MY Own Home Business.

     
MY HOME BUSINESS EBOOK.
 


 HOW TO RAISE MONEY FOR STARTING A BUSINESS

The task of raising money for a business is not as difficult as
most people seem to think. This is especially true when you have
an idea that can make you and your backers rich. Actually,
there's more money available for new business ventures than there
are good business ideas.

A very important rule of the game to learn: Any time you want to
raise money, your first move should be to put together a proper
prospectus.

This prospectus should include a resume of your background, your
education, training, experience and any other personal qualities
that might be counted as an asset to your potential success. It's
also a good idea to list the various loans you've had in the
past, what they were for, and your history in paying them off.

You'll have to explain in detail how the money you want is going
to be used. If it's for an existing business, you'll need a
profit and loss record for at least the preceding six months, and
a plan showing how this additional money will produce greater
profits. If it's a new business, you'll have to show your
proposed business plan, your marketing research and projected
costs, as well as anticipated income figures, with a summary for
each year, over at least a three year period.

It'll be advantageous to you to base your cost estimates high,
and your income projections on minimal returns. This will enable
you to "ride through" those extreme "ups and downs" inherent in
any beginning business. You should also describe what makes your
business unique---how it differs form your competition and the
opportunities for expansion or secondary products.

This prospectus will have to state precisely what you're offering
the investor in  return for the use of his money. He'll want to
know the percentage of interest you're willing to pay, and
whether monthly, quarterly or on an annual basis. Are you
offering a certain percentage of the profits? A percentage of the
business? A seat on your board of directories?

An investor uses his money to make more money. He wants to make
as much as he can, regardless whether it's short term or long
term deal. In order to attract him, interest him, and persuade
him to "put up" the money you need, you'll not only have to offer
him an opportunity for big profits, but you'll have to spell it
out in detail, and further, back up your claims with proof from
your marketing research.

Venture investors are usually quite familiar with "high risk"
proposals, yet they all want to minimize that risk as much as
possible. Therefore, your prospectus should include a listing of
your business and personal assets with documentation---usually
copies of your tax returns for the past three years or more. Your
prospective investor may not know anything about you or your
business, but if he wants to know, he can pick up his telephone
and know everything there is to know within 24 hours. The point
here is, don't ever try to "con" a potential investor. Be honest
with him. Lay all the facts on the table for him. In most cases,
if you've got a good idea and you've done your homework properly,
and "interested investor" will understand your position and offer
more help than you dared to ask.

When you have your prospectus prepared, know how much money you
want, exactly how it will be used, and how you intend to repay
it, you're ready to start looking for investors.

As simple as it seems, one of the easiest ways of raising money
is by advertising in a newspaper or a national publication
featuring such ads. Your ad should state the amount of money you
want--always ask for more money than you have room for
negotiating. Your ad should also state the type of business
involved ( to separate the curious from the truly interested),
and the kind of return you're promising on the investment.

Take a page from the party plan merchandisers. Set up a party and
invite your friends over. Explain your business plan, the profit
potential, and how much you need. Give them each a copy of your
prospectus and ask that they pledge a thousand dollars as a
non-participating partner in your business. Check with the
current tax regulations. You may be allowed up to 25 partners in
Sub Chapter S enterprises, opening the door for anyone to gather
a group of friends around himself with something to offer them in
return for their assistance in capitalizing his business.

You can also issue and sell up to $300,000 worth of stock in your
company without going through the Federal Trade Commission.
You'll need the help of an attorney to do this, however, and of
course a good tax accountant as well wouldn't hurt.

It's always a good idea to have an attorney and an accountant
help you make up your business prospectus. As you explain your
plan to them, and ask for their advice, casually ask them if
they'd mind letting you know of, or steer your way any potential
investors they might happen to meet. Do the same with your
banker. Give him  a copy of your prospectus and ask him if he'd
look it over and offer any suggestions for improving it, and of
course, let you know of any potential investors. In either case,
it's always a good idea to let them know you're willing to pay a
"finder's fee" if you can be directed to the right investor.

Professional people such as doctors and dentists are known to
have a tendency to join occupational investment groups.  The next
time you talk with your doctor or dentist, give him a prospectus
and explain your plan. He may want to invest on his own or
perhaps set up an appointment for you to talk with the manager of
his investment group. Either way, you win because when you're
looking for money, it's essential that you get the word out as
many potential investors as possible.

Don't overlook the possibilities of the Small Business Investment
Companies in your area. Look them up in your telephone book under
"Investment Services." These companies exist for the sole purpose
of lending money to businesses which they feel have a good chance
of making money. In many instances, they trade their help for a
small interest in your company.

Many states have Business Development Commissions whose goal is
to assist in the establishment and growth of new businesses. Not
only do they offer favorable taxes and business expertise, most
also offer money or facilities to help a new business get
started. Your Chamber of Commerce is the place to check for
further information of this idea.

Industrial banks are usually much more amenable to making
business loans than regular banks, so be sure to check out these
institutions in your area. insurance companies are prime sources
of long term business capital, but each company varies its
policies regarding the type of business it will consider. Check
your local agent for the name and address of the person to
contact. It's also quite possible to get the directories of
another company to invest in your business. Look for a company
that can benefit from your product or service. Also, be sure to
check at your public library for available foundation grants.
These can be the final answer to all your money needs if your
business is perceived to be related to the objectives and
activities of the foundation.

Finally, there's the Money broker or Finder. These are the people
who take your prospectus and circulate it with various known
lenders or investors. They always require an up-front or retainer
fee, and there's no way they can guarantee to get you the loan or
the money you want.

There are many very good money brokers, and there are some that
are not so good. They all take a percentage of the gross amount
that's finally procured for your needs. The important thing is to
check them out fully; find out about the successful loans or
investment plans they're arranged, and what kind of investor
contacts they have---all of this before you put up any front
money or pay any retainer fees.

There are many ways to raise money---from staging garage sales to
selling stocks. Don't make the mistake of thinking that the only
place you can find the money you need is through the bank or
finance company.

Start thinking about the idea of inviting investors to share in
your business as silent partners. Think about the idea of
obtaining financing for a primary business by arranging financing
for another business that will support the start-up,
establishment and developing of the primary business. Consider
the feasibility of merging with a company that's already
organized, and with facilities that are compatible or related to
your needs. Give some thought to the possibilities of getting the
people supplying your production equipment to co-sign the loan
you need for start-up capital.

Remember, there are thousands upon thousands of ways to obtain
business start-up capital. This is truly the age of creative
financing.

Disregard the stories you hear of "tight money," and start making
phone calls, talking to people, and making appointments to
discuss your plans with the people who have money invest. There's
more money now than there's ever been for a new business
investment. The problem is that most beginning "business
builders" don't know what to believe or which way to turn for
help. They tend to believe the stories of "tight money," and they
set aside their plans for a business of their own until a time
when start-up money might be easier to find.

The truth is this: Now is the time to make your move. Now is the
time to act. the person with a truly viable business plan, and
determination to succeed, will make use of every possible idea
that can be imagined. And the ideas I've suggested here should
serve as just a few of the unlimited sources of monetary help
available and waiting for you!


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!



             HOW TO REORGANIZE YOUR TIME TO
                    ACCOMMODATE A HOME-BASED BUSINESS

Almost everyone needs or wants more money coming in, and with
this desire most would like to start some sort of extra income
producing project. The trouble is, not many of these people seem
able to fit "a second job" into their time schedules.

It's true that most people are busy, but extra time for some sort
of home-based extra income producing project can almost always be
found. It may mean giving up or changing a few of your favorite
pastimes--such as having a couple of beers with the guys or
watching TV--but if you score big with your extra income project,
you will have all the time you want for doing whatever you what
to do.

Efficient time management boils down to planning what you're
going to do, and then doing it without backtracking. Start by
making a list of the things you want to do tomorrow, each evening
before you go to bed. Schedule your trips to the store or
wherever to coincide with the other things you have to do, and
with your trips to or from work. Organize your trips to take care
of as many things as possible  while you're out of the house.
take stock of the time you spend on the telephone---and eliminate
all that isn't necessary.

Whatever chores you have to do at home, set aside a specific time
to do them, and a specific amount of time to devote to them. For
instances, just one hour a day devoted to yard work would
probably make your property the envy of all your neighbors. Don't
try to do a week's work in one big flurry. Whether it's painting
your house, fixing leaky faucets, or mowing your lawn and
trimming your shrubs, do a part of it, or one particular job each
day, and you'll be amazed at your progress.

Take care of all your mail the day, you receive it. Don't let
those bills and letters pile up on you. If you're unable to pay a
bill immediately, file it in a special place that's visible, and
note on the envelope the date you intend to pay it. Answer your
letters the same day you get them.

Once you start listing and planning what to do, and then carry
out your plans, you'll find plenty of "extra time" for handling
virtually any kind of home-based income producing project. People
in general may not like routines or schedules, but without some
sort of plan as to what is supposed to be done, the world would
be mired in mass confusion. Laws, ordinances and regulations are
for the purpose of guiding people. We live according to an
accepted plan or way of life, and the better we can organize
ourselves, the more productive and happy we become.


The secret of all financially successful people is simply that
they are organized and do not waste time. Think about it. Review
your own activities, and then see if you can't find a couple of
extra hours in each day for more constructive accomplishments.

When you begin planning, and then when you really become involved
in an extra income producing endeavor, you should work it exactly
as you have organized your regular day-to-day activities---on a
time basis. Do what has to be done immediately. Don't try to get
done in a hour something that's realistically going to take a
week. Plan out on paper what you have to do--what you want to
do--and when you are going to do it. Then get right on each
project without procrastination.

Finally, and above all else, when you're organizing your time and
your business, be sure to set aside some time for relaxation. Be
sure to schedule time when you and your spouse can be together.
You must not involve yourself to an extent that you exclude other
people--particularly your loved ones--from your life.

Taking stock of the time you waste each day, and from there,
reorganizing your activities is what it's all about. It's a
matter of becoming more efficient in the use of your time. It's
really easy to do, and you will not only accomplish a lot more,
you will also find greater fulfillment in your life.


    LEGALITIES & TAX ADVANTAGES
                           IN A HOME BUSINESS


Every year, several thousand people develop an interest in "going
into business." Many of these people have an idea, a product or a
service they hope to promote into an income producing business
which they can operate from their homes.

If you are one of these people, here are some practical thoughts
to consider before hanging out the "Open for Business" sign.

In areas zoned "Residential Only," your proposed business could
be illegal. In many areas, zoning restrictions rule out home
businesses involving the coming and going of many customers,
clients or employees. Many businesses that sell or even store
anything for sale on the premises also fall into this category.

Be sure to check with your local zoning office to see how the
ordinances in your particular area may affect your business
plans. You may need a special permit to operate your business
from your home; and you may find that making small changes in
your plan will put you into the position of meeting zoning
standards.

Many communities grant home occupation permits for businesses
involve typing, sewing, and teaching, but turn thumbs down on
requests from photographers, interior decorators and home
improvement businesses to be run from the home. And often, even
if you are permitted to use your home for a given business, there
will be restrictions that you may need to take into
consideration. By all means, work with your zoning people, and
save yourself time, trouble and dollars.

One of the requirements imposed might be off street parking for
your customers or patrons. And, signs are generally forbidden in
residential districts. If you teach, there is almost always a
limit on the number of students you may have at any one time.

Obtaining zoning approval for your business, then, could be as
simple as filling out an application, or it could involve a
public hearing. The important points the zoning officials will
consider will center around how your business will affect the
neighborhood. Will it increase the traffic noticeably on your
street? Will there be a substantial increase in noise? And how
will your neighbors feel about this business alongside their
homes?

To repeat, check into the zoning restrictions, and then check
again to determine if you will need a city license. If you're
selling something, you may need a vendor's license, and be
required to collect sales taxes on your transactions. The sale
tax requirement would result in the need for careful record
keeping.

Licensing can be an involved process, and depending upon the type
of business, it could even involve the inspection of your home to
determine if it meets with local health and building and fire
codes. Should this be the case, you will need to bring your
facilities up to the local standards. Usually this will involve
some simple repairs or adjustments that you can either do
personally, or hire out to a handyman at a nominal cost.

