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1

People Want To Be Able To Enjoy Their Life - If You Can Show Them How, You Could Make Thousands - Or Even MILLIONS Of Dollars!

People are interested in as much enjoyment in their life as possible. That enjoyment may come from hundreds of different sources. People want to live life to its fullest. They work hard and do the best they can, so why shouldn't they get some enjoyment in life?

People have a tendency not to think of themselves all the time, and do not consider what they want in life. But, if they do not stop to think about their feelings, who will? It is not being selfish to have things that will give a person some enjoyment! (Do you have a product, book, or item, that will put enjoyment in a person's life?)

'Blessed is he who has found his work; let him ask no other blessedness. He has a work, a life-purpose. . . Get your happiness out of your work or you will never know what real happiness is. . . Even in the meanest sorts of labor, the whole soul of a man is composed into a kind of real harmony the instant he sets himself to work.'

Thomas Carlyle

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2

Use Nonprofit Fundraising To Help You Gain Free Publicity!

Broadcasters have to have something that will interest those who watch or listen to them, and this is the big reason T.V. and radio stations must give FREE PUBLICITY to people like you! It's all about giving people what they want.

It would be extremely difficult to get free publicity through free public service announcements. However, if you set up a nonprofit charity function, you could tie in your product and receive indirect publicity.

If you can get your product or service sold for fundraising groups that are nonprofit, you have a good chance to get some free publicity. Why? Because radio and television stations have to give some free time to nonprofit community activities.

A few deals can even increase your profits by $250,000 - or more - a year! This is how indirect publicity can make you $250,000 a year! It's how to easily make many thousands of dollars every month sponsoring certain types of events!

'When we are afraid we ought not to occupy ourselves with endeavoring to prove that there is no danger, but in strengthening ourselves to go on in spite of the danger.'

Mark Rutherford

'Fear knocked at the door. Faith answered. And lo, no one was there.'

Anon.

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3

Five Ways You Can Use Optimism To Help You SUCCEED!

Here are five ways to stop living from paycheck to paycheck! Here is how to take your ideas and put them into a specific formula. These will help you transform your ideas into huge amounts of money:

1. Problem Focusing - Optimists are planners. They examine the situation, and then, as much as they can do something about it, try to resolve it.

Optimists take action sooner. They act quickly to prevent small work assignments from mushrooming into big overwhelming jobs. They break big problems down into smaller, more manageable problems. Optimists tend to formulate sub-goals or intermediate steps that will help them eventually reach their ultimate goal.

You can apply this step-by-step approach to any overwhelming commitment or obligation. If you plan to write a book, for example, the enormity of the project could be daunting, unless you say something like, "I can write five pages a day, so I can write a chapter a week," etc.

'Half the things that people do not succeed in are through fear of making the attempt.'

James Northcote

'We fear our highest possibility (as well as our lowest one). We are generally afraid to become that which we can glimpse in our most perfect moments.'

Abraham Maslow

2. Perseverance - Stimulated by positive emotions and past successes, optimists keep going when others might quit.

Problems often have unexpected repercussions, beyond the effects on morale or finances. Optimists have a certain amount of tunnel vision that keeps them focused on their goal.

3. Positive Solutions - People who think positively tend to emerge from difficult situations thinking:

• I have developed a greater trust in my judgments.
• I must modify my personal or career goals to more closely match my true interests, abilities, or values.
• I have gained confidence in my ability to handle other difficulties.
• I have discovered I can rely on others to help me get a job done.

These types of thoughts allow a person to feel that he/she has a chance to improve. There is much confidence and satisfaction to be gained from getting through a problem and being able to say, "I handled that pretty well."

4. Social Support - Optimists believe others can help. They tend to talk to others about a problem and follow pertinent advice.

5. Acceptance or Resignation - Optimists are realists. They seem to know instinctively when to charge forward and when to back off. When reason tells them a situation is out of their hands, they accept it and focus on situations they can control.

Instead of focusing on the cause of a problem, pessimists become preoccupied with anger, hurt, frustration, or other emotional distress. In short, they get upset and give up. This is why some people never make any money no matter how hard they try - and no matter what they do! They allow themselves to get overwhelmed. They let the negative energy shut them down before they even get started. Don't let this happen to you!

'The happiest person is the person who thinks the most interesting thoughts.'

William Lyon Phelps

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4

If You Can Prioritize Correctly, You Could Bring In More Money Than Ever Before!

Deadlines and commitments can very well be good things. Yes, pressure really can be a good thing! You have to set deadlines, and deadlines can be your best friend. They can force you to get projects done so you can get them out there making money for you sooner.

Getting ideas is not enough. Once they start flowing, the hardest part comes up. How do you prioritize them?

If you learn how to correctly prioritize your projects, you can get three times more done in less time - and make three times more money! Why? Because if you are properly prioritizing, you are actually saving yourself the effort that it takes to work on things in a chaotic order.

Once you know what's important and what's not, you can focus on the important and get those pertinent things out there quicker, which could very well make you more money faster - up to three times, or even more!

'Nothing interferes with my concentration. You could put on an orgy in my office and I wouldn’t look up. Well, maybe once.'

Isaac Asimov

'To be able to concentrate for a considerable time is essential to difficult achievement.'

Bertrand Russell

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5

How To Make Your Small-Time Operation Seem Like One Of The "Big Guys!"

Direct-Mail is one of the best mediums for doing this! If you run a small retail clothing store that is located down-town right next to that huge Dillards store, you are likely to lose some potential business because of the image that a big retail chain can project.

This isn't the case with direct-mail! This is good news for you if you are operating out of your home! It doesn't matter how big or small you are. All the customer has to judge you by is the quality of the direct-mail package you send them! This is why it is so important for you to put a lot of time and thought into your direct-mail package before you send it out.

