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Jointadventures

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  • 1. Joint Adventures - How Anyone Can Create Financial Freedom with No Cost or Risk, Using Joint Ventures Copyright 2006 by Robin J. Elliott Published by Robin J. Elliott 3071 Glen Drive, Suite 1106 Coquitlam BC Canada V3B 7R1 604.945.5754 All rights reserved. No part of this book may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopying, scanning, and recording, or by an information storage and retrieval system, without permission in writing by the author. ISBN 0-9687713-1-9 Printed in Canada. Book Cover by Winston Bromley - www.artbox.ca ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 2 http://www.makingjointventures.com
  • 2. Testimonials It is with pleasure that I provide this reference commendation of Mr. Robin Elliott. I do this without any hesitation or equivocation. Mr. Robin Elliott is honest, a man of integrity and an advisor “par excellence.” He is a superb man of integrity and a most innovative entrepreneur. I have spoken with others about Mr. Elliott and they share this assessment of Mr. Elliott. If you wish to contact me for further information, please do so. Dr. Sam Sussman, Ph.D., Fellow Royal Academy of Medicine in Ireland Assistant Professor of Psychiatry, The University of Western Ontario, World Association of Medical Editors (WAME), President and CEO Physicians Canada "The more this brilliant concept sinks into my mind, the more excited and creative I become. Everyone who networks has got to learn how to do this.” Jeannie Mackay, BIG NETWORKING Thornhill, ON One of the best seminars I have ever attended! Robin bypasses all of the "fluff" and provides realistic steps to achieving financial success! A very inspiring day! Ken Uzoaba - Ottawa, ON I have attended many business seminars before but I found the JV bootcamp to be very informative, useful and FULL of new business strategies. I am looking forward to applying these strategies to create passive income in my business. Tahawar Rana - Ottawa, ON Wow! If you think the Joint Ventures Bootcamp is the same old sales pitch type seminar, you're wrong! Robin J. Elliott is a refreshing educator full of magic tricks to open your mind to the amazing possibilities of joint venturing. The only thing you need then is to take ACTION to create whatever you can DREAM. Judy Whitelock - DoorKnobAds - Ottawa, ON I'm amazed it's so easy to make money with joint ventures. Now I'm on a RUSH of ideas on joint ventures that's rocking! And it will bring me streams of passive income with less time investment. Awesome! Jimmy Poulin - Valleyfield, QC ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 3 http://www.makingjointventures.com
  • 3. I found that what I did not know is costing me money! It can and will be the reverse - I will be making money helping others have customers, have solutions and have opportunities which is in line with my life values. WIN-WIN-WIN-WIN and spreading abundance to everybody involved in our joint ventures. It was a very comprehensive presentation and I got a lot of value from it and the people I met there. Thank you and I will be back! Diane Desjardins - Solution Dig Inc. - Montreal, QC This is by far THE BEST seminar I've been to in a long, long time. Rarely do I leave an event with my mind overflowing with ideas on how to make money and increase my business. My brain felt about 100 times bigger at the end of the day! The best part about Robin's ideas is that once you set them up, they just keep on paying you... creating PASSIVE income streams. HIGHLY recommended! Paul Blacquiere - Spirepoint Properties - www.spirepoint.ca Ottawa, Ontario The JV bootcamp was phenomenal...real stuff and no fluff. This is the only seminar I have attended where you really get the strategies and concepts that have been applied in the real world; it's amazing that less than 2% of business owners know about them. Robin doesn't just talk the talk, he walks the walk and has been applying these joint venture techniques for 18 years. He truly delivers the goods and whether you own your own business or not, I highly recommend it for anyone that wants to create passive income or grow their profits and cashflow. Don't miss the next bootcamp and join the worldwide network of potential JV partners as well. Angelo Pace, Roxboro, Quebec www.MontrealMasterminds.com “Excellent. This has not only radically altered my expectations of my own business but also how I define exactly what my business is and what my earnings opportunities truly are. Worth $100,000 plus.” ~ Michael Dunn, Owner, Esprit Communications. New Westminster, BC. “If I use and apply the information from this Bootcamp, I conservatively expect to make $100,000 more per year. What an exciting introduction to Joint Ventures!” - Faye R. Davis, PhD. Defense Logistics Agency Chair, Professor of Logistics: National Defense University, Industrial College of the Armed Forces, Fort McNair, DC ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 4 http://www.makingjointventures.com
  • 4. Dedication This Book is dedicated to my loving and amazing family: My incredible wife of 20 years, Rika, my wonderful Parents, Ronald and Ray Elliott, my dear Sisters, Wendy and Gwyneth, and the best children in the world: Stephen and Sacha. To my very good friend Marnus Roothman, who has taught me so much. To Winston Bromley, an Artist, a Scholar and a Gentleman. And to the Members of the international DollarMakers Joint Venture Club – your contribution and support is the wind beneath my wings and very much appreciated. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 5 http://www.makingjointventures.com
  • 5. Disclaimer The advice contained in this material might not be suitable for everyone. The author designed the information to present his opinion about the subject matter. The reader must carefully investigate all aspects of any business decision before committing him - or herself. The author obtained the information contained herein from his own personal experience, but he neither implies nor intends any guarantee of accuracy in every application. The author is not in the business of giving legal, accounting or any other type of professional advice. Should the reader need such advice, he or she must seek the services of a professional. The author particularly disclaims any liability, loss or risk taken by individuals who directly or indirectly act on the information contained herein. The author believes the advice presented here is sound, but readers cannot hold him responsible for either the actions they take or the result of those actions. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 6 http://www.makingjointventures.com
  • 6. Part 1: Introduction 1. What this Book is About ~ Page 10 2. The Vision for this Book ~ Page 10 3. What Makes this Book Different ~ Page 11 4. How to Use this Book ~ Page 13 5. What Gives Me The Right To Teach You This Stuff? ~ Page 14 6. Is This Book For You? ~ Page 15 7. What You DON’T NEED ~ Page 19 8. It’s Not Too Late for You ~ Page 20 9. Anyone Can Do This and You Can, Too ~ Page 22 10. You Can Do It Faster Than You Think ~ Page 24 11. You Can Easily Understand Money and Business ~ Page 26 12. Why Some Other People Don’t Want You To Know This Stuff ~ Page 32 13. Why Some Other People Don’t Want You To Do This Stuff ~ Page 33 14. Why You Might Not Want To Get Rich ~ Page 34 15. What Is A Joint Venture? ~ Page 35 16. What Is Your Secret To Joint Venture Success? (Attitude, Motivation) ~ Page 36 17. What Will Make This Book Work FAST For You? (Belief shift) ~ Page 40 18. Your Unlimited Resources and Potential (Hidden Assets and Other Peoples’ Resources) ~ Page 41 19. Where Should You Start? ~ Page 43 20. How You Find the Right People to Work With ~ Page 45 21. How You Present The Offer ~ Page 49 22. How to Change a Non-Paying Referral into a Paid Referral ~ Page 54 23. Removing Risk and Cost ~ Page 56 24. Tracking ~ Page 60 25. Agreements and Contracts ~ Page 63 26. You Don’t Need to Own It or Buy It; Simply Borrow It! ~ Page 65 Part 2: Borrowing what you need? 1. Borrow Credibility and Reputation ~ Page 67 ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 7 http://www.makingjointventures.com
  • 7. 2. Borrow Access and Databases ~ Page 68 3. Borrow Distribution ~ Page 70 4. Borrow Credit ~ Page 71 5. Borrow Membership ~ Page 72 6. Borrow Space ~ Page 72 7. Borrow Inventory ~ Page 74 8. Borrow Employees / Labor ~ Page 75 9. Borrow Skills ~ Page 76 10. Borrow Advertising ~ Page 77 11. Borrow Equipment ~ Page 78 12. Borrow Investment / Business Opportunities ~ Page 79 Part 3: 30 Real Systems You Can Use to Make Real Money, Real Fast, in the Real World: ~ Page 82 1. Barter ~ Page 84 2. Gift Certificates / Coupons ~ Page 86 3. Reactivating Customers ~ Page 90 4. Increasing Closing Ratios ~ Page 93 5. Triangulation ~ Page 94 6. Bundling ~ Page 95 7. Host Beneficiary ~ Page 97 8. Old Telephone Numbers / URL’s ~ Page 98 9. Bankrupt / Failing Businesses ~ Page 99 10. Trading Products and Services ~ Page 101 11. The Back End ~ Page 101 12. Underutilized Assets and Resources ~ Page 103 13. Inventory that Doesn’t Move ~ Page 105 14. Trade and Sell Unconverted Leads ~ Page 106 15. Piggy Backing ~ Page 107 16. Using Seminars, E-zines, Conference Calls, E-Books, Audio Books, CD’s, Reports ~ Page 109 17. Affiliate Programs ~ Page 110 18. Websites ~ Page 111 19. Contingency Advertising ~ Page 111 20. Private Labeling / Industry Specific / Repurposing Products and Services ~ Page 113 21. Turn it into a Business Opportunity ~ Page 114 ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 8 http://www.makingjointventures.com
  • 8. 22. Trade Show Booths ~ Page 115 23. TeleSantas ~ Page 117 24. Referrals Systems: “I’ll buy you a car!” ~ Page 118 25. Toys and Fun and Free Stuff ~ Page 119 26. Transcripts and Recordings of Talks, Interviews and Seminars ~ Page 120 27. Selling the Coupons, Samples and Gift Certificates ~ Page 121 28. Introductions to Investment Opportunities and Business Opportunities ~ Page 122 29. Start an Agency / Speakers Bureau / Become and Agent ~ Page 123 30. Work with Dollarmakers ~ Page 124 Action Steps: ~ Page 127 1. Goal Setting ~ Page 127 2. Time Management ~ Page 128 3. Join the DollarMakers Joint Venture Club ~ Page 130 Frequently Asked Questions ~ Page 136 Recommended Books ~ Page 142 Recommended Websites ~ Page 142 About Robin J. Elliott ~ Page 143 Entrepreneur’s Credo ~ Page 144 Bonuses worth $300 for Readers ~ Page 145 Don’t Quit ~ Page 146 30 Benefits of Joint Ventures ~ Page 147 DollarMakers Contact Information ~ Page 149 ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 9 http://www.makingjointventures.com
  • 9. Part 1: Introduction 1. What this Book is About This book is an INSTRUCTION MANUAL that shows the Reader how to use Joint Ventures to create multiple streams of increasing passive income with no cost or risk and how to remove all income limitations from your life. It shows how you can retire in a relatively short time using Joint Ventures, whether you have a business or not and regardless of your background or situation. And if you already have a business or if you’re in sales, it shows you how to massively increase your sales and profits with Joint Ventures, again with no cost or risk. It is based on 19 years of experience and proven systems. These practical systems are applicable to any business. In this fast changing world, Joint Ventures give us the opportunity to move fast to take advantage of new products, services and developments, without the need for a learning curve, investment or risk. You can leverage existing resources to capitalize on multiple new opportunities at any time. 2. The Vision for this Book The vision and goal is that this book reaches millions of people around the world, with the express purpose of creating wealth for them and expanding laissez faire capitalism and freedom. Financial independence offers people freedom, dignity, self respect, education, quality of life and personal growth opportunities. Entrepreneurs, salespeople, seniors, children, youth, stay-at- home-moms, immigrants and employees – anyone can benefit from this information. Business owners can start to grow their business without risk or cost and with peace of mind, while creating more jobs and security for their employees through their success. This book can free people from oppression and bullying, boredom and frustration. It can save businesses, save marriages and families and restore ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 10 http://www.makingjointventures.com
  • 10. hope. It can change peoples’ lives and help the millions. It can raise funds for the less fortunate and inspire those who are about to give up. Immigrants, school children, people who have been downsized and employees who need more money – all can benefit. By sharing this understanding of money and business, removing mental barriers and destroying disempowering myths and outdated beliefs, this very important message can make a difference in the lives of millions. It is applicable at all levels – homeless people and CEO’s alike can benefit from it. “Freedom: To ask for nothing, to expect nothing, to depend on nothing” – Ayn Rand. 3. What Makes This Book Different The information in this book is applicable to anyone who wants to make money, whether it is the CEO of a large company or an employee, an entrepreneur, a Network Marketer, a manager, a salesperson or an unemployed person. These principles work across the board, as long as human nature, business, and money is involved. There are many books out there that are based on theory. I know one fellow who has never done a Joint Venture in his life, but he read a lot of stuff, attended some courses and wrote a book on Joint Ventures. This is not the musings of an academic. This is straight from the trenches, direct from the rock face. I am street smart. This experience was learned in the School of Hard Knocks and from my mentors in business. This book is designed to literally change your life, using real life examples, proven systems and genuine technology. Everything I teach, I have personally done. This is a practical book, based on my experience of 19 years with literally thousands of business owners in Africa, Canada and the United States. I am not interested in anything else but getting you results. You know, we don’t have money problems; we have thinking problems. I have written to shift your thinking, expectations and beliefs and give you the ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 11 http://www.makingjointventures.com
  • 11. tools to use to start making money really FAST. Zig Ziglar said, “You can get anything you want out of life if you’re prepared to help enough other people to get what they want.” That is the basis of this book. I want this book to affect your life so much and so positively that you will be unable to stop yourself from telling everyone you meet to read it. That is my goal – real results – for YOU. Most people are like the poor lady that saved for many years to journey to America on a ship to start a new life. She had used almost all her money for the passage and only had enough food to sustain her on the journey. She stayed in her cabin and rationed her food carefully. On the last day of the trip, she decided to spend a little money and have a decent meal. When she got to the luxurious dining room, she was overwhelmed with the amount of delicious food on the buffet and cautiously asked a waiter how much it would cost to have a meal. The waiter told her that the food on the journey was free; she could have been enjoying five sumptuous meals every day, instead of being half starved in her tiny cabin. She could have enjoyed all the facilities of the ship, all the fun and entertainment. Instead, she confined herself to her cabin. As an immigrant myself, I can relate to that story. Most of us go through life half starved. Just enough money to get by at the end of the month, not enough for luxuries, too little for a quality lifestyle and the dignity we so richly deserve. We work harder and harder and with taxes and inflation and office politics, we seem to earn less and less. Joint Ventures can change all that – fast. “Man is buffeted by circumstances so long as he believes himself to be the creature of outside conditions, . . . but when he realizes that he is a creative power, and that he may command the hidden soil and seeds of his being out of which circumstances grow, he then becomes the rightful master of himself. Good thoughts bear good fruit, bad thoughts bear bad fruit. Let a man radically alter his thoughts, and he will be astonished at the rapid transformation it will effect in the material conditions of his life. Men do not attract that which they want, but that which they are.” – James Allen ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 12 http://www.makingjointventures.com
  • 12. 4. How to Use This Book I learnt a very important thing from a smart man by the name of Joel. He said that when you’re reading something, you might get stuck on one word or term that you don’t understand, and you can’t learn anything after that. Here’s a simple example: Take a piece of paper and draw a house. Now draw a dog. Now draw a tree. Now draw a dub. Now draw a car. Now draw a cat. Did you get stuck at “dub”? Of course you did, unless you know what a dub is! (It’s a pond.) So, when you’re reading this book, if you get stuck on a term, a word or a phrase, underline it, mark the page to get back to, and move on. It will become clear later, or you can e-mail me and ask me what it means. First, read this book as you would a novel. Enjoy it and don’t try to remember everything. Just absorb the concepts. Because we have been brainwashed to believe that it takes a lot of time and risk and hard work to make money, and that you have to “spend money to make money”, this book is carefully designed to shift your beliefs and perceptions so that you understand and accept that you can make lots of money, fast, with no cost or risk. The second time you read the book, make notes and apply the information. Ideally, you should immediately visit http://www.makingjointventures.com and join the DollarMakers Joint Venture Club and start getting involved with like-minded people who are going in the same direction you are. When we work together, amazing things happen. If I was in your situation, I would get copies of this book for all my salespeople or friends or associates with whom I want to work, so that we can all grow together. The more we learn, the more we earn. Make the time to study and apply the magical and practical systems in this book. Allocate time alone, make notes, and ask questions if you get stuck. It’s really like riding a bicycle – once you get the concept, it’s easy! This is not rocket science, believe me. It’s fun and it makes you money with no risk and little time. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 13 http://www.makingjointventures.com
  • 13. The better you understand this information, the more money you will make and the easier it gets. The good or bad is not in the circumstance, but only in the mind of him that encounters it. – James Allen 5. What Gives Me The Right To Teach You This Stuff? There are a lot of academics and gurus out there who make money selling seminars, solutions and opinions. They make their money from selling advice and motivation. I make money doing Joint Ventures. Since 1987, my business has succeeded and prospered because of Joint Ventures. I have worked with literally thousands of business owners, managers and salespeople. And I sold businesses and business opportunities for 18 years, so I have a pretty good idea of the way small and medium sized businesses work. Almost everything I do is a Joint Venture. This book was produced and is being sold and distributed through Joint Ventures. The experience I have accumulated over the years and my wide frame of reference has equipped me to provide information to people who need it, from large organizations to employees who want to do business but have no money or experience. Would you take business advice from someone who has never succeeded in business? Would you ask a virgin about childbirth? Would you ask a bank manager about running a business? Many do, unfortunately. If a bank manager understood business, he’d have a business and make real money, instead of selling his time and working for a boss. Take advice from someone who has been where you are and who understands your predicament. More importantly, ask someone who is current, not some has- been whose information is outdated. I earned the right over 19 years, by learning from my own mistakes and successes and from the mistakes and successes of others. This is proven technology. It is tried and tested, not some academic theory handed down through colleges or universities, or something taught by someone who failed in business and now earns a living teaching others (how to fail). Seriously – ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 14 http://www.makingjointventures.com
  • 14. I have met people who failed miserably in business, and now they “lecture” in government self employment programs for people on Unemployment Assistance! In other words, a failure is telling people how to start and succeed in their own businesses, so that the government can get them off Unemployment Assistance. The information you are about to learn is based on fact, reality and experience that is being updated as I write. I learn more every day from my Members, the public and other business owners. I still have a lot to learn, I love learning and I know that as you learn more about Joint Ventures with me, we will achieve our goals. “Before you can inspire with emotion, you must be swamped with it yourself. Before you can move their tears, your own must flow. To convince them, you must yourself believe.” - Winston Churchill 6. Is This Book For You? It doesn’t matter what position you hold or what your circumstances or the amount of experience you have, you can benefit from the information in this book. As you will see in the next chapter, where you have been or where you are now is relatively unimportant compared to where you will be. The exciting thing about this information is that you can apply it to virtually any circumstances, whether you are an employee, unemployed, the President of your own company or a salesperson. And no matter what business or industry you are in, whether it is Network Marketing, sales, manufacturing, hospitality, healthcare, retail, construction, professional services or any other business, even if you don’t have a business, this information is like a screwdriver: it can be used in a lot of different applications. When you have learnt to ride a bicycle, you can be anywhere in the world, get onto any bicycle and ride it, in snow, in a desert, on a mountain, through rain or over a bump. Joint Ventures is a vehicle to create money no matter where you are or who you are. That’s why I am so passionate about Joint Ventures. Whether you want to earn an extra four million dollars a year in your business or whether you want to earn enough to buy another loaf of ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 15 http://www.makingjointventures.com
  • 15. bread to feed your family, Joint Ventures is the tool you need to do that, with no cost or risk to you. And THAT, dear Reader, is exciting. I was drafted into the South African Army at the age of seventeen. During Army Bootcamp we spent a lot of time at the shooting range and I was sadly disappointed at my poor results. As a child, my Dad taught me to shoot accurately enough with a BB gun to sever the thin twig holding a finch’s nest, yet now I could hardly see the target, let alone hit the Bull’s Eye. Later, in my first job, I would ask the fellow at the desk next to mine to read me dates on the calendar on the wall opposite us. Eventually, he said subtly, “Robin, don’t you think it’s time you got glasses? You’re as blind as a bat!” I had never considered the possibility that I would need spectacles. So off I waddled to the local optometrist and discovered that he was right. I will never forget the day I got my fist pair of glasses. I could see beautiful, individual leaves on the trees instead of green smudges. The details of my surroundings leapt out at me – I was living in a wonderland! Standing at the bus stop in Pretoria, the words of the tune, “I can see clearly now, the rain has gone…” danced happily in my head. I saw things I’d never seen or noticed for a long time. My perspective changed dramatically. There was so much more to see! In business, as my friend Harvey Cohen says, “People only know what they know, not what they don’t know. As a result of that, they struggle on, and are perhaps relatively successful, but they don’t know everything there is to do, so they’re limited by their knowledge. Two people together get twice as smart as they were before they met!” Essentially, we need to realize that there are millions of opportunities out there, just waiting to be seized. We need “Opportunity Spectacles”, but in order to get the benefit of new spectacles you have to accept that, in some areas of business, we’re all the victims of conditioning, scatomas (blind spots), limited beliefs and missing information. Then, we need to go out and get the information that will change our lives. When we change, our circumstances will change, too. But not before WE change. Joint Venture spectacles will forever change the way you see business and opportunities. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 16 http://www.makingjointventures.com
  • 16. Another good analogy is a Stereogram. When you first look at it, it appears like a random, nonsensical pattern. But if you stare at it long enough, a 3D image emerges. I want you to learn to see the links in life that can create lucrative Joint Ventures for you. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 17 http://www.makingjointventures.com
  • 17. Read this Affirmation three times a day, out loud with belief and enthusiasm: The Joint Venture Broker Affirmation I am a successful Joint Venture Broker. I am powerful, passionate and persistent. I am unstoppable and I achieve all my goals. I am never slowed or distracted by others. I am absolutely focused, committed and responsible for my own success. I create and produce massive value and I leverage existing resources. I am paid in direct proportion to the value I create for others. I do not depend on, or need any particular person in order to succeed. I chose to work only with passionate, honest and humble winners like myself. I am a strong Eagle, a courageous and determined Warrior and fully confident. I eagerly learn more every day; the more I learn, the more I earn. I improve every day in every area of my life and each day I progress closer to my goals. “A strong, successful man is not the victim of his environment. He creates favorable conditions. His own inherent force and energy compel things to turn out as he desires.” ~ Orison Swett Marden ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 18 http://www.makingjointventures.com
  • 18. 7. What You DON’T NEED. In order to effectively use Joint Ventures to earn money and succeed, retire, flourish and reach your goals, this is what you DON’T NEED: $ You don’t need a budget or a business plan. $ You don’t need seniority or authority. $ You don’t need business experience. $ Your age is unimportant. Small children can use this information effectively, as can seniors of any age. $ Your background is unimportant. $ You don’t need a database or to know a lot of people. In fact you can be a new immigrant and not know ANYONE. I was in that position only eight years ago! $ You don’t need money. $ You don’t need a lot of time. $ You don’t need a job. $ You don’t need a business. $ You don’t need a product or service of your own to sell. $ You don’t need business skills, or knowledge of the law or accounting. $ You don’t need any education. $ You don’t need a lot of time to “Ramp Up” – in other words, you can start earning money FAST. $ You don’t need a resume (CV) or a good reputation or a successful track record. $ You don’t need access to credit. $ You don’t need a license or permission. $ You don’t need a driver’s license or a car or equipment or a computer or even a telephone! $ You don’t need a business card or letterheads. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 19 http://www.makingjointventures.com
  • 19. So, what DO you need? Two things: First, you need this book. Secondly, you need the right attitude. You need to be open minded, ready to learn and ready to understand that a lot of what you thought was true, is not true. You need the right attitude: “I will learn this and I will apply it and I will reach my goals! I will persevere and I will not quit! I am unstoppable! I am prepared to read this book over and over and make my dreams come true.” When the words, “YES, BUT” jump into your head, do not accept them. It’s a detour and roadblock caused by incorrect conditioning. We talk to ourselves at a rate of 600 words a minute. Control your self talk. Stay positive. “Determine what specific goal you want to achieve. Then dedicate yourself to its attainment with unswerving singleness of purpose, the trenchant zeal of a crusader.” ~ Paul J. Meyer 8. It’s Not Too Late for You. No matter what your situation, it’s not too late to turn your financial life around through the use of Joint Ventures. Anyone, at any level, under any circumstances, can apply this simple technology. Even if your circumstances seem restrictive, limiting, even hopeless, I know from experience that you CAN use Joint Ventures to change your financial situation and it’s NOT too late. You want to recruit more people, build your downline, help a charity to make money, or blast your sales through the roof? JV’s can help you do that. You may be on the verge of getting fired, or your company is headed for bankruptcy or you’re homeless, or cashflow is so tight you can hardly think straight. You may be doing so well in your hairdressing salon or restaurant that there is no time or space for extra business. No problem. Joint Ventures will work for you. Because it takes very little time and you don’t have to make money through your own business, job, products or services, it doesn’t matter what is happening in your business or life. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 20 http://www.makingjointventures.com
  • 20. You feel you’re too old and you don’t have the energy, vibrancy, memory or health you used to have? No problem. You can apply these principles and systems in many different ways that will suit your lifestyle. It’s not too late. You talked with that “Financial Planner” who has less money than you have, and he said you need to save so many dollars a month for so many years in order to have enough to retire? Not necessarily. After absorbing “Rich Dad, Poor Dad” and other books by the amazing Robert Kiyosaki and working with many “Business Owners” I realized that most of us are unaware of the requirements for retirement. We tend to fall for the lie that we have to invest a fortune with various characters, usually in the form of “investments” or the purchase of businesses, and get into massive debt, in order to have the hope of retiring one day. Here’s a simple question: If the genius offering you the solution to retirement is steeped in debt and working as a salesperson, what right does he or she have to tell YOU about retirement? Here’s a very simple formula for retirement: Create increasing, passive / residual income that exceeds the amount you require to live comfortably each month. That doesn’t mean you’re out there selling stuff all day. It doesn’t mean that you need a fortune just to break even every month. Or that if you stop working, you go bankrupt. It doesn’t mean that you lose your savings if your business fails or the stock market crashes. It means you are very secure. It means you have multiple streams of passive income, from different sources / industries, low income requirements and minimal, if any, debt. This is what you can create through Joint Ventures. Every business should have an exit strategy. We need a specific action plan that will take us where we want to go. If you’re selling time, you’re at risk. If you’re depending on one income source, you’re at risk. If you think that things don’t change or that that the economy doesn’t change, you’re at risk. If all your income is through your business, you’re at risk. If your business has one major supplier, LOOK OUT! All your eggs are in one basket. If you focus on duplication, leverage and diversification though the use of Joint Ventures, if you reduce risk and overhead while increasing income, you’re on track. And most of all, remember this: It’s not about income – it’s about net, after tax, profit. It’s about the bottom line, not ego. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 21 http://www.makingjointventures.com
