The Partnership Playbook

Mike: live with our very first people kind of already joining in. Hey everybody, if you’re already join, s
Mike: you know, eagerly waiting in the waiting room for us to be able to kick off. I wanted to be able to start
right here on time, of course, with like a little bit s
Mike: of buffer time for any of our stragglers who uh who might be skipping the warm-ups or something to be
able to help jump in our class here today. Of course, s
Mike: I’ll make time to do some formal introductions with our guest speaker here today, but uh I always like to
start guys with a little bit of audience s
Mike: engagement. You know, Kicksite works in 34 different countries now. We work with folks in every
different state. If you would use the chat feature here, let me s
Mike: know where you’re joining in from. I already see some familiar faces, folks. s There’s my friend Rustin,
my friend Pat in here as well. s
Mike: Iowa, Texas, Indiana already. We got a few Texas folks joining in. s Sound, have you traveled anywhere
recently or have you been just at home base?
Mike: No, I’ve been I’ve been home base. I was in Brazil. I was in Brazil. That’s right. For a good friend of mine.
Yeah.
Mike: Qual belt. So, Alex got promoted by Deahiva. He got his belt. It was the LAiva first like koal belt from
white
Mike: belt all the way up to coral. So it was pretty cool to be in there. See all my friends see everyone how old
we are getting. So
Mike: that’ll leave you motivated. Maybe feeling old but I am too. Yes, it was was pretty good. It was pretty
good. It was great actually.
Mike: Cage good to see you man out in San Diego enjoying some sunshine right now. Not too bad here.
Mike: Just another minute or two for our folks to get joined in. Oh, we got someone not too too far. There’s in
Somerset. Oh, yeah. That’s not far. Not so far from you all. No.
Mike: s, The nice thing is, you’ll know as well, we’ll have folks from all different martial arts disciplines joining
Mike: us today as well. You will have our traditional martial arts and karate, s, s taekwondo type schools. We’ll
have a lot of folks, I imagine, just by virtue of our guest joining from
Mike: jiu-jitsu and MMA, but everyone’s welcome here today. s, s The subject matter will cross disciplines, of
course. You know, the idea of partnerships or
Mike: relationships with our community is something that I s, s think is past just the bounds of what we teach
inside of the school. I appreciate you all letting us know where you’re
Mike: s, s from and joining in today. Of course, as a little reminder, I love the live session. I really appreciate
you all s, s
Mike: joining us live here. You’ll have the opportunity to ask some of your own questions that you might have
been thinking on and want to have an opportunity to ask to Deco or myself.
Mike: s, s But of course, this is recorded and that’s where we know a lot of views and a lot of value ends up
coming out afterwards. So, we will send a recording s
Mike: out if we weren’t able to attend for the entire time or anyone who registered. We had almost 100 plus
registrants just for the event here. all folks that’ll still s, s
Mike: get to enjoy the value of the conversation today. s, s And I think that has probably given our folks enough
time for you and I to be able to jump in and get started a little s, s
Mike: bit. So, let’s set the stage. Obviously, you’ve joined today. The idea is to talk about partnerships. It’s a
word I’ll be s, s
Mike: using quite a bit today to be able to help go over one particular school who has been in operation for 20
plus years s, s
Mike: and has so many different segments of partnerships. There’s probably a lot for us to cover in just an hour
today, but s, s
Mike: we’ll keep it focused and peace meal. We wanted it to feel very much like a playbook like there could be
some actionable content for you all to take s, s
Mike: from your schools out into the community. But be sure to use the chat feature, ask questions. We’ll make
it as interactive as possible here today. I’ll s
Mike: make sure to carve out a little bit of time with some questions that you might have had for our expert,
which leads in to maybe some initial introductions. s, s
Mike: Mine will be quick. It’s easy. I’m obviously our host for today. My name is Mike. I’m the head of strategic
accounts here at Kicksite. I’ve got some history s, s
Mike: in martial arts. started like a lot of us maybe in more of a traditional taekwondo and karate were really
important for me in my toddler to s, s
Mike: teenage years and I started jiu-jitsu now it’s guess it’s been about three years with plenty of injuries and
s, s
Mike: feeling very young and uh energized and curious sometimes and feeling very old and what am I doing
and I don’t know if s, s
Mike: I can keep this going on and sometimes I’ve shared many of those injuries with our guest speaker here
today. It seems like every time we jump on a call, there s, s
Mike: is something going on with my body. He’s helped me navigate some of these things over the time. I’m
dealing with one right now to Deco. I’ll probably have to s, s
Mike: get your expert opinion on right now. I don’t know your knowledge of knees, but we’ll start with just
Mike: partnerships today. That’s enough about me, guys. I’m really excited to be able to host this. s, s
Mike: This is what I consider a now personal friend of mine as well as a business partner. We’ve been
Mike: cultivating this relationship now for the better part of five years. I’ve seen tremendous growth s, s
Mike: with your academy putting in a really nice system in place and kicks can’t take sole credit for that, but I
really like the energy that we have together. I s, s
Mike: think it will end up showing through today. To Deco, if you wouldn’t mind, I’m going to put you on spot
Mike: a little bit to start. Maybe a a very brief introduction. Any elevator pitch you s, s
Mike: like to give out people whenever you got to package your whole jiu-jitsu career and lifestyle together for
these folks. s, s
Dedeco: So, hey everyone. Uh, first of all, Mike, thank you very much for this incredible opportunity. Um, thank
you s, s
Dedeco: very much for everyone that’s taking your time to listen to to know what we have to to say. Try to, you
know, we s, s
Dedeco: going to learn it together. I would love to hear what you guys are doing. If you have anything that I’m
not doing, I really want to hear about s, s
Dedeco: and I hope you guys can understand my Boston accent. Uh so uh I’ve been doing s, s
Dedeco: jiu-jitsu for a long time. I started in a very young age. I had a lot of problems with anxiety, bullying.
