NOVEMBER/DECEMBER 2019
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MA SuperShow HIGHLIGHTS FROM 2019, WHAT’S COMING IN 2020
2019
BE A BETTER BLACK BELT BY ADOPTING
A White-Belt Mindset
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PREMIER MARTIAL ARTS
LEADER OF THE FRANCHISE PACK!
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§ Prepare for the Holidays Now § Reach out to Your Local Schools § Stay on the Right Side of the Law!
Cover_OCT_2018.indd 2
8/1/18 5:18 PM
/18 5:18 PM
CONTENTS
NOVEMBER/DECEMBER 2019
FEATURES
COLUMNS
DEPARTMENTS
28 PREMIER MARTIAL ARTS
40 BBLACK BELT LEADERSHIP Y NGUYEN “TOM” GRIGGS
04 FROM THE DIRECTOR’S DESK
BY RICHARD BLAINE
Learn the history and development of the franchise that’s leading the pack in the martial arts industry. (While you’re doing that, feel free to take a few pointers from the lessons that founder Barry Van Over learned along the way.)
52 BBEGINNER’S MIND Y JUSTIN LEE FORD You worked hard to earn your black belt, but did you know that a martial arts teacher can benefit from adopting a white-belt mentality? It’s true, so get ready to revisit a period in your training that you might not have thought about for years — or even decades!
The Value of Yielding
44 BIN THE CLASSROOM Y DAVE KOVAR
12 IN THE KNOW
12 Rules for Training, Part 1
62 BTURNING POINT Y HERB BORKLAND George Alexander: Choosing Martial Arts Over Being an International RealEstate Executive
18 HEAR FROM YOUR PEERS 22 PRODUCT SPOTLIGHT
64 BHEALTH KICK Y E R I C P. F L E I S H M A N Get Your Dojo on the Map — Or Make a New Map!
66 YOU MESSED UP! NOW WHAT? BY K AT H Y O L E V S KY
24 THE MAIA REPORT 26 MARKETING RESOURCE
Balance the New With the Old
74 SUPERSHOW WITH 2020 VISION! BY SARAH LOBBAN
As the martial arts community looks back on the 2019 Martial Arts SuperShow, the organizers are looking ahead to 2020. Some changes, including a brand new venue in Las Vegas, are guaranteed to make it a hit!
86 BCONSULTANT’S CORNER Y KURT KLINGENMEYER 4 Proven Ways to Build Relationships With Local Schools
88 BMASTERFUL RETENTION Y CHRIS RAPPOLD To Retain the Best, You Have to Give Your Best!
90 THE KICK YOU NEVER SAW COMING BY BETH A. BLOCK
Trick or Treat
92 BTHE LEGAL LANDSCAPE Y PHILIP E. GOSS JR., ESQ. Wage-Related Issues Involving Your Employees
96 BINSPIRATION OVATION Y KAREN EDEN Life Lessons From When I Was a White Belt
2
MASUCCESS
68 SCHOOL SHOWCASE
MAXIM OF THE MONTH You can learn respect, but it’s difficult to teach it. The key is [letting] people observe it in you by showing respect to them. Teaching respect is done by example. — BILL “SUPERFOOT” WALLACE
ESK
28 52
74
NOVEMBER/DECEMBER 2019
3
FROM THE DIRECTOR’S DESK
It’s Time to Reflect, Relax and Plan BY FRANK SILVERMAN
MAIA EXECUTIVE DIRECTOR
“As the year winds down, it’s a great time to reflect on 2019 and evaluate how well you were able to accomplish the goals you set for your business. If you were unable to attain them all, this is when you should determine what can you do in 2020 to make sure you achieve the goals you set.”
4
MASUCCESS
E
very year, for as long as I can remember, Century Martial Arts and the Martial Arts Industry Association have published materials to help schools have the most successful holiday season possible. Even though I believe we help a great deal, we can always do better. With that in mind, in this column, I’m taking the opportunity not only to give a few more tips but also to explain why the last quarter of the year is crucial to our businesses. The holiday season — from Thanksgiving to New Year’s Day — offers the perfect chance for reflection, relaxation and “profitization.” First, as the year winds down, it’s a great time to reflect on 2019 and evaluate how well you were able to accomplish the goals you set for your business. If you were unable to attain them all, this is when you should determine what you can do in 2020 to make sure you achieve the new goals you set. Reflection also is about defining your priorities and deciding if you have set them well. Family is key at this time of year, but business is also important. Establishing the perfect mix is crucial for the health of yourself and your business. Second is relaxation. For most people, the holidays are a crazy time. It’s a balancing act between obligations to your business and commitments to your family and friends. I like to look at the holiday season as a marathon: You must pace yourself for the long haul because at the end, you might have to sprint. However, when the marathon is over, having given it your all, you can relax and rest. It’s rest that is key. Take time to recharge over the Thanksgiving holiday and toward the end of the year. It doesn’t matter if it’s a day, a long weekend or a full week. What’s important is that you take some time for you. Finally, toward year end, profitization seems to be a focus. You may not like discussing this topic during the holidays, but everyone wins when your school does well financially. As the owner or manager, you do well. Your staff does well, and your students and their families are able to count on an organization that produces a great product. When the daylight hours become shorter, it’s time to plan. During this holiday season, plan to relax and
recharge, plan to reflect on the hits and misses of 2019, and plan for good business (profitization) in 2020. Having shared these thoughts, here are some tips for hosting a great holiday event or holiday sale. First, commit to having one. The recommended way to begin is to download the Century Holiday Event Planner (CenturyHolidayPlanner.com). It’s beyond comprehensive. Simply put, it’s the best tool available to ensure success at your event. Second, place your holiday orders early so you can set up the best display for a profitable sale. Third, step out of your comfort zone. If you’ve never hosted a holiday event, commit to doing so. If you’ve done one before, commit to making it bigger and better. Finally, remember that it’s not too early to make arrangements to attend the 2020 Martial Arts SuperShow. Go to MASuperShow.com or call (866) 626-6226 to register before the end of the year for the best price and a tax deduction.
To contact Frank Silverman, send an email to teamcfck@aol.com. Find him on Twitter and Facebook at @franksilverman.
#WEARBRAVEBEBRAVE YOUR JOURNEY BEGINS HERE LEARN MORE AT in f o.Cen tur yMar tial A r t s.com/ Tr ainBr a ve
www.Centur yMar tialAr ts.com (800) 626-2787. “Centur y” is a registered trademark of Centur y, LLC. All rights reser ved. © 2019 Centur y, LLC. #17500
STAFF 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
MELISSA TORRES IS THE DIVISION
Director of the Martial Arts Industry Association,
Manager of the Martial Arts Industry Association.
and the owner and operator of 11 martial arts
She is a practitioner of kung fu san soo, Cage
schools in Orlando, FL. He’s also the author of
Fitness and yoga. She is passionate about helping
Business Is Business: Passion and Profit in the
FROM THE DIRECTOR’S DESK
Martial Arts Industry. Follow Frank on Twitter and Facebook @franksilverman. Contact him at
school owners succeed and achieve their goals.
THE MAIA REPORT
She can be reached at mtorres@masuccess.com.
teamcfck@aol.com.
DAVE KOVAR OWNS AND OPERATES A chain of successful martial art schools. Additionally,
NGUYEN “TOM” GRIGGS, ED.D., IS
he operates Pro-Mac (Professional Martial Arts
a sensei in Japanese jujitsu at TNT Jujitsu under
College), dedicated to helping martial artists
Hanshi Torey Overstreet in Houston, TX. He’s the
become professionals in Business Management,
owner of Lead Connect Grow, LLC. Organizations
BLACK BELT LEADERSHIP
hire him to develop black belt-level professionals in the areas of Teams, Leadership and Conflict
IN THE CLASSROOM
Mat Mastery, Sales Mastery, Wealth Management and Cutting-Edge Classroom Concepts. In 2010, he was the recipient of the Martial Arts Industry
Management. Feel free to email him at
Association’s Lifetime Achievement Award. Contact
tom@ntgriggs.com.
him at dave.kovar@kovars.com or check out his blog at kovarsblog.kovarsystems.com.
HERB BORKLAND WAS ONE OF Jhoon Rhee’s original white belts at America’s first taekwondo school and, later, a closed-door
CHRISTOPHER RAPPOLD IS THE
student of Chinese “soft” styles pioneer Robert
founder of a successful martial arts organization,
W. Smith. For three years, starting on ESPN, he
TURNING POINT
Personal Best Karate, headquartered in Norton,
hosted the weekly Black Belts TV show. He did the
MA. He’s a five-time world karate champion and
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.
is currently the executive director of the world-
MASTERFUL RETENTION
renowned Team Paul Mitchell, a championship team supported by sport-karate’s longest-running sponsorship. Rappold is the author of the landmark MAIA program Retention Based Sparring. He can be reached at founder@personalbestkarate.com.
KURT KLINGENMEYER OWNS THREE karate schools in Southeastern Wisconsin. A former elementary school teacher turned martial arts school owner, Klingenmeyer holds both a
CONSULTANT’S CORNER
bachelor’s and a master’s degree in education. He
BETH BLOCK, A 4TH-DEGREE BLACK
has applied his experiences as an educator to the
belt in karate, is the president of Block Insurance
field of martial arts instruction, and as a MAIA
in Orlando, FL. Block has protected businesses
consultant, he enjoys supporting other school
that serve children for the past 24 years. She is
owners as they maximize their potential and reach their goals. He can be contacted via email at kklingenmeyer@masuccess.com.
8
MASUCCESS
THE KICK YOU NEVER SAW COMING!
the writer of Martial Arts Minute, a weekly riskmanagement newsletter. You can reach her at (800) 225-0863 or beth@blockins.net.
STAFF MASUCCESS IS PUBLISHED BY
SARAH LOBBAN IS THE ASSOCIATE Publications Editor for the Martial Arts Industry Association. She has trained and fought in MMA and muay thai, and currently trains in jeet kune do. She
IN THE KNOW
can be reached at slobban@centurymartialarts.com.
VOL. 20, NO. 11 // NOVEMBER/DECEMBER 2019 MAIA LLC, 1000 Century Blvd., Oklahoma City, OK 73110;
EDITOR EMERITUS
John Corcoran
(866) 626-6226.
EDITOR
Robert W. Young
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 8th-
YOU MESSED UP! NOW WHAT?
EXECUTIVE DIRECTOR MARTIAL ARTS INDUSTRY ASSOCIATION
Frank Silverman
degree black belt with 32 full-time years of
MAIA DIVISION MANAGER
teaching and operating martial arts schools. She
Melissa Torres
can be reached for questions or comments at kathy.olevsky@raleighkarate.com.
E R I C T H E T R A I N E R ( E R I C P. Fleishman) is a Hollywood-based celebrity personal
ASSOCIATE EDITOR
Sarah Lobban 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 Kurt Klingenmeyer Robby Beard Mike Metzger Jason Flame Adam Parman Antonio Fournier Shane Tassoul Cris Rodriguez
trainer with over 28 years’ experience. He has worked with top actors and musicians, MMA
HEALTH KICK!
fighters, and the military. He hosts the popular TV
Jan Szijarto
show “Celebrity Sweat,” which you can watch on
ART DIRECTOR
Amazon Prime. His enthusiastic message of living
Paul Duarte
a healthy life has been adopted by many groups, most recently the American Culinary Federation. For questions or comments, contact Eric the Trainer at Mainemonster@gmail.com.
PHILIP E. GOSS, JR., ESQ. IS A member of the Florida and several other Federal Bar Associations. Phil welcomes any e-mail comments or questions at PhilGosslaw@gmail.com and will
THE LEGAL LANDSCAPE
ADVERTISING DIRECTOR
attempt to respond personally, time permitting.
