Hey TKD Professionals,
When I think about summer, I think of many things…
Enjoying barbecues and picnics…
That’s why, one of the things that we always include in our calendar for the summer is additional training time with our staff.
On today’s zoom call I gave a one hour presentation that we recently provided to our team.You can use this as a standalone staff meeting, or even better include it as part of a multi session event that you run with your instructors. Either way you’ll be well on your way to helping your staff to deliver on the promises you make to your students.
Hello TKD Professionals!
Today I had the honor and pleasure of interviewing Master Matt Tracy.
He is a full time school director at UMAC in Briarcliff, N.Y.
He led the charge as his dojang rebounded back from the Pandemic and enrolled
over 170 students in 8 months!
But, unlike what you might expect, Master Tracy isn’t a “sales at all cost” type of leader.
Instead, he is a very sincere, caring and passionate instructor who believes in the benefits of Taekwondo,
and who is dedicated to helping more families to take advantage of it.
.Over the course of this interview you will learn ...
- Facebook targeting strategies
- The “Hook, Story, Offer” framework that create a more effective ad
- How to create a sale funnel that builds greater commitment at each step
- Tips for building rapport with children
- Great scripts for describing how Taekwondo develops confidence and self esteem as well as discipline and respect
- A complete trial lesson format designed to demonstrate positive outcomes right before the parents eyes.
- Making the transition to closing the sale simply and naturally
This call is full of practical tips that will boost your sales confidence and success immediately.
Watch and learn today!
For a long time I have shared with our students that there are two types of learning…
- Learning something completely new, such as a new kick or form that you have never seen before
- Learning to understand more deeply and to perform better, something you have been taught previously, such as improving the timing you have when you twist a punch or the way that you shift your weight in a stance.
In my experience, it is through combining both of these forms of learning that ongoing progression occurs.
This weeks Zoom call illustrates this concept perfectly.
Virtually all school owners have already learned the concept of birthday parties.
Yet, my guest, Master Chris Polilli, the general manager of Master Chang’s Martial Arts nine locations, was able to provide all of us with a fresh look and new ideas that can enhance our success.
In this interview he explains:
- 3 evergreen ways to promote parties to current students throughout the year so that excitedly register to celebrate their party at the dojang
- How to promote birthday parties outside your school including crucial reminder to get results from Groupon
- Highlights of how parties should be adjusted for different age groups
- Why Master Chang’s does demonstrations at the beginning of the party and why you should too
- Great examples of powerful messaging that will educate and influence parents in the audience
- Tips for selling a trial package to 50% of the party guests
There’s certainly ideas for everyone in this call!
- Several marketing examples
- How to customize your announcements for various groups
- Ideas for giveaways
- Tips for a better class format
- The importance of and process for following up
20 New Students per month during the Pandemic! An interview with Tom Sroka, World Class Taekwondo, San Jose, CA
[VIDEO] – Sample Registration Form [PNG] – Sample Rules [PDF] – Sample Staff Meeting Notes [PDF] – Sample Pre-Competition Welcome Speech [PDF] – Sample Pre-Event Announcement [PDF] – E-mail Series [PDF] – App/Text Reminders [PDF] – Sample Zoom Poster [PDF]
This week my Zoom call was a very special presentation on a sensitive topic. How to Keep Your Students and Your Reputation Safe.
In it, I present strategies and scripts for decreasing the risk of an inappropriate staff and student interaction.
✅ Social Media Guidelines
✅ Rules regarding physical touch
✅ Dating policies
✅ Staff training recommendations
✅ And a whole segment on proper communication strategies in the event that you ever have to deal with an incident.
This is vital information that all owners and instructors should know, and definitely a case where PREVENTION is better than CURE.Special thanks to my colleagues, Master Chan Lee & Master Jay Lee who contributed policies for this presentation. 🙏
This is one case where i encourage you NOT to keep this specialized information a secret.Instead, please share it with as many TKD Masters and instructors as possible so that we can rid our industry of this terrible problem.I thank you in advance for your leadership!
[VIDEO] – Handout [PDF] – App/Text Messaging [PDF] – VIP Script (COVID Version) [PDF] – VIP Lead Follow-up E-mail [PDF] – VIP Lead Follow-up E-mail #2 [PDF] – VIP Launch Letter [PDF] – VIP Facebook Series with Text [PDF] – VIP Facebook Series with Text #2 [PDF] – VIP Facebook Series with Text #2 [PDF]
How to Host an Online Tournament
Best Family Add on Year Ever
As we head into the holiday season two things are true…
First, the impact of COVID-19 continues to impact our country and our industry.
But second, many families are doing their best to adjust to the “new normal”.
