January 2019

MASUCCESS JANUARY 2019

JANUARY 2019 • $5.99 US www.MASUCCESS.com

OFFICIAL PUBLICATION OF THE MARTIAL ARTS INDUSTRY ASSOCIATION

Sleek Ninja Creator “Eric the Trainer”

ISSN 2380-561 7(PRINT ) 2469-6889(ONLINE )

THE CHAMPION WHO CONQUERED THE RING AND THE SCHOOL BUSINESS! 5 WAYS TO IMPROVE YOUR TEACHING The 5 Mindsets of Martial Art School Success!

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Valley Martial Arts made the iconic Cobra Kai and No Mercy fist patches for the Karate Kid film and we made the original uniform. We teamed up again to offer the original uniform. Don’t be fooled by imposters – these are the real deal!

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EXCLUSIVE

“Century” is a registered trademark of Century, LLC. All rights reserved. © 2018 Century, LLC. # 15686

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PUT A SLEEK NINJA IN YOUR SCHOOL BY

T E RRY

L .

W I L S O N

Fitness icon Eric Fleishman (a.k.a. “Eric the Trainer”) has earned celebrity status among his pumping-iron peers and Hollywood’s elite with his unique training programs. Also a high-ranking black belt, Fleishman has combined his two biggest passions to create “Sleek Ninja.” It’s a fitness program designed especially for martial artists and school owners.

42 BLACK BELT LEADERSHIP BY

NG UYEN

“ TOM”

G RI G G S

“B” is for Boundaries

46 IN THE CLASSROOM BY

DAV E

62 TURNING POINT HERB

12 IN THE KNOW

KOVAR

The 5 Mindsets of Mar tial Arts School Success, Part 1

BY

04 FROM THE DIRECTOR’S DESK

16 MANEWS

B ORKL AND

Scot Conway: Using Martial Ar ts to Overcome Attention Deficit Disorder

18 HEAR FROM YOUR PEERS

64 DOCTOR’S ORDERS 50

BY

THE CHAMPION WHO CONQUERED THE RING AND THE SCHOOL BUSINESS! BY

HE RB

B ORKL AN D

Back in the 1970s and ‘80s, legendary fighter Jeff Smith pulled off a dual goal unprecedented back then and extremely rare even today. He became a world kickboxing champion while simultaneously mastering the martial arts school business!

Furthermore, he pioneered savvy business techniques still practiced by current school owners. Read Smith’s extraordinary story and prepare to come away inspired!

DR.

JASON

HAN

Recovery Is Just As Impor tant As Working Out

66 YOU MESSED UP! NOW WHAT? BY

KATHY

24 THE MAIA REPORT

OLEV SKY

Help Students See the Path to Black Belt

26 MARKETING RESOURCE

86 CONSULTANT’S CORNER B Y M A I A C O N S U LTA N T MI KE METZ G ER

68 SCHOOL SHOWCASE

I Want More Adult Students!

88 MASTERFUL RETENTION BY

C HRI STOPHER

RAPPOL D

Want to Improve Your Retention?

Do This in the Next 30 Days!

74

MASTERY OF THE MAT! 5 WAYS TO IMPROVE YOUR TEACHING BY

J US T I N

L .

FO R D

“Who’s the Master?” No, that isn’t just a callback to the famous line in The Last Dragon. That’s the question new students and their families have when they walk into your dojo. Our job as teachers and school owners is to show them a professional level of service in teaching the martial arts. Here are three tips how to do exactly that.

20 PRODUCT SPOTLIGHT

MAXIM OF THE MONTH

90 THE KICK YOU NEVER SAW COMING BY

B ETH

A .

B LOC K

The Top 5 Social Media Liabilities

92 THE LEGAL LANDSCAPE BY

PHI L I P

E.

G OS S,

JR.,

ESQ.

Pre- and Post-Employment Checks: The Devil is in the Details

96 INSPIRATION OVATION BY

KAREN

EDEN

Watching Huey Lewis Grimace

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W

e

m

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PA Y

SUP

PO

RT

TS EN M

S OF T WAR

E

Strong

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HAPPY HOLIDAYS AND BEST WISHES FOR THE NEW YEAR FROM MAIA AND CENTURY ©2018 MAIA, LLC. #15904

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“Century” is a registered trademark of Century, LLC. All rights reserved. © 2018 Century, LLC. 011/2018

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ANSWERS: 1) d. 2) The Philippines. 3) Ippon. This wins the bout. A koka is a minor score. 4) The original was made in 1938.

1

2

3

4

MARTIAL ARTS TRIVIA — MAYA ANGELOU

WORDS OF WISDOM

YOU ASKED WHILE THEY MEAN WELL, HOW DO YOU DEAL WITH HOVERING PARENTS? In the very beginning at white belt, we make sure they understand how important it is for us to teach their children. We request that they refrain from talking or coaching their children from the sidelines. It has worked very well in the past.”

— T E R I L E E , S U N N Y V A L E M A R T I A L A R T S A C A D E M Y, S U N N Y V A L E , C A

At enrollment, parents receive a parent manual that outlines what they can do to assist us in the training of their kids.”

— R O B B Y B E A R D , U S A K A R A T E , B A R T L E T T, T N

We give parents a responsibility to keep them busy and make them feel important.”

