MMA didn’t kill traditional martial arts schools \u2014 confused positioning did. The most important question a school owner can answer isn’t “What should I teach?” It’s “Who do I want to teach?” Nail your who, match your what to it, run a structured and respectful program at premium tuition, and you can build a million-dollar school in any style \u2014 including MMA and BJJ.<\/p>
Watch the original:<\/strong> Stephen Oliver \u2014 State of the Martial Arts Industry: Mixed Martial Arts<\/a><\/p> I first recorded these observations back in 2013, when every discussion board in our industry was full of panicked instructors asking whether the UFC was going to put traditional schools out of business. More than a decade later, roughly 750,000 people train Brazilian Jiu-Jitsu in the United States \u2014 interest roughly doubled in a decade \u2014 and the schools that listened to what I said then are thriving. The ones that panicked and slapped UFC posters on the walls of their kids’ character-development studios mostly aren’t around anymore. The lesson hasn’t changed. If anything, it’s gotten more true. If you run a BJJ or MMA school<\/a> \u2014 or you’re a traditional school owner wondering whether you need to become one \u2014 this article is the complete answer.<\/p> Let me give you some perspective that most of the loudest voices in this debate simply don’t have. I’ve been actively involved in this industry since 1969, when I started training in Tulsa, Oklahoma at nine years old, and I’ve had the good fortune of being something of a historian of the martial arts and of sport martial arts \u2014 with many friends whose involvement predates mine by decades.<\/p> Here’s what most people forget: Judo was the popular martial art in America before Jhoon Rhee, Ed Parker, and others popularized karate and Taekwondo. Look at the backgrounds of the legends \u2014 Bill Wallace and Chuck Norris being two of the best known \u2014 and you’ll find that many of them started in wrestling or Judo before they ever put on a karate gi. And back in the ’60s and ’70s, what we now think of as “karate tournaments” \u2014 the open freestyle events \u2014 allowed an enormous range of techniques, including takedowns and ground fighting. Not as evolved on the ground as what Brazilian Jiu-Jitsu later brought us, but far broader than the point-sparring stereotype. Frankly, the rules only got reined in because of the injuries.<\/p> People love to call Bruce Lee the original MMA artist. I think that’s inaccurate \u2014 “Judo” Gene LeBell famously fought a mixed-rules match before Bruce Lee was old enough to have an impact \u2014 but Lee absolutely embodied the mixed approach. He built a huge library, evolved his stance from fencing, took his movement from boxing, learned much of his kicking from Jhoon Rhee \u2014 my own instructor \u2014 and studied grappling. Watch his films from the ’60s and early ’70s and you’ll see the whole range on display.<\/p> So when someone tells me MMA is a revolutionary new martial art, my answer is: MMA is what I’ve been training in since 1969. It’s what I’ve called for years “Americanized karate” or “Americanized Taekwondo” \u2014 add the Brazilian Jiu-Jitsu influence, enhance the ground game, and expand from there. As a martial art, I love MMA. I’ve always done MMA.<\/p> The concern I raised years ago in a Martial Arts Professional cover story we called “Mixed Up Martial Arts” was never about the art. It was about the image being portrayed in the media under the banner of mixed martial arts. The early no-holds-barred events \u2014 what one U.S. Senator famously derided as “human cockfighting” \u2014 projected an image completely at odds with the families-and-kids market that built most of our industry. As the sport added rules, safety, and higher-quality athletes, that image improved dramatically. But the sport of MMA and the martial art of integrating all styles and all ranges are two completely different things. Confusing them is where school owners get into trouble.<\/p> I get inundated with this question \u2014 by email, on discussion boards, on teleconferences: “Has MMA killed traditional schools?” My answer is a resounding no.