ebooks with resell rights added each month at ebookwholesaler.

Terry Dean (TD): Thank you for having me here, Ted. I’m glad to have the opportunity to help others create their own online success stories.

Ted Ciuba (TC): Terry, you’re one of the Net’s most famous personalities. How did you get started?

From Zero To Hero In 6 Month’s Time

TD: My start wasn’t quite as quick as your three week start-up time, Ted, but I started from a similar position. I was a pizza delivery driver, basically going nowhere. I found the Internet and started a successful online business. It was that direct... That quick. I was able to get my business up and running and producing a full-time income in about six months.

TC: Most listeners would think generating a full-time income in six months is pretty good, Terry!

Super Hero Overnight – Earn More Money In A Single Weekend Than Most People Earn All Year Long!

TC: I recently saw you take on an amazing challenge. I watched you earn more money online at www.TheInternetBootCamp.com in a single weekend – on stage before the world - than most people earn in a whole year of slavery for a wage. Can you give us a little insight on that?

Pick Up A Quick $33,000 In A 3-Day Weekend

TD: That demonstration began as a challenge. A marketing guru asked if I could make $10,000 online in ten days. That’s where I got the idea to launch an online offer during a three-day conference and see how much money I could generate. People could see the action live and learn how they could produce a good online income. That one little promotion produced exactly $33,245 of income.

The Rest Of The Story…
I Earned $55,000 In Three Days…

TD: It gets better… When we talk about those three magic days, I sometimes say I made $33,000 in three days... Other times I say I made over $55,000 in three days. That’s because I had other business offers going on during that same three day period that generated an additional $22,000 in income. Either way you look at it, we actually made $55,000 in three days.

I’d like to refer back for the one promotion that generated $33,000 in three days. Because I was offering an online informational product, 95% of that income was net profit. My total staff consists of my wife and myself, so that $33,000 three-day income is wonderful. That’s as much as I’d earn in three years back when I delivered pizzas.

Rake In Obscene Profits With Internet Orders

TC: You said 95% of that is net profit. Are you delivering your products over the web also?

TD: I do both physical and online digital delivery. That specific product was delivered on CD Rom which costs approximately a dollar plus some shipping costs. On that specific offer, customers got three CD’s.

Digital Delivery EQUALS 100% Profit!

TD: Sure! How about a for instance? I sell a product for $97 at PaperlessNewsletter.com For $97, once they pay their money, purchasers are sent immediately to download the product, which is a set of e-books teaching you how to have your own membership site.

When they download it, they have the product with no delivery cost. The money that comes in is 100% profit after processing fees.

TC: Wow! So either way you cut it, when you’re marketing on the Internet, and when you’re marketing information products, you’re marketing products with an insanely low cost of goods sold!

TD: No, definitely not. The main reason is because costs go down to virtually zero. Part of the reason I can say I earned 95% profit was, with that promotion, I simply went to my existing online e-mail list and made an offer!

It’s not like sending out a direct mail piece, where you have to spend thousands and thousands of dollars in print and mailing costs. I sent out 35,000 e-mails (that’s how large my list was at the time) to the 35,000 subscribers who were subscribing to my free publication. I sent them an e-mail - and it cost me nothing. Think about trying to contact 35,000 people for free in any place other than the Internet.

These Kinds Of Results Were Impossible
Before The Internet

TC: Those kind of numbers are phenomenal! You earned $33,000 because you sent out an e-mail that was free to you, and you had 95% profit in it. I mean, this couldn’t have been done before the Internet, could it?

100% Profit$

It really IS possible to earn 95% - 100% profits!
-Ted Ciuba

TC: What about the risks? Aren’t the risks you take to earn that much money that fast reckless?

Riskless Profit$

TD: Okay, let’s talk risk. When I sent out that offer, how much was I risking? Nothing. If the offers wouldn’t have worked, all that would have happened is I might have looked bad.

If I would have made the web site link something stupid and given the wrong order form - which people have done in direct mail sales letters - or if I had done something bad and not gotten any orders, how much would I have lost? Nothing. I could just have made the offer again with the correct link, or I could make a different offer tomorrow or next week.

Use Your Greatest Asset To Produce
Endless Money On Demand

I can continue to produce money from the same thing over and over again. A lot of people don’t understand how I made $33,000 in one weekend but that’s not anywhere near the overall profits of my list! About every two weeks we send another offer and continually generate income from it.

TC: So you just keep repeating this whole process... And that’s how you’re living the “Internet lifestyle.” Is that right?

Formula To Outrageous Internet Success: Build List, Send Offers, Bank Money, Repeat

No Place But The Internet!

I sent out 35,000 e-mails... I sent them an e-mail – it cost me nothing. Now think about that trying to be able to contact 35,000 people for free, in any other place, besides the Internet.
-Terry Dean

TD: That’s exactly right. That’s what I teach everyone who comes to me now, how to do the same thing I have, which is build a large, opt-in e-mail list, send out offers to it, and continue to make profits over and over again. I don’t want just a one-time sale. I want to develop a relationship with customers and generate sales from now until the day I retire. My income is constantly increasing along with my subscriber list.

TD: Exactly. A lot of people mistakenly think of the Internet and immediately think “Let’s go online and make a bunch of money, real quick.”

TC: Be that as it may, the facts speak for themselves: $55,000 income in a single weekend is kind of “Get Rich Quick.”

TD: Yes, the Internet can get you rich quick, but that’s not the mentality of success. If I would have had the mentality, “I’m going to go on the Internet, make a quick offer, and make a lot of money,” I wouldn’t have gotten that response.

The reason I was able to generate that response from my list is those subscribers have gotten to know me. They know what I offer; they know how valuable the products I offer are.

The Lazy Man’s Way To Riches

TC: Terry, that’s all well and good for you to say – you already have 35,000 subscribers to your list, and you’ve already built the allimportant relationship with your fans... But what about Joe or Jean Average riding around in their car right now?

TD: Someone could come online, and do exactly what I did – tomorrow - simply by going out and finding someone who has a large list already, someone who already has that relationship built up with their subscribers.

50/50, and do exactly what I did, this weekend, just like I did. They don’t have to take the whole time I did, to build up my subscriber base, because there are people who are already doing it.

You just need to go to them, and make them an offer they can’t refuse, so that you can benefit together… The Internet is based on that relationship.

It’s simple… If you don’t have the list, then you need to find somebody who already has a list and has built a relationship with their subscribers.

You can tap into it because that’s where everyone’s online profits come from. Profits come from the credibility and trust that has been produced between a publisher and their subscribers, between a list owner and the list subscribers.

TC: So you’ve then identified the secrets for your success - and you’re identifying anyone’s big success keys as 1) develop that relationship, 2) service your customers and clients, treat them with respect, and 3) bring them other products that are similar.

But you also said that a beginner could go out and put a deal together with an already existing marketer, and replicate your accomplishment this weekend!?

TD: They could. The only difference between what they could do, and what I did, is I got 95% of the money; they would have to settle for 50% of the money, since they’d have to split it with the publisher. But I don’t think that 50% of $33,000 would be too bad for a beginner.

TC: I think it’d be pretty good! In fact, very often we talk about how our goals and objectives are to help anybody who wants to get on the Internet earn $100,000 their first year.

Success Is Duplicatable

I’ve seen you enjoy a lot of other successes online, Terry. You had an e-book campaign that ruled the web for a couple of years. I see you running an e-zine, that has a tremendous subscription base that’s very loyal, and I know you’ve got an Internet membership site that’s doing real well. Fill us in a little bit, how can we replicate and duplicate your success? FREE E-zine Forms Foundation Of Millionaire’s Empire!

TD: Most of my business relies back on the free “Web Gold” e-zine, which we’ve already mentioned. Those wishing to subscribe can log on to www.BizPromo.com They can subscribe for free on the main page and sign up to receive extra bonus e-books.

The Internet Success Formula Restated

I use this free e-mail publication to give people good content and start building relationships with prospects. I then use that relationship to sell additional products and services subscribers want or need.

I produce intense, informative e-books for download and purchase and offer them to my subscriber list. They buy in droves. They’ve found so much good information inside the free publications I’ve given them, they immediately think, “The information he’s selling must be even better” and purchase the e-books.

Reprint Rights Are A Good Strategy

Not only do I sell my own products to my list, I also regularly buy reprint rights to other people’s products. Basically I buy reprint rights then sell the product to my list.

For example, I bought reprint rights to Monique Harris’ Paperless Newsletter. I paid something like $1,600 for the reprint rights, took her sales letter (I didn’t even have to write my own) and sent it to my list. At that point in time my list was a lot smaller than it is now, - around 17,000 subscribers. I sent it to my list and made over $10,000 - all within 24 hours from buying the reprint rights.

TD: That’s a pretty good profit. I’ve continued to sell the e-book on my web site... Generating somewhere between $4,000 and $5,000 a month since that launch.

TC: $4,000 and $5,000 a month... If it averages $5,000 a month, that’s $60,000 from a product that you didn’t even create! And that’s just one more additional stream of Internet income for you!

TD: That’s right, a product I didn’t create. People don’t have to create everything themselves.

TC: There’s really no limit to the number of different products you can repeat this strategy with, is there?

TD: No limit... And it’s usually a lot faster than creating your own product. Let me explain. Of course I have good success from my own products but I get much quicker success

when I buy reprint rights or do a joint venture with somebody else’s product. I don’t have to spend all this creation time, and as you know, creating or writing a book takes a lot of work and time.

TD: I’ve definitely got the money back, and that’s just one aspect of what I do in

my business. You’re right. It’s all about multiple streams of Internet income. I sell my e-books, buy reprint rights, and sell those e-books. I have joint ventures with other companies, such as selling web hosting to my list.

Offer Related Services To Your Market

When I talk of selling web hosting, don’t think for one second that I’m running a whole different business. I don’t do the hosting myself. That would be too much work, too much technical detail… So I found a host who has a good service and I offer it to my list for a split of the profits. I simply joined their affiliate program.

I’ve done that a few times and now I get a check every month, from a number of different companies. Those checks come in every month - month after month!

Earn 50% Off Others’ Products

TC: Terry, you mentioned an affiliate program. Can you explain what that is?

TD: Online we have what we call free affiliate programs, a lot of people offer them on their web site for their own products. You sign up for free to promote their products - usually getting somewhere between 20-50% commission - and promote their products to your list.

2 Dozen Checks A Month

I get over two dozen checks a month, from different companies who pay me for promoting their products. I get enough checks from free affiliate programs that I could actually stop everything else I was doing and live on those checks with a full-time income.

Affiliate Programs For Any Subject On The Planet!

TC: That’s phenomenal! There are affiliate programs that relate to whatever interest a person has, aren’t there?

TD: You can actually find affiliate programs for just about any subject on the planet. Since I own a subscriber list that has to do with marketing tips, most of the programs I join have to do with market- ing or provide tools that marketers need online.

If a web-site owner had a passion for golf, they could find multiple sites with affiliate programs offering golf clubs, golf travel packages... Anything golf related... And promote these products at their own site. TC: So if I’m reading you right, the other companies have to keep the inventory of golf shoes, golf clubs, golf packs, and golf vacations.

They’re the ones who have to be the experts, have the connections, and actually deliver the product - and you simply promote it and get a piece of the action?

TD: That’s exactly right. If you own a small or home business and are just starting out, you’re going to find that kind of business is a whole lot easier. If I wanted to start a big company and inventory a lot of different products I could... But that’s too much work! I want to stay where it’s just the two of us working and hire freelancers to do the work. Let’s let them do some work.

I want to earn a really nice lovely income but I don’t want to have a big company. Right now with just two of us working at home part-time and keeping business simple, my monthly income usually reaches what a lot of people get for working fulltime in a year.

TC: That sounds pretty simple! Most people think it’s complicated to make money and double-complicated to make money on the Internet. But you’re saying that you actually keep it simple by building

It Could Be You! I get enough checks from free affiliate programs that I could actually stop everything else I was doing, and live on those checks, with a full-time income.

- Terry Dean

TD: That’s exactly right. One of the most stressful components of running a business is staff and employees. I don’t want to have to deal with all those kind of problems. That’s a real pain.

One Marketing System Makes Money Repeatedly
In All Markets, In All Political Climates

I use the same system of marketing no matter what I’m selling. I just apply that one system of marketing to different products and serv- ices and generate multiple income streams... All from the same system. TC: The Internet has come a long way! You were still delivering pizzas when you first started doing business on the Internet, weren’t you?

TD: I was, for a short period of time. But I’ve never held a job for more than thirty days - including delivering pizza.

TC: Is there any hope for the working stiff who has held a steady job for the last thirty years?

TD: I’m sure they actually have a better chance at succeeding on the Internet than I did. I was wishy-washy... Back and forth. That’s probably part of the reason it took me a whole six months to actually get up and running online.

People who have been working for someone else for a long time might actually be able to learn quicker than I did because they’re probably more disciplined. All they need to do is sit down, make a strong commitment and decide, “This is what I’m going to do no matter what...” TC: The formulas and strategies you’re talking about will work for anyone, regardless of their product or area of interest... Is that right?

TD: They’ll work for anyone, in any market. I don’t recommend that everyone model themselves after me in every detail… I’m one of the laziest marketers I know.

The Freedom, The Independence, The Money

TC: And one of the richest too, I might add! Is it true that the Internet lifestyle idea you promote attracts people who want freedom, independence, money, and those kinds of things?

TD: That’s true. When I talk about the Internet lifestyle I’m not just talking about money. A lot of people have a goal to become a millionaire. That’s not really a goal you should be looking for.

The Quality Issues Make For True Wealth

What’s really going to help you be successful is determining what you want to do with your life, where you want to live, how you want to live… Then setting a goal to build a business that will help you accomplish that.

Some people like to live in big cities... They like the hustle and bustle of a big city and the noise and confusion. I like to live off in the country. I own eighteen-and-a-half acres with a lot of it woods and live in the middle of nowhere. That’s the lifestyle I choose and this business enables me to live it.

TC: Very good advice, Terry. Everyone should think about how they want to live in order to maximally enjoy their lives while making enormous contributions.

The Most Important Thing You Can Do Is Build A List

Caller: I’m a subscriber to Ted’s e-zine and a member of a number of different affiliate programs, basically marketing-type things. I’ve been jumping from one thing to another... Mail order, Multi-Level marketing, and Internet marketing. What do you suggest I do as far as zeroing in on specific Internet and affiliate programs?

TD: The first thing we need to determine is if you’re building a list. Have you started an opt-in list of any type?

Caller: I’m in the initial stages of that… But from what I read on your site, instead of just advertising the web address of my affiliate link on my site, I should send visitors to an autoresponder in order to build my list automatically. Is that correct?

TD: That’s exactly what you need to be doing. The big mistake most people make when linking with an affiliate program is to promote only the affiliate link. You can be in my affiliate program, but if you’re promoting my product and sending visitors directly to my site, you’ll make some money in sales, but whose name are you building? You’re building my name - not your own.

To be successful you need to brand yourself. Specifically, you need to brand yourself as something or someone people think of when they think of you. That’s the key to being successful with affiliate programs.

What you need to do is decide what personality trait you have that can be marketed as an advantage. For example, my personal advantageous branding trait is the fact that I am very direct, specific, and a lit- tle bit laid back.

If you read my Web Gold e-zine, you’ll see that I consistently come through this way. I let people see who I am. You need to let yourself show through in some type of e-zine. It’s not that difficult either because there’s so much free content on the Internet. Grab one of these free articles, write a paragraph or two introducing yourself, add it to the top of the article, and you’re off!

Some people say, “Maybe no one will like me... There’s nothing special about me.” A lot of people think that but the truth is, people want reality, they want credibility, they want to know you are a real person.

