MA Business Success 13: Training Great Instructors

https://soundcloud.com/tima-38/martial-arts-business-success-13-training-great-instructors

Alex: Today we're talking about how to approach instructor training. I guess you have to have this nailed if you're going to have consistency across your schools. Particularly for you when you own three schools and you've, that consistency is absolutely essential. So Graham, where do you start with this? Graham: Look, it's a daunting task when you talk to instructors and go, "Aw jeez, I want more instructors. I want to, you know, free up some time so I'm not doing every single thing but where do I start?" Again probably one of the key factors is having a look, if you do have a leadership program available to you. Whether you've got your own or you've got then the resources to find one and it’s important to have that program. But then when you go through the program, we have a great sort of little phrase when it comes to hiring and obviously that's the pointy end of sort of the product or the program, but you've got to invite the people who have got a great attitude, not necessarily the belt rank. So when we talk about hiring, we hire on attitude, not necessarily on their ability or skill set. Because skills can be taught whereas attitude, to re-frame that attitude, if they've got a bad one or a pretty flat one, is a challenging thing. So when you are looking to invite people to this leadership program, you know, really do have a big sort of wide casting net. Don't just sort of pinpoint the high level students or the black belts because at the end of the day, if they have haven't stood out for you as an energetic person or as a really kind of great person to have around as a motivator and you're hiring their belt color, you probably missed the boat. You're going to be looking at your guys earlier on in the piece so they can grow with you and grow with your skills, so... Alex: And it's amazing if you do get the wrong attitude of person, how that can totally demolish a culture within an organization, wouldn't you say? Phil: Yeah, one of the biggest pain points I suppose Graham and myself had, and I'm sure a lot of listeners have had here before, is that you teach all the classes, you're in there and you get sick or God forbid you want to go on a holiday. Alex: Yeah. Phil: So you look around at all your students and you go, "I'm going to get the highest ranking person here, black belt, because they know everything." Alex: Yes. Phil: They come in and fill the spot and you come back and it's just gone to pieces. It runs like, here was that person, it was a super Sensei, you know, then it's nasty, they don't know anything. As Graham mentioned, one of the main points of what most people do is they look for those high belt levels, thinking they're going to be the best fit for the instructor. But we found especially growing into the position we have...managers, instructors, assistant instructors, pad pals, all that sort of stuff, you know, we've had probably about 100 instructors on the go at any one time and that goes from the little kid who is just a pad pal to the full-time employee, so probably about 100 people on the go all the time...and one of the biggest turning points is, when we cast the net really wide, really big, and look at the attitude of someone, the personality, you know, the enthusiasm. Are they willing to learn and forget about the belt color? Because our rule in our school is you've got to be two belt levels above who you're teaching. Alex: Okay. Phil: Yeah. So that way, you've at least traveled the same path as the student that you're handing down knowledge to. But the most important thing is, is that person approachable? Are they fun? Do they smile? Alex: Yes. Phil: You know, all these things are so important for your business because really at the end of the day, if you went on holidays or you got sick and someone filled in in your class and they didn't teach the students great, but everyone had fun, everyone is going to be coming back. Yeah, everyone is going to be coming back. So that was one of the biggest turning points for us is that trying the siege, trying to get the people in early and just teaching the skills as they come along and the next thing you know, after sifting through all these instructors, you've got these gold nuggets popping up and you go, "Oh, you know what? I didn't even think of that person as the instructor, but look how far they've come." Graham: For our listeners here, a real gem that I want to share with them, I've recently done an instructors' program for mainly adults this time around. We actually have a few different programs, depending on the age group. Obviously how you teach kids is very different from how you teach the adult sort of program and going back to, I guess, a timeframe of a student...for example, we had some students that participated in this course that had only been training with us for four months. You think, "Wow, well, how can they be doing an instructor course?" And the thing that I've done is I've also found them a role to play within our school. So for example, they're not going to be on the floor walking around teaching because they're not of rank or they're not of ability yet, but have a great, friendly attitude so their role for the next few months of learning and their journey was to be a good finder. Somebody who, when they walked into their class or were there for another side beginner class, their whole role was to walk around at the start and say hello to people and smile, shake their hand, ask them how they were doing, and that was it. They weren't there to teach them. They just had really great communication skills and as their ability grows as a martial artist, they may get more responsibility. But initially we say, "Look, you've got a great attitude. I'm not going to turn you away, but what can I do to make sure that attitude is in the right role and you can show on-site?" You know, it's a real gem to be able to find the right person and they're playing the right part, so that your school becomes a place that people just get attracted to, like most of your life really, that's what we are trying to attract to. Alex: Yes, and acknowledging those capacity and skills early in somebody that you think, "Oh well, they could be, they have the ability, they have the attitude to go from strength to strength within business, even though they