You Can Be AMillionaire

In One-Year Or Less!

by J.F. (Jim) Straw

You Can Be AMillionaire

In One-Year Or Less!

by J.F. (Jim) Straw

J.F. (Jim) Straw204 Wildflower Way • Dalton, GA 30720-8029

eMail: jfstraw@businesslyceum.com

This publication is designed to provide accurate and authoritativeinformation in regard to the subject matter covered. It is sold with theunderstanding that the publisher is not engaged in rendering legal,accounting, or other professional services. If legal advice or other expertassistance is required, the services of a competent professional personshould be sought.

You Can Be A MillionaireIn One-Year Or Less!

by J.F. (Jim) Straw

© - 2007, J.F. (Jim) Straw. All rights reserved.

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ProloguePLEASE read this course at least three times before beginning your business.

Although the specific letters and forms included in this course will work to produce theresults you need, you will also learn ...

How the Buyers and Sellers Think

Beyond that, you will learn “WHY’ my friend and I did the things we did. — The kind ofentrepreneurial thinking you WILL NOT find in any other money making course ... not even anyof the college level business textbooks.

Read it!

Study it!

When you finish, you will know WHY and HOW ...

You Can Be A MillionaireIn One-Year or Less!

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ForewordForewordForewordForewordForewordWhen you have learned that 2 + 2 = 4, you have gained a useful piece of

“information.” - When you have learned that 2 apples + 2 apples = 4 apples, but, that2 apples + 2 oranges = 2 apples & 2 oranges, or 2 pairs of fruit, or 4 fruits, you havegained all-important “knowledge.”

Information is nice to know. It lets you answer the questions on tests (or whenwatching TV game shows). But, until you learn to use that information in a practicalapplication, it isn’t knowledge.

Any child of 2 or 3 years of age can tell you that 2 + 2 = 4. They have heard itrepeated, over & over, until they can repeat it themselves. But, when confrontedwith 4 apples, they are at a loss to apply that information.

The same holds true for older students (and even adults) who can readily tellyou that Einstein’s Theory of Relativity can be expressed by the formula, E = MC2.- Until they know what the E, M & C stand for and can use the formula in a practicalapplication, it is only information, not knowledge.

A fine line exists between information and knowledge. That fine line isnothing more than “use.” -- You can memorize bits and pieces of information all day,every day, but, until you actually use that information, it is not knowledge. Onceused, information becomes knowledge and, thereby, power.

SUCCESSFUL PEOPLE; whether they be self-employed or wage-earners,executive or common laborer, are seekers after knowledge. They absorb informationfrom every direction. The information they can use becomes knowledge, while theinformation they have no apparent use for is simply stored on the chance thatsomeday it may become useful.

UN-SUCCESSFUL PEOPLE, on the other hand, claim to be seekers ofknowledge, but, they believe that knowledge itself can be imparted. Because thebooks they read, the courses they take, and the plans they buy contain only“information.,” they are forever disappointed. Because it is ONLY INFORMATION(not the “knowledge” they thought they were going to get), they never use theinformation and, thereby, the knowledge they sought is lost to them forever.

Since I am the author of a great many books, booklets, reports, articles andeditorials about success and making & using money (somewhere over 700 so far),those people stick-out like sore-thumbs on my customer lists. They write me longletters detailing their trials and tribulations and explain to me just why the informationwon’t work for them. But, not one ever writes to say “I used the information and itdidn’t work.” - Had they ever used the information, that information would haveturned into knowledge and they could have reaped the rewards they have covetedfor so long.

If there was a way I could “force” those people to use the information theyhave, I could literally GUARANTEE their success. And, in those few cases over theyears where I have been able to shame or intimidate people into actually using theinformation I have provided, those people have achieved successes they had onlydreamed were possible.

The RULES OF SUCCESS used by successful people & businesses since thebeginning of time have never really changed. Those rules have been written-downfor all to read, learn and use, but they appear as “information” only and can only bechanged to “knowledge” by use. If there were a way to “force” every person andevery business to “use” those known and proven rules of success, there would beNO UN-successful people or businesses in the world.

Statistically, 90% of small businesses fail, and 90% of people live a life ofsustained mediocrity, simply because they will not “use” the information availableto them.

In your quest for financial independence you MUST learn to force yourself touse the information you have at your disposal. -- No one (but YOU) is going to forceyou to assume that responsibility.

Of course, some smart aleck reading this is going to say, “Yeah! But, I’m notgoing to use any bad information.”

Granted, there is bad (counter-productive) information out there. BUT - thereis NO WAY of telling good information from bad information, UNTIL YOU TRY IT.Judging the value of information without using it is like trying to judge the flavorof a pie without ever tasting it.

If you learn nothing else from this course, learn that information only becomesknowledge when you use it - and - the information you have used or failed to usein the past is the reason you are where you are today.

YOU can be your best friend, or your worst enemy. No one forces you to bewhat you are, or do what you do (or don’t do). - What you have today is a direct resultof what you did yesterday. What you will have tomorrow will be a direct result ofwhat you do (or don’t do) today.

It's up to you!

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IntroductionDuring my lifetime, I have quaffed weak coffee from tin cans in Hobo Jungles beneath

railroad trestles; chugged warm beer from canteen-cups in the jungles of Southeast Asia; andsipped fine wine from exquisite crystal goblets in palatial homes around the world ... instancesbefitting my station in life at the time.

I have had more money that I could carry and I have been completely and total withoutmoney but I have never been poor. Poverty is a state of mind ... not the state of your pocketbook.

Born in Oklahoma and reared on farms in Oklahoma, Missouri, and Kansas, I began mycareer in business at the age of nine; when I sold my first cans of Cloverleaf Salve and copies of“GRIT” newspaper. My business career progressed through direct selling, finder’s fees, servicecontracting, wholesale merchandising, entertainment (I was a professional Trumpet player,vocalist and Radio Announcer), freight forwarding, import/export, retail merchandising,warehousing, real estate, electronics manufacturing, closeout merchandising, financialbrokerage, business consulting, steel fabrication, mining, banking, mailorder, writing, andpublishing,.

Over the past 37 years, I have written well over 700 books, booklets, manuals, reports,courses, articles and marketing programs about doing business and making money — all basedon my own personal, hands-on experience. My writings are “specific” methods, techniques andapproaches to doing business that anyone can use to start or expand their business.

Over the years, I have produced revenues of over Four Hundred Million dollars sellingproducts and services, to over 700,000 customers worldwide — everything from BeautySupplies to Heavy Equipment ... Burglar Alarms to Sleeping Bags ... Fishing Lures to Women’sWigs ... Automobiles to Wheelchairs ... Investment Opportunities to Seafood ... ConsultingServices to “How To” Courses.

Throughout the past 50+ years in the business arenas of the world, I have been askedcountless times, “What are the secrets of your success?”

I hate to tell you this - but ...

There are NO “secrets” to success.

As a matter of fact, my Daddy used to say, “There really aren’t any secrets in this oldworld. Only things you don’t happen to know right now” - but - over the past nearly 50 years,I have added ...

“Even after you learn what you didn’t know, it still remains a SECRET until you actually doit successfully.”

Therein lies the problem.

Most people who say they want to succeed, go around all their life looking for some“secret” that people like me are sure to know. They just know that if they ever learned that“secret” they would be successful, too.

It ain’t gonna happen, because there are NO secrets.

All you need to do is start “doing” something. — That’s all it takes. — Once you start“really” doing something ... other than searching for the “secret” to success ... whatever you aredoing will expand and grow into the success for which you couldn’t find the secret.

Over the past 50+ years in business, I have heard it thousands upon thousands of timesfrom “success secret seekers”...

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“I ain’t gonna get into no nickel and dime business. I want to make millions, not nickelsand dimes.”

So, they keep buying what they think are “secrets”. They never “do” anything longerthan it takes to find out they didn’t learn any secrets, they just learned how to “work” atsomething. Then, they go on to the next “secret,” hoping against hope that the new secret will“give” them the success they seek (without doing anything other than knowing the “secret”).

The funny thing is, they all seem to think they are better than me ... and all the othersuccessful people around the world ... because they honestly believe that I just woke up onemorning, learned the secret, and made a fortune. When, in pure fact, I started selling nickel anddime items, door to door, in my youth ... selling one item to one customer, one sale at a time,making a nickel or a dime on each sale.

As I matured, my endeavors expanded and grew ... changed course ... adapted to the everchanging economy ... moved onward and upward. Each instance of my growth predicated uponproviding what my potential customers needed or wanted. Making sure that I gave more valuein return for the value I received - and - even today, in my day to day business, I still sell one itemto one customer, one sale at a time.

The vast majority of people who say they want to succeed, only want to succeed if theycan make it all at once ... just one sale won’t do it. They want big sales, or thousands of sales,immediately. — So, when a new opportunity only produces a few sales, they move on to the next“secret,” rather than making those few sales over and over and over and over ... until those fewsales have grown into thousands upon thousands of sales.

Unfortunately, most people are looking for someone to help them do it (or, worse yet, doit for them), rather than looking for the tools they need to do it themselves.

If you want to succeed, “do” something. Let what you are “doing” lead you onward andupward until you have the success you seek. — There are NO “secrets” to it.

Many people know the facts. — Many people have the talent. — Many people have theneed. — Many people have what it takes. — But ... very, very few succeed because they areseeking the “secrets” to success rather than doing something to make their success happen.

Be forewarned, I can’t tell you any “secrets” - but - I will tell you what you can do and howto do it ... some things you probably didn’t know yet. — You may even relearn some great truthsthat you had learned in your youth but hadn’t used; or acted upon, simply because they didn’tgo around disguised as “secrets.”

My only hope is that you will enjoy reading and applying the lessons I will teach you in ...

You Can Be A Millionaire

In One-Year Or Less!Read it in good wealth.

J.F. (Jim) STRAW

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Table of ContentsPage

Prologue.................................................................................................................................iForeword.............................................................................................................................iiIntroduction.........................................................................................................................ivTable of Contents..................................................................................................................viYou Can Be A Millionaire.....................................................................................................1First Things First!...................................................................................................................4What We Used To Do.........................................................................................................6The "Secret" We Learned...................................................................................................8How We Identified "Known Buyers".............................................................................10Every "Seller" Is Also A "Buyer"....................................................................................13What Is A "Known Buyer"...............................................................................................16How to Be A "Procurement Specialist"..........................................................................19Your "Sales Letter".............................................................................................................25

Sales Letter - Form Letter (buyer).......................................................................28Sales Letter (buyer)...............................................................................................29Email Sales Letter (buyer)...................................................................................30Email Prospecting Letter (buyer).......................................................................31

Your "FREE Listing Form"................................................................................................32FREE Listing Form (buyer).................................................................................33

Keeping Your "Directory"...................................................................................................34Making Notifications to Your “known buyers”...........................................................36

Notification Letter.................................................................................................38Notification Email.................................................................................................39

Closing The Deals.............................................................................................................40Sample INVOICE..................................................................................................44Sample PURCHASE ORDER..............................................................................45CONSIGNMENT AGREEMENT........................................................................46

You Don’t Have to Buy the Deal Just “Control” it!.....................................................47OPTION TO PURCHASE....................................................................................49

How To Find The Deals....................................................................................................51Sales Letter - Form Letter (seller).......................................................................54Sales Letter (seller)...............................................................................................55Email Sales Letter (seller)...................................................................................56FREE Listing Form (seller).................................................................................57

YOUR Group.....................................................................................................................58Epilogue............................................................................................................................60

PLEASE Pay Close Attention to the Back Page!

You Can Be A MillionaireIn One-Year Or Less!

I’m not kidding. — I mean it.Why settle for $50, $100, or even $500 per day ... or week ... when you can grab enough

money at one time to live comfortably for a year (or two). Then, you can relax and spend sometime grabbing even more money ... money you don’t necessarily need - but - it will always comein handy when you want to buy something special for yourself or your loved ones.

You can be a millionaire in one-year or less ... right in your own home town ... from yourhome (or office) ... in less than 5 hours per week ... while you keep your current job or business(if you want to) ... without any kind of email list or website,

Do it just as I have for over 50 years - and - I made my millions before we even hadcomputers ... long before the Internet existed. — Computers just make it faster and easier.

Do YOU Want To Be A Millionaire?

There are more opportunities to make BIG MONEY; easily and fast, in your home townthan there are on the Internet - and - making that money takes less time and far less aggravation,too. (Have you mastered HTML, Java scripting, RSS feeds, PHP, Website creation,Autoresponders, etc., yet?? — I’m still working on it myself.)

Which would make you more money ...

One-thousand “sellers” - or - One-Hundred “buyers?”

Over the past 50 years, I have generated over $400 Million in revenue by simply knowingthe buyers and giving them what they wanted or needed.

Right now, there are a number of promoters talking about “niche” marketing. That’swhere you find a “niche” ... people who regularly buy a specific product or service. Then youfind or develop a product or service that the people in that “niche” want or need. — When youhave something they may want or need, you “sell” it to them. — But you still have to find the“buyers” - AND ...

Just like most of the 700,000 buyers on my old mailing lists, you can only “sell” them oneproduct or one service at a time. It’s good money but it is also a great deal of work. — I still do itevery day but my BIG MONEY has always come from a few hundred “known buyers” and a fewgood deals each year.

I don’t have to “sell” them anything. I just tell them I have what they want and they buy it.

Right now, there are probably 50 to 100 “known buyers” just like them in your hometown. And, I know where you can find another 200; or more, without any real effort. — Youdon’t have to “sell” them anything. Just tell them you have what they want and they will “buy”it from you - and - they won’t be buying just one of anything.

I had been doing this on my own for over 15 years when a friend of mine ... doing muchthe same thing ... suggested we pool our resources to increase our profits. — We did and ourindividual incomes skyrocketed. Some of the fees we earned would boggle your mind - but - wenever told any outsiders what we were really doing.

NOTE: Before I started writing this, I asked my ol’friend if I could use his name. He politelydeclined and asked me not to. So, throughout this report, he will only be identified as “myfriend.” — He also agreed to allow me to tell YOU “what” he and I had done and “how” we haddone it ... something we had never revealed before (except to your kids and grandkids).

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Soon, other men and women who were doing much the same thing joined with us. — Ourindividual fortunes grew exponentially.

NOTE: Being an incurable entrepreneur, I used my money to buy a bank, a gold mine, a printingcompany, a coal mine, a steel fabrication business and a number of other businesses ... all thewhile writing, printing and selling my own information about doing business and making money.

Back then, in our group, each of us had “known buyers” for a wide variety of productsand services. So, when one of us would come across a hot deal, we would simply share it withthe others ... then split the profits (sometimes to the tune of hundreds of thousands of dollars)when one of our “known buyers” bought.

As you can imagine, one of our biggest expenses back then was the cost of communicatingwith each other by Telephone, Telex and Overnight Delivery. — My communication costsregularly ran from $1,000 to $2,000 PER MONTH. — It was costly and it limited our group toonly those who could afford it.

When FAX machines became available in the 1970s, our expenses dropped but the cost ofa FAX machine back then still limited our group to those who could afford the machines - and -not all of us had FAX machines. — My first FAX machine cost $2,700. Today, you can buy a FAXmachine that does even more than my first one did for less than $100.

Recently, another old friend of mine ... a member or our group ... telephoned meout-of-the-blue to see what I was up to these days.

We reminisced for about an hour about the good-ol’days, deals we had done, people wehad known, money we had made, and airplanes we had owned. Then, he made a comment thatgot my juices flowing. He said ...

“If we had had email communication, cut & paste, save & find, and PDF files back then, wecould have made ten times the money in half the time.”

When I suggested that we put the old group back together using Internet communication,he laughed. I had forgotten that most of our group were either retired or dead. (Sometimes Iforget how old I am.)

For about a week after my conversation with my old friend, every time I thought aboutwhat he had said, my juices started flowing. — The more I thought about it the more I wanted toget my old group started-up again, so I contacted what few of them I could find.

You guessed it. — They loved the idea but were too happy being retired to get involved.— Some of them suggested their grandkids would be better prospects - but - their grandkidsreally didn’t have the necessary entrepreneurial spirit. — Then, one of them suggested ...

“Why don’t you teach some young entrepreneurs to do what we used to do and puttogether the group for them.”

An absolutely brilliant idea - so - that’s what I have done in this work - but - I WILLNOTtake a share of any of your deals you make.

My old group is now dead or dying and I’m getting older every day. Soon there won’tbe any of us left to pass on our methods to a new generation of aggressive entrepreneurs; YOU- so ...

As my last hoorah, I have decided to teach you the methods and techniques mygeneration of entrepreneurs used to make tons of money right in our own home towns ... fromour homes (or offices) ... in less than 5 hours per week ... while keeping our jobs or businesses ...without any kind of email list or website (didn’t even have them back then) - but ...

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As my old friend suggested ...

With your email communication, cut & paste, save & find, and PDF files, you can make tentimes the money in half the time.

Using the communication advantages we never had, your fortune is assured.

Let me take you by the hand and teach you exactly “what” we did ... with point-by-point,step-by-step instructions on exactly “HOW” to do it - and - I’ll teach you how to do it usingtoday’s Internet.

Be prepared, I am going to reveal some closely guarded secrets that, until now, I haveonly shared with my kids and grand kids.

You will also learn a simple method we old guys used to generate from $500 to $1,000 perweek in ready cash. — We used to call it our “bread & butter money.” Money we could use topay bills, finance a deal, or whatever, until the next big deal came along. — I’ll even give you asource we didn’t have back then.

This is my last hoorah (I ain’t getting any younger). — Believe me, “You Can Be AMillionaire In One-Year Or Less!” ... when you know “how.”

