We thank you for your faith and belief in The Internet Money Workbook. Many months of research and development went into this Ebook, and without the efforts of many, many people, this powerful information would still simply be secrets scribbled only in the heads of the richest marketers and millionaires in the world. Now it could be YOUR turn!

Have you ever wished there was a simple workbook – a guidebook – you could follow to earn your fortune on the Internet? Well, here it is – The Internet Money Workbook!

All you have to do is pull out the workbook every day and learn a few of the secrets that are revealed inside. You’ll be on your way to a potential fortune from the World Wide Web!

This is a simple, easy to use reference guide that will be the most important book in your entire success library. In fact, if you only had a chance to purchase one book that could make all the difference and change everything in your life, we feel it would be The Internet Money Workbook.

This will be the book that you’ll refer to over and over again as you learn all the hidden tips, tricks, strategies, and wealth-building secrets that can instantly and automatically transform your life forever and give you all the joy, happiness, and fulfillment that you so desperately seek. It’s all right here in this powerful Internet Money Workbook.

Every year, hundreds of millions of dollars are being made from home. You too could be one of the hottest Internet success stories in the country… or even in the whole WORLD! Go to the first page of Chapter 1 and GET STARTED TODAY!

One of the biggest keys to turning a prospect into a cash-paying customer ready and willing to purchase your product is through filling them with desire with your marketing copy. And one of the best techniques you can use to create that desire is personalization.

Personalization is, essentially, using copy to inspire the prospect’s imagination to create a picture of him or her owning the product and enjoying the benefits it brings.

Here’s a personalization technique that many successful marketers use - It’s the “you” concept. “You’ll learn, you’ll discover, you’ll master it, you’ll renew, you’ll change, you’ll develop, you’ll be given, etc....”

The word “you” specifically refers to a person - the person who will read your copy will see it as speaking specifically to them, rather than to thousands of people. It will greatly enhance the personal, “speaking one-on-one” aspect of the copy - and that prospect will be much more open to hearing what you have to say, and buying your product!

If you ever get stuck and you need to fill up a letter and you get writer’s block and don’t know what to write, use this “you will” technique. It goes on and on: “you’ll start, you’ll learn, you’ll eliminate, you’ll shape, you’ll gain.” Put anything you can after the word “you” or “you will.” This is how to use one very “personal” word to make your sales soar!

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.

2. 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.

up and want your help with some aspect that you aren’t very familiar with. What do you do then?

Would you be willing to forfeit other profit areas because you lacked the expertise? Absolutely not! All you have to do is identify other consultants who do have the expertise. This is how to easily get the help you need to do anything you want to do!

You then have some options to consider

• You can refer them directly to the business owner for a commission.

• Obtain estimates from the other consultants and present a total one-package deal to the owner.

• Pay the consultants a percentage, or hire them outright.

No matter which way you go, the important thing is you didn’t miss that client - or the money you made from helping that client!

In this article I’ve got twelve easy steps to catapult any consulting or service oriented business into immediate profitability - and grow it quickly to a roaring success.

One of the most profitable businesses you can get into is consulting or service-oriented businesses, particularly when it’s a business that you can expand upon by adding others who provide the consulting and service. After all, there are only so many hours a day that you can do it.

Most consultants start with selling their own time. It is usually tough to get any clients until you’ve had some clients. Most clients are going to ask you, “Well, what other clients do you have?” You need some testimonials to what you’ve done for clients to really help pull in more clients.

One of the most popular ways to build a consulting service or a service-oriented business is to give away your services to a few visible clients. Pick ones that are going to bring in more clients for you.

Thanks to the Internet and my 12 easy steps, you don’t necessarily have to give away your services anymore to get started fast and grow quickly!

I want to point out that this technique can work well for other types of businesses, too, but it is tailor made for consulting and service oriented businesses.

I am talking about using Internet auctions to get your consulting or service-oriented business started. There are a couple of auction sites out there now that focus totally on auctioning off services, but most of them don’t do it yet. They aren’t really turned onto this, and there is a real tricky point to this when I get to it here.

1. You want to determine the area or areas within your consulting service business that you want to build up quickly.

This could just be the whole business; it could be that you’re already going, but you want to add a new line.

2. Develop a package around that service that you can place a value on.

This can be either a bundle of your hours, a specific set of services, or perhaps an unlimited number of hours at a reduced price, i.e. “Normally I charge $100.00 an hour. You bid on how much you’ll pay me for unlimited time.”

The best thing I recommend is to set up a specific set of services or a bundle of hours. “Ten hours of my time,” or, “Five hours of my time,” or a specific service.

