The School Must Be A Second Home

 Top Program Directors Spill Their Secrets. We talk to some extremely successful program directors, exploring various facets of their valuable work.

What are some of your most exciting internal marketing strategies right now?

Parents as Coaches Class. We have started doing a Parents as Coaches class, which we have tailored to our needs. We schedule it every other month. We automatically schedule it with parents of new students. We tell them when their class is and we sign them up. We don’t really give them too much of an option to decline. Ninety percent will say, “OK” and they’ll show up. During the class, we go through each step of what instructors are looking for in their students, why we award tips, and we also let the parents try out an actual intro class. It is a bit intimidating for some of the parents at first, but they start to appreciate what their kids are going through. And if I were to take the last three classes, I have signed up 50% of the parents on average. So it’s been quite successful. And what I do is a very soft sales pitch. I say, “The best way to really understand what your child is going through is to get more involved in their program. This is probably the only activity that you can do as a family.” Pizza Party. The second successful event is the Pizza Party, which we have reformatted as well. We’ve combined it with the Parents Night Out concept and we’ve broken it down into three sections. The first 30 minutes is a basic intro class—basic stances, where we teach how to do a basic punch, block and kick correctly. The second 30 minutes is a Stranger Danger class or a Bully Buster class. Then for the last 30 minutes we do fun and games—maybe a game where the instructor throws a ball at students, and if the student catches the ball, the instructor has to do a couple of pushups, and if the student drops the ball, he or she has to do a couple of pushups. After this, they eat the pizza. If it’s a Parents Night Out, when parents come to pick them up, they see their kids had fun and yet they learned a lot, and they get really intrigued. —Lane Wommack Program Director, Bushido School of Karate

What does the school owner, Buzz Durkin, expect from you?

A great attitude is vital, such as smiling and making other people feel like we care about them. And this is a big thing in a martial arts school. I always greet students nicely and politely. Frequently, I ask them if there is anything I can do for them. If needed, I might offer them a private lesson, help a mother get the little ones ready, or anything else like that which is of service to the students or their parents. I want to make sure they feel this is their second home. Not only do I know students’ and their parents’ names, I know their pets’ names too. When parents are watching their kids, I interact with them and ask them if they are enjoying the class and how the kids are doing in regular school. That ties in with the dojo, as we address a lot of the same topics in class. As they are leaving, I ask them how their class was and give high fives to them.   —Bridget O’ Brien Program Director, Buzz Durkin’s Uechi Karate School

Is there any new program in your school that you’re in charge of?

I manage the school and am directly involved in student service. I’m also a full-time instructor. I handle anyone who comes in through the door as well as any new programs and any marketing programs. My work is diverse and I touch upon almost every single area of the school, including cleaning! Recently, we started a fitness challenge, which ties in with the New Year and new resolutions. I’m in charge of managing this. The first thing I do is, I make sure people sign up for it. It’s a free service at our school, where students who want to challenge themselves and take themselves to the next level can do so. It’s a three-month program that occurs thrice a year. For different people it means different things—one might want to lose 5 pounds, another may want to lose many more, and some may even want to gain weight. I’m in charge of making sure each person who is enrolled in this fitness challenge achieves his or her goals. I meet with them, track their progress through body fat, weight and actual measurements. This has to be done more frequently in cases where the desired change is bigger. The participants also send me a weekly email report, which is of great use in staying on track. —Erika Beintrexler Program Director, Jujitsu Concepts/Krav Maga

 What is your main responsibility?

My personal responsibility is to do enrollments and marketing. Usually when we do intros, the instructors ask some of the questions and then they hand them off to me and I go over the programs and the paperwork. I present the class schedule. I have the calendar out and they circle the two days they can attend. We have classes on each day of the week. I tell them they have a couple of choices. They can do a one-year program or a six-month program, and I tell them what the fee is. The one-year program is considerably cheaper and I make sure they understand that it is for one year. I circle the clauses in the enrollment agreement according to which they can cancel. We also offer a one-month program for those people who want to figure out if martial arts is a good fit for them or not. —Trudy Lafranco Program Director, Meyerland Martial Arts Center

How do you prepare a student and a parent for renewal?

