Dan Kennedy No Bs Wealth Attraction For Entrepreneurs PDF

Some of the BIG IDEAS in this book
that will challenge

How to experience The more wealth in the
next 12 months than in the previous 12 years!
Do you suffer from Wealth Inhibition?
You do not get what you deserve.
The difference between the wealthy entrepreneurs and the also-
rans is not as great as most believe.
Positive Thinking alone is worthless.
What is your #1 Entrepreneurial Responsibility?
Is there a little secret" behind many wealthy entrepreneurs?
The worst of all wealth-defeating habits is
YCDBSOYA
Are you an "opportunity are you guilty of "outcome
thinking"?
"Do what you love and the money will follow" is B.S. hazardous to
your wealth.
Stop playing Blind Archery
12 Ways to Increase Your "Personal Value"
Why you must STOP thinking about Income!
You need your own Zero Tolerance Policy
The 90-Day Experiment that may change your life forever.
"I am now implementing some of your techniques and wanted
to let you know that the best piece of advice you gave me
was (Note: it's in this book, in Wealth Magnet 14.)
"As of today, I have already gotten over $60,000.00
(in one I again want to thank you.
I am grateful for your No B.S. approach."
Gross, New York, 144 Music And Arts Inc.,
David's company is a leader in the new, expanding field of outsourced teaching
artists, providing professional musicians and artists as well as equipment to
public schools on contract.
"Last week I celebrated my 50th birthday. After the party, I

thought about how much I have to be thankful for. I thought
of you immediately. I now have more money than I'll
probably need for the rest of my life. So much of the
credit for that goes to you. Yeah, I know money isn't
everything. But money buys you freedom, and
freedom is everything. Thank you so much."
Hartunian, New Jersey, www.paulhartunian.com
Paul is the leading authority on do-it-yourself publicity. He helps thousands of
entrepreneurs obtain local and national print and broadcast media exposure,
and has himself been on dozens of major talk shows, including The Tonight
Show, and hundreds of radio programs, featured in Forbes, etc. He is
"the man who sold the Brooklyn Bridge."
"You've helped us make money since 1993, many of your

ideas have earned us a small fortune."
J . Rohleder, M.O.R.E. Inc., Kansas
T . J . is the owner of a giant publishing/mail-order business generating millions
of dollars annually. He started from scratch, with one simple idea and one
advertisement.
specific advice you give is obviously valuable, but
what has been even more important is your way of
thinking and how I have been led to
see much greater opportunities."
Jones, Oregon
Jerry has a Bonus Chapter in this book.
"If I haven't said lately, I'm overdue. You've been

an awesome help to me in my business and in my personal
life, in my outlook. I've got a couple of really nice
houses and cars thanks to you,
Caruthers, California
Ron has a Bonus Chapter in this book.
"My friend Dan Kennedy is unique, a genius in many ways.

I have always admired his ability to see the vital
truths in any business and to state these realities
with straight language and clear
His approach is direct. His ideas are controversial.
His ability to get results for his clients unchallenged.
What you discover in the pages ahead will
change your business
and income forever."
www.briantracy.com
Brian is one of America's most sought after and popular professional speakers
and the author of dozens of outstanding business books, including Turbo
Strategy: 21 Ways To transform Your Business. T h i s comment is from
Brian's introduction to another book in the No B . S . series,
No B.S. Business Success.
"After 8 or 9 years' association with Dan, I'm still
learning his ideas have created millions and
millions of dollars of revenue for us."
LeGrand, www.globalpublishinginc.com
Ron is the author of Quick Turn Real Estate, and is the number-one authority
and "grand-daddy" of the entire industry of independent real estate
entrepreneurs who buy and flip properties for big, fast profits. Virtually
every other expert in this field has been a Ron LeGrand student. Ron
has personally done thousands of real estate transactions, and combined
with his of whom have become millionaires in short
over hundreds of millions of
dollars of real estate every year.
For a larger collection of client and student comments about

Dan Kennedy's work as well as information about his other
books, newsletters, and services, visit these web sites:
www.nobsbooks.com
www.dankennedy.com
www.dankennedywebstore.com
www.nationalsaleslettercontest.com
WEALTH ATTRACTION
FOR ENTREPRENEURS
THE ULTIMATE
NO HOLDS BARRED
KICK BUTT
TAKE NO PRISONERS
GUIDE TO REALLY
GETTING RICH
Dan Kennedy
Press
Editorial Director: Jere L.
Cover Design: David Shaw
Production and Composition: Eliot House Productions
2006 by Entrepreneur Media Inc.

All rights reserved.
Reproduction or translation of any part of this work beyond that permit-
ted by Section 107 or 108 of the 1976 United States Copyright Act without
permission of the copyright owner is unlawful. Requests for permission or
further information should be addressed to the Business Products
Division, Entrepreneur Media Inc.
This publication is designed to provide accurate and authoritative informa-

tion in regard to the subject matter covered. It is sold with the understand-
ing that the publisher is not engaged in rendering legal, accounting or
other professional services. If legal advice or other expert assistance is
required, the services of a competent professional person should be sought.
Library of Congress Data

Dan 1954-
No B.S. guide to wealth attraction for entrepreneurs: the ultimate, no
holds barred, kick butt, take no prisoners guide to really getting
rich/by Dan S.
p. cm.
ISBN 13 978-193253167-1 paper)
ISBN 10 (alk. paper)
1. Success in business. 2. Entrepreneurship. 3. Business enterprises. I.
Title: No BS guide to wealth attraction for entrepreneurs. II. Title.
2006
2005027239
Printed in Canada
12 11 10 09 08 109 8 7 6 5
Contents
Acknowledgments, xiv
Preface, xv
SECTION
WEALTH MAGNETS
WEALTH MAGNET 1
No Guilt 5
A Tale of Two Teenagers, 6
WEALTH MAGNET 2
Unequivocal Belief in Abundance

viii NO Guide to Wealth Attraction for Entrepreneurs
WEALTH MAGNET 3
Break Free of 23
WEALTH MAGNET 4
Accepting Your Role and Responsibilities 29

Are You "Guilty" of 33
WEALTH MAGNET 5
No Fear 37
WEALTH MAGNET 6
No Excuses 45
WEALTH MAGNET 7
Speak Money 55
WEALTH MAGNET 8
Be Somebody 63
Be an Expert Somebody, 66
WEALTH MAGNET 9
Be Somewhere
WEALTH MAGNET 10
Do Something 75
WEALTH MAGNET 1 1
89
WEALTH MAGNET 12
95
WEALTH MAGNET 13
Ask 99
WEALTH MAGNET 14
Domino Opportunity 103
CONTENTS
B.s. Guide to Wealth Attraction for Entrepreneurs
WEALTH MAGNET 15
Passion
WEALTH MAGNET 16
See What Isn't There

WEALTH MAGNET 17
No Boundaries
WEALTH MAGNET 18
Clarity
WEALTH MAGNET 19
Independence 127
WEALTH MAGNET 20
Think Value, Time 131

WEALTH MAGNET 21
Think Equity, Not Income

WEALTH MAGNET 22
Marketing Prowess
WEALTH MAGNET 23
Behavioral Congruency
WEALTH MAGNET 24
Act Wealthy to Attract Wealth

The Power of 155
WEALTH MAGNET 25
Energy from People 157

How to Build a "Power Team" Around You, 161
WEALTH MAGNET 26
Courage
CONTENTS
NO Guide to Wealth Attraction for Entrepreneurs
SECTION II
BONUS CHAPTERS FROM GUEST EXPERTS

Introduction from Dan Kennedy
Who Else Wants to Be a Real Real
Estate Millionaire? by Thad Winston
Who Should Be Doing Real Estate 178
Shortcut Strategy 1: Get a Deed for 179
Shortcut Strategy 2: Finder's Fees, 180
Income for Life Buying and Holding
Residential Real Estate by Rob Minton
Investing Approaches, 184
Creating Demand, 185
Psychology, 187
Hassle-Free Ownership, 188
Higher Cash Flow, 188
Houses Buying Houses, 190
The Wealth-Building Secret, 192
Anywhere in America, 193
The Wealth Principle, 194
"Former Prison Guard
The Wealth Secret Hidden in Plain Sight in
America's Heartland by Darin
The Wealth Principle at Work, 197
Now the Best Kept Secret Is Readily
Accessible to 198
"Crisis Investing": Amazing Opportunities in
Real Estate by Jeff Kaller
Why the Timing Is Ideal for My Approach to Accelerated

Wealth via Foreclosure and
Real Estate, 209
The Right Opportunity for the Serious,
Sophisticated Entrepreneur, 210
Ill-Advised New Laws Will Actually Make the
Crisis Give Us Even Greater 210
An Antiquated System Lenders Face When Disposing
of Unwanted Properties, 211
Are There 213
The Secret to Entrepreneurial Wealth

by Stephen Oliver
Unusual Investing Strategies Pay Off

by Jerry A. Jones 223
Is There a Government-Secured
24% Interest Rate? by Ted Thomas
How the Tax Lien Process Works, 233
Your Three Options as a Tax Lien
all Good, 234
Real Investors, Real Money, 235
Who Should Invest in Tax Lien 235
How Entrepreneurs Can Use Mortgages to Fix Their
Cash Flows, Take Full Advantage of the
Tax Code, and Get Cash to Invest!
by Scott Tucker 237
CONTENTS
How to Best Finance a College

Save Tens of Thousands of Dollars
by Ron Caruthers 243
How to Finance a College Education, 244
Five Things You Must Know to Save
Thousands on College, 246
Do You Make Mistakes with Your Credit?
by Stephen Snyder 253
Why Smart Entrepreneurs Need Smart
Financial Advisors by Dennis Tubbergen 257
S E C T I O N III
WEALTH RESOURCES
Introduction to Wealth Resources 269
Books to Read/People to Meet for
Wealth Development 275
Money 275
ship, 276
General Success, 277
Other Works by Dan Kennedy, 278
Web Sites of Special Interest, 279
People Included in this Book, 280
Guest Experts, 284
About the Author 287
Index 289
CONTENTS
Free Offers and Resources from Dan Kennedy 293

Free Seminar Tickets, 294
Free Newsletter Offer, 295
Free Stuff Linked to this Book, 296
Contest, 297
CONTENTS
Acknowledgments
an debt, I, t
Carnegie, Napoleon Hill, W. Clement Stone, Dr. Edward
L. Kramer, Sidney Newton Bremer, and my personal
friend and associate, Foster Hibbard.
Preface
How to Make Yourself
Magnetic to Money
This is not a book about CREATING wealth. Both

words, "making" and "creating," reinforce what I call
Work-Money Link, a limiting idea that I will change, a
chain I will break in this book. Words like "MAKE" or "CRE-
ATE" suggest that you obtain wealth through and in proportion
to the effort exerted. These words imply that wealth comes
primarily, if not only, through hard work, through
extreme exertion.
This book is about the attraction of wealth.
I use the word "attraction" most deliberately.
XV
8.s. Guide to Wealth Attraction for Entrepreneurs
In this book, I hope to empower and equip you to attract all

the wealth you want. With far greater ease than you've ever
imagined. Faster than you think possible. With less work than
you would think possible.
This is a radical shift on several levels.
There is a philosophical component, so I will be discussing
your thoughts and attitudes and beliefs about wealth. But I will
not stop there. As an early mentor of mine said, you can't eat phi-
losophy. There is a way of thinking that repels wealth, and obvi-
ously that is how most people think. There is a way to think that
attracts wealth. If you think that way, you are magnetic to oppor-
money, and wealth.
There is a strategic component. There are very practical
things to do to put yourself in the right position, to set in motion
the forces that attract wealth. I'm not talking about investing
strategies; this is not a book about investing, there are
Bonus Chapters from some of my own hand-picked, expert advi-
sors on very specific investment, money management, and
opportunity strategies. You invest to create or preserve wealth.
I'm talking about the attraction of wealth. So relax, you need not
fear yet another mind-numbing discussion of mutual funds,
401Ks, and stocks and trends illustrated with charts and graphs.
Instead, I'll be dealing with entrepreneurial strategies, relation-
ship strategies, influence strategies, and marketing strategies
that, properly employed, make you magnetic to opportunity,
money, and wealth.
Finally, there is a behavioral component. There are behaviors
that repel wealth, and that is, obviously, how most people behave.
There are ways to behave that attract wealth. If you behave that
way, you are magnetic to opportunity, money, and wealth.
PREFACE
total, this is all about making adjustments to the way you

link and act that make it easier to attract all the wealth you
faster and easier than you can imagine.
WARNING!
\ a warning. When I say radical changes in beliefs and behav-
mean it. A lot of what you are about to read is going to be
hard to swallow. You will be tempted to reject it instantly.
Y o u will find it contrary and challenging to what you've been
and what you believe. It will make you uncomfortable.
natural to simply turn off and move away from anything
you discomfort. However, a great deal of discovery,
growth, progress, and success is preceded by discomfort.
This is a very blunt book. Its No B.S. title makes that prom-
And a lot of what is published elsewhere about wealth is in
he feel-good category. This book includes a fair amount of
things those other authors probably know but keep to them-
lacking the courage to say them publicly, certain they will
offend people. I have never been concerned about who I may
offend and I'm not about to start worrying about it now. I didn't
even sugarcoat many of these discomfort producing statements,
building up to them gently, wrapping them in entertaining para-
bles. So as Hepburn said, get ready for a bumpy ride!
This IS the No B.S. truth about how entrepreneurs attract wealth
as I know it.
To avoid having wasted the price of this book, and more
to avoid missing out on incredible opportunities to
transform your life for the better, you need to tolerate some of
this discomfort, to patiently and carefully consider ideas and
PREFACE
Guide to Wealth Attraction for Entrepreneurs
suggestions that at first seem dead illogical, irrational,

and unreasonable to you.
To encourage you, I'm going to briefly describe my "qualifi-
cations," to convince you that I am a person you should take seri-
ously, even though I'm presenting ideas you find difficult to
accept. I tell you these things not to brag. I have no need.
I started out in life broke, with no family resources. I have no
college degree. By traditional measurements and predictive fac-
tors, I'm a man least likely to succeed. Before age 50, solely via
my own entrepreneurial pursuits, I had amassed sufficient
wealth to allow me to stop working and never make another dol-
lar if I so chose. I have built, bought, and sold businesses, devel-
oped hugely successful businesses, and even invented an entire
industry. I have achieved prominence, and some degree of fame.
In recent years, money has flowed to me in ever-increasing abun-
dance even as my interest in it has waned. I have made millions
of dollars a year in personal income. I own a nice home, own
many racehorses, have zero debt, and live exactly as I wish in
every respect. I work closely, privately with hundreds of multi-
millionaire and seven-figure-income entrepreneurs, most of
whom have created their businesses from quickly and
many with my assistance from the start. These millionaires
ally stand in line and pay huge sums for my advice. These peo-
ple take me very seriously. I have taught them how to go beyond
the making of money to the easy attraction of wealth.
This book, incidentally, is derived in part from a seminar I
conducted only once (by my choice), attended by about 100
entrepreneurs, each paying about $1,000.00 for the privilege. It is
also based in part on discussions from a Wealth Attraction
Coaching Group that I worked with. It was comprised of 18
PREFACE
HO B.s. Guide to Wealth Attraction for Entrepreneurs
most enjoying million- and multimillion-dollar

incomes, each paying $14,000.00 to be in the group. My
consulting fee is currently $9,200.00 for a day, a substan-
higher hourly rate than top lawyers and law firms or top
can command.
Again, I tell you all this to evidence the value and validity of
ideas in this book, even though they may seem weird to you.
If you stop to think about it, it's probably true that most of
you've been taught about money, opportunity, and wealth
taught to you by people without wealth. Most of what
read or heard about wealth was said or written by the
wealthy. Most of the people you've associated with, whose
opinions about money you've heard often, aren't wealthy. Most
what is your present belief system about wealth was built with
raw material you obtained from unwealthy sources.
In stark contrast to those sources, I am a wealthy source. If
ideas didn't contradict, conflict, and challenge those in your
present belief system, something would be wrong!
Incidentally, I fully realize you may be quite successful in
your own right. I suspect that's the case. Poor people rarely buy
hooks with "wealth" in the title, just one of the many reasons
stay poor. So I do not discount your accomplishments or
your knowledge. But I've worked with a great many successful
people who struggled mightily to get there, who succeed in spite
of their beliefs about wealth rather than thanks to them. I have
watched such people go through the most amazing transforma-
tions and liberation with the ideas in this book. I will tell you
some of them in the book. No matter how successful you
may be, I am confident you will find some ideas in this book that
will surprise you, shock you, challenge you, liberate you, and
PREFACE
NO B.S. Guide to Wealth Attraction for Entrepreneurs
benefit you. I am confident that Donald Trump could read this

book and find something to to attract even greater wealth,
easier than ever before.
How to Get a Collection of Wealth

Attraction
I am eager for the ideas in this book to work for you, for you to
put them to work for you. For that reason, I have assembled an
entire Wealth Attraction Tool Kit, which includes an Action
Guide for this book, checklists, forms, Psychological Trigger
Cards, a teleseminar, and an e-mail course. To get your collection,
you need to go online to www.nobsbooks.com, to the section
linked to this book.
Book Roadmap
Section I has 26 Wealth Magnets. I have kept the explanation of
each as brief as possible. They are not in a sequential order, like
steps 1, 2, and 3. Instead, you might think of these as more like
puzzle pieces laid out on a table, waiting for you to fit them
together in a way that works best for you. You can also treat this
section as a cafeteria line, choosing whatever Magnets seem most
important to you at the moment. As you will see, some are philo-
sophical, some very practical. The entrepreneur needs both: a
personal philosophy about wealth, a view of the way wealth
moves in the world, and a set of practical strategies, tools, and
skills.
Section II is a collection of Bonus Chapters from experts on
different aspects of investment, financial opportunities, and
wealth management. Each chapter is from a different authority.
PREFACE
are people I work with closely in different ways, whom I

Invited to contribute. These chapters were prepared exclusively
book.
Section III, Wealth Resources, includes a directory of contact
for the experts contributing articles, many of the
h e r people mentioned throughout the book, and people you
need to meet and books you must read if you are very serious
wealth. Free Offers and Resources start on page 294. These
two tickets to a $995.00 per person and a
Gold Inner Circle Membership, which includes my
No B.S. Marketing Letter free.
The audio CD included contains selected excerpts from
of my Wealth Attraction Seminar, my Renegade
System, and other programs. An online catalog of all
v programs is at www.dankennedywebstore.com.
PREFACE
li
the forces, the people,

the circumstances ot
which har the nature of
our dominating thoughts."
HILL,
AUTHOR OF LAWS OF SUCCESS,
THINK AND GROW RICH,
GROW RICH WITH PEACE OF
NAPOLEONHILL.COM
WEALTH MAGNETS
Wealth Magnet 1
No Guilt
peoples' world view is as a sum

A big impediment to attraction of wealth is the idea
that the amount of wealth floating around to be
attracted is limited. If you believe it's limited, then you believe
that each dollar you get came to you at someone else's expense;
your gain another's loss. That makes your subconscious mind
queasy. So it keeps your wealth attraction power turned down,
never on full power. To let it operate on full power would be
unfair and harmful to others. If you are a decent human being,
and you have this viewpoint, then you will always modulate
your wealth attraction power. If too much starts pouring in too
5
NO 6.S. Guide to Wealth Attraction for Entrepreneurs
guilt is produced as if it were insulin being produced by

the pancreas after pigging out on a whole pizza. You can't help
it. Your wealth magnetism will be turned for you.
Think about the words "fair
They are dangerous words.
As an ethical, moral person, you probably I don't
want more than my fair share. But that reveals belief that wealth is
limited. If you believe wealth is unlimited, there's no such thing
as a share of it. Everybody's share is unlimited. There's nothing
to have a share of. There's only unlimited. Your fair share is all
you can possibly attract, as is anybody and everybody else's.
In business, there's a similar idea: market share. But again
that presumes a finite, limited market, instead of an infinitely
expandable market.
A Tale of Two Teenagers

Imagine being a teenager in a family in severe financial trouble.
Money is very scarce. There's you, two brothers, father, and
mother. When everybody sits down to dinner and Mom puts the
food on the table, you know that's all the food there is. The bowl
of mashed potatoes is all the mashed potatoes there are. You are
hungry. You really want a big second helping of mashed pota-
toes. The bowl is right in front of you within easy reach. But
instead of just reaching out, dragging it over, and scooping out a
pile of potatoes, you stop to look around to see who has potatoes
on their plates. You look to see if your had plenty of pota-
toes. You hold back from fulfilling your desire out of concern that
others may not yet have had their fair share, that someone may
SECTION WEALTH MAGNETS

NO Guide to Wealth Attraction for Entrepreneurs 7
hungrier than you. You do not want someone else going hun-
v result of your appetite.
I don't have to imagine that. I lived it.
Now imagine being a teenager in a family living an abundant

with great prosperity. When Mom puts dinner on the table,
you know there's plenty more where it came from. The refriger-
full of food. So are the cupboards. There are always left-
after dinner. You are hungry. You really want a big second
helping of mashed potatoes. The bowl is right in front of you
within easy reach. Without a second thought, you'll reach out,
drag the bowl over, and scoop out all the potatoes you want.
In these examples, of course, you're acting consciously. In the
case, in the financially troubled family, you consciously hold
sacrifice, do not take what is right in front of you for the
king.
Similarly but subconsciously, if you believe at all on any level
wealth is limited, that there's not plenty to go around, you
hold back; you won't take everything that's right in front of
Your emotions about wealth will be cautious, measured,
restricted, suppressed, and timid.
If you can make every last smidgen of belief that wealth is
go away, your attraction of wealth will suddenly, auto-
matically go from modulated, limited, and suppressed to full
and opportunity, money, and wealth will quickly flow to
you in greater quantities at greater speed than you've ever before
experienced.
People actually think and get ingrained in their heads that
money taken from Person A and moved to Person B enriches
B at the expense of Person A. Certainly, the liberal
WEALTH MAGNET 1 NO GUILT

politicians either believe it or pander to it, one way or the other.

Some religious doctrines and religious leaders posit this idea.
There are lots of ways you might get this belief firmly planted in
your head, maybe even in elementary school math class. If
Johnny has four pieces of candy and gives two of them to Jim,
how many does Johnny have left? The answer needed to ace the
quiz is two. But the math problem ignores the fact that Johnny
can simply open his hand and have as many pieces of candy
appear in it as he'd like. After all, there's no global shortage of
candy. When you actually understand wealth, you know that
Johnny can have 4 pieces, give Jim 2 pieces, but then have 42
pieces.
What's even weirder and tougher for math teachers is that
Johnny is much more likely to have 42 if he does give away 2 of
the 4 than if he hoards the 4. But that's another topic for a differ-
ent place in this book. For now, let's keep it simple:
is
Most people never even think in terms of getting wealthy.

Their thoughts on this subject are limited to buying a lottery tick-
et or fantasizing about some unknown, long-lost uncle leaving
them a fortune in his will. But there are a lot of people who do,
at some point, start seriously trying to figure out how they might
convert their knowledge, ability, time, energy, and effort into real
wealth. You may be in that may be the reason you were

acted to and purchased this book. So, a warning: the majority

in this group never get traction, never get going, never
gel wealthy because they suffer from wealth inhibition.
you believe wealth is limited, if you view it as a zero sum
me, you are inhibited. This inhibition affects all sorts of things
do or don't do, such as what you'll charge or who you'll ask
spent a lot of time working with people in sales and with

lose who identify themselves as salespeople, like folks selling
cars, and fire alarms, as well as those who don't iden-
y themselves as salespeople but are, like dentists and psychol-
Two things that reflect wealth inhibition are true for all of
One has to do with price. Most fear discussion of price, fear

using prices, and are paranoid about pricing higher than their
I have had to work long and hard to get some peo-
p l e to raise their prices or fees far beyond present levels,
y norms, or competitors' in order to charge what their service
expertise are really worth to their clientele. In numerous
I've forced fee or price increases of 200% to 2,000% with
absolutely no adverse how far underpriced a lot
people are! In these situations, I am not dealing with practical
issues; I am dealing with the own inhibitions
fears.
Second is pulling the punch when closing the sale. I
joke about one of my own businesses, freelance advertising
where I routinely charge fees of $30,000.00 to
$70,000.00 or more for a complete project and no less than
$ for a single ad or sales letter, plus royalties. I say that
he primary requirement for getting such fees has nothing to do

with my prowess as a copywriter and everything to do with my

ability to keep a straight face and a voice free of stammer when
quoting the fee! This may be the reason a lot of art and antique
dealers write the price down on a piece of stationery and slide it
across the desk to you. There's truth in the joke. When the den-
tist quotes his $70,000.00 case to the patient, when the private res-
idence club quotes the $215,000.00 membership fee, when any-
one speaks any price or fee, there is the tendency for tremors. The
temptation is to discount without ever even being asked, out of
fear, inhibition, and short, to pull the punch.
Consider the salesman who goes into a person's home to sell
fire alarms. (I have a corporate client in this industry.) The fire
alarm salesman with the stuffed Dalmatian under his arm and
the burning house video marches into the house and discovers
that he is in a place of relative poverty, at least by his standards.
The two kids are on a thread-bare carpet in the living room. They
probably have a good television, but pretty much everything else
in the house is obviously hand-me-down, beat-up, falling apart,
springs sticking up out of the couch seat. He can clearly see that
these people aren't doing well. Conversationally, he discovers
papa hasn't worked in four months and the kid's got some kind
of problem that causes big medical bills, and on and on and on.
The salesperson becomes increasingly queasy about closing these
people on the $1,000.00 fire alarm sale. And in many cases, he
will not close the sale. He will subconsciously pull his punches,
accept the first objection easily. Or he'll consciously, deliberately
throw the game at the end, toss that one aside, and get out of
there.
This is an analogy to the way everybody behaves in all sorts
of situations if operating from a belief of limited wealth.

friend Glenn Turner tells a story from his earliest selling

of actually being chased by somebody who was mad that he
sell him a sewing machine. Glenn thought the person
afford it, shouldn't go in debt to buy it, and obviously
his presentation short and abruptly got up and left. He was
literally chased down the street and caught by the husband, who
him on not trying to make the sale, "How dare you think
me? I've got a right to buy that thing for my wife if I want to."
My speaking colleague Zig Ziglar has a similar story from his
days selling cookware, about the customer that was sav-
the money to put in indoor plumbing. Discovering that
didn't even have indoor plumbing, Zig backed off and didn't
to close the sale on the cookware. The people were annoyed,
they really wanted the pots and pans. The husband said,
can put the plumbing in later. Mamma wants those pots
now."
The about price, about who somebody is selling
about their ability to pay, and about their ability to afford it is
deadly. And the truth is, anytime you start to make those deci-
for other people, it really reflects more about what's going
internally with you than it does about anything else.
There's something else to get clear about. People who are
money, who you perceive to be disadvantaged for one
reason or another, and whom you question whether you should
ell to are going to be without money next week, too, regardless
whether you get any of their money.
The reason they're without money has absolutely nothing
to do with your existence, what you sell or fail to sell,
nor does it have to do with the way money works in the real
world. It has to do with them. And whether you take it, somebody

else takes the liquor store takes the church takes it, or who-
ever takes it, I promise you somebody's getting it. Because if
they're without money now, they're going to be without money
again. And most of them are going to be without money perma-
nently because they never gain or act on an understanding of
how money works.
I know that sounds harsh. And you may not be a face-to-face
salesperson and never need to sit across a desk or table from
someone you think can't afford it and sell to him anyway. But the
truth about this particular situation is the bigger truth about the
entire world of money and wealth. That truth is, whatever
amount you get has nothing to do with how much or how little
anyone else has. Ever.
If you want your wealth attraction glowing and functioning
at full power, you can't have any You can't have any
reluctance. You can't have any inhibition. You can't ever pull a
punch. In the bigger sense, you have to understand that whatever
financial position anyone you know is in, anyone you do busi-
ness with is in, or anyone period, is in has nothing to do with
you. In the biggest sense, you have to understand that whatever
the state of economic affairs in the world, it has nothing to do
with how much wealth you accumulate. Your wealth is addition for
you but subtraction for no one.
Unless and until you buy this premise hook, line, and sinker,
you will always suffer from wealth inhibition.

"Be clear, be truthful.
Stand there proudly,
unapologetically,
unabashedly, and say,
cash.
It will get me
everything
want in
SIMMONS, K I S S
AUTHOR, SEX, MONEY, KISS

Wealth Magnet 2
Unequivocal Belief in
Abundance
a Well, our
A. no desert island. There's money, money every-
where. Drink all you want.
If you do not hang out with people who own private planes,
shares in private jets, or at least fly first class everywhere
ley go . . . If you do not hang out with people who have their
shirts and suits custom tailored If you do not hang out with
who own racehorses or boats or vacation homes If
you do not hang out with people who are extremely prosperous
adept at wealth attraction, you might be fooled into thinking
hat money is "tight," in limited supply or hard to come by, and
15
based on those thoughts, you might inhibit your own wealth

attraction. Or you might think such people are rare, in small
number. They are not. In fact, what demographers and marketers
call the "mass affluent" represent the fastest growing segment of
the population. The rising tide of affluency is so great I even
added a newsletter to my stable, which I edit, devoted entirely to
marketing to the
information about the special newsletter

devoted exclusively to marketing to the affluent as
well as my No B.S. Marketing Letter, visit
www.dankennedy.com. Also, a detailed chapter about
marketing to the affluent appears in another book in
the No B.S. series, No B.S. Direct Marketing for NON-
Direct Marketing Businesses.
I suggest the following experiences: visit the Forum Shops in

Las Vegas, Rodeo Drive in Beverly Hills, and Bergdorf Goodman
in New York City. Vacation in Boca Raton, Florida; Scottsdale,
Arizona; and Aspen, Colorado. Immediately go to your nearest
bookstore and pick up copies of The Robb Report, Millionaire,
Worth, and Town & Country magazines. Go on a field trip to a
classic car auction or a racehorse auction. In short, in person and
at a distance through media, immerse yourself in the lifestyles of
the affluent. Not only will you be surprised at the prices cheer-
fully paid for goods and services, you'll be more amazed at the

of very high-priced goods and services designed for

fluent consumers. And, you'll be even more amazed at just
many affluent consumers there are.
The more aware you make your own and subcon-
just how much affluence there is, how much money is
around, the more easily you will attract wealth. This is no
exercise I suggest. It is an important step in conditioning
mind to attract wealth. Just as your body must be condi-
for health and fitness and longevity, your mind must be
for wealth. Observing money flowing from the
is such an important and beneficial exercise, I have
one of my Wealth Attraction Coaching Groups to Disney's
Kingdom Lodge on a "field trip," all staying on the
floor, taking the Sunrise Safari, lunching with a staff
and eating in the five-star restaurants. I took my
Coaching Groups on a field trip to the Forum Shops.
subscriptions to The Robb Report as client gifts. Even if you
not yet living an affluent lifestyle, you must immerse your-
in expanded awareness of what it is like and how many peo-
ple are already living it.
To believe the streets are awash with money, you need to see
awash with money. If there aren't any in your own neigh-
I you just need to get out more!
One of the past year's holiday season catalogs called
Domain featured a product from the Eli Bridge
a manufacturer that builds amusement park rides.
ley've been building them for the amusement park industry for
years. Now, for a mere $300,000.00, they'll put the real thing
your backyard. They'll build you a 67-foot-high, Ferris
You'll need a 220 volt power outlet. And because it weighs
WEALTH MAGNET 2 UNEQUIVOCAL BELIEF IN ABUNDANCE

almost 20 tons, you may want to have the patio checked out
before getting started.
Of course, most peoples' reaction to an outrageous example
like this is to cry "irrelevant." After all, your customers don't
have this kind of money to blow; your customers are tight-fisted
cheapskates; you have a hard time selling to your customers,
yada yada. Pfui. A few years back, I produced an
video brochure for a client of mine, The Shed Shop, in
northern California. This company builds expen-
sive backyard sheds. Not the tin jobs you think of. These are
more like miniature houses, with peaked roofs, doors, windows,
and flower boxes, and with complete interiors, with workbenches,
bookshelves, and cabinetry. To shoot the video, I took a crew to a
number of the customers' backyards to see their sheds and tape
their testimonial comments.
One happy couple with not one but two sheds in their back-
yard, his and hers, are both retired. They're on Social Security,
and he's got one small pension. They're totally on a fixed income.
Two sheds.
Another guy with the biggest shed and a big pond in his
backyard started out telling me something of a sob story. If you
heard that, you'd assume he didn't have two nickels to rub
together. But somehow, miraculously, he dug up about
$20,000.00 for landscaping and a koi pond, and another
$10,000.00 for the shed.
The truth all smart marketers know is: everybody somehow
has plenty of money to buy whatever they decide they want to
buy.
Lots of people complain about how tough they have it rais-
ing a family, having three kids, both parents having to work.

parents and all three kids have cellphones, which is about

a month in charges. Both of the older kids are in not one
several activities: dance, karate, Little League. Both parents
drive big, new, gas-guzzling SUVs. There's a satellite dish on the
of the house, a big screen TV in the den, and a TV in every
They wouldn't know "tough" if it bit in the butt,
they freely buy whatever they decide to buy.
is a huge, huge, huge mistake for you to accept any part of
suggestion that money's tight or hard to get, that your cus-
don't have money or won't spend it. And if by some
rare, incredible chance you actually have managed to put
into a position where the people you are doing business
are short of money or are tight about spending it, bubba,
you choose your customers. Switch to those who freely spend.
h e r e are plenty of them out there. The trend is toward mass
Get with it.

Beware the news media. For some perverse reasons of its
about which I have my suspicions, the mainstream media
underreports good economic news and overhypes
economic news. During one of the weeks I was working on
Ins book, the following news items could be found buried on
48 of the newspaper but was quickly mentioned on CNN:
New unemployment claims for preceding month were a full 1%
less than projected and reduced from the prior month; the feder-
deficit was reduced by $133 billion; corporate taxes paid were
40% over the prior year. That Friday, USA Today ran an edito-
grudgingly citing these facts but interpreting it as an
improvement from "depressing to dismal." The news program I
on TV covered them all in under 2 minutes and then
12 minutes to a story on high gasoline prices and a panel

2,0 NO Guide to Wealth Attraction for Entrepreneurs
of supposed experts speculating on doom scenarios if gas prices

continue to rise. It is a huge, huge, huge mistake for you to accept
the mainstream media's biased, liberal-agenda-driven misrepre-
sentation of the state of the economy or of the amount and level
of opportunity in this country. And whatever you do, do NOT
listen to any of the even more outrageously inaccurate assertions
from Michael Moore and his ilk. There is a contingent of Moore-
types who insist on promoting the idea that there is a teeny, tiny
group of evil rich versus a gigantic population of viciously
oppressed masses for whom there is no opportunity. The spew of
Moore and others who echo it is toxic. I have written a lengthy
article about this, originally intended for the No B.S. Business
Success book, omitted through editorial decisions, and subse-
quently published in my autobiography, which you can find
information about at
The truth is that the biggest, fastest growing, most expansive,
and expanding segment of the American population is the mass
affluent, not the poor.
Here's something interesting about affluence. I was born in
1954. Owning the color TV in the neighborhood was a sign of
affluence. When I was a kid, we were the only people in our
entire neighborhood near Cleveland, Ohio, to have a swimming
pool. That was a big deal. Getting a new car, a big deal. In the
the two-car household was affluent. Now it's a two-house
household. Not long ago, on a flight from Cleveland to Orlando,
I realized through conversation that every single person in the
first class seats owned a home in Cleveland and another home in
Florida. There is, right now, this minute, more disposable income
by any percentages, ratios, you pick the
statistics you ever before. There are more people

in real estate in addition to their homes and in the stock

market than ever. There are more millionaires than ever before.
will be the biggest wealth transfer in American history
my generation to the next.
On top of that, new categories of products and services, new
en and recreations, new industries, new
Stop and think about all the businesses that didn't
\ en exist when you were a kid. I marvel at it all.
am also absolutely convinced that if you don't do well
financially in America today, it is either due to utter ignorance of
or choice. It definitely is NOT due to lack of oppor-
These fact-based beliefs are essential to turning off wealth

and turning up wealth attraction. If you do not share
beliefs, if you doubt and question the fact of unlimited,
readily available abundance of both opportunity and money,
then you need to invest time and energy on your own fact-finding
research mission and make this sale to yourself. Otherwise, to
borrow from a friend, the late Jim Newman, author of the fine
h o o k Release Your Brakes, you are driving down the highway to
Wealth with one foot on the gas but the other riding the brake.

