Become a Recruiting Machine
🥋 Warrior Leadership Briefing
“Become a recruiting machine.”
🎯 Leadership Focus
The meeting focused on four major areas:
- Recruit every day.
- Recognize and repeat what works.
- Use Progress Checks to create bigger goals and stronger retention.
- Build connection from the very first day.
Grand Master Clark emphasized that success does not come from one big event.
It comes from small recruiting actions, repeated every single day.
1️⃣ Be There When Opportunity Shows Up
Several of the week’s strongest enrollments happened:
- On Saturdays
- After normal class times
- When families walked in unexpectedly
- When instructors simply said, “Come in right now.”
The lesson:
You cannot enroll people when you are not there.
Saturday is especially powerful because:
- Both parents may be available.
- Families are less rushed.
- Many people were paid Friday.
- There is more time for conversations.
Until the school reaches the level where leadership can step away, instructors need to be present when families are available.
2️⃣ Your Online Reputation Matters
A new family specifically researched the school through:
- Social media
- Reviews
- Online ratings
before enrolling.
Prospects are checking you before they walk through the door.
Every school should actively build:
- Google reviews
- Facebook activity
- Instagram content
- School-specific social media
- Testimonials
If prospects are looking for you online, make sure there is something worth finding.
3️⃣ We Teach People—Not Just Martial Arts
Grand Master reminded the team:
Families do not really purchase:
- Punches
- Kicks
- Forms
- Krav Maga
- Taekwondo
They purchase the results those programs can create.
They want:
- Confidence
- Discipline
- Leadership
- Self-Control
- Fitness
- Safety
- Better behavior
- A stronger future
Understand the family.
Understand their needs.
Then explain how Warrior helps produce the desired result.
4️⃣ Become a Recruiting Machine
There are four major areas of recruiting:
1. You and Your Staff
What did you personally do to bring someone into the school?
2. Your Location
Does the school look clean, inviting, visible, and open?
3. Marketing
Are leads being contacted immediately and through GoHighLevel?
4. Your Students
Are students bringing friends, family members, and referrals?
When all four are working together…
The school becomes a recruiting machine.
5️⃣ Recruiting Happens Through Small Daily Actions
Recruiting should not depend only on:
- Big events
- School fairs
- Promotions
- Holidays
It happens through small actions.
Examples:
- Wearing Warrior clothing in public
- Passing out a card while buying coffee
- Talking to people at the gym
- Meeting neighboring businesses
- Inviting someone while at a restaurant
- Talking to parents and community members
Ask yourself every day:
“What did I personally do today to bring someone into the school?”
Then ask:
“Did it work?”
If yes—repeat it.
If no—change it.
6️⃣ Work the Numbers: 20 New Members
Schools reaching 20 new members earn double enrollment bonuses.
Some locations had already passed that goal.
One school reported 122 appointments in August, far exceeding the previous benchmark of 72.
The lesson:
Appointments create opportunity.
They will not all show.
That is okay.
Your job is to keep making appointments and keep following up.
7️⃣ Practice Gratitude Before You Reach the Goal
Grand Master shifted the meeting to gratitude.
Do not wait until you are successful to become grateful.
Be grateful now.
Ask:
What am I grateful for in my business?
What am I grateful for about myself?
What am I grateful for in my life today?
Gratitude is not only about the person or thing you appreciate.
Gratitude changes you.
Recognize the smaller victories already happening instead of constantly focusing on what is missing.
8️⃣ No Zero Days in the Warrior Wheel
Grand Master noticed too many zero days, especially in Wheel areas:
4, 5, and 6
Those zeroes usually mean instructors either:
- Do not understand the Wheel.
- Do not recognize the trigger point.
- Are not doing enough Progress Checks.
- Are not making presentations.
Every area should have activity.
9️⃣ Progress Checks Drive Retention
Progress Checks should happen more often than many schools currently conduct them.
Important trigger points include:
- The fifth class
- Early stripes
- Every new belt
- Halfway through the membership
- After trying a new program
- When goals or behavior change
Progress Checks should ask:
- Why did you start?
