MASuccess by MASuccess

The Amazing Couple That Turned Countless Tragedies Into Triumph!

Make Your School Your Showroom Member Solutions Celebrates

Years In Business

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www.MASUCCESS.com

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2016 MASUPErSHOW APP It’s ALMOST HErE!

THE MASUPErSHOW APP LAUNCHES THIS MONTH The MASuperShow App launches soon! Look for our announcement and download it to your phone for FREE. Get all the latest updates and news about the 2016 MASuperShow.

16 JULY 5-7 AT THE MGM GRAND

LAST CHANCE FOR EArLY BIrD $279 TICKETS ENDS MArCH 31, 2016

TICKET PRICING MAIA TYPE

PRICE MEMBER EXPIRES

EARLY BIRD

$279

$229

MAR 31

REGULAR

$329

$279

JUN 24

ON-SITE

$429

$379

JUL 6

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@MASuperShow

(866) 626-6226 | MASUPErSHOW.COM | JOIN MAIA & SAVE $50 OFF TICKET PRICES PrEsEntED By:

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PArtnErsHiP witH:

sPonsorED By:

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FEATURES

THE AMAZING COUPLE THAT TURNED COUNTLESS TRAGEDIES INTO TRIUMPH! BY A

LYR IC S

SY DNE Y

BOY

SHE L

QUINN

N A ME D

SU E

SILVE RSTE IN

Despite being struck with obstacles that would drive most of us to our knees, Georgia’s Chuck and Carolina Cawthon ultimately proved they are world-class survivors. Over a lifetime of adversity that would KO most warriors, like a real-life Rocky Chuck always got up off the g ound and fought for his life. So did his wife. It is what has made them winners in life and in their school business, Contemporary Martial Arts in Hartwell, GA.

MAKE YOUR SCHOOL YOUR SHOWROOM

ANDRE A

HARKINS

For both customers and prospects, there’s nothing like walking into a sparkling school. Everything appears fresh, clean and new. Just like your own personal appearance, a school’s image sets a tone and is a reflection of the instruc ors and the instruction offered. By using new and updated equipment, wearing neatly-branded apparel and dressing up your pro shop, you can make your school a sparkling showroom that enhances product sales.

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COLUMNS

50 DEPARTMENTS

70 Section_1_OL.indd 3

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FOCUS, RECOGNITION AND CHANGE

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IN THE KNOW FROM THE DIRECTOR’S DESK

ASHLEY LUGRAND IS THE MARKETING

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

manager of the Martial Arts Industry Association,

Director of the Martial Arts Industry Association,

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

and the owner & operator of 11 martial arts

alugrand@masuccess.com.

schools in Orlando, Florida. He’s also the author of Business Is Business: Passion and Profit in the Martial Arts Industry. Follow Frank on Twitter and Facebook @franksilverman. Contact him at fsilverman@masuccess.com.

GROWING YOUR SCHOOL BARRY VAN OVER IS PRESIDENT OF

THE MAIA REPORT

Premier Martial Arts International, one of the world’s largest licensing programs for martial

KYLE YOUNG IS THE DIVISION

art studios, and Premier Management Group,

manager of the Martial Arts Industry Association.

a mentoring and consulting program. He can

He is a practitioner of Brazilian jiu-jitsu and

be reached at (877) 613-4900 or email him at

is passionate about helping school owners

barry@premier4success.com.

achieve their goals. He can be reached at kyoung@masuccess.com.

IN THE CLASSROOM DAVE KOVAR OWNS AND OPERATES A chain of successful martial art schools. Additionally, he operates Pro-Mac (Professional Martial Arts College), dedicated to helping martial artists become professionals in Business Management, Mat Mastery, Sales Mastery, Wealth Management and Cutting-Edge Classroom Concepts. In 2010, he was the recipient of the Martial Arts Industry Association’s Lifetime Achievement Award. Contact him at dave.kovar@kovars.com or check out his

TURNING POINT HERB BORKLAND WAS ONE OF Jhoon Rhee’s original white belts at America’s fi st taekwondo school and, later, a closed-door student of Chinese “soft” styles pioneer Robert W. Smith. For three years, starting on ESPN, he hosted the weekly Black Belts TV show. He did the screenplay for Cynthia Rothrock’s HBO-featured Honor and Glory and is an Inside Kung-Fu Hall of Fame martial arts writer. He can be reached at herbork@comcast.net.

blog at kovarsblog.kovarsystems.com.