  • 21. How long does it take to retire? As long as it takes you to create increasing, passive / residual income from different sources that exceeds the amount you require to live comfortably each month. And of course you want to minimize tax and create a comfortable, growing, financial cushion. You don’t have to accumulate massive savings. (And when you’re asked to invest, ask the salesperson to prove how much they have invested in the same venture.) There are some excellent investment opportunities out there, but they are few and far between. I know of very few. Using Joint Ventures, you can leverage existing resources and hidden assets. I don’t have to own a business to make money from that business, and all my income from JV’s is 100% profit. I carry no risk, debt, leases, licenses, overhead, employees or inventory – I don’t have to – someone else insists on doing that. I can work internationally with no cost or risk. So can you. When you fly to another city, do you buy a jet and learn how to fly it? You can just rent a seat. It’s not too late! “A sign of wisdom and maturity is when you come to terms with the realization that your decisions cause your rewards and consequences. You are responsible for your life, and your ultimate success depends on the choices you make.” ~ Denis Waitley 9. Anyone Can Do This and You Can, Too. The reason why anyone can do Joint Ventures is simple. As a Joint Venture Broker, you are solving other peoples’ problems. When someone is very thirsty, they don’t care too much about the make of the bottled water or the name on the bottle. And they don’t care who they get the bottle of water from, do they? Do they ask, “But what are your qualifications to sell me this water? Where do you live? What’s your date of birth?” NO - that is ridiculous. They don’t care who you are as long as they’re getting what they want, right? A Joint Venture Broker is someone who links supply and demand. He connects people to the things and services that they want. He is a bridge. People don’t pay too much attention to the bridge – they just want to get to ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 22 http://www.makingjointventures.com
  • 22. the other side. And if there’s a tollbooth (YOU) on the bridge, they pay the toll and move along. They don’t ask if the person in the tollbooth finished high school, do they? No. When you offer someone what they really want, you don’t have to sell anything. Most people are not salespeople. You don’t have to sell someone on the fact that they should eat when they’re hungry! So who you are and what your position in your company or life is or your qualifications are absolutely unimportant. How do college professors and academics keep their jobs? By selling you the idea that in order to succeed in life and make enough money you need education. What do the graduates do when they get out of university with huge student loans or having depleted their parents’ savings, and they can’t get a job in their chosen field? They take minimum wage jobs or lie around at home. They could immediately start doing JV’s and start making money. Education is great, but education by itself won’t make you rich or get you a job. How about immigrants who are told, when they arrive in their new countries, “Surprise, surprise! Your qualifications are not accepted in this country! You have to spend years and lots of money to requalify before we will let you work here! That’s how we make money from immigrants!” Instead of driving a cab or cleaning houses, why not do Joint Ventures? You don’t NEED a job! You’re probably smarter than most of the people you’re dealing with anyway! You don’t need qualifications and certificates and degrees to do JV’s! You need a high degree of commitment, integrity and optimism is all you need. I worked in jobs until I was 34 years old. I know that very few people get rich and self actualize in a job. I always say that through your work, you’re buying diamonds and luxury holidays for some wife. It’s either your boss’s wife or it’s your wife. Are you paying for your boss’s trip to Hawaii or for your own? At the end of next month, I have a one week vacation booked in Hawaii with my wonderful wife, Rika. I didn’t need to get permission from a boss to do that. When I took my wife and kids to Mauritius, I didn’t have to arrange leave – I just loaded them up and off we went. But, even if you have a job, you don’t have to leave that job in order to do JV’s. The fact that you are reading this book, qualifies you to succeed in Joint Ventures. You will ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 23 http://www.makingjointventures.com
  • 23. find a lot of true stories and illustrations in this book to help you understand JV’s at a deep level. “There is no man living who isn't capable of doing more than he thinks he can do.” ~ Henry Ford 10. You Can Do It Faster Than You Think. You can start making real money fast with Joint Ventures, depending on your attitude and your work ethic. A very well-known billionaire said that 65% of the things he tries in business fail, yet he is a billionaire. Not every JV you try will succeed, for whatever reason. Perhaps you’re dealing with the wrong person or the timing is wrong or you didn’t explain the deal correctly or the other person doesn’t do what they say they will. The fact that you’re doing the JV with very little time, no cost and no risk, makes it safe to fail! It doesn’t matter if it doesn’t work – you got some good practice, you learnt something, you know how to do it better next time and you have some new experience to work with. You lost nothing. The first time I had a certain problem with my computer, I got a fright. I was afraid I would lose a lot of work and that there were terrible problems with the computer. But when I discovered how to fix the problem, or that the problem, was with the server, I learnt from that. The next time I was faced with the same problem, it was much easier to handle. Fear comes from the unknown. Once we have more experience, it gets easier and you make money faster. The more you do, the more you learn, the easier it gets, the faster you make money. The more you apply the principles in this book, the better you get. The good news is that you don’t have to learn about a business to make money from it. There’s no learning curve there! For example, if you were to introduce a buyer or a seller to a realtor who paid you a good commission for the sale, you don’t have to understand real estate laws or transactions, do you? If you arranged with me to pay you a commission for a product I sell, and you sent that person to me, or to my website, I could pay you instantly when that person bought anything. You don’t do any work or sell anything or explain anything in the ideal JV. You simply link people together and get ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 24 http://www.makingjointventures.com
  • 24. paid for any ongoing business that results. I met Member Cathy Graham May 25th, 2005. She asked me what she should do in order to earn money from Joint Ventures. I told her. By June 25th, one month later, I had paid her $5,250 in commissions. When I asked her how long it took her to earn that money (how many hours of work it took), she answered, “Three hours!” Three hours to earn $5,250. Because you have very little work to do and no learning about the businesses or people you link up, you can start earning money fast, especially because the businesses involved will give you the marketing material, infrastructure, etc., you need. Everything you need is already available! The machine is already working! Like popcorn. You take the pre-prepared bag of popcorn, stick it into the microwave oven, and in one minute and 55 seconds you have a bowl of delicious popcorn. FAST. JV’s a system that is designed to work fast and effectively for you. In post apartheid South Africa, Black people had no role models. Did you know that South Africa only got TV in 1976? That’s how you keep people unaware of what is going on around them – don’t give them access to information and media. So most South African Blacks had never heard of great Black role models like Oprah Winfrey. I wrote a book called “Black Pride”. It had lots of Black role models in it and its purpose was to enthuse, inspire and encourage Black people to make their own dreams come true. I sold the book to business owners and corporations to distribute to their Black workers. It’s easier to sell a bunch of grapes than one grape at a time. A smart JV Broker doesn’t have to write the book himself and sell them one at a time. He takes Robin’s book and introduces it to business owners and CEO’s and they buy hundreds and thousands at a time. Easy. Quick. No money, no risk. The more people you sell a product or service to, the more money you make. “Plan your progress carefully; hour-by hour, day-by-day, month-by- month. Organized activity and maintained enthusiasm are the wellsprings of your power.” ~ Paul J. Meyer ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 25 http://www.makingjointventures.com
  • 25. 11. You Can Easily Understand Money and Business. By the time I got into business for the first time at the age of 34, I had done a lot of things, experienced a lot of things, studied a lot of things, lived in two countries, managed hotels and restaurants, sold stuff, been in the army, been married and divorced, you name it. I had had a very interesting and adventurous life. But I knew NOTHING about business and money. I did NOT know what you will learn in this one chapter! That means that at the end of this chapter, you will know more than I did when I got into business. It took me ten years from the age of 34 to 44 to have a million net worth. It doesn’t have to take you that long! By the end of this book, you will know more about Joint Ventures than 99% of the owners of small and medium sized businesses! Business is about getting paid to solve people’s problems and give them what they want and / or need. We get paid for the value we create for other people. That value may be enhanced life style, solution of problems, removal of pain, the achievement of goals. Creating value is what makes money. Gross Profit is what you make before paying for your overheads, like salaries, rent, etc. If you buy a widget for $5 and sell it in your store for $10, your gross profit is $5. But after paying your overhead or fixed expenses, your net profit may only be 50 cents per product. The most important part of your business is the net profit. That’s the money that you make after paying all your expenses and overhead. Net profit is what is left over, before taxes, of all the money that came into the business through sales, after paying for the products and services and rent and leases and salaries and everything else a business has to pay. If you have more money going out than coming in, if it goes out faster than it comes in, you go bankrupt. That’s called Cash Flow. It’s like blood. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 26 http://www.makingjointventures.com
  • 26. Cash has to flow in faster than it flows out. Most businesses fail because of the lack of cash flow. They don’t have enough money to carry them through the lean times. The higher your overhead and expenses, like salaries, rent, leases, inventory, etc, the more risk you carry and the more you have to sell in order to have enough cash flow, and the smaller your net profit. The money you make from Joint Ventures is 100% net profit – you have no expenses to deduct. When you use JV’s to grow any business, you pay only for results (sales) and you have no risk, so that’s the best way to go. If you have no overheads or expenses in your business, how can you fail? By paying only for results, you essentially create an unlimited marketing budget! Incremental Profit is the profit you make after your overhead has been paid. For example, if a restaurant is already open for business, meaning the waiters and cooks have been paid, the rent is paid, etc., and an extra person comes into the restaurant and sits down to eat a meal, the only cost there is the food, which is usually about 32% of the food bill. That means the Incremental Profit on that plate of food in 68%. We are in business, not to feel important or to make sales, but to earn Net Profit and get all the legal tax deductions we possibly can. Why You Should NOT Buy A Business if you don’t already have one (and why you might benefit from closing your business down altogether or selling it!): Why would I write something like this, after selling businesses, business opportunities and franchises, licenses and distributorships for 18 years? Especially since I personally created many of the opportunities and saw many people make a huge amount of money in the businesses I sold? Last year, 2005, I had an epiphany. It took three things to make that happen; I am stubborn, what can I say? ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 27 http://www.makingjointventures.com
  • 27. First, when I was talking with someone who was interested in buying a certain business from me, I was asked for the umpteenth time, “Robin, if this is such a good opportunity, why don’t YOU do it?” And, for the umpteenth time, I replied, “Because I can make more money and have more freedom doing Joint Ventures.” Secondly, a fellow in Newfoundland, who was interested in buying a business from me, sounded a little off. After questioning him in depth, I found that he was aged and sickly and deep in debt, that his wife was disabled and that, if he didn’t succeed in the business, he would lose everything. I told him, “Sir, statistically, you have a 13% chance of success in your own business. That’s not you or the business – that’s just the statistic. 87% of new businesses fail. Given your present circumstances, I won’t sell you this business. I want a clear conscience. It’s too risky for you.” I was walking away from a big commission. He threatened to sue me! And the third thing that happened was the success we were seeing in the lives of people who attend our Joint Venture Broker Bootcamps for a mere $1,000. I made my decision: “I will never sell a business again, unless I know without a doubt that the buyer can afford to lose the money and walk away with a shrug and a smile.” Let’s stand back and look at some statistics and facts: 1. Statistically, at least 87% of new businesses fail in the first five years. It doesn’t matter what business it is. That’s a huge gamble – you might as well go to Vegas with your savings. And here’s the scary part: Of those 13% that succeed in the first five years, another 87% will fail in the next five years!!! That means that 1.69 out of every 100 new businesses today will survive ten years! Would you gamble with a 1.69% chance of winning? 2. How long will it really take you to recover your investment? ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 28 http://www.makingjointventures.com
  • 28. 3. Whatever business you get into, you have much more risk than just the purchase price! Think about your overhead, inventory, employees, lost opportunities, leases, equipment, bad debts, contracts…. On and on. 4. Next, you can only make money from your chosen business. If you’re selling clothes, what happens if someone wants to buy a lawn mower? If you sell insurance, you can’t sell real estate or bicycles, right? You have a very limited market. And you might be geographically limited as well. 5. And remember that you make a small profit after paying all your expenses and recovering your initial investment. If you succeed, that is. 6. Most businesses not only require financial risk – they also require a LOT of time. Time is life. You never get it back. You’re stuck there, working, while you could be skiing or playing with your kids! Now, if you already have a business, you can use Joint Ventures to grow your business beyond your wildest dreams, you can leverage your existing resources to make money from JV’s outside of your own business and earn 100% profit, and you don’t have to close your business down. It’s up to you. Remember, we do business to make as much net profit after taxes as possible. That’s what it’s all about. According to Jay Abraham, 99% of small to medium business owners DO NOT UNDERSTAND JV’s and very few actually use JV’s, thereby making you a very valuable person, because you can help them reach their goals quickly and painlessly, with no cost or risk, because you know what they don’t know. Knowledge that is applied is power. Big business knows about and understands and uses JV’s. 20% of the income of the Fortune 500 and International 2,000 companies comes from JV’s and 50% of those JV’s are with their COMPETITION! ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 29 http://www.makingjointventures.com
  • 29. 90% of corporate executives interviewed said they would lose their competitive edge if they stopped using JV’s. Wal-Mart used a JV to get into Mexico and take the market in record time. Sony, Pfizer, Amex and all other large companies use JV’s. It’s a proven way to work. And it’s the SMART way. Some business terms we should understand: The Marginal Net Worth / Lifetime Value of a Customer is something few entrepreneurs think about. You should always use this valuable information when you educate them: How much profit can you make out of a customer in the lifetime of that customer? How many referrals will he or she bring to you? How much is that customer going to be worth to you over the years? This is a huge incentive for business owners once they understand it. You might GIVE AWAY the first product in order to acquire a new customer. For example, give away a free Karate Class. It doesn’t cost the business anything. But if that person enjoys the class so much that she buys a training program and comes back every week for two years, how much profit will you make? And if she buys products from you and brings her friends to join as well, could you make more money? Acquisition Cost is what it costs a business to get a new customer. If they divide all their sales and marketing costs by the number of new customers produced, that equals what it cost them to get one customer. That’s the acquisition cost. If you can get them new customers at no risk and they only pay for results, they will be eager to talk with you. The reason why it is so difficult for them to get new customers is CLUTTER. The average person is exposed to over 36,000 advertising messages per day. Commercial clutter grown by 1,000% in the past ten years. The cost of ads has tripled and yet effectiveness fallen by 50%. Half the result from 3 times the expense! So business owners are eager to get new ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 30 http://www.makingjointventures.com
  • 30. customers without risky advertising. And you can do that for them easily, using Joint Ventures! "Robin's joint venture formula is awesome. I now get more leads each week than I can handle and I have developed a back end on my business to help other people grow theirs." ~ Mark Loeffler, Client Reach Solutions, Toronto Customer Attrition is the amount of customers that businesses lose every year, usually around 20%! Yes, businesses are so busy looking for new customers that they lose existing customers and don’t even know it, and if they do, they do nothing about it. It costs 5 times as much to get a new customer as it does to resell an existing customer, so you can make money from REACTIVATING lost customers. We’ll discuss that later in this book. “Better to fight for something than live for nothing.” ~ George S. Patton ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 31 http://www.makingjointventures.com
  • 31. 12. Why Some Other People Don’t Want You To Know This Stuff. WARNING! Some people have a vested interest in your not knowing what is in this book! Think about it. I mentioned before that colleges and universities want to make money out of you by selling you education. Education is important, but the only MBA that really matters at the end of the day is a Massive Bank Account. Education is very important if you apply it and use it. If you think it’s important to be educated to get a job, that may be true, if you WANT a job. I hope that by the end of this book you will realize that you don’t need a job to make real money. If you want business education, get educated by a real business person. How about people who sell businesses, franchises and business opportunities? They don’t want you to know that you don’t need to buy their business to make much more money than you could after investing in their business, do they? There are many people who don’t understand Joint Ventures. They know ABOUT Joint Ventures but only 1% of owners of small to medium sized businesses actually understand and use them. These people will want you to do conventional things: work hard, work long hours, risk a lot, earn a little, and give them your money. How about those wizards who wish to sell you a business plan? Most business plans for small businesses are created by academics and con artists to fool bank managers who don’t understand the first thing about business into giving you money to buy stuff you probably don’t need and can’t afford to impress people who don’t care. Read that again. It’s often true. Big business understands that business plans are an important tool for business and they factor JV’s into those business plans. The person creating your business plan should have a successful track record (not a has-been, either). ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 32 http://www.makingjointventures.com
  • 32. Always question the motives of anyone who is trying to sell you anything or persuade you to do anything. What do they have to gain, and is it really in your own interest? You have probably been to a Timeshare presentation. Have you noticed that the salespeople often tell you about all the timeshare they personally own? Yeah, right! They’re usually underpaid, commission- only salespeople who can’t even afford their rent, much less own timeshare all over the world. Get real! A healthy dose of skepticism is a good thing at times. When someone tells you that JV’s don’t work, it simply means they don’t have the knowledge, skills or abilities to make JV’s work, or they have a vested interest in telling you that. “You need to overcome the tug of people against you as you reach for high goals” ~ George S. Patton 13. Why Some Other People Don’t Want You To Do This Stuff If you’re an employee, working hard for little money and paying exorbitant taxes, your boss doesn’t want you to find an easier, faster way to make money. He wants you to make money for HIM, right? He can control you if you need him for an income. Again, look at the motives of people. If your boss is smart, he’ll show you a way to share the extra profits you generate for his business, using JV’s. Most advertisers do NOT want you to know what’s in this book because they will lose money. Unless they understand Contingency Advertising, of course, which you will learn about later in this book. If people don’t understand the power of JV’s, they will insist you keep on doing what you’ve always done, because that is their comfort zone. People who have been employees all their lives will encourage you to stay in a job. I spoke with the owner of a real estate business who had done very well. He told me that only 7% of his realtors made a livable income. He was not, however, interested in JV’s because that’s not the way he made his money – 20 years ago! So his realtors buy the dream he sells and make him money but don’t make any money themselves because they’re using outdated information. He doesn’t care enough about his people (or himself) to ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 33 http://www.makingjointventures.com
  • 33. introduce anything new to his business systems. When people tell me they have 20 years of business experience, it’s usually one year repeated 19 times. The enemies of JV’s are EGO, FEAR and ARROGANCE. Be prepared to face people who do not want you to use JV’s. It’s their problem, not yours. “It opportunity doesn't knock, build a door.” – Milton Berle 14. Why You Might Not Want To Get Rich Everything we do in life, all the choices we make and our attitude towards life is based on our philosophy of life. Socialism and Communism are philosophies, and look at the disastrous financial results they have achieved. Your beliefs, your religion and your philosophy will guide and direct you. If you want your circumstances to change, YOU have to change. That means making sure your philosophy is aligned with capitalism, wealth, abundance, production and creation. I’m not going to go into all that now; however this is a very important part of your success, so I have listed some excellent books under the section: Recommended Books, at the end of this book. I strongly advise you to read them to make sure your attitude towards money is correct. Many of us struggle with our concepts of wealth and money. Some people have a “Shrinking Pie” mentality or an “Entitlement Mentality” or deep down we believe that money is bad or business is bad. That will sabotage your success in Joint Ventures faster than a .45 bullet through your pretty head. On the other hand, you may secretly or subconsciously fear the results of wealth. You might feel you won’t be accepted by your peer group or obliged to help people you don’t like or take up certain responsibilities or accept promotions you don’t want or fear. It is important to recognize any of these things in your life so that you can deal with them before you start making money. Or you may feel guilty about bad choices you have made in the past ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 34 http://www.makingjointventures.com
  • 34. and you feel you don’t deserve wealth. Be aware, confront and deal with these issues so that the way to wealth is cleared before you. "Capitalism demands the best of every man – his rationality – and rewards him accordingly. It leaves every man free to choose the work he likes, to specialize in it, to trade his product for the products of others, and to go as far on the road of achievement as his ability and ambition will carry him." ~ Ayn Rand 15. What Is A Joint Venture? A Joint Venture has nothing to do with two losers smoking marijuana together! When like minded people work together and share resources to achieve a common goal, that is a Joint Venture. It can be called a Strategic Alliance or Partnering as well. The people who succeed best at Joint Ventures understand that they get well paid for linking people with solutions. You don’t have to be involved in the deal – you can introduce two other parties, triangulate the deal and be well paid. You will get many examples of Joint Ventures in this book. Paul Getty said, “I would rather get 1% of the efforts of each of 100 men than 100% of the efforts of one man.” By taking a piece of the profits on every transaction that results from a JV that you set up, you create ongoing, passive income for yourself. Joint Venture experts are able to see the links to be made that will create value. They look beyond their own interests and their own business and products and services. They seek to create value and they make sure they are fairly compensated for the value they create. The wealthiest man in British Columbia, Canada, is worth over two billion dollars and owns all his companies outright. His name is Jim Pattison and he is a JV expert. He joint ventures all his business with one another. His supermarkets advertise on his signs and buy cars from his car dealerships and sell food from his food company, packaged by his packaging company, and on and on. He’s a great guy and since I arrived in Canada I have been inspired by him. Let’s learn from geniuses like Mr. Pattison. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 35 http://www.makingjointventures.com
  • 35. I think the more we understand human nature, the better we will be at JV’s. People are people. We al want to feel important, accepted, valuable, liked and respected. We all want to feel we’re getting a good deal. My Father, Ronald Moodie Elliott, is a decorated war hero of whom I am very proud. Standing on a beach in Nanaimo, on Vancouver Island, I asked Dad what his philosophy of life is. He didn’t hesitate before replying, “Be you to others kind and true, and always unto others do as you’d have others do to you, son.” If you genuinely like, respect and care about others, you will do well in Joint Ventures. "Anyone who fights for the Future lives in it today." ~ Ayn Rand 16. What Is Your Secret To Joint Venture Success? People who succeed in Joint Ventures are motivated, goal directed and teachable. They are open to learn and they have their egos in check. As in any venture, they are persistent. Let me share with you what the great Napoleon Hill said in “Think and Grow Rich”: “Persistence is an essential factor in the procedure of transmuting desire into its monetary equivalent. The basis of persistence is the power of the will. Will-power and desire, when properly combined, make an irresistible pair. Men who accumulate great fortunes are generally known as cold-blooded, and sometimes ruthless. Often they are misunderstood. What they have is will-power, which they mix with persistence, and place back of their desires to insure the attainment of their objectives. The majority of people are ready to throw their aims and purposes overboard, and give up at the first sign of opposition or misfortune. A few carry on despite all opposition, until they attain their goal. There may be no heroic connotation to the word ‘persistence’, but the quality is to the character of man what carbon is to steel.” ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 36 http://www.makingjointventures.com
  • 36. What is your ML? A new Member of the DollarMakers Joint Venture Club from New York City, Ben, joined the other day. He was all over it like white on rice, calling me, e-mailing me, getting involved. He was on the first Members Only Conference Call that came up. He insisted on learning as much as he could, as fast as he could. He bought extra material. He was like a sponge. Nothing was too much trouble for him. Eager, excited, open. High ML. I gave at talk in Richmond, BC to a large number of people who came out on a dark, wet and stormy night to hear how they could change their lives, using Joint Ventures. At the end of my 90 minute presentation, a woman told me that she would attend my one day Joint Venture Bootcamp if I held it in Abbotsford, an hour away from where we were. I told her I didn’t think she should even consider attending my Bootcamp. If one hour of travel (or even three) was going to be a problem for her, everything will be a problem for her. If her level of commitment and belief was so low, she would drain the passion of the Bootcamp delegates. Her ML was disastrously low. What is your “ML”? It’s your Motivation Level. One means, “I don’t care – give me another cigarette and leave me be.” Ten means, “I will walk naked over broken glass with my hair on fire and an angry puff adder on my shoulder – whatever it takes.” It’s the passion meter. It’s “How badly do you want to win?” Die trying or give up after the first round and go get another beer? Your level of motivation will ultimately determine what you achieve in every single endeavor. You either believe you’re unstoppable or you’re easy to stop. You either think like Mohammad Ali or taking you down will beeasy. Years ago, I was on a trip where I had to do a talk the following morning at a massive hair show. A friend and client of mine, “Peter”, was one of the hairdressers there. He had huge financial and marriage troubles at the time and he had a hangover to beat the band, but I could hear him right through the hotel room wall (this was a brick wall, not the usual cardboard) signing James Brown’s hit song, “I Feel Good” on the top of his voice, psyching himself up for his presentation. Gary took control of his life and his emotions and managed his ML. He was truly unstoppable. He didn’t let his ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 37 http://www.makingjointventures.com
  • 37. feelings or his circumstances get in the way of his choices. Here’s the thing – when you spend time with people like Gary and Ben, what does that do for your ML? I know it helps mine. Let’s boost that ML through the roof and make sure that you succeed in your Joint Ventures. Reciprocity in Joint Ventures I know many people who offer financial planning and insurance products and services. And there is only one of them to whom I would refer business or joint venture with at this point in time. How did he differentiate himself from all the rest? Is it his vast experience? No – he’s actually quite new in the field. Is it is great success? No – he’s new. Is it because of his qualifications or smart brochures or luxury offices? No. It’s because he has given me a REASON to want to send him business and work with him! The best and most effective way to induce, persuade and ethically bribe people to mention your name, work with you and refer loads of business to you and the ideal way to differentiate yourself in the market and create top- of-mind awareness, is to create unprecedented, massive reciprocity. Read that sentence again; it could change your life. Joint Ventures are based on reciprocity. It’s very simple. If you are good and kind to me, if you are sincerely interested in helping me achieve my goals and you consistently create value for me, if you go out of your way to assist me and support me, it’s human nature that I will want to find a way to reciprocate. Let’s look at how this particular financial services individual put himself solidly into my good books and how he has caused me to write about him, words which will be read by thousands of people at no cost to him. His name, by the way, is Wilson Poon. Wilson joined the Dollarmakers Joint Venture Club and attended our Joint Venture Broker Bootcamp. Every time he attends any event that I speak at or any Members meeting, I receive a “Thank You” e-mail immediately. Out of hundreds of people, Wilson Poon ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 38 http://www.makingjointventures.com