3. Write a brief descriptive paragraph or two about your qualifications to provide this quality of service.

This is where you build-up your past accomplishments and credentials, not mentioning, of course, that you may not have any clients yet.

4. (Optional.) This is optional but very useful and powerful. Scan a photo of yourself, or take one with a digital camera.

Kinkos will do this for you. They will scan a photo for you.

5. Get the scanned photo and use some software like Auction Assistance, or rent or use some space that you may already have rented on a web server somewhere to store that photo.

Then you can add that photo to your auction item when you put it up. A photo adds tremendous value, particularly in consulting or service oriented businesses where what you are selling is you.

6. Even without a photo (if you don’t have one), go ahead and build your auction now.

You are adding in a specific bundle of hours, describing it lucratively. You’ve got your specialty, your qualifications for offering this service, and the bundle.

7. Set a price for that bundle, package, or number of hours.

Set it to the lowest possible price you could do it for. Remember, you are wanting to give your business a jumpstart, and most people starting a business this way have to give away their service to get started. So go as low as you can, and set that as the starting bid price.

8. Do not set a reserve price!

People do set reserves, and set the price below that. Personally, as a bidder, I hate reserves! I hate bidding on something and finding out that, even though I am the highest bidder, I don’t get it anyway.

Remember, you are starting at zero. If you can get away with it, you are willing to take some free clients. Start your price at zero with no reserve and play up the fact that you have no reserve. Remember, the goal here is to generate new business right off the bat!

9. Now, once the auction is over, you’ve got a client.

Whoever wins the bid, of course, becomes your first client.

10. Here is the tricky part! Be sure and grab the e-mail addresses of everyone who bid, respond to them, and make them a special offer for your services that they can’t refuse.

Remember, these are people who were interested enough in your service or your consulting services to at least bid and make an offer. So even though they lost, go back and make them winners!

11. Now, as you grow, you can keep setting up new auctions if you wish to continue to build your business.

Gradually increasing that low as possible price you’ll accept, based upon clients you’ve served.

12. If you want to do it all yourself, you could call my good friend, Chuck Strinz at Winfall Auction Service.

His phone number is 651-686-0041 and set him up to do all of your auctioning for you so that you can concentrate on your service business. You can also do it all yourself, following these steps.

That’s it in a nutshell. And you can also use this, of course, to generate sales for about any business.

I want to call this, “How To Make People Beg To Receive Your E-Mail Over, And Over, And Over Again!” Most people say, “E-mail! I don’t want any more of it!”- but here is how to have people beg to receive it, rather than plead not to get it!

I want to share something from a gentleman who got in touch with me recently. He lives in New Jersey, and he sells a commodity course. He’s quite a sharp marketer. Now, I am going to critique some of his materials, but I start out with the premise that he’s already pretty darn sharp! He sells a commodity course by mail order for $195.00, and, frankly, he has had mixed results. He has had some good sales. He has made some joint venture deals that were good, but business hasn’t been extremely great, and he wants to be a real Internet marketer and use e-mail.

He decided he would give away his $195.00 course absolutely free. This is ingenious! He went to an e-mail list of potential investors and offered his $195.00 course, and he sold hundreds of them at that price, absolutely free!

Of course, anyone interested in this became very excited because they could get it absolutely free! Now, here is the exciting part to me. Rather than offer it all at once where they could download it from his web site or send all 150-160 pages to them at once, he said, “We will send you six main sections of the book, which makes up the whole course, one week at a time.”

Over a six week period, he said - and the response was great! People said, “Yes, I want the $195.00 course. Send it to me in six parts, over six weeks.” Then he devised a newsletter telling people how to invest in commodities, giving them more information, and actually making some selections for them - and he sells that for $250.00!

Six times over six weeks he was able to promote his newsletter with part of his commodity course that he sent to people. It has worked out really well. Between three and five percent of the people who receive the course order the newsletter for $250.00. He thinks it is about 3.7%, which is very good for a $250.00 course.

This leads me to believe that we should consider what we offer to people.

Incidentally, many of his orders came on his seventh e-mail to the people. After he had finished sending the course over six weeks, he sent them another e-mail that said, “Last chance to get my newsletter.” He gave them a $55.00 discount. Instead of $250.00, it then cost $195.00. He said that resulted in about one-third of the people who paid the price for the newsletter.

You can actually offer free classified ads yourself!

We have a friend who offers free classified ads on his web site. People can go to his site, and they can place an ad for free on his site. He will run that ad for a full thirty days. They get virtually unlimited ads, and can put up one ad, a thousand ads, or a hundred thousand ads.

