MASuccess

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

PROFILES OF SUCCESS ISSN 2380-5617(PRINT) 2469-6889(ONLINE)

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16 JULY 5-7 AT THE MGM GRAND®

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FEATURES

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COLUMNS

DEPARTMENTS

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VOL. 16, NO. 05 // MAY 2016

Adam Parman Shane Tassoul

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

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Century is proud to introduce the ’96 Especial Jiu-Jitsu gi.

RICARDO LIBORIO 2015 ADCC ABSOLUTE WORLD SUPERFIGHT CHAMPION

Created as a tribute to BJJ legend Ricardo Liborio’s championship performance at the inaugural IBJJF World Championships in 1996. Master Liborio was also distinguished by winning the most technical black belt award at the same tournament. After careful development in partnership with Master Liborio, we’ve created a gi fit for a champion; designed by a legend.

Now available at www.CenturyMartialArts.com.

www.CenturyMartialArts.com (800) 626-2787 “Century” is a registered trademark of Century, LLC. All rights reserved. © 2015 Century, LLC. #9728

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’96 Especial Jiu-Jitsu Gi • IBJJF Approved • Uniquely designed for optimum competition fit • Triple reinforced seams at stress points Collar is composed of thick EVA foam to keep shape and maximum durability which is ideal for competition Reinforced armpits for durability Cut from a single piece of material with no backseam Six belt loops help keep the neoprene tie in place once fastened

Mid-line chest seam for added strength Constructed of 100% cotton 430gsm lightweight pearl weave fabric

Layering reinforcements and triple stitching in the gusset

Knees have double layered fabric reinforcement

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IN THE KNOW

WORDS OF WISDOM

— WAYNE DYER

MARTIAL ARTS TRIVIA 1

3

2

4

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IN THE KNOW

YOU ASKED IF I HAVE APPROXIMATELY 120 STUDENTS THAT ACTIVELY TRAIN, ABOUT HOW MANY STAFF MEMBERS (INCLUDING MYSELF) DO YOU THINK I SHOULD HAVE? PLEASE SPECIFY FULL- OR PART-TIME.

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JU

©2016 MAIA, LLC. #10233

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martial arts business forum Your Roadmap to Success

©2016 MAIA, LLC. #10233

LEARN HOW TO NAVIGATE THE TWISTS AND TURNS OF OWNING A BUSINESS

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MASUCCESS

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MAY 2016

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WARNING: MANY Martial Arts Schools are SUFFERING from Low Enrollment!

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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 s andards 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 suc essful school owners in the U.S. and Canada. If you know of a highly successful single- or multi-school owner who you

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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

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• • • • • • •

1.

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8.

9.

10.

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“Century” is a registered trademark of Century, LLC. All rights reserved. © 2015 Century, LLC. #9638

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You made the resolutions. We’ll help you keep them. Whether you want to get fit, get stronger, or simply be healthier, with Century’s high-tech fitness products you can meet your goals – and then exceed them.

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MASUPERSHOW

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MASUCCESS

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MARKETING &

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THE 9 OF 9: ESSENTIAL MARKETING PRINCIPLES

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It’s not too late! Whether you’re an instructor, program director, small-school owner or you run multiple locations, the educationrich Martial Arts SuperShow will have something valuable for you. Whatever you are seeking to enhance your school - instruction, marketing, retention, profits or business systems, you’ll find it at this comprehensive event!

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MASUCCESS

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Interested in sharing your success story in a future MASuccess article?

If you would be interested in sharing your MASuperShow experience and subsequent success story for possible inclusion in next year’s “Profiles of Success” article, email David Barnett at DavidBarnettCS@gmail. com, or text your email address to (646) 389-6536 today.

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HP: Actually, there were two. One was realizing I had potential to be an international competitor, in the sense that I returned from Korea realizing the idea that Koreans were undefeatable was not true. The second turning point was when I decided to teach. I realized my way of approaching goal-achieving in sports and life was valuable to others.

