HOW TO START YOUR OWN SUCCESSFUL WINDOW WASHING SERVICE

 Here ' s a business that, partly more than any other with equal
 embryonic for real wealth, meets the most stringent requirements
 of just about any skeptic. In fact, there ' s so much in favor of
 the " mini fellow " with this business, it ' s a real mystery why more
 people don ' t scrape together this one as the vehicle for their bitter end
 independence and financial security.

 This is a business that can make you flush very swiftly... It ' s a
 clement of service business that can can very profitably be operated
 by one person - - masculine or female.. The basic knowledge needed for
 success is simple and easy to learn.. Very sparse capital
 investment is needed for equipment - - usually less than
 $100... There are virtually no storage space requirements... You
 can operate out of your home for virtually as long as you like;
 and yet, there ' s a real demand for this type of business
 universal...

 The success abeyant for window washing services is present in
 the smallest of towns as well as the largest metropolitan areas.
 Your risks will be deficient, while your prizes can far vanguard
 even your wildest dreams. Recurrently, a one man operation in a
 home of 50, 000 can expect to gross $4, 000 or more per month after
 90 days. Operating expenses for one person operations grossing
 this amount should be less than $1, 000 per month.

 Ideally, your plan should be to solicit new accounts, do the
 work yourself and endow a regular customer route. Once you ' ve
 established such a service route, and you ' re kickoff to realize
 a good profit, you should hire part - time help to do the work
 while you solicit new accounts and inculcate more regular
 customer routes.

 You should gang around on providing regular window washing
 services for all the one and two story office buildings and
 storefronts in your area. Start with those coming to your home
 and expand your efforts peripheral. Unite a buried thoroughfares
 leading into your house ' s downtown area. Select the one adjoining to
 your home and begin calling on business owners and store managers
 all along the system into the downtown area.

 Usually, you won ' t have to do much more than introduce yourself,
 briefly define your services, and dispensation your business card. We
 did this oftentimes on a once - a - life basis, and after 6 weeks, we
 had enough business to keep one man occupied - - 6hours a day, 5 days a
 lifetime.

 Until you become well established, don ' t even bother soliciting
 work on windows higher than the second story. However, it ' s best
 to call on every business, one after the other as you make your
 way to the downtown area. Successive on, you can call upon churches,
 private schools, businesses located on side streets branching off
 the main thoroughfares, and even homes if you ' d like to try that
 market. Generally though, you ' ll find the residential market too
 time - consuming to make your efforts really profitable, plus the
 fact that you simply won ' t be able to charge enough to make it
 worthwhile in comparison to your call customers. Apartment
 houses and condominiums are quite a different story however,
 particularly when you can land several customers in the same
 building.

 As mentioned earlier, you can headquarter in and operate
 completely out of your home. You can store your cleaning
 equipment and supplies in a corner of your garage. Your
 bookkeping and other paperwork can be taken care of at the
 kitchen muckamuck, with whatever office supplies your need, easily
 stored in a dresser drawer.

 Speaking of office supplies, you should have a supply of
 business cards - - and an adequate supply of billing statements with
 your business name and address, plus mailing envelopes and return
 reply envelopes. You can get away with rubber - stamping your
 business name and address on your statements and envelopes, but
 your business will mature faster - - you ' ll probably save time and
 money as well - - by ball game with printed supplies from the source.

 There are nor " real reasons " not to list your home address as
 your business address, but sloping a post office box number - - if
 you prefer - - wil not really harm your form. Te important goods is
 personal contact - - someone from your company usually calling
 upon prospective customers.

 Talk with them. Listen to them. Get to know them. Find out
 who ' s currently doing their windows for them, if they have any
 complaints and how you can offer them a better deal. When you ' ve
 in fact investigated the service they ' re culpable for, and
 you ' re certain you can offer them a better deal, put your ideas
 into the form of a written proposal and give it to them. Don ' t be
 worried to charge a proposal for a better deal, extract when you
 do, your proposal should offer more than just a price break.
 Under - cutting a competitor ' s price usually means less profit for
 you, and an overall deterioration of your reputation. It may
 temporarily arrangement in more work for you, but you ' re in business
 to attain wealth - - not work yourself into an early grave.

 If your spouse is home during the day, missy can answer the phone
 for you and regularly set up appointments for you, while you ' re
 out making sales calls. Queen can also type out your account
 statements, see that they ' re sent out on time, and pretty much
 hilt your bookkeeping for you. Should it not be feasible, or
 for some reason obnoxious for your wife to hilt your
 entering calls for you, look around until you find a good,
 dependable Telephone Answering Service. Many of these telephone
 answering services shaft typing jobs as well, so if you ' re
 misplaced someone to knob these chores for you, chances are you
 can find all the services you need without much of a search.

 It ' s important with this type of business that you have a
 " conscious " roar answering your calls. selecting the right people to
 shaft your calls, and spending the extra time necessary to train
 them according to your desires - - even paying a dwarf more to have
 things done the way you want them done - - is nearly always well
 worth the time and innumerable expense. Commemorate, this is a service
 business with your production dependent upon the personal contact you
 and your representatives have with prospective clients. Work on
 it, develop it, and cultivate your personal contact transactions.

 As the size of your company increases and you hire crews of
 people to knob work assignments, you can usually get your
 answering service to take on the wider duties of activity assignments
 orientation or dispatcher. All of this simply points up the
 possibilities of operating your business out of your home
 indefinitely, should you gang around to do so.

 If someone along the line you decide to set up an office in a
 whereabouts other than your home, you might want to make an offer or
 otherwise induce one or two of the people from your telephoning
 answering service. Regardless of how large your work power
 becomes, it ' s always best if you supply the window washing
 equipment and supplies.

 Employees should be allowed to take the equipment home with
 them, and required to use their own vehicles for transportation
 to each undertaking site. By all means, spend the extra money to supply
 your duo with uniforms. Matching shirts and trousers with a
 big patch on the back of the shirts, slanted your company name
 and phone number, is not only impressive in overhanging photograph,
 it ' s also one of the cheapest and best advertising methods.

 Once you ' ve hire people to do the actual window washing for
 you, get a couple of magnetic signs showing your company name and
 telephone number. Be sure to " wear " these signs on your car as
 you make your sales calls and spot check on the progress of your
 work crews. Later on, you can get similar signs for your crew
 chiefs. If you should opt for company - owned vehicles, you ' ll find
 vans to be the most convenient and serve your needs most
 efficiently. Be sure to have your company name, phone number and
 logo painted on each side of these vehicles - - and allow your crew
 chiefs to drive them home at night - - all of which benefits you
 with practically free advertising.

 The kind of equipment you ' ll need to professionally wash
 windows is relatively simple... A12 or 18 inch window brush,
 aluminum telescopic brush handle... 6 inch, 10 inch and 18 inch
 squeegees with replacement rubber blades... A couple of plastic or
 galvanized water pails, one 2 gallon and the other 5 gallon... And
 an 8 - foot step ladder, plus maybe a 16 foot straight ladder...

