Martial Arts World News Magazine - Volume 22 | Issue 3

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BUSINESS BUZZ The Top Ten Negative Habits That Keep You From Achieving Your Goals, Part 2 by Grandmaster Lawrence Arthur …and what to do about them. It might seem like the most successful schools are just lucky, or in the right location, or were born under the right zodiac sign, or whatever other excuse you can come up with to keep from looking at what YOU are doing, or not doing, to build a successful school. I have the opportunity to coach many schools in all types of demographics, from small-town, part-time clubs to big-city, full-time operations with hundreds of active students, and I’ve identified several key components that the most successful schools are willing to do that the unsuccessful schools don’t do. Take a close look at this list and ask yourself how you can improve your school by taking action in each area. Here are the last 5 habits that are deterrents to achieving your goals. 5. You’re not training to be a better salesman. Our business is sales and marketing! There are lots of resources for sales scripts and formulas to follow to enroll students and upgrade them. Find and study them to improve your closing ratios and professionalism. Stop prejudging everyone and everything like you think you know their financial ability. Lower your expectations and raise your effort to communicate the value of your program. Be focused on collecting money. Make a daily plan on who you’re going to enroll, upgrade, or ask for a bigger commitment from. You only get paid just after you ask for it. 6. You don’t look professional. Don’t follow trends, don’t try to look cool with earrings, tattoos, spiked hair, etc. You’re setting an example of what it’s like to become a black belt leader in your school. Parents want their children to emulate success and conservative values. Wear a polished, clean uniform with a new belt instead of your old tattered belt that you’re so proud of. 7. You think great classes will make you successful. Don’t get me wrong: great classes are very important; however, they only represent a third of your business. Marketing and sales is another third, and operations and paperwork is another third. 8. You’re over sensitive to comments from others. Don’t accept what they think of you. It’s their thoughts, not yours, and it’s really none of your business what they think. Have tenacity and create your own future based on your personal goals. 9. You bring your personal life into the academy or post it on Facebook. Your students should not know about your personal life. Your academy should be a sanctuary of positive energy and encouragement. There’s no room for gossip or any negative comments from or about anyone. 10. You break your promises. Your word is who you are. You show what you are made of when you keep your promises, agreements, schedule, and appointments. GRANDMASTER LAWRENCE ARTHUR has been a martial artist, specializing in Karate, Kung Fu, Kenpo, Shotokan, and Goju Ryu, since 1968. He owns 40 Super Kick Karate locations and is founder of the American Freestyle Karate Association (AFKA). A world champion and hall of famer, Lawrence also runs the Black Belt Success Systems consulting firm, which trains martial arts instructors on proper business practices and is used by schools all over the country. 94 MARTIAL ARTS WORLD NEWS VOLUME 22 | ISSUE 3
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Martial Arts World News Magazine - Volume 22 | Issue 3

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