Terry, are you saying people like to do business with someone that comes across as real?

TD: Yes, many people are so afraid of rejection that they refuse to be themselves and try to be someone else instead.

TC: So are you saying that if they would be themselves, they could actually promote being themselves and enjoy life more?

TD: That’s right. The truth is, some people aren’t going to like you. I get hate e-mail every time a newsletter goes out because somebody doesn’t like it. Somebody gets mad about it… But guess what? I get a lot more sales from my newsletters than I do hate mail.

TC: And you can handle a few pieces of hate mail with all those sales, right?

TC: Speaking of e-mail, a listener just sent an e-mail question to us at tedc@realprofit.com She heard us talking about your $33,000 weekend and the fact that you sent your message out for free. Her statement is, “I thought that all free marketing on the Internet was gone.”

TD: No, free marketing on the Internet is definitely not gone. When one of my NetBreakthroughs subscribers recently asked about free marketing, I told him what a lot of people previously looked at as free marketing is gone. They think about free Internet marketing as no-charge classified ads or free link pages. Those free offers are pret- ty much a thing of the past. Even most search engines are not free any- more.

But what still is free is building relationships and making deals. Example: If I created an offer that I knew was going to generate good profit, Ted, and I came to you and asked if you’d like to offer this to your subscriber list and split the profits, I’m pretty sure I could convince you we should agree to this deal.

TD: No, and it wouldn’t cost you anything either. See, there is still free advertising. The free advertising that really works is relationship advertising.

TC: Boy, that’s a very big distinction on what’s free… But, once a person has their basic access set up, sending an e-mail is totally free. It didn’t cost you a penny to send that famous e-mail, did it?

A joint venture, such as you just proposed to me, is free. Definitely, free advertising is working.

TC: Terry, you, Kirt Christensen, and myself created the killer program, www.InternetMembershipsites.com During the filming of this project you featured www.NetBreakthroughs.com And you’ve made some references to it today.

Can you fill in the cracks on this site? What is it, what do you do, how can our listeners benefit?

TD: NetBreakthroughs.com is my monthly membership site which produces a good income every single month. I feel it’s a good model for anybody to look at who’s considering - and everyone should - their own membership or subscription site.

What I do at the site is actually review what type of advertising is working, what type of advertising is not working, and where you should be spending your money when marketing online.

TC: First, anyone who is advertising ought to go to your site. Your condensed information, I’m testifying, will pay them back multiples of the monthly toll.

Second, if they want the lowdown on starting their own membership site, they should check out www.InternetMembershipSites.com

But the bigger issue, in our immediate discussion is… When visitors go to your site, they get into your marketing funnel because, as you said, you start the relationship with free info.

TD: For example, when someone goes to my site at BizPromo.com they can download a free e-book called, "How To Start Your Own Traffic Virus," which explains all about viral marketing and how they can use viral marketing to build free traffic to their site.

TD: Exactly, they’re generating traffic to web sites, they generate a lot of traffic from my web site.

These two tools, which are both viral marketing tools, are the number one traffic generators for BizPromo.com

TD: That’s exactly right. They’re free marketing techniques, and with all the paid advertising I do, those free techniques still out perform paid advertising.

TC: Wow that is phenomenal! Terry Dean, I’m glad I tuned in and caught you today!

We have just had the phenomenal Terry Dean with us and some of the things that he shared with us was how he made $33,245 in three days off a single, free e-mail. I mean is that impressive or what? And if you count the other things he had going on, he really earned $55,213. Not too shabby for three days work.

He revealed the real secrets he’s using to build his business and talked about forming a relationship with customers. Starting off, he gives away a free e-zine.

He talked about, and this is an important secret for all of us to learn, making your own personality visible. Be yourself, he says.

He revealed how we can start and make $33,000 ourselves this weekend with a joint venture. Bring a product to someone who has a list, who’s got that relationship with their customers, while, of course, you are building your own.

Terry talked about free marketing and dispelled a myth that there is no more free advertising on the Internet. Most of all, he really did convince us that yes, you can do it, and no, you do not have to be exceptional. You do not have to be a major company and well-funded.

Yes! You really did discover how to scoop-in $33,245 this weekend on the Internet! Now go do it.

The Ultimate Internet
Guerilla Marketing Attack

Jay Levinson, as he likes to be called, is the author of the famous Guerrilla Marketing Series, which I’m sure, if you have any interest at all in business, you’ve heard of. You’ve seen his Guerrilla Marketing flooding the bookstores. As a matter of fact, Guerrilla Marketing books are the best selling marketing books in history. Translated into thirty-seven different languages, they are required reading in many MBA programs.

You normally wouldn’t think of Guerrilla Marketing as going along with MBA programs and Fortune 500s. This is another area where Jay has absolutely distinguished himself. He is the ultimate marketer for everybody from home-based entrepreneurs and Fortune 500s to the university. What he’s pulled off is almost impossible. He’s also one of the most respected marketers in the circle of marketers, his peers.

So, marketing consultant, author, university professor, executive in several businesses, extremely successful entrepreneurial marketer, and Internet marketer, Jay Conrad Levinson welcome.

Jay Levinson (JL): Thank you, Ted, it’s great to be here and to share some of my powerful marketing concepts with your Internet marketing audience.

Ted Ciuba (TC): Jay you are famous for the guerrilla marketing concept. Could you give us a good idea of what guerrilla marketing is, and especially how it applies to the Internet?

JL: I’d be happy to do that. The bottom line is that guerrilla marketing is going after conventional goals using unconventional means. One of those unconventional means is the Internet, which didn’t exist in its present form when I wrote the first Guerrilla Marketing book. Discover Your Greatness

I wrote that first Guerrilla Marketing book, while I was teaching at the University of California at Berkeley.

I was teaching a course on succeeding as an entrepreneur. The name of my course was, The Alternative For The Nine-to-Five Job.

One day my students asked me if I could recommend a book that would tell them how to market aggressively without having to spend a lot of money. I said I would be happy to find a book like that for them.

I scoured the library at Berkeley, went to Stanford, the public library in San Francisco, then Sacramento,

but came up empty handed. There were no books on the topic of marketing for people with limited budgets then.

So, as a service to my students, I wrote Guerrilla Marketing. The reason I had to write that book was to give my students exactly what they were asking for… That book seemed to take on a life on it’s own, and it now sells in thirty-seven languages!

You never know where something will lead! Follow your heart! “And that book seemed to take on a life of its own.”

– Jay Levinson

JL: Nonetheless, it shows that the whole world seems to be embracing the ideas of guerrilla marketing, which are quite different from traditional marketing.

TC: And though the Internet didn’t exist at the time you wrote that first book, everything you wrote and espoused does apply to the Internet, doesn’t it?

JL: Oh, the Internet is the best marketing weapon ever developed of any one out of a hundred marketing weapons. There are ninety-nine others, and it’s the strongest of all, and we’re just beginning to scratch the surface of what it can do for a business. Essentially, a business can make unlimited income with minimal advertising and operational costs! TC: Jay, for a man with your experience and your track record to be saying that the Internet is the strongest marketing tool the guerrilla marketer has is incredible!

I believe that, of course, because I’m always saying to people, “You must get on the Internet... Your only choices are whether you want to have a 100% Internet business, or whether you want to integrate the Internet as a component in your overall success…”

Jay, before we get into some of your teachings, why do you continue to write? You don’t need to.

JL: It’s a great delight to me that my work has touched so many people. When people say, “I like your book,” or “I like the talk you gave,” it doesn’t mean nearly as much as somebody who says, “I read your book and now my business is three times the size it used to be.”

That’s why I write - to have something like that said to me… And, I’m hoping that the results will be the same from the time that we are spending together today.

TC: Absolutely. I can guarantee that everybody I know, including myself, is surrounded with your materials because it is very easy to pick up one thing after another and amplify the ways we market our businesses… That’s why I invited you into the studio today, to share your teachings to a broader market.

JL: It’s crucial for people to pick up one thing after another and to understand marketing, because it’s the key to success for every- thing. If you know what you’re doing, why, and how, there are many ways to market on the Internet for practically nothing!

The first thing people should know are the differences between guerrilla marketing and traditional marketing. I used to compare guerrilla marketing with textbook marketing but now that Guerrilla Marketing is a textbook of the University, I compare it to traditional marketing.

When you hear these differences you’ll understand which of these apply to the Internet.

The first difference is that traditional marketing has always said, “In order to market, you have to invest money.” Guerrilla marketing says, “If you want to invest money you can, but you don’t really have to.”

Your primary investment should be time, energy, and imagination. If you’re willing to invest those things, you don’t have to invest much money. Of course it takes time, energy, and imagination to market with money, too.

A second difference is that traditional marketing intimidates most people so they’re scared to even try it. They’re not sure if marketing is advertising or sales, or if it’s being on the Internet. Guerrilla marketing completely removes the mystique from marketing. Anyone who understands guerrilla marketing skills knows they’re in control of marketing, rather than the other way around.

The third difference is that traditional marketing has always been aimed at big businesses with unlimited budgets. Guerrilla marketing is geared to small businesses with tiny budgets. And, although it’s true that Fortune 500 companies buy up several thousand copies of Guerrilla Marketing books to distribute to their sales and marketing people, the reality is that every word, on every page of every Guerrilla Marketing book is geared strictly for small businesses.

I’ve been working from my home three days a week since 1971 and all these things I talk about are things that I have been doing myself. My books offer freedom in your life and balance in your life. One of the ways to do that is to be a good marketer.

The fourth difference is that traditional marketing is always measured in performance by sales or responses to an offer. Guerrilla marketing says it’s okay to get high sales and responses to an offer, but that the only number that you should be looking at are profits. If your profits are increasing on a regular basis, you are going about things right. It has nothing to do with your sales or responses to your offer.

The fifth difference is traditional marketing has always been based on experience and judgment. It’s a fancy way of saying guesswork, but guerrilla marketers can’t afford to make wrong guesses, so guerrilla marketing is based, as much as possible, on psychology - laws of human behavior.

If you know what you’re doing, why, and how, there are many ways to market on the Internet for practically nothing!
– Jay Levinson

For example, we know that, a) ninety percent of all purchase decisions are made from the unconscious mind and, b) the way to access the unconscious mind is through repetition. When you put these two ideas together, you begin to have an idea of how the process of guerrilla marketing works.

The sixth difference is traditional marketing says - know your business then diversify. Guerrilla marketing says - know your business, maintain your focus, and keep your mind off of diversity. Did you hear that Gerber once thought their name meant baby? They introduced a line of baby furniture, lost twenty-nine million dollars, then decided perhaps their name meant baby food.

Coke thought, “our name means beverages, so let’s buy a winery.” After they lost $89 million they thought, “maybe our name doesn’t mean beverages, it just means soft drinks.”

Seventh. One of the biggest differences is that traditional market- ing says the way to grow your business is linearly, adding one new customer at a time. Guerrilla marketers say that’s an expensive way to grow.

ü harness the enormous referral power of your existing customers to add new customers on a regular basis.

If you’re growing in four directions at once through largest transactions, more transactions, the referral power of your customers, and adding new customers through regular marketing, you are growing geometrically. It’s almost impossible to go out of business if you grow like that.

Eighth. Traditional marketing does everything it can to get a new customer, then loses that customer sixty-eight percent of the time because that person is ignored after the sale has been made. Guerrilla marketing never lets that happen because guerrilla marketing is all about follow-up. E-mail is such a wonderful follow-up device. Guerrilla marketers never lose their customers because they stand up for them and never ignore them.

The ninth difference - traditional marketing says, “Scan the horizon for your competitors so you know whom to obliterate.” Guerrilla marketing says, “Forget the competitors for a minute, scan the horizon for those businesses that have the same kind of prospects you do, and cooperate with them.” No market medium in history is as good a medium for cooperating as the Internet, because you can offer your competitors a piece of the action simply for putting a link on their web pages or sending out a free e-mail.

The tenth difference is that traditional marketing is me marketing. Let me tell you about MY company!... Let me tell you what makes ME great! Guerrilla marketing isn’t me marketing at all, it’s you marketing. Everything a guerrilla marketer says in their marketing is about the customer, about the tours of their web site, about the visitors to their web sites, it’s about the customer.

The eleventh difference is that traditional marketing has always been about getting while guerrilla marketing is all about giving. The Internet is the greatest guerrilla marketing weapon because it allows us to give information away for free. The information is free to the prospect or customer, and it’s also delivered free. A fancy brochure is not free to the marketer. The Internet lets the guerrilla marketer give away valuable information to help their prospects succeed, at no cost. The twelfth difference is that traditional marketing would have you believe that advertising works, or having a web site works, or doing direct mail works. Guerrilla marketing says that’s nonsense, nonsense, and nonsense. Advertising doesn’t work, having a web site doesn’t work, and direct mail doesn’t work. The only thing that works in the twenty-first century are marketing combinations. If you do advertis- ing, and have a web site, and do direct mail, all three will work. All

The thirteenth difference is that traditional marketers look at the bank statement at the end of the month and count up how much money they brought in. At the end of the month guerrilla marketers count up how many new relationships they’ve made. Again, the Internet is the best thing known to humankind to establish relationships with people.

The fourteenth difference is that traditional marketing doesn’t make much of an allowance for technology, because technology of the past was so expensive. Mainly it was too complicated. They don’t know there’s been a technological revolution. Guerrilla marketing requires you to be very techno-cozy. If you are techno-phobic, make an immediate appointment with your techno-shrink because technophobia these days is fatal.

There are nineteen differences in all and we’ve covered fourteen. Traditional marketing aims at large groups, the larger the better. The fifteenth difference is guerrilla marketing is aimed at individuals or smaller groups. The smaller the group the better. These are called “niches.”

Sixteen. Traditional marketing identifies only a few ways to market and overlooks important details such as how your telephone is answered (which is an important way to market) or how fast you get back to someone after they’ve said via your web site that they’re interested in something. Guerrilla marketing is always intentional, and it includes all the details.

The seventeenth difference between traditional and guerrilla marketing is that traditional marketing attempts to make a sale with marketing while guerrilla marketing only intends to gain consent from people to receive more marketing materials from you.

Guerrilla marketing isn’t me marketing at all, it’s you marketing. Everything a guerrilla marketer says in their marketing is about the customer.
– Jay Levinson

always been a monologue, one person does all the talking. Guerrilla marketing is a dialogue, back and forth between the marketer and the prospect or the customer. The Internet encourages dialogue... Magazine ads don’t, radio commercials don’t. Aside from the Internet, few kinds of marketing allow for a dialogue - but Guerrilla marketing is all about a dialogue, back and forth.

The nineteenth and final difference is that traditional marketing identifies just a handful of marketing weapons - radio, television, magazines, newspapers, direct mail, telemarketing, and the Internet - that’s about it. Guerrilla marketing identifies a hundred different weapons you can market with and sixty-two of them are free.

TC: Excellent. Jay, the nineteenth point that you ended up with, a hundred different weapons… Are you suggesting that just putting up a web site alone is not enough to get rich?

JL: If you just put up a web site all by itself, no matter how good it is, you’re invisible. No one knows that you’re there.

They’re going to find out about you once you start connecting with other people who are online, once you start advertising your site, once you start speaking to people by postcards and letters and letting them know that you are there. It’s crucial to realize that having a web site alone won’t do it.

You’ve got to mix it with other marketing weapons. There’s lots of ways to do that. You can, for instance, write an article for a local newspaper, establishing yourself as the expert, and use reprints of that story to get people to your web site.

TC: It works the same way online, doesn’t it – providing content to other web site owners that refer back to you.

The bottom line is, having a web site is very important, because that is where everything comes together, you’ve got to let people know that you are there, and the only way that you can do that is by cooperating with other people who have a web site or by driving off-line people online.

