maSuccess April 2017

BUYING AN EXISTING SCHOOL? LET THIS BE A LESSON TO YOU!

THE CURSE BLESSING OF

LOSING YOUR KEY EMPLOYEE

The Value of the

“5/15 Rule” _Cover_APR_2017_OL.indd 1

2/3/17 10:53 AM

_Cover_APR_2017_OL.indd 2

2/3/17 10:53 AM

Section_1_OL.indd 1

2/3/17 10:21 AM

CONTENTS

FEATURES

Section_1_OL.indd 2

2/3/17 10:22 AM

NEW COLUMN

COLUMNS

What Gets Measured, Gets Done!

DEPARTMENTS

Section_1_OL.indd 3

2/3/17 10:22 AM

S

1.

2.

3.

Section_1_OL.indd 4

2/3/17 10:22 AM

Section_1_OL.indd 5

2/3/17 10:22 AM

Section_1_OL.indd 6

2/3/17 10:22 AM

Section_1_OL.indd 7

2/3/17 10:22 AM

Section_1_OL.indd 8

2/3/17 10:22 AM

Adam Parman Shane Tassoul

Section_1_OL.indd 9

2/3/17 10:22 AM

Section_1_OL.indd 10

2/3/17 10:22 AM

Section_1_OL.indd 11

2/3/17 10:22 AM

WORDS OF WISDOM

— ISAAC NEWTON

MARTIAL ARTS TRIVIA 1

2

3

4

1) Vale tudo. 2) Amy Jo Johnson. 3) … and strong when you are weak.” 4) Makiwara.

Section_1_OL.indd 12

2/3/17 10:22 AM

YOU ASKED WITH ALL OF THE NEW SOCIAL MEANS OF ADVERTISING, DO YOU STILL USE OR RECOMMEND PLACING ADS IN LOCAL PAPERS AND MAILERS TO HOMES?

Section_1_OL.indd 13

2/3/17 10:22 AM

Section_1_OL.indd 14

2/3/17 10:22 AM

Section_1_OL.indd 15

2/3/17 10:22 AM

K

PROVIDED BY SABAN BRANDS

Section_1_OL.indd 16

2/3/17 10:22 AM

Qu su ote ra an nc d e O Bu nli y ne !

In

Fun is a risky business—and it demands the experience and longevity that K&K Insurance provides. Martial Arts Schools across the U.S. like yours choose K&K for our deep understanding of the coverage needs that sports and recreation organizations require. And when claims occur, our colleagues are here to resolve your claims efficiently and effectively.

Specialty coverage and reliable claims handling from a trusted expert.

Shouldn’t you work with K&K Insurance?

K&K Insurance Group, Inc. is a licensed insurance producer in all states (TX license #13924); operating in CA, NY and MI as K&K Insurance Agency (CA license #0334819)

Tiger’s Den

Section_1_OL.indd 17

2/3/17 10:22 AM

Section_1_OL.indd 18

2/3/17 10:22 AM

Section_1_OL.indd 19

2/3/17 10:22 AM

“SUCCESS IS NOT AN ACCIDENT. IT IS HARD WORK, PERSEVERANCE, LEARNING, STUDYING, SACRIFICE AND MOST OF ALL, LOVE OF WHAT YOU ARE DOING OR LEARNING TO DO.” - PELÉ -

BE INTENTIONAL ABOUT YOUR SUCCESS. COME LEARN WITH US.

REGISTER AT MASUPERSHOW.COM

JULY 6-8 AT THE MGM GRAND ®

#MASS17 PRESENTED BY:

@MASUPERSHOW YOUTUBE.COM/MAIASUCCESS IN PARTNERSHIP WITH:

SPONSORED BY:

© 2017 MAIA, LLC #11832

Section_1_OL.indd 20

2/3/17 10:22 AM

Century®

www.CenturyMartialArts.com

1

FEATURES UU FIGHTER UNIFORMS: WTF-APPROVED UNIFORMS FOR COMPETITION, FEATURING LIGHTWEIGHT POLYESTER CONSTRUCTION AND SIX ROWS OF STITCHING AT THE CUFFS

UU DAN UNIFORMS: WTF-APPROVED UNIFORMS FOR TRAINING, AVAILABLE WITH WHITE OR BLACK COLLARS

UU REVERSIBLE HOGU: POLYURETHANE CONSTRUCTION WITH RED AND BLUE SIDES AND LACE-UP BACK CLOSURE

UU LACE-UP SHOES: IDEAL FOR MAT WORK, THESE SHOES FEATURE LACES UP THE SIDES UU SLIP-ON SHOES: IDEAL FOR MAT WORK, THESE SHOES SLIP ON FOR AN EASY FIT

UU SINGLE TARGET: HELPS DEVELOP SPEED AND ACCURACY IN PARTNER TRAINING UU DOUBLE TARGET: DURABLE DESIGN PRODUCES A LOUD CLAPPING NOISE WHEN STRUCK CORRECTLY

UU SHIN GUARDS: WTF-APPROVED DESIGN CAN BE PAIRED WITH PROSPECS FOOT PROTECTORS UU FOOT PROTECTORS: WTF-APPROVED FOOT PROTECTORS MADE FROM IMPACT-ABSORBING EVA FOAM HAVE INDIVIDUAL TOE SLOTS FOR MAXIMUM COVERAGE

UU HAND PROTECTORS: WTF-APPROVED HAND PROTECTORS ARE PERFECT FOR TAEKWONDO SPARRING AND FEATURE EVA-FOAM CONSTRUCTION AND A BUILT-IN PADDED GRIP BAR

11832

Section_1_OL.indd 21

2/3/17 10:22 AM

Century®

www.CenturyMartialArts.com

2

.

Century®

www.CenturyMartialArts.com

3

Section_1_OL.indd 22

2/3/17 10:23 AM

Martial Arts Industry Association

www.maiahub.com

4 FEATURES AND BENEFITS: UU REINFORCED STITCHING AT CUFFS, KNEES AND STRESS POINTS UU 430 GSM PEARL-WEAVE JACKET WITH EVA FOAM COLLAR UU SIX-LOOP DRAWSTRING PANTS WITH REINFORCED KNEES

YOU WILL RECEIVE: UU INSTRUCTIONAL TRAINING VIDEOS

FEATURES AND BENEFITS: UU REINFORCED CUFFS AND STRESS POINTS UU 430 GSM PEARL-WEAVE JACKET

UU COMPLETE MARKETING PLAN WITH ADVERTISING PIECES UU EASY-TO-FOLLOW OUTLINES FOR EACH CLASS UU MEAL PLANS THAT ENCOURAGE LONG-TERM HEALTHY EATING HABITS UU ONLINE ADVERTISING AND EXCLUSIVE TERRITORY RIGHTS

UU INCLUDES UNATTACHED CENTURY CROSS COLLAR LAPEL PATCH

Section_1_OL.indd 23

2/3/17 10:23 AM

SUCCESS

Y

Section_1_OL.indd 24

2/3/17 10:23 AM

Section_1_OL.indd 25

2/3/17 10:23 AM

Call Today! (555) 555-5555 School Information Here.

Section_1_OL.indd 26

2/3/17 10:23 AM

YOUR HOME FOR 1,000 LIVE FIGHTS, ORIGINAL PROGRAMMING AND OVER 8,000 HOURS OF MMA HISTORY

Visit UFCFIGHTPASS.COM to sign up for your

FREE 7-DAY TRIAL

Watch UFC FIGHT PASS on virtually any device including iOS and Android devices, Xbox One, Xbox 360, AppleTV, Chromecast, Roku, Amazon Fire TV, Samsung and LG Smart TVs. ©2017 ZUFFA, LLC. ALL RIGHTS RESERVED.

Section_1_OL.indd 27

2/3/17 10:23 AM

Section_1_OL.indd 28

2/3/17 10:23 AM

Section_1_OL.indd 29

2/3/17 10:23 AM

A NEW PARADIGM FOR MARTIAL ARTS INSTRUCTION _Section_2_OL.indd 30

2/3/17 10:32 AM

_Section_2_OL.indd 31

2/3/17 10:32 AM

_Section_2_OL.indd 32

2/3/17 10:32 AM

_Section_2_OL.indd 33

2/3/17 10:32 AM

_Section_2_OL.indd 34

2/3/17 10:32 AM

_Section_2_OL.indd 35

2/3/17 10:32 AM

_Section_2_OL.indd 36

2/3/17 10:32 AM

_Section_2_OL.indd 37

2/3/17 10:32 AM

_Section_2_OL.indd 38

2/3/17 10:32 AM

_Section_2_OL.indd 39

2/3/17 10:32 AM

_Section_2_OL.indd 40

2/3/17 10:32 AM

_Section_2_OL.indd 41

2/3/17 10:32 AM

Y

• •

•

• • • •

_Section_2_OL.indd 42

2/3/17 10:32 AM

_Section_2_OL.indd 43

2/3/17 10:32 AM

_Section_2_OL.indd 44

2/3/17 10:32 AM

_Section_2_OL.indd 45

2/3/17 10:32 AM

T

_Section_2_OL.indd 46

2/3/17 10:32 AM

KRAV MAGA WITH DARREN LEVINE INSTRUCTOR T RAINING WITH DAVE KOVAR BRAZILIAN JIU-JITSU WITH RICKSON GRACIE TRAIN WITH THE BEST. VIEW THE WHOLE LIST OF PRECONFERENCE EVENTS AT MASUPERSHOW.COM

