Joe Borucki: From Struggling to a Second Location

I currently have about 275 active members and actually doing very well right now. Yeah, and that’s in your primary location. That’s quite open. And so we’ve been working together for quite a while and let’s step back to when we started working together. What are some of the key transitions that you’ve made in your school since we started working together?

What would you say were kind of a short list of key things that made your school real-aid turnaround?

Well, the first one was valuing what I was doing for since. But first, when I was going to my school, I was teaching great lessons and bending over backwards to make sure everyone learned what they were supposed to learn. But I didn’t realize the actual value of what the long-term effects of, what you get out of attaining a black belt. And it gets to something that we’ve talked about many times, is that that million dollar promise that, if you could, you know, if someone gave you a million dollars in exchange for all the experience you got out of your training, would you take it?

And I haven’t heard, I do that with my black belt and none of them ever said, I’ll take the money. So, and then school learners, it’s even further. Cause you see what it does for people, but the value of that is far beyond with anybody. would think about. So that was the first thing that I had to wrap my mind around, valuing what I was doing. And obviously, that ends up manifesting itself, having that low sense of worth. And when most martial arts don’t think they have a low sense of worth, they just think there’s a price point the market will bear. Would you agree with that?

Oh, absolutely. Absolutely. I was so concerned with what people will pay more than what it’s worth. Of course, there’s a breaking point in both sides, but that was more of my concern. Turns out I was wrong. And with the guy down the street is charging, I can’t tell you how many times people ask me. was the median price. And in my case, I was in a very small town and the only true competition was the rec council and the rec council was supplemented by the government and I’m a private school and back then I was actually thinking about, well what about the rec council program?

I’m going to be so much more than them. I already was and then I was worried about being way more than them. there’s a marked difference in what we do as a professional martial arts school. So, again. Yeah, I know there’s a huge difference in what you do and to anchor that in. What should the differences be in a professional school compared to a community or recreational program?

[04:21] Can you give everybody kind of a little thumbnail of what you mean by that?

Oh, wow. I guess the first one that I’ve noticed, and I’m not saying this for every school that’s in the Rec Council program, but actually backing up the character development, going further than I’m teaching great respect and discipline on my floor, to actually making it a part of your program, making developing self-discipline and confidence, and the list goes on in to your actual lessons and part of your lesson plan. We actually, in our school, we actually have homework assignments attached to different character development pieces that we choose. I have it intertwined into our lessons when we have MAT talks. We talk about the value of respect and who you should respect and just make it a big part of, it’s actually part of testing when a student goes. And that was one of the major changes when I started with you, actually.

They said, you know, you teach character development, but you back it up. And at that time, I wasn’t. That was one of the first changes. And that transformed my school. And in turn, it transformed enrollment. And then my students that were graduate, and the students that made it to Black Belt, then I started seeing a mark. different than them that they were living the character development. Yeah, and different than what all school owners think is not only do you not water down your curriculum in the process of becoming a highly financially successful school, you actually strengthen it and grow it. Would you say that’s a fair statement?

Absolutely. We do so much on our floor well beyond what we used to do. You know, back then I did what my instructor did and that was teach excellent martial arts. And in turn, the character development would happen. But now, like I said already, that we have it as part of our curriculum and our curriculum is written down for every lesson that we do. What will we cover on the floor tonight for every class that we run?

And every night we’re running about five classes. So all that stuff has to be, you know, instructors can remember so much. And then when you’re trying to cover more and more material, it has to be written down. So absolutely. Now, step back to that for a second. In your school with Carly about 275 active, what’s your ratio between kids and adults?

Oh, I would say that our our adult program is easily a third of the school. That’s a number that’s hard to quantify because in our school, we have anybody who’s in high school pretty much enjoying to our adult classes. Right. Well, so generally, you’re running a predominantly children’s program. And the point I wanted to make in these, then back to the character development at our recent inner circle meeting, which I thought was very, very, very valuable. I don’t know what was, what was your take on the reason in our circle meeting?

Oh, incredible. I had, I had a lot of my staff there and they can’t stop talking about what they got out of it too. And so very valuable meeting. Yeah. The one thing that I say to my staff is I’ve been doing these type of meetings for years and years and years and I go to these meetings on a regular basis about once a quarter and I come home every time with so much material that it’s hard to implement that I have to step back for a second and for you know I my school’s been in existence for 20 years now, and for me to be making changes and having new material at these meetings every time I go, it’s actually mind boggling. Absolutely, and of course, you and I have been doing pretty much every month, we work one on one, and correct me if I’m wrong, it seems like the value of that is in predominantly, it’s in sorting that to-do list.

