EP 13: Protecting Your Peace While Growing a Martial Arts School | Duane Brumitt's 25+ Year Journey

Speaker A: Welcome to the Martial Arts Marketing for School Owners podcast. We're here to help you grow, scale and stand out from the competition. Join Gus Lopez of Lead Hunter Media and Ali Alborigo of Taking it to the Next Level in Li Ninjitsu Centers as they share innovative ideas, systems and the ins and outs of running a successful martial arts school. Let's dive in and take your school to new heights. Here's Gus and Allie.

Speaker B: Hey. We are live. Hey.

Speaker C: Hey. So first of all Gus, thanks for being here and arranging this guest and um, you know, I, we know each other, Dwayne and I for a long, long time, you know, and uh, but I don't want to interview him as necessarily a friend or interview him as my podcast partner and a person I've done tons of business with and we've come up with all different things together. But I want to introduce him as the owner of TriStar Martial Arts and uh, out of Illinois. And he is um, he's one of those school owners that, I don't want to say this in a negative way because it's really not true, but he flies under the radar when it comes to like the, the industry people that you know of that are like the superstars that are the Dave Kovar's of the world and people like that. But Dwayne has one of the most successful schools that I know of. He's an uh, industry coach. We've had our podcast, him and I martial arts school owner talk for over 10 plus years. We've done almost 500, maybe 500 episodes. Dwayne.

Speaker D: Uh, 452.

Speaker C: Close. Right. That's crazy. Um, and uh, he's famous within the industry as far as uh, his knowledge and the systems and he runs a very unique school because it's a Christian martial arts school. So when you, when I say that maybe some people think that it's all about, you know, God, but it's based off of his morals, his integrity, his religious beliefs and, and the school is run with that same type of integrity. So without further ado, we're going to jump into some questions. I want to introduce Dwayne Brummett from TriStar Martial Arts. So thanks for being here.

Speaker D: Yeah, absolutely. Thanks guys for inviting me and I, you know, I've been able to be on it before, I think, you know,

Speaker C: a bunch of times.

Speaker D: Yeah, yeah. But I appreciate the invitation again this time.

Speaker C: Yeah, yeah, we are, you know, we, we love to have guests on that are um, not only, you know, m good, great, incredible martial artists, physically but also, like, good owners, like good school owners, good operators, as we would say, right. That can run a school that constantly produces great results. That, um, has been changing lives for. I think you're almost over 25, right? Years now, right?

Speaker D: It's 28 years. Yes, sir.

Speaker C: 28 years. Dude. That's a long time to be in any profession. Like, you know what I mean? Like, most. Most companies back in the day would retire you out at 20. Like, they would say, look, and they. Their reasoning. I read a great book on this. I forget the name of it, but they talked about how people started to lose their motivation and energy after about 20. It became. They became complacent, it became easy. It was regular, the same old, same old. So they figured, hey, we need new blood, new excitement. And then they would retire people after 20, give them a goal, watch, send them off, you know, with a retirement plan. Um, but nowadays, we'll go until the day we die. So. So that leads into one question I have for you. How long have you been doing this full time?

Speaker D: Oh, full time, probably 25 years. Has been full time first. The first three years was. Was obviously part time. Uh, and maybe it's been 24, but if not close to 25 years.

Speaker B: Yeah.

Speaker C: And before this, you were. You worked in a grocery in the meat department, and you were the manager of that whole department or something like that. Can you tell us a little bit about your past career?

Speaker D: Uh, yeah, I mean, I was the assistant meat manager at, uh, a super Kmart, which Kmarts don't even exist anymore.

Speaker C: Yeah, yeah.

Speaker B: And, uh, I remember Kmarts.

Speaker D: What'd you say?

Speaker B: I remember Kmart's. I used to go there all the time. Uh, they had. Where you can get those ICs, you know. But now obviously they all went out of business, like, like a lot of those other things, so.

Speaker D: Well, and that's kind of where I was going to go with that, because I had the opportunity. Um, they wanted me to be actually a manager and then move away from my area and manage, um, the meat department at a different location. Um, um, and I. I chose not to do that, and I chose to do this.

Speaker C: And what was your. I know you and I have had this conversation numerous times, but, like, what was your thoughts other than like, okay, I want to do this and be a school owner? Like, and. And by the way, did you even really think about it, you know, in the way we think about it nowadays? Right. Like, you just kind of did it, right? You weren't sure, Like, I'm sure, like for me, I did it because I wanted to teach students and have someone I could spar with and fight with during the day or when I wasn't going into the city to my teacher school. So like, what were your thoughts? What were the fears? Like what were you thinking and, and all that?

Speaker D: Well, I was naive and sometimes I wish I still was naive and, and what I mean by that is I didn't understand the worries and concerns that I now know of just because of, you know, 28 years of going through different things. And so I wish that I still had that naivete, uh, attitude. So I, So that was part of it. Um, of course I was younger, um, so I think I had a little bit more physical energy, um, than I, than I, you know, do now. I mean I, I have physical energy, but it's nothing like what when I was in my 20s.

Speaker C: And so I love the physical energy too for ah, for you and I, I'm sure. But for yourself, do you feel like the physical energy is kind of compacted with the mental uh, stress and that's what makes you even more tired? Right. Like back then you, the night naivety you had. Right. Being naive, um, was uh, was what kind of fueled you because you didn't have like. I go to bed, I was up at 3 in the morning, uh, you know, woke up from you know, a nightmare. And the nightmare is about me being broke and being homeless and living under a bridge and with a bicycle and a. I swear to God, this was my dream last night with a bicycle and a backpack, trying to survive. You know, I have everyone left me and my wife is gone. My daughter's like. And this is my crazy mind at night just churning away from the worries. But when you're naive and you don't know about all this stuff or you don't have to worry, right. You're, you're kind of free of all that.

Speaker D: Well, it's almost like being a kid, you know, one of the reasons kids have energy because of youth, but they also have uh, some energy because they don't necessarily have the same worries as adults do. Yeah, there are circum. Certain circumstances when that, you know, kids that are in hard or bad situations, of course, uh, they have those worries and they still have energy. But um, yes, I agree. I think some of that has to do with the fact that I'm aware of more things now, but I'm also in more control of my emotions now than I was back in the day as well because I can remember, you know, completing classes, getting Done being exhausted. Um, and then mentally, uh, there would be this roller coaster when I would finish. I would need about, I don't know, probably a half an hour to 45 minutes of don't bother me.