And long story short, a psychologist kind of s, s
Dedeco: like started prescribing any medicine to me, he referred this martial art called jiu-jitsu. s, s
Dedeco: and he put a name on the card and he said hey uh told my parents to go and hey bringing him to this
school and s, s
Dedeco: definitely he it’s something that I can help him and change my life. uh I start to teach, s, s
Dedeco: I start helping very young uh because the love that I had, the love to help others through jiu-jitsu and
moving s, s
Dedeco: forward now been in United States 22 years. I had a very successful school in Brazil, moved to United
States, I had an s, s
Dedeco: opportunity to teach here. Master Ricardo brought me here and here I am today. I own two schools.
you know, s, s
Dedeco: partnership with Kicksite has been unbelievable. And I I’m not trying to sell Kicksite, but I say
honestly, I never use any software before. I was s, s
Dedeco: doing everything on my own. I was very care very kind of like hesitate to use s, s and finally I met
Kicksite through a good student and a friend for MIGA and s, s
Dedeco: he just said great things about and also Leo it’s another guy that use Kicksite and has been great so
far love it s, s
Dedeco: brings us here together I appreciate that’s probably a hard question I think to start off with just a
summary of all of the history all of the different s, s
Dedeco: people that you’ve met and been connected to in jiu-jitsu. It is probably appropriate for the topic that
we’re getting into today. Jiu-Jitsu is s, s
Dedeco: partnerships. Like there is no way, right, to learn it all by ourselves. It will always end up coming from
someone. s, s
Dedeco: Uh you obviously there is just the lineage aspect, but even then that’s kind of like a narrow way
probably to define all the things that you’ve s, s
Dedeco: learned in jiu-jitsu. It’s come from everything. And man, that just seems to have exploded lately,
obviously with the s, s
Dedeco: popularity of social media and technique videos and everything. It’s almost information overload now
with where we can learn from. So again, it just s, s
Dedeco: underscores the thank you for you and your time for us to get into it today and for you all as the
audience to have some questions to get into the the s, s
Dedeco: subject at hand. The idea is to talk about community partnerships and we picked you intentionally,
Dade Deco, to be able to help get into it. s, s
Dedeco: I’ll go ahead. I’m gonna get rid of the slides here. Let me see if I can move this part so it’s just focused
on you and I. s, s
Dedeco: All right. We picked you intentionally because there’s a lot in the 20 plus year history of your academy
with s, s
Mike: different levels of partnerships. So I wonder if if you could almost give us a little bit of a history. If I’m
correct, s, s
Mike: the school kind of started at least headquartered location around like 2004. Does that make sense? s, s
Dedeco: Yes. Yes. We we moved we moved. So I moved to United States 2004 and we what happened was
this a quick s, s
Dedeco: story behind a guy had a had a guy had a school in in in Massachusetts right in a in a town and he
was moving to Florida. s, s
Dedeco: I was moving here and ended up like hey you want to take my school over but was was a little lie. He
told me he had 40 s, s
Dedeco: students and when I got got here he had four 40 was miss was missing the the s, s zero but uh so and
but I fell in love with everything here. I fell in love with the the states and
Dedeco: everything. So s we started in 2004 I started in the basement of a dentist office which was s, s maybe
300 square feet. So yeah, was very small was very moving forward now. Uh s, s
Dedeco: our main school in Wayouth, it’s about 14,000 square feet. So it’s a pretty big two match areas and
but that’s how s, s
Dedeco: that’s how we started. It was in 2004 and this small space under a basement of a dentist office. Yes.
s, s probably not the first partnership you were imagining for your location,
Dedeco: s, s although sometimes win-win. A lot of the folks at my academy are missing teeth s, s
Dedeco: and so maybe the dentist ended up benefiting from this. Hopefully not, but probably not the first
partnership. s, s
Mike: DJ, I’m going to ask you to go way back then. Do you know was there a point in s, time where you
started thinking about the idea of the community that you’re a s, s
Mike: part of or is was there like a I doubt that there was like a lightning bolt moment but you know is there
something s, s
Mike: early on where you started to think about partners about bringing other people in to spread the word of
what you were doing in a dentist office basement? s, s
Mike: Mhm. So, it’s it’s funny you say that, right? That story because I didn’t mention this that dentist was my
partner for the first two. s, s
Mike: So, I forgot to mention that. And it’s funny him he had a space and I because this this guy that told me
that he had s, s
Mike: 40 students he was teaching out of a karate school and when he moving out of here the guy from the the
school the school owner s, s
Mike: wants to like double the rent because I guess was the agreement what didn’t go well but so the dentist
comes over and s
Mike: kind of offered me his space which was my first partnership right and what I always had and that’s
coming back comes s, s
Mike: from Brazil and what I noticed is this when you were in jiu-jitsu school right jiu-jitsu school it’s something
that I it you know s, s
Mike: I I’m a jiu-jitsu guy so I I can talk only about how I feel inside of a jiu-jitsu school but what I feel is this s, s
Mike: jiu-jitsu becomes something very personable right after a while that guy that person that you see in class
and s, s
Mike: you’re just saying hi after a couple months you actually talking with him, knowing more about his life than
anyone s, s
Dedeco: else, and he start sharing stuff with you. So, in what I see too, jiu-jitsu is a sport that I believe builds a
lot of trust. Why does build a lot of trust? s, s
Dedeco: Because when I’m grappling you, you going to catch me in a choke and I get a trust you that when I
tap, you’re going s, s
Dedeco: to let go. So you have my arm that you can break my arm and I have it to trust you that once you you
have and I tap s, s
Dedeco: you’re going to let go. So I believe it’s building a lot of trust and what happens inside of the schools.
It’s a s, s
Dedeco: huge network. So I don’t know how many times like somebody came to me and say hey man I’m
looking for I’m looking for s, s a dentist. I say oh I know someone David upstairs. Yep.
