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Cultivating Quality Clients With a Powerful Ezine

julia97 — Tue, 21 Jul 2009 06:48:17 +0000

I want to share with you one solution to a marketing problem shared by three of my coaching students this month: how to create a powerful online newsletter, or ezine, for cultivating quality clients.
I realize this is not the only source of info you can find on how to write an effective ezine, but it follows my own successful formula, and it addresses mistakes I see repeatedly among my coaching students, whether new to the business or not.
For most of my students, a physical direct mail campaign is part of the marketing mix for gaining high quality clients in the fastest way possible.
But physical mailings are time-consuming and expensive, so I also encourage them to create a free ezine for their target market. Once their ezine readership is high expensive physical mailings with easy, fast, and inexpensive newsletter blasts.
Rather than tell you what mistakes were being made, I will present their solutions below, which gives me more space for illustrating the 4 points I want to make.
Follow these suggestions and I guarantee an ezine that will:
* Enhance your reputation
* Help you develop a loyal and eager readership
* Keep your unsubscribes low
* Help you build a list large enough to produce paying clients.
Point #1:
Determine specifically what you will be sharing with your audience and make it apparent in your newsletter title. The regular content should revolve around your USP, a niche market, or some particular talent you possess.
For instance, if you are very good at creating offers, you will get more interest with an ezine that focuses just on offers than you will with something more general. Notice the difference between these two potential ezine titles and taglines:
* The Copywriting Tip Sheet
* Tons of Tips for Writing Better Copy
versus
* Offers Monthly for Marketers
* Mastering the Offer as an ROI Generator
As a title, “The Copywriting Tip Sheet” is weak because:
A. It is too general. Remember, specifics sell, generalities do not; and
B. The tagline, “Tons of Tips for Writing Better Copy” reveals the writer’s desire to PROVE his or her ability, rather than offering something the reader can USE.
How is the second title better, in fact, far superior and destined to be more successful at signing up subscribers? It is better in these crucial ways:
A. “Offers Monthly for Marketers” lets the reader know that this ezine focuses on something specific, offers.
B. It lets the subscriber know that this is an ezine for them, marketers.
C. And the tagline lets them know that the content is not an overt sell job foscusing on what the copywriter knows, but hard-hitting content about offers that the subscriber can actually USE,therefore providing an incentive for the potential client to sign up and actually read the newsletter every time a new issue is published.
When can you ignore Point #1?
When you’ve reached the status of copywriting gurus like Bob Bly. Bob is so well known and highly regarded in the direct response and copywriting marketplaces that his Bly’s Direct Response Letter), can attract readership.
So to wrap up this rather lengthy point, suffice it to say that specifics sell and generalities don’t. The ezine with a specific focus will gain and retain more subscribers.
Point #2:
In each issue, stick to one subject and cover it to a depth that you can honestly say you’ve produced valuable content.
If you have enough experience with your subject matter,you can pull content from your head and create a worthy newsletter in about two or three hours.
If not, be willing to do a little research to offer your reader something of true value. This shouldn’t be a burden since in this business, you must always keep increasing your knowledge. Once written and published, you’ll be surprised at the many other ways your efforts will pay off.
Point #3:
Create a very strong title.
Point #1 discussed the mistake of creating a general rather than specific ezine title.
Assuming you have decided on your area of expertise, you now need to offer elements that will select your audience,reveal your positioning, and offer a benefit.
Although my own newsletter title targets freelancers rather than marketing directors, its structure allows me to use it as an example.
Here is how I arrived at the title, “Freelancer’s Business Bulletin”.
First, I wanted to select my niche audience, which is freelancers; second, I want them to know that this is about business-building,so I included the word “Business” to differentiate my ezine from the many that address the craft of copywriting; and third, I wanted to impart a sense of urgent timeliness, thus the use of “Bulletin” over other possibilities such as “ezine,” “digest,” “tips,” or “news” (which shouldn’t be used unless you really are presenting news).
Thus the “Freelancer’s Business Bulletin,” by its title alone, attracts freelancers, my niche/target market, who are interested in building their business, my USP, who want relevant business-building information they can use right now).
Use this simple formula as a starting place, or an ending place, for creating a powerful newsletter title.
Point #4:
Cut the fat.
One of the big giveaways of the novice writer is loose copy. Over the years it gets easier and easier to write succinct, to-the-point copy that conveys strong ideas in the least amount of words.
But no matter how long you have been writing, there is always call for some editing. Copy that is tightly
written, to the extent that sentences and paragraphs
are rewritten if need be, respects the reader and is a pleasure to read.
If your readers look forward to receiving your newsletters, they will open and read them. Anything else, of course, is pointless.

