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Archive for March, 2009


AIDA: A 100-Year-Old Formula That You Can Use to Make More Money

Tuesday, March 31st, 2009

If you’re an entrepreneur, CEO, public speaker, author, or information marketer, you owe it to yourself, your business, and your lifestyle to take a closer look at the revenue-generating potential of teleseminars – even if you’ve never listened to one.

One of the most profitable teleseminars I’ve ever conducted took place on the evening of December 4, 2008. It was a “Preview Call” to help find buyers for my Teleseminar Secrets training series.

More than 255 prospective customers ended up making a $2,500 purchase. 

If you’re counting, that’s over $637,500.

How can you achieve results like these with your own teleseminars? (Or with practically any other form of promotional communication?)

One of the best sales-making techniques I’ve found is called the AIDA Formula. It’s been proven to work for over 100 years, and involves only four simple steps.

The four steps are simple to remember: First, you grab your prospect’s Attention (A) about your offer. Second, you elicit their Interest (I) about your offer. Third, you amplify their Desire (D) to purchase your offer. And fourth, you influence them to take Action(A) with their wallet.

Easy, right?

Unfortunately, many marketers don’t understand exactly how to implement this powerful technique.

I’ve observed dozens of veteran marketers make the mistake of moving too fast to the second half of the AIDA Formula – the Desire and Action part. And that often results in losing the sale (and the prospect) for life!

This mistake is easy to avoid. Here’s how…

Picture the AIDA process as an inverted triangle, like the one you see here:

As you can see, the inverted triangle has four sections. Each section (from the top down) becomes smaller, representing the percentage of prospects you’re likely to influence at that point in the AIDA process.

The section at the top (Attention) is the largest, because getting a prospect’s Attention is easier than eliciting his Interest to continue watching, listening, or reading more about your offer.

The second section (Interest) is larger than the third section (Desire), because it is easier to elicit a prospect’s Interest in your offer than to amplify his Desire to buy.

And the third section (Desire) is larger than the fourth and final section (Action), because it’s easier to amplify a Desire to buy than to influence Action.

A problem arises when the marketer makes the mistake of expecting one promotional communication - such as one e-mail message, one teleseminar, or one direct-mail letter – to do all the heavy lifting and capture the sale.

It IS possible to do that. A powerful sales letter, for instance, can grab a prospective customer’s attention and move him through the entire four parts of the triangle to take action. However, it can be easier to convert even your most skeptical prospects into buyers just by splitting the AIDA inverted triangle in two parts instead of four: Attention-Interest and Desire-Action.

Let’s use a teleseminar as our example. (But this technique works with practically any marketing medium.)

Teleseminars work wonders in grabbing Attention and eliciting Interest from prospects to learn more about your offer. But it takes a website to amplify their Desire and influence Action.

Remember the teleseminar I told you about earlier? I was able to get more than 255 people to make a $2,500 purchase. Yet, if you listen to the call, you’ll notice that its purpose was to simply grab Attention and elicit Interest from my listeners.

Where Desire and Action came in is when I referred the 1,600+ listeners to my website TeleseminarSecrets.com. It was at the website that most of the promotional heavy lifting was done. We included video testimonials, frequently asked questions, success stories, irresistible bonus gifts, and a solid money-back guarantee.

The people who visited my site after the teleseminar were already Interested in what I was offering. My site just amplified their Desire and got them to take Action – and become customers.

[Ed. Note: Alex Mandossian knows a thing or two about marketing. He has generated over $233 million in sales for his clients. And in the past three years, he increased his own revenues from $1.5 million to $5 million. You can get Alex's advice and practical marketing tips for info-publishers, small-business owners, and entrepreneurs for free at http://www.AlexMandossianToday.com

Interested in making between $50,000 and $5 million - starting this year? Find out how to do so right here.]

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The 100-Year-Old Formula That You Can Use to Make More Money

Tuesday, March 31st, 2009

Issue #2630

  • WEALTHY: Property prices may be lower, but… (Dan Prescher)
  • HEALTHY: Is organic food all it’s cracked up to be? (Kelley Herring)
  • WISE: Zig Ziglar on enthusiasm

ALSO IN THIS ISSUE:

  • How 4 letters can help close the sale (Alex Mandossian)
  • 4 things to delete from your resume (Jason Holland)
  • It’s Fun to Know… that bugs take medicine too
  • Add “genuflect” to your vocabulary

(more…)

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Where to Retire If You Can No Longer Afford to Live in the States

Tuesday, March 31st, 2009

“We can’t afford to live in the States anymore.”

We’d just finished dinner with a couple who’ve decided to buy a house in Merida, where my wife Suzan and I live, and move here permanently.

“Healthcare and insurance costs alone are killing us. Add property tax, and it’s too much… especially when you consider that the value of our house in the States is falling fast.”

Suzan and I have been hearing this a lot from Americans wondering where they can go to retire in style.

Real estate prices in the U.S. are becoming more attractive thanks to the huge dose of reality injected into the market by the mortgage bubble burst. But people still keep shopping in Mexico, Ecuador, Uruguay, Brazil… throughout Latin America. Throughout the world.

“It doesn’t make any difference that you can now get a great deal on a place in the States,” a friend recently said. “You still can’t afford to live in it. And you sure won’t make any money on it in the near future if you try to sell it.” Not a great option for a retiree on a fixed income.

Outside the States, we’ve seen real estate prices in almost every market appreciating 10, 20, 30, even 50 percent a year for the past decade. I expect that to stop. After all, crashing markets, rising unemployment, inflation… these things won’t be limited to the U.S.

It’s a big world, and most things in it are relative. Even if the global cost of living rises 50 percent in the next few years, there will still be places on the globe where the cost of living is 50 percent less than in the States.

And with no real help in sight for rising taxes and healthcare and insurance costs in the U.S. (does anyone really believe the insurance and medical lobbies will allow universal healthcare?), smart folks will think about where to retire, do the math, and move to where the money they’ve managed to keep for themselves will go the furthest.