Let’s get started.

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First Things First!Before I get into the meat and potatoes of “how” you can really be a millionaire in

one-year or less, let me tell you a true story that will reveal to you ...

The Only Real “Secret” (if there ever was one) To Success In Any Business!

Many years ago, when I was the editor/publisher of America’s leading businessopportunities newsletter, a young (back then) fellow by the name of Carlton Sheets sent me areview copy of his new “No Money Down” Real Estate course. — Recently, after watchingone of Carlton’s late-night infomercials, I bought his latest course with all the books, CDs, andvideos.

After all these years, Carlton’s course still teaches the same exceptionally effectivemethods for acquiring Real Estate as it did nearly 30 years ago. The only real difference being theteaching tools employed. But ...

There have been countless articles written and postings to Internet Real Estate forumsand discussion boards decrying Carlton’s course as a rip-off; stating emphatically that “it can’tbe done.” — In other words, the writers of those articles and postings couldn’t, wouldn’t, or justdidn’t do it.

Counter to those negative “it can’t be done” articles and postings, there are a host ofarticles and postings giving testimony to the fact that Carlton’s teachings are do-able. A greatmany of them tell of their own experiences using those teachings to generate some absolutelyamazing profits.

By the way, I have done it myself.

My wife; Delores, and I recently purchase a $500,000 home with “no money down” andwe put over $5,000 in our pocket at closing. — In another case 15 years ago, I acquired a $200,000office building for an out-of-pocket payment of $800. — So, I know for a fact that it can be done.

Why then are there opposing views?

The answer is simple: Once Carlton has taught you “how” you can do it ... and youconsciously accepted the fact that it can be done ... you will have the personal courage to ASKfor the alternative financing methods that Carlton has taught you. — Those who fail with Carlton’scourse never truly consciously accept the fact that it can be done so they never ASK ... usuallybecause they have read somewhere; or someone told them, “it can’t be done.”

Actually, the only thing Carlton’s course teaches you is “what” to ASK for and “how”to ASK for it. — Hopefully, that will instill in you the courage to ASK.

If you have read any of my business writings over the past 37 years, you may have noticedthat I have CAPITALIZED, italicized, underlined or emboldened one word almost every time Ihave used it. That word is ... ASK!!

So, if you want to become a millionaire in one-year or less ...

All you gotta do is ASK!!

Every condition in your life has it’s cause. — Poor people are poor, because they havenever ASKed themselves, “Why am I poor?” — They just accept the condition and pass it alongto their offspring.

Then again, even if they do ASK “Why am I poor?,” they still have to ASK, “How can Ichange my circumstances?” — Then “do” something about it.

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Unless YOU learn to ASK for what you want, you won’t get it. — ASK, and you willreceive. — You can have anything and everything you want, if you just ASK.

Forget about looking for secrets. Learn to ASK the right questions. — Just remember thewords of Rudyard Kipling ...

I keep six honest serving-men[They taught me all I knew];

Their names are What and Why and WhenAnd How and Where and Who

Not an answer in the bunch. Just questions. — If you ask yourself the right questions, theanswers will come to you.

In the following pages, I will teach you “how” to be a millionaire in one-year or less.

You will learn ...

What - Where - When - Why - How & Who to ASK!

BUT ...

You Will Have To Do The ASKing.

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What We Used To Do!Back in the day, when I was young and aggressively building my fortunes, I made

millions of dollars acting as a Finder ... matching sellers with buyers and getting paid fees forintroducing them.

When I learned of someone who had something to sell, I would get all the details. Then,I would beat the bushes until I found someone who wanted to buy it. — I would introduce thepossible buyer to the seller and, if they closed a deal, I would be paid my fee.

By the way, almost everyone who acts as a Finder earns fees - but - most of them justnever get paid. — So ...

In 1978, I wrote a comprehensive, detailed report about “how” to be a Finder and, mostimportantly, “how” to GET PAID. — Over 50,000 copies of that report have been soldworldwide since 1978 ... with hundreds of copycat reports on the market today. (It was one ofthe first $100 reports ever sold by mailorder.)

Actually, you can become a millionaire in one-year or less as a Finder - but - that is onlyone tip of the iceberg. — What you are going to learn in the following pages will make that looklike chicken feed.

NOTE: I have included a copy of my “Finder’s Fees - The Easiest Money You’ll Ever Make”along with this course. Study it. It will only increase your earning potential.

While I was acting as a Finder, I was also involved in a number of different retail andwholesale operations. I also made fortunes in exporting, and on Real Estate deals - and - I madeyet another fortune just snooping around in my local area for abandoned properties (NOT RealEsate). — Of course, I wrote comprehensive, detailed reports about what I had done in thosebusinesses, too. — I have also included copies of my “Sell American,” “How To Make AFortune Selling Real Estate You Don’t Own,” and “Exactly How To Make A Fortune JustSnooping Around” along with this course. These are just more tips of the same iceberg.

After doing it on my own for over 15 years, I met another Finder who was doing muchthe same thing. We decided to pool our resources to increase our profits. — We did and ourindividual incomes skyrocketed.

The only problems we had were ...

1) Waiting for the next big deal to come along. — There weren’t enough big dealscoming down the pike in the areas where we could “find” qualified buyers - and ...

2) There were too many deals that, although good enough to earn some fees, justwouldn’t allow us to make any profit. — The cost of long distance telephone callsalone would have eaten up any possible profits.

That’s when we came up with a brilliant idea ...

We would simply identify some “known buyers” for the smaller deals in our local areas.Then, we would only have to make local calls ... instead of costly long distance calls to “find”potential buyers.

He gave me a list of his LOCAL “known buyers” and I gave him a list of mine. — Nonames. Just a list of what the “known buyers” (his and mine) would buy ... sometimes therewere two or three who would buy the same things.

When I came across something that one or more of his “known buyers” were looking for;after calling my own LOCAL “known buyers” first, I would telephone him and tell him what I

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had. He would, then, call his LOCAL “known buyers” to see if any of them wanted it. (No longdisance calls.) — We usually had a deal working within 24 hours. Sometimes putting more thanone possible buyer in touch with the seller. — If a deal was made with one of the buyers, eitherhe or I got our fee from the seller and split it 50/50 with each other.

But, there were only two of us. That meant, we were only able to contact “known buyers”in two LOCAL areas. — So ...

We got other Finders, in other areas, to join with us doing the same thing. — At first, weplaced Conference Calls with all of the Finders in our group on the call to get the deals to offer to“their” LOCAL “known buyers.” — The Finder who had the deal collected the fee and split itwith the Finder who had brought the buyer to the table.

As our group grew larger, the cost of those Conference Calls began eating up our profitson some of the smaller deals. — So, we began only offering those smaller deals to a Finder in thegroup who had the most “known buyers” for that deal in their area. If that Finder didn’t producea possible buyer within two or three days, another Finder in the group would be called ... thenanother, and another, if need be.

Sometimes the first Finder called would produce a possible buyer for the deal after thedeal had already been sold so we would put out a “wanted” notice for another similar deal. —That would usually produce a second fee to split.

Please note, there never more than two Finders involved in any deal ... the Finder that hadthe seller and the Finder who had the buyer. — If any Finder in the group tried to “daisy chain”a deal, or just sell us their own products, that Finder was summarily dropped from the group.

It really wasn’t as complex as it may sound. — Each Finder in the group was responsiblefor keeping track of the other Finder who had provided the buyer for the deal and wasresponsible for splitting the fee accordingly when received.

As most of us got Telex machines ... later FAX machines ... we were able to provide“printed” details about each deal. Those details could then be relayed to local “known buyers”in more detail. — That sure beat taking notes while on the telephone and then relaying thatinformation from our notes.

It wasn’t long after we started our group that we discovered that Finder’s Fees weren’t theonly way we could make money - and - my friend and I caught on to a “secret” ... somethingwe hadn’t realized before ... that produced “known buyers” like crazy.

With all of the “known buyers” my friend and I had, the other members of our groupwere forever amazed — but ...

We never told anyone what we were doing or how we were doing it.

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The “Secret” We Learned!Actually, we didn’t learn any secrets ... remember, their really aren’t any ... we just came

to the realization that ...

“Buyers” are more valuable than “Sellers.”

Think about it for a moment.

Everybody “sells” something ... even if the only thing they “sell” is the 40-hours eachweek they “sell” to get a paycheck; their employer “buys” their time, effort and talents. Some ofthese wage slaves will even pay someone to find them a better paying job (that’s how “headhunters” make their money) and there are even “job agencies” in most areas that will help youfind a job; if you need one, for a fee.

“Sellers” are ALWAYS looking for “buyers.” They will go to just about any lengths to geta buyer; that’s why people who “sell” advertising do so well. And, most (not all) of the “sellers”will readily pay you a commission; or Finder’s Fee, if you can bring them a “buyer” (that’s whyjobs as salesmen are so plentiful).

“Drop ship dealers” and “affiliate marketers” are only salesmen. Although some of thepromoters make it sound like you have to just about beg to become a “drop ship dealer” or an“affiliate marketer” the fact of the matter is most “sellers” will welcome any kind of dealer ofaffiliate with open arms.

Just remember, “sellers” are ALWAYS looking for “buyers.” — But ...

If you know someone who “buys” widgets; all day, every day, all you have to do is offerthat “known buyer” better or cheaper widgets to earn a commission. And, you can bet yourbippy that “known buyer” won’t buy just one ... they might even take a truck load.

Oops! — I think I just heard some smarty-aleck say, “Yeah, but, if that buyer buys widgetsall day, every day, he already knows every body who sells widgets.”

Wanna bet?

There are over 300 million (300,000,000) people in this country and millions of businesses;small, medium and large. Of those millions of businesses, there are hundreds of them thatmanufacture, produce or import the same products. There is no way any individual “knownbuyer” can know of all those potential “sellers.”

Don’t believe me?

Name a product; any product. — Now, go to your local library and tell the Librarian thatyou are looking for manufacturers, producers, and importers of that product. — The librarianwill dutifully show you the directories of manufacturers they have in the library ... thosedirectories will also include the producers and importers of the same products (I’ll just call themmanufacturers from now on).

As you look through those directories (the library won’t let you take the directories out ofthe building), you will find there are a good number of manufacturers listed under any productyou can name. But, look a little closer.

Some of the manufacturers are listed in all of the directories. Others are listed in a few butnot all of the directories. Still others only appear in one directory. But, that’s not all.

Directory Listings are advertising - so - those listings usually (not always) cost money.Therefore, some manufactures only get listed in the directories that offer “free” listings. Othersmanufacturers aren’t listed in any of the directories at all.

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Look around, you might even find a manufacturer of the product you want, that isn’tlisted in any of the directories, right in your own backyard by just looking in your localTelephone Book Yellow Pages. — I have.

The Internet (at it’s current stage of development) is even worse.

Do a “search” (using your favorite Search Engine) for the product you are seeking. — Iwould almost be willing to bet you won’t find more than one-tenth of the actual manufacturers,producers, importers and suppliers listed - AND - where the printed directories only list actualmanufacturers in each product classification, in your Internet seach, you will find hundreds(if not thousands) of websites that aren’t even distantly related to the actual product you areseeking.

Then again, the “known buyer” of widgets might not even know that there are better orcheaper widgets on the market.

Forty odd years ago, I discovered a niche market in my local community. Since no onewas supplying that niche, I decided to open a “retail” store offering those products to a readymarket.

Visiting all of the “retail” stores in a fifty-mile radius that offered the products I wanted tosell, I gleaned the names and addresses of the suppliers of those products from their packaging.Contacting those suppliers, I was soon set-up to buy all the inventory I would ever need.

I learned from my suppliers that the customary profit margin on those products was from25% to 33%. — That margin was good enough to allow me a solid profit from my sales - so - Iopened my store and started making money (not big money but enough to satisfy my needs andprovide a few luxuries).

As luck would have it, one day a traveling salesman dropped by to see me. He didn’teven know there was a store like mine in the area. At first, I was reluctant to even look at hisproducts. After all, I had good suppliers that were already providing me with all the productinventory I needed. — He sold me the same products I had been buying (different brand names)with a 40% profit margin. — I still made the same number or sales but my profits almost doubled.

Later, a young man came by with a list of closeouts of the same products I was selling. Myprofit margins on those products ranged from 60% to as high as 90%. — Still the same number ofsales but my profits tripled and quadrupled.

I would have never known about those product sources if the “sellers” hadn’t come to me.

Over the years, I have found that this situation is prevalent in almost all businesses; retail,wholesale, manufacturing, whatever; small, medium, and large. When they are satisfied withthe products they are buying, they just don’t go looking for better deals.

Then again, some major companies have people on their payroll who do nothing butseek-out new, better, cheaper products for their employer. Those “in-house buyers” take theirjobs very seriously - but - they usually spend more time making the “sellers” jump throughhoops, to get to them, than they do buying. — Other large companies have fully-staffedprocurement departments.

That should make it quite obvious to you; as we realized, that ...

“Buyers” are more valuable than “Sellers.”

But, even after we came to that realization, we still had to answer the question ...

How Do You Identify “Known Buyers” To Make Money?

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How We Identified “Known Buyers”Back then, my friend and I both had our own personal lists of “known buyers” who had

bought something that produced a Finder’s Fee for us. — We had accumulated those contacts bybeating the bushes on every deal ... chasing down all the blind alleys ... eliminating the fakes andflakes ... until we found a buyer who wanted or needed whatever was available.

We knew what they had bought - but ...

The best Finder’s Fee deals are almost always unique, one of a kind, individual offerings- and - the final fee had to be large enough to justify the time and effort spent. Beyond that, those“buyers” might never be in need of the same or similar deal again any time in the near future.

Finder’s DO NOT take on a line of products and spend their time looking for buyers forthose products. If they did, the Finder would (in effect) be just another “salesman” for thoseproducts. But, most Finders do keep a list of known sellers and suppliers of a wide variety ofproducts. That way, if they happen to come across a buyer, the Finder can earn a fee by simplyintroducing that buyer to a known source ... after the Finder “Gets it in writing and puts it inwriting” to protect their fee, of course.

NOTE: If you really want to know “how” it is done, please read my Finder’s Fee course ...included with this course.

As an example of the kind of “known buyers” my friend and I had ...

One of my “known buyers” was a WHOLESALER (Rack Jobber) of “Health & BeautyAids” ... potions, lotions, lipsticks, shampoos, etc. With four well-stocked vans on the road, hesold to over 200 retail stores in his area under a consignment agreement. — That means he wouldplace the products in the retail stores, then get paid for the products that were sold from hisdisplays; replacing products that had been sold, and adding new products to the displays, on aweekly basis. — The retail stores loved it because they had a variety of inventory in their storesbut they didn’t have to pay for it until it was sold.

Any time I came across a closeout lot of products similar to those he sold, all I had to dowas tell him about it. He would then buy the whole lot. — But, the lot had to be big enough toservice his 200 retail consignment locations.

My friend and I both had our own lists of WHOLESALERS of a wide variety of productsfrom sundries to furniture; from novelties to foodstuffs; from toys to office supplies; from sportsequipment to small appliances; from candy to textiles; from leather goods to camping supplies ...everything from A to Z. — Some of them only sold directly to retailers. Others were dropshippers; with dealers selling their wares one or two at a time, anywhere and everywhere. And,Rack Jobbers who placed and stocked their own displays in retail outlets on consignment. —Some of them could only handle the smaller lots. Others had to have the bigger lots to satisfytheir customers.

These “known buyers” alone allowed the members of our group to turn a lot of deals intoearned fees.

Our lists of “known buyrs” also included all kinds of Used Equipment Dealers ... buyersfor Heavy Equipment, Photographic Eqipment, Medical Equipment, Printing Equipment,Construction Equipment, Dental Equipment, etc., etc., etc. — But, it was impossible to offer UsedEquipment from one Dealer to another because they all worked on the same price structures. So,the deals only came available when we had a “private” seller offering their own equipment - or- a Used Equipment Dealer who was going out of business.

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When we first started, my friend and I (later the others who joined us) concentrated on the“known buyers” in ONLY our local areas. The idea was to save time and money on smaller dealswhere our communication costs would eat up too much of our profits.

Back then ... as it still is today ... CLOSEOUTS (liquidated inventories, overstocks, over-runs, seconds, shelf pulls, etc.) were the mainstay of many Finder’s Fee deals. But, you couldn’tfind “Closeout Dealers” in your Telephone Book Yellow Pages. As a matter of fact, if you willtake a minute and look, you won’t find many (if any at all) listed in the Yellow Pages under thatclassification even today.

Wanna know why?

Consumers; the people who buy the merchandise at retail ... then and now ...don’t want tobuy “closeout” merchandise. - Why? - Because a “closeout” is seen as being of lesser quality thanthe ‘real’ thing.

Back then, retailers didn’t even mention the word “closeout” in any of their advertising.— It was always advertised as a “special buy,” or a “bargain deal,” they had received from theirsuppliers - or - the merchandise was simply placed on their shelves with their regular inventory.

Today, some of the retailers ... like “Big Lots” ... use the word “closeouts” in their ads. —I really think they would do even better using the old “special buys” and “bargain deals” be-cause, no matter what, the “consumer mentality” hasn’t changed ... a “closeout” is still perceivedas being of lesser quality than the ‘real’ thing.

NOTE: Although you would think they would know better, MOST BUSINESSES also look uponcloseouts as being of lesser quality. Remember, the owners, managers, and all their employeeshave been “consumers” from childhood so their opinion of closeouts hasn’t really changed. —So, don’t ever offer them closeouts ... offer them “special buys” and “bargain deals.” (The firstcloseout lot I ever bought was a “special buy” of products I was already selling.)