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January 2016

KID KICK

“

NEWSLETTER

THE MOST IMPORTANT THING ABOUT GOALS IS HAVING 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.

1.

20 16 M

Jan 2016

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

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– GEOFFREY F. ABERT –

of this article is not to help you

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.

some simple steps that should help forget where our priorities should lie.

• R – Relevant. Set goals that matter to you. You are martial so setting a goal you related Takeasome timeartist, to refocus yourself stay to focused once you decide getting your next stripe or belt would be a greatand way to motivate yourself. reevaluate the things you are where your priorities lie during this busy holiday season. spending time on.

Measurable: How will you know when the goal is achieved? You need specific criteria to measure your progress. Keeping track of your progress gives incentive to keep going.

• T – Timely. If you set goals like “Shovel the sidewalk” without giving yourself a deadline, First, deciding what is important Below are four steps to you will probably have a harder time getting started and a harder completing that and determining whattime matters is an staying focused: task. Instead, give yourself a deadline and workinternal to accomplish the goalWe onallschedule, or decision process. have 1. Keep organized. people in our lives who influence that ahead of schedule.

It seems obvious, but as the

Attainable: Your goals should be realistic and achievable.

3. Manage your time.

This goes hand in hand with making lists. Keep on track and don’t let others manage your time for you.

days pass by and events, special

determining factor.

You thefor stage.

Setting SMART goals helps you focus on the things you want and make a set plan how to getperformances, them. and the holidays You decide what is important and what is not.

themselves happen, remaining organized will help you stick to your goals.

4. Make time for breaks.

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.

2. Make a list.

To-do lists are key to staying focused. They act as a road map to getting important things done.

WHAT ’S

INSIDE

If you asked others “What’s important and what should I focus on?” you’ll hear a spectrum of answers as diverse as the people you question: family, work, education, friends, the list goes on. The intention

– PABLO PICASSO –

– PABLO PICASSO –

week 3

DOWN ARE JUST WISHES.”

1. Flyers/Ad slicks – We must understand that flyers/ad slicks should be used to create enough interest in getting a prospect to pick up a phone and call your facility or to come into your facility. When doing external marketing WHEN you are not present (ads, flyers, mailers, ad cards etc.) we want the phones to be ringing and people walking in the door. The way to do this is to blanket your area with flyers, ad cards, mailers and posters. Get out as many flyers as possible so that when someone wants to do martial arts, they call you first.

”

Relevant: Make goals that matter to you.

– FITZHUGH DODSON – When you identify goals that are important to you, you begin to figure out ways you can make them come true.

week 4

“ALLSet WHO HAVE ACCOMPLISHED Timely: time frames or blocks of time GREAT HAVE HAD your A GREAT when you THINGS plan to accomplish goal.

AIM, HAVE FIXED THEIR GAZE ON A of A time-bound goal establishes a sense GOAL WHICH WAS HIGH, urgency and prevents goalsONE fromWHICH being SOMETIMES SEEMED pushed to the side from IMPOSSIBLE.” other daily activities.

– ORISON SWETT MARDEN –

Ask Your Students: 1.

What is an example of a SMART goal?

2. Why is it important to create SMART goals?

3. Can we create one SMART goal for everyone in class today?

Dear parents and/or guardians...

This month we will discuss goal setting and why it is important to have goals and write them down. Proper goal setting will help your children decide what they want to achieve in life. Their short-term goals will help keep them motivated and build self-confidence as they successfully achieve their long-term goals.

HOW CAN YOU HELP? • Help your children be S.M.A.R.T. about creating goals. Work with them on setting goals that are Specific, Measurable, Attainable, Relevant and Timely.

• Have your children write down their goals including goals for school, home and in martial arts.

Be Focused!

