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.

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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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53 – [Case Study] Mike Fooks – Doubling Your Part-Time BJJ School With One Successful Campaign

Martial Arts Media Academy member Mike Fooks from Auckland is on a marketing roll! And if his new student signups stay, he's doubled his BJJ school.

IN THIS EPISODE, YOU WILL LEARN:

  • How Mike Fooks has managed to balance his martial arts and corporate life
  • The benefits of online advertising services such as Facebook Ads and Google AdWords
  • How a single Facebook campaign doubled Mike’s student number
  • How the Martial Arts Media Academy program has helped Mike implement his campaign correctly
  • The one thing that Mike could have done differently before he launched his Facebook campaign
  • And more

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

 

TRANSCRIPTION

So already from one two-week campaign. I'm going to, if not hit my goal, I'm going to be at least halfway towards it. In effect, the only reason I've pulled back on the campaign a little bit now is because we ran out of the free uniforms, or close to it. So I've got more on order. When they head, we'll be back into it. Their goal, which I thought was, these people are audacious to try and double. I have a suspicion we're going to hit that fairly quickly.

GEORGE: Hi, this is George Fourie and welcome to another Martial Arts Media business podcast! Today I'm with Mike Fooks and we're going to do a bit of a combination here. I got to know Mike through one of the online communities that I'm part of and we've built a new website for him; which you can check out at groundcontrol.net.nz.

Mike's based in Auckland and we got started with helping him with the Martial Arts Media Academy Program where we help martial arts school owners with lead generation and so forth. Besides that, Mike's got a very interesting story with things that he does in the corporate world and how that overlaps with the martial arts school. This is going to be a fun conversation! So welcome to the podcast, Mike!

MIKE: Thanks, George! Thanks for having me on!

GEORGE: Awesome! So, based in Auckland. Probably going to come and visit you September this year. So, I guess just to start things off. Who is Mike Fooks?

MIKE: Okay, so I spend my time doing a number of different things. Obviously, I'm a martial arts school owner. We run an academy called “GroundControl” where we focus on Brazilian Jiu-Jitsu and mixed martial arts. That's been going for about 11 years now under that name. Been training for a little bit longer than that before we named the school, but that's not my full-time gig. During the day I spend most of my time doing corporate training.

So, working with sales teams and leaders and various people. Primarily on face-to-face persuasive communication whether it's sales or influence in negotiation or even internal communication and conflict management. Those sorts of things and also a lot on mindset and resilience. I'm trained at university in Psychology and then went on and got qualified in neurolinguistics or NLP over a number of years. Then, based on that, my partner and I have a private practice where we do individual work with people one-on-one sort of coaching, counselling, therapeutic type stuff.

Obviously whether it is therapy or coaching just depends on how messed up they are when they walk in the door but hopefully, it's all the same by the time they walk out. And so that's another thing I spend my time doing.

Sometimes people say to me, wow, Mike, well that's a lot you've got going on but to me, it's actually really simple. When people ask me, “What do you do?” I'm a coach. You know? My job is to bring out the potential in others. And I just do that in various formats. Sometimes I do that in the boardroom, in the training room. Sometimes I do that in my coaching room. And of course, sometimes I do that on the martial arts mat.

GEORGE: That's an interesting philosophy. Yeah. It sounds like many things happening but as you mentioned, you're kind of trying to achieve the same result with the people that you work with, just through a different medium.

MIKE: Yeah, that's right. There's often a little bit of leakage between the two things. I get frustrated when I'm teaching corporates, for example, because I'm going, “Look, there are so many great examples of what I'm talking about if you just knew jiu-jitsu.” And certainly, on the jiu-jitsu mat, you know, there are concepts that I will teach corporates about communication or how to problem solve, which make it into our coaching sessions at GroundControl. There's a little bit of leakage involved.

GEORGE: So have you ever then cross-promoted if you feel. Do you cross promote between the corporate training that you do and jiu-jitsu?

MIKE: I have to be a little careful on that because the sponsors that get me involved too, you know, I’m with the sales team would probably take a dim view if they thought I was using that as a platform to cross-promote jiu-jitsu. Having said that, inevitably I tell a couple of jiu-jitsu stories or metaphors and it's not unusual for somebody to tap me on the shoulder afterwards and say, “Hey, have you got more information on that? I'd be keen to have a look.” So that certainly happens.

GEORGE: Alright, alright. Interesting. Now, how did you get started in jiu-jitsu, first and foremost?

MIKE: If we go all the way back, as a kid I did the standard dabbling in martial arts, I think a couple of lessons in judo when I was about six. And two lessons of karate when I was 13. But I got started, seriously in my martial arts career in another style, Aikido. Which I started in 1993. Had always been interested in martial arts, watched all the movies. But got intrigued by this idea of Aikido, based on a conversation I had with a friend of my brothers who was into judo and karate. And showed me a basic kind of immobilization arm lock. And then talked about how Aikido guys, that's what you do in anything like that, just immobilize, wow that sounds cool.

So I did some research and got involved in Aikido. Now, of course, 1993 was an interesting year to start in the martial arts because it was the same year of the first UFC. So I started in April and towards the end of that year, the first UFC came out and, of course, that just rocked the entire martial arts community as most of your listeners will be aware.

At the time, I was at university. And I was working in a video games parlor to earn some cash, part-time. So I would sit on the desk and just load myself up with five martial arts magazines every shift and just devour as much information as I could. And so I was kind of got a front-row seat. We didn't have access to any of the footage or anything like that in New Zealand but I started to read all of the stuff coming out about the UFC and what does it mean that it seems like the stand-up fighters aren't doing so well. Got curious about that.

And then I got onto Usenet. Onto the old newsgroups. You know, before we had online forums or anything like that let alone Facebook. And there were all of these debates that sprung up about my style is better than yours. And I started out 100 percent in the traditional martial artist camp. You know, “Well, a true Aikido master would never debase themselves by entering such a competition.” You know, that kind of thing.

Over time I noticed something really interesting. When people were having these debates about what works, what doesn't what I consistently noticed was the BJJ guys that were saying, well, where are you? Let's get together, let's find out.

And not necessarily in an overly aggressive way although there's always a little bit of that sometimes but for a lot of them it was just a “we can show you.” I'm completely confident that I know how this will go. And over time as I sat there, by now about I think a second degree black belt in Aikido I was thinking I'm not sure I've got that same level of, “I definitely know how this is going to go confidence that these people seem to have.” So I got really curious about that.

And then in 2001, after the first time, New Zealand showed MMA on TV. Sky TV over here ran a weekend where they played back-to-back Pride and King of the Cage events. Old ones. I was on a honeymoon that weekend. Overseas. So I had my new brother-in-law set up in my living room with a VCR player swapping tapes over. And so when I got back I just devoured it and found a BJJ school within a month or two after that. Which, at the time, was not easy in New Zealand. Because there really wasn't a lot going on. Certainly no black belts around. It was early days for sure.

GEORGE: What an awesome and interesting journey. So now you've got the school, and I guess, let's backtrack a bit. Before I met you and sort of what is the school up to at this point in time?

MIKE: Yeah. So we gave ourselves a name in 2006. Up until then, it had been, you know, the standard thing. A bunch of people train in my garage. Most of those, my Aikido students who I'd said, hey have a look at this. And then, hey, let's do more of this and come to the garage. Because I was training them consecutively at the time. That was something that we knew as my club. What we called it because we weren't supposed to talk about it outside of my club. And then over time that grew and grew and grew. We started to get more and more professional. My coach, John Will runs a competition every September called, “The Gathering.”

The first time I went to that, one of the things he had done for the school owners got a bunch of Australian school owners together, I think it was about five of them, to give us some tips. I remember, you know, Fari Salievski was there. And a few other people. Frank was there. And so I come over with like, 48 action items about how do we make this thing more professional. And then over time, we got more and more so by the time we hit kind of the end of 2017, I'm running a school which is muddling along alright. You know? It's a part-time school. I'd got to the point where I had realized that look, I'm only part-time in this, it is never going to be a huge money spinner for me. If I can, you know, break even and get a little bit of pocket money but keep the thing going, that's pretty cool.

So 30 students on contract, and then with the various people coming through, beginners trials and various sorts that we had. I was probably content to leave it sitting there. Except for a conversation that I had with a guy, Trent Rice. Who some people know as Bear in the jiu-jitsu community. He was over from Australia to do some work for his day job. And he said, yeah, I want to come train, can I come along? I said, sure.

So we met each other on the ferry from town back to where I live. And we had a chat and he was just in the process of looking at going full time into martial arts and he mentioned, you know, one of the online communities that he was involved with which is, you know, where we hooked up. And it started to occur to me that, hey look, I don't have a full-time brain to put on this.

But if I can start to connect with people that are thinking about this full time and have figured out what works and what doesn't, and just do what they say, maybe I can actually start to make some gains I'd kind of put away on the shelf. In terms of ambition, for a little while. So I started to get quite excited at that idea and over the last, even just last month or so since we've really started firing, it's really starting to get quite exciting.

GEORGE: Fantastic. And full credit to the community that's Paul Veldman's Martial Arts Business Community.

MIKE: Yeah, absolutely, yeah I've seen various things like that throughout my Facebook feed from time to time and I was always a bit suspicious about, you know, there's a lot of people out there making money off telling people how to make money. But don't usually make money any other way.

So the fact that Trent knew Paul personally and he logged in and he showed me some of the stuff that was going on gave me a lot of comfort that, hey this is going to be worthwhile. And, you know, the investments I've made around things like that community, the website, the Martial Arts Media Academy are paying themselves back very, very quickly and very, very easily.  

GEORGE: Cool. So let's have a look. We made some changes with, first and foremost, got you set up with a new website. I mean, I'm a fan, obviously, of all the websites that we create but I'm really a fan of the GroundControl website, just how it came out in the end. I mean, it took a while for us to really fine tune and get through the obstacles, but it really, for a jiu-jitsu website it really, it brings out a lot of color and I'm using it as an example within the BJJ community, for websites that we are developing.

So we got you set up with the right tools. And then you got started in the Martial Arts Media Academy. Before you got started, what type of lead generation were you doing on the internet?

MIKE: Yeah, not a lot to be honest. Most of our stuff came through word of mouth or, you know, maybe they'll find us in a Google search. I had dabbled in Facebook so I had done the odd promotion here and there. Start of the year, come at half price or come in and your friend trains for free or something like that. And they would bring in maybe four or five people two of which might hang around and we thought that was a pretty good job.

When I did those sort of promotions I wasn't throwing too much spend at it. Very conservative. Because I wasn't quite sure how much they'd pay off. So I dabbled but it hadn't really amounted to too much.

GEORGE: Alright. So you got started in the training. So what part has helped the most? And then we'll talk about what you're doing right now that's really working as well.

MIKE: I think, in terms of what part has helped the most, I mean it's all helping but I think just starting to feel like I can never get in my way through things. So when I had dabble before, you know you go into the ad manager on Facebook and there are all these different options, you know, what's the objective of your campaign, this that or the other, and so I was kind of like, click, click, click, click. That'll do.

So to be able to kind of sit down and have you kind of work me through some stuff live and go, oh, okay, so I want interaction and I know the reasons why I want interaction now. And actually being able to figure out how those consoles work and why I would make certain decisions when we have those sorts of choices that was a huge help. Because the ability to be walked through your first time is where you get your understanding from. People can throw theory at you all day, but when you actually start you know, I literally had you on one screen while I had the thing on the other screen going, “and now what? I'll click on that? Okay, now I'll click on that.”

And so and with the content creation as well in terms of, here's how you design your ad and this is what your copy should look like, all of that stuff made me much more focused, I think, in what I was doing.

GEORGE: I guess this is the biggest pain point for me or frustration. It makes me want to rant, and I don't really rant. But it makes me want to rant, is a theory without substance.

MIKE: Yup.

GEORGE: There's a lot of, this is, you should do this, but there's not “here's how to do it.” And a lot of the times, the people who are talking the ‘what’ are not actually doing the how. So you can buy into a concept of coaching where you kind of can be shown how to do it, you should get another guy to do it. Us.

MIKE: That's right. You know, when I think about it, as you talked just now, that's exactly how we teach martial arts. I don't show a bunch of beginners a move and then say, good luck, go and try it out, right? I show them the move and then I talk them through each individual step to make sure they're on the same path. So it kind of felt like that. That I was being given, hey here's what you should do and why, but now here's the bit where I'm going to talk you through each step and then I can play along. And before I know it I've got an ad campaign running.

GEORGE: Of course, it's one thing to be walked through, but then that's where, and the same as in martial arts, now you know how to do it, but now you apply it, and it doesn't work the way you were … actually experienced it. And then, that's I guess where the key part comes in. You know, what we really try and focus on in the academy is, alright, you've implemented, now let's correct. Let's see if we can fine-tune, let's see if we can fix things and get them working in the end.

MIKE: Yeah, that's right and that's where I think the value of those. We've got a lot of content about here's how to set up Facebook and here's how to develop content and AdWords and all these sorts of things but the coaching calls are really, really valuable as well. Because you know, you come along and go, well this is what I'm doing right now, that's what's relevant for me, and ask you questions and there's always really good content generated either it's from my own questions or other people's. So I think that's why coaching calls are really valuable. And really valuable to get on live. Rather than just watching the recording sometimes as because you come up with questions that you wouldn't have asked, you know, other people don't necessarily ask so that's really cool.

GEORGE: Awesome. You were having some good results with your campaigns in the beginning of the year, where are you at with your campaign?

MIKE: When I first signed up to Paul Veldman's group, you know, the first thing I saw him say is, you set some goals. I thought, well, yeah, I know about setting goals. I teach people about that so I better do one and so it's been, what on paper sounds fairly ambitious, even though we're starting from a small base is to double membership and it's been done relatively quickly.

So I have 30 people on contract, this takes that to 60. That would be good. So once the website was up and I started the Facebook campaign, I ran that campaign for about two weeks. No more than that. And at last count, I think we've got close to 35 paid trials. So over the next two to three weeks, we'll start to see how many of those paid trials tip over into full membership. But certainly the feedback I'm getting from the people on the trial is that they're loving it. So we should convert a reasonable amount of those.

Already from one, two-week campaign, I'm going to if not hit my goal, I'm going to be, you know, at least halfway towards it. And, in fact, the only reason I've pulled back on the campaign a little bit now is that we ran out of the free uniforms or got close to it so I've got more on order when they head we'll be back into it. That goal which I thought was, you know, these people are audacious to try and double, I have a suspicion we're going to hit that pretty quickly.

GEORGE: That's awesome. So you've gone from, so you started up with 30 students although you've got them in the trial so you've kind of doubled but not, obviously, proved down the line where things are at. Yeah.

MIKE: Yeah, that's right. Yeah, I'm fairly confident because our retention rate from trial into full membership tends to be pretty good. Having said that, I have redesigned how that whole thing works based on the advice I've got from you and Paul and various people like this is the first we've used paid trials. Which I think there's a lot of hesitation about for people that are used to going, hey, a free week. To go to paid trial, certainly in New Zealand, I don't see a lot of that going on. But it's worked really, really well for us.

So the fact that they've got that skin in the game and I know we can give them a really good experience over four weeks. It's going to be really interesting to kind of look back in four weeks’ time or so and go, okay, what was our conversion rate? But I'm expecting it to be pretty solid.

GEORGE: That's awesome. That's really good going. Well done. That's awesome. So, and I'm thinking, though, that the fact that you've run out of uniforms, I'm like, alright, those create perfect conversations for your marketing campaigns as well. You know.

MIKE: Yeah.

GEORGE: You've sold out, here's a waiting list. We'll let you know when the next batch comes in. And then that creates a whole new urgency campaign for your next follow-up because, yeah. People missed out, now they've got to jump on board and they've only got, you know. They missed out the last time. They better jump on.

MIKE: That's a really good point. Literally, just before we came on this call, I got a message pop-up from, because we had, like, over 200 people message us with an expression of interest so I've got all those leads that I started to go back to and say, hey, are you still interested?

But one of them popped up and said, hey, is this thing still on? So I was about to go back and say yes and just, I really hope you're not a size 5. But yeah, that's a really good point. We can go, “Well, actually we've sold out but you know, over the next two weeks we might launch it again so just look out.”

GEORGE: Yeah. Waitlist. Awesome. I like that.

MIKE: Nice.

GEORGE: Good stuff. Okay. Just a couple of things. And just for, you know, as part of the case study of course, of the Martial Arts Media Academy program, who would you recommend it to? And why?

MIKE: Pretty broad. Martial arts school owners that want to grow. Because I think there's a lot of people. So my school, for example, we've tried this on adults, I notice a lot of the schools around have got real kids focus. But that hasn't made any difference to me in terms of the quality of the content, it's all completely applicable.

By the standards of some schools, we are relatively small so I know a lot of people look at the initial outlay and go, oh, that must for really big professional schools. But that's not us. In some ways, I think it's even more useful for people our size because, you know, I don't have time to really think about this stuff and figure it out so I was kind of groping in the dark a little bit. And in terms of, you know, what it costs to get on the program, you know, you make that back with a couple students pretty quickly.

So I'm really interested, as I look around the New Zealand scene, there's not a lot of people taking a sophisticated approach to this. When I look at the results that I've had, part of that may be that my competitors just aren't doing it this way. So I think anyone that really wants to grow and stay up with the game or enter the game, it's really worthwhile. You do have to put some time commitment into it. You know, the financial investment is probably the easier thing. The time investment is the really important thing. There's so much great content in there that you're going to have to go through it a few times you know, I've got notes scrawled everywhere and then go back to the recording as I'm doing a particular campaign.

So as long as people are free to put the time investment in, I struggle to think of a school that wouldn't benefit from it unless the person themselves is already pretty sophisticated in not just marketing, but specifically online marketing. But I don't see a lot of that it martial arts.

GEORGE: Yeah, thanks, Mike. And you bring up a good point on time because there's time spent and then there's time well spent. I mean, either way, you're going to have to spend the time. You're going to have to spend the time to do the marketing and I mean, you can take an hour to do an okay or really mediocre job at your marketing, get frustrated, not a way to ask for help. The biggest danger of that is reaching a level of frustration where you just, this online stuff is crap or, you know, just, I don't have time to deal with this. I'm not going to do it. And you abandon the whole thing. And your business suffers.

Or, what's worse is, you know, people get a call from a company that says, hey, we can get you on the first page of Google and they have no sense of an actual overall strategy that you need for your school and again, it could be the easy way out, because you can just pay money, but if they don't know their overall strategy, they're just catering for one touch point. Which is search? The search engines. When you've got to cover for all six to eight interactions that are going to happen before conversion.

So you've got to be covering all the steps. If you get educated, get a bit of a strategy, it's easy to spend money on getting the hands to get people to do stuff, as long as you actually know what to do and what to look out for at the end of the day.

MIKE: I think that's really right. I think, if I had decided, look, I really want to put some focus into growing the school, I'm going really spend some time over generally to do that but I want to do it myself. What probably would have happened if I would have sat down with my partner Carleen and we would have spent, maybe even as much time, maybe even more time. But we would have spent it on completely the wrong stuff.

You know, there's design, there are ads, and you have to get really finicky over how the image looks and really kind of tweak that to the nth degree. Within actual fact it was much better just to go, let's just blast out five images, three for BJJ, two for MMA, split test them, see what works. And after a couple of days, we know what the winner is. And as you had indicated, it's always the one that surprises you. You know? It's not the one I would have picked. So a lot of those sorts of things but sort of sacked a lot of our time trying to finesse stuff that could have been done a lot more simply and then that time spent put back to more things.

What I like about the academy is, as you just kind of alluded to, is the comprehensiveness of it. What I'm excited about is, we've got these results already just from one Facebook campaign. Now, we've got some professional videos that have been done which are going to land sometime this week so I'm already excited about how we're going to introduce them, let alone through email campaigns and content strategy and AdWords working properly. We've got this much growth but we've really just scratched the tip of the iceberg.

GEORGE: That's exciting. Yeah, I look forward to seeing the videos and really looking at a few things that we're trialling right now with all the new changes within Facebook and how to really get that message out. Hey, Mike, it's been great having you on, is there anything I should have asked you? That I haven't covered?

MIKE: Is there anything that you shouldn't have asked me?

GEORGE: I know, it's sort of that question that people ask when they think they haven't asked enough questions.

MIKE: The only thing I guess I would add, thinking about the most recent campaign that we've done, it comes back a little bit to the commitment thing, is it's one thing to throw up an ad, and I kind of came into both Paul's group and your group hoping for, look, you can tell me how to automate everything so I can just press go and walk away and the club will just go boom. And of course it doesn't work that way so you know, we aim for interaction which means that I was, every day, once or twice a day, sometimes three times a day, having to log in and go, oh look, there are another 30 responses here, I've got to go back and respond to each one.

Now the response was pretty easy, ones I cut and paste into a PM but just be really disciplined about that. Because it's one thing to put up a shop front and say, this is a really great shop, come and look in the window but if you're not providing something quality in terms of experience when they get there, then it's all for nought.

So, the Machado brothers had an expression in jiu-jitsu, “Swim, swim, swim, die on the beach.” You know, you don't want to have to do all that work and then just follow over the last hurdle through, not doing you're follow through and your responsiveness and those sorts of things really well.

Probably the one thing that I would have done differently if I went back, and even though I had heard warnings about this from yourself and Paul, I don't think I had got my admin geared up well enough to handle the sudden influx of people. So we've given them a pretty good experience signing in but there are just a couple little things I've seen fall through the cracks. Only one's got their membership card or they haven't all been given the beginner's manual for some reason. So, looking forward, next time my site's running campaigns I'm really going to make sure that all that stuff's locked in and ready to go. Because it kind of caught me by surprise how many people signed up so quickly.

GEORGE: Very good point on a few things. The messaging, I see a lot of people want to automate too quickly and I hear, I see in communities, people get frustrated about the mundane responses that they've got to give but there's a big lesson in those mundane responses and yeah, look, sometimes people are just ignorant but you always got to look at your marketing and your message and say, alright, why's this coming up all the time? If everybody is asking what your location is, hey then just put at the end, “Conveniently located in the suburb.” That might just cover it.

o you've got to pay attention to what people are asking and those are the objections that you can turn into better marketing next time. It's all about learning and I see people too quick to want to automate it. And I always say, you can't automate something that's not working manually. If you can't sell your membership face to face or in a text message then no chatbot or anything is going to do that magically for you.

Your conversion is going to go down. So master that first, and then you can go and add all the automation but you've got to get the conversion right first. And I mean, if the … when the offer converts, everything else works. You know? You can go and you can go tweak everything else, but getting that offer to convert first, that's the real art. And that's the real work. And if you can focus just on that, then you can get fancy. And then you can start taking your campaigns to a higher level if that's really what you want to do. And really scale it up. For the next school, opening multiple schools and so forth.

MIKE: Absolutely.

GEORGE: Awesome. Hey, Mike, it's been great chatting with you. So people can find out more about you at groundcontrol.net.nz and anywhere else people can find more info about you?

MIKE: There's a little bit about my corporate stuff on my other website which is kineticpotential.co.nz. So the stuff about the individual coaching and the corporate work I do there is on there. So, yeah, those are the two places to find me.

GEORGE: Awesome. I think we could probably do a round two and go really, really deep into some psychology stuff and things that you do in your day job and how that connects with your martial arts. And if you are interested in the Martial Arts Media Academy where you watch this you can just send us a message or you can go to martialartsmedia.academy and find out more about that. Mike, great speaking to you face to face for the first time. And I will see you in Auckland this year.

MIKE: Looking forward to it. Thanks, George.

GEORGE: Awesome. Thanks, Mike.

 

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51 – How To Run Your First Facebook Ad For Martial Arts

The one thing to master with your first Facebook ad for your martial arts school.

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IN THIS EPISODE, YOU WILL LEARN:

  • The biggest mistake martial arts school owners make with Facebook advertising.
  • How to avoid marketing frustration and simplify.
  • The one thing you need to get right before getting fancy.
  • How conversation leads to conversion.
  • And more

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


TRANSCRIPTION

Hi, this is George Fourie from martialartsmedia.com and in this video training, I want to share with you a few tips to really consider if you're starting to run paid advertising, especially if you haven't run any paid ads before, particularly I want to base the concept here on Facebook ads.

Now, when it comes to optimizing for things like Google, it can definitely, the logic still applies, but the framework here – I just want to apply this on Facebook ads and the reason this came up is, you know, Martial Arts Media Academy program, we're running a bonus for our members over Christmas and New Years, where we are helping our members structure a campaign, structuring a Facebook ad campaign and structuring campaigns for the New Year. So we're working with our members to really get stuck in and venture into this world of paid advertising.

So, a few things have come up where I see a lot of people are getting stuck, so I wanted to share this training not just with our members, but with everyone because I felt that it’s an obstacle that a lot of people run into and I think if you focus down and you really simplify, then your chances of succeeding is a lot better and the minute you're going to get some results, it’s going to give you some confidence to run more ads and it will keep you going. Because I know when you start running paid advertising, it can be very demotivating, right?

Maybe you're not really tech orientated and you struggle with the technology part and then you don't really know what you're doing, so you're trying to piece all these things together. And it can be really hard, really frustrating and this is why a lot of people just give up and stop trying.

So I want to give you a few simple things to look out for, what you should be doing first, what you should be doing last. Not so much what you should be doing last, but what you should really do first. And then you can go on and get all fancy with everything else, OK? But most people don't get to the fancy part because they're trying to get all fancy in the beginning and then they lose money, their campaigns don't work, they get frustrated and move out.

All right. So we want to turn that around here. I want to show you how you can get your campaigns up and running, get a result fast and then move on and really start scaling your campaign. All right, so let’s see how this works on the iPad, I'm going to draw this out.

So let's typically look at the whole process here, so if we're going to break it down into the simplicity of all this. So we're obviously looking for, we've got a prospect, we'll give him an average male face and ideally obviously, we're working towards a student, let's throw in a little kick there. All right, and a smiley face. Ok, cool.

So the first thing we've really got to get right is, we've got to start with who's the target, so who we are actually looking at, who’s the demographic, who’s going to see this ad. And it’s important to have this linked up because you want to show the right ad to the right person at the right time, obviously as well. Right time for them, that the ad is actually applicable to them. So who's the target?

And then we've got to look at what's going to be the offer, all right? So let's just do that for the offer, OK? So what's going to be the offer? You've got your target, so you've got the right target and then we want to show them an offer that's going to be a message to market match for them, all right? And then what we've got to put in front of them obviously is an ad, OK? So we've got to have some ad copy, OK? Very neglected art skill to learn, writing copy can be a hard thing and the easiest thing to get it going is just using a simple language, don't get fancy, just think of simplicity.

And then, with Facebook obviously, you're also going to have to have a bit of a picture, all right? Maybe we've got our happy students in there doing this thing. I know that's not going to be the best-looking thing but the picture and then we've got a call to action. All right, what do we need these people to do? And the call to action can be many things, right? It can be, they've just got to leave a comment, or try and make somebody that's that's a guy speaking, hurray! Or we've got a message, we can send them a message. And then, obviously you can have your website link, you can maybe use the phone, etc. OK, so you can use whatever to compensate for your call to action. OK?

But here's when I see people really get stuck. They try and get fancy in all these little steps in the funnel, OK? Which means every little step here, every little column has a different obstacle that needs to be optimized that it can work. So what's going to be happening is, you've got a lot of work to do. And your chances of success are going to be so slim because it’s your first time that you're running an ad, then you've got to get your targeting right, you've got to get your offer right, you've got to get the ad copyright, the right image.

And then which call to action? Which call to action are you going to use? Are you going to send them directly to your website? If it’s not congruent with this offer here, then I definitely wouldn't do that. Are you going to send them to a landing page? Awesome. Was your landing page professionally designed, with professional copy, with the right call to action and conversion elements and all that in place? Awesome.

Then you stand a chance, but at the end of the day, you've got to look at what's the lowest form of, what is the easiest thing for people to do and how can you get your result the quickest? And the quickest way you're going to really get the result would be this part over here. Hang on, let me just draw this properly here. It's this section over here, OK? Because if you can get the offer right, then all the hard work is done. Yes, it’s got to go to the right target audience, OK?

Yes, you're going to have to have the right copy. But if you have awesome ad copy and the wrong offer, it’s not going to work. Or you can have the perfect call to action, but the offer is wrong – and it’s not going to work. So yes, your targeting has got to be spot on, but you've got to have an offer that converts. If the offer converts, everything else is going to work, OK?

So what if you break it down and you just think of removing everything else, what can you do to get the student to sign up and put the right offer in front of them and remove everything else? What are all the obstacles that are going to be in place? Because if you don't have an offer that converts, then you can have the best ad copy in the world, you can have the best landing page in the world, you can have all the tools, the call to action, the bots that reply and do all the things for you. But you've never made a sale, but you're trying to implement a bot. So, getting the offer, getting a sale online and making sure that your offer converts and people actually buy it – that's going to be the core part.

So, break it down further, then what can you do to actually facilitate that, right? Well, you've got an offer that converts, now what do they need to do to get it? Well, they need to engage in a conversation. Your easiest way to get there is to start a conversation. Conversation is going to lead to the conversion. So how can you get the conversation started? Because if you can get the conversation started, then you can lead to the conversion.

That means you've got to pick up the phone and talk to them and really get to understand their objections, their needs, their wants and what it is that you were missing in your ad, then do that five or ten times, because I can guarantee, the next time you create an ad, you are actually going to earn, you're going to get results.

All right, I hope that helps. If you need help with your Facebook ad campaigns, or your Google ads, especially if you're running, at the time of recording this, running into sort of the Christmas season, running into January which is the peak time here in Australia and New Zealand and most parts of the world, then leave me a message where you watched this video and we’re happy to help.

All right, thanks a lot, speak soon – cheers!

 

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50 – Australian Martial Arts Hall of Fame Inductee Grant Bannister Shares 40+ Years Of Martial Arts

Grant Bannister recent inducted to Martial Arts Hall of Fame shares his 40+ year martial arts journey.

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IN THIS EPISODE, YOU WILL LEARN:

  • The improvements in the martial arts industry in the last 40+ years
  • How to become an awardee of the Australasian Martial Arts Hall of Fame
  • The motivating factors that made Grant stay in the industry for a long time
  • Why martial arts is more than just about self-defence
  • And more

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


TRANSCRIPTION

People say to me, oh it was really good back in those days. I wouldn't change it. The progression is fantastic.

George: Hi, this is George Fourie, and welcome to another Martial Arts Media Business Podcast. Today I am speaking with Shidoshi Grant Bannister. Now, Shidoshi Grant Bannister has been in the martial arts industry for a very long time, so we're going to have a great chat just about where he's come from, and he's also just recently got inducted into the Australian Martial Arts Hall of Fame. So we're just going to have a bit of a chat about that. Welcome to the show, Grant.

Grant: Thank you, George, and thank you for having me, it's great. I've watched, loved your podcast, and they're really great so I feel honoured to be part of it.

George: That's fantastic, awesome. Let's start right from the beginning, Grant. Who is Grant Bannister?

Grant: I've been a working guy all my life. I was a TV technician. We've got a family of three kids and four grandchildren. I started my martial arts journey way back in 1959 under a guy called Wally Strauss. I wasn’t interested in football and this guy said, “Oh, we're gonna do Judo.” And I said, “Oh, I don't know what it is but I'll do it.” I trained for a whole year with Wally Strauss. I left my martial arts go until I was 29, I think I was when I got back into it. My journey started then and been enjoying ever since.

George: Fantastic. So, 29, and then when did you start on the path of instructing?

Grant: I started with a guy called, with San Chi Kai and Mal Lomax. Mal was very big into once you've got the knowledge, now you start teaching, which is great, I think that happens a lot nowadays. Probably less than two years after I started I was teaching, and Mal asked me to open up my own club, which I did down in Blackburn, and we went from there. Unfortunately, Mal passed away a few years ago. He moved to Queensland in 1996.

I didn't stay with San Chi Kai. Another chap and myself just started training in the garage. After a while we got more and more people coming in and all of a sudden the garage was full and we had to start looking for a hall. Then I thought, well we'll have to start putting something together, make it our own style. We called it Bukido Karate, that was in 1986. We've grown slowly from then, not in a large amount, but in that time I've probably taught thousands and thousands of students. It's been a great journey, I've had some amazing people by my side and that makes you want to keep going. People say to me, “Oh, you're 74 now, it's about time to retire, move around Australia.” But I still get a big buzz out of seeing the kids starting to show respect towards their parents and us. So it's still a journey.

George: For sure. So, 74 years old, wow, that's good going. I want to calculate the years back. So you've been doing martial arts then for the last …

Grant: Forty-plus.

George: Forty-plus? Fantastic. So, forty years, that's my lifetime right now. In comparison from where you started to where things are now, what's sort of the biggest changes and adjustments that you've had to make along the way?

Grant: Back then was crazy, everyone used to belt the hell out of each other and it was really, really, dangerous. People lost kidneys and all sorts of things. Of course, O.H and S would start to come in people realized that they could get sued so it all changed. But it was a good time, I had a great time with security and all that sort of stuff with Mal Lomax had contacts and we spent a week with Olivia Newton-John when Xanadu was opened. We had the Boomtown Rats and quite a few other celebrities. It was a good time. A lot of those people liked the martial arts and they wanted to become a little more involved in it. I think Bob Jones had Fleetwood Mac at the time, Richard Norton was bodyguard with Fleetwood Mac. They were good, fun times. It wasn't a lot of animosity amongst the crowds. Although we did have problems, but, it was just a really, really, good, fun time for me.

George: Did you pursue that bodyguarding type of role for a long time?

Grant: I think it was about four years. It was a security thing, it wasn't a bouncing thing. I think when we did the Olivia Newton-John thing, she got the keys to the city of Melbourne Town Hall and there were thousands of people there. It reminded me of the Beatles days. I was just telling someone the other day, even getting her to the car was almost impossible, it was so packed. We got down to the car and Mal said, “I don't know how we're going to get her in.” So he opened the door and I had to lean against the car and push the door open so she could get in. The next thing, I had this guy sitting on my head trying to get her autograph. I'm trying to hold the door and this idiot is sitting on my head, I couldn't do anything about it. It wasn’t all about punching and kicking and all that sort of stuff, just trying to do the right thing and trying to keep the celebrities safe from the crowds.

George: Sounds like interesting days.

Grant: It was, certainly was. Nothing comes close to that from what I've done since.

George: You mentioned that people were losing kidneys and things like that. Was it basically due to not regulations and things in place in the industry?

Grant: It was. Back then, even the bouncers in hotels they didn't have name tags, they could do a lot of damage and just disappear. A lot of them would turn up into martial arts. All they wanted to do was fight full contact. Some nights you felt you were just trying to stay alive, keeping your hands up and moving around. It was a very brutal learning curve. It slowly changed, and people say, “Oh, it's not the same nowadays, it's watered down.” But the way I look at it is, if you've got, you're teaching children and they can go out and they've got some self-defence. Dave Kovar always says some self-defence is better than no self-defence. If they've become more alert and they're more courteous to people and they can understand where the other person is coming from, they've got a lot less chance of getting into trouble.

George: Yes, that's something that Dave Kovar also mentioned on the show that was when they started with teaching martial arts, it was all about adults and there wasn't really kids martial arts. It only started at a later time. Now, in that time, do you feel there's been a bit of a shifting? If you say it's a bit watered-down, do you think the focus has changed in martial arts that it's maybe not that much, well, it's still focused on self-defence, but that it is a bit more watered down, as they say, to accommodate the kids and other people within the martial arts and also with sports martial arts, I guess?

Grant: I have quite a few conversations with Graham Slater, and he's into the insurance, obviously. But you don't want to get sued for teaching wrong techniques or dangerous exercises. When the Martial Arts Board came in in 1988, I think, they tried to close a lot of schools down because of the dangerous exercises. You don't want a child or an adult coming to your club and learning things that could damage them later in life.

Like, myself, I haven't had knee replacements but the uni closed, but everyone I've trained with has had bad knees because we used to do probably an hour of those bunny hops. Of course, the Australian Institute Of Sport, they had a good look at all this and tried to change it. Any of the cowboys that are still around, they risk being sued and the insurance companies won't stand by them if they're doing stupid things in their teaching.

George: I guess it's more of a way of the world. That's really just what's happened. Everything gets regulated to the point of, you've got to be covered and especially with something like martial arts, that's got to be the worst side effect, damage to your business and obviously the people that you damage in the process. But that's got to be the hardest thing to overcome is if you have people go through an injury or something and all the spotlights are on your school for doing potentially the wrong thing which was injuring someone or harming someone within the training.

Grant: Yes, that's correct. I think most people are more aware. We've got so much knowledge now with, you can watch YouTube or Google stuff. The only thing that worries me a little bit, I've always loved nunchaku, that's been my thing.

You really can't teach a lot of weapons now without everyone getting a license. So it's not just the teacher that's got to get a license, it's the person in the class has got to get a license. And the kids love weapons. They love wooden weapons but things like bokken, the wooden sword, you've got to have a license for a lot of stuff. Sometimes I think, yeah well, if someone had a dangerous weapon from one of the big hardware stores, you can walk out with a chainsaw or whatever, compared to a bokken, it doesn't make sense to me. I can understand why it should be regulated but sometimes I think they go overboard a little bit.

George: Yes, bubble wrap everything, bubble wrap the kids. Now tell me about induction into the Australian Martial Arts Hall of Fame and congratulations, of course.

Grant: Thank you. It was a very good weekend. I've been to three now when my friends have been inducted. It is a lot bigger than most people know about. I'd spoken to George Kolovos, I said, “You know that?” And he didn't even know about it, so there's a lot of people out there and really good leaders in the martial arts that should be recognized. The Martial Arts Hall of Fame is a good way of doing it in Australia. There was, I think there was, two or three came from New Zealand this year. So it's the Australasian Martial Arts Hall of Fame as well. It's very humbling to be amongst these amazing people. Some of them have done incredible stuff. To be a part of that was really good, it's a good weekend.

There was a guy with Taekwondo called Paul Mitchell, he actually ran it up in Sydney and put a lot of effort into it. There was probably, we trained all Saturday and Sunday. The dinner presentation night was on a Saturday night. So it was probably on the floor, training would have been close to 100 at one stage, and these are all, most of them are high grade so they do add lower grades in it to train. But the knowledge you gain from the whole weekend was just sensational. I took up about twenty of my guys and they all came back raving out it, saying that they loved the cross training of the different level. I thoroughly recommend it if you get a chance. It's in Hobart next year in August, yourself or anyone else that can get along, it's a good weekend.

George: Sounds great. Do you know what the actual criteria are to be inducted?

Grant: They've got different levels, I think you can get an instructor and there are all different levels where you get up to the old people like me. I think mine was called a Lifetime Achievement Award. There are different levels so younger guys can go into it, but usually, you've got to be recommended and, as I said, they really go into your background. You can't just go up there and say, “Oh, I'm a twenty-third degree, I think I deserve it.” That just doesn't happen. They go into your background and your qualifications and your grading and stuff like that. You can see it online if you look up AMAHOF, I think. No, www.amahof.asn.au I think it is, worth having a look.

George: Fantastic, we'll do that. Grant, tell me, you've been in the industry for a very long time. If you could reverse things, in the current situation of where things are going in the martial arts industry, what do you see is great, where it's moving forward and what do you see as you wish it was back to the roots or back in the day?

Grant: People say to me, “Oh, it was really back in those days.” I wouldn't change it. The progression is fantastic. You see even people from overseas, like Tom Callos and Barry Van Over, those sort of guys, they give of themselves so much. I mentioned Paul Veldman, he gives of himself so much. You can join the Paul Veldman's group which is MABS, M-A-B or something it's called, which is a little bit more in depth but they still give freely of their own knowledge. The beauty of that is, is what we're taught about safety and stuff like that. People get to know what is safe and what is not, and they know if they go down the path of teaching kids the wrong thing, I mean being choked out and stuff like that, then they won't be around long. If they do the wrong thing and they get sued, the insurance company doesn't stand by them, they lose their house, their assets and everything. So everyone's got to tow the line. My wife just turned up, hi.

George: Hello. So Grant, who are the students that you have trained that you are most proud of?

Grant: But Crystal Ladiges won the ISKA Women's Black Belt Division in 2008. That's the overall division that I've earned out of all the black belts. That was the ISKA World Titles. Ross Rodolico won the Black Belt Division in ISKA in 2002. Stretching my mind a little bit. We've got this other Title holder called Danny Owen, he's got a young family now, so he trains occasionally.

Graham Slater ran this competition trying to find the best martial artist in Australia. It had some strange criteria but my guy Danny Owen won it. We went out to Lysterfield, there's a big monastery out there for the Buddhists and they had a shaolin monk come out and present him with the winnings. He went and stayed with the shaolin monks for a week, just training with them exclusively. He was taken around China with every other winner from every other country with a show. It was a life-changing experience for him. To have three brilliant people like that around you, it jeers you up, it makes you want to do more.

I've got a granddaughter, she's 16 and she's the only one in the family that's trained with me and she's loving it but you can see her journey's just starting. It's a bit of a long journey.

George: Definitely so. So who has kept you going in your martial arts journey, that's walked the path beside you?

Grant: All the black belts, I've got about, probably got about 15, 20 black belts at the moment with me. The standard of these guys is fantastic. I think sometimes, people come into your club and they look at you and then they sum you up and they either stay with you or not. Sometimes they look at you, and if you're not aggressive enough they'll go to someone who's got an aggressive output. Whereas we try and be, help each other. It's like Paul Veldman's club, Kando Martial Arts, all those guys down there, I've trained with them and they're all fantastic, they all help each other and try and jeer each other up. We do the same with us. That's kept me going.

I've had a girl who is virtually my manager now, Bella. Bella's been with me since she was five. Back in those days, she's 23 now, I wouldn't take anyone under about six or seven, it was unheard of. The mother just virtually begged me to take her and she's been with me ever since and is still continuing her martial arts journey. It's people like that that keep you jeered up and keeping me wanting to go down to the club all the time, helping them and seeing them getting better and better.

George: Awesome, fantastic. Grant, last question from me, what's next for you in your martial arts journey?

Grant: There are a few things I've got in the pipeline. Obviously, the physical side is getting less and less. But I do like the lifestyle that martial arts does. It does keep you healthy. My wife just walked in and she does an hour walk every day. She's 70 years old and she walks an hour a day. The doctor said to her, she's the fittest 70 years old he's ever seen. Martial arts promotes healthy living and all that and I think we've got so much to offer the community. I don't understand why it's not accepted as much as a lot of other sports.

Another thing I've been working on ABOK with Kancho Terry Lim, which is Australian Board of Kanchos, which is like a grading panel. Now we're running into a few problems there because people are coming up and wanting to grade to a fifth-degree and they've only been training for three years, so that's a bit of a nightmare. But I've got people helping me like Bruce Haynes and Tony Ball and Graham Slater, people like that, who are on board. A lot of people go into their own styles and then they don't know where to go for grading. So we're working pretty hard on that as well. I do hope to continue my club. I'm not too worried because we've grown dramatically, I like to know the names of all the kids that come in. So it gets too big, you sort of lose control of that personal contact.

George: For sure. Grant, it's been great speaking to you and, look, I've gotta say, you're probably a legend in the industry. You're a true testament to living the lifestyle all the way, and at 74 years old and you've got no sign of stopping. Congrats to you, well done. Lastly, if anybody wants more information about you, where can they, which website can they go, where can they find more information about you?

Grant: I gotta talk to you about the website, obviously. Do it yourself isn't quite the right thing to do, I realized that. www.bukidokarate.com.au, it's one word, dot com dot au.

George: Alright, fantastic. Grant, it's been great speaking with you and I will speak to you soon.

Grant: Thanks, George, I appreciate you having me, it's great to talk to you as well.

George: Awesome, cheers.

Grant: Okay, bye bye.

 

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49 – Martial Arts Websites vs ClickFunnels & Page Builders

ClickFunnels and Page Builders can be great, but is that what you really need instead of your martial arts website? Here's my take.

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IN THIS EPISODE, YOU WILL LEARN:

  • Do you need a hole or a drill (and a driller)?
  • The myth about what you need to create a sales funnel
  • Doing the ‘Richard Branson Test’ for your martial arts business
  • What a basic martial arts business sales funnel looks like
  • The difference between an internet marketing funnel and martial arts school funnel
  • The important factors that influence customers’ buying behaviour
  • And more

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


TRANSCRIPTION

Hey, this is George Fourie from Martial Arts Media, and in this video, I'm going to give you my take on websites versus ClickFunnels, or what I'm going to refer to is real martial arts websites, I'll explain why in a minute, versus ClickFunnels, Leadpages, and other page builders. I think there's a bit of confusion in the marketplace about what a funnel actually is, what part of a funnel you actually need, and for what type of business? Do you need the same type of intricate sales funnel structure for a martial arts business versus if you're selling digital products, or you got an e-commerce store or something like that?

There's a bit of confusion, and I was on a webinar yesterday where the guy I was referring to doing a comparison between a website versus a funnel, a sales funnel, and kind of saying, “Look, the website model is dead. You need sales funnel.” But I think that creates confusion because why does it need to be different? It doesn't need to be different. It's the same thing, it just means one website model was developed with an old mindset, with the sales funnel was not. It doesn't have to be different.

Do you need sales funnel? Absolutely. Does it need to be separate to your website? Definitely not. There's a bit of confusion with that, so I'm going to be as diplomatic as possible here, and want to give you my perspective on the difference between ClickFunnels, websites, martial arts websites, really crappy websites, good websites, and other types of page builders. And look, we've used them all, and I'll give full disclosure, martialartsmedia.com, my company, we develop martial arts websites, we help martial arts school owners with online lead generation. That's our focus.

We've used a bit of some page builder tools for some clients, but the majority, we build out our websites on Wordpress, because it's a platform that you own, we don't have to keep your login details, you don't have to pay a monthly fee for it. That's our preferred way but I want to give you both, all the facts, and you can make the decision for yourself because maybe a tool like ClickFunnels is for you, but maybe it's not.

The first thing I want to really look at here is to look at the old situation. Do you need a drill or hole? Well, you need the hole, right? How are you going to get the hole through a drill? Now, what type of drill you need? Maybe you need a certain type of drill? Different brand? Do you need to actually be the driller, or can you actually hire a person that's an expert at drilling the hole, and get that person into drill the hole for you?

My comparison analogy is, are you the right person for the job? Are you the person who should be doing drilling the holes in your business? Should you be building your own website? In 2017, I don't think it's necessary that you need to be touching any tech whatsoever, and a mental model is just to do the Richard Branson test. The question is, would Richard Branson be doing this in his business? I want to ask you that. Are you the right person to be doing drilling the holes, and putting up websites?

You know, my expertise is computer programming, I've adapted to marketing over the last 10 years, but I can put a website together, and I've got a web developer on staff, he's pretty busy with developing websites at the moment. Yesterday I was putting together a report for this actual video, and I'll actually show you, and because he was busy, I didn't want to bother him, so I put together a landing page myself, and for me, I thought, “Hey, this looks pretty cool doesn't it?” So I put this together, and I showed it to my developer, and five minutes later, he brings me this, which looks 10 times better, and I think the danger in a lot of these types of tools is it does what happened to me. It creates false confidence.

Now this is both on Wordpress to a different editor, but it creates false confidence that you think you are actually really good, where maybe you're not, and maybe somebody else could do it much better, do a professional job for you, and you get a better result at the end of the day. Keep that in mind. Are you the right person for the job here? Do you need to be drilling the holes in your business, or should you hire someone else to do that for you? Let's just remove the marketing hype for a minute, and let's look at the actual facts.

I'm going to draw out a sales funnel here for you, just to give you a bit of an idea, but this happened to one of our members in our Martial Arts Media Academy, where we teach martial arts school owners about lead generation, and the member said to me, well we were running through Facebook ads, and the member said to me, “Well, yeah, I'll get the ad up, but I've just got to figure this ClickFunnels thing out.” And I was asking, “Why? What are you going to need to do with ClickFunnels?” “Well, I was told I need ClickFunnels, so I bought this thing.” And I told the person, “Well, you've got a perfect landing page. We developed a landing page for you, it's professionally designed, we interviewed you for the actual copywriting to get your perfect message, to get your values, and put it down in writing into a structured sales message.”

And we'd done all this for the person, and it was ready to go. All that they needed to do was actually commit to the Facebook ads, but instead, they bought ClickFunnels and got sucked in by the tech, and started buying products that they thought they needed, which they didn't need, and that's what I've got a problem with. Not that actual tool, but that the wrong people are buying the tools thinking they need it, where they actually don't.

I want to show you this quickly, and just for, I guess, if you don't know anything about me, just for a bit of credibility for my end, I guess, but our landing pages that we've developed and I pulled this report just before I created the video. Since the last 10 to 11 months, our landing pages have generated 964 paid trial students, so in monetary value that's $30,000, but that's not really what's important.

What the real value is, is the lifetime student value, and from based on our numbers, the average that we normally find is $1,500 is a good lifetime student value. If you calculate it on that, yours might be more or less, that's $1.4 million. $1.455 million worth of students. Look, our landing pages convert. They convert, we create a custom copy from that, we design it, we put it on your website and we don't use ClickFunnels or any fancy page builder, and it gets results.

I want to break that down for you quickly, and let me just fire up my iPad here quickly, and use this as an example. Let's have a look. If we look at a sales funnel. Now, for the most part. Right now, let's do a comparison. In the internet marketing space, and this is sometimes a problem when you buy into internet marketing hype because there's a lot of internet marketing hype out that there. If you look at, let's do this and we looked at internet marketing.

A lot of the models that people follow would be, you've got your page here, and they call it a let's say like a trip wire, and the tripwire might be like a $7 product. You're trying to create this sort of value letter. We try to do the same, but I'll show you a different way in a minute. So, you've got this $7 product that you create, and then that goes to what's called a one-time offer normally. You only see it now, there, never again. You gotta buy it there, and let's say that's $47 or $97. That's the up-sell once you've bought the other one. Then, that page might take you to another one-time offer, OTO, and let's say that was $297. Excuse the handwriting. That's if you said yes, and if you said no, then you might go to a down-sell of, let's say $197. That's sort of an internet marketing model. You've got all these steps that you follow, and you want to bulk up a real funnel of all these different aspects.

Now, let's look at a martial arts school. With a martial arts school, you don't need that much right? You might, look, there can be variations of this, because for some of our clients, Facebook ads, they send them directly to the landing page. Just a straightforward sales page, as is. It could be, let's call that the rate offer. That'll be the paid trial page. People can go there directly, but you might have another page here. This could be the homepage on a website, but it's basically like a, we're going to call it a lead magnet page, or an inquiry page. It's kind of where something free is happening. This could be an online inquiry, it could be downloaded lead magnet, a lead magnet, something of value, for the purpose of getting a lead. It's basically a contact and inquiry page. Your funnel could be something like the free thing, and then people see the paid trial after, and then all that you really need after that is a thank you page.

This is a really, really important page. We don't have time to go into that into detail, but the way we do our Facebook ads is we track each of these elements so that we know how we can advertise to people based on the action that I've taken. That's going a bit off course, so I won't go into that right now, but that is the basic funnel. That is a basic funnel for a martial arts school. Free offer, paid trial offer, and the thank you page.

Do you need a funnel building tool that's $100-$300 a month for that? I don't think so, because why can't your website do the same thing? Your website can do the same thing, and you don't need 20 funnels, or 30 funnels or 40 funnels to do that. If you got one funnel that you optimize and that converts, and I'll show you the ways we go about that in a minute. Again, do you want to get your hands dirty with those types of tools? It's good to have the knowledge, but should you be the person doing it? I think you can do better things in your business, better things in running your martial arts school, in running the classes, running the schools, training your staff, running a better business, and get somebody to do this type of thing for you.

Back to the funnel. This is the basic funnel. If you optimize that one funnel, then you've got a working model. Then you can just drive traffic to that because here's the problem. The problem is this. If you have an awesome funnel, but you're not respecting the customer journey, then what's the point of people seeing your awesome funnel on a Facebook ad? Then when they actually decide to do some research on you. People do that, they go to Google, they check you out, and they land on your website, and your website sucks, and you lose the lead. They click the back button and they go to your competitor.

What does that help you? Does this mean you need to have the funnel, and then you need to have the website, and then you need to have 20 funnels, and multiple pages, multiple websites? I don't think so. If you actually know how to develop a website properly, then you know how to segment the people on that website. That means that your pages are independent. I'll go back to that in a minute because I want to answer something else, just on multiple websites, which I also believe you don't need. We'll cover that in just a minute.

Let me not jump around. Back to the customer journey. Customer journey. What we need to know about our customers is people take 6-8 interactions before they reach a point of conversion. That is the customer journey. 6-8 brand interactions, that's salesforce stat. That can be they check their mobile phone, they drove past their phone, they checked out your website, they saw your Facebook page, they saw a social media post. There's a lot of interactions that can happen before a conversion.

Conversion doesn't need to be a paid trial. It can be just a phone call, it can be just an email. This customer journey is happening, and it's happening at multiple times, different times, different devices. Those are steps that we just got to know that this is what's happening. So, why don't we base our marketing on these facts, and make sure that we got all the conversion points covered? Because I can guarantee you, if you're running 20, 30, 40 funnels, that's going to be really, really hard to optimize, and really, really hard to track people. Unless that is your full-time gig, or you got a very, very deep pocket to cater for that, it's going to take a lot of work.

Let's get back to the website. Does this mean if you're running multiple styles, that you're going to need multiple websites? Look, there's different ways of doing things, and all respect to how everybody does their way of business. The way we try and look at it from the start is leverage. How can you do the least amount of things, for the maximum amount of effort? Because look at this online world, it's crazy right? Do you ever feel that you're getting everything done that you need to get done? Why not just structure things that you work on the core basics, the core fundamentals, and you structure them right that your marketing becomes easier, and you don't have to spend all this time and all this tech, stuff, and everything. Let's get back to, I want to get back to the iPad here.

Let's take a quick look. Here's the thing and this is if you're running multiple styles within your school. If you're running multiple styles, for us, this is how we structure the website. We start off with the homepage. We got the homepage. Then the homepage is really where people land. It's really also just a landing page because people are going to land there, they are at different stages in their buying cycle, something else I will explain in a minute as well. The homepage really serves as a place to put people in the right place to have the right conversation.

What might happen is they are interested in style 1. Not a dollar sign, hang on. Style 1 might be kids' karate, for example, or they are interested in style 2, kickboxing. Or maybe they're interested in style 3, Krav Maga, or something else. These are three different conversations to be had. That's what the homepage is doing, it's acting like a chooser to send people where they need to go. These pages then do the specific copy for the specific audience having this specific conversation. It's no brochure, it's actually understanding the design concept, and knowing your market, and knowing how to segment it properly to send people to the right place.

One thing that we focus on because we do Google advertising, we make sure that all these pages have all the relevant information that you need to make a decision because we advertise them independently. We don't send people to the homepage, ever. People land there because they might be following your brand, or they heard about you. They google you, so the first page they're going to land is that homepage. That happens, but when it comes to the structure, we want to make sure that the homepage is just a chooser to send people to the right place. All these pages have a conversation that was self-targeted.

Do you need multiple web pages for this? No. How many signs do you have in front of your school? Do you have a different sign for each style or page? Do you segment your school like that? If people come for kickboxing, do you hide the kids? You know what I mean? There's always going to be this bit of overlap. You're much better off, in my opinion, and I've had this conversation multiple times in high-level mastermind groups. It's much better to have your one website, one brand, simplify things, and make sure that you're segmenting at the right place. I guess I should say this because segmentation is important.

Being specific is important, but are you doing it at the right place? Do you need to do it on a Facebook level, so that every Facebook page is different? I don't think so. Why don't you keep it under your same brand, and segment at the right place? Because this is where the conversion really is going to happen most of the time, depending on your marketing strategy of course again, is on the website. So why don't you segment people there and have those separate conversations? This can easily be done on one website. When people land on the kids' karate, they don't see the kickboxing, they see kids. They see kids' pictures. They see all that. So you can segment this according to that. I hope that helps.

The way we go about this when we’re creating a website. Look, it does take work, there's no doubt about that. We focus strongly on what's called A/B split testing. That means that one website might have a separate headline to the other one. We're fortunate enough that we develop websites, so we do this on a larger scale, and that way we can track different elements, and we do take it a step further. That is with heat maps.

Heat maps are really, really revealing, because you go based on not what people say they do, but what they actually do. You can see what people are clicking on your website, and the advantage we get from this is invaluable because we can see exactly what people are doing, what they click on, what they do not click on. This takes the A/B split testing to another level because what we gain from the one, we can use on the other. It becomes an invaluable exercise to really check our different websites for what we do for members. So, that's the one thing.

I should talk about the other side. Does this mean that all websites are created equal? Definitely not. This is the other, and this takes the conversation to a whole nother ball game. One thing we can establish, you need a sales funnel. Does it need to be on ClickFunnels or Leadpages or one of these tools? No, it doesn't. You can build that out on your website, preferably get a professional person to do it that understands sales and marketing.

Here's the problem with most web developers. Most web developers don't focus on sales and marketing, and I understand that really clearly, because I started out as a computer programmer, and tech and gadgets was my thing. It was only until I started learning about online marketing, and marketing and sales, that I really started to see how the two actually linked together. The problem is, it's two very, very different skill sets generally. A person that's focused on technology and analytics, or a person that's focused on graphics, is not necessarily focused on sales and marketing. When your development team consists of a technical person and a graphics designer, there's absolutely zero sales strategy on that website. So, you got to watch out.

What I've put together for this video is a report, and you can download that. This will help you. It's called “20 Questions to Ask Your Web Developer Before Investing in a New Martial Arts Website.” This is the top 20 questions that I've pulled together of what you should be asking a web developer. This is very, very quickly going to tell you where their mind is at, and if they're going to deliver with what it is that you need. What do you need from your website? You need leads, and you need paid trials. You need someone with that understanding. If you're watching this video on Facebook, just type 20 in the comments, and we will send that through to you. Otherwise, just check it out on martialartsmedia.com and it will be available for download in the show notes of this episode. Something else for you to consider.

We've covered your website can be your sales funnel. You need someone that actually understand the sales and marketing process to facilitate that for you. A big thing of why we focus on building things on your website, and this will be covered a bit more in the report, is having an asset. When you look at the online world, there's one place where you actually build out an asset, and that is in your domain name. So your .com, .au, .co, .uk, wherever you are located.

Your website address is your one and only asset. The problem that can happen is you own the domain name, but somebody else actually owns your website, so it's kind of like you own the house on a piece of land, but somebody else owns the land. Somebody else can just take the land away from you, and you're just stuck with the house. Or, you own the land but somebody else owns your house, so somebody can just go break the house down if they want. Something to check out for.

So, when you're building out things on the internet, and you're looking at the long term, what's going to last the longest for you? Then it's a wise move to build things out on your website. It's maybe not always the quickest, and maybe not always the easiest, but long term, it's going to benefit you, because all your prime content, and if I say content, videos and articles, that stays on your website.

A few things for you to consider. Now, look, if you're doing things yourself, and you're at the point in your business that you've got to do absolutely everything, then maybe a tool like ClickFunnels or Leadpages can help. But you got to be careful because you might get sucked into a lot of things from top marketers, that'll make you buy things. Probably won't make you, but you'll feel that you need to buy these things, and you don't really need them. It's something for you to consider.

If you are hands-on with the tech, and you feel that you're 100% clued up on all the stuff, and nobody can do a better job, then hey, commit to it, do your thing. It could be good to just sometimes test things and get an offer out quickly. But if you want more specifics, and you want to be a bit more in detail of getting a sales funnel done for you, or website done that's yours on your domain, in your structure, then reach out to a professional, whether that's us or not. Go for it.

All right, I hope that helps. I hope that clarifies a few things. If you want to download that report, go to martialartsmedia.com, or if you're watching this on Facebook, just leave a comment with the word 20, and we'll send that through to you. Thanks, and I'll speak to you soon. Cheers.

 

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

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48 – How To Create Martial Arts Training Videos With Jack Leung

Jack Leung is capturing attention with his martial arts training videos. We discuss frameworks to create your own.

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IN THIS EPISODE, YOU WILL LEARN:

  • How video marketing can help boost your martial arts business.
  • Step by step framework for making engaging martial arts videos.
  • How to grab attention in the first 30 seconds.
  • Why Jack Leung ended his career in graphic design and pursued martial arts instructing.
  • How to overcome the one thing that stops martial arts school owners from creating videos.
  • And more

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


TRANSCRIPTION

George: Hi, this is George Fourie, and welcome to another Martial Arts Media business podcast. Today, I have another great guest with me, Sifu Jack Leung. And Sifu Jack Leung has, I'll guess I'll start off with the video side of things, has an awesome YouTube channel. You've got to see the videos to appreciate it, and we'll link to it in the show notes. And look, a video marketing, doing video in general, is something that, it's a big component. We're always talking about it in the Martial Arts Media Academy with our students, of really leveraging it. And Jack claims he's not an expert, but I'm sure you're going to disagree when you watch his videos. So, first and foremost, welcome to the show, Jack.

Jack: Thank you for having me, thank you.

George: Awesome. So, let's start just in the beginning, to give people a bit of an idea, who is Jack Leung?

Jack: Hi everyone, my name is Jack Leung, and I teach Wing Chun in Queensland. I currently run two full-time clubs, and four different small clubs at different locations, at school halls and community centres.

George: Alright, cool. So, going a bit further back, how did your whole martial arts journey evolve?

Jack: I started out training in Hong Kong, and I'm from Hong Kong. I started out training with Karate first in high school. And I went to, let's just say a rough high school, and we get to test a lot of things before there were videophones and that kind of stuff. So sometimes, a lot of instructors don't say … they only tell you the good stories. Sometimes you win, sometimes you lose, sometimes you lose badly, and that's when I started looking into martial arts.

In the beginning, I like to tell people, and this is what I tell parents, I want to be stronger, to be able to protect myself, but that wasn't the case. I just wanted to be very good, to protect myself and beat up other kids. But that's very different 20 years later, that's very different 20 years later. So, that's how I started. And I started training Goju Karate first, for five or six years, and in between, I trained some different types of Kung Fu. Some Southern Praying Mantis, different lineages of Praying Mantis, and then I met my Sifu in 1996 when I walk past on the way to school. And then, I started, I just walk in and say, “Oh, what is Wing Chun?”. And that got me interested in training Wing Chun.

George: Awesome. So, how long have you actually been in Australia, then?

Jack: I've been here, I think, roughly 20 years now, I think 20 years. Yeah, let me think. Yeah, 20 years now.

George: So your whole family moved over to Australia?

Jack: No, I came over to study, first, and then I went back and forth. In the beginning, I didn't know if I liked this place, and then, so I came over, I studied, and I went back and forth. And, yeah, that's how I stayed behind.

George: So what made you really see Australia as a way to obviously further your life, and stay permanently?

Jack: I would like to say, I like Brisbane, I'm from Brisbane, and I love the weather here. It's the Sunshine State, I love the beach, and outdoor living, it's great. I'm not saying Hong Kong's not great, but it can be a crowded places, and just a lot of conflicts, a lot of people. Let me rephrase this, there's conflict everywhere, but it's easier when you have to travel every day, you go on train and there's lots of people in and out. A big city like that, I prefer Brisbane. And now I like Australia, that's why I'm here.

George: Awesome. Cool, so you started your journey in Hong Kong, and then you moved to Australia. So, how did this evolve to then actually going on the teaching journey?

Jack: So, I never thought I would teach Kung Fu, or any martial arts. Before I teach Kung Fu, I had a graphic design company and printing company. I was doing that for the past 10 years before that, and in terms of business-wise, it's not bad, it's not bad, but I just have to always work over-hours. Just imagine if you need business card, or flyers for your events, for your next event. People always come in and say, “I need it.” “When do you need it?” “I need it yesterday.” It's always a rushed job.

And when you're a boss, it's hard, because when other people, your employee, leave and finish work at 5:30 or 6:00, you're the boss, and you have a client, and they want it urgently, so who's going to stay behind? Your job. If they're willing to pay extra-loading, as in they pay extra $60 for extra time who's going to stay behind? You will have to stay behind. I will have to stay behind. Meaning, every night, lots of time, I stay until 9:00, and very late, yes, that's right.

George: Yes, I was at a business conference on Monday in Sydney, and it was a joke that came up: you're the business owner, then you've got the staff, and it was kind of like, It was said in a sarcastic way, “How can these bastards not want to work the hours that we want to work as the business owners?”. So, we always expect them to obviously give that output, but yes, I understand that pressure of, your clients … And you always feel your reputation is at stake, so even if it's the littlest thing if you love your job and your business, you always take it to, “I've got to stick to this deadline whether it's impossible or not.”

Jack: It is true. So that's how I decided, after 10 years of doing the same thing, I decided to just start something else. I first got into fitness training, I was doing that. And it was hard, it's never easy. To all martial arts business owners out there, for those who are interested in going full time, I'm telling you, it's not easy. But if you do what you like, you don't have to work a day in your life anymore, and that's my favourite quote.

George: I love that quote, that's fantastic. So, let's go into our topic that we're going to talk about, focus on a little more, and that's video marketing, and just doing videos. So for starters, why video, for you?

Jack: Why video for me? Because I come from a creative industry, print and graphic design, I like the visual aspect: what draws attention? And this is very different, and interesting, how this compare to 10 years ago. I remember when Facebook first started, it was a lot of posts, a lot of photos, pictures, and then became YouTube videos. There was no Facebook videos. And that's when people start sharing videos. And I think (a slight sidetrack), I think that's the best time to do it, to do YouTube videos.

But now, it's easier. The platform seems like it's easier to share videos. And the technology change, and now we all have smartphones, so it's very easy to just shoot something and spread your ideas, what you do, online, and showcase how you train, or training, any tips. And that's why I started doing videos.

George: Okay. I don't know the stats, I don't know how many. Yeah, I'll try and get the stats for the transcript, but there's, I don't know how many billions of videos that get, I think it's just uploaded, on a daily basis, and then watched. And internet connections are getting faster, it just becomes a lot easier for people to just watch videos. So, you mentioned a key thing there, about attention. So, that's really the key of video, because everybody always talks about, “Hey, we should do video,” and then they go shoot a live video of them fumbling around and procrastinating. And then, two minutes in, you've watched nothing. And that's obviously the wrong way of doing it. So, if you focus on the attention aspect, how would you go about that, to really capture people's attention?

martial arts training videos

Jack: So, from my experience, I'm not an expert, but I just try to learn from different people's videos. I watch a lot of YouTube videos and try to learn from them. And this is from my research, is that people just have very short attention span, unfortunately, and if you don't capture them within the first 30 minutes, some even say, hang on, I said 30 minutes, I mean 30 seconds. If you can't capture, Facebook videos, in 10 seconds, you can't really get them. So first of all, like you said, you have to really have a topic, and what the video is for. Is this to showcase your techniques, or is this to spread some self-defence, or even the culture of your school, marketing for your school? You really have to work out on a topic in order to showcase your video and make it better for your business.

George: Okay, cool. So, you start with the topic, and then really communicating that really clearly, that the person that's going to watch it, that they know immediately, “Alright, this is what's in it for me, I'm going to get this.” Then, how do you transition from that?

Jack: Sorry, I can't hear you again, sorry.

George: So, how would you transition from, so you've done opening, then what becomes the focus in the video from there?

Jack: It really depends on the individual topic. So, if this video is to showcase our school, and we put it on a website for marketing, then what sort of image would you want to display yourself? If you're a fight gym, and you have a lot of fighters, I would say you would put different types of fighting videos in there. And if you're a family-oriented gym, or school, then you would put different topics, how you could actually give confidence to the young children, young kids. And if you're focusing on self-defence, or if it's just a general awareness video, then you have different topic-specific videos.

So then, you go into … I see a lot of times that people just do a video and just randomly shoot, like what you said earlier, just shoot around. “This is my school, and this is what we're doing.” And there's no lighting, audio is really bad, and … I'm not saying my video's good, please don't get this wrong: I'm trying to learn, it's more than just an iPhone or a smartphone now, it's more about lighting, it's more about getting a good mic. If you're trying to explain your concept, you need good audio, you need good … It's all together in one package.

And sometimes, it's interesting too, some normal videos that people shot by their phone would go viral, too. It's the content, too, it's also the content. You have everything in the right place but you don't have the right content, it won't work.

George: Yes, because there's so many ways to go about that. One thing I always try to speak about to our members in the academy, is, to get over the initial.. There is a fear element to it. Which is almost strange for me with martial arts instructors, because it's nothing different to what you would do on a day-to-day basis, you are teaching. So, looking at the, just to break down the layers of, what are the obstacles to overcome to do video? And that being, do you really need the flash video camera, or can you just use the iPhone? Do you need the fancy lighting? So, you prefer the lighting. And you work with, what type of equipment do you use, then, when you go about your videos?

Jack: It depends on what sort of videos I do. So, sometimes I get a team in, a video-photographer in. And they're good at what they do, you have to respect those people, and that's what they study and that's what they, give credit to them. And they can produce some really high-quality video. But sometimes, for a technique workshop, so I'm going to introduce, so, what happens when people grab me, choke me, grab my neck, what do you do? Those kind of short videos, it's about the content.

So, you need a proper, you can't just shoot it with a really old VHS camera or video camera. It has to be HD, the light has to be good. And if you don't have good lights, you can always shoot under the sun, just not facing the sun, it's under the sun. And also, audio has to be good. The problem with the smartphone is, you don't have a good mic to it. What I'm saying is, when I'm shooting, for example, if I'm holding a camera here and the person's way is usually, you want to showcase the entire body, how they stand. So, it's actually at least four, five meters away. And when you're trying to explain things that far away with a smartphone, it's really hard.

George: Yes.

Jack: So I got a professional Røde mic, from the store, and so I can hook it up, and it gives better. But it's never going to be as good as a professional video-photographer. But, it really depends on what sort of video you're producing.

George: Yeah, and like you said, the content. My, and I can't reach it now, it's a little lav mic, so it's the little mic that, you can just clip it on your shirt, and then it just goes in the iPhone. But I've got this long lead, that if I need the distance.

Jack: That can be a little tricky because I used to have one of those, and it can be really tricky when you're demonstrating. For normal use, if you're presenting the idea, that's perfect, but if you're demonstrating a martial art move, just imagine a ground fighter with that, to explain. It's very hard, you tangle them all up. Okay, I'm joking about, I'm just saying. So I recently, I keep buying toys every week, if my wife is watching this she's not going to be happy. So, I bought a wireless mic, so I'm testing it out. So, I can wear it on me, I can put it in my iPad or my SLR, and then, the audio can go across. And hopefully, that will work for me.

George: Yeah. So, just on the, because you said you had a Røde mic, that's the premium brand with mics. So, you have it on a boom stand that it's just above you when you?

Jack: And or you can always do this at a lower cost. The Røde mic that I bought isn't too expensive, it's under $100, and when you were saying, the boom stand, I didn't get that, I just tangle it on a stick, on a training stick we have. It's the same idea, but someone will have to hold it, hold it up high. Or, you can somehow just attach it over the top, and that's a cheaper option for good video, audio if you do.

George: Alright, great. So one thing I really try and get across to martial arts school owners is to really embrace the idea of video because it's the one platform that you can leverage. You can create one video, you can transcribe the actual audio, you can turn it into a blog post, and you can email it to your prospects. Then, you can start your social media, and you can just place it everywhere. So, if you can look for a leverage point for your marketing, then video is really it because it's the one modality that you can just convert into all these multiple modalities.

So, what advice would you give for a martial arts instructor that's hesitating with the whole doing the video thing and just the real, core basics of what they should do to get started?

Jack: I would say, always give it a try. When I first started, it's the fear of facing a camera, looking at a camera. It's like you're talking to someone, but there's no one there. And you get nervous, and I think you have to start doing a little bit mini test videos, and work around it, the fear. I think the fear is the most important thing. Most martial artists, most martial art business owner knows their own stuff. If you don't know, then I would be worried about it. So, most people know their own stuff. But to present it in front of a camera, my advice is, you don't have to do it in front of your students, just set up a tripod, put a camera, or put your iPhone on, face yourself, and try to do some simply, try give it a shot. One minute video.

And have a look at it. If it's not too bad, you can always work on it. This is a very different day to before, we can always shoot and re-shoot. If it's not good, just delete, redo it again. If the audio's not good, I'm going to work on the mic. And lighting. You can do it outdoor, or just grab two lights that's facing from behind the camera, like you were saying earlier, and facing towards you, and that would work. You don't want to have it, I'm not expert, but you don't want to have it above you. Above you, the shadow's coming down, won't make you look too good. But if it's facing in front of you, have the audio on. Try to get a tripod, tripod is a good idea. You don't want to shake your video unless you're trying to do some action video. But I'll leave that to the video-photographer.

So there is all my advice. It's not too much about the technology itself. The mic itself is under $100, tripod, a cheap one is 30. It's about the fear of talking to a square-shaped object, and continue talking, and showing your technique, or displaying your school. That's the hard bit, I think.

George: Yes. You're so right. I think it's also the fear of being judged. Is it going to be good enough? What are my peers going to say? How are people going to perceive this? Am I going to get backlash? People love to hate on martial arts videos. Everybody always knows something better, or, “You could have done this.” That's just in the bigger scheme of things. But I think there's that fear element, of obviously getting over, “How am I going to be perceived by the community,” as such.

Jack: Yes. It's also the fear. But, remember one thing, it's just like everything else and including martial arts: the more you train, the better you get. You remember your first day when you walk into a dojo? You know nothing. And then, you get better at things, and then you're down the track, like for example you get your black belt: you realize you only know little. But that's how it is. So same with video, it's the fear. “I don't know how to set this up.” Try to learn. There's lots of videos online, you can educate yourself. Educating yourself. But not going in, and not willing to educate yourself, that is the big problem with a lot of martial artists, and general business people, and that's a big problem.

So, my tip is just give it a go, video yourself, lighting. If you're already videoing yourself, see how you can improve it. Can you work better on the lighting? What about audio? Have you got those, video and audio? What about your transitions between? Are you good at editing? If not, you can always find people who are good at editing online, places like fiverr.com. You can get someone to do your intro logos and things like that.

And also, another important thing is, I think, it's also not just one video. You've got to think, plan ahead. What is your goal? Is it a series of video? Are these videos trying to help you promote your school? What are you trying to showcase? Are you just trying to showcase a self-defence move, where there's 10,000 people showing it already on YouTube? What make your video better than the video next door, than the person next door? So that's what I think.

George:Definitely so and I think that's probably the most important part, is, what is the point? Why are you actually doing the video? Is it to speak to the prospects? Is it to speak to somebody in the community? Is it to speak to an existing student? And I know there are people that go as far as, write that, just like in marketing when we write sales copy, we try and create this avatar, this person. His name's Bob, 35-year-old, has two kids, and wanting to start training martial arts but he's not sure. He's got these injuries, he's never done anything, and he thinks he needs to be fit.

So, you have this mental image of this one person, and then base it on that. And I've heard a lot of people actually put a photo of someone behind the camera as well, just to take away that awkwardness, of their perfect prospect, whoever they're trying to talk to. And now it becomes more real because you're having a conversation with someone.

Jack: Yes, yes. When I first started doing the videos, and a lot of interviews, I actually need someone to sit behind the camera, so I can actually look at that person, and explain to that person. And that helps a lot, too. That helps a lot. And I was saying earlier that there's online website that can help you edit your videos. I forgot to say that there are a lot of apps these days, which you can actually put your videos in together, a few clicks, like iMovies on your iPhone, and different types of apps. Adobe apps and they can put your … If you're looking at putting a marketing video for your school, that will help, definitely help.

Obviously, getting a video-photographer is the best, it's the best. But sometimes, I put in a bigger production, and sometimes I do little production in between. What I tend to do is, I try to put out a video every week, so there's always a video. It can be a big production, it can be a small production, it can be talking about techniques, how I deal with things, or it can just be fun.

When you were saying earlier, I know this is a little bit different to how business-minded people, where they write out programs and what they do, I like fun. I enjoy being with my students, I enjoy videoing things, I do things sometimes I don't … It's not always about money for me, but there's no limit for me. Sometimes, I blow my video budget, I just go, “Oh, cool, add in the drone. How much is a drone? 500? Oh. Add in the drone, don't tell my wife.” And then it makes the video look cool.

And we went with a bunch of our student, we went to Glass Hill mountain, we shot at 5:00 AM in the morning with the drone going up, and it looks beautiful, I love this. And at the same time, does it help? I think it helps. It helps my potential, people who are interested in training. “Hey, this instructor seems fun, this school seems fun.” Maybe it's not a direct marketing or direct business mindset, I'm not trying to build this fun because I am fun, and we are fun. And this is what we're trying to showcase, rather than, “Come join with us, we are the fun school.” No, it's not like that. It's what we do, make us who we are.

George: That's excellent. So you're really using it as a way to express your personality. And I'd probably add to that, then, because I think that's when you're starting out, that's probably the biggest obstacle. Well, once you've actually started doing it, the biggest thing is to really just find your voice. That place where you're comfortable with the camera, and the way you portray yourself. For me, the rule I put in place with face-to-camera video, is just be comfortable messing up. Just be comfortable making mistakes.

If we're having a conversation, I do it in the podcasts all the time, I fumble on a word, or I say something and I'm like, “Oh, okay, I shouldn't have said that” but I just laugh it off. I just make peace with it. Because, if I was having a conversation with someone, that's my personality, that's the way I am, so I'm going to make these mistakes. Now it's just on video, there's nothing really different.

Jack: Yes, that's right. But there's one thing, I forgot to say, is when you put it out there, when you put yourself out there, there will, like everything else in the world, there will be people that like you, and there will be a lot of people that don't like you. And to present yourself out there, there will be people leaving not so friendly comment. And you just have to ignore them. And this is what you do, and then … So that might be something a martial arts business owner will have to think before they present themselves, put themselves out there.

George: Yes. And my filter for that is, when I get backlash, then I'm obviously doing something right. That's the justification I have for myself. But it's really true, because when you start speaking to a certain audience, and the right audience that connects with you, then this polarizing thing almost happens automatically. Because you're connecting with a certain profile, which means you are upsetting other profiles, or they just don't agree, or they have never done a video, and they're jealous, and they're not getting over their own fear, so their defense mechanism is to run you down, because they're just not doing it, so yeah. But definitely, get comfortable with the backlash that comes with any form of content marketing, as such.

Jack: That's right, yes.

George: So to wrap up, we can put together a bit of a framework. I really like production style video for the big things you're going to do. I see, you had an awesome promo video on your YouTube video for the events, with music, and it was really just, it had the suspense feel to it, which was really good, with the opening, just the music in the background. But then again, I'm a big fan of also, just videos on the fly. Because, if you're doing video as a method for content marketing, then it's good to not have barriers, that you get it done. And that would be, maybe it's the iPhone and the mic and the boom, and you've got light coming into your dojo on the mats, and now you can do something. Or hand the camera to a student to do the filming.

So, I guess if we had to look at a checklist, we've talked about finding your voice, having the lights pointed at you, try and get a good mic. If you don't have a mic, just start, because it could take you 10 takes of a video to actually feel that comfort of, okay, this is something that I actually want to put up. So you've got that. Make sure that you cover the topic, be very clear on the opening because we want to grab attention. And then start your content, what it is that you're going to do.

And then I'll add, for a little framework, something that we've … And public speakers have always spoken about this, that you tell them what you're going to tell them, then you tell them, and then you tell them what you just told them. And it does really add to the video framework. Because now you can just say, “Hey, this is me, this is what we're going to do, this is,” maybe, the situation, how it will happen. And then you do it, and then you do the recap, and then you can close off, obviously, with, “Check us out on YouTube,” or your website, wherever you want to go.

Jack: You're good at this, exactly what you just did. That's exactly what you just said, I think you went through all the point list, for which you said.

George: There you go. Awesome. Before we wrap up, just with, where people can find you, because you've got to … And we'll add a lot of videos to this episode, so you can just check the show notes for that. Is there anything that I should have asked you that I did not get to?

Jack: We didn't get to talk about the positive energy, which is another … I said, we are happy, we're a good club, we're fun club, but I also believe we're a positive energy, and that's the culture of the club. So I did say earlier, about people marketing their videos towards different point of view, and why they do their videos, but also, showcase your school, so people know who you are, what you do before they come in and see you. And that's very important, too.

George: Very good point. And with that, it would help that your videos don't, you don't have to be the hero. This is actually, I remember this now, I added this as a slide in one of our training module in the academy, but the whole thing was, don't be … You don't have to be the hero. If you want to showcase, as you say, why not get your students involved?

Jack: That's right, that's right. I'm not always the centre of the spotlight, and a lot of my videos are my students, and why they enjoy training here. And the events, we had events where we dress up in Star Wars costume, and we order lightsabers in, and we had some duelling. And then we did some training workshops, and all the donation money goes to children's hospital. Things like that, it showcase who you are, and what you do, and what you enjoy, and what you believe, and that’s the most important. That's what I think.

George: That's excellent. And we can tie that back to marketing as well, because, at the time of recording this, Halloween's coming up, and that's an ideal … How can you turn that into a fun event? Doesn't have to be marketing video, but you showcase the fun environment and the positive energy that happens at your school.

Jack: Yes.

George: Alright, awesome. Well, Jack Leung, it's been fantastic speaking to you. Now, for anybody that wants to check out Jack's website, it's practical-wingchun.com.au, did I get that right?

Jack: That's right, yes.

George: And your YouTube channel, if people want to find that. What is your YouTube channel called?

Jack: Practical Wing Chun Australia, and then you can find me on the YouTube channel.

George: Alright, awesome. Any other links that we need to mention, where people can find you?

Jack: Practical Wing Chun Australia on the Facebook link, and you can find me, yeah.

George: Alright, awesome. Jack, it's been great speaking to you, I will speak to you soon.

Jack: Thank you, I'll see you soon. Take care, buddy.

George: Awesome, cheers.

 

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47 – [Case Study] How Dave Richardson from Kung Fu Southside Grew His School by 33%

Martial Arts Media Academy founding member shares his successful growth while getting ready for the next benchmark.

IN THIS EPISODE, YOU WILL LEARN:

  • The greatest impact the Martial Arts Media Academy has contributed to Dave Richardson’s martial arts school growth
  • Why you should invest in hiring a marketing expert
  • The benefits of email marketing and why you should not neglect it
  • What is ‘superhero syndrome’ and why you should avoid it
  • How you can get marketing help through the Martial Arts Media Academy
  • And more

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


TRANSCRIPTION

Yeah, the other thing that was really helpful was the coaching calls, and going through the websites and what not, and how to tweak this and change that, and work together in the Academy to make the pieces fit.

George: Hey this is George Fourie from Martial Arts Media, and I'm joined today with Dave Richardson. Now Dave is based in Brisbane from Kung Fu Southside, and Dave is also one of our first members of the Martial Arts Media Academy. So we're going to have just a bit of a chat about his experience and his journey. So welcome to the call, Dave.

Dave: Good day George, thank you mate for having me on your podcast.

George: Awesome, so let's just go back to the beginning, before you got started with the Martial Arts Media Academy, so what is it that made you join? Was it a problem that you were trying to solve or something? Or what sort of vision did you have in mind in the beginning?

Dave: Funnily enough, in the beginning, it just started off over a cup of coffee with a mate of mine, Jack Leung from Practical Wing Chun, he pointed out your Martial Arts Media Facebook page I think it was. I looked into it and then yeah you had the academy there and it sort of went from there, because I was really wanting to make my school go full time. At that stage it wasn't, so I was just hungry for information and help to get into an industry that I'd been a part of but only on the outskirts.

George: Okay, so give us a bit of a background, so 'cause you currently got the school, you're transitioning into full time, and you're still working a business during the day, right?

Dave: Yes, correct, correct. The school started in a shed in my backyard and we outgrew that and we ended up moving into a commercial premises, it was just traveling under its own steam. Then I realized that this is my calling, and I'd rather be teaching people Kung Fu than killing bugs in my pest control business. So the transition is still being made, but definitely now Kung Fu is taking up more and more time and generating more income.

George: Cool, so how are you juggling the two at this point in time? You've got the pest control business, right?

Dave: Yes.

George: Cool, so how's the juggle going between the transitioning between that and the Kung Fu school?

Dave: You've hit the nail on the head, juggle is the right word. Time management was one of the skills that I've really had to learn. So trying to portion time where I can focus on the school, not just the teaching side of it, but the actual building of the business side of it as well. So that's what I've done, I've set aside two days a week where my focus is on building the business side of the school.

George: Awesome, if we look at when you entered the academy and working with me, what are the sort of top two or three things that's made the biggest impact for you?

Dave: Oh George, one of the biggest things was the website because I built my own website, I'm one of these guys that'll have a crack at anything. Doesn't mean I'm good at it but I'll have a go at it, and yeah so the website that you did for me actually help with conversions. It was a lot better, rather than just a name, rank and serial number type website, to actually have a website that funneled for want of a better word, funneled people to an offer page and the offer that you presented with me as part of the academy really has made a difference as well. So that was one of them, the email sequence follow up, you have to follow up, if you don't follow through you don't get anywhere. Then also the Facebook, using Facebook and the marketing strategies there is really generating more website traffic as well as its own Facebook traffic as well.

George: Awesome and you hit the nail on the head there with, I think if you find it especially in the martial arts industry that people are go-getters so you want to do everything yourself. There's a top marketer, he calls it the superhero syndrome, you just want to take it all on and do it yourself. With a website, if you've got a little tech knowledge, it's actually an easy thing to put the tech together, you know you can hire most people to put that part together for you.

But when it comes to the actual strategy from front to back, that's where the real thinking part comes in, to really have it structured in a way that's going to convert and obviously deliver your message. Your strengths and what it is that makes your school unique, that be congruent, that when they actually walk in that there's a connection. Not they saw a stock image in a fancy place and now they walk in a place that's completely different as such.

Dave: Yes and that's true. Like you said, anybody can put a website together, hey I did it. If I can do it, then anybody can do it, but yeah the way it was structured, yeah that's an experience that I didn't have and that certainly made a difference as well.

George: Cool, and then, of course, the email now, email some people refer to as the old school way of marketing, but it's still the one item that everybody has, is an email address. I think a lot of people miss it, you know when people say emails not working, I say, “You're not doing it right.” Because that's generally the experience, it's easy to blame the platform, people say that all day about Facebook, about Google, the platform doesn't work. But it's really, again it comes down to the strategy of it.

The reason why we put a lot of focus on email is most martial arts school owners are of course time poor. So I guess that's a general thing in any business owner. So if you look at the things that you can automate in a structure, that's the one method where people are going to have some text exchange if it's not over the phone, then we want to look at leveraging your time.

Leveraging your time means, of course, putting the automation systems in place that can do a lot of the legwork for you. So when you are doing the follow up that there are some ways that you can contact everybody on mass, that still feels personal, and still building the relationship. That helps set you apart and get your time back at the end of the day.

Dave: Yeah, for sure, and you hit the nail on the head when you said strategy because you can send an email to anyone then it can be exactly the same as that website that I had, that was name, rank and serial number. I'm Joe Blogs from x, y, z martial arts school, and we cost this much, you can ring me on this number. You've just given all the people the information and there's no relationship built, so that was a big thing, was that the strategy in building the relationship through email. That strategy can carry across to your Facebook messages, anything like that, yeah so it's not about just giving information, it's about building a relationship.

George: Definitely so, it comes down to the understanding of the way of communication and that sort of trickles through. How about Facebook? Because you said it's sort of all, the different components as in a strategy is working together for you.

Dave: Yeah, like, pardon me. Running a few different strategies that are say informational, then there's competitions, then there's the offer. So just basically getting the brand out there, just standing up and say, “Hey, here we are.” You might not get an initial response from whatever you put out there, but you're getting put in front of people. That's the main thing because people might not be ready to start now.

Classic example is my mistiming of my last Facebook strategy with the daytime classes. School holidays were on, I didn't even take that into account, and all of the mums that wanted to start during the day because they have free time couldn't because they were looking after the kids. So hopefully next week, we'll have a big influx of mothers coming in for the daytime classes. Like they've all responded to us, but I was standing there by myself there the first day.

George: That's all good, I'm going to be creating a separate video about this, but I was attending a training with Dean Jackson and he was talking about identifying the five-star prospects and making peace with the fact that 85 percent of your prospects are not ready to join now. They're ready to join perhaps because they've expressed interest, but somewhere, and the time frame they apply this in the property market especially, but their strategy is that 100 percent of their prospects are going to join within the next two years.

So it takes the pressure off of sifting the 15 percent that's ready to join now, and then the 85 percent that's going to join later. The whole concept behind this is, how do you go about your marketing? Are you serving that 85 percent? Because if you're serving the 85 percent, the 15 percent will just jump on board anyway, 'cause they're ready. But if you focus all your efforts on too much strategy of I've got to get them on board now, you risk of actually turning the 85 percent off, because your marketing is so hard and in your face type of thing.

Dave: Yeah, that makes perfect sense, I'd never thought of it that way, that's for sure. Instant gratification is always good like if you put something out there and then next thing it's going off, that's great. Look I've had that happen with a couple of Facebook promotions that I've done, and it's really been great because it's helped boost numbers quickly, which is what everybody wants. They want to boost numbers but like, we have a saying in Wing Chun that you start with the first form, which is the base form, and you build your foundation there.

If you haven't got the good foundation then the rest of it isn't going to work. It might work to a degree, but it has a high chance of falling over so yeah you've got to have that foundation there first. So the way I look at it is the websites got to be good, you've got to have a good web presence and then you can start adding the quick responses. So putting out the Facebook promos and stuff like that, that's going to generate the interest, but like you say that 85 percent have to have something there for them as well.

George: Yeah, definitely, so Dave what's the biggest impact this whole journey working with me has had on the business and personally? Especially now that you're taking this role of creating more content and taking on a different position and stance within the business.

Dave: Yeah George, I'm sort of the type of person that is always keen to learn. I've got a hunger for knowledge, so it's been a great journey with you doing all of the different aspects of what we've covered in the academy. Say from how your website should be structured, the email sequences, and then how to work Facebook, I mean how many modules was that. That did my head in, it's still doing my head in. But that was only part of it, it was about knowing your target market, who am I actually trying to get through the door?

Yeah, the other thing that was really helpful were the coaching calls and going through the websites and what not, and how to tweak this, and change that. Work together in the academy to make it all fit, make the pieces fit. Because it's one thing to have all the pieces of the puzzle, but if they're scattered all over the board it doesn't make much sense. So that was a key thing to making it work, was the coaching calls and putting the puzzle together.

George: Yes, thanks, Dave, and I'm glad you mentioned that because it's especially in this internet digital age, it's really easy to get information. You can get it in groups, you can take a piece here, and you can take a piece here. You can take someone’s strategy, but if you don't have the whole strategy and you don't have someone to really help you put it together, that's where people get stuck. Because you are time poor and now you buy this course and you're reading through it, taking the information in is easy, that's the easy part, it's actually having to put it into practice. That's where the obstacles come in, and if you don't have someone that can say, “Alright but hey maybe you should just adjust this, and adjust this.” That's what's going to really make the difference.

Dave: It certainly did make a difference because I had all the modules there. Like you said, information's easily accessible and making it all fit and work, well, as a martial artist that's what your instructors there for. Then there was other things like when we met in person at the Martial Arts First, and one of the persons that we met there, Henry Calantog, just from his way of teaching made me look differently at the way I was learning. Like with yourself, and so on, and so you're picking up bits and pieces from everywhere. And the podcasts, like the podcasts that you've been doing, I've learnt so much from those guys as well. Everything, everything's been a positive experience there's no doubt about it because I was green when I started and I'm still a darker shade of green now I suppose.

George: That's all good but I mean you're moving forward, your business is growing. What are things look like for you in the next six months with your martial arts school?

Dave: Well mate before we started, what was it, I think it was around July or August when we started, I think I had between 50 and 60 students. Just last week we cracked the 90 mark, which was huge. Yeah, it's been really good so I'm hoping after next week with the daytime classes kicking off full swing that we'll be over the 100 mark and then it's onwards and upwards.

George: Awesome, so I guess we should set a goal live on the podcast then, right?

Dave: You want accountability, well that's one way to do it I suppose.

George: Let's just tell the world that we're going to have Dave Richardson back on the podcast for when he strikes 100 and how many students?

Dave: Let's make it 150, a nice realistic easy one, we'll do that easy.

George: Alright, there we go, so everybody knows 150 students, Dave Richardson will be back on the Martial Arts Media Business podcast. There we go.

Dave: Now you've put me on the spot.

George: It can't be any better than that, just putting it out there could probably get it a lot sooner than what you'd expect. Anybody that's listening to this if you know Dave, hit him up and say, “Alright we're rooting for you, we're waiting for the 150 students.” Now the pressure’s on buddy.

Dave: Thanks, George.

George: Alright awesome, just to wrap it up, who would you recommend join the Martial Arts Academy and why do you feel so?

Dave: Mate, look anybody who has a martial arts school, you can't go wrong. Anybody who has a young martial arts school, if you've got no tech savvy at all definitely get on board, you'll learn a lot. I had a very minimal technological advantage, disadvantage and I was able to now be able to implement all of the automation for the email, using Facebook, the website. So anybody who has a school, starting a school, or wants to grow their business, get proactive. Invest in yourself, invest the time in yourself, and the dividends will pay for themselves, yup.

George: Awesome and for anybody interested in checking it out, martialartsmedia.academy is where you can get more information. So just go check that out, and yeah, join us in the academy.

Dave: Yeah, look forward to it.

George: Awesome, great to have you on Dave, and I'm probably going to be speaking to you again, when is it?

Dave: In about 60 students’ time.

George: No, I just wanted a time frame. Okay, I think we've put you under enough pressure, so yeah, in about 60 students’ time. Let's keep it at that.

Dave: No game on, challenge accepted.

George: Awesome, good stuff Dave, thanks for being on the show and we'll speak to you again in 60 students.

Dave: Good on you George, thank you mate, cheers.

 

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45 – How To Protect Your Martial Arts Business Name With Domains & Social Media Handles

Getting your martial arts business name is one thing, but making sure that you have the right domain names and social media handles is another. George Fourie shares how.

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IN THIS EPISODE, YOU WILL LEARN:

  • Why you should avoid complicated domain name and social media handles
  • The importance of having congruent domain name and social media handles
  • How extensions can cost your credibility
  • How incorrect extensions can lead your competitors to a land grab and profit off your brand name
  • And more

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


TRANSCRIPTION

Hi, this is George Fourie from Martial Arts Media and today, I want to talk about how to protect your martial arts business name through domain names and through social media handles. So this is a question I get often, so let me give you the idea scenario.

Now, specifically, it came up yesterday, I was talking to one of our Martial Arts Media Academy members about building them a new website. But it’s not just about the new website, it’s about building a new website with a bit of a brand name change, so there's this bit of a shuffle happening, where they need to make a name change, which obviously means they need to make a domain name change.

So here's the ideal scenario: when you look at a domain name, you want to try and get something that's really going to match your brand name. But sometimes that is going to be hard, because if your brand name is super long, 4 or 5 words, it can get a bit tricky. Now, things that can also throw domain name off is things like hyphens, and numbers, OK? Because let's say you've got numbers, 6-0 for example in your domain name: every time you mention your domain name to someone, you're going to have to say 6-0 or 60, or is it the numbers, or is it spelt out as 60? So you're always going to have that additional explanation that you're going to need to clarify what's going on with your domain name.

The other is hyphens. Now, if you go and get a hyphen in your domain name, so let’s say martialarts-yourarea, then I want to ask why do you need the dash? Is it because somebody else already has martialartsyourarea in one word, or are you just trying to split it up in words? At the end of the day, if you don’t have both, it’s not a good idea, because if somebody else has martialartsyourarea, then that means when somebody types it in, they forget the hyphen, which is going to happen, that means that they're going to your competitors website, OK? Try and avoid anything hyphened, any type of – well, that's about the only character that you can add, because that creates confusion in the mind.

Now, let's look a bit further. Let’s look at what's the ideal domain to get and what's the ideal name for your area. So in the old days of search engine optimization, where you want to rank in Google, it was very popular to get domain name your area, or you want to get the keyword to rank in the search engines. So you'd have, let's say, martialartsyourarea, for example. So the logic in that was great, in the old days, we'd search to optimize and to be at the top in Google, but it’s not really relevant today anymore. So although it can have a nice catch to it and it could be good to have a domain name like that, it’s better to just stick with your brand and build an authority website.

So put a lot of content on it that it ranks naturally and you can still rank for those keywords if you just put them together in the titles and things. And by the way, if you are interested in a SEO training, I am busy preparing a SEO, just a basic SEO training for our Academy members and I was thinking about making it available to this group. So if it’s something that you are interested in, just leave me a comment below this video where you see it and we'll put that together and possibly share it in this group as well.

Ok, so, getting back to the actual domain name, what do you need? Brand, brandable domain, something that's easy, something that’s easy to recognize, easy to remember and easy to spell, and then, what about the extension? So you've got .com, then obviously you've got your local domain, so you've got .com.au, .co.nz, and all this. So look: in the big global world of domain names, .com is still king, OK?

So .com is king, but for you as a local martial arts school, you want to get your country domain. So you want to get your .com.au, .co.uk, obviously if you're in the US, that's awesome, .com is going to do, but for the most part, you want to have your local domain name. Why? Because people want to know that you are a local business, right?

I mean, if I look at a domain name, if I look at a martial arts school and it’s just .com, it’s still got that international feel to it and it's a local business, so you want to get your .com.au. If you can get the .com, get it as well, but make sure you build your website out on your core domain name, so your local domain name.

Now, another thing that comes up: let's say somebody has martialartsyourarea and somebody else is building on yourareamartialarts. So… sorry, martialaartsyourbusinessname, so martialarts, hang on, OK: right, martialartsyourarea, that's the one domain that is available. And then somebody else has got yourareamartialarts, so just swapped around. Be careful for that as well, because again, people can get very easily confused with the two. So if it’s not a brandable name that's your name, then people can mix that up. So is it martialartsyourarea, or is it yourareamartialarts – if you don't have both, I would be hesitant to build out on a domain like that.

But to go on to domain extensions: when the .com.au, .co.uk and .coms are not available, people start going leaning towards these little tricky ones, .biz and .website and all these fancy extensions that haven't really taken off yet and people aren't really familiar with them. And believe me, people will do this: they might go type yourmartialartsbusiness.website.com, or something because people aren't that used to them right now.

For me, I'm in a different position. I'd buy up those domains for different extensions, so if I want to refer to our academy, for example, I would, I bought the domain name martialartsmedia.academy, we've got .community, .website, .group – so we use that as shorteners, but again, the whole domain name goes on the core brand.

Cool, so I hope that helps with domain names. One thing I didn't touch on is the social media handles. So, try and get them again, this is the perfect scenario, right? So if your domain name can match whatever your social media is, it just makes it easier from a branding perspective. So in my case, it’s Martial Arts Media, my Facebook I had to let go of the s, so Martial Art Media. Instagram, it’s a bit shorter, so I had to Martial Art Media as well.

So try and be congruent, because the last thing you want is, your Facebook profile says martial arts your business, and then your Instagram says martial arts 27498. Nobody's ever going to remember 27948, so just pay attention to those little things because it just helps you build a stronger brand and it positions you and protects you from what everybody else is doing. The last thing you want is, you've got the domain name and some guy sort of catches on and he's trying to be spiteful and he goes and registers your social media handle on Facebook and on Instagram and everywhere else. So the more you can do to protect your brand and your positioning on the internet, the better for you.

I hope that helps, we'll see you again soon in another video. If you've got any questions about websites, about our Martial Arts Media Academy, just leave me a comment below this video or send me a message. Thanks – I will speak to you soon. Cheers!

 

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How Do We Protect Your Information and Secure Information Transmissions?

Email is not recognized as a secure medium of communication. For this reason, we request that you do not send private information to us by email. However, doing so is allowed, but at your own risk. Some of the information you may enter on our website may be transmitted securely via a secure medium known as Secure Sockets Layer, or SSL. Credit Card information and other sensitive information is never transmitted via email.

may use software programs to create summary statistics, which are used for such purposes as assessing the number of visitors to the different sections of our site, what information is of most and least interest, determining technical design specifications, and identifying system performance or problem areas.

For site security purposes and to ensure that this service remains available to all users, uses software programs to monitor network traffic to identify unauthorized attempts to upload or change information, or otherwise cause damage.

Disclaimer and Limitation of Liability

makes no representations, warranties, or assurances as to the accuracy, currency or completeness of the content contain on this website or any sites linked to this site.

All the materials on this site are provided “as is” without any express or implied warranty of any kind, including warranties of merchantability, noninfringement of intellectual property or fitness for any particular purpose. In no event shall or its agents or associates be liable for any damages whatsoever (including, without limitation, damages for loss of profits, business interruption, loss of information, injury or death) arising out of the use of or inability to use the materials, even if has been advised of the possibility of such loss or damages.

Policy Changes

We reserve the right to amend this privacy policy at any time with or without notice. However, please be assured that if the privacy policy changes in the future, we will not use the personal information you have submitted to us under this privacy policy in a manner that is materially inconsistent with this privacy policy, without your prior consent.

We are committed to conducting our business in accordance with these principles in order to ensure that the confidentiality of personal information is protected and maintained.

Contact

If you have any questions regarding this policy, or your dealings with our website, please contact us here:

Martial Arts Media™
Suite 218
5/115 Grand Boulevard
Joondalup WA
6027
Australia

Email: team (at) martialartsmedia dot com

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