you must lean proper technique for setting. It is important to reflect what is not.

“

goal eye to lookoff at every day? motivated. If your goal is to get your black very easy to take your your the ball determine what should be important belt, then have a picture of a black belt and 3. How would you celebrate achieving every 3. it somewhere every day this – SUN TSU you – will see itbefore, article mentioned or lose focus on the things really new color belt onthat your way to becoming (as the place to remind yourself what your goal is. Writing a black belt? matter. As the holidays approach is an internal decision that can only 4. What goals can you set outside of and the New Yearmartial rollsarts? in, it is easy to be made by you), but we can offer some simple steps that should help forget where our priorities should lie. Take some time to refocus yourself you stay focused once you decide and reevaluate the things you are where your priorities lie during this busy holiday season.

WEEK FOUR

THROUGH your goal to look at every day?

IN WHICH WE MUST FERVENTLY How would you celebrate achieving every new color belt on your way to becoming BELIEVE, AND UPON WHICH WE MUST a black belt? What goals can you set outside of martial arts? OTHER

week 3

WEEK FOUR

” KID KICK”

throwing a side kick. Use your entire body to back up your leg to break the board. This makes the kick much stronger, just like having outside support makes us stronger and spurs us on toward our goals. Be confident. See yourself kicking through the board. Practice over and over.

– SUN TSU Speed is the next key. Breaking a board throwing a side kick. – Use your entire body SOMETIMES time for you.takes SEEMED IMPOSSIBLE.” organized will help you stick toquick, decisive action, and the same is true for to back up your leg to break the board. This any goal you set. Decide on the best course – ORISON SWETT MARDEN – makesgoals. the kick much stronger, just like having your 4. Make time for breaks.

If you asked others “What’s outside support makes us stronger and spurs us on toward our goals. Be confident. See what should I focus important and Ask Your Students: 2. Make list.through the board. Practice yourselfakicking is another example on?” you’ll hear 1.a What spectrum of of a goal you over and over. To-do lists are key to staying can set in martial arts? Next, you must learn to focus – intensely. answers as diverse as think theyou people you 2. Do you can set your own goals? Direct your eyes, ears, act brain and focused. They as full a attention road Should you help others around you to on the task at hand. Focus on the center of the question: family,3. work, education, map getting achieve their goals? boardto when attempting important to break it. If you allow friends, the list goes on. The intention things done.

JANUARY 2016

and move!

At first this may sound counterintuitive, but breaks allow you to recharge and catch up internally. And remember, staying focused is the key to accomplishment.

Ask Your Students: 1.

What is another example of a goal you can set in martial arts?

2. Do you think you can set your own goals? 3. Should you help others around you to achieve their goals?

Dear parents and/or guardians...

• Help your children place a visual This month we will discuss goal setting reminder in your home where they can and why it is important to have goals and see it every day to remind them to stay write them down. Proper goal setting will active in pursing their goals. help your children decide what they want to achieve in life. Their short-term goals • Discuss with your children why setting will help keep them motivated and build ©2016 MAIA, LLC. / 0116MAIAKIDKICK goals is important. self-confidence as they successfully achieve • Make sure your children understand their long-term goals. Be Focused! that goals are part of teamwork and leadership not just School Calendar individual accomplishments. • HelpYour your children be S.M.A.R.T. Getting Vitamin D • Have your children get a buddy that about creating goals. Work with them Nutrition In-Season has a similar or same goal so they can on setting goals that are Specific, help and support each other. quite a bit. This month, we Relevant are going to Measurable, Attainable,

WHAT ’S

INSIDE

Next, you must learn to focus – intensely. Direct your eyes, ears, brain and full attention on the task at hand. Focus on the center of the board when attempting to break it. If you allow

week 4

NEWSLETTER

Speed is the next key. Breaking a board takes quick, decisive action, and the same is true for any goal you set. Decide on the best course and move!

Goal Setting GOAL SETTING IS THE PROCESS OF DECIDING WHAT YOU WANT TO ACCOMPLISH AND DEVISING A PLAN TO ACHIEVE THE RESULT YOU DESIRE.

Goal Setting

HOW CAN YOU HELP?

In your martial arts classes, we talk about goal setting and Timely. spend some time talking about setting “SMART” goals. This means setting goals that are specific, • Set family goals to help your children learn the importance of goal setting. measurable, attainable, relevant and timely. Let’s talk about what • Havethat your means: children write down their goals including goals for school, home and in martial • S – Specific. While “Be better in school” might be an admirable goal, arts. it isn’t specific enough. Decide what “better” means to you and focus on that. • Allow your children to create a timeline including short-term and longterm goals. • M - Measurable. Some goals are easier to measure than others. School-related goals are measurable because you get grades in school, but goals•related toa keeping your room clean Decide as family what the celebration willyou be upon reaching might have to be measured in terms of the number of times vacuum or every dust shorteach week.

Try it today for

just $19.99*

and see what the MAIA

SuccessKit can do for you.

• Be a role model — set a personal goal along with your children so they can watch you achieve. There is no better way to learn than by following an example.

term goal.

• A – Attainable. If you haven’t learned to swim yet, then setting a goal of learning to dive isn’t attainable right now. Set goals you can achieve, and gradually work your way up to more difficult things. • R – Relevant. Set goals that matter to you. You are a martial artist, so setting a goal related to getting your next stripe or belt would be a great way to motivate yourself.

• T – Timely. If you set goals like “Shovel the sidewalk” without giving yourself a deadline, you will probably have a harder time getting started and a harder time completing that task. Instead, give yourself a deadline and work to accomplish the goal on schedule, or ahead of schedule. Setting SMART goals helps you focus on the things you want and make a plan for how to get them.

