Business Notes

"Influence and Intention"
by Robert Middleton

Do you sometimes hear yourself saying this?

"Why does that other InfoGuru get so many appointments and get her prospects to pay her more? Why does she make more money and have a more successful business? Why does she have more energy and seem more fulfilled?"

But if you brush this off as just luck, experience, timing or connections, etc, then you're not not looking deeply enough.

Last week I talked about the fact that you'll have little chance to influence if you get upset when you get rejected. If you can't get past that, you'll never influence.

The next lesson on influence is just as important:

To influence you must have intention. But few very people actually know what intention is. It's extraordinarily powerful and it's a tool you can learn, master, and apply to your whole career.

But first, you need to know what lack of intention looks like.

You're trying to make something happen. You're trying to influence someone or trying to accomplish something you haven't done before. You'd like to get a result.

You put some time in, some work, but the results just don't come. Ultimately you quit in frustration or you just let it go gradually with some excuse such as, "It wasn't the right time."

Bull Crap.

You didn't get results because you did not apply real intention to getting those results.

  • Big Intention = Impressive Results
  • Low Intention = Average Results
  • No intention = No Results

We all think we have intention. But we don't. We are unfocused, weak willed, unclear, and are willing to settle for the reasons why we didn't get the results instead of getting the actual results.

This is called being reasonable. It's not very fulfilling.

Intention is completely unreasonable.

I sometimes have this conversation with clients who are struggling to get something done. They say they want to get a new client in a certain period of time. I ask them if they are willing to "bet their car" they'll get a new client.

It's hard for them to understand. Sure, they'll work hard and try the best they can, but, heck, how can you promise results? No, they will not bet their car.

Real intention is the willingness to bet your car because you absolutely know you can be counted on to produce a result, no matter what the conditions are.

Now I'm not talking about insanity here. "OK, I have the unreasonable intention to fly to the moon tomorrow." No, that's just nuts. And you know it. It's just a smokescreen.

Unreasonable intentions are not impossible. They are simply commitments made beyond our comfort zone. Instead, we keep setting reasonable goals within our comfort zone. Not a lot of intention needed there.

OK, so how do you create an intention?

  1. Get crystal clear about something that you want in your business. Also know the reason why you want it. If it's to make a certain amount of money every month, you need to have a reason. No reason or desired reward, no intention.
  2. Get very clear about the cost of not achieving that goal. Look the fear and the pain and the loss right in the face. If you don't get this goal, there are consequences. Know what they are.
  3. Now imagine it actually happening. You can visualize it or write it down or do a mind map or talk to a friend about it. Or anything else that makes it real. If it's not absolutely real to you, if you can't see it happening, it's not a real intention.
  4. Create a plan. This can start with a quick sketch or some ideas written down. Perhaps you need some help with this - some coaching or consulting. You need to come up with a real, doable plan here. No hoping. Intentions are real, not imaginary.
  5. Commit. This is where you make your bet, take your risk. This is when you forsake any alternative to success. You are "all in" and ready to move. Your intention is like a white-hot laser beam and you are ready to do whatever it takes.
  6. Take action - any action in your plan that's going in the direction you want to go. No excuses, no reasons, no hesitation. You are now riding on the extraordinary energy of intention. You are unstoppable.

Know why most intentions just end up as good ideas that didn't work out for you? You did a little bit of number 1 and tried a little bit of number 6. You got an idea, took some steps and then gave it up as a bad job. Too hard, too difficult, too time consuming.

A perfect formula for a mediocre life - and business.

On the other hand, is there something you really, really want? Then follow the above six steps and expect miracles.

Written by Robert Middleton of Action Plan Marketing. Please visit Robert's web site at for additional marketing articles and resources on marketing for professional service businesses.

Business Notes

Who ARE These People?

I was asked to take a look at two different marketing programs. One was Network Marketing and the other was an affiliate type program. One of the programs was offering a very hefty commission. Both of these programs are owned by people well known in their fields. Sounds like the "pros," eh?

We could only hope.

I went to both web sites to read the marketing material. Plenty of that! What I didn't find was any contact information - other than the names of the heads of these programs and some generic email addresses. Now - why is this a problem? If these people are so well known, why do I believe it's an issue?

Think about it a minute. Are you going to join a program - work your butt off to sell someone else's product - earn your commissions - then, not even know where your money is? Who is holding your fees? Where are they holding your fees?

If something runs amuck, how are you going to contact someone about the money that's owed to you? What if it's a lot of money? Are you going to call them? No phone number on the site! Have your attorney send them a letter? No physical address on the site! Not even in their member agreements! How legal is that?

One of the programs I mentioned above paid $225 commissions. If you sold one of these products a week, you would be owed almost a thousand dollars in a month. I repeat - where is your money?

It simply isn't good business to allow someone to hold that much money when you don't even have contact information. This would never happen off-line! Why would you put up with it online?

When you sign up for any online marketing program - remember this! Not only do you have a contract with that company. They have a contract with you! You have a right - in fact, an obligation to yourself - to know exactly who they are - exactly where they are - and exactly how to contact them by regular mail - and by telephone.

They certainly get that information from you! And, if you live in the USA, you may even have to provide your social security number. If they're a legitimate company (in the USA), they have a Tax ID number. Try asking them for it, and see what happens!

