Selling Tickets Quotes

That night, at God knows what hour, Bill phoned me up and shouted, ‘Ozzy, I think my house is haunted!’ ‘Sell tickets then,’ I told him, and put the phone down.

Provided we can escape from the museums we carry around inside us, provided we can stop selling ourselves tickets to the galleries in our own skulls, we can begin to contemplate an art which re-creates the goal of the sorcerer: changing the structure of reality by the manipulation of living symbols ... Art tells gorgeous lies that come true.

She put a hand on his hip and turned him to her. "But things could go wrong, so i want to tell you something while it's just the two of us, Eddie. I want to tell you how much I love you." She spoke simply, with no drama. I know you do," he said, "but I'll be damned if I know why." Because you made me feel whole," she said. "When I was younger, I used to vacillate between thinking love was this great and glorious mystery and thinking it was just something a bunch of Hollywood move producers made up to sell more tickets in the Depression, when Dish Night kind of played out." Eddie laughed. Now I think that all of us are born with a hole in our hearts, and we go around looking for the person who can fill it. You...Eddie, you fill me up.

To write is to sell a ticket to escape, not from the truth, but into it.

Destiny, quite often, is a determined parent. Mozart was hardly some naive prodigy who sat down at the keyboard and, with God whispering in his ears, let music flow from his fingertips. It's a nice image for selling tickets to movies, but whether or not God has kissed your brow, you still have to work. Without learning and preparation, you won't know how to harness the power of that kiss.

What was I supposed to be, growing in your womb -- assuming it was even in our womb that I was conceived? A seed of hope? A ticket purchased to ferry you from the dark? A patch for that hole you carried in your heart? If so, then I wasn't enough. I wasn't nearly enough. I was no balm to your pain, only another dead end, another burden, and you must have seen that early on. You must have realized it. But what could you do? You couldn't go down to the pawnshop and sell me.

She’s incredibly intelligent, very book smart, but give her a drink and she becomes the hot-mess express, selling tickets for everyone to see.

When I was younger, I used to vacillate between thinking love was this great and glorious mystery and thinking it was just something a bunch of Hollywood move producers made up to sell more tickets in the Depression, when Dish Night kind of played out." Eddie laughed. Now I think that all of us are born with a hole in our hearts, and we go around looking for the person who can fill it. You...Eddie, you fill me up.

I always told Hitch that it would have been better to put seats around the set and sell tickets.

The morgue is the Mullah's mint: Why hang on to life in this world when our guardians are discounting the price of life and selling martyr's tickets to paradise?

Closure is a made-up thing by Steven Spielberg to sell movie tickets.

Speaking of tiny skivvies I think that's what you both should wear during your inevitable cage fight. We can even call your soon-to-be epic battle the Die-You in the Bayou. Sell tickets.

Let me have a draught of undiluted morning air. Morning air! If men will not drink of this at the fountainhead of the day, why, then, we must even bottle up some and sell it in the shops, for the benefit of those who have lost their subscription ticket to morning time in this world.

Those who live by the labor of others are taught by religion to practice charity while on earth, thus offering them a very cheap way of justifying their entire existence as exploiters and selling them at a moderate price tickets to well-being in heaven. Religion is opium for the people. Religion is a sort of spiritual booze, in which the slaves of capital drown their human image, their demand for a life more or less worthy of man.

most cherished desires of present-day Westerners are shaped by romantic, nationalist, capitalist and humanist myths that have been around for centuries. Friends giving advice often tell each other, ‘Follow your heart.’ But the heart is a double agent that usually takes its instructions from the dominant myths of the day, and the very recommendation to ‘follow your heart’ was implanted in our minds by a combination of nineteenth-century Romantic myths and twentieth-century consumerist myths. The Coca-Cola Company, for example, has marketed Diet Coke around the world under the slogan ‘Diet Coke. Do what feels good.’ Even what people take to be their most personal desires are usually programmed by the imagined order. Let’s consider, for example, the popular desire to take a holiday abroad. There is nothing natural or obvious about this. A chimpanzee alpha male would never think of using his power in order to go on holiday into the territory of a neighbouring chimpanzee band. The elite of ancient Egypt spent their fortunes building pyramids and having their corpses mummified, but none of them thought of going shopping in Babylon or taking a skiing holiday in Phoenicia. People today spend a great deal of money on holidays abroad because they are true believers in the myths of romantic consumerism. Romanticism tells us that in order to make the most of our human potential we must have as many different experiences as we can. We must open ourselves to a wide spectrum of emotions; we must sample various kinds of relationships; we must try different cuisines; we must learn to appreciate different styles of music. One of the best ways to do all that is to break free from our daily routine, leave behind our familiar setting, and go travelling in distant lands, where we can ‘experience’ the culture, the smells, the tastes and the norms of other people. We hear again and again the romantic myths about ‘how a new experience opened my eyes and changed my life’. Consumerism tells us that in order to be happy we must consume as many products and services as possible. If we feel that something is missing or not quite right, then we probably need to buy a product (a car, new clothes, organic food) or a service (housekeeping, relationship therapy, yoga classes). Every television commercial is another little legend about how consuming some product or service will make life better. 18. The Great Pyramid of Giza. The kind of thing rich people in ancient Egypt did with their money. Romanticism, which encourages variety, meshes perfectly with consumerism. Their marriage has given birth to the infinite ‘market of experiences’, on which the modern tourism industry is founded. The tourism industry does not sell flight tickets and hotel bedrooms. It sells experiences. Paris is not a city, nor India a country – they are both experiences, the consumption of which is supposed to widen our horizons, fulfil our human potential, and make us happier. Consequently, when the relationship between a millionaire and his wife is going through a rocky patch, he takes her on an expensive trip to Paris. The trip is not a reflection of some independent desire, but rather of an ardent belief in the myths of romantic consumerism. A wealthy man in ancient Egypt would never have dreamed of solving a relationship crisis by taking his wife on holiday to Babylon. Instead, he might have built for her the sumptuous tomb she had always wanted. Like the elite of ancient Egypt, most people in most cultures dedicate their lives to building pyramids. Only the names, shapes and sizes of these pyramids change from one culture to the other. They may take the form, for example, of a suburban cottage with a swimming pool and an evergreen lawn, or a gleaming penthouse with an enviable view. Few question the myths that cause us to desire the pyramid in the first place.

Ben: You're gonna get arrested. Lindsey Meeks: You can't sell your tickets! Ben: That's why you ran across the whole field?... Wait, you've got to tell me - was it spongy?

Watching him watching his hands, I figured I could ask him to build me a model of the Sistine Chapel with miniature true to life detailing then a shed we could display it in, advertise it and sell tickets and he would have said, "Works for me.

Snarling an oath from an Icelandic saga, I reclaimed my place at the head of the queue. "Oy!" yelled a punk rocker, with studs in his cranium. "There's a fackin' queue!" Never apologize, advises Lloyd George. Say it again, only this time, ruder. "I know there's a 'fackin' queue'! I already queued in it once and I am not going to queue in it again just because Nina Simone over there won't sell me a ruddy ticket!" A colored yeti in a clip-on uniform swooped. "Wassa bovver?" "This old man here reckons his colostomy bag entitles him to jump the queue," said the skinhead, "and make racist slurs about the lady of Afro-Caribbean extraction in the advance-travel window." I couldn't believe I was hearing this.

She's incredibly intelligent, very book smart, but give her a drink and she becomes the hot mess express, selling tickets for everyone to see.

