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    Free Essay
    9.4 of 10 on the basis of 962 Review.
     

     

     

     

     

     

         
     
    3406

     

    HOW TO GET FREE RADIO ADVERTISEMENT The greatest expense you're going to incur in conducting a successful business is advertising. You have to advertise. Your business cannot grow and flourish unless you advertise. Advertising is the "life-blood" of any profitable business. And regardless of where or how your advertise, it's going to cost you in some form or another. Every successful business is built upon, and continues to thrive, primarily, on good advertising. The top companies in the world allocate millions of dollars annually to their advertising budget. of course, when starting from a garage, basement or kitchen table, you can't quite match their advertising efforts---at least not in the beginning. But there is a way you can approximate their maneuvers without actually spending their kind of money. And that's through "P. I" Advertising. "P. I." stands for per inquiry. This kind of advertising most generally associated with broadcasting, where you pay only for the responses you get to your advertising message. It's very popular--somewhat akin to bartering--and is used by many more advertisers than most people realize. The advantages of PI Advertising are all in favor of the advertiser because with this kind of an advertising arrangement, you can pay only for the results the advertising produces. To get in on this "free" advertising, start with a loose leaf notebook, and about 100 sheets of filler paper. Next, either visit your public library and start poring through the Broadcast Yearbook on radio stations in the U. S., or Standard Rate and Data Services Directory on Spot Radio. Both these publications will give you just about all the information you could ever want about licensed stations. An easier way might be to call or visit one of your local radio stations, and ask to borrow (and take home with you) their current copy of either of these volumes. To purchase them outright will cost $50 to $75. Once you have a copy of either of these publications, select the state or states you want to work first. It's generally best to begin in your own state and work outward from there. If you have a moneymaking manual, you might want to start first with those states reporting the most unemployment. Use some old fashioned common sense. Who are the people most likely to be interested in your offer, and where are the largest concentrations of these people? You wouldn't attempt to sell windshield de-ice canisters in Florida, or suntan lotion in Minnesota during the winter months, would you? At any rate, once you've got your beginning "target" area decided upon, go through the radio listings for the cities and towns in that area, and jot down in your notebook the names of general mangers, the station call letters, and addresses. be sure to list the telephone numbers as well. On the first try, list only one radio station per city. Pick out the station people most interested in your product would be listening to. This can be determined by the programming description contained within the date block about the station in the Broadcasting Yearbook or the SRDS Directory. The first contact should be in the way of introducing yourself, and inquiring if they would consider a PI Advertising campaign. You tell the station manger that you have a product you feel will sell very well in his market, and would like to test it before going ahead with a paid advertising program. You must quickly point out that your product sells for, say $5, and that during this test, you would allow him 50% of that for each response his station pulls for you. Explain that you handle everything for him: the writing of the commercials, all accounting and bookkeeping, plus any refunds or complaints that come in. In other words all he has to do is schedule your commercials on his log, and give them his "best shot." When the responses come in, he counts them, and forwards them on to you for fulfillment. You make out a check for payment to him, and everybody is happy. If you've contacted him by phone, and he agrees to look over your material, tell him thank you and promise to get a complete "package" in the mail to him immediately. Then do just that. Write a short cover letter, place it on top of your "ready-to-go" PI Advertising Package, and get it in the mail to him without delay. If you're turned down, and he is not interested in "taking on" any PI Advertising, just tell him thanks, make a notation in your notebook by his name, and go to your next call. Contacting these people by phone is by far the quickest, least expensive and most productive method of "exploring" for those stations willing to consider your PI proposal. In some cases though, circumstances will deem it to be less expensive to make this initial contact by letter or postcard. In that case, simply address you card or letter to the person you are trying to contact. Your letter should be positive in tone, straight forward and complete. Present all the details in logical order on one page, perfectly typed on letterhead paper, and sent in a letterhead envelope. (Rubber-stamped letterheads just won't get past a first glance.) Ideally, you should include a self-addressed and stamped postcard with spaces for positive or negative check marks in answer to your questions: Will you or won't you over my material and consider a mutually profitable "Per Inquiry" advertising campaign on your station? Once you have an agreement from your contact at the radio station that they will look over your materials and give serious consideration for a PI program, move quickly, getting your cover letter and package off by First Class mail, perhaps even Special Delivery. What this means is at the same time you organize your "radio station notebook," you'll also want to organize your advertising package. Have it all put together and ready to mail just as soon as you have a positive response. Don't allow time for that interest in your program to cool down. You'll need a follow-up letter. Write one to fit all situations; have 250 copies printed, and then when you're ready to send out a package, all you'll have to do is fill in the business salutation and sign it. If you spoke of different arrangements or a specific matter was discussed in your initial contact, however, type a different letter incorporating comments or answers to the points discussed. This personal touch won't take long, and could pay dividends! You'll also need at least to thirty-second commercials and two sixty-second commercials. You could write these up, and have 250 copies printed and organized as a part of your PI Advertising Package. You should also have some sort of advertising contract written up, detailing everything about your program, and how everything is to be handled; how and when payment to the radio station is to be made, plus special paragraphs relative to refunds, complaints, and liabilities. All this can be very quickly written up and printed in lots of 250 or more on carbonless multi-part snap-out business forms. Finally, you should include a self-addressed and stamped postcard the radio station can use to let you know that they are going to use your PI Advertising program, when they will start running your commercials on the air, and how often, during which time periods. Again, you simply type out the wording in the form you want to use on these "reply postcards, and have copies printed for your use in these mailings. To review this program: Your first step is the initial contact after searching through the SRDS or Broadcasting Yearbook. Actual contact with the stations is by phone or mail. When turned down, simply say thanks, and go to the nest station on the list. For those who want to know more about your proposal, you immediately get a PI Advertising Package off to them via the fastest way possible. Don't let the interest wane. Your Advertising Package should contain the following: 1. Cover letter 2. Sample brochure, product literature 3. Thirty-second and sixty-second commercials 4. PI Advertising Contract 5. Self-addressed, stamped postcard for station acknowledgement and acceptance of your program. Before you ask why you need an acknowledgement postcard when you have already given them a contact, remember that everything about business changes from day to day---conditions change, people get busy, and other things come up. the station manager may sign a contract with your advertising to begin the 1st of March. The contract is signed on the 1st of January, but when March 1 rolls around, he may have forgotten, been replaced, or even decided against running your program. A lot of paper seemingly "covering all the minute details" can be very impressive to many radio station managers, and convince them that your company is a good one to do business with. Let's say that right now you're impatient to get started with your own PI Advertising campaign. Before you "jump off the deep end," remember this: Radio station people are just as professional and dedicated as anyone else in business---even more so in some instances--so be sure you have a product or service that lends itself well to selling via radio inquiry system. Anything can be sold, and sold easily with any method you decide upon, providing you present it from the right angle. "hello out there! Who wants to buy a mailing list for 10 cents a thousand names?" wouldn't even be allowed on the air. However, if you have the addresses of the top 100 movie stars, and you put together an idea enabling the people to write to them direct, you might have a winner, and sell a lot of mailing lists of the stars. At the bottom line, a lot is riding on the content of your commercial---the benefits you suggest to the listener, and how easy it is for him to enjoy those benefits. For instance, if you have a new book on how to find jobs when there aren't any jobs: You want to talk to people who are desperately searching for employment. You have to appeal to them in words that not only "perk up" their ears, but cause them to feel that whatever it is that you're offering will solve their problems. It's the product, and in writing of the advertising message about that product are going to bring in those responses. Radio station managers are sales people, and sales people the world over will be sold on your idea if you put your selling package together properly. And if the responses come in your first offer, you have set yourself up for an entire series of successes. Success has a "ripple effect," but you have to start on that first one. We wish you success!

         
    3407

     