  • 38. is usually the ONLY ONE that does so! It costs him nothing to send that e- mail. He started a Mastermind group with some of the other Members and did exceptional work setting it up, simply to create added value for those Members. He is consistently friendly, he’s a good listener, he pays compliments and his humility is built on a firm foundation of great intelligence and integrity. So he creates reciprocity and it pays off. Using Joint Ventures, you can take this to the next level by offering literally thousands of dollars of real, added value to your products and services, at absolutely no cost to you, using Coupons, Gift Certificates and Trade. But always remember one thing: Human nature doesn’t change. What goes around, comes around. You reap what you sow. And because 99% of business owners don’t understand the leverage available to them through Joint Ventures, you can leave your competition bewildered choking in the dust, while you grow your bottom line exponentially with no money and no risk. You will succeed in Joint Ventures because you will understand how to communicate this reciprocal value. “Circumstance does not make the man; it reveals him to himself. Man, therefore, as the lord and master of thought, is the maker of himself, the shaper and author of environment.” ~ James Allen ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 39 http://www.makingjointventures.com
  • 39. 17. What Will Make This Book Work FAST For You? I attended a three day, $5,000 Jay Abraham Experience in 1995. When I returned home I started teaching these amazing principles to my clients. I got fantastic results by implementing Jay’s ideas. In 2005 I met a man who attended the same 3 day event with me in 1995. He hadn’t implemented ONE THING. It changed my life; it cost him money. I talked with someone who attended one of my Bootcamps in Ottawa two months ago. He said he is “still trying to understand the system” so he hasn’t done anything. When I put the phone down I got a call from someone else who attended a Bootcamp in Toronto a month ago and he is FLYING. Same information. Same opportunities. Same market. Different reaction. What I’m getting at is this. These systems are EASY to implement. But you have to get off the sofa and take determined, consistent, enthusiastic ACTION to make them work for you. You can be an “excusiologist” and name, blame, complain and shame, or you can start taking action. The more you put in, the more you get out. The faster you implement, the more you implement, the faster you will see results. Don’t tell me you “don’t understand” or you “need more information” because that’s not true. I have been doing and teaching this stuff for a long time and I know it works and I know that you can do it. When I first came to Canada I took one skiing lesson and I fell in love with downhill snow skiing. One day I was on Mount Seymour and the fog was very heavy on the mountain. I stood at the top of the slope and watched one skier after another fling himself over the edge, only to disappear into the fog! It was a scary moment: how did they see where they were going? Then I remembered what I used to tell myself in army basics Bootcamp at the tender age of seventeen: “If anyone else can do it, I can do it!” It worked for me then and it would work for me now. So I pushed off down the mountain. Amazingly, I saw that as I went, I could see more in front of me. That’s why the other skiers could do it. Now I could have run home with my tail between my legs, crying that I was scared and how dangerous it was. But I believe in myself. I take action in spite of fear. And so can you. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 40 http://www.makingjointventures.com
  • 40. Nike told us, “JUST DO IT!” I agree. You learn by DOING, not by thinking about doing it. You can’t learn to swim sitting on the side of the pool. Throw yourself into Joint Ventures with gay abandon. Get excited. Get crazy. There’s no risk and no cost. What have you got to lose? Make it happen! It can happen much faster than you may think. Have faith. Most important, make sure you are mixing with positive people, not with losers. This makes a huge difference. Eagles will encourage you and help you. “You will become as small as your controlling desire; or as great as your dominant aspiration” ~ James Allen 18. Your Unlimited Resources and Potential (Hidden Assets and Other Peoples’ Resources) Wayne Dyer said, “Abundance is not something we acquire. It is something we tune into.” This is true in business as well as in life. As I said earlier in this book, we don’t have money problems; we have thinking problems. Many people have a “Shortage” or “Poverty” mentality - they think in terms of shortage and limitations. They’re afraid of the competition. The fact is that everything you could possibly require for your business is alreadyeasily available to you. You can unlock this vault through Joint Ventures. Whatever it is that you need, be it space, advertising, distribution, a sales team, labor, equipment, reputation, a database or anything else, as long as someone else has it, you can get access to it! Most businesses have underutilized resources. Not every resource in every business is fully utilized. I visited my printer the other day to discuss the printing of my new book and I found that he also, at times, has excess capacity or inventory. Could people put more seats into their seminars? Add a few more seats in a restaurant? Do they have inventory that isn’t moving? Idle staff members? Of course they do. Once we realize that these resources are all available to us, be they seats on aircraft, rooms in hotels or credit, memberships, cars, printers or time, we ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 41 http://www.makingjointventures.com
  • 41. have to understand how to access that resource with no cost or risk to us. Once we realize that the Law of Reciprocity works very well when understood, just like gravity, we can simply use that law. We can barter, trade, or simply set up simple Joint Ventures to leverage resources. How big do you think? What do you expect? How confident are you? This will determine how much you can get. If you ask for a million, you might get it. If you ask for a hundred… You simply have to give the owner or controller of those resources a good reason to share them with you. If he gets what he wants, you can get what you want. Here are some real-life examples from Barternews.com: 1. Peter Pocklington acquired 50% of the Edmonton Oilers from Nelson Skalbania in 1977 in exchange for a Rolls Royce, a 15-carat ring, and a Renoir painting. 2. Continental Airlines traded five terminal gates it had at Los Angeles International to United Airlines for several of their gates at the Newark (NJ) airport. 3. Star Wars creator George Lucas’ company Lucasfilm is quietly negotiating a huge barter deal that will see one company having the toy manufacturing rights to a new series of his upcoming films. Offers reportedly approaching $1 billion are on the table with Lucas getting a sizable equity (ownership) stake in the toy company with which he eventually barters. Your imagination is your only limitation. Together, we can do amazing things. It’s hard to do it alone, and you don’t have to. ASK. “You have not because you ask not.” Be bold. Find out what the other person wants and trade. Everything you need is readily available and waiting for you! ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 42 http://www.makingjointventures.com
  • 42. “When defeat comes, accept it as a signal that your plans are not sound, rebuild those plans, and set sail once more toward your coveted goal.” ~ Napoleon Hill 19. Where Should You Start? After reading this book you will see that we make money by introducing people to solutions and being well paid for it. Here’s a simple example. My friend, Steve, lends money to businesses. It’s called Bridge Financing. He is looking for people to invest their money with him so he can lend it to others. And he is looking for people who want to borrow money from him. If you introduce Steve to someone who has money to lend him, he will pay them 12% on their money and he will pay you 10% on their money. He will then lend that money out at 36%, so he (Steve) makes 14%. If you send someone to Steve who borrows money from Steve, he will pay you 10% on that money. So you make 10% per year on other peoples’ money. Everyone wins. The lender gets 12%, Steve gets 14% and you get 10%. The borrower pays 36%. Now you understand. You don’t have to explain or sell or persuade. You just have to tell people that they can get 12% on their money from Steve, and then send them to Steve. He does all the work and you get 10% per year on other peoples’ money. Or if you know someone who wants to borrow money, send them to Steve and get 10% on the money he lends them. See how easy that is? No cost or risk to you and very little time. Now you don’t go out knocking on the doors of strange people at night, asking them if they want to lend or borrow money! No. You simply listen very carefully when people are talking. If they need money and the bank won’t help them, suggest they talk with Steve. Then call Steve and tell him to talk with them. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 43 http://www.makingjointventures.com
  • 43. That’s it. If the deal happens, you make money. If it doesn’t happen, no problem. You lost nothing. You kindly offered to help some people. You will get many such ideas in this book. All you have to do is take action. Do one thing at a time. Follow instructions. You will get specific instructions in this book. Just DO it. How do you eat an elephant? Bite by bite. One bite at a time. Here’s another simple example. If you are a Member of the DollarMakers Joint Venture Club and you introduce a new Member, you get $50. So, when you’re talking to people, if anyone mentions that he wants to grow his business, or she is looking for good business contacts, or he wants to increase his sales, you simply say, “You should join the Club. Go to http://www.makingjointventures.com and sign up. Use my name and you will be accepted as a Member automatically, because I am a Member. It’s under $200 a year!” And if they join, you get paid. If they don’t, no problem. Now if they do join and they attend a Bootcamp, you get $300. If they send someone on a Bootcamp, you get $200. Easy. All you did was listen for a need and suggest a solution, tell them what to do to reach their goal of ease their pain. Respond to their need. Like if someone is looking for a coke, and you say, “There’s one in the fridge!” You’re helping them and directing them to their goals. And in Joint Ventures, you get paid for it. Think of this. If you know someone who belongs to a Rotary Club and they’re tired of the Restaurant where they meet every week, you find a good restaurant, approach the owner with a JV (you will learn how to do this in this book) and if he agrees to pay you an ongoing amount on all business you send him, you refer that Rotary Club to that restaurant. If they like it and they decide to eat there every week, you get paid a percentage of their bill every week. You work once and you get paid for as long as they eat at that restaurant! That is a source of passive income for you. You took action and it now pays you every week. You created a little money machine. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 44 http://www.makingjointventures.com
  • 44. “The vision that you glorify in your mind, the Ideal that you enthrone in your heart - this you will build your life by, this you will become.” ~ James Allen 20. How You Find the Right People to Work: Personality types One of the most common questions I am asked at the seminars, talks and Bootcamps I present, is, “But, Robin, how do I find people to Joint Venture with?” Good question, of course. In a world where a good website and business brochure can make a bank robber living in his dog’s kennel smoking weed look like the CEO of a Fortune 500 business, we have rightfully become skeptical, even cynical. We are wary of the scam artists and wanna-be’s out there. We don’t want to refer our trusted clients and friends to losers. That’s why we started the DollarMakers Joint Venture Club. Good people were invited to join and they invited their best people, and so on. And now that people from all over the world are applying to join, we insist they agree to adhere to our Code of Ethics and we watch them carefully. Any deviation and we unceremoniously kick them out. Yes, we FIRE dishonest Members and spammers. I am not politically correct or weak. Unlike many “Networking Groups” that would accept Hitler if he paid enough, our fees are so low and our benefits so high that we can afford to be, and are, very selective. So that is one way to find good Joint Venture Partners: simply join the Club! Visit DollarMakers.com and do that now. Take action. Another way to find good Joint Venture partners is to start with your N.E.E.R. relationships – your Naturally Existing Economic Relationships – people whom you know and trust and have done business with in the past. People who are referred to you by trusted friends and associates are more likely to turn out well. And if you follow our guidelines, you will initiate those JV’s with no money, little time and no risk. So you can walk away when things don’t work out or the JV partner deviates from the agreement, as some, I assure you, will. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 45 http://www.makingjointventures.com
  • 45. Always remember that there are people out there who will agree to anything to grab a customer and make a quick buck. Desperate people do desperate things. So you should choose successful peope. And make sure to manage the relationship and the JV – it takes attention and monitoring to make it work well. And the more they know about JV’s, the more likely the JV is to succeed. For example, a DollarMakers Joint Venture Club Member who has attended the Joint Venture Broker Bootcamp is more likely to succeed than one who hasn’t had the same training. Personality Styles and Joint Ventures A client of mine who owned a chain of restaurants radically improved his business when we tested his employees for their personality styles and re- organized the business. We all have characteristics of all the four major personality styles, however one is normally dominant. In business, it’s important to acknowledge our strengths and leverage them, and to find others to supplement our weaknesses. There’s no right or wrong character type, but understanding the different personalities helps us to fit the right people into the right roles and relationships and create better JV’s. Here’s a quick overview. The High D – Dominant style – extrovert - (minority of people, hardest to find) is bottom-line and results oriented, impatient, sometimes tactless, driven and extroverted, with weaknesses in details. Major fear: being taken advantage of / ripped off. Good closers, great pioneers. They need the numbers and systems guys. They like to be in control. The High I – Influencing style is an extrovert, “party animal”, great at meeting people and starting relationships, popular, good opener, weakness is details and time management. Major fear: being embarrassed in public. Needs closers and numbers guys. The High C – Cautious style is introverted, loves details, numbers and systems more than people, excellent numbers guys and accountants, ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 46 http://www.makingjointventures.com
  • 46. computer experts, analyzers. Weakness is over analysis; fear is criticism of their work. Needs the extroverts and the drivers. Often gets stuck with “paralysis of analysis.” Usually very loyal. The High S – Steady style (majority of people) is an introvert, loyal, team player, family type, great systems and support person, needs security and long term relationships, fears risk, conflict and change. Needs others to make things happen and to create change and to take unpopular action when necessary. This is a simplistic approach, but understanding our strengths and weaknesses and allowing people to do what they’re good at, while avoiding tasks that they’re weak at, is simply smart business sense. For technical sales we use High C’s and S’s. Ideal salespeople are normally High D’s with secondary I’s. One wouldn’t want an accountant who is a High D, or a High S to launch a new business. You don’t want a High C to be the host at a cocktail party and we don’t want two High I’s behind a reception desk because they’ll talk all day! Using personality style analysis has helped many of my clients to be better entrepreneurs and hire the appropriate people. Self knowledge is essential to success. I use the DISC style analysis – there are many others available, including the excellent Myers-Briggs Type Indicator. (I am a High D, flick- up C, and an INTJ) Sales Tip Selling to High D’s: Talk results and ROI and close early and hard. Selling to High I’s: Build relationship, have fun and close early. Selling to High C’s: Provide copious details and proof and take time to close. Selling to High S’s: Prove that the support and relationships will be in place long after the sale is made and close slowly. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 47 http://www.makingjointventures.com
  • 47. Management Tip Managing High D’s: Give them lots of control and clear objectives and do what you say you will do. Managing High I’s: Reward them publicly, make them look good and watch their time allocation. Managing High C’s: Be specific, don’t rush them, and compliment their work (catch them doing something right), set time goals. Managing High S’s: Make changes slowly, provide lots of security, share long-term plans. When it comes to Joint Ventures, the same principles apply. The D’s want to make fast decisions and skip over the details. They want results. The I’s want the same but they want to be liked, meet people, look good and be popular. The C’s and S’s take much longer to make a decision, but they stay in the game longer, they’re more patient, more loyal and more detail oriented. “Whatever you vividly imagine, ardently desire, sincerely believe, and enthusiastically act upon... must inevitably come to pass!” ~ Paul J. Meyer ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 48 http://www.makingjointventures.com
  • 48. 21. How You Present The Offer. When you ask the right Joint Venture questions, you open the vault to riches. People like to talk about themselves, their goals and their problems. When we help them make their dreams come true and offer solutions for their problems, we all win and everyone makes money. Savvy JV Brokers know that it’s all about the right approach. Here are five powerful approaches that you can use to make real money, real fast. 1. What do I have to create, bring to you or offer you in order for you to write me a check for $2,000 per month / $10,000 in the next six months? 2. What do you want, more than anything else, in your life and your business, and why? (be very specific in your questioning – get details. If someone says they want “more money”, how much exactly, and by when? You have to know exactly what they want and why they want it in order to be able to help them find it.) 3. If I was to bring you business and customers that you don’t have and would not have had, what percentage of the gross sales would you offer me? 4. If I could show you how to make money from your existing resources, with no cost or risk to yourself and without any time spent, would you share the resulting profits with me? 5. If I could double the amount of people in your restaurant, given that you have a 32% food cost and all your overheads and fixed costs are already covered, would you pay me 20% of every bill I generated? If you help other people to get what they want, you will get what you want. And by asking the right, open-ended questions and being honestly interested in the other person, you find out what they want. Don’t talk about you – nobody cares. And when someone responds negatively or offers a meager commission, simply walk away – the world is your oyster and there are ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 49 http://www.makingjointventures.com
  • 49. unlimited JV opportunities out there. The 5 ideal parameters of a good JV are “No money, no risk, very little time, lots of leverage, big potential.” Ask the right questions, do your due diligence and always be ready to say, “No.” Personally, I only work with Members of the DollarMakers Joint Venture Club. If someone is too cheap, too arrogant or too stupid to join, why would I want to deal with them? “What will it Take?” This is a powerful question, and yet people seldom use it. It gives the person being asked the question the opportunity to “Name their price”, as it were. This is very exciting because it gives you the opportunity to find out what that person really wants – their “Hot Button”, if you like, plus it is often relatively easy to get them what they want in order to grant whatever it is you’re requesting in return, especially if you’re using Joint Ventures! This question also implies reciprocity – it is not selling or begging, but trading from a position of strength, insight, sensitivity and equality. You can remove the guesswork from your transactions by using this approach. For example, you might say, “Mr. Faulty, I would like very much to enjoy the hospitality of your fishing lodge for a week with my wife in June. And I would like to trade you for the privilege. Now, in order to cut to the chase and avoid wasting your valuable time or offering you stuff that isn’t of interest to you, may I ask you, in exchange for that week at your Lodge, what will it take? What are you looking for that I might be able to deliver to you that could be more valuable than a simple monetary transaction?” You might be amazed at the response. Mr. Faulty might respond that if you bring a party of six, he will only charge you for four people. Or he might be looking for a canoe that he can rent out to his guests, and you might just have access to one. Or he might want something that you can purchase with Trade Dollars. Perhaps he would be satisfied with advertising exposure that you could arrange through a Joint Venture. Be well prepared for the meeting and, having done your homework, be well armed with some juicy options, ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 50 http://www.makingjointventures.com
  • 50. like the aforementioned advertising exposure, seats on seminars, consultations, Gift Certificates (“How about I give you $10,000 worth of Gift Certificates that you can offer your clients in order to increase loyalty, referrals and return business, Mr. Faulty?”) and so on. “You have not, because you ask not”, could also be “You have not, because you ask the wrong questions”. And because you have not done your due diligence to find out what it is that Mr. Faulty really WANTS, as opposed to what you might imagine he NEEDS. Is it more important, for example, for him to get more guests or to make more money from his existing guests? Is it an introduction to someone, a new supplier, or access to a database? Use this powerful question and you may be amazed at the responses you get. “What will it take?” Anthony Robbins said, "Successful people ask better questions, and as a result, they get better answers." There are only two types of questions: Those that get negative or negligible results, and those that get great results. What questions are you asking yourself and your associates, employees and customers that can result in a better bottom line? What questions will reduce customer attrition, improve loyalty and profits and motivate the people you work with? As a Joint Venture Broker, we need to understand the power of questions. The answers to the questions we ask should result in answers that inspire, motivate and initiate innovation and positive action. They should encourage, cheer, challenge, energize and drive. And the more specific the answers, the better. Specific is terrific. By designing the right questions to ask those involved in our business, we direct the business to greater success and focus everyone on the goals and objectives for which we have taken responsibility. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 51 http://www.makingjointventures.com
  • 51. When you ask the right question, you create an answer that begets a success strategy. “Which three things can we do to increase the amount of people coming into the store by 5% without any cost or risk to us?” “How can I pay for results instead of promises when it comes to advertising?” “Who do we need to work with in a Joint Venture to double the amount of prospects we are currently exposed to?” “How can we create three new streams of increasing, passive income?” “How can we benefit from someone else’s advertising and marketing activities?” “What can we do to double the value we offer our clients, without increasing our cost of sales?” “How can we get customers to increase the amount of times they visit our business by 30%?” “How can we reactivate 40% of our inactive customers?” “How can we create back end sales without increasing our overhead or the time it takes to sell the back end?” And you will learn the answers to these questions in this book! Joint Venture Profit Margins One of the questions I get asked on a regular basis is, “How much should I ask for when setting up a Joint Venture? What percentage is reasonable?” And that’s a very good question. Different businesses have different profit margins. Some have higher overhead and costs of sales than others. If you sell computer hardware, for example, you make a very small profit – most of your profit is in the software, service, keyboards, etc. If you’re selling a service, you make big profits, but you can also have varying costs. So we have to keep this in mind. Some people have certain restrictions on their ability to pay out commissions, like certain financial planners or dentists. Others are not used to paying commissions, like the ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 52 http://www.makingjointventures.com
  • 52. realtor who offered me $75 for a buying referral! So here is a way to approach this challenge. First, do your homework. I know I keep saying that, but information is power when it comes to negotiations. That’s good news, because most people talk a lot, but don’t listen much, so when you listen a lot, you learn a lot. Find out about the business and its profit margins. Make sure they’re telling the truth when they say they’re not allowed to pay commissions. Sometimes, they’re just plain lying, because they’re cheap! Talk to their competition, ask employees questions, and you will get a feel for the amount of profit they make, so you know what to ask for. Second, educate them about the money in the Back End. You might make no profit at all on the first sale (break even on the first transaction) but you can make a lot on future transactions, referrals, additional products and services sold through other vendors on a JV basis and on and on. If people understand the Back End correctly, they will be eager to give away a generous portion of the front end. Show them the principle of Incremental Profits (profits made when overhead and salaries are already covered and the new sale is incremental, like putting an extra seat into a seminar or serving another plate of food when the food cost is only 32%) 20% of the profit is very reasonable. In some cases, take 20% of the whole amount. If I bring someone an investment, I take nothing less than 10%, usually 12%. I personally pay out 50% commissions on my $1,000 Bootcamps. 50% of something is worth more than 100% of nothing, right? Pay peanuts and you get monkeys. Be generous – it’s money you wouldn’t have otherwise had! Third, understand negotiating techniques. By all means start high and drop, but don’t start greedy. Be prepared to walk away from any deal at any time. Remove risk from both parties and work WITH the competition. Savvy entrepreneurs know their competition can be their greatest ally. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 53 http://www.makingjointventures.com
  • 53. Most of all, approach any Joint Venture proposal from a position of strength – know more than the person you’re dealing with. Be well prepared. The more confident you are, the easier it is to approach others and set up lucrative Joint Ventures. What creates confidence? Understanding and skill. The more you do it, the more comfortable and confident you become. The more you learn and practice, the better you understand it. When you believe in yourself and your offer, others will also believe. When you have an open, relaxed, generous approach and you look professional and knowledgeable, it’s easy to set up JV’s. The more you practice, the better you will get and the more money you will make. 22. How to Change a Non-Paying Referral into a Paid Referral. One of the questions that comes up in every talk, seminar or Bootcamp I deliver, is the following: “I have been feeding people business and leads for ages and I never got paid. How do I change that now, without offending and alienating these people who are my friends?” It‘s a good question. First of all, as a decent, self respecting capitalist and business person, you should get paid. And secondly, we don’t want to distance our business associates. For years, you’ve been sending and referring business to people that has been worth, perhaps, tens or even hundreds of thousands of dollars to them. Now, you realize you have left a lot of money on the table unnecessarily. If you had that money, what would your life look like today? It’s not too late to change. Here’s the best way I have found to turn this situation around with tact and finesse. It works well. First, you identify the people to whom you want to continue sending business on the understanding that you will be fairly and adequately compensated for it. Then, you do some research homework (usually with their competition) to find out what their profit margins are so that your expectations are reasonable regarding the commissions you expect. These commissions could be once-off or an upfront payment with ongoing residual payments on all ensuing sales. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 54 http://www.makingjointventures.com
  • 54. Once you are comfortable with the commissions you expect from referrals in the future, you set up a meeting with the person to whom you wish to continue sending referred business. At the meeting, you have a simple script to follow that won’t upset the person. This is what you say, even if you have never received any referrals from this person (flow?): “You know, Bill, I have been having a good look at the Joint Venture opportunities in my business and I read something that really put me on the spot and I have to apologize to you. Up until now, I never offered you any compensation for any business you refer to me. I realize now that that is not fair to you. We all deserve to be paid for what we do, of course, and it was not ethical of me to accept leads from people without offering to pay a fair and reasonable commission. I feel like a thief. And I’m really not cheap. So, from now on, I will pay you 20% (or whatever is right and generous for you) on any business you send me. And of course, you will do the same, right?” At this point, if he refuses to pay you for future referrals, or if he offers you too little based on your research, don’t argue or fight. Simply agree and never send him business again. Instead, find someone else to refer your business to. Ascertain exactly how much he will pay you, how it will be determined, be specific, for example an exact percentage of gross profit or net profit, will there be payments on all ongoing business or not, should he add taxes, at which point will he pay, will he pay weekly or monthly, etc. Confirm this in writing after the meeting. Also include what you will pay him! If he agrees to reciprocate with business he sends you instead of money, be sure exactly how that will work and how it will be tracked. Don’t be vague or leave it open-ended. Be specific in your expectations and understanding of the deal. This simple system can be worth a small fortune to you. Joint Ventures work. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 55 http://www.makingjointventures.com
  • 55. “Whether you think you can or whether you think you can't - you're right.” ~ Henry Ford 23. Removing Risk and Cost. Most people don’t know that I hate risk. I’m very conservative. That’s because I have seen a lot of business in 19 years. I carefully remove all risk and cost from all the JV’s I get involved with. I Joint Venture almost EVERYTHING. When you remove the risk and cost from both parties, there are no hard feelings or lawsuits if things don’t work out. You just move on and try something else. You stay friends. Nobody loses anything and we all learn something. Let’s share some examples that will illustrate no money and no risk: 1. When I was at Hotel School, qualifying as a Hotel Manager, I had an old, blue Volkswagen Combi. I wanted a new radio for it and I didn’t have enough money to buy it, so I found a store selling radios at a low price and another one selling the same radio at a much higher price. I went to the one store and got a check from them for four of the high priced radios, but it was enough money for five. So I bought five radios for the price of four, gave them their radios and I had one left over! I got a free radio. No cost or risk to me and both the store owners were happy. 2. I wanted to produce a set of twelve videos for corporate sales training. I found a video editing and filming company that was owned by South African mercenary soldiers. They didn’t need to make money out of this business as they earned a lot of money illegally fighting for other governments around the world. They had very little real business. I approached them with this offer: “You have the time, the money, the employees and equipment – it’s all underutilized. Produce my videos at no cost. I will pay you a premium for every set I sell, as I sell them.” They knew me by reputation, and they knew I do what I say I will do. They agreed. I bought the sets from them, as agreed, for $80 a set and my salespeople sold them for $4,500 a set. Everyone was happy. No cost or risk to anyone. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 56 http://www.makingjointventures.com