Mike: s, s So hey do you know anyone that does plumbing? Do you know anyone that does that? So that’s the
type of the relationship and partnership that I I s, s
Mike: start building without knowing because when I started I had no intention was just the intention of like you
know what s, s
Dedeco: I know my intention was connect to people connect to people with people that they can trust. That’s
how the s, s
Dedeco: whole thing started. Like I want to make sure if Mike needs something done in his house, someone
that I trust, s, s
Dedeco: it’s going to take care of him. That’s how the whole thing started. So I had this kind of similarity in
Brazil, but got way stronger here in United States. s, s
Dedeco: I don’t know if it’s because the culture the way that it is. I don’t know because I was a little older too
and I understood a little better. But actually s, s
Dedeco: that’s how the ideas of partnerships build inside the school because sometimes I think we go so far to
try to s, s
Dedeco: find something that you have in your school you have in your school and one of the stuff that we try to
do here that s, s
Dedeco: I think it’s very important when someone signs up and sometimes it has to be slow some people don’t
like to talking about s, s
Dedeco: we always try to ask questions that we can know a little more about the person include what they do
for a living. s, s
Mike: So usually it’s like hey what what do you do for a living? What what’s your work? What’s your field? And
that way we kind of like my mind or our mind in our s, s
Mike: team like when we find something okay okay it does this and it’s kind of like now it’s naturally but it’s it’s
that’s s, s
Mike: kind of the way that we think it’s like I think the partnerships can start inside of your school first before
you start breaching outside. s, s
Mike: I think this is a really incredible first kind of value nugget of information s, s
Mike: because of the way that you teach and the curriculum inside of the school is all predicated off of a
framework of s, s
Mike: trust. You know, inevitably the folks that stick around, you’ll build up that trust with them. So the first
example of partnerships for you was to look inside s, s
Mike: the academy at folks that you already knew that adhered to this kind of like we always call it kind of like a
50/50 rule, s, s
Mike: right? I’m 50% responsible for my actions 50 and the partners 50% responsible for my body and my
safety as s, s
Mike: well. So I I love that this makes a lot of sense to me and it’s probably the first thing that we can share
back with our folks is we don’t always sometimes I s, s
Mike: think we have a habit of thinking about partnerships purely as external forces that we can bring our
jiu-jitsu or our s, s
Mike: martial art to. You started by building up this customer base, asking deeper personal questions about
them, and then s, s
Mike: I would venture to guess that some of the very first partnerships that you kind of built were more off of
almost these like referrals like you said, you s, s
Dedeco: need a dentist here, you need a contractor. Yeah, 100%. And and that’s how it started with them as
well. you know the number one s, s
Dedeco: the number one I believe the number one um way of marketing for your food it’s s, s your customers
it’s the people that comes and know you so they are the one that’s going to talk
Dedeco: better than anyone else about what you have s, s so I think the word of mouth it’s so important it’s is
important and those partnerships were building and with that s, s
Dedeco: so for example now we build this in our website that we call the Apple BJJ family directory what it you
know about s, s
Dedeco: Mike so everybody now and it’s totally free it’s free we don’t do that to charge more we no now it’s
some service s, s
Dedeco: that I think helps everybody and what we have is a list of business that we have inside the school so if
someone let’s s, s
Dedeco: say need needs a landscape landscape company they can go in the website and they can find that
one of the students s, s
Dedeco: like Charlie wants a a landscape company. So now we have I think now we have like either it’s 20 to
30 business listed in there all inside the school. s, s
Dedeco: It’s big and matter of fact some of them I had no idea. Yeah. s, s I had no idea and it was incredible to
see and was incredible. So my not for myself right when I need
Dedeco: something usually I call s, s like Rich which the manager of the school say hey Rich do you do do you
know anyone that you know does SEO coaching and he’s like yes we have one s, s
Dedeco: so usually that’s how what we are doing now that’s the first how we did I love this guy I hope everyone
kind of takes note about this I’ve had some s, s
Dedeco: questions over the years obviously we have software right when we build in like lead forms for people
when folks are interested in joining the gym and s, s
Dedeco: you’ll ask typically like name, email, phone number. I don’t think it’s prohibitive. It’s not off the table to
also ask questions like occupation or s, s
Mike: what do you do? And you’re not asking that to be able to segment out that person like they’re not a good
fit for jiu-jitsu, but you’re doing it because s, s
Mike: you’ve almost built your own Dco chamber of commerce at this point. Friends, referring people’s
businesses. It’s incredible. Yeah, s, s
Mike: I love this as the very beginning of our presentation looking inside the school to help build up um you
know kind of business s, s
Mike: partnerships across each other across students and then out to the public 100%. Just one thing Mike
one advice too s
Mike: do not ask that before you tell them the price because they might like it just try to figure out if I have
money. No it’s s, s
Mike: always after. It’s always after start building that relation. Don’t do before. Please don’t do before. s, s
Mike: Oh he knows I’m a doctor. He’s going to charge me top price 100%. Yeah. There’s some wisdom here
learned probably after s, s
Mike: some time. Yeah, DECA, do you know that? Okay, so this is a good example of probably so many
different types of business partnerships s, s
Mike: together to talk with one that might be representative of like, you know, the actual gym itself to Deco BJJ.
Can you s, s
Mike: think is there a specific example of like a community partnership that might have been one of your first
ones or you feel like most successful? s, s
Mike: There’s so many different areas. I’m thinking I see, you know, maybe just to preview a little bit. I see
Mike: you doing so much work with probably one of the things that we could talk about for s, s
Mike: multiple hours, but maybe I wanted to start by latching on to first responders. The work you do with the
police community is huge. Was this s, s
Mike: pretty early on? Was this a later adoption? Where did that start in the history? So, so what that start was
uh s, s
Mike: first of all wasn’t forced at all was something that ended up happening hap happening naturally naturally
in in the s, s
Dedeco: school right so what happened is in 2018 I had a good number of law enforcement s, s
Dedeco: already in my school and in 2000 I don’t remember if it’s 2017 or 2018 I’m pretty sure it was 2018 s, s
I was in u I was in Actually, I was overseas. I was in Indonesia s, s
Mike: and traveling and then my phone blows. I get this message on my phone saying shooting in Wayman, s,
s which the town that I have in my school, right? Yeah. s, s
Mike: So, when that happened, I have a couple police officers in in in Wayouth. And I text one of my guys. I
said, “Hey, man. s, s
Mike: I just saw that. what happened? Are you guys okay? And he texts me back like s, s one of us got shot
and this was all over the news back then was with Michael Chzn s, s
Mike: and was all over the news and everything and I never met Michael, right? But when s, s that happened, I
sent a text back to him. I am so sorry. We need to do something about that.
