Martin Stellar - Coach & Consultant for ethical sales and business growth

Martin Stellar - Coach & Consultant for ethical sales and business growth

How to Make it Easy and Fast to Write Daily Emails for Fun and Profit

Some days, I too struggle to come up with something to write.

Can be I’m dry for ideas, or I have an idea but after 40 minutes of trying to write something your good self might enjoy reading it’s still not coming together.
Thing is, it doesn’t bother me none.

Got no idea to write about?

I just start writing something, whatever, anything at all.

“John looks at the wall, wondering what to write. It’s one of those days again. His coffee cup is dry. His mind too. Have you seen this writer in your neighbourhood? I need to hang the laundry. Etc etc.”

Three or four lines in, another idea comes up – I open a new doc and start writing.

When that one runs dry, another new doc with yet another idea.

See if this one goes anywhere.

It never takes more than two or three new documents before something catches, and the writing starts to flow.

The draft documents get saved in my notes folder for future idea-digging, and I get to send my daily email inside of 60 to 70 minutes, start to finish.

With two or more ideas for the future saved, sometimes even half-developed or more.

That’s how easy email writing can – and should – be.

When I’m dry, I write nonsense until something presents itself.

When an idea isn’t working out, I close the window and start something new.

When I really can’t figure out a topic, there’s also my archive of notes and drafts, now probably 350 files large.

In the end, it really ain’t that hard.

Like I always say: practice and repetition, grow that writing muscle of yours.

Obviously, it’s good to know what and how to write.

If you show up and just go ‘I’m so cool, you totally should buy from me’, it’s not going to work.

You’ll need to be fun, and useful, and helpful.

And, you’ll need to know how to work your writing style and personality in such a way that it turns readers into buyers.

And for that, I’m developing LEAP #4, which will be filled, absolutely rife, with insider email marketing secrets.

If ever you’ve wanted to start emailing people for fun and profit, your hour of glory is coming up.

You don’t want to miss this issue.

Go here to get it –> http://martinstellar.com/leap-to-more-sales/

Cheers,

Martin

Thoughts on Reality, Sales and Excuses

The psychologist Paul Watzlawick wrote a book called ‘Is reality real?’

The answer, I can tell you from experience, is this:

Reality is not real, and at the same time it is.

Complex stuff, I know.

Even after 2 decades of meditation, I still don’t know what I just said.

However, it’s an interesting book and there’s lots of insights about psychology and communication in there.

Just what yer little Stellar needs.

One thing I found interesting is the cultural differences in behaviour and communication.

He explains that when Westerners meet as strangers, the correct distance to respect personal space is about an arm’s length.

In Hispanic cultures though, it’s common to stand a step closer when talking to a stranger.

So the Westerner moves a step back, correcting the error in the social situation, upon which a Latino will react by taking one step closer.

Familiar situation, probably?

I find it fascinating: The corrective behaviour of one person (stepping back and creating more space) is perceived by the other as behaviour that requires correction, and the first person feels exactly the same.

Such fun to be human.

Here’s why that matters in business:

Everybody is a world unto himself.

Take that literally.

Just be aware for a moment of the huge, enormous, absolutely VAST content of you&your life.

Your experiences and history, your memories, dreams, fears, knowledge, your perception and relationships and thinking – it’s a lot, isn’t it?

Yep.

Same story over there, across the table from you. A whole ‘nother world.

It’s easy to assume we’re all similar, that we share opinions and worldviews and deeply held beliefs.

But we don’t, not nearly as much as you think.

There’s overlap with other people, but come on: do you honestly think anyone out there REALLY gets who you are, what you’re about?

They couldn’t, right? There’s just too much.

Exactly.

And the same thing obviously applies to the other person: you can’t know him or her, you can’t possibly really and truly ‘get’ that person.

20 Years of marriage helps, but even then: Ever looked at your husband or wife, and thought: “Wtf, it’s like I don’t even know this person”?

Right.

In business, and especially when we’re talking about marketing and sales, you need to be extremely aware of this.

If you can be fully conscious of the fact that basically you know nothing about that other person, less than a smidgen of who they really are, something special happens:

You start to really LISTEN.

Implanting right into your conscious mind the notion that the other person is a world of his own means that you’ll be perceptive like you’ve never been before.

