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Message #1775
Friday, July 7, 2006

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WEALTHY:
How Sonny did it (Larry Fredericks)

HEALTHY:
Pressure at the doctor's office

WISE:
Anaxagoras on appearances

ALSO
IN THIS ISSUE:

A
plea for gentility (Michael
Masterson)

The
power of a single question (Ilise Benun)

Add "clochard" to
your vocabulary

*
Highly Recommended *

Turn
Your Mind into a Cash-Generating Idea Machine

Imagine
sitting in a meeting…a seemingly unsolvable problem is
before the group.

Everyone
is silent and stuck for ideas. But you come up with the thought
that saves the day!

Everyone
wonders why they didn't think of it. But only you know the
answer to that question. It's because they didn't know HOW
to look at the problem.

Ideas,
not money, are the true currency of business and personal
success.

Now
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solutions to call on any time you need one.

-
Charlie Byrne

The "No-Money-Out-of-Your-Pocket" Condo-Conversion
Deal

By
Larry Fredericks

In Message
#1744, I told you that Sonny Fredericks
used a form of the Theoretical
Identity Assumption technique to persuade
a motel owner to let him convert the motel to condominiums
… and share in the profits.

In
response to that article, one reader wrote:

"I
must be missing something. I get that Sonny convinced the
motel owner to agree to the deal, but I don't understand
how Sonny converted the motel into condos without investing
any of his own money. "

I
didn't go into the nuts and bolts of Sonny's venture, because
the article's focus was on the technique that persuaded the
motel owner to close the deal. But if you're interested,
here's how you can duplicate the five steps Sonny took:

1. Identify
a multi-unit motel or apartment that is in distress (not
being managed profitably), but is potentially desirable
as individual condominiums (perhaps because the building
is near downtown or the beach).

2. Research
the latest sales prices of comparable condominiums and
calculate the potential gross profit if all the units in
your target building were sold at a similar price.

3. If
the conversion promises big profits, create a basic business
plan designating all the expenses involved, how much you'd
charge per unit, how much your cut would be, and your marketing
strategy. The purpose of this plan is to convince the owner
that if the conversion is made to his property, he stands
to make more money than he could otherwise hope for. You'll
need a more detailed plan once a deal is made.

4. Contact
and meet with interested owners. Use your persuasion
skills to close a deal giving you exclusive
marketing rights and permission to secure financing (to
make the conversion) against the equity in the property.
Emphasize that the owner won't relinquish his ownership
until the conversion is made. And assure him that the profit
potential is worth the risk of this small amount of capital.

5. Once
a deal is made with the owner, hire an experienced lawyer
to handle the legal requirements. Complete a model unit
or two in the building, find a lender who will be your "in
house" financing source for buyers, and implement
your marketing plan.

If
your business plan was accurate, there should be ample profit
for both you and the owner once the units are sold. He will
get a way-above-market price for his property, and you can
pocket a very substantial chunk of cash.

[Ed.
Note: Larry Fredericks is an entrepreneur with a history
of successful business dealings in retail, direct mail, the
Internet, and real estate. He is also the creator of the
recently released "Master
the Art of Persuasion" program.]

"Appearances
are a glimpse of the unseen."

-
Anaxagoras

Notes
From Asia: The Secret Power of the Japanese

By
Michael Masterson

In Message
#1763, I wrote about the great service we
received during our stay in China. I didn't honestly
think it could get any better – but the way we have been
treated at the Four Seasons (Marunouchi) in Tokyo has
topped it. Let me give you a few examples of what you
can expect should you decide to stay there one day:

From
the moment you arrive at your hotel till you leave, everyone
addresses you by your name, bows, and smiles at you.

You
never have to wait more than 10 or 15 seconds for someone
to take care of you. Whether it's the reception counter,
the concierge desk, the restaurant, or the valet stand,
there is always an abundance of perfectly dressed, smiling,
English-speaking young people there to help you.

You
can ask anybody for just about anything at the hotel
and it will be done. As you are getting into a taxi,
ask a doorman to have the NBA finals taped and delivered
to your room. "No problem, sir," he'll reply.
And the neatly wrapped tape will be sitting on your bed
when you get back three hours later.