COLUMNISTS & CONTRIBUTORS
David Barnett
Sarah Lobban
Beth A. Block
Mike Metzger
Herb Borkland
Kristin Miller
Karen Eden
Kathy Olevsky
Jason Flame
Suzanne Pisano
Eric P. Fleishman
Christopher Rappold
Antonio Fournier
Frank Silverman
Philip E. Goss Jr., Esq.
Shane Tassoul
Nguyen “Tom” Griggs
Melissa Torres
IBISWorld.com Perry William Kelly Kurt Klingenmeyer Dave Kovar
KAREN EDEN IS A 6TH-DEGREE master of tang soo do. She’s a broadcast journalist who has appeared nationally on CNN, FOX and Animal Planet as well as on local affiliates for NBC and PBS. Karen is also a published book author and magazine columnist who has
INSPIRATION OVATION
written for or been featured in every major martial arts magazine globally. Contact her at
CORRESPONDENTS
Herb Borkland (VA) Karen Eden (CO) Andrea F. Harkins (AZ) Andre Lima (CA) PUBLISHER
David Wahl
Perry William Kelly (CANADA) Terry L. Wilson (CA) Keith D. Yates (TX)
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. © 2019 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.
renedenherdman@gmail.com.
NOVEMBER/DECEMBER 2019
9
WHAT’S BLACK & WHITE AND CLIMBS OVER WALLS?
INTRODUCING
ZebraAthletics.com
Includes Member Self Check-in App Click and Drag into Scheduler Events Scan Barcodes with Member Mobile App
RE PA Y RT
PO
SUP
S OF T WA
TS EN M
m
Introducing Online Check-in
S OF T WAR
E
IN THE KNOW
BY SARAH LOBBAN
MAIA ASSOCIATE PUBLICATIONS EDITOR
WORDS OF WISDOM THERE IS NO FINISH LINE. WHEN YOU REACH ONE GOAL, FIND A NEW ONE. — CHUCK NORRIS
MARTIAL ARTS TRIVIA Which is not a Brazilian jiu-jitsu move? A) Banana split C) Bolivian ankle slicer
3
2
What is the full Japanese name for the weapon commonly called a bo?
4
True or false: In escrima or kali, the butt end of the stick is the punya, and the striking end is the punyo.
B) Gogo plata D) Peruvian necktie
On what date does the Thai holiday known as National Muay Boran Day, or Boxer’s Day — which celebrates the warrior Nai Khanom Tom — fall?
2) Rokushakubo 3) March 17 4) False — it’s the other way around.
12
MASUCCESS
ANSWERS: 1) C
1
YOU ASKED WHAT IS YOUR OPINION (OR PRACTICE) WHEN IT COMES TO ALLOWING STUDENTS TO COMPETE ON THE OPEN CIRCUIT?
IN THE KNOW
STATS SPEAK
IN 2018 AMERICANS SPENT MORE THAN
$719 BILLION
We allow it only for advanced students but don’t encourage it.”
ON HOLIDAY SHOPPING.
— 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
We encourage students to compete in open tournaments but only after they have gained some experience competing in several of our interschool tournaments.” — T E R I L E E , S U N N Y V A L E M A R T I A L A R T S A C A D E M Y, S U N N Y V A L E , C A
We allow students to compete, but we don’t promote it. We do have a competition team that makes up a small percentage of our student body that competes in open tournaments.” —MIKE METZGER, CHAMPIONSHIP MARTIAL ARTS, ORLANDO, FL
NOVEMBER/DECEMBER 2019
13
<
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HEAR FROM YOUR
PEERS 18
MASUCCESS
1 2 3
DO YOU RUN A ROTATING CURRICULUM?
56
%
YES
44
%
NO
DO YOU HAVE A WEAPONS PROGRAM IN YOUR SCHOOL?
68
%
YES
32
%
NO
DO YOU HOST TOURNAMENTS AT YOUR SCHOOL?
29
%
YES
71
%
NO
NOVEMBER/DECEMBER 2019
19
CORRECT KICKING
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kicKing training products help teach kids correct kicking forms at home or in class with kid-friendly shields that guide kicks to the correct position.
Learn more about kicKingŠ and a variety of other youth training products by visiting our website at CenturyMartialArts.com
G
www.CenturyMartialArts.com (800) 626-2787. “Century” is a registered trademark of Century, LLC. All rights reserved. © 2019 Century, LLC. #16286
PRODUCT SPOTLIGHT
USA KARATE GEAR Century®
www.CenturyMartialArts.com
1
Ideal for point-sparring competition, the USA Karate Gloves and Shin Instep Guards meet all the requirements set by the USA Karate Federation. That means they’re eligible for use in any event sanctioned by that governing body. The gloves feature elastic finger straps, as well as adjustable wrist straps for a secure fit. The shin instep guards feature a detachable foot with an elastic strap, as well as adjustable straps on the ankle and shin areas.
a For more information on this and other great Century products, call a helpful Century Sales Representative at (800) 626-2789 or visit www.CenturyMartialArts.com.
CONNECT WITH A COACH Martial Arts Industry Association
2
www.MAIAHub.com
MAIA has added a new feature to its website that will help you when you need it the most and, better yet, in your own time. With this addition, you will now be able to book appointments with our coaches to talk about YOUR business. This is a quick and easy way to connect to an expert who is a school owner just like you.
You’re not alone. Get your questions answered so you can get back to running your school. With the brand-new Connect with a Coach, you can: • Browse our available coaches and see what topics they specialize in. • Click on an available date and time that works for your schedule. • Answer a couple of questions so the coach can be better prepared for your call. • Speak to a coach for 20 minutes and improve your business.
a Learn about this new feature by visiting MAIAHub.com/Connect.
22
MASUCCESS
PRODUCT SPOTLIGHT
CENTURY HOLIDAY EVENT PLANNER Century®
3
www.CenturyHolidayPlanner.com
Don’t be caught off guard by the holiday season!
Start preparing now and
v
host the best holiday
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Your School Nam
event ever at your school. The Holiday Event Planner from Century Martial
PRE-EVEN T CHECK LI ST
te
EVENT DATE: Da EVENT TIME: Time
Arts and the Martial Arts
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essentials for
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and kids to
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the top ucts see. You don ’t have to reve and packaged com • MEET WITH YOUR. STAFF bos arou nd al your enti your school custome r orde re sale inve - If your staf with prices ntor y. Thes f will be assis r s, receipts e items are ting, edu cate and gift cert just a “tea • GATHER EXTRAform them about ifica tes. ser” to CUS TOMER packages and ORDER FOR • SEND A REMINDER prices you’ MS & ll offe CAT EMAIL TO r, and intro ALOGS FOR YOUR LIST duce them SHOPPERS • CALL TO REMIND CUS OF CONTAC to TS TOM
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• PREPARE THE REFRESHME your sale, NTS & MUS now ’s IC FOR YOU to get it. R EVENT • ARRANGE YOURtheSCHtime If you plan ned on havi OOL OR PRO cash box. ng any peri SHOP FOR shable food THE EVENT , like fruit or • SET OUT BINS FOR COL - Put impu cheese, at lse items (sma LEC TING ll trinkets, DONATIO • POST FACEBOOK, INST orna men ts, NS (IF YOU etc.)
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©2019 Century LLC.
SOON AS POSSIBLE
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(800) 626-2787
BER 30, 2019 Event Date: NOVEM ayPlanner.com. go to CenturyHolid event. ale account and use from now until ts and checklist for how many studen Planner calendar ts. Tell your agent Guides for your studen t 2019 Holiday Gift 6.2787 to reques need. Call Century at 800.62help assess how many catalogs you ds, gift can print your postcar Oct. 2-5 you have and they ❏ to customize and yHolidayKit.com Centur on Kit the Holiday Event Use templates in and more! Oct. 15-19 certificates, flyers, ❏ Guide! 2019 Holiday Gift your event from the AND parents! Order samples for ates to students Oct. 22-26 ❏ to forms, and gift certific Encourage parents Gift Guides, order Holiday ute around your school. Distrib posters and flyers Oct. 22-26 ❏ s. Hang your printed holiday the for Decorate your school e items, during Black early! orders 2-5 their Nov. especially your oversiz place ❏ additional items, 7. ers and order any 26-278 pre-ord 1-800-6 call Place or ND! lArts.com BLACK BELT WEEKE G at CenturyMartia extras students to take get totally FREE SHIPPIN Nov. 7-11 class! Encourage ❏ Belt Weekend and distribute them in s this week - or just students and parent to Mail postcards to , and don’t forget . Nov. 11-15 Holiday Event Planner and invite friends ❏ images from the events you are having the special Insert any list. email time. Be sure to include Date email to your s, event date and Send a Save the information, addres include your contact follow video your email as well. Nov. 11-15 made an easy to Holiday Event in ❏ your We’ve to ok? up leading an event on Facebo sure how to create ok Event Page. Not Create your Facebo ses and neighbors yHolidayPlanner.com. community. Ask busines Nov. 11-15 tutorial at Centur ❏ s throughout your ng Event at key location event. your Holiday Shoppi s to promote your Post flyers about ds on their counter don’t forget to use postcar and flyers subject line. And Nov. 11-15 about leaving ❏ of your event in the the date and time Put list. email Email to your subject lines. in Send a Reminder more attention in put orders from parents proven to capture event. Be sure to Nov. 18-22 emojis! These are ❏ were placed at the student orders that and distribute any Make time to sort see! the students can’t is Dec. 2. Nov. 19-23 concealed bags so s, tees, and more ❏ belts, bags, uniform like gifts custom last day to order Remind parents the Nov. 25-29 ❏ Oct. 1
Log on to your wholes Review Holiday Event
NOVEMBER
OCTOBER
❏
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❏
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❏
MY HOLIDAY EVE
Nov. 30 Dec. 1-7
d sale.
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Mark any dated mercha
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Dec. 2
Last
Dec. 22
Hanukkah Begins
Dec. 25
Merry Christmas!
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screen
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Custom orders must be placed by December nd 2 to guarantee arrival by December 21st . #17352
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First line of text $10 plus $8 for foil. Second line of text is available for $10 on select belt displays. See catalog for details. Letters will be duplicated in the manner which they are presented. Carefully print your CAPITAL or lowercase letters.
©2019 Century LLC.
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*SALES TAX AND SHIPPING CHARGES APPLY. ASK YOUR INSTRUCTOR
©2019 Century LLC. #17352
a Visit CenturyHolidayPlanner.com or call 866.626.6226. NOVEMBER/DECEMBER 2019
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THE MAIA REPORT
The Power of Coaching BY MELISSA TORRES MAIA DIVISION MANAGER
“There’s no better person to hear from than someone who has been in your shoes and felt how you feel. And now you can hop on the phone with such a person at a moment’s notice and discuss your school.”
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here’s an old saying about coaching from the late UCLA basketball coach John Wooden that I think about a lot when it comes to MAIA: “A good coach can change the game; a great coach can change a life.” The quote strikes a chord with me. A good coach can help you become better at your hobby or career, but a great coach can instill something deeper. Something life-changing. Something that alters your world forever and opens your mind to possibilities never before seen. Here at MAIA, we truly believe that great coaching and mentoring can be the catalyst for unexpected growth and life-changing discoveries. We understand that no man or woman is an island. We did not get where we are today by ourselves. We all needed some help along the way. That’s why we recently rolled out a new feature on the MAIA website that’s going to allow us to better connect with you. With this addition, you’ll be able to book appointments with our coaches to talk about your business. We’ve blocked off times throughout the week so we can better serve you: listen to your challenges, hear your pain points, learn about your particular situation and guide you to a solution. Even after almost 20 years in the industry, we know there are still thousands of school owners we haven’t touched. So many people who don’t know how to grow their schools. So many people who can’t afford to quit their day jobs. So many people who do everything themselves. So many people who still dream of turning their passion for martial arts into a career. That’s why we added this feature. There’s no better person to hear from than someone who has been in your shoes and felt how you feel. And now you can hop on the phone with such a person at a moment’s notice and discuss your school.
