HIGHLANDER CLUB

July 2003, Volume 8 – Issue 7 “Great fortunes are made through Fellowship, Knowledge and an Abundance of Opportunities”

The Most Important Secret to Becoming Wealthy

I’m often asked if I know the secret to becoming wealthy. I’ve given it a lot of thought late-
ly, especially in light of the latest job loss statistics. Since President Bush took office, near-
ly 600,000 service jobs and 2.5 million manufacturing jobs have been lost. The unemploy-
ment rate has risen to 6.1 percent, the highest level in nearly nine years. Still, the econo- Michael Newman
my continues to grow in the face of more and more Americans being thrown out of work. New Chairman
Highlander Club
How could that be? An economic recovery during a time of job loss? I’ll tell you how.
It’s because the people who are still working are productive enough to be able to meet
demand; therefore, the loss of jobs here in the U.S.A. hasn’t meant a lack of end goods. Those 2.5 million
manufacturing jobs that we talk about during this “jobless recovery” haven’t really been lost. Instead, they
have been transferred offshore, and handed to foreign workers who will do the same job for less. And it’s
not just manufacturing jobs that left home. One hundred and seventy thousand computer system design
jobs were moved abroad where the same knowledge-based work is done for less. Thus, the question of
becoming wealthy at a time when jobs are being shipped abroad is etched in the minds of Highlander mem-
bers. Quite simply, how does one get rich?
I’ve spoken to literally hundreds of wealthy people from virtually all over the world. One trait I find in
common with almost every wealthy person is this: They don’t spend money on things that fall in value.
(What about cars, you say? They depreciate the moment you drive them off the lot, which is why we’ll look
into how to save money on car insurance in this month’s Highlander Club issue.)
Anyway, not spending money on things that drop in value sounds like a pretty simple rule. But, it’s actu-
ally more complex. There are two parts to the “getting rich” rule. Here’s an example. You probably can’t
afford to buy a $15,000 Rolex watch, so why even try one on? But you might be willing to buy a $400 Esquire
watch. Yet, to buy that $400 watch, you really need to earn about $670 before-tax dollars. If you invested
this money instead, it might balloon to $10,000 in 40 years, but your $400 watch won’t appreciate like that.
The chances of you still owning that watch in 40 years is pretty slim too. The Rolex, on the other hand, would
hold its worth, and appreciate in value to boot! So, now your decision becomes crystal clear. Choose the
$15,000 Rolex, or go for the $25 Timex.
The second part of the rule is to stop thinking like a consumer. In other words, stop buying things you
don’t need…that don’t make you any happier…things that will probably end up in the locker room after a
month of use.
Here’s the key: Instead of always looking for the next thing that you want to buy, look for reasons why
you shouldn’t buy it, or how you could buy something with better resale value. One trick I use to stop buy-
ing useless things is to have a 24-hour cooling off period before I hand over my money. I go home, think
about whether or not I really need that item, and figure out if there’s a better way to spend this money.
Once you’ve decided about your purchase, start looking at ways you can make money. Think about the

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next business you’ll start - a sales idea you can use in
whatever moneymaking venture you are already
Coping Strategies Through a
in…how to save your company money so you won’t be Recovery
the next one to be laid off…how to invest the money
you do have to make your money work harder for you. Economic growth is coming, but not like a subway train
Now, I’m not saying you should never buy things, and through a tunnel. Instead, it’s growing at the horse and
I’m in no way trying to rob you of your passion. I just buggy rate. According to the National Federation of
want you to realize that it’s the hundreds of little deci- Independent Business, annual economic growth is more
sions you make every day that determine how much likely in the 2% range. In a time of recovery you need to
money you have in the bank. Try to live by this rule remember a few rules:
for a month, and see if you notice a difference. Let me Any business decisions you make should not be based
know how it goes. on the growth we enjoyed between 1995 and 2000.