— 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

We set the expectations and rules from the moment they enroll. After that, if it is still an issue, usually a polite private talk should help.”

—MIKE METZGER, CHAMPIONSHIP MARTIAL ARTS, ORLANDO, FL

JANUARY 2019

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January 2019

Vol: 19 No. 01

W

M s s te n h

jc

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We’re seeking writers MASUCCESS is looking for freelance writers to join our dynamic team of U.S. correspondents. We pay some of the best rates in the industry and all payments are upon acceptance.

Writers should have some knowledge of the martial arts school business.

When responding, please feel free to pitch your story ideas (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

We’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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HEAR PEERS FROM

YOUR

1

How long have you been teaching?

5%

1%

12%

1 year - 1% 2-5 years - 5% 5-10 years - 12%

82%

10+ years - 82%

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2

Does your school have more than one location?

18%

82%

Yes - 18% No - 82%

3

How many instructors do you have at your school?

19%

40%

Just you - 24% 2-3 - 40%

24%

4-5 - 17% 5+ - 19%

17%

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Fitness icon Eric Fleishman (a.k.a. “Eric the Trainer”) has earned celebrity status among his pumping-iron peers and Hollywood’s elite with his unique training programs. Also a high-ranking black belt, Fleishman has combined his two biggest passions to create “Sleek Ninja,” a fitness program designed especially for martial artists and school owners.

BY TERRY L. WILSON

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At the 2018 Martial Arts SuperShow with (right) XMA founder Mike Chat.

CREATING NEW CLIENTS WITH SLEEK NINJA After earning black belt status in multiple disciplines, Los Angeles’ Eric Fleishman (pronounced, fleesh’man) saw a way for schools of any style or system to upgrade their fitness program and make a profit in the process.

“My martial arts background spans nearly 40 years,” says Fleishman. “Combine that with my being a Hollywood physique expert, creating Sleek Ninja was a natural fit.

“When I heard that martial arts dojos across America were starting to feel a financial crunch because of the economy a few years ago, I wanted to find a way to help them.”

The acclaimed trainer was distressed over the fact that many schools were barely able to keep their doors open. In strip malls across the country, some schools had been forced to permanently close their doors.

Eric the Trainer’s solution was to create a program that would put new students in the door. His hope was that although they signed up for a fitness class, they would also morph into the school’s martial arts program.

“I decided the best thing I could do as a physique expert who was also a martial artist at heart, was to create a fitness program specifically that would help dojos transform their students into

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sleek ninjas,” says Fleishman. “That’s why I created Sleek Ninja.”

Fleishman flexed his status as a “Trainer to the Stars” to acquire a few of his A-list celebrities to help promote the new program.

“There are quite a few showbiz celebrities and music icons that train with me on my Discovery-network show, Celebrity Sweat,” Fleishman explains. “By getting them involved in Ninja Sweat, we can offer schools an incredible promotional program.

“With the Hollywood promotional machine that we have, we’re going to do promotions in the areas where the schools are that feature Sleek Ninja classes. For example, in Omaha, Nebraska, the owner of Champion Martial Arts was one of the first guys to sign up for Sleek Ninja. We’re going to promote his school and our program throughout the area.

“So, all of the people in Omaha will know that Champion Martial Arts is the one and only place they can achieve a fitness level designed by me, the same guy that trains all the famous celebrities.

“The idea is to get people who weren’t necessarily interested in taking martial arts into dojos to take my fitness program.

Then, hopefully, they’d get involved in the school’s martial arts classes as well. Either way, it brings extra revenue and promotion to the dojo.”

Fleishman went on to say that many dojos are closed in the morning and open daily only late in the afternoon. He feels that this is an excellent time to get people in the door for his Sleek Ninja workout.

“Sleek Ninja is for morning workout classes,” says Fleishman. “The dojo can use that empty space [and downtime] to make money.”

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WHAT IS SLEEK NINJA? “Sleek Ninja is an exercise class that uses body-weight exercises to transform the body from that of a normal person to that of a sleek ninja,” explains Fleishman. “Anyone can become strong and flexible with lean muscle mass, ready to spring into action, with this program. The science of change for anybody is the right blend of diet, exercise and sleep.

“We have a whole dietary component that will be taught as part of the class, as will the importance of sleep. Many people don’t realize that during sleep is the only time the body can change. All physical transformation occurs exclusively during slumber.

“All of these components are part of Sleek Ninja. I couldn’t be prouder of the program. We’re going to grow. It’s going to be exciting and we’re happy to kick it off with our friends over at Century.

“I’m one of the experts that Century looks to for advice from a fitness perceptive. Also, being a martial artist, we have so much in common.

“But more importantly, Century is supporting our Sleek Ninja efforts by offering an array of products that will support this joint-venture program.

It includes targets and mats that will be branded with Sleek Ninja.

“Century is a great partner. We’re looking to build a relationship with them through education and motivation of martial artists/instructors to help them enlighten the world to the benefits of what we have to offer.

“Anyone can become a Sleek Ninja instructor,” he adds. “I created a system on how to teach Sleek Ninja that’s completely digital. So, martial arts schools sign up at SleekNinja.com or ETTworkout.com to become certified to teach Sleek Ninja classes at their dojos.”