Speaker C: Right.

Speaker D: I just, I need to be alone. I need to just decompress after, you know, teaching back to, back to back classes. Um, I think part of the reasons I don't have that now is because I'm not. I'm not teaching as much on the floor as I used to. But I also know how to control my emotions, um, more than I did back then as well. Does that make sense?

Speaker C: It totally does. And I think though, that also, um, controlling your emotions also means, like, not letting things rent space in your head. Like, so I'll take things home, even though I try not to. I've been doing this for so long, I take things home and it bothers me, like, you know, and I'm still upset, oh, that one quit or I put so much time and effort into this one. And then they just quit. Not even a goodbye, like, you know, or this one didn't pay their bill and they, you know, I let them go for two or three months and then they rip me off, like, whatever the case may be. So I get what you're saying.

Speaker D: Well, and, you know, I think one of the biggest things, uh, that was to my benefit is in those first three years as we were building TriStar. And I say we because I had partners until I bought my partners out. Um, we had heard about Napma and I had gone to some. Of course we got the NATMA magazines and then we did get the marketing material. And then I went to a couple of the Napa conferences. Um, and in doing that, I saw that this was an option to do, uh, this profession full time.

Speaker C: Right.

Speaker D: Had I not actually been exposed to that, I probably would have moved away, been a meat cutter. I mean, at this point, uh, you know, I would have moved to probably a different organization because Kmart had closed. You know, I don't remember how many years ago, you know, the Kmart Corporation closed. But I would have been out of a job and had to have, you know, been a meat cutter somewhere else. And don't get me wrong, cutting meat, uh, you know, uh, was. Was good for the time that I did it, but it wasn't something that I wanted to be physically doing for the rest of my life. And I don't know that managing a meat department would be something that I'd want to physically do the rest of my life either. Just because, uh, of the, the hours, um, and not that I would, not that I would not have and, or would not, uh, still at that time, you know, had an impact on my um, team. But I feel like because I was in the martial arts that I've had a greater impact on people's lives than I would have had otherwise. And not to mention I really enjoy working with kids. That's why we're primarily at kids school because that's really what I'm drawn to. I like to, I like to motivate and inspire them. So all that to say, if it had not been for natma, I would not have known that this was an opportunity to be actually, you know, to do it full time. And so I probably would. Who knows if I'd still even be doing it at all because I would have had to move. I think it was like 45 minutes away, uh, in order to um, you know, run that meat department.

Speaker B: And like when you were during that transition where you're like, I'm going to go all in and go full time. Like what was going through your head at that time? Because I know for a lot of people it's scary, right? Taking that leap of faith. Like what, what was going through your head when that happened and like what allowed you to, to do, do that?

Speaker D: Well, when the studio started to get a little bit bigger, I had to, um, I actually had to step down from being the assistant meat manager because I needed to drop to 32 hours. Uh, I wanted to actually drop lower, but in, in, in order to keep my um, insurance, I had to be at 32 hours. Yeah, but I couldn't be 32 hours and the assistant meat manager. So that was the first thing that I had to do. So then I just became a regular old meat cutter again. And in fact I actually was never a regular meat cutter, to be quite honest with you, because I was always the butcher shop boy. And then at, ah, 23 years of age, I got to be the assistant meat manager, which, that's a whole nother story in and of itself because everybody was older than me. I was managing people that were older than me and had more experience than me and that, that were actually journeyman meat cutters. Um, because I, I was not a journeyman meat cutter even though I could cut meat. But again, that's a longer story. Uh, but so I had to drop down to 32 hours. When the studio built up a little bit more. I'm like, I actually need more hours. Like I, I got to do more work on the business, but I can't because I'm working 32 hours. So then I dropped to 24, got Cobra, you know, to, uh, you know, insurance so that I could have some insurance. And then I don't remember how long that period was, but then I was like, yep, I've got to be done. Um, and the crazy thing is, during that 2001-2002 time frame, um, I left Kmart, bought my, you know, partners out of the business. I, uh, got married. Um, well, actually I bought my house, got married. My wife already had two kids. And then in 2002, we had ours together. So it was like, it was. There was a two year whirlwind that was happening at that time. Um, so, yeah, I was. Man, I'm not a journaler in a way that I write a lot of things down. Like, I wish I was, because it would be neat to go back and read some of those things. But I also think because you asked me, you know, how did you feel, what, what happened? I also go, man, maybe it would not be good to go back and read those things and, and refill those emotions because they're done and over with.

Speaker C: Yeah.

Speaker D: Because that was a very exciting but also difficult time in my life, especially when it came to breaking the, um, you know, uh, breaking up, if you will, with my partners. Because it was not. Wasn't a bad breakup, but it wasn't a good breakup either, if that makes sense.

Speaker B: Yeah, no, I get you. No, that makes sense.

Speaker C: So, so with that being said, like, you've, you've transitioned now. You've been doing the school for so long. You're, you're full time martial art teacher. You have two locations. You have, um, had the staff members that have been with you for 20 years.

Speaker D: Right.

Speaker C: Like, Mr. Bean's been with you forever,

Speaker D: I think, over 20 years. Because he started with me when he was 11 and he's going to be 38 this year.

Speaker C: Crazy, right? So that's insane in itself. But how long do you, uh, you know, at the moment, right now, when I ask you this question, what are your thoughts on this? How long do you feel or envision yourself doing, running and being in this school that you are right now? Like, what would be your ideal retirement age, crap out date, that kind of thing?

Speaker D: Maybe 72. Yeah, I'm 52, so another 20 years.

Speaker C: Wow, that sounds old to me. You know what I mean? I'm 61. Like, I think I'd like to be retired by 65. And it's funny, I just had breakfast with my buddy John Busto on Wednesday, and he said, oh, Ali, I remember. And you said, you'll be retired by 48. And now I'm like, you know, now I'm 61, I'm still going, you know, so, like, so you think 70 years old, and then that'll be a good time. I mean, not even financially. I'm talking about just mentally. Where would be a goal for you to say, okay, now's my time to just enjoy?

Speaker D: I, I, I've told my wife for years I'm not retiring.

Speaker C: Okay.

Speaker D: Um, you know, nowhere in scripture does it. I don't see the word retire in there. I see refired, but I don't see retired. And so I think that we have to wake up and have a purpose every single day. So unless that purpose shifts and there's something else that I need to be waking up and doing, then I won't be getting rid of the studio.