And that, I believe, will help support property prices in the places they want to escape to… places like Mexico, Ecuador, Uruguay, and Brazil.

Not that Suzan and I plan to flip our place in Merida any time soon. We’re having way too much fun here… not the least of which is having dinner with new friends. But I don’t see the value of our property slipping 30 percent in a year, which is what we’ve seen in markets like Florida and California lately.

I expect the value of our properties abroad to stay steady, especially as the global economy gets worse. We live and have invested in places that make sense from a cost of living, climate, and convenience point of view. And as more and more people realize that they have options for where to retire (other than just sitting where they are and watching their money drain away), I expect we’ll have many more dinners with new friends shopping for a better life in Merida and other prime locations around the world.

[Ed. Note: Dan Prescher is the publisher of International Living. Discover how you can live better for less... travel farther and have more fun... and maybe make a lot of money when you expand your world beyond U.S. shores. Get free tips by subscribing to International Living's daily e-letter right here. ]

For more off-the-radar and off-Wall-Street ideas for where to stow your money, become a member of ETR’s Liberty Street League. Get the details here ]

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Bugs Take Medicine Too

Tuesday, March 31st, 2009

Until recently, the practice of self-medicating was thought to be restricted to humans and primates. Turns out that a type of caterpillar, the woolly bear, takes “drugs” too.

Researchers from the University of Arizona found that the caterpillars eat leaves from the senecio plant, which is full of alkaloids, in order to rid themselves of a stomach parasite. Left untreated, the parasite would feed on the internal organs of an infected caterpillar, slowly killing it.

(Source: Popular Science and National Geographic)

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When You’re Applying to a Company That’s Stuck in the “Resume Rut”

Tuesday, March 31st, 2009

The traditional resume is all about you, not what you can do for the company. That’s why we encourage Early to Risers to send out “sales letters” instead, highlighting how you can increase profits, improve customer service, etc.

But some companies are stuck in the “resume rut” and require job candidates to provide one. In that case, our recommendation is to use your “sales letter” as a cover letter – and make sure your enclosed resume is not cluttered with junk like this:

1. Your photo. It has become trendy to include a photo in a resume – but it’s unprofessional. The HR department isn’t casting you in a movie.

2. Descriptions of your “traits.” Nobody cares if you are “a team player” or a “hard worker.” That’s assumed. Use the limited space you have in a resume for experience and measurable accomplishments.

3. Your ability to use Word and other basic programs. That, too, is assumed. And, unless you are applying for the typing pool, nobody cares how fast you can type.

4. A third – or even second – page. If you’re fairly new to the workforce, one page is enough. (You can leave off your college job at the Burger Hut.) If you have considerable experience, two pages is okay.

(Source: U.S. News and World Report)

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Organics: More Than Meets the Eye

Tuesday, March 31st, 2009

The next time you’re at the grocery, pick up a conventionally grown apple and an organically grown apple. Smell them. While the organic apple will be more fragrant, there won’t be much difference in the way they look.

But what you can’t see can hurt you.

Pesticides – in “conventionally grown” fruits and veggies – are powerful endocrine disruptors. They affect your delicate hormonal system – which, in turn, affects everything from your weight and mood to your risk of cancer and infertility. And most Americans eat over a gallon of these health-harming chemicals each year.

Pesticides (and other endocrine disruptors) are measured in nanometers (nM). Professor Michael Mackay helps put the miniscule size of these compounds into perspective by using a Post-It note.

Hold a 3 x 3 inch Post-It note out in front of you – at arm’s length. Now imagine how small that Post-It would look if it were halfway around the world from the spot where you are standing. Pretty small, huh? That is 3 nM – the size of one molecule of a pesticide.

In times of economic uncertainty, it’s smart to jettison unnecessary expenditures. But paying a little more for healthy food is not an unnecessary expense. Choose only organic produce, wild fish, and organic pastured meats to stay healthy, strong, and mentally balanced – no matter what the economy does.
[Ed. Note: Extending your life and living out your years in tip-top health is really a matter of making simple lifestyle choices - like choosing organic, pesticide-free fruits and veggies. For more easy-to-implement expert advice on how to lose weight, stay healthy, and live a longer, fuller life, sign up for ETR's natural health e-newsletter.

One of the best ways to stay in peak condition is to eat good foods. Nutrition expert Kelley Herring has collected dozens of her healthiest and most delicious recipes in her e-book Guilt Free Desserts. Pick up your copy today. ]

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Lucullan

Monday, March 30th, 2009

“Lucullan” (loo-KUHL-un) – from the name of a Roman general famous for his banquets – means rich, magnificent and luxurious.

Example (as used by Jeanne Molli in The New York Times): “When literary groups meet in Paris, they also tend to eat, and during the November rite of book awards, luncheons may reach a Lucullan level.”

Copyright ETR, LLC, 2009

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A Possible Cure for Peanut Allergies

Monday, March 30th, 2009

Peanut allergy sufferers take heart! You could one day be free from scanning ingredient lists.

Doctors at the Duke University Medical Center and Arkansas Children’s Hospital have successfully tested a treatment for the allergy. But they caution that more testing is needed, and that no one should be tempted to try it at home.

Children with moderate peanut allergies were given microscopic doses of peanuts daily, and then were monitored for allergic symptoms. The doses were gradually increased over a two-year period. Eventually, some of the patients were able to eat 13 to 15 peanuts without having a negative reaction.

Widespread use of this treatment is not expected for several years. The doctors hope to broaden its scope to include other food allergies.

(Source: Reuters)

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Slice and Dice the Task to Sidestep Procrastination

Monday, March 30th, 2009

A major reason for procrastinating on important tasks is that they appear to be so formidable when you approach them.

One way to cut a big task down to size is with the “salami slice” technique. With this method, you lay out the task in detail, and then resolve to do just one piece of the job for the time being – like eating a roll of salami, one slice at a time.

Psychologically, you will find it easier to start on a single, small piece of a large project than to start on the whole job. And once you have completed that small piece, you will feel like doing just one more “slice.” Before you know it, the entire job will be done.

