A common misconception is that being a great fighter guarantees a successful martial arts school. In reality, being a great fighter has almost nothing to do with owning and operating a profitable martial arts school. It’s the great communicators with great business instincts that do well. Running a business is the polar opposite of punching, kicking, or submitting an opponent. You have to be a good listener and understand the best way to communicate with each student. Not forcefully impose your will upon them as you would in a fight.

Most martial artists are not able to do both. However, I have come across one that can. He is a certified 5th Dan Tae Kwon Do master, and his name is Scott Polderman. In his 23 years in the martial arts he has compiled an amazing USTU (United States Tae Kwon Do Union) tournament fighting record of 304 wins and only 3 losses. His achievements also include 3rd place in the 1996 USTU Nationals and 5-time Michigan USTU Heavyweight Champion. Additionally, he has a 3-second knockout to his credit.

Master Scott, as he is referred to also runs a very successful school, USA Tae Kwon Do in Plainwell, Michigan, and has been doing so for the last 14 years. He and I recently sat down and had a conversation about how he’s built his school.

MAW: Why do you feel your school has been so successful for so long?
Master Scott: We are here to teach, not take people’s money. People know when someone is just in it for the money. We love what we do, we do it with enthusiasm and it shows. I promised myself two things when I opened my school. The first one was I would rather lose a student than give away a black belt. I figured there are more than enough schools out there doing that already. The second thing was that I would never allow money to come ahead of the art. This industry is no different than any other. Greed among school owners is a big problem. I’ve followed my two simple rules without fail since day one, 14 years ago and it has worked out nicely.

MAW: How do you get your students?
Master Scott: We do very little advertising. I’ve never really had that much success with it. We rely heavily on word of mouth. If you run an enthusiastic program and treat your students right, word of mouth becomes the most powerful form of advertising.

MAW: You have been fighting for 23 years and have amassed over 300 victories in the USTU, not to mention the countless hours of drills and sparring. You and I have spent many hours training together and I know first hand how hard you train (and hit). What keeps you motivated?
Master Scott: My students are a big factor. I believe you lead by example. If you have not done something yourself, then you are not qualified to teach it nor expect your students to do it. The other main thing that keeps me motivated is continuing my own education. For example, I’m studying Jiu-Jitsu because I feel ground fighting is important. The martial arts path has no end to it. You can never be fast enough, strong enough, or the best. But that goal is always out there to train for.

MAW: Any final thoughts for our readers?
Master Scott: Love what you do, and you will succeed.