December 2018 by MASuccess

DECEMBER 2018

DECEMBER 2018 • $5.99 US

MASUCCESS

www.MASUCCESS.com

OFFICIAL PUBLICATION OF THE MARTIAL ARTS INDUSTRY ASSOCIATION

ADD PRESKILLZ CHANGE LIVES MELODY SHUMAN WI LL CHANGE THE WAY YOU TEACH 3- 6 YEAR OLDS

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THE MAGIC OF MAIA’S SYSTEMS

SAVES H IS SCHOO L DU R ING A ON E-YEAR ABSENCE!

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MASUCCESS

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WORDS OF WISDOM

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YOU ASKED WHAT’S ONE PIECE OF ADVICE YOU’D GIVE SOMEONE BEFORE THEY CONSIDER OPENING A SECOND LOCATION? Maximize every inch and every minute of your current facility first. I was running classes until 11:00 p.m. and all day on Sundays before I made the next location.” — R O N D Y M C K E E , W H I T E T I G E R T A E K W O N D O & M A R T I A L A R T S , C A R Y, N C

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ARE YOU A PASSIONATE, DRIVEN, AND CREATIVE INDIVIDUAL?

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Check out all available Century careers at http://www.centurymartialarts.com/careers Send your resume to aleewright@centurymartialarts.com and mention this ad! Join the Century Martial Arts Talent Network today and stay up-to-date on our openings as they continue to become available! Please visit http://www.jobs.net/jobs/centurymartialarts/en-us/

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Weâ&#x20AC;&#x2122;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 (4 to 5 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 t our standards or editorial format. Please email your reply or story pitch to John Corcoran, Managing Editor, at jcorcoran@masuccess.com

Weâ&#x20AC;&#x2122;re seeking story leads MASUCCESS is seeking reader tips and leads to nd successful school owners in the U.S. and Canada. If you know of a highly successful single- or multi-school owner who you 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. jc

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PRESKILLZ PROGRAM BRIDGING THE GAP O F TE AC H I N G P R ESC H O O LER S

PreS K I LL Z is a n i n n ovative way to ef fec tive ly tea ch 3 - to 6 -yea r- o l ds . At th e sa m e ti m e, it e n ha n ces what ever y mar tia l a r t sch oo l own er covets â&#x20AC;&#x201D; i n creased e n ro l l m e nt a nd revita l ized rete nti o n!

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P H OTOS BY AN D R E W AR Q U I N ES

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eteran black belt Melody Shuman bridges the gap of teaching preschoolers by showing that every three- to six-year old can learn valuable martial art skills, if taught the proper way. Additionally, every school owner can increase enrollment and improve retention by using these teaching methods. Shuman spent many of her years in martial arts as an instructor. At 19 years old, she began working as a program director and instructor in Orlando, Florida. For six years, she co-owned and operated four schools in south Florida. During that time, she won the title of World Champion in forms and coached many young world champions ages seven and up. In 1997, she presented her first innovative program, Little Ninjas, to the martial arts industry. It was so well-received that it is still taught in many martial art schools today. She also pioneered a Children’s Martial Arts Instructor Certifi-

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cation Course, in which she certified more than 5,000 instructors worldwide, including those in Chuck Norris’s organization, UFAF (United Fighting Arts Federation). Norris personally presented Shuman with a special award in recognition for her contributions to teaching children in 2005. It is no surprise, then, that Melody Shuman is where she is today — the developer of youth-aged-specific curriculums broadly known worldwide as SKILLZ. Her newest addition, called “PreSKILLZ,” is a systematic approach to teaching skill-based martial arts to three- to six-year-old students. At first glance, PreSKILLZ looks like games and fun. In reality, it is a deep dive into the psyche of preschoolers. Shuman’s years of research on the interests and development of kids this age is exactly what elevates this turnkey program above

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PreSKILLZ is endorsed by some of the nation’s leading child psychologists, including Dr. Ruth Peters. Dr. Peters was the first therapist to publicly endorse the PreSKILLZ program and its theories, and Douglas McGregory, whose Theory X and Theory Y on leadership has a significant impact on how we should lead children.

the rest. Instead of focusing on techniques and skills, Shuman used a reverse theory. She focused on the actions and behaviors of threeto six-year-olds first, and then created a program to cater to their level of ability and understanding. One of her favorite students is her own three-and-a-half-year-old son, who recently began his first PreSKILLZ class. Shuman noticed the benefits of just a few classes right away. Shuman says, “His confidence after that one new class was priceless. Even with a new babysitter recently, he didn’t cry, which was a big change.” PreSKILLZ is endorsed by some of the nation’s leading child psychologists, including Dr. Ruth Peters. Dr. Peters was the first therapist to publicly endorse the PreSKILLZ program and its theories, Douglas McGregory, whose Theory X and Theory Y on leadership has had a significant impact on how we should lead children, has also spoken positively of PreSKILLZ.

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THE CHALLENGES Using her research to find the right combination of activities and exercises that works best for these preschoolers was not easy and took tremendous time, effort and patience. One of the challenges was in figuring out what kind of warm-ups work for this young group. She noticed that some schools used warm-ups that were simply too difficult for this age group, such as push-ups. Knowing that the average child cannot do push-ups, she worked to formulate the kind of exercises that were challenging, but achievable. Shuman has proved that it’s possible to cross the fine line of martial art “play” into actual self-improvement through drills. Drills that are too playful do not add any significant value for the student or to the program. Drills that are too difficult are sent back to the drawing board for tweaking until they work in real class situations.

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The benefits of PreSKILLZ for both students and instructors supersede the small challenges Shuman faced to create this viable program. The classes are fun, so kids love participating, and parents appreciate the structured activities through which their kids learn great martial art skills. This done-for-you kid’s curriculum sets both the student and school owner up for success.

HOW IT WORKS For this age group, there is only one class per week. Drills are modified so they are easy enough for a three-year-old but challenging for a six-year-old. There is no required testing, just martial art activities. After 16 weeks of attendance, students earn a new belt. Each week, there’s a different theme related to a skill. If the monthly skill is about focus, then week one may work on focus with the eyes, and week two with focus with the ears. The skill is taken to the next level throughout the month.

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ENROLLMENT AND RETENTION PreSKILLZ allows instructors to fill downtime in their schools with this playful, high-energy program, which also lassos great retention benefits. When kids begin martial arts lessons this early, they tend to stick with them. “The pre-skill market is the fastest-growing market in martial arts schools,” Shuman shares. “Other sports do not take children at three years of age and, if they do, it is more like babysitting. This program captures a lucrative niche market, and everything is done for the instructor, with psychology in mind.” Parental involvement, coupled with the core values of this program, tackle the retention issue so many schools face. “Why wouldn’t you put a kid into a program that offers social interaction, structure, positive reinforcement and good discipline? If parents see the value of the program, that it is more than just kicking

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and punching, they will want to continue to enroll their kids,” Shuman says.

THE CONSISTENCY FACTOR

Instructors, even within the same school, often teach drills differently. Some will be more engaging than others. PreSKILLZ instruction is clear and utilizes a consistent instruction style. “One of the most important facets to teaching a drill to three- to six-year-old youngsters is consistency among all the instructors in how the drills are taught,” says Shuman. Parents believe in the program because, through consistent teaching, they know what to expect from the classes and from the instructors. Shuman uses a seven-step method that strongly focuses on consistency for teaching drills to preschoolers. Because of that method, students feel comfortable and confident and parents, again, have peace of mind because they know what to expect. This is where the value of the program skyrockets. The seven-step method is something every school owner can implement. If you want to give it a go, here’s exactly what you need to know to effectively teach martial art drills to preschoolers:

MELODY SHUMAN’S 7 STEPS FOR TEACHING A DRILL 1. Set up the drill. If you explain the drill to these youngsters too early, they will forget what the instructions are. To properly set up the drill, provide the instructions while you’re separating the children into lines or groups, or while setting up equipment for the drill. When you explain the drill at the right time, it eliminates confusion during the actual drill. 2. Give the drill a name. Why is naming a drill important? According to Shuman, “Every drill name gives an emotional connection.” Giving the drill a name brings the drill to life for children. For instance, target work might be called “Fire Practice.” A drill where you spin then stop and kick might be called “Dizzy Kicks!” This age group finds the drill more exciting if it has a fun and exciting name. When you mention in class that you’ll be practicing “Dizzy Kicks,” for example, students will often exclaim, “Yes!” or “That’s my favorite game!” because they know what to expect. They may even ask for drills by name. One of the drills Shuman uses is called “Ship Captain.” In this drill, there are several stations set up around the mat. Children must listen to commands and run to different stations that are referred to as “the boat” or “shore.” They remember the name because it describes the drill and is fun. 3. Explain the drill. Every drill should be explained with a general overview and three important takeaways. The takeaways are the most important concepts about the drill and will help the student perform better. For example, here’s an explanation for the Dizzy Kicks drill:

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THE

UNIVERSAL SKILLS

Many preexisting preschool martial arts programs do not work, because they’re a watered-down version of programs for older kids or adults and not specifically tailored for kids. Instead, Melody Shuman focuses on the “8 Universal Skills” that kids in this age group develop through their activities, and incorporating these behaviors into the development of her PreSKILLZ training program. Every instructor should consider these traits if he/ she teaches preschool-aged kids: 1. Focus. They are becoming intellectual beings who can process language. 2. Teamwork. They can communicate verbally and share. 3. Control. They have better gross motor skills, such as controlling their bodies when running or jumping. 4. Memory. forty-80% of kids in this age bracket can retain multi-part information. 5. Balance. They have improved balance and can ride a bike or roller-skate. 6. Discipline. They can understand how to pay attention and follow directions. They are not as selfish. 7. Fitness. Thanks to better gross motor skills, they can also build core strength. 8. Coordination. They can learn doing two or more things at a time, such as running, jumping and landing.

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• Race to the other side of the mat. • Stand in the middle of the ring. • Spin around four times. • Kick the target four times. The takeaways or goals of this drill are how to stand still in the ring, how to snap their knee on their kicks, and how to keep their hands up when kicking. 4. Demonstrate the drill. After you explain the drill, show exactly how the drill is to be done. It’s very important to demonstrate the right way and the wrong way to do the drill. One idea could be to show the right and wrong way to do a proper kick. First, show how a kick should be done with the knee bent, and how to snap the kick the correct way. Then, show the wrong way, with the knee not bent and the leg thrown up without the snap. This is important for visual learners who need to see how the

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“For an instructor, the preskill market is fastest growing in martial arts schools. Other sports do not take children at three years of age and, if they do, it is more like babysitting. This program captures a lucrative niche market, and everything is done for the instructor, with psychology in mind.”

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Shuman has proved that it’s possible to cross the fine line of martial art ‘play’ into actual self-improvement through drills. Drills that are too playful do not add any significant value for the student or to the program. Drills that are too difficult are sent back to the drawing board for tweaking until they work in real class situations.

drill looks done both correctly and incorrectly. 5. Start the drill. Starting the drill is the time to create excitement for the students. According to Shuman, if you begin the drill without any energy, you won’t get as good a result from the students. She suggests that if you want the kids to commit to putting forth a great effort, challenge them with a few questions before the drill that help them align their actions. Bring fun and enthusiasm to the drill. For the Dizzy Kicks’ drill, do not say, “Run to the center, spin around four times, and kick the pad four times.” Instead, say “Who is going to do this better, the boys or the girls?” Or, “Let’s see who is going to do it better!” Or, “Who is going to be the most focused?” Asking questions that allow them to answer, “I am!” engages

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their competitive spirit and desire to do well in the drill. Now, it becomes a healthy and exciting level of competition. You can also reinforce their listening skills during drill time. Shuman uses what she refers to as “trickery” to do this. Instead of saying, “On your mark, get set, go!” you can say, “On your mark get set, goose!” Or, substitute the word “go” for any other word such as “no,” “don’t go” or “Go-Kart,” and see if they are listening closely enough that they do not begin the drill. If you can’t trick them, that’s because their listening skills have improved. Other three-year-old children who are not in the program will not recognize the play on words as much. Shuman often uses these fun phrases during birthday parties. She generally cannot trick her own students, but she does trick

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their birthday guests. Parents who attend the birthday party with their children notice how improved the students’ listening skills are compared to their own kids, and end up signing their kids up for classes after the party. 6. Teach during the drill. Instructors often focus too much on the beginning of the drill and getting kids excited, but forget to reinforce the skills throughout the drill. For this step, strategically place instructors at the different areas of the drill. Shuman recommends a ratio of one instructor or adult/volunteer helper per four students. Parents can help in this phase of the drill. At each segment of the drill, remind students how they can improve. If they kick but do not raise their hands, remind them to put their hands up. As each student progresses through the drill, tell him or her what you liked about what they did, like how they kept their hands up. Or, suggest that they try again if they forget to snap their knee. These are the important takeaways and primary purpose of the drill.

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7. Close the drill. After the drill, have the students sit down together. Explain that they all did a great job. “When you close the drill,” says Shuman, “point out one or two students who did great. Maybe they stayed in the ring the whole time, kept their hands up, or snapped their knee well during the kicks.” Properly closing the drill provides students with a process by which they can examine their own performance and understand the great lessons that they learned during that drill. This will not only build that student’s confidence, but the other students will begin to process in their own minds how well they think they did, if they kept their hands up, snapped their knee during the kick and stayed in the ring. If they can answer yes to those questions, they know they did well, too. If not, they’ll remember that they need to work on those skills to do well the next time. This self-evaluation skill is critical as they grow older when they will need to make bigger decisions.

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ONE-STOP SHOP Melody Shuman’s PreSKILLZ program taps into this often-overlooked market of teaching three- to six-year-old students. It’s a onestop shop which includes monthly class planners with specific warmups, mat chats, drills and games. It also incorporates child-psychology lessons that explain the stages of development, business-training materials that include advertising, content marketing and networking materials. The final piece is a myriad of support materials ranging from weekly planners and monthly overviews to editable parent newsletters, homework, and professionally-designed advertising materials to help raise awareness about the program. While Shuman emphasizes key “takeaways” for each of her drills,

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there is a broader takeaway aimed toward the school owner: Enrollment and retention can improve when you tap into this niche market. e

m Andrea F. Harkins is the author of two books, The Martial Arts Woman, and Martial Art Inspirations for Everyone. Her blog, The Martial Arts Woman, can be found at www.themartialartswoman.com. To read more about many other successful independent martial arts instructors, visit the Martial Arts Industry Association’s website at www. maiahub.com. Through this constantly-enhanced website, members can access a massive amount of useful information for school owners on just about any topic from A to Z.

