You're a black belt at teaching but a white belt at business. How can you overcome the many obstacles to successfully grow a new school to 100 students? Master Rich Grogan led our most popular webinar to date and is back to take you through the ins and outs of opening a new school. In this webinar, Master Grogan will dive into: - How to turn your love for martial arts into a profitable business - Some common pitfalls to avoid, costs and unexpected expenses of starting up - How to manage your time and resources when you're doing the teaching, administrative tasks and marketing - Useful tools and resources to help you along the way

2. Martial Artist for 36 years, Master Motivator & Leadership Specialist,
Athlete, Coach, and Dad
Kick’n Life Podcast

3.  Empty Your Cup
◦ Be open to business ideas
 Choose Success Over Ego
◦ Parents only care how you can help their child
 Think Big, Plan Big to Grow Big
◦ You must believe in yourself and believe it to be
possible

4. 2006 – Open House 1st Year
Anniversary (Entire Child’s Class)
Belt Promotion Ceremony (1 Month)
(Intermediate Class)
Approximately 800 sq foot 5400 sq foot

5.  Realize it’s hard work – but so is everything
◦ Your Blackbelt wasn’t easy, but it’s worth it, and so is this
 Start small to grow into your business
◦ Too Big –Too Soon (All Gone – Too Fast)
◦ Have friends help with renovating your space
 There is NO Magic Bullet or 1 – 100 Overnight
◦ Avoid all these companies telling you it’s easy & quick
◦ Doing all the little things, add up to make the Big Things
 Don’t be negatively influenced by a Federation
◦ The people you surround yourself with will determine your
growth & success

6.  Join Honorable Facebook Groups
◦ Martial Arts Business Alliance
◦ Dojo Nation Times
 Watch webinars, attend conferences and Read
◦ Make time for this
 Spend money on professional services
◦ Spend $100 for a lawyer to look over the lease
◦ Spend money on a proven software platform

7.  The Best Round Kick and 15 World Titles does not ensure success
◦ Moms don’t know what this means and most don’t care
◦ How are you going to help my child
 Macho Ego doesn’t pay the bills
◦ Guys, being testosterone filled guys

Customer Service, Customer Service, Customer Service
◦ You Must create an environment people want to be at
 Be You, do what you do and do it better than anyone else
◦ Don’t get sucked into every new fade
 I teach great classes so the business will take care of itself
◦ Great classes are extremely important, but so are paying the bills
 I don’t trust anyone else teaching my classes
◦ Train them and develop systems along the way

8.  Step 1
◦ Treat Your Business Like a Business
 Most Of Us Opened A Studio Because We Loved Martial
Arts And Wanted To Share That Love
 We Just don’t know much about business.
 How hard can it be?

9.  Step 2
◦ Your Business MUST Be Clean & Smell Good
 Ask yourself if you would pay what you’re charging for classes?
 Does your studio represent who you are?
 Would you send your kids there?

10.  Step 3
◦ You Must Provide The Absolute Very Best
Service
 Ask yourself if you would pay what you’re charging for classes?
 Does your studio represent who you are?
 Would you send your kids there?

11.  It’s About What You Can Do For Me & My Kids!
 WIIFM: “What’s In It For Me”
 Rank & Titles Are Features
 Self-Esteem & Self-Confidence Are Benefits
 Features vs. Benefits
 Features Tell
 Benefits Sell

12.  The Ugly Side Your Instructor Never Told You About.
◦ More Commonly Known As “The Business Side”
 Suddenly 20 Hours Has Turned Into 40+
 Your Getting Phone Calls & Emails But Not Getting Around To
Calling Them Back
 Johnny Is Quitting & You Don’t Know Why, And Now His Mom
Wants A Refund
 You Have Belt Testing On Saturday, But No Belts
 10 Of Your Students This Month Are Late On Their Payment
 But, They’ve Only Been There Half A Month, So Do They Still
Have To Pay For The Entire Month!
 Look Out - BILLS ARE DUE!!!
You Suddenly Realize That You May Be A Master Of
Martial Arts, But You’re A White Belt Of Business