might not have skills of yet." Graham: Absolutely. And one of the biggest "aha" moments I had with instructor training in particular was a parent coming to myself about a year ago and said that, "Your martial arts program is just fantastic, you know. You're teaching great skills, life-changing, etc., etc. but your leadership program people can affect..." Again, it's joyful to have parents say, "Wow, my son was shy and then did martial arts and became more confident, but since you've learned how to communicate much more with him, we've even had our family and friends say, 'My goodness, from such a shy child to such a confident young man,'" and all aspects is really exciting. Alex: Yes, absolutely. Graham: For sure, but I guess for our listeners, it is important to understand that, first things first, is to find a program that is relevant for themselves. You know, that really works, that gives them that structure so that they've got a block of skill sets that they have taught in their skill, whether it's a kids' program they want to do or an adults' program. And as a timeframe where, at the end of it, you're getting the results you want with in growing instructors. Now like anything, you know, three months' worth of courses is not going to make you a superstar world-class instructor. It's starting you on your journey. For us, in our school we have multiple, I guess, leadership programs that are depending on the level of the student. For example, our kid program has three sort of beginner steps. Level one, level two, level three instructor, and generally we will take anyone from eight years old and above and they'll go through like level one. And really level one is just about how to engage, how to walk around in a class, how to turn on and off music, how to tie somebody's belt. And again that's just being a great little good finder. As they progress through these levels, they get a little more responsibility, you know, and again as a young person, they would probably get the level one, two and three instructors. You could do that course right up to the ages of probably about 12 or so. So that way, it's a little bit more kids focused. Twelve and above, we have our Instructors University. And the Instructors University is still very much the same in that process, level one, two, and three, but it's more language used towards an adult to engage. Obviously the way that we are focused as a kid, the language we use is very different from an adult. We don't want to, you know, belittle an adult student as speaking like a playschool teacher or whatever else, but it's still going to be engaging. From there, you've got the Instructors University, you've got the diploma, instructor diploma afterwards and my goodness, you know, the sky's the limit. And what it does, Alex, is it gives people a really good, I guess, forecast of where they can go. For some people, they are only going to want to take one step up the ladder and that's fine for them. Other people are going to go the entire way and maybe one day become a full time employee or manager or school owner, but who knows? It's having that ladder of success and just make it very clear for them to see where it's going. Alex: Okay. Just finally one question. Have you had people come through the doors who have an amazing skill set...they're a black belt or well, you know whatever, they on paper look amazing, they want to teach...but they just haven't got those communications skills? Has that happened to you? Phil: Absolutely. You know, especially you get those people who believe wholeheartedly they are it. Alex: Yes. Phil: Both with the skills and that they are great, that they are great teachers. It's not that I would ever close the door on them because you know, maybe we can teach them the skills or I suppose, the enthusiasm, the attitude and all that, that we're looking for. But it is important that there are levels, as Graham mentioned. There is different levels so that if someone falls down at a certain level, they're not going to pass that level until they correct that area of ability. So they might have amazing skills, but can't communicate that message. Alex: Yes. Phil: Or have completely poor service relationship with their customers. Then they're just going to probably keep hitting level two and they're not going to get past and they're going to understand. We'll probably sit back and have a meeting with them and say, "Look, these are the areas you need to improve on." And once they move on up the levels, you know, who knows what might happen? But to sort of go over the whole thing, if you are doing instructive training, make sure you select on attitude, not belt level. Make sure you cast a wide net. Just look in your school, look at the white belts and just look at this person who's engaging and smiling and friendly with everyone. That's probably your best chance at an instructor. Also have multiple levels from juniors to seniors levels. And what we've created is a university and diploma because that's more adult learning. And as Graham does quite a lot...there is a bit of a running joke at our school...he likes to plant the seed, so manage by walking around is something Graham does very, very well. He'll be walking around and he goes, "Have you ever thought about instructing? Have you ever thought about instructing? You'd be a great instructor," and the next thing you know, one week later, someone goes, "Are you serious? I never thought I could be an instructor." And there you go, the seed has been planted and they've started asking about instructor training and there you go, they're in class teaching. So always plant the seed. Graham: There is nothing better and probably more satisfying to be able to grow your own staff. And to hire from the outside and bring them in can be a challenge, as you pointed out before, Alex. They may have the skills, but you have to reframe the attitude and the vision. Whereas when they have no understanding of anything different and they only know your systems... Alex: Homegrown. Graham: Homegrown, therefore are a lot easier to align with your values and the direction. And they grow as you grow as well, too, which is exciting. Alex: Absolutely. Great advice, Graham and Phil. Thanks very much indeed. Phil: Thank you. Graham: Cheers. Announcer: You've been listening to the Martial Arts Business Success Podcast. For more information, please visit our website at www.tima.com.au.