    THE LAZY PERSON SECRETS TO OVER NIGHT WEALTH AND FAME There are so many imple, yet really sure-fire ways of acquiring wealth, it's a wonder everybody with even the least bit of ambition isn't already rich. When you come right down to it, the only things needed for anyone to make bundles of money are the long-range vision and the energy to put a money-making plan into force. One of the easiest methods of building wealth, and the one most often used by the "smart" people, is to furnish the expertise, equipment or growth capital to promising beginning business. Basically, you buy in as either a part owner or limited partner; then, as the busines grows and propers with your help, you reap your share of rewards. The beautiful part about this whole concept is that you can repeat this procedure over and over again. You can start out with, say marketing and sales leadership for small, garage-type business; then with your holdings and earnings from that business, invest in another, and keep doing this until you own a part of twenty-five to an unlimited number of businesses. Looking at the idea from a dollar return point of view, if you were getting $200 per month from 25 different business, your monthly income would amount to no less than $5,000 and that's not too bad for a fledgling millionaire. Look around your own area. With just a little bit of business sense and perception, you're sure to find hundreds of small businesses that could do better--perhaps even become giants in their--with your help. Most small businesses need, and would welcome marketing, promotional, advertising, and sales help. If a quick survey of business turns you on with enthusiasm about the potential profits to be made with just a few changes that you can suggest, then you are on your way. Basically, you set up an appointment to see and talk with business owners about some ideas and help that could double or triple their profits. When you approach them in that manner, their almost certain to want to see you and hear want you have to say. In prepartion for your meeting, set your ideas down on paper. Put them together in an impressive marketing or profit potential folio. Outline your ideas, the costs involvrd and the ultimate profit to be gained. Then, when you arrive for the meeting, be sure to look nad act the part of a successful business person. A few pleasantries to break the ice, and begin with your presentation. Through your proposal, you must instill confidence that you can do all you claim for him. Guide him through the presentation to the ultimate profits---- all for a 10 or 20 percent limited partnership in the business, which really won't cost him anything. Of course, if he is reluctant to give up any part of his ownership, you come back with the idea of being hired as a consultant. Almost all small businesses need help of some kind. The owners get bogged down in a myraid of every day problems and things to do. They find there just are not enough hours in the day to handle everything that should be taken care of, and end up neglecting or putting off some of the things they should be doing to keep the business prosperous. As a result, the long struggle for business survival begins, with more than 60% of them selling out at a loss or just closing up shop. The other way to " cut yourself in" on a piece of someone else's business is to supply needed money. If you can come up with 10 or 15 thousand dollars, you can easily "buy into" some small businesses. Be sure to look the business ( and its market potential) over; but once you spot one that can really be a winner with just a little bit of operating cash or money for expansion, then start figuring! You can reach a never ending supply of such businesses to choose from, simply by running a small advertisement in your daily newspaper in the. Classified section under the heading of Business Opportunities Wanted. Such an ad might read: SUCCESSFUL BUSINESS EXECUTIVE LOOKING FOR NEW BUSINESS VENTURES. WILL CONSIDER BUY OUT OR PARTNERSHIP. PO BOX 123, CITY By the same token, make it a habit to look through the Business Opportunities Available on a regular basis. Mark a few each day and follow up. Check them out, And see what kind of a deal is being offered. Remember, proper management and planning are basically the ingredients to success in business; and most small businesses just do not have these ingredients in the proportions needed to attain their greatest profit potential. Other people have done it, and more are starting up every day. There's no reason why you can't do it. In most cases little or no cash is needed. But with a little bit of action on your part, you could quickly become a multi-business owner, and very wealthy as well.

         
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    HOW TO ACHIEVE EXCELLENCE IN SALES Most people are always striving to better themselves. It's the "American Way". For proof, check the sales figures on the number of self-improvement books sold each year. This is not a pitch for you to jump in and start selling these kinds of books, but it is a indication of people's awareness that in order to better themselves, they have to continue improving their personal selling ab abilities. To excel in any selling situation, you must have confidence, and confidence comes, first and foremost, from knowledge. You have to know and understand yourself and your goals. You have to recognize and accept your weaknesses as well as your special talents. This requires a kind of personal honesty that not everyone is capable of exercising. In addition to knowing yourself, you must continue learning about people. Just as with yourself, you must be caring, forgiving and laudatory with others. In any sales effort, you must accept other people as they are, not as you would like for them to be. One of the most common faults of sales people is impatience when the prospective customer is slow to understand or make a decision. The successful salesperson handles these situations the same as he would if he were asking a girl for a date, or even applying for a new job. Learning your product, making a clear presentation to qualified prospects, and closing more sales will take a lot less time once you know your own capabilities and failings, and understand and care about the prospects you are calling upon. Our society is predicated upon selling, and all of us are selling something all the time. We move up or stand still in direct relation to our sales efforts. Everyone is included, whether we're attempting to be a friend to a co-worker, a neighbor, or selling multi-million dollar real estate projects. Accepting these facts will enable you to understand that there is no such thing as a born salesman. Indeed, in selling, we all begin at the same starting line, and we all have the same finish line as the goal - a successful sale. Most assuredly, anyone can sell anything to anybody. As a qualification to this statement, let us say that some things are easier to sell than others, and some people work harder at selling than others. But regardless of what you're selling, or even how you're attempting to sell it, the odds are in your favor. If you make your presentation to enough people, you'll find a buyer. The problem with most people seems to be in making contact - getting their sales presentation seen by, read by, or heard by enough people. But this really shouldn't be a problem, as we'll explain later. There is a problem of impatience, but this too can be harnessed to work in the salesperson's favor. We have established that we're all sales people in one way or another. So whether we're attempting to move up from forklift driver to warehouse manager, waitress to hostess, salesman to sales manager or from mail order dealer to president of the largest sales organization in the world, it's vitally important that we continue learning. Getting up out of bed in the morning; doing what has to be done in order to sell more units of your product; keeping records, updating your materials; planning the direction of further sales efforts; and all the while increasing your own knowledge---all this very definitely requires a great deal of personal motivation, discipline, and energy. But then the rewards can be beyond your wildest dreams, for make no mistake about it, the selling profession is the highest paid occupation in the world! Selling is challenging. It demands the utmost of your creativity and innovative thinking. The more success you want, and the more dedicated you are to achieving your goals, the more you'll sell. Hundreds of people the world over become millionaires each month through selling. Many of them were flat broke and unable to find a "regular" job when they began their selling careers. Yet they've done it, and you can do it too! Remember, it's the surest way to all the wealth you could ever want. You get paid according to your own efforts, skill, and knowledge of people. If you're ready to become rich, then think seriously about selling a product or service (preferably something exclusively yours) - something that you "pull out of your brain"; something that you write, manufacture or produce for the benefit of other people. But failing this, the want ads are full of opportunities for ambitious sales people. You can start there, study, learn from experience, and watch for the chance that will allow you to move ahead by leaps and bounds. Here are some guidelines that will definitely improve your gross sales, and quite naturally, your gross income. I like to call them the Strategic Salesmanship Commandments. Look them over; give some thought to each of them; and adapt those that you can to your own selling efforts. 1. If the product you're selling is something your prospect can hold in his hands, get it into his hands as quickly as possible. In other words, get the prospect "into the act". Let him feel it, weigh it, admire it. 2. Don't stand or sit alongside your prospect. Instead, face him while you're pointing out the important advantages of your product. This will enable you to watch his facial expressions and determine whether and when you should go for the close. In handling sales literature, hold it by the top of the page, at the proper angle, so that your prospect can read it as you're highlighting the important points. Regarding your sales literature, don't release your hold on it, because you want to control the specific parts you want the prospect to read. In other words, you want the prospect to read or see only the parts of the sales material you're telling him about at a given time. 3. With prospects who won't talk with you: When you can get no feedback to yours sales presentation, you must dramatize your presentation to get him involved. Stop and ask questions such as, "Now, don't you agree that this product can help you or would be of benefit to you?" After you've asked a question such as this, stop talking and wait for the prospect to answer. It's a proven fact that following such a question, the one who talks first will lose, so don't say anything until after the prospect has given you some kind of answer. Wait him out! 4. Prospects who are themselves sales people, and prospects who imagine they know a lot about selling sometimes present difficult selling obstacles, especially for the novice. But believe me, these prospects can be the easiest of all to sell. Simply give your sales presentation, and instead of trying for a close, toss out a challenge such as, "I don't know, Mr. Prospect - after watching your reactions to what I've been showing and telling you about my product, I'm very doubtful as to how this product can truthfully be of benefit to you". Then wait a few seconds, just looking at him and waiting for him to say something. Then, start packing up your sales materials as if you are about to leave. In almost every instance, your "tough nut" will quickly ask you, Why? These people are generally so filled with their own importance, that they just have to prove you wrong. When they start on this tangent, they will sell themselves. The more skeptical you are relative to their ability to make your product work to their benefit, the more they'll demand that you sell it to them. If you find that this prospect will not rise to your challenge, then go ahead with the packing of your sales materials and leave quickly. Some people are so convinced of their own importance that it is a poor use of your valuable time to attempt to convince them. 5. Remember that in selling, time is money! Therefore, you must allocate only so much time to each prospect. The prospect who asks you to call back next week, or wants to ramble on about similar products, prices or previous experiences, is costing you money. Learn to quickly get your prospect interested in, and wanting your product, and then systematically present your sales pitch through to the close, when he signs on the dotted line, and reaches for his checkbook. After the introductory call on your prospect, you should be selling products and collecting money. Any callbacks should be only for reorders, or to sell him related products from your line. In other words, you can waste an introductory call on a prospect to qualify him, but you're going to be wasting money if you continue calling on him to sell him the first unit of your product. When faced with a reply such as, "Your product looks pretty good, but I'll have to give some thought", you should quickly jump in and ask him what specifically about your product does he feel he needs to give more thought. Let him explain, and that's when you go back into your sales presentation and make everything crystal clear for him. If he still balks, then you can either tell him that you think he product will really benefit him, or it's purchase be to his benefit. You must spend as much time as possible calling on new prospects. Therefore, your first call should be a selling call with follow-up calls by mail or telephone (once every month or so in person) to sign him for re-orders and other items from your product line. 6. Review your sales presentation, your sales materials, and your prospecting efforts. Make sure you have a "door-opener" that arouses interest and "forces" a purchase the first time around. This can be a $2 interest stimulator so that you can show him your full line, or a special marked-down price on an item that everybody wants; but the important thing is to get the prospect on your "buying customer" list, and then follow up via mail or telephone with related, but more profitable products you have to offer. If you accept our statement that there are no born salesmen, you can readily absorb these "commandments". Study them, as well as all the material in this report. When you realize your first successes, you will truly know that "salesmen are MADE - not born".

