Specially Prepared for School Owners Who Register for the 2009 NAPMA “Extreme Success Academy” In San Antonio, Texas Oct. 9th-10th-11th

For more information about Extreme Success Academy
continue here.

Join us for a special Webinar to build a significant Multi-School operation in your region:

http://milehighfranchise.com/webinar-rd-reg.html

Mile High Maverick.

As I write this it’s been a hectic few weeks.  Tomorrow I’m off to Salt Lake City for the day.  Head off first thing in the morning.  Four meetings back to back, and back on the plan at 7 pm to head back to Denver.  I’m sure it’s going to be productive, we’ve just added 6 new locations in Utah and many more to come.  This week it’s been the Maximum Impact members teleconference (I hope you never miss one!) two Mile High Karate Regional Developers Calls, our national (international, actually) Mile High Karate school owners call.

In the mean time I’m just coming off of a week of training new Mile High Karate schools for a week (23 in attendance for the past week)   This week Toby Milroy, myself and the rest of the NAPMA staff and contributors are working 24/7 on details for Quantum Leap … sure to be your best event ever (you better be registered by now!  www.NAPMAQuantumLeap.com) and, Rob Tucker, Jeff Smith and I are working diligently on filling up our newest regions with schools:  Miami, New Zealand, LA, Utah, and many others.

Geeeeeez, I’m exhausted just thinking about the past couple of weeks.

In the mean time I’ve talked to about 10 coaching clients.  A few of them were “whining” about the economy in the 4th Quarter of 2008.  After I slapped them around a little guess what?  Record results for January 2009!  (Record GOOD by the way!)   Most of your results is dependent upon how you are looking at the world, not what’s really happening by the way.

A couple of asides.

I invite you to join me on Facebook, to keep up daily with our various activities:

http://www.facebook.com/people/Stephen-Oliver/820497518

Look also for our new “Social Networking” site being released this month on www.MartialArtsProfessional.com

If you haven’t noticed we’ve completely updated and redesigned Martial Arts Professional Magazine with many more enhancements to come.

Toby Milroy has also recorded a series of “webinars” to help you deal with the 2009 Recession.  It’s a 6 part series.  Make sure you go through all of them.  See www.NAPMA.com for the links (or, www.MartialArtsProfessional.com)

Anyway,  let’s move on to something more valuable for immediate implementation for you.

There’s lots of crazy ideas floating around our industry.  I watch several of the major “Martial Arts Business” discussion board and am typically amused to watch the “blind leading the deaf and dumb”

Hopefully you don’t fall victim to “Masterminding with Failures.”  Or, to repeat my often quoted line from Sales Master Tom Hopkins:  “Never Take Advice from Someone more screwed up that you are.”

Anyway on misconception is about how much income and revenue a relatively small martial arts school can generate.  (2,000 square foot more or less.)  I did the following projection for my Mile High Karate school owner training… and thought I’d share it with you:

Same Enrollment Numbers - GROSS Revenue Triples.   Most of the difference is
Net Profits.

The above comparism does not factor in:
Larger Downpayment.
Size of PIF’s.
Accelerated Tuition on Upgrades.
Successful Kids extending past enrollment period.
Therefore the difference on school 2 is higher than shown.

Now, without becoming too “academic” I’ve got to tell you I’d much rather to TRIPLE the revenue from the same volume, wouldn’t you??

I was thinking about all of this during our training week last week.  Interacting with real school owners like yourself thriving or barely surviving looking to me for a “life raft.”  During my time running the most elite (and, more expensive) coaching program in the industry I had two experiences that repeated themselves over and over and therefore are seared into my memory.

Experience 1.  “Typical” of school owners that I worked with that started at $12,000 to $18,000 a month in gross revenue.  In all most all cases in somewhere between three and twelve months I was able to turn these schools into schools grossing between $27,000 and $52,000 (double sometimes triple or more.)

The formula was easy.  By the way it did NOT include turning coaching clients into “sales masters” or, even marketing gurus.  In most cases it’s was subtle tweaks some simple and some rather sophisticated and difficult to do without the one on one personalization possible.

What are a few of the keys?

Well obviously from above one of them is in fixing pricing structure.   Typically we’d add a larger down payment on enrollments and renewals.  Increase the monthly tuition on enrollment and add in additional levels of “upgrades” with an appropriate price bump.  Typically the “transition” is good for an extra $50,000 to $150,000 in 60 or 90 days (enough to pay for the coaching for 4 to 15 years!)    I always promised coaching clients a 10 to 1 return on their investment (for each $1,000 invested that they’d get back $10,000) in reality they often dramatically exceeded that return.  Our franchisee schools obviously can do better than that (we figure they need a 10% improvement to cover the expense of the program – after that it’s pure and sometimes massive – profits.)

Another “tweak” was typically fixing the intro-enrollment-upgrade process.  Most schools have big holes through that process and are sloppy about “pre-framing” the long-term student relationship.  Fixing those holes can often make a dramatic change in results.