No one is such a professional that all they need to provide to their business associates is their name! No One!

Not even Oprah.

When "Freebies" Aren’t Free

It seems that "benefits" are not enough to sell your product or service. "They" tell us you must give away "freebies." Instant gratification and all that.

Now rather than get on a roll about what I think about instant gratification - and the babies who demand it - let's just assume that freebies are a necessary evil. Let's think about how to use them ethically.

I've written about jacking up the supposed worth of freebies before, so I won't be redundant here. Now, let's talk about whether your freebies are really free.

First we have something called "shareware." I don't know where this name originated. It seems to mean something that you get to use a portion of until you pay for the full version. Or, they share it with you for a limited amount of time - unless you pay for it. This is NOT free!

Then we have those freebies that I call, "hooks." You are offered something for nothing. But when you start to download or access it - you suddenly find the condition. For instance, you must subscribe to an ezine before you can actually have the freebie. You are paying a price, whether it's money or not. THIS is not free!

In fact, it isn't even honest.

Many ezines give away eBooks in exchange for new subscriptions. Subscribe to the ezine and receive the eBook. Straightforward and honest. The condition for receiving the eBook is right up front.

But when someone offers the "freebie" first, without mention of any condition - THEN demands the subscription before delivering - that's manipulative and dishonest. It's also insulting the intelligence of the visitor.

Please examine your "freebies" - and how they are "given" away. The very basis of professionalism is honesty, ethics and integrity. Don't play cute and think you're fooling your visitors. The word on underhanded methods will spread like wildfire.

Intellectual Property Protection

The biggest problem I've ever had with iCop has been the theft of our website copy and/or of the iCop seal.

People report unlinked seals to me all the time. I check and, sure enough, the seal has been stolen. Then, it's left to me to get it removed or allow some scum-bag thief to pretend to be an iCop member.

The website copy has also been pirated repeatedly. One jack-leg copied the entire iCop site word for word and started his own organization. Word for word! Some of them have sun-sized gonads!

Now, the question is ... Do you have the same problem? It, frankly, amazes me how many stupid, lazy, and downright lawless, people operate online. And, because the World Wide Web is so huge, it would make you gasp to know how many get away with using others people's material - and products - indefinitely.

What you write - or pay a copywriter to write - belongs to you. If other people are using it to make sales, you are losing money.

And what about your products? Products are stolen just as fast as copy. But, they'll be sold. Do not doubt - it happens every day.

Not only do these people steal money that belongs to you, if they've stolen your products, they're bound to hurt your reputation. There's certainly no reason to believe they would run an ethical business with stolen property.

Check it Out for Yourself

Take several sentences from your web site - or articles. Don't use, “See Jane run.” Use very original sentences. Put them (one at a time) in the Google window. Use quotation marks on both ends. See what comes up in Google.

Products are a little harder to find. So use key terms and phrases from your sales copy. Those will most likely be copied.

You might also check the websites of those who have bought your products. If you don't find anything today, you're one of the lucky ones. Sooner or later, nearly everyone has this theft problem.

If you do find your copyrighted copy, a product or graphic on someone else's website - what next? How do you get them to take it down? How do you get them thrown off the Web?

Well, you do what I do, and use the Intellectual Property Protection Plan software. I've used this thing so many times, I can't even count them.

I never hesitate, or think twice. As soon as I find something that belongs to me on someone else's website (without my permission) I go for their throats. I have no sympathy and I refuse to listen to piss-ant excuses. I only want one thing - take down my intellectual property! Now. No negotiation.

The Intellectual Property Protection Plan (IPPP) package consists of two parts:

  • The documentation you need to protect your products at the point of sale
  • Everything you need to stop those who ignore your contracts
And the part I like best - the process for reporting and taking down any owner of any site that uses anything of yours without your permission.

I also want to add, I've had perfect cooperation from foreign hosting companies when I use this process. The location of the hosting company makes no difference at all.

The secret behind this is that all hosting companies are connected to a backbone that, sooner or later, ends up in the USA. They do follow our laws.

If you already have Auto Web Law Pro, you have everything you need to protect you from the Federal Trade Commission (FTC). If you have IPPP, you have everything you need to protect yourself from the sleeze-ball thieves who cost you money. With both, you are perfectly armed for whatever legal problem might come your way online.

You'll find much more information about the uses of IPPP at the URL below - for instance, you can protect your products BEFORE they're stolen and sold!

Now, Pay Attention!

To READ about the Intellectual Property Protection Plan (IPPP):

If you wish to purchase BOTH products (Auto Web Law Pro [AWLP] and the Intellectual Property Protection Plan [IPPP]) at the bundled price simply click to order, and the second product will be offered.

To PAY for Intellectual Property Protection Plan (IPPP) ONLY for $97 rather than $147:

That is a SPECIAL DISCOUNT offered to Trade Journal readers ONLY! This is especially important if you already own Auto Web Law Pro.

And the offer will only be good for a very short time!

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* dr. jl scott is the Founder of Chamber of Commerce - on the Web™ - and also the publisher of the Online Business Trade Journal™ - the blog that keeps you up to date with online business coming of age. Visit:

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