Mike: s, s Let’s talk when I get back. s, s So when I got back, I sat down with a student of mine. Uh his name is
Brandon and he’s like, I say, Brandon, I need to s, s
Mike: do something to help with self-defense, whatever I can for the police. So how we start was we did a free
seminar, a s, s
Mike: totally free seminar. But remember Mike, if we go back to our previous conversation, the partnership was
inside the school s, s
Dedeco: already. He was my student. I knew he was a police officer there and I had no intention. s, s And so
we start with a free seminar and the idea was every three months s, s
Dedeco: have a seminar totally free. So what happened is the first one was awesome. s, s We got I don’t know
a bunch 50 people uh and we did only for women and then s, s
Dedeco: the second one we did it’s totally free I’m teaching the seminars we open to every single department
s, s yep and every single department uh 10 wasn’t as big as the first one and
Dedeco: s, s then we did the third one so what happened is first one 50 people second one 30 people and I’ll
say the the s, s
Dedeco: second one 30 then the the third one 10 people. When that happened, I’m like, man, I’m not helping
them. They see a s, s
Mike: technique for like two hours, then three months later, and then the idea came in my head. What about
having a free law enforcement class a week? s, s
Mike: Yeah. So, I came over to one of my students. s, s He’s a black belt and he’s also a police officer. And I
said, “Hey, but I’m not a police officer. I don’t want to teach s, s
Mike: this class. Why? I don’t I have no idea how to cuff someone. Yeah. s, s I never had to fight someone with
a gun with anything in my life. I mean, not in the calls is so many
Mike: rules. I said, I can’t do that. But I said, what we going to do is we’re going to teach jiu-jitsu. s, s It’s going
to be a jiu-jitsu class for law enforcement. s, s
Mike: So, we start with the class once a week, totally free, open to everyone. And no, it’s no trick, no scam. Not
trying to s, s
Mike: sign anyone totally. The only thing we ask them to buy a ghee and didn’t have it to be origin could be any
ghee that s, s
Dedeco: they want to buy. So we start that but it started very small. We start with maybe two students s, s
Dedeco: and then it start growing and growing and growing and growing. Then we add the second day s, s
Dedeco: totally free as well. And what start happening the police officers start like fall in love with jiu-jitsu and
they s, s
Dedeco: were bringing more officers. And every time we had a police officer call our school and they didn’t
know about the free class. I told them they were s, s
Mike: looking to sign up and I said, “Listen, you don’t need to sign up. We have a free class for you.” And
they’re like, “You kidding me? s, s I came in here to give you my money. s, s
Mike: You’re telling me that I can come for free. So I build a trust in there. Yep. s, s And from that the semi guy
Brennan that I had the idea like back then that is s, s
Mike: taxing me, he brought the idea of uh having jiu-jitsu for his department to s, s the chief and the chief was
great open-minded and he put a jiu-jitsu in his department. So s, s
Mike: after that we start like every six months we do a cycle of training which the department pays for uh
together with s, s
Mike: that we have a special uh price for law enforcement as well. So, and we starting and they and what’s
very important too s, s
Mike: to make sure which this the only reason this partnership with the law enforcement became very strong
the way that it is today is s, s
Mike: because the culture in the school and and the students we have they were very s, s accepted for the law
enforcement. So what we did because they cannot get hurt you know and
Mike: sometimes s, s police officers have a little ego you know and they can go a little harder they can go so
the students need to understand that they need to help them s, s
Mike: nice so what I did and I’m not saying for everyone to do that because the first time we had we had the
department paid I s, s
Mike: think was for 80 offices to train the number was huge was like 78 was for a a lot of police officers and I’m
like how s, s
Mike: people will know who are the police officers and make sure they work with them. So what I did I did a
custom G for s, s
Mike: the police officers which I put on the and the blue line callers in the ghee. s, s So when the students saw
it, they knew that guy was in the program because also the chief in the
Mike: department, he wants s, s the police officers to be with the community so they can also build the
community. And that’s when everything took off. And we s, s
Mike: now we have uh we probably have over 200 like 200 250 police officers that train s, s with us on the daily
basis. So incredible start that it answers a lot s, s
Mike: of the questions I was wondering. I just think the order of operations is unique the way that you formed
this level of partnership. s, s
Mike: Normally what I will see I work with all different levels of businesses really esteemed 20 year plus
businesses like yours and I work with brand new s, s
Mike: businesses where we have the pleasure to serve at Kicksite as well. And there is always a consideration
when it comes, okay, let’s set up your membership s, s
Mike: pricing. There will always be this idea, a discount for law enforcement. It’s not universal, but it’s
something that if I s, s
Mike: was a betting man, I would venture to say almost everyone here together with us has at least considered
or thought, you know, okay, let’s do 10% off. And s, s
Mike: sometimes I think that we’re over reliant on a small like monetary discount to think that that will draw in
the customers. s, s
Mike: In in your example, that idea of a discount for law enforcement was not ever even broached until after
you had s, s
Mike: already done weeks and months of philanthropy, free classes first. I think born out of the knowledge that
you s, s
Mike: have, which is that jiu-jitsu is an effective technique to keep them safe, you know, to to actually keep
both s, s
Mike: parties safe as well. The officers themselves is maybe one of our first priorities, but it comes back to
keeping s, s
Mike: the community safe as well. the more confident that they feel to be able to help subdue an attacker or
someone else that they have to arrest means less s, s
Mike: weapons utilized maybe and there’s more confidence and so it ends up being win-win. This is a way to
engineer s, s
Mike: better civil police relations. There’s no doubt about it for you. The driver s, s
Mike: was not to start off just by a discount and they’ll tell a friend and things like that. It was to start to be free
really as a seminar. s, s Bring your friends, have a good time.
Mike: s, s And then I like one other thing that you picked up here. I’ve actually not heard of othermies doing
this. You have like a unique marker, a way to identify someone s, s
Mike: as a law enforcement agent inside of the gym. And I I see that as so valuable. s, s
Mike: It’s almost like the red shirt, you know, for someone out on a sports team or something like that. s, s
Mike: 100% 100%. doesn’t say we have to treat them totally different, but it is a good consideration for their
line of work and I need to be able to walk after that. s, s
Mike: Maybe, you know, we watch the the leg locks or the super aggressive techniques or something. s, s
Mike: But it also made sure that they weren’t just partnering with each other the whole time, which can
Mike: happen sometimes in these group partnerships, right? You go out and you bring in a bunch of s, s
Mike: members and they’ll be more comfortable with themselves. So this was a way of engineering some
discomfort to get those police officers to engage with normal s
Mike: civilians who were just members of your school. Uhuh. Yeah. And and they they love it. s, s
Mike: They love it. They felt special. They felt special wearing uh wearing the the DGE. They felt very special.
s, s
Mike: And that actually was right around when the whole George Floyd happened. That was in 2020, actually
2021 when it was s, s
Mike: like a bunch of stuff happening and they felt that everybody like, you know, kind of like accept them, you
know, everybody like s, s
Mike: treated them so nicely here and and kept going. But what you said, I never thought about your discount.