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Holiday Gift Guide Now Available Order Your Copy Today!

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THESE 8 SIMPLE WORDS GET NEW STUDENTS IN JUST HOURS... Want the 8 word email Tom used to enroll 15 new students into his martial arts school in less than 7 hrs, WITHOUT using flyers, door hangers, ad cards and all those other ineffective things that take up lots of time Stop wasting your time and money on “old fashioned” marketing. The simple 8 word email script will get you a flood of responses within hours, virtually guaranteed …

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MAGIC MAIAâ&#x20AC;&#x2122;S SYSTEMS!

THE

BY TERRY L . WIL SON

A medical emergency required Michael Bank to remain home for almost a full year as his wife battled cancer. Bank had to turn the operation of his very thriving school over to his highly trained staff. He says it was then totally reliant upon the business systems he had learned and implemented from the Martial Arts Industry Association. It was these systems that allowed the school to prosper in his long absence.

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THE MAGIC OF MAIA’S SYSTEMS!

AT THE TOP OF HIS GAME

•••••

Michael Bank, owner of Capital Karate in Columbia, SC, was on top of the world. He was just 32 years old. His martial arts school was extremely successful. His two homes and his car were paid off in full. He was already financially secure and debt-free! On top of all that, Bank had found the love of his life and was about to kiss his bachelorhood goodbye. His girlfriend, Laurin Long, was excited because she was going to be starting a new job in two weeks. To celebrate, Bank suggested a road trip to Niagara Falls. Long was thrilled; she’d never been to Canada. Bank had played his cards smoothly. Long never suspected the real reason behind her boyfriend’s last-minute urge to take a trip. Bank however, had an ulterior motive for this romantic getaway. He was setting the mood for a romantic evening and then, when the time was perfect, he planned to pop the marriage question. “I was in heaven. Everything was so romantic,” Laurin says. “The Falls were beautiful. We had an amazing five-course dinner; the chef even came out to greet us. Mike and I were holding hands walking back to the hotel, when he stopped in front of the Bridal Veil Falls, got down on one knee and said, ‘Let’s keep this party going.’ “He pulled out a huge, beautiful ring. I was in shock! I had no idea he was planning to propose.” Mike and Laurin were ecstatic on the drive home. The happy couple shared thoughts on what an exciting and long future they would share as husband and wife. Sadly, that moment of bliss would be short-lived, as a life-threatening dilemma loomed overhead.

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IT STARTED WITH A BACK PAIN

•••••

“During the entire trip, Laurin was having some back pain,” Mike recalls. “But I thought it was because we’d just driven 2,000 miles in 10 days. When we got back, she started her new job, but Laurin’s back was still bothering her. We went to a chiropractor and did acupuncture. It got so bad we went to the emergency room, too, but they couldn’t help. “It wasn’t until we went to her oncologist that we learned her cancer was back. Laurin had been battling with breast cancer when we met back in 2014, but she’d been free and clear of that the whole time we were together.” Anyone who has ever heard the doctor say, “You have cancer,” knows the heart-stopping, numbing feeling that invades the body. The experience is surreal. It’s akin to suffering from shellshock or emerging from a serious accident in a daze trying to understand what had just happened. As the numbing sensation subsides, it’s up to the brain on how to deal with the terrible hand the body has just been dealt. For Mike and Laurin, the seriousness of the prognosis was intensified in December. It was then that they learned how far and to what degree the deadly disease had invaded Laurin’s body. “We thought that Laurin’s cancer was behind us,” says Mike. “But it had come back in her bones, her lungs and her liver. Her lung chest-wall was about 90% filled with fluid, so she only had 10% lung

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capacity. After pulling out nearly two liters of fluid, the next week she went in for surgery for a bilateral pleural effusion.” Still reeling from a roller coaster of emotions, ranging from the euphoria of a storybook-style marriage proposal to a sudden and devastating outbreak of cancer, there was yet more bad news coming their way. “The surgeon that worked on Laurin said he’d be surprised if she would still be with us in six months,” says Mike. “He encouraged us to move the wedding date up.” Mike and Laurin took a proactive mindset to fight the cancer. Endless research combined with visits to a number of specialists around the country, all with less-than-favorable results. “We were looking into alternative solutions in the states and other parts of the world,” Mike explains. “And pretty much every doctor said that we should move up our wedding date. They were saying that Laurin might be on oxygen by then and she wouldn’t be able to walk down the aisle. “Our wedding date was set for March 24, 2018, three years from the day we met. So, that was a very special date for us and we decided to keep it as scheduled.” That deadline turned out to be a monumental challenge (see the sidebar story, “The Fight of Her Life!”).

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THE MAGIC OF MAIA’S SYSTEMS!