 Your start - up should include 5 gallons of liquid soap.. a good
 supply of clean rags, towels and chamois.. And a sharp razor blade
 scraper...

 This entire list of supplies and equipment should total no more
 than $250 in cost. You ' ll need to add to your equipment only as
 your business grows and you have need to hire more personnel...

 Some professional window washers are proclaiming an alternative
 or " better method " than with the use of window brushes and
 squeegees. They ' re advocating the use of " strip washers. " These
 are 3 / 4 inch pieces of aluminum pipe covered with a nylon sleeve
 that fits the pipe. These are similar in appearance to the handy
 do - it - yourself paint rollers, and are used in much the same
 manner. These strip washers reportedly work very well on all but
 the dirtiest of windows.

 Another alternative is an extension pole and brush device.
 Water is pumped thru the handle and out the brush in a
 rinse - wash - rinse cycle. Most professionals claim this device is
 ideal for second story windows, but for best quality workmanship,
 they still prefer the basic brush and squeegee approach.

 Still another alternative is a hose - water - fed brush that
 utilizes de - ionized water where ladders aren ' t feasible.
 De - ionized water is a kind of water from which all minerals and
 foreign elements have been removed. Using this kind of water
 assures the window washer an easier and faster job with no
 worries about streaking or water drops.

 Your prices should range between $20 and $25 per hour. Pay for
 hired help should start at $5 per hour. It ' s important that you
 do some homework on the various glass treatments in vogue these
 days. Many of these coatings and coverings require special
 treatment such as the use of soft towels instead of brushes that
 might scratch the surface of the window coating.

 The professional technique for washing windows cleanly and in
 the least amount of time is as follows: A few drops of cleaning
 solution in your bucket of water. remember, too many soap suds
 are detrimental to quality work. Wet your brush from the bucket
 and then scrub the window. Take your squeegee and make one wiping
 pass across the top of the window. Be sure to keep the end of the
 squeegee pressed firmly against the molding or top sill of the
 window frame. Wipe the squeegee, and then do the same thing down
 each side of the window. from this point on, it ' s just a matter
 of wiping the window clean with one continuous stroke. You do
 this by arching and looping your wiping strokes across the window
 pane, back and forth, never stopping or lifting the squeegee
 blade from the glass. With this in method, you can wipe even the
 largest window clean in just a matter of seconds. Practice at
 home on your own windows and those of your neighbors. You ' ll
 quickly develop a knack for this method and wonder why you never
 discovered it before.

 When you ' ve finished with the squeegee, take a chamois and
 carefully " blot - wipe " any excess water that may have not have
 been picked up along the sides and bottom of the window frame. In
 reality, that ' s all there is to it.

 You ' ll find the spring and summer months to be the busiest, but
 because of the increasing popularity of painting holiday scenes
 and special sale announcements on business windows, be alert for
 year ' round opportunities along these lines as well. Keep
 plugging away and offering your services to businesses throughout
 your area, particularly along those busy thoroughfares where
 moving traffic contributes to the build - up of dirt & grime on
 windows.

 When you ' re ready to hire helpers or people to do the work for
 you, a simple ad in your local newspaper ' s " help Wanted " column
 should bring you more applicants than you ' ll ever use. After
 you ' ve hired the one or the ones you want, keep a record of the
 ones you liked but didn ' t hire, and check with them when you want
 to add onto your crew of workers again.

 Bulletin Board notices will also bring in a surprising number
 of applicants. Another good idea is to spread the word that
 you ' re looking for part - time help, amongst your local firemen,
 policemen and teachers. depending on your area ' s pay scale, you
 can do pretty well by contacting the temporary help services in
 your area.

 About the only regular advertising you ' ll need to do is a
 medium to large display ad in the yellow pages. This is a must
 because once you ' re established you ' ll find at least

 50 % of your business coming from having seen your ad in the
 yellow pages. An " insider ' s " trick to advertising in the yellow
 pages - - Try to name your business with the very first letter of
 your business name beginning with A - B - C, or X - Y - Z. Statistics and
 surveys tend to prove that when people look for a service in the
 yellow pages, they invariably pick from either the top or bottom
 of the alphabet.

 Aside from the yellow pages, your next best advertising will be
 the " reminder " kind, such as note pads with your company name
 imprinted on them, special calendars or holders, special date or
 appointment books, and / or sports caps with your company
 name / emblem on them. However, as this kind of advertising is
 quite expensive, it ' s good to keep in mind, but best to hold off
 until you can well afford it.

 Any radio, television, newspaper and / or direct mail advertising
 efforts will cost you much more than any business you receive
 from it, so don ' t even consider this type of advertising.
 However, do think about, and submit " press release " material to
 these media as often as you can, because any publicity coverage
 they give will surely be well worthwhile.

 Telephone soliciting for business works well, but you should
 have a list of businesses and their telephone numbers, plotted
 out according to new routes you ' re trying to build. Time spent
 travelling between jobs will cost you money, just as time spent
 looking up telephone numbers along a certain planned route will
 seemingly take forever. If and when you decide to drum up new
 business by phone, you ' ll have much greater success if you can
 offer some sort of promotional gimmick to get them to try your
 service.

 We had great success one time by offering to do windows for
 free if they ' d let us put a sign in the window - - These windows
 cleaned by AAA Window Cleaning Service - - 666 - 5824... Another time,
 we did the windows for half price as an introductory offer.. And
 still another time, we joined with our telephone answering
 service - - on a combined promotion... half price on three months of
 telephone answering service just for trying our window washing
 service... The ideas, gimmicks and promotions you can use are
 limited only by your imagination...

 Later on, we hired some good - looking college girls - - on a
 commission basis - - to call on businesses along the new routes we
 are trying to develop. They just introduced themselves as
 representatives of our firm, explained our services and offered a
 half priced introductory service. They ended up selling better
 than 60 % of the business they called upon.

 During one summer, we even tried a crew of these young ladies
 as window washers - - they weren ' t the best... We dresses them in
 snappy red & white suspender - type short - shorts and drew quite a
 crowd on each job. It was good advertising for us - - we got free
 newspaper and television coverage, and an untold number of new
 business leads - - but the glamour of the whole thing grew old very
 quickly. But it was a gimmick that brought in new business,
 caused a lot of people to recognize that we were in the window
 cleaning business, and made our selling job easier.

 Truly, this is an easy business to start... and with just a bit
 of imagination on your part, as well as persistence and quality
 workmanship, you can easily become financially secure as you
 want... And it takes is action on your part, so reach for it and
 may you always enjoy the fruits of a bountiful success!


 THE END OF THIS REPORT

PAPER RECYCLING AND EASY SOURCE OF EXTRA INCOME FOR ANYONE

 One of the easiest ( and best ) ways of making extra money is by collecting old newspapers and selling them to a " recycling plant " in your area.