If your sales letter is on cheap, thin, white paper, and you don't include a postage-paid return envelope, you are going to look like a small time operation. However, if your sales letter is on off-white, heavy paper, and you include a postage-paid return envelope, the customer is more likely to get the impression that you are operating a huge firm down on Main Street that has 100+ employees - even if your only other employee is your spouse who occasionally helps you balance your books!

The key is perception. And with the availability of high-quality printers these days, you can give your customers the impression that you are a major business and that you deserve some recognition! So, as you create your next direct-sales package, keep in mind that your sales package is all your customer has to judge you by. Do they think you are a small-time operation with no stability.... Or does your sales package make them think you are a big-time operation that will always be there to serve their needs? How they perceive your operation can determine how much money they will pay you!

'Everyone, without exception, is searching for happiness.'

Blaise Pascal

'Happiness hates the timid!'

Eugene O’Neill

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6

How To Turn Your Business Problems Into Cold, Hard Cash!

Objections are problems you'll be faced with every single day. These are all the reasons your prospects won't buy from you. We all have these problems. All of us in this business must find as many ways as possible to overcome these objections in order to make the most money possible. Here's how you can turn this problem into cold, hard cash:

1) You must track these problems down. What are they? The only way to find out is to talk to your customers and prospects. Ask them.
2) Make a list of all these objections.
3) Then find as many ways as you can to overcome these objections in your sales material.

You can eliminate these objections by showing your prospects why their reasons not to buy from you are wrong. Don't hide from these problems. Tackle them head on. Come right out and state the reasons they may be afraid to buy and show them how you will make sure these things don't happen. Do this, and you'll turn these problems into cold, hard cash!

'It’s the most unhappy people who most fear change.'

Mignon McLaughlin

'Life is not a static thing. The only people who do not change their minds are incompetents in asylums, and those in cemeteries.'

Everett M. Dirksen

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7

The Trick To Writing Small Ads That Bring In Money Like Crazy!

Small ads have the potential to make you HUGE amounts of money. We know many people who are making money month after month with their small ads. They just keep running them for years, and those small ads bring them money every month. You could do this, too. Here's a simple trick for coming up with a winning small ad:

(1) Study,
(2) Write,
(3) Analyze,
(4) And write some more.

Do these four things until your ad reads right, feels right, and is right. This is the trick to writing small ads that bring in money like crazy. Study the concepts, techniques, and strategies of successful marketers. With a little practice, you'll be able to write your own profit-pulling ads.

'The American people can have anything they want; the trouble is, they don’t know what they want.'

Eugene V. Debs

'To have a reason to get up in the morning, it is necessary to possess a guiding principle. A belief of some kind. A bumper sticker, if you will.'

Judith Guest

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8

Many Talented Writers Are Just Looking For A Chance To Write Professionally - Give Them This Opportunity, And You Could Profit Tremendously!

You don't have to be a writer to be a self-publisher. Today's smart entrepreneurs know they can make enormous profits by having a professional ghostwriter create books, manuals, reports, or anything else that requires copy, for them.

Many people dream of writing for a living. If you put a small classified ad in a newspaper that says "WRITER WANTED, PAY CAN AVERAGE $10.00 AN HOUR," you will attract a lot of people.

Ghost writing is actually a remarkable opportunity for a person to follow. Many people dream of the ability to write, to stay home in the day, and to have a secure job opportunity.

Ghostwriter situations can be handled several different ways. You can supply the ghostwriter with the reference material and tell them you want something similar or following the main ideas without plagiarizing. You can give your writers your ideas and let them put it into print.

'Success is blocked by concentrating on it and planning for it. . . .Success is shy—it won’t come out while you’re watching.'

Tennessee Williams

'Three outstanding qualities make for success; judgment, industry, health. And the greatest of these is judgment.'

William Maxwell Aitken,
Lord Beaverbrook

We have utilized ghostwriters to put together over 75 different products, and these are 75 products that we are able to sell forever. We had to pay the ghostwriter once - but these products are ours to market forever and make profits with forever! This is how a ghostwriter can make you RICH!

A ghostwriter supplies you with a product that you can sell again and again and make more profits from over an extended period of time! If you can keep coming up with new ways to market the product, it has the potential to keep making money for you indefinitely!

To locate ghostwriters, refer to the classifieds in any of the following publications:

Book World, Washington Post Co., 1150 15th St, NW, Washington, D.C. 20071

The Writer, Box 892, Boston, MA 02117

Writer's Digest, 9933 Alliance Rd, Cincinnati, OH 45242

Writer's Market, 9933 Alliance Rd, Cincinnati, OH 45242

Writer's Update, 4812 Folsom Blvd, Sacramento, CA 95819

'Self-trust is the first secret of success.'

Ralph Waldo Emerson

'The man who will use his skill and constructive imagination to see how much he can give for a dollar, instead of how little he can give for a dollar, is bound to succeed.'

Henry Ford

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9

How You Can Take Thousands, Even Millions, Of Dollars Worth Of Business Away From Your Competition!

If you are looking for a unique way to establish your dominance over your competitors, you need to develop a U.S.P., which is a Unique Selling Proposition. It will help give you the power you need over your competition. The way to use U.S.P. is very simple once you know how.

First - Find out what your competitors are doing wrong. Find the things that irritate your competitors' customers. What things are they doing wrong.

Then - Take these negatives and turn them into positives for your business! If your competitor's price is too high, you can make a more appealing offer. If they have bad customer service, you can give exceptional service. If they take too long to deliver, you can find a faster way to ship. The list could go on and on. But, the goal is still the same. You must find a Unique Selling Proposition that gives you a market edge over your competition!

Using these two steps to develop a U.S.P. can place your business way ahead of the competition!

'Amusement is the happiness of those who cannot think.'

Alexander Pope

'There is more to life than just existing and having a pleasant time.'

J.C.F. von Schiller

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10

People Want To Advance Socially. Create A Product That Shows Them How, And Reap The Rewards!

People want to move into better social circles, not to show off, or “keep up with the Joneses,” but to advance socially. The best way to advance is to meet and associate with different people.