MAIA ELITE AND WEALTH PROGRAMS Dealing with any unplanned tragedy, like an unexpected illness, a serious injury, a natural disaster or loss of a loved one, can turn a school owner’s world upside down. Mike Bank was quick to heap a lot of praise on MAIA (Martial Arts Industry Association) for creating a business platform that would, in fact, act as an insurance policy against disasters - the type of severe disasters that could easily bankrupt a person and kill his business. “I was fortunate enough to join the MAIA Wealth program a few years back,” Bank explains. “Thanks to what I learned and implemented from that program, I was able to pay off my house and car. So, I had zero financial concerns. Of course, by not having any

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money issues hanging over my head, I was better able to focus on helping Laurin to deal with her recovery [see main article]. “The MAIA Wealth program is for martial art schools that are already successful. These owners already know how to run their school at a high level. In the Wealth program, we look at how to deal with long-term care insurance, real-estate investments and retirement plans, not only for yourself but for your employees as well. “My advisor actually brought in his own CPAs [Certified Public Accountants] and tax advisors. We talked about how to plan an exit strategy for the day when you want to get out of your school.”

“The Wealth program also covers waivers for our school to make sure we’re properly protected. They’ll bring in top attorneys to make sure we’re properly insured and what are the best polices for the school’s specific operation. “The program helps owners how to figure out where you want to be when it’s time to retire and what your net worth should be to live the lifestyle you desire. We cover the ups and downs of all the IRA’s that are available. “The bottom line is, with the Wealth program they make sure a school owner knows exactly where he or she is presently, where they want to be in the future and how to make those goals a reality.”

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MEANTIME, WHAT WILL HAPPEN TO HIS BUSINESS?

•••••

Bank’s extraordinary display of love for and commitment to his fiancée is an act of noble selflessness we here at MASuccess had never heard of before. But we were very familiar with Michael Bank the school owner, to the extent he was featured as our February 2016 cover story. Bank’s Capital Karate in Columbia, SC was already somewhat successful when, in December 2010, he decided to join the Martial Arts Industry Association (MAIA), our field’s foremost business consulting agency to maximize its potential. Here was an entrepreneur who had a deep thirst for knowledge and absolutely no fear about implementing what he learned. By age 32 in 2015, his school’s gross had soared to over $500,000. He was debt-free, owned two homes (one of them a “dream home”) and ran his thriving karate school housed in a building he had bought. At that time, he had three full-time employees and three parttimers working for him. He was already so successful in his early 30s that he admitted, “I go to work these days because I want to, not because I have to.”

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But now, he would be almost totally absent sent from school for 11 long months, from August 2017 to July 16, 2018! What would happen to his extraordinarily successful school?

TRUSTING HIS STAFF

•••••

“Laurin was immediately admitted to the ER in August 2017,” Bank explains. “Of course, that’s when kids are starting to go back to [academic] school, and that’s the busiest time of year for any martial arts school. [Yet,] from that day until now, July 16, 2018 [the date of this article’s interview], I was rarely at the school. “The weekend Laurin was diagnosed there was also an advanceddegree black belt test scheduled. While Laurin was in the hospital, I went back to the school and ran the test, because almost everyone on my staff was up for promotion. So, my entire staff was on hand for the test, but I didn’t tell them about Laurin until afterward.” Mike took everyone through what he termed as a grueling, fourhour-plus test. Afterwards, he called his staff together and told them the bad news about Laurin. “We went to the back room and I explained the situation to them,” says Mike. “I told everyone that I had no idea if I’d be able to

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THE MAGIC OF MAIAâ&#x20AC;&#x2122;S SYSTEMS!

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THE FIGHT OF HER LIFE, BACKED BY LOVE Mike Bank called upon all of his martial arts training to prepare his fiancée, Laurin Long, for the fight of her life. Using the skills he’d spent decades perfecting as a fighter and trainer of champion fighters, he geared up for combat against an invisible enemy that had attacked his wife. “To deal with Laurin’s cancer, I had to develop a mindset to understand that it was my job to train her for the fight of her life,” Mike says. “I’ve been training people to fight for 20 years. I approached this task as if I were training a black belt for a world-class fight against an experienced and deadly opponent. “I had to be by Laurin’s side full time to support her through each and every step of the process. I had to help her develop a strategy that would enable us to win her fight against cancer.” One of the most difficult tasks when it comes to dealing with cancer is developing a positive attitude. The treatments alone can be terrifying and physically daunting. Stress over losing your hair, constant vomiting and fatigue like you cannot imagine, can create a stress factor that challenges the strongest of wills, and the will to survive is paramount. The will to survive is, in fact, sometimes the difference between beating the odds or becoming a statistic. With Mike by her side, Laurin ran the gauntlet of experimental treatments hoping against hope for a positive outcome at the end of her medical marathon. “Laurin went through a battery of

