HOW TO FIND A MISSING PERSON


The Methods Investigators Use in Their Work

It is not always necessary to hire a private investigator to
search for a missing person.  In fact, the time consuming task
of investigating a missing person can be done by almost anyone.

As long as a person understands and follows the procedure
provided herein, they can do the job of searching for a missing
person as well as a hired detective.

Before beginning, realize that you must maintain a detailed
record of your investigation.  Keep this and copies of any
correspondence in a file.

Begin your investigation at the point where the  subject was
last seen and radiate in ever-growing circles.  When you come up
with a solid lead, your search will then go only in one
direction.

Contact the subject's immediate family very early in your
investigation.  See if they have any ideas.  From there you
should contact your subject's closest friends and then the
neighbors.

Now widen your search further by questioning other associates of
the subject, like the hairdresser, bartender, gas station
attendant or newspaper boy.  These people must not be overlooked
as they are all sources of possible information.

More than likely, when you have completed the task of speaking
to all these people, you will have some good leads.  But if you
wish to further the investigation, use as many of the ten
following sources as you need.

POST OFFICE

Send an envelope to the last known address of the missing
person, with your own in the upper left corner and write on the
envelope, DO NOT FORWARD - ADDRESS CORRECTION REQUESTED.  If a
forwarding address has been left, you will be notified of it.

SUPERIOR COURT DOCKET

By writing to the Court Clerk in the county in which the subject
was last known to reside, you can find out if the subject was
involved in any legal proceedings.  There will be a small fee
for the search.

TELEPHONE RECORDS

You can check with the telephone company to find out if the
missing person made any long distance calls just prior to
departure.  You can check with the people called for any leads.

DEPARTMENT OF MOTOR VEHICLES

Request that a search of the department's files be done for the
missing person' driver's license as well as his/her address.
There will be a fee for this service and the missing person's
full name and date of birth are required to conduct the search.

CITY DIRECTORY

Your local public library has a city directory which lists
people by name, address and occupation.  They also have a cross
reference for phone numbers.  Check back for several years,.

VOTER REGISTRATION

Voter registration records are open to the public and these
records show name, address and date of registration.

COUNTY RECORDER

This county recorder records all types of legal documents, like
marriage certificates and wills.  A letter to this office may
open up some leads.

COUNTY ASSESSOR

This office is in charge of tax collection.  If your subject
owns any property, he will be listed with this office.

CITY BUSINESS LICENSE

If your subject owns a business he will have his license on file
with this office.  Run a check on the name of the business and
the subject's name.

FRATERNAL ASSOCIATIONS

If the missing person is a member of any type of organization, a
letter of inquiry to the local chapter can be helpful.

Under certain conditions, the Social Security Office will assist
in locating a missing person.  You must send a letter stating
your reason for wanting to find a person to the Department of
Health, Education & Welfare, Social Security Administration,
Baltimore, Maryland.  They do not assist insurance companies or
bill collectors.

By going through the right channels, you can conduct your own
investigation for a missing person.  Good luck and good hunting!

HOW TO STOP YOUR CREDITORS COLD!



Wipe Out Your Debts!

If you're afraid to answer the phone because your creditors have
been calling every night; and you're worried that one of them is
going to call your boss and tell him you're a deadbeat;  and
just trying to pay off your bills leaves you almost nothing for
food - it time you thought about bankruptcy!

With a small amount of money, a lawyer (and even he's not
necessary a lot of the time), and a careful evaluation of your
assets (what you own) and your liabilities (what you owe), you
too can make a new start with the help of the Federal and State
bankruptcy laws.  But don't rush into this without carefully
determining which is the right way for you, for there are
several different ways to stop your creditors cold, and choosing
the wrong way can result in your losing much more than you might
otherwise have to.

Straight Bankruptcy Usually Costs Less, and It's Quick!

If you have very few assets, and lots of debt, and not enough
income to pay the debts off, even on an extended plan (more
about that later), then you will probably have to file straight
bankruptcy.  You must file the proper forms (or "schedules")
which you can purchase from any really good office supply
stationery store in your nearest city, especially one in a
district where there are lawyers' offices.

Bankruptcy is not a very complicated court action, so don't be
too afraid of it.  You will need to know which district you live
in for Federal Court purposes;  look in the telephone (white
pages) under U.S. Government - Courts, and locate the U.S.
District Court in your nearest city.  Probably that court has
jurisdiction;  but check this out by phoning the Clerk of the
Court and asking him, giving him you home address.  You will
have to fill out several "schedules" or lists of your creditors:
creditors having priority, creditors having security, and
creditors having unsecured claims without priority.  You must
list every creditor, for any one that is not listed can still
sue you and collect, even after the bankruptcy!  If you don't
know if a debt is secured (backed up by a related asset, like
refrigerator bought on an instalment loan) or unsecured (made
only on your personal reputation, with no related asset), ask
the creditor.  Include as a creditor the name of anyone for whom
you co-signed a loan or note, and anyone who co-signed for you.

