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  • 433 | Brighter Futures: Making 2026 Better Than 2025

    433 | Brighter Futures: Making 2026 Better Than 2025
    2025/12/17
    Brighter Futures: Making 2026 Better Than 2025 Podcast Description In the final episode of 2025, Duane and Allie get real about what it takes to set yourself—and your martial arts school—up for a brighter, better new year. They reflect on big wins, tough lessons, and how to keep the fire burning after decades in the business. This is a candid, hopeful conversation about letting go of what doesn’t serve you, doubling down on what matters, and building a future that’s easy, lucrative, and fun (ELF). Key Takeaways Make Your Future Brighter Than Your Past: Don’t get stuck reminiscing or complaining—use your experience to fuel positive change for 2026. The ELF vs. HALF Framework: Aim for a business that’s Easy, Lucrative, and Fun—not Hard, Annoying, Lame, and Frustrating. Motivation & Burnout: Staying inspired as an owner takes real connection with students, families, and your own “why.” Inventory & Elimination: Take stock of your systems, automations, and routines. Delegate, automate, or delete what no longer serves you. Retention Over Replacement: Don’t just chase new leads—focus on deeper connections, leadership development, and community-building. Action Management: You can’t control time, but you can manage your actions and energy. Action Steps for School Owners Reflect on 2025: What worked? What didn’t? What will you leave behind? Set Clear Goals for 2026: What do you want to start, stop, or double down on? Apply the ELF Test: Is every process, program, or promotion easy, lucrative, and fun? If not, can you fix it or let it go? Reconnect with Your “Why”: Find fresh inspiration in student breakthroughs, family connections, and your own growth. Streamline Communication: Use tech and AI to connect, but avoid white noise—make every touchpoint matter. Empower Your Team: Delegate, automate, and build leaders so you can focus on what only you can do. Additional Resources Mentioned Dan Sullivan’s “Brighter Future” philosophy Joe Polish’s ELF (Easy, Lucrative, Fun) and HALF (Hard, Annoying, Lame, Frustrating) frameworks Brian Tracy’s Million Dollar Habits Spark school management software Allie’s mini course: Referral of a Lifetime
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    54 分
  • 432 | Purposeful Connection: Why Engagement Is Harder (and More Important) Than Ever

    432 | Purposeful Connection: Why Engagement Is Harder (and More Important) Than Ever
    2025/12/10
    Purposeful Connection: Why Engagement Is Harder (and More Important) Than Ever Podcast Description In this off-the-cuff episode, Duane Brumitt and Allie Alberigo dive into the real challenges of engaging students, parents, and staff as 2025 winds down. They get honest about the struggle to drive buy-in for events, the shifting nature of community, and why purposeful connection is more critical than ever for martial arts schools. Expect candid stories, practical strategies, and a reminder that you’re not alone in facing these hurdles. Key Takeaways Engagement Isn’t What It Used to Be: Getting students and families to show up for events—even free ones—takes more effort than ever. The days of automatic buy-in are gone. Society Has Changed: Families are busier, more isolated, and often prefer staying in. Retail, dining, and even martial arts events are feeling the shift. Purposeful Connection Is Everything: It’s not enough to just announce events or programs. Owners need to actively create meaningful, personal connections with students, parents, and staff. Staff Buy-In Matters: Your team needs to communicate with energy and consistency. One-off announcements aren’t enough—everyone has to be on the same page, pushing the same message. Parents Need Tools: Most parents want to help, but don’t know how. Give them simple, actionable ways to support their kids’ progress and stay engaged. Commitment Is a Two-Way Street: From black belt contracts to event participation, getting families to commit and follow through requires both structure and empathy. Communication + Community: These are the two pillars of a thriving school. Consistent, mission-driven communication and a sense of belonging keep people invested. Action Steps for School Owners Audit Your Connection Points: List every way you connect with students, parents, and staff. Which work? Which need improvement? Make Engagement Personal: Move beyond generic announcements—use praise, specific