Gardenias And There Care

julia97 — Tue, 21 Jul 2009 06:28:23 +0000

There are a lot of people out there that have no luck with growing gardenias but then there are still those few that have very good luck with growing gardenias. Sounds to me like you have some magic powers when it comes to growing plants. At least when it comes to plants that no one else can grow. Let’s first agree that although these Gardenia flowers sparkle like moondust with their pure white petals, although they send off a thick unforgettable fragrance so enchanting it goes right into perfume, growing them is pure science.
When growers cultivate these, they must know what makes them grow and what makes them flower, because those are the Gardenias that will fly off the shelves. You can use what they know to become a better Gardenia Gardener.
There is a report that some scientists put out on the study of gardenia plants it is called, “Flower Initiaition and development in gardenia plants as affected by photoperiod and night temperature.” What scientists E. P. Makridou and A. S. Economou did was expose Gardenias just like yours to different daylengths: eight, 12 and sixteen hour days, for four weeks. Then they took all the Gardenias and exposed them to sixteen hours of daylight for four more weeks. Which Gardenias do you suppose had the most flowers?
The ones that began with eight hours of light, the ones with 12 hours of light Or the ones with 1sixteen hours of light? Turns out that the Gardenias that had the shorter days, and then switched to longer days, had the most flowers of all. The researchers concluded that ‘short photoperiods promote flower bud initiation in Gardenia plants. But that’s not all! They did another experiment.
This time, they exposed all their Gardenias to eight-hour days for four weeks and then split them up into three groups. These pots were now grown under different daylenghts eight, 12 and sixteen hours long. Guess the results for this experiment. Did changes in day length affect flowering? Answer: The ones that had long days for a full eight weeks and the days that were sixteen hours long flowered quickest. Then they did another test!
They wanted to know if night temperatures would have any effect on Gardenias. So they grew them all with eight hours of daylight and set the thermostat at 75 degrees F. When the lights went out, they lowered the temperature to while the night temperatures were kept at 55, 65 and 75 degrees F.
They did this for four weeks. Then they chaned the night temperature. All Gardenias were now spending their nights in a 65-degree F room. They did this for four weeks. And they tried several other combinations of temperatures as well, all with the same eight hour day length.
Results: Gardenias flowered earliest when exposed to days and nights of 75 degrees F. All the Gardenias flowered. There was no other effect observed on the number of flowers. So if you want to use this research, you would want to give your Gardenia only eight hours of daylight for four weeks. Then you would make the day longer. You would give it sixteen hours of daylight. This Gardenia would have constant temperatures of 75 degrees F the whole time. And you would have Gardenias coming out of your ears.
If you put your Gardenia outside, you know it’s going to get Aphids. But this is not a problem! Because you are going to run down to the Garden Center and pick up a nice big container of Ladybugs. Spray them with Sprite before you put them down. That will keep them from flying away. Sprinkle them around your Gardenia, in the middle of your Garden. If you have Roses, you can put them in the same area, and the Ladybugs will run around your garden hunting for Aphids, Mealybugs, Beetle larvae, ants, all kinds of insects you never knew you had.
No fuss, no muss. And you can get up close and personal with your Gardenia, you can eat your Gardenia, and there will be nothing poisonous there to make you sick. I love that most of all. If you keep your Gardenia potted, it will most certainly dry out very quickly. Growing one of these is not like growing them indoors. The great outdoors is full of surprises, and these Gardenias do not take dry soil kindly. Watch it very carefully if you do that. I do believe however the fresh air is good for everyone after a winter indoors.
They’ll study that someday, but for now, it’s my personal theory. Remember that humidity is always important for these plants, that a low pH is their comfort zone, and that when moving anything to a full sun exposure you should do it gradually to give leaves time to adjust their chlorophyll. If not then as I have said go to your local nursery and talk to them about your gardenia or you can go on the internet and do a search for gardenia and see what you come up with.

