Customers Turned Into Friends Quotes

It is science alone that can solve the problems of hunger and poverty, of insanitation and illiteracy, of superstition and deadening custom and tradition, of vast resources running to waste, or a rich country inhabited by starving people... Who indeed could afford to ignore science today? At every turn we have to seek its aid... The future belongs to science and those who make friends with science.

Where's your car? Miles asks, glancing at him as he slams his door shut and slings his backpack over his shoulder. "And whats up with your hand?" "I got rid of it," Damen says, gaze fixed on mine. Then glancing at Miles and seeing his expression he adds, "The car, not the hand." "Did you trade it in?" I ask, but only because Miles is listening. [...] He shakes his head and walks me to the gate, smiling as he says, "No, I just dropped off on the side of the road, key in the ignition, engine running." "Excuse me?!" Miles yelps. "You mean to tell me that you left your shiny, black, BMW M6 Coupe—by the side of the road?" Damen nods. But thats a hundred-thousand-dollar car!" Miles gasps as his face turns bright red. "A hundreds and ten." Damen laughs. "Don't forget, it was fully customized and loaded with options." Miles stares at him, eyes practically bugging out of his head, unable to comprehend how anyone could do such a thing—why anyone would do such a thing. "Um, okay, so let me get this straight—you just woke up and decided—Hey, what the hell? I think I'll just dump my ridiculously expensive luxury car by the side of the road—WHERE JUST ANYONE CAN TAKE IT?" Damen shrugs. "Pretty much." "Because in case you haven't noticed," Miles says, practically hyperventilating now. "Some of us are a little car deprived. Some of us were born with parents so cruel and unusual they're forced to rely on the kindness of friends for the rest of their lives!" "Sorry." Damen shrugs. "Guess I hadn't thought about that. Though if it makes you feel any better, it was all for a very good cause.

Creating value through interaction is far more important than solving a consumer’s problem in thirty seconds.

Frequency led to awareness, awareness to familiarity, and familiarity to trust. And trust, almost without exception, leads to profit.

Dorian looked down at the book. "This isn't one of the books that I sent you! I don't even own books like these!" She laughed weakly and took the tea from the servant as she approached. "Of course you don't, Dorian. I had the maids send for a copy today." "Sunset's Passions," he read, and opened the book to a random page to read aloud. "'His hands gently caressed her ivory, silky br-'" His eyes widened. "By the Wyrd! Do you actually read this rubbish? What happened to Symbols and Power and Eyllwe Customs and Culture?" She finished her drink, the ginger tea easing her stomach. "You may borrow it when I'm done. If you read it, you literary experience will be complete. And," she added with a coy smile, "it will give you some creative ideas of things to do with your lady friends." He hissed through his teeth. "I will not read this." She took the book from his hands, leaning back. "Then I suppose you're just like Chaol." "Chaol?" he asked, falling into the trap. "You asked Chaol to read this?" "He refused, of course," she lied. "He said it wasn't right for him to read this sort of material if I gave it to him." Dorian snatched the book from her hands. "Give me that, you demon-woman. I'll not have you matching us against each other." He glanced once more at the novel, then turned it over, concealing the title. She smiled, and resumed watching the falling snow.

The knowledge that she would never be loved in return acted upon her ideas as a tide acts upon cliffs. Her religious beliefs went first, for all she could ask of a god, or of immortality, was the gift of a place where daughters love their mothers; the other attributes of Heaven you could have for a song. Next she lost her belief in the sincerity of those about her. She secretly refused to believe that anyone (herself excepted) loved anyone. All families lived in a wasteful atmosphere of custom and kissed one another with secret indifference. She saw that the people of this world moved about in an armor of egotism, drunk with self-gazing, athirst for compliments, hearing little of what was said to them, unmoved by the accidents that befell their closest friends, in dread of all appeals that might interrupt their long communion with their own desires. These were the sons and daughters of Adam from Cathay to Peru. And when on the balcony her thoughts reached this turn, her mouth would contract with shame for she knew that she too sinned and that though her love for her daughter was vast enough to include all the colors of love, it was not without a shade of tyranny: she loved her daughter not for her daughter's sake, but for her own. She longed to free herself from this ignoble bond; but the passion was too fierce to cope with.

Permission Marketing is just like dating. It turns strangers into friends and friends into lifetime customers. Many of the rules of dating apply, and so do many of the benefits.

Permission Marketing Is Anticipated, Personal, Relevant

This story takes place a half a billion years ago-an inconceivably long time ago, when this planet would be all but recognizable to you. Nothing at all stirred on the land except the wind and the dust. Not a single blade of grass waved in the wind, not a single cricket chirped, not a single bird soared in the sky. All these things were tens of millions of years away in the future. But of course there was an anthropologist on hand. What sort of world would it be without an anthropologist? He was, however a very depressed and disillusioned anthropologist, for he'd been everywhere on the planet looking for someone to interview, and every tape in his knapsack was as blank as the sky. But one day as he was moping alongside the ocean he saw what seemed to be a living creature in the shallows off shore. It was nothing to brag about, just sort of a squishy blob, but it was the only prospect he'd seen in all his journeys, so he waded out to where it was bobbing in the waves. He greeted the creature politely and was greeted in kind, and soon the two of them were good friends. The anthropologist explained as well as he could that he was a student of life-styles and customs, and begged his new friend for information of this sort, which was readily forthcoming. ‘And now’, he said at last, ‘I'd like to get on tape in your own words some of the stories you tell among yourselves.’ ‘Stories?’ the other asked. ‘You know, like your creation myth, if you have one.’ ‘What is a creation myth?’ the creature asked. ‘Oh, you know,’ the anthropologist replied, ‘the fanciful tale you tell your children about the origins of the world.’ Well, at this, the creature drew itself up indignantly- at least as well as a squishy blob can do- and replied that his people had no such fanciful tale. ‘You have no account of creation then?’ ‘Certainly we have an account of creation,’ the other snapped. ‘But its definitely not a myth.’ ‘Oh certainly not,’ the anthropologist said, remembering his training at last. ‘Ill be terribly grateful if you share it with me.’ ‘Very well,’ the creature said. ‘But I want you to understand that, like you, we are a strictly rational people, who accept nothing that is not based on observation, logic, and scientific method.’ ‘"Of course, of course,’ the anthropologist agreed. So at last the creature began its story. ‘The universe,’ it said, ‘was born a long, long time ago, perhaps ten or fifteen billion years ago. Our own solar system-this star, this planet, and all the others- seem to have come into being some two or three billion years ago. For a long time, nothing whatever lived here. But then, after a billion years or so, life appeared.’ ‘Excuse me,’ the anthropologist said. ‘You say that life appeared. Where did that happen, according to your myth- I mean, according to your scientific account.’ The creature seemed baffled by the question and turned a pale lavender. ‘Do you mean in what precise spot?’ ‘No. I mean, did this happen on land or in the sea?’ ‘Land?’ the other asked. ‘What is land?’ ‘Oh, you know,’ he said, waving toward the shore, ‘the expanse of dirt and rocks that begins over there.’ The creature turned a deeper shade of lavender and said, ‘I cant imagine what you're gibbering about. The dirt and rocks over there are simply the lip of the vast bowl that holds the sea.’ ‘Oh yes,’ the anthropologist said, ‘I see what you mean. Quite. Go on.’ ‘Very well,’ the other said. ‘For many millions of centuries the life of the world was merely microorganisms floating helplessly in a chemical broth. But little by little, more complex forms appeared: single-celled creatures, slimes, algae, polyps, and so on.’ ‘But finally,’ the creature said, turning quite pink with pride as he came to the climax of his story, ‘but finally jellyfish appeared!

I soon learned that everyone in Paris was like that. You would go into a bakery and be greeted by some vast sluglike creature with a look that told you you would never be friends. In halting French you would ask for a small loaf of bread. The woman would give you a long, cold stare and then put a dead beaver on the counter. “No, no,” you would say, hands aflutter, “not a dead beaver. A loaf of bread.” The sluglike creature would stare at you in patent disbelief, then turn to the other customers and address them in French at much too high a speed for you to follow, but the drift of which clearly was that this person here, this American tourist, had come in and asked for a dead beaver and she had given him a dead beaver and now he was saying that he didn’t want a dead beaver at all, he wanted a loaf of bread. The other customers would look at you as if you had just tried to fart in their handbags, and you would have no choice but to slink away and console yourself with the thought that in another four days you would be in Brussels and probably able to eat again.

When it first emerged, Twitter was widely derided as a frivolous distraction that was mostly good for telling your friends what you had for breakfast. Now it is being used to organize and share news about the Iranian political protests, to provide customer support for large corporations, to share interesting news items, and a thousand other applications that did not occur to the founders when they dreamed up the service in 2006. This is not just a case of cultural exaptation: people finding a new use for a tool designed to do something else. In Twitter's case, the users have been redesigning the tool itself. The convention of replying to another user with the @ symbol was spontaneously invented by the Twitter user base. Early Twitter users ported over a convention from the IRC messaging platform and began grouping a topic or event by the "hash-tag" as in "#30Rock" or "inauguration." The ability to search a live stream of tweets - which is likely to prove crucial to Twitter's ultimate business model, thanks to its advertising potential - was developed by another start-up altogether. Thanks to these innovations, following a live feed of tweets about an event - political debates or Lost episodes - has become a central part of the Twitter experience. But for the first year of Twitter's existence, that mode of interaction would have been technically impossible using Twitter. It's like inventing a toaster oven and then looking around a year later and discovering that all your customers have, on their own, figured out a way to turn it into a microwave.

By being customer-focused instead of retail-focused, or factory-focused, a manufacturer or merchant can widely increase its offerings, thus increasing share of wallet.

The biggest secret of the Internet is that it is inherently a direct marketing medium. In fact, the Internet is the greatest direct marketing medium of all time.

marketers have turned advertising into an interactive process. Using relationships and frequency and permission,

Permission Marketing represents a huge threat as well as a huge opportunity.