  • 56. 3. When I refer someone to a realtor who pays me 50% of her commission, it’s a sale she wouldn’t have had. If the person doesn’t buy a house from her, nobody loses. If a sale is made, both the realtor and I get paid. No money, no risk, very little time. “You should talk to Sally – she’s a great realtor. I’ll ask her to call you and show you what she’s got.” That’s all I do! 4. One of the best Joint Ventures available is Sponsorship. But it takes an understanding of the psychology and dynamics of this win/win scenario to make it work optimally in the interests of both parties. Here are a few guidelines than can make a big difference to your business. First, let’s think about what you want. You want money and value in return for exposing the Sponsor to your database and public. You want the Sponsor to pay you for endorsing them and promoting them. Enough said. Now, let’s think about what the Sponsor DOESN’T want. They don’t want to feel they’ve been ripped off. They don’t want to pay too much and get too little. They don’t want to feel they have aligned themselves with the wrong people and sullied their immaculate reputation. And, often, you’re dealing with a fearful sycophant who is terrified of making a mistake and getting into trouble with his boss for making the wrong choice. Sponsors get approached often by all and sundry, usually charities looking for a hand-out and not offering any reciprocal value at all. So you need to be unique in the way you present this Joint Venture. You need to create massive value. You have to stand out from all the beggars, looters and leeches. You have to get the Sponsor’s attention. Your offer has to be very attractive and push all the right buttons. It must be customized for that particular Sponsor. By understanding the Sponsor’s position, it’s easy to do that. Many people who want Sponsorship use all the money to cover their costs. Sponsors want maximum exposure and that includes advertising. The event / product / service they’re sponsoring should be advertised in respected and respectable media. They probably don’t want their name mentioned in the Marijuana Mail or the Pole Dancin’ Post. Unless your sponsor is a strip club, that is. So your offer should always include advertising in media that reaches ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 57 http://www.makingjointventures.com
  • 57. the Sponsor’s demographic model. Sponsors want to know exactly what you’re going to do with their money. The Sponsors should be shown their potential return on investment. If it’s a realty office, how many prospective clients could they be reaching? What is their closing ratio likely to be? How many sales is that? How much per sale will they earn? Be specific. Discuss these figures with them. Understand their business and their sales ratios. What are they looking for? Leads for their salespeople? Branding? Give them what they want. Understand your costs and the Sponsor’s costs. If they’re sponsoring a seminar, offer them seats on the seminar – your cost is negligible. If the Sponsor is WestJet, it costs them very little to offer you seats on a flight. If it’s a hotel chain, a room costs them around $20. Get Sponsors who can leverage their own products and services in your behalf. If they agree to advertise you in their newsletter or on their website, make sure the advert actually appears. And you should always offer them proof of what you’re promising, too. You need to create massive credibility. Do this with an attractive package, testimonials and proof of what and who you say you are. Show the Sponsor what’s in it for them. Show them the money (ROI) and be very professional. Use every tool you can. And, if you’re going to go to all this trouble, approach large Sponsors and ask for a lot. You can always negotiate down. Make sure you really do believe it’s a win/win and seek a long term relationship. Do your due diligence. Just because the Sponsor is well packaged doesn’t mean he’s legitimate, honest or professional. It might just mean that he’s spending a lot of his investors’ money to look successful and attract more investors. Attracting Sponsors should be a large part of your marketing. Do it right and you will be well rewarded. This is one of the most lucrative Joint Ventures available as you both leverage resources with common goals and a common demographic model. This is very low risk or no risk and the sponsors already have money allocated. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 58 http://www.makingjointventures.com
  • 58. I met a man, William, who had a successful chain of ten second hand / used goods stores. I asked him how he got started in business, and he told me how he did it with no money or risk. Actually, the risk he carried was a lease on the first store, but the rest of the risk he removed. He lost his job so he had to move fast. He leased a storefront, negotiating the first three months of rent at no charge and some lease improvements – shop fittings, etc. Then he traded with his friend, who was a sign writer – he fixed the sign writer’s truck and the sign writer did all his sign writing. He borrowed a cash register and then he took most of the furniture out of his own house (much to his wife’s disgust) and stuff out of his own garage, put them in his new store and marked them for sale. He put a big sign on the door offering to sell other peoples’ stuff on a consignment basis, with a small administrative fee. Then he persuaded all his friends and family to tell everyone they knew about his store and he held a cocktail party in the store to introduce it to local bsuiness owners. The local bakery sponsored the cocktail party.He had a winning personality and was very friendly to everyone who visited the store, whether they bought or not. He studied his competition as well so that he could improve on what they offered. And he succeeded magnificently. Had he read this book, he would have succeeded a lot faster, but see how he systematically removed the risk of carrying expensive inventory, no rent for the first three months, shopfitting and signwriting? He even borrowed the cash register, keeping overhead and expenses as low as he could. From a JV Broker perspective, he was very limited – he was geographically limited and he had a distinct product line, but could he have done JV deals with all his customers and friends and the other businesses around him? Of course he could. That would have boosted his profits through the roof. If you think through the JV in advance, you can always remove risk and cost. “The great thing in the world is not so much where we stand, as in what direction we are moving.” ~ Oliver Wendell Holmes ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 59 http://www.makingjointventures.com
  • 59. 24. Tracking. This is a very common question. You want to find a way of tracking value, transactions and sales so that you can be sure who gets paid and how they get paid. This can be simple or complicated. Remember, if you deal with the right people, they are less likely to steal from you and not pay you. Plus, if you are not at risk and you haven’t incurred any costs and they don’t pay you, you’ve lost nothing. I prefer simple systems, spot checks and paper trails, and it’s usually an easy exercise. For example, if “A” agrees to pay you 20% of all gross sales resulting from your advertising to your database, you might have people respond directly to you and then pass the leads on to “A”. That way, you can do spot checks to make sure which sales were activated. Here’s an example: John, the veterinarian, agrees to promote your dog walking service to his database, so he sends out a coupon to all his customers, offering them a free sample of your services. He can put his name on the coupon, so when people bring you the coupon, you know they came from John. If they buy your services, you pay John a percentage every month. How does John check this? He has his secretary randomly call twenty of his clients and ask them if they got the coupon, if they used the coupon, and if they bought your dog walking services. If he finds someone who bought your services and he didn’t get paid, he knows you’re dishonest, so he sends you a bill and stops doing business with you. What did he lose? Nothing, really. His clients are impressed that he sent them a free coupon as a gift for their loyal patronage. We will discuss this further as we proceed in this book. When businesses have computerized points of sale cash registers, you can use that to track business as well. It depends on the circumstances. Recently, I set up a deal with a restaurant to show them how to increase their sales using JV’s. They were concerned about tracking, so we agreed that they would pay me a percentage of their income over and above their exiting income. That means that, if they usually took in $5,000 and now they got $8,000, I would get a percentage of the $3,000 increase in sales. Or the server can enter the information on the cash register when someone uses a coupon that I distributed. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 60 http://www.makingjointventures.com
  • 60. On larger transactions, like investments that you refer, it’s easy to pick up the phone and call the person whom you referred and ask if they invested or not. Regarding inventory, you could keep the inventory and mail it out yourself – that would give you absolute control. Here’s an example of that: John is an aspiring writer and he self-published a book and produced CD’s about hiking and rock climbing that he can’t sell. You arrange with him to give you his entire inventory on consignment – that means that if you sell it, you pay for it, and if you don’t sell it, you give it back to him – no money or risk to either party. Now you have the entire inventory at your home or office. Next, you approach outdoor adventure stores and hiking clubs and offer them coupons to distribute to their customers. The coupon entitles their clients to a special discount on the books and CD’s as a “Thank You” gesture for patronizing their store or being loyal to the club. You agree to pay the store or the club a percentage of all resulting sales. The coupon will include the name of the store or the club, so you can track sales. Who pays for the printing of the coupons? The store or the club does. Why would they pay for the printing? It costs them a lot less to print a valuable coupon than to give a discount on a product or give away a corporate gift like a pen or a mug or a calendar, right? A few cents to print a coupon worth $10 is better than a 10% discount on a $200 purchase! So now you have the inventory and the coupons are printed and they are being distributed for you. You get a coupon in the mail from John (use a different name? Refers to same John?), who got it from Jake’s Adventure Store, attached to a check for a book and a CD. Or it could come via email. You can work off a website or not, it’s up to you. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 61 http://www.makingjointventures.com
  • 61. You send the book and the CD and you send a check to John (who gave you the inventory) and a check to Jake (who distributed the coupon) – or you pay them via PayPal – and you keep your profit. Naturally, you make a profit on the Shipping and Handling Fee as well. If your real cost is $3, you could charge $5… If nothing gets sold, John hasn’t lost anything – you simply return his inventory. But he did get some free advertising via the coupons. The store and the club didn’t lose anything either – they saved money by giving away a piece of paper (coupon) that cost a few cents, instead of a discount or an expensive gift to their clients. And you lost nothing either – in fact, you learned something and you established new relationships. And if something does get sold, everyone makes some money! You just triangulated your first JV deal! Don’t get stuck on the fear that you won’t get paid; focus instead on how you will be paid and make money. Most people are basically honest and if you’re careful in the selection of your JV partners you will do well. Even if 10% of people don’t pay you, you’re still getting 90%. The glass is either half full or half empty. “A man may fulfill the object of his existence by asking a question he cannot answer and attempting a task he cannot achieve.” ~ Oliver Wendell Holmes ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 62 http://www.makingjointventures.com
  • 62. 25. Agreements and Contracts. I am not a lawyer and I don’t give legal advice, however I have found that you have to approach Non Disclosure Agreements very carefully so that you don’t offend people. Also, if you have adequate tracking in place and you have done your due diligence on your potential JV partner, and if you have managed to remove risk and cost from the equation, a Memorandum of Understanding is usually perfectly adequate. Consult a lawyer for legal advice. I personally seldom use contracts for JV’s. In the Memorandum of Understanding, simply set out the details of the deal, what everyone agrees to do and how and when everyone gets paid, what percentage, do you add taxes, etc. “Robin agrees to pay Adam 20% of all income Robin receives in payment of speaking engagements, after the deduction of GST (General Sales Tax) as a result of business generated by Adam. Robin agrees to pay Adam this 20% commission by check by regular mail, within ten days of Robin’s receiving his payment.” Something that simple. By working with trusted people, you have fewer concerns about not being paid. Put it in writing to avoid future misunderstandings. Pay on time. If you agree to be paid or to pay on all future business transactions, make sure you specify how long this agreement will last for, what is expected from each party, etc. I suggest you get advice from a legal expert if you want to enter into any contractual agreements. I always suggest you incorporate your business and take out adequate insurance to protect yourself from greedy people. I have lost a total of $3,000 (that I know about) over nineteen years doing JV’s. I am careful of whom I work with and once someone is dishonest with me, I walk away immediately. Here is a simple example: I was referring business to someone who builds websites on the agreement that we would pay each other 20% of any business we were referred. So, if I referred him a job and the client paid him $10,000, he would send me a check for $2,000. We did quite a lot of business and both made money. All went well until one day he got greedy. He called me and said that he had some expenses, and asked me if it would be OK if he deducted his expenses before calculating the 20% commission. Instead of ascertaining what these “expenses” might ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 63 http://www.makingjointventures.com
  • 63. be and getting this new agreement in writing, I foolishly agreed. On the next small job I referred to him, he suddenly deducted 50% for “expenses” incurred for paying his “partners” in Eastern Europe. He basically stole half my commission. That was the last business I ever sent to him. He has lost around $95,000 in business since then that I have referred to other people and the fool doesn’t even know it. Be very clear about what you agree to in a JV. Put it in writing. If you’re looking for a good lawyer, contact me and I will refer you to one. And the lawyer will pay me a percentage of any business you do with him or her! At a Joint Venture Broker Bootcamp I ran in Toronto, I explained how one could get a restaurant owner to pay you 20% of additional business you bring her. After the lunch break, a fellow named Mark walked up to me and said that at lunch time a group of delegates had decided to go for lunch at a certain local restaurant. Mark walked in ahead of them and said to the manager, “If I bring you a group of 30 people for lunch, can I eat and drink for free today?” Of course, the manager agreed. Mark didn’t need a contract for that and if the manager has any brains at all, he will honor a commission arrangement instead of jeopardizing future potential business. If you don’t ask, you won’t get. “If they can make penicillin out of moldy bread, they can sure make something out of you.” ~ Mohammad Ali ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 64 http://www.makingjointventures.com
  • 64. 26. You Don’t Need to Own It or Buy It; Simply Borrow It! Use Hot Buttons to Drive Successful JV's. Let me ask you this: What do you really, really, really want? If you say, “Money”, what does that translate into for you? Control? Power? Security? Dignity? Freedom? How much money? If you say. “Health”, what does that exactly mean to you? How will you know when you’re healthy? What has to happen in order for you to declare, “Now, I’m healthy!” What is “Success” to you? How would you measure it? I once consulted with a client who wanted to start a trans-Africa transport airline service. When I dug deep down, what he REALLY wanted was to fly an airplane! Much cheaper, methinks, than starting an airline, wouldn’t you agree? I like this question: “What is your NUMBER?” The “number” is the amount of money it will take you to do something. “Everyone has his price”, they say. And they’re right. What will it take? And sometimes it will take a lot less than we might think. When you know someone’s real Hot Button, you gain control beyond your wildest dreams. Instead of mouthing off about yourself, your product or service, ask intelligent questions. Find out what pain the other person is currently enduring. Find out what keeps him or her awake at night, worrying – their greatest fears. I know a fellow who continually tries to recruit me into his business. But he’s so arrogant and egotistical that he never takes the time to find out who I am or what I want. The more he runs off at the mouth the more I lose interest. Instead of enticing me, he bores me. I want to know everything about the people I choose to do business with because knowledge that can be applied is power. It sometimes takes a long time to discover the Hot Button, but when you do, it’s worth the effort. When you think you’ve found the Hot Button, test it. Don’t jump to the conclusion that you’re right. When you find the pain, turn the knife in the wound and then offer the solution, remedy and escape, in the form of a Joint Venture. (Like when you visit your ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 65 http://www.makingjointventures.com
  • 65. physician with a sore arm, and he twists your arm mercilessly and innocently asks, “Does this hurt?”) Understand your potential JV partner and get to know what their Hot Buttons are, and you will create a great JV. Watch them: what do they look at, what do they read, where do they go, what do they talk about the most, what do they spend time and money on, whom do they spend time with? Do personality assessments. If you know I’m a High D, INTJ, you know more about me than most. Take the time and spend the money, do your homework. It will pay off in spades. Often, the Hot Button has nothing to do with money. It might be that the person really, really wants to sing on stage or receive an award or attend a meeting or meet someone special or their hot button could be their kids or their dog or a trip to Disneyworld. Take the time to discover what makes the other person tick, what turns them on, what they fear and what they love. If you know what someone’s Hot Button is, you can persuade them to lend you what they already have, instead of buying or creating it yourself. Give them what they want and you can have anything you want. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 66 http://www.makingjointventures.com
  • 66. PART 2 1. Borrow Credibility and Reputation When I arrived in Canada in December 1997, I started my JV business from scratch. Although I had appeared on national television and was well known in South Africa, I was a complete unknown in Canada and I had never been here before. When I wanted to rent an apartment, I was refused, because I had no Canadian credit record! I offered to pay the rent for a year in advance, in cash, but that is evidently illegal in Canada. In the end, I used the reference letter of a friend of mine in South Africa, who was the head of the US Peace Corps for Southern Africa, and only then was I allowed to rent the apartment. I tell you this to illustrate the fact that I had no database, no credibility, no contacts, no reputation and no friends or family here. No problem for a JV Broker! I approached the biggest Chamber of Commerce in the Greater Vancouver District, The Surrey Chamber, and offered to present a different, one hour, business seminar every Tuesday morning for the public and their Members, for three months. I would not charge them a cent and they could keep the door money. This would bring them new Members and help their existing Members. They agreed and they advertised me very widely every single week, not only to all the businesses but also to their Members, for three months. I picked up a lot of consulting and JV business, I can tell you. Then we arranged a big seminar for the public, hosted and sponsored by the Royal Bank of Canada, this Chamber of Commerce, Kwantlen College and a charity. The college gave us the venue to use, the charity advertised us to their donors, the bank advertised us at every teller in 91 banks and the Chamber advertised us in their communications and newspaper as well. The door money went to the charity. 250 people showed up. I was the only and main speaker. In this way, I borrowed the credibility and reputation of the bank, the college, the chamber of commerce and the charity. I got the bank as a training client and did management training and sales training for them and I did teleclasses for 91 of their banks! Good money. Plus I got a lot of ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 67 http://www.makingjointventures.com
  • 67. consulting clients and JV partners. I then duplicated this with other Chambers and Colleges and banks. When I wanted to rent an office service (virtual office), I got the owner to agree to send a letter to all his clients, introducing me as a new client and offering everyone a free one hour training session for their salespeople or a one hour marketing consultation. I got some more clients that way. I was endorsed by someone whom these people knew and trusted. How could you have benefited from this? You could have set the deal up between me and the Chamber on the agreement that I would pay you 20%, ongoing, of all business generated out of this relationship that you put together! This would have earned you a lot of money every single month. Here’s a Good Idea for You: I gave a talk at my Rotary Club on how I recruited 48 Rotarians. There were other Rotarians from other clubs visiting my club, and I was asked to speak at another club. Every time I spoke, this happened. Eventually I had spoken at 30 clubs in British Columbia and Washington State. If you do a good job, it can lead on to more! How could you learn from and benefit from this? You could approach a good speaker and offer the following deal: “If I get you onto the radio, would you pay me 20% of all the ongoing business you get from all resulting radio shows and appearances?” Then phone radio stations, get the speaker onto a show, and if she does a good job and gets onto other shows or gets her own show and it gets syndicated, you keep on getting paid 20% of all resulting business. You don’t need a reputation – someone else has it. You don’t need to be a public speaker – someone else can do it. And you can get paid! 2. Borrow Access and Databases You don’t need something, as long as someone else has it. You just need to give them a very good reason to share it with you. That is the key to successful JV’s – you have to give in order to get. When I receive a “sales call” from someone whom I have never met, trying to sell me something, I ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 68 http://www.makingjointventures.com
  • 68. realize they have no idea about JV’s. The smart JV Broker will operate as did Winston Bromley when he wanted free advertising on a local radio station to promote my seminar in Peterborough, ON. He offered the radio station 8 free tickets to my seminar and they promoted me every day on the radio station as they gave away the tickets! What does it cost Winston to add another person to the room? Nothing! The radio station wins and we all win. No money, no risk. Winston gave the radio station what they wanted and he got what he wanted. He’s a smart man. Here’s another way to get huge exposure: When you know of a large event, call the speaker and ask if you can donate some DOOR PRIZES. When there are 250 people in the room and you get invited up to give away the door prizes, you’re effectively accessing a database at no cost. For example, if you have a carpet cleaning business, you could offer as a door prize a gift certificate entitling the winner to the cleaning of one carpet up to a certain size in their home. If they like the work you do, you could very easily end up cleaning all the carpets. At the end of the cleaning, after they have paid you, you might suggest they get onto your special Carpet Maintenance Program. For only $20 per month you will come in and clean all the carpets every six months and you will be available for emergency cleanings. In addition, if they sign up now, they get free Gift Certificates from you to a value of $1,000! And later in the book I will explain how to get the Gift Certificates free of charge and how to make a lot of passive income from them. In this way, you create regular, reliable cash flow in your carpet cleaning business. What if you don’t have a carpet cleaning business? You can still do this and have the carpet cleaning business pay you an ongoing 20% commission all the resulting business it gets! You don’t have to sell your own products and services to make money! That commission is 100% profit to you and you don’t have to clean dirty carpets! Use your head, not your hands. I was approached by a new dental clinic who wanted to reach the Seattle market. Americans save up to 40% on dental work done in Canada. The dentist was quoted $120,000 as a fee from marketing consultants to get into the US market. No guaranteed return on investment. Instead, I found a company that had been successfully selling laser eye surgery to Americans ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 69 http://www.makingjointventures.com
  • 69. in Washington State. This company was going bankrupt due to bad cashflow management so we paid them $10,000 to mail their entire database (which was exactly the demographic we wanted) and offer them the dental services. It worked very well and we got fantastic results. And we saved $110,000! NOTE: They did not violate the privacy of their clients by giving us access to their database – as they have mailed their own clients. 3. Borrow Distribution If someone else has a sales team that can distribute or sell a product or service for you, you don’t need a sales team. They are already calling and they already have the clients and prospects to see. If someone else is already mailing out flyers or statements or invoices, why not simply have them insert your flyer into the envelope and you agree to pay them a commission on any resulting business you get? You don’t have to pay for postage or mail stuff or buy lists – let someone else do it and share the profits! Here is a good example: A Valentine's perk from Starbuck's February 10, 2006 BY LEWIS LAZARE SUN-TIMES COLUMNIST With Valentine's Day fast approaching, Starbuck's wants to be on the cutting edge when it comes to the latest trends in the dating game. As recent surveys have noted, online dating is growing in popularity. And people who meet online typically like to meet for the first time in a setting that provides an easy "out," so to speak. That setting, surveys also have suggested, is quite often a coffee house like Starbucks. Armed with that data, the coffee giant has teamed with Yahoo! Personals to produce an "Espresso Dating Guide" that can be found exclusively online at http://personals.yahoo.com/espressodating. The guide offers advice such as ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 70 http://www.makingjointventures.com
  • 70. what to wear on a first date, what to talk about and, if necessary, how to end the date gracefully. Starbucks is running a print ad campaign to support the online site. 4. Borrow Credit You don’t need it if someone else has it as long as you give them a compelling reason to lend it to you. My friend, Louis, wanted to buy a real estate business so he went into business with two lawyers who signed surety to buy the business and Louis ran it and drew a salary and owned 33% of the shares. Soon he bought out the third partner and he became a millionaire in three years. When he got into the business he had no money at all. He used the lawyers’ credit. I had a friend, Rene, invest money from his line of credit with another friend, who does factoring. Rene borrowed the money from his bank at 6%, got paid 12% on his money from Steve. I got 10% from Steve for making the introduction, so I shared 5% with Rene. Now Rene is making 15% on the bank’s money that cost him 6% = 9% net profit per year on the bank’s money. I make 5% on his credit and his bank’s money. Easy. Leverage existing resources. There is a lot of money available for good investments. There is a lot more money than there are good investment opportunities. People are sitting on millions of dollars of credit which you can use. There is no shortage, only abundance. Use other peoples’ money, credit and access. Show them how they can borrow money for 6% and make 12 % and you have a deal. When Brenda, who owned a successful florist shop, needed to expand her business, she needed a second cold-storage unit but didn’t have the money or the credit, so she offered her customers a discount for advance purchase orders. She factored these orders and got enough money to buy the equipment. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 71 http://www.makingjointventures.com
  • 71. You can pre-sell inventory that you don’t yet have to buy the inventory to sell. You can offer people a share in your business profits in exchange for their investment in your business. 5. Borrow Membership I was offered Membership in a club for $10,000. I don’t need Membership in that club if you have Membership and we work together. I just have to give you a REASON to share with me what you have. You can invite me, introduce me and sponsor me. Before you spend thousands of dollars, ask what your return on investment will be, what the hidden costs are and what your alternatives are. Remember YAHOO!! You Always Have Other Options. 6. Borrow Space Many businesses and people have underutilized space. This is best illustrated with this interesting article: 7-Eleven to cash Block’s tax refund loan checks By GENE MEYER The Kansas City Star H&R Block Inc. and 7-Eleven Inc. signed a three-year agreement Wednesday that enables Block customers to cash refund loan checks at 1,100 7-Eleven stores in the United States. The terms of the agreement were not disclosed. Block, which runs the world’s largest tax preparation network, and 7-Eleven had a similar program last year. Participating stores in the new agreement are in nine Western states, eastern Pennsylvania and the Washington, D.C., area. None is in the Kansas City area. 7-Eleven runs or franchises 5,800 stores in the United States and Canada, plus about 17,800 more in 17 other ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 72 http://www.makingjointventures.com
  • 72. countries or U.S. territories overseas. An estimated 22 million U.S. households don’t have checking accounts and consequently don’t have their income tax refunds directly deposited in those accounts like the Internal Revenue Service and many tax preparation organizations recommend. Under Wednesday’s agreement, taxpayers who also are Block clients would be able to use special check-cashing kiosks in the stores to cash refund loan checks from Block for a fee. Though neither company provided specifics on the fee, 7-Eleven said it’s lower than what many check-cashing outlets charge. Critics contend that members of “unbanked” households are taken advantage of when they seek faster income tax refunds. Taxpayers who don’t bank must pay an approximately $25 fee that Block and many other preparers charge to advance money for the refunds before IRS checks arrive, plus additional fees to convert the loans to cash at check-cashing outlets. Block and other preparation services often advise taxpayers about cheaper alternatives to refund loans. Block and others also offer to put the refunds on stored-value debit cards that taxpayers can use at ATMs. Some retailers such as Wal-Mart Stores Inc. also cash refund checks for just a few dollars. Block shares closed Wednesday at $24.11, up 38 cents. ************ You can rent out other peoples’ excess office space and take a piece of the action. You can trade other peoples’ space. You can triangulate deals and leverage underutilized space. People swap homes. When they’re not at home, other people could stay there and pay rent – much better than staying in a hotel. You could offer to find renters on a commission basis. For ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 73 http://www.makingjointventures.com