What Will You Have Left?

Will you be put out in the cold without food, clothing and a
house to live in after your creditors get paid?  Not at all -
because most State bankruptcy laws allow some of your assets to
be "exempt" from being used to pay your creditors!  You must
check the specific laws of your State, but usually, the house
you live in, the tools of your trade, your personal clothes
(within reasonable limits) and certain specific basic home
furnishings are all not taken away from you.  In fact, in this
totally absurd world we live in, many States now permit you to
also keep your TV set(!), because, apparently, they regard it as
a necessity for life!

Where to File

Once you have all the forms filled out and notarized, bring them
to the Clerk of the U.S. District Court in your district, along
with $50.  You don't have to notify your creditors - the Clerk
does that, while also reminding them that now that you have
filed bankruptcy papers, they may not press you for any more
money, but may come to your hearing.

Usually your creditors don't show up, since by that time you
have filed bankruptcy, you have very few nonexempt assets left
that they are interested in.  Whatever assets you do have that
are not exempt (if any) must be sold under the Court's
supervision.  Any money thus realized is added to  whatever cash
you may have had at the time you filed (if any) and the total
amount (which might be, and often is, as low as $50 or $750 is
divided up by the trustee appointed at your hearing and your
creditors get paid on a pro rata (proportional) basis to the
amount you owe them.  If your assets add up to an amount that,
for example, only allows each creditor 3 1/2 cents for every
dollar of debt you owed them, then that 3 1/2 cents is all he
gets!

About three months after you have filed, you adjudged
"bankrupt". and you can start over again to incur, pay bills and
establish a new credit record.  Be  careful, however, about
talking to your old credits at this time.  They may offer to
help you out by extending new credit, and manoeuvre you into
signing "reaffirmation" of your old debt!  Ready anything you
sign very closely, and don't agree to repay any debt that you
have already discharged through your bankruptcy!

Lawyers for Complications

There are some people who should definitely hire a lawyer to
help them through their bankruptcies, especially people who have
assets like real estate that they want, somehow, to keep. Aside
from real estate, if you have been accused by any creditor of
fraud, you should also have a lawyer handle your case.  If you
decide you don't need a lawyer to handle your bankruptcy, you
are still responsible for filling out all of the forms
accurately and completely, and every bit as carefully as if a
lawyer had done them.  Leaving out a creditor's address from a
schedule, or forgetting a loan you co-signed can bring lawsuits
against you even after your bankruptcy.  So be careful, and if
you find the bankruptcy process is too complicated, do see a
lawyer!

Keeping Your Assets Instead

If you've fallen behind in paying your bills, but you don't want
to declare straight bankruptcy, you may want to clean up your
financial mess instead through Chapter XIII of the Federal
Bankruptcy Laws. Also known as the Wage Earner Plan, Chapter
XIII differs from straight bankruptcy in two most important
ways:  you must pay off the entire amount of your debts (no 10
cents on a dollar here), and within a 3 year period.  but  the
good part is you are not declared "bankrupt", so no one ever
knows that you needed relief under any part of the Federal
Bankruptcy Acts.

The major advantage of the Wage Earner Plan, besides not being
recorded permanently on your credit record, is that you get to
keep all your assets, exempt and non-exempt alike (assuming you
still have any left!).  This is quite important, if, for
example, you have a good paid-up car, or expensive household
furnishings or a boat or other valuable assets that you want to
keep.  Under Chapter XIII, you can get your current debts
"stretched out" to three years, which may well result in lower
total monthly payments than you are currently paying, and as
long as you pay off your debts in accordance with the agreement
files with the Court, month by month, no creditor will be able
to sue you to try to seize any other of your assets, and force
their public sale at disadvantageous prices.

Even if they have begin to sue you, once you file for relief
under the Bankruptcy Act, either under Chapter XIII or under
Chapter XI, straight voluntary bankruptcy, they can't touch you!
They are immediately restricted to getting from you only what
the referee or trustee will give them and that only after the
court proceedings have been completed.  Often, if the creditor
threatens to sue you, the most effective thing you can do to
stop him (besides paying the debt!) is to tell him frankly that,
if he sues you, you have no other recourse than to declare
bankruptcy.  This will often make your creditor willing to
negotiate the debt, and you may be able to satisfy him by paying
the debt back, but over a longer period of time (with smaller
monthly payments) than you  originally contracted for.
Creditors know well that if you file bankruptcy, the chance of
their getting payment in full on their overdue account is very
low, so it is in their interest to try to ease your credit
burden at least for a while.