Since “Closeout Dealers” as such were not listed in the Telephone Book Yellow Pages, itwas necessary for Finders (like me and my friend) to look under specific product classificationsin the Yellow Pages to find possible buyers for any specific product closeout deals we mighthave. That meant beating the bushes on every deal ... chasing down all the blind alleys ...eliminating the fakes and flakes ... until we found a possible buyer. — If they bought, they werelisted on our “known buyers” list of buyers for that specific product to share with the otherFinders in our group.

Locating “Used Equipment Dealers” was a little easier since many of them did havelistings in the Yellow Pages - but - even then, we had to beat the bushes on every deal ... chasedown all the blind alleys ... eliminate the fakes and flakes ... until we found a real buyer to put onour list of “known buyers.”

It was fun ... it was easy ... and it was very, very profitable — but ...

We still had to catch the deals as they came available. That meant reading as many pub-lications as possible to hit upon deals worthy of our efforts. — That usually entailed identifyinga “seller” before we could go looking for a “buyer.”

Most of us spent inordinate amounts of money communicating with possible “sellers” ...ASKing them what (if anything) they might have to offer. — We didn’t call companies ASKing ifwe could “sell” their product lines because “real” professional Finders aren’t salesmen. We areonly matchmakers ... the “seller” still has to “sell” their own stuff - so - we only wanted theirspecial deals. Deals they were NOT trying to “sell” to their regular customers.

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Also, we were always scouring the Classified Ads in Newspapera and Trade Publicationsfor ads listing specific pieces of equipment; or whatever, being sold by “private parties” ... notcompanies unless whatever they had to offer was priced well below the known market. Then, ofcourse, we had to start beating the bushes ... chasing down all the blind alleys ... eliminating thefakes and flakes ... until we found a buyer who wanted or needed whatever was available. —But, again ...

It was fun ... it was easy ... and it was very, very profitable!

None of us ever worked more than 5 or so hours each week ... about an hour each day.

During that hour each day we wrote our letters, responded to inquiries, made ourtelephone calls, sent out Telex (later FAX) messages, and posted information to our 3”x5” cardsor notebooks. — Some days we did nothing at all while waiting for something to happen ... Ialways liked waiting for checks to arrive.

Imagine how much “less” time we would have spent if we had had emailcommunications.

One day, while talking on the phone with my friend, we were discussing the fact that“Buyers” are more valuable than “Sellers.” — One thing lead to another and almostsimultaneously it dawned on us that ...

Every “seller” is also a “buyer.”

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Every “Seller” Is Also A “Buyer”Think about it.Every grocery story has to buy its groceries somewhere, so thcy can resell those groceries

to the public. — Every shoe store has to buy shoes somewhere. — Every “seller,” no matter whatthey sell, has to “buy” their inventory somewhere; from someone.

After coming to the realization that every “seller” was also a “buyer,” my friend and Itried to play the salesman game. — We located manufacturers, producers and importers ofvarious product lines. Then, we contacted the “sellers” in our local areas that sold that particularkind of product.

We shot ourselves in the foot.!Since we were offering the “same products” at the “same prices” as all the other salesman,

the “buyers” had no reason to consider our offers over the offers of any of the other salesmen. —If the “buyers” couldn’t buy the same; or better, products from us at a more favorable (cheaper)price, the “buyers” really didn’t have any real reason to buy from, or through, us. They could getthe same deals from the other salesmen.

It didn’t take us long to revert to offering closeouts (special buys & bargain deals) to every“seller” that might be selling the same or similar products.

We were making money hand over glove. — Again, it was fun ... it was easy ... and it wasvery, very profitable.

Then, late one night, after my workday was finished, while surfing through the TeeVeechannels, I heard one of the show hosts say ...

“In the land of the blind, the one-eyed man is King.”Almost instantly, in my mind, I paraphrased him with ...

In the land of business, the man who has a buyer is King .Since we had already learned that every “seller” is also a “buyer,” we were Kings - but -

wouldn’t it be great if we could get those sellers to tell us what they wanted to buy and howmuch they would pay for it. — It would be even better if we could get those ”buyers” to come tous when they needed anything ... finding “sellers” of whatever they wanted would be mucheasier than finding a “buyer” for whatever we had to offer.

All we had to do was come up with a way to get “buyers” to tell us what they wanted tobuy, how much they would pay for it, and come to us when they needed anything. — It took awhile before we came up with it. We finally found a way — but ...

While were working on a way to get “buyers” to tell us what they wanted to buy, howmuch they would pay for it, and come to us when they needed anything, we were still usingeverything we had already learned to earn the BIG Finder’s Fees that came along, and pick upwhat we called our ...

Bread & Butter Money!Although my friend and I both had on-going, day-to-day; everyday, businesses that we

relied upon for cashflow and the everyday luxuries, we also did the “Bread & Butter” deals ...offering closeouts (special buys & bargain deals) to every “seller” that might be selling the sameor similar products.

It was fun ... it was easy ... and it gave us money whenever we needed it, until the next BIGdeal came along. Usually to the tune of about $500 to $1,000 per week.

Unfortunately, most of the “Bread & Butter” deals were too small for us to act strickly asFinders ... as we normally would. — The fees just weren’t large enough for us to expend the timeand effort necessary so we devised a number of ways to make money from the small dealswithout too much time or effort.

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As an example ...I was once offered a lot of 20 dozen Men’s Electric Shavers in counter-top displays with

a dozen shavers in each display. Those shavers normally sold at retail for from $6.95 to $9.95each ... with a wholesale price of $3.50 each ($42/dozen with the counter-top display). Cost fromthe importer to the wholesaler was $33 per dozen ... $2.75 each.

The guy who had the shavers wanted $12 per dozen ... $1 each ... for them, for a total priceof $240 for the 20 dozen.NOTE: It is customary in the “closeout” business to buy the closeouts at about 10% (or less) ofthe “retail price.” In this case, the $1 per shaver price was about 10% of the highest retail price -and - the seller offered to pay the freignt.

If I had worked the deal as a Finder, my fee wouldn’t have been more than $24 ... 10% ofthe price. My communication costs to get the Fee Agreement, beat the bushes for a potentialbuyer, and introduce that potential buyer to the seller (let alone the cost of my personal time)would have left me with a very slim net profit for my efforts.

Luckily, in that particular case, I knew a local WHOLESALER who just happened to carrythat brand of Men’s Electric Shaver. All I had to do was call him and tell him I had 20 dozen ofthem available; in their counter displays, for only $24 per dozen ... saving him $9 per dozen ($180additional profit for him when he sold them). — He wrote me a check and I had the “seller” dropship the shavers to him. — I cleared over $200 ... for a couple hours of work, a local telephone callto the wholesaler, a long distance call to buy the shavers, and a postage stamp (8¢ back then) tomail my check to the seller. — The deal could have taken 3 to 5 days from start to finish.

If we had had email and Credit Cards (or PayPal) back then, it wouldn’t have taken memore than 15 minutes to do the deal.

Today, the “seller” would send me an email with a detailed description of what he had tooffer. — Back then, he would have had to make a long distance telephone call and stay with meuntil I had written down the description - or - the “seller” would have had to mail me a letterwith a written description of what he was offering.

After getting the desription of what was being offered from the “seller,” I had to relay thatinformation by telephone; or mail, to the wholesaler. Then, wait for his check to arrive.

Today, I could “copy & paste” the description from the seller’s email into an email to thewholesaler and wait a few minutes for him to give me his Credit Card number or send me themoney by PayPal. — I could then transmit the order to the seller by email and pay him with myCredit Card; or PayPal.

Instead of three to five days for the whole deal to get done, except for the shipping time,the deal could have been done in about 15 minutes.

Of course, that wasn’t the only way my friend and I made our bread & butter money.Sometimes, on small deals like the one in my illustration, we would simply “buy” the lot.

Then, we could sell some to “retailers” who were carrying similar products ... below theirwholesale cost, of course. (I usually paid High School and College students; on commission, tomake those sales.) After we had sold enough of the lot to cover our costs, we could “sell”whatever we had left for even less than we had paid for it ... anything we got was all profit, then.

When a small closeout lot came in some kind of counter or stand-up display ... as theshavers did ... we could simply place the displays in various retail locations “on consignment.”(Again, I employed High School and College students to handle the consignment placementsand service the accounts.) — We had the merchant sign a receipt for the number of items left ininventory ... with their agreement to pay us for those that were sold. — That’s called “rack job-bing.”

Every week or so, we would return to the retail locations and count the number of itemsleft in the display. The merchant would pay us for those that had been sold.

By the way, since a “rack jobber” is bearing the cost of the inventory and is responsible forstocking and maintaining the display, the merchant is usually only allowed a 25% profit on thesales. — Actually, you could buy from wholesalers and resell as a rack jobber and still makemoney ... usually 15% to 20% of the retail price ... most of them do.

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If you had enough locations and ample inventory, you could become a millionaire inone-year or less as a “rack jobber” yourself. — The WHOLESALER who had over 200 retaillocations he serviced was a millionaire many times over ... that was back then, today his fortuneswould be even greater ... so, don’t discount the possibilities.

One of the problems we faced back then was not always having any small closeout dealswe could use to make our “bread & butter” money - but - we were always able to average from$500 to $1,000 per week ... when most men were working for from $2 to $3 per hour ($80 to $120per week).

Today, you don’t even have to worry about it.Every month, “Closeout News” publishes nearly 100 pages (tabloid size) of both

“closeouts available” and “closeouts wanted” from all over the country.Looking through just one issue of “Closeout News,” you will find at least 200 (usually

more) “sellers” of closeouts, liquidations, overruns, overstocks, seconds, shelf pulls, etc. ... withfull descriptions and prices ... from novelties to clothing; foodstuffs to pornographic videos; fromhealth & beauty aids to shoes; from hand tools & power tools to vitamins ... everything from A toZ and in between. — The ads have the addresses, telephone & FAX numbers, email addressesand websites, so you can actually “buy” directly from the ads.

Since you now know that every “seller” is also a “buyer,” you can add hundreds uponhundreds of possible “buyers” to your list from the monthly issues of “Closeout News.”

If you are into closeouts; or want to be, I highly recommend that you get your personalsubscription to “Closeout News.”

CLOSEOUT NEWSSuite #510

5900 Wilsshire Blvd.Los Angeles, CA 90036

Telephone: (323) 525-2527FAX: (323) 525-2531

OnLine: http://www.thecloseoutnews.comThere is really no need for you to pay someone a big fee; then split your profits with them,

when it comes to doing “closeout” deals. — When you come across a “lot” of closeouts, simplylook in “Closeout News” for someone who is selling the same kind of products. Contact them.Tell them what you have. — Odds are you’ll find a buyer quicker than you might think - and -you won’t have to split your profits with anyone.

You can even “buy” from the sources in “Closeout News” and set up your own “rackjobber” business.

My friend and I averaged from $500 to $1,000 per week with the “bread & butter” deals.You should be able to do even better than that using the sources we didn’t even have back then.

While my friend and I were making our “bread & butter” money and grabbing the BIGFees when we could, we began concentrating on getting those sellers to tell us what they wantedto buy; how many they would buy and how much they would pay for it; and getting those”buyers” to come to us when they needed anything.

Some of the things we did have never been revealed before ... except to my kids andgrandkids; when they ASKed.

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What is a “Known Buyer?”You have already learned that ...

Every “seller” is also a “buyer.”BUT ...

Not every “buyer” is a “known buyer.”When you make a sale to someone, they become a “known buyer” because you “know”

what they bought, how many they bought, and how much they paid - so ...In order for a “buyer” to become a “known buyer” you must KNOW ...

1) What the “buyer” buys.2) How many the “buyer” buys.3) How much the “buyer” is paying for what he buys.

Once you KNOW that, you don’t have to try to “sell” that “buyer” anything. You just tellthe “buyer” what you have available. — IF you have what the “buyer” buys; in a quantity that“buyer” would normally buy (or fewer); at a more favorable (cheaper) price, the “buyer” willbuy. — It’s that simple.

How can you build a list of “known buyers” if you’ve never sold them anything?Until we found a better way, my friend and I found our “know buyers” as we always had,

by beating the bushes on every deal ... chasing down all the blind alleys ... eliminating the fakesand flakes ... until we found a buyer who wanted or needed whatever was available. — That“buyer” went on our “known buyer” list because we “knew” what they had bought, how manythey had bought, and how much they had paid

There had to be a better, easier way.What we needed was a way to find out what a “buyer” was buying, how many they were

buying and how much they were paying for what they bought ... without having to beat thebushes on every deal.

Eventually, we finally found a way - but ...

We never told anyone what we were doing or how we were doing it.Other members of our group were forever amazed at the number of “known buyers” we

had on our lists and the wide variety of merchandise, supplies, raw materials, equipment,machinery and fixtures we had available. They eagerly worked with us because the fees theycould split with us were substantially better than the fees they could earn on their own.

When we first determined that we had to find a way to locate, identify, qualify andquantify “known buyers,” my friend and I simply began beating the bushes ... as we normallywould ... only WITHOUT having anything specific to offer the potential buyers.

Our original method was simplicity itself. — We would simply contact a possible “buyer”and ASK them, “What do you need?” Explaining that we could usually find whatever theymight need at a more favorable price - and - there was no charge for our services. — If theywould tell us what they needed, we would research our sources to locate the best deals for them.

Since we were telling the buyers that “we would research our sources to locate the bestdeals for them,” we began identifying ourselves as “Business Research Specialists.”

Using that simple method, we were able to locate, identify, qualify and quantify some“known buyers” but it really wasn’t any better, or easier, than the methods we had employedbefore. As a matter of fact, in a great many cases, it was harder, because ...

When we asked a buyer “What do you need?” they would often respond with, “What doyou mean ... merchandise, supplies, raw materials, equipment, machinery, or fixtures?” — Thenwe had to convince them that we had sources for ANYTHING they needed, or wanted. — It took

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time and patience on our part and on the part of the buyer ... most often too much time for the“buyer.” (Remember, we were doing it by telephone so time cost money ... sometimes as muchas $1 per minute; back then..)

Beyond that, most business people really don’t know what they need. They buy a greatmany things but when asked what they need; off the top of their head, without advancewarning, they really don’t know what to tell you. That meant we had to lead them through thelist of things they would buy and try to define what they needed, when they needed it, howmany they would buy, and how much they would expect to pay for it.

In an effort to locate and identify more “known buyers,” we even went so far as to createand distribute ... by mail to potential buyers ... brochures and flyers asking “What Do YOU Need?”The brochures and flyers explained our “research” services and offered to research our sourcesfor anything they might need. — Since we already knew that every “seller” was also a “buyer,”we mailed those brochures and flyers to any and all businesses.

Although it wasn’t a complete waste of time and money, it really didn’t justify the costsinvolved. We identified a few (very few) “known buyers” from our efforts but all-in-all it wasn’tvery productive.

We tried Classified Ads ... “What Do YOU Need?” ... as well. — That effort bombed bigtime.NOTE: A similar Classified Ad in the opposite direction is being used today ... “We Buy Close-outs. Full Inventories purchased for Cash. Normal channels of distribution protected.” ... Asif that Classified Ad would reach the principals who actually have closeouts to sell. — Ifanything, the ad only produces other Finders, small-time closeout dealers, and wannabeesasking “What do you buy?”

The best method we found for locating, identifying, qualifying and quantifying “knownbuyers” was by first telephoning a company and ASKing to speak to the buyer ... if the personwho answered the telephone said they didn’t have a buyer, we ASKed to speak to the owner.

Once we had the buyer ... or owner ... on the telephone, we told them that, as ResearchSpecialists, we had identified a number of sources for the merchandise (supplies, equipment,machinery,, or fixtures) they might normally buy ... at SUPER DISCOUNTED PRICES.

We told them that there was NO CHARGE for our research services and if they wouldgive us their correct mailing address, we would be happy to send them a letter explaining ourservices ... later, we ASKed for their FAX number, so we could FAX them the letter. — We werealways sure to get the correct spelling of their name.

In our letter ... of FAX ... we first Thanked them for taking the time to talk with us on theTelephone. Then, we explained that we were constantly researching the marketplace for SpecialBuys and Bargain Deals.

We then ASKed them to provide us with a list of what they were currently buying ... orwhat they needed ... along with what they were currently paying for those items ... or the pricerange of what they needed. Explaining that there was NO CHARGE for listing theirrequirements with us - and - they would NOT be under any obligation to buy anything ourresearch may locate for them.

Depending upon the type of business we were contacting, we would offer to researchwhatever we thought most appropriate ... merchandise, or supplies, or raw materials, orequipment, or machinery, or fixtures, or any combination thereof.

Our letter was a “sales letter” selling a FREE service.Although we had a “template” of our letter; with a variety of changes we could make for

different kinds of businesses, it was NOT a Form Letter. — Each letter was personallytypewritten and addressed to a specific person at the company, with a Carbon Copy ... usingreal Carbon Paper ... for our files. -- Using this method, my friend and I were able to add a goodmany “known buyers” to out lists.

Then, one fateful afternoon, I telephoned a fairly good sized company and ASKed to speakto their buyer. — The telephone receptionist responded, “I’ll connect you with our ProcurementDepartment.”

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Not knowing what a Procurement Department was, I spent the next hour on thetelephone ... ran up a whale of a telephone bill ... asking about “what” a ProcurementDepartment was and “how” if worked. — The person I spoke to in the Procurement Departmentgraciously answered all my questions.

What I learned was ...A Procurement Department was responsible for locating sources of supply for anything

and everything the company used ... whether it was one piece of specialized machinery or asource for the toilet paper used in all of the company’s rest rooms. — Once a source was located,and a favorable price negotiated, that source was turned over to a Procurement Agent; orPurchasing Agent, who had full authority to actually “buy” for, and in the name of, thecompany.

