Will I Succeed or Fail?

My Business Story for anyone who is bored

I think this will be a fun place to chronicle my business experiences, and it'd be great to get any feedback from any of y'all (I'm from Texas, so, yeah, I said "y'all" - LOL).

I moved to Austin, TX in 2006, and opened up Austin Kung-Fu Academy in March 2006.
With the consulting company I was with at the time, I was advised to open up a "Health Club Based" martial arts school. So I did. I have partnered with a health club here and have access to a studio (which is actually a separate bldg, with a separate entrance) to teach my classes. So for new comers, it almost looks like my own studio.

But the health club does have its share of classes there, and at peak morning and evening times.

I essentially have the afternoons, and have one semi-decent evening time. I also have Saturday afternoons.

The idea is, if I can build a large student base, then I will have negotiating power to get more desired timeslots. So, the main thing is, build the kids program, because that is during the health club's down time.

With this consulting company, I got to about 50 students. After that, the consulting was asking me to do things WAAAAAY out of my comfort zone, things like coldly approaching people and trying to get them to come by my studio. I'm sorry, this is where I draw the line. I don't like it when people do it to me, and I can't in good conscious do this to other people.

My consulting company told me that I could find instructors by placing an ad in a newspaper. BAD IDEA. HORRIBLE IDEA. It was an experience I will never repeat. Ever. So, I had no employees and really wasn't trained to create a leadership team.

As a result, I did everything myself, and eventually got burned out. I decided to go back to my old career track in Higher Education Administration, as an Advisor for Asian American student organizations. The job was hell. Political bureaucratic nonsense, and eventually, I got laid off.

During this period, I still ran Austin Kung-Fu Academy, but I cut back classes big time, and my student count dropped to 30. Now I am back in the game, and I have about 35 students.

Here's the thing about me folks:
I consider myself smart (I have a Masters in Education), a good martial artist, a good teacher, a good leader, I am well spoken and can communicate clearly, I love teaching children and do not fear them, I like networking, I know how to delegate tasks and not micromanage, and I have a pretty good work ethic.
I am not scared to admit when I've made a mistake, and I am very high on complementing others. I know how to tactfully and directly express my concerns on issues, and I know when I need to shut my mouth.

I think I have all the right attributes to create a successful 6 figure income generating martial arts business. But the problem is, I haven't had the best or strongest guidance. Generally the guidance came from people who could give half a **** about me, or people who had ulterior motives for providing me with help.

In this business, especially in the consulting realm, I have been scammed, taken for granted, and abused.

After a lot of careful consideration and research, I have made a cautious decision to join Nick Dougherty's Champions System. Nick has taken the time to explain things to me, and I got to look at some of the advice he has given, and I'm willing to take a calculated risk and give him a try. After all, that's what business is about, yeah?

So I will chronicle events as time permits of successes, failures, realizations, and challenges as I go through his methodology and coaching. Now, what I won't do is reveal particular the specifics behind business ideas, because I know those tend to be protected. But what I will do is identify the topic, and discuss its impact. For example...

I just tried a new method on contacting cancelled students. Totally worked! It was the simplest of changes that I made, but it yielded in positive results. I used to just send e-newsletters in hopes for a response, but this was way different!

Things like that. If you like reading this, I'll ask Nick if there are certain things I can post on the blog. This is very good for me, as I like to process my experiences through writing.

I am very excited to be working with Nick, he seems like a very creative, outside-the-box type of thinker when it comes to marketing, and I am placing my faith in his coaching that I can reach my potential and leverage my attributes to be a successful martial arts school owner.

Today, I got logged into championssystem.com (not without some challenges tho), and I am liking what I am seeing on the site. I've never done a birthday party for kids, and there are some pretty good resources for that, amongst other things.

Incidentally, I wonder if there's a business card template I can have access to? I know there's one for purchase...but come on! I am a champions system member now! If not, I'll have to design one from scratch. I can do photoshop, but I'd rather save time and just insert a logo.

By the way, I know a place where you can make 1000 business cards - double sided, color and glossy for $25. You heard me, $25. Twenty-five bucks! Send me a private message, and how awesome you think I am, and I'll tell you where! LOL

You'll get to know my sense of humor the more you read me.

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Replies to This Discussion

Permalink Reply by Santanu on March 6, 2009 at 11:49pm

So today was my first full day of being a Champion Systems member. I can tell you that I have learned A LOT, already. The website has a lot of helpful information, but it's hard to know where to start if you don't have someone to help you navigate...and fortunately for me, I like to analyze and ask questions.

So Nick was very helpful today, in our conversation. Originally, I was in the mindset of:
I need a lot of new marketing ideas to bring people to my door.

But Nick said I need to work on my pricing sheet and intro sessions first - if those things aren't right, then nothing will be right.

So I learned a lot about the mistakes I was making with my pricing structure, so I will be fixing that.

I also watched the webinars on intro sessions and extension sessions and how to handle objections. All very very good material that I need to watch several times over and take notes, and repeat and practice.

