MartialArtsWorldNews.com
The #1 Business Resource for the Martial Arts Industry
VOLUME 19 | ISSUE 2
Think Tank:
A Totally New Concept for a Martial Arts Business Seminar
The Perfect
Customer Experience Guest Columnists
Professor Willie “The Bam� Johnson
Hanshi Dave Kovar
Grandmaster
Sang Ho Lee
Grandmaster of the Year
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CONTENTS
FEATURES 26
The Relentless Pursuit of Perfection in the Customer Experience
30 The Martial Arts Industry’s Most Surprising Business Event
COLUMNS 6 Editorial
Will You Be Crushed, or Will You Conquer? Master Toby Milroy
8
Martial Arts World News Faculty
12 Teamwork
Ways to Deal with Instructor Burnout Hanshi Dave Kovar
99 FREE Tool of the Month
54
The Warrior Way
DEPARTMENTS
56
36
14
Martial Arts World News 2019 Grandmaster of the Year
Industry Insights
17 Birthdays 20
Social 411
22
Industry Innovations
50
School Profiles
61
Classified Ads
97
Advertiser Index
YOUR INPUT 13
Share Your Story
54
Seeking Writers and Stories
74
Feature Your School, Organization, Accomplishment, or Event
Confidence Grandmaster Bill Clark
Be the Change Shihan Allie Alberigo
58
Growth Hacks
60
4 Reasons You Should Own Your Own Building Sean Lee
Ninja Business Tactics
Is Poverty Mentality Hurting Your School? An-Shu Stephen Hayes
64
Pillars of Success
68
Management Excellence
70
A New Concept for a Successful Life Grandmaster Y. K. Kim
You Can’t Become a Millionaire by Working for $10 an Hour Chief Master Kirk Pelt
Extraordinary Marketing
ABM: Always Be Marketing Grandmaster Stephen Oliver
72
After School Excellence
4 MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2
Next Level Strategy
One of These Things is Not Like the Others; A Child’s Lesson in Marketing Chief Master Mike Bugg
STAFF 76
78
Tactical Self-defense
Look Left To Right and See All In Sight Grandmaster Tom Patire
Complete Martial Arts Concepts
The Warrior Mindset: Teaching Concepts Professor Willie “The Bam” Johnson
80
The Millionaire Smarts Coach
84
86
88
Time is Money Lee Milteer
Budo Philosophy
Discovering the Invisible Shidoshi Alfredo Tucci
Pro Shop Power
Get the 3 Keys to Running a Profitable Pro Shop Brandon Kim
Mind Mastery
Finding the Truth within the Pages of a Meditation Book Grandmaster Jessie Bowen
90
Master the Basics
92
94
96
Secrets to Teaching High-Energy Classes Master Tina Bane
Instructional Excellence
Why Teach Philosophy? Grandmaster Tim McCarthy
VOLUME 19 | ISSUE 2 PUBLISHER Master Toby Milroy EDITOR IN CHIEF Sean Lee MANAGING EDITOR Grandmaster Tim McCarthy ADVERTISING DIRECTOR Jeff Reulbach ART DIRECTOR Frank Meyer GRAPHIC DESIGNER Amen Blue WEB DEVELOPERS Erin Pham Manuel Huerta COLUMNISTS & CONTRIBUTORS Hanshi Dave Kovar Sean Lee Shihan Allie Alberigo Supreme Grandmaster Y. K. Kim Chief Master Kirk Pelt Grandmaster Stephen Oliver Chief Master Mike Bugg Professor Willie Johnson Helene Reiver Master Tina Bane Brandon Kim Grandmaster Jessie Bowen Shidoshi Alfredo Tucci An-Shu Stephen Hayes Lee Milteer Sensei Gary Lee Grandmaster Tom Patire Grandmaster Bill Clark
Tools & Tactics
Getting High Profits Should be Elementary Helene Reiver
Martial Arts Philosophy
The Tale of the Forty Brooms Sensei Gary Lee
The mission of Martial Arts World News Magazine is to be the definitive source for information, news, education, ethical business practices, product reviews and innovative developments in the world of martial arts business.
Martial Arts World News does not accept any responsibility for unsolicited submissions. Our preferred method of submission is email to editor@ martialartsworldnews. com but paper manuscripts and photos will only be returned if a self-addressed postage-paid envelope is provided. All rights for letters submitted to the magazine will be accepted as unconditionally assigned for publication and copyright purposes, with the stipulation that editorial staff has the right to edit and comment. Martial Arts World News Magazine, its owners, directors, officers, employees, subsidiaries, successors, and assigns are not responsible in any way for any injury that may occur by reading or following the recommendations herein. As publisher, Martial Arts World News makes no endorsements, representations, warranties, or guarantees concerning any products or services advertised or otherwise provided herein, and 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 said products or services. This magazine is a copyrighted product of Martial Arts World News. All rights reserves. Reproduction in whole or in part is expressly prohibited without written permission from the publisher.
MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2 5
Editorial
Will You Be Crushed, or Will You Conquer? ➽Thank you for investing
MASTER TOBY MILROY is a 5th degree black belt. Known as “The Master Systemizer,” Master Toby Milroy has positively influenced more martial arts schools than anyone in our industry. He has built a successful multi-school organization, lead the national trade association for the martial arts industry, and coached some of the most successful martial arts school operators in the world.
this time to work “on” your business! Wow! I’m humbled and immensely grateful for all the positive feedback and the outpouring of support we’ve received after our last issue of Martial Arts World News Magazine. I knew that there was a largely unserved need in our industry for “No BS” straight talk about ethical business best practices without the politics and hidden agendas that are all too prevalent in our industry today, but the sheer number of messages I’ve received over the past couple of weeks has really been enlightening and encouraging. So, I thank each and every one of you for sharing your words of encouragement, and for any school operator or instructor who has any feedback, thought, or comments, feel encouraged to send them to me at TobyMilroy@MartialArtsWorldNews.com or send to the editor at Editor@MartialArtsWorldNews.com. I’m hopeful that this resource will help school operators and instructors optimize their current business processes and help them set even higher goals for their careers. I believe our industry is facing an ‘inflection point’. Technology, social media, the internet in general, AI, robotics, self-driving cars (even self-flying cars), medical science, and economic systems are in a near-constant state of ‘disruption’. We either adapt, or die! Every disruption brings chal-
6 MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2
lenges but also brings immense opportunity. Will you leverage these disruptions to your advantage, or will you be the next antiquated concept like the rotary phone or the horse drawn carriage?
Current market and marketing conditions now allow you, as a local business owner, TREMENDOUS leverage that we’ve never had before. Never has it been easier and CHEAPER to get our ‘message’ out into the world. Anyone with a cell phone can capture, edit, produce, and distribute content that used to cost us thousands or even tens of thousands of dollars. (I personally wrote numerous 5 figure checks to have television commercials filmed and produced, in addition to the cost of getting them on the air!) You can now, for the first time, create a real “Brand” for your small business because of the reach of social media. However, this takes time, energy, effort, and yes, some money, although the hard costs are a mere fraction of what it would have been 10 years ago.
For even BETTER news, our ‘product’ (if positioned appropriately) can be a very ‘sharable’ and engaging thing on social. The lessons our students learn, the values we teach, and the ‘action’ we have in our classrooms can attract and capture attention and give your ‘brand’ real value in the eyes of your prospects. For example, we produce more than 1000 social media “messages” for each of our clients, then actually do the work of posting and managing them. Depending on the programs the client offers, we’ll post between once and 4 times PER DAY on their behalf. These posts are ‘benefit’ focused, engaging, persuasive, emotionally impactful messages that reinforce the value of our client’s lessons and also the life-improving outcomes students and families get from these programs. Adding this type of brand building to your other marketing efforts helps to create a ‘halo’ effect, increasing the impact and effectiveness of everything you do. When I was buying tens of thousands of dollars in ‘traditional’ broadcast media every month (years ago), I saw this same phenomenon. When I had a LOT of television commercials running, my website ‘worked’ a lot better. When I did lots of newspaper inserts and radio, the phone book ad ‘worked’ better. TAKE ADVANTAGE of this opportunity NOW before there is another disruption and our costs once again multiply.
Check out ou r new MARTIAL ARTS BUSINESS D I SC USS I O N
G RO U P
No Egos – No Politics – No Trolls
Just News, Tips, Strategies, and Tools to Help You Grow Your School!
facebook.com/groups/MartialArtsWorldNews
OUR EXPERT FACULTY 6
Master Toby Milroy
58
Sean Lee
Is a 5th degree Black Belt, the CEO and Publisher of Martial Arts World News Magazine, and the Executive Vice President for AMS. In addition to building a successful multi school organization, Master Milroy has positively influenced more martial arts schools than virtually anyone in our industry.
12
Hanshi Dave Kovar
is the Executive Director of Sales and Marketing for hundreds of martial arts schools, who specializes in online and social media marketing using his extensive professional experience in sport and martial arts marketing, contract negotiation, and investment.
60
An-Shu Stephen Hayes
is an 8th degree black belt and recognized as the “Trainer of Trainers.” Hanshi Kovar is an internationally acclaimed instructor with black belt degrees in ten different martial arts styles. His systems have been implemented in hundreds of schools around the US.
54
Grandmaster Bill Clark
has authored 20 books, worked as a body guard for the Dali Lama, supervised over 30 school locations worldwide, and was named “A legend; one of the 10 most influential living martial artists in the world” by Black Belt Magazine
64
Grandmaster Y. K. Kim
is a 9th degree black belt and a former PKA Fighter of the year. He is widely considered one of the top experts in martial arts business with over 30 years of leadership and innovation, having been inducted into almost every Hall of Fame in the industry. He is one of the largest multi-school owners in the world.
56
Shihan Allie Alberigo is a 7th degree black belt, the founder of the L.I. Ninjutsu Centers, one of the largest Ninjutsu schools on the planet, the author of 4 books, and an entrepreneur with one of the first online coaching companies (www.takingittothenextlevel.com).
8 MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2
is the most successful martial arts business leader in the US, having written over 30 books on martial arts, business, leadership, and success. He has won numerous public service awards and is the founder of the leading martial arts marketing and management company in the US.
68
Chief Master Kirk Pelt is an 8th degree black belt and is the President of a multi-million dollar, multschool organization, has a 30 year track record of success, and is currently on the leading edge of martial arts curriculum and business innovation.
OUR EXPERT FACULTY 70
Grandmaster Stephen Oliver
80
Lee Milteer
is a 9th degree black belt and is the founder and CEO of Mile High Karate schools and founder of the Martial Arts Wealth Mastery Program, formerly Extraordinary Marketing.
72
Chief Master Mike Bugg
is an Intuitive Business Coach, AwardWinning Professional Speaker, and TV Personality who has counseled and trained over a million people throughout her career. Lee is Stephen Oliver’s Martial Arts Wealth Mastery’s Millionaire Smarts Coach and is also a best-selling author of educational resources.
84
Shidoshi Alfredo Tucci
is an 8th degree black belt and the owner of a 1.5 million-dollar-a-year location, with one of the largest after school and summer camp programs in the country.
76
Grandmaster Tom Patire
is the CEO and General Manager of the Budo International Publishing Company, a leading publisher in the martial arts with over 35 years in the Industry, including: Budo International Magazine and author of several books, The Immaterial Dimension, the Way of The Warrior and The Spirit. He currently lives in Valencia, Spain.
86
Brandon Kim
is known as “America’s Leading Personal Safety Expert” and has appeared on Good Morning America, The CBS Morning Show, The Colbert Report, Montel, plus in mainstream publications such as Family Circle, Redbook, Fortune Magazine, and The Wall Street Journal.
78
Professor Willie “The Bam” Johnson is a 7th degree black belt and 7-time sport karate and kung-fu world champion. He has appeared in 4 movies, 16 stage plays, 11 television shows and two videos. He is also the national spokesperson for the Stronger than Drugs Foundation and the Champions Against Drugs.
is the President of Vision Martial Arts Supply, Los Angeles Branch, who helps school owners all over the U.S. maximize their retail sales and drive more revenue into their schools.
88
Grandmaster Jessie Bowen is president of Karate International of Durham, Inc., a member of the American Martial Arts Association Sport Karate League and Hall of Fame, and has been a member of the Duke University P.E. Staff for over 25 years. He is the author of Zen Mind-Body Mindfulness Meditation and Zen Mind-Body Mindfulness Meditation for Martial Arts. MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2 9
OUR EXPERT FACULTY 90
94
Master Tina Bane
Helene Reiver
is a 6th degree master instructor and owner of a Top Ten martial arts school with successful after school and summer camp programs.
92
Grandmaster Tim McCarthy is an 9th degree black belt and is a martial arts educator with a master’s degree in education. He has been instrumental in developing two industry-changing programs, plus has directed and been featured in hundreds of martial arts videos and webinars.
is a martial arts business development consultant with a background in personal training, nutrition, education, marketing, and management of multiple successful fitness studios.
96
Sensei Gary Lee the American Samurai, is a 9th Dan black belt, a U.S.A. Karate Federation gold medalist, winner of 5 Super Grand National Titles, a featured actor in the movie Sidekicks, and is the founder of the National Sport Karate Museum.
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Call 10 MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2
Jeff @ 800-275-1600 Sponsors@MartialArtsWorldNews.com
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Teamwork
Ways to Deal with Instructor Burnout
HANSHI DAVE KOVAR is an 8th degree black belt and recognized as the “Trainer of Trainers”. Hanshi Dave Kovar is an internationally acclaimed instructor with black belt degrees in ten different martial arts styles. His systems have been implemented in hundreds of schools around the US.