Still more items to consider: Will your homeowner's insurance
cover the property and liability in your new business? This must
definitely be resolved, so be sure to talk it over with your
insurance agent.

Tax deductions, which were once one of the beauties of engaging
in a home business, are not what they once were. To be eligible
for business related deductions today, you must use that part of
your home claimed EXCLUSIVELY AND REGULARLY as either the
principal location of your business, or place reserved to meet
patients, clients or customers.

An interesting case in point: if you use your den or a spare
bedroom as the principal place of business, working there from
8:00 to 5:00 every day, but permit your children to watch TV in
that room during evening hours, the IRS dictates that you cannot
claim a deduction for that room as your office or place of
business.

There are, however, a couple of exceptions to the "exclusive use"
rule. One is the storage on inventory in your home, where your
home is the location of your trade or business, and your trade or
business is the selling of products at retail or wholesale.
According to the IRS, such storage space must be used on a
REGULAR Basis, and be separately identifiable space.

Another exception applies to daycare services that are provided
for children, the elderly, or physically or mentally handicapped.
This exception applies only if the owner of the facility complies
with the state laws for licensing.

To be eligible for business deductions, your business must be an
activity undertaken with the intent of making profit. It's
presumed you meet this requirement if your business makes a
profit in any two years of a five-year period.

Once you are this far along, you can deduct business expenses
such as supplies, subscriptions to professional journals, and an
allowance for the business use of your car or truck. You can also
claim deductions for home related business expenses such as
utilities, and in some cases, even a new paint job for your home.


The IRS is going to treat the part of your home you use for
business as though it were a separate piece of property. This
means that you'll have to keep good records and take care not to
mix business and personal matters. No specific method of record
keeping is required, but your records must clearly justify and
deductions you claim.

You can begin by calculating what percentage of the house is used
for business, Either by number of rooms or by area in square
footage. Thus, if you use one of the five rooms for your
business, the business portion is 20 percent. If you run your
business out of a room that's 10 by 12 feet, and the total area
of your home is 1,200 square feet, the business space factor is
10 percent.

An extra computation is required if your business is a home day
care center. This is one of the exempted activities in which the
exclusive use rule doesn't apply. Check with your tax preparer
and the IRS for an exact determination.

If you're a renter, you can deduct the part of your rent which is
attributable to the business share of your house or apartment.
Homeowners can take a deduction based on the depreciation of the
business portion of their house.

There is a limit to the amount you can deduct. This is the amount
equal to the gross income generated by the business, minus those
home expenses you could deduct even if you weren't operating a
business from your home. As an example, real estate taxes and
mortgage interest are deductible regardless of any business
activity in your home, so you must subtract from your business
gross income the percentage that's allocable to the business
portion of your home. You thus arrive at the maximum amount for
home-related business deductions.

If you are self-employed, you claim your business deductions on
SCHEDULE C, PROFIT(or LOSS) for BUSINESS OR PROFESSION. The IRS
emphasizes that claiming business-at-home deductions does not
automatically trigger an audit on your tax return. Even so, it is
always wise to keep meticulously within the proper guidelines,
and of course keep detailed records if you claim business related
expenses when you are working out of your home. You should
discuss this aspect of your operation with your tax preparer or a
person qualified in the field of small business tax requirements.

If your business earnings aren't subject to withholding tax, and
your estimated federal taxes are $100 or more, you'll probably be
filing a Declaration of Estimated Tax, Form 1040 ES. To complete
this form, you will have to estimate your income for the coming
year and also make a computation of the income tax and
self-employed tax you will owe.

The self-employment taxes pay for Social Security coverage.
If you have a salaried job covered by Social Security, the
self-employment tax applies only to that amount of your home
business income that, when added to your salary, reaches the
current ceiling. When you file your Form 1040-ES, which is due
April 15, you must make the first of four equal installment
payments on your estimated tax bill.

Another good way to trim taxes is by setting up a Keogh plan or
an Individual Retirement Account. With either of these, you can
shelter some of your home business income from taxes by investing
it for your retirement.


In these days, it's becoming increasingly difficult to make ends
meet with just one source of income.  Thus, more and more people
are investigating the possibilities of starting their own
extra-income business.  Most of these part-time endeavors are
started and operated from the comfort and privacy of the home.

Most of these people are making the extra money they need.  Some
have wisely and carefully built these extra income efforts into
full-time, very profitable businesses.  Others are just keeping
busy, having fun, and enjoying life as never before.  The
important thing is that they are doing something other than
waiting for the government to give them a handout; they are
improving their lot in life, and you can do it, too!

The fields of mail order selling, multi-level marketing, and
in-home party sales have never been more popular.  If any of
these kinds of extra income producing ideas appeal to you, then
you owe it to yourself to check them out.  But these aren't the
only fields of endeavor you can start and operate from home,
with little or no investment, and learn as you go.

If you type, you can start a home-based typing service;  if you
have a truck or have access to a trailer, you can start a
clean-up/hauling service.  Simply collecting old newspapers from
your neighbors can get you started in the paper recycling
business.  More than a few enterprising housewifes have found
success and fortune by starting home and/or apartment cleaning
services.  If you have a yard full of flowers, you can make good
extra money by supplying fresh cut flowers to restaurants and
offices in your area on a regular basis.  You might turn a
ceramics hobby into a lucrative personalized coffee mug
business.  What I'm saying is that in reality, there's literally
no end to the ways you can start and operate a profitable extra
income business from your home.

The first thing you must do, however, is some basic market
research.  Find out for yourself, first-hand, just how many
people there are in your area who are interested in your
proposed product or service, and would be "willing to stand in
line and pay money for it".  This is known as defining your
market and pinpointing your customers.  If  after checking
around, talking about your idea with a whole lot of people over
a period of one to three months, you get the idea that these
people would be paying customers, your next effort should be
directed toward the "detailing" of your business plan.  The more
precise and detailed your plan - covering all the bases relating
to how you'll do everything that needs to be done - the easier
it's going to be for you to attain success.  Such a plan should
show you start-up investment needs, your advertising plan, your
production costs and procedure, your sales program, and how your
time will be allocated.  Too often, enthusiastic and ambitious
entrepreneur jump in on an extra income project and suddenly
find that the costs are beyond their abilities, and the time
requirements more than they can meet.  It pays to lay it all out
on paper before you get involved, and the clearer you can "see"
everything before you start, the better your chances for success.

Now, assuming you've got your market targeted, you know who your
customers are going to be and how you're going to reach them
with your product or service.  And you have all your costs as
well as time requirements itemized.  The next step is to set
your plan in motion and start making money.

Here is the most important "secret" of all, relating to starting
and building a profitable home-based business, so read very
carefully.  Regardless of what kind of business you start, you
must have the capital and the available time to sustain your
business through the first six months of operation.
Specifically, you must not count on receiving or spending any
money coming in from your business on yourself or for your bills
during those first six months.  All the income from your
business during those first six months should be reinvested in
your business in order for it to grow and reach your planned
first year potential.

Once you've passed that first six months milestone, you can set
up a small monthly salary for yourself, and begin enjoying the
fruits of your labor.  But the first six months of operation for
any business are critical, so do not plan to use any of the
money you business generates for yourself during that period.

If you've got your business plan properly organized, and have
implemented the plan, you should at the end of your first year
be able to begin thinking about hiring other people to alleviate
some of your workload.  Remember this:  Starting a successful
business is not a means towards either a job for yourself or a
way to keep busy.  It should be regarded as the beginning of an
enterprise that will grow and prosper, with you as the top dog.
Eventually, you'll have other people doing all the work for you,
even running the entire operation, while you vacation in the
Bahamas or Hawaii and collect or receive regular income from
your initial efforts.

For more details on market research, business planning,
advertising, selling, order fulfillment, and other aspects of
home-based businesses, check with the distributor from whom you
received this report.


     SURVIVAL TIPS FOR
                            SMALL BUSINESSES

You may be in Mail Order, Direct Mail, or you may be a local
merchant with 150 employees; whichever, however or
whatever---you've got to know how to keep your business alive
during economic recessions. Anytime the cash flow in a business,
large or small, starts to tighten up, the money management of
that business has to be run as a "tight ship."

Some of the things you can and should do include protecting
yourself from expenditures made on sudden impulse. We've all
bought merchandise or services we really didn't need simply
because we were in the mood, or perhaps in response to the
flamboyancy of the advertising or the persuasiveness of the
salesperson. Then we sort of "wake up" a couple of days later and
find that we've committed hundreds of dollars of business funds
for an item or service that's not essential to the success of our
own business, when really pressing items had been waiting for
those dollars.

If you are incorporated, you can eliminate these "impulse
purchases" by including in your by-laws a clause that states:
"All purchasing decisions over (a certain amount) are contingent
upon approval by the board of directors." This will force you to
consider any "impulse purchases" of considerable cost, and may
even be a reminder in the case of smaller purchases.

If your business is a partnership, you can state, when faced with
a buying decision, that all purchases are contingent upon the
approval of a third party. In reality, the third party can be
your partner, one of your department heads, or even one of your
suppliers.

If your business is a sole proprietorship, you don't have much to
worry about really, because as an individual you have three days
to think about your purchase, and then to nullify that purchase
if you think you don't really need it or can't afford it.

While you may think you cannot afford it, be sure that you don't
"short-change" yourself on professional services. This would
apply especially during a time of emergency. Anytime you commit
yourself and move ahead without completely investigating all the
angles, and preparing yourself for all the contingencies that may
arise, you're skating on thin ice. Regardless of the costs
involved, it always pays off in the long run to seek out the
advice of experienced professionals before embarking on a plan
that could ruin you.

As an example, an experienced business consultant can fill you in
on the 1244 stock advantages. Getting eligibility for the 1244
stock category is a very simple process, but one with tremendous
benefits to your business.

The 1244 stock encourages investors to put equity capital into
your business because in the event of a loss, amounts up to the
entire sum of the investment can be written off in the current
year. Without the "1244" classification, any losses would have to
be spread over several years, and this, of course, would greatly
lessen the attractiveness of your company's stock. Any business
owner who has not filed the 1244 corporation has in effect cut
himself off from 90 percent of his prospective investors.

Particularly when sales are down, you must be "hard-nosed" with
people trying to sell you luxuries for your business. When
business is booming, you undoubtedly will allow sales people to
show you new models of equipment or a new line of supplies; but
when your business is down, skip the entertaining frills and
concentrate on the basics. Great care must be taken however, to
maintain courtesy and allow these sellers to consider you a
friend and call back at another time.

Your company's books should reflect your way of thinking, and
whoever maintains them should generate information according to
your policies. Thus, you should hire an outside accountant or
accounting firm to figure your return on your investment, as well
as the turnover on your accounts receivable and inventory. Such
an audit or survey should focus in depth on any or every item
within the financial statement that merits special attention. in
this way, you'll probably uncover any potential financial
problems before they become readily apparent, and certainly
before they could get out of hand.

Many small companies set up advisory boards of outside
professional people. These are sometimes known as power Circles,
and once in place, the business always benefits, especially in
times of short operating capital. Such an advisory board or power
circle should include an attorney, a certified public accountant,
civic club leaders, owners or managers of businesses similar to
yours, and retired executives. Setting up such an advisory board
of directors is really quite easy, because most people you ask
will be honored to serve.

Once your board is set up, you should meet once a month and
present material for review. Each meeting should be a discussion
of your business problems and an input from your advisors
relative to possible solutions. These members of your board od
advisors should offer you advice as well as alternatives, and
provide you with objectivity. No formal decisions need to be made
either at your board meeting, or as a result of them, but you
should be able to gain a great deal from the suggestions you
hear.

You will find that most of your customers have the money to pay
at least some of what they owe you immediately. To keep them
current, and the number of accounts receivable in your files to a
minimum, you should call them on the phone and ask for some kind
of explanation why they're falling behind. if you develop such a
habit as part of your operating procedure, you'll find your
invoices will magically be drawn to the front of their piles of
bills to pay. While maintaining a courteous attitude, don't
hesitant, or too much of a "nice guy" when it comes to collecting
money.