You’ll start observing reactions, subtle behaviours, and they will tell you not who that person is, but what they want, need, and fear.

And when you know that, you can sell them your solution.

Just like the two strangers meeting, one guy approaching and the other retreating:

If you live in your own little bubble, one guy is being invasive and the other is being, dunno, homophobic?

But if at least one of them recognises what’s going on, that it’s just culture and habit, they can stop the cycle, and presto: communication can happen, and one guy can ‘sell’ his thoughts or ideas to the other guy.

Listen to people, observe, give them space – try to really see that person as a separate world.

You’ll be surprised.

Back to the order of the day:

30 minutes ago I didn’t know what I was going to write today.

I opened Paul’s book, read one page, and hoopla: suddenly I had a topic.

Now it’s half an hour later, and I’m almost ready to send.

Is it because I is great?

Not at all:

It’s just a matter of practice – it wasn’t like this when I started.

You too can pick up ideas anywhere, and write en email in 30 minutes flat.

You too can write emails that are fun, helpful, good to think about – and, sales-getting.

How do I know?

Statistics, baby.

You’re reading this, so you can read, which means it’s highly likely you can also write.

You can follow my thinking so your intelligence will be good enough to string two sentences together.

You put up with my jokes and weirdness, so you probably have a sense of humour.

You’re still a subscriber even though I never stop going on about helping and serving and solving problems, so what you’d write would likely be helpful to people.

Therefore, you can also be an effective email marketer to better your business. Q, and E, and also D.

Except, one of two reasons: you don’t have the time, or you don’t know how.

If you don’t have the time, maybe you’re making excuses.

Everybody can free up 20 minutes a day to practice a method that will earn you more money and free time.

Everybody, except maybe Apple’s factory workers in China. But they’re not reading me anyway.

If you don’t know how, there’s also no excuse:

Get LEAP #4, and you’ll know how to do it.

Where? There –> http://martinstellar.com/leap-to-more-sales/

Toodle-oo,

Martin

And Now for Some Shameless Self-Promotion

You know how I’m always saying LEAP is so miraculous, and how sales can be fun and marketing can be rendering a service?

Yeah. Today I’m not going to say any of that – I’ll let someone else say it.

Let me show you the email Jimmy sent me after he read LEAP #3:

###

Yes, a great great read, you packed an awful lot in there. Made me want to throw all the paintings in the car and go door-to-door straight away.

I’m serious. It make me really aware of the importance of saying ‘Hi’ and talking to people, like those we were targeting while you were over here.

Its not easy, but I am understanding it more and that makes it easy because I’m beginning to see its total necessity. Hell, I’m doing them a favour talking to them! They’ll get exposed to my art. People need to see it and its my job to take the necessary actions to make that happen.

I’m in the business of looking for ‘literary goatherds’ those who really want to see my art on their wall and to have that association with me, my backstory and the story and meaning of the art itself.

truthfully found it very inspirational and its great to see it all written down in a cohesive document. I’ve underlined a lot of key points..that I can use to remind myself when I feel the whole enterprise is useless.

Thanks a million Martin for writing this and sharing it with me…

great, great stuff

###

*Sniff*  – they grow up so quick.

Seriously though, isn’t it interesting? That’s a guy who until a few months ago wouldn’t have dreamt of asking for a sale, much less consider it doing people a favour to promote something you make.

So let’s review some of the juicier bits:

– Reading the newsletter energised him so much, it made him want to go and sell his art door to door: Potentially profitable, but incredibly hard work. Door to door sales in any industry is considered the hardest there is and very few people are up for it. LEAP 3 however made him look forward to the experience.

– It helped him ‘get’ that yes, it’s actually a service to people if you put yourself out there and show up for them. ‘A favour to them’ – correct.

– He realised that – as I always say – it’s his duty and obligation to make it happen. Necessary steps… yes indeed.

– The literary goatherd – in case you didn’t read my email about that: I ran into a guy who paid 150 Euro for a book, an ancient print of Don Quichote.

Turned out, he’s a goatherd with a mad passion for literature. To him, therefore, paying 150 bucks for a book makes total sense.

Jimmy now understands at his core what type of client that is, and how profitable it can be to single out exactly those people.

– These days, it’s no longer a chore to him – he considers it his JOB to market his paintings – and the best of it all?

He’s enjoying it.

