by John Graden,
published: Sunday December 6, 2009
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word count: 394
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on the net: www.johngraden.com
UNITED STATES, Dec 06 — A school is a membership-based business model. The majority of a martial arts school’s revenue comes from students’ tuition, which is normally paid monthly. A school that attracts and keeps students grows this monthly income. You are a highly trained, specialized, teacher
A
school is a membership-based business model. The majority of a martial arts school’s revenue comes from students’ tuition, which is normally paid monthly. A school that attracts and keeps students grows this monthly income. You will have other profit centers and revenue streams such as retail sales, special events, and testing, but tuition is the financial foundation of any school. Your school’s financial stability will at first be dependent on growing this monthly tuition revenue. This is called building your base, and it is important.
Let’s look at some of the issues and processes involved. Contract vs. Month-to-Month Tuition This is an age-old argument, and the answer has changed somewhat with technology. First, a word about unpaid tuition… Under no circumstances do I suggest you ever sue a student over unpaid tuition.
If you have a student on an agreement, and she quits after six months, don’t begin a hard collections process. Rarely will you collect much money for the stress and effort. Nearly 100 percent of the time, however, you will have someone in the community telling other people what a louse you are. That said, the argument for using an agreement for new students holds up better than for using a month-to-month program. Here’s why. Students who sign an agreement (we never say contract, do we?) are entering your program more committed than students who know they can quit at any time.
Even if they do drop out, they tend to stay on longer to try and make good on their agreement. This is especially true if you have done a good job of qualifying the prospect and helping him understand the importance of the commitment. One of the core dynamics of the Martial Arts Professional is to value what you do. Using an agreement reflects this. It shows that you have a process for bringing students into the school. Like a private school, your agreement process allows only people on your floor who are mentally (and legally) committing to training with you for a year. You are a highly trained, specialized, teacher. Here is the value perspective from the instructor’s standpoint: It is a waste of your time and energy to pour your heart into a student who is only going to drop out after a few months when football season starts.
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