What Stinks?

“Excuse me, can you please tell me if I stink?” Believe it or not, I’ve said this more in the last few days than I have in my entire life…


Let me explain – at 12:30am on Wednesday night, I was taking my dog Casey out before we went to bed and he had an “encounter” with a skunk. As the great dog owner I am, I managed to walk directly into the spray myself in order to get my dog. To make matters worse, I brought him inside to clean him up (big no-no for those of you who have this experience in the future!) and managed to stink the rest of our house up. Dr. Robyn and I then proceeded to scrub Casey (unknowingly, spreading the skunk stench all over the dog and our master bathroom!) for the next hour or so.

Let’s just say that now I know what Hell smells like. I wasn’t sure how bad it was until I was walking down the baking aisle in our local supermarket (I had to buy baking soda to remove some stink), when I heard a young girl scream, “Mommy, What STINKS?” It got even better when her mom bent down, whispered in her ear, then pointed at ME! Ouch!

Understand that Dr. Robyn and I are both super-sensitive to smell…especially nasty ones. We’ve done as much as humanly possible to improve the “air quality” in our house…we’ve scrubbed every inch of our house, sprayed bottles and bottles of Fabreeze, thrown out anything that’s unsalvageable, done 25 loads of laundry, and I’m convinced that we are personally putting our dry cleaners kids through college. But still…we keep asking people, “Do I stink?” because we’re unable to even smell it anymore as we’ve become used to it!

This really got me thinking…what have you gotten used to in your business? Anything that stinks? Some of my personal coaching clients have shared with me that before we started working together, they got used to:

  • Low new enrollment numbers
  • High Quit Ratios / Lousy Student Retention
  • Cruddy Marketing Strategy (or a complete lack thereof)
  • Unprofessional or Disrespectful Staff Members
  • Disrespectful Clients
  • Negative Mindsets and Attitudes

Obviously, to get rid of some of these STINKERS, it usually takes Massive Action. The problem I’ve seen however, is that most people get completely overwhelmed by the need for Massive Action…SO…here’s a suggestion that I got from my coach that works well for me and actually accumulates into Success!

What is the smallest and easiest action you can take RIGHT NOW to move you closer to your goal? Do it right now. Then once you’re done, ask yourself the same question and again, do it right now. What you’ll find is that by staying in constant motion and implementing small improvements on a consistent and regular basis, you’ll get rid of the STINKERS and find the success you deserve!

In the next few weeks, I’m going to share some information with you about an opportunity I’ve created to help you achieve this very success. Stay tuned!

Gotta go shower…again!

Jason M. Silverman

P.S. If you haven’t yet taken advantage of Dr. Robyn’s new Power Moment – YOU ARE MAKING A MISTAKE! Sign up for FREE by clicking here!

New Resource Announced Today from Dr. Robyn Silverman!

Greetings All~

I am thrilled to invite you to take advantage of a brand new Free Audio Coaching Newsletter with Dr. Robyn Silverman…each and every week!


This newsletter is designed to help you and your staff become more effective at what you do and the best part about it…it’s free. Dr. Robyn wants to see more schools succeeding and feels that this information will be helpful to everyone.

The website just went live and I’d be honored to have you onboard – check out the site:

The Power Moment

Sign up and you’ll receive the very first episode immediately in your inbox!

Again, check out The Power Moment right now!

You’re gonna love it!
Best regards,

Jason M. Silverman
POWerful Words Character Development

*** Here’s some feedback from one of our brand new Power Moment Subscribers:

“Hi  Dr. Robyn!

I’m going to start using the Power Moment Accountability Sheet to keep me on track.  I will start this afternoon and I’ll know it’s complete when I see the papers on my desk bulletin board with the first one marked COMPLETE!  I will also use a similar form with students that could use an extra help with accountability.

Great program – You Rock!


A Raving Fan”

P.S. Would you mind forwarding this site to anyone who
owns a school that would like to achieve more success?

How I saved time, effort and money today…

money pile

OK – I’ve gotta share this with you as I am really excited. Those of you who know me, know that I am forever on the search for systems that will make running our businesses easier and more profitable. Well…tonight, I just took advantage of one of these types of systems.