If history has shown anything, it is that where there is a God, there is an institution trying to lock up that God in its lifeless structure of orthodoxy, in order to have authority over people and sell tickets to the Kingdom of that God. Thus emerged all the pompous lies about the extraterrestrial Kingdom of God or Heaven.

Oh yes. It's open all right, but not many people come in here to look at me now so there's no point in selling tickets. No one is interested in a man who professes to be a monster. They'll give me notice very soon. I started out being a great attraction, but people soon understood that what fascinated them about me was no more than the reflection of their own deformities. All I do is how them what is inside themselves,' He added mournfully.

Travel agents and restaurant chefs do not sell us flight tickets, hotels or fancy dinners – they sell us novel experiences.

It’s really simple. Sell high-value stuff to people who value high-value stuff.

home worth $500,000. Perhaps she hates her job and decides to sell everything to buy a one-way ticket to Mars from SpaceX, with enough money left over to finance a small business.

A brick could be used to sell tickets to a new sport called Glurping. If you think it sounds disgusting now, wait until you see it live!


A haunted house could be used like a Band-Aid to stop a bleeding brick. But why stop the bleeding? Stab it a few more times and then sell tickets to the spectacle.


Reporters of each channel smudging into each other to get that exclusive sound byte. It looked like BEST bus passengers circling the conductor to buy tickets.

No matter how awful something is, you can always sell tickets.

She's really beating the stuffing out of him. What do you think we should do?" "Sell tickets." - Riker and Worf

This morning I was walking through Manhattan, head down, checking directions, when I looked up to see a fruit truck selling lychee, two pounds for five bucks, and I had ten bucks in my pocket! Then while buying my bus ticket for later that evening I witnessed the Transbridge teller’s face soften after she had endured a couple unusually rude interactions in front of me as I kept eye contact and thanked her. She called me honey first (delight), baby second (delight), and almost smiled before I turned away. On my way to the Flatiron building there was an aisle of kousa dogwood—looking parched, but still, the prickly knobs of fruit nestled beneath the leaves. A cup of coffee from a well-shaped cup. A fly, its wings hauling all the light in the room, landing on the porcelain handle as if to say, “Notice the precise flare of this handle, as though designed for the romance between the thumb and index finger that holding a cup can be.” Or the peanut butter salty enough. Or the light blue bike the man pushed through the lobby. Or the topknot of the barista. Or the sweet glance of the man in his stylish short pants (well-lotioned ankles gleaming beneath) walking two little dogs. Or the woman stepping in and out of her shoe, her foot curling up and stretching out and curling up.

Dreams have one-way doors—the door you enter cannot be exited from, and the door you exit from cannot be used for reentry. And I just want to sell tickets to an event people will pay to sleep through.

And suddenly I knew, as I touched the damp, grainy surface of the seawall, that I would always remember this night, that in years to come I would remember sitting here, swept with confused longing as I listened to the water lapping the giant boulders beneath the promenade and watched the children head toward the shore in a winding, lambent procession. I wanted to come back tomorrow night, and the night after, and the one after that as well, sensing that what made leaving so fiercely painful was the knowledge that there would never be another night like this, that I would never eat soggy cakes along the coast road in the evening, not this year or any other year, nor feel the baffling, sudden beauty of that moment when, if only for an instant, I had caught myself longing for a city I never knew I loved. Exactly a year from now, I vowed, I would sit outside at night wherever I was, somewhere in Europe, or in America, and turn my face to Egypt, as Moslems do when they pray and face Mecca, and remember this very night, and how I had thought these things and made this vow. You're beginning to sound like Elsa and her silly seders, I said to myself, mimicking my father's humour. On my way home I thought of what the others were doing. I wanted to walk in, find the smaller living room still lit, the Beethoven still playing, with Abdou still cleaning the dining room, and, on closing the front door, suddenly hear someone say, "We were just waiting for you, we're thinking of going to the Royal." "But we've already seen that film," I would say. "What difference does it make. We'll see it again." And before we had time to argue, we would all rush downstairs, where my father would be waiting in a car that was no longer really ours, and, feeling the slight chill of a late April night, would huddle together with the windows shut, bicker as usual about who got to sit where, rub our hands, turn the radio to a French broadcast, and then speed to the Corniche, thinking that all this was as it always was, that nothing ever really changed, that the people enjoying their first stroll on the Corniche after fasting, or the woman selling tickets at the Royal, or the man who would watch our car in the side alley outside the theatre, or our neighbours across the hall, or the drizzle that was sure to greet us after the movie at midnight would never, ever know, nor even guess, that this was our last night in Alexandria.

Introduce surprise and the need to move among the spectators of the orchestra, boxes, and balcony. Some random suggestions: spread a powerful glue on some of the seats, so that the male or female spectator will stay glued down and make everyone laugh (the damaged frock coat or toilette will naturally be paid for at the door) - sell the same ticket to ten people: traffic jam, bickering, and wrangling - offer free tickets to gentlemen or ladies who are notoriously unbalanced, irritable, or eccentric and likely to provoke uproars with obscene gestures, pinching women, or other freakishness. Sprinkle the seats with dust to make people itch and sneeze, .etc.

If you’re ever short on cash, you could set up a booth and charge the ladies to massage your bod.” “Oh yeah?” His voice was wary. “Sure. Say, fifteen bucks for a two minute fondle. Strictly PG-13, above the waist, of course. I’ll sell the tickets, if you give me a cut.” His hands stopped moving. She babbled on, dazed and thoughtless. “The gay guys would go for it, too. We’d rake in the dough.” “I’d let you do it for free,” he said. His voice was devoid of irony. Her eyes popped open in alarm. She looked back over her shoulder. The hot glow in his eyes brought her feminine instincts to high alert. She pulled away. She and her big dumb mouth. Sexy banter with a guy she barely knew, but no nerve to back it up.

The business behind the business is the real game. It’s the business behind the business that makes money regardless of who wins the game or which way the market goes—up or down. It’s the business that sells the tickets to the game. It does not buy the tickets.

Just because someone likes to laugh, doesn't mean they have a good sense of humor. They could giggle every time they hear a fart, and for them hanging around a public bathroom would be like being in a comedy club. I should sell that person tickets to watch my ducks perform.

Waffle House is not harnessing their true economic potential. Sure, they make and sell food, but why are they not also in the entertainment industry? They should sell tickets to the fights that happen at their venue, and I'm sure a town like Harrison would embrace the spectacle.

The tourism industry does not sell flight tickets and hotel bedrooms. It sells experiences. Paris is not a city, nor India a country – they are both experiences, the consumption of which is supposed to widen our horizons, fulfil our human potential, and make us happier. Consequently,

The phone was laid on a desk thousands of miles away. Once more, with that clear familiarity, the footsteps, the pause, and, at last, the raising of the window. "Listen," whispered the old man to himself. And he heard a thousand people in another sunlight, and the faint, tinkling music of an organ grinder playing "La Marimba"— oh, a lovely, dancing tune. With eyes tight, the old man put up his hand as if to click pictures of an old cathedral, and his body was heavier with flesh, younger, and he felt the hot pavement underfoot. He wanted to say, "You're still there, aren't you? All of: you people in that city in the time of the early siesta, the shops closing, the little boys crying loteria nacional para hoy! to sell lottery tickets. You are all there, the people in the city. I can't believe I was ever among you. When you are away I: from a city it becomes a fantasy. Any town, New York, Chicago, with its people, becomes improbable with distance. Just as I am improbable here, in Illinois, in a small town by a ' quiet lake. All of us improbable to one another because we are not present to one another. And it is so good to hear the sounds, and know that Mexico City is still there and the people moving and living . . .