<\/p> Years ago, one of the most respected instructor-development leaders in our industry told me his brother was convinced the UFC was going to kill traditional martial arts \u2014 that every school would have to call itself “mixed martial arts” to survive. I told him: “I think you’re wrong, but I’ve been wrong many times. So here’s an experiment. Take a highlights clip of the last three or four UFC events. Cut it into a seven-minute reel. For your next 100 intro appointments \u2014 a kids-and-families studio, remember \u2014 play the reel before the first intro lesson and proudly announce: ‘This is what we teach. As you can see from the video, it’s very effective.'”<\/p> He refused to run the experiment. Of course he did. Because every school owner intuitively knows what would happen: the moms would grab their seven-year-olds and sprint for the parking lot.<\/p> That thought experiment exposes the real issue. We martial artists confuse what we love to do physically with what we should be teaching. I’ve watched owners in their 40s, 50s, and 60s \u2014 long past active competition \u2014 chase whatever style they personally find exciting this year, and then wonder why their student body evaporates. They’re answering the wrong question. The most important question isn’t “What should I be teaching?” It’s “Who do I want to be teaching?”<\/p> Our industry has always run on trends. I started training right around the time Enter the Dragon<\/em> was in the pipeline. Then came the Kung Fu television boom. Then Kali and the Filipino arts were all the rage. Then the Tae Bo explosion. Then Brazilian Jiu-Jitsu, which evolved independently into the MMA boom. There will be another trend after this one, and another after that. Owners who anchor their identity to a trend ride it up and ride it down. Owners who anchor to a clearly defined audience adapt and keep growing straight through every trend cycle.<\/p> Here’s the framework I teach my coaching members \u2014 the one that’s been the silent engine behind some of the top MMA school successes in the country. I call it the Who-Before-What Positioning Method<\/strong>, and it has five steps. Follow them in order. The order is the point.<\/p> Before you decide anything about curriculum, decide exactly who you want on your mat. Not vaguely \u2014 precisely. In my own Mile High Karate schools, our who was a seven-year-old child as the median age, with the family brought in behind them, focused on character development. We were firmly ingrained in local Boy Scout and Girl Scout troops, elementary schools, and churches, and we became \u2014 and remain \u2014 very strong with that reputation.<\/p> Other legitimate whos: adult women, 30s and 40s, who want fitness with a purpose \u2014 there have been huge, successful schools built on women’s Muay Thai and cardio-kickboxing. Adult men 18\u201325 chasing the sport. Adult men 28\u201340 \u2014 professionals who want something cooler than riding a Lifecycle at the gym. Each is a real market. But you must pick.<\/p> Only after the who is fixed do you choose the what. If you’re so enamored with the thing you personally train in that it makes the decision for you, fine \u2014 then reverse the exercise honestly: figure out who genuinely wants to learn that thing, and build the school for them. What you cannot do is teach the thing you love to an audience that doesn’t want it, and market it with an image that repels the audience you have.<\/p> For the record: what is MMA, practically speaking? It’s Brazilian Jiu-Jitsu plus kickboxing. Nearly every successful school advertising MMA brings new students in and starts them down one of two paths \u2014 Muay Thai (or a more traditional PKA-style kickboxing, which is what I came up in) or BJJ. That’s the what. It works beautifully \u2014 for the right who.<\/p> Walk through your school as your ideal prospect. If you are a character-development studio for kids and families \u2014 whether your base art is Taekwondo, BJJ, Judo, or Shotokan \u2014 then UFC posters on the wall and guys running around with 22 tattoos and Speedos is automatically incongruent with your positioning. If your who is the 35-year-old mother of one trying to lose the last 20 pounds of baby weight, that’s still not the image you want. Every poster, every class name, every photo on your website either attracts your who or repels them. There is no neutral.<\/p> The moment you try to be all things to all people, your image gets watered down and you become nothing to anybody. Specialization is not a weakness. It’s the whole game.