Any book you write should be copyrighted before it is printed. A copyright is very inexpensive when you consider it protects you from anyone reprinting, publishing, or copying your work.

Copyrighting your work is how to easily protect your book from anyone stealing it! No-one else then can profit from your book. You can obtain all the up-to-date copyright applications and laws by writing Copyright Office, Library of Congress, Washington, D.C. 20559.

A copyright protects the author for life, plus 50 years. Any copyright should be mentioned in your will, so you can pass on this valuable asset.

Find three or four things that you can go right out and start doing immediately. That’s it!

Put your web site address on everything. This goes for e-mail, as well. People will e-mail you for information. Once we turned our clients onto this idea, they started sending us photos and letters showing us things they’ve done with their web address.

In fact, we’ve literally seen that if it’s not moving, they tend to slap their URL on them when they get going. It can actually be fun. Some of them have made bumper stickers, for example, or just a sticker. They’ll actually go around and give them away to friends or stick them on friends’ cars. Within the limits of the law, people will put them on mailboxes, street lights, or things where it doesn’t say “post no bills,” for example. The bottom line is to put it everywhere.

This is excellent for promoting a local business. If you put up a web site or have an e-mail address you can do the same thing. e-mail me for information.

Give the e-mail address. Put it in your store window, if you’ve got a store. Put it on your sign out front by the road, if you have one.

That way people driving by can see it. Stick it in every ad you ever run. Stick it on your business cards and your stationary. This goes one step further.

Most of us have seen the catalogs with the give-away promotional items. Put your e-mail or web site address on pens or pencils. There are some really neat gift items lately. “Give-away items” that promote products like letter openers that look like a CD. The “nerd-like” pocket protectors that people give away. We don’t give those away, but they can be kind of fun if they’re done right.

People looking for what you have will go, look, and see what else you have. This is proven time and time again. It’s been long predicted that, eventually, we’ll see television advertising reduced to little more than a ten second or a five second spot to display someone’s web site, and tell prospects to go there.

We’re already seeing a huge decrease in the amount of advertisement time. They’ll cram 30 advertisements in a one minute spot anymore. They’re like little five second this and ten second that ads, and half of them have a web site address on them. They’re already catching on, especially on the cable channels. Put your web address or your e-mail address everywhere. We saw it on the back window of one of our customer’s car, just the web address. He was driving around, and anybody

seeing that car sees the address. He might be drawing 20 or 30 potential customers a day. Another customer sent us a picture of a race car that he drives on the circuit. He put his web address in huge letters across the side of the car. Just imagine, if you just look around a little bit, you’ll find ways you can’t even think of. Any place where people walk by, look, or see. Stick your web address there. It’s that simple!

When it comes to Internet forums and discussion boards . . . those messages that you post with an answer and a link to your Web page, stay on those news groups almost forever! There are even places that archive past news groups when they get old, so people can go back and read that.

We have gotten responses to our own answers we’ve posted on news groups, over a year ago! This is how you can turn 60 seconds of your time into sales and profits for years!

And it’s free! Carry this idea one step further. In every e-mail program today that we know of, every one that I’m familiar with allows you to create what they call a “signature line.” That’s where you can put this, and it’s on every message you leave at that point at the bottom of your message. It just automatically inserts it for you when you’re posting the message.

You can go to a message group discussion and, say, you are interested in “painting in oil at home.” You could actually go to the interest groups that interest you most and discuss oil painting. Get into it, enjoy it, have fun!

Every message you post at the bottom has this little two-line tag line. “Oh by the way, interested in some business opportunity? Interested in making more money at home so you can paint more often?” Add your tag line with your link to your Website. That’s not considered an ad in these news groups. That’s just a tag line at the bottom. As long as you don’t get carried away with it, it’s a perfectly legal and acceptable way to do it.

You’re providing a service to the people that go to the news group! It’s more of a soft sale than anything. Then the hard sale can be done once they go to your Site! You can do whatever you want to do! You have to be careful about not blatantly trying to sell to people. First of all, it’s a turn-off to all the people on the news groups. Second of all, the owners will kick you off. But then when they come to your Website, you can do whatever you want with them.

If you just get on there and post ads, on most news groups you can get yourself kicked off or locked out. Or what people will do individually is, they’ll set their e-mail filter to ignore anything from your e-mail address when they’re browsing that news group. It will just block you out so you’re not even being seen!

“Preparation” can be your key to making BIG BUCKS! You have to know who you’re trying to reach.

- You have to know what your specific market wants and needs.

Your market has wants and needs - problems they want a solution for, things that they’d like that currently aren’t available, things that are better than what they have now.

- You have to know what gets them excited.

Once again, the key is in knowing what your market wants and needs. But in order to best relate to your prospects what you have to offer them and how great it is, it is important that you learn how to do so from THEIR perspective.

This doesn’t mean you write your ad as if you were them. Rather, it means that you should be able to write your ad as if you were an insider in their market, someone involved in the market, who has come up with something great to share with the rest of the market.

Learn as much about your market and your prospects as you can. What do they do? What processes do they engage in? Does the market have specialized language - words, phrases, and such that are used exclusively in that market?

Once you have in-depth knowledge of your market, you will be able to write ads that are very appealing, and your offers will be even more attractive and exciting than ever before!

- You have to know what kinds of products and services they buy.

Your market will tend to accept certain kinds of products and services more than others. It is important for you to know what kinds of products are hot in your market and which ones aren’t. That way, you’ll be able to develop products and services that are more likely to succeed and avoid those that aren’t.

If you prepare your offers and ads first by using this information, you will be able to grab your prospects’ attention and interest easier. Consequently, you’ll reap bigger sales.

Still don’t think you can learn to use a computer? Well, there are still ways you can use Internet auctions to bring you money . . .

Picture this - you focus on getting the product. You spend the time buying and selling. Then, you have a person who’s computer literate working for you, putting the products on the auction sites!

Yes - you let someone else do all of the computer work for you - you will be able to focus on the things that will make you the maximum sum of money - the marketing and the buying and selling!

If you focus on the marketing and let somebody else focus on all of the computer issues, you could really get rich with this! This is how you can still make a fortune with Internet auctions - and NEVER TOUCH A COMPUTER!

We have a friend who wanted a way to force people to come back to his site on a regular basis. He actually started out weekly or monthly, but now he does it more on a bi-weekly basis.

When he started it, he wanted people to come back, so he had a contest. To win the grand prize they actually had to go back to his site to find a particular phrase. He’d find a phrase on one of the pages and then, in his e-mail newsletter, he’d say “Look, here’s our brand new contest, you can win the prize if you’re the first person to find this phrase.”

All the people would scramble back to the web site and look. The best thing about it was it usually wasn’t on the first page. They had to really look through all the product listing and information about his other opportunities until they found it. It forced them to get back into the site and look over everything. Then, they could e-mail him, and say “Hey, I was the first one.”

Then, he would award them the prize. In some cases, the prizes were actual products that he was selling, but in many cases, the prize was actual advertising on his Internet site. He could say “Here, you get a banner. It’s worth $500.” His real cost was virtually nothing. It was just plastering that banner at the top or giving them some sort of an Internet ad in his mall. His prizes, then, became virtually free. It was something to get people back to his web site on a regular basis again and again and again.

Yet, most marketers overlook this opportunity, particularly when it comes to the Internet. But it can work, when used correctly - it can be a rare and unusual way to force people to come back to your web site!

Probably the biggest mistake in all of marketing is to sell one thing to one customer and then to get busy, spend all of your money and all of your time trying to get more customers.

It’s better to spend at least half of your time taking good care of the customers you have and mailing to them again and again. Or, in the case that we’re talking about electronic marketing, using the e-mail. Could you imagine the money you’d save? For absolutely no cost, you could be e-mailing all the customers on your list twice a month 24 - 25 times a year at no expense!

And that constant contact with those customers will exert the most pressure on them, in a nice way, to continue to do business with you. One thousand repeat customers are better than 10,000 one time customers!

You Find the BEST people online who are eager and hungry to buy your products NOW by marketing to the people who have already bought from you! They know what you sell, they know what to expect, and if they like what you sell, there’ll be a lot less holding them back than a new prospect!

Many companies want good mailing lists. The people who are renting your list want to be able to trust it and know where those names originated from. They want to be confident in their selection of your list.

When you work with a good list manager that knows the origins of the names on your list, that’s going to make the others feel good about your company’s list. Soon you and your lists will have a sparkling reputation. And the better your list, the more it’s worth.

Coming up with the best lists you possibly can is how to get something many people want - and will pay you HUGE amounts of money for!

As a “mailing-list supplier,” you can supply mail-order dealers - including your competitors - with the least expensive way of increasing their direct mail sales. When you supply them with good names, they make money. Then they help you make money through their continual business with you. It’s a win-win situation. It’s how to make money by helping your competitors make money!

There is one simple thing you can do to increase your profits. You only have to do it three to four times a year. You can do it more if you want to. What is it? It really is simple. All you have to do is mail to your customer base once every three months or so. Don’t just mail them to say hello. Tell them about another product you have that you know they are interested in!

Back-end sales are vital to your business. So, you must find additional related products. This is one simple way you can make thousands of extra dollars!

The variation between printers really is enormous. If you were to get five separate bids from five different printers, you will find that the difference between your low bid and your high bid can be as much as three times the difference in price. Therefore, in order to find a printer that is reasonable, you should conduct as wide a search as possible.

Printers are different from each other due to the fact that they have different equipment and technology at their disposal. Because of this, different printers can do different tasks for you more economically. For instance, some printers might be good at printing books, but bad when it comes to printing other things.

In summary, quotes from the printers should include:

1. Type and cost of paper used
2. Size and style of print for the text and cover
3. Number of copies
4. Size of book and type of binding (5x5 softbound book or 6x10 hardcover) as examples
5. Cost for black ink or additional colors
6. Composition, layout, or artwork charges
7. Delivery charges
8. Cover costs
9. Total cost for the first run of 100 copies, 500 copies, etc.
10. Later run costs of 100, 500, 1,000 copies

Get several quotes, and get them in writing. Find out what terms are available. Good Luck!

Today with Desktop Publishing, I can sit down and design and do the typesetting and do everything I need for all my sales letters. But we’ve chosen to stick with professional typesetters and design people and layout people.

Why, you ask? We could do all of our own advertising if we wanted to spend all of that time and learn the programs. For the reader who really wants to make the most money, though, we really believe your time is way too valuable to learn all of the technical stuff. That’s why we have webmasters and such!

If your time is spent working on the marketing part and somebody else is doing all that technical stuff for you, it’s going to really free you up. The danger is if you spend too much time doing the technical stuff.

Just like if we spent too much time typesetting all of our ads for our Mail Order business, we wouldn’t be nearly as productive as we are now. Because we have somebody else designing all of our ads, all we have to do is just worry about writing them and helping by making suggestions to them. This allows us to get a lot more done and make a lot more money.

And, since they’re professional designers, they’re going to know what layout will be best for your webpage. Let the techs do it for you . . . that’s how to make your website sizzle!

It is easier to deal with a focused market. It is a smaller, core group of people. The best key to success is to know your customer - to know the person you are dealing with.

If you wanted it, if you’re interested in it, other people are interested in it. But keep in mind that what you’re interested in, if you focus on that interest, is your market. That is how you identify them.

When you try to go for everybody, it is impossible to keep up. It’s impossible to find a focus and to meet anybody’s needs.

Here are seven proven things you can do to get people to spend MORE MONEY WITH YOU! They have been used successfully time and time again by many marketers over the years. If used correctly, they can work for you too!

1. Offer a customer first choice on limited items.
2. Offer special discounts or bonuses that are not offered in sales literature mailed to prospects. You already have sold them; now you want to both serve and sell them.
3. Find out what problems represent their No. 1 priority, and look for ways to solve that problem in your offers.
4. Be innovative.
5. Do everything in your marketing ability to fill their needs.
6. Give the sincere impression in your sales literature and offers that you deeply appreciate their previous business, and that your priority is to serve their continuing needs, whatever that may be.
7. Make certain you follow through with your promise.