I connect with the parents first—making sure that the students are excited about their classes. I ask them if they are comfortable asking questions to the instructors. I also make sure the students have all the material they need for their classes. I let them know how much time they have left for their renewals. We sit down and talk about the goals they’d like to reach for the next year. Usually I do this around three months before they renew. More importantly, I stay connected with the students and the parents throughout the year. Praise is really important. Kids need to know they are doing a good job, so they can continue to do a good job. Also, one needs to point out the areas in which students need help. Sometimes if I see a child having a difficulty during a class, I ask the parents if it’s okay if I work with them for a few minutes, and I will take them to the side of the room five or ten minutes after a class and then work with them before letting them go on their way. Sometimes I’ll just talk to them about respect or about focusing in class so that they can get the best out of their class. I make a point of sitting with the parents and watching a class every once in a while, listening to what they say and watching their responses to their children. We also have parents who drop children off and then pick them up, and every once in a while I’ll give them a call and say, “Hey, next time you drop your child off, would you mind stopping by?” When they do this, we’ll talk about what the student is getting out of the program. In our school we also have parent-teacher conferences every three to six months, setting up a specific day and time to sit and talk to the parents and the child together, helping them with their goals and nipping any issues in the bud.  —Kristen Bettencourt, Program Director, Tokyo Joe’s

Teaching Martial Arts to Those with Special Needs Provided by Kathy Olevsky

The segment of students with Special Needs is a very big population. As a matter of fact it is referred to in many arenas as Special Populations. There are some great tips for working with both children and adults who have Autism, Asperger’s Syndrome, ADD, ADHD and other similarly classified learning challenges. If you understand the difference between a visual learner, an audible learner or a tactile learner, as well as the actual deficit the student has, you will be a much more capable instructor. Some martial arts instructors are afraid to take on a visually impaired or hearing impaired student. Similarly, we need to know what to do to teach someone in a wheelchair if they want to learn martial arts. The steps listed below are for teaching different types of students and to eliminate the doubt of how to adapt your current curriculum to meet their needs.

What kind of teacher are you?

Are you the kind of teacher who likes everyone to follow your directions with no distractions? If this is the case, you would need to teach no children and only adults with no learning or physical challenges. If you can adapt your curriculum and your mindset, you can teach anyone.

Aspergers and Autism

Aspergers students in general don’t make eye contact. Some have difficulty with over stimulation (loud kiais and lots of fidgety people can be triggers). Most are great rule followers and most do not get the average sense of humor in social situations. When one student may pick up on another student’s subtle non-verbal signals, an autistic or Asperger’s student will miss it. Children who fall into any category within the array of Autism are often referred to incorrectly as disruptive undisciplined children. Successful adults with Asperger’s have been called eccentric.

“Merely watching someone else’s continuous movements will not allow me to mimic them—I have to have the steps broken down sequentially, much like how I must have explicit directions on how to get to a new place rather than trying to follow a continuous map.” – Dr. Lars Perner (Assistant Professor, Clinical Marketing, University of Southern California)

ADD/ADHD

Attention Deficit Disorder or Attention Deficit Hyperactivity Disorder are two disorders that are very common and doctors are referring their patients to the martial arts for therapeutic reasons. The most important thing to find out about these students is if they are on medication and what time they take their last dose. If they are on medication, it can work wonders, but can also make them lethargic when they are going through changes in the medication. Also, if the parent gives them the medication inthe morning and none after school, they often will be quite wound up and excitable by the time their after-school martial arts classes start. In case the physical activity is the recommended therapy, rather than medication, you really have to know how to help them help themselves. Children with ADD benefit greatly from an instructor standing in front of them, counting and keeping their attention with loud constant commands. Students with ADHD will enjoy the physical workout as long as the instructor keeps them constantly busy. These are not the type of students that benefit from a class structure that includes some students sitting and watching other students.

Visually Impaired

Working with the visually impaired simply challenges the instructor to define the exact execution of any technique. The instructor must learn to describe a technique with words. Direction and speed have to be taught with words as well. In most schools, with the right philosophy, the other students will rise to the occasion to assist a visually impaired student in learning the martial arts. Since it is such a contact activity, it works well with the visually impaired. During sparring or team drills, use voice cues to help the student understand the direction and location of their partners.

Hearing Impaired

Working with the hearing impaired is simply a matter of staying in front of the student and developing a bond so that you learn to understand each other. Most students with hearing impairment are comfortable with instruction manuals as a learning aid. If your school has a wooden floor, the student can learn the tempo or “beat” of an activity by the vibrations in the floor. Mirrors are very important so the student can watch for cues to help with the count or execution of some technique. Frequent hands-on corrections help in the earlier phases.

Students on Wheelchairs

Working with students on wheelchairs is not as hard as many think. There are many wheelchair sports already in existence. Some students will need to stay in their chairs for all activities, while others will become comfortable with getting out of their chairs to work on Judo/Jujitsu type activities. Most basic Karate curriculums can be modified easily to allow the students in wheel chairs to mainstream into the regular classes. There are modified push ups, modified crunches and modified stretching exercises that are simple to learn and to teach. Students with paraplegia have a good bit of use of their upper body and blend well into regular classes. Students with quadriplegia require more specialized classes, depending on the mobility of their upper body. Quadriplegia does not mean they cannot use any of their upper body. There are varying degrees of Quadriplegia.

It is important, however to determine what the individuals restrictions are for their personal medical situation. Some diseases and spinal cord injuries can limit the contact and participation in the martial arts.

www.RaleighKarate.com • email: KarateIn@aol.com

Building a World-Class Team Part 2 by Chris Robinson

 This is a continuation of a piece from the past issue of the Eagle, by EFC’s executive consultant from Canada. Here is how you can build a strong team of instructors:

 Inspect What You Expect. Giving staff responsibility and assuming that they will do everything properly might not be the best idea. Every full-time staff member  must fill out a report about what took place in school that day. Every part-time staff also must fill out a report at the end of the day. The school owner then needs to absorb the reports.

You must inspect what you expect. You must be on top of things so that you can take  care of issues. If your info call results have been bad for five days and you  find out at the end of five days, you have let those days pass when you may  have been able to take action, which is doing yourself a disservice.

Being prepared. Your school must be clean, fresh and well lit, and you must plan ahead to ensure that you take care of the way the school looks. If you have intros in the  evening, make sure your staff has the certificates signed and ready, they know  the parents’ names, and what time they’re coming in, so that they are confident  and prepared. The staff must know the proper greeting procedure.

Training tools. The school owner doesn’t have to be in charge of the show all of the time. You can make use of training tools such as online material and videos to train your  staff. EFC or MAUI websites or Brian Tracy tapes are all great tools for training  your staff. At our school we’ve used Gene Dunn’s tapes to train staff on MMA  teaching techniques.

Staff development. We are constantly talking to staff about their professional  development. They ought to keep reading and learning. We recommend books and  tapes to our staff to read and listen to. We encourage staff to read for at  least 30 minutes a day. Also, it’s important to ensure staff is properly  dressed. Personal growth and upkeep is consistent with achievement. We’re only as good as the information we have.

Three-month trial period for part-timers. We give part-timers a chance to work on  what we need them to work on. It’s a time to assess how inclined they are to be  coached. Don’t hire staff to fire them. Hire them so you can train and retain  them. Don’t hold anything back from them. Give them a level playing field.

Communication is Key! An Interview With Teri Lee

Tell us a little bit about your martial arts style and curriculum.

We have an incredible curriculum here at Ernie Reyes’ West Coast Martial Arts. Our
foundation is Tae Kwon Do. However over the years our curriculum has evolved to
include many mixed martial arts techniques. Master Ernie Reyes constantly  strives to include the best of all martial arts styles into our curriculum. I  believe it is the main reason students stay for so many years.

Who is the biggest martial arts influence in your life?

My instructor Master Ernie Reyes is definitely the biggest influence in my martial arts life. I began training in martial arts in 1980 when it was offered in  college my freshman year. I then moved and trained in a Japanese style for six years,  in which I achieved my first-degree black belt. I competed in the nationals,  which were hosted by Ernie Reyes’ West Coast Martial Arts in 1985. I moved back  to California in 1986 and became a student of Master Reyes. For over 25 years  he has continued to strive to make our organization as well as the students and  instructors who belong to West Coast Martial Arts stronger. He is a great role  model. He keeps all of us focused on getting better every day. I know that no matter how busy he is he will always make time for me and all the instructors. I  am very grateful for his leadership and instruction everyday. I am who I am  today because of the leadership, love and commitment he has given me.