Most school owners have some form of financial systems in place to record all of their accounting / book keeping needs. I always did. For years, I’ve been using Intuit’s Quickbooks Software – if memory serves me correctly, I think I bought Quickbooks 98 way back when and have been using their software ever since. It’s pretty easy, and most importantly, my accountant has always been able to come to my office once per month to close our books the right way using it.

This was all well and good…HOWEVER, I no longer have a physical “OFFICE” anymore! Once we sold our martial arts school, my office became our house (actually, most days I can be found at our public library in one of the study rooms – it’s perfect…if I could just convince the librarians to allow me to set up a coffee maker, it would be perfect!) and in order for my accountant to close our books, I had to burn the file to a cd and either send it to her or deliver it to her – during the time she was working on it however, I was unable to use my accounting software! This was clearly a problem. So…

After doing just a little bit of research, I’ve decided to take advantage of Quickbooks Online Edition and I have to tell you, that it’s worth looking into for everybody. Here are the reasons I like it:

  1. I have access to my financials from anyplace I can log on to the internet
  2. My accountant can login from her office without needing ANYTHING from me!
  3. I just linked my online banking to this program and now all of my transactions (that I used to pay my accountant to enter for me) are automatically input FOR FREE! (well, I do pay a monthly fee for the whole service…but it’s a lot less than I paid my accountant to enter this stuff for me!)
  4. I just linked my credit card to this program and now all of my purchases are automatically input for FREE as well – one of my least favorite things to do is enter my credit card statement into Quickbooks – so this is especially cool!

So why I am writing about this on a blog? Good question! I am convinced that most business owners are usually so busy working in their businesses, that they rarely, if ever, take the time to “find a better tool” that will save them time, effort, and money. My friends, this is that kind of tool.

Click here to Check Out This Software!

I hope you find it as helpful as I did!

Massive Success!

Jason M. Silverman

What’s Your Strategic Objective?

Greetings All~

Well, it’s winter in Massachusetts.  Cold, snowy, with winds that make it look like I’m flying my dog like a kite when I take him out for a walk.  Boy oh boy – can’t wait for the spring…in fact, I’ve been dreaming about the warmer weather, the longer sunlight, and generally happier people!

Speaking of dreaming – today, during my Best Year Ever Intensive Coaching Tele-Course, I spent a great deal of time talking about and explaining the value of dreaming a Vivid Vision about our businesses.  The business school guy inside me has a problem with the “vivid vision” term, so allow me to use the proper verbage…a Strategic Objective.

As I said today, a strategic objective is primarily your master plan of what your school will look like when it’s “COMPLETE”.

Now, why is this important?  Well, for the same reason that you wouldn’t go on a long road trip without first planning out your course.  Your strategic objective becomes your Roadmap to Success.  It’s imperative that you are as detailed as possible – close your eyes and envision your perfect school…what does it look like, what does it sound like, what does it smell like, how many students are actively training, how much revenue does it produce on a daily, weekly, monthly, and annual basis, how many locations do you own, how many staff members do you have, what do they look like, act like, sound like, and wear?  Are ya gettting the picture here?

Tell ya what, I’d love to read your Strategic Objective after you’ve written it – let’s make a contest out of this!  Whoever sends me the most complete Vivid Vision or Strategic Objective will get a VERY SPECIAL PRIZE from yours truly!  Don’t wait – I will make my decision on February 20th…so you’ve got 9 days to get writing!  Once your done, e-mail me directly or fax me at 877-769-3799.

Everybody should take the time to do this – your business will thank you!

warm regards,

Jason M. Silverman

Incorporating Previously Inactive Adults into our Classes**

**A version of this article will be published on a Powerful Words blog for parents at your schools. Stay tuned for more details.

My way of looking at adult exercise and adult physical potential has been completely turned around over the last 2 years. That’s because of Grace. She’s amazing. You will probably hear me talking about her a lot. She can drop into a full split and rest her head right down on the floor. Over the last 2 years she has helped me to become a lot more flexible. Oh—and did I mention, she’s 86 years old?

