| I remember starting my very first school many | | | | to experience the positive benefits the martial |
| years ago; it was in a village of around just 2500 | | | | artshas to offerbecause that's not going to |
| people. 60 People showed up for the very first | | | | happen in 2 months or maybe even 6 months but |
| night, I charged 2.50/$5 for each lesson. As the | | | | certainly by 12 months they will know it has been |
| weeks went by the number of 60 dropped until | | | | a great decision. |
| around 6 months later there was around 20 | | | | A pay as you go student always has the decision |
| students left! During the summer months I barely | | | | "shall I go tonight" to make, and this lack of |
| covered the hall hire fee for my efforts, I knew | | | | commitment leads to drop outs. Sure, students |
| there must be a better way. Especially as I | | | | on agreements drop out too, but they are much |
| desperately wanted to do this professionally as a | | | | more committed compared to the cash payer! |
| career. | | | | And why pour your heart and soul into someone |
| In October of the same year I made the decision | | | | who isn't as committed as you |
| to switch my charges to agreements (never say | | | | There are lots of options open to you today. You |
| contract) at 25 per month, I signed up 20 | | | | can either collect your fees via an agreement |
| students on this programme making the following | | | | yourself or employ a third party billing company. |
| changes to the school in the process:becoming a | | | | Be careful if you decide to bill collect yourself, you |
| Black Belt Schooloffering 2 x 45 min | | | | may find that your core activities (enrolling new |
| lessonintroducing a student creedintroducing a life | | | | students and retaining existing students) suffer. If |
| skills weekly messageassessing students progress | | | | you are looking at a third party company here |
| each month - tip testing | | | | are some pointers;how do they charge - some |
| I was now earning 500/$1000 per month for 2 | | | | charge a percentage of tuition collected! Others |
| nights per week. I was really enjoying my | | | | charge a flat feehow do they collect- standing |
| teaching! I bought new equipment, purchased | | | | order or direct debit, the later is far superior. |
| training videos. I had 20 excited and committed | | | | Credit agreement or non credit agreementhow |
| students. | | | | and when do you receive your paymentwhat |
| 6 Months later I achieved my dream of becoming | | | | services do they offer - some companies tie in |
| a professional martial arts instructor having grown | | | | billing and consultancy and others are more flexible |
| my school to 100 students and gradually | | | | allowing you a choice of services i.e. just billing |
| increasing my fees along the way to 40 per | | | | How efficient are they and how will they treat |
| month. | | | | your valued students you don't want a company |
| To make this switch like I did, you have to value | | | | using hard line tactics that may give you a bad |
| what you do and believe in yourself becoming a | | | | name |
| professional martial arts instructor. | | | | I certainly never recommend suing a student over |
| By introducing agreements you will have students | | | | unpaid fees; this will damage your reputation and |
| that train more regularly, are more committed | | | | why put negative energy into it! Focus on where |
| and achieve greater success, everyone wins! | | | | the next new student is coming from. |
| The truth is a club taking cash rarely grows, | | | | Of course there are schools that cash out most |
| looking at the illustration above you can see what | | | | students or charge month to month that are |
| can happen by introducing agreements into the | | | | successful but it's hard to build wealth if students |
| equation. You can really build a strong school with | | | | have already paid for lessons or are free to leave |
| an excellent financial base. | | | | at any time! |
| A student who enrolls at a school using | | | | If you ever plan to sell your school its tough to |
| agreements already has a perception, it is | | | | show value to a potential buyer if you cannot |
| professional like a private school. And if you have | | | | demonstrate a history of consistent high |
| done a great job qualifying the person and making | | | | collections or if you have lots of students who |
| sure they understand they are making a | | | | require lessons they have already paid in full for! |
| commitment, which is essential if they are going | | | | |