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NAPMA Now

FOR THE MARTIAL ARTS PROFESSIONAL

THE COMPASS Proven Strategies to Keep You on the Path to Success By Toby Milroy, Napma Coo

What General George S. Patton Knows about Running a Martial Arts School!

recently received an e-mail from Peak Performer member Penny Petassi, who operates Three Tigers Martial Arts in Swansea, Illinois. Her e-mail thanked NAPMA for the last Peak Performers session at the Extraordinary Marketing Boot Camp in Denver. When I read her e-mail, however, I noticed something particularly important! To paraphrase what Penny said, “…thank you very much for the

Boot Camp…I came back with tons of new ideas…I implemented one of the lead generation systems we discussed during the meeting, and we’ve had 15 new enrollments in the last seven days.” Obviously, 15 new enrollments in seven days is an impressive statistic, but I think there’s a lesson buried deeper in her statement. The part of that e-mail that I found Continued on next page

Welcome New NAPMA Members! Gustavo Maciel Rigoberto Cardenas James Shang Damien Albino David Lepard Bret Gordon Michael Hermosillo Lorenzo Smith Marco Ermann Richard Cespedes Christina Muccini David Womack Nicolas Masi Randy Cooligan

Pam Ebaugh Lee Kim Benny Phifer Peter Doherty Jacob Stuyvesant Richard Baron Rick Williams David R Frazier Troy Turner Clint Johnston Ernest Thivierge Randy Cornell Jonathan Fleming Dave Ipacs

Dino Orfanos Hamayun Ahmadzai Dennis Guila Gary Horner

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In this Issue… Classroom Mastery Intitute . . 5 Featured Online in NAPMA Marketing Center . . . . . . . . . . . 6 New Marketing Campaign: “Confidence is the Best Defense” 7 Millionaire Smarts . . . . . . . . . . 8 Member Question . . . . . . . . . . 9 Media Preview . . . . . . . . . . . . . 10

Thanks for the Referals! Thanks to Oliver Drexler, Franfurt Germany (NAPMA Inner Circle Member); Paul Resnickm Netherlands (NAPMA Inner Circle Member); Joe Borucki (NAPMA Inner Circle Member); Carol Middleton (NAPMA Inner Circle Member) for your recent referrals! We’re honored when one of our members thinks so much of us, that they refer a friend to our association. We’re on a mission to elevate the level of professionalism in the martial arts industry, and to help owners live an abundant lifestyle. If you have associates, members of your martial arts association, or colleagues you’d like to help grow their school, call Bob Dunne 727540-0500 x202, and we’ll give your referral a HUGE pile of FREE Gifts to get them started!

Toby Milroy Toby Milroy is a 5th-Degree Black Belt and one of the rising stars of the industry. This veteran successful school owner, multi-school trainer and facilitator, author, business coach and self-described “compulsive entrepreneur” brings expertise from dozens of outside industries back to the Martial Arts Community for the benefit of school owners all over the world.

particularly important was the beginning of the very last sentence. She said, “I implemented one of the lead generation systems we discussed during the meeting.” She didn’t say, “I came back to my school and immediately implemented 20 new systems, I tried 15 new ways to write an ad, or I added 110 new pieces to my curriculum.” She simply said, “I implemented one of the systems we discussed.” This is a key point. It doesn’t require 20 new marketing systems to drive your school to the next level. You don’t need 100 new curriculum components to improve the quality of your students. You don’t need a new display every three weeks to drive traffic in the front door. It takes one good idea, implemented violently. There’s a great quote by the legendary General George S. Patton, and then repeated by business author Peter Drucker, “A good plan, violently executed now, is better than a perfect plan next week!” Another one of my favorites is Movement Beats Meditation! The lesson that Penny understands at a deep level is that, above all else, action is truly the most valuable commodity. Every month in your NAPMA materials, you’ll find at least 10 really good ideas. Unfortunately, some school owners have difficulty prioritizing all this information and implementing those systems and strategies that have the biggest impact on their schools, finances, student quality outcomes and lives. It’s a common syndrome. You open a NAPMA package, attend a seminar, participate in a teleconference, read a book, have a conversation with another school owner or someone whose opinion you value, mull over all the opportunities, and consider how great it would be to grow your school 10, 15, 20 or 50 percent. Then, something sinister creeps into your mind.