invitations, and one-on-one check-ins. Train Your Team: Make sure every staff member knows how to communicate the mission and create excitement, not just pass along info. Support Parents: Offer simple guides or meetings to help parents reinforce goals at home (not just emails they’ll forget). Set Clear Commitments: Be upfront about expectations and commitments, and reinforce them regularly (with grace and flexibility). Celebrate Wins and Connections: Recognize participation, effort, and progress—publicly and privately—to build momentum. Additional Resources Mentioned Duane’s book: Raising a Black Belt (chapter: Quitting Hurts More Than You Think) Kendrick Cleveland & Greg Horton (on communication and wordsmithing) School Owner Talk Facebook group
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    1 時間 1 分
  • 431 | 2026 Planning: Setting Up Your School for a Strong New Year

    431 | 2026 Planning: Setting Up Your School for a Strong New Year
    2025/12/03
    2026 Planning: Setting Up Your School for a Strong New Year Podcast Description In this episode, Duane Brumitt and Allie Alberigo dig into how martial arts school owners can close out 2025 strong and set themselves up for a stellar 2026. They reflect on this past year’s unique challenges—from shifting parent and student behaviors to the realities of running a personality-driven business—and share real talk on what worked, what flopped, and what every school owner should focus on as the new year approaches. Expect honest stories, actionable frameworks, and practical steps you can use right now to plan for growth, retention, and sanity in 2026. Key Takeaways 2025 Was Unique: Owners everywhere felt the impact of cultural shifts, last-minute signups, and changing family priorities. What worked last year might not work now. Year in Review Matters: Sit down with your staff to review wins, flops, and lessons. Honest feedback is gold. Retention Over Enrollment: Enrollment is important, but retention is the real driver. Invest in personal connections, customer service, and systems to keep students engaged. Set Real Goals: Pick 1-2 core 2026 goals (enrollment, retention, revenue, staff dev). Break them down and track them monthly and quarterly. First Quarter Planning: Map out January–March for tuition, retail, and events. Don’t just wish—make a plan and communicate it clearly to your team. Systems & Simplicity: Review your automations, teaching, and processes. Use the “rule of three” to simplify and avoid overwhelming families (and staff). Stop Doing List: Write out what drains your energy or isn’t working. Delegate, delete, or redesign those tasks. Ask your staff for their input, too. Community & Accountability: Engage with other school owners (like in the School Owner Talk FB group) to share plans, get feedback, and stay motivated. Action Steps for School Owners Year in Review: Meet with your team to discuss what worked, what didn’t, and what to change for 2026. Set 1–2 Core Goals: Enrollment, retention, revenue, or staff development—pick what matters most for your school. Quarterly Planning: Break down your goals by month and quarter for tuition, events, and retail. Make a clear action plan. Simplify Systems: Audit automations and teaching methods. Apply the rule of three wherever possible. Create a Stop Doing List: Identify and eliminate (or delegate) tasks that eat up energy or don’t move the needle. Team Buy-In: Communicate your plan to staff, get their feedback, and adjust where needed. Engage Your Community: Share your goals in the Facebook group and connect with other owners for accountability and ideas. Additional Resources Mentioned Duane’s book: Raising a Black Belt (chapter on quitting) Allie’s book: The Five Gateways to Happiness (I Love/I Hate list) Seven Steps to Income (Allie’s framework) Spark school management software Past podcast episode with Matthew Brenner (three-prong enrollment system) School Owner Talk Facebook group
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    1分未満
  • 430 | Interview with Matthew Brenner – Mastering Organic Marketing for Martial Arts Schools

    430 | Interview with Matthew Brenner – Mastering Organic Marketing for Martial Arts Schools
    2025/11/21