By the way.  In the above Profit and Loss projection there are a few assumptions that are useful to point out and to explain in the context of massive improved NET PROFITS of coaching clients and Mile High Karate franchise schools.   First, most schools tend to overspend on rent, over spend on “head count” ie pay too many people, and under spend on quality people.  Finally, just about everyone under spends on their marketing efforts and fails to properly track their results.

What should be your benchmarks?

Rent no more than 12-15% of the gross.
Total payroll (including yourself) 25-30% of the gross (I target 25%)

Marketing expenditures 15% of the gross.

And, note my projection of $277 average revenue per student.  Obviously a little arbitrary designed to help a round number (300) active students become a $1,000,000 a year school.  In all most all cases coaching clients as described above ended up at $200+ per month average per student (therefore 300 active AT LEAST $60,000 a month.)  My target for Mile High Karate schools is $300 a month and soon to be higher.

Experience 2 from Coaching.   The clients I took under $8,000 a month (and, frankly those over who made no progress) had a couple of things in common:

First.     A very low self-esteem about the value of their instruction and of being a member of their school.

Second.   A tendency to “Question Everything” and therefore not implement proper strategies or “pick and choose” and therefore end up with a hodge-podge of stuff.

Third.  A “good excuse” about why their school, style, city, state, etc. was “different” than the successful schools and why it was not possible for them.

The question for you is whether you’ll be the take massive action, follow the plan to the letter, and make no excuses type…. Or not?

Before we go I want to remind you of a couple of things:

1.    Know your numbers.  If you aren’t keeping track of what’s happening then it’s pretty much impossible to improve.   I’ve enclosed again the template forms for monthly and yearly stats tracking.  More complete forms (including Word and Excel files that are editable) are at your NAPMA Member Site.

2.    If you are in the $12,000 to $20,000 a month range and would like some personal hand-holding to get your school going.  Send me a note with your 2008 Stats and we’ll discuss ways to get your school really rockin in 2009!

A couple of Recession Warnings (again and again.)

In a tough market you really MUST accelerate your educational process.  Open and read (listen to, and watch) each piece of your NAPMA membership materials.  Visit your member website weekly to find new videos or audios to watch/listen to.   Attend all of the live events (100% participation in Quantum Leap and Extreme Success Academy.)  Consider participation in Coaching ($12,000 a month and up only please,) Inner Circle ($25,000 a month and up only) or Peak Performers.

Above all don’t cut back on your own education, the education of your staff, or your marketing efforts to gain new students.

Expand your thinking!

A common problem amount school owners is continually “majoring in minors” to quote Zig or someone similar.   I’ve spoken with many friends who regularly network with Billionaires rather than millionaires.  Their feedback on those individuals?  Incredibly expansive belief in what’s possible and an total ability to avoid getting bogged down in the irrelevant or in low value activities.

I see our industry hamstrung constantly by school owners who get bogged down in irrelevancy and fail to focus on the big picture.

Back in 1983 when I opened 5 schools in 18 months and grew to 1,500 active students and a $1,000,000+ operation there may have been a number of factors that contributed to the ability to accomplish it.  However, I’m convinced that the most important factor was that I believed that it could be done and I believed that I could do it.

Don’t get me wrong.

The Business Plan was essential.  The many 1,000’s of hours studying all aspects of our industry was indispensible.  The mentorship of Jhoon Rhee, Jeff Smith, Nick Cokinos, Ned Muffley and others was priceless.  However, all of this would have been for nothing without my personally believing that it was both doable and that I was personally capable of accomplishing the goal.

What made that belief possible?

I’m sure the biggest factor was in actually having seen a model with my own eyes.  The Jhoon Rhee Institute was my model for what I wanted to accomplish.   Jhoon Rhee recently said at the Extreme Success Academy:  “Steve accomplished in 18 months what it took me 20 years to accomplish, I wasn’t jealous at all.”

Well that may be true from one perspective but on the other hand if he had not invested the 20 years then I may never have believed it possible.    Without his 20 years building a multi-million dollar organization I wouldn’t have had the model for success that I had to leap frog off of.  So did it take me 18 months or Jhoon Rhee and I 21.5 years?

From my perspective the answer is obvious.  The 21.5 years is conservative. It misses the years that Nick Cokinos spent with Arthur Murray and Art Linkletter’s “Linkletter-Totten Dance Studio” to develop systems that translated to martial arts schools.  It also misses Chuck Norris and others developing systems borrowed and modeled by Jhoon Rhee and our staff.