People want to keep moving forward. A person can advance socially by getting involved in social clubs and circles, which will ultimately better his/her social position.

There is nothing wrong with trying to meet and associate with influential groups of people. Social advancement will make it possible for your children to converse and mix with anyone.

If a job opportunity develops because of mixing socially and being in the right place at the right time, it will benefit the whole family. (Can you think of a book that would show people how to advance socially?)

'Seek happiness for its own sake, and you will not find it; seek for duty, and happiness will follow, as the shadow comes with the sunshine.'

Tyron Edwards

'The only true happiness comes from squandering ourselves for a purpose.'

William Cowper

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11

Being Your Own Publisher Can Make You Millions Of Dollars - Just Like It Has For Many Others!

Many Direct- and mail-order marketers have learned that self-publishing can be a very powerful route to success and profits.

It all starts with a specialized market, a group of people with something in common - an interest, a hobby, some reason these people are reading certain publications and ad placements.

You have to cater to those interests, to those wants and needs the market has. You have to let them know that you can offer them something special that no one else can offer them.

If you do this, you can find the success you're looking for. Write around your market. Remember, it's what they want that counts. Many marketers have made millions of dollars this way - and the same could happen for you!

'I just kept on doing what everyone starts out doing. The real question is, why did other people stop?'

Harrison Ford

'Business is full of brilliant men who started out with a spurt and lacked the stamina to finish. Their places were taken by patient and unshowy plodders who never knew when to quit.'

J.R. Todd

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12

How To Use The Profits You've Made To Bring You Even MORE Profits!

Advertising is how to make your profits work for you - and make even more profits! With advertising, you attract customers and pull money in. As more profits come in, you use some of those profits to build on your advertising by placing more ads in more publications.

As this goes on, you should use the "Snowball Effect" to its greatest advantage. The snowball effect gets its name from what happens when a snowball is rolled down a snow-covered hill.

As the snowball rolls down the hill it collects more and more snow, growing larger and larger as it travels down the hill. When you have more profits come in from placing more ads, you should use a certain amount of those profits to expand your advertising out even further . . . The advertising reaches more people, you make more profits, you expand your advertising again . . . and potentially this can just keep going on and on, making you more and more profits as you keep those ads expanding out in more media!

'True happiness, we are told, consists in getting out of one’s self, but the point is not only to get out; you must stay out, and to stay out, you must have some absorbing errand.'

Henry James

'Happiness is the natural flower of duty.'

Philips Brooks

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13

Many Businesses Close Every Year Because The Operators Made One Simple Mistake - They Expected Customers To Come To Them

Many businesspeople involved in direct-response and/or mail- order marketing simply do not understand how to generate customers. They expect customers to start "showing up on their doorstep," so to speak, simply because their business exists.

However, customers will not simply appear. Every customer must be found through the right media or targeted mailing list. Target marketing is the key. You have to hunt for customers. You have to attract them to you with your advertising.

You have to have offers out there all the time that are attracting the people you most want to attract. You should always be in the marketplace with promotions that bring customers in and build your mailing list. Also, you're always looking for more products to sell them. This is the secret you can use to easily find as many customers as you want - more than you can handle!

'The full-grown modern human being. . . is conscious of touching the highest pinnacle of fulfillment. . . when he is consumed in the service of an idea, in the conquest of the goal pursued.'

R. Briffault

'Happiness is essentially a state of going somewhere, wholeheartedly, one - directionally, without regret or reservation.'

William H. Sheldon

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14

Give Your Prospects Exciting Reasons To Order NOW!

You have to get the prospect involved, take them by the hand, and lead them! You have to give them the most compelling and exciting reason to order now that you can. Tell them why they should order now, and tell them exactly what they should do. Make it simple and easy for your prospect to know exactly what to do.

If you can do that, you have the potential to make huge amounts of money. Why? Because you've found a good way to get past people's tendency to put things off, which kills many potential sales every year.

People will delay. The best prospects are getting offers from all sorts of companies that sell to the market, and the prospects have limited money. You have to be competitive and give your prospects more of what they want. Then, you have to tell them what to do, how easy it is, and get them excited about it. This same principle is making many others in direct response marketing up to $50,000 a week. You can turn your advertising ideas into winning strategies that can net you up to $50,000 a week!

'If one advances confidently in the direction of his dreams, and endeavors to live the life which he has imagined, he will meet with a success unexpected in common hours.'

Henry David Thoreau

'The secret of success is constancy to purpose.'

Benjamin Franklin

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15

The Two Things You Need To Start Building Your Fortune With Catalog Houses!

There are two things you need to start making thousands of dollars a week with catalog houses. If you do these things, you increase your chances of making it into the catalog you want to be involved with by a huge margin. They are the things you can use to get in the door. Once you get into a good catalog with many regular customers, you can potentially make hundreds, thousands, or possibly even millions of dollars! Here are those two things:

1. A good imagination . . .

Albert Einstein once said that "imagination is more important than knowledge," and he was one of the smartest men alive. It takes a good imagination to see the things that others can't see. It takes a good imagination to come up with concepts others can't understand. Most people tend to be very "linear" in their thinking. In other words, they can't "see the whole picture." Having a good imagination is very helpful in being able to do this.

An entrepreneur is a person who doesn't read things at face value, or see it only for what it is at that moment. They are able to see what things can be. They do not suffer from "tunnel vision," and are able to see all sides and beyond what they're looking at. It is this finely tuned peripheral vision that allows them to see opportunity and see if they can make that opportunity a reality.

'Never complain about your troubles; they are responsible for more than half of your income.'

Robert R. Updegraff

'Many men owe the grandeur of their lives to their tremendous difficulties.'

Charles Haddon Spurgeon

2. . . . And a basic knowledge of what people want.