ENTER THE DRAGON But before Fleishman became the muscle-bound trainer of Hollywood’s elite, he had a lot of work ahead of him. One of those stepping-stones to success was his early introduction to martial arts. When he was 10, his father helped his skinny son take what would become his first step toward an amazing career in the world of physical fitness.

“My father was a doctor in a small town; he knew that, in our family, we tend to be late bloomers,” Fleishman explains. “Dad realized that I was going to look like a little kid for many years while my friends were maturing around me. So, at age 10 in 1979, he took me to my first martial arts class to help give me more physical confidence in myself.

“My instructor was Mike Cook, who still teaches shotokan karate in Farmington, Maine, to this day. He’s been nationally ranked in kumite and forms for many decades.”

Fleishman studied shotokan until he went to college, where he trained in taekwondo and began sparring in addition to joining Gold’s Gym in New Haven, Connecticut.

RIPPING OFF HIS SHIRT TO AVOID A FIGHT! “I consider myself a true martial artist, in that I live a happy life and go about the world recognizing that it’s in harmony,” says Eric the Trainer. “Anytime the world is out of harmony, I try to use whatever skill sets I possess to bring it back into harmony.”

One night, Fleishman was watching a friend perform at a club in Hollywood. Another, older friend was taking photos of the performance when he accidently bumped into a table, spilling a drink on its three very large occupants.

“They were Teamsters that had been working at one of the studios and they’d had a few too many drinks,” he recalls. “They were very upset!

They got up looking for a fight and surrounded my friend who’d bumped into their table.

“I intervened by apologizing to them and offered to buy them all drinks, but they weren’t happy with my offer. I tried to reason

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with them by telling them my friend was 59 years old and still lives with his mother. He wouldn’t hurt a fly. Why would you want to beat him up?

“Well, they were drunk and just wanted to fight. So, I drew a line in the sand and told them I wasn’t going to let them beat up on my friend. So, they squared off against me. I looked them in the eyes and said, ‘This is the biggest mistake you will ever make in your life.’

I removed my shirt. They took one look at my physique and backed off without a punch or kick being thrown.

“All I needed to do was flash them a little Hollywood muscle and it allowed the world to go back into harmony. To me, that’s real martial arts. A real martial artist knows when to keep calm in a situation, as opposed to hurting anyone if a conflict can be avoided.”

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With legendary martial arts pioneer (standing) Ernie Reyes, Sr.

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GIRLS LIKE GUYS WITH MUSCLES Fleishman spent five years in New York City working as a personal trainer (ACE and TSI certification). It was here that he pinpointed the science of change through three major components: diet, exercise and sleep. He also noticed that girls like guys with muscles.

“I noticed a correlation between how much time I spent in the gym to how often good-looking girls would talk to me.

With that motivation, I started spending more time in the gym.

Finally, it dawned on me that the gym was one of the last places in society where you can go in as an underdog and emerge a hero. I love that dynamic! So, I decided to spend my life helping embody that concept.”

“After college, I moved to New York City,” he explains. “I started working as a personal trainer. After five years, a well-known magazine published an article naming me as the ‘number one trainer in Manhattan.’”

WELCOME TO L.A. “I sent that article to [pioneering TV-fitness guru] Jack LaLanne in California and said, ‘This title means nothing to me if I can’t learn from the best.’ He invited me to visit him in Los Angeles. I became his apprentice and learned directly from him. It was the most amazing experience to see how he inspired people the way he did.

“We spent a lot of time together. He was on a mission to change the world through exercise and proper nutrition. He had buzz phrases like: ‘If man made it, don’t eat it.’ ‘If it tastes good, spit it out.’ He was quite a character, but Jack would do or say anything to motivate people to live happy, healthy lives.

“Even though he passed away years ago, his mission is still alive in my heart. Every morning, I wake up and try to continue his legacy.

He was the biggest professional influence in my life.”

Fleishman also got heavily into Japanese goju-ryu jujitsu with instructor David Pesko.

“That training was profoundly intense,” he says. “Even though I’d

BULLIES STUFFED HIM INTO HIS LOCKER To look at Eric the Trainer today, it would be hard to believe that he was once, in his words, “a 98-pound weakling.

“I was the shortest guy in my high school class and I was very slight,” says Fleishman.

“I grew up on a farm in rural Maine and was president of our 4H Club dedicated to swine, called the “Souie-Souie Pig” club.

“We had sheep, pigs and a donkey. It wasn’t exactly a place where physical beauty was foremost. It was a place where you really needed to look within the character of the person that you were talking to in order to see their inner beauty.

“It’s ironic that I now live in Hollywood and I’m paid to bring out and heighten the physical beauty of actors, actresses and rock stars on a daily basis. That’s my technical job.

“But in high school, I was so little that I became the target of bullies. One day, I was wearing overalls and some of the football players picked me up and hung me on a locker; I couldn’t get down. Of course, hanging from a locker wasn’t a great way to impress girls as they walked to class.

Even worse, I actually fit inside the locker. So, of course, the football players stuffed me inside and closed the door. Eventually, the vice principle

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heard what happened and came to my rescue and got me out of the locker.”

Fleishman was also dubbed “Squeaky” by his classmates, because of the squeals of terror he would utter while being chased during a flag football game in gym class.