Speaker B: Yeah, because I think, like, your purpose is obviously helping these kids become better humans. Right. And like, what can be greater than that? Like, if you retire and let's just say you go on vacations or you play golf, like, that's not going to be ultimately as fulfilling as what you're doing right now, right?

Speaker D: No, I don't play golf. So, in fact, I find it frustrating.

Speaker B: So, uh, golf is hard. I, I, I've been trying to learn, but it's so hard.

Speaker C: Yeah, I, I wonder, like, like, for me, I don't know if I feel the same way because I'm almost like, in my head I could, like, when Covid hit and I was locked indoors, I was in heaven. Like, I was like, I don't have to leave the house. I could just watch my favorite shows. I could cook or order everything, and it would doordash it and drop it off at my house. Like, so, I mean, I could, I, but I've been teaching for so long and being around people so long that, that peace and quiet sometimes where you needed Dwayne, that, that hour to decompress after class. Like, I enjoy that sometimes. Like, I'm probably not going to go into my school tonight. I'm going to take the night off just to recharge. But then I have a tournament this weekend, so I'm going to be going until next week. So, so, like, that's, that's incredible that you have that energy and that desire still, and you love it. I think that that's admirable.

Speaker B: Yeah.

Speaker D: Yeah. Well, thank you. Um, but everybody, everybody's path is, is different, you know, just because I said, you know, 72 and, you know, heck, it could be 68. But I just, you know, I think another 20 years, um, will probably be good. And like I said, if something shifts between then and now and I'm supposed to move and do something different, then I'm gonna be, you know, I'm gonna be obedient, obey that, and do it to the best of my ability.

Speaker B: Yeah, that's awesome. So I had a question. Like, you know, you're. You're a strong man of faith. You know, I'm not a faith myself. Like, uh, do you ever feel beaten up, like, as a school owner and besides, obviously your faith, like, how do you. How do you. What do you do to cope with that as a school owner? Right. Because I know a lot of spoilers may be, uh, having a hard time, right? Or maybe getting beaten up a little bit. Like, uh, obviously, you know, for me, my faith is, is number one. And that's how I mainly cope. But, like, what other things do you do if you do feel that way sometimes?

Speaker D: If I feel what way?

Speaker B: Like kind of beating up as a school owner. Right. Like you got, you know, maybe somebody leaves or something happens or, you know, you got bills here, like all the, the things that come with that in business. Right. As we all know.

Speaker D: Yeah. Well, okay. So obviously, um, I believe that God is going to take care of it. That's, you know, to some people, that's a cop out, you know, that you're not really confronting the issue. Um, but I also believe I have a responsibility to steward things correctly. And there's been times that I've not steward things, uh, stewarded things correctly. And I put myself into, uh, financial situations, um, or in, like, confrontational situations, whatever. It was. Most of that was my doing. Not all, but most of it was my doing. And yet. And, and so I say that because God has even brought me through those things now. It wasn't a, you know, snap, and it was over. There were consequences to my actions, just like there should be. And so that's. That's part of it. I am a little bit more. I say a little. I'm a little bit more wiser now with that. I know that when I'm. When I'm tired, I shouldn't be making decisions when I'm excited about something. You know, if there's a new product that's coming out. Like, obviously when AI came out, we're all like, oh, I want to use AI and, you know, I should have the AI plug into the website and all this other stuff. Like, uh, I think that speed is important, but I also think now pulling

Speaker C: back,

Speaker D: you know, taking a moment, really thinking about it, praying about whether I should do X, Y or Z. And then, you know, listening. That's the hardest part for me. Listening and then making the decision. So that's a part of it. The other thing too is, I think surrounding yourself with individuals for me anyways, that you can confide in that you. That aren't going to commiserate with you. So I can remember specifically after I bought out my partners, Joe Gallia, and at the time he was the one that owned PPS and then turned into Member Solutions. But I, uh, would call him and I would, let's say vent. But I would, I would like say, man, this is what's going on. He's like, dwayne, that's normal. This, this and this. Like, he, he actually helped me through things. And he also said, um, like, hey, you, you should talk to this person. Like, obviously he had connections in the martial arts industry. And so he would say, talk to this person or hey, you, maybe you need to talk to this person about this. And so he gave me connections that allowed me to be able to bounce ideas and thoughts and feelings off of people that, um, had already gone through those things. Um, and Ali and I have talked about this, and maybe you guys have on your podcast, but we've talked about this on our podcast, is that being a business owner is lonely because the people that punch a clock, they don't understand what you're going through and the things that you're thinking and how you're feeling. I think you have to talk to other business owners, even outside of your own business to be able to, to bounce those ideas off of and, and that type of stuff. So I think those were some of the things that got me through that. And then like, you know, you, Ellie, you had brought up Covid, but there was a group of us, me and Ali and then also Kenny, uh, Bigby, like we were. It was US3. For me, it was US3 that got. Got me through Covid, uh, with what was going on. And then, you know, obviously, Gus, you had a, a very strong part of it with regards to the marketing because you're like, yeah, let's not stop. Is the time everybody stopping the marketing. So you're going to corner the market if you keep marketing. Which we did. Um, so that was great advice. But yeah, so learning how to, I guess, get people, surround yourself with people that have the wisdom that you, uh. That you need at the time, that you need it. Does that make sense?

Speaker B: Yeah, no, I think we talked about that, uh, a few episodes ago about your circle. Right. And, yeah, you know, it was a crazy time. I mean, even. Even for. For me, like, as a. As a marketing company, everybody, like, wanted to stop advertising, so I'm like, I'm pretty much screwed if I don't, like, think of something. And. And obviously, I recommended doing the. The online classes, which actually ended up working really well, not only, like, for getting new students, because I'm sure we didn't get a ridiculous amount of new signups, but it was more of just retaining the students that you had. And I think that we did a great job with that as well.

Speaker D: Well, I did. I got. I got some new students through, you know, the marketing, uh, through, uh, through Covet and, you know, the Facebook and Instagram marketing.

Speaker B: Yeah.