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YOU MESSED UP! NOW WHAT?

CONSULTANT’S CORNER

KATHY OLEVSKY AND HER HUSBAND,

ANTONIO FOURNIER IS A MAIA ELITE

Rob, own and operate Karate International in

Consultant and Maine-based multi-school owner

North Carolina. Kathy is the managing partner

who brings a wealth of knowledge about owning

in their fiv -school operation. She’s an 8th-

and operating a martial arts business. He’s a

degree black belt with 32 full-time years of

professional life coach and a certified eacher of

teaching and operating martial arts schools. She

the Law of Attraction. He continues his 43 years

can be reached for questions or comments at

of martial arts training and can be reached at

kathy.olevsky@raleighkarate.com.

tfournier@masuccess.com.

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MASTERFUL RETENTION CHRISTOPHER RAPPOLD IS THE founder of a successful martial arts organization, Personal Best Karate, headquartered in Norton, MA. He’s a fiv -time world karate champion and is currently the executive director of the world-renowned Team Paul Mitchell, a championship team supported by sportkarate’s longest-running sponsorship. Rappold is the author of the landmark MAIA program, Retention-Based Sparring. He can be reached at founder@personalbestkarate.com.

THE KICK YOU NEVER SAW COMING! BETH BLOCK, A 4TH-DEGREE BLACK belt in karate, is the president of Block Insurance in Orlando, FL. Block has protected businesses that serve children for the past 24 years. She is the writer of Martial Arts Minute, a weekly risk-management newsletter. You can reach her at (800) 225-0863 or beth@blockinsurance.net.

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

INSPIRATION OVATION KAREN EDEN IS A 5TH-DEGREE master of tang soo do. She’s a broadcast journalist who has appeared nationally on CNN, FOX and Animal Planet as well as on local affili es for NBC and PBS. Karen is also a published book author and magazine columnist who has written for or been featured in every major martial arts magazine globally. Contact her at KarenEden@centurylink.net.

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then make up the any deficit to 3mm bleed at the top, before making the clipping mask.

We know your risks. Specialty insurance for martial arts schools martialartsinsurance.com

Our policies constantly respond to changes in your industry because the most dangerous risk is the one you never saw coming.

800-866-7403

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ntly s in use s risk r

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“

AFTER ALL IS SAID AND DONE, MORE IS SAID THAN DONE.

”

— AESOP

1) Brazilian jiu-jitsu. 2) 1976. 3) Greco-Roman. 4) d. Samuel L. Jackson. Section_1_OL.indd 12

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YOU ASKED IN A 100-STUDENT SCHOOL, WHAT IS THE “NORMAL” AMOUNT OF STUDENTS THAT QUIT (FOR WHATEVER REASON) IN ANY GIVEN MONTH? IS THERE A RATIO SCHOOL OWNERS SHOULD STRIVE TO STAY BELOW?

None would be great, but realistically, most schools that I see average between four and six. Is there a ratio school owners should strive to stay below? We try to keep our quit rate at three percent or lower.” — D A V E K O V A R K O V A R ’ S F A M I LY M A R T I A L A R T S C E N T E R S A C R A M E N T O , C A

“A school should aim to stay below a five pe cent attrition rate.” — J A S O N F L A M E , T A N G S O O D O U N I V E R S I T Y, M O O R P A R K , C A

Schools should strive to stay under a five pe cent quit rate (three or four percent, ideally). So, if you have 100 students, you should not lose more than five per month ” — MIKE METZGER, CHAMPIONSHIP MARTIAL ARTS, ORLANDO, FL

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Kenclean Plus

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

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215-443-3313 www.kennedyindustries.com

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MARTIAL ARTS INDUSTRY ASSOCIATION

Growth. Protection. Planning. SO YOU’VE COMPLETED YOUR 2015 GOALS. NOW WHAT? Make 2016 a year of growth and investment.