By the time I got off the telephone, my mind was reeling ... I had even forgotten what I hadoriginally telephone the company about.

From that day on, I quit being a “Business Research Specialist” and became a ...

“Procurement Specialist”NOTE: After careful thought, I decided upon “Procurement Specialist” because I didn’t haveanyone’s authority to “buy” anything in their name so I couldn’t be a Procurement Agent.

Having deciding to be a “Procurement Specialist” instead of a “Business ResearchSpecialist,” I telephoned my friend and told him everything I had learned. — He became a“Procurement Specialist,” too.

Together we re-wrote the “sales letter” that sold our FREE service.Beyond that, we developed a comprehensive Form so the buyers could tell us what they

bought, how many they bought, and how much they paid for each item - or - what they wantedto buy, how many they wanted, and how much they were wlling to pay.

It was actually a “FREE Listing Form” for our services.Over time, our “sales letter” and our “FREE Listing Form” were re-written, tweaked,

enhanced, and adapted dozens of times until we had creatred the absolute ultimate bestpossible.

We also developed methods to locate the merchandise, supplies, raw materials,equipment, machinery, or fixtures our “known buyers” had told us they needed or wanted.

Using those materials ...When we came across ... or developed ... a source that had something to offer, we simply

went through all of our “FREE Listing Forms” to find our “known buyers” who had indicatedthat they needed or wanted that item. Then, we sent that “known buyer” a letter ... or FAX ...with a description of what was being offered, how many were available, and the price.

Sometimes, in order to make an offer to our “known buyers,” we would make a Xerox(photo) copy of a catalog sheet showing and describing what we were offering and mail ... orFAX ... it to the “known buyer.” That way, they could compare whatever was being offered towhat they were currently buying.

In cases where one of our “known buyers” submitted a “FREE Listing Form” looking fora specific item ... indicating the quantity they needed (one or more) and the price they werewilling to pay ... we would go looking for a source of that item. — Ir’s always easier to find“sellers” than it is “buyers.”

One-hundred buyers are always worth more than one-thousand sellers!With all of the “known buyers” and “FREE Listing Forms” my friend and I had, the other

members of our group were forever amazed. They eagerly worked with us because the fees theycould split with us were substantially better than the fees they could earn on their own.

We never told anyone what we were doing or how we were doing it.Now, with the passage of time, it is time for me to reveal what we were doing and how we

were doing it to the next generation of entrepreneurs ... YOU!

How to be a “Procurement Specialist”In the following pages, I am going to share with you the “exact” methods you can use to

become a “Procurement Specialist” and Be A Millionaire in One-year or less.No kidding ... no b.s. ... no hype. Just the way I have done it ... only you will be able to

make far more money, faster, with the communication technologies you have today.

Warning! Warning! Warning!What you are about to learn is taken directly from over 50 years of my own, personal

experience. — The methods, procedures, approaches and techniques in this course are exactlyhow my friend and I did it.

DO NOT, under any circumstances, provide the information in this course to any otherperson. — You paid me to teach you how to Be A Millionaire in One-year or less. — Allowinganyone else access to this information would violate the strict confidentiality of the providedinformation.

Since I don’t know your level of commitment or willingness to follow the plan, under nocircumsatances do I assume any responsibility for negotiations or contracts that may result frompublishing this information.

As a “Procurement Specialist” your primary objective is to locate, identify, qualify andquantify “known buyers.” To that end, you should spend 90% of your time and effort locating“known buyers” — only 10% of your time needs to be spent locating “sellers” ... “sellers” are fareasier to find than “buyers.”

In the land of business, the man who has a buyer is King .NOTE to the Ladies in the Audience: You will have to forgive me. I am noticeably of the malepersuasion. Therefore, throughout my writings you will have to endure my use of maleperspectives. For me to even attempt to fathom the female perspective would be the height ofarrogant audacity. (Any man who claims otherwise is either a fool, or a liar.) But, I will say “Inthe land of business, the woman who has a buyer is Queen.”

Just remember ...

One-hundred buyers are always worth more than one-thousand sellers!In order to begin to locate, identify, qualify and quantify “known buyers” you will have

to contact the “buyers” at companies to whom you want to make your offers. — To get your feetwet, I suggest you start with the companies listed in your Telephone Book Yellow Pages.

My friend and I would start with a general “category” of merchandise, supplies, rawmaterials, equipment, machinery, or fixtures that we already knew were readily available. Then,we would begin identifying companies in the Telephone Book Yellow Pages that we thoughtwould buy those items.

As an example, let’s pretend that you have come across a small closeout lot of “Wilson”basketballs. The “seller” has three dozen of them available. Retail price on the basketballs isabout $40 each ... wholesale cost is about $20 each ... the “seller” only wants $5 each. — Now ...

If you were to just act as a Finder in the deal, you would contact those companies listedunder “Sporting Goods” in your Telephone Book Yellow Pages. — ASK them if they sold“Wilson” basketballs. Tell them you had three dozen available for only $180 — If that personwanted them, you would put them in contact with the “seller.” — If the “buyer” bought, youwould pocket a Finder’s Fee of about $20; maybe $30.

You would only be able to add one “known buyer” to your list as a Finder in the deal. —The same would be true even if you bought the basketballs yourself and resold them ... youwould make more money but you would still only add one “known buyer” to your list. — But ...

Since you are a “Procurement Specialist” you know full well there will be other “sportinggoods” available in the future. Therefore, if you have a list of “known buyers” who buy sporting

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goods, your future will be assured. — Instead of making just one fee; or one sale, you wouldhave a list of “known buyers” for all kinds of sporting goods in the future - AND - after youhave identified a “known buyer” of sporting goods, your first offer to them could be the“Wilson” basketballs.

That being the case, you want to get some (most or all) of the companies listed under“Sporting Goods” in your Telephone Book Yellow Pages added to your list of “known buyers.”— After you get your feet wet using the listings in your Yellow Pages, you can expand to listingsunder “Sporting Goods” in other areas and on the Internet.NOTE: For illustration purposes only, I will continue with our “Sporting Goods” example.

My friend and I used three different methods to locate, identify, qualify and quantify“known buyers” ...

On the HoofTo do it “on the hoof,” simply walk (or drive) around your local area, community, city, or

even state. — Keep your eyes open. — Stop at EVERY place of business that (continuing ourexample) offers “Sporting Goods” of any kind.

When you visit these places of business, DO NOT carry anything with you but yourBusiness Card.

At first, my friend and I carried a brochure explaining our FREE Procument Services ...along with a “FREE Listing Form.” Needless to say, the buyer, or owner, of the business wouldn’ttake the time to read the brochure and bombarded us with a thousand questions about what wedid and how we did it. — We quit doing that right-fast, — SO ...

Upon visiting a place of business that sells “Sporting Goods,” just pretend to be acustomer. — Walk around. Look at what is being offered. — Then, ASK to specak to the “buyer,”or owner, or manager. (I’ll just call that person, the “buyer” from now on, to save some time.)

When you meet the “buyer” ... it may be the person you are already talking with ...introduce yourself and offer them a FREE listing in your personal directory. — Like this ...

“I’m (your name).” — hand them your Business Card — “We offer FREE Procurement Ser-vices for businesses” — or companies — “like yours. Since we deal primarily with SpecialBuysa and Bargain Deals, we can probably save you some mney. If you want, I would behappy to mail you all the information. All I need is the correct spelling of your name and

the address to which you want us to mail the information - or - if you prefer, we can send itto you by FAX or email.”

If the “buyer” shows some interest in learning about your “FREE” services, the buyerwill, without doubt, ASK you to explain more about what you do. — Your answer should besomething like this ...

“As Procurement Specialists, we have connections with a wide variety of suppliers. Weeven have some in the Sporting Goods industry. When those suppliers have a Special Buyor Bargain Deal on their merchandise, supplies, raw materials, equipment, machinery, orfixtures, we let you know about it so you can get the best deal possible. It doesn’t cost youanything. And, you are never under any obligation to purchase anything we tell you about.It will all be explained in the information I can send to you. All I need is the correct spell-

ing of your name and the address to which you want us to mail the information - or - we cansend it to you by FAX or email.”

If the “buyer” persists, simply tell him ...“I’m sorry. I would really like to spend some more time with you but I was just passing by

when I saw your business. I’m running a little late right now. If will give me the correctspelling of your name and your address, I will be happy to mail you all the information..”

As soon as you get back to your office (or home), send that “buyer” the Sales Letter sellingyour FREE services ... along with a “FREE Listing Form” so they can tell you what they buy, howmany they buy, and what they pay for it.

Please be patient. — I will be giving you a copies of the “Sales Letter” offering your FREE

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services and the “FREE Listing Form” for you to use ... as soon as I finish telling you how to goabout contacting the “buyers” for the first time.

By the way, the above “On the Hoof” approach works with ANY KIND of business ...On a short vacation trip with my wife Delores, I once noticed a small Plastics manufac-

turer along the road. — Since I knew of some significant supplies of Styrofoam they used inproduction, I stopped and went to the receiption area and ASKed to speak to the “buyer.”

When I was escorted to the “buyer’s” office, I used the same spiel I would have used at aSporting Goods business. — I even had a good reason to get out of there because my wife waswaiting in the car.

In another similar instance, the receptionist at the company told me I would have to havean appointment to see the “buyer.” — Since I, of course, couldn’t wait, I got the name and ad-dress of the buyer from the receptionist and followed up with my “Sales Letter” and “FREEListing Form” ... mentioning in the opening sentence of my “Sales Letter” that the receptionisthad been kind enough to give me his name. — “I am indebted to your receptionist; Miss Brown,for providing me with your name and mailing address.”

As I said, this “On the Hoof” approach will work well with ANY KIND of business ...retail, wholesale, manufacturer, importer, whatever. — You only need a Business Card to prop-erly introduce yourself.

Here’s a Business Card design you may want to use.

YOUR NAMEProcurement Specialist

Telephone: (706) 000-0000TeleFAX: (706) 000-0000

eMail: you@yourdomain.com

Your Company Name123 Main StreetAnytown, GA 30000

You may use a “company name” on your Business Card, or not, if you want ... it’s up toyou. — Which ever way you go, be sure to make your letterhead for which ever you choose. — Ifyou use a “company name” on your letterhead ... you will simply use a signature block of “YourName” with “Procurement Specialist” below it.

On the TelephoneAlthough making your contacts “On the Hoof” is probably the absolute best way to iden-

tify, qualify and quantify “known buyers,” it also a very slow process requiring a great deal oftime and effort. — It is still the BEST way.

The second best way will be “On the Telephone.”It is actually the same as the “On the Hoof” method - but - instead of physically visiting

the places of business, you simply telephone each company and ASK to speak to the “buyer.” —If the person answering the telephone tells you they don’t have a “buyer,” ASK to speak to theowner. If that fails, ASK to speak to the manager.

Once you have the “buyer” (owner, manger) on the telephone, use the same spiel youwould have used “On the Hoof.” — Of course, you will always have a reason to move on whenthe “buyer” starts asking questions.

I used to keep a buzzer on my desk. — When the buyer started getting into a ho’bunch ofquestions, I would sound my buzzer and excuse myself from the call. Then, I would tell the“buyer” I had another call and get his name, address, etc.

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After you get off the phone, prepare a “Sales Letter” and “FREE Listing Form” to mail,FAX or email to the buyer.

By Direct Mail & eMailIn order to build our “known buyers” list faster, my friend and I trierd a variety of Direct

Mail campaigns. Most of them were failures ... or produced so few leads they weren’t worth theexpense ... but, three of our campaigns were productive.

The LEAST PRODUCTIVE Campaign was a “pre-printed” form letter, just like any otherDirect Mail campaign. — Although the number of responses was small, it did produce some“known buyers” to add to our lists.

All we did was have our “Sales Letter” pre-printed with the headline, “Get Your FREEListing, today!” ... no address on the letter itself; no greeting or salutation ... and mailed it tocompanies for whom we knew we could find Special Buys and Bargain Deals to offer them.

Pre-printed Sales Letters did produce some “known buyers” - but - a MOREPRODUCTIVE Campaign took a bit longer to produce but it pulled three times better than thepre-printed Sales Letter.

In our more productive campaign, each Sales Letter was individually typewritten, theletter was dated, and the company name and address was typewritten (as it would be in anyproper business letter) ... followed by the headline, “Get Your FREE Listing, today!”

Our MOSTPRODUCTIVE Campaign was exactly the same - but - we addressed boththe envelope and the letter to a real person at the company ... by name. — The name of a realperson was taken from the various directory listings ... when a person was named ... if a “buyer”was listed by name, we used it. If there was no “buyer’s” name in the directory listing, we usedthe name of the owner, president, comptroller, or whoever was listed in the directory. We DIDNOT use the headline. Instead, we started each letter with the customary greeting ... Dear Mr.(real name). — This campaign pulled two times better than just the company name alone.

Now ...

Let’s talk about eMailWhen I began writing this course, I decided to test emailing the “Sales Letter” to a variety

of businesses. — It was a dismal failure. — Think about it. How many email messages do youdelete each day?

ONLY ONE of my email campaigns proved highly productive.Remembering that “Every ‘Seller’ is also a ‘buyer.’” — I sent the following email to a

dozen of the names and email addresses I found in “Closeout News” ...Subject: Mr. Jay J. Jones (Personal)

Mr. Jay J. JonesXYZ Liquidators123 Main StreetAnytown, CA 90000

Dear Mr. Jones:

We offer FREE Procurement Services for businesses like yours.

Since we deal primarily with Special Buysa and Bargain Deals,we can save you some mney.

If you want, I would be happy to mail you all the information.

All I need is the correct spelling of your name and the address to which you want us to mail the information - or - if youprefer, we can send it to you by FAX or email.

Yours Truly,

J.F. (Jim) STRAWProcurement Specialist204 Wildflower WayDalton, GA 30720-8029Telephone: (706) 000-0000TeleFAX: (706) 000-0000eMail: jfstraw@businesslyceum.com

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It worked like a charm ... nine of the twelve requested further information.

Some eMail Tricks & HintsPlease re-read the email message I used. — I used every trick my friend and I learned

when we were doing it ... I simply adapted those tricks to the email.To begin with, the “Subject” of my email was a real person’s name, followed by (Personal)

in parenthesis. — WHY?On the Internet, in order to “personalize” everything, almost everything is addressed to a

person’s given (first) name only; which is fine and good on the Internet - but - believe it or don’t,in the “real” business world proper form demands the use of a person’s full name ... preceded byMr., Mrs., Miss, or Ms.

Beyond that, people respond to their own names better than anything else ... especiallywhen their name is addressed in a proper business fashion.

If my subject line had been some hokey headline ... or just Jay; Mr. Jones’ first name ...chances are it would have been deleted before it was read - but - since the “Subject” is the “realperson’s name” it would at least get a scan before being deleted.

Next ... if you will notice ... I opened my email with the person’s name, company nameand address, just as if I were addressing an envelope to that person. — Regardless of what youmay think, proper business letter form is still preferred in the “real” busisness community- AND - by using proper business letter form in all your correspondence, you will be morereadily accepted as another “real” business person.

The same holds true for my greeting ... “Dear Mr. Jones:” — It is the proper businessletter form and it shows respect to the person. (If you don’t show respect for that person, howcan you expect any respect from them?)

Notice I concluded the email message with “Yours Truly,” ... I could have used“Sincerely,” ... again, proper business letter form - and - I fillowed my signature block with myaddress, telephone numbers, etc.

I DO NOT recommend using your business letterhead at the beginning of your emailmesssage because it puts you above the recipient. — Put them first, then follow with your name,address, etc.

Your LetterheadIn ALL of your dealings as a “Procurement Specialist” you MUST use a Business

Letterhead.Here is the letterhead I am currently using ..

J.F. (Jim) StrawProcurement Specialist204 Wildflower Way

Dalton, Georgia 30720-8029Telephone: (706) 000-0000 • TeleFAX: (706) 000-0000

eMail: jfstraw@businesslyceum.comBut, if I were going to use a company name, I would do it like this ...

Straw EnterprisesProcurement Specialists

204 Wildflower WayDalton, Georgia 30720-8029

Telephone: (706) 000-0000 • TeleFAX: (706) 000-0000eMail: jfstraw@businesslyceum.com

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In either case, I use the signature block ...J.F. (Jim) STRAWProcurement Specialist

NOTE: When you use just your name, you are a “Procurement Specialist” ... singular. — Whenyou use a company name, you are “Procurement Specialists” ... plural.

Although there are hundreds of different fonts (type faces) you can use, it is best to use afont that can be easily read by anyone. — I other words, don’t use “Old English” or some kind ofweird font ... make it so anyone can read it - AND ...

You could put your mailing address, city, state and zip code on one line, but it is better ifyour name and address appears on your letterhead much the same as it would on an envelopeaddressed to you.

Another thing. As few as 20 years ago, I would have recommended that you use a “street”address for your business - but - today, it makes little difference. Even some of the largestcompanies in the world now use nothing but a Post Office Box for a mailing address.

Then again, if you think using your home street address would invite people to visit you... FEAR NOT! — For all but about 15 years of the past 50 years, I have used by home or officestreet address on all of my correspondence. During the 35 years or so that I used my streetaddress, fewer than 10 people ever came to visit me unannounced. Everyone else advised me inadvance that they were coming to see me. (If I didn’t have a place to greet them in my home, Isimply advised them to meet me at a convenient Restaurant or Coffee House.)