Acknowledge your customers for the true value they represent. Tell them repeatedly. Educate them about the product or service you are offering. Ask for their order. If you are offering them a special deal, tell them why. Make a solid case for your product, and then ask them to try it out at your risk. Always ask them to buy. Doing these things is how to get people to send you their money FAST!

By working your customers more efficiently and effectively with proven sales concepts and techniques, you will increase the frequency, purchase amounts, and the duration of the customer/business interaction with you. It is, essentially, how to get the most leverage from your profits!

Many people in business don’t understand the concept of building relationships through the mail with customers. It’s a very real, powerful thing, though. As your customers send their money to you in exchange for the products and services you are offering, you should be grateful. These are the people who are supplying you with the money you are using to live, grow, and prosper.

There are many ways you can convey your appreciation. Let them know you understand them and appreciate them. Actual relationships can build and take place between you and your customers.

Mail-order is often promotional based marketing. But, the truth is, you want to build a company, not a promotion. A company has repeat customers that buy again and again and again. By working toward establishing and keeping good relationships between you and your customers, you are allowing yourself to build a company, not a promotion!

There really are only three reasons a prospect will not do business with you. If you can eliminate these three reasons, you stand the best chance to make the most money.

Reason #1: You are selling to the wrong market.

In this case, you have picked the wrong market to target your product or service to. They aren’t buying what you are offering because they don’t want or need your product or service. This is why it is so important to focus on a target group. You must find the target market that most wants and needs your product or service.

Reason #2: They don’t have the money.

This is a very rare situation. It’s amazing how people will magically find the money to buy something when they really want or need it! Usually, people who say they don’t have the money really don’t want your product. Possibly you haven’t created enough desire or you haven’t given them enough benefits of buying your product. So, there again, you are back to making sure you have selected the right target market so the maximum number of people are going to be interested in your product or service.

Reason #3: They don’t trust you.

This is very important. You must make sure your customer trusts you. Why wouldn’t’ they? Well, that depends. Some people will not trust you if they feel that you are not being 100% honest with them. Maybe they feel that what you are telling them is way too good to be true. That is why it is important to tell them why you can do what you are doing. Many times a business will tell a customer that their regular price is $195, but they are selling it today only for $29.95. The customer questions why a product that should normally sell for $195 is selling for less than 30 bucks. If you had this offer, you need to tell them why you can do this. You must give them every reason to believe in you and your product. Give them a good list of benefits, and then back it up with your product. Sometimes offering a good, honest money-back guarantee is all it takes to make your customer believe you.

These three things are very important to the success of your business. You must be able to overcome your customers’ objections and complaints before you can successfully sell them a product.

If English professors were to read the best ads in the business, they would go crazy.

We are trying to communicate in as clear a way as possible. Whenever we have a choice between using a one syllable word or a two syllable word, we use the one syllable word. We’re in the business of making it as easy for the reader to read our sales messages as we possibly can.

Oftentimes, what we write is by no means grammatically or structurally correct according to the rules of English. Do you know why? CORRECT ENGLISH DOESN’T SELL NEARLY AS WELL AS EXCITING ENGLISH!

Correct English can be stale, boring - it can put a reader to sleep in a matter of minutes.

Keep your message simple by all means, and use exciting English. You’ll get more people to read it, and you’ll get more sales.

Once you have a targeted audience for your mailings, do not confuse your readers. Every ad, classified or display, should do the following:

1. Attract attention with a headline that is a stopper.
2. Arouse interest by containing information that is of interest to the readers.
3. Convince readers that they will benefit from the purchase.
4. Get the prospects to act by either ordering the product or sending for information, or whatever else your instructions may be.

These rules apply to sales letters, circulars, and even postcard mailings. When writing order ads, use short crisp sentences and forceful language. Use active verbs that make an ad more exciting. Describe what you are selling, as well as the terms, so that your prospect understands every phase of your offer.

Focus on the customer in everything you do, and your profits will increase accordingly. Test everything significant, but test only one major item at a time.

My idea has to do with if you have an affiliate program set up yourself. And here’s the secret. Whew!!!