No, I never did it. s, s
Mike: Everything came after everything starts coming after. s, s So can I ask then DECA have you ever
approached another organization now kind of with this proof of concept like you s, s
Mike: have at your gym I’ve seen you have this kind of frame with so many patches s, s police departments
and EMS groups and first responders and fire departments in your area. I mean
Mike: this thing is is s, s loaded with patches of people that you’ve met and I’m sure served. So, are there any
examples now or has it always s, s
Mike: been, you know, born of, okay, I had this student, they’re with the department and they helped work it up,
or is there a way that you’ve maybe s, s
Mike: brought this program now to a new department that wasn’t aware of it? s, s No, no, I I never brought to
anyone usually know what happened. They contact me because they
Mike: talking about the police officers talking about and I’m always so s, s that’s one of the reasons why I got
so I have my school. It’s two floors, right? s, s
Mike: So, I have our match area downstairs where everything happen and we have a room upstairs which is
totally on their s, s
Mike: own and actually the police uses that all the time. So, they need to do their regular training everything.
So, they s, s
Mike: come in here and they do I ended up getting that room because of this relation. So, I know they need
something and they need to be like on the mats s, s
Mike: because like when they were doing all this training, it wasn’t really great. s, s And I set up this pretty nice
room that they can come and do all the training. s, s
Mike: They can have their shoes on and that’s why I have it. And now they use they use all the time and we
actually now so s, s
Mike: going back they they rent the space from me. So now the department, the town pays and everything. s, s
Mike: Right. Back to you. Yeah, if I’m not mistaken, I’ve even seen news articles about how there have been
suggestions s, s
Mike: because there are normal like physical education requirements for our officers. s, s And so there have
even been discussions about wholesale changing what normally had been like
Mike: boxing classes for officers to thinking about jiu-jitsu as s, s a way to satisfy that sort of like curriculum
requirement for them. now. s, s
Mike: So, it’s really woven into the infrastructure. So, then I have to ask this relationship happened so s, s
Mike: organically, which I love. If I had to put a pin on probably the theme of our whole conversation today, I
bet a lot of it will be like this. You don’t force a s, s
Mike: lot of partnerships. A lot of them end up emerging naturally. But I do want to put you in the hot seat a little
bit because you are also a pretty successful s, s
Mike: entrepreneur and business person. So, I think some of the I I know schools that s, s we work with and
serve want to partner withmies and law enforcement, but I think that they’re
Mike: worried sometimes that it will come off as just like a sales tactic. s, s Like they are perceived as just
wanting more members at the end of the day. So if I am a new school
Mike: looking to forge a s, s relationship with the folks, is that the playbook that you would recommend mostly
like start by sort of eating the cost s, s
Mike: and volunteering your time lead with the gratitude and the philanthropy to make it free first? I mean it
worked for you, s, s
Mike: but is that that’s the main way that you would do it if you had to do it all over again? 100%. You know
how I Mike? It’s funny. s, s
Mike: Uh I had it’s funny you say that because I was talking you know I have a project that I’m working on it and
my wife I was s, s
Mike: talking to her today and she’s like you know what that’s going to cost you’re going to you’re going to pay
for how long and I look I told you I told Annie s, s
Mike: it’s not cost it’s an investment. M so how I look everything the partnership that I did at the beginning so
that I s, s
Mike: had I was investing even not knowing what I was investing on it paid off at the end so I wouldn’t s, s
Mike: recommend yes I would what I wouldn’t recommend is do you have any police officer in your school
already s, s
Mike: yes I do okay I have one okay let me talk to this guy let me see how much involved he is s, s
Mike: and let’s say if he is if you have a, you know, again, I’m going to talk about jiu-jitsu, but you do have a
instructor s, s
Mike: that uh someone that trains at the school and he’s a blue belt. He’s a police officer. He’s a blue belt. Let’s
say I was very lucky that I had a black s, s
Mike: belt. But let’s say I have only a blue belt. I’m a new school. My police officer, it’s a blue belt. s, s
Mike: it. I do believe it is better a police officer teaching another police officer than a civilian. Why? They know
the s, s
Mike: language, they know the situation, they been on their shoes. So the way that they going to see stuff, it’s
way s, s
Mike: different than I see, right? So talk with that student and maybe tell him like, “Hey man, you pay I don’t
know how much you charge for the let’s say, hey, s, s
Mike: you pay me every month 200 bucks for your membership. I’m not going to charge you anymore. How do
you feel about to s, s
Mike: start once a week a free law enforcement class? I would have that’s what I would have do. I would have
instead of the s, s
Mike: seminars if you ask me d what you would change, I would have started the free class sooner. s, s
Mike: So much we see one or two free self-defense seminars exactly the way you started. Something about it
seems natural. a big turnout at the beginning, s, s
Mike: it started to fizzle out and your answer to that was to make it a regular protected class time because it’s
the only thing they can count on. s, s
Mike: When it’s just an episodic seminar every now and then, there is no, you know, planning really. There is
no structure s, s
Mike: or regimen. It’s on a Saturday and all of a sudden you wake up that Saturday morning and it’s pretty easy
to say no to because there’s no future obligations. s, s
Mike: I like it% and in that once a week class it happens this too maybe he can’t make that week he’ll make the
other week and s, s
Mike: don’t forget we talk about to um a long-term partnership so what happened s, s it’s your job which was
Johnny’s which my instructor Johnny was Johnny’s job to make his fellow
Mike: police officer falls in s, s love with the jitsu so when you do once a week when you do that class
constantly once a week the s, s
Mike: chances are higher that that police officer is going to fall in love. s, s Of course. Yeah. It takes
consistency to find the love of this sport. s, s
Mike: Consistency. Exactly. That’s what I I if I have to change, I would have started with the free class 100%.