Strangers Friends Customers Loyal Customers Former Customers

They’re building an asset that has nothing to do with brand and everything to do with their relationship with you.

Permission Marketing is the tool that unlocks the power of the Internet.

In other words, they believe it’s wiser to focus more on increasing sales to a smaller percentage of your existing customers than to find new ones.

durability of customer relationships. Invest money in customer retention, because it’s a small fraction of the cost of customer acquisition.

You can create dozens or even hundreds of paths for an individual to follow from the first contact until the highest level of permission is granted.

Amazon appears to be building a permission asset, not a brand asset.

Because frequency is free in an online permission program, and much more effective offline, the marketer has the luxury of riding the impact curve up without a matching cost curve.

in virtually every industry the most trusted brand is also the most profitable. Frequency led to awareness, awareness to familiarity, and familiarity to trust. And trust, almost without exception, leads to profit.

At that moment, a suite of marketing messages must begin to be applied. The goal is to teach, cajole, and encourage this stranger to become a friend. And once she becomes a friend, to apply enough focused marketing to create a customer.

Marketing guru Jay Levinson figures you have to run an ad twenty-seven times against one individual before it has its desired impact. Why? Because only one out of nine ads is seen, and you’ve got to see it at least three times before it sinks in.

Multiply that scenario by one hundred or one thousand books a year. Using permission, Amazon can fundamentally reconfigure the entire book industry, disintermediating and combining every step of the chain until there are only two: the writer and Amazon.

Before a marketer can build trust, it must breed familiarity. But there’s no familiarity without awareness. And awareness—the science of letting people know you exist and getting them to understand your message—can’t happen effectively in today’s environment without advertising.

By no means is my friend original in this last use of the “expensive = good” rule to snare those seeking a bargain. Culturist and author Leo Rosten gives the example of the Drubeck brothers, Sid and Harry, who owned a men’s tailor shop in Rosten’s neighborhood while he was growing up in the 1930s. Whenever the salesman, Sid, had a new customer trying on suits in front of the shop’s three-sided mirror, he would admit to a hearing problem, and, as they talked, he would repeatedly request that the man speak more loudly to him. Once the customer had found a suit he liked and had asked for the price, Sid would call to his brother, the head tailor, at the back of the room, “Harry, how much for this suit?” Looking up from his work—and greatly exaggerating the suit’s true price—Harry would call back, “For that beautiful all-wool suit, forty-two dollars.” Pretending not to have heard and cupping his hand to his ear, Sid would ask again. Once more Harry would reply, “Forty-two dollars.” At this point, Sid would turn to the customer and report, “He says twenty-two dollars.” Many a man would hurry to buy the suit and scramble out of the shop with his “expensive = good” bargain before Poor Sid discovered the “mistake.

Interruption Marketing was easy. Build a few ads, run them everywhere. Interruption Marketing was scalable. If you need more sales, buy more ads. Interruption Marketing was predictable. With experience, a mass marketer could tell how many dollars in revenue one more dollar in ad spending would generate. Interruption Marketing fit the command and control bias of big companies. It was totally controlled by the advertiser, with no weird side effects.

I don’t know when I started to realize that my country’s past was incomprehensible and obscure to me, a real shadowy terrain, nor can I remember the precise moment when all that i’d believed so trustworthy and predictable—the place I’d grown up, whose language I speak and customs I know, the place whose past I was taught in school and in university, whose present I have become accustomed to interpreting and pretending I understand—began to turn into a place of shadows out of whcih jumped horrible creatures as soon as we dropped our guard. With time I have come to think that this is the true reason why writers write aboutn the places of childhood and adolescence and even their early touth: you don’t write about what you know and understand, and much less do you write because you know and understand, but because you understand that all your knowledge and comprehension is false, a mirage and an illusion, so your books are not, could not be, more than elaborate displays of disorientation: extensive and multifarious declarations of preplexity. All that I thought was so clear, you then think, now turns out to be full of duplicities and hidden intentions, like a friend who betrays us. To that revelation, which is always annoying and often frankly painful, the writer responds in the only way one knows how: with a book. And that’s how you try to mitigate your disconcertion, reduce the space between what you don’t know and what can be known, and most of all resolve your profound disagreement with that unpredictable reality. “Out of the quarrel with others we make rhetoric,” wrote Yeats. “Out of the quarrel with ourselves we make poetry.” And what happens when both quarrels arise at the same time, when fighting with the world is a reflection or a transfiguration of the subterranean but constant confrontation you have with yourself? Then you write a book like the one I’m writing now, and blindly trust that the book will mean something to somebody else.

To narrow natural rights to such neat slogans as "liberty, equality, fraternity" or "life, liberty, property," . . . was to ignore the complexity of public affairs and to leave out of consideration most moral relationships. . . . Burke appealed back beyond Locke to an idea of community far warmer and richer than Locke's or Hobbes's aggregation of individuals. The true compact of society, Burke told his countrymen, is eternal: it joins the dead, the living, and the unborn. We all participate in this spiritual and social partnership, because it is ordained of God. In defense of social harmony, Burke appealed to what Locke had ignored: the love of neighbor and the sense of duty. By the time of the French Revolution, Locke's argument in the Second Treatise already had become insufficient to sustain a social order. . . . The Constitution is not a theoretical document at all, and the influence of Locke upon it is negligible, although Locke's phrases, at least, crept into the Declaration of Independence, despite Jefferson's awkwardness about confessing the source of "life, liberty, and the pursuit of happiness." If we turn to the books read and quoted by American leaders near the end of the eighteenth century, we discover that Locke was but one philosopher and political advocate among the many writers whose influence they acknowledged. . . . Even Jefferson, though he had read Locke, cites in his Commonplace Book such juridical authorities as Coke and Kames much more frequently. As Gilbert Chinard puts it, "The Jeffersonian philosophy was born under the sign of Hengist and Horsa, not of the Goddess Reason"--that is, Jefferson was more strongly influenced by his understanding of British history, the Anglo-Saxon age particularly, than by the eighteenth-century rationalism of which Locke was a principal forerunner. . . . Adams treats Locke merely as one of several commendable English friends to liberty. . . . At bottom, the thinking Americans of the last quarter of the eighteenth century found their principles of order in no single political philosopher, but rather in their religion. When schooled Americans of that era approved a writer, commonly it was because his books confirmed their American experience and justified convictions they held already. So far as Locke served their needs, they employed Locke. But other men of ideas served them more immediately. At the Constitutional Convention, no man was quoted more frequently than Montesquieu. Montesquieu rejects Hobbes's compact formed out of fear; but also, if less explicitly, he rejects Locke's version of the social contract. . . . It is Montesquieu's conviction that . . . laws grow slowly out of people's experiences with one another, out of social customs and habits. "When a people have pure and regular manners, their laws become simple and natural," Montesquieu says. It was from Montesquieu, rather than from Locke, that the Framers obtained a theory of checks and balances and of the division of powers. . . . What Madison and other Americans found convincing in Hume was his freedom from mystification, vulgar error, and fanatic conviction: Hume's powerful practical intellect, which settled for politics as the art of the possible. . . . [I]n the Federalist, there occurs no mention of the name of John Locke. In Madison's Notes of Debates in the Federal Convention there is to be found but one reference to Locke, and that incidental. Do not these omissions seem significant to zealots for a "Lockean interpretation" of the Constitution? . . . John Locke did not make the Glorious Revolution of 1688 or foreordain the Constitution of the United States. . . . And the Constitution of the United States would have been framed by the same sort of men with the same sort of result, and defended by Hamilton, Madison, and Jay, had Locke in 1689 lost the manuscripts of his Two Treatises of Civil Government while crossing the narrow seas with the Princess Mary.

Specialisation, accompanied by exchange, is the source of economic prosperity. Here, in my own words, is what a modern version of Smithism claims. First, the spontaneous and voluntary exchange of goods and services leads to a division of labour in which people specialise in what they are good at doing. Second, this in turn leads to gains from trade for each party to a transaction, because everybody is doing what he is most productive at and has the chance to learn, practise and even mechanise his chosen task. Individuals can thus use and improve their own tacit and local knowledge in a way that no expert or ruler could. Third, gains from trade encourage more specialisation, which encourages more trade, in a virtuous circle. The greater the specialisation among producers, the greater is the diversification of consumption: in moving away from self-sufficiency people get to produce fewer things, but to consume more. Fourth, specialisation inevitably incentivises innovation, which is also a collaborative process driven by the exchange and combination of ideas. Indeed, most innovation comes about through the recombination of existing ideas for how to make or organise things. The more people trade and the more they divide labour, the more they are working for each other. The more they work for each other, the higher their living standards. The consequence of the division of labour is an immense web of cooperation among strangers: it turns potential enemies into honorary friends. A woollen coat, worn by a day labourer, was (said Smith) ‘the produce of a great multitude of workmen. The shepherd, the sorter of the wool, the wool-comber or carder, the dyer, the scribbler, the spinner, the weaver, the fuller, the dresser . . .’ In parting with money to buy a coat, the labourer was not reducing his wealth. Gains from trade are mutual; if they were not, people would not voluntarily engage in trade. The more open and free the market, the less opportunity there is for exploitation and predation, because the easier it is for consumers to boycott the predators and for competitors to whittle away their excess profits. In its ideal form, therefore, the free market is a device for creating networks of collaboration among people to raise each other’s living standards, a device for coordinating production and a device for communicating information about needs through the price mechanism. Also a device for encouraging innovation. It is the very opposite of the rampant and selfish individualism that so many churchmen and others seem to think it is. The market is a system of mass cooperation. You compete with rival producers, sure, but you cooperate with your customers, your suppliers and your colleagues. Commerce both needs and breeds trust.