This is something that people right now with affiliate programs have been using to pull in a lot of people with very little work on their own. The secret behind it is a two tier affiliate program. It’s an amazing little known trick that can quickly and easily turbo charge your affiliate program and turn it into a powerful cash generating money machine virtually overnight.

Do everything possible to get your prospects to take immediate action. Try to get them to respond NOW! This is the secret you can use to make a financial killing on all your ads. Here are seven ideas you can use to do this:

1. Introductory Offer: Let your prospects know that you are making a limited introductory offer that will not be repeated (ever, in the near future, until, etc.)
2. Limited Time Offer: Set a specific date (ten days, two weeks, etc) after which time your specific offer will end.
3. Limited Supply: Be honest with your prospects. If your special offer is the result of a limited supply, say so.
4. Bonus Offer for Fast Reply: Offer a bonus for those who reply by a specified date.
5. Price Increase Notice: Let your prospects know that they will benefit and save money by ordering now (if in fact you are contemplating a price increase).
6. Command Copy: Through subtle commands, such as “Order Now”, “Don’t Delay”, “Don’t Wait”, etc. you can tell your prospects exactly what to do.
7. Involvement Devices: Get your prospects involved by directing them to “check boxes”, “affix a self-adhesive stamp in the YES box”, etc.

Get your prospect involved immediately in the ordering process. The more involvement, the better response. But don’t misrepresent the truth. If a price increase isn’t anticipated, don’t say it is.

When you’re writing your promotional copy you should keep the P.A.S. formula in mind. After years and years of testing and use, the P.A.S. formula has been very successful, and made millionaires out of many marketers - including us. It could do the same for you, too!

Here’s how the P.A.S. Formula can help you get rich. P.A.S. is an acronym - it stands for Problem, Agitate, and Solve. When you’re using the P.A.S. Formula in promotional copy, you are following a specific pattern.

It works in copy this way - first, you introduce the problem that your market has - the problem that your product helps defeat.

Next up is the Agitate phase. Now that you’ve mentioned the problem, you make the prospect feel the weight of the problem - you might give specific examples of how inconvenient, unproductive, or annoying it is. This reminds the prospect how much he or she dislikes this problem themselves, and it prods their emotions.

By now, they’re annoyed at the difficulties caused by the problems. Now, you pop us with the Solve stage. You just happen to have a product that is really good at stopping the problem from happening! It doesn’t cost a lot of money, and it comes with all sorts of free goodies . . . and so on.

Now they’re happy to see what you have to offer, and they see that they’ll actually get more than they want if they buy your solution, so in theory they become excited and order what you have to offer!

Auto-responders are great because in mail order we do two-step marketing. That means someone replies by phone or mail and then we send them the material. The whole process takes several days. But with an auto-responder, of course, you can reply immediately. It is just set up so that the person gets instant gratification.

We want to talk about a different aspect of e-mail that is a powerful way to increase your business. E-mail is great. It is so cheap. You can e-mail 5,000 people for just a tiny fraction of the price it would cost to mail 5,000 people. It is almost free once you have the system in place.

You could make a lot of money with joint venture opportunities on the Internet.

We know of companies in California, Minnesota, and Florida that have made fortunes doing nothing but joint ventures. They do very little marketing other than to get other people to do the marketing for them.

Here’s how it works. You’ve got a product to sell. It could be books, manuals, CDs, videos, music, software, novelties, or toys. It doesn’t matter, the point is, you’ve got something to sell.

Next, you use the Internet yellow pages, the search engines, and other means to locate as many sites as you can that sell similar items to what you’re selling - not the same items, but related items. Then you offer your product to them, making it very desirable for them to sell your product on their site.

Let’s say it’s an information product you want to sell for fifty bucks, or maybe $49.95. Hopefully, it only cost you a few dollars to produce this product. Your next step is to offer it to all these other sites. There might be hundreds and hundreds of them. Give them the opportunity to sell your product. You make it very enticing. You give them a big discount, at least 50%, maybe even 60% or 70%. You want to get them excited about selling your product because they know, and you know, it will relate to their customers that come to their site.

Get two or three hundred sites to sell your fifty dollar product and you get $20 for every sale. You can sweeten the deal by saying they don’t even have to stock this because we will stock and ship the product. You could make thous