         
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    SECRETS OF GETTING FREE ADVERTISING The opportunities for getting free advertising for your product or services are limited only by your own imagination and energies. There are so many proven ways of promoting your objectives without cost that it literally boggles the mind just to think of listing them. One way is to write an article relative to your particular expertise and submit it to all the publications and media dealing in the dissemination of related information. In other words, become your own publicity and sales promotions writer. Get the word out; establish yourself as an expert in your field, and "tag-along" everything you write with a quick note listing your address for a catalog, dealership opportunity, or more information. Another really good way is by becoming a guest on as many of the radio and television talk shows or interview type programs as possible. Actually, this is much easier to bring about than most people realize. Write a letter to the producer of these programs, then follow up an in-person visit or telephone call. Your initial contact should emphasize that your product or service would be of interest to the listeners or viewers of the program--perhaps even saving them time and money. Other ways of getting free or very inexpensive exposure include the posting of advertising circulars on all free bulletin boards in your area, especially the coin-operated laundries, grocery stores, and beauty and barber shops. Don't discount the idea of handing out circulars to all the shoppers in busy shopping centers and malls, especially on weekend. You can also enlist the aid of the middle school students in your area to had out circulars door-to-door. Some of the more routine methods include having a promotional ad relative to your product or service printed on the front or back of your envelopes at the time you have them printed with your return address. Be sure to check all the publications that carry the kind of advertising you need. Many mail order publications just getting started offer unusually low rates to first-time advertisers; a free-of-charge insertion of your ad when you pay for an order to run three issues or more; or special seasonal ad space at greatly reduced rates. And there are a number of publications that will give you Per Inquiry (PI) space--arrangement where all orders come in to the publication, they take a commission from each order, and then forward the orders on to you for fulfillment. Many publications will give you a contract for "" space. In this arrangement you send them your ad, and they hold it until they have unsold space, and then at a price that's always one third or less the regular price for the space need, insert your ad. Along these lines, be sure to check in with the suburban neighborhood newspapers. If you send out or publish any kind of catalog or ad sheet, get in touch will all the other publishers and inquire about the possibilities of exchange advertising. They run your ad in their publication in exchange for your running an ad for them of comparable size in yours. Finally, there's nothing in the world that beats the low cost and tremendous exposure you get when you advertise a free offer. Simply run an ad offering a free report of interest to most people--- a simple one page report with a "tag-line" inviting the readers to send money for more information, with a full page advertisement for your book or other product on the backside. Ask for a self-addressed stamped envelope, and depending on the appeal for your report and circulation of the publication in which your ad appears, you could easily be inundated with responses! The trick here, of course, is to convert all these responses, or a large percentage of them, into sales. This is done via the "tag-line," which issues an invitation to the reader to send for more information, and the full page ad on the back of the report, and other offers you include with the complete package you send back to them. As mentioned at the beginning of this report, it's just a matter of unleashing your imagination. Do that, and you have a powerful force working for you that can help you reach your goals.

         
    3410

     

    HOW TO SET UP A TAX-SAVING BOOKKEEPING SYSTEM One of the most important, but least understood or appreciated aspects of any business is its bookkeeping or accounting system. And, because very few people know much about the reasons for a bookkeeping system, most people are frightened by the thought of the work involved in setting up such a system, and the drudgery of daily maintenance. There's really nothing complicated to bookkeeping it's as simple as keeping a daily dairy and' or maintaining your personal checkbook. At the bottom line, it's simply a matter of recording your deposits-your incoming monies-and keeping a record of the money you spend. So, the first thing you need to do is open a business account for your extra income business or endeavors. Generally, this is simply a matter of asking the new accounts teller at a local bank for a business account registration fee, send it in to the appropriate commissioner, and from there, open you a new business account-complete with imprinted checks. Drop by a local stationery store and pick up a loose leaf notebook, and a supply of paper. We've always picked up a supply of index tabs at the same time--either to separate the months or the accountability sections for each item we sell. Assuming that you want to make it as simple as possible, while at the same time keeping it as efficient as is necessary-here's what you do and how to do it. On the first page in your notebook, write on the top line and in the middle of the page: Monday, January 1st, 1983 or whatever day you officially start your business...Then, as your orders come in, if by mail, as you open your mail-jot down starting from the left side of the page, the amount you received-dash-for what-from whom, and their address. The page might look like this: Monday--- January 1 1983 $ 14 Tapes 100 S. W Fee-Barton 10 Hong Kong Dir #261 10 " " #261 3 Whsle Prt Dir #49 70 Hot Line Lst--Morgan TOTAL INCOME $207 EXPENSES 0 That's all there is to it, and boiling it all down, it amounts to recording what you receive and what you spend. The next entry, immediately under that first day's entry might look like this: $207 Deposit 11 Printer-for copies 10 Sec & riches thru R Est #302-Rogers( 75010) 3 Simplified annual M. O bkkp Sys (21104) 10 Money Magnetism-Kline (88033) 36 R. W Fee-Magnuson (10067 6 Manual on Bookselling-#291-Magnuson (10067 15 display Ad - Smith 948089) 22 Ideal Ofc Supplies-printer paper TOTAL INCOME $80 Expense $33 Deposit $207 And then, carry on with this recording of the money you deposit, receive and spend each day with similar entries for each day of the week-every day Monday Thru Saturday for each week. It's simple uncomplicated, and a positive record of your business activity. Then at the end of each month, transfer this daily information to one of the low cost bookkeeping registers that your tax consultant or accountant can work from. These people won't work from your daily dairy, ad will not transfer the information you record in it to a formal bookkeeping register without charging you a small fortune. it's not that big of a job, ad if you do it after te close of the business on the last day of the month, it will take at the most a very few minutes. Then, of course, when you're ready to do your taxes, you simply give your bookkeeping register to whoever is going to do your taxes, and you're home free. The bookkeeping register you'll need can be any simple columnar notebook-we use an "Ekonomik Register, Form RL-17" available in a number of different styles and sizes from Ekonomik Systems-PO Box 11413-Tacoma, WA 98411. All you really need is some sort of notebook with a number of columns marked off, a title written at the top of each column, and a record of te money received for each day relative to the product or service each column represents. Then at the end of each month, you can simply add the totals from each column and you'll instantly know how much money you took in from each of your offers. Beyond te date column, will be your record of expenses or money spent. Again, you should title each of the columns you'll be entering figures into, and then record your expenditures for items falling into those categories. Then at the end of each month, it's a simple matter to add the total from each column and know exactly where you stand relative to profit or loss-how much you took in compared to how much you spent. Bookkeeping and/or accounting is a very simple and should not scare you. Just keep it simple, ad up-to-date.

         
    3411

     

    A CHECKLIST OF QUESTIONS TO ANSWER BEFORE YOU BUY A FRANCHISE Franchise businesses such as Wendy's, McDonald's and Jack-In-The-Box are booming. The people setting up franchise ideas and businesses know a good thing, and are really promoting this idea. Franchises for just about every conceivable kind of business are being sold in ever increasing numbers. Some franchises are very good. They treat both the franchisor and the franchisee very well. Others are very one-sided. Still others are almost total rip-offs that trap one into paying ten to fifty times the actual value of the business idea, equipment, or whatever it is they are trying to get you to buy. Before putting any money into a franchise, you should investigate everything completely. We've prepared a list of questions you should be asking, and should get satisfactory answers to before investing. 1. Has your attorney studied the franchise contract, discussed it completely with you, and do you both approve it without reservations? 2. Does the franchise require you to take any steps which are either illegal or even border on illegal, or are otherwise questionable or unwise in your state, county or city? 3. Does the franchise give you an exclusive territory for the length of the franchise period, or can the franchisor sell a second franchise in your territory? 4. is the franchisor connected in any way with any other franchise company handling similar products or services? 5. If you answered yes to the above questions, what is your protection against the second franchising company? 6. Under what circumstances can you end the franchise contract, and at what cost to you? If you sell your franchise, will you be compensated for your goodwill or will it be lost to you? 8. How many years has the firm been offering you the franchise been in operation? 9. Does the company offering you this franchise have a reputation for honesty and fair dealing among its franchisees? 10. Has the franchisor shown any certified figures indicating exact net profits of one or more of its members, and have you personally checked the figures with these people? 11. Will the franchisor assist you with: a) A management training program; b) An employee training program; c) A public relations and advertising program; d) Capital; e) Credit; f) Merchandising ideas? 12. If needed, will the franchisor assist you in finding a suitable location? 13. Is the franchising firm adequately financed so that it can carry out its sated plans? 14. Does the franchisor have experienced management, trained in depth? 15. Exactly what can the franchisor do for you that you cannot do for yourself? 16. Has the franchisor investigated you carefully enough to assure itself that you can successfully operate a profit to both of you? 17. Does your state have a law regulating the sale franchises, and has the franchisor complied with that law to your satisfaction? 18. How much equity capital will you need to purchase the franchise and operate it until your income equals your expenses? If you can get the answers to each of these questions, and those answers satisfy you, then you're probably thinking about buying a pretty good franchise deal. However, if you're in doubt about any of these points, be sure to check it out and know the answers for certain before you invest or sign anything. Buying a franchise can give you a measure of security, and in some cases, sure-fire profits. Business surveys show that fewer than 20 percent of all franchised businesses fail. This is in comparison to a 60 to 80 percent failure rate for ALL new businesses started in this country each year. Information regarding specific franchising ideas can be found in the franchising directories, which are generally available at the local library. Often there will be a notice posted in franchise outlets themselves. If you can afford the entry into this business, statistics are on your side. You are now armed with some CAUTION and STOP and GO signs!