One Thing That’s For Sure About The Internet Is
That Nothing Is For Sure About The Internet

TC: Jay, you were marketing before the Internet came along, and you embraced it immediately. What can you say about the changes you’ve seen during its short life-span?

JL: Here’s something I can say specifically about the Internet. First of all, and I guess everybody knows this, nothing about the Internet is for sure except that it’s going to change. Everything that people thought about the Internet last year has changed. And what people are learning about it this year is also in the process of changing.

One thing that’s for sure about the Internet is that nothing is for sure about the Internet.

Secondly, the important point that I make when I talk to my clients is - you want to market ON the Internet. I tell them you’ve got to know marketing in order to market online successfully. I just mentioned that there are a hundred different weapons of marketing. Being on the Internet and having a web site is only one of those weapons, there’s ninety-nine others, and you’ve got to know the whole spectrum of marketing in order to see how you can have a web site and how to market online, and how to make everything work together to empower everything else.

When people think about marketing online the first thing that comes to their mind is having a web site, but the reality is that the best way to market online is by e-mail.

TC: Most people do not understand that, Jay, and they say, “But I don’t have any names to market to.” How could this person get started?

JL: One way is to first join forums and see the groups and look for people that are talking about your field of expertise. Go into the chat rooms and talk about your particular industry or the topic of your expertise. Participate in those forums and chat a little with those groups. You will get access to a lot of e-mail names and these are people that have demonstrated that they’re interested in the topic that you have to talk about.

You’re going to get a lot of people that way. You’ll find that loads of sites would love the content you provide. You could write an article for their web site, charge them nothing, just ask for a paragraph at the end of the article letter linking to your site and talking about you. It costs you nothing to do these things.

Join the forums, go to the chat rooms, post articles at other peoples’ web sites - those are three ways of marketing.

These are the things that you have to think of first, how you’re going to market your site. Then think of having a web site.

TC: Okay, Jay, so we’ve figured out how we’re going to market our site when we get it up. What do we need to think about when we’re building the actual site?

JL: When you think of having a web site, there are eight elements you need to emphasize, and if you only emphasize seven of these elements, you are just not going make it. Most people only emphasize five or six elements then wonder why success is eluding them.

Here are the eight elements. Implement them and I don’t think there’s any way to fail... No way that you cannot make a lot of money online.

The first element is the most important – you have to do it first to get the other seven elements in line, to ever make any serious money from your web site.

The first element to emphasize is planning. Why do you want a web site? What do you hope to accomplish with a web site?

I’ll tell you a little story about this. I have a client in Berkeley, California who sells mattresses. He manufactures and sells mattresses and has a lot of young bright people working for him who told him,

“No, no, no, I don’t like technology, I don’t want a web site, and I don’t want to sell mattresses online.”

Eventually he found that these bright employees were possibly going to leave unless they could get him involved with a web site. To appease them he said, “Okay, you can create a web site, but I don’t want to sell beds on the Internet. I don’t want to sell mattresses online. If you want me to have a web site to help me in other ways, then I’m willing to go along.”

He put up a web site which does not attempt to sell his beds or his mattresses - all it does is to get people to his store. That’s all his web site does… And his advertising, radio, and newspapers direct them to his web site.

He told me a few months ago that he’s been doing marketing for thirty years and no marketing weapon has ever been

The most important thing you are going to get from your web site is the list of people who care about you.
– Jay Levinson

as good as his web site. “I never sold one mattress that way, I haven’t sold one bed online, and I’ve never had more traffic in my store! The people who come in know what they want to buy! How dare I resist having a web site!”

The point is plan. Why do you want a web site? Do you want to make sales? Do you want to get people to call a phone number, and do you want to engage in a dialogue with them on the telephone? Whatever it is, plan why you want a web site.

The second element is content. What content should be included on your site? How will you get reoccurring, fresh, updated content - something that will make Internet users want to return to your site?

I have a total of eight elements. We’ve only talked about two of them. The first was planning, the second was content.

The third is design. In the online world now there’s something called the stay or bail moment. Within three seconds, visitors to your web site decide whether they are going to stay there or whether they are going to bail (to click over to some other site). The thing that’s going to keep them there is design of your web site. You’ve got to limit the number of ideas you present at once. You’ve got to make your ideas very clear. The fourth after planning, content, and design is involvement. Involvement is realizing that the Internet is an interactive marketing medium. It’s not just you; it’s you plus the people who are visitors to your web site. You’ve got to involve them.

You can involve them by asking them to click to sign up for your free newsletter, enter your sweepstakes, or to get a free report on something. The point is, involve visitors to your site and get their name and e-mail address. These names are going to be worth more to you than anything else. The most important thing you are going to get from your web site is the list of people who care about you.

We have covered planning, content, design, and involvement. The fifth is production. How do you produce a web site? It’s not too hard these days. There’s simple-to-use software that lets you produce and design your web site.

The sixth of the eight areas is follow-up. It’s crucial, if a person gets in touch with you, that you get right back in touch with them. If you’re a real true guerrilla, you will get back to them in two hours, and if you’re somewhat of a guerrilla, you’re going to get back to them that day. If you’re almost a guerrilla, you’ll get back to them the next day. But if you get back to them after twenty-four hours, you’re not really a guerrilla. People use the Internet because they’re in a hurry and appreciate the convenience. If you don’t get right back to them with follow-up, you’re blowing the genuine opportunity laid in your lap.

Those are the first six of eight web site success elements. I mentioned earlier that many people have all six of these: planning, content, design, involvement, production, and even follow-up.

Basically they fall on their face with the seventh area, which is promotion. When you go online and do a web site, you become invisible and nobody knows you’re there. That’s why promotion is what it’s all about. There is something we call the “rule of thirds.” The rule of thirds says

“Once you determine what your budget is going to be for marketing online, put one third of it to developing your web site, one third of it to promoting your web site, and one third of it to maintaining your site.” Most people put all three thirds into developing their web site then don’t promote it. Don’t overlook promoting your web site off-line - that’s a crucial element. The moment you think of marketing online, start thinking, “How am I going to promote my site off-line?”

The eighth element is maintenance. A web site is a lot like a daily newspaper ad. It’s an organic medium and needs to be fresh to be interesting. A web site is like a brand new baby; it needs constant attention, constant changing, and constant nurturing. If you keep your web site fresh and new like a baby every day, you will be implementing all eight of the elements.

Planning, content, design, involvement, production, follow-up, promotion, and maintenance. If you do those eight things, you’re going to find you can make a lot of money on your web site.

TC: Jay, you were speaking earlier of design as one of the eight elements of success. Can you elaborate a little on that?

JL: Here’s the story. You’ve got to make it as simple as possible for people to buy what it is you’re selling. Kinko’s, for example, offers a good case study of this principle. In one of their offers, they described an eight-step order process. Sales weren’t good at all. When they rewrote their copy with a three-step process, sales shot up thirty-five percent. You’ve got to make things as simple as possible.

Most people listening to this show know more about the Internet than people who will visit their site. They may be technologically adept, but the people who visit their sites might not be.

You don’t have to have a lot of bells and whistles or flash, dazzle, and special effects on your web site if you offer something of value. In fact, it will probably be counter-productive.

You and I both know that the Internet isn’t about technology, it’s about people. The Internet is a wonderful way for people to develop relationships and stay in touch with each other.

TC: That’s what it’s about; it’s not about technology. Marketing on the Internet, like all marketing, is about people.

Jay, here’s another point I’ve heard you speak on before… Someone might say, “Why would I want to be on the Internet because I have a local business?” Could you explain your take on that? Maybe give us a real-life example from one of your clients.

JL: Exactly! I talked to a couple of hot tub manufacturers last year and that’s what they said to me. “We have a local business. We sell hot tubs and can’t sell them online. Why do we need a web site?”

I told them a local business really ought to have a web site because people are learning to buy things in a new way, and the way they are learning to buy things is to go online first.

The people that had the hot tub company set up a web site. They called me within thirty days and said, “We sold several hot tubs as a result of our web site, and we didn’t even think we needed one!” A web site is very important, even to a local business. Even locally, people don’t go to the yellow pages anymore, they go online.

That’s why a show like yours is so darned valuable for our economy and your listeners.

TC: Going online first really is the way it’s happening. It’s reflecting societal trends and evolutions in the world that we get to be part of. I like that, Jay!

Okay Jay Levinson, with your experience and with the breakthroughs that you’ve seen, give us a couple more down-and-dirty Internet marketing guerrilla strategies that any good entrepreneur could employ to really make big money, quickly on the Internet.

JL: One of the most important things people can do on the Internet is to offer something free or at a very low cost. The reason you do that is because you get names for your mailing list.

For example we have a web site at GMarketing.com We spelled it that way because a lot of people don’t know how to spell guerrilla, so we called it gmarketing.com The site’s been up since 1995 and when people go there, they find they can sign up for a tip every day. The cost of getting a marketing tip every day online is $3.00 a year. Now that’s almost free, but what really happens is when people sign up to get the guerrilla communiqué, we get their name, and we know they are interested in marketing!

As a result, the site compiles a very large list of people we can mail to, and it costs us next to nothing to do that. I highly recommend that you offer something free or low cost at your site so you can get peoples’ names and e-mail addresses, then start sending to them. Send them good information, stay in touch with them, and you’re going to make money on the Internet.

Another thing to do is to offer a newsletter to your online list. It’s not too difficult, because these days, the most popular kind of newsletter is just one page long.

It’s another way of getting your name in front of people. They’ll see you as an expert and everything you say and do will have more impact - including the offers you make to your list.

The Secret To Earning $625,000 On The Internet
In 4 Months With Zero Advertising Costs!

JL: Most newsletter owners would be happy to publish an article by you. It’s very easy to find out what newsletters are out there then start sending them articles. I did a BootCamp in Las Vegas three months ago. We charged $2,500 a person for one day. To publicize the event and get people to the BootCamp, I wrote articles

for a whole lot of newsletters. No one paid me for those articles, we distributed them free.

JL: And we got a whole lot of coverage. As a result of that, over 250 people showed up at my $2,500-a-person BootCamp. The amazing thing is, we didn’t spend one penny in marketing, and we didn’t do anything but market online.

People have got to realize that there are opportunities out there... Lots of free ways to market. This technique, public relations, is very powerful! TC: So you just go to work and get press and list coverage for your site that drives traffic and subscribers to your e-zine, which means purchasers for your offers. It couldn’t be simpler… Or more guerrilla. JL: That’s the beauty of these newsletters; it doesn’t cost you anything but time, energy, and imagination.

TC: That’s pretty doggone good! You just illustrated what you were talking about: You had names in your database and made joint ventures or deals with others who had names in their databases. You wrote a free article, published it, and if I did the math right, Jay, without any cost in advertising you pulled in $625,000 - more or less?

JL: But the point really is - and it blows me away - it didn’t cost us anything!

Confessions of a Mail-Order
Millionaire Gone Internet

Our featured guest today is T.J. Rohleder, a tremendously successful mail order and Internet marketer. In fact, the truth is, he was the very first person I heard about Internet marketing from. In fact, like 1992 or 1993, and he was talking about bulletin board systems.

If you don’t know what a Bulletin Board System (BBS) is, don’t worry about it. It faded away. The important thing is that it was a precursor to the commercial Internet.

Even at that time, I knew T.J. Rohleder was a man to be listening to, because he had already made over $10,000,000 in mail order the old way. He pulled that in during his first four years in the business. I looked at him and said, “Man! There is so much going on, let me jump in!”

What T.J. has done can be replicated. He is, in every sense of the word, an “ordinary” person like you and I. In fact, he comes from Goessel, Kansas. How much more heartland America can you get than rural Kansas? He has done some extraordinary things in mail order and on the Internet... And his customers love him.

T.J. Rohleder (TR): Hey Ted, I am so excited that I just can’t wait to get started.

Ted Ciuba (TC): I’ll tell you what, I know our listeners can’t wait to get the insight and advice you’ll give them. Tell me, how did it start for you?

TR: About twenty years ago I was sending away for every single program you could possibly imagine on getting rich. And, as some of our listeners might know, once you start sending away for these programs on how to make money, you end up getting on mailing lists and companies that sell money making plans and programs start sending you a ton of different offers.

I was buying every single program that I could possibly get my hands on. Back then we were pretty broke, but we really believed in the American dream and believed it was possible to get rich. That’s how I found out about the mail order business… Simply by buying a series of programs on how to get rich in mail order.

My wife, Eileen, and I started our first business in 1988, a small mail order business in Goessel, Kansas. Goessel is a very small rural town about an hour north of Wichita. We started the business with $300. We ran a small display ad in a national magazine for $300. We were broke and that was about all the money we could scrounge up at the time. We had to sell one of our old, beat up vans just to come up with the $300. But like you said, Ted…

…Within our first four years we brought in over $10,000,000. No one was more shocked and amazed and stunned than we were! None of our family members could believe it, and we couldn’t believe it ourselves!

TC: Indeed. You must have done something right... Because I occasionally hear someone say, “I tried mail order once, and it doesn’t work.”

TR: I’ll admit we got lucky to begin with. My wife actually talked me out of one of the first ideas I wanted to try to sell by mail. Thank God she did, because now, years later, I realize she was right and I was wrong.

We found the right product at the right time, rolled it out and brought in $10,000,000 with no outside additional financing whatsoever. We just let the profits roll back into more profits.

People get lucky when they go out there and think big and try to accomplish big things and when they’re not afraid to take a chance, a calculated risk.

TR: You bet it was. I mean, at the time $300 was a lot of money. But we knew that mail order marketing was one of the last ways the average person could really have a chance at getting rich. We had read enough books about it and, actually, I was kind of a mail order junkie. I already knew quite a bit about the business because we had been sending away for all kinds of plans and programs and so forth. So, any way, we already knew quite a bit of stuff that needed to be done and that helped fuel it all.

TC: It’s even easier today with the Internet. It’s faster and you don’t need to even spend $300.

I know a little bit, because I’ve seen some of your promotions in action. I know that you are what I would term a “scientific mailer.” That is, out of all your customers who ever bought anything from you, you have the clear intention that you want to serve them some more and in doing so, you can make more money. You also segment your list. Can you speak a little on those ideas?

Most of all it’s having the desire to do it and the willingness to put it into action.
- T.J. Rohleder

TR: Well, it’s vital. The longer people study these kinds of things and the more programs they invest in, the more they’ll find out about the eighty-twenty rule. It’s a simple concept stating that eighty percent of your profit comes from twenty percent of your customers. So, what you have to do early on, and this can be simple or advanced, is separate the “better” customers from your “other” customers. Simply do more with your better customers, the ones that are representing eighty percent of your profits. Those are the people you need to focus on and do more business with... The people who will get you more money.

TR: Ted, if it wasn’t simple, I couldn’t do it. Believe me, the one thing we try to tell people is that if we can make millions of dollars, they can make millions of dollars. We’re in the business of helping people make money in mail order and Internet marketing... That’s part of our business, part of what we do. Customers come to our seminars, spend a few days with us, and at the end of the seminar when they’re shaking our hand, they’re

saying, “You are right. I do believe now that if you can do it, I can do it.” There’s absolutely nothing special about us.

Most important to our success, as you well know, is having the desire to do it and the willingness to put it into action.

TC: Now you’ve really brought it down to a very simple level. But most people hate their jobs. Everywhere we go we hear people crying and moaning about their jobs. I heard two people today complaining about their jobs... One laughed the laugh of resignation and said,

TR: I’ll tell you, there’s nothing like this business as far as getting excited in the morning.

Having people from all over the nation, all over the world, send you money is about the most exciting thing I’ve ever experienced. Year after year after year I only get more excited about it, as you do, Ted.

