MASuccess by MASuccess

MA SUCCESS AUGUST 2016

Premier Martial Arts President

ISSN 2380-5617(PRINT) 2469-6889(ONLINE) Cover_Aug_2016_OL.indd 1

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CONTENTS

FEATURES

MASUCCESS

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FEATURETTE

CONTENTS

DEPARTMENTS

AUGUST 2016

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FROM THE DIRECTORâ&#x20AC;&#x2122;S DESK

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MASUCCESS

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COLUMNISTS

BARRY VAN OVER IS PRESIDENT OF Premier Martial Arts International, one of the worldâ&#x20AC;&#x2122;s largest licensing programs for martial art studios, and Premier Management Group, a mentoring and consulting program. He can be reached at (877) 613-4900 or email him at barry@premier4success.com.

MASUCCESS

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STAFF

AUGUST 2016

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IN THE KNOW

WORDS OF WISDOM

“

”

ROBERT H. SCHULLER

MARTIAL ARTS TRIVIA 1

1) c. General Hong Hi Choi. 2) a. 12. 3) mook jong. 4) “But effective.”

MASUCCESS

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IN THE KNOW

YOU ASKED DOES YOUR SCHOOL HAVE A DEMO TEAM? IF SO, HOW DID YOU

STATS SPEAK

ASSEMBLE IT?

AUGUST 2016

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Increase Revenue by

EMPOWERING STUDENTS WITH THE RIGHT TOOLS

With ASF Payment Solutions student portal, we’ve made it easy for your students to take control of their account and navigate through the options they have. Having the necessary tools for more school revenue through online payments and purchases are just two of the benefits. Students can view the school’s class schedule, purchase additional training packages or classes, and make timely payments, thus creating opportunities for increased revenue. With the Integrated MyASFaccount, students get: • Secure Login • Online Payments • Attendance Viewing • POS Purchase Viewing • Scheduler Viewing • Class Purchases • Payment Viewing • Account Management

ASF Account Payments

PT Schedule

Payment Solutions

Account

4005 XTREME TRAINING & FITNESS STUDIO

Attendance

Card Holder Accounts Account: 87657894 Open End Statement

Log Out

Alt Account: 654654 Card Code: BASIC

Personal Info:

JOHN DOE

640 Plaza Drive, Ste 300 Highlands Ranch, CO 80129

SSN: xxx-xx-1234 Salesperson: AJO Remarks: n/a iPad

Home: (303) 986-9563 Work: Cell: (720) 412-4446 Email: member@asfint.com

Total Payment Due: $80.00

Payments

Sign Date: 10/26/2012 Start Date: 10/26/2013 End Date: 04/26/2016

Summation of all * values Pay with Credit Card Pay with Bank Draft

First Due: 03/30/2013 Next Due: 09/30/2012 Last Payment Made: 01/24/2013

Down Payment: Note Amount: Payment Amount: Payment Frequency:

PT Schedule

95%

2:08 PM ASF*Amount AccountPast Due: $0.00

*Late Charges: $5.00 *Return Item Fee: $0.00

4005 XTREME TRAINING & FITNESS STUDIO

JOHN DOE

Active Add-ons: $0.00 Account Charges: $0.00 *Add-ons Due: $0.00

640 Plaza Drive, Ste 300 Highlands Ranch, CO 80129 Edit Personal Information

Payment Solutions

Account

4005 XTREME TRAINING

$10.00 & FITNESS STUDIO Personal Info: $2,700.00 $75.00JOHN DOE Monthly640 Plaza Drive, Ste 300 Highlands Ranch, CO 80129

Balance: $2,690.00 Account Info: Original # Pay/# Paid: 36/-1

Change Payment Info Secure Payments Provided By:

2:08 PM

ASF Account

Account Info:

Total Payment Due: $80.00 Summation of all * values Pay with Credit Card Pay with Bank Draft Change Payment Info Secure Payments Provided By:

Attendance

Card Holder Accounts

Account: 87657894 Open End Statement

Log Out

Alt Account: 654654 Card Code: BASIC

Home: (303) 986-9563 Work: Cell: (720) 412-4446 Email: member@asfint.com

SSN: xxx-xx-1234 Salesperson: AJO Remarks: n/a

Sign Date: 10/26/2012 Start Date: 10/26/2013 End Date: 04/26/2016

Down Payment: $10.00 Note Amount: $2,700.00 Payment Amount: $75.00 Payment Frequency: Monthly