*Introductory price for new SuccessKit customers. Online Kit only; offer expires December 31, 2015 ©20 15 MAIA, LLC. #9828

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FEATURED STORY

How To Great Living

100

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FEATURED STORY

Make A With Only

Students! The majority of martial arts school owners has 80 to 100 active students and struggles to survive. But MAIA Elite Consultant and highly-successful multi-school owner Mike Metzger says they donâ&#x20AC;&#x2122;t have to struggle. By making more transactions per student and more money per transaction, you can work your school full time and live comfortably. He tells you precisely how in this power-packed educational article. By Glenn Moses

JANUARY 2016

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FEATURED STORY

â&#x20AC;&#x153;In his capacity as a Martial Arts Industry Association (MAIA) consultant for the past decade, Mike Metzger has coached hundreds of school owners around the world to achieve lofty goals and financial success. Further, he practices, in a highly successful manner, what he preaches. He and his partner, Frank Silverman, own and operate 10 thriving schools in Orlando, Florida. 72

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FEATURED STORY

How to Maximize What You Have

Pricing Structure

At the 2015 Martial Arts SuperShow last July in Las Vegas, Metzger spoke to a capacity audience, all of them eager to pick his brain on how to become a more successful school owner. “My topic at the SuperShow was how you can make a great living with just 100 students,” says Metzger. “I picked 100 because the majority of school owners have around an average of between 80 and 100 students.” Metzger notes that many owners at that level are struggling to make a living. However, he adds, the term “struggling” is subjective. What one person considers a bad month could to another be a windfall. “What I mean by struggling is that the school owner isn’t making the living that he or she would want to make,” he says. “Many of them keep their school open by working a full-time job somewhere else. They run a school because of their passion for the martial arts. “The other reason why this is such a hot topic is because everybody believes that the only way to be more financially successful in the martial arts industry is by getting more students. And that’s only a small piece to the puzzle.” Metzger is one martial arts authority who knows every piece of the Big-Picture puzzle. When it comes to the school business, he’s considered a mastermind. In his capacity as a Martial Arts Industry Association (MAIA) consultant for the past decade, he’s coached hundreds of school owners around the world to achieve lofty goals and financial success. Further, Metzger practices, in a highly-successful manner, what he preaches. He and his partner, Frank Silverman, own and operate 10 thriving schools in Orlando, Florida. Metzger says that for the past decade, his answer to the most frequent question he’s asked is, “While acquiring new students is the lifeline of your business, you need to know how to do more with the students that you have.”

“The problem is that school owners aren’t maximizing the students that they have,” Metzger explains. “For the sake of argument, let’s say you live in a small town and you just can’t get more than 100 students. Here’s how you can make more revenue with only having those 100 students.” Metzger says schools need to know how to structure pricing, but he’s quick to add that you shouldn’t confuse pricing structure with how much you charge. To make his point, he uses the following scenario. “If I have 10 students and the guy across the street has 10 students and we both charge $100 a month, who’s going to have the most money at the end of the year?” Answering his own question, he says, “A lot of people would think you’d have the same amount, but here’s the difference. First of all, I’m a firm believer in contracts. I tell people to get away from the idea that you are selling memberships; we sell programs. So, I sell a program for $1,200 a year and here’s how I break it down. “You can pay me $100 a month for 12 months or you can give me $200 down with payments around $85 a month. Or, you can give me $400 down and your payments would be around $65 a month.” Metzger’s goal is to get at least two of the 10 students to pay in full. To accomplish this, he may offer a $200 discount and, for argument’s sake, let’s say two of them accept the offer. “Now, I’ve just generated $2,000. And out of the other eight people, maybe some put down $100, maybe $200 or even $300,” he says. “So now, I’ve generated around $3,600 from those 10 students, as opposed to my competitor across the street who only made $1,000 with the same number of students. ” Adding to that amount, Metzger says that most schools that have 100 students will pick up an average of five new students a month. So, you cut the above numbers for 10 students in half. “Now, with five new students a month, instead of getting $1,000 a month from each one it would be $500,” Metzger says. “And instead of $3,600, it would be $1,800. ”

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Dreams Can Come True “Frank Silverman and I got involved with MAIA [Martial Arts Industry Association] back in 2001,” explains Mike Metzger. “Then, in 2003, we started the MAIA Elite Program, which is one-on-one consulting. Our goal was to help school owners live their dreams by making a genuine living in the martial arts.” As a consultant, Metzger has taken schools that were grossing $4,000 a month and, in a span of just three years, increased that number to $40,000 a month! “And that isn’t a one-time hit, either,” he points out. They are consistently averaging over $40,000 a month. “We’ve had people that had full-time jobs and were teaching martial arts parttime that were able to quit their outside jobs and run their martial art school full time.” With 10 schools in Orlando, boasting a student body of 1,500, Metzger’s schools enroll between eight to 10 new members each month, which, he openly admits, is not the highest enrollment numbers possible.