It’s so exciting to think that, from where I’m standing right now, in the middle of nowhere, a small little tiny rural area in the middle of Kansas, we’ve done over $50,000,000 in sales.

TR: Absolutely not. That’s part of the thrill of it... You can move anywhere you want. You can live anywhere in the country, or for that matter you can live anywhere in the world, thanks to the Internet. It’s so thrilling! It’s an exciting time to be alive because what this does, Ted, is give the average person more power then they’ve ever had in the recorded history of the world! I know that might sound like hype to some people, but it’s the absolute truth.

TC: It surely is and that’s why we’re on this radio show. Since you have become so embracing of the Internet, give us some of your ideas on exactly what the average ordinary person can do to get rich on the Internet.

TR: What you have to do first is invest in yourself and your future by purchasing books and tapes. You have to become familiar with some things. When I’m talking about becoming familiar with some things, I’m not talking about a bunch of computer technology crap, because that’s the wrong thing to become good at or become an expert on.

You have to learn the marketing side of the business - the Internet. Too many people get caught up in the technical side, and I realize that to some degree knowledge there is helpful, but what is more helpful than anything is using those old-fashioned mail order techniques.

Learn how to use direct response marketing techniques on the Internet, like techniques for attracting new customers, then reselling to those customers again and again. You’re probably better off letting some low-cost high school age computer person handle a lot of that part of your business. That’s just my opinion, Ted, and I know a lot of people will disagree with me. I barely know how to turn a computer on. I don’t want to learn all that crap.

TC: That’s the curious thing... A lot of people think you need to be an expert on technology to market on the Internet, but that’s not the case. That’s excellent.

TC: T.J., you started in mail order eighteen years ago, before the Internet came along. Now I’ve seen you move and embrace the Internet. As I said earlier, you were one of the very first to give instruction in Internet marketing, you’re a massive marketer on the Internet, and a massive marketer for programs that help people make money on the Internet.

We didn’t know what a computer bulletin board was, but we weren’t going to let anything like that stop us.

- T.J. Rohleder

like that stop us. So, we went out and found some people in the Wichita, Kansas area who were running a very successful computer bulletin board system.

TR: You bet, and it’s amazing how all of this has changed so fast since we began in ‘93. A computer bulletin board was a closed computer network of people who were connected together. Sometimes, especially towards the end, they all had Internet access. It was kind of like America OnLine is now.

TR: Yes, but the idea about being able to market stuff without the high costs traditionally associated with printing, postage, and advertising was the thing that got us so excited.

You know, Ted, that’s the thing that gets us excited to this very day... For instance, we have thousands of customers. We’ve got their e-mail addresses and we’re constantly staying in touch with them, selling them, offering them a variety of products and services that our company provides… And it’s free to us!

We can send them as many messages as we want, it’s absolutely free to us. There’s no cost of printing or postage and all of the stuff that goes along with that… You know, the graphic art work. So, when you’re able to spend no money whatsoever on any of your marketing, every penny you make is pure profit!

When you’re able to spend no money whatsoever on any of your marketing, then every penny you make is pure profit.
- T.J. Rohleder

fascinating business. Once you get involved with it and start getting checks, money orders, credit cards, and orders from around the world, you just get hooked! But, mail order in the Internet Age can even be more exciting, because your marketing costs go away! There’s no cost now!!

TC: T.J., I know that for some of your programs, not only are you marketing to your e-mail database customers at zero cost, you’ve also done some viral marketing in which one person refers another. That’s also at zero cost, isn’t it.

I know you actually deliver products and e-books that don’t cost you anything, also.

TR: We’re doing a lot of electronic books now... We’re publishing a lot of what are called e-books. These e-books are so exciting, this is the future right now, it’s still unfolding. It’s still brand new and we’re getting involved in it, taking a big position in the market right now because it’s still brand new.

I think that any of your listeners who are really excited about making a lot of money on the Internet should definitely look into e-books. With e-books - it’s a book that’s sold and delivered electronically so you don’t have any of the printing or have to worry about the weight of the book. Our company has shipped hundreds and thousands of regular books over the years, and those things are heavy and postage fees cost a fortune. With electronic books, it’s all done digitally, so one hundred percent of the profit goes straight into your bank account. That’s the most incredible feeling in the world, Ted.

Making $100,000 a year in mail order or on the Internet is nothing.
- T.J. Rohleder

TR: You know... To be able to make sales but not have all of the costs associated with traditional sales and services...

TC: Right, T.J., and that’s one of the reasons that I wanted our listeners to hear you. I know with your massive success in mail order you’ve also encountered massive expenses, as you referred to… Printing, typesetting, graphic work, handling, postage. Today, of course, I see you running for the Internet, and reduced expense is the reason, isn’t it?

TR: Yeah, it’s exciting to bring in millions of dollars every year. And we recently topped a million dollar month! That’s exciting, but when you can only keep ten cents on the dollar, that’s not exciting. It’s one thing to bring in millions of dollars, but with traditional mail order you have quite a bit of costs involved, and those costs can eat away at your profits. Don’t get me wrong, the profits can still be phenomenal. Some of the richest people in the world are in the direct response marketing business - and the profits can be phenomenal!

With the Internet you have a chance to get out from under some of the onerous costs and procedures associated with mail order, as profitable as it is! That’s the kind of thing that keeps me awake at night. It keeps me awake at night because I’m excited. Some people are kept awake at night cause they’re worried, but some of us can’t get to sleep because it’s just too darn exciting.

TR: This is a thrilling business, Ted. I know you’ve dedicated your life to helping people get started and make money on the Internet, and our company does the same thing. We truly get so much pleasure out of helping people get into this fascinating business, because it’s really one of the last opportunities for the average person - the person that doesn’t have a great education, a lot of skill, or a super high IQ.

This is one of the few remaining ways to get rich. That’s exciting because I’m an average person. In the past, our opportunities would have been so closed. I mean, a hundred or two hundred years ago average people stood no real chance of making it big. It was always the people who were born with the silver spoon in their mouth, or who had some special abilities or talents.

With the Internet and mail order, ordinary, average people, which most of us are, have the opportunity to make as much money as the richest people in our area make... Lawyers and doctors. That’s very exciting to me.

TC: So I’m absolutely certain you’d have no problem with me telling people that it’s pretty easy for them to earn $100,000 their first year in Internet marketing?

TR: Well, you know, this is the funny thing, Ted. For those people who have never made $100,000 in one year… It seems impossible.

TC: T.J., if you’ve never made a $100,000 a year… Where would you go with that one?

TR: Well, Ted, if you’ve never made $100,000 a year, it’s going to be very hard to believe that you can actually do it - and I’m speaking from experience here. Before Eileen and I got started in the mail order business, we had never made more than $26,000 a year in our entire life - and that was with both of us working. That shows you how poverty poor we were, with both of us working full time, we never made more than twenty-six grand a year.

Back then, $100,000 a year was an awful amount of money and it was kind of out of reach for us, as it is for most people that have never made that kind of money.

But once you hit that mark… I’m not sure how to explain it, Ted. To the guy that makes $100,000 a year, it might seem impossible to make $500,000 a year. To the guy that makes $500,000 a year it might seem impossible to make $1,000,000 a year.

Believe me, there are plenty of people out there making $500,000, $1,000,000, or $10,000,000 a year. It’s a matter of perception. Making $100,000 a year in mail order or on the Internet is nothing. It’s just that if you would have told me that when we first got started, I would never have believed it.

TC: A lot of people have been pleasantly surprised. I mean, you talked about the web page. Put up a web page and instantly you’ve got a global market, not a neighborhood market. $100,000 in that market is just not that big, is it?

TR: No, not when the world, or even just the country, is your market place. Some people get hung up on the fact that they don’t want to take orders from, say, Indonesia, and deal with money transfers and all those things. They may want to do business in the continental United States, but still market on the Internet. That’s fine! How many millions of people are there in this country, 600,000,000 or something like that.?…

The point is, and this is how we made our fortune, Ted, and this is how you are making all your money… You only need a small group of customers with whom you do business again, and again, and again. Over a period of months and years you can make millions and millions of dollars. There’s no guarantee that you will, no promises or guarantees. Nobody can guarantee that you’re going to make millions of dollars, it’s up to you.

All you need is a relatively small group of customers to bring in millions of dollars in sales every year.

TC: I know exactly what you’re saying, but I want to ask this question because I’m not sure all our listeners understand. You said all you need is a small group of customers to do business with over and over again. I thought when you got a customer –

if you’ve got a book for sale, for instance, you sell them, and they’re gone.

TR: It’s a funny thing about human nature, but the person who buys one type of product or service is never fully content. Some markets are different - some are even

more insatiable. That’s what I call it - an insatiable market. Human nature being what it is, people who buy once from you will buy again and again if you just sell them products and services similar to the kind they bought from you the first time. It sounds simple, and really it is simple, although like everything it can be advanced, and there are certain techniques…

TC: I think we’re all happy to hear that, but you touched on a point that I hear listeners asking about, and since you touched on it, it’s fair game. You said all you have to do is give customers more products similar to what they first wanted. Now T.J., I think you are a veritable product machine. I’ve never seen anybody who can turn out books and products like you. The normal author takes two years to write a book and I’ve seen you turn out two or more in a month. You must have some secrets and simple techniques that you can share.

TR: We crank a lot of stuff out here because it’s our passion. This is what we love to do, and it’s taken a number of years to get as good at it as we’ve gotten.

We have a staff of very talented people here that we’ve developed over a period of time, so I don’t want to take undue credit. My wife, who ran the company for the last fourteen years before I took it over, built a very good staff of people. Now that I’ve taken over, those people are still here and they’re very talented, very good at what they do, and we all work together as a team.

It’s the content, it’s the material, it’s the message, it’s the how to, it’s whatever the information you’re selling is. It’s not if all the commas are in place or if you have a dangling participle, whatever that is… In other words, it’s not literary print, it’s the information.
-Ted Ciuba

perfect example. People who write and publish information products spend way too much time trying to make everything perfect. We try not to fall into that trap. We’ve got an obligation to sell good stuff because if we don’t, customers are not going to come back and buy again and again. You have to achieve a level of quality or customers will be so upset they’re never going to buy from you again.

We strive to make it good, but just good enough… That’s it... Just good enough. We don’t get caught up in the perfection game of having to make everything perfect. We make it good enough so the customer will be happy and come back and buy again and again, year after year.

TC: I want to clarify a point. What I hear you saying, and correct me if I’m wrong, but what I hear you saying is you’ve got the content and the material, it’s the message, it’s the how to, it’s whatever the information you’re selling is. It’s not important that all the commas are in place or if you have a dangling participle, whatever that is… In other words, it’s not literary print, it’s the information. Is that correct?

All of our products are pretty much the same. We tend to recycle a lot of our products… I’ll give you an example, Ted. Right now we’re creating one hundred different e-books. A lot of the content we’re using to create those one hundred e-books is used in more than one ebook. As long as the customer is getting good value, it works.

Most customers are never going to order all one hundred anyway. They’ll order a few here and there, but in most cases they’re not going to order the whole batch. In creating one hundred e-books, we’re able to use the same material, weave it through various publications, and mix it up a little bit. As long as the customer gets good value in each one of those e-books, they’re happy and we’re happy, and in a very short period of time we can crank out one hundred different products. TC: Believe me, when you say one hundred e-books, that makes the average person think W-O-R-K. I would say that you revealed a major, major secret there. You’re talking about what I recently heard called repurposing. To put it in other forms to use parts and pieces that apply in other works. T.J., thanks for that one, and for the way you stress you’ve got to deliver value, but you don’t have to have every “t” crossed in the grammar part of it.

On behalf of all our listeners, thank you so much. You have really revealed some deep and tremendous secrets.

TC: We’re nearing the end of our magic hour on radio. I don’t want you to get away without giving us your greatest secrets that you think that we might need to know. I’ll just throw it open to you. What is it our listeners need to know to get rich on the Internet?

TR: Okay, well this is about getting rich in mail order or the Internet, period. The one thing we see a lot of people getting hung up on is wasting an enormous amount of time, in some cases years, trying to come up with a product to sell. I think that is the biggest mistake someone can possibly make. Forget about what kind of product you’re going to sell. Don’t get caught up in that! Most people just sit around and all they can do is think about products they’re going to sell to millions of people. What a bunch of crap!

This is the kind of marketplace where you get rich selling to very small groups of people. I’m talking about narrow target markets - and that’s been the secret to our success. We started with $300. We’re very average people who have now made over $50,000,000 in sales... But who’s counting?

I’m not saying that to brag, believe me, I hate people who brag. There are people making a lot more money than we’re making, but they’re all doing it in a target market.

Forget about the product, forget about what you’re going to try to sell. Instead, put some of your time and attention on the market you want to sell to.

Now what is a market? A market is a group of people that have something in common - it could be many things. Our company sells to the opportunity market. We sell to people who are looking for business opportunities... Particularly opportunities to make money in mail order and on the Internet. That is our niche market.

Once you decide the marketplace, it’s a matter of figuring out who the competitors are in that marketplace and who you want to model after. What are they selling? What is your market clamoring for? Then you develop some type of product or service that is right along the lines of the top competitors of that marketplace.

TC: So you’re saying, find the market you know is spending money first, one which you know is providing riches for others, then find out what to provide to those customers?

TR: Right. Look around and find the people who are making the most money in those markets. Get on their customer mailing list, buy the stuff they’re selling, and experience their customer followup and attempts at upsell. Get to understand the market that you want to reach and how it works... How it’s currently being serviced.

All of a sudden, the ideas of what you’re going to sell become very easy. You’re not trying to sell to a nameless, faceless audience of millions of people. Let the large corporations with the deep pockets worry about those markets. You’re trying to sell to very small markets that don’t cost a lot of money to reach, but who have a very specialized interest.

That is the key to how the average man or woman can get very rich in mail order or on the Internet.

TC: Sounds good to me because I certainly don’t want to spend millions trying to reach the public, and I know that’s what you’re saying… Find a niche.

TR: Right, that’s better for large corporations that have deep, deep pockets. The average man or woman needs to find small markets of people who have something in common, then find out which companies in those markets are doing the very best. Those are the ones you want to model after as closely as you can. Especially in the beginning, without copying exactly what they’re doing, try to find a way to do something similar or better. That was how we got started and that’s been the whole key to our fortune.

TR: Another one, Ted, is that you’ve got to work with people who know what they’re doing. Eileen and I have had a lot of help over the years from people who have helped us along the road.

These are people out there who are actually doing it, not some retired consultants who were doing it twenty or thirty years ago, and now spend all their time talking about the past. We’re talking about people out there doing it right now. Those are the people you need to get as close to as possible, the ones you need to follow. You need to work with people that are out there doing it right now so you can use the best ideas in today’s world.

TC: Absolutely, T.J. Rohleder! Thank you for everything. You’ve been a tremendous guest and you’ve shared so many good secrets for our listeners to grab hold of.

Okay listeners, we’ve had a fantastic guest with us. T.J. Rohleder from More Inc. out of Goessel, Kansas has shared so many great things with us. He started with a humorous story about how twenty years ago he sent for everything he could that related to making money at home. Sure enough, he read it all, started putting something in motion, and took that courageous step. He even had to sell a van to put $300 down to pay for an advertisement - you could do that - and the rest, they say, is history. He’s made a fortune in mail order and

Forget about the product, forget about what you’re going to try to sell, and instead put some of your time and attention on the market you want to sell to.
- T.J. Rohleder

in recent years has shifted into Internet marketing where he’s making more, more easily, at a lower cost and with less hassle than ever before!

He gave us a lot of different insights as to why we’re all involved in Internet marketing.