I have never known anyone with less money and less visible means of getting hold of it. He had slept around everywhere, from the floors of friends’ studios, to the Metro. There were days when he had literally no money at all, and after a string of such days he would go to the blood bank and sell his blood. More often than not he spent this money on tickets to the ballet.

Asia is rising against me. I haven't got a chinaman's chance. I'd better consider my national resources. My national resources cousist of two joints of marijuana millions of genitals an unpublishable private literature that goes 1400 miles an hour and twentyfive-thousand mental institutions. I say nothing about my prisons nor the millions of underprivileged who live in my flowerpots under the light of five hundred suns. I have abolished the whorehouses of France, Tangiers is the next to go. My ambition is to be President despite the fact that I'm a Catholic. America how can I write a holy litany in your silly mood? I will continue like Henry Ford my strophes are as individual as his automobiles more so they're all different sexes. America I will sell you strophes $2500 apiece $500 down on your old strophe America free Tom Mooney America save the Spanish Loyalists America Sacco & V anzetti must not die America I am the Scottsboro boys. America when I was seven momma took me to Communist Cell meetings they sold us garbanzos a handful per ticket a ticket costs a nickel and the speeches were free everybody was angelic and sentimental about the workers it was all so sincere you have no idea what a good thing the party was in 1835 Scott Nearing was a grand old man a real mensch Mother Bloor made me cry I once saw Israel Amter plain. Everybody must have been a spy. America you don't really want to go to war. America it's them bad Russians. Them Russians them Russians and them Chinamen. And them Russians. The Russia wants to eat us alive. The Russia's power mad. She wants to take our cars from out our garages. Her wants to grab Chicago. Her needs a Red Readers' Digest. Her wants our auto plants in Siberia. Him big bureaucracy running our fillingstations. That no good. Ugh. Him make Indians learn read. Him need big black niggers. Hah. Her make us all work sixteen hours a day. Help. America this is quite serious. America this is the impression I get from looking in the television set. America is this correct? I'd better get right down to the job. It's true I don't want to join the Army or turn lathes in precision parts factories, I'm nearsighted and psychopathic anyway. America I'm putting my queer shoulder to the wheel.

George Bailey: [on Mary being caught naked in the bushes after her robe slips off] This is a very interesting situation! Mary: Please give me my robe. George Bailey: A man doesn't get in a situation like this every day. Mary: I'd like to have my robe. George Bailey: Not in Bedford Falls anyway. Mary: [after the bushes' thorns starting hurting her] Ouch! Oh! George Bailey: Gezundheit. Mary: George Bailey! George Bailey: Inspires a little thought! Mary: Give me my robe. George Bailey: I've read about things like this. Mary: Shame on you! I'm going to tell your mother on you. George Bailey: Well, my mother is way up on the corner. Mary: I'll call the police! George Bailey: Well, they're all the way downtown. They'd be on my side. Mary: Then I'll scream! George Bailey: Maybe I can sell tickets.

Romanticism, which encourages variety, meshes perfectly with consumerism. Their marriage has given birth to the infinite ‘market of experiences’, on which the modern tourism industry is founded. The tourism industry does not sell flight tickets and hotel bedrooms. It sells experiences. Paris is not a city, nor India a country – they are both experiences, the consumption of which is supposed to widen our horizons, fulfil our human potential, and make us happier.

To the Unknown Lover Horrifying, the very thought of you whoever you are, future knife to my scar, stay where you are. Be handsome, beautiful, drop-dead gorgeous, keep away. Read my lips. No way. OK? This old heart of mine’s an empty purse. These ears are closed. Don't phone, want dinner, make things worse. Your little quirks? Your wee endearing ways? What makes you you, all that? Stuff it, mount it, hang it on the wall, sell tickets, I won't come. Get back. Get lost. Get real. Get a life. Keep schtum. And just, you must, remember this — there'll be no kiss, no clinch, no smoochy dance, no true romance. You are Anonymous. You're Who? Here's not looking, kid, at you. Carol Ann Duffy, Love Poems (Picador USA, February 1st 2010)

Qatar’s Akbar Al Baker, who retired as CEO without warning in October 2023 after twenty-seven years at the helm of the Gulf carrier, is in no doubt as to what happened: ‘It was Alan Joyce blocking us by his relationship with the prime minister.’ Al Baker accepts the Australian government’s desire to ‘look after the national carrier’ but insists that ‘the national carrier was not delivering’. ‘In COVID, we were your national carrier,’ he argues. ‘We lost over US$150 million flying to Australia, operating this long route with only fifteen passengers on board for nearly two years. We never told anybody to wait for weeks or months to get your refund, or that we won’t give you a refund. We showed our commitment was not to swindle people, not to sell tickets on cancelled

Money has always tried to break through these barriers, like water seeping through cracks in a dam. Parents have been reduced to selling some of their children into slavery in order to buy food for the others. Devout Christians have murdered, stolen and cheated – and later used their spoils to buy forgiveness from the church. Ambitious knights auctioned their allegiance to the highest bidder, while securing the loyalty of their own followers by cash payments. Tribal lands were sold to foreigners from the other side of the world in order to purchase an entry ticket into the global economy. Money has an even darker side. For although money builds universal trust between strangers, this trust is invested not in humans, communities or sacred values, but in money itself and in the impersonal systems that back it. We do not trust the stranger, or the next-door neighbour – we trust the coin they hold. If they run out of

And now at this moment, when hope was dead, Tom Sawyer came forward with nine yellow tickets, nine red tickets, and ten blue ones, and demanded a Bible. This was a thunderbolt out of a clear sky. Walters was not expecting an application from this source for the next ten years. But there was no getting around it—here were the certified checks, and they were good for their face. Tom was therefore elevated to a place with the Judge and the other elect, and the great news was announced from headquarters. It was the most stunning surprise of the decade, and so profound was the sensation that it lifted the new hero up to the judicial one’s altitude, and the school had two marvels to gaze upon in place of one. The boys were all eaten up with envy—but those that suffered the bitterest pangs were those who perceived too late that they themselves had contributed to this hated splendor by trading tickets to Tom for the wealth he had amassed in selling whitewashing privileges. These despised themselves, as being the dupes of a wily fraud, a guileful snake in the grass.

Bloody hell,” Charlie gasped. “That’s twenty-five quid each, Isaac.” “Language.” “Shit.” Isaac blew out a breath. “A hundred quid, Mum.” “Isaac, language.” “Hey no,” Dex said, holding up a hand. “I mean a hundred each. I could use these as stencils. At this size I could pretty much charge double that, if not more, each time they’re used. Probably twice again if they have them in colour.” The three of us looked at Dex in awe. He wanted to buy my talented boy’s drawings for a hundred pounds each. “Well?” I prompted. “Fuck yeah.” “Language,” I said, barely above a whisper, still in a state of shock. “It’s a deal.” Dex grinned. “Speaking of which, I said I’d show you my designs, but I gotta be honest, I’m not sure they’re as good as these.” “Oh fuck,” I muttered. “Language,” Charlie cried. As Dex stripped off his shirt, I genuinely thought I heard a choir of angels sing and saw a shaft of light shine through the darkness outside and into my lounge. There was only one word for what I was looking at – wondrous. He could honestly market himself as a tourist attraction and sell tickets.