Obviously, in those situations, we lose the sale. But we’re not trying to maximize each and every transaction. Instead, we’re trying to build a lifelong relationship with each customer, one phone call at a time. A lot of people may think it’s strange that an Internet company is so focused on the telephone, when only about 5 percent of our sales happen through the telephone. In fact, most of our phone calls don’t even result in sales. But what we’ve found is that on average, every customer contacts us at least once sometime during his or her lifetime, and we just need to make sure that we use that opportunity to create a lasting memory. The majority of phone calls don’t result in an immediate order. Sometimes a customer may be calling because it’s her first time returning an item, and she just wants a little help stepping through the process. Other times, a customer may call because there’s a wedding coming up this weekend and he wants a little fashion advice. And sometimes, we get customers who call simply because they’re a little lonely and want someone to talk to. I’m reminded of a time when I was in Santa Monica, California, a few years ago at a Skechers sales conference. After a long night of bar-hopping, a small group of us headed up to someone’s hotel room to order some food. My friend from Skechers tried to order a pepperoni pizza from the room-service menu, but was disappointed to learn that the hotel we were staying at did not deliver hot food after 11:00 PM. We had missed the deadline by several hours. In our inebriated state, a few of us cajoled her into calling Zappos to try to order a pizza. She took us up on our dare, turned on the speakerphone, and explained to the (very) patient Zappos rep that she was staying in a Santa Monica hotel and really craving a pepperoni pizza, that room service was no longer delivering hot food, and that she wanted to know if there was anything Zappos could do to help. The Zappos rep was initially a bit confused by the request, but she quickly recovered and put us on hold. She returned two minutes later, listing the five closest places in the Santa Monica area that were still open and delivering pizzas at that time. Now, truth be told, I was a little hesitant to include this story because I don’t actually want everyone who reads this book to start calling Zappos and ordering pizza. But I just think it’s a fun story to illustrate the power of not having scripts in your call center and empowering your employees to do what’s right for your brand, no matter how unusual or bizarre the situation. As for my friend from Skechers? After that phone call, she’s now a customer for life. Top 10 Ways to Instill Customer Service into Your Company   1. Make customer service a priority for the whole company, not just a department. A customer service attitude needs to come from the top.   2. Make WOW a verb that is part of your company’s everyday vocabulary.   3. Empower and trust your customer service reps. Trust that they want to provide great service… because they actually do. Escalations to a supervisor should be rare.   4. Realize that it’s okay to fire customers who are insatiable or abuse your employees.   5. Don’t measure call times, don’t force employees to upsell, and don’t use scripts.   6. Don’t hide your 1-800 number. It’s a message not just to your customers, but to your employees as well.   7. View each call as an investment in building a customer service brand, not as an expense you’re seeking to minimize.   8. Have the entire company celebrate great service. Tell stories of WOW experiences to everyone in the company.   9. Find and hire people who are already passionate about customer service. 10. Give great service to everyone: customers, employees, and vendors.

He did not in the least wish the future Mrs. Newland Archer to be a simpleton. He meant her (thanks to his enlightening companionship) to develop a social tact and readiness of wit enabling her to hold her own with the most popular married women of the 'younger set,' in which it was the recognized custom to attract masculine homage while playfully discouraging it. If he had probed to the bottom of his vanity (as he sometimes nearly did) he would have found there the wish that his wife should be as worldly-wise and eager to please as the married lady whose charms had held his fancy through two mildly agitated years; without, of course, any hint of the frailty which had so nearly marred that unhappy being's life, and had disarranged his own plans for a whole winter. How this miracle of fire and ice was to be created, and to sustain itself in a harsh world, he had never taken the time to think out; but he was content to hold his view without analyzing it, since he knew it was that of all the carefully-brushed, white-waistcoated, buttonhole-flowered gentlemen who succeeded each other in the club box, exchanged friendly greetings with him, and turned their opera-glasses critically on the circle of ladies who were the product of the system. In matters intellectual and artistic Newland Archer felt himself distinctly the superior of these chosen specimens of old New York gentility; he had probably read more, thought more, and even seen a good deal more of the world, than any other man of the number. Singly they betrayed their inferiority; but grouped together they represented 'New York,' and the habit of masculine solidarity made him accept their doctrine in all the issues called moral. He instinctively felt that in this respect it would be troublesome - and also rather bad form - to strike out for himself.

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I came from a place where everyone was friendly, where even funeral directors told you to have a nice day as you left to bury your grandmother – but I soon learned that everyone in Paris was [rude]. You would go into a bakery and be greeted by some vast slug-like creature with a look that told you you would never be friends. In halting French you would ask for a small loaf of bread. The woman would give you a long, cold stare and then put a dead beaver on the counter. ‘No, no,’ you would say, hands aflutter, ‘not a dead beaver. A loaf of bread.’ The slug-like creature would stare at you in patent disbelief, then turn to the other customers and address them in French at much too high a speed for you to follow, but the drift of which clearly was that this person here, this American tourist, had come in and asked for a dead beaver and she had given him a dead beaver and now he was saying that he didn’t want a dead beaver at all, he wanted a loaf of bread. The other customers would look at you as if you had just tried to fart in their handbags, and you would have no choice but to slink away and console yourself with the thought that in another four days you would be in Brussels and probably able to eat again.

If any actress best represents the snappy 1930s dame, it’s Joan Blondell. During that era she played a lively assortment of chorus girls, waitresses, golddiggers, reporters and secretaries in a total of 53 movies, 44 of them for Warner Bros. “Yet, for all that overwork,” Mick LaSalle writes in Complicated Women, “Blondell hardly ever had a false moment. Self-possessed, unimpressed, completely natural, always sane, without attitude or pretense … the greatest of the screen’s great broads. No one was better at playing someone both fun-loving yet grounded, ready for a great time, yet substantial, too.” She was fun-loving, but sometimes there were limits. As a flip waitress in Other Men’s Women (1931), Joan puts the breaks on a fresh customer: BLONDELL: Anything else you guys want? CUSTOMER (checking her out as she bends over): Yeah, give me a big slice of you—and some french fried potatoes on the side. BLONDELL: Listen, baby, I’m A.P.O. CUSTOMER (turning to friend): What does she mean, A.P.O.? BLONDELL: Ain’t Putting Out. “I was the fizz on the soda,” she once said. “I just showed my big boobs and tiny waist and acted glib and flirty.” While that’s a fair assessment of most of her early roles, it wasn’t the whole story.

If our young men miscarry in their first enterprises, they lose all heart. If the young merchant fails, men say he is ruined. If the finest genius studies at one of our colleges, and is not installed in an office within one year afterwards in the cities or suburbs of Boston or New York, it seems to his friends and to himself that he is right in being disheartened, and in complaining the rest of his life. A sturdy lad from New Hampshire or Vermont, who in turn tries all the professions, who  teams it, farms it, peddles, keeps a school, preaches, edits  a newspaper, goes to Congress, buys a township, and so forth, in successive years, and always, like a cat, falls on his feet, is worth a hundred of these city dolls. He walks abreast with his days, and feels no shame in not ‘studying a profession,’ for he does not postpone his life, but lives already. He has not one chance, but a hundred chances. Let a Stoic open the resources of man, and tell men they are not leaning willows, but can and must detach themselves; that with the exercise of self-trust, new powers shall appear; that a man is the word made flesh, born to shed healing to the nations, that he should  be ashamed of our compassion, and that the moment he acts from himself, tossing the laws, the books, idolatries, and customs out of the window, we pity him no more, but thank and revere him, — and that teacher shall restore the life of man to splendor, and make his name dear to all history.

Motor-scooter riders with big beards and girl friends who bounce on the back of the scooters and wear their hair long in front of their faces as well as behind, drunks who follow the advice of the Hat Council and are always turned out in hats, but not hats the Council would approve. Mr. Lacey, the locksmith,, shups up his shop for a while and goes to exchange time of day with Mr. Slube at the cigar store. Mr. Koochagian, the tailor, waters luxuriant jungle of plants in his window, gives them a critical look from the outside, accepts compliments on them from two passers-by, fingers the leaves on the plane tree in front of our house with a thoughtful gardener's appraisal, and crosses the street for a bite at the Ideal where he can keep an eye on customers and wigwag across the message that he is coming. The baby carriages come out, and clusters of everyone from toddlers with dolls to teenagers with homework gather at the stoops. When I get home from work, the ballet is reaching its cresendo. This is the time roller skates and stilts and tricycles and games in the lee of the stoop with bottletops and plastic cowboys, this is the time of bundles and packages, zigzagging from the drug store to the fruit stand and back over to the butcher's; this is the time when teenagers, all dressed up, are pausing to ask if their slips shows or their collars look right; this is the time when beautiful girls get out of MG's; this is the time when the fire engines go through; this is the time when anybody you know on Hudson street will go by. As the darkness thickens and Mr. Halpert moors the laundry cart to the cellar door again, the ballet goes under lights, eddying back nad forth but intensifying at the bright spotlight pools of Joe's sidewalk pizza, the bars, the delicatessen, the restaurant and the drug store. The night workers stop now at the delicatessen, to pick up salami and a container of milk. Things have settled down for the evening but the street and its ballet have not come to a stop. I know the deep night ballet and its seasons best from waking long after midnight to tend a baby and, sitting in the dark, seeing the shadows and hearing sounds of the sidewalk. Mostly it is a sound like infinitely patterning snatches of party conversation, and, about three in the morning, singing, very good singing. Sometimes their is a sharpness and anger or sad, sad weeping, or a flurry of search for a string of beads broken. One night a young man came roaring along, bellowing terrible language at two girls whom he had apparently picked up and who were disappointing him. Doors opened, a wary semicircle formed around him, not too close, until police came. Out came the heads, too, along the Hudsons street, offering opinion, "Drunk...Crazy...A wild kid from the suburbs" Deep in the night, I am almost unaware of how many people are on the street unless someone calls the together. Like the bagpipe. Who the piper is and why he favored our street I have no idea.