We love it. It gives the average person who has no money, no real contacts, and no extraordinary quality traits, an information goldmine. It gives them the ability to enter a worldwide market and compete. There’s just a mouse click between Microsoft and you. T.J. also revealed, and this is very important, that he has taken a lot of his direct response marketing (his politically correct term for mail order) techniques and used them on the Internet to attract new customers and re-sell them again. That’s important!

Attract new customers and re-sell them... He emphasized that. Of course, re-selling on the Internet with no cost gives you a tremendous marketing advantage! T.J. gave us the example of sending out thousands of e-mails at no cost, then said he’s into e-books, which he recommends you jump on to, too. Electronic books have zero production or delivery costs.

When I asked for some of his really great secrets, he said: find a market with insatiable customers, then, since people in any market do buy again and again, simply provide what they want. One of the easiest ways to get started is by zeroing in on the competition – what are they succeeding with? Can you go one better?

T.J. told how you can provide a series of products by repurposing, dividing and conquering, and sending out different things that you have. Recreate one product, maybe a book, and make it into several reports, which you can then put into an audio tape. Share parts of your work and research with other products…

What a lot of secrets he’s shared with us! Thank you for that, T.J. TR: Thank you, Ted. I really enjoyed talking with your listeners. TC: Thanks. Listeners, what you are getting here is MasterMind insight. Real, genuine. Helpful!

T.J. was one exceptionally good example of that type of help. The best marketers in the nation are here freely sharing their thoughts, successes, and maybe some of their failures, so that you learn easily.

It just don’t get any better than that. Coincidently, that’s what T.J. closed with, saying, “Go to the people who are really doing it.”

How to Use the Web to Give You the Lifestyle You Want

Ted Ciuba Interviews Clay Cotton & Mike Jay

Let’s jump right into the purpose and whole position of our show. We bring this show to you introducing some of today’s greatest marketing experts, exhibiting many aspects of Internet marketing, as a live MasterMind session. You meet, one by one, people from that select group of rich people on the Internet - someone who’s a mentor, someone who knows what’s going on on the Internet, someone who’s doing it.

The title of our segment today is “How To Use The Web To Give You The Lifestyle You Want.” These two guys are experts on that.

Allow me to introduce Clay Cotton. He’s a man who has a real interesting history. Back in the days of real rock-and-roll he was playing with Janis Joplin, Jimmy Hendrix, and the Rolling Stones. Even today, I’d say he’s got a little bit of that in him because he’s really the doctor of love in marketing and, though I’m not free to share all the names, he’s doing some real high profile work on love-based marketing.

He’s the big chief behind the Marketer’s Hall of Fame, with which he’s really making some great contri butions to this industry. He’s doing a regular six-figure gig, working from home, part time, making the Internet serve his lifestyle.

Clay Cotton (CC): I’m doing fine, Ted. Thank you so much for the wonderful introduction.

TC: Hey, Clay, you’re a tremendous guy and we’re glad to have you with us.

I’m just sitting out on my porch and listening to the brook here in Santa Barbara. I got up this morning, whenever I felt like it, and I took a little drive and then came back to the house for the phone call. My time is really my own.
- Clay Cotton

Our second guest is Michael Jay, who is also a fascinating entrepreneur on the web. In fact, he’s the one who corrected me one time. He said, “Ted, you’ve got the whole title wrong. It’s not ‘How To Get Rich On The Internet,’ but more correctly, ‘How To Use The Internet To Get Rich.’” I certainly don’t disagree with him there.

Michael and his lovely wife are enjoying life, traveling around the country in their Winnebago, living the Internet lifestyle in total freedom. And brother, you know that if you can do that… It ain’t cheap to be on the road all the time. It’s a specific lifestyle.

I’ll tell you what, just to get things started, Clay, why don’t you tell the listeners what you’re doing and why they might want to be sure to keep their ears tuned closely to this show?

CC: Well, right now I’m sitting out on my porch and listening to the brook here in Santa Barbara. My wife and I are living in Santa Barbara now, where we just came from Santa Fe, New Mexico. Those are not bad places to live.

I got up this morning, whenever I felt like it, took a little drive, then came back to the house for this phone call. My time really is my own, and I think that’s what a lot of people would like.

I’m a hard-core unemployable person. I was a musician for twenty years, would not take a regular job, and still won’t, so I’ve always looked for a lifestyle that would adapt to me and to my needs. Direct response marketing met that need in the early 90s.

It wasn’t until seven years later that I was able to utilize the Internet as a tool of automation and of delivering messages and collecting interest. I’ve been able to mold the direct response marketing principle into a system that produces, as you say, a six-figure income. It’s pretty nifty.

TC: I’d say so, especially since it sounds like you’re just going from one beautiful location to another, and enjoying your days as you wish! CC: We may even head out to Costa Rica or down to the Caribbean and live there. With the Internet, it doesn’t really matter. You could live in the south of France or Hawaii, or wherever, once you have developed something that’s working.

It may not happen overnight. As in any craft, you have to practice the basics and study the craft. In this case, it’s technology, psychology, and direct response marketing. Most of all, study your target market - study the mindset and needs of your market, then serve those needs efficiently.

TC: There seems to be a real attraction to doing it on the Internet, because, as you said, you could live in the south of France or anywhere you wanted. Which brings us to…

Michael Jay! Since you’re living on the road, tell us what the Internet does for you, and how fascinating it really is in your life.

MJ: I couldn’t have the lifestyle I have without the Internet. Five or six years ago, I decided I wanted the freedom to do business wherever I wanted to. Of course, in order to do that, you’ve got to have connectivity, and the Internet becomes the medium that enables all of us to connect, share, and do all the things we do.

That’s primarily what I chose and why I offer it to you. Rather than getting rich on the Internet, we use the Internet to get rich. Of course, richness comes in many ways for many different people in terms of whether they want freedom, as I do, and a lifestyle that affords me the opportunity to hang my flag wherever I’d like to, or whether or not they want to make a lot of money, or serve a lot of people, or make contributions all over the world. Those kind of things are available to us all.

I think many people who have started experiencing the Internet realize that connectivity is going to lead us to wherever it is we’re headed in terms of a global world.

I think the Internet is a very powerful place, and when you add marketing to it and begin to understand that you can set up very simple and easy-to-use systems that will, in effect, leverage your ideas…

MJ: About five years ago I had someone say, “Why sell to 1,000 when you can sell to a billion?” It’s that type of mindset that we need to begin to develop - that the Internet allows us to do.

We work with people in our business. We’re not in the “Internet marketing” business, but we do Internet marketing. We work with clients all over the world, on six continents, and we’re able to do that and still have the freedom we want in terms of our lifestyle.

Bill Gates calls it the “web work-style” in his book, Business At The Speed Of Thought. It’s a profound read for anyone.

The point is, once you develop this work-style, you have ultimate freedom. You are doing business 24 hours a day and you’re still able to enjoy other things while it’s working for you. It’s really nice to get up in the morning, look at your in-box, and find not only wonderful words from friends, but also transactions that have taken place while you were sleeping because others were buying your products or enrolling in your services.

TC: We run across people all the time who say, “You can’t make money while you’re sleeping!” or “It’s impossible to earn $100,000!” But guys, is that true? What would you say? What do you say to help someone who simply has a few doubts?

Clay, let’s start with you. What would you say to someone who doubts, not that it can be done, but whether they can do it?

CC: Well, if a person has doubts, then that deals with psychology, and I would say, “Speak with a therapist or a psychologist, or read some books on self-esteem.”

People who have been entrepreneurial, independent, or freethinkers for any length of time, have had to overcome their doubts.

If you’re going to be a marketer or in business promoting anything, or if you are a non-profit organization or charity promoting a message or a spiritual message, whatever you’re going to do, you’re going to find many people who are not receptive to your message. There are going to be rejections... And that’s fine. If 99% of the people reject me, that’s perfectly okay. I have to be able to look to the 1% that say yes. That’s another reason why the Internet is so awesome - it’s called “the law of large numbers.”

The insurance actuarial industry makes their statistical analysis based on the law of large numbers. If you’re going to send a message or query to a million or one-hundred million people and try to get them to respond, you can get a low percentage of positive responses and still do very well. That’s another awesome thing about the Internet.

When marketing to millions, you only need a very small percentage of positive responses in order to generate the revenue that we all need to get by.

CC: It really is. Compare Internet marketing with conventional selling. If I were to go out on the street corner or into the local town and try to get somebody to respond positively to me or to my message, I’d be beating my head against the wall. The same one out of 10,000 would be interested, but the time and personal rejection would be debilitating!

There’s lots of reasons why most people don’t do things like this. They don’t have the self-esteem. They’ve got an ego problem or some success problem, some psychological problem, or they don’t want to face the rejection because they’re going to take it personally for some reason. That’s often because they were just knocking on the wrong doors, the wrong way, and they weren’t thinking in terms of the law of large numbers and statistics.

The Internet allows us to do that, without spending an arm and a leg to do initial testing. These are topics that anyone who has been a student of marketing would understand.

TC: Michael, because it’s such a prevalent question, what do you say to people who say, “I know there’s fortunes being made on the Internet, but will it work for me?”

MJ: I wouldn’t encourage anyone to drop what they’re doing and run onto the Internet unless they’re totally committed and don’t have any doubts about making it work. It will work eventually, if you continue to persist. That’s part of the issue.

The second thing I’d say is, continue doing what you’re doing and try a pilot project. Try something small, try something that keeps your interest so that you can have some motivation around. At the same time, you’re going to have to try and find what people want.

A lot of people develop a product then try to sell it. That’s backwards. What we’ve learned in Internet marketing is to go find a market, then find out what the market wants, and then use your particular plan and the way you do things to provide a product that the market already wants. That’s really a shortcut in my view. It took me about twenty years to learn that, and that’s probably one of the reasons I wasn’t successful for a long period of time. I kept thinking that I had this mouse trap and if I just kept making it better, people would come.

One secret I say people should use is to try a pilot project and, in that project, find a market that exists then determine what that market wants. Try a couple of products or services or things you think you’d like to be involved with in that market place. Test it. It’s really easy to test on the Internet.

You don’t have to spend a lot of money to test something on the Internet. Of course, you’ll know right away whether or not you’ve got something that will sell.

We’ve got all kinds of things, like search engines, that can be used to drive Internet traffic. Get other people to help you drive traffic to a little pilot project. If people actually buy what it is that you have to offer, then, of course, you roll it out.

That would be my advice to people who are just getting started. Start small. Carve out a little bit of your income and sort of invest in Internet marketing. Make a few investments up front… Allow yourself to lose a little bit of money while you try to figure out some of this stuff.

While everyone wants to get lucky, luck won’t carry you through the long term. You’ve got to learn what you’re doing to create revenues.

gThere are a lot of systems out there that set up really good Internet marketing opportunities. They use a good system patterned after someone else’s success, and I would say that’s really going to help you avert a lot of failure.

I know you’re probably like me… We fail our way to success, and just keep trying things until something works. But I wouldn’t say go that route. I’d say go find the proven system that someone else is using, then use it on your own e-book or a small product or whatever your service is. Try that out in a target market… Use that test as your sample and survey, and when you know there’s some interest in it, roll it out.

TC: Michael, if I’m hearing you right, you seem to be advocating something that might begin to sound like scientific marketing?

MJ: Well, of course! You know I wrote an e-book called Creating Scientific Marketing Systems. That’s exactly what I learned over the last fifteen years of making mistakes - use something that has been around a long, long time. This stuff has been around since the turn of the century. There’s a tremendous amount of material out there that teaches how you should approach selling, marketing, and advertising things. None of the basic rules have changed. They’ve just been adapted for the Internet Age.

TC: Just as in flight, the same principles that lifted the Wright brother’s first bi-wing, cloth plane also lift supersonic military test planes? Big difference in application - same principles.

MJ: If people are not already in marketing, advertising, or promotion, I think it’s silly for them to think they have enough expertise to go right on the Internet and start marketing their mousetrap. They’re going to get real disappointed. There are a lot of disappointed people on the Internet.

However, if you follow the process I’m talking about; go out, find an established market, test that market to see what they’re interested in, then use whatever it is you have to help that market get what they want - then it’s going to be really hard for you to fail.

Too many of us have tried to take the short way. We keep thinking that we’ve got these great ideas then we throw the ideas out there without finding a market and testing. We end up in trouble then can’t figure out why our idea’s not selling.

TC: Both of you have made some interesting comments. Mike, you said that these principles have been around since the turn of the century… And, Clay, you talked about direct response marketing.

Now, how do we apply the information you’re sharing to the Internet, which has only been here as a commercial thing since 1994-95? Clay, what’s your opinion on that?

CC: Well, the Internet is only a tool. Before the Internet there were fax machines, and before that, the telephone, television, and radio. These are all just tools and mediums which communication can go through. Marketing is basically communication, and communication depends on messages, psychology, listening, cognitive science, and what not. The actual tools are the channels you use to send and receive messages, to get communication, transactions, or whatever. Technology is always bringing us newer, greater, faster tools, but communication - that doesn’t change a great deal.

The fundamental principles of direct response marketing were originated around the turn of the century by great ones like P.T. Barnum, Al Lasser, John E. Kennedy, Claude Hopkins, and many of the people I feature in the Marketer’s Hall of Fame.

I hope people will come to www.ClayCotton.com and sign up for the autoresponder that will give directions on how you can get to the Hall of Fame and study some of these people. I have biographies and reviews of their best work and what they contributed to the industry. I know Ted Ciuba is featured there, and I’m getting some information from Mike Jay to put in his exhibit.

I have a lot of exhibits there. I’m not selling anything. I just want to help people learn the things I’ve learned. I think people need to study psychology and communications and, as Mike said, it’s not about the product. That was my original thought of marketing.

It’s better to fall in love with your market, not your product. That’s the first step I have in my little five-step marketing mini-course. Just take out your gun and shoot your product, forget it, then break the mirror. It’s not about you, it’s not about your product. It’s about the market.

TC: That’s absolutely right, because if you get your market first - a market that’s hungry, has money, and is large enough - you simply provide what they want for

guaranteed sales. Then, as your market progresses, you can furnish other products for additional income.

Michael, you were talking about what most people think is the all-important traffic. You said you can do a test quite affordably using prepaid search engines and getting others’ traffic. Can you elaborate a little on that?

MJ: Sure. It’s easy for me to slip into jargon, like talking prepaid search engines, so I appreciate you saying something about it. An example of a prepaid search engine is Overture.com How you get into that search engine is that you literally go in and bid on keywords. For instance, let’s say you were selling a new iron to iron clothes with. Under the keyword “iron” or keyword phrase “ironing board,” if you bid a certain amount of money, you’re listed, and your web listing comes up whenever someone searches on those words.

If you have the highest bid on the keywords, whenever someone enters “iron” or “ironing board,” your listing would come up first. Of course, you know that when a listing comes to peoples’ attention, if it matches their desire, they are more likely to go ahead and select it. The idea is that you could drive traffic, in other words, send people to a test site that you put up.

Successful Internet marketing is as simple as being on track with your keywords and your idea, then selling something to a target market that wants it.

The other thing is, you can get market to people who know you. Clay, you, Ted, and I - and a lot of people I know - have a list of people that are on our opt-in list. An opt-in is someone who has come and said, “I would like to receive some information from you.”

You don’t want to spam and you want to stay as far away from spam (unsolicited e-mail) as you possibly can, because that will cause you problems.

What you want to do is offer people the opportunity to come and say “I would like to see some information.” You’ve no doubt seen these invitations on many sites. When they no longer want to receive it, you give them the option to unsubscribe.

Use these opt-in e-mail lists and draw traffic to a particular test site or a product. For a really powerful boost, have someone well-known in your market endorse your offering. That will really boost your traffic meter because the people on a marketer’s list know and respect them.

Those are some cool secrets in terms of starting out with a small, well-targeted investment and getting someone to endorse you or spending a little money at Overture.com to drive some traffic to your test.