You think to yourself, “To do this, I’ll need to follow these 57 steps. Oh, my gosh! That’s a lot of work! I’ll never have time for all that! This could become really expensive! What if a parent disagrees with me? What if it doesn’t work? What if I fail?” Then, just as quickly as you took the notes, you stick them under a pile of books, never be seen again. In reality, all of that self-doubt, fear of failure and skepticism can be completely avoided by simply choosing one small task; and then vigorously focusing on it until it’s complete. Just like Penny! You don’t need to implement 20 ideas to make a substantial impact on your school and on your career. You just need one really good idea. I’d like to challenge you to do something new this month! Look for your NAPMA package from a new perspective. Try not to let yourself be distracted by the 20 or 30 good ideas in the package. Sort through all the ideas in the package, and then prioritize them according to which will have the biggest and most immediate financial impact on your school. Completely disregard the rest. Take that one good idea, and implement it violently! I look forward to hearing about your results, just like Penny’s! n

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“This is an absolute MUST read for EVERY Martial Arts School owner out there.” — Leigh Childs, The MA Success Guy “Get his book and study it, and pay attention to any ideas that cause you to balk or resist; that is where you need to upgrade your thinking to get bigger better results. Stephen Oliver shares lots of good secrets and guides you through the confusion to help you build success.” Stephen K. Hayes Black Belt Hall of Fame

“ There are tons of valuable strategies for the old timers and for those who are new to Martial Arts. If you are thinking about opening a Martial Arts school or if you have been around for years, this is a must for you.” Pat Worley

“If you are planning on “making your mark” in Martial Arts, Stephen’s the only Business Consultant to get you into the the very top rungs!” Grandmaster Jeff Smith

“Mile High Maverick is a playbook for those not only looking to improve not only their bottom line, but the concepts he stresses will successfully take any business to the next level.” Paperback, 8x10: 276 pages

Don Southerton, CE

Available in print or e-reader format from:

Visit NAPMA.com/MileHighMaverick 4

For more tools and reports, visit your Member Area at NAPMA.com

THE nAPMA ClASSROOM MASTERY inSTiTUTE More than 1,000 fun, creative and inspiring classroom skills and drills —available online when you need them.

h Edge MMA Takedown Defense, Part 3

Training The Senses, Part 3

Competition Bo Form with Joey Greenhalg, Part 3

Rope Timing Drills, Part 3

Teamwork Drills for little ninjas, Part 1

Keeping Traditional Classes Fun with Sherry McGregor, Part 3

Keep your c assroom resh exc ng and engag ng w h hese crea ve c assroom each ng segmen s Th s s a power u oo o DRAMAT CALLY acce era e your s a ra n ng and keep your s uden re en on h gh

WORDS OF THE WEEK WORDS OF THE WEEK CHARACTER LESSONS

FOR CHILDREN

October

2012

February 2013

BLACK BELT LEADE RSHIP BLACK BELT LEADERSHIP

September 2013

GUIDANCE ON

AND ADULTS

CHARACTER LESSONS FOR CHILDREN AND ADULTS

LEADERSHIP DEVELOPM

ENT

GUIDANCE ON LEADERSHIP DEVELOPMENT

RETENTION BLACK BELT Teaching One SHIP LEADER Student at a ACK BELT Tim

WORDS OF THE WEEK

NAPMA.com Member Area at reports, visit your For more tools and NAPMA.com Area at Member visit your

repor ts, tools and For more

Your instructors will deliver powerful character lessons to your students quickly and smoothly following our “Words of the Week” Weekly character development lessons.