The Search for Happiness Blessed is the man whose quiver is full of [children]. They will not be put to shame when they contend with their enemies in the gate. —PSALM 127:5     Storm Jameson, a twentieth-century English writer, wrote, “Happiness comes of the capacity to feel deeply, to enjoy simply, to think freely, to risk life, to be needed.” Parents want to make their children happy, employers want to make employees happy, married couples want a happy marriage, etc. “Just make me happy, and I’ll be satisfied!” Isn’t that what people (ourselves included) think and expect of others a lot of the time? Yet, we run into so many unhappy people—clearly these expectations are rarely met. Our newspapers are full of stories about unhappy people. They rob, they kill, they steal, they take drugs. They, they, they. Everywhere one looks, there is unhappiness. Then how does one become happy? I’ve found that happiness comes from one’s own perception. No one else is responsible for your happiness. Look in the mirror, and you can see who is responsible for your happiness! Gerald Brenan wrote: One road to happiness is to cultivate curiosity about everything. Not only about people but about subjects, not only about the arts but about history and foreign customs. Not only about countries and cities, but about plants and animals. Not only about lichened rocks and curious markings on the bark of trees, but about stars and atoms. Not only about friends but about that strange labyrinth we inhabit which we call ourselves. Then if we do that, we will never suffer a moment’s boredom.56 Happiness comes from within. It’s what you do: the choices you make, the interests you pursue, the attitudes you have, the friends you make, the faith you embrace, and the peace you live. You, you, you bring happiness to your life—no one else. Turn to the One who created you, inside and out, and follow His lead to happiness and wholeness.

How I Turned a Troubled Company into a Personal Fortune. How to ________ This is a simple, straightforward headline structure that works with any desirable benefit. “How to” are two of the most powerful words you can use in a headline. Examples: How to Collect from Social Security at Any Age. How to Win Friends and Influence People. How to Improve Telemarketers' Productivity — for Just $19.95. Secrets Of ________ The word secrets works well in headlines. Examples: Secrets of a Madison Ave. Maverick — “Contrarian Advertising.” Secrets of Four Champion Golfers. Thousands (Hundreds, Millions) Now ________ Even Though They ________ This is a “plural” version of the very first structure demonstrated in this collection of winning headlines. Examples: Thousands Now Play Even Though They Have “Clumsy Fingers.” Two Million People Owe Their Health to This Idea Even Though They Laughed at It. 138,000 Members of Your Profession Receive a Check from Us Every Month Even Though They Once Threw This Letter into the Wastebasket Warning: ________ Warning is a powerful, attention-getting word and can usually work for a headline tied to any sales letter using a problem-solution copy theme. Examples: Warning: Two-Thirds of the Middle Managers in Your Industry Will Lose Their Jobs in the Next 36 Months. Warning: Your “Corporate Shield” May Be Made of Tissue Paper — 9 Ways You Can Be Held Personally Liable for Your Business's Debts, Losses, or Lawsuits Give Me ________ and I'll ________ This structure simplifies the gist of any sales message: a promise. It truly telegraphs your offer, and if your offer is clear and good, this may be your best strategy. Examples: Give Me 5 Days and I'll Give You a Magnetic Personality. Give Me Just 1 Hour a Day and I'll Have You Speaking French Like “Pierre” in 1 Month. Give Me a Chance to Ask Seven Questions and I'll Prove You Are Wasting a Small Fortune on Your Advertising. ________ ways to ________ This is just the “how to” headline enhanced with an intriguing specific number. Examples: 101 Ways to Increase New Patient Flow. 17 Ways to Slash Your Equipment Maintenance Costs. Many of these example headlines are classics from very successful books, advertisements, sales letters, and brochures, obtained from a number of research sources. Some are from my own sales letters. Some were created for this book.

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And indeed at the hotel where I was to meet Saint-Loup and his friends the beginning of the festive season was attracting a great many people from near and far; as I hastened across the courtyard with its glimpses of glowing kitchens in which chickens were turning on spits, pigs were roasting, and lobsters were being flung alive into what the landlord called the ‘everlasting fire’, I discovered an influx of new arrivals (worthy of some Census of the People at Bethlehem such as the Old Flemish Masters painted), gathering there in groups, asking the landlord or one of his staff (who, if they did not like the look of them; would recommend accommodation elsewhere in the town) for board and lodging, while a kitchen-boy passed by holding a struggling fowl by its neck. Similarly, in the big dining-room, which I had passed through on my first day here on my way to the small room where my friend awaited me, one was again reminded of some Biblical feast, portrayed with the naïvety of former times and with Flemish exaggeration, because of the quantity of fish, chickens, grouse, woodcock, pigeons, brought in garnished and piping hot by breathless waiters who slid along the floor in their haste to set them down on the huge sideboard where they were carved immediately, but where – for many of the diners were finishing their meal as I arrived – they piled up untouched; it was as if their profusion and the haste of those who carried them in were prompted far less by the demands of those eating than by respect for the sacred text, scrupulously followed to the letter but naïvely illustrated by real details taken from local custom, and by a concern, both aesthetic and devotional, to make visible the splendour of the feast through the profusion of its victuals and the bustling attentiveness of those who served it. One of them stood lost in thought by a sideboard at the end of the room; and in order to find out from him, who alone appeared calm enough to give me an answer, where our table had been laid, I made my way forward through the various chafing-dishes that had been lit to keep warm the plates of latecomers (which did not prevent the desserts, in the centre of the room, from being displayed in the hands of a huge mannikin, sometimes supported on the wings of a duck, apparently made of crystal but actually of ice, carved each day with a hot iron by a sculptor-cook, in a truly Flemish manner), and, at the risk of being knocked down by the other waiters, went straight towards the calm one in whom I seemed to recognize a character traditionally present in these sacred subjects, since he reproduced with scrupulous accuracy the snub-nosed features, simple and badly drawn, and the dreamy expression of such a figure, already dimly aware of the miracle of a divine presence which the others have not yet begun to suspect. In addition, and doubtless in view of the approaching festive season, the tableau was reinforced by a celestial element recruited entirely from a personnel of cherubim and seraphim. A young angel musician, his fair hair framing a fourteen-year-old face, was not playing any instrument, it is true, but stood dreaming in front of a gong or a stack of plates, while less infantile angels were dancing attendance through the boundless expanse of the room, beating the air with the ceaseless flutter of the napkins, which hung from their bodies like the wings in primitive paintings, with pointed ends. Taking flight from these ill-defined regions, screened by a curtain of palms, from which the angelic waiters looked, from a distance, as if they had descended from the empyrean, I squeezed my way through to the small dining-room and to Saint-Loup’s table.

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The company even drew unlikely customers. From rural Arkansas, operating just five comically cheap-looking stores—a rounding error compared with the largest retailers—Sam Walton made his way to an IBM conference for retailers. While he shied away from investing anything in any emotional aspect of retailing, delivering the lowest prices meant mastering logistics and information. To one speaker at the conference, Abe Marks, modern retailing meant knowing exactly “how much merchandise is in the store? What’s selling and what’s not? What is to be ordered, marked down or replaced? . . . The more you turn your inventory, the less capital is required.” Altering his first impression, Marks found that Walton’s simpleton comportment masked his genius as a retailer, eventually calling him the “best utilizer of information that there’s ever been.” A little over two decades later, Sam Walton would become the richest man in America; he would attribute his competitive advantage to his investment in computing systems in his early days. The small-town merchant who expected that knowing his customers’ names or sponsoring the local Little League team would give him some enduring advantage simply didn’t understand the sport. American consumers, technocrats at heart, rewarded efficiency as reflected by the prices on the shelves, not the quaint sentiments of a friendly proprietor. To gain this efficiency, information systems were seen as vital.

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What’s really cool,” he went on, “is that it’s become a family activity, and something we do with friends. Doing drugs was always social. In college a lot of people partied hard. It was always sitting around together drinking or doing lines of coke. “Now I don’t do that anymore. Instead, a couple of our friends come over. . . . They have kids too, and we have a cold-water party. I have a custom trough set in the mid-forties, and everybody takes turns getting in, alternating with the hot tub. We have a timer and we cheer each other on, including the kids. The trend has caught on among our friends too. This group of all women in our friend group goes to the Bay once a week and gets in. They immerse themselves to their necks. That water’s in the fifties.” “Then what?” “I don’t know,” he laughed. “They probably go out and party.” We both smiled.

The first thought / the functional job When did you first realize you needed something to solve [your problem]? What were you doing, or trying to do, when this happened? Before you began [using the current solution], how did you solve these same problems in the past? When did you realize the old way wasn’t working? When were you forced to make a change? Was there a deadline or specific event you needed to be ready for? What alternatives did you consider before using [the solution]? What was good or bad about each of those? What was the hardest part of figuring out what solution to use? Was there any point where you got stuck? With [the solution], what can you do that you couldn’t do before? Did you alone make this decision to change, or was someone else involved? What other changes did you have to make to integrate [the solution] into your life? Emotional and social jobs Tell me about how you looked for a product to solve your problem. What job are you ultimately trying to get done? Were you able to accomplish this with [your product]? What kind of solutions did you try? Or not try? Why or why not? Did you ask anyone else what they thought about the purchase you were about to make? What was the conversation like when you talked about purchasing the product with your [friend/colleague/ boss/parents]? Before you purchased it, did you imagine what using the product would be like? Where were you when you were thinking this? Did you have any anxiety about the purchase? Did you hear something about the product that made you nervous? What was it? Why did it make you nervous? How do you use the product you’ve purchased? Are there features you use all the time? How? Are there features you never use? Why not? What’s something you wish [your product] could do?