There’s just one catch: they all expire after thirty days. It doesn’t cost him anything for people to submit ads and to put them on the page, and it doesn’t cost those submitting the ads anything.

Then, after those thirty days have come and gone, the person has to come back to my web site in order to place the ads again. This is a sneaky trick that gets people on the Internet addicted to coming back to your web site on a regular basis!

It gets people coming back to my site again and again and again. It serves as an automatic reminder that their free ad is about to expire, but it doesn’t cost them anything to come back to my site and set up another free ad.

“Why don’t you come back, and, hey, while you’re here, why don’t you look at some of these great products we have to sell you on the site?” It’s so simple - but it can be amazingly powerful!

In order for sales copy to really sell your product and sell it well, it has to convince the prospects that read it that the offer is sincere, what they want, a real opportunity instead of some company trying to get rich selling them things.

This is where the challenge lies - in the matter of trust. If your market doesn’t trust you, they’re not going to buy from you, and you will stand no chance of success until you learn this.

There are many marketers out there fighting with this beast of a concept right now, trying to find some way to persuade people to buy what they have to offer.

One of the biggest problems in the market is the fact that people are very skeptical. When they get a sales letter in the mail, they know it wasn’t written for them to make them a special offer - they know it was written to be sent to thousands or even millions of people to try and get them all to buy something and make the company money.

People don’t want to be used to make other people rich, and so if that perception is not changed by the sales copy they’re confronted with, they’re simply not going to buy what’s being offered. They’ll probably never even read all the way through the copy before it’ll be in the trash and they’ll be going about other business, the offer totally forgotten in a space of three seconds.

By far, the most CONVINCING, most ABSORBING, and most POWERFUL sales copy you could ever use is . . .

. . . Copy that reads like a one-on-one conversation meant specifically for that prospect!

These days, people know that a sales message isn’t specially written for them - they know that it’s going to many, many people. Therefore, our job as marketers is to create an illusive sense that we’re truly communicating one-on-one with them.

How can we pull this off?

First of all, personalization is important. Make sure that prospect’s name appears in the copy . . . “Dear John Doe,” etc. Refer to the prospect by their name.

Second of all, write the copy as if it’s a verbal conversation you’re having with that prospect. Let your personality show in what you write. Don’t be all business - be yourself! Make it read like you DID type that letter for one friend of yours!

By doing so, you’ll build a lot of credibility with your prospect. They know when they’re reading pure sales copy, and when they’re reading something a person typed with some sort of feeling. They will feel as if they are being addressed one-on-one with that letter, and by allowing your personality to shine through your copy, they will begin to feel as if they know you, as if you really are a real person . . . this will equal credibility and trust with those prospects, and they will want to buy from you!

If prospects feel they have a connection with you and believe that your offer is true, in many cases they’re going to take that extra step and go ahead and purchase your product.

The only way you’re ever going to make any money from your Website is to get people to visit it and get people to keep coming back to it.

So, one of the things that we have found, and that we recommend doing, is setting up some kind of an Electronic Newsletter and then giving away free subscriptions. It’s the simple and quick way to build your e-mail response list now! Make money from it every single day!

It makes certain you build a mailing list (and e-mailing list) of customers and then you get your name out in front of the customer, you send them even just one or two pages weekly of the latest tips or tricks that you’ve learned, or some site that you’ve seen that has some good valuable information on it. You stay in touch with your customers that way.

You have this link that allows people to subscribe to your free electronic newsletter, you collect their name and address, and keep getting your name out in front of them via this Electronic Newsletter.

Plus . . . this allows you to sell advertising within your electronic newsletter and make even more money that way!

There are ten mistakes that almost every marketer makes along the way. These mistakes are...

1) Not developing a unique selling proposition that stands out in your marketing.

You need to make yourself stand out among the competition. Find a unique thing that sets you apart.

2) Not developing back-end sales.

This is a big one! You must find other related products to market and sell to people who already purchased from you.

3) Failing to make doing business with your company convenient and easy.

Several things can fall under this problem. It can be as simple as having a phone number for people to call or accepting Credit Cards. The easier it is for them to do business, the more likely it will be that they will do business with you!

4) Failing to know what customers want and need.

If you don’t know what your customers want and need, you will never make money!

5) Failing to tell customers “why you can.”

Your customers need to know the “why” behind the offer. If you’re offering a low sale price, tell them why... Is it overstock, or a pre-publication offer? Also, if you are higher than the competition, is it because of that extra mile you walk for the customer? You can never forget to tell the customer the “why” behind your offer.