Wealth Magnet 3
Break Free of
of "prosperity"
in the metaphysical community are far from prosperous
Over the years, quite a few have privately
their lack of financial success to me and expressed
over it. Typically, the conversation has to do with
heir idea of "justice." They believe because they do "good work"
they deserve to be wealthy and that wealth should
here are also a lot of these people who perpetually beat
up with the idea that their lack of financial success is about
heir somehow not deserving it, so they need to work on
in order to be more deserving persons.
23
One of the leading companies teaching negotiation skills to

corporate executives, Charles company, has this as its
slogan:
You don't get what you deserve. You get what you negotiate.
The metaphysical version of this is, "I'm not using the
mental principles well enough. If I just think more positively
(key word "just"), things will turn around."
If you compare the two ideas, you'll see that the metaphysi-
cal version puts the responsibility for what will happen "out
there." Things will turn around. Not that you will turn things
around. It's a difference between passive and active. The state-
ment about negotiation puts the responsibility for outcomes on
you. And it acknowledges a very important fact: the marketplace
does not function on fairness. If that were true, top talent would
always win out. The made-by-American-idol William Huang
would never have had a hit record.
To rewrite the Karrass statement, I would say, "You don't get
what you (inherently) deserve. You get what you deliberately
and intentionally attract, by who you are but also by what you
think, say and do, and get others to do."
Being a moral, spiritual, "good," deserving person alone is just
not sufficient. In a purely fair marketplace, it might be. But it isn't.
An extension of this sort of thinking is the surprisingly pop-
ular argument that was the United States' fault, in whole or
part, because it has so much and other countries have so little,
and because it has an immoral society. So if Americans were just
more moral and more generous, they wouldn't deserve what hap-
pened on 9/11, and it never would have happened. Therefore, the
United States should close the Defense Department, take all that

money and divide it up among the less-fortunate people in all

other countries, and spend it on churches and moral edu-
in this country. Americans don't need a Defense
i If they are just "better people," they'll be more
ving of peace and tranquility and security, and they'll have
idea is championed by fools. If you want to philosophi-
that this is the way the world should work, that's
I5ut don't suggest it's the way the world does work.
Money has no moral conscience. It finds its way into the
of pornographers just as it does into the hands of Bible
publishers. And I mean no disrespect to either. Trying to
>se your opinions of "good" and "bad," "moral" and
moral," "deserving" and "undeserving" onto money is
more futile than trying to impose them on people. This is
difficult principle of wealth attraction to accept, but I
you try.
"Rules such as hold positive thoughts

about prosperity, money will just start pouring into my
are just too simplistic to work money exists in
the physical domain. Money doesn't come as the
result of thoughts in the metaphysical realm; it comes
as the result of actions in the physical domain."
NEMETH, PH.D.
THE ENERGY OF MONEY
WEALTH MAGNET 3 BREAK FREE OF

Money moves based on nonjudgmental market forces, not

morality. The difficult truth is that being a good person, being a
better person, does not automatically entitle you to wealth, nor
does it do anything to directly strengthen your wealth attraction.
If you think that you should be financially rewarded because you
are honest, hard-working, and kind to old people and pets,
you're in for a very disappointing life. If you think God should
intervene with the lotto on your behalf because you volunteer at
the soup kitchen, you'll wind up disliking God.
If you want to easily attract a lot of money, you have to come
to grips with what money is and isn't, the very nature of money,
the energy of money, and how money moves about from one
home to another.
Money doesn't have a conscience. It's paper. That's all it is.
It's just paper. It's not significantly different than the paper
that's in your book. It's green, and it's got some kind of woven
junk in it so that, theoretically, a person can't counterfeit it. But
it's paper. It doesn't know if you're a priest or a pornographer.
Look, it's paper. That's all it is. Nothing less. It's just paper. It
doesn't have a conscience. It doesn't know what you are, doesn't
know what you do, and doesn't care. It just moves around.
That's all.
If money or the movement of money functioned on con-
science, there never could be an Enron. There couldn't have been
a Jessie James. The money would stop before it got to them. It
would put on the brakes. It would speak. It would say, "Wait a
minute! You're doing something we don't approve of. We're not
coming into your hands." The stuff would work like Matrix
movie stuff: "Stop! Go back!" And you wouldn't be able to get it.
Money doesn't do that.

NO B.s. Guide to Wealth Attraction for Entrepreneurs
has a different definition of "fairness." It moves to those

ho do the things that are magnetic to it. If you put a powerful
on the tool bench of a good man or the tool bench of a
man, metal filings will still be drawn across the bench to the
magnet. That's its fairness: simple, basic, primal cause and effect.
doesn't mean you should be a pornographer. I'm not
that. It doesn't mean you should run Enron. I'm not
that. In fact, there are very pragmatic arguments for
and integrity and for choosing to produce and market
and services that enrich and improve peoples' lives.
I'm suggesting is you've got to get out of your head that by
doing "bad" things and by doing things that are "good," that
attracts and multiplies. It doesn't. It may make your next
a better deal. You may be in a cool place instead of a warm
e. You may not come back as a toad. Whatever your belief
\ is about afterlife, it may have impact there. But here and
there are cause and effect principles of wealth attraction
separated from virtue.
WEALTH MAGNET 3 BREAK FREE OF "FAIRNESS"

Wealth Magnet 4
Accepting Your Role and
Responsibilities
O
h, you're an Greedy Surely you
know that's what some people think about you and say
about you behind your back.
A successful entrepreneur drives down the street in his
or builds his mansion. If not to his face, then behind his
many grumble about his greed. But if they hit the
lottery, they might very well do the same
winners do. It's not a moral objection to greed they're
It's the sin of envy.
Too often, achievement, accomplishment, and ambition are
defined as greed.
29
Here's my clarification: greed is attempting to get something

for nothing, to take without exchange.
Is getting the most money possible for the goods or services
you deliver greed or intelligence? Is it greed or ambition? Are you
a better person if you voluntarily get less money than you could
for the goods or the services you deliver? No, in fact, you are
derelict in your duty as business owner. You have a duty to your-
self, your family, your investors, partners, or shareholders, your
lenders, your vendors and your customers. That responsibility is
to attain the absolute highest and greatest profits possible so you
can stay in business successfully to honor every commitment to
every one of these constituencies. To settle for anything less than
the most is absolute dereliction of the responsibility of business
ownership and leadership. To settle for anything less is to leave
your business vulnerable, possibly fragile. And you should be
fired. Doing this job and honoring your responsibility is a matter
of integrity.
Now, here's my question for you: what is your entrepreneurial
What is the entrepreneur's responsibility? What
must you do in order to deserve your place on the planet and
your success, prosperity, security, and wealth?
A lot of people think your purpose, your responsibility in
life, is to provide jobs. You see that reflected in the communities
that are busily trying to pass laws, and in some cases suing com-
panies, to keep them from moving or closing, because their
responsibility is to provide jobs to the community.
Is your responsibility to provide jobs? I hope you don't
think so.
If providing jobs makes your business successful, if adding
jobs makes it more successful, that's terrific. But if operating the

with fewer employees makes it more profitable, then it

\ our responsibility as its captain to operate it with fewer
A lot of people think your responsibility is to pay taxes.

I'd be a little happier with my six-figure income
if the IRS sent me pictures of Iraqi citizens and welfare
when you send money to the starving orphan
and you get the photograph and a letter once in a
how they're doing. I think every taxpayer should get
of those and have people assigned to them. So for your
you've got a picture of these 1 7 Iraqis, 4 welfare recipi-
this retired guy, and you can put all the people you're
>l>orting up on the refrigerator. And they should all have to
you notes every once in a while to let you know how
doing. I'd feel better. Wouldn't you?
You have a legal responsibility to pay the minimum taxes
red of you.
B U T your responsibilities as entrepreneur do not include pay-
any more taxes than the minimum legally required of you. If
can arrange your business structure or affairs differently or
your business in order to pay less taxes, it is your sworn
to do so.
IS your responsibility to improve your customers' lives? No,
N O T . Now, it's pretty smart to sell them things that, if they use
as you intended, will improve their lives. That's smart. But
not your responsibility to see that it gets done. Nor should
lose any sleep over the customers who do not use what you
them to improve their lives.
I had to come to grips with that in my businesses very early
or I'd have had my wealth attraction severely suppressed. A
WEALTH MAGNET A ACCEPTING YOUR ROLE AND RESPONSIBILITIES

lot of my wealth has been derived from writing, recording, and

publishing information products intended to help people better
their attitudes, thinking, skills, businesses, and
like this book. Frankly, a whole lot of what I sell, the shrink-wrap
doesn't come And you will kill yourself in my business if you
worry about making people take off the shrink-wrap. The books
never get read. The ideas never get acted on.
Should I feel guilty about the majority who pay their money
but then never do anything with what they bought? Should I fol-
low them home and refund their money? When I take a cruise,
stay at a top-flight resort, or buy another racehorse, I give no
thought to whether the money paying for it came to me from
someone who used what they bought or came from someone
who has never benefited at all. That's not my responsibility. It is
theirs. And the cruise ship company has yet to inquire.
If my client who builds and installs deluxe, premium-priced
backyard sheds has a customer who puts the shed in his back-
yard, never moves the crap out of the garage into the shed, and
still can't park the car in the garage or one who moves all of the
crap out of the garage into the shed, then restocks the garage
with more crap, and still can't park the car in the garage, should
my client go out and give them their money back?
Of course not. In fact, he should go out there and sell them a
second shed. Sell them garbage removal service. Sell them a how-
to-do a garage sale kit. Sell them something.
The entrepreneur's responsibility is this: maximum profit
and wealth to his shareholders. If you're the sole shareholder,
that's you. Then your responsibility is just to play fair and not lie,
cheat, or steal. Integrity for the entrepreneur is optimizing sales,
profits, and value in the business he captains.

as the boxer who pulls punches in a championship fight

just as the quarterback who does not thoroughly
for the Super Bowl game lacks integrity, and just as the
yer who does not thoroughly prepare for trial lacks integrity,
doctor who operates with a hangover lacks integrity,
i ness owner who pulls his punches also lacks integrity.
Are You of Opportunism?

after President George W. Bush sent U.S. troops into Iraq,
Greetings Corporation rushed to the presses with a
of greeting cards to be sent to the military in Iraq. They cre-
they call the romantic ones, like one with a picture of
babe in a camouflage piece of lingerie, standing
to a bed, with the caption, "I've got some maneuvers to
you when you get home." There are war-themed cards for
for sisters, for fathers, for mothers. The company got
publicity as a result of CNN, MSNBC, and
Tonight and in USA Today.
saw a critical discussion of this line on some talk show. A
Hollywood celebrity attempting to launch a career as a
political talking head railed about how horrible it was that this
was profiteering on this war. She contended that if, in
are going to sell these things, they should be giving all
away.
Of course, she, the show, and the network she was appearing
OH were also opportunists profiteering from exactly the same
The "story" of this outrage was their content and their pro-
She did not offer to donate her pay for the evening to
|
WEALTH MAGNET 4 ACCEPTING YOUR ROLE AND RESPONSIBILITIES

This is an illustration of a position that is very often taken

about opportunism. Truth is, everyone is opportunistic. Some are
just better at it than others. The homeless beggar who discovers
a dumpster filled nightly with exceptionally good leftovers and
returns to it each night is an opportunist. If he keeps it secret and
does not tell the other homeless folks about it, he's exceptionally
opportunistic. I doubt this liberal denouncing the greeting card
company would criticize the homeless person or recognize and
acknowledge her own opportunism.
What is viewed as opportunism by many is entrepreneur-
ship. That's what it is. Every man's tragedy is somebody else's
opportunity. That's commerce.
I have friends and past clients in the fire alarm business. This
business wouldn't exist if there weren't fires. You can't sell
alarms if people were not having houses burn down around
them. If there were no deaths, there'd be no business. In fact, the
local sales organizations in this industry very opportunistically
target neighborhoods immediately after a local home has caught
fire and burnt to the ground.
They position their business as the mission, to protect people
and to save lives. That's how they sell what they sell. But their
business wouldn't exist if it were not for the tragic problem in the
first place.
But here's what's really important. If there weren't really
appealing profits in the fire alarm business, the thousands of
people whose lives are saved each year by having full-house fire
alarm systems would, instead, be crispy critters. The fire alarm
sales business is a difficult business. Appointments have to be
obtained to visit with people in their homes to discuss a subject no
one is voluntarily interested in. Salespeople must be recruited,

and managed. This all requires considerable cost, invest-

and patience. The salespeople must suffer a lot of rejection
convince people to accept and act on a threat they pre-
A factory has to exist to manufacture alarms, requir-
capital from investors.
None of that can happen without a lot of wealth to be had
business.
So, the alarm that goes off at 2:00 A . M . tonight, that gets little
and dad, mom, and kitty-cat out of their house alive at
A . M . , immediately before the entire home becomes blazing
at 2:14 A . M . is on the wall of their home because a
opportunistic" fire alarm salesperson was in their home
week and delivered a high-pressure sales presentation with
passion and persuasiveness he could muster.
So one man's tragedy is another man's opportunity. Entre-
is all about opportunism.
A gas station raises its prices on the Friday before a holiday
Is its proprietor an evil opportunist? What do you
part and parcel of what he must do in order to achieve
success in his business. Because at other times during the
year, there are price wars in his neighborhood, and he
his gas for less than it costs him in order to stay in business. If
in an extremely competitive environment, he sells his gas at a
entire time in order to get repair business into the bays.
are all sorts of fluctuations in his business. He'd bet-
make maximum profits when the opportunity presents
in order to compensate for the times when he can't make
profit at all.
Consider the person who owns a convenience store in the
of a gang-ridden ghetto where nobody else will open a
WEALTH MAGNET 4 ACCEPTING YOUR ROLE AND RESPONSIBILITIES

8.s. Guide to Wealth Attraction for Entrepreneurs
store. He mostly sells to people who can't get 20 miles away to]
the nearest supermarket; therefore, he sells at double what
could buy the same products for if you could get to the super-
market 20 miles away. Is he an evil opportunist? Well, would 1
open a store there? If his store's not there, how do locals get any-
thing at all? His risk is enormously higher than the guy with
supermarket 20 miles away. Every time he walks into the store, J
there's a very real chance somebody's going to walk in the
and blow his head off, or try. His theft rate is probably 400% or
500% worse than the supermarket 20 miles away. For assuming
all of that added risk, shouldn't he be an opportunist?
Getting all this stuff about greed and opportunism out
your head is critical. As an entrepreneur, you have a particular]
role in the world. You are a vitally important economic force.
have certain real responsibilities you need to embrace. The
responsibilities others would impose on you must be
rejected. Embrace the rewards you deserve.

Wealth Magnet 5
No Fear
1
a entrepre-
success stories?
but probably not any that would instantly pop to
peoples' minds. Some people think it's luck, who they
i rich relatives, or disreputable behavior such as somehow
ruthless advantage of others, climbing to wealth by step-
i on others. It is none of those things.
is a past bankruptcy. Or at least a huge failure and wipe-
near-bankruptcy experience.
personally worked closely with nearly 200 first-generation,
scratch millionaire and multimillionaire entrepreneurs.
37
it Guide to Wealth for Entrepreneurs
partial list of famous and successful people

have gone through bankruptcy:

David Buick (founder, Buick Motors)
Disney
James Folger (founder, Folgers Coffee)
Henry Ford
Conrad Hilton
Penney
Sam Walton
William Fox (founder, 20th Century Fox Film Corp.)
H. J. Heinz
Frank Lloyd Wright
Nearly half have gone bankrupt before ultimately, finally achiev-

ing lasting success and wealth. A significant number of leg-
endary entrepreneurs have bankruptcies in their pasts. This is
true of historical figures as well as contemporary ones. The
incredible commonality among successful entrepreneurs is hav-
ing been broke or formerly gone through bankruptcy.
There are reasons.
For one thing, entrepreneurial success and wealth creation, as well
as wealth attraction, require a willingness to risk and experience failure

NO Guide to Wealth for Entrepreneurs
resiliency to recover from it decisively, pas-

persistently. Hardly anybody gets to success via a
line. So the past bankruptcy is revealing of this may
instrumental i n the development o f this trait, o r both.
more importantly, in my opinion, bankruptcy is one of
profound experiences that leads the entrepreneur to full
complete understanding of just how replaceable money is.
you experience a bankruptcy, as I have, you feel as if life
that you'll never recover, that you'll forever have a big
I t " on your forehead, that you'll never get credit. Then
you discover none of that is true and that money is readily
wealth replaceable more quickly and easily than the
around, the light bulb comes on to full power. It's a
"ah-ha!" and a giant "Well, I'll be damned." From the
of that realization forward, your fears about money are
banished and erased. What you feared was fatal
out to be less than a flesh wound. Now you can't be
red again.
inhibit
releases your full
WEALTH MAGNET 5 NO FEAR

Guide to Wealth for Entrepreneurs
Everyone who is anyone with achievement and wisdo

counsels us against fear. Jesus Christ counseled against fear. Pop
John Paul III counseled against fear. Earl the pione
in self-improvement pointed out that most the things we wor
endlessly about never occur except in our own negative imagina
tions. Napoleon Hill wrote in his classic Laws of Success about th
ghosts of fear. The President he wrote speeches for goade
America out of the Depression and famously said, "We have
nothing to fear but fear
Been
King, Bill Belechick, Lee lacocca. Lance

Armstrong was fired from the French team Cofids in
after he began treatment for testicular cancer. In
2005, he won the Tour de France for the 7th time.
Katie Couric was fired from CNN after the network's
president said he never wanted to see her face on TV
again. Bob Woodward was fired from the Washington
Post and told to get more experience. He was rehired,
broke the Watergate story, and was awarded the
Pulitizer Prize.
the book We Got It's the Best

Thing That Ever Happened to Us, by Harvey Mackay,
author of Swim with the Sharks

client I've ever had who has made a fear-based busi-

has later regretted it. Every time we say no to fear,
win.
s important to understand that fear is learned. We are born
ears of falling, loud unknown noises, and snakes.
God sends us here completely free of fear. We learn
fears from other humans. We are conditioned to be fearful by
we hear and observe as children, by the influences of other
adults we associate with. The irrational nature of most
is well illustrated by the fact that more people fear public
than fear debilitating illness or death. More people fear
travel than automobile travel even though statistically
travel is infinitely safer.
is my observation and conviction that more people are con-
and inhibited by their fears about money than by any
kind of fear. People fear not having it, but they also fear
changed by having it. They fear making poor decisions
you all
f e a r s , you
1
your balance
reflects r a t i o of f e a r vs. con-
fidence you money.

about it. They fear running out of it before they die. They fear
ing it most of all. The best people, and even the wealthiest,
have a whole lot of emotional baggage and b.s. connected t
money in their
After my bankruptcy, which I feared would be fatal, I quickl
discovered it was a mere bump in the road, and my fears were
replaced with a rapidly growing confidence. Many years late
my wife and I divorced after 22 years of marriage. One half of a
the wealth accumulated in the prior ten years or so, a consider
able amount, marched out the door with her. You could say i
was at least 10 years of wealth. I easily replaced it in less than 18
months. I nearly doubled it in 24 months.
All of my prior experiences, including what I'd learned from
my bankruptcy recovery, proved to be worth far more than the
actual money that moved out with her. I had zero fears about the
loss of the money, about the difficulty of replacing it, or about it
having any adverse impact on my life or lifestyle. I just strolled
over to the wall, adjusted the thermostat on my wealth attraction
powers and let the coffers refill, then overflow.
This is not to suggest license to behave recklessly or foolishly
with your wealth. Waste, imprudence, and irresponsibility is
almost always punished because such behavior is repulsive to
money. But confidence magnetically attracts it because confi-
dence reflects real understanding and everyone and everything
is attracted to understanding.
Consider an analogy, something you once did not under-
stand, found incredibly difficult if not impossible to do,
hoped you would not encounter or have to deal with. Often
there's some single, simple "trick" that changes everything. For
example, if you attempt to assemble difficult jigsaw puzzles with

pieces and you don't know that it helps enormously to

outside four sides first; you may be stymied and frus-
somebody takes pity on you and shows you that
The "Oh, now I understand!" moment is wonderful, isn't
Well, here's the trick about money: understanding that it is
in unlimited supply and readily replaceable changes
thing.

Wealth Magnet 6
No Excuses
people
ers, or wimps. Hanging out with a victim is not appealing
to most reasonably sane people. Who wants to be around or
with an emotional cripple? The person in the victim
tends to wear out his welcome he should. This
these beliefs, and his behavior are even more repellant
and wealth than they are to other people.
In No B.S. Business I explain that power is derived
n u n taking responsibility, weakness from disavowing it. Here, I
that wealth is attracted by taking responsibility, repelled
it.
45
4s Guide to Wealth Attraction for Entrepreneurs
Well
"Everybody in my city buys by price."

"Nobody in my town uses credit cards."
"Everybody in my town is cheap."
"There's a giant advertiser in my town."
"I never get the good leads."
"It's the time of year."
"There's already too many doohickeys in my town."
"What do is so unique, nobody understands it."
"It's the economy, it's my spouse, my
It is interesting and a bit frustrating to me to watch the debat

over the gap between worker and top executive compensation
corporate America play out, especially the strident complaints
about extraordinarily high CEO pay. What the complaints ignore
is the responsibility differential. The pay differential is admit
extreme, but the responsibility differential is still more
extreme. An automobile manufacturing company is a good
example. The company makes, ships, sells, and delivers 450,000
dangerously defective cars, which must now be recalled. This
costs the company and its shareholders millions of dollars, put-
ting it at competitive disadvantage in the marketplace and fur-
thering the economic damage, and harming the ability of the

salespeople to make their livings as well. The worker

fl assembly line and the factory supervisors get off scot free,
responsibility. They do not need to give back any of
pay or perks; they go home that Friday unaffected and
without penalty. The CEO winds up with all the
He must answer to his board, the shareholders,
the news media, the dealers, the customers, and the
company. He does not go home that Friday unaffected
not by a long shot. Yes, he has a large income
options. He has wealth and he has power. But he also
in responsibility.
two are not or incidentally linked. They
cause and effect. In most cases, he has risen, more
climbed to his CEO post over time, by the act of tak-
more and more and more responsibility. Others have cho-
to seek and take on more responsibility. (Key word: chosen.)
In fact, most shirk it, hide from it. The CEO's power and wealth
lowed to him as he has reached out and grabbed more and
responsibility. He has also taken on greater and greater risk.
Martha Stewart or Bernie Ebbers or Richard It is
to take on the responsibility that has brought him
wealth.
the world of the entrepreneur, there is even clearer corre-
between the taking on of responsibility and risk and the
of opportunity and wealth. If, as the saying goes, you
n stand the heat, stay out of the kitchen. But if you do, you
not begrudge the goodies gobbled up by the big lads
to stand in the fire.
As an entrepreneur, you are going to screw And you are
to have bad things happen on your watch that you actually
WEALTH MAGNET 6 NO EXCUSES

Woody Allen said that half of success is showing up.

The other half is showing up on time. These are peo-
ples' excuses for being unable to show up on time.
"Sometimes my car won't start."
"The damned bus driver comes early."
"I can't hear the alarm clock."
"The dog hides my shoes."
"I just can't get going. I'm not a morning person."
"My mother was never a morning person." (It's
mom's fault can't get to work on time.)
"It's unfair to ask somebody to be there at exactly
the same time every morning."
had no hand in or feel you couldn't possibly prevent. That's a

given. What's important to understand is that the world watches
and responds to the way you handle these situations. If you
blame others, blame circumstances, or offer up excuses, you tele
graph weakness. If you step up, accept responsibility, offer no
excuses, and roll up your sleeves and work, you telegraph
strength and command respect. With excuse-making, you may

some sympathy and pity but at the price of respect. And

is never transferred based on pity. It moves based on
Wealth attraction power has a great deal to do with
and the respect of others, and that has a great deal to do
acceptance, even your embrace, of responsibility.
2005, Bill Rancic spoke at one of my Inner Circle Member
You know Bill because he was the first season
on Donald Trump's TV show, The Apprentice. Bill was a very
entrepreneur pre-Trump and had many valuable
In and experiences to share from his other businesses as
his year with The Donald. One such story was about one
businesses. As a kid, he cleaned and readied boats
resort area for the seasonal arrival of their owners. Things
are wealthy with excuses. They have

moth-eaten, empty wallets and heads full of excuses.
This is not an enviable wealth. An abundance of
excuses guarantees a paucity of money. If excuses
roll willingly from a person's tongue, it's certain money
does not flow easily into his pockets. I've often said
can estimate a person's bank balance if he'll tell me
about the books he reads and the people he hangs
out with. But it's even easier to accurately estimate
his bank balance if hear the excuses he makes. The
habit of excuse making is the worst of all habits.

went horribly awry, and as he said, most kids would have cut
and run or blamed the circumstances involved. He did not. He
took an arguably unjustified 100% of the responsibility for him-
self, with the direct result of impressing and keeping all his cus-
tomers, but the more important, if indirect, result was strength-
ening his overall wealth attraction power.
If you remember the wonderful Pink Panther movies
Peter Sellers, you'll remember his Asian houseboy, who he paid
to attack him without warning, to keep him on his toes. I've I
told by good authority that the boxer Mike Tyson once hired a
man to walk behind him saying, "You the man, Mike, you the j
man." (There's a clue to how Tyson could zip through $100 mil-
lion and be broke.) A fine investment would be hiring a big, I
strong guy to walk around with you for a month carrying a stout
baseball bat and every time you voiced an excuse, hauling off
and knocking you into next week. I imagine you'll be unwilling
to make that investment, so instead, you might try keeping a lit-
tle notebook in your pocket to list every excuse you catch your-
self making for the next month, as well as every excuse you get
from anyone else. Awareness automatically improves perform-
ance, so just the act of keeping the diary and stopping whatever j
you're doing each time you proffer an excuse will have positive
impact. Getting whacked silly by the strong man with
Louisville Slugger would have more impact, but admittedly the
side effects are problematic.
If you recall the cartoon character Popeye, you'll remember
that he pumped up his strength and power when needed by gulp-
ing down a can or two of spinach. I think of that as a visualization
analogy, for the entrepreneur, responsibility is spinach. If you
want to turn on wealth attraction power, gulp down some more.

There are no victims. Only volunteers.
AUTHOR OF SUCCESS AN INSIDE JOB
WWW.LEEMILTEER.COM

in only one year out of graduate school, had
good fortune to work for Clement Stone. He was a
self-made multimillionaire worth $600 million at the time.
was also America's premier success guru. He was
the publisher of Success magazine, author of The
When was completing my first week's orientation, Mr.

Stone asked me if took responsibility for my
"This is a yes or no question, young man.

You either do or you don't."
"Well, guess I'm not sure."
lave you ever blamed anyone for any circumstance in your

life? Have you ever complained about anything?"
guess have."
guess. Think."
"Yes, have."
"Okay then. That means you don't take responsibility
for your life. Taking responsibility means you
acknowledge that you create everything that happens
to you. It means you understand that you are the cause
of all your experience. If you want to be truly successful,
and know you do, then you will have to give up blaming
and complaining and take total responsibility for your
means all your results, your successes and
your failures. This is a prerequisite for creating a life
of success You see, Jack, if realize that you
have created your current conditions, then you can
uncreate them and recreate them at will. Do you
understand that? Are you willing to take
responsibility for your life?"
"Yes, sir, did."
CANFIELD, THE SUCCESS PRINCIPLES,
CO-AUTHOR, CHICKEN SOUP FOR THE SOUL
WWW.JACKCANFIELD.COM
Wealth Magnet 7
Speak Money
people lack, and

fear.
You have to be careful about the vocabulary you
every word or thought, spoken or written, if
constitutes programming, instructions to your subcon-
s mind. It is overly simplistic to believe that what you say in
lead (think) and speak out loud manifests. The title of
Hill's most famous book Think and Grow Rich is slightly
more accurately it should be How to Think to Grow
alone will not override behavior or certain physi-
| and circumstances. However, it is accurate to say that
55
the way you think about money and the language you use abou
money matters a great deal. It is revealing of the programmin
your subconscious is actually being directed by, and it is accumu-
lating programming it is trying to respond to. Further, your spoken
words convey your relative comfort and confidence or discom-
fort and fear about money to others. Any sales professional can
tell you that prospects "smell fear" like animals. This is not
superstition on their part. Experienced sales pros know it is infi-
nitely harder to make the sale you desperately feel you must
make than the sale that doesn't matter much one way or the
other. Professional negotiators all know that the person who
wants it least has the power. These are analogies to all movement
of money. Money is naturally attracted to the person most confi-
dent and comfortable about it.
People tend to transfer their money to these same people.
When you are talking to others, there's text and subtext, heard by
others' conscious and subconscious minds. When you say that
you just don't "feel good" about somebody or that your "intu-
ition" tells you not to trust or do business with somebody, it's
your subconscious processing impressions from sight, sound,
and the other senses, searching its files for past information and
experiences. You can't actually enunciate why you feel as you do.
You just do. You might not consciously realize that when
around Joe, he often talks in terms of lack, poverty, failure, an
fear, so you do not want to buy from him, invest with him, or oth
erwise be involved with him. But that may very well be what ha
occurred within your subconscious.
For all these reasons, what you speak about money matters.
As an example, consider the term "hard-earned dollars."
You recognize the term, don't you? Hard-earned dollars.