JULY 6-8 AT THE MGM GRAND ®

#MASS17 PRESENTED BY:

@MASUPERSHOW YOUTUBE.COM/MAIASUCCESS IN PARTNERSHIP WITH:

SPONSORED BY:

© 2017 MAIA, LLC #11830

_Section_2_OL.indd 47

2/3/17 10:32 AM

Club Business

Increase revenue with

Real-time knowledge and control Staying competitive in today’s market means immediate access at all times through any electronic device. My Club Business is the complete program package where you can analyze and manage every aspect of your business including student access, training and class management, POS Inventory, reporting and much more.

Accessing My Club Business on any device includes: • • • • • • • •

Managing revenue in real time Immediate prospect updates Quick & simple enrollment process Financial reporting packages Instant scheduling for classes & training Tracking POS inventory Time clock features Online marketing

Contact ASF for a free demo!

Xtreme Training and Fitness Studio

Tech Chat CS Chat

Client Number 4000

Contact ASF

Email Tech Support

Email Client Support

Tech After Hours

Upcoming Events

1

New Accounts Entered

2

Remit to Date

3

Enter Prospects

4

Month End Summary

5

Non Attendance

Payment Solutions

Logout

MEMBERSHIP

My Account

Member

Prospects

Multiple Account Changes

Contract Entry iPad

in

2:08 PM

95%

Xtreme Training and Fitness Studio Client Number 4000

Point of Sale

Scheduler

Employee Check-in

Lockers

Child Care Check-in

Payment Solutions

Logout

MEMBERSHIP

My Account

2:08 PM Member

Prospects

Multiple Account Changes

Point of Sale

Scheduler

Contract Entry

Lockers

Employee Check-in

Child Care Check-in

Reports

Dashboard

Marketing

New Features

Reference

2:08 PM

Reports

Dashboard

Xtreme Training and Fitness Studio

Marketing

Client Number 4000

Logout

MEMBERSHIP

My Account

Member

Contract Entry

Multiple Account Changes

Prospects

Point of Sale

Scheduler

Lockers

Employee Check-in

Child Care Check-in

Reports

Dashboard

Marketing

New Features

Reference

ASF Payment Solutions increases your revenue with payment processing and software integration.

• EFT • Credit Card • Point of Sale • Scheduling

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

_Section_3_OL.indd 48

or visit: ASFpaymentsolutions.com

2/3/17 10:39 AM

Club Business Welcome Owner

ASF Account Welcome Student

Club Business Whether you need to access data on your school or students, ASF gives you full access anytime, anyplace.

_Section_3_OL.indd 49

2/3/17 10:39 AM

_Section_3_OL.indd 50

2/3/17 10:39 AM

LET THIS BE A LESSON TO YOU! Let me tell you a story of deception, near defeat and ultimate triumph rolled into one business deal. It’s a riches-to-almost-rags story transformed into a Rocky–like, overcoming-all-odds conclusion. It’s also a cautionary saga for anyone thinking of buying another owner’s existing school. In a transaction like this, caveat emptor (let the buyer beware) is a legal maxim that all martial arts school owners should be aware of.

By Perry William Kelly

_Section_3_OL.indd 51

2/3/17 10:39 AM

_Section_3_OL.indd 52

2/3/17 10:39 AM

_Section_3_OL.indd 53

2/3/17 10:39 AM

_Section_3_OL.indd 54

2/3/17 10:39 AM

SWENK & GRIGGS & SHARP & DOLLOFF DIGITAL MARKETING TIPS WITH ONLINE EXPERTS

REGISTER AT MASUPERSHOW.COM

#MASS17SPEAKERS

JULY 6-8 AT THE MGM GRAND ®

#MASS17 PRESENTED BY:

@MASUPERSHOW YOUTUBE.COM/MAIASUCCESS IN PARTNERSHIP WITH:

SPONSORED BY:

© 2017 MAIA, LLC #11829

_Section_3_OL.indd 55

2/3/17 10:39 AM

_Section_3_OL.indd 56

2/3/17 10:39 AM

SPIRES & MARTIN & PARMAN & BUSSARD BUSINESS EDUCATION WITH INDUSTRY LEADERS

REGISTER AT MASUPERSHOW.COM

#MASS17SPEAKERS

JULY 6-8 AT THE MGM GRAND ®

#MASS17 PRESENTED BY:

@MASUPERSHOW YOUTUBE.COM/MAIASUCCESS IN PARTNERSHIP WITH:

SPONSORED BY:

© 2017 MAIA, LLC #11829

_Section_3_OL.indd 57

2/3/17 10:39 AM

_Section_3_OL.indd 58

2/3/17 10:39 AM

CHAT & GRACIE & PATIRE & WALLACE ON-MAT TRAINING WITH THE BEST OF THE BEST

REGISTER AT MASUPERSHOW.COM

#MASS17SPEAKERS JULY 6-8 AT THE MGM GRAND ®

#MASS17 PRESENTED BY:

@MASUPERSHOW YOUTUBE.COM/MAIASUCCESS IN PARTNERSHIP WITH:

SPONSORED BY:

© 2017 MAIA, LLC #11829

_Section_3_OL.indd 59

2/3/17 10:39 AM

60

MASUCCESS

_Section_3_OL.indd 60

2/3/17 10:39 AM

_Section_3_OL.indd 61

2/3/17 10:39 AM

_Section_3_OL.indd 62

2/3/17 10:39 AM

_Section_3_OL.indd 63

2/3/17 10:39 AM

They’re NOT thinking about how clean the mat is.

Because you already did.

Kenclean Plus

Athletic Surface Disinfectant Cleaner No one would ever tell you that keeping a martial arts facility clean is easy. With lots of foot traffic, intense workouts and little time between classes, it is definitely one of the more challenging aspects of running a school. However with a plan of action and the right products, it isn’t impossible and the results are definitely worth the time it takes in both attracting new students and keeping current ones.

Kenclean Plus can help. Two ounces per gallon of water is all it takes for this one step cleaner/disinfectant that kills the germs athletes need killed and leaves behind a clean, fresh fragrance that will let your students know your school is clean, Kennedy Clean!

_Section_3_OL.indd 64

215-443-3313 www.kennedyindustries.com

2/3/17 10:39 AM

DISCOVER THE SECRETS OF GRACIE JIU-JITSU FROM THE L E G E N D H I M S E L F.

THE

RICKSON GRACIE EXPERIENCE

S PA C E S A R E L I M I T E D .

R E G I S T E R T O D AY AT M A S U P E R S H O W. C O M © 2017 MAIA, LLC #11755

_Section_3_OL.indd 65

2/3/17 10:39 AM

I

4.

5.

6.

7.

8.

9.

10.

11.

12.

13.

14.

1.

15.

2.

3.

_Section_3_OL.indd 66

2/3/17 10:39 AM

SOCIAL STATS YOU SHOULD KNOW: 89.3% 89.3% of all internet searches are carried out by Google.

Mothers with children under the age of five are the most active demographic on social media.

69%

Social sharing isn’t as visible as you might think. 69% of it occurs through email, apps, forums and other forms of “dark social” that analytics can’t track.

STATS HELP YOU ASSIGN VALUE TO WHAT IS GOING ON IN YOUR BUSINESS. TO LEARN MORE ABOUT STATS YOU SHOULD BE KEEPING YOUR EYE ON, VISIT MAIAHUB.COM/BLOG.

© 2017 MAIA, LLC #11740

_Section_3_OL.indd 67

2/3/17 10:39 AM

Toni Kouros SCHOOL OWNER’S NAME

Kouros Martial Arts SCHOOL NAME

Richmond, Texas LOCATION

American Karate, combining elements of Shotokan, Uechi-ryu and Taekwondo STYLE / DISCIPLINE

_Section_3_OL.indd 68

2/3/17 10:39 AM

_Section_3_OL.indd 69

2/3/17 10:39 AM

Sensei Dan Cole SCHOOL OWNER’S NAME

American Karate Do SCHOOL NAME

Lindale, Texas LOCATION

Matsubayashi Shorin-ryu STYLE / DISCIPLINE

_Section_4_OL.indd 70

2/3/17 10:48 AM

_Section_4_OL.indd 71

2/3/17 10:48 AM

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

Hello, my name is Dr. Robyn Silverman. As a Child and Adolescent Development Expert, it’s discouraging to see Martial Arts Schools suffering right now. You deserve better, don’t you? Your students deserve better too, don’t they?

Many of our Powerful Words clients are enjoying great success right now because they’ve learned exactly what parents are looking for from a great martial arts academy... a safe and fun place for their children to develop physical fitness and character. Parents have made one thing clear; the academy they choose must teach both.