Master Tony Thompson is also my instructor and an incredible role model. He is always  watching every single student and instructor. I believe he knows if you are  having a bad day even before you know it! When he looks at you, I think he not only sees your eyes, but your soul as well. I feel very blessed to be in the  presence of these two master instructors. They both consistently show love and  passion to their students on a daily basis.

What is your thinking regarding loyalty?

I believe it is very important to have loyalty. Loyalty comes from complete trust in  something or someone. When you have trust, it means you believe your core  values and beliefs are aligned with a person or an organization. I also believe  loyalty is earned on a daily basis. As a person or organization grows or  changes, so do their values. Loyalty can be sustained when people continue to
honor, trust and communicate with each other. Everyone wants to live an honest  life. They want to have internal integrity and loyalty for the groups and  organizations they belong to. The most incredible feeling is to be surrounded  by people and organizations you are faithful to, because it means you are  living an honest life.

Can you give us a background about your school?

I own and operate an Ernie Reyes’ West Coast Martial Arts school. We opened in 1988. We  currently have close to 700 students. We have about 10,000 square feet. We run  four classes at a time. We have an incredible staff. I believe a school can only be as good as its instructors. I am thankful for the staff I have. KJN Riz  Angel, SBN Patrick Dawson, SBN Jennifer Chou are my three full-time  instructors. BSBN Stefanie will be coming on full-time next year. I have had a  variety of staff members over the past 25 years. I feel like the team I have  now is the best team I have ever had. They work well together and that is very, very important. I also look forward to my oldest son, Jian, joining the team  when he graduates from college. He too is an awesome instructor.

What is your philosophy on teaching martial arts?

My philosophy on teaching is to not only teach students to become black belts in martial  arts but to become black belts in life! Prior to opening my school, I taught  elementary school. I have always had a passion for teaching. Originally, my  goal was to teach school and coach girls’ basketball. I played basketball from sixth  grade through college. When I graduated I taught second grade for two years. I  taught third grade one year. I taught P.E. one year and had 600 kids per week. During  that time I coached fifth and sixth grade girls’ basketball. I never dreamed  that my love for martial arts and my love for teaching would one day come together. Now instead of teaching someone for nine months during a school year,  I get to teach them for five, ten and even fifteen years. I get to do what I  love and I absolutely love what I do!

By what means do you follow up with new members during the  first hundred days?

We have used most of the EFC principles for following up with our new students. The most  important thing is to consistently communicate with new students and their  parents. Communication means they know and understand what to do before they have to ask. It means you have policies and procedures in place to guide them  from their first class to their first test and on to their next program. That  communication could be via your program director, website, signs, phone calls,  emails, Twitter, Facebook, or whatever means of communication you have in place  for your students and parents. They must feel they are part of the community. They  must know you care about them. They must also feel successful.

What programs do you internally offer to new students?

 All beginning students sign up for a six-month program. Our program is $160 per month. There  is a $100 registration fee. The registration fee covers some of the things we  give to them, such as a membership card, their uniform top and patches. If a student comes in on a one-month free program and they sign up immediately  without taking the free month first, we waive the registration fee. All  programs include a cancellation policy. A student may cancel at any time for  any reason. It requires a 60-day written notice and a cancellation fee of $100.  We ask for a 60-day notice because we want to change their minds. We want to re-motivate them to continue taking classes. One goal is to get them to their  next belt level before they leave. Sometimes this is motivation enough to stay.  If they still want to quit they just need to pay the quit fee of $100. If they  do not attend classes during those 60 days, we will mail them a gift  certificate so they can return any time in the future. The goal is to do  everything possible to encourage them to stay and at the same time give them an  easy entry if they ever choose to return to our school in the future.

What is your process for renewing students and to what  programs?

 All students renew to a Black Belt program after the first six months. It is the only  program we offer. We want to include every student on the appropriate program  for their rank and give them all the recognition and benefits of that program. It does not cost more; it just has more benefits, which makes them very happy. It  is a longer commitment. However, the quit policy is the same. It means our  instructors must do a great job every day. Our students do have a choice on  whether they want to continue to train with us or go somewhere else. We never  take our students for granted. We must earn their loyalty every day. It keeps  us honest in our teaching on a daily basis.