Disney now unofficially tolerates hundreds of small online shops run by die-hard fans selling T-shirts, buttons, pins, patches, jewelry, and thousands more items that leverage Disney characters. These stores don’t pay Disney a dime in licensing fees. Why the pivot to tolerating knockoffs? Because Disney learned that fan-made, unlicensed twenty-five-dollar T-shirts drive their wearers to Disney parks, where they buy expensive entrance tickets and pass the day spending even more money. Another reason for Disney’s newfound tolerance: it has discovered the marketing research value from the hundreds of small knockoff shops. These shops turn out to be a vibrant source of ideas for new official Disney merchandise. In 2016 the online vendor Bibbidi Bobbidi Brooke came out with a hugely popular line of rose-gold sequined Mickey ears, something that had not occurred to the Disney licensors. So Disney copied the design, which sold out immediately in its official stores. Bibbidi Bobbidi Brooke was gracious, posting “always excited to see new merch offerings.” Her fans replied, “Yours will always be the original!!!” Everyone wins.

On June 18, five hours after he had talked to his cousin Bill Hapscomb, Joe Bob Brentwood pulled down a speeder on Texas Highway 40 about twenty-five miles east of Arnette. The speeder was Harry Trent of Braintree, an insurance man. He had been doing sixty-five miles per in a fifty-mile-an-hour zone. Joe Bob gave him a speeding ticket. Trent accepted it humbly and then amused Joe Bob by trying to sell him insurance on his house and his life. Joe Bob felt fine; dying was the last thing on his mind. Nevertheless, he was already a sick man. He had gotten more than gas at Bill Hapscomb’s Texaco. And he gave Harry Trent more than a speeding summons. Harry, a gregarious man who liked his job, passed the sickness to more than forty people during that day and the next. How many those forty passed it to is impossible to say—you might as well ask how many angels can dance on the head of a pin. If you were to make a conservative estimate of five apiece, you’d have two hundred. Using the same conservative formula, one could say those two hundred went on to infect a thousand, the thousand five thousand, the five thousand twenty-five thousand. Under the California desert and subsidized by the taxpayers’ money, someone had finally invented a chain letter that really worked. A very lethal chain letter.

On the train I had a lot of time to think. I thought how in the thirty years of my life I had seldom gotten on a train in America without being conscious of my color. In the South, there are Jim Crow cars and Negroes must ride separate from the whites, usually in a filthy antiquated coach next to the engine, getting all the smoke and bumps and dirt. In the South, we cannot buy sleeping car tickets. Such comforts are only for white folks. And in the North where segregated travel is not the law, colored people have, nevertheless, many difficulties. In auto buses they must take the seats in the rear, over the wheels. On the boats they must occupy the worst cabins. The ticket agents always say that all other accommodations are sold. On trains, if one sits down by a white person, the white person will sometimes get up, flinging back an insult at the Negro who has dared to take a seat beside him. Thus it is that in America, if you are yellow, brown, or black, you can never travel anywhere without being reminded of your color, and oft-times suffering great inconveniences. I sat in the comfortable sleeping car on my first day out of Moscow and remembered many things about trips I had taken in America. I remembered how, once as a youngster going alone to see my father who was working in Mexico, I went into the dining car of the train to eat. I sat down at a table with a white man. The man looked at me and said, "You're a nigger, ain't you?" and left the table. It was beneath his dignity to eat with a Negro child. At St. Louis I went onto the station platform to buy a glass of milk. The clerk behind the counter said, “We don't serve niggers," and refused to sell me anything. As I grew older I learned to expect this often when traveling. So when I went South to lecture on my poetry at Negro universities, I carried my own food because I knew I could not go into the dining cars. Once from Washington to New Orleans, I lived all the way on the train on cold food. I remembered this miserable trip as I sat eating a hot dinner on the diner of the Moscow-Tashkent express. Traveling South from New York, at Washington, the capital of our country, the official Jim Crow begins. There the conductor comes through the train and, if you are a Negro, touches you on the shoulder and says, "The last coach forward is the car for colored people." Then you must move your baggage and yourself up near the engine, because when the train crosses the Potomac River into Virginia, and the dome of the Capitol disappears, it is illegal any longer for white people and colored people to ride together. (Or to eat together, or sleep together, or in some places even to work together.) Now I am riding South from Moscow and am not Jim-Crowed, and none of the darker people on the train with me are Jim-Crowed, so I make a happy mental note in the back of my mind to write home to the Negro papers: "There is no Jim Crow on the trains of the Soviet Union.

You smell good. Who’s this ‘guy’ you’re meeting? Are you back on the market?” He wiggled both blond eyebrows at me. “Does that mean Doc Nyce is no longer petting your cat?” I frowned. “Petting my cat?” What did Bogart, our vegetarian cat, have to do with Doc? Jeff leaned in for another sniff. “I’m really good at petting cats, too.” Oh, dear Lord! My brain had finally dipped low enough into the gutter to catch Jeff’s meaning. I shoved him back a step. “Doc is still petting my …” No! Just walk away, doofus. I started to do just that, but then stopped and turned back. In case Tiffany was going to be hearing the play-by-play of my run-in with Jeff, I wanted to clarify things so the red-headed siren wouldn’t get any ideas about trying to steal Doc away from me. We’d done that song and dance before, and there would be no encores on that score. “Doc Nyce is still my boyfriend,” I announced. Sheesh, “boyfriend” was such a silly word for a woman my age. “I mean, we’re a definite couple in all the ways.” Jeff grinned. “Which ways are those?” “You know, the ‘couple’ ways.” When he just stared at me with a dumb grin, I added, “Boom, boom, out goes the lights.” His laughter rang out loud and clear, catching the attention of people on the opposite side of the street. “I’m not sure if you know this, Violet Parker, but that old song actually refers to landing a knock-out punch.” Thinking back on all the times I’d pinched, elbowed, and tackled Doc, including the black eye I’d accidentally given him, I shrugged. “Sex with Doc is amazingly physical. He’s a real heavy hitter under the sheets, delivering a solid one-two sock-’em every time.” I wasn’t sure what I was alluding to by this point, but I kept throwing out boxing slang to fill the void. “I’d give you the real dirty blow-by-blow, but we don’t sell ringside tickets for our wild sex matches.” His jaw gaped. “No kidding?” Before my big mouth unleashed another round of idiotic sex-boxing ambiguities, I said, “See you around, Jeff.