Make Yourself "Judgment-Proof"

If a creditor goes ahead and sues you, and gets a judgment
against you, he can then get a court order directing the sheriff
to seize your personal property, sell it and pay the creditor
the amount of your debt.  However, if you have no valuable
assets, there is nothing for the sheriff to seize, and you are
what is generally called "judgment proof", or in other words,
can't be made to pay the debt.  Because they know this is likely
to happen, street-smart debtors often hide their possessions, or
move them out-of-state, before the sheriff (or marshal) arrives.
This is, of course, illegal.  The creditor's next move is to
try to "garnishee your wages, which he does by getting a court
order directing your employer to set aside part of your wages or
salary every pay period and turn the amount over to him.
However, he can only do this if he knows, or can find out, where
you work.  But even if your wages are garnisheed, there are
limits on what a creditor can take!  Laws vary from State to
State.  In some states wages cannot be garnisheed at all while
in others only small amounts are exempt from garnishment.

If you have no job, and no visible assets, or you live in a
State where your wages cannot be garnisheed, your creditors
actually have very few ways of ever collecting on that judgment!

Harassment and Other Creditor Tools

Before your situation gets bad enough to need bankruptcy relief,
and before your creditors actually sue you, they will try to
make you pay up using informal techniques, rather than formal
court orders, as this is far less expensive and time-consuming.
First among these informal attempts may be turning their bills
over to a collection agency which may then begin harassment, by
calling you often and at odd hours by telephone, by trying to
talk to your employer about your debts, and/or by threatening
you with legal actions, etc.  Many of these techniques that they
use are illegal!  Yes, a creditor or agency can write you
letters, call once a day seeking payment, try to bring legal
action against you, but he is forbidden by law to harass you or
invade your privacy, or use deceptive means to get you to pay
your bills.  He may not use foul and abusive language over the
telephone, tell anyone beside you the reason for his phone call,
insist on payment for a product or service that you claim to
have a legitimate grievance about, nor issue false threats (such
as saying that he is going to drag you into court to collect
$35, when in fact his agency's policy is not to file suit on
accounts of less than $100, because of the high legal costs
involved).  He may not inconvenience you (by calling you at work
when you are not easily able to receive calls), or invade your
privacy (telling your employer or your neighbor that he is
trying to collect a debt from you).

There are books that provide detailed additional information on
personal bankruptcy, and include sample letters with which you
can try to arrange "stretch-outs" on your own with your
creditors before bankruptcy is necessary.  Some include sample
bankruptcy forms filled out that you can use as a model.  Since
the accurate filing of all your debts and assets is so
important, it's a good idea to follow their detailed
instructions closely, with or without a lawyer, so that once you
get your creditors off you back, they stay off!

THE SECRET OF GETTING CREDIT AND CREDIT CARDS

What Is Your Credit Rating Now?

If you have any charge accounts now, or have ever borrowed from
the bank to buy a car, or if you ar paying on a mortgage, there
is credit information on you.  Up until a few years ago, you
could only guess at what your credit rating was, because the
credit bureaus who keep track of borrowers wouldn't tell the
borrowers anything!  But that's been changed through several
laws, and now the bureaus have to send you your credit file when
you request it.  If you've been denied credit on the basis of
their record, they will send you a copy of that record without
charge, if you request it within 30 days of the credit denial.
If you haven't been denied credit but just want to know what
your file says, you must pay a small fee to find out.

Why You Really Must Get Your Credit Report

It is well worth your trouble to obtain your report.  You may
well find (because thousands do) that there is a piece of
misinformation that is injuring you without your knowing it,
which you can straighten out by submitting copies of documentary
proof (never mail originals of anything important - it may get
lost in the mail) of bills paid, payments made, etc.

What To Do If You Are "Unlisted"

If, for one reason or another, you are not listed, or they have
insufficient information on you to "rate" your suitability for
credit, you must take steps to correct this.

What To Do If You're New in Town

If you have no record because you hold no cards and have no
charge accounts, or because you have just come  in from
out-of-town, then you'd better start assembling one.  It may
sound a little  ridiculous, but nobody will lend money to
someone's who's always paid cash!  You have to have borrowed
money or run up charges and paid them back to be able to borrow
larger sums as time goes along.

Start with the local merchants in your immediate area, the ones
that already know you.  Even if you don't need it right now, ask
them if you can set up a charge account with them.  In most
cases they'll be glad to oblige you, they already know you're
local, and that you patronize them regularly.  when you get the
credit, charge a few items each week, and pay your account
promptly when presented.  In this way, you'll build up a good
credit record with these merchants in a short time.

Get Your Bank In on the Act

Go to the bank where you keep your checking account, and ask to
borrow a nominal sum (say $500), which they are unlikely to
refuse you.  Do this even if you don't need the money, because
you do need the repayment record on their books.  Repay the loan
on a regular basis when due.  Do not accelerate, and pay it all
back the next month.  Strangely enough the banks do not like
that, because to them that indicates a "feast or famine"
situation, rather than a steady payer.  The interest cost on
this loan, even if you have no need for the money, will be well
worth paying to build up your credit record.  Besides, you can
minimize this interest cost by depositing the money you have
borrowed (assuming you do not immediately need it), in a savings
account, and collecting the interest, which will defray a good
part of the cost of the interest you are paying.

