By MAIA Executive Director Frank Silverman
As we approach summer, many people expect new-member sign-ups to come to a screeching halt. I suggest that if you expect it, that is exactly what you’ll get: A big zero, nada and nil leading into the summer season.
However, if you have a plan and expect better results, you can achieve them. I say with 100% confidence that the summertime norm is slower in terms of new-member sign-ups compared to most other times of year. That said, I’ve learned that many schools, though not the majority, understand how to make the summer not only successful with new members but financially as well.
To accomplish this, we need to shift gears in how we market. If we recognize that the public is off on vacation and not available to us, we must turn our marketing efforts to those who are present. As the old expression goes, we need to go after the “low-hanging fruit.”
So, what qualifies someone as low-hanging fruit?
First, they are...
If you're reading this blog, chances are, you're familiar with MAIA, or the Martial Arts Industry Association. But just because you know MAIA as an organization, you may not be familiar with all the individual team members. They do an amazing job, and are just as passionate about the work they do as you are. We're making this series of blog posts to shine the light on our MAIA team members and the amazing work they do!
This post features Roger Cowan. Many of you may have spoken with him on the phone, or seen him at SuperShow. Here, you'll get to know Roger a little better!
What is your job at MAIA?
My official title is Elite Coordinator. My job involves a lot of research, reporting, data gathering, event organizing and any of a number of odd things that need to be done.
How long have you worked with MAIA?
For nine years now!
What is something unique about the work that you do?
In any given day I could be negotiating with hotels or restaurants for an...
By MAIA Consultant Jason Flame
As school owners and professional martial artists, we often lose sight of why we got into this business and industry in the first place. It’s not the number of students we can enroll each month. It’s not how big our billing check is or how much we gross each month. And it’s not how big our school is.
We got involved in this business because teaching martial arts is our passion, and changing people’s lives is our goal. Now, of course, running a successful business may be about the numbers. But operating a successful martial arts school is about much more than that.
We know that if our students are getting great results, they’re going to talk about us to everyone they know, which may lead to more referrals. If the parents of our students truly value what we have to offer, they will stay longer. The bottom line is, we need to think much more about giving than receiving. If everything you do is about getting something...
By MAIA Division Manager Melissa Torres
At the Martial Arts Industry Association (MAIA), we are truly committed to helping you, the martial arts school owner. We brainstorm different ways we can help you get where you want to go, whether that’s with consultations, programs, Facebook Live content, our four-week Launch webinar class, or in-person workshops.
We want to make it convenient for you to take the leap. We understand that watching webinars or talking to someone on the phone may not be everyone’s best learning technique. Some need to talk face-to-face. No matter how you learn, we want you to be able to make a commitment to yourself, your family, and your staff that you will be successful.
Last year, we held the very first MAIA Mastermind in Orlando at the Championship Martial Arts headquarters. It was extremely successful and we got amazing feedback. The participants had the chance to see a holiday event held live, walk through the behind-the-scenes setup...
By Philip E. Goss, Jr., Esq.
In a follow-up to last month’s What Your Attorney Doesn’t Want You to Know, here’s part 2:
6. Your Attorney Likely Bills You for Travel Time
Many attorneys will bill you their full hourly rate for travel time to and from events related to your case. I do understand the argument that every minute spent toward your case is appropriately billed. However, I don’t agree that all circumstances support that theory.
Every time I attend court in downtown Miami, I leave my home office two hours before the appointed time. I drive to public transportation and then ride the Metrorail to the court’s doorstep. If my client chose to retain a lawyer with a downtown office, her travel time could be as little as five minutes.
What is fair in this situation? For this reason, I do not charge for my travel time.
This is not to say someone who charges for travel is unethical or necessarily wrong. I’m...
By MAIA Consultant Shane Tassoul
Has this ever happened to you? You book a booth at carnival, festival or some other event and, when you get there, you have a great time. But then at the end of the day, you realize you haven’t collected any leads. Or, what about this? You collect a bunch of leads and then can’t get them to come back to your school.
Then, perhaps understandably, after doing several events like this with no results, you believe that booth events don’t work. Well, maybe you just need to know how to make them work for you!
Below, I’ll show you four surefire ways to maximize your leads at these events and have more people show up at your school than ever before.
What is the purpose of a booth or demo? The answer is simply to get us in front of our market. If you’re performing a demo, you should be using it to attract the attention of your target market, and then move into your presentation. You are presenting the leads/prospects with...
By MAIA Executive Director Frank Silverman
As we begin to approach the 2019 Martial Arts SuperShow, the world’s biggest martial arts business convention, this summer, I want to address the six groups of schools we market to that attend the show. They are:
Of the group, we tend to get the highest participation among the middle three: small, medium and large. That said, in any given year there can to be more of one than another, with no rhyme or reason as to why.
First, let me address the idea among some school owners about attending the event. They believe their school is too small, or that it’s too big, or that they are not a success, or that they are too successful to benefit from the Show. This last statement is not true and, in fact, is exactly the opposite.
Whether you are ready to...
By Beth A. Block
Your studio is the biggest billboard you have. When your potential new students walk in the front door, they learn a lot about the kind of martial arts you teach just by looking around. When the public drives by, they see your signage. They can also look through your front windows and see classes going on at night. When your students walk into your studio, they see how seriously you take the art.
When you look for a place to open, you’re thinking more about the marketing benefits of your location than problems that might come up in a year. This is normal and, actually, savvy. You have to study the demographics of the territory. You have to consider location and the amount of rent for the space. Can you afford it?
Presumably, you are not thinking about what might go wrong if you’ve found a great location. But there’s good reason to consider that, too.
Recently, a studio owner found herself in a bad spot because the...
By Terry L. Wilson
Rocket Scientists do Exist! You Just Don’t Meet Them Often
Wassim Khechen’s (pronounced, wa-sim’ catch’en) exceptional aptitude for science and his keen mind, among other great scientists, helped launch America’s probe of outer space in the 1990s. However, much to his parents’ chagrin, Khechen’s passion for martial arts would eventually take him down a path less traveled by his academic peers, leaving him to explore a world of his own creation.
Originally from Venezuela, Khechen moved to the United States in 1981, landing in Buffalo, New York under protest. A top-rated fighter in his own country, Khechen was poised to test his skills against the best fighters in world. That was, until his father threw in the towel and took him out of the dojang and into a university far away from his taekwondo school in Venezuela.
“I was supposed to be fighting on the Venezuelan Olympic Team, but my father insisted that I...
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