WARNING Signs of Suicide:

julia97 — Tue, 21 Jul 2009 06:12:19 +0000

Suicide is among the scariest words in our language; it inspires an immediate horror among the family and friends of the victim. People frequently experience a gut-wrenching dread, denial, shock, fear … and even guilt.
It is a word so charged with universal dread, guilt and burning emotion that people will avoid talking about it almost at all costs. It has become an intractable taboo.
We must discuss it, however, because the statistics are staggering: In 2001 suicide was the 11th ranked cause of death in the United States, but shockingly, it was the third leading cause of death for 10-23 year olds.
One group in the United Kingdom which provides confidential emotional support for those suffering from a crisis estimates that more than 100,000 people attempt suicide each year there. And, of these attempts, over 6,500 will eventually succeed.
Even worse, some estimate that as many as 20% of those who suffer from bipolar disorder will succeed in killing themselves. NOTE: One out of every five!
It has also been estimated that as many as 50% of all bipolar patients may attempt suicide at least once in their lives. This appalling figure shows the urgency required to properly screen, diagnose and treat the suicide-prone patient.
Therefore, it is as clear as a flashing neon sign that suicide is not something to be cavalierly ignored; it is not going away. As socially responsible family members and friends, each of us must make a commitment to be aware of the warnings signs of suicide-prone despair.
We must do our duty by being prepared to help a friend or family member in crisis. But to do so, we must be able to identify that cry for help for what it is-desperation and not be quick to cavalierly trivialize it.
Please note the following warning signs and red flags. You may just save the life of a loved one.
Situational Red Flags
1. Victim of Sexual, Emotional or Verbal Abuse
2. Sudden or Unexpected Death of a Loved One
3. A Terminal Illness Accompanied by Drastic Deterioration in Quality of Life
4. Sudden Detrimental Change in Financial Status
5. A Condition of Chronic Debilitating Pain with No Relief in Sight
6. Talk about the Possibility of Suicide
7. Extraordinary Withdrawal or Sullen Behavior
8. Traumatic Loss or Disintegration of a Relationship
Emotional Signs
1.Depression
2.Feelings of Futility
3.Oppressive Feelings of Guilt
4.Pervasive Melancholia or Sadness
5.Feelings of Hopelessness or Helplessness
6.Overwhelming Gloom
Recovering from Depression!
Sometimes as a person begins to recover from a depressive episode the possibility of a suicide attempt may increase. This may happen because when a person finally makes up his mind to actually kill himself, he sometimes becomes oddly resigned and at peace with the situation; his mood can begin to elevate slightly.
Also, the depressive lethargy may start to lift, and where a person may not have been able to find the energy to carry out suicidal plans before, he now may have it. However, regardless of the reason, this can be a very crucial stage.
Behavioral Red Flags
1.Hoarding Prescription Drugs which Can be Lethal when taken En Masse
2.Obtaining Possession of a Weapon
3.Overt Attempts to Bring Closure to Personal or Business Issues
4.Sudden Attention to Ones Will
5.Increased Reading or Conversation about Suicide
6.Gifting Away Personal Belongings
7.Reconciling with those who are Estranged
8.Sudden Interest or Attention in Ones Insurance Policy
9.Excessive Withdrawal or Isolation from Others
Thoughts and Comments to Note
1.I wish I had never been born
2.This life is a pile of crap.
3.I wonder what the best way to kill yourself would be.
4.My kids are the only thing I live for.
5.I can not see any way to get out of this mess.
6.Nothing ever gets any better
7.Nothing is worth living for.
8.I just do not care about anything anymore.
Of course, none of these signs by themselves are absolute proof that someone you know may be considering suicide. Any of these may be present individually, and a person still may have given little or no thought to suicide.
However, if any clusters of these are present take particularly strong note.
It is also possible that a person may give little if any, warning of thoughts of impending suicide and still attempt it.
So, how can you be sure? Ask directly. Share your observations tactfully and honestly. Be open to talking about this with your loved one.
Is it awkward? It certainly can be, but even more important, it could save the life of someone you love.