6) Forgetting that you must “sell” your way out of a business problem.

Many times a business will worry about overstock. They have thousands of dollars tied up in “X” product and everyone is buying “Y” product instead. You must avoid this mistake and remember to sell your way out of this situation. You can do this by being straight with your customers. Tell them that you ordered too much product, and you must sacrifice and take a sale price in order to move the product. If you are honest with your customers, they will respond to that.

7) Not testing the market.

Too many business people are not doing enough testing. This is very important. The more you test, the more you make! It always works that way! You can test various headlines, prices, etc. Always test new things so you will stay on top of the market.

8) Writing institutional advertising instead of direct-response advertising.

This means that you must focus on the product rather than the company. Many companies run major ads that tell about their fancy office equipment and their state-of-the-art facilities, but they never tell about the product. You must avoid this costly mistake!

9) Getting tired of marketing methods that are still effective.

This may sound pretty basic, but a lot of marketers get tired of their promotions and move on too quickly. Friend, if a promotion is working and making money, DO NOT PULL IT!

10) Forgetting to focus on the targeted customer.

You must always stay focused on the group of people you are trying to sell your product to. If you start to broaden your focus, you will lose sight of the original customer, and your sales will drop.

If you can avoid these mistakes, you can be well on your way to making huge amounts of money in your own business! Study these mistakes and learn how to avoid them!

A “blind offer” is an offer that tells the prospect or customer a little about the product or service you are trying to sell them... but leaves them wanting to know more. These offers do not tell your prospects or customers everything. If they want to know more, they’ll have to spend their money and buy your product or service.

Why are these blind offers are so powerful: CURIOSITY! They make people want to know more. But the only way they can find out more is to send you their money. They must buy to satisfy their curiosity.

This is a pressure/release technique. First, you tease them with your offer. You make them want the benefits you are telling them how to get. Then, you make them want what you are selling. You make them want to know more. YOU ARE PUTTING THEM UNDER PRESSURE. . . Then you take the pressure off of them by letting them send for your product or service.

The best way to learn how to use this pressure/release technique is to study the way other people are using it. Examine the sales material other people are using, and you’ll see this technique used a lot. Then pattern all of your sales material around the same concepts you see other people using.

A WORD OF WARNING: This “blind offer” strategy can blow up in your face if you don’t give your customers MORE than you promised them. Many companies make this mistake. They make their offer sound like it’s the greatest thing ever... The customer sends for it with great anticipation... And then they get cheated. THEY WILL NEVER DO BUSINESS WITH YOU AGAIN IF THIS HAPPENS. Remember, your key to getting rich is to build a business, not a promotion. You want people to be happy with their purchase so they’ll come back and re-buy from you again and again. The only way you can do this is to provide tremendous value. Give your customers and prospects MORE than they paid for every time you do business with them, and you can get rich. Over-deliver.

The mail-order business requires three elements to be successful. You can make a lot of money by simply having three things:

1. A new or unique product that is in demand by consumers and not available on a large scale in retail outlets.

Why would a prospect buy something from you if they can just go to a store and get it? To many people, it is more of a hassle to go through mail-order rather than buy it in a store.

Mail ordering requires the prospect to fill out an order form, write a check, address and stamp an envelope, mail the envelope, and wait a few weeks to get what they ordered. In a store, though, they can simply drive there, find it, buy it, and it’s theirs. This is why it is important to always try to come up with something that isn’t available in stores but could still be very valuable to the market you are serving.

2. A basic understanding of how mail order works.

Nothing can replace a basic understanding of how the system works. Also, you must realize that mail-order marketing is a life-long study to find the products and services that sell to the market the best. To get started, start testing and start learning. Then keep testing and learning as you go.

start testing and start learning. Then keep testing and learning as you go.

3. Powerful advertisement for your product that people will read and respond to.

You have to get the attention of the prospects your product or service is designed for. You have to get them involved. You have to get them excited. You have to show them that there’s no risk to them. You have to show them how great a deal they’re getting. You have to make them special offers, free bonuses, guarantees, and proof that what you have really does what you say it does.

All of this should be incorporated in your advertising, because if you have it, it will be easier for the reader to justify buying what you offer. If the reader can justify buying what you offer and they have the money to do so, you have just made yourself a sale!

Remember your target audience, just like with magazines. If you want to sell fishing equipment, it is probably most wise to advertise during fishing shows. This very simple formula will work for you over and over again.

Think in terms of targeting your audience, and run your spots on the programs they watch. It also means running several spots each day, all week, all month.

