Don't confuse “Activity with Accomplishment”

Clearly everything else being the same – more activity is better than less – and, most martial arts school owners fail to work hard enough on the right activities.

However, a key concern should always be that you focus on the right activities and never confuse “being busy” with effectiveness.

Always ask yourself:

Does this contribute to:

Enrollments,

Renewals,

Or, Retention.

If the answer is NO then it may just be an activity with little merit.

Now obviously there are administrative needs for your school. Paying the electric bill and completing forms for the IRS does little to contribute to the items listed above and clearly must be taken care of regularly. On an ongoing basis minimize your time on administrative activities and on anything that does not directly contribute to improving your income. Personally handling tasks that should be handled by someone else:

Examples:

Personal items that should be outsourced:

1. Changing your oil;
2. Doing your own laundry

Business items that should be outsourced:

1. Handling billing that should be delegated to a billing company;
2. Doing accounting work that should be delegated to a bookkeeper;
3. Doing IRS and other reporting for payroll that should be delegated to a payroll service;

Personally handling items that should be delegated to a staff member:

1. Running trivial errands – picking up office supplies, etc.
2. Doing manual labor around the school.

Wasting time during school hours by:

1. Spending unnecessary time on small talk with A students;
2. pending time doing administrative work during prime time hours.
3. articipating in lots of “sales” conferences (ie. Enrollment or Renewal) without closing the sale.

Zig Ziglar says that the difference between a professional visitor and a professional sales person is asking for the sale.

1. Expecting prospects who say they'll think it over and get back to you to actually think it over and get back to you. Then – following up consistently.
2. Sitting at your computer – when there are students in the school.

Calling back ANYONE who is not a student or a prospective student during prime business hours.

Running around to local karate tournaments – judging or competing or “supporting your students”

Doing personal training during class hours. Answering every telephone call personally.

Quick Read:

“Top Performance”