Once these charge accounts and the loan have been operating for
a while, proceed to stage two, and ask a large local department
store for a charge account.  Most likely they will be happy to
give you their charge card.  Build up your rating with them by
occasional purchases and prompt payment, and then you proceed to
stage three, and apply for the less selective national credit
cards, Master Charge and Visa, which you should a this point be
able to get without too much difficulty.

On the Road

Once you have national bank credit, it's easy to get credit from
all the oil companies, which makes traveling around a cash-free
pleasure.  Some gas stations take national cards like Master
Charge, but most only take their own credit cards, so you should
not overlook these, just because you already have others.

First Class With No Cash

Once you have all the other cards, a paid-up loan or two, and a
fine record of promptly paying your bills, you may be able to
get the most selective cards of all, the "travel and
entertainment" cards.  These are American Express, Diners' Club
and Carte Blanche.  These cards operate on a different system
than ordinary retail store cards, or the national bank cards,
both of which are revolving credit plans on which you pay a
small amount each month, until your balance is all paid up.  The
store or bank hopes you take a long time to pay, because they
make their money on the 1 1/2% monthly (which is 18% yearly!)
finance and, or interest charges.

The T&E cards, however, expect you to pay your bills at the end
of the month!  Let your account get 60 days or more delinquent,
and they'll cancel you out as fast as a flash of lightning.
Although these cards do not charge interest, they do charge you
a fee for membership.

Let Me Entertain You

So how do you get these marvelous bits of plastic that open up
the doors of exotic nightspots in Tangiers as easily as your
nearby Howard Johnson's?  Your good credit record, that you have
already established, will be the most help.  Since the T&E
people want you to pay your bills promptly each month, they want
to know that you have a steady record of paying bills promptly
to other people.

So first American Express, or Carte Blanche, or Diners' Club,
looks at your credit record.  Then at your salary or other
income.  Most of them have cut-off points below which they will
not grant their cards.  But even if you earn more than their
minimum requirements, they don't automatically okay you for
their credit.  They look at your stability!  How do they measure
stability?  How long have you worked on your present job?  If
you don't have a minimum of two years of steady work in one
place, they may not consider you at all.  How long have you
lived at your present address?  At your previous address?  And
do you rent an apartment which means you could move tomorrow, or
do you own your own house, which means you will probably still
be in the same place next year.  How stable is your livelihood?
Do people in your field of work get laid off frequently?

Now You Can Really Start to Live!

Once you have all the major national credit cards in your
wallet, you can live like the millionaires do, even though you
haven't yet become one.  You can go into a fancy store, or even
call them on the telephone,  and order those wonderful luxuries
which make life so much more exciting, like furs and diamonds,
for your loved one, or new furniture or appliances for your
living room, bedroom or kitchen.  All of this can come true in
the wonderful world of credit.  Now in today's world you can
charge almost anything on a credit card, from admission to a
nudist camp in Yugoslavia, to medical care at a hospital in
Atlanta, university courses in New York City, funerals in Los
Angeles, and even the services of legal prostitutes in Las Vegas.

Erasing the Bad Marks

But what do you do if you haven't been able to pay your bills
promptly, or you've run up more than you can handle, or you
don't have a very stable work history?  Do you have to give up
the dreams of credit-card living?  Not entirely!

Once you find out which credit conditions in your background are
the most troublesome (from the credit report you have already
sent for), you then start to create new conditions that  you can
then base your records on.  If you were out of work, perhaps you
can get a reference from someone you know who owns a business
and is willing to say that you worked for him, if the credit
card company checks your references.  If your bills are too
high, and you've missed a few payments, perhaps you should see
one of the free consumer-counseling services that are springing
up in the larger cities which will enable you to consolidate
your debts into a manageable amount.  Remember that credit card
companies don't care very much about the amount you owe, but
they care a lot about whether you pay steadily, every single
month, even if the amount each month is small, and the entire
debt will take years to pay off!

Don't overlook ways to establish good credit without buying
anything!  For example,  you have telephone service in your own
name, you have a record of paying bills to them which is then
part of your credit record.  The same for your gas and electric
supplies from you local public utilities.  These services, when
they are in your name, will show prospective merchants that you
do have a record of paying bills, even if you haven't yet
established retail store or bank credit.

Using Your Credit to Save Cash!

The world of credit has one more trick you should know about,
this one that actually saves you money right on the spot.  All
you have to do is carry your credit cards with you when you go
out shopping, even if you intend to pay by cash.  Then you have
to keep an eye open for the smaller, personal service-type
shops, where the boss himself, or one of the partners, is always
present (you'll see why in a minute).  As you walk in, check out
the decals on the door to see which credit cards they accept.
Then select your purchase in the way you normally would - taking
your usual care to be sure you're getting the right item at the
right price.  When the deal's all set, produce your credit card
(one of those you know he takes), and say "I'd like to charge
it, please!"  At this, the merchant's face will probably drop
about six feet, but he'll take your card and walk over to the
imprinting machine (or maybe to the telephone to check your
credit status). He hasn't got much choice, he has to take your
card if he uses their decal in the window.  But the point is, he
hates to, because he has to pay the credit card company a
percentage of the sale, usually somewhere between 6% and 10%.

