© copyright 2003 Ted Nicholas. All Rights Reserved. Nicholas Direct PO Box 877 Indian Rocks Beach, FL 33785 Disclaimer: The author of this book tried to present the most accurate information to his knowledge at the time of writing. This eBook is intended for information purposes only. The author does not imply any results to those using this eBook, nor is he responsible for any results brought about by the usage of the information contained herein. Please, respect the efforts of those who work hard to create their info products. No part of this book may be reprinted, electronically transmitted or reproduced in any format without the express written permission from the author under the penalties of Federal Copyright Laws. All violators will be prosecuted. Contents Chapter Page A Word From The Author 1 Introduction 2 Words, Not Numbers, Are the True Currency of Business 3 How to Pay Less For Everything 4 The Education of a Salesman 6 The Future of Direct Marketing 13 How To Generate Great Ideas 20 How Many of These 17 Commonly Accepted Myths Are Blocking Your Path to Real Success? 28 How To Make Your Company An Everlasting Success 36 How To Create a Successful U.S.P. 42 How To Create a Spiritual Company and Turn It Into a Multi-Million Dollar Success 49 How To Generate Energy – The Fuel of Success 56 10 Million Dollar Sales Secrets 63 How To Prepare Headlines That Make Money 70 Secrets of a Profitable Ad 77 33 Secrets of Successful Sales Letters 86 Secrets of Envelope ‘Teaser’ Copy Which Can Double Your Response 94 38 Ways to Use FREE – the Most Powerful Word In Any Language 102 How To Launch a Hot New Product 109 How To Prepare a Successful Mailing Kit That Transcends Language Barriers 121 Chapter Page How To Profit From Public Speaking 137 Secrets of Writing a Book That Sells 146 So You Want To Do An Infomercial 153 Secrets of Profitable Yellow Page Advertising 159 How to Increase Wealth By Licensing Your Product Overseas! 167 How To Use Two-Step Marketing to Return a Profit of $29,450 For Every 1,000 Leads! 173 Is Money Important or Not? 181 How Ted Nicholas Can Help You Further 189 Share Your Success Story 190 A Word From The Author Words are more powerful than any army. Swifter than a light beam. Words can ruin friendships. Cause pain, conflict and even war. Words can increase love, life’s most powerful emotion. And sow a calm serenity in life. Words can attract people to you, or drive them away. Words can persuade others to take all sorts of actions. Go to war. Or march for peace. To laugh. To cry. Or to buy. Words in your “self-talk” can make you sad or happy. Choose words you say to yourself or to others with the utmost care. Introduction I love all forms of art. And, while of course I’m biased, I believe the written word is the most powerful form. Why? Words can create magic in your life. Certain words can make you rich. Successful. Happy. Enthusiastic. Content. Proud. That’s why I coined the phrase “Magic Words.” Here is an example of the power of words. To be invited to one special seminar that I conduct, you must already be a millionaire. I’ve noted that attendees to this “Millionaire Only” event have varying business backgrounds and history. I’ve had book authors, speakers, business owners, songwriters and executives. All are entrepreneurs. But all these millionaire attendees have one thing in common. Each one could be placed in any city in the world flat broke, without contacts or even knowing the language. Within one year they would again be millionaires. What is their one common characteristic? The ability to choose the words which make a sales message successful. That’s the underlying reason I wrote this book. I believe the best way I can help you is to help you craft successful sales messages. Of course, the “vehicles” you use to deliver your sales messages will vary. You may use or plan to use one or several of the following. Internet. Public speaking. Radio. T.V. Space ads. Direct mail. Card decks. Perhaps your message may be contained in a song or jingle. What qualifies me to author this topic? I probably earn more money per word than anyone living today. This includes books, speeches, tapes and advertising copy. I’ve earned as much as $1,000,000 from a single full-page ad. From a seminar given just once. I’ve also earned seven figures on tape sets. I’ll reveal how you can do the same. This book is devoted to millionaires in three categories: 1. Prospective 2. Present 3. Former Words, Not Numbers, Are The True