Limit your staff and any bulk purchases because you
CHIEF COUNCIL might need them down the line. Defer capital expenditures
while you can. Use caution when spending, even if your
Michael Newman Chairman
business is expanding. Look for telltale signs regarding
Nina Walters Executive Director
future demand for your product or service. Will it remain as
strong? Will your marketing strategies pay for themselves?
EDITORIAL
Understand your business sector. Has it improved
Pam Clavir Editor owing to government spending increases linked to
Moving? Missed an issue? Please let us know within 90 days September 11th? Or, are you in the hard-hit manufacturing
of moving or if you have not received an issue. After this and distributing business? An upswing in the national econ-
time period, missed issues can be purchased for US$10
omy doesn’t necessarily mean an upswing in every sector.
each including shipping and handling. Write to: Highlander
Club, 777 S. Flagler Drive, Ste. 800W, West Palm Beach, FL How will future events affect your business?
33401-6163, USA. Or call between 9am to 5pm EST; (905) Don’t borrow money. Instead, seek out alternative
760-9929 x300; Fax (905) 760-2809.
money sources such as Small Business Investment
Contact Us Corporations. SBICs offer debt and equity financing, and
If you have a question or comment about the monthly mem-
orandum, write to the Editor in care of Highlander Club, 777 receive matching funds as opposed to loan guarantees from
S. Flagler Drive, Ste. 800W, West Palm Beach, FL 33401- the U.S. Small Business Administration.
6163, USA, Fax (905) 760-2809. Subscription rate for the The survival rate of businesses that were launched dur-
Highlander Club newsletter is $80 per year. If you have a
question about your subscription, or want to renew your ing the 1991 recession had a better chance of remaining
subscription, change your address, or order a Highlander alive 5 and 10 years later than companies that were
Club Special Report, write to Member Services, 777 S. Flagler
Drive, Ste. 800W, West Palm Beach, FL 33401-6163, USA. launched in healthier economic times. The key during
Or call between 9am to 5pm EST; (905) 760-9929 x300; Fax recovery therefore, is to act for today, but think about the
(905) 760-2809. effects of tomorrow.
© 2003 by Highlander Club, 777 S. Flagler Drive, Ste.
800W, West Palm Beach, FL 33401-6163, USA. All rights
reserved. The Club is not promising or guaranteeing that
you will become wealthy because of the information in this
newsletter or our special reports and programs. There is no
guarantee of future profits. Copying any of the Club’s pub- How to Spend a Whole Lot
lished information is strictly prohibited. The ideas
expressed herein are the opinions of Highlander Club only. Less on Car Insurance
That said, we believe you’ll discover vital money secrets and
wealth angles not available anywhere else. No other feeling exists like the feeling of driving a new
The Executive Staff, Research Department and the
Editors of Highlander Club are proud of the reputation we’ve vehicle off the lot, especially in summertime when the
built since our inception in 1991. Simply, we believe the weather is good and the cruising is fun. But your airbag can
advice presented to you in our published resources and quickly deflate when you check the price of auto insurance
seminars is the best and most useful available to you, the
global entrepreneur. on your new acquisition (a.k.a. “depreciating asset.”)
Motorists are facing abominably high insurance costs as

2
insurers boost premiums to offset investment portfolio loss- tigate which allow you to compare prices:
es. Yet, even with rate hikes, it’s still possible for you to save www.checkbook.org www.insurance.com
money when your insurer modifies its premium policies. www.insure.com www.insweb.com
So, even if you secured your rate already, it’s not too late to
regain control of the wheel and put some of that car insur- Your next step should be to compare the quotes you
ance money back into your own pocket. obtained with the premium comparisons posted by several
state departments of insurance. For links to their web sites,
Make Inquiries and Save Cash log onto the National Association of Insurance
Loyalty schmoyalty! Does it really matter that you think you Commissioners Web site: www.naic.org.
got a decent rate on auto insurance from your last insur- Some insurers sell policies directly to customers as
ance company? Who cares! Shop around for a lower quote. opposed to going through a broker, and this can sometimes
If you do find a better rate, don’t hesitate to ask your cur- save you cash. Check out Amica at www.amica.com or Geico
rent agent if he or she can match the lower quote. at www.geico.com.