HO Guide to Wealth Attraction for Entrepreneurs
heard your parents say it. Your friends may say it. You
y it, or some variation of it, without ever considering its
meaning. If you translate it to programming, it is that
is very hard to get. You get money only through difficult
unpleasant work. If money somehow arrives without being
to hard work, there's something wrong with it. It's
or toxic. It's incorrect and dishonorable to get it easily.
Now consider the phrase "easy money." For most people,
is "bad." The perception is that "easy money" is somehow
dirty, undeserved. The perception is that the person
seeking "easy money" is a lazy bum or a fool.
What a barrier! This is a wide, thick wall that prevents
from looking for or seeing many great opportuni-
their own businesses lying there within easy reach. I think
plains why a pair of fresh, expert eyes like mine can so eas-
frequently see unexploited opportunities in others' busi-
not just that the owner of the business is too close to
orest to see the trees. There's a wall he can't see through box-
him in.
What a barrier! If things start to get easy, if money starts
in faster in bigger sums than ever before, the entrepre-
will subconsciously reject it and engage in all manner of
to slow the unjust flow.
fact is, there's no reason money has to be hard to earn or
lined in hard ways. I've taught thousands of entrepreneurs
to earn much larger incomes more easily. Take my client, Dr.
Searby, who was barely earning a living working 50 hour
as a dentist. He now earns as much in two months as he
to earn all year, working only one day a week teaching den-
how to create second businesses with dental assistant
WEALTH MAGNET 7 SPEAK MONEY

schools. Or consider my Platinum Member Yanik Silver, who

developed an internet marketing business bringing in millions of
dollars that he operates via his laptop from anywhere in the
world in just a couple hours a day. He seems to constantly be on
vacation somewhere, yet he began barely able to turn on a com-
puter. Or take my client and Gold/VIP Member, Chet Rowland, j
who owns a "grunge business," a large pest control company. |
Thanks to his extraordinarily comprehensive and effective busi-
ness systems, he operates profitably, grows every year, and pro-
vides himself with over a million dollars a year even though he j
goes to his office only once or twice a month. Chet uses some of
his free time to make hundreds of thousands of dollars buying
high rise condos in Florida and flipping them
before they are built.
Consider the real estate business. The typical real estate
does a lot of manual labor prospecting work to finally get an
appointment to make a listing presentation to get the right to sell
a house, then does a lot of manual labor showing that house to
possible buyers, etc., etc., etc., to possibly make a $10,000.00 or
$20,000.00 commission. Together, Craig Proctor and Ron Romano
at Automated Marketing Solutions, two clients of mine, literally
reinvented the way that business is done by using a special type
of advertising: toll-free phone numbers and recorded messages,
web sites, and other technology to slash the manual labor by half,
so that the agent makes money more easily and can make twice as
much money from the same number of work hours. As I am writ-
ing this book, Craig Proctor is again reinventing the business to
further alter the ratio between "hard work" and "income."
Another client of mine, Rob Minton, has succeeded with his
own total, dramatic reinvention of the real estate business,

using exclusively on working with investors. a real estate

works with 5 clients who each buy 1 0 homes rather than
who each buy 1 home. He keeps clients in place buy-
year after year, some even paying "membership dues" to be
the real estate agent's "club" and be permitted to buy.
for real estate investors, my Member,
has invented a powerful direct-mail program that
brings motivated property sellers to investors as if an assembly
were in place leading to their doors! Or consider the
business, where my client, Dean Cipriano has virtually
the need for "cold prospecting" by sales profession-
be actually delivers them all the qualified leads they can
on a silver platter. Or, in the mortgage industry, my
Tracy Tolleson and Scott Tucker have, in different ways,
made it possible for the mortgage professional to make a high
income working less than 30 hours a week, no
e n d s , cellphone turned off evenings and weekends, and no man-
labor prospecting.
All these people are living "easy money," or at least "easier
and showing others how to distance themselves from
hard earned dollars."
liven consider me. In 1 9 9 6 , I earned a million dollars from
king, which required nearly constant travel. I delivered over 60
during the year and did the writing, publishing, and
of information products at every speech. It required a staff
to process all the orders, and a vendor to ship products. In
earned a million dollars from coaching just five small groups
who come and meet with me. They require only
lays of meetings in my home cities plus 16 days of talking on the
phone, often while sitting in the sun on my backyard deck or in my

B.S. Guide to Wealth Attraction for Entrepreneurs
big leather in my library. Counting travel days and speak-

ing days, in 1996 it required more than 200 days to earn what only
42 days provided in 2004. And these were considerably easier, less
strenuous, and less stressful days. This shift involved procedural
changes in my business, changes in strategy, but also, of equal
importance, continuous improvement of my thinking, under-
standing, and even imaginings about money. In will retain
that same income from only 34 days.
Breaking free of the Work-Money Link has not been easy for me.
I was raised to have enormous respect for the work ethic. My
youth experiences taught me that money is hard earned and
earned hard. Shaking that view, replacing that thinking is no sim-
ple trick. But that link is an illusion, not a reality.
This is not to suggest that I don't work or that you shouldn't.
In fact, I think work of some kind is necessary for sound
and physical health. But there is work, and then there is
My Platinum Member Ron LeGrand's motto is "The Less I
The More I Make," which is subject to misinterpretation. It
meant as a variation on the "work smarter, not harder" them
Personally, I work at working on my terms, on things that I enjoy
involvement with, and on high yield opportunities and tasks,
and I coach others to do the same. I am all about finding ways to
make things easier, not harder. To do more with less. To gain
leverage. But if you think and speak the belief of "hard-earned
dollars," you reinforce a barrier to doing any of these things.
"Hard-earned dollars" is just one example of hundreds of
negative, limiting statements routinely thought and said about
money. They are all bricks strengthening and reinforcing the
between you and easy attraction of maximum wealth.
Do you have kids? How many times in the last month
you explain to the kids that money doesn't grow on

Where's that come from? Maybe you've become your father.

you are simply repeating what you've always heard. It's
programmed in. And now, at a particular point in life, you
regurgitating it and spitting it back out with no thought about
doing to you or what it's doing to the person that you're
lying it to. But when you say this, what belief system is it
i eating and reinforcing?
I am not for spoiling kids, but that's another discussion for
time and place. For now, let's keep the harsh spotlight
focused on you. When something like that spews out of your
it came from somewhere. It came from your own mind,
subconscious, your belief system, the recordings that play
your head. Whatever you say about money is simultane-
revealing and reinforcing.
There is a language used by wealth-attracting entrepreneurs.
hear all the time because I hang out and work with them most
my work life. I've been surrounded by them for years. They
peak one language; the outside world speaks another. I'm not
to hand you a vocabulary list here and suggest you try
it or reading positive affirmations 20 times a day
3-by-5 cards. That can be useful, but it is a tiny piece of this
and overly simplistic. Trying to use a vocabulary list
cut it. The language has to be an honest, natural reflection
your beliefs about money and wealth. Everything in this book
to come together and support the changes you choose to
in your own belief system.
But make no mistake, what you speak matters. And you can
more wealth more easily by speaking the language of

Wealth Magnet 8
Be Somebody
a it not, we l i v e a
obsessed culture, a celebrity-driven marketplace.
In recent years, my clients in the seminar and confer-
e business have dramatically increased attendance, total on-
revenues, or both by adding celebrity speakers including
Trump and Dr. Phil, to their events. And for nine years I
poke on the biggest seminar tour ever, 25 to 29 cities a year, to
of 10,000 to 30,000, with speakers like former
Ford, Reagan, and Bush; Generals Colin Powell and
Schwartzkopf; Larry King, Bill Cosby, and dozens more
Hollywood, sports, politics and business. Stadiums were
63
filled for business seminars as if they were rock concerts because

of the drawing power of these celebrities. My client of many
years, the Guthy-Renker Corporation, changed the
industry forever when it began using celebrity hosts and testimo-
nials in its TV Even Forbes magazine now publishes
an annual issue about the wealthiest and most influential celebri-
ties, and it sells just as well as its annual issue about the richest
business leaders. No matter your or ditch-diggers,
young or old, poor or are influenced by and
attracted to celebrity.
So it is smart to make yourself into a celebrity.
Not necessarily the kind who appears on Oprah or the cover
of People, but a celebrity within your own business sphere, your
own market, whether that's defined geographically,
by particular industry or profession, or otherwise. The
smaller the universe, the easier it is to be a celebrity. Arnold
Schwarzenegger was first a celebrity in the niche world of body-
building from which he extracted a great deal of wealth befor
the general public was even aware of his existence. Many of
clients are famous celebrities in their own industries, quite
to be stopped and asked for their autographs or to collect
crowd at their industry conventions, yet you would neither rec
their faces nor know their names.
At a local level, it is relatively easy for a businessperson to
achieve celebrity status, in large part merely by making himself
focal point of all his advertising. In Edmonton, Canada,
Gold/VIP Member Dr. Barry Lycka is a bona fide celebrity.
he offers an open seminar or special event, hundreds attend. He
has long featured himself in extensive newspaper, TV, and direct-
mail advertising for both his practice and his spa. My client

NO S . s . Guide to Wealth Attraction for Entrepreneurs
a commercial real estate broker and developer,

investors to Iowa real estate from all over the world
it all about him, and making himself into a celebrity
his "Former Iowa Prison Guard Discovers story. In
California, Bob is a celebrity. If you stopped 20
people on the street at random, at least 1 would know who Bob
his business is house painting! (You can see and read
some of their highly effective advertising in my book No
Marketing for NON-Direct Marketing Businesses.)
,ocal celebrity can lead to national celebrity. Dr. Robert
a Beverly Hills cosmetic surgeon and one-time client of
began making himself a "celebrity doctor" with local
of his self-published book, The Consumers' Guide to
Surgery and then with Los Angeles media
he was a featured doctor on Dr. 90210, a reality TV
ies aired nationally on the E network.
Certainly within your own clientele, it is easy to be a celebrity,
one will improve customer or client retention, spend-
and referrals. To your own clientele, you build your own
elebrity status through self-aggrandizement, self-promotion,
association with celebrities. Any and every photo of you
a celebrity has real value to you.
Consider my client Daniel Frishberg, a highly skilled and
investment analyst, managing millions of dollars for
lients. Like many financial advisors, he utilized his own bought-
radio call-in program in his local market (San
Texas) to attract clients. But unlike most, he dared to go
all sorts of nationally famous celebrities and experts to be
on his little, local radio program. And he got them,
Henry Kissinger and Alan Greenspan to Roger Moore
WEALTH MAGNET BE SOMEBODY

es NO Guide to Wealth Attraction for Entrepreneurs
(James Bond) and Pat Sajak of Fortune). Frishberg's little

radio show was a star-studded cavalcade. And the Stardust
rubbed off, making him far more attractive and interesting to
more people and to more affluent people, as well as to other
advertisers to subsidize his program. Before you could say
"Hollywood," his paid-for weekly radio program morphed into
a daily real radio program, and then went on to air in both San
Antonio and the much bigger market of Houston. Recently, he
and a group of investors bought the whole radio station in
Houston that airs his program!
Simply by surrounding himself with celebrities, Daniel
Frishberg made himself a celebrity in the eyes of his investor
clients and prospective clients. This strategy of becoming
celebrity by surrounding yourself with them is actually very re
able and often repeated. My one-time client, Peter Lowe, f
whom I consulted and spoke at more than 200 events, did
same thing for himself as a speaker. My client Guthy-Renker di
this for Tony with the series of TV infomercials, each
featuring a better collection of celebrity hosts and
too, have very consciously applied this strategy over many
Be an Expert Somebody
Expert status is very magnetic. Fortunately, it is a self-create
self-manufactured asset.
The great success educator Earl Nightingale said you
make yourself a world class expert in most fields simply b
studying every available resource for an hour a day for just a year.
I took him seriously. I made myself into a top expert in the field of
direct marketing entirely through self study, with no academic or

qualifications whatsoever, in less than three years and

charging high from the very beginning. I have also suc-
positioned myself as a marketing expert in several dif-
For example, well over 10,000 chiropractors and den-
have attended my practice-building seminars, bought my
and courses on practice marketing, and have been in my
programs. I built the largest seminar and publishing
serving these professions in the early I've been
hired to speak for five different major practice building
as well as state dental and chiropractic associations.
hough I was once named "Practice Guru of the Year" by a
major trade journal in dentistry, I'm neither a chiropractor nor a
am fond of a quote I got from fellow direct response copy-

tor John Francis Tighe, "In the land of the blind, the one-eyed
is king." If you know more about "x" than your intended
you ARE an expert!
everybody prefers working with experts. This is
imperially true as you climb up the affluency ladder*. But really,
prefers dealing with an expert if and when they can.
you suffer from blinding headaches, and you can get to the
who wrote The Official Guide to Drug-Free Headache Relief,
has a newspaper column about headaches you've seen, and
on the radio, you would rather go see him about your
than any other "ordinary" doctor. This is the reason
worked with experts to create Dentistry for Diabetics, a pro-
that educates and certifies one dentist per area in working
diabetic him a practice-building asset
Worth hundreds of thousands of dollars a In essence, spe-
even if self-declared, raises your expert status.
WEALTH MAGNET 8 BE SOMEBODY

friend Eldridge has written a fan-

tastic book on this subject, How to be the Obvious
Expert! See www.obvious-expert.com.
edit a special newsletter entirely devoted to the sub-

ject of marketing to the affluent and mass affluent.
You can obtain information at www.dankennedy.com.
**For information about DDS for Diabetics, fax 602-
Experts encounter less fee or price so they can

usually charge premium prices and enjoy above-average profit
margins. If they choose, they can derive greater income from
fewer clients or customers. Because my client and Gold/VIP
Member Dr. Charles Martin is an expert in "longevity dentistry"
or "whole health dentistry" as well as world class cosmetic den-
tistry, he can attract patients from all over the country as well as
his home city of Richmond, Virginia. He can have cases accepted
by patients at fees of to most "ordi-
nary" cosmetic dentists struggle to get one-fourth those fees for
the same amount of work. Because my client Darin is an
expert in profitable, "peace of mind investing" exclusively in
apartment buildings, he can attract
investors from all over the world as well as dominate his local
market in Iowa, charge an access fee and monthly membership
fee just to be permitted to purchase properties from him, and

never, never discount commissions. Because my

Member Mark offers training, seminars, coaching,
services only to Michigan residents investing in Michigan
estate, he commands a premium price for every service if
pared to all other seminars, coaching, and services for all real
investors. Because my Gold/VIP Member Bill Hammond's
law practice specializes in working with families with a
with Alzheimer's, his fees are at the top of the pyramid,
packaged and not available for cafeteria purchase,
rarely questioned. Of course, you may think you are not in a
that lends itself to expert status. My contention is that
business does. I could tell you very similar stories about
cleaners, lawn and garden companies, auto repair shops,
even an industrial tarp manufacturer, positioned as experts
specialists, prospering from carefully chosen target markets
selling their goods and services for 5 to 25 times their indus-
norms.
WEALTH MAGNET 8 BE SOMEBODY

Wealth Magnet 9
Be Somewhere
dark news
was filled with stories of his financial demise, Donald Trump
talks about feeling like just staying hidden at home but
strapping on his tuxedo and going to an important
he knew he could not possibly gain by staying
At a time, some 25 years or so ago, when I was captain of
everyone in its industry knew to be in deep and dire
circumstances, I considered skipping that con-
ion. But I didn't. It might have been less stressful, less
and more comfortable to stay home. But I couldn't
gain doing that. I went. I put myself in a place where it
71
was at least possible that good, productive, profitable things

could happen, and they
a.t
or
Hopefully, you aren't in the upside-down financial condi-

tion I was, or Donald Trump was, at the abovementioned times
But regardless of your circumstances, you have to make a poi:
of putting yourself in places where opportunity can occur.
father passed on a pair of cuff links to me with the letter
YCDBSOYA. They stand for: You Can't Do Business Sitting
Your Ass.
Although this refers to personal movement and placemer
such as the meetings, conferences, cocktail parties, and
nity events you attend and make yourself visible at, it also goe
far beyond that. As example, consider this book and the other
books I have written and had For more than 14
years, I have been on bookstore shelves without
have worked hard to make that happen. Why? I can assure
not for the royalty income paid to me as an author; that repr
sents less than 2% of my income. I want to be on those book
shelves because people discover me there, people who
never discover me otherwise. They become Inner Circle

HO S.s. Guide to Wealth Attraction for Entrepreneurs
list of my other books appears on page

278. You can also preview samples chapters and
excerpts of many of these books at nobs
books.com.
and newsletter subscribers, attend seminars, become

clients, or bring me other opportunities. Being there on
bookstore shelves has both directly and indirectly enriched me
millions of dollars. I can specifically identify more than a
long-term clients who have each spent between
and $300,000.00 with me. I have been sought out for
engagements purely because a corporate executive
and read one of my books. For me, being somewhere
hides being on bookstore shelves, being in this book which is
n o w in your office or home.
That does not mean you must write a book. It is example of
he wealth attraction power of being somewhere. Because the
important words in the above paragraph are me"
"sought out." This is marketing by attraction.
Being somewhere for the local insurance agent or financial
for example, might mean speaking to local groups of
chiropractors, M.D.s, and other high income profession-
Creating and mailing a good, informative, expert,
lancing newsletter on financial matters to a targeted list of
prospects every month. Appearing regularly on a local
show. Serving on the board of an important charity.
most any entrepreneur can be somewhere via speaking,
WEALTH MAGNET 9 BE SOMEWHERE

writing, publishing, and networking. Even serving,

chosen to facilitate the right people taking notice and
seeking you out for advice and information or bringing you n
opportunities, can work.

Wealth Magnet
Do Something
y and Gary saying

is, "Motion beats meditation." It would probably
a lot of people if they knew the inside story of
lot of "rags to riches" entrepreneurs' lives as I do, to discover
just about the only reason for their meteoric success was
I getting into motion, before they were ready.
Some years ago, I had an opportunity to spend a day with
ee in my consulting work, and I was thrilled to do so. I
had long studied him, his business methods, and his personal
behavior. I often tell the entrepreneurs I coach about how highly
prizes decisiveness and action, maybe best illustrated by
75
his story of the rebirth of the convertible at the financially trou-

bled Chrysler. Factory workers caught him walking around and
suggested that one of the cars would make a great convertible.
He told them to get a blow torch, cut the roof off, let him drive it
around and see how people reacted. And the rest, as they say, i
history. The relaunch of the convertible by Chrysler probabl
attracted more media and public attention and brought mo
money to Chrysler at a faster pace than any other idea ever act
on in its history. All because there was that rare CEO in
who heard a good idea and immediately acted on it. No desi
committees, no focus groups, no endless meetings of enginee
no long delayed prototype. A blowtorch.
In 2005, for the monthly tele-seminar series I produce for
Inner Circle Members, I had an opportunity to meet and inte
view another entrepreneur-author I've long studied a
admired, Robert Ringer. You may know him from his mo
famous best-selling book Winning Through Intimidation, recent
republished as To Be or Not To Be Intimidated. I rank it as one of
ten most influential books I have ever read and credit it wi
directing me to my practice of "Takeaway Selling" described in
companion to this book, No B.S. Sales Success. In 2005, I inte
viewed Mr. Ringer about his newer book Nothi
Happens Until Something Moves. And I said on the tele-seminar,
you never read the book, but merely propped it up where you
saw its cover everyday, you'd profit. Its title tells you exactly how
so many of us attract abundant opportunity and wealth.
Movement.
I often say if poor people knew how shockingly ordinary mil-
lionaires were, there'd be a lot more millionaires. One of the
biggest erroneous ideas in the way of poor people getting rich is

Guide to Wealth Attraction for Entrepreneurs 77
the rich are somehow smarter or possess some "magic gene"

separates them from the masses in terms of aptitude or capa-
y. Nothing could be further from the truth. I work very closely,
in, day out, with over 100 millionaire and multimillionaire
and I assure you, they aren't that much smarter
the clerk at the corner convenience store. I have clients per-
earning millions of dollars a year who forget to put on
their shoes when they leave the house, have walked through the
door on the front of my house, are woefully dysfunctional
are incredibly disorganized, are slow readers, can't do
In fact, one, who has built a national chain of tax
offices serving hundreds of thousands of clients,
add two numbers together without a calculator and couldn't
a financial statement if you put a gun against his head.
richest real estate investor I work with was a car mechanic,
another a prison guard. And frankly, in terms of total, overall
ethic, these folks don't shine either. But there is one thing
all do, that the vast majority of the population doesn't.
In Robert Ringer wrote, "I have always believed that
he difference between success and failure, in any area of life, is not
as great as most people might suspect." I not only agree, I
h a v e abundant proof from the more than 100 "from-scratch"
is,
in of a. for
and.
WEALTH MAGNET 10 DO SOMETHING

millionaires I've worked with, from their stumbling

to their present wealth, celebrity, expert credibility, and
ments.
The "little" difference is the subject of Ringer's book:
people take
ree: You can hear a replay of the

nar featuring my interview with Robert Ringer, author
of Action! online at www.nobsbooks.com.
co-authored The New Psycho-Cybernetics, an up-

dated version of Dr. original work Psycho-
Cybernetics. The book is available in bookstores and
from online booksellers; additional information is at
www.psycho-cybernetics.com.
You've undoubtedly seen, in many movies, the guns with hea

seeking technology that make the person trying to hide appear
neon red or green as he generates body heat while moving
the dark jungle. You've heard of heat-seeking missiles. There's
similar effect with action and wealth. Wealth seeks movement.
Over the years, I've found that just about everybody has
least one really good idea, skill, or talent that could translate
prosperity and success. I once briefly dated a divorced mother
with three young kids who worked in a low-wage factory job,
barely staying one day ahead of bills. I discovered she occasion-
ally found time to my jaw dropped when I saw the

I own racehorses, and there are several artists who

become famous in the racing industry as horse portrait
People routinely pay them thousands of dollars to paint
raits of their horses. Several sell their original paintings for
of thousands of dollars. This woman's work was as good or
than any of those established and successful artists. As a
pro, without breaking a sweat, I was able to lay out a
her to enter this world, first locally, then nationally, and
quickly, make more money in a month than she was cur-
making all achieve her stated number-one goal
to be a stay-at-home mom, there for her kids. Giving such
is almost always futile, as it was here. In fact, she had
thought of many of the things I suggested, but had never
ted on those thoughts. And she never will.
are all sorts of reasons for this inaction. Poor
lack of confidence, or not being able to see yourself doing
Laziness. Procrastination. Waiting for better timing
resources. The list of excuses for inaction and status quo
is long and, of course, useless and valueless. If you
to attract wealth into your life, you have to get the list out of
life.
I have had exactly this same experience thousands of times.
\ I was doing interviews, appearances, and seminars for How
Make Millions with Your Ideas, I had almost identical conversa-
with one person after another. Whenever someone finds out
What I do, they tell me of their great idea they've never acted on.
cab and driver has a book he hasn't written and never
One did, and it led to the HBO series Taxicab Confessions. I
Once spoke at a very special, high-priced seminar for entrepre-
experts in direct marketing via home shopping channels

like QVC and HSN, infomercials, and radio all spoke and
worked with about 100 attendees. Everyone there had an "idea"
for a product that would be terrific for sale on QVC. None acted
on these ideas, except one, my friend Jeff Paul, who subsequent-
ly successfully sold millions of dollars of his invented item on
QVC.
Everybody has ideas. Everybody has latent talents.
Everybody has ability.
Few act on them.
And make no mistake: there is no wealth to be found in all
idea. There is only wealth to be had from acting on an idea.
This is so important that I want to relate several stories
people I work with to illustrate the way they behave when pre
sented with a worthy idea. The details of their businesses are not
all that important, and you should avoid being distracted by
them. Instead, focus on the way they responded to ideas and
opportunities.
Dr. Paul Searby, a dentist, was experimenting with different
possibilities for becoming a consultant in the dental field
he first met with me. In discussing his business, I discovered he
had been running a little school for people to become dental
assistants, in his dental office on Saturdays, and it made
a year as a side business. It was so profitable, some
one was offering to buy it from him for about told
him he should put that into a package and sell it to other dentists,
one in each market, nationwide. I said it was a huge
far greater than the several he'd been working on and had come
to get my advice on. I told him to shelve everything else a n d
work on this. In less than 30 days, he had his first direct-mail a n d
advertising to interest dentists in this opportunity out the door,

only a few more weeks, he was giving his first seminar pre-
the opportunity and immediately sold several school set-
packages at $20,000.00 each. Only a year later, the price is
He has sold nearly 100 schools, sells one to several
J week, has sold his dental practice, has financial independ-
e, and works one day a week on this business. Now, this is
important: when he launched his first ads and mailings,
his first seminar, and began selling schools, he wasn't
The videos of the classes weren't yet taped or edited.
thing he would need to give the dentists wasn't done. He
h a d n ' t planned the seminar itself. But he got started. He didn't
until all his ducks were neatly lined up in a row. As a side
of his success with this business, Paul has attracted and
on several other, related opportunities and been invited by
ling experts in dentistry to speak at their conferences, write
heir newsletters, and do business with their customers.
Bill Glazer owned two clothing stores in Baltimore, which
h e ' d made fabulously successful with unusual and innovative
keting strategies based in large part on ideas he got from my
and courses. He sought me out when he saw I was coming
and we had lunch. When he showed me what he
doing, I told him he should resell all his advertising and
keting to other clothing store owners, and I gave him a busi-
ness plan to do so. It is a relatively formulaic approach to what I
he "niche information marketing business." Bill immediately
selling his "system" to other clothing store owners, then
goods retailers, then jewelers, then furniture store own-
a n d built a multimillion dollar publishing business. Recently,
bought one of my publishing, coaching, and seminar busi-
nesses, now Inner Circle, which publishes my

No B.S. Marketing Letter, has a monthly teleseminar series, and

hosts two large conferences a year. He makes millions of dollars
a year as an information marketer and entrepreneur. As a
effect, shortly after Bill began marketing his own
products for retailers, consulting clients began appearing,
unasked for, and unsolicited invitations to exchange only his
know-how for equity in good businesses poured in, unasked for,
unsolicited. Although he has turned most away, the several he
has accepted have each proved extremely lucrative. Ultimately,
took the opportunity of selling my main publishing company to
him as well.
For years, I have urged all my Members and clients to
and use celebrities in their marketing. I have undoubtedly toll
thousands of local business owners of every stripe that the
should do this and how to do it. Of those thousands, only two
have. The most notable is Scott Tucker, a Chicago mortgage bro
ker. Immediately upon being given this advice in a coaching
meeting, he began his search and quickly secured Refrigerator
Perry, a legendary Chicago Bear, as his celebrity
spokesperson. His effective use of The Frig has increase
response to his advertising, making every ad dollar
more, thus increasing the profit margins in his business. It ha
increased referrals, increased his income, and been helpful
establishing a second business, coaching other mortgage brokers,
which was worth more than a million dollars in its first
Scott didn't do anything at least 300 or 400 other business ov
ers I've given exactly the same advice to couldn't have done
although they haven't.
Some years ago, a professional speaker named Foster
Hibbard saw me speak and sell about $50,000.00 of my

packages from the platform. He sought me out and con-

that, although he was popular, busy, and well-known, in
years he'd only earned a modest living from speaking and had
created significant wealth, principally because he worked
for fees and was woefully unsuccessful at selling his audio
let alone developing additional income from audience
converted to customers. I have had similar conversa-
with at least 100 other speakers. In most cases, as with
the speakers are capable, talented, dynamic, effective, but
to convert their ability and work to wealth. I've said the
things to most of them I said to Foster. None but Foster
ever followed through. In Foster's case, in the 24 months
lowing that conversation, he made well over a million
from his accounting, more than he'd made in
he previous decade! Oh, and almost as soon as Foster began
the strategies I gave him, other people sought
out; he was offered numerous speaking opportunities he'd
been denied. Opportunity knocked on his door as
n e v e r before.
Do not err in focusing on the fact that none of the above

have anything to do with the specific, particular busi-
you are in. Consider only the behavioral commonality
in all of them. And take note of the side effect
by all of them.
A n d let me come at this two more ways. Mike Vance, a close
of Disney's for many years, consultant to top
and author of the book Think Outside the Box, tells the
of asking a troubled corporate CEO what his biggest, most
problem was. After he described it, Mike asked, "Who's
k i n g on it?" The CEO said, "No one." When Mike asked why,

the CEO said, "Because it can't be solved." Against that,

advice from General Norman Schwarzkopf. For three years, I fol-
lowed General Schwarzkopf on seminar events, heard his speech
so many times I memorized it without trying, and spent a lot
time in backstage "green rooms" talking with him. One of the
things that sticks in my mind is his contention that a bad decision
or wrong decision is better than no decision because if the
sion leads to action, it is easier to correct the course of someone
or something already in motion than it is to get someone or
something into motion from inertia. In his groundbreaking work
Psycho-Cybernetics, Dr. Maxwell presents "zig
and "course correction" as the entire basis for human achieve
He points out that hardly anybody gets to any goal via a
straight line, but gets there instead by moving, bumping up
against something, moving a different way, bumping,
zagging, but moving, moving, moving.
Finally, let me reveal one of my own, personal "secrets ol
success." It is a daily discipline I have adhered to for more than
30 years. I'd wager I've neglected it less than 30 days out of
30 years. I've adhered to it 10,920 out of 10,950 days. Every day,
no matter what else I am doing or must do that day, even if in
full day of consulting, traveling across country, or on vacation,
still do one thing, if only one thing, one thing intended to "prime
my pump" to create future business for myself or my
It may be a small thing: tearing out a magazine article that
interest one of my clients, scrawling a note on it and mailing it.
may be answering one item of correspondence, getting one fax
sent, identifying a new, potentially useful contact, jotting a
or sending a book. But no day passes without me doing at
one such thing. Although it is no longer required, it has been

especially important to me over the years because a lot of my

is derived from delivery of services, such as speaking,
insulting, coaching, and advertising so, in a way,
sell "it" and make "it." Most professionals stop selling
While they're delivering, so they have dry spells, roller coaster
and downs. I have had more demand than supply of me and
Waiting lists of clients for many years because of my daily disci-
of doing at least one proactive thing to attract business
single day.

"Incredible things happen independently of
those you personally create. call these
serendipitous blessings. When you're
pushing hard on Door A. someone or
something opens Door B. Often, when
you look through Door B, what's behind
it is much better than what you were
going after in the first place. However,
you wouldn't have seen Door B open
if you hadn't been in the hall
pushing on Door A."
AUTHOR OF THE DNA OF SUCCESS,
WWW.DNA0FSUCCESS.COM
Wealth Magnet
Follow-Up
A
of people few follow
My experience with entrepreneurs constantly enjoy-
ing a massive and steady flow of customers or clients,
opportunities and wealth streaming to them, is that they
in terms of rather than "incident," and "opportu-
rather than "outcome." And I teach entrepreneurs to think
terms.
To use myself as example, consider something very simple.
.1 result of some publicity and promotion for one of the earlier
in the No B.S. Series (No B.S. Time Management for
I was invited to be interviewed on the syndicated
89
Chamber of Commerce radio program. Most authors would

view this and treat this as an Do it. Did it.
Done. I view it as "opportunity" because I have and will
other books to promote and have clients with things to
So I want this to turn into a continuing relationship rather
one-night stand, and I know better than to think that occurs
accident. Most authors will hope they'll get invited back,
hope is not a strategy. So immediately after that interview, I
a nice, personal letter and a gift box with other books and
bobblehead. I got a thank-you letter back. I reply, and gift
hosts with a subscription to my newsletter. Now they get
thing from me every month. I continue to nurture this relation
ship. It is, to me, an asset. An asset from which I will draw
dends many times.
A confession: I don't do this as well or as often as I know
should. As excuse, I have my hectic schedule and my
to staff. But still, my observation is that I do a lot more of it
do it better than just about anybody else.
My friend Steve Miller, the world class expert in the
show industry, and my Member Mitch Carson ol
Impact Products, a consultant as well as a supplier of exhibits, pro
motional merchandise, and marketing tools to trade show
exhibitors, will both tell you that 90% of all the leads generated by
exhibitors spending fortunes at trade shows are NEVER followed
up. This matches my own experience when attending trade
and asking for information, inviting follow-up. Unfortunately,
exhibitors and the sales professionals working for them view
act of exhibiting as an "outcome" more than as an "opportunity."
Consequently, the vast majority of exhibitors are constantly
unhappy with the return on investment from exhibiting!

it all the way down to the simplest of situations. Your

\ daily life. When you dine at a restaurant for the first time,
cleaned at a dry cleaners for the first time, and go into
erent shop of one kind or another for the first time. Of the
many times you do this, how many times have you
gotten a follow-up letter from the restaurant or shop
thanking you for coming in and inviting you back? How
have sent you an interesting newsletter every month after-
to create and maintain a presence with The answer
he: hardly any. Or none. Your entering and departing their
of business is an "outcome" to them. To me, the person
inning in for the very first time is a magnificent "opportunity"
way you view it will determine what you do about it. Few
have any set means of identifying first-time cus-
of getting their contact information to follow-up. Even
do follow-up. But I assure you, those few who do prosper
.1 result.
Now let's talk about "process" versus "incident." For many
\ a big part of my wealth creation via acquisi-
of from speaking. I've also coached, con-
led, and trained over 1,000 other professional speakers, and I
have closely observed the behavior of speakers. Most, when they
a booking, put a gold star on its date on the calendar. Later
go there, speak, get paid, and that's it. For them, it's an
When I got a booking, I put the gold star on its date,
devised and implemented a complex, multime-
to boost the client's attendance at his event, to moti-
vate those coming to be eager to hear me and be in the room, and
the audience to be responsive to me so I could
more from the stage. I had a similar plan for after the speech,
WEALTH MAGNET FOLLOW-UP

to spread my tentacles in the client's company and get

speaking, consulting, and other opportunities, and to
on those in attendance as well as those not in attendance who
not buy what I offered to sell to them after the fact. I viewed
speaking engagement as only one part of a "process."
To take this to a more "ordinary" business, consider the
oil change shop in your neighborhood. They probably have
process in place to do things you need, like
new oil filter. They probably capture your contact information
and send you a reminder postcard when it's about time for your
next oil change. But that's it, and there's so much more they
could do. For example, they could try to sell you a coupon book
of prepaid services at a discount. They could find out about
spouse's car or other cars in your family. They could immediately
identify your neighbors via the criss-cross directory and send
them a letter with coupons noting you were a happy customer.
They could be crosspromoting with a car wash. They should
you on their newsletter list so they "visit" you every month. They
should get your birthday and send you a card. Rather than view-
ing your coming in for an oil change as an "incident," they
should view it as the start of a multifaceted, continuing
"process."
This requires a shift in the way you view your customers and
people to randomly sell something to or as your
most valuable assets to build and maintain a solid fence around,
to care for, coddle, and develop a strong relationship with, and to
multiply through referrals.

can have a monthly newsletter done for

you! There is a Good News Letter for consumers,
and a Good Business News Letter for business own-
ers, featuring articles by me! You can obtain it every
month on diskette to drop in your offer of the month
and identity and use as you see fit, or have the entire
project done for you: newsletter customized, your list
maintained, and your newsletter printed and mailed
for you. For information, go online to www.petethe
printer.com or fax a request to (330)
WEALTH MAGNET FOLLOW-UP

Wealth Magnet
Integrity
t In
can forget all about the very idea of morality for this dis-
cussion. We can simply be pragmatic.
Pragmatism basically means doing what best serves your
s. Doing what delivers the results you desire. Doing what works.
You need not think in terms of doing what's right at all.
Let's just talk about doing the right things as pragmatists.
Jot what's right morally. What's right pragmatically.
The number-one complaint everybody has about the people
companies they do business with, buy from, get mad at, and
top buying from is that the vendor doesn't keep his promises.
95
In my private coaching groups, I currently have four lawyers.

Out of 63 people, 4 are lawyers. It's not by design! I try to is
courage them, but there they are. And they've confirmed for ml
as fact: the number-one reason lawyers lose clients AND
number-one cause of complaints against lawyers to bar associa
tions is not incompetence or malpractice, not overcharging,
is merely and simply not communicating with clients.
In the printing industry, where I've owned businesses, have
clients, done a lot of work, and spent millions myself, the number-
one reason that clients fire printers and go elsewhere is
deadlines. In the restaurant industry, the number-one reason th
companies stop ordering for delivery from a particular resta
rant is late delivery.
every busi-
n e s s , the
losing and.
spreaders is very,
very can
as
kept"

Conversely, one of the biggest Wealth Attractants ever

is simply saying what you will do and doing what you
When you become known for absolute reliability, customers,
opportunity, and money will flow to you in ever increas-
ing abundance. The word spreads because you are so rare. Price
petition becomes irrelevant.
Like everyone else, I occasionally get myself into a situation
where I can't meet a deadline, can't keep a promise. I am
about every commitment, from simple punctuality to the
complex seriously, so the operable word is "occasionally."
makes me nuts when this happens because, as a pragmatist, I
how detrimental to my interests it is. When it does occur,
I've learned not to run and hide or ignore it and hope it goes
unnoticed, but to confront it, apologize, and make it right. Again,
not out of ethical or moral obligation but out of pragmatism. I'm
loosing the best business strategy.
And here's something rather "advanced" that very few
ever discover: a less appealing promise kept
you better than making a more appealing promise you
won't, or don't keep.
WEALTH MAGNET 12 INTEGRITY

Wealth Magnet
Ask
is even and ye receive.

And everybody knows it. You don't ask; you don't
get. Yet a whole lot of people who know it don't actually
it much. They go through life wanting all sorts of things
never seem to work up the courage to ask for. So they're
in their businesses because they don't ask their clients,
endors and employees. They're unhappy their marriages
they don't ask their spouses. By "ask," I mean a compos-
of things. Clearly enunciating your desires, expectations, and,
appropriate, demands. Asking people to do things as you
them done. Seeking co-operation and support.
99
Even fewer people ask "outsiders."

I've found that it's perfectly okay to ask for a lot from a lot ol
people. I ask people for information, advice, ideas, contacts
introductions, and all sorts of assistance, pretty much with
impunity. I am also generous with reciprocity and reward. But
ask.
"I Want It All.

And Want It Delivered."
on my refrigerator
Just for example, I had over 250 different people involved in

the initial promotion for the book you are reading and the
books in the No B.S. series. I got this publisher to do things they
have not done for any other author (which they'd prefer I didn't
I got famous and not-so-famous authors and speaker
to send e-mails to their lists, "plug" the books in their
and newsletters, and put information about the books up on
web sites. I got over 2.5 million (!) e-mails sent for me at zero cos
I got people to pay to host promotional events and tele-seminar
On and on and on. Mostly because I asked. Did I get everybody
I asked to participate? No. But I got a whole lot more people
participate than if I hadn't asked everybody. Did I get everybody
to do everything I wanted them to do? No. But I got a lot
than if I hadn't asked.
I know a few other authors who are great askers. My
friend, Mark Victor Hansen, co-creator with Jack Canfield

HO Guide to Wealth Attraction for Entrepreneurs 101
ho publishing phenomenon, the Chicken Soup for the Soul series,

Is ,1 phenomenal asker. If he meets a celebrity, king, president,
Ithlete, CEO, anybody and everybody, he asks them for
to somehow help him promote himself or his books or his
to introduce him to somebody else he wants to meet. You
Blight think such asking, asking, asking would repel people and
up with you standing alone as if you had body odor, but
opposite occurs. The asking is magnetic. Actually, people,
successful people, like being asked for their ideas,
and advice, like being asked for their help and
Often, you even get more than you ask for! There's another
who called up Trump's office "cold" and asked to have
Donald look at his book manuscript and give him a quote.
rump gave him a quote and an entire extra chapter to add to the
>ok, a lot of marketing muscle for the book.
With that in mind, I'd like to ask YOU to promote this book.
| to www.nobsbooks.com, and click on "viral." There, you'll
some ready-to-use e-mails you can forward, free articles you
copy and send, and all sorts of nifty goodies you can give to
\ entrepreneur friends. And if you happen to be an associa-
executive, corporate big dog, or somebody else with a big
of businesspeople who know you and respect you, I'd be
to hear from you personally, and we can figure out
a special free teleseminar you gift to everybody,
lor example. I'm game. Send me a fax with some details at (602)
(Please be patient. It might be two to three weeks before
can respond.)
See, I asked.
Of course, there is something of a science to asking effectively,
loo complex to discuss here. And it helps to be able to give to get,
WEALTH MAGNET ASK

or least reciprocate to get. It's not essential, but it is

you're really, really perceptive you'll realize how I've used
book, done things within this book, to support my asking
assistance promoting the book. If you figure it out, it's a sec
not limited to authors and books. Any business owner could u
the same strategy.