Buying Used Goods

julia97 — Tue, 21 Jul 2009 05:47:41 +0000

Everyone loves to shop and saving money, goes hand in hand with shopping. Of course, some things are just naturally better the more you money you spend on the them. This is especially true with “new” goods.
However, for me, it’s a used goods shop any day as I just love a bargain. A used goods shop can take many forms: junk shop, second hand shop, thrift shop and discount shop are just a couple of the many examples around today.
One of my favorite used items is a book. Nothing beats getting a new, book whatever the cost. The whole process is just made a lot sweeter when I get that book for pennies on the dollar at a used books store. The book may be slightly read and dog-eared, but I think it gives those types of books a bit of character.
Used bookshops can be found in almost region of the world. In addition to bookshops, most secondhand shops and thrift shops have a section for old books. Some of the books can be quite valuable and rare. So next time you are in a thrift shop, take a look at some of those books that are being sold for pennies on the dollar.
Another popular used item is any form of transportation. Used vehicles are extremely popular and widespread. Some towns have several used car dealers. One thing you should be cautious of is a used car deal, be sure to take someone along with you who knows all about cars.
Used cars are affordable and can be a dream come true to that first time car owner. Many good used cars have barely been used, but some have taken quite the beating. There are companies available now that will give you a detailed history of the vehicle before you purchase for a small fee.
Another great used item to mention is that of a computer or laptop. Technology can be expensive. Purchasing older technology can save the educated and informed buyer money and time. As with anything else, always check the reputation of the retailer or person selling the used computer or laptop. Checking now will save disappointment later.
A computer or laptop can often be bought second hand or refurbished which is almost as good as new, but is usually a few months to a few years behind today’s modern technological advances.
Probably one of the best known and most treasured of used goods are antiques. They almost always increase in value the older they become, unlike our modern day electricals. Often the amount of work that has gone into an antique is reflected in it’s present day value. An antique is one of the best used goods that money can buy as values are likely to increase for well choosen pieces.

