EFC – Educational Funding Company Ltd UK & Ireland

Dave Kovar

Want great retention? Learn to communicate in a positive and empowering way. As every successful martial arts instructor knows, effective communication consists of so much more than using the appropriate words. It consists of being completely engaged on every level of communication possible. Let’s look at four different aspects of communication.
Here’s a great idea courtesy of Kovars, Inc.

Physiology. This is our body movement and posture. Imagine someone videotaping you teaching class and then watching it with sound muted. What story is your body telling? Would it appear irritable or angry, limp and lazy, or engaged and powerful?

Tip for implementation. Concentrate on keeping your shoulders back, your chin up and your arms moving freely. Avoid the “master stance” (arms crossed, weight on back leg, chin down, etc.)

To read about other transformational communication skills, read the next issue of the Eagle Express.

Master Vince Cassar

At the last EFC Summit in Florida, during the banquet, Keith Thompson, John Lynn and Mike Allen suggested that it would be a good idea to have me talk at the next EFC Meeting of Minds in the UK, on how I managed to grow the Cassar Academy of Choi Kwang Do by 300% in just 17 months, during the worst recession in living memory.

My first reaction was, “no way!” I thought to myself, “What on earth could I talk about that the other speakers haven’t already done so brilliantly. Besides that, I’m a rookie school owner and still have so much to learn and grow myself.”  Someone had mentioned to Mike that when they had asked me what I did to achieve this, I just said, “I didn’t get in my own way” and he suggested this would make a good topic for my talk. I don’t know whether it was the atmosphere and excitement of the evening or Keith, John or Mike’s enthusiasm and encouragement that swayed me but by the end of the night I agreed.

The Meeting of Minds in Wales last year was a fantastic weekend. John Lynn and his amazing team put on a great event and were the perfect hosts; Keith and Debbie Thompson were again Guest speakers. The last time they were in the UK was 4 years ago and that was my first ever EFC event. After one of Debbie’s sessions I got the chance to have a chat with her and as we parted she said “you’re going to do very well, I’m going to keep an eye on you”.

Hearing that from Debbie Thompson had an amazing effect on me. I went home and couldn’t stop thinking, if someone like Debbie Thompson says that I can be successful at opening a full time centre then maybe I can, all I’ve got to do is get out of my own way and stop thinking the way I have been and start thinking the way the top school owners do. At this time I was teaching Choi Kwang Do part time and only had about 75 students.

I want to share with you some of the thoughts I used to have back then.
1.    My school is different from theirs
2.    Won’t work with my students
3.    Won’t work with my style
4.    My students won’t pay that
5.    Hard to find new students
6.    Successful schools are in better areas
7.    Can’t find the right staff
8.    Can’t find the right property
9.    Don’t know how to run this type of business
10.    Marketing costs too much
11.    Advertising doesn’t work

When I look at this now it’s so clear to me why I wasn’t growing my school, I was standing in the way of my own success, I had to get out of the way, start introducing all the EFC systems and change my way of thinking. So this is how I did it, I just started saying to myself:
1.    If the top schools can do it then I can
2.    How do I introduce this to my students?
3.    Doesn’t matter what style I teach, it will work
4.    I must increase our fees/gross as our classes are great value
5.    Look for lots of different ways to increase enrolments
6.    Our success has nothing to do with the location of our school
7.    I have great staff
8.    Contact all the real estate agents and find a location for a full time centre
9.    Use the EFC systems and manuals and start learning the business skills I need to run a professional Martial Arts centre
10.    I must start spending at least 10% of my gross on marketing
11.    I must Increase advertising streams

Once I started doing this, then everything began to fall into place. We found a location a year later. 6 months after that on May 4th 2008 we opened. Our gross at the time was under £5,000.00 including tuition fees, gradings and sales. Just eighteen months later our gross is £22,000.00 a month with a steady increase of 2.5% every month. We now have 340 students and the Cassar Academy of Choi Kwang Do is rocking! All the students and team are very excited about what’s happening and we have very big plans for the year ahead. Thank you EFC, Debbie and Keith Thompson, Dave Kovar, Nick and Donnalynn Patakos, John Lynn and all the other great people that have not only helped me develop the skill needed to succeed but also change the way I think so I will never again stand in my own way!

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By John Cokinos, EFC President

One of my teenage daughters is in a ballet class. She complains that the teacher is not simply strict but almost abusive. She actually feels stressed out, and it’s an uphill fight just to get her to go each week.

When she came to me insisting that she quit, I said, “I have nothing to do with it. You must contact the owner.” We know this person, Rachel, on a first name basis. When my daughter went to her, we found out that not only does Rachel have a gift for talking to my daughter but also for talking to her ballet teacher. She reminded my daughter of her progress, re-established her goals, while simultaneously straightening out the teacher.

From a parent’s perspective, I was totally relieved that my daughter can’t come to me but must speak to Rachel. In my case it worked like a charm and got me out of the hot seat as a parent.

Why not implement a similar policy in your school? Indoctrinate the parent from the beginning that this scenario may arise, and they must refer their child to a certain staff member whom you designate. The parents will appreciate not having to deal with this difficult scenario and it will also help you with retention.

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Tim Barchard

My staff have really taken an interest in our students’ lives. For example, we have a 90-day fitness challenge and a presidential fitness challenge. The feedback we have received from out students is that this is the greatest they’ve felt in a long time. They feel greater now than they did when they were in their 20s. Their confidence is high and their attitude is great. They’re finding out that things are much better around them. So the fact that our staff is taking an interest in our students, not as a group but as individuals, is helping.

Master Vince Cassar

Did you know that before Vince Cassar turned 16, he had represented Malta in the first World Mini Basketball Championships held in Spain and had won a gold at the National Swimming Championship for breaststroke? He was also Malta National Junior Spearfishing and Malta National Junior Judo Champion, in addition to being in the Malta National junior water polo team. He has also been a hair stylist for 30 years and still owns a salon called “Blade,” its interior is modeled on the film by the same name. Now isn’t that an interesting and varied background for a martial arts school owner?

I would like to say that I have only been with EFC for a very short period of time but I am extremely happy with the level of service that you and your team provides. The constant update on news and information is superb, the team always reply very quickly and I am really enjoying the network of emails. I am in no doubt that my academy will grow due to the support that EFC provides on a daily basis.

Thank you very much for all the effort.

Gary  Lee Goodrum

GLMAA

By Charles Chapman

Young students need direction and growth and experience of life in general. They are always looking for a good role model. Some of the kids have been bullied at school. They come and talk to us about that. We’ve got to talk to them about it and help them see how the bully operates. Bullies are looking for victims and we must teach them not to look like victims. They must learn to defeat the bully with confidence and the right attitude.

EFC UK wishes all of you a very happy Christmas holiday, and a happy and prosperous New Year!