<\/p> One of the marketing minds I learned the most from \u2014 the late, famously eccentric copywriting genius Gary Halbert \u2014 used to ask seminar audiences: if you were opening a fast-food stand, what one advantage would you want? People would shout “best location!” or “best burger!” His answer: “A starving crowd.”<\/p> I can tell you from five decades in this business that the starving crowd for every niche has peaked and valleyed. When The Karate Kid<\/em> movies were out, all you had to do was be in the Yellow Pages with the word “karate” and a phone number, and you’d get buried in calls. When Billy Blanks ran Tae Bo commercials around the clock, my kids-focused schools got inundated with calls from women asking if we taught kickboxing \u2014 we weren’t even advertising it. And in the MMA era, there is a genuinely starving crowd of adult men \u2014 a market that, for decades, our industry could barely touch. We could always get kids, families, and adult women into schools. The 28-year-old male was the hard sell, because the “cool factor” wasn’t there. The UFC accomplished what many smart operators had tried and failed to do: it made martial arts training cool for adult men. If that’s your who, the crowd is starving right now. Feed them.<\/p> Something I adapted many years ago from marketing strategist Jay Abraham: the Parthenon principle. A roof held up by one pillar collapses when that pillar cracks. Right now there is effectively unlimited traffic online \u2014 you can fill as many intro appointments for an adult MMA program as you can handle from digital sources alone. That does not mean you should. If your entire school stands on pay-per-click and SEO, you’re exactly where the kids’-market schools were when they relied entirely on the Yellow Pages \u2014 and one day the Yellow Pages stopped working, and they were in bad shape overnight. You should have twenty different feeders bringing students into your school: online, community events, school talks, referral systems, internal promotions, strategic alliances, and more. That’s a business; one pillar is a gamble. (This is the heart of everything we teach on the marketing side of school growth<\/a>.)<\/p> If your who is adult men, understand that there are actually two audiences hiding inside that market, and they could not be more different.<\/p> The 18-to-25-year-olds<\/strong> want to be the next pay-per-view headliner. They’re passionate, they’re athletic, and I’ve seen some huge schools built on them. But I have yet to see one of those schools that I’d call a great martial arts environment \u2014 where the net profit is what it should be, the retention is where I’d want it, and the student outcomes are what I’d want them to be. I’m sure somebody out there has cracked that code. I haven’t seen it. This crowd is injury-prone, income-light, and transient.<\/p> The 28-to-40-year-olds<\/strong> are a different species entirely. He’s a doctor, an attorney, a middle manager. He wants to do something cool and train at a high level \u2014 he does not want to just ride the Lifecycle and lift weights. But he also doesn’t want to get choked out, punched out, or show up to Monday’s client meeting with a black eye. And here’s what matters most: he isn’t buying a workout. He’s buying the mental skills, the emotional discipline, the confidence, the cardiovascular fitness, the weight loss, the flexibility \u2014 but mostly he’s buying becoming a better person overall, with the benefits carrying over into his career, his family, and his relationships. That is precisely what great martial arts teaching has always delivered.<\/p> What I have seen \u2014 many times \u2014 is million-dollar-a-year schools built on the 28-to-40 who: strong net profit, simple systems, quality students, respectful training environment, good retention, and a high level of development to black belt. Some of those programs take nine or ten years to earn a black belt, and that’s fine \u2014 the outcome is high skill, high character, and deeply dedicated students. A million-dollar school, remember, is $83,333 a month. That number is far more achievable with 28-to-40-year-old professionals paying premium tuition and staying for years than with a revolving door of 22-year-olds paying whatever’s left after rent. It’s the same math that drives every school we profile in our million-dollar school<\/a> work.