Lindsay Guy is impacting many families while growing his karate business. The most important family being his own.

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IN THIS EPISODE:

• Why risk takers are the actual winners
• Why asking for help is good for you and your martial arts business
• The power of surrounding yourself with like-minded people
• Why repetition (of what works) in marketing is a good thing
• The elements of an effective Facebook ad campaign
• And more

*Need help growing your martial arts school? Learn More Here.

Download the PDF transcription

TRANSCRIPTION

It's important that you surround yourself with positive people, people who are all wanting to head in the same direction that you're heading. Regardless of what level of school you've got, you've got guys that come on now who have got quite large schools, that are up to capacity, that are not really interested in expanding their school, but just maintaining it. Keeping up to the levels they've got and of course, they're sharing their knowledge with some of the guys who have got smaller schools. 

GEORGE: Hey everyone, George here, and welcome to another Martial Arts Media business podcast. I'm speaking to a guest where, I am speaking to actually for the second time today, because we were just on one of our Partners coaching calls. Lindsay was on that and we’re just jumping over to find out more about Lindsay Guy. How are you doing today, Lindsay? 

LINDSAY: Top of the world today, George. I feel great actually! 

GEORGE: Top of the world, thanks to our conversations, right? 

LINDSAY: Oh, absolutely. Absolutely. You wouldn't believe how I felt prior to coming on with you. Thanks, George. 

GEORGE: Exactly. This is the type of banter, this might set the tone for the conversation, a little bit of tongue-in-cheek, a little bit of self-praise where it's not relevant, but anyway. From my side! 

Anyway, so chatting today to Lindsay Guy, and wanted to bring him on to just chat about his journey in martial arts and a whole bunch of other things that we'll reveal during the interview, but I'll give a quick roundup and then I'll hand it over to you to see if you can give us, you can fill the gaps, and tell us more about you and your background in martial arts. 

But Lindsay Guy, 6th Dan, founder of Guy's Karate School, 6th Dan Sho Da Kan karate, 2nd Dan Taekwondo, Level 5 ISKA referee and international referee, and a whole bunch of other things. So, officially, welcome to the call, Lindsay. 

So, give us a bit of a roundup – just how you got started in the business, the martial arts and how things have evolved up to now. 

LINDSAY: Well, I guess like a lot of people, I was a bullied child. I didn't enjoy my younger years, my school days, I was a bit of a, what you call a nerd. Back in the days when guys had long hair, I was a kid with short hair and glasses and big ears sticking out. So, wasn't really what you'd call a trendsetter at the time. Or maybe I was a trendsetter at the time, I just didn't know about it. 

But I remember I was sitting in my house, I was about 20 years old, sitting in my house and I came across an article in a newspaper about some guys who are going to a tournament with one of the local karate schools, and I thought I wouldn't mind trying that. So, at the end of the ad, of course, it had the details on how to contact the instructor if you're interested in studying karate. 

So, I gave this guy a call and went down to start to train with him. I remember on the first night he said, “Look, these guys are going to a tournament. So, we actually might use you as a bit of a partner, so put these gloves on. You can be a bit of a training partner for these guys.” Now, I've never punched anybody in my life. And yet, here's this guy, got those gloves on. And I continued to go back until about, I guess it was about two months later, when he came to me and he said, “Look”, he was a Swiss German, so he had this very strong accent and everything that he said, he still says, just sounds cranky all the time. And he said to me, “Look, you're never going to learn karate. You're stupid.” He said, “You just go home. Don't come back. Don't waste my time.” And I went, “Really?” And he went, “Yeah, yeah, yeah – you're just stupid, go away.” 

So, then the next night I came back and he said to me, “I told you not to come back”, and I went, “Yeah, I know, but I'm coming back.” So, years later I said to Sensei Celso, who was my instructor, I said, “Do you remember years ago when you said to me, I'm stupid, don't come back?” He said, “Yeah, I remember that.” And I said, “So, why would you say that?” He said, “I recognized some potential in you, and I just wanted to see whether you really wanted to learn karate. So, if you came back, you proved to me that you're genuine, you wanted to learn, and if you didn't come back,” he said, “Well, you just proved that you really weren't that keen on it.” So, that's how we started off. 

GEORGE: Now that's interesting in two ways. Number one, that your actual entry point was looking at an ad for a tournament. Well, for me, at least, that's the first time I've ever heard of someone starting based on a tournament and kind of wanting to jump into the deep end. Was that a strange thing for you to just rock up and think, “Well, hey, there's a tournament happening. I want to be in a tournament, and I want to learn this thing to be in the tournament?” At 20, as well. 

LINDSAY: Well, I didn't consider it strange. And now you've just made me feel a little odd about that now, George. Up until that point, I'd never felt strange about it. But maybe there's a little lack of sleep tonight, because of that, thinking about it. But no, I just always wanted to learn karate, because I grew up through the Bruce Lee, the, you know, the Kung Fu with David Carradine days, martial arts movies were all the go back then. You know, with guys like Richard Norton, Chuck Norris, all those guys. 