Trainee Salesman Stumbles on a Cold Fortune

julia97 — Tue, 21 Jul 2009 04:40:38 +0000

“Get into selling and make your fortune” the headline seemed to shout at me from the classified page. It went on to explain how anyone could become rich by learning how to sell.
As a gullible young man just out of Military Service and looking for a job, I was hooked on the idea of a sales career despite suffering from a general lack of confidence. On top of that my near panic at the thought that now I had to survive in the big outside world on my own.
No morning bugle call to kindly let me know that breakfast was being served. No more shouting in my ear about the condition of the nice suit of clothes they give you to wear.
Even worse, no more free meals and a bed, the reason I joined up in the first place. I had become institutionalised. From that point forward I would need to think for myself for the first time in years.
Solely on the merits of my Military discharge papers, I landed a job as a trainee salesman with a well-known office machine manufacturer. They kindly sent me to sales training school for a whole month after which you are supposed to be a whiz at selling. Not so for me, because after a couple of months I had managed to sell nothing.
Hugely embarrassed and demoralised, I resigned. However, I continued to hold to the belief that “selling can make your fortune”, perhaps because as a kid I had been quite a successful street urchin.
My ideas about selling as a career were reinforced when by chance I read a news item about a janitor who became a commission salesman and within two years bought the apartment block where he had been the janitor.
I must try again to become a salesman, and I did without much success. Most of the direct selling outfits simply gave me a pre-typed script to learn. I tried the scripts, but several of my prospects simply asked me how long had I been doing the job. One even asked me why I was speaking so unnaturally, I wasn’t aware of it.
Perhaps I could learn to sell by trying retail in-store sales, I pondered. So moving on to the retail job circuit I secured a job as a trainee. My new boss had a store for each day of the year 365 stores. He sent me as a trainee to a store where I was asked to push the sales of some fridges that had no motors.
I was astonished. How can a fridge have no motor? I asked the store manager for a brochure that might help my understanding of a fridge with no motor, so he dug around under the counter and thrust a bunch of grubby papers into my hand.
“You’re supposed to sell them, not read about them” he complained.
Anyway I did read about those fridges, and discovered that they functioned by a heated element instead of a motor. The electrical energy consumption was less than an ordinary light bulb. I found it all quite strange, and simply voiced my amazement about them to everyone who entered the store. Not as an intention to make a sale, but simply because I was actually very impressed with the technology.
However, a strange thing happened: People started buying fridges. Each day more people came to me to ask about them and more sales resulted. Weekly deliveries of fridges to this single store out of 365 stores alerted the Head Office due to the unusual delivery rate.
Incredibly, the company extended the premises to accommodate more fridges. I have often wondered how they filled that new space when I moved on to pastures new.
Since then I have successfully sold just about everything under the sun, including double glazing, windows, home improvements and several years in Life Insurance. I learned some truly fascinating secrets on selling and how to sell effortlessly.
As a beginner you need to learn the two most important ingredients for selling which if mastered will enable anyone to be proficient in sales: Enthusiasm and Product Knowledge. The third ingredient will be borne of the above two which is “confidence”.
Armed with enthusiasm for a product and thorough Product Knowledge, you will surely gain confidence. Most of your prospects will not see you as just another sales person but as an expert they can trust. Why will they trust you? Because as you should have discovered yourself in life that it is always apparent when someone knows what they are talking about, You know instinctively when a person is telling you the truth. You also learn to know instinctively when someone is talking nonsense.
Now here is a truth: People will only buy from those they trust.
Truly “Selling” is easy, when you know how. Naturally, I moved up in my sales career and bought my own stores. Selling the very product I found impossible to sell just a few years earlier, Office Machines.
I can never forget a major sale I made a few years ago to the Managing Director of a large corporation. He bought a very expensive product and gave me his company cheque there and then without question.
However, just as he was leaving he mentioned that one of my competitors WGS was selling the exact same product at ten percent less. Being a bit puzzled, I asked him why he did not buy it from WGS.
“Because I preferred to buy from you” He replied.
There you have it, as you must surely know deep down, even from your own experiences: People will only buy from those they trust. You will only earn their trust by learning all that you can about the product you want to sell. Become an “expert” in the product and you will also become a super-sales person.
When you are able to talk naturally to your prospects you will also be able to answer all their questions with enthusiasm, without hesitation, and they will be impressed by your product knowledge.
Copyright 2007 by Harry S Richards

How to Avoid Audience Saturation

julia97 — Mon, 20 Jul 2009 19:27:12 +0000

When I first started my speaking career I had to fight constantly against the urge to tell my audience everything I knew on the subject at hand within the one hour assigned to me. After the contract had been signed and the topic defined the conflict began. What content should I include? Which stories should I tell? What humorous anecdotes should I select? My answer to these questions was always, ” Why not tell them everything you know?”
When I prepared a speech I had so much good resource material that I was easily seduced into giving the audience the whole works in one sitting. My rationale usually centered around the fact that I might only have one opportunity to share my accumulated wisdom with these people so I wanted to give them the whole package while I had the chance. This kind of thinking can get a speaker into difficulty on a few fronts:
1.If you share too much material in a limited period of time you run the risk of appearing disorganized and rushed. What you want is to come across as relaxed, focussed, knowledgeable and entertaining.
2. Imparting more content than is reasonable or desirable results in your attention being scattered thus giving the impression that content is more important than creating an intimate connection with your audience. In my opinion a good speaker is one who relates well to the people being addressed. When you are concentrating on quantity of material rather than on quality and intimacy you are heading in the wrong direction.
I don’t want to give the impression that it isn’t important to have a thorough and comprehensive understanding of your speech content. It is. But you also need to be able to effectively measure the dosage of content to the time available and the audience’s ability to absorb the material you present.
Here are a few tips that I have found helpful in overcoming with my inclination to saturate my audiences.
Keep in mind that most people can only absorb five or six points in a speech. This seems to be all our human attention span can handle at one sitting. If this is true, it’s pointless to feed them 30 or 40 points at a time.
* When you have the topic defined and clearly articulated, prepare a catchy introduction. This can involve a personal experience, relevant quotation or a humorous quip. It is important that your introduction grab the attention of your audience and make them want to hear more from you.
* Now identify and list your six main points. I like to write them in point form as I just need them to jog my memory. I have no intention of reading them to the audience.
* It’s now time to go to my story and humor files to select a few items to help get my key points across. Stories are important in public speaking as people seem to be able to recall stories more readily than they can general information. For this reason I sprinkle my presentations with liberal doses of story and humor.
* When you have finished listing your main points and connecting the stories and humor to each one, write a reminder to recap your material for your audience before concluding your presentation. The old rule in public speaking that says “Tell your audience and then tell your audience what you just told them.” is still a rule worth following. Make certain that the recap is very brief. You don’t want to give the presentation over again.
* Now conclude your speech with a couple of lines from a poem, share a quote or a quip or just offer a few words of encouragement or affirmation. I also like to thank my audience, tell them how much I enjoyed being with them. and say that I look forward to meeting some of them after my talk.
I find that when I discipline myself to follow this outline I am more inclined to stay on topic, avoid becoming scattered and I am more present and connected to my audience. It also gives me the feeling of having given a power packed, well organized presentation that will be easily remembered long after I leave the building.