I mean how much better should it get?

That’s the power of signing up for a marketing system that’s built upon serving people, and that uses relationships, psychology and trust to find the people who most need you.

And, shows you how to sell your work to those people.

Want that same experience, and start to really enjoy marketing and sales?

No problem. Start here –> http://martinstellar.com/leap-to-more-sales/

Cheers,

Martin

5 Tips on How to Do Email Marketing and Do it Right

Some asked: Do people under 35 also read emails?

Heh. Does a teenager want an iPod?

The question was about marketing emails of course, and the answer is a resounding yes.

Everybody reads emails, in every market, for every product, no matter what.

This I solemnly declare, even if I’m wrong, which is statistically nearly impossible but we should never rule out the unlikely.

Anyhow: yes, you can write, send, and get read your emails in any possible market you serve.

Sure there will be demographics where there’s a lower percentage of email engagement vs other channels.

But even so, those people in those groups who do read your emails will love reading them.

Provided you do it right, of course, and here’s a few pointers:

1: Be helpful

You’re asking people to pay you with their attention, so make it worth it. Earn that attention. Being helpful is a great way to do it.

2: Be fun

Most people are bored, or they are stressed and anxious. Give them something fun, entertain them, bring a smile into their day.

3: Be a pitbull
Once you set a rhythm for your emails, stick with it. Grab their attention and don’t let go. Best is once a day, but whatever frequency: be relentless

4: Be authentic, personable
Show some skin. You can mean something to another person, people are looking for others they can relate to. Give them something that they can relate to.

5: Always ‘ask for the sale’
Whenever you communicate with people, when they’re done reading you, give them a ‘what to do next’.

In many cases that’ll be a call to action as in ‘buy something’, but you can just as well ask them to reply to a question, or sign up for a newsletter, or share something on social media – suggest they try a tool, recommend they think about an idea or a strategy…

There’s a psychological mechanism, a very strong one, that gets activated when you are persistent – not just in sending emails, but especially in always giving some sort of call to action.

How that works, and how to use it, that’s what you’ll learn in LEAP #4, which will be all about email marketing done right.

The very tricks that I use, and that I teach my mentorship students – wrapped up nicely in 16 pages of easily digestible, DIY format.

Available right here –> http://martinstellar.com/leap-to-more-sales/

Cheerio,

Martin

Look, If You Can't Even Be Bothered…

Sure gets hot here in summer.

This morning I went for groceries, and decided to walk instead of taking the bike.

Bit of exercise, bit of podcast.

Sweat was literally pouring down me, running into my eyes and making my shirt stick to my chest.

I must have looked a right mess.

No wonder the Spanish think I’m crazy. Only mad dogs and Englishmen go out in the midday sun.

And a lone copywriter-cum-marketing-teacher on the Spanish coast, apparently.

Anyway, entering back into town, I saw two hitchhikers sat at the sliproad going up to the motorway.

At first I wanted to give them a thumbs up – I used to hitchhike and I support the practice.

Then I stopped and looked, and I wondered…

Imagine the scenario:

You’re about to hit the road, just leaving town.

A guy and a gal, each with a lettered sign.

They want a ride, but without paying.

They want you, or someone else, to stop.

To take the trouble, the time.

To deal with their luggage and quite possibly their smells.

And these people, they can’t even be arsed to stay on their feet, standing up is too much trouble in making their ask?

I know, ‘ask’ is not a noun. It will be in the Oxford Dictionary before too long – look at me being a trendsetter.

But I digress.

Would you stop for those guys, sat there?

I wouldn’t.

Not because I’m harsh or judgmental.

But for the simple reason that they’re not making any effort.

They can’t even be bothered to stand up.

If they want a ride from me, they simply have to try harder.

Besides: if a motorist stops, he’ll want to have it be a quick stop.

Just the image of people sitting as opposed to standing will tell the driver that it’s not going to be a fast affair.

If you’re hitchhiking, you want to look 100% ready to grab yer satchel and enter into the vehicle with one great leap.

Same thing applies when you are asking for something in business – a sale, for instance. It’s one of the reasons I always hammer on about daily emails.

If you can be so persistent that you write every day, that you show up with helpful marketing day after day, you’re going to show people that you really try.

That you work hard on this, take it seriously, and that you’re willing to put some effort into it.

That it matters that much to you.