➽Have you ever woken up and said to yourself, “I’d rather not go to the school today?” If you have, you are certainly not alone. Very few people are motivated 24/7, myself included. Without a plan, this can certainly lead to instructor burnout. A person might experience burnout for a lot of different reasons. Here are a few suggestions on how to deal with instructor burnout. First and foremost, avoid thinking that others have it better than you. It is a waste of time and usually not true. Remember, when we don’t take the time to appreciate our own good fortune, we are essentially focusing on the negative (i.e. the idea that others are somehow better than us). I think we should never forget the fact that we martial artists have it pretty good. We get to teach martial arts for a living, how cool is that? After all, martial arts has a real impact on students, and martial arts teachers’ livelihoods helps others on a daily basis. In other words, feeling grateful as a martial arts teacher comes with the territory, which in turn can make your life fulfilling. If in doubt, just take a moment to read though some of the thank you notes you’ve received over the years! If that doesn’t feed your motivation, not much will. Another thing that keeps burnout in check is continuing on your martial arts path as a student. I am not sure about you, but I find that when my training is going well, I am a better teacher, and I appreciate the process of teaching even more. The next thing to consider is, are you doing too much? While trying to be on top of all aspects of running your school is admirable, trying to do everything can also be exhausting. You should be able to distribute work between
12 MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2
your team members and yourself in such a way so that you don’t have to do all the heavy lifting yourself. This also means that you have to constantly train instructors who will be ready to teach later. Once you’ve ensured that your day job isn’t crushing you, think about your night job, i.e. sleep! We often shove sleep aside and ignore its importance. According to a survey, almost half of all Americans say they don’t get enough sleep at night. Yet, sleep is largely within our control. In order to stay healthy and positive through the day, resting well at night is often under rated, but absolutely necessary. So do your best to get to bed at a decent hour tonight! Also to minimize burnout, it helps to have a clear sense of purpose regarding what you’re trying to do with your school and where you want it to be in the future. Think about everything that you do at school. Are you doing most work either in a burst of inspiration or out of desperation? If so, sit back and figure out your goals, and then work out a plan regarding how you are going to achieve them. Don’t be driven by external factors alone. When your purpose is clear, it’s much easier to maintain your momentum which helps to create a great deal of stability. Finally, remember that life is a pattern of highs and lows. Be mindful of this. When you’re going through a low phase, don’t sabotage yourself. Remember, you will not feel like teaching every day, and that’s normal. But even when that happens, go out there with a smile and fake it. Before you know it, you will probably be “In the zone” and having a great time. I am confident that if you follow these steps on a regular basis, you will be able to prevent burnout. Happy teaching! For More Information Visit KovarSystems.com
Be recognized in future editions of Martial Arts World News Magazine. Our goal at Martial Arts World News Magazine is to support our industry and help you grow your martial arts school. It’s very useful for our readers to hear about YOUR specific experiences and results.
Here are some ideas on stories you could share: • New Rank Achieved • Opened a New Location • Award Won
You are part of a wonderful industry and community with Martial Arts World News Magazine, and now, you’ll be able to share and contribute to that community in a more rich and meaningful way than ever before!
• Discovered a Successful Marketing Strategy • Built a Retention System that Works Well • Tournament Results • Anything else that our readers might find valuable!
MartialArtsWorldNews.com/Ureport Send your story ideas to Editor@MartialArtsWorldNews.com
INDUSTRY INSIGHTS
Martial Arts Helped Action Star Maria Tran Stand Taller Imagine hating school because you were either getting bullied or witnessing someone else getting bullied regularly. This was the life for Action Star Maria Tran, when she was younger. Now she is considered the “Queen of On-Screen Action” and she attributes her success to training in the martial arts. Before she became an Australian Action Star at the age of eight she attempted to stop another kid from being bullied, but ended up getting beat up in a Brisbane schoolyard. This terrible experience motivated Maria to take Taekwondo classes. She believes the training, enabled her “to stand taller” and to not be afraid to look
people in the eye. Developing will power and self-discipline, she says, “helped me get through school and see things beyond what the issue is.” Tran never thought her experience of being bullied would lead to a host of blockbuster action fighting roles to her credit. Facing many barriers as an Asian Australian actress, Maria Tran has stood tall to the point of starring in, directing, and even writing many action movies across Asia and Australia. She says, “It (martial arts) gives you the ability to stand your ground and be comfortable with who you are. If you meet people that have some kind of aggression towards you, whatever it may be, it helps you be unshakable.”
Research: Is Martial Arts an Answer to Bullying? A research study has been conducted by Macquarie University in Australia related to participating in martial arts as a means to deal with bullying. A 10 week program was conducted by lead researcher Dr. Brian Moore using 5 schools including a total of 283 students in the study. The program consisted of each child being taught theory and moving from a white belt to a yellow belt throughout the study. The results were compared with a control group. The results were “overwhelmingly positive” showing that children practicing martial arts are better equipped to deal with aggressive behavior. The study showed that training in the martial arts 14 MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2
improved students’ resilience and self-confidence. Dr. Moore said, “Martial arts training is not about fighting; it’s about self-development. While fighting is arguably part of martial arts training, the emphasis here is on self-defense and avoiding aggressive conflict.” The results have prompted several schools to try to implement a martial arts program for anti-bully issues.
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INDUSTRY INSIGHTS
Look Out for Jiu-Jitsu and Ip Man 4 Two exciting martial arts movies to anticipate with great expectations in the not too distant future are Jiu-Jitsu and Ip Man 4.
In Jiu-Jitsu, Nicolas Cage along with Alain Moussi will be starring in a Sci-Fi martial arts alien invasion thriller. Moussi plays a Jiu-Jitsu fighter who teams up with Cage’s character to fight off an alien invader that comes to earth every six years. The movie is based off one a comic by the same name, Jiu-Jitsu. In Ip Man 4, Donnie Yen reprises his role for the next part in the series portraying the life of the iconic Wing
Chun master. In this latest movie, Ip Man travels to the United States to help his student (Bruce Lee) who has upset the local martial arts leaders by opening a Wing Chun school. Production finished in July of 2018 and a release date for July 2019 is expected. These are great opportunities to hold a movie night promotion in your town.
Conor McGregor Retires Again? Out of no where, early on March 26, 2019 the former UFC featherweight and lightweight champion, Conor McGregor, sent out the following tweet: “Hey guys quick announcement, I’ve decided to retire from the sport formally known as “Mixed Martial Art” today. I wish all my old colleagues well going forward in competition. I now join my former partners on this venture, already in retirement.” This is the second time McGregor announced a retirement to suggest his career was over. He returned to fight after the first announcement and many believe this is just the lates ploy for him to gain some leverage in negotiations for his next fight. We’ll have to wait and see, but McGregor has expressed that he has made enough money to retire and live well for the rest of his life. 16 MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2
INDUSTRY INSIGHTS
Martial Arts Celebrity Birthdays April
Jeff Smith Jackie Chan Steven Segal Stephen Oliver Jet Li
Happy Birthday on April 4 Happy Birthday on April 7 Happy Birthday on April 10 Happy Birthday on April 14 Happy Birthday on April 26
May
Cung Le Happy Birthday on May 25
MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2 17
INDUSTRY INSIGHTS
Martial Arts World News Named Among the Top 5 Martial Arts Publications
Recently Feedspot, the content reader for reading all your favorite websites in one place, announced the Top 5 Online Martial Arts Publications to follow in 2019. Martial Arts World News Magazine’s staff is humbled and proud to be considered in that number with other organizations. According to Feedspot, the list is the “most comprehensive” list of best martial arts magazines on the internet. The results were based upon: • Google reputation and search ranking
• Influence and popularity on social media sites • Quality and consistency of post • Feedspot’s editorial team and expert review We at MAW News are thankful to be considered in the same company of other highly favored industry magazines like TKD Times. Of course, we will continue to strive to produce such
a well received publication to further professionalize business leaders.
Announcing: The Champions Education Fund Martial Arts Charity The Champions Education Fund believes that youth and teen black belts should be able to continue their hard work into college. In addition, another strong belief held by the charity is that the character and leadership of these black belts are needed to keep America strong. Finally a belief in the chance for an education is necessary to pursue your dreams.
As a result of these core beliefs, the Champions Education Fund raises money to help worthy black belts pursue their dreams for college education. The winners from The US Open Taekwondo Hanmadang and other specified tournaments receive educational prize money to help in reaching these goals. This year’s event will be held at the World Arena in Colorado Springs on July 25-27, 2019. With the motto: “Funding America’s Future Leaders One Kick At A Time,” as funds grow, future tournaments will include state and regional Hanmadangs. ChampionsEducationFund.org 18 MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2
Finally… Get Rid of Your BIGGEST Headache
You didn’t open a martial arts school so you could waste your time being a bill collector… Right?
Put Our 30 Years of Tuition Management Experience to Work for You! Call one of our Friendly Tuition Management experts at 1-800-275-1600 to discuss your specific situation. OurAMS.com/headache
SOCIAL 411 YouTube is Now a Google Search Partner
Facebook and Instagram Stories are Gaining Traction
That means that you can have your Google text ads served to YouTube users, but (for now, at least) only to mobile users. According to Google, after several months of testing, YouTube Search ads perform comparably to Google Search ads in Cost Per Action. Other (non-Google) research shows Cost Per Click can be higher or lower. Of course, your results may vary. So when you manage your Google Ads campaign, you can choose to include search partners like YouTube, Google Maps, and Gmail to expand your reach (you can choose all search partners or none, but you can’t choose some and not others.) This option is checked for you by default under the Networks in Campaign Settings. If you find your search results are too low or too expensive, one option you have is to un-check the Google Search Networks for a while and compare results.
The social media world is increasingly going mobile. In the 4th quarter of 2018, Facebook earned $16.6 billion in ad revenues, and 93% of that money came from mobile devices. If you haven’t noticed, your Facebook newsfeed is pretty saturated with ads. There’s not much room for growth, and, in fact, users are tiring of these ads and becoming less inclined to click. So what can you do to stand out? Story ads. In addition, 66% of Instagram’s one billion active users say Instagram is a good place to connect with brands. If you want to brand your school as THE place for martial arts in your town, Instagram can play a big part. Both Facebook and Instagram anticipate dramatic growth in Stories this year, and you don’t want to be left behind.
Facebook Will Merge Its Messaging Platforms
Facebook is Making Campaign Budgeting Optimization the Default
According to a New York Times report citing confidential sources, Facebook has decided to connect Messenger, Instagram, and WhatsApp with a single, unified infrastructure. The plan is to achieve this integration by early 2020, if not sooner. That’s not to say they will become one – each platform will retain it’s own stand-alone app – users will just be able to message friends across all three platforms without switching apps. The apparent goal is to provide end-to-end encryption to insure the privacy of your messages. From a practical standpoint, this change might mean that if you use a Messenger Chatbot in your school, you’ll be able to extend those messages to Instagram and WhatApp, which gives you a lot more options and a much bigger audience. We’ll report more as this story develops. 20 MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2
As of September 2018, you are no longer are allowed to opt out of campaign budget optimization. So for those of you who run several ads simultaneously to see which ones convert better, you no longer have to spend your time watching and adjusting . . . Facebook will do that for you. Of course, they claim their algorithm will maximize your ad dollars, save your time, and identify low-cost audience opportunities, and after all, if you can’t trust Facebook, who can you trust? (Said in jest.)
Join a Winning Team!
WW ant a Truly Inspiring Career? WW ant to Join a Growing, Creative, Vibrant Organization? WW ant to Help Make the World a Better Place by Expanding the Reach of the Martial Arts?
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• Pre-Collection Agents • Collections Professionals • Web Designers • Web Developers • Software Engineers • I.T. Professionals
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INDUSTRY INNOVATIONS
Get More Students Every Month with Student-Grabbing Marketing Solutions The MA Biz Academy is a treasure trove of marketing, management, and instructional strategies and other great resources to build solid school growth. It contains everything you’ll ever need to maximize your martial arts school. The first thing we really like about it is the design: You can see all the current seasonal resources at a glance on the home page. There are sliders that showcase the most exciting materials of the season so you can take a closer look at what you like and simply skim over the rest. The second thing we like is that there are fresh business tools all of the time. They work ahead, so the materials designed for May are put up on the 15th of March, and you have plenty of time to choose, download, plan, and use them. The third thing we like are the after school and summer camp materials. In addition to the seasonal marketing materials for traditional programs, there is a separate section of materials for after school and summer camp programs, including hour-by-hour, day-by-day Instructor’s Guides and Worksheets for the kids. Another great feature are the seasonal materials: Not only do you get several “promotions of the month,” you get a complete resource file of other promotions you might use for this time of year. For example, for the month of May you can choose between Parent Appreciation Day (for Mother’s Day), a Memorial Day Parade, “May the 4th Be With You” Star Wars party, Art Show demos, and many more. The site also includes audio podcasts and video presentations. It’s amazing!. Check it out at MaBizAcademy.com 22 MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2
INDUSTRY INNOVATIONS
The Evolution of Krav / Warrior Training Systems Krav Maga was developed by the Israeli Army to take average citizen recruits and give them the fighting skills they would need in battle in six weeks of training, using instinctive movements and practical techniques. Grandmaster Bill Clark took the techniques of Krav Maga and organized them with the techniques of the Defense Lab to create a powerful, effective self-defense curriculum for adults. If you want to learn some practical self-defense techniques to add to your classes, or if you want to become a certified Krav instructor and learn how to use Krav in a successful martial arts business, you can log into the website and get your training online. You don’t have to join an organization: The information is available to anyone. Alternately, you can get “hands on” training at one of their live training events like the one on September 20th – 22nd. This program is a great add-on to any martial arts school. Register at www.WarriorKravMaga.com or call 877-729-3951
A Complete Martial Arts Business Library
Grandmasters Stephen Oliver and Grandmaster Jeff Smith have combined forces, knowledge, and experience to create the ultimate program to fill your school with new students. How many students? How about over 100 students in the next 60 to 90 days? If that sounds like a tall order, this is a big solution. This enrollment acceleration program is massive: It contains 2 books, 7 DVDs, 17 audio CDs, plus special reports, seminars, and downloads, all to use in the comfort of your own home – no plane rides, no hotel bills, and no days away from your school. These two have decades of extraordinary success in the martial arts industry and are willing to provide you will all the tools you need to grow your school quickly. Order this kit at www.ExtraordinaryMarketing.com or by calling 720-256-0208
MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2 23
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The Relentless Pursuit
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We are all familiar with the story: An orphaned child makes a long and arduous climb up a mountain to reach the Kung-fu temple. The gates are closed, and when he knocks, he is told to go away. He sees others who have been turned away, but they have stayed outside the temple waiting for days, hoping for a chance to be admitted. Because he is an orphan, he has no place to go, so he stays and knocks on the gate every day. With little or no food and water, harsh weather conditions, he faces strong temptations to give up his quest as many of the others do, but he persists. Barely conscious, after a week or more, he is admitted to the temple to become a monk.