    430 | Interview with Matthew Brenner - Mastering Organic Marketing for Martial Arts Schools Podcast Description In this episode, Duane and Allie sit down with Matthew Brenner from Action Karate and Double Your Dojo to discuss organic marketing strategies that actually work for martial arts schools. Matthew shares his proven 3-domino system for getting into schools and daycares, creating programs that administrators love, and converting leads through mass enrollments—without discounts or trials. If you’ve ever struggled with school programs that don’t produce results, this episode is a game-changer. Episode Length: 61 minutesGuest: Matthew Brenner (doubleyourdojo.com) Key Takeaways 1. Organic Marketing Is More Relevant Than Ever After COVID, online marketing became more difficult due to consumer distrust and ad fatigue. People are inundated with ads and ignore most of them. Organic marketing—going directly to schools, daycares, and businesses—creates real connections with high-quality leads who live and work in your area. 2. The 3-Domino System for School Programs Matthew breaks down his proven system into three critical dominoes: Domino #1: Hack Your Way In - Getting rejected once doesn’t mean you can’t get in—you just used the wrong approach - If the front door doesn’t work, try the back door or a side window - Bring a female instructor when possible—it softens the approach - Private schools are typically easier to start with than public schools - Don’t give up after one “no”—rejection is often about timing, approach, or the person you spoke with Domino #2: Create a Program Schools Actually Want Stop teaching bully prevention—it often creates more problems for administrators Ask principals and guidance counselors what challenges they’re facing Customize 20% of your program based on their specific needs Align with their character themes, mascot values, or monthly focus areas Tell them the catch upfront: “We do this for free because goodwill goes far in the community, and we know some kids will want to train at our school” Always take pictures and collect testimonials—they become assets you can use year after year Domino #3: Master the Mass Enrollment Don’t do satellite programs—get kids to come to your school instead Pre-heat your leads so they’re ready to enroll when they arrive Aim for 20-40% conversion at your mass enrollment event No trials, no discounted tuition—enroll them at full price on day one Film your enrollments and review the footage to improve 3. Simplify Your Pricing Structure Most martial arts schools have pricing sheets that look more complicated than applying for a mortgage. If you can’t explain your pricing to a second-grader, it’s too complicated. Stick to 1-3 clear options with no confusing percentages, discounts, or down payments. 4. Answer Objections Before They’re Raised If you answer an objection after someone brings it up, you sound defensive. If you answer it before they bring it up, you sound insightful. Examples: - “I’ll send you an email explaining how it works, but let me answer any questions you have now.” - “We do this for free because goodwill goes far, and some kids will want to train at our school.” 5. Film Everything and Review Game Footage Professional athletes watch film to improve—martial arts school owners should too. Film your classes, your school visits, and your enrollment presentations. You’ll catch things you never noticed: kids spinning in the corner, parents walking in ungreeted, instructors missing corrections, or yourself rambling during a sales pitch. 6. Ask Permission During Sales Presentations Getting parents to physically raise their hands and give you permission before transitioning to the enrollment offer makes them comfortable and engaged. It removes the “icky” feeling from sales and creates a natural flow. 7. High-Quality Leads Are Worth Thousands When you collect 90 leads from a school program, you’re getting high-quality contacts from people who live in your area and have already connected with you. If you had to pay for those leads through Facebook ads at $20-$50 each, you’d be spending thousands of dollars. 8. Daycares vs. Schools: Know the Difference Daycares are good for practice and building your system Schools have 10x the number of kids and better conversion rates Only teach kids who are age-eligible for your program—don’t waste time on 2-year-olds if you don’t teach them 9. Successful People Keep Learning Most of Matthew’s clients are already successful—making over $100k/month or running multiple locations. Successful people are always looking for new ways to improve. They invest in coaching, attend events, and stay open to feedback. 10. The Black Belt Business Newsletter Matthew publishes a free 3-minute newsletter three times per week covering how to get new students, keep your students, and build your staff—with no fluff, all strategy. Action ...