Another factor to my early success may have been youthful cockiness and insatiable greed (as depicted by some of my detractors – especially in Colorado in the 80’s and 90’s.)  In reality my vision was more about thousands of students with deep impact on each and every one more than any personal financial motivation directly.  The youthful cockiness that many perceived then (or, now without the “youthfulness” attached) came for from a realization that most in our industry (and, in ALL industries) have not a clue what it takes to run their business as a business nor much interest in modeling success rather than complaining about someone else’s success.  Unfortunately most in our industry (hopefully not you) look for an excuse to excuse their own failures rather than asking for help and joining with a winning system.  They make up crazy names for people who are doing what they should be doing to protect their own ego and self esteem.  They call successful schools “McDojo’s” or “Belt Factories” then complain about “store-front dojo’s.”

Maybe it’s because they haven’t had my experience.  I might have thought the same thing coming from the “blood and guts” era in Oklahoma & Texas.  Luckily for me I traveled to them moved to DC and regularly had my ass kicked by fighters much more accomplished than myself who were also make a tremendous living teaching others the

Hopefully you notice that your “Martial Arts Professional Magazine” this month has a completely new look and feel.  This is the first improvement and, certainly not the last for 2009!

First.   As you probably know Martial Arts Professional is a publication supported and created by the “NATIONAL ASSOCIATION OF PROFESSIONAL MARTIAL ARTISTS” (aka NAPMA) to support the international martial arts community.  It currently goes to every commercial school in the United States 10 X per year as well to all NAPMA members internationally (to 26 different countries.)

What’s Martial Arts Professional Magazine’s purpose?

“Martial Arts Professional Magazine is the premier resource for those professional martial arts school owners and operators who are serious about growing their business through a visual and editorial repository of resourceful, innovative, hands-on and first-person experiences.”

Second.  The new look and feel as well as evolving editorial content and expanded content is designed to continue to move the magazine to higher and higher levels of professional development for school owners.   Some martial arts enthusiasts will find it moving away from their athletic interests.  However, professional school owners who are continually improving their school, expanding their student quality, and improving their personal income from their business operations will find Martial Arts Professional Magazine increasingly valuable for their on-going development.

This evolution includes increasingly valuable business, marketing, sales, and customer service content from a wide range of contributors.  You’ve certainly noticed contributions ranging from the TOP school owners in the world to business gurus such as Dan Kennedy and Jay Abraham, and success teachers ranging from Brian Tracy, Zig Ziglar, Tony Robbins and many others.  This trend will continue.   We’re also increasingly sharing school owner “success stories” including specific implementation ideas about what has helped them grow their schools.

Third.  Dramatically expanded value through more and more “web-enabled” support and content.   You’ll increasingly find valuable content at www.MartialArtsProfessional.com.

What’s available online?

1.    Each month you’ll find the complete Martial Arts Professional Magazine content viewable on-line.   Whether your issue was grabbed by a staff member (a frequent occurrence we hear) or lost before being completely digested you can read the entire issue on-line.

2.    More and more content is available on-line.   You’ll find additional columns that we don’t have space to include in the printed edition included online.

3.    Meet other Professional School Owners online.  Just this month we’ve released the “Martial Arts Professional Magazine” community where you can share, find friends, network, and find great ideas from others around the world.

4.    My “Business Blog,”  you’ve find observations and comments on the state of our industry at my on-line Blog that you’ll find at www.MartialArtsProfessional.com

5.    Periodic access to free “NAPMA Webinars” such as Part 1 and Part 2 of Veteran School Owner and NAPMA Chief Operations Officer Toby Milroy’s “Recession Self Defense for Martial Arts Schools” available now online.

Finally, we welcome your feedback and suggestions.   We make every effort to share some controversial ideas and occasionally stir up heated discussion.  Please send us your letter with suggestions, ideas, and counter-points to any topic or article.

Thank you!

Stephen Oliver.
CEO and Publisher Martial Arts Professional Magazine.

I ended up watching a replay of the celebration at the Lincoln memorial last night.  It included a wide range of entertainers from Stevie Wonder to U2 to Garth Brooks. It was a wonderfully positive, non-partisan celebration of the on-going peaceful transition of power in a spectacularly successful democracy..

It was also appropriately a celebration of the time line of Lincoln to Dr. King to Obama and the next step in eliminating racial barriers to success for those of character and accomplishment.

Personally I am both hopeful and fearful of the cult of personality which surrounds this new President.

Hopeful that a new bi-partisan era may unfold.   Hopeful that many campaign promises will quickly be forgotten and that the new President will be able to control the extremes in his own party and will be able to quickly more forward to continue successes of the past (many) and to correct the failures.

Fearful that we will be entering (continuing) an unfolding of an era of big government and misplaced confidence in the power of government to solve individual and market problems.

Our biggest risk is that we’ll end up in an era where more people receive money and benefits from our government than pay into that government.   When the majority seen to benefit but not contribute then we truly enter a time of great peril.  We must never forget that those who truly contribute productively must not only be protected but supported unfettered in their entrepreneurship.

Ultimately I hope that we don’t forget Ronald Reagan:
“In this present crisis, government is not the solution to our problem, government is the problem.:

I’m frankly amused by the many folks popping up to be “Experts” in our industry.