Remember, if you correctly target the people who are the most interested in the types of products and services you have to offer, you can make the most money by placing your ads in the shows that are specifically on the air for them.

For years, we’ve all searched for some kind of a miracle.

It’s a miracle if you can just sit at home, even in a wheel chair, tap-tap-tap on a computer, and have money come to your house. We’ve been looking and looking for that.

Well, we think this is the miracle that could save a lot of individuals! It’s instant. They just go on the Internet, put something that they have in their attic on e-Bay - or whatever auction - and by the next day two million people in 90 countries around the world are looking at it. It’s how to turn your “junk” into someone else’s treasure - and make thousands of dollars doing it! It’s cash from your attic!

Like the quote from the Wall Street Journal, “With two million people looking at it, there’s always someone who says, ‘That’s exactly what I want.’” Then they make friends, they’re doing what they love, and they’re making money. It’s just a miracle!

Testimonials are why there may be thousands of dollars locked away in your file cabinet - AND YOU DON’T EVEN KNOW IT!

People will believe your customers more than they will believe you. Believability is a key element in any ad. You have to make your ad as believable as possible, because this will decrease the prospect’s skepticism and make them more open to buying what you offer.

One of the best ways to gain this believability is through testimonials. You have to aggressively go for testimonials, though. Offer customers free bonuses to gain their testimonials. Ask them questions. Get statements. Have them sign a release that gives you permission to use their name. Then, use them to your advantage to make your ads more believable - and more profitable.

A review package can make you hundreds of thousands of Dollars! One of our clients is currently developing a book that shows people how to save money when they’re Christmas shopping. He gives them ideas they can use to save half on all of their Christmas expenses.

Everybody that teaches self publishing will tell you that there are two things in general that people are interested in:

1) They all want to save money,

2) They all want to make money.

A book about saving money during Christmas time could become very popular, especially around Christmas. This is also something that editors know their audience would be very interested in.

Our client could send his press release to different publications and tell those editors what he has to offer his readers. Judging by the popularity of the topic the book covers, they could potentially make hundreds of thousands of dollars!

MAIL TO YOUR BEST CUSTOMERS. Promoting to this group can give you GIANT profits. Your best customers trust you. They know you are honest. They’ve bought from you before. They know that you’ll give them a refund if they aren’t satisfied. They know you are good. A LARGE PERCENTAGE OF THEM WILL ORDER FROM YOU. 1,000 percent profit margins are not uncommon when you are selling to your very best customers.

You are not risking large sums of money. All you are doing is testing small quantities of mailing pieces... or running small ads. If they bomb, you are out a few bucks. If one of them hits big - it more than makes up for the losses on the small tests that bombed. Use this simple little formula, and you will take all the risk out of this. This will be the safest way of making money ever.

STEP ONE: Develop front-end offers that attract new customers.

STEP TWO: Build relationships with your customers by re-selling to them and giving them THE BEST products and services.

STEP THREE: Take your best promotions, and fine-tune them to work on the front-end. Then repeat this process.

This is the same three step process that has made us millions of dollars in sales and profits. It is simple, but extremely profitable. Think about it. Try it. Master it. This really works! It will give you a steady stream of new customers and a great deal of consistent business from the people you do business with.

First we recommend you get some E-book software. You might think it would be really, really expensive. But there is a magical little place called Shareware.com. It’s www.shareware.com that you can go to with any web compliant browser, and they’ve got a search window.

If you just type in the word e-book you will see a selection of a wide variety, of not only sample books that you can download and read and see how they look, but also software for creating those books. And the software is shareware.

Shareware, to anybody who is new to computers, is simply software that the publisher of the software decided to let you try before you buy. You can actually download the software, install it, use it on your computer at will, and if you like the software you pay the author.

Some shareware will be what they call “crippleware” or crippled, which means they only work for thirty days. Or it might not allow you to publish the book you’ve created and actually distribute it in a form that you can easily distribute. It may only be readable inside the program until you pay them. But shareware is notoriously inexpensive. We’ve found publishing software for e-books as low as $50 in the shareware market and they’re excellent. It’s a great way to create e-books.

Now, to create an e-book, of course, this is a great way to distribute works. You can buy the rights to other people’s already published books and manuals, and create e-books. You can write your own, if you’ve got one.

You could interview an expert on a subject, transcribe the recording, and then publish the manuscript that results from that as an e-book. You can then take these (This creates an easy to distribute software file that can be transmitted from computer to computer using the Internet,) and you can then offer these books for sale. And the beauty of this is, they are very easy to set up on a web site so that people can pay you, and automatically download the e-book, and read it online, or print it out to read later.