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genetic testing and meetings with a number of specialists,” explains Mike. “We were talking with individuals in clinics in Belgium, Canada and Mexico. We were just trying to find someone somewhere that was having great success in his or her battle with cancer. We did this search because we know that the statistics for successfully treating cancer in the United States are horrible. “We looked at everything from the Alkaline Diet, the Anti-Cancer Diet, the Anti-Inflammatory Diet, and we had a lot of testing done at our own expense that we could send to labs in other countries for them to review.” It’s been said that it’s always darkest before the dawn. That old adage proved true in the form of a clinical trial for the treatment of cancer. Mike and Laurin were prepared to travel anywhere in the world for help. But no passports were needed because their journey ended up being a stone’s throw from their home. “We were determined to keep our wedding date, but things weren’t looking too good,” says Mike. “Then, Laurin’s oncologist found a clinical trial that was only about two hours away from us. I was willing to move anywhere in the world and do whatever we had to do to fight for her life. “We just got incredibly fortunate that they found a clinical trial doctor a little bit north of Charlotte, North Carolina, which is about a two-hour drive for us. At the clinic, they had three different trials that Laurin qualified for. That week, Duke also reached out to us

after they found a clinical trial that she was eligible for. “After studying all the material, we decided on the most aggressive treatment among them. We also then decided to do something that most people probably wouldn’t do: We decided to celebrate an early honeymoon. We did that because we knew Laurin would be undergoing the clinical trial treatment when our wedding happened and wouldn’t be in any condition for a honeymoon.” Mike made all the arrangements for their pre-marriage honeymoon, which included a new ride for the soon-tobe bride. “I had told Laurin that her next car would be a convertible,” Mike boasts. “And she made a joke about it, asking me when she was going to get one. So, the next day I went out and bought her an Infinity G37 convertible. “Two days after she got out of the hospital, I got her a new convertible. We took it down to Key West for our honeymoon right before she started her clinical trials. “At the end of January [2018], we got the notice saying that Laurin was officially approved for the clinical trials,” says Mike. “Then, in February, she started, and they were very intense. It was a dual chemotherapy and duel immunotherapy trials. Almost immediately, we noticed it was having a positive effect on Laurin.” Laurin, we are happy to report, would be able to make it to her wedding [see main article subsection, “Able to Walk Down the Aisle”].

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THE MAGIC OF MAIA’S SYSTEMS! spend much, if any, time at the school or how much I’d be available. They understood that Laurin had to be my top priority, no matter how long it took. They were all very supportive, gave me a group hug and told me not to worry about the school. “At that same time, my MAIA consultant, Adam Parman, just happened to be at my school, because one of his instructors was testing for an advanced rank. Adam was also there for me. He told me that he would make himself available 24/7 for any help or assistance me or my staff might need. “Fortunately, my staff has all been with me for a long time. And because the MAIA programs were already in place, it was business as usual, even if I wasn’t there. My school ran smoothly without me. “Thanks to the systems I have learned and implemented as a member of MAIA, I was able to step completely out of my school while my wife was battling cancer. Now, as she is recovering and I’m stepping back into my school, I’m amazed at how well the systems have kept the school prospering in my 11-month absence. “I cannot thank MAIA enough for all its support. It is incredibly comforting to know that the school will still prosper even when my focus is elsewhere!”

NO HELP NEEDED THANKS TO MAIA!

•••••

“Money problems seem to be the leading cause of stress between most couples,” Bank points out, correctly. “In general, finances are the number-one cause of fights between married couples. That’s something Laurin and I didn’t have to worry about, and never will need to worry about. “Because all of my MAIA business systems were in place and running smoothly, I didn’t have to worry about money issues. I have been able to save and invest for many, many years. So, even if I didn’t draw an income, I’d be fine for a while. Fortunately, the school is doing great and I’m still able to draw an income without even being there. My only concern was helping Laurin to get well, and because I didn’t have to deal with any financial stress, that became my full-time job. “A testament to the MAIA systems I had in place is that they worked so well that no help was needed during my absence. My guys knew how to recruit; they knew how to enroll; they knew how to upgrade students and they knew how to run our birthday parties and after-school programs.

MAIA TEMPLATES, ONCE IMPLEMENTED, ARE EASY TO FOLLOW To ensure that his staff has the same opportunities and knowledge that he has acquired over the years, Mike Bank takes members of his staff to the MAIA-sponsored, annual Martial Arts SuperShow in Las Vegas. “I took three of my guys to the Vegas SuperShow because sometimes they need to hear the same thing from someone else,” Bank points out. “That way, they can hear firsthand the same information that I got from MAIA when I started.” Christopher Schaffer, Mike’s krav maga instructor and school manager, was one of those staff members who attended the SuperShow. “For me, it was the structure and the format of running a school that made it easy to run the school without Mike,” says Schaffer. “The MAIA template lays out how everybody needs to