 Just look around your own home - - in the garage or the basement. What do you do with the old newspapers after you ' ve read them? Most likely they are piled up in a corner of the garage or basement until one of your kids asks if he can haul them off for the ground or punk scout paper drive. Or maybe your wife and kids get burdensome some weekend, clean out the garage and haul all those newspapers off to the collection convey at the local shopping center.


 It ' s true that selling stacks of newspapers you ' ve accumulated during the bygone couple of months or so won ' t make you well-heeled, or really mount to much of an extra income. But think about the stacks of old newspapers you would have if you were to collect and haul away for the people in your town - - say a ten - pound stack of newspapers from each house on your plan every Saturday. The picture changes, doesn ' t it?

 If you ' re resolved, and get yourself properly organized, you can easily make $300 or more every weekend.

 Right now, the animation degree for old newspapers is about $50 a ton, depending upon your area. Most recycling depots prefer the paper lose rather than bundled or sacked. Check with the recycling plant you plan to sell to before delivery to them. Cardboard - - ordinary cardboard boxes that have been flattened - - is bring approximately $75 a ton. If you ' re vivacity to collect old newspapers, you may just as well take cardboard too. Most people have old boxes around that are just captivating up space, ad some will even pay you to get rid of them.

 You start clearing a space in your garage for storage. One side of a two - car garage, or just an 8 by 12 tail space would be sound. If you have a garden shed that is dry, that would work well also. Some collectors even rent space in a domicile mini - warehouse.

 Next, you should place and ad in your community newspaper or the ledger shopping news, something like this: Rubbish, old newspapers and cardboard boxes hauled away. Phone 123 - 4567. Then talk your neighbors. Tell them you are collecting and hauling away all the old newspapers and boxes in te longitude each juncture. You might offer them $5 a month if they ' have existent ready fr you when you make your weekend collection round.

 On Saturdays, starting at about 9: 00 a. m., rent an open trailer and hitch it to your car. if you have a pick - up traject, so much the better. With your wife and kids, a coupe of neighbor boys, or maybe a couple of teenage " huskies " you ' ve hired through your local high catechize, start making your rounds.

 You drive the car with the trailer. Your helpers, one on each side of the plan, knock on each door and ask the residents if they have any old newspapers or cardboard boxes you can haul away for them.

 It would be advantageous for you to have a large sign on each side of your trailer, and on each side of the car as well. It might read: Paper Collection Service.

 Stay the people you ' ve talked to on your block first. That will give you some paper in the trailer and from there, you just expand. Go to the next block and the next, driving up and down the streets, visiting, stopping at all the homes, in an ever expanding ripple from your own road.

 When your trailer is full of old newspapers, you can either take them directly to your recycling plant and sell the load, or take them to your storage area, unburden them, and get being organized. It ' s very important, though, that you get right back to the activity of knocking on doors and collecting more newspapers and cardboard.

 Some people will ( foolishly ) collect a load, take it in for sale, and then waste the time gloating over the easy money they ' ve just made. One load won ' t make you rich or even pay for your time. Get right back on the job and collect as many loads as the daylight hours will allow.

 Make the same rounds; follow the same collection route, at least once every two weeks. Once you ' ve got the routine working well, you ' ll be ready to hire a couple of high school or college students to help, perhaps with another car and trailer.

 The best way to pay your help is with a percentage of the tonnage you sell. And then too, once you have it all together, you ' ll want to go with a truck or trailer that allows you to haul a couple of tons of paper per load.

 It ' s important that you make regular rounds, calling on the same houses regularly. After about six months of this, you ' ll be ready to open a local recycling depot.


 This simply means taking the accumulation of paper out of your home or garden shed ad moving it to a business location. Because of your advertising in the newspapers, and the sign on your truck or trailer, people will be calling you during the week to come and pick up paper they have ready for you. Also, your neighbors will very likely be dropping by with armloads of paper for you from time to time, as well. Specifically, these are the reasons you ' ll need storage space to store paper in your garage or other storage area until you have enough to load up and take to the recycling plant.

 One of the best locations for your recycling depot is an abandoned or closed down service station perhaps a vacant, or even a corner of a large shopping center parking ara. You ' ll need a scale ( you can rent or lease one of these for a small amount ), and a quick set - up tent or large truck.
 What you want to do is establish a location where people can come to you They bring their newspapers and two cents a pound for cardboard boxes. You an hire someone to man this center for you during the day, or perhaps only open between 4 and 6 o ' clock in the afternoons. Advertise your hours, and be dependable, so that people can count on you.

 Even though you have a collection depot, you ' ll still want to continue your weekend collection rounds. But with a collection depot, you can hire other people to do the driving, knock on doors, make the collections and transfer their loads into the depot facility. If it ' s a big truck or trailer, you ' ll be selling ten to fifteen tons of paper whenever you make your trips to te recycling plant.

 Another important thing you should think about doing is getting the whole community involved with you. Get them to thinking about recycling paper and selling to you. Run some promotions; work for free publicity; and be conspicuous. Don ' t be embarrassed; everyone is aware of te need for recycling everting that can be recycled. And you ' ll be admired as someone with the ambition to make it happen, picking up a good second income while you ' re doing it.

 The complete business start - up manual HOW TO START YOUR OWN PAPER RECYCLING SERVICE, can be obtained from the distributor who supplied this report. Ask for Manual #3316

HOW TO FIND AUTHORITATIVE BACKGROUND ON ANY SUBJECT

 When you ' re doing research or looking for information on a
 particular subject, it ' s a lot like a detective checking all his
 possible clues. The important creature is wise who and where your
 sources are.

 In midpoint all instances, your first move should be to your
 encyclopedia. if you don ' t have an up - to - date set, there ' s always
 your public library.

 Most of the time, and encyclopedia will give you at least the
 general facts about your subject. You may have to check other
 sources for more capacious information.

 Thereupon, your next move should be books that have been written on
 the subject. The subject and name sections of the card catalog
 or the bound volumes of computer printouts in most public
 libraries will give you exceedingly of listings.

 After you ' ve selected a number of books for background
 information, check the magazines either directly related to your
 subject, or those carrying articles on the subject. Most of the
 time, you ' ll find that magazines will fit you with more
 up - to - date timely information than books.

 To check out information on your subject in magazines, look in
 the Reader ' s Guide to Periodical Literature. Under subject and
 author headings, the complete collection of this guide will list
 articles printed in magazines since the turn of the century. The
 Suggestions For Use section will instruct you on how to read the
 codes under each appellation. If you can ' t find your subject listed,
 think of congruent subjects that might be related.

 If your subject is part of a particular field of study, there may
 be a earmarked guide that will help you. Among these determinate
 indexes, you ' ll find: Art Register, Business Periodicals Inventory,
 Consumers Brochure, Education Guide, Humanities Brochure, Social
 Science Record, Biological and Agricultural Brochure, and Applies
 Sciences and Technology Inventory. You ' ll even find a Popular
 Periodicals Guide which lists articles that have appeared in
 currently popular magazines.

 You ' ll also find that most newspapers are veritable goldmines of
 reference material. Most of the big place newspapers have
 computerized indexes. Several of the earmarked public newspapers
 such as Wall Plan Notebook also have reference indexes.