[Ed. Note: Time is valuable, and learning how to use it to your advantage is a vital skill that every top achiever should master. Learn how to zero in on the critical tasks, organize each day, get more done faster, and get the right things done with Brian Tracy's book, Eat That Frog. .

For dozens of strategies that can help you accomplish your dreams faster, sign up for ETR's Total Success Achievement Program. Success mentor Bob Cox will provide you with all the tools you need to succeed in 2009 and beyond.]


Attack of the Clones

By Kelley Herring

If the thought of eating cloned meat doesn’t appeal to you, make sure you’re buying only pasture-raised meats.

In January of this year, the USDA officially defined “naturally raised” livestock as being raised:

  • without growth promotants (including growth hormones)
  • without animal byproducts in feed
  • without antibiotics (except for parasite-reducing ionophores)While these three prohibitions are important, the USDA’s definition doesn’t address whether the animal came from cloned or genetically engineered stock, the environment in which it was raised (pastured or confined), or the type of feed it received (pesticide-free or pesticide-ridden grain).

Protect yourself by looking for “pasture-raised” and “grass-fed” and “organic.” Visit the EatWild website for a directory of companies you can trust (e.g., U.S. Wellness Meats).

[Ed. Note: Eating right goes a long way toward helping you stay healthy and live longer. Pick up a copy of nutrition expert Kelley Herring's collection of recipes for dozens of delicious and guilt-free desserts today. .

For more advice on which foods you should - and shouldn't - be eating to stay in top health, sign up for ETR's free natural health newsletter. ]

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Thank you for being a source of hope and inspiration

Monday, March 30th, 2009

“I want to thank you for Michael Masterson’s piece on dealing with rough times. It was uplifting. Thank you for being a source of hope and inspiration (and information) for your readers.”

Jim Young

Los Altos, CA

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Emotional Detachment and the Zen of Golf

Monday, March 30th, 2009

About a month ago, I played golf for the first time with Number Three Son (N3S). I was looking forward to a pleasant afternoon. I imagined fresh air, healthy sunshine, and that father-son banter that women who don’t understand men categorize as superficial.

The afternoon started off as hoped for. The sun was shining. The course was green. We prepared by eating hotdogs and lighting up cigars. But on the very first tee, things started going badly. At least for N3S.

N3S is a novice golfer. He’s played less than half a dozen games. He was focused on long drives and good chips and accurate putting. When he didn’t hit the ball well – which was most of the time – he was angry with himself.

Though he may not have been hitting the ball the way he wanted, he was hitting it. I was impressed and told him so. “You are doing a lot better than I was at your stage of the game.”

That didn’t mollify him. By the ninth hole, he was emotionally exhausted. He didn’t want to play anymore. “It’s no use,” he said morosely. “I stink.”

N3S’s frustration with his poor performance and his subsequent depression reminded me of myself until just a few years ago. It scared me to think that he might go through what I went through for 40 years. On the way home, I talked to him about one of the ways I’ve overcome my own tendency to get depressed. Today, I’m going to share that same strategy with you.

When you’re happy, you can move mountains. When you’re angry or depressed, your energy drops, your focus blurs, and your productivity lapses.

Depression can blunt your work skills. It can damage your reputation. It can separate you from your income and your possessions. It can affect your relationships with your spouse, your children and family – even lifelong friends. Depression will rob you of all the beautiful little moments that make life worth living – like a day on the golf course with Dad.

It steals your fun. It steals your time. It leaves you with nothing.

Last week, in my article “Defeating Depression Before It Defeats You,” I told you two stories about friends of mine who fell into deep depressions when they lost their jobs and their income.

Both of them had based their self-worth on their ability to make money – a mistake that many entrepreneurs make. And when, through no fault of their own, they suffered a serious financial setback, they felt like failures. I suggested that the way to avoid falling into that trap is to base your self-worth on things that really matter – on personal values that have nothing to do with your income.

There’s another common mistake that leads many to despair. The mistake that N3S was making during our golf game. I have to warn you that the solution to this one is a bit harder to understand and practice. But stick with me while I explain it. Because once you “get it,” you’ll have no trouble maintaining a positive outlook… even under the most difficult circumstances.

I am talking about developing the skill of emotional detachment. More specifically, developing the ability to set and pursue goals without caring whether you actually achieve them.

I learned how to do this only six or eight years ago, and have been practicing it in fits and starts. As each year passes, I get better at it. I feel happier and more in control of my life. Most important, I think it has helped me pass along some of my newfound happiness to others.

When most people hear the phrase emotional detachment, they think it means indifference or even heartlessness. Nothing could be further from the truth. Emotional detachment frees you from neurotic attachments and lets you focus your energies on other people, other things, and the here and now.

The best example I can give you is the natural love that a mother has for her child. When the child is happy, the mother is happy. When the child is unhappy, the mother instinctively wants to find the cause of the unhappiness and end it, if she can.

When the mother discovers that the child is unhappy because of some physical discomfort, she tries to relieve it. When the cause is an emotional conflict, she does her best to teach the child how to handle it. The mother’s goal is always to prepare the child to become independent. She works consistently to gradually free the child from his natural dependence on her so that he can go out into the world and live a happy and productive life.

When an 11-year-old tells his mother that he “hates” her because she’s imposed some restriction on him, the (mentally healthy) mother does not feel hurt, even though a hurtful thing has been said. She loves the child and doesn’t take his statement to heart. She remains calm. She reminds him that she loves him. And she explains that the restriction will not be removed simply because he “hates” it or her.

In other words, she is emotionally detached from the child’s expressions of anger.

If you are a parent, you understand what I mean. Most parents, most of the time, practice this sort of emotional detachment with their children. But there are some who can’t do it, because they are emotionally attached to their children’s approval of them. These are the parents who want to be “best friends” with their children. They break their own rules the moment their children object to them. Sometimes they go so far as to tolerate risky behavior.