Wealth Magnet 14
Domino Opportunity
of of
It's not just lack or shortage of opportunity that explains
anybody's lack of wealth.
Phil McGraw was a family therapist who disliked private
lice, dabbled in the personal growth seminar busi-
ness, corporate consulting on human resources matters, and even
with lawyers on jury selection and witness prepara-
He was handed the gift of consulting with the lawyers hired
Oprah Winfrey when she was sued over her negative
about beef. Lots of consultants would have collected a
and an autographed photo and been happy to get them,
104 NO Guide to Wealth Attraction for Entrepreneurs
and that would be that. Dr. Phil became Dr. Phil by

that opportunity.
You may never get such a giant and obvious opportunity.
you most certainly do get many opportunities, day in, day out,
that you fail to domino.
As a personal example, a trade journal for attorneys,
Pennsylvania Lawyer, published a chapter from my No B.S. Time
Management book as an article. I immediately went into th
mode. A copy of the article and
was sent to the other 49 law journals to try and get
lished, to promote my books, in those magazines. A copy of th
article went to several clients who market to lawyers, run
nars for lawyers, etc., with encouragement to reprint the articl
and distribute it to their customers. Sure, it's a small thing. B
you sell books one book at a time. So it's all about
things multiplied, as is most marketing and promotion. So
article dominoed into 5 or or 20 is a small thing multiplie
equaling a big thing.
As another example, consider Susan Berkeley, a member
one of my coaching groups and a professional voice
Actually, you'd know her voice from AT&T commercials. Sus
was brought in to coach competitors on Donald Trump's sho
The Apprentice, during the 2005 season. We knew about 90 da
ahead of time that the episode involving her coaching would ai
We didn't know for sure if she would appear in the episode. An
she was sworn to secrecy prior to the episode's airing, so no
advance promotion was possible. But it was and is a fact that she
coached the competing apprentices on speaking, voice, and pres-
entation skills. To domino this, Susan obtained the domain name
www.apprenticevoicecoach.com. She assembled both a New

City media list (where she lives) and a national media list,
to begin firing e-mails, faxs, FedExs, and phone calls at
p.m. the night the episode aired, making her available the
morning for interviews and commentary on who won and
ho lost and why. In total, she and I devised and organized over
different advertising, marketing, publicity, and promotion
egies, campaigns, and initiatives to occur starting the morning
and to continue for three months after the episode's airing. As
this book before all this occurs, I can't tell you of
of the results, although you may find further discussion of
the free e-mail course tied to this book, which you can
at www.nobsbooks.com. But the important point is, Susan
do everything she or I can conceive of to domino this single,
actuality, tiny opportunity.
WEALTH MAGNET 14 DOMINO OPPORTUNITY

Wealth Magnet 15
Passion
r
giant, steaming, stinking pile of
foolishness in
tapes, and seminars pushing the simplistic premise: do
what you love to do and money will follow. Now there is
Sure, happy accidents hap-
but do you want to wager your future on freak incidents?
I like to lie in a hammock. I like to read. Eat pizza. Watch foot-
I have yet to figure out how to get people to line up and pay
watch me do that. Doesn't matter how much I enjoy those
My enjoyment can multiply; the money won't.
This idea that you can do what you like or feel most passion-
about and be assured of attracting wealth is silly and
Appealing, certainly. But silly and childish.
107
Wealth comes through businesses, and businesses must

market driven, not personal joy driven. Market driven. The list ol
people who got out of bed this morning hoping you will have
passion and joy today is probably short. But the lists of people
who get out of bed in the morning with diseases they desperately
want cures for, problems they urgently seek solutions for, hopes
and dreams they need help fulfilling, and conveniences they'd
welcome if offered, those lists are long. If you want to attract
maximum wealth with minimum effort in minimum time, here's
the formula: find such a list that you can "engineer" your own
superior answer for.
You do want to avoid drudgery. No one can maintain self-
motivation and productivity for very long while engaged in
activities they find mind-numbing or onerous, or dealing with
people they despise, or doing work they find unfulfilling, or sell-
ing things they do not believe in. This is a certain path to poverty.
But, on the other hand, only doing what you like with no regard
to market demand is nearly as certain a path to poverty.
Truth is, you rarely get all the results you want only from
activities and processes you prefer. Maturity involves opting for
desirable results rather than pleasing activities.
There's also a popular metaphysical pursue
money, pursue passion. Pfui. I'm a writer, and I like Mark Twain's
quote, "No one but a blockhead writes but for I hear peo-
ple say they like their work so much they'd do it even if they
weren't being paid. I think that's frightening and dangerous.
Someone in business needs to think in a businesslike way. Why
would I write just to write? I write for an audience who will pay
money. Otherwise, it's like being the tree that falls in the distant,
unpopulated forest, heard or noticed by no one. What's the point?

So, let's try rearranging some items. In no particular order:
Purpose
very unbusinesslike arrangement would be: passion,

purpose, market, market demand, money. Pursue your passion,
your purpose or mission, with no regard for a market or
demand, and hope to attract wealth. I again say to you
hope is not a strategy.
The business arrangement would be: market, market
purpose, passion, money. Identify a viable, preferably
market, determine market demand (what it wants
and will pay for), then align your purpose, and do
for the market that you can feel passionately about.
WEALTH MAGNET 15 PASSION

Wealth Magnet
See What There
n I a less
$1,000.00 that produced millions of dollars over the next sev-
eral years and produced customers that continue contributing
my income today. It was classic entrepreneurial
but an idea on a Monday and $100,000.00 in income by
he following Friday. Before the internet, incidentally. At the risk
distracting you from the point, I'll give you the specifics but
the warning to focus on the principle.
At the time, in the chiropractic profession information and
vice about practice marketing, promotion, and success was
>eing delivered to doctors at two price levels: through very
\\Z NO Guide to Wealth Attraction for Entrepreneurs
inexpensive books and $10.00 to $100.00, and in multiyear

practice management programs, costing upwards of $25,000.00.
There was nothing in between. Further, the way practice man-
agement was sold was via small, free introductory seminars, city
by city by city. As a result, 30 or 40 doctors in a town would
attend, eager for help, but only one might be willing to make the
required investment. The business I created stepped into the gap, the
empty market space in the middle. I followed the practice manage-
ment companies, again put those 30 or 40 doctors into a seminar,
but offered them a $300.00 to $500.00 alternative. Virtually 100%
bought. In 36 months, more than 10,000 of only 35,000 chiroprac-
tors in the entire profession bought one or more of our
an amazing 30% market share. Now, forget all about chiroprac-
tors and seminars and courses. Focus on stepping into the empty
or underserved market space.
At the time a client of mine created Steak Ale restaurants
there were a lot of "premium" steakhouses, like Ruth and
Morton's, and a lot of very low-end steakhouses, like Sizzler, but
hardly anything in between. He developed a restaurant that
combined the ambiance, the "feel," and the quality of a premium
steakhouse with pricing in between the two extremes. And he got
very rich.
For years, air travel options were fly commercial, coach or
first class, charter a private plane, or own your own jet. A few
companies, notably including in which Warren Buffet
invested, found market space in the middle. Bringing the time
sharing and fractional ownership formats from real estate, they
created fractional jet ownership. Many celebrities as well as
CEOs, executives, and entrepreneurs are of
these companies. Famous names you know like Martha Stewart

r NO Guide to Wealth Attraction for Entrepreneurs 113
as well as lots of people you don't know. And these compa-

were well positioned to benefit from the 9/11 tragedy.
after these companies were flooded with new
buyers, people who were unwilling to suffer the suddenly
heightened inconvenience and time loss of ordinary commercial
travel. (One man's tragedy is always opportunity.)
The unused market space is not always in the middle, but
here is often space between extremes of price or location.
the space is at the top. My client Dr. Charles Martin
top cosmetic dentist with a Taj Mahal spa-style office featur-
ing a wide array of patient comforts, from paraffin hand waxes
massage to lattes and fresh-baked cookies. His average
fee is 200% to 500% higher than that of his nearby, compet-
ing dentists. Sometimes the space is at the I
generally dislike this place. Still, Wal-Mart is, of course, the ulti-
example of the moment, of grabbing empty space both at
he bottom of the price ladder and, initially, in locations other
chains ignored. Sometimes, it's in a means of distribution. My
lend the late E. Joseph Cossman, a mail-order guru, made ten
different million-dollar businesses out of products sold by their
manufacturers through only one or two means of distribution.
He secured exclusive rights to the ignored distribution channels.
friend Joe Sugarman took sunglasses to TV infomercials, then
Omaha Steaks is simply steaks sold by mail-order, deliv-
ered by UPS.
Cosmetics, skin care products, and acne treatment products

have long been at a number of different price points, from dis-
to outrageous, via department store cosmetic counters,
ee-standing stores, kiosks, catalogs, and direct sales and
marketing organizations like Avon, or Mary
WEALTH MAGNET 16 SEE WHAT ISN'T THERE

Guide to Wealth Attraction for
Kay. Guthy-Renker, my long-time client, has virtually dominated

distribution through TV infomercials for a decade, with its
Victoria Principal, Connie Selleca, Susan Lucci, and other celebri-
ty lines, and the acne treatment products developed at
my urging.
Looking for the ideal gap for you to fill is a very nuts and
bolts piece of advice, possibly more appropriate for one of my
marketing books than this book. But I include it here for a broader
purpose, as an illustration of the kind of thinking that attracts
wealth. The cliche is outside the box." But I suppose it is
a cliche because it is so laden with truth. Even savvy, clever,
aggressive entrepreneurs fall into inside-the-box thinking. It's
easy and dangerous to see our opportunities only in terms of
incremental improvements of what we already do and the way
we do it, essentially pushing at the sides of the box. I take pride
in the fact that clients who come to me for consulting days, are in
coaching groups, or attend my yearly Renegade Millionaire
Retreat* frequently say the same thing, "I came to Kennedy
thinking I was in one business; I left in an entirely different, infi-
nitely better, and more valuable business."
about my Renegade Millionaire

Retreats, Renegade Millionaire System and Renegade
Millionaire magazine is online at

NO 6.S. Guide to Wealth Attraction for Entrepreneurs 115
challenge is to see what is not there. As an example, consider

this statement by the CEO of Home Depot, made in an interview
in 2005:
Experts say we are in a $400 billion market, because that's
the market for our products TODAY. But I say we are in a
$900 billion market. We're focusing on selling differently to
professional contractors and that's a $300 billion market itself.
The "we-do-it-for-you" market is another $200 billion market
itself.
In 2003-2004, this company experienced a 26% increase in
sales of home installation and do-it-for-them services to what
they call the "free spending, do-it-for-me-now consumer."
Of course, if you carefully analyze all this, there's trading of
dollars from one category to another, so adding each on top of
the other is delusional. There are assumptions worthy of ques-
tion. Still, the main point is the vision, the ability of this CEO to
see what is not yet there, to see gaps and opportunities, empty or
underserved market space. In the February issue of USA
Today, there was an article in the Science Section headlined "A
WHOLE NEW OF LOOKING AT THE WORLD."
Bill Glazer used it as fodder for a sales letter about my
Renegade Millionaire Retreat, saying "More important to me
than just the millions of dollars I've made going in the directions
Dan has pointed me, is that, quite literally, Dan has shown me a
whole new way of looking at the world."
He went on to write, "There are hundreds and hundreds of
people who were in who are now super-
entrepreneurs with multiple streams of income they never imag-
ined, with clientele they never conceived, charging prices or fees
WEALTH MAGNET SEE WHAT THERE

NO E.s. Guide to Wealth Attraction for Entrepreneurs
they never thought possible, being sought out rather than having
to chase business."
I have the newspaper clipping up on my bulletin board as
my own reminder of the mandate to keep looking at the world,
at my world and at my clients' worlds in a whole new
quently
How can you keep your thoughts about your own opportunities
agile, and outside rather than inside the box? The most
important key is exposure to a lot of ideas, information, news,
business success stories, and people outside the box of your busi-
ness and your industry. I wrote another book in the No B.S. series
just for this reason: No B.S. Direct Marketing for NON-Direct
Marketing Businesses. You need to read, or at least skim, not just
your trade journals, but also others' trade journals. Read good,
well-researched, cutting-edge newsletters (like You need
a lot of ideas, examples, and information flowing to you from
diverse sources. Most entrepreneurs seem to operate as if they
were locked away in a closed society.
I encourage people to be in coaching groups and mastermind
groups, ours or others. You need association, in person, or via
teleconference with forward-thinking, forward-looking, flexible,
innovative, and successful entrepreneurs. In my groups, as of
this writing, we have a person who owns a house painting com-
pany, who in several years in the groups, has added a deck
and handyman service. There's the owner of a promotional
products company, who, in several years, has grown his company
by acquisition and added a whole new business as well. There
are also several lawyers, a dentist, an inventor and manufacturer,
a martial arts school owner and franchiser, a professional voice
coach, several from the real estate industry, a chiropractor, a college

planning advisor, and a number of consultants to different indus-

tries. Most came with one inside the box business. They've used
imagination, evolution, and revolution to develop multiple syn-
ergistic businesses. They have benefited enormously from each
others' ideas, pointed and challenging questioning, and encour-
agement. The commonalities are only income and wealth, philos-
ophy, and use of smart direct marketing strategies. This is the kind
of support environment you need to get into or create for
It's very, very hard to attract wealth working in a vacuum.
WEALTH MAGNET 16 SEE WHAT ISN'T THERE

Wealth Magnet
No Boundaries
are age, or even or even 30+ you are

very likely to think You will have a preference
for doing business with vendors within easy driving dis-
tance. If you own a local business, you will think mostly about
local marketing to local If you are under the age of 35,
you will have grown up with the internet and that alone will
have given you a very different viewpoint. Because I gravitated
to what was then called "mail-order" and never had a bricks-'n-
business, I never thought locally. On the other hand,
because of my age, it's still more natural for me to think provin-
cially rather than globally.
119
There are no geographic boundaries for wealth

And most businesses can and should be enlarged and expanded
to national or international scope. That's easy to understand in
businesses like mine: information businesses. I can deliver a
newsletter anywhere. The internet has accelerated and eased the
global spreading of my persona and messages. While I always
had a small number of subscribers and Members overseas, today
revenues from outside the United States are approaching 30% of
my business. But everybody should get beyond local or regional to
national or international. Let me give you a few examples.
Darin was a real estate broker specializing in apart-
ment buildings and commercial properties in Iowa. Naturally,
most of his buyers and investors were also in Iowa. He was
enormously successful, so he controlled over 70% of all such
transactions in his primary geographic market, Cedar Rapids
and neighboring communities. At my urging, he began advertis-
ing nationally in publications like Forbes and Investors Business
Daily to interest investors all over America in the conservative
"heartland of America" real estate investments. Today, over half
of all his sales of Iowa properties are to investors in New York,
California, and almost every other state, mostly sight unseen,
never even meeting the investors in person. There are many ben-
efits of bringing these investors in from all over America rather
than just seeking them locally. For example, they are less price
sensitive, not biased by what they "know" as area residents; they
are making their decisions purely based on the mathematical
merits of the investment. Also, although there is obviously a lim-
ited, finite number of wealthy individuals interested in owning
apartment buildings in Cedar Rapids, there's a virtually unlimited,
infinite number of such wealthy individuals spread out all over

America. Next, at my urging, Darin is reaching out to investors

overseas. Also, he and I have worked together to develop an
unusual kind of investing device or format, a certain type of
fund, that enables investors to enter with smaller sums to
spread their risk over a wide variety of properties, with guaran-
teed minimum annual returns; with this investment, the reach is
global.
Matt Furey, like me, is an author. His first book on fitness,
still a bestseller (although never on a bestseller list) is, Combat
Conditioning. For a long time, the only means for an author to
attempt converting his knowledge and intellectual property to
wealth was through bookstores, a very limited means of distribu-
tion, provincial multiplied. Matt chose to ignore the traditional
publishing industry entirely and has sold hundreds of thousands
of copies entirely via his own direct-response ads in magazines
and his web sites. But for Matt, the book is just the beginning. If
you visit you'll enter a complex web of web sites,
e-mail newsletters, and other online marketing generating mil-
lions of dollars a year. Matt spends two months a year on combi-
nation vacation and research trips in China, spends an enormous
amount of time with his family, and works as he wishes. I've con-
sulted with and coached Matt in the early stages of his business,
and most recently sold one of my publishing companies to him (The
Psycho-Cybernetics Foundation, www.psycho-cybernetics.com).
His mastery of the internet makes a person in an isolated town
in Afghanistan, a U.S. soldier on a base in a foreign land, or a
young man "with sand kicked in his face" in Africa just as viable
a customer as someone working out at a local gym. But Matt is
not alone, nor is the globally expansive power of the internet
limited to books, tapes, and other information products.
WEALTH MAGNET NO BOUNDARIES

Think of entire industries liberated from local or locale-to-

locale boundaries by direct marketing: mail-order, toll free num-
bers, the internet. It wasn't all that long ago that the only way
you could buy or sell stocks was through your local broker at his
local office. Antiques were sold in antique shops, art in galleries,
not on eBay or web sites. I could fill the remainder of the book
with examples.
Even the reach of the professional practice has gone from a
five-mile radius to the world. You only need to skim the pages of
any airline's magazine stuffed in the seat pockets, and you'll find
full-page advertisements from cosmetic dentists, doctors treating
carpel tunnel syndrome, and doctors treating menopause. They
advertise nationally, attracting patients who fly to them from all
over the country. Why would someone who lives in Illinois go to
a dentist in Houston, Texas? If you read this entire book carefully,
you will understand the market forces and Wealth Attraction
Magnets that make this happen. Incidentally, I live in Ohio, but
my dentist is in Richmond, Virginia, and my personal physician
who assists with my management of my diabetes (without pre-
scription drugs) is in San Antonio, Texas.
When you transcend geographic boundaries, you instantly
and automatically increase your wealth attraction power and
opportunities.

Wealth Magnet
Clarity
I
t's business owners
expect to receive tomorrow, next week.
Most are playing blind archery. Few have clear, definite
expectations. This is grievous negligence as expectations have a
great deal to do with results. It's also dereliction of managerial
duty. It is up to you to much
money you will receive today, this week, this month, this year, in
advance, based upon your marketing and management plans,
your prescheduled actions and initiatives. If you board an air-
plane and ask the pilot, "Where are we going today? When are
we scheduled to get there?" and he's not sure, exit immediately!
For the pilot of a business, today's destination and arrival time is

measured in dollars going into the bank account, customers cap-
tured for development, and a few other key pieces of data. If
you're not sure about those things, the odds of arriving at the
right destination by happy accident aren't good.
Ask a restaurant owner: "How much business are you going
to do today?" He'll answer, "I don't know. It depends on who
comes in." That's a lousy answer.
If you're running a restaurant, you have to have a very good
idea of how many are coming in, if not who's coming in. You
have a number of customers who've bought membership cards
so you're dinging their credit cards the first of each month and
sending them five coupons. You've sent a certain number of
birthday cards out with coupons the week before. You've faxed
the week's specials to your business lunch customers, and you
have certain expectations based on all this activity.
This gets us to the big topic of clarity. Clarity about what you
don't want, what you do want, the income you expect, the net
worth increases you expect, and the reasons for your expecta-
tions. I have long operated my businesses by numbers, knowing
what the minimum amount my time must be worth, what a proj-
ect must produce, and what sales will come from an appearance
in front of an audience. I track day by day whether or not I am
"on schedule" to hit my income and wealth targets for the week,
month, quarter, year. If you don't know whether or not you are
on schedule, it's a safe bet you aren't. If you're assessing how
well you're doing with your goals for the year in October, it's too
late. You need to assess how well you are doing at noon on
January January 3rd, 4th, and 5th.
I have clear, vivid mental pictures of what my business,
business life, and life are to look like. I have detailed, constantly

up-dated plans to support the pictures. I'm very clear about

and expectations. Sure, there's the axiom: if you want
to hear God laugh, tell him your plans; and sure, things go awry.
Also, fortunately, unexpected, better opportunities present them-
selves. But imperfect results from clarity are still far superior to
random results. Clarity sets up magnetized targets you are
drawn to. It allows your conscious and subconscious minds to
work in tandem.
I'm also very clear about my schedule and work days. They
just planned, they are scripted. And well over 80% unfold
as scripted, producing exactly the results intended and
If this interests you, read No B.S. Time Management for
Entrepreneurs.
Wealth is attracted to clarity. Paul J. Meyer, founder of Success
Motivation Institute, a former insurance salesman who turned
himself into a very wealthy entrepreneur with a number of busi-
ness interests and extensive real estate investments, and an
uthor on success subjects said, "If you are not achieving your
goals, it is probably because they are not clearly defined." It's not
the individual lacks essential skills, opportunities, or
resources to achieve his goals; it is a problem with the goals
hemselves.
I personally have found times that I wander astray from pro-
and profit, and was not seeing the money stream come
in as it usually does for me; I've gotten foggy about my own
and objectives or negligent about measurement of
progress.
WEALTH MAGNET CLARITY

Wealth Magnet
Independence
t money. But because

1 independence is the prime outcome and benefit of
wealth, wealth is also attracted to independence. One is
as good as the other as a magnet.
Consequently, the less you need income, the more opportunities
present themselves, the more eager people are to do business with you
and pay you money, and the more easily wealth is attracted. This man-
dates the simple practice of living beneath your present income
so that you can be and stay debt free.
There are major differences of opinion about this, but this is
my book, so I will give you my opinion, based on what has
127
worked so very well for me. I realize this is very conservative

financial advice. But from my perspective, it is not just financial
advice. It is directed at your inner being, subconscious mind,
confidence, and at your outer behavior. It is, again, about attract-
ing wealth more than it is part of a debate about using debt as
investment capital. That debate ignores the psychology of
attracting wealth.
Dave Ramsey, a popular radio host I like and respect, who
deals with money topics, agrees with me about getting and stay-
ing debt free for practical purposes. Many other financial gurus
differ passionately. They would advise, for example, fully mort-
gaging your home in periods of low interest rates and investing
that money in real estate, stocks, or whatever to make the spread
and build up assets. I have never gotten comfortable with debt as
an asset, with leveraging debt into more debt. I also have a much
longer view of history than most seem to have. I remember, for
example, the Jimmy Carter years and the Houston real estate
crash when people so leveraged were wiped out en masse. I also
find that advice often comes from people who
earn commissions selling investments. However, right now, this
is not about that debate. The debate ignores and omits the psy-
chology of attracting wealth by feeling wealthy at your core (not
indebted) and by feeling and being independent.
Debt doesn't just enslave through compound interest
reversed. It enslaves by imposition, by telling you that you
should do work you don't want to do, accept clients or customers
you can't stand, and otherwise compromise every which way
because you need money. I insist your objective should be to get
to the position of not needing more income, so you can act inde-
pendently, be selective, call your own shots, and be entirely free

of actual or felt pressure. What I call Independent Position"

rolls attitude, reality and emotions, and the conscious
and subconscious together, and it is magic.
D E B T IS EVIL because
Every dollar you bring in is instantly diminished in
value by its need to contribute to servicing your debt.
It compels you to do things you would otherwise not
do. Debt produces need. Need is completely
productive.
It leaves you vulnerable to short-term competitive or
marketplace challenges, economic slumps, aber-
rant events (e.g., etc. that you might other-
wise painlessly withstand.
It is habit-forming. It is easy to get good at juggling
debt, comfortable living in debt. You can get so
good at survival skills that they are in the way of
developing success skills.
It is a source of worry, anxiety, and frustration that
interferes with wealth attraction, productivity, and
even physical health.
It lengthens the time required to get to your
Financial Independence Number, sufficient assets
and investments that you never need work or earn
another dollar for the rest of your life.
WEALTH MAGNET 19 INDEPENDENCE

tfo Guide to Wealth Attraction for Entrepreneurs
Everybody needs to be cautious of need. After all, if you ask most

people why they go to work in the morning, they say, "to pay
bills." Very high income people say the same thing. And they are
still slaves, just better dressed, because they are working for debt.
Entrepreneurs need to be especially cautious of expanding need by
piling on employees, infrastructure, overhead, people, places,
and things. Bigger is not necessarily More gross may not
only produce less net but also may move you from master to
slave before you realize it. I once worked briefly as a business
owner to meet the payroll, pay the bills, and restock the invento-
ry, getting any scraps that might be left over. I didn't like it. And
it put me into a mental state completely antithetical to wealth
attraction.
In my Renegade Millionaire System (www.renegademillion
aire.com), I devote a large amount of time and energy to defining
and extolling the virtues of autonomy. I believe it is THE objec-
tive that should govern the setting of all other objectives and that
it is a closed loop: the pursuit of autonomy best attracts wealth,
which facilitates autonomy.
Whether through debt-reduced or debt-free living, other
strategies, psychological techniques, or all of these things, I can
assure you that the less you need the next deal, the next sale, the
next client, or the next dollar, the easier it will be to attract all the
deals, sales, clients, and dollars you could ever desire or imagine,
times ten.

Wealth Magnet 20
Think Not Time
in Unless you are reading this

while actually behind bars, you don't want to indulge in
this same kind of thinking.
People in prison and criminals are not the only people who
try to steal money. Actually, a lot of people who appear to be
stand-up citizens go through their entire lives trying to steal
money. Many succeed but only to a limited degree. Their theft
stands in the way of attracting wealth and abundance. Their theft
puts them in a prison of their own making.
People who work in factories, especially if union employees,
think years on the job should translate to wage increases. This is
131
why wage earners rarely attract wealth. Their erroneous, greedy

thinking is in the way. Although it is corporate CEOs and entre-
preneurs who are usually accused by the media or viewed by the
public as greedy, it is actually these wage workers who exhibit
greed at its worst. They want something for nothing; they seek an
unfair exchange. Time on a job, years doing a job, does not
increase the inherent value of the job being done. In most cases,
after the first few years, it doesn't increase the value of the
employee either. He doesn't bring 30 years' experience to the
table at all. He only brings one year of experience repeated 30
times.
The entrepreneur dare not fall into this belief system trap,
because he is devoid of false protections. He is at full mercy of a
marketplace with its own brand of harsh justice, based on real
value. Wealth is a reflection of actual value to the world. If you
want to attract more wealth, you make yourself more valuable.
Your value does not increase just because you hang around for
years.
One of my Members, Judith Z. told me of one of her employ-
ees who every year comes to her and needs a raise. Because they
need it, you are, of course, obligated to give it. That's how they
think. I've hung around for another year, so I'm entitled to more
money. I need more money, so I should get it. This is how they think.
You can never think this way. Owning your business for ten
years does not entitle you to anything more than your newest
competitor of one year. What you get comes from the value you
create and deliver.
Let me illustrate how completely devoid of integrity this
time-on-the-job thinking is. You own a convenience store and you
sell coffee for $1.00 per cup. Every morning, the same customer

you know
Expert you are known to know
you do
you get done
you get done what you get done
selection and how well
you do what you get done
you get things done
by means other than manual labor
you can get others to do
you know
Celebrity well you are known (by your
target audience)
others know about you
you see that others don't
comes in, gets a cup of coffee, and pays his dollar. After a year,
he comes in and points a gun at your head. He says, "I've been
here every day for a year. That's tenure. I've been exchanging a
dollar for a cup of coffee. Solely because I've made that value
for a year, I'm now going to take two cups of coffee for
WEALTH MAGNET 20 THINK NOT TIME

the same one dollar. You're going to let me, or I'll shoot you in
the head."
value a n d
all
providing
value is and
and and is
life.
So the employee comes to Judith Z. every year and needs her

annual raise. And every year, Judith sits down with her and says,
"Fine, you've got a raise, as soon as you enroll in this course and
you go to this seminar and you study these books and record-
ings. And as soon as you do, your raise is a done deal, but not
immediately after you finish. As soon as you do these three
things and get started, the raise is a done
My question to her was, "How many years have you gone
without giving her a raise?"
Her answer is, "14."
This employee wants more money but is unwilling to do any-
thing to deliver more value.

You must avoid making the same unreasonable demands, the

same demands devoid of integrity, of the universe. Instead, if
you'd like to attract more wealth, do the opposite. Do something
that increases the value you bring to your business, your work,
or your clients or customers. Increase your value, and you will
attract increased wealth.
WEALTH MAGNET 20 THINK VALUE, NOT TIME

Wealth Magnet 21
Think Not Income
is
Most entrepreneurs wake up every morning thinking
about how they can make more sales, get more cus-
tomers, and increase their incomes. These thoughts are ricocheting
around in their heads even as they stumble toward the bathroom
or coffeemaker. And most entrepreneurs devote enormous
thought, time, and energy to these same issues all day long, all
month long, all year long. At the end of each day, they try to
assess how the day turned out in terms of income. But very few
entrepreneurs give the same thought, time, and energy to
increasing "value" and "equity."
137
Income is temporary and perishable. Value and equity can be built

to last. Right now, your daily thoughts, your daily measurements
are probably weighted 80%, 90%, even 100% to increasing
income, and only 20%, 10% or 0% to increasing value and equity.
The right balance is 50%/50%.
How can you possibly manage and measure increases in
equity daily, like you can income? Actually, there are a number of
ways. One of the best is what I call "Future Banking."
Most business owners are focused on Present Banking. If
you ask a restaurant operator how his day was, he might cite
number of meals served, number of customers who came in, or
sales. But he will not talk about any measured equity increase,
what I call "Future Banking," and he will not have given it a
thought.
I teach Future Banking in depth in my "Wealth Attraction
System" and "Renegade Millionaire Here is a simpli-
fied summary. First, income is income and does not necessarily
convert to wealth. In fact, income is usually spent. Income
increases do not necessarily translate to wealth either. Wealth is
wealth. It comes from value and equity. Second, there is Present
SEVEN WAYS TO DEVELOP EQUI-

TY in any business. This subject is discussed in com-
plete detail in the free e-mail course that is a compan-
ion to this book. Enroll free at www.nobsbooks.com.

Banking and Future Banking. The really astute entrepreneur

works on both simultaneously, not sequentially. He thinks about
value, not just income.
We'll use our restaurant owner again as example. My client
and Platinum Member Rory Fatt, president of Restaurant
Marketing Systems, has developed a phenomenally successful
multimedia marketing campaign used by thousands of restau-
rants, capturing and using the birthdays of every customer. This
works because nobody celebrates a birthday alone, and the num-
ber one way birthdays are celebrated is going out to a restaurant.
Each birthday brings two to eight people in the door. This is very
reliable. Name the type of restaurant, and the owner can tell you
what each birthday on file is worth in dollars, year after year. So
let's say a birthday captured is worth $100.00 a year to restaurant
owner, Bob. Now at the end of the night, Bob has a deposit for his
Present Bank Account and another deposit for his Future Bank
Account. For his Present Bank Account, the night's revenues of
$20.00 times 200 diners, $4,000.00 less costs, equals $2,000.00. But
his wait staff also collected names, e-mail addresses, addresses,
and birthdays from 37 first-time customers. Bob deposits
$3,700.00 in his Future Bank Account.
It is this operating principle that built up the wealth in my
business over a 15-year period. For example, every time I got on
an airplane and schlepped somewhere to speak, I made
$10,000.00 or $20,000.00 or $30,000.00 from the fee, plus the books
and courses sold, less my costs of goods, travel, overhead, to
deposit in my Present Bank Account. But in my business, each
newly acquired customer was known to be worth thousands of
dollars in Future Bank value. So every day, my Future Bank
deposit was much, much larger than my Present Bank deposit.
WEALTH MAGNET 21 THINK EQUITY, NOT INCOME

So it stacked up year after year. As it peaked, I was able to extract

millions from my businesses and also sell my businesses.
To the degree that the Future Bank value of whatever you do
today matches or exceeds the Present Bank value, you set in
motion wealth creation forces that will soon deliver a massive
harvest. Further, when you see your Future Bank balance build-
ing exponentially, your sense of being wealthy grows, and that
sense or (mental) state of being wealthy attracts more wealth. A
big, accurately, and legitimately calculated Future Bank balance
has all the same positive effects as does or would an equally large
Present Bank balance. You think differently, feel differently, speak
differently, act differently, and are perceived more favorably by
others when you are wealthy, secure, and independent than
when you are not. Your Future Bank balance can give this to you
faster.

Wealth Magnet 22
Marketing Prowess
create and attract great wealth with relative ease, and are
sought after by other wealthy entrepreneurs, executives,
investors who are eager to do business with them.
These superentrepreneurs may not be able to find their car
keep their offices free of overwhelming clutter, read bal-
sheets, or turn on computers. What they don't know would
shock most people. Their personality flaws and personal dys-
could keep teams of psychotherapists gainfully
But one thing is true of virtually every single one of
them: they are unabashed, unashamed, irrepressible promoters.
141
They are salespeople who know how to sell and do so day in and
day and understand and usually keep their hands firmly on
their firms' marketing. They are first and foremost marketers.
Some entrepreneurs good at other things try delegating all of

the marketing. I've yet to see that go well. I see them delegate just
about everything else with liveable results, but not the marketing.
I'll tell you an instructive story. For about a year, I had a very
major corporation, owned by a big global conglomerate, as a
client. You'd know the names. The CEO was a pleasant fellow
good at holding meetings, counting the beans, and managing.
But he was totally clueless about how to get customers. The com-
pany's several hundred franchisees wanted to lynch him. Its ad

HO 6.S. Guide to Wealth Attraction for Entrepreneurs 143
was him. One day, he sat down with me in his

office, door firmly closed, and told me he'd run some numbers
was distressed to discover that I was being paid a big multi-
ple of what he was being paid, on an hourly after
he said, "I am the CEO here."
I said, "That's okay. There's a very good reason why you're
paying me so much more per hour than you can pay yourself.
You know how to do everything here far better than I do, maybe
better than anybody else, except for one little thing. I know how
to get customers for you. You don't. Without what I know, every-
thing you know is worthless. But, don't let this worry you. We'll
keep this our little secret."
Here's the undeniable fact about my wealth: people have
been attracted to me, line up and literally wait and beg and com-
pete for my attention, and stay glued to me if they can for one
reason and one reason only. It's not my warm fuzzy personal-
ity. It's because I know how to get customers for them. I see
opportunities in their businesses that they are blind to. So they
my quirks and unusual demands and business practices.
They pay very high fees and stay even when I raise fees with
If you know marketing, you are in the ultimate power
position.
Arnold Schwarzenegger got a part he wanted, over the stri-
dent objections of the director, because the studio heads knew no
other star knew how to promote a movie like Arnold. They told
the director if it's you or him who has to go, it will be you. That's
how it works in the real world. The least dispensable person with
the most power is the person who can bring in money. The
Apprentice became an astounding TV success and, behind the
scenes, an enormous financial success for NBC, Mark Burnett,
WEALTH MAGNET 22 MARKETING PROWESS

and Trump not only because it was a great show (it was)
more because Donald Trump is an incredible, relentless promo
er. I recently had a client, who must remain nameless, sell his
company for an outrageous multiple of earnings
because the bigger competitor was simply worn out and frustrated
with competing with his superior marketing. They paid just to
make him stop.
Every entrepreneur I know who has "money magnetism"
also has exceptional marketing prowess.
Other books in the No B . S . series are No B.S.