Let the MAIA Elite Wealth program help you create new goals and invest in an even better future.

Contact Us We exist to serve the martial arts industry. To find out mo e about how MAIA can help you and your school, please contact us at info@masuccess.com or call 866-626-6226 to learn more about this exclusive membership. MAIAELITE.COM

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// 1000 CENTURY BLVD. OKLAHOMA CITY, OK 73110

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IMAG ES C O U R T ESY O F SP IKE T V

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ONLY AT THE 20

MARTIAL ARTS INDUSTRY ASSOCIATION

UNIVERSITY

INSTRUCTOR COLLEGE 12 HOURS OF INSTRUCTION OVER TWO DAYS SECRETS TO KEEPING WARMUPS PUMPED AND FUN COMMUNICATION TECHNIQUES FOR INSTRUCTORS CLASSROOM DRILLS FOR ANY MARTIAL ARTS STYLE

FOR ONLY $

WITH PURCHASE OF MASUPERSHOW TICKET

(866) 626-6226 MASUPERSHOW.COM youtube.com/MAIASuccess

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@MASuperShow

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

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

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

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

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

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

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FOR A FREE GYM DESIGN CALL

800.292.2025

MATS / PADS / BAGS / RACKS / ACCESSORIES

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WE RECOGNIZE COMMITMENT.

COMMITTED MARTIAL ARTISTS DO WHATEVER IT TAKES TO

GROW.

COMMITTED SCHOOL OWNERS DO THE SAME.

Join the Martial Arts Industry Association at a Success Seminar near you. With more than 70 years of martial arts experience, we at MAIA have the resources and knowledge to help schools grow, no matter the size.

Call us to find out when and where.

#8704

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CENTURY’S BOB® JACKET

FULL BODY SPARTAN SHIELD FROM CENTURY®

Century® www.CenturyMartialArts.com

Century®

www.CenturyMartialArts.com

Add new dimensions to your BOB® training bag with the BOB® Jacket. Designed to attach to our existing BOB® products, the jacket allows the striker to practice parrying, work around arms for realistic striking, and more!

The Full Body Spartan Shield is the largest target Century offers, with more surface area for delivering an arsenal of kicks, knees, punches, and other strikes.

FEATURES:

FEATURES: UU JACKET ATTACHES IN THE BACK WITH HOOK-AND-LOOP BUCKLE CLOSURES. UU CONSTRUCTED FROM VINYL AND HIGH-DENSITY FOAM ARMS, WITH REINFORCED STITCHING AT THE SEAMS.

a For more information on these and other Century products, call a helpful Century sales representative at (800) 626-2787 or visit www.CenturyMartialArts.com.

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UU MADE OF VINYL AND HIGH-DENSITY FOAM, THE TARGET IS DURABLE YET LIGHT ENOUGH TO BE HELD BY ONE PERSON.

UU MULTIPLE STRAPS PROVIDE A SECURE GRIP FOR THE HOLDER. UU MEASURES 27.5” ACROSS, 46.5” HIGH AND 5.5” THICK. UU CUSTOMIZE THIS SHIELD WITH YOUR SCHOOL’S LOGO! CALL (800)626-2787 TO START YOUR CUSTOMS ORDER TODAY.

a For more information on these and other Century products, call a helpful Century sales representative at (800) 626-2787 or visit www.CenturyMartialArts.com.

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K&K BUSINESS INSURANCE K&K Insurance www.MartialArtsInsurance-KK.com

Purchasing business insurance for your studio is easy with K&K Insurance! K&K offers coverage online immediately when purchasing with a credit card at www.MartialArtsInsurance-kk.com. The program provides liability protection for organizations, including employees and volunteers, premises liability, and coverage for activities that are supervised by the insured for registered members of their programs. Simply visit the company’s website and answer a few quick questions to quote and buy your coverage online.

