For many years, Mr. C. has reminded us to stay focused on the two most important numbers there are to run a highly successful martial arts school. Do you remember them?

1. Exam Numbers. This is the measurement of student progress. Said another way, this is your QQS, or Quality-Quantity-Spirit. When your QQS is up, it’s a sign of progress-oriented teaching and it’s also a sign of great retention and overall communications between you and your student body.

Whether you test every month, bi-monthly, quarterly or otherwise, your goal should be to continually increase your overall QQS factor. Progress leads to high interest and interest leads to attendance and attendance leads to examinees. This always leads to retention, referrals, renewals, reactivations and revenues.

2. Contract Amount. Your focus to the area above automatically leads to the second most important number, which is your Contract Amount. Look at the combined total between new members and renewals for your total contract amount. Whatever your average was for 2010, you should aim to increase that number by 10%-20% or higher for 2011.

An intense focus on these two areas will allow you to increase your monthly gross revenues, your monthly billing check and your accounts receivables.