Sometimes they will. Other times, they won’t. Or, they may Be aware that firms offering the lowest rate for couples
match the quote but give you a mileage per year restriction, could conceivably have the highest rate for new drivers or
which is something you won’t necessarily want. people with tarnished driving records.
You know it’s time to shop for a new rate whenever a Don’t commit yourself to a particular company until
particular kind of change takes place. Did you buy a new you check out their reputation first by examining the com-
(and that means new or pre-owned) vehicle? Did you move pany’s complaint history. Log onto www.insure.com and go
to a new home? Are you going to be working out of your to “state information” in the left-hand column. That will
home from now on, or has the situation reversed itself take you to your state department of insurance where com-
whereby you are now commuting instead of working from panies are ranked according to the number of consumer
home? Has your commuting distance changed? Perhaps you complaints filed against them.
wish to add another person to your policy. If any of these
situations fit your circumstances, then by all means, pick up Slash Costs by Knowing What to Ask
the phone and make inquiries. You owe it to yourself. Don’t People don’t always give things away out of the goodness of
stop until you’ve contacted at least three companies. their heart. Plain and simple, you need to ask questions,
Keep handy a copy of your current policy, so you’ll read- which shows the agent that they are dealing with an
ily have something to compare the new offering to. A new informed consumer. Find out if there are good driver dis-
rate may sound terrific, but does it offer you the same counts if your record been clean for the last three years.
deductible as your old policy? Usually, your best bet is to Is the car parked most of the time? Depending on your
buy a policy with a $1,000 deductible. By raising your $100 mileage (you may use the car only for pleasure), you may be
deductible to $1,000, for example, you could actually lower in line for a better rate.
your total insurance premium by a staggering 25 percent. If you insure more than one vehicle with the same firm,
Can you afford an even higher deductible? If so, will the are you entitled to a discount? Is there a special rate for
company you are investigating permit that? Find out. It people who purchase home insurance as well as car insur-
doesn’t cost to ask. ance? Often, that’s the case.
If you are adding someone to your policy, make sure you Do you smoke? If you are planning on shopping around
have his or her previous insurance information on hand. for a new insurer, quit smoking first. Nonsmokers are some-
What was their old insurance policy number, and what was times given better rates than smokers, even when their
the name of their company? Have they made previous records and circumstances are equal. Some insurance com-
claims or been involved in any accidents? The new insur- panies consider smokers to be more reckless, and conse-
ance company is going to want to make sure that you aren’t quently, at higher risk of an accident.
adding a driver with a blemished record onto your policy. If you live in an apartment, and have the option of
Have you ever made a prior claim? Keep the details on parking outside or underground, you may wish to park
hand, as you’ll be asked about your claims history. Like your wheels underground. Some insurers offer better rates
everything else these days, here are some websites to inves- to motorists who park in a secured, underground garage

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where the chances of theft are minimal. By the same token, reasonable insurance price tag. How easily the car is dam-
see if you can get a discounted rate if you install an anti- aged, and how much it costs to repair such models are two
theft device in your car. other factors that the insurance company will consider. For
Ask a potential company how much you can save if you instance, insurance for a Toyota Highlander can be as much
take a defensive driving course. Such a course may prove to as 10% higher than insurance on an old Toyota Tercel.
be worth the time and expense. Plus, you may learn some- Think long and hard before filing a claim, particularly
thing that could save a life. if it’s for something that can be easily solved. If there’s a
Keep your grades up, if you are a student. Or, if you are chance to settle a matter without filing a claim, you may be
a parent of a student who wishes to get car insurance, better off. So, before doing anything, find out from your
remind your teenager that good grades sometimes bring agent how a claim will affect your premiums. If you cause
reduced insurance rates. an accident and file a claim, your rates could increase by as
A poor credit history can be used against you. Many much as 20 percent.