School Calendar Getting Your Vitamin D Nutrition In-Season

LE T T E R

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

GOAL SETTING: Creating and achieving“GOALS goals — Be SMART. THAT ARE NOT WRITTEN

very easysetting to take a your eyeofoff the ball to determine • A – Attainable. If you haven’t learned to swim yet, then goal learning dive isn’t what should be important (as the article mentioned before, this losegradually focus on the things that really attainable right now. Set goals you can achieve,or and work your way up to more matter. As the holidays approach is an internal decision that can only difficult things. and the New Year rolls in, it is easy to be made by you), but we can offer

decision, but ultimately you are the

week 2

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.

When running a martial arts school, we always have to be aware how to market properly and understand the main objective of what we do. There are times in our industry that we “miss the boat” or try to do too much when marketing our school. There is a time to “sell” and there is a time to market.

I believe marketing has one purpose: to get your phone ringing or get people into your facility. Below are four bullet points, each presenting a different marketing idea and their so-called objective.

PARENT/GUARDIAN

week 1 “THE MOST IMPORTANT THING ABOUT GOALS IS HAVING ONE.”

fa

IA

BE FOCUSED!

• M - Measurable. Some goals are easier to measure than others. School-related goals are measurable because you get grades in school, but goals related to keeping your room clean might have to be measured in terms of the number of times you vacuum or dust each week.

MAIA ELITE CONSULTANT MIKE METZGER

What does goal setting mean to you?

2. Is goal setting important?

January 2016

“

UNDERSTANDING MARKETING

Ask Your Students:

• Allow your children to create a timeline including short-term and longterm goals.

• Help your children place a visual reminder in your home where they can see it every day to remind them to stay active in pursing their goals.

• Discuss with your children why setting goals is important.

2. Offsite booths – Offsite booths are very powerful because it gets you in front of your prospects. Most times we will use the same flyers that we use for our normal marketing, but the difference is we can

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

2016

n

A M 16

Ja

©

• S – Specific. While “Be better in school” might be an admirable goal, it isn’t specific enough.

Decide what “better” means to you and focus on that.

ON YOUTUBE:

THE AVERAGE LENGTH OF THE TOP 50 YOUTUBE VIDEOS IS TWO MINUTES AND 54 SECONDS. KEEP YOUR VIDEOS UNDER THREE MINUTES.

speak to our prospects and build more value in what we offer. We need to understand that there are a lot of people out there that don’t realize they have an interest in martial arts, but when you can talk about the benefits, it may create interest in people that otherwise wouldn’t think twice about joining a martial arts facility or noticing a martial arts flyer. When running an offsite booth, I like to advertise a trial special or a no-obligation special to come and try our program. I like to give an incentive to prospects at the booth to set an appointment NOW to come and try us out. I may advertise a fourweeks-for-$49 special at the booth but let people know that if they set an appointment NOW, I will give them half off the special price. This will create urgency.

JAN

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

©2016 MAIA, LLC. / 0116MAIAKIDKICK

In your martial arts classes, we talk about goal setting quite a bit. This month, we are going to spend some time talking about setting “SMART” goals. This means setting goals that are specific, measurable, attainable, relevant and timely. Let’s talk about what that means:

on

G R OW T H

GOAL SETTING: The process of identifying something that you want to accomplish.

JANUARY 2016

Goal Setting

FOCUS

WEEK ONE

dren your only goal is to get them excited about going to your school.

We can’t create a lot of emotion by just giving them a free week pass.

We create the emotion by inviting them to an “event”. An event is an easier “sell” than offering a free week. When you invite someone to try a week, they know that it’s to see if this is something they will want to eventually sign up for.

When you invite someone to an event (bully buster seminar, goal setting seminar, etc.), it is more of a community service as opposed to a “trial”, but it gets a lot more people into your school.