So if you’re looking for advice or guidance on a subject pertaining to your business or if you’re just not sure where to start, head over to MAIA Hub and schedule a strategy session with one of our coaches today. That coach will help you with any part of your business, whether it’s digital marketing, business operations, program guidance or something else. That one conversation could initiate a life-changing transformation for you and your business. If you are ready to connect with a coach, visit MAIAHub.com/connect. We can’t wait to hear from you. We’ll see you on the next call.
To contact Melissa Torres, send an email to mtorres@masuccess.com.
T E M
I y s in
TAKE THE 7-DAY CHALLENGE WITH ERIC THE TRAINER! MAIAHUB.COM/7-DAY-CHALLENGE. In this training, you’ll learn a workout that will awaken your community’s drive for good health, supercharge your school’s revenue and bring a new opportunity for adults into your dojo for those wanting to get in shape.
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MARKETING RESOURCE
’Tis the season for giving! GIVE YOUR STUDENTS THE CHANCE TO GIVE BACK BY HOLDING A CANNED FOOD DRIVE AT YOUR DOJO.
Date Your School Information Here
To get your free customizable monthly Marketing Resource, visit MAIAHUB.com or get the download link from our Facebook page: fb.com/masuccess.
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It’s Time to
Plan Your Holiday Event Plan your 2019 Holiday Event with the exclusive Holiday Event Planner. This step-by-step guide features everything you need to hold the best holiday event EVER at your school using three simple steps:
1. PLAN
2. PROMOTE
3. PROFIT
Watch tutorials from MAIA Executive Director Frank Silverman and download calendars, posters and more FREE marketing materials at
CENTURYHOLIDAYPLANNER.COM.
“Century” is a registered trademark of Century, LLC. All rights reserved. © 2019 Century, LLC. #17336
The Leader of the Pack in the Martial Arts Franchise World
Photos Courtesy of PMA
By Richard Blaine
Photos Courtesy of PMA
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any martial artists dream of earning a living doing what they love. But when that dream meets the harsh reality of running a business, things can start to go wrong in a heartbeat. Declining enrollment, departing students, the search for quality staff members to help run the school and the pressing need to earn enough to stay open every month — these can turn the dream into a nightmare. Yet many school owners are running businesses that not only survive but also succeed beyond all expectations. At the top of that list of success stories is Premier Martial Arts. With more than 100 schools in the United States, as well as branches in Canada and Great Britain, PMA stands as one of the world’s largest and most successful chains of franchised martial arts schools. And in a market saturated with everything from cardio-kickboxing gyms to Brazilian jiu-jitsu academies, every PMA school — with the organization’s combination of traditional martial arts and self-defense training — seems to be thriving. “The main thing is treating your martial arts school like a business and not a hobby, which is what a lot of guys still seem to do,” said Barry Van Over, founder of PMA. “But many of us martial arts instructors are Type A personalities, so it can be difficult to convince some of them to change. They might be making a certain amount of money and they’d like to make more, but they’re just scared to change and [potentially] lose what they’ve got. “But you have to be willing to make a dramatic change to get a dramatic improvement. It is easier now to convince people because we have the proof that this works. PMA has one school owner who recently grossed $90,000 in one month. We have another who once did $127,000 in a month. It shouldn’t be all about the money, but the money is a sign you’re firing on all cylinders. It shows that the students are happy and renewing with you. It’s an indicator of how things are going.”
what they were doing and soon found himself visiting an old skating rink where the karate classes were held. “I remember being in this dirty bathroom at the skating rink, putting on a used gi yellowed with sweat that one of my neighbors handed down to me,” he recalled. “But there was something which just resonated with me when I put that uniform on.” After earning his black belt, Van Over began teaching martial arts at the University of Kentucky. He opened a class for students there, then tried to launch another one at Morehead State University. When he couldn’t secure space at the second institution, he found a local armory he could use and posted some fliers — and had 30 people show up at the first class. “A lot of them were kids who had filled these old Pringles potato-chip cans with change to pay for the lesson,” he said. “I tell our instructors now, who grew up in commercial martial arts schools, ‘You don’t know how tough it is to be a martial arts instructor until you’ve had kids pay you in Pringles cans full of change.’” PMA schools have come a long way from those Pringle-can beginnings. The franchises are nothing if not professional in everything from billing and advertising to creating their own line of custom equipment. These are all part and parcel of the hard lessons Van Over learned while trying to make it as a martial arts instructor.
The main thing is treating your martial arts school like a business and not a hobby, which is what a lot of guys still seem to do. But many of us martial arts instructors are Type A personalities, so it can be difficult to convince some of them to change.
Roots Van Over began his martial arts journey like many others: He got interested in karate as a child after watching some neighbors breaking boards in their front yard. He asked
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Evolution After college, Van Over moved to Knoxville, Tennessee, and started teaching karate on racquetball courts. He eventually found a warehouse in which he could open his own school. At first, the business went nowhere.
NOVEMBER/DECEMBER 2019
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In fact, a year and a half in, he was living in his dojo because he couldn’t afford an apartment. Van Over admits to having personally made every mistake he now tries to teach other instructors to avoid. “I had 135 students, but they were all broke like me, and I was only charging $35 a month,” he recalled. “I’d run an ad in the local newspaper with me wearing no shirt and breaking a stack of concrete. But you do that and you get what you’re asking for — a bunch of meathead people who want to break concrete with no shirt on and have no money.” That’s the exact opposite of the image that PMA franchises project nowadays. As in many martial arts schools, the majority of PMA students tend to be children, and instructors are coached in how to interact with youngsters as well as their parents — who often have different goals. To their credit, most PMA instructors learn how to satisfy the parents’ wishes, whether it’s for a child with poor attention to become more focused or for an aggressive child to became more disciplined. At the same, the instructors strive to satisfy the kid’s main goal, which may be just to have fun.
All are lessons Van Over gleaned throughout the years he spent building his business. At first, like many instructors, he needed advice just to stay afloat. He turned to a martial arts consulting company, which taught him new methods for running his school. He did everything they recommended, adopting their marketing strategy and changing his curriculum and belt-ranking system. He quickly became their biggest success story, with one of the largest schools in the nation filled with 600 students. A second facility followed soon afterward.
Persistence Van Over eventually opened his own consulting firm, teaching others all his hard-earned lessons. Even with his two hugely successful schools, sometimes it was difficult to get his instructor/clients to follow his game plan exactly. “Some people think they can borrow just a few of the ideas we use and be as successful,” he said. “But it’s like making a cake and leaving the eggs out because you don’t want them. You’re just not going to have the same cake that someone who puts in the eggs will have.”
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All the PMA schools, many of which were originally operated by consulting clients who stayed with Van Over through the years because they found that his full program worked brilliantly, follow the same proven model. From the beginning, students at each school are given a certain organizational structure, and they use a rotating lesson plan that includes elements of traditional karate and kata training, kicking concepts from taekwondo, weapons training, fighting skills that borrow from muay Thai and self-defense based on krav maga. Instructors have the freedom to include separate classes in other arts, like Brazilian jiu-jitsu, if they wish — as long as the main lesson plan is taught to those looking for a belt ranking in the PMA system. Just as important, all the schools implement the same effective marketing and administrative practices. According to Van Over, marketing and having a qualified staff are two of the most important things a martial arts school owner can do to further his or her success, yet he still sees many instructors from outside the PMA family make those the first two things they cut when they get into financial difficulty. A key component of PMA’s marketing strategy is making the program appealing to kids and their parents. To that end, Van Over has developed a number of mini-classes like Karate for Concentration, which teaches children to use martial arts to develop focusing skills, and Bully Proof, an anti-bullying class. To maximize the student base, these aren’t taught just inside PMA schools; they’re delivered to public schools, as well. Van Over learned long ago that networking with local public schools, going in and giving demonstrations and lectures, then inviting the kids to come by his school the next Saturday for a follow-up lesson, was a fantastic marketing tool. “Whenever we’d do this, we’d sign up maybe 50 percent of the kids who showed up the following Saturday,” he said. “Once, when I was working as a consultant for a martial arts school in Plano, Texas, a number of other instructors came by to see if what we were doing really helped improve business. I did a public-school seminar and invited all the kids to this martial arts school the next day, where I [taught] them to break a board. They were supposed to have some thin wooden boards there so even the little kids would be able to break them, which makes them feel good about themselves and develops their confidence. But the boards weren’t thin enough, so with some of the kids, I had to take their little heels in my hand and help them break the board by ramming my wrist into it. I had a giant knot on my hand by the end of the day. But we had 90 kids that showed up for that class, and 66 of them signed up for lessons.”
Success Van Over is quick to emphasize that success isn’t just about the number of children schools can sign up. It’s about empowering all PMA students through martial arts. For children, that might mean taking an 8-year-old boy who comes from a broken home and having the instructor serve as a father figure for him. It might mean taking an out-of-shape girl and getting her to enjoy exercise. For adults, it might mean taking a lonely 35-year-old who walks in off the street
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As school owners, we don’t necessarily know what people are going to come in looking for, but we do know we can make their lives better if we do this right. looking for social acceptance and making him feel as if he now belongs to a tribe that wants him there. “As school owners, we don’t necessarily know what people are going to come in looking for, but we do know we can make their lives better if we do this right,” Van Over said. “PMA is a service company, and we have a service mentality. The school owners service the students and their families at the schools. I, as head of the company, service our franchise owners to make their lives easier. This is not like other martial arts organizations where all the admiration and adulation go up to the top to a grandmaster. I’m here for our franchise owners, not the other way around.” The franchise owners obviously appreciate the support. Originally a licensing program, PMA decided a year ago to switch to a full franchise system. Every one of the 68 affiliated schools came with Van Over, opting to become fully franchised branches. Needless to say, a 100-percent retention rate is unusual for any organization that switches to a franchise system. But those who had been part of the PMA system obviously appreciated the results. Since then, the organization has grown to 120 franchises. Those new franchise owners include martial arts instructors who have converted their existing schools to the PMA model, as well as non-martial artists who believe that owning a PMA school is a sound investment. In return, PMA provides training in its business model and teaching method. For those investors who have no martial arts experience, PMA helps them recruit experienced instructors, vetting potential teachers and then placing them in a training program so they can teach the full PMA system. Most owners still come from the ranks of existing school owners who decide to go the conversion route, though. And for many of these struggling dojo owners, the turnaround has been remarkable. “One of our guys, Tim Rook, was teaching out of daycare centers, teaching 40 or 50 kids all week long and making nothing,” Van Over said. “He called me and said he wanted to become part of Premier. Now he has one school with 400 students and just signed a lease on a second location. So what we’re doing here really does work. We’re in well over 100 locations now, and not one of our schools has left us. I intend to keep growing Premier as long as I can keep servicing all our schools the same way I’ve been servicing them since 2004.”
For more information, visit premiermartialartsfranchise.com.
CASE STUDY: AARON HENSLEY BY THE NUMBERS! Years as a school owner: 12 Years as a PMA school: 12 Studios owned: 4 with 1 in buildout Students: 650 Average yearly gross revenue: $1.5 million
UP CLOSE! What do regard as your purpose in the martial arts industry, and what is your goal for your business? “My purpose and goal go together. Martial arts gave me superpowers — tools I didn’t have naturally. It helped me overcome my insecurities and fears, and it pushed me
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to be the best version of myself. It’s my goal to reach as many lives as possible — to have martial arts greatly impact them so they have the tools to overcome anything life throws at them. To do that, I want to own many schools with an amazing team [whose] sole purpose is to give their all to everybody that walks in the door so they have the superhero feeling every day.” What do you love about being a Premier Martial Arts studio? “I bleed green! Premier Martial Arts, Barry Van Over and all the other owners that I’ve been fortunate to be a part of have given
me a home and a [sense of] belonging. [It’s] more than just business knowledge and systems — Premier has those second to none. Mr. Van Over has challenged and pushed me to become more of a leader, and with the support of Premier, my vision has been leveled up.” How has PMA helped your martial arts career? “Mainly the support and systems so I can focus on getting it done correct and fast without having to try to reinvent the wheel. It’s been the best decision I’ve ever made in the martial arts.”
leaders in our community one black belt at a time.” What are your goals for your business? “My goals are to own five PMA locations in the next three years and 10 locations in five years. Since joining PMA and following their systems, I have grown in my management ability to develop new leaders and prepare them to become managers. I feel a responsibility to help my team discover personal success and create new career opportunities. Our vision is to support our community and seek out new ways to serve our schools, churches, first responders, shelters and the cities we call home.”