Knowing what it is that people really want is the fundamental key to all sales. Learning how to master the art of sales comes quite simply from realizing that people buy what they want or need to buy. They don't necessarily buy products or services, they buy the results - or their perception of the results - that they believe the products or services will give them. Knowing what people want and why they buy the things they buy is critically important when it comes to continuously being able to make sales.

The good mail-order catalogs are very similar to good direct response marketing advertisement copy. You have to be able to communicate to the catalog what product you want them to place in their catalog. You have to be able to tell them and/or show them what your product can do for their customers. You have to figure it out. Don't leave it to them to decipher.

'No man will succeed unless he is ready to face and overcome difficulties and prepared to assume responsibilities.'

William J.H. Boetcker

'Man is still responsible. . . His success lies not with the starts, but with himself. He must carry on the fight of self-correction and discipline.'

Frank Curtis Williams

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16

How To Use The Profits You've Made To Bring You Even MORE Profits!

Advertising is how to make your profits work for you - and make even more profits! With advertising, you attract customers and pull money in. As more profits come in, you use some of those profits to build on your advertising by placing more ads in more publications.

As this goes on, you should use the "Snowball Effect" to its greatest advantage. The snowball effect gets its name from what happens when a snowball is rolled down a snow-covered hill. As the snowball rolls down the hill it collects more and more snow, growing larger and larger as it travels down the hill.

When you have more profits come in from placing more ads, you should use a certain amount of those profits to expand your advertising out even further . . . The advertising reaches more people, you make more profits, you expand your advertising again . . . and potentially this can just keep going on and on, making you more and more profits as you keep those ads expanding out in more media!

'Don’t take anyone else’s definition of success as your own. (This is easier said than done.)'

Jacqueline Briskin

'Starting out to make money is the greatest mistake in life. Do what you feel you have a flair for doing, and if you are good enough at it, the money will come.'

Greer Garson

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17

Three Ways To Get Money-Making Ideas
That Could Bring You Thousands And Thousands Of Dollars!

There are three ways you can use ideas from other ads that can make you thousands of dollars!

1. Develop ideas in a new and original form.
2. Improve and expand on the idea.
3. Copy the idea "as is." Item 3 is not a good idea, at least not to the point of copying someone else's advertisement word for word.

The companies that are making the most money consistently, though, are not copying. Maybe they're copying existing ideas, but they are finding ways to use these ideas to make them unique.

Out of these three, item 2 is the method that we recommend more than anything. These ideas don't have to be limited to a certain product or service. They can be utilized for any kind of advertising. Stop seeing ads as ads. Stop seeing sales letters as sales letters. See them as ideas!

Some of the people who design ads might have put a great amount of time and effort into them. All you have to do is study their copy and glean the best ideas.

Take, for example, a person who has been writing ads for twenty years. That person has thousands of hours of experience, and when they develop an ad campaign it's based on a lot of experience.

Then, you can study their copy and use the best of the best of their ideas in a short amount of time. You are able to capitalize on their experience, knowledge, ideas, and method of communication.

'It is only when I dally with what I am about, look back and aside, instead of keeping my eyes straight forward, that I feel these cold sinkings of the heart.'

Robert G. Ingersoll

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18

Instantly Increase Your Profits By Up To 900%!

MAKING BACK-END SALES is the key to increasing your profits by up to 900% or more. Here's a simple way to use this secret:

(1) Create some great offers for your best customers.
(2) Then, filter these promotions down through the rest of your customer base.
(3) Then, take the best of these promotions and make them an on-going promotion.

Here's how it works:

A) 10 days after you do business with a brand new customer - send them your best-pulling package.
B) Send this follow-up package systematically to these people every ten days automatically.

This is a good system because these people are new customers. They feel good about you (assuming your initial fulfillment package satisfied them to begin with) - and they will do INSTANT REPEAT BUSINESS WITH YOU.

'A man can succeed at almost anything for which he has unlimited enthusiasm.'

Charles M. Schwab

'Every man is enthusiastic at times. One man has enthusiasm for thirty minutes, another man has it for thirty days. But it is the man who has it for thirty years who makes a success in life.'

Edward B. Butler

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19

Striking Per-Inquiry Deals With Magazines.

Magazines tend to be more difficult to make per-inquiry deals with, but they do have what is known as "remnant space." Magazines are printed on large sheets of paper that may represent sixteen pages. Let's say they only have fifteen pages filled with material and copy, and the sixteenth page is still unfinished. The magazine publishers have to fill those blank spaces, and that's where you can come in and try to get yourself a deal. You can split the profits on an ad and both win! This is how to make thousands of dollars helping the magazines and newspapers solve one of their biggest problems!

You're getting the free publicity, you're getting the profits . . . and if you've matched yourself up with a publication that represents the same market your product was designed to serve, you can potentially make thousands of dollars . . . or more!

'A strong passion for any object will ensure success, for the desire of the end will point out the means.

William Hazlitt

'The method of the enterprising is to plan with audacity and execute with vigor.'

Christian Bovee

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20

How " Silent Partners" Can Help You Get Started With Your New Business!

The people you want as your silent partner are people who have money. They want to invest and get a better return than they normally get. Find those people; if you turn that company around, you will both get what you wanted - your partner will get more money, and you'll have a successful business!

Those silent partners who have a lot of money they can put into your business are the silent partners that can help you raise hundreds of thousands of dollars!

It's simple business. You've got something they want, and they've got something you want. As long as you control the business successfully and they keep investing in you, you pay them the interest due to them. They really won't have much say in how the business is run, and, odds are, they really won't care just as long as they're getting their end of the bargain fulfilled.

Also, don't forget to work with a good accountant, because a good accountant can help you put those things together. If you work with a good accountant, the legal issues can get covered in a way that is satisfactory to both parties - you and your silent partner.

You have to know the business aspect of it. You have to have a good plan for turning it around, and you have to be able to show them that you have a good plan. You have to be able to show solid reasons why the business was missing out and why you can change all of that. If you can make a strong presentation, it will be much easier for you to attain that silent partner's confidence.