But having a s, s
Mike: police officer teach the class. The beauty of this as well is that I’m also sensing one of the other benefits
of the way that Dade Deco is describing this s, s
Mike: type of partnership is that you also give quite a bit of like leadership and empowerment opportunity to
your students s, s
Mike: in this case. You’re not shouldering the burden entirely. I think in this example, you recognized there are
some knowledge gaps that I would have to when s, s
Mike: it comes to law enforcement or apprehending someone and so you wanted to put more of an expert in
the place to talk their language. But you’ve s, s
Mike: empowered them now to carry the program and to go out and champion it themselves. s, s
Mike: So I like I said, I knew we could talk about this partnership for a very long time. It’s one of the ones that I
think has the some of the biggest efficacy at s, s
Mike: your academy, but I wanted to shift to another another big bastion of we know like communitybased
partnerships. The s, s
Mike: law enforcement side is one, but I see you actually do quite a few different engagements with schools as
well in the s, s
Mike: area. So, I saw some like the charter public schools around Southore. You have done engagements with
as well, sometimes s, s
Mike: connected to police departments and law enforcement, but sometimes separate. I see the model is very
similar. Could you s, s
Mike: talk about this a little bit? I have so manymies that I work with, all different types of martial arts that want
to be involved in the schools to be able to s, s
Mike: help either get more kids or to share their knowledge or to increase the physical fitness of their
Dedeco: community. So, talk to me about this a little bit. How did you start partnering with educators? s, s I
love it. So, that guess where that comes from? s, s
Dedeco: Law enforcement. So, again, again, see what I’m talking about how everything gets connected. So,
yep. s, s
Dedeco: Uh, the PT the P PT teacher for the charter school in a town here in Norwell s, s
Dedeco: contacted one of our police officers, Brian, about maybe starting jiu-jitsu for the girls at high school,
girls at s, s
Mike: her school that were going to college to learn self-defense was only for girls, right? Yep. s, s So, I loed
the idea. They didn’t have a mat. I provided the mats. Yeah. s, s
Mike: So I bought the mats for them. Again, talk about the investment. I made their life easier instead of harder,
s, s
Mike: right? So what I did is I bought I bought the mats and we started this partnership. But again, we are
talking about high school girls. s, s
Mike: So who should we teach them? Yeah. A women. s, s So I have one of my instructor, she start with me
very young. Janelle, she’s a brown belt. I said, Janelle, I going s, s
Mike: to teach you the program, but you’re going to teach them. s, s So far has been three years. Every three
months they renew and Janelle now actually works in the school system. s, s
Mike: Yeah. s, s So after that because the word spread out we got a contact from another school hingam s, s
Mike: in our area and now we are in we are also in hinga but now we are teaching kids from Mike I don’t
remember the age s, s
Mike: it’s I think it’s 9 to3 and we are teaching at two different schools once a s, s
Mike: week and again I got one of my instructors one of the instructor here that he teach kids on that age and I
s, s
Mike: said do you want to take over he’s like yes same thing now he’s there he teach twice a week we are
going now for I s, s
Mike: think nine months of partnership and that idea was only three months both of them short term s, s
Mike: it work so well short term but I don’t believe in short term I I don’t believe on the short money sometimes I
going to s, s
Mike: make a little less but I know I going to make for a long time. So I’m that type of person the way that I think
and I try s, s
Mike: to make easy. I ask do you guys have meds? No I have. I’ll put for you guys. s, s So that’s the way that
like the the investment. It’s not the cost. It’s the investment. s, s
Mike: And by the way I don’t take one piece. All the money go to my both instructors. s, I don’t get paid. But
guess what happened? those kids we probably have now maybe couple of them
Mike: that train with us on the regular basis on our school. s, s So the whole idea is the community the
partnership but at the end of the day the instructors if they do a good job s, s
Mike: they going to draw those kids to our school and that’s when I make money. s, s
Mike: I think because it it’s a natural question for folks to ask. Okay, they’ve sat with us so long and they think
like, s, s
Mike: oh, it must have been easy for, you know, Dco, this successful entrepreneur to just invest and invest and
give back to people and all this free time. s, s
Mike: No, but you know, it of course not, you know, like really the reality of it is is not. And you didn’t start with
over s, s
Mike: 500 students and all these people. It started much much smaller in a smaller area. It starts with four. just
to just s, s to remind everyone where we really begin here. s
Dedeco: So, this one I love it. It leads me into a question then because I’m wondering you said something I
love. You’re very s, s
Dedeco: similar to me. I’m a long long-term thinker. It’s something that you won’t even see in like in my
industry. You don’t see in technology very often. s, s
Dedeco: Everything is short and the new thing is coming tomorrow and the next shiny object and you better be
aware of what AI can do and all this, you know, s, s
Mike: happens all the time. So how did Deco do you evaluate these sort of partnerships? s, s There has there
is some sort of formula in your mind you know there is a level of trust and
Mike: confidence that I get the s, s sense that you know eventually it will come back to you and your school
eventually I’m on the right you know sort of path s, s
Mike: but is there something is it just innate gut wisdom what is it to help you know s, s
Mike: that you’re on the right track how did you develop that skill because it can be disheartening right you start
this s, s
Mike: seminar three people show up and some of us that are short-term thinkers are guilty of, you know, scrap
the program, it’s over, the sky is falling. s, s
Mike: You doubled down in situations like that where it wasn’t there. So, if I can get inside your brain a little bit.
s, s
Mike: How what is that compass that tells you this is the right thing to do. Let’s go further. s, s
Mike: Okay. So, Mike, you know, I got so many nos too that I didn’t Yeah. But but it’s but it’s it’s so what s, s
Mike: what happens is and number one I love the challenge. I love to see stuff start s, s from zero. That’s what
excites me. The zero like nothing. That’s what excites s, s
Mike: me so much. So much. And I I don’t like to get comfortable. I don’t like to get comfortable. So I’m trying
switch. s, s
Mike: Right. But what to what I mean too is every time I do it it’s like number one s, s
Mike: I know I have to do a I have to do the best that I can to make these people coming back like it’s like a
student when you what a student I want to keep s, s
Mike: that guy as long as I can if I want to keep him from his white belt to his black belt right so what what I do
if any scene that’s s, s
Mike: not working well if any see that something is going wrong I ask you questions. I come and to the maybe I
would go to the PT PT teacher and say, s, s
Mike: “Hey, why is that not going well? Is there anything I should change? Are they not liking the program? Are
they not liking the talk?” Because it’s funny. s, s
Mike: Oh, another thing that I did just came to my head now when we did when we started the program with
the shutter school, right? s, s
Mike: They were all coming and remember they all girls. They were all coming with the regular clothes and I
noticed all of s, s
Mike: them always moving and they were worry about what they were wearing because you know that age
they want to look cool, s, s
Mike: they want to look this. So what I did I made rash guards for them with the school logo. s, s
Mike: So all the girls were wearing the same shirt. So they all look the same. They didn’t have to cool. So was
the unit and helped me so s, s
Mike: much. So those are one of the little details that I’m like if I don’t change that it’s not going to work. s, s
Mike: Yeah, I need to do something. And then I made the rash guards and actually they were all like oh my
Dedeco: god I love it because now they all look the same. We said hey we want a yoga pants and rash guards.
s, s
Dedeco: That’s it. So y talking about that stuff I think like you gota pay attention you gota be careful. You get
you got to until the s, s
Mike: thing turns on. You got to keep your eye on and and that’s what that’s what I do and and also go by
feeling you know I look s, s and I said I think this is going to work. s, s
Mike: Is there a specific moment that you feel like it you know it it turns on you know because it’s not monetary
for you all
Mike: s, the time. Is it just an amount of participation or is it really because I’ve been a part of you know maybe
even like seminars are a good example where s, s
Mike: all of a sudden it just clicks. It feels like you can almost feel it’s palatable that people’s attention is
focused and s, s
Mike: it seems like people are having fun and it’s hard to gauge learning outcomes in what we do but it you
start to be able s, s
Mike: to get a sense that it’s setting in. Are those the barometers that you’ll kind of look for? Those are the
measuring points to know like this has taken hold that this will last.
