Monthly Archives: July 2011

Jul 29

Your Undiscovered “Acres of Diamonds”

By mikefilsaime | Uncategorized

As I stare at my bookshelf I realize that we are in an age like no other.

Before the Internet, selling information products required a deal with a publishing house to print your work and place it in bookstores. If it was to reach a specific target market, a great deal of money would need to be spent on advertising.

Today, through the power of the Internet, there are thousands upon thousands of examples of people successfully sharing their information products via downloadable online PDF documents, audios, and videos.

Think I’m exaggerating? A quick visit to reveals a vast selection of bestselling information products that are marketed entirely by the author and their affiliates. Carefully targeted advertising is still taking place but, because it is mainly performed online, the related costs are far lower than in the past.

There is absolutely no reason why you can’t create your own success story. To get you started, I’m going to show you how to obliterate the primary obstacle that stops most aspiring information marketers from even getting started.

Between 2004 and 2005, I worked as a business development coach for budding entrepreneurs. In 2006, Mike Filsaime and I started our own group coaching program (I5Gold). In both instances, the main concern expressed by students – time and again – was the belief that they had NOTHING of value to share.

This conviction persisted until I shared with them the story of the “Acres of Diamonds.”

Acres of Diamonds is a book by the American writer, Russell H. Conwell, based upon the famous speech he is said to have delivered over 6000 times. The title comes from a tale that Conwell was told by an Arab guide in Baghdad. The story tells of a man who gave up all his possessions in a futile search for diamonds; eventually – in great poverty – he committed suicide. The sad irony to the story is the discovery of a vast diamond mine underneath the farm that the diamond hunter sold to undertake his fruitless search.

The moral of the story, Conwell tells us, is to “dig in your own back-yard.”

I told this story to the entrepreneurs that I coached, and asked them to tell me of their own journey through life. As they talked to me and began sharing the stories they had collected over the years, many of these people quickly realized they had their very own, undiscovered, Acres of Diamonds. With a little lateral thinking, each person’s unique experiences are potential material for an information product.

How about you?

Allow me to briefly share with you some of the significant events in my life, and the Acres of Diamonds they are concealing. Once you’ve got the idea, start asking questions about your own life, and see what treasures you can unearth.

I was born to teenagers and raised around six marriages and four divorces. Could that experience have potential for a niche information product? Absolutely! The target market could be children of divorced parents, or parents contemplating divorce. The information product would be based upon my own personal experiences.

Here’s another one. At a young age I took up wrestling and ended up on the All-Marine team for the USMC. The obvious choice for information product here is: “How to succeed in wrestling.” I also played football, ran track, and played baseball; to reach a broader market I could try: “How children can benefit from sports,” “How to support your children in sports,” or “How to help your child find the right sport.”

At 20 years of age I entered USMC Boot Camp at Parris Island, South Carolina. In three months I became my platoon’s, Honor Graduate, and during my four-year tour I received three meritorious promotions. An information product called “How to become the #1 Honor Graduate from USMC Boot Camp” would appeal to a very specific market. If I wanted something with broader appeal, I could create “How to make the most of your military duty” or “How to rise to the top in the military.”

After the Marine Corps I entered the world of sales and became number one in several different sales organizations, including: advertising, copier sales, cutlery sales, and automobile sales. There are many Acres of Diamonds to be uncovered here. Possibilities include, “How to be a number one salesperson in your company,” “How to be number one in advertising sales,” “How to be number one in copier sales,” “How to be number one in cutlery sales,” “How to be the number one salesperson at your dealership,” and so on….

In 2001 I began my five-year quest to exit corporate America and in the process I made some good decisions, and I made some bad decisions. “Escape from Corporate America and start your own part-time business” has a nice ring to it. Even my mistakes have value if I decide to create “The 5 rookie mistakes that can kill your new business.”

Most recently, working side-by-side for over three years with Mike Filsaime has resulted in many Internet Marketing successes. These experiences are great material for a virtually endless list of possible information products.

Now it’s your turn.

A treasure is of no use to you while it remains hidden. You could be sitting on your very own Acres of Diamonds without even realizing it!

Life throws up many twists and turns but, with the right attitude, these experiences that have shaped your life can be seen as a rich store of valuable and profitable information. Identify them, choose a hungry target market, and get the word out to that niche in a manner that calls them to action. That knowledge could be worth acres upon acres of high carat diamonds.

What experiences have you had in your life that could be turned into an information product AND has a hungry target market waiting for your valuable information, guidance and expertise?

You may find that you have valuable information to share in the fields of: relationship and family, sports, health, business, organization, time management, budgeting, sales, marketing, advertising, insurance, investing, real estate, automobiles, beauty, success, and many, many more.

Open up your word processor and get started. Your first task is to scrutinize your life, chunk-by-chunk, and list all the experiences and wisdom that your journey has provided. Then consider which of those experiences would have value in the eyes of someone who has an interest in this area, but is lacking expertise.

Stay tuned for my next article where I will share with you the quickest and easiest way to transfer that information from head knowledge, into numerous kinds of information products.

By Tom Beal
This article first appeared in the June 2009 issue of the MarketingDotCom newsletter. You can get a free copy of the latest issue for the price of shipping at

Jul 26

Economy to Blame for Increased Decline Rates?

By mikefilsaime | Uncategorized

Have you noticed a significant increase in declined credit card payments? If you operate a business online and collect funds through a credit card processor, the answer is probably ‘yes.’

As the economic downturn worsens and bank profits continue to decline due to loan defaults, card issuers are trying to guard against losses and protect their revenue by abruptly changing the terms of cardholder accounts. These changes include lowering credit limits and sometimes closing inactive accounts.

“We are taking a more aggressive look at accounts to control risk given the current economic environment,” stated a spokeswoman for Bank of America Corp. “We are closing accounts with zero balances that have been inactive for more than a year and may adjust customers’ credit lines up or down based on their risk profile and performance.”

A spokeswoman for J.P. Morgan Chase & Co. revealed, “We will lower credit lines for customers who are showing signs of increased risk or inactivity.”

Although it may seem strange to target inactive or zero balance accounts, there is a logical reason for this. If a credit card is still valid but hasn’t been used for a long period of time, it’s reasoned that this might be because it’s being kept as an “emergency card.” With rising unemployment, no card company wants to take the risk of being a plastic safety net for someone who’s just lost their job.