         
    3412

     

    HOW TO START A MONEY BROKERAGE BUSINESS ...and Earn $100,000 a Year, Collect Large Fees Helping Others....and Borrow All The Money You Need Becoming a Money Broker is one of the easiest and most rewarding endeavors available. Virtually anyone can become a Money Broker with the smallest investment. You can start this business on a part-time basis, and earn large "Finders Fees," or open your own office and work fulltime with absolutely unlimited income potential. Until very recently, the "secrets of money brokering" were closely guarded and known only to a few select bankers, investment corporations, and business consultants. No other business offers the potential income figure for so little investment! As an example, starting with less than $100, some money brokers have made $100,000 their first year in their business! This is the ideal way for a man or woman to supplement his or her present income, or change professions after a period of time. It is an absolute "dream-come-true" for the semi-retired, or retired office worker. There is hardly another business requiring less than $100 in start-up cost that can put you in a six-figure income bracket so quickly. None of them give you the power, prestige, or status---respectability in your community---equal to that of the Money Broker. To get started, you'll need stationary, envelopes, and business cards with your own letterhead. When ordering, be sure to include your phone number. Also have copies made of your Fee Agreement. We have presented a typical Fee Agreement form (which you may duplicate after eradicating the instructions we have given in blanks) As we started, the investment in this business is small; when you have your stationary, envelopes, cards and the Finder's Fee Agreement in hand, you have spent part of it. The other part will be discussed now, because you have to "find" both borrower and lender to really get underway. Once you have your "working paper," you will run some advertisements in your local paper under the headings "money to Loan," or "Business Opportunities." Typical ads might read: MONEY AVAILABLE FOR BILL CONSOLIDATION, HOME REPAIR, BUSINESS EXPANSION, ANY WORTHWHILE PROJECT CALL JOHN 423-8821 (This ad would be used to "pull" BORROWERS) BUSINESSMAN NEEDS CAPITAL FOR EXPANSION. EXCELLENT COLLATERAL AND REFERENCES. CALL JOHN JOHNSON AFTER 4:00 PM 423-8821 (This one would be to attract LENDERS) In response to the calls or letters from prospective clients, you will have to be prepared (really BE prepared by practicing) with the proper answers and sales pitch--(to the prospective borrower): "Yes, this is John Johnson. Thank you for calling. First I will explain how we operate. I'm a money broker, Mr. (USE HIS NAME!)____. I bring you, the borrower, and the lender, together. I have different money sources available---banks, insurance companies, private investment groups of doctors, dentists, lawyers, and other professional people. My sources are in business to make money by lending out money. Let's see-- I need to determine your needs and the purpose of the loan in order to properly prepare the necessary financial papers for your loan request as many as ten different lending groups in order to get the loan for you. Once I have an approval on your loan request, I'm paid anywhere from 2% to 10% of the total loan figure...important for you to remember, though, is that I don't get paid less I GET the loan for you. I do, however charge a $100 non-refundable Application Fee to cover my expenses in preparing your request for loan papers and presenting this portfolio to the lenders. In a nutshell, that's how these types of loans are negotiated. Now then, how much will you need? (Note that five successful registrations per will bring you $500 each week.) This is where you begin to acquire the information you are going to need to proceed--the amount of money needed---purpose of the loan---terms the borrower wants for repayment--and a profile of his background--education, employment record, date of birth, Social Security number, marital status, general health, and number of dependents. Next you type this information onto the proper forms, assembling all into a portfolio and presenting it with a cover letter to at least five different lenders for their consideration. When the loan is granted, you collect your Brokers Fee--a pre-determined percentage of the total loan figure. (TYPICAL FEE AGREEMENT FORM) YOUR NAME AND ADDRESS AGREEMENT FOR FINANCIAL SERVICE The undersigned, Borrower's name, hereby appoints YOUR NAME, as his Agent and authorizes him to submit to lenders data information supplied by the borrower, for the purpose of the lender making a loan or investment direct to the undersigned. The undersigned aggress to pay to YOUR NAME, a fee of ___% of the amount of the loan or investment obtained. The undersigned hereby pays to YOUR NAME, $____ as a non-refundable fee for the time involved to appraise the feasibility of loan requested; this fee is separate from any other fess due, if the loan is obtained. ___________________ _______________________ Date Borrower

         
    3413

     

    HOW TO MAKE BIG MONEY WITH YOUR OWN NEWSPAPER CLIPPING SERVICE This is a very lucrative business, and it's growing in demand and popularity. There are thousands of people in all parts of the world who are making hundreds of dollars each week, just reading and clipping news item in the privacy of their own homes! The press-clipping business is very much misunderstood by most people, and therefor there are a lot of people who are very skeptical about it as a way for ordinary people to make extra money at home. If you explain to friends or neighbors that you operate a press clipping business, most of them will think you pore through the obituaries, funeral notices, ad wedding announcements. Clipping these out and sending them to people or relatives of the people being written about. In reality, this is but a very small part of the home-based newspaper clipping service. The really successful press clipping services have contracts with companies and organizations that want to keep current on any number of matters reported in the papers. Some companies hire clipping services in order to keep track of what their competitors are doing. Other companies, including businesses of all kinds, use clipping services as a means of locating sales leads and new customers. National magazines and newspapers are a;ways in ned of different or interesting material, and frequently employ home-based clipping services. To set yourself up in this kind of business, you'll need only a pair of scissors and as many different newspapers and magazines as you can subscribe to. A visit to your local public library should be most informative relative to newspapers and magazines available to subscribers. You should also visit your local wholesale paper house, or make a deal with te local stationery store to buy labels at a discount price. You'll want to attach these labels to the top of each clipping you send to your clients. On these labels, you'll want to print the name of the publication th clipping came from, and the date it appeared, as well as your on name and address. The next step is simply to start clipping articles that mention or talk about specific companies or people. File you clippings in envelopes or boxes according to industries or types of businesses, by company name, ad according to the names of the people mentioned. Once you have ten or more clippings that talk about a particular company or person, put them in a envelope and send them to that company's owner or public relations director. You should include a short note with the clippings, explaining your service and your fees. Your should try to get your clients to agree to pay you a monthly "reader's fe," for which you agree to look for anything in the newspaper about him or his company or industry. Every time you spot such an article, you of course clip it, and send it to him. A minimum monthly "reader's fee" is usually $25,but it can vary according to the number of publications you read, and thee number of clippings found. Generally, a clipping service that scans statewide publications charge about $50 per client, or $100 per client for those wanting clippings from national publications. These fees, of course, are monthly fees, and you can easily see how you could make very good money with just 20 or 25 clients. To promote and build your business, you can scan your local business services directory and send out a solicitation letter to each of those listed. A couple days after you've posted your sales letter, you should follow up with a phone call. A short, to-the-point ad under "Business Personals" in your daily newspaper will also bring in new clients for you. And as soon you can afford it, go with at least a small display ad in the yellow pages of your telephone directory. You should definitely contact relations firms, advertising agencies, and civic organizations in your area. Explain your services and ask them if they have any special clients or needs you can help them with. You'll find many of your local political and "cause" groups very interested in receiving clippings about their opponents. Clipping services in one form or another have been around since the advent of the printing press, and as stated earlier, they're becoming more in demand. It's definitely the kid of business anyone who knows how to read can set up ad operate with an absolute minimum investment.

         
    3414

     

    HOW TO FIND AUTHORITATIVE BACKGROUND ON ANY SUBJECT When you're doing research or looking for information on a particular subject, it's a lot like a detective checking all his possible clues. The important thing is knowing who and where your sources are. In almost all instances, your first move should be to your encyclopedia. if you don't have an up-to-date set, there's always your public library. Most of the time, and encyclopedia will give you at least the general facts about your subject. You may have to check other sources for more detailed information. Thus, your next move should be books that have been written on the subject. The subject and title sections of the card catalog or the bound volumes of computer printouts in most public libraries will give you plenty of listings. After you've selected a number of books for background information, check the magazines either directly related to your subject, or those carrying articles on the subject. Most of the time, you'll find that magazines will provide you with more up-to-date timely information than books. To check out information on your subject in magazines, look in the Reader's Guide to Periodical Literature. Under subject and author headings, the complete collection of this guide will list articles printed in magazines since the turn of the century. The Suggestions For Use section will instruct you on how to read the codes under each heading. If you can't find your subject listed, think of similar subjects that might be related. If your subject is part of a particular field of study, there may be a special index that will help you. Among these special indexes, you'll find: Art Index, Business Periodicals Index, Consumers Index, Education Index, Humanities Index, Social Science Index, Biological and Agricultural Index, and Applies Sciences and Technology Index. You'll even find a Popular Periodicals Index which lists articles that have appeared in currently popular magazines. You'll also find that most newspapers are veritable goldmines of reference material. Most of the big city newspapers have computerized indexes. Several of the special national newspapers such as Wall Street Journal also have reference indexes. Without a doubt, the New York Times Index is the most complete. In these newspaper indexes, subjects and people are listed alphabetically with the date, page number, and usually with the number of columns devoted to that particular story. About all you have to do to avail yourself of this information is to stop by the newspaper office, tell them the kind of information you're looking for, and ask their help in locating it within their index. FACTS ON FILE: is a world news digest that's found at most public libraries. This is a weekly publication that's broken down into four categories; World Affairs, U. S Affairs, Other Nations, and Miscellaneous. EDITORIALS ON FILE: is a similar service that comes out twice each month. It is a survey of newspaper editorials than span a wide range of subjects. If you want to known about business trends, you should ask for and look at the Moody's reports. These cover banking and finance, industry and public utilities. Most large libraries also keep pamphlet files for brochures from various information services and government agencies. Be sure to ask about these. Whenever you have a question or want more information on a subject, always check first in the material that has been written about it. Public libraries and newspapers are free, and will definitely point you in the right direction even if you don't know much about sources. One of the best sources of information is people. Ask around and more often than not, you'll find someone right in your own area who is well versed on your subject. An introductory phone call and an explanation as why you're researching the subject will almost always lead you to many people who'll be glad to talk with you. Interviewing and talking with people will give you the chance to ask questions and hear specific explanations about details that may not be fully covered in a book, newspaper or other publication. Researching and gathering information on a particular subject can be fun, exciting, and very informative. It will never be dull or boring. The important thing is to search out all the available sources, and then to take advantage of them. From there, you'll find it's very much like putting a jigsaw puzzle together; the closer you get to completing the picture, the more excited you become. Many people find that when they begin a research project on a specific subject, they quickly uncover so many interesting related subjects that it's hard to confine their enthusiasm to just the one subject. This is what learning is all about, regardless of the use you eventually make of the informative you gather. The more you learn, the more you want to learn. Curiosity about all things, and good, basic research are the prime requisites for any successful writer. To have read about or experienced only a few aspects of a given subject won't interest very many people. What the people want is a thorough discussion of the subject from as many different points of view as possible. This, of course, requires research, and to do research, you have to know where to find the material you want. Hopefully, we've "turned you own" with the idea that the information you're interested in is available and virtually at your fingertips. All it takes is just a bit of effort on your part to avail yourself of it. Just remember, whatever has been thought of or dreamed of by man since the reasonable amount of searching.