Of course, this assumes your sales letter or product is aligned with the target market - the people coming into those keywords.

TC: That’s fascinating, because I know a lot of people think that all search engines are free. You’re saying that today you can actually get yourself an edge just by paying a moderate amount of money for a click through?

MJ: Yes, probably less than you would by taking the time to learn how to rank your site in a search engine and going to all the trouble of doing all that stuff that everybody teaches, like sending your links to a thousand search engines. You’re competing with millions and millions of other people who have similar sites.

When you want to do a short, quick test, drive some traffic from a pay-per-click search engine. It doesn’t have to be expensive because you can set a budget. For instance, if you only want to spend a hundred dollars, track the number of people who come through on those clicks. What was your conversion rate? How many sales did you get? You can drive quite a few people to your offer if you’re creative about your keywords and know what your target market thinks is important. You’ll find out quickly if people want what you’re selling. If you have any kind of conversion rate with your test, then you know

Now you can go out and buy traffic. Wait until you’ve tested your conversion rate, because you’ll have to pay whoever gives you traffic. They don’t care what the traffic does, because they charge a fee, but you want a profitable venture.

Once you know it works, it’s just a matter of driving traffic to your offer and making money. That’s part of why the Internet can make you rich. All you have to understand are these simple processes. Don’t try to make things complicated by studying search engine rankings and everything. You don’t even know if your offer works yet. Pay for a little traffic, direct it to your offer, look at

your conversion ratio, do some tweaking, maybe pay a little bit more, test it again, then once you’ve got something that will convert, start diving traffic to it.

TC: And I think Mr. Clay Cotton has an idea about how to help that conversion rate with his love-based marketing.

CC: Thank you, and Michael, good thinking! Most people are product-centric. They’ve built a better mousetrap and they think tradition. That’s the way they are going to enter the world of business... Build a better mousetrap and go out and promote it. We’ve discovered that’s futile in many cases, and really uncomfortable and rather insufficient.

It’s far better to go and target people in groups that have similar wants and desires. Then you can test and measure whether this group wants what you’re selling. You can quiz them and get market research. It’s work. It’s about study and measurements, statistics and behavior. You have to determine the psychology of a particular market and the mindset of that market. If you can target them halfway, you can come into harmony with that market, and honor and serve them in some way.

Following this pattern, you can’t help to be successful eventually. On the Internet, you can get money for selling somebody else’s product. You can make money for generating a sale the original owner may not have otherwise had. That’s the basis of an affiliate program. You get a piece of the action, sort of like a sales commission. It doesn’t matter if it was your product or somebody else’s product, as long as you’re serving the market.

I like to call that good-hearted marketing, warm-hearted marketing, and a market-centric approach. I say fall in love with your market, start your product, work with value and devotion for the highest good of all concerned for that market.

If you do this, no one’s going to resist you. You are giving value worthy of devotion, and you’re going to feel real good when you go to sleep at night. You’re going to deliver the highest value to a group of happy people, your preferred market. Everyone’s going to be happy to the highest good of all concerned.

That’s what I talk about: love thy product, become a servant of a group of people… It’s going to embrace you and pull you in. You’ll have their loyalty and trust, you’ll earn it everyday or anytime you interact with them.

TC: That’s really a fascinating idea, and you’re one of the best people I’ve heard articulate it. That immediately attracted me to you, but it’s also common sense. Unless you’re delivering value, people in this free economy will not give you their money. You can screw a few people sometimes, but you can’t have a long-time career that way.

Clay and Michael, I wish we could spend the whole day with you, and even then I know we wouldn’t get everything. You’ve got to have some special secrets that you cherish, ideas that have been particularly successful for you or others.

Mike, let’s go with you first. What secrets do you have that can really benefit our listeners and help them get rich on the Internet?

MJ: I think the thing that helped me most was getting over my fear of rejection, or my fear of not doing the right thing, or of not putting an offer out there because I didn’t think it was any good. I think that’s really important.

Author Robert Kiosaki said his rich dad told him, “A third of the people like you, a third of the people hate you, and a third of the people don’t care. You can’t worry about pleasing everyone when you do marketing.”

It’s a good idea to have a strong purpose behind what you are doing and to understand your market, then get after it. Don’t mortgage your farm - do a pilot project and see how the pilot project goes. Learn how to do a few things on your own with your web so you don’t have to hire expensive webmasters anytime you want to make a little change. Go find someone to work with - in other words, find a team. You don’t have to do it all yourself.

One of the things we’ve done is look for other people who want to do certain aspects of this business and are good at it, then we all get together as a team and share the profits. That’s an easy way of helping with risks and, it’s a good way to help if you don’t have a lot of capital to get started.

Learn marketing the way it should be done, the way people have been telling us to do it. It’s not falling in love with your product. Like Clay said, it’s “Love your market.”

TC: Fabulous. Thank you Michael and Clay. I knew that you would have interesting input on this.

CC: I learned from being in music that you’ve got to be willing to step out and start blowing. It’s your turn, get out there and blow. Crank the knob up to number ten and go for it.

Another thing I learned from music is that the first ten thousand hours don’t count. If you’re going to be a professional musician, you’ve really got to practice, practice, and practice. I think that is what Michael is saying, you have to make small experiments over and over again.

Don’t risk the farm, don’t risk everything, but you’ve got to make these experiments and be willing to fail forward, to fail 10,000 times in order to learn, learn, learn. The thing is to not cripple yourself by one failure, just do it small and test it.

I tell people, “Study psychology, study neuro-linguistic programming, study the history of psychology, influence, persuasion, study the hypnotic conversational hypnosis…”

I think people have to learn how to be flexible, they have to learn how to immerse themselves in whatever they’re doing, especially in this day and age. As long as we are talking about the Internet, you’re going to have to immerse yourself in how the Internet works, the culture of the Internet, and the technology of the Internet. You have to do things according to the protocol and politeness of the Internet. You can’t spam, you can’t be rude, you have to be respectful.

You have to learn how to build your own web pages, otherwise you’re going to have to pay somebody else. Most likely, they’ll overcharge you and you’ll be dependent upon them forever.

At some point you’re going to have to learn how to design HTML web pages using some sort of an editor/visual editor. Learn how to FTP (transfer) the files from your machine to the server machine. You have to learn how to do that stuff. It’s like learning a new language… You go to a foreign country and if you don’t learn the language, you’re isolated unless you hire an interpreter. You can’t hire an interpreter to constantly walk and ride around with you unless you’re super wealthy. Most of us aren’t super wealthy enough to hire our own personal interpreter.

TC: It goes back to the old adage that knowledge is power... And now you’re saying we can get that power through education.

Indeed. I’ll tell you what, we’ve picked up so many good things from our guests. I’ll review a few…

Clay Cotton talked about direct response marketing, and Mike Jay reminded us that this information has been available since the beginning of the century.

Basically, as Clay mentioned, the Internet is a medium of communication, but we’re still dealing with humans. The universe is so much larger using the Internet, but we’ve still got to use psychology to appeal to them.

Then we’ve got numbers - we approach them, tweak them, and make our offers better - which these men communicated very well today. Many other valuable things were mentioned today, including the importance of self-esteem and getting over doubts.

Discover prepaid search engines, they give you instant results. And make sure you deal with opt-in lists. An easy way to launch a product or test a product is to offer it to your opt-in list or to an optin list of another marketer, but do not spam.

The Internet CAN give you whatever lifestyle you want. Study the basics of the game, learn from others, pace yourself… And have fun! Jump up, crank it to ten, and share the action with others on the Internet stage!

Maximum Automation to Make Maximum
Money With Minimum Effort

We’ve got three special guests with us today. First is marketing genius, George Tran, a true trans-national. Born in Viet Nam, he escaped to Australia and was raised there before coming to Eugene, Oregon to make his fortune. His web site, one of many, is www.AutoPilotRiches.com George is highly educated in business, having earned an MBA as well as a MS in Computer Programming. What a combo to put together! It’s really no exaggeration to say that George is the first one to ever bring together such an automated sequence - one that all the major marketers are using – the ultimate, integrated e-commerce solution.

We also have with us Mike Lauria from e-Commerce Exchange. Mike offers merchant accounts. You know, the Visa/MasterCard thing? When you combine the automation of AutoPilotRiches.com with merchant account processing, you can have money roaring into your account all hours of the day and night, whether you’re on the golf course, sleeping, or relaxing with the spouse and kids.

I’ve also invited my good friend and marketing wonder Armand Morin to share the greatest single secret to his success – which hasn’t been too shabby. Armand made $4.2 million his first year on the Internet, and he’s going to share exactly how he did it so that you can do the same thing!

It’s an enchanting idea, and it works just fine on the Internet… Hallelujah! Your income is independent of your “work.” What you do you do once – and that’s get your systems up and running - but you get paid forever!

Money comes in on autopilot. You don’t have to do anything to earn it. You can live, vacation, work, travel, buy a new home or car… Only on the Internet!

George, I’d like to start by asking you a question, because you’re the king of this. In fact, I frequently refer you to as “Genius George Tran,” because you have designed and maintained a suite of incredible web site automation tools, and you’ve done it in such a way that you’ve created a virtual monopoly.

Because of my position, I know hundreds of super-successful Internet marketers and it seems every single one of them is using your product - Terry Dean, Ron LeGrand, Carl Galletti, Randy Charach, Marlon Sanders, Joel Christopher, Kirt Christensen, Phil Huff, and even myself, Ted Ciuba… Just to name a few.

You seem to be really deep into maximum money with minimum effort and maximum automation. Is that a fair statement?

GT: Yes, Ted, that’s an exact statement. I like the fact that every morning when I wake up there’s more money in the bank than when I went to bed the previous night. And that happens automatically.

GT: Well, I’ve created a program with AutoPilotRiches.com which enables merchants - people who want to sell products and services online - to get a shopping cart and process credit cards. But it goes way beyond that to doing marketing things like creating a contact database, data mining, maintaining relationships with customers, and automating the whole process in a holistic and integrated manner.

TC: Of course listeners sitting there listening to George Tran are going to say, “That’s great for George Tran, but how does that apply to me?”

You used a lot of jargon; could you simplify it a little for some people who don’t have the MBA and computer programming degrees that you’ve got?

GT: Let’s take it a step further by defining more about building wealth and what that really means, because the medium and the technology is, for all technical reasons, irrelevant.

There are several basic principles that are relevant, whatever the medium. One of those, as you mention frequently, is the MasterMind. You don’t know, you can’t know everything… It’s who you surround yourself with that matters! It’s your winning team that gets you to your goal - and the medium is irrelevant.

TC: Of course the Internet makes wealth acquisition cheaper, quicker, outrageously fun, and splendidly more profitable!

But the principles you’re outlining now, such as the principle Napoleon Hill in his landmark Think and Grow Rich identified as the MasterMind principle… These apply generally in the life and affairs of anyone who acquires great wealth, don’t they?

GT: Yes. And another basic principle of wealth is, taking a line from Kennedy, “Ask not what people can do for you... But what you can do for people.” The function of how wealthy you become is really how many people you can help.

The more people you can help, the more money in turn you’ll make. It’s applying your skills, creatively and strategically, in giving to the world.

TC: This is easy, common sense math…The more people you help, the more money you make.

People will only buy a product they need or desire; and they’re always going to be looking for a good relative value. If your product fulfills a need or desire in the marketplace…

GT: Using that principle, marrying it with another principle, creates residual income. Meaning, you need to look at a sale more as a series of transactions, of how you can make money from people on a regular, residual basis.

For example, if people pay rent to you every month, that’s residual income. If you sell vitamins on a monthly drop-ship program, or sell a subscription to your newsletter every month, that’s residual income. But if somebody buys a lamp from you and never comes back, well that’s just a one-time sale, and the amount of money you make from that person is limited. You’ve really got to combine these two principles together, to maximize your worth - helping the maximum amount of people and helping them on a continuous return basis.

TC: How sweet it is! Ongoing residual income! By the way, George, doesn’t AutoPilotRiches.com offer an affiliate program so that anyone can resell it and make good residual income?

GT: It sure does, Ted! Not only does it incorporate an affiliate program so that any Internet marketer can offer one for their own products, but we offer an affiliate program, which we call a referral program to distinguish it from the tools in AutoPilotRiches.com, so

anyone can sell the AutoPilotRiches.com system to their friends and customers and get paid lifetime, residual income.

TC: That, I might suggest, would be a good product for anyone to sell – for the same reason it is for you: ongoing, residual income.

I’ve invited Armand Morin to join us because he’s really got the inside scoop on why everyone needs to run an affiliate program for their site, for their own products. Armand, what’s your scoop on affiliate programs?

AM: It’s just been the biggest secret of my success. And that is… Start your own affiliate program. If you don’t have one, you need to do it immediately.

Think about it like this: if you owned a Coke machine and had it sitting in the hall, you could only sell to as many people as would come to your Coke machine. That’s your own web site.

But if you had ten Coke machines placed all over, you would sell to as many people as come to ten different places, twenty-four hours a day, seven days a week. Those are the ten affiliates you have selling your products for you.

Imagine having one, two, or three thousand Coke machines all working for you twenty-four hours a day, seven days a week!!! That’s exactly what’s happening when you have your own affiliate program.

If you don’t have an affiliate program, get one immediately. You could have thousands of people selling your products and services almost overnight.

TC: Thank you, Armand Morin! These are millionaire secrets!! True secrets! Genuine.

Looks like we all agree; residual income, recurring sales, keeping the relationship, an affiliate program… These are major aspects of how to get rich on the Internet.

George, AutoPilotRiches.com seems to be something of a phenomenon. What is everyone so excited about? What do they see? What does AutoPilotRiches.com do?

GT: Ted, just so people understand what exactly I offer, I want to spend some time explaining the simple automation process we have and what I’ve done to the system. Then we’ll talk more specifically about how to make money on the Internet.

Typically, when you want to make money on the Internet, you need to sell some kind of product or service. Most people either know how to make a web site, or they can get somebody to make a web site for them pretty easily. But, getting a shopping cart so you can actually do business on the Internet costs a lot of money, a lot of time, and a lot of pain.

Our shopping cart gives anyone who wants to sell a product or service on the Internet the ability to set up shop within five minutes or less. What I did was discover a way to make a shopping cart that is very, very easy to use, you can virtually set up a shopping cart in minutes.

For those who don’t know what a shopping cart is, when you go to a web site and want to buy something, you see a button that says “Add to shopping cart” at the top. That’s a shopping cart and that’s the technology that we provide at AutoPilotRiches.com

Five minutes or less! That’s an amazing amount of time, because until my program, it normally took a number of weeks and thousands of dollars in setting up some custom software.

Not only that, AutoPilotRiches.com lets you capitalize on the principles we’re speaking about - residual income and managing customers and turning them into customers for life.

There’s awesome sales power in getting into a system in which you effortlessly communicate with your customers on a regular basis. Our system sends automated e-mails to your customers every week, every month, every two weeks, or whatever time periods between e-mails you choose, for as long as you want, with as many messages as you want.

Let’s say you want to sell nutritional products. You can have the system send out automated follow-ups to your customers reminding them to come back to your web site to buy refills.

Oh, by the way, the same system works if you’re running 1, 2, 3, or 125 web sites… This one system can handle them all.

TC: Incredible! What’s the name of that technology? They have a name for that, don’t they?

Instead of writing out e-mails to your customers individually, over and over again, the system does it for you. Once you have more than fifty customers, the manual method becomes a very tedious task. We’ve automated it, so it’s much easier to use.

For example, I send at least one hundred e-mails off of my automated system every day - and I’m sitting in bed doing

nothing. The software does it automatically, and it’s done in such a way that people think it comes from me. That’s how I’m able to deal directly with my customers and have them buy and return and make more purchases on a regular basis.