Applying Upgrades Metzger is quick too point out, to, that the entire business world is “Super Sizing” its product. You can pay a couple of bucks for a burger or dig a little deeper into your wallet and upgrade to fries and a drink. Even that upgrade has an upgrade: For a couple bucks more, you can upgrade to a medium or large fries and drink. Every infomercial you see on TV has the famous line: ”But wait! There’s more!” There’s your upgrade. For a few dollars more, you can get an extra jar of face cream or a second set of imported Swiss steak knives. “There isn’t a business on the planet that does not offer an upgrade,” says Metzger. “You buy a car, you want power windows and a sunroof. That’s an upgrade. You stay at a hotel and want the breakfast package, that’s an upgrade. Everybody has an upgrade and our business should be no different.” Metzger has applied this strategy to his enrollment program and it’s working like a charm. “When I enroll a new student, I pre-frame the upgrade program, but explain that it’s something you have to earn to be eligible for. So now, I’ve planted the seed for the upgrade program. “If I sign you up at $100 a month and, after you’ve been my student for a few months, I tell you that you’re ready to advance to the next level. This finesses the upgrade to the next program.” At this stage of Metzger’s upgrade pitch, he begins to list the new techniques the student would be learning. The class could be teaching weapons, advanced kicks, even grappling, none of which are part of the student’s current basic program. They are only available if the client enrolls in the upgrade package. “Let me clarify something else here,” Metzger adds. “Let’s say you have a taekwondo school. There’s a required curriculum to get the black belt, just as there is in judo, karate or any other style of martial art. “But, in conventional taekwondo you aren’t normally required to learn weapons or grappling,” he points out. “You don’t need to know any of those things to get a black belt. So, in this case, you enhance your higher-ranked programs by adding these features to your curriculum. It gives your students the opportunity to become a more well-rounded martial artist.” So, for an additional $25 a month, the student can come in one extra day a week and begin learning everything offered in the upgrade package. “By doing this,” he adds, “I have created a program that has value to my customers for only $25 a month. They’ve been paying $100 for several months already, so now it isn’t a big deal for them to bump up an extra $25.” Let’s say Metzger gets 100 students to pay that extra $25 a month. That’s another $30,000 a year in pure profit! It’s one more key component to making more profit with a set number of students. Of course, if you have a larger student base the profit will grow accordingly and vice-versa for fewer students. Metzger says that boredom is the reason most kids drop out of training, which is another advantage of an upgrade. It provides them with a new learning experience and keeps them motivated. Upgrades, in fact, are so important that Metzger says you should offer at least three of them. They could be a Basic Program, Black Belt Club and Masters Club. And you can name your upgrade programs whatever you want.

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Scheduling “The next step to making a great living with 100 students is scheduling,” says Metzger. “It needs to be convenient for your customers. I use a flip-flop schedule using 6 p.m. as an equator. So, for example, if I offer a beginner class on Monday before 6 p.m., on Tuesday I might hold one after 6:00 pm. That’s the same with all my classes.” Metzger emphasizes the importance for the schedule to show off the programs you offer. They must be set up to show value in those programs and also to justify the extra cost. At his schools, classes on Monday and Tuesday are separated by rank, which includes beginner, intermediate and advanced. On Wednesday and Thursday, classes are then separated by what program the student is signed up for. “For example, if you and I are both yellow belts but you are in the Black Belt Club and I’m not, the schedule differs,” Metzger explains. “On Monday, you and I come to the same class because that’s a rank class. But on Wednesday, I have to attend the basic class at 5:30, while you’re going to the Black Belt Club class at 6:15. You’re going to get a totally different experience than me.”

“Everybody has an upgrade and our business should be no different. If I sign you up at $100 a month, after you’ve been my student for a few months I tell you that you’re ready to advance to the next level. This sets up the upgrade to the next program.” Section 4.indd 75

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FEATURED STORY

Integrating the Five Profit Centers “Making a great living from 100 students requires a good pricing structure, the programs you offer and your scheduling. That’s number one,” says Metzger. “Second, you have to learn how to integrate your profit centers. In the martial arts school business, there are five specific profit centers: new students; retail/product sales; upgrades; retention; and special events.” Metzger says too many schools make a mistake by believing retail revenues all come from their pro shop. He generates far more income through product-package sales and programming product for profit. “An example of that would be to hold a special seminar using kicking shields. Now, you offer the seminar cost-free, but the students need to purchase a kicking shield to attend. So, I’m going to sell kicking shields and generate retail revenue despite the seminar being free.” “Packaging” is another key factor in Metzger’s approach. “I tell a new client, ‘This is the New Student Package. It includes everything you’ll need for the next 12 months of your training. It has your uniform, a patch, a school t-shirt, a bag and a square hand target. Normally, this costs $100 plus tax. But, because we packaged it, the price is only $79 plus tax. How would you like to pay for your package today?’”

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Metzger points out that many school owners give items away to new enrollees. It might be a free uniform, a patch and a bag, but those items all cost you money and take away from your bottom line [see sidebar story, “Maximizing Profitability”]. “I haven’t found a supplier yet that gives me free uniforms or t-shirts,” Metzger quips. “So, it doesn’t make sense for a business model to be giving that stuff away for free.” When it comes to special events, Metzger says his schools must do at least one extra income-generator every month. “Let’s say I have 100 students,” he explains. “On Friday evening, I’m going to do a Nuclear Dodge Ball Night or maybe a Nerf® Wars Night or a Pizza Night. Whatever it is, I charge $25. Even if I only get 20 students to attend, I just generated an additional $500. That will increase my student value for those 20 students by $5 across the board. “Overall, if I have 100 students and I charge $100 a month tuition, that equals $10,000. But with that special-event income-generator, I’ve boosted that month’s gross to $10,500. So, my average customer is now worth $105.”

“You have to learn how to integrate your profit centers. In the martial arts school business, there are five specific profit centers: new students; retail/product sales; upgrades; retention; and special events.” 11/2/15 4:54 PM

FEATURED STORY

Maximizing Profitability

Summary “There are three ways to grow any business in the world,” Metzger summarizes. “Number one is, you need more customers, and that’s where most school owners stop in our industry. Two, you need more transactions per customer. And three, you need to make more money per transaction. “Our industry needs to learn these three core things to grow, and that’s when you’re going to make a great living with just 100 students. ” e To read many more insider tips about becoming a better instructor and successful school owner, visit the Martial Arts Industry Association’s website at www.masuccess.com. Through this constantly-enhanced website, members can access a massive amount of useful information on just about any topic from A to Z.