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    1 時間 2 分
  • Episode 429 | The December Retention Crisis: Keeping Students Through the Holidays

    Episode 429 | The December Retention Crisis: Keeping Students Through the Holidays
    2025/11/12
    Episode 429: The December Retention Crisis: Keeping Students Through the Holidays Podcast Description It's mid-November, and you can feel it coming. Families are getting busier. Attendance is starting to drop. Parents are distracted. And you know what's around the corner—the December retention crisis. Every year, it's the same story. December hits, families disappear, and then January rolls around and half of them don't come back. But it doesn't have to be that way. In this timely episode, Duane and Allie break down exactly how to keep your students engaged, motivated, and committed through the holidays—and how to set yourself up so January isn't a rebuild month. Duane and Allie cover: Why December is so dangerous for retention (and what's really happening) Early warning signs to identify at-risk families before they disappear Proactive retention strategies you can implement right now How to handle the "break" conversation when parents ask to pause Setting up January success in December (pre-selling enrollment, reconnecting with former students) Common mistakes to avoid (and what to do instead) Whether you've been in business for 30+ years like Duane and Allie (combined 60 years of martial arts experience!) or you're newer to school ownership, this episode will give you a clear action plan to finish 2025 strong and start 2026 even stronger. The work you do in November and December determines your January numbers. Don't wait—start now. Key Takeaways 1. December Is a Retention Battleground—Not a Throw-Away Month Families are overwhelmed with school concerts, holiday parties, family travel, shopping, cooking, and hosting. Kids are exhausted from end-of-semester exams, school projects, and holiday events. Parents mentally check out, thinking, "We'll get back to normal in January." The hidden danger: Families who skip 2-3 weeks in December often don't return in January. They were already on the fence—the holidays just gave them permission to quit. The mindset shift: December isn't a "throw-away month." The work you do in November and December determines your January numbers. 2. People Are Creatures of Habit—Don't Let Them Break the Training Habit Allie's "drink analogy": When the refrigerator at his school is full, people constantly buy drinks. The minute it goes empty for a few days, people go to 7-Eleven instead and form a new habit. When he refills the fridge, drink sales drop to zero—he has to ramp them back up again. The lesson: The longer you're closed (or the longer students skip class), the harder it is to get them back into the habit of training. 3. Identify At-Risk Families Early—Don't Wait Until January Red flags to watch for: Attendance drops in November (coming 1x/week instead of 2-3x) Parents stop engaging (no eye contact, quick drop-offs, don't respond to texts) Students seem disengaged (low energy, not participating, sitting out) Families mention "busy schedules" repeatedly They ask about "pausing" or "taking a break" Billing issues (failed payments, late payments, asking about payment plans) Action step: This week, make a list of your at-risk families. Don't wait until they're gone. 4. Overcommunicate in November—Set Expectations for December Send a "Holiday Schedule & Expectations" email or letter in mid-November. Set the expectation: "We know the holidays are busy, but staying consistent is key to your child's progress." Remind families: "Students who train through December start January ahead of the game." Duane's multi-channel approach: Create a video about the holiday schedule and expectations. Post it on YouTube, Facebook, your parent group, send a push notification through the app with the link, and send an email. Get that information out so everybody knows. 5. Create December Incentives to Drive Attendance Perfect Attendance Challenge: Students who attend all December classes (or 80%+ of cl...
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    52 分
  • Episode 428: Holiday Sales Strategy: Turning November & December Into Your Best Months

    Episode 428: Holiday Sales Strategy: Turning November & December Into Your Best Months
    2025/10/29
    Episode 428: Holiday Sales Strategy: Turning November & December Into Your Best Months Podcast Description November and December can be your most profitable months of the year—if you plan ahead and execute the right strategies. In this timely episode, Duane and Allie break down exactly how to maximize holiday revenue in your martial arts school. From retail bundles and program upgrades to paid-in-full incentives and holiday events, they share actionable strategies you can implement right now to boost your bottom line before the year ends. Whether you're uncomfortable with the idea of "selling" during the holidays or you've been doing holiday promotions for years, this episode will give you fresh ideas and a complete playbook to make November and December your best months ever. Duane and Allie cover: Why parents are already in spending mode (and how to make it easy for them to spend with you) The psychology behind holiday gift-giving and year-end purchases How to create irresistible retail bundles and gear packages Strategies for upgrading students to premium programs Structuring paid-in-full offers that convert Planning profitable holiday events Marketing your offers across multiple channels Common mistakes to avoid (and how to fix them) If you've never done holiday sales before, start with just one idea from this episode. If you're a veteran, you'll walk away with at least a few new strategies to add to your arsenal. The holidays are a gift to your business—don't let the opportunity pass you by. Key Takeaways 1. Parents Are Already Spending Money—Make It Easy for Them to Spend With You During the holiday season, parents are actively looking for meaningful gifts for their children. They're already in "spending mode," so your job isn't to convince them to spend money—it's to give them valuable options that align with what they already want. Allie's story: A mom once told him, "My kid is going to ask me to buy that Hulk figure somewhere. You're saving me the time of driving to Toys R Us. I'm happy you have it here." The lesson: Parents appreciate the convenience and value of purchasing from you. You're not being pushy—you're solving a problem and offering something that benefits their child's development. 