What do you do to make sure you have a high student  retention percentage?

I believe we have a high student retention percentage because we care about our students. We  teach exciting motivating classes. Our curriculum continues to evolve and  change and get better every year. We have a Black Belt test twice a year. Every six months we have 50 or 60 students testing for first, second or third degree  black belt. Over half of our student body consists of black belts. We offer  several black belt classes every day. We even offer classes for second- and third-degree  black belts so we can make sure we teach them the material they need to test to  the next level. With so many instructors in our organization training and  testing for fifth-, sixth-, or seventh-degree, our students never think about  quitting at first. They think everyone should continue to train, because that  is what they see. I believe there will be a day when we will need to offer  classes for fourth-degree and above only because that group is growing.

What are the primary marketing strategies that attract new  members to your school?

I am not very good at marketing. I have not run any ads in the past few years. Most of our  new students come from referrals. Having been in the community for the past 25  years, people know we are here. We donate to all the schools for their events.
We attend school events as much as possible. I also use Master Dave Kovar’s  Accelerator Program. Many of our new students have signed up on our website as  a result of his videos. I absolutely love his program! He is a leader in the martial  arts community and he knows exactly how to market martial arts to the  community. He is also an incredible instructor and leader on how to teach martial arts. When you combine his skills in marketing and martial arts  instruction, it is a recipe for success.

Please share your thoughts on EFC.

In the ’80s my instructor, Master Ernie Reyes, joined EFC and hosted a seminar at his  school. I remember learning so much. I was a new runner and Commander Ned would  take me out for an early morning run around 5:30. He would always ask me questions about my school as we ran through the city. Not only was I out of  breath, I just did not know the answers. Did I know the 80% Rule? If I had a  certain number of info calls, and a certain percentage went on to do the intro,  then how many should sign up? What percentage of my gross was going to payroll,  rent, etc.?

As I held my side and took a deep breath he would answer the question before I  could even exhale. I knew I had so much to learn. He has been there to teach me  for the past 25 years and I honor our friendship. Mr. John Cokinos has also  been an incredible role model. I had always admired his leadership qualities in  seminars over the past 25 years. For the past five years, I have been invited  to sit on the Advisory Board. John continues to impress everyone with his  leadership and professional qualities as he leads our meetings. I am honored to  have him as a mentor and friend. As part of the Advisory Board I am able to  learn from the most incredible leaders in the martial arts world. To be able to  sit at the table and listen to Mr. Nicholas Cokinos advise and mentor the Board  of Directors and the Advisory Board is an incredible experience. I am inspired  every day by the leaders in our industry. You can see the integrity, gratitude,  honesty and loyalty in each individual on the board. The core values are in line with the organization and its leaders. I am forever grateful to Mr. Nicholas  Cokinos and his entire team for having the faith and confidence in me to allow  me to be part of this elite group. My goal is to continue to share all I have  learned from EFC and Ernie Reyes’ West Coast Martial Arts and help other  martial arts leaders continue to grow their schools.

Thank you for allowing me to do what I love and love what I do! Ahsah!

Child Safety and Awareness Courtesy of Sensei Anthony Arango

PLAY DATE SAFETY

Here’s material from a great flyer that Sensei Anthony Arango has created to distribute to parents
during child-safety seminars and other events at the school.

Every parent has heard the term “play date” and has probably
let their child go on one. The routine is usually the same. Your child comes
home from school and says, “My friend Sarah or John wants me to come over
tomorrow after school for a play date. Can I go?” Your response goes something
like this: “I’ll talk to or call Sarah or John’s mom or dad and see if it’s all
right. My question to you is: “How well do you know the family and their home?”

We want our children to first be same and then have a great time. Here are some questions to which you must
know the answers before your child participates in a play date.

1. Have  you ever been to or in your child’s friend’s home? Do they have a swimming pool? Do they live on the water? Are there steep stairs and/or safety  railings? How well are they going to be supervised?

2. Are any members of the family in law enforcement, where there may be firearms  in the home? No child should get hold of an unsecured gun, as accidents  can happen.

3. Do they have any pets? Dogs, cats, parrots, snakes…. Oh my! Remember that any new person coming into a home is a stranger to any pet, and also consider this matter if your child has allergies.