And I'd always looked at that, and being a bullied child, I thought maybe this is something I can do. Maybe I can slowly, you know, get into something and finally start learning to defend myself. That's why I showed up. And of course, maybe I was stupid at the time, because I just kept coming back, you know, out of all of those students that Sensei Celso trained over those years, I'm still the only one that's still doing karate. 

GEORGE: Now, the second question on that, what do you think of that type of reverse psychology approach? And how relevant do you think that still is – to challenge someone in that way? 

LINDSAY: I don't think it's relevant at all. I would never say that to any of my students. I think it's a, you know, a stupid thing to say. Because at that time, you know, I didn't know anything about karate, I was still a little fragile. I could have just walked out of that center and went, “Ok, I won't do it then.” And of course, he could have lost the student, martial arts could have not gained a great instructor. 

GEORGE: Exactly. 

LINDSAY: Yep. 

GEORGE: Yeah, I always wonder about that type of approach, and I think there's, it works for a set personality, that you respond to that challenge, like, “You won't tell me, I'll show up.” But then, I think, for the majority, 75%, you might miss the chance of someone just kind of crumbling, especially if you have been bullied and you have been stamped on a few times… it could go the other way, right?

LINDSAY: Well, absolutely, it could see, we came through the old fashioned Sho Da Kan, traditional style of training, it was hard training. And yeah, lots and lots of people used to leave, our retention rate was dreadful, you know, you do a big ad, you'd have 30 people and within two weeks, there'd be only six left. It was a hard road, it wasn't a black belt in three years, and it was a black belt in 7 – 8 years. It was training without gloves, it was training without any protection, it was on old wooden floors, and you're regularly getting hit and thrown to the floor. 

So, I understand now why people didn't last, but the people that did last and go through the system, turned out to be quite good martial artists and are, you know, quite tough in themselves. It was a very mental feat, because they used to, you know, just push you quite hard.

GEORGE: And do you think a lot of that is lacking at the moment? I mean, because what I just referenced, you know, it's probably easy to say, and there will probably be someone that says, “Yeah, don't be a snowflake, kind of get over it, grow a pair”, you know, everything else that goes with it. Which, yeah, it's a fair point, and it is relevant, but I think sometimes you can completely separate someone from actually making that decision to move forward and do the thing by not approaching them properly. 

But on that, I mean, what do you feel? How much of that do you feel is missing? And if you look at students today, how do you feel that they progress? And do you feel that they achieve that same kind of grit and hard attitude from training and perseverance? 

LINDSAY: A lot depends on the personality of the student, really. You know, during our training and all instructors will tell you the same thing, they can pick the ones that they can push a bit harder. They can pick the ones that they tend to slap around a little bit more. You know, I've got a 21 year old who's a 2nd Dan with us, and I made sure that he came out tough. I made sure that, you know, he could defend himself, and the first time they got into a situation, he perhaps wasn't, he wasn't going to panic or the first time he got hit, he wasn't going to break down and cry. He's also a big boy. 

But there are those students that have come through that I've pushed a little harder and that were treated a little rougher, and I think they've come out at the other end much better martial artists. There's a difference between being a great martial artist and being someone who's tough enough to stand up for themselves. Like, I can teach lots and lots of people to do great technique, but at the end of the day, are they tough enough to be able to stand up in a self defence scenario? 

GEORGE: Perfect. So, moving on from that – so, your 20s and you know, your training. How did your journey evolve from there? 

LINDSAY: I must admit, we went to a lot of tournaments back then. It seemed to be every weekend we were at some form of tournament we're at. You know, back then there weren't a great deal of tournament circuits like there is now to participate in and back then there were only two events. It was just Kumite, it was just sparring, and then there were kata patterns, and when you went, those were the two things that you competed in, wasn't anything else. So, when we look at today with events and tournaments, you know, there's so much for kids to do today, there's cuddling, I'm sorry, wrestling. 

GEORGE: Ooh – you've just lost half of my audience. 

LINDSAY: There's sword combat, you know, there's sumo, there's high kicks, there's extreme weapons, there's all of those sorts of things that kids can be involved in competing today. But you know, back in the old style tournament, two things: you went in your one Kumite event, your one kata event, and however you performed from there, that was all there was. 

So, I did a lot of tournament work back then, I was involved in the New South Wales Karate Federation, I was involved in the, in what we called WUKO back then, was the world organization, you know, karate union, there was KY karate union in Australia, there was a lot of those traditional associations out there that we belonged to. We competed regularly in, you know, your AKF in New South Wales Karate Federation tournaments, and that sort of thing. There were lots of state titles and Australian titles that we competed in, and then, of course, from there, even international events that we competed in overseas. 

So, over that time, I've probably done, I don't know, thousands and thousands of tournaments. But I must admit that that's been part of the reason that's kept me in and I guess over that time is the fun that I've been able to have, and the people that I've been able to meet through those tournaments. Because if I just stayed in my little town of Maitland and practiced in a little local hall, honestly I don't think I'd still be in karate. It was those tournaments, those people I met, was the excitement I had, the travel that I did, that's kept me in it, I guess. 