TC: Listeners, what George is saying is that, instead of making a one-time sale, there’s an automated sequence of letters every two weeks or thirty days that goes out, reminds the customer, and keeps that healthy relationship alive. It keeps the money flowing in. That is great.

George, I would assume with a product like vitamins, which people want and need regular delivery of, AutoPilotRiches.com is smart enough to automatically bill their credit cards on a regular basis. Am I correct?

GT: Yes, Ted, one of the things it allows is recurring billing. So, if you’re a merchant selling something on a web site that needs to be filled every month - let’s say a vitamin product, or a newsletter, or anything that people would want month after month - our system allows you to take their credit card and charge them a certain amount on a certain day of every month, automatically.

So once you get a customer, you’ve captured that customer and they become part of your regular income stream, your cash flow, and that automatically builds up a residual for you. As I said, it’s exciting to wake up and have more money in your account than when you went to bed the night before.

George, you are just loaded with different techniques for making massive money online. I’d like you to reveal some more of your secrets, some of the things that our listeners can really use and apply. GT: One of the things that I really like to joke about is that I have the ability to print money. No, seriously - print money.

When I say that people just look at me and say, “Isn’t that illegal?” No, on the Internet it’s never illegal to print money. The secret to being able to print money is in your database and the products and services you can bring to your customers. The more people in your database, the more products you have, the more money that you can print.

Not only that, but you can get additional products to offer to your list and profit from very easily.

I’ll give you an example, and my marketing and the same profits could be replicated by any marketer in any market. I currently have approximately 20,000 people in my database whom I can send e-mails to and talk to about marketing principles. I could send them a solicitation that says, “If you currently have a shopping cart, but you don’t have the ability to take credit card orders, I know how - and I have a great deal for you. If you’re interested, come to this web site and sign up.”

What people don’t understand is, in the background, I may have made a deal with Mike so that every time somebody signs up for a merchant account, I get a certain percentage of that sale. That’s another way you make money.

The more people I have on my list who need the products or services I have to offer, the more I can let them know. I can capitalize on that, help them along the way, and, in the meantime, make some money for myself. And I continue to do that with new deals as I go along.

If, for example, I know someone who has a very good product that can help in the business, for example, being able to drive traffic from the Internet to their site, and I bring that deal to them, I can make money by offering that needed service!

TC: If you want to make real money on the Internet, build your database and communicate with them regularly. There’s another distinguish ing feature in the scenario you just described.

This certificate

hereby grants you, the owner of this book, How To Get Rich On The Internet, an unobstructed, unrestricted license to print money on the Internet, 24 hours per day, 7 days per week, from all countries of the world!

The only thing you must do to cash in on this bonanza is build and nourish your own list.

Even if your product isn’t by nature a recurring billing product, such as vitamins or a newsletter, by offering other related products, you can make your list an asset that produces residual income.

I want to make one other point clear. As a merchant, you’re making available something the people on your list need - something that’s high quality, and something they are going to buy and pay for anyway.

Consequently, because you offer it to them, when they buy, which they were going to do anyway, you get a piece of the action. Is that what you’re saying?

GT: Absolutely, and I’m not talking about spamming. I’m so annoyed by that. I’m talking about building a relationship and bringing to their attention some products and services that my customers need and will have to pay for anyway.

TC: George, earlier in the studio you were talking about one of your friends who has capitalized on the Information Age in an interesting way. Can you share that story with us now?

GT: People say that we are in the Information Age, but not many people understand what that means. I want to spend some time explaining what it means.

It means that we value information more than we do other things. What that means to you is that you can sell nothing - empty air - and make more money than you would selling a good physical product!

Information is something in terms of leads and know-how. Because the costs are so low, you can make riotous profits very easily. Everyone should investigate information. Information could be your key to success.

My friend makes a quarter of a million dollars selling leads. He works about two hours a month, and all that involves is sending out invoices. His business is in selling leads, and it’s all automated!

GT: He jokes that I’m in the wrong business. He says I work for my money, but he just collects money every month.

Actually, that’s a business for your listeners to consider, brokering leads. And how do you sell leads?

Let’s use the insurance business as an example. Getting leads for people needing insurance is very difficult because people don’t want to talk to insurance salespeople. Most agents can sell to an interested prospect, but they get beat up and lose their enthusiasm trying to find that interested prospect. As a result they get fatigued, and often don’t present a good case even when they encounter a good prospect.

So, as an agent or a firm, if you could provide a name of someone interested in buying insurance, I would be willing to pay a lot of money for that lead.

That’s just an example of what you could do on the Internet by selling information.

If you want to make real money on the Internet, you’ll build your database and communicate with them regularly.
- Ted Ciuba

TC: That’s right. Wrapping up this particular thought about information marketing, of course we always think about books, manuals, videos, audios, and software. They’re easy to create. They’re cheap. The handling costs and hassles are cheap or, on the Internet, non-existent.

These types of products have a high perceived value. You can make outrageous money selling information products. Literally thousands of people have become millionaires in short order by selling information products.

People readily understand the benefits of selling information in these forms, but your example puts a spin to that. I like it. Selling and brokering leads is truly information, and that’s a market that’s not going to go away!

Now, Mike Lauria, you’re a merchant account vendor for ECommerce Exchange. You help everyone get the ability to accept MasterCard, Visa, American Express, and Discover. It used to be a real battle to get credit card processing, but today it’s pretty simple, isn’t it?

ML: Yes, getting a merchant account today is simple, Ted. It’s just the ability to accept all major business cards, and we’ve all used those. You go into a store, they swipe your card, and you make your purchase.

On the Internet though, it’s a whole different ballgame... There’s no swiping and no signatures. It’s a whole different system, but it’s not difficult to get a merchant account, there’s just no swiping.

The system works like magic. Someone goes to your site, enters their credit card information, fills in the amount and the expiration date, and within three seconds our system tells them if the credit card is good or not. If they’re over the limit for Visa, a message appears saying, “Why don’t you try a MasterCard or Discover, American Express or Diners Club, because you are over your limit.” Our system verifies that the billing address matches our records. It will verify the name, match the account, do the transaction, print a receipt - and within forty-eight hours put the money in your business or personal checking account.

Basically, twenty-four hours a day you’ve got your web site proactively working, verifying credit cards, accepting orders, printing receipts, and sending out products, doing everything you need to run your web site.

It Takes Two To Tango… AutoPilotRiches.com And A Merchant Account Are Complementary

TC: Mike, I frequently hear the question… “I’m convinced I need AutoPilotRiches.com – but do I need a merchant account?”

ML: There’s a difference between the shopping cart function of AutoPilotRiches.com and the merchant account I offer.

Think of the supermarket for a minute. That’s where the shopping cart metaphor came from, you know. There’s the shopping cart going up and down the aisles holding all the food and products you select. When it comes time to purchase your items, your shopping cart doesn’t buy the product for you; you have to go through the checkout and pay your money.

It’s the same with us. You use George’s product, surf all over a web site, pick out the products that you want, put them aside, and keep a running tally on how much you’re spending. Then, when it comes time to pay for the whole thing, the message reads, “To pay by credit card click here.” People click. Now my product jumps to the fore and they make the purchase.

Do You Have To Have A Merchant Account To
Sell Goods And Services On The Internet?

TC: That brings up another question. Does someone who’s just starting out absolutely need to have a merchant account?

ML: No. You can get to the point of George’s product where it adds up everything you want to buy, and you could write a check and mail it to the person who owns the web site to buy the products. You’re not going to get many sales doing that, but theoretically you could do that.

There are a lot of impulse buyers. Eighty percent of all Internet sales are done between eight o’clock at night and eight o’clock in the morning. That tells you something about after hours. People are quiet, they’re at home, the kids are asleep,

they’re on the Internet, and they’re buying. It’s a low-stress environment for them and an impulse buying environment. All they have to do is click right here; they have a credit card, and two days later FedEx pulls up with the product. That’s a great impulse buy. So, you really have to have a merchant account to accept credit cards.

we hear more inside secrets. Since you see the inner workings of thousands of businesses, which businesses are hot right now? Which ones are raking in the dough?

ML: Information businesses are booming. Any sort of insider newsletters for various clubs and organizations are really hot. Auction sites are extremely hot right now, as are newsletters and certain techniques for auction sites. Vitamins, personal nutrition, and personal care products always do well. Diet products are always good. Products on how to make money or stay out of debt or clean up debt are always popular as well.

TC: Okay, George Tran, you’ve got to explain something to our listeners. You are thirty-one years old, so why are you talking about retiring in a few months? Going back to Australia… What’s up?

GT: Well, because of the business that I set up and the fact that people will be paying for the shopping cart service as long as they’re in business, they will continue to feed me for the rest of my life. I decided to retire and set up home for my family.

TC: You’re going to live off the residual income you created in just a few years on the Internet?

TC: You heard it! You too can get rich on the Internet, and even retire within two years!

We’ve had an exciting, fast-paced show with George Tran, Mike Lauria, and our special guest, Armand Morin! These ace marketers fit in completely with the theme we are always talking about - bringing the greatest marketers, the people who have the most to offer to you, to help and teach you, to give you resources and tools like you received today, so that you can get rich on the Internet.

You too can get rich on the Internet, and even retire within two years!
- Ted Ciuba

Just a quick run-by of some of the MasterMind ideas that we talked about: we talked about shopping carts, e-mail broadcasts, and managing relationships, and we brought in merchant processing, which Mike Lauria helped us understand.

Early on we identified the real key to building wealth, which is creating something with residual income - a system where you can bill again and again.

Armand Morin reminded us that if you want to get rich on the Internet, you must have an affiliate program.

George Tran talked about printing money with your database. We all talked about information marketing and how, in today’s Internet age, it’s really the easiest no-cost/low-cost way to make money on the Internet.

Information Marketing In today’s Internet Age, it’s the easiest, no-cost /low-cost way to make money on the Internet.
- Ted Ciuba

There are so many ways to make money on the net, but whatever you do, you’ve got to have the two e-commerce tools our esteemed guests are talking about: AutoPilotRiches.com and a merchant account.

The P.T. Barnum’s of Internet Marketing

Today we have a very special group of guests with us. I call them “The Men Who Make Internet Marketing Success Stories.” I also refer to them as “The P.T. Barnum’s of Internet Marketing.”

These are the guys who are putting on Internet Marketing Conferences, Super Conferences, and BootCamps. I believe their workshops, along with the one I myself sponsor, are the very best in America.

Truth be known, each of our guests deserve their own separate show, but they’ve agreed to come together and give – in one concentrated presentation – the best of their insight as large scale trainers of Internet marketing success stories.

These guys have come from nowhere with nothing but a desire and have learned a few secrets which can give you a giant leg up in your own pursuits on the Internet.

What I’d like to do now is introduce these guys, because if you want to get rich on the Internet, it’s their business to show you how. Ted Ciuba (TC): Carl Galletti, how are you doing?

TC: Excellent, thanks so much. We’re so happy you could be here. Carl, what is the name of your Internet marketing conference?

CG: It’s called the Internet Marketing Super Conference and it’s based out of the website www.InternetMarketingSuperConference.com We stage the event in Las Vegas.

CG: It’s a good place to have the confer ence because it’s an exciting town with a lot of new things going on, innovative things… Lots of action going on there.

Can people still get rich on the Internet?

Most definitely, they’re doing it now!
- Carl Galletti

MP: It’s the Internet Marketing and Mail Order SuperConference. Our last event was in Atlanta, Georgia. We packed it out and people loved it.

TC: Fabulous, so you’re teaching to full crowds, too. And Ron LeGrand, good day. How are you doing?

RL: It’s called the Internet Marketing BootCamp. The next one will be held for three days in Orlando.

TC: Well, guys, this is going to be real interesting. Carl, let’s start with you. I get this question from our listeners all the time. Can people still get rich on the Internet?

CG: Most definitely, they’re doing it right now. I’ve known several people, especially in the early days but some still today, who claim that people really don’t make money on the Internet. Of course, when you see news stories about one dotcom after another going under, you may think, “Gee, you really can’t make money on the Internet.”

That’s far from the truth. The truth of it is, dotcoms go under because they don’t know the formula. They’re not really doing it properly. The people who are doing it prop erly are the small entrepreneurs who have been innovative in applying standard marketing principles to the technology of the Internet.

They are producing phenomenal results with very few people. Most of the people I know are running one-man businesses, working a few hours a day to maintain something. Once they get it established, the thing practically runs itself.

TC: That certainly sounds good. Michael Penland, what’s your experience? Can people still get rich on the Internet?

MP: Absolutely, Ted! Remember that there are a lot of misconceptions about the Internet. The Internet is like any other business. It is a business and it’s a people business. It’s more about people-to-people relationships, and, if you do that right, certainly the money is waiting there.

I really appreciate an expression I recently read; “More money will be made through movement than will ever be made through meditation.” I think everyone should post that saying on their refrigerator or mirror. You can think about making money or you can do something about it. That’s really the bottom line. If you’re willing to get out there and do something, the money’s waiting for you.

TC: Thanks for that insight. Ron LeGrand, what is your opinion? Can people still get rich on the Internet?

RL: We all know better than that. Truthfully, there’s plenty of money to be made on the Internet but it really comes down to learning more about marketing. The Internet is just a tool.

Some people think that box is the magic pill. It’s not, it’s just a delivery mechanism. You learn a few basics that apply to marketing on or off the web, then learn how to apply those online. It’s a cash cow ongoing money machine that literally produces revenue while you’re sitting around in your shorts. That sounds kind of trite, but it’s absolutely true. You and I both know a whole bunch of people who are sitting around in their pajamas making money on the Internet.

TC: We sure do. I know a bunch of them that the first thing they do when they wake up in the morning, still in their pajamas, is go down and check their e-mail and see how much income came in.

TC: Your unique position as promoters of Internet marketing events gives you a very special insight into the people who succeed – and even those who fail – on the Internet.

RL: Well, that’s easy. The problem with us males is testosterone. We have way too much of it and the last thing we want to do is read directions. We want to go out pillaging on our own and go to the school of hard knocks. This really applies to any kind of a business we go into and most everything else we do. Males would rather just go do it, and not take time to learn it.

Making money on the Internet is very simple. Actually, everyone on this call can

Making money on the Internet is very simple. It’s about a fraction as hard as people think it is, but it does have some basics that apply. If you don’t first learn and apply those basics, you’re going to be chasing your tail, never getting anywhere.
- Ron LeGrand

attest to that. It’s about a fraction as hard as people think it is, but it does have some basics that apply. If you don’t first learn and apply those basics, you’re going to be chasing your tail, never getting anywhere.

If I were starting over, I would simply find out who is making money on the Internet, not who’s talking about making money, but who’s making money on the Internet, and do exactly what they tell me to do.

TC: That, of course, is the business you’re in... Bringing people who are making money together so they can tell others what to do.

RL: That’s called Information Marketing, and that’s the business I’m in. I have a rather large company which sells information products to people who want to learn how to buy and sell houses. You can do that both on and off the web.

My other company, Global Publishing, which I founded with my daughter Vicki Sessions, teaches people how to make money online and how to sell information products like I do. After about twenty years of doing this and making a few million dollars in the school of hard knocks, the best advice that I can give someone is to follow those who follow their dreams and quit trying to recreate the wheel. There’s so much information available today, Ted, and it’s so cheap!

It took me twenty years to learn what I know, but today, someone who follows these instructions - which are based on proven practices and principles that have worked for thousands and thousands of students - can get it all in a long weekend.

I can’t imagine why anyone would want to do it the hard way – but some will. It’s testosterone.

TC: Carl Galletti, how about sharing your view on those special secrets, insights, and actions that predispose someone to Internet marketing success?