Then Fleishman started hitting the weights.

Fleishman says he went from being the smallest guy to graduate from his high school to one of the most muscular alumni in the history of the school — and of the state of Maine!

Most people would presume that Fleishman’s transformation would give him incentive to seek a little payback at his high-school reunion.

“I went back for my 20-year reunion, and was all excited to revisit the past and tell those bullies that their day of reckoning had arrived,” he says. “I looked everywhere for them at the reunion, but they were nowhere to be found.

“About an hour into the reunion, I spotted these older guys in the back of the room just watching everyone. They had big stomachs and bald heads; it was the same guys who had stuffed me in the locker years ago. They were all short and fat and they didn’t even recognize me. So, I just laughed to myself, realizing that time has a way of working things out, and walked away.”

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already achieved two black belts in two different styles, I felt as if I really knew nothing. Japanese jujitsu is all encompassing, with a lot of circular movements as opposed to linear striking. When a Japanese jujitsu guy attacks, you feel like there’s a tornado going on in front of you and you don’t know where to start to defend yourself.”

Fleishman became obsessed with goju-ryu jujitsu. The training was so intense, he says, that when he started there were eight students in class. At the end of just one week, five had dropped out!

“I was intrigued by the application of science merged into fighting forms that taught the most effective way to use angles and movements,” he explains, “And, as you master those angles and the flow, you start adding speed. For me, that’s where the beautiful art of destruction begins.

“This illustrates how tough the class was. I’m a personal trainer in top shape, better than one half of one percent of all people in America.

And many times after class, I’d only be able to drive halfway home before I’d get nauseous. It was physically, mentally and spiritually exhausting. But at the same time it was enlightening and I loved it.”

After obtaining a black belt in jujitsu, Fleishman began training police officers in Los Angeles in arrest-restraint techniques and self-defense.

“It was very gratifying training Los Angeles police officers and the Sheriff’s Department,” he says. “It was an honor to work with these young cadets who were about to go out into the world to protect us from the bad guys. I do that purely as a volunteer; I wasn’t interested in being compensated for my time. I was looking for a way to give back.”

According to Fleishman, the fitness world is very academic.

People want you to learn from books and get certified by taking tests. But the world of martial arts is almost an apprenticeship. You learn from great instructors; you do practical tests in front of others and they give you feedback.

“Because I was a martial artist for 10 years before I ever stepped into a gym, the way I process fitness and the way I wanted to learn from it wasn’t available at that time,” he says.

“They didn’t have apprenticeships in fitness. There weren’t experts giving seminars, or people you could study with on that level in fitness because it was all academic. So, I had to be a trail-blazer and really seek out the best. That was Jack LaLanne, because he was the best that ever was. That’s why I sought to learn from him.”

To honor his mentor, on Fleishman’s 40th birthday he did 40,000 push-ups and all of the money raised was donated to Jack Lalanne’s favorite charities.

“I want to say to people in small towns everywhere, ‘Hey, I might live in Hollywood, but being healthy is something we can all do together [with Sleek Ninja] and you can do it wherever you call home. Come with me on this journey. It’s going to be great. We’re just going to use three elements: exercise, diet and sleep.’

“By doing this, we’re going to create a meaningful, fantastic, healthy life together. That’s what the mission is and my goal is to follow in the steps of Jack LaLanne to continue with his legacy.”

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CELEBRITY SWEAT Following in the footsteps of his idol, Fleishman has also become a TV personality, hosting Celebrity Sweat.

“Most people today don’t realize that Jack hosted a TV show for 30 years that really put him on the map,” says Fleishman.

“So, when I was learning from him, he told me that television is a megaphone to broadcast the mission you and I are on. He said, ‘You need to host a show.’

“I told him okay. Six months later, I got a call from a company that was looking for a TV host for a show called Celebrity Sweat.

“So, for the past five years, I’ve been hosting that show on the Discovery Network. It’s a behind-the-scenes look at the active healthy lifestyle of athletes and celebrities, with some music icons tossed in as well. We’ve shot shows all around America and around the world.”

Fleishman’s cable-network series a fun-filled romp that takes Eric the Trainer and his celeb pals all around the world doing all kinds of crazy antics.

One minute they may be learning a cheerleading routine with the Dallas Mavs’ squad, the next minute they could be working out with Shaolin monks in China! The best part of the show is that you never know who Fleishman is going to be with or where he’s likely to be located.

“We could be backstage at a big rock concert and do some stretches,” he explains. “Or maybe we’ll show up on a movie set and find out what the stars do between takes. It’s very much a free-form, unscripted show that lets everyone just be themselves having fun.

“We’ve worked with everyone from country music stars like Reba Macintyre and Florida Georgia Line, to rock stars like Def Leppard and Nickelback. They’ll talk to us about the things that allow them to be healthy, happy and successful in their position of being some of the most watched people in the world.

“Most of these people I’m meeting for the first time on the show.

We have a great time and many of them will become my clients.

I have my own gym in Burbank near all the movie studios and we train some of the biggest names in Hollywood.” e m To learn more about the Sleek Ninja program, contact Eric Fleishman/Eric the Trainer at (323) 428-6100 or by email at Mainemonster@gmail.com. m San Diego’s Terry Wilson is a multiple Emmy Award-winning TV host/writer and lifelong martial artist. He may be reached at tleewilson@gmail.com.