Mike Metzger explains that his pricing has a lot to do with what he terms “maximizing profitability.” This is accomplished by eliminating any expense associated with enrolling new students. “If you come into my school and give me $100 or $500, there is no expense to me. That’s pure profit for the company,” Metzger explains. “I don’t need more staff for you to give me a down payment. I don’t need a bigger facility. “So, if I enroll five people and I get one out of the five to pay me in full, that’s $1,000. Then, if I get the other four to give me an average of $200, that’s another $800 in revenue. And it’s all without spending a penny. “That gives me $1,800. Let’s say the school owner down the street just collects $100 a month and, out of that amount, grosses $500. That’s a difference of $1,300 more that I’ve earned. Now, multiply that figure over the course of a year and I’ve made an extra $15,600 in revenue.” “You must structure your pricing structure,” explains Metzger. “At our schools, we have four options in our pricing structure. You can pay in full and we give you a discount. We also have three monthly-payment options, for which you either put down $399, $299 or $199. “If you put $399 down, you get a 15 percent discount. For $299 down, you get a 5 percent discount. If you do $199, there’s no discount, but we don’t charge any interest or finance charges.” Metzger explains there’s a psychological reason attached to his pricing-structure format. “If you come to my schools to sign up and I tell you it’s $199 down and $139 a month, well, that sounds like a lot of money,” he says. “However, I start with the paid-in-full option first, then move downward to the $399 and $299 options. By the time I get to the lowest $199 option, it doesn’t seem like so much money to the customer. And that’s the psychology of sales,” he concludes.

JANUARY 2016

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FEATURETTE

Epic Kung Fu Panda 3 Release! ®

K ick off 2016 with a real boom! Capitalize on the tens of millions of dollars in promotion behind the upcoming movie, Kung Fu Panda 3. Here’s how to use this spectacular opportunity locally to drive new students into your school.

ung Fu Panda 3 is a 3D computer-animated, action-comedy martial arts film scheduled for widespread North American theatrical release on January 29, 2016. Cinematically, the martial arts are often mixed with other genres, like action and comedy. In terms of genre-specific, however, Kung Fu Panda is, to date, the most profitable martial arts motion picture series ever produced. In theatrical distribution alone, the first two blockbusters earned $380.5 million in North American movie houses (and a cumulative $1.29 billion worldwide)! The first two films of DreamWorks® Animation’s critically-acclaimed Kung Fu Panda franchise opened in 2008 and 2011. Both were honored with Academy Award nominations for Best Animated Feature Film. The animated Kung Fu Panda franchise has also spawned an entire industry of its own. In addition to the two megahit feature-length films were three short motion pictures, a TV series (78 episodes in three seasons), a live arena show and four video games. Kung Fu Panda 3®, with a reported $140-million budget, will again feature the voices of an all-star cast: Jack Black, Angelina Jolie, Dustin Hoffman, Jackie Chan, Seth Rogen, Lucy Liu, David Cross, James Hong, Bryan Cranston, Kate Hudson and J. K. Simmons.

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How to Maximize This MovieMarketing Opportunity Martial arts school owners that connected to the massive publicity/ promotion behind the first two Kung Fu Panda films drove a lot of new young students into their schools. Here are the multiple ways you can get involved with your local theater chain and generate new business through Kung Fu Panda 3. Contact the theater manager and negotiate the following: 1. A discounted rate for your student’s tickets on an opening weekend morning. They are almost always excited about filling a theater on, say, an early Saturday morning when the theater is normally closed. Make it clear you plan to pack the theater and negotiate a discount off of whatever the matinee price is.

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FEATURETTE

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In exchange for filling the theater, you want the following: a. One of your free-lesson passes handed out with every ticket sold for the entire run of the film. b. The opportunity to perform demonstrations in front of the theater as the film ends and patrons are leaving. c. A poster and lead-box setup in the lobby announcing the free passes and demo times. You may have to supply everything for this including the table, so be prepared to make it easy for the manager to say yes. Be sure to keep the table stocked with newsletters. d. You’ll supply free t-shirts for all the tellers to wear on the days you are performing. e. Remember, while you might not get everything you’re asking for, as hockey great Wayne Gretzky once said, “You miss 100 percent of the shots you don’t take.” Use your best negotiation skills and find a way to compensate for anything you aren’t able to get.

Hang your posters inside your school to promote the private screening of the new film. Let students know they are receiving a discounted rate and encourage them to bring all of their friends. Have them arrive one hour early so they can see your demonstration and still have plenty of time to get seated. 4. Promote your event using social-media outlets. Invite people to come to your school to purchase their tickets for your event. 5. Send press releases out to news outlets inviting the media out to the private screening. Suggest that they may want to ask some of your martial arts students what they think about the film. Join the excitement: Visit YouTube and watch the Kung Fu Panda 3 trailer, then get busy calling your local theater chain!

11/3/15 2:02 PM

COLUMN

CONSULTANT’S CORNER

BY MIKE METZGER MAIA CONSULTANT

“THESE ARE SOME OF THE IDEAS WE USE TO GET PROSPECTS INTO THE SCHOOL WITH VERY LITTLE MONEY AND VERY LITTLE WORK.”