The skill of emotional detachment can be applied to all relationships. It can work with your boss and colleagues at work. It can work with your spouse or parents at home. Detachment can also be applied to almost any challenge or problem. And the result will always be greater calmness and clarity.

This gets us back to my story about N3S…

When I started golfing, I approached the game very much the way my son approached it. That is, I was concerned about the outcome of my shots. When hitting the ball off the tee, I cared about how far it would go. When I putted, I cared about how close the ball would get to the hole.

This made the game very frustrating. Being a beginner, the outcome of most of my shots was disappointing.

But it didn’t take me long to realize that I was my own worst enemy. By allowing myself to be disappointed four shots out of five, I was setting myself up for failure. (How can you learn to play golf well if you are swearing when you are swinging the club?) The trick, I soon figured out, was to detach myself emotionally from the intended outcome (where the ball goes) and focus instead on the experience of the swing.

My goal, when I play golf these days, is to have a good swing. I don’t care where the ball goes. All I care about is whether I achieve my intention of swinging the club properly.

This has made a remarkable difference in my game. In several short months, I have brought down my handicap by about 30 strokes. Before, I was shooting about 130 and hating the game. Now, I am hovering at 100 and liking it, even when the ball lands in a sand trap or rolls over the green.

Anything we do in life – any goal we set, any relationship we engage in – can be done better and more happily by applying emotional detachment.

Let me give you a few more examples.

Emotional Attachment: You want to go on a picnic Saturday afternoon. It rains. You are disappointed.

Emotional Detachment. You intend to have a picnic on Saturday. But, knowing you can never predict the weather, you consciously detach yourself from the hope that the sun will shine. You create Plan B – going to the movies instead. So when it rains, you move happily from Plan A to Plan B without getting upset or upsetting those with you. You are the Zen Master of your Saturday afternoon. You help others feel better by your good example. And that, in turn, increases your happiness.

Emotional Attachment. You want to get a raise. You don’t get one. You are disappointed.

Emotional Detachment. You intend to get a raise. But, knowing you can’t control the outcome of your next performance review, you come up with a Plan B that involves starting your own side business. You make a good presentation at the review, but your boss doesn’t give you the raise. You aren’t disappointed. In fact, you are excited… because now you can initiate Plan B.

Emotional Attachment: You want to marry your college sweetheart. You propose to her. She refuses you. You are crushed.

Emotional Detachment. You intend to marry your college sweetheart. But, recognizing that you cannot control her feelings, you detach yourself from that outcome and settle on Plan B, which is to enjoy the relationship for some months longer while you begin to look for a new one. You propose to her and are turned down. You aren’t sad. You don’t pout. You put Plan B into action. She notices your detachment and likes you better for it. Now it is up to you to continue the relationship or move on.

As I said earlier, the skill of emotional detachment is hard to understood and practice. But if you can master it, you will enjoy a life of unlimited wealth, health, and happiness.

Before N3S and I went golfing for the second time, I had him take a lesson with Larry, the pro I learned from. (Larry understands the Zen of golf. He, like Ben Hogan, understands that the true purpose of golf is not to achieve a specific score but to experience the serenity and pleasure that come with developing a consistently good swing.)

When we hit the golf course this time, I reminded N3S to focus his mind not on where the ball goes but on executing his swing. We played all 18 holes in perfect harmony. And though we didn’t care about our scores, they were better than they had been the time before.

[Ed. Note: One of the best ways to feel better about yourself, to feel as though you have purpose in your life, is to pursue something you're passionate about. And there's no better way to pursue your passion than to start a business related to it. Get a step-by-step guide to starting and growing an Internet business right here.

Get more of Michael's surefire strategies for getting ahead in business in True Path to Profits: A Master Entrepreneur's Guide to Business Success. Find out more (including how you can get a bonus subscription to Michael's VIP newsletter, Ready Fire Aim) here. ]

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Emotional Detachment and the Zen of Golf

Monday, March 30th, 2009

Issue #2629

  • WEALTHY: Are you afraid to advertise your business? (Jason Holland)
  • HEALTHY: Dolly for dinner? (Kelley Herring)
  • WISE: Sam Snead on being a consistently effective golfer

ALSO IN THIS ISSUE:

  • Take control of your happiness with my “ED” technique (Michael Masterson)
  • Cutting a big task into bite-sized chunks (Brian Tracy)
  • It’s Good to Know… about a possible cure for peanut allergies
  • Add “Lucullan” to your vocabulary

(more…)

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Halfway Marketing

Monday, March 30th, 2009

It was possibly the worst sales pitch I’d ever heard – a National Public Radio commercial for a touring company coming to South Florida.

“If you see one Broadway show this year… you might want to see Les Miserables.”

It’s like saying, “Hey, the show is so-so. You might want to go to a movie instead.”

Are you engaging in this sort of halfway marketing with your business? Are you hesitant to make strong claims and scared to “sell” – sending out lukewarm sales messages instead?

You shouldn’t be. If you’re in business, you believe in the quality and value of your products. You think they will help people. Make sure they do – and be proud to sell them. Tell your prospects that your products are the best ones out there. Enthusiastically urge them to buy.

Review your marketing efforts. Get rid of half-measures. Adopt this model and your sales will skyrocket.

[Ed. Note: For more straightforward business-building and marketing advice, check out Michael Masterson's Wall Street Journal bestseller, Ready, Fire, Aim: Zero to $100 Million in No Time Flat. It's full of wisdom, techniques, and insider "secrets" that Michael has learned in his 40-year career. Get your copy today. ]

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Does Investing Your Time Guarantee Success?

Saturday, March 28th, 2009

Issue #2628

  • WEALTHY: Why you shouldn’t be looking for your dream job (Jason Holland)
  • HEALTHY: The link between the recession and your eating habits (Craig Ballantyne)
  • WISE: Mia Hamm on success

ALSO IN THIS ISSUE:

  • The one thing ETR can’t guarantee (Bob Cox)
  • A tricky word that’s easy to sidestep (Don Hauptman)
  • It’s Fun to Know… about entrepreneurship in a pill
  • Add “frowsy” to your vocabulary

(more…)

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Don’t Let the Recession Make You Overweight

Saturday, March 28th, 2009

I’m no economics genius, so I can’t help solve the recession. But I do know that times of stress cause some folks to eat more than they need – and that means weight gain for many.