[09:02] And focusing on the things that are gonna immediately improve service, bring more students in or create revenue as opposed to maybe ending up with the 82 point to do list and focusing on the things that aren’t gonna have the most immediate impact. Is that a fair statement?

Absolutely. I don’t prescribe to the point of view of staying busy just to stay busy. I wanna get something done. So doing what’s valuable is paramount. that are just sitting behind a desk at a computer and doing something. You bet. Now, where I was going with the kid-adult question though was, as we were discussing in our inner circle meeting, I mean, when we have a wide range of schools, we have several that are predominantly kids focused, we have several that are predominantly adult focused, we have one that’s probably on track to be a $2 million a year MMA school in Houston, for example. But the commonality across that is if you’re not doing life skills, character development, a traditional martial arts format, rank progress, respect to the instructor, progress updates with the students, if you’re not doing all that stuff, you risk putting yourself in the category of a health club.

We saw one of our inner circle members running a $297 a month, it turns into a $497 a month, it turns into a $997 a month, women’s cardio kickboxing program. And of course, the EMMA school running a predominantly men’s program, but again, doing the same thing. It’s all about the formality and the life skills and so forth. Would you expand on that a little bit, Joe?

I mean, you’ve seen that over and over. and across the spectrum. Exactly. Over the years, we’ve developed our leadership program into a program that I reserve pretty much for my instructor group. And then I sat back and said, why couldn’t we teach all of our students this?

This material is stuff that CEOs learn in order to run corporations. If you could teach children of six years old how to be a leader, you know, how valuable is that?

That just opened up their potential immeasurably. And I’ve already seen it in action. I’ve seen children who are, I would call them true introverts. You talk to them and they, you know, don’t look at you and through the program, they’re all of a sudden they’re doing public speaking. You know recently I had a boy who was an introvert Went out for student government. He went to be class president his dad came in to me and said there’s only one reason he’s doing that and because you’ve encouraged him to be a leader and so now the boy is it’s definitely his whole personality has changed in a positive way and that’s just one example. I have many many many students with stories that are similar and again, getting back to valuing what we do for people, and that’s, I mean, you can’t place a value on opening up the potential of a child.

[12:20] Oh, absolutely. It truly, if you create a program and a process with the child that becomes invaluable, then, you know, the tuition rates are never an obstacle, other than the fact that there certainly are some people who can’t afford it. but there’s not going to be a resistance to wanting to afford it. Joe, you said you’ve had the school open for 20 years. And when we first started working together, see, I see a lot of, if you were trained in martial arts for 20 years, by then you’d probably be a black belt. And unfortunately, we know the same doesn’t hold true in running a business, right?

I mean, many people run a business for five or six or seven years with still a white belt level of knowledge of how to do it. And of course our mission is bring people into NAPMA’s Maximum Impact Program and then move them into peak performers when they, once they have a goal of truly being a black belt and running their school. And when’s the point, would you say for you, that you decided to be a black belt and then a high-ranking black belt and the equivalent of running your business as an educator?

And what was that transition like for you? Oh, well, you know, struggled for years doing things the way that I was taught from my previous instructor. And, you know, and I was coming from, I have a degree in business from college, and so I knew a little bit about how to run a business. But how to run a martial arts school business is totally different than your average business model. We are, we’re, we’re selling intangibles. So we can’t place what we’re going to do for people on the table and say, they cost this much. And that’s not reality. It’s totally different. So learning the process of making the value, you know, what you do on the floor, actually, you know, error apparent, all the character lessons and, you know, cause you can show, you know, I can teach you this block and this kick and this, joint lock and that’s great, but in the real world, you know, and then we teach our students that you’re not to use this stuff.

So here’s something we’re gonna teach you can’t use it. So if you can teach character development, something that they’ll use for the rest of their lives, then the value is in front of you. Does that make sense?

Oh, absolutely. It’s exponentially higher. That was the turning point for me that I saw that. And I was like, I need help in doing this and getting constant reinforcement and then also it’s encouraging to go to these meetings and see what you’re doing right and then also the list of stuff that you need to work on. I already mentioned all these meetings that I attend and every time I come back with a list of stuff I need to work on and improve. Yeah. Maybe as long as you’re on that topic, describe for people what the environment is like in a peak performers or in an inner circle meeting and how that may be a contrast from general seminars they’ve attended or conventions they’ve attended or maybe some of the stuff that other organizations might do. What’s the environment like?