4 Ways to Market on a Tight Budget

frequent question I’m asked is, “How can I market my school if I don’t have money to market?” You have to understand that there are two categories in marketing, internal and external. “External Marketing” requires either dollars or sweat equity — meaning, you place flyers, access academic schools and daycares, network with businesses, etc. “Internal Marketing” is very effective, but doesn’t take as much effort. Here are four Internal Marketing promotions that you can do to get new prospects into your school to start the New Year off strong. 1. Know How to Do a Buddy Day A lot of schools promote a Buddy Day, when they allow their students to bring a friend to class with them. The key in making this successful is how you present it. When promoting this, make it exciting! Instead of just announcing a Buddy Day, let your students know that you’re going to have a contest next week between the students and their buddies. Ask your students if they think they are faster, more powerful and have better endurance than a non-martial arts friend of theirs. Then say, “We’ll find out next week when everyone can bring a friend to class and we’ll have some fun contests.” Give all your students a “VIP Pass” to invite their friends to join them in that class. This is an example of how to create a little more excitement and get more students to bring buddies to class with them. 2. Win a Free Martial Arts Pizza Party Another easy way to get prospects into your school is to award current students every time they attend class. Let your students know that, for an entire month, every time they come to class they will get a ticket. Then tell them to put the ticket in your prize box (any box in front of your lobby). At the end of the month, you’ll pick five winners who will win a Free Martial Arts Pizza Party for them and up to 10 friends.

Pick a time and date for the pizza party. When you pick the five winners, give all of them 10 invitations each to invite up to 10 friends to this party. If each of them only brings, say, three friends to the party, that’s still 15 prospects you brought into your school for minimal effort. 3. Martial Arts Birthday Parties Birthday parties held at your school are another great way to get prospects into your business. The best way to get new prospects is to make a list of all of your beginner students and give them a discount if they book a birthday party with you to hold within the next three months. Beginners typically won’t have a lot of existing martial arts students attend their birthday parties since they are new and don’t know as many people in your school like an advanced student would. You can also offer every new student a discount if they book a birthday party with you on the day they enroll, regardless of when it is. This will keep a consistent stream of birthday parties in your school so you can capitalize on all the exposure it brings to your school. 4. Instructor for a Day Ask all of your students how many of them would like to be the instructor for one day at your school. Let them know that they can have that opportunity for one particular day class, which can be held on a Saturday for two hours. Do not charge for this event and limit it to no more than 20 students. This will create urgency for sign-ups. Tell your students that they can bring anywhere from one to three friends and those friends will be their students. One of your staff instructors will teach the “student-instructors” a combination that they will then have to teach their friends. Then, the staff instructor, along with the student-instructors, will test the friends on that combination. If the friends pass the test, their student-instructors will award the friends with a white belt. You will award the student-instructors with a certificate that states they were an “Instructor for a Day.” This will not only bring in prospects, but also aid in retention. These are just some of the ideas to get prospects into your school with very little money and very little work. Once you have the prospects, though, you must have a system to convert them into students, which is a whole different topic. e m For questions or comments, contact Mike Metzger via email at mmetzger@masuccess.com or call the Martial Arts Industry Association at (866) 626-6226.

MASUCCESS

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COLUMN

GROWING YOUR SCHOOL

Sparring Does Not Lose Students When You Conduct Your Classes This Way

BY CHRISTOPHER RAPPOLD Image by Chris Split Photography

“REPLACE HARD IMPACT WITH TOUCH PRESSURE. 30% SPEED AND 30% POWER IS HOW TO TRAIN IN SPARRING WITHOUT RISKING INJURY AND ALSO CORRECT UNNECESSARY PHYSICAL TENSION IN THE BODY.”

student gets punched in the nose and starts to bleed. He’s embarrassed and fear starts to set in. He thinks to himself, “Maybe this isn’t for me.” A woman in her 40s gets partnered up with a 17-year-old boy. Try as she might, she’s in a position where she can’t do anything. She is self-conscious and feels like she’s diminishing his workout. Another student enjoys the martial arts class until the instructor says, “Everyone get your gear on and find a partner for sparring.” Yet another student secretly hopes to not be partnered in sparring class with one particular student who lacks control. Do any of these scenarios sound familiar? If the answer is yes, then, like many others, you have a very real problem that’s killing your effort to grow your school. Let’s face it: Getting a new student isn’t easy. It requires time, effort and money. Why, then, would you ever leave to chance a curriculum that isn’t focused on retaining a student long term? The answer lies in two main reasons. “This is the way I was taught, so that is what I’m passing on to my students.” And, “I didn’t know there was a better way that allows me to grow my school while maintaining and improving the quality of my students!” Whichever camp you find yourself in, there’s good news. There’s a better approach — one that your students will love and that will protect you from the liability associated unstructured training, too. That approach will also protect your retention and let you have students whose sparring skills continue to grow and improve.

The first key is to remember to keep it simple. The best instructors I have trained with have an ability to break skills into the very simplest elements. They naturally come from a place of empathy for the learning level of the student. Think about this. If you were going to take golf lessons for the first time, who would you rather take lessons from: Tiger Woods or a professional golf instructor? While the idea of taking a lesson from Tiger sounds pretty cool, it might not be the best choice. Someone of Tiger’s expertise is most probably very out of touch with what it feels like to be anything but the best golfer in the world. Working with someone not on his level would be a communication challenge. To this end, the retention-based sparring method I created advocates teaching only one skill at a time. Isolating a single technique allows even the most novice student to have a chance to understand what to do, why it’s important and how to perform the skill. He or she can work on perfection instead of feeling overwhelmed. So, always take the time to break down a technique to the simplest of skills. When using this method, keep your focus on students leaving the lesson with one skill they can absolutely understand and use in sparring. Second, monitor speed and impact. Even when students are working in isolation, they have a tendency to want to go too fast. This creates bad habits and doesn’t provide the opportunity for novices to follow along. Also extremely important, replace hard impact with touch pressure. Thirty percent speed and 30 percent power is how to train in sparring without risking injury and this level of training gives you the opportunity to correct unnecessary physical tension in the body. Have you ever seen a student who spars with his body in a constant state of tension? If so, recognize this for what it truly is: your student’s physical expression of fear. If you watch any of the great fighters in any combat sports, you’ll see a relaxed body — until it’s time to execute a move and then they explode into action. When a student is constantly tense, he or she drains his or her own energy. It makes their moves less efficient and, for the beginner student, traps emotional fear in their muscles. This makes it much harder to get to a place of confidence in sparring. Take the two approaches I shared above and implement them into your sparring program. If you are already in line with this method, it’s always worth doing a double check to ensure that what you think should be happening matches the reality on the floor. e