If you can’t even be bothered to put some oomph into your marketing, how is a prospect going to believe you’ll put it into your work?

This and more, in the September issue of LEAP, available right here –> http://martinstellar.com/leap-to-more-sales/

Cheers,

Martin

About Your Perception and the Things You're Not Aware of

Last night I got on Skype with Jimmy, to get a status update on his efforts last weekend.

There was a street expo in his town, and he hadn’t been in the mood to go stand there amongst the other artists.

“I probably won’t sell anything anyway – they’re all bargain hunters”.

So I told him to go there, but with the express intention to NOT sell any art.

“Instead of taking ten paintings and try to adjust your prices to get some sold – just take three huge and impressive ones. Yes, the 850 Euro paintings”.

“Seriously?”, he asked. “Nobody will buy anything from me!”

“Correct”, I replied. “That’s why it’s such a great idea.”

Don’t I always say we should avoid crowds?

Pretty hard, if you go and stand in line with a bunch of other artists.

But if you’re the only one who sells at those prices…

The only one who has nothing but three  – BIG – paintings…

Guess what?

You’ll stand out like a nail on a dancefloor.

You will, effectively, be away from any crowd, even if you’re standing right in the middle.

“So when someone asks about the paintings, and then about the price…

“They’ll say it’s too expensive, right?”

“Yes exactly”, said Jimmy. “How does that work?”

I told him it’s simple. “You just say: ‘Oh but I’m not here to sell any paintings. I came out to meet people, to have a conversation, to see who is and is not interested in serious art.’”

And that’s what he did. He came home, wrote an email to his list which wasn’t negative nor especially positive. Just… a report.

And then we got on the phone, and guess what?

Turns out that with some stellar adjustment to his perception, the experience was actually extremely good.

– He met previous buyers from years ago, who are still extremely happy with their purchase

– He was approached by two of his list subscribers – I’ll tell you now: that’s never happened to me and I’m jealous. One of them is such a fan, she read back all of his 5 months of daily writing. How cool is that, to meet someone like that in real life?

– He experienced how much fun it can be to talk to people, and how easy, if there’s not that ‘gotta sell something’ attitude

– He completely forced himself out of his comfort zone (tell a lie: it was me who forced him, but small difference) and discovered he really likes it out there.

Now go back a few lines, to the part ‘adjustment to his perception’.

One man wakes up, sees clouds, and says: “Crappy weather today”.

His neigbour wakes up, sees the same thing, and says: “Glad it’s not going to be so stiflingly hot today”.

Same weather, two entirely different kinds of perception.

You can choose for yourself how you perceive things.

That’s what LEAP 3 was about: if you just gobble up the perception that your surroundings and your culture prescribe, you’re going to be unhappy.

If you discover how to work with it though, there’s joy, creativity, opportunities, experiences, happiness, sharing – more goodness than you can imagine.

It’s all up to you.

An occurrence or a situation is nothing but that.

What it means is the meaning you give it.

You do that unconsciously most of the time.

But you can learn how to be aware of the nature of your perception, and the habitual programmes in your way of perceiving things.

Once you get to see that, you can learn how to choose perception for yourself.

I can recommend it. It makes all the difference.

What I also recommend, and what makes a huge difference, is writing emails every day.

Get LEAP issue 4, which will be fully about the how and the why of email marketing –> http://martinstellar.com/leap-to-more-sales/

Cheers,

Martin

Shocking. They Did What???

Standing in line at the airport the other day, there was a young couple in front of me.

From where I stood I could see inside their pram, and the tiny baby sleeping in it.

– No, the fact that once again I’m talking about babies does NOT mean I’m eligible, nor do I want to be a father.

In fact, I’m bringing this up for the good purpose of marketing and sales. Hear ye.

So I’m standing there, and before me a happy couple with a beautiful baby.

But then I looked again, and my stomach kinda turned.

This kid, no older than 6 months, had tiny little earrings.

I looked closely: they weren’t clip-ons – these were real, studded earrings.

I looked at the parents: they seemed normal enough.

But they’d done something outrageous, violent even, in my opinion.

Think I’m overreacting?

Well, consider this: For us adults, the pain of piercing an earlobe isn’t such a big deal. It’s not all that painful, and we have our rationalisation machine helping us to accept it.