'I realized early on that success was tied to not giving up. Most people in this business gave up and went on to other things. If you simply didn’t give up, you would outlast the people who came in on the bus with you.'

Harrison Ford

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21

How To Cut The Fluff From Your Small Ad And Make It More Effective Than Ever Before!

You can pack your sales message in as small a space as possible because the less space you use, the less it will cost you. This brings up a paradox - on one hand you need the ad to be as long as it takes to get the sale, but on the other hand you don't want the ad to be too long or the price can become unwieldy.

Where does the line draw from too much to not enough? You have to ask yourself this question continuously when you are writing your ad copy. It is a good idea to have your ads critiqued by other people who are not involved in your ad writing and know what they're talking about. They can look things over and give you fresh perspectives that will help you develop a better ad.

Many times ad copywriters try to defend what they've done. But when they let another person read it, they have a different perspective on the ad and can help to show where the ad can be cut while keeping the sales message to its peak efficiency. This editing by outsiders allows you to keep the most effective parts of your sales message while discarding the extra or "fluff." You can get people to buy from you VERY QUICKLY - by using a small ad!

'The simple truth is that happy people generally don’t get sick.'

Bernie S. Siegel, M.D.

'The secret of happiness is to admire without desiring.'

F.H. Bradley

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22

There Are Millions Of Great Names You Can Mail Your Offer To - And Make A Small Fortune!

There are literally millions of names of people who have bought products from companies that cater to your market. Many companies find a list manager to manage their customer list and rent it to other marketers.

You already know what these people are interested in and what you can sell them based on their past purchases. A list that has a good reputation is inside information - you have a lot of information on those people before you mail your offer to them. This is insider information that can make you rich in direct mail!

'Nothing great was ever achieved without enthusiasm.'

John Milton

'What a man accomplishes in a day depends upon the way in which he approaches his tasks. When we accept tough jobs as a challenge to our ability and wade into them with joy and enthusiasm, miracles can happen. When we do our work with a dynamic conquering spirit, we get things done.'

Arland Gilbert

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23

This Is The Real Secret
To Making Your News Release Earn You A Small Fortune!

When you write your news release, talk more about the benefits of your product than about the product itself.

It's not the product that people want. People don't buy products. They buy the benefits. They buy what the product will do for them.

When it comes time to selling the product and making people want to buy, your whole message, language, and communication has to be totally centered upon the benefits and end results that could potentially be gained. What are they going to get for their money?

'There are more serious problems in life than financial ones, and I’ve had a lot of those. I’ve been broke before, and will be again. Heartbroke? That’s serious. Lose a few bucks? That’s not.'

Willie Nelson

'A life of reaction is a life of slavery, intellectually and spiritually. One must fight for a life of action, not reaction.'

Rita Mae Brown

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24

One Sure-Fire Method You Can Use To Get People To Send You Their Money Quickly!

One of the best ways to get your customers to send you their money quickly is to make special limited offers to them. This will motivate them into sending you their money faster. And, it will get some people to send you money, people who would never order otherwise!

People, by nature, are procrastinators. We all like to put things off as long as we can! This is something that you must overcome in order to get the most sales possible.

People are afraid of making the wrong decision, so instead they make no decision. So, you need to put some pressure on them to get them to send you their order. Giving them a limited time offer will do just that. Your offer doesn't even have to be real fancy. It could just be a special low price that is only good for the next 14 days!

Whatever the offer, you should try to have something that forces people to take action and order immediately. Any procrastination can spell lost sales for you, and you do not want that!

'The mind is its own place, and in itself can make a heaven of hell, a hell of heaven.'

John Milton

'So long as one does not despair, so long as one doesn’t look upon life bitterly, things work out fairly well in the end.'

George Moore

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25

If You Are Able To Create Ads That Are Believable, Your Profit Potential Is TREMENDOUS!

Making your copy believable is the one thing that you can do to make sure that your sales package NEVER FAILS! It's so simple - and it really works! Strive for believability. It is the most important asset you can have.

In order to gain believability, you have to tell the full sales story, do everything you can to prove that your product is a bargain, and real. You have to prove that what you're saying really is true. The prospects have to be able to believe it, and you should always try to look at your copy through your prospect's eyes. This is sometimes hard to do, but you have to try for it.

Prospects are skeptical. If they are good prospects, then everyone is trying to sell them something. The best prospects have, in most cases, been ripped off a time or two. You have to get them to believe that what you have is good.

You have to build a strong case for your product in much the same way as a lawyer builds a case for a client. The lawyer searches for all the evidence that they can find that supports the client's innocence and then tries to give as much proof as they possibly can in order to gain that "innocent" verdict.

You should show proof in as many ways as you can with as much documentation as you can. Back up your words with proof. Some examples you can use are:

1. Testimonials,
2. Long copy that fully tells the story,
3. Specific figures (don't round any number off).

And the list can go on and on. The point is: prove you have something that is real!

'Happiness depends upon ourselves.'

Aristotle.

'What’s joy to one is a nightmare to the other.'

Bertolt Brecht

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26

Want To Build Your Own Fortune? Here Are Ten Advantages You Can Gain By Using Small Ads!

they cost little money, and they provide a way to see whether or not your offer is "hot" while only risking a little money. Here are 10 extremely powerful advantages of making your fortune with small inexpensive ads:

1. If you are offering a variety of products, you can feature each product separately in a series of small ads.

2. You can test your market by running small, inexpensive ads in several different publications. This is a cheap, effective way to "test" your market! You can run your small ad . . . which costs little . . . and find out how well your offer is accepted by the prospects you're aiming for. Essentially, you can get a "feel" for how your product will sell without spending a lot of money!

3. Many mail-order success stories have originated from small ads offering free books, booklets, samples, catalogs, and other literature.

4. Small ads generate inquiries that result in follow-up sales.

'Reach high, for stars lie hidden in your soul. Dream deep, for every dream precedes the goal.'