  • 73. example, if I tell you I want to live in New York for two months later this year and I’m looking for a furnished apartment for two in Manhattan with high speed Internet access and a phone and close to public transport, you can find someone who works for the UN who is going to be away and arrange the rental and make money. If Mandy owns a book store and Martin writes a book about Home Based Businesses, Martin could put his books on the shelves in Mandy’s store on a consignment basis and do store appearances to talk about home based businesses. In order to advertise the talks, he could donate a few books to the local radio station as give-aways in return for some publicity on the radio. It’s cheaper to donate a box of pastries to the radio station than to pay for advertising time, right? Pet store owners can advertise veterinarians and dog walking services to their customers by placing their flyers and gift certificates in the pet store and the do walking services and veterinarians can reciprocate by advertising the pet store to their customers. 7. Borrow Inventory When you have money in the bank or invested in something, it generates income or interest. But money that is tied up in inventory that is not moving is wasting away… it could be used more effectively. Many businesses have inventory they can’t sell. It could be damaged, it’s taking up valuable space, it’s getting past its sell-by date, it’s deteriorating. Those businesses want to move that inventory. People write books, make DVD’s or CD’s, buy stuff that they can’t sell. You can offer to sell that inventory on a consignment basis. That means that if you can’t sell it, you give it back; no cost or risk to you or to the owner of that inventory. So you have only two things to do: find people or businesses with stuff they can’t sell. How do you do that? ASK: “Do you have any stuff ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 74 http://www.makingjointventures.com
  • 74. you can’t sell?” Very simple. Anyone can do that. Next, you find someone to sell it. First, look for people who have a logically allied business or client base. If you find plumbing equipment to sell on consignment, you might approach plumbers, hardware sores and construction companies. If you find books to sell, find book shops and anyone who sells books. If you find a product that can be sold by salespeople to their existing customer base, or via a website, that’s also good. So you find the inventory and you find the people or system to sell it. If you find books that retail for $10 and the owner of the books wants $2, you and the seller each get $4. Easy. If they don’t sell, simply return them. When we talk about trade and barter, you will see more options. You don’t have to own or buy stuff to sell it and you don’t have to sell it; simply link the owner and the seller and earn a percentage of the money. You can also swap stuff or trade it – you might meet Bob who has 10 vending machines and who wants a laptop computer and Sally who wants inventory to sell in her store and she has a spare laptop. You could trade 8 vending machines for the laptop and keep two vending machines for yourself or sell them out of Sally’s store and split the income with her for selling them. Simple. 8. Borrow Employees / Labor Ronald has ten employees who are only busy 70% of the day, but he is paying them to work 100% of the day. You can approach Ronald and have his employees do telesales or online support or filling envelopes or assembling stuff, and pay Ronald for resulting sales or for the labor. That cuts his labor costs and brings in extra profit. I once worked in the Malibu Hotel. The general manager called me in – he was concerned that he was getting very positive feedback from hotel guests about the quality of the Room Service food and service. The reason for his concern was that the food items that the guests were so pleased with were not on the Room Service menu! We found out that the Room Service Manager never took leave – red flag there – and that he flipped all the room service to his cousin’s café on the corner. He even had his own room service menus printed! That explained why the hotel was losing money in the room ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 75 http://www.makingjointventures.com
  • 75. service department! We were carrying employees and this manager and the kitchen, and making very little income. The General Manager, a very smart Englishman by the name of Stephen Hodges, looked at the numbers, the food cost percentage, the income potential, the wages and printing costs, and made a wise decision. He called the Room Service Manager in and instead of simply firing him, he sub contracted all the hotel’s room service to him! The room service improved overnight, now that it was legitimate, and the hotel saved a lot of money. Everyone was happy. Business is about net profit, not about ego. One of the Members of the DollarMakers Joint Venture Club had a secretary who was underutilized and about to be let go. After attending the Joint Venture Broker Bootcamp, she started doing JV’s with the secretary when the other work was over. The secretary kept her job and they both benefited. If you have a sales team, could you add another product or service for them to sell when they make their sales calls? Could you have Anthony’s sales team sell Patricia’s products and take a percentage of the profits? People that are paid to work 9 hours a day should work for nine hours a day. If they’re busy they will be happier. You can share the profits with them. “The devil makes work for idle hands!” 9. Borrow Skills We’ve all heard the story about Henry Ford, how he said that he could push any one of many buttons on his desk and he could summon an expert in any field to help him achieve his goals. Any skill you need is available for sale, rent or trade. The expert Joint Venture Broker simply coordinates things. When I was threatened by a lawyer in Toronto, I simply talked with my friend, who is an excellent lawyer, and he took care of things for me very quickly. Any time I have legal questions, I summon a strong, mean lawyer immediately. I have access to some powerful people. When my car gives trouble, my mechanic, Ray, is available to sort it out while I drink coffee and read my book. And when I have computer questions, Andrew steps up to ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 76 http://www.makingjointventures.com
  • 76. help me immediately. If we all stick to doing what we’re good at, and work together, we can accomplish anything. If Lucy needs sales training for her people and Fred does good sales training, introduce them and get paid 20% of Fred’s ongoing fee. Or, you could trade Fred something that you have access to and take a percentage of Lucy’s increased sales. Link the supply with the demand. In any good barter transaction, both parties are winners. Howard Stern’s trade with Sirius Satellite Radio is an example of a good JV. When the contract with Stern was signed in October 2004, Sirius had only 600,000 subscribers, and was expecting to have slightly more than two million by the end of 2005 and 3.5 million by the end of 2006. Instead, Sirius presently has 3.3 million subscribers and anticipates having six million by year end 2006. Remember, pay others to do what you can’t do. Even if you can do it, what is your time worth? When someone wants business consulting from me, I usually refer them to someone else and take a percentage of the fees. 10. Borrow Advertising A restaurant called me in – they desperately needed cash flow and they said they would do whatever it took. I suggested they sell advertising. They had three TV screens that weren’t being used at all and thousands of people a month going through the restaurant. Here’s what I suggested: Sell a range of advertising packages which could include advertising on the TV screens, in the menus, on the walls and in the stalls in the bathrooms and on their website and ezine (weekly E Newsletter). Advertisers pay all the costs – art, setup, etc., and the restaurant gets a percentage from the artists as well. They could also trade advertising for inventory – advertise the brewery in return for a discount of beer, for example. They could also do contingency advertising, which we will discuss later in this book. Could you approach a restaurant with this same idea, so that they could use their space more effectively, and take a percentage of all the advertising fees? ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 77 http://www.makingjointventures.com
  • 77. When a business sends out flyers or statements, could they include your advertising? Could you include your advertising in other people’s packages and messages? Donald Trump works with companies who want exposure in his Apprentice TV show. Movies now do deals with companies to showcase their cars and products. Share the space, share the exposure, share the profits. This can all be done with no money and no risk. Adidas builds loyalty in Adidas promotions by offering partial payment in Adidas stock. The first beneficiaries were the New York Yankees, when they agreed to a $100 million agreement wherein the baseball world champions would wear the Adidas logo. 11. Borrow Equipment When a business has equipment that is not being fully utilized, you can use JV’s to take advantage of the situation. Rent that equipment out to another business, or trade it for services or inventory. Jim needs a snow plough and Bob has one, so instead of buying a new snow plough, he borrows Bob’s snow plough and in exchange he lends Bob his skidoo. Simple transaction. Could you rent Bob’s snow plough to Jim and take a piece of the action? By creating a use and income from equipment that is lying idle, you create additional, incremental profits for the owner of the equipment. When you create extra profits you are entitled to some of that profit. All you have to do is ask, listen and help people get what they want. Every resource in every business should be optimally utilized and exploited. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 78 http://www.makingjointventures.com
  • 78. 12. Borrow Investment / Business Opportunities True Story #1 In 1987, Rika and I got into our first business. We were quite scared. The cost was $10,000 and we had to refinance and work hard to find that kind of money. We bought a Distributorship of self development and leadership products. I would sell the products through my sales team and do the training. Soon, the Distributorships were being sold for $25,000 and I was getting a 10% commission for selling Distributorships. One night, Rika was lying in the bath and I was sitting talking with her and she suggested we package and sell our own Distributorships instead of selling for the company and making a mere 10%. After all, we treated our salespeople much better and gave them much larger commissions. At that point I had 18 salespeople. I asked, “How much shall we sell them for? $7,000?” Rika said, “No - $10,000” so we sold 15 of them and made ourselves $150,000 with no advertising, because we sold them to people and salespeople who knew us and trusted us and knew how well we were doing. True Story #2 A few years later, I decided to repeat this lucrative exercise. In South Africa, most people want and need electric fences because of the violence, crime and lack of adequate policing in the “new” South Africa. Crime is out of control and electric fencing is one way to protect yourself. My son approached a friend of his who was successful in this business and he agreed to provide full training, equipment and support to anyone who wanted to learn how to do the electric fencing business, on condition that the person only buy inventory from him, like an independent contractor, for a fee of $5,000. I added sales and marketing training and my salespeople were offered $5,000 commission per sale. My costs were therefore around $10,000 and we priced the business at $40,000. The average business being sold was around $160,000, so this was a quarter of the price and far safer and better. People could work from home with a minimal overhead and they got solid training and support. We did the same with three other business opportunities: a sign business, a bath re-enameling business and a sand carving / corporate gifts business. So ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 79 http://www.makingjointventures.com
  • 79. we had four business opportunities for sale @$40,000 each. The salespeople advertised on huge posters and included their cell phone numbers. I was well known, so the posters advertised: How to Start Your Own Business – Free seminar, free report, free consultation with Robin J. Elliott. My salespeople paid for the posters and the weekly venue for the seminar and they put the posters up. They used long ladders so that the municipality couldn’t reach them to tear them down, so the posters lasted longer! They made $5,000 per sale from any one of their leads. I presented one seminar per week and we sold on average one business opportunity per week, so I was making around $30,000 per week with virtually no overhead. I had four salespeople and they averaged about $5,000 each per month which was pretty good for them, too. The people who bought the businesses generally did well when they worked hard and followed instructions, and they saved $120,000 on the business. Win/win/win. Last December I visited my family in South Africa and saw advertising for some of the businesses I created and sold 9 or 10 years ago. True Story #3 A friend of mine told me about someone who had been selling his products through big box stores. He was tired of being squeezed and manipulated and wanted to find a new and better and more lucrative way to distribute his products, so he referred him to me. I suggested I create a business opportunity for him: get other people to buy dealerships / distributorships and sell your products for you. He agreed to cover the costs and pay me 33% of any sales made in return for my creation of the bizop. I agreed to pay my friend 10% of any money I made as a result of the deal. I would only be paid for sales made. I took a little time to set the bizop up, wrote the copy, designed the deal and the systems and the owner of the business paid for the website, ezine, advertising, inventory, virtual office space, stationary, brochures and samples. The leads came to me. Those sales that I closed made me about $8,000 each. I paid $800 at most to my friend who made the introduction. I carried no cost or risk at all. I put in some time but I was well paid. And I got massive exposure. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 80 http://www.makingjointventures.com
  • 80. True Story #4 A friend of mine has a really good investment opportunity that shows a 17.8% annualized ROI over five years. Plus, it is RRSP (401K) eligible. He pays me 10% up front for any investment I bring to him. So I tell my friends and Dollarmaker Members about this opportunity. When they bring an investor, I split my 10% Finders Fee with them. Now the average person is only getting about 2% on their RRSP money, so 17.8% is pretty good and it pays monthly. My people send me investors and I send them to the man who spends time with them, shows them the opportunity, does all the work and pays me 10% which I share 50/50 with the person who brought the investor. I literally make thousands of dollars from relaying a name with two phone calls and so can you. $$$$$ How can you benefit from this information? Introduce someone to a concept and make money. Link the skill set and the need and take a percentage. Once you see the possibilities, you have many options to JV. "Do not let your fire go out, spark by irreplaceable spark, in the hopeless swamps of the approximate, the not quite, the not at all. Do not let the hero in your soul perish, in lonely frustration for the life you deserved, but have never been able to reach. Check your road and the nature of your battle. The world you desired can be won. It exists, it is real, it is possible, it is yours." ~ Ayn Rand ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 81 http://www.makingjointventures.com
  • 81. PART 3 30 Real Systems You Can Use to Make Real Money, Real Fast, in the Real World: Before we embark on this exciting journey, here’s a quick “Check-up from the neck up”: You talk to yourself at a rate of 600 words a minute. Even when you’re talking to yourself out loud, you're talking with yourself internally as well. You’re constantly evaluating your circumstances and choices, based on your frame of reference and conditioning. Many of the confusions we jump to are automatic; conditioned responses based on past experiences which were often painful. So, many of the choices that we make are guaranteed to keep us in a negative loop, unless we consciously and actively stop the downward cycle and interrupt the negative pattern. Here’s a proven and simple way to do just that. Have you noticed that you always answer your own questions, and that the question determines the answer? And that we act on those answers? If you ask yourself, “Why am I so stupid?” You’ll get an answer that confirms that you are stupid, by telling you why you are stupid. If you ask, “Why do I have to work so hard?” you’ll trigger the same, negative response to confirm and support a negative belief or paradigm. “Why can’t I get out of debt?” will elicit an automatic, programmed response that will keep you in debt. The way to break free and escape this trap is to consciously and purposefully construct and ask questions that are designed to break the mold of pessimism and failure in any area of your life. In order to break disempowering habits, one fast way is to constantly ask yourself the right questions. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 82 http://www.makingjointventures.com
  • 82. Write down these questions and be sure to ask yourself these questions (out loud, if possible) at least seven times every day. Try these for a start: How can I double my income? What is great about my life? What do I like, respect and admire about the person I just met? How can I add more value to the products and services I sell? What am I grateful for? How can I do more in less time? What am I happy about? What is great about this situation? Why do I have so much energy and joy? How can I joint venture with others to make my dreams come true in a fraction of the time? What can I do to increase the happiness and comfort of those I work with / my vendors / my family? What did I learn today that will help me for the rest of my life? Why am I such a great person? Why do people like and respect me? Who can I team up with do this this faster and better? Tailor your questions to overcome mental and emotional challenges in your life. Focus on good things, solutions and events that you’re grateful for. Focus on what you want, not on what you don’t want. Create vivid mental pictures of your goals. Manage your mind and thoughts and everything else in your life will improve. Most of all, mix with Eagles instead of turkeys – Eagles will help you, support you and encourage you. When you read the following systems, do not allow negative conditioning to get in your way. As soon as you hear yourself saying, “But…” or, “I can’t do that”, stop and open your mind. I know I’ve said it before but repetition is the mother of learning. Here we go! ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 83 http://www.makingjointventures.com
  • 83. 1. Barter. When we exchange resources, goods, time, inventory, skills, equipment, goods and services, we’re bartering. Instead of using cash, we can barter underutilized time, space or other assets and even future services and production, especially if the products and services have big margins. Plus they may be depreciating, hard to sell or easy and cheap to produce. Extra capacity is as good as hard cash when bartered. Barter is now worth $12.1 Billion per year in the US, with an annual growth of 8 – 12%. International reciprocal trade organizations predict that 20% of all business transactions will be conducted through a commercial exchange network by 2010. Barter is a form of JV. I know a dentist who bartered his services for advertising time on a radio station and a restaurant that bartered meals for cleaning services. Hotel rooms and staff training, consulting and legal services, high margin electronics and a host of other products and services lend themselves to barter. Barter conserves cash, and the goods are always bartered at their retail price! That means that if your food cost percentage is 34%, you’re buying at a discount of 66%! You can even pay people to work for you with barter. And with redeemable coupons and gift certificates, you are essentially being loaned money at no interest until those coupons are redeemed. “Breakage” (meaning Unredeemed certificates) makes barter even more attractive – a certain percentage will not be redeemed – up to 40%! Barter is like printing money! Deals can be triangulated and cash flow can be relieved and ramped up. Plus, one barter transaction can lead to repeat business and thus an exponential return on investment (without a cash investment!) Bartering services and slow moving inventory for advertising is extreme leverage. Barter can produce cash customers. Think about the ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 84 http://www.makingjointventures.com
  • 84. resources you have and who would want them. Work ON your business instead of IN it. Here’s a simple example of working with a Barter/Trade Company. The Trade Company is like a bank. I belong to one. They advertise any products or services I offer them, free of charge for me to their Members. I have no marketing fee. I pay no commissions on sales. So the company advertises my $1,000 Joint Venture Broker Bootcamp to the Members. Eight people sign up, so I earn 8,000 Trade Dollars. This is viewed by Revenue Canada and the IRS as taxable income. In fact, you can get a loan from the bank against trade dollars. So this is real money which can be spent with other Members of this Trade Company and its affiliates around the world. I pay the company 12% in cash on every trade dollar spent and earned. I reckon the Bootcamp seat costs me about 3%, so my trade dollar costs me 15 cents. My Broker, who works for the company, gets paid commissions on all the business I do, so she is highly motivated to get me to earn and spend trade dollars. When I buy stuff on full trade, I get an 85% discount because my cost is only 15 cents on the dollar. I recently did some printing at 40% trade. That means a savings of 34% to me. I buy banners, CD’s, clothes, corporate gifts, awards and trophies and many other things on trade, all at a real discount of 85%! A hotel room that is empty is a loss to the hotel. They can sell it at full retail on trade. Their real cost on a hotel room is about $18.50. If they sell it for $150 trade, that means their real cost on a trade dollar is the 12 % to the trade company = $18 plus the $18.50 hard room cost = $36.50 on $150 = 24%. So when they spend their trade dollars, they get a real discount of 76%! They can spend trade dollars on stuff they would normally pay hard cash for, like accounting services, construction, products, you name it. You have to be aware of your cashflow when using trade, but I find if you read the manual and take the time to understand trade, whether you use a trade company or not, you will make money. I love trade and barter. Be sure you choose a good barter company and if you would like me to e mail you a ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 85 http://www.makingjointventures.com
  • 85. trade manual with my compliments, e-mail me robin@dollarmakers.com with “Barter Manual, Please” in the Subject Box of your e-mail. Highly recommended websites for a lot of valuable information: www.tradeexchangecanada.com and www.www.barternews.com “Honesty is the cornerstone of all success, without which confidence and ability to perform shall cease to exist.” ~ Mary Kay Ash 2. Gift Certificates / Coupons You go to five (or fifty) different businesses and get each one to offer you a sample or taste of their business to give away. For example, Business #1 is an accountant who might give you a credit voucher or coupon for a free consultation worth $200. Business #2 offers samples of its products worth $30. Business #3 offers a free carwash or carpet cleaning or home evaluation, and so on. These valuable coupons and samples come with the understanding that, if the sample or free consultation or service results in business, YOU get paid an ongoing commission on all resulting business for a certain period of time, or forever. I prefer forever, myself... Think about it: If a hairdresser gives away a free haircut and does an excellent job, she could create a new customer for life, who would bring her a lot of business and new referrals over the years. It PAYS her to give away a free haircut. You can now be armed with hundreds and even thousands of dollars worth of coupons, gift certificates and samples that didn’t cost you anything. You can hardly wait to give them away because you know that some will result in business, creating a stream of income for you, with no cost or risk to you! Which businesses should you approach? The best is to approach people whom you know or people to whom you’ve been referred – that’s better than cold calling. Ask yourself who is an honest, reliable, credible and professional business owner. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 86 http://www.makingjointventures.com
  • 86. Again, use your NEER relationships: Naturally Existing Economic Relationships such as your barber or hairdresser. Example: Bill does business consulting. He agrees to give you 20% of any business you bring him. He prints Coupons offering a complimentary consultation with him worth $200. He pays for the coupons. He puts them into nice envelopes which he also pays for. He gives you the coupons. You distribute the coupons to business owners. Some of them go to Bill and get a complimentary consultation. If they become his clients, Bill pays you 20% of everything they pay him. You go to a business and say, “Would you like to be able to give your clients Gift Certificates worth $200, instead of a discount? I will give you the Gift Certificates for nothing.” Or you can sell them the certificates! They’re not part of the commission structure – they’re getting the Gift Certificates at no charge. By giving out gift certificates they’re building loyalty and adding value to their customers. They will be very grateful to get the certificates from you. Sample letter / communication to elicit Gift Certificates / Vouchers. This is a letter / e-mail you can send out: Dear …. I am in the process of offering a few choice professionals the opportunity to provide me trackable Gift Certificates / Coupons valued at a minimum of $100 that I can distribute through various channels, including my seminars, products, JV’s, e-mail, etc. I require high quality color, Gift Certificates that can be honored internationally and tracked. In other words, if someone takes advantage of your offer of a free consultation, sample, or whatever the Gift Certificate offers (NOT discounts), and they become your client, I want to be assured that I will receive a commission on all on-going, ensuing business. Your business fits this profile as you are a true professional, and I like and trust you, plus your service fits into the mix which I am offering. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 87 http://www.makingjointventures.com
  • 87. If you are interested, please e-mail me or call me ASAP with the commission structure you’re offering (so that I can decide) and also when I can expect to receive the Gift Certificates (starting with a minimum quantity of 100) by courier/delivery. Talk with you soon, YOUR NAME Note: If you agree on the terms and conditions offered, draw up a simple letter that details exactly how much you get paid, when and how you get paid, reporting process, etc., and you’re off to the races. Do your due diligence before offering someone this remarkable opportunity to market them at no risk or cost – they get great exposure and all they pay for is results, if and when someone actually buys. You can issue literally thousands of these Gift Certificates. You don’t pay for the printing of the Certificates and the nicer they look (they should be in envelopes as well) the more likely people are to respond. Don’t leave a pile of Certificates on a store counter – the more value you attribute to them, the more people will value them. If at any time you are uncomfortable with the person who has issued these Gift Certificates, you should reserve the right to return them and do not distribute any more. The Gift Certificates could also all contain your name and /or website, contact information and tracking details. Imagine this with me. You have 20 businesses supplying you with high class Gift Certificates, coupons and samples. You can distribute literally thousands of these Gift Certificates through other businesses. Every Certificate that results in paid business puts money into your bank account! Kaching! ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 88 http://www.makingjointventures.com
  • 88. Now, how do you distribute these Gift Certificates? $ You can give them (better still, SELL THEM) to salespeople who use them as an incentive and premium to get people to make a buying decision: “Sir, I have been authorized by my manager to give you this selection of high class Gift Certificates, valued at $1,000, if you authorize this transaction right away. This is to simply reward you for making a smart buying decision and saving me the time of coming back tomorrow to collect your check. Time is money, as you know! – Now, let me show you what Certificates you’re going to be receiving…” $ You can have other businesses distribute them for you as gifts to their customers for their loyalty and patronage. $ You can have them included them in gift baskets, get well gifts, new car sales, anywhere. $ Restaurants can hand them to their guests – the Maitre D’ can say, “Madam, the Management has asked me to present you with this lovely Gift Certificate for a free Sauna / Massage / Yoga Class / Facial as a thank you gesture for gracing our restaurant with your presence. And for Sir, I have a Gift Certificate for a Free Two Week Membership at Harry’s Health Club and a Free Consultation with an excellent Accountant. Enjoy!” Do you think the restaurant will benefit from that? Of course. Great added value and word of mouth advertising! $ Businesses could include them with their invoices to their customers. “We are built to conquer environment, solve problems, achieve goals, and we find no real satisfaction or happiness in life without obstacles to conquer and goals to achieve.” ~ Maxwell Maltz ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 89 http://www.makingjointventures.com
  • 89. 3. Reactivating Customers We know that every business loses customers every year, for various reasons. This is called Customer Attrition. Now you approach a business and here is your scripted pitch: “Hi, Bill. Let me ask you a question: Do you agree that 10% of something is worth more than 100% of nothing? Good. Now, Bill, if I could bring you additional business and income that you would not have had, with no cost or risk to you at all, using none of your time or resources, and if I did all the work, carried all the costs and took all the risks, would you be prepared to pay me a percentage of the found money, incremental profit over a period of two years?” If he says “NO”, go to his competition right away. If he says “YES”, continue thus: “Great, Bill. Now, every business loses customers over the years, for many reasons. Sometimes, they were lured away by competitors, lost interest, got busy, didn’t have questions answers or problems solved, moved away or were unhappy. For whatever reason, they are no longer your customers. Would you agree?” Bill agrees, unless he’s really dumb. (Many people are dumb – don’t take it personally!) “Great. Now, Bill, if you gave me a list of your inactive customers and I had a proven way to ethically bribe them, lure and entice them back into the fold, as it were, to reactivate these customers with my Welcome Home Package worth hundreds of dollars that I use, along with a proven, scripted approach, that is non-invasive, non-threatening and very friendly and very appealing, would you be prepared to pay me a percentage of the ongoing business, which you wouldn’t have had, over two years?” ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 90 http://www.makingjointventures.com