Japanese scientists studied 122 workers between the ages of 21 and 60. They found that work stress (in the form of tension, anxiety, and depression) was associated with an increase in what they called “eating to satiety” (meaning eating until they were completely full). Unfortunately, eating to satiety was also associated with weight gain.

The researchers concluded that work stress can negatively impact your eating patterns, causing you to gain weight. And in today’s stressful world, that is not good news.

So here’s what you need to do. If stress is making you eat more, make sure you keep high-calorie, energy-dense processed carbohydrates (chips, cookies, baked goods, etc.) out of your house and office. Load up on whole, natural foods – fruits, vegetables, and raw nuts. (Yes, nuts!) These foods will fill you up before you can eat too many calories, and you’ll limit your risk of gaining weight, even if you eat to satiety due to stress.

[Ed. Note: Extending your life and living out your years in tip-top health is really a matter of making simple lifestyle choices - like limiting your stress and adding whole, natural foods to your diet. For more easy-to-implement ideas about how to live longer and feel better, click here. ]

In addition to eating better, you can stay fit and burn fat by following fitness expert Craig Ballantyne’s Turbulence Training exercise program.]

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Entrepreneurship in a Pill

Saturday, March 28th, 2009

Instead of building a profitable business the ETR way – by learning through experience, practice, and with the help and advice of others who have “been there, done that” – Cambridge University researchers would like to think you will one day be able to do it by taking a pill.

The esteemed scientists are exploring the possibility of creating a drug that would replicate the brain chemistry of successful entrepreneurs. According to Barbara Sahakian, Ph.D., leader of the research team, such a drug has the potential to enhance risk tolerance (necessary for decision making) and cognitive flexibility (necessary for problem solving).

Right. That’ll do it.

(Source: CNN)

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Frowsy

Saturday, March 28th, 2009

“Frowsy” or “Frowzy” (FROW-zee) – possibly related to the Old English for “smelly” – means dirty and untidy or musty.

Example (as used by Charles Dickens in Oliver Twist): “The cold wet shelterless midnight streets of London; the foul and frowsy dens, where vice is closely packed and lacks the room to turn; the haunts of hunger and disease; the shabby rags that scarcely hold together; where are the attractions of these things?”

Copyright ETR, LLC, 2009

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Does Investing Your Time Guarantee Success?

Saturday, March 28th, 2009

Last week, my wife Karin and I received an e-mail inquiry about one of the goal-setting programs we offer through Early to Rise. The gentlemen indicated that he was at a point where he was looking for a real change, not a temporary fix. He was interested in the program, yet skeptical. He wanted more than a money-back guarantee. He said that he would follow the material to the letter, but was hesitant to invest his time unless we could guarantee that his time wouldn’t be wasted – that the program would work specifically for him.

Karin and I talked about how best to reply. Of course, we stand behind our programs. But, as with any product, a blanket guarantee of results is impossible. Yes, we can return his money if he’s not satisfied. (ETR has an exceptional money-back guarantee.) But no, we can’t return his time.

Our decision was to politely thank the gentleman for his interest.

Taking Action: the Most Important Key to Success

A good program will provide you with the raw materials for achieving your goal – but no one can guarantee that you will actually achieve it.

For instance, an Internet business-building program will give you instructions for setting up a website, starting an e-mail newsletter, and writing sales copy. But the best Internet business-building program in the world won’t help you build a million-dollar business unless you put what you learn to work in the real world. You’ve got to follow those steps for setting up a website and set up a website. You’ve got to use that copywriting information to write sales copy.

When I started off in insurance sales, I had to invest a lot of time in studying to pass the licensing test. Did having an insurance license automatically guarantee that I would make sales? Of course not. I became a successful insurance salesman because I took action. I marketed myself. I mastered dozens of sales techniques. I learned my product inside and out.

Taking action may be the most important component of success – but it’s not the only one. There are three more:

Know What You Want

It is interesting to me that many people spend precious time thinking and talking about what they don’t want. Like that fellow who said he didn’t want to waste his time on our goal-setting program if we couldn’t guarantee it would work for him. Or the people who say they don’t want to be broke… or don’t want to be overweight… or don’t want to lose their jobs… or don’t want more stress.

What they should be doing is turning those negative thoughts around and taking a positive approach: By telling yourself what you want to do (I want to be fit and trim… I want to create additional income… I want to feel relaxed), not what you don’t want to do, you will inspire yourself to take action to achieve the goal.

It starts with forming a specific and detailed plan. This is where visualization is helpful.

If you want to be fit and trim, visualize a new post-weight-loss achievement outfit you are going to buy… or that favorite pair of jeans you want to get back into. In addition, visualize the favorable responses you will get from people when you reach your ideal weight and fitness goal.

If you want to increase your income, visualize how you will feel when you see your bank account balance increase… and what you will do for your family with that money. Would you buy a bigger house? If so, picture exactly where you’ll live – the neighborhood, the size and color of the house, etc. A new car? Picture the exact car you’ll buy.

Measure Your Results Along the Way Keeping track of how you are doing with your goal-setting plan helps you determine the effectiveness of your actions.

You may find that you no longer want to pursue a goal you assigned yourself. Or perhaps you want to modify that goal. Maybe you want to keep the goal but you’ve discovered a more convenient and efficient way to get to the “finish line.” Let’s say you set a physical fitness and weight-loss goal. And the plan you came up with to achieve that goal was to go to the gym three nights a week. You’ve been doing that for two months, and you’re happy with the results. But now you think there’s a good chance you can stay on track by working out at home.

Okay.

