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- 🚫 7 Mistakes That Kill Your Upgrade Program (And How to Fix Them)
🚫 7 Mistakes That Kill Your Upgrade Program (And How to Fix Them)
No More Leaks. No More Excuses. Just Growth.
Adam Kifer
November 18, 2025
Hello, kickers!
🚀 Raising the Standard: What It Really Takes to Build a School That Lasts
If you’ve ever felt like you’re doing everything right — marketing, classes, events — but still not gaining the traction you know you're capable of… this issue is for you.
Because this week, we're shifting the focus from "keeping up" to raising the standard.
We’re kicking it off with an exclusive look at 7 critical mistakes that sabotage upgrade programs (and how to fix them), followed by some killer wins from Breakthrough Advertising clients, a fresh round of social content that’ll sharpen your leadership edge, and a podcast episode featuring Adam Kifer that dives deep into what it takes to build a school that doesn’t just succeed — it leads.
We’re also bringing you a powerful book recommendation that every martial arts leader should have on their shelf.
🎙️ Featured Podcast: Raising the Standard with Adam Kifer
What does it really take to build a martial arts school that leads the way — instead of just keeping up?
In this episode of Whistlekick Martial Arts Radio, Adam Kifer sits down with host Jeremy Lesniak for a powerful conversation on:
Building a school with intention and excellence
The role of honest feedback in personal and team growth
Why resistance is a sign you're on the right path
Designing a curriculum that transforms, not just trains
If you're a martial artist or school owner who wants to lead with purpose, this is a must-listen.
🚫 7 Mistakes That Kill Your Upgrade Program (And How to Fix Them)
No More Leaks. No More Excuses. Just Growth.
Upgrade programs should be profit machines.
Done right, they deepen commitment, increase retention, and boost ARM.
Done wrong? They leak cash, confuse your team, and frustrate your members.
Here are 7 mistakes that sabotage upgrades — and how to fix each one.
❌ Mistake #1: Selling the Upgrade as the Same Old Membership
The Problem:
You pitch the upgrade, but nothing really changes. Same schedule. Same class. Just a higher price tag.
The Fix:
Make the upgrade feel and look like a different experience.
New benefits. Private lessons. Exclusive classes. Custom gear.
Give them something they can’t get anywhere else.
❌ Mistake #2: Not Pre-Framing the Upgrade Early
The Problem:
You drop the upgrade offer out of nowhere.
It feels pushy, last-minute, or confusing.
The Fix:
Talk about the “next level” from Day One.
Show students there’s a bigger path. Drop references during onboarding, mat chats, and belt tests.
When you finally offer it — they’re ready.
❌ Mistake #3: Waiting Too Long to Launch It
The Problem:
You wait months before offering the upgrade — and by then, many students have checked out.
The Fix:
Launch when energy is high.
The best time? Right after a big milestone or just before belt testing.
They’re engaged. They’re excited. They’re ready to level up.
❌ Mistake #4: Leaving It to the Staff Without a System
The Problem:
You ask your coaches to sell it — but they have no process, no script, no follow-up.
And they’re scared of the price tag.
The Fix:
Build a playbook.
Teach the exact words to say.
Show them how to invite, present, handle objections, and close.
Then roleplay until it’s natural.
❌ Mistake #5: Being Vague About the Value
The Problem:
Parents don’t get what they’re paying for.
Students don’t see what’s different.
The Fix:
Break it down clearly:
✅ Advanced belt access
✅ Private lessons
✅ Priority testing
✅ Invite-only classes
✅ Custom gear
✅ Faster progress
Then price it where value > cost.
❌ Mistake #6: No Scarcity. No Urgency.
The Problem:
It’s always available… which means they can always “do it later.”
The Fix:
Use urgency:
🔒 “We only offer this to 10 families per month.”
🎁 “Join this week and get the bonus gear bag + private lesson.”
📆 “We only open enrollment for 3 days each quarter.”
People move when there’s a deadline.
❌ Mistake #7: Not Tracking the Right Metrics
The Problem:
You run the upgrade offer… and then never look at the data again.
The Fix:
Track what matters:
Offer-to-call rate
Call-to-close rate
Average revenue per member (ARM)
Retention of upgraded vs. non-upgraded
Early cancels or regressions
Upgrade programs aren’t “set it and forget it.”
They’re systems you optimize over time.
🧠 Final Word: Stop Treating Your Upgrade Like an Afterthought
This should be one of the most profitable pieces of your business.
The right upgrade program:
✅ Deepens loyalty
✅ Increases retention
✅ Boosts ARM
✅ Builds leaders
✅ Adds $5K–$10K/month in revenue
Fix these 7 leaks.