Now, while he's vulnerable, is the time to hit him with a
casually dropped remark like "say, how about knocking 5% off the
price, and I'll pay cash instead?"  The chances are he'll accept
your offer, because it saves him the other part of the credit
card company percentage, and because it saves him bookkeeping
chores, and waiting from 3 to 7 days for his money to be
credited to him by the credit card company.

The reason why this gimmick doesn't work in big stores is that
the clerk doesn't give a damn what it costs the boss, and has no
authority to take an additional percentage off the price, so
he'll just go ahead and write up your credit card invoice.

HOW TO COMMAND, INFLUENCE AND CONTROL PEOPLE

The Styles and Methods of Power

Power is the ability to get things done - your way.  Sometimes
it's a direct order that you give, sometimes a suggestion you
make, or a request or the asking of a favor; but the result (if
you have power) is always that the other person acts and you
derive a benefit from the other person's actions.

Once can have power in many different ways.  You have it over
your employees because you pay their salaries.  If you are an
expert in a special field, it's because you know the best way to
handle matters.  In a legal dispute it's because you have the
law on your side.  If you have credit cards, it can be part of
your lifestyle to go into a store, hotel, or restaurant, in any
city, and order whatever you wish.  In politics it's because
folks will give you their votes, hoping that you'll work and
succeed in getting the government to serve them in their area.
And there's the power that derives from being talented, charming
and capable; of being up-to-the minute and knowledgeable, so
people know if they let you handle things for them or listen to
your advice, they'll come out ahead.

One more aspect of power.  This concerns competition.  If all
the world were fair and equal, one would have no need for the
upper hand, for the advantage, for power.  But of course the
world isn't.  Which often means that in a competitive situation
you cannot merely settle for an equal chance.  You must keep
your eyes and ears, and indeed all you faculties, open for any
clue or other tips that will move the balance in your favor.
Whenever possible, make sure you get more than an equal chance.

You Have to Look the Part

People are impressed by how a man looks.  They are often not
aware of exactly why they treat one man like a VIP and another
gets the bum's rush.  Their reactions may be subliminal, below
their conscious awareness.  But take it from me, if you're well
dressed, neatly groomed, hair trimmed, etc., and are driving a
snazzy car, you'll be well received; while a guy who's wearing
sloppy clothes, unshaven and unclean, and who's driving an old
heap, will hardly get any attention at all.  Look as good as you
can;  and back it up in other ways.

Add the other elements of the power image too.  Clothing - it's
worth investing some money to be well dressed. Buy suits on time
payments if you can (a credit card is very useful for this).
That way the clothes are helping to get power, and therefore
money, for you while you are paying for them.   Don't forget
about the car you drive around in;  if the one you have is not
impressive then rent one that is.  Rental cars don't cost that
much and driving a good one pays dividends in the power sphere.
Try to join clubs and organization (business, social, political)
that have important and influential members.  If at first you
can't become a member, then manoeuvre a member into taking you
as his guest.

Money and power beget money and power, the more they thing you
have, the more you'll get.

We must repeat that, for most people, those who belong to the
power elite are those that appear to belong to it.  Unless
recognized personally, a millionaire will be turned away from a
class restaurant if he's not well-dressed.

You Have to Consciously Act the Part of One Who is Used to Being
in Command

There's another extremely important factor in appearing to
already have money and power beyond what I mentioned above and
that is your own manner of doing things.  You must move, speak
and act power.  Have you ever met the grandson of a man who
amassed a fortune and wondered how a grandfather who did so much
could have a grandson who seems like such a weakling?  It's
true;  that grandson could never get rich on his own;  if he
hadn't inherited his family's money, he'd be poor because he's
weak and incompetent.  And it shows.  The men who, like
yourself, are capable of making money now, are men who can act
in a strong style that almost seems to draw money like a magnet.
Language, and the way you speak , can say as much  as the ideas
in your words.  Equally important however, is your body
language, that is, the way you stand, walk, move and sit, and
the gestures you make.

Be the Man Who's in Demand

Power isn't just you being able to call someone and tell him
what to do; it's also other men calling you and  asking for your
business or wanting to associate with you.  If you're a man who
seems to possess a wide knowledge of the world, an awareness of
trend, if you're the early-bird who catches sight of
opportunities first, if you're the man who's capable of handling
many different kinds of situations, then people will seek you
out.  They'll invite you to vacation at their country homes, to
meet their influential associates, to join their social clubs
and their business syndicates.  And when they do, all of these
will enhance your image of power, and widen your power base so
you can zoom in even more.