         
    3415

     

    GARAGE SALE PROMOTING: FOR QUICK, EASY MONEY Pick almost any city or town in the country, drive through any middle class neighborhood or residential area on the weekend, and you're sure to spot at least a half dozen garage sales. What's being sold at these garage sales? The accumulated "junk" people no longer use or want taking up space in or around their homes. Are they making any money with these garage sales? You'd better believe they're making money! It's not at all uncommon to make $600 with a weekend garage sale. It is hard to put on a profitable garage sale? Well, yes and no. It really does take some of your time, and also requires an awareness of a few merchandising tactics. But the problem in running a successful garage sale are small in comparison to the profits. Who are the buyers, and how do you get them to come to your garage sale? Your customers are going to be "everybody," and you get them over to your garage with a little bit of advertising and promotion. Let's look at the background: Everybody accumulates the kind of garage sale items that other people are searching for, and are willing to buy. These items range from no longer wanted or outgrown items of clothing, to furniture, tools, knick-knacks, books, pictures and toys. Many garage sale items are objects of merchandise purchased on impulse, and later found to be not what the buyer wanted. He discovered too late that he really didn't have a use for it, or he no longer has a need for it. Many items found at garage sales are gifts that have been given to the seller, but are the wrong size or incorrect choice for the recipient. The problem wit most people is that they haven't the time to gather up all the items "just taking up space" in and around their homes and staging a garage sale to get rid of them. Many people don't know how to stage a garage sale, and many other people feel that putting on a garage sale is just too much bother and work. This is where you enter the picture. Your enterprise will be an ongoing garage sale of items donated and collected from these people who lack the inclination to put on a garage sales of their own. Step one is education: Spend a few weeks visiting all the garage sales, swap meets and flea markets in your area. Find out what's being offered for sale, what people are buying, and how the merchandise is being sold. generally an item is tagged with a price, but the seller is open to almost any reasonable offer from the customer. Another thing you want to make a mental not of is the way the merchandise is displayed and how the customers are allowed to browse. You start your own garage sale by cleaning out your basement, attic, closets and garage. Talk to your relatives and friends; tell them what you're going to do and ask them for donations of no longer used or unwanted items. It's here that you'll get your first experience in negotiating, and finally, an agreement for you to display and sell other people's merchandise for a percentage of the sale price. You'll find people explaining that they really don't have a use for a specific item or thy really don't want to keep storing it, but because of sentimental reasons, "just hate to give it away." Once you've had a little experience with this type of seller, you will be able to advertise in the newspaper that you buy garage sale items, or take them on consignment for a percentage of the final sales price. It's best that your wife handle the garage sale itself---greets potential customers, "shows them around,"and generally engages them in conversation. If it's a woman staging the garage sale, then arrangements should be made to have another woman "mind the store" while she's out digging up more items for sale. The advertising angle is really quite simple, and shouldn't cost very much either. You should run an ad in your area shopper's newspaper for about three days in advance of, and up through the day of your sale. Once you're operating on a full-time , every day of the week schedule, you'll want to change your ad schedule and the style of your advertising. But in getting started, go with small classified ads simply announcing your garage sale, emphasizing that you've got something of interest to everyone--everything form A to Z. To get ideas on how to write your ad, check your newspaper for a week or so; cut out all the garage sale ads you can find; paste them up on a piece of paper. Then, with a bit of critical analysis, you'll be able to determine how to write a good ad of your own by determining the good and bad in the ads you've collected. Something to remember: The bigger and better you sale, the bigger and better your "getting started" ads should be. And the secret to outstanding garage sale profits is in having the widest or largest selection of merchandise. You should have made an old-fashioned "sandwich board" sign to display in front of your house when your garage sale is open for business. This will pull in your neighbors, if you haven't already informed them, and attract the people driving by. Sandwich boards are sometimes set out at key traffic intersections nor far from the site of the garage sale, to attract attention and point the way. (Check local ordinances to see if this is permitted in your area.) Another "sign idea" practiced by a few sharp operators is the old "Burma Shave" roadside pointers. Here, you simply take a few pieces of cardboard and tack onto the power poles a about 200 yards intervals on a thoroughfare leading to your garage sale. You'll create a lot of traffic for yourself! Simply visit the public library and check out a book on limericks, adapt the ones you find humorous, and start making signs. Once word here Though: Be sure to check your local ordinances before you start nailing signs to power poles. By all means, search out and use all the free bulletin boards in your area. It's better, and usually much more profitable, to take the time to make up and attention grabbing circular you can post on these bulletin boards than just using a written 3 by 5 card announcement. To do this, pick up some "transfer lettering," go thru your newspapers and old magazines for interesting illustrations, graphics and pictures, then with a little bit of imagination, makeup an 81/2 by 11 poster type announcement of your sale. When you've got it pasted up, take it to any quick print shop ad have them print up 50 to 100 copies for you. The cost should not come to more than six or seven dollars. If you make this "circular/poster" up with versatility and long-time usage in mid, you can use it over and over again, simply by pasting a new date. In case you were puzzled when we talk about "pasting" this is simply pasting another piece of paper on to the overall page. Say you have a circular with a date of Wednesday March 1st, and you want it to read Thursday, July 16th. Rather than do the whole thing over, simply write out the new date with your transfer letters on a separate sheet of paper, cut it out to fit in the space occupied by the old date, and paste the new date over the old date. A good paste to use for this purpose is rubber cement. That's all there is to it; the printer does the rest. Now let's talk about the 'insider secrets" of drawing people into your sale, and merchandising "gimmicks' that will result in the maximum sales and profit for you. First, call attention to your sale. Don't be shy, bashful, or self-conscious about letting everybody for miles about know that you're having a garage sale. Some sharp operators do the next best thing to having the Goodyear blimp overhead: They rent miniature blimps, send them up above the housetops, and tether them there on their sale days. Of course this giant balloon or miniature blimp has some sort of sign on the side of it, inviting people to the garage sale! this is one of the strongest available advertising ideas for pulling "traffic' to a sale of any kind. For more details, write to Pie-In-The-Sky Company, PO Box 5267, San Mateo, CA 94402. You have to give your sale some flair. Put some posts up across the front of the property and run some twisted cree paper between them. Even better than crepe paper, run some brightly colored ribbons. Invest in some colorful pennants and fly them from temporary flag poles. And don't forget the balloons! Make your garage sale a fun kind of event with clusters of balloons anchored to your display tables and racks. Be sure to "float" them well above the heads of your customers as they are browsing through your merchandise displays. Cover your display tables with colorful cloths. Don't hesitate to use bright colors with busy patterns. Regardless of what you sell, effective display is still predominately essential! You cannot "dump" items haphazardly on a table, sit down and expect to realize great profits. The people doing the most business---making the most sales--are the ones with interesting displays, action and color. Try to have as wide a selection of colors as possible in your clothing racks, and mix them for a rainbow effect. Make sure that your jewelry items shine and sparkle. Arrange them in and with jewelry boxes, jewelry ladders and other items sold for the purpose of showing off jewelry while keeping it neatly organized. We know of one lady who regularly arranges jewelry items in a battery operated lazy susan. Seeing this jewelry slowly turning on the lazy susan never fails to draw attention. Think about it, and then study the methods of display used by "rack jobbers" in the stores in your area. These are the wire racks that usually hold card packaged items. This kind of display rack would lend itself beautifully for anchoring a cluster of balloons. Keep these things in mind, and build your individual displays as part of the whole; make it pleasing to the eye as well as convenient for your customers to browse through and select the items that appeal to them. Look for some kind of interesting and unusual item to call attention to your sale--something you can set up or park in front of your house during your sale. Some of the displays we've seen along these lines include a horse-drawn surrey, a restored Model T, and old farm plow. But anything of an unusual and interesting nature will do the trick for you. One couple we know put up a display using a manikin dressed in an old time farm bonnet, long dress and apron. The display depicted a farm woman of old, washing clothes with a scrub board and two steel wash tubs. You have to believe this drew crowds and made people talk! Wherever your imagination takes you, you have to be different and distinctive, or you'll get lost in the hundreds of garage sales going on all around you. If you'll take the time to employ a bit of imagination and set your sales up with the kind of flair we've been talking about, you'll not just draw the crowds, you'll end up being the one holding the most profits. It's almost a compulsion of many women to go shopping, to search for the interesting and sometimes rare and valuable items. This fact will keep you as busy as you'll ever want to be--staging and holding garage sales. The market is so vast, and the appetite so varied, that anything from a brass bedstead to a used dairy of somebody's long-forgotten grandmother will sell, and sell fast at garage sales. Put it all together, use a little imagination, and you'll easily make all the money you want!