What we gave mostly was wine. Especially after we made this legal(!) by acquiring that Master Wine Grower’s license in 1973. Most requests were made by women (not men) who had been drafted by their respective organizations to somehow get wine for an event. We made a specialty of giving them a warm welcome from the first call. All we wanted was the organization’s 501c3 number, and from which store they wanted to pick it up. We wanted to make that woman, and her friends, our customers. But we didn’t want credit in the program, as we knew the word would get out from that oh-so-grateful woman who had probably been turned down by six markets before she called us. Everybody wanted champagne. We firmly refused to donate it, because the federal excise tax on sparkling wine is so great compared with the tax on still wine. To relieve pressure on our managers, we finally centralized giving into the office. When I left Trader Joe’s, Pat St. John had set up a special Macintosh file just to handle the three hundred organizations to which we would donate in the course of a year. I charged all this to advertising. That’s what it was, and it was advertising of the most productive sort. Giving Space on Shopping Bags One of the most productive ways into the hearts of nonprofits was to print their programs on our shopping bags. Thus, each year, we printed the upcoming season for the Los Angeles Opera Co., or an upcoming exhibition at the Huntington Library, or the season for the San Diego Symphony, etc. Just printing this advertising material won us the support of all the members of the organization, and often made the season or the event a success. Our biggest problem was rationing the space on the shopping bags. All we wanted was camera-ready copy from the opera, symphony, museum, etc. This was a very effective way to build the core customers of Trader Joe’s. We even localized the bags, customizing them for the San Diego, Los Angeles, and San Francisco market areas. Several years after I left, Trader Joe’s abandoned the practice because it was just too complicated to administer after they expanded into Arizona, Washington, etc., and they no longer had my wife, Alice, running interference with the music and arts groups. This left an opportunity for small retailers in local areas, and I strongly recommended it to them. In 1994, while running the troubled Petrini’s Markets in San Francisco, I tried the same thing, again with success, for the San Francisco Ballet and a couple of museums.

Over the years, Facebook has executed an effective playbook that does exactly this, at scale. Take Instagram as an example—in the early days, the core product tapped into Facebook’s network by making it easy to share photos from one product to the other. This creates a viral loop that drives new users, but engagement, too, when likes and comments appear on both services. Being able to sign up to Instagram using your Facebook account also increases conversion rate, which creates a frictionless experience while simultaneously setting up integrations later in the experience. A direct approach to tying together the networks relies on using the very established social graph of Facebook to create more engagement. Bangaly Kaba, formerly head of growth at Instagram, describes how Instagram built off the network of its larger parent: Tapping into Facebook’s social graph became very powerful when we realized that following your real friends and having an audience of real friends was the most important factor for long-term retention. Facebook has a very rich social graph with not only address books but also years of friend interaction data. Using that info supercharged our ability to recommend the most relevant, real-life friends within the Instagram app in a way we couldn’t before, which boosted retention in a big way. The previous theory had been that getting users to follow celebrities and influencers was the most impactful action, but this was much better—the influencers rarely followed back and engaged with a new user’s content. Your friends would do that, bringing you back to the app, and we wouldn’t have been able to create this feature without Facebook’s network. Rather than using Facebook only as a source of new users, Instagram was able to use its larger parent to build stronger, denser networks. This is the foundation for stronger network effects. Instagram is a great example of bundling done well, and why a networked product that launches another networked product is at a huge advantage. The goal is to compete not just on features or product, but to always be the “big guy” in a competitive situation—to bring your bigger network as a competitive weapon, which in turn unlocks benefits for acquisition, engagement, and monetization. Going back to Microsoft, part of their competitive magic came when they could bring their entire ecosystem—developers, customers, PC makers, and others—to compete at multiple levels, not just on building more features. And the most important part of this ecosystem was the developers.

Sunset’s Passions,” he read, and opened the book to a random page to read aloud. “His hands gently caressed her ivory, silky br—” His eyes widened. “By the Wyrd! Do you actually read this rubbish? What happened to Symbols and Power and Eyllwe Customs and Culture?” She finished her drink, the ginger tea easing her stomach. “You may borrow it when I’m done. If you read it, your literary experience will be complete. And,” she added with a coy smile, “it will give you some creative ideas of things to do with your lady friends.” He hissed through his teeth. “I will not read this.” She took the book from his hands, leaning back. “Then I suppose you’re just like Chaol.” “Chaol?” he asked, falling into the trap. “You asked Chaol to read this?” “He refused, of course,” she lied. “He said it wasn’t right for him to read this sort of material if I gave it to him.” Dorian snatched the book from her hands. “Give me that, you demon-woman. I’ll not have you matching us against each other.” He glanced once more at the novel, then turned it over, concealing the title.

The Path of the 99% Purely, statistically speaking (and nothing personal intended), it is almost certain you won’t make an investment in a franchise either. You will probably complain about the way things are, dream about what could be, take a brief stand for yourself by declaring, “I am tired placing my future in the hands of others. Now it’s my turn!” Then you’ll Google franchise opportunities, visit franchisor homepages, gather stacks of franchisor brochures, research companies, talk to people and professionals you trust, and have conversations with franchisors. You’ll feel proactive. You’ll tell your friends you’re considering buying a business. Chances are they thought about it, too. Some will be happy for you, some will be jealous, some will be afraid for you. Virtually everyone will share their strong opinions with you. You’ll dream about what it would be like to be your own boss. You’ll think about your customers and employees. You’ll make clever little charts such as the T Bar, where you neatly list all the pros on the left side of the page, balanced by the cons on the right side. Then the time will come to make a decision. Fear, doubt, and negative self-chatter (yours, your spouse’s, your kids’, your parents,’ your friends’, and your hired professionals’) will kick into high gear. Eventually, you probably will make a fear-based “no” decision, backed by the logic of your neatly listed cons. “The business has fatal flaws,” you think, “Employee turnover is too high. Competition is too fierce. The business is too risky. Sure, it may work in some areas, but everyone knows our town is different.” And with everything going on in your life, the timing couldn’t be worse. Yes, you are being completely responsible with your resources. You didn’t work this hard and long and sacrifice this much to lose what you’ve earned and saved. Moving forward with a franchise would put your family in danger. If you leave your company, you will lose your insurance benefits and 401(k). What if someone in your family had to go to hospital? How would you survive without insurance? Plus, your industry is changing so fast, in a few years your expertise would be obsolete and it would be impossible for you to regain entry if your business didn’t make it. Certainly almost every reasonable person armed with the same research and faced with the same personal challenges you have would naturally come to the same conclusion. And you are right. 99 percent do.

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They used my name and permit to grow the weed and earn money to repay their debts and compensate their investors. To keep my girlfriend. To take her. I am uncertain if any of them have ever spent a minute in jail for any of these activities. Adam proudly showcases his new motorcycles on Instagram, posing on a hill above Barcelona. He also displays his brand new electric camper van, which they use to travel and transport drugs across Europe and Iberia, as well as his gigantic marijuana cultivation located in Portugal. People like Ruan and Martina admire his public images. I came across a picture of Ruan and Martina together in Berlin, where their mother Fernanda visited them. Martina became member of the Evil Eye Cult, and the custom made mafia group in Spain, which used her as a pawn in their porn and drug-related activities. She now operates as their representative in Berlin. Martina and I have lost the ability to genuinely smile. Her social media posts only show disinterest or a malicious demeanor. ‘A boot stomping on a human face.’ In a picture with her brother and mother, she puts on a forced fake “good vibe” and “happy” smile, revealing her flawless teeth and the subtle lines of aging. With each passing day, she bears a greater resemblance to her rich and so happy mother, the bad person. As far as I know, none of these individuals have faced consequences for their actions, such as having their teeth broken. As I had. Innocently. Taking care of business and their lives. With love. I find this to be incredibly unjust. In the 21st century. In Europe. On planet Earth. By non-EU criminals. “Matando – ganando” – “killing and gaining” like there were no Laws at all. Nowadays, you can observe Sabrina flaunting her fake lips and altered face, just like Martina her enhanced breasts. Guess who was paying for it? It seems that both girls now sustain themselves through their bodies and drug involvement, to this day, influencing criminals to gain friends in harming Tomas and having a lavish lifestyle filled with fun and mischief. Making a living. Enjoying Spain. Enjoying Life. My money. My tears. This is the situation as it stands. I was wondering what Salvador Dali was trying to tell me. I stood in front of the Lincoln portrait for a long time, but I couldn't grasp the point or the moral behind it. I can listen to Abraham Lincoln and ‘trust people. To see. If I can trust them.’ But he ultimately suffered a tragic fate, with his life being taken. (Got his head popped.) I believe there may have also been a female or two involved in that situation, too, possibly leading to his guards being let down. While he was watching: Acting performances, he was facing a: Stage. Theater. It is disheartening, considering he was a good person. Like Jesus, John Lennon and so on. Shows a pattern Machiavelli was talking about. Some individuals are too bright for those in darkness; they feel compelled to suppress those brighter minds simply because they think and act differently. Popping their heads. Reptilian lower brain-based culture, the concept of the Evil Eye, Homo erectus. He couldn't even stand up properly when I was shouting at him, urging him to stand up from the stairs. ‘Homo seditus reptilis.’ But what else was there in the Lincoln image that I didn't see? What was Dali trying to convey or express or tell me? Besides the fact that the woman is in his mind, on his mind, in the image, exactly, his head got popped open. Perhaps because he was focusing on a woman, trusting her for a split second, or turning his head away for a moment.

at dizzying speed, shifting her unsettled stomach into epic nausea. I didn’t have that much to drink. She’d been at the bar for less than an hour, waiting with her friends from the hostel for the legendary lady boys to appear. The thought that the bartender had spiked her beer skated across her mind, but she rejected the idea. Why drug a customer who was obviously part of the backpacking crowd and wouldn’t have much money? The motorized rickshaw turned down an unfamiliar street, heading in the opposite direction from the hostel. “Wait—where are we going?” she asked, her breathing shallow. The words echoed in her brain, like she was standing in a hole.  Slowly, she swiveled her head. Alak, the guy she’d been talking to who worked at the hostel, sat across the seat studying her closely, as though she were an insect pinned to a bug board. Frowning, she glanced in the rearview mirror. The driver was watching