  • 90. If “Yes”, continue. If “No”, RUN! “Bill. There is no risk at all to you, no work, no time, no cost – those who are not reactivated will love your business and you will get amazingly good PR out of the exercise. This is done very professionally and I will sign a Non-disclosure agreement and also agree not to reveal or release your client list to any other business.” Tell Bill how you have all these free gifts. He could also offer a special discount to reactivated customers himself. DO NOT reveal that you will get commissions from those supplying the gift certificates. That is entirely ethical and honest and it is also none of Bill’s business. You don’t want him stealing you idea! If Bill doesn’t want your service, go directly to his competition. Now, how do you approach the inactive customers? “Hello, Mr. Rich? This is Robin Elliott with Bill’s Lumber Supply. Our records show that you have been a very valuable client of ours over the years, yet you haven’t been using our services for a while. Is there any reason for that?” Now handle the complaints or problems if any through the business admin department or customer service department by transferring them. Then proceed as follows: or, if there was no problem, also proceed as follows: “Mr. Rich, we have a very special Welcome Home Gift for you. We want your business. It’s hard to get good customers like you and we’d rather work with old friends than unknown people. Not only will you get an instant discount of 10% on your first Welcome Home purchase, which has to be activated within seven days but you will also immediately receive a special Gift Basket with samples, coupons, Gift Certificates and vouchers from different businesses worth over $1,000! Now, may I go ahead and book your Gift Basket for you? I would like to let our Customer Service Department know when you will be visiting us ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 91 http://www.makingjointventures.com
  • 91. to place your first order so that we’ll be ready for you. When can we expect your visit?” This can be applied to any business, including restaurants, hotels, stores, service providers… unlimited potential. You can go in person or do this on the phone. You can work from home in your pajamas, using a phone and ideally e-mail. You can pay someone minimum wage to do this. Or your underutilized employees. You can work from anywhere in the world. You can work with THOUSANDS of businesses. Unlimited income at no cost or risk – everyone wins! Ask me how DollarMakers can become one of your first coupon providers and income producers! I want to send you money every week! “It’s lack of faith that makes people afraid of meeting challenges, and I believed in myself.” ~ Mohammad Ali ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 92 http://www.makingjointventures.com
  • 92. 4. Increasing Closing Ratios Talk with a salesperson and ask what his/her (if change here change after as well…) closing ration is. Let’s say Laura sells insurance and she closes two out of every ten prospects she sees. What if you gave her fifteen Gift Certificates, Vouchers, Coupons and Samples that didn’t cost you anything, and she gives them away to prospects as an incentive and premium to encourage them to make a decision and buy right away? She could say, “If you go ahead and invest today, I am authorized to gift you these coupons and vouchers, Gift Certificates and Samples worth over $1,000!” Now Laura gives away your coupons and you get paid for any resulting business by the people who issued the coupons, PLUS Laura should pay you a commission on any EXTRA sales she made (any increase in her closing ratio) as a result of using your coupons! You set it up and walk away and Laura works for you, as do the suppliers of all the coupons! This is another powerful way to increase closing rations and be paid for it: Arrange for some training with a good sales trainer and split the resulting commissions on increased sales with her or him. Here’s another: Find two good realtors (or any other type of salespeople who are selling the same kinds of products or services to the same customer type / demographic). If each realtor is closing 20% of their qualified buyers, get them to agree to pay you 10% on increased sales. Then get them to agree to swap their unconverted leads with one another. Their sales ratios on this referred business will be very high. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 93 http://www.makingjointventures.com
  • 93. Here is a script for them to use: Betty has been trying to sell Tom a house but he’s not buying. While he’s in her office, she calls the other realtor, Sally, and says, “Sally, Betty here. I’m sitting with Tom, who just a great guy and I haven’t been able to find a home for him. I feel terrible, Sally, and I know you’re a star when it comes to helping my clients. Please talk with him – Tom, here’s Sally – she’s amazing – Sally, Tom!” and she hands Tom the phone. Sally sets up a meeting and sells him. You get paid 10% of the commission. Kaching! If you’re a sales manager, teach your own sales team to work like this. Less fear and ego = more money! “For every failure, there's an alternative course of action. You just have to find it. When you come to a roadblock, take a detour.” ~ Mary Kay Ash 5. Triangulation Every deal that you set up between two other parties is a “Triangulated Deal”. The less time and energy you have to put into any JV, the better. We know that some will work and that some won’t, and we know how valuable your time is. Duplicate yourself through others – leverage other peoples’ time, resources and money. Let them do the work and take the risks and spend the money. My very good friend, Marnus Roothman, has an excellent background in Public Relations and in printing. He knew a bodybuilding champion, Lionel, Mr. South Africa, who owned eighteen health clubs. So Marnus invited Lionel and me to a lunch, where he proposed we co-write a book, called Muscle, Mind and Motivation. I would write the stuff about mind and motivation and Lionel would cover the muscle, health and diet part. Lionel responded to Marnus, “Sure, that’s a great idea, Marnus, except that Robin is a fat boy – he needs to lose some weight first so that he is walking his talk!” He gave me Gold Membership of his clubs and I lost weight, put on muscle and started writing. The book was a great success and we marketed it through seminars in the clubs and sold Memberships at the same time. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 94 http://www.makingjointventures.com
  • 94. Everyone had fun and made money. Marnus triangulated that deal and made cash by doing so. “Pretend that every single person you meet has a sign around his or her neck that says, Make Me Feel Important. Not only will you succeed in sales, you will succeed in life.” ~ Mary Kay Ash 6. Bundling When I go to buy a suit, the salesman adds pants, shirts, socks, shoes, ties, cufflinks… It’s natural that he should offer the entire range. He simplifies my life, provides a nice discount for the bulk buy and we both win. (He could, of course, also offer me Gift Certificates for a manicure, a sauna, an image consultation, a haircut…) Bundling means you add another, complimentary product or service to an existing distribution route or sale. You can do this with salespeople. They’re already selling and making calls. Can they add your product or service to their line? Could it be added as part of the sale? Could someone else’s product or service be added? Patricia sells houses. You persuade her to increase her prices and include home inspection services, provided by Don. This becomes an automatic sale – it’s included in the service. You get paid by Don. Everyone makes more money with very little extra effort and you add value to the customer by making things easier. Your mechanic, Trent, agrees to raise his prices slightly and include a carwash in every service he provides. He makes more money and you get a commission from the carwash guys. Billy sells renovations and you have a carpet cleaning business. You can have Billy include you services on his menu. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 95 http://www.makingjointventures.com
  • 95. Think what products or services the customer would logically need, want and buy prior to, during and after the purchase of any product or service. When they get carpets cleaned, do they need painting, plumbing, home theaters? Could the carpet cleaner introduce those services through the use of your Gift Certificates? When we first arrived in Canada we didn’t know anybody but we were given a South African Business Directory. We bought our car, computer services and banking services through that directory. Where else does this work? When someone buys a house, how about providing them a directory of a lot of products and services available in their new home area? You could charge the businesses involved an advertising fee as well as a percentage of any ongoing business they get as a result of the directory. You could make money out of the advertising and printing of these directories and then sell them to realtors. It’s an entire business concept on its own. The same applies to Gift Certificates. Bundling is more than the Upsell. It presumes or assumes the sale – it includes the extra products and services rather than offering them as an additional option. You can always remove them and drop down. Bundling allows one to add multiple products and services to any sales transaction and to any distribution. Remember, in order to exponentially increase the profits in any business, we need these things: more sales, more money per transaction, higher margins, more frequent sales, more referrals, more income streams, more products and services to sell, lower overheads, more leverage and less customer attrition. The past is not equal to the future. “The successful men of today are men of one overmastering idea, one unwavering aim, men of single and intense purpose.” ~ Orison Swett Marden ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 96 http://www.makingjointventures.com
  • 96. 7. Host Beneficiary This is a very powerful way to make money. You can do it with your own product or service or triangulate it between other people and still make money. Jennifer is a coach who has a database of 2,000 people, her customers and friends who trust and like and respect her. She sends them all a letter to tell them about you. She says, “Tami is my good friend. She does an exceptional job of helping people organize their homes and offices. I have persuaded Tami, as a gesture of thanks to you, my valued customer, for your loyalty and patronage over the years, to provide you a free audio CD on ‘How to Get Organized and Stay Organized and Save Seventeen Days a Year of Your Life.’ If you would like a free copy of this CD, call Tami direct at 569.999.8888.” NOTE: Jennifer is not getting paid for resulting business. She is not giving away her database. She is simply offering her customers a valuable, practical gift. This will increase her customer loyalty, referrals and sales. Now Tami reciprocates. She sends out a similar letter to her customers, offering a free, one hour TeleCoaching session with Jennifer, endorsing her and recommending her. Both win. Everyone wins. High closing ratios. Nobody’s privacy is compromised. Here’s another example. A Lawyer sends out a signed, personalized letter to all his clients, thanking them for their business and offering them a free, one hour consultation with his accountant – no obligation, just a nice, objective, third party perspective on your accounting systems. The accountant reciprocates. He tells his clients, “My Thank You Gift to You is to provide you a one hour, no-holds-barred, no obligation, consultation with my lawyer, Sam, who is a very smart man. He will look over any contracts you have or anything else and give you his free opinion. With my compliments! Please call Cathy, Sam’s personal assistant, and arrange your consultation. This ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 97 http://www.makingjointventures.com
  • 97. offer expires June 30th. Cathy’s number is 787.7878. Sam is a busy professional, so call soon and book your consultation.” You can take this to any level you like, triangulate it, do it multiple times. The closing ratio depends on the relationship people have with their customers but it is really a fantastic “no money, no risk” way to build your business fast. Naturally, if you triangulate the deal, you would be paid a commission on all resulting business. "We can evade reality, but we cannot evade the consequences of evading reality." ~ Ayn Rand 8. Old Telephone Numbers / URL’s This is a great one. 87% of businesses fail. And before they go down, they usually spend a lot of money advertising their telephone number. They print calendars and ad specialties and bookmarks and they advertise all over in magazines, etc. Then they go out of business. Usually, people fail in business because they don’t make enough sales / and / or insufficient cashflow, so the chances are that failed businesses spent a lot of money advertising their telephone numbers . If they’d used JV’s they would probably still be in business. But they’re not. So you go through old phone books up to four years back and call all the businesses or better still pay a student minimum wage to do it. Some of the businesses he calls will be out of business, yet people are still calling that number! You call Joe’s Jewelers and Mrs. Smith answers. She says she gets calls every day for the Jewelers, but she’s not a jeweler - she just has their old number! So you buy the number or buy the leads and relay them to a real Jeweler on the understanding that you will be paid an ongoing commission on all sales resulting from these leads. You can have the calls go though you so that you maintain control, if you like. You can do this with any business. Free advertising, free business, you get paid. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 98 http://www.makingjointventures.com
  • 98. You can do this with any business that has good profit margins and where the sales warrant your efforts. You probably wouldn’t do this with a pizza store. We did this with a jewelry store that doubled its profit as a result. All those numbers are out there, netting solid leads, and you can have them! The same goes for URL’s (website addresses). This is a great system and there’s no risk or downside and no cost. You pay only for results and you only get paid for results. “The strongest oak of the forest is not the one that is protected from the storm and hidden from the sun. It's the one that stands in the open where it is compelled to struggle for its existence against the winds and rains and the scorching sun.” ~ Napoleon Hill 9. Bankrupt / Failing Businesses When I was approached by the frantic owner of a failing business in 1995, we stood back and rationally analyzed the situation. By leveraging the Hidden Assets in the business, getting rid of unproductive staff and refocusing, we turned the corner and the business is still flourishing today. You know that, when a business is in trouble, logic often flies out of the nearest cracked window and emotional choices rule the day. Yet this could be an opportunity for you and the owners to benefit. Instead of simply closing the doors and selling off the inventory and equipment on a fire sale, look for the Hidden Assets in the business – a sales team, intellectual property, a customer database, unfulfilled orders, access to residual sales of consumable products and services, relationships, inventory, equipment, distribution and goodwill. These could be converted, with little or no upfront costs, to windfall profits and ongoing income for both you and the owners of the distressed business. You could possibly establish a lucrative, win/win Joint Venture that leverages these Hidden Assets by adding your own distribution, inventory piggy-back or other resources. The key is finding an open-minded business owner who realizes that he needs help and is mature enough to get his ego under control. Make sure you ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 99 http://www.makingjointventures.com
  • 99. have adequate contractual protection and be prepared to negotiate. After all, you’re in a position of strength and you can often turn a seemingly bad situation around. Smart business owners know that it’s wise to talk with objective experts when they’re panicking about cash flow. I know I have had occasion to regain my perspective and regroup when I did so in the past. Could you take over unfulfilled orders and pay a percentage of the profits back? Could you start a new business, using the existing staff, equipment, database and systems and share the profits? Could you take over the name, if it is a good one? Could you sell other, allied products and services to the database? Could you work with his vendors? Talk with a lawyer and see how you can take over the business with no cost or risk to you. Find a way to benefit from the years of work and goodwill, telephone numbers, website, etc. Find win/win salvage options. “Courage is the first of human qualities, because it is the quality which guarantees all others.” - Churchill ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 100 http://www.makingjointventures.com
  • 100. 10. Trading Products and Services In the 70’s, Chrysler had 1,000 Imperials parked at Michigan State Fairgrounds and they couldn’t sell them. They traded at sticker (retail) price for radio and TV ad credits all over the country to be used over 5 years. They took the ad credits (Scrip) to the bank and used it as security to borrow money to manufacture more cars. Scrip that is not redeemed is called BREAKAGE. A Beverly Hills Hotel was bought out of Chapter 11 bankruptcy and immediately issued $3m worth of rooms, food and drink credits to be used over a five year period – Scrip brokers bought it up for $1.5 million in CASH. They Cash Converted future business. (40% breakage!) Trade dental services for radio advertising. Trade excess inventory for signage space. Trade an accountant’s services for computer services and take a piece of the action. Triangulate or use in your own business. Create a new business. Then sell it! I traded a a seat on a $1,000 Bootcamp for a brand new set of waterless cooking pots that retail at $3,000?. My cost was around $10. Win/win. “I don't measure a man's success by how high he climbs but how high he bounces when he hits bottom.” ~ George S. Patton 11. The Back End Create deals that allow you to use and add products and services and take a piece of the resulting profits. Wedding planners can cross sell, bundle and upsell to realtors, furniture stores, tour companies and lawyers, accountants and business brokers. Carpet cleaners can also sell electrical work, painting, furniture, plumbing and new carpets/ flooring, renovations, glazing and travel agency services. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 101 http://www.makingjointventures.com
  • 101. You earn make a percentage of all this ongoing business! See below for more details! Realtors can introduce lawyers, auto dealers, landscapers, painters, universities and taxi cab firms. Or you can link them up and get paid. Set up 20 suppliers to work with 100 realtors! That’s a lot of residual income for you. Breaking Even on the Front End When you have a service or a product that is bought many times over, it makes sense to pay to get a new customer. For example, I showed a hair salon owner client of mine how to invite high-end potential clients for a free hair cut and blow wave. His cost was negligible; however 82% of them were so impressed with the quality of his work that they became regular customers. A Surgeon may offer a free service in order to obtain long-term customers. An accountant or lawyer may offer a free initial consultation. Combine the above with a Joint Venture and you can create the opportunity to access a large base of potential customers, especially if you have a consumable product. If your research and experience shows that most people who try your product go on to consume it on a regular basis over a period of time, why not ask JV partners to advertise your product and keep 100% of the first sale income for their trouble? Or they might want to give it away to their clients as a gesture of thanks for loyal patronage. The clients who like it can be directed to make all future purchases from you. Smart coffee shop owners can target business people who work in the area with an offer of three free cups of coffee. Their real incrememtal cost is about 15 cents per cup. The prospects will get used to coming into the shop and probably buy muffins or sandwiches anyway, and if the food and service is really good they could very well become regulars. Three cups of coffee costs about 45 cents. What is your profit on a sandwich? ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 102 http://www.makingjointventures.com
  • 102. “Do not wait; the time will never be ''just right.'' Start where you stand, and work with whatever tools you may have at your command, and better tools will be found as you go along.” ~ Napoleon Hill 12. Underutilized Assets and Resources I worked in a city where there was no 24 hour restaurant. A chef from Germany approached a restaurant that operated from 6am to 6pm. He said, “Let me run this restaurant from 6pm to 6am – we’ll share the overhead, run two separate businesses from the same venue, get lots of new business and both win.” Both the owners did exceptionally well in the first 24 hour restaurant in town! Many businesses and individuals have underutilized resources, space, time, money, employees, advertising space, inventory and the like that you can leverage, cash convert and benefit from. Empty offices and garages can be sold. Blank space can be turned into advertising space and sold or rented. New products and services can be sold using excess inventory as a premium / incentive. If you seek, you will find! I was in a restaurant in Pretoria, South Africa, recently where the cruet sets (salt and pepper sets) had a small binder attached to them with the laminated advertisements of 20 different businesses. It was stylishly done and it gave the patrons something to read while waiting for their food and drinks. The person who arranged it gives the cruet sets to restaurants for free, but of course he charges the advertisers to advertise them on the restaurant tables – a certain amount per table per advertiser per month and it really adds up! This is a simple yet effective business idea. Oh, I hear you snort that you hate selling. Well, how about getting someone else to make the advertising sales on a commission basis for you? You can borrow or hire skill sets. Today I went for a long walk and along the way I stopped at a coffee shop. When I went to add cream to my coffee, I saw a nice box with twelve square segments in it. Each segment was covered in felt and contained a bunch of neatly packed business cards. A smart, laminated sign in the lid of the box read, “Place your card in this box for $5 per month.” That’s $60 per month ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 103 http://www.makingjointventures.com
  • 103. income – 100% profit. Could you arrange these boxes in all the coffee shops in your area and share the income with them? 20 coffee shops @ $30 per month for you = $600 per month. Rika and I once had a booth at a trade show in Abbotsford, BC. During the day, a lady came up to us and offered to take five photos of us in our booth with her digital camera, and e-mail them to us the same night, for ten dollars. Wow! That is smart. Not only did she make ten dollars, but she got the information of all the trade show exhibitors. Do you think she could sell that list to other Trade Show organizers? Could you have a kid with a camera work all the trade shows for you and split the profits with you? Could you sell advertising on those vacuum machines at gas stations? How about on vending machine pedestals? Could you buy the advertising space and then just flip it to someone else who did all the selling to advertisers? I like to fly with WestJet. When I look out of the window I see the WestJet name on the tip of the wing. How about selling advertising on the backs of airplane seats or on the wings for passengers to gaze at? Think outside the box. Airlines are hurting so bad, you’d think they would realize they could make more by selling advertising than by cutting down on food and serving half cups of coffee. WestJet doesn’t serve half cups of coffee and their service is great. They’re my favorite airline. When are people bored and looking for something to read? That’s where we can sell advertising. Like in doctors’ rooms – all those tatty magazines… All those opportunities! You are surrounded with money making opportunities. You are a Money Magnet! “Sure I am of this, that you have only to endure to conquer. You have only to persevere to save yourselves.” ~ George S. Patton ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 104 http://www.makingjointventures.com
  • 104. 13. Inventory that Doesn’t Move If someone has a lot of stuff they can’t sell, they might give it to you to sell on a consignment basis. After all, what are their options? People buy vending machines and want to get rid of them because they don’t make money. People write books and can’t sell them. People make things and manufacture things and buy things and they’re lying in storage or in the basement and they’re only too happy when you offer to take them off their hands, right? RIGHT. “Something is better than nothing.” “Just get them out of here so I can use the space. I’ll take whatever I can get.” People join MLM companies and buy a lot of stuff they can’t move. Eventually, they realize they’re never going to sell it. Then you come on the scene. You take the stuff to stores, retail outlets, mall carts, gas stations and salespeople and you get THEM to sell it. And of course you take a large percentage of the profits. People buy vending machines for $1,500 each and then nine months later sell those same vending machines for TWENTY FIVE DOLARS EACH, just to get rid of them. You can buy them for $25 each and trade them for stuff you want at $300 each. Or you can resell them. Or sell them for $200 each to retailers who use them as premiums, incentives or gifts (a vending machine as a gift?!), prizes or bonuses. No money or risk to you. How do you find this stuff? Advertise in the WANTED column of your local newspaper - ask around, you’ll be surprised. I placed a nice gumball vending machine in a restaurant, right next to the cash register. My business was advertised on top of the vending machine and on the pedestal. I donated it to the restaurant and told them they could stock it with gumballs and keep the money. I get on-going, free advertising to everyone who visits that restaurant. I supplied the same restaurant with 1,000 free, photocopied paper placemats, each one containing motivational sayings, along, of course, with my advertising. How about printing on the placemat, “Bring this placemat to John’s Gym for a Free Gift”? The free gift, of course, is in the form of Gift Certificates. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 105 http://www.makingjointventures.com
  • 105. “The freedom to be your best means nothing unless you are willing to do your best.” ~ Colin Powell 14. Trade and Sell Unconverted Leads Realtor A gets 10 hot leads and only sells/ converts one. What does he do with those he doesn’t sell? Realtor B does the same thing. You take the leads that A doesn’t sell and sell them to B or get paid a commission on sales made and split the income with A, and vice versa. Take the unconverted leads and either YOU sell them, or trade them or sell them to someone else. This is very simple. EVERY salesperson has unconverted leads. They paid a lot to get them but for some reason they didn’t buy. Now you can turn those leads into ready cash. Business brokers have the same options. If Bob doesn’t sell his business, perhaps the buyer will buy mine? JV’s are about partnering, not competing. Share, partner, work together, share the love! Get those petty little egos out of the way and make money. Think of all the millions of unconverted sales leads out there – qualified, hot and ready to buy – just waiting for you to turn into rivers of money! “Don't dwell on what went wrong.” ~ Dennis Waitley ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 106 http://www.makingjointventures.com
  • 106. 15. Piggy Backing I had some salespeople selling SMI programs for me – Goal Setting programs, Time Management programs, etc. One of my salespeople got back to the office and told me he pitched a hair salon owner and he asked if I was prepared to train hairdressers to sell more. I said, “Sure!” $1,000 per month for one hour per week and I guaranteed they would double their sales in two months if they followed my advice. I got one salon, then a second, a third and, after six months, a fourth. So that profit center made me $4,000 per month. I was invited to give a talk at the hairdresser’s conference, and at the end of my talk a man named Maxim Krok approached me. He said he owned the rights for that country to the Redken hair product range and he made me this offer: “Robin, I know what you can do. You’re the best in the country. I own the premier product. I want you to ONLY train salons that stock my product. In return, I will promote your services through my salespeople. But I won’t pay you. Deal?” I agreed. In the next FOUR DAYS, I got 16 new customers. From $4,000 to $20,000 per month in 4 days. On my own, it might have taken me 4 YEARS. But here’s the most important part. Maxim suggested I read the book, “Horse Sense” by Al Reis and Jack Trout. I read it and it helped me a lot. What if I was smart and negotiated 5% of all the sales of all the Redken products sold to my salons over a period of five years? Could you have introduced me to Redken and taken 20% on my increased sales (that would have made you $3,200 per month) and a percentage of all Redken’s sales to those new salons? Of course you could. Ride on the back of an existing distribution route. Simply add your product or service. Everyone wins. The relationships are already in place. Trust has been built. Credibility is established. Walk in and make money! Joe buys advertising space. He knows how risky and costly it is, and he wants to hedge his bets. He wants to optimize his ROI (Return on Investment), and you can help him to achieve this goal. So he adds your flyers (or your clients’ flyers) to his mailings and gets paid on any resulting ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 107 http://www.makingjointventures.com
  • 107. sales. He mentions you or your clients in his adverts and on his billboards and gets paid for resulting sales. He shares his advertising space and maximizes his ROI. He adds a mention to his ezines, a link to his website and time at his seminar. You can have hundreds of people cross-selling hundreds of others and make money on all the resulting business. Two minutes ago, I saw an e-mail go out to five hundred people from one of my JV partners, advertising one of my free TeleClasses to sell $1000 JV Bootcamps. No risk or cost to anyone. Generous commissions paid. Win/win. Last month, a friend had me speak to his group and got paid a thousand dollars commission on my resulting business. Easy to do. Get the business by getting paid for results: When an attorney, J. Jamail, was asked to represent Penzoil in court in the late 1980s, he agreed to barter his services for a percentage of the award if he won the case, instead of charging an hourly fee. He won the case against Texaco and when Penzoil was awarded $3 billion, Jamail earned about $420 million. New Areas: How about getting the rights to sell a product, service, business opportunity or franchise in an area where it is no currently being sold? I did that with a company out of Idaho. I called them and offered to sell their business opportunities in Canada. They flew me in immediately, we struck a deal and we all made money. When you open up a new territory, you can ride the wave of distribution like a surfer in Hawaii – the difference is, you can remove the risk of losing money if it doesn’t work. More Ideas: Get Endorsements. Anything that is endorsed by a celebrity carries weight. Get financing from your vendors and suppliers; they have a vested interest in your success. Use Press Releases – it’s free publicity and advertising. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 108 http://www.makingjointventures.com
  • 108. TRAIN your salespeople. Especially train them to use Joint Ventures and their sales will rocket. Give them this book to read! “Let our advance worrying become advance thinking and planning.” ~ George Patton 16. Using Seminars, Ezines, Conference Calls, E Books, Audio Books, CD’s, Reports I love this one. An insurance salesman approaches me and suggests I present seminars to successful business owners on Joint Ventures. He advertises and puts forty people in the room. I walk in and do the seminar and he is the sponsor. He gets to meet them, creates some reciprocity, spoils them, builds relationship and makes appointments with all the Delegates to follow up the seminar with the delivery of an audio CD or DVD of the meeting to their offices. He pays me, he pays for the advertising, he pays for the venue and the snacks and the CD’s or DVD’s. And he closes one in four – that’s TEN sales averaging a commission of $1,500 each = $15,000. Another entrepreneur pays me to write articles for his ezine. In return, he advertises my name and website. He also gets me to endorse him in my ezines to my database. I write specially targeted e books for my clients. I make CD’s especially for them, endorsing them as the sponsor. I write reports for them. Third party endorsement, ethical and transparent “Bait and Switch” techniques, reciprocity, all built carefully into a powerful marketing system works great. There are a lot of good speakers and writers out there. Nobody wants to attend a seminar on how to buy insurance, but everyone wants to know how to grow his business with No Money and No Risk, right? There are many ways to institute this kind of joint venture at no cost and to triangulate these deals between other people; put a realtor and a speaker/author together and take a piece of ALL resulting action. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 109 http://www.makingjointventures.com