You can also set up an even simpler way to sell them - by e-mail!

You can literally send out e-mail offering the e-book for sale, and deliver the e-book as a file attachment when they pay you. Or, deliver the e-book as a file attachment in an e-mail message that is sent to people who buy it from your web site. There are any number of ways you can do this.

You can literally build up an entire catalog of books, and be a book publisher.

And there is no paper involved, there is no printing involved, you don’t have to ship anything, and you’re entirely using the Internet to even promote and sell the books.

It’s part of the revolution. It’s where we’re heading. People love these, too. This is a growing market in the Internet today. People are looking more and more for e-books they can easily download and read, and you can sell them more inexpensively than books because you do not have to pay for all that paper and postage. It is the best of all worlds, right on the Internet!

If you can focus on information products, or software products, or musical products in the new formats, you can download those digitally over the Internet, and now you are competing more favorably with the corner store. The corner store does have to charge sales tax when they hand you the product. When you deliver electronically, you get it in their hands instantly.

You also have eliminated your production costs. So you can sell a niche product and you might be able to go out and sell the product profitably for $9.95 in traditional advertising.

But over the Internet, if you’re going to let them download it for $9.95, it is almost all profit. Maybe a dollar of that is for handling costs through a check cashing service or a credit card service. Basically, nearly all of that money was pure profit. You can satisfy people with products that would be marginally profitable before, and put it in their hands instantly.

You can also videotape your course and make a book out of it. If you want a higher priced product, add the audio and the video with the printed book. Then you have a package. Maybe you don’t have something that you want to speak on, or you’re just not comfortable giving a talk. You could just be starting out and you want to sell somebody else’s products. This may be something that you’re interested in and you don’t consider yourself an expert at.

It’s very ethical that you say, “Gee, I’m not an expert.” I am not an expert on NASCAR, but if I had Jeff Gordon or Mr. Yarborough in a room or on the phone, and I interviewed them the way we’ve been talking about, that would be a very legitimate product. Instead of pretending that I knew everything about NASCAR, I’d go to an expert.

The way you can do that with these community college courses is get their catalog, look through it, and see what class interests you.

A friend of ours lives near the wine country. He loves to go wine tasting. He’s always getting jokes about it. There’s a wine expert he knows of that teaches a class on just that subject. It’s about a three hour class where you taste wines. He tells you all about why they taste a certain way, why one tastes so good and the other one doesn’t, and he also tells you about different wine regions.

Our friend asked this man, “May I videotape you?” It was just like the young lady asked if she could audio tape record the talk. He said, “I’d be delighted!” Our friend told him that he would give him a master copy and that he could do anything he wanted to with it.

Our friend will have one and he can sell it if he wants. At the end, the teacher asked that he put his name and P.O. Box on the tape so that people can write to him. He could sign them up for his class or sell them his newsletter.

So, instead of pretending he’s a wine expert which he’s rapidly becoming, I’m just a budding wine taster. I interviewed this guy and now I have an audio tape that I can sell. I have a wine tasting website, so this tape will be a good product to sell on that site.

It all comes from these little adult education classes at your local community college. You can make an audio. You can make a video. You can make a book. These people are doing this right now. So, it’s instant. You could just go there and pick any one of those and have a product in just a day or two, if you can find someone that’s happy to do it. Most of them are. That was my reaction. I said, “Absolutely!! I would love to have you audio tape my course.” It ended up, thanks to that young woman, that I sold three million dollars in gross sales of that product. It was just a tape of my community college course. That’s what I have. There’s a community college somewhere nearby. You go down there and meet any of the instructors. You’ll have a great product if you work together with them. What have you got to share, T.J.?

Next you tell the local supporters of your local charity how to bid on-line. You show them how to get on E-Bay, for example, if that’s the auction you’ve chosen to post this charity auction on. You tell them to search for the key word, which of course, would be the name of the charity. Now they’ll bring up a list of all the items that are in that charity auction.

This makes it convenient for local supporters because they can sit at home in the evening and bid. They don’t have to give up a night to go to the charity auction and actually be there to place bids. And, it attracts national bidders because they see that it’s a charity and there’s no reserve.

People that are looking for antique baby carriages, to keep with that same example, could be looking through the auction site for them and up a message or page that says “Charity Auction” - and there’s no reserve. In their minds, this plants the idea they’re going to get it pretty cheap. They can probably bid less than they normally would, but it still would bid that item up higher than it might in a local auction.

This is your selling point to the local charity - “I’m going to get you a lot more bidders. I’m going to have the items bid up a lot higher and get you some more money for your charity auction, for less trouble. You don’t even have to take an evening away to come in and host this whole thing, and actually raise more money for the charity.” And all you want is a small percentage.