CASE STUDY: TIM ROOK BY THE NUMBERS! Years as a school owner: “We have been open for seven years. My wife and I started teaching inside a daycare [center] and soon grew enough to lease our first location. After outgrowing that school in the first year, we moved to a much larger location. Our family has grown in a similar way since shortly after opening our business in the daycare: We discovered my wife was pregnant with our first child. We now have four kids. Each one arriving has driven me to propel our business forward.” Years as a PMA school: “We have been with PMA for seven years. We joined just a few months after opening our business.” Studios owned: “I own two PMA locations. My second location officially opens in September 2019. We are preparing to open our third and fourth in 2020.” Students: “Three hundred fifty-five members in our main location. Three members in our second location — which hasn’t officially opened yet.”
Average yearly gross revenue: “We grossed just over $500,000 in annual sales for the past three to four years with a goal to reach $600,000 in 2019.”
UP CLOSE! What do regard as your purpose in the martial arts industry? “I discovered my passion for teaching martial arts when I was 18. Over the years, I have impacted the lives of so many amazing students and enjoy being part of their stories. Truly, though, I have been humbled in my duty to serve our community. So many students have shared stories of surviving violence and abuse. Hearing their stories before and after receiving our training — how it’s rebuilt their confidence — has given me a new purpose. At times, parents praise us by sharing schoolteacher comments like ‘What’s different in your child’s life? I’ve noticed a change in behavior and focus.’ And the parent replies, ‘We joined PMA!’ So my calling is to continue to build
What do you love about being a Premier Martial Arts studio? “I absolutely love the Premier family and support from fellow owners. It’s such a positive atmosphere and helps drive our success. PMA has organized all their resources in a simple easy-to-follow system. Most of all, the ability to train my staff using these resources sets us apart from the average martial arts school. PMA CEO Barry Van Over truly cares about his school owners and their success. He often has dropped everything to help me in a crisis. It’s his leadership that I admire and appreciate.” How has PMA helped your martial arts career? “PMA has given me the education and experience [I need] to grow in business and martial arts. Financially, I am able to take care of my family with new opportunities for the future, health care and retirement. In business, I continue to rediscover [that] my potential is higher as Barry Van Over challenges me to push past my comfort zone into new levels of success. PMA has brought in some worldclass instructors over the years to train the trainers in krav maga, muay Thai, BJJ, kali and various [other] styles, growing my own depth of knowledge and application in the martial arts. The Instructor Performance College has been the best formal training for me and my staff in classroom management. It keeps us sharp and our ideas fresh. PMA has opened doors that I never knew existed, and I will always be grateful.” NOVEMBER/DECEMBER 2019
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CASE STUDY: DAVID PANTANO BY THE NUMBERS! Years as a school owner: 22 Years as a PMA school: 12 Studios owned: 1 Students: 330 Average yearly gross revenue: $470,000
UP CLOSE! What do regard as your purpose in the martial arts industry? “My reason for being in the martial arts industry is multi-purpose. First, in a world where mediocrity is becoming more widely accepted and expected than excellence and maximum effort, I feel it is our job as martial arts instructors to almost provide a secondary education to children. [For] the children to shine, they need to separate themselves from the groups of people who accept average as the norm. A sense of entitlement has become epidemic in both children and adults, so we teach classes in
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a way that makes the student feel amazing about working for everything they get. “Second, as this world becomes more dangerous, both adults and children are looking for martial arts that are not only practical but also taught in a way that is on a level of professionalism that puts the student and customer first, not the instructor. Training needs to arm a student with realistic skill sets quickly, and the curriculum [needs to be] relevant to the world we live in today.” What is your goal for your business? “I want to max out my current location and open two more locations to dominate my area.” What do you love about being a Premier Martial Arts studio? “What’s not to love? I always get more than I pay for. How many people can say that
about anything they purchase? Complete — and I mean complete — business and teaching systems are provided for us. I do not have to scramble looking for the new trend that will be hot for a season. I remember the old days of trying to find something to supplement the curriculum to keep students from being bored. We are provided with a very unique curriculum that never gets boring, instructor training at least three times a year to keep everyone sharp, an online resource detailing how all classes can be taught, and an instructor-resource site with tons of drills and multiple ways of providing an amazing experience for our customers. “The marketing systems and materials provided for us are on a whole new level, not just limited to printed materials and social media material but a complete digital-marketing service that feeds prospects to our website and keeps working them with valuable content until they decide to take the next step and book a trial program. “It is a full-service organization. I don’t need to find a website service; it’s provided. Coaching: provided. Weekly meetings to keep us on track: provided. Amazing high-quality apparel that would cost a ton of extra money if I were independent: provided. Access to highly successful school owners that want to bring us up to their level: provided. Ready-made professional commercials that could bring a tear to your eye like a Hallmark commercial or motivate you like a Rocky movie: provided. Branded equipment: provided.” How has PMA helped your martial arts career? “I was making only $6,600 a month at the time I joined PMA, struggling to make ends meet. As I write this, I am just coming off of a 10-day vacation in Mexico, where I did not once worry about money. My school was run the entire time by my staff because of the training and systems that are provided through PMA. “PMA has provided me with the tools and education to give myself and family a lifestyle that I always dreamed of and an unlimited income potential that I never thought possible. The knowledge PMA provides me with helps me make money right away.”
BLACK BELT LEADERSHIP
The Value of Yielding
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BY DR. NGUYEN “TOM” GRIGGS
“When things go awry in your life, yielding to a situation doesn’t mean you give in completely. Sometimes, when you go along with someone or with a situation, it allows you to craft different options and modes of approach.”
n this column, I would like to share some perspectives on the value of yielding when it comes to working with others. First, I must make a distinction between yielding and surrendering. In Japanese jujitsu, the principle of yielding is often essential to the proper execution of a technique and the successful defense of oneself. Yielding can be understood as going with another person’s energy or movement instead of fighting it. Surrendering means giving up and letting the other side have its way at your expense. I hope this helps you see how these two concepts differ. When I was in my early 20s, I earned my MBA. Our family insurance agent helped me get a job at a local firm. When I left, I went to work for a much larger corporation. My manager — I’ll call him Phil — was a great example of how not to act as a leader. Phil was self-righteously moralizing, inconsistently strict and condescending. The worst part was, he was utterly oblivious to the bad energy he put out. On one occasion, he pulled me into his office to lecture me on what he’d perceived as “attitude” from me — which, in this case, meant “less than total compliance with how Phil thought things should be.” The lecture dragged on so long that I wound up staring off into space. Finally, I had to ask him if he was done so I could go back to work. He looked dumbfounded, then laughed and told me to relax and not take things so seriously. That’s right: He pulled me into his office for a serious talk about my lack of professionalism and ended it by telling me not to take things so seriously. I lasted at the company for about five months. Looking back, I can recall numerous instances in which Phil could have used the concept of yielding instead of demanding that employees surrender to his will and directives. I understand that numbers are important in that business, but Phil simply chose to focus on a harsh, unrelenting approach to managing people. The silver lining of my experience there was it enabled me to devise three lessons that I hope will help you lead others and develop amazing teams by using the notion of yielding. Yielding means working with others, not demanding that they surrender to you. It was very clear from my words and body language that I wasn’t happy at that company. Phil’s approach to “helping” utilized anger, guilt and lame attempts at shaming me. Had he actually tried to sit down with me to discover why I was so dismayed, perhaps we could have crafted a better solution.
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But Phil wouldn’t yield in his mission to make me a more profitable insurance agent no matter the cost. This only created more apathy and frustration in me. When I left, I was happy to be gone. Yielding allows you to further understand someone’s intentions. Phil was notorious for getting angry and loud with employees. Most of his rants were laced with questions intended to trap you rather than help you find the cause of and solution to your problem. People really didn’t like Phil; they simply tolerated him as a boss. This didn’t create an environment that bred commitment or longevity. Phil never bothered to be in the collective flow of the office. While our location had high sales numbers, we also had more sick days and a high turnover rate. Phil didn’t understand that you can’t get positive results from negative methods. Yielding provides you with the time and space you need to think. Most of Phil’s interactions were reactive rather than responsive. If you didn’t land a client or make a sale, he was ready to pounce and blame you. The reason you hadn’t succeeded didn’t matter, nor did any previous successful sales you’d made. When things go awry in your life, yielding to a situation doesn’t mean you give in completely. Sometimes, when you go along with someone or with a situation, it allows you to craft different options and modes of approach. Phil was far too much of a “my way or the highway” type of manager. Because of that mindset, he never grew as a leader. Phil’s approach to leadership can best be summed up by paraphrasing John Maxwell: “If you only use a hammer, then you begin to see every problem as a nail.” People and their respective problems will always require a variety of approaches. Using the same approach with every person ultimately will lead to more problems for you and your organization. In case you were wondering, Phil eventually left that firm and went to work for his family’s restaurant. I don’t know how he’s doing these days or if he’s improved himself. I do know that he provided me with great inspiration for my current work, and I wish him well.
Nguyen “Tom” Griggs is a professional consultant/ speaker on subjects that include teams, leadership and conflict. To contact him, send an email to tom@ntgriggs.com.
SHARPEN YOUR PROGRAM WITH A KAMA CURRICULUM Mackensi Emory started training with the kama when she was 9 years old. Now, the 59-time World Champion wants to show you all her secrets with the blade in this wide-ranging masterclass. Learn the weapon yourself or have an instructor train with Mackensi so you can implement the kama in your school.
THEFLOWSYSTEM.TV
© 2019 MAIA, LLC.
IN THE CLASSROOM
12 Rules for Training, Part 1
BY DAVE KOVAR
“After I’ve practiced a technique sufficiently for it to become part of my ‘muscle memory,’ I try to imagine a situation in which I might apply that technique, whether on the mat, in a ring, in a cage or in a back alley.”
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o be quality martial arts instructors, we must keep up with our own training. Over the decades, I’ve relied on a dozen rules that have helped me develop my skills and maintain my longevity in the dojo. The rules started as unconscious habits, but as time went by, I became mindfully aware of them to such an extent that I solidified them into rules. Whenever I put them into practice, good things happen. I’m confident you will find them as valuable in your training.
those around you are doing. This is easy to say and hard to do — but definitely worth the effort.
1. Empty Your Cup Most martial arts instructors have their students bow onto the mat before they train and bow off the mat afterward. They do this for a variety of reasons, but the one that’s most important for me is it helps me empty my cup. Bowing can remind you that the world outside ends the moment you step onto the mat. By making this action a ritual and consciously trying to clear your head before every training session, you will find it easier to maintain shoshin, or beginner’s mind.
5. Focus on One Detail at a Time Like most martial artists, I know that I have room for improvement in certain areas. And I know that if I try to fix all my flaws at the same time, I’ll get nowhere. I’ve found a better approach: Focus on one detail at a time. Once you feel like you’ve made progress, focus on another detail. (This is the same approach I encourage my students to use in training.)