Speaker C: Let me jump back into faith. Like, so I was born, you know, Catholic, you know, went through the whole entire thing. Communion, you know, confirmation. I lived with my, um. My aunt was a mother superior in the Vatican for a period of time. So I was wrapped around religion. Like, my family was European, Maltese. Um, but I wonder, like, when you say faith, like, and you say, like, you gotta have faith in God, both of you, right? Like, you have to have faith. And then I. I'm always brought to the story, like, you know, of. Remember the story of the guy who was in a flood, and he's on the roof of his house, and a guy comes by in a rowboat and says, hey, jump in. And he goes, no, I'm waiting for God to save me. And then, uh, a guy comes by with a helicop, and he says, climb up the rope. And he goes, no, no, I'm waiting for God. And then. Then he's. The water's almost up to his chin or whatever the story is. And he goes, yes, God, I asked you. I asked you to save me. And he goes, I don't know what you're talking about. I sent you a guy in a rowboat. I sent you a guy in a helicopter, and you did nothing about it. He goes, you gotta take the take and save yourself. Right? So when you say faith, like, you think about, like, okay, you're going through struggles. I pray every night. And, you know, and also, you know, um, I love the serenity prayer. You know, uh, accept the things that you cannot change. I'm paraphrasing. You know, change the things that you can and have the knowledge and wisdom to know. The difference between the two, right? So, um, I wonder though, like, how, how do you tie the two of them in? Like, you know, you're having a bad month, you're losing and hemorrhaging students, they're quitting. Like, you know, I know some people would go, I'll just leave, leave it up to God, and He'll. He'll bring me to where I got to go. But God doesn't want you to just sit back and do it and let it slide, right? He wants you to get out there and work for it and help. So how do you blend. My question, I guess is how do you blend the two, uh, together so that you're taking action but you're still believing? And, you know, what's your story, your thoughts on that?

Speaker D: Well, you know, Scripture talks about. And I, I'm very cautious in saying this, so let me explain it thoroughly. Faith without works is no faith at all. That's a paraphrase, but I like that. Um, a lot of people get hung up on the word works and they think that, that their works is, is their faith, but that's not it. Faith without works, um, is, is no faith at all. So what I mean by that is when I say that I trust God, it's not that I'm going to. That I'm just going to sit back and do nothing, right? It means that I am going to trust that he's going to now put the opportunities that need to happen in order to pay this bill or that bill or whatever. But I'm, uh, not going to just sit down and do nothing about it. And when I move forward and do things, I'm believing that he's going to bless those things in a way that is going to allow that prayer or those prayers to be answered. Not everything is answered at once. Quite frankly, most things aren't answered immediately anyways. But it does not, it does not stop me from believing that God will eventually do X, Y or Z in the way that I want him to do it. And when I say I want him to do it, I want him to do it in the, in the way that is going to, to best benefit me not for what I want, but best benefit me to serve Him.

Speaker C: That's interesting. Remember, Dwayne, about 14, maybe 15 years ago, you were out here in Long Island. I was dating a yoga girl and we met at the diner because I was saying maybe you could get through to her, right? And we talked and her answer was, I'll just let the universe take it. She ran A yoga studio. And the studio was being. She wouldn't listen to any advice I gave her. So I'm like, maybe if Dwayne talks to her, right? And her, her, her, uh, advice was, I'll just let the universe handle it. And you were something like, if you let the universe handle it, you're going to go out of business because you're not. Let it. Not doing the things you need to do. And it's just like, no, no, the universe is going to handle it. Well, lo and behold, went out of business because of it. Because the universe, the universe or God didn't say, uh, you got to put the work in too, right?

Speaker D: Well, look, uh, yes, I agree. You know, God. So the word universe is a neat word anyways because it, it's, it's, it's compound uni and verse. Well, what is you. What does uni mean?

Speaker C: Singular. Right. One.

Speaker D: What is verse? Like a sentence?

Speaker C: Right, right, right.

Speaker D: So if you look at the Old Testament, at the very beginning, what does it say? It said God's, you know, God, uh, said let there be. So if you think about that, God spoke us into existence. We live in a single spoken sentence, right? Universe. And so the reason I bring that up is because, um, the unit, you know, the universe did take care of it. Because when God spoke us into existence and everything, there were. There are laws, right, that go along with it. And when you don't do what you're supposed to do, the laws will kick in. And so, so she, she, you know, the universe did take care of it. Well, who created the universe? God did.

Speaker C: Right.

Speaker D: Does that make sense?

Speaker C: Yeah, it totally does. So let's jump off. We have a bunch more questions and already we're like, ah, almost halfway through the podcast. So, um, I hope those listening, they understand that this is not about faith and religion. But, um, I do believe that we all, no matter what your faith is and who, whatever your. And I'm saying this, you know, with quote, fingers up for those that are just listening, whatever God you believe in, you know, whether it be Buddha, you know, Vishnu, Allah, ah, you know, Jesus, like, whatever, I'm not being, you know, picky on that. But, um, you know, whatever it is, this is not about that. It's more about how we stay grounded, how you stay grounded as a martial art instructor and an owner, and how you wake up every day. So, um, how do you wake up every day and stay motivated and excited, you know, to take on the world and keep your school relevant with the growth mindset? How does, How Does Duane Brummett do that? I know we talked about this just not too long ago, you and I. Off, offline. Um, so how do you do it?

Speaker D: Well, I, I would be lying if, if I said that I was motivated every single day. Because like Zig Ziglar used to say, motivation, uh, is not permanent, but neither is bathing. And so you have to, you have to take action. And I think. What was it? Mike Dolphies wrote a book. Um, uh, I think he. And it was titled something like Movement Before Motivation. And he's right.

Speaker C: I haven't heard about him in a long time.

Speaker D: Yeah, he's. No, he's right in, in the, in the book that he wrote that, you know, you have to just get up and do even when you don't feel like doing it.

Speaker C: Yeah.

Speaker D: And I think that's part of it for me is that, you know, when I wake up, I have a list, I have a task, I have things that I am waking up that I need to accomplish. And my business life, um, in my, uh, personal life, you know, in my relational life, like all of those different things, I have different things that I want to accomplish in, in that day. And, and I think that's really just the key. We get up and we do.

Speaker C: Yeah, you would get. We had talked about a few things you had, like, uh, I think it was on our. One of our podcasts recently, right? You and I, um, you had like a list of five things. I think if you remember those, like, one of them wasn't what was don't wake up. And, and I do this because I was at fault. You probably did it for me. Um, but it was like, uh, don't wake up and just grab your phone first off in the morning. Right. That was like doom scrolling. You called it. And you're right though, because just the other day I woke up, I'm like, ah, this is going to be a great day. And I opened my phone up and it's like, hi, I'd like to cancel my membership. I'm unhappy. And I'm like, you. You know, And I'm like, Dwayne was right. Like, I should have just woke up, had my coffee, took a deep breath, did some exercise. Then I would have been much more mentally prepared. It wouldn't have set the tone for my day. Right. It would have just been a part of something that happened in my day. So you had a few of those things. Can you share some of those?