Dear KDP Author, Just ahead of World War II, there was a radical invention that shook the foundations of book publishing. It was the paperback book. This was a time when movie tickets cost 10 or 20 cents, and books cost $2.50. The new paperback cost 25 cents – it was ten times cheaper. Readers loved the paperback and millions of copies were sold in just the first year. With it being so inexpensive and with so many more people able to afford to buy and read books, you would think the literary establishment of the day would have celebrated the invention of the paperback, yes? Nope. Instead, they dug in and circled the wagons. They believed low cost paperbacks would destroy literary culture and harm the industry (not to mention their own bank accounts). Many bookstores refused to stock them, and the early paperback publishers had to use unconventional methods of distribution – places like newsstands and drugstores. The famous author George Orwell came out publicly and said about the new paperback format, if “publishers had any sense, they would combine against them and suppress them.” Yes, George Orwell was suggesting collusion. Well… history doesn’t repeat itself, but it does rhyme. Fast forward to today, and it’s the e-book’s turn to be opposed by the literary establishment. Amazon and Hachette – a big US publisher and part of a $10 billion media conglomerate – are in the middle of a business dispute about e-books. We want lower e-book prices. Hachette does not. Many e-books are being released at $14.99 and even $19.99. That is unjustifiably high for an e-book. With an e-book, there’s no printing, no over-printing, no need to forecast, no returns, no lost sales due to out of stock, no warehousing costs, no transportation costs, and there is no secondary market – e-books cannot be resold as used books. E-books can and should be less expensive. Perhaps channeling Orwell’s decades old suggestion, Hachette has already been caught illegally colluding with its competitors to raise e-book prices. So far those parties have paid $166 million in penalties and restitution. Colluding with its competitors to raise prices wasn’t only illegal, it was also highly disrespectful to Hachette’s readers. The fact is many established incumbents in the industry have taken the position that lower e-book prices will “devalue books” and hurt “Arts and Letters.” They’re wrong. Just as paperbacks did not destroy book culture despite being ten times cheaper, neither will e-books. On the contrary, paperbacks ended up rejuvenating the book industry and making it stronger. The same will happen with e-books. Many inside the echo-chamber of the industry often draw the box too small. They think books only compete against books. But in reality, books compete against mobile games, television, movies, Facebook, blogs, free news sites and more. If we want a healthy reading culture, we have to work hard to be sure books actually are competitive against these other media types, and a big part of that is working hard to make books less expensive. Moreover, e-books are highly price elastic. This means that when the price goes down, customers buy much more. We've quantified the price elasticity of e-books from repeated measurements across many titles. For every copy an e-book would sell at $14.99, it would sell 1.74 copies if priced at $9.99. So, for example, if customers would buy 100,000 copies of a particular e-book at $14.99, then customers would buy 174,000 copies of that same e-book at $9.99. Total revenue at $14.99 would be $1,499,000. Total revenue at $9.99 is $1,738,000. The important thing to note here is that the lower price is good for all parties involved: the customer is paying 33% less and the author is getting a royalty check 16% larger and being read by an audience that’s 74% larger. The pie is simply bigger.

If you want a client to buy what you are selling, self-confidence needs to be oozing out of your pores. You must decide that there is no choice but to be the BEST salesperson that has ever existed in the history of the entire universe. Early on in my career, I bought myself a one-way ticket to planet confidence and I’ve never looked back.

These diets are all hugely popular, and they all fail what I call the Carny Test. The Carny Test applies whenever somebody is trying to sell you something: If you can imagine a guy in a straw hat hollering it outside a carnival tent, it’s probably a bad deal. “Step right up! Lose up to 10 pounds in 10 days with 10 all-you-can-eat foods!” You would never spend a ticket on that at the county fair.

Warren Buffett’s appendix to the fourth revised edition of The Intelligent Investor describes a contest in which each of the 225 million Americans starts with $1 and flips a coin once a day. The people who get it right on day one collect a dollar from those who were wrong and go on to flip again on day two, and so forth. Ten days later, 220,000 people have called it right ten times in a row and won $1,000. “They may try to be modest, but at cocktail parties they will occasionally admit to attractive members of the opposite sex what their technique is, and what marvelous insights they bring to the field of flipping.” After another ten days, we’re down to 215 survivors who’ve been right 20 times in a row and have each won $1 million. They write books titled like How I Turned a Dollar into a Million in Twenty Days Working Thirty Seconds a Morning and sell tickets to seminars. Sound familiar?

He recalled that when the sun had risen that morning, he was on another continent, still a shepherd with sixty sheep, and looking forward to meeting with a girl. That morning he had known everything that was going to happen to him as he walked through the familiar fields. But now, as the sun began to set, he was in a different country, a stranger in a strange land, where he couldn’t even speak the language. He was no longer a shepherd, and he had nothing, not even the money to return and start everything over. All this happened between sunrise and sunset, the boy thought. He was feeling sorry for himself, and lamenting the fact that his life could have changed so suddenly and so drastically. He was so ashamed that he wanted to cry. He had never even wept in front of his own sheep. But the marketplace was empty, and he was far from home, so he wept. He wept because God was unfair, and because this was the way God repaid those who believed in their dreams. When I had my sheep, I was happy, and I made those around me happy. People saw me coming and welcomed me, he thought. But now I’m sad and alone. I’m going to become bitter and distrustful of people because one person betrayed me. I’m going to hate those who have found their treasure because I never found mine. And I’m going to hold on to what little I have, because I’m too insignificant to conquer the world. He opened his pouch to see what was left of his possessions; maybe there was a bit left of the sandwich he had eaten on the ship. But all he found was the heavy book, his jacket, and the two stones the old man had given him. As he looked at the stones, he felt relieved for some reason. He had exchanged six sheep for two precious stones that had been taken from a gold breastplate. He could sell the stones and buy a return ticket. But this time I’ll be smarter, the boy thought, removing them from the pouch so he could put them in his pocket.

But effort trumps skills. single. time.

Consumerism tells us that in order to be happy we must consume as many products and services as possible. If we feel that something is missing or not quite right, then we probably need to buy a product (a car, new clothes, organic food) or a service (housekeeping, relationship therapy, yoga classes). Every television commercial is another little legend about how consuming some product or service will make life better. Romanticism, which encourages variety, meshes perfectly with consumerism. Their marriage has given birth to the infinite ‘market of experiences’, on which the modern tourism industry is founded. The tourism industry does not sell flight tickets and hotel bedrooms. It sells experiences. Paris is not a city, nor India a country – they are both experiences, the consumption of which is supposed to widen our horizons, fulfil our human potential, and make us happier. Consequently, when the relationship between a millionaire and his wife is going through a rocky patch, he takes

The musical and the production embraced cheap bohemianism, and a clever, similarly minded marketing campaign sold cheap tickets to anyone who wanted to camp out on the street outside the run-down Nederlander Theater, which is right up the street from the gritty Port Authority Bus Terminal and was frequently populated by homeless people at the time. An astonishing number of young audience members enthusiastically took up the challenge, often sleeping on the street all night, and often for a remarkable number of repeat visits. According to Elizabeth Wollman, the marketing campaigns for rock musicals often have to be particularly innovative because of the difficulties of selling this kind of musical, and Rent was no exception.8 But the invitation to join the onstage community of Rent—the invitation for the audience to imagine themselves as the offstage counterparts to the characters—was an easy leap. That invitation is built into the story, the lyrics, and the performance style of the songs in the show, which were sung either directly to the audience, at standing microphones set downstage left and right, or into the obvious radio microphones the actors wore on their heads, with the accompaniment of an onstage rock band.

The reality is, your confidence as a closer is the prospect’s confidence. If you break certainty . . . well, so will they. To be a top closer, focus on being so certain in your offer that nothing can change your mind that your product or service is the best on the market.

Susie, most people like the fact that they get a one-on-one coach; others like the fact they get to follow an online step-by-step course. What do you like best about the program?” Do you see what I did there? I laid out two positive answers for the prospect to choose from. This kind of questions allows me to get a positive response back about what they liked about the program. Ninety-five percent of the time your prospect will say one of the two things you list to start. We need to keep energy high here and make sure people are thinking positively about the offer. Next, once you have asked the choice of two positives, the next part of the process is to then ask a “tiedown.” A tiedown is to solidify the response of what they liked best about the offer. For example, if they responded, “Chad, I loved the coaching.” Instead of moving on and saying something like “Great, it’s super helpful” or some BS like that, let’s actually take the time to ask why they like the coaching so much or ask why the coaching program stands out to them. This allows them to tell you exactly why they like your product, but instead of hearing from you as the rep about why it’s so great, it’s important for them to tell themselves. We talked about this earlier in the book, but people believe 50 percent of what a salesperson says and 100 percent of what they say, so make sure to get them talking about the product in a positive way. So once we complete the tie-down, the next step is to then validate that they would be a great fit for the offer you are selling. Everyone needs validation to make a leap of faith to go after their goals, so tell them, “Gosh, Susie! I think you would be a great fit for our program no doubt.

