004: Our guest today is one my mentors and the mentor to thousands, Mr Brian Tracy. Brian is not only one of the world's leading motivational speaker and sales coach, he is a martial artist and a contributing author to the MATA Instructor Certification program at MATACertification.com In this episode, he shares the key mental strategies to sell martial arts and the common mistake black belts make in marketing their school. He also tells you how to destroy your credibility and the importance of getting each class right with a mixture of what is taught and how it's taught.  After the interview, our Teach Like a Pro Tip of the Week is on Classroom Pacing. Please be sure to subscribe, share with your friends and post a review. You can also submit a comment, request, or suggestion by clicking the Ask Mr Graden Anything button in the show notes below Show Highlights Why curriculum is critical to the sales process the danger of focusing on self-esteem in the marital arts classroom What adults want in martial arts What adults won't tell you (I need confidence) MATA goals to dramatically increase the number of people learning martial arts Black Belt Eyes How to go from black belt eyes to marketing eyes. How to destroy your credibility The combination of what is taught and how it's taught What adults want in class Intense, vigorous classes are best You have to work students hard to release endomorphines Associate the class with a hit of endomorphine