Speaker D: Yeah, well, you know, there, there's, uh, well, here's what I Would say, and, and everybody is different. You need to, you need to have a routine in the morning that you stick to. I think personally, you know, now, not, uh, that you need to know this, but when I wake up, I'm regular man. Like, I'm, I'm ready to go, man, and I need to go. So, you know, I get up, I do my business, I make my coffee. Um, and after that, come seven o', clock, um, you know, personally, I, I have Monday through Friday. I've got a Zoom Bible, uh, study that I do with a group of guys. We're on for an hour, um, you know, supporting one another, reading scripture, talking about things that are out, you know, that we're going through. And uh, you know, then when that's done, come 8 o' clock sometimes, you know, I'll go until 8, 10 or whatever. Then after that, come 8 o', clock, I step into my office. Um, I have my own, own time with the Lord that I, I spend. And then after that, then I get right into, you know, my schedule. Um, you know, so. And then intermixed into the day is, you know, uh, different times for either exercise or, you know, I even like, I, I time block a lot of things. So I'll even put a time block in where it's.

Speaker C: And I talked about that the other day about you with the time blocking. We're like, we're going to text Dwayne and ask him if he wants to be on the podcast. Like, don't expect to get an answer for a few hours because Dwayne time blocks it out when he returns calls, when he answers texts, when he. So that was, that's great. Time blocking is awesome.

Speaker D: Yeah, because, you know, and I'm not picking on you, but part of the problem is you give your personal cell phone out to your, your clients. And so I like, I don't see those messages unless I go into Spark. And you know, even though my phone, especially for the new Lenox one, because that's the one that I'm more attached to, you know, I'll get m. I'll get a notification through the Spark app that I've got a message. But just because I got a message doesn't mean I have to go and look at it right now.

Speaker C: Yeah, that's hard for me. I, I need some counseling on that. I might have to start getting my insurance information over to you so that you could start debiting me for counseling sessions. But I find like, I had a call the other day. It was. But, but here's the, the good part. It was like 10 o' clock at night. I don't recognize the number. So I'm like, maybe it's something like my building alarm company or something. So I pick it up. Hello? Hi, I'm, I'm calling about the martial arts classes. I'm like, what did I. But he goes, I have three kids and I want to sign them up. And I've been there once and I want to just come in, when can we get started? Blah, blah, blah. I'm like a, uh, I set the appointment up and that was it. So it was worth it because three people were going to sign up. But then again, I have people call me all the time. Like sometimes people call as late as 1, 2 in the morning and I don't know if they necessarily think they're going to get me, but maybe just leave a message. But I sometimes get woken up by that and, and so on. So I like that fact that you don't do that. But then again, I, I'm so locked in, it's, it's tough.

Speaker B: I think it's funny because you, you both are like so, so different. It's like almost like opposite. So, you know, it's like, protect your peace. And then you're like, go, go, go. So maybe that's why you have a nightmares, Ali. Maybe you need to dial back a little bit, dude.

Speaker C: I, I, I 100 agree, but I have been having nightmares for 25 years. Even when I'm sick. I have this one nightmare, like, ah, you know, a fever nightmare. And uh, this is funny. So I'll wake up and I'm like, oh my God. But in my dream, everything that I've ever put in because I'm a control freak. Every rule, every, every. So, like my lobby is filled with people smoking cigars and drinking scotch and cursing. The kids are running around with muddy shoes on the floor. Like no one, uh, you know, nothing that I set in place, every rule is broken in my dreams because my dream is going like he's losing control. That's what my nightmare is like, stuff like that.

Speaker D: Oh, geez.

Speaker C: So, so, Dwayne. Great, great. Like. And uh, you said something too, about the, the concept of what, and I think you called it doom. Scrolling, right? Being on social media and just scrolling. And then eventually you get into a frame of mind where, you know, it's depressing negative. Depressing negative. It depends on what your algorithm is. And I follow a lot of political stuff and I find myself, you know, if I wake up at 2 or 3 in the morning and I'm scrolling through, I see negative stuff, I get annoyed. So I wake up in the middle of the night, I get on my phone, I plug in my earpiece, put on my glasses and I watch videos. So, um, probably not the best thing to do. So I've been doing more audio books that are motivational at that time of night versus the watching and the doom scrolling as you could call it. Could you explain that a little bit more?

Speaker D: Well, I think I, I am not. Fortunately, I'm not addicted to my phone like that.

Speaker C: Yeah.

Speaker B: But.

Speaker D: But I also make sure that when I get on my uh, phone to get onto social media, it's to post and get off.

Speaker C: Right.

Speaker D: Um, now there are a few people to your point that I do follow. So those are some of the individuals that come up first on my thread when I open it up and I will look at what they're, they're saying or you know, there's another guy that I have a tendency to watch some of his videos. Um, but quite honestly most of the time that those things are done is when I go to the restroom.

Speaker C: That's. I laugh. I'll read you a post from my wife the other day. Just, just last night. She's like, I'm. I'm kind of embarrassed to even say it, but I'm in the bathroom and she texts me. She goes, um, get off the video and finish your deposit. So I could use the restroom because I'm in there watching videos of my favorite band and the song's like in six minute, six minute long song. She's like, can you do that outside? I remember, Gus, you used to talk to me about this too. I'm like, I spent 45 minutes I was in the bathroom watching videos on YouTube.

Speaker B: Yeah. That's why I have uh, three bathrooms now. So. Yeah.

Speaker C: Yeah. That's so funny.

Speaker B: Yeah.

Speaker D: Actually most of my, most of my postings, ah. Are if I. Because I post probably like three times a day. So, um, you know, and I'm talking about my personal page, my business stuff I set up in advance.

Speaker C: Yes. And you taught me to do that. And let me tell you, I have my entire social media set up for the entire month. What a time saver and a brain energy. Uh, saver.

Speaker B: Yeah.

Speaker C: Because I do it all in one day and now I, I don't have to do it for weeks. I used to be doing it as it goes. So that was a real big thing, scheduling stuff.

Speaker D: And I, And I will say too, like, I have an Apple watch on On Sundays, I don't wear my watch. Okay. And, and, and, and then my phone's always on silent.