I’ve helped people sell a product they could barely understand simply because they mastered the art of the discovery. The goal of this section is to have the prospect feel ready to buy, but more importantly to make sure the prospect feels heard.

At this stage, you now have the confidence and rapport to know you can start to dig into the pain. So in regard to selling how to write and publish a book, I might ask, “What’s been holding you back from writing this book already?” Or maybe say something like, “You have some big goals, but what has been the reason you haven’t made progress?” These great open-ended questions begin to uncover how your product can help them. Your job in this stage is to now ask questions for the prospect to tell you why they need your product. For example, if your offer has coaching support, maybe you ask, “What has held you back from staying on task to do this yourself?” Most of the time, people will say something like “lack of accountability.” Now I already knew that was the answer. You see, a great salesperson is like a lawyer. They ask questions they already know the answers to. So the way you frame questions needs to be strategic and in your favor. But don’t be afraid to dig deep here as well. A key thing I am going to address is a tie-down. These are great ways to solidify a response that sticks in the prospect’s mind. Let’s use the example above again. I ask, “What has held you back from staying on task to do this yourself?” The prospect answers, “Lack of accountability. I think I need a coach.” Well, to do a proper tie-down, instead of moving on and thinking to yourself, “Great, they need a coach!” ask a tie-down question: “Why do you think you need a coach?” Make your prospect build and put a little effort into their answers so they are meaningful to them.

when presented with options or a product with three sets, it feels complete and whole in our minds.5 Anything outside of that becomes overwhelming. Rule number one of explaining a product or offer is knowing that a confused buyer never buys. So if you overexplain and give way too many details, your prospect most likely is going to say, “I need to think about it.” The famous objection sales reps hear about 95 percent of the time.

So back to the famous selling in threes. Figure out the top three things in your program everyone must know. I’ll give you a hint because most coaching offers have these things. If someone buys a program or offer, it typically entails (1) coaching, (2) online course support or (3) online community. Those are three powerful things to focus on when explaining an offer. If you get bogged down by the details of what each of those entails when explaining to a client, it may be too much to handle.

Once you have delivered each process, it’s important to now continue the momentum with a question I like to call the “choice of two positives.” The entire idea behind this is to ask a question in favor of what your program offers. For example, a great question to ask as a follow-up after explaining your product may be “I know most people I speak with like the idea of having a coach, others like that there is a step-by-step course showing them from start to finish how to go about the process. What stands out to you?” If you didn’t catch it, I planted a seed of two options that I want the prospect to choose between when it comes to what they like. Coaching or course support. You’ll find when you give people two examples, most of the time they will pick one of those two options!

When training new closers and reviewing their calls, I notice that often people try to rush this part. They tend to skip through the intro, rush through the discovery, and then slow down in the pitch. This is backwards. If you rush through the discovery phase, you’ll miss your prospect 99 percent of the time. You can’t rush this part of the process. I’ve helped people sell a product they could barely understand simply because they mastered the art of the discovery.

When training new closers and reviewing their calls, I notice that often people try to rush this part. They tend to skip through the intro, rush through the discovery, and then slow down in the pitch. This is backwards. If you rush through the discovery phase, you’ll miss your prospect 99 percent of the time. You can’t rush this part of the process. I’ve helped people sell a product they could barely understand simply because they mastered the art of the discovery. The goal of this section is to have the prospect feel ready to buy, but more importantly to make sure the prospect feels heard. Some sales scripts will tell you to start by digging into the pain and asking what their challenges are. I strongly disagree; this is the incorrect way to begin this part of the process. Think about it this way: If you just met someone and within ten minutes they ask you what your deepest, darkest secret is or maybe what your fears or insecurities are, most likely you’re going to put up a wall and speak at a surface level. The same thing happens on a sales call. If we dig too early into the pain without properly building rapport and confidence, your prospect won’t open up to you.

The first area you want to touch on after initial rapport is digging into their goals. Ask the questions, “What are you looking to accomplish?” “What are your goals?” “Where do you see yourself in the next one, five, ten years?” This allows your prospect to get excited and to a place of possibility. We all get excited about what could be. So build on this initially. Ask your prospect where they want to be. How much money they want to make. How much freedom they want to have! Figure out what their goals are first.

Once we have determined their goals, the next part of the process is digging into the why. People buy because they have a vision deeper than just “make more money.” As a salesperson, it’s easy to think they just want money to buy stuff, but when I actually started to dig, money meant freedom. But I didn’t stop there. Freedom meant that they could leave their nine-to-five job they hated and do something they were truly passionate about. Now I could have stopped there and moved on feeling like I discovered the why but kept going. So I asked, “Why is it important for you to leave your nine-to-five?” The answer: “Chad, I never see my kids.” He said, “I was divorced five years ago, and I now work six days a week, and my kids are playing sports, and I can never go to game or even have the opportunity to take the time off to see them. You see, if I take time off, I can’t pay my bills. I’m tired of living a life on someone else’s terms. My family deserves more.

That right there is the exact reason someone ends up overcoming procrastination, finances, lack in certainty in themself. If you as a salesperson only focus on getting this part right every single time, your sales numbers will skyrocket. Most salespeople glaze over this and get excited about telling someone how great their product is. I promise you this part is why people buy. They take action because there is a more meaningful purpose behind the goal. So dig deep. Don’t be afraid. Help your client know this is meaningful to them.

sales, a prospect believes 50 percent of what you say as a salesperson but believes 100 percent of what they say themselves. So if we can be conscious enough to ask the right question for our prospects to sell themselves on why they need your offer, you’ll start closing more deals. Most importantly, your prospect won’t feel they are being sold at all. They will have made the decision to do this all on their own. That right there is influence. Remember, you’re not a product pusher, but a problem solver. Your job is to help someone help themselves. We don’t force people to buy. We help people make decisions that can further their goals.

Take notes on sales calls when you ask these questions. A top objection handler uses prospects’ words against them to hold them accountable. It’s important to put their words back in their mouth. It also shows you listen, which is always a plus. Self-doubt is the leading indication of all objections, so every now and then, you need to put on your motivational speaking hat and tell people what they need to hear, not what they want to hear.

To increase show rate, make sure that you only allow people to book appointments in a forty-eight-hour period (hence the rule of 48). It amazes me that I see calendars allowing people to book calls three weeks out to speak with them. You as a salesperson need to be speaking to people who have a sense of urgency. If you speak to someone who booked an appointment outside of a two-day period, chances are they miss the call or they aren’t really that serious about getting the support to get started.

Next, make sure your appointment gets either text message or email reminders before the call, I recommend a twenty-four-hour reminder, a one-hour reminder, and a ten-minute reminder. Some say this is overboard, but trust me, you’ll see an uptick in show rate with reminders for appointments.

2. Excite and Validate the Prospect This should be a no-brainer, but sales is a transfer of emotion, so make sure you are excited so you can transfer that energy to your prospects, which in turn will increase show rate and close rate.