  • 109. You can also make your own CD’s and e books / audio books. Pay only for sales made, use Adobe’s free Acrobat Reader for free, JV with people who make the CD’s and DVD’s. Offer a free conference call by an expert and get paid for resulting business. Use Freeconferencecall.com. You can have e books and audio books and online reports created free of charge. “Perpetual optimism is a force multiplier.” ~ Colin Powell 17. Affiliate Programs These days, the Internet allows us to use very sophisticated, yet very easy to understand and simple, affordable affiliate programs to make money. We should all be using them as long as the margins make them worthwhile. Be careful to select very carefully whom you align yourself with, and be aware of spammers and high pressure salespeople. Affiliate programs allow you to radically increase your exposure overnight for little or no money. This is great leverage. Ask me about our Member Replicator Websites – they’re money machines! Visit http://www.makingjointventures.com now. “Forget about the consequences of failure. Failure is only a temporary change in direction to set you straight for your next success.” ~ Dennis Waitley ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 110 http://www.makingjointventures.com
  • 110. 18. Websites Easy!!! Most businesses don’t have e-commerce working for them. You can buy a good e-commerce website cheaply. Offer to sell their products for 50% of the profit, via your website, or find some techie and triangulate the deals! Match the businesses up with the techies and make money while lying on a beach somewhere. Find twenty businesses, get them to agree to drop ship their products or deliver services and put those techies to work. Everyone will love you and if it doesn’t work out, nobody loses anything. A techie can set up a simple online store easily and quickly at virtually no cost. This works well and you have multitudes of options. It’s business they would not otherwise have had. Offer to do the shipping and handling of their products and make a profit on the shipping and handling fee, while at the same time getting permission to add your Gift Certificates to every package you mail out. 19. Contingency Advertising Next time that advertising salesman comes through the door, remember this one. Assume you are prepared to pay a $100 commission per sale. The adman wants you to buy ads worth $2,000. You ask him, “Bob, you know your business and you know mine. Now, if you were me, would you honestly and realistically expect to make about 40 sales from this $2,000 advertising deal you’re offering me?” Now, if he says, “Well, I can’t guarantee anything, but yes, I’m sure you could easily make a lot more than 40 sales”, you reply, “Great. Then I’m going to pay you $4,000 for that advertisement. And this is how we’re going to do this, Bob: You place the ad with YOUR contact information. You send me all the leads. I pay you $100 for every lead I convert. If I sell 40 leads, you get $4,000 instead of the measly $2,000 you asked for. Now, you can spot check those leads to make sure you’re getting paid correctly, as well, and you SAID I could make at least 40 sales. So, even if I only make HALF ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 111 http://www.makingjointventures.com
  • 111. the sales, you’re still getting your $2,000, right?” No money or risk to you. You pay for results only, not the promises of a salesman. I have used this successfully many times. Many newspapers, magazines, radio stations and the like are open to advertising on a contingency basis. That simply means that they advertise and they get paid IF and WHEN you make a sale. They have the time and space and they have nothing to lose. Only deal with the top dog, NOT with the salespeople who only want and understand commissions. Make sure they are comfortable with the tracking device, so that responses to ads can go through the advertising and then get routed to you. That gives them control; they can do spot checks to make sure they’re getting paid. Privately owned media works well. Also, consider space ads on billboards in slack periods, or on cars or trucks or buildings or in store windows. Also: Negotiate a price for advertising space and resell it. Also: Advertise someone else’s products and services on a contingency basis and take a piece of the action. “Accept the challenges so that you can feel the exhilaration of victory.” ~ George S. Patton ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 112 http://www.makingjointventures.com
  • 112. 20. Private Labeling / Industry Specific / Repurposing Products and Services Anything that is customized or personalized suddenly becomes very much more valuable. We like our own names and our company names and our sports team names, don’t we? So when we customize a product or service for an industry or a specific business or application, we create massive increased value at very little cost. You can private label an innocuous shampoo for a good salon and make serious money. You can make a seminar or sales training program industry specific and sell ten times as many. I was recently talking with someone who created exercise DVD’s. How about making one for seniors, one for travelers, one for children, one for ladies, one for teens, one for busy executives… then market each one through the marketing and distribution channels reaching that particular demographic? For example, you would JV with Seniors publications and clubs, AARP and seniors tours to reach seniors with your seniors exercise DVD. Sell to niche markets. Get the rights to distribute to those markets. When you find excess inventory you can re-purpose it in this way. You can also approach someone who presents training, seminars or teaching, and JV a particular market segment, while procuring the rights to market their products and services to that segment and receive ongoing commissions. Which segment of the population do you have access to, or can you get access to? Once you have access to a demographic/psychographic sector, you can go out and find products that can be customized or relabeled for that sector. Once you’re working in that sector, it’s easy to expand to the entire sector. I once did seminars for an Executive Women’s Club and ended up serving all their clubs nationwide. Had you set that up, you could have asked for and received up to 20% of all my income from that market, and that would have put at least $20,000 in your pocket. All it took to get me into that market was a friend making one, single phone call. One phone call can be worth $20,000 to you. Do JV’s work? You’d better believe it! I have a great Callaway jacket – what do I like best about it? It has my website embroidered on it – a subtle yet distinct DollarMakers.com. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 113 http://www.makingjointventures.com
  • 113. Sales Tip Specialists get paid more and have more credibility. Understanding more about an industry than your prospect positions you as an expert. In order to do this, use statistics and education to differentiate yourself from the generalists who think they can cure anything from recessions and receding hair to bad knees and bad attitudes. Management Tip The more you understand your prospect and his business, the more likely you are to sell to him. Train your employees to ask questions, make notes, do research and create industry specific solutions. Learn the language and jargon of the industry you’re targeting. Become familiar with their hopes, dreams, challenges and unique opportunities. "I am an innovator. This is a term of distinction, a term of honor, rather than something to hide or apologize for. Anyone who has new or valuable ideas to offer stands outside the intellectual status quo. But the status quo is not a stream, let alone a 'mainstream'. It is a stagnant swamp. It is the innovators who carry mankind forward." ~ Ayn Rand 21. Turn it into a Business Opportunity This is my all time favorite JV. It has made a lot of people a lot of money. When you have a business and you want to grow your distribution options and sales exponentially, turn it into a business opportunity / dealership / distributorship / franchise. That way, people pay you to work for you! Yes, they buy the opportunity to help you distribute and sell your products and services. They use their own resources, connections, hidden assets, underutilized resources, time, money and skills to grow your business. Now, it’s easy for me to set these up. If you haven’t done this before, no problem! Introduce the business owner to someone who can create the bizop and take a piece of all resulting sales and the consulting fee as well. No ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 114 http://www.makingjointventures.com
  • 114. work, very little time, no risk and no cost to you – only on-going, passive income into your pocket every month. You can turn almost any business into a business opportunity, IF you know how to do it, which I do. You don’t need the skills – other people have the skills – all you need is the idea and to take action and suggest it. Think about the entrepreneurs you know who would love to be PAID to have their businesses expand like popcorn. The sky’s the limit! 22. Trade Show Booths “But Trade Show Booths costs thousands!” So what? We don’t have money problems – just thinking problems, remember? Every “problem” has a solution. Give others what they want and you’ll get what you want. What do you want? You want to display and expose your products and services at a trade show. But you don’t want the cost and /or risk, right? What does the trade show salesperson want? To sell booths. So you wait until the actual first day of the show when she has sold all the booths she’s going to sell and closed the books and still has a few open booths – they usually do. Then you call her up and offer her a piece of the profit you make at the show, if she gives you a free booth. Or offer her $400 on a $4,000 booth. This is extra money she didn’t expect and she doesn’t want empty booths, so she’ll usually be glad to accept your generous offer of one tenth the price. You can buy it for $400 and sell it easily for $1,000. Another thing you can do is cruise the booths and you will find someone who spends more time with his face in the Food Court than at his booth. Probably because his boss, who paid for the booth, is a thousand miles away, or he’s lazy, or he’s not getting the results he expected from the booth so he’s cheering himself up with food and drowning his sorrows. You offer to look after his booth for nothing, as long as he lets you put your flyers / samples in the booth as well, while he waddles off to the pub or goes back to his hotel room. Or you offer him $500 to take over his whole booth. What does HE want? A quick buck? To recover some of his lost investment? ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 115 http://www.makingjointventures.com
  • 115. Quality time with a burger and his cigarettes? Give him what he wants and you’ll get what you want. Often, you will find a booth that has no traffic – everyone seems to be passing it by and the owner realizes that he has lost his money – it didn’t work. He wants to cut his losses and go home instead of paying for his hotel and wasting time. Buy his $4,000 booth for $500 and set him free. Think about it – I have used this system successfully many times. “Often the difference between a successful person and a failure is not one has better abilities or ideas, but the courage that one has to bet on one's ideas, to take a calculated risk - and to act.” ~ Maxwell Maltz ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 116 http://www.makingjointventures.com
  • 116. 23. TeleSantas There are many people who want to work from home or have to work from home for a multitude of reasons: sickness, caring for loved ones, trapped by small children, scared of the outdoors (Agoraphobia), whatever. Perhaps they have Agoraphobia. I’m not talking about people who have Ergophobia or Ponophobia (fear of work!) But they don’t want to be TeleSALES people because they can’t sell or don’t want to sell – they, like 99% of other people, don’t like rejection so they don’t want to sell. Somehow they link the two, but I digress. Fact is, they have a phone and a phone book and time and they need / want money. So you very kindly offer them the opportunity to play SANTA! Everyone likes giving stuff away. People like you when you give them free stuff and you feel good about yourself . Here’s the advert you place in the newspaper: “Work from the comfort of your home in your own time, no selling required – earn good money for giving stuff away on the phone – call Mrs. Brown now for an interview: 565.565.5656.” You interview them on the telephone, train them, give them a script and allow them to generously give away free samples, free seminars, talks, workshops, test drives, hotel stays, consultations, coaching sessions and the like. Remember, you’ve got lots of samples / Gift Certificates / Coupons to give away and when people end up doing business with those sample suppliers, you get paid on all ensuing business! You share the love when you get paid. They earn commissions from giving stuff away, hence the term I coined: TeleSantas. How many TeleSantas can you create, train, manage, motivate and pay? Hundreds! You can charge people for the privilege of filling their free seminars AND make money when the samples result in business, and you share the profits with the TeleSanta. This can make you serious money. You might even charge the TeleSantas for their training and pay them an incentive to recruit more TeleSantas! ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 117 http://www.makingjointventures.com
  • 117. “An average person with average talents and ambition and average education, can outstrip the most brilliant genius in our society, if that person has clear, focused goals.” ~ Mary Kay Ash 24. Referrals Systems: “I’ll buy you a car!” We tend to ask people to refer business to us and they tend to agree to do so but they tend to get busy so they tend to forget so we tend not to get any referrals and then we tend to complain. That’s because we didn’t set up a system. Here’s a system that works very well. You know your closing ratios and you know how much commission you are prepared to pay for a sale you close. Let’s assume you close one in five prospects and you are prepared to pay $100 per sale made. In other words, in order for you to pay someone $500 per month in commissions, you need to make five sales. That means you need at least 25 qualified leads per month (to make five sales). So you approach someone who has regular access to prospects that conform to your ideal psychographic and demographic model. Perhaps he sells insurance or cars or computers and sees many people every month. So you find out what he wants. His Hot Button. Assume he wants a new car that he can lease for $500 per month. Here’s your pitch: “Tom, I’d like to pay for a new car for you. Seriously. You know what kind of prospects I need to see. You see them every day. If you send me a fax every Friday with the names and phone numbers of 7 leads, and I can use your name as a reference, I will conservatively close 5 sales a month and I’ll pay you $100 per sale. That’s $500 per month, the cost of the lease for your car! All I need is this list of seven qualified prospects, faxed to me every single Friday at 3pm. I will send you a check every month. Now, what color car are you planning to buy?” ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 118 http://www.makingjointventures.com
  • 118. Can you do this with ten or twenty different people? How many sales will that bring you? Can you triangulate this deal and feed the leads to others to sell their own products or services to? That means you just resend the fax, sit at home and rest while others work and send you money. Huge potential, no cost or risk to you! “Whatever the mind of man can believe and conceive, it can achieve.” ~ Napoleon Hill 25. Toys and Fun and Free Stuff I was approached by a man who had unsuccessfully been trying to sell his franchises for four years. We looked at what the market really, really wanted and then doubled the price of the franchise and added a free trip for two to Disneyworld. I sold all the franchises in four months. When we added a free television set for anyone who bought a house from us, my wife, Rika, and I sold more houses. Why do they have conventions in Las Vegas instead of some unknown, small town? Because people want to play. They want an excuse to buy toys and have fun. Instead of thinking about what YOU want all the time, think about what your prospects want. Instead of hidden costs, try obvious perks. Trips, toys and trinkets are proven to work, especially when there’s a choice. People don’t want points or money or discounts as much as they want toys. A man wants to buy a PDA. His wife says he should rather pay down some debt or buy a new refrigerator. He is then offered the opportunity to attend one of two seminars – one is for $800 and the other one costs $1500 but includes a “free” PDA. Guess which seminar he will attend. Some people need to justify toys and fun and when you give them the opportunity to do ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 119 http://www.makingjointventures.com
  • 119. so, they’ll grab it. Try adding a digital camera to your product or service and increase the cost of the product or service by the price of the camera, and see what happens. Give your customers an excuse to have fun. “Belinda, I know sales are down and I need to clean the garage out, but you know I have to attend that sales convention in Vegas and the river rafting “team building” will really help our sales.” “Bob, I know the kids are sick and you’re busy, but you’re just going to have to play Mom for a week while I take my sales team down to Hawaii for our convention. I need to train them up to increase sales and the spa treatments will help us bond.” Free gifts also work really well. My friend buys a Mercedes from the same dealership every time because they always send his wife a huge bunch of yellow roses. Get creative and think about giving people a great excuse to buy from you. People love free stuff, toys and fun. So give it to them! “The world has the habit of making room for the man whose actions show that he knows where he is going.” ~ Napoleon Hill 26. Transcripts and Recordings of Talks, Interviews and Seminars Next time an egocentric “Coach” or “Consultant” or “Trainer” or “Guru” like me does his dog and pony act, offer to record the seminar or talk, have transcripts, CD’s, DVD’s and products made and sell him the products. He can sell them on his website, too. Easily done. There are many techies out there, who do great video and sound recordings but can’t sell, so you get them to do the recordings and transcripts and make the products at no charge, then they make money every time the Guru sells a product, and so do you. This results in passive streams of income at no cost or risk to you. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 120 http://www.makingjointventures.com
  • 120. Record Conference Calls, TeleClasses, speeches, talks and lessons. Link authors up with printers. Take a piece of all resulting sales. Get a commission on the printing. They all end up working for you while you sit on your yacht sipping a Martini. Offer to mail out CD’s and books for the Gurus and make a profit on the Shipping and Handling costs! You can download software at no charge to record audio books (give link?). You can JV with everyone and do this at no cost or risk. When Gurus have “Back of the room” products to sell (that you created for them and that they buy from you), they are essentially creating passive income for you. “Every adversity, every failure, every heartache carries with it the seed of an equal or greater benefit.” ~ Napoleon Hill 27. Selling the Coupons, Samples and Gift Certificates Sell the Samples, Free Consultations, Vouchers, Coupons and Gift Certificates (that you get for free). AND get paid on resulting business! This is a no-brainer. Offer people the opportunity to buy $1,000 worth of value (That you get free) for only $50. This is a good deal for all concerned. They will value what they pay for and give it away carefully, earning you more money on all resulting sales from the suppliers of the samples and vouchers. “Hey, Bobby, would you like to be able to offer every prospective client you have a premium / gift of $1,000 if they make a purchasing decision? I can give you a package worth $1,000 for just $15.” ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 121 http://www.makingjointventures.com
  • 121. ”If your imagination leads you to understand how quickly people grant your requests when those requests appeal to their self-interest, you can have practically anything you go after.” ~ Napoleon Hill 28. Introductions to Investment Opportunities and Business Opportunities. There is a lot more money out there, looking for a good investment, than you would ever believe. Let’s make this one personal: My friend Steve does Bridge Financing for businesses. He pays investors 12% per year on their money while he uses it. He pays me a 10% finder’s fee for bringing him investors. So you approach your friend, Pam, who has money in GIC's at 4% or she can get a line of credit at 6% and you suggest she gives Steve her money to use. Steve pays Pam 12% so she's making money on the bank's money if she's using her line of credit. Or she's making 8% more than in the GIC. Steve sends me 10% which I split with YOU. That means you are making 5% on other peoples' (Pam’s) money. Or you’re making 5% on Pam’s BANK’S money! How hard is that? I love it and I do it all the time. No work for you. Simply send me the lead and if it works you get a check. And Steve pays me 10% when you introduce someone who borrows money from him, as well. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 122 http://www.makingjointventures.com
  • 122. There is another investment opportunity that pays 10% on a business investment. Could you introduce people and get a commission on that? Even a passive income? Of course you can. How about people who sell businesses? Could you arrange for them to speak at the local Chamber of Commerce about their business opportunity and get paid a commission on any resulting sales? “The starting point of all achievement is desire. Keep this constantly in mind. Weak desires bring weak results, just as a small amount of fire makes a small amount of heat.” ~ Napoleon Hill 29. Start an Agency / Speakers Bureau / Become and Agent My friend is a pianist. He approached 20 good musicians and asked them if they would pay him 30% of their gross income from business (“gigs”) he got for them. They all agreed except for two – they settled for 20%. He then created simple business cards for himself and started visiting every restaurant, bar, wedding planner, business and person who uses musicians, introduced himself, gave them his card and told them that if they ever needed a good musician, they should contact him – he was a Musician’s Agent. On any given night, he has ten to twenty musicians out there, working hard and paying him 20 – 30% of their income. The businesses pay him, he deducts his commission and then he pays the musician after the musician has performed. He has control, passive income and now he is recruiting another twenty musicians for his agency. You can easily do this and you don’t have to even be a musician to do this! How about creating your own Speakers Bureau, doing the same thing? When a company asks you for a Keynote speaker or a trainer and you get 20% of the fee, you can earn thousands of dollars a month from speakers and trainers all over the world. Create a website and a clear identity. But please make sure you only sign up good speakers. Attending a course that teaches you to speak or train does not make somebody a good speaker. If you sign up anyone, just to make a quick buck, you will fail. Check them out, get references and hear them speak first, and maintain your integrity. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 123 http://www.makingjointventures.com
  • 123. This principle can be applied on any level to virtually any service. You can own multiple agencies – you can have a Speakers Bureau, AND a Musicians Agency. You can have a Caregivers Agency, A Dog Walkers Agency, a Babysitting Agency… I could go on all day and night. You simply link supply and demand and get paid. You can have a website as well. Create back end products to be sold through your Members. Sell the Agency for a lot of money once it is well established and start another one! “Edison failed 10,000 times before he made the electric light. Do not be discouraged if you fail a few times.” ~ Napoleon Hill 30. Work with Dollarmakers Please note that we only work with Members of the DollarMakers Joint Venture Club (More about Membership below under Action Steps) By working with us, you can fast track your growth and income, because we only deal with people whom we have educated about JV’s and whom we know. We radically reduce the learning curve and ramp-up time and that is the reason why we started the Club – to create savvy, ethical, educated JV partners for ourselves! Once you are a Member, you are offered a wide variety of income options and JV’s and you can get as involved as you wish. As a matter of interest, our top commission earners before we introduced replicator websites and before a lot of new options, without naming names, earned the following: ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 124 http://www.makingjointventures.com
  • 124. $3,689 in 2 months, $6,550 in 4 months, $2,850 in 3 months, $5,250 in 1 month. Only the last one of these included commission on an investment. The rest was all from Membership and Bootcamp introductions. There are unlimited opportunities working with DollarMakers and we need more good Members to reach every area of the globe. We are looking for people to help us spread this important Joint Venture information worldwide through our Membership, Seminars, Talks, Radio and Television Appearances, Bootcamps, products and this book. We can customize this information and it can be used to raise funds and help those who need it most. Regarding your potential income from distributing this book, here are a few points to consider: $ This book can be branded for different organizations – we can change the cover and insert more information in small or large print runs. Companies can use it as a give away or corporate gift to their clients, employees, associates, partners and the public. Welfare organizations, churches, service clubs, sports clubs and sponsors can brand the book with their information and distribute it to students, church congregations, welfare recipients, prospective clients and the public. It can be used as a fund raiser as well. $ The book can be sold on a commission basis through affiliate programs, retail outlets, clubs, organizations, websites, sales teams, business networking groups, Chambers of Commerce and Network Marketing organizations. $ This book can be used to encourage, empower, uplift and enrich people at all levels of society and business throughout the world. If you are interested in working with us, contact us at robin@dollarmakers.com or by phone 604.945.5754 (Canada). ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 125 http://www.makingjointventures.com
  • 125. The Mindset Required for a Good Joint Venture: When you are sincerely interested in helping other people to achieve their goals and make their dreams come true, you will ask them a lot of sincere, open-ended questions about their lives, their hopes and dreams, their families and their problems and challenges. You will not talk about yourself and your products and services until and unless they can be used to alleviate, solve or remove the problems, challenges and goals of the person to whom you are talking. For example, if you’re a real estate investor and the person you’re talking with has absolutely no interest in real estate investment but is desperately trying to find a set of good, second-hand drums for his teenage son, you would do well to help him get the drums instead of trying to convince him that he should invest in real estate. By helping him find the drums, you could earn a commission from the seller of the drums, but, far more importantly, you will create a friend and reciprocity. This same person might introduce you to five others who all end up doing business with you. When we get our egos and self interests out of the way we realize that we earn money by solving problems instead of pushing our products and services and trying to force square pegs into round holes. I recently talked with a salesperson and I asked her, “Will you make more money by selling me something I don’t really need or want, or by getting me to enthusiastically promote you to the five thousand people in my database?” At one of our Joint Venture Club Members Convention in Edmonton, Richard Banister of Snapdragon Gallery (www.snapdragongallery.com) sponsored 18 beautiful, engraved, hand blown crystal awards. He never asked for anything – he just generously contributed. And now his website is being advertised to thousands of people who read this book. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 126 http://www.makingjointventures.com
  • 126. Action Steps: 1. Goal Setting When I talk about action steps, we need to be aware of the importance of Goal Setting and Time Management. In 1979, Harvard Business School did a study of their MBA graduates. They interviewed the graduates and asked them among other things if they had clear written goals with plans for their career when they left the school. Only 3% had clear written goals with plans. 13% had goals but they weren’t written down and did not necessarily have a plan. 84% had no goals at all. In follow-up interviews conducted 10 years later the 13% who had goals were earning on average twice as much as those with no goals at all. The eye-opening part was that the 3% who had written goals were earning on average ten times as much at the other 97% put together! Those who know exactly where they’re going, usually get there. They are not distracted or sidetracked. Imagine driving a car looking in the rear view mirror. Or a car with no speedometer or fuel gauge. We want to know where we are, what direction we’re going it, whether we’re on track or not and what our finances and cash flow and net worth are at any given time. I have no debt, but at any given time I know exactly what my finances look like, what my net worth is and which goals are being reached and which are not. Given that I have multiple streams of income and many business relationships, it’s important to know what is working and what is not, so that we allocate time and other resources accordingly. Goals need to be specific, measurable, realistic and personal. They need to be exciting, challenging and clearly defined. The reason why I am so passionate about goal setting is that it changed my life, when I first got into business, we purchased a Paul J. Meyer SMI Goal Setting Program. It seemed very expensive at the time for six tapes and two manuals, but it literally changed our loves. We listened to those tapes eight ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 127 http://www.makingjointventures.com
  • 127. times each and applied the principles meticulously in our lives and business. We set goals in every area of our lives and we still do. As a Joint Venture Broker, you need to be goal directed. A rudderless ship ends up on the rocks. Set specific financial goals and action plans. Be disciplined, serious and committed to your goals and you will surely reach them. I strongly recommend the SMI and LMI goal setting and time management programs. Paul J. Meyer said, “Develop a Dogged Determination to Follow Through on Your Plan, Regardless of Obstacles, Criticism or Circumstances or What Other People Say, Think, or Do. Construct your Determination with Sustained Effort, Controlled Attention, and Concentrated Energy. OPPORTUNITIES never come to those who wait...they are captured by those who dare to ATTACK.” Set specific goals to implement the numerous systems in this boom. Create an Action Plan and follow it diligently. 2. Time Management Be realistic about costs and time. When I was doing consulting work and being paid $350 - $500 per hour, I had traveling time, gasoline, coffee, car maintenance and parking costs, plus I was busy, so I didn’t have time to set up more JV’s while I was talking to my client. Now I simply refer them to a business coach, collect my 25% and move on to triangulate the next deal. I used to know a fellow who did very well in Network Marketing. He made a lot of money. He was ALWAYS on the telephone. He explained to me that he could talk with someone for fifteen minutes and have that person working hard for ten days, building his business under him. Fifteen minutes exchanged for ten days sounds like good leverage and return on investment to me! Make every call count. Don’t go to face to face meetings if you can do it on the phone or e-mail, unless it’s really necessary. Make every minute count. Don’t waste time on calls with losers. Be very selective. Get Call Display. I give people a chance to prove themselves to me. If they don’t start producing results, I move one. My time with Rika and my time alone is very ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 128 http://www.makingjointventures.com
