Boron - Chapter 16

New car - impress your friends and family, ride in
comfort and luxury

Nice house - comfort, luxury, and status

Peace of mind - no worries about bills or financial
emergencies

Vacations - money lets you travel the world, go where
you want when you want

Attract the opposite sex - money, as any fool knows,
makes you much more attractive to the opposite sex - it
gives you more opportunities to meet them in nice places
also

Leisure time - money buys time: perhaps the best
reason of all for having fun goes

Alright kiddo, we’ve got his attention, we’ve got him
interested, created desire and now what’s left? Go back to
our AIDA formula and you will see that that last “A” stands
for action. And that’s just what we’ve got to get, action!
Action in the form of him sending us an order.

You should pay very close attention to how I get
action in my MD and DM pitches. I do this better than
anybody. I am very thorough when it comes to closing a sale.
Here’s a little of example of how I do it. “Would you like
to get in on this great investment opportunity? Would you
like to be one of the privileged few who actually own a
piece of the finest beach in Maui? If so, it’s easy to
order. All you have to do is fill out the order coupon and
send it to me with your payment, etc., etc.”

One thing I want to stress is that you must be very clear,
very specific about what you want him to do. Lead him by the
hand and take him exactly where you want him to go. Tell him
where the order coupon is. Tell him to fill it out. Tell him
to enclose the payment. Tell him how much to send. Tell him
who the checks and money orders should be made out to. Tell
him to use the envelope. Tell him the envelope doesn't need
a stamp. (If it doesn’t.) Tell him to put the envelope in
the mail.