 Without a vacillate, the New York Times Index is the most complete.
 In these newspaper indexes, subjects and people are listed
 alphabetically with the date, page number, and usually with the
 number of columns devoted to that particular story. About all you
 have to do to avail yourself of this information is to stop by
 the newspaper office, tell them the good-hearted of information you ' re
 looking for, and ask their help in locating it within their
 catalogue.

 FACTS ON FILE: is a world information digest that ' s begin at most public
 libraries. This is a paper publication that ' s unfavorable down into
 four categories; World Affairs, U. S Affairs, Other Nations, and
 Miscellaneous.

 EDITORIALS ON FILE: is a consubstantial service that comes out twice
 each month. It is a survey of newspaper editorials than span a
 wide range of subjects.

 If you want to published about business trends, you should ask for
 and look at the Moody ' s reports. These cover banking and finance,
 industry and public utilities.

 Most large libraries also keep pamphlet files for brochures from
 various information services and government agencies. Be sure to
 ask about these.

 Whenever you have a question or want more information on a
 subject, always check first in the material that has been written
 about it. Public libraries and newspapers are free, and will
 definitely point you in the right direction even if you don ' t
 know much about sources.

 One of the best sources of information is people. Ask around and
 more often than not, you ' ll find someone right in your own area
 who is well versed on your subject. An introductory phone call
 and an explanation as why you ' re researching the subject will
 almost always lead you to many people who ' ll be glad to talk with
 you.

 Interviewing and talking with people will give you the chance to
 ask questions and hear specific explanations about details that
 may not be fully covered in a book, newspaper or other
 publication.

 Researching and gathering information on a particular subject can
 be fun, exciting, and very informative. It will never be dull or
 boring. The important thing is to search out all the available
 sources, and then to take advantage of them. From there, you ' ll
 find it ' s very much like putting a jigsaw puzzle together; the
 closer you get to completing the picture, the more excited you
 become.

 Many people find that when they begin a research project on a
 specific subject, they quickly uncover so many interesting
 related subjects that it ' s hard to confine their enthusiasm to
 just the one subject. This is what learning is all about,
 regardless of the use you eventually make of the informative you
 gather. The more you learn, the more you want to learn.

 Curiosity about all things, and good, basic research are the
 prime requisites for any successful writer. To have read about or
 experienced only a few aspects of a given subject won ' t interest
 very many people. What the people want is a thorough discussion
 of the subject from as many different points of view as possible.
 This, of course, requires research, and to do research, you have
 to know where to find the material you want.

 Hopefully, we ' ve " turned you own " with the idea that the
 information you ' re interested in is available and virtually at
 your fingertips. All it takes is just a bit of effort on your
 part to avail yourself of it. Just remember, whatever has been
 thought of or dreamed of by man since the reasonable amount of
 searching.

HOW TO SET UP A TAX - SAVING BOOKKEEPING SYSTEM

  One of the most important, but least understood or profitable
 aspects of any business is its bookkeeping or accounting system.
 And, because very few people know much about the reasons for a
 bookkeeping system, most people are frightened by the judging of
 the work involved in setting up such a system, and the donkeywork
 of daily prolongation.

 There ' s really nothing complicated to bookkeeping it ' s as simple
 as keeping a daily dairy and ' or maintaining your personal
 checkbook. At the bottom line, it ' s simply a matter of record
 your deposits - your penetrating monies - and keeping a record of the
 money you spend.

 So, the first being you need to do is open a business account for
 your extra income business or endeavors. Often, this is
 simply a matter of asking the new accounts teller at a local bank
 for a business account registration remuneration, send it in to the
 appropriate commissioner, and from there, open you a new business
 account - complete with imprinted checks.

 Drop by a local stationery store and pick up a loose needle
 register, and a supply of paper. We ' ve always picked up a supply
 of brochure tabs at the same time - - either to separate the months or
 the clog sections for each item we sell.

 Assuming that you want to make it as simple as possible, while at
 the same time keeping it as efficient as is necessary - here ' s what
 you do and how to do it.

 On the first page in your notepad, write on the top line and in
 the middle of the page: Monday, January 1st, 1983
 or whatever day you officially start your business... Then, as
 your orders come in, if by mail, as you open your mail - jot down
 starting from the deserted side of the page, the amount you
 obvious - dash - for what - from whom, and their address. The page
 might look like this:

 Monday - - - January 1 1983

 $
 14 Tapes
 100 S. W Price - Barton
 10 Hong Kong Dir #261
 10 " " #261
 3 Whsle Prt Dir #49
 70 Hot Line Lst - - Morgan

 TOTAL INCOME $207 EXPENSES 0

 That ' s all there is to it, and boiling it all down, it amounts
 to recording what you receive and what you spend.
 The next entry, just now under that first day ' s entry might
 look like this:

 $207 Deposit
 11 Printer - for copies
 10 Sec & riches thru R Est #302 - Rogers ( 75010 )
 3 Simplified annual M. O bkkp Sys ( 21104 )
 10 Money Magnetism - Kline ( 88033 )
 36 R. W Fee - Magnuson ( 10067
 6 Manual on Bookselling - #291 - Magnuson ( 10067
 15 display Ad - Smith 948089 )
 22 Ideal Ofc Supplies - printer paper

 TOTAL INCOME $80 Expense $33 Deposit $207

 And then, carry on with this recording of the money you deposit,
 receive and spend each day with similar entries for each day of
 the week - every day Monday Thru Saturday for each week. It ' s
 simple uncomplicated, and a positive record of your business
 activity.

 Then at the end of each month, transfer this daily information to
 one of the low cost bookkeeping registers that your tax
 consultant or accountant can work from. These people won ' t work
 from your daily dairy, ad will not transfer the information you
 record in it to a formal bookkeeping register without charging
 you a small fortune. it ' s not that big of a job, ad if you do it
 after te close of the business on the last day of the month, it
 will take at the most a very few minutes. Then, of course, when
 you ' re ready to do your taxes, you simply give your bookkeeping
 register to whoever is going to do your taxes, and you ' re home
 free.

 The bookkeeping register you ' ll need can be any simple columnar
 notebook - we use an " Ekonomik Register, Form RL - 17 "
 available in a number of different styles and sizes from Ekonomik
 Systems - PO Box 11413 - Tacoma, WA 98411. All you really need is some
 sort of notebook with a number of columns marked off, a title
 written at the top of each column, and a record of te money
 received for each day relative to the product or service each
 column represents. Then at the end of each month, you can simply
 add the totals from each column and you ' ll instantly know how
 much money you took in from each of your offers.

 Beyond te date column, will be your record of expenses or money
 spent. Again, you should title each of the columns you ' ll be
 entering figures into, and then record your expenditures for
 items falling into those categories. Then at the end of each
 month, it ' s a simple matter to add the total from each column and
 know exactly where you stand relative to profit or loss - how much
 you took in compared to how much you spent.