2. Focus on the Present It’s easy to get distracted during class. Your mind can wander from the skill you’re practicing to what happened at work to what you’re going to eat for dinner. You must remember that the more aware you become of your distractions, the more easily you can overcome them. As the old saying goes, “The secret of true concentration lies in the acceptance of endless distractions.” The trick is to not beat yourself up when you’re distracted. Instead, simply acknowledge the distraction and then re-focus on the task at hand. Over time, your focus will improve dramatically. 3. Don’t Compare It’s natural to compare ourselves to the other people with whom we share the mat. Sometimes, the comparisons make us look good, and other times not so much. The thing to remember is that these comparisons are never fair. We all have our own strengths and weaknesses. We all are running our own race. If you’re like your peers, you also may compare yourself to the martial artist you were when you were younger. This is not fair, either. The best thing you can do is focus on doing your best at any given moment no matter how
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4. Warm up Thoroughly As we age, this rule becomes increasingly important. Beginning your training with a complete warm-up is advised for people of all ages, but it’s a necessity for older martial artists. I can’t speak for everyone, but I know that I could have avoided many of the injuries I sustained over the years if I’d warmed up properly.
6. Visualize the Application After I’ve practiced a technique sufficiently for it to become part of my “muscle memory,” I try to imagine a situation in which I might apply that technique, whether on the mat, in a ring, in a cage or in a back alley. The more clearly I visualize the context, the more prepared I become. Chances are this will have the same effect on you. (To be concluded in the next issue of MASuccess.)
To contact Dave Kovar, send an email to dave.kovar@kovars.com.
Clean Mats = A Full House Getting new students and keeping the ones you have is always on the mind of a martial arts school owner. And in this age of virulent super bugs like MRSA that can have potentially very serious and even fatal consequences, you must have a good hygiene protocol in place to protect your athletes as well as yourself and your school. Kenclean Plus is a hospital use disinfectant cleaner that kills the germs you need to kill while leaving behind a clean, fresh fragrance that lets your students know your school is clean, Kennedy Clean!
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BEGINNER’S How Black-Belt Teachers MIND Can Benefit From Adopting a White-Belt Mentality BY JUSTIN LEE FORD
SHOSHIN
is a word one encounters in the traditional Japanese martial arts, as well as in Buddhism. It doesn’t refer to a technique or form; rather, it’s a general concept. Translated, it means “beginner’s mind.” The term is used to remind practitioners to keep an open mind akin to that of a beginner in any endeavor. In the martial arts, having a beginner’s mind can foster humility and make you receptive to new ideas. In the business of martial arts, having a beginner’s mind can help you connect with new students and retain current students. How so? When you, as a martial arts instructor, remind yourself of what it’s like to learn a new physical pursuit, you better connect with white belts. This is because there are many things newcomers don’t know but you take for granted. Adopting a beginner’s mind reacquaints you with their stage of training, and it aids you when it’s time
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In the business of martial arts, having a beginner’s mind can help you connect with new students and retain current students.
to improve your advertising, remodel your dojo, fine-tune your communication skills and accomplish other tasks. EXAMPLE: Suppose you’re planning to hold a tournament at your school. It’s easy to assume that all the new students know what to expect and how to sign up. Unfortunately, assumptions are the reason many students slip through the cracks. White belts, like all human beings, tend to fear the unknown. Rather than asking for more information about the event, many will choose not to attend. “I’m not good enough to compete.” “I wouldn’t be interested in that type of tournament.” “Entering wouldn’t help me get better as a martial artist.” These are a few
of the concerns that can run through the head of a white belt. While the concerns are especially common in teenagers, they can crop up in students who are older or younger. To end these toxic thoughts and remove the potential for confusion, let everyone know what to expect, how to sign up and, of course, why it’s an event they should be part of. This may require you to analyze the way you convey information about events so you can identify any gaps in your delivery. If you find such a gap, you need to fill it before your next attempt to pass along information about the event. Hone your delivery so you speak long enough to share the essential facts and get people excited — yet not so long that you lose the listeners’ attention. It’s easy for new students and their families to feel overwhelmed by new experiences at your dojo. If you don’t handle this correctly, it can drive them away. Do what it takes to prepare your staff to deal with problems that crop up. New students and prospective students also will have preconceptions. They must be corrected as expedi-
tiously as possible. Listed below are five of the most common issues beginners will have.
“I DON’T FEEL MOTIVATED ANYMORE!” Unfortunately, this notion and slight variations of it are ubiquitous. Perhaps the student seems lethargic during class. Perhaps he hasn’t been training as often. Perhaps a family member mentioned that it’s been a struggle getting her daughter to the dojo. A dip in motivation can manifest in a variety of ways. While some students or their family members will talk about the issue, it’s much better if you notice it first. That will demonstrate that you care and enable you to address the problem more quickly. Good teachers cultivate an interest in each student and stay aware of how they behave before and during class. Once you notice signs that there may be a motivational problem, pinpoint what’s causing it. Is the student less motivated because he’s struggling with the curriculum? If so, extra help after class might
Help motivationally challenged students get into a routine by encouraging them to associate every Tuesday and every Thursday with a “karate training day.”
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Many students come to you with no prior experience in the martial arts. Consequently, you’re the person who shapes their perception of the arts for the rest of their lives.
be beneficial. Has a particular student been feeling like she has to choose between martial arts and her favorite school sport? Help her see how the two activities can be mutually beneficial. Soccer needs precision, just like kicking a target in class does. Basketball requires agility and good footwork, as do most martial arts. Once you’ve identified the cause, break down the problem and devise a solution. Regardless of the issue, show that you understand what’s wrong and take measures to reduce the seriousness of it. Remind troubled students (and their families, if applicable) that what they’re feeling isn’t unusual. If they believe it means martial arts training is not a good activity for them, they’ll be inclined to quit, so reassure them that it’s OK to feel burned out from time to time. Everybody in every activity goes through that phase. What’s important is that they continue despite this momentary feeling. EXAMPLE: Help motivationally challenged students get into a routine by encouraging them to associate every Tuesday and every Thursday with a “karate training day.” That way, attending class will become a habit, and as we all know, habits are hard to break. Training regularly no longer will be a test of self-discipline; it will become part
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of their lifestyle. They will see the value in it, and their motivation will self-renew.
“AM I ANY GOOD?” A phrase that has circulated in the education industry for some time is, “I’m a teacher. What’s your superpower?” While it’s easy to chuckle and forget, it does afford an opportunity to think about the abilities teachers really have. One is the ability to influence the thoughts and lives of others. To borrow a line from a comic book, with great power comes great responsibility, however. Many students come to you with no prior experience in the martial arts. Consequently, you’re the person who shapes their perception of the arts for the rest of their lives. Daniel-san’s skill at putting the wax on and stripping it off cars may have brought the student into your school, but you’re the one who influences things thereafter. In the dojo, comparison can be a “student killer.” Any white belt will tell you how disheartening it is to be the only student in class struggling to learn a move. That’s why when teaching new students, it’s recommended to start “within” and work your way “outward.” Build
a solid foundation of self-belief and have the student focus on training in a manner that’s physically or mentally demanding. EXAMPLE: One way to do this is by seeking out the good in whatever the student is doing. Be a finder of good things. Short term, this will make the student more receptive when you make a correction. Long term, the student will be inspired whenever you notice his or her progress, and that can be very motivational with regard to continuing to make progress. In addition to reaffirming that new students are doing something right and improving overall, this practice communicates how much you care about them and
their martial arts journey. And that is directly proportional to how long they will stay enrolled.
“I DON’T WANT TO BECOME A BULLY!”
It’s still common to find parents with reservations about letting their kids study punching and kicking.
Think about how you start your martial arts classes. The beginning of a session may have students reciting a pledge or a creed of positive affirmations, or perhaps making a promise regarding what kind of martial artist they want to become. This is an excellent protocol, especially in children’s classes. Why? Because it’s easy for the public to assume that the martial arts are simply about fighting. Although that idea is slowly being erased, it’s still common to find parents with reservations about letting their kids study punching and kicking. The best solution is to constantly remind new students of the benefits of training using a pledge or otherwise integrating the message into the class. If you do have a pledge, explain it to families when they enroll their kids. Find
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ways to tie these non-physical benefits to the drills you do. EXAMPLE: If you’re working on punching targets, you can relate it to developing focus, a skill students need in school and at home. If you’re working on partner drills, remind them of the way respect is shown by bowing. If you’re working on a move that requires them to control their bodies, relate it to the need for self-control. Another strategy for alleviating the perceived problem of becoming a bully pertains to how you speak. Be mindful of the implications of what you say and the way you say it. When possible, be positive and precise. Strive to impart the correct message each time you speak. It’s easy for simple things to get misconstrued by students who are just starting their martial arts journey. EXAMPLE: Referring to self-defense tactics as what students do “when they’re in a fight” fosters a different interpretation than saying “when they have to defend themselves.” A fight implies that the aggression is mutual. Emphasize that martial artists prefer to avoid fights, deter fights and, when absolutely necessary, end fights as quickly as possible. Word choice is conducive to communicating the true meaning of the martial arts and essential for cultivating the culture you want in your school.
“THAT’S TOO PRICEY!” Here, it’s beneficial to separate two ideas that are as easily conflated. When selling anything — be it a product, location, service, etc. — a price and a value are associated with it. The price is the amount of currency you’re requesting. The value is the worth of the thing as determined by its importance to the customer and its overall quality.
EXAMPLE: If I buy a snack from you for $1, the price is $1. The value might be far greater if I’m starving and haven’t eaten all day. Understand this difference and you’ll possess a wonderful solution to any argument a potential student might present that pertains to your school’s tuition rates. The price might be $199 a month, but the value is priceless. The value includes learning confidence, self-discipline, perseverance, leadership skills and a new way of thinking — not to mention self-defense that could save the student’s life. If a prospective student insists that price is an issue, communicate the value of the training before you look at different price breakdowns. Tell him or her that every activity carries a cost: Going to school means buying textbooks and supplies, just as participating in an organized sport means buying a uniform. Tell the student that if he or she is going to spend the money on an activity, it should be spent on one that’s worthwhile in the long term. This is the real purpose of offering a trial lesson or a week of free classes. It’s not just so the student can see what your art is like; it’s so he or she can grasp the value of the lessons. Make sure your enrollment conference and presentation skills address this distinction. Your goal should not be to get them to buy something they don’t need. Your goal is to help them see how beneficial training at your studio will be.
“IS IT SAFE?” You’re an experienced black belt. You know that you teach martial arts, not masochistic arts. However, new students might not be so sure, and most are not looking to pay good money for a daily dose of pain and fear. Consequently, it’s not uncommon for them to have concerns over safety, especially if a child is involved. To alleviate those concerns, you must demonstrate your professionalism at every opportunity. You might run the safest school in town, but being safe doesn’t always equate with appearing safe. The safety factor needs to be communicated at all times. EXAMPLE: Whoever happens to be teaching must keep his or her head up so all students can be observed and, more important, so eye contact can be made with each student. It’s not just about being able to see them as they train. It’s about showing students and their families that you’re watching them. An important way to address safety concerns is to create an environment in which students can ask questions — because unanswered questions can lead to problems. You should minimize the need for
A fight implies that the aggression is mutual. Emphasize that martial artists prefer to avoid fights, deter fights and, when absolutely necessary, end fights as quickly as possible. NOVEMBER/DECEMBER 2019
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students to ask questions by explaining things thoroughly and making sure everyone knows they can seek clarification. One of your responsibilities as an instructor who’s out to maximize the safety of your school is to constantly evaluate yourself. It’s even more essential if you’re the highest-ranked black belt or the owner of the facility. Analyze your knowledge, your skill level, your teaching style and your conduct. Also evaluate the environment you’ve created and the effect everything is having on your students.