Ouch, and that’s the extent of it.

For that kid though, none of that applies.

A child doesn’t have a pain threshold – pain is pain and it hurts.

Not only that, it’s pain inflicted by the very people she trusts most.

And a baby doesn’t have the mental development to rationalise it away.

There’s no ‘pain will stop’ in her mind, nor ‘looking beatiful makes it worth it’.

So there you are, happily drinking your milk, and suddenly your physical integrity gets violated. Punch, punch, two holes.

Just because ‘it would look so lovely on her when we take pictures’.

Revolting, is what I call it. Poor kid.

And no, I don’t believe I’m overreacting.

If anything, it’s a perfect example of how difficult it is to see the world through somebody else’s eyes.

Otherwise a very healthy exercise, I’d say.

Here’s why this matters to your marketing:

Never decide on someone else’s behalf what they should or shouldn’t do. Give people their own authority, and the right to veto. Even if you know that they seriously need or want what you offer, you can only explain all the benefits and encourage them to choose. And then you leave it up to them.

You don’t ram your offer down their throats, just like you don’t ram a needle through a baby’s earlobe. You wait until they themselves indicate they’re ready.

Same with the wares I myself hawk: I know for a fact you’d be happy and helped if you’d buy from me – but I’m not going to twist your arm and make you.

It’s up to you, and when you’re ready? Then here is where you get your earrings: http://martinstellar.com/leap-to-more-sales/

Cheers,

Martin

How to Destroy a Child Prodigy in 7 Simple Steps

Step 1: become a psychologist

Step 2: Marry another psychologist

Step 3: Upon learning of your child’s super-par intelligence, stimulate her ongoingly to excel. It is important at this stage that the child learns that failure is very bad, and that it makes mummy and daddy very unhappy

Step 4: When the national TV hosts an intelligence contest for Very Bright Children, sign her up. Ensure the child understands that refusal will make mummy and daddy very unhappy

Step 5: When your child doesn’t fulfill your expectations and fails to pass tests on camera, demonstrate your despondence and disappointment

Step 6: When being interviewed after the event, tell the camera something like: “She was doing alright for a while, but she f*’d up”.

Step 7: Observe with satisfaction that none of the prodigal talent and incredibly intelligence remain, and that the child has satisfactorily learned that she’s only as smart as the rest of the world

Think I made it up?

No sir.

I saw this on TV last week, visiting Jimmy. Saw it, exactly as described above.

Personally, I don’t own a TV. Never watch it.

So you’ll understand it was a surprise and a shock when, relaxing after a day’s work, I saw the above happen on a screen.

For one thing, I don’t know I agree with the idea of dragging kids through an intelligence-talent competition.

I suppose it doesn’t hurt if the kid really wants to.

But that couple, the psychologists with their lovely and very bright daughter – they were doing SO many things wrong.

It was shocking.

And, it was a perfect example of how NOT to do your marketing.

See, the parents were there for their own satisfaction. “Oooh… just LOOK at how SMART our daughter is!”

Full of pride.

You could just see the smugness radiate off their faces each time the girl got another answer right.

It wasn’t about the girl, and measuring up to others, or stimulating her brain to high performance, or the experience of contest – it was only for those two parents.

For them to feel proud.

For them to be able to say: “Our girl is the smartest in class, AND she won competition XYZ”.

When the poor girl didn’t, the parents didn’t give her the sane and sound psychological treatment one needs after failing a challenge.

Instead, she’ll have the video online on Youtube, for the rest of her days, with her immacuately coiffed mother saying: “But she f*’d up”.

Someone should take that woman’s license. It’s an abhorrance.

So how does this tie back to your marketing?

Well, the parents made the same mistake that many entrepreneurs make when creating marketing materials and strategies:

They forget that it isn’t about themselves, but about the other.

The child, the prospect, the client – the person who looks to you in hopes that you can solve their problem.

Those people, whether you sell art or design or consulting, they trust you, they rely on you to have their best interest at heart.

Prospects want to know that they can trust you to solve problems for them, whatever type of problem it is.
It’s not about you – it’s about them.

Somebody should tell those parents.

Something about you: learning the how and why of email marketing.

I’m preparing next month’s LEAP, and it’s gonna be a goodie: I’ll be getting nitty-gritty on how I make daily emails work, for your furtherment and intelligification.