Back in the day, we had to have our Business Letterhead and Envelopes pre-printed by aprofessional printer. They would typeset it for us and then print us 500 to 10,000 (or more). ALLof our correspondence was then typewritten on those sheets of letterhead and mailed in anEnvelope ... with our address printed in the upper left hand corner ... with the recipients nameand address typewritten on the Envelope.

Today, with the many typesetting and printing facilities on your own computers, you cando it yourself ... if you have the talent and ability. — If not, you should have a professionalprinter do your letterhead and envelopes foryou.

The Secret to Our Greatest Successes!Remember: As my Daddy used to say, “There really aren’t any secrets in this old world.

Only things you don’t happen to know right now.”Of all the campaigns my friend and I used to identify, qualify and quantify “known

buyers,” those that worked best were those where we took the time to actually speak with apossible “buyer” on the telephone first.

That way, when the “buyer” received our “Sales Letter” and “FREE Listing Form” that“buyer” felt familiar with us. From then on, it was much easier to establish a personal rapportwith that person.

Learn and remember this ...Every business ... no matter how big ... is just a box; whether it be a Post Office box or amarble-columned edifice. The real business of that business is done by real people ...people just like you. — No matter what you might think, the real person working at a

Fortune 500 company pulls his britches on the same way you do.

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Your “Sales Letter”On the three pages at the end of this chapter, you will find copies of my most productive

“Sales Letters” ... offering our FREE Procurement Services - AND - on the fourth page, an ExtraEmail Letter you may use for prospecting.

THE FIRST SALES LETTER

The first letter is the PRE-PRINTED “Sales Letter” FORM LETTER my friend and I wouldhave printed by a professional printer. It would then be mailed to a specific category ofbusinesses from the various directories.

If you will notice, the headline “Get Your FREE Listing, today!” is typeset in a sans-seriftype ... Arial and Helvetica are the most common. The body of the letter is typeset in a commontypewriter; serifed, type ... Courier is the most cmmon. Then, each paragraph of the letter is“indented.” — That makes the letter much easier to read. and it will grab the reader’s attention.

NOTE: Standard typewriter type is about an 11-point type.

Enclosed with this letter, you MUST include a copy of your “FREE Listing Form” so theycan respond with the information you need.

This letter was mailed in a Regular #10 Business Envelope, with the name and address ofthe company typewritten on the face of the envelope.

Although this method of identifying, qualifying and quantifying “known buyers” wasthe least productive ... percentage wise ... since we could mail more of them, the number of“known buyers” we produced made it profitable. But, still not as good as those letterspersonally typewritten to a specific person ... especially when we had made contact with thebuyer in person, or on the telephone, in advance of sending them the letter.

SUPER HINT About Your Business Envelopes

At first, my printer printed all my Business Envelopes on regular 24# White Envelopes. —Later, he introduced me to something better.

Instead of using plain white envelopes, he suggested I use the White envelopes with GREENTriangles (diamonds) all around the face of the envelope. — It increased my response factor —SO ...

When you have your envelopes printed, have them printed on White envelopes withGREEN Triangles (diamonds) all around the face of the envelope - or - if you are printing theenvelopes directly from your computer yourself, you can buy those White envelopes with theGREEN Triangles at most office supply stores. — If they don’t have those envelopes, ASK themto order some for you - or - go to another office supply store.

After my printer introduced me to the White envelopes with GREEN Triangles all aroundthe face of the envelope, I used them for all of my Procurement Specialist mailings.

You can bet your bippy, your envelopes will stand-out in any stack of regular mail theperson you are writing to receives because it somehow looks “official.” — That means it will getopened and read.

THE SECOND SALES LETTER

The SECOND SALES LETTER following is to be sent to any “buyer” that gives you theproper spelling of their name and the address ... or FAX number ... to which they want you tosend the information.

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You MUST mail this letter the same day you meet the person to whom you are writing ...next day at the latest.

The ONLY thing you will ever need to change in that letter is the first paragraph ... “It wasa pleasure meeting you on the telephone today.”

If you met them in person ... “On the Hoof” ... it would be simply, “It was a pleasuremeeting you today.”

Then again, such as the instance I told you about earlier, “I am indebted to yourreceptionist; Miss Brown, for providing me with your name and mailing address.”

Or, if one of your contacts gives you the name and address of someone you shouldcontact, “I am indebted to Mr. (Mrs. Miss, Ms) — person’s name — for providing me withyour name as someone who may benefit from our services.” — You would also eliminate the“Per our conversation,” from the next paragraph and begin with “We offer FREE ProcurementServices ...”

You may also use this letter as a DIRECT MAILER with the name and address of a personand company you have taken from a Directory. — In that case, you eliminate the first para-graph, “It was a pleasure meeting you on the telephone today.” - and - also eliminate the “Perour conversation,” from the next paragraph and begin with “We offer FREE Procurement Ser-vices ...”

In EVERY CASE, this letter MUST BE individually produced and personalized to theperson to whom you are writing.

Back in the day, we just had our Business Letterhead and a template of the body ofthe letter. Each letter was individually typewritten ... took some time but the results were wellworth it.

Today, you can prepare a template ot the letter (copy & paste it from this PDF file) in your“text” (typesetting) software. Then, you can change the date, the name and address, and thesalutation (greeting) - and- make any necessary changes to the body of the letter (first paragraph)in your “text” software.

Once you have the letter personalized, you may print it on the Business Letterhead fromyour printer ... just allow enough space at the top of your text file to accomodate your pre-printedletterhead - or - if you have prepared your Business Letterhead on your computer, simply insertthe text file; or copy & paste it, into your lettehead. — Print it and mail it.

Then again, if you don’t have the capability of using a text (typesetting) software on yourcomputer, you can still do it the same way we did ... just typewrite the letter on your BusinessLetterhead.

Enclosed with this letter when you mail it, you must include a copy of your “FREE ListingForm” so they can respond with the information you need.

THE THIRD SALES LETTER

The third sales letter is the EMAIL MESSAGE you should send to those buyers who haverequested information by email. — You will, of ccourse, change the first paragraph to remind thereader about your telephone; or in-person, conversation.

Again, this message MUST be sent the same day you speak with that person ... or the nextday at the latest.

You will have to attach the PDF file of your “FREE Listing Form,” so the reader will havethe form to return to you ... by mail, FAX or email. — If you can not set-up your “FREE ListingForm” as a PDF file, ASK them for a FAX numbr where you can send it.

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This is the same EMAIL MESSAGE you will send to anyone who responds to your EMAILPROSPECTING LETTER. — In that case, you will eliminate the first paragraph and instead of,“Per our conversation, “ you will use “Per our earlier email to which you responded, “

DO NOT send this email message to anyone until they ASK you to. — I tried it and itfailed miserably. — Think about it: How many email do you delete each day?

We didn’t have email back when but, it is a simple matter to copy & paste the EmailMesssage from this PDF file directly into your email composer; make the necessary changes, andemail it.

EMAIL PROSPECTING LETTER

The fourth page following is an EMAIL PROSPECTING LETTER you may want to use. —I had an exceptional response to it when I tested it for you. — But ...

To use it effectively, it MUST be addressed to a specific person at a specific company. — Itried it with just the company name and got no response.

Be sure to use a specific person’s name as the Subject line ... followed by (Personal) inparenthesis.

Again, just copy & paste the Email Messsage from this PDF file directly into your emailcomposer; make the necessary changes, and email it.

NOTE: You may also use these same letters to identify, qualify and quantify “known buyers” allaround the world. — Read my book, “Sell American” ... which was included with this course ...to learn how to export to your international “known buyers.”

Now, all you need is ...

Your “FREE Listing Form”

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YourLetterHead

Get Your FREE Listing, today!

We offer FREE Procurement Services for busineses like yours.

As Procurement Specialists, we have connections with a wide variety ofsuppliers. — When those suppliers have a “Special Buy” or a “Bargain Deal”on their merchandise, supplies, raw materials, equipment, machinery orfixtures, we let you know about it so you can take advantage of the bestdeals available.

Since we deal primarily with “Special Buys” and “Bargain Deals,” weCAN and WILL save you money on your future purchases of the samemerchandise, supplies, raw materials, equipment, machinery or fixtures, youare currently buying.

Our Procurement Services are FREE ... it doesn’t cost your companyanything - AND - you are never under any obligation to purchase anything wetell you about.

We are pleased to offer you a FREE Listing in our Directory of Buyers.

To get your FREE Listing, please complete and return the enclosed“FREE Listing Form.” Just tell us what you currently buy or want to buy,the quantities you normally buy or would like to buy, and your current costor the price you want to pay.

Should you have any questions, please feel free to contact me directlyby Phone, FAX or eMail, for assistance.

As “Special Buys” or “Bargain Deals” come available in your areas ofinterest, we will notify you directly of that availability.

Thank you for your time and consideration.

Yours truly,

(Your Signature)

YOUR NAMEProcurement Specialist

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YourLetterHead

January 3, 2007

Mr. Jay J. JonesXYZ Company123 Main StreetAnytown, CA 90000

Dear Mr. Jones:

It was a pleasure meeting you on the telephone today.

Per our conversation, we offer FREE Procurement Services for busineseslike yours.

As Procurement Specialists, we have connections with a wide variety ofsuppliers. — When those suppliers have a “Special Buy” or a “Bargain Deal”on their merchandise, supplies, raw materials, equipment, machinery orfixtures, we let you know about it so you can take advantage of the bestdeals available.

Since we deal primarily with “Special Buys” and “Bargain Deals,” weCAN and WILL save you money on your future purchases of the samemerchandise, supplies, raw materials, equipment, machinery or fixtures, youare currently buying.

Our Procurement Services are FREE ... it doesn’t cost your companyanything - AND - you are never under any obligation to purchase anything wetell you about.

We are pleased to offer you a FREE Listing in our Directory of Buyers.

To get your FREE Listing, please complete and return the enclosed“FREE Listing Form.” Just tell us what you currently buy or want to buy,the quantities you normally buy or would like to buy, and your current costor the price you want to pay.

Should you have any questions, please feel free to contact me directlyby Phone, FAX or eMail, for assistance.

As “Special Buys” or “Bargain Deals” come available in your areas ofinterest, we will notify you directly of that availability.

Get your FREE Listing, today!

Thank you for your time and consideration.

Yours truly,

(Your Signature)

YOUR NAMEProcurement Specialist

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Subject: Mr. Jay J. Jones (Personal)

Mr. Jay J. JonesXYZ Company123 Main StreetAnytown, CA 90000

Dear Mr. Jones:

It was a pleasure meeting you on the telephone today.

Per our conversation, we offer FREE Procurement Services for busineses like yours.

As Procurement Specialists, we have connections with a wide variety of suppliers. — Whenthose suppliers have a “Special Buy” or a “Bargain Deal” on their merchandise, supplies, rawmaterials, equipment, machinery or fixtures, we let you know about it so you can take advan-tage of the best deals available.

Since we deal primarily with “Special Buys” and “Bargain Deals,” we CAN and WILL saveyou money on your future purchases of the same merchandise, supplies, raw materials,equipment, machinery or fixtures, you are currently buying.

Our Procurement Services are FREE ... it doesn’t cost your company anything - AND - you arenever under any obligation to purchase anything we tell you about.

We are pleased to offer you a FREE Listing in our Directory of Buyers.

To get your FREE Listing, please complete and return the attached “FREE Listing Form” (PDFfile). Just tell us what you currently buy or want to buy, the quantities you normally buy orwould like to buy, and your current cost or the price you want to pay.

Should you have any questions, please feel free to contact me directly by Phone, FAX or eMail,for assistance.

As “Special Buys” or “Bargain Deals” come available in your areas of interest, we will notifyyou directly of that availability.

Get your FREE Listing, today!

Thank you for your time and consideration.

Yours truly,

YOUR NAMEProcurement Specialist123 Main StreetAnytown, GA 30000Telephone: (706) 000-0000TeleFAX: (706) 000-0000eMail: yourname@yourdomain.com

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Subject: Mr. Jay J. Jones (Personal)

Mr. Jay J. JonesXYZ Liquidators123 Main StreetAnytown, CA 90000

Dear Mr. Jones:

We offer FREE Procurement Services for businesses like yours.

Since we deal primarily with Special Buysa and Bargain Deals,we can save you some mney.

If you want, I would be happy to mail you all the information.

All I need is the correct spelling of your name and the address to which you want us to mailthe information - or - if you prefer, we can send it to you by FAX or email.

Yours Truly,

YOUR NAMEProcurement Specialist123 Main StreetAnytown, GA 30000Telephone: (706) 000-0000TeleFAX: (706) 000-0000eMail: yourname@yourdomain.com

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Your “FREE Listing Form”On the following page is a “FREE Listing Form” to use to identify, qualify and quantify

your “known buyers.”Back when my friend and I began our quest for “known buyers,” we only ASKed the

buyers to provide us with a list. — Some of them did but not as many as we would have liked. —Then we learned another one of those secrets.

When anyone ... business person or otherwise ... is asked to “make up a list,” theyprocrastinate. They get all caught up in the mechanics of preparing the list, what the list shouldcontain, and how to present it. — So, they put it off until they have more time - or - worse yet,they simply don’t do it.

By using a Pre-printed Form ... with spaces and blanks to fill in ... they don’t have to thinkabout it. They just do it - IF - they are interested in the purpose of the form.

Since your initial contact and your “Sales Letter” should spark their interest, when youprovide them with a “FREE Listing Form” the chances of them filling in the spaces and blanksfor you will be (almost) assured ... there will still be those who won’t want your services; even ifthose services are FREE.

Over the years, our “FREE Listing Form” has taken on a wide variety of appearances andrequested a good number of different pieces of information. Some of the information werequested seemed to offend the buyers. We found other items we really needed to know andother things we didn’t need.

Funy thing, in the beginning, we didn’t ask anyone to sign the form. Then, we startedhearing from people asking “Where do I sign the form?” Seems, in their eyes, the “FREE Listing”wasn’t official until they signed it.

The “FREE Listing Form” published on the next page is the final result.Please take some time to read over the form. — It is very, very simple - but - it will

enable you to qualify and quantify your “known buyers.” — Pay special attention to the lastitem on the form ... “Special Notice.” That notice alone has produced some phenomenal dealsover the years.

If you are going to be sending your “FREE Listing Form” by eMail, you will have to turnit into a PDFfile for transmission. — So ...

First, either typeset the form yourself; on your computer (just Copy & Paste the form intoyour typesetting software), or take it to a professional printer to have it typeset. — Get as manycopies printed as you think you will need for your immediate use - or - print them as neededyourself.NOTE: One of the beauties of PDF files is that you can print any single page of this course. Justselect the “print” function on your computer. Then, print a copy of the “FREE Listing Form” totake to your printer for typesetting.

Once you have your form typeset, ASK your printer if they can scan it and make a PDF filefor you. — If they can’t, ASK if they can provide it to you as a digital file. If they can, get them togive (more likely sell) it to you on a disk compatible with your computer. Then, telephone all ofthe other printers and ASK if they can convert a digital file to a PDF file. — If you can’t find one,there are a number of FREE Services on the Internet that can, and will, convert the digital file toa PDF file for you.

If you have typeset your own “FREE Listing Form” on your computer, it should be asimple matter to have that file converted to a PDF file by any number of FREE On-line services.

Even if you can’t find one of the FREE services online, the cost of having your “FREEListing Form” converted to a PDF file will be well worth the cost because it will be providing youwith your own list of “known buyers.” — And ...

Always remember ...One-hundred “buyers” is worth more than one-thousand “sellers.”

We are:

Please list our following requirements for merchandise, supplies, raw materials, equipment, machinery, or fixtures.

NOTE: Make as many copies of this form as you may need.

DESCRIPTION: Describe the merchandise, supplies, raw materials, equipment, machinery, or fixtures, you cur-rently purchase; or would like to purchase. Be as specific as possible. Brand Names are excellent.

QUANTITY: Indicate the quantity you normally purchase; or the quantity you would like to purchase.

COST/PRICE: List the price you are currently paying; or the price you are willing to pay.

Special NoticeIf you have any excess or redundant merchandise, supplies, raw materials, equipment, machin-ery, or fixtures, that you would like to sell, please give us a Description of whatever you have; theQuantity you have available; and the Price you will accept. — We will be happy to check our filesto see if we may have a buyer for you. — Thank You!

Company Name _________________________________________________________________________

Mailing Address ______________________________________________________________________________________

City/State/Zip Code __________________________________________________________________________________

Telephone # _____________________TeleFAX #________________________eMail Address __________________

__________________________________________________Person To Contact

__________________________________________________Signature

o-Wholesalers o-Retailers o-Manufacturers o-Other ___________________

We understand that you will notify us of “Special Buys” or “Bargain Deals” in the categories above listed. — We areunder NO OBLIGATION to accept or even acknowledge any of your notifications.

Please send such notifications by:

o-Mail - o-TeleFAX - o-eMail

________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

QUANTITYDESCRIPTION COST/PRICE

FREEListing Form

Your (or Company) NameYour Mailing Address • Anytown, YourState 00000-0000

Telephone: (000) 000-0000 • TeleFAX: (000) 000-0000eMail: yourname@yourdomain.com

34

Keeping Your “Directory”Back in the day, our “Directory of Known Buyers" was kept on 3"x5" cards and in spiral

notebooks. Then, when we originated our “FREE Listing Form,” we kept those completed formsin alphabetical order in a file folder ... later, I used a 3-hole punch and kept my “FREE ListingForms” in alphabetical order (by company name) in a 3-ring binder.NOTE: I highly recommend that you keep ALL of your completed “FREE Listing Forms” inalphabetical order in either a file folder or a 3-ring binder. — I’ll tell you why in a moment.

When we had something (merchandise, supplies, raw materials, equipment, machinery,or fixtures) to offer to our “known buyers,” we went through all of our 3"x5" cards, notebooks,and “FREE Listing Forms” ... one by one ... looking for any of our “known buyers” who boughtthe same or similar merchandise, supplies, raw materials, equipment, machinery, or fixtures.

As you can imagine, as our list of “known buyers” grew and grew, it was a timeconsuming task - but - it was highly profitable.

On those occassions when we didn’t have a “known buyer” in our files that bought thesame or similar merchandise, supplies, raw materials, equipment, machinery, or fixtures, wewould look-up possible buyers in that category and use our “Sales Letter” and “FREE ListingForm” to locate, identify, qualify and quantify some “known buyers” in that category and addthem to our list for the deal we had ... and future deals as well.

Please note that once we had developed our “Sales Letter” and “FREE Listing Form” wediscoutinued our efforts to find ONE BUYER for ONE DEAL at a time. — From then on, weattempted to locate, identify, qualify and quantify “known buyers” for THAT CATEGORY ofbuyers.

Had we continued our efforts to find ONE BUYER for ONE DEAL at a time, we wouldhave only had one “known buyer” ... the one who bought that particular deal ... to add to our listof “know buyers.” By dedicating our efforts to locating, identifying, qualifying and quantifying“known buyers” in a specific category, we were able to add a number of “known buyers” to ourlist in that category ... for the deal we had and all deals in that category in the future.

Now you know why we almost always had a buyer before the others in our group evenbegan looking - and - we NEVER told anyone ... except our kids and grandkids ... what we weredoing or how we were doing it (until now).

Your Directory, Today!Where we had to go through literally hundreds of hardcopy listings ... 3"x5" cards,

notebooks and “FREE Listing Forms” ... to find those “known buyers” who might hava aninterest in a specific type of deal, then prepare an offer to them and mail it (or, later, FAX it), youwon’t have to do it that way. Instead of spending hours looking through hardcopy listings, allyou gotta do is ...

Create a “text file” with the information you take directly from the “FREE Listing Form”submitted by your “known buyer.”

That “text file” listing should include the person’s name to contact, the company name,address, telephone, FAX, email; whether they are a retailer, wholesaler, manufacturer, or other;whether they want notifications by Mail, FAX, or eMail - and - a list of WHAT they buy.

Your list of WHAT they buy should be specific enough to tell you what they buy - but - itshould be in general categories. — In other words, if a retailer buys various sundry products ...toys, cosmetics, etc. ... list only toys, cosmetics; NOT the brand names. — If a “known buyer”buys Caterpillar Tractors, you might list Heavy Equipment. — You get the idea, don’t you?

Post the information from the “FREE Listing Forms” you receive to your “text file” everyday. Then, file the hardcopy “FREE Listing Forms” in alphabetical order in either a file folder ora 3-ring binder.

There is absolutely no need to try to alphabetically post the listings in your “text file.” Justkeep adding the listings to the end of the file ... no matter how big the file gets.

35

When you have a specific deal, simply use the “find” function on your “text file” to locatethe “known buyers” in your list.

As an example: Say you have a “Special Buy” or “Bargain Deal” (closeout, overstock,overrun, whatever) of 10,000 widgets. You would simply use the “find” function on your “textfile” and search for “widgets.” — As you “find” each “known buyer” on your list that buyswidgets, copy & paste their listing from your “text file” into a new “text file” ... I would name thafile “widgets.”

Once you have found all of the “known buyers” on your list who may be interested inbuying the widgets you have available, go to the alphabetical hardcopy file of your “FREE ListingForms” and take a look to see which of your “known buyers” would be interested in buyingall 10,000 widgets ... hopefully you will find two or three; maybe more.

Then again, in some instances, the “seller” will accept orders in smaller lots; not for theentire lot of 10,000 widgets. — In those cases, select those “known buyers” who buy widgets insmaller lots. — Be sure to find out what the “seller” will accept as a “Minimum Order.” — But ...

Before you make any notifications to any of your “known buyers,” determine how youare going to do the deal ... strictly as a Finder, as a Pre-seller, or for your own account. — Then ...

Notify the “known buyers” you have determined would be possible buyers for the dealand wait for them to buy the deal.

SPECIAL NOTEHere’s something I used to do all the time.Any time one of my “known buyers” mentioned their birthdate; wedding anniversary, or

whatever, I would make a note on their 3"x5" card; in my notebook; or on their “FREE ListingForm,” noting that date. Then, I would send them a Birthday, Wedding Anniversary, orwhatever, note ... a “personal note” not a store-bought card ... right before that date.

Right before the end of each month, I would go through ALL of my listings and find those“known buyers” for whom I had listed some kind of personal occassion in the next month. — Iwould set up a separate sheet with their names, addreses, the day of the month, and the occassion.Then, I would prepare a “personal note” (NOT a card) for them for that occassion and mail itright before that day of the month.

It took some time and effort - but - it paid off like a broken slot machine.When you learn one of your “known buyers” birthdates ... or the date or any other

personal occassion ... go into your “text file,” find that person and add that information to theirlisting — like ... “Birthday: January 19” or “Wedding Anniversary: January 19” or “Birth of Son:January 19” or “Birth of Daughter: January 19” or whatever.

At the end of December, use the “find” function on your “text tile” to find “January.” —All of the personal occassions you have posted will be found. — Copy them to another “text file,”and send them a “personal note” for that occassion right before that day of the month.

It will take a little time and effort - but - you can bet your bippy your “personal note” willbe filed in “your file” in their office ... a store-bought card usually won’t get filed - and - theperson receiving your “personal note” will remember YOU.

Think how much faster and easier using your computer will make it. — You can evensend most of your “personal notes” by email ... where I had to send them by uail (or FAX).

36

Making Notifications toYour “known buyers”

When you come across a deal that any (or all) of your “known buyers” might want orneed, you will have to notify them of that availability.

On page following this chapter is a letter that my friend and I used to notify our “knownbuyers” of any deals we had that might interest them. — On the page following that letter is thesame letter done as an email message.

Actually, I really shouldn’t have to give you a letter for you to use ... nobody else does ...I recently purchased a couple books about “Closeouts & Liquidations” ... one for $395, the

other for $97. In both those books, the readers were simply told to “contact a buyer and tell themwhat you have” - but - I promised you I would tell you exactly “what” my friend and I did and“how” we did it, so I won’t leave anything to guess work for you.

Take a look at the letter at the end of this chapter. — It’s really pretty simple - but - letme give you an idea what you need to include.QUANTITY — This should be the full quantity of the particular items the “seller” is offering ...whether it be one or 100,000.DESCRIPTION — Be as concise as possible. Use Brand Names, Manufacturer, ModelNumbers, etc., if possible. Use a “Catalog Description” if you have one. (You can find productcatalogs for almost anything by doing a search on the Internet.) Include whether the items arenew, used, in packages, counter displays, or what condition the item is in, — It is also a goodidea to include the normal retail price and the normal wholesale price - or - the normal dealer’sprice. — Don’t leave anything for your “known buyer” to guess about.PRICE — This can be quoted as each, per dozen, or whatever. If you quote a price “each” andthere are 24 of them available, include the price for all 24 after you quote the price each ... forexample: $1 each; $24 for the lot.MINIMUM ORDER — IF the “seller” will accept orders for less than the whole lot, list theminimum order the seller will accept, followed by the price for the minimum order. Using ourexample above: 6 ($6). — IF the “seller” will only sell the whole lot, don’t just say “all.” Put inthe number and the amount for the whole lot. Using our example: 24 ($24).

If you are acting as a pre-seller; or for your own account, for the deal, your ‘MINIMUMORDER” can be the minimum you want to sell on any single order.

The ABSOLUTE MOST IMPORTANT notation on the notifications you send to your “knowbuyers” is ...

SUBJECT TO PRIOR SALEWithout that notation, you could have a very ticked-off “known buyer” if they ordered

what was offered and you couldn’t have it delivered - and - it can save your buns if you areacting as a pre-seller; or for your own account.

Let’s pretend that you have been offered 100 dozen widgets but you don’t have a “knownbuyer” who would normally buy 100 dozen - but - you do have a number of “known buyers”who do normally buy two or three doaen at a time.

If you need to sell 12 to 15 dozen to cover you “cost” of the whole lot, you could setyour “MINIMUM ORDER” at three dozen. With just four or five orders for your “MINIMUMORDER” you could purchase the whole lot ... any other sales would be pure profit for you- but - if you didn’t sell the first four or five orders, your “SUBJECT TO PRIOR SALE” notationwill allow you to APOLOGIZE to your “know buyer” and explain that the entire lot was gonebefore his order was received but you will try to find some more for him. (Ain’t you a nice guy?)

Then again, if you have already APOLOGIZED to your “known buyer” and a batch oforders come in, you can go back to that “known buyer” and tell him that you have foundanother lot and let him send you the order again.

37

NOTE: When my college edjerkated grandson read that, he said: “They never told us anythingabout doing that in any of my business classes.” — So, I guess you now know something eventhe Business College graduates never learned.

On occasion, one or more of your “known buyers” will request a more detaileddescription of what is being offered ... especially when you are notifying them of a piece of usedequipment or some item that might not be easily described.

Back in the day, we would have to find a “catalog” that had that item in it, photocopy(Xerox) a copy of that catalog page and send it along to the “known buyer” who requested it.Sometimes, we sent a photocopy of the catalog page with each and all of the notifications to the“known buyers.” — The catalog page also allowed the buyer to see the actual sales price of theitem from the catalog.

If I were doing it today, I would simply do a “search” for the specific item online andeither print out the web page that offered the specific product and send it along with thenotification - or - if my “known buyer” was online, I would simply refer him to that web page ...of course, the web page you refer him to should show a price well above what you are offering.

Even back then, there were those instances where a catalog sheet simply wouldn’t do- so - we would get a camera and take pictures of whatever was being offered and send thosepictures to the buyer.

Today, you can get a throw-away camera at just about any supermarket or drugstore.Take pictures of whatever is being offered. — Then, when you have the pictures developed, ASKthem to give you digital copies of the picturs on a CD. — You can either print out those digitalpictures on your computer to send to the buyer - or - insert one or more of the pictures in an emailto the buyer.

Boy ... I wish we had that capability back then. — It would have saved me hours andhours of time photocopying catalog descriptions and taking pictures.NOTE: If you don’t currently have computer software to do it using the new technologies, justdo it the same way we used to do it. — It won’t be long until you will be able to afford to buy anyof the fancy computer software you want. — A million dollars goes a long way ... even today.

38

YourLetterHead

January 19, 2007

Mr. Jay J. JonesXYZ Company123 Main StreetAnytown, CA 90000

Dear Mr. Jones:

In accord with your listing in our Directory of Buyers, we have thefollowing available.

QUANTITY:

DESCRIPTION:

PRICE:

MINIMUM ORDER:

SUBJECT TO PRIOR SALE

If you are interested in purchasing any or all of the above, pleasecontact me directly by telephone, FAX, or email.

Thank you for your time and consideration.

Yours truly,

(Your Signature)

YOUR NAMEProcurement Specialist

39

Subject: Mr. Jay J. Jones (Personal)

Mr. Jay J. JonesXYZ Company123 Main StreetAnytown, CA 90000

Dear Mr. Jones:

In accord with your listing in our Directory of Buyers, we have the following available.

QUANTITY:

DESCRIPTION:

PRICE:

MINIMUM ORDER:

SUBJECT TO PRIOR SALE

If you are interested in purchasing any or all of the above, please contact me directly bytelephone, FAX, or email.

Thank you for your time and consideration.

Yours truly,

YOUR NAMEProcurement Specialist123 Main StreetAnytown, GA 30000Telephone: (706) 000-0000TeleFAX: (706) 000-0000eMail: yourname@yourdomain.com

40

Closing The DealsNo matter how many “known buyers” you notify about a deal, if you don’t “Close The

Deal,” you won’t make any money.In the notifications you sent to your “known buyers,” you told them ...

“If you are interested in purchasing any or all of the above, please contact me directly bytelephone, FAX, or email.”

But ... what do you do next?That all depends upon how you have structured your deal.If you are working as a Finder ... which is the way I usually handled the bigger deals so I

wouldn’t have to do anything but put the buyer and seller together, let them make a deal, andcollect my fee ... when one of your “known buyers” contacts you about buying the deal, yousimply relay that buyer’s name, address, etc., to the seller who will be paying your fee. — Here’show you do it ...

When one of your “known buyers” contacts you about buying the deal, tell them ...“Just send me a note by mail, FAX or email, and I will have the seller contact you.”

You are a “Procurement Specialist” so (in this case) you are NOT the seller. Your buyerwill accept that you will have to put him in touch with the seller without question. — If the buyerdoes question you, simply tell him, “I am a Procurement Specialist, not the seller.”

Once you have the note from your “known buyer” expressing an interest in buying thedeal, simply send a copy of that note to the seller in accord with your Finder’s Fee Agreement. —Wait for the buyer and seller to do their deal. — Collect your fee.

PLEASE read; or re-read, my Finder’s Fee course which was included with this course. Itwill teach you how to get a Finder’s Fee Agreement and how to relay your buyer’s informationdirectly to the seller. — DO NOT, under any circumstances, relay your buyer to the seller untilyou have an agreement from the seller to pay your fee. — Get it in writing. Put it in writing.

Although acting as a Finder is one of the easiest ways to make money from your “knownbuyers,” you will soon learn ... as my friend and I did ... that there are a lot more deals where theFinder’s Fee to be earned wouldn’t justify the time and expense of doing the deal. — In thosecases, you can (as we did) do the deal for your own account ... either as a Pre-seller, or bybuying; or controlling, the deal and re-selling it.NOTE: If you will notice, for the lack of a better word, I use the word “sell” when writing aboutletting your “known buyers” buy what you have to offer - but - you are really NOT SELLING ...you are simply telling your “known buyers” about something you have available; somethingthey are already buying, and letting them buy it from you.

When working as a Pre-seller, there are a variety ways to handle the sale ... dependingupon how you are doing the deal.

If it is a small lot where you are only going to let one of your “known buyers” buy thewhole deal, when a buyer inquires about buying the lot, simply send them an INVOICE for theentire lot.

At the end of this chapter is an INVOICE that I have used for years.Notice on the INVOICE there are places for the buyer’s “Telephone Number,” “Special

Instructions,” “Terms.” and “Your Order Number.” — On the INVOICE you send, put in yourbuyer’s “Telephone Number.” Leave the “Special Instructions” and the “Terms” blank. — In the“Your Order Number” put in how the order was received and the date ... like this: By Phone -1/19/07 - or- By Email - 1/19/07 - or - By FAX - 1/19/07

When your “known buyer” receives your INVOICE, most of them will simply pay theINVOICE and send it back to you with their payment. — You, then, buy the deal from your sellerand have it shipped directly to your buyer.

41

In those rare cases where the buyer wants a 30-day billing; or whatever, ASK them if theyhave established an “Open Account” with you. — Since they haven’t, have them send you threecredit references; the name of their Bank; and any other information you can think of to establishtheir “Open Account” - and - tell them if they go ahead and pay the INVOICE, you can arrangeshipment for them while their “Open Account” is being established.

That works almost every time - but - when the buyer is willing to wait for an “OpenAccount,” you might (if the profit is good enough) want to find a way to finance the deal for the30-days; or whatever. — You might even ASK your seller for the same terms yourself ... get paidby the buyer, then pay the seller - but - be sure to check your buyer’s credit before you do it, to besure you are going to get paid.

Another way to handle it is to tell the buyer that you can’t hold the shipment while youestablish an “Open Account” for them since the deal is “SUBJECT TO PRIOR SALE.” — Ifsomeone else wants to buy the deal before their “Open Account” is established, the deal will begone.NOTE: Back in the day, we could only accept checks and money orders in payment. Today, youhave more options ... Credit Cards and PayPal for instance.

Here’s what to do if you are going to try to Pre-sell enough pieces of an entire deal tocover the cost of the entire deal.

When a buyer inquires about buying the “Minimum Order” you have established ...BEFORE you send an INVOICE ... ASK them to send you a “Purchase Order.” — Somebusinesses have a pre-printed “Purchase Order” they can send you ... not most; or even many,just ‘some.’ — SO ...

On the second page following this chapter is a “Purchase Order” form you can haveprinted ... with your name or company name on it, of course.

If one of your “known buyers” inquires about buying the “Minimum Order” you haveestablished, just ASK them to send you their “Purchase Order.” — If they say they don’t have a“Purchase Order,” just tell them you will be happy to send them one by FAX ... or mail. (Iwouldn’t recommend sending it by email ... unless you want to have it converted to a PDF file toattach to an email.)

Since a “Purchase Order” is NOT a demand for payment ... as is an INVOICE ... shouldyou not produce enough Pre-sold orders to cover the cost of the entire lot, you can APOLOGIZEand tell the buyer that the deal was SUBJECT TO PRIOR SALE and it had already been soldwhen you received their “Purchase Order.”

Once you have enough “Purchase Orders” for the “Minimum Order” you haveestablished, send those who sent you a “Purchase Order” an INVOICE. — Get the paymentsfrom your buyers. Buy the entire lot from your seller. — Keep making notifications to your other“known buyers” to sell the remainder of the lot ... you can even drop the price because anythingyou sell for is pure profit. But ...

What Do You Do With The Left-overs?Let’s pretend you were offered 100-dozen widgets. You Pre-sold enough of them in

10-dozen “Minimum Order” lots to buy the entire lot and sold some more after you had boughtthe entire lot - but - you still had 20-dozen left-over. — What could you do with them?

You could place them to sell On Consignment.Just take your left-overs to “sellers” (from here on, I will refer to them as “merchants”) in

your area that normally sell the same (or similar) widgets. Put your widgets in their place ofbusiness (store; or whatever). When the widgets are sold, you get paid for them under your“Consignment Agreement.”

For your convenience, a “Consignment Agreement” in included at the end of thischapter..

As I told you earlier, I usually paid High School and College students; on commission, tohandle the consignment placements and service the accounts.

But, don’t get the impression that you can only sell consumer goods on consignment.

42

About 35 years ago; while driving home from my office, I saw a Bulldozer on the side ofthe road with a “For Sale” sign on it. Of course, I stopped and got all the information about theBulldozer ... make, model, etc. ... and found out how much the owner wanted for it.

The next day, at my office, I called a number of Used Heavy Equipment Dealers aroundthe country to find out what they were asking for the same Bulldozers - and - I ASKed if theyhappened to have one for sale. — I learned that the owner/seller was asking about one-third ofthe going price and only one of the Used Equipment Dealers had a Bulldozer like it in stock. —So, I went back to the owner/seller and took “control” of the Bulldoaer (I’ll tell you how I did it,shortly.)

After I took control of the Bulldozer, I put out a notification to all of my “known buyers”who regularly dealt in Used Heavy Equipment, those who had expressed an interest in buying apiece of Heary Equipment, and those involved in the Construction industry. — As I hadexpected, I didn’t get any inquiries immediately ... a Bulldozer isn’t something you buy; or sell,every day.

Over the next couple weeks, every time I drove by that Bulldozer; with the “For Sale” signon it (the owner/seller was going to refer anyone who inquired about it to me) I would try tofigure out “how” I could get a buyer for it. — Then, I had an idea.

There was an aggressive “Used Car Lot” in our area that ran big ads in the newspaper twoor three time each week. — In each of their ads, they had a “Special Buy of the Week” with apicture, description and price of a specific vehicle. — So, I went to them with an advertising idea.

Instead of running a car, pickup, or van, as their “Special Buy, “ why not run a Bulldozer... it would not only spark some amusing comments, if the Bulldozer sold they would make anice profit. — They went for the idea. — I told the Car Lot owner the going price for theBulldozer; the price I would accept, and told him to list his price well below the going price ...with a line under his price stating, “Regularly Sells For $____” (the going price).

Getting the seller’s permission, I paid over $200 to get the Bulldozer moved from the sideof the road where it was to the “Used Car Lot.” — The owner of the Car Lot took some picturesof the Bulldozer and ran it as his “Special Buy” in his next week’s advertising.

As luck would have it, one of the local Radio DJs saw the ad and made some jokes aboutthe Bulldozer for sale at a Used Car Lot. — That inspired a comical news story in the newspaper.— The Bulldozer sold that week.

Over the next year, the Used Car Lot took four other pieces of equipment on consignmentand did the same thing. — We both made money. — SO ...

Please remember that ANYTHING can be sold on consignment.By the way ...

Here’s something you need to remember when dealing with any kind ofUsed Equipment Dealers.

Used Equipment Dealers usually don’t buy a piece of equipment unless thay normallysell a ho’bunch of that particular piece of equipment. For that reason, when you send them anotification of a piece of equipment you have available, they may simply file the information forfuture use ... in case someone asks about buying a piece of equipment like it. Then, they willASK you if you still have that piece of equipment available.

One of the members of our group (not my friend; or me) once sold a hard-to-sell piece ofequipment rather deviously. — After sending out a notification of the availability of that piece ofequipment to all of the “known buyers” on his list who might buy it, he arranged for some of hisfriends (stooges) ... 5 of them; if memory serves ... call a number of Used Equipment Dealers onhis list. His friends ASKed each of the dealers if they happened to have that particular piece ofequipment.

Since each Used Equipment Dealer had had at least five telephone calls asking about thatparticular piece of equipment, each of them started thinking there was a “demand” for it. —They asked our group member if it was still available and he told them that, since it was offeredSUBJECT TO PRIOR SALE, he would have to check and get back to them.

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When the member of our group told them that it was still available, each of the dealerscalled back the five people who had inquired about it and told them that they could get one forthem. — Of course, the stooges then asked for pictures of it and asked where they could see it.

That week, one of the Used Equipment Dealers bought that piece of equipment and had itmoved to his sales lot. But, when he called back the stooges who had wanted to buy one like it,each of them told him they had already bought one.

I DO NOT recommend that you use any tactic like that ... I never have ... but, I haveincluded it because “it has been done.”

Now, here’s ...A Way To Use “Consignments” to Make Bread & Butter Money!

You can buy sundry products from the sellers in “Closeout News” and place them forsale on consignment in retail stores in your area. — You’ll be able to give the merchants someadditional inventory and let them make a buck doing it ... since your prices will be far belowwhat they would have had to pay a regular wholesaler.

Be generous with the profits you allow the merchants to make so they’ll welcome youevery time you come to re-count the inventory and add more inventory.

As a Pre-seller you can also send out notifications to your “known buyers” who buymerchandise like the merchandise you find in “Closeout News.” Believe it or not, 999 of 1,000 ofyour “known buyers” won’t know anything about “Closeout News” or the kind of deals youcan find in every issue. -- Just remember ...

You are offering “Special Buys” and “Bargain Deals” ... NOT closeouts.AND -- you can always ...

SELL IT ON eBAY!When you have leftovers ... where all of your costs have been met ... you can always sell

them on eBay. -- Anything you get for those items will be 100% profit to you.Then again, if you are buying and selling for your own account, you can probably find a

ton of stuff to sell in every issue of "Closeout News."

Telephone Number Special Instructions Terms Your Order Number

QUANTITY DESCRIPTION UNIT PRICE AMOUNT

SOLD TO:

Thank You for your patronage.

Your (or Company) NameYour Mailing Address • Anytown, YourState 00000-0000

Telephone: (000) 000-0000TeleFAX: (000) 000-0000

eMail: yourname@yourdomain.com

SHIP TO:

I N V O I C EI N V O I C E INVOICE #: ________________

DATE: ______________________

___________________________________

___________________________________

___________________________________SUB-TOTAL

SHIPPING

TOTAL DUE

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Your Purchase Order # _____________

PURCHASEORDER

Your (or Company) NameYour Mailing Address • Anytown, YourState 00000-0000

Telephone: (000) 000-0000 • TeleFAX: (000) 000-0000eMail: yourname@yourdomain.com

Company Name _________________________________________________________________________

Mailing Address ______________________________________________________________________________________

SHIPPING Address __________________________________________________________________________________

City/State/Zip Code __________________________________________________________________________________

Telephone # _____________________TeleFAX #________________________ eMail Address __________________

__________________________________________________Person To Contact

__________________________________________________Signature

________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

QUANTITY DESCRIPTION PRICE

TOTAL

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Consignment AgreementWe, the undresigned, do hereby accept the following item(s) from (Your Name or

Company Name); herinafter the “Vendor,” on consignment:

Your (or Company) NameYour Mailing Address • Anytown, YourState 00000-0000

Telephone: (000) 000-0000 • TeleFAX: (000) 000-0000eMail: yourname@yourdomain.com

The above “Retail Price” is subject to our discretion. We understand the we may marketthe item(s) at any price above our “Cost” we think appropriate for our customer base.

We agree to pay the Vendor for the item(s) sold; at the “Cost” price listed above, upon arecount of the “Quantity” listed. — Such recount to be conducted on or about (Date) .

Company Name _________________________________________________________________________

Mailing Address ______________________________________________________________________________________

SHIPPING Address __________________________________________________________________________________

City/State/Zip Code __________________________________________________________________________________

Telephone # _____________________TeleFAX #________________________ eMail Address __________________

__________________________________________________Person To Contact

__________________________________________________Signature

________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

QUANTITY DESCRIPTION YOUR COSTRETAIL PRICE

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You Don’t Have to Buy the DealJust “Control” it!

Over the years, although I have had money enough to “buy” almost any deal, in mostcases I have chosen to just “control” the deal ... without putting up any money (like I did with theBulldozer). — To do that, I have used an ...

OPTION TO PURCHASESo ... what is an “Option To Purchase?”An option gives you absolute “control” of a piece of property (any kind of property)

WITHOUT BUYING IT. — By having an option on a piece of property, you have the exclusiveright to either buy that property, or NOT to buy it.

The choice (option) is yours ... and yours ALONE. — It is an “exclusive” right. — Thatmeans NO ONE ELSE can buy or sell that property during the term of your option ... not eventhe “owner/seller” of that property.

If the seller sells the property to someone else, while you hold this exclusive option, youare entitled to any monies the seller receives over the price you have agreed to pay for theproperty — or — if the seller sells the property for less than what he agreed to sell it to you for onyour option, you can collect the difference from the seller. — ‘Exclusive’ means ‘exclusive’ underthe law.

Right now, I think I heard some schmarty-aleck say, “Nobody is going to give me anoption with that kind of control over their property.”

In a way you are right, nobody is going to “give” you an option on their property - but -you can “take” an option on it. — Let me explain ...

Business is, and always has been, one of the very few level playing grounds inthe world.

There are NO Free Lunches in the business world. — No one is required to “give” youanything. — It doesn’t matter whether you are white, black, red, yellow, or purple with orangepolka dots; male or female; young or old; tall or short; in the business world you only get whatyou have earned ... be it money, respect, friendship, fame, or just the opportunity to do a deal.

In the business world, you earn the opportunity to do another deal by doing what youpromise to do, when you promise to do it, on the first deal. — That means you must NEVERattempt to do any deal in business unless you are willing to see the deal through to the end ... winor lose.

‘Nuff said.When an “owner/seller” lets you take an option on their property, they are taking NO

RISK. — If they have been trying to “sell” their property for some time - or - if they really don’twant to put out the effort to sell it, another 30, 60, 90 days (the length of your option) won’t reallybe a risk to them ... if you don’t exercise your option, it will still be the same amount of time theproperty hasn’t sold anyway.

The “Option To Purchase” is really a very simple form, but, before you can use it toaccomplish your goals, you should familiarize yourself with its structure. So ... please turn to thetwo pages at the end of this chapter, where you will find the standard “Option To Purchase”form I have used for as long as I can remember.

Over the years, I have used options to control almost anything you can imagine - and - inmost cases, the option only cost me $1 ... that’s right, $1. — Remember, the “seller” wants to sellthe property (whatever it is) but either hasn’t been able to sell it, or doesn’t want to take the time;or exert the effort, to sell it. For that reason, they are not looking to make money from letting youtake an option. They just want to sell the property - and - they lose nothing if you don’t exercisethe option.

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Although MOST options are taken at a cost of only $1 ... just enough to make it legallybinding ... for larger deals, I have offered $5; or even $10. However, in some major deals, theseller has demanded as much as 10% of the cost of the property for the option (their intent is tomake a profit on the option whether they sell the property or not) ... in those cases, unless I havean absolute confirmed buyer for the property and my profit on the deal is big enough, I simplywalk away (usually the seller comes back to accept my low-cost option when they don’t sell theproperty anyway).

In the business world ... as when playing Poker ... know when to hold’em; know whento fold’em; know when to walk away; and know when to RUN.

Now ... before you read any further ... sit down in a quiet place where you won’t bedisturbed and study the “Option To Purchase” form.

Simple, isn’t it? - But, there are some important parts of the form you should be madeaware of...

Paragraph #1 - which is titled “PROPERTY” - does some very important things for you. Itgives you, your heirs and assigns the exclusive right to purchase the seller’s property at aspecified price for a specified period of time. That “exclusive right” prevents anyone except youfrom buying the property from the seller until your option expires.

If the seller sells the property to someone else, while you hold this exclusive right, you areentitled to any monies the seller receives over the price you have agreed to pay for the property- or - if the seller sells the property for less than what he agreed to sell it to you for on your option,you can collect the difference from the seller. — “Exclusive” means “exclusive” under the law.

Once you exercise your option, you are bound by the purchase price and terms containedin Paragraph #2. So ... don’t even think of exercising your option unless you are ready, willingand able to meet that price under those terms.

In Paragraph #3, you get the right to extend the option for two (2) additional periods oftime by paying the seller another option fee. And, under that agreement, the seller MUST giveyou those extensions; he has no choice in the matter.

You, of course, would only want to extend your option if you had a deal working whenthe option was about to expire - or - you have a plan for the property that extends past theexpiration of the first option period. Otherwise, you can simply let the option expire at the endof any option period.

Paragraph #5(c); last sentence, gives both you and the seller legal recourse if either of youdon’t live up to your respective parts of the bargain.

WHEN YOU HOLD AN OPTION ON A PIECE OF PROPERTY (any kind of property),YOU “CONTROL” THE SALE OF THAT PROPERTY UNTIL YOUR OPTION EXPIRES. Youown the “exclusive right” to buy that property, or not buy that property, or sell that propertyto someone else, or sell the option itself to someone else.

But ... since you are only buying an “exclusive” right, not the property... you cannot, andmust not, sell the property ... unless, of course you are acting as a Pre-seller with a SUBJECT TOPRIOR SALE clause in your offer ... until such time as you have exercised your “right topurchase” (paid the owner the agreed upon price) and taken legal ownership of the property ...even if that legal ownership only lasts a few minutes while you ship (or have the seller ship) it toyour buyer.NOTE: I heartily recommend that you take the time to read my book, “How To Make A FortuneSelling Real Estate You Don’t Own” to learn more about getting sellers to let you take anoption. A copy of that book was included with this course.

As I said ...

You Don’t Have to Buy the DealJust “Control” it!

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OPTION TO PURCHASEKnow All Men By These Presents:

That _________________________________________________________________ (hereinafter referred to as “Seller”)

hereby agrees for and in consideration of _______________________________________________ Dollars ($_____________ ),

paid by _____________________________________________________________________ (hereinafter referred to as “Buyer”)

AS FOLLOWS:

1. PROPERTY: Seller hereby gives and grants to Buyer and to his heirs and assigns for a period of: __________________________________ from the date hereon (hereinafter referred to as “First Option Period”) the exclusive right andprivilege of purchasing the following described real property located at:

_____________________________________________________________________________________________________________

County of ___________________, State of ____________________, and more particularly described as follows:

Together with all rights appurtenant thereto or used in connection therewith. (Said real property and improvements, ifany, shall hereinafter be referred to as "The Property).

2. PRICE. The total purchase price for said property is:

_____________________________________________________________________________ Dollars ($ ___________________ ) ,payable in lawful money of the United States, strictly within the following times, to-wit. All sums paid of this option and anyextension thereof as herein provided, shall be first applied on the purchase price, and the balance shall be paid as follows:

3. EXTENSION OF OPTION. Upon payment by Buyer to Seller of an additional sum of:

_______________________________________________________________________________________ Dollars ($ __________ ),cash or by cashier’s check, prior to the expiration of the first option period, this option shall be extended for:

______________________________________________________________ (hereinafter referred to as “Second Option Period”).Upon Buyer’s payment to Seller of a further sum of:

_______________________________________________________________________________________ Dollars ($ __________),prior to the expiration of the second option period, this option shall be extended for a third period of:

________________________________________________________________ (hereinafter referred to as “Third Option Period).

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4. EXERCISE OF OPTION. This option shall be exercised by written notice to Seller on or before the expirationof the first option period, or if extended, the expiration of the second or third option periods as the case may be. Notice toexercise this option or to extend the option for a second or third option period, whether personally delivered or mailed to Sellerat his address as indicated after Seller’s signature hereto, by registered or certified mail, postage prepaid, and postmarked onor before such date of expiration, shall be timely and shall be deemed actual notice to Seller.

5. EVIDENCE OF TITLE.

(a) Promptly after the execution of this option, Seller shall deliver to Buyer for examination such abstracts oftitle, title policies, and other evidences of title as the Seller may have. In the event this option is not exercised by Buyer, all suchevidences of title shall be immediately returned without expense to Seller.

(b) In the event this option is exercised as herein provided, Seller agrees to pay all abstracting expense or atSeller’s option to furnish a policy of title insurance in the name of the Buyer.

(c) If an examination of the title should reveal defects in the title, Buyer shall notify Seller in writing thereof,and Seller agrees to forthwith take all reasonable action to clear the title. If the Seller does not clear title within a reasonabletime, Buyer may do so at Seller’s expense. Seller agrees to make final conveyance by Warranty Deed orin the event of sale of other than real property. If either party fails to perform the provisions of this agreement, the party atfault agrees to pay all costs of enforcing this agreement, or any right arising out of the breach thereof, including a reasonableAttorney’s fee.

6. CLOSING ADJUSTMENTS. All risk of loss and destruction of property and expenses of insurance shall beborne by Seller until date of possession. At time of closing of sale, property taxes, rent, insurance, interest and other expensesof property shall be prorated as of date of possession. All other taxes, including documentary taxes, and all assessments,mortgage liens and other liens, encumbrances or charges against the property of any nature shall be paid by Seller except:

7. POSSESSION. Seller agrees to surrender possession of property on or before _______ days following writtennotice of the exercising of this option by Buyer.

8. If this option be not exercised on or before the dates specified herein for exercise of same, the option shall expireof its own force and effect and the Seller may retain such option monies as have been paid to the Seller as full considerationfor the granting of this option.

IN WITNESS WHEREOF, the Seller has set his hand and seal this _______ day of __________________________ 19_____.

SELLER:

_____________________________________________________(Signature)

______________________________________________________(Typewritten or Printed Name)

______________________________________________________(Address)

______________________________________________________(City/State/Zip)

______________________________________________________(Telephone Number)

SIGNED IN PRESENCE OF:

______________________________________________________(Notary Pulic)

My Commission Expires: ______________________________

How To Find The DealsFinding deals for your “known buyers” is really the easiest part of your task because

Everybody Sells Something - but - you have to find deals that will sve and make money for your“known buyers” and make a profit for you, too.

