69 – The Most Uncomfortable ‘Stretch’ In Martial Arts (Business)

Just like that uncomfortable hamstring stretch, there's a stretch in your martial arts business that's potentially holding you back.

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IN THIS EPISODE, YOU WILL LEARN:

  • The uncomfortable step that's potentially holding you back
  • A Partner members success story
  • Playing a bigger game
  • The one thing to do before hiring a martial arts business coach
  • And more

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


TRANSCRIPTION

I've questioned myself on doing it, but I’ll tell you what: it was the best thing I've done for my business, just automatically playing at a high field and associating myself with people of a higher calibre.

Hi, George here, I hope you're well. I want to talk about the most uncomfortable stretch in martial arts business. So I'm going to make this quick: I stepped out from the side of the lake, there are frogs going in the background, I could feel a few mosquitoes going at me, so I'm going to make this quick. And hey – it’s Australia, so who knows what's in the bush, right?

So the most uncomfortable stretch in the martial arts business. So a couple of days ago, I was on a call with one of our Partners members. And he said to me openly: when he decided to go ahead with our program, he was in regret and he felt really uncomfortable, and he thought, oh, I've just wasted a lot of money. And then he felt better when he saw the calibre of the people that were in the program, he felt a bit better.

But then I got the best message a couple of days ago. And he just did a sale for 72 hours, which is a module that was a part of our program and then got some help from within the community. And he managed to generate just over $20,000. And that's the program paid for, you know, way beyond. And you look at that as in a stretch.

Now, why the analogy of the martial arts business stretch? Well, when you stretch in martial arts, it’s not comfortable, right? I mean, you're stretching for the purpose of having to hopefully do a technique or do something in a more comfortable way, which is why the stretch, but the stretch is always very uncomfortable. And the same within martial arts, right?

Within business, I see so many school owners that are splashing around in the shallow water, trying to create tidal waves, right? It doesn’t really happen. And what I mean by that is not willing to really go ahead and invest in their business. Really frowning upon, oh well, I can't spend a couple of hundred bucks there, or this there. But then always staying at the same plateau.

And you know, a lot of the school owners that I speak to five years ago are still doing that same thing, right? So there's a bit of a mindset shift that's got to happen for you to go to the next level. There's going to be discomfort, right?

I know for me, just in my business this year, I took a big step and I've been investing in coaching for quite a while to improve myself and my skills and my business. But this investment for me was a big one. It was $20,000, which for me was a significant amount of money on coaching. For you, it might be nothing, for other people it might be a large sum as well. And that caused a lot of discomfort. It was like, can I do this? Why am I doing this?

I mean, I can't afford to spend this amount of money on coaching. And I've really questioned myself on doing it. But I’ll tell you what, it was the best thing I've done for my business. Just automatically playing at a high field and associating myself with people of a higher calibre, immediately pushed myself to raise the bar.

Now, I'm not saying you've got to go and spend $20,000 on coaching. If you do, please make sure that you actually met the people, their expertise. But what I'm saying is, if you want to go that extra mile and you want to take your business to that higher level that you actually want, then there's going to be some discomfort.

And you're going to have to make peace with that. And by doing that, that's where the real growth comes, right? So just like in martial arts, I mean it’s probably common knowledge for you anyway, right? Make that stretch, do that thing that's uncomfortable, like you would do in martial arts and do it in your business.

Hope that helps, I'm going to get away from the frogs and the mozzies (mosquito’s)  – I’ll speak to you soon. Cheers!

Awesome. Thanks for listening. If you want to connect with other top, smart martial arts school owners, and have a chat about marketing, lead generation, what's working now, or just have a gentle rant about things that are happening in the industry, then I want to invite you to join our Facebook group. It’s a private Facebook group and in there, I share a lot of extra videos and downloads and worksheets – things that are working for us when we help school owners grow and share a couple of video interviews and a bunch of cool extra resources.

So it’’s called the Martial Arts Media Community and an easy way to access it is, if you just go to the domain named martialartsmedia.group, so martialaartsmedia.group, G-R-O-U-P, there's no .com or anything, martialartsmedia.group. That will take you straight there. Request to join and I will accept your invitation.

Thanks – I'll speak to you in the next episode – cheers.

 

Here are 4 ways we can help scale your school right now.

1. *NEW** – Premium Martial Arts Websites with Easy Pay Plans.

If your website is not delivering new leads consistently, doesn't represent your true value or you simply need to make a change. Click here for details and a demo.

2. Join the Martial Arts Media community.

It's our new Facebook community where martial arts school owners get to ask questions about online marketing and get access to training videos that we don't share elsewhere – Click Here.

3. Join the Martial Arts Media Academy and become a Case Study.

I'm working closely with a group of martial arts school owners this month. If you'd like work with me to help you grow your martial arts school, message me with the word ‘Case Study'.

4. Work with me and my team privately.

If you would like to work with me and my team to scale your school to the next level, then message me with the word ‘private'… tell me a little about your business and what you would like to work on together and I'll get you all the details.

Enjoyed the show? Get more martial arts business tips when you subscribe on iTunes for iPhone or Stitcher Radio for Android devices.

***NEW*** Now available on Spotify!

68 – Create Better Martial Arts Videos (Without The Editing, Gear And Gadgets)

Ask yourself this one question to get better results with your next martial arts video.

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IN THIS EPISODE, YOU WILL LEARN:

  • The difference between martial arts videos for friends vs prospects.
  • How to get on target and be relevant.
  • Why it’s not about the tech and gadgets.

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

 

TRANSCRIPTION

If you're creating video content, then who are you actually creating it for? Because is it for your martial arts friends or is it for your prospects?

Hey, this is George. Hope you're doing well, I've got a little princess visiting me for this video, going for a quick morning walk. She's been up early.

So hey, I was on a phone call with one of our new Partners members yesterday. And we were talking about social media content. And we were basically talking about creating different videos and things like that. And we came to a bit of a realization. So, and it's a very simple realization, but it’s one that's easily neglected, right?

So as martial artists, if we start doing videos, the first thing that's always the easiest to do is to start looking at moves and thing like that. You know, what type of different techniques, kicking, punching, etc.

But here's the question I want you to ask yourself: if you're creating video content, then who are you actually creating it for, right? Because, is it for your martial arts friends or is it for your prospects? OK?

So, I mean, the way we like to go about it: every month, we cover a different topic in our Partners program. So we’re either talking about attracting the students, how do we increase sign-ups or how to retain your members.

So there's definitely a place, obviously for doing those martial arts techniques and so forth and it looks awesome, right? But I guess what I want you to think about is, is it really connecting with the type of person you are trying to attract in your school? Is that the person that's really going to want to train? Is that what's going to get them over the edge is seeing a fancy technique, or submission or whatever it is, is that what's going to push them over the edge? Is that what’s going to remove their fear and actually make them take action?

So think about that the next time you create a form of video. This is something we are doing next month in our Partners program, we're looking at simplifying social media – I've just got to remove the fly. Perth and flies, I’ll tell you what. Yeah – so next month, we’re covering the topic of simplifying social media and in that, we’re mapping out the next 12 months of social media content and we’re using different formulas for videos, for content and how you should be positioning it.

So a good place to start, if you want to get one good takeaway from this video, then think about talking about the problems. You can start with problems, what type of problems are you trying to solve. And you can always change the context of what it is that you're doing – oh, here comes the sun! So if you are creating a video with moves, then at least frame it to the right person. And explain to them how and why that is being used.

Cool, I hope that's helpful, we can head back. Hopefully not get attacked by the magpies. Cool, have an awesome day, speak soon – cheers.

Awesome. Thanks for listening. If you want to connect with other top, smart martial arts school owners, and have a chat about marketing, lead generation, what's working now, or just have a gentle rant about things that are happening in the industry, then I want to invite you to join our Facebook group.

It’s a private Facebook group and in there, I share a lot of extra videos and download and worksheets – the thing that are working for us when we help school owners grow and share a couple of video interviews and a bunch of cool extra resources.

So it’s called the Martial Arts Media Community and an easy way to access it is, if you just go to the domain named martialartsmedia.group, so martialaartsmedia.group, G-R-O-U-P, there's no .com or anything, martialartsmedia.group. That will take you straight there; request to join and I will accept your invitation.

Thanks – I'll speak to you in the next episode – cheers.

 

Here are 4 ways we can help scale your school right now.

1. *NEW** – Premium Martial Arts Websites with Easy Pay Plans.

If your website is not delivering new leads consistently, doesn't represent your true value or you simply need to make a change. Click here for details and a demo.

2. Join the Martial Arts Media community.

It's our new Facebook community where martial arts school owners get to ask questions about online marketing and get access to training videos that we don't share elsewhere – Click Here.

3. Join the Martial Arts Media Academy and become a Case Study.

I'm working closely with a group of martial arts school owners this month. If you'd like work with me to help you grow your martial arts school, message me with the word ‘Case Study'.

4. Work with me and my team privately.

If you would like to work with me and my team to scale your school to the next level, then message me with the word ‘private'… tell me a little about your business and what you would like to work on together and I'll get you all the details.

Enjoyed the show? Get more martial arts business tips when you subscribe on iTunes for iPhone or Stitcher Radio for Android devices.

***NEW*** Now available on Spotify!

67 – And Still… The No.1 Martial Arts Marketing Mistake

How to avoid the biggest marketing mistake that martial arts school owners make when advertising online.

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IN THIS EPISODE, YOU WILL LEARN:

  • Matching your message for the right platform.
  • If this one thing doesn’t work, your ads won’t work.
  • The ‘kitchen sink’.
  • The real reason why you need to simplify your sales funnel.
  • And more

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


TRANSCRIPTION

The first thing that you really, really need to get down to is, how do you structure the offer, how do you get an offer to convert? Because if the offer converts, everything else is going to work.

Hey, this is George. And I quickly want to talk about how to avoid the one biggest marketing mistake that comes up quite often when I speak to martial arts school owners.

So just a bit of context: I'm in New Zealand right now, just on a bit of a family vacation. And we've got this awesome view and the weather’s been up and down, but today it's just such a perfect day on the lake here in Hamilton, so I just wanted to get that on video.

So here's what happens, right? So we've got a program in the Martial Arts Media Academy, where we help school owners with all areas of marketing. When it comes to emailing, Facebook, Google, etc. And where the problem came, was trying to mix too many of the same strategies.

So, here's what happened: one of our members had been trying to get their Facebook ad to really work. And we've got an email structure that sends out… basically, we structure emails that go out to your prospects. They're structured over about two weeks and it basically helps build a relationship with your prospects while you're not there.

And so when doing email, you follow certain…there's certain things you can do, right? There's a certain way you can speak, there's a certain way that you can format your message. And the first message that goes out, we call it ““the kitchen sink,”” because it's everything in the kitchen sink, right? It's telling the prospect everything they need to know about you.

And so where the confusion came in, was trying to actually use this strategy, because our member got such good results with this one email, he decided it would be a good idea to put that on a Facebook ad. But the problem was that the email, it sends people to… it's in a whole different position, right?

The person is already a lead, they're already a prospect, the relationship has already started, and now they get this email that sends them to YouTube, that sends them to everything that they can learn and know about them and then martial arts school, right?

So when you use this on a Facebook ad, of course, that's kind of suicidal, because you're sending people to all these different locations. And by sending them to all these different locations, you’ve got no way to ever know if it works, or not. And my exact answer was, let’s say this ad works – awesome. You get a good result. That would be great, but let’s say you run it again and it doesn't work?

Then there's no way for you to know why, because there were just too many variables, right? People went to YouTube, people went here, people went here, people went here… so that creates a lot of confusion and……not a confusion so much, but there's no way for you to actually scale and improve that type of ad.

So here's what the biggest mistake is: the biggest mistake is trying to do too many things too soon and sending people to too many directions too soon. So when you create an ad and-  it's a very common thing, but just have people do the one, simplest thing that's going to start the conversation with them. How can you make it easy for them to raise their hand and do something?

And sometimes that's just a comment, sometimes that's sending a message. Because here's the thing, right: if you’’ve never run a Facebook ad and you’’ve never gotten anybody to respond, so you never got a conversion on your Facebook ad, then nothing else is going to work, right?

So the first thing that you really, really need to get down to is, how do you structure the offer, how do you get an offer to convert? Because if the offer converts, everything else is going to work. So if the person is going to respond to your offer, then you can start looking at, OK: how do I make this landing page better? How do I make this message better? But on the frontend, you’’ve got to get the offer to convert.

I hope that helps. If it helps in some way, then leave me a comment below, or yeah – I’ll see you in the next video. Cheers!

 

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

Enjoyed the show? Get more martial arts business tips when you subscribe on iTunes for iPhone or Stitcher Radio for Android devices.

66 – The Hard Way Vs The Easy(re) Way

Every martial arts business has its challenges. If there was one ‘shortcut' to success, this would be it.

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IN THIS EPISODE, YOU WILL LEARN:

  • The real ‘shortcut’ to martial arts business success
  • The easy and hard ways of marketing your martial arts school
  • Why you should invest in these marketing strategies
  • And more

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


TRANSCRIPTION

If you're struggling with something and need help, then why don't you just get help from someone who has done it before, made all the mistakes and shortcut all that learning? All the mistakes that they made, you can bypass that and get the result faster.

Hey, George here. Just walking back from a trip, we were just at Mount Ruapehu, if I've said that right. You can probably see it, it's sort of in the background there. Yeah, the snowy mountains, pretty awesome scenery here in New Zealand. Pretty cold, when you're used to the hot weather in Perth.

I was reminded today, there's the easy way to do things and a hard way. So today was the first day I took up snowboarding and because I’ve surfed before, I always thought, oh, this is going to be so easy. So I thought, you know what, why not give it a shot? Why not I go and try snowboarding, without lessons and just go do it, right? And the outcome was pretty… interesting.

So, yeah, I ate a lot of snow, falling down and, yeah, it was an interesting affair. And it reminded me that there's always the easy way to do things or the hard way. Just like before I started helping martial arts school owners with digital marketing stuff. I took the hard way, I tried to learn everything myself, without any help.

So just going by mistake, mistake, mistake, mistake, spending a lot of money, wasting a lot of money and it's just a long process, which can be really frustrating, right?

If you're trying to learn something and you don’t have any help, then you try everything, you do everything. It doesn't make sense and you think you’re going to save money by not spending money on a  course or trying to get advice or coaching. So you go the long road, the long route.

And you try and fumble through things by yourself. And it can be really frustrating and it can take a long time and I guess that’s why a lot of people also stop doing what it is they were trying to achieve because it's just too hard.

So, yeah, when you go that route, it's always, it just takes a lot longer and it's a lot more frustrating. And I guess that’s just with everything, right? Like, with your marketing, marketing your business with your martial arts, you can try to fumble through things, try and take shortcuts, or just get help.

Get help from someone who’s done it before, who’s tried things, who has invested in some knowledge and gotten good results, obviously. You can’t just follow someone that invested in good marketing, or good coaching or something, because if they didn't get results yet themselves, then how can they teach you to get a result?

So I guess I just thought I’d shoot this video, the real message I want to get across is: if you're struggling with something and need help, then why don't you just get help from someone who has done it before, made all the mistakes and shortcut all that learning. All the mistakes that they made, you can bypass that and get the result faster.

Hope that helps in some way. I’m going to go into that spot over there, which is nice and warm and get myself a nice drink. Cheers!

 

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

Enjoyed the show? Get more martial arts business tips when you subscribe on iTunes for iPhone or Stitcher Radio for Android devices.

65 – How To Stop Bullying In Schools With Martial Arts – Terrence Fernandez

The fight against bullying is an ongoing topic in the martial arts community. Terrence Fernandez shares how martial arts helped him go from a bullying victim to Commonwealth Championships and successfully running 6 martial arts schools.

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IN THIS EPISODE, YOU WILL LEARN:

  • How martial arts can help kids deal with bullying.
  • The anti-bullying efforts in martial arts schools.
  • The psychological and societal effects of bullying.
  • Martial arts vs. team sports.
  • The skills that martial arts teach you.
  • And more.

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


TRANSCRIPTION

I've been pushed around and grabbed before, but I never did anything. This was the first time I stopped and fought back. So it got to the point where I was in front of the canteen and I got put against the wall and exchanges happened and I don't know any boxing, so pretty much got bashed a bit first. And then I responded with a roundhouse kick to the head. And after that, the fight stopped. The person I was fighting, after the roundhouse kick to the head, stopped. And it was just a big shock, it was a shock to everyone around me, but more importantly, it was a shock to me. It was a shock to me that I finally overcame that choking feeling.

GEORGE: Good day, this is George Fourie and welcome to another Martial Arts Media business podcast. So I have a guest with me today, Terrence Fernandez and I was at The Main Event in Sydney, just a couple of weeks back and we sparked this conversation about the topic of bullying. And something I really wanted to speak to Terrence about, something he’s really passionate about, something he went through as a child, but then there's also things that I don't want to neglect, as a Martial Arts Media business podcast, that he's got six locations, just opened his first location internationally and opening another three next year.

So there's lots of value to this share on the business side, but we’re probably going to start more and talk about the bullying aspect, a topic that's always hot within the martial arts community. And, yeah, as always, we’re going to see where this conversation goes. So welcome to the show, Terrence.

TERRENCE: Yeah, thank you, thank you for having me.

GEORGE: Alright, awesome. So as always, let's just start from the beginning; a bit of background from you, who is Terrence?

TERRENCE: Yeah, I'm from Sydney Australia, and the sport that I do is Taekwondo. And my club is called Martial Arts Spirit, but basically, I was your average martial arts student, I was just trying to find a place to belong. And you know I tried that through group sports, like soccer and basketball and things like that, before I got enrolled into Taekwondo. And I didn’t quite find it in group sports I think, with group sports, there's a bit of pressure involved, and you're expected to perform, to achieve the goal of the team, whether it’s winning a match, or whatnot, winning the season.

And because I already lacked in confidence and I wasn’t really good at any skills or coordination, being put into that team environment, I felt like I was letting the team down. And through that, I experienced some bullying in the team as well. Remember, I was playing for a soccer team, and I didn't know anything about soccer. Don't know the rules, my family doesn't’ know anything about soccer, soccer was just running around a field, kicking a ball. And you know, I think I was probably about 7 or 8 and I still remember the Saturday game, when I was constantly offside and not knowing the rules.

The team were getting really angry with me, and their parents, the parents on the sidelines, were getting really frustrated with me, because I didn't’ know what I was doing and I started getting names. I was the only Asian person on the team. And it got to the point where I’d come to training and just really be outcasted and isolated and I used to get spat on by my own team. As a kid, it's quite a lot to deal with, especially when the first reason of trying to do a sport is to actually find a place to belong. So after that, I just got scarred from team sports and that's when my parents enrolled me into martial arts.

GEORGE: And how old were you when this was happening Terrence?

TERRENCE: About 6 years old, and I got enrolled into martial arts when I was about 7. Yeah, so I think something very, very important that everyone needs to be aware of is, bullying, it doesn’t really matter how small or how big the scale is, the end of it, you know, psychologically, can impact long term. So you know, there are quite a few things that I remember as a kid in primary school and in high school, that I think about constantly.

And even though I'm a completely different person, there are still memories and I still remember the feeling of what it felt like to be in those scenarios. And that's why we’re here today, because there are so many people, so many kids, and so many people in the workforce. Bullying is just a massive thing that isn't slowing down. And I think it’s really important that we get the message out there, as to how to deal with these situations.

GEORGE: For sure, it's kind of counterintuitive right? Because, when you think about it, a team sport is there to build that team camaraderie and unity and everything. But then obviously, there's going to be a point where not everybody is going to be at that unit. So where it’s super beneficial for people that are in the crowd and trying to do that, but I mean, what do you do when that's not your personality perhaps? Or that's not your skillset? So you tried, you might have kids, and especially in a school environment, you’ve got kids that are maybe super passionate about the sport and trying it and here you re, and you're trying to trick your way into this group. And you’ve got this thing, I want to be as cool as them, but then you just get shut out.

TERRENCE: And I think that's the beautiful thing about martial arts as a sport – not being biased at all. But with team sports, you automatically get put into that competition side of the sport, where you're preparing for a competition, the outcome of the competition is to have fun – yes, it is to have fun, but the end result of that competition is to win the game. The point of, say for example, soccer, is to score more goals than the other team. That's the goal and that's what you're trying to achieve as a team, right?

With martial arts, the beautiful thing about martial arts is, there are so many different avenues. For example, Taekwondo – you can come in as a white belt and… you’re… why I related so well to martial arts was, it’s an individual sport, so I can focus on my own pace, building up the skills needed to achieve the next level. I can go at my own pace and I'm not expected to be going as fast as everyone else. All right? You still get the support of a team, which is your club, you build up the social skills, you have support from your other belts at a beginner level, you do it together and the support of your instructor, and as we all know, a martial arts instructor is completely different to a volunteer coach in a sports team, you know?

Martial arts instructor goes well beyond their service of just teaching a kid how to punch or kick. They're a role model, they help them build up that confidence to get through life, you know? And that’s our role as instructors, not just teach martial arts, but to help shape them into a good leader in society. So with martial arts, with Taekwondo, you’ve got that option to just do the traditional side, where you can go at your own pace and focus on building yourself up. And then, if you are that competitive person, like you have in basketball or soccer, where they want to take that next step, all martial arts offer that.

They have their traditional side and they have their sports side, where you go into competitions, whether it’s pattern, or sparring, or XMA – you’ve got that whole side and there something for everyone. So for some kids that like to do sparring, they’ve got that sparring side. For kids that love to just concentrate and have that perfection type of mindset, they’ve got their forms. And for the kids that love to be fancy and really test their body to the limits, you’ve got that XMA. So that's the beautiful thing about martial arts: it covers everything. It covers that personal growth that they might just want to focus on. Or if they really want to challenge themselves, they can go as far as the Olympic Games.

So for me, how that related to me was, I didn't like the pressure from team sports and I just loved the traditional side of martial arts. But then, as I gained more confidence and I started to realize more about myself, learned more about what I sought from, like I actually have skills, I have something in me, some drive. I started pursuing the sport Taekwondo side and tried to represent my country in the commonwealth games. And just wanted to learn more about myself. And through that, through that journey of discovering myself and realizing the drive and motivation I actually have in me, that mindset, that strong mindset that martial arts taught me, then transmitted to business. So, you know, and that's a beautiful thing. The skills that martial arts teach you, the perseverance, the concentration – all of those are transferable into everyday life.

So, I'm not being biased to martial arts, but compared to other sports, martial arts is just awesome, especially for those kids who are really trying to find themselves and that might lack in confidence, because they don't feel like they're up to everyone else’s standard – martial arts is just beautiful for that.

GEORGE: So let's go back to, you were 6-7 years old. Being bullied, I guess we should ask: why do you think people are bullies?

TERRENCE: That's a very good question and something that I think the answer needs to be educated more to parents. So for me, we've been teaching martial arts a lot now and we've also got a program that is implemented in a lot of preschools around New South Wales and South Australia. It's a preschool program where we teach kids martial arts in preschool. The reason why we stared that was because I found that bullying starts as early as preschool. So we see it every day in preschools and the more preschools we started teaching and then talking to my kids that are in primary school and in high school and in the workforce, kind of see similar traits across all ages, as to the bully, why they bully, and the target, why they target it. So before we go on to the target, let’s talk about the bully, OK?

A bully, why do they bully? They bully because they feel that they need to have that superiority over someone that makes them feel safe, makes them feel that they can’t be touched, OK? So the bully, the reason why they bully is because of a lot of insecurities that they may have, which could have been caused through their own life journey. You find a lot of people that used to get bullied; they then become a bully if they're not guided in the right way, OK? For example, if a kid is abused at home and they've got all of this anger and frustration, they need an outlet and they feel that that outlet is to put others down so that they can feel better about themselves. So yeah, they have a lot of insecurities and they want to feel like they belong.

So how they do that is, they try to humiliate someone else to show everyone else that they're tough, that they're powerful. But really, deep down inside, they're actually just trying to belong and trying to make them still feel equal or better than everyone else. And unfortunately, for them to feel that, they need to find a target.

Now, when they look for a target, they look for someone who they know isn't going to challenge them, that they know they can psychologically defeat, to avoid anything physical, so they know that they can defeat them psychologically and they know they're not even going to challenge them physically and it’s someone that they know they can isolate. So someone that they know doesn't have a strong support network around them, so friends for example, who aren't going to stand up for that person. And when they find that target, that's when they pounce.

So you ask why do people get bullied? They get bullied because they get found as a target, they lack in confidence, they don't know how to voice their opinion, they don't have a support network around them, so a good, solemn friendship base, or a network of people. And slowly, as their targeted to get bullied, these low attributes that they have, then start spiraling into other things, like their confidence drops even more, if they didn't know how to express something before, when they get bullied, they dive into a shell and they start holding everything inside even more.

So they don't speak about their problems to their parents, or to their friends, or to their school counselor or anything like that, because they already had that weak attribute to begin with, you know? Of not being able to express themselves. When someone is bullying them, it really kills me inside, because usually the targets that are getting bullied, they're such beautiful people, who don't want to bother people, who don't want to put any burden on other people. And because of this beautiful heart that they have, they take it upon them to hold it to themselves and to just bury it inside. And slowly, slowly, the more that they do this, it kills them. It kills them, slowly, slowly, and then sometimes, unfortunately, it gets too much for them, and they break.

And you know, I know I'm being very straightforward with delivering this message, but, when it comes to bullying, we can’t really just put it under the rug and think that it’s going to go away, like what school teachers or bosses at the workforce do, they think, yeah, it will be alright, they will tell the kid to stop doing it. They say they're sorry, shake hands, and then they forget about it. But it doesn't happen like that. The more that the situation goes on, the target, the more that these problems keep hitting them in the face.

Two things will happen: one, they will either snap and really deal with their problem front on and say, enough is enough, or two, they're just going to keep burying it inside and it will destroy them as a person. And we’ve seen countless times how many people take their life because of bullying. And this is just because they’ve reached the end of their road and they haven’t been able to express themselves and it just built up, built up, built up and because they don't have the knowledge of what to do or they don't have the support network around them, they give up. And this is something that we don't want, for anyone. So that's why we’re here today, to try to educate people more about bullying.

GEORGE: Yes. I've got a few questions, just from that. Firstly, I just want to mention, I've recently gone through, I guess I’m a lot more attentive to it now, because, my son is 12 years old at this point in time. Recently got into the same type of situation, a bullying situation at school. And he’s been doing martial arts for 7 years, he’s a smaller kid, really, as you say, just a beautiful heart, nice kid. And although he can put me down when he wants to, even in a play situation, he can take me down. But in a bullying situation, he was almost crippled. He didn't’ want to defend himself, he got caught in a headlock and he was almost more fearful of the consequences of getting suspended in school, which put me in a bit of a situation and we've got a business group for martial arts school owners on Facebook.

And I posted a question; does martial art really help against bullying? Obviously just, the question was more spurred with frustration, but it did spark a really, really good conversation and martial arts school owners chipping in and really talking about their experiences with it, frustration with the system of how you go about combating the bullying. Because it's almost like the bully is more protected than the victim.

And that's something I said to the teacher as well, hang on, there's a bit of a double standard here. My son is fearful of the fact that, if he had to defend himself, he’’ll get suspended, but you’ve got a bully that's allowed to bully and I'm getting these vague messages, there's consequences. And I'm like, but what are those consequences? Is it a slap on the wrist, because if I had to do this in workspace and if I had to go do this in public, that's a criminal offense. And I’d get charged for that. So how come that's not… where's the consequences in school? Where do you actually combat that at such a high level?

TERRENCE: Yeah well, I can relate to that story really well. In primary school, because of my lack in confidence and not knowing who I am, I had not friends. I was a kid in school, this is around year 8, OK? So picture primary school, walk around the playground trying to kill time, because for lunch, I know my routine, just walk around the school to kill time and the thing about being a victim is, you always care what people think of you. So when I’d walk and be cautious about how I walk, do I look funny when I walk and so on. So I was really outcasted, right?

In high school, I tried to make that change of, I need to make it a point to hang out with the popular kids. And I made it a point to hang out with the popular kids and then, when it came to lunchtime, they would be walking around school, picking on targets to bully. So then when that happened, I was like, no way. This is not me, I can’t be this. So I hanged out, I felt sorry for the kids they were bullying and I told them to back off and leave them alone. And I started hanging out with those kids, which later, I will tell you about later, they were my first students. But yeah, I hanged out with those kids and it made me the biggest target.

So even in high school, I was walking around and my usual high school lunch then became walking around the school again, like it was in primary school. And I became the biggest target. When I say the biggest target, the bullies stopped focusing on anyone else and would just focus on me. And it was things from, come to my locker, my locker is being broken into, or, my books are in the bin, dumb texts on my chair. I was just walking around the school feeling so much anxiety and having to know that, next period I have English. I have this bully, this bully, this bully in the class. As soon as I get out of the class, I've got to find out where they're sitting and think about where I'm going to sit to avoid that situation. It got to the point where you have to really gather up so much energy just to get yourself to school.

So the point I'm trying to make is, I dealt with all of this buildup inside for so long and even though I knew I was a black belt in Taekwondo, because I didn't’ have that confidence it gave them more reason to put it on me, because they knew I wasn't’ going to challenge them. And the reason why I didn't’ challenge is lacking confidence, even though I could just spiral and kick their head and all this type of stuff, you have that choking feeling, when you're confronted outside of your dojo premises. Because in a dojo, you understand the rules of the game, you understand that it’s a safe environment that nothing is going to go wrong.

But then when you take out yourself, and you put yourself in a public environment and you've got everyone looking and challenging you, you're trying to battle with your own insecurities and the pressure again. You know that pressure that I was talking about before? You're then faced with that again in a school environment and thinking of what everyone thinks of you and you’ve just got these bullies in your face and you're constantly having to deal with psychologically, every day, you know? It’s all those different factors that get in your face, you choke. You don't remember what you're taught in the dojo, you don't remember the skills. All you remember are your insecurities. All you remember is how much you just don't want to be there, how you just want to run and how you just want to avoid and that's what it comes back to. And that's what causes the victim to just choke and bury themselves.

And I remember one specific scenario which led to the next turning point in my life, complete turning point in my life, which relates to your question: I went on a music excursion, going to the city. And these bullies were at the back of the bus. And when I came into the bus, there were no seats, except at the back. So I had to sit there and minded my own business. And then, someone had a whole bunch of lollies. And they just started throwing lollies at each other around the bus, right? And then suddenly, I was the target, so six of those guys at the back and they were just all throwing, one by one, lollies at me.

And you know, me being the kid I am, I just tried to pretend that the problem was going to go away and just hope that it’s going to go away, which the victims will think. It didn't’, so that bully behind me had chewing gum and he put chewing gum in my hair without me realizing. I knew he was doing something, but I just didn't’ want to aggravate the situation. So I just left it, but I didn't know it was actual chewing gum he was putting in my hair. And then when I found out, and I touched my hair, I broke down. And as a boy in high school, breaking down, just completely breaking down, tears and everything, it’s destroying, it destroys you, OK? Because you’re trying to hold on to some dignity and at that point, you just know that it just killed you. You're just lost.

So I tried to get it out of my hair when I went back home, but I couldn't. So I had to go to the hairdresser and I had to shave my head. So after that, my brothers were a lot younger, so I had no one to really talk to at that point. And I didn't talk to my parents, they didn't know anything that was happening and it just got too much for me. And that point was breaking point for me. I wanted to end life and I just had no more energy to build up to go to school. I was already facing this thing of having to go to school and face them and now I have to go to school again and everyone laugh at me, because I got my head shaved and they know what happened to me and I just didn't want to face that.

So before I actually executed what I planned, my parents knew that I was acting weird and they came in my room and out of frustration I told them what I wanted to do. And from there, they knew that something was wrong. So they took me to counselors and with counseling, I didn't’ quite get anything out of it, because as I started to speak up, as I got comfortable and spoke up and broke down, I think it was the first time that I realized that my problems weren't just at school; it was at home as well, I had a very negative relationship with my dad and all of that pressure that he was putting on me and psychological damage that I was getting at home as well, was adding a lot to my stress and to my anxiety. So obviously, when I started to open up about that, my dad stopped sending me to the counselor. So that avenue got cut from me and I had to deal with it again.

So about two weeks later, I went back to school and I had the courage to go back to school, and like usual at lunch time, if they found me, they would go at me. And I snapped, it got to the point where I reached the end of my road. I had no more options and I snapped. So I had a physical fight for the first time in my life. You know, I've been pushed around and grabbed before, but I never did anything. This was the first time I stepped and fought back. So it got to the point where I was in front of the canteen and I got put against the wall and exchanges happened and I don't know any boxing so pretty much got bashed a bit first. And then I responded with a roundhouse kick to the head. And after that, the fight stopped. The person I was fighting, after the roundhouse kick to the head, stopped.

And there was just a big shock. It was a shock to everyone around me, but more importantly, it was a shock to me. It was a shock to me that I finally overcame that choking feeling. I finally overcame that feeling of being suppressed, you know? Just the pressure and all the problems just being suppressed and I finally just let go. And my training – I was already representing Australia at that time, all that training just suddenly turned into that environment where I felt relaxed and I felt responsive and I knew the surroundings around me, all that training that you do, that suddenly came into play. After that roundhouse, I was like, hang on a second, this is just like sparring. This is just like the gym; this is just like that game.

And after I kicked him and the fight stopped, funny enough, I got suspended. I got suspended from school and that family tried to charge me with assault. So the good thing was, that I already had a track record at the school. I always reported when I was getting bullied. My parents always stepped in, which didn't help the matter. It made things worse sometimes. But the school had a record; the school had a record of all the times I was being victimized. And when it came to this where I actually did defend myself, because of that record, the parents… they didn't congratulate me, but they were proud of me. And everyone was, I was surprised to come home and my parents were actually proud of me that I kicked someone in the face. Like, and I couldn't understand that, I'm like, I was so scared to come home and tell them that I got suspended. I got in trouble, but they actually high-fived me, not because I kicked someone in the head, but because I was able to face my fears, you know? And overcome that obstacle.

And from that day, from that day onwards, my life changed completely, completely. The next day I went to school and I went from being no one, from walking around the school, trying to avoid people, to people coming up to me and saying, oh, I heard about the fight, what not. And it was just a sign of relief for me that it was all over. From that point on, it was all over. That group, they didn't come after me again, because they knew that I would challenge now, that I will stand my ground and that I had confidence in myself now and I realized the abilities I have. And that if I'm pushed into a corner, I won’t bark, I will bite. So it stopped from there, if one of them started, another one would tease the bully, they would say, oh don, he’ll kick you in the head. So from there, it just changed. It was a domino effect that changed my whole life, that one day.

GEORGE: And how old were you then?

TERRENCE: Where?

GEORGE: At that time, how old were you then, when that incident happened?

TERRENCE: I was in year 8, it was term two in year 8, so probably about 13-14 maybe. So a little bit younger than your own son.

GEORGE: Yeah. So seven years so, that's a fascinating story.

TERRENCE: It takes a long time, it takes a long time. It’s not… the matter can be changed (snaps fingers) like that, the bullying situation can be changed like that, but the journey to get there takes a long time. It’s about finding yourself, it’s about being comfortable with who you are, believing in yourself and in a situation of self-defense, learning the skills on how to defend yourself. And martial art does help against bullying in all those ways. Your confidence gets built up, you as a person, your character and how to deliver your message.

They give you all the skills, they give you the skill of how to defend yourself and they give you all that character development; but, just like a coach would tell their student, they can tell you what to do, but unless they do it for themselves, you don't get the result that you want. And that journey of learning how to believe in yourself and how to defend yourself in that scenario, that's an individual process and depending on the individual, it can take years like it did with me, 7 years, or it could take a month. So it’s just about the individual and how fast that person sees or discovers who they are.

GEORGE: Yeah, it’s so interesting for me, because I'm always about the mind and how the mind works. And things that you said earlier of how things have affected you from being a kid to later, and you sometimes, as you evolve as a person, you start questioning things that you're doing, but I get angry at this, or I get frustrated with this. And when you peel the layers back, it’s belief systems that you've set up, it’s either just out of a habit, or out of fear of a situation and that sort of shapes the way you go through life.

And you know, you're talking about the time it took; I think, something I heard this week on a training, talking about:  motivation runs out, but if you have the habit and the discipline, the discipline will keep you going. No matter, where the motivation is, because you're going to find that training sucks, and you're going to find that this sucks, but if you've got the discipline to push through, then that's what's going to keep you going.

And I think that's so important, because like you've said and like I've seen with my son as well, he's got all the world’s training and he can’t use it. It’s just, it’s crossing that line of, I don’t want to do this, I don’t want to be this person. I've got my insecurities about all that, to that point of, I snap and – that's it. I’m not putting up with it anymore, I'm crossing that line.

And that was really what my question was about in the martial arts group. Does martial art really help in bullying, because it gives you all the tools and everything, but then, that real life situation is something you cannot really prepare for. Because, I mean, you can have 5 or 10 of your instructors pin you down in a corner, they're still an element of trust in your mind, whereas, I know my first bullying situation, and growing up in South Africa, it was probably completely different, because I was with a friend on a jetty, fishing and I had an older kid look at me and said, you – and this is the type of people they were, he said, “I'm going to cut your throat and I'm waiting.”

And he stood waiting. And I remember that element of fear like, this is someone that would do it. He would do it, just because he didn't like me or whatever, whatever the case was. But I just remember that element of fear that there's this realness of a situation, where you can’t prepare for that. Because even in the dojo, you can prepare physically, but that mental pressure of, I'm really in danger, like, this is life or death. How do you prepare for that?

TERRENCE: So, it’s interesting that you say that. You use that example of that guy; could you actually try to understand the upbringing person of that kid? I mean, for him to have that type of person, can you imagine what that person has actually gone through to get to that stage? So, I think, with us, if we learn how to deal with that situation right there, if you take a step back and as a parent, or as an instructor, or a friend, you can kind of see a lot of flags before that even happens, you know? How old were you when that happened?

GEORGE: I was probably about… I think I was about 8 years old, 8-9 years old.

TERRENCE: And how old was he?

GEORGE: He was probably in his early teens. The funny thing is, I had… a kid that used to hang out at the jetty, and was probably the scummiest, roughest kid ever. And he looked at me, and he said, don't worry, I've got you. And he walked with me off the jetty, walked past that guy, he got on his bike, and he cycled home with me. It was a big lesson in life, you know, I looked at this one kid that I thought was just the scruffiest, scummiest kid ever and he walked with me and cycled home with me. It was just, now that I think back on it; it was a multifaceted experience in that way.

TERRENCE: Isn't it crazy how you still remember it and how it still damages you psychologically? You still remember that fear, you still remember that isolation, you still remember that choking feeling. And that's what I was talking about before. To go back to your question, if you look at that teenager, it expands what I was saying before, about the need to feel superior, to dominate over someone to make them feel better, and you being old as you are, 8, and him, just a teenager, he knew that you're an easy target. And unfortunately, something like that, it’s a very difficult thing to deal with.

Lucky for you, you weren't alone, so I think you not being alone definitely helped. And your friend, that scruffy friend you were talking about – that's what we want to build in society, people like that. People like that, that will help build that support network, you know? Having that strong link next to you, whether it is yourself that is the strong link, your friend, you know? And that's what we want to build in our martial arts students, to be that leader. To be that leader in society, to create that change. And thankfully, you had one of those leaders next to you that pulled you out of that scenario.

But the actual bully himself, there's a lot of things that could have been done before, that could have helped change that person. And that’s one other attribute that martial arts gives you, which could help prevent someone from being a bully. So when someone has these life experiences that can either change them to doing negative outlets, like putting out the aggression on someone, or stealing, or doing things to cry out that they need help: if martial art is that thing, it will provide a positive outlet. So a positive outlet that they can channel all of their negative energy, which was for me, all of these feeling from home and from school, all of this negativity, and my outlet was training. Just continuous training and it was my serenity, it was my place where I’d come and just belong, by myself. Be peaceful with myself and just focus on myself and just train, you know?

So I think there's many things you can do on, that can avoid these situations altogether. A bully finding a place where they can have a support network, like a martial arts studio and have a good outlet to take out their negativity on. And for your friend, for example or even yourself, building up those characteristics on how to be a good leader. How to stop that scenario from happening. Building that link system, to be the strong link, or to have a strong link with you. And that's a beautiful thing about martial arts, it helps both sides. So in terms of the actual scenario, obviously not being isolated, not being by yourself and finding a safe environment. Finding other people to see.

GEORGE: Awesome. Terrence, I've got one more question for you. I actually have two, but then we might go on a whole new tangent. I might just stick to the one, for now. And it will be a good way to actually wrap up our chat here. With everything you went through with bullying and what happened at school, knowing what you've experienced through martial arts and what you've learned, discipline and everything, what would you say to your 6 year old self, in that situation, in that bullying situation if you had to go back in time?

TERRENCE: That's a good question. I think that, not just my 6-year-old self, but anyone who is dealing with bullying at the moment, no matter what age they are, whether they're an adult, teenager, or in primary school; they need to remember that life is a journey. Life is just a journey, where you’re continuously learning about yourself and in life, you'll always be tested. There will be many tests that come your way, whether it’s financial, whether it’s being bullied, whether it’s relationship crisis, or anything like that. There are many, many challenges in life. OK?

And each challenge is an experience. An experience that you can learn from to better yourself and to make yourself a stronger person. And as life goes on, as you get through each obstacle each day, you learn from it. And by the end, you'll come to a certain point in your life, where through those experiences, you become confident and comfortable with who you are, whether it’s being alone, whether you find it hard to make friends. You gain confidence and you become comfortable with being in that scenario.

So, if you look at all the successful – not all, but most of the successful people in this world, they've all gone through many, many experiences, and often you'll find that they had to defeat it alone. But through that hardship, they're now able to face any obstacle and being independent, being comfortable with who they are and what they can do, and knowing that they can overcome anything, any obstacle on their path, they can overcome it now. And they don't need help, they're so strong, their character is so strong.

So I think anyone who's in this situation needs to understand that it’s a learning experience that will shape you and it’s always important to be mindful of the direction that you're going, whether you're going towards a negative way, realizing that that's a negative path and a negative way about dealing with your situation. And trying to find a positive outlet, a positive way to learn from it, to deal with it and how to turn that negativity into a positive experience that's going to help you in your future, being a better version of yourself.

So for me, that whole bullying experience, it shaped the way I am today, it’s given me everything that I have today. My business, the skills I have of talking with people. I couldn't pick up a friend before or talk to someone. I had that much anxiety. Now you can put me in front of 2000 people and I’ll just talk. Because nothing is going to be as bad as what the past has been. I've overcome everything and it doesn't matter what I get put today, the mindset applies. The same principles apply with, this is a learning experience – what can I learn from this? How is this going to make me a better person in the future? That's it.

GEORGE: Thanks a lot. Terrence, it’s been great speaking to you. And just before we wrap up, it makes me think: everybody fears public speaking; people fear public speaking more than death. And my thinking is, well, maybe you haven't been in a situation where you've got to fear death.

TERRENCE: Yeah.

GEORGE: Because what you're really saying is, perspective, right? Because of perspective and that can almost be the good thing about it. Yes, you had a bad experience and unfortunately, it was horrific and it sucked, but when people are able to navigate through that, you build up this resilience, I guess confidence in life that you can just take on bigger things and better things for the future.

TERRENCE: You just said it there. You were talking about that mindset of resilience and how to use that to tackle the future; in its plainest form, resilience in the martial arts dojo – isn't that what martial art teaches you? Just on a basic level? Not to give up when you're feeling sore, not to give up when you're losing on points or anything like that, to keep pushing through if you can't get a pattern to keep trying and to keep at it. Martial arts instill the platform and then you build off that platform, as to how to apply these principles in your everyday life.

So that's how martial arts and the journey of life really benefit each other. So back to that question you were asking, does martial arts really help with bullying – yes, it does. It’s up to the individual on when they choose to apply it in their everyday life.

GEORGE: That's what we learned.

TERRENCE: Yeah.

GEORGE: Awesome tips. Thank you for your time. Great topic and I'm definitely having you on again for round 2, if we can maybe expand on this topic, or talk about the business side of things. So if anybody wants to get in touch with you, learn more about you, where can they do that?

TERRENCE: I’m actually going to start a YouTube platform pretty shortly. Everything to do with martial arts and topics like this, bullying. I am very, very passionate about the fight against bullying. So you can search us up on YouTube, I believe George has got a link, easy for you to follow.

Otherwise, you can just follow us on Instagram, just coach_terrence and I'm passionate about martial arts, business and the fight against bullying. So if you have any questions, just hit us up and I'm happy to share whatever knowledge I have.

GEORGE: Fantastic. Thanks a lot Terrence, speak to you soon.

TERRENCE: Thank you, see you later.

 

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64 – Google Search Vs. Social Media For Martial Arts Schools (And Goldfish Have Surpassed Us!)

The subtle difference you need to know when creating content for Google search vs social media for martial arts schools.

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IN THIS EPISODE, YOU WILL LEARN:

  • The difference between search engine marketing and social media marketing for martial arts schools
  • How goldfish have surpassed us
  • Leveraging your content creation
  • And more

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

 

TRANSCRIPTION

Hey, this is George. Just here in Perth City and I was at an event from Google, Google Garage. And pretty basic information but some interesting stats, which was a good refresher on just how things work in the digital world, so I thought I’d share with you something that you could use when you create content for your martial arts school.

Before I get to that, one of the most interesting stats that I thought was interesting was that goldfish have officially surpassed us, meaning attention span. So where goldfish used to have a shorter attention span than human beings, according to their stats, Google stats, we are now… human beings attention span is 8 seconds and goldfish have 9 seconds. So they have the one up.

So here's something that I found interesting, was the difference between your strategy with Google search and social media. So it's one of those things that… When you kind of know it and we’ve been really trying to be deliberate about it, but when you really realize the big difference, it's kind of an aha moment about how you go about it.

So, when you look at social media, social media… a big thing about social media, which is a pet peeve is, the longevity of your content, right?

Because you can create social media posts today and you’ve got about 24-48 hours before they have completely lost their reach, ok? So unless you're doing something else with it, like using it for an ad or something like that, that's going to be the lifespan of the content for you.

So when you look at Google, so again, social media – very positive and generally positive, right? I mean, obviously, when you create content, you want to create positive content. Some people just create complaining posts, right? I mean if that's your thing – awesome, but I wouldn’t recommend it for your martial arts school, right? So that's the one side. You’ve got the social media content that you create.

Now, Google on the flipside, is not so much of a… dare I say it, like a fake facade, right? It's not all “Everybody’s happy” moments; it's people going to Google and really typing in real life problems, ok? Real things that are going on in their life, that they're trying to solve in a martial art school’s case, self-defense, or its activities for the kids and that can also just be the super, the first level of the problem, right? Because it could be a few layers deep.

So that is the real difference, the difference being, one is being created for more of a positive and friendly and happy vibe and at Google, people are typing in real-world problems. And then obviously, finding results for that and that's how you find articles, videos and so forth. So I guess the key thing is always, how do you bridge the gap, right? How can you create content that leverages both platforms?

Because if you're only investing in social media, then it's ongoing and you’ve always got to do it. But if you create the content with the purpose of how can it be leveraged and how can people find it later on your website, then you're playing a whole new different game.

A little tool we use in the Martial Arts Media Academy, which I’m revamping now for our new modules, is a content multiplier. Content duplicator like a cloning type tool. So you create one piece of content and then you model it and clone it for different platforms.

So that's one side of it, but then the really cool thing about it is, how to take one piece of content and then making sure that it's relevant on all platforms. So I won’t go into all the details and that but I want you to really think about it; when you're creating content, how can you create your content so that it could be used, obviously on social media, how can it be used so that it can be found afterwards, so if people are doing a Google search and they can find it on your website. And then even better, how can you use it on social media for an ad and how can you use that to really broaden your audience.

And if you want a few more details on that, I’m happy to shoot another video, perhaps even share the tool that we use for this, but I'll leave that for now.

Speak soon – until the next video. Cheers!

 

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63 – Chris Casamassa – Martial Arts & Mortal Kombat Movie Star Shares His Entrepreneurial Insights

Chris Casamassa from Red Dragon Karate and a.k.a. Scorpion from the action film Mortal Kombat speaks about his passion for business.

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IN THIS EPISODE, YOU WILL LEARN:

  • Chris Casamassa's life as an author, actor, business consultant, entrepreneur and martial arts school owner
  • The biggest lesson that martial arts has taught Chris
  • The importance of establishing a strong team of instructors and staffs
  • Why you need to invest in leadership programs
  • How to turn satisfied customers into happy customers
  • And more

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

 

TRANSCRIPTION

Well, there's a couple of things. The biggest thing and my favorite saying is, everybody wants the results; nobody wants the process. Right? Everybody wants to be a black belt, but not everybody is willing to put in the work to become a black belt. Everybody says they want to be an instructor, a manager, an owner; but maybe they're not willing to put in the work, right? When they watch me do what I do, they see the glamour moment. They see me standing out there, running the class, rocking it – everything's firing on all cylinders. They don't understand sometimes how much work, effort and dedication I put into my craft to be able to do what it is that I do.

GEORGE: Hey, this is George Fourie and welcome to another Martial Arts Media Business podcast. Today, I'm joined with… so this is going to be a long list of credentials, so I'm going to have to cut this down. So I'm with Chris Casamassa, so author, actor, business consultant, school owner – what am I leaving out there Chris?

CHRIS: Serial entrepreneur.

GEORGE: Serial entrepreneur.

CHRIS: Yeah.

GEORGE: Alright, awesome. Well, welcome to the show. So I'm going to be speaking with Chris at The Main Event in San Diego, depending on when you're watching and listening to this, that'll be the 26th to 28th of April. And today we’re just going to have a chat. Chris has obviously got a wealth of knowledge, so this conversation might be part 1 and 2. We’ll see how we go. All right Chris, welcome I guess, for people that might not have heard of you, who is Chris Casamassa?

CHRIS: Chris Casamassa is, I am the son of the Grandmaster of Red Dragon Karate. We have 12 locations in Southern California, we've been in the business since 1965, so this is our 53rd year in business. I guess that when my father started the company, we were classified as a mixed martial arts style because my dad didn't like one martial arts style; he loved them all. He actually holds black belts in ten different styles of martial arts, so in the 1960s, he did something that really was unheard of and he combined styles of martial arts. So he's one of the originators of the mixed martial arts, who everybody who has a mixed martial arts school – you're welcome!

He did that a long, long time ago and he is an awesome, awesome, amazing guy. A ton of great stories about how people used to come and challenge him because you weren't allowed to do those things back in the day, but he was doing it before it was cool. So that's kind of where I grew up. I started martial arts training when I was 4 years old and I've been in it my entire life. And really just fell in love with it at a very young age.

GEORGE: Alright, so growing up in martial arts the way you did, what do you feel – and I spoke about this with Zulfi Ahmed, the conscious competence and unconscious incompetence and so forth. And obviously, he's got a world of knowledge, as well as yourself, of experience that's become such a part of you, that it might be hard to sort of define into one thing. But what do you feel has been the biggest learning for you? Growing up with your dad and within the martial arts industry the way you have?

CHRIS: The biggest learning for me? Do you mean what's the biggest benefit I've personally gotten out of it?

GEORGE: Yes.

CHRIS: Ok. That would be two things: one, the ability to believe in yourself, that you can and to never give up on your dreams and hopes and goals. Probably those are the two biggest things that my father instilled in me that the arts have taught me. Really, that nothing is impossible as long as you are focused and you take the steps of progression that you need to get there, you just give it a 100% effort and never give up.

GEORGE: Alright, so you started martial arts at a very young age. At what point did you start with the instructor role and stepping into the operations of the school?

CHRIS: Really, when I was young, probably when I was around 15. I started teaching a little bit here and there and pretty much, since I was 16-17 years old, it’s been something I've done full time, literally, I would walk home from school – I wouldn't even go home, I’d go from school to the studio where my dad was at. And I taught there, did my homework there and went home at 8-9 o'clock every night. It kind of just blended into a lifestyle for me.

GEORGE: All right. Now, lots have happened since then.

CHRIS: Oh yeah.

GEORGE: Give us a bit of a breakdown: how did you step into the whole movie role and “Mortal Combat” and taking on that whole actor career, between?

CHRIS: Yeah, that actually is a great question and it goes back to what I talked about, about focusing, goal setting and believing in yourself, right? When I was in my early teens, of course like many people around that time, Bruce Lee, of course, was my big action hero. “Enter the Dragon” and all those movies that he did really inspire me to say, hey, I want to try and do this on screen and the movies. And when we were younger, me and my brothers used to make little homemade fight videos of ninja stuff and we played all kinds of… I've got some great old video tapes for anybody who’s watching and knows what a video was. But it’s something I always wanted to do, right?

So I also started competing when I was 17-18 years old, on the circuit. There's a pro tour in the United States, called The North American Sports Karate Association. So I went out on that tour and decided that I wanted to get better as a competitor, because ultimately, honing my skills would just make me look better and sharper, as far as doing martial arts, period. But then if I ever wanted to be on camera, if I wanted to be a Chuck Norris, or if I wanted to be a Bruce Lee, I had to try and look as good, as fast, as powerful as those guys did. So I knew I could through the competition very much hone my skills, and I spent almost a decade out on the pro tour and when I retired, I was the four-time number 1 open forms champion, four years in a row I was the best forms competitor in the world.

So that right there helped open another door for me, because when I won a tournament in Atlanta Georgia, called The Battle of Atlanta, which at the time was one of the biggest events in the country, there were some producers from the TV show in the audience that came up to me and a few other guys and asked us if we’d be interested in doing a TV show. So one door kind of helped to open another door, like, I didn't start with “Mortal Combat,” that was my third or fourth, or maybe fifth film that I did. But I started small, with small shows, small TV shows and just kind of worked my way up.

And then in the movie business, there's an old saying that it's not who you know, it's who knows you. And that really is true, because once you get your foot in the door and you establish yourself and you have a good relationship and you're not a jerk to work with, then people want to continue to work with you. You do good work, you don't complain, you make it look good, you make the stars look good and then you take those stepping stones and move up. So that's how I was able to kind of take martial arts, turn it into the competition and turn it into a movie/TV career.

GEORGE: Alright, fantastic. So, looking at that – and just relating to, perhaps for the average martial arts school owner, someone perhaps starting out, or going from one school to the next school, you feel it instilled a lot of confidence into you growing up the way you did. How do you work with people that experience the obstacles? You do the goal setting, and that's sort of where you want to go. But I guess you reach this point of, the whole “Can I,” a bit of self-doubt. How do I break out from this next barrier to the next?

CHRIS: Well, if you're talking about martial arts business owners or martial arts school owners, nowadays it is so much easier and so much simpler to become successful in the martial arts because there are guys like you. There are guys like me that are out there that weren't out there! Right? If you've been around for a while, you go back to the 80s or the 90s, everyone was closed off. “I don't want to share my knowledge with you,” everybody was very close-minded, where the martial arts in the business, at least in the United States that I've seen so far, it's become more of an open mind, where we’re trying to raise the level of our industry, right?

Our industry has had such a bad rep on the business side for so long and so few people have had the secret and the keys to success. Now more and more people are getting because there are guys like you, there are guys like me that are out there, sharing our knowledge, sharing our understanding of how this business can work and how it can be successful to raise the standard of the industry. So if there's anybody out there who's struggling: there's a wealth of free knowledge. They can follow you, they can follow me on social media: all these things that didn't exist just a  decade ago, there are so many tools available, I can almost say that if you're failing in your martial arts business now, you're just dumb.

You're not paying any attention to what's out there. And I don't mean that insultingly, but there's a wealth of information out there that was never available before, just the free stuff. And of course, there's coaching, consulting, business guys and you've got to weed out some of the bad guys from the good guys, which is also hard to do and I've got a few tips on that. But in the business today, I wish I was starting out today, because the transition from good to great is much smoother and easier now, for the people that really want to go get it.

GEORGE: Definitely so. Well, let's explore that: weeding out the good from the bad. Because that's something that comes up a lot and I guess form the time in the last 5 years that I've started helping martial arts school owners, it's probably the place where I've seen the most consultants and experts that deliver information. And I guess a lot of it is based on a little success? You know, not people like yourself that has grown along the years and have seen the ups and downs and seen the different transitions. So what advice would you give to someone that's really looking for good advice, but just not sure who to trust?

CHRIS: Two tings: one, references and testimonials. Say, if somebody says, well, I've gotten these many people this many results – find out who those people are and talk to them. Send them a message on Facebook or send them an email, how has this person helped you, what has been great about this experience, right? So if somebody doesn't have social proof, then there's a big flag right there. So, if you got a sales page that says, “I helped hundreds of people get thousands of students,” but there are no actual testimonials on that page? I’d be running away from that.

Second of all, if they have a fully functional business, get a chance to take a look at it, right? We've got 12 locations, we've been around for 53 years, my main school has almost 400 active members in it, so I'm not telling you what to do because I'm guessing; I'm telling you what to do because this is exactly how I do what I do and why it works. So there's a method behind my madness, or to say, my systems have systems. So something default – there's a system to fall back on. So those are the kinds of things that you've got to look at.

GEORGE: Alright, fantastic. So Chris, a day in the life of Chris! You mentioned 13 locations?

CHRIS: 12.

GEORGE: 12 locations, OK. So what does that look like? Obviously, you can't have your hands on everything: what does that look like in a day for you to manage and operate?

CHRIS: Listen, I couldn't do this by myself. I've got a great team in place that helps us keep things running smooth, right? It's kind of like a duck: on the surface, it looks smooth, but underneath, there are these feet paddling really, really fast to keep it going in there. But yeah, you're right, there's no way I could do this by myself. I have a fantastic team in place, my dad’s core people are still involved with our company today. So they understand all the nuts and bolts of how our business is run.

So you've got to surround yourself with a good support team. So my job really, the main thing is, I train the trainers, right? My job is to make sure that the people that are going out of the schools that are managing or owning their own, individual locations are doing and saying and teaching things the right way to continue to help the business itself grow and make the students improve. So I've got a pretty cool spot right now, I'm a trainers trainer.

GEORGE: Trainers trainer. Alright, so let's break that down. So it really comes down to your leadership and the team's leadership. So where do you really start that journey of developing leaders?

CHRIS: At white belt. So right when they start, regardless of their age. Ultimately, we train and grow all of our instructors and trainers and future managers and owners in house. And they come up through our system, they come up through our ranks because again, they're the product of what we’re selling, right? So it's challenging and it we’re experimenting with bringing people in from outside of our company because I do want to open it up and expand it more, but our easiest and best growth and best managers and owners always come from the inside, we’re growing them. We call it bench strength, right? So the goal is to develop the bench strength on our team so that every person on the team is replaceable and no matter who's here and who's not here, the wheel just keeps turning and keeps moving.

GEORGE: So you start at white belt, but at what point… what would be the first steps you would take to push someone towards the leadership role?

CHRIS: It's very easy: we have a leadership program built into our program. So as they escalate and they get about halfway to the path of black belt, they're interested in that, they receive an invitation into our leadership training and then again, we’re very fortunate in the fact that we built this. We have instructor colleges, so four times a year, anybody that's interested in having a job inside of a Red Dragon School has to attend our instructor colleges. After they attend 4-6 instructor colleges, we give them a written exam, then a physical exam. And if they pass all of that, then they're certified as what we call a level 1 instructor.

So technically, any one of our Red Dragon Schools could hire them as an assistant. They work inside the school, there’s platform building all the way through. You start as an assistant instructor, then you go to a floor instructor, then a floor manager, then a head instructor and then a manager of a school. And then if you want to take that step, there are ownership possibilities for you. So it's all platform based and just like going from white belt to black belt, there are clearly defined outlined steps. The same thing on the internal, on the business side of what we do, those same steps are in place.

GEORGE: All right, great. So what obstacles do you experience with this? Because I mean, you already have 12 locations, I'm sure one to 12, there were a lot of bumps in the road. What are the general obstacles you’ve overcome – well, that you experience on a day to day basis and within yours, if not so much current? What do you experience within that whole growth phase?

CHRIS: Well, there's a couple of things. The biggest thing and my favorite saying are, everybody wants the results; nobody wants the process. Right? Everybody wants to be a black belt, but not everybody is willing to put in the work to become a black belt. Everybody says they want to be an instructor, a manager, an owner; but maybe they're not willing to put in the work, right? When they watch me do what I do, they see the glamour moment. They see me standing out there, running the class, rocking it – everything's firing on all cylinders. They don't understand sometimes how much work, effort and dedication I put into my craft to be able to do what it is that I do.

Now, there are those that are going through the path and are in process and are going through it. But that's overall my biggest challenge, to answer your question is – everybody wants results, nobody wants the process. And a lot of younger people today don't have the patience to get there, to take that next step. They think that, oh, I'm a black belt, I should start making $30-$40 an hour and be paid $100,000 a year to do this. They don't have the patience to do the work, to get better, to get the rewards.

GEORGE: Definitely so, and I guess Chris that's the way of the world today. I mean, you come from, you walked a long path to achieve your success and as easy as it’s become with access to social media and accessing information, the problem with accessing information is, it’s so much easier to see the end result that someone has achieved and you don't always recognize the journey that it’s taken and the obstacles.

CHRIS: Right.

GEORGE: And I guess that brings into this whole, instant gratification with the younger generation.

CHRIS: Right.

GEORGE: That's what they're doing, they haven't committed their 10,000 hours or whatever it is, they just want that result.

CHRIS: Right. Yeah, listen, it's the same thing. I mean, I don't know in Australia, but on YouTube, there are two brothers, Logan Paul and Jake Paul, who are just monsters on social media and social interaction, right? And they're young guys, but what you don't see is, they put in years of work to build up to their million, or two million followers, to get those 20-30 million views of these crazy, goofy videos that they do, but people are responding to it, right? So if you're doing something good that people respond to, you're going to move up. If you're doing something that's not good and people aren't responding to it, then maybe you're in the wrong line of work. Maybe you're in the wrong business. Not everyone is cut out for this type of business.

You've got to follow your passion, right? I'm doing this because I love it; you're doing what you do probably because you love it, right? You love sharing your knowledge and people respond to that passion. They feel it, they know it and they understand it and they're like, yeah, that's the guy I want to have helped me. That's the guy I want to have trained me, or train my kids because it comes from here, it comes from my heart. And you probably can't see me because this is a podcast, but I'm touching my heart. But it comes from there first and if it comes from there and it’s pure, then everything else is going to be so much easier in the end.

GEORGE: Fantastic. So, where do you start? If you're helping a school owner scale, with their operations or their marketing, what is the benchmark where you start and evolve from?

CHRIS: Well, it's called the snowflake principle. Every school owner that I coach or consult outside of my company starts somewhere different. Because everyone is different. With me, it starts with an interview process. I'll spend 30 minutes or an hour with them on the phone, talking to them about all the systems that they have or don't have in place, finding out what their biggest needs are first, whether it’s new members or keeping old members, whether it’s what you do, marketing systems, Facebook, social media interactions.

So I've got to really interview and dig down and understand the person to make sure of two things: one, I understand completely what they need and two, I believe that I can help them. Because ultimately, if I talk to somebody, I'm going, to be honest with them. Look: I can help you if we implement x,y and z, or they might be in a spot, listen, I'm not the guy for you, but I might know someone who is. Right? That's kind of where I start and my approach to it is, I need to get to know the person that I'm coaching so that I can help them reach their goals.

GEORGE: All right, great. So Chris, I feel… we’re probably sort of scratching the surface of your wealth of knowledge, and I want to talk a bit about The Main Event, what you do on the speaking platform. And this is sort of the cliche question, right? Is there a question I should be asking you and steering you towards that we’re not covering as yet?

CHRIS: No, actually what I’m gonna be covering at The Main Event that we’re coming up, that's in San Diego, is pretty much that. But what I'm going to do is, I'm going to give the school owners and the managers there actionable things that they can implement in their business to help grow their business faster with new members. So there are so many things that many school owners aren't doing, in what I call the onboarding process or their first 100 days.

A way to turn a satisfied customer into a happy customer, because here's the difference: satisfied customers don't refer members to your school; happy customers refer everyone. So it's ultimately taking a customer from a satisfied state to a happy state. The processes that we use to do it and the processes that we actually used to help over 100,000 people become happy customers inside of our business.

GEORGE: Alright, fantastic. I'm a big fan of the first 100 days, it's something I've spoken about in our Martial Arts Media Academy program as well and something we try and really practice. You know, how you can really, the first 100 days, what sort of impact you can make. If you were to break it down, just a little deeper, to what extent do you go within the first 100 days? How would you handle a student coming onboard with your program?

CHRIS: That's a great question and that's probably a whole other 30-minute conversation and really is perfect, because that's exactly what I'm going to be talking about in San Diego on April 26th to the 28th. So if there's anybody listening that wants to get there, I will go through those exact processes. I'm going to show you how to get someone to give you an awesome review instead of a crappy review. I'm going to show you how to onboard them and surprise them with things that they won't get in any other martial arts school, let alone any other business. So it's little tips and secrets like that that make all the difference between a satisfied customer and a happy customer. We’ll cover part 2 after the event – other than that, you've got to come to San Diego April 26-28th.

GEORGE: Alright, awesome. That sounds great. Because I might take you on for a second interview when I meet you in person, depending of course on the time, it's a big event and so forth. But it would be great to see you on stage and really gather some information and then perhaps we can do a part 2 and really discuss a few more topics in depth.

CHRIS: Yeah, man, I'm happy to do it. Happy to do it, always happy to help, listen if there's just one person listening to the podcast is affected in a positive way listening to this, then that's great. Obviously, I want to help hundreds and hundreds of school owners, but hey, it starts with one, right?

GEORGE: Fantastic! Before we go, Chris what's next for you in your martial arts journey?

CHRIS: Next is my real – not my real, but my new mission, my passion, my purpose is… and again, I don't know how it is in Australia, but in the USA, there's a really big problem with bullying. I just wrote a book, which became a number 1 bestseller called “Bullyproof Fitness”. It’s available on Amazon worldwide I believe. But my… what I'm trying to do is, I'm trying to get a million kids bullyproof and fit by the year 2025. Right now, I'm at 50,000, so I've taught 50,000 kids so far. I go around to local martial arts schools all over the world and I do these live bully events, seminars to help these kids understand what a bully is, what it’s not and what they can do if it happens to them, because so many people don't have the tools they don't know what it is, even kids that are in martial arts don't understand.

So by doing these live events around the world, it’s allowed me to impact a lot of people, but obviously my goal is to do a million through the book and through my live tours and then, we have a license program called Bullyproof Fitness, that will be launching probably in June of this year, where schools can get this and have it and bring it in there. But the live events are great, because when I go to these martial arts schools, not only is it a win for them in the community, but I'm able to get them anywhere from 10 to 25 brand new members at that location before I walk out the door. So it’s kind of cool because the parents get a copy of my book, or they get autographed picture from the “Mortal Combat” movie, but they'll also be able to get new members into their school, which if you're in business, that's what you need to survive, these new members constantly coming in.

GEORGE: Definitely so. Fantastic Chris, I’ll link to, I'll definitely link to the book.

CHRIS: Thank you.

GEORGE: Bullyproof Fitness you mentioned?

CHRIS: Yep and the website is bullyprooffitness.com.

GEORGE: All right, great, excellent. Anything else, if anybody wants more details about you and your mission, where could they visit?

CHRIS: There's two great… first of all, I’m on all the social media platforms, so they can follow me on Instagram, Twitter, Snapchat, YouTube, Facebook – everywhere. What I’ll do George is, I'll shoot you an email with all my links, if you want to pop those in there. There are two websites, they can find me at. Of course my name, chriscasamassa.com and if they're interested in helping me coach, consult or advise them on how to grow their business, they can go to my coaching site, which is the thedojodoctors.com.

GEORGE: Excellent. Chris – been great speaking to you and look forward to meeting you in San Diego.

CHRIS: Awesome George, thank you so much for having me on this show. I really appreciate it.

There you have it – thank you, Chris. And thank you for listening to this show. If you are getting good value out of this show, we would love to hear from you! Best way to do that would be to give us an awesome thumbs up. Five-star review, you can do that through the iTunes store, if you have an iPhone you can go through the little purple app and access the show from there and give us an awesome review, we would love to hear from you. Or wherever else you're actually listening to this show, do leave us a review and tell us what you'd like to know, who you'd like us to interview. It would be awesome to hear from you and follow up on your requests.

Cool! If you need any help with your school, if you need any help filling your classes, marketing, digital marketing, help with your website – that's the kind of thing that we thrive on, is the marketing and helping school owners with online lead generation, in a very leveraged way. And we do that predominantly through our martial arts media academy, where we are a community of martial artists who work together on cutting-edge technology and help you grow and scale your martial arts school through the power of the internet. Isn't that cool?

All right, cool – if you need any help, martialartsmedia.com, get in touch with us, send us a message. You can also check out martialartsmedia.academy and we’ll be happy to help you take your school to the next level.

Awesome – I have a few great interviews lined up and we’ll be in touch when they get released. Have a great week – speak soon!

 

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

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62 – Robin DePalma-Rowe from MA1st – Opening & Operating Multiple Martial Arts Schools

Robin DePalma-Rowe from MA1st shares key preparation strategies when preparing to open multiple martial arts schools.

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IN THIS EPISODE, YOU WILL LEARN:

  • How Robin learned the ropes of running multiple schools
  • The advantages and challenges of running a family martial arts business
  • Robin’s tips for martial arts school owners who are planning to open multiple schools
  • How to develop a strong team of workforce to achieve your school’s growth goals
  • How to prevent the common risks of entrusting your business to others
  • And more

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


TRANSCRIPTION

We have it set up with the high performance stay skill. We set this up as a career job. Where they’re going to make more working for us then if they went out on their own, because we do all the business side for them. They get to do all the fun side of just teaching, but we pay them well for it. And they see that. They see it, they appreciate it, they see the value and why would they go?

GEORGE: Hi, this is George Fourie and welcome to another Martial Arts Media business podcast. Today I'm speaking with Robin DePalma Rowe. And Robin is the wife of Kyoshi Fred DePalma, who's from DePalma's Karate and MA1st, also hosting The Main Event in San Diego in April next month. So we’re going to have a bit of a chat and we had a bit of a laugh before starting this conversation. How would you refer your position in the organization Robin?

ROBIN: I call myself the vice president of the organization. And my husband is the president and then, we all know that the vice president is the one who does all the work, so we laugh, we say he married well.

GEORGE: Married well, all right. All right, and Fred's of course in Thailand right now, so he has no way to defend himself in this conversation. So this will be fun! All right, look Robin, I guess we should start right at the beginning – who is Robin DePalma Rowe?

ROBIN: So, I started in this company or in this business 21 years ago, that was actually when I met Fred. A month before we got married, I thought, you know, I don't know anything about martial arts. I should probably start training and at least have an idea of what martial arts is all about. And when we got married, he didn't want me to have anything to do with his school, he wanted to be able to come home and when he came home, he could leave work behind, dinner would be on the table, house is spotless – you know, that perfect fairytale wife and the joke was, within the first two months, he married the wrong person.

So I think it took about two months to start working at the school, but I started as janitor and gopher. And so I was cleaning the school and running errands, go for this, go for that. And then I think what made us both realize what my potential was, was when I started the cardio kickbox program. So we’d been married… it was within the first year of being together and I’d been training martial arts, I think I was a purple belt at the time and Tae Bo had just come out. And I was always into fitness, I wanted to be a personal trainer, I was on the fitness side and I said, you know what? I think I could do that cardio kickbox thing. Would you let me try it? And he was like, OK, give it a shot. He knew I had the fitness background for it and could run with it. And boy did I run with it!

So within… I don't know how long it took, but not too long, I had 700 cardio kickbox members training under me. And I was teaching 2-3 classes a day, run in different locations, teaching them all over the place. And I think that's where we both saw that this is kind of fun working together and what I'm capable of doing and then all of a sudden, he went from one school to six schools, and we have a lot of young guys running the schools, so we needed a strong program directors. So I got to then go be program director at six different locations. It was at two different locations every night, doing intros there. Doing enrollments over the phone, doing follow-ups with people in all the locations, from wherever I was from. And so I don't know how many people can say that they've been the program director of six schools all at once, but that was fun.

That was kind of my working up and then I moved up to assistant instructor at our biggest location, while still doing program directing at one location, as we started to get the other schools established. And then a few years, I don't know, I believe I was a black belt when I started to run my own school. And so we had a location where a manager needed to move on to other things, so I got to go fill in the head instructor manager position and at that location. That was our most profitable location ever, besides what my husband had done.

And so I ran that school for about 5-6 years and then built it up and at that point, sold it to my head instructor and then that's where we decided multiple locations, we’re going to start franchising. And I moved to a corporate office then to help them run and oversee everything.

So it's kind of, I had to work my way up, I worked every job on the way up. Learned how to do everything, did everything alone, then moved up to running my own school and then worked up to the corporate position. It was kind of the same thing you'd do in any career: start at the bottom and then work up to the corporate position and then that's where I got to help oversee everybody. It’s been fun, in addition to us doing it together, we have our boys who work it with us. Our oldest son manages one of our schools now and so it's fun to watch him excel and watch what he's developed into and what he continues to develop into.

So overseeing all the schools right now, oversee the marketing, the staff training, putting the events together, activities. I watch their numbers, deposits, the pro shop orders – everything. And I think the biggest thing I've learned in the past couple of years is watching the different dynamics at each location and how different personalities work together. My biggest thing now has been how to put proper teams together to get the best results. Quick summary there!

GEORGE: Quick summary. Ok, so that sparks a lot of questions. Just to start: how do you handle the family dynamics, as you mentioned it wasn't a planned thing to keep it in the family like it did, but that's what it's really grown into. Obviously, it works by the results that you're getting. So how do you manage the whole family dynamics within the business?

ROBIN: It was kind of trial and error as we came up through it. I don't like to stay at home, so I don't think it would have worked for me to be a stay at home mom anyway. But as the kids were growing up, I started to realize, you work at a karate school at night, well that's when your kids are home from school. So how do you mesh that to where you actually see your children? And number 1, I always had helpers. Part-time nannies, that would come and help when they were little and then when they got to be about the age of 8, we’d let them actually come work in the karate school with us.

So we'd give them little jobs, we'd have them run concession stands at belt exams and tournaments and let them earn money doing that. And taught them how to… we made them purchase their inventory and then taught them about profit and loss, you know? And sometimes they wouldn't sell enough and it would be upside down in their sales and then other times, they'd make a profit and they'd be excited. And then it got to where they’d actually hire staff to run their store for them and they'd pay their staff a few bucks, so they'd still get to make their money and then give the staff a little bit and have people run their store for them.

But we were really fortunate that our boys wanted to be part of this and I think what helped with that was that we never just said, well, you need to just help out, because it's a family business. We always gave them specific jobs and assignments and pay them for it. Let them earn things, work towards things. So that's why it's just been a lot of fun, doing this as a family. You know, it's a family environment anyway and then raising them up with a strong work ethics, they know how to count money, they know how to work the cash register, they know how to talk to people, they know how to talk to adults, they know how to be respectful to adults. I just look at all of the attributes that they have that they're way beyond the other kids their age with doing that. It’s been a real blessing to do that.

GEORGE: Wow, that's awesome. So that's got to be a lot of knowledge, getting passed on in a very systematic way and I like how you gave them control in little increments of handling their own stock and handling their own money. Obviously, the interaction and learning how to deal with people, that's fascinating. So Robin, you mentioned you went from one to six schools; now, I'm assuming there was a lot of progression and obstacles within that one to six. Do you mind elaborating on that a little more?

ROBIN: This is another funny one. So, my husband and I only dated four months before we got married. And lucky we were the right ones for each other, we've been married 21 years now. We dated four months, I met him, he had one school. By our first anniversary, we had six schools and a baby. And I just looked at him and I said, you either loved me or hated me – I don't know which one! He's from Connecticut when he originally opened in Connecticut in 1986, he had four schools in Connecticut and realized, probably five years into it, this is a good profession, this is what he was going to do, but he'd rather live in a better, warmer environment. And so, he traveled the country for a year to figure out where he wanted to live and ended up here in Arizona, where the weather is nice. And decided he was only going to have one school when he moved here.

And so, he opened his first school in Arizona in 1992 and then we got married in 1997, so from 1992 to 1997, he did really good with just that one school. But I think it was just eating at his brain that whole time. And then, I don't know, maybe now that he was married, he thought he had support or he needed a reason to get out of the house again, I don't know which one. But he opened five schools, five more schools in that first year, all at once. And really, I think the real reason behind it is by, now being out here five years, he had staff developed. Like, he had people developed that were ready to do it. And one school can only offer jobs to so many people and so by opening multiple locations, that gives a lot more people the opportunity to do this as a job.

GEORGE: Got it. So what's the biggest step you got to take transitioning from the first school to the second school?

ROBIN: First thing is, it's hard to own two. You really need to own three, if you're going to have multiple schools. Because that's where a lot of people go wrong, they think they're going to duplicate what they do in the second school, but you're only one person. So you can't be at both places. And so you'll end up leaving the one school to go and put all your energy into the other and then the original is going to drop. And then you put the energy into the other, and that one grows. But then you see the original drop, so you run back to save that and then the other one drops and so, really, the best way to do multiple schools is to be able to step out of it altogether and not be a key employee at any of them. And be able to oversee all of them, so that way, you can continually train the staff and oversee them, which helps you better duplicate your results.

GEORGE: Ok. So, the first step would be to really remove yourself from your first school?

ROBIN: Right. To get a strong team there and a good head instructor and a good management team there.

GEORGE: Ok, and what would you advise people, someone trying to do that? I mean, especially if you are the star of the school? So you're the main attraction and everybody wants to train with you, how do you step back and not be the center of attention without disrupting your entire student base?

ROBIN: Right, and that's the tricky part, but this is how you do it. We had to do this several times when we moved the head instructors and then I had to do it myself when I stepped out of my main school, you bring in your assistant instructor, who works alongside you and you start to move them into the more leadership role of the school. So you have them start to run more drills and be in charge of more things, while you're still on the floor with them.

But you're slowly transferring that power over to them. And then your students start to get used to that person being in charge, but you're still on the floor, so they don't even realize anything's going on. And then as that person starts to run things, you start being involved less and less and less, and eventually, you just kind of disappear and the students are now already set on your replacement and hardly even realize that you left.

GEORGE: All right. Now, during that, do you have sort of like a set timeframe that you go by, or you just judge it on the feeling within the class?

ROBIN: It's important, a lot of times you have to have a timeframe you have to have it done by. You can do it within three to six months, you could even do it in three as long as you have… the whole key is having a strong person that's taking your place. If you're going to replace yourself with a brand new instructor, who isn't very good at teaching, it's not going to work very well. You've got to have that team member that you've already built up, who can pretty much run things very similarly, or at least just, it’s going to be their personality, but can run things just as strongly as smoothly as you did, to make that easy transition.

And I think that’s the whole key. We always say, anybody who says they want to open multiple locations, we always tell them not to. It’s a lot of work! But we love it, I mean, it's fun, but my husband and I, we don't like downtime, we don't like to not be busy, we like to work hard. And we love seeing the growth of our team and seeing the results and watching their progression as we go through it. And we just feel, we like that we can affect so many more people through multiple locations.

But you've got to be ready for it. Don't do it without people ready, or it won’t work. You have to have people ready. And you have to be good at training your staff to do that.

GEORGE: Awesome. Ok, Robin, so let's just look at the devil's advocate position. So, you invested all this time into this instructor to take your place: have you ever felt the risk of that person could just say, hey, I've got all this student base – and I hear about this all the time happening with schools, that they've put all this focus on this one instructor and then the instructor just decides, hang on: I'm just going to go run off and open my school next door or, within the same reach and there goes all your student base. Has that ever happened to you, and if not, how do you combat that scenario?

ROBIN: I’m glad you asked that question. Has it ever happened to us: yes. And that's why we know how to do it right now, so it doesn't happen again. It happened to my husband, it was when I first met him. He had gone away to China for a month to train at the Shaolin temple, and while he was gone, he had a businessman whisper in his head instructors’ ear, hey, you can do this on your own. And when he came back from China, his student had moved a quarter mile down the street and solicited all the students. They didn't all go, but a handful of them did. Of course, because the head instructor is who they're used to, they're going to follow their head instructor, that's who they're connected to and who they want to train under.

And so, the way we prevent that from happening – we haven't had that happen since. So it's been 20 years now since that’s happened. So what do we do differently? We pay our guys well. We have it set up with a high performance stay skill, we set this up as a career job, where they're going to make more working for us then if they went out on their own because we do all the business side for them. They get to do the fun side of just teaching, but we pay them well for it. And they see that. They see it, they appreciate it, they see the value and why would they go?

We allow them to purchase their school and own it, anytime they want, they can run it and our top guy right now, we said, why don't you own your school? You can own it now, and you'd make more owning it, but you'd have more responsibility. And he said, why would I want to do that? He said, I'm perfectly happy with my pay, I'm getting paid well and you guys do all the hard stuff, while I get to do the fun. That's the key, is paying them well and making it a career, a career paying job for them, it’s a high paying career job. We actually have, my brother in law is an engineer – our top manager is making close to what an engineer would make.

GEORGE: Fantastic. Let's explore the hard stuff. So, the instructors got the easy part to take over the school and run the school, but you are doing the hard stuff. Now, what do you classify as the hard stuff?

ROBIN: The hard stuff is marketing, putting the marketing plans together. Our main marketing are festivals, getting into all the community and school festivals. We actually work with 80 elementary schools between our organization and my job is to research all of their websites, and see what events they have going on that we can be part of. And getting those booked for everybody. We run the Facebook ads – well, we hire a company to run those for us, but we’re getting those going and any of the marketing, we set up for them.

Their responsibility for the marketing side is following up with the people that we send in. So we send them in, you sign them up. So they're in charge of signing them up. But we give them a real easy six-week, quick start program, to try to make the sign-up process really easy. And I apologize, I just got a low battery warning on my phone. So hopefully, we’ll get this done before the battery dies!

GEORGE: Awesome!

ROBIN: We do all the payroll, all the bills, we’re responsible for all the leases, they aren't responsible financially for anything, they can just up and walk away anytime they wanted and we've got the responsibility of all of that. We put their calendars together, all the staff training. We put together the inventory orders, we put together the list that tells them what to order and how much to order of everything and how often to order it. We do all the numbers and the stats, I know a lot of people don't like doing those, so we do those for you. Those would be the main things I would classify as the hard stuff.

GEORGE: OK. So, to combat the battery life: as a last couple of questions. Firstly, let’s just chat about the Main Event. I’ll be heading over to San Diego in April, depending on when you listen to this or watch this episode. What can people expect at a… I mean, there are always events happening in the martial arts space. I guess some good, some bad, or I’d rather say good and not so good. What would you say is different from the Main Event to other industry events?

ROBIN: I would say there are two main things that are going to be different: our top one is that it is a smaller event, it's not over packed, which allows you to network more with people. So it's a more personal intimate event, where you're going to have time to actually interact with people and get to know people and you develop those connections and those friendships. And you actually have time to talk to the speakers and the speakers will talk back to you.

So you can ask them questions outside of their seminars. And I think that personal interaction, that's been their top takeaway, where they all say they really enjoyed that. With it being smaller too, our teams that we take to get to interact, they develop friendships. So they develop friendships with people all over the country, who do the same thing that they do. And I know they really appreciate that and building those friendships.

And then number two would be our speakers. The big thing we tell our speakers: whatever you're talking about, make sure you give all the information about it. You can't just be trying to sell something. And then we’re very particular on who the speakers are and what their content is, to make sure it's really valuable content and that you'll walk away with things you can actually implement when you go back to your school.

GEORGE: Alright, cool. And what can we be expecting from you, Robin?

ROBIN: I can do anything! I think one of my main topics this year has been leading your team to excellence or leading your students to excellence. And working both of those, so leading your team to excellence and leading your students to excellence. And I'm talking about what it takes to do that and how you have to really pull it out of them. You can't just tell them to do something; you have to get in there, get in their face and pull it out of them and lead them to that excellence. And that's going to create that passion in the martial arts that they need to have to want to give it their all as they are training to their black belt. And the same with our teams and our staff is, teaching them how to be excellent, continuously training them and teaching them how to get the most out of their students as they're teaching those, so it's a domino effect.

Those have been my big topics this year, trying to think of the… I can't think off the top of my head what the business one has been this year. But we always talk about marketing, that's a big one for everybody, how to get a student in the door. I think even more important than that is how to keep the students and that's been a big thing. We just talked about it in our manager meeting Monday. If you're not keeping your students, it does no good to keep them in the door. To get them in the door, you need to keep them and how do you keep them? They've got to want it. They've got to love how they feel when they're in class. They have to leave every class and go, man, that was the best thing ever! You know? That was an awesome class and if you leave with that feeling every day, then you're not going to quit. And so really, the feeling that they get when they're in class, it's that simple. The feeling they have when they're in class is what's going to keep them training and not quitting the training. Keep them training to black belt and beyond black belt.

GEORGE: Fantastic. Awesome – Robin, it's been great speaking with you. Are there any last words? And maybe going back to the beginning of the conversation, any last words about running the show, anything you want to add?

ROBIN: Yeah – I love my life, I love my job. I feel we’re really lucky to be able to live in this positive little bubble, with everything bad going on out there in the world. We are not a part of it, we don't have to be a part of it. We get to offer anybody who wants to, to come into our walls and experience the same positive and – I hate to say happy place, but this is a safe, positive environment, where you feel good about yourself, where you're accepted, where you're loved. And we just get to be a part of that all the time and we get to completely keep ourselves isolated from all the bad that's out there.

And I just feel so blessed that we get to do that and as we go around and meet these other martial artists, I feel we get to meet the best people in the world and become friends with the best people in the world. And having these events just help us to grow that network and helps all of us to join together and have that same type of relationship, the same type of feeling. To protect us from the bad that's out there and we get to just focus on the good.

GEORGE: I like that, fighting the good fight.

ROBIN: Yep!

GEORGE: Making the good difference. Awesome – Robin, thanks a lot for speaking with me today and for anybody that's interested in the Main Event, you can head to the-main-event.com and get some tickets there. And if not, if you're listening to this later, you know where to go find, you can get more information about the future events and things going on with the DePalma's and everyone else. Awesome – Robin, thanks a lot, I will see you in about a month.

ROBIN: Sounds good, all right! Thanks!

GEORGE: Thanks, see ya!

Awesome – thanks for listening and thank you, Robin. If you're getting great value out of this show, please give us a review, a 5-star review would be, of course, more than awesome. If you're listening on iTunes, you can go through the podcast app, which is the purple app button. You can access through there. Any other device would be the Android type of device, probably through Stitcher – the same thing. And then, if not, if you're watching this through the video or anywhere else, just leave us a review any way you can.

Cool! If you need any help with your marketing, digital marketing, Facebook ads, Google ads, SEO, websites, all this technical stuff that most people hate and we eat for breakfast, you can visit us on martialartsmedia.com and we’re happy to have a chat. Send us a message and we'll see if we can help you grow your business!

Awesome – have a great week, I’ll speak to you soon. Cheers!

 

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61 – Cat Zohar – Simple Member Engagement Tips For Martial Arts Student Retention

Cat Zohar shares simple martial arts student retention tips that any school owner can master.

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IN THIS EPISODE, YOU WILL LEARN:

  • Cat Zohar’s martial arts life, being an innovator and a visionary
  • How to establish rapport on the online platforms
  • The benefits of relationship marketing
  • The challenges in building relationship within large martial arts schools
  • Cat’s proven techniques for improving customer retention
  • And more

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


TRANSCRIPTION

Of course, you can. If you can take your hand, putting it in front of you, look at it and then give yourself a direction to smile – smile. And be able to do that, you can great somebody when they walk in the door, I promise. You can train anybody to do that. If you are able to handle that little interaction right there, you can train someone to be friendly.

GEORGE: Hey, this is George Fourie and welcome to another Martial Arts Media business podcast. Today, I'm joined by Cat Zohar. I didn't check – Zohar, am I pronouncing that right?

CAT: That's correct!

GEORGE: Alright, awesome. So Cat will be joining me and about 11 other also martial arts instructors and business leaders at The Main Event and that's in San Diego, 26th to 28th of April, so that's next month. Depending on when you're watching and listening to this. So we’re going to have a bit of a chat and Cat has some amazing things going on in the industry. She got started when she was a 6-year old and I'm here to learn about what Cat does and have a great conversation and of course, bring great value to you. So welcome to the show Cat!

CAT: Thank you so much for having me George, I'm happy to be here! And hello everyone!

GEORGE: Awesome. So, let’s start right at the beginning – who is Cat Zohar?

CAT: Well, I think Cat Zohar is a martial arts innovator, martial arts visionary for the industry. I started martial arts practice when I was 6 years old in Cleveland, Ohio where I grew up. And it's something I've been most active in my entire life, so this is just the continuation and the next chapter of Cat Zohar, I guess you would say.

GEORGE: All right. So you mentioned innovation and visionary – can you elaborate a little bit on that?

CAT: I've done a lot of firsts in the martial arts industry. I started girls only martial arts program, designed just for young girls between the ages of 3 and 10 and we set up the Karate Princesses Program, which was designed specifically to teach real martial arts techniques and skills for protection – princess protection more appropriately referred to. But actually, giving them a base to take part in martial arts. When I was a young girl starting in my martial arts classes, my mom used to be like, girls don't do karate. So our motto and our tagline was, girls do karate too and that was really a big focus.

This was actually pre all of the pink belt stuff that you see today, so we actually had to make our own karate princesses belts out of cool princey pink fabrics and things like that. So we had a whole bunch of ways for the girls to earn bling for their belt by participating and doing princess like behaviors around their community as well as their household too and school.

So there was a bunch of things like that I've done over the years that have been… well, innovative for the industry and I've seen many different trends come and go over the years as well, but a lot of the things that I like to visually express to the people that I connect with is we’re taking what it is that they want to see happen and sometimes giving them the steps to be able to make that happen and how to be able to market what that is. Or maybe help guide them a little bit where I could see the direction developing or progressing fast for the people that they service.

GEORGE: Ok. And you mentioned you've seen a lot of things come and go: what's been the cool thing that you feel has stuck around over the years?

CAT: Well, here's another way where I feel that I bring that vision to the martial arts industry, where I actually coined the phrase that came into the industry is member engagement and one of the big things that I really focus, the most part of my recent career on has been developing and building those relationships with our students and parents. And if it comes down to it, the one thing that I feel will always be here, the personal connections and the relationships, despite the era of digital, websites and connecting and not answering phones and stuff like that. I still believe that that personal element and that interaction has got to be there. And not only does it have to be there, there are so many ways to be able to make it by design, so it works.

Not just for a school owner of multi-locations, but also a single school owner, or a single operator. And a lot of times, that's something that they have but they don't necessarily recognize what they have. They want to try and make your marketing, make them look super big, whereas their greatest marketing effort is actually just harvesting and nurturing those relationships that are small or that are intimate to them and that's some of the greatest ways that they're able to grow. What's interesting to me is, you'll see a lot of great big organizations trying to appear smaller, so that way they have that personal bond and connection. So it works both ways.

GEORGE: Very true, because that's been, just looking at the shift of the internet over the last few years: I think it really came to a point where everybody wanted to automate. Automate and how can you separate yourself from being connected, where now it's becoming, you can see all the changes happening in Facebook, especially – the focus is really, how do you facilitate more relationships? How do you facilitate more one to one type of relationships and connections? So how would you go about that? So if you wanted to create member engagement and you wanted. I assume you're talking through online platforms, right?

CAT: Yeah, it could be anything though. I mean relationships that I specifically refer to though is the actual connections that they have with the parents in the martial arts school and the kids that take part in their program. Or breaching that gap, it's for me what takes place. A lot of parents will drop their kids off to the martial arts program and then for a lot of times, they have even nannies or sitters that bring them to the classes and the parents don't actually get to see what their child learns, or what they do. Maybe it's with the exception of when they come to a belt promotion, or testing or grading.

So these are the types of things that when they do show up, they're like, oh, I didn't even recognize this was here, but the interaction with the instructor and the parent may not be that strong. But how can we actually make it that even an absentee participating parent is still involved with the school, where they feel like, oh, yeah, that's where my kid goes to martial arts, this is what we do. And where they feel a connection with it as well too. Which is not that foreign thing, my kid does that, it's his activity, it's whatever. It’s Tuesday night at 6 o'clock – no, it's more about how they actually can make that relationship grow stronger with the parents, so that way their parent is the ally. I hear so often martial arts school owners say, oh, it'd be great if it weren't for the parents.

Well, it's because they don't build that reform with the parents! They connect with the kid or they get the kid to like it and then they get hurt when the parent says, we’re going to pull him out, or we’re going to do another sport or we’re going to do another activity. Where one of the biggest things then that I see from a martial arts school owners perspective is, why would you do such a thing, you don't know! It’s because the school owner didn't communicate with them, or I told them, or it's because the parent doesn't see. Well, if the parent doesn't see, how do you show them? How do you tell them, how do you get them to be able to recognize that? How do you get them to see something bigger than just your sport, or your martial arts school as an activity for them? So these are the kind of things that I like to dive in on.

GEORGE: All right. And I can hear you're really passionate about that and it gets me thinking, that's really the.. It’s sort of the elephant in the room, right? Because you've got the student and you see the student every day, so you're building a relationship with the student, but the student is not the one that's paying the bill. So it's much easier for the parent to say, well, soccer is cheaper. Or easy to make that shift, because they're not part of the relationship. And I mean that most transactions, people might get started with the idea and for the skill set, but then they hang around because of the community. So I can see the value in that really involving them in the community and getting that happening. So the question is, do you have sort of a checklist or a process that you go about to facilitate that?

CAT: Yeah, actually there are several different tactics that we use, but the strategy that we overall build is developed on day one, is actually sitting the parents down and when we have our first lesson, letting them understand just how important it is to keep that communication going, but more importantly, to actually stop, take a minute, have a one to one conversation with them – not just, fill in this form and I’ll be right back, but instead, hey would you mind filling our permission slip to get them started and then we can take an interview together and see if this is a good fit and actually discuss what they want to see their child gain from the program.

And get them to open up about some of the things that they've seen or experienced in their child's behavior or mannerisms that may be concerning to them. And probe a little bit to actually get them to expand a little bit on why they feel for themselves their child needs either things that we deliver: better focus, better confidence, better self-esteem, stronger relationships with their classmates, better friendships – any of the millions of things martial arts can provide. Get them to actually have an experience, where you're discussing this with them and then from that, actually deliver that to them through your lesson.

And a lot of it just comes down to listening and most of it is that the processes and the things that we use really come down to just communication. You know, so often, we’ll hear a parent wants to pull their kid out and typically, not listening to the reasons that they say at that point is the reason why so many people don't return back to martial arts. I was always in the unique position, because I've had so many former students come back to the training after three months, after six months, after six years, after breaks or periods of time that they wanted to return back and it's because I never stopped treating them as a member, even after they weren't there. So we continually kept in contact or connection or random phone calls here or there out of the blue, where I wasn't doing anything more than just being like, hey what's going on? Missed you, how have you been? You know, or getting to be able to keep that contact going.

And now with social media, so we talk about what are some of the strategies we could specifically use. If you're using a closed space group for your members to be able to communicate anything that goes on in your classes, stop communicating so damn much about your classes! Nobody cares about the curriculum videos of the week and the month and posting all the videos and all the pictures of all these silly things, it's Greek to them. But instead, host conversations that actually spark a discussion, that get them to say, hey, this is what we do, this is how we handle this, or even as simple things as what's for dinner on Tuesday night? You know, giving them the chance to actually open up and build connections, so they feel they're connected to your martial arts school in a greater way than just that place they drop their kid off two days a week.

GEORGE: Alright, cool. That's perfect, that's awesome. So what do you see as the biggest obstacle here? Because I mean, there's this big transition right, if you're a small school, then it's very easy for you to facilitate this one to one relationships. Also, obviously, I mean, things like Facebook groups and so forth make it a lot easier, which is a real soft way to build that community feel. But then what if you start to scale and you're in the position of, all right, school number two, number three is opening up – how do you facilitate that through your staff and making sure that they are on track with the same strategy?

CAT: They have to be trained. People say, oh but I'm not a people person, or they use excuses like that, like, I can't teach charisma or anything like that and I think all that's bs! Of course, you can! If you can take your hand, putting it in front of you, look at it and then give yourself a direction to smile – smile. And be able to do that, you can great somebody when they walk in the door, I promise. You can train anybody to do that. If you are able to handle that little interaction right there, you can train someone to be friendly.

They might not have the personality of highness and warmth but you can condition them and practice through training and rehearsal and performance and reality and videotaping them and getting them to actually see themselves. And get them to be able to say, hey, welcome to our martial arts school! I'm so and so, I'm so glad to meet you and actually get them to learn these processes. And when we follow different types of pre-written scripts or material that we’re able to actually rehearse in training with our staff members and our coworkers and things like that and go over these things, well then, when we actually do it for real, it's not as awkward.

It might be a little bit at first, but here's the truth: everybody at first has awkwardness. It's like a first competition in the tournament, then by the time you've done a hundred of them, it's no longer awkward. In fact, you're like, can we get this stuff over with already! You know, I mean, I competed for 18 years, I know what that game is all about. So I mean, when the repetitiveness at first, you get that anxiousness, but the more they do it, the more comfortable they get at it, the more second nature it becomes. So you don't have to be a people person, but you have to at least care. And I wouldn't hire anybody that didn't care.

GEORGE: Awesome, I like that part. I was speaking to a client last week. We run a program called the Martial Arts Media Academy, where we help with marketing and facilitating all the connection, but I also really try to simplify the online space and really leverage programs. And it's something that came up in the conversation was, really trying to scale and having this problem where you're talking about member relationships and engagement, but the problem was that they found that most of their instructors are introverted. And they just don't have that very outgoing personality to really connect. And that was a big obstacle, or is currently a big obstacle for them is, how do they take that introverted personality to scale and be that outgoing person, or do they need to completely shift gears and train someone else, get someone in from the outside to take that front enroll.

CAT: You know, it could be both. One of the schools of thought that I subscribe to is, not everybody is engineered to do everything. Some people just naturally gravitate to certain areas. Bunny rabbits will never be able to swim, OK? That's just the way that they've been engineered and made, they're not going to be climbing trees either. So I mean, if we’re going to ask a bunny rabbit to climb a damn tree, he's going to fail. He's not going to do very well with that. You ask a monkey to climb a tree and then be, oh my god, you're a black belt at this stuff, how did you get so good? Oh, he's natural, right? Well, yeah, because some of us are actually naturals at certain things.

As far as communication, I believe with training, if they're able to get up in front of a group and be a martial arts instructor, they can just as easily be the martial arts instructor to the parents in the lobby and build those relationships the same way. When there's a disconnect is that they think that the parents are no longer their students too.

So when they take a different approach and a different lens through which they're seeing their martial arts school crew and actually recognize that the parents are there to support their children, so thus, the parents need the training to be able to better endure that role. The parents don't know how to do that necessarily unless they're taught and trained how to be able to do that.

So the person to teach them, who would that be? Well, the martial arts instructor, because what's their job? Their job is to teach! So if they see it not so much as, this obstacle or this barrier, but put it in terms of what they're already naturally selected and gifted for, hey I want to be a martial arts teacher, understand though that who we teach isn't just the person on the classroom floor, but it's everyone within the walls of our school.

And I think when we start viewing our martial arts school not just as a place that begins when we bow on the mat, but instead actually from the front door for whoever walks through, it's no different then. If you say you want to help people, or you want to change lives, or you want to be a martial arts instructor, we can be picky and choosy about the people… let me reshape that: yes, we can be picky and choosy about the people we take and the people we help; however, we have to recognize who are people that need our help.

And sometimes we think, well, the parents don't need our help – sometimes the parents need your help more than that kid on the mat, you know? They're the ones that actually are signing up, not just to be able to give their kid an activity, but also to learn how to better handle and parent their child. And to be able to do that, a lot of times it just comes down to better training and better practice with communications and drilling scenarios, both on the practice floor and how to be able to handle those announcements with the parents too. So making sure that the lobby is never a part of their martial arts school that isn't under their control. If that makes sense.

GEORGE: Yeah, for sure. I think to make it really practical, I like what you said, if you can look at your hand and smile, that's a really, really good start. Just a smile can do wonders. And I think I'll add to that, it's just really being present. Really being present in a situation is, if you can do those two things, and really smile and be present, understand where people are at, I think that's a good stepping stone. What would you add to that?

CAT: The only thing that I would add specifically is when they are given an opportunity to build a connection or a relationship with a student, understand that the student in front of them isn't just maybe the child for the class, but it's the parent or the guardian or whoever brought them to this practice as well. And be inclusive when you're teaching and let them recognize, let the instructor specifically recognize that being able to teach martial arts is part of the job, is also being able to enroll them and being comfortable with talking to them and having that connection.

Because if they want to help that kid that's going to be doing their classes, they have to have communication with that parent. Because if there's ever going to be a situation, that kids going to tell their mom or their dad first. And if the parent has enough respect for you and the program and what it benefits them with, they're able then to go back and relay that information to the instructor. Because the first person that's going to hear about the kid wanting to give up classes, or stop or runs into a challenge, maybe because they stubbed their toe in sparring or something silly like that, that we don't even give consideration, but could be very much a factor of why somebody doesn't want to take part or continue – if that's explained from the beginning, parents are heck of a lot more prepared for it when it does happen.

And we just kind of have to stop hiding the fact that there might be a time when they're going to say, I don't want to go to karate tonight, or I don't want to do martial arts or anything like that. Or I'd rather go out and play with my friends when the weather gets nice and that kind of thing that it's going to make a huge difference if they understand that and they know how their job as the parent is to support their kid in becoming a black belt, or becoming a martial artist I prefer to say, as opposed to just setting an end goal on it. Like get your black belt and then everybody wonders why they got one. They did it, that's what you told them they had to do! But yeah, get the parents to recognize. The first person they go to when there's a challenge is going to be that martial arts instructor to help them with it and see it through.

And the job of the instructor is to teach the parent that that's what they have to do. If that means they have to call them when they first get started, or if they have to keep that path of communication flowing – text messages are great right now, because if a parent wants to shoot you over a message about something that took place. But more importantly, if you want to shoot over that parent a video or a selfie, or something going on from class, especially if they're not present – it's the best way to be able to interact, engage and connect.

GEORGE: I like that, I like that. Quick selfie. This really reminds me  – and I don't know who I'm quoting yet, it could either be Dean Jackson or James Schramko, but the story comes from experiences, customer, experiences. And the stories about, if I walk into a coffee shop or a restaurant for example and they treat me bad, I get bad service and I just feel bad about the experience – that's 100% of my experience with that company is negative, 100%. But on the reverse side, if I'm a regular and I walk in there every morning to get my coffee, I get treated with respect, smile, all these things that we just spoke about and about my 10th trip to the coffee shop, they slip up and make a mistake – that's 10% of my experience with them that's bad.

So when it comes down to that, you have a bit more understanding and you feel a bit more, OK, well, they slipped up, it's OK. Because you've got that relationship and understanding. And I think that relates to a lot of what you're saying here because a martial arts journey is going to have its ups and downs. And it's coming, the bad experience is coming, the “I don't know if I want to do this anymore” is coming. So if you have the relationship to back all that up, chances are you're going to be able to save that relationship, save that student and keep them back on their path.

CAT: George, amen – that was exactly it! One of the big things they say is the difference between customer service and member engagement, because people say, oh, it's the same thing, it's customer service, and I'm like, you're so wrong, I want to say something else, but I remember I'm a martial artist and I don't do those kinds of things. Instead, though, I say to myself, well, you know, customer service is dealing with problems. If you ever have a customer service – I laugh when somebody says customer service department is going to return the martial arts student calls, and I'm like, you have a customer service department? What do you need that for? That's like where, what does that mean? That means problems and that you're just expecting to have lots of problems to have to deal with if you have a whole ton of staff doing customer service.

Member engagement though is pre-empting that, recognizing oh, we've been doing this for this many years, we recognize it – hey, this is a common occurrence and it's going to happen. It's not if it does – if you're the unicorn that this doesn't happen to, no! It's not going about it that way, it's expecting that, hey you know what, this is part of the game, this is just what happens. It's going to come in time, and when it does, this is what we're going to do about it. But member engagement is recognizing that. The kid who has floods and you don't teach an Okinawan system of martial arts, where their pants are up to their knees.

Their parents are not buying them a new uniform – you think that's because they have plans and aspirations for him to stick around another 5 more years? I mean, I probably would disagree. But giving that kid a new uniform, making the kid feel more comfortable then, forgetting about the $30 or the $20 or the $50 or the $100, I don't care how much your uniform is, but whatever that amount is, and saying, I care more about the relationship than I do about the uniform and I want to see this person stay – you make that gesture, you push that forward, hey: if we can give a new uniform to a new guy that we don't even know, why can't we give on to a kid who does practice in our program and doesn't have a proper fitting uniform.

Talk to the parent, it might be a budget thing. It might be not a high priority thing, but I’ll tell you who it's going to make a difference for that kid on the mat. That's member engagement, that's recognizing, man, that kids got to be embarrassed by the way he's getting a wedgie in the middle of his class. And it doesn't allow him to do anything because his mom won't buy him a new pair of pants, I mean, let's be real here, you know? I mean, this is what's going on, I mean, in the day where we have over… I don't even know what the correct word is, but just so much abundance of bullying going on, throughout the world.

This is real life crisis, it doesn't matter where you're at, but that's definitely something that… let's make sure that this doesn't become a zone where the kid is going to get bullied because some other smartass kid says something to him and says, your uniform is too short, or doesn't your mom love you enough to buy you new pants or whatever. Give them the respect of saying, hey, I recognize this. Because any parent is going to appreciate that, so it's just a matter of saying or recognizing where you see a situation, let the light bulb go off and say, that isn't right, let's do something about it.

I mean, everything gets triggered. We know this, right? Somebody misses a class for two weeks, chances are, you're going to get a phone call, or you're going to get a notice from the billing company, or you're going to get some kind of information, or a credit card payment isn't going to go through. And then another two weeks, so you know what's coming. So you can either pick up the phone or here's something better: what if we knew that was coming right on the same day they were supposed to be there and they weren't there? If I would date somebody and they say, oh, that was a great first date and then I don't hear from them for like a week or two weeks later and they send me a text, hey – they're not getting a response! Please! If you want to actually build a relationship with anyone, you have to have communication.

You've got to show that you care, you've got to recognize that, oh – this person actually does have my best interest in mind. And if you can convey that, you're not going to have a problem then when that parent has a situation they want to… or like you've mentioned: when you drop the ball. I ordered you the wrong size belt, I got you your belt, but unfortunately, it came in 5 sizes too big and all this. Well have another one for you in the next 4 or 5 days, but here – use this one for now. They're going to overlook those kinds of things. It's definitely in our benefit as martial arts school owners and operators to make sure that we get to know our people and connect with them and recognize when these things happen. Because customer service is too late, that's overcoming objections and that's like, it's such a buzzword. It's such a sad way of trying to build things around something that's already gone, so see it before it happens, you've got to catch it before it happens.

GEORGE: I like that. Awesome. What I really like about that is really, you eliminating the objections. And looking for the opportunity to build relationships is really what it is. And I like what you mentioned about the bullying part because there's always so much focus in advertising, we’re always fighting the bullies and build the confidence and build the fun, but then sometimes there's a disconnect on the actual mats. That was the ad, but is that what you're really doing in your school? Are you really paying attention to that, because as you've mentioned, bullying is a big thing and in Australia right now there's the no bullying week, so there's a lot of promotion and things going on about that. And I don't know if that's in the States as well, but a big thing about that is, is there an opportunity to be bullied right there in front of you? Or just feeling adequate, or not in place? Because of the social pressures.

CAT: I think it's more responsibility than ever. Any teacher, any teacher, any educator, not even in martial arts; a dance teacher, a music teacher, a school teacher has to recognize those things and recognize why someone might be getting singled out, or pushed out the same way and making sure there's a stronger connection with them, because you might be that only connection with them.

GEORGE: Awesome. Cat, it's been awesome speaking to you. And I'm looking forward to seeing you speak at The Main Event.

CAT: I’m looking forward to it!

GEORGE: Yes, and that's going to be awesome. Just a few last words: if people want to connect with you, find out more about you, how should they do that?

CAT: Send me a friend request over Facebook. I love to be able to connect with people, especially if you're in Australia or some other part of the world where I want to travel to one day and get a chance to vacation, I would love to connect with you and be your friend.

GEORGE: Is that what this podcast is really about? All right, awesome.

CAT: Find me on the Facebook, that's the best way to connect with me. And send me a PM if you have any questions about what we talked about today, I'll be happy to talk to you more.

GEORGE: Fantastic. Cat, it's been great speaking to you and I will see you in San Diego soon.

CAT: Pleasure is mine, thank you, George. Have a great day mate!

GEORGE: Thank you.

Awesome – thanks for listening, thanks, Cat Zohar. Great energy, great content. If you're enjoying the show and you're getting great value from it, please, let us know! A good way to do that would be to give us an awesome review, like a 5-star review on the iTunes platform, or Stitcher if you're listening to this on an android mobile device. So for the iPhone, I know you can go, there's a little purple icon, the podcast app and you can just go through the show there and give us a review. Stitcher, probably just follow the instructions, or wherever you're listening to this – just give us a feedback. We’d love to hear from you, I can see you are listening because I see the numbers, but podcasting being a very one-way communication platform, it's hard to get the feedback.

So it would be great to hear from more guests – that would be awesome. And if you need any help with your marketing, with marketing your school, especially on the tech side, the digital platforms that are forever going and changing, then get a hold of us. Get a hold of us on martialartsmedia.com we would be happy to chat with you and I look forward to bringing you another interview, another lady! And it's kind of ironic, four ladies in a row. It’s just pure coincidence. It's not because it's been a women's week, or anything like that, depending on when you're listening to this. It’s been pure coincidence and I'm hoping you're enjoying the change in perspective and change in energy and viewpoints, which is what this show is really about. How can we create good content, good things, good insights that you can apply to your business and that way we all learn and grow.

Awesome, well that's it from me. I will be back next week with another show and speak soon – cheers!

 

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60 – Andrea Harkins – The Martial Arts Woman Making A Difference One Life At A Time

Andrea Harkins a.k.a. The Martial Arts Woman uses her martial arts experience and blog to shed light on a sometimes negative world.

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IN THIS EPISODE, YOU WILL LEARN:

  • How does Andrea Harkins use martial arts to inspire people to become better version of themselves
  • How did “The Martial Arts Woman” concept come into existence
  • Andrea Harkins’ ultimate “mission” in life
  • Details about her two books
  • Advice to women who are having second thoughts about trying martial arts
  • And more

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

TRANSCRIPTION

When we look at the world today, there's going to be a lot of unhappy people and there's got to be a lot of people who just have no idea that they have any sense of worth anymore, because of all the strife and the things that we’re seeing. So I think if we start with each one of us bettering ourselves, whether it's our mindset, mind, body, spirit kind of thing, we can better ourselves. We’re going to change the world a little bit because we're all striving to do something better, and striving starts with yourself.

GEORGE: Good day, this is George Fourie and welcome to another Martial Arts Media Business podcast episode. Today, I am with Andrea Harkins. And I had to practice that, just to make sure I got the pronunciation the American way. How are you today Andrea?

ANDREA: I'm doing great, how are you?

GEORGE: I'm doing awesome. Cool, so we’re going to talk about a lot of inspirational topics and Andrea has got a wealth of knowledge in the martial arts base and she's on a quite a mission to make a positive impact in the world, positive impact in the world. So we’re going to have a good conversation and as always, just see where this goes. So, Andrea, the first question would be of course, who is Andrea Harkins?

ANDREA: Well, thanks for asking that. I am also known out there as The Martial Arts Woman, which is the title of my first book, but really just something I've evolved into and my mission in what I do, which includes writing books, writing for magazines, outreach, teaching martial arts, practicing martial arts, really is to make the world a better place. And I use martial arts as my sort of symbol, or my metaphor for living an empowered life and reminding people that they can strive for more, that they can reach their goals and their dreams.

They just have to work for them and so I really reach out as much as I can in different ways, whether it's through a podcast, or writing and appearances, or whatever I can do to really remind people that, even if they're not a martial artist, they can have that martial art mindset, which is so powerful and so important in today's world, where everything is negative. We have to remind ourselves that we are positive and we can make a difference in the world and that's sort of what I try to do.

GEORGE: So where did this all began? From… I mean, obviously there was a big transition, your martial arts career and then going on this mission. Let’s start with the martial arts background, foundation.

ANDREA: Sure. I began martial arts in 1989 with my husband, who sort of dragged me to my first class. I wasn't really interested in going, I went for him and hated it in the beginning. It was just a little too crazy for me, the kicks and punches and throws, it was a Tang Soo Do system. So after not too long though, I really started to like it, and I thought, hey, I like this and I was pretty good at it and I've never been athletic. I was 26 when I started and realizing that I had some kind of potential as far as being an athlete, or doing something like this was really a great thing for me to learn. I ended up loving martial arts and I just continued and received my black belt, 2nd-degree black belt back in the 90s, I think. And I've just been practicing and teaching ever since. And so that's how the story began and it just continued.

And about 5 years ago, 6 years ago, I had written one article for the Martial Art Industry magazine and another blogger on Facebook contacted me, his name is Ando Mierzwa. And he contacted me, he's known as Sensei Ando on Facebook. And he said, I looked on the internet to find out about you and I couldn't find anything, how come? And I said, well, I'm not out there, why would I be out there? He said, well, you're a writer and you're a martial artist – why don't you put the two together? And he convinced me to start my blog, which is called The Martial Arts Woman. And I started this blog and it just was a nice little popular happy blog that people ended up liking. So I started making the transition there, although I had previously written for martial arts industry magazine that kind of put me out there a little bit.

And then from there, other magazines just started asking me to write for them, different topics. I write for Martial Art Illustrated UK, I write for Martial Art Business in Australia, I write for the Martial Art Guardian in the UK and I write for several magazines here in the States. And it was just, they all had different perspectives and invited me to write columns for them. I started writing for my local newspaper, a positivity martial art column, so it just kind of blossomed much more than I ever expected. And then, of course, I started speaking more, I started reaching out on social media more, so I have a big presence there. And I just found that it was a good niche for me.

GEORGE: OK, cool. Before going to the mission part, I want to ask you something on the actual blogging, because we wrote a program called the Martial Arts Media Academy and in that, a big component that I see that's missing in the martial arts face is content creation. For marketing, there's a big focus on ad creation, which is very, very important and you need to obviously have ads up there and good offers to get students in all the time. A big problem with that I find is that when you only focus on that and you don't focus on the giving aspect and the content creation aspect, then you are always just chasing the next ad and you are one ad away from not having leads, or students coming through your door.

Whereas, with the content creation, and I’m sure you would have found this, having a blog over the years, it's a really slow earn because at the beginning, you put content up and it's like, nobody responds and it… it slowly gets traction, but once it does, it's got that snowball down the mountain effect. And you can't stop it, it's just got this own audience, without being so dependent on all the social factors. So that's a bit of a background to my actual question.

So my question is – and I'm always trying to motivate school owners to get in front of the camera… I guess to get in front of the camera mostly, for the content creation. Blogging of course being… you do the writing and that's a written format, but any form or way of expressing and creating valuable content. So the actual question is: how did you sort of formulate a good way to really express your experience and thoughts and your mission through your blog and through writing?

ANDREA: Well, for me, I use everyday situations in my own life as a way to reach out to people. And my blog has no ads on it, I don't use it to make money. I use it so people get to know me, so when I have a book, or when I have something I want to talk about, they're ready to listen. Because they trust me and they know what to expect. But the blog content I use is, look, I had sort of a difficult time getting through a situation. And this is how I fixed that and I usually have a little martial arts story to tell.

So a lot of my inspirational, motivational content is simply from my life and that makes it very easy for me to have something to say all the time because we all go through good and bad, ups and downs constantly. And I can just pluck one of those situations out and say, you know, I had trouble doing this, or I was sick and I couldn't work out and I felt down about myself, I wasn't sure when I would get better. But martial arts reminded me that as long as I push through, I will be OK.

As long as I just, if I can break a board, if I can learn a new skill that I've never learned before in martial arts, well, I can certainly break through little barriers in my life. I can certainly learn new skills in life. And so I constantly have this sort of play between what we all face, each and every day and how martial arts has reminded me in some way that I'm a capable person, that I need to stop worrying and just push through like I always do.

So for me, content, I have so much content, because there's so much going on in my life all the time. And sometimes I use other people's lives. Somebody will talk to me about a problem or a situation, and I usually have a solution thanks to martial arts and what I've learned. So I just apply the two together. And sometimes I also do talk about being an instructor or being a martial artist and what to expect, or if you want to try it, that kind of thing. But often, my content is really about life.

GEORGE: So it comes down to from what I gather, from what you're saying, just honesty, not trying to portray a situation for the way people might want to perceive it, but really just: this is me, this is my situation and this is how I overcame it.

ANDREA: Yes.

GEORGE: So, did you find that hard, to really get to that point where you actually… and I'm not sure if this is every martial arts, for what I was referring to the program of, that's the exact way to go. But there is a big element to it because you've got to really put yourself out there and not be afraid of opinions and critique.

ANDREA: Yeah.

GEORGE: So is that sort of how you started? Just from the get-go, you were just comfortable expressing yourself, or did you start the blog and then did it slowly evolve to a raw honesty, where you can just express what's on your mind?

ANDREA: No, I think I started it that way. But I always knew in the beginning, that there was a risk of people criticizing me, not liking what I was saying or doing, because that's going to happen in social media, it's going to happen in blogging. And I was a little uncomfortable at first, but then I thought, you know what: I have nothing to hide, I'm just a genuine person and I want to remind people out there that I'm not one of those people way up here, who just pretends that they relate to what you're doing, or whatever. No, I just believe in being honest and truthful.

Of course, I'm not sharing every detail of my personal life, a lot of times it's just a concept or an idea, you know? How do you get to be more positive? How can you learn how to overcome your fears? And that kind of things, where I can just answer with little bits of stories about myself. And funny things that have happened to me, or what my fears were and how I was able to overcome them. Certainly, in martial arts, you face a lot of fears when you have to break your first board or do your first flip, or whatever it might be. And so again, I just apply that.

So it was not a difficult thing for me and I did expect some people not to like it. But really, I haven't had that much negativity about it in the past few years since I started. Here and there, being a woman in the martial arts, another topic to address is when you put yourself out there as a woman in martial arts – you're going to get some backlash from people and you're also going to be treated a certain way sometimes. There is still discrimination, there are still men who treat you in a sexual way because you're a martial artist, or whatever it might be. So that really has been the bigger burden from all of this and the backlash, where somebody is not caring about what I had to say.

So I think the blogging for any business though, is really important as long as you're genuine. Nobody really wants that kind of stock stuff, you know? They want to know a little bit about your school or tell me what happened with one of your students today and why that's important, or meaningful. And I think if you can focus on those kinds of genuine things in martial arts, or in your school, your program, whatever you're doing, that that's going to capture the attention of your potential fans, or your potential students, or that kind of thing. So I hope I answered your question, I think I went in five different directions on that one.

GEORGE: That's awesome. I do want to ask – and this is not to go on a negative track, because obviously as a male, I want to understand the different dynamics that a lady would go through in a martial arts journey. And I had Jess Fraser on the show, second-time last week and the first episode, she was talking about – because she was a bit of a digital Jiu Jitsu nomad. She was just travelling the world and her life was going to all the different schools. And she addressed a few of the topics that…

I wouldn't say discrimination, but it was just very different for her as a female. And getting a bit of backlash from a few instructors, where perhaps she didn't feel that welcome. So in the male-dominated sport, how different is it for a lady to go through the martial arts journey? Do you find that there's… I mean, for the most part, is it all good, or is it just sort of the negatives are just sort of a little bit from here, a little bit from here if that makes sense.

ANDREA: That makes sense. And in all honesty, my experiences have generally been very good. Martial art training, I haven't had any issues really. When I started in the 80s, of course, there were a lot more men than women, there were only a couple of women in classes and things like that. And I think what I noticed more were really just the men showing off more than any kind of discrimination, or difficulty with me being there.

GEORGE: Men don't do that, ever.

ANDREA: No, I know that. This was a long time ago.

GEORGE: I know, we've evolved as a species.

ANDREA: So, I think other than that I really never had negative experiences in my training, but what I can say is that negativity came out more in my presence on social media. Because there are not a lot of women out there and I'm really not negative about men, I love training with men. I don't have any issues with that at all. What happens on social media, where my problems came in, were just keyboard warrior kind of people, who were either insinuating I didn't know anything or trying to ask me out on a date, or you know, just weird stuff. It was really more from that and I had to block a lot of people and block a lot of men.

But I don't want to put all men in that bucket because really, most of my experiences have been very positive. We as women have to just face the fact that we are women and we try to be beautiful, we try to be happy, we try to be all of those things that we feel like society wants us to be. And in doing that, we have to kind of face those situations and figure out a good way to handle it.

And I certainly have heard different stories from different women, who have had both good and bad experiences with being out there in the martial arts. I think what we have to remember is that men and women are different and this is just my perspective. And this is one of those things that I sometimes get backlashes on saying, but we are different. So we practice differently, we have a different mindset. We may learn the same things from the same instructors, but we see things a little differently. We’re mothers, we’re sisters, and we’re daughters. We have a different mindset overall. Yes, we can take all that away and go into a tournament, or go into a situation, a self-defense situation, really strip ourselves of those things for those moments. But in reality, that's who we are.

And I always say, if there’s a husband and a wife, you don't expect them to be the same. They're both spouses, they're both married to each other, but they are not the same. They have different roles and they have different personalities and different ways of seeing the world. Or a brother and a sister, any opposite like that. We’re going to be different, so I think being in a male-dominated activity is challenging sometimes, but it really is about you as a woman, or you as a practitioner and to do it, you're on your way. And as long as you follow your own passion, your own calling, your own training, and then that's all you need to worry about.

GEORGE: Awesome. So, I want to get to the mission part. But I have one more question, just on this topic: what would you say to – because I might replay this section to my partner, who I try to push into martial arts, but it didn't work. What would you… how do I phrase this question: what would you tell ladies who are thinking about trying martial arts, but they are hesitant because it's a male-dominated sport?

ANDREA: Well, I would tell ladies that first of all, nowadays, I don't know that I would call it male-dominated. A lot of classes have half women, half men, or half girls, half boys. It's really come a long way from when I started. And it really… You take a martial art because you have an interest in it, not because there are men or women there. You just… if you're interested in it, that's what you do. And I would just tell them that, if I can do it – and this is something I say all the time: if I can do it, you can do it. I was just 26 years old woman when I started and just discovered that I enjoyed it. So like anything in life, you have to try what you're interested in.

It doesn't mean you'll stick with it forever – maybe you'll like it, maybe you won’t, but try it. It's just like trying a new food, or trying a new movie, or trying on a new pair of shoes. If it's something you're interested in, you give it a try and see what happens, there's no harm done.

In fact, I'm starting right now a new program, I actually moved from where I was living in the states to across the country. And I'm starting a program now called Martial Art Concepts, which is geared for people who have an interest in martial arts, but never knew what to expect. And it's going to have just a very simple martial art program, I guess you might say, where you're going to stretch, you're going to warm up, you're going to learn kicks, you're going to learn punches, you're going to learn blocks and drills. And self-defense and some breathing techniques and you're going to have a taste of martial arts, and a workout all in one. So sometimes, there are things like that that you can try. Also, self-defense is very important for women, so I would highly recommend. It could save your life, so I think that makes it worth it.

GEORGE: Awesome – so why not do it?

ANDREA: That's right.

GEORGE: Cool, so Andrea, tell me about your, just expand a bit more on your mission. You've reached this point where you really want to make a positive impact in the world and you're using martial arts as your metaphor. Big task, so how do you go about that? Where do you start and where do you see it going?

ANDREA: Well, I started just through the blog. And then for me, I started taking baby steps, because I wrote the first book and I knew that in order to sell a book nowadays, you really need a social media presence, you need to be out there. And I decided that I would try to really market myself on social media. And I didn't know really what to expect. And in fact, I hated posting photos of myself doing martial arts on any social media, because I thought, somebody, is always going to look at it and say, your foot is not right, your knee is not up, you're not standing the right way, your arms should be straight, not bent. I just really didn't want to do it.

But I thought OK, well this is how I'm supposed to do it. So I started posting pictures of myself doing kicks and putting little, certain little inspirational quotes or reminders on them. Here's me kicking, but you know, kicks are your fears, or whatever it might be. Or little blog type things to go with the photos. And it was again genuine, and it was again showing that this middle-aged woman can still do this – if I can do it, you can do it. So these are some of the places where I started to really push my mission a little bit more.

And between the blogging and the writing and the photos and the social media, I started to get a little bit of a following, people saying, I'm so glad you said that, you know? I was having a down day today and I just felt like I couldn't get through it today. I felt like I couldn't reach my goals and you reminded me that it's OK if you have a bad day every now and again, you just have to keep pushing through. So it was these little messages that people started taking to heart. When they read something, a lot of them comment, say, thank you so much for this, or I'm so happy that you understand how I'm feeling and that kind of thing. So it's almost like a little bit of a therapy session for us all, right? I get the chance to share and people get the chance to vent or read something inspirational and positive for them.

And when we look at the world today, there's got to be a lot of unhappy people in it. There's got to be a lot of people who just have no idea that they have any sense of worth anymore, because of all the strife and the things that we’re seeing. So I think if we start with each one of us bettering ourselves, whether it's our mindset, mind, body, spirit kind of thing, we can better ourselves. We’re going to change the world a little bit, because we're all striving to do something better, and striving starts with yourself, to better yourself, before you can make change around you. But if I can be happy and positive, somebody around me might start to feel happy and positive too. Why are you feeling so good about yourself, or so good about life? And I can share with them.

So that's sort of how the mission works for me. It's just the more I can spread it, the more I can tell people that they are important, they are worthy of reaching their dreams and goals. They are special, they're unique and when I can do that and people start feeling good about themselves, then we’re starting to change the dynamic of the negativity. And so that's really, it's a lofty goal and maybe I'll only touch a few people’s lives, but I figure that's better than nothing.

GEORGE: That's a very good way to put it. It's a topic that it's come up before, Bogdan Rosu is another person I interviewed from Romania. And his whole philosophy is personal development with martial arts. So to combine the two, and for me, as I mentioned to him, the reason I really got hooked on martial arts is because that's what put it together for me. I’ve always been on this personal development mission, but it was only when I started doing martial arts that it became physical and not just mental. And it was the change in body and focus that really, I guess as a person that likes to learn and try and better himself all the time, that's what was a big hook for me.

And obviously, it's different for everyone, some people go for self-defense and go for this, but ultimately, I mean, you're doing martial arts to better yourself. If you break it down to that, you're taking the step in this direction to become a better you. No matter what the reasoning is. So having, I guess for a martial arts instructor to really have that in mind, and I'm probably preaching to the choir because I'm talking to martial arts school owners for the most part. But I mean, I think it's just so important to have that in mind that that's really what it's about. It's all about the personal development and positive impact that you can make beyond the kicking and the punches of course.

ANDREA: Right, and if we can take that – and what I try to do is take exactly what you just said, about myself, my students, my peers and present it to people who are not martial artists. Present that concept, that mindset, that if you better yourself in some way – and of course, I say martial arts is a great way to do that, but if you better yourself in some way, whether it's a more positive attitude, whether it's working out, you need to start applying these things to your life. And you'll see a change.

So my mission goes even beyond who we are as martial artists, out into the public. The general public of people, because everybody loves martial arts. And if you say you're a martial artist and they're not, they go, oh, that's so cool! You can kick up here, you can do this… yes, I can, I can do that. And you can do that too. I think that's a great way to look at it and that's what we should all be striving for as martial artists or instructors. To better ourselves, to better the people around us, present a positive outlook on life, let people know that they are brave and that they can reach their goals. And I think we’re doing a fantastic job if we can do all of that.

GEORGE: Fantastic. So, Andrea, what's the ultimate outcome for you of your mission?

ANDREA: I think just every single day to make a positive change. Every single day. So, what's the final outcome – I don't know what the final one is. I just know that every day I strive to make a positive impact in some way, whether it's talking to someone like you, or just smiling to someone as I walk by, or reminding people how great martial arts are, or whatever it could be. Every day, I try to do that and I think in the end, if I can just know that I did my best to change the world in some positive way, then that really is my goal in itself. It's just really to keep going, to keep writing, to keep sharing. And I'll do that as long as I can.

GEORGE: Awesome. Fantastic, really inspiring to speak to you Andrea.

ANDREA: Thank you.

GEORGE: Andrea or Andrea?

ANDREA: Anything's fine.

GEORGE: I think I've gone to my default pronunciation. So you've got a fantastic blog and books – do you mind just sharing that, a couple of minutes, for anybody that wants to learn more about you, support your mission and have a read of all your awesome content and everything: how can people get in touch with you and find out more about you?

ANDREA: All right. Well, thank you so much for the opportunity. My blog is called the martial arts woman. So it’s, themartialartswoman.com, it's free, it's just got all kinds of different content on there. My book, The Martial arts Woman, which had more than 30 contributors, all over the world, women all over the world, who wrote about what it means to be a woman in the martial arts, or what they had to do just to learn martial arts, or how they applied martial arts to a self defense situation.

There are really amazing stories that you would never hear. When I started getting these stories in, I started to realize there's a whole chapter of life out there that people have never heard about, because they've never heard these stories that are amazing and inspirational. And I also wrote in the book a lot about my experiences, being in the martial arts. It's a book for everybody, it's a very motivational book. And that is on Amazon, the martial arts woman.

And my second book, Martial Art Inspirations for Everyone is also on Amazon and that really explains my mission and the name of it I guess. It is daily reflections that you can read, page long, that do exactly what I was talking about earlier: taking some of life's challenges and putting them together with a martial art kind of solution that we can all use and it's just inspirational.

And the third book that I'm working on right now is, How to Start Your Own Martial Art Program and this is a book about not starting a big dojo or a big school; this is for the people who want to teach on the side, you know, while they're working their full-time job or are in retirement or whatnot. So that will be coming out hopefully sometime this year.

So please give one of them a read and let me know what you think and you can contact me through the blog, themartialartswoman.com. There is a place there to contact me, so I hope to hear from some of your audience and even if we just chat for a few minutes – that would be awesome.

GEORGE: Awesome. Fantastic Andrea, thank you very much and we’ll link all the books and the blog in the transcript. Thank you very much.

ANDREA: Thank you, I had a wonderful time and thanks so much for having me.

GEORGE: You're welcome – speak soon!

ANDREA: Ok.

GEORGE: Thanks!

Awesome – thanks for listening. Hope you enjoyed the show with Andrea, it's pure coincidence that I actually got four ladies lined up to interview after each other. So if you're enjoying getting a different perspective from the martial arts place, we generally speak to a lot of men, because – hey, most men own martial arts schools. But it's just by pure coincidence that I've got four ladies lined up after each other, which ads a different touch to the podcasts. And as Andrea was mentioning, just seeing it from a different perspective as well.

So I hope you're getting great value out of it. If you are enjoying our show, please, do us a huge favor: the best thing you can do for us is give us that super five-star rating in iTunes. If you do have an iPhone, you can go directly through the podcast app. You can click here and just follow the section to reviews. Give us a five-star review – that would be awesome. If not an iPhone, just wherever you're watching, give us a good thumbs up. Much, much appreciated, and if there any help that you need with your schools’ marketing, perhaps your website, want to chat just about strategy, or get some help, visit us at martialartsmedia.com. We’re happy to help and see if we can help you grow your martial arts school.

Awesome – that's it for this week, I will speak to you soon – cheers!

 

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