- What progress are you seeing?
- What do you want next?
- What challenges exist at home or school?
- What new goal should we set?
Not every Progress Check needs to include a sale.
Many should simply communicate:
“I care about your progress.”
🔟 Halfway Through Means Halfway to Quitting
A critical retention trigger occurs when a student reaches the halfway point of the current membership.
For example:
- 6-month membership → 3 months
- 36-month membership → 18 months
Before the student finishes one goal…
Set the next one.
Possible next goals include:
- Black Belt
- Third Degree
- Leadership
- Coaching
- Competition
- Champion for Life
- Mastership
Grand Master’s warning:
If they are halfway through, they are halfway to deciding whether to continue or stop.
Do not wait until the contract ends.
1️⃣1️⃣ Find Every Student’s Hot Button
Different students love different parts of martial arts.
Their hot button may be:
- Leadership
- Coaching
- Competition
- Board breaking
- Weapons
- XMA
- Helping teach
- Recognition
- Belonging to a team
Students must experience the different areas of Warrior to discover what makes them excited.
Once you find the hot button…
Training becomes part of their identity.
1️⃣2️⃣ Retention Starts on the First Day
One of the strongest lessons of the meeting focused on how new students are introduced.
Do not simply place them in class.
Bring them up front.
Use their name.
Ask:
- What is your name?
- How old are you?
- What school do you attend?
Then connect them with students who share:
- The same age
- The same school
- Similar interests
The purpose:
Make the student feel like they already belong.
1️⃣3️⃣ Use Names to Build Connection
Grand Master emphasized:
A person’s name is one of the most powerful things they can hear.
Use a new student’s name repeatedly.
Have classmates use it.
Teach students how to:
- Introduce themselves
- Shake hands
- Look adults in the eye
- Introduce their parents
- Thank parents for bringing students
This is leadership development happening inside the martial arts class.
1️⃣4️⃣ Parents Need to Feel Connected Too
At the end of a new student’s first class, students can:
- Introduce themselves to the parent
- Thank the parent for bringing the child
- Tell the parent they are glad the child joined
Now the parent is no longer sitting outside the experience.
They are part of it.
Connection creates retention.
💡 Key Takeaways
✅ Recruit every day.
✅ Be present when families are available.
✅ Strengthen your online reputation.
✅ Understand that families buy results, not techniques.
✅ Work all four recruiting channels.
✅ Respond to leads immediately.
✅ Track appointments and new-member goals.
✅ Practice gratitude now.
✅ Eliminate zero days in Wheel areas 4–6.
✅ Use Progress Checks as retention tools.
✅ Set the next goal before the current goal ends.
✅ Find every student’s hot button.
✅ Introduce new students intentionally.
✅ Use names and personal connections.
✅ Make parents part of the experience.
⚔️ Warrior Action Plan
This week:
✔ Personally recruit every day.
✔ Review the outside and inside of the school with White Belt eyes.
✔ Ask students for referrals.
✔ Contact new leads immediately through GoHighLevel.
✔ Review your Wheel and eliminate zero days in 4, 5, and 6.
✔ Identify students who are halfway through their memberships.
✔ Schedule Progress Checks.
✔ Let students experience Advanced Training, Leadership, Coaching, and Competition.
✔ Find each student’s hot button.
✔ Improve how new students are introduced to class.
✔ Learn and use every student’s name.
✔ Write down three things you are grateful for every day.
💬 Quotes of the Week
“Become a recruiting machine.”
“Right now works better than tomorrow.”
“We don’t teach martial arts. We teach people.”
“Listen to understand instead of listening to respond.”
“If they’re halfway through, they’re halfway to quitting.”
“Goal setting builds retention.”
“The most powerful word someone can hear is their own name.”
🥋 Warrior Challenge
For the rest of this month…
Recruit.
Connect.
Follow up.
Set bigger goals.
Eliminate zero days.
And make every person who enters your school feel like they belong there.
Because lifetime martial artists are not created by accident.
They are created through relationships, goals, and consistent action. 🥋💚