4. Older siblings—Do they have any, and what are they like? Are their friends going to be over also?

We want our children to have a great time with their friends, but our responsibility is always to make sure they will be safe. Would
you lend your car to a person you don’t really know? What about your child? Make safety your first priority.

For more information about child safety, visit http://www.arangowarrior.com.

Building a World-Class Team by Chris Robinson

Here is a great framework for building a strong team of instructors from EFC’s executive consultant from Canada:

The Characteristics of a Great Instructor

 Always be ready for potential staff. A high belt rank doesn’t necessarily mean a person is going to be a great instructor, neither does competitiveness. Social traits and qualities such as friendliness, likeability, energy and enthusiasm
are more important. Instead of looking for someone with technical skills, look for somebody who likes to meet new people and shake hands, a person who is easy to approach and work with.

Top Three Ways to Train a Staff Member

1.      Formal Training. This means scheduled times for sit-down meetings on a regular basis, where you discuss the school’s goals, strategies, plans as well as look at outcomes and get feedback for past or future events. We have formal training for three hours Monday mornings, and one hour on Wednesdays and Fridays. These sessions are mandatory for staff members.

 2.      Informal Training. We’ve had tremendous success with this kind of training. Informal training takes place when you’re traveling with staff members, at the golf course, or by the poolside. I have had many informal training sessions with Kyoshi Steve LaVallee myself. These meetings are not scheduled, but you’re still talking business, and this ultimately adds value to the business.

3.      On the Job. Many of us received only this form of training, and there is still a place for this kind of training. However, now
there’s a master instructor or a head instructor or staff trainer going around pointing out things that new teachers ought to be on the lookout for in order to become a more successful instructor.

 Breakdown of a Formal Staff Meeting. Formal staff meetings start with the Instructor’s Creed, which sets the tone for the meeting. After this, we go through the basic layout of the class. Our classes run 45 minutes. We start with our bowing, followed by
a ten-minute board and warm up, three sets of drills (ten minutes apiece), and stretching out for the last five minutes. And we go through our schedule for A and B days. (A days are technique days and B days are sparring days.) This way any new staff member joining us has an idea of how our class schedule is formatted. Then we go through floor responsibilities. We have floor supervisors, who are senior level instructors, and floor instructors. The supervisors make sure staff arrive on time for their shift, are in clean staff
uniforms and bow in and bow out. They also provide gentle reminders to them to be energetic and positive.

The Running of the Class. Ten minutes before an instructor’s shift starts, we have a pow wow. We discuss curriculum, responsibilities and tips for the day, as well encourage instructors to ensure they do not let their personal problems affect
their interactions with students. Floor instructors are in charge of making sure students are wearing clean uniforms, and they run the warm up, with supervisors overseeing the process. These instructors are also in charge of teaching small groups and taking care of small injuries. When floor instructors know what the curriculum is going to cover, they can help set up drills. When things are run this way, parents see there is no down time, the staff is working well together and the floor is running as smoothly as possible.

“Honor, Loyalty, Family And Bravery” An Interview With Ernie Reyes

Ernie Reyes

Why is loyalty so important in the martial arts?

Ernie Reyes: Loyalty is the true essence of the spirit of martial arts training! The highest values of  traditional martial arts training are: honor, loyalty, family and bravery! To teach martial arts without teaching and  developing the value of loyalty is impossible! How can we create a feeling of honor, family and bravery when there is no bond of loyalty between student and instructor?

Here are some role models of loyalty: From my experience I know Commander Ned and
Mr. Nick Cokinos have been loyal to each other for more than half a century! They
are the ancients of loyalty! Then you add John and Mark Cokinos, who were born
into loyalty, into the mix. Then there is Kyoshi Steve LaVallee who was brought
up through the mentorship and guidance of Nick Cokinos and EFC for decades.
Kyoshi Steve has not forgotten where he came from. He is a shinning example of
gratitude and loyalty.

For myself I have had the opportunity to share the values of loyalty with my
friend, training partner, business partner, and founder of our West Coast World
Martial Arts Association Tony Thompson for 43 years!