Now when these storms arise, we simply have one decision and that is how we respond to those storms. And not just how, but when we respond to these storms. In Colorado, they are world famous for the Rocky Mountains that cover the western side and the plains that cover the eastern side. Because of this, Colorado is one of the only places in the world that houses both buffalo and cows. And there is a fantastic lesson for each of us to learn about how each of these animals responds to storms. When the storm rolls in from Colorado, it usually comes from the west and heads toward the east. Now the cows are fantastic creatures, and they usually sense the storm and as it slowly begins to approach them, they turn and begin to run from the storm. But because they can’t outrun the storm, they begin to run with the storm—maximizing the time spent in the storm. As people, we tend to do the same thing in life. We spend so much time trying to avoid the inevitable changes, and we put ourselves in more difficult situations that last much longer than they should. Now the buffalo do something quite different. As the storm rolls in from the west and begins to head toward the east, the buffalo sense the storm rolling over the mountains and instead of running from the storm, they begin to charge toward the storm. Because they run directly at the storm, they end up running straight through it—minimizing the overall time spent in that storm. This is a great lesson for all of us because I promise you that one thing in life is certain and it is that storms will come. Now we can’t control how often they come, how bad they are, or when they come, but one thing is certain: that each and every one of us can control how we respond to these storms. So instead of being the cow and trying to outrun the storm, increasing your pain and frustration, from this moment forward, I challenge you to charge the storm. I challenge you to be the buffalo.

What offer could I possibly refuse from a kidnapper and a murderer?’ ‘Ah, sarcasm, the easiest form of humor and the trait of an ordinary mind. Your predictability never ceases to amuse me, Dulac. Classifications aside, I’ve arranged for us to meet in Belize City, tomorrow evening. I’ve reserved a ticket in your name for the morning flight to New York. The connecting flight to Belize City gets in at 4 p.m.’ ‘Why in hell’s name would I go anywhere to meet you?’ ‘Because I have something here that you want.’ ‘If you’re talking about the diary—’ ‘Dulac, trust me. I guarantee you will accept my offer. Oh, and don’t bother calling Roquebrun. I’m told he’s enjoying the Vatican’s money in a five star brothel in Kuala Lumpur.’ ‘Bastard. Out of curiosity, who ratted? Garcia?’ ‘Must be, although that’s also irrelevant now.’ ‘Not to me. If you didn’t, Garcia must have ordered the contract to whack me.’ ‘Why don’t you ask him? By the way, I booked your room at the Hotel Mirador and I’ve deposited $10,000 USD in your Paris bank account, for incidentals. You’re probably thinking you’ll need company. Shall we meet in the hotel restaurant, say at 7 p.m.? Oh, and Dulac, time is pressing. Don’t disappoint me.’ The line went dead. ‘Go for it,’ said Karen over the phone. ‘What have you got to lose?’ ‘Try two miserable days flying half way round the planet on a quack call from a murdering psychopath.’ ‘Like it or not, in one way or another, he’s always kept his promise.’ ‘That’s a strange way of looking at it,’ said Dulac. ‘At first, I thought he wanted to sell me the diary, but why go through all that trouble? He can send it directly to the Vatican. There’s something else, but why me?’ ‘Bizarre as it may seem, you’re probably the only one he can trust.’ ‘I’ve checked the reservations and they’re confirmed and paid for. And I received ten grand in my account. I suppose if he wanted me dead, he would just hire another hit man.’ Dulac took a drag from his Gitane. First, I’ve got to call Gina again. Then I have some unfinished business in Belize.’ ‘If you don’t mind, this time I won’t go with you. But do be careful, Thierry.’ ‘Don’t worry, I’ll have professional backup.’ Chapter

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Trump is not an anomaly. He is the grotesque visage of a collapsed democracy. Trump and his coterie of billionaires, generals, half-wits, Christian fascists, criminals, racists, and moral deviants play the role of the Snopes clan in some of William Faulkner’s novels. The Snopeses filled the power vacuum of the decayed South and ruthlessly seized control from the degenerated, former slaveholding aristocratic elites. Flem Snopes and his extended family—which includes a killer, a pedophile, a bigamist, an arsonist, a mentally disabled man who copulates with a cow, and a relative who sells tickets to witness the bestiality—are fictional representations of the scum now elevated to the highest level of the federal government. They embody the moral rot unleashed by unfettered capitalism.

Responsibilities or Achievements? A common belief among job seekers is, “I need to explain my responsibilities in prior roles.” No. Hiring managers determine that by looking at your job title One way to do both is to list achievements, highlighting your responsibilities. Amy Michalenko describes this excellently, when she says: A duty describes what you did and an accomplishment describes how well you did it. For example, “planned events” would be considered a job duty, whereas “raised $100,000 by selling out tickets to a 200-person charity event” is an accomplishment.

According to Knapp, whether or not the actual, physical money stuff in circulation corresponds to this “imaginary money” is not particularly important. It makes no real difference whether it’s pure silver, debased silver, leather tokens, or dried cod—provided the state is willing to accept it in payment of taxes. Because whatever the state was willing to accept, for that reason, became currency. One of the most important forms of currency in England in Henry’s time were notched “tally sticks” used to record debts. Tally sticks were quite explicitly IOUs: both parties to a transaction would take a hazelwood twig, notch it to indicate the amount owed, and then split it in half. The creditor would keep one half, called “the stock” (hence the origin of the term “stock holder”) and the debtor kept the other, called “the stub” (hence the origin of the term “ticket stub.”) Tax assessors used such twigs to calculate amounts owed by local sheriffs. Often, though, rather than wait for the taxes to come due, Henry’s exchequer would often sell the tallies at a discount, and they would circulate, as tokens of debt owed to the government, to anyone willing to trade for them.15

When you sell someone a book you give them ownership of something without it being taken away from anyone else. You give them a ticket for a voyage. A door to other worlds. People walk out of here not truly knowing what they’re carrying with them. They used to put locks on books. Did you know that? Individual locks. I don’t approve of that, but I like the symbolism. You still need a key to open a book. I’m not talking about turning the cover here – to open the story, you need a key, and you are the key. Perhaps you won’t fit. Perhaps you will and the story will open for you.

FINALLY—YOU ARE A SWEEPSTAKES WINNER! I don’t know about you, but I enter all those darned magazine company sweepstakes. I go for the Reader’s Digest sweepstakes and I buy my weekly lottery tickets—after all, as a character in the movie Let It Ride said, “You could be walking around lucky and not know it.” In a lot of years, though, I have gone winless. The guys with the balloons and the giant-sized check have not shown up at my door. So the headline FINALLY—YOU ARE A SWEEPSTAKES WINNER! got me. I read that letter. And if you send a letter to every one of your customers with that headline on it, every one of them will read it. What should the letter say? Here’s an example, courtesy of the late, great copywriter, my friend Gary Halbert: Dear Valued Customer:    I am writing to tell you that your name was entered into a drawing here at my store and you have won a valuable prize.    As you know, my store, ABC Jewelry, specializes in low-cost, top-quality diamond rings and diamond earrings. Well, guess what? The other day we got in a small shipment of fake diamonds that are made with a new process that makes them look so real they almost fooled me!    Anyway, I don’t want to sell these fakes because they could cause a lot of trouble for the pawnbrokers around town. So I’ve decided to give them away to some of my good customers whose names were selected at random by having my wife, Janet, put all the names in a jar and pull out the winners.    So, you’re one of the winners—and all you’ve got to do is drop in sometime before 5:00 P.M. Friday and you’ll have a 1-karat “diamond” that looks so good it’ll knock your eyes out! Sincerely, John Jones P.S.: After 5:00 P.M. Friday, I reserve the right to give your prize to someone else. Thank you.