  • 128. important to me. Why should I waste it on losers? I don’t accept cold calls. If you have the bad manners to put me on hold, I put the phone down. I don’t like being insulted. I will NEVER put anyone on hold. If you don’t return my calls or e-mails within a reasonable amount of time, I probably won’t do business with you. Winners react fast and their word is good. They don’t make excuses and they respect your time. I have come up with a few questions we should ask ourselves and standards by which we should measure whether or not to accept or institute or continue with a Joint Venture. 1. Is this the best use of my time and resources, or do I have a better alternative? (If another alternative is better, cut bait.) 2. Am I spending my own time, money and resources, or am I using other peoples' time, money and resources? (We should use other peoples' resources.) 3. Am I acting as a salesperson / hired gun? (If so, walk away immediately.) 4. Is this deal as good as I thought it would be? Is the other party doing what he or she said they would? Am I still comfortable with this, or should I drop it? 5. Is this win/win and does every party benefit, or is someone being taken advantage of? 6. Are my partners ethical, honest and professional? 7. How can I add a back end, further leverage this situation, increase profits and/or distribution, or sell the deal? 8. Where can I learn more about Joint Ventures? ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 129 http://www.makingjointventures.com
  • 129. 9. How can I meet better JV partners and find better deals? Setting up Joint Venture Deals is very easy work! (My NetWORK determines my NetWORTH). 10. Are my resources being optimized? Do I have underutilized resources? 11. Is this decision a compromise of my values and beliefs? 12. Is this choice, action, thought or activity taking me towards, or away from my goals? Time management is based on the understanding that time is life and it’s running out. It is based on self discipline and very clear goals and values. Time IS money. 3. Join the DollarMakers Joint Venture Club It is essential to surround yourself and align yourself with successful people (successful Eagles as we refer to them) in order to succeed in life and in business. To me, Eagles represent commitment and integrity. Eagles mate for life within the first year of being born. An eagle will never leave its mate and will never mate again if their mate dies. In addition, they will never feed their eaglets anything but live food. If you see an eagle flapping around with something in its talons, you can be assured that the prey is alive. As I said, an eagle will never leave its mate. A fisherman was out fishing and saw an eagle swoop down (recorded to be almost 200 mph) into the water. The eagle locked on to a salmon, their favorite fish. Pretty soon he saw the eagle's beak come out of the water to catch a breath - they will never let go of their prey once they have a hold on it. So he thought, “The beak keeps coming up and the eagle is getting tired.” Once an eagle’s feathers are ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 130 http://www.makingjointventures.com
  • 130. wet, he cannot fly. The fisherman thought “Oh my, I think the eagle is going to loose this one!” And, next thing, SWOOSH! Out of the sky came the eagle’s mate. It grabbed onto the eagle in the water and pretty soon two beaks were coming up for air. But each time they came up for air they were closer to the shore and eventually they were both on the shore with the salmon intact! Cleanliness: did you know that there are 700 feathers in each wing? Every morning the eagle takes the time to clean its feathers. One side of the tongue cleans the other side of the tongue oils the feathers. You can imagine that when diving at 150 mph and more to seize the prey, if the feathers are not in place the sound would be loud enough to scare the prey. Molting: The eagle molts about every three years. This process is very painful. They pluck out every one of their 700 (each wing) feathers and that is like plucking out a fingernail! That is how painful it is. Then they go to a rock and they completely file down their talons to nothing and on that same rock they decimate their beaks. They do this in couples. It takes forty days and forty nights for them to grow their feathers, talons and beaks back. Another pair of eagles are circling for forty days and forty nights and feeding the molting couple and making sure that they are taken care of and that no predators get to them. Eagles are hard workers; some of the eagles nests weigh 2 1/2 tons and are passed down from generation to generation. They preserve the next generation and their lifespan is over 125 years. Yet, when eaglets are learning how to fly, 40% of them die on that attempt. Commitment. Integrity. Community. Excellence. And that, my dear Reader, is why you should join the Eagles; join the DollarMakers Joint Venture Club. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 131 http://www.makingjointventures.com
  • 131. Testimonial: “I’ve had a very good experience as a member of the JV Club. When a business partner suggested I attend a meeting in New Westminster last year I did so without much expectation. I was pleasantly surprised. First and foremost from the 40-50 members that I’ve met I have made half-dozen good friends. That’s very important to me. Thirty years in business have taught me to only do business with people that I like. Within this circle I have given liberally of my time where I could help and have enjoyed great reward. Since handing over my $200 membership last year to Robin, I have seen $470,000 in cash coming to my company, $100,000 in new business flowing to another member company and an additional $85,000 in contracts issued by my company to members. Joint venturing works. I’ve found that being interested in people rather then trying to be interesting myself opens doors to business and opportunity that otherwise wouldn’t be there. I’ve had fun with Robin Elliot and made money – lot’s of it. He has demonstrated time and time again the ability to make something out of nothing – and that is the definition of Create!” ~ Member Tas Morfopoulos March 14, 2006, Vancouver Our Members are Eagles. They agree to adhere to our Code of Ethics. Those who don’t are fired. Our Membership benefits are unsurpassed. If you are serious about success and if you want to have instant access to hundreds of Joint Venture partners worldwide, you should join us. You don’t need a business to join – you need the right attitude. I’m more interested in where you’re going than in where you’ve been. We support our Members. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 132 http://www.makingjointventures.com
  • 132. Benefits of Membership: • Access to hundreds of Members worldwide, and all the information they care to share about themselves. And they have access to you via the Members Only Website Area as well. Offer and accept deals online. This is worth a fortune because these people want to do JV’s with you. You don’t have to educate them about what a JV is or wonder if they want to do JV’s or not. They’re ready and waiting for you. • Members can set up local Members Only meetings every month in their own areas. We have a number of these meetings every month in different cities, growing all the time. • Regular JV Members Only Conventions – no charge to Members to attend! • Use of the highly respected Members Logo on all your stationary, vehicles, signage, websites, ezines, corporate clothing. This sets you apart and offers to the opportunity to benefit from our strong brand. • All Members agree to adhere to our Code of Ethics. • Regular, biweekly Members Only Conference Calls. • Weekly E Newsletters. • Replicator sites are available to Members Only. These websites are virtual money machines. • A very strong commission structure. • Access to special Member Only JV opportunities • More being added all the time. All this from a mere $247 per year! Sign up now and be sure to mention you found out about us in this book. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 133 http://www.makingjointventures.com
  • 133. Attend a One Day Joint Venture Broker Bootcamp – the best JV training available. Now that you are almost through this book, you know that, by the time you get to the end, you will have multiple choices before you that can provide you with the multiple sources of income we spoke of earlier. The only thing that will stop you is your level of motivation and the amount of action you take. ABUNDANCE! We are surrounded by abundance. Nature is abundant – look around you at the amount of water, leaves, snow, space, stars… Go to the beach with a teaspoon, a mug, a bucket, or a pick-up truck – there’s more than enough sand. How much seawater do you want? The same goes for money! There is no shortage! We are creative beings. The difference between a millionaire and a struggling employee is simply leverage and value. We are paid in direct proportion to the amount of value we create and the amount of people we can deliver that value to! How much time do you have? What can you do in this time at 9 hours a day, five days a week? How many hours is that? That’s YOUR time. With JV’s you can have the time of 1,000 other people as well! How many potential clients / customers / people can you serve? Australia has 20 million people, Canada has 32 million, the UK 60 million, Germany 82 million, Mexico 106 million, the U.S. 296 million, plus India, China and all the other countries! Are you operating on gasoline or on nuclear power? A pound of highly enriched uranium as used to power a nuclear submarine or nuclear aircraft carrier is equal to something in the order of a million gallons of gasoline. When you consider that a pound of uranium is smaller than a baseball, and a million gallons of gasoline would fill a cube 50 feet per side (50 feet is as tall as a five-story building), you can better understand leverage. Let’s equate that to work and JV leverage: ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 134 http://www.makingjointventures.com
  • 134. When you distribute products and services that are duplicable and scaleable, and that cross-financial, social, demographic, and geographic boundaries, you can reach optimal distribution. The more people who can use it and want and need it, the better. In addition, you don’t want people to copy your product, so Copyright material (like intellectual property) is good. Not every country honors patent law. Ideally, you want a product or service that can be quickly and easily changed and adjusted to fit different cultures and changing environments as well. If you’re selling time or limiting the geographic, financial, social, and demographic area you can serve, you’re chopping wood and making a fire. You don’t even have gasoline. When you find a product or service that reaches a very wide demographic and has no geographic, social, language or financial limitations or barriers, and you use JV’s to distribute that product, you have enriched uranium! The JV Club is being created to provide reach and distribution. We have introduced the Replicator sites to maximize reach. What stops you? YOU! In some cases, our conditioning and experiences cause us to have limited belief in our own products and services. No problem! Sell someone else’s products or services! And of course, always build in a back end as well. If you knew, without a doubt, that you could make ALL your dreams come true in exactly three years, GUARANTEED, what would you do? How hard would you work? What would you sacrifice? How committed would you be? Choose a few of the concepts and systems in this book and start. Set your goals. Create an action plan. And then, take action! “The miracle is this - the more we share, the more we have.” ~ Leonard Nimoy ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 135 http://www.makingjointventures.com
  • 135. Frequently Asked Questions (These are real questions from real people, received by e-mail) Question: People tell me “We don’t pay commissions!” What shall I say? Robin: Don’t say anything – just walk away. When people say, “We don’t need anymore business”, or “We don’t pay commissions” or “Why should we pay you?” don’t argue – simply go straight to their competition. You don’t have time to educate them. There is an unlimited amount of business out there. At one of our Bootcamps, one Delegate got 15 JV offers in that one day – from people who understand this powerful leverage. Question: People keep telling me that they’ll “Get back to me” and nobody is committing. What shall I do? Robin: First, get them to tell you what they want. Ask, “If a Genie jumped out of a lamp and gave you three wishes for your life and your business, what would they be?” Confirm that they really want what they say they want. Then ask them what they will pay you for delivering the solution / what they want. Make sure you are clearly articulating and presenting the solution to what they have told you they want. Remember, you don’t need them; they need you. So you don’t have to beg for the business. In addition, sometimes people need more information on Joint Ventures, as they’re not used to this way of doing business. Offer them a CD on JV’s or e-mail them a download (download it from DollarMakers.com) or suggest they visit our websites and get more information. The better they understand Joint Ventures, the easier it is to do business with them. That’s why we started the JV Club – our Members get this stuff fast. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 136 http://www.makingjointventures.com
  • 136. Question: Hi Robin, I am in a bit of a quandary right now as to where I am with regard to business development. On one hand, I want to create an offer that people can joint venture with me, an entity with its own substance. So far, without developing something of substance on my own, I don't see where I can participate with any other JV entity without just being and "investor" in their venture. Hence, I feel that my energies should be focused on creating that entity. I'm not progressing by getting inspired by other peoples stuff and then not acting on anything. I've done this too many times in the past. Your feedback would be appreciated. Robin: The idea is not to create a new thing, but to create passive income from existing things. You should be paid for linking people, not creating new stuff. You're not investing in their venture - you're sharing profits. This is a new mindset but it works, because they carry the risk and spend the time while you can create multiple income streams. While they are delivering products and services, you're creating more and more income streams. I suggest you consider starting off with perhaps three JV's and then start directing business to them by leveraging your database. A good example is Debra in Toronto, who emailed her database to send them to my seminar there March 22. She will make serious money by simply sending out one e-mail and following up on responses. What you are creating as a Joint Venture Broker is a good reputation and a group of interdependent winners and associates who can do an unlimited amount of business together. This is a very valuable and powerful asset. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 137 http://www.makingjointventures.com
  • 137. Question: I hear you about promoting the JV Club/Bootcamp and getting paid for that but that is still "commissions". Nothing wrong with it, of course. I see what you mean by leveraging my database. I've bought Simply Accounting to get my contacts in a database and will go from there. I haven't seen a "sharing in profits" thing quite yet for the long term which is what I'd love to create. Robin: I know what you mean. It's all about "active" or "passive". When you enroll a Member in the Joint Venture Club you get $50 - and when that Member attends a Bootcamp you get $150. That's all commissions. You worked for that. It took you time. Even if it was just sending out e- mails. But when that person enrolls another person on a Bootcamp, and you get $100, that's passive income. When people hit your replicator website, they go into a “funnel” and end up buying and sending you money on an ongoing basis. You did no work. It's all semantics. My understanding is that passive income is a form of profit sharing. You're sharing the profit I make from other people. The smartest people I work with set it up so that they get paid on the work of other people. That's why my business does well - Members make money from the work of other Members and setting up systems. To take that to the next level, we are introducing replicator websites for our Members at the end of this month, which will create real, ongoing passive income, without the $3,000 price tag charged by some out there. We are creating a money machine for Members that will constantly be upgraded and improved upon. The rule of thumb is to work less and be paid more and leverage other peoples' resources. Like the book I'm busy writing - it's a money machine. Question: Thanks again Robin. I do get the gist of the JV. I just need to be looking out in the world differently I guess so that I can seek linkages that I can broker. I feel naked without an individual identity without a specific opportunity to share. That's the rub I think. I have a real problem with not offering a tangible value of my own. Old thinking I know. I'll work on it. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 138 http://www.makingjointventures.com
  • 138. Robin: You’re getting paid for the results you produce for others. You share the profit you have created for them. Your identity is that of a value creator, a connector, a JV Broker, someone who helps people to get what they want. I think you’ll be a lot more popular and sought-after this way than pounding the sidewalks, selling people stuff. Question: Hi Robin, It’s me again. I thought of another question. If an owner gives me a gift certificate let’s say for 50 dollars, and agrees to pay me 20 percent on all sales, what about the 100 dollars he’s already taking off the sales price? Is he going to give me 20 percentage and plus on top give the customer 100 dollars discount? How would that work? Or would the 20 percent start on the second sale? I’m just trying to make sense of the whole thing, because I want to make the deal look attractive as much as possible. Robin: The Gift Certificate offers a complimentary consultation or sample. The 20% comes off paid purchases. For example, if a lawyer gives a complimentary consultation worth $200 and then the person becomes his client and pays him $500, you get 20% of that $500. Question: Hi Robin, I received this e-mail. Can you please explain to me how this works? Is she asking for gift certificates from my business towards memberships? Please let me know your thoughts. Robin: This Member is asking you for a Gift Certificate that she can distribute at her talks, a certificate that you would provide her and that entitles the holder to a sample of your services, for example a complimentary seminar on Trade and Barter or a consultation. She expects to receive a commission on any business resulting from her distribution of these gift certificates on your behalf. She is assuming you know this because you're a Member of the JV Club. She will expect you to cover the costs of printing the certificates as well. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 139 http://www.makingjointventures.com
  • 139. This is a good way to build your clients as long as the certificates are distributed to your chosen demographic and you have something to offer them that doesn't costs a lot, like a consultation with Gerry or a seminar. The certificates would have her name or code on them so that you can track any resulting sales and pay her a commission on them. She would probably expect cash commissions. She offers to pay you a 20% commission on sales resulting from your distribution of her certificates, as well. Naturally, you would expect her to pay for the printing of her certificates. I am copying this to her so that she can use this explanation to improve her response rate. "Capitalism demands the best of every man – his rationality – and rewards him accordingly. It leaves every man free to choose the work he likes, to specialize in it, to trade his product for the products of others, and to go as far on the road of achievement as his ability and ambition will carry him." ~ Ayn Rand. Question: Hi Robin, I have some questions. 1. When I approach a business owner and he agrees to give me a percentage of all on going sales for one year. How will the owner recognize the customers after the first sale? For example, if I do a joint venture with a company that receives well over 300 customers a day, It will be hard to recognize every single customer. And the new customers that I have sent him/her buys from the store over and over, how will the owner recognize the repeat customer? Thanks for taking out time to answer my questions. Robin: Tracking is an individually conceived thing. It depends on the specific circumstances of the deal. For example, I'm sending business to a restaurant. It's hard to track each transaction, so we agreed to a percentage paid to me on the overall rise in income. In other words, if sales go up by $1,000, I get $200. Each situation is different. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 140 http://www.makingjointventures.com
  • 140. For example, if someone uses a Gift Certificate, your code or name will be on it. If you send someone to me for Membership, we ask them who referred them and soon you will have a Replicator site which will track everything automatically. If a customer returns regularly to a store, he should use a points card or discount card or customers can be tracked on the cash register. It's really up to the individuals putting the deal together. Usually, the other JV partner will have suggestions as they know their business and their accounting system. Each situation is different. That's why I am very choosy about whom I work with. I prefer larger sales and easily trackable sales. If you link two companies, the individual situation will dictate how you put the deal together. You can have business flow through you so that you can stop them from cutting you out of the deal, of course, or set up a tracking system that everyone understands. If people see the big picture and they want you to bring them more business, they will be honest. Again, work with people you know and trust and work on larger deals so there are less transactions - easier to track. You can have contracts with everyone or nobody. Or you can use Memorandums of Understanding. Keep it very simple. Question: I want to ask you about the legal part of being a JV broker. What are the names of the contracts that I will need? Robin: As I am not a lawyer, I am not allowed by law to give you legal advice. You can find JV Contracts on the Internet or talk with a lawyer. The way I do it, is to first make sure there is no cost or risk to either party, so that you're less likely to get sued. Then I make sure I have the agreement in writing, stipulating what each person will do, when they will do it and how you will get paid. For example, "Ben agrees to send people to Robin to join the Forum. When anyone from Ben joins for $247, Robin agrees to immediately pay Ben $50 by check or PayPal." Keep it very simple. Be very specific. I can introduce you to a lawyer if you like. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 141 http://www.makingjointventures.com
  • 141. Recommended Books: Atlas Shrugged by Ayn Rand The Fountainhead by Ayn Rand For the New Intellectual by Ayn Rand The Ominous Parallels by Leonard Peikoff Think and Grow Rich by Napoleon Hill The E Myth by Michael Gerber Rich Dad Poor Dad, by Robert Kiyosaki The Tipping Point, by Malcolm Gladwell The Long Tail by Chris Anderson Biographies of Winston Churchill, General Patton, Ayn Rand, Recommended Websites: www.dollarmakers.com www.DollarMakersWomensClub.com www.barternews.com www.capitalism.org www.aynrand.org www.capmag.com www.cato.org www.lfb.com www.objectivistcenter.org www.tsowell.com www.intellectualactivist.com www.artbox.ca Always remember: Don’t sell your time. “No money, no risk, very little time” should be your JV motto. Sub contract, triangulate, think big and take massive, consistent action. Ask us about joining our sales team or becoming an Area Coordinator for DollarMakers. We are looking for enthusiastic, hard-working people. Contact us now: 604.945.5754 ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 142 http://www.makingjointventures.com
  • 142. About Robin J. Elliott Robin J. Elliott has worked with literally thousands of businesses, in Africa, Canada and the United States since 1987 and has trained and spoken to thousands in his seminars. He has appeared on national television and radio and in national newspapers and conducts his business on an international level. His passion and specialty is helping people to start and grow their own businesses using Joint Ventures. His mission is to share the magic and power of Joint Ventures with entrepreneurs worldwide and to facilitate meetings between like-minded businesspeople through his international DollarMakers Joint Venture Club. Robin J. Elliott has been officially accepted as an Honored Member of America's Who's Who of Outstanding Professionals 2006 and included in the International Who's Who of Entrepreneurs 2002. He has won international sales awards and was a Finalist in the Ernst and Young "Against All Odds National Entrepreneur Competition." Robin was an Executive Director of the South African Sales Association (STASA) and has been a Rotary International Director. Robin's articles are published in national magazines and his regular, weekly e newsletter articles reach over 23,000 people per week. He has written seven books and has made fourteen videos and dozens of audiotapes and CD's. He is a sought-after speaker. His training and qualifications includes Hotel management, On-The-Job-Training for Holiday Inns International, Transactional Analysis, Organization and Methods (Work Study), Sales, Marketing, and Management, Personality Styles, Psychology, Theology and Public Speaking. Robin has been married for 20 years to Frederika Elliott. Frederika (Rika) Elliott has degrees in education, Minimal Brain Dysfunction and more. She lectured at a Teachers Training College, taught school, and has worked alongside Robin in their business since 1987. Rika owned and ran Success Consultants and has an intimate understanding of Joint Ventures. She is the backbone of the DollarMakers Joint Venture Club, which is growing daily, internationally. Robin and Rika live in beautiful Vancouver in British Columbia, Canada. They enjoy business, swimming, kayaking, hiking, reading, and traveling. Robin J. Elliott is Available for Joint Ventures, Training and Keynote Addresses Internationally. In-house training and JV Bootcamps also available, We pay huge commissions! http://www.makingjointventures.com ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 143 http://www.makingjointventures.com
  • 143. The Entrepreneur’s Credo I do not choose to be a common man, It is my right to be uncommon…if I can. I seek opportunity….not security. I do not wish to be a kept citizen, Humbled and dulled by having the state looking after me. I want to take the calculated risk; To dream and to build, To fail and to succeed. I refuse to barter incentive for the dole; I prefer the challenges of life To the guaranteed existence, The thrill of fulfillment To the state of calm Utopia. I will not trade freedom for beneficence Nor my dignity for a handout. I will never cower before any master Nor bend to any threat. It is my heritage to stand erect, Proud and unafraid; To think and act for myself, To enjoy the benefit of my creations And to face the world boldly and say: "This, with God’s help, I have done." All this is what it means To be an Entrepreneur. (Excerpt from Common Sense, written in 1776, by Thomas Paine) “Together, we are doing amazing things!” ~ Robin J. Elliott ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 144 http://www.makingjointventures.com
  • 144. Bonus. BONUS WORTH $300 $200 Value Website Evaluation and FREE $100 VALUE Web Seminar from Member Winston Bromley of www.artbox.ca Receive a $100 Value webinar entitled “Websites 101”. Filled with lots of useful information on the creation of websites, so you are not bullied by your web designer and the big terms that get thrown around! Download it here: http://www.dollarmakers.com/websites.zip In addition, you are entitled to receive a professional consultation on your existing website, or apply this $200 Value to the creation of your own website! $ Get better search engine results. $ Fluid Intuitive navigation of your site. $ Make people want to come back to your site! $ Learn how to update content easily. $ Updating the look of your site to a modern one. Artbox is a Member of the DollarMakers Joint Venture Club, a Toronto- based design studio that always keeps our clients in mind. We are your one-stop shop for all your design needs. Includes: Websites, Brochures, Content Management Systems, DVD’s, Specialized Emailers, e-cards, Flash, One-sheets, posters, Annual Reports and more. Our Recent clients include: Bell Sympatico, MSN.ca, Family Channel, HBO, RaymarRentals.com. Artbox is the creator of NoMoneyNoRisk.com Call us at 1-888-634-1465 or e mail the studio: Info@artbox.ca Website: www.artbox.ca ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 145 http://www.makingjointventures.com
  • 145. Don't Quit When things go wrong, as they sometimes will, When the road you're trudging seems all up hill, When the funds are low and the debts are high, And you want to smile, but you have to sigh, When care is pressing you down a bit, Rest if you must, but don't you quit. Life is queer with its twists and turns, As everyone of us sometimes learns, And many a failure turns about When he might have won had he stuck it out; Don't give up, though the pace seems slow - You might succeed with another blow. Often the goal is nearer than It seems to a faint and faltering man, Often the struggler has given up When he might have captured the victor's cup. And he learned too late, when the night slipped down, How close he was to the golden crown. Success is failure turned inside out - The silver tint of the clouds of doubt - And you never can tell how close you are, It may be near when it seems afar; So stick to the fight when you're hardest hit - It's when things seem worst that you mustn't quit. - Unknown – ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 146 http://www.makingjointventures.com
  • 146. $ 30 Benefits of Joint Ventures 1. Test products and services at no cost – you’re using other peoples’ inventory. 2. Work in any business with any products and services, with no risk or upfront costs. 3. Release excess inventory. 4. Reduce your taxes. 5. Get extra tax relief as you can now justify extra travel and expenses due to wider access. 6. Radically increase your profits as you reduce your acquisition cost. 7. Reach customers you would never otherwise have reached. 8. Learn from other entrepreneurs as you JV with them. 9. Exchange products and services you can’t sell for those you need (trade). 10. Create additional income streams and distribution channels. 11. Remove risk and costs and reduce overhead. 12. Ability to sell your products and services at a much lower price. 13. Find premiums that you can offer at no cost to you, to increase your sales. 14. Radically increase your back end with other peoples’ products and services. ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 147 http://www.makingjointventures.com
  • 147. 15. Find unlimited products and services to up sell. 16. Increase cash flow and create multiple income streams to reduce your risk. 17. By using other people’s distribution, sales teams, administration and storage, you save a massive amount of time. 18. Cut your advertising costs to zero. 19. Overcome hard economic downturns. 20. Offer other people income and business opportunities. 21. Help other entrepreneurs to succeed by using JV’s with you. 22. Grow much faster than your competition. 23. Get discounts on products and services. 24. Borrow the reputation and credibility of your JV partners. 25. Access credit. 26. Move quickly to take advantage of new business opportunities by Joint Venturing with people already in the market. 27. Try more things without the fear of failure. 28. Remove all geographic and demographic limitations from your business – now you can work with anyone, anywhere. 29. Help those who can’t find jobs or whose businesses are struggling by introducing them to Joint Ventures. 30. Work from home, a hotel, a car or a phone booth – no office required – absolute freedom and flexibility! ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 148 http://www.makingjointventures.com
  • 148. $ CONTACT US Contact Robin J. Elliott for Keynote Speeches, Seminars, Bootcamps, Book Distribution Opportunities and Joint Ventures. (We only JV with Members of the DollarMakers Joint Venture Club.) Robin J. Elliott - President, Elliott Enterprises Inc. Suite 1106, 3071 Glen Drive, Coquitlam, BC Tel. 604.945.5754 Skype: richmind Websites: http://www.makingjointventures.com Blog: http://www.robinjelliott.com E Mail: robin@dollarmakers.com Together, we do amazing things! Take action now – contact us, join us. Let’s make all our dreams come true. $ ATTENTION: Here's how to find HUNDREDS of savvy Joint Venture partners - who are waiting to hear from you; eager, willing and very likely able to set you up with more profitable Joint Ventures than you can handle. Go to: 149 http://www.makingjointventures.com