Only YOU can determine the most effective way to use your time. But you won’t be able to do that if YOU don’t measure and monitor your progress along the way. Make Constant Improvements The Japanese principle known as “kaizen” (which means continuous improvement) can be applied to all aspects of life. But it is perhaps best known for the way it’s been applied to business.

Some scholars think kaizen is what enabled Japan to go from defeat in World War II to being one of the world’s strongest economies. What the Japanese did was commit to continuously improving their manufacturing industries to be more efficient, cost-effective, and productive. The idea was that everything could always be done better.

This is exactly what we here at ETR want for you! We want you to believe that you can always find new and better ways to achieve your goals. If an action is working and bringing the desired results – do it more often. If an action is not working or throwing you off track – do it less often. (Or eliminate it altogether.)

The beauty of goal setting is that it is all about YOU and what you want to achieve. You choose… you act… you monitor your actions… you celebrate and continue refining your actions.

Each one of us is very different, yet we are all alike in that we are success-seekers on a life journey that is just that – a journey to success. You want guarantees? I can guarantee that you won’t have success unless you are proactive in using the four simple success components I outlined for you today.

[Ed. Note: You can turn your dreams into reality just by implementing a few simple techniques. Success mentor Bob Cox has dozens of powerful strategies that can help you reach new heights in your business and personal life. In fact, these very same techniques helped four "ordinary Joes" become BILLIONAIRES. Discover how to get Bob's proven advice right here. ]

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Don’t Dream of the Future – Make It

Saturday, March 28th, 2009

Biding your time until your “dream” job falls in your lap is a recipe for disappointment. But by using Michael Masterson’s principle of chicken entrepreneurship, you can create your own dream job and secure your financial future at the same time.

Simply start a side business based on something you’re passionate about.

Have you kept tropical fish most of your life? If so, you’re an expert in fish care and aquariums. And it’s possible that people will pay for your advice. Have you always had a “flair” for cooking? Gardening? You could create and sell an e-book, start an e-mail newsletter, create an instructional video, etc. Useful, expert information can be sold in almost any form imaginable.

Granted, not every passion can be turned into a saleable information product. You have to test the waters before you go too far.

Start by checking to see if you have any competitors. Do a Google search. Check Amazon and eBay. If nobody else is selling a similar product to your intended market, that’s not a good thing. It probably means there are no customers for it.

If your initial research looks promising, test your idea online. The easiest way is to set up a Google AdWords campaign. If a lot of people click on your ads (which should link to a landing page that makes the actual sale), you know you’ve got something worth pursuing.

Don’t put in a lot of time or money creating a product. If you get a lot of orders, rushing to fulfill them will be a good problem to have.

[Ed. Note: Your dream "job" could be around the corner... At Early to Rise's Profits in Paradise conference this week, you could learn dozens of ways to break out of the rat race and build a lifetime of wealth from our cast of experts in real estate, investing, self-development, and Internet marketing. Find out how Profits in Paradise could change your life today.]

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Present Perfect

Saturday, March 28th, 2009

Here are three sentences, drawn from an Internet search:

  • “Legalizers suggest that heroin should be used much in the same way as is morphine presently… .”
  • “[I] am from India, presently residing in the United States.”
  • “Where are you presently in your career?”

The above uses of presently are incorrect – or at least dicey enough to warrant rephrasing the sentences. The word is used correctly in this sentence: “Bill is almost finished with the Thompson audit and he will presently begin work on the Witherspoon report.”

Hundreds of years ago, presently meant “now.” But it subsequently came to mean “soon,” “later,” “in a while.” Today, once again, people frequently use it in the “now” sense. But the “later” meaning is regarded as standard.

It’s easy to imagine how this ambiguity might result in confusion. Understanding whether something is happening now or will occur later could be important. So it’s best to avoid the word entirely and substitute now, currently, or at present. These alternatives are simpler and clearer. In communication, that’s always a good thing.

Can you recall when and where you first encountered certain words?

As a kid in the 1950s and early ’60s, I was a fan of superhero comic books. A convention of the genre was to caption the top of a panel “Presently…” I was puzzled by it at first, but quickly realized that the action in the captioned panel was happening at a later time, not simultaneously with the previous sequence. That’s how I learned the word and its proper meaning.

[Ed Note: For more than three decades, Don Hauptman was an award-winning independent direct-response copywriter and creative consultant. He is author of The Versatile Freelancer, an e-book recently published by AWAI that shows writers and other creative professionals how to diversify their careers into speaking, consulting, training, and critiquing.]

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The Free Google Keyword Tool

Friday, March 27th, 2009

Issue #2627

  • WEALTHY: Get more traffic – for free! (Andrew Palmer)  
  • HEALTHY: Nonstick makes you sick (Kelley Herring)
  • WISE: Paul Hagen on the potential of search engine marketing

ALSO IN THIS ISSUE:

  • The hardest skill in sales (Brian Tracy)
  • Kurt Vonnegut’s guide to copywriting (John Forde)
  • It’s Good to Know… about self-healing high-tech devices
  • Add "toady" to your vocabulary

(more…)

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Overcome Customers’ Price Objections With the “Starbucks Break Down” Technique

Thursday, March 26th, 2009

Let’s say you’re a roofing salesman and you get a call from a homeowner who’s concerned about a leak in her ceiling. You do an inspection and realize that what she needs is a $500 repair. But $500 is a lot of money. So, to convince her to do it, you might use a persuasion technique called “perceptual contrasts.” You’ve probably read about it in ETR.

Briefly, here’s how it works: You explain to the homeowner that the roof is very old and that replacing it would be the ideal solution. Unfortunately, that costs $10,000. But, you explain, there is another viable option that costs a lot less. The roof can be repaired for only $500. In contrast to the cost of replacing the roof, she now perceives a $500 repair to be a bargain and signs on the dotted line.

Today, I want to tell you about another very effective persuasion technique that’s based on altering a person’s perception. With this technique, you break down a large expense or job into smaller, more manageable units.

