2005 - 11-29-05

Later, in a private conversation with Gary
Bencivenga when I was in New York to attend his seminar, he
told me that he had privately purchased everything about
marketing and copywriting I had ever offered for sale.

Years ago, when I was teaching on a regular
basis at the Jefferson Institute in Utah, Mark Stoddard
spotted me picking out several books on marketing on display
at the Institute, and then going to cashier to pay for them.
He told me since I was a featured speaker, I could get all
this material at a fraction of the cost and didn't have to
pay full price.

You know what? It'll probably seem curious
to many of my readers, but it never even crossed my mind to
ask if I could get this valuable material at a discount.

I charge different prices for my different
services. Sometimes it's as low as $7,500 for a 2-hour
telephone consultation. The most common price for my
copywriting services is $15,000 payable in advance plus 5%
of the gross sales I am able to achieve for my client.
Sometimes on a job which is going to take me a lot of time,
I charge $30,000 upfront.

I've noticed a BIG difference in the people
who hire me at $30,000. Basically, they only ask two
questions:

"Are you available to do my job?"
And if I say
'yes' the second question is,
"Who do I make the check out
to, and what address do I FedEx it to?"

During the course of my career, I've had a
lot of people call me and tell me they want to hire me and
money is no object.

But I have learned when someone says,

"Money is no object,"
that most of the time... money is the most important
consideration on their mind. I've had people tell me they
are making profits of as much as $750,000 a week... and then
tell me... they're thinking about hiring me but, they'd like
to brainstorm with me a little bit first.