MOVING FORWARD Are your white belts struggling with a certain skill? Do they feel free to ask questions? How does their behavior reflect the mind set you’re trying to cultivate? What do they think you’re promoting at the school? Tradition? Competition? A healthy lifestyle? Pay attention to what they tell you, both directly and indirectly, and make it apparent that those qualities matter to you, as well. Do this properly and often, and those who drop by your dojo will have only one question for you: “How do I sign up?”
One of your responsibilities as an instructor who’s out to maximize the safety of your school is to constantly evaluate yourself.
A student of several martial arts, Justin Lee Ford is the head instructor at an American-karate school in Georgia. When not sharing his passion in the classroom, he shares his martial arts knowledge at cupofkick.com. To contact him, send an email to ford.justinlee@gmail.com.
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DrZ New A
The Stop Hit
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TURNING POINT
George Alexander: Choosing Martial Arts Over Being an International Real-Estate Executive
“In this column, we examine the pivotal point in a prominent black belt’s career, the event that launched him or her toward success in martial arts business, sports or films.”
G
MASuccess: Where did you grow up and what did your dad do? George Alexander: I was born on Long Island and grew up in New York. Dad was in real estate there. We moved to Florida when I was 14. MAS: When did you discover the martial arts? Alexander: Dad was an officer in the Army Air Corps during World War II, and he got into what they called “combat judo” — basically, [Japanese] jujitsu. At age 10 or 11, I started learning it. A friend would come over, and we’d practice overthe-shoulder throws. Once, he ended up with both feet smashing through our wall! I was always fascinated by the arts. I was kind of a wild kid and joined the Marines at 17. Marines coming home from Okinawa brought back karate. At Camp Lejeune, you saw guys jumping around in white gis. I was immediately attracted — “fighting techniques from the mysterious Orient!” (laughs)
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So I trained in blood-and-guts, full-contact karate with Charles E. Clark, the 1968 All-Marine judo champ, inside a hut on a plywood floor. He was a big guy, 225 pounds, with me at 175. His back kick once broke my ribs! I mustered out in California [and] trained for months with Takeuchi sensei, and he never said anything to me except, “Do this now.” Over the years, either deliberately or by chance, I ended up with the world’s best karate teachers. I was always looking for a teacher, for leadership, for that special traditional relationship. MAS: What was the turning point in your life? Alexander: In my early 40s, it got challenging to have two careers going at the same time: juggling martial arts, writing books [and] producing DVDs while working my professional job. By 1983, I was an executive in national real-estate advisory services, dealing with pension funds and such, and on a nice career path. I might have joined Halliburton or Continental Development and gone international instead of just traveling nationally. But that would have been the end of my Southern Florida lifestyle, [enjoying] sand in my shoes and pina coladas on the weekend. So in 1993, I went full-time martial arts. I put more energy into production and moved to a larger school. MAS: What does the future hold for you? Alexander: I’ve got an obsessive personality; I just never stop. That explains my success. (laughs) I’ve been very lucky. I count my blessings.
To contact Herb Borkland, send an email to herbork@comcast.net. This essay was originally published in the February 2014 issue of MASuccess.
Photo by Rick Hustead
BY HERB BORKLAND
eorge Alexander, a shorin-ryu karate pioneer and the president/founder of the International Shorin Ryu Karate Kobudo Federation, began training in judo and karate in the Marine Corps. He currently holds the rank of 10th dan hanshi, or “teacher of teachers.” Alexander has been inducted into six halls of fame, produced more than 200 instructional DVDs and published 10 books. He is a professor emeritus of East Asian history at the State University of New York and a distinguished research fellow and member of the faculty of the Institute of Martial Arts and Sciences in the United Kingdom. He teaches at the Budokan Martial Arts Honbu Dojo in Palm Coast, Florida.
Photo by Rick Hustead
HEALTH KICK
Get Your Dojo on the Map — Or Make a New Map!
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BY ERIC P. FLEISHMAN
“Even if you operate a traditional martial arts school, you are not limited to traditional advertising. Here are some easy steps to bring your school into the media spotlight.”
unning a martial arts school can be challenging. Before you can teach the most basic of techniques, you must lease a school, obtain proper signage, build a website and enroll your first students. The fight doesn’t end there. Now you have to expand your enrollment, keep those signs maintained, promote your business online and see to the upkeep of the property. This constant “battle of the business” can leave you so weary that the joys of teaching in general and shaping young minds in particular are lost. That’s why it’s imperative to create a plan to grow your school. One of the most important components of that plan is promoting your school in every way possible, including on local television, in local newspapers and on websites that feature local news. Even if you operate a traditional martial arts school, you’re not limited to traditional advertising. So how do you go about orchestrating this positive PR blitz? Here are some easy steps to bring your school into the media spotlight. Research Look up data that reflects the reach and impact of local media outlets. You may find that some blogs, websites and radio shows have better penetration in your community than do TV stations, especially if you’re in a small town on the outskirts of a large city. Be sure to select an option that has a friendly, happy tone. This ultimately will reflect on your business. You wouldn’t want to contact an investigative news show, nor would you want to invite an obnoxious, condescending radio personality to your school knowing that no matter what happens, he’ll make fun of you and your students. Instead, choose options that have good reach and reflect the right attitude so it’s a win/win for both parties. It’s important to have several places in mind in case one or two don’t pan out. Analysis Once you’ve selected a few outlets, determine how challenging it will be to contact the TV host, radio personality or blogger. Often, the more popular a show is, the harder it is to get in touch. It’s best to choose options that offer a good chance of getting through to the talent or their handlers while taking into consideration their personalities and whether they’ll be receptive to your offer. Rather than cold-calling, reach out to your immediate circle of friends, clients and students to see if anyone has
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a connection with the talent you seek. You’d be surprised at how often a mutual friend, neighbor or coworker can bring people together. Here’s an example: Years ago, I needed some formal on-camera training for a TV gig. Someone advised me to watch television and look for somebody I wished to emulate. I chose Mark Steines, host of Entertainment Tonight. He was charming and athletic, and he had a personable delivery that connected with the audience. The next day at work, I asked my clients if they knew or had a link to Steines. Almost immediately, one shouted, “My sister is a PA on his show!” I had my connection. The Pitch Prepare a concise statement that details exactly what you have in mind for the promotion of your business. In Hollywood, we call this an “elevator pitch” because it can be delivered in roughly the amount of time it takes to go up a few floors on a lift. The pitch should be simple, direct, doable and fun. It should be presented in an enthusiastic way that highlights the benefits for both parties involved. It should mention a specific timeline, ideally one to three weeks. Practice your delivery until it flows like the best idea anyone’s ever heard. The better the pitch, the more likely you’ll be successful. Document Once the talent commits to your pitch, start documenting the journey. These days, there’s no reason to hire a camera crew. Instead, rotate your smartphone to landscape mode and press record. Capturing the transformation of a student who journeys from normal to extraordinary — especially using my SLEEK NINJA workout — or watching a student correctly execute a martial arts move for the first time is exciting. The footage can be used for promotional purposes online, where it may be seen by hundreds of potential students. Let the enthusiasm of the talent sing your praises on the platform he or she controls. Let your current students become part of the success story you promote online. And let your community reap the benefits of the training you offer.
Eric P. Fleishman — aka Eric the Trainer — is a Hollywood-based trainer of celebrities. In the 28 years he’s worked in the industry, he’s taught actors, musicians, MMA fighters and military personnel. He hosts a popular TV show called Celebrity Sweat, which is available on Amazon Prime. His message of healthy living has been adopted by many groups, most recently the American Culinary Federation.
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YOU MESSED UP! NOW WHAT?
Balance the New With the Old
BY KATHY OLEVSKY
“In this industry, it’s essential to explore new ideas to stay ahead of the curve. However, there are many martial arts school owners who totally resist change — to their own detriment.”
I
’ve operated a martial arts school full time for 45 years. I may have made every mistake that can be made in this business. The reason I’m still in business, I believe, is I asked for help. I learned quickly that others before me had already found solutions. In this column, I’ll point out key mistakes I made in my career, which are common errors among school owners, both large and small, throughout our industry. And I’ll share the solutions I used to overcome them. Over the years, I have realized the importance of balancing the addition of new things with the maintenance of tradition and integrity. In my school’s karate program, we adhere to the same high standards as we always have. The black belt of today is the same as the black belt of many years ago. However, many of our students also partake in our yoga-stretch class, our cardio-fitness class, and our judo and jujitsu classes. In this industry, it’s essential to explore new ideas to stay ahead of the curve. However, there are many martial arts school owners who totally resist change — to their own detriment. We know that in today’s market, if you don’t offer a little bit of what your students find tempting about other activities — such as fitness/weight-loss benefits or recreation — they may leave you to seek out those programs. We learned this by attending seminars and conventions for martial arts school owners. It’s great to pick up something new in a crash course at a convention. It’s also wonderful to visit other martial arts schools and see their programs, especially at the invitation of the dojo owner. There are many opportunities to bring new energy back to your school to keep your current students learning and smiling. None of this means that you need to set aside your traditional martial arts classes. So how do you keep your school traditional and bring in new energy at the same time? We’ve learned to maintain everything in our traditional program while adding temporary classes as trials. You may find that a new class goes well for a few months and then participation dwindles — at which time you should be ready to try something different.
Or you may find the one thing that keeps your current students happy and training. It can be as easy as adding a yoga class at a time when the floor is not busy so that adult students or parents of students can take a 30- or 60-minute break from the world. Maybe you have an instructor who also likes cardio fitness and wants the chance to teach a class of his or her own. That would be a great once-a-week class to add. Another option might be creating a demo team. It’s best to start a demo team for a trial period after you’ve determined that you have sufficient time in your schedule and an instructor who is willing to stay on top of team practices. You can offer any new class for free for a month to see how it goes. Our main goal in adding extra sessions is to get family “add-on” members and keep our current Black Belt Club members happy. Bringing new energy into your school can take the form of a special class, a series of classes or a few months of something like hosting a demo team. These short-term offerings can help you see whether you will have a following for the new program without committing to anything longer. Make sure you keep your focus on the traditional art that’s bringing in most of your income while you continue to infuse your school and students with fresh energy.
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To contact Kathy Olevsky, send an email to kathy.olevsky@raleighkarate.com.
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Protecting your business is our business Markel Specialty insurance for martial arts schools Are you protected? Get a quote online today! martialartsinsurance.com 800-866-7403 /markelsportsfitness Markel Specialty Commercial’s insurance products and services are offered through Markel Specialty, a business division of Markel Service Incorporated. Policies are written by one or more Markel insurance companies. Terms and conditions for rate and coverage may vary.
If you like reading MASUCCESS, consider writing for us! MASUMASUCCESS is looking for freelance writers to join our team of U.S. correspondents. Applicants should be knowledgeable in the martial arts and martial arts school business. Please keep your story pitches between 4-5 paragraphs long, describing your story idea. Do not send completed manuscripts.
Not a writer, but know a story? We also welcome leads from readers! To apply as a freelancer or share a lead, email Sarah Lobban, Associate Editor, at slobban@centurymartialarts.com
School Showcase November/December 2019 School Owner
Robert Whitman School Name
South Shore Tae Kwon Do Location
Rockland, Massachusetts Style/Discipline
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What is your school name, and how did you choose it? South Shore Tae Kwon Do. We chose it because it’s the name of the area of Massachusetts that we are in. What is your personal teaching philosophy? We teach martial arts without compromising martial arts. How long have you been teaching? Twenty-three years. How long have you owned your school? Twelve years. Who or what inspires you? My instructor, grandmaster Joseph Pina, and my students inspire me.
What is something unique that your school or your student body does well? We are very engaged with our students, as well as with the surrounding communities. What do you find most rewarding about working in the martial arts? Seeing the kids and students grow mentally, as well as in tae kwon do. What is your favorite inspirational quote? “If you want it bad enough, you’ll find a way. If you don’t, you’ll find an excuse.” If you could give one bit of advice to fellow martial arts school owners, what would it be? Patience! Don’t give up on a student or your school. Things have a way of working themselves out.