If,
in a casual conversation with the receptionist, you mention
that you are allergic to peanuts … at every meal thereafter,
the waiters and waitresses in the hotel restaurant will
assure you that there are no peanuts in the wonderful
thing they've prepared for you.

Regardless
of your request, you never get "no" for an
answer. Some things may turn out to be impossible, but
the staff will not fail to deliver for lack of trying.

If
you happen to break the tip of your pencil and leave
it on the desk in your hotel room, you can be sure it
will be sharpened when you get back.

And
it's not just at the hotel.

Before
allowing passengers to board a train, uniformed cleaners
rush through to vacuum carpets, wipe down seats, sanitize
bathrooms, and rearrange the magazines on the backs of
the comfortable reclining chairs. And when the train
is ready, passengers don't rush forward en masse, but
form a courteous line, allowing elderly people and mothers
with children to board first.

In
the shops and department stores, salespeople not only
service you immediately and courteously, they literally
run back and forth to locate things for you and to get
your credit card processed.

The
elevator attendant, beautiful and beautifully attired,
greets you with a smile, takes you quickly to the floor
you want, and says goodbye to you with a bow.

If
you are walking and ask someone for directions, he or
she will almost always lead you to exactly where you
want to go.

The
Japanese are an extremely civilized people. By most measuring
sticks, they are more civilized than the Chinese, the Eastern
Europeans, the Russians, the Germans … and they appear
even more civilized than the haughty French or the proper
English. By "civilized," I mean that they seem
always to treat others with consideration, their physical
environment with care, and themselves with respect.

During
the time we have spent here so far, we have seen no shouting,
arguing, fighting, vulgarity, littering, rude driving, cutting
in line, spitting, or even smoking in the streets. (Smoking
on the streets is illegal in some parts of the city but considered
crude everywhere. "If they see you smoking, they will
think you are from the country," Hirano said.)

The
supreme civility of the Japanese people is evident in everything
they do: how they carry themselves (good posture; never slouching),
how they dress (always neat and clean), how they greet you
(first the bow, then the smile), how they speak (with courtesy
and enthusiasm), and how they solve your problems (patiently
and diligently).

And
although one of our guides told us that the Japanese give
preferential treatment to foreigners, we were struck by how
well they treated each other. The way the driver of our van
chatted with the toll-booth operator, a highway flagman,
and the parking lot attendee was almost startling in its
respectful friendliness. You won't see this kind of good
manners in New York, Paris, or London.

The
Japanese are so remarkably well-mannered that we can't help
but wonder if there isn't some sort of ruse going on. But
when we asked our old friend Anthony, who has been living
in Japan on and off for 11 years, he said: "It's hard
to believe, I know. But in all the years I've been here,
I haven't seen anything but this kind of good behavior. They
drink, but they don't get boisterous. And they argue, but
they seldom find it necessary to raise their voices."

Anthony
teaches English and American literature at one of Tokyo's
better private universities. He says his students are a pleasure.
They always show up for his classes on time and well-prepared,
and are unflaggingly respectful and eager to learn. Anthony
has taught in the States, in Africa, in Saudi Arabia, and
in Europe. "My Japanese students aren't brighter or
more creative than other students I've taught," he said. "But
they are peerless when it comes to attitude and demeanor."

Last
night, we went to the Kabuki theater. The play was a farce
about a man who tricks his wife into allowing him to spend
a night with his girlfriend, only to be tricked by his wife
into unwittingly confessing the details of his debauchery
with her. The plot reminded me of Shakespeare, but it was
apparent from the performances, the scenery, the costumes,
and – most of all – from the way the audience responded,
that the art of Kabuki is not about language and ideas (which
are paramount in Shakespeare) but style and beauty.

That
ties in with a little theory I've been formulating about
Japanese culture particularly and Eastern culture generally.
It's definitely a work in progress, but it may eventually
be helpful in doing business in Asia – if I ever choose to.

My
theory, as it stands, is as follows: Eastern culture places
a great deal of value on form – how things appear on the
outside. Western culture favors substance – what's going
on inside.

As
Westerners, we believe that form is superficial and therefore
unimportant, while substance is deep and therefore important.
The Japanese don't see it that way. They feel that the outside
is very important.

Westerners
favor change from the inside out; Easterners, from the outside
in.

Westerners
believe you can behave poorly and still be a good person "inside." Easterners
believe that to be a good person you have to act like one.