I am currently writing an article for a magazine on body image and activity as you get older. Many people, as they get older, become more inactive. While that’s normal, it doesn’t need to be the end of all physical activity. Grace certainly teaches us that.Since it’s January and the Powerful Word of the Month is Health, perhaps this issue has been brought up in some of your adult classes during your Health POWerChats. You may have approached a few adults and parents about getting involved in your adult classes. Some of you even got some new students! Others may have received the answer, “I couldn’t do that.”


We need to help parents and grandparents of our students understand that:


(1) Movements can be modified: While they may not be able to do everything a young person can do right away (especially if they haven’t been active in a while or they have injuries that prevent them from going “full-out”), they can do modified postures, stretches, and skills in each one of our disciplines. As an instructor, you can help them understand how to modify skills so that they work best for them. If you are unsure of how to modify positions and skills for adults who have some limitations, be sure to talk to someone who is experienced in this area of hire a coach so that you can come up with a plan together.

(2) Expectations are set according to an individual’s personal best: They don’t need to look like an Olympian! We want each one of our students to reach their own personal best at this time in their lives. That means; (1) They shouldn’t compare themselves to anyone else and (2) They shouldn’t compare themselves to what they once were able to do.

(3) It’s about being healthy: As we get older, some of our muscles get tighter as our lifestyle and work support a more sedentary lifestyle. We need to help adults relish being able to move their bodies, feel good, and work well. Physical exercise can help adults of all ages increase balance, flexibility, strength and endurance. Staying physically active and exercising regularly can also help adults to prevent or delay some diseases and disabilities as people grow older and even help improve health for older people who already have diseases and disabilities!

(4) Nobody’s looking at you: You may have already come to the conclusion in life that people are mostly focused on themselves. They don’t care much about what you’re doing or what you look like. But as you get older, it can feel embarrassing when you’re not able to keep up with the Britney Spears crowd. Some adults feel that people will talk about them if they can’t “do it all” and that they will be in danger of “Making a fool out of themselves.” We need to help adults feel comfortable and that nobody is actually looking at them. They’re too busy wondering how they can make themselves the best that they can be to worry about anyone else!

The most important thing we can do for adults is help them to begin somewhere. What a great example they’ll set for the younger crowd about how the quality of life can be maintained throughout adulthood! After a few years, they’ll likely feel younger and healthier than they have in years!

Sometimes, ya gotta have help!

Happy Wednesday!

When running your school, and doing everything that needs to be done…Have you ever worn so many hats that some of them started to fall off?

Last night, I was struggling to finalize the February 2008 POWerful Words Newsletter for all of our Martial Arts, Gymnastics, Dance, Cheer, and Swim schools when I hit the wall. I’d been working so long on the project that I couldn’t see if there were any glaring errors – be they spelling, grammar, or just plain goofiness. So I did what I teach my clients to do – I asked for help!

Lucky for me, I am NOT one of those people that has a crummy relationship with his mother in law…in actuality, it’s quite the opposite. Joanie (Dr. Robyn’s mom) has always been one of my biggest supporters, most helpful editors, and, I’m honored to say, dearest friends. So at 11pm last night, I e-mailed her the final draft and asked her to take a look with fresh eyes and whip out her red pen 🙂 Within 30 minutes she replied back with some VERY IMPORTANT enhancements that needed to be made. It was awesome.

jmomr_resize.jpg momrobynpr3_resize2.jpg

Now that I’ve written this, I realize that there are a number of take-aways for you to benefit from :

  1. Ask for help. You can’t (and shouldn’t) do it all yourself.
  2. More often than not, help is yours for the asking – MAKE SURE YOU ASK!
  3. The more people you allow to help you, the stronger your business will become (if of course they have your best interest in mind)
  4. Don’t believe the hype that all Mother in Laws are cranky, ornery and obnoxious (mine isn’t!)

*** Completely unrelated point here…feel free to comment on any of the blog posts you see here (just click on the comments field or on the name of the post!)