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communicate with each other in a specific manner. They show you how to keep everyone on the same page. Everyone has a step to hit, from the instructors to the program directors. “By following these steps, everyone is focused on the ultimate goal in understanding how the pieces fit together, just like a jigsaw puzzle,” Schaffer says. “It’s a fair statement to say that MAIA builds a CEO mentality into a school owner. If you define that as being able to delegate and to put the proper people in the best position for them to succeed, that’s a big part of being a CEO. “Knowing how to delegate and how to follow up to make sure those individuals are doing things correctly is part of what we get from MAIA’s programs. The success of the programs is how they all work together to make a

school run effectively as a whole.” When Bank told them about Laurin, everyone stepped up to support him, according to Schaffer. “We knew he had other concerns that he had to take care of. So, the staff stepped up so that Mike could do what he had to do without worrying about the school. The MAIA programs were absolutely vital; their structure allowed Mike to step out of the building but the structure remained. Just because he wasn’t there didn’t mean that things would fall apart. “In this situation, Mike had an emergency and had to step out,” he says. But even if it was something as simple as the owner taking a vacation, he or she knows that when they get back everything will be just like it was when they left. That’s the beauty of the MAIA structure.”

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“One of the things we do differently than other schools is we go to 13 different schools and churches during the daytime and run programs on site,” Bank adds. “One of the things that makes my school unique is the number of different profit centers that we have and, again, I have MAIA to thank for that. “We do about 80 birthday parties a year. They run 90 minutes and we charge $250 dollars, and the amazing thing is they market themselves completely. I’ve never done any marketing and yet probably half of our birthday parties are for non-students. It’s great revenue for the school and a great way to get new people in the door.” Besides Bank’s praise for the MAIA programs and systems, he was also quick to praise how his staff had no problem at all following the MAIA formula in his absence [see sidebar story, “MAIA Elite and Wealthy Programs”].

ABLE TO WALK DOWN THE AISLE!

•••••

“By the time our wedding came around on March 24, 2018, Laurin was not only able to walk down the aisle, she was able to dance the night away as well,” Bank says, proudly. “Of course, she had to take breaks to rest, but she was able to completely enjoy the wedding. “Right now, we are six months into the trials and her tumors have decreased 71 percent. Her tumor markers are half of what they were and her pain level is manageable. She’s able to drive and do a little bit around the house and be fairly independent, within reason. Unfortunately, she did have to quit her new job; she was a staff accountant at a law firm. “Laurin is prepping to undergo three additional months of intensive chemotherapy treatments,” he adds. “To deal with the side effects of her chemo, we sometimes have to spend three or four days during the week at the clinic in Charlotte. “We are hoping that in two or three months, the chemo portion will be done and then it will just be amino therapy, which will be a lot more manageable.”

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After Laurin’s chemo treatments were finished, Bank’s fulltime job was to take care of Laurin. Once every three weeks, they travel from Columbia, South Carolina, to Charlotte for her infusion. Then, every fourth week they return for bloodwork and, again, every other month for check-ups. “Pretty soon, we’ll only be in Charlotte two or three times a month, versus the 10 to 15 times a month like it is right now,” Bank predicts.

SUMMARY

••••• “Let me give you an example of how well all of this worked for me,” says Mike. “When I joined MAIA, I was still very much a personality-driven martial arts school. The school was all about me as a head instructor. If I wasn’t teaching, classes just weren’t the same. I was a one-man band. “What I learned from MAIA was that you have to create the systems, so that classes and the business end of the school are run as replicable as possible. That way, it doesn’t matter if there’s a master-level instructor or a brand-new black belt teaching the class. It will be run exactly the same. The same is true for our business applications. Because all those systems were already in place when Laurin got sick, I could devote my time to helping her, knowing that my school was in good hands.” e m Terry Wilson is a multi-Emmy Award-winning TV host/producer and freelance writer based in San Diego. He may be contacted at tleewilson@gmail.com. To read many more insider tips about becoming a better instructor and successful school owner, visit the Martial Arts Industry Association’s website at www.maiahub.com. Through this constantly-enhanced website, members can access a massive amount of useful information on just about any topic from A to Z.

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19)

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M W TE

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I WILL NOT BE SILENT

MACKENSI EMORY WORLD CHAMPION TEAM PAUL MITCHELL KARATE

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JU W TE

“C

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I WILL NOT BE SILENT

JUSTIN ORTIZ WORLD CHAMPION TEAM PAUL MITCHELL KARATE

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“C

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LET’S UNITE & SPEAK OUT AGAINST BULLYING Team Paul Mitchell Karate and Century Martial Arts have joined forces around the mission of bringing an end to the silence of bullying. Together with UnifyAgainstBullying.org we are encouraging your schools to get involved in sending a strong message to your community.

#UnifySelfieChallenge Thank you for your support on October 13th for the Social Media Takeover. Let’s keep the momentum going and continue to stand together against bullying! Encourage your students, parents, and staff to take the Unify Selfie Challenge. It’s easy! Just write the word Unify on the back of your hand or a piece of tape, place it over your mouth, and take a selfie! When you post on your social media just use the text below. Make sure to challenge your friends, favorite martial artists and celebrities!