To read hundreds of articles and columns vital to your school business, visit the Martial Arts Industry Association’s website at www.maiahub.com. Through this constantly-enhanced website, members can access an enormous quantity of useful information on just about any topic from A to Z.

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M W TE

“C

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I WILL NOT BE SILENT

MACKENSI EMORY WORLD CHAMPION TEAM PAUL MITCHELL KARATE

“Century” is a registered trademark of Century, LLC. All rights reserved. © 2018 Century, LLC. 011/2018 #15779

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©2018 MAIA, LLC. #15779

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I WILL NOT BE SILENT

JUSTIN ORTIZ WORLD CHAMPION TEAM PAUL MITCHELL KARATE

“Century” is a registered trademark of Century, LLC. All rights reserved. © 2018 Century, LLC. 011/2018 #15779

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©2018 MAIA, LLC. #15779

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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

“Century” is a registered trademark of Century, LLC. All rights reserved. © 2018 Century, LLC. 011/2018 #15779

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©2018 MAIA, LLC. #15779

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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 .

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©2018 MAIA, LLC. #15481

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The

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RING

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Jeff Smith

JANUARY 2019

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ARE YOU A ONE-MAN SHOW OR STILL WORKING OTHER JOBS?

MAIALaunch.com ©2018 MAIA, LLC. #15873

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DO YOU NEED NEW, QUALIFIED LEADS?

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Most martial artists are never introduced to the concepts of running a small business. These 4 weeks can change your trajectory.

NEXT CLASS BEGINS JANUARY 17, 2019.

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#WEARBRAVEBEBRAVE Y OUR JOUR NE Y BE GIN S HE R E L E A R N M O R E A T i n f o . C e n t u r y M a r t i a l A r t s . c o m / Tr a i n B r a v e

www.CenturyMartialArts.com (800) 626-2787. “Century” is a registered trademark of Century, LLC. All rights reserved. © 2018 Century, LLC. #15610

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Shihan Jason Scaduto SCHOOL OWNER’S NAME

Saugus Karate Kung Fu SCHOOL NAME

Saugus, Massachusetts LOCATION

Kempo STYLE / DISCIPLINE

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JANUARY 2019

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ZSOLT MÓRÁDI TEAM PAUL MITCHELL KARATE FIGHTING CHAMPION

CenturyMartialArts.com/cgear (800) 626-2787 “Century” is a registered trademark of Century, LLC. All rights reserved. © 2018 Century, LLC. 09/2018 #15604

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We Are Soliciting Schools To Present In Our School Showcase.

If you’ve ever thought about seeing yourself and your school featured in the pages of MASuccess Magazine, now is the time to act! Simply email Sarah Lobban, slobban@centurymartialarts.com saying, "I would like to be considered for the School Showcase."

Sarah will send you an application to complete and return. All applications will be reviewed by the Editorial Board, and will notify you if your are selected.

Š2018 MAIA, LLC. #15836

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INTRODUCING THE DANNY ETKIN SIGNATURE SERIES NUNCHAKU

BOLD. DY NA MIC. COMPETITION C A LIBER .

TEAM PAUL MITCHELL KARATE MEMBER 60X WORLD CHAMPION

www.CenturyMartialArts.com • (800) 626-2787

“Century” is a registered trademark of Century, LLC. All rights reserved. © 2018 Centutry, LLC. #15677

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BUILDING YOUR FUTURE, TOGETHER. (866) 626-6226 | MAIAHub.com ©2018 MAIA, LLC. #14826

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MASTERY OF THE MAT! WAYS TO IMPROVE YOUR TEACHING

“Who’s the Master?” No, that isn’t just a callback to the famous line in The Last Dragon. That’s the question new students and their families have when they walk into your dojo. Our job as teachers and school owners is to show them a professional level of service in teaching the martial arts.

Here are the three tips to do exactly that.

BY JUSTIN L. FORD

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MASTERY OF THE MAT Your school’s revenue comes from. . .

What? I’m waiting.

Meditate on this.

You could trace your school’s revenue to the tuition payments that get made, and the activities and events you host, the merchandise sales and testing fees, etc. But while there are plenty of different streams your money can flow in from, it all boils down to one source: students.

It’s important to remember that your school is driven by your students. And while big classes don’t automatically equate to big bucks for your school, having lots of students is definitely a step in the right direction.

Let’s generalize how your school functions.

We have Input and Output. Input is all of the success your school gets and maintains. This is the money you make and students you get.

Output is all of the success your school loses, what you are missing out on. This would represent the students who leave and the money used up.

Obviously, we want to maximize our input and minimize our output. While there’s a plethora of variables that can affect both of those numbers, one of the big things that impacts them both is the instructors teaching the class.

What the instructors do on the mat is a huge part of how successful a school becomes. Would you use a bank if its employees said they might keep your money safe? How about using a parachute that says it might open? I don’t know about you, but I might soil my pants if I had to use them!

If you want to be successful and grow, you have to be good at what you do and communicate your professionalism well. If you want your martial arts school to give as many positive experiences as possible, everybody needs to be able to perform their role well.

Good classes and personalities on the mat improve student retention and local interest in the school. People will not only stay in your classes, they’ll also start to tell their friends and family members how great your classes are.

The power of word-of-mouth advertisement is staggering and, for better or worse, people will talk! Here’s what you and your instructors can do to give the best experience to everybody who walks in the door.

“Find the good in what your students do, no matter how awful what they are doing incorrectly may seem at first. Even your worst-behaving three-year-old will do at least one thing worth praising during his/her first lesson.”

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CORRECTIVE FEEDBACK! WHAT COUPLE’S THERAPY CAN TEACH US ABOUT TEACHING!

Let’s start with corrective feedback. Like that delicious whipped topping on apple pie, feedback is a powerful detail that is often overlooked. To say there is a lot of depth to this concept is a gross understatement.

PCP is initialism for “Praise, Correct, Praise.” This is key to making a correction and keeping it positive, avoiding what is called a Perceived Indifference.

Did you have a teacher in academic school who you would swear hated your guts, bones and every fiber of your being? While it’s possible you just had a bad teacher who really couldn’t stand you, a lot of the time it is simply a misunderstanding. They cared about you, but their feeling didn’t get communicated very clearly.

This is a “Perceived Indifference.” While not legitimate, it may seem all too real to a student.

There’s a reason that couple’s therapy often stresses communication with one’s significant other. Without clear communication, it is easy to assume the other person doesn’t care about you.

If we only bark out what a student is doing wrong or don’t communicate very clearly, we can’t really blame him/her for thinking we don’t care about them.

Imagine that a student - let’s call him “Johnny” - has a problem with keeping his hands up while kicking. Rather than simply calling Johnny out and saying “Hands up!” find something he is already doing well. Maybe his hands are like deadweights, but his kick itself has really impressive aim. That’s something we can focus on and praise.

Afterwards, we can remind him to keep his hands up.

From there, two things can happen. Either the problem gets fixed (Johnny’s hands stay where they need to) or not (his hands still keep dropping). If he improves, excellent! We can give him a high five, a toothy grin or some other form of praise. If he is still having trouble keeping his hands up, we can keep giving him feedback, looking for small improvements towards the goal and building from there.

All of that praise isn’t just to make him feel good, though. It also helps cement what he is already doing well.

How horrible would it be to have Johnny get his hands up, but then lose that phenomenal precision he had earlier? It would be like when

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you run into somebody walking the opposite direction and you try to step out of their way only to run into them again and again. It can easily become a revolving door of problems. We want to build up his progress, not just swap out what the problem is.

Find the good in what your students do, no matter how awful what they are doing incorrectly may seem at first. Even your worst-behaving three-year-old will do at least one thing worth praising during his/her first lesson.

It doesn’t have to be speed or strength that we praise, however. It can be focus, self-discipline, awareness, confidence, effort, patience, or numerous other positive attributes. Let them know about whatever positive thing they are doing that you want them to keep doing before you make a correction.

This is a great tool to use if you need to talk to a parent about a student’s misbehavior on the mat after a class finishes up. No parent wants to think his/her child is bad at an activity. The moment that martial arts doesn’t seem to be a good fit for the child, becoming a dropout becomes a lot easier.

If you need to follow up with a parent after class and talk to them about their child’s misbehavior or ability, you want to reinforce that you don’t think their child is devil spawn. Let the parent and child know what the kid is good at. (“Johnny, I know how focused you usually are in class.”)

Let them know what the problem was and how to go about fixing it. (“I didn’t see the kind of focus I usually do from you today. Maybe today was a rough day for you. Everybody has those. Even on your worst days, we want to see your best, though. Eyes focusing on me, listening and standing like a black belt”).

Give him a positive finish along with what will happen when he fixes it. (“If you can give your best when you don’t feel your best, then you can really say you’re acting like a black belt! I can’t wait to see you later on in class this week showing off that black belt level of focus. I know you can do it!”)

The idea of PCP is only one type of feedback, however. Let’s look at how we can use another kind of feedback to dramatically improve the entire class’s performance in just a few seconds.

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MASTERY OF THE MAT

OF SPOTLIGHTING AND MASS MIND CONTROL!

Let’s learn a Jedi mind trick.

For better or worse, the words of the people around us often impact us and how we feel. For example, if you say something about bad breath, a lot of people will check their own halitosis (and, hopefully, will pop a breath mint). This is a human habit that can be an excellent tool when you’re teaching on the mat and most of the students are lackluster in their performance.

Let’s imagine you have 30 students on the mat for an evening class. It’s summertime and between the heat outside and the constant activity everybody is doing while school is out, most of the students are noticeably tired. Rather than being the barking PE teacher everybody hated in middle school, you can find the student who is giving his best and spotlight him.

Give him public praise. Pull him to the front and have him demonstrate that amazingly sharp front kick. Make a big deal about how focused he was while standing in his resting position. Do something to let him know how impressed you are with him. By calling out whoever is doing really good, everybody else is now thinking about what they need to do to get that praise.

This is a very powerful tool for improving any class’s technique, energy or mentality. It lets the students know what you like to see and gives them a goal and an example of how they should perform.

The best part is that the proximity of the praise can be as big or small as you need it to be. Maybe it isn’t the whole class that needs to step up their performance, but rather just one student. Simply comment on how well the student beside him is doing and he will almost always improve his performance to match.

