If you want referrals, you have to tell people you want referrals. Then you have to reward people for referring other students to you.

There are a lot of issues I will eventually talk about regarding referrals, but for now, I want to mention something that I’ve not seen very many martial arts businesses do.

If an adult student refers another adult student, paying them is the same as paying your customers.

What about child students? For every referral, most of us pay the parents as a thank you. The kids are probably the ones that did all the selling to the new students, so how are you rewarding them?

We give candy! What would you give?

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