2. Shift Your Mindset: Scarcity vs. Abundance Many school owners feel uncomfortable "selling" during the holidays, but this mindset leaves money on the table. Instead of thinking, "I don't want to bother my families," think, "How can I serve my families by offering them valuable options?" Key insight: Parents want to invest in their kids. They want discipline, confidence, focus, and character development. Martial arts training is one of the most meaningful gifts they can give. Action step: Set a revenue goal for November and December. Get your mind into an abundance mindset and commit to serving your families well during this season. 3. Retail & Apparel: Create Gift-Ready Displays and Bundles Retail sales can be a significant revenue stream during the holidays if you plan ahead and make it easy for parents to purchase. Holiday gift packages: Gear bundles (sparring gear, weapons, training equipment) Branded apparel (hoodies, t-shirts, hats) Uniforms (offer a second uniform at a discount) "Stocking stuffers" under $20 (belt keychains, books, patches, small training tools) Premium gift packages ($100-$300+) Gift-ready displays: Set up a Christmas tree in your lobby Wrap uniforms or gear packages in gift boxes with bows Label each box with size or item number Create a sign: "Give the Gift of Martial Arts This Holiday Season" Allie's tiered pricing strategy: Don't just sell one sparring gear package—offer four tiers (basic $99, standard $149, premium $199, elite $299). Surprisingly, 80% of parents will choose the higher-end option when you explain the benefits. 4. Blow Out Dead Inventory—Turn It Into Cash If you have old apparel or gear sitting in boxes, now is the time to blow it out. Even if you sell it at a loss, it's better to turn it into cash than to let it sit and collect dust. Allie's mentor (JD Sarantakos): "Think of inventory as $50 bills sitting on a coat hanger. If it doesn't sell, you can't touch that $50 bill. Blow it out, even if you lose money, and reinvest that cash into new products." Action step: Schedule a one-week blowout sale for dead inventory. Promote it heavily. Make it clear this is a limited-time opportunity. 5. Pre-Sell Retail Instead of Buying Inventory Upfront Gone are the days of buying thousands of dollars in inventory and hoping it sells. With modern print-on-demand companies, you can pre-sell items and only order what you need. Allie's strategy: He offers holiday hoodies in multiple colors. Parents choose the item and color, pay upfront, and the order goes into his inbox. Once the cutoff date (December 1st) passes, he places the order with his supplier. The shirts arrive by December 10th, and he didn't have to lay out a single dollar upfront. ...
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    55 分
  • 427 | Are We Running the Hardest, Easiest Business There Is?

    427 | Are We Running the Hardest, Easiest Business There Is?
    2025/10/22
    427 | Are We Running the Hardest, Easiest Business There Is? Podcast Description Nearly three decades into owning martial arts schools, Duane and Allie keep coming back to the same paradox: Are we running the hardest business or the easiest business? In this raw and honest episode, they dive deep into both sides of this question. From the emotional weight of student quits and tragic incidents to the incredible fulfillment of watching shy kids become confident leaders, they explore why running a martial arts school can feel like both extremes—sometimes in the same day. Whether you're a brand-new school owner drowning in overwhelm or a seasoned veteran looking for validation that you're not alone, this episode will resonate. Duane and Allie share their hardest moments (including a heartbreaking story about an instructor who committed murder), their easiest wins (like the former student who became a pediatrician and credited martial arts for his success), and the real shifts that happen when you stop waiting for it to get easier and start building the right systems, team, and culture. This isn't about complaining or bragging—it's about being honest. Because the truth is, the same things that make this business incredibly hard are often the exact same things that make it incredibly rewarding. Key Takeaways 1. The Paradox is Real: It's Both the Hardest AND the Easiest Business After nearly 30 years, Duane keeps coming back to this question: Are we running the hardest business or the easiest business? The honest answer? Both. The same emotional investment that exhausts you is also what fulfills you. When you pour your heart into students and they quit, it's depressing. When you pour your heart into families who genuinely care and they tell you how much you've impacted them, it's what motivates you to keep going. The reality: Running a martial arts school is unique because the things that make it incredibly hard are often the exact same things that make it incredibly rewarding. 