This change in the credit game is especially bad for Internet Marketers who process the bulk of their sales through credit card merchants or the PayPal virtual terminal. So what’s an online business owner to do?

One possible solution is to create an email campaign and follow up with customers who have recently been declined while trying to make a purchase from you. Some credit card processors do not automatically notify customers when their card has been declined on a recurring transaction, and this seems to be where the majority of the declines are taking place.

The email needs to be written delicately (you don’t want to cause your customer embarrassment), so create a simple courtesy message informing the customer that their card has been declined and that they need to enter a new card number in order to receive your product. In the email you may even want to share with them some of the above developments and how it may affect the use of their credit cards. And, of course, you’ll want to offer some suggestions on how to resolve the problem, such as:

  • Contact the card supplier and request an increase in the credit limit.
  • Make a payment to the card supplier to reduce the balance.
  • Use the card at least a few times each month to ensure it remains active.
  • If possible, pay off the whole balance each month.

As Internet marketers we are not in the business of credit repair, but offering some basic solutions to the problem is a nice gesture and could allow you to recover some of those lost sales.

Before sending any emails however, it’s worth checking to see if you can turn off Address Verification Service (AVS) and Card Code Verification (CCV) results. These are fraud detection services that help ensure the cardholder is legitimate. Both AVS and CCV will run a query against the credit card information on file at the issuing bank before processing. If the information does not match, the card will be declined by the merchant interface. The bank does not require these services in order to process a charge, so disabling them will allow the transaction to go through.

Unfortunately this will only work in some cases, and won’t affect the majority of declines that have occurred due to insufficient funds or decreased credit limits. All we can do as business owners is keep abreast of the situation and try to be proactive in notifying our customers and recapturing revenue.

By John Russo
This article first appeared in the June 2009 issue of the MarketingDotCom newsletter. You can get a free copy of the latest issue for the price of shipping at

Jul 22

The Years Will Run Like Rabbits

By mikefilsaime | Uncategorized

The Years Will Run Like Rabbits

“But all the clocks in the city
Began to whirr and chime:
‘O let not Time deceive you,
You cannot conquer Time.”

The above verse marks the point at which W.H. Auden’s poem abandons sentiment and proclaims the inevitable, destructive, march of time. This is something which internet marketers come to know only too well. The contrast between a traditional nine-t0-five job and a home business is most notable in the change of relationship with time.

While sitting in an office, pushing paper, the hands of the clock move excruciatingly slowly as you will them towards 5pm so the race to the elevators can begin. But in your home office, with a constantly expanding to-do list, the hours and days “run like rabbits.” You push the end of your work days back, working longer and longer into the evening.

Try as you might, you cannot bend time to your will. Your perception of it varies but it continually moves forward at the rate of one second per second (we’ll leave Einstein’s theory of relativity for another time). Even if you could work twenty-four hours a day without collapsing and dying, the likelihood is that you would still find yourself coming up short.

This is a sticking point for so many internet marketers. No matter how many time-saving tools and techniques they apply, no matter how fast they work, and no matter how many hours they put in, their business still experiences a rate of progress that would make a glacier look hyperactive.

If any of this is resonating with you, please clear away all distractions for a moment and focus on this one, simple truth:

You Cannot Conquer Time

Working hard, long days is commendable but, if your progress has stalled, the problem isn’t going to be resolved by cramming more and more into every hour of every day.

You need to stop. Right now. And figure out a different approach.

But if you’re thinking that the tactic I’m going to suggest is outsourcing, you’re only half right. If you had the money available to farm out all of your work then you wouldn’t be in this situation. So I’m going to go out on a limb and guess that, when it comes to business expenditure, you have a limited budget.

If I’m right, it’s not because I have unusual insight. It’s because EVERYONE has an upper limit on what they can afford to invest back into their business. And if your limit is on the low side, it simply means you’ll have to be a bit more creative. Let me help you get started.

I’ve highlighted four simple steps you can take to outsource more of your work, without the costs you might normally associate with this approach. Each step has its own residual benefits, so if you’re desperate to break the habit of trying to wrestle time to your will, try and avoid discounting any of them. Even if it involves something towards which you might initially feel some resistance.

1) Read “The 4-Hour Workweek” by Tim Ferriss
If you haven’t read this yet, then you’re probably tired of hearing people insist that you must. Sorry to add to the clamor, but swallow whatever it is that’s making you resist and read it anyway.

The time management suggestions and philosophy in this book are worthwhile. It’s the guidance on outsourcing however that is especially valuable. The wisdom you acquire here will be very helpful when carrying out the next three steps.

Go to:

2) Share Your Profits
Instead of paying for outsourced work upfront, look for people who are willing to work in exchange for a share of the profits. For example, if you need a programmer to build a website, offer 10-20% of your net profits for that website for as long as they continue to work with you.

Not every programmer is interested in this kind of contract but there are plenty who are. The residual benefit of this arrangement is that it provides powerful motivation for the programmer to complete the work swiftly and to a high standard.

I would recommend only offering this deal to people that you have already hired at least once before and who performed satisfactory work.

3) Barter
Over the years I’ve obtained literally thousands of dollars worth of goods and services, free of charge, by providing my services instead of payment.

You may think that search engine optimization, running a Pay Per Click campaign, or setting up a lead-capture page, are relatively simple exercises. Yet these are often a mystery to the self-employed, small, or even quite large businesses. Offer your expertise in full or partial exchange for whatever it is that you want to acquire and you’ll be pleasantly surprised how often people are open to the idea.

4) Partner
Don’t think for a moment that you’re the only home business owner who has too much to do, and not enough funds to outsource everything. Search for someone who has strengths and abilities in different areas to you, and arrange to combine your efforts. You can do this as a simple exchange, but you may find it even more effective to collaborate on a shared project.

Online forums and internet marketing seminars present opportunities to broaden your network of contacts and find like-minded individuals who might appreciate the chance to pool resources.

Don’t Fight It
Rather than viewing time as a destructive, inescapable force that must be fought against, learn to work within its restraints and make a point of enjoying its passage. This won’t happen if you persist with the idea that progress can be achieved, purely by working longer and later.

Show me a successful internet marketer who performs every single piece of work related to their business, and I’ll show you a work addict heading for an early grave. Having limited funds is not a good reason to avoid outsourcing aspects of your business. Go now, get a pen and paper, make a list of ALL of your work connected to your business, and commit to outsourcing at least one item before the end of the month.

I advise starting with the job you enjoy the least.

