There is a link between respect for others’ time and respect for others’ opinions, property, rights, other kinds of agreements, and contracts. A pers… - Dan S. Kennedy

I've spent thirty years working with the visualization techniques developed by Dr. Maxwell Maltz, author of the 30-million-copy best-seller Psycho-Cybernetics, and I use those techniques — like “Theater in Your Mind” — to visualize my letter's recipients as living, breathing, thinking, feeling, walking, talking human beings. I visualize their day's experience. How did it start out? What did they do when they first arrived at the office? Do they get their mail presorted? Opened? From an “in” basket? Hand-delivered? When do they get it? Where will they stand or sit when going through it? At that time, what else are they thinking about? Preoccupied with? What do they worry about, complain about, secretly wish for, enjoy? Through this stretch of my own imagination, I try to become one with the recipients of my letter, so I can anticipate their thoughts and reactions.

write for the buyer, not the nonbuyer. Real prospects are hungry for information.

Many use an “application process” to make people qualify to buy. But none of them have gone to the extremes one did. At various times, he required prospective purchasers to listen to seven hours of introductory material and sign an official-looking affidavit attesting that they had done so before they were permitted to buy.