Loyalty is not easy to sustain year after year. Loyalty is something that has to be
worked on daily by individuals with a common goal, to sacrifice for each other
and do whatever it takes to maintain that extraordinary relationship and
feeling of caring and sharing with each other during good and bad times
forever! Loyalty is the highest honor of martial arts training. It is a
priceless attribute that comes from the heart! I hope we all have the
opportunity to share a lifetime of loyalty with our students, friends,
associates and family!

What is your philosophy of teaching martial arts?

Ernie Reyes: I love to teach! I feel blessed to have discovered my noble calling in life to become a
martial arts teacher! I believe martial arts is one of the greatest gifts of
life to change people’s life for the better in a positive way. In each class I
focus in on teaching students to become, “Peak Performers,” and help them
develop a “Black Belt Mindset!” The “Black Belt Mindset” is the “Ultimate Power” that transforms peoples’ lives!

1. The Black Belt Mindset is a symbol of a “high standard of  excellence!”

2. The Black Belt Mindset is developing an indomitable spirit, to
never quit! It is build upon the basic foundation of martial arts teachings
of—respect, discipline, and ethics!

The Black Belt Mindset in reality is a Martial Arts Warrior
Mindset! The warriors of ancient times did whatever it took to honor, serve,
and protect the highest values of martial arts training: 1. Honor 2. Loyalty 3.
Family 4. Bravery. They gave their hearts and souls to their training and they
developed an indomitable spirit of the highest level to never ever give up! The
Warrior Mindset is powerful and honorable, but the ultimate power I believe is
to develop a Black Belt Mindset of a “Peaceful Warrior!” This means to not only
protect and live up to the high standards of the meaning of Black Belt
excellence but also to be the first to extend a helping hand to people in need.
It’s all about teaching a philosophy of giving unconditional love! This means
learning to give to others without expecting anything in return! This means to
continuously teach with passion and from your heart!

Tell us about your 22 years with EFC.

Ernie Reyes: My 22 years with EFC has been a big part of my martial arts development,
evolution and journey in life! Martial arts is all about helping one develop
balance in life. Through martial arts training one can develop oneself
physically, mentally and spiritually! EFC has added another factor in creating
balance for success to not only become Masters in Martial Arts but to become
Masters in the Art of Business! I started with EFC as a white belt in business
and have grown tremendously because of knowledge acquired from all of the EFC
Board of Directors, Advisory Counsel, Commander Ned, John and Mark Cokinos. I
consider Kyoshi Steve LaVallee as my martial arts brother who has been there
for me in my development, as I am there for him!

Mr. Nick Cokinos’ vision and continuous commitment in the past and now in the future to make sure martial artists
continue to survive and flourish as traditional martial art teachers and as  martial arts business professionals is why I have been loyal to EFC and Mr.  Nick Cokinos for 22 years!

And if you don’t mind sharing with us some details about your participation at the
MAIA Super Show…

 Ernie Reyes: My participation at the MAIA Super Show came about because I was asked to be one
of their featured master instructors. I will do a seminar on 12 Steps to  Legendary Teaching! It will focus on the art of teaching and continuing to  maintain that passion decade after decade! Mike Dillard has been a great friend
and has been supporting and sponsoring our West Coast World Action Demo team  since the 1980s.

“It’s My Complete Joy And Pleasure” by John Cokinos, EFC President

EFC President John Cokinos

When was the last time that an overwhelming situation confronted
you? Let me share with you this simulation. It’s prime time during an
exceptionally busy day, and it feels like everyone just needs your
attention. A key staff member has just requested for a day off; you are
wondering why the repairman hasn’t shown up; and to top it off, you get a call
from a family member who needs you to pick them up right away!

In a scenario like this, many might get tense, feel disturbed,
feel distressed, and allow their minds to churn with complaints. Circumstances
like these can be very revealing, can’t they? However, during times like this,
when you are feeling over-burdened, is it possible, to see your situation
differently?

It might be helpful to think about the alternative…

As far as everyone needing your attention: Can you be grateful
that there are those who seek your guidance? Of course!

As far as the staff member taking the day off: Can you have a
chicken soup moment and show concern about the absent staff member? Of course!

And as far as the family member who needs your immediate
assistance: Can you be grateful that you have a family member who needs
your assistance? What if, for whatever reason, that family member wasn’t even
in your life?