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Millionaire smarts® We Reveal the Secrets to Using NAPMA-provided Marketing Materials and Campaigns

The Principle of the Slight Edge Gives You a Huge Edge By Rob Minton, special guest from the Millionaire Smarts Program [Editor’s note: The Millionaire Smarts Program is an ongoing benefit for NAPMA Inner Circle and Peak Performers Groups as well as Stephen Oliver’s Coaching clients and Mile High Karate franchisees.]

t has taken me many years to understand and live the principle of the Slight Edge. I’m not sure if I can even communicate it properly; however, I will give it my best shot. The slight edge is the little things you do differently that provide you with enormous returns. Little differences in where you invest your first dollars can have an enormous impact on your wealth. By investing your first dollars in real estate, you can compound your wealth, using house money. This same theory holds true in almost all your many tasks and efforts. The Principle of the Slight Edge can be described in a few words: If you consistently do a little more than others, then you will consistently have more than others. Just recently, I was on a conference call with real estate professionals throughout the country. A Realtor from Chicago said, “Rob, you are a very energetic guy.” Everyone laughed, including me. I am not sure if everyone realized that she had just revealed the secret of my success. On the surface, it might look like I am doing much today; but, in reality, I have been doing just a little bit more than everyone else for several years. When you compound this little bit more effort during time, it looks and feels like much. In fact, it is much. To explain what I mean, let’s pretend that you are a competitor of mine. Let’s say you have your real estate license and you sell homes for a living. To be very blunt and honest, my goal is to dominate you. My strategy is to work harder than you every day. These little daily differences will compound during time, and allow me to prevail. I can almost assure you that I will be working earlier than you every day. By the time you arrive at your 8

office at 9 a.m., I will already have put in three hours of completely uninterrupted work. In addition, I will have exercised for at least an hour. The exercise will give me more energy, and allow me to make better and faster decisions. Studies have proven again and again the benefits of exercise on mental performance. Now, everyone intuitively knows this, but they don’t consistently use it to their advantage. By reading a few more books than you do, I will have the advantage of knowledge. Every week, I will know more and, as a result, do more than you. While you’re celebrating St. Patrick’s Day, I am reading a book on wealth creation, leadership or marketing. You will be hung over in the morning, and I will be working. For me, practicing the slight edge is fun. Knowing that I just moved two more steps ahead of you puts a smile on my face. As an investor, you can practice the principle of the slight edge by buying just one more home this year. You can read one extra book a month. You can be involved in a mastermind group with other successful investors. You could participate in a group investment of a larger property. You could earn your real estate license and join one of our teams throughout the country. Better yet, you can do all of the above. Millionaires take simultaneous actions. Most people work sequentially. They practice and live the principle of the slight edge. Understand that applying the principle to your life is not easy. It takes guts, courage and an incredibly strong worth ethic. I can promise you, however, that if you apply it exactly as I have suggested, then you will grow your wealth by leaps and bounds. In fact, your wealth will compound at astonishing rates. Now, if you don’t apply this principle, then your wealth can ONLY grow sequentially. This isn’t bad, but simultaneous growth is so much better! In summary, I encourage you to read more, work more, do more, invest more, play more, network more and educate yourself more. n

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MEMBER QUESTION Relevant questions from NAPMA Members

This month’s question comes from Warren Levi.

“How do I best convert leads from Buddy Days and Karate parties to paying students?”

he GREAT news is that there are some “little hinges that swing big doors” here, and can transform “mediocre” (at best) results into BIG Winners! Item #1: Clarity of Focus The most common mistake with these types of events is that the school owner spends 100% of his or her time planning and executing a great (fun, exciting, motivating, etc.) event, but fails to focus CLEARLY on the real objective of the event. Now, certainly, you must over deliver guests’ expectations, whatever they may be; but you must, first and foremost, “build” the event to produce the outcome you really want. Item #2: Control the Data…Collect the Lead Now that your objectives are clear (to enroll new students), you must build the system to accomplish that goal. The first step is to collect 100% of the attendees’ complete contact information, and “pre-qualify” them. I recommend is to use a permission slip that each attendee returns. Parents are accustomed to this device and completing it for their children’s activities. Not only does this work as an “Assumption-of-Risk” liability agreement, but also it allows you to collect the complete contact information of the prospects’ families. I also recommend (as you’ll find in NAPMA’s Ultimate Referral Machine product in the NAPMA catalog) including some “pre-qualifying” questions on your permission slip. For example, “Would You Like More Information about FREE Anti-Abduction and Bully-