Direct Marketing for NON-Direct Marketing Businesses
and No B.S. Sales Success, from bookstores or online
booksellers. Additional information at www.nobs
Also, enter the National Sales
Marketing Plan Contest, compete for a new Ford
Mustang and other awards, and enroll in free marketing
e-courses at www.NationalSalesLetterContest.com.
Read The Ultimate Marketing Plan and The Ultimate
Sales Letter also by this author.

Wealth Magnet 23
Behavioral Congruency
is idea
"Renegade Millionaire System."
It is a deceptively simple idea, contrary to the over-
whelming majority of self-improvement and success literature. It
doesn't negate anything in any of the thousands of other how-to-
succeed or how-to-get-rich books, courses, or seminars, but I do
say it is more important than anything in those books.
Most approaches to becoming more successful or prosperous
focus on attitudes and thoughts. But, as a result of 30 years' work
with well over 100 first-generation, from-scratch millionaire and
multimillionaire entrepreneurs and my current work with so
145
many earners and wealthy entrepreneurs, I

came to one major conclusion:
It's less about how they think than about what they do.
Just for example, I worked 12 hours today, on a Sunday, on
this book. I didn't wake up highly motivated to do that. I wasn't
inspired by a muse. Nor did I try to get inspired or motivated or
find somebody to motivate me. I didn't need a motivational tape.
I didn't waste even a minute trying to modify my attitude. I
went to work and wrote because I had an imminent deadline and
I prize keeping my commitments above just about everything
else. That's what I do. I work to meet deadlines. This is all about
behavior, not positive thinking.
Sure, that's little more than self-imposed, situation-imposed
discipline. But there's another layer that goes on top of this that's
even more important. Step 1 is Behavior, but advanced wealth
attraction Step 2 is Congruent Behavior.
Step
Congruent with
this is with the behavior of people
already achieving the goals you want to achieve, already living the
kind of life you want to live. This is called "modeling." Find
them, study them, model them. And model their behavior. Don't
worry too much about their thinking or attitudes. It's what they
do and how they do it that matters most.

If your behavior is incongruent with the behavior of the peo-

ple who enjoy the kinds of successes you aspire you can't get
kinds of successes. A simple example: top golfers use great
roaches and practice regularly and frequently. If you are too
to get a great coach or too lazy or busy to practice, you can
lorget about being a top golfer. And you can "be motivated" and
Think positive" and "visualize" all you want, bubba, but you
still ain't going to be a top golfer!
On the other hand, the quicker you align your present behav-
ior with the behavior of people who already have, are achieving,
are experiencing the results you aspire to, the faster you get
hose results. In fact, the result will so closely follow the behav-
ior alignment that it will seem instant.
Second, be congruent with the goals themselves. Consider a goal
to lose 40 pounds. Dropping by the doughnut shop every morn-
ing is incongruent behavior. Stocking your pantry with cookies,
Going out with friends to a place that only serves
pizza, incongruent. Taking the elevator up to the second floor
instead of walking up the stairs, incongruent. The quicker you
rearrange your behaviors to be congruent with the goal, the
quicker you get the goal.
Most people are, bluntly, themselves!
What could be worse than lying to yourself? But if you claim a
goal but behave in ways incongruent with the goal, you're a
b.s.er.
With regard to wealth, if you get your behavior congruent
with whatever your wealth goals are and congruent with the
behavior of others who've achieved your wealth goals, it is an
absolute certainty your wealth will come flowing
faster than you would have imagined. In fact, there is a thing I
WEALTH MAGNET 23 BEHAVIORAL

148 NO 6.S. Guide to Wealth Attraction for Entrepreneurs
following your behavioral goals, you get to

your objectives.
"Instead of trying to break par, a result we cannot con-

trol, we concentrate on putting a good swing on the
ball, an action we can control. The distinction is crystal
clear, surely, but it never ceases to amaze me that the
same folks in my workshops who nod their heads in
agreement with the golf analogy turn right around and
announce that their goal in this negotiation is to sign
the deal and collect the money. So ask you again, is
this signing and collecting something you can actually
what you can control is behavior and activ-
ity, what you cannot control is the result of this behav-
ior and activity.
"Think behavior, forget result."

CAMP, AMERICA'S #1 NEGOTIATING COACH AND
AUTHOR OF START WITH NO, WWW.CAMPMETHOD.COM
call Phenomenon." Every wealthy entrepreneur I work

with has experienced it at least once, most several times in their
lives. Personally, it's been three times for me, including right now.
The Phenomenon is when you accomplish more or attract more
wealth in 12 months than in the previous 6 years, or some similar
amazing ratio. For most, The Phenomenon seems to just happen.

Most think, But The Phenomenon can actually be made

happen, can be helped along and accelerated, because it is
more than a reflection of both kinds of Behavioral Congruency
You can't directly make The Phenomenon happen,
but you can make Behavioral Congruency happen.
WEALTH MAGNET 23 BEHAVIORAL CONGRUENCY

The more aligned you are with the things you want,
the more powerfully you attract them.
The things you want choice

but to be attracted to you.
People are congruent are attractive,

charismatic.
When you are fully congruent,

you are irresistible.
VICTOR HANSEN,
CO-AUTHOR OF CHICKEN SOUP FOR SOUL AND
R O B E R T A L L E N , AUTHOR OF NOTHING DOWN AND WEALTH
FROM THEIR BOOK, THE MILLIONAIRE
WVW.ONEMINUTEMILLIONAIRE.COM
WWW.MARKVICT0RHANSEN.COM
Wealth Magnet 24
Act Wealthy to Attract Wealth
here are here, and will

seem obvious and logical, but the other will seem
pletely illogical and be very difficult to accept. It usually
takes hours to present properly, and the equal of that in pages
just isn't available here. So I can only caution you against using
one Magnet without the other and encourage you to try The 90-
Day Experiment that I suggest here. You need not have any confi-
dence in its working for it to work. You only need to do it for 90
days. You'll see results. You'll be amazed. Then you'll stick with
it even though you may never be able to logically explain it to
anyone else, just as I can't logically explain it to you.
151
First, let's talk about what I'm NOT talking about here: "a<
as if." In a lot of "wealth seminars," the speakers encourage you
to buy new clothes, new cars, a mansion, start living the
of the rich and famous, and essentially pretend to be rich,
how fooling yourself and others. Their idea is "pretend and
money will follow." Actually, most people experience
and bankruptcy will However, they are onto
when it comes to fooling your subconscious. If you act in the
ways that the wealthy act, you set in motion a big collection
internal changes and external effects that do attract wealth. It so
happens I know hundreds of very wealthy people intimately,
almost all first-generation rich, entrepreneurs who've made it
from scratch. A few are "new money jets, big
mansions, Most are not. Most behave more like the
millionaires described in detail by Thomas Stanley in The
Millionaire Next Door and his other research. But there are two
things all really wealthy people do that you can mimic and that
will have surprisingly dramatic, positive, wealth attracting effects.
The logical one is saving. Systematic, disciplined saving. This is
important because wealth is not about income. Most people
focus only on increasing income. But the wealthy are just as con-
cerned or more concerned with increasing equity. So, here's The
90-Day Experiment. Immediately establish a new bank account,
and call it your Wealth Account. It can be checking, interest bear-
ing checking, or money market. At first, it doesn't matter. Next,
determine a fixed percentage of every dollar that comes your
way that will be diverted into that Wealth Account. Something
between 1% and 10%. You may think you can't do I
can't pay my bills now with 100% of every buck; how will I pay
them with Well, maybe you won't. But you aren't now

So just do it. Pick a percentage, deposit the money, and

NOT touch it, no matter what. And make these deposits
time a dollar arrives. Daily if need be. The more often the
tetter. The act of putting money into your Wealth Account does
to and through your subconscious mind that cannot be
explained. The amount matters a lot less than the act. You
could be poor, getting paid $10.00 a day, decide on 1%, and be
ting only 10 cents a day into a piggy bank. Even though you
would directly accumulate little in 90 days, so many other things
would change in your life, you'd still be amazed.
If you feel like reading about the core practicality of this, try
the classic book Richest Man in Babylon by George Clason.
Anyway, make a deposit to your Wealth Account of a prede-
percentage of EVERY dollar you receive.
If you do take money out during The 90-Day Experiment,
you MUST limit it to true investment. If, for example, you are
paying a home mortgage or auto loan and have enough in the
Wealth Account to pay an extra monthly principal payment,
that's acceptable. But it's NOT to pay your regular monthly pay-
ment. That's not kosher.
Now here comes the completely illogical one: giving. This is
important because all wealthy people give. Giving has an
incredible effect on your psyche. So, immediately open another
separate bank account and call it your "Giving Again,
predetermine a fixed percentage of every dollar that you receive
to divert to your Giving Account. There, you will build up
amounts to give to your charities, churches, people in need,
even over-tip hard working people. If you take money out dur-
ing The 90-Day Experiment, which I encourage, it must be to
give away with no direct quid pro quo or expectation of return
WEALTH MAGNET 24 ACT WEALTHY TO ATTRACT WEALTH

154 NO Guide to Wealth Attraction for Entrepreneurs
hole you give through is the hole you

receive through."
EDWARD KRAMER, AUTHOR AND CREATOR OF
"SYNCHROMATICS" AND INVENTOR OF T H E "THANK-U-GRAM"
or gain, and it should not replace giving you already do, such as
whatever you now drop into the church collection plate every
Sunday.
Obviously, it's hard to imagine how SUBTRACTING 10%
from your income and giving it away can increase your income
or wealth: 100% minus 10% 90% and $10,000.00 minus
$1,000.00 $9,000.00. But, somehow, this math works more like
this: 100% - 10% 100% x 4 400%.
The first time I heard this from Foster Hibbard, I thought he
was nutty as my grandmother's fruitcake. I don't blame you for
thinking I'm smoking crack. But I assure you, try it for 90 days,
and you'll be a convert.
Later, by the way, you can get more sophisticated. Your
Wealth Account money can move through the account into var-
ious investments. Personally, for my Giving Account, I use a
charitable trust account with Fidelity Investments that puts the
money in my choice of Fidelity funds, dispenses donations as I
direct, and provides the charitable tax deduction the year I
deposit the funds whether they are dispensed that same year or
not. Others create their own foundations. There are also complex
issues, like donation of appreciated assets free of capital gains
taxes. But all that can wait. First, run The 90-Day Experiment.

The Power of
ARE creatures of habit.
You probably do your morning regimen the same way every
by habit. Drive to certain destinations the same way
time by habit. Maybe have exactly the same argument with
or friend again and again by habit. You either leave the
| tube cap off or put it on by habit.
By adopting, installing, and controlling certain "habits of
entrepreneurs," you put habitforce on your side, as a
of naturally attracting wealth. Napoleon Hill discovered
habits in common in the hundreds of exceptional entrepre-
neurs and achievers he researched and interviewed from 1917 to
in preparation for the publication of his works, Laws of
Success and Think and Grow Rich. In my more up-close, personal,
intense, and involved work with over 100 from-scratch million-
and multimillionaire entrepreneurs, I have also observed
habits in common. Hundreds of differences but a few
habits held in common.
Two habits are almost universal in these wealthy entrepre-
neurs. No, most do not do them as mechanically and rigidly as I
have described here, although quite a few did when they adopted
habits at my suggestion. I am more flexible with myself now
and tend to make Wealth deposits only a few times a month and
Giving deposits the same. And I actually no longer have a single
Wealth Account and, instead, track it all on paper in a mythical
account summarizing all my investments. But in the beginning, I
made my deposits religiously, frequently, every time money
arrived, exactly as Foster described to me.
WEALTH MAGNET 24 ACT WEALTHY TO ATTRACT WEALTH

Wealth Magnet 25
Energy from People
I \ are very practical t that

I short-circuit your wealth attraction.
The first big obstacle is incompetent people.
these are people incapable of handling the responsi-
bilities or doing the jobs entrusted to them. More frequently,
these are people able but unwilling to do the jobs. They are lazy
and uncreative. They are absent a sense of urgency or initiative,
so they will do only the minimum, they will not figure out solu-
tions, and they will let their progress be stalled by the slightest
challenge and return everything to your lap. Dealing with such
people is simply a miserable, sadly common experience. Every
entrepreneur wrestles with these people. They may be

ees, vendors, advisors, or others.
Another related obstacle is people who waste or abuse
time, what I call "time vampires." This bunch can just as easily
include certain clients or customers as employees and vendors.
Another, related obstacle is people who drain or divert
mental energy, who disrupt the flow of your wealth
Negative people, gloom doom people, and
ers. Mike Vance, former Dean of Disney University, calls
pissers and moaners. This bunch can just as easily include
friends and relatives as well as employees, vendors, customers,
or clients.
They must all go. The minute you detect their toxic odor, take
action to get them out of your business, out of your life, and to
distance yourself from them. You need to develop a Zero
Tolerance Policy about all these people and be decisive, even
ruthless, in enforcing it. Hesitancy and timidity in doing so will
always cost you more than whatever temporary trauma and dis-
ruption results from making changes in your staff, vendors, or
others around you. Always.
I'll give you a very common example. A client with five staff
members in his office brought me in to observe, interview, ana-
lyze, and look at his business from top to bottom with my "fresh
eyes." I told him that his majorette his key office manager,
and the employee with him the longest, had to go. I told him she
was sabotaging his new initiatives behind his back, ignoring pro-
cedures he wanted followed, damaging morale, and driving
away good clients. I told him she was the equal of an open vat of
toxic chemicals. He insisted he needed her, relied on her, and
couldn't function without her; at bare minimum, the disruption

HO Guide to Wealth Attraction for Entrepreneurs 159
by firing her would be disastrous. It took me over a year

him to give the old battleax the ax. Immediately after
so, sales increased. No other changes. No increased adver-
Her exit, enter more income. Within the year, the business
30% more profitable, the remaining employees measurably
productive, and my client happier, more relaxed, and more
uctive. By the following year, his net worth had increased by
$500,000.00, and he had enough liberated time to finally
a second business he'd been back-burnering for years. A
wealth block" had been surgically removed and vibrant health
by its removal.
Think of your wealth attraction power as electric current.
Years ago, strings of Christmas lights could be short-circuited by
loose bulb, any burnt out bulb, or any bad fuse. If there was
of these anywhere in the entire string of lights, it disrupted the
low of power, and the entire string shut off. I remember helping
my father unscrew and test bulb after bulb, fuse after fuse, to find
one bad one. The power cord that runs between you and the
world supply of wealth and the world supply of wealth and you
has a very similar flaw. One disruptive person laying a finger on it
along the line shuts down the entire flow of power.
I try my level best to operate a Zero Tolerance Policy toward
people who disrupt the flow of my wealth attraction power. Be
they employee, vendor, associate, or client, I will not tolerate
interference with the flow of wealth to me. I rid myself of them,
even if at considerable, temporary cost. I have, on several occa-
sions, stopped projects for clients after I'd done a lot of work on
them, refunded as much as $70,000.00, just to get rid of the client
who was a "problem child," seriously interfering with my flow
of power.
WEALTH MAGNET 25 ENERGY FROM PEOPLE

One of my rules:
I up
and.
Most people tolerate others causing them undue stress and

aggravation, without realizing how costly such tolerance is. I
want you to understand: it is very, very costly.
The opposite of all this is the assembly and organization of
your own small cadre of exceptionally competent, highly cre-
ative, extraordinarily reliable, and trustworthy individuals who
are in sync and harmony with you and your objectives, who
facilitate and even multiply your wealth attraction power. If you
read Lee autobiography, you saw his description of this
as his "horses," the few key people he relied on. If you carefully
observed Donald Trump during his Apprentice television pro-
grams, read his books, and read the biography about him, you
realized that George and Carolyn and several other key people
make Trump possible. Without them, Trump wouldn't be and
couldn't be Trump. You will find this theme true of all incredibly
accomplished, successful, and wealthy entrepreneurs.
In short, the people around you, the people who populate
your world, the people you rely on either enhance or sap your
wealth attraction power. No person with whom you interact is a

HO B.S. Guide to Wealth Attraction for Entrepreneurs VEX
neutral factor. Each and every person either drains power from
or contributes power to you. One or the other. Power source
power drain. Ally or enemy. Black or white.
Refusing to face the black and white nature of this with clar-
and accuracy and honesty is a major obstacle to wealth attrac-
Refusing to act appropriately and decisively about what
deduce about a person, about a power drainer, is a major
to wealth attraction.
How to Build a "Power Team" Around You

have been very, very fortunate in my life to have had a number
people around me who have added to my power. They have
hanged over time; some left, some come. Change is inevitable.
But I have certainly had an enormous amount of support.
Mine is in tiers.
In the first tier have been spouses, close associates, close
people I've relied on heavily, at different times, in differ-
ways. My second wife, for example, was an important,
source of support and power for many of the 22 years of our
marriage. At present, Bill Glazer, who publishes my No B.S.
Marketing Letter and operates Inner Circle, and
his staff, and Pete who publishes two of my
other newsletters, are enormously valuable business associates I
can rely on without equivocation. Vicky Tolleson, my lone
employee, office manager, personal assistant, time and access
sentry, problem solver, and client services director, is valuable
beyond description. These people and a very short list of others,
past or present, work with me pretty much on my terms, with the
prime purpose of supporting and facilitating my productivity.

They view their responsibility and best interests as making

possible for me to function at peak performance. I also have
very short list of people I can rely on for advice, counsel,
information. It features Lee Milteer, a close friend and
who is a reliable sounding board, encourager, but also question-
er. The total number of people in this tier at any given time is
than a dozen.
In the second tier are both suppliers and clients. For example,
for nine years, I've run a formal "mastermind group" exclusively
for information marketers in businesses akin to my own, all highly
successful and innovative, all wealthy. While they pay me well to
organize, host, facilitate, and direct the group and its meetings,
also participate as a member and benefit from the exchange of
ideas and information. This tier also includes my CPA firm, the
person I am most involved with in real estate investments, Darin
and other paid advisors.
In the third tier are all the other clients I work with, the other
vendors I rely on, the other sources of information I access, and
trade associations I belong to. Included here, for example, is the
publisher of this book, its editor, its marketing people, my other
publishers, my literary agents, and my publicist. Also included
are the consulting and copywriting clients I work for and who
support me, but who I must still act toward. Also
included are the editors, graphic artists, web masters, and other
professionals and vendors I use intermittently, project by project.
This is "Planet Dan," a world I create and own and control,
populated only by people I permit to be there, governed by laws
I legislate and enforce. It's a small planet, so I have some level of
personal relationship with every inhabitant of the planet. Every
one of these relationships is a two-way street. They all influence

I influence them. That's unavoidable. They all either

or drain my energy. They all either support and facilitate
interfere with my productivity. They all either enhance or dis-
>l wealth attraction.
This is true of every single person you permit existence in
\ world, too. Rule your world accordingly.
book in the No B . S . Series is No B.S.

Time Management for Entrepreneurs, essential reading
on the subject of governing your world! Available in
bookstores or from online booksellers. Additional infor-
mation at www.nobsbooks.com.

Wealth Magnet 26
Courage
unpublished I've on, and

for years with the words "brass balls" in its title. The publish-
ers I've approached lack the brass balls to publish it! You can,
however, get the gist of its 300-page message just from those two
words. The meek may inherit the earth, but not anytime soon.
Fortune favors the bold. Courage attracts wealth.
You have to put yourself out there.
I'm not talking about taking unbridled financial risk, although
from time to time, you do have to put some chips on the table. This
is about your ego, self-esteem, reputation, relationships, dealing
with the ever-present what will he/she/they think of me?
don't need experience to do many things.

You can learn as you go along."
SIMMONS, MEMBER OF T H E BAND K I S S
AND AUTHOR OF SEX, MONEY, KISS
You need courage to act on your ideas. Courage to defy con-

ventional wisdom or even the expert advice you solicit when you
believe your ideas are best. Courage to start before you are ready,
to fumble around in the dark, to screw up. Courage to face
embarrassment, humiliation, rejection. Courage to stand by your
convictions. Courage to make demands, to set rules and bound-
aries, to define the way you will do business, and to impose your
will on the world around you. Courage to end unproductive rela-
tionships and fire uncooperative employees or clients. Courage
to wrest control of your time from everyone around you.
Courage to define and pursue goals. Courage to ask, to promote,
to sell aggressively, forcefully, noisily, visibly. Courage to ignore
criticism, to focus on results.

an ethereal sense, I think wealth is waiting, watching the

holding back a while, just to see how big his brass
are (or how small). At some point, wealth's admiration,
\ en lust for the incredibly strong, certain, unwavering, resilient
boils over and wealth comes flowing toward the
wealth gives herself up totally and completely.
a cold shower?)
There are very real forces that govern the movement of
Money doesn't move around from one person to another
fate, accident, luck. It moves for reasons, in response to mag-
netic forces. Money moves because of why
get rich, why the top cardiac surgeon at Cleveland Clinic
is so much wealthier than the generalist M.D. just down the
Money moves with Transfer of how
planners and advisors, brokers and money managers
get rich. Money moves on a base level because of Value
But most of all, it is my understanding that money
moves because of Courage.
WEALTH MAGNET COURAGE

can zero in on a vision of where want to be
in the future. can see it so clearly in front of
Then get this easy and don't have

to be uptight to get there because already feel
like that it's just a matter of time."
"I set a visualized it very clearly, then

created the drive, the hunger for turning it
into a reality. There's a kind of joy in that kind
of ambition, in having a vision in front of you.
With that kind of joy, discipline isn't difficult or
negative or grim. You love doing what you
have to to the gym, working hard
on the set. Even when pain is part of reaching
your goal, and it usually i s , you can
accept that too."
SCHWARZENEGGER
BONUS CHAPTERS
FROM GUEST EXPERTS
Introduction from
Dan Kennedy
be an finance,
management expert. In fact, for too many years of my life I was as
guilty as most entrepreneurs of over-emphasizing the making of
money and paying too little attention to investing, preserving, and
multiplying money. My own personal shift from merely being a
high-income entrepreneur to a high-income and wealthy entre-
preneur has only occurred in the last ten years or so, thanks in
part to the influence and assistance of "specialists" in different
aspects of investment and finance. I have some relationship with
the experts presented here. They are clients of mine: Some are in
my mastermind groups where I benefit from their ideas and
information as they do from mine. Some provide advice or serv-

ices to me or my other clients. They were each hand-picked by
me because they bring a different viewpoint and a
as well as authority, expertise, and experience to the
total discussion of wealth.
Including them here does not transfer any liability or respon-
sibility to me or this book's publisher for any decisions you
make, actions you take, or relationships you enter into because
each individual's circumstances are different. You are 100%
responsible for your own financial and business decisions. If
unwilling to accept such responsibility, you should read no fur-
ther. And, should you be in doubt about any investment-related
decision or similar matter, the counsel and services of appropri-
ate professionals, such as your own CPA or attorney, should be
sought.
My long-time friend Dr. Herb True, for many years a busi-
ness professor at Notre Dame, once told me that many students
were confused when he assigned multiple books with contradic-
tory or varied viewpoints on the same subject. They wanted him
to tell him which one was the right book. Regrettably, the subject
of money is not so simple. Each person is at a different place in
age, experience, income, wealth, available time, risk tolerance,
initiative, interest in active or passive investments, etc., and each
individual must think independently and arrive at his own way,
the way right for him.
Not long ago, I had a one-day consultation with
White, someone I occasionally look to for advice on business and
financial matters. Somers and I have known each other for many
years. He lives in Phoenix, where I lived for about 20 years, and
he and I are both speakers and members of the National Speakers
SECTION II BONUS CHAPTERS FROM GUEST EXPERTS

His rich business background includes a stint as a

president, and he is extremely astute on financial issues
entrepreneurs and family businesses. For about half of
this day, we reviewed my complete, current business and personal
position, objectives, and plan for my remaining few
years of active work before my early retirement. I pointed out
most financial professionals and advisors would argue with
y chosen strategies. I was really looking for a sanity check-up.
A session like this is the financial equivalent of stripping naked
for a physical, one that includes an invasive procedure or two.
you feel like you should cough. Anyway, his conclu-
was, "While it might not be correct or best for others, your
and plan is perfect for you."
In this section, you will discover experts, opportunities, and
a few opinions not in perfect harmony with
I've said in the first section. All of it is for the purpose
of stimulating you to to tell you what to think!
When I first started in public speaking, I was advised not to
talk about sex, politics, or religion, never to follow an animal act,
and never to actually ask an audience to think. I have violated
every one of those suggestions. As I do here.
INTRODUCTION FROM DAN KENNEDY

Who Else Wants to Be a Real
Real Estate Millionaire?
Winston
if you any real your

home, you undoubtedly have a relative, friend, or neigh-
bor who is an investor. More than one third of all homes
bought and sold in America in 2004/2005 were sold or bought
by investors. There's a good reason you see so much advertising
and hype about this Done right, it works! Real estate can
be the most controllable, predictable, safe, and secure way to
invest your money, leverage your money, and multiply wealth.
It is part of just about every wealthy individual's or family's
investment portfolio. It can also be a great entrepreneurial
opportunity.
But you may be thinking, "Yeah, but it takes a lot of

too much time risk you need great there are all
of the hassles of dealing with tenants it's a lot harder than
looks."
My own experience says you're wrong. I am a successful
ance agent with a name-brand company. I do well financially in my
business. But I actually make a lot more money on the side, from
my real estate investments. And although I busy with my insur-
ance business full-time, I find it easy to more than triple my income
in my spare time through real estate. Oh, and I started when I did
not have good fact, I'd been through bankruptcy!
Of course, it's possible to make costly mistakes, to wind up
buried in landlord headaches, or to wind up with negative cash
flow. I'd be a liar if I tried to paint a picture of roses with no
thorns, a paved highway straight to millions with no bumps or
potholes. That's why it's so important to find an experienced
mentor and coach and to determine which of the many different
ways to passively invest or to be actively involved as an entre-
preneur in real estate, as I am.
Who Should Be Doing Real Estate Deals?

In my opinion, just about everybody! Maybe you. Lots of people
with very, very successful businesses make the time to learn real
estate and to do deals because it is so lucrative. There is some
opportunity right for everybody. If you're just looking for stable,
predictable monthly income to offset ups and downs in your busi-
ness, real estate investing can provide the answer. If you're look-
ing for a way to make a lot of money in a hurry, to supplement
your income, or to create money outside your regular business to

Guide to Wealth Attraction for Entrepreneurs 179
into wealth then doing the kinds of real

deals I do may be your answer.
this brief chapter, I thought I'd show you two of my
"Shortcuts to Real Estate Profits" that I use and teach to
students I mentor.
Shortcut Strategy Get a Deed for Free!

a deed "subject to mortgage" is so easy my 13-year-old
could do it, if it were legal for her to sign contracts.
lere's all there is to it.
"Subject to mortgage" means you get the deed to the house
the seller keeps the mortgage in his name. Ultimately, you
extract profits without ever making an out-of-pocket invest-
ment. Here's an actual example from Bill Skerbetz, a coaching
client of mine in Pennsylvania.
A homeowner responded to one of the ads I gave Bill to run.
)ean, the homeowner, had just gone through a nasty, lengthy
and he was newly engaged to another woman. Dean's
new fiancee hated the old house and insisted they move immedi-
so Dean was paying rent where they lived and making the
mortgage payments on the vacant house.
Bill explained how he could solve Dean's problem quickly.
Dean deeded the house to Bill and paid Bill $1,800.00 to cover the
next three month's mortgage payments. Bill agreed to find a tenant-
buyer to rent-to-own the house, relieving Dean of the mortgage
liability. The house also needed some minor repairs, and real
estate agents had told Dean he needed to make them all before
listing the house. Then who could guess how long it would take
to get it sold? Dean's fiancee wanted no part of putting more
WHO ELSE WANTS TO BE A REAL REAL ESTATE MILLIONAIRE?

money into the old house, and Dean was strapped for cash any-
way. He owed $62,700.00 on the house.
In less than 45 days, Bill sold the house for $109,900.00. He
got a check for $26,223.00 plus the $1,800.00 he got from Dean.
Bill was able to convert the person who responded to his rent-to-
own advertising into a buyer immediately, using strategies
teach. Bill helped the buyer qualify for a loan for 90% of the pur-
chase price, and he carried a small second mortgage, which pays
him a monthly income.
Because Bill had almost no money out of his pocket in this
deal, his return on investment is, well, infinite! Dean and his
fiancee were thrilled to get out from under the mortgage and the
uncertainty and hassle of trying to sell the home, the new buyers
were happy to own a home (when they thought they couldn't),
and Bill was happy with profits of more than $20,000.00, with
less than ten hours' time and almost no money invested.
Laws about "subject to mortgage" and rent-to-own or lease
option arrangements may vary state to state, and there is a little
bit you need to learn about doing this. But you can see from this
example it is basically simple. What may surprise you is just how
many Dean's there are out there who are willing, eager, and
happy to walk away from whatever equity might be in their
home in exchange for a fast, simple, easy exit from a mortgage
they can't handle.
Shortcut Strategy 2: Finder's Fees

Have you ever introduced a person you know to a different per-
son? Played matchmaker? That's how simple it is to pocket find-
er's fees in my world.

You find "ugly ducklings." These are houses that need a lot
repairs and can be bought at a good price. These kinds of
properties are ideal for investors who like doing rehab
and there are a lot of them. Often, the type of person who
enjoys rehabbing houses does not enjoy going out, finding, and
deals. If you will find properties, you'll never need
to get your hands dirty or pick up a hammer to make a lot of
Rehab investors can make a lot of money on a property. In

my experience, they'll usually make $20,000.00 to $30,000.00 in
profit on each house, so they don't mind paying you a small find-
fee.
How do you find rehab investors? Here's one of my best
tricks. Step 1 is simply to run a small ad like this under "Houses
for Sale": Handyman Special, Cheap for Cash Buyer. Run it with
your phone number. When you get calls, keep the names and
phone numbers of the people you identify as investors able to
pay cash, who want fixer-uppers, and tell them you'll call them
as soon as your next property is available. Step 2 is to find the
vacant or run-down house, negotiate with the owner, and get the
house under contract at a good price. Step 3 is to call your ugly
duckling investors, send them to look at the house, and invite
bids, starting at $5,000.00 more than the price you negotiated.
Step 4 is to take the highest bidder. Do what's called a "simulta-
neous closing," with the homeowner in one room, the investor in
the other. Step 5 is to take your profit of $5,000.00 or more.
There are lots of people who get started in real estate entre-
preneuring this way. And I know people, including people I
coach and mentor, making $100,000.00 to $250,000.00 a year just
doing
WHO ELSE WANTS TO BE A REAL REAL ESTATE MILLIONAIRE?

NO E.s. Guide to Wealth Attraction for Entrepreneurs
Incidentally, in case you didn't know it, you can use

own IRA or Roth-IRA to do these kinds of real estate deals,
all the profits going into your IRA tax-free until you later with-
draw them. This is a great way to grow your retirement savings,
or to open a Roth-IRA for your son or daughter, and help them
become wealthy, too.
Doing real estate deals like this is fun and profitable!
Thad Winston is a real estate investor, coach, and mentor

to other investors and entrepreneurs, including beginners. For
information about Thad's services, visit www.thadwinston.com.

Income for Life Buying and
Holding Residential Real Estate
Rob Minton
I
'm a real
that consistently creates massive wealth and cash flow with
minimal investment of time and money. I will outline the
Income For Life System and show you how starting with one
beautiful single-family home could potentially compound into
24 homes in less than seven short years without having to
invest any additional money out of your pocket. And if that
doesn't sound great enough, the best news is you'll only need a
minimal amount of money to little as $5,000.00 (or
less) is common! The Income For Life System has not only
worked well for me personally, but it has also helped hundreds
of my clients create wealth as well. This investing approach

lead many of us to achieve financial freedom in a very short time
Furthermore, many more beginners are well on their way to
same results.
First off, I have personally invested in commercial
multifamily properties, mobile homes, and single-family
I also am a real estate broker and specialize in helping investors
acquire wealth. Over the years, I perfected a simple system for
profiting from nice single-family homes. In fact, my clients who
follow my simple Income For Life System lock in average profits
of $28,071.00 on each single-family home they acquire.
The secret to creating real wealth, income, and cash flow in
real estate is to learn how to increase the demand for a property.
In all of the other investments that I have made personally, such
as commercial properties or multifamily properties, I haven't
been able to increase the demand as well as I have for single-fam-
ily homes. As you already know, the more demand there is for
something, the more people will pay for it. Just think of Donald
Trump. He creates massive demand for his properties. He is a bil-
lionaire. Notice the correlation? Massive demand for your single-
family homes can make you very wealthy in a short period of
time.
Investing Approaches
There are basically two approaches to real estate
strategy" and the strategy." The
investor typically buys a property and holds it for-
ever. He profits mainly from the appreciation of the property
over time and the tax benefits of ownership. The main drawback

lis approach is the limited cash flow. Home prices have

and the monthly rents received barely cover the
monthly mortgage, taxes, and insurance costs under the buy-
hold strategy. The rehab-and-flip strategy, if successful, pro-
large pay days without any continuous monthly cash flow.
have figured out a way to maximize the benefits of both
roaches while eliminating all of the ugly drawbacks of each.
I n s blended approach creates both short-term and long-term
urns by using "Rent To Own" programs.
Creating Demand
[ere is an outline of how I use Rent To Own programs to create
demand, increase cash flow, and get large paydays. I buy a
single-family home in a nice area, and I offer this home on a
Kent To Own program. The nice home in the nice area is a very
concept, which I can't explain in this brief chapter.
you definitely want to look for homes that a renter
would really want to own, not just rent. This may require that
you pay more for your investment properties. See Figure 1.
Figure 1
Creates Creates
Nice More Demand More Profit
The main reason that I like to offer my single-family homes

on Rent To Own programs is to increase demand for my homes
dramatically. The National Association of Realtors compiled a
survey in 2003 that noted that 82% of all buyers purchased their
INCOME FOR LIFE BUYING AND HOLDING RESIDENTIAL REAL ESTATE

homes simply because "they wanted to own their own

Americans have a dream of home ownership. When you com-
bine this dream of home ownership with lenders telling renters
that they do not qualify to buy a home, magic happens. You as an
investor can put yourself in a position of selling food to a starv-
ing crowd. Many renters have issues in their credit scores that
prevent them from qualifying to buy their own homes. If they do
qualify, the lenders require 20% or 30% down. The majority of
renters cannot afford a 20% down payment on a home. However,
they can afford to pay $5,000.00 to $10,000.00 upfront for a home
with a Rent To Own program. Figure 2 shows where the real
demand kicks in:
Figure 2
Marketed
on a Rent to Own to Starving Renters
Nice More Demand Who Want to
Own a Home
When you offer a home that a tenant really would love to

own on a Rent To Own program, demand skyrockets. In some
situations, renters will literally fight over a nice Rent To Own
home. High demand puts me in a position to collect large nonre-
fundable upfront payments from my new tenants who I refer to
as Rent To Own buyers. A few weeks ago, we were offering a
client's investment property on a Rent To Own program and
received $9,000.00 upfront. My client received a check for
$9,000.00 before the tenant even moved into his property. Large
nonrefundable upfront payments are pure cash flow.

