by Frank Silverman
I start this column with a bit of sorrow because usually I’d be giving one last push for the Martial Arts SuperShow. I’d talk about all the great topics to be covered. I’d bring up all the fantastic speakers and seminars and training ops. I would, of course, give a few reasons why all Martial Arts Industry Association members should attend — not just to further their own education for the benefit of the industry as a whole but also to show support for all the hard work that MAIA and Century put into the event.
Unfortunately, COVID-19 got the best of the SuperShow again this year. As I type this, Las Vegas is on its way back to normalcy, but many venues still are not fully open. In some ways, the success of the Show is what doomed it: Caesars Forum, which was supposed to be our venue this year, has maximum occupancy rates that are far lower than the numbers we draw. The social distancing requirements that will be in place in Vegas for...
by Melissa Torres, MAIA Division Manager
As you read this issue of MASuccess, our team is hard at work preparing for our second virtual show, which also happens to be our 20th anniversary! Virtual or in-person, the Martial Arts SuperShow is still the largest industry event on the planet, and we’re honored to host it. We could not be more excited to be able to deliver this valuable content to your living room or dojo — or wherever you choose to watch — despite the unfortunate circumstances brought on by COVID.
As you may know, in March, we had to make the difficult decision to cancel the live show in Las Vegas. Our team spends a full year working up to the event, and unfortunately, with the myriad details that go into the planning and execution, we realized that we couldn’t make the decisions we needed to make without knowing what the situation in Vegas would be in July. Instead, we opted for a virtual show and immediately focused our efforts on that.
When looking back on 2020, there were so many lessons that were learned.
My mantra during Covid was pretty simple:
After every recession - there is a rebound.
After every recession - there IS a rebound.
After every recession - there IS a REBOUND.
And that’s where we are today. Many of you have your schools opened — some of
you with restrictions — and then there are places like Florida where we have absolutely no restrictions in our academy.
And it’s time to rebuild.
It’s time to RECRUIT.
Which means it’s time to go pedal to the metal with getting your school back to pre-COVID numbers and beyond. Which is what brings me to this blog today.
One of the things I missed most during 2020 was live events. While virtual events like the Super Show and my 8-Hour Marketing Mastermind Course were amazing, there is nothing like being there in person.
Now that the pandemic is slowing down here in the states, we are seeing more live
by Cris Rodriguez, Mike Metzger and Shane Tassoul
At the macro level, you have to implement just three systems to achieve success in your martial arts academy. If you’re thinking that sounds too easy to be true, know that Tony Robbins teaches something similar in his business-coaching programs. He says a business must do these three things to grow:
1 Get customers.
2 Get those customers to pay more.
3 Get those customers to pay more, more often.
At the Martial Arts Industry Association, our recipe for success focuses on the three R’s: recruitment, retention and revenue. In this article, three of the industry’s leading consultants — Cris Rodriguez, Mike Metzger and Shane Tassoul — will explain how this simple strategy can help you take your school to the next level in 2021.
Recruitment • Cris Rodriguez, MAIA Consultant
One year on vacation in Hawaii, I was relaxing at the beach when a fisherman, obviously a local, drove up in his...
by Harinder Singh Sabharwal
At least 90 percent of success in business boils down to mindset and the ability to “be like water” as you adapt to change. The fact that you’re reading this article indicates that the martial arts are your business — as well as a way of life for you. The education you’ve received stretches far beyond the physical and impacts every aspect of your existence. This includes how you perceive situations, how you interact with people and how you make decisions. The arts provide you with a philosophy of action that’s powered by a disciplined mind, and this sets you apart from people who are into other pursuits.
Unfortunately, COVID-19 has thrown our industry into chaos. It’s pushed us to transform how we conduct business and how we provide services for our students. As martial artists, we’re trained to make ourselves comfortable in uncomfortable situations, which is why, as an industry, we’ve stepped...
What do you think of when you hear the word "summer"?
• Do you think of traveling?
• Time at the beach or the pool?
Unfortunately for some school owners, when they hear the word summer, they think:
• Low revenue
• Tons of freezes
• Empty mats
If that’s you, this blog was perfectly crafted with you in mind.
When I first started working with Mr. Metzger, he taught me some marketing gold.
He said, “There are 3 times a year in your school where you have to increase your
Those times are:
• Going into summer
• Coming out of summer
• And going into the new year
Why is it you might ask that those 3 specific times are when you should go pedal to the metal with your marketing?
It’s because during those times, people are making transitions that affect their day-to-day lives.
When it’s summer time, school is ending, vacation time is taken, new activities are booked, and our typical...
When we first started martial arts, we never thought we would be where we are: full-fledged entrepreneurs making an impact on our communities. But here we are!
Many of us had to learn on-the-fly how to run a business. We spent long nights trying to figure out how to grow our schools into businesses.
Sometimes, we were moving so fast we barely knew what we knew, or more importantly — what we didn’t.
Do you know what a lead is? Truly? We know we want them, but what is the difference between a lead, a prospect, or a customer?
That’s why I want to stop and take a second to slow down and really talk about it.
Let’s start with the basics: your Customer Journey
[See video above]
Before your prospect is — well — a prospect, they are a lead. A lead is someone who has a one-way interaction with your school or your brand.
During this stage of the Customer Journey, your Lead will be determining if they are interested or not and will likely need...
by Melissa Torres, MAIA Division Manager
I have a confession to make. I know it’s not the best way to begin this column, but I have to get it off my chest. I’m not a school owner. I’m not an instructor. My role at MAIA is to work with our coaches who are school owners. Which is good because I’m not the person you want to call when you’re trying to execute your first summer camp or afterschool program. But I know how to get you in touch with the experts who can help.
Even though I’m not a school owner, I’ve come to know many over the three and a half years I’ve had this position. I’ve enjoyed having the opportunity to visit their schools, listen to their stories, and hear about their successes and struggles. I have a good idea of what our owners and instructors want and need to grow their schools.
But so much has changed in the past year. Schools now operate in a drastically different manner because of COVID. Most...
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