26 MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2
Is this any kind of marketing plan? It may have worked for a temple of monks who grew their own food, but it’s not going to work for a martial arts school in 21st Century North America. We need to provide a significantly better customer experience. Our contemporary society thrives on instant gratification. If you can’t supply what they want, when they want it, they will look somewhere else. If a website takes more than 5 seconds to load, most consumers will simply move on to a better website. If your form field asks for too much information, they won’t fill it out. Heck, if you don’t show up on the first page of Google, you might as well not exist. Is it right? In arts where we teach patience and perseverance, should we cater to the short attention span culture? Only if we want students. You can try the ancient temple method of only accepting a few who meet your high bar of admission, or you can reach out to the masses in a way they understand, and then slowly teach them how to have patience and perseverance. We recommend the latter. The concept is called “reducing friction” in the customer experience. Friction is anything that slows a process down, any resistance that the customer encounters in the buying experience. There are 3 phases to friction that our students will face: 1. Discovery 2. Purchase 3. Post-Purchase Or, in martial arts business terms: Marketing, Management, and Retention. Discovery Discovery means exactly what it sounds like: How can prospective students find you? When they Google “martial arts in Madison” or “karate in Orange County” does your school show up? When they go on Facebook, do they see ads or at least posts about the benefits of
MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2 27
Marketing training at your school? Do martial arts discussion groups praise your school or trash it? You definitely need some low-tech word of mouth advertising from your students and parents, who are willing to tell their friends how wonderful it is to attend your school. You also need some hightech versions of those reviews by providing social media posts for them to share and encouraging positive reviews on Yelp! and other review sites. You need a good website with Search Engine Optimization so that you show up when people search for martial arts in your area. Your website needs to be focused on the prospective student’s needs. It should be lean and purpose-driven to provide as little friction as possible: Clear information on benefits, and simple choices on how to get those benefits. The technology has to work, and work quickly. If links are broken or pictures are missing, they will simply go to someone else’s website that works better. It also has to be mobile-friendly, as most searches these days are done on phones. Purchase Once they have found you and see your benefits, how easy is it to become a student? Do they get a FREE lesson? Or do you offer an inexpensive Introductory Course? Or do you offer something valuable (like a Free Report on Bullying) in exchange for their email and phone number? You need to make an irresistible offer. The more you ask of them, the more steps it takes to get there, the higher the friction you create, and the more you are pushing them to slow down or stop. If you ask for payment, is it crystal clear how to do it? What are the payment options? How long does it take to enter the information? Is the payment information secure? Is it optimized for mobile devices? Once they fill out your form, how completely do you follow up: With texts? Emails? Phone calls? When they arrive at the school, how are they greeted? How are they treated? Does your trial lesson or introductory course address their specific needs? Do your long-term course options fit into their schedule, needs, and budget? Obviously, you can’t please everyone, but do you enroll about 80% of those who walk in your door? If not, you need to find the friction points. Post-Purchase The best schools deliver more than they promise. In the martial arts, we don’t have to worry about shipping and delivery in the physical sense, but we do need to worry about delivery of the benefits 28 MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2
every day, in every class. We not only need to deliver top-notch instruction, we need to help students and parents become aware of the benefits they are receiving. Something as simple as the difference between, “OK, everybody drop and do 20 push-ups!” and “Push-ups give you strong arms and strong bones! Let’s do 20!” creates a big difference in perception. Take time to point out WHY you are asking your students to do the exercises and drills. Track attendance to discover friction points in your curriculum. Do students attend or avoid certain classes? Do students tend to drop out at a certain belt level? If you have advanced programs like Leadership Team or Demo Team, discuss and practice leadership skills and performance techniques that apply outside the classroom. Reduce friction in all your management policies, from test applications, to tuition payments, to communication with the school. Provide easy ways for students and parents to give feedback – this will be your best source to improve the customer service experience in the future. The physical, mental, emotional, and even spiritual benefits of the martial arts can last a lifetime, so we want our students to continue training with us for a lifetime. If they are not, we need to examine the friction we are allowing (and sometimes even creating) in our schools to slow down their enthusiasm to the point where they quit. If all of these factors sound like a lot to wrap your mind around . . . well, they are. Fortunately, modern technology provides some amazing resources that will help you identify your friction points and also help you reduce them. Software programs (we’re huge fans of the ATLAS Pro System - AtlasMartialArtsSoftware. com) not only provide a powerful, SEO optimized website, but social media posts to help with your discovery. The enrollment process is simple and easy for the prospective student on desktop or mobile, and the marketing automation follows-up with texts and emails. It has robust systems for communication, as well as advice on curriculum improvement, creative marketing campaigns, and a diagnostic dashboard to help you identify friction points in your process. We no longer live in the world where there is only one temple on the top of a mountain. Today, there are dozens of martial arts schools in every town (as there should be!) One way to distinguish yourself from the other schools in your area is with outstanding customer service, and you can start by reducing the friction your students encounter when dealing with your school in the discovery, purchase, and post-purchase phases of their membership. The easier it is to become and remain a student, the longer they will stick with you, and the more they will enjoy the benefits of martial arts training.
Think Tank
The Martial Arts Industry’s Most Surprising Business Event 30 MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2
Think Tank Something New? Imagine a room filled with the same old 15 speakers, sharing the same old ideas, with the same old attendees, at the same old event with a Superlative name. Guess there’s something to be said for the familiar and unsurprising routine industry event – booooring! On the other hand, imagine going to an event where there is an unexpected twist. The speakers actually have their hands dirty from being in the trenches everyday. They share the step-by-step strategies they are actually proving to have impact in today’s market! And the name of the event is simply The Think Tank. MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2 31
Think Tank This exciting and unusual martial arts business event unlike any other will be taking place October 11-12, 2019 in Raleigh, NC. It is being sponsored by some big names in the industry like: USTC, ATLAS Martial Arts Software, Amazing Martial Arts Websites, Martial Arts World News Magazine, and Vision USA, just to name a few. You might be asking, “So why is this event so different?” Your thoughts might be, “I’ve been to many events and listened to the most inspiring speakers and met a lot of cool people.” While that all might be true, you likely are still looking for more or didn’t really get the things you really needed to skyrocket your school’s growth. At so may events, you get inspired and socialize, and maybe even get recharged. After the high wears off from your mini-vacation, practical strategies and tools for your unique situation are either nowhere to be found or missing some key details or the ideas you brought back are not as easy to implement as you were lead to believe.
October 11-12, 2019 in Raleigh, NC Thursday
• Master Golf Tournament fundraiser • Dinner and Awards
Friday
• USTC Council organization only meeting • Martial Arts Business Seminar Sessions
Saturday
• Think Tank finalist presentations • Martial Arts Business Seminar Sessions • Hall of Honors Dinner
SPECIAL GUEST SPEAKERS Grandmaster Y. K. Kim who is responsible for many innovations and initially raised the awareness of good business practices in the industry.
The Difference The major difference between The Think Tank and other events is that many of the speakers are guys and gals just like you. Another way to say this is that our speakers are engaged in the daily grind and struggle just like you and are sharing the strategies that are proving to be working now. In addition, you get the chance to interact directly with these people so you can get your questions answered and gain more specific insights for your unique circumstances. You will feel like you’re able to relate and that the speakers are approachable rather than whisking through their speech and then hurrying off to their next speaking engagement. The Think Tank is not just another seminar. First, the speakers are selected from pool of contestants from which are drawn the finalists based upon submissions they provided related to the areas of classroom teaching and school management. You might be asking, “Contestants and finalists — is it some sort of contest?” That’s right! The finalists are actually competing with their presentations and Q & A for cash prizes. Even you could be a featured presenter. These contestants must meet eligibility rules and deadlines for their entries into the contest posted on ThinkTankSeminar.com. The overriding guideline for submissions is to provide a better learning opportunity for martial artists in both classroom teaching and school management. Got your attention now? The Think Tank is a seminar, a contest and so much more. While there will be business seminars, there will also be CASH and other prizes for the best presentations. School 32 MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2
Master Toby Milroy who has become a force in the industry in presenting successful business growth models and systems that get results. Grandmaster Jun Lee who has championed the importance of maintaining martial arts tradition along with innovation and is the mind behind the Think Tank. Mr. Sean Lee who has several years of experience in advising hundreds of martial arts school owners to achieve business success.
And Many More To Be Announced! owners will be revealing their business strategies that have gotten REAL results. These will be mastermind sessions that will include Q & A, so you get the answers you need. The Think Tank will be the event of the year that you don’t want to miss. It will be a great networking opportunity in which you can gain the stuff that works for school owners just like you. Hope to see you at this years event in the Fall. For more information visit: ThinkTankSeminar.com
Exclusive Interview
MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2 33
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Cover Story
Martial Arts World New
2019 Grandmas
36 MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2
ws
Cover Story
ster of the Year Sang Ho Lee
MAW: Martial Arts World Magazine is proud to announce our 2019 Grandmaster of the Year Award and declare Sang Ho Lee Day in your honor. You deserve this award more than anybody in the martial arts industry for your over 40 years of dedication to the martial arts, for your exceptional work in promoting international brotherhood between the U.S. and Korea, for your remarkable community contributions through the Rotary Club, the D.A.R.E. program, and the Junior Police Academy, and your outstanding leadership. MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2 37
Cover Story SHL: Thank you. Sir, I am honored. MAW: You are a visionary, so what is your opinion of the value of the martial arts and what do you see as our future?
and a waiting list of people wanting to become your students. What is the true secret of your success?
SHL: You know, I think about the Korean culture and how we celebrate birthdays. In SHL: It is very challenging to try and put many cultures a birthday is seen as a way the value of martial of getting things arts into a single or being the center word because the of attention, but very practice that is in Korea on our done with energy, birthday we call our commitment, and mothers and fathers integrity leads down and say “Thank You many paths. But, … Thank you for I think that at the my life and for your heart of our art is support and love.” RESPECT. No one I think real success can love or respect arises from gratianother person tude. Before outer unless they have success occurs there learned to love and is an inner sense of respect themselves. gratefulness that An individual leads to using the Grandmaster Lee demonstrates awesome power without a sense of gifts of life intensepersonal value is ly, and I think that is easily threatened, isolated, and this leads what attracts other people to us. to dark places. Respect for self and others leads to common goals, collaboration, and MAW: What was the most difficult chalwillingness to work with others for the betlenge you faced in your rise to success? terment of the whole society. The martial SHL: Wow, that is an interesting quesarts community should be in the forefront tion! Perhaps the biggest challenge was the of creating a respect-filled environment. emotional part of starting my business. This MAW: You are very successful in both year is the 28th Anniversary of the school. I student accomplishments and in business, had been in this country a couple of years and with an over 18,000 square foot building worked under my brothers, and then came
to Burlington, North Carolina with the little money I had saved. I was starting at a young age, and could barely speak English. I lived in the back of the school and did everything from cleaning to teaching. I knew my family was behind me, but the success or failure of the academy rested with me. Every night I had to find my strength to meet the coming day,
Grandmaster Lee demonstrates extreme flexibility
and that has been a gift that motivated me. Our TKD training teaches us when we fail that we have 2 choices: to quit or to strive further. MAW: Who is your hero in the martial arts industry?