13.  Little Things Make The Biggest Difference
◦ Running In The Door Minutes Before Classes Start
◦ Winging It
 Fail To Plan – Plan To Fail
◦ Guessing & Hoping
 Stats, Numbers, Income & Finance
◦ Trying To Do Everything Yourself
 You Can Only Play A One Man Band For So Long
◦ Trying To Do What You Don’t Know How To Do
 Handle All Areas Of Business On Your Own

14.  Step 1
◦ Get Business Help
 The Sooner The Better
 Your Time Is Valuable
 Areas Of Business That Don’t Lie & WILL NOT
Take Care Of Themselves…
◦ Stats & Numbers
◦ But, I Don’t Have Time For This…
“The Wise Warrior Is Willing To Learn. The Arrogant
Solider Already Knows Everything”

15.  Important Stats and Numbers
◦ Inquiries & Leads– Phone, Website, Social Media
 Follow Up Calls
◦ Appointments and Intros –
 Confirmation Calls
◦ Trial Offer Students (Beginner Special)
 2-4-6 Calls
◦ Active Count – “A”, “B”, “C”, “N/A” Students
 “A” is Awesome
 “B” is Borderline
 “C” is Getting Close to C-Ya
 “N/A” (D) is Dropping Out

16.  Get Help As Soon As Possible
◦ You truly can’t Afford NOT TO!
◦ Stepping over $1.00 to save $.01
◦ You Can’t do it alone

17.  Training and Delegating – You Can’t Do It Alone
◦ Find and Mold Your Superstars
 Potential Instructors and Assistants
 Parent Volunteers
◦ Consistency with Training
 Weekly Meetings
 Open Communication

18.  Great Lesson Planning
◦ If You Fail To Plan – You Plan To Fail
 Excellent Curriculum Design
◦ Must Offer More Than Just Punching & Kicking
 Outstanding Instruction
◦ You / Your Instructors MUST Bring Their Best Every
Class
Increases Retention

19.  Teach FUN & EXCITING Classes!
◦ Teaching Good Technique Does NOT Have To Be Boring
• Kids Get Bored – But The Parents Quit
• Must Find A Balance
• Great Value For The Parents, But Also Great
Fun & Excitement For The Kids
 Mat Chats
◦ Character Development & Life Skills
 Message Of The Week
◦ Adds More Value To Your Program

20.  Remove Yourself From Negative
Influences
 Honor & Integrity Is In Your Heart, Not On A Patch
 Value, Treasure & Protect Your Students

21.  Success Leaves Clues
 Read, Learn, Attend Webinars / Events
 Have A White Belt Mindset

22.  S
◦ Elite All In One Software Development Company
 Billing Direct, Lead & Student Nurturing, Stat Tracking, Automated Emails,
Reports & Dashboard, 24/7 Support
 Dave Kovar – ProMAC & Instructor’s Toolbox
 Blueprint How To Run A Successful Martial Arts Business
 Great Authors & Books
◦ Great Books:
◦ E-Myth Revisted
◦ How To Win Friends &
Influence People
◦ The Success Principles
◦ The Big Leap
◦ Mindset
◦ Great Authors:
◦ Zig Ziglar
◦ Jack Canfield
◦ John Maxwell
◦ Brian Tracy
◦ Jim Rohn

23.  Step 1
◦ Treat Your Business Like a Business
 Step 2
◦ Teach Only Excellent Classes, Never Just Good Classes
 Step 3
◦ Surround Yourself With Successful People

24.  Realize That You’ve Got What It Takes & The
Spirit To Make It Happen
 Realize That It’s Going To Be A Battle, And
You’re Going To Have To Fight For It
 Realize Even The Greatest Warriors Don’t Fight
Alone -Have A Team
You Can
Do IT!!!