Something else that's a very good business practice, but which
few business owners do is to methodically build a credit rating
with their local banks. Particularly when you have a good cash
flow, you should borrow $100 to $1,000 from your banks every 90
days or so. Simply borrow  the money, and place it in an interest
bearing account, and then pay it all back at least a month or so
before it's due. By doing this, you will increase the borrowing
power of your signature, and strengthen your ability to obtain
needed financing on short notice. This is a kind of business
leverage that will be of great value to you if or whenever your
cash position becomes less favorable.

By all means, join your industry's local and national trade
associations. Most of these organizations have a wealth of
information available on everything from details on your
competitors to average industry sales figures, new products,
services, and trends.

If you are given a membership certificate or wall plaque, you
should display these conspicuously on your office wall. Customers
like to see such "seals of approval" and feel additional
confidence in your business when they see them.

Still another thing often overlooked: If at all possible, you
should have your spouse work in the business with you for at
least three or four weeks per year. The important thing is that
if for any reason you are not available to run the business, your
spouse will be familiar with certain people and situations about
your business. These people should include your attorney,
accountant, any consultants or advisors, creditors and your major
suppliers. The long-term advantages of having your spouse work
four weeks per year in your business with you will greatly
outweigh the short-term inconvenience. Many couples share
responsibility and time entirely, which is in most cases even
more desirable.

Whenever you can, and as often as you need it, take advantage of
whatever free business counseling is available. The Small
Business Administration published many excellent booklets,
checklist and brochures on quite a large variety of businesses.
these publications are available through the U.S.Government
printing office. Most local universities, and many private
organizations hold seminars at minimal cost, and often without
charge. You should also take advantage of the services offered by your bank and local library.

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The important thing about running a small business is to know the
direction in which you're heading; to know on a day-to-day basis
your progress in that very direction; to be aware of what your
competitors are doing and to practice good money management at
all times. All this will prepare you to recognize potential
problems before they arise.

In order to survive with a small business, regardless of the
economic climate, it is essential to surround yourself with smart
people, and practice sound business management at all times.




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!


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.




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".


   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.

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.



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!

  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


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.

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!


INSIDER'S SECRETS TO YOUR OWN MILLION DOLLAR MULTI-LEVEL

EMPIRE BY MAIL AND OTHERWISE

There seems to be any number of appealing Multi-Level Marketing
programs available these days. Our researchers haven't analyzed
them all, but based upon the appeal of those for the
participants--most of them look as though they could put money in
your pockets. However, don't ever delude yourself into thinking
that  multi-level marketing won't cost you anything nor require
much of your time, or work on your part. Indeed, successful
selling, and most assuredly, multi-level marketing, will require
an investment--decication--and a lot of hard work!

However, before you "sign-up" for any MLM deal or begin one of
your own, it's going to pay you to do a little bit of market
research relative to the sales potential of the whole deal. for
instances, if you can sell to a "waiting market" you'll make
money. But if the people you attempt to recruit as duplicates of
yourself feel that they're going to have a hard time selling it
to someone else, then you haven't got much of a winning MLM
program; regardless of how much money you claim they can make, if
only they'll get out there and sell!

This specifically applies to MLM programs that offer "limited
appeal" products such as gourmet recipes, health foods, household
"knick-knacks", books on needlecraft or magazine subscriptions.
Beware also of deals that require you to purchase an inventory or
maintain a certain sales level. Look for the "bad parts" of an
offer, and then weigh these against the ease with which you'll be
able to make a sale. At the bottom line, if you have a hard time
selling it, then the people you recruit to sell it for you will
find it even harder to sell, and that'll be the end of your "big
money" muti-level program.

There are countless reports, manuals, books and other
publications that "supposedly" tell you how to attain riches in
mail order, party plan selling, and even street-corner sales. the
thing is, all of these "how-to" publications try to instruct you
how to put a mailing piece together, how often to send for you
offers out, and even the importance of "neatness & quality"
within your offer, but very few if any come right out and help
you get your offer to your most likely customers. As you know,
unless an interested buyer sees your offer, you're not going to
make any money.

What I'm saying is that most people thrash around,waste time,
spend hundreds of dollars, and never make any money simply
because they don't know how to get their offers to the
people--without it costing them an arm and a leg...

Here's how it's done: Regardless of what your offer entails,put
together the most dynamic and mass-appeal "one-page" advertising
circular you can come up with. As I've so often stated in the
past, the best-selling and most-productive circular is one that
"tells the reader you have a solution to his many money
problems." In other words, with your circular, promise him a way
to make himself rich, and he'll not only be interested,he'll jump
on your program.

Next, make it as easy as possible for the people who see your
offer to respond. That is, addition to an order coupon at the
bottom of the advertising circulars describing your offer, give
him the chance to get involved in your program for least possible
cost.

If you've put together a "winning offer" most people seeing it
will want to know more about it, but if you charge them $5 for
registration or enrollment fees, you'll lose about half of those
" wanting in," because they're afraid of being ripped off. But if
you charge them $2 or less, almost all of the people seeing your
offer will "take a chance," just to find out what kind of deal it
is you're offering.

In summary, you must have a one-page advertising circular that
really appeals to most of the people CHANCE TO SOLVE ALL YOUR
MONEY PROBLEMS! It must include a coupon the reader clips off and
sends in to you for enrollment or registration in your program.
It has to be priced at $2 or less to "get everbody" to at least
check it out. And, it must be complete on one page to hold your
printing costs in line.

Assuming you're with us, and organized thus far, take this
advertising circular you've made up in original form, to a quick
printer in your area. Ask him to print up $10,000 of these
one-page advertising circulars for you. This will cost you
approximately $200.

If you don't have the money, you can either work an arrangement
with the printer to pay him in 30 days, or include him in as a
"silent partner" in your program. Ask him to read over your
offer, explain how you intend to get it to the people, and about
how much money you expect to gross from it. Then, simply offer to
split the proceeds if he'll carry your printing costs for you.

While the circulars are being printed, and the ink is drying,
line up your initial distribution efforts. The first thing is to
contact the Cub Scout and Brownie organizations in your area.
Arrange with the leaders of these groups to pay them $10 per
thousands if they'll station people at the exits to all the
shopping centers in your area and pass out one of your circulars
to everyone as they leave the shopping center. Simply tell them
that you've got 10,000 of these circulars to hand out, and that
you'll pay them the $100 for handing them out, on the first of
the month.

The best kind of places to handout your circulars are those that
feature discount stores, recycled clothing stores, and inventory
reduction sales. Next on your list of places to hand out
circulars should be Flea Markets, Swap and Shop events, and even
garage sales. Anywhere there's a lot of people congregating or
coming & going, is a good place to hand out your advertising
circulars--all in your own home town and without postage costs.

Now comes the good part...While your "hired helpers" are handing
circulars out for you at strategic locations throughout the area,
you should be calling in person on every shopkeeper and store
owner or manager in the area.

Show them each copy of your circular. Explain your program to
them, and offer to cut them in on the profits if they'll help you
hand them out by dropping one in with the purchases of each of
their customers. The stores won't want to become involved in
extra bookkeeping nor the handling of money for you, so you'll
have to devise a method of knowing where your orders come from--a
code for each of the stores handing out circulars for you.

This is very simple. Just assign a different "department number"
to each store, and when you have the circulars printed for each
store, insert the department code in the address the reader is
supposed to send his order to...

Generally speaking, you should offer to supply the circulars
without cost to the distributors, including the "special coding"
for each store. Thus the need for a good working relationship
with the printer in your area. The amount of commissions per
order received that you allow to each store should range between
15 to 30 percent, but of course, always try to finalize each deal
for the least amount.

Be sure to keep records of al your in coming orders. It would be
wise to have a separate record book for each distributor. Thus,
you can review the number of orders received from each
distributor's customers with him when you pay him his commission
at the end of the month. At the same time, you should jot the
name, address and phone number of each person sending in an
order, onto a 3x5 index card. Arrange thee cards in alphabetical
ad zip code order, ad store them in an old shoebox. When you have
10, 15, or 25 thousand of them, you'll be able to sell them at $1
per name to any number of mailing list brokers.

Another thing you'll want to do, each envelope you receive--clip
the stamp off and save these in still another shoebox--stamp
collectors will pay you $10 to $25 for each shoebox full of
stamps you can collect. After you've clipped the stamps off,
place these envelopes with your customer's return address in
still another storage box. When you have several boxes full of
these envelopes from people who have spent money with you, there
are any number of "list buyers" who'll pay you for them.

Once you've got your town saturated with circular distributors--
be sure to leave a stack in all the barber shops and beauty
salons, as well as at the counter in cafe restaurants, bowling
centers, theaters, and the "lodges" of all the fraternal as well
as labor unions in the area--your next move is simply to
duplicate these efforts in a neighboring town or city.

Basically, we're talking about multi-level marketing and total
advertising-recruiting efforts on your part. Your main thrust
should be to "pull in" as many people as possible--show them the
program, and if they want it, let them get in on it--if not,
forget about them and move on to the next prospect...This is
called "prospecting," and it's going to cost you money and time,
regardless of what you're trying to sell.

So you put together an "invitation type announcement" which is
your initial 42 advertising circular and you get it to as many
people as possible. They pay you a "cover charge" of $2 to find
out what your program is all about. And before you get all upset
and throw this report in the waste basket, think about this:
Let's suppose there are 42,000 people in your town--30,000
adults, and 18,000 separate families. If each of these 18,00
families were to send you $2, how much money would you have?
436,000 right? Now then, tell me whether or not you'd like to
have an extra $36,000.

The people send you $2 for a "look see" at your program for
solving their money problems. You send them back your multi-level
program brochure which describes how they can duplicate what
you're doing and make a bundle of money for themselves, and the
cost of the supplies for them to get started. At the same time,
you send out another one-page advertising circular that offers
business success reports. Just another for instance, let's say
that 30% of the people receiving your MLM Brochure enroll and
send for a start-up kit or supplies. You've expanded your MLM
distributorship and made money, right? And now, let's suppose
that of all the people who've sent $2 to find out what your
program is all about, a total of 40% spend $5 with you for one of
your business success reports--$36,000 gross income for initial
expenses of $600--then, let's say your MLM brochures cost you
$100 per thousand for total expenses thus far of $2,400--plus
another $600 for your business success reports circulars--with
another $11,250 as your commission from these reports, for a
total gross income thus far of $47,250--then, 3rd class postage
and envelope costs of $2,550...Subtract your expenses from your
gross income of $47,250 and you should end up taking $41,700 to
your bank, catching up on all your bills, or spending on a long
overdue vacation to Acapulco or Hawaii...

That's it! That's how easy and simple it is and it actually
works! Once you've covered your entire state in this manner,
simply start renting mailing lists of people listed as
Opportunity Seekers, and shotgun your basic page, $2 offer to all
of them. By following these instructions and working according to
this plan, you should easily take in more than a million dollars
within the next twelve months.

We've been using the attached "$2 circular{ for some time now,
and it's proven to be a fantastic winner for us from the
start...We had 10,000 printed at a cost to us of $200--paid a
couple of cub scout troups $100 to hand them out for us; and from
the initial 10,000 circulars we handed out, we received 2,341 $2
inquires=$4,682...And, another 353 orders for the MLM Manual
offered on the same circular=$7,060- Total income form our
initial $300 investment was $11,742...

Since that time, we've expanded our market, and we're now putting
out 10,000 of these circulars each and every week.

You can do it too! All it takes is that first circular and then,
distribution. If you'd like to make some of this "big money"
we've been talking about--feel free to duplicate our circular
with your name/address on it, and get it out to the people in
your area.


SECRETS TO SUCCESSFULLY STARTING YOUR OWN BUSINESS

The American Dream is, and always will be, to come up with an
idea, start a business and become rich from your own efforts.
Based upon this motivation, thousands of businesses fail each
year, due primarily to not being familiar with the basics
involved in running
a business.

This report will enlighten you, and give you a number of
suggestions you can use to better guarantee your chances for
success.  This report is written with the warning that any and
every business venture contains certain inherent risks, and any
number of alternatives.  We do not espouse that any one way is
the right way or that our suggestions are the only way.  On the
contrary, we advise that before investing any money in a business
venture, you seek counselling and help from a qualified
accountant and/or attorney.