Um," I point at his cape and gadgets. "You know you'll stand out, right?" He frowns at me. "You're none better," he says. I look down at my very medieval looking white gown and the two swords I carry. At least Yami is hidden as a dragon necklace. "You're right. I won't blend in either." He freezes. "Right, well, I'll just say it's Halloween." "But it's not." He raises an eyebrow.  "What do you mean?" "You can't just say it's Halloween. It has to be the actual day." "Really? Your human customs are so strange." He turns to the sink to wash his hands. I sigh. "Okay, we can say we're part of a fantasy game reenactment. Cosplay. That should give us a good cover." "Cosplay?" he says, holding the word in his mouth like a foreign thing he's afraid to taste. "Yeah, it's when humans dress up like characters from their favorite… " Ace's eyes are vacant and he looks bored. I sigh again. "Nevermind. Just let me do the talking if anyone questions our choice of clothing." He washes his hands, then gestures at the door. "After you." I lead, entering a place I once called a second home. Everything is familiar, everything makes me feel welcome. Jesus eyeing the naked sculptures. The Neon signs. The baby bottles filled with milk for customers' coffee. "Oh, Ari, sweetie. I didn't see you come in." Sheri runs up to me, wrapping me in a hug. "It's been so long. How have you been? And who's this dashing young man?" Ace raises his cape in front of his eyes. "It's Halloween." "No… no…" I shake my head and pull his cape down. "He's a friend. I'm just showing him the sights.

We walk past a clown who is painting kids’ faces, and I suddenly stop, something catching my eye. “I like that unicorn,” I say, pointing to the bright pink stuffed animal hanging from the ceiling of a game booth. Travis looks from the unicorn to me. “Is that a hint?” “I didn’t think I was being subtle,” I say, batting my eyelashes at him. “How much is it?” Travis asks the man in charge of the game, reaching for his wallet. “One dart for three dollars, four for ten. You just pop a balloon with the dart and you get a prize,” he says, perking up at the prospect of a new customer. “Oh, that sounds easy!” I say, clapping my hands together. “How many times do you have to pop a balloon to get the unicorn?” Travis asks. “Five,” the man answers brightly. “I could buy you a unicorn for cheaper than that!” Travis says, turning to me. My face falls. “But that’s not the point,” I argue. Travis looks at my pout before he lifts his eyes up to the ceiling, shaking his head. “Okay, I will take five darts.” I immediately perk up again, and reach out for his arm. “You’ll do great!” I say. Travis takes the first dart from the man and throws it at the wall. It doesn’t even make it all the way and falls pitifully to the floor. “Must have been a bad dart,” I argue. He frowns, picks up the second dart and this time takes a little more aim before throwing it. This time it makes it to the wall but doesn’t manage to stick. “That’s okay, it−” Before I can finish my thought, Travis is handing me his jacket to hold so he has both hands free. He picks up the next dart, his face all business, and plants his feet, ready for action. None of the five darts pop any balloons, and before I can offer him any words of consolation he has slapped down a twenty on the ledge and rolled up his sleeves. “Travis, you don’t have to−” but I can tell he isn’t listening to a word I’m saying. He throws another dart and it actually connects to the side of a balloon, but it only serves to pin the balloon to the wall more. Is that even possible? These are like miracle balloons. “This is obviously rigged!” I argue, picking up one of the darts. I throw it at the wall, my back leg kicking up from the effort and it connects with a bright yellow balloon, popping it instantly. “We have a winner!” The operator yells. I look up at Travis who is just staring at the popped balloon. “That was just beginner’s luck,” I assure Travis, picking up another dart and trying to throw it at the wall a little higher than before, aiming for above the balloons. It quickly curves down in the air and pops a blue balloon. Honestly, I tried out for my high school’s baseball team and got laughed off the diamond. If it wasn’t so inappropriate I would have Travis take a video so I could post it on my Facebook page. That would show Shannon Winters and all her baseball friends. “Another winner!” the operator yells. “Three more, pretty lady, and you’ve got your unicorn.” I shoot my eyes to Travis, but he’s still staring at the wall in disbelief. I have no problem popping the other three balloons and I stand gleefully with my arms outstretched, waiting for my unicorn. “You have three more darts,” the operator points out. “Did you want to try and win your boyfriend something?” I clamp my lips together while Travis stands beside me, completely silent. “We’re going to try something else,” I say, holding my unicorn in one hand and grabbing Travis’s hand with the other. Travis walks away shaking his head. “I played football in university. I was on the provincial lacrosse team.” “I know,” I say, wrapping my arm around his middle as we walk away. “You were so close.” I try and hide the smile from my face. There is hardly anything I’m able to beat Travis at and now I know whenever I challenge him it should definitely include darts

The ironic thing is that marketers have responded to this problem with the single worst cure possible. To deal with the clutter and the diminished effectiveness of Interruption Marketing, they're interrupting us even more!

Thank you for bringing me home. My heart will sing a song of friendship when I think of you, Hunter--for always into the horizon.” He gestured toward the stallion. “You will take him. He is strong and swift. He will carry you back to Comanche land, eh?” “Oh, no! I couldn’t. He’s yours!” “He walks a new way now. You are his good friend.” Tears sprang to her eyes. “I will never return to Comancheria, Hunter. Please, keep your horse.” “You keep. He is my gift to you, Blue Eyes.” Words eluded Loretta. Before she thought it through, she rose on her tiptoes and pressed her lips against his in what she intended to be a quick kiss of farewell. Hunter had heard of this strange tosi tivo custom called kissing. The thought of two people pressing their open mouths together had always disgusted him. Loretta was a different matter, however. Before she could pull away, he captured her face between his hands and tipped her head back to nibble lightly at her mouth. To learn the taste of her. And to remember. As inexpert as he was, when his mouth touched hers, a wave of heat zigzagged through him, pooling like fire low in his belly. Her lips were soft and full, as sweet as warm penende, honey. She gasped, and when she did, he dipped his tongue past her teeth to taste her moistness, which was even sweeter and made him think of other sweet places he would like to taste. Hunter at last understood why the tosi tivo liked kissing. She clutched his wrists and leaned away from him. He drew back and smiled, his palms still framing her face. Her large eyes shone as blue as the sky above them, startled and wary, just as they had so many times those first few days. She was like his mother’s beadwork, beautiful on the outside, a confusing tangle on the inside. Would he never understand her? “Good-bye, Hunter.” Reluctantly he released her and watched her lead the horse down the hill. At the base of the slope she turned and looked back. Their gazes met and held. Then she turned toward home and broke into a trot, the horse trailing behind her. Hunter shook his head. Only a White Eyes would walk when she had a perfectly good horse to ride.

I took care of the next guy in line while I checked out the girl who was boxing up a pecan pie and decorating it with some sort of fancy ribbon. Watching her wouldn’t be a hardship. She made the retro waitress uniform look good. If she looked as good from the front as she did from the back, maybe I would ask her out. She turned around and handed the box to the customer at the counter and my world turned sideways. It was Delia. My little sister’s annoying best friend. The girl who was practically a member of my family. When had she become hot? I blinked, hoping maybe I’d seen wrong. Nope. Same blonde hair with hot pink stripes, which I’d always thought was stupid. Now, wearing the Pie Princess tiara and some sort of glittery lip gloss she looked wild and kind of sexy. And that was just wrong.

I recently heard of a real estate professional who LOVES to cook. So, her niche market? Foodies. She attends local restaurant events and cooking classes and turns strangers into friends and clients. Her closing gift to new homeowners? A recipe box. Then she sends new recipe postcards every month to tuck inside. Isn’t that a smart way to stay connected in a meaningful way?

Professional Networking “The first week I lived in Madison, WI, I sought a local chapter meeting for ATD (Association for Training Development). Having belonged to the same organization in Florida, I knew it would be a comfortable way to meet new people and make new friends. Knowing we would have a lot in common, I entered the room of strangers feeling confident and hopeful. As everyone took turns introducing themselves, it was easy to see our common denominators. I briefly mentioned that I was new to the area, was a professional speaker, and a member of the National Speakers Association. Within minutes of mentioning NSA, a fellow participant approached me, shared that she was a member too, and our lively conversation began. The positive first impression we made on each was so powerful and captivating that we continued our conversations for months to come. Now, two years later, Tina and I are the best of friends and I have every confidence we will be for life. You never know when an amazing person will walk into your life when you seek common bonds and camaraderie.

Look for all of the possible missteps in the following scenario. My friend Amy arrived at a consultation with her Hispanic business partner. The African American woman to whom they were delivering their presentation was a long-time friend of her partner’s. Her partner was greeted with a hug and Amy was greeted with a handshake. The meeting was a great success. As it came to a close, the two friends hugged. With enthusiastic affection, Amy went to hug the African American client. The woman took a step, turned her shoulder to block the hug, and looked at Amy with dismissive anger. It was almost a defensive move. Her partner, recognizing this, put her arm around Amy to soften the situation and make light of the inappropriate gesture. Everything turned out fine, but Amy was baffled by the barrier. She was confused by the woman’s reaction since their interaction had been cordial and positive. She wondered if she had been socially insensitive or culturally inappropriate. After much reflection, however, she realized that she had simply been too quick to assume familiarity. Thankfully, she earned and learned the lesson quickly to become more aware. Amy eventually earned the trust of her client and secured her valuable business.

Rather than trying hard to be interesting and focusing on yourself, turn your attention to filling that need in others.