Grandmaster Lee’s 18,000 sq. ft. building is the center of Burlington martial arts 38 MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2
SHL: There are many Grandmasters I look up to for encouragement and advice. I am especially fortunate to have heroes. I use the plural here because I am thinking about my brothers. I have 5 brothers who all own and teach in their schools and they have 2 qualities that have impacted me: One is always to ask, “How can I be more successful?” and the other is, “How not to fail.” Each brother has traits that I look up to. My oldest brother, H.K. Lee, invited us to move to America and took in 7 additional people continued on page 42
Cover Story
MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2 39
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Cover Story
Korean exchange students arrive from Burlington, NC’s sister city of Gwacheon, South Korea
into his own home. He is a man of duty and responsibility. My brother K.S. Lee embodies love and acceptance, which he shares freely. My brother Jun Lee is a model of leadership, communication, and organization. My brother Jungho Lee is a man of patience and careful thought before he speaks, which makes what he says all the more valuable. My brother Byung Lee is a man of faith, which directs his life and leads him to be kind and consistent. Finally, I must mention our mother, who is the glue that holds everything together. Her tenacity and care for her children has guided us across the years.
orative and less concerned about being in competition with one another. The values and life skills we bring can dramatically affect individuals and the communities in which they live, so we should expand to meet that opportunity.
much time as possible with my wife and son. Perhaps we would travel and simply focus on having fun together before I would decline. The second would be to have a Farewell Party with all of my students from across the years, so that we could celebrate what we have done together. The last would be some noteworthy service project for a not-for-profit group in our community. I think I would want to make a difference! MAW: Which benefits of practicing the martial arts and running a martial arts school are the most important to you?
SHL: Probably all of us would say that we enjoy the health MAW: What is your dream for Grandmaster Lee is on the board of his local D.A.R.E. chapter benefits -- mental, physical, and the future of the martial arts? spiritual -- from practicing martial arts. I would agree whole-heartedly with SHL: Grandmaster H. K. Lee once told those. And there is more. I am part of a me that over 30 years ago Grandmaster Y.K. MAW: If you had only 6 months left to growing network of connections with a vast Kim used to say that we need a church on live, what 3 things would you like to do? variety of people locally and across the globe, every block and a martial arts school, also. which enriches my mind and satisfaction My dream is to see us become more collabSHL: The first would be to spend as 42 MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2
Cover Story level. And one thing more: Some people speak of hating to go to their job, but I get to make a living doing something I love, and about which I am passionate. MAW: What made you contribute so much of your time, money, and energy to civic organizations like the Rotary Club, the D.A.R.E. Program, and the Junior Police Academy? SHL: I have to say that my motivations have grown and developed over the years. At first, it was the desire to network, market, and expand my business. Making the school visible and known would help attract new students, and that is important. But the deeper I get into it, the more I have realized the significance of what can be done for the community, for students, and for parents. One example is the Junior Police Academy. I discovered if I could make a difference in the life of just one child, it was worth the effort. Who knows that that will produce or lead to down the road for that person and the life
Grandmaster Lee delivers a new fire truck to Soledad, Mexico with his Rotary Club
they will take forward. It is the ‘outcomes’ that make service something we should all pursue! MAW: For any of our readers who are just starting out in the martial arts business, what advice would you like to offer them?
SHL: I have a few comments about this starting with the obvious, which is to learn solid, basic, business principles and use them. But how you do business is just as important. First, be ethical and respectful in how you conduct yourself with everyone, even competitors. Next, and closely related to this, is operate with integrity and
The 6 Lee brothers: Grandmaster Jungho Lee, Grandmaster Sang Ho Lee, Grandmaster Byung Lee, Grandmaster Jun Lee, Grandmaster K. S. Lee, & Grandmaster H. K. Lee MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2 43
Cover Story
Grandmaster Sang Ho Lee Regularly Interacts with Other Martial Arts Celebrities
with Jhoon Rhee
with Steven Segal
with Pat Morita
with Sammo Hung
with Michael Jai White
with Don Wilson
with He Il Cho
with Ernie Reyes Jr. & Sr.
with Tommy Chang
with Hak-Sun An
with Bong Soo Han
with Byong Yu
on the cover of Taekwondo Times
with Bennie Urquidez
with Phillip Rhee
44 MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2
with Chuck Norris
Cover Story
Grandmaster Lee offers scholarships to outstanding students in the Junior Police Academy
professionalism. Always ask if an action is in keeping with your values. Work hard with enthusiasm and show the passion you have for this art. If it is worthy of centuries of practice, it is worthy of your best effort. MAW: Some school owners are struggling these days by not being able to enroll new students and suffering from financial pressure. What direction can you offer them? SHL: Let me encourage anyone in that situation to forge ahead, and not give up. Ask anyone who has started in this business and they will tell you they, too, have had this experience. You should build a selective network of business and personal relationships that can help share information and collaborate with you. Attend at least one martial arts business seminar annually, because it is an investment in learning. If you gain one good idea and implement it then the expenditure will be paid back. Do not chase money. What I mean is go after people
and give them quality. Prospective clients know the difference. Finally, be an inspiration to others by seeking excellence. MAW: For those school owners who feel stuck…they can’t seem to move ahead and feel like they are in jail…how would you coach them? SHL: I would repeat my answer to the previous question, plus I will simply add that getting isolated can lead to short-sightedness and lack of vision about your school. Do not let that happen. MAW: Some school owners are very successful. What would you suggest to them? SHL: Take time to reflect on what qualities have been essential to your success, and see if those can be taken to another level. Have humility because many other people have been involved to contribute to success, and that means it is important to show gratitude to your partners along the way, and
46 MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2
take care of your people. Do not treat people differently because of what they have or do in life, but be equally respectful. I think a vital aspect of ongoing success is to take your best and push it to a higher level. MAW: As you know, Taekwondo has over 100 million practitioners worldwide because of tournaments, including the Olympic Games. However, lately in advanced countries like the U.S. almost 90% of adults have left because of the contact. Can you offer any suggestions or solutions to improve our future? SHL: I enjoy tournaments, and many of my students do as well. However, focusing only on the sporting aspects of Taekwondo has left a significant gap in our training. Older students, who get injured, often do not heal as quickly as younger practitioners, miss time from work or training, and must deal with the effects of injury. If we limit our training to the physical or sparring dimension, we are missing a vast part of the martial
Cover Story arts. I think the mental, philosophical, and inner strength aspects of traditional martial arts need to be renewed and incorporated in our art. We need to have multi-faceted training that includes the whole of our art and not just Olympic sparring. MAW: I am envious of your relationship with your siblings. As you mentioned earlier, you are one of 6 brothers all teaching the martial arts, all heads of their own schools, who gather once a year for the Lee Brothers Tournament. How have you managed to keep such a close family relationship? Does it have anything to do with the martial arts spirit? SHL: As with any family, we have our joys and challenges. We share the same occupation and love of the martial arts. While we are competitive, we follow the same code and that pulls us together, so, Yes, the martial arts spirit helps to sustain and support us. If you remember my response about my heroes, you will notice I mention our mother. She may not have a black belt but she is a Grandmaster relationally! She kept the fam-
ily together through many challenges and her spirit runs through us all. MAW: What advice would you like to give to current students, instructors, masters, and other grandmasters in the martial arts industry?
Martial Arts World Magazine is honored to present the 2019 Grandmaster of the Year Hall of Fame Award and to designate Saturday, September 21, 2019 as Sang Ho lee Day. It is like a second birthday, one
SHL: I think to some extent my previous answers all point in the direction of this question. If there is one thing I would like to add specifically to students and instructors it is this: stay connected. Even as you age and become physically less skilled, it is important to train and not lose contact with what gives you energy and a sense of being alive, and that means being together through all challenges. In the end I want to raise up super stars. What I mean is those who will contribute to their families and communities and be an example of true martial arts.
of the most prestigious days in your
MAW: Thank you, Sir, for sharing your thoughts and philosophies with us.
10:00 a.m. at your school, located at
SHL: Thank you for the opportunity. It was an honor.
27215. We hope to see you all there!
martial arts career. We know you will have thousands in attendance at your school to see you receive this award, and it will be a standing-room-only crowd. Regardless, we would like to invite all of your colleagues: All instructors, masters, and grandmasters of the martial arts to participate in this first-of-its-kind event, beginning at 793 Boone Station Dr., Burlington, NC
Grandmaster Lee breaks flaming concrete while in a full split between two chairs MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2 47
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MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2 49
School Profile
Kim’s Karate Adds an Additional $150,000 in Just Months Master Navid Shahraki has operated his Kim’s Karate location in Lanham, MD since 1996. He teaches traditional Tae Kwon Do to about 100 students and about 85 additional after school and summer camp students which generates more than half of his income.
In order to manage professionally, he has a staff of 12 (both part and full-time) to provide outstanding customer service. He uses a billing company to help him focus on recruiting more, because he used to spend an hour to an hourand-a-half a day dealing with billing issues and trying to collect money. With the help of AMS, he no longer worries who paid and who didn’t pay, and can focus his attention on helping his school grow. He also believes his management software has helped him get more organized. ATLAS Pro not only keeps track of his student attendance and lets him know when an agreement is ready to be renewed, it also keeps track of his staff’s hours accurately for payroll. He estimates that the software saves him $500.00 to $600.00 a month that he used to pay when his employees just wrote down their hours instead of clocking in and out. Always on the lookout for ways to help his school 50 MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2
grow, he acquired an Amazing Martial Arts Website about 6 months ago. It has worked extremely well for him, as his school website ranks at the top of Google when you search for Karate in Lanham, and when combined with the Facebook posts they provide for him, generates about 20 leads of new students a month. Since getting the website, he estimates he has enrolled about 20 additional after school students just from the website, which translates to about $85,000.00 in extra annual income. In addition, he has enrolled about 40 new nighttime students just from the website, which translates to about $72,000.00 in extra income, for a grand total of over $150,000.00 in additional annual income in just the first 6 months. We’d say that’s pretty amazing. For more information on the website that generated such amazing results for Master Shahraki, go to www.AmazingMartialArtsWebsites.com.
School Profile
Martial Arts World of Hunter’s Creek Increased Revenue by $10,000 a month! Chief Instructor Mike Earl has a 1,900 sq. ft. school in a suburb of Orlando that has been open for about 3 years. He teaches a blend of martial arts in a family school with an after school and summer camp program. MAWnews: Instructor Earl, as you know, we highlight schools across the country with interesting stories that can help other schools. In your case, after 3 years, what was your monthly income like? ME: Well, last year my monthly income was approximately $15,000.00 a month. MAWnews: And what is it this year? ME: We’ve steadily increased our monthly income every month from $15,000.00 to $20,000.00 to $22,000.00, and now we’re up to $25,000.00 a month. MAWnews: $25,000.00 a month in 1,900 square feet. The school sounds like it’s pretty healthy. How much has your after school program contributed to that growth?
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ME: A year ago I thought the maximum for our after school program was 35… but now we have increased our after school program to consistently 45 and even have a waiting list – all the time we have seven to eight people on this list, and if someone does drop out of our after school program, these people just fill the spot right back up again where we’re consistently at 45. MAWnews: That’s amazing: A martial arts school with a waiting list, and that’s because of the size of your school – you can’t squeeze any more than 45 students into your after school program. ME: We’re looking forward to the day our lease expires, so we can move into a bigger space. MAWnews: What kind of promotion are you doing to get such impressive results? ME: Last year we would to go out with our community appreciation program and try to get the people inside our doors. It got us to $15,000.00 a month. In the past year we used the iENROLL System in ATLAS Pro, and I would wake up in the morning, look at my text messages, and see all these new prospects coming in. We were getting in about 10 to 12 students a month from ATLAS Pro and the iENROLL System. MAWnews: Well, thank you for sharing your success with us. We’ll look forward to checking back with you in a couple of months or so to see if you continue growing and get that new location. To learn more about the ATLAS Pro system that has helped Instructor Earl increase his income so dramatically, go to www.AtlasMartialArtsSoftware.com.
We provide integrity-based coaching and community resources to busy martial arts school owners that save you time and grow your business. MAKE AN APPOINTMENT TODAY VISIT WWW.KOVARSYSTEMS.COM/SUCCESS
The Warrior Way
Confidence ➽Curse ruthless time! Curse mortality! How
GRANDMASTER BILL CLARK is a 9th degree black belt and a former PKA Fighter of the year. He is widely considered one of the top experts in martial arts business with over 30 years of leadership and innovation, having been inducted into almost every Hall of Fame in the industry. He is one of the largest multischool owners in the world.