Just about the first thing you should consider before deciding to
start or purchase a business is the legal form you'll be
operating under.  There are basically four choices: sole
proprietorship, partnership, limited partnership, and/or
corporation.

Each has a number of advantages and disadvantages.  We'll try to
enumerate some of them for you.

As much as anything else, for many people starting a business is
a form of ego-gratification, and they form a corporation for some
sort of prestige gain - just to say, "I own a corporation."

With just a little bit of observation, you'll find that one of
the major causes of business failures is due to the founder
wasting start-up capital on frills, such as an impressive
store-front office, expensive furnishings, and corporate legal
costs.

One of the basic traits you must develop it you're going to be
successful in business, is a tight hold on your expenditures.  In
fact, a good rule of thumb is that anything that does not make
money for yo or protect your investment, should not be purchased
at this time.  Very definitely, this applies to the expense of
setting up your own corporation.

Unless you have a partnership and start your business as such,
the only real advantage to forming a corporation would appear to
be that a corporate structure will semi-protect the property you
personally own.

As an example, you own a home and car.  You form a corporation to
protect these possessions from business losses.  Yet, if you can
be found guilty of misusing corporate funds, your business
creditors can pierce the corporate shield and come after your
possessions.

Basically, if you invest everything you have in your business, as
most newcomers do, you don't usually need a corporation because
you have nothing to protect.  Your household possessions,
personal belongings, generally your car, and even a portion of
the equity in your home is protected by the homestead provision
of the Federal Bankruptcy Act, and cannot be taken away from you.

As a sole proprietor or partner of a business you'll be paying
taxes on your overall earnings, much the same as if you were
holding down a salaried or hourly paid job.  Whether you do or
don't take out money as a salary will have no bearing on the
earnings of your business and tax return.

The often advertised advantage of incorporating, that you can
manipulate your salary in order to save on tax dollars, is real
because of corporation laws.  However, the IRS frowns on this
practice.  When your business is successful and making a lot of
money, definitely check with your accountant on the advantages of
incorporating.

As a corporation, you'll be subject to a number of other
drawbacks as well:  generally higher state taxes, stricter laws
concerning the operation of your business, more elaborate
accounting procedures, and legal papers that are required just
about every time you make a major move or sign almost any
contract.  Thus, your legal and accounting fees will be much
higher as a corporation than will those required for a sole
proprietorship type of business.

As a sole proprietor or partnership, you'll find many areas
require the registration of your business name.  The cost
however, is minimal, ranging from $5 to $100.  About the best way
to find out what laws apply in your area, is to call your bank
and ask if they need a fictitious name registration card or
certificate in order for you to open a business account.

Selecting a name for your business is quite important to you and
particularly relative to advertising.  Your business name should
describe the product or services you offer.  Fancy names such as,
Linda's Clipping Service will lose potential "walk-in and
passing" customers to the beauty shop across the street that
calls itself, Patti's Beauty Salon or Jane's Hair Styling Shop.

The advantage of using your full name in the title of your
business, such as Johnny Jones' Meat Lockers, has the advantage
of making credit somewhat easier to come by - provided you pay
your bills on time - but it also includes the disadvantage of
confining your services to a local or at most, a regional area.

Should you buy, lease, or rent a space for your business?  think
twice before you make any decision along these lines.  Most
businesses tend to grow quickly or they never get off the ground.

There are a few exceptions, but only a very few, that tend to
grow at a modified rate.

So, buying a piece of property and setting up your business on or
within that property, obligates you to ownership regardless of
what happens to your business.

Leases are almost always very strong contracts written by
attorneys to the advantage of the property-owner.  When you sign
an agreement to pay someone for the use of their space over any
length of time, you're "nailed in" to paying for that space
regardless of what happens to your business.

In the beginning, it's wise to either get the shortest-term lease
possible, or arrange to rent with an option to lease at a later
date.  This does not apply to a retail business, unless your
particular business happens to be an untried one.

Definitely, you should open a business bank account.  In
selecting a bank for your business, scout around and look for one
that can, and will help you.  Determine what your banking needs
will be, and then via telephone, interview the managers of the
banks in your area.  The important convenient bank to your
business location.

A point to remember:  the closer you can make the relationship
between you and the bank manager, the better your chances are
going to be for approval on loans and/or special favors you may
need at a later date.

Try to become acquainted with as many of the bank employees as
possible.  The better you know them, the more courtesies they'll
be extending especially to you in the course of your association.

Just as a doctor is a specialist in his field, and you go to him
for medical problems, your banker is a specialist in his field
and you should go to him for your money problems.  In business,
you'll have to learn that everyone is an expert in his own line
of work, and in your associations with other business people,
refrain from acting like a "sharpie" and/or pretending that you
know exactly how everything works in someone else's specialty.

You'll find that very often, different banks specialize in
different types of businesses.  As an example, you're sure to
find banks that specialize in real estate transactions,
export-import businesses, and even manufacturing operations only.

What I'm saying here is that if you're planning to sella fairly
expensive item, your customers will probably need and/or want
financing.  It will behoove you to select a bank familiar with
your type of product that will afford your customers, through
you, contract financing.

Some of the questions you should ask of your banker include the
following:

Is it necessary to maintain a certain balance in your account
before the bank will approve a loan for you?
What qualifications must you have in order to obtain a line of
credit with the bank?

Does the bank limit the number of loans, or types of loans it
will approve for small businesses?

What is the bank's policy regarding the size of a check you might
deposit that requires holding for collection?

And what about checks less than that amount - will they be
immediately credited to your account?

In almost all types of businesses, it will be to your benefit to
set up with your bank, a method of handling VISA, Master Charge,
and regional credit cards.  The important thing here is to
ultimately set up your account in the bank that will service all
of these credit transactions for you - one stop for all your
banking needs.  In most instances, you'll find that having the
capability to fill orders/make sales via credit card
transactions, will increase your volume of sales appreciatively.

Once you've made the decision as to which bank is going to handle
your account, you'll need your Social Security Number or your
Federal Employer's Identification Number, your driver's license,
the fictitious name certificate, and if you're requesting a VISA
or Master Charge franchise, you'll also need a financial
statement.

For corporations, you'll also need a corporate resolution
approving of the opening of your business account.

There are different policies exercised in just about every state
regarding installation/hook-up charges by the telephone and
utility companies.  Some require a deposit, and some don't.

You'll find that a great number of city business license
departments are there solely for the purpose of collecting
another tax.  Depending on the type of business you're asking a
license for, the building and zoning people may inspect your
premises for soundness of structure and safety.  Generally, you
won't encounter any difficulties - you simply pay your fee to
operate your business in that city, and the clerk types your name
onto a city license certificate.

Relative to sales tax permits and licenses, each state's rules
and regulations very widely.  The best thing to do is call your
state offices and ask for information concerning registry and
collection procedures.  Many states require an advance deposit or
bond, and you'll find that some wholesalers or manufacturers will
not sell to you at wholesale prices until you can show them your
sales tax permit or number.

Should your business entail selling your products or services
across state lines, in another state, you're not required to
collect taxes except in those where you have offices or stores.

You may find also that your particular business requires the
collection of Federal Excise Taxes.  For information along these
lines, check in with your local office of the Internal Revenue
Service.

Some states also require certain businesses to hold state
licenses, such as those required in many states for TV Repairmen.

These are known as "occupational permits" and are most often
required of barbers, hair stylists, real estate people and a
number of other consumer oriented businesses.  If you have any
doubts, check with your state offices for a list of those
occupations that require licensing.

Any business doing business in any type of interstate commerce is
subject to federal regulations, usually through the Federal Trade
Commission.  This means that any business that shops, sells or
advertises in more than one state is subject to such regulation,
and this includes even the smallest of mail order operations.

Normally, very few business people ever have and contact with the
federal regulatory agencies.  The only exceptions being when
there is a question of your operating your business unethically
or illegally.

Any business that sells or distributes food in any manner almost
always requires a county health department permit.  If your
business falls into this category, simply call the county health
department and invite them out to your place of business for an
inspection.  The fees generally range from about $25, depending
on the size of your business when they first inspect it for
permit approval.

There are also a number of businesses that require inspection by
a fire marshall, and fire department approval.  Generally, these
are those that handle flammable materials or attract large
numbers of people, such as a theater.  Overall, the local fire
department has to be allowed to inspect your premises whenever
they desire to do so.

You may also run into a requirement for an air and/or water
pollution control permit.  These specifically apply to any
business that burns anything, discharges anything into the sewers
or waterways, or use any gas-producing product, such as a paint
sprayer.

Without a doubt, you'll need to check on local regulations
relating to advertising display signs.  Each city or township
makes its own
rules and then enforces those rules according to its own thinking
-check before you contract to have a sign made for your business.

The design and placement of your sign is very important to your
business - specifically to retail establishments - but let me
remind you that your business sign is usually the first thing a
potential customer sees and as such, it should catch his eye and
leave an impression that lasts.  It would be a good idea to ride
around your town and take a look at the signs that catch your
eye, and try to determine the impression of the business that
sign leaves on you.  This is a basic learning formula for
determining the design, size and placement of your business sign.

Some of the other things to consider before opening for business
- If you intend to employ one or more employees, you'll be
required to deduct Federal Income Taxes, and Social Security
payments from their checks.  This will involve your filing for a
Federal Tax Number and necessitates contact with your local IRS
Office.

Most states have "unemployment taxes" which will have to be
deducted from the paychecks of any employees you hire.  And there
are a number of states that have income taxes - disability
insurance - and any number of other taxes.  Again, the best thing
to do is check with your local office of the IRS.  And above all
else, don't forget to ask for the rules of the minimum wage law,
and comply.

When your business grows to the point of needing additional help,
don't be afraid to look for and hire the help you need.  when
you're ready to hire someone, simply run an ad in your local
paper and/or register your needs with the local office of your
state's employment service.  Businesses either grow or die, and
those that grow eventually need more people in order to continue
growing.

When that time comes, hire the additional people you need, and
your business will continue growing.  If you don't, for whatever
reason, you'll find yourself married to your business and your
business growth stymied.

Regardless of how small your business is when you begin, never
walk in with the thought in mind that it's something to keep you
busy. Anyone with an attitude of that kind is a fool.  You begin
and make a business successful in order to realize financial
freedom.  Establish your business.  Put it on its feet, and then
hire other people to do the work for you.  And those businesses
that require an operations manager, or someone to run a phase of
the business you're too busy to handle, hire the person needed or
the business will surely suffer.

To protect the investment of your business, you need business
insurance.  If you've never had any experience with business
insurance, simply look under the heading of "business insurance"
in your phone directory.  Ask for bids from several different
companies or agents...Primarily, you should have a policy that
gives you general liability, fire, workmen's compensation,
business interruption, and vehicle coverage.  You amy also want
coverage against possible losses related to burglary, robbery,
Life & Accident, Key Man, and Fidelity Bonds.

As the sole proprietor of a business, you won't be paid as an
employee, so there will be no income tax deducted from whatever
you
withdraw from the company's earnings.  What you'll have to do is
a gain check with the IRS Office for a Tax Guide For Small
Businesses Handbook, and probably end up filing an estimated tax
return on  a quarterly basis.

The minute you open your doors for business, you'll have to spend
some time engaged in the work of bookkeeping.  Exactly how, and
using what forms, you keep books, should be on the
recommendations of a good tax counselor...The same holds true for
your overall business and/or payroll accounting system.  Look for
an experienced CPA that knows the accounting problems to your
particular kind of business, and solicit his advise/counseling.

If your business is going to involve the possible purchase or
lease of operating equipment, again seek the help of your tax
counselor for the most advantageous method of obtaining the
needed equipment.

Basically, arranging for your suppliers to give you materials on
credit will depend upon your honesty and personal financial
statement.  The best way is usually a personal visit to the
person with the power to approve or disapprove of credit at the
company where you want to set up a credit account.  Show him your
financial statement, and explain your prospects for success.
Then assure him that you've always honored all of your
obligations, and that if ever there's a question or problem,
you'd like for him to call you at home.  And of course, give him
your home phone number.