Psychology
key point for you to understand is the psychology of
is program. If you are just renting your properties out to ten-
you are positioned as the landlord. However, when you sell
your home to your Rent To Own buyer, you are positioned as a
When a tenant has a problem, whom do they give their
problems to? The landlord. When a buyer has a problem, whom
do they give their problems to? Themselves. This simple shift has
remendous benefits to you as the investor. See Figure 3.
Figure 3
Rent to Own Seller/Buyer

Landlord has MORE risk Seller has L E S S risk
because he is only receiv- because he is receiving
ing a small security large upfront payments.
deposit. 2. Seller is only responsible
2. Landlord is responsible for for certain repairs and
majority of repairs and maintenance.
maintenance. 3. Buyer cares a great deal
3. Tenant doesn't care about about the home; his mind-
the property; his mindset set is, "This is my home!"
is, "It's just a rental." 4. Buyer pays a higher
4. Tenant pays lower rent and monthly rent and signs a
moves more frequently. longer-term lease with
(Short-term leases) money to lose.

Hassle-Free Ownership
In fact, I strive to have my tenants manage the properties them-
selves. I don't want to manage my properties; it isn't a good use
of time. The agreements we sign with our Rent To Own buyers
lay this out in detail by specifying that the buyer is responsible
for making routine repairs to the property. Because we are invest-
ing in nice homes, we rarely have large repairs eating up our cash
flow. (Some examples of the contracts, forms, and agreements we
use are included in my Income For Life System, which can be
found at
Higher Cash Flow

With our Rent To Own programs, we are able to charge higher
monthly rents for our properties. Over the years, we have devel-
oped what I refer to as an "Upsell Strategy." Using this strategy,
you can charge an extra $150.00 to $250.00 a month in rent. Right
when the prospective tenant falls in love with the home, you ask
them to pay a higher monthly rent. Every penny of this higher
monthly rent is free cash flow to you because it is above and
beyond the normal market value rent you would have received.
Real Life Example

Here's an example of a home my Income For Life Member of the
Year, Joe Mercadente, purchased.
University Heights, Ohio
For the property, Joe paid:
Upfront payment from tenant: $9,000.00
Positive monthly cash flow: $300.00 per month
Contract sale price to tenant: $194,900.00
Total locked in profit on investment: $38,100.00

My Income For Life System members also have special access

a 5% down investment loan program. If you were to use this
loan program to purchase this home, your down payment would
>e approximately $8,2000.00. When comparing the upfront pay-
received from the Rent to Own buyer of $9,000.00 to the
own payment of $8,200.00, you will notice that you would have
actually been paid $800.00 to buy this home. In addition, you
would receive a monthly positive cash flow of $300.00 for two
years putting a total of $7,200.00 in your pocket. If your Rent To
buyer bought out the home at the end of the Rent To Own
program, you would put an additional $21,900.00 in your pocket
($194,900.00 minus $164,000.00 minus $9,000.00 upfront pay-
ments).
Now here is where the real wealth is created. Most investors
would take the $21,900.00 profit when the property sells to their
Rent To Own buyer and live off of it. They would either buy an
toy (new car, boat, motorcycle), or they would use it
for their day-to-day living expenses. However, in my opinion,
you should never take your money out of Once you have
money invested in income producing assets, always keep that
money invested in income producing assets. Live off of the cash
flow from the properties, not the sales proceeds. I teach my
For Life System members to use the sales proceeds for
down payments on multiple properties. In the above property,
joe could take his proceeds and use them as a down payment on
two more properties. Figure 5 shows what this would look like.
Offer these two new properties on Rent To Own programs,
and collect two more upfront payments. Let's say that you were
to receive $5,000.00 upfront from both of the new investments;
this would put an additional $10,000.00 into your pocket. The
cash flow from the first home was $800.00 plus the $7,200.00 for

Figure 5
Cash received of
$21,900.00
One nice single-family
home becomes two nice
single-family homes.
invested invested
into down payment into down payment
on new investment on new investment
property property
a total of $8,000.00. Now, you are in a position to collect another

$10,000.00 of upfront payments plus the monthly cash flow on
two new homes. Remember, you didn't need to take money out
of your pocket to buy these two new single-family homes. This is
what I refer to as houses buying houses.
Houses Buying Houses

This is massive leverage. If each new home cash flowed at
$300.00 a month, you would be doubling your cash flow without
investing another penny out of your pocket. In addition, you
would have two new homes with locked in profit of $25,000.00
each. The best investors I know get their money back from their
investments as quickly as possible. Once they have recouped
their original investment, they have nothing remaining at risk.

Their money can be reinvested, compounding their overall

urns at astonishing rates. In most of the investments that my
Income For Life System members make, they have their entire
investments back within the first 12 months.
I teach my Income For Life System members to make money
consistently, constantly, and at will. If you had invested
the deal above, you would have invested $8,200.00 out of your
pocket. You would have received a check for $9,000.00 shortly after
you closed on the property. Use the $9,000.00 received as a down
payment on another nice home. In essence, multiply money. This
an extremely powerful skill for you to learn and
Let's take this just a little bit further to show you how pow-
erful houses buying houses could be for you. Let's assume that
you purchase three nice single-family homes and sell them on
Rent To Own programs. Figure 6 shows what your real
estate portfolio would look like at the end of year three if you use
your houses to buy houses.
Figure 6
Year One
House House House

One Two Three
Year Three
House House House House

One Two Five Six

Three homes became six homes without any additional

money invested out of your pocket. The proceeds from the sale
of the homes purchased in year one covered the down payments
on the 6 new homes purchased. The 6 homes purchased in year
three would turn to 12 homes in year 5. The 12 homes purchased
in year five would turn into 24 homes in year 7. This is an incred-
ible wealth building machine!
This massive Income For Life System machine could be started
with three 5% down payments on only three homes. In Joe
Mercadante, mentioned above, purchased 20 homes. He collect-
ed a total of $61,300.00 in upfront payments, created a monthly
cash flow of $4,363.00, and has buyout profits locked in that total
$580,442.00.
The Wealth-Building Secret

Let me wrap up by sharing a wealth-building secret. There are
only two ways to get wealthy:
People working for you.
2. Money working for you.
People Working for You

Think about having 24 Rent To Own buyers that go to work each
day to send you a large monthly rent check. Joe Mercadante has
20 Rent To Own buyers that go to work for him every day. He
could be surfing in Hawaii, and 20 people are going to work to
send him a check. The second part of the wealth secret is to have
your money at work for you.

Money Working for You

my earlier example, you will own 24 homes in 7 years. If
you paid $120,000.00 for each home, you would own real
worth $2,880,000.00. If homes are appreciating at just
5% a year, your equity in these homes increases by $144,000.00
each and every year. Your real estate is a powerful growing
asset base that automatically builds wealth for you each and
every year.
Clearly, the Income For Life System captures both of these
aspects. True financial leverage is awarded to those who have
people and money working for them at the same time. Once the
first step is taken and the machine is set in motion, the wealth
building begins. As wealth grows, we are lead to financial free-
dom and ultimately true independence. It all starts with one
small step!
Anywhere in America
My Income For Life System has been so successful and is so for-
mulaic that I have been training and exclusively licensing one
real estate professional per city or area to work with investors,
so there is probably someone in your area to help you. Or, if you
happen to be a real estate agent, you might want to investigate
this opportunity, if your area is still available. I assure you,
working with a small group of investors who each buy 2 to 10
houses a year is a far better, more pleasant, more enjoyable busi-
ness than listing and selling houses one at a time, only once to
each client!

The Wealth Principle

Dan Kennedy teaches us to extract the Principle from situations
we observe and to base our entrepreneurial activities on solid
Principles. The Principle here in the Income For Life System fo
the investors and in the business system I provide to real
agents is the same: Don't invent, use a proven "vehicle" differently.
This is innovation, not invention.
Visit www.QuitWorkSomeDay.com to learn more about

my Income For Life System and programs. You can contact my
office at (440) 918-0047 or fax at (440) 918-0347.

Prison G u a r d
The Wealth Secret Hidden in Plain

Sight in Heartland
Darin
you've seen ads in Business

Daily, and other financial publications, you've seen the
"Former Iowa Prison Guard" headline and maybe read my
whole story. In brief, I was working in a dead-end job as a prison
guard, frustrated, unhappy, barely paying the bills, and very
worried about my family's future when, to add insult to angst, I
was called on the carpet for something I hadn't done. I was cool-
ing my heels in the waiting area outside the warden's office
when I saw a beat-up copy of the book Think and Grow Rich on his
bookshelf. I sat there and read the book. And it motivated me to
quit my no idea of what I was going to do!
Next, a discussion with a good friend led me to

real estate. I got licensed and began selling apartment buildings
where I live, in and around Cedar Rapids, Iowa. Today, I control
over 70% of that market, and the majority of buyers and sellers
rely on me to handle their transactions. I've become such an
expert at analyzing apartment buildings as well as
properties like shopping centers and office complexes, I've been
invited to speak at a number of the biggest investment confer-
ences in America. That's an amazing enough story, but it gets
even better.
When I explained the unusual ways I worked with investors
and the little-known virtues of investing specifically in
land of America" apartment buildings and commercial proper-
ties to Dan Kennedy, he said I had a "best kept secret" and
should be sharing it with investors beyond the confines of Iowa
or the Midwest. At his urging, I began running those ads I men-
tioned, and now I have a large, fast-growing club of sorts: small,
large, and even multi-multimillionaire investors from New
to California, even overseas, who are investing with me in the
heartland states.
Why would someone who lives and has his business in Lo
Angeles, Denver, Dallas, New York City, or Boston want to own
real estate in Iowa? Actually, there are so many good reasons I
can't list them all here. Two of the biggest have to do with the
predictability and the stability of the market, compared to very
volatile and much riskier areas, and, second, the exceptional
opportunity to take tax advantaged cash income out of these
investments as well as enjoying appreciation. A third reason is
me, my expertise, my track record, and my conservative
approach.

The Wealth Principle at Work

For it is not following the masses. I've learned, throughout
my career, the wisdom of doing things differently than the major-
Everything about the way I do business is dramatically differ-
from typical commercial real estate agents. In fact, I view that
only the "vehicle" I use. To most of my investor clients, I am
the wealth development business. We primarily use heartland
America investing as the vehicle, but we are working together
to develop wealth. I'm not just selling properties. I am finding
the right properties and structuring the best investments to meet
my clients' objectives. Some clients want a lot of current income;
others want deferred income. Some are sophisticated investors
involved with things like 1031 exchanges. Other entrepreneurs
want a simple, reasonably secure way to put part of their IRA,
SEP, or Keough dollars to work at much higher yields than CDs,
money market accounts, or similar investments.
I suggest the same "don't follow the masses" concept to you
and to all other entrepreneurs and investors. For example, a lot
of people, especially busy entrepreneurs, avoid real estate and
in low yield CDs and money market accounts, invest in
the stock market but with insufficient know-how and time to do
well, or turn their money over to a money manager who often
delivers disappointing results. As example, a friend of mine has
had $500,000.00 under management, mostly in the stock market,
with one of the top-ranked money managers, and in the past 5
years has had his portfolio lose as much as 14% of its value and
then recover to base value plus 3%. In that same period, most of
the real estate we've invested in has produced annual cash yields
combined with appreciation of 10% to 16%. That's not to say you
shouldn't invest in the market or have some of your money in the
THE WEALTH SECRET HIDDEN IN PLAIN SIGHT IN AMERICA'S HEARTLAND

ultra-conservative CDs. But it is to say that you lose a lot by

ignoring the investment preferred by most really wealthy
commercial real estate.
Of course, you may not be willing to buy a one- to three- to
five-million dollar apartment building by I've removed
that obstacle.
Now the Best Kept Secret Is Readily

Accessible to You
You are probably familiar with mutual funds. A mutual fund
pools together people's money to buy hundreds and hundreds of
stocks all at the same time. The benefit is a professional manager
running the fund, making sure the pool of money is in the right
investments, with no management on the part of the investor (it's
done for you, the managers of the fund do it), spread risks, and
a higher return (you hope).
The result is usually a decent return, say around 7%-10% o
average, and a capital gains tax you need to pay once you
your shares in the mutual fund. Of course, some funds focus o
certain niches, and some funds are tax free like tax-free bon
funds.
But, what if I told you of an investment with all of the
kind of attributes of a good mutual fund, BUT YOU COUL
PREDICTABLY DOUBLE THE RETURN? Would that
you? What if I could show you a way to invest your money, hav
it working overtime for you, professionally managed, giving
you great tax savings (yep, you even save money on income
taxes), AND you do not have to pay capital gains taxes when you
Uncle Sam out of it!

NO B . s . Guide to Wealth Attraction for Entrepreneurs
In a nutshell, a large return, good monthly cash flow, zero

capital gains taxes, AND no management on your part.
Do I have your attention yet? I hope so.
What I am going to show you will give you the real world
to grow your wealth exponentially. It's like three or four
investments wrapped up in working together at the
same time. Let me give you an example.
Let's say I buy 100 shares of ABC Mutual Fund at $1.00 per
So, I have $100.00 invested into ABC Mutual Fund: $1.00
100 shares owned. Five years later, if the market was good,
let's say that my $1.00 per share is now worth $1.50 per share. My
investment is now worth $150.00. I have made a 50%
return on my money over the 5 years or a 10% annual return. Not
too bad.
Now, if I sell, I will obviously profit and have to pay capital
taxes to Uncle Sam, not to mention some state taxes as well
where you live). So, all that really happened here is
that my investment appreciated and I paid capital gains taxes
when it sold. This is purely an appreciation and capital gains
of investment. My overall return will, in this example, after
pay taxes, be even less than 10% because I have to pay capital
gains taxes once I sell shares in this fund.
The problem is most investments are just like this in one way
or another. You invest, profit a little, let your account increase a
sell, and pay taxes.
Now, let's look at this mutual fund like you would my kind
of pool of quality "heartland" commercial invest-
ment real estate property.
I put the same amount of money ($100.00) in the ABC
Property Investment Fund AND I finance part of it,

too. So, let's say I put $100.00 into the fund but borrow another
$100.00. So, I have purchased 200 shares of ABC
Property Investment Fund (200 times per share), but I
have only $100.00 of my own money in it because the other
$100.00 was borrowed.
I now control double the shares, 200, with the same amount
of money out of my pocket, $100.00. Remember the other $100.00
is the bank's money, not mine.
So now I own twice the fund shares for the same investment
out of pocket.
Now, let's say while I own this stock, it appreciates at the
same rate as before, 10% per annum for five years. In five years,
ABC Commercial Property Investment Fund is worth per
share.
But over the five years, let's say that ABC Commercial
Property Investment Fund had so much cash flow coming to me
monthly that I was also capable of paying back the bor-
rowed. So, not only is my fund appreciating and paying me cash
the same time it is also paying off my additional
of debt I used to buy more stock.
On top of that, when I file my tax return, Uncle Sam is going
to give me some nice large tax breaks for owning ABC
Commercial Property Investment Fund. These tax breaks will
reduce the income generated by ABC. Even though I am profit-
ing every year from ABC Fund in the form of nice monthly cash
flow checks, I can use legal tax saving strategies to show a loss
from ABC. The good news is that I can do this even though it
made money year after year.
Lastly, when it comes time to sell my interest in ABC, Uncle
Sam decides to give me a break. He tells me that when I sell ABC

do not have to pay any capital gains taxes. I can sell, keep my
profit, and legally defer any capital gains taxes.
Also remember, after all of this I have a pretty predictable
stream coming in month after month, no management,
an exponential rate of return if I choose no capital gains taxes,
AND I own double the shares.
Now, which investment would you take if you had to choose?
I hope it's obvious.
That is how commercial investment real estate works in my
world. When investors pool their money with me to purchase
good commercial investment property, it blows away most other
investments. See Figure 1. I hope my stock analogy brings this
home for you. Can you see how this type of investment can expo-
nentially grow your wealth vs. the traditional way?
Most people reading this book have probably heard of or
have a friend involved in owning some type of investment real
estate. If you are one that has never been an investment real
estate owner, it is probably because
1. Your age or family status.
2. Your lack of knowledge that makes you uncomfortable
about owning and investing in commercial real estate. You
do not really totally understand the great benefits along
with the cash flow you would receive. So, you put it off.
3. Lack of time. This is the biggie. Not enough time to really
sit down, research, and educate yourself about the possi-
bilities of commercial investment real estate.
4. You think it may be risky.
5. Maybe you haven't had that much interest until now.
6. You think other investments are much better (stocks,
bonds, single-family homes, etc.)

Figure 1
A Typical Commercial Real E s t a t e I n v e s t m e n t P r o p e r t y
S. S t . Apartments
Purchase price paid: $750,000.00. 8. Cash flow:
$77,000.00 Net income
L e s s annual financing
2. Investment: Annual cash flow

3. Financed by lender: $600,000.00 9. Cash return on
4. Monthly payments to lender: Principal loan reduction (paid by

$4,473.00 per month X tenants): $7,222.00
$53,681 per year
5. Income from property: Appreciation: 2% or $15,000.00
6. Expenses: $48,000.00 Total return

Cash flow
7,222.00 Principal reduction
7. Net income from property: $77,000.00 Appreciation
$ 45,540.00 Total cash flow or a
3 0 . 3 6 % Total cash flow/return
For good apartment or commercial property analysis software that is easy to use
go to
Well, the process of being an a profitable owner,

mind you, can be an easy and hassle-free experience when you
work with me or someone like me. There is really no need to let
any of these obstacles get in your way. For example, my cus-
tomers and clients are surprised at how easy it is working with
me and how much is really done for them. The best part is get-
ting all of the benefits of great investment real estate without

having to commit to being a commercial investment real estate

The leverage of time and money here is huge. But, you
still get all of the same benefits of owning the property as if you
were there managing the property day in and day out! The prop-
is working for you while you sleep, while you are working,
or while you are goofing throwing off great cash flow
and tax savings, and appreciating all at once. What else is better
than that?
This is why one of the best kept investment secrets out there
today is the PRIVATE INVESTMENT REAL ESTATE FUND.
By being involved in a private fund, you literally have your
cake and eat it, too. Not only do you have a great investment
working overtime for you and giving you quantum results, you
also have an expert overseeing the fund and properties with no
personal time of yours in it at all! You literally become an
Active Owner of Great Cash Flow Investment Real
Estate While Not Being Active in the Day-to-Day
Management Functions, Etc. You simply get a
check once a month (if that is what you like) and a report
detailing what happened in the prior month.
Actually, for some investors, there is something even better
than that!
In many cases, I work with investors who prefer outright
ownership of their own property or properties, with manage-
ment provided, so it's "hands off." Others prefer joining one or
several other investors with me in owning a particular property.
However, many people are still uncomfortable with actually
owning all or part of an apartment building or commercial prop-
erty, especially in a distant location, especially when they are

required to sign for a lot of the debt personally. This stops

from participating. But, after an enormous amount of work, I've
developed the perfect solution: an actual private real
investment fund that works like the mutual fund you looked
at for example purposes earlier. One of the best kept secrets in the
entire financial world is this kind of professionally managed, pri-
vate real estate fund. As an investor in such a fund, you get
the same benefits as an investor would with a single property,
like the 120 S. 12th Street Apartments example, but you have
your risk spread over a group of properties and you are not liable
for any debt!
By being involved in this type of innovative fund, you
ally can have your cake and eat it too! You become an active
owner of great real estate investments, with the cash flow and tax
benefits of active ownership, yet you still have no involvement in
day-to-day property management and no debt liability. You get a
check and a report every month.
In Think and Grow Rich, Napoleon Hill gave a number of
examples of entrepreneurs who literally changed the way a par-
ticular business or industry The one that sticks in my
mind is the store clerk who "invented" the self-serve supermar-
ket. Prior to his invention, customers had to tell a clerk what they
wanted, then wait around while he fetched the products. The
self-serve supermarket concept opened the door to far greater
variety of products, a kind of privacy for the can
take whatever time you like reading labels, comparing prices,
and choosing what you lower prices. His idea revo-
lutionized the way people shop and the way the retail industry
operates, all for the better. I've followed that example in rethink-
ing the way people can invest in real estate to preserve all the

benefits for the investor yet remove all the drawbacks and obsta-
cles that block most people from those benefits!
For more information about Darin these types of

investments, heartland of America properties, and private
funds, visit or call (800)
471-0856, and enter an access code: #4002.

Amazing Opportunities in
Real Estate
Jeff Kaller
every adversity lies

I equal or greater When a person or family
gets into such financial trouble that they cannot meet
their home mortgage payments, there's opportunity in their
to help them and to profit the
wolf" arrives at the door. That's what I want to talk to
about in this chapter. Also, a high probability of a fore-
crisis, a huge tidal wave of foreclosures, in the very near
and for savvy investors, that, too, represents opportunity.
Just eight short years ago, I was a struggling, disgruntled
building someone else's dreams, working tons of hours
207
with no real game plan to change my situation. My newborn

daughter, spent her first year growing up with a dad who
was always working and never around. My wife, Sofia, and I
loved each other but were always in heated, never-ending con-
versations about money or should I say, the lack of it. Even my
two dogs, Gypsy and Daisy, would growl at me once I dragged
myself home after five days of double shifts at the restaurant. I
worked hard to get ahead, until I realized unless I made a
change, I'd end up just another working hard and not
smart. So, one late night, in front of the boob tube, while I
drowned my sorrows in a Bacardi rum and Coke and watched a
late night guy talk about how to make money investing in real
estate, I took a leap of faith, despite the negative cynicism from
my wife, friends, and co-workers.
Just 24 months later, I had amassed millions in equity, own-
ing more than 50 rental properties. Sadly, my vision of owning
300 free and clear properties was destroyed by lack of cash
flow. I had bought these properties all wrong! It took me two
years to clean up this mess, even losing a house to foreclosure.
During this process, I recognized the power of dealing
properties behind on payments, and to-date, I have shown oth-
ers these proprietary techniques, allowing others to produce
more usable cash now, today, than any other niche in real
estate.
For the last six years, I've created an entire team focused on
buying defaulted homes and partnering with countless others to
do the same. My companies have taught thousands of students
with no previous real estate business to make millions. I'm the
guy everybody goes to when they want to learn debt negotiation
and investing in properties.

Why the Timing Is Ideal for My Approach to

Accelerated Wealth via Foreclosure and
Real Estate
is an impending disaster banks have gotten themselves
and, in part, been forced into. Their problems are our oppor-
All lenders, banks, and financial institutions have an accept-

able tolerance level of properties that enter into a default status
once homeowners get behind on their house payments. These
ratios are very publicized and must be provided to stockholders
who, as a combined group, carry enormous control on publicly
held companies. Many such publicly held companies in this
country are way beyond acceptable levels of loans in default.
This is fact, not opinion. To remain solvent, these same lenders
have done the unthinkable:
Instead of correcting these defaulted loans, lenders have
created new loan programs, usually carrying much more risk,
to loan out more money. This increases the performing side of
the equation while generating additional revenue through
underwriting fees, loan points, prepayment penalties, etc. The
ploy is simply to out run delinquent ratios without ever fixing
what's broke!
Guess who's there to help rid these lenders of the nonper-
assets? People like me. As investors, our
job is to contact these troubled homeowners and help them prior
to their property being foreclosed on by the bank. We can do this
three ways: helping the lender to enable the seller to enter a
"work-out plan" or repayment plan for the arrears (if successful,
we can charge a fee), taking over the loan and becoming
INVESTING": AMAZING OPPORTUNITIES IN PRE-FORECLOSURE REAL ESTATE

the new owner without transferring the loan liability to us, or

negotiating a short sale whereby the lender accepts less than
what is owed as a payoff in lieu of repossessing the property and
having to resell it. We help the homeowner AND improve a
lender's overall numbers. Once we resell the property, a major
profit is made.
In a way, it is like having three businesses in one.
By the way, this is done by controlling the property without
any of our own money OR credit.
The Right Opportunity for the Serious,

Sophisticated Entrepreneur
Although I have frequently taken people with no real estate or
business experience and taught them how to make very large prof-
its and create wealth on real estate, this opportunity
is admittedly not for everybody. It is, in my opinion, for the very
serious entrepreneur, willing to invest a reasonable amount of time
and effort learning a new and very lucrative business. It is a busi-
ness to be actively involved in, part-time or full-time.
New Laws Will Actually Make the Crisis

Give Us Even Greater Opportunity
Despite all the other challenges these poor homeowners face
once in default, the worst is yet to come. Some states have passed
laws to protect homeowners from unscrupulous investors trying
to take advantage of them and their equity. Just as in any indus-
try, there are always those looking to make a quick buck at the
expense of others. Ironically enough, those of us who are ethical
and fair stand to make more than those who are not.

Some state lawmakers are proposing bills that, if passed,

would prohibit anyone from contacting a seller who is three
months behind on his payments. This is scary. Imagine a poor
homeowner who doesn't know which way to turn for help.
Remember, I used to be one of those people because I lost my
house to foreclosure. What about a new lender who might other-
wise refinance this poor customer and help save his home?
In some areas, realtors can't contact a homeowner to help
them to sell. Even an attorney who could possibly help the
owner through protective bankruptcy laws cannot approach
them. Crazy as it may seem, but more interesting, some states
have created exemptions allowing realtors and attorneys to con-
tact the homeowners while all other people in our free enterprise
system are forbidden. How do these policies affect you, me, and
other legitimate investors?
First, very, very few states have actually passed these laws,
but you can imagine how drastically the foreclosure rates will
increase when these unfortunate laws constructed to help the
homeowners actually hurt them. Although some banks will go
out of business, unregulated, savvy, and ethical
investors will thrive. Through hard work and extensive research,
our team has cracked the code and will continue to operate in an
effort to help keep sellers from losing their homes all
their equity. We will also continue to help lenders dispose of
unwanted properties instead of having to foreclose.
An Antiquated System Lenders Face When

Disposing of Unwanted Properties
Once a homeowner gets three months behind on house pay-
ments, the lender will perform an equity analysis to project the
INVESTING": AMAZING OPPORTUNITIES IN PRE-FORECLOSURE REAL ESTATE

possible loss that could be incurred if they have to foreclose on

homeowner and take the property back. This entire process i
called a short sale and is processed through their loss mitigatio
department. Within each department are debt negotiators
loss mitigators. These are the individuals we communicate wit
when we are working with a homeowner on a potential
sale.
Unfortunately, all lenders and loss mitigation department
are swamped processing these short sale requests because of th
sheer number of homes in default, as I have already
Each mitigator typically handles 100 files each month, and over
half could be processed if they had a chance!
It's this antiquated system in the short sale system that is bad
for the banks and tough on the average investor. However, where
there is a challenge, there also lies some entrepreneur out there
who has learned how to work effectively in an environment that
seems to confuse everyone else.
In summary, this entire industry is truly
poised to explode! The writing isn't just on the wall, it is splat-
tered across buildings and single-family houses all across our
great country. The timing has never been better to be in this field.
I'm in the business of helping by providing positive solutions
in otherwise dismal and chaotic situations. Our team gets paid
handsomely; our students make more money than they have
ever dreamed We are willing to support a limited number of
entrepreneurs getting started in this business each month. We
provide comprehensive start-up training and continuing assis-
tance. We even step in and literally negotiate the short sale deals
you find in your

Are There Secrets?

Kennedy likes a quote from Aristotle Onassis,
tomes from knowing what others do not know." I have found
to wealth for myself and my students by uncovering
information, and opportunities that the vast majority
of entrepreneurs and investors are either completely unaware of
ignore because of their apparent complexity. The relatively
nature of the business dampens compe-
and that's a good thing!
For more information, visit

or call (800) 646-2574 to receive your free infor-
mation package and a DVD, "How to Cash in on
Short Sales with Half the
"CRISIS INVESTING": AMAZING OPPORTUNITIES IN PRE-FORECLOSURE REAL ESTATE

The Secret to
Entrepreneurial Wealth
Stephen Oliver
years ago I was up a degree in

International Economics at Georgetown University, on
the way to my cherished MBA at Harvard, Stanford, or
Wharton, with every expectation of a long career in big corporate
America.
I was working my way through school as a martial arts
and branch manager for arguably the only professional
organization running martial arts schools at that time.
As I closed in on graduation, I put together my resume and inter-
with the likely candidates for employment. I planned on
working for a couple of years before returning to business school.
215
After talking to Chase, Proctor & Gamble, IBM, and SUNY, I had
a remarkable revelation: my existing profession was not only
more fun and more significant, but potentially more
than any of those corporate options.
Through a radical leap of faith, I camped out at the Library
Congress, the SBA, and SCORE and studied everything I could
get my hands on about sales, advertising, and direct response
marketing. I then put together my business plan (thinking erro-
neously that some wise banker would fund me) and in a rented
moved from Washington, DC, to Denver, Colorado.
Then I launched my little more than
$10,000.00 loan from my parents and a pocket full of credit cards.
I built a $1,000,000.00 martial arts school business with 1,500
active students across 5 locations in about 18 months. All the
while the support I was receiving from most friends and associ
ates went something like this: "Yeah, for a couple of
years then you can get a real job."
While still in Washington, DC, I made a transition that few
make. I went from athlete (or technician) to teacher. Then, as I
decided to really make my chosen art into a career, I continued
the transition rather quickly (at 21 years old) of moving from
teacher to salesman to marketer. In retrospect, my early success
was almost completely due to recognizing that it was most
important for me to become an excellent marketer of martial arts
lessons and least important to be a "master of the martial arts."
Once in Denver, I made the next necessary transition. I
moved from excellent teacher, salesperson, and marketer to
teacher again. This time to teacher of marketing, sales, and teach-
ing skills to staff and associates in order to replicate myself across
multiple locations.

NO E . s . Guide to Wealth Attraction for Entrepreneurs
I now dominate an industry that is populated mostly by ath-

occasionally a quality teacher. Only rarely in my bud-
industry does someone like myself come along and realize
all businesses succeed or die on effective marketing systems.
the case of a multiunit retail or service business, that success
depends upon scalability and the ability to replicate successful
marketing systems across the organization.
Twenty-three years later, my role has again, in a
way that I believe really maximizes my talents and gives me an
opportunity to not only be a "Martial Arts Millionaire" but in a
way that allows me now to develop many other "Martial Arts
Millionaires."
My most recent role has two components. The first is that of
coach and consultant to martial arts schools throughout the
United States and Canada and to organizations as far a way as
Bahrain, Europe, South Africa, and Australia. The second is that
of mentor to others replicating my school structure on a single
unit and in a citywide or statewide master franchise.
It's this second role that I am most excited about and where
the opportunity is greatest to grow many more millionaires by
sharing what I've spent millions of dollars and over 30 years
developing.
Before I go any further, let me point out a couple of imbed-
ded lessons for anyone who owns a business or who is planning
on going into business.
First, for most it's vitally important to mentally and physically
move away from being the doer of the activity of your business
as rapidly as possible. In the vast majority of the cases, the role of
doing the activity of your business, whether it be martial arts
instruction, painting, dry cleaning, serving food, or repairing or
THE SECRET TO ENTREPRENEURIAL WEALTH

programming computers, is the easiest to replace, provides

lowest compensation, and restricts your personal growth and
that of your business.
Other school owners and other business people often
that the key factor in growing my business is having a
arts expert" at each location. I can tell you that many years
the teachers are the easiest employees to find and the least
sive to hire. Years ago, I developed systems that
produce quality martial arts teachers both through six-week
intensive "quick-start" programs and through systematic
vation from our population of thousands of martial arts
(our customers). A far more valuable employee is the one
can "sell" our product, not the technician. The sales role is
taught, and the expert sales persons (I call them program direc-
tors) are trained through scripted and organized procedures.
In fact, as I grow my business, I am NOT looking for people
who have martial arts skills. I can hire and train that role too eas-
ily. I am looking for individuals focused on growing a "sales and
marketing" business who are capable of and willing to train oth-
ers to support customer service, sales, and marketing roles. My
organization is operating in an industry with few viable competi
tors, huge public interest, and incredible untapped opportunity,
available to any qualified individual who is ready to impact
huge number of families and earn a great living in the process.
Second, as a business owner, your most highly compensated
role is the ability to lead, inspire, and teach others to complete the
day-to-day operations of your business. Even the best technical
person encounters a disappointingly low ceiling to his or her
income. The most gifted salesperson (unless selling Gulfstream
jets or multimillion dollar contracts) quickly finds a ceiling to his

her own income. It'S the person who can implement systems
can be taught to many and inspire them to high accomplish-
whose income has an unlimited ceiling.
Third, an early discovery for me was finding the right mar-
and designing our service to that market. Many of my friends
and competitors in the martial arts field lament the poor quality
they attract. I have no such complaint. Before opening
my first business I undertook extensive demographic market
to make sure I located where there were lots of
money and with a predisposition for my service. Soon after,
that the family and children's market was a much
market for me than the traditional 18- to 35-year-old group
that most others taught. My discoveries that families with good
would pay well for success training and character
I >pment for their kids, and that their willingness to pay a premium
price for our service survived up and down economies and indi-
ups and downs added millions to my income over the
years. I often charge double, triple, or quadruple what other
charge while teaching higher quality clients who stay
me much longer.
Finally, a path that I didn't take but which I'm thoroughly
would have saved me ten or more years of trial and
franchising. Although the opportunity was not available to
in the martial arts industry when I started in 1983, it certainly
is today. If I had had the choice, I would have taken the franchis-
ing route rather than striking out completely on my own. All
organizations provide the opportunity to be "in busi-
ness for yourself, but not by yourself," and in our case, my com-
pany provides the most extensive support structure as I've seen
any franchise business. A great benefit of running one of our

martial arts schools is having the ability to combine a fun

ronment, relatively low capital requirements, and
income potential with a truly valuable service developing lead
ers and individuals of high character.
The many systems and processes that I've perfected in my
Mile High Karate schools came from extensive trial and
Occasionally I got it right the first time; much more frequently,
cycled through 5, 7, or 11 experiments before finding the right
key to make a system work. Everything from step-by-step sales
systems to staff training and development processes have been
diligently developed through my own trial and error and by
modeling success stories throughout the world.
At Mile High Karate, I have developed an incredibly
tive curriculum that teaches kids and families discipline and
confidence. It creates character and imbues "Indomitable
Spirit." Additionally, I've perfected step-by-step selling
processes that move families from "suspects" to "prospects" to
"new students" to "Black Belt candidates" and ultimately to
Black Belts and leaders. I've developed powerful, and in many
areas, automated marketing systems that bring in new
dents and prepare them for my "back-end" upgrades. And
finally, I've developed a training school and process that can
ramp up new staff quickly and develop a quality team to run
many locations.
Who am I looking for to grow my organization? Men and
women who are excited about growing a service business. Those
who will follow proven systems step-by-step to success.
Individuals who for a single location can bring $75,000.00 to
$100,000.00 to invest in their new business start-ups or who can
invest a higher level of investment and management talent into a

NO B.s. Guide to Wealth Attraction for Entrepreneurs zz\
"Master Franchise" relationship in a city or region. I am NOT

looking specifically for individuals with martial arts talent or
background. An enthusiasm for working with kids and adults
and a willingness to manage sales and marketing systems are

Dan did not specifically address the power of system in
his book, but he certainly teaches it to those of us in his coach-
groups and his clients. Even though I am in what many con-
sider an unusual business, it is as much about system as is
McDonalds. With each passing year, I am increasingly aware of
he fact that most entrepreneurs operate by the seat of their
pants, without well-thought-out, proven, step-by-step systems
lor every aspect of their businesses. I believe the amount of
wealth you are able to accumulate as an entrepreneur is directly
to how systemized your business you are free to
locus on big things, not trivia.
Stephen Oliver is the author of several books for his indus-

try, including Direct Response Marketing for Martial Arts
Schools as well as Everything I Wish I Knew When I Was
22. He is a 7th Degree Black Belt in Tae Kwon Do, honor's
graduate of Georgetown University, and earned his MBA from
the University of Denver. He provides business training and
coaching to martial arts school owners and teachers and is

franchising his High Karate concept throughout North

America by converting existing schools and by bringing new
entrepreneurs and investors into the industry. To learn more,
visit www.MileHighFranchise.com or call (800) 795-2695.