After I work on those this weekend, I want to discuss with Nick how we can better set up my class time/schedule to be more effective. I have the opportunity to teach kids in the afternoon everyday if I wanted, but I don't. So I'd like to hear what he has to say on this matter.

I don't know if it's too soon or whatever to implement a Black Belt Club and Master's Club. Nick mentioned that getting a kids demo team will be critical - I used to have one, but that sort of fizzled out.

So I basically need to solidify this new infrastructure, and after that is set pretty clearly, then I can go towards the marketing phase. I will try to work expediently and efficiently on getting this infrastructural stuff taken care of.

Oh that reminds me, I need to watch the info call videos. I have a feeling I can improve on that as well.

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Permalink Reply by Sensei Nick on March 7, 2009 at 5:47pm

Santanu,

Make sure to watch the sales training videos, under the sales section. We go over how to overcome objections, and how to master the way of the phone.

Send me an email if you have any questions over the weekend.

Also I would really like you to watch the staff meetings, and email me any questions hat you have. They started in October, so please go back and watch all of them.

Keep it moving,

Nick

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Permalink Reply by Santanu on March 7, 2009 at 10:33pm

Thanks, Nick. Will do.

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Permalink Reply by Santanu on March 13, 2009 at 3:38pm

Quick update - things have been going well with Nick. He's been working with me on my pricing structure, schedule, and programs. All very good stuff, that seems very encouraging. He also recommended an author to read, Jeffery Gitomer. I got his book "Little Black Book of Connections", and it is good!

I am up to 37 students now, and have 3 potentials, so things are slowly starting to look up. There is a LOT of work to do, and I am enjoying the guidance Nick has been showing me thus far.

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Permalink Reply by Sensei Nick on March 15, 2009 at 7:41am

Santanu,

Your doing great job so far. How did you make out with the day care?

I will be going away monday, so lets try to touch base before I leave.

thanks,

Nick

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Permalink Reply by Sensei Nick on March 21, 2009 at 9:05am

Santanu,

Still waiting for you to update your progress on here. Can you keep up with me?

Leaders of the new school,

Nick Dougherty

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Permalink Reply by Santanu on March 21, 2009 at 10:47am

This, folks, is why I love Nick! He moves fast, is very creative, and is motivating!
Okay - updates:
I am working hard on putting together a Tiny Tots Kung-Fu Program, age 3-4. Nick is giving me some good methodologies on content, administration, and marketing for that. I'm actually very excited about this, b/c I get quite a bit of inquiry calls for that age group, and in the past, I've turned them down. Also, a lot of my current students have kids/siblings who are of that age group.

I am also in the process of working on a Kids Summer Camp, which I've also never done before. But the idea intrigues me. I want this experience.

I am almost done with Jeffery Gitomer's Little Black Book of Connections. I have to now start thinking of creative ways to network and create networking opportunities with my current student base. Something to talk with Nick about.

For now, my focus is very much on the Tiny Tots and the Summer Camp, as I know these investments will be excellent for the long term.

I still need to be better organized. I may end up investing in a Blackberry. I also need a printer for my school, I think that would be very helpful.

One of the things that Nick has inspired out of me is to have limited programs with a kill date. Like a 6 week program type thing. I may do something like that with Tai Chi and Ju Jitsu, as a way to garner interest.

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Permalink Reply by Sensei Nick on March 22, 2009 at 11:48am

Good job Santanu!

Make sure to do the following:

1. Attend our weekly staff meeting tomorow at 2:00 EST.

2. Attend my Webinar on Tuesday-How to generate Referrals, and you will be the first to know this but as a bonus for all attend, I will be including my Summer Camp Success Outline for School Owners. Last year our main location did $25 K in eight weeks.

Thats enough!

Oh, and I think you will really enjoy the video footage I will have of the Champions Business Network event that I will be hosting on Friday night.

Get that Black Berry!!!!!

Leaders of the New School

Nick Dougherty

Santanu said:

This, folks, is why I love Nick! He moves fast, is very creative, and is motivating!
Okay - updates:
I am working hard on putting together a Tiny Tots Kung-Fu Program, age 3-4. Nick is giving me some good methodologies on content, administration, and marketing for that. I'm actually very excited about this, b/c I get quite a bit of inquiry calls for that age group, and in the past, I've turned them down. Also, a lot of my current students have kids/siblings who are of that age group.

I am also in the process of working on a Kids Summer Camp, which I've also never done before. But the idea intrigues me. I want this experience.

I am almost done with Jeffery Gitomer's Little Black Book of Connections. I have to now start thinking of creative ways to network and create networking opportunities with my current student base. Something to talk with Nick about.

For now, my focus is very much on the Tiny Tots and the Summer Camp, as I know these investments will be excellent for the long term.

I still need to be better organized. I may end up investing in a Blackberry. I also need a printer for my school, I think that would be very helpful.