For example, I’m sure you’ve seen commercials asking you to sponsor starving children in poverty-stricken parts of the world. The cost to sponsor one child is about $30 a month. But it’s hard to get people to commit to donating that much money. So they point out that $30 a month is less than the cost of buying one cup of coffee a day.

That immediately changes your perception, doesn’t it? Less than a cup of coffee a day? Surely, you can afford that!

This technique is widely used by many salespeople. And the “less than a cup of coffee a day” example is so common that I’ve dubbed it the “Starbucks Break Down.”  

Many years ago, I sold a product that was allegedly the “Cadillac” of vacuum cleaners. It was good – but boy was it expensive! At the time, it sold for about $800. Today, I imagine it might go for $1,500.

When I’d demonstrate the machine, showing my prospective customer all the dirt her old vacuum wasn’t picking up, she’d usually be very interested in the possibility of buying one. Until, that is, she saw the price tag.

Then I’d introduce her to the company’s financing plan, which broke down the cost of the vacuum into a series of $30 monthly payments… less than a dollar a day. No, I didn’t use the cup of coffee example. But when I pointed out that, for less than $1 a day, she and her children would be living and sleeping in a much cleaner, healthier environment, the $800 price was no longer a problem.

Say you want to persuade your spouse to lose 20 pounds. Make it sound a lot more doable by telling him that if he can reduce his caloric intake by a mere 500 calories a day – by replacing his usual candy bar and can of soda with a piece of fruit and a bottle of sparkling water – he can easily lose a pound a week.

Or say you want to persuade your teenager to get a part-time job. If you tell him to get off the couch and start earning some money, he’ll roll his eyes. But if you tell him that all he has to do is wash two cars a week at $10 a pop and, in less than six months, he’ll have enough money for that brand-new ten-speed bike he wants… the idea of working on the weekend suddenly seems appealing.

Here are the basic steps to using the Starbucks Break Down technique:

  • First, work out the numbers. Break down the cost/size of the item/task you’re going to present to your target into smaller units that will be perceived as easier to handle.

If Amy writes five pages a day of the 100-page e-book the company needs by the end of the month, it will be done ahead of schedule.

  • Come up with an attractive comparison – a way to make your target realize how easy it will be to find the time/money to do what you want her to do.

Compare the time it will take for Amy to write five pages of the e-book to the time she can save by delegating her least-favorite daily job.

  • Make your presentation in positive terms, emphasizing how your target will benefit from it.

If you tell Amy that she has to write a 100-page e-book in four weeks, it will sound like a daunting task. And once a person has a negative attitude toward whatever it is you want to persuade them to do, it’s going to be hard to turn them around.

So start by telling Amy that you’ve got a great opportunity for her – one that will help her make a huge contribution to the company’s bottom line, get the boss’s attention, and move up in line for a raise. Tell her about the e-book. Tell her that all she has to do is free up a little time by delegating those follow-up phone calls she hates to make… write five pages a day… and it will be done ahead of schedule.

Then watch her eagerly run to her computer to get started!

[Ed. Note: You could be on your way to making between $50,000 and $5 million with your own Internet business. ETR's "confidential playbook" for Internet Riches could help you secure a lifetime free of financial worries. Learn more here.

Paul Lawrence, a successful entrepreneur and author, publishes the "How to Become a Master of Persuasion" program. Get more information right here.]

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Edible Cancer Sticks

Thursday, March 26th, 2009

You are not going to like this, but I refer to French fries as “edible cancer sticks.” Here’s why…

Polish researchers studied the effect of potato chip consumption on otherwise healthy volunteers. Potato chips and French fries are close cousins. Both contain relatively high concentrations of acrylamide, a potentially carcinogenic compound found in starchy foods that have been cooked at a high temperature.

Fourteen subjects consumed 160 grams of chips daily. That’s about 3/4 of a large bag, containing 157 mg of acrylamide. At the end of four weeks, they all had increased levels of oxidized LDL and C-reactive protein (a measure of inflammation). They also had a significant increase in free radicals and a massive immune system response. It was as if their bodies were being attacked.

The researchers did a follow-up on the subjects four weeks after they stopped eating the edible cancer sticks. Their systems were starting to come back to normal, but hadn’t yet fully recovered.

Nasty stuff.

If you eat fries or chips every day, even if you are eating just a small amount, you are killing yourself slowly. As the Polish study shows, not only are you consuming a potentially carcinogenic substance, you are increasing your risk of heart disease. Now that’s a two-for-one special you should pass on.

[Ed. Note: Extending your life and living out your years in tip-top health is really a matter of making simple lifestyle choices - like choosing salad or fruit instead of chips or fries. For more easy-to-implement ideas about how to live longer and feel better, click here.

In addition to eating better, you can stay fit and burn fat by following fitness expert Craig Ballantyne's Turbulence Training exercise program.]

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I’m not looking for a free lunch.

Thursday, March 26th, 2009

“I feel that there is money to be made via the Internet, however I do not have a clue! I haven’t got a product at this time – only a desire and a willingness to do the necessary work.

“One thing that seems very interesting is the ETR Affiliate Program. I am a U.S. citizen living in South America. But with technology being what it is, it makes no difference where you live. My interest is in starting as quickly as possible.

“I realize that there is no free lunch, and I am not looking for a free lunch. I am looking for something I can do and then I will buy my own lunch. Since I do not have a product or clue, I am asking for some help/guidance.”

Kevin Quillian

Albuquerque, NM 

Hi Kevin,

As you know from reading ETR, our affiliate program is brand-new. So far, we can only accept affiliates living in the U.S. But this is temporary. In the near future, we will be able to work with affiliates all over the world. As soon as the technology and legalities are in place, we will inform you and our other international subscribers who are interested in becoming ETR affiliates.

Every person who signed up for the affiliate marketing program and was declined because they’re outside of the U.S. has been added to an international contact list. We will be following up with all of them.

So go ahead and sign up, Kevin. We’ll let you know as soon as the international branch of the program opens up.

- George Dahir

ETR Affiliate Marketing Manager

[Ed. Note: To sign up for the Early to Rise Affiliate Program, please click here.