Unusual Investing
Strategies Pay Off
Jerry A. Jones
age 7, I regularly 1
goals in life: "I'm going to be a millionaire, and I'm going
to be president of my own company." Fortunately, they
me, "You can do whatever you set your mind to." The best
part was they actually meant it.
By age 28, I'd knocked out both goals. (I tried to get there
sooner but had a few crashes and burns along the way.)
I grew up the kid in a small town in southwest
Washington. My parents were and are completely
hard-working, ethical people. I have one older brother
who constantly pushed me. And for many years, I followed in his
223
footsteps because I liked his choices and I saw his successes and
wanted them as well. Later, I would recognize this as an
of emulating what works well for those
whose shoes you'd maybe like to fill.
Let me give you some brief background.
At age started the proverbial neighborhood lawn
ing business. I quickly made a deal with the neighbor to get
rider mower from her so I could take on more accounts and
them done quicker. I learned early the value of "no money
transactions" and trading sweat-equity for something I
but didn't have the cash to purchase. Ten quick lawn trims later
and it was all mine, along with a junked-out push mower that
burned more oil than gas. I appreciate now the fact my parents
didn't ante up the $100.00 it cost me in lawn trims to equip my
new landscaping business.
Just a year or so later, while continuing to trim lawns, I took a
far less labor intensive job at a baseball batting cage and pro
shop. I earned a whopping $3.15 an hour, watched a lot of
M*A*S*H reruns, finished my homework every day, and got very
good at hitting an 80 fastball. I was experiencing an early
double income. I found I was the richest preteen and later richest
teenager I knew, and I really enjoyed the feeling.
Today, my life is enjoyable and still very rich in many ways.
I find I have to put my back against the wall to create my own
brand of stress, otherwise I quickly bore.
I also have this penchant for doing the unusual and what
most would think impossible. I find it pays extremely well
because most would never dream of taking it on.
My regular income today (and the first million I made) is from
my business that serves dentists, helping them attract more

and keep those they already have. Over the last few years,
sold over $10 million dollars of goods and services to them, yet
not a dentist. I even closely advise a group of about 50 dentists
in a mastermind group (www.PersonalDentalCoach.com) on an
ongoing basis, each paying in excess of $8,000.00 in yearly dues.
Early on, I recognized a very important trend in the dental
industry. The services we provided to dentists at that time were
provided in bulk fashion, meaning a dentist would first purchase
special stationery, and a magazine from my company
and then have their employees (we call them a "team" in the
industry) assemble, print, and mail the whole package, which
was essentially a practice "newsletter."
After a few years, I realized there was a resistance develop-
ing among our clients. They wanted the results of doing a
education, patient retention, and so
hut they didn't want their highly paid team (and rightfully so)
engaged in the act of putting it all together.
This big discovery led to very important changes in not just
my core business, but in the thinking I've applied to every busi-
ness I've started since.
This trend of wanting "results" without doing anything has
huge. My breakthrough has opened doors for many
entrepreneurs like myself who used to provide how-to informa-
tion and now provide turn-key, "done-for-them" services to their
clients. My friends and colleagues and fellow Dan Kennedy
Platinum Inner Circle members Rory Fatt of Restaurant
Marketing Systems and Ron of Marketing are two
that immediately come to mind.
And, the benefits to clients are market-
ing gets done, their clients hear from them, they reap the
UNUSUAL INVESTING STRATEGIES PAY OFF

financial and intrinsic rewards of referrals, education,

tion, etc.
This big idea of "doing it for them" later reared its head as
began to develop other facets of my businesses and was
instrumental in another breakthrough: expanding from
turn-key dental practice marketing services to you
guessed dental practices, ready-to-go for
wanting to practice dentistry without the traditional
of running a business!
My reasoning was simple. I have down pat what most
do not! I have the ability to generate new patients with
and I felt my ability to assemble and manage a team of
employees was well-suited for the task. Further, I felt it
lend a ton of credibility to my core business if I was actually inti-
mately involved with the management side of a dental practic
(It's against the law to be involved in anything but that if you a
not a licensed dentist.) So, I went out and raised abou
$200,000.00 in capital and hit the ground running. (Notice I
use my own cash for this! OPM, Other People's Money, is better
suited for projects like this.)
At the time of this writing, I'm routinely experiencing
$40,000.00+ months in this new dental practice and I have doc-
tors from all over the state of Oregon asking how they can join in
and practice there. It's nice to be wanted!
In the last year, I've also partnered with a dentist and have
provided him my expertise and services in generating new
patients to the point where the practice was able to drop a public
health plan that was killing their profits. Now they are experienc-
ing multithousand dollar days, where before a $1,000 day was
considered excellent. (Information on all of my turn-key services
is available at www.JerryJonesDirect.com.)

In addition, I've provided one of my dental practice office

to train and implement systems in this other practice,
increasing the value of this doctor's secondary prac-
in exchange for 33% ownership of the facility. A sweet deal
l o r both of us!
The great news about dental practices is they can sell for a
multiple of their "sales," so I am expecting a nice payday
I decide to cash in my chips. Or, maybe I'll go out and pur-
15 or 20 offices and do it on a large scale. I guess it all
depends on how ambitious I want to get, right? Because another
big idea I've learned is that keeping my eye on one "thing" or
business is fairly easy. Keeping my eye on three is difficult.
Keeping my eye on 15 or 20 is actually easier than monitoring and
hying to run 3! The reason is that with 15 or 20, risk is spread
round or amortized over the group, whereas with 2 or 3, prob-
lems are larger and affect management in a more intense fashion.
t's really all about managing risk.
If you have any interest in being an instrumental player in
the health care field on the business side, this is an excellent
opportunity. Feel free to contact me for more information.
Most recently, I've started another project, which intentionally
has limited life and a big, big, multimillion dollar payday plus
other perks. It was, believe it or not, easy to start.
Even considering as well as I've done in the dental industry,
have yet to find anything as lucrative as real estate. I've invested
bare land, created investment partnerships, purchased a huge
ft. restaurant, torn it down to create condos, and even
purchased a nice marina. I just signed the contract on bare land
I'd like to develop into apartments over on the Oregon coast. All
with such little money out of my pocket, if I told you, you'd
probably not believe me.

Real estate has been the single biggest

I've utilized. In 2005, I'll add close to $2.5 million in net
my the best part is, it's not high-risk
it's all recession-proof type If you don't know how to
house or commercial property with little or no money you
pocket, you're cheating yourself and your family. I
everything I know from my good friend Ron LeGrand.
Another interesting trend in real estate has been the fad
ciated with "reservation" deposits.
Just recently I put up $2,500.00 to reserve an escrow
for a new development in Seaside, Oregon.
why that's a good idea if you get the opportunity, and
if it's near water. With my $2,500.00 deposit, I'm able to:
1. get my $2,500.00 back, risk-free,
2. buy a condo when they are completed,
3. transfer my RIGHT TO BUY to another individual.
Realistically, I can sell my right to buy to someone for
triple, or more than I paid for it! It's a beautiful thing. It
works like an "option to
Watching trends, investing my income with the intention
building wealth is truly what the game of business allows me TO
do.
Every wealthy person I know uses his "day" job to generate
income, to build his lifestyle to create wealth.
Unless you start wealthy (liquid equity, i.e., cash in the bank),
this proven formula will deliver. Set your goal, reverse engineer
it, experience it.

Jerry A. Jones is president and CEO of Jerry Jones

dental practice advertising and marketing firm, and SofTouch
Family Dental Group, Inc., a dental practice management
firm, all based in Salem, Oregon. His books, Practice Building
Success, Volumes I & II are available direct from the publisher
at (800) 311-1390. You can reach Jerry via fax at (503) 371-
1299.

Is There a "Secret" Government-
Secured 24% Interest Rate?
Ted Thomas
've been helping people 16 years. I've

with some very successful entrepreneurs and successful
investors, even financial industry professionals who were
unaware of what I'm about to reveal to unique, little-
investment that trumps everything else in existence when
i t comes to the convergence of high yield and security.
This investment is crisis proof. It is immune to ups and downs in the

war, stock market crashes, real estate bubble bursts,
and corporate bankruptcies.
231
It is government secured. Not exactly like the federal

secures bank deposits and CDs, through the but just
as rock solid, with a state or county government agency guaran
teeing your checks. On top of that, it is double guaranteed
because it is also secured by real estate.
It pays super high, interest rates. These

rates beat any other interest bearing investment, even in
times. You get 16%, 18%, even 24% interest rates. The interest
locked in when you invest is mandated by law and cannot
changed. It cannot rise or fall with Alan Greenspan's health or
the stock market. It cannot be changed by a banker or
company executive.
It is easy to buy with no brokers or broker commissions. I

not telling you about it to sell it to you. I can't. You buy it dire
from state or county governments, in your area or in differe
parts of the country. And there are no "sneaky" fund
fees or other hidden costs or charges.
You can invest just about any amount. Start with as little as or
invest $50,000.00. Use self-directed IRA or pension funds if
like. You can also shop around for higher rates, or take a slightl
lower rate to reduce your shopping time, as I'll explain. You ar
not restricted to the state you live in. As of this writing, Florid
pays 18%, Iowa pays 24%, and Arizona 16%.
I swear under oath all this is true, and I offer $10,000.00 to
anyone who can prove it is false.
As brief introduction, I once owned over 1,800 apartment
buildings, office buildings, and residences in three I

HO B.s. Guide to Wealth Attraction for Entrepreneurs
a beating, incidentally, during one of those times that inter-

rates soared unexpectedly. About ten years ago, I became
in less risky, safer, easier investing. After a lot of inves-
and work, I perfected an approach to investing in the
investment world's most selfishly guarded secrets, tax lien cer-
Almost every bank, insurance company, and pension
regularly invests in these safe, high-yield certificates, but
hey keep it to themselves. The banks prefer selling you low
interest CDs. Super-wealthy individuals also regularly, quietly
tax lien certificates. But the "little guy" has been kept in the
dark. And if you ask most financial planners or brokers about
hem, they'll either be ignorant or talk you out of investing in
hem, claiming it's "too complicated." But remember, there's no
way for a broker to earn commission selling these things!
Admittedly, there is a slight drawback. It does take a little bit
of knowledge, time, and effort to select the certificates you want
to buy them. It's usually best to physically go to an auction
to bid and buy a couple times a year, I take groups of
my students and clients to an auction. But you can buy them
direct from the government agencies at their offices, and even in
some cases over the internet.
How the Tax Lien Process Works

hundreds and hundreds of counties, towns, and cities, local
governments have millions owed to them in unpaid, overdue
property taxes. These are past due taxes on homes, shopping cen-
ters, apartment buildings, and land. By law, these properties can-
not be sold or transferred unless and until these back taxes, the
and penalties are all paid. To fund police, fire, hospitals,
IS THERE A "SECRET" GOVERNMENT-SECURED 24% INTEREST RATE?

schools, etc., the governments create and sell tax lien

linked to these unpaid taxes and the property the taxes are owed
on. They sell the lien certificates to private investors, like and
me. Each lien certificate is 100% secured by the real estate
attached to, guaranteed to be collected by the government
you, and paid to you by the government. There is no
whatsoever of "if," only a question of "when."
To prod these delinquent tax payers, the governments charge
sky-high interest rates and penalties, all of which go to you if y<
own the tax lien certificate!
Your Three Options as a

Tax Lien all Good
You can simply sit on the tax lien certificate you own and
until the property owner wants to transfer or sell the property,
decides to pay his back taxes (maybe to clean up his credit), or
dies and the property has to transfer. When that happens, the
government hands you a check for your investment amount
all the accumulated interest and penalties. It may be years, or it
may be only months.
Most of these certificates have a built-in On that
date, if the property owner hasn't paid up, you can if you want
to, pull the trigger, foreclose, and take the real estate. That means
you get the entire house or building for the price of the
lien certificate. I can show you lots and lots of cases where m
students have wound up with great houses, other building
acres and acres of land, for pennies on the dollar, and turned
right around and sold them for huge profits. Just as example, one
of my students, Chad Knox wound up with two houses in

one from a $10,000.00 tax lien and foreclosure, the other

a $24,000.00 tax lien. He sold the first house for $65,000.00,
the second for $55,000.00, for total profits of
Or you can "flip" the certificate for a profit, especially as you
close to Real estate speculators eager to foreclose
often buy these certificates and pay you a handsome profit.
Real Investors, Real Money

you invite me to send you a complete information package
about my step-by-step tax lien investing system, I'll also send
you a small mountain of proof, actual examples, from my stu-
dents, including amounts paid for their Certificates, interest
rates, length of time held, and profits. One of my most active stu-
dents, Scott Shires of Denver, Colorado, has purchased more than
728 tax lien certificates, and 459 of them required investments of
$500.00 or less. His interest rates have averaged 22% to 27%.
Tax lien certificates are available in 39 states, so it's easy to
While on vacation in Texas, Cheryl Hyland, a Canadian,
$7,390.00 in a tax lien certificate and only four months
later it was paid received $9,187.50 back. A $1,797.00
profit, a 25% gain in just 120 days. Hers is not an unusual exam-
ple either. I'll be happy to show you hundreds.
Who Should Invest in Tax Lien Certificates?

you want to retire someday soon? If so, this is a great way to
salt away money now that will pay you big future dividends. Or
it's an interesting retirement activity. Do you need to set aside
funds for a son's or college education? Buy the right
IS THERE A "SECRET" GOVERNMENT-SECURED 24% INTEREST RATE?

tax lien certificates with the right "D-Days," and earn 16% to 24
interest. Do you have money that's asleep? Maybe IRA, SE
Keough or other savings all parked in low interest CDs? Are you
intrigued with everything you've read and heard about making
money in real estate but have precious little time to play
game? You can "back in" by investing in these incredibly
secure tax lien certificates.

I tell people: look beneath the surface. The best opportunities
usually not readily, obviously visible to everyone, or instantly
and easily understood by every Tom, Dick, and Mary. In this
case, you can settle for 3%, 4%, or 5% returns on your savings, or
you can get 14%, 18%, or 24%. It's up to you. Your decision
be the difference between being "comfortable" or getting
rich. You work hard for your money. Shouldn't it work as hard a
possible for you?
To receive free information package about tax lien invest-

ing and complete home study manuals and courses, tele-classes,
and even buying trips to auctions, fax a request to Ted Thomas
at (321) 449-9938 or call (321) 449-9940 and for the offer
from the No B.S. Wealth book.

How Entrepreneurs Can Use
Mortgages to Fix Their Cash Flows,
Take Full Advantage of the Tax
Code, and Get Cash to Invest!
Scott Tucker
was kind advice growing

up, the stuff we heard "at the top of the stairs," as Dan
puts it, the stuff we all too often hear from our
most, if not all of it, is wrong!
The days where you needed to put 20% down on a home
purchase are gone, and so are the days where all debt is bad.
While we all strive to be 100% debt-free, we all also know that
borrowing can sometimes benefit us much more than waiting to
have a 20% down payment or paying all cash for something.
Often, the borrower can benefit much more than the lender.
what the borrower must focus on is not how much the lender
237
benefits, but how the borrower can take advantage of a

opportunity through borrowing. The opportunity must be r<
solid and profitable to debt.
You're still a fool to bet the farm on a roulette wheel,
least once a year all of us even if you've got your eyes shut
your ears plugged, come across at least one investment
nity sure to succeed. Unless a comet strikes. And even the
maybe with the right insurance
About three years ago, I zapped all the equity from a
minium that was my principal residence. I took that money, and
I put nearly $96,000.00 down on two commercial condos.
(Commercial lenders do still require 20% down in most cases.)
bought these two commercial condos at preconstruction prices
a very hot and still developing area.
I needed one commercial condo for my then new mortgag
brokerage business. The State of Illinois requires that I have
commercial office, not simply work from home. The other com
mercial condo I bought was as an investment.
I paid $480,000.00 for those commercial condos combined
$96,000.00 down, the rest financed over 30 years. Only 18
after I closed on those condos, their value is about $660,000.00. I'm
selling one, "vanilla boxed," pending sale next month at
$317,500.00, and paying only 15% capital gains tax (thanks
President George W. Bush) on a gain of about $87,500.00. So, I mad
$74,375.00 after taxes, in about 18 months, doing nothing. Oh, and
I've still got the other commercial condo, too! But I'm keeping that.
That's only one example of how using mortgages to borrow
money can make you money. What if you don't have $96,000.00 of
home equity? And you don't know how or where to invest in
commercial real estate?

An answer can be in this story of my customers, Matt

Janice Gunn. Matt owns Moonfly Inc., an advertising
By getting them a new my exception-
productive was able to save them $2,156.98
month on their monthly bills, improve their credit, pay
off all three of their mortgages, their car loan, and 24 credit
cards. I even got them $15,924.56 in cash left over at the closing
to fund the invest in residential or commercial real estate,
or save tax-free for the kids' college, whatever they want to do
with it.
They also got two months with nothing to pay on anything.
That kept another $10,320.36 in their pockets right there, more
money to save invest.
Each of those 24 credit cards was still open for their use, and
was their decision which to keep, which to close.
I always recommend that my customers keep four credit
cards open besides the conventional first mortgage that I get for
This keeps their credit scores up. Not enough credit lines
open on your credit report, and your score will sink. And you'll
not be treated fairly later.
So they save $2,156.98 every month. That's $25,883.72 a year,
tons of money they can save and invest. Over ten years, they can
$259,000.00. It almost doesn't matter what they invest in,
be much further ahead by having re-arranged their debt
leveraged their equity. They could buy single-family homes,
reconstruction condos, commercial properties, or, for that mat-
ter, invest well in stocks and bonds. They could follow the advice
use the methods in the other experts' Bonus Chapters in this
book. By any reasonable method, this liberated cash for invest-
ments should make them millionaires.
HOW ENTREPRENEURS CAN USE MORTGAGES TO FIX THEIR CASH FLOWS

Nearly all of my clients are also getting huge additional tax-

deductions as a result of what I'm doing for them. Most now get
to write-off 100% of the interest they now pay, as most of what
do involves their principal residence. (The interest on their credit
card balances and most other debt was not tax deductible.) They
may even get tax benefits on rental property.
Learn from Pascal Kerin, another customer of mine. He emi-
grated to the United States from Ireland a few years ago to make
it big as a builder. He started from scratch, built one small three-
or four-unit project at a time, and snowballed it to the next deal,
and so on.
When Pascal called me for help, he was in a tight spot for
cash to finish the rehab of the three-flat he lived in and to finish
the construction of a new three-flat with his business partner. (A
three-flat is a common structure here in Chicago that looks like a
three-story house squared-off, with a flat roof, but is actually a
three-unit apartment building.)
Pascal needed to raise some money to get these two projects
finished.
Like many business owners, Pascal couldn't show tax returns
to the lender. It wasn't that he doesn't pay his taxes, just that his
tax returns wouldn't be of any use with the underwrit-
ers. No pay stubs, no W-2s. Nothing "normal."
I got Pascal $59,820.40 in cash. I also got him two months
without mortgage payments to make on the that he owned
and lived in. That freed-up another $5,526.84 right there. Over
$65,000.00 cash, borrowed to make money.
And here's one that might pique your interest. My client
Cheryl Sloane called me up and told me that she needed cash to

start, of all things, a women's boutique selling lingerie and

"other unmentionable items."
She had just been turned down by her life-long bank, and
every other bank in town. No one wanted to lend her any money.
sure many entrepreneurs reading this can empathize!
I ended up getting her $82,865.43 in cash to start the business,
plus two months with no payments due to anyone, except utili-
ties and groceries. Those two months with no bills kept another
$4,658.36 in her pocket to put into the business.
I not only got her all the cash she needed for "G Boutique,"
but I combined her two old mortgages and paid off every other
bill she had. I even settled a collection against her for less than
60% of the balance due. That meant that we only had to pay the
people at the collection agency $5,760.00, rather than the
$9,600.61 that they had been hassling her about. So there's
$3,840.61 saved right there. And the collection calls stopped, too.
All that cleaned up her credit report. And she only ended up
having to pay $22.57 more a month! Over $85,000.00 in cash to
start a new business for only $22.57 a month! Can't beat that.
I hope after reading all this that you can now understand
what I meant about the overlooked opportunities to
borrow money, through mortgages, to make money. Money freed
up, very quickly, to invest in many things: new businesses, new
real estate properties, whatever you like.
Scott Tucker is a mortgage broker in Chicago, Illinois. He

specializes in nonprime and different mortgage refinances. In
HOW ENTREPRENEURS CAN USE MORTGAGES TO FIX THEIR CASH FLOWS

addition, Scott now helps folks, from working-class homeown-

ers to affluent individuals, invest in "managed for com-
mercial real estate properties, especially in cities other than
where they reside. He is able to "shake loose" for them the cash
with which to do this investing. He also provides seminars,
coaching, and consulting for other mortgage brokers in the
United States and Canada. Scott may be reached only via fax
at (773) 327-2842.

How to Best Finance a College
Save Tens of
Thousands of Dollars
Ron Caruthers
are that
wealth. There's the way you think, which Dan has writ-
ten and spoken about extensively. There's the income
you create but, more important, the percentage of that income
you keep and multiply. One often overlooked path is the money
you save from waste. Most busy entrepreneurs actually waste a
lot of money. Because they are too busy to pay attention to differ-
ent things, they just write the check and run faster to earn more.
With some trivial expenses that's okay. But for something in the
$60,000.00 and up range, like your son's or daughter's college
education, that's a mistake. After all, to net $60,000.00 after taxes,
243
you probably need at least in income. If your

ness has 50% costs of goods and overhead, you need to
$200,000.00 of whatever you sell. So ignoring opportunities
send your kids to college for free or nearly free is like
$200,000.00 or more down the child! If you happen
have four or five kids, we're talking about a millionaire sum.
How to Finance a College Education

One of the biggest impediments to long term wealth
tion is the little expenses that seem to add up and get in the
of true wealth. And for those of you who are parents, one of
biggest expenses of all will be your children.
From bringing them home as cute little babies (most ton
with a whopping hospital bill), through their younger years
with piano lessons, soccer camps, and of that really
holds a candle to the cost of a college education.
If you haven't been following what schools cost these days,
even the cheapest community college is several thousand dollars
a year, and that does NOT include room and board.
In California, where I live and run my college planning prac-
tice, the cost of the cheapest state school, including room and
board, is over $15,000.00 per year. And most students need more
than four years to graduate. Private schools start at ove
$30,000.00 per year, with many costing as much as $45,000.00 pe
year. In other words, you'll be spending somewhere betwee
$60,000.00 and $180,000.00 for each of your children to attend
school.
And, if you finance that education through the traditional
government-sponsored loans, you can be charged as much as ten

points on the front end as an origination fee (in other words, they
want an additional 10% to give you the money). This, plus the
interest on your loan, can double the actual amount that you
spend.
Even if you've only got one child, this can make a serious
dent in your cash flow and wealth accumulation plans.
Well, it gets worse.
If you have young children, you can expect the cost of college
to double in the next seven years. So, if your children are still in
grade school, instead of $15,000.00 to $45,000.00 per year, you're
looking at $30,000.00 to $90,000.00 per year, or $120,000.00 for a
state school education and $360,000.00 for a private
school degree.
Is it worth it? Well, according to the US Census Bureau, col-
lege graduates with four-year degrees earn, on average, 70%
more than those that just graduate with a high school diploma,
so you could argue that it is. But still, that's a whole lot of money.
And no one really seems to have the answers about who really
gets any aid or how to get it yourself.
Most people assume that they make too much money to
qualify for any assistance. Or that their child needs to be an ath-
lete, a straight A student, or a minority for the school to take an
in them.
Worse, most guidance counselors usually aren't any help at
all in the process. And, as I'll show in a minute, even the most
well-intentioned CPA or financial planner often gives advice that
hurts more often than it helps.
Depressed yet?
Don't be. In the last 11 years, I've cracked the code on how to
make this an absolute breeze and how to get thousands of dollars,
HOW TO BEST FINANCE A COLLEGE SAVE TENS OF THOUSANDS OF DOLLARS

no matter how much money you make or how good a student

you have. My methods have worked for over 1,125 individual
families that I've personally worked with, including
from single moms to CEOs to a famous country singer.
So, here are the five things you must know to get started and
get a boatload of FREE money:
Five Things You Must Know to

Save Thousands on College
Step 1: You must know the rules that the Department
of Education uses to determine
"need based" aid.
Here's what this means. Congress has a formula that uses 74
ferent criteria from your family's situation to assess what the
feel you can afford for your student each matter how
much that school costs.
They take into account things like your income and assets,
your student's income and assets, how many in your family will
be going to school that year, the age of the older parent, and on
and on.
All this data is then run through a needs-analysis formula to
calculate a magic number called an EFC, or Expected Family
Contribution. (I teach classes on this all the time, and I'm still
shocked at the number of parents with kids already in college
who have no clue what an EFC is.)
This amount is then subtracted from the total cost of atten-
dance of each college, which includes room and board, tuition
and fees, money for books, and even an estimated amount for
personal expenses and travel back and forth to the school.

The difference, if there is one, between the two numbers is

how much need a family is eligible for.
Now, here's the exciting part.
The formula was written by crazy people. It makes no sense
all. If you own a business or are an entrepreneur, since I'm
dealing with a government formula, you'll understand what I'm
talking about. A lot of what they do doesn't make any sense.
But if you will take the time to understand what the rules are,
you can legally and ethically lower your out-of-pocket cost by
thousands or even tens of thousands of dollars a year.
For instance, having $10,000.00 in your student's name will
raise what you are expected to pay by $3,500.00 per year
or $14,000.00 over four years. In other words, you can actually
lose more in aid than you saved by having the money in the
wrong place! But, if you know the rules, it's usually pretty easy
move that money somewhere that it is exempt from being
counted at all. And you just became eligible for a whole lot more
By the way, because most CPAs and financial planners are

to how this formula works (most don't even know it
their advice often is to put the money in the worst place
possible. So, watch out around them!
Now, once you've gotten your EFC as low as legally possible,
time to move on to step 2.
Step 2: You must research each school that your

son or daughter is interested in for its
financial aid history.
You've lowered your EFC, making you eligible for as much need
possible, but that doesn't mean

Next, we've got to research what each school historically

offers to its students. I can't say that this information is readily
available (I pay an fortune to track these numbers in my
office), but with a little digging, you should be able to find out .1
rough idea of what they offer.
Here are the three things you want to know for every school
you're looking at.
What percentage of your need will they meet?
you want as close to 100% as possible, although with my clients,
we're happy with anything over 80% of need met. In
words, if you have an EFC that has been reduced to $10,000.00,
and your student is looking at a school that costs $35,000.00, you
have a need at that school of $25,000.00. So, what we want to
determine beforehand is how much of that $25,000.00 the school
will help you with.
If the school will meet 80%, then you'll be getting
in financial aid, so you'll have to come up with your EFC of
$10,000.00 plus the $5,000.00 the school will leave you short. So,
in this case, you'll pay $15,000.00 out of pocket each year for a
$35,000.00 school.
Next, you need to determine what percentage of the nee
that they meet is "gift" aid, or free money that never has to be
paid back.
Let's stick with the example above for another moment. If
school was offering you 75% gift aid, that means that
of your $20,000.00 of aid would be free and $5,000.00 would be
"self help" program like work study or a low-interest loan.
This is critical to find out early because by knowing the
numbers, you can determine what college will really cost
Many times, you can have two schools that have the same cost

attendance, but one ends up being much cheaper because it meets

much higher percentage of need and gives away a lot more free
money.
Step 3: Fill out all the financial aid forms

accurately and on time.
is where most parents drop the ball.
First, many mistakenly assume that they don't qualify for
financial aid, and because the forms are a hassle (they are
government forms after all), they don't even bother with them.
Huge mistake.
Always fill out whatever financial aid forms your colleges
if you think you make too much money.
The main form that the Department of Education uses is the
AFSA. It stands for Free Application for Federal Student Aid,
a n d every school in the country uses it.
It's like filling out a tax return, and many of the questions are
ken directly from your taxes.
However, here's something to watch for: According to the
of Education, 92% of the FAFSAs are turned in with
one or more errors on it, in many cases costing the parents a ton
financial aid. So, you want to plan ahead by knowing how to
lower your EFC, but then you've got to make sure that your
is error free. The best advice I can give is to carefully read
the directions and take your time with the forms.
Also, financial aid is given on a "first served"
basis, so you don't want to wait until the last second to turn in
and the other forms. In our office, we make sure to have all
the financial aid paperwork completed for our clients no later
the end of January of the year the kid is going to school. So

in other words, for the class of 2006, who will be leaving for
lege in the fall of 2006, we filled out the forms in January of 2006.
And because most people don't have their taxes for the pre-
vious year completed, it's perfectly acceptable to estimate your
numbers. You just have to let the colleges know that's what
you're doing.
In addition to the FAFSA, there is a whole host of other forms
that schools require, and to get a financial aid award, you have to
provide them with everything they ask for. It may seem frustrat-
ing and intrusive at times, but the payoff will be worth it. So,
don't delay, and get them everything they ask for.
And, be proactive about checking with each school to make
sure they've received what you sent them. You'd be surprised at
how many times a student's award letter is delayed because the
school has misplaced your documents. This can be a real prob-
lem if they've given away most of their money in the meantime,
so stay on top of them.
Step 4: Don't be afraid to negotiate with the colleges.

The reason why you want to apply to six to eight schools i
because you want to make sure that your student is accepted at
more than one school so you have multiple offers on the table.
Many schools will compete with other schools for students (even
though they all deny the practice) or will give consideration to
extenuating circumstances.
So don't be shy about politely explaining to a school that even
though your child is thrilled to be accepted at their university, it
will be much cheaper for them to attend another college that has
offered a much better financial aid package. You'll be amazed at
how often additional money will appear, just for the asking.

HO B . s . Guide to Wealth Attraction for Entrepreneurs
Also, you need to alert them to things that may not have
shown up when you filled out your financial aid paperwork like
a recent lost job, extensive medical bills, or things like that.
Step 5: Use tax-advantaged, low-interest ways

to pay for college.
Even if you think you make too much money to get any aid, there
are always ways to save thousands for college.
For instance, how you pay for your share, whether you pay
as you go, take student loans, or use home equity can have a dra-
matic impact on how much college really costs. So, by paying
attention to all the details of your financing, you can save a ton.
Also, most entrepreneurs qualify for things like "tax scholar-
ships," which are specific ways of paying for college on a tax-
advantaged basis, that saves them thousands of dollars legally
on their taxes, whether they get any financial aid or not, as well
as saving tens of thousands of dollars in interest and fees that the
colleges would normally charge them. I don't have the space in
this chapter to go into details about how to use this tool because
everyone's situation is slightly different, but the important thing
is to understand that it exists.
There you have it. The five steps to really getting money for
college, no matter what your situation. It might seem a bit over-
whelming at first, but by following my steps you will save your-
self a mountain of cash, taxes, and interest on the college process.
No doubt, you can put that money to much better use.

252 Guide to Wealth Attraction for Entrepreneurs
Ron is the nation's leading expert on money for

college. He also assists his clients and their children with every
aspect of college and career planning. Since 1995, he has assisted
1,125 families. He and his associates work with clients
throughout the United States. For more information about
Ron's services, the tax scholarship programs, and other money
for college programs, visit www.collegeplanninginc.com or call
(760) 438-9095. You can also sign free e-mail tips on col-
lege planning and funding at the web site.

i
Do You Make Mistakes

with Your Credit?
Stephen Snyder
ago roarer, applied for as

credit as you wanted, and as long as you paid your bills on
time, your credit rating was good. That's all changed. You
are now scored. Lenders now use credit scoring to determine not
only if they will offer you credit but also what interest rate they
will offer you. So depending on that score, you may pay tens of
thousands of dollars more or less on your home mortgage, thou-
sands of dollars more or less on your auto purchase, or thou-
sands of dollars more on business equipment purchases. Even
insurance companies now use credit scores to determine who
they will or won't insure and how much they'll charge. In fact,
253
254 Guide to Wealth Attraction for Entrepreneurs
your credit score is now one of the most important numbers

your life.
Until recently, these credit scores and the means by which
they are calculated was a closely guarded secret kept from con-
sumers. Beginning in 2003, you were able to get access to your
scores. Right now, you can get all three of your credit scores, a
detailed report explaining your scores, and more helpful infor-
mation at www.myfico.com/12. And this inquiry will NOT
lower your credit scores, as many types of credit inquiries do.
Of course, knowing your scores is one thing, knowing what
to do about managing and improving them is another. As an
entrepreneur, busy and occupied with your regular business
responsibilities, you may immediately think this too trivial to jus-
tify your time and attention. You'd be wrong. Actually, one of the
easiest, quickest, and surest ways to improve your lifestyle is to
deliberately improve your credit scores. You can live wealthier
for less, by paying the lowest possible interest on everything.
And if you happen to be a real estate investor, this takes on even
greater importance and value.
I've identified 38 major mistakes most people unknowingly
make that negatively affect their credit scores. Many seem like
the right things to do, yet they actually lower your credit scores
instead of improving them. Some of the most frequently made
mistakes are:
#3: Having unnecessary credit inquiries
#4: Using lenders that do not report your credit accurately
#6: Maxing out credit card limits
#11: Closing credit accounts
#16: Using cash
#19: Transferring credit card balances to get a better interest
rate

#22: Paying off installment credit accounts early

#25: Not increasing credit limits when you can
#29: Using personal credit for entre-
preneurs tend to be sloppy about!
Incidentally, even if you've gone bankrupt, you can recover
quickly, and you can establish excellent credit scores quickly. One
of the things I talk candidly about in my Home Study Program,
"Increase Your Credit Your Lifestyle," is my
own recovery from bankruptcy years ago, and how I went from
credit scores in the low 600s to over 800, and how I've achieved
financial independence.
Like most people reading this book, I'm an entrepreneur,
now with several large businesses, and an active real estate
investor. I think the management of credit scores is one of the
things most entrepreneurs overlook as a serious wealth strategy.
Simply put, you can spend a lot less for the lifestyle you want by
paying a little bit of attention to managing your credit scores,
credit, and debt more money available to invest,
to build wealth.
Stephen Snyder has appeared on CNN, CNBC, Bloomberg

TV, and been quoted in Parade Magazine, Newsweek, and
The Wall Street Journal as a respected expert on credit scores.
He is the author of the book Do You Make These 38 Mistakes
With Your Credit? For more information, visit
yourcreditscores.com and www.38mistakes.com.
DO YOU MAKE YOUR MISTAKES WITH YOUR CREDIT?