One of the things that Nick has inspired out of me is to have limited programs with a kill date. Like a 6 week program type thing. I may do something like that with Tai Chi and Ju Jitsu, as a way to garner interest.

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Permalink Reply by Santanu on March 26, 2009 at 11:54pm

UPDATE

So, some things are swooshing around in my head, that are about to see some clarity. I think I am slowly beginning to understand...

One of the things that makes Nick happy and genuinely proud and impressed, it seems, is if you are busy and have a lot going on.

Now mind you, I haven't seen a change in my numbers yet, I am in preparation mode. I think this is going to change drastically within the next few months.

Here's something I'm noticing - free classes and/or low-cost classes for either a limited time offer, OR reduced price classes but with a limited time frame (like 6 weeks, 3 months, etc).

LOTS of internal marketing.

So my question is, with free, low-cost, or reduced price classes in a limited time frame, what percentage typically turns into extensions? What is the methodology used on our end to ensure a higher rate of turning them into extensions? Obviously this is a conversation that will happen privately.

There is a lot to be said about controlling energy. As we are trained to do so in our martial arts practice, we must do so in the class room. I always insist that the energy in all my classes is UP UP UP. We are each other's cheerleaders. That up energy is what tends to sell. Add to that the positivity - laughter, smiles, cracking a joke here and there, and SWEATING during all of it. That's what has been what tends to sell at my school.

All of a sudden, the concept of networking that Nick has had me reading is turning into a much much bigger picture....!!!

Ok. I need to get my thoughts together. They are going all over the place, because I THINK I am starting to understand the potential of all this. If what I think is true, and it turns out working for me, not only am I going to be extremely happy with my guidance from Nick, I will also simultaneously be sort of angry at the consulting I got from other companies.

I know I have all the right things to make this work. But when consultants start telling you to charge high prices for every single thing you do, to walk up to someone cold and solicit them, to be vague and bait and switch your leads, to think that every person is motivated by money, and to actually say, "you have to do everything, so you will get ulcers, but that's just part of it"...I realize that I've been had.

I just realized another question I have for Nick. As with any martial arts technique to work, timing is everything. Same with the school programs. I will be asking him about timing.

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Permalink Reply by Santanu on April 9, 2009 at 9:49am

Just a quick update:
My numbers are slowly getting better.
I've been studying the Champions System sales system, and still working at it. Handling objections is an art and a science that I feel I will forever be working at.

Nick has been fantastic, and role plays with me on my delivery. He is being a true coach to me. I've never had that before.

For my members, I'm doing something silly, but hopefully it won't harm me - I'm doing a couple of promotional classes for my adult students. I'm having a cardio Kung-fu circuits class, and a MMA circuit training class, free for all my members up until June. I just started this, and the response has been pretty positive thus far.

I am in the process of starting a Tiny Tots program for age 3-4 year olds. This will be a new challenge, and if I can make that work, I think that it will be a very important age demographic to hit. There will definitely be a learning curve on working with this age group.

I am also in the process of promoting my kids summer camp. This is also brand new to me, and we'll see what my results are as far as how many kids sign up for it. I'm a little uncertain about my marketing for this, as I have just now started, and feel it's a little too late. But, I will certainly try to push this with the parents of the kids who I have now, and try to encourage them to spread the word to their kids' friends.

I made a giant realization the other day after watching several webinars - a lot of the core business practices in the martial arts industry originated here at Champions Way...and then other consulting groups use them and repackage them.
I really feel like I can succeed in this industry!

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Permalink Reply by Mark Cameron on June 11, 2009 at 8:13am

following you very closely. I am also considering joining Nicks organization. The info I have received so far FREE has been great. It is a breath of fresh air not to be nickle and dimed every 5 minutes. Thanks for taking the time to show us your progress.

Santanu said:

Just a quick update:
My numbers are slowly getting better.
I've been studying the Champions System sales system, and still working at it. Handling objections is an art and a science that I feel I will forever be working at.

Nick has been fantastic, and role plays with me on my delivery. He is being a true coach to me. I've never had that before.

For my members, I'm doing something silly, but hopefully it won't harm me - I'm doing a couple of promotional classes for my adult students. I'm having a cardio Kung-fu circuits class, and a MMA circuit training class, free for all my members up until June. I just started this, and the response has been pretty positive thus far.

I am in the process of starting a Tiny Tots program for age 3-4 year olds. This will be a new challenge, and if I can make that work, I think that it will be a very important age demographic to hit. There will definitely be a learning curve on working with this age group.

I am also in the process of promoting my kids summer camp. This is also brand new to me, and we'll see what my results are as far as how many kids sign up for it. I'm a little uncertain about my marketing for this, as I have just now started, and feel it's a little too late. But, I will certainly try to push this with the parents of the kids who I have now, and try to encourage them to spread the word to their kids' friends.

I made a giant realization the other day after watching several webinars - a lot of the core business practices in the martial arts industry originated here at Champions Way...and then other consulting groups use them and repackage them.
I really feel like I can succeed in this industry!