         
    3416

     

    PAPER RECYCLING AND EASY SOURCE OF EXTRA INCOME FOR ANYONE One of the easiest (and best) ways of making extra money is by collecting old newspapers and selling them to a "recycling plant" in your area. Just look around your own home--in the garage or the basement. What do you do with the old newspapers after you've read them? Most likely they are piled up in a corner of the garage or basement until one of your kids asks if he can haul them off for the school or cub scout paper drive. Or maybe your wife and kids get ambitious some weekend, clean out the garage and haul all those newspapers off to the collection truck at the local shopping center. It's true that selling stacks of newspapers you've accumulated during the past couple of months or so won't make you rich, or really mount to much of an extra income. But think about the stacks of old newspapers you would have if you were to collect and haul away for the people in your neighborhood--say a ten-pound stack of newspapers from each house on your street every Saturday. The picture changes, doesn't it? If you're serious, and get yourself properly organized, you can easily make $300 or more every weekend. Right now, the going rate for old newspapers is about $50 a ton, depending upon your area. Most recycling depots prefer the paper lose rather than bundled or sacked. Check with the recycling plant you plan to sell to before delivery to them. Cardboard--ordinary cardboard boxes that have been flattened--is bring approximately $75 a ton. If you're going to collect old newspapers, you may just as well take cardboard too. Most people have old boxes around that are just taking up space, ad some will even pay you to get rid of them. You start clearing a space in your garage for storage. One side of a two-car garage, or just an 8 by 12 foot space would be sufficient. If you have a garden shed that is dry, that would work well also. Some collectors even rent space in a neighborhood mini-warehouse. Next, you should place and ad in your community newspaper or the weekly shopping news, something like this: Junk, old newspapers and cardboard boxes hauled away. Phone 123-4567. Then visit your neighbors. Tell them you are collecting and hauling away all the old newspapers and boxes in te neighborhood each week. You might offer them $5 a month if they' have everything ready fr you when you make your weekend collection round. On Saturdays, starting at about 9:00 a. m., rent an open trailer and hitch it to your car. if you have a pick-up truck, so much the better. With your wife and kids, a coupe of neighbor boys, or perhaps a couple of teenage "huskies" you've hired through your local high school, start making your rounds. You drive the car with the trailer. Your helpers, one on each side of the street, knock on each door and ask the residents if they have any old newspapers or cardboard boxes you can haul away for them. It would be advantageous for you to have a large sign on each side of your trailer, and on each side of the car as well. It might read: Paper Collection Service. Visit the people you've talked to on your block first. That will give you some paper in the trailer and from there, you just expand. Go to the next block and the next, driving up and down the streets, visiting, stopping at all the homes, in an ever expanding ripple from your own street. When your trailer is full of old newspapers, you can either take them directly to your recycling plant and sell the load, or take them to your storage area, unload them, and get everything organized. It's very important, though, that you get right back to the job of knocking on doors and collecting more newspapers and cardboard. Some people will (foolishly) collect a load, take it in for sale, and then waste the time gloating over the easy money they've just made. One load won't make you rich or even pay for your time. Get right back on the job and collect as many loads as the daylight hours will allow. Make the same rounds; follow the same collection route, at least once every two weeks. Once you've got the routine working well, you'll be ready to hire a couple of high school or college students to help, perhaps with another car and trailer. The best way to pay your help is with a percentage of the tonnage you sell. And then too, once you have it all together, you'll want to go with a truck or trailer that allows you to haul a couple of tons of paper per load. It's important that you make regular rounds, calling on the same houses regularly. After about six months of this, you'll be ready to open a local recycling depot. This simply means taking the accumulation of paper out of your home or garden shed ad moving it to a business location. Because of your advertising in the newspapers, and the sign on your truck or trailer, people will be calling you during the week to come and pick up paper they have ready for you. Also, your neighbors will very likely be dropping by with armloads of paper for you from time to time, as well. Specifically, these are the reasons you'll need storage space to store paper in your garage or other storage area until you have enough to load up and take to the recycling plant. One of the best locations for your recycling depot is an abandoned or closed down service station perhaps a vacant , or even a corner of a large shopping center parking ara. You'll need a scale (you can rent or lease one of these for a small amount), and a quick set-up tent or large truck. What you want to do is establish a location where people can come to you They bring their newspapers and two cents a pound for cardboard boxes. You an hire someone to man this center for you during the day, or perhaps only open between 4 and 6 o'clock in the afternoons. Advertise your hours, and be dependable, so that people can count on you. Even though you have a collection depot, you'll still want to continue your weekend collection rounds. But with a collection depot, you can hire other people to do the driving, knock on doors, make the collections and transfer their loads into the depot facility. If it's a big truck or trailer, you'll be selling ten to fifteen tons of paper whenever you make your trips to te recycling plant. Another important thing you should think about doing is getting the whole community involved with you. Get them to thinking about recycling paper and selling to you. Run some promotions; work for free publicity;and be conspicuous. Don't be embarrassed; everyone is aware of te need for recycling everting that can be recycled. And you'll be admired as someone with the ambition to make it happen, picking up a good second income while you're doing it. The complete business start-up manual HOW TO START YOUR OWN PAPER RECYCLING SERVICE, can be obtained from the distributor who supplied this report. Ask for Manual #3316

         
    3417

     