Here’s a piece I put together a while ago with my thoughts on that.

“Beyond the Secret”

I just came back from the satellite airing of “Beyond the Secret” basically a panel discussion among the contributors to the next iteration which will be a DVD of that name released in April.  I was especially impressed with Bob Proctor and Les Brown.

Great content!

A couple of memorable quotes.

Les Brown.  Your income is the average of the five people you are closest to.

Ask yourself, who do you need to eliminate from your life to improve your life, attitude, and personal development.

If you are the richest or smartest person in your group – get a new group!  Elevate your standards and elevate your peer group and mentors.

Bob Proctor.  Find mentors who’ve done what you want to do.  A master-mind team of ignorance is not useful.  Find someone who’s actually done what you want to do.

Find a coaching program and a credible process to create tremendous growth in your life.

RE “The Secret”

It’s not about sitting around thinking about what you want.  It’s having clarity about what you want, then taking daily action.

Maintaining your attitude.

Don’t start the day with negative media.  Read something good and surround yourself with positive people each day.  Decide 6 or 7 things you want to accomplish each day and maintain focus.

On teaching the skills to your children.

First.  Live it yourself and they’ll model your beliefs and behaviors.

Second, Teach it to kids.  A young child can learn a second language quickly and can also learn positive expectations, controlling self-talk, and monitoring the negative input of peers.  Treat kids as capable of learning and internalizing this type of material.

Join me on Facebook:

http://www.facebook.com/people/Stephen-Oliver/820497518

Thank you for your feedback!  Our members have spoken and we’re using your feedback to update your membership and improve your experience.

We’re MASSIVELY upgrading your membership and providing you opportunities for EXTREME Growth in 2008, 2009 and beyond.

Dear NAPMA Team Member,

I’d like to share some “insider’s secrets”.

Then we launched “Inner Circle,” in part to bring some of the most successful school owners in the country together to “lead from the top” and to serve as a basis for “Best Practices” for everyone else.  It’s been  a HUGE homerun for us, them and most of all YOU.

Beginning in January we’re really taken the “Skin Off” the organization and taken a very painful scrub brush to systems, processes, contributors and mostly to support and guidance that you need to help you grow.  You may not realize it but I can share with you now that we’ve  created an INCREDIBLE Brain Trust of experts from within and outside of the martial arts industry.  We’ve pulled back in old friends and former staff with fantastic ideas about moving everyone to the next level.  We’ve sat down with the VERY best people who know how to fill Dental Offices, Chiropractic Offices, Fitness Centers and Dance Schools.  We’ve assembled a brain trust that include the sharpest marketing minds in the world.   We’ve taken our own advice and assembled an INCREDIBLE master-mind team of experts from within and external to the martial arts industry.

And, then we’ve looked into our membership base and for the first time REALLY dug into everyone’s perspective and expert opinion with one and only one objective in mind.

The question we’ve asked the brain-trust of experts and our own “Master-Mind” team of like-minded individuals from other industries is this:

“What can we do to make sure our Martial Arts School Members THRIVE in challenging times and to help them adapt to the changing industry conditions.    In short how can we be THE source of insuring a constantly growing student body, improving revenues, and a quality life-style for our members.”

We’re poised to implement some of the most radical improvements and enhancements ever seen in the martial arts industry to facilitate YOUR personal and professional growth.  To help your martial arts school be the unexcelled center of excellence in your community.  Most if not all of the improvements and enhancements come from outside the industry, the rest come from true HIGH PERFORMER school owners who are not the usual suspects hitting the speaking tour and trying to sell you the next sales or curriculum program.
We’re really excited about the incredible feedback that we’ve heard from members like you.

All of our staff have been poring over member surveys and reviewing the various letters and emails that we receive.   Now we have GREAT feedback from you for new ways to package content, new materials and programs to focus on, and new ways to help you grow.

We’ve learned a lot, and will be sharing much of it with you here or in months to come.  Early in the year we’ve completed extensive surveys, talked to 100’s of clients, and even invited Dan Kennedy and Bill Glazer to our Clearwater, Florida offices to give us lots off ideas to support our clients and help the martial arts industry grow – bigger and faster.

Most of our member feedback honestly is about how to make our content delivery more productive for your learning style.  It’s about how to facilitate moving things from the idea phase to aggressive implementation.  And, it’s about helping you be what you love to be (a quality martial artist) while giving your support on all aspects of teaching methodology, sales, marketing, leadership and persuasion.

Admittedly, after we read the many, many surveys that have been returned we arrived at two competing conclusions.  First, there are a lot more members running VERY highly successful schools than we realized.  Many of them are now in our “Inner Circle” team (www.NAPMA.com/innercircle.)  Others should be but aren’t yet.  We were surprised at the number of VERY big schools that we’ve heard from and who attribute NAPMA as a huge component of their success.  We were also made a aware of a larger group than we would have expected who will have to be drug “Kicking and Screaming” to be successful.  There are still more than we’d like who are interesting only in technical mastery and not in running a professional school with quality marketing, sales, and business systems in place.   It’s sad but true that some just don’t “get it” that quality and professionalism go hand-in-hand.