CG: I concur with what Ron said. By holding these seminars, we’re in the unique position of attracting the type of people who are a cut above those looking to get rich by buying a $29.95 manual and expect to learn everything they need to know in a short little book.

The people who attend our seminars are more educated in the means of how to make a business out of something, business principles, marketing principles… They come from a lot of different areas, they’re tuned in, study hard, and are not afraid to invest their money. They’re not skittish and are more positive than the average person.

They come from a lot of different areas, they’re tuned in, study hard, and are not afraid to invest their money. They’re not skittish and are more positive than the average person.
- Carl Galletti

The greatest enemy anyone has in any business is themselves. It’s very easy to talk yourself out of doing something you’ve never done before. There are a lot of excuses you can make, and it’s easy to rationalize in fear, “That will work for that person, but it won’t work for me.”

It pays to have a positive attitude, and I believe people who come to seminars are much more serious about making a go of it and being successful. As a result, they are more successful.

RL: I agree with that a hundred percent. I think the reason they are ready to make a go of it is because they’ve already jumped through hurdles and have been sifting and sorting.

TC: You’ve got it. I always encourage people to attend seminars because good conferences are MasterMind events. It’s an opportunity to meet and put your palm with the people who are successful and who came with the express intent of showing you how to be successful, too. It’s an incredible opportunity!

Michael, we’re not going to let you off the hook. You’ve got to tell us - based on your experience as a promoter and a person who sees so many people - what are the special insights or actions that help a person become really successful and rich on the Internet?

MP: That’s a great question. Just this morning I received an e-mail from an individual who is $50,000 in the hole because his pet project had gone south on him. I contrast that with other clients who have earned $100,000-$200,000 in a day. The difference is the latter group understands they can no longer have a consumer mentality.

What we do as promoters is teach people to play baseball. Let me explain what I mean by that. Really, we teach people how to make hits, consistent hits. In baseball, the guy who continues to get hits day after day after day is an important person. It’s not the guy who blasts away trying to hit the home run, but striking out.

Learning to hit singles, doubles, even occasional triples, keeps money coming across home plate. Really, that’s what separates the winners from the losers. It’s developing the attitude and mind set that says, “I’m going to follow what is tested and proven. I’m going to apply it in my situation.”

I find that the people who are consistently doing something are the ones making money - not the people who are just meditating, wishing or wanting. It’s the people who are actually doing something.

That’s really the key to success on the Internet - learning to be a good hitter and learning how to play the game successfully. That’s what we give to people.

TC: It’s kind of funny, and then, of course, it’s really the epitome of what a person might expect… Every single one of you have identified similar traits that involve doing something… Getting the education, getting the instruction, then going out and doing it intelligently.

I’d like to throw this out to any of our guests today. Every day someone asks, “How does a person get started? How do I start?”

CG: You know, Ted, there are many ways to start, but I think the most important thing is to quickly get some kind of positive feedback that what you are doing is working. You don’t want to risk a lot of money testing your ideas - the implementation of the things that you’ve learned. Even the most astute marketers don’t hit every time they get up to bat, and you don’t want to pour your life savings into testing out some new concept you have.

You want to test something cheaply and inexpensively and see if it works first before rolling it out - which means to put it on a grander scale.

There’s nothing like going to your mailbox or your e-mail box and finding a ton of orders. I know in the mail order business it wasn’t until I found a five thousand dollar check in my mailbox that I said,

“Wow, this stuff really works!” There’s nothing like getting cash in the bank to convince you, “Yes, this stuff really works!” Getting to that point as fast as possible is real important.

MP: Ted, once you understand who your target market is going to be, the safest and quickest way to success is to deliver what it is that people want. Sometimes as marketers we fall in love with our own ideas about what people need instead of what they r-e-a-l-l-y want.

If you can help people solve a problem or situation they’re facing, or make their life easier, better, richer, and more exciting, that really helps to accelerate your potential for success.

You have to remember that the Internet is still relatively in its infancy. We’re at a turning point where the Internet is going to become so acceptable it will be like the cellular phone or microwave oven… I believe that can only be a few years down the road.

We talk about targeting the needs of people so let’s not forget that this isn’t about technology - it’s about people and their needs. Online marketing isn’t any different than offline marketing in that regard. Focus on your market first, then the product will be easy. Find out what your market wants then deliver that. In my opinion, that does more to guarantee success than simply using technology.

TC: It’s a people business as we’ve all heard before. Ron, I know that you’ve got a lot of good insight. Where do you start?

RL: Truthfully, I can tell you from my experience that most people don’t have a clue of where to start. The first thing everyone should do is decide how they want to go about making money on the Internet. There’s really an endless list. Obviously, the best way to decide is to put yourself in front of people who are doing it..

If I were starting any business, I’d find someone who was doing what I want to do and I’d listen to them because they’ve already paid the price. Making money on the Internet seems like a giant problem because most people don’t have a clue where to begin. Most people believe they have to have a product to make money on the Internet and that’s not true.

The people I know who are making the most money on the Internet have come to the conclusion that the smartest thing you can do is build a list. Build a list of e-zine subscribers - people who want you to send them information on a regular basis. If that information contains an offer giving them a special bargain on a product or service they’re interested in, that’s great. There’s only two ways to market to a targeted list: build your own list or tap into somebody who’s already built one.

To get started, you simply have to decide what direction you want to take first. I’ve found that most people are afraid of the technology side of an Internet business. They’re so concerned about how to move around and how to set up web sites that they don’t do anything.

One thing I’ve learned from the school of hard knocks is that I don’t want to get involved in technology. I have no desire to do that, in fact, I don’t spend my days sitting in front of the computer. I spend my days managing my business which means I can get other people to do all that technical stuff for practically nothing. In fact, there’s a web site you can go

to called www.Elance.com where you can get copywriting and just about any service you might need for practically nothing.

The idea is to figure out how you want to generate revenue and how you want to go about doing that, then let the other people do the stuff you don’t need to be doing.

Okay, here comes the hard question - “I’ve only got limited funds but I really want to get on the Internet. I’ve been hearing a lot about Internet businesses but I don’t know what to do or where to turn, I don’t have a product. How do I get started?”

Step one, I would find a market. Surfing the Internet, get familiar with the Internet and look at discussion groups that deal with the specific market you feel might relate to a product you now have or want to develop. Determining what that market wants is your first goal, then create a product around the needs of that market. The Internet is an excellent tool for doing this. It allows you to find “experts” who are willing to contribute to the development of your product by searching through discussion groups and forums, and finding the information relative to the market and what that market wants. You’ve really got to live with people, talk with them, laugh and cry with them, just to learn what they really need. That’s the first step, I think, to target a market.

The second step is to create or license a product to your target group. Create a scenario or build a story around a product so that it relates to the needs of the individuals in the market. This is when you write advertising copy and put up a simple web site with a single webpage and e-commerce processing.

The third step, of course, is to solicit those customers. I recommend that you build your list of potential prospects by e-mail, e-zines, and site sign ups. Send your offer to those e-mail addresses or do a joint venture and blast to the list of an individual who is already in that market.

Basically, that’s the three steps - find a market, create a product and write the copy, then market.

RL: What I would probably do if I were starting over with limited funds would be to license products I knew already had a market, which - as you know - are all over the Internet. In fact, at our BootCamp we always have tons of products you can license for pen nies, and have total rights to sell. Then, I think I’d probably go on the web site www.Listz.com

TC: Well, that’s a site with a lot of Internet marketing resources - people who have e-zines.

RL: That’s what I’m looking for, a list of e-zine owners… In other words, this is a list of list owners.

I would simply go to a list owner, work out an affiliate agreement, and let them use the copy that comes along with any product you’ve licensed. (I wouldn’t suggest that any one license products that don’t already come with marketing materials that have been tested.) Simply contact those list owners, have them do an e-mail flash to their e-zine list, and split the proceeds.

TC: You know Ron, there’s got to be something to that because I saw a guy named Terry Dean demonstrate this at one of your shows. He used his own list and sent something out on Friday morning. Before Sunday evening, he’d made something in the neighborhood of

RL: He made $33,245 on the single promotion he blasted during the BootCamp, and then, counting a few other things he had going on, his income totaled over $55,000 for those three days!

During the BootCamp, while we were sitting there watching it happen, he earned $33,245 live, online. That happened simply by releasing a little low-end product using his own e-zine list.

In that case, it wouldn’t have much mattered if the blast had been to his e-zine list, your e-zine list, or my e-zine list, because the list owner - as a list owner - would have endorsed the product when it was sent to their list, and they would have bought the same amount.

In Terry’s case, he kept all the money because he used his own list. Let’s assume Terry was using your list - you guys would split the money. Terry’s cost would be absolutely nothing except for the cost of delivering his product, and if I’m not mistaken, his product was delivered online, so he had zero cost. What did his product sell for? I think it was $495, wasn’t it?

RL: Terry could have said, “Here, Ted. Put this message out to your e-zine list, give them a deal and we’ll split the gross.” He could be sitting back doing nothing but collecting checks for $247.50 while you’re doing the work blasting to your list.

TC: Ron, I want to make sure I’m understanding this correctly. If I developed a product doing what Michael Penland suggested – finding a market, finding what they needed, licensing or creating a product, going to Elance to get copy written – if the product fit into Terry Dean’s market, I could go to him and say, “Send this to your list and we’ll split the proceeds,” and I would possibly make half of $33,000?

RL: Let’s say you have a mountain climbing hobby and you licensed a product to teach people to climb Mt. Everest or whatever. You simply tap into lists of folks that are catering to that kind of market, just like Michael said.

You can offer them this product to show them how to climb Mt. Everest without getting killed. The list owner usually takes the orders and processes all the money and sends you your check. It’s an autopilot way to create tons of revenue without doing anything except licensing a product, contacting list owners, and letting them do the work.

Look at it from a list owner’s point of view. All they have to do is take all written copy, throw a little endorsement on it, and send it out to their list. Remember now, this is an opt-in list. People have asked the list owner to send them an e-zine every week, every month, or whatever period of time it is. The list owner sends out their normal ezines and adds a little blurb at the end about this product.

Just go to www.listz.com where you’ll find thousands and thousands of list owners. The subject is already right there so you can identify who you want to target and who you want to joint venture. If I’m not mistaken, list owners aren’t even on the site if they don’t want to do joint ventures.

TC: It gets amazingly simple when you get the real inside secrets, doesn’t it?

RL: Herein lies the problem, most people try to make Internet marketing a whole lot more complicated than it really is.

But, the magic key that unlocks the vault is building your own list. When you control the list, you control the money. Until you get a list, just tap into somebody else’s.

It gets amazingly simple when you get the real inside secrets.
- Ted Ciuba

TC: We’re really getting some good information here. Carl, I’m sure you have insight on this.

CG: Of course! We’ve known this from non-Internet marketing - before there was an Internet. The most valuable thing you own is your customer list. Building a customer list is the most valuable thing you can do in your business. Of course, if you’re just starting out you don’t have a list, so doing what Ron suggests is an excellent idea - joint venturing with other list owners.

Having something to sell is the next situation. Of course you can get things from other people to sell but I think it’s better to establish yourself as the expert. If you’re selling information on, say, mountain climbing… If you’re the person who created the product, you’re the expert. That doesn’t mean you have to write the whole thing yourself or even get all the words right yourself, have someone pretty up the words for you once you put the concept down - but put your expertise down. I think a good place to start is with something you have interest, passion, and expertise in.

RL: Carl, what if we split the difference? What if we let people license the products and start marketing them while they’re developing their own product, to get the cash flow coming in?

RL: Regarding your point, I would absolutely agree, and I know Michael will too, that you’re always going to feel better marketing your own product. But I’d venture to say most people don’t have a product or a clue where they’re going to get one, and don’t know how to write the marketing copy if they found one.

MP: Exactly, but if you at least identify your market, you can get someone else’s product and begin with that.

CG: Then you’re making money as you’re working on your own product. When you have your own product, you really have total control. You can spread it around like Terry Dean. One of the reasons Terry is so successful is because he’s a good writer. He writes his own products, he writes other peoples’ products, and he also knows how to write copy.<

The Interviews below are offered by my partner Ted Ciuba.

How to Earn $33,245 Next Weekend On the Internet

Ted Ciuba Interviews Terry Dean

From Zero To Hero In 6 Month’s Time

Super Hero Overnight – Earn More Money In A Single Weekend Than Most People Earn All Year Long!

Pick Up A Quick $33,000 In A 3-Day Weekend

The Rest Of The Story…
I Earned $55,000 In Three Days…

$55,000 In 3 Days

Rake In Obscene Profits With Internet Orders

Digital Delivery EQUALS 100% Profit!

These Kinds Of Results Were Impossible
Before The Internet

Riskless Profit$

Use Your Greatest Asset To Produce
Endless Money On Demand

Formula To Outrageous Internet Success: Build List, Send Offers, Bank Money, Repeat

The Lazy Man’s Way To Riches

Success Is Duplicatable

The Internet Success Formula Restated

Reprint Rights Are A Good Strategy

Offer Related Services To Your Market

Earn 50% Off Others’ Products

2 Dozen Checks A Month

Affiliate Programs For Any Subject On The Planet!

One Marketing System Makes Money Repeatedly
In All Markets, In All Political Climates

The Freedom, The Independence, The Money

The Quality Issues Make For True Wealth

The Most Important Thing You Can Do Is Build A List

The Ultimate Internet
Guerilla Marketing Attack

Confessions of a Mail-Order
Millionaire Gone Internet

How to Use the Web to Give You the Lifestyle You Want

Ted Ciuba Interviews Clay Cotton & Mike Jay

Maximum Automation to Make Maximum
Money With Minimum Effort

The P.T. Barnum’s of Internet Marketing

The Interviews below are offered by my partner Ted Ciuba.

How to Earn $33,245 Next Weekend On the Internet

Ted Ciuba Interviews Terry Dean

From Zero To Hero In 6 Month’s Time

Super Hero Overnight – Earn More Money In A Single Weekend Than Most People Earn All Year Long!

Pick Up A Quick $33,000 In A 3-Day Weekend

The Rest Of The Story… I Earned $55,000 In Three Days…

$55,000 In 3 Days

Rake In Obscene Profits With Internet Orders

Digital Delivery EQUALS 100% Profit!

These Kinds Of Results Were Impossible Before The Internet

Riskless Profit$

Use Your Greatest Asset To Produce Endless Money On Demand

Formula To Outrageous Internet Success: Build List, Send Offers, Bank Money, Repeat

The Lazy Man’s Way To Riches

Success Is Duplicatable

The Internet Success Formula Restated

Reprint Rights Are A Good Strategy

Offer Related Services To Your Market

Earn 50% Off Others’ Products

2 Dozen Checks A Month

Affiliate Programs For Any Subject On The Planet!

One Marketing System Makes Money Repeatedly In All Markets, In All Political Climates

The Freedom, The Independence, The Money

The Quality Issues Make For True Wealth

The Most Important Thing You Can Do Is Build A List

The Ultimate Internet Guerilla Marketing Attack

Confessions of a Mail-Order Millionaire Gone Internet

How to Use the Web to Give You the Lifestyle You Want

Ted Ciuba Interviews Clay Cotton & Mike Jay

Maximum Automation to Make Maximum Money With Minimum Effort

The P.T. Barnum’s of Internet Marketing

The Rest Of The Story…
I Earned $55,000 In Three Days…

These Kinds Of Results Were Impossible
Before The Internet

Use Your Greatest Asset To Produce
Endless Money On Demand

One Marketing System Makes Money Repeatedly
In All Markets, In All Political Climates

The Ultimate Internet
Guerilla Marketing Attack

Confessions of a Mail-Order
Millionaire Gone Internet

Maximum Automation to Make Maximum
Money With Minimum Effort