MADRILLS FROM MAIA Martial Arts Industry Association www.madrills.com

/-DRILLS

Profile

Favourites

Browse Videos

Discover Class Plans

Add Subscriptions

MyAccount v

COVERAGES INCLUDE: UU GENERAL LIABILITY UU EQUIPMENT AND CONTENTS (INLAND MARINE) UU HOSTED TOURNAMENT COVERAGE UU SEXUAL ABUSE OR MOLESTATION LIABILITY

Your school runs on your vision, your brainpower and your ideas. Whether you work with a staff or teach every session yourself, managing what happens on the mat while keeping your classes fresh and engaging is a challenge. The Martial Arts Industry Association (MAIA) is the world’s leading trade and business-consulting martial arts organization. MAIA’s mission is, and always has been, to equip school owners with the tools and resources they need to build a successful school. The new maDrills website offers hundreds of drills, skills and games to help disguise repetition, organize your school’s schedule and keep everyone on your mat happy.

UU BIRTHDAY PARTY COVERAGE UU DIRECTORS’ AND OFFICERS’ LIABILITY

BENEFITS

UU EXCESS LIABILITY UU A TRUE PLUG AND PLAY OPTION — WATCH DRILLS AND TAKE THEM TO

K&K, based in Fort Wayne, Indiana, brings over 60 years of experience to its clients. As a trusted provider of insurance coverage for sports and recreational organizations, they understand the unique needs of your martial arts business. For coverage you can count on for your business insurance needs, choose K&K Insurance.

a Visit the website today for your free quote at www.MartialArtsInsurance-KK.com. Or contact a knowledgeable agent by phone at (800) 648-6406 or via email at info@martialartsinsurance-kk.com

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THE MAT IMMEDIATELY

UU LEVELS OF MEMBERSHIP SO YOU PAY FOR WHAT YOU NEED — NO MORE, NO LESS!

UU ACCESS TO OUR EXTENSIVE LIBRARY OF DRILLS, SKILLS AND GAMES. UU SEARCH CLASS PLANS CREATED BY OTHERS, OR CREATE YOUR OWN. UU SHARE YOUR CLASS PLANS WITH YOUR INSTRUCTORS.

a For more information on this and many other innovative Martial Arts Industry

Association (MAIA) products and services, call an expert MAIA Account Manager at (866) 626-6226 or visit www.masuccess.com.

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PILOTS, COPILOTS AND CONTINUING EDUCATION

(86

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BooK Your rOom now 20

16 JULY 5-7 AT THE MGM GRAND

EArLY BIrD GrOUP rATE $90

THrOUGH APril 15, 2016

*Plus tax and resort fee, per night.

youtube.com/MAIASuccess

fb.com/MASuperShow

@MASuperShow

(800) 929-1111 CODE:MAS0716 Or AT MASUPErSHOW.COM PrESENTED BY:

(866) 626-6226 | MASUPErSHOW.COM | JOIN MAIA & SAVE $50 OFF TICKET PrICES

BULLYING PREVENTION AND AWARENESS CURRICULUM Visit masuccess.com to learn more See the “We Are Human” music video at facebook.com/masuccess Scan to watch the “We Are Human” music video.

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Share your story on twitter @masuccess #WeAreHuman (866) 626-6226 | WWW.MASUCCESS.COM

Delivering what matters! 1000 Century Blvd. Oklahoma City, OK 73110

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Date

Time

School Information Here

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16 JULY 5-7 AT THE MGM GRAND

WHY

ATTEND

tHE 2016 MArTIAL ArtS

SuPErSHOW?

InvEST in

YoursELF Never stop learning. Take home proven strategies for immediate results in your school.