And don’t put this off. If you do, then the chances are good that W.H. Auden’s daydream will soon become your reality.

In headaches and in worry
Vaguely life leaks away,
And Time will have his fancy
To-morrow or to-day.

By David Congreave
This article first appeared in the June 2009 issue of the MarketingDotCom newsletter. You can get a free copy of the latest issue for the price of shipping at

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Jul 21

Google Monopoly

By mikefilsaime | Uncategorized

Google broke all previous records in May when it attracted more than 1 billion visitors, according to Internet analyst comScore. Instead of celebrating this new milestone, however, Google attorneys are gearing up to defend the company against possible allegations by the Federal Trade Commission (FTC) that it is handling information in a way that harms consumers by promoting its own products over those of competitors.

Google is a market leader in the business of providing search results on products, services, news, entertainment . . . basically anything a person could want or need. This means that it has tremendous influential power over the economy and, ultimately, people’s lives as they make decisions based on what Google tells them. Although options exist for making Internet searches, Google critics point an accusatory finger at the company’s Adwords platform and the growing necessity for businesses to use it to generate effective search results, and also making it unnecessarily difficult to export the data to other platforms. Some argue that this deeper level of influence is what has resulted in the company cornering 60 percent of U.S. search ad revenue.

This power has seen no shortage of criticism from businesses and watchdog groups over the years, and now the FTC is launching an official inquiry based on those complaints and the company’s obvious popularity as evidenced by its record-breaking number of hits. Google may have helped the action along by refusing a request that its CEO and Executive Chairman testify before the Antitrust Subcommittee.

Google has already devised a three-pronged defense aimed at defusing the FTC’s inquiry before it even begins. It argues that:

1) It is free and people don’t have to use it.
2) It is not a monopoly and that there are other search engines.
3) The FTC’s understanding of a Web search is out of touch with people’s true habits when it comes to utilizing social media and company websites to find information.

The FTC investigation is focused primarily on the profitability of Google’s information for its own interests and its methods of developing search results; antitrust analysts expect the information-gathering process to last from one to three years, and only once the process is complete and the data is reviewed will officials decide whether to file a complaint or charge against the company.

Reports of the inquiry have been circulating for months and the official announcement was greeted with a noticeable lack of surprise. Google stock has remained strong, with many economists saying the FTC has an uphill climb ahead.

Others argue that Google is suffering from the weakness faced by many giants of the past, that of growing too large to police its own actions, or faithfully adhere to its famous “Don’t Be Evil” motto. European antitrust officials seem to suspect this may be the case because they have already launched a probe into the company’s business practices amid similar complaints that the company tailors search results to increase its own profits. There is little doubt that the FTC and Department of Justice have an interest in the progression of the overseas probe which began last year.

If the FTC does bring an antitrust charge against the search giant, it’s hard to predict how this will impact the end user, but it’s difficult to imagine Google losing its domination of the search industry. If any significant changes are to be made, it’s most likely to be to the immensely profitable Adwords platform, but don’t expect Google to agree to any significant alterations without an almighty battle.

Additional Info:
Google says FTC has opened inquiry into practices:
Google hits record with 1 billion site visitors in May:
Google’s top execs refuse to testify at Senate hearing:

Jul 19

How to Outsource PHP Development

By mikefilsaime | Uncategorized

One of the biggest recruiting mistakes you can make is to outsource a job in an area of expertise in which you know absolutely nothing.

Here’s an example to demonstrate why this is the case:

Imagine for a moment that your business requires the skills of a brain surgeon. This is much too complex an area for you to learn from scratch, so you decide to outsource the work to a professional. You post your job requirements on Elance and bids soon start to arrive. And that’s when your problems begin.

Some of the brain surgeons bidding for your project are experts in parietal lobe surgery, whereas others are claiming to be experts in the occipital lobe. One or two even claim to be proficient in all areas of surgery involving the brain, spinal column, or peripheral nerves.

You’ve no idea which kind of specialist you require and, worse still, some are recommending the use of stereotactic radiotherapy, whereas others are insisting endovascular surgery is a much more advanced approach. Huh?!?

Not having the skills needed to do the job yourself, outsourcing is the obvious answer. But how can you hire the right person if you don’t have any knowledge or experience in the subject?

This is the paradox you face when outsourcing work in an area that you don’t understand. So the simple solution is to seek advice from someone who does.

Find someone who has some experience in the area and allow them to help you obtain a basic understanding. You don’t need to become an expert but, if you learn just enough to have an overview of the subject, the chances of hiring the right person on the first attempt will rise dramatically.

As you’ve probably guessed by now, I’m not a brain surgeon. However, I have been a professional PHP application developer for the past 8 years. Allow me to share with you a brief but thorough set of guidelines for hiring a suitable PHP developer, even if you have no programming knowledge whatsoever.

By the end of this article, you won’t be an expert in PHP, but you will know how to identify one. More importantly, you will also understand how to properly communicate your requirements and ensure you get the best possible work from your programmer.

Step 1: What Is It?
Have you thought about what you are trying to create? Is it a sales letter with a one-time-offer process? Is it a landing page with an opt-in form? Is it a membership site with continuity options?

Some programmers will have marketing experience, but people with expertise in both areas are rare. Figuring out exactly what your project is going to be and how to structure it to be profitable, are primarily marketing decisions. During this preparation phase, it’s up to you to figure out exactly what you want your programmer to build.

Step 2: Programmer Instructions
Once you hire a programmer, you want work to begin as soon as possible. So aim to have the instructions for your programmer completed before you begin the recruitment process.

From a programmer’s point of view I can tell you that the best instructions always contain a site map or flow chart. To create a site map, you need to brainstorm, preferably with some help from your significant other 🙂

Make some coffee, grab a pen and pad, and write out a list of everything you would like your website to do! What you’re essentially doing here is describing your sales process every step of the way. If your project is very simple, then your flow chart may just be a straight line from start to finish. More complex projects will have points where the visitor has choices, so you need to describe what the result of each decision should be.

For example: When they go to my landing page they opt-in… then they are directed to the sales letter… If they select Option 1 then they go to the order page… Or, if they select Option 2 then they go to…

You’ll want to describe these points in more detail, but you get the idea.

A detailed flow chart is essential for this kind of project. When I’m working on a project for someone and they provide this kind of direction, I can’t stress enough how much this helps me understand how the website should function.