We won't go into the exigencies of advertising your products,
services or business here, but there is something along these
lines you should always keep in mind.  The best kind of
advertising your business can receive is that you don't really
pay for - publicity.

When something unusual happens to you, your business, or your
employees - that's news, so be sure to tell the news media in
your area about it.

In closing, let me say that the most important ingredient of your
eventual success will be the soundness of the planning you did
before you started your business.  Any number of bad things can
really throw your business into a tailspin, but it you've done
your homework well - really set up a detailed business plan
before starting - your losses or setbacks will be minimal.
Success takes planning, and within this report, you've got a
basic checklist...The rest is up to you...Good luck, and may your
life overflow with success in all that you undertake from this
moment forward.


  HOW TO PREPARE A BUSINESS PLAN THAT
                         GUARANTEES BIG PROFITS

Success in business comes as a result of planning. You have to
have a detailed, written plan that shows what the ultimate goal
is, the reason for the goal, and each milestone that must be
passed in order to reach your goal.

  A business plan is written definition of, and operational plan
for achieving your goal. You need a complete but
success tool in order to define your basic product, income
objectives and specific operating procedures. YOU HAVE TO HAVE A
BUSINESS PLAN to attract investors, obtain financing and hold
onto the confidence of your creditors, particularly in times of
cash flow shortages--in this instance, the amount of money you
have on hand compared with the expenses that must be met.

  Aside from an overall directional policy for the production,
sales effort and profit goals of your product--your basic "travel
guide" to business success--the most important purpose your
business plan will serve, will be the basis or foundation of any
financial proposals you submit. Many entrepreneurs are under the
mistaken impression that a business plan is the same as a
financial proposal, or that a financial proposal constitutes a
business plan. This is just a misunderstanding of the uses of
these two separate and different business success aids.

  The business plan is a long range "map" to guide your business
to the goal you've set for it. The plan details the what, why,
where, how and when, of your business--the success planning of
your company.

  Your financial proposal is a request for money based upon your
business plan--your business history and objectives.

  Understand the differences. They are closely related, but they
are not interchangeable.

  Writing and putting together a "winning" business plan takes
study, research and time, so don't try to do it all in just one
or two days.

  The easiest way to start with a loose leaf notebook, plenty of
paper, pencils, pencil sharpener, and several erasers. Once you
get your mind "in gear" and begin thinking about your business
plan, "10,000 thoughts and ideas per minute" will begin racing
thru your mind...So, it's a good idea when you aren't actually
working on your business plan, to carry a pocket notebook and jot
down those business ideas as they come to you--ideas for sales
promotion, recruiting distributors, and any other thoughts on how
to operate and/or build your business.

  Later, when you're actually working on your business plan, you
can take out this "idea notebook" evaluate your ideas, rework
them, refine them, and integrate them into the overall "big
picture" of your business plan.

  The best business plans for even the smallest businesses run 25
to 30 pages or more, so you'll need to "title" each page and
arrange the different aspects of your business plan into
"chapters." The format should pretty much run as follows:

   Title Page
   Statement of Purpose
   Table of Contents
   Business Description
   Market Analysis
   Competition
   Business Location
   Management
   Current Financial Records
   Explanation of Plans For Growth
   Projected Profit & Loss/Operating Figures
   Explanation of Financing for Growth
   Documentation
   Summary of Business & Outlook for The Future
   Listing of Business & personal References

  This is a logical organization of the information every
business plan should cover. I'll explain each of these chapters
titles in greater detail, but first, let me elaborate upon the
reasons for proper organization of your business plan.

  Having a set of "questions to answer" about your business
forces you to take an objective and critical look at your ideas.
Putting it all down on paper allows you to change, erase and
refine everything to function in the manner of a smoothly oiled
machine. You'll be able to spot weakness and strengthen them
before they develop into major problems. Overall, you'll be
developing an operating manual for your business--a valuable tool
which will keep your business on track, and guide you in the
profitable management of your business.

  Because it's your idea, and your business, it's very important
that YOU do the planning. This is YOUR business plan, so YOU
develop it, and put it all down on paper just the way YOU want it
to read. Seek out the advice of other people; talk with, listen
to, and observe, other people running similar businesses; enlist
the advice of your accountant and attorney--but at the bottom
line, don't ever forget it has to be YOUR BUSINESS PLAN!

  Remember too, that statistics show the greatest causes of
business failure to be poor management and lack of
planning--without a plan by which to operate, no one can manage;
and without a direction in which to aim its efforts, no business
can attain any real success.

  On the very first page, which is the title page, put down the
name of your business-ABC ACTION--with your business address
underneath. Now, skip a couple of lines, and write it all in
capital letters: PRINCIPAL OWNER--followed by your name if you're
the principal owner. On your finished report, you would want to
center this information on the page, with the words "principal
owner" off-set to the left about five spaces.

     Examples:  ABC ACTION
                1234 SW 5th Ave.
                Anywhere, USA 00000



         PRINCIPAL OWNER: Your Name

  That's all you'll have on this page except the page number
-1-

  Following your title page is the page for your statement
purpose. This should be a simple statement of your primary
business function, such as: We are a service business engaged in
the business of selling business success manuals and other
information by mail.

  The title of the page should be in all capital letters across
the top of the page, centered on your final draft--skip a few
lines and write the statement of purpose. This should be direct,
clear   and short--never more than (2) sentences in length.

  Then you should skip a few lines, and from the left hand margin
of the paper, write out a sub-heading in all capital letters,
such as: EXPLANATION OF PURPOSE.

  From, and within this sub-heading you can briefly explain your
statement of purpose, such as: Our surveys have found most
entrepreneurs to be "sadly" lacking in basic information that
will enable them to achieve success. This market is estimated at
more than a 100 million persons, with at least half of these
people actively "searching" for sources that provide the kind of
information they want, and need.

  With our business, advertising and publishing experience, it is
our goal to capture at least half of this market of information
seekers, with our publication. MONEY MAKING MAGIC! Our market
research indicates we can achieve this goal and realize a profit
of $1,000,000 per year within the next 5 years...

  The above example is generally the way you should write your
"explanation of purpose," and in subtle definition, why you need
an explanation. Point to remember: Keep it short. Very few
business purpose explanations justify more than a half page long.

  Next comes your table of contents page. Don't really worry
about this until you've got the entire plan completed and ready
for final typing. It's a good idea though, to list the subject
(chapter titles) as I have, and then check off each one as you
complete that part of your plan.

  By having a list of the points you want to cover, you'll also
be able to skip around and work on each phase of your business
plan as an idea or the interest in organizing that particular
phase, stimulates you. In other words, you won't have to make
your thinking or your planning conform to the chronological order
of the "chapters" of your business plan--another reason for the
loose leaf notebook.

  In describing your business, it's best to begin where your
statement purpose leaves off. Describe your product, the
production process, who has responsibility for what, and most
importantly, what makes your product or service unique--what
gives it an edge in your market. You can briefly summarize your
business beginnings, present position and potential for future
success, as well.

  Next, describe the buyers you're trying to reach--why they need
and want or will buy your product--and the results of any tests
or surveys you may have conducted. Once you've defined your
market, go on to explain how you intend to reach that market--how
you'll these prospects to your product or service and induce them
to buy. You might want to break this chapter down into sections
such as..publicity and promotions, advertising plans, direct
sales force, and dealer/distributor programs. Each section would
then be an outline of your plans and policies.

  Moving into the next chapter on competition, identify who your
competitors are--their weakness and strong points--explain how
you intend to capitalize on those weaknesses and match or better
the strong points. Talk to as many of your "indirect" competitors
as possible--those operating in different cities and states.

  One of the easiest ways of gathering a lot of useful
information about your competitors is by developing a series of
survey questions and sending these questionnaires out to each of
them. Later on, you might want to compile the answers to these
questionnaires into some form of directory or report on this type
of business.

  It's also advisable to contact the trade associations and
publications serving your proposed type of business. For
information on trade associations and specific trade
publications, visit your public library, and after explaining
what you want ask for the librarian's help.

  The chapter on management should be an elaboration on the
people operating the business. Those people that actually run the
business, their job, titles, duties, responsibilities and
background resume's. It's important that you "paint" a strong
picture of your top management people because the people coming
to work for you or investing in your business, will be "investing
in these people" as much as your product ideas. Individual
tenacity, mature judgement under fire, and innovative
problem-solving have "won over" more people than all the AAA
Credit Ratings and astronomical sales figures put together.

  People becoming involved with any new venture want to know that
the person in charge--the guy running the business knows what
he's doing, will not lose his cool when problems arise, and has
what it takes to make money for all of them> After showing the
"muscle" of this person, go on to outline the other key positions
within your business; who the persons are you've selected to
handle those jobs and the sources as well as availability of any
help you might need.

  If you've been in business of any kind scale, the next chapter
is a picture of your financial status--a review of your operating
costs and income from the business to date. Generally, this is a
listing of your profit & loss statements for the six months, plus
copies of your business income tax records for each of the
previous three years the business has been an entity.

  The chapter on the explanation of your plans for the future
growth of your business is just that--an explanation of how you
plan to keep your business growing--a detailed guide of what
you're going to do, and how you're going to increase your
profits. These plans should show your goals for the coming year,
two years, and three years. By breaking your objectives down into
annual milestones, your plan will be accepted as more realistic
and be more understandable as a part of your ultimate success.

  Following this explanation, you'll need to itemize the
projected cost and income figures of your three year plan. I'll
take a lot of research, an undoubtedly a good deal of erasing,
but it's very important that you list these figures based upon
thorough investigation. You may have to adjust some of your plans
downward, but once you've got these two chapters on paper, your
whole business plan will fall into line and begin to make sense.
You'll have a precise "map" of where you're headed, how much it's
going to cost, when you can expect to start making money, and how
much.

  Now that you know where you're going, how much it's going to
cost and how long it's going to be before you begin to recoup
your investment, you're ready to talk about how and where you're
going to get the money to finance your journey. Unless you're
independently wealthy, you'll want to use this chapter to list
the possibilities and alternatives.

  Make a list of friends you can approach, and perhaps induce to
put up some money as silent partners. Make a list of those people
you might be able to sell as stockholders in your company--in
many cases you can sell up to $300,000 worth of stock on a
"private issue" basis without filing papers with the Securities
and Exchange Commission. Check with a corporate or tax attorney
in your area for more details. Make a list of relatives and
friends that might help you with an outright loan to furnish
money for the development of your business.

  Then search out and make a list of venture capital
organizations. Visit the Small Business Administration office in
your area--pick up the loan application papers they have--read
them, study them, and even fill them out on a preliminary
basis--and finally, check the costs, determine which business
publications would be best to advertise in, if you were to
advertise for a partner or investor, and write an ad you'd want
to use if you did decide to advertise for monetary help.

  With listing of all the options available to your needs, all
that's left is the arranging of these options in the order you
would want to use them when the time come to ask for money. When
you're researching these money sources, you'll save time by
noting the "contact" deal with when you want money, and whenever
possible, by developing a working relationship with these people.

  If your documentation section, you should have a credit report
on yourself. Use the Yellow Pages or check at the credit
department in your bank for the nearest credit reporting office.
When you get your credit report, look it over and take whatever
steps are necessary to eliminate any negative comments. Once
these have been taken care of, ask for a revised copy of your
report and include a copy of that in your business plan.

  If you own any patents or copyrights, include copies of these.
Any licenses to use someone else's patent or copyright should
also be included. If you own the distribution, wholesale or
exclusive sales rights to a product, include copies of this
documentation. You should also include copies of any leases,
special agreements or other legal papers that might be pertinent
to your business.

  In conclusion, write out a brief, overall summary of your
business- when the business was started, the purpose of the
business, what makes your business different, how you're going to
gain a profitable share of the market, and your expected success
during the coming 5 years..

  The last page of your business plan is a "courtesy page"
listing the names, addresses and phone numbers of personal and
business references--persons who have known you closely for the
past five years or longer--and companies or firms you've had
business or credit dealings with during the past five years.