firms charge higher premiums for people with credit histo-
ries that aren’t enviable. Although Federal law permits this Get Yourself Some Liability Coverage
tactic, some states have put restraints on how insurance Consider purchasing an umbrella personal liability policy
companies can use a person’s credit history to their own to protect your personal assets and future income in case
advantage. claims against you exceed your auto liability limit.
If you find that your credit report is either preventing Premiums are about $250 annually for $1 million in cover-
you from buying auto insurance or ballooning your premi- age for a family with the legally required level of car and
um to intolerable levels, then look at your credit report homeowner’s liability coverage.
yourself. If you see a mistake, let the credit bureau and your
potential insurance firm know right away.

Cancel What You Don’t Really Need and Construct a Business Plan to
Save a Bundle Stay Focused and Successful
If the yearly cost of collision coverage exceeds 6% of the
car’s value, then think seriously about dropping it. By drop- It’s not easy launching a new business, but there is one
ping collision coverage, you may be able to save 25% - thing you can do to make it easier, and ultimately, more suc-
sometimes even more. cessful. It’s called a business plan, and a business plan should
Are you a member of an auto club, such as the AAA? be drawn up, especially when you intend to raise capital. A
When you buy a car, your dealer may inform you that you business plan is an essential tool for any business, particu-
automatically receive roadside assistance for a year or two, larly one that is just getting off the ground. It gives you the
That may be all you need, further helping you to save chance to examine your plans seriously and get feedback
money. from others. It keeps you focused, and brings any uncer-
If you have a second car, consider canceling your rental tainties to the surface. You’ll be able to anticipate problems
reimbursement coverage. You likely won’t need it, and this before they happen, but you’ll also be able to predict good
could put at least $40 more per year into your pocket. things, which means you can groom yourself to take the
Before you take on a new lease or purchase, investigate best course of action. You’ll know better what kind of work-
the various rates regarding the model(s) you have in mind. load to expect, and you may find it beneficial to take a few
Some models cost more to insure than others, and believe business courses. A business plan can be the same length as
it or not, the color of a car sometimes matters. Some com- a glossy magazine, or as few as 10 or 12 pages, and:
panies charge more to new drivers, particularly males, who • It must be straightforward, which means flowery lan-
drive a red or black car as opposed to another color. You guage should be avoided. Be specific about what you are
simply have to ask. If you plan on buying or leasing a car trying to accomplish, explaining the nature of the busi-
that is exceedingly popular with car thieves, you may wish ness clearly and concisely.
to acquire wheels that thieves find less attractive. Ask your • State how the business is to be carried out and the antic-
potential insurer which kind of car carries with it the most ipated time frame for it.

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• Talk, in optimistic terms, about what you hope to achieve
if you receive loan money (obviously this only applies if
Summer Home Repairs Needed?
you are seeking a loan). The U.S. Government Can Help
• Mention your staffing requirements, if any. with Funding
• Explain whether your business will be brand new or if it
will be an Internet venture from an existing business. We are now enjoying the lowest mortgage rates in four
• Explain what you think the outcome of your project will decades, and, as a result, many people are thinking about
be in relation to your perceived budget. Hopefully, your making the move from renter to homeowner. As you may
budget won’t be sky-high and your business outcome know, the Federal Housing Administration (FHA) provides
meager. The anticipated outcome or annual sales figures guaranteed loans for the purchase of a home, but no need to
should be in line with your anticipated budget. At this feel left out if you already own a home. That’s because you
stage, you don’t have to worry too much about gathering too are eligible to receive a government goodie. Not many
all the numbers. You cannot determine every expense people are aware that the FHA provides financing for home
you will encounter until your timetable and program alterations, repairs, and improvements.
details have been clarified. But, make sure you are work- FHA loans are applied for through approved lenders,
ing toward something that will be cost-effective. If you such as banks and Savings and Loan associations. They are
find that it’s not, it would be better to scrap or re-work not applied for directly. You should talk to more than one
your plan immediately before too much time is invested. bank in your area, as sometimes the availability of money
• Show how you will self-finance a portion of the business. and the rate will vary greatly from bank to bank.