Well, it’s a bunch of like-minded school owners, even though we’re teaching, I don’t think any of us are teaching the same style, and if we are, not very many, which really isn’t the important part of it. The important part is that we’re helping each other. So the environment is basically, hey, you’re doing this right, you need to work on this, and then we share that’s working for us with everybody. And very valuable. And of course, none of the old martial arts thing of being shy or hidden or protective of what it is you’re doing, I mean, is that a fair statement?

[16:39] Oh, absolutely. Absolutely. I’ve opened up what I do at these meetings completely. There’s nothing I’ve been holding back and it seems like no member is doing that either. Yeah. In quite a range of results but in quite a range of cities, I mean, you’re in, as you said, a small town. What’s the population like around you?

Well, in a five-mile radius, I believe that it’s up to 50,000. Okay. But closer in not much in the median incomes only 42,000 Yeah, yeah, so it’s neither a rich area nor a densely populated area You’ve got 275 active students now at 275 tell people what you’re charging what your what your new enrollment tuition what your renewal process like Okay, well starting tuition is about 179 a month and then we have a Master Club and Leadership Program. Master Club is $2.59 a month and Leadership is $3.59 a month. Yeah. And on the $1.79 a month, is that a contract?

Is there a down payment? How does that work?

$1.79 a month is a yearly agreement and there is a down payment. For $1.79, we ask for $2.69 down. And then one about from a master club and leadership Master Club and leadership is 997 down 359 a month There are discounts for early enrollment. So we do discount the down payment by $500 if they enroll early Okay And then the master club is very similar in that manner Right. And what’s the down payment for Master Club?

Master Club’s down payment is actually seven, all these numbers are spinning in my head, but that’s why I write this stuff down. Sure. But I believe it’s in the like 697, just under $700. Perfect. Now, a lot of people who would listen to this recording are going to think that in their city, in their state, in their country, with their students, with their style, you can’t charge those kind of price points. What would you tell them?

I mean, you already told us that you’re not in a particularly high-income area and you’re not in a particularly high-population area. But what would you tell them about how they think about that?

Getting back to my first point is that they’re not valuing what they’re doing for people. But I have to tell a quick story really fast that I think would help everyone. When I first started doing coaching with you shared the tuition that you were charging at that time. And I came home and I was laughing. I was like, this guy’s crazy. He’s out of his mind. And finally, wrapped around, you know, my head around, hey, I don’t value what I’m doing. I’m the crazy one. And so that was the best lesson for me and everybody else who’s listening should think about. You need to value what you’re doing for people. Really sit down and think about what you do for people and that will help you know, charge what’s appropriate. Oh, absolutely. Well, anytime you have the reaction of there’s no way I could or there’s no way that in my city, state, town, style, school, whatever, anytime you have that reaction, it’s so important to just empty your cup.

[20:38] I mean, that’s a standard metaphor in the martial arts, right?

You need to empty your cup. You need to empty your cup and just think about it for a second. What probably the most valuable thing about the people of the former inner circle is that you’re sitting in a room with a whole bunch of other people who are doing what it is that we’re talking about. And in all honesty, I mean, Joe, have you ever had the reactions in a meeting of, well, these guys are doing X, Y, and Z. They’re doing three or four times the revenue I’m doing, and frankly, they’re not as smart as I am. Truth be told, I did the inner circle as a base kind of in part on two different mastermind opportunities I had over my career. And in both cases, I remember sitting in rooms and having people who were in one area or another just kicking my butt and looking at them going, this guy is no smarter, no more talented, doesn’t have a better situation, doesn’t have a better [inaudible] It could be done in Europe, it could be done in Amsterdam, it could be done in your area.

My area is truly a farming community. It’s not Baltimore. It would be, at best, a commuter town. There are people who live in my town and commute to Baltimore, but it’s still a farming community. I’ve been at seminars with martial artists. And they start talking to me and asking me about my school and I tell them, you know, what we do in our school and the price points. And they look at me and like, and they say, I could never do that work. And I was like, oh, you just don’t value what you’re doing, you know. But at the same time, you have to be doing it correctly. I already talked about the character of the villain must be a part of your program or the value is. decreased. So that’s one thing I make clear to all my instructors is people are paying us to train them in martial arts and we’re going to do an outstanding job of that.