    PARTY PLAN SALES A veritable Gold Mine For Wealth Builders Believe it! You can easily make $50,000 in the next six months or less! After that, you can practically be guaranteed at least that much, but probably much more, every year for the rest of your life, without really working. The way to accumulate this kind of wealth is with your own business of selling merchandise via The Party Plan. few other businesses can so easily give you this kind of wealth as quickly, and keep your income growing. A recent questionnaire, circulated among hundreds of successful direct sales merchandisers across the country asked this question: "If you were to start over today, knowing what you know now, and could choose the one method of merchandising that would make you really rich in the shortest period of time, which would you select?" Of those questionnaires returned, 94% stated they would go with The Party Plan Method. The sharp party plan operators (and the richest) simply hold motivational sales meetings for their sub-distributors about once a month. During these meetings, they are teaching their sub-distributors how to recruit new hosts and hostesses, or husband and wife host and hostess teams. A host or hostess can be any person who is agreeable to holding a sales party at his or her house. Almost always, this person is rewarded for having the party with a percentage of the total business or a agreed upon special merchandise gift. These people invite friends, neighbors and relatives to the party. Your sub-distributor doesn't have to do much more than make contact with the people willing to hold parties, supply the merchandise, and sometimes offer to help or be there to make sure everything goes smoothly. Here's the kind of money you can realize with this business: Say you have ten sub-distributors, and each one arranges only five parties a month, and each party does $200 in gross business. That's a total of $10,000 per month in total volume. And from that total volume, you make only 30%. Figure it out for yourself. This would give you a personal income of $3,000 for thirty days in which you did no more than hold one or two motivational sales meetings! Besides each party is at least guaranteed to give your sub-distributor at least two more hostesses for future parties, and those future parties will provide still more hostesses. this chain is endless, and will build as fast as you can keep up with it. Choose an evening for your party--any evening excepting Friday through the weekend. Generally 7:30 is the most convenient time for the greatest number of people. If it's inconvenient for whatever reason to hold a party in your home, arrange with a friend to hold the first couple of parties. Make up a list of 30 to 40 people you can invite to the party. They can be friends, neighbors, relatives or people you know from work, even acquaintances with whom you do business such as the check-out clerk where you buy your groceries or people you meet at the bus stop on your way to work. After formally inviting these people, you then call to remind them of the party at least a couple of days before the date of the party. This is important, because of the original 40 people you invite, at least 15 will not show because it slipped their minds, last minute circumstances that force change in plans, and those that really weren't interested in the first place. On the day of the party, get your merchandise display set up early. The party should be held in the largest room in the home---usually the living room--with the merchandise display the center of attraction. The merchandise should be set out on a sturdy table covered with a good white or light colored cloth, and the merchandise should be arranged by group or type---the jewelry items together; perfumes bat oils and colognes together, crystal together, and so on. Try to put a bit of imagination and showmanship into your merchandise display. This will have the effect of making your merchandise look much more valuable than it actually is. Those that do put a flair into their merchandise displays find that it increases their sales by as much as 25 percent over an ordinary showing. For instances, a high intensity light focused on the display will cause the jewelry to sparkle, the stainless steel to gleam, and the brassware to glimmer like valuable heirlooms. Another idea would be to tack a piece of velvet onto a 4 by 6 foot piece of plywood and use it to display rings, earrings, necklaces and watches. In jewelry sales, another idea is to hang a mirror on a wall near the merchandise display. If you or your hostess has room, you might want to set up a card table, covered with an expensive looking piece of material, place a dressing table type mirror on this table, with a chair available for your guests to sit at the table while they try on the various items. The guests then make their selections after determining how each item looks on them. regardless of what you do to make it easier for your guests to select and buy, a hand mirror is an absolute must whenever you're showing jewelry. It would be wise to have several hand mirrors available---two for your merchandise display table, and an extra one on the 'admiration" table. Besides your merchandise display, be sure also you're organized with your refreshments. These usually consist of coffee, tea, soft drinks, cookies, or other "nibble' items. The host or hostess usually makes arrangements in advance for one of the guests to assist with the serving of refreshments. Be sure you have nametags for your guests, and a couple of felt tip marking pens. And don't forget the order forms. these should be standard two-piece self-carbon forms---one copy for your customers and the other for your files. The best idea is to buy the order forms. All these items are commonly available in stationery stores. Rubber stamp your name and address on each copy of each order form, at least a couple days in advance of the party. Still another item to remember is your merchandise catalogs. Be sure you have a good supply on hand, rubber stamped with your name and address. Later on, when you're established and the money is rolling in, you can have your name and address imprinted on your catalogs. If you don't have a merchandise catalog, consider making one of your own. A valuable and easy-to-follow - manual "HOW TO PREPARE YOUR OWN CATALOG" (book #1203) is currently available. Another manual that will be of special interest to you is the "CLOSEOUT MERCHANDISE MONEY MAKING MANUAL" (book # 1668). Both these manuals are available from the dealer who supplied this report. While we're on the idea of catalogs, we'd like to point out that a lot of Party Plan Merchandisers are also dealers for the extra-income book catalog, "Unique Books". They feel that almost everyone is interested in extra income ideas, and the Unique Books catalog has a wide selection of reports and manuals describing supplemental income opportunities. Leaving one of the book catalogs with guests at the party results in an on going flow of book orders for months afterward. Back to the Party Plan. about half hour before your guests are due to begin arriving, turn on all the lights in the room where the party is to be held. This will give the room a bright, warm feeling conductive to a party kind of atmosphere. And by all means, be sure to turn off all the radios, stereo and TV sets. Eliminate any and all noises from other rooms in your home that might distract the attention of your guests. Every party should be planned, and follow a prescribed format agenda. This is because without a plan, it'll just be a gathering of people wasting time at your home instead of theirs. you must have a plan to know what to do next in order to achieve the desired results. Having a "pattern" is also the easiest way to teach others to duplicate your success, and idea of following a successful formula is a proven method of making the most sales in the least time. Phase one is the greeting and get-acquainted time slot--about thirty minutes. The hostess greets the guests as they arrive, prints a name tag for each, introduce them around, gives them a catalog, points out the refreshments, and leads them into conversation with the other guests. The second phase is the " game-playing"portion of your party. This phase is used to relax everybody and get them involved in the party. It should last about 15 to 20 minutes. Next comes the merchandise presentation by the hostess, who shows and describes each item on display. If you have a jewelry available, ask different guests to try on particular items and show the others what these articles look like in use. the length of time spent on this phase of the party will depend in large on how much merchandise you have on display, but generally, you shouldn't spend more than about 20 minutes showing and describing your merchandise. Then give your guests about 10 to 15 minutes to personally inspect and try on the items that have aroused their interest. You should mingle and converse with the guests during this time period in order to answer specific questions or explain the possible uses of an item, where it might look good in the buyer's home, and any interesting tidbits relating to where an item came from, how it was made, or the satisfaction of an earlier buyer. When you seem to have answered all the questions, and everyone appears to have made their selections, start writing orders. Don't hesitate to ask for orders. Writing orders should take about 15 minutes, and then you should let the party begin winding down. During this time, mingle with your guests and anyone showing a spark of interest should be approached with an offer to serve as a future host or hostess. As each guest starts to leave, thank them for coming and walk with them to the door. The total length of your party shouldn't be much more than two hours. Time and time again, it's been proven that you can do everything necessary, and make the most sales in this period of time. You lose effectiveness and make fewer sales with appreciably more or less time. There are a couple of proven ways to recruit new hosts or hostesses from the people attending your party. First of all, watch the guests as they are looking over the merchandise, examine, admire and wish for something they don't quite have enough extra money to buy. When you've determined that a particular guest wants a specific item but can't quite fit it into the budget, simply take her aside to a secluded corner of the room, and explain privately that you're willing to give her the item she has been looking at and wanting, if she will agree to invite her friends and relatives to a party in her home. This approach works almost every time, and your only expense is the wholesale price of the item you give her as a free give. The second sure-fire approach is to offer a cash incentive. You do this by offering to allow 5% to 10% of the total sales volume resulting from the party staged for you by this type of recruit. Ther's a plus factor for you on this one, because you'll be getting the enthusiastic participation of the host or hostess on the selling side. Once you've explained to them how your program works, they'll generally do everything they can to make the party a huge success, and thereby increase their pay for the evening. When you give a gift to the hostess for having the party, the presentation should be a special ceremony staged with all the "Show Biz" flair you can muster, at the end of your merchandise showing. However, when your gift is a cash award, carry your presentation over to the next party and make it a big production of it as well. Don't forget to invite the "guest of honor" to your next scheduled party for the big presentation. During these presentations many of the other guests will be favorably impressed, and as a consequence will ask for details. Actually, your recruiting efforts should begin when you start taking orders. Every person you talk with should be offered the opportunity to hold a party of his or her own. Then just before the party begins breaking up, ask you guest as a group if any of them would be interested in holding a similar party in his or her home. You ask those who voice an interest to stay for a few minutes in order to work out the details. You should have an Appointment Book for this scheduling. Simply ask what date would be favorable for them, mark that date in the book, along with the name and address and telephone number. Then assure each that you'll call in the next day or two to work out the details. Many party plan merchandisers also use a letter. They write a letter extolling the fun and excitement of the parties, explaining briefly the opportunities to receive free gifts of their choice or big commission checks. Then they invite the letter recipients to call for complete details on how they can stage a party. These letters are usually printed in volume, and then slipped inside the covers of the catalog these merchandisers give to each person attending the parties. Sometimes these letters are handed to each guest as the party breaks up. Some party plan merchandisers also run small classified ads in the area newspapers. This advertising plays up to the opportunities available to make regular commission checks (extra income) simply by holding parties in their home. people interested are invited to phone for more details. response to this kind of ad is generally very good, with the conversion rate better than sixty percent! Most people tend to feel party plan merchandising is exclusive to women, but don't you believe it! It's true that women generally establish themselves more rapidly than men with this kind of sales operation, but over the long haul there are just as many men operating successful party plan sales operations as there are women. Men are usually not as adept in establishing social "chit-chat" relationships as women. Therefore, the man who wants in on the vast potential of party plan merchandising should consider working with a women. A husband and wife partnership is an ideal working arrangement. An acquaintance, girlfriend or relative will often work out just as successfully. The basic requirement is simply that the "couple" must function as a team, with the individual talents of one complementing those of the other. Probably one of the greatest secrets of success with this kind of sales operation is that in order to make the sales, and talk about $400 parties, you must have the widest selection of merchandise possible. Many beginners, not understanding that offering the potential buyers a wide and varied selection of items to choose from is what builds your profits in a hurry, base their entire merchandising plan around a selection that's of special interest or particularly appealing to themselves It's all right to include the items that you especially like, but don't base your entire merchandise line on the things you like you're selling to others not yourself! Most successful party plan merchandisers advise that you should display at least forty different items, and more if you have the supplier contacts or the buying expertise. The actual decisions on which products to carry and display at your parties should be based upon these four factors: 1) The kinds of gift items, personal decor articles and general merchandise the people in your area are buying; 2) The style or fads currently in vogue in your area; 3) Contacts with enough suppliers who can furnish you with the kind of merchandise your potential buyers want; 4) Your ability to shop among the various suppliers, and verify that you are getting the very best merchandise value obtainable. Still another point to consider before buying merchandise to display and sell; Do the prices you're having to pay for your products wholesale allow you enough room for a reasonable profit when compared to your time and expense? Do some market research relative to your ambitions; get answers to the questions we've set forth for you, and when you're satisfied that you understand the workings of Party Plan Merchandising, grab the opportunity and run with it!