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We Are Looking for Schools To Present In Our School Showcase.
If you’ve ever thought about seeing yourself and your school featured in the pages of MASuccess Magazine, now is the time to act! Simply email Sarah Lobban, slobban@centurymartialarts.com and let us know that you’d like to be considered for the School Showcase. Sarah will send you an application to complete and return. All applications will be reviewed by the Editorial Board, and we’ll notify you if you are selected.
©2019 MAIA, LLC #16566
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SUPERSHOW WITH 2020 VISION! As Our Community Looks Back on the 2019 Martial Arts SuperShow, the Organizers Are Looking Ahead to 2020. Some Changes, Including a New Venue, Are Guaranteed to Make it a Hit! BY SARAH LOBBAN
For the 2,000-plus who attended, the 2019 Martial Arts SuperShow will go down as one for the record books. Held at the stylish Bellagio Las Vegas, the event attracted martial artists from around the world for three days of learning, networking and even some partying. Let’s start with the obvious: One of the things that made the 2019 SuperShow a hit was a guest appearance by Chuck Norris. On the first night of the convention, the martial-arts-master-turned-movie-star took the General Session by storm. He ended his speech by telling the assembly, and the martial arts community as a whole, “I consider you all my friends.” Without knowing it, he uttered words that set the tone for the rest of the SuperShow. The organizers and presenters have always emphasized camaraderie between martial arts school owners, but this year, it was more apparent than ever. The prevailing attitude was obvious: When one of us wins, we all do. And when that happens, everyone works
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harder to spread the beauty and benefits of the martial arts. As amazing as it was for many attendees to see Norris, he wasn’t the only talented martial artist to grace the stage. Black Belt Hall of Fame members Leo T. Gaje Jr., master of pekiti tirsia, and Dan Inosanto, master of jeet kune do and the Filipino martial arts, were honored with Lifetime Achievement Awards. MMA fighter and Fight for the Forgotten founder Justin Wren delivered a touching — and, in places, heartbreaking — keynote. The General Session also included a tribute to John Corcoran, the late editor of MASuccess, without whom this magazine would not exist in its current form.
And that was just the first night! As usual, the SuperShow rolled full-steamahead into the first full day of training and classes. Although the convention has always boasted a wealth of learning opportunities — many school owners opt to bring one or more instructors with them to “divide and conquer” because there are so many sessions that one person cannot attend all of them — the 2019 event took it to the next level. Throughout the show, more than 50 training opportunities were offered to attendees. They included on-the-mat classes and workouts, as well as business seminars. Martial artists were treated to tips for expanding their social media following, adding new classes to their schools, improving their
Chuck Norris ended his speech by telling the assembly, and the martial arts community as a whole, “I consider you all my friends.”
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management methods and numerous other topics. And if that wasn’t enough, the 2019 SuperShow also introduced noon-hour training sessions. Of course, no trip to the Martial Arts SuperShow would be complete without a visit to the trade-show floor. This year, people entering the hall immediately noticed the two-story Martial Arts Industry Asso-
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ciation booth. MAIA Elite members could get a bird’s-eye view from the second-story lounge while enjoying the refreshments. Below, dozens of school owners took advantage of free 25-minute advisory sessions with MAIA consultants. More than 70 exhibitors presented their wares and services at the SuperShow. Many of them had multiple shows under their belts
and were looking forward to the chance to connect in person with their clients. Others were first-timers showing off never-before-seen innovations. Speaking of never-before-seen: Some exciting news was dropped about the 2020 Martial Arts SuperShow. The location is changing. It will take place at a venue that’s so new that it does not even exist!
Left to right: Mike Dillard, Chuck Norris, Dan Inosanto, Leo T. Gaje Jr.
Karen Eden
Justin Wren
Cole Presley
Changhui Liang, part of the demonstration team at the opening ceremony
Dubbed Caesars Forum, the new venue will open in 2020 in plenty of time for the next show. Several factors contributed to the decision to move: Caesars Forum will be larger than the Bellagio, which will make it easier to accommodate the growing number of attendees. In fact, Caesars Forum will feature the two largest pillarless ballrooms in the world — one of which will host the 2020 SuperShow. NOVEMBER/DECEMBER 2019
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Apolo Ladra
Harinder Singh Sabharwal
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Attendees at the 2020 SuperShow also will have their choice of hotels. Caesars Forum will offer direct access to thousands of rooms in a variety of locations. The Forum’s location within the city of Las Vegas also will make it unique. Since the SuperShow closes early in the evening on most days, attendees often head out to the Vegas Strip in search of things to do. Next year, however, everything anyone could want will be only a short walk away. Caesars Forum will be located next to the LINQ Promenade, a shopping and dining area that boasts year-round nightlife and entertainment. For the adventurous, the centerpiece of the Promenade is the High
Roller, a 550-foot-high observation wheel. Attendees at the 2020 SuperShow also will have their choice of hotels. Caesars Forum will offer direct access to thousands of rooms in a variety of locations. SuperShow attendees will have the option to stay at The LINQ Hotel & Casino, Harrah’s Las Vegas, Flamingo Las Vegas Hotel & Casino or Caesars Palace. There is no “wrong”
Frank Silverman
Do you know the 4 stages of child development?
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Do you know the 7 steps of teaching a drill? choice — each establishment is at the top of what Vegas has to offer. Although winter is about to begin, MAIA is already looking forward to summer and the 2020 SuperShow. The staff is excited to share this new venue with you, as well as everything else the show has to offer.
In the coming months, more details will be released. So stay tuned, keep your eyes and ears open, and start making plans to visit Las Vegas next year. For more information, visit masupershow.com.
BEST OF THE BEST The Martial Arts SuperShow is renowned for the talent it recruits to teach every year, and the 2019 incarnation of the annual event was no different. Among the presenters were many martial artists who are no doubt familiar to the readers of MASuccess. They included (in alphabetical order): Rafael “Formiga” Barbosa • Billy Blanks • Mike Dillard • Mackensi Emory • Leo T. Gaje Jr. • Damon Gilbert • Guillermo Gomez • Dan Inosanto Dave Kovar • Apolo Ladra • Carlos Machado • Alain Moussi • Joao Gabriel Rocha • Jackson Rudolph • Harinder Singh Sabharwal • Eric the Trainer Benny Urquidez • Bill “Superfoot” Wallace • Master Wong Rafael “Formiga” Barbosa
Bill “Superfoot” Wallace Master Wong
Guillermo Gomez
Dave Kovar Benny Urquidez
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Jackson Rudolph
Mackensi Emory
Do you know Eric the Trainer (left) and Billy Blanks (right)
the 8 tips for teaching young children?
Carlos Machado
CONSULTANT’S CORNER
4 Proven Ways to Build Relationships With Local Schools
BY KURT KLINGENMEYER
“Hosting a ‘kick-a-thon’ is a great way to start a relationship with a local school district. These events allow you and your students to raise funds that will go back to the school while giving you an opportunity to meet the administrators and staff.”
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eing a partner in education means being involved with your community. For the relationship to thrive, you have to give something before you can ask for anything. By offering your talents and skills as a martial arts instructor, there are many ways you can do that while positively impacting your community. Martial arts school owners often struggle to connect with their local schools. As a former educator and elementary-school teacher, I’ve had the unique opportunity to work on both sides of that relationship. People often ask for my insights on how to get more connected with schools in their community. Here are four ways you can get your foot in the door and begin giving back. Kick-a-Thons Hosting a “kick-a-thon” is a great way to start a relationship with a local school district. These events allow you and your students to raise funds that will go back to the school while giving you an opportunity to meet the administrators and staff. To host one, invite your martial arts students to collect pledges from friends and family members — I recommend a penny per kick or a flat donation. At the event, have students do as many kicks as possible in 30 minutes, rotating between stations with various pads and pieces of equipment. Get the parents involved, as well, by having them hold pads and count kicks for their children. Kids earn prizes depending on their pledge totals, and the funds are donated to the school. Afterward, set up appointments with the administrators and hand-deliver the checks. This will enable you to meet the principal face-to-face and get to know him. Appreciation Days Don’t forget to acknowledge the teachers, administrators and secretaries who work so hard throughout the school year. Drop off fruit baskets, donuts, flowers, breakfast foods, gift cards — anything to show appreciation for the work they do. When you deliver the gifts, be sure to include a thank-you note from your martial arts school. Recognize their time and dedication to the children of your community. This is not an opportunity to pitch your program. It’s a way to show gratitude and develop a relationship with the staff of a local school.
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In-School Workshops Every school is looking for activities for students to participate in throughout the year. Offer a variety of programs such as the ABC’s of Success, Stranger Danger and anti-bullying workshops. Be sure to keep your sessions fun, dynamic and educational. Providing these programs free of charge is a great way to share the mental benefits of martial arts training while getting the word out about your school and getting kids interested in the martial arts. Invite the students to your dojo for a free workshop on the Saturday after the program finishes. After-School Four-Week Programs Schools everywhere are in need of fundraising opportunities. Partnering for a character-education fundraising program is a win-win for schools and for your dojo. Students participate one day a week after school for four weeks. During the 30-minute classes, they not only learn martial arts skills but also have weekly lessons on confidence, focus, self-discipline and goal setting. The cost for such a program should be about $25, with 100 percent of the proceeds going to the school’s parent-teacher organization (or another group of their choice). Host a graduation the following Saturday at your martial arts school. During the ceremony, students will earn their white belts, and parents will have an opportunity to see your school and possibly enroll their kids. In our community, programs like this have been incredibly successful. We have helped schools build new playgrounds, upgrade facilities, purchase technology, fund field trips and more. While the initiatives described here are aimed at giving back to your community, they also give you a chance to generate interest in your martial arts school. Remember, though, that you must give, give, give before you can expect to receive. As we all know, every strong partnership takes time and effort to cultivate.
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You will. PreSKILL Z includes monthly skill-based content for 3- to 6-year-olds. This program is great for schools who want to of fer a 1x or 2 x per week training option, and without a belt testing format . This done-for-you program will walk you through the 8 rotating sk ills, the recommended belt system, tips for intro les sons, trials and member ships, marketing to parents, step-bystep weekly clas s planner s, and so much more
F or mor e in f o, v i s i t P r e SK IL L Z .c om Still have questions? Contact Melody Johnson directly on the Century Martial Arts Preschool Network Facebook Group.
about childhood development . Child exper t , Melody Johnson, has gone above and beyond to put together a system that will take an instructor who has never taught children and make this clas s their favorite.
Š2019 MAIA, LLC. #16662
MASTERFUL RETENTION
To Retain the Best, You Have to Give Your Best!
BY CHRISTOPHER RAPPOLD
“Expecting your advanced students to stick around out of loyalty alone will not create the win-win situation both of you want. It would be akin to your eighth-grade teacher expecting you to stay in eighth grade after you’ve completed that year of learning.”