Speaker B: Hm.

Speaker C: So I know that too about you.

Speaker D: Yeah. So unless I, uh. Although, you know, you've, you've learned that if you want a faster response, you text me rather than message me through Facebook.

Speaker C: Right.

Speaker D: Um, but on Sundays it's like, I, not that I won't check messages, but I really just want to be tech free. Like. And you know, and I just picked that day. It's not because I'm a Christian and you know, it's Sunday. It's just, I picked that day. I want it to be done like, you know what I mean? And I even have, I have, um. So my. Because I have all I, um, Apple products. So like my phone is geolocated. When I go to the studio. There are a bunch of notifications that get turned off. There's only a certain amount of notifications that can get through when I'm, I'm at New Lenox or if I'm at Bradley. Um, and I also have things timed so from 7 to 8 Monday through Friday. I only. There's only a certain amount of people that could actually get through to me because I'm in my Bible study with my guys for that time frame. So I make my notifications on my phones and even my iPad. Because the nice thing is it all is congruent. They don't come up. Um, I have my iPad GEO located. Uh, and my iPhone too. So when I go to church, when I'm at that location, at that GEO location, there are notifications that don't pop up because I don't want those things while I'm in worship service. Now if my mom were to call me while I was in worship service, it would, you know, it would go through. If any of our kids were emergency people.

Speaker C: My daughter, my wife, that kind of.

Speaker D: Yeah, yeah. But if you were to text me or call me or you know, like, sorry, that's. It's just not going through.

Speaker C: Yeah, I know I'm not on your list of important people. I get it. It's all right. We've been, we know each other for 30 years or whatever it is. 25. It's okay. I don't need, I'm never.

Speaker D: But I just.

Speaker C: For that list, I just have, uh,

Speaker D: tried to guard those things and use technology to the best of my ability. And look, I didn't know how to do that either. I had to ask M. Mr. Bean was the one. I was like, hey, you know, you can do this.

Speaker C: Oh, hey, let's, let's talk about that a second. Because like, what you just said is a pretty powerful thing for school owners, right? So like guarding your time or guarding certain select time or you know, turning your watch off or not getting messages when you're in a certain location or when you're going to church, it's blocked out. Like, I think there's a certain power and peace and, and happiness in what you're doing because at any given moment, dude, I have to admit, I could have my day ruined because I'm. It's a Sunday, I'm floating around in my pool and I, you know, I got my phone in hand. Why I have that. Anyway, but. And um, but uh, and then a person calls up and cancels and like my wife is like, what's the matter? Like you can't believe it. You know, this kid's been with me for seven, eight years and I put so much time. And just like that, without even a goodbye, they quit. Like that kind of thing. And my. You. So you're. What you're saying everyone should be listening to because this is protecting your peace. And there's a great book that I read. He was a guy from Tony Robbins, and I think it was called protect your peace. I have to look.

Speaker B: I think there's a book that's named that. So. I think so.

Speaker C: Yeah, yeah, yeah. He was a. He was a linebacker in a football team and he eventually ended up, um, becoming a public speaker. He got injured and he was the one who opened up for Tony Robbins. So I bought his book. He. I also follow him on social media, but it was phenomenal. But it was all about protecting your piece. Like, don't let people, you know. Hey, can I have. You're great, Dwayne. You're also great at, you know. Hey, Dwayne, can I have a talk with you? Um, well, I. I'm really busy right now. I got one minute. Let's, let's, you know, quickly or whatever. You're very selective at just giving your time away freely. And I'm not. I. I'll just.

Speaker B: Okay.

Speaker C: Everything. Yeah, come on in. Do what?

Speaker B: Well, you are not protecting your piece.

Speaker C: No, I'm not protecting my peace.

Speaker D: I learned that from Stephen Oliver. And the phrase that Stephen Oliver said was, no, but what do you need? So. Hey, do you have a moment? No, but what do you need?

Speaker C: Mhm.

Speaker D: And by saying that, you let them know, yeah, you don't have time, but you want to hear what they need. And then based upon that Response when they say what they need, then you can give back to them, you know, like. So for instance, the, the story that he used it in was like, no, like, you know, one of the parents comes up and says, hey, do you have. You have a moment? Uh, and you say, no, you know, no, but what do you need? Oh, well, we were gonna pay the $5,000 in full. Yeah, I got a minute.

Speaker C: Yeah, everyone classes on hold like that. Uh, right.

Speaker D: Or, you know, the, the parent says, hey, do you have a mint? You say, no, but what do you need? And they go, well, I wanted to talk with you about, you know, Johnny and his self esteem or whatever. You know what? Let's do this. Go to the front desk and they have my schedule. Let's schedule a time. So that way, you know, I'm present because right now I don't have the time and I can really do my due diligence so that we can talk about this subject.

Speaker B: Yeah.

Speaker D: You know, because I want them to know it's important. But if we do it right now, my head's not in the game.

Speaker C: Yeah, yeah, yeah, I, I love that too. Because you're also more mentally prepared to handle whatever. And then when you're caught in the. In the thick of things, as we say, you may not. You might be in a bad mood too. You might react differently because you're in a tired bed, you know, negative, whatever, exhausted. Well, what are the. What are the things?

Speaker D: Ali, you remember these? I don't, but what are the quadrants? You know, it's like the four quadrants

Speaker C: from, from, um, Rob Kiyosaki. If you drew a line down the page, uh, down the middle and down the side, top, upper left is, uh, employee. Bottom left is self employed.

Speaker D: No, no, I'm talking, uh, urgent but not important. Um.

Speaker C: Oh, I don't remember those quadrants. That. That's different than what I would think. I forgot what that was, though.

Speaker B: I have the decision book behind me, which I believe has those in there. Okay.

Speaker D: But I just, I don't remember the quadrants. But the concept is that, um, you know, some things are urgent but not important.

Speaker C: Right, Correct.

Speaker D: And a lot of the times it's. It, you know, it's important to the person, but it's really not important to solve right now. So that's why when you say, you know, no, but what do you need? You're able to actually, you know, come up with. With what quadrant that actually falls into and then, you know, let them know. The other thing too is I think it's important that you train your clients and also your staff on how they're supposed to communicate with you into like. And what I mean by that is, is the channel that you want them to communicate to you in. So for instance, of course we have Spark. We use the Spark app. We tell our clients that if you want a faster response to a, uh, question that you may have, then message us through the app. Now for us, M messaging is free via the app as opposed to them texting us.