Mike: s, s Yeah. Yeah. It’s exactly that. It’s exactly that. I once I get the feeling once I know and and how I for
example this is right. s, s Yep. s, s
Mike: He said hey we every three months we do something new and when he said that I’m like not with s, s
Mike: us. Uh oh. Yeah. Yeah. That was what triggers me when he said, “Oh, every three months we switch.”
I’m like, s, s
Mike: “Okay.” So that’s my challenge. Now you’re not going you’re not going to do anything after us like we
going to come s, s
Mike: back and then again I build the program the instructor and everything and everything and working it. So
that’s the s, s
Mike: type of stuff that I I I even knowing that he’s already told me with something some that was a no, right? If
you look s, s
Mike: that was a no because he’s already said listen we are only doing this for three months. Yep. But in my
mind I said no we are not. s, s
Mike: We’re going to change that. I going to change the way that you see and the way that you think. s, s
Mike: So that’s the challenge that I’m talking about. What what would I do? Oh it’s only three months. Okay. I’m
going to charge him as much as I can and I’m not coming back. s, s Yeah.
Mike: s, s I did the office. talk about some types of community partnerships. Police and first responders and
EMS, schools is another s, s
Mike: one I think is incredibly admirable and you’ve shown a a pathwork of how to turn one into two by doing
one type of s, s partnership, right? It opened up some doors for you. s, s
Mike: I wonder in almost a totally different vein as I know we start to wind down a little bit more. One of the
things that academy owners oftentimes think about, s, s
Mike: you know, we we view our competition usually in like two different areas in my mind. There are folks that
view other s, s
Mike: martial arts schools in their area as their competition. And then there are also what I sometimes more
accurately s, s
Mike: identify as the competition which are oftentimes like other team sports and other obligations that kids will
get s, s
Mike: into that just because time is finite and sometimes it’s hard to be able to do both. So I you could bring so
much s, s
Mike: perspective to this, but are there any examples of partnerships or bridge building for you across other
martial s, s
Mike: arts schools in your area or just other you maybe like sports or other activities that you know that people
in s, s
Mike: the community are participating in? Does anything come to mind with either those two levels of
partnerships to Deco? So I s, s
Mike: do have I don’t have partnerships like with other martial arts school, nothing like that. I’m very good
friends with s, s
Mike: people that have schools around me. I get along, we talk, we we we Oh my god, we have a you know I
see it’s it’s like s, s
Mike: so like this. I have a I have a a friend of mine owns a school here. He owns a bunch of schools here and
he has an unbelievable program s, s
Mike: with optism. It does unbelievable program. Unbelievable from a person. Right. s, s
Mike: So I called him and I said I could stay quiet. I could try to do myself. I could say you know what I’m going
to do this. s, s
Mike: But you know he does so well and he does I think he does better than anyone’s going to do it. Honestly I
think he’s the best in what he’s doing. And what I
Mike: s, did I called him. I said hey man how can I help you? How can I help you to get this program? s, s
Mike: And again I might send students to his school but how why that’s community work we are help each
other and I said hey I s, s
Mike: actually I want to get a involved in that I want to make start making a special gift for your program that we
s, s
Mike: can try to raise some money and but so talk about that but on the other hand so talk about my
competition you know it’s something that he has that value in this s, s
Mike: community I can help someone I can maybe we can change the life of someone right so on the other
hand I do have a s, s
Mike: partnership with like uh strength and condition schools like I have a one school upstairs is s, s
Mike: right upstairs of us and they have a trainer there that she’s amazing I see her every every week about
something I s, s
Mike: have and we started we started this partnership so basic so basic you know and And and s, s
Mike: again it’s me talking saying hey she’s really good she’s really good moving forward now she treats I don’t
even know s, s
Mike: how many of my students and they giving them a little discount and we work s, s together and you know
now we are helping each other I you know what I think Mike the biggest thing
Mike: in a partnership is s, s goes both ways nice goes both ways you know sometimes we like So, how much
can I take out of this s, s
Mike: partnership? I don’t think that way. How much can I give to this partnership? s, s How much can I do to
help my partner? s, s
Mike: How much can I do? Because if you do well, you’re going to make money. s, s There is a important shift
in the psychology right there. It’s not that many of us got into martial arts
Mike: because s, s we are greedy or we think it’s an opportunity to make, you know, our own revenue. In fact,
there are probably a list of businesses that we would get s, s
Mike: into well before martial arts before we think about those being successful. s, s 100%. Yeah, of course.
But to lead with that type of cander, it’s how I’ve known you for the last 5
Mike: years to lead with that level of s, s generosity, to know that these good karmic things end up coming
back to you. s, s
Mike: Those are three different examples of ways that you’ve shown this. Police, schools, other gyms and
visitors to your area. This is not to mention other areas s, s
Mike: that I’ve seen you you do a lot with nonprofits. So, I wonder as we wind down here, like there are so
many in our s, s
Mike: space now. We know the blessing, the popularity of martial arts recently, in particular jiu-jitsu. It’s on
Mike: the rise, right? It’s potentially more popular maybe than it ever has been right now. s, s We’re in a
amazing bubble moment. s, s
Mike: there’s a new organization claiming to help and to do their mission wherever every week. So, I wonder if
I could help s
Mike: you know get your decision calculus here. How do you end up finding the ones that you know you want
to pour your investment into? Like you do amazing s, s
Mike: work with some friends of ours at both Weedify, I know my friend Cage is here, and Tap Cancer Out.