For those opposed to making a living and thriving in their community we gleefully admit that we may be forced to “leave you behind.”   For those looking to continue the dramatic professionalization that we helped kick-off many years ago and continue to lead the charge on – I think you will be thrilled not only by the new features of the program but by the incredible accelerations in RESULTS that you will experience if you will fully participate, read and listen to the materials, and most important wake up every day and DO SOMETHING to improve your school.  If have aspirations of growth you must not be missing the “Maximum Impact” content.  Certainly if you qualify you may want to ask about the waiting lists or availability of Peak Performers or Inner Circle.

Our first wave of feedback was that there are more schools hitting HIGH NET PROFITS than ever before in history.  We’ve learned that the top 20% of schools needed more room to grow and expand.  Many were ready to go from $300,000 a year to $1,000,000 a year or more.  Others, were ready to really go from part-time to full-time or from $100,000 a year to $400,000 or more.  Others were ready to either grow through multiple schools or become “Regional Developers.” Our first step was to add higher level “Telecoaching and Peer Support Master-Mind” teams.   These provide the  perfect venue to really “turbo-charge” member growth.

In a “Whirlwind of Activity” since December we’ve:

1.    Created and filled the “Inner Circle” Team.   It’s a team of some of the highest quality school owners in the world.  They have met twice as a “Master-Mind” team in Clearwater.  Many attended the “Ultimate Martial Arts Marketing Boot camp.” And the work together monthly by teleconference and discussion board.    These school owners are grossing $400,000 a year AND UP.   I think our current record is looking to be several schools in the  $1,000,000 + per year in a single school (less than 6,000 square feet.)  And, there are several multi-school owners.   They’ve been a marvelous “sounding board” for us to lean new ways to help all members achieve the highest possible levels of success.  They’ve made many of the suggestions that you’ve been seeing implemented for everyone.

A TYPICAL result from that team is as described here by Jonathan Metcalf:

UP 40% from 2007!.

I AM ON TRACK! My enrollment hit 310 yesterday which was my June 1st goal! I set income and enrollment goals last year for this year. I have been blowing past my financial goals (which were based on about 33% growth over 2007 even though I was steady between 2006-2007. I have had a very strong financial year.   My YTD goal was $215,887 but, in fact, I hit $261,584! That’s 20% over goal! Last year (for the first 5 months) I had made only 185,899, which is 40% growth!!!    Thank you guys so much for your help! For the first time I can remember, I had people come and ask me for an upgrade. Very empowering.  So: Here is what I have learned - that despite the unexpected - Stephen Oliver and Dan Kennedy were right in their predictions I raised my prices, increased my volume, increased my closing rate and decreased my complaints about money and have people upgrading into even more expensive programs even when consumer confidence is supposedly low.

WOW! This is cool! Thanks again guys. You have been a support and inspiration

Jonathan Metcalf (jonathan@integritymartialarts.com)

2.    We’ve created and are filling the “Peak Performers” team (limited space is available for qualified candidates.)  These are schools typically grossing between $100,000 and $400,000 a year.   They are either full-time in their school operations or targeting the transition very quickly.  It’s a combination “Master-Mind” and A-Z discussion and seminar format designed to more school owners quickly to the “next level” in their operations.   This is a place for schools with growth aspirations, but who are not yet in the top 5% of member performance.  Learn more at www.NAPMA.com/innercircle and complete an application for consideration if you quality.

Hi Rob,

I just wanted to thank you for a copy of “Think and Grow Rich”. It was a pleasant surprise receiving it in the mail yesterday. I think it’s a great time to re-read it.   I am already seeing the results of the peak performers group. May was our best month ever and I am hoping to see even better results in the following months.  The information I got off the forum has helped greatly and I am learning from everyone on it. I am starting to allocate time each day to write or respond on the forum.  The future is looking great!

Thanks.
Sensei Tim Rosanelli
Maximum Impact Karate
(215) 249-3532
www.maximpactkarate.com

3.    We’ve added Lee Milteer and her world renown “Millionaire Skills” coaching program which includes monthly “Telecoaching Calls”, Weekly lessons, and a member website among other features to help our “Inner Circle” and “Peak Performers” members expand their “Wealth Consciousness” and improve their personal business and success skills.   Each month she provides business lessons and success skills to help school owners grow.  She also brings very high caliber interviews such as the founder of Chuck-E-Cheese, Mr. Chicken Soup for the Soul:  Mark Victor Hansen, and Mr. NO B.S. Dan Kennedy.   Lee also has been kind enough to contribute to Martial Arts Professional Magazine, Martial Arts Professional – online, and occasionally to “Maximum Impact.”

4.    Resurrected the World Conference – Recreated and refocused as the “Extreme Success Academy.”   This is an event new and unequaled to teach you how to be successful in marketing, operations, sales, and in building and creating wealth.

