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Graham: Welcome everyone to the Martial Arts Business Success Podcast, about 87. We've actually got myself, Graham, and Phil as always, but we've got a guest instructor here, one of our instructors, one of our top guys who runs a school. This is Andrew. Today we're gonna be talking all about a topic that, in all honesty, is probably, in my opinion, one of the hardest job roles to do in any martial arts business, and that's being a program director or a program manager. Phil, what do we got?

Phil: Well, you know, I've done it, you've done it, Andrew has done it. He's doing it now. He's a manager of one of our largest schools and has program directors under him as well. So, you know, it definitely takes a certain personality to be a good program director and a chameleon, someone who is willing to learn and, you know, he throws failure [SP] points and challenges and all that type of stuff. But...

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Graham: Good day, everyone. Welcome to Martial Arts Business Success episode number 86. Goodness. I'm Graham McDonnell. We have Phil Britten as always, the dynamic duo. And today, we're really gonna talk about, I guess, expansion, expansion of your business. Now, everyone wants to grow, but there's pros and cons, and this, I guess, podcast will cover strategies that both apply if you're a part-time school that's looking to move to full time, if you're a full-time location looking to use your space better or expand to a new location. So, again, guys, we're gonna give you a bit of an overview, and we'll certainly give you the meat and potatoes as well too with what we've got.

Phil: Cool. Before we get started, I just wanna update you guys on our new CRM that we've had a fair bit to do with. You know, we're probably similar to you guys. There's no particular software, or although there are some dedicated ones to...

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Graham M.:
Hey everyone, welcome to the Martial Arts Business Success podcast number 85. Graham McDonnell.

Phil B.:
Phil Britton as always.

Graham M.:
Look we've got a really great one that we're going to talk about today. It's a topic that, to be honest with you, it's kind of a challenge for some people to break into, to get their head around. It's called business to business. Now it's got many different layers on this one. In this economy, and I reckon even globally, we talk about building relationships with their students, but what about building relationships with the businesses around you, or things that are going to complement you as a martial arts school. So look Phil, where are we going to start? There's plenty on this one, so let's dive in.

Phil B.:
I think you want to align yourself with like-minded businesses, or even businesses that maybe even more professional than you....

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Graham M. :
Hey everyone, welcome to Martial Arts Business Success, episode 84. We've actually got a [inaudible 00:00:15]. I'm Graham McDonnell, as always. We've got ...

Phil Britten:
Phil Britten, here as always, handsome as always.

Graham M. :
Now, what are we talking about today? Let's get straight into it.

Phil Britten:
Yeah well look, we're talking about, it keeps coming across a lot with questions online, offline, with our coaching clients and stuff, is what do we do with leads, prospects, trials and join ups? Especially there's sort of now a new way and an old way of doing it. The old way was more like people would do a website inquiry or they'd call you, but now the new way with all the social media, we've got Facebook and Instagram and promos and lots of stuff. That's really what we're going to dig into and look in the difference between the two, how we overcome and...

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Graham M. :
Good day, everyone. Welcome to the martial arts business success podcast. We're at episode 82. We've got Graham and Phil. We've got some killer information that we want to share with you today. Phil, what are we going to open up with today?

Phil Britten:
We had a little bit of response back from some of the opportunities that we've had and been talking about. I really wanted to get this out straight off the bat because one of our frustrations and a lot of school learners who we've worked with have the frustration of CRMs, attendance tracking. How do we do all that type of stuff? Well, we've been listening not only to other people but ourselves as well and our staff. We've created a brand new software, a CRM package called the Complete ... Sorry. What is it called?

Graham M. :
Martial Arts Business Software.

Phil Britten:
Yeah. So many different names going on. It's...

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Graham M.:
Good day everyone. Welcome to the Martial Arts Business Success episode 81. And I'm Graham McDonnell.

Phil Britten:
And I'm Phil Britten as always (laughs).

Graham M.:
Hey look, Phil what have we got today, mate? I'll let you take it away.

Phil Britten:
Structuring your classes. I mean how ... There's so many ways you can structure a class. But at the end of the day, I think the changing point or the tipping point is are you structuring the classes for you, or are you structuring it for your clients? 'Cause if you're structuring it for you, then you're not gonna get the results you want.

Graham M.:
Look, I know this is something we've touched on previously, but it's always questions that come to us from our clients that we deal with. How do they go about it? How do they make that transition? When do they do it? Because a lot of the guys that we help out and we coach are already set in...

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Graham M:
Good evening everyone. It's Graham McDonnell here, and we've got the martial arts business success podcast. We're at episode number 80 and I've got Phil Britten joining me.

Phil Britten:
Absolutely always.

Graham M:
Well, we've got a pretty great episode this time. Aren't you going to go back a little bit on some of the topics that we talked about on previous podcast, dive in a little deeper? This is one to be honest with you is probably a couple of those key factors that you do in any business. It has to do with sales and getting those conversions or getting the students to see the benefit of being at your school. We talked about in a previous podcast about a foolproof sale system, but as the world grows and changes, so does the systems you need to have, or at least not necessarily changes the whole lot, choose to refine and tweak. Phil, what has changed form a customer client...

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Graham :
Hey guys, Graham McDonnell here and welcome to the martial arts business success podcast number seventy nine. Now, we have done a bit of a role change. Normally Phil for the last seventy eight episodes is intro. We thought we would change it up and give it to you guys straight. So, we have got a pretty exiting ...

Phil:
Take five

Graham :
Take five. Yes, honestly.

Okay guys, Graham McDonnell here from the institute of martial arts and were here for ...

Welcome to the martial arts ...

Hey guys, Graham McDonnell here and welcome to the martial arts ... I can't get it out

So a pretty exciting episode this time and really it's all about you guys as a business owner. Taking that transitions from being the face, being the guy that does everything, to slowly stepping back, and being able to step off the mat and really kind of spend time...

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Phil Britten:
Hey, what's up! Phil Britten here from TIMA. This is your martial arts, and we're here with the martial arts business success podcast.

Graham McDonnel:
Hey, guys. Number 78, goodness!

Phil Britten:
What do we got here for today, Graham? I think we've got a pretty cool topic. It's about helping people with different revenue streams, within their business as well.

But before we get cracking on that, we've had such great response on access to our free course that we created for 2017. So, if you don't know what that's all about, we created a free online course on our website. So you go to tima.com.au, scroll down and check out the introductory martial arts boot camp, and in there is your free course. You get access to some great videos, a yearly calendar, instructor download assessment sheets and some reception checklists, and a heap of other stuff.

It's...