GEORGE: Is that due to just the motivation of, it's inspiration from other martial artists, and also just the way your training progressed in a different form? 

LINDSAY: No, I always go to tournaments, and I think I found something I was good at. You know, when you find something you're good at, and you're doing well at it, it makes you happy, it keeps you well, and it keeps you interested. So, I always thought, I had this idea that why would I stop doing something that I like doing and I'm good at to go and try and find something else that I'm good at and I like doing, when, you know, I'm already doing, you know what I liked doing and what I'm good at? 

So, I just stayed there, that was why I did it. And I still compete! You know, I competed a couple of weeks ago in Sydney at the ISKA Sydney Open, so I'm still competing in the old people's events. The ones where we come out with the walkers, you know. 

GEORGE: That's cool. I'm actually on the part of your website that I, well, the part of your bio that I did leave out – achievements. Just scanning through here. 1985, commenced training with Ken-Sei-Kan in Maitland with Celso Bauer. 1987, won North Coast Open (Kumite) at Coffs Harbor. 1988, first place over 80 kg in New South Wales for the Federation. Alright, pretty impressive. 

LINDSAY: Thank you. There's so much that could be listed there. It could be pages and pages and pages of it, but at the end of it all who really cares? Nobody, except me. 

GEORGE: Do your students care? 

LINDSAY: Most of them not. Yeah, some of them do. You know, I still compete and some of them when they see me compete there, and they were, “Wow, that's, Shihan's actually probably pretty good there, I can see that he is.” However, the people that walk in through my door, they really don't care how many stripes I've got on my belt and how many trophies I've got up on my wall. They're more concerned is, what I'm going to give to their children or themselves. 

But you know, what are we going to get out of it? Not what your achievements are. And I think too many people worry about how many certificates they got on their wall and how many trophies they got up on the shelf and how many stripes they've got on their belt. Think that's going to give them students – it doesn't work that way. 

GEORGE: And how did you come to that realization? Was it, was there a time that that was your focus, and you leaned towards that in your marketing, that is your strength, what you provide? 

LINDSAY: Absolutely. You know, I thought the more stripes I had on my belt, the more students I was going to get. You know, when I was in my 30s, I was a cocky, young bloke, and, you know, promoting trophies and self-promotion, I thought was the way that we did things. Realistically, at the end of it all, the only person that really cared about it was me, you know, I can look back through old paper clippings and stuff now that I've got in some scrapbooks. They're great to look at, they're great for memories, but I could put it out at the dojo, and people just have a quick flick through it. 

No one really cares about any of that stuff. I think that when you're looking at promoting your business, you know, whether it be online or more verbally, I think people just really need to know what they're going to get out of it. What can you do for them? 

GEORGE: Yeah, and so I think it's important for you and your confidence in the way you portray yourself, and the fact that you can back up what you say and what you provide. And I think that's probably the missing key, you know, if you can use that as a credibility statement, of positioning it in a way that's actually relevant to the students. Like, what's the benefit in it for them? 

LINDSAY: Well, it's on my website, I've put my bio on the website, Shihan Lindsay, and it's there for those people who want to go and have a look. I don't promote it, I don't tell people to go on and have a look at what I've done. But there are people out there that say, “We want to check this guy out. We want to check his credentials, we want to see what he's done.” And some people go on there and they go, “Oh, wow, he must be a pretty good instructor because it says he's won lots of stuff”, which really doesn't mean anything, because I might not be a good instructor. I might be a self-centered Wally, who, you know, is just full of self-promotion, I might not be a good instructor at all. 

GEORGE: So, you did something slip, and you were talking about cuddling. Where did this reference come from? 

LINDSAY: Well, actually, George, I think it may come from you, to be honest with you. I think it was more or less something we started just to have a bit of banter with you, because I know you do a bit of BJJ, and I know you're quite attached to it. And any poke that we can have at, you know, other martial artists in jest, I think is, is pretty healthy. 

GEORGE: That's good! And I'm glad you mentioned that for the context, you know that we don't get hate messages for this podcast. That was all relevant banter, and… 

LINDSAY: I like Brazilian Jiu Jitsu. It's not that I don't like it or any form of Jiu Jitsu. I think that, you know, throughout our karate teaching, we do a lot of that. It's just a different art to what we do, that's all. And have I done it? Plenty of it. Have I been involved in seminars where they do it? Of course, many times. Have I enjoyed it? Yes. That's not what I think. 

GEORGE: That's good. I thought it almost would be good to say, you know, do you feel that that is where you would evolve to? 

LINDSAY: Quick answer, no. 

GEORGE: Okay. 

LINDSAY: Why? Because it's not my interest. It's not… 

GEORGE: I just wanted to throw that in there as an evolving statement. That was the only… People come to me, and they say, “But we'd like to do some Jiu Jitsu,” and I say, “Yeah, there's a great school just around the corner. Go see the guys down there, because they're fantastic at what they do.”