Have a fantastic Day folks!

Jason M. Silverman

Offering More than just the physical helps to Enroll More Students!

Happy Sunday All~

We woke up to a “winter wonderland” here in Massachusetts this morning!  As much as I don’t enjoy having to shovel the white stuff – I really love how beautiful it is to gaze out our window (with a warm cup of hot chocolate) and look as our neighborhood is blanketed in snow.

We received a fantastic Success Story e-mail from Mr. Perry Bateson, one of our superstar clients in British Columbia, Canada  regarding a Buddy Week Campaign that he linked to the POWerful Word of the Month for January 2008 – Health!

“Hello Dr. Robyn and Jason, —  Update on our health buddy week. We felt it was a huge success. We had 54 buddies in the school over the week (this is no repeats). We had 3 sign up on the spot and anticipate up to 10 more next week. The bigger picture is how many of these buddies will sign up throught the year. We got every ones name and we will track it over the year. It was a neat idea to tie it into the POWerful word. We received lots of comments about teaching more than Martial Arts.”

Now, from a business perspective, I look at this as an ENORMOUS SUCCESS.  Let’s just say that Mr. Bateson has an annual student value of $1,500…then due to this event that brought great energy and interest into his school – he’ll see at the very least a $4,500 return!  That’s before the other 10 students wind up enrolling this week.  In addition, it’s also before the three students that enrolled wind up referring more of their friends to join as well!  Congratulations Mr. Bateson – You Rock!

One of the gems that only the smartest school owners will pick up on here is that Mr. Bateson and his staff took an “old” idea – the buddy week – and supercharged it by relating it to his POWerful Words Program.  By doing this, it showed the prospective students (and their parents) that this school is DIFFERENT – while others are talking about how they teach character, Mr. Bateson and his staff PROVED IT.  This is a wonderful lesson – POWerful Words clients have an amazing tool at their fingertips…all ya gotta do is use it and you’ll see the rewards you’re looking for!

Have a fantastic weekend!

Jason M. Silverman

Marketing with a “theme” for School Growth

Greetings All~

Did ya ever notice that it’s always easier to match your marketing up with some form of holiday or celebration?  I like to think of this as adding a “theme” to your marketing structure.

So…as is our goal with this blog, here are some of the many holidays/themes you can base your marketing around for this year:

January – Week 1 – New Years

January – Weeks 2-3 – Martin Luther King Day

February – Week 1 – Valentine’s Day

February – Weeks 1-2 – President’s Day

March – Weeks 1-3 – St. Patrick’s Day

April – Week 1 – April Fool’s Day

April – Weeks 1-3 – Easter

May – Weeks 1-4 – Mother’s Day

May – Week 4 – Memorial Day

June – Weeks 1-4 – Father’s Day

June – Weeks 3-4 – End of School Year

July – Week 1 – Fourth of July (for those of us in the USA)

August – Weeks 1-4 – Back to School Preperation

September – Week 1 – Labor Day

September – Weeks 4-5 – Rosh Hashanah / Yom Kippur

October – Week 2 – Columbus Day

October – Week 1-4 – Halloween

November – Week 1 – Election Day

November – Week 2 – Veteran’s Day

November – Weeks 1-4 – Thanksgiving

December – Weeks 1-4 – Christmas, Hannukah, and Kwanza

December  – Weeks 3-4 – New Year’s Eve

*** Obviously – as a POWerful Words Client – you can and SHOULD always attach the POWerful Word of the month to your Marketing Campaign.  Many of our clients see Massive Success by doing just that.

Remember, February 2008 is Self Discipline Month – by focusing all of your activities around that central concept, you’ll see a ton of new, interested clients knocking at your door…don’t keep it a secret – you’ve got amazing wisdom to share with your clients…now go ahead and do it!

Please take a quick moment to pick one or two of the themes above and post a comment here about how you intend to implement them into this year’s marketing campaign.

Massive Success!