As
I said, this is just a germ of a theory at this point – but
it does play out well when you consider the Japanese geisha.
The geisha, as you may know, is an extremely well-educated
practitioner of the many arts of distraction. Geishas are
trained in the proper way to dress, talk, walk, dance, sing,
serve tea, and (we imagine but don't know) make love. Though
their art is dying out, they are living museums, preserving
traditional ideas about how to conduct one's self when entertaining.

I
am very impressed by all this Japanese formality. It makes
for a better, more orderly, and more civil society. It probably
has little or nothing to do with wealth and power, but it
may have a good deal to do with how those things are used
and enjoyed.

Since
I was a child, the trend in Western cultures has been from
outward to inward and from formal to relaxed. For example,
having dinner with your family used to be something you'd
dress up for. And when the first course was served, there
was a right way and a wrong way to eat it. Today, it's okay
to come to the table in a dirty T-shirt. And when the food
is plopped on the table, it triggers an instant free-for-all.

In
the West, we have abandoned the formality of the old European
gentry and replaced it with informality. We don't care so
much about doing things properly. What really counts is getting
the job done. If you have to knock someone aside to get to
the front of the line, it's okay to do so. And if you can
claim your position at the front of the pack, then you deserve
it.

The
Western world could do with an infusion of old-fashioned
manners. That's unlikely to happen – but we can still enjoy
a little bit of Japanese order and tranquility by incorporating
some of it into our personal lives.

Today's
Action Plan

You
can make your world a more mannerly and civil place just
by making a few change in yourself. Consider the following:

What
does the way you dress say about the person you are and/or
the person you want to be?

If
someone were to look at you while you're waiting in a
long line, what would they think?

What
does your driving say about your character? Your intelligence?
Your patience? And your courtesy?

When
you write notes to friends and colleagues, do you choose
your words carefully? Do you take an extra minute to
make sure your message is properly spelled and punctuated?

And
how about the way you talk to people? The way you greet
them? Shake hands? Say goodbye?

You
can't reverse the general trend of Western culture, but you
can change the way you are perceived in about 30 seconds.

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A
Risky Medical Shortcut

By
Jon Herring

Do
you know what your blood pressure is … in BOTH arms? Doctors
and nurses who are in a rush will often skip the second reading.

It's
not unusual to get a different reading in each arm – and
a small variation is nothing to worry about. But take note
if the difference is greater than 15 percent. It could indicate
a dangerous blockage in a large blood vessel. Something your
doctor should investigate further.

It's
Good to Know: How to Start a Conversation

By
Ilise Benun

Anything
can come out of a simple conversation: ideas, alliances,
connections, referrals, new clients, new opportunities. So
go out of your way to get into as many conversations as you
can – in person, on the phone, and via e-mail. Cross the
street, cross the room, cross the train to talk to someone.

All
it takes to start a conversation is a question, any question.
Find out what they're working on and tell them what you're
working on. Initiate e-mail dialogues by thanking people
when you don't have to and by acknowledging receipt of messages
that don't ask for a response. Most important, follow up
on every single lead that comes your way, every person whose
card you get, everyone who expresses even the slightest interest
in your work.

[Ed
Note: Hear - and meet - Ilise in person at ETR's
Information Marketing Bootcamp. She is also
a contributor to the American Consultants League program. Check
it out here. And sign up for Ilise's free Quick
Tips from Marketing
Mentor.]

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Word
to the Wise: Clochard

A "clochard" (klo-SHAR)
– from the French for "to limp" – is a tramp or
vagrant.

Example
(as used by Charles McGrath in The New York Times): "Would
we even remember Little Nell if she hadn't died in such spectacularly
mawkish fashion? Would we prefer that Emma Bovary didn't
swallow the poison and instead became a clochard, cadging
francs at the agricultural fair? And do we really want to
contemplate Harry [Potter], now bald and grizzled … prattling
on about old quidditch matches?"

Michael
Masterson
Copyright ETR, LLC, 2006

Have
a Question for Michael Masterson?

Want
to know the secrets to his success? Have a perplexing
business problem? ETR welcomes your thoughts. Post
them online at http://speakoutforum.com/forum/ or
send questions directly to Support@EarlyToRise.Com

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