I’d like to personally invite you to test drive our internationally-acclaimed Character Development System RIGHT NOW and watch your school’s success skyrocket. Visit our website at www.PowerfulWords.com and click on the GET STARTED NOW Button or give us a call at (877) 769-3799 now to find out how.

—Dr. Robyn

Dr. Robyn Silverman Martial Arts Industry’s Leading Child Development Expert

_Section_4_OL.indd 72

As seen on:

www.PowerfulWords.com (877) 769-3799

TAKE ADVANTAGE NOW!

We’re so positive that Powerful Words will help you succeed, we’re giving YOU a Fantastic FREE GIFT valued at over $485.35. Visit our website—and Get Your School on the Powerful Road to Success...

TODAY!

2/3/17 10:48 AM

_Section_4_OL.indd 73

2/3/17 10:48 AM

_Section_4_OL.indd 74

2/3/17 10:48 AM

D E S A B NTION

G N I R R A SP

RETE

Sparring in the Martial Arts When it comes to the martial arts industry, few topics can produce stronger and more divisive opinions. From school owners to parents, instructors to insurance companies, everyone has an opinion on the best practices. But, the big questions stay the same: • How do we frame the conversation with students and parents?

• How do we make sure every student is making responsible choices throughout the process?

• How do we teach the students the proper application of sparring principles?

• How do we hold everyone involved accountable?

The Retention Based Sparring program shows student retention and contact sparring don’t have to be competing principles.

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

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

Learn More About Responsible Sparring!

Call (866) 626-6226 today!

Or visit our website at www.masuccess.com for more info!

_Section_4_OL.indd 75

2/3/17 10:48 AM

_Section_4_OL.indd 76

2/3/17 10:48 AM

_Section_4_OL.indd 77

2/3/17 10:48 AM

_Section_4_OL.indd 78

2/3/17 10:48 AM

_Section_4_OL.indd 79

2/3/17 10:48 AM

_Section_4_OL.indd 80

2/3/17 10:48 AM

_Section_4_OL.indd 81

2/3/17 10:48 AM

_Section_4_OL.indd 82

2/3/17 10:48 AM

_Section_4_OL.indd 83

2/3/17 10:48 AM

_Section_4_OL.indd 84

2/3/17 10:48 AM

_Section_4_OL.indd 85

2/3/17 10:48 AM

H

_Section_4_OL.indd 86

2/3/17 10:48 AM

We Help You Grow Your School.

Gross Monthly Income up

130+ 35% 61% Student Value up

over one year.

© 2016 MAIA, LLC. #11361

Tracy Huff, Fayetteville, NC

_Section_4_OL.indd 87

New Students in four months.

Brad Fuller, Toledo, OH

over two years.

Jeanne Lenz & Chris Ost, Stockton, CA

Schedule a free 20 minute call with a coach today.

(866) 626-6226 | MAIAELITE.COM

2/3/17 10:48 AM

R

_Section_4_OL.indd 88

2/3/17 10:48 AM

_Section_4_OL.indd 89

2/3/17 10:48 AM

U

_Section_4_OL.indd 90

2/3/17 10:48 AM

_Section_4_OL.indd 91

2/3/17 10:48 AM

H

_Section_4_OL.indd 92

2/3/17 10:48 AM

_Section_4_OL.indd 93

2/3/17 10:48 AM

_Section_4_OL.indd 94

2/3/17 10:48 AM

_Section_4_OL.indd 95

2/3/17 10:48 AM

I

re

m

Section_1_OL.indd 96

.

2/3/17 10:23 AM

Guilliano Gallupi Damon Gilbert John Hackleman Dave Kovar Michael Kramp Apolo Ladra Teri Lee Ricardo Liborio Jake Mace Justin Ortiz Chris Rappold Ernie Reyes Jr. Jackson Rudolph Melody Shuman Randy Stacey Shane Tassoul Expert instructors at your fingertips.

Get your 30-day trial started today for only $1.

madrills.com _Cover_APR_2017_OL.indd 3

Š 2017 MAIA, LLC #11735

2/3/17 10:53 AM

I AM COMMITTED

DON’T MISS YOUR CHANCE! GET YOUR TICKETS TODAY!

$297 UNTIL 3-31-17 REGISTER AT MASUPERSHOW.COM

JULY 6-8 AT THE MGM GRAND ®

#MASS17 PRESENTED BY:

@MASUPERSHOW YOUTUBE.COM/MAIASUCCESS IN PARTNERSHIP WITH:

SPONSORED BY:

© 2017 MAIA, LLC #11831

_Cover_APR_2017_OL.indd 4

2/3/17 10:53 AM