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Italian Preparations

julia97 — Mon, 20 Jul 2009 18:50:23 +0000

Although most people identify Italian food with some of the nations most famous dishes like pizzas, spaghetti and lasagna, in reality, Italian food encompasses a wide variety of traditional and modern cuisines. One of the main benefits that Italian food has over that from other parts of the world is its healthy constitution. Prepared from a variety of healthy ingredients like legumes, vegetables, grains, nuts and fruits, Italian food preparations are some of the best for your health and vigor. Along with reducing risks of heart diseases and cancer, Italian food preparations are some of the best you can have for the overall maintenance of good health. Among others, lasagna and spaghetti are some of the tastiest and best known Italian preparations.
Prepared with pasta, cheese and meat-sauce layers, lasagna is one of the most famous Italian dishes today consumed all over the world. Lasagna is usually prepared with pasta o0r noodles, either freshly prepared or prepared and softened from a day before. The meat sauce is usually prepared with ingredients such as ground beef, tomatoes, pork sausages and a combination of pasta sauces. In addition molten cheese is also added. Other ingredients usually required in the preparation of lasagna are onion, garlic, salt, pepper, eggs, mozzarella cheese, red pepper and marinara sauce with wine. One of the chief characteristics of lasagna is that it is a layered dish. In a baking pan a layer of sauce is first laid, over which layers of pasta or noodles, mozzarella cheese and then another layer of sauce is placed. Some shredded cheese is also added at top. The whole preparation is then covered and baked until the cheese melts. The preparation is then allowed to stand for 10-15 minutes before it is served. Chilling the noodles overnight before preparing the lasagna allows the flavors to soak in better and thereby, improves the overall taste.

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Good Stages of Grief?