When the Fight for Power Gets Harder

Everything we've said so far will be useful in just about every
situation;  but when the struggle for power gets more intense,
some other methods are needed.  When the person(s) you're
talking to has been open-minded and your powers of persuasion
have been working from the moment you first started talking, the
usual techniques can be used.  But what if you're dealing with
someone whose mind is closed to your ideas and influence from
the start, or who feels he is in direct competition with you?
Then things must be handled somewhat differently.

Most important, be in control of the situation at all times.  If
you feel your control is slipping, do something to regain it,
You could do something vividly dramatic and totally bewildering
to the other person, like suddenly shouting or pounding on your
desk.  Or you could press a secret buzzer to have someone rush
in and interrupt when the other side is coming on too strong.

Never ever get into a power struggle when you're at any kind of
a disadvantage;  if you're tired or if the discussion turns to a
subject in which the other guy is an expert.  Always focus your
own mental energy and project your thoughts into his mind.  Look
him in the eyes, try to gain his confidence.  Always have a
picture  in your mind of a victory over this person bigger than
the victory you need to achieve your aims.  And whatever you do,
don't lose;  that is, if you realize that you can't beat him,
then leave.  It's better not to have victory than to have a
defeat.

Say Whatever Does the Trick

Making a lot of money is largely a process of convincing people,
of selling yourself, your service, your product.  And the trick
is to tell them what they want to hear.  The problem is to find
out what they want to hear.  So you'll start out by giving them
basic information about what you're selling.  You then continue
with your sales approach, always watching their reactions
carefully.  When you see their eyes light up and they then lean
forward with interest, then continue on the topic that aroused
that interest, no matter how odd it may seem to you.  And do the
opposite when you reach any of the usual parts of your
presentation, if the prospect shows less than the normal amount
of interest;  that is, shorten that part and go on tho the next.

From Start to Finish

You start out by telling them what the product or service is or
does.  The kinds of benefits people get from using it and some
examples of ways, both usual and unusual, that other folks have
used it.  It often helps to mention that "Mr. Anderson, you
know, the big shot, just bought two of them for his own use", or
that "the XYZ Corporation recently bought seven of them for
their executives".  Or if you're selling a more heavy duty item,
that "Smith's Construction Company has been using them for
years".  If it's almost a custom made item, tell them they're
one of the select few who will even get a chance to buy it.  If
you have an opportunity to talk to his wife or a friend of his,
play along with that other person and have them unknowingly
hinting to the customer that "it certainly sounds like a good
deal".  If his kids are with him, get them to needle him into
buying it.  Use any method that works.

Suppose the guy seems convinced but he can't seem to make up his
mind to actually hand over the money or sign the contract to
make the purchase.  Sometimes it helps to imply that he really
can't afford it.  He might buy it just to show you he isn't poor
or a cheapskate. Another great strategy that sometimes works in
desperation to close a sale is  to make him feel guilty if he
doesn't buy.  Imply that he deliberately wasted your time and
energy, the  he's rotten and thoughtless, that he just wanted to
make a phony impression on his wife or girl friend or anyone who
is there with him.  You might want to say all this very loudly,
almost yelling, so that a crowd gathers and you shame him into
buying.  Or you can try another method to clinch the sale, offer
him a "special bonus".  Say you'll give him a longer time to
pay, or a contract for "free" servicing or that you'll add on a
bonus of another item "free".  Actually he may have been
entitled to this "extra" all along, but if you haven't mentioned
it, then now's the time.  Try to keep one or two tings in
reserve as your last pieces of ammunition.

To Sum It Up

Prepare in advance so you know the other man's point of view;
if you're able to benefit him, he'll practically jump at the
chance to let you make money off him.  Tell him what he wants to
hear.  And above all, keep eyes and ears open for any
information, clues or tip-offs, favorable or unfavorable, that
will give you the powers to persuade him.

In the power battle called life, victory will go to those who
find the right weapons and use them.  So keep your weapons
handy;  get a head start and don't lose it.  Be alert for clues
you can use to your advantage.  Present yourself with
confidence;  broadcast your will power, speak and move with
assurance, and, to make sure they get the message, have the
clothes, car, office and the other outer appearances of power
and money.  People tend to believe what they see, and if you
look like you've got it made, then you will have it made.

HERE ARE 46 WAYS TO GET MONEY WHEN YOU ARE BROKE



(MONEY YOU DON'T HAVE TO PAY BACK)

1. One way to get money is to have a yard sale and sell items
that you are getting ready to toss away because you don't want
them any longer.