We have a 1 to 8 ratio on our floor for, if not better for most of our classes and character development is a must for every lesson that we do. including the adult classes. So the value has to be there. You’re not just going to raise your prices and expect people to say, oh, that’s great. And you’re just teaching them the basic martial arts. It has to be the full program. Oh, absolutely. Let’s go back now to another direction. With 275 active, you obviously are pretty effective on your marketing act. activities. What are some of the things that you’re doing and some of the ways that school owners can keep a flow of students?

[24:06] Maybe let’s start with a benchmark. What would you say your average new student enrollment is at your main school in order to have 275 active?

Our main goal is 20 new students a month, and that’s the benchmark. And this is going off the top of my head, but I believe that our new student enrollment for this month currently is actually at 22. And the rest of this week, my schedule, or our schedule at our school is absolutely insane. In a time of year when normally it falls off. And ignoring that has helped me change the summers. I think the most potent marketing tool that I’m using right now is the web. I really started pushing what I’m doing on the internet. I’m doing electronic coupons. But at the same time, I’m also doing local magazines, you know, coupon magazines. I used to do Money Mailer and Value Pack, but I’ve I’ve moved out of that into magazines because the exposure is better.

Of course, it’s all budget constrained, but online presence doing Google AdWords is not that expensive, if done correctly. And of course, that’s something that you can set. You can pre-determine a budget. But very recently, I just made a point in my school that we were going to raise our presence on the web and the response has been better than anticipated, which is always a good thing. Yeah. Well, and especially, you wouldn’t naturally think in a farming community in an area like what you’re in, an income level like what you’re in, that that would be a great source. But now, you know, Truth be told at our last meeting, I kind of beat you up a lot about your internet stuff. Yeah, so that’s a great point. My website’s not the greatest when it comes to lead generation, but still, we’re getting a ton of leads from it.

You don’t have to be a webmaster in order to have a good lead source on the web. And in fact, we’re doing a… For all the people, farmers are in circle. We’re doing a series of webinars on how to buy a paperclip and how to do search engine optimization and all of that stuff. And of course, probably one of the first things you got from working with me was the whole Internet thing and how to structure that. It keeps refreshing and updating. It keeps kind of coming full circle. Back when I first wrote the book, the thing was don’t use video because the web is too slow. And nowadays, you want to use video because everybody’s – pretty much got broadband connections and it works great. So, and we saw one of our inner circle members is generating 150 prospects a month.

I guess prospects is the wrong word. They’re generating almost 150 intros a month, almost purely online. And we spent a lot of time talking about that on how they’re using SEO, but also Google. and Facebook. And I think they were doing some paper click with Bing as well. But they were having some pretty good success with paper click on Facebook as well as on Google. Yes, and we just integrated the Facebook thing and that’s definitely working for us. Tell everybody briefly what you’re doing with Facebook. Oh man, I’m not the computer guy, but I’ll explain it briefly that you need a page for your school that people will have to like it. And by doing that, they’re linked to your website. And we’ve actually used it as a tool, and we’re in the infancy of this, that we’re putting promotions on the website Well, I think we’re getting a lot of new students on there and new students’ pictures and telling them, hey, tell your friends, go like us and then check out your pictures on our site.

[28:30] And a great lead generator. And it just builds excitement. So one student’s friend sees him on the web and they’re like, well, I’d like to be there. And so we’re getting new students on a regular basis from just that. Yeah, that’s great. That combined with having them check in at the school so that all their friends see it, posting every event you do, so posting. And people may not realize that Facebook is the biggest photo sharing site in the world, much more so than Flickr and all those others. But sharing the pictures from every Bell test, sharing the pictures from I think part of that is sharing the pictures from seminars is a great way for students to go on there and then you tag the students that are in it. You know, everybody likes their 15 minutes of fame.

So, you know, imagine being a student and all of a sudden their picture is up on the web and they can tell all their friends, you know, that’s cool. And all the students, not just the children do it, we even have our adults telling their friends, That’s a great tool. The other thing that we’re going to be teaching everybody is the opt-in box. Now you can put an opt-in box on your Facebook page that opts them into your email list. You really get a double hit because you’re getting the traffic and the updates from Facebook, but you’re also then opting them into your email list and putting them into a sequential follow-up sequence from there. It’s a huge deal. Hey Joe, tell everybody a little bit about what the actual coaching experience is like. You and I have been working together forever and you probably ended a few calls a little pissed off at me and a few calls with a big to-do list, but tell them what that’s like.