TYLER WEAVER WORLD CHAMPION TEAM PAUL MITCHELL KARATE

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December 2018 David Chacon SCHOOL OWNERâ&#x20AC;&#x2122;S NAME

Dominion MMA SCHOOL NAME

Oswego, Illinois LOCATION

Mixed Martial Arts STYLE / DISCIPLINE

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DID YOU KNOW...?

IF YOU ARE TEACHING CHILDREN THE SAME WAY YOU TEACH ADULTS, YOU MAY BE MISSING THE MARK.

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MO S T S CHOOL S DO NO T H AV E A SE T S TA NDA R D F OR T E A CHING DR IL L S T O T HEIR 3 -T O - 6 Y E A R OL D S .

T H AT ’ S W H Y C H I L D D E V E L O P M E N T E X P E R T, M E L O D Y S H U M A N , D E V E L O P E D T H E U LT I M AT E C H I L D R E N ’ S C U R R I C U L U M F O R 3 -T O - 6 Y E A R O L D S .

Tr an s f or m your clas s e s . V isi t Pr e SK IL L Z .c om today.

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As school owners, we know that poor retention costs you thousands of dollars each and every year. The most common reason students quit, whether expressed or not, is that students are afraid of sparring. Having a clear sparring curriculum and methodology that empowers students will allow your school to solve this costly problem.

DISCOVER THE “PLUG AND PLAY” SPARRING CURRICULUM BY MASTER CHRIS RAPPOLD MAIAHub.com | (866) 626-6226

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“

My experience knows that when those students grow up and get out into reality, there are no ‘participation awards.’ At a workplace, where they earn money to put food on their table and feed their own children, anything less than maximum effort will make their life considerably harder.

”

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CONSULTANT’S CORNER

BY KURT KLINGENMEYER MAIA CONSULTANT

ver the last year, I have had the incredible experience of working with so many growing martial arts schools via the Martial Arts Industry Association’s (MAIA’s) Small School Forum. The Forum is a dedicated Facebook group for school owners with 80 or fewer students. It provides tools and advice to help them grow and develop their schools. One of the most common questions I have received is, “How do I grow my martial arts school with only a small budget?” Here are five great ways to do just that! 1. Lead Boxes This is an “old-school” form of marketing, but it always delivers results. Visit 10 local businesses that are community-owned and tell them that you have students and families who may be interested in their businesses. Do they have any materials that you could place on the front desk at your dojo? If they have materials to share, ask if they would be able to reciprocate by allowing you to leave a lead box on their counter as well. On the box, feature a great special, such as “One Month Free Lessons Including Uniform.” Collect leads weekly and invite prospective members in for their first lesson. This method will not only grow your school, but it will also develop collaborative business partnerships within your community. 2. After-School Fundraisers Working with local elementary schools is a fun way to become involved in your community while simultaneously creating a pipeline of

new students into your school. Offer to teach a four-week martial arts program after school at their building. Students pay just $25 and 100% of the proceeds go back to that school. At the end of the session, host a graduation at your martial arts school. Offer an enrollment special for anyone who registers that day. Schools will be thrilled with their easiest fundraiser ever. Your school will have an opportunity to enroll several new students in one day. 3. Seasonal Specials Frequently, martial arts schools see a dip in enrollments around the holiday season. Families are focused on buying the hottest toy of the year rather than beginning a new activity for their kids. Promote a “Train the Rest of the Year for Free” special for students that enroll after Thanksgiving. This will grab the attention of parents and turn one of your slowest enrollment months into one of your best. 4. Community Workshops Community workshops are a great way to give back to your community and get the word out about all the fantastic benefits of martial arts. Topics can include Stranger Danger, character-building, anti-bullying, goal-setting, safety, and being successful in academic school. Promote your event via social media and local news sources. During the event, offer everyone who participated that day an enrollment special if he/she would like to continue with classes. These workshops build your school up as a pillar within the community and open your doors to new members. 5. Community Festivals and Events Much like our community workshops, participating in local events and festivals is a great way to get involved in the community and spread the word about your martial arts school. At the event, don’t just have a clipboard with which you are trying to “register” families. Focus on the experience as well. For example, set up a Century BOB with a t-shirt that reads, “Punch me 20 times in 10 seconds and win two free weeks and a uniform.” Festival-goers, both kids and adults, will welcome the challenge! Make sure to chat them up, collect their contact information, and invite them to a free event at your school the following week. It’s easy to grow your martial arts school on a small budget. All it takes is a little planning, creativity and legwork. e m F or questions or comments, contact Kurt Klingenmeyer via email at kklingenmeyer@masuccess.com or call the Martial Arts Industry Association at (866) 626-6226

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ALWAYS ON CALL. ALWAYS ON TIME.

A system you can learn

A coach you can count on

A community you can trust

Schedule your free consultation today!

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A HELPING HAND IN YOUR STORY

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MASTERFUL RETENTION

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THE KICK YOU NEVER SAW COMING

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THE LEGAL LANDSCAPE

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INTRODUCING THE DANNY ETKIN SIGNATURE SERIES NUNCHAKU

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