Why Smart Entrepreneurs
Need Smart Financial Advisors
Dennis Tubbergen
cated in recent years. There are now almost twice as

many mutual funds and other packaged investments
than there are stocks to put in them. Due to the fact that the U.S.
tax code is now over seven million words and growing every day
with a constant stream of IRS revenue rulings, revenue proce-
dures and private letter rulings, it's extremely difficult for a busy
entrepreneur and his current advisors to stay on top of every-
thing that's important in the financial arena. That task remains
challenging for me and my team of advisors, tax experts, attor-
neys, and other specialists, and it's our full-time endeavor. I
257
could go on giving you many more examples, but the point

want to make is that no entrepreneur should go very long or
without assembling a team of truly expert financial advisors and
specialists who are looking out for his best interests.
I work with over 2,000 financial advisors, attorneys, CPAs,
registered investment advisors, and insurance agents all across
the country. I am president of an investment advisory company
that directly manages over $50 million in client funds on a discre-
tionary basis and tens of million more on a nondiscretionary
basis. I am often called upon by financial advisors, attorneys, and
accountants to develop customized tax reduction plans, estate
plans, and business succession plans and to restructure existing
portfolios for efficiency.
There are a lot of good reasons you need more likely,
these experts working on your
1. As noted, there's way too much going on in the world of
money, taxes, and investments for you to follow and be
knowledgeable about.
2. It's likely that your regular CPA can't be relied on to bring
you all the information that's necessary to accomplish all
your financial goals. Why? Frankly, many CPAs aren't
proactive when it comes to saving you money on taxes or
seeking out new strategies to reduce taxes that come
about when the IRS makes changes in the tax code. CPAs
tend to record history, analyze what happened, and prop-
erly document these historical facts for the IRS. Some
CPAs do offer sound financial advice, but many simply
don't go far enough to help you preserve and create
wealth, save taxes, and achieve maximum financial bene-
fit from your business.

3. You may miss exciting financial opportunities. Many

entrepreneurs are focused on and very good at making
money, but they usually work harder than they need to for
a lot longer than they'd have to in order to reach their
financial goals and desired levels of wealth. They get so
busy "making," they give little time or attention to "mul-
tiplying" through tax savings opportunities and other
financial strategies. Many opportunities are overlooked.
4. You are unnecessarily vulnerable. Without expert advice,
assistance, and even nagging, most entrepreneurs leave
more of their wealth than necessary locked up inside their
businesses rather than extracting it as they go through bet-
ter investing, overlooked tax savings strategies, and
unique wealth extraction methods. As the old axiom goes,
too many eggs in one basket is just not a wise strategy.
5. Many entrepreneurs that I've ever worked
ing many with good overpay taxes. They pay
far more than is legally necessary because they are too
busy and running too fast to get creative, expert advice on
a wide variety of different strategies for tax reduction.
Sure, you've probably set up a retirement plan like a
401(k), Keogh, simple IRA, or SEP/IRA, but these strate-
gies are really just deferral strategies. Although these
strategies are appropriate for many entrepreneurs, there
are other tax savings strategies that aren't deferral based,
they're deduction based. The difference? Deferral simply
means that you deduct something now and you must
claim it as income later. Many deduction-based strategies
don't have that kind of trade off; they simply offer imme-
diate tax savings.
WHY SMART ENTREPRENEURS NEED SMART FINANCIAL ADVISORS

2,60 NO B.s. Guide to Wealth Attraction for Entrepreneurs
Frankly, dumb entrepreneurs operate all out of balance

too much time and energy given to making money and too little
focus on wealth building. And as Dan Kennedy points out,
income is perishable. Income is NOT an asset. You need to con-
vert income into wealth deliberately and systematically. That's
where the right team of knowledgeable advisors comes in.
We live in the age of ultraspecialization. If you need heart
surgery, you don't rely on your family doctor. If you own an exotic
sports car or luxury automobile, you don't take it to the mechanic
at the corner garage. You shouldn't take your wealth develop-
ment to any ordinary accountant or CPA either.
So, how do you find and choose an advisor or advisors to
work with? It's not easy, but it is important. Every day that you
procrastinate and put this off may add a hundred days to your
work life. Costly mistakes may be made. Once made, money is
lost forever to taxes that could be diverted to productive invest-
ments. I cannot urge you strongly enough to make the time right
now, this week, to seek out and interview one or several advisors,
and settle on one to get some "money diagnosis" and advice
from.
To help, here are a few tips:
Because many advisors out there are not really advisors at
all but rather product salespeople, ask your prospective
advisor to identify tax savings in your current financial sit-
uation. Ask him specifically how much the savings would
be and ask him to explain how these savings will be
obtained. Get some results BEFORE you hire him. Taxes
are probably the most overlooked area and, ironically,
often offer the greatest area of

Get referrals. If an advisor doesn't have a track record of

getting results for busy, affluent entrepreneurs, you don't
want him using you for a case study.
Ask about his support team. At a minimum, in today's
highly complex world of money and taxes, an advisor
should be using three other professionals to help with
your money diagnosis: a qualified asset protection special-
ist, a qualified tax planning specialist, and a qualified port-
folio design specialist.
Why won't you follow this advice and seek out a top advisor
to work with? There are four main reasons.
1. Procrastination. Putting it off until you have more money to
invest or until some event or benchmark is reached. But
then there's always another reason just around the corner,
always another reason to wait. Tomorrow never comes.
2. Being too busy. The bottom line is that most entrepreneurs
go their entire lives "too busy" making their livings and
making their businesses work to actually extract, create,
and multiply wealth. For as long as you are in business,
you'll be working on and in your business. But you can put
money to work for you and let it work to multiply itself
without requiring your day-to-day attention or time. In
many cases, a savvy advisor can find money you're now
literally wasting, through overpaying taxes or letting it
sleep idle, generating little or no yield. He can then make
it work for you in vehicles that require little of your time.
3. Being intimidated. Many entrepreneurs feel that they can
never understand all the ins and outs of investments, tax
strategies, and wealth-building techniques, so it is easier

and more comfortable to avoid serious discussions.

However, one of the marks of a top advisor is his ability to
simplify the complex and present strategies to you that you
can quickly and easily grasp and intelligently decide on.
Quite simply, these are not legitimate, good reasons to avoid
dealing with personal wealth development. They are actually
excuses for failure. After all, you do have a plan for your busi-
ness. You need a wealth plan, too. And not one from some off-
the-shelf software program, a template plan. You
need and deserve a customized plan prepared by a top advisor
who takes the time to understand you, your business, your fam-
ily, and your objectives.
To find information about different kinds of advisors and

financial services professionals who follow my philosophies and
strategies, you can go to (To sub-
scribe to Mr. weekly Financial Opportunity White
Paper via e-mail, go to www.dennistubbergen.com.)
you happen to be financial advisor, financial planner or
Registered Investment Advisor interested in strategies that can
benefit your clients and/or in sources of good, new clients, you
should get a free report from Mr. Tubbergen's office, "Cutting
Edge Financial Strategies." Request it by fax at (800) 521-
7856; ask for the report by name and include your name,
address, and e-mail address with your request.
About the Author: Dennis Tubbergen, president of USA
Wealth Management, is author of three monthly newsletters: for

consumers, for financial advisors, and for financial professionals.

He is a frequent speaker at industry events and has over 20
years of experience working in wealth development for his own
clients and with over 2,000 financial advisors and tax profes-
sionals nationally. He is the creator and host of the Magic
Money radio show and writes and produces two monthly
audio productions: "Seminar on Tape" for consumers and a
series for financial professionals. He has pioneered the team
approach in tax and financial planning and is often hired by
financial professionals to consult with them on complex plan-
ning cases.

Making money as an entrepreneur and making
excuses are mutually exclusive,
wholly incompatible.
KENNEDY IN WO B . S . BUSINESS SUCCESS
The successful man or woman is the person who

can say, "This i s the goal am working toward.
And this is the way I'm going to get there. And
when reach that goal, I'll have others by that
time, and I'll use this same
by reach those goals as
NIGHTINGALE
WEALTH RESOURCES
Introduction to Wealth
Resources
need a of and
resources.
Resourcefulness is the ability to take whatever
resources you've got and can get and to turn them into what you
want. To invent, innovate, and implement. To overcome obsta-
cles and adversity. To get things done.
To some extent, you need resources to be resourceful. Even a
Boy Scout needs two dry sticks and some how-to information in
order to start a fire.
I have been an aggressive gatherer of information my entire
life. Whenever confronted with a new opportunity or problem,
269
my first response is to gather information, and my second to

experts. I want to know as much as I can before I act. That doesn'l
mean paralysis of analysis or endless procrastination
Fortunately, there is a wealth of information readily
about just about any subject, and I think it's tragic and
ing that so many
and stumbling in the dark instead of the sure and
progress more likely with the illumination of information.
I have also been an avid reader all my life. I read autobiogra-
phies and biographies of successful people for insight, ideas,
inspiration, and encouragement. I read business books, self-
improvement books, and how-to books in every area of interest.
I am shocked when I encounter entrepreneurs who don't read!
In this section, I've provided my short list of mandatory
reading on wealth. It is by no means an exhaustive or complete
list, and for the sake of brevity, it omits many books, periodicals,
and newsletters I regularly read or own and reread from time to
time. I mean no disrespect to any author whose works I've omit-
ted. I've tried to build more of a starter list here. Also in this sec-
tion, I've listed people I think you need to "meet," if not in person,
then through their web sites, newsletters, seminars, books, or
other resources. Again, I've omitted many that would make a
complete and exhaustive list with no disrespect or slight intended.
Also, there's contact information for just about everybody men-
tioned in the book.
First, though, a few thoughts about resources from two of my
speaking colleagues, men I respect, recommend, listen to, and
have benefited from a great deal
Jim is one of the foremost success philosophers living
today. I have been influenced by Jim's work from very early in
SECTION III WEALTH RESOURCES

my career, have been privileged to appear on programs with

him, and have had him speak at one of my conferences. I fre-
quently use Jim's statement: "Rich people have big libraries, poor
people have big TVs. It is not coincidental." Here are a few more
thoughts from Jim:
"The book you don't read won't help."
"Don't just read the easy stuff. You may be entertained by
it, but you will never grow from it."
"Miss a meal if you have to, but don't miss a book."
"Everything you need for your better future has already
been written. It's all available. All you have to do is go to the
library. But only 3% of the people in America even have a
library card. They're free."
"Would you like to guess how many people make wealth a
study? Very few. Considering the many men and women who
seek wealth and happiness, you'd think they would make a
careful study of wealth. Why they don't is in that special cate-
gory I call of
You can get more information about Jim books, audio
programs, and seminars at by calling (800)
929-0434, or by sending a fax to (972) 401-2003, and I urge doing
so. Please mention that you read about Jim in this book when you
call or write.
Brian Tracy is the most amazing compiler, organizer, and
teacher of information I have ever known. He has written dozens
and dozens of books, recorded hundreds of hours of programs,
and always seems to be bringing more information forward. He's
INTRODUCTION TO WEALTH RESOURCES

been at it for more than 25 years and speaks to more than

people a Harvey Mackay (Swim with the Sharks),
Denis Waitley (Psychology of Winning), and me! Brian and I have
appeared together at over 100 events, and I've had Brian speak
my conferences as well. Significantly, Brian's own journey began
as an itinerant laborer, devoid of direction in life, with no money
and no apparent means of getting beyond a low-wage, low-
income, low-lifestyle existence. He rose to success as an entrepre-
neur and to prominence as an advisor to CEOs of many of
America's most prestigious corporations. Here's what Brian says
about "feeding the mind":
your mind constantly with words and images and
input consistent with the direction in which you are growing.
Read books and magazines for personal and professional devel-
opment. Listen to educational audio programs at every oppor-
tunity. The more you read, listen, and learn about any subject,
the more confident and capable you feel in that area. As you
improve your inner understanding, you automatically improve
your outer results.
Brian also says this about "association":
Get around the right people. Because of the strong sugges-
tive influence that other people have on you, for good or ill, you
must be extremely careful about who you choose to spend your
time with. Dr. David McClelland of Harvard found, after 25
years of research, that a choice of a "negative reference group"
was in itself enough to condemn a person to underachievement
or failure in life. Your reference groups are the people you asso-
ciate with (as well as the books you read).

To get more information about Brian's books, audio pro-

grams, and seminars, go to www/briantracy.com, call (619) 481-
2977, or send a fax to (619) urge you to do so. Please
mention that you read about Brian in this book when you call or
write.
In closing, I want to tell you one little "brag story" that makes
a good point. Very early in his work as a speaker and author,
Mark Victor Hansen made a list of all the people he wanted to
meet personally. You may know Mark as co-author of the Chicken
for the Soul series or the book One-Minute Millionaire. Today,
he is a multimillionaire entrepreneur involved in a dizzying
array of business, charitable, and publishing endeavors. It wasn't
always that way. Mark was once bankrupt and starting over,
driving an old, battered car, struggling to get traction. That's
when he made his list of people he admired, people who inspired
him, people he viewed as influential who might assist him in
achieving his goals, people he intended to meet. He has system-
atically met just about all of those on that list. I'm pleased to say
my name was there.
The point is, he made a list. I, too, keep lists of people I intend
to meet, the next books I will read, the information I need and am
seeking. You should, too. Hopefully, the information on the fol-
lowing pages will help.
INTRODUCTION TO WEALTH RESOURCES

Books to Read/People
to Meet for Wealth
Development
The Millionaire Next Door by Thomas Stanley is the seminal

research study, the inside peek at how millionaires, especially
millionaire business owners, actually make, preserve, invest, and
spend their money, think about money, and grow wealth. Your
money education is incomplete without studying this book and
Stanley's other works.
The One-Minute Millionaire by Mark Victor Hansen and Robert
Allen. Robert Allen was a pioneer in the "no money down" real
estate movement. Mark is one of the most visionary entrepre-
neurs I know. Together, they are best-selling authors and dynamic
275
promoters. This book addresses thinking about wealth in an

important way. Contact:
Think and Grow Rich, Laws of Success, Grow Rich with Peace of
and Master Key to Success by Napoleon Hill, and The Success
System that Never Fails by Clement Stone. These men defined
the success philosophy that just about all subsequent authors,
lecturers, and coaches in the field have studied. In one survey,
more CEOs ranked Think and Grow Rich as the most
book they'd ever read than any other except the Bible. Contact:
www.napoleon hill.com, www.thinkandgrowrich.com.
The Virtue of Prosperity by Dinesh D'Souza. From the perspectiv
of an immigrant, D'Souza explores the America dream,
virtues and responsibilities of prosperity, and a number of polit-
issues about wealth. Again, I do not agree with
everything in the book, but I recommend it because it is especially
provocative.
The Trick to Money Is Having Some by Stuart Wilde. You really
MUST get and read this book. If you are "pulling your punches,"
this may set you straight!
The Richest Man in Babylon by George S. Clason. A classic "fable"
that presents the fundamentals of thrift and personal wealth.
Atlas Shrugged by Rand. This is, in my opinion, the most
important novel ever written.
Business/Entrepreneurship
Sex, Money, KISS by Gene Simmons. Gene created the rock band
KISS over 30 years ago. KISS continues as a juggernaut of licensing

and merchandising, with over 2,000 licensed products, including

KISS Kaskets, Kondoms, and VISA credit cards! Most people are
unaware of what an extraordinary entrepreneur Gene is. In my
opinion, this book is one of the most truthful business books ever
written. Contact information:
Start with No by Jim Camp. Jim is a top negotiator and negotiation
coach with a different take on the subject that I found refreshing,
provocative, and useful. Contact: www.CampMethod.com.
Winning Through Intimidation, recently republished as To Be
Intimidated or Not to Be Intimidated, and Action! by Robert Ringer.
He's one of my favorite authors, and his original book has had as
much or more influence on my business modus operandi than
any other book. Contact information: [email protected],
fax (703) 754-0955.
The Brand Called You by Peter Montoya. While I do not agree
wholeheartedly with everything Peter usually
counsel that you should build brand as a by-product of direct-
response own wealth and that of many of my
clients is absolutely, directly linked to powerful personal brand-
Contact: www.petermontoya.com.
Mastering the Rockefeller Habits by Verne A practical
how-to book about growing, and increasing the value of a busi-
ness. If you must have employees (which I no longer do),
Chapter 2 is indispensable.
General Success
Success Is an Inside Job by Lee Milteer. Many of my clients put all
heir students, clients, and associates in her Millionaire Mindset
BOOKS TO READ/PEOPLE TO MEET FOR WEALTH DEVELOPMENT

Tele-Coaching Program, rapidly becoming the largest of its kind.

Lee did much of the research work and served as interviewer on
the audio in my Renegade Millionaire System. She is a gifted and
capable success, peak performance, and prosperity coach.
Contact:
The New Psycho-Cybernetics by Dr. Maxwell (with Dan
Kennedy). I owe an enormous debt to Dr. Maltz and his work,
and am very pleased to have had the opportunity of updating it.
You cannot out-earn or "out-wealth" your self-image, so this is of
prime importance. Contact: www.psycho-cybernetics.com.
Other Works by Dan Kennedy
The No B.S. Series

No B.S. Sales Success (Entrepreneur Press)
No B.S. Business Success (Entrepreneur Press)
No B.S. Time Management for Entrepreneurs (Entrepreneur Press)
No B.S. Direct Marketing for NON-Direct Marketing Businesses
(Entrepreneur Press)
Make Millions with Your Ideas (Plume)

The Ultimate Marketing Plan (Adams Media)
The Ultimate Sales Letter (Adams Media)
The New Psycho-Cybernetics with Dr. Maxwell Maltz (Pearson)
Zero Resistance Selling

B . s . Guide to Wealth Attraction for Entrepreneurs
The Ultimate Success Secret

Why Do I Always Have to Sit Next to the Farting Cat? (petethe
printer.com)
Complete Catalog of Audio Programs: www.nobsbooks.com
Web Sites of Special Interest

www.nobsbooks.com
Information about all books in the No B.S. series, free sample
chapters, bonus gifts for each book, and free e-mail courses for
the No B.S. Wealth Attraction and No B.S. Direct Marketing for
NON-Direct Marketing Businesses books.
www.dankennedy.com
Information about Dan Kennedy professional services, newslet-
ters, and audio products. Also, Inner Circle
annual Marketing and Moneymaking SuperConference and
annual Information Marketers' Summit.
Information about Dan's Renegade Millionaire System and

annual Renegade Millionaire Retreat.
www.nationalsaleslettercontest.com
Information about the sales letter/marketing plan contest, fea-
turing a new Ford Mustang as top prize. No purchase required to
enter.

www.petetheprinter.com
Home of DONE4YOU publications and services, including
ready-to-use customer newsletters for any business, featuring
Dan Kennedy content. Also, two special Dan Kennedy publica-
tions: No B.S. Letter (only for information mar-
keters) and Look Over Dan's Shoulder (for direct-response marketers
and copywriters).
www.psycho-cybernetics.com
Dr. Maltz and publications.
www.entrepreneurpress.com
Official site of Entrepreneur Press.
www.northfieldpark.com
Dan's "home track," where he races his harness horses.
People Included in this Book

In this Resource Directory, you will first find people mentioned
in the book whom you might want to contact, listed in order of
first appearance, by page number. A much more extensive, fre-
quently up-dated Resource Directory is provided to all Glazer-
Kennedy Inner Circle Members who receive my No B.S.
Marketing Letter, and you can arrange a free three-month mem-
bership with no obligation at www.dankennedy.com.

NO Guide to Wealth Attraction for Entrepreneurs 2,s\
Dr. Paul Searby Page 57

Fax: (281) 355-5449
Silver Page 58
Fax: (301) 770-1096
Chet Rowland Page 58
Fax: (813) 926-0657
Craig Proctor Page 58
Fax: (905) 853-6078
Web site: www.craigproctor.com
Ron Romano Page 58
Automated Marketing Solutions, Inc.
Fax: (800) 858-5753
Web site:
Rob Page 58
Fax: (440) 918-0347
Matthew Gillogly Page 59
Fax: (877) 202-8252
Dean Cipriano Page 59
Fax: (856) 769-5055
Tracy Tolleson Page 59
Tolleson Mortgage Publications Inc.
Fax: (602) 269-3113
Scott Tucker Page 59
Fax: (773) 327-2842

Ron LeGrand Page 60

Fax: (904) 260-8463
Web site: www.GlobalPublishingInc.com
Dr. Barry Lycka Page 64
Fax: (780) 425-1217
Darin Page 65
Fax: (319) 861-5659
Bob Higgins Page 65
Fax: (530) 244-9680
Daniel Frishberg Page 65
Fax: (713) 621-5401
Web site:
Dr. Charles Martin Page 68
Fax: (804) 320-1014
Web site: www.affluentpracticesystems.com
Mark Page 69
Fax: (248) 671-0457
Bill Hammond Page 69
Fax: (913) 498-0184
Jeff Paul Page 80
Fax: (630) 778-0019
Web site: www.jeffpaul.com
Bill Glazer Page 81
Fax: (410) 825-3301
Mike Vance Page 83
Fax: (440) 243-8754

Steve Miller Page 90

Fax: (206) 874-9666
Mitch Carson Page 90
Fax: (818) 707-1777
Mark Victor Hanson Page 100

Web site:
Jack Page 100
Web site: www.jackcanfield.com
Susan Berkeley Page 104
Fax: (201) 541-4867
Matt Furey Page 121
Fax: (813) 994-4947
Web sites: www.mattfurey.com and www.psycho-cybernetics.com
Fatt Page 139
Fax: (604) 940-6902
Pete Page 161
Fax: (330) 922-9833
Web site: www.petetheprinter.com
Lee Milteer Page 162
Web site:
Somers White Page 174
Fax: (602) 840-5970
Jim Page 270
Web site:
Brian Tracy Page 271
Web site: www.briantracy.com

Guest Experts
Thad Winston Page 177
For information about Thad's services, visit www.thadwinston.com.
Rob Page 183
Visit to learn more about
the Income For Life System and programs. Or contact his office
at (440) 918-0047 or via fax at (440) 918-0347.
Darin Page 195
For more information about Darin Garman, investments,
land of America properties, and private funds, visit
mercial-investments.com or call (800) 471-0856 and enter an
access code: #4002.
Jeff Kaller Page 207
For more information, visit www.mrpreforeclosure.com or call
(800) 646-2574 to receive your free information package and a two-
hour DVD "How to Cash in on Short Sales with Half the Work."
Stephen Oliver Page 215
To learn more about Mr. services, visit www.MileHigh
Franchise.com or call (800) 795-2695.
Jerry A. Jones Page 223
Mr. Jones' books, Practice Building Success, Volumes I & II, are
available direct from the publisher at (800) 311-1390. You can
reach Jerry via fax at (503) 371-1299.
Ted Thomas Page 231
To receive a free information package about tax lien investing
and complete home study manuals and courses, tele-classes, and
even buying trips to auctions, fax a request to Ted Thomas at

(321) 449-9938 or call (321) and ask for the offer from
the No B.S. Wealth book.
Scott Tucker Page 237
Scott provides seminars, coaching, and consulting for other
mortgage brokers in the United States and Canada. Scott may be
reached via fax only at (773) 327-2842.
Ron Caruthers Page 243
For more information about Ron's services, the Tax Scholarship
Programs, and other money for college programs, visit www.col
legeplanninginc.com or call (760) 438-9095. You can also sign up
for free e-mail tips on college planning and funding at the web
site.
Stephen Snyder Page 253
For more information about Mr. services and products,
visit www.increaseyourcreditscores.com and
Dennis Tubbergen Page 257
To subscribe to Mr. Tubbergen's weekly Financial Opportunity
White Paper via e-mail, go to www.dennistubbergen.com. If you
are a financial advisor, financial planner, or Registered
Investment Advisor, the free report Cutting Edge Financial
Strategies, is available. Request it by fax at (800) 521-7856, ask for
the report by name, and include your name, address, and e-mail
address with your request.

About the Author
S. enjoyed a career as a
speaker, consultant, business coach, and author. He has
delivered over 2,000 compensated speeches and semi-
nars, including 9 years on a 25+ city seminar tour, appearing
repeatedly with Zig Ziglar, Brian Tracy, Tom Hopkins, legendary
entrepreneurs, Hollywood personalities, broadcasters Paul
Harvey and Larry King, even 3 former U.S. presidents and
General Colin Powell. People routinely pay $2,000.00 to
$12,000.00 each to attend his seminars and travel from all over
the world to do it. His annual Renegade Millionaire Retreat is
directly related to the subjects in this book, and more information
is at
287
Dan is an accomplished entrepreneur who has started, built,

bought, and sold businesses, licensed his name and brand, devel-
oped two large publishing businesses, and has semiretired at age
50. He is also an active real estate investor and owner of more
than a dozen harness racing horses, most of which race at
Northfield Park, where he drives professionally. (The cable net-
work often broadcasts Northfield Park racing on Monday
and Wednesday nights, or you can visit www.northfield
park.com, if curious.)
He currently works with a limited Private Client Group and
two coaching groups, which have a waiting list. He only occa-
sionally accepts new consulting or direct-response copywriting
clients, or speaking engagements. All such inquiries should be
directed to Kennedy Inner Circle Inc., fax (602) 269-3113.
His popular No B.S. Marketing monthly audio and tele-
seminar programs, and special events are all owned and man-
aged by Inner Circle, and information can be
found at its web site,
Information about his other books in this No B.S. series is at
www.nobsbooks.com.

Index
A B Canfield, Jack, 54,

Abundance, unequivocal Bankruptcy lessons, 100-101, 283
belief 15-21 P.T., 38 Carson, Mitch, 90, 283
Act wealthy to attract Behavioral congruency, Ron, 243-252,
wealth, 151-155 145-149 285
Action, taking, Belechick, Bill, 40 Cash, love of,
Affluence, mass, 16-21 Berkeley, Susan, 104-105, Celebrity
Affluent customers, 283 marketing, 82
goods and services Blame, 5 3 - 5 4 product lines, 114
designed for, Books, recommended, status, 6 3 - 6 6
275-278 Chrysler and
Allen, Robert, 265, 275
Apprentice, The, Boundaries,
49-50,no, 119-122
Breaking free of the
blowtorch, 76-77. See
also Lee
work-money link, Cipriano, Dean, 59, 281
George and Carolyn,
60-61 Clarity, 123-125
160
Buick, David, 38 George 276
Armstrong, Lance, 40
Burnett, Mark, 143 Closing the sale,9-12
Ask and ye shall receive,
College education, how
99-102 C
Atlas Shrugged, 276 Camp, Jim, 148, 277
best to finance and
save, 243-252
289
Competent people, sur- no, 4 5 - 5 4 H

rounding oneself, Expert, be an, 6 5 - 6 9 Habitforce, power of,
157-163 155-155
F
Joseph 113 Hammond, Bill, 69, 282
Fair share, unlimited,
Courage, Hansen, Mark Victor,
6-12
Couric, Katie, 40 273, 275,
Fairness, breaking free of,
Credit, do you make mis- 283
takes with Verne, 277
Fatt, 225
253-255 Heinz, 38
Fear, no,
Crisis investing, amazing Hibbard, Foster, 8 2 - 8 3
Financial advisors, why
opportunities in pre- Higgins, Bob, 282
smart entrepreneurs
real estate, Hill, Napolean,
need smart, 257-263
207-213
Fired, who's 40
D Folger, James, 38 Hoffer, Eric, 265
D'Souza, Dinesh, 276 Follow-up, 8 9 - 9 2 Home Depot CEO, 115
dankennedy.com, 279. See Ford, Henry, 38
also Kennedy, Dan Fox, William, 38 Lee, 40, 7 5 - 7 6
Debt, working to service Frishberg, Daniel, Mark, 69, 282
your, 128-130 282 Independence, 127-130
Desirable results vs. Furey, Matt, television,
pleasing activities, 108 114
Disney, 38, 83 G Integrity, 9 5 - 9 7
Domino opportunity, Darin, 65, 68,
Ron, 225
103-105 Is there a gov-
Dr. Phil, 282-284
ernment-secured 24%
Drudgery, avoiding, 108 277
interest 231-236
Gillogly, Matthew, 59, 281
E
Giving, 154-155 J
Ebbers, 47 and receiving, 99-102 Jones, Jerry 223-229,
Eldridge, 68 Glazer, Bill, 284
Energy from people,
157-163 Groups, coaching and K
Entrepreneurial wealth, mastermind, Jeff, 207-213, 284
the secret to, 215-222 162 Kennedy, Dan
entrepreneurpress.com, Guest experts about, 287-288
280 bonus chapters from, dankennedy.com, 279
Equity, not income, 171-263 free offers and
137-140 list of, resources from,
Excuses 289-293
for not doing well in Corporation, 64, 66, introduction to guest
business, 46 114 chapters,
INDEX
No B.S. series, Mortgages, how to use to Paul, Jeff, 282

"Planet Dan," 162-163 fix cash flows, and get Penney, 38
quote by, 265 cash to invest, People included in this
King, Larry, 40 237-242 book,
Kotler, Dr. Robert, 65 Motion, staying in, 7 8 - 8 5 Personal value, ideas for
Kramer, Dr. Edward, 153 increasing your per-
N
sonal, 133
L napoleonhill.com, 276. petermontoya.com, 277
Laws of Success, 155 See also Hill, petetheprinter.com,
Lawyers, communication Napoleon online newsletter, 93,
problems with, 96 280
277-278 test.com, 279 Phil McGraw,
LeGrand, Ron, 60, 282 Negotiating coach, 148 Pink Panther, the, 50
Pete, 161, 283 Maria, 25 Popeye, 50
Losers are wealthy with Network marketing Power team, how to
excuses, 49 organizations, 113-114 build one around you,
Lucci, Susan, 114 Nightingale, Earl, 66, 265 161-163
Lycka, Dr. Barry, 64, 282 No B.S. Series, Prices, fear of raising, 9
M
278-279 Principal, Victoria, 114
No guilt, 5 - 1 3 Pro-Activ acne treatment
Mackay, Harvey, 40, 272
No victims, only volun- products, 114
Dr. Maxwell, 78,
teers, 51 Proactive, daily task to
84, 278, 280
Nobsbooks.com,
Marketing prowess, stay,
278-279 Proctor, Craig, 58, 281
141-144
northfieldpark.com, 280 Promises, keeping, 9 5 - 9 7
Martin, Dr. Charles, 68,
Not getting to work on Psycho-Cybernetics, 78, 84,
113, 282
time, actual stated 121
Mastermind groups,
reasons for, 48 Psycho-Cybernetics, the
McClelland, Dr. David, o New, 78, 278
272 Oliver, Stephen, 215-222,
Metaphysical foolishness, 284 278, 280
107 Omaha Steaks, 113 Q
Miller, Steve, 283 Aristotle, 213
Millionaire Next Door, the, QVC, 113
Opportunism, "guilty
152, 275 33-36 R
Lee, Opportunity, putting Ramsey, Dave, 128
277-278, 283 yourself in places to Rancic, Bill, 4 9 - 5 0
Minton, Rob, 58-59, seize, 72-74 Rand, 276
183-194, 281, 284 Real estate
Money, speak, 55-61 P crisis investing,
Montoya, Peter, 277 Passion, 107-109 207-213
income for life, buying Somebody, be a famous, Vance, Mike,

and holding resi- 63-66 282
Something, do, 7 8 - 8 5 Vision, goal, creation, 169
millionaire, who else Somewhere, be, 7 1 - 7 4
wants to be a, Stanley, Thomas, 152, W
177-182 275 Denis, 272
Renegade millionaire sys- Stewart, Martha, Wal-Mart, 113
tem and website, 114, Stone, W. Clement, 53, Walton, Sam, 38
279 276 Wealth
Retreats, Renegade inhibition, 9-12
Sugarman, Joe, 113
Millionaire, 114-115 magnets, 3 - 1 6 7
Ringer, Robert, 7 6 - 7 8 , 277 T resources, 267-285
Tony, 66 Tax lien investors, secret hidden in
Jim, 231-236 America's
Role and responsibilities, 153 land, 196-205
accepting your, 2 9 - 3 6 Think and Grow Rich, 155, Web sites, recommended,
Romano, Ron, 58, 281 204, 276 279-280
Rowland, Chet, 281 thinkandgrowrich.com, White, Somers, 283
Ruff, Howard, 284 276 Wilde, Stuart, 276
Thomas, Ted, 231-236, Winston, Thad, 177-182,
S 285 284
Schwarzenegger, Arnold, Tighe, John Francis, 67 Woodward, Bob, 40
Time management, 163 Wright, Frank Lloyd, 38
Schwarzkopf, General Tolleson, Tracy, Z
Norman, 84 Tolleson, 161
Zero tolerance policy
Searby, Dr. Paul, 57, Tracy, Brian, 271-272,
toward people who
281
disrupt the flow of
Seeing what isn't there, Trump, Donald, 49, 63,
my wealth attraction
the art of, 111-117
power, 159
Selleca, Connie, 114 Tubbergen, Dennis,
Ziglar, Zig, 11
Sellers, Peter, 50 257-263, 285
Zufelt, Jack 87
Serendipity, 87 Tucker, Scott, 59, 82,
Sex, Money, Kiss by 237-242, 281, 285
Simmons, Gene, 13, Twain, Mark, 108
Tyson, Mike, 50
Shusky, Richard, 47
Silver,
u
Unusual investing strate-
Simmons, Gene,
gies pay off, 223-229
276
Snyder, Stephen, 253-255, V
285 Value, not time, 131-135
INDEX
Free Offers and Resources
from Dan Kennedy
Free Stuff Linked to this Book
To help you get full value from this book,

there is a collection of
F R E E EXTRA RESOURCES
waiting for you at
FREE E-Mail of the

today!
FREE Tele-Seminar with the Author
FREE Wealth Attraction Tool Kit
and every other extra resource referred to

throughout this book.
Contest
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Some of the BIG IDEAS in this book

that will challenge

"Last week I celebrated my 50th birthday. After the party, I

"You've helped us make money since 1993, many of your

"If I haven't said lately, I'm overdue. You've been

"My friend Dan Kennedy is unique, a genius in many ways.

For a larger collection of client and student comments about

2006 by Entrepreneur Media Inc.

This publication is designed to provide accurate and authoritative informa-

Library of Congress Data

Unequivocal Belief in Abundance

Accepting Your Role and Responsibilities 29

Domino Opportunity 103

See What Isn't There

Think Value, Time 131

Think Equity, Not Income

Act Wealthy to Attract Wealth

Energy from People 157

BONUS CHAPTERS FROM GUEST EXPERTS

Why the Timing Is Ideal for My Approach to Accelerated

The Secret to Entrepreneurial Wealth

Unusual Investing Strategies Pay Off

How to Best Finance a College

Free Offers and Resources from Dan Kennedy 293

This is not a book about CREATING wealth. Both

In this book, I hope to empower and equip you to attract all

total, this is all about making adjustments to the way you

suggestions that at first seem dead illogical, irrational,

most enjoying million- and multimillion-dollar

benefit you. I am confident that Donald Trump could read this

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are people I work with closely in different ways, whom I

the forces, the people,

AUTHOR OF LAWS OF SUCCESS,

THINK AND GROW RICH,

GROW RICH WITH PEACE OF

peoples' world view is as a sum

guilt is produced as if it were insulin being produced by

A Tale of Two Teenagers

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I don't have to imagine that. I lived it.

Now imagine being a teenager in a family living an abundant

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politicians either believe it or pander to it, one way or the other.

Most people never even think in terms of getting wealthy.

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acted to and purchased this book. So, a warning: the majority

spent a lot of time working with people in sales and with

One has to do with price. Most fear discussion of price, fear

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with my prowess as a copywriter and everything to do with my

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friend Glenn Turner tells a story from his earliest selling

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AUTHOR, SEX, MONEY, KISS

based on those thoughts, you might inhibit your own wealth

information about the special newsletter

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