Speaker C: Yes.

Speaker D: Do we get some texts? Yes, but we mostly get app chats.

Speaker C: Okay.

Speaker D: So for us that, that cuts the cost of texting.

Speaker C: Yeah.

Speaker D: Um, or we say email, but the email is going to be a lot slower than the app chat.

Speaker C: Mhm.

Speaker D: Um, our employees, we have an app called Home Base on our phone and we say, you know, any, anything regarding work, unless it's an emergency, you need to use the messaging inside of the app. Ah, um, excluding the fact that if you're going to call off work and it's like you know, an hour before you're supposed to be there, or even two hours, then you need, you need to call us and actually call our cell phone. Like don't message us through the app. So laying out those communications and getting your staff, especially your staff, knowing and understanding the difference between a push notification and a pull notification and what I mean by that, if you text me, I consider that a push notification, meaning that's been pushed. To me I need. It's more urgent. A pull notification is something that doesn't have to be responded to right now. When you have time to get to it, it's there. And the thing that we use for our pull notifications is ah, Slack. M. So we use an app called Slack. And then I have everybody in there. Um, and then when I, I send them something that I need them to be notified by, not something that needs to be pushed, that needs. They can pull it whenever they're ready to pull it. And usually a pull notification is it needs to be pulled at least that day that I sent it to you, but it doesn't necessarily have to be responded to right away. Does that make sense?

Speaker C: Yes, yes, definitely.

Speaker D: Uh, and then the nice thing with Slack is I can set up different stuff to be sent even ahead of time that I know that I'm going to need a response. But it's not something that needs to be, you know, it's urgent but it's not important right now. But on the day, let's just say by Monday, it is urgent, but that's When I need it done, you know, then I'm going to send it that day. But they don't need to have it right now.

Speaker B: I got it now. I think this is very interesting, just like the dynamics, because, like, you protect your piece so much that I think not so much. Like, it's not an extreme, but you do it in a way that allows you to balance your life where you're like, uh, I can retire at 72. Right. It's not a big deal.

Speaker C: This is.

Speaker B: This is what it is. Right. Well, great.

Speaker D: That.

Speaker C: Yeah.

Speaker D: Yeah. And the other thing, too is I want to protect my. My employees piece.

Speaker B: Yeah.

Speaker D: You know, look, uh, if I want a response about something, that's that. That, let's say with Mr. Bean and you know, he's not in until one o' clock today.

Speaker C: Right.

Speaker D: Well, I'm gonna slack it to him and have it pop up at 1 o'.

Speaker B: Clock.

Speaker D: I don't need to text it to him. And then he feels like, oh, this is, you know, he's texting me. I need to get this answered to him right now. Even though I'm not on the clock right now. Like, and he's not. He's not a on the clock employee anyways. He's salary. But I don't want him to feel like that at home.

Speaker C: Yeah, I love it. I think. So here's some valuable takeaways because we're just about out of time. Number one, I love all the stuff that you're talking about, about how long you'll be teaching and how long you'll be at your school because you love. I'm just summarizing, to correct me if I'm wrong, you love what you do. You enjoy what you do. So there's no real reason to retire, which I believe so, too. Like, why would someone retire if they could have the freedom to do what they want, when they want and how they want it, but still have a company that's bringing in income. So you just need to find the right people to manage your company that are going to help your school grow and take over. Right.

Speaker D: Well, I kind of already feel semi retired, to be quite honest with you.

Speaker C: Right. Yeah. I love that. I mean, because you enjoy what you do.

Speaker D: Well, that. And I'm not on the floor every single day like that, to me, is huge. Yeah. M. I'm working every single day on the business with regards to the marketing and, um, you know, planning different things and. And what have you. Because I hit the desk here, you know, and I'm. I'm on my, my desk by a certain time every single day. And I work.

Speaker C: Yep, I know.

Speaker D: So it's not that I'm not working. It's just that, you know, I'm not on that floor rolling around with the kids every single day all the time.

Speaker B: Yeah.

Speaker C: Right. So is that what you would consider work? Like, would you consider working? The more arduous activity is going out there and running the cl. Being on stage, teaching, talking, motivating, you know, uh, know, the other left, the other left, the other left, you know, that kind of thing continuously. Um, you know, you got to work harder. You know, those things are draining. Right. At times. But you don't have to do that. You have people that do it with you.

Speaker D: Yeah, well, look, I can. Here's what I consider working. I consider the, uh, you know, the, the guys that are, um, on these hot roofs, changing the roof, the guys that are out, you know, doing the landscaping, uh, the people that are doing the construction, like, I, I consider that work. I don't.

Speaker C: Yeah.

Speaker D: What I do is, is not work compared to what they do.

Speaker C: You know what I mean? I owned a landscape construction company, so I was one of those guys digging holes, planting shrubs, you know, all that stuff. However, there are days that I long and wish that I could go back to that because it was a total freer type lifestyle because I didn't have to worry about all the things we worry about now. How come little Johnny's quitting? Let's keep him motivated. Is he getting tested in time? Like, there's a whole bunch of factors that go into it that are mentally draining. Um, but, but. So that was my first summary of you. The other thing too, that you did, which I love, which is a. Literally, you could do an entire course on this, you know, was to protect your peace. Like, that was a lot of stuff we covered on that. You know, how you block out your time, how you make sure that things don't invade your privacy, how you separate things out so that, you know, you're able to do what you want on the times that you want and not be interrupted by things that shouldn't take over what you're doing. I level all of that. And some of your rules that you live by is the rules that someone say, can I have a second of your time? Uh, or do you have a minute? Well, I have one minute, but, you know, and then asking you them to set up an appointment so that you're more mentally prepared on your schedule. So I think that that's a super powerful thing. And the Other thing too, I really find super interesting is the whole faith based martial arts that you teach, like your school, right? You do a prayer, you do the pledge of Allegiance, right? Like before class, um, you're a Christian based school. However, I want to point out that you do have Muslims and students that are Jewish and all other different nationalities and cultures. But you're, it's not a hidden secret that you are a Christian based school. Right?

Speaker B: Right.

Speaker D: Yeah, I mean, I, we have everybody in there. Um, and the funny thing is, is the, what's the normal question that I used to get from, uh, people about, you know, hey, do you have a problem because you run a Christian? You know who I hear that most from? Other martial arts school owners.

Speaker C: Really?