Customers are busy people. Advertising is a very intrusive thing that attempts to poke a hole in a person’s train of thought and persuade them to do something. People have their own routines, their own lives, and their own problems. They don’t care about you.

The only way people care about you is if they believe that you are looking out for their best interests and that you really have something of value to give them.

Return envelopes are a powerful thing because they make it easy for people to send away. Many times people mean to send away for what you have to offer, but their regular life interferes and they don’t do it. Including a return envelope is one tiny thing you can do to instantly stop a lost sale!

Because of this you have to make it as easy as you can for these people to respond. A return envelope is one way to do this. You have to do everything possible to make it as easy for people to order, and a return envelope is a very powerful way of doing this.

This is how to add one small thing to everything you send to your prospects and customers - and make three times more money! That return envelope will make it easier for the prospects to respond.

You could go to several publications. Some of them are doing well, but some of them are hurting. All of them are interested in propositions. You could say, “I’d like to sell addresses of Websites.”

You could make it a classified deal. Or you could make it a small display deal in your publication. You can take a card deck idea and lap it over into magazines, by selling space within your display ad. Another super free advertising secret: get a FREE full page ad in a major magazine! Then use it to get cash customers to your website!

There are several companies! “Select,” in Florida, is one mail order advertising company that just buys space in hundreds of publications! Sometimes they have a third of a page, sometimes a full-page, sometimes it might only be a sixth of a page. They buy space in publications at very advantageous, low rates! What they do then is, take advertising for others. They have all the benefits of selling the ads without the hard work of publishing the magazines and doing all this.

We’re not trying to talk people into becoming publishers. We’re trying to give people innovative ideas where they can go into card decks or magazines with various ads! The purpose of it being: to get enough space that they can cover their costs and then perhaps take a nice big ad in that magazine themselves, absolutely FREE!

As a consultant, you may have clients call you up and want your help with some aspect that you aren’t very familiar with. What do you do then?

Would you be willing to forfeit other profit areas because you lacked the expertise? Absolutely not! All you have to do is identify other consultants who do have the expertise. This is how to easily get the help you need to do anything you want to do!

You then have some options to consider: • You can refer them directly to the business owner for a commission.

• Obtain estimates from the other consultants and present a total one-package deal to the owner.

• Pay the consultants a percentage, or hire them outright.

No matter which way you go, the important thing is you didn’t miss that client - or the money you made from helping that client!

There are dozens and dozens of Internet Auction Sites out there, and many are not necessarily busy with the high traffic that sites like eBay get.

You could browse the “not-so-popular” auction sites and look for good gems! This is how to instantly know whether a product will sell for more than you’re paying at auction! People put good products up for sale on these sites, and you can pick up some items dirt cheap on these less popular auction sites!

Buy items at a low, low price, then turn around and auction them on the higher traffic sites like eBay and sell them that way! Because the traffic is so much better on these higher traffic sites, in many cases you can sell something that you picked up for dirt cheap on another auction site for a lot more money! Buy Low - Sell High!

One of the biggest keys to turning a prospect into a cash-paying customer ready and willing to purchase your product is through filling them with desire with your marketing copy. And one of the best techniques you can use to create that desire is personalization.

Personalization is, essentially, using copy to inspire the prospect’s imagination to create a picture of him or her owning the product and enjoying the benefits it brings.

Here’s a personalization technique that many successful marketers use - It’s the “you” concept. “You’ll learn, you’ll discover, you’ll master it, you’ll renew, you’ll change, you’ll develop, you’ll be given, etc....”

The word “you” specifically refers to a person - the person who will read your copy will see it as speaking specifically to them, rather than to thousands of people. It will greatly enhance the personal, “speaking one-on-one” aspect of the copy - and that prospect will be much more open to hearing what you have to say, and buying your product!

If you ever get stuck and you need to fill up a letter and you get writer’s block and don’t know what to write, use this “you will” technique. It goes on and on: “you’ll start, you’ll learn, you’ll eliminate, you’ll shape, you’ll gain.” Put anything you can after the word “you” or “you will.” This is how to use one very “personal” word to make your sales soar!

There are ten mistakes that almost every marketer makes along the way. These mistakes are...

1) Not developing a unique selling proposition that stands out in your marketing.

You need to make yourself stand out among the competition. Find a unique thing that sets you apart.

2) Not developing back-end sales.

This is a big one! You must find other related products to market and sell to people who already purchased from you.

3) Failing to make doing business with your company convenient and easy.