 Bookkeeping and / or accounting is a very simple and should not
 scare you. Just keep it simple, ad up - to - date.

HOW TO ACHIEVE EXCELLENCE IN SALES

  Most people are always striving to better themselves. It ' s the
 " American Way ". For proof, check the sales figures on the
 number of self - improvement books touched each year. This is not a
 pitch for you to jump in and start selling these kinds of books,
 but it is a indication of people ' s awareness that in order to
 better themselves, they have to continue essential their
 personal selling ab abilities.
 To excel in any selling situation, you must have confidence, and
 confidence comes, first and foremost, from knowledge. You have
 to know and recognize yourself and your goals. You have to
 identify and accept your weaknesses as well as your primo
 talents. This requires a all heart of personal honesty that not
 everyone is capable of exercising.
In addition to deliberate yourself, you must continue learning
 about people. Just as with yourself, you must be caring,
 forbearing and laudatory with others. In any sales effort, you
 must accept other people as they are, not as you would like for
 them to be. One of the most monotonous faults of sales people is
 umbrage when the prospective customer is slow to apprehend
 or make a adjustment. The successful salesperson handles these
 situations the same as he would if he were asking a bobby-soxer for a
 date, or even applying for a new task.

 Learning your product, making a clear presentation to all around
 prospects, and closing more sales will take a lot less time once
 you know your own capabilities and failings, and penetrate and
 care about the prospects you are calling upon.

 Our society is predicated upon selling, and all of us are
 selling something all the time. We move up or stand still in
 direct relation to our sales efforts. Everyone is included,
 whether we ' re attempting to be a alter ego to a co - labourer, a
 neighbor, or selling multi - million dollar real estate projects.
 Accepting these facts will enable you to fathom that there
 is no such material as a born salesman. Indeed, in selling, we all
 begin at the same starting line, and we all have the same finish
 line as the intention - a successful sale.

 Most assuredly, anyone can sell anything to anybody. As a
 qualification to this statement, let us say that some things are
 easier to sell than others, and some people work harder at
 selling than others. But regardless of what you ' re selling, or
 even how you ' re attempting to sell it, the odds are in your
 favor. If you make your presentation to enough people, you ' ll
 find a buyer. The problem with most people seems to be in
 making contact - getting their sales presentation seen by, read
 by, or heard by enough people. But this really shouldn ' t be a
 problem, as we ' ll clear up next. There is a problem of
 ill humor, but this too can be harnessed to work in the
 salesperson ' s favor.

 We have established that we ' re all sales people in one way or
 another. So whether we ' re attempting to move up from forklift
 driver to warehouse administrator, waitress to hostess, salesman to
 sales employer or from mail order dealer to shepherd of the
 largest sales formulation in the world, it ' s inordinately important
 that we continue learning.

 Getting up out of bed in the morning; doing what has to be done
 in order to sell more units of your product; keeping records,
 updating your materials; regulation the direction of further sales
 efforts; and all the while evolution your own knowledge - - - all
 this very positively requires a great deal of personal
 motivation, discipline, and energy. But then the awards can be
 beyond your wildest dreams, for make no mistake about it, the
 selling profession is the highest paid occupation in the world!

 Selling is gargantuan. It demands the greatest of your
 creativity and productive thinking. The more success you want,
 and the more possessed you are to achieving your goals, the more
 you ' ll sell. Hundreds of people the world over become
 millionaires each month through selling. Many of them were flat
 broke and unable to find a " regular " task when they began their
 selling careers. Yet they ' ve done it, and you can do it too!

 Call up, it ' s the surest way to all the wealth you could ever
 want. You get paid according to your own efforts, skill, and
 knowledge of people. If you ' re ready to become affluent, then think
 seriously about selling a product or service ( preferably
 something exclusively yours ) - something that you " pull out of
 your brain "; something that you write, manufacture or produce
 for the godsend of other people. But fault this, the want ads
 are full of opportunities for challenging sales people. You can
 start there, study, learn from experience, and watch for the
 chance that will allow you to move ahead by leaps and mentality.

 Here are some guidelines that will indubitably improve your gross
 sales, and quite naturally, your gross income. I like to call
 them the Strategic Salesmanship Commandments. Look them over;
 give some thinking to each of them; and transform those that you can
 to your own selling efforts.

 1. If the product you ' re selling is something your prospect can
 dominion in his hands, get it into his hands as quickly as possible.
 In other words, get the prospect " into the act ". Let him feel
 it, weigh it, admire it.

 2. Don ' t stand or sit alongside your prospect. Instead, face
 him while you ' re pointing out the important advantages of your
 product. This will enable you to watch his facial expressions
 and determine whether and when you should go for the close. In
 handling sales literature, hold it by the top of the page, at
 the proper angle, so that your prospect can read it as you ' re
 highlighting the important points.

 Regarding your sales literature, don ' t release your hold on it,
 because you want to control the specific parts you want the
 prospect to read. In other words, you want the prospect to read
 or see only the parts of the sales material you ' re telling him
 about at a given time.

 3. With prospects who won ' t talk with you: When you can get no
 feedback to yours sales presentation, you must dramatize your
 presentation to get him involved. Stop and ask questions such
 as, " Now, don ' t you agree that this product can help you or
 would be of benefit to you? " After you ' ve asked a question such
 as this, stop talking and wait for the prospect to answer. It ' s
 a proven fact that following such a question, the one who talks
 first will lose, so don ' t say anything until after the prospect
 has given you some kind of answer. Wait him out!

 4. Prospects who are themselves sales people, and prospects who
 imagine they know a lot about selling sometimes present
 difficult selling obstacles, especially for the novice. But
 believe me, these prospects can be the easiest of all to sell.
 Simply give your sales presentation, and instead of trying for a
 close, toss out a challenge such as, " I don ' t know, Mr.
 Prospect - after watching your reactions to what I ' ve been
 showing and telling you about my product, I ' m very doubtful as
 to how this product can truthfully be of benefit to you ".

 Then wait a few seconds, just looking at him and waiting for him
 to say something. Then, start packing up your sales materials
 as if you are about to leave. In almost every instance, your
 " tough nut " will quickly ask you, Why? These people are
 generally so filled with their own importance, that they just
 have to prove you wrong. When they start on this tangent, they
 will sell themselves. The more skeptical you are relative to
 their ability to make your product work to their benefit, the
 more they ' ll demand that you sell it to them.

 If you find that this prospect will not rise to your challenge,
 then go ahead with the packing of your sales materials and leave
 quickly. Some people are so convinced of their own importance
 that it is a poor use of your valuable time to attempt to
 convince them.

 5. Remember that in selling, time is money! Therefore, you
 must allocate only so much time to each prospect. The prospect
 who asks you to call back next week, or wants to ramble on about
 similar products, prices or previous experiences, is costing you
 money. Learn to quickly get your prospect interested in, and
 wanting your product, and then systematically present your sales
 pitch through to the close, when he signs on the dotted line,
 and reaches for his checkbook.