  And, that's it--your complete business plan. Before you send it
out for formal typing, read it over once a day for a week or ten
days. Take care of any changes or corrections, and then have it
reviewed by an attorney and then, an accountant. It would also be
a good idea to have it reviewed by a business consultant serving
the business community to which your business will be related.
After these reviews, and any last-minute changes you want to
make, I'll be ready for formal typing.

  Hire a professional typist to type the entire plan on ordinary
white bond paper. Make sure you proof-read it against the
original. Check for any corrections and typographical
errors--then one more time--read it through for clarity and the
perfection you want of it.

  Now you're ready to have it printed and published for whatever
use you have planned for it--distribution amongst your partners
or stockholders as the business plan for putting together a
winning financial proposal, or as a business operating manual.

  Take it to a quality printer in your area, and have three
copies printed. Don't settle for photo-copying..Have it printed!

  Photo-copying leaves a slight film on the paper, and will
detract from the overall professionalism of your business plan,
when presented to someone you're trying to impress. So, after
going to all this work to put together properly, go all the way
and have it duplicated properly.

  Next, stop by a stationery store, variety store or even a dime
store, and pick up an ordinary, inexpensive bind-in theme cover
for each copy of your business plan. Have the holes punched in
the pages of your business report to fit these binders and then
slip each copy into a binder of its own.

  Now, you can relax, take a break and feel good about
yourself..You have a complete and detailed business plan with
which to operate a successful business of your own. A plan you
can use as a basis for any financing proposal you may want to
submit..And a precise road-map for the attainment of real
success...

        Congratulations, and my best wishes for the complete
fulfillment of all your dreams of success!!!





THE INSIDE SECRETS OF FREE PUBLICITY FOR YOUR BUSINESS

Product publicity is the "secret pathway" to business success
everyone wants.  In simple terms, product publicity is a kind of
advertising that costs you nothing, yet brings in the orders for
you.

Regardless of what kind of business you are operating, you
should want, and strive for, as much publicity for your business
and your products or services, as possible.  After all, it's
"free advertising" that is essential to the growth of your
business.  However, your publicity efforts should be well
thought out, and pre-planned for maximum results.

The first, and basic form of obtaining publicity is through what
is known as the press or news release.  This is generally a one
page story about your business, your product/service or an
event/happening related to your business that is about to, or
has recently occurred.  These publicity stories are generally
"shot-gunned" to all the various media:  local newspapers, radio
and TV, and trade publications.

Problem number one is getting the people to whom you've sent
these publicity stories, to use them - publish or broadcast
them.  And this leads us back to the "right way " of writing
them and sending them in.

In every case, send a short cover letter addressed to the person
you want your material to be considered by... This means that
you send your story to the city editor of the newspapers;  the
news directors of the radio and TV stations;  and the managing
editors of the various trade publications.  It will do you no
good what-so-ever, to send your material to the advertising,
circulation or business managers - describing how you're a
long-time advertiser, subscriber or listener.  The most
important thing is that you make contact with the person who has
the final say as to what is to be published or broadcast, and at
the bottom line - this person's use of your material will
somehow make him a "hero" to his or her readers, viewers or
listeners.

The cover letter should be a short note.  Go to a paper supplier
- tell him you want a hundred or so sheets of good bond paper -
8 1/2 by 11" preferably in a pastel color such as blue or ivory
- and that you want this paper cut into quarters, giving you a
grand total fo 400 sheets of note paper.  "From the desk of..."
note sheets are too elaborate until the people you're contacting
get to know you - first time around, and until they use your
material, don't use these semi-formal note sheets...

On this note sheet, begin with the date across the top - skip a
couple of spaces and then quickly tell the recipient of the
note: the attached material is new and should be of real
interest to his readers, viewers or listeners.  We advise our
dealers and distributors of MONEY MAKING MAGIC - our regular
publication for serious wealth builders and extra income seekers
- to send the following note to the editors and news directors
of the media in their areas:

"Here's something that 's new, and for a change, truly helpful,
to people trying to cope with inflation - the soaring costs of
living - and those engaged in building extra income businesses
of their own.  Should be of real value - interest - to your
readers.  Please take a look - any questions, or if you need
more info, give me a call at:  (503) 666-5824..."  Then, of
course, you skip about four spaces, type your name, your
business name, and your address - sign your name above where
you've typed it, and staple this note in the upper right hand
corner of your news release.  This note should be typed and
double-spaced.

So now, you've got a cover letter, and you know who to send it
to... We type up one such note, and take it to a near-by
quick-print shop.  They xerox the note 4 times, past these
4-copies onto one sheet of paper, print 50 to 100 copies, and
cut the paper into individual notes, all for less that $10... Do
not try to save money by photo-copying or xeroxing - a
photo-copy is a photo-copy is a photo-copy, and will not do the
job for you...

Now you need the actual publicity release, which also must be
"properly" written if you expect it to be used by the media.
Above all else, there's a proper form or style to use, plus the
fact that it must be typed, double-spaced, and short - about a
half page in total length.

About an inch from the top of the paper, with an inch and a half
margin on each side of the paper;  from the left hand margin,
type in all capital letters:  PRESS RELEASE:  Then, underline
these words.  Immediately following the colon, but not in all
capital letters, put in the date.  Always set the date forward
by at least one day after the day you intend to mail the release.

On the same line, but on the right hand side of the page, and in
all capital letters, write the words, FOR FURTHER INFORMATION:
Underline this, and immediately below, but not in all capital
letters, type your name - your phone number - and your address...

Skip a couple of spaces, then in all capital letters - centered
between the margins - type a story headline, and underline it...
Skip a couple of spaces, and from the left hand margin, all in
capital letters, type the words, FOR IMMEDIATE RELEASE:  From
there on, it's the news or publicity story itself.

You can write the headline before the story, and then a story to
fit the headline - or the story before the headline, and then a
headline to fit the story - either way, it's basically the same
as writing a space ad or a sales letter... You attract attention
and interest with the headline and fill in the details with your
story.

Here's an example of the headlines we use on publicity blurbs
for MONEY MAKING MAGIC:

HELP IN MAKING ENDS MEET

NEW PUBLICATION FOR EXTRA INCOME SEEKERS

Notice how we continue to sell or involve the editor - His
readers are always looking for better ways to make ends meet,
and he's specifically interested as to what our promise
involves... He wants his readers to "think well" of him for
enlightening them with this source of help, so he reads into the
story to find out who, what and how...

Suffice it to say that your headline, and the story you present
to the editor, must sell him on the benefits of your product or
service to his readers.  Unless it specifically does this, he'll
not use it.  You must sell the first person receiving your
materials.  Keep this fact uppermost in your mind as you write
it.  The person you send your press or publicity release to,
must quickly see and understand how your product or service will
benefit his readers - thereby making him a hero to them - and he
must be assured it will do what you promise in your headline.

Come right to the point and say your product is lower in price,
more convenient to use or in what way your product or service is
useful to the people in general.  It's also a good idea to
include a complimentary sample of your product or an opportunity
for him to sample your services.

Remember, the editors receiving your information are fully aware
of your purposes - Free Advertising!  They are not in the least
interested in you or your credentials - If you've sold them on
the benefits of your business to their readers, and they want
background details, they'll call you.  That's why you list your
telephone number and address...

These people are busy people.  They have not got the time nor
the interest in reading about your trials and tribulations or
plans for the future.  They want only "a flag" that alerts them
to something new and of probable real interest to their readers.

Sell the editor first.  Convince him that you've found the
better mousetrap.  Show him that your product or service - that
your business - fills a need and/or will interest a large
segment of his readers, his viewers or listeners.

When an editor uses your publicity release, always follow-up
with a short thank you note.  Never, but never send a publicity
release to an editor and then call or write demanding to know
why he didn't use it, use it as you wrote it, or only gave you a
quick mention.  Do this once, and that particular media will
"round-file" any further material received from you, unopened!
If your first effort is not used, then you should review the
story itself;  perhaps write it from a different angle;  make
sure you're sending it to the proper person - and try again!

As stated earlier, these people are busy, with hundreds of
publicity releases passing across their desks every day - They
only have so much space or time - therefore, your material has
to stand out and in some way, fit with the information they -
the editors - want to pass along to their readers, viewers or
listeners.  Regardless of your business, product, or service,
you must build your press release - write it - around that
particular angle or feature that makes it beneficial or interest
to the readers, viewer or listeners of the media you want to run
your press release.  Without this special ingredient, you're
lost before you begin!

The timing of your press release is always important.  Try to
associate your press release with current events in the news.  A
story on job lay-offs and increased unemployment carried in the
newspapers, on TV and radio would prompt us to get a publicity
release out to all the media on the help and opportunity offered
by MONEY MAKING MAGIC!  Say there's a deluge of chain letters
and pyramid schemes making the round - the media picks up on it
and attempts to warn the people to beware... Within 5 days, we
would get a publicity release out, explaining the availability
of our report on chain letters and pyramid schemes - a report
that explains everything from A to Z - who're the winners and
who're the real losers.

There's another kind of timing also to keep in mind...
Publication deadlines... For best results, always try to time it
so your material reaches the editor in time for the Sunday
paper.  This is because that's when the papers have their
greatest circulation;  the most space is available;  and the
people, the most time to read the paper.

For articles you'd like to appear in the Sunday paper, you'll
generally have to get your release in at least nine days prior
to the date of publication.  If you're in doubt, call and ask
about the deadline date.

IN SUMMARY:

Choose the media most likely to carry your press release.
Select those that carry similar write-ups on a regular basis.

Always use a cover letter of some kind.  It pays to call ahead
to find out the name of the person you should be sending your
press release to.

Use the proper press release form, complete with a headline that
will interest the man deciding whether or not to use your item.

Be sure your press release is letter perfect - no typo's or
misspelled words - and don't photo-copy - always have each
letter or press release individually typed or printed.

When your item is used, send a thank you note or call the editor
on the phone and thank him for using your press release.

Never, but never call or write an editor demanding to know why
he didn't use your press release, why he had it rewritten or cut
it short - just try, and try again!






HOW TO START YOUR OWN SUCCESSFUL WINDOW WASHING SERVICE

Here's a business that, almost more than any other with equal
potential for real wealth, meets the most stringent requirements
of just about any skeptic. In fact, there's so much in favor of
the "little guy" with this business, it's a real mystery why more
people don't choose this one as the vehicle for their ultimate
independence and financial security.

This is a business that can make you rich very quickly...It's a
kind of service business that can can very profitably be operated
by one person--male or female..The basic knowledge needed for
success is simple and easy to learn..Very little monetary
investment is needed for equipment--usually less than
$100...There are virtually no storage space requirements...You
can operate out of your home for virtually as long as you like;
and yet, there's a real demand for this type of business
everywhere...

The success potential for window washing services is present in
the smallest of towns as well as the largest metropolitan areas.
Your risks will be minimal, while your rewards can far surpass
even your wildest dreams. Generally, a one man operation in a
city of 50,000 can expect to gross $4,000 or more per month after
90 days. Operating expenses for one person operations grossing
this amount should be less than $1,000 per month.

Ideally, your plan should be to solicit new accounts, do the
work yourself and establish a regular customer route. Once you've
established such a service route, and you're beginning to realize
a good profit, you should hire part-time help to do the work
while you solicit new accounts and establish more regular
customer routes.

You should concentrate on providing regular window washing
services for all the one and two story office buildings and
storefronts in your area. Start with those closest to your home
and expand your efforts outward. Choose a busy thoroughfares
leading into your city's downtown area. Select the one closest to
your home and begin calling on business owners and store managers
all along the street into the downtown area.

Usually, you won't have to do much more than introduce yourself,
briefly explain your services, and leave your business card. We
did this regularly on a once-a-week basis, and after 6 weeks, we
had enough business to keep one man busy--6hours a day, 5 days a
week.

Until you become well established, don't even bother soliciting
work on windows higher than the second story. However, it's best
to call on every business, one after the other as you make your
way to the downtown area. Later on, you can call upon churches,
private schools, businesses located on side streets branching off
the main thoroughfares, and even homes if you'd like to try that
market. Generally though, you'll find the residential market too
time-consuming to make your efforts really profitable, plus the
fact that you simply won't be able to charge enough to make it
worthwhile in comparison to your commercial customers. Apartment
houses and condominiums are quite a different story however,
particularly when you can land several customers in the same
building.