Look, it’s easy to often feel burdened. But the alternative is to
turn that burdened feeling into a blessed feeling. And guess what, knowing that
you are responsible for many can fill you with a feeling of pride and
self-gratification.

So when you have anxious moments and are feeling put upon, I
suggest you rehearse this sentence… “This is my complete joy and pleasure.”

If you can remind yourself to have this thought, that this is your complete joy and pleasure,
and start to really feel it, you might make the same wonderful discovery that I did.

Handling Complaints By Keith Hafner

We bring to you another great student service strategy from the desk of Keith Hafner.

 It’s absolutely essential that you train your entire staff in handling complaints. Not just a few members. Everybody who has any contact with the customers, vendors… or other employees!

Here is a simple process to follow:

1. When a person approaches you with a complaint, stop everything else you might be doing and give them your full attention. Admittedly, sometimes this isn’t possible. If you are driving a city bus through traffic and a passenger wants to complain about something, you’ll have to politely ask them if it can wait until you can give them your full attention. 

2. Listen to everything they have to say, even if they repeat themselves. And, they may very well repeat themselves. Remember, they are upset. They are not just trying to explain the problem, they are also trying to give vent to some intense emotions. Keep listening until they’ve finished talking and venting.

3. While they are talking, use your empathy skills. Say to yourself, “How is this person feeling?” Put yourself in their position. You would probably feel just as they do! Respect the intensity of their feelings!

4. Validate their feelings and repeat back what they’ve said. As in, “Gee, Mrs. Koback… I can understand why you are upset. You got here early, checked in, and waited. Then, nobody came and got you. Now you’ve got to leave for another appointment. I would be upset too, if that happened to me!”

5. Then, and only then, attempt to solve the problem. A good problem solving question is, “Mrs. Koback, we’ve really messed this thing up, haven’t we? What can we do to make it right for you?”

These steps will need to be taught to your employees and rehearsed over and over again.

A to Z of Martial Arts Methods for Stress Management – Part 2

By Master Farshad Azad, Chief Master Instructor, 7^th Degree Black Belt

O         Overwhelmed? We often make things much more difficult and stressful than they really are. We all need to develop strategies to prevent our thoughts and feelings from overloading our minds and emotions. Avoid becoming overwhelmed by being aware of your limitations and priorities.

P          Physical health and fitness. Nothing is as valuable as your overall physical health, which, in turn, supports your mental health. Exercise regularly. Get enough rest. Eat a balanced, nutritious diet. Reduce caffeine and sugar. Reduce alcohol intake and stay away from drugs. A disciplined exercise program, even for an expert martial artist, is a must.

Q         Qi-Gong! This art teaches us about the power of air and breath in overcoming stressful situations. The power of breathing works hand in hand with your mental balance and clarity. If you control the breathing system of your body, you are bound to gain a better grip over your mental and emotional states. Most martial arts systems have some system of breathing and mental focus. You will think more clearly when calmed by deep abdominal breathing as taught in Qi-Gong. Practice Qi-Gong and deep breathing daily to reduce stress and revitalize your body at its cellular level.

R         Response vs. Reaction! Responding to a challenge is always more effective than reacting to a stressful situation. When we respond, we come from a deep, thoughtful and often logical place. In contrast, when we react to a stressful situation we usually come from an emotional state, which may or may not be conducive to resolving that stressful scenario effectively. Emotion and logic are like oil and water: they don’t mix well. So, to get the best results when dealing with a stressful situation, always take a moment to reflect on your options.

S          Spirituality! Spiritual awareness is another key element in reducing stress. Deeper levels of spiritual consciousness allow us to develop a wider worldview, and to view and assess our problems in a much larger context in terms of our relationship with the universe.  We are a small part of this world. Our spirituality reminds us to be humble and thankful for what we have. When we picture our challenges in perspective, assess how they relate to the world around us, and discover our humble place in this world, then the challenges reduce their impact on our psyche and emotional state.

T          Tenacity! Being tenacious is a great way to overcome stressful situations. Just as water can moves huge boulders for miles and miles, we can overcome difficulties if we are tenacious and consistent. Drop by drop water overcomes the weight and hardness of sharp boulders. Not panicking when faced with stressful situations is very important. Then following our resolve tenaciously yet patiently guarantees our long-term victory.

 … to be concluded in the next issue.