Speaker D: Yeah, yeah. I didn't, I've not ever heard it from any client that I know of. Now that's not to say that somebody didn't, you know, decided not to join because I run a Christian school. I mean, that very well could have been and it probably has happened, but never. Like I even, I remember, you know, in one of our leadership lessons there, because we have quarterly lessons for our leadership team. There's one that's called the book on Prayer. And this, uh, Muslim family came to me and said, hey, does my son have to do the book on Prayer? I said, no, she does not have to do it. I said, but I said, let me propose this to you. I go, you guys believe that Jesus was a prophet, right? And he said, yeah. I said, so what I would do is I would encourage you guys to do it with him and go through that and point out to him what we're saying as a Christian, but what you believe as a Muslim so that he can see the difference. M. And I go, I think that would be important to him for you guys to do that together. Now if you don't want to do it, that's okay. He still doesn't have to do it. Um, and, and I said that because I, I, they, you know, Muslims believe that Jesus was a prophet, right? So there has to be some things that Jesus said that they go, yeah, I believe in that.

Speaker C: That's interesting.

Speaker B: Yeah.

Speaker D: Lo and behold, he went ahead and did it. And, and look, I believe God was, was going to use that however he wanted to use that. Because I, uh, do I believe that, you know, Jesus is the, the way, the truth and the life, you know, because that's what he said. Yeah, I do, but I can't make them believe it.

Speaker C: Right. Do they have any problems with, uh, when I say they Like, Muslim. Because I've had many Muslims train. I still do. I have Muslims training where some of them won't bow.

Speaker B: They.

Speaker C: They only could nod slightly, like. And that's giving a little. Right? So, like, do they ever say they won't bow because they're not allowed to bow? Even some heavy reborn Christians have said that to me, too. Bowing to the Kamidana or bowing to each other, that was a problem for them.

Speaker D: Yeah, I've not had a Muslim do that. I've had some, uh, a. Ah, few. And I say a few. Maybe even actually two or three, you know, Christian families that have said that. And. And all I just say is, um, you know, to us, a bow is a handshake.

Speaker B: Right?

Speaker D: You know, in the west, we shake hands. In the east, they bow.

Speaker C: I watched this funny video on. I, uh, take. I just started following Larry David on Instagram, and he's. He goes into a sushi restaurant, and the sushi chef or the owner just slightly bows. He said, I was in the park the other day and I talked to a Japanese man and he said, that bow is crap. And so they're fighting back and forth. He says, you should bow 45 degrees if you have respect, you are doing a crap bow. And the owner's like, well, you know, you could always go to a different restaurant if you'd like. He goes, no, I like your restaurant. I just think your bow is crap. So finally, the guy bows really low and he goes, now we're getting it. Now you're learning. Anyone? And he walks out of the restaurant. I'll forward it to you on Instagram. It's very, very, very funny. So I was teaching my kids yesterday. I'm going, oh, most of you do crap bow. You need to do real bow. You know, they're like, some of the kids, he said, crap. I forgot that that could be considered a bad word.

Speaker D: You know, the only. The only thing that I've actually really have had. I had one girl, especially during that Colin Kaepernick time when, you know, you're taking a knee.

Speaker C: Oh, yeah, yeah, yeah.

Speaker D: She, uh, you know, when we're doing the Pledge of Allegiance, and she's like, yeah, I'm not going to do the Pledge of Allegiance. I said, that's fine. I said, um, but I just need you to stand there and be respectful. You don't have to put your hand on your heart. But, you know, and she did that.

Speaker C: Uh, then you send her off to the side with your toughest spider. No, no, no.

Speaker D: Look, I respected. Look, I Respected that. But she's also not going to make a scene about it either.

Speaker C: Right.

Speaker B: Right.

Speaker C: That's good.

Speaker D: Yeah.

Speaker C: Well, Dwayne, unbelievable. I love what you did. I want to maybe look into this a little bit more and maybe you and I could even take that and do a podcast of protecting your piece. Yeah, um, on that. I just love it all. M. I'm sure Gus does too, because Gus is a. You know, him and I sometimes are, by the way, both of us texting each other. For me it's like midnight, and for him it's like whatever, 8 o' clock or 8. Right. You're three hours off.

Speaker B: 11. Uh, you're an hour ahead of me, so it's not too bad.

Speaker C: Only an hour. Okay, so it's not so bad. So me and you, both of you and I are crazy because we're texting at 1 in the morning, 12 in the morning, you know, like, and talking to each other. But yeah. So I love the protecting your peace thing. If anybody gets anything out of this podcast, that's one. Take some of Dwayne's advice, man. Those things are super powerful and it'll make you a happier person, I can guarantee it.

Speaker D: Well, thanks, guys. I appreciate you allowing me to be a part of this again. And, uh, hopefully, like, I hope people found it beneficial.

Speaker C: Yeah. And follow us on, um, on, uh, um, Gus, you had said the last podcast we did or the one before that, like, within hours, it was like 700 views on social media media or on.

Speaker B: Yeah, I think it was like three, three. Three ago. It was like, uh, pretty, pretty popular.

Speaker C: So it went crazy. Right, like so. So please share with your friends. Follow us on social media. Um, you could follow it at, ah, at. You know, Gus and I, we do the podcast, you know, once or twice a month. Dwayne and I do another podcast. So they're out there. Um, if you guys have any questions and you want any kind of marketing, digital marketing, Gus is the man. Um, he. He does both of Dwayne and Eyes marketing. So please go to Gus and do. Set up a call. Right. And do a, A, uh, call. Yeah, go to social media. Right on Gus Lopez on Facebook. Or do you want him to go somewhere else?

Speaker B: Just google leadhuntermedia.um com and they'll, uh, they'll be able to sign up. Yeah.

Speaker C: Awesome. And Dwayne, thanks so much, dude. It's good seeing you twice in one week.

Speaker D: Yes, sir, my pleasure.

Speaker C: All right, see you guys all later. Have a great day, everybody.

Speaker A: Thank you for listening to another episode of the Martial Arts Marketing for School Owners Podcast. We hope you enjoyed our episode. Don't forget to check out our sponsors, Lead Hunter Media for all your digital marketing needs. Go to leadhuntermedia.com and elite insights.com for the website you have always dreamed of and taking it to the next level. Com mentoring and coaching to 10x your school. Don't forget to like share and join us for our next episodes. Take care for now. Master your market, build your legacy and take your school to the next level.