(866) 626-6226 MASUPErSHOW.COM @MASuperShow

fb.com/MASuperShow

youtube.com/MAIASuccess

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16 JULY 5-7 AT THE MGM GRAND

YOU’rE NOT

ALONE

Network and learn from others who know and understand the journey you are on.

(866) 626-6226 MASUPErSHOW.COM @MASuperShow

fb.com/MASuperShow

youtube.com/MAIASuccess

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16 JULY 5-7 AT THE MGM GRAND

BE A

STUDENT

AGAIN Remind yourself why you chose a martial arts career and return to your school inspired.

(866) 626-6226 MASUPErSHOW.COM @MASuperShow

fb.com/MASuperShow

youtube.com/MAIASuccess

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

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How our clients get the world's most advanced martial arts school website...for FREE.

Limited Time Offer!

Setup Fee $599

With 12-Month Subscription

Use Code: MAIASpecial2015

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• • • •

• • •

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•Full Point of Sale Suite with Inventory Control •Customer Relationship Management Tools •Lead Focused Drag and Drop Appointment Calendar •Built-In Email Campaigns for Current and New Leads •Full Attendance Tracking Suite with Class Tracking •Promotion Tracking Analytics •Billing and Financial Reporting Suite •EFT and Statement Billing Available •Employee Suite with Time Clock and Payroll •Goal Setting and Stat Tracking Tools •Full Feature Graduation Suite •Pre-Set Customizable Management Tasks •And Much More...

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CONNECT, ENGAGE, PURCHASE, & SCHEDULE ALL FROM YOUR MOBILE APP! Increase marketing with push notifications Create real time class and event scheduling Drive revenue with online purchases Generate referrals through mobile app usage

ASF Payment Solutions increases your revenue with payment processing and software integration. • EFT (ACH) • Credit Card • Point of Sale • Scheduling

"The new ASF mobile app is truly groundbreaking for the industry. It is among the first Mobile Apps to have fully native class scheduling, booking and session management combined with a wealth of engagement and revenue generating features. This represents an incredibly innovative offering and a big win for ASF customers.”

John Ford, President Netpulse

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The more convenient the app is to use, the more frequent the usage becomes, and the greater revenue!

ASFpaymentsolutions.com To learn more, call:

1-800-227-3859

Or visit us at asfpaymentsolutions.com

Payments I Software I Marketing

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TRULY INTEGRATED

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The Amazing

Couple That

Turned Countless

Tragedies Into

Triumph! Section_3_OL.indd 51

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“Chuck Cawthon’s personal story, a saga so incredible that he is regularly called upon to share it with others in his community, could be condensed into provocative lyrics for one of those big-hit country songs.”

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The future prospects for any pregnant teenager are usually not very good. Statistically speaking, a young woman who becomes pregnant in high school is more likely to: • Not complete high school or achieve any post-secondary-school goals. • Experiment or become addicted to alcohol and other drugs. • Be involved in abusive relationships. • Live on welfare. • Become part of the criminal justice process. Pregnant at the age of 15, she dropped out of high school, got married and had her first child right after she turned 16. A second child was born when she was 18, but her marriage ended early, at the age of 21. A single mom of two kids with no education, her future looked bleak indeed. Carolina Cawthon is living proof, however, that no statistics are carved in stone

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Carolina knew in her heart that she and she alone, would be the captain of her own ship. Her first stop was obtaining her high-school GED. Her second voyage began when she started college in her mid-40s. This coming May, she’ll be dropping anchor as a 4.0 GPA graduate from the University of Georgia, with a Bachelor's degree in dietetics and a minor in biochemistry and molecular biology! She is currently completing 1,200 hours of supervised dietetics practice and researching the gut microbioata to earn a Master's degree in foods and nutrition from her alma mater. And if that isn't astounding enough, she did all four years of college while working full time and teaching fitness classes six days per week. It is rare to find someone even half Carolina's age who could keep up this type of killer schedule. Contemporary Martial Arts features a yin-yang symbol at the center of its school emblem. So, perhaps it is no stretch to see that Carolina's studious Yin side is balanced by her athletic Yang.