As mentioned earlier, you can headquarter in and operate
completely out of your home. You can store your cleaning
equipment and supplies in a corner of your garage. Your
bookkeping and other paperwork can be taken care of at the
kitchen table, with whatever office supplies your need, easily
stored in a dresser drawer.

Speaking of office supplies, you should have a supply of
business cards--and an adequate supply of billing statements with
your business name and address, plus mailing envelopes and return
reply envelopes. You can get away with rubber-stamping your
business name and address on your statements and envelopes, but
your business will grow faster--you'll probably save time and
money as well--by going with printed supplies from the beginning.

There are nor "real reasons" not to list your home address as
your business address, but listing a post office box number--if
you prefer--wil not really harm your image. Te important thing is
personal contact--someone from your company regularly calling
upon prospective customers.

Talk with them. Listen to them. Get to know them. Find out
who's currently doing their windows for them, if they have any
complaints and how you can offer them a better deal. When you've
actually investigated the service they're contracted for, and
you're certain you can offer them a better deal, put your ideas
into the form of a written proposal and give it to them. Don't be
afraid to submit a proposal for a better deal, remember when you
do, your proposal should offer more than just a price break.
Under-cutting a competitor's price usually means less profit for
you, and an overall deterioration of your reputation. It may
temporarily result in more work for you, but you're in business
to attain wealth--not work yourself into an early grave.

If your spouse is home during the day, she can answer the phone
for you and generally set up appointments for you, while you're
out making sales calls. She can also type out your monthly
statements, see that they're sent out on time, and pretty much
handle your bookkeeping for you. Should it not be feasible, or
for some reason inconvenient for your wife to handle your
incoming calls for you, look around until you find a good,
dependable Telephone Answering Service. Many of these telephone
answering services handle typing jobs as well, so if you're
lacking someone to handle these chores for you, chances are you
can find all the services you need without much of a search.

It's important with this type of business that you have a
"live" voice answering your calls. selecting the right people to
handle your calls, and spending the extra time necessary to train
them according to your desires--even paying a little more to have
things done the way you want them done--is almost always well
worth the time and added expense. Remember, this is a service
business with your growth dependent upon the personal contact you
and your representatives have with prospective clients. Work on
it, develop it, and cultivate your personal contact transactions.

As the size of your company increases and you hire crews of
people to handle work assignments, you can usually get your
answering service to take on the added duties of job assignments
notification or dispatcher. All of this simply points up the
possibilities of operating your business out of your home
indefinitely, should you choose to do so.

If someone along the line you decide to set up an office in a
location other than your home, you might want to make an offer or
otherwise induce one or two of the people from your telephoning
answering service. Regardless of how large your work force
becomes, it's always best if you supply the window washing
equipment and supplies.

Employees should be allowed to take the equipment home with
them, and required to use their own vehicles for transportation
to each job site. By all means, spend the extra money to supply
your workers with uniforms. Matching shirts and trousers with a
big patch on the back of the shirts, listing your company name
and phone number, is not only impressive in projecting image,
it's also one of the cheapest and best advertising methods.

Once you've hire people to do the actual window washing for
you, get a couple of magnetic signs showing your company name and
telephone number. Be sure to "wear" these signs on your car as
you make your sales calls and spot check on the progress of your
work crews. Later on, you can get similar signs for your crew
chiefs. If you should opt for company-owned vehicles, you'll find
vans to be the most convenient and serve your needs most
efficiently. Be sure to have your company name, phone number and
logo painted on each side of these vehicles--and allow your crew
chiefs to drive them home at night--all of which benefits you
with practically free advertising.

The kind of equipment you'll need to professionally wash
windows is relatively simple...A12 or 18 inch window brush,
aluminum telescopic brush handle...6 inch, 10 inch and 18 inch
squeegees with replacement rubber blades...A couple of plastic or
galvanized water pails, one 2 gallon and the other 5 gallon...And
an 8-foot step ladder, plus maybe a 16 foot straight ladder...

Your start-up should include 5 gallons of liquid soap..a good
supply of clean rags, towels and chamois..And a sharp razor blade
scraper...

This entire list of supplies and equipment should total no more
than $250 in cost. You'll need to add to your equipment only as
your business grows and you have need to hire more personnel...

Some professional window washers are proclaiming an alternative
or "better method" than with the use of window brushes and
squeegees. They're advocating the use of "strip washers." These
are 3/4 inch pieces of aluminum pipe covered with a nylon sleeve
that fits the pipe. These are similar in appearance to the handy
do-it-yourself paint rollers, and are used in much the same
manner. These strip washers reportedly work very well on all but
the dirtiest of windows.

Another alternative is an extension pole and brush device.
Water is pumped thru the handle and out the brush in a
rinse-wash-rinse cycle. Most professionals claim this device is
ideal for second story windows, but for best quality workmanship,
they still prefer the basic brush and squeegee approach.

Still another alternative is a hose-water-fed brush that
utilizes de-ionized water where ladders aren't feasible.
De-ionized water is a kind of water from which all minerals and
foreign elements have been removed. Using this kind of water
assures the window washer an easier and faster job with no
worries about streaking or water drops.

Your prices should range between $20 and $25 per hour. Pay for
hired help should start at $5 per hour. It's important that you
do some homework on the various glass treatments in vogue these
days. Many of these coatings and coverings require special
treatment such as the use of soft towels instead of brushes that
might scratch the surface of the window coating.

The professional technique for washing windows cleanly and in
the least amount of time is as follows: A few drops of cleaning
solution in your bucket of water. remember, too many soap suds
are detrimental to quality work. Wet your brush from the bucket
and then scrub the window. Take your squeegee and make one wiping
pass across the top of the window. Be sure to keep the end of the
squeegee pressed firmly against the molding or top sill of the
window frame. Wipe the squeegee, and then do the same thing down
each side of the window. from this point on, it's just a matter
of wiping the window clean with one continuous stroke. You do
this by arching and looping your wiping strokes across the window
pane, back and forth, never stopping or lifting the squeegee
blade from the glass. With this in method, you can wipe even the
largest window clean in just a matter of seconds. Practice at
home on your own windows and those of your neighbors. You'll
quickly develop a knack for this method and wonder why you never
discovered it before.

  When you've finished with the squeegee, take a chamois and
carefully "blot-wipe" any excess water that may have not have
been picked up along the sides and bottom of the window frame. In
reality, that's all there is to it.

  You'll find the spring and summer months to be the busiest, but
because of the increasing popularity of painting holiday scenes
and special sale announcements on business windows, be alert for
year 'round opportunities along these lines as well. Keep
plugging away and offering your services to businesses throughout
your area, particularly along those busy thoroughfares where
moving traffic contributes to the build-up of dirt & grime on
windows.

  When you're ready to hire helpers or people to do the work for
you, a simple ad in your local newspaper's "help Wanted" column
should bring you more applicants than you'll ever use. After
you've hired the one or the ones you want, keep a record of the
ones you liked but didn't hire, and check with them when you want
to add onto your crew of workers again.

  Bulletin Board notices will also bring in a surprising number
of applicants. Another good idea is to spread the word that
you're looking for part-time help, amongst your local firemen,
policemen and teachers. depending on your area's pay scale, you
can do pretty well by contacting the temporary help services in
your area.

  About the only regular advertising you'll need to do is a
medium to large display ad in the yellow pages. This is a must
because once you're established you'll find at least

50% of your business coming from having seen your ad in the
yellow pages. An "insider's" trick to advertising in the yellow
pages--Try to name your business with the very first letter of
your business name beginning with A-B-C, or X-Y-Z. Statistics and
surveys tend to prove that when people look for a service in the
yellow pages, they invariably pick from either the top or bottom
of the alphabet.

  Aside from the yellow pages, your next best advertising will be
the "reminder" kind, such as note pads with your company name
imprinted on them, special calendars or holders, special date or
appointment books, and/or sports caps with your company
name/emblem on them. However, as this kind of advertising is
quite expensive, it's good to keep in mind, but best to hold off
until you can well afford it.

  Any radio, television, newspaper and/or direct mail advertising
efforts will cost you much more than any business you receive
from it, so don't even consider this type of advertising.
However, do think about, and submit "press release" material to
these media as often as you can, because any publicity coverage
they give will surely be well worthwhile.

  Telephone soliciting for business works well, but you should
have a list of businesses and their telephone numbers, plotted
out according to new routes you're trying to build. Time spent
travelling between jobs will cost you money, just as time spent
looking up telephone numbers along a certain planned route will
seemingly take forever. If and when you decide to drum up new
business by phone, you'll have much greater success if you can
offer some sort of promotional gimmick to get them to try your
service.

  We had great success one time by offering to do windows for
free if they'd let us put a sign in the window--These windows
cleaned by AAA Window Cleaning Service--666-5824... Another time,
we did the windows for half price as an introductory offer..And
still another time, we joined with our telephone answering
service--on a combined promotion...half price on three months of
telephone answering service just for trying our window washing
service...The ideas, gimmicks and promotions you can use are
limited only by your imagination...

  Later on, we hired some good-looking college girls--on a
commission basis--to call on businesses along the new routes we
are trying to develop. They just introduced themselves as
representatives of our firm, explained our services and offered a
half priced introductory service. They ended up selling better
than 60% of the business they called upon.

  During one summer, we even tried a crew of these young ladies
as window washers--they weren't the best...We dresses them in
snappy red & white suspender-type short-shorts and drew quite a
crowd on each job. It was good advertising for us--we got free
newspaper and television coverage, and an untold number of new
business leads--but the glamour of the whole thing grew old very
quickly. But it was a gimmick that brought in new business,
caused a lot of people to recognize that we were in the window
cleaning business, and made our selling job easier.

  Truly, this is an easy business to start...and with just a bit
of imagination on your part, as well as persistence and quality
workmanship, you can easily become financially secure as you
want...And it takes is action on your part, so reach for it and
may you always enjoy the fruits of a bountiful success!


THE END OF THIS REPORT


HOW TO START YOUR OWN HIGHLY PROFITABLE SHOPPING CENTER PAPERS

  One of the easiest of all businesses to establish, publishing
shopping center papers-- CAN MAKE you very rich--almost as fast
as finding gold, or inheriting an oil well.

  Revenue and profits come from two main sources: The businesses
in the shopping center your paper serves, and the people reading
the paper. It doesn't matter that there's already a "Shopper's
Paper" in your area, or that you know nothing about the
publishing business and don't own a printing press.

  The first thing is to understand the specific needs of your
market. The stores, shops and businesses in the downtown area
advertise to reach all the people, and thus, they're hurting from
the competition of similar stores, shops and businesses in the
neighborhood shopping centers closer to where the people actually
live. Yet, these shopping center stores, shops and businesses
ONLY SERVE CUSTOMERS LIVING WITHIN A 5-MILE RADIUS OF THEIR
BUSINESS LOCATION!

  So, the thing to do is organize a plan, and then work that
plan. Contact the store owners or managers of the stores in each
shopping center in your area.

  You can include stores or shops and businesses not in the
shopping center itself, but clustered within the same immediate
area. However, it's important that your emphasis be placed on the
individuality of each shopping center.

  Explain to each of these business people that you're starting a
"shoppers paper" that will carry advertising only for businesses
in that particular shopping center. With this kind of "local
advertising media," the competition, nor have to bear the
advertising costs of city-wide circulation.

  The second selling point in your distribution or circulation
system. Take a section of your city street map; draw a 5-mile
circle around each shopping center; then take it to your local
quick print shop, and have him give you several printed copies
blown up to twice the original size.

  Then as you're selling each business owner, show him the
shopping center location on your map with the 5-mile circle
around it. Explain that your door-to-door distributors leave a
copy at each home or apartment within that circle only. This
means you'll have to estimate how many homes or apartments are
within each shopping center's customer circle.

