Your Potential Ratio and Your Pull Radius

Your potential ratio is the percentage of the population that has a realistic potential of joining your school. The number used for decades has been 1.5%. Due to the explosion of exposure and credibility the martial arts gained from the fitness kickboxing boom in the...

Finding Your Own Voice

In an advice column, a 15-year-old boy wrote, “I am 15, I have zits, my voice is still high, and no girl wants anything to do with me. What should I do?” The answer was really good.  It’s not just you. Most 15-year-old boys are gawky and awkward and have zits. Girls...

Discounting Past Due Contracts

When I was publishing Martial Arts Professional magazine, we sold advertising to clients who wanted to reach and sell to our readers. Occasionally, an advertiser wanted to cancel the contract. In the publishing world, the process for doing this is called “shorting the...

Discounting an Active Agreement

Read this only if you will not get greedy and sabotage your monthly cash flow for the lure of quick cash.  You can use this same strategy on a few students each month to boost your gross. Be careful that you don’t offer it to more than just a half-dozen students. This...

Cash Outs. Good or Bad?

There are different schools of thought about having students pay in full (PIF) for their classes versus monthly billing.  Let’s establish the fundamental difference between PIFs and monthly billing. When someone PIFs a program, you owe them the unused portion of their...

Congruency in Values

A personal brand works best when it is an authentic, congruent, and consistent representation of you. In this context, congruency means that your actions reflect your values. If you value honesty but are prone to gossip, exaggeration, or lying to protect yourself,...