She started martial arts under David “Chip” Prather, where she met Chuck Cawthon, her future husband, who was Prather’s assistant. Through dedication and sweat equity, she attained her black belt before the age of 40. Further, she embarked on a kickboxing career at 42 that saw her amass a 6-0 record and become the Georgia State Kickboxing Champion. Sports physiologists, by the way, have often pointed out that women, especially marathoners, can bear more pain in competition after having children. Now, those same sports psychologists, because of Carolina, will have to study a mama bear's ability to dish out pain too. Carolina Cawthon is living proof of the martial arts anthem, “Knocked down eight times, get up nine.” Her personal take on her success can best summed up by her own words. “With a little determination and hard work, even the 'wrong' path can lead you to the right place,” she concludes.

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Defining the Industry

Preparation (noun) — prep-uh-rey-shuh n The action or process of making ready or being made ready. What does the next level look like for your school? Are you ready for it? MAIA Elite prepares you to operate at a higher level of efficie y and effectiveness. Get a partner that will help you meet, and then exceed, your goals and expectations. Join MAIA Elite today! Find out how MAIA Elite can benefit you Call us today at 866-626-6226 to schedule a free 20-minute consultation. DEFINING THE INDUSTRY

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

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0036

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

RICARDO LIBORIO 2015 ADCC ABSOLUTE WORLD SUPERFIGHT CHAMPION

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

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

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

Layering reinforcements and triple stitching in the gusset

Knees have double layered fabric reinforcement

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GET EVERYTHING YOU NEED TO

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January 2016

“

– GEOFFREY F. ABERT –

The process of identifying something that you want to accomplish.

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

JANUARY 2016

”

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

A M2016

Jan 2016

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

BE FOCUSED!

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

“

of this article is not to help you

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

some simple steps that should help

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

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

busy holiday season.

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

Attainable: Your goals should be realistic and achievable.

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

days pass by and events, special

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

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

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

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

WHAT ’S

INSIDE

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

– PABLO PICASSO –

week 3

DOWN ARE JUST WISHES.”

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

”

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

week 4

“ALLSet WHO HAVE ACCOMPLISHED Timely: time frames or blocks of time GREAT HAVE HAD your A GREAT when you THINGS plan to accomplish goal. AIM, HAVE FIXED THEIR GAZE ON A of A time-bound goal establishes a sense GOAL WHICH WAS HIGH, urgency and prevents goalsONE fromWHICH being SOMETIMES SEEMED pushed to the side from IMPOSSIBLE.” other daily activities. – ORISON SWETT MARDEN –

Ask Your Students: 1.

What is an example of a SMART goal?

2. Why is it important to create SMART goals? 3. Can we create one SMART goal for everyone in class today?

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

HOW CAN YOU HELP? • Help your children be S.M.A.R.T. about creating goals. Work with them on setting goals that are Specific, Measurable, Attainable, Relevant and Timely. • Have your children write down their goals including goals for school, home and in martial arts.

Be Focused! School Calendar Getting Your Vitamin D Nutrition In-Season

LE T T E R

WEEK TWO

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

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

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

week 2

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

When running a martial arts school, we always have to be aware how to market properly and understand the main objective of what we do. There are times in our industry that we “miss the boat” or try to do too much when marketing our school. There is a time to “sell” and there is a time to market. I believe marketing has one purpose: to get your phone ringing or get people into your facility. Below are four bullet points, each presenting a different marketing idea and their so-called objective.

PARENT/GUARDIAN

week 1 – GEOFFREY F. ABERT – January 2016

ks ea br st

• S – Specific. While “Be better in school” might be an admirable goal, it isn’t specific enough. Decide what “better” means to you and focus on that.

MAIA ELITE CONSULTANT MIKE METZGER

What does goal setting mean to you?

