You know how it works. You are really hot to sign up for tennis lessons. The salesperson is smooth and persuasive. This is something you really want to do. You sign up for the jumbo package of lessons. You head home.

And on the way home, you start to rethink your decision. “Oh my gosh, what have I gotten myself into? Maybe I would have been better off waiting until next spring? I’m so busy with other commitments right now.”

We all experience this to a degree. Usually it’s not enough to make us change our minds. But if we get home and the spouse says, “Oh, you signed up there, huh? All the people at work say the other club is better.”

Or maybe an unexpected bill arrives in the next day’s post.

Buyer’s remorse might put the sale of the tennis lessons in jeopardy.

But what if, when you get home, there’s a voice on the voice mail, saying, “Hi, Alexis… it’s Sean from the tennis club. I’m the head teacher. The manager told me you signed up… and I just wanted to say I’m excited about working with you.”

Then, a day or so later, here comes a post card from the club. It’s a note, signed by about a dozen staff members. “Glad to have you on the team!” it says.

Then, a day or two before the first lesson, Alexis finds a package in her mailbox. It’s a can of three bright green tennis balls. A note is taped to the outside, “Alexis, I know you will have a ball in our club.”

Now, Alexis is sold. There is little danger she will be rethinking her decision at this point. Why? Because the sales process (or could we say the “courting” process?) didn’t stop when she paid her money. The tennis club wisely demonstrated that they valued her decision to sign with them.

By EFC Chairman Nicholas Cokinos

Are you a problem maker or a problem solver? Too many people get these two situations confused. Some people think that consistently pointing out problems is really helpful. Think how much better everything would have been if you were capable of identifying and coming up with solutions. Pointing out problems often is intercepted as complaints.

The blame game is all too prevalent. Pointing the finger at someone else is a common phenomenon. It’s doubly harmful in a business. All too often, we blame others when things are not going our way. We have come to expect too much from our company and our surroundings and too little from ourselves. Check to see if you are a “moaner and a groaner.”

Just think for a moment about the difference that can be made by asking the right questions: “If I can’t stand the way things are around here, what am I going to do about it?” Or do you say, “wouldn’t it be great if we could have a discussion to find out what could be done to make things run more smoothly?”

The point is obvious: train yourself to think positively. See through the problem to the solution. Be among the first to suggest positive solutions and, best of all, if you can solve a problem without calling attention to it, you would be really ahead of the game. You are the kind of a person the boss is looking for!

Now here is a key sentence: “Make sure you contribute more than you cost.” A great attitude, positive approach to problems, viewing problems as temporary “challenges,” makes a world of difference. By the way, do you hate change? Become part of the “change.” Help to make it work.

Things to remember:

• Do not waste energy.
• Do not get angry.
• Do not give into grief about what has already happened.
• Do not be emotional. Use logic and seize every opportunity to be a problem solver!

Ken Pankiewicz

The formal presentation of the Black Belt Certificates was followed by the awarding of Black Belts to the new graduates. The graduates each held their Black Belt above their head and on a count of three they snapped it open in unison, whereupon a very loud cannon dramatically fired silver ticker tape into the air. The students then confirmed their commitment by reciting the Black Belt Oath. To conclude the formal part of the proceedings each candidate was given a “Rose of Appreciation” which they then presented to the person who had helped and supported them most in their journey to Black Belt.

Mike Allen, EFC UK General Manager

During the release of Karate Kid, Bergeron Karate will set up a booth with a prize wheel and will also do three demos, one in the morning and two in the afternoon. In addition, VIP passes for the school will be handed out with each ticket to movie watchers. The pass includes an offer for one free month of lessons. At the booth, the Bergeron Karate staff will work hard toward getting contact info from parents, so that they can later call and email them with invitations for Bully Buster or Stranger Danger classes.

By Zulfi Ahmed

We don’t test beginners at all. We evaluate them in class and we do graduations… It’s just that we prefer the word “evaluation” to “testing,” and very seldom does someone fail at this level. We start putting our students in the “testing” mindset at brown belt level. Only in the black belt testing level is there a possibility that they may have to re-take the tests. Testing puts a lot of pressure on students and their families, and we do it only when it is required.

This is an excerpt from an insightful interview scheduled to appear in the next Eagle.

Anthony Arango

Consider the impact of bringing in a guest instructor. Would a guest instructor add a fresh, new dimension to your program for advanced students? Anthony Arango had the idea of offering his advanced students something that really stirred up his school. According to him, “Our jiu-jitsu training with Gene Dunn has really elevated our retention level and our excitement. This is because

1. It’s giving them a new reason to train extra, instead of going through the normal routine, especially for those who have been with me for 10 plus years.
2. They feel they can advance in an area of martial arts that was not explored as well as I would have liked. Now they are able to work the stand-up game and do their ground and finishing game with someone who is the best. I couldn’t think of somebody better to teach the art in his methodical way of being able to transfer what he knows to a new student learning that art.”