2. You can always gather shells at the beach and polish and turn
into jewelry.

3. Get cash surrender from life insurance policy.

4. Paint faces on rocks and sell as paper weights.

5. Go to a pawn shop and pawn some jewelry.

6. Borrow from a relative.

7. Go get welfare pay or food stamps.

8. Dig small trees from woods and sell to home-owners.

9. Learn names of wild plants and plant in pots for sale.

10. Roll newspapers up in logs, tie, dye and let dry...then sell
(fireplace).

11. Cut up old shirts and dresses and make pot holders out of
them and sell.

12. Cut square towels out of old tossed out clothes and sell as
wiping rags.

13. Gather driftwood from the beach areas and sell to craft
shops.

14. Paint old used wine bottles and sell as hand painted vases.

15. Go house to house and paint house numbers on curbs for a fee.

16. Take the lawn mower house to house and mow lawns for a fee.

17. Offer to dig or spade gardens for local neighbors for money.

18. Offer to sell fishing (earth) worms as bait - dig in garden
to get the worms.

19. Paint house exteriors in spare hours. Charge prevailing rate.

20. Gather pine cones and sell to craft shops.

21. Turn pine cones into useful jewelry, etc. and sell to shops
or houses.

22. Spray old building bricks gold, sell as "Fort Knox Rejects"

23. Paint bricks a vibrant enamel and sell as toilet bowl
displacements.

24. Fill coffee cans full of plaster, paint all over and sell as
door stops.

25. Gather vegetables from your garden and sell at road side
stand.

27. Baby sit for profits.

28. House sit for vacationers, get extra by up keeping grounds.

29. Make fudge and sell house to house.

30. Do typing for fellow students or fellow workers for a fee.

31. Type menus for restaurants for a certain amount per menu.

32. Read books and do reports for a fee for students.

33. Research any subject (in library) for $25 a page.

34. Paint scrolls and designs on plates or make birthday plates,
charge $19 each.

35. Teach people to do calisthenics, charge $2 an hour and have
10 at a time.

36. Teach dancing and charge $2 an hour, and have 10 at a time.

37. Learn to do juggling and clowning, put on shows for pay.

38. Rent out as a clown to birthday parties, affairs, etc.

39. Get good at telling jokes and rent out to night clubs.

40. Sing for money at night clubs.

41. Make crafts and sell them at road side yard stand.

42. Teach others to make crafts ($2 each) and have 10 at each
class.

43. Bake fruit pies and sell house to house (or in stores at
holidays).

44. Make Christmas wreaths during holiday season to sell, using
discarded boughs from your own and neighbors Christmas trees.

45. Make Christmas candles from paraffin wax and sell at
Christmas time.

46. Polish shoes for office workers by going to office once a day
every day and charge 50 cents a shine - lawyers best bet here,
Also see all accountants, clerks, insurance agents, etc.

A SHORT MEMORY COURSE!



HOW TO REMEMBER NAMES

You just called the TV repair shop and the voice on the other
end of the line tells you "this is Don Smith".  About 5 minutes
later you tell your wife that "this guy" will be out to fix the
TV in the morning.  You can't think of his name although you
know he mentioned it on the phone.

This happens all the time to just about any of us unless we have
learned to concentrate and implant the name in our memory right
at the time we hear it.  To do this you first must make a habit
of repeating the name back to the person.  This action will
remind you to store the name in your "Memory banks" each time
you hear someone's name, and, within a matter of a short time
the "repeating" process can be discontinued.

When you meet someone in person use the same procedure, and in
addition, visualize something different, unusual from the
ordinary, or "ridiculous" about their appearance, position, or
actions that "ties in" with their name.  You may have to put the
descriptive information on one side of a card or piece of paper
and the name on the other side for a while until it is imbedded
in your memory permanently.  Look at it repeatedly, see the
"picture" in your mind's eye as you look at the name, or when
you see the name visualize the "picture" you have assigned to
the name.

Getting this system to work will require certain changes in your
thinking and it may take several days or several weeks to become
proficient.  After all, you have developed a "bad Habit" over a
period of many years and it is difficult to turn it around
overnight.

This method also works with anything else work remembering, not
just names.  When you have occasion to remember something, jot
it down and incorporate it into your list . . . No complicated
formula . . . Just a system that works with a little
concentration.

HOW TO REMEMBER ANYTHING!

As mentioned above a person may train their memory by
associating names with specific illustrations.  This works just
as well with written information.

There are several key words or a key thought in each paragraph
of printed matter that can be associated with an illogical or
ridiculous illustration.  It is much easier to remember and
recall ridiculous associations than it is to recall normal and
uneventful relationships.

As you proceed through any text choose one or several Key words
or key thoughts from each subject and relate the same to a
ridiculous cartoon or illustration.  Actually "see" it in your
minds eye as it relates to the key word or key thought.

When you have occasion to remember a particular matter, the
"picture" should automatically appear to you and the entire
thought should be recalled.  Be sure to SEE the ridiculous
picture associated with the printed matter you wish to recall.

As you proceed through a book, practice seeing a picture and
relate it to the key words or the main thought of the written
material.  This method of learning should improve your ability
to retain what you read.  With sufficient "practice" using this
method, many individuals will be able to develop a "photo-Type"
memory.

The Key to this memory system is to "see" the "picture" in your
"mind's eye".  After you have practiced and mastered the system
and are able to get instant flashback recall you should be able
to read most any text material and visualize ridiculous pictures
to associate with the thoughts expressed in the printed
materials.