2. Is goal setting important?

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

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

UNDERSTANDING MARKETING

Ask Your Students:

Goal Setting

ON YOUTUBE:

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

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

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

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

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

2016

NEWSLETTER

GOAL SETTING:

G ROW TH

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

JAN

KID KICK

FOCUS

WEEK ONE THE MOST IMPORTANT THING ABOUT GOALS IS HAVING ONE.

dren your only goal is to get them excited about going to your school. We can’t create a lot of emotion by just giving them a free week pass. We create the emotion by inviting them to an “event”. An event is an easier “sell” than offering a free week. When you invite someone to try a week, they know that it’s to see if this is something they will want to eventually sign up for. When you invite someone to an event (bully buster seminar, goal setting seminar, etc.), it is more of a community service as opposed to a “trial”, but it gets a lot more people into your school.

4. Info Calls – When taking an info call, you should try to keep the call to under a minute. Often times when people are taking an info call, they try to sell themselves over the phone. We must remember that IF YOUR ACTIONS INSPIRE if someone is calling for informa3. School Talks/Daycare Talks – When OTHERS TO DREAM MORE, tion, they are already interested. we talk about school talks or LEARN MORE, DOThe MORE main objective when taking daycare talks, we need to underAND BECOME MORE, YOU an info call is to get them to set stand this can consist of talking ARE A LEADER. an appointment and come into to a group of kids about a certain the building. Once your prospect topic such as stranger danger, – JOHN QUINCY ADAMS – comes into your facility, then you goal setting or focus, or it can be Hopefully you have had a relaxing can sell your program. It is never teaching a mini class. The reason winter good to start answering all kindsbreak and are ready to we like getting into schools and go into the New Year. To get our of questions over the phone as this daycares is because our biggest MAIA can only create objections. Get members off to the right market (children) are all together the appointment and get start, the we are asking a very simple, in one spot. You must keep in mind yet important question: were you prospect in! that when you are in front of chilhappy with your 2015 financial results? If so, the next two tasks are to 1) Set your 2016 goals, and 2) A LEADER IS ONE WHO Write down all the things you did KNOWS THE WAY, GOES THE last year to accomplish your 2015 WAY, AND SHOWS THE WAY. goals and repeat them.

WELCOME TO JANUARY

– JOHN C. MAXWELL –

• Make sure your children understand that goals are part of teamwork and leadership not just individual accomplishments. • Have your children get a buddy that has a similar or same goal so they can help and support each other.

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

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

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

If you didn’t do as well as you would have liked, then your two action items are a little different. 1) Make a list of where you fell short. Be brutally honest with yourself and, if you aren’t sure, consult with your staff. 2) Make a list of the things you believe you could have done better. No matter where you are, selfreflection is just as important as goal setting. It is important to

reflect on what you did, when you did it, how you reached the place you find yourself in and why you were or were not successful in your previous endeavors. For example, we have a goal for MAIA and for the MASuperShow. For 2016, we want to grow the event to over 3,000 members. This will take both reflection and planning. We will spend time identifying the things that worked for us in the past, and we will use that information to set a course for the future. So, let’s work on our goals together. Let MAIA continue to help you reach your 2016 goals. Sign up today and be part of the 15 year anniversary of the Martial Arts SuperShow. Call MAIA at 866-626-6226.

– SAM WALTON –

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

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• •

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COLUMN

MASTERFUL RETENTION

Keeping a Current Student Is Seven Times Easier Than Finding a New One! Part 2

I BY CHRISTOPHER RAPPOLD

“MOST SCHOOL OWNERS JUST POINT TO A CONSISTENT ACTIVE-STUDENT COUNT AND FEEL THEIR RETENTION RATE IS FINE. THE BEST OWNERS AND MANAGERS DRILL DOWN TO FIND WHERE THE HOLES IN THE BUCKET EXIST AND GO TO WORK STRATEGICALLY TO FILL THEM IN.”

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MASUCCESS .COM

866.626.62 26

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moves by taking turns Learn and practice both offensive and defensive sparring partner. Clearly and openly communicate with your

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

SPARRING

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PArtnErsHiP witH: