Jim Straw passed away on Dec. 3, 2012

[Glenn]

Happy Holidays Everybody,

(EDITOR'S NOTE - Thanks Millard. You could share some of the mistakes
we made adapting NLP Sales Systems on your way to your 1st six figures of Vacation Time-Share Sales. THAT was Nerve-wracking.)

ONWARD.

I got a panicked phone call from a client.

He'd showed up at a Las Vegas Seminar. All seats were sold out at all the
Hotels. Two or three Trade Shows at the same time.

BIG MISTAKE not to Reserve a Room in Advance, right?

I'd ALREADY made the same mistake. So I told him, "Get a 100 dollar bill
and wave it in front of the Hotel Concierge. Tell him or her that You KNOW
they have cancellations all thru the day AND if they find a room for you
they get 100 bucks."

Heh heh.

My client called me back all excited. He was given the PENTHOUSE.
It seems the Concierge Wanted the 100 smackers so badly - he opened
up a 1000.00 a night room!

Thanks,
Glenn Osborn

[Glenn]

Happy Holidays,

I met Pam in an airport shuttle. We began to swap stories.

Pam told me how she made the mistake of Trusting
a partner to rent a 50,000.00 booth up front at a Big Pharmaceutical Trade Show.

Instead he got a cheap booth at the back. Not realizing "The Back" meant
2 or 3 footballs fields BACK.

Frantic.
(Not wanting to return a 1/2 million consulting fee)

Pam began calling all her friends and contacts for ideas. One man was
a very successful dentist in Los Angeles. He had just bought 5000 Little
Mermaid Wrist Watches as gifts for his mostly children practice.

She Pleaded and begged and he agreed to send her all 5000
by over-night FedEx.

Pam Stayed up all night and walked thru all five hotels near the Huge
Facility housing the Trade Show. She shoved a flyer under every door.

FREE Little Mermaid
Disney Watch for
Your Kids When You
Visit Booth 7322!

Then a Map so they could find her booth.

Pam charges drug companies 400,000.00++ to research new drug ideas
And told me she had the Best Results EVER.

Turns out When Mr or Mrs DOC get home the kids say "Mommy - Daddy
What did you get me?"

And thousands of Doctors are willing to fill out a Questionnaire
in return for a Fancy watch - based on the theme of the latest
blockbuster movie.

Made in Taiwan or China - of course.

Thanks,
Glenn Osborn

P.S. - Pam says this MISTAKE has saved her hundreds of thousands in
marketing costs. AND her data is more complete and in depth than ever
before.

[Glenn]

Happy Holidays,

My former partner Judy Kendall told me how the 1st Radar Detector
was invented and sold.

Judy was hired as part-time book-keeper by a company making 50K a year
and trying to get government contracts.

To Keep her Job...Judy walked thru the warehouse. She'd point and say, "What's that?"

One of the things she pointed at was a black box. When she said, "What's that?" the engineer said - "when radio waves hit it - that red light lights up."

Judy asked, "Will it work if radar hits it?"

"I guess. Why do you ask?"

Just said, "Can you make up a couple? If I can sell them you can make some
more."

The men shrugged and went away to make a few black boxes.

Judy put a couple Black boxes in her car.
Tested them by driving by Cops at Radar Traps.

Then she drove to a Big Truck Stop.

Went from driver to driver until she found one willing to TRY OUT
The New Radar Detector.

Judy's Spiel went like this: "This box buzzes and lights when radar hits it. I want you to put this box on your dash board. Drive down past the county
mounty. If the light and the buzzer warn you to slow down before you get a
ticket. AND You LIKE IT. Stop at the next shoulder and give me 50 bucks.
IF You Don't like it - pull over and toss it out the window to me. OK?"

Soon Judy's office wall was papered with WORD OF MOUTH orders for
the new FuzzBuster Radar Detector. But the company was busted and didn't
have the munny to buy parts to build anything.

Judy's bosses said she had made a BIG MISTAKE.

But Judy took the sales manager of the parts supplier down the road to lunch.
(This all happened in Ohio)

Then invited him to her office.

When he saw the 500 orders on the walls AND the foot thick piles of
orders on her desk. He agreed to figure out a way to LEND "Fuzzbuster
Radar Detector" the munny to BUY parts from his company.

In effect The Parts Supplier paid Judy the Munny to PAY THEM.

(I think the fancy term for this is called Factoring.)

Thanks,
Glenn Osborn

P.S. - More Funny Munny Making Stories in my "Holiday Stuff" section:

39 Strategies
from Las Vegas
and How we
Adapted them for clients...

http://archive.enchantednlp.com/products.php?id=100

[Dien Rice]

Originally Posted by Glenn

I got a panicked phone call from a client.

He'd showed up at a Las Vegas Seminar. All seats were sold out at all the
Hotels. Two or three Trade Shows at the same time.

BIG MISTAKE not to Reserve a Room in Advance, right?

I'd ALREADY made the same mistake. So I told him, "Get a 100 dollar bill
and wave it in front of the Hotel Concierge. Tell him or her that You KNOW
they have cancellations all thru the day AND if they find a room for you
they get 100 bucks."

Heh heh.

My client called me back all excited. He was given the PENTHOUSE.
It seems the Concierge Wanted the 100 smackers so badly - he opened
up a 1000.00 a night room!

Happy Holidays!

Thanks for sharing that, Glenn - it's a clever idea!

I can't see why it wouldn't work...

There are a few times in the past when I wish I had thought of this myself! (Now, I'll know for the future... )

Best wishes,

Dien

[Glenn]

“Keep away from people who try to belittle your ambitions.
Small people always do that, but the really great make you
feel that you, too, can become great.” - Mark Twain

Jim Straw lived this quote.

Any stranger could email him an idea or a question.

Jim would get back to you.

How Many people worth a few 100 million DO THAT?

I stumbled across something a while back while doing some F-r-e-e Consulting for a gal I've never met in Georgia.

Madelyn wanted advice on how to market some fancy jewelry made of
different colors of glass. I called the owner of the shop Madelyn dealt with.

A - Discovered the lady Had a Machine that took Color Photos of Your Aura.
Then they matched the Jewelry to Your Aura Photo.

CLEVER.

B - I wrote an ezine about this. Discovered 3 of my Buyers could SEE
a blue Energy field around their hands and legs. And around others.

C - I had a Hunch - Promptly Called all three and walked them thru an
NLP sales Script that SEEMED to turn Negative Thoughts into HAPPY ones.

TaDa!

All 3 reported that the blue aura around their bodies Jumped from a cloud
a foot or two away from their body to YARDS of Room Filling Blue Energy!

Asking NLP Questions Over the Phone Boosted Their Thoughts AND Created
a Much more powerful BLUE ENERGY GLOW from their bodies.

BUT
WHAT
GOOD
IS
THAT?? -- I asked myself.

================
================
TEST Everything - Jim said.
Keep Testing.
Use Mastermind Power to Test. (We've been testing.)

I just did a Consultation with a man who has a new Job with a Bank.

He answers Complaints. He is dead last
out of 25 people.

A couple days after we spoke he reported, "I'm now #1 in Referrals."
Seems like he gets paid something to Successfully Refer a bank customer
to the correct departmental EXPERT - without them hanging up.

No he isn't #1 in sales. But he's not dead last - either.

============
Tonight I got this Note. Seems Like Something we Did together
created an "Aura Energy Whistle."

CHECK IT OUT.

Jim's Advice to use the Mastermind Power of 2 Brains
seems to be taking us in Very Entertaining & Profitable Directions.

Glenn Osborn

----------------------
thank you for your reply, I am writing you at 3am central and I am laughing because you did not warn me about something that happened to me by accident...

I was playing with my son and unconsciously I was whistling the way you do, now keep on mind that at the time I did not notice..sometimes I whistle to my son to see where he is while inside the house...

I whistled 3 times and that was it..it was by escalating the tune the same way you do...well needless to say it is 3am central time and I am so energized I am writing to you and also I came out with 2 ideas to experiment in my cross-selling....

you should have told me this also works without even trying LOL...now I am about to whistle myself down LOL..how did I figured out what happened to me?

simple...I remember being so tired before whistling to my son and when I could not sleep I remembered what I did earlier...

I was laughing LOL...I will tried the questions you gave me..in case you could be more specific I would really appreciated...GOD BLESS...you are the best Mr. Osborn...

[Glenn]

Happy Holidays,

I just did a Free Consultation with one of my Ezine Readers who
recently took a job selling cars at a Large Honda Dealership.

Molly is the only woman.

This gives her Big Advantages. (As long as she can keep what we're doing a
Secret. I've coached a lot of Car Salespeople and worked with dealerships.)

These guys are SHARKS in SHOES.

Here's ONE of the Huge Mistakes Molly is Taking Advantage of where she works.

THE DEALER rents lists of the names of 1000's of people a month with BAD
CREDIT. Then sends them a Direct Mail package which is confusing.

SEEMS to say they get something for nothing.

Molly says there is no F-r-e-e Lunch.

Anyway...

Molly and the 9 other salesmen in the bullpen take turns Trying to Sell
the Prospects the Dealership is able to SUCK thru the door with National
TV, Radio and Local BAD CREDIT Direct Mail.

So.

60% - 80% of the car buying prospects thru the door. HAVE NO MUNNY
And They Have Bad Credit to boot.

(Car Dealerships make Big Bucks on Financing Which is why this dealership is
marketing to Prospects with Bad Financial Habits.)

Molly Tells me even the #1 Salesman waits his turn to sell to people
who stumble thru the front door.

============
============
WHICH MEANS MOLLY Can Be #1
In SALES at This Dealership!

It's Common Sense.

Do the opposite from the majority and you Cannot go Wrong.

SELL
to
People
With Munny and Good Credit.

DUH!

Molly should NOT TAKE A TURN TILTING at the Penniless Prospects Coming
Thru the Door COLD.

Molly is last in sales right now.

So this should be FUN.

In
The
Land
Of
The
BLIND
The
One
Eyed
Woman
Is QUEEN.

We adapted a Billion Dollar Car Sales idea from Lee Ioccoca for Molly.

I - She can't get her hands on the list of past car buyers
as Iococca did - as he jumped from dealer to dealer FORCING SALES
by focusing on Their BUYERS LIST.

II - But a few years back - I spoke to a #1 Cadillac sales lady who spent all
her time chatting with people Getting their Cars FIXED in the Repair Shop.

a - She figured they LOVED their cars or they wouldn't pay to get stuff fixed

b - She figured IF the car was Breaking down - it must be getting old and
they were already thinking of buying a new car.

If Molly Hangs in there
She can Rule the Roost.

Molly Gets paid 400.00 for SELLING Each Car. The other 9 guys Are
Blindfolded And Have both hands tied behind them.

A BIG ADVANTAGE.

Thanks,
Glenn Osborn

P.S. - One of the Tools Molly got from us is to RELAX and De-Stress Herself
and her customers in 60 Seconds.

http://archive.enchantednlp.com/products.php?id=87

[Glenn]

Happy Holidays,

Rufus said, "The Bank Script I have to use makes Customers Mad and they
yell or hang up on me."

Rufus works in the complaint department of a USA Bank.

But the Bank Expects him to Sell Financial Investments to people who call
in with complaints about their bank accounts.

Not EZ with this mandated Script!

When a customer calls in Rufus has to say -

#1 - "Can I ask you a few questions?

#2 - "Do you have an account at a competing bank?

#3 - "Do you have a credit card with someone else?

#4 - "When is the last time you checked your Insurance?"

BIG
MISTAKE
to
Tick off your current Account Customers!

===============
===============
A "Tell The Reason Why"
Mastermind Linking Tactic-

How Rufus Became #1
In Paid Referral Sales...

Turns out IF Rufus can successfully Refer the client to an Expert
in another department - Rufus gets a Fee.

Since Rufus says his phone is monitored.
Rufus says his calls are recorded.

We had to make a Change that is sort of Invisible.

So we Put a REASON WHY in Script Question #1 -

#1 - "May I ASK You a Few Questions Please? You can help me answer
your questions or Refer You to the right Expert if You tell me more about Your finances. Any Different Accounts You might have - so we can keep things straight.

#2 - So do you have any other accounts with us or another bank?

Thanks,
Glenn Osborn

P.S. - Rufus hasn't gotten any direct sales yet. But at least bank customers
aren't yelling at him and hanging up.

[Glenn]

Happy Holidays,

The REASON WHY I'm writing this Sowpub Thread Is -

To Celebrate The Positive Impact Jim Straw and his 700 Info Products
have made on all our lives as Small Business Marketers.

(And to Test an idea for a new INFO Product.)

I'm sure Jim wrote this down somewhere. But I swapped ideas with Jim
and got it in an email.

It seems Jim never went to college because the Principal of his high
school called him to the office one day.

The Principal had seen Jim's car in the parking lot. KNEW it was worth more than his.

The Principal knew Jim Made more munny as a teenager than The Principal
of the entire school made.

HIS ADVICE?

"THE REASON You go to college is to train for a 25,000.00 job. You Already
make more than that. A lot more. So my advice to you is to QUIT school.
Make a lot of munny and HIRE a bunch of college grads to work for one of
your companies. That is how you can contribute the most to your country."

===========
===========
ACTION SUMMARY -

Many of my Mentors say there is MORE to it.

Richard Branson funded a Study of all self made billionaires in The UK
And Europe. Discovered 9 of 10 NEVER finished School.

I Am Convinced The Public Education System in The USA is BUSTED too.

A - You sit in a room -
the Teacher Talks -
you take notes -
You Read the same book the teacher is giving a speech about -
MEMORIZE details and facts.
Then get Tested about what you remember.

ALL of WHICH You Forget in 48 hours!

Which is a GOOD THING - because the Text book is DECADES out of date.

B - In The REAL WORLD Of Shiny New Ideas We Have to TEST Our
Facts and Ideas - Because the Pace of Change UNDER OUR Feet MEANS
what worked Before Will Mostly FAIL Today.

TEST is a Spoon-Full-of-Sugar Word for FAIL.

FAILURE is Guaranteed Unless we constantly make Lots and Lots of Cheap
Low Cost - NO COST Mistakes.

Yet Our Schools Punish us for making Mistakes!

C - I May Be Making a HUGE PUBLIC Mistake here on Dien's Forum. Perhaps
my Effort to Entertain you with "Funny Mistakes that Make Munny"
will FAIL.

However...

I - Testing might turn my mistake into a Success.

II - I've learned to be Kinda' Humble because of my Tests. I Always Guess
WRONG. The Headline or Product Idea I think will be Popular NEVER Wins
in the Voting.

III - You guys and Gals might Make a Suggestion or Comment that TWEAKS
the whole thing into the WIN Column.

Which makes my Point.

Full circle.

Do You THINK Steve Jobs came up with each of his BIG WINNERS in a
Vacuum.

No Testing?
No Mistakes?
No FAILURES before Product Launch?

HECK NO.

The Apple Company Juggernaught is a Testing Machine.

THE BIG QUESTION for investors is this.

What happens to Apple when they run thru Steve's List of TESTED New Product ideas?

Thanks,
Glenn Osborn

[Glenn]

Happy Holidays,

Dana called me.

She had gone to a meeting on a Texas Cattle Ranch.

The AC broke down.

It was 120 degrees in the shade.

Dana found a big stone horse trough outside the big Mansion. Pumped
out of the ground by a Windmill - it was COOL.

Dana is Curvy and loves to flirt.

So I'm sure there was a DARE involved.

Anyway - she climbed into the huge Horse trough with her clothes on.
Not to be outdone by a Girl. Some of the men decided to join her.
ONE Man that Dana particularly liked said he'd jump in too -
IF he could hang his coat and his wallet somewhere.

So Dana jumped out of the horse trough. Hung his suitcoat over a fence
post. And everybody laughed as this gent with the English accent climbed
into the water too.

THE MISTAKE?

Fire ants in the Fence-Post got into Eric's Coat. When he put it back on they
STUNG him by the hundreds. Eric couldn't breathe. Was Rushed to the
Hospital.

Dana didn't leave his side for DAYS.

After he woke up to see Dana's tear-filled smiling face. Eric the Multi-
Millionaire Bought Dana a Castle. And Proposed marriage.

And They Lived Happily Ever After.

The End.

Glenn Osborn

[Glenn]

Happy Holidays,

Jim created information products at an amazing pace. 700+ over 50 years.

I've only created 65 or so.

So I've got a lot of catching up to do.

The ONE Thing Jim and I agree on, however is personally Testing out the
ideas we sell.

Often I'll get a New Product idea while coaching a client. The effort of
explaining and illustrating a new concept - will Shake things up and I'll
announce out loud - to the startled sm biz owner...

"Why am I not selling this idea?"

IN THIS CASE - I made a Mistake.

And the MISTAKE forced me to improvise. And then I went AHA! - "Why
don't I Test this out. Find out if anyone Wants to Buy this idea."

MY MISTAKE:

I'm in a Restaurant booth. A cute little Mexican girl about 4 years old starts
playing Peek-A-Boo with me over the back of the booth.

So I decide to make her a Red Paper Rose.

I start to make the rose and the waitress comes past EXCLAIMS, "Oh, is that
for me! My Birthday is tomorrow!"

Well BLAST.

I gave her my only RED PAPER ROSE.

What to do.
What to do.

I started fiddling around with an Extra Napkin on the table.

I tried it whole.
Too long.

I tore it in half. Too short.

I got another Napkin. Got it just Right. (Boy of boy this sounds like Goldilocks and the 3 Bears!)

I stood up.
Walked to the little Girls Mother.

Said, "Para la Senorita Bonita Pequena" and handed her the white paper Rose
Rose Petals and Stem and leaves and all.

She seemed STARTLED. So I said in English. Your Daughter and I have
been playing PEEK -A- BOO.

She laughed.
Thanked me.
And gave her daughter my Flower.

For the Rest of my stay I had an Entire Table full of Mexican Ladies - Grandmother, sister, Mom and Daughter - Waving and smiling at me.

And my Waitress Sarah - too.

Plus all of my neighbors at other tables were smiling.

=============
=============
My TEST Question is -

Knowing that the Act of Simply Turning A Paper Napkin into a Rose
IN
A
PUBLIC
Place

Improves your service AND gets You
All kinds of Attention
And Smiles

From Women in Line or at a Sports Bar
or At Networking Events.

Not just at any Restaurant you visit.

DOES Anyone Think A Photo or Video Book
with Specific Directions on how to -

A - Turn Any Paper Napkin into a ROSE

B - Close Clients By Taking them to Lunch And Teaching them Rose Making

C - Flirt Stories - Case Studies And Directions Taken From
REAL LIFE - situations...

Be a product that People Might Want to Buy?

Thanks,
Glenn Osborn

P.S. - I can use some Testing ELVES. So If You want to Learn How to
make a Flower out of any paper napkin. E-mail me at [email protected] - and I'll send you Video Directions.