steps to reassess what you believe to be true about your cruelly short is the allotted span for all we must personal confidence levels. The foundation of confidence is competence. cram into it! We are all worms. But I do believe You certainly don’t have to accept someone else’s opinthat I am a glowworm. - Winston Churchill ion that you are not particularly good at something. As Self-confidence is the foundation of all personal sucEleanor Roosevelt said, “No one can make you feel inferior cess. With self-confidence, people will try new things, go to without your permission.” new places, and set larger and more ambitious goals. With Becoming good at something is the first factor in selfself-confidence, you have a greater ability to be creative, to confidence and becoming good at anything is merely a accept new challenges, and to bring opportunity into your matter of education and practice. While confidence stems life. When others observe your self-confidence, opportunifrom many areas, the first and foremost area is competies will flow towards you as they recognize that you have tence—knowing that you know as much or more about the confidence to handle important or difficult situations. your business, career, job, or hobby as anyone on the planet. No one is born with confidence. Confidence—or the This is the attitude the Japanese refer to as Kaizan. lack of it—is a learned trait. If you tried new things and That means continued, never-ending improvement. You succeeded, you gained in self-confidence. If your parents, accomplish this by seeking knowledge about every facet of teachers, and peers constantly praised your accomplishyour career, hobbies, and life, ments and encouraged you and anything else that might afto try new things, then there “Becoming good at something is the fect it. Once you have it all, you is little doubt you are encontinue to seek more. dowed with self-confidence. first factor in self-confidence…” Be tireless in your efforts But in many cases the to be more productive during opposite may have been true your working hours. The real winners in life are those who and people may have told you things like… never stop learning. They are not content to learn by os•• “That’s not the way you do it.” mosis; they constantly search for new information. They •• “Can’t you do anything right?” are not afraid to invest cash in search of knowledge, even •• “Why aren’t you more like your brother or sister?” if it’s just to invite an expert in their field to join them for This treatment most likely had a negative effect on a cup of coffee—someone, perhaps, who can impart the esyour self-esteem and confidence. sence of years and years of key experiences in just a couple Most parents, especially those of several decades of hours. Don’t fall into a rut. Be a continuing learner. ago, had no idea of the power they had in shaping their Life’s winners know the power of mirroring (imitatchild’s future based only on a few simple words. They ing successful others) and seek out others who have gone certainly didn’t mean to do a bad job. They simply before so they can learn from the mistakes of others. treated their children the same way their parents had They also seek out and develop mentor relationships with treated them. The same is true of teachers and bosses. others who can pass on to them valuable insights on a Some are wonderful, always working to build their regular basis. charges’ confidence as well as their knowledge. While They believe in the principle of continued improveothers are horrible and belittle their students for their ment, not just for themselves but in all those who sursupposed stupidity. round them. They take training seriously and know the I had a particularly tough PE teacher in high school, value of role-playing in their professions. They set aside which was fine for me since I was a good athlete. But he time each day for reading and personal development. They made life hell for kids who were physically below averencourage others to follow their lead and invest in the age and effectively destroyed what little self-confidence greatest asset they will ever posses—their minds! they had. Even if your experiences with regard to selfconfidence were negative in the past, there is no need to For more information visit despair. You can begin, right now, to recognize patterns of TheEvolutionOfKrav.com behavior that stem from your past and take the necessary
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Next Level Strategy
Be the Change ➽This is a monthly column that I have wanted
SHIHAN ALLIE ALBERIGO is a 7th degree black belt, the founder of the L.I. Ninjutsu Centers, one of the largest Ninjutsu schools on the planet, the author of 4 books,
to write for quite some time now. I read a quote somewhere that has stuck in my head since I was a young child, “Be the change in the world you want.” I am involved with many different groups that want to make this world a better place, PETA = People for the Ethical Treatment of Animals, WWF - no not the World Wrestling Federation, the World Wildlife Federation, The Tibet Press = to help free Tibet and give the Tibetan Refugees their country back, The Carol Baldwin Breast Cancer Research Foundation which helps to find a cure for Breast Cancer, Project Action Foundation that awards scholarships to youth at risk for martial arts schools around the country as well as Earth Save - designed to help people become aware of the impact their diet has on society, the world, and themselves.
and an entrepreneur with one of the first online coaching companies (www. takingittothenextlevel.com).
Ever since I became involved with the martial art of Ninpo I realized through Grandmaster Tanemura’s teachings that the world is a very intricate place and that everything plays a huge part from a micron all the way on up to the Rain Forests. Everything we do has a reflection on the world we live in. One thing people are led to believe is that one person can’t make much of a change. I say don’t believe the hype! With one person making a conscious effort there will be a better world tomorrow. Fight the good fight, my friends! Did you know that 260 million acres of U.S forest have been cleared to create cropland to produce our meatcentered diet and another acre disappears every 5 seconds? At the present rate, in 50 years not a single tree will remain standing in the U.S. Yet the amount of trees spared per 56 MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2
year by each individual who switches to a pure vegetarian diet equals an entire acre of land saved, daily. “Diet for a new America by John Robbins.” Animal agriculture is more damaging to land, water, air, and wildlife than all other human activities combined. It has been called the greatest threat to the quality of life on earth second only to nuclear war. FARM The driving force behind rainforest destruction is the American meat habit. We import 200 million pounds of meat annually from Costa Rica, El Salvador, Guatemala, Nicaragua, Honduras, and Panama. Yet, people in those countries eat less meat than the average American housecat. “Diet for a new America.” by John Robbins. Worldwide a forested area larger than Denmark vanishes every 6 months. For every acre converted for grazing pastures: 200 million acres of once highly productive forestland is now reduced to grazing. PETA The use of grazing and cropland for U.S beef production accounts for roughly 50 percent of rain forest degradation, in turn worsening the greenhouse effect and soil depletion, destroying wildlife habitats and compromising biodiversity. Rocky Mountain Humane society. The decimation of Rainforests by companies like Burger King reduces rainfall in Africa. Each tree left standing can process 40 gallons of moisture daily into the atmosphere. American agribusiness destroys the rainforest to graze cattle, causing millions of birds, monkeys, snakes and others to lose their homes and lives as the massive South American rainforests which play a key role in the ecology and climate of the planet disappear. PETA. It is my goal not to change people against their will. I am only making people aware of the possibilities if they make changes to themselves ever so slightly. Did you Know: that 1.4 trillion dollars was spent on the health care business in the year 2001. Over 150 million dollars was spent on health related diseases that could have been avoided due to proper eating habits of the American Citizens. To say the least we are eating and therefore building to create space for more food for ourselves to death. It is time to make a change. Don’t you think? It is up to you. For more information visit TakingItToTheNextLevel.com
Growth Hacks
4 Reasons You Should Build Your Own Building
SEAN LEE is the Executive Director of Sales and Marketing working with hundreds of martial arts schools, who specializes in online and social media marketing using his extensive professional experience in sport and martial arts marketing, contract negotiation, and investment.
➽In some way, every martial arts school owner is a dreamer. At first, you fulfill one dream by earning your black belt, and then another by becoming an instructor. Then, you fulfill a third dream by opening your own school and renting or leasing a location. In time, you begin to see the pitfalls of renting or leasing (like paying someone else’s mortgage), and the dream takes the shape of building a location that you actually own. When you own the building, you invest in your future, because you can always sell or rent your property to gain future income. Does this sound like a fantasy, or is it a dream that you can make a reality? Real estate experts and successful martial arts school owners that own their locations believe this dream can come true for any school owner for four reasons. One reason is psychological and the other three are financial. The four reasons you can build your own location are desire, timing, options, and network. 1. Desire Motivation is key to accomplishing anything. As a martial artist, you probably believe that an expression like, “If you conceive it and believe it, you can achieve it” is really true. There are lots of ways to achieve the goal of building your own building, but you just have to want it badly enough. Where there’s a will, there is a way. Do you want the dream badly enough make it happen? That’s the place you must begin. 2. Timing The real estate market is hot right now for homes, but not so much for retail space. Amazon and other online providers have killed a lot of retail businesses, so if you look around, you will see a lot of empty storefronts. That means if you look, and are patient, you should be able to find an empty building at a bargain price. It probably isn’t a great time to buy a whole plaza (where you have to fill it with other renters), but if you choose your property well, it should continue to increase in value with the growing real estate market.
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3. Options There are many different methods of purchasing property than you might be aware of. Traditional banks are only the starting point. You can sometimes get the current owner to finance you, especially if he is facing foreclosure. You can help him save his credit while getting a building at a bargain price. There are also other sources of financing, including “angel” investors and partnerships – maybe even with one of your students. Instead of thinking, “I can’t because ____, you have to ask, “How can I?” 4. Network Talk to other people in your network who own their own buildings or invest in real estate. If you are the smartest person in your network, you need a bigger network. Find people who have what you want to have or who do what you want to do, and find out how they do it. Join organizations or chat groups. Ask for advice. Become friends. Take classes or even buy programs. The information is out there, you just have to find it. Most people don’t own buildings for the same reason most people aren’t black belts: if it were easy, everybody would do it. It takes commitment, dedication, and usually a knowledgeable teacher to help you reach your goal. You’ve been there and done that in the martial arts, so why not in the martial arts business? To find out more call AMS and ask for Sean at 1-800-275-1600 and I explain it all.
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Ninja Business Tactics
Is Poverty Mentality Hurting Your School? ➽Tennis and golf—these are considered upper
AN-SHU STEPHEN HAYES has authored 20 books, worked as a body guard for the Dali Lama, supervised over 30 school locations worldwide, and was named “A legend; one of the 10 most influential living martial artists in the world” by Black Belt Magazine
I understand this class activities. Generally speaking, the martial poverty mentality: I don’t arts are not usually considered high class. I had know, I think that possibly a person point out to me one time, “Well, take a it’s an excuse. Maybe I’m not as good an instructor as look through the golf magazine and martial arts I thought I was. Maybe my martial art doesn’t have as magazine and look at who advertises.” In the much to offer as I thought it did -- I’m just dogged in my golf magazine you’ve got Porsche advertising, pursuit and I’m just real loyal, and I don’t have many Breitling watches, and great scotches… and you students because I’m not that good of an instructor and look through martial arts magazines and it’s all my martial art isn’t that impressive. I’m not going to these companies with animal names on it. take responsibility! It’s kind of embarrassing to me, but I think maybe a I run into nobody who says, “Well, you know, I’m a lot of us came in with this poverty mentality: An idea that pretty mediocre teacher.” Everybody thinks they’re a some people are lucky and they have a great lifestyle, but great teacher. Nobody says, “I’m pretty mediocre, but I I’m not so lucky. But you can create luck! It’s a skill you can just do what I like to do.” Maybe it’s an excuse. I turn it learn if you’re willing to set aside an emotional bias against around and say, “Oh, I’m not interested in commercialism. prosperity, and you’re willing to empty your cup and just I WANT a few students. I don’t’ care about the money.” It look at the guys who are successful. What do they do? In sounds so noble, but is it the truth? fact (be honest), have these I mean, seriously, it guys who are successful “Oh yeah, I’m a poverty case, and therefore really haunts so many given up? Are they teaching people’s operation. They watered down martial arts? I attract poverty people, so I put poverty get in their mind, “Oh, we Are they teaching thrown shouldn’t charge money . . . together systems? I don’t this is martial arts!” prices on my service.” think so, personally. I would very patiently Yeah, maybe we have that background, but isn’t that advise them, “Well, that’s interesting. Martial arts is so imquite the challenge to give that up? To say I spent 28 years portant and so crucial to people that you shouldn’t charge believing in luck and other people have it made, and we any money or just charge a little teeny money?” can even find find proof of that on social media -- look I say, “Well, how about if you needed a heart operation, at the Kardashians: They just created this multi million and you were going to go to the best possible hospital for dollar thing, or look at Nicki Minaj. We can find rare heart care (wherever that would be), do you think they’d examples of people who came from nothing and became be charging you $25.00?” No, you’d have to pay for the multi-millionaires with negligible stuff to offer, and that best healthcare. And if you wanted to go to a university, seals it in. See, it’s all luck! let’s say, oh maybe you set your sights on the top univerBut we don’t look around at the millionaire next door. sity – you want to go to Harvard – would you pay $25.00 Pizza! I just saw yesterday: There’s a person who has a small to go to Harvard? And ironically, with health concerns in chain of pizza restaurants (like 9) in Dayton and earned mind, you know to buy the best quality food -- organically $21 million last year with just these pizza restaurants. Talk raised vegetables and meats -- that’s actually more exto that guy. He’s the guy who just started with some dough pensive than the conventional food, so there again you’re and cheese, and he’s going to tell you about luck. Just findspending more money. ing those stories that we overlook can become a habit. We could go on and on with this, the point being that “Oh yeah, I’m a poverty case, and therefore I attract it’s recognized in every situation you have to spend to get poverty people, so I put poverty prices on my service.” the best. Except for the martial arts???
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Pillars of Success
A New Concept for a Successful Life GRANDMASTER Y. K. KIM Is the most successful martial arts business leader in the US, having written over 30 books on martial arts, business, leadership, and success. He has won numerous public service awards and is the founder of the leading martial arts marketing and management company in the U.S. For more information visit YKKim.com
➽The 5 Pillars of True Success is a new concept for a successful life. It will bring harmony and balance into your life to create a successful lifestyle. Harmony and balance go hand in hand: Balance requires harmony, and harmony requires balance. Without harmony and balance, nothing works well in our lives personally or professionally. This is a rule of nature. To have a truly successful life, you need to build harmony and balance with The 5 Pillars of True Success, which is a combination of physical, mental, moral, financial, and life success. If you miss any one of the 5 pillars, you cannot create a truly successful life. Next I will show you how the 5 pillars impact personal lives. If your friend Bill is RICH and famous, but SICK all the time, can you say, he has a SUCCESSFUL LIFE? Envision this: Your friend Bill lives in a huge mansion and drives a luxury car because he is a rock star. He looks very successful. However, he is unhealthy, so he is sick and in pain all the time. Can he live a truly successful life? No matter how rich and famous he is, the answer is clear: He lives a miserable life because he is missing physical success, which is the most important thing in our lives. That’s why we all need The 5 Pillars of True Success. If you are lacking any one ingredient, you can’t have a truly successful life. If your cousin Jeff is healthy and intelligent, but lives
successful person. However, he lives in a pigsty and has financial pain all of the time because he is missing financial success, which is the best tool to succeed in life. Can you say he has a successful life? No matter how healthy, smart, and confident he is, the answer is simple: He lives a painful life. True success has no exception; we all must build The 5 Pillars of True Success. If your neighbor Mary is healthy and rich, but suffers the pangs of loneliness every day, can you say she has a SUCCESSFUL LIFE? Think about this situation: Your neighbor Mary has a successful career; she is physically healthy; and she has the money to do anything she wants.
However, she has a painful and lonely life because her arrogance and lack of emotional control has broken too many relationships. Wherever she goes – at work, at social gatherings, and even at home -- she feels isolated because so many people (including her family, friends, and co-workers) hate and avoid her so she has no “If you miss any one of the 5 pillars, you reliable relationships. She is missing life success, which is the tool to build positive relationships cannot create a truly successful life.” and achieve ultimate success in life. Can you say she lives a truly successful life? It doesn’t matter if in a rundown shack, can you say he has a SUCCESSFUL she has a successful career; the answer is obvious: She lives LIFE? Imagine this scenario: Your cousin Jeff is physically an excruciating life. That’s why we all need to develop The fit; he is mentally fit; and morally fit, so he looks strong, 5 Pillars of True Success. smart, and confident. He looks perfect and like a truly
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Management Excellence
You Can’t Become a Millionaire by Working for $10 an Hour ➽Martial artists are strong and
CHIEF MASTER KIRK PELT is an 8th degree black belt and is the President of a multi-million dollar, multi-school organization, has a 30 year track record of success, and is currently on the leading edge of martial arts curriculum and business innovation.
independent. They don’t like to depend on anybody else. Most believe, “If you want something done right, you have to do it yourself.” Unfortunately, every martial artist I know has only two hands. Many of them have very talented feet, too, but there is a definite limit to what they can do by themselves. There are only so many hours in a day. So when it comes to running a school, too many masters and instructors are just working too hard to get rich. They are answering the phones, teaching class, enrolling new students, cleaning the bathrooms, and collecting tuition. Even if they have a partner or a staff member to help out, there just aren’t enough hours in the day to get everything done, and then do what it takes to grow. Well, if this describes your situation, I have news for you. In the modern world, if you want something done right, you don’t do it yourself, you hire a professional. You probably don’t know how to fix your air conditioner, change the transmission in your car, or write software for your computer. You probably do know how to clean the bathroom at your school, but that is not the best way to spend your time. You may feel you have to collect your student’s tuition, but you don’t. You can’t become a millionaire by doing the $10 an hour jobs. You have to do the $100 an hour jobs, and maybe the $1,000 an hour jobs to get ahead. Then, you can afford to pay somebody else $10 or even $15 an hour to do the other work. What are the $100 an hour jobs? Teaching class. Promoting the martial arts. Attracting dozens of new students every month and enrolling them in long-term courses. If that sounds like the situation you would like to have,
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here’s what to do: Get a school website with high ranking SEO that funnels prospects into your school Post professionally designed pictures, ads, and offers regularly on social media like Facebook Send follow-up texts and emails to all prospects until they join Continue to motivate students with weekly emails about the martial arts If that sound like a lot of work . . . well, it can be. Or you can hire a professional system for less than $2 an hour that does all of that for you and more. It’s like hiring several new staff members for pennies on the dollar. To find out more, call my friend Chris at 1-800-2751600 and ask how ATLAS Pro can free you to do the $100 an hour jobs you are qualified to do and take a giant step toward becoming a millionaire. For more information visit ourAMS.com or call 1-800-275-1600
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Extraordinary Marketing
ABM: Always Be Marketing
GRANDMASTER STEPHEN OLIVER, is a 9th degree black belt and is the founder and CEO of Mile High Karate schools and founder of the Martial Arts Wealth Mastery Program, formerly Extraordinary Marketing.
➽In my Turn-Around role with my own schools I was VERY good at filling the pipeline with new students. Of anyone I’ve seen, the #1 and #2 people in our industry for running a school up FAST are myself and Jeff Smith. I haven’t seen anyone else come close. How I did that varied greatly over the years. In some cases I could take a school that was doing only 4 or 6 enrollments a month and do 20 or more just by keeping track of all of the Introductory traffic and being effective at closing EVERYONE. In just about every case this was where I started. In other cases I MASSIVELY ramped up the traffic on new Introductory students. Sadly, even with extensive training, most people only scratch the surface on their various marketing opportunities. The same basic strategy – almost no matter what it is – can have a 5X, 10X, sometimes even 30X difference in results with someone who’s maximizing opportunity and really paying attention. With everything you do, ask the question, “WHAT ELSE COULD I DO TO IMPROVE RESULTS?” “What could I do to make sure that I generate more leads, more intros, more students, not just ‘exposure.’” In most cases “exposure” or “branding” is the by-product, not the primary objective. The key is to be a constant whirl-wind of activity: To constantly look for new ways to share the benefits of your program with your community, and to be VERY, VERY focused on EVERY activity turning into IMMEDIATE and Long-Term new student enrollments. If you must have 20 or 30 marketing activities a month to generate 20 or 30 new students, fine – get busy! A very SIMPLE observation. Your effort for growing your school will likely require 50-75% of your personal time. With proper systems in place much of the rest can run efficiently without your personal involvement. The Marketing will typically be the hardest to delegate and the most valuable aspect. ALMOST EVERYONE I talk to is missing two components of marketing. FIRST: They aren’t “doing enough stuff.” You truly
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need the “Parthenon” approach to your efforts. Make sure you have strong systems for generating referrals, strong systems for effectively getting “family add-ons,” and strong efforts on many different aspects of community outreach actively (host-parasite relationships.) Work consistently to generate publicity in the local press – Television, Radio, Newspaper, as well as various online sources. Be Great at online marketing, certainly to include: Today’s version of the “Yellow-Pages:” Google Local, Google SEO, Google Pay-Per-Click; Today’s version of Val-pak & Money Mailer: Groupon, Living Social, Amazon, etc.; Today’s version of hyper-targeted newspaper or magazine ads: Facebook and similar. And, don’t forget all of the “low-tech” stuff that works just fine like door-to-door flyers, rack cards, lead boxes, “bandit signs”, etc., etc. SECOND: Follow-up on leads and drop-outs. Just about everyone is anemic on this front. How long should you continue to communicate with someone who expressed some interest or, who attended then dropped out? As a “rule-of-thumb,” I’d say for AT LEAST two years -- multiple times per month. How should you follow-up with prospects or lost students?
1. Outbound Tele-Marketing; 2. Direct Mail; 3. Text Messaging; 4. Broadcast Voice Mail; 5. Email; 6. Facebook (paid advertising), and more. To conclude: Market more than you think you should need to. Over-Communicate in order not to be lost in the flood. Get a Free Copy of Two of Grandmaster Oliver’s Popular Books: www.MartialArtsWealth.com
After School Excellence
One of These Things is Not Like the Others: A Child’s Lesson in Marketing ➽Sometimes the greatest lessons are the ones
CHIEF MASTER MIKE BUGG is an 8th degree black belt and the owner of a 1.5 million-dollar-a-year location, with one of the largest after school and summer camp programs in the country.
we learn early in life. This particular tip in dynamic marketing goes all the way back to childhood lessons. You may remember a certain children’s television program featuring a song that said, “One of these things is not like the others.” They would show you four items and three of them would be exactly the same, while one was completely different. For example, there might be three letter “C”s and one letter “B”. The idea was for kids to identify which item was different than the others. This was a fun game for kids, but it was also extremely easy! With three things that were identical, it wasn’t hard to see which one was different.
The Lesson How is this a lesson in marketing and not just a trip down memory lane? The lesson is this: it is important to make your martial arts school stand out from the others! Just like “C” and “B” are both letters, you and your competition all run martial arts schools. There can be dozens of martial arts schools in your area. So, you need to stand out from the competition and be easily identified as the school that students want to attend. How do you differentiate yourself? By now, most martial arts schools have caught on to the great income and enrollment advantages of having an after school program and a martial arts summer camp. Just having one of these programs that teaches martial arts for an hour and then lets the kids have free time is not going to separate you from your competition. What you need to differentiate yourself is a complete curriculum of martial arts related activities that develop character and leadership, like the AMSkids Program! So How is AMSkids Different? Parents want value in an after school or summer camp
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program. They want to know that their children are getting life-lessons and participating in character-building activities. AMSkids is the front-runner in the after school market when it comes to instruction! AMSkids is the only after school and summer camp program that provides dayby-day, hour-by-hour lesson guides with fun activities that are based on monthly themes that teach children values and reinforce the principles of the martial arts like honor, respect, and discipline! Your school will not stand out if you simply offer martial arts and dodgeball. AMSkids activities are designed to provide the best instruction outside of martial arts class. Many after school programs lack an educational component where kids get physically and mentally fit. AMSkids’ objective-based lesson activities are developed the same way as the academic curriculum used in the school system. Every activity has an objective for the students. It’s the highest-level instruction around! How Does This Help Your Marketing? Every successful brand has something unique that attracts people to the brand. With AMSkids in your school’s arsenal, you can advertise the unique benefits of AMSkids in your marketing and promotional materials. Using clever language and colorful imagery in marketing is great, but what really sells your program is your leadership, your staff, and the quality of the AMSkids program! When a parent comes into your school, you can show them the Teacher’s Guides of professionally designed activities as proof that your program is different and will achieve better results. For more information on the unique assets of AMSkids, contact a friendly AMS marketing consultant today at 1.800.275.1600, or check out a sample of the materials and a free video on Summer Camp at http://ourams.com/ tools/summer-camp-after-school-video/ . Visit OurAMS.com/AfterSchool or Call 1-800-275-1600
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Have Your School, Organization, Accomplishment or Event Featured in
Martial Arts World News Magazine!
As professional martial arts school owners and instructors, it’s important that we stay up to date with the latest tools, tactics, and strategies for operating a successful martial arts school or organization. We here at Martial Arts World News Magazine are on an unstoppable mission to help our industry grow, and one of the best ways to do that is by sharing “what’s working” and what’s not! So, we want to feature schools, school owners, instructors, organizations, students, and industry contributors that might have a story our readers would find valuable. No story is too small or to big for consideration so long as there is value to our readers!
• One of your students overcame great obstacles to achieve their Black Belt? Awesome! • You’ve opened a new location? Great! We’d love to hear about it! • Your martial arts association just set a new record? Great! Send us some information!
MartialArtsWorldNews.com/Ureport Send your Story Idea to us Email Editor@MartialArtsWorldNews.com Or Contact us at: 407-895-1996
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CHIP TOWNSEND 14x ISKA World Champion, Multiple World Record Holder
"I knew Break Like a Champ could really help our school. We had been doing several things incorrectly in regards to breaking, with material selection and holding techniques. BLAC has made such a huge difference in our school! In a few months, we will have made back what we spent just by being associated with BLAC! I really believe BLAC will add tremendous value to any school!" -Chance Burleson, owner Chance Legends Dojo
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ultimate package Champion Package, PLUS 2 Hour Business Review - Marketing & Social Media - Relationship Building in your community - How to Build a Demo Team - One 45 minute private lesson for Chief Instructor
Message me for booking or appearances chip@teamchiptkd.com
"It doesn't matter the size of your school, the demographics or ranks of your students, Chip Townsend helps with all aspects of running a successful martial arts school!" -Justin Cuellar, Owner of Atalla County Martial Arts
Tactical Self-defense
Look Left To Right and See All In Sight ➽When we speak about training, especially
GRANDMASTER TOM PATIRE, is known as “America’s Leading Personal Safety Expert” and has appeared on Good Morning America, The CBS Morning Show, The Colbert Report, Montel, plus in mainstream publications such as Family Circle, Redbook, Fortune Magazine, and The Wall Street Journal. He has written several books and has personal safety programs that can be incorporated into your martial arts school, available at TomPatire.com.
the training that is involved in executive protection, we tend to think it is more physical than mental. By physical we think of tactical defense, physical intervention, defensive shooting or other movement skills like cover and evacuations techniques. But the true fact is one of the key points in training relies in the training of your senses. Your eyes for example! I’m sure many of you have heard people talk about a sixth sense. The ability to know something is about to happen – moments before it happens! Now the sixth sense isn’t magical or mystical, it’s just the body and mind working together as a team with everything in total sync. One of the keys to the sixth sense as many call it is the proper training of the eyes. Eyes can play tricks on your mind and make you react wrong or over react because of what you thought you saw. In other cases you may under react on what you didn’t see! The proper scanning pattern of the eyes to pick up the most information are done in a pattern of left to right. At least here in the United States it is. The reason I say that is because we are taught to read from left to right in this country (other countries read right to left or down to up) so the relay system of information between the eyes and the brain are developed for a much quicker process of information than right to left. Here’s an everyday example of what I’m talking about: I am sure you heard the story were a person went to a mall and parked their vehicle, and when they came out it wasn’t there. They lost their vehicle? Then when the police/security responded and spoke with the person, they reconstructed their steps to find the vehicle located in another part of the mall. So how did this happen? Was the vehicle stolen, used, and then returned to the wrong place. Absolutely not! What happened was the person that was driving the vehicle was preoccupied on what he or she had to do at the mall, and when they exited the vehicle they did it against the grain of the way they are taught to process information. In other words they exited right to left, with their thought process pre-occupied, their subconscious did not pick a thorough view of their immediate surroundings.