 After the introductory call on your prospect, you should be
 selling products and collecting money. Any callbacks should be
 only for reorders, or to sell him related products from your
 line. In other words, you can waste an introductory call on a
 prospect to qualify him, but you ' re going to be wasting money if
 you continue calling on him to sell him the first unit of your
 product. When faced with a reply such as, " Your product looks
 pretty good, but I ' ll have to give some thought ", you should
 quickly jump in and ask him what specifically about your product
 does he feel he needs to give more thought. Let him explain,
 and that ' s when you go back into your sales presentation and
 make everything crystal clear for him. If he still balks, then
 you can either tell him that you think he product will really
 benefit him, or it ' s purchase be to his benefit.

 You must spend as much time as possible calling on new
 prospects. Therefore, your first call should be a selling call
 with follow - up calls by mail or telephone ( once every month or
 so in person ) to sign him for re - orders and other items from
 your product line.\
 6. Review your sales presentation, your sales materials, and
 your prospecting efforts. Make sure you have a " door - opener "
 that arouses interest and " forces " a purchase the first time
 around. This can be a $2 interest stimulator so that you can
 show him your full line, or a special marked - down price on an
 item that everybody wants; but the important thing is to get
 the prospect on your " buying customer " list, and then follow up
 via mail or telephone with related, but more profitable products
 you have to offer.

 If you accept our statement that there are no born salesmen, you
 can readily absorb these " commandments ". Study them, as well as
 all the material in this report. When you realize your first
 successes, you will truly know that " salesmen are MADE - not
 born ".
 

HOW TO GET FREE RADIO ADVERTISEMENT

 The greatest expense you ' re alertness to incur in conducting a
 successful business is advertising.

 You have to advertise. Your business cannot wax and flourish
 unless you advertise. Advertising is the " get-up-and-go - claret " of any
 profitable business. And regardless of where or how your
 advertise, it ' s vim to cost you in some form or another.

 Every successful business is built upon, and continues to thrive,
 primarily, on good advertising. The top companies in the world
 allocate millions of dollars annually to their advertising
 budget. of course, when starting from a garage, basement or
 bake house drink, you can ' t quite match their advertising
 efforts - - - at least not in the creation. But there is a way you
 can approximate their maneuvers without purely spending their
 friendly of money. And that ' s through " P. I " Advertising.

 " P. I. " stands for per inquiry. This benevolent of advertising most
 regularly associated with broadcasting, where you pay only for
 the responses you get to your advertising message. It ' s very
 popular - - rather akin to bartering - - and is used by many more
 advertisers than most people realize. The advantages of PI
 Advertising are all in favor of the advertiser because with this
 generous of an advertising arrangement, you can pay only for the
 results the advertising produces.

 To get in on this " free " advertising, start with a loose bract
 log, and about 100 sheets of filling paper. Next, either
 appointment your public library and start poring through the Broadcast
 Yearbook on radio stations in the U. S., or Standard Ratio and Data
 Services Directory on Spot Radio. Both these publications will
 give you just about all the information you could ever want about
 licensed stations.

 An easier way might be to call or interview one of your local radio
 stations, and ask to borrow ( and take home with you ) their
 current copy of either of these volumes. To purchase them
 outright will cost $50 to $75.

 Once you have a copy of either of these publications, select the
 state or states you want to work first. It ' s usually best to
 begin in your own state and work foreign from there. If you have
 a unbeaten manual, you might want to start first with those
 states reporting the most unemployment.

 Use some old fashioned stale sense. Who are the people most
 likely to be interested in your offer, and where are the largest
 concentrations of these people? You wouldn ' t attempt to sell
 windshield de - solidify canisters in Florida, or suntan lotion in
 Minnesota during the winter months, would you?

 At any rate, once you ' ve got your onset " target " area decided
 upon, go through the radio listings for the cities and towns in
 that area, and jot down in your notepad the names of general
 mangers, the station call letters, and addresses. be sure to list
 the telephone numbers as well.

 On the first try, list only one radio station per compass. Pick out
 the station people most interested in your product would be
 listening to. This can be determined by the programming
 description contained within the date block about the station in
 the Broadcasting Yearbook or the SRDS Directory.

 The first contact should be in the way of introducing yourself,
 and inquest if they would think over a PI Advertising hike.
 You tell the station manger that you have a product you perceive will
 sell very well in his market, and would like to test it before
 happening ahead with a paid advertising program. You must hastily
 point out that your product sells for, say $5, and that during
 this test, you would allow him 50 % of that for each response his
 station pulls for you. Tell that you handle corporeality for
 him: the writing of the commercials, all accounting and
 bookkeeping, plus any refunds or complaints that come in. In
 other words all he has to do is schedule your commercials on his
 log, and give them his " best shot. " When the responses come in,
 he counts them, and forwards them on to you for fulfillment. You
 make out a check for payment to him, and everybody is happy.

 If you ' ve contacted him by phone, and he agrees to look over your
 material, tell him thank you and promise to get a complete
 " package " in the mail to him now. Then do just that.
 Write a short cover letter, place it on top of your " ready - to - go "
 PI Advertising Package, and get it in the mail to him without
 delay.

 If you ' re turned down, and he is not interested in " captivating on "
 any PI Advertising, just tell him thanks, make a code in your
 notebook by his name, and go to your next call. Contacting these
 people by phone is by far the quickest, least expensive and most
 productive method of " exploring " for those stations willing to
 think over your PI proposal. In some cases though, event
 will deem it to be less expensive to make this initial contact by
 letter or postcard.

 In that case, simply address you card or letter to the person you
 are trying to contact. Your letter should be factual in tone,
 straight forward and complete. Present all the details in logical
 order on one page, precisely typed on letterhead paper, and sent
 in a letterhead envelope. ( Rubber - stamped letterheads just won ' t
 get former a first glance. ) Ideally, you should include a
 self - addressed and stamped postcard with spaces for irrefutable or
 negative check marks in answer to your questions: Will you or
 won ' t you over my material and consider a mutually profitable
 " Per Inquiry " advertising campaign on your station?

 Once you have an agreement from your contact at the radio station
 that they will look over your materials and give serious
 consideration for a PI program, move quickly, getting your cover
 letter and package off by First Class mail, perhaps even Special
 Delivery.

 What this means is at the same time you organize your " radio
 station notebook, " you ' ll also want to organize your advertising
 package. Have it all put together and ready to mail just as soon
 as you have a positive response. Don ' t allow time for that
 interest in your program to cool down.

 You ' ll need a follow - up letter. Write one to fit all situations;
 have 250 copies printed, and then when you ' re ready to send out a
 package, all you ' ll have to do is fill in the business salutation
 and sign it. If you spoke of different arrangements or a specific
 matter was discussed in your initial contact, however, type a
 different letter incorporating comments or answers to the points
 discussed. This personal touch won ' t take long, and could pay
 dividends!


 You ' ll also need at least to thirty - second commercials and two
 sixty - second commercials. You could write these up, and have 250
 copies printed and organized as a part of your PI Advertising
 Package.

 You should also have some sort of advertising contract written
 up, detailing everything about your program, and how everything
 is to be handled; how and when payment to the radio station is to
 be made, plus special paragraphs relative to refunds, complaints,
 and liabilities. All this can be very quickly written up and
 printed in lots of 250 or more on carbonless multi - part snap - out
 business forms.

 Finally, you should include a self - addressed and stamped postcard
 the radio station can use to let you know that they are going to
 use your PI Advertising program, when they will start running
 your commercials on the air, and how often, during which time
 periods. Again, you simply type out the wording in the form you
 want to use on these " reply postcards, and have copies printed
 for your use in these mailings.

 To review this program: Your first step is the initial contact
 after searching through the SRDS or Broadcasting Yearbook. Actual
 contact with the stations is by phone or mail. When turned down,
 simply say thanks, and go to the nest station on the list. For
 those who want to know more about your proposal, you immediately
 get a PI Advertising Package off to them via the fastest way
 possible. Don ' t let the interest wane.

 Your Advertising Package should contain the following:
 1. Cover letter
 2. Sample brochure, product literature
 3. Thirty - second and sixty - second commercials
 4. PI Advertising Contract
 5. Self - addressed, stamped postcard for station
 acknowledgement and
 acceptance of your program.


 Before you ask why you need an acknowledgement postcard when you
 have already given them a contact, remember that everything about
 business changes from day to day - - - conditions change, people get
 busy, and other things come up. the station manager may sign a
 contract with your advertising to begin the 1st of March. The
 contract is signed on the 1st of January, but when March 1 rolls
 around, he may have forgotten, been replaced, or even decided
 against running your program. A lot of paper seemingly " covering
 all the minute details " can be very impressive to many radio
 station managers, and convince them that your company is a good
 one to do business with.

 Let ' s say that right now you ' re impatient to get started with
 your own PI Advertising campaign. Before you " jump off the deep
 end, " remember this: Radio station people are just as
 professional and dedicated as anyone else in business - - - even more
 so in some instances - - so be sure you have a product or service
 that lends itself well to selling via radio inquiry system.

 Anything can be sold, and sold easily with any method you decide
 upon, providing you present it from the right angle. " hello out
 there!
 Who wants to buy a mailing list for 10 cents a thousand names? "
 wouldn ' t even be allowed on the air. However, if you have the
 addresses of the top 100 movie stars, and you put together an
 idea enabling the people to write to them direct, you might have
 a winner, and sell a lot of mailing lists of the stars.

 At the bottom line, a lot is riding on the content of your
 commercial - - - the benefits you suggest to the listener, and how
 easy it is for him to enjoy those benefits. For instance, if you
 have a new book on how to find jobs when there aren ' t any jobs:
 You want to talk to people who are desperately searching for
 employment. You have to appeal to them in words that not only
 " perk up " their ears, but cause them to feel that whatever it is
 that you ' re offering will solve their problems. It ' s the product,
 and in writing of the advertising message about that product are
 going to bring in those responses.

 Radio station managers are sales people, and sales people the
 world over will be sold on your idea if you put your selling
 package together properly. And if the responses come in your
 first offer, you have set yourself up for an entire series of
 successes. Success has a " ripple effect, " but you have to start
 on that first one. We wish you success!

SURVIVAL TIPS FOR SMALL BUSINESSES

 You may be in Mail Order, Direct Mail, or you may be a local
 merchant with 150 employees; whichever, however or
 whatever - - - you ' ve got to know how to keep your business alive
 during economic recessions. Anytime the cash flow in a business,
 large or small, starts to tighten up, the money management of
 that business has to be run as a " tight ship. "

 Some of the things you can and should do include protecting
 yourself from expenditures made on impetuous impulse. We ' ve all
 bought merchandise or services we really didn ' t need simply
 because we were in the tenor, or conceivably in response to the
 flamboyancy of the advertising or the persuasiveness of the
 salesperson. Then we sort of " wake up " a couple of days following and
 find that we ' ve committed hundreds of dollars of business funds
 for an item or service that ' s not essential to the success of our
 own business, when really pressing items had been waiting for
 those dollars.

 If you are incorporated, you can eliminate these " impulse
 purchases " by including in your by - laws a clause that states:
 " All purchasing decisions over ( a certain amount ) are contingent
 upon crack by the board of directors. " This will stimulus you to
 see about any " impulse purchases " of considerable cost, and may
 even be a monthly in the case of smaller purchases.

 If your business is a cooperation, you can state, when faced with
 a buying adjudication, that all purchases are contingent upon the
 confirmation of a interrogatory party. In reality, the questioning party can be
 your partner, one of your department cats, or even one of your
 suppliers.

 If your business is a sole proprietorship, you don ' t have much to
 worry about really, because as an individual you have three days
 to think about your purchase, and then to nuke that purchase
 if you think you don ' t really need it or can ' t feed it.

 While you may think you cannot look after it, be sure that you don ' t
 " short - change " yourself on professional services. This would
 advance especially during a time of affair. Anytime you commit
 yourself and move ahead without completely investigating all the
 angles, and preparing yourself for all the contingencies that may
 arise, you ' re skating on thin ice. Regardless of the costs
 involved, it always pays off in the long run to go into out the
 advice of experienced professionals before embarking on a plan
 that could ruin you.

 As an example, an experienced business consultant can fill you in
 on the 1244 stock advantages. Getting eligibility for the 1244
 stock society is a very simple the book, but one with tremendous
 benefits to your business.

 The 1244 stock encourages investors to put reparation capital into
 your business because in the matter of a loss, amounts up to the
 entire aggregate of the investment can be written off in the current
 year. Without the " 1244 " grouping, any losses would have to
 be spread over several years, and this, of course, would superlatively
 lessen the allure of your company ' s stock. Any business
 hotelier who has not filed the 1244 charge has in reaction cut
 himself off from 90 percent of his prospective investors.

 Particularly when sales are down, you must be " hard - nosed " with
 people trying to sell you luxuries for your business. When
 business is booming, you just so will allow sales people to
 show you new models of equipment or a new line of supplies; but
 when your business is down, skip the entertaining frills and
 get together on the basics. Great care must be taken however, to
 maintain courtesy and allow these sellers to study you a
 kissing cousin and call back at another time.

 Your company ' s books should reflect your way of thinking, and
 whoever maintains them should generate information according to
 your policies. Consequently, you should hire an outside accountant or
 accounting firm to figure your return on your investment, as well
 as the turnover on your accounts receivable and inventory. Such
 an check-up or survey should polestar in depth on any or every item
 within the financial statement that merits significant attention. in
 this way, you ' ll probably recognize any likely financial
 problems before they become readily apparent, and certainly
 before they could get out of hand.

 Many small companies set up advisory boards of outside
 professional people. These are sometimes proclaimed as power Circles,
 and once in place, the business always benefits, especially in
 times of short operating capital. Such an advisory board or power
 circle should include an attorney, a certified public accountant,
 civic club leaders, owners or managers of businesses similar to
 yours, and retired executives. Setting up such an advisory board
 of directors is really quite easy, because most people you ask
 will be honored to serve.