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t is always exciting to enroll new students. In most cases, it’s a fresh start with no history, only the promise of a bright martial arts future. The students enter your school and take their first class, receive their first promotion and win their first trophy. Everything is new and exciting. Through continued hard work — yours and theirs — the students continue to advance. At first, you may have just one advanced student, but in what seems like no time, you have a class full of brown and black belts. It’s a dream come true. Then, without warning, one of those advanced students, perhaps even one you had mentally tagged as an assistant instructor, discontinues training. You feel like you got punched in the stomach. Why would the person suddenly stop training? Isn’t this what he or she always wanted? Why would the student come so far, only to quit? These questions and others race through your mind. While you’ll never be able to prevent everyone from leaving — because of external factors like moving, illness/ injury, a job change and so on — it’s good to focus on the things you can do to keep dropouts to a minimum. The three areas you have a tremendous amount of control over are relationship, continuous learning and example. First is relationship. Have you ever frequented a restaurant, even something as basic as a greasy spoon diner, and found that over time, the people serving the food became as much a part of the experience as the toast and eggs? This also happens in activities that are even closer to what we do in the dojo: physical therapy, sports, dance and gymnastics, to name a few. When you participate in these, the people you’re involved with make as much of an impact on your enjoyment as does the activity you’re doing. People maintain their participation because of how the person delivering the service makes them feel when they’re together. Action point: Be as friendly with your advanced students when you see them today as you were the first time they walked into your school. Shake their hands, talk with them, ask about their progress, send them notes, etc. The more society speeds up, the more mean-
ingful this kind of personal attention becomes. This can be your secret weapon. Over time, it creates a loyalty that no amount of money can buy. Continuous learning is vital to long-term martial arts relationships, as well. Students continue to train because they see improvement. They feel the connection of the relationship, but progress is what really keeps their motivation high. Expecting your advanced students to stick around out of loyalty alone will not create the winwin situation both of you want. It would be akin to your eighth-grade teacher expecting you to stay in eighth grade after you’ve completed that year of learning. Action point: One of the ways you can help keep your advanced students interested in training is to continue to learn and grow yourself. That way, you always have more to offer them. Finally, there’s the all-important example that you set for your students. Have you ever been skeptical about taking advice from someone who doesn’t follow his or her own rules? Think of the stock adviser who is broke, the doctor who is unhealthy, the personal trainer who doesn’t exercise, or the parent who has spent 15 years of a child’s life setting a bad example but is telling a teenager to act responsibly. Make sure that person is never you! Action point: Imagine how your students would feel if they got to inspect your daily habits. Would that inspire them to want to be better or would they be disappointed? As a martial arts teacher, what you sell is the example you set, so walk the talk as you talk the talk. Enjoy the daily benefits of the lifestyle you preach. Having students who’ve been with you for 10, 15 or 20 years is a privilege. Having advanced students is also a responsibility. Pay attention to the three items outlined here, and you’ll be well on your way to creating students for life.
To contact Chris Rappold, send an email to founder@personalbestkarate.com.
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THE KICK YOU NEVER SAW COMING
Trick or Treat
BY BETH A. BLOCK
“A studio hosted a potluck celebration the weekend before Thanksgiving. One family had volunteered to bring a turkey. What they didn’t volunteer was the fact that this turkey had been in their freezer since the 2016 holidays.”
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rick or treat; give me something good to eat! Many fall celebrations revolve around food. That’s not surprising because food has brought human beings together since the beginning of our history. Many studies have shown that sharing food fosters relationships between people and helps build communities. Halloween, in particular, is all about sweets. In our martial arts studios, we offer parents a safe alternative to taking their children from house to house trick-ortreating. Our celebrations usually include games, prizes and candy — which means they’re guaranteed to keep young students happy. Thanksgiving follows on the heels of Halloween. What do you visualize when you think of Thanksgiving? Turkey, mashed potatoes, pumpkin pie and other favorite foods, most likely. Of course, the other thing that comes to mind is family. Celebrations offer you a chance to strengthen the family and community bonds that are present in your martial arts studio. It sounds straightforward enough, but know that an ill-conceived holiday plan can backfire and become the kick you never saw coming. Consider the following incidents: Last year, a martial arts studio held a Halloween party that included games, candy and fun activities for the students and their families. In addition to the treats that were given out, parents brought potluck dishes to share. Unfortunately, one student had a nut allergy, and no one at the studio knew. Her condition was so serious that she would experience anaphylactic shock whenever she ate a peanut, cashew or walnut. During the party, the girl’s parents got distracted while talking to other parents. On the table sat some banana nut bread. It looked like any other sweet loaf, and there was no label on the pan to indicate its contents. The girl ate a slice of the bread and went into anaphylaxis. Fortunately, her mother and father kept an EPI-pen in the car. Nevertheless, she was rushed to the emergency room in an ambulance. The good news: The girl was treated and released later that evening. She recovered completely and is fine today. The bad news: The parents’ health-insurance company sued the studio to recover the cost of the girl’s medical care in the ambulance and the hospital. Because the
studio had provided food that didn’t have a label that contained information about allergens, the owner was held liable. Here’s another cautionary tale: In 2017, a studio hosted a potluck celebration the weekend before Thanksgiving. One family had volunteered to bring a turkey. What they didn’t volunteer was the fact that this turkey had been in their freezer since the 2016 holidays. During this time, the power had gone out for three days. They thought the turkey was still fine. After the party, 10 people got food poisoning. Two of them were children, and one was a grandparent. All three ended up in the hospital, where they were treated for dehydration. Again, the health-insurance companies (including Medicare for the grandparent) argued that the studio was responsible because it had organized the potluck and didn’t provide a disclaimer saying it had no control over food quality. A crucial lesson to be learned from these incidents is that health-insurance companies can and will try to hold you responsible for what happens in your studio if they deem you negligent. Every time I have an injury that sends me to the doctor, I get a call or letter from my health insurer. The sender pretends to want to know if I’m OK, but what the company really wants to know is if they can stick someone else with my medical bill. The sense of family and community that you build when you organize holiday celebrations is extremely beneficial. Just be sure to offer those benefits to your students while keeping the responsibility off yourself. Go to your local grocery story deli or bakery and procure refreshments there. Carefully label all food items. Use an invitation that includes a phrase like “If you or your children have food allergies, please verify the ingredients in the dish before eating it.” By doing that, you’ll be better able to enjoy the holiday season while strengthening the bond between your studio and your students and their families in the safest way possible.
To contact Beth A. Block, send an email to beth@blockins.net or call (800) 225-0863.
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THE LEGAL LANDSCAAPE
Wage-Related Issues Involving Your Employees
BY PHILIP E. GOSS JR., ESQ.
“A wage-theft judgment, as opposed to a legal judgment, normally requires immediate payment. Under certain circumstances, personal liability can be imposed against the owner or the facility’s managers.”
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s a regular contributor to MASuccess, I derive great satisfaction from two things. One is receiving positive feedback in regard to my coverage of certain issues. The second is when someone lets me know that a problem I covered, which had previously flown under the radar, has become a hot-button issue. On that note, I will bring up two topics that I’ve touched on and that are generating controversy in various jurisdictions: wage theft and salary inquiries. The second topic spans two issues: the ever-increasing prohibition against asking prospective employees about their previous salaries and the practice of paying similarly situated male employees more than females. Wage Theft In the past, local governmental entities were hesitant to become involved in employment-related issues. When it came to wage and hour issues, protection of private-sector employees was minimal at best. Previously, an employee who suffered harm because an employer violated the law typically had to engage in the byzantine process of filing a claim with the state or federal EEOC. Receiving relief required many steps — as is common with underfunded and overburdened governmental agencies. While those with meritorious cases would eventually prevail, justice delayed is justice denied. The other option was to hire a private attorney or sue on a pro se basis, but those remedies were time consuming and not always cost efficient. Recently, however, many local governments have enacted wage-theft statutes. Just the term “wage theft” should frighten employers because such statutes clearly are not drafted with the intent of protecting business owners. These jurisdictions are trying to truncate the legal process. Instead of having to endure a lengthy procedure, an aggrieved employee can make his or her claim — with or without an attorney — and the employer must respond. If the matter isn’t settled in a timely manner, a hearing is held and a neutral decider of fact (typically, a retired judge) renders a verdict. A wage-theft judgment, as opposed to a legal judgment, normally requires immediate payment (pending a due-process-required appeal). Under certain cir-
cumstances, personal liability can be imposed against the owner or the facility’s managers. A successful employee likely will also recover three times the sum due, plus interest. My default setting is that all martial arts school owners are ethical. However, any business owner operating under the assumption that he or she can “run out the clock” or that an employee in a jurisdiction where wagetheft statutes are in effect will not seek remedy under such statutes is playing with fire. When I first discussed this in MASuccess, wage-theft statutes were relatively uncommon. Such is not the case today. Salary Inquiries and Inequitable Pay The issues surrounding the illegality of asking about previous salary information when interviewing prospective employees and of paying females less than similarly qualified males are spreading like wildfire. Many states have enacted such statutes, and the reason is self-evident. Society has passed the time when men can expect to earn more because of their status as the “breadwinner” for their family — which is often not the case — or because of some perceived superiority in the workplace. My advice is clear: Never ask prospective employees about their salary history, implicitly or explicitly. And if you believe there’s a prudent and defensible reason to have a different pay scale or schedule for similarly qualified employees, regardless of gender, you’d be wise to have a written articulation of such decisions, prepared and documented well in advance of any claims. The day may come when you’re required to defend your position in the witness box.
To contact attorney Philip E. Goss Jr., send an email to PhilGosslaw@gmail.com.
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INSPIRATION OVATION
Life Lessons From When I Was a White Belt
BY KAREN EDEN
“My time as a white belt taught me some of the greatest lessons of my martial arts journey. It taught me how to handle chaos. It taught me that sometimes you may not completely know what you’re doing, but you still need to guess the right direction and take a step.”
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ne of the hardest things for me to master during my time as a TV news reporter was learning to “hurry up and wait.” You have to hurry up and get to the scene so you don’t miss anything. But once you get there, you just stand around — sometimes for hours. You try to figure out what’s really going on, which information is relevant and which is superfluous, whom you can interview and how you can get them to talk. That’s usually the way it is when it comes to covering any kind of breaking news. As I’m sure my former directors would attest, it was never my favorite thing to do. Seasoned reporters are the best at this. They can show up and wait from high noon until sunset — and still present the story with smiles on their faces. Why? Because they’ve done it a million times, and they don’t even entertain the thought of going back empty-handed. They’ll find a way to get people to talk and to get that story on the air. The only comparable experience to my time spent as a field reporter was the time I spent learning martial arts as a white belt — especially while taking private lessons. I remember the sweat that accompanied just having to focus on things like, “Which hand goes where … and above which knee?” Until you’ve done those moves over and over for months, there’s a lot of chaos inside your head. This leads to a pivotal moment in which many new students will choose to abandon the art because, frankly, it’s a lot harder than it looks. I don’t know how many times I’ve said, while giving private lessons, “Yes, it seems hard now, but trust me, it gets easier. You just have to practice!” The truth is that my time as a white belt taught me some of the greatest lessons of my martial arts journey. It taught me how to handle chaos. It taught me that sometimes you may not completely know what you’re doing, but you still need to guess the right direction and take a step. That’s the only way you’ll ever move forward. My stint as a white belt also taught me that the chaos won’t last. It never does. Just keep putting one foot in front of the other and trust that the process will work. Perhaps the biggest lesson I acquired as a white belt was that you must learn how to wait. You have to wait for answers, for mastery of a technique, for a sign that
you’ve been moving in the right direction. Sometimes, you wait for days; other times, you wait for years. Eventually, however, the answer comes — provided you keep searching for it. Often it happens like the dawning of a new day. One morning, you wake up and go to train, and for some reason, everything just falls into place. The chaos lessens, and you can clearly see the task at hand. Overall, I loved being in the TV news business, and I did it for many years. But when I look back on it now, it all seems a little trivial. These days, I honestly don’t think I’d have the patience to endure all that stress for one minute and 20 seconds of news each night. Because that’s how much time you get to turn a story: one minute and 20 seconds. And just like that, it becomes old news. Like everybody else, I still experience chaotic times when I’m not sure exactly what I’m doing, but I make a move in the right direction anyway. I’m not a white belt anymore. I have learned that the chaos won’t last and that I’ll eventually get the answers I’m looking for — as long as I’m willing to stay the course.
To contact Karen Eden, send an email to renedenherdman@gmail.com or visit the Facebook group “The Eden Assignment.”
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§ Prepare for the Holidays Now § Reach out to Your Local Schools § Stay on the Right Side of the Law!