Pamela Vault Starr

'The quest for certainty blocks the search for meaning. Uncertainty is the very condition to impel man to unfold his powers.'

Erich Fromm

5. By using key words and phrases in small ads that appeal to a targeted audience, you can attain a pronounced visibility and high readership.

6. You can run dozens of small ads in dozens of publications for the price of a single, full-page ad. For the same cost of a big ad, you can run more small ads and spread your message out to more publications. This means you can make more money pound for pound on these small ads than you would on a big one! Also, there are agencies out there that you can hire to place your ads, so you save the time of placing them yourself. This can save you a lot of time, especially if your ad is running in many publications.

7. Small ads can be run in newspapers and magazines, in special opportunity sections, at no extra cost, and at a greatly reduced rate compared to block ads.

8. If a product has a variety of uses, you can test the market featuring the different uses in different publications.

9. You can achieve even more flexibility by placing a part of your advertising money into small ads, and another part into larger ads. Flexibility in your advertising budget can make you up to TEN TIMES MORE MONEY! You're able to spread your ads out to more publications than you would be able to do with big ads because of their higher cost. The more publications your ad appears in, the more people - prospects - will read it. And chances are the more prospects read it, the more sales you'll get! Therefore, you really can make potentially ten times more money since more prospects are coming in contact with your ad.

'Yard by yard, it’s very hard. But inch by inch, it’s a cinch.'

Anon.

'Life is made up of little things. It is very rarely that an occasion is offered for doing a great deal at once. True greatness consists in being great in little things.'

Charles Simmons

10. One-word and one-phrase headlines can be just as effective as a full-page ad, when the right audience is targeted with the right copy. This means you can test the same headlines you'll run in a big expensive ad - in a cheap little classified! You take your classified ads that work the very best and bring in the most money and find out which offers, phrases, sentences, and ad styles pulled you the most money. Remember, a classified ad is basically a headline with a call to action, which means you'll automatically be testing headlines. Then, take all of this winning information and use it in your big ad. It's like testing big, expensive ads WITHOUT spending BIG money! The prospects responded great to the small ad . . . they could also respond just as well to the bigger ad.

'The secret of living is to find. . . the pivot of a concept on which you can make your stand.'

Luigi Pirandello.

'There is no happiness except in the realization that we have accomplished something.'

Henry Ford

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27

Here's One Way To Make Sure Your Customers Are Happy With You And Will Want To Order From You Again!

Getting the product out to that customer immediately is how to make sure your customers will order from you again and again. It's easier than you think!

By sending that product out as soon as you can, the customer who ordered the product will get it, hopefully very soon, and there won't be much of a wait for its arrival. This makes people feel good about your company.

After all, you sent it to them promptly and they didn't have to wait very long. Making people feel good about you and your business is the first step to getting people to do more business with you!

To many people this might seem like common sense, but there are many mail-order firms out there that don't ship as fast as they could or should. Right from the onset when you run your lead generation ads you're trying to attract people that have never done business with you before.

It's very important that right from the beginning when they first respond to that lead generation ad that you ship the product to them immediately so you can make a good impression upon that customer.

Remember what they say: "Nothing lasts longer than a first impression." People tend to judge by the first impression, so you should make that first impression of your company as good as you possibly can. Then you stand a much better chance of getting to make a second, third, etc. impression.

If the first impression they have of your company is bad, how do you build on that? What kind of foundation is that for you? Build a strong impression. Get those orders shipped out immediately!

'The game of life is not so much in holding a good hand as playing a poor hand well.'

H.T. Leslie

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28

Break Through Your Prospects' Skepticism - Be As Honest As You Possibly Can!

People want to believe in what you have to offer. They are skeptical, though. That skepticism is why you have to be as absolutely honest as you possibly can.

These days, everyone wants to talk benefits. All the successful lead generation ads out there focus on benefits. You have to find a way to raise yourself above all of those other ads. You have to find a way to set yourself apart from the crowd.

Honesty allows you to do that, and the prospects' need for benefits - their self-interest - is the secret to "hooking" customers and "keeping them on the line." Let them know all of the reasons you can give them what they really want. The better you can convince them of that, the more sales you are going to get. The more sales you will get, the more customers you'll be able to go back to with your back-end offers.

As long as you're providing a valuable product or service of real value, and you'll be able to attract them, make them believe in you, and keep them buying from you. You are going to be successful.

'Humor is the healthy way of feeling ''distance” between one’s self and the problem, a way of standing off and looking at one’s problems with perspective.'

Rollo May

'A person without a sense of humor is like a wagon without springs, jolted by every pebble in the road.'

Henry Ward Beecher

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29

How Some People Are Earning Well Over $1,000,000 A Year

Some people are earning well over a million dollars a year in the mail-order business. Here's the secret they are using:

(1) Begin with the end. Set a goal of bringing in $1,000,000 in sales.
(2) Break it down. How many products will you have to sell to achieve this sales volume?
(3) Then develop a simple plan.

YOUR PLAN CAN AND SHOULD BE SIMPLE:
• How many products and services will you have to sell?
• What strategy will you use to sell them?
• What kind of response do you need to generate?
• How many prospects do you need to bring in every week?

How many of these people do you need to close - at an average sale of $___? For instance: $1,000,000 is about $20,000 a week - or about $4,000 a day for a 5-day week. If your average sale is $500 then you must make eight of these sales a day.

If you are using 2-step advertising to generate leads - and your average close ratio is 10% - you must bring in 80 leads a day. See how easy this can be?

'The greatest test of courage on earth is to bear defeat without losing heart.'

Robert G. Ingersoll

'To accept whatever comes, regardless of the consequences, is to be unafraid.'

John Cage

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30

How To Turn Your Dreams Into Huge Amounts Of Cash!