You’ve donated s, s
Mike: almost a quarter of a million dollars to to have cancer out over the partnership you’ve done here. Those
are ones that it took time for us to be able to find out s, s
Mike: were amazing. But how do you know with all of the different information out there? Is there a way that
you will find which ones are reputable, which ones are s, s
Mike: worth your time and effort, especially for those owners that say they’re too busy? s, s
Mike: So, I I waited. I kept the eye on them, you know. I tried to understand what their mission was. I had took
my time. I s, s
Mike: before I jump in something, I do I mean I don’t take forever, but I I take my time and s, s
Mike: I listen to the people that I trust the most, my students. So my students were telling me for example
cancer they were s, s
Mike: talking for month like years and I’m like man let my eye on it and then I start slowly get involved but s, s
Mike: when I get involved it I don’t get involved right away like show up putting my name there I go very behind
the s, s
Mike: scenes and I tell them hey I don’t want my name involve it I just want to see how you doing I’m here to
help you but s, s
Mike: once I see It’s a you know it’s it’s it’s they doing a good thing they really we can trust them. I start like
really s, s
Mike: talking about and I start getting 100% involved in so it’s taking time taking time and ask people that you
trust what s, s that opinion are that’s usually what I do. s, s
Mike: I think there’s something there. It has been a theme throughout our hourlong conversation here today
that the decisions are not always solely up to s, s
Mike: you. You will always leverage it sounds like outside perspectives. You lean on your students quite a bit.
The people s, s
Mike: that put their trust in you because they know the caliber of teaching and the values that you have. You
use them as a s, s
Mike: mirror to decide if this is a good partnership to go down. If it gets people excited, that’s your litmus test
almost so to speak. s, s
Mike: Yes. Yes. Yes. people that know I’m I’m very so when I want to get involved with something Mike I call
someone to ask I s, s
Mike: always call I don’t I I usually if I’m watching something I’m like man I really like what these guys are doing
I’m going to call someone that know them I’m going s, s
Mike: to say hey I saw you you know we involved with that tell me a little bit more about it tell me a little bit
more s, s
Dedeco: about them and what do you think and and that’s how usually I go that’s usually how I go. s, s
Dedeco: Some of the best leaders I think I’ve ever worked with in my life ask that question more than anything
Mike: I’ve ever heard. What do you think? They turn it right back around and they’ll get that opinion. s I love
that. DO, I know we’re closing. s, s
Mike: You are about to go teach class and I I don’t want to hold us up from it. I’m excited. I know how
Mike: important those moments. The last thing I want to do is pull you away from your students. s, s
Mike: Remember, anyone who might have a last minute question here as well, feel free use the chat if
Mike: there’s someone we covered. I wanted to ask you maybe one last thing here today. I’m a big fan of s, s
Mike: these like uh what I call like takeaways or sort of like grabbags to try to be pretty actionable. s, s So, if
you had to give one piece of tangible advice, there are school owners
Mike: s, s on the call with us today. There will be hundreds of school owners that will watch this recording after.
Is there one s, s
Mike: simple partnership idea that you would like to share with other martial arts owners to help them grow the
sport that you and I love? s, s I think I said the police. s, s
Mike: I think it’s more and more needed and and I think they are figuring that out more and more and more and
more. It’s s, s
Mike: definitely the police. Get a relationship with the police in your town. A student, someone get a s, s
Mike: relationship involved. Maybe if the police is doing something, try to sponsor, try to go there, try to meet s,
s
Mike: them. I 100% the police. I think getting into a relation with police, uh, with s, s
Mike: firefighters, first responders, it’s a little easier than schools. Like I think I would go with the police 100%.
100%. s, s
Mike: I I agree and we know right now I would end up saying that the time the need for that is probably higher
than it has ever s, s
Mike: been. The relationships with the police and civilians and those I mean all of those that it makes a ton of
sense to me. I would add maybe one other thing. s, s
Mike: It’s the start of our conversation. This came from you, but you the very first piece of advice I think that
you gave s, s
Mike: back to folks is to start by doing an assessment of your current members to know where they’re at, what
they do, and s, s
Mike: what they care about, what they might already be involved in. And I think it was surprising how many of
the partnerships that you have built over s, s
Mike: the years have come from natural, organic relationships with people that were willingly paying you for
jiu-jitsu. s, s
Mike: But a lot of folks never thought to ask that much further. You know, what do you do for your life? What
are the boards that you’re a part of? What are their s, s
Mike: So, I love this as a piece of advice. In your case, it just turned out to be that there was a big need for
Mike: a lot of police officers that were already training with you, already needed it. s, s Yeah. s, s
Mike: So, Jacko, thank you so much. And I I I could talk with you, I think, for hours and hours. I always know
this part. It’s always hard to be able to contain the s, s
Mike: conversation, but I really hope there’s some sincere value for the owners here today to get to listen to
someone like you who was built with it, who was led :00 1 hour
Mike: with generosity and philanthropy and care for their community, shown the ways that long-term
investments can turn back :07 1 hour, s
Mike: around and help benefit their school. It builds up a brand and credibility like yours that is so strong now
that, you :15 1 hour, s
Mike: know, the the name is really recognizable. So, I can’t say thank you enough for the time here today, for
the :23 1 hour, s
Mike: partnership that we have and are continuing to build here together. You always know obviously anything
you need from me, pick up the phone and call. And :30 1 hour, s
Mike: uh I I just wanted to reiterate again, thank you for the time away here today to be able to help showcase
some of the things you’ve built over the years. :37 1 hour, s
Mike: Thank you, Mike. Thank you so much. You guys are great. You know, our conversations, you guys are
Mike: great. But first, I want to thank you everyone that watched, guys. Thank you for take your :46 1 hour, s
Mike: time. Thank you. I hope I hope I could help you guys a little bit. And if you guys have any questions,
Mike, feel free :54 1 hour, s
Mike: to give me my email, whatever I can help. And it was pretty cool to see actually one of my students here.
He opened his own school, Francois. I’ve :02
Mike: 1 hour, just see him here. What an unbelievable guy. He’s doing good, too. He does a lot of for his
Dedeco: community. He’s doing a great job, too. So, thank you very much, you guys. I really love it. I
appreciate it. :13 1 hour, Thank you very much. :14
Dedeco: 1 hour, Lad by example. Thank you everyone for your participation here today. Obviously recording
getting
Dedeco: sent out later. I’ll be careful about sharing to Deco’s direct email address, but any questions :22
Dedeco: 1 hour, you ever have about this type of community partnership, know that Kicksite is a resource and
we try
Dedeco: to bring the best here to be able to help share some of that knowledge. Have a :31 1 hour, fantastic
class and I will I’ll plan to talk to you here soon. :35
Dedeco: 1 hour, Thank you very much, Mike. I appreciate everyone. Thank you. Bye-bye. Be well, sir.