They intend to buy gifts, decorate their homes, and celebrate (though likely in smaller groups).
And across the entire country, everyone has given more thought to the importance of their health and of their family.
And this is where we can be of help.
In our dojangs we have the opportunity to provide a safe, controlled, low volume environment to work out.
AND we can also provide the experience of families enjoying a common interest, working on common goals, and sharing some smiles and laughter along the way.
This is why I passionately believe that this is the best opportunity EVER for you to encourage and create additional enrollments in the form of family add-ons.
Adding more family members into your dojang will boost your revenue and retention. Plus it feels great to see parents, children, and siblings enjoying Taekwondo side by side.
Retention is more important than ever before
Here is my retention presentation from the TKD Leaders conference. Learn how to update your enrollment procedures, membership types, feedback, special events, and student tracking to minimize dropouts and maximize lifelong students.
Your staff are passionate and committed.
They have stood by you during the tremendous upheaval that has occurred as a result of COVID-19.
How can you be the best leader for them for the continuing battle that lies ahead?
How do you provide direction when you don’t have all the answers?
How high should you set your expectations for your staff?
Do you know how to keep your staff motivated and functioning as a team?
The holidays season is starting. Many stores and businesses are decorating for Halloween at the minimum, and some places have Christmas items for sale already too! I guess it shows that even in the midst of a pandemic that people (and businesses) intend to continue celebrating the holidays out of tradition and to provide a sense of normalcy.
What does this mean for us? Well it means that we need to find our own way to celebrate the holidays and to conduct special events with our students and families. The procedures will need to be different, the crowd sizes will have to be smaller, and creativity will have to be applied. But the essential principle will remain the same.
We host and conduct events to keep our students excited and to enhance their connection with our dojang and with one another. So join me as I share more details about our plans for an updated:
💥 Halloween Celebration
💥 Fundraiser for our Children’s Hospital
💥 Holiday Apparel Sale
I promise that setting up some special events is worth the extra time and effort by you and your staff. Both you and your students will enjoy a change of pace from your regular activities and it’s a great way to demonstrate how special and unique your business is.
Join me for an interview with Beth Block about protecting yourself from liability and the risk of lawsuits. Beth is a phenomenal resource to the Martial arts industry. She works with over 500 martial arts schools. In this quick interview, our discussion will have you rethinking some of your day to day procedures and redesigning them for the better.
Whenever I think of what it takes to achieve success, I think about he importance of having a well thought out plan. But rarely is it the case where the plan is rigid and to be followed without question.
This has been particularly true in the COVID-19 era. For all of us, our goals have likely changed this year. On our live Zoom call this week, I discuss 5 specific strategies that I feel need to be part of your plan NOW.
- Updating your marketing message
- Modifying your sales process
- Communicating with your Tribe
- “Plussing” your service
- Growing your Staff
As you can tell, these five strategies will affect every area of your dojang operation.
Coronavirus – September 10th Zoom Call: Finding Opportunity In The Midst Of The Pandemic: Interview with Grandmaster Keith Winkle
From a childhood fraught with uncertainty and limitations, Keith Winkle overcame all obstacles to be come a martial arts Grandmaster and highly successful school owner.
In recent months the character and mindset that he cultivated has served him well, as his dojang, Inspire Martial Arts, was shut down for six months as a result of the COVID-19 Pandemic. Grandmaster Winkle shares his motivating perspective and inspiring course of action that has allowed him to stay focused and optimistic.
Offering a Digital Learning Camp may or may not be allowed or right for everyone. But I encourage you to listen through this material. It might show you that you have more options than you thought, and that it gives you a step by step process to get up and running more quickly than you may have imagined.
This week I has a great interview with Instructor Somi Parks. She and her fiancé Master Erik Magbanua operate two locations of Pro Taekwondo in Gainesville Florida (Go Gators!)
Over the past decade they have developed mutually beneficial relationships with 16 local elementary schools!
Through this discussion you will learn how to identify “allies”, connect with decision makers, craft your message, and provide a valuable service to your local schools.
As Instructor Somi explains, with budget cuts and lost fundraisers, schools need help more than ever. And of course schools kids can benefit hugely from our expertise in teaching confidence, anti bulling skills, and having a positive outlet for their stress and anxiety.
Watch this interview and gain a step by step plan to become a partner in education in your community!