Several things can fall under this problem. It can be as simple as having a phone number for people to call or accepting Credit Cards. The easier it is for them to do business, the more likely it will be that they will do business with you!

4) Failing to know what customers want and need.

If you don’t know what your customers want and need, you will never make money!

5) Failing to tell customers “why you can.”

Your customers need to know the “why” behind the offer. If you’re offering a low sale price, tell them why... Is it overstock, or a pre-publication offer? Also, if you are higher than the competition, is it because of that extra mile you walk for the customer? You can never forget to tell the customer the “why” behind your offer.

6) Forgetting that you must “sell” your way out of a business problem.

Many times a business will worry about overstock. They have thousands of dollars tied up in “X” product and everyone is buying “Y” product instead. You must avoid this mistake and remember to sell your way out of this situation. You can do this by being straight with your customers. Tell them that you ordered too much product, and you must sacrifice and take a sale price in order to move the product. If you are honest with your customers, they will respond to that.

7) Not testing the market.

Too many business people are not doing enough testing. This is very important. The more you test, the more you make! It always works that way! You can test various headlines, prices, etc. Always test new things so you will stay on top of the market.

8) Writing institutional advertising instead of direct-response advertising.

This means that you must focus on the product rather than the company. Many companies run major ads that tell about their fancy office equipment and their state-of-the-art facilities, but they never tell about the product. You must avoid this costly mistake!

9) Getting tired of marketing methods that are still effective.

This may sound pretty basic, but a lot of marketers get tired of their promotions and move on too quickly. Friend, if a promotion is working and making money, DO NOT PULL IT!

10) Forgetting to focus on the targeted customer.

You must always stay focused on the group of people you are trying to sell your product to. If you start to broaden your focus, you will lose sight of the original customer, and your sales will drop.

If you can avoid these mistakes, you can be well on your way to making huge amounts of money in your own business! Study these mistakes and learn how to avoid them!

Always run some type of advertising that pulls in new customers and re-sells them. Think of your advertising message as a radar beam that sweeps your market for the target. The target is your best prospects and customers. You can earn steady money all year long by keeping your advertising message out there all the time working for you. Just develop a simple marketing plan that attracts new customers and re-sells them additional products and services. You can do this by following many of the other secrets in this manual.

Those companies have to work with those big markets - but you can actually make a fortune by focusing on the tiny little markets that these huge corporations can’t touch. It’s how to make huge profits and huge amounts of cash with tiny little markets and gain a HUGE advantage over Fortune 500 companies!

So, you wonder, how do you decide what small niche market you are going to go into? Our suggestion is to work with someone with a subject or a hobby that you are already interested in.

There’s a quote that says something to the effect of “Do what you love and the money will follow.” That’s very true. If you find something you love, you can make money at it and have lots of fun, and it just comes automatically because you’re excited about it - after all, it is something you are interested in.

We’ve said it time and time again - Internet auctions are one of the greatest ways to get rich. We firmly believe that, and we are going to tie that concept in with this subject matter and show you how you can make it work.

Which dirt-cheap e-mail programs get the most results?

So far, we’re impressed right now with Microsoft’s own Outlook Express. It seems to do everything, and it’s part of Internet Explorer, which - as of this writing - comes free on all Windows 95 or Windows 98 personal computers.

The e-mail software that’s now built into Netscape is also excellent. Both of them display and allow you to actually build messages that include graphics and text and look just like a Web Page and includes Links that take you to Web Pages.

They’re both very powerful and that’s one reason why these capabilities are so widespread. Because, of all the browsers in the world, Web Browser is being used by the most people. If you combine Microsoft’s Internet Explorer and Netscape’s Internet Package, nobody else is using anything else much.

One technique marketers have been picking up on recently that’s really increased the value of their products is developing products with multiple purposes. This is how to send your product’s perceived value through the roof - and make it even more attractive to your prospects!

How does this work? Well let’s say, for example, that you’ve developed a product that shows people how to make money buying and selling in the real estate market.

This alone can be a very good product. But, there are a lot of people out there who would like to buy real estate for themselves - namely a home of their own!

For many people, buying their own home would be a great beginning transaction - a great introduction into the real estate market.

Also, many of the real estate tips you give would be very useful for people looking to buy a home of their own - they’d be better equipped to know the best rates in their area, they’d be better equipped to deal with real estate agencies and property owners - chances are, they’ll be able to get a lot more for their dollar this way!

Therefore, by adding a section for would-be homeowners, guiding them in the processes of buying a home, you increase the perceived value of the product - and it will potentially be much more attractive to many more prospects!