Your desire to make huge amounts of money is the first step to riches. Now turn this into huge amounts of cash. Just follow these five steps:

1) Pick an area that excites and interests you greatly.
2) Find people and companies who are serving this market.
3) Study the ways they are making money.
4) Find or develop products and services that can help the people in this market get something they really want.
5) Constantly stay in touch with your customers. Let them know they're important. Give them more of what they want.

Remember, the secret to getting rich is to re-sell enough products or services, at enough profit, to enough people. The steps above help you do this.

'It is arrogance to expect that life will always be music. . .Harmony, like a following breeze at sea, is the exception. In a world where most things wind up broken or lost, our lot is to tack and tune.'

Harvey Oxenhorn

'The winds and waves are always on the side of the ablest navigators.'

Edward Gibbon

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31

How To Quickly Learn What's Hot In Your Market!

When you see ads that run over and over again, you have come across an ad that is making the person or company money. Why else would it still be running after a long period of time? By paying attention to this, you can learn more about the market you're in. You can learn what's hot and what's not.

This is not limited to products, either. It can also point out the phrases and copy styles that are pulling more orders. There is more to successful advertisements than just offering a good product.

A successful ad has gone through numerous tests - not only to perfect the offer, but also to perfect the very wording and phrasing of the ad, so that the ad is as exciting, appealing, and desire-inspiring as possible. And you can use the same techniques in your own advertisements, as long as you don't copy word-for-word or plagiarize. Simply make the ideas work in your ad!

By finding out which ads are running repeatedly over and over, you can easily find out who is making money - and who isn't. This hot information can be vital to your success! By learning what is making these ads so successful, you can incorporate that in your own ad copy somehow!

'Be courageous!. . .I have seen many depressions in business. Always America has come out stronger and more prosperous. Be as brave as your fathers before you. Have faith! Go forward.'

Thomas A. Edison

'Dare to begin! He who postpones living rightly is like the rustic who waits for the river to run out before he crosses.'

Horace

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32

The More Powerful Benefits Your Product Has, The Better!

When you write your copy for ads, list all the benefits your product or service offers. Then, build on your greatest benefit by introducing all the other benefits around it. This is how to structure your ads so they make the MOST IMPACT - and produce the MOST SALES! This principle also applies to small classified ads. Stress your biggest user benefit.

Your list of specific benefits that your product or service offers should be as many as a hundred! See if you can come up with a hundred different specific benefits! Many ideas won't be used. Many may be related. Maybe you can only come up with eighty. But, you would have never discovered those eighty benefits if you had not tried to find them.

If you set out to find ten specific benefits, you're going to stop once you find ten. You should set out to find a hundred, though, because, when you find them all, you'll have more than you need.

Remember, the whole key to selling something is showing the customer or prospect what's in it for them. Explore your product's benefits. Come up with as many benefits as you can. Then, when it comes time to advertise, you'll be speaking the market's language. What's in it for them?

'Courage is the most important of all virtues, because without it we can’t practice any other virtue with consistency.'

Maya Angelou

'Courage is the greatest of all the virtues. Because if you haven’t courage, you may not have an opportunity to use any of the others.'

Samuel Johnson

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33

The One Thing That Will Make People Absolutely Want To Do Business With You Instead Of Your Competitors Is . . .

. . .offering them something unique. What does unique really mean? Let's see what our dictionary has to say:

Unique: Not typical or Unusual or Having no equal.

In other words, it's something that no one else but you has. A selling proposition is the thing about your product or service that makes people want it.

Therefore, a unique selling proposition is the thing about your product or service that makes people want it - because no one else has it. A great U.S.P. will enable you to rise above your competitors, and you will be able to gain the business that would normally buy from your competition. In short, it will make people want to do business with you, not your competitors!

'God will not look you over for medals,
degrees or diplomas, but for scars.'

Anon.

'Victories that are cheap are cheap. Those only are worth having which come as the result of hard fighting.'

Henry Ward Beecher

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34

One Great Sales Message Can Add Up To Thousands - Or Even MILLIONS - Of Sales!

Good mail-order advertising copy can make you RICH! Why? Because mail-order advertising copy is nothing more than a successful sales ad that is multiplied by the printing press to bring in more money from more prospects!

If you are running an ad in a magazine that's going out to a million people, and you have honed and perfected that sales message, then that one sales message is appearing before a million people.

Through the multiplication process you're able to get your message out to many more people, which helps to give you more leverage. You're still able to reach them one-on-one, though, because the copy should be written one-to-one.

Our company has mailed several million pieces in a year. That means that several million people received sales messages from us. You can do this too!

'I would never had amounted to anything were it not for adversity. I was forced to come up the hard way.'

J.C. Penney

'Adversity introduces a man to himself.'

Anon.

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35

The Key To Being Successful With Editors And Readers Is To Be Totally One-Sided - On THEIR Side!

You have to give the editors what they want: to provide information that their readers will find helpful, interesting, and worth their time. The better you can convince the editors that you can help their readers, the higher the chances you will be able to gain free publicity from that publication.

Your whole press release has to be one sided. When you go out there to a customer and present your product or service to them and try to get the customer to do business with you, you have to be one-sided.

When it comes to editors and prospective customers, you have to be one-sided - THEIR side. You have to tell them all your product or service can do for them. Focus on serving them, not yourself - because the more you're able to do that, the more potential money there is to make. This is how to give editors what they want and make a small fortune!

'What can any of us do with his talent but try to develop his vision, so that through frequent failures we may learn better what we have missed in the past.'

William Carlos Williams

'Your distress about life might mean you have been living for the wrong reason, not that you have no reason for living.'

Tom O’Connor, person with ARC

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36

Here Are Four Ways To Sell Thousands Of Your Books!

All four of these methods have sold thousands and thousands of books for companies over the years - and they can do the same for you!

Sales Letters: In your sales letter, give the potential customers enough information so that they will want to buy your book. Tell them how they can benefit from the book. Be enthusiastic about your book in natural and simple language without over-exaggerating. Begin the letter with a headline to catch their attention, and keep them reading. Conclude the letter with your signature. If you can include the words benefit or guarantee, your letter will have a stronger impact.