In other words: what you see me do here in your inbox every day, that’s what I’ll be explaining so that you can do the same thing for yourself.

Sounds good? Then how ‘bout register here? –> http://martinstellar.com/leap-to-more-sales/

Cheers,

Martin

Your Biggest Enemy – I Suggest You Get Rid of That

It pains me to see how people limit themselves.

Point in case: There’s an ice-cream parlour on the beach and the owners aren’t getting enough business in.

Especially now that town hall has decided to install parking meters – people no longer pull up to grab a cone.

This morning I ran into the wife, and gave her an idea.

The same idea that I’ve given her husband four times already.

I tell her:

“A mother comes around the corner with her kids.

“It’s 200 steps from there to your premises.

“When they pass in front, the kids see ice-cream and they start asking for one.

‘Mummy mummy, can I have an ice-cream?’

‘No, we’re late, granny’s waiting on the terrace, and you’re wearing clean clothes. No ice-cream.’

“She laboriously drags the kids along – if she can just make the next corner, she’ll be in the clear.

“By the time they round that corner, mummy has won. No ice-cream.

“Now here’s what you do. You get a 4-foot tall cutout of an ice-cream cone, with three colourful balls of succulent ice on it.

“Nothing fancy – just a simple, flat, painted, wooden sign.

“The same mother comes around the corner with the same kids, and instantly they start dragging her along: “Mummy mummy, can we have ice-cream?”

“Long before they’re even in front of your shop.

“That goes on for 200 steps, and by the time they’re in front of your display, the kids have won and the mother succumbs.

‘Please don’t get any stains on your clothing’.

“That simple.

“You trigger the desire the very first moment they notice you, you get a sale”.

Guess the reaction I got: “Yes, but…”

I stopped listening.

There’s no solution for people who want to believe ‘can’t’.

Like they say: Whether you believe you can, or believe you can’t – you’re right.

Think about that.

So that’s your own biggest enemy: the word ‘but’.

Look at your mind, the thoughts that come up automatically, the default reactions from your subconscience.

Observe that stuff, and you’ll start to notice that you yourself sabotage your own progress, with the stories you tell yourself.

Make it a game: Throughout the day, mark on a piece of paper the number of times you say ‘but’.

Tried it?

Scary stuff, isn’t it?

To think that while rationally you want to, believe you can, are ready for success – your subconscience is constantly telling you ‘but you’re not made for greatness and success’.

And you believe it, therefore you act like it, and so you’re constantly struggling.

The solution: change the way you think, change the stories you tell yourself.

Replace that negativity with something positive, and by and by you’ll see your attitude, your happiness, your results and your success and your sales, it’ll all improve.

Another thing: People like that, who argue there’s no money left, that people don’t spend, that clientele is in the next town over, that others have it better – they’re toxic to you.

Any time someone brings you down with their own worldview, stop them. Change the subject, talk about something fun.

Don’t let other people’s mental poison affect you – you’ve got enough trouble dealing with your own limitations, you don’t need those of other people as well.

And if you want mental nectar from a guy who’s spent 20 years learning these things, and knows how to help you?

Then get LEAP: http://martinstellar.com/leap-to-more-sales/

Cheers,

Martin

Give Mummy the Egg, AKA 'Everything's a Sale'

The little girl comes into the house happy: the hen laid an egg!

She holds it carefully in her hands and sits down at the breakfast table.

Naturally, her parents are worried she’ll drop it or crush it.

“Give the egg to mummy Sarah, there’s a good girl”.

“No!”

Obviously. Tell a child she can’t have something, and she’ll want it all the more.

(That’s a sales principle right there, but that’s not the point today).

The parents reason with her, plead with her. No go: “I want to eat it”.

I lean over to her: “But if you want to eat it, mummy will have to boil the egg first”.

Without though or pause she hands over the egg.

Like I always say: Everything is essentially a sale.

And, you can sell anything to anyone, if you know how.

You can even cause a kid to part with an object, so long as you know how to (ethically) play into their desires. It really ain’t that hard.

Want to learn what to say, in which situations, so selling your product or service gets easier?

Then the LEAP newsletter is a pretty good option.

Get it here, if you dare to leap –> http://martinstellar.com/leap-to-more-sales/

Cheers. I’ll have my eggs sunny side up, please.

Martin

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