Jason M. Silverman

The King of the UpSell…(my trip to Men’s Wearhouse)

Greetings Folks – so I’ve got an interesting story for you today. My good friend Rob’s wedding is tomorrow (congrats Rob!) and I realized that it’s been quite a while since I’ve worn a suit (working at home will do that to you!). After examining everything in my closet, I knew that I had to bite the bullet and buy myself a new suit. I’ve got plenty of shirts, ties, socks, shoes, etc….I just needed a suit.

I’ve been hearing the Men’s Wearhouse commercials on TV for a while now, so I hopped in my car and paid them a visit. What happened was really amazing…and quite a lesson for everybody reading this.

I walked in and was quickly greeted by Arthur. He took my coat and hung it up for me. I said, “Arthur, I’ve got a wedding tomorrow and I need a new suit – can you help me and have it ready by tomorrow afternoon?” “No problem” he said.

He patiently showed me a ton of different suits in various price ranges while genuinely complimenting me on how each of them looked. I’ll admit it, I enjoyed it – it wasn’t too much or too salesee – it was just…nice.

Before I went into the changing room to try on the first suit, Arthur sat me down to measure my feet. He did this so he could put me into a new pair of shoes (so I’d see how the suit looked in dress shoes). They were very comfortable shoes and looked great.

Next, I went in and tried each of the suits on and decided on a great grey pinstripe. The tailor came over and marked it up so he could get to work. As I was standing there, looking at myself in the mirror, Arthur came over and asked me to try on an Overcoat…since it’s been about 20 degrees out. Wow…that coat looked great! Had I not recently bought a new overcoat, I would have taken it!

Then even more magic happened – Arthur brought me over to show me the “portfolios” he put together for me – inclusive of tie, socks, shirts, belts, etc. This was just too easy – all I had to do was say “I like that, I’ll take it!” and I’d have a great new wardrobe.

When all was said and done, I bought a new suit, a new pair of shoes, a belt, and a tie.

So, what’s the lesson in all this?

Did you ever wonder why our most successful POWerful Words clients always invest in all of the little extras that we offer them? Our overachievers invest in banners for their schools, postcards for their clients, DVD’s of Dr. Robyn’s Presentations for Staff Development, Answering Machine Scripts, etc, etc. because they see that each of the additional pieces ADDS to the experience that their clients enjoy by being a member of their school! (by the way, if you’d like to take advantage of any of OUR extra goodies and services – please drop me an e-mail immediately!)

Most of us NEVER go out of our way to help a client by presenting them with opportunities to buy things and services that will really help them and better their experience. What additional services and products can you sell your students or their parents that will make the experience of training at your school even better? This is an important lesson. Not to mention the fact that I spent a couple hundred dollars more than I had originally planned to invest in my suit purchase…and I’m happy about it.

If you’d like to experience (or you’d like your staff to experience) the right way to upsell – get in your car and head over to your local Mens Wearhouse immediately. I’m certainly glad I did…and by the way, I’ll be looking GREAT at the wedding tomorrow!

warm regards,

Jason M. Silverman

Building Your School Automatically – Growth for Schools, Studios and Gyms

During one of my marketing tele-coaching calls yesterday, one of my clients asked me the question, “Jason, if you could do JUST ONE THING to help grow your school without investing a lot of time, effort or money, what would it be?”

That’s an easy one – you’ve gotta put your lead generation onto autopilot. The least expensive and least painful way of doing this is by adding an autoresponder to your website. An auto-responder is a tool that will automatically build your e-mail list and then send consistent and timely e-mails to your clients and prospects for you. You do have to do some work…however, it’s minimal and it’s all in the setup!

Imagine this, an interested person goes to your site, enters their name and e-mail so they can get more info about your facility. Immediately they get an e-mail from you with some helpful information about your school and an irresistible offer for them to take advantage of. Now here’s the cool part…depending upon how you set it up initially, that person will then continue to receive e-mails from you at timed intervals – say once per week. This is all done while you are focusing on other areas of your business…and your life!

If you haven’t already done so, implement this system TODAY! Also, please check out the links on the side of this blog that say “business resources” and “business tools” as I have found them all extremely helpful in growing our business(es).

Have a POWerful Day!

Jason M. Silverman