Proofing Sessions?,” “Would You Like More Information about FREE Character Development and Leadership Programs?,” etc. The answers help you identify those prospects who have a “need’ or a sincere interest in the programs you offer. The answers also provide you with essential information that you can then use as a foundation for discussions when you speak with them in person or on the phone. You should require all permission slips be returned two or three days prior to the event. If this is a “buddy” activity then this is easily accomplished with a little focus and attention. Item #3: The Telephone Is the Cheapest, Most Effective Marketing Tool Now that you have all the guests’ contact information, you should contact each of them, and confirm their attendance. This call is executed just like an “appointment confirmation” call. You call to verify they will attend the event. You then smoothly transition into your “Info Call” script. This is a VERY easy and “low-pressure” call. You are there make sure they are prepared and have a great time at the event. Then you make the transition: “By the way, have you ever thought of involving your son in a program like _________. I see on your form that you are interested in personal character development for your son. Tell me a little about your interest and how do you think he might benefit from _____________?” See Part 2 of tis answer next month.

Ray and Cathy Johnson Radford Karate 26449 Plymouth Road Radford, Michigan Ray and Cathy Johnson are NAPMA Maximum Impact Members, and have been in business for five years. They teach traditional Korean Tang Soo Do to 200 to 300 students. The Johnson’s school grosses $5,000 to $10,000 per month. Warren Levi Owner Warren Levi Karate Lawrence, New York Warren Levi is a 5th-Degree Black Belt and accomplished worldwide competitor. He graduated from the University of Witwatersand in South Africa, with a Bachelors Degree in Physical Education (with Honors).

For more tools and reports, visit your Member Area at NAPMA.com 9

media PREVIEWs High-Level, High-Performance Strategies You Can Use Right Now

NAPMA Sounds of Success CD (October 2013 Blue Package)

Back to School Marketing with NAPMA CEO Stephen Oliver.

NAPMA Business Breakthroughs DVD [VIDEO]

Stephen Oliver

(October 2013 Blue Package)

Internet Telemarketing with NAPMA CEO Stephen Oliver and NAPMA COO Toby Milroy.

NAPMA Member Teleconference CD (October 2013 Red Package)

Toby Milroy

End Of Summer Season Opportunities with NAPMA CEO Stephen Oliver and NAPMA COO Toby Milroy.

NAPMA Expert 1-on-1 Phone Consultations for Your School Success

1-ON-1

CONSULTATION 10

embers occasionally face “information overload.” All of the information and choices overwhelm them, and they don’t know how to begin. They need someone to talk them through their experiences and their interests and to give them a step-by-step plan for building their information marketing businesses. Or, they have a plan but need help finding resources and vendors. The help you need is available to you as a member of the National Association of Professional Martial Artists.

NAPMA CEO Stephen Oliver, and NAPMA COO Toby Milroy, on a very limited basis, and according to their scheduling availability, may conduct 30-minute private one-on-one telephone consultations to give members more outlines more specific to their circumstances for growing their small businesses. Our executives regularly charge $2,497.00 to $4,000.00 an hour for consulting and coaching calls. As a NAPMA member, your investment for your 30-Minute Private

1-on-1 Business Success Consultation is only $297.00 for Grandmaster Stephen Oliver, or $247.00 for Master Toby Milroy. Call Bob Dunne at NAPMA Headquarters 727-540-0500 ext. 202 to schedule your session.

For more tools and reports, visit your Member Area at NAPMA.com

HOW TO COnTACT nAPMA You Can Contact Us Via Email, Telephone, Fax or with Social Media

NAPMA

For speciﬁc information about live events:

National Association of Professional Martial Artists Mailing Address — All Member Services NAPMA and Martial Arts Professional International Offices 14143 Denver West Blvd., Suite 100, Golden, CO 80401 Florida Ofﬁce:

2578 Enterprise Rd., Ste. 344, Orange City, FL 32763 U.S.A Contact by Fax—Open 24/7 United States: 1-727-540-0583 Australia: 61-294-750-098

See your Member Area of NAPMA.com For consulting on school operations, tune into our Maximum Impact, Peak Performers or Inner Circle monthly teleconferences, or visit the Discussion Board at your member section, or see information about personal consulting or coaching at the member site: NAPMA.com Martial Arts Professional Magazine MartialArtsProfessional.com NAPMA Executive Staff Stephen Oliver, CEO StephenOliver@NAPMA.com

United Kingdom: 44-800-471-5096

facebook.com/StephenOliver

Other International: 001-727-540-0806

myspace.com/StephenCOliver

Member Services

linkedin.com/in/StephenCOliver

727-540-0500, ext. 201. All NAPMA and related products: see your private Members Area for appropriate member pricing or call 727-540-0500, ext. 202.