So, walk me through the success of your school and how things have evolved. 

LINDSAY: Yeah, well, we did about 32 years in the school hall. And again, just the same, you know, you build up, you have 30 students and then what happens, is in a few weeks, later, you've got 15 left. It wasn't till about three years ago that I made the decision that it's probably about time that I started my own school. See, for about a million years, I just looked around trying all these little business ideas. The same ones that lots and lots of people try, you know. I tried, you know, working on different little ideas that I came up with marketing and the way to do stuff. 

And after 33 years, I realized that I already had it. It was sitting right there. That whole business that I've been looking for is that I've been playing with it for 30-odd years and did not even realize what I had. I'd liked teaching martial arts, I wasn't making any money, actually. As most martial artists would tell you, if they got a little school in a school hall or a community hall, it probably costs you more money every year than what you actually make out of it. And it's just the way that is, and when I went through the stage then, I went, “Okay, there's a couple of things I'm looking at. 

Retirement – do I want to continue to work in a job for a boss asking when I can have holidays and days off for the rest of my life?” No, I didn't want to do it. Did I want a school that I could, you know, build? That at some point in time, I could go and have holidays, the school could still continue to run and I could receive an income from that? Yes. So, now there was only one option then, was to take the gamble, and start a school. So, the first thing was to look around for a building, get a building, I still had a full time job at this stage, and it wasn't til just before COVID, that I didn't have a full time job. 

So, I quit my job on the 19th of March 2020, and then on the 21st of March 2020, the government closed us down. It was a great time to actually quit my job, I went back to the boss and he said, “Sorry, Lindsay, but I've already replaced you, we've already got a guy now doing your job, and we don't need you any longer.” Then we went through the next six months, of course, without any income, which was great. We were still doing Zoom lessons during that time, but I still made that commitment that I didn't want to go back to a job. 

So, what had happened prior to that, though, is that, you know, I'd gone to all of these martial arts marketing companies, every time I opened up my Facebook, there was somebody else promoting how good they were and what they could do for me. Admittedly, I paid quite a lot of money to a lot of those people, and really achieved no success out of it. What a lot of them do is say to you, “We'll do this for you, we'll have regular meetings, you know, we'll help you boost your school, we'll look at it.” 

And at the end of it all, once you've signed up, paid your money, you really don't hear from a lot of them ever again. You send them emails, they don't respond to them. They give you this package, it's a bunch of videos that you can watch, and if you watch all the videos, and do as we say, well, you'll do okay at it. But what I wanted was something different to that, George. 

What I wanted was someone who can hold me accountable, or someone that I could regularly speak to, and was involved in some form of group where I could speak to other martial artists that were going through the same problems as I was going through, or had already been through the problems and come out the other side with some solutions. 

So, when I saw this ad come up for this George Fourie guy, I thought, another one, another one. But exactly the same as the other guys, I contacted you exactly the same as I contacted all the other guys, because George Fourie could have been the one. He could have been the one or he might have been just another line of wasted money. And what I did was, is that after contacting you, I felt comfortable, because I could speak to you, we could go on Zoom, we could have a chat together and you at that time said to me, “These are some other people that I'm working with, if you want to have a chat with them, feel free to contact them.” And you made me a guarantee that if I did what you asked me to do, and it didn't work, you'd refund every single cent that I was ever going to pay to you, which was to me a no loss situation. 

Instead of with the other guys, it was a no win situation. So, you know, we struggled, we really didn't know where we were going or how to get there. We've made lots of mistakes, we've had a lot of students come through. We've had a lot of students that had quit, because we weren't doing things correctly, because we had no experience. And what we were trying to do is go from a 20 student school to a 200 student school with absolutely no idea how to do it, and that's when you came. 

GEORGE: That's awesome! 

LINDSAY: Yeah. 

GEORGE: That's great to hear, and I think I'll just add to that. You mentioned another one of these guys. I sometimes feel, you know, I'm sitting on Facebook and I'm like, I kind of say the same thing, right? Because I know where the information comes from, I mean, I'm late. I have never seen so many martial arts marketing people, which I find interesting and look, everybody is obviously free to run a business and do their thing. 

What I do have a gripe with is ethics. Ethics is a big, big thing for me. And when I started working in the martial arts space, Facebook wasn't even such a big thing. I mean, my story of how I started was completely different. And I sort of worked my way into it, but it was a lot of trial and error and learning. There's a big trend in the online space, where you buy a course, you're not an expert, the expert tells you this is how you become an expert, and you model our system that works on how we sell the course. 

Now, this expert becomes an expert, because they bought the course, and they go sell you their system on how that system works, and they give advice. And unfortunately, people end up spending a lot of money, and they spend money on the wrong things, or things are over promised. And I think for anybody that's listening to this in that field, you know, go out there and get some results before you over promise and lead people down the wrong path. 