First Due: 03/30/2013 Next Due: 09/30/2012 Last Payment Made: 01/24/2013

Balance: $2,690.00 Original # Pay/# Paid: 36/-1 *Amount Past Due: $0.00 *Late Charges: $5.00 *Return Item Fee: $0.00 Active Add-ons: $0.00 Account Charges: $0.00 *Add-ons Due: $0.00

Total Payment Due: $80.00 Pay with Credit Card Pay with Bank Draft Change Payment Info Show Payment Details Renewal Information: Not Renewable

Not Renewable Renewal Information:

Show Payment Details

Change Payment Info Pay with Bank Draft Pay with Credit Card

$80.00 Total Payment Due: Edit Personal Information

Highlands Ranch, CO 80129 640 Plaza Drive, Ste 300

JOHN DOE

& FITNESS STUDIO 4005 XTREME TRAINING

ASF Account

To learn more, call:

1-800-227-3859 Payments I Software I Marketing

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or visit: ASFpaymentsolutions.com

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ASF Account

Driving school revenue.

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HEAR FROM YOUR PEERS

MASUCCESS

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HEAR FROM YOUR PEERS

30 minutes – 4% 40 minutes – 2% 45 minutes – 23% 50 minutes – 8% 55 minutes – 7% 60 minutes – 40% More than 1 hour – 16%

AUGUST 2016

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WE’RE SEEKING WRITERS

WE’RE SEEKING STORY LEADS

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D E S A NB

G N I R R A P S O I T N ETE

PRIME

Student Retention and Contact Sparring don’t have to be competing principles.

“Master Rappold’s systematic, thorough and well-thought-out approach is going to forever change the way people teach sparring and grappling, for the better! Get this program.”

PRIME

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Welcome to sparring! nvolved

Here are some things you’ll learn as you

P R I

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You must wear all required gear to spar Be prepared with the right equipment — and free of improper parts or patching Make sure your equipment is complete, undamaged,

esponsible

• • •

Always spar with an instructor present given by your instructor Get permission to begin and follow all instructions Follow all the rules given by your instructor

M E

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Your partner’s safety is your responsiblitlty. safety as a top priority.

• •

Respect your partner and stay in control the experience level of your partner. Always calibrate your speed and power to

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• Supe rvi • Presen se all sparrin g and t sparrin g as som have a no-to ler ething to look ance policy for forward excessive to, not force. • Have to dread . a lesson • Ask about me plan. dical from or adaptat conditions, som ion of spa e of wh rring. ich may require exclusion • Initia te • Addre and maintain commu ss any stu nic • Utiliz e trainin dent or paren ation with pa rents an t qu g and exp d stude erience estions or con nts. to provid cer e effect ns immediatel ive teachi y. ng metho ds.

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MASUCCESS .COM

866.626.62 26

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ry Blvd.,

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73110 ©

2015 MAIA

,LLC.

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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target. Improve timing and distance against a moving Gain control of body, mind and emotions. insparring. dful within the rules of Develop the abilty to react to realistic scenarios Learn accurate offensive and defensive moves. as respect for others. Increase self-repect and confidence, as well

1. 2. 3. 4. 5.

— Dave Kovar 8th Degree Black Belt Multiple school owner, world-renowned trainer & instructor

R I M E

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STUDENTS

Build a sparring program your students love and watch your retention rates soar.

INSTRU

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Let us show you how! masuccess.com | (866) 626-6226 Section_1_OL.indd 19

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FEATURETTE

MASUCCESS

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FEATURETTE

AUGUST 2016

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UU UU UU C-GEAR HEADGEAR:

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UU UU UU

3 a

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THE MAIA REPORT

MASUCCESS

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School Information Here

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

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An amazing customizable workbook that EDUCATES, INSPIRES, and INTERACTS with kids AND parents during their trial period.

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YOU HAVE - Mastered the mass introduction class - Built up your parent relationships - Implemented working systems

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FEATURED STORY

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FEATURED STORY

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A 1. 2. 3.

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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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COLUMN

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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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