Along with the flow chart, you also need a well-structured “to do” list. Don’t go overboard with this. You need to take into account the complexity of what you’re describing and whether you can afford to hire a programmer for the length of time that will be required to build it.

Step 3: Post Your Project
There are numerous websites that can be used to find a programmer. I’d recommend starting with, and However, before you post your project, you need to know exactly the type of programmer that you are looking for.

To find the right programmer (for the right price) it is important to be ultra-specific when posting a project description. For example, if you want your project to be built using WordPress, specify this, and look for a programmer with knowledge and experience using this platform. If your project is going to include a sales process you want to find a Graphics/CSS developer who knows how to integrate payment gateways.

How to construct a project description to best effect could be an entire article by itself, but the main thing to remember is to include all of your requirements. You don’t need to describe every detail of the entire project, but you should provide a brief description of the platforms, payment gateways and skills that will be necessary to accomplish the task. If a programmer needs more details on some of your requirements before they can make a bid, the recruitment website you’re using will have a facility for them to contact you for more information.

It’s also sensible to state that this is a remote position but that project collaboration and reporting will be required.

Step 4: The Shortlist
Once your project has been posted, you will notice bidders – probably from many different parts of the world – showing interest in your projects. Now it’s up to you to make the right choice. Here are some useful questions to ask your bidders:

  1. How much experience do you have with PHP/MYSQL?
  2. Please provide samples of previously coded websites, ideally those using [Your preferred platform. Joomla, WordPress, sales letter processes, etc…]
  3. What are your hourly rates?
  4. Do you have knowledge of [payment gateways, etc…]

You’ll notice quite a broad range in the prices quoted for the project. Don’t automatically exclude a bidder for giving you a price higher than your budget. Concentrate on experience and suitability before you start focusing on the costs.

Once you’ve whittled your shortlist down to the top 2 or 3 bidders, you’re ready to negotiate on price. Make sure the programmers know they’re on your final shortlist and that you’re inviting all of them to improve their offer. A lot of bidders will lower their original quote at this point – I once had a guy go from $50 hr to $8 hr!

Step 5: Project Scope and Budget
You might be thinking that this step should have been number one, right? But the problem with trying to do this step first is that you cannot realistically form a budget unless you have your project fully planned out.

I prefer to hire outsourcing projects at flat rates, but this isn’t always possible. In which case I like to negotiate hourly rates to get the best bargain and then I can use this number as the starting point for organizing the work.

First, get the maximum dollar amount you are willing to pay for this project and divide this by the hourly rate that you’ve negotiated. The result is the number of hours you are willing to allocate for the programmer to work on this project.

For example, if you set your budget at $400, and you negotiate an hourly rate of $10, this equates to 40 hours of work.

Next, break up your project into phases, and allocate a specific number of hours for each one, with timelines and deliverables. For instance, using the above figures, you can allocate the developer 10 hours a week, for 4 weeks. Ask for a progress report each week so you are always kept up-to-date on the development of your project.

Step 6: Test, Test, Test!
If you thought testing the conversions of a landing page was essential, then you must view testing your programmer’s work throughout the development process at least as important. This is what your weekly progress and time allocation reports are for, and you should state this in the project agreement.

You want to test the functionality of the first phase or timeline deliverable and don’t allow the developer to move on until you are satisfied. I don’t mean pressure him like a shirt under a hot iron, but ensure that the main functionality of that phase is complete before the development continues.

Step 7: Installation
Once the project is completed to your satisfaction, you can ask the developer if he would be kind enough to install the finished production onto your server. Create a temporary, FTP username and password for this purpose.

You might prefer to carry out this step yourself but, if you don’t feel tech-savvy enough to do so, include this step in your agreement and let the programmer handle this part.

Either way, make sure you keep their contact details on file. A competent and efficient programmer is a valuable resource you’ll want to use time and time again.

If you follow these seven steps you should have a successful experience of outsourcing a PHP developer. You may also have noticed that some of these steps are generic and can be applied to recruiting in many other areas, but it’s still important to get some advice from someone familiar with the kind of work you want to outsource. Combine it with the above outline and you’ll greatly increase the chances of finding the right person for your project.

By Richard Mataka
This article first appeared in the June 2009 issue of the MarketingDotCom newsletter. You can get a free copy of the latest issue for the price of shipping at

Jul 19

Home-Based Businesses are Struggling

By mikefilsaime | Uncategorized

The U.S. Census Bureau has released a trove of statistics that tells the story of small business in America, circa 2007. The data, collected from surveying 2.3 million U.S. businesses, indicates that 51.6% of all businesses in the U.S. are small, home-based businesses started with a small amount of capital and run on a shoestring budget.

And the shoestrings are fraying.

The Bureau numbers paint an interesting picture of American business culture, and one that is all but obscured by the shadow of big-box megastores that continue to jockey for space along the byways of the country. The census results indicate that most women-owned businesses are home-based (58.2%), as are nearly half of minority-owned businesses (46.5%). It also indicates that the majority of veteran business owners are home-based (55.4%).

Perhaps more interesting, however, are the reported earnings. Less than 7% of home businesses in the country took in more than $250,000 in 2007, 57.1% took in less than $25,000, and 62.9% of home-based businesses had no employees. The majority of these businesses were started with less than $5,000 in capital.

This data may be four years old, but given that this census was carried out before the U.S. recession and wider global financial crisis really started, it’s a pretty safe bet that these numbers have not improved.

A more recent survey conducted by the National Federation of Independent Business (NFIB) confirms this suspicion in its small-business optimism index report. The total index results are the lowest they’ve been in seven months, far below pre-recession levels, and only 3% of small-business owners expect their sales to increase more than their costs in the near term. In contrast, 87% of big-business CEOs responding to a Business Roundtable survey expect to see sales increases in the next six months.

The disparity seems like good evidence that administrative policies to bolster small businesses are failing, but analysts assert that the problem is not with the lack of money that has been pumped into the struggling end of the economy, but rather that goods and services offered by small businesses couldn’t manage to attract those extra stimulus dollars. Consumer spending and confidence is low and people are looking for bargains, but most businesses cannot afford to sell their wares at the discounted prices offered by corporate conglomerates that are able to buy in bulk. Couple this with higher gas prices, a crippled housing market, and pockets of severe weather tearing up crops and raising food costs, and it is no wonder people do not feel compelled to support their local businesses – if they ever did.

For small businesses to survive the corporate onslaught and continue to weather what appears to be a worsening economic storm, the answer may be one of influencing consumer psychology with hometown marketing. Buying trends seem to suggest that there is a growing disconnect for the average consumer when it comes to the impact of their purchasing choices.

Obviously, these home-based businesses are not generating the bulk of U.S. revenue, but at the same time they support the gainful employment of those involved and their ability to participate in the broader economy. When these businesses shut down it increases unemployment, contributes to the homogenization of purchasing options, and undermines the incentive for entrepreneurship and innovation. These may not seem to offer a tangible motivation to the average consumer to change their shopping habits, but if economic conditions worsen, the consequences of not supporting small businesses will become more apparent.

Additional Info:
51.6% of U.S. businesses are home-based:
Small businesses barely keeping afloat:

Jul 15

Copywriting Success – Hook, Line and Sinker

By mikefilsaime | Uncategorized

The best sales copy in the world is totally useless if no-one can be bothered to read it. This is one of the reasons why so much time and effort is spent on crafting an effective headline. A good headline will grab the reader’s attention and compel them to start reading.

This probably isn’t the first time you’ve heard of this tactic being referred to as a “hook,” but what you may not be aware of is that a hook – even a powerful one – can actually be detrimental to your conversion rates. I’ve seen this mistake made many, many times and if you’re going to make a success of copywriting, this is an error you must understand how to avoid.

The good news is that there is a simple test you can carry out to determine if your hook is going to help or hinder your copy. All you have to do is….

Actually, let me come back to that in a moment. First I want to be sure we’re all clear on how to come up with a hook in the first place.

Hooks are simply defined as “attention grabbers.” They are most commonly used in the headline, but they can also be used in the lead or even within the body. Another place you’ll often see hooks used to good effect are in email subject lines. These, when done well, will compel you to open the email to find out more.

Wherever you choose to use a hook, the idea is to say something controversial, outrageous, or mysterious. The reader’s interest is then piqued and they become intensely curious to see what comes next.

Shock Your Prospects
You know when you’ve got a great hook when someone says “Whoa, wait a second, you did what?”, or “You’ve got to be kidding me!” All you need is a small, intriguing piece of information, something shocking, surprising, unusual or provocative. There is no subject or personality in the world that doesn’t have some kind of twist that will interest people. You’ll find it if you look hard enough.

Try to interview your prospects in your mind. Think about the rumors, common wisdom, myths or lies that are out there about what you’re trying to sell. Stop thinking about your need to make the sale, and get into the head of your customer. Think about their need to reduce the BS in his life.

Some of the best hooks are pieces of a unique story that arouse curiosity and compel the prospect to keep on reading. Don’t get dismissed dammit, grab them and pull them in! If you can hook your prospect with a jaw-dropping storyline, you will bring them into your sales letter with a keen desire to learn more.

You need to figure out where your prospects are emotionally when they open up your sales page, or see your email arrive in their inbox. Identify a desire or fear that is relevant to your product and prospect, and then use your hook to activate those feelings. Come up with a titillating, intriguing, or shocking hook to reel them in so they can’t help but continue reading.

Sex Doesn’t Sell
When someone is extremely interested because a hook has grabbed their attention, the next thing they will do is look for the negatives. They are going to try to find a reason not to believe you. So whatever you do, DO NOT use a hook to fool a prospect.

For decades the advertising industry has been using sex to sell. But this is usually within the context of creating the impression that a product will make you more appealing to the opposite sex. This is fine if your whole marketing operation is based on this strategy but if you try to use this solely within your hook then you’re headed for trouble.

If you use “SEX” in the hook and then the sales copy begins with, “Now that I’ve got your attention, I want to tell you about a great new product called…” the chances are good that the reader will feel cheated and that you’ve wasted their time. An angry prospect isn’t going to buy, and will probably leave your sales page before they get to the end of the first paragraph.

This is the inappropriate use of the “hook” that I’ve seen all too often. A great hook, followed up with a sales page that has little or no relevance. If you were to examine the statistics for this kind of campaign, you’d likely find a high click-thru rate, but a very low number of sales.

The title of this article “Hook, Line and Sinker,” is an expression we use to indicate that someone has accepted something BEYOND simply taking the bait. A hook is pointless if the prospect is going to wriggle free at the first opportunity, so you must have a thematic connection between the initial hook, and the sales copy that follows.

I already said that a hook can be used in the lead and the body of a sales page, not just in the headline, but it bears repeating. Get it out of your head that a hook is only to grab the initial interest. A good hook also sets the stage for your sales copy which should flow as if it is a direct continuation of the story that you’ve started.

A startling hook with a great story to follow, and then the product that made it possible. This combination is actually a whole series of hooks that pulls the prospect in at the beginning, and doesn’t let them go until they hit the ‘order’ button.

When you come up with a great hook, the simple test to ensure you’ve created something suitable is to try and explain, in 1-2 sentences, the connection between your hook and your sales copy.

If you can do this, then your hook is relevant. If you can’t, then you may have created too much of a gap between your hook and your sales copy. If you want to ensure that your hook is completely bulletproof, ask someone else to read your hook and sales page and then carry out the same test.

The Subliminal Hook
Here’s a really slick technique for inserting hooks directly into the sales copy:

Make your prospect feel indebted to you.

When you tell someone something they didn’t know or provide them with useful information, you’re actually giving them something for free. When a prospect says “Hey, I didn’t know that.” you’re actually sinking in a thick juicy hook. On a subconscious level they feel they’ve been given something for nothing. The feeling of gratitude that can result, boosts your credibility, and makes it more likely they will give your offer their full attention.

The hook is such a powerful part of copywriting that, if you can master it, you’ll be capable of selling in any market. A killer hook can lead to an advert that converts like crazy for years. It can mold a reputation for your business that resonates and sticks with your market forever.

To test your knowledge of using hooks within your sales copy, grab a highlighter pen and see if you can pick out all the places in this article where I’ve used a hook to try and get you to keep reading. If you’re reading this, then I can be pretty confident that they were effective 😉

By Rich Chille
This article first appeared in the June 2009 issue of the MarketingDotCom newsletter. You can get a free copy of the latest issue for the price of shipping at

Jul 12

Internet Selling For Newbies – The 4 Fundamentals & 8 Components

By mikefilsaime | Uncategorized

Part 3 of 3 –Time to STOP Marketing

Have you ever heard someone say that they’re immune to advertising, or that they never respond to a sales pitch? What they really mean is that they don’t respond to advertising or selling, when they’re AWARE that it’s happening.

Allow me to clarify that with an evergreen cliché:

“People LOVE to buy, but HATE to be sold.”

Whether you’re a computer geek or a marketing guru, if you don’t remember this important fact you’re not going to sell stuff online in anywhere near the quantities that you desire. It comes down to the difference between marketing and selling.

This is a semantic argument that has been around forever, but there is one key distinction that I think we can all agree on. Marketing is all about raising awareness and putting your product in front of hordes of people. Selling is about building value, raising impulse and commanding a purchase.

Marketing ability may allow you to create beautiful websites and products but, if you leave selling out of the equation, then the bridge between product and profit will eventually collapse.

If all this sounds somewhat contradictory, don’t worry, all will become clear. First let’s recap…
In the first article of this series, we considered the four fundamentals of Internet Selling:

  • List Building
  • Driving Traffic
  • Increasing Conversions
  • Duplication

Last month, we discussed the 8 components needed, in order to operate an online business:

  • Web Hosting
  • Domain Name
  • Web Editing Software
  • FTP Software
  • Merchant Account
  • Affiliate Processor
  • Autoresponder
  • Member Site Script

In this concluding article I’m going to put it all together and show you how to turn what you’ve learned into real, online SALES.

“OK Omar, but how do I sell to people if they hate to be sold?”

Good question! The answer is to become the OPPOSITE of a salesman. Acknowledge to yourself that selling is the endgame, then put that thought to the back of your mind and start branding yourself as a person of value in your respective niche or niches. Accomplish this from the outset by building a relationship of TRUST with your potential customers.

Forgive me another cliché but “people don’t care how much you know until they know how much you care.” Do you care about your customers? Have you demonstrated this to them in a real tangible way? Have you truly connected with them?
Most importantly, do they see you as someone they are glad to have met or are you just another “marketer” in the crowd?

Offer Unconditional Help and Support FIRST.
Help and support are what build camaraderie and is what real friendships are made of. When I was a door-to-door salesman I discovered that using the “hard sell” only got me so far and, once reality and remorse had settled in, it was usually followed by a heap of refund requests. I only became truly successful when I set out to make 10 new FRIENDS per day instead of 10 new SALES.

I started putting my prospect’s needs before my own, I started really listening to their challenges, and then I formulated ways that I could help them. This allowed me to be perceived as a selfless person of value because my words, facial expressions and body language demonstrated to people – even if only subconsciously – that I was sincere in my desire to help.

Keep in mind that you should always be yourself. Whether face to face, on the phone or through the internet, you will always attract more people this way than trying to be someone you’re not.

Once I understood my prospect’s needs, I proposed and even helped them implement solutions that had worked for me. I did this unconditionally without expecting anything in return and this built a relationship of trust between us.

The practice is a little different online but the principle is the same. Using a squeeze page, offer VALUABLE, problem-solving information in exchange for your prospect’s contact information. Then build a relationship via email, by providing a steady flow of related, useful information. With NO strings attached.

Develop a Business Posture
Business posture is an aura of confidence exuded by an individual who is well informed in their niche. This results in respect and customer loyalty, which is absolutely crucial here.

There is a big difference between a satisfied customer and a loyal customer, and you should always be striving to create the latter. Satisfied customers are great to have, but they will buy from anyone. Loyal customers on the other hand will continue to buy from you over and over again. In the words of Jeffrey Gitomer:

“Would you rather your spouse be loyal or satisfied?”

When working online, a good business posture is primarily derived through social proof. Your customers can identify and sell your strengths far better than you can, and when a prospect sees and reads their loyal endorsements – through the use of testimonials – they will be set at ease. This boosts your credibility and allows you to exude a business posture that will gain continued respect and loyalty.

It Takes More Than Just a Snazzy Sales Page
A sale is the culmination of a series of planned and strategically designed events, guiding a prospect through the decision making process. In other words, a sales page is not just a list of features and benefits with a payment button at the bottom.

In truth, the sales process starts long before the product is even created. It starts with the recruitment of loyal subscribers and cultivating those relationships by providing value. By the time you drive your subscribers to your sales page they should ALREADY be predisposed to buy from you based on the value that you’ve been providing for weeks, or even months.

But even if you prepare correctly, once they arrive at your sales page don’t assume the purchase will be guaranteed. Even a loyal customer must be persuaded to buy. Make no mistake about this, regardless of how respected you may be in your industry, 21st century consumers are well informed and will be wary of making a bad decision. Your sales page should anticipate these apprehensions and counter their objections.

Know Your Stuff
I once heard it said that “if you can’t dazzle them with brilliance, you should baffle them with bull crap.”


Don’t ever insult or underestimate the intelligence of your prospect. Through research, learn everything you can about your niche. More importantly, learn everything there is to know about your target market. What are their problems? What are their fears? What excites them? What turns them on? What turns them off? What amount of money do they spend online? How often do they make these types of purchases?

Knowledge is power, and in this instance, that power turns into online sales.

The Big Money is in The Back-End
Rehash… Rehash… Rehash…

That’s door-to-door salesman speak for “Double Your Cash”. Don’t spend your valuable time cultivating your prospects and converting them into buyers, and then forget to keep selling. A big list of subscribers has little use if it’s not a big list of subscribers that BUY!

Once you have identified who your buyers are, concentrate your efforts on providing them with the most value possible. They’ve already proven that they are willing to invest in you, so you should continue to place valuable offers in front of them.

Back-end selling of additional products is a huge part of any accomplished marketer’s income stream. As a matter of fact, most successful marketers that I have met will tell you that they make more money on the back-end offers than they do on the initial

Strive to Build a VIRAL Business
Everything I do online contains some kind of viral component, in the sense that I call on the current visitor to generate more visitors. This can be accomplished in a number of different ways, such as viral inviters, re-brandable products and resell rights products. It all comes down to “What’s in it for me?”

Incentivize your prospects to refer more prospects. This will create a self-perpetuating avalanche of traffic to your sites that will continue to flow, without the need for your constant time and attention.

Despite what the title of this article may imply, I’m not really suggesting you give up marketing for good. But it IS essential that you know when to make the transition to selling, and how to do this in a manner that won’t put up a barrier between you and your prospects.

I’m confident that if you make a genuine effort to apply the above techniques you’ll be well on your way to actually SELLING your products instead of just MARKETING them.

By Omar Martin
This article first appeared in the June 2009 issue of the MarketingDotCom newsletter. You can get a free copy of the latest issue for the price of shipping at

Jul 08

The Only 5 Ways To Increase Profits In Your Business – Part 3

By mikefilsaime | Uncategorized

In the previous articles in this series I discussed “The Only 5 Ways To Increase Profits In Your Business.”

1. Activities That Increase Leads.
2. Increase Profit at Point of Sale.
3. Increase Number of Transactions at Point of Sale.

Today we will cover the final 2 ways to “Increase Profits in Your Business.”

4. Sell More Stuff to Your Past Customers.
5. Cut Costs and Expenses.

These are two completely different areas of making more profits and need to be covered separately. I’ll begin with the easiest to understand and implement:

Cut Costs and Expenses
Here is the biggest problem I think all of us Internet Marketers face; we assume that all of the revenue we generate is what we put in the bank. The reason for this is because most of us have NO IDEA about running a business. Most of us are “run-and-gun marketers” that like to make money. True, those reading this article might know how to make money, but only in terms of “Revenue.”

Since we are not business people, we tend to look at our $47 sales as a $47 sale. Hmmm? If you are using ClickBank you pay a Merchant Fee of $1.75 plus 7.5% – that is a total of $5.28 you are giving to your merchant account in each sale. Yes, in this case, ClickBank (or your merchant account) is almost like your partner, but they are getting OVER 11% of every sale. And you still need to pay your affiliate in many cases . . . .

The example I just gave you is a “Variable Cost” expense. I love to be able to pay EVERYTHING on Variable Cost. Things like affiliate payments are “VARIABLE” because you only pay them per sale. That’s great and it is hard to lose in that game.

It is not possible in many cases but, if we are working with an employee or an outsource team, always try to pay them a SMALL amount per sale.

In effect they become a “Piece Work” – what is good about this is that you always know what your cost is for EVERY SALE and you KNOW you are making a profit. When you have FIXED EXPENSES, they just eat up your cash flow and profits in slow times. So if you pay your helpdesk person $0.05 on every sale, it is built in to your cost and you do not have to pay them a lot during slow times.

So what are “Fixed Expenses?” It is an expense that does not change (in most cases) based on the volume of sales in your business. Things like Salaries, Rent, Water and Heat, Hosting, Domain Names, Shopping Cart and Email Management, Support Team etc . . . .

Heck, you can even make $100 Billion a year in revenue and still lose a $1 Billion a day. Just look at General Motors Corp. They are losing $1B a day and most of it is because of Fixed Expenses. GM’s Fixed Expenses are just way too high and when sales slow, those expenses still need to be covered.

So now what we want to do is to identify ways to CUT COSTS, because for every $47 eBook you sell, you may be only making $8.00. If you reduce costs by only $100 per month, you just effectively sold 12 eBooks. But if you increase your costs by just $100, you now need to sell an ADDITIONAL 12 eBooks just to break even. This is why it is SO IMPORTANT to be conscious of keeping costs low. An owner in the car business once told me, “Mike, watch the ‘nickel’s and dimes’ and the ‘dollars’ will take care of themselves.” No words have been more true to me in business.

Even my father said to me when we were growing fast, “Mike, are you watching your expenses?” The truth is I was not. I spent $400,000 in one month and made just $300,000 for a net loss of $100k. Wow, that is crazy! That was when I started to look at EVERY LINE ITEM on my statement.

So what you need to do is identify your expenses and break them out as “Fixed Expenses” and “Variable Expenses.” List them ALL out and see what eats up your profits each month. Now, you need to find ways to CUT COSTS.

What we did was look at EVERY LINE on the sheet.

If the fulfillment was too high, we changed companies. We saved hundreds of thousands per year on that Variable Expense.

For our hosting, we called to negotiate. Heck, we were paying high prices for servers that are not the latest in technology as they were when we started. But, since they work, we negotiated our hosting costs down by HALF. Remember, times are tough out there. Companies are happier to make a deal with you than lose you.

We also looked at staffing and made major changes. We spoke to the Landlord and saved 10% on our lease when we said we might not renew.

Buy used items instead of new . . . get a lower cost phone service . . . use different technology etc . . . .

Cut deals with the advertisers you buy from . . . . Restructure your affiliate program . . . . Ask PayPal, your merchant account, or ClickBank to lower your fees. You might be surprised to hear that they already have ‘lower than retail,’ preferred merchant programs.

The bottom line is, when you start to do a LINE ITEM forensic audit on your statement, you will be shocked at how much you can save. Remember, in our $47 eBook example, if you can trim $3000 per month and become a lean machine, it is like selling 375 more eBooks every month, not 63 more eBooks as it might appear. The reason, is because that eBook sales have a cost involved.

Here is what I want you to get out of this part of the issue today. I want you to now and FOREVER pay attention to your expenses, as they are nothing more than “Piranhas” that eat up your profits in a wild feeding frenzy. Learn to identify FIXED and VARIABLE expenses and, when possible, pay on a per-sale or per-project basis, rather than on a “Time” basis. (Make sure to include a clause in the contract stating that this can be reviewed at any time if it is not fair to either party.)

Do not be afraid to negotiate hard, upfront. Or renegotiate your past contracts and watch how fast they are willing to deal. Remember, “Ask and you shall receive.”

Now go start watching those nickels!

Next, let’s get on to the last of the “5 ways to increase PROFITS in your business”:

Sell More Stuff to Your Past Customers
Wow, this is the one that kills me when I do not see marketers and friends of mine maximizing this important opportunity for increasing profits. So many marketers are just focused on “The New Sale.”

Yes, some do a good job with the other 4 parts, but most that I have seen have NO GAME PLAN for past customers.

Now while many of you think I am talking of a “Call Center,” that is only a VERY small part of the equation. Yes, the Call Center is used in this process, but it is really more of a delayed version of No. 3 (Increase Number of Transactions at Point of Sale). I will cover that here, and also what I refer to as the “VIP Relations Department.”

Oh, and before we go any further, I want to let you know that even if right now you are just an affiliate for other people’s products, you still need to pay close attention.

A PAST customer is 2-3 times more likely to buy from you than a cold lead. Period. In many cases they will also spend more money than a cold prospect. After all, there is the KLT factor . . . (you guessed it), they “Know, Like, and Trust” you.

So if you are an affiliate, you need to be finding ways to get the lead data from all of your sales. Heck, in ClickBank we made so many sales for other people, but you’re crazy if you don’t think I feel they are “My Customers” too.

We made over 700 sales for “,” but I’m not just turning over my list and traffic efforts over to my friends Steve and Tim. We must understand that we SHARE the relationship with the vendor we make sales for when we are the affiliate.

You can do this by telling them to email their receipt to you for a bonus and send them to a page to register with their name and email. Or, what I also do, is take all of our leads in ClickBank, export them with the CSV (Excel) option, and then import them right into an autoresponder. They go straight into our marketing funnel as if they purchased from me.

It is also important to SEGMENT these leads so that you can market to them later, as I will explain.

Now yes, as I stated before, you need to be working with a QUALITY call center that can help your buyers get to where they want to go, faster, and at a price they can afford and are happy to pay.

If you can create your own call center, great! But for now I would recommend just exporting your leads and sending them to a quality call center that you work with. You can now get up to $15 to $75 per lead sent to you in a check each month as PURE PROFIT. So if you can send 100 eBook leads a month, you can make between an extra $1500 to $7500 per month.

If you are doing 1000 sales a month, that can be an extra $75,000 per month in PROFIT you are leaving on the table.

Side note: Good call centers are hard to find. Many can sell “anything” but, in the end, they may not provide value and it is your name that gets hurt. Make sure you do your due diligence when making this kind of partnership.

OK, so now we see a call center can make great profit. In fact, many marketers create “Front End” products and lose money, just to get leads into the “Back End” – their call center.

But that is not the real focus I want to share with you today.

I want to know that you have a STRATEGY for your “past customers.” People that purchased 90 days ago, 6 months, or even 2 years ago.

You see, in my company, we have set up a true “VIP Relations Dept;” they are not an “Outbound” call team.

I have a team of 2 VIP members that sit with me every month and together we evaluate our existing database of customers. We then create a “Marketing Campaign” to offer greater value to those people with a high touch experience that they cannot get anywhere else.

If you have ever been to a hotel, cruise, or resort, and seen the VIP members and how well they are treated – or perhaps it has been you many times – you need to make your customers feel like that . . . YES, EVEN WHEN THEY ARE SPENDING MONEY!

I recently spent 4 days at the MGM Grand in Las Vegas in their SKY LOFTS. It was over $2000 per night but they made me feel so special that I felt like the most important person in the hotel. Yes, I spent a lot of money, but I wanted to. Do you have a program to spoil your customers, and a campaign and strategy to market to them?

For instance, it is now 6 months since we launched “Traffic Fusion.” To date, we have over 1000 people that paid over $1500 to get access to that . . . and we also have their address as well.

Well, you guessed it, we will be creating a “Direct Mail” campaign to market to them with a very special offer. We may even use an automated phone blast campaign in conjunction.

The bottom line is, we look for the “Biggest Opportunities” with our past customers and then we create, offer and market that offer to them very aggressively. We get them to call our VIP Relations Dept, we treat them like gold, and offer them great value. This department can bring in over $100,000 profit for us every month. Yes PROFIT, just from having a game plan and strategy to sell to past customers.

“There is GOLD in them thar hills . . . .” But you need to go mine it. I am sure you can add 20% in PROFITS to your monthly income, every month, if you create a system or department to market to your past customers every month.

There are advanced things like giving them free gifts or special offers for their birthday, etc, but the bottom line is you want them to feel like they are getting a VIP deal, not being marketed to. You actually want them to feel bad if they do not take you up on your offer.

I feel the same way when the Venetian resort sends me a voucher for $49 a night and I cannot make it that week for whatever reason. I never feel like, “They are just marketing to me because it is my birthday.” I’m happy to get these deals.

Also, when you come out with new products, you should sell to these VIP Customers before the public can get access to it. And you should give them a discount from 25% off to 75% off.

They will absolutely love you for it!

Again, the biggest mistakes I see marketers make in terms of profit, is leaving this Gold hidden in the mines.

But not you . . . you are a smart person that sees that value in this newsletter. You realize that, over time, what you just read today can make you hundreds of thousands of dollars. You value information and I look forward to treating you like a VIP.

So please, go back and read both of these parts again, and make sure you read all 5 elements of this series. Start to put all of these 5 points into place in your business and you can triple your income, almost overnight, with just small changes to your current business methods.

By Mike Filsaime
This article first appeared in the May 2009 issue of the MarketingDotCom newsletter. You can get a free copy of the latest issue for the price of shipping at

Jul 06

MDC Monthly Preview – August 2011

By mikefilsaime | Uncategorized

What’s inside the August 2011 issue of MDC Monthly?

Effective Email Marketing

  • The 4 boxes you MUST tick when creating your email promotion.
  • 5 styles that work with ANY email campaign.
  • The vital email element that’s even more important than the subject line.
  • JangoMail and VerticalResponse reveal their top 5 ways to avoid email spam filters.
  • Pure360 identify the best and worst times of day to send your emails.

“Find Your Inspiration” with Jennifer Syrkiewicz

  • The crucial step required to get fired up about writing.
  • How to turn day-to-day events into powerful analogies.
  • Change your body language and writing style from nervous to confident.

“Reconstructing Your Financial Identity – Part One” with Stephen Pierce

  • Discover your hidden prejudices about money and wealth.
  • The most misquoted truism about the effects of money.
  • How to kick the scarcity mentality.

“The Super Power of Testing” with Anik Singal

  • Introduction to split-testing.
  • The strange element most people don’t test that can make a huge difference to your sales conversion rate.
  • The crucial aspect of split-testing that you MUST spend time on.

Additional articles in the August 2011 issue:

  • “Gimp Graphics” with Omar Martin: a step-by-step guide to creating simple, layered images.
  • “Menu Hover Trick” with David Congreave: SEO trick to improving your onsite anchor text.
  • “TE Lingo” with Robert Puddy: all the common features of traffic exchanges defined.
  • “WordPress: Com Vs Org” with Joel Williams: choosing the best WordPress platform for your business.
  • “Targeting the Format to Different Content Models” with Heather Vale Goss: find the best content model for your interview recordings.

Latest book reviews:

  • Poke the Box” by Seth Godin.
  • The Amazement Revolution” by Shep Hyken.

Additional regular features:

  • Internet Marketing News
  • “Free Advice and Worth Every Penny” with Dafydd Manton

Don’t miss the August 2011 edition of MDC Monthly!
You can get a free trial copy shipped to your door by clicking here.