LINDSAY: When I made that commitment, I made the commitment to go to a full time school with 20 students. Was a big commitment, but the belief in myself that I could do it was really high. I was encouraged by some other school owners that I knew. Yeah, just go for it. We, I guess, paid out a lot of money out of our pocket for rent, you know, and outgoings and stuff before we built up, and quite quickly, we built up to about 70 – 80 students, which of course in that 70 – 80 students, we're still just paying rent. 

So, I still wasn't making any cash out of it. Hence the reason I took my full time job. But what I found was it was extremely hard to build the business up, while I was concentrating on working all day, every day for a boss. What I'd do from there is I'd leave my place of employment, I'd go straight to the dojo, I'd teach, I'd shut up at night, I'd go home and have dinner and go to bed, and then start the next day exactly the same with my full time boss. 

So, how was I ever going to, you know, build up my business and work on increasing my student numbers if I was focusing more on somebody else's business than my own? You know, my wife was driving an old car, the guy I worked for, his wife was driving a new car. He was having great holidays, whenever he felt like it. I was having holidays whenever he told me I could. So, I decided that that wasn't for me. I wanted to be him. I wanted to be like him. 

So, that was when I made that decision to quit my job. Was it an easy decision to make? For me, it was. It was just straight down the line. I'm leaving. I'm not going to do this any longer. Where did the money come from? At that time? Well, it came from our housing mortgage. You know, we had the withdrawal back out of the housing mortgage, and I used that money then to pay expenses, to pay bills. Were we living quite meekly? Yeah, we were. We weren't having great holidays. We weren't going out for dinner, you know, once a week. We weren't buying new cars. 

What I was doing was, I was investing back into my business, because I could still see even though I had no idea where I was going, I still firmly believed in myself that we were going to make this business work. How? No idea. But it was that blind faith that kept driving me to keep doing stuff to keep looking at people, you know, like George Fourie, to keep making those telephone calls, or those, you know, internet introductions to them, because I was looking for that one person who was going to help me. 

Now, we came back from COVID, we had about 90 students when we came back from COVID. Currently, today we're pushing towards the 300 students. I promised my wife when we hit 300 students that we would buy her a new car. We're pretty close to that now, we've already ordered the new car, and it’s coming in about six weeks. 

I set a goal, and that's what we're pushing to now. So, you know, it's just those little rewards. You might think a car's not a little reward. It is a little reward. It's not a big reward. Yeah. So, you know, we've managed to do some things now and we're actually starting to live a little now. We have a long time where we weren't living, we were surviving. But by putting all of that other lifestyle aside just for a short time, it's allowed us to build the business up to a level now where we're more comfortable financially. 

We can have some holidays, we can go out, we can buy a new vehicle, and we can maybe get some new clothes and all of those things that we missed out on for so long. We can now do those simply because we missed out on them for so long. So, I've made that decision to put my business first, us second, and it was a gamble. All I had to do was do it correctly and do as some of your business advisors advised me to do, and it was going to work. 

There was no point asking successful people for help, and then once they've given me advice, not doing it. It was just pointless. And there's so many people out there, though, come to me now and people I know, have little schools, and they say, “So, you're doing pretty well, how did you manage to do it?” And I tell them, and they go, “Oh, well, we would never do that.” Okay, that's fine, because you'll never have what I have if you're not prepared to do it. It's pretty simple.

GEORGE: Awesome! 

Yeah, I love that. Firstly, well done. I actually wasn't aware of COVID until now, it's 90 to almost 300 students. That's magnificent! 

LINDSAY: Just over a year, now, George. 

GEORGE: Just over a year, triple the business, that's marvelous. You mentioned the car is a small thing – I love the fact that you could buy a car because every time you walk out and you look at the car, it cements the fact that you achieved that because of your success. So, it's actually one of the best rewards, you know, something that you can see, touch and feel every day. 

That's, like, the best reminder out there. And the other thing you mentioned, was just doing the work. Obviously, having belief in yourself, you know that you could do it – it all starts from that, like, really knowing that you can do this, and then having the guts to burn the bridges. And, really just, this is what I'm doing. I'm going to burn the bridges, create this business, it's going to provide for us, and go all in. 

LINDSAY: It's important not to lose focus, it's important not to lose focus of your goal. And you'll know – have there been times when I felt down about the business? Of course. Has there been times when I've really felt like, you know, I'm empty, and I don't know what to do next and what to fill it with? And at that period of time, I know that I've got a huge network of people that I can simply get on the phone or get on the internet to and speak to. Now this week, for example, I had a couple of issues that I wanted some advice on or just someone to throw me some ideas. I contacted Cheyne McMahon and Brett Fenton this week, and had a chat with both of those two guys, because both of those guys are in a position that I want to be in. They've done the hard yards, they've made the mistakes. 

So, I thought what better opportunity than these two guys that I respect, that I know are in a position where I'm in too, and you know, ask them how they handled these situations? Or how would they handle these situations? And they gave me some advice, and I've made some decisions from that, which I feel is going to take us to the next step in our business. So, it's important to get the right advice from the right people. There's plenty of people out there that are going to tell you can't do it. There's plenty of people out there who are going to tell you that, you know, we don't think it'll work. Are you sure you should be taking that risk? I think you're mad. And all those people out there. 