Have a question for an ETR expert? Send it to AskETR@ETRFeedback.com.]

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Hotel Insider Reveals How to Snag the Best Deals

Thursday, March 26th, 2009

Over the past 14 years, Wendy G. has worked her way up from hotel front desks to operations and beyond. She’s trained hotel reservationists to negotiate prices… and she knows better than anyone how to work the system.

Here are her five tips for getting a great deal on hotels with three or more stars:

1. Book directly with the hotel.

Call the front desk and ask to speak with the “on-site reservationist.” Avoid the reservations 800 number, which will usually connect you to an outside company that isn’t open to negotiation and can’t access the best deals.

2. Appeal to the “human factor” for negotiating power.

Once you get an on-site reservationist on the phone, let her know why you’re excited about going to that particular hotel. Going on your honeymoon? Let your excitement show.

3. Be nice.

“If you’re nice,” Wendy told me, “you’re much more likely to get what you want. If you’re unkind, you’ll pay full price for the room by the elevator.”

4. Try someone else.

If you still don’t get the deal you’re looking for, call back a few hours later to see if you can catch someone on the next shift.

5. Ask for a nicer room.

If you’re already getting a discount, you’ll be less likely to get upgraded to a nicer room for free. But if you’re paying full rate, make sure you ask if a room upgrade is available.

[Ed. Note: Keep up to date on the latest travel tools, tricks, and tips by signing up for The Right Way to Travel FREE e-letter, brought to you by AWAI's Travel Division. Sign up here.]

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The “Starbucks Break Down” Technique

Thursday, March 26th, 2009

Issue #2626

  • WEALTHY: The global reach of ETR’s affiliate program… coming soon (George Dahir)
  • HEALTHY: French fry lovers, beware! (Craig Ballantyne)
  • WISE: Thomas Carlyle on persuasion

ALSO IN THIS ISSUE:

  • Lower your hotel bill every time you travel (Bonnie Caton)
  • It’s Fun to Know… about the super-quick recharging battery
  • Add “pandiculation” to your vocabulary

(more…)

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The Worst Strategy for Selling Your Services

Wednesday, March 25th, 2009

Issue #2625

  • WEALTHY: Is this medieval moneymaker the best way to prosper? (Jason Holland)
  • HEALTHY: For women only: Get men to drool (Jon Benson)
  • WISE: A proverb to apply to your self-marketing efforts

ALSO IN THIS ISSUE:

  • How to insult a potential customer (Bob Bly)
  • An extreme technique for developing laser focus (Rich Schefren)
  • It’s Good to Know… about online life after death
  • Add “parry” to your vocabulary

(more…)

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A Surge in Online Coupons

Tuesday, March 24th, 2009

Though online coupons make up only 1 percent of the 2.6 billion coupons offered each year in the United States, cost-conscious shoppers are using them more than ever before. The trend is making retailers happy, because the coupons are bringing people into stores in record numbers.

Thirteen percent of available online coupons were redeemed in 2008, compared to only 1 percent of their print cousins. And use of online coupons grew by 140 percent over 2007.

(Source: eMarketer)

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Burn Fat With Spices

Tuesday, March 24th, 2009

Not only can spices save an otherwise boring (but healthy) meal… turns out they can help you burn body fat through the process of thermogenesis. Thermogenesis is simply heat. And since a calorie is a unit of heat, guess what? More thermogenesis = more calories burned.

A recent issue of The Journal of Physiology and Behavior cited numerous studies on several spices that increase thermogenesis, including these findings:

1. Capsaicin, the compound that gives red chili pepper its heat, increases energy via heat expenditure by up to 23 percent after being ingested at breakfast.

2. Black pepper increases body heat (thermogenesis) by bonding to TRPV1 receptors in the brain.

3. Turmeric has both anti-cancer and pro-thermogenic support.

Combine these three spices – red chili pepper, black pepper, and turmeric – and use them liberally (as much as your taste buds can handle). Just be careful not to overdo – or you’ll end up with more heartburn than fat burn.

[Ed. Note: Start eating better today with help from ETR's natural health newsletter. You'll find dozens of healthy eating strategies plus delicious recipes for meals that can help you feel better and live longer. And that's not all... (read on here)

If you want to build more muscle in less time while you burn body fat, pick up nutrition and fitness counselor Jon Benson's book, 7 Minute Muscle. It's a complete system for dropping fat and building muscle that's guaranteed to work for you. Try it for 60 days and prove it to yourself.]

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A Marketing Self-Assessment Tool

Tuesday, March 24th, 2009

One nice thing about a business website is how easy it is to change.

So when I change – when I grow as a person, lose some fears, embrace new beliefs, etc. – I want to make sure that the website where I sell my services represents my current reality. Not just the details, but the heart of my business. I don’t want to broadcast an outdated message and attract clients who won’t be in sync with me.

Here are some questions you should ask yourself when you change and want your site to reflect that change:

• Is the information on my site still technically accurate?

• Is it missing anything?

• By making this change, am I focusing more on my own needs instead of the needs of my prospects and clients?

• Am I speaking with confidence? Do I deeply believe my own claims?

• Am I teaching a technique that, when applied, supports or raises the standards of my client’s industry?

• Does this Web page sound like me today? If I were writing it now, for the first time, what would be different?

This process has nothing to do with split-testing or a scientific march to higher conversions rates. It’s not a technical fix for a poorly performing site. Instead, it’s an acknowledgment of your personal discovery that your business is a projection of your self.

I’m sure I’m missing some pretty important questions. But I trust that the ones I’ve listed above will move you and your website in the right direction.

[Ed. Note: Howie Jacobson is an expert Internet marketing consultant specializing in Google AdWords and pay-per-click marketing campaigns. In fact, he literally wrote the book on the subject: AdWords for Dummies.

Keeping your website updated is just one small part of running an online business. Find out how to plan marketing campaigns, create products, build your e-mail list, and more with ETR's Internet Money Club Independent Learner Edition.]

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