<\/p> Here’s the pattern I’ve observed across every high-performing MMA and BJJ school I’ve advised or studied \u2014 and I’ve been the silent voice behind some of the top MMA school successes in the country. They run their “modern” programs in a very traditional fashion:<\/p> Where there’s sometimes dissonance with what I teach, it’s exactly here: some owners think an MMA school’s product is producing fighters. The schools that follow my advice end up with simple-to-operate systems, long-term student retention, and a high level of student quality \u2014 very dedicated, very sincere students. Competitive success is fine \u2014 the Jhoon Rhee organization I came up in had a stable of world kickboxing champions and two of the three world forms champions, and that excellence attracted me as a kid. But from the standpoint of running your school, the focus is student retention and helping students become who they want to become. Competition is a byproduct, not the business.<\/p> And understand the economics underneath that: acquiring a new student costs 5\u20137 times more than retaining one \u2014 figure $150\u2013$300 per enrollment in advertising and staff time. The industry averages 3\u20135% monthly attrition; well-coached schools target below 2%. At sub-2% attrition, your average student tenure roughly doubles, which means every dollar you spend on marketing works twice as hard. Structure, respect, rank progression, and genuine personal development aren’t traditionalist nostalgia \u2014 they are the retention machinery<\/a> that makes an adult program compound instead of churn.<\/p> On pricing: the top, well-coached schools \u2014 including MMA and BJJ schools \u2014 charge $347\u2013$397 per month for new-student tuition. Run the math on a 28-to-40 professional program at $375 a month: 185 active students gets you to about $69,000 a month before renewals, upgrades, and events \u2014 and past $83,333 with them. That’s a million-dollar school with one modest facility and a who that shows up, pays, behaves, and stays. Meanwhile the owner chasing the 18-to-25 crowd at $99 a month needs triple the bodies and replaces a third of them every few months. Same art. Different who. Completely different business.<\/p> No \u2014 not unless your target audience is genuinely adult men and you’re prepared to rebuild your entire image around them. If your who is kids and families, MMA branding is incongruent with your positioning and will repel the parents who drive your enrollments. You can be extremely successful as a traditional Taekwondo, Shotokan, kickboxing, BJJ, or MMA instructor. First decide who you want to teach, then make the what match.<\/p> The 28-to-40 professional market, by a wide margin. They can afford premium tuition of $347\u2013$397 per month, they renew to higher-level programs, they respect structure, and they stay for years \u2014 which is how you hold attrition under 2% monthly while the industry averages 3\u20135%. I’ve seen many million-dollar schools built on this who; I’ve yet to see a truly great one built purely on the 18-to-25 fighter crowd.<\/p> Yes \u2014 if it’s positioned as an educational institution rather than an open gym. The schools doing it run structured programs with rank progression, a 12-month Trial Enrollment, high teaching standards, and a clear transformation for the student: confidence, discipline, fitness, and skills that carry into career and family. Commodity open-mat gyms at $99\u2013$149 a month are competing on price. Premium schools compete on outcome \u2014 and the 28-to-40 professional happily pays for outcome.<\/p> If your who includes anyone you have to market to \u2014 and it does \u2014 start with my free book, Six Simple Steps to Add 100 Students<\/strong>. It walks you through building the full Parthenon of student feeders so your school never depends on a single source. Grab it free at FillYourSchool.com<\/a>.<\/p>A Little History: MMA Is Nothing New<\/h2>
Did the UFC Kill the Traditional Martial Arts School?<\/h2>
The Who-Before-What Positioning Method<\/h2>
Step 1: Choose Your Who First<\/h3>
Step 2: Match the What to the Who<\/h3>
Step 3: Run the Congruence Audit<\/h3>
Step 4: Find the Starving Crowd<\/h3>
Step 5: Build the Parthenon, Not a Pillar<\/h3>
The Two Adult Male Markets \u2014 and the One That Builds Million-Dollar Schools<\/h2>
What the Winning MMA and BJJ Schools Actually Do<\/h2>
Frequently Asked Questions<\/h2>
Should my traditional school rebrand as an MMA school?<\/h3>
Which adult male market is more profitable: 18\u201325 or 28\u201340?<\/h3>
Can an MMA or BJJ school really charge $347\u2013$397 a month?<\/h3>
Your Next Step<\/h2>