m Christopher Rappold can be reached for questions or comments at founder@personalbestkarate.com. Find out more about his Retention Based Sparring System at masuccess.com.

MASUCCESS

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COLUMN

THE KICK YOU NEVER SAW COMING

5 2015 Incidents to Help You Set Your 2016 Business Goals

s we begin a new year, it’s natural to reflect on the prior one. After reflection, it is also natural to set goals. So, I’ll share some of my reflections from 2015 with you in this column and suggest some goals for your school in 2016. One of the first incidents I encountered in BY BETH A. BLOCK 2015 with a studio owner involved a student, a broken leg and an unpaid emergency room “[THE bill. This particular owner had chosen to skip INSTRUCTOR’S] the expense of purchasing an accident medical VEHICLE WAS policy for the students. When given the choice, T-BONED BY A he declined and added that he didn’t want to DUMP TRUCK. spend the extra $350 a year. THREE OF THE In January 2014, a child slipped and fell while KIDS IN HIS working kicks. Unfortunately, the child fell VEHICLE WERE poorly and broke his leg. There was absolutely TAKEN TO no negligence on the part of the studio. The THE HOSPITAL.” child just lost his balance and fell. But the kid’s parents told the instructor they didn’t have any medical insurance. They asked if the school was going to pay the hospital bill. The instructor had huge empathy for the family, but no insurance to help them. The second incident I’d like to share is the accident that happened during a tournament. In this case, the studio hosted a tournament that was open to local area schools. During the competition, a girl was injured and wound up in the emergency room. When a lawyer followed up with a letter and we asked for a copy of the host’s signed waiver, it was discovered this girl was allowed to participate without one. The studio owner was shocked to find that her team, the team that was responsible for registering competitors and getting signed waivers, did not get the vital waiver signature. Next, we had an owner that provides after-school martial arts. His instructors pick up children from local academic schools, transport them to the studio, and then provide martial arts classes and supervision through the afternoon until mom and dad pick the kids up. One of their vans wound up in the shop. So, the owner drove his personal Ford Excursion to pick up the five kids at this particular elementary school. On the way back to the studio, his vehicle was T-boned by a dump truck.

Three of the kids in his vehicle were taken to the hospital. The good news: all three kids were checked out okay and released from the hospital after a night of observation. The bad news: the dump truck was uninsured. The worst news: the studio’s insurance did not insure the Ford Excursion. The owner’s personal insurance didn’t cover this accident, either. That’s because the passenger transportation was for “business use”, and that was specifically excluded by personal auto policies. Rolling into the summer months, we saw a couple of different issues. The first was the school that provided a summer camp that included field trips. In order to keep their students tied to the studio, they were very invested in providing an exciting summer experience. All the kids wanted to go swimming, so the studio included weekly trips to the local pool as part of its summer camp program. Early in the summer, one of their campers slipped below the water in the pool and nearly drowned. The good news is that the student survived. However, it can take many years before anyone knows whether or not the student will be permanently affected by the near-drowning experience. Although the studio owner attempted to gather information about each camper’s swimming ability, he didn’t require each camper to be swim-tested by a swim instructor. Nor did he require flotation devices for those that are not strong swimmers. The second summer experience involves a trampoline park. This school took its campers to a trampoline park where two of them wound up colliding and suffering concussions. The emergency room bills for the camper totaled $12,348. When the claim was sent to the insurance company, the studio owner found out his insurance policy contained an exclusion for trampolines and inflatables. In conclusion, I suggest your 2016 goals might include the following:

1. 2. 3. 4. 5.

Consider your purchase of insurance based on how you want to protect your school and your students. Train your staff and audit them on the completion of all paperwork requirements. Limit your use of vehicles to those that have the proper insurance. Carefully consider field trips. Read your insurance policy and make sure you know what is covered. e

m Beth Block can be reached at (800) 225-0863 or beth@blockinsurance.net.

MASUCCESS

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Educational Funding Company has experienced tremendous growth both internally and externally being in the business of martial arts billing and consultancy since 1967. We have expanded our capacity to create superlative, customized solutions for our customers based on our deep industry experience and technical expertise. At EFC we use our knowledge, experience and passion to achieve exceptional levels of customer service for our clients. While we have always maintained an innate understanding of business improvements, applied superior methodologies in revenue generation, and built supportive relationships with our customers, it was clear we werenâ&#x20AC;&#x2122;t the same EFC we were when we first opened our doors nearly 48 years ago. We decided it was time to update our brand, to reflect our growth and our accomplishments. Certain elements of our brand remain consistent, reflecting continued commitment to our core values of supporting client success and delivering efficient, reliable solutions for them to grow. Our brand enhancement is more than just a logo makeoverâ&#x20AC;&#x201D;it is a reflection of our companyâ&#x20AC;&#x2122;s renewed commitment to being a strategic partner to our clients. The new look captures our forward momentum in the industry. And its bold presence echoes our focus and determination to remain the logical choice for our partners and clients.