julia97 — Mon, 20 Jul 2009 11:06:50 +0000

Most widows go through a crazy emotional rollercoaster as they move from one stage to another. One moment they are flying high and the next they are sinking morosely into a pit. They can be on level ground one minute, but the next may find them perching warily on a high wire or chugging up a hill and churning up a pot of steam, ready to blow at the first turn.
Looking back on my own years of grief, and writing articles, a book* and two websites** about it, I believe that each stage of grief has both plusses and minuses. It may take widows a long time to appreciate the plusses, but it could help us to know they are there. Just as it helped to know we were expected to go through stages in grief, it may help to see some of its long-range benefits.
Shock. Almost every widow goes through Shock or Numbness. I felt like I was inside a bubble, looking out at others who performed various tasks for me…phone calls, travel arrangements, meal planning, appointments, decision-making. Even inside that bubble I hurt so much that I couldn’t imagine I was being spared some of grief’s worst wounds. Later I understood.
Both immediate Shock and the die-hard stage of Denial cushion us from too much reality too fast. If these stages lasted too long, we would have major problems; but in smaller doses they provide brief emotional vacations when we really need them. The same is true of another stage I recognized several times in my own grief. I call it “Cockiness,” the pleasant feeling when we swell with pride at how well we are doing. We just know we have licked this thing called grief. “That wasn’t so bad,” we think, right before we fall off another cliff.
Grief is hard work, and it must be done, but brief respites from the dismal pain are therapeutic. I call them “practice sessions,” or “previews of better times ahead,” for when we are healed and walking among normal people. The downside of these “emotional vacations” is that they may be falsely interpreted by our friends and relatives. They may think we are healed and no longer need their tender loving care.
Depression can be the deepest stage of grief, dragging us down into a pit of self doubt and loss of spirit. Knowing it was an expected stage helped me to endure its downside more easily, but it didn’t make it fun. The upside of depression, which is really hard to appreciate until years later, is that this stage–more than any other–seems to provide the most opportunity for self examination and personal growth. It’s the caldron in which we learn that we are strong and we can survive.
Anxiety is a tough stage, and it can hang on interminably, especially for those on their own for the first time. It can build to a crescendo, a panic attack, such as one I had when I thought I was dying of the same thing my husband did. Most widows have one or several of these. I asked the doctor for a few anxiety pills to keep on hand for crises. Left unchecked, panic attacks can grow into agoraphobia…the fear of being outside or of leaving the house. We don’t want that to happen. Anxiety can also play havoc with our health, so, what is the upside of Anxiety? Well, not much…but to stretch it a bit, it does keep us alert so we know what’s going on…and it feels really good when it’s over.
I said a hundred times, “I could never get angry at Bruce for dying!” And then I did, with a vengeance! “How dare he leave me to do all this stuff!” We all go through Anger, and we can lose the support of friends and family if we aren’t careful. Can there be any benefits in it? Yes, it’s a sign we are facing reality head on, breaking through some of that Denial muck, and also we are clearing the air, getting rid of some old baggage around us.
With most Anger comes Guilt! Guilt for thinking of ourselves instead of our late mates. Some widows may have real reasons to feel guilty; most do not. Regardless, work on guilt, with a counselor or therapist if it is serious. So, how can it have an upside? Sometimes analyzing guilt feelings can help in understanding the differences we had with our husbands. I, for example, realized I felt guilty for often overlooking Bruce’s many good points and nagging him about things that simply did not matter.
Think of these grief benefits as the “little bits of sugar that help the medicine go down.”

Tapping into Wealth

julia97 — Mon, 20 Jul 2009 07:06:11 +0000

The Law of Attraction has been getting a lot of attention lately. With the popularity of The Secret (both the book and video), books such as the Abraham books by Esther and Jerry Hicks, as well as the many hundreds of ever-popular classics, such as Napoleon Hill’s Think and Grow Rich, the idea that you can “create your own reality” has never been more fashionable.
There are also nay-sayers who deny that this is true. They say, “if it was so easy to create your own reality, why are so many people sick, poor and unhappy?” Who would choose such a reality? Even many people who believe in the ideas of positive thinking and the Law of Attraction are secretly afraid that it’s just too good to be true.
Well, my understanding is that the Law of Attraction is 100% true. There is only one catch, and it can be a zinger for those of us trying to apply this law in our lives. The problem is that most of us have subconscious blocks to our efforts at creating prosperity consciousness and better lives in general.
The fact is, we consciously want all the good things in life, which is perfectly natural. Yet a part of us, often there since childhood, is convinced that we are not deserving, that money is scarce, that it’s not moral to be wealthy or some other such belief that is not consistent with actually manifesting abundance.
There is a simple technique that allows us to almost instantly remove blocks. It is called EFT (Emotional Freedom Technique) and is based on the Chinese system of acupuncture (no needles though!) combined with modern psychology. It is so simple in fact, that many people are skeptical that it can really work –until they try it.
The EFT technique involves simply tapping on various points on the body; it works like acupuncture without needles. This sends healing energy to the various meridians (energy pathways) of the body. The tapping is combined with statements or affirmations that help to establish a new belief or pattern in the body and mind.
EFT can be used to treat many emotional and even physical conditions. One leading EFT practitioner, Brad Yates, has created a program that focuses specifically on the issue of abundance. He teaches people to literally tap into wealth and remove old blocks that may have inhibited money from coming into their lives.