The range of questions covers every area of operations
- COVID cleaning and disinfecting procedures and how they affect your class scheduling
- what to do about membership options and pricing
- how to sell with confidence while still responding to the commitment concerns that potential members may have
- the difficulties of teaching learning challenged students and Little Tiger aged members through Zoom, and the importance of communicating and cooperating with their parents in order to do so successfully
- thoughts on working with your local elementary schools in a variety of formats
This call was PACKED with practical action steps to take right now. Listen in and gain timely advice on maximizing your organic and paid and results on Google. Plus Facebook ad samples and strategies. Master Mertens also gives guidance on improving your VIP referral program, how to sell with confidence, and the research you need to do to be prepared in the event of a COVID-19 diagnosis for one of your staff or students.
You might want to watch this this Zoom call twice!
Listen in as Master Mertens shares the thought process behind class scheduling classroom format, social media management, and marketing tips once in person classes have restarted at your Dojang,
Together we discuss:
✅ How all masters can be a guide for their student’s own “hero’s journey”
✅ Tips for more enjoyable Zoom classes
✅ Great ideas for a belt testing process that gets parents involved
✅ The benefit of using guest instructors to teach your students (and yourself) something new
✅ Motivational messages for Black Belt candidates
✅ Maintaining a positive attitude in the face of ongoing challenges and uncertainty
Master Arcemont also mentions the book Building a StoryBrand by Donald Miller, and I highly recommend it as well. It provides a great “road map” to clarify and communicate the mission of your dojang to students and parents.
Master Mertens discuss the importance of an “opportunity mindset”, and how it leads to greater innovation action,. He also provides strategies for welcoming back students and parents including adjusting expectations and setting new goals. Finally, he provides six powerful marketing activities that every Dojang should be doing NOW.
What you need to be doing Online and Offline to EDUCATE, MOTIVATE, and GAIN new students
- Low cost grassroots methods
- Social Media strategies
- Email messaging
- Extra time for Q & A
- Get the answers you need to keep moving forward!
The week we discuss selling fundamentals, how to schedule and conduct renewal appointments, and sales vocabulary. Plus more tips for landlord negotiation.
Join me with special guest, Master Justin Scarsella, from World Class Taekwondo in Birmingham. Alabama was one of the first states to allow martial arts schools to reopen, and Master Scarsella, is leading the way in more ways than one.
We will discuss student communication, updated cleaning and classroom procedures, and how students are responding to the new ways of doing business.
It’s Time for The Reopening GAME PLAN
- What to Do and What to Avoid
- How to create a balanced schedule of in person and Zoom classes
- The messages you need to be communicating to your landlord right now!
- Answers to your most important questions
Master Mertens discusses the importance of replays, breakout rooms, and managing expectations for online classes. Learn how to update your online marketing to MATCH what our target market is looking for now! Plus the six step process to reopen regardless of your current status.
Service Enhancements/Metrics to Watch/FBPost Ideas/Community Marketing
This call is full of ideas that you can use immediately. It includes the “textable tip”, templates for Facebook posts that will motivate your students, email scripts to send to non attending students, and several tools to help you with a free community class.
Tips and discussion on:
- Are you monitoring the correct statistics?
- More guidance on promoting your community class.
- Thoughts as some States start to reopen.
- Plus Q and A to make sure you are getting the information you need to keep moving forward!
More discussion on:
- How to protect your students from “Zoombombing”
- Next steps with landlord negotiation
- What I decided to do for makeup testing, belt testing, and tip testing moving forward
- Starting ideas for marketing and special events for your virtual dojang
How is the customer service at your dojang?
I’m sure that you and you staff are friendly and enthusiastic. After all you love what you do, you love your students, and Taekwondo itself is fun and exciting to learn.
But is that enough?
- Have you created a truly remarkable service experience that students and families are alway telling their friends about?
- Do you know how to ensure that every student feels welcomed and special, even if they aren’t a top performer?
- Do you have a system to create extra peaks of customer enjoyment throughout the year?
- Do you have a service recovery formula for handling a dissatisfied customer when you or you team do make a mistake?
To me, these are the essentials of a complete customer service system…and this week I’ll share the exact methods that I’ve used to keep our 1,800 students happy, motivated and referring others to our dojang.
As the operations director for Hwang’s Martial Arts three locations in Kentucky, Master Mimi Hwang has hands on experience with creating themes, daily programming, arranging field trips, and coordinating staff for their highly successful summer camp.
If you already run a camp, you will be sure to gain some new ideas. If you don’t have one yet, this call can help to give you a blueprint to follow.
Watch and gather some great ideas for marketing your camp, fun mat games, popular themes, and the importance of being authentic and transparent when communicating with our target market.
Grandmaster Paul Melella has had incredible success in all areas of Taekwondo. He is an accomplished competitor and coach and a passionate instructor who knows how to motivate students to bring out their potential. He has also expanded his business to include real estate and executive coaching. In this interview, Grandmaster Melella provides incredible tips for more effective birthday party marketing, and his proven methods for goal achievement.