Similar to PCP, you are going to want to cement the behavior in once they improve. Whether it is the whole group or just a single student, comment on how well they are doing or how much better they suddenly got and extend that praise to them.

Praise can be a very powerful thing. The important thing is to be fully honest and exact about it, though. Simply saying “Good job!” or “Nice kick!” is generic and could apply to anybody. It doesn’t really feel genuine, even if it was said directly to your face. What were they doing a good job at? What was nice about their kick?

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If you say, “Johnny, that is some amazing focus you have with your punches. Every strike was precisely aimed!” That has more impact and resounds better than “Johnny, you have really good punches.”

However, sometimes the one who needs to overhear the praise the most is out in the lobby watching class. If somebody showed really good improvement or performed extremely well, let his/her family know. We can get so focused on fixing every mistake a student makes that we forget to give a student an idea of what they are doing well.

Let me tell you a secret, though. Are you ready?

Everybody makes mistakes. Even you.

And I’m not just talking about life mistakes, I’m talking about straight up martial arts skills as well. There is always something to improve. Our job as teachers isn’t only to correct and improve a student’s skills, but also to ground them in how well they are doing.

For many students, training in martial arts is something brand new to them. As their instructors, we are the first to really give them a foundation for how well they are doing.

Praise is extremely important, especially for beginners and their families. When you finish up a class, pick someone and go talk to their family.

Maybe you choose to talk to the student who came to class dead-tired yet still gave her best. Or maybe it’s the kid who has been struggling with focus, but briefly remembered to focus on you without a reminder. Keep in mind they don’t have to be perfect. Give them feedback on their progress, on what they improved at.

If you can’t find the time to do it after class, be sure to call them later or send a handwritten note. These small acts carry a lot of weight. In fact, like our next subject, sometimes it’s the smallest things that have the biggest impact.

“Avoid letting your back turn to the class too frequently, especially if you don’t have many assistants for the class. Make it your goal to land eye contact with every student in the class at least as often as you say their name.”

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MASTERY OF THE MAT

UPGRADE YOUR TEACHING TO MOM-LEVEL WITH “MAT VISION” AND MOVEMENT!

“Oops! Sorry, I didn’t see you there.”

Nonsense!

Those words should never be heard coming from a martial arts instructor. “Mat Vision” is your level of awareness of what is happening on the mat and in your school at all times.

Do you remember when you were a kid and you’d try to sneak something behind your mom’s back to do something? She didn’t even have to turn around to know what you were doing. All you wanted was to grab a cookie from the kitchen before dinner. But she would call out what you were trying to do before you could even complete your ninja trick.

That’s the seemingly supernatural level of awareness we want.

We want to be “Mom Level.” Mirrors can help a great deal in being able to see everybody at all times. That gives you the option of simply glancing in the mirror to make sure every person in class is still following you. However, mirrors have a disadvantage if used too heavily; your awareness doesn’t get communicated very well.

As important as it is to see what’s happening, it’s also important to let everybody know you are watching, all the more so in children’s classes with parents present. If you only keep your eyes glued on the mirrors, never glancing over your shoulder at the actual class, it’s easy for them to feel like you are missing out on some stuff that is happening on the mat, or even that you don’t care about the class.

Like praise, your awareness needs to be communicated well. Avoid letting your back turn to the class too frequently, especially if you don’t have many assistants for the class. Make it your goal to land eye contact with every student in the class at least as often as you say their name (see sidebar story, “State Your Student’s Name at Least Three Times!”).

One of the things this goal will force you to do is actually face the class and walk around. If you stay in one spot, it’s not only extremely difficult to make eye contact with over 30 students in one class, it gets quite boring for the students. It becomes akin to learning from a talking statue. That’s not very motivating. Move around and connect with as many people on the floor as possible, spreading your awareness like middle school selfies.

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Your movement can set the pace of the class. If everybody needs to slow down and work on proper technique, you can walk around a bit slower, stepping as deliberately as the students’ movements should be. If you want them to be quicker, hasten your steps, not quite to the extent that you look like an expresso addict, but just enough that there is a nonverbal cue to pick up the energy.

“Praise can be a very powerful thing. The important thing is to be fully honest and exact about it, though. Simply saying, “Good job!” or “Nice kick!” is generic and could apply to anybody. It doesn’t really feel genuine, even if it was said directly to your face. What were they doing a good job at? What was nice about their kick?”

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STATE A STUDENT’S NAME AT LEAST THREE TIMES!

While praise is good for confirmation that what a student is doing isn’t all bad, it doesn’t necessarily give recognition. Recognition is another basic human necessity for many people. People want their voices to be heard, their words to be read, and their presence to be noticed. And while not everybody wants to be rock-star famous, everybody wants to be recognized to some degree.

Think of how it would feel to be completely invisible and ignored, by no choice of your own. How it would be to feel like you didn’t belong?

For most people, the answer is that it would not be fun.

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One of the things we can do as teachers is actually learn and care about our students. Yes, it’s good to get to know what they like and dislike, where they go to school/work, and what other activities they do, etc. But sometimes, it’s the small things like saying their name that matters most. That is something that gets missed all too often in class, especially in a large classroom setting.