GEORGE: Those are the easy ones to find. You know, and that's why I think family can be the worst people to ask advice for, because they care for you and so they feel that they want to protect you. And so they give you advice to protect you, not move you forward. But you know, on that, asking others for advice. That's what I really love about our weekly calls that we have, our Partners Power Hour sessions, because it's a session where, it's kind of a roundtable session that we have once a week, and a bunch of school owners, like today we had guys from New Zealand, Canada, and Australia on board. All different circumstances, a bit of a roundtable discussion of what's working, what's not, who's got ideas for different things, and, everyone gets to share and bounce ideas. 

And the great thing about a mastermind type of event like that is everyone's actually got a valid point, no matter what level they're at, because you just need that one person to see things from a different angle, and that's what's going to move you forward. But it's kind of a place where we sort of congregate once a week and people get to ask questions, get unstuck, and you've got ideas and advice flowing freely. I always learn from it, I always get great ideas from that. That's how we go create our next training session, because something came up in the session and we know that we can go and create a training from that, and sometimes will be someone like you, Cheyne, or Brett or one of the guys that jump on board and share what it is that they've got to share as well. 

LINDSAY: I think it's important that you surround yourself with positive people, people who are all wanting to head in the same direction that you're heading. And regardless of what level of school you've got, you've got guys that come on now who have got quite large schools, that are up to capacity, that are not really interested in expanding their school, but just maintaining it. You know, keeping up to the levels they've got and of course, they're sharing their knowledge with some of the guys who have got smaller schools. 

So, it's a fantastic environment to be around when we're involved in those conversations, because there's really no negative activity going on inside of our group chats, and that's why I join in. If there was negative activity, I'd simply go. I don't really want to dial in every Wednesday. And you know, I think since I've been on board, which is I guess it's been just over a year now, I haven't missed one of those Wednesday sessions in a year. Why? Because I've just made it so important in my schedule that I can't miss out on those, because they're my motivators. But the amount of information, the amount of ideas I get out of those group sessions is incredible. I get so much out of them that I take, you probably see me occasionally, I'll look across, I'll have a pen and a bit of paper, and I'll just take a quick note on something or write something down or I'll type something. 

Because it's just the little things sometimes that can make a massive difference in your business. Now, we're still doing things wrong. Yep. Of course we are. Are we trying to work on those things we're doing wrong? Yes, we are. How am I doing that? Well, I'm seeking advice from people that, you know, maybe again, in that position that we want to be into. Is our business evolving and changing? Yes, of course it is. So, as our student base grows, the programs that we put in change, the methodology that we do stuff changes, the staff, you know, management changes, the more staff that we have increases. 

So, what we actually do is, we evolve with the business. If we don't evolve with the business, what happens is that at some point of time, we're not going to stagnate, we're actually going to go backwards in numbers, because we're not changing, evolving with our businesses. I think that's why some of those guys with large schools still continue to join in on our regular Wednesday meetings, because they're evolving with their business as well and have to. Even the smallest guy with a smaller school down the road could still have a great idea. You think to yourself, “Why didn't I think of that?” 

GEORGE: What you mentioned, it's a good reminder to have a check in also on the things that, you know, you came into the group with one situation. It's normally you know, people come to us normally for marketing help, but then marketing is taken care of, and then it's a whole new set of problems. And it's just remembering how to evolve with your business, and also let go of the things that you were doing that, you know, as you evolve as a school owner and the business, you've got to let go of the things that got you there to go to the next stage. 

LINDSAY: I guess that, do I want to pay, you know, money to the George Fouries of the world? No, of course I don't. 

Do I need to spend money with the George Fouries of the world? Yes, I do. Why? Because that's where I'm going to get the information to grow my business, I have to find information somewhere, and generally information isn't free. And I, you know, I've got to be prepared to invest in my business and myself. And I guess the biggest thing that you've got to look at is yourself, is that you have to grow within yourself. As, you know, older men we get to the stage where depression can set in and if we're not careful, it sneaks up on you, and have we been through that scenario? 

Well, I've been through that scenario a couple of times in my life. And it's just something that creeps up on you, and I think that the great thing that we've got at the moment is that you know I've got people outside of your group. I've got some great martial artists that I've known for a long time that I can just simply get on the phone to and call if I'm not feeling all that well today. Some of them you call and some of them go, “What's wrong mate? You don't seem your usual happy self today?” “Yeah, well, maybe I'm not.” 

But of course, at the end of, generally at the end of those conversations you come away feeling, yeah, the world isn't so bad really after all. Now, I go to my business and people think it all looks rosy. You start work at three o'clock in the afternoon or 3:30 in the afternoon, and then what happens is that you go home by eight, you've got a great job. I can tell you if you're looking at starting a full time dojo or building a full time, you know, dojo center, martial arts center, whatever it is that you want to run. It doesn't start at 3:30 in the afternoon and finish at eight o'clock at night. It generally starts from the moment you get up in the morning, to the moment you go to bed that night. That's your business, you're working on it, until you get to a stage where you've got other people that are helping you work inside your business and doing a lot of those chores, until you get to that stage, you've got to do it yourself. 