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Selling A Business – The Eleventh Hour Contract Change

julia97 — Mon, 20 Jul 2009 06:48:01 +0000

The next line could be, “Will it Derail Your Sale?” We have seen it go both ways, unfortunately. If a deal does blow up, everybody looses. The seller has spent six months of divided focus and many of the normal business development activities have been put on the back burner. His or her business will simply not be as strong if the business sale process is not completed.
Normally a buyer that has made it to this point is the one that recognizes the most strategic value and has indicated their willingness to pay for that value. The second, third, and fourth place buyers, if they even have been uncovered, are generally far short of the winning bidder. We have had some very specialized companies that were great fits for only one buyer and the next best bid was less than 50% of the leader’s offer. That is not a very attractive backup plan, should the best buyer go away.
The buyer is also damaged by an eleventh hour deal blow up. They have devoted senior level people to analyzing, negotiating, preparing for the integration of the two companies, etc. It often involves several hundred thousand dollars of opportunity costs. If the target company was the answer to a gap in the buyer’s product set, they will no longer be able to recognize the anticipated benefits unless they now build it themselves or go acquire the next best target company. Both of these approaches are expensive and time consuming.
Let’s get back to the root of the problem. What would cause a buyer to make an eleventh hour change? Our experience has shown that in 80% or more of the cases, it has been the buyer’s corporate counsel or outside counsel. They have discovered a deal component that when memorialized in a definitive purchase agreement is either not legal or violates the corporate “risk versus reward covenant.”
This is where it gets emotional. It is done “after we had a deal.’ We coach our sellers up front and warn them that this can happen. The way we position it is that as a simple matter of logistics, the buyer’s legal team has very limited detailed involvement prior to crafting the definitive purchase agreement. In the heat of negotiations, however, the M&A guys have often agreed to something that will not pass the protectors of the mother ship (corporate counsel). When the particular deal term moves the Risk/Reward needle into the red zone, the corporate counsel over rules the M&A guys. An example of this would be an earn out that was open ended and not capped – simply unacceptable on Wall Street.
Another manifestation of the eleventh hour change is the buyer’s business development team is tasked with bring the deal along to a point with final approval reserved for the president or the board. Sometimes the M&A team simply commits to something that gets rejected in the final approval process. Unfortunately, sometimes this is real and sometimes it is a popular negotiating ploy called deferring to the higher authority. It can be very tricky determining which is real and which is negotiating.
O.K. So we have established that more often than not, the seller will encounter the dreaded eleventh hour deal change. How should he or she respond?
First Rule – be prepared and know that it is part of the normal process. Do not put it into the category of this is the evil empire looking to beat up the little guy.
Second Rule – Do not destroy your personal good will with the buyer. Often times, the owner has huge value to the buyer in terms of post acquisition product integration and education on their market. If this last minute deal change turns you into Mr. Hyde at the negotiating table, the buyer’s Risk/Reward needle could be moved into the red zone. If they view you as someone that could damage company morale or who will be high maintenance or worse, will be litigious, they will walk away from the deal at this point.
Rule Three – If you feel you are about to explode in front of the buyers, ask for a 15 minute break, go into another room and unload on your advisors. Get it out of your system, calm down, and go back into problem solving mode.
Rule Four – Let your advisors do your bidding. Recognize that this is an emotionally charged area for you and it is essential for you to preserve your relationship with your future employer. Let your M&A advisor or your attorney be the bull dog, not you.
Rule Five – Respond in kind at the appropriate economic level. Do not look for a pound of flesh to compensate you for your sense of moral indignation. In corporate America it’s not going to happen. Work with your advisors to identify the extent of the economic value you have lost due to the change. Ask for concessions in return that match the economics of the buyer’s change.
Rule Six – Keep your eye on the prize. In this very emotional time, you must prepare yourself to be an economic being. If your next best buyer is $2 million below your current buyer’s offer, do not put the deal in jeopardy by violating Rules One through Five for a change with maximum impact of $20,000. Put your ego on the shelf, step back, keep your moral indignation in check and preserve your good will. Remain fluid and creative while allowing your advisors to take on the role of the bad guy. Get your deal signed, enjoy your new substantial bank balance, and prosper as a prized member of your new company.

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