Boron - Chapter 10

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Dear Mr. X,

Did you know that there is now
a way to buy L.A. real estate without making any down
payment whatsoever? Etc., etc., blah, blah, blah.

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Of course, that first sentence will be customized for every
customer depending where he lives. Note: In this example I
am assuming we are using computer letters. So, anyway, the
letters would say

"to buy L.A. real estate"

or

"to buy Detroit real estate"

or

"to buy Key West real estate"

Etc., etc. Now, pay attention. Let's examine a way to
"double customize" this offer. Let's say we have found a
list of people in a specific occupation who like to invest
such as cardiologists for example. Now, let's start our
letter like this:

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Dear Dr. X,

Did you know that there is now
a way for a cardiologist to buy L.A. real estate without
making any down payment whatsoever?

Etc., etc., blah, blah, blah.

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Bullseye! O.K. Now we've got the list picked out, we've got
an idea for a product and we've got our central selling idea
and we are now ready for: