[Glenn]

Happy New Year,

Dunno how many people have noticed that a pre-requisite for making
munny the Jim-Straw-way is the HABIT of Going-the-Extra-Mile.

You cannot set up Finder or joint venture deals without giving away Extra Information.

--------
--------
First - Here's a way of Reverse Thinking this so as to set up
Guaranteed Places to REFER clients OR Do JV Deals so you get paid.

Step I - Assume if you refer a client you won't get paid.

Step II - BAsed on that Assumption - you pre-Qualify BEFORE you Spend Your Valuable time and that of your prospect. Double Check BEFORE U Refer.

You call up and say, "I have Several Prospects I want to REFER to your
company. So could you Please Describe your P aid Referral System OR
Send me a copy."

THEN YOU WAIT.

If they hem and haw and stutter - MOVE ON.

Step III - If they do not ALREADY have a System for p aying you - they
ARE NOT GOING to Start one just for you. Hang up and call the next one.

TO SAY IT AGAIN - You Will NOT Get Paid Unless The Company you REFER
to already has a System in place.

SO. ASK before you damage your Relationship with the person you want to refer.

-----------------
-----------------
GO-The-Extra-Mile CASE STUDY -

Ned Got a Job as a Software Programmer
But Was Afraid He'd Get Fired.

I asked him a few questions.

Ned went off to Get the Answers.

Came back to report his company has a BIG Problem with client who DELAY PAYMENT.

I asked, "Would you get into trouble if you sent them a REMINDER Letter?"

Ned wrote some kind of software program
that kicks out the late paying customer list - and sends it to him.

By sending out 10 or 15 letters a week
Ned Reports he has cut LATE PAYMENTS down by 40%.

===========
ACTION PLAN -

"GREAT" I told Ned.

"Now you have job security."

A - "You can ASK your company to pay you EXTRA to boost on-time
payments.

B - "You can STOP Mailing Reminders - and have Zero Leverage IF you get fired.

C - You can Continue boosting On-Time-Payments by 40% so that IF
they lay you off - You can THREATEN to stop mailing your MAGIC LETTERS.

"Which will cost them Millions a year in lost interest alone.

----------
Shy fellow that Ned is - he chose option C.

Thanks,
Glenn Osborn