If you find yourself addressing students only by belt color or experience level or plainly “Hey you!” (and the numerous variations of that generic greeting), you’re basically telling those students that you

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MASTERY OF THE MAT don’t want to bother even remembering their name.

Simply saying students’ names at least three times during their class session can mean a lot. It has the effect of building rapport by letting them know how much you care about them and helps foster a feeling of belonging. But don’t stop there!

Strive to know the names of their siblings, parents, children, or even their best friend. Referencing anybody else who is a part of their life, especially if they are often at the martial arts school with them, helps establish that familial feeling even further.

While that might seem like a lot of names to remember, I promise it is easier than it seems. There is one little trick to it.

It’s called listening. Students, especially younger ones, often talk a lot. Communication builds rapport and it is a two-way street. We have moments before and after a class where we can talk to students. But more importantly, we can use that time to honestly listen to them.

Even if it’s a six-year-old telling you a story longer than an epic poem by Homer, be genuinely interested in it. That honesty and listening ear will go far and be appreciated.

It’s easier to stick with a martial arts school if they feel like family.

And family means nobody gets left behind.

To really mean something, we need to be able to look the student in the eye as we speak to him/her. The next teacher technique will help with that and, if you use it along with “Name 3x,” will truly upgrade the rapport you have with your students.

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THE PERFECT PLAN AND HOW TO EXECUTE IT!

Have you ever seen a professional chef prepare food in front of you?

They have very few wasted movements. Like a martial artist avoiding telegraphing, they know that even small wasted movements can add up to a big loss. What carries significance isn’t always what you add to the class, but rather what you take away from it.

When teaching a class, you want to be efficient and avoid wasting any amount of time. So, let’s do some martial arts math. A class that is 45 minutes long could have a 10-minute warm up and stretching routine. Add in five minutes at the end of class to wrap up with announcements and a game for kids classes, or rituals/routines of respect.

You are left with only 30 minutes of actual class time. That’s really not a lot of time spent working on improving curriculum.

Every. Second. Counts! Downtime is the time spent not training or improving. This is the time spent excessively describing a drill. Even just stating filler words (common culprits: uh, um, so, okay, alright) too frequently can result in downtime. In fact, that can become quite annoying.

Having a plan and being confident in it can help. You must be confident enough to deviate, though. It’s easy to become so fixated on your plan that, when you need to adjust something, you freeze.

Your brain feels like it short-circuits and your plan becomes useless.

A general plan with clear goals is better and more malleable than a super-detailed, step-by-step process plan. It’s easier to give the class a big-picture idea of why they are doing whatever they’re doing when you have a more goal-oriented plan as well. This is something the adults especially love. They appreciate the “why” behind a drill as well as the “what” on how to do it.

Once you have the goal for the class segment, it’s a lot simpler to decide on what drills to do and how you want to set things up.

Students come to class to get better and to have fun and having a goal helps with both.

They know what they are working towards and can have more fun because of it. Like beating the speed-run high score on a Super Mario video game, it becomes a challenge. The students enjoy it more and leave class feeling accomplished and inspired to come back again as

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soon as possible to meet another challenge. They should leave your school better than they entered.

Ultimately, that should be our long-term goal with them as well: To take a random stranger, young or old, and to help them discover the best version of themselves, no matter how long it takes. To help build them into the best martial artists they can become.

Isn’t our job the best? You have to enjoy what a blessing it is to be a teacher!

SUMMARY

Students are like a mirror and an echo. They often reflect what you give them, visually and verbally. Your words and actions set the tone for the class, beginning to end. All the more reason we need to give our absolute best every time we are teaching, both in planning and leading the class. e

m When not teaching as the current Head Instructor of an American karate school in suburban Georgia, Justin L. Ford can be found training in various martial art styles or writing for his martial arts blog called cupofkick.wordpress.com. His passion for the martial arts and teaching them is part of what makes his school successful and is something he will happily share with others. He can be contacted via email at ford. justinlee@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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THE KICK YOU NEVER SAW COMING

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Clean Mats = A Full House Getting new students and keeping the ones you have is always on the mind of a martial arts school owner. And in this age of virulent super bugs like MRSA that can have potentially very serious and even fatal consequences, you must have a good hygiene protocol in place to protect your athletes as well as yourself and your school.

Kenclean Plus is a hospital use disinfectant cleaner that kills the germs you need to kill while leaving behind a clean, fresh fragrance that lets your students know your school is clean, Kennedy Clean!

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ARE YOU A PASSIONATE, DRIVEN, AND CREATIVE INDIVIDUAL?

CENTURY WANTS YOU! Century Martial Arts is looking for new people to join our growing company!

We’re the world’s largest martial arts supplier, and an industry leader in innovation.

Do you love martial arts?

So do we! Here, you’ll be part of a team that shares the same values – courage, respect, humility – as you. You’ll have the opportunity for personal and professional growth, and the chance to make your mark in a thriving, ever-changing industry.

Sound exciting?

Check our website for a list of open positions or reach out to our HR Recruiter to make a proactive application!

• Health, dental, and vision insurance plans

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• Near-site care clinic

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/

“Century” is a registered trademark of Century, LLC. All rights reserved. © 2018 Century, LLC. All rights reserved. #14505

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This price for the 2019 MASuperShow EXPIRES December 31, 2018.

Get your Tickets today!

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