Remember, I told you how my friend and I shot ourselves in the foot when we took onproduct lines to sell to our “known buyers.” We because just another salesman trying to sell thesame things every other salesman was trying to sell. — Don’t Do It!

It is so-o-o-o easy to get a Wholesaler or Retailer to agree to pay you a “commission” forbringing a buyer to them - but - finding “buyers” at the wholesale or retail level is a moredifficult task than you really want to undertake. Besides, your “activities will be in directcompetition with the Wholesaler’s, or Retailer’s, own advertising ... making it all that much moredifficult to find a “buyer” who hasn’t already seen their advertising.

The methods and techniques offered in this course are best used to locate “private” and“individual” sellers. — Sellers who are NOT spending all their time; every day, trying to marketa line of products. — But ...

Deals are everywhere!Back in the day, when my friend and I were aggressively pursuing deals, we simply scanned

the Classified Ads in newspapers, magazines, and trade publications for ads offering any kind ofmerchandise, supplies, raw materials, equipment, machinery or fixtures For Sale. — Make aninitial inquiry ... as explained in my Finder’s Fee course. Then, if the deal was worth doing,follow through until we earned our fees.

By the way, a “Trade Publication” is a publication directed to a specific trade, industry,or type of business ... such as: Restaurants, Franchises, Construction Companies, Beauty Salons,Barber Shops, Printing Companies, Plastics Manufacturers, Steel Fabricators, Amusement Parks,etc., etc., etc. ... you name it. Almost every trade, industry, or type of business has a publication(usually more than just one or two).

To find the “Trade Publications” simply go to your local Public Library and ASK to see aDirectory of Periodical Publications. Those directories are divided into classifications. — If youare looking for Used Restaurant Equipment, just check the classification “Restaurants” to findthe publications published for the Restaurant Industry. — They won’t let you take thosedirectories out of the Library so you’ll have to write down the information you need to take withyou. — Later you can, as I did, purchase copies of those directories for your own library - but -most of them are expensive, so use the Library to save your money in the beginning ... you’llsoon be able to afford all the directories you want.

When you have a list of “Trade Publications” for the trade, industry, or type of businessyou are interested in, simply TELEPHONE each of those publications ans ASK to speak to their“Advertising Department.”

Tell the “Advertising Department” that you are considering the possibility of advertisingin their publication and ASK them to send you a “Media Kit.” — In the “Media Kit” you willusually get one or two back issues of the publication. — When the “Media Kit” arrives, check theClassified Ads to find any items offered For Sale.

By the way, sometimes (not always) after you request a “Media Kit” you will also receivethree to six complimentary (free) issues of the publication. — Check the Classified Ads in eachissue for more items For Sale.

Almost any publication in any trade, industry, or type of business should yield at leastone ... if not a ho’bunch more ... deals for you to pursue.

If I were doing it today, I would check every issue of “Closeout News” every monthwhen it arrived in my mailbox. — Remember, 999 of 1,000 of your “known buyers” won’t knowanything about “Closeout News” or the kind of deals you can find in every issue.

Then again, if you want to find some exceptional deals to offer to your “known buyers,”

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52

be sure to read my book, “Exactly How To Make A Fortune Just Snooping Around” ... whichwas included with this course.

If you want to get really aggressive in your pursuit of deals for your “known buyers,” onthe three pages at the end of this chapter I have included copies of a “Pre-printed Form Letter,”a “Sales Letter,” and an “Email Message” you can use to locate some deals. — Use those lettersthe same way you would use the letters you use to identify, qualify and quantify your “knownbuyers” —BUT ...

You MUST make those letters more specific than those you sent to find your “knownbuyers.”

If you will notice, each of the sample letters contains the paragraph, “As ProcurementSpecialists, we are in contact with a wide variety of buyers, who may be interested inpurchasing any — (excess inventories of (whatever)) — (used equipment) — you may haveavailable.”

If you are looking for closeouts of leather goods, that paragraph would read ...“As Procurement Specialists, we are in contact with a wide variety of buyers, who may beinterested in purchasing any excess inventories of leather goods you may have available.”

Then again, if you were looking for used equipment, the paragraph would read ...“As Procurement Specialists, we are in contact with a wide variety of buyers, who may beinterested in purchasing any used equipment you may have available.”

The fourth page following this chapter is a “FREE Listing Form” you can use to get the“sellers” to list what they have available with you - and - on the form, they also agree to pay youa commission if you bring them a buyer.

As when looking for “known buyers,” by offering a “FREE Listing” ... rather than justasking what they have available ... will produce the kind of results you need.

Of course, as with our “Sales Letter” looking for “known buyers,” the ABSOLUTE BESTway to find the deals is to START WITH A TELEPHONE CALL.

If you are looking for closeouts, telephone the company (almost any company) and ASKto speak with “The peson who handles your excess inventories.”

NEVER, NEVER, NEVER ask to speak to someone who handles their “closeouts” ... nevermention “closeouts” unless they mention it first. Always ASK about “excess inventories” ...NOT closeouts.

If the person answering the telephone doesn’t know who might handle their excessinventories, ASK to speak to the owner or manager.

When you get the right person on the telephone, tell them ...“As Procurement Specialists, we are in contact with a wide variety of buyers, who may beinterested in purchasing any excess inventories you may have available. We offer a FREEListing service for any excess inventories you may haave. It doesn’t cost you anything. It willall be explained in the information I can send to you. All I need is the correct spelling of yourname and the address to which you want us to mail the information - or - we can send it to youby FAX (or email).”

Just use the same methods you used to locate your “known buyers.” — Go back andre-read those instructions.

Of course, if you are looking for used equipment, change the “excess inventories” to “usedequipment” in each instance.

By the way, over the past 50 years, I have observed one constant factor prevalent in almostevery industry in this country. — Knowing that one constant factor has provided me with morefees and commissions than any other over the years. — That one constant factor is...

In every industry in this country, you will find used, excess, surplus,redundant and other equipment not being used, just gathering dust in

storage areas and back rooms.

53

As the individual businesses, in any industry, succeed and grow, they must expand andimprove their capacity to do their business. To do that, they acquire bigger and betterequipment in order to serve their customers.

Usually, the source or supplier of the ‘new’ bigger and better equipment will offertrade-in allowances for the old equipment - but - business people (in any industry) are mostoften contingency planners. — So, they ask themselves...

“What if the ‘new’ equipment doesn’t work as well as intended?” — “What if the ca-pacity of the ‘new’ equipment is exceeded?” — “What if the ‘new’ equipment requires repairsor maintenance that takes it off-line?” — “What will we do?”

To be prepared for such contingencies, many (if not most) businesses keep and maintainthe ‘old’ equipment they have replaced with ‘new’ equipment, as a back-up. — Just in case! —They figure they can always “sell” the old equipment, later, to recover any “trade-in allowance”they missed - but - they rarely do.

On the other side of the coin: Every year, in every industry, there are “new” businessesbeing formed. New businesses that need, want and could readily use the used, excess, surplus,redundant and other unused equipment gathering dust in storage areas and back rooms of theirmore mature counterparts, contemporaries and competitors.NOTE: By knowing and acknowledging just this one constant factor in industry, you can use itto provide yourself with on-going fees and commissions in almost any industry you choose ... atany time you choose.

Another way to find the deals ...Watch for “Going Out Of Business” signs on the front of a business ... any kind of

business. — You simply make a deal with the “seller” to pay you a ‘commission’ if you can finda buyer for everything they have left after they finish their “Going Out Of Business Sale.” — Youmight even take an option on everything they have left. — Then, you offer everything they haveleft to the “known buyers” on your list who may need or want those products, equipment, ma-chinery, or fixtures.

Finding deals for your “known buyers” is really the easiest part of your task ...Deals Are Everywhere!

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YourLetterHead

Get Your FREE Listing, today!

As Procurement Specialists, we are in contact with a wide variety ofbuyers, who may be interested in purchasing any — (excess inventories of(whatever)) — (used equipment) — you may have available.

We deal primarily with excess inventories (redundant equipment) thatyou may want to get out of your place of business. — Sorry, we are notinterested in representing your on-going lines of products or services.

Our Listing Services are FREE ... it doesn’t cost your companyanything - AND - we only earn our commission when your excesses orredundancies are sold.

You never have to go beating the bushes; chasing down blind alleys; orwade through any fakes or flakes. — We do that, until we find a buyer foryou.

We are pleased to offer you a FREE Listing.

To get your FREE Listing, please complete and return the enclosed“FREE Listing Form.” Just tell us what you currently have available, thequantity available, price you want, and the commission you will pay.

Should you have any questions, please feel free to contact me directlyby Phone, FAX or eMail, for assistance.

Upon receipt of your “FREE Listing Form,” we will notify our knownbuyers of that availability.

Thank you for your time and consideration.

Yours truly,

(Your Signature)

YOUR NAMEProcurement Specialist

55

YourLetterHead

January 19, 2007

Mr. Jay J. JonesXYZ Company123 Main StreetAnytown, CA 90000

Dear Mr. Jones:

It was a pleasure meeting you on the telephone today.

Per our conversation, as Procurement Specialists, we are in contactwith a wide variety of buyers, who may be interested in purchasing any —(excess inventories of (whatever)) — (used equipment) — you may haveavailable.

We deal primarily with excess inventories (redundant equipment) thatyou may want to get out of your place of business. — Sorry, we are notinterested in representing your on-going lines of products or services.

Our Listing Services are FREE ... it doesn’t cost your companyanything - AND - we only earn our commission when your excesses orredundancies are sold.

You never have to go beating the bushes; chasing down blind alleys;or wade through any fakes or flakes. — We do that, until we find a buyer foryou.

We are pleased to offer you a FREE Listing.

To get your FREE Listing, please complete and return the enclosed“FREE Listing Form.” Just tell us what you currently have available, thequantity available, price you want, and the commission you will pay.

Should you have any questions, please feel free to contact me directlyby Phone, FAX or eMail, for assistance.

Upon receipt of your “FREE Listing Form,” we will notify our knownbuyers of that availability.

Get your FREE Listing, today!

Thank you for your time and consideration.

Yours truly,

(Your Signature)

YOUR NAMEProcurement Specialist

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Subject: Mr. Jay J. Jones (Personal)

Mr. Jay J. JonesXYZ Company123 Main StreetAnytown, CA 90000

Dear Mr. Jones:

It was a pleasure meeting you on the telephone today.

Per our conversation, as Procurement Specialists, we are in contact with a wide variety ofbuyers, who may be interested in purchasing any — (excess inventories of (whatever)) —(used equipment) — you may have available.

We deal primarily with excess inventories (redundant equipment) that you may want to getout of your place of business. — Sorry, we are not interested in representing your on-goinglines of products or services.

Our Listing Services are FREE ... it doesn’t cost your company anything - AND - we only earnour commission when your excesses or redundancies are sold.

You never have to go beating the bushes; chasing down blind alleys; or wade through anyfakes or flakes. — We do that, until we find a buyer for you.

We are pleased to offer you a FREE Listing.

To get your FREE Listing, please complete and return the enclosed “FREE Listing Form.” Justtell us what you currently have available, the quantity available, price you want, and thecommission you will pay.

Should you have any questions, please feel free to contact me directly by Phone, FAX or eMail,for assistance.

Upon receipt of your “FREE Listing Form,” we will notify our known buyers of thatavailability.

Get your FREE Listing, today!

Thank you for your time and consideration.

Yours truly,YOUR NAMEProcurement Specialist123 Main StreetAnytown, GA 30000Telephone: (706) 000-0000TeleFAX: (706) 000-0000eMail: yourname@yourdomain.com

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We have the following excess or redundant merchandise, supplies, raw materials, equipment,machinery or fixtures, available.

NOTE: Make as many copies of this form as you may need.

DESCRIPTION: Describe the merchandise, supplies, raw materials, equipment, machinery, orfixtures, you currently have available. Be as specific as possible. Brand Names are excellent.

QUANTITY: Indicate the quantity available.

COST/PRICE: List the price you will accept for the items.

FREEListing Form

Your (or Company) NameYour Mailing Address • Anytown, YourState 00000-0000

Telephone: (000) 000-0000 • TeleFAX: (000) 000-0000eMail: yourname@yourdomain.com

Company Name _________________________________________________________________________

Mailing Address ______________________________________________________________________________________

City/State/Zip Code __________________________________________________________________________________

Telephone # _____________________TeleFAX #________________________eMail Address __________________

__________________________________________________Person To Contact

__________________________________________________Signature

Please indicate any “Minimum Order” you will accept (if applicable):

____________________________

We are willing to pay a Commission of: $__________ - or - ____% — should you find a buyerfor any of the above items.

________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

QUANTITYDESCRIPTION COST/PRICE

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YOUR GroupWhen my friend and I first joined forces, there were only the two of us. — Soon, other men

and women who were doing much the same thing joined with us. — Our individual fortunesgrew exponentially.

With all of the “known buyers” my friend and I had, the other members of our groupwere forever amazed — but ...

We never told anyone what we were doing or how we were doing it.Over the years, our group expanded world wide. — We had members of our group in

over 40 countries - but - it took us years.You don’t have to do it the way we did.When you purchased this course, you automatically became a member of the ...

“Mercantile Connections Exchange”“Mercantile Connections Exchange” is a Member’s Only group. Membership is strictly

limited to those aggressive entrepreneur’s who have purchased, read and studied this course.

The purpose of the “Mercantile Connections Exchange” is to allow the members of theExchange to share their connections with “known buyers,” and deals they may have available,among and between the members of the group ... as my friend and I did.

Members of the Exchange are invited to list both their AVAILABLE and WANTEDsituations in the daily updated “Member’s Listings” publications Free Of Charge.

Publication of any “Member’s Listing” is to the sole discretion of the publisher andmay be edited or rewritten by the publisher.

While the many and various listings from the members are believed to be from reliablesources, the publisher neither guarantees them, nor assumes any responsibility for contracts orother negotiations which result from publishing this type of information.

The “Mercantile Connections Exchange” is a news reporting and public informationservice available to Member’s Only. — Membership Dues: $240 per year.

Here’s How to Use Your “Mercantile Connections Exchange” MembershipAs a member of the Exchange, you are invited to submit the WANTED situations of

your “known buyers” ... you should NOT submit any specific contact information about the“known buyer,” only the type of merchandise, supplies, raw materials, equipment, machinery,or fixtures that “known buyer” is known to buy - or - is specifically wanting to buy.

You may also list any deals you have AVAILABLE for the “known buyers” of yourfellow members. Again, you should NOT list any specific contact information.

PLEASE don’t list the same items over & over.When a new listing is received, it is published in an email to all of the members of the

Exchange. -- It is the responsibility of each member to keep and maintain those email for futurereference.

Upon receiving a response to YOUR listings, it is your obligation to respond with thepertinent information - and ...

By Posting a Member’s Listing in the “Mercantile Connections Exchange” you areAGREEING to split your commission/fee with other members of the Exchange ... 50/50.

There will only be two (2) members of the Exchange involved on each individuatl deal ...YOU and EACH other Member of the Exchange with whom you close a deal. — I DO NOT getinvolved in your deals ... unless I happen to have a “known buyer” or seller myself (then, wesplit 50/50).

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Here are our ...

RULES OF USE1) You MUST confirm your buyers and sellers before submitting a listing.2) You MUST NOT “spam” the Members of the Exchange.3) You MUST NOT get involved, or get the Members of the Exchange involved in, any "daisy chains."4) You MUST NOT list any offers for any on-going product lines.5) You MUST NOT list any offers for any affiliate programs.6) You MUST agree to split your commissions/fees 50/50 with any Member of the Exchange who closes the deal in your listing with their buyer or seller.7) Deals outside the Exchange ... between members ... are encouraged.

Play fair.

VIOLATION of any of the above rules will result in immediate terminationof membership. — NO REFUND of club dues will be made.

Members MUST report any violation of these rules to the publisher.That’s it ... you now have a group much like the one my friend and I set-up for ourselves

years ago - but - you don’t have to spend the time building your group the way we did.Use the “Mercantile Connections Exchange” to your advantage - and ...

You Can Be A MillionaireIn One-Year Or Less!

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EpilogueLet me close by telling you ...

THREE MAGIC WORDSBack when I was just a boy, I asked my Dad how to succeed. — He told me, “There are

only three words you really need to know to succeed.” — Those words were ...

“Please” & “Thank You”Of those three words, the words “Thank You” are the most important.

Why? — Because ... in this old world, no matter what you might think ...

No One Owes YOU Anything!

Therefore, the simply act of saying “Thank You” is a show of gratitude for whatever(anything) you receive.

In this instance ...

I will take this opportunity to say Thank you to my friend for allowing to me to share oursecrets with the next generation of entrepreneurs.

We did it ...

Go Ye And Do Likewise!

Have You Read Your“business bible” Today??

In all religions, the faithful areconstantly admonished to “read your Bible every day”... or whatever Holy Book the religion adheres to.

Unfortunately, too many people who study doingbusiness read a book once and, thinking they knoweverything it says, never open it again

Those who really succeed, read and study their“business bibles” every day ... re-reading those booksthat relate to the business they are doing. — So ...

Keep this report next to your easy chair ... or onyour desk ... or on the kitchen table ... wherever it willbe seen every day. — Be sure to keep this back coverfacing up ... so you will remember why you have thisreport lying around. — Each time you see it, pick it upand read a few passages. — Your proficiency will buildupon your repetitions.

Try it. You will find that you learn (or re-learn)something every day.

Read Your “businessbible” Today!