I was clearing some plates off a table when I heard the familiar strum of guitar chords. My heart clenched painfully as I slowly made my way to the kitchen. Tonight was another open-mic night, and while I enjoyed having live music playing throughout the bar and dining room, I didn’t usually pay that much attention to it. But there was no way to miss this song. The deep, husky voice began crooning through the speakers as I came back out of the kitchen empty-handed. And I couldn’t shake the feeling that I knew that voice as I made my way to a spot where I could see the stage. I rubbed a hand over my aching chest and stopped suddenly when I saw Kash sitting on the stool in front of the mic with a guitar in his hands. What was he doing? Since when did he play guitar and sing? And why this song? His eyes searched the dining area and landed on me just as he began the first chorus of “I’ll Be.” Tears pricked the back of my eyes and my entire body warmed under his intense stare as he continued through words that meant more to me than he could have known. Not once did he take his eyes from me, and my mind and heart fought over my conflicting feelings. Part of me wanted to yell that he was the guy I’d been waiting for. That I was in love with him and was done being only his friend. The other part wanted to know why he was torturing me with this song. With everything else that had happened tonight and the fourth anniversary of my parents’ death less than two months away, I wanted to run away from there, to curl in a ball and mourn what I had lost and would never have. I couldn’t call my mom and tell her I’d met a guy whose presence alone made me dizzy. Who sang to me the same song Dad had always sung to her. I couldn’t tell my parents that no matter how hard I fought my feelings and pushed Kash away, I knew I’d met the man I wanted to marry. The haunting words drifted to an end, and soon the chords did too. When Kash was finished, he put the guitar on the stand and began walking in my direction. Throughout all of this, his eyes still hadn’t left mine. Before he could reach me, the bitter side of me won out and I turned on my heel and rushed back to my customers. I kept myself busy for the rest of the hour and whenever I had to go over to the bar, I made sure to go to Bryce’s side so I wouldn’t have to face Kash again. I knew I was being ridiculous, but if it had been any song other than that one, if it had been on a night that wasn’t wearing me completely down, I may have been brave enough to finally fight for what I wanted. But right now all I could think of was finishing out this shift at work and staying far from Logan Hendricks. Somehow, he knew how to get to me. And somehow, I knew that our being together was right. But especially after that morning, everything about him—and us together—scared me. And I wasn’t sure I could handle that right now. People say that being in love is amazing. They lie. It’s freaking terrifying.  

PayPal’s big challenge was to get new customers. They tried advertising. It was too expensive. They tried BD [business development] deals with big banks. Bureaucratic hilarity ensued. … the PayPal team reached an important conclusion: BD didn’t work. They needed organic, viral growth. They needed to give people money. So that’s what they did. New customers got $10 for signing up, and existing ones got $10 for referrals. Growth went exponential, and PayPal wound up paying $20 for each new customer. It felt like things were working and not working at the same time; 7 to 10 percent daily growth and 100 million users was good. No revenues and an exponentially growing cost structure were not. Things felt a little unstable. PayPal needed buzz so it could raise more capital and continue on. (Ultimately, this worked out. That does not mean it’s the best way to run a company. Indeed, it probably isn’t.)2 Thiel’s account captures both the desperation of those early days and the almost random experimentation the company resorted to in an effort to get PayPal off the ground. But in the end, the strategy worked. PayPal dramatically increased its base of consumers by incentivizing new sign-ups. Most important, the PayPal team realized that getting users to sign up wasn’t enough; they needed them to try the payment service, recognize its value to them, and become regular users. In other words, user commitment was more important than user acquisition. So PayPal designed the incentives to tip new customers into the ranks of active users. Not only did the incentive payments make joining PayPal feel riskless and attractive, they also virtually guaranteed that new users would start participating in transactions—if only to spend the $10 they’d been gifted in their accounts. PayPal’s explosive growth triggered a number of positive feedback loops. Once users experienced the convenience of PayPal, they often insisted on paying by this method when shopping online, thereby encouraging sellers to sign up. New users spread the word further, recommending PayPal to their friends. Sellers, in turn, began displaying PayPal logos on their product pages to inform buyers that they were prepared to honor this method of online payment. The sight of those logos informed more buyers of PayPal’s existence and encouraged them to sign up. PayPal also introduced a referral fee for sellers, incentivizing them to bring in still more sellers and buyers. Through these feedback loops, the PayPal network went to work on its own behalf—it served the needs of users (buyers and sellers) while spurring its own growth.

Proxemics Proxemics is the study of how people use space. As a rule, people reveal how they feel toward each other by the distance they maintain between them. You can test this by observing people’s behavior in public. Where you place yourself in relation to others gives them direct information as to how you feel about them. Where they place themselves relative to you communicates a similar message to you. You can use this to understand the messages that others send to you, and to make sure that you in turn are sending appropriate messages to them. Different levels of physical closeness are appropriate for different levels of intimacy. Familiarize yourself with the four conversation zones listed below, and use the knowledge to interact more effectively: 1. Intimate distance: From actual touch to eighteen inches away. This distance is reserved for those people we are emotionally closest to. Sharing this zone is a sign of trust and an indication that one’s defenses have been lowered. When this zone is invaded inappropriately, we feel uncomfortable and threatened. It was the inability to recognize this distance that got Phil into trouble on his date with Carol. In dating, observing your companion’s reaction as you move into this zone is crucial. If you move within eighteen inches of your partner and he or she doesn’t retreat, it is an indication that the other person is comfortable. If the person moves away—even slightly—it is an indication that you have entered the intimate zone prematurely. If other indications suggest that this companion does in fact enjoy your company, continue to proceed. Most people will truly appreciate your ability to read them—much less awkward than having to discuss these things in the early stages of a friendship or potential romance! 2. Personal distance: Eighteen inches to four feet. This is the zone occupied by people who feel comfortable together. Eighteen inches is the distance at which most couples stand when in public, and the distance at which close friends might stand if they were having an intimate conversation. The far end of this range, from two and a half to four feet, is the zone beyond arm’s length. While this distance still indicates a reasonably close relationship, it is not nearly as intimate as the range of one and a half to three feet. 3. Social distance: Four to twelve feet. Generally the distance between people who work together and between the salesperson and customer in a store. The span of seven to twelve feet is usually reserved for more formal and impersonal situations. 4. Public distance: Twelve to twenty-five feet. The closer end of the span, twelve feet away, is what teachers usually use in the classroom. Anything further away suggests a lecture situation, in which conversation is almost impossible.

Evan was born on June 4, 1990, to a pair of highly successful lawyers. His mother, Melissa Thomas, graduated from Harvard Law School and practiced tax law as a partner at a prominent Los Angeles firm before resigning to become a stay-at-home mother when Evan was young. His father, John Spiegel, graduated from Stanford and Yale Law School and became a partner at Munger, Tolles & Olson, an elite firm started by Berkshire Hathaway’s Charlie Munger. His clients included Warner Bros. and Sergey Brin. Evan and his two younger sisters, Lauren and Caroline, grew up in Pacific Palisades, an upper-class neighborhood bordering Santa Monica in western Los Angeles. John had the kids volunteer and help build homes in poor areas of Mexico. When Evan was in high school, Melissa and John divorced after nearly twenty years of marriage. Evan chose to live with his father in a four-million-dollar house in Pacific Palisades, just blocks from his childhood home where his mother still lives. John let young Evan decorate the new home with the help of Greg Grande, the set designer from Friends. Evan decked out his room with a custom white leather king-size bed, Venetian plaster, floating bookshelves, two designer desk chairs, custom closets, and, of course, a brand new computer.

My best friend looks at me and downs the shot of bourbon in his glass. His eyes are red and rheumy, a look of misery etched upon his face. Trey sniffs loudly and slams his glass down on the bar, drawing the attention of a few of the people sitting around us. “I loved her, man,” he says. I nod and pat him on the shoulder. “I know you did, man.” We're sitting at the bar in the Yellow Rose Lounge, a quiet place where people can go to have a drink and conversation. Furnished in dark woods, with soft, dim lighting, it's more peaceful than your average watering hole. The music is kept low enough that you don't have to shout to be heard, and the flat panel televisions showing highlights from various games are kept on mute. The Yellow Rose is a lounge that caters to business professionals and people who want to have a quiet drink, a mellow conversation, or be alone with their thoughts. There are plenty of bars in Austin that cater to the hellraisers and I've been known to patronize those places now and then. But, it's also nice to have a place like the Yellow Rose for times when I need some quiet solitude. Or, when I need help nursing a friend through a bad, bitter breakup. The bartender pours Trey another shot – which he immediately downs. “Might as well leave the bottle,” I say. The bartender pauses and gives me a considering look, knowing he shouldn't leave a bottle with customers. I think it's a law or something. Reaching into my pocket, I drop a couple of hundreds down on the bar, which seems to relieve him of his inner-conflict. He quickly scoops up the cash, sets the bottle down, and strolls down to the other end of the bar. I pour Trey another shot, which he downs almost instantly and then holds his glass up for another. Not wanting to see him pass out or die from alcohol poisoning, I know I need to pace him. I set the bottle back down on the bar in front of me and turn to my friend

My best friend looks at me and downs the shot of bourbon in his glass. His eyes are red and rheumy, a look of misery etched upon his face. Trey sniffs loudly and slams his glass down on the bar, drawing the attention of a few of the people sitting around us. “I loved her, man,”he says. I nod and pat him on the shoulder. “I know you did, man.”We're sitting at the bar in the Yellow Rose Lounge, a quiet place where people can go to have a drink and conversation. Furnished in dark woods, with soft, dim lighting, it's more peaceful than your average watering hole. The music is kept low enough that you don't have to shout to be heard, and the flat panel televisions showing highlights from various games are kept on mute. The Yellow Rose is a lounge that caters to business professionals and people who want to have a quiet drink, a mellow conversation, or be alone with their thoughts. There are plenty of bars in Austin that cater to the hellraisers and I've been known to patronize those places now and then. But, it's also nice to have a place like the Yellow Rose for times when I need some quiet solitude. Or, when I need help nursing a friend through a bad, bitter breakup. The bartender pours Trey another shot –which he immediately downs. “Might as well leave the bottle,”I say. The bartender pauses and gives me a considering look, knowing he shouldn't leave a bottle with customers. I think it's a law or something. Reaching into my pocket, I drop a couple of hundreds down on the bar, which seems to relieve him of his inner-conflict. He quickly scoops up the cash, sets the bottle down, and strolls down to the other end of the bar. I pour Trey another shot, which he downs almost instantly and then holds his glass up for another. Not wanting to see him pass out or die from alcohol poisoning, I know I need to pace him. I set the bottle back down on the bar in front of me and turn to my friend.