 Once your board is set up, you should meet once a month and
 present material for review. Each meeting should be a discussion
 of your business problems and an input from your advisors
 relative to possible solutions. These members of your board od
 advisors should offer you advice as well as alternatives, and
 provide you with objectivity. No formal decisions need to be made
 either at your board meeting, or as a result of them, but you
 should be able to gain a great deal from the suggestions you
 hear.

 You will find that most of your customers have the money to pay
 at least some of what they owe you immediately. To keep them
 current, and the number of accounts receivable in your files to a
 minimum, you should call them on the phone and ask for some kind
 of explanation why they ' re falling behind. if you develop such a
 habit as part of your operating procedure, you ' ll find your
 invoices will magically be drawn to the front of their piles of
 bills to pay. While maintaining a courteous attitude, don ' t
 hesitant, or too much of a " nice guy " when it comes to collecting
 money.

 Something else that ' s a very good business practice, but which
 few business owners do is to methodically build a credit rating
 with their local banks. Particularly when you have a good cash
 flow, you should borrow $100 to $1, 000 from your banks every 90
 days or so. Simply borrow the money, and place it in an interest
 bearing account, and then pay it all back at least a month or so
 before it ' s due. By doing this, you will increase the borrowing
 power of your signature, and strengthen your ability to obtain
 needed financing on short notice. This is a kind of business
 leverage that will be of great value to you if or whenever your
 cash position becomes less favorable.

 By all means, join your industry ' s local and national trade
 associations. Most of these organizations have a wealth of
 information available on everything from details on your
 competitors to average industry sales figures, new products,
 services, and trends.

 If you are given a membership certificate or wall plaque, you
 should display these conspicuously on your office wall. Customers
 like to see such " seals of approval " and feel additional
 confidence in your business when they see them.

 Still another thing often overlooked: If at all possible, you
 should have your spouse work in the business with you for at
 least three or four weeks per year. The important thing is that
 if for any reason you are not available to run the business, your
 spouse will be familiar with certain people and situations about
 your business. These people should include your attorney,
 accountant, any consultants or advisors, creditors and your major
 suppliers. The long - term advantages of having your spouse work
 four weeks per year in your business with you will greatly
 outweigh the short - term inconvenience. Many couples share
 responsibility and time entirely, which is in most cases even
 more desirable.

 Whenever you can, and as often as you need it, take advantage of
 whatever free business counseling is available. The Small
 Business Administration published many excellent booklets,
 checklist and brochures on quite a large variety of businesses.
 these publications are available through the U. S. Government
 printing office. Most local universities, and many private
 organizations hold seminars at minimal cost, and often without
 charge. You should also take advantage of the services offered by
 your bank and local library.



 The important thing about running a small business is to know the
 direction in which you ' re heading; to know on a day - to - day basis
 your progress in that very direction; to be aware of what your
 competitors are doing and to practice good money management at
 all times. All this will prepare you to recognize potential
 problems before they arise.

 In order to survive with a small business, regardless of the
 economic climate, it is essential to surround yourself with smart
 people, and practice sound business management at all times.

HOW TO RAISE MONEY FOR STARTING A BUSINESS

The task of raising money for a business is not as difficult as

most people seem to think. This is especially true when you have

an idea that can make you and your backers rich. Actually,

there's more money available for new business ventures than there

are good business ideas.

A very important rule of the game to learn: Any time you want to

raise money, your first move should be to put together a proper

prospectus.

This prospectus should include a resume of your background, your

education, training, experience and any other personal qualities

that might be counted as an asset to your potential success. It's

also a good idea to list the various loans you've had in the

past, what they were for, and your history in paying them off.

You'll have to explain in detail how the money you want is going

to be used. If it's for an existing business, you'll need a

profit and loss record for at least the preceding six months, and

a plan showing how this additional money will produce greater

profits. If it's a new business, you'll have to show your

proposed business plan, your marketing research and projected

costs, as well as anticipated income figures, with a summary for

each year, over at least a three year period.

HOW TO REORGANIZE YOUR TIME TO ACCOMMODATE A HOME-BASED BUSINESS

Almost everyone needs or wants more money coming in, and with this desire most would like to start some sort of extra income producing project. The trouble is, not many of these people seem able to fit "a second job" into their time schedules.

It's true that most people are busy, but extra time for some sort of home-based extra income producing project can almost always be found. It may mean giving up or changing a few of your favorite pastimes-such as having a couple of beers with the guys or watching TV-but if you score big with your extra income project, you will have all the time you want for doing whatever you what

to do.

Efficient time management boils down to planning what you're going to do, and then doing it without backtracking. Start by making a list of the things you want to do tomorrow, each evening before you go to bed. Schedule your trips to the store or wherever to coincide with the other things you have to do, and with your trips to or from work. Organize your trips to take care of as many things as possible  while you're out of the house. take stock of the time you spend on the telephone---and eliminate all that isn't necessary.

Whatever chores you have to do at home, set aside a specific time to do them, and a specific amount of time to devote to them. For instances, just one hour a day devoted to yard work would probably make your property the envy of all your neighbors. Don't try to do a week's work in one big flurry. Whether it's painting

your house, fixing leaky faucets, or mowing your lawn and trimming your shrubs, do a part of it, or one particular job each day, and you'll be amazed at your progress.

Take care of all your mail the day, you receive it. Don't let those bills and letters pile up on you. If you're unable to pay a bill immediately, file it in a special place that's visible, and note on the envelope the date you intend to pay it. Answer your letters the same day you get them.

Once you start listing and planning what to do, and then carry out your plans, you'll find plenty of "extra time" for handling virtually any kind of home-based income producing project. People in general may not like routines or schedules, but without some sort of plan as to what is supposed to be done, the world would be mired in mass confusion. Laws, ordinances and regulations are for the purpose of guiding people. We live according to an accepted plan or way of life, and the better we can organize ourselves, the more productive and happy we become.

The secret of all financially successful people is simply that they are organized and do not waste time. Think about it. Review your own activities, and then see if you can't find a couple of extra hours in each day for more constructive accomplishments.

When you begin planning, and then when you really become involved in an extra income producing endeavor, you should work it exactly as you have organized your regular day-to-day activities-on a time basis. Do what has to be done immediately. Don't try to get done in a hour something that's realistically going to take a week. Plan out on paper what you have to do--what you want to do-and when you are going to do it. Then get right on each project without procrastination.

Finally, and above all else, when you're organizing your time and your business, be sure to set aside some time for relaxation. Be sure to schedule time when you and your spouse can be together. You must not involve yourself to an extent that you exclude other people-particularly your loved ones--from your life.

Taking stock of the time you waste each day, and from there, reorganizing your activities is what it's all about. It's a matter of becoming more efficient in the use of your time. It's really easy to do, and you will not only accomplish a lot more, you will also find greater fulfillment in your life.