This proves to a potential lender that you too are taking
a risk, thereby boosting your chances of securing the For More Information or to Find a Participating Lender
loan. State clearly how you calculated the loan amount Near You Contact:
you are requesting. U.S. Department of Housing and Urban Development
• Specify what you will use the loan money for, be it food, 451 7th Street S.W., Washington, DC 20410, by phone:
clothing, tuition, transportation, medical expenses, (202) 708-1112 or go to: www.hud.gov/improvements/
babysitters, etc. You may require it as working capital or
to buy materials, land, or office space. You will also be
asked to provide business and personal credit informa-
tion, details about life insurance, involvement in outside Expert’s Corner
organizations, and your debt load to other banks, institu-
tions, and people.
Marketing with Post Cards
• When it comes to gathering relevant information, make
sure you include documentation that proves you pay your
By Jeffrey Dobkin
debts on time. A credit check will likely be run on you. The absolute best campaign you can create is a letter cam-
• Show that you have similar work experience or some expe- paign. A series of personalized letters sent over time can be
rience in that particular field (if that happens to be the your most effective selling tool, ever. But man, they take a
case). lot of work. So, how do you stay in your customers’ Top-of-
• Depending on your business, it may be worthwhile to Mind-Awareness without doing hard labor? The answer is
present a list of likely clients or customers. Make sure you to use postcards. No stuffing or folding. Just print, address,
specifically mention your customer-base demographic by and mail. By mailing postcards to each prospect or cus-
age, sex, geography, and income. tomer every three to eight weeks, your prospects will think
• Mention your probable competition. Discuss the current of you whenever they need the product or service you are
demand for your service and describe its growth poten- selling.
tial. Postcards are hard working marketing tools that are
• Double check your proposal to make sure your request is cheap to produce. They incur no lettershop charges for
clear and concise. If you can say something in 100 words, folding and inserting. Instead, a lettershop would just
why use 150? image a name and address onto one side, and then produce

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them in bulk. exposures, your logo plays an important part of your
The postage is less expensive, too. They’re cheap to visual identity. Your mark should be strong enough so
mail first class: just 21¢ each. This cost is before any that someone who sees it the first time, remembers it the
postal discounts, which can add up to tremendous sav- second time, and each time thereafter.
ings! Strangely enough, it can be cheaper to mail post- Postcards handle illustrations nicely. Line art, air-
cards FIRST CLASS than to mail them in bulk. brush, - even crayon. Better paper stock enhances the,
Restrictions apply - they must be bar-coded and carrier- “It didn’t come out as good as we thought it would!”
route labeled, which is done routinely provided you use designs. They’re inexpensive to print - no need to go
a lettershop to sort and mail. Need fast delivery? four-color. One or two-color postcards work fine, and
Mailing postcards allows you to take advantage of first they’re cheaper to print. About 90% of the post cards I
class delivery while enjoying the postage savings from create for clients are printed in just one or two colors.
the first class letter rate. Even four-color postcards are cheap to print. Postcards
Tired of doing it yourself? Mailing house costs can be are printed en masse on giant sheets of 24” x 26” post
completely offset by postage savings. If you take your card paper stock, then trimmed, and the cost can be as
postcards to a mailing house, their entire cost of inkjet low as $350 for 5,000 cards.
addressing, tying, bagging and delivering to the post
office may still cost you less than if you mailed them Call:
yourself! It’s like getting their service for free. You save Postcard Power 800-411-6256 (www.postcardpower.com)
money because their payment is recovered from all of 800POSTCARDS (www.1800postcards.com.).
the postal discounts they get for you. It’s a win-win-win Modern Postcard (www.modernpostcard.com) 800-959-
scenario: You do less work, save money, and get pre- 8365
ferred delivery. (Some people say that “postal service” is Mitchell Graphics, 800-583-9401, or
an oxymoron.) Simply Postcards: 800-770-4102.
Postcards have high readership. Almost everyone Tell them Dobkin sent you.
reads postcards, including the folks who throw out all
your bulk direct mail! Heck, all the wording is right Need to get undeliverable names and addresses mailed
there! By the time your customers have it in their hands, back so you can remove them from your mailing list? Need
they’re reading it. to make address corrections in a timely fashion without
As a bonus, since additional expense? Send postcards first class with the
the address side imprint “Address Service Requested” below the stamp. The
Jeffrey Dobkin is an original already contains the post office will return cards with undeliverable addresses.
Highlander Board Member. customer name, along Lots of catalog companies do this before mailing their cat-
Well liked because of his fun, with your marketing alog - it’s much cheaper to get cards back for free than to
funny, yet information-rich data, it’s possible to pay for getting wrecked and unusable catalogs back after
writing and speaking presenta- use that card as a pre- some rough handling by the postal service.
tions, he has written two books filled-out order card Need a quick survey response? Keep postcard surveys
on direct marketing, plus an the customer just short, and ask recipients to fax them back. There’s a good
awesome course on classified drops in the mail. The chance you’ll get lots of them returned. When you engage
ads and direct mail, The address side is also a a client in a survey, it can be a cleverly disguised promotion-
Intelligent Testing System, all good place for a few al piece designed to increase your brand awareness, feel
based on the premise that all bold lines or a free customers out to see if they’re ready to buy, or entrench
you need is just one successful offer to the reader to your advertising message more firmly into their mind.
25-word ad to get rich right get more information:
from your kitchen table. His “Call now to get our Additional Recommendations
articles on marketing have free booklet about There are three hard and fast recommendations for post-
appeared in more than 100 ____.” As with any cards. First, don’t use cheap paper. Since post cards are usu-
magazines to date. campaign of repeated ally small sheets, go for the good stuff. In short runs, paper

6
stock is a small fraction of the overall costs. I never recom- Drive the reader into the rest of the copy.
mend cheap paper for anything but the cheapest promo- 2. SUBHEADS are then written and designed to
tions from my cheapest clients, and sometimes for longer intrigue and further arouse the reader. This is the “not
press runs of 25,000 sheets and up - where paper cost is a quite as large as the headline type, and not quite as small as
much larger percentage of the overall campaign costs. the body copy type” line that encourages the smooth tran-
Secondly, don’t go for gloss unless you are printing in sition between the two areas. This line also gets customers
four colors. A glossy finish will get mangled at the post to read further.
office. Chances are your glossy postcard will be delivered 3. The first line or two of the body copy must be smart
with the equivalent of an 18-wheeler tractor trailer skid and sharp - written and designed from the getgo to fulfill
mark across the billboard side, and hard telling what the the specific objective of keeping the reader reading. The
address side will look like. The paper stock I recommend? complete transition of a scanning reader to a confirmed
A crisp, bright-white 80 pound linen stock. reader still hasn’t taken place yet. After the first few clever
Thirdly, don’t go for the smallest size card - like the stan- lines in your body copy, the reader is then hooked: He’s
dard card the post office offers. The minimum size card made a commitment to read the rest. Now you can start
doesn’t scream out for attention the same way a 5-1/2” x selling your post card objective whether it is to 1. Generate
8-1/2” card does. The largest size you can mail without an inquiry via phone by having readers call for further
incurring additional expense (over 21¢) is 4-1/4” x 6”. information, 2. Generate an order directly from the card, 3.
Depending on from where you are mailing your cards in Get them to come into your retail store, or 4. Send (write or
relation to mailing destination, your first class rates could fax) for more information.
be as low as 17¢. (Check out current rates by logging onto Don’t forget to tell the reader exactly what you want him
www.usps.com). The largest post card size you can mail for to do, and be specific.
first class letter postage of 37¢ is an 8-1/2”x 11” sheet. If you
fail to make a lasting impression with that size, call me and Additional Tips:
let’s talk. At the bottom of the post card your logo may be the same
Examples of successful campaigns: An insurance client size but no larger than your telephone number, which
of mine needed a postcard that would be retained by the should be big enough to see clearly if the card is laying on
customer, or at least until their present insurance expires a desk and a cataract patient is trying to dial your number
(their ex-date). Theory was that they’d have the card on- while standing there with a phone in one hand. Always
hand and would call him for a quote. We created a 3-fold print “Save this card!”” somewhere near the top, and peo-
(21” x 5-1/2” folded to 7” x 5-1/2”) card printed in bright ple will. It’s funny - if you don’t print this line, they won’t.
yellow and black with the words “SEND HELP” on one Successful cards can be mailed forever, as long as they
side, and with a “what to do in case of an accident” report continue to cover their costs successfully. Unsuccessful cards
form on the back. His first run was 10,000. Results: 3 more or cards tougher to track can still be sent regularly. You get
runs of 10,000 each over the next 6 months. Everyone sick of looking at your cards long before your customers get
loved them. They’re in everyone’s glove compartment. We tired of receiving them. If any customers complain, hey -
said “save this card” on each and everyone did. We also you’re getting noticed. Traditional post cards - those small
printed “Call us for fast friendly information or a quick manila cards you can buy at the post office - may be used
quote on rates,” and everyone did that, too. An interim for technical, reference-only mailings to engineers and
placement specialist in the financial community sends post computer geeks. If you want a reference-looking card
cards every 4 to 6 weeks to his client list. His objective: Top- almost like the one the government would put out notifying
of-Mind Awareness. you of a tax lien, this is the one. “Now shipping version 4.3”
Creating successful cards is easy: On the billboard side: doesn’t necessarily need to be in full color. Also, if your sole
As you would for any advertisement, design for 3 levels of intention is to notify a broad customer base of a technology
readership: 1. A big BOLD HEADLINE to entice scanning change or B2B product (perhaps as unglamorous as your
readers. This copy is for folks who just glance at your card launch of a new ball bearing or other necessary product
to get the idea. If you entice them with a clever headline, information) as cheaply as possible, the standard manila
they’ll continue reading. Your headline has one objective: cards the post office issues will work here, too. But, if you’re

7
selling something the least bit upscale or want to com- of your payment and not the entire note. You can use your bulk
mand attention, use a larger card of better quality paper. cash for other pressing matters. For a free, no obligation eval-
Don’t forget - a post card campaign is not a single mail- uation of your note, contact Robert Cutter of Morgan Financial
ing. A campaign by definition is “a sustained effort over in Hollywood, Florida by phone at 954-926-3637 or by fax 954-
time,” so mail frequently. Above else, were talking about 920-2899.