2. The Hardest Moments Can Be Devastating Both Duane and Allie have experienced some truly difficult moments: Duane: An instructor left the studio one night, kidnapped his girlfriend, and by morning had killed his girlfriend, her friend, and then took his own life. Duane thought he would lose everything. He had to bring in a social worker to help students process the trauma. Allie: A 45-year-old student passed away on the floor during a sword class from a "widow maker" heart attack. There was nothing anyone could have done—it was a hidden defect. Allie: Had to kick out 12 students who formed a toxic "coup" in his school, constantly talking negatively and creating drama. When he finally removed them, the entire lobby erupted in applause—he had no idea how toxic they were to the good families. Other hard moments include: Quitting your day job and facing financial stress Kicking out a student (or parent) for the first time Dealing with problem parents who don't align with your values Asking yourself daily: "Why am I still doing this?" 3. The Easiest Moments Make It All Worth It On the flip side, there are moments that remind you why you got into this business: The perfect class where everyone is engaged, high energy, and everything just clicks Student breakthroughs like the shy kid who finally speaks up or the struggling student who nails the technique Parent testimonials that bring tears to your eyes Former students who come back years later to say thank you Allie's story: A former student who quit at blue belt around age 12-13 walked back into the school as a pediatrician and said, "You changed my life. I used a lot of what you taught me to become a doctor, and I still use it every day." Allie's other story: An autistic student named Caleb who used to run out of class, lay on his back, scream, and put his feet on the wall. After three years,
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    1 時間 3 分
  • 426 | Why Martial Arts Still Matter in a World of Instant Gratification

    426 | Why Martial Arts Still Matter in a World of Instant Gratification
    2025/10/15
    426 | Why Martial Arts Still Matter in a World of Instant Gratification Podcast Description In Episode 426 of School Owner Talk, Duane Brumitt and Allie Alberigo tackle a critical question. Specifically, why do martial arts still matter in today's world? Moreover, they explore what true discipline really means when instant gratification dominates modern culture. The challenge is real. Two white belts start at the same age. However, one quits after 14 days. Meanwhile, the other earns their black belt and becomes a demo team captain. What makes the difference? Furthermore, how do we help parents understand the value of perseverance when their children face obstacles? This episode reveals proven strategies for communicating martial arts benefits to modern families. Additionally, you'll discover how to educate parents about the importance of commitment. Most importantly, you'll learn why martial arts remains the most effective character development tool available today. Key Takeaways Self-Confidence Remains the Top Priority First, recent parent surveys reveal critical insights. Specifically, 44% of parents seek self-confidence as their primary goal. Furthermore, focus and discipline tied for second place at 6% each. Additionally, emotional control, character development, and respect ranked as secondary priorities at around 20% each. What does this mean? Parents still recognize martial arts as the premier confidence-building activity. However, they may not fully understand what builds that confidence. Unlike team sports where only nine players participate at once, martial arts allows every student to grow at their own pace. Most importantly, martial arts provides individual measurement opportunities. Rather than comparing themselves only to others, students can ask a better question. Specifically, "Am I better today than I was yesterday?" As a result, this creates sustainable confidence growth over time. The Instant Gratification Challenge Unfortunately, modern culture creates significant obstacles. For example, families will binge-watch eight seasons in one week. However, they struggle to commit to 45-minute classes twice weekly. This presents a fundamental challenge for martial arts school owners. Furthermore, parents often treat schools like babysitting services. For instance, one grandmother attempted to drop off her grandson and leave immediately. However, when told parents must stay and watch, she seemed surprised. This illustrates a common misconception about martial arts training. The reality is different. Martial arts isn't just about physical techniques. Instead, it teaches mental, emotional, and social defense skills. Therefore, parents must understand their role in the process. Most importantly, they need to become part of the village supporting their child's growth. Educating Parents About the Process First, parents need clear frameworks for measuring progress. For example, one parent who was a school teacher explained her confusion. Specifically, she understood public school testing cycles. However, she didn't know how to gauge martial arts progress. This reveals an important communication gap. Therefore, instructors must help parents recognize confidence, discipline, and focus when they see it. For instance, ask parents to identify which students demonstrate confidence on the floor. Then, help them understand what specific behaviors indicate that confidence. Additionally, parents must learn that failure is part of the process. Specifically, students will hit walls throughout their journey. Sometimes it's boredom. Other times it's frustration from not passing a test. However, these obstacles build the resilience and grit parents originally wanted for their children. Action Steps for School Owners Set Clear Expectations from Day One First, establish the village mentality during the trial class. Specifically, communicate that success requires partnership bet...
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    49 分