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So what does that have to do with being a bodyguard? Simple! When we enter into an area we as protection agents’ use a slow scan from left to right so we can process the entire room in our heads. Now what are we looking for? First we are looking for escape routes – exits that we may need to get the client to if there was a emergency or physical threat. By reading the room, as we call it, we already know where to go and how far to the exit points. The next thing we look at is obstacles that can get in our way if something goes down. In certain cases we clear a specific area if the owner of the establishment allows it. If not then it’s the job of the point man leading the way to clear out a clean safe path for our client. Time is of the essence during an evacuation and the clearest route is usually the safest! Even if that means you have to make the route clear!! The third thing we scan for is for condensed zones. A condensed zone is a cluster of people and items like chairs, tables and such that will mount up causing a jam, thus causing problems for the protection detail and in certain cases may even form a deadly trap. When this occurs, and it will in mass chaos situations, you are dealing with many variables like yelling and screaming and mass hysteria. So reading a room as we say it – is very important in our line of work - when seconds count and lives depend of sound judgment and pre-planned movement. Now knowing this about your sight is very important should you be in the wrong place at the wrong time. Think about it. If some act of terrorism or some mishap unfolded when you were out and about, would you know what to do? What it your loved one’s life was at stake? Would you know where to go? Many times the safest route is the one that many do not know about. The history of ‘Human Stampedes’ prove that most people go to the exit they came in, when the truth being many of the other exits are easier to get to and much safer to reach. So become your own bodyguard and train your senses to work with you not against you. Read your environment from left to right and process information, so if the day ever comes and you need to get you, your loved one, or your child out of a bad situation – you will know where to go! Until next time – Be Safe Always! TomPatire.com
Complete Martial Arts Concepts
The Warrior Mindset Teaching Concepts ➽Since I was raised in the dangerous urban
PROFESSOR WILLIE “THE BAM” JOHNSON is a 7th degree black belt and 7-time sport karate and kung-fu world champion. He has appeared in 4 movies, 16 stage plays, 11 television shows and two videos. He is also the national spokesperson for the Stronger than Drugs Foundation and the Champions Against Drugs.
out of concern I texted my wife to make sure she was ok. streets, at my lowest point in life, I had to fight Within seconds I hear a loud voice, “Stop f...ing texting.” to combat everything from abuse, drug dealAs I look back, I see this white male leaning over my son’s ing, hustling, addiction, homelessness, the shoulder invading his space. As a father and my family’s death of my mother, and incarceration. I had protector, I have to remove this disrespectful adult from to overcome, and in the middle of a jail cell I my son’s space. found myself and my calling, and I was liberatAs the man continued his expletives, with his face ed. I have been facing and overcoming adverwide open I had to restrain a hooking elbow that naturally sity since birth, and I was told by a mentor that wanted to crush his face that played out in my mind. So I this was called the Warrior Mindset. invited him outside, thinking that he would come to his After my release from prison with only $30.00, my senses but he continued going off. He was the typical guy only resource for work was the blue prints for the martial everyone talks about in a self-defense situation unlike arts lifestyle. From deep roots in martial arts study I knew the predators I usually talk about. Using restraint and the truth to never be the instigator of problems, but to techniques that wouldn’t cause great damage, I handled control them and become one with them. So Now I am the situation quickly and returned to my son who only leaving a foundation based upon noticed a verbal interaction. Thank God for my own seeing the need to arm young peoThank God for my own martial ple with a solution for the problems arts transformation to recognize this martial arts transformation… type of person from a different kind that are always around them. The world is full of people living of possible attacker. This kept me in fear, feeling lost and suppressed by racism, poverty, from doing what I used to do when I was in such a chaotic family instability, unemployment, school, government, moment. It was a reminder that my duty as a martial friends, authority, and a host of other things. These arts leader is to change our youth to be better than the negatives are holding people back as they move about agprevious generation. My reformation in example from gressively reacting to everything around them. They also the martial arts tools I use regardless of style, system, get distracted by covering up character defects and short concepts or whatever is not more important than the end comings with the internet, drugs, money, titles, etc. These results of seeing the impact it has on my students. things are the worst form of incarceration, spiritual I work all week teaching and training others at the incarceration, and my entire martial arts curriculum was dojo in all facets of martial arts, to try and make sure it created to help people to be free from it. becomes part of every students’ lifestyle. My martial When I was coming up, everything around me was arts school is based on traditional character building set up to stereotype me, count me out, or remind me principles with a modern principle expression. I teach a that I was destined to fail. Yet through it all Bruce Lee, curriculum that puts family unity first along with tough my dreams, and goals helped me to flip the script and unconditional love using the idea of developing the Warbreak the cycle, even after being rejected by my own rior Mindset. city to bring my program there. In my fight to continue We all have a right to defend ourselves, but the level this journey and provide such a need, I will never stop, to where we will go is determined by the level we know and a recent encounter showed me that the need is even ourselves because the ultimate weapon is the mind, the greater today. warrior mindset. While out at the movies on a Friday evening with my family, my wife stepped out with our 17 month old son, For more information visit leaving me with our 8 year old boy. After some time, PointMMA.com
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The Millionaire Smarts Coach
Time is Money ➽As a business owner, you can replace money
LEE MILTEER is an Intuitive Business Coach, Award-Winning Professional Speaker, and TV Personality who has counseled and trained over a million people throughout her career. Lee is Stephen Oliver’s Martial Arts Wealth Mastery’s Millionaire Smarts Coach and is also a best-selling author of educational resources like Success is An Inside Job and Overcoming Unproductive Behaviors.
and business, but never time. You have 1,440 minutes to every day and 168 hours per week to have a life and operate your business in a way that achieves your goals. Since time is money for us as entrepreneurs, it’s important to remind ourselves to be mindful of exactly how it is being used. We have to figure out how to achieve top performance to handle multiple demands on our time. One of our biggest resources to use our personal productivity is simply AWARENESS and time management for success. Are you aware of exactly how you use your time? Are you aware of your daily disciplines? For example, Dan Kennedy has time disciplines that allow him to write several newsletters and marketing materials for multiple niche market entrepreneurs, new books each year, plus have high end coaching clients, speak for large audiences, create new educational products each year, plus have a second business of race horses and a life with a wife, kids, and grandkids. He is able to do all that simply because he is the master of his time and getting people to do business on his terms. He is also one of the most disciplined people I have ever met. He scripts his life out to be productive. He gets up around 5:30 every single morning and writes for one hour, no matter what. Christmas morning he wrote one hour, the day his mother passed away, he wrote for an hour. He has trained himself to have daily disciplines that afford him to deliver materials no matter what happens. By the way, he loved his mother but he has created habits that bring wealth that he just doesn’t break for anything. He has learned to put life in compartments and be productive because he has deadlines that he can’t break, no matter what. He has trained his mind to think, write, and deal with problems to
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be productive and reach greatness. You might not agree with his methods, but you can’t deny that he has created work habits that have allowed him to be massively wealthy. People beg him to do copyrighting, speak at their events, give them time for full day consulting, and to be part of his coaching programs that there are years of waiting lists to get into. Not to mention the fact that Dan lives his life according to his needs, desires, and wants. He only flies in a private plane, he has two homes and more opportunities offered to him for his services than he cares to even consider. Controlling your time is a matter of how much power you want to allow yourself to create and manifest. It’s a matter of integrity of how much you value you!!! Dan is one of my dearest friends on earth. He is a true friend and business associate, as well as one of my greatest mentors and inspirations. He has inspired me to take and use my personal power to achieve top performance. He has inspired me to demand what I deserve for speaking fees and royalty payments from publishers. His example has allowed me to have more disciplines, value my talents and time, and be more ruthless about anyone stealing my time or not honoring my talents. I will always be grateful to him for his example. You should too! Another example of this is Stephen Cannell who is a TV writer. He has written and produced many famous longrunning TV series you will remember such as Rockford Files and the A-Team. His wife thinks he is compulsive because he no longer needs to write for money, yet he writes every day, seven days a week. Why? Because he knows, just like Dan Kennedy, that whatever you don’t do regularly by routine, by commitment, has a way of not getting done at all. LeeMilteer.com
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Budo Philosophy
Discovering the Invisible ➽It’s not the first time I see myself in this
SHIDOSHI ALFREDO TUCCI is the CEO and General Manager of the Budo International Publishing Company, a leading publisher in the martial arts with over 35 years in the Industry, including: Budo International Magazine and author of several books, The Immaterial Dimension, the Way of the Warrior and The Spirit. He currently lives in Valencia, Spain.
quandary, and probably it won’t be the last one either. It’s a bit strange trying to explain in a simple way what I am talking about when I say spirituality, especially when I want to distinguish it from religion or mysticism. Spirituality, as I conceive it, is the knowledge and positive interaction with the invisible. Therefore, the first point I must face when I give a talk on the subject, is to place people in front of the invisible, with eyes to see the invisible. A Herculean task, since the concept of life is modulated by the mystery of perception and this is the basis of our entire subjective Universe. So, I am aware that the only thing I can try is to make a breach in the impenetrable and consolidated concept of perception; the rest of the process will be, at best, like a fairy tale told to a child, and at worst, like trying to explain color to a blind man. Not that I am intending to change or impose my outlook above other viewpoints, however, when I am asked to talk about something, I understand that the other party wants or needs to hear what I have to say, and given that we speak “different languages”, I only can establish a bridge by questioning the meaning of communication itself. We spend tons of energy trying to keep up the castle of our personal universes; really the only thing capable of breaking those thick walls is a spiritual initiation on a path strewn with empiricism, a pair of hard bollocks to keep going when everything’s falling down, and an extraordinary craving for knowledge. For all this, the topic of perception is not however paltry, because when we studied it in greater detail, we understand how unreliable and limited our conception of the world is. Admitting this particular is easier to take my questioners to the real paradigm of Matrix, a universe of energies and tensions which the ancient Shizen priests, the Miryoku, so aptly described. When we realize that the “skin” of matter is only a concept created by our mind, it’s easier to understand that everything is a flowing of associative vibrations, vibrational frequencies and energies amalgamated by laws of affinity and repulsion. Matter is just a denser vibratory rate, which has at least two points to generate a frequency and what we see or perceive through the senses is therefore only a part of the range of energies that make up this material world and other parallel worlds.
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The laws governing these worlds are what the ancient Shizen shamans studied in the e-bunto, “the great force common to all.” It is true that such knowledge is so vast and so special that it has nothing in common with the kind of knowledge you acquire when you follow a correspondence course or attend University classes. Most of them are so complex and specific, that cannot be explained outside a system of relevant values (its own culture) and consequently through an initiation, something, like Shiniyuki Sensei said, “to be admired by many, practiced by few and understood by even less”... But those experiences have opened my perception to a completely different view of the Universe and not simply to an opinion or a subjective assessment, but also to the possibility of interacting with those powers, energies, and tensions in an effective, empirical, and palpable way. What does it mean? Well, one thing is what you might think, or the way you’d like to build your personal Universe, and quite another is to explicitly corroborate actions beyond the normality or the consensual agreement reached by the collective reason. The achievement of the Miryoku was that of exploring the unknown with no value judgments, not even questioning the existence of the impossible, but doing it from empiricism. Such empiricism of the Miryoku arose from the need and became strong through their incomparable tenacity; in the harsh Hokkaido winters, at 40 ° C below zero, you cannot go wrong twice... when villages were stalked by forces vastly superior in number, their oracles couldn’t afford to be approximate or malleable. If Universe itself has an Order, as everything that man has scrutinized seems to show, such order should be understood. Ring any bells? It’s something that science as a method has been pursuing for a few centuries. Not satisfied with understanding the Order, ancient Miryokus tried to establish an interaction with it and so they discovered that impossible is only a state of mind. Spirituality is not mysticism, although there may be spiritual paths which are also mystical; spirituality is not religion, although for some people the latter is a necessity quite respectable. “One thing is what you might think, or the way you’d like to build your personal Universe, and quite another is to explicitly corroborate actions beyond the normality or the consensual agreement reached by the collective reason.” For more information, visit BudoInternational.com
Pro Shop Power
Get the 3 Keys to Running a Profitable Pro Shop ➽Surely you can use more revenue in your
martial arts business! You can unlock the doors to a profitable pro shop that generates $1,000 - $2,000 in additional income every month, and it’s easy to do when you use the three keys for pro shop success.
BRANDON KIM is the President of Vision Martial Arts Supply, Los Angeles Branch, who helps school owners all over the U.S. maximize their retail sales and drive more revenue into their schools.