direct mail, and direct mail is always a game of numbers -
mail as many cards to as many people as you can. 4. Announcing big business opportunities for Highlander
Club members. Highlander members are urged to sell goods
and services in the largest market and most populous
nation in Africa –Nigeria The Nigerian government will be
Opportunities Section spending large sums of money in both foreign and local cur-
rencies in developing the Nigerian Nation using foreign
1. I am a new Highlander Club member wishing to set up a technology and services. Our organization urges interested
graphic arts center. To upgrade our system, we require a club members to send information on their products and
$10,000 loan. That loan would help us buy the computer, services to us immediately, so that we can help position
printer, heat transfer machine, and a stock of 2,000 T-shirts. them in this vast market. We act as consultant, distributor,
Each order will sell for $7.00 apiece, generating $14,000 - more representative, and/or agent. We help place foreign ads and
than enough to recover the $10,000 investment. We will repay promote your business in the Nigerian market. Send infor-
our lender in full within six months upon acceptance. Contact mation on your exporting, manufacturing, or other business
Rubin F. Palma, 560 F N St., Apt. 325-A, San Bernardino, CA to Plot 207 Ihechiowa Street, Ikenegbu Extension, P.O. Box
92410-3154. 776, Owerri, Imo State, Nigeria, e-mail us at mcqueen-
[email protected], or send mail to 84 Sanford Street,
2. If you have a sweet tooth, or know someone who does, East Orange, NJ, USA 07018. ■
Highlander Club member Barbara Bloir is in the business of
making peoples’ tastebuds dance. Ms. Bloir owns Farmhouse Has Highlander Club helped you forge ahead in business? If so, we
Fudge in Mesa, Arizona, where she uses the finest ingredients want to hear all the details about your climb to success. Send a let-
ter describing your steps to success to The Editor, Highlander Club
available to hand-make 26 mouth-watering flavors of fudge.
777 S. Flagler Drive, Ste. 800W, West Palm Beach, FL 33401-6163,
She also prepares sinfully tasty cinnamon rolls and pecan sticky USA, Fax (905) 760-2809, and we’ll immediately ship you a beauti-
buns. Also a master of yummy gift baskets and special orders, fully printed cloth Highlander bag containing a Highlander lapel
pin, a handsome Highlander money clip, and an authentic collecta-
Ms. Bloir doesn’t want a loan. All she craves are some orders ble coin from centuries gone by. Encased in plastic, this coin is
from her fellow Highlander Club members to help the contin- something you’ll definitely want to display. We reserve the right to
grammatically edit all letters received.
uing growth of her mouthwatering business, especially during
Do you have a legitimate business opportunity you’d like to share
the sluggish summer season. Log on to her web site at with Highlander Club members? Are you seeking a loan to start a
www.farmhousefudge.com, or call 1-866-eatfudge or 1-866- business? If so, describe your opportunity and we’ll publish it in our
new Highlander Club “Opportunities Section.” Send your material
328-3834. Arizona residents are asked to call 981-5691 or visit
to: The Editor, Highlander Club, 777 S. Flagler Drive, Ste. 800W,
her fudge shop at 3929 E. Main St. Ste. 16, Mesa, AZ. West Palm Beach, FL 33401-6163, USA, Fax (905) 760-2809.
Please note that Highlander Club maintains the “Opportunities Section”
3. $$CASH NOW$$ Another Highlander Club member is seek- to provide a forum for sharing ideas and opportunities. Although every
attempt is made to ensure the accuracy of this information, we can make
ing to help other Highlander Club members by providing a no guarantees. We will, of course, make every effort to correct errors
much-needed service. Many people prefer to receive an imme- brought to our attention. The inclusion of businesses, opportunities, or
offers should not be considered an endorsement of articles, products,
diate lump-sum payment instead of waiting years to collect
or materials. Nor is it intended to endorse any views expressed or prod-
their money. Thus, club member Robert Cutter of Morgan ucts or services offered, by the author or organization. Highlander Club
expects that its members will act with honor, and, therefore, we trust
Financial is in the business of purchasing cash-streams from
that the products, services, and business opportunities mentioned in
people who collected periodic income checks for real estate their advertisements are legitimate. However, we do not have the
notes, land contracts, trust deeds, seller-carry back mortgages, resources to investigate every product, service, or business opportunity
that is advertised in the newsletter; therefore, we cannot personally
annuities, and insurance payouts. Mr. Cutter’s company also guarantee what they’re offering.
offers partial purchase programs where you can sell a portion