Toby Milroy, COO

This area includes: Updated Artwork Print on Demand Options Curriculum and Staff Support Training Programs Other support tools

TobyMilroy@NAPMA.com facebook.com/toby.milroy myspace.com/tobymilroynapma linkedin.com/in/tobymilroy

All membership adjustments, cancellations or downgrades require 90 days written notice by mail, certified mail or fax. Update your address or billing information online at: Log into your NAPMA Member’s Site and click “My Account.”  See screen image to right. Or, fax updates to the appro priate number above. Do not email member adjustments, cancellations, or member information updates. NAPMA.com/memberservices

For more tools and reports, visit your Member Area at NAPMA.com

NAL S

NAPMA Multi-School Operators • School owners currently operating multiple locations or planning to open multiple schools. • Scalable Systems to Support Multi-Location Organizations • Private 1-on-1 Coaching EDUCATIONAL • Group MasterMind Meetings andPROGRAMS Conferences

EDUCATIONAL PROGRAMS

NAPMA Millionaire Wealth

• School owners OVER $30,000/month in revenue interested in transforming -SCHOOL MULTI-SCHOOL cash ﬂow into real, sustainable, substantial wealth. • Wealth Creation and Management Strategies RMIND MASTERMIND • Creating Passive Income and Financial Freedom • Private 1-on-1 Coaching • Group MasterMind Meetings and Conferences

ONAIRE H NAPMA Inner Circle

MILLIONAIRE WEALTH

• School owners OVER $30,000/month interested in accelerated growth and facilitated implementation coaching. • Private 1-on-1 Coaching • High-Level Marketing and Sales Strategies and Tools • Trim DECADES Off Your Learning Curve • Work DIRECTLY with the Top School Owners in the Industry

CIRCLE

INNER CIRCLE

PEAK RMERS PERFORMERS Peak Performers MUM NAPMA MAXIMUM • School owners under $30,000/month in revenue who are SERIOUS about T IMPACT breaking through their plateau and creating a substantial business FAST. • • • • •

MULTI-SCHOOL MASTERMIND MILLIONAIRE WEALTH INNER CIRCLE PEAK PERFORMERS MAXIMUM IMPACT

Private 1-on-1 Coaching Group MasterMind Meetings and Conferences High-Level Marketing and Sales Strategies and Tools Trim DECADES Off Your Learning Curve Work DIRECTLY with the Top School Owners in the Industry

NAPMA Experts Consulting Days for Your School:

any members find it EXTREMELY valuable to have an “objective eye” look at their business, dig below the surface, and help to build better systems. Grandmaster Stephen Oliver and Master Toby Milroy set a limited number of days are reserved for private on- and off-site 1-on-1 consulting days each quarter. These days are first offered to Multi-School Mastermind members; then, Millionaire Wealth Group members; then, Inner Circle members; then, Peak Performer members; then any remaining openings to Maximum Impact member. If you are interested in scheduling a consulting package, contact 12

our team at NAPMA Headquarters at 727-540-0500 ext. 202

$6,250/day plus travel (Toby Milroy)

Off-Site Consulting Day You travel to Denver, CO (Stephen Oliver), or Orlando, FL (Toby Milroy). ■ 10 a.m. to 5 p.m. plus Dinner Recap ■ Tuition: $5,900/day (Stephen Oliver) $4,500/day (Toby Milroy)

International All International Locations Require a 2-Day Minimum or be in Conjunction with Another Session/Event Canada or Mexico: $10,000/day plus travel South America: $15,000/day plus travel Europe: $20,000/day plus travel Middle East: $30,000/day plus travel Africa: $30,000/day plus travel India, Mainland China, Central Asia: $35,000/day plus travel Australia, New Zealand, South East Asia: $35,000/day plus travel

On Site Consulting Days Stephen Oliver or Toby Milroy travel to you. ■ 10 a.m. to 5 p.m. plus Dinner Recap ■ Tuition: Continental US $8,250/day plus travel (Stephen Oliver)

For more tools and reports, visit your Member Area at NAPMA.com