Circulars: This promotional literature accompanies your sales letter. The letter catches the buyers' attention, while the circular presents the most important selling points of your book and closes with an ORDER FORM. Start your circular with a headline also. Illustrations or artwork can be used here as well, but they should only enhance the sale. They are not for looks only! Get a little fancier with the circular borders, colors, etc. and always strive to maintain the buyers' interest in your book. Close with a direct appeal for the customers to order today without delay. The order form at the end of a circular should be convenient, easy to read, and simple to complete.

'Attacking is the only secret. Dare and the world always yields; or if it beats you sometimes, dare it again, and it will succumb.'

William Makepeace Thackeray

'You don’t learn to hold your own in the world by standing on guard, but by attacking, and getting well-hammered yourself.'

George Bernard Shaw

Testimonials: After you have received letters or comments that praise your book from individuals or dealers, compile them into an attractive page. Include this sheet in your sales package.

Return Envelopes: Make buying your book as convenient as possible for the customers. If you supply a return envelope, filling out and mailing your order form will be that much easier. Business-reply envelopes are available through your Post Office, and are considered by wholesalers as a valuable part of the sales package. Colored envelopes are also recommended for creating an impression with the buyers.

'I am not the smartest or most talented person in the world, but I succeeded because I keep going, and going, and going.'

Sylvester Stallone

'Success seems to be largely a matter of hanging on after others have let go.'

William Feather

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37

Fifteen Rules To Guarantee
Your Product Will Sell By Mail!

There are 15 rules that you can follow to find out if your product will sell well by mail! If your product doesn't have all of these things, it may not be suited for direct-mail sales. But, if your product has all these things, you are virtually guaranteed to make money selling it by mail.

Here is the list of the 15 things your product must have to sell by mail:

1) Appeal to a target market.

Mass-marketing is usually really expensive and too much of a gamble. If your product is specialized and marketed to a target group of people who are most liketo benefit from it, you are more likely to be able to sell it by mail!

2) It must fill a need.

The more your product can fill a need, the more benefits your product will have! The more your product benefits the customer, the more they are likely to buy it.

'I long to accomplish a great
and noble task, but it is my chief duty to accomplish small tasks as if they were great and noble.'

Helen Keller

'There’s nothing in this world that comes easy. There are a lot of people who aren’t going to bother to win. We learn in football to get up and go once more.'

Woody Hayes

3)It must sell year-round.

If your product is a seasonal product, then you must be able to make a huge amount of profit in just a short time . This usually doesn't happen.So, your best chance for huge profits is to find a product taht will sell a year-round.

4)It should not be readily available in retail stores.

Why would your customers feel urged to buy your product by mailif they could just go to to a retail store and by it anytime they want?

5)It shouldn't already be sold by a lot of other mail - order marketers.

If too many other marketers are selling the same product, it will be hard for you to distinguish yourself from the competition.Don't be afraid, though, to have a couple of competitors out there!

6)Targeted mailing lists should be available.

You must have a access to a specialized list of buyers who are most interested in your product. If you can't find such a specialized list,your product may not sell by mail!

'From a little spark may burst a mighty flame.'

Dante Alighieri

'Sow an act . reap a habit;sow a habit,reap a character,reap a destiny.'

G.D. Boardman

7)You must have fast suppliers.

You must be able to contact your suppliers with an order and have them fill it very quickly.Your success depends on how quickly you can get your product delivered to your customer.If you have to wait for your product,then so does your customer.

8)The product must be mailed easily and inexpensively.

If you have to spend too much money to ship the product,it will cut down on your response!So,make sure you can mail your product without spending an arm and leg!

9)It should have repeat sales potential!

If you can't think of other related products you could market to your customers on the back-end, then may be your product shouldn't be sold by mail.You will limit your earning potential if you can't come up with the back-end products to sell your customers.

'Nothing in the world can take place of persistence. Talent will not; nothing is more common than unsuccessful individuals with talent.Genius will not ; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts.Persistence and determination alone are omnipotent.'

Calvin Coolidge

'We conquer by continuing.'

George Matheson

10)It may be best if you are the exclusive marketer.

This one isn't a must, but it would be best if you were the only business they could buy this product form.If you don't have any competition, you won't have anyone to share the profits with!

11)It must be manufactured on a long-term basis.

If your manufacturer decides to quit making a product you are selling,your business will cease to exist.You need to find a product that has long-term potential.

12)The profit margin must be adequate.

Your product must bring in enough money for you to take home a nice profit while leaving enough left over to market more product.

13)I must withstand the shipping process.

Your product must get to the customer in excellent condition. If your product arrives in bad shape, they won't blame the post-office.They will assume you produce poor-quality products.so, you need to make sure your product will pack and ship well.

'Let me tell you the secret that has led me to my goal:my strength lies solely in my tenacity.'

Louis Pasteur

'In the game of life nothing is less important than the score at halftime.'

Anon

14)Ideally, you should be able to reproduce or manufacture the product.

If you are the one who controls the production of the product, you can control the profits!If you must rely on other people to produce the product,you can't control the profits.Your supplier must increase the price. Or, they may go out of business,etc.

15)It should be inexpensively produced.

If ypu have to keep your money tied up in the production of the product, you will lose money!You won't have the necessary funds to do more marketing..So,make sure you can get the product produced as inexpensively as possible.

These are 15 things will help you decide whether your product will sell by mail!If your product doesn't do atleast 12 or 13 of these things,you may want to think twice about marketing it by mail.

'The most valuable gift I ever received was...the gift of insecurity ...my father left us.My mother's love might not have prepared me for life the way my father's departure did.He forced us out on the road, where we had to earn our bread.'

Lillian Gish

'It is grief that develops the powers of the mind.'

Marcel Proust

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