We suggest you prove this system to yourself.  As you read the
first several pages of information, "see" a picture related to
the words or  thought.  It may be rather difficult to "see" at
first but by constant effort and concentration amazing progress
can be made.  When you have seen the picture, just go on
reading the following subject matter and repeat the process.
Don't be concerned that you will forget the prior subjects!
They should remain imprinted on your mind and recalled later,
instantaneously and clearly.

After you have read several pages, recall the first few
"mind-pictures".  If you originally "saw" the picture as related
to the key thought of the printed material, you should remember
the basic information.

Try it!  It's interesting!  After you have mastered this
learning system, it should be easy to file various programs away
in your memory and recall them as needed to progress in your
search for success.

MEMORY AND PUBLIC SPEAKING TIPS!

The same system mentioned on the previous page may be used to
memorize a speech by linking a series of thoughts to a series of
ridiculous pictures in sequence.

Proper preparation of your  speech is half the battle.  Know you
subject thoroughly then make an outline for the introduction,
main body and conclusion.  Start your speech with something to
startle your audience into complete attention such as a weird
statement or funny happening.

In presenting the main body of your speech get the confidence of
your audience by letting them know you know your  subject very
well.  Get your points across without argument.

In making your conclusion you can briefly sum up what you have
just stated then end with a big bang;  recommending action your
audience should take or suggesting they change their viewpoint
on the subject etc.;  finalize with a joke that fits the
circumstances, or powerful word pictures they will remember
after they leave the meeting.

Make your outline in large print with plenty of space between
lines so you will be able to look up without losing your place
on the sheets.  Rely on your memory for the  most important
points, including the opening and closing lines.

Practice your speech with a tape recorder and in front of a
mirror before the meeting.  Work out any apparent speaking
problems or things that don't sound just right.  Know what you
are going to do with your hands and determine the better body
movements to go with your personality.  Continually make eye
contact back and forth across the room.

Take time to think before answering questions.  If you don't
have the answer, ask another question, refer it to someone else
better qualified to answer, answer in general terms, or change
the subject  (like politicians do) complimenting the person
asking the "impossible" question, or by telling a "clean" joke.

THE 10 BEST WAYS YOU CAN HIDE YOUR VALUABLES



Hiding your life's treasures under your pillow or mattress won't
safeguard them from a thief.  However, this doesn't mean that a
safety deposit box at your bank is the only place for them.

In fact, the traditional approach of keeping one's valuables in
the home is an excellent idea, provided they are hidden in
really secret places.

The ten following ideas of where to locate a secret compartment
will offer maximum security.  The first five, because they do
require some construction to the house, are better for people
who own their own homes.  The second five ideas can be
effectively used by apartment dwellers or renters.

1. WALLS

- because walls are hollow, there can be hidden space behind
every wall in every room.

- the ideal spots are behind solid, fixed items, like coat racks,
or boards along closet walls supporting the clothes hanging pole.

- remove the attachment and hollow out a compartment.

- make sure you camouflage your handiwork well.

2. BEAMS

- ceiling and  wall beams are popular architectural features in
homes.

- make one of the false beams (one which doesn't offer much
support) moveable, and hollow an opening out of its top or back
side.

3. BASEBOARDS

- one of the easiest-to-construct compartments is one behind a
baseboard.  These strips of wood that run along your walls next
to the floor are so common, no thief would give them a second
glance.

- choose a short section of board, and carefully pry it away
from the wall with a crowbar.

- now hollow out a hole, and replace the baseboard.

4. PANELING

- wall paneling  offers a method of opening large areas of dead
space

- your best choice is behind actual boards nailed to the wall
individually, not behind the four-by-eight sheets.

5. MIRRORS

- for a compartment offering little depth, but a large area of
space, you can construct a hollow right behind a full-length
mirror on your  closet door.

- hollow out your compartment, then mount your mirror with
sliding tabs.

6. FURNITURE

- complicated secret spaces built into furniture have for
centuries been favorites.

- a simple approach is to remove the molding of a table or desk,
and make a hollow.

7. BOOKCASE

- a common source of easily overlooked space is found at the base
of a bookcase.  The lowest shelf is usually raised above the
ground level several inches, and this space is enclosed with a
base-molding.

- if you can make the lowest shelf removable, you can attach your
valuables to the underside of this shelf by means of magnets.

8. LIGHT SWITCH

- an easy and highly deceptive secret space can be constructed
behind an electric outlet plate or light switch plate.

- make sure the electricity is shut off when you remove the plate
to construct your hollow.

9. HOUSEPLANTS

- secret compartments can be constructed in the base of your
plant pots:  this will be especially effective if you have lots
of plants.

- seal your valuables well in plastic if they can be
water-damaged.

10. BURIED TREASURE

- finally, don't overlook the oldest hiding technique in history,
of burying your valuables underground.

- make sure you have an accurate map of where your treasure is
buried.

For maximum security in hiding your valuables in your own home,
make sure your craftsmanship is flawless.  And don't reveal your
hiding place to anyone out of your own family.