Key 1 – The Right Set-up Your pro shop must have an appealing look to catch the eye of your students and visitors. If you have a physical pro shop, it needs to be clean, well organized, and perfectly located. Each of these aspects presents a professional appearance and leads to customer interest. Sounds simple, right? But why are so many martial arts pro shops dirty, disorganized, and off in a corner? Face it, you’re really busy with many tasks, so just enlist a little help from a staff member to set up and maintain your pro shop with these simple traits -- they’re not difficult. In addition, if your pro shop is online, the same aspects apply. Your website and online pro shop should look good (clean design), be easy to search and find products (organized), and simple to find (location on your website). Key 2 – The Right Supplies Your pro shop supplies should be moving in and out quickly (like a revolving door) rather than sitting and collecting dust for weeks at a time. Turning the key to the door for earning an extra $250 to $500 every week is as simple as knowing what your students need and want. You
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just have to have the right supplies in stock or available online. You make the curriculum that requires uniforms and sparring equipment. You make the rules that require special performance clothing and shoes for your exhibition team. Also, you control the kind of promotions you run, like camps and seminars that call for supplies from your pro shop. Got the idea? Key 3 – The Right System Since you’re not a manufacturer, you need to get connected with a quality supplier, like Vision, USA. Partnering up with a reliable vendor enables you to access quality supplies that will be quickly delivered to your pro shop or to your online customers. In addition, Vision’s inexpensive supplies make turning a good profit simple. Second, you need a powerful software program with great pro shop features. You’ll be able to quickly know your inventory, track student purchases, and get various financial reports. We recommend the features in ATLAS Pro. Just take these three keys to open the doors for successful pro shop sales and greater profitability in your school. For more information on quality supplies and setting up a profitable pro shop call 1.800.424.5425 to speak with a friendly customer service agent at Vision, USA. It is one of the biggest and most active supply companies in the industry, and the official and exclusive sponsor of the USA Taekwondo Association. Its quality products and on-time delivery are outstanding, with extremely high levels of customer satisfaction. Visit VisionMA.com for more information
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MIND MASTERY
Finding the Truth within the Pages of a Meditation Book ➽Get started now and discover the
GRANDMASTER JESSIE BOWEN is president of Karate International of Durham, Inc., a member of the American Martial Arts Association Sport Karate League and Hall of Fame, and has been a member of the Duke University P.E. Staff for over 25 years. He is the author of Zen MindBody Mindfulness Meditation and Zen Mind-Body Mindfulness Meditation for Martial Arts, as well
inner you! I began my Martial Arts study over 40 years ago and I quickly learned that the study of the martial arts was more than just a physical technique. After spending my first year as a martial artist and competitor and failing miserably, my teacher gave me a book titled Silva Method Mind Control and through the pages of this book I was introduced to the inner art of meditation and visualization. Since that time, I’ve become an instructor for the International Organization of Silva Method and the Author of 5 Books on the Principles of Meditation and Personal Development. This world is made up of many different realities. All of these, diverse as they may seem, actually work and revolve around one thing – the meaning of life. The search for things like happiness, victory, and personal satisfaction is a quest for life’s real essence. Where do you find all these things? You might be amazed, but everything is found within one’s self. The answer to life’s endless questions, the unlocking of the many mysteries of living, all these are hidden in the deepest recesses of our soul. Near as they are, getting in touch with all these realities, all the solutions needed to lift the world from its misery, is a great feat that requires will and determination. If you wish to unravel the many treasures within yourself, you will find a great help from meditation books. Meditation is a practice, an activity that has its origin thousands of generations ago. Many philosophers and thinkers are known in the promotion of this activity and
as several other books, programs, and audio CDs on meditation and success training.
the benefits that it provides. In this modern era of fast living, meditation still finds a place in the lifestyle of many people. In 2010, I introduced Mindfulness Training as a Physical Education course at Duke University and Published the Zen Mind Body Mindfulness Training Program. The book was written to be a guide for students to achieve enlightenment and understand the principles behind mindfulness, which is the goal of every meditation practice. Enlightenment lurks within the pure silence of the soul, and it is only when you are able to establish connection with your inner self, will you be able to find the truths that you need in order to live a happier and a healthier life. The Zen Mindfulness Meditation book series does not stop at teaching you how to start a regular personal or structured meditation session. Each book is designed to help you go through the process, deal with the possible obstacles that you may encounter along the way, and to successfully apply meditation to everyday living. Although the concrete activity when doing meditation is performed within a specific span of time and with certain guidelines that you must observe, real meditation is actually a lifestyle. Whatever you do, wherever you are, whatever the current experience you are in, you can turn that into a meditation. When done successfully, you will be able to find fulfillment in everything that you do and improve the total quality of your life. CoachJessieBowenOnlineStore.com
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Master the Basics
Secrets to Teaching High-Energy Classes ➽How does a martial arts
MASTER TINA BANE is a 6th degree master instructor and owner of a Top Ten martial arts school with successful after school and summer camp programs.
instructor know when the energy is high in her classroom? Simple, when she sees her pupils sweat! She can see them sweat physically, mentally, and morally! Why? So, her students will feel better, both physically and mentally. Number 1: To sweat physically is easy to tell. The students will sweat all of the bad toxins out of their sweat glands through the pores of their skin. You can physically see the sweat dripping from their bodies. Then they will shower and clean the bad toxins away and feel so much better. Their bodies will be in better physical shape and the students will feel stronger and cleaner and significantly better, inside and out, physically! What does it mean to sweat mentally and morally? Number 2: To sweat mentally is more difficult to tell. I tell my students to smile repeatedly, while motivating them to practice with no fear! The best defense to any confrontation or obstacle in life is to face it with a smile! Confidence is instilled within the students. The more times a person smiles, the better he or she will feel. If a person is pessimistic, then bad things will happen. The happier my students are, the more good things happen. So, as a Master of the martial arts, I must stay full of positive energy to keep the students full of explosive, upbeat energy! That is how to make them sweat mentally! The best teacher is in the form of example, so smile and be full of HIGH ENERGY! Number 3: The students must think rationally, not emotionally to sweat morally. Your students must remain focused and think with a clear head when someone is making him or her angry. When sparring with each other, the students must remain absolutely focused and calm mentally, yet energized and motivated physically. You can see their attitude and their spirit simply skyrocket! As
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a teacher, I pick a theme for the day, like, ‘I’m happy’ or ‘Smile’ or ‘No fear!’ to shout as the students are sparring with each other. This keeps them focused and builds their confidence. The sparring, while being completely focused, is morally cleansing to their system and makes them feel great! The students will go home with a better attitude and more respect for themselves and others! Number 4: The benefits that come from having highenergy classes are astronomical! You will increase the intensity level in your classes as well as the fitness level, the motivational level, and the confidence level of each and every one of your students! The parents will appreciate that their children are in better shape and have more respect for themselves and others! The word of mouth advertising alone will be a great benefit and your profits will increase! The students will be in such great shape physically, mentally, and morally, that they will want to keep coming back. This will increase your classroom retention and your school’s success rate will dramatically improve! For more classroom strategies, visit MaBizAcademy.com
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Instructional Excellence
Why Teach Philosophy?
GRANDMASTER TIM MCCARTHY is an 9th degree black belt and is a martial arts educator with a master’s degree in education. He has been instrumental in developing two industry-changing programs, plus has directed and been featured in hundreds of martial arts videos and webinars.
➽I love to hear and even tell some stories about “the old days” when we used to do this or that in class. Nostalgia is fun, but it’s not reality. That was then, and this is now. Some of the things our masters did still work, but many do not. Times change and warriors adapt to change. In my opinion, the future of martial arts is less violent and more practical for everyday living. Think about it … how many physical fights have you gotten into over the last 5 years? How many verbal confrontations have you gotten into in the last month? Most people have more verbal confrontations in a month (a week? a day?) than physical confrontations in 5 years. It’s just a benefit of living in a civilized society. If we want to survive as an industry, we must adapt traditional martial arts principles to 21st Century needs. For example, one of the hottest issues of the past few years has been health care. While the politicians argue about who pays how much for what kind of care, martial arts instructors have the opportunity to help our students prevent problems by staying healthy. The cost of insurance matters less when you never need to use it. We can teach physical fitness not only from an exercise standpoint, but through healthy eating, proper breathing, and stress management. If we emphasize these added values in our classes, we become less of a hobby and more of a necessity, with tangible, even financial benefits. Traditionally, the stock and trade of martial arts instruction has been selfdefense. Whether you teach kicks and punches, joint locks, or take-downs and chokes, the end result is that your student learns to handle a physical confrontation. However, most of us teach our students that physical self-defense is a last resort – instead we should first diffuse the situation or just walk away. Now, why should our students continue to train in the martial arts when we teach them not to use the skills we practice? We are actually encouraging them to quit if self-defense is our primary value.
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Why not teach them skills they can use every day? We can expand our self-defense curriculum to teach Physical Self-Defense from things like bad eating habits and laziness. Students will face these temptations every day, and practicing at your school gives them the discipline to resist temptation. Why not add Verbal Self-Defense to your curriculum, to defend themselves from verbal assaults from classmates, co-workers, and even family? That will be used much more often than a roundhouse kick. Why not practice Emotional Self-Defense, to give them practice defending against debilitating emotions like self-doubt, fear, depression, and anxiety? These skills require practice, which requires continued attendance. I am not recommending that you throw out your traditional self-defense curriculum. It provides healthy exercise, is fun to practice, and more importantly, it provides an exciting framework to teach these other skills. I am recommending you distinguish yourself from your competition by expanding the principles behind your selfdefense curriculum to incorporate the kinds of challenges your students face on a daily basis. If your competitor’s school teaches violence and your school teaches how to stay healthy and successfully handle situations they face every day, which school do you think they will choose? Which school will they stay with? The philosophy behind what we do separates us from sports like soccer and activities like video games. You can choose to be a sport – even an Olympic sport – or you can choose to be an art. The “do” in the name of most arts means it is a “way,” a set of principles to guide your life. I believe if you stick to those principles, and show how they apply to everyday living, your students will see more tangible benefits from your classes and stay with you longer. Keep your school on the cutting edge of martial arts instruction by teaching the skills your 21st Century students need today, tomorrow, and in the future. To Find Powerful Class Management Tools and Instruction Videos visit MaBizAcademy.com
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Denver
Friday, April 19th
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Tools & Tactics
Getting High Profits Can be Elementary ➽The nineteenth century English detective Sherlock Holmes often stated, “It’s elementary” when expressing the pieces of a puzzling crime. In the same likeness, you have to get elementary to run a successful after school martial arts program. HELENE REIVER is a martial arts business development consultant with a background in personal training, nutrition, education, marketing, and management of multiple successful fitness studios.
Get Elementary You know from your martial arts training that foundational or elementary skills must be perfected first to become great. It’s also clear that all successful people have expertise in the basics or elementary skills of their chosen area. Another elementary point to make is that after school martial arts students bring in 4 times as much income as traditional martial arts students. The decision to run an after school martial arts program or martial arts summer camp should be elementary for you. Elementary Schools Be deductive like Sherlock Holmes for a moment and ask some elementary questions: Who are the students that would participate in your after school program? Of course, the answer is elementary children. Where is the primary place you must go to find large numbers of children this age for the greatest impact on your enrollment and income? Once again, the answer is elementary because they are found in elementary schools. If you’ve tried, you’ve probably found that it can be “not so elementary” to get into the elementary schools in your town. Well, I have good news for you, because we have more than 10 ways to get into the public and private schools in your community, but probably the most effec-
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tive way is to become a Partner in Education and help the schools in various ways like providing school supplies, fundraisers, or teaching a physical education classes. When you GIVE to the schools, you get back tremendous word-of-mouth promotion for your program and a multitude of other opportunities! Our AMSkids program not only shows you how to get into the elementary schools, it shows you how to stay in them. The step-by-step Starter Kit shows you everything you need, like: How to build relationships with the right people, getting schools to advertise for you, getting on special programs list, etc. Getting into the schools is one thing, but having an effective program is another thing, and the AMSkids program will make your after school program the best in your town. Every month you get exceptional materials to help you promote and operate the program at the highest level. You receive attractive ads and special events, informative newsletters, and a dynamic day-byday, hour-by-hour curriculum of activities every month that makes your success elementary. School owners who operate AMSkids have made comments like, “AMSkids saved my school” and “I doubled my income with AMSkids.” If you would like to start an after school martial arts program, a summer camp, or simply get the tools to make your current after school or summer camp program more profitable and easier to manage, please give me a call at 1.800.275.1600. Just for calling, I’ll be happy to send you the “10 Proven Strategies to Create Win/Win Relationships with the Public and Private School Systems.” It’s just one of the many tools and insights we have available for you.
Martial Arts Philosophy
The Tale of the Forty Brooms
SENSEI GARY LEE, the American Samurai, is a 9th degree black belt, a U.S.A. Karate Federation gold medalist, winner of 5 Super Grand National Titles, a featured actor in the movie Sidekicks, and is the founder of the National Sport Karate Museum.
Part One I am nine years old and I have lived with Sensei now for three years on big WAIKIKI. It was beautiful, a paradise for tropical wonders and man. The jungle, the beach, and Martial Arts all blended into a sort of a dream for me. The first real lesson you never forget and it stays with you forever. I had just finished my chores around the dojo and I wanted to go surfing with my friends. The wind had just picked up and the waves were breaking ten to fifteen feet off the north end of the shore. It was perfect! I told Sensei Kishi I was done and I was going to go out in the water. He looked up at the sky and said, “No, bad weather coming, you do not surf today, too dangerous, you stay and train.” Well, it was the first time I ever argued with him. I didn’t really argue, I just kind of smarted off to him and said, “What? You don’t surf. All you do is karate. I need a break every now and then you know. I’m sick of training. All I do is train.” It would be the last time, the only time I would ever raise my voice or smart off in a bad attitude to him again. Without hesitation or emotion, Sensei Kishi said, “I want you to walk into town to the hardware store and see the manager, Mr. Williams. I need for you to pick up forty brooms and bring them back here before the storm comes.” I never saw Sensei look at me like he did that day. It was like I had done something I had never done before
and he was teaching me a lesson. Of course, I didn’t understand it at the time. I was mad because I could not go surfing and now I had to go pick up forty brooms in Honolulu, which — by the way — was a ten-mile walk. About halfway down that sandy road to Honolulu, I realized I didn’t know how I was going to carry the forty brooms back from town. Then it happened: The loudest thunderclap I have ever heard and then the rain came down. It was a hard rain. I was so mad I was crying. Why would he make me walk in a storm, and why was I going to town to pick up forty brooms? I was so concerned with my own being I had forgotten about the lesson. The lesson was: Never question. Just do, and do without a bad attitude. Most of all it was about respect. He knew the storm was coming and he knew I could have been killed in the waves. A couple of kids had drowned. He was just taking care of me as he had done for all these years. But still, what about the forty brooms? (Story to be continued next issue) SportKarateMuseum.org
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34, 65 Grandmaster Y. K. Kim 93 YkKim.com MARTIAL ARTS WORLD NEWS VOLUME 19 | ISSUE 2 97
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