  Getting your papers out to all of these homes and apartments
needn't be that big a problem. Simply talk with the 7th and 8th
grade counselors at the schools within the service circle.
Arrange to pay the counselors $15 per thousand papers delivered
for you. The idea is to get the counselors to line up the
students to do the delivering for you, and pay them a percentage
of the total you give him. The same plan can be worked with boy
scout and/or girl scout troops. You might even contact the youth
organizations at the churches within the service circle, and
propose your delivery operation as a fund-raising project.

  At the bottom line, the businesses gathered in or near each
shopping center will buy advertising space in your paper because
your rates will be cheaper; you'll be carrying advertising for a
specific location only; and your distribution will be direct to
their customers only.

  You can begin, and handle all phases of your business operation
single-handedly, but after the first couple of editions, you'll
make much more money by hiring others to do the selling for you.
Simply run an ad in your weekend newspapers, promising big
incomes to commission type advertising sales people. Word your ad
so that those interested call you on the phone.

  When they call --get their name, address and phone number. Then
explain that you're looking for just a few top-notch go-getters
who can handle several thousand dollars a week in advertising
commissions from individual merchants located in neighborhood
shopping centers. Ask them to tell you a little bit about
themselves, and then invite them to get acquainted meeting in the
banquet or meeting room you've reserved in a local restaurant or
motel. Give them the time, and date, then tell them you'll see
them at the meeting.

  As the meeting, show them a prototype or dummy of one of your
papers. Tell them they'll each be assigned a territory that
includes 3-shopping centers. You then explain/teach them the
reasons why there's big money in shopping center papers just as
I've explained to you.

  Explain your advertising rates---$10 per column inch for a
press run/circulation of 5,000; $15 for 10,000 and/or $20 for
15,000 copies distributed---and that you pay 50% for each sale.

  Each paper has room for $1,400 worth of advertising as a single
8 1/2 by 11 sheet printed on both sides; double that for an 11 by
17 sheet folded in half; or 4-times that much as two 11 by 17
sheets. Multiply the salesman's commission of &700 per paper
times three for each of them to make $2,100 per week--assuming
that you publish your papers on a weekly schedule.

  Remember, your basic idea should be to create an individual
"shoppers paper" for as many different shopping centers as
possible. Because of the closeness of prospective advertisers in
a shopping center, a good salesman will be able to sign all the
stores in at least three different shopping centers in a week.

  Once you've explained the marketing philosophy behind your
papers, and the money potentials available, you should have all
the eager salesmen you care to sign on. Remember, each sales
person is assigned 3-different shopping centers--you give him a
dummy of your paper for each of his shopping centers, with the
space availabilities marked--send him out to fill those spaces
with paid advertisers--and you'll both be home free!

  Whenever possible, ask for and get your money up-front or at
the time of the sale. In many instances, this won't be possible,
so you'll need some sort of standard contract. A short visit to
your local community college advertising department, or your
local public library for a look at a few instruction books on how
to draw up a space advertising contract, will give you a form to
copy and use as your own. Billing your advertisers at the end of
30-days will bring in lots of sales, but it will also require a
bookkeeper/secretary and statements as well as letterhead
envelopes and postage.

  Allowing your advertisers to buy now and pay later will also
require that you allow your salesmen to "draw" against the
commission they have coming. This too will present some special
problems, namely a need for operating capital. Most of the time
you'll be able to sell or factor your accounts receivable for
about 80% of the total due. When you do this, you'll be giving up
another 20% of your gross income, but you will have immediate
cash available. The thing you must do is weigh your operating
costs against the overall benefits and make your decision based
upon these factors.

  The design, layout and production of your paper should be quite
simple. Visit a local stationary and/or office supplies
store---pick up a blue printers pencil, some larger transfer
(rub-on) letters (either 60-point or 72 point size should be
sufficient for your needs), and also--pick up a pad of "fade out"
graph paper and a roll or two of border tape.

  Use the rub-on letters to print or write the masthead or title
of each of your shopping center's papers at the top of the graph
paper. With your border tape and razor blade, make a U-shaped
frame around the page, a half inch in from the outside edge of
the paper.

  If you're getting started from your "kitchen table," and using
a typewriter, make sure your type is "elite" or the small type.
Now, measure the inside of your frame from the bottom of your
masthead to the top of your border tape at the bottom of your
frame; and from side to side, measuring from the inside edges of
your border tape along the sides. You should end up with a space
9 1/2 inches deep by 7 1/2 inches wide.

  Take these measurements to your local print shop and ask them
for the dimensions of a space 30% larger. This should amount to a
space 10 3/4 by 13 1/2 inches--so ask him for some 11 by 14 inch
paper. Scrap paper that has a clean backside will do quite
nicely.

  With your blue pencil, lay out a frame 10 3/4 by 13 1/2
inches--then divide the 10 3/4 width into seven equal columns.
Run the paper into your typewriter and type out the classified
ads you have set. If you have a camera ready ad that's too large
for your regular column dimensions, paste it into position on
this sheet. When you have this page all "written" or pasted up,
take it to your printer and have him reduce it to 70 % of its
current size and run off a couple of copies for you. Cut out this
reduced copy and paste it inside your master frame, add any
proper sized camera ready ads and you're ready to take your paper
to press.

  Almost all shopping center papers start out as one page
circulars printed on both sides, and put together on the "kitchen
table" as I've described here. Working alone and trying to start
from scratch, you probably won't have all your available space
sold when you go to press. If this is the way it works out for
you, simply fill in the empty spaces with ads of your own.

  Promotional ads inviting people to call you, for example, for
ad rate information, and to place their ads.

  Also, some of your better mail order offers. In order to give
the impression of lots of ads from lots of different people,
enlist the help of your relatives and friends--allow them to
advertise a For Sale or Trade item free. It's important that you
seemingly have ads from a lot of different people with lots of
different phone numbers and/or addresses listed.

  For these classified ads, you should charge $1 per line, and
hence, the name "dollar Papers." Don't forget, your second source
of income will be garnered from people who have seen or read your
paper, and place ads of their own as result.

  Once you've got separate pages--a front and a back--for your
first paper ready, simply take it to your quick-print shop and
have run off the number of copies you've promised to circulate
for your advertisers. Have him print it on yellow or orange 20
pound bond, or even recycled construction paper.

  Until you really get rolling, you can hire a couple of kids to
hand out your papers to everyone as they drive into the shopping
center parking lot, drop off a stack for check-out stand
giveaways at each store or shop in the shopping center, and/or
persuade a couple of newspaper carriers to include one with each
newspaper they deliver. Another fast hand-out method is to hire a
student to give one to each bus rider as he gets off the bus at
busy "park and ride" locations.

  As your shopping center papers become known, you take on sales
people to do the selling for you; when you have more space to
handle the requests for advertising space, contact a larger
printer who works with web presses and news-print paper. Look
around, and you'll find one who'll handle all your typesetting,
layout, printing and even bulk delivery to your distribution
pick-up points. Expanding to tabloid production will lower your
production costs, give you greater efficiency and result in more
profits for your business.

  Where there is really tough competition, many publishers of
Shopping center Papers include stories about the shopping
center---what the land was used for before it was developed as a
shopping center---profiles on the different store owners, where
they're from and what they did before opening their store or
shop---and news of community interest within the customer circle.
Many increase their incomes by running mail order opportunity ads
from dealers in all parts of the country.

  Basically, shopping center paper is the same as a mail order ad
sheet. The big difference is that it serves as an advertising
showcase for a small circle of merchants in a specific area, and
is circulated among the people most likely to do their shopping
in that specific small circle of merchants; each circle has a
need for an advertising showcase of its own, and it will be to
your benefit to turn away advertising requests from merchants
outside that circle.

  The only advertising you'll have to do is via the quality and
image you project with each issue or edition of your papers.
There are a number of popularity-building promotions you can, and
should run: Free ads for baby sitting and/or child care services;
$100 worth of free groceries if the shopper spots his picture or
name in your paper; and free merchandise or service for solving
picture puzzles. Don't look for much free publicity or help from
newspapers, radio and/ or TV stations in your area--at least, not
until you're very well established, because you are in direct
competition with them.

  As mentioned earlier, this is an easy business to organize,
requires no special education or training, and will pretty much
perpetuate itself once you're beyond the start-up stages. The
important thing of course, is the opportunity for at least one
such paper in even the smallest communities. The profit potential
in even small to medium-sized cities is almost beyond belief...

  You have an idea, and I've provided the organizational details
to make it work for you--- it's working very profitably for a lot
of entrepreneurs in a number of locations around the
country---the only thing missing now, is action on your part. get
with it, and start enjoying the fruits of your own success!


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                          BIG MONEY WITH FOLIOS

One of the easiest, if not the easiest, ways of getting started
with a profitable mail order business of your own is through the
promotion and sale of money-making folios or reports.

Generally, the beginner purchases a series of these
reports-complete with reproduction rights. He reproduces them in
whatever quantity and as often as he likes-usually at a cost of
less than 5 cents each, sends out an advertising circular.

As has been said so many times in countless mail order advice
publications, you never really make any real money until you
control the product. When you buy the reproduction rights to a
set of reports, you control the product. You can advertise the
sale of these reports individually via national classified ads,
and follow up with your advertising circular as a "full page"
advertisement or send it out as part of your direct mail
packages. The bottom line is simply that when the orders come in,
you keep all the money for yourself, reproduce the reports for
pennies and end up with a profit that's beyond the belief of
other people in other types of businesses.

It's virtually impossible to convince most people that you can
make a profit of at least $1.00 per sheet of paper, but it's
being done every day of the week, and is actually the easiest way
there is of making money! Give it a try yourself, and you'll
probably be flabbergasted too.

The best part of getting started with these folios is that you'll
have an opportunity to see how they're written, precisely what
kind of information they contain, and from there, the background
you'll need to start writing similar folios and reports of your
own.

Let's say you send for the group of reports on the many ways of
making money in various small businesses. Just as soon as you get
them, read them over carefully. Make sure you understand and
fully comprehend the information and instructions in each report
because any one of them-all of them-are very definitely
problem-solving reports that can aid you in your own quest for
success. Jot down a few notes relative to those you want to use,
and/or pertinent information you might want to incorporate into a
report of your own-one that you write yourself and not only set
the selling price on, but also who or how people sell it.

The next thing is to take this series of reports to some of the
print shops in your area and ask them for a bid on their costs to
print up an inventory supply for you. When you finally find a
shop that'll print them at a cost that's agreeable to you, have a
supply printed up. After they're printed, be sure to separate
your originals or masters from the supply you're going to be
selling. It's best to keep these master copies in a file cabinet
or someplace completely removed or separate from where you store
your inventory.

You're just about ready to start raking in the big money-but
first-you have to get the word out that you've got these reports
ready, and for sale to anyone that wants to buy a copy. We
suggest that you select one of the reports you fell will interest
the most people-Such a report might be "How to Get Big $$$....."

Make up a simple classified ad: FREE REPORT!
"How to Get Big $$ in Your Mailbox--Everyday! Send SASE to CASH,
Box 123, Anywhere USA 01020. Place this ad in as many of the
national coverage mail order publications as you can afford to
advertise in, and then hang on for a deluge of orders.

With each order, simply take a copy of this report and include it
with a copy of your advertising flyer listing all of your other
reports---with your name/address in place ours, of course-and
send it back to them in the self-addressed, stamped envelope that
they sent you. In most cases, you'll find that about half of
those people who have sent in for a copy of the free report, will
turn around and send you $15 for the complete set with
reproduction rights.

Simple-easy-and with a profit potential in the hundreds of
thousands of dollars because you'll find that every one of these
reports will sell for years and years to come!

As mentioned earlier, you should study the reports you buy and
from them, eventually write your own reports, making up your own
advertising circulars, and not only set your own selling price,
but control the number of people selling them. Writing and
selling simple "business success" reports is how most of the
"biggies" in mail order got their start-it's the bread and butter
of most mail order businesses-and the only right way to go if
you're trying to make it with a minimum investment.

 GET STARTED RIGHT AWAY:

Send for your FREE listing of the many "How To" reports that you
can purchase and reproduce for pennies and sell for dollars.
Infopreneur Box 96, Purdy, MO 65734-0096.