Build a system.
Train your team.
Track your results.
And watch as your upgrade becomes the growth engine your business has been missing.
The Kick’s pick of the hottest headlines in social this week:
From mindset to leadership to building systems that scale — these are the posts worth bookmarking this week:
—
🧠 Dave Kovar
Mindfulness isn’t just a meditation buzzword — it’s a key to success and happiness. Whether you're sparring, paying bills, or sipping tea by the fire, being fully present unlocks better results in everything you do.
“Wherever you are… be there.”
👉 Check it out
—
💥 Dan Martell
Don’t just build a business. Build a brand. The difference? Brands build trust, create longevity, and attract loyal customers who buy again and again.
👉 Check it out
—
📅 Adam Kifer
If you’re showing up to Monday exhausted, you’re not “working too hard” — you’re planning too little. Adam drops a high-performance blueprint for using the weekend as your setup, not your escape.
Slow down. Get surgical. Lead like you mean it.
👉 Check it out
—
🛠️ Kelly Murray
Most owners think they need “perfect” unicorn employees. But what you really need? Unfailable systems. Because the right systems create consistent results — even with imperfect people.
👉 Check it out
—
📈 Jhana Li
Bad hires aren’t the problem — bad onboarding is. Jhana shows why your first 30 days are your most profitable days (or your most expensive mistake). Nail the system, save the headache.
👉 Check it out
😂 Martial Memes
These memes hit home for all of us martial artists and gave us a good chuckle. Click on the image to view the original account that posted each meme. Enjoy!
Have a MEME that you want featured? Send them to us at [email protected] or tag our instagram account @thekicknewsletter.
📚 What We’re Reading: The Culture Code by Daniel Coyle
If you're serious about building a school where students stay, instructors thrive, and parents rave about your culture — this one’s a must-read.
In The Culture Code, author Daniel Coyle dives deep into some of the world’s most successful groups — from Navy SEALs and Pixar to elite sports teams — and reveals the three core skills that drive strong, connected, high-performance cultures:
Build Safety – How to create an environment where people feel like they belong and can speak up.
Share Vulnerability – Why humility from leadership creates buy-in from the team.
Establish Purpose – How shared language and clear identity drive long-term alignment.
You’ll walk away with powerful stories and actionable takeaways to apply inside your own school: how to train your staff, rally your community, and lead from the inside out.
Whether you’re onboarding a new team, rebooting your culture, or trying to scale without losing your values — this book gives you a proven roadmap.
🧠 Key Insight: Culture isn't something you "have" — it's something you build every day, through language, trust, and shared values.
👊 If you want your school to be more than just a place to train — if you want it to become the place your community can’t imagine leaving — start here.
👉 Check it out on Amazon: https://www.amazon.com/dp/0804176981
📈 Success Stories from Breakthrough Advertising
🔥 Bryce Kimball Is Coming in Strong
Big shoutout to Bryce Kimball for kicking off the November with serious momentum — leads are rolling in at just $11 each, and the campaign is already showing strong early results. This is the kind of start that sets the tone for a record-breaking month. Keep the pressure on, Bryce — we’re pumped to see what unfolds next!
🥋 Gail Lajoie & Cayuga Lake Seido Karate — Crushing It
Another win to celebrate: @Gail Lajoie is putting up black-belt level numbers for her Adult Martial Arts campaign. With leads coming in at just $8, Cayuga Lake Seido Karate is proving that November is far from slow — it's strategic. This kind of performance is what we love to see: sharp messaging, clean execution, and a community that’s paying attention.
💥 Let’s keep the wins coming — same strategy, same systems, next level growth. That’s what Breakthrough is all about.
👉 Want results like this? Book your free strategy call with the Breakthrough team here:
Book your Breakthrough Advertising Discovery Call here.
Let’s create your next win.
📬 Have Something That Is Kick Worthy?
We know our readers have great ideas, insights, and stories to share! If you’ve got something that’s "kick-worthy"—whether it’s a success story, a marketing tip, or something that’s helping your school thrive—submit it to us at [email protected]. Your content could be featured in an upcoming edition of The Kick and shared with martial arts school owners around the world!
🔥 That’s a Wrap: Less Guessing, More Leading
If there’s one theme that ties this week’s issue together, it’s this: systems beat stress.
Whether it’s how you structure upgrades, how you train your team, or how you show up on a Monday — your results will always reflect your structure.
So take the wins from this week’s success stories as fuel, implement the upgrade insights before you lose another student to confusion, and sharpen your leadership with wisdom from our featured social highlights and podcast drop.
This is how we raise the bar — one system, one shift, one issue at a time.