Yeah, if I ended a call pissed off, is that myself?

Okay. We’re not listening. Everybody’s situation is different. So the coaching program being one-on-one dealt with my problems and my issues, whereas at big, huge seminars, what is presented is what you get. So the coaching program was for what I needed to work on. And sometimes it was stuff that I was asking what I needed help on, but more often it was you telling me you need to do this. Yeah. So after I got on my own way, I did it. Yeah. You know, what I’ve always said that’s useful about it is that so many times you come with a list of questions, but they’re the wrong questions, right?

And what we’ve, of course, we’ve morphed the coaching program into Inner Circle and Peak Performer. So with Peak Performer’s Inner Circle, that’s part of what we do is one-on-one coaching. But it’s all about having information ahead of time on what’s going on with your school and being able to ask questions so that we can figure out whether your revenue per student is too low or whether the marketing activities are empty to enter the sales process. I know we had a while we were trying to fix your sales, you know, your intro to enrollment ratio because you suddenly were, went from, I remember correctly, we had something like seven intros a month and we got it up to 47 or 50. And then all the ratios fell apart, does that sound right?

[32:07] Yeah, I had so many intros coming in that I didn’t know what to do. So, just made the process more level. Yeah, yeah. The common thing that I get from talking to smaller schools that they just like don’t get is, and it could be simplified into two things. One is doing enough stuff that drives new traffic, thinking that you’re going to sit there and teach great classes and then word of mouth is going to take care of yourself. And that they don’t mean by the way they have a ton of referral systems. What they mean is they’re hoping and praying that a student is going to talk about them or that they give out guest passes and hope for the best. The second thing I see is that they have 150 active students with their growth scene setting $500 a month.

And of course in our inner circle, everybody’s target is now $300 a month average revenue per student. Pretty much all of the guys are at $200 or more. So 150 students is a $30,000 a month school. A 300 person student is a $60,000 a month school. Is that a fair assessment from your perspective?

Absolutely. It’s definitely the breakdown. If you were a school owner doing somewhere between 5 and 12,000 a month and you’ve been open for three or four or five years and you’re struggling along, what would you tell them?

What are some steps that they should take and how should they think about growing their school?

The focus when you’re teaching needs to be on teaching. But without proper focus on maintaining the students that you have and then bringing in, constantly bringing in new students, you’re not going to grow. Something I need to share is we were stuck at we like plateaued at 250 and then I took a look at things and statistically the reason for it was we weren’t doing enough to move ahead and my goal was to get to 300 before the close of the year with my current location. And all we did was make a significant effort when it comes to web presence. that jumped us within, we’re talking two months or less, we jumped to 275 and we’re growing. So it’s just a focus on gaining new students and maintaining the ones you have. If you do those two constantly, then you will grow.

Yep. It is very important. Yes, just teaching a great class is not enough. If you put it in parallel with a restaurant, if you have the greatest food in your area but you don’t promote your restaurant, word of mouth is not going to drive enough traffic to your restaurant. An interesting thing that came out at the Inner Circle meeting I was happy to see it validated because I’ve said this for 20 years probably. But remember we were talking about, and we had a couple of schools that had statistics going back, I think, 10 years. But the difference between student dropout rates for a student who was either enrolled month to month or enrolled on a 12-month contract versus those who had gone through the renewal process and committed to train to Black Belt and Beyond and ended up in a Black Belt Club or Master Club or leadership.

Remember our discussion about that. I know you’ve seen the same thing in your school. The number that we came up with was like 99% retention over a long period of 10 years. Yeah. When I got back, I didn’t have those stats when we were there, but I got back and I noticed that my stats were identical. The dropout rate for the programs was next to nothing. And then when I wiped out students that had, you know, like the two dropouts I had over 10 years, one of them in particular had, you know, a father who passed away and it totally transformed their life. So that sort of drafts. the change in their life was the calls for them to leave. So it was really one in 10 years. Yeah. And the importance of that is, again, what we’ve been teaching forever, but many schools still just don’t understand it.

[37:01] And it’s the, again, the value of getting together face to face plus having the ongoing coaching is you put a student through a process of renewal and People think it’s all about the contract, but in fact, it’s about the student and the family truly making a commitment for your school. And you’ve been talking about… And understanding the value. Exactly. Because a lot of parents come in thinking, oh, this is just another activity for my son or daughter. through talking to them, showing them that it is way more than that. We’re gonna transform their being and open up their potential. And let me share one thing. Recently I was talking to my instructors and trying to get them to understand some things about character development that if you are successful then, you’re going to open up a student’s potential, but everybody’s potential is well beyond their wildest dreams.