You've got to be prepared to go to bed tired, you've got to be prepared that, you know, you have to devote some of that time that you might have been spending on playing golf or surfing, and I've now just got back to the stage where I'm surfing again. I'd stopped surfing for quite an amount of time, because I really was just working on the business. Now I've got two mornings a week I can devote to surfing, which is great for me, because it also then, you know something for me that works on my mental health. I can forget about the dojo for those couple of hours. I think it's important that we all have that. 

GEORGE: What do you mean? There's nothing like time in the ocean, to forget about everything else. 

LINDSAY: Or whatever for you. It might be golf, it might be lawn bowls, it might be playing the guitar or the piano or something, and it could be anything. It's whatever it is, you have to find what does it for you, because I guarantee if you don't, you're just going to get worn out, you're going to get burnt out and then eventually going to collapse. The only thing that's going to suffer then is your family and of course, your business as well. You can't let that happen. 

GEORGE: I want to say thanks for sharing all the stuff about working together as well. I thought I'd just ask a few questions on top of that, if it's okay with you. 

LINDSAY: Absolutely. 

GEORGE: You mentioned you were looking online. Was there something that was holding you back to maybe not get in touch? 

LINDSAY: Past experience! 

GEORGE: Past experience?

LINDSAY: Past experience, because I jumped in, you know, boots and all with the first couple. They made some really great promises. One of the guys was on the Gold Coast, and I paid the money into his account, and I never even heard back from him. Then I made a few contacts with him that he never responded to. Then I finally got a telephone number that I rang directly. He said, “Well, some of my guys were supposed to be handling that. You tell me they haven't?” And I said, “No, they haven't.” I was completely disillusioned. He said he'd refund my money back, which took forever to come back to me, and I still see his ads coming up all the time now. You go – how do you do that? How do you sit there and claim you've got such a great service when your track record isn't all that good. Or particularly with me. 

And then I found some guys who are in the same business as what I'm in that I joined up through their advertising. And then I went to a seminar that they had on, lined up. And of course, the information came through in the forms of lots of videos, and if you watch lots and lots of our videos, you'll probably see soon. But we didn't have any regular movies, there wasn't any contact, there wasn't any, you know, somebody holding me accountable. 

Now, the thing that I like about the group that we're involved in, is that everybody makes you accountable. Everybody there, you know, replies to a Facebook message that comes out three times a week. What are you going to do? How are you going with it? And why haven't you done it at the end of the week? I'm just one of those people who need to be held accountable. I'm not very good with time management, and I'm not very good with management in general. I'm a pretty good martial arts instructor, but as for running a business, not particularly all that good at it. Lot of martial artists out there are the same. 

So, what I've done is surrounded myself inside my business. My dad ran a business for a long time, and he always said to me, “Mate, there's always a plan here. The things that you're not good at, go and just pay someone else to do them.” So, I'm doing that. So, the things I'm not good at, I'm paying somebody else to do them, because I know if it's left up to me, it just won't get done. So, what made me hesitant with you was the fact that I'd had a bad track record with these other guys, there were more than two, and I'd paid out money. And I guess, was it wasted money? No, it wasn't wasted money, because I learned a lot of things about not spending money with people like that. 

So, let's get more research. And what you did to me, George, was allow me to come on board, involved in a program without paying any money to start with. You had a program going at the time, which I think was your Digitize Your Dojo program, and you said, “I'm not going to charge you any for it, you guys all come on board, and we'll start to work on it.” And then somewhere down the track, you offered me the opportunity to become part of the Partners group, which you remember, I didn't jump on straightaway. I still wanted to know about George Fourie a little more. 

Until eventually I got to the stage where I agreed that, you know, I would come on board with your program, and I have not regretted it. I remember that one day, getting in contact with you, and I asked you about some Facebook ads. You gave me all the guts of the Facebook ad, this is what you need to do, and you sent me some photographs on what it needs to look like. I then, about two weeks later, I think I contacted you and went, “George, it's not working, mate. It's just not working for me,” and you went, “Send me your ad, send me all your visuals, and I'll have a look at it.” 

And of course, I totally changed everything you told me to do, and you came back to me – you went, “But it's not what I told you to do.” You said to me, and I think that I remember you saying something like to me, “Look, I'll tell you what, give it a go the way that I'm suggesting to start with, and if it doesn't work, then we'll go back and give your way a bit.” So, what I did was I changed my ads to virtually copy exactly the same as what you sent me, and all of a sudden, the messages started coming in. And I went, “Oh that works.” So, then I did it again and again and again, and the leads just started coming in. 