My best friend looks at me and downs the shot of bourbon in his glass. His eyes are red and rheumy, a look of misery etched upon his face. Trey sniffs loudly and slams his glass down on the bar, drawing the attention of a few of the people sitting around us. “I loved her, man,” he says. I nod and pat him on the shoulder. “I know you did, man.” We're sitting at the bar in the Yellow Rose Lounge , a quiet place where people can go to have a drink and conversation. Furnished in dark woods, with soft, dim lighting, it's more peaceful than your average watering hole. The music is kept low enough that you don't have to shout to be heard, and the flat panel televisions showing highlights from various games are kept on mute. The Yellow Rose is a lounge that caters to business professionals and people who want to have a quiet drink, a mellow conversation, or be alone with their thoughts. There are plenty of bars in Austin that cater to the hellraisers and I've been known to patronize those places now and then. But, it's also nice to have a place like the Yellow Rose for times when I need some quiet solitude. Or, when I need help nursing a friend through a bad, bitter breakup. The bartender pours Trey another shot –which he immediately downs. “Might as well leave the bottle,” I say. The bartender pauses and gives me a considering look, knowing he shouldn't leave a bottle with customers. I think it's a law or something. Reaching into my pocket, I drop a couple of hundreds down on the bar, which seems to relieve him of his inner-conflict. He quickly scoops up the cash, sets the bottle down, and strolls down to the other end of the bar. I pour Trey another shot, which he downs almost instantly and then holds his glass up for another. Not wanting to see him pass out or die from alcohol poisoning, I know I need to pace him. I set the bottle back down on the bar in front of me and turn to my friend.

By no means is my friend original in this last use of the "expensive = good" rule to snare those seeking a bargain. Culturist and author Leo Rosten gives the example of the Drubeck brothers, Sid and Harry, who owned a men's tailor shop in Rosten's neighborhood while he was growing up in the 1930s. Whenever the salesman, Sid, had a new customer trying on suits in front of the shop's three-sided mirror, he would admit to a hearing problem, and, as they talked, he would repeatedly request that the man speak more loudly to him. Once the customer had found a suit he liked and had asked for the price, Sid would call to his brother, the head tailor, at the back of the room, "Harry, how much for this suit?" Looking up from his work—and greatly exaggerating the suit's true price—Harry would call back, "For that beautiful all-wool suit, forty-two dollars." Pretending not to have heard and cupping his hand to his ear, Sid would ask again. Once more Harry would reply, "Forty-two dollars." At this point, Sid would turn to the customer and report, "He says twenty-two dollars." Many a man would hurry to buy the suit and scramble out of the shop with his "expensive = good" bargain before Poor Sid discovered

No child can avoid emotional pain while growing up, and likewise emotional toxicity seems to be a normal by-product of organizational life—people are fired, unfair policies come from headquarters, frustrated employees turn in anger on others. The causes are legion: abusive bosses or unpleasant coworkers, frustrating procedures, chaotic change. Reactions range from anguish and rage, to lost confidence or hopelessness. Perhaps luckily, we do not have to depend only on the boss. Colleagues, a work team, friends at work, and even the organization itself can create the sense of having a secure base. Everyone in a given workplace contributes to the emotional stew, the sum total of the moods that emerge as they interact through the workday. No matter what our designated role may be, how we do our work, interact, and make each other feel adds to the overall emotional tone. Whether it’s a supervisor or fellow worker who we can turn to when upset, their mere existence has a tonic benefit. For many working people, coworkers become something like a “family,” a group in which members feel a strong emotional attachment for one another. This makes them especially loyal to each other as a team. The stronger the emotional bonds among workers, the more motivated, productive, and satisfied with their work they are. Our sense of engagement and satisfaction at work results in large part from the hundreds and hundreds of daily interactions we have while there, whether with a supervisor, colleagues, or customers. The accumulation and frequency of positive versus negative moments largely determines our satisfaction and ability to perform; small exchanges—a compliment on work well done, a word of support after a setback—add up to how we feel on the job.28

industry the most trusted brand is also the most profitable.

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She'd discreetly asked a few of her customers today and found out, much to her dismay, that everyone was under the impression Jack was back, and not just for a visit. She let her head fall back and sighed heavily. Damn him. Damn him and my sister both. She knew it wasn't fair to be mad at Jack just for coming home, but she couldn't help it. After everything she'd sacrificed to keep Amanda's secret, it was ready to be blown to bits by his arrival. She was going to drive herself crazy if she didn't stop dwelling on it. Cassie picked up her phone and slid her finger across the screen. With a couple taps on the glass, it was ringing. Time to call in the reinforcements. "Hey girl, what's shaking?" came the sound of Lissa's voice. "Hey." She sat there, unsure what to say to her best friend, just knowing she needed her support. "Uh oh. What's going on?" "Jack came in my shop this morning." "I'll be right there." The line went dead. Cassie smiled. Of course she would. She closed her eyes and rested while she waited. She and Melissa Winters had been through everything side by side, so why should this be any different? Lissa was the only person in the world besides Cassie that knew the secret about Sarah. She had helped her adjust to a new baby, teaching her everything she had learned from growing up the oldest sister of five. It was always in times like those that Cassie wished she had her mother around, but Lissa had stepped up. Caroline Powell would have loved helping with Sarah, but as it was, she often didn't even remember who Sarah was when Cassie would take her for visits to the full-time care facility she lived at in The city. Footsteps on the porch stairs shook her out of her reverie, and she opened her eyes to see Lissa walking up, Chinese takeout bags in hand. "General Tso to the rescue," she proclaimed, dropping into the rocker next to Cassie. "And some sweet and sour chicken for Miss Priss, of course." "Of course," Cassie smiled. "You're the best." They sat in silence for a few moments, Cassie turning her glass round and round in her hands until Lissa couldn't take it any longer. "Okay, spill. You can't drop a bomb on me like that and then just sit there in silence," Lissa chided. "I just don't know what to say. I'm terrified, Liss." "Let's think rationally. There is no reason for him to suspect anything." "He seemed really confused about Sarah. Surprised. He kept asking about her.

PUTTING IT ALL TOGETHER I’ve explained a lot of concepts in this chapter, so I want to recap it all into something a little more tangible. Step #1: The first step is to figure out what type of show you want to have. If you’re a writer, then you should start a blog. If you like video, then you should start a vlog on one of the video platforms. Lastly, if you like audio, then you should start a podcast. Step #2: Your show will be you documenting the process of achieving the same goal that your audience will be striving for. As you’re documenting your process, you’ll be testing your material and paying attention to the things that people respond to. If you commit to publishing your show every day for a year, you’ll have the ability to test your material and find your voice, and your dream customers will be able to find you. Step #3: You’ll leverage your Dream 100 by interviewing them on your show. This will give you the ability to build relationships with them, give them a platform, give you the ability to promote their episode on your show to their audience, and get access to their friends and followers. Step #4: Even though this is your own show, you’re renting time on someone else’s network. It’s important that you don’t forget it and that you focus on converting it into traffic that you own. Figure 7.11: As you create your own show, focus on converting traffic that you earn and control into traffic that you own. And with that, I will close out Section One of this book. So far, we’ve covered a lot of core principles to traffic. We: Identified exactly who your dream client is. Discovered exactly where they are congregating. Talked about how to work your way into those audiences (traffic that you earn) and how you buy your way into those audiences (traffic that you control). Learned how to take all the traffic that you earn and all the traffic that you buy and turn it all into traffic that you own (building your list). Discussed how to plug that list into a follow-up funnel so you can move them through your value ladder. Prepared to infiltrate your Dream 100, find your voice, and build your following by creating your own show. In the next section, we’ll shift our focus to mastering the pattern to get traffic from any advertising networks (like Instagram, Facebook, Google, and YouTube) and how to understand their algorithms so you can get unlimited traffic and leads pouring into your funnels.

The boys hurried to the convertible and sped away. Soon the outlines of a Ferris wheel came in sight. “Quite a show,” Joe remarked as he and Frank got out of the car. Just inside the entrance gate a man standing on a platform was announcing loudly: “Ten dollars, I said! Ten dollars ! Easiest way in the world to earn ten dollars! All you have to be is smart!” The barker held up a large padlock. “You just have to open this. Sure, it’s a trick lock. But it’ll cost you only a dime to try. Step this way, gentlemen!” Frank nudged Joe. The first customer to ascend the stairs was Chet Morton! The crowd roared with laughter as Chet struggled with the padlock. He seemed determined to win the ten dollars. “Hey! You better quit before you bust,” cried one of the bystanders. Chet was bent double and was very red in the face. “It’ll cost you more than ten dollars for a doctor!” another man shouted. Frank and Joe were grinning from ear to ear. They knew their friend thought he could open the padlock because he had heard so much about locks and keys lately. But Chet finally gave up and turned away to buy some peanuts.

The ancient Chinese were a wise lot—wise in the ways of the world; and they had a proverb that you and I ought to cut out and paste inside our hats. It goes like this: ‘A man without a smiling face must not open a shop.’ Your smile is a messenger of your good will. Your smile brightens the lives of all who see it. To someone who has seen a dozen people frown, scowl or turn their faces away, your smile is like the sun breaking through the clouds. Especially when that someone is under pressure from his bosses, his customers, his teachers or parents or children, a smile can help him realise that all is not hopeless—that there is joy in the world.

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