4. Info Calls – When taking an info call, you should try to keep the call to under a minute. Often times when people are taking an info call, they try to sell themselves over the phone. We must remember that IF YOUR ACTIONS INSPIRE if someone is calling for informa3. School Talks/Daycare Talks – When OTHERS TO DREAM MORE, tion, they are already interested. we talk about school talks or LEARN MORE, DOThe MORE main objective when taking daycare talks, we need to underAND BECOME MORE, YOU an info call is to get them to set stand this can consist of talking ARE A LEADER. an appointment and come into to a group of kids about a certain the building. Once your prospect topic such as stranger danger, – JOHN QUINCY ADAMS – comes into your facility, then you goal setting or focus, or it can be Hopefully can sell your program. It is never you have had a relaxing teaching a mini class. The reason winter good to start answering all kindsbreak and are ready to we like getting into schools and go into the New Year. To get our of questions over the phone as this daycares is because our biggest MAIA can only create objections.

Get members off to the right market (children) are all together the appointment and get start, the we are asking a very simple, in one spot. You must keep in mind yet important question: were you prospect in! that when you are in front of chilhappy with your 2015 financial results? If so, the next two tasks are to 1) Set your 2016 goals, and 2) A LEADER IS ONE WHO Write down all the things you did KNOWS THE WAY, GOES THE last year to accomplish your 2015 WAY, AND SHOWS THE WAY. goals and repeat them.

WELCOME TO JANUARY

– JOHN C. MAXWELL –

• Make sure your children understand that goals are part of teamwork and leadership not just individual accomplishments.

• Have your children get a buddy that has a similar or same goal so they can help and support each other.

OUTSTANDING LEADERS GO OUT OF THEIR WAY TO BOOST THE SELF-ESTEEM OF THEIR PERSONNEL. IF PEOPLE BELIEVE IN THEMSELVES, IT’S AMAZING WHAT THEY CAN ACCOMPLISH.

• Set family goals to help your children learn the importance of goal setting.

• 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.

• Decide as a family what the celebration will be upon reaching every shortterm goal.

If you didn’t do as well as you would have liked, then your two action items are a little different.

1) Make a list of where you fell short. Be brutally honest with yourself and, if you aren’t sure, consult with your staff. 2) Make a list of the things you believe you could have done better.

No matter where you are, selfreflection is just as important as goal setting. It is important to

reflect on what you did, when you did it, how you reached the place you find yourself in and why you were or were not successful in your previous endeavors.

For example, we have a goal for MAIA and for the MASuperShow.

For 2016, we want to grow the event to over 3,000 members.

This will take both reflection and planning. We will spend time identifying the things that worked for us in the past, and we will use that information to set a course for the future.

So, let’s work on our goals together. Let MAIA continue to help you reach your 2016 goals.

Sign up today and be part of the 15 year anniversary of the Martial Arts SuperShow. Call MAIA at 866-626-6226.

– SAM WALTON –

©2016 MAIA, LLC. / 0116MAIAPLETT

WE EXIST TO SERVE THE MARTIAL ARTS INDUSTRY. TO FIND OUT MORE ABOUT HOW MAIA CAN HELP YOU AND YOUR SCHOOL, CONTACT US AT INFO@MASUCCESS.COM OR CALL 866-626-6226. *Online SuccessKit only. New members only. ©2016 MAIA, LLC. #9845

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©20 16 MAIA, LLC. # 10036

Defining the Industr

Preparation (noun) — prep-uh-rey-shuh n The action or process of making ready or being made ready.

What does the next level look like for your school? Are you ready for it? MAIA Elite prepares you to operate at a higher level of efficie y and effectiveness. Get a partner that will help you meet, and then exceed, your goals and expectations. Join MAIA Elite today!

Find out how MAIA Elite can benefit you Call us today at 866-626-6226 to schedule a free 20-minute consultation.

DEFINING THE INDUSTRY

_Section_3_OL.indd 65

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g arrin o SpRETtE NTION! t e Gear up and keep coinmmind these importan parts of sparring BASED Wel by progressive Remember: Winning in sparring is determined improvement over time, not matches won.

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