You know, people sit around and think about, oh, I’d like to do this and I’d like to do that. And the whole time, they don’t even realize that what they can do is well beyond what they’re thinking. And that’s something that we try to pass on to all our students. students. And that’s when it comes back to an enrollment, if you can share that with parents, not only are they going to want their children involved, then they’re going to see the value. And registering for a program won’t be, you know, quote unquote, a sales process. And it doesn’t need to be. Well, in what you’re saying is you’re not predominantly selling that you’re going to learn a Bostat form or you’re going to learn X number of kympokatas or whatever it might be. Is your selling a life outcome?

Right. The martial arts aspect to me is the easy part. You can teach martial arts and we’ve all done that for years and years. We’re all good at that. That is the easy part. It’s the character development that goes a lot further. And does that mean that the martial arts is diminished?

I would say absolutely not. Especially with our advanced programs, their martial arts skills are further because we actually get more in depth with them and more one-on-one with them. Well, and truthfully, if you’re doing the goal-setting character development, teaching them success skills and life skills, they first apply that to their own athletic training. And truthfully, if you’re doing that well, your black belt should be double the quality they were 10 years ago or 15 years ago. It shouldn’t even be an apples-dapples comparison because the biggest gap and it doesn’t matter what physical activity is, the biggest gap is in the mental side, not in the athletic side. Absolutely. On the same token, you talked very early in the conversation about that million dollar promise. And to reiterate what that is, is it’s taking a group of your black folks in a room and saying, spend this belief, pretend I have a time machine, I could take you back to day one.

[40:49] And take back all the knowledge you’ve learned and all the relationships you’ve built. And if I could give you a million dollars and all the money you’ve spent and all the time you’ve spent, would you take it?

Right? I mean, in shorthand. And then our job is to get people to, in their own mind, move forward to that point of getting their black belt and their second degree black belt and see what that’s all about and take it out of the range of this is an activity for $75 a month and put it into the range of seeing their child graduate from Harvard or seeing themselves completely transformed. And it takes away all of the objections. The more closely you can replicate that, it takes away all of the financial objections short of just pure affordability. You know, on peak performer or inner circle, we get the same thing. You know, when we tell people what the tuition is, they say we’re crazy, right?

What would you say about that? What’s the return on investment of the process of really having somebody there in your corner as a coach and a mastermind group of people who are really helping grow you to the next level?

If one meeting can bring you 10 new enrollments, what is the value of that?

Yeah. So, to me that’s a simple one and I got over that very early. That one piece of information can transform your school. If you’re a school that’s making $5,000 and then you join the inner circle and all of a sudden you’re making $20,000 a month, you know, did it pay for itself?

Over and over and over again, of course. Absolutely. And of course in that scenario they would have to join B Performers because the inner circle is $30,000 a month and up. But 10 new enrollments in one meeting, what would that be worth?

So in your case, each one of them is going to be at least $5,000. So 10 new enrollments would be worth $50,000. And that’s without thinking about family add-ons, referrals, any of that other stuff. So, in, I would say in our last Inner Circle meeting, you probably got four or five ideas that were each worth $50,000 each. Is that a fair statement?

Oh, easily. Yeah. Yeah, which pays your Inner Circle tuition for like, you know, three or four hundred years. Exactly. Hey Joe, this has been very enlightening. I’m so glad that you’ve donated so willingly of your time and of your knowledge base. I know that we’re going to do a follow up and help give even more specifics on what you’re doing, but I know that all the members are going to find it extremely valuable and I really appreciate you sharing your time with us today. Not a problem. Go ahead and do it. Any last points for everybody before we read off here. Well, you know, just to reiterate everything that I spoke about is, number one, value what you’re doing for students and make sure that character development is a part of your program and make it paramount in your school.

[44:22] And then, of course, you know, think about how many hours that you’ve trained in how much time you’ve dedicated to your martial arts. You need to do that for your business also. Like I said earlier, I had a degree in business and I needed this help in this specific program for what we do and it’s been invaluable. So think about that going forward and that might help with your decision. Well, we certainly put together a heck of a grand opening plan, so we’re waiting to hear about your second location, hitting 300 by this time next year. I hope so. Well, thank you very much, and I’m sure everybody will be hearing from you soon, and keep up the great work. Thank you. Nice talking to you. Thank you.