It’s NOT focused on learning the next MMA move, or as a social environment for part timers without growth aspirations.  It’s DEFINITELY not populated with the “Usual Suspects” of speakers.  It is dominated by REAL World school owners sharing their actual CURRENT results and sharing with you how to accomplish that yourself, and by real-world business experts to help you grow your wealth and your business.  You’ve GOT to be at the Extreme Success Academy and if you haven’t registered, do it now at:  www.ExtremeSuccessAcademy.com  Unlike other events it’s about creating a substantial career as a school owner.

5.    Expanded, Enhanced, and Improved “Maximum Impact.”

At no additional charge, we’ve moved “Maximum Impact” from every other month to monthly and reorganized the format and the content.   Maximum Impact is now:   A once a month “telecoaching opportunity” where you get to ask questions and be focused on what you should be accomplishing in “real-time” moderated by Stephen Oliver along with Toby Milroy, myself, and a variety of experts.  The July “Bonus Teleconference” features Marketing Guru and Renegade Millionaire Dan Kennedy.

In addition by popular demand of members, to make your Maximum Impact materials easier to use we’ve:

A.    We’ve started posting MP3’s of the Teleconferences immediately on the Maximum Impact Members Website.

B.    We’ve started packaging the content DVD or CD’s directly with their transcripts for easy storage and to keep them together (rather than the separate plastic cases.)

C.    We’ve reorganized the transcripts as booklets rather than loose paper to help you use them effectively and internalize the material.

D.    Following our UNIVERSAL member feedback looking for real success stories from peers sharing their real life “best practices” we’ve added monthly “Success Story” Interviews with highly successful school owners just like you, who share their step by step secrets to recent success.

E.    Launched a MASSIVE new “Maximum Impact” Members Only Website that includes teleconference replays, archived materials as members have requested, and A LOT of other constantly updating materials.   Including recently Dan Kennedy and Jay Abraham Interviews, Transcripts, bonus chapters, etc., etc.

F.    We’ve added “Inner Circle,” “Peak Performers,” and “Maximum Impact” Members Only Discussion Boards for accelerated feedback and an opportunity for peer support.

G.    Coming Soon to Maximum Impact:  Instructor Training resources including CONSTANTLY updated curriculum video clips for curriculum and drills including “Little Ninja’s ®,” “Edge MMA ™ ,” and “Fitness Kickboxing ®,”  among others.

6.    We’ve created and continue expanding www.MartialArtsProfessional.com, now Martial Arts Professional has DOUBLE or more the content as before with materials available on-line.  There’s also now a COMPLETE archive of past issues beginning with January 2008 and moving forward.  View any entire issue one or two weeks before receiving it in the mail, or return to reference valuable content.

Also at www.MartialArtsProfessional.com:

A.    We’ve also added interesting Blogs – See Stephen Oliver’s entertaining daily blog up and running now.  Toby’s and Mine coming soon along with content by Tom Callos.

B.    We’ve also begun expanding and posting ALL letters to the editor on-line (especially those that didn’t make it into the magazine.)

C.    We’ve added “Chuck Norris’s” weekly commentary as well.

D.    And, we’re rapidly expanding and preparing for daily updates for a complete range of Martial Arts in the News.  (see recent additions from “The Wall Street Journal” and “Forbes Magazine” among others.

E.    We’ve expanded our range of contributors to include Dan Kennedy, Jim Rohn, Zig Ziglar, Tony Robbins, Jay Abraham, Joe Lewis, Jeff Smith, Denis Waitley, and many others.

F.    We’ve conducted many more high profile “Celebrity Interviews” with individuals ranging from Chuck Norris to Stephen Hayes and Jhoon Rhee to Jackie Chan and Jet Li.

7.    Exciting and POWERFUL timely promotions.   For all members we teamed up with Lionsgate Entertainment for powerful co-promotions with “The Forbidden Kingdom,” providing free teleconferences, written reports, and extensive marketing materials to use in conjunction with this BIG BUDGET Blockbuster.

We created tools to help with the adult market using “Red Belt” a solid adult movie with a positive martial arts (MMA & BJJ) message.

Most exciting is our current promotion in conjunction with Dream Works pictures with “Kung-Fu Panda.”   Again, complete artwork provide 8 weeks before the movie premier, teleconferences, written reports and a complete BLUE-PRINT as a Free Member bonus to capitalize on the “Little Ninja®” market in conjunction with this HUGE movie promotion.

All of these materials were made available QUICKLY on-line and communicated to members via Email & Fax (make sure we have both UTD in your file) and posted with complete A-Z instructions on your member websites.   Also,  teleconferences were posted for REPLAY immediately on-line.

These promotions will be worth many 100’s of new students for those industrious enough to implement aggressively.  I hope you took advantage of this incredible opportunity to fire up your current students and get in front of a huge flood of people looking excited about the martial arts.

8.    “Member Services”  For your convenience we’ve also added MANY new member services features on-line including:

A.    The ability to find out when any package was shipped for your planning purposes by visiting www.NAPMA.com/shipping

B.    The ability to immediately update your member information on-line without playing phone-tag with a staff member by visiting:  www.NAPMA.com/memberservices
This is extremely useful for updating credit cards, billing address, phone number, fax number, email address or any other member information.

C.    The ability to gain immediate answers to “Technical Support Questions” like:  How do I get into my member areas?  What’s my password” and such by immediately contacting our technical people from the member services page.  (Live person real-time chat.)

D.    The ability to immediately solve membership issues or shipping issues in real-time on-line.
(Live person real-time chat.)

E.    The ability to directly and easily contact staff members via Email for shipping, technical, and other member services questions. (Live person Real-Time on-line chat.)

F.    The ability to have your questions answered directly via the Discussion Boards or the Monthly “Maximum Impact” members teleconferences.

OK, Now WHAT’S NEXT??

We’ve taken your feedback and are now immediately implementing!  You’ll be seeing lots of things you’ve directly asked for and, some things that solve other problems and expand on opportunities that you’ve pointed out in your surveys.   We’ve learned a lot about what you want and need to grow your school.

Like what??

Your “Monthly Basic Toolkit” it’s becoming more “web-interactive.”  You’ve told us that you’re more internet capable and would like to have more ready access to member support tools.    You’ve also pointed about that some pieces are redundant, and other teaching elements can be expanded for an improvement in your results.   You’ve pointed out you’d like the content to be easier to use and more directly IMPLEMENTABLE.

Specifically starting this month we’re giving you what you’ve asked for by:

1.    As you’ve requested we’re making organizing your BASIC “Toolkit” easier by sending you a FREE NAPMA three-ring note-book.  (Maximum Impact Members already that 3-ring notebooks for the Maximum Impact Materials.)   From now on all physically delivered materials will be 3-Hole punched for easier organization.   The notebook includes monthly tabs for easy organization.  The member materials will continue to be color coded for easy reference within your notebook.

2.    As you’ve requested, we’re repackaging the CD’s & DVD’s so that they can be stored with the written materials rather than stacked separately (and, getting lost.)   The plastic cases are replaced by more convenient three hole punched disc holders.

3.    As you’ve requested “NAPMA Now” continues it’s evolution to a truly useful and beneficial newsletter and advice support tool.   One of the things you’ve told us is that you want “SPECIFIC HOW-TO” advice and very clear “DIRECTION” on implementation.

That’s now included in all aspects of our program (from me in the “Sounds of Success” and “NAPMA Innovations) and from Stephen Oliver and Toby Milroy in NAPMA Now.  NAPMA Now includes:

A.    Your “Growth Opportunities” calendar “looking forward” for many months to let you plan for events, teleconferences, Inner Circle and Peak Performers Meetings, along with special events like our “Maximum Impact Members Gathering.”

B.    Easily referenced “Contacting us” and problem solving guides.

C.    Technical guides for web access and discussion board access.

D.    ANSWERS to your questions from survey submissions (submit yours if you haven’t already by visiting www.NAPMA.com/survey)  by Stephen Oliver, Toby Milroy, or me.

E.    Timely and Focused advice on how to grow your school in conjunction with seasonal events or around Economic Ups and Downs.

4.    Giving you access to various “Modes” of learning.  Something that some of you shared is that it some of you prefer reading to listening.  Whether it’s because as some of you shared that you don’t spend much time in the car or for others it’s because you learn better by reading than listening.   To support your preferences we’ll be adding transcripts of the “Sounds of Success” and posting at your Member Web Site.   Additionally, we’ll be posting the interviews at your member website as an MP3 to listen to on-line or download into your IPOD or other MP3 player.

5.    We discovered that many schools find implementation challenging for one of several reasons.   We’re attempted to address all of these issues for you (as requested and with many enhancements) with the various marketing materials, ads, mailings, newsletters in the following ways:

A.    Incredible new “Print on Demand” options where you can:

1.    Personalize and have us print and drop ship marketing materials directly to you.  Eliminating having to deal with “Publisher Files,’ with having to deal with vendors, and with having to deal with several different vendors.

2.    Upload your student or prospect lists and we’ll mail it for you!

3.    Just ask and we’ll pull a “Suspect List” and mail the market materials for you in your area.

B.     COMING SOON:   Your student Kickin’ newsletter DONE COMPLETELY FOR YOU.  Give us your calendar of events or other information and we’ll personalize it and mail it for you to your Students, Former Students, and Prospect Lists.

Your school newsletter should go to your inactive student list, your prospects lists as well as your actively attending students.  It’s a chore each month to personalize the newsletter, get it printed and mailed.  We’ll be teaching you “best practices” for using a school newsletter, improving the newsletter we provide you AND handling everything for you including putting it in the mail.