And you know from that first ad, I'm still running virtually exactly the same ad. I might change the image on it occasionally just to freshen it, but I'm just doing the same thing over and over, and over and over, and the leads are still coming in. I've signed up 10 in the last week just from running the same ad as I was running a year ago, offering the same special and it works. Until it is broken, don't change it. If it isn’t broken, don't fix it. 

GEORGE: Yeah, I think it just takes time to get to that, because if you've got the right formula, because… The first thing everybody tries and does is, “I'll just copy someone else's ad.” It could work, but what you're missing is the structure and the setup behind that. What got to that image, why is it that image, why did we get to that wording, and what is the link between the right offer and the right pricing, and the flow of going from that. That's where the tweaking, that's where it's really got to happen. 

LINDSAY: I see some of the ads that come up on my feed now from the other local guys, and I've never seen them before, perhaps I didn't look at them, or perhaps because they're seeing my ads, they're doing stuff. But I'm really glad that they're advertising, because what they're doing is they're thinking they can do it better than me. So, they're filling their images up with text, they're, you know, making them way too busy, their ad's saying way too much. And I'm thinking, “That's great, guys, keep doing that, because you ain't getting the call.” I know you're not, because I tried it that way and the phone just doesn't ring. 

So, they're going to eventually get to the stage where they go, “Oh, this is useless. I'm not continuing to pay money for this.” And then they'll stop advertising, which is fantastic for me. I see, oh, there's one that came up yesterday. And I went, “Oh my gosh”, – okay, the text is so small and there's so much on it, I can't even read it. Not even going to bother clicking. But I did, I clicked and sent him a message, said, “Yeah, man. Keep it up. Good work.” 

GEORGE: Last couple of things are, well, two things. Your favorite part about working with us? 

LINDSAY: My favorite part is the Wednesday meetings, is the group. Because I get more out of that, you know, one hour on a Wednesday, I think than any other thing that I do. The amount of questions I can ask the guys and get answered, I might get three different answers, but I can at least pick one of the things that might work for our dojo. That's the best thing, that one hour of power session that we do, because it's fabulous. Everybody's so open, nobody minds sharing anything. 

And as I said to you, two guys from that session, you know, I've already spoken to them this week about a couple of decisions that I was trying to make. They've both given me great advice, which I've taken and I'm much more settled now in myself, thinking, “I'm glad I rang them.” And without that group, I wouldn't have known who they were, I wouldn't have known who to ring, and I might have made the wrong decision. 

GEORGE: Awesome. The last one – who would you recommend the Partners group to, and why? 

LINDSAY: I would recommend the Partners group to anybody who's wanting to run a, whether it be a small part-time studio or a large martial art studio, or even go from a small part-time to a large martial art studio. Why? It's just the motivational side, it's the questions and answers that we get through the group. And I think, you know, if I hadn't come on board with you, George, I'm not sure where I would be. I'm not sure at what level our business is, we might have still been hitting that 90 mark, and building it up, letting it fall down again, and building it up and then falling down again. 

I am so fortunate to have met, you know, you guys through this group, but you can hear it. I'm at a loss for words, which normally, I'm not lost for words at all. Yeah, it's just fabulous. It totally changed our whole family's life. And I can say that with all honesty, you know, I just want to check that bank account, George, if you put that check in… 

GEORGE: Later, later. 

LINDSAY: You know, for the people out there who are looking, perhaps to come on board with George, who have been, you know, dipping their toes in the water, make a commitment to your business and yourself. Just get out there, because George said to me, and he'll remember the offer that he had, that if I don't return you your money in the first 90 days, I'll give it all back to you. I don't have to give anything back to George, I don't have to give him back any of the information he's given me, because I've already stolen it all from him. 

But at the end of that 90 days, George had made me every cent that I'd paid to him, it didn't even take 90 days, I think it was 30 days that he made that money that I paid him. So, whatever he's asking, you know, in there, jump on board and pay it. It's certainly worth it. I'm not doing a commercial for George, I'm promoting George, because in my heart I genuinely know what he's done for us, and I think that he could do the same for other people. So, I guess it's a promotion for all those dojo owners out there who want to grow their business. So, I'm speaking about George more for your benefit than George's benefit. 

GEORGE: Love it. Lindsay, thanks so much. It means a lot. Great chatting to you. There's another story I want to chat to you about, and I'm going to hit you up about that in the near future. And for anyone that wants to connect with you, guyskarateschool.com.au, can have a look at Lindsay's website. 

If you want to get in touch with us and have a listen to what it is that we do and work out if or how we can help you, the best way to do that is just go to martialartsmedia.com/scale, and there's a little questionnaire. Tell us a bit about you, what you're stuck with. Let us know and we'll have a low key chat and work out if or how we can help you. Cool. Lindsay, any last words from you? 

LINDSAY: I could go on for hours, George, but no, look, to be really honest with you, it's later on in the afternoon. I've got to go and open up the karate school and start doing what we do best. 

GEORGE: Awesome. 

LINDSAY: Okay. 

GEORGE: Bye, Lindsay. Thanks so much, speak soon. 

LINDSAY: Thank you. 

GEORGE: Cheers!

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