Ross’s “arbitrage pricing theory” and Rosenberg’s “bionic betas” posited that the returns of any financial security are the result of several systematic factors. Although seemingly stating the obvious, this was a seminal moment in the move toward a more vibrant understanding of markets. The eclectic Rosenberg was even put on the cover of Institutional Investor in May 1978, the bald, mustachioed man depicted as a giant meditating guru with flowers in his hair, worshipped by a gathering of besuited portfolio managers. The headline was “Who Is Barr Rosenberg? And What the Hell Is He Talking About?”8 What he was talking about was how academics were beginning to classify stocks according to not just their industry or their geography, but their financial characteristics. And some of these characteristics might actually prove to deliver better long-term returns than the broader stock market. In 1973, Sanjoy Basu, a finance professor at McMaster University in Ontario, published a paper that indicated that companies with low stock prices relative to their earnings did better than the efficient-markets hypothesis would suggest. Essentially, he showed that the value investing principles espoused by Benjamin Graham in the 1930s—which revolved around buying cheap, out-of-favor stocks trading below their intrinsic worth—was a durable investment factor. By systematically buying all cheap stocks, investors could in theory beat the broader market over time. Then Banz showed the same for small caps, another big moment in the evolution of factor investing. Follow-up studies on smaller stocks in Japan and the UK showed similar results, so in 1986 DFA launched dedicated small-cap funds for those two markets as well. In the early 1990s, finance professors Narasimhan Jegadeesh and Sheridan Titman published a paper indicating that simply surfing market momentum—in practice buying stocks that were already bouncing and selling those that were sliding—could also produce market-beating returns.9 The reasons for these apparent anomalies divide academics. Efficient-markets disciples stipulate that they are the compensation investors receive for taking extra risks. Value stocks, for example, are often found in beaten-up, unpopular, and shunned companies, such as boring industrial conglomerates in the middle of the dotcom bubble. While they can underperform for long stretches, eventually their underlying worth shines through and rewards investors who kept the faith. Small stocks do well largely because small companies are more likely to fail than bigger ones. Behavioral economists, on the other hand, argue that factors tend to be the product of our irrational human biases. For example, just like how we buy pricey lottery tickets for the infinitesimal chance of big wins, investors tend to overpay for fast-growing, glamorous stocks, and unfairly shun duller, steadier ones. Smaller stocks do well because we are illogically drawn to names we know well. The momentum factor, on the other hand, works because investors initially underreact to news but overreact in the long run, or often sell winners too quickly and hang on to bad bets for far longer than is advisable.

Colonel Sanders, who made Kentucky Fried Chicken famous, pitched his idea more than 80 times before anyone bought the concept. It took Stallone only three days to write the script for Rocky, and the movie grossed $200 million, but when he wrote it, he had no money to his name, couldn't afford to heat his apartment, and even had to sell his dog for $50 just to be able to buy food. Walt Disney was laughed at for his idea of an amusement park, and yet now people all over the world spend $100 a ticket and save up their whole lives just to have a family vacation at Disney World.

She recalled that he’d once found a book of cloakroom tickets in the bin cupboard under the Rosemount Flats and started selling them for two pence each in the school playground, saying that David Bowie was going to give a concert at Alexandra Parade Primary School.

The Framing Effect Context also shapes perception. In a social experiment, world-class violinist Joshua Bell decided to play a free impromptu concert in a Washington, DC subway station.[lxiv] Bell regularly sells out venues such as the Kennedy Center and Carnegie Hall for hundreds of dollars per ticket, but when placed in the context of the DC subway, his music fell upon deaf ears. Almost nobody knew they were walking past one of the most talented musicians in the world.

We want the kind of love that sells movie tickets.

Don’t sell based on inventory. Inventory based on who you want to sell.

Both teams had rosters of interchangeable millionaires — but the Chicago papers that day had told stories of cash-strapped Clevelanders selling their tickets to wealthy out-of-towners and as the cameras cut to Bill Murray, John Cusack, all the Chicago lovers cheering and clapping in the stands in Cleveland — the game got to me.

Polticians associate to social causes to get votes, filmstars associate to social causes to sell tickets. Former disappear after election, the later disappear after movie release. What's the difference?

As he recalled the fervor years later, “by means of systematized effort, large numbers of people of all ages, but especially the young, were converted” to born-again Christianity. “So great was the alarm awakened in the minds of some of these converts, that they became victims of religious frenzy….Many thousands of our citizens were influenced by the religious enthusiasm which was sweeping like a tornado through our land.” That young man was Phineas Barnum, known as P.T., who by his early twenties was earning a living in Connecticut selling lottery tickets. Coming of age during this period of avid belief in the unbelievable, Barnum had had his career-making, world-changing epiphany: he realized “the perfect good-nature with which the American public submits to a clever humbug.

I was walking down the street when I was approached by an eleven-or twelve-year-old boy. He introduced himself and said that he was selling tickets to the annual Boy Scouts circus to be held on the upcoming Saturday night. He asked if I wished to buy any at five dollars apiece. Since one of the last places I wanted to spend Saturday evening was with the Boy Scouts, I declined. "Well," he said, "if you don't want to buy any tickets, how about buying some of our big chocolate bars? They're only a dollar each." I bought a couple and, right away, realized that something noteworthy had happened. I knew that to be the case because: (a) I do not like chocolate bars; (b) I do like dollars; (c) I was standing there with two of his chocolate bars; and (d) he was walking away with two of my dollars.

Unless I’m dead, I’ll definitely be at your funeral. Just be sure to return the favor and show up at mine. Your death will be the death of me, and that is why you should attend my funeral. After all, if you don’t show up, I might have trouble selling all the tickets.

A CEO of a very successful company told him that in the corporate world, to get the kind of high level expertise that was being given at Maui (Terry Brooks, Elizabeth George, John Saul, Dorothy Allison, Robin Cook, Frank McCourt, Dan Millman, etc. etc.) one would expect to pay tens of thousands of dollars.  And all these best-selling authors were getting was a plane ticket and a hotel room for their collective experiences and expertise. We believe writers should value their expertise. 

Strong institutional marketing also helps sell tickets. La Scala, the Bolshoi, and the Paris Opera Ballet all can spend less on programmatic marketing—the selling of tickets—because they benefit from their high institutional visibility, earned generations ago. No arts organization, however—no matter how famous—can afford to rest on its laurels. The Rome Opera, for example, is facing bankruptcy—and this was the house that offered the world premieres of both Cavelleria Rusticana and Tosca! We all compete for the same new audience members and the same new donors. If we are not working actively now, we will lose out to an organization that is.

But many arts organizations have been so frightened by fiscal issues that they have stopped taking risks. They are too deeply concerned that tickets won’t sell, donors won’t be happy, and cash will not be available; as a result, they have become too conservative in their art-making. They create works that are like other works that sold well in the past. And they start each project with the words, “How much can we spend?” But when one plans an artistic project simply to meet a budget, when the first concern is about resources and not about having something important to express, it is highly unlikely that the project will be transformational. When one replicates something else, even if that project was groundbreaking, one is still a copycat. Although television can get away with this approach, the performing arts cannot. Rather than conceiving great projects—with enough lead time to find the resources needed to pay for them—too many organizations are planning art that is inexpensive, undemanding and, frankly, boring. Whenever the budget is developed before the art is conceived, one is likely to produce staid, less interesting work.

Truthfully, I hate basketball — almost as much as I hate lying. But, can I admit that on live radio without the entire male population of the greater Boston area wanting to kill me for scoring the much-coveted tickets most of them would sell their souls for? Probably not. So, I do what any self-respecting girl does in this situation. “Oh, huge, huge fan,” I lie through my teeth.