         
    3418

     

    BED AND BREAKFAST THE EASIEST HOME-BASED BUSINESS There's an exciting new "down-home" kind of business springing up among homeowners all across the country. It's called Bed and Breakfast. Basically, this is a transplant of European Hospitality, adapted and refined to the American way of doing things. To foreign visitors, it's the comfort and hospitality of home---staying overnight "with people of the land" and enjoying a hearty breakfast---without the traditional gaudiness and plastic feelings visitors get from most big cities in the United States. To U. S. citizens, it is a welcome alternative to the same old hotel/motel circuit. Now, all it takes is a spare bedroom, a good cook ad an outgoing personality. Prices per night range from a low $25 to $100 or more. If you have an extra bedroom, a large home, or extra space in your farm house, you have the necessary beginnings to start making extra income as a Bed and Breakfast Inn. One of the beautiful aspects of this idea is that so long as you're hosting "overnight visitors" on a small scale no licenses will be required. It's always best, however to check with your local authorities just to be sure. Naturally, your "visitors" will expect a clean, neat and comfortable home. So assuming that your home meets these prerequisites, and you have a spare bedroom, simply 'doll it up" a bit. Make sure it's painted brightly, there's an outside window, lots of room, closet space and bureau, and perhaps a small writing desk, and a large comfortable bed, or twin beds. Most foreign visitors will expect and appreciate a "quick tour" of the interesting sights in your area. However, as your particular popularity as a B&B Host grows, you'll find that a lot of American tourists and business people on the road will begin availing themselves of your hospitality. Certainly with these people, it won't always be necessary to give the "Red Carpet" visitors treatment. Which brings us to the basic appeal of a Bed and Breakfast Inn. Travelers seem to be looking for, and appreciate a quiet "home-style" place to stay. Generally, they enjoy visiting with the people off the superhighway and want to get away from the sterilized atmosphere and sameness of hotels and motels. Most people will either write to you ahead of time, inquiring about the possibilities of staying at your home while in your town or city. This means a bit of advertising on your part, or listing your availability with a B&B broker. Some people will check the local telephone listings, and the newspaper advertisements when they arrive in a strange town. And some people will just be driving across the country, come to a town or city they think is interesting, and start driving through the residential areas looking for Bed and Breakfast Inns. Thus, you should have a small sign posed either in your front yard or on the front of your house. This sign needn't be much more than about two feet wide and about ten inches deep. It need only state: BED AND BREAKFAST--Inquire Within or Call 123-4567. For newspaper advertising, a similar listing in the personal column of your local paper, particularly on Thursdays, Fridays and Saturdays, will be all you'll need. But when it comes to the yellow pages of your telephone and business directories, go with a small display ad that describes in greater detail the comforts and pleasures of your service. Be sure to list your services with all the travel agencies in your area. A brochure or a short synopsis of what you offer will most assuredly give the travel agents an idea for steering visitors your way. At the same time, listing your services in a number of national travel magazines --particularly those that cater to women--- will bring customers in for you. Listing your services with a broker usually won't cost you anything up front, but they will expect a certain percentage--usually about 25% of the total bill. This same arrangement applies with travel agents. Now, suppose you're organized and ready to receive your first customers. You greet them as host or hostess and offer to assist them in getting situated in the room or rooms you have for them. If they'd like to take a drive around your area and see the points of interest, you do that. And then in the morning, serve them a big, delicious breakfast. You'll probably find that foreign visitors will want to stay several days. With most people of this country who are just travelling through your area, it'll be a one-night stopover. Whatever, if they want to sleep comfortably through the night, eat breakfast and be on their way, so be it. If they want to stay around after breakfast and plan an itinerary for a compete visit in your area, your assistance and help will be greatly appreciated. (Remember those recommendations)! That's it! The complete how and why of this tremendously profitable business that's becoming more and more popular. It's called Bed & Breakfast, and it's very definitely a low investment idea. And you can parlay it into a very interesting and comfortable income producing business--all from the comfort of your own home!

         
    3419

     

    SPORTS SCORECARDS Here's a beautiful idea that's sure to put a lot of cash in your pockets! It's an idea that definitely fulfills a need, and has tremendous market potential virtually anywhere in the whole world. As you probably already know, our ever-improving standard of living is giving everyone more and more leisure time - time to play, and enjoy doing the things that bring them happiness. You can capitalize on the abundance of leisure time, the challenge of the game, and man's determination to do better the next time out than last time, with Personalized Bowling or Golf Scorecards. The only investment needed will be a little bit of your time, and then your ideas should just about perpetuate itself. Here's how to get organized and started... 1) Make several Xerox copies of the "Personal Score Card" given as a part of this report. Paste these "copies" onto light weight card stock. 2) Make a list of the sporting good stores in your area, particularly those in the areas of your bowling and golfing establishments. In fact, if you have several, it would be best to group each list of sports stores with the bowling or golfing facilities by area. 3) With your example of the "Personal Scoring Record," call upon the owners or managers of these bowling and/or golfing outlets. Using a low-keyed sales approach, explain the workings of your product, and sell them on the idea of putting up the money for the basic supply of cards and printing. (This will enable you to reap 100% profit from the sale of advertising on the cards.) These facilities benefit from an advertisement on the "front page" of each score card.) Your sale to the bowling/golfing facilities managers should be for the provision of one to five thousand of these cards, which they'll make available to their patrons free of charge at their cash control counters. 4) You can either sell the advertising space on the card yourself, or hire commission sales people to do the selling for you. It would be best to do your own selling for you. It would be best to do your own selling, because once you've got the card sold, you'll not have to do any reselling--just call on your advertisers about every three months to perpetuate their contracts with you. It will be important, though, for you to "drop in" on your advertisers at least once a month to check to see how things are going and if they're pleased with your advertising. If you don't drop in on your advertisers except at renewal time, you will find it very hard to sustain them as advertisers. 5) You should charge each advertisers at least $100 for exposure of his "one by one" display ad on 5,000 of your cards for 3 months running. With space for a total of twenty such ads, which the advertiser supplies for you, each bowling or golfing facility that you set up with these personal score cards should mean a couple of thousand dollars in profits. 6)When you've sold your advertisers, and collected the ads they want to run on your scorecard, take the"sample card" with your printer---any quick print shop will do have him help you with the "paste-up" and tell him to print 5,000 for you, and to finish them by folding them for you. Your costs should all be absorbed within the money received from the bowling or golfing establishment you first sold the cards to...When your cards are ready, simply take them to the original bowling or golfing manager, exchange a few amenities and leave them with him for handing out to his patrons or customers. From start to finish, the whole project shouldn't take you more than a couple of weeks. And if you only sold one card every three months, this would/could mean a very easy annual income of $12,000... Of course the ideal situation is go on selling these cards, using the same principle, to go to as many different blowing and golfing centers as possible. In small towns with only one or two such centers, travel to the surrounding towns and sell the idea to them. In the Seattle Washington area, the people are grossing more than $150,000 a year while working only one month out of every three! This is the idea...It's very workable anywhere in the world..It's been proven to be a fabulous money-maker in Seattle, Washington... The next step, and the rest is up to you!

         
    3420

     

    HOW TO START A ROOMMATE FINDING SERVICE The average income for the owners of this kind of business in California is $65,000 a year. Best of all, here's a business that you can start with an absolute minimum investment. Practically anyone who lives in a city anywhere in the country can expect to do just about as well, and with a bit of imagination, mixed with some business "moxie," you should be able to do even better! Income and market potentials for a service such as this are truly fantastic! rent increases that have far outpaced wage increases have brought about a tremendous need for a method to alleviate the cost of housing. Also, many apartment complexes are being converted into expensive condominiums. These two factors have created a problem of gantic proportions for millions of people who are concerned about keeping a roof over their heads. You can make big money solving that problem with your own Roommate Finding Service. We're going to tell you how. Many of the nation's leading economists are predicting this kind of living arrangement to be the "money-saving answer" for the apartment dwellers for the rest of this century. Others are predicting the roommate finding service to become as popular as the employment agency by 1990. This is an ideal absentee owner business. Most of those operating on the West Coast have a woman doing the managing--sometimes as just the manager, and sometimes as the owner-manager. This apparently has something to do with the nature of the business, and how most people seem to naturally trust a woman to fid the right roommate for them. As to the fee structure, I suggest something similar to the successful employment agencies. Charge everyone a $25 registration fee to start the ball rolling toward finding them a suitable roommate. You take a Polaroid snapshot of each registrant, have them fill out an appropriate application card which will indicate the kind of roommate they'd be happy with, and start searching through your files for people with similar likes and dislikes. To get started, you'll want a bank reference; a legal reference, a telephone, a business name, letterhead paper, envelopes, and business cards; and office supplies such as 3x5 index cards; typewriter; file cabinet; and printed questionaire-application form. You'll also need a responsibility disclaimer, which can be combined with the applicant's agreement-to-pay contract. Once you've found a roommate for your prospective client, you should have it spelled out in your agreement that each of the "matched roommates" will pay you 15% to 20% of the first month's rent. You should charge a bit extra for particular requirements, and perhaps somewhat less for older persons, or foe persons with handicaps. The approval or disapproval is left up to the parties involved. You simply look through your registration card file, pull five or six apparently suitable roommates, call each of them on the phone and arrange separate meetings for them with your client. Your client reports back to you, and tells you his or her decision, and you call the person chosen and finalize the deal. Good advertising will play a most important part getting this business off the ground. Make a good circular or "flyer" detailing your roommate finding services, and listing your phone number. Get these flyers on as many bulletin boards in your area as possible. Get them in grocery stores, barber shops, community colleges, beauty salons, bowling alleys; the list of places to " billboard" your flyers is endless. Another idea is to set up "take one" boxes in as many retail places of business as you can. Don't overlook the value of placing your flyers on windshields---particularly around apartment complexes, and in the parking lots of colleges in your area. You might even pay the downtown parking lots attendants to slip one under the windshield wiper of each car he parks on Monday. If you do a good job with the make-up of your flyer, and use your imagination in getting them into the hands of your prospective clients, you'll have no trouble moving your business into the black quickly. Even so, you'll need to run regular ads in your area newspapers. The best headings to run your ads under is the Personals Column. Your ad might read: NEED A ROOMMATE? We'll find the ideal roommate for you! Everything handled on a strictly confidential basis. For details, call Jan, Mary, or Carol, 123-4567. Within only a couple of months, you should be well enough established, and with a income large enough to afford an office location. When you establish your office, do some publicizing of your business with press releases to all the media in your area, and plan some fanfare that will bring attention to your services. Tacking up on your office walls the enthusiastic testimonials of people you've have matched with roommates is a very good idea. Later on, you might want to input all your client information on computer, and take video pictures of each client for showing to prospective roommates. In the final analysis, once you have your business underway, your future success will be limited only by your imagination.

         
     
         
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