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Educational Funding Company offers full-service billing, liberating you from the hassle of collecting payments. It provides awesome Account Management through a team of Billing Specialists, who take care of your finances, and experienced Client Success Specialists, who coach owners and managers of schools, helping them achieve their financial goals. EFC’s full-service billing also includes free software for qualified clients from its partner, InFocus Technologies. EFC’s new logo indicates our dynamic, growth-oriented outlook. (The swish in the middle represents a growth curve.)

InFocus technologies offerings include: • InFocus 2.0 software, which will allow you to manage your school with a never-before efficiency. • Upd8mysite.com, allowing you to purchase a custom designed, search engine-optimized website. • Search engine optimization (SEO) for your web site enabling it to generate leads. • Social media expertise through inbound marketing to generate leads. The new bull’s eye logo for InFocus represents your school’s next target.

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COLUMN

THE LEGAL LANDSCAPE

Do Not Repeat My Mistake!

BY PHILIP E. GOSS, JR., ESQ.

“METAPHORICALLY SPEAKING, I WAS ONCE AGAIN SPEEDING TOWARDS THE SEA AT 700 MILES PER HOUR. YES, I CAN REPORT, MY LACK OF LIFE INSURANCE WAS MY FIRST THOUGHT.”

any columns I have penned over the years had their genesis from mistakes made by others. I analyze those mistakes and shine a lantern on the relevant facts to formulate a solution. Thereafter, I hope that you won’t repeat them. This month, I’ll highlight a grievous mistake I made over 20 years ago so that, hopefully, you won’t repeat it. When I was young, before the age of 35, I believed I was invincible and would live forever. I had no health issues and woke up every morning feeling great. As a result, I had no interest in purchasing what I believed to be a waste of money, life insurance. Once I had children, I eventually purchased a policy with a seven-figure payout. My agent convinced me to purchase a policy that would run for 10 years and, after that date, I then could test the market and find the right policy for my needs. What my agent didn’t emphasize was the importance to have the option to extend the existing policy if required. In the event something occurred that would make me uninsurable before a substitute policy was procured this option would be crucial. Unfortunately, the unexpected occurred. Eight years into my 10-year policy, I was first diagnosed with cancer. While modern medical science will tell you that, after five years, you are considered in full remission, the insurance industry did not take that position with me. No matter what I did between being in remission after my first bout with cancer, to the ten years before my recent reoccurrence, I couldn’t purchase life insurance. The lesson? First, while you are young you likely believe you don’t need life insurance, and that you won’t regret not buying it. But eventually, I promise that you will! Life insurance will never be less expensive than today and you risk not qualifying the longer you wait.

Second, no insurance company will insure you if the risk of your demise exceeds the statistical analysis of how long you will likely live. Insurance companies are not charities and you are nothing more than a line-item statistic to them. If an dispassionate actuary or a computer algorithm believe you’re a bad risk, you are not getting life insurance. Unfortunately, cancer is the scarlet letter insurance companies run from the fastest. Allow me to share a short personal story that may cement the importance of life insurance. In 1994, I was traveling for business over the Gulf of Mexico in a private Learjet when we had a complete loss of pressure within the cabin. But for the expertise of trained pilots, we would have perished. In the first 15 seconds, when I believed that day was my last on this earth, my first thought — and I swear this is the truth — was if I paid the most recent life-insurance policy invoice. That, my friends, is a sobering thought. Once I remembered that I did, my mind went on to other issues. I have never forgotten my first thought, and the idea that it was at the absolute forefront of my concerns at that time. The second time I had a similar moment was the day this past June when I felt a tumor on my chest wall, 14 years after my first bout with cancer. That first minute of realization that my cancer had returned harkened me back to the life-insurance issue. My first thought was not the stark reality that a cancer reoccurrence was far more serious than an initial diagnosis. Or the way such an issue will change my life and that of my family for the foreseeable future. What immediately flooded my mind was the regret that I had been unable to procure life insurance in the past 14 years. Metaphorically speaking, I was once again speeding towards the sea at 700 miles per hour. Yes, I can report, my lack of life insurance was my first thought. I want none of you to ever experience the guilt I now live with, due to poor planning and hubris when I was young. Find a good insurance agent, resolve to purchase life insurance and, significantly, purchase a policy that will not expire! Take it from a once self-proclaimed invincible dude: Do not make my same mistake! e m Attorney Phil Goss, Jr. welcomes any email comments or questions at PhilGosslaw@gmail.com and will attempt to respond personally, time permitting

MASUCCESS

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G M

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PU BL

IC AT

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OF TH E

M AR

NEW

COLU

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TI AL

AR TS

IN DU

AD INDEX 96 Especial - Century . . . . . . . . . . . . . . . . . . . . . . . 79 ASF . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 48-49 Battle Saber - Century . . . . . . . . . . . . . . . . . . . . . . 66 Black Belt Principles. . . . . . . . . . . . . . . . . . . . . . . . 78 Block Insurance . . . . . . . . . . . . . . . . . . . . . . . . . . . 40 Buzz Durkin. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 61 Cage Fitness. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 65 Century Fitness. . . . . . . . . . . . . . . . . . . . . . . . . 28-29 Century Gi Pockets . . . . . . . . . . . . . . . . . . . . . . . . . 45 C.O.B.R.A. Self Defense. . . . . . . . . . . . . . . . . . . . . . 75 Dollamur Sport Mats. . . . . . . . . . . . . . . . . . . . . . . . . 5 Educational Funding Company . . . . . . . . . . . . . 88-89 FCOnline . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 47 FUJI Mats . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23 Jackson Rudolph Bo Staff - Century . . . . . . . . . . . IBC K and K Insurance. . . . . . . . . . . . . . . . . . . . . . . . . . 59 Kennedy Industries . . . . . . . . . . . . . . . . . . . . . . . . . 11 Kennedy Industries . . . . . . . . . . . . . . . . . . . . . . . . . 83 Kickstart Kids . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7