Currency of Business Why are words so very important? First, we think in words. Plus, the words we use in our “self-talk” are solely responsible for our emotions. Both physical and mental food promotes either good or poor health. Clearly, physical food can nourish or harm our body depending on our choices. But here is an indisputable fact seldom mentioned by anyone. You are the author of all your feelings Negative mental food also has disastrous consequences. Use negative self talk, as do most people, and you will be poor as a result. Depression, failure, illness and even an early death are other strong possibilities. Alternatively, choosing certain positive words in your self-talk will inevitably result in success, happiness and wealth. Plus, it increases the odds you will attain robust health. Money is not the only form of wealth While the main thrust of this journey you are about to take is financial success, you will also enrich yourself in ways that may be far more important to you than money alone. As previously discussed, words trigger feelings. Our emotions are primarily responsible for the quality of our lives. What would life be without passion? Enthusiasm? Love? Inspiration? I will reveal emotional words and phrases that invoke strong feelings. In others. And within yourself. Master them and the result will be greater personal and business success. And greater financial wealth if you so desire. Plus, you may become a more emotional, happy, compassionate and attractive person that others will gravitate toward. So, let’s start now. Join with me on this reading adventure. I promise you I will do all I can to help you sing the song you came to sing! How to Pay Less For Everything “A penny saved is a penny earned,” states the wise old saying which is so full of wisdom. Imagine how much it would be worth to you if the rest of your life you got a big discount on future purchases, a favorable result of a personal question or request. You’ll have a lot of fun, as I do, getting discounts up to 80% of the “normal” price. I have developed “Magic Phrases” that come close to 100% success when you go to buy anything! Best of all, there is no downside risk. In those rare situations when you do not achieve a better price, nothing bad happens. You are in no worse a position than when you started. And, remember this. When you don’t ask, the answer is always NO! Here are the most effective “Magic Phrases”: 1. What is your very best price? 2. Is this your very best price? 3. Is this price negotiable? 4. Can you please do better than this price? 5. What is your best business rate? 6. Can you give me your lowest future sales discount now? 7. Can I have a 20% discount if I buy two? 8. Can you please extend me the same price as your best customer? 9. I always buy at a discount. Can you give me your best near wholesale price? 10. I’d like to reserve the most romantic table in your restaurant tonight for a special occasion. Can you please arrange to do this? To increase your chance of success, these magic words and phrases must be used verbatim. Practice them out loud in front of a mirror. Your body language is also very important. Say the “Magic Phrases” with a smile, making eye contact. Make sure the tone of your voice is strong and confident. Below is a list of products and services where you can use the “Magic Phrases.” Next to them are numbers of the “Magic Phrases” that may be applicable. Hotel room 2, 5 Magazine advertisement 1, 2, 3, 4, 7 Jewelry 1, 2, 8, 10 Radio commercial 1, 2, 3, 4, 7 Clothing 6, 7, 8 Printing 1, 2, 3, 5 Shoes 6, 7, 8 Photography 1, 2, 3, 5 Antiques 3, 12 Banquet 1, 2, 3, 5 Car rental 1, 5 Legal services 1, 2, 3, 4 Wedding reception 1, 2, 4 Restaurant reservation 1, 2, 3, 4 It’s fun to go through life buying everything you want at a significant discount. Use these “Magic Phrases” with care. When the people with whom you come in contact recognize that while you love discounts you treat everyone with dignity and respect, better prices will accrue to you on a daily basis. Tips: As with every word you ever state, body language as well as pauses, are very important. • Make eye contact • Smile • Speak clearly • Nod your head slowly in a yes motion as you speak • When you ask a question, pause and wait for a response. Resist the tendency to speak before the person you are with has the chance to answer Practice the “Magic Phrases” and body language in front of a mirror. You’ll get better and more effective as time goes on.