C.    Artwork SOONER.   We’ll be making seasonal artwork available on-line a month earlier than you are used to.  We’ll also have two months of artwork at a time available on-line at your member site.  You’ll also have “Evergreen” artwork needs always available including accessible on our “Print on Demand” system.

D.    MORE art-work options that fit your particular situation.   We’ll have more options especially in “print on demand” personalized for your particular style and audience.

E.    COMING SOON:  A new NAPMA Members Only: “National Leadership Club” Newsletter and support materials including student websites, marketing materials and handouts.

We’ll be making all of these available for you online rather than having to wait for your “box” and the enclosed CD.   They’ll be available to you sooner.  With easier to use “Print on Demand” options that eliminate your need to master software and other technical stuff.

Many of you have requested VERY SPECIFIC support on specific topics.  In addition to answering questions each month submitted with surveys we will periodically include in your member materials (and, on-line) “Special Reports” with things you need to know as identified by both surveys and industry trends.

The first such report was on “Tuition Pricing,” the second one is on “Operating Statistics” with the accompanying forms you need.  Upcoming ones will include special reports on “Improving Student Retention,” “Creating higher quality Black Belts,” “Non-confrontational sales methods,” “Recruiting and Training Staff,” and “Growing your school quickly,” as well as specialty reports such as applying professional methods to BJJ schools, and moving from part-time to full-time.

6.    We are adding a huge number of additional member support options during the rest of the year, such as:

A.    Member Websites and Internet Support Tools.  A wide variety of internet marketing support and student resources.

B.    24/7 Telephone answering and appointment setting. Never miss another student “Info Call.”

C.    Higher Level “Expert” tools such as a “Time Management Program for Martial Arts Entrepreneurs,” and high level marketing coaching.

D.    Extensive continued enhancements to the “Maximum Impact” Members website.

As we continue to improve your membership materials, we’d like to hear your feedback!  Please submit your membership survey form and ask important questions.   As a side note, we’ve broken a pricing policy that we insist that you follow.  Since 1994 the membership fees have stayed the same.   Last year we went in the hole over $150,000 on shipping and handling alone.

We announced several months ago that we would increase S&H fees for both Maximum Impact and Basic Members and waited until now to implement.  That minor increase will happen with the next billing cycle as our shipping and fulfillment costs once again JUMPPED in cost.   So you’ll notice a minor increase in your monthly tuition to cover that more appropriate Shipping and Handling fee.   For the time being we’ve doubled the Maximum Impact content (from 6 X a year to 12 X per year,)  radically expanded your resources, and improved your membership materials all at 1994 prices.

As we continue to improve we may have to follow our own advice and increase tuition in the future.   Certainly the tuition fees for “Inner Circle,” and “Peak Performers” will increase from our “Pioneer Discounts.”  We’ve already, as previously announced moved from the “Pioneer levels” to an intermediate “new release” tuition.  Soon they will escalate again.

I know that MANY members are excited about all the upcoming tools and enhancements.  Some have been apprehensive but they’ve been rewarded with incredible growth opportunities and great new member materials and opportunities.

I hope you are thrilled with your “Basic Toolbox” new look and feel.  If you are not receiving the Maximum Impact content you should make sure that your membership gets upgraded right away. Make sure you are making full use of your Member Websites, Discussion Boards, Telecoaching Calls, Meetings, and Events.    I look forward to meeting you in Clearwater, Florida at the Extreme Success Academy and hope to hear from soon.

Thank you.

Rob Colasanti, President
National Association of Professional Martial Artists (NAPMA)

P.S.  PLEASE make sure you’ve been heard by completing the member survey.   See www.NAPMA.com/survey

Finally, I’m sure you may have a few challenges figuring out how to get in the web site or figuring things out.  Feel free to directly contact our technical support team on-line to get immediate help.  Our priority is helping you grow your school, provide for your family, and create the income you deserve.  You’ll truly be able to improve your school while providing higher and higher quality instruction from our constantly improving membership materials.
Dear Rob,
I just opened this month’s Napma package, and surprisingly I found the CD that I had a conversation with Toby. I am so honored to be in the CD, and I want to thank you for that.  I felt that I am little embarrassed, because of my poor English, and I still have some difficulties to explain things in English.  I guess people who listen to the CD have to pay closer attention to it, right?   ;-)  Oh, by the way, you mention my school’s gross last year as 1.3 M, but 1.03 M is the correct number.  My number is still growing, and I am projecting 1.15 M for 2008.  I will let you know exact number early next year. I have seen that Napma has been doing lots of changing and improving.  Napma is always helpful to improve my Martial arts school in business and my teaching skills since the first day of joining.   Inner Circle Meeting has been extremely helpful, and all members are very open minded and eager to work together.
Again Rob, thank you for your help and all the great work in Napma, and I wish you and Napma continuously grow in the future. I will see you in July at the Inner Circle meeting.
Sincerely, Jason Yi