Kinder Kicks . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27 Kovar Systems . . . . . . . . . . . . . . . . . . . . . . . . . . . . 44 Markel. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 78 MA Profits Arsenal. . . . . . . . . . . . . . . . . . . . . . . . . . 10 What is MAIA?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 58 MAIA Elite: Coach . . . . . . . . . . . . . . . . . . . . . . . . . . . 6 MAIA Elite Wealth: Now What . . . . . . . . . . . . . . . . . 43 MAIA SuccessKit . . . . . . . . . . . . . . . . . . . . . . . . . . . 67 Martial Arts Business Network . . . . . . . . . . . . . . . . 85 Martial Arts Group . . . . . . . . . . . . . . . . . . . . . . . . . 68 Martial Arts Management Group. . . . . . . . . . . . . . . 63 Martial Arts Museum . . . . . . . . . . . . . . . . . . . . . . . 40 Martialinfo.com . . . . . . . . . . . . . . . . . . . . . . . . . . . 87 MASuccess ABC . . . . . . . . . . . . . . . . . . . . . . . . . . . 40 MASuccess Advertising. . . . . . . . . . . . . . . . . . . . . . 95 MASuperShow Ticket Ad . . . . . . . . . . . . . . . . . . . . . BC MASuperShow Hotel . . . . . . . . . . . . . . . . . . . . . . . . 87 MASuperShow Speaker . . . . . . . . . . . . . . . . . . . . . . 57 Member Solutions . . . . . . . . . . . . . . . . . . . . . . . . . .IFC

MINDBODY . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 41 Munio Self Defense - Century . . . . . . . . . . . . . . . . . . 1 New Programs for New Year - MAIA. . . . . . . . . . . . . 25 Preskill Check List - MAIA . . . . . . . . . . . . . . . . . . . . 94 Powerful Words . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11 Powerful Words . . . . . . . . . . . . . . . . . . . . . . . . . . . . 93 Premier Martial Arts . . . . . . . . . . . . . . . . . . . . . . . . 92 RainMaker . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14-15 SixFigureMartialArtsMarketing.com . . . . . . . . . . . . 95 Studio Pro . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38 Swain Mats . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 91 The Pit. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 41 Tom Patire. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 69 UFC. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19 WE ARE HUMAN. . . . . . . . . . . . . . . . . . . . . . . . . . . . 39 What is MAIA?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 58 Zebra . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 62 Zen Planner. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 59

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COLUMN

INSPIRATION OVATION

Mediocrity vs. Risk-Taking Courage

irls are tough on each other. I recently asked a good friend of mine, “Why would another woman not like me when she doesn’t even

BY KAREN EDEN

“THOSE WHO HAVE A MEDIOCRE LIFE ALSO HAVE A MEDIOCRE PAY OFF. THAT’S NOT NECESSARILY A BAD THING, BUT THERE ARE SOME OF US OUT THERE WHO WERE NOT DESIGNED TO LIVE A MEDIOCRE LIFE.”

know me?” “Because you seem like you are so together and have no problems. It’s kind of annoying,” she replied. “Huh! That’s interesting,” I responded. The truth is, by no means have I had an easy journey on this path we call life. As a matter of fact, I feel pretty sure that my life has been much harder than most. Over the years of my early adulthood, I often wondered why some people tend to have every event, every step and every detail fall right in place and stay in place. Conversely, I was left walking alone in the dark, praying that my foot would be stepping in the right direction. I think I have finally figured it out. Those who have a mediocre life also have a mediocre pay off. That’s not necessarily a bad thing, but there are some of us out there who were not designed to live a mediocre life. Those who have never trained in martial arts may think that someone who is in training is someone also in control of his or her life. We, as instructors, know that nothing could be farther from the truth. I can hardly think of one adult student that I’m teaching who is not being challenged in some way on his or her own journey.

The difference is, these students have mustered the discipline to show up for class and train anyway. Sometimes, it’s a sacrifice. Sometimes, you don’t feel like leaving the house when life gets tough. But the beauty of martial arts is it teaches us that if you apply yourself — even when you don’t feel like it — there is no journey that can’t be completed. Many times, I’ve told my young students, “Your Sabomnim [Master] didn’t have an easy life. But she is where she’s at today not because she did everything right, but because she never quit trying.” It’s true. I never stepped in the right direction 100 percent of the time. But I never stopped putting one foot in front of the other when things got tough or scary, either. Even if I had to stop momentarily and take the slowest calculated step of my life, it was still a step! To this day, I will wake up and remind myself that this day was not meant to be a mediocre one. I will attack the day like a warrior and embrace whatever may be in my path. I have to let go and just trust that putting forth my best efforts will work for me. I have to believe that this journey is mine exclusively, and that it has always been in place to, ultimately, make a difference in the lives of other people. “Do you want me to introduce you to these women so you can try to put yourself out there?” my dear friend asked me. “Absolutely not.” I replied. “I don’t feel the need to have to convince anyone of anything.” I have discovered that those who were meant to be in my life’s orbit will find themselves in my path, and vice-versa. And 99% of the time, it’s because either they were there to tell me, or I was there to tell them, this: “Don’t worry if your life seems to be out of order right now. It’s not because you’re a failure, it’s because you were not meant to be mediocre.” e m You can contact Master Karen Eden at Kareneden@centurylink.net.

MASUCCESS

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