Book Description
Mr. Shmooze: The Art and Science of Selling Through Relationships presents a composite character of the most successful and gregarious salespeople in America. This character, Mr. Shmooze, demonstrates how to turbocharge sales results by maximizing relationship-selling strategies.
Customer Reviews:
Must read.......2007-09-17
Very enlightening and informative. It is very quick reading for those who don't have a lot of time. I believe if you were to put some of these ideas into place, it would pay dividends.
easy read with a great message.......2006-06-26
While I probably would have been embarrassed to walk up to a cashier at a book store with this title, I had no problem ordering it through the mail. I am not crazy about the name "Mr Schmooze", but I do think the book has a great message.
The message is to give to others. Do things for others. Be nice to others. Surprise people by letting them know you are thinking about them even when you are not around them. Its a pretty simple message that most of us have forgotten.
In the short book, Mr Schmooze teaches a college intern about interacting with others. He is constantly looking for ways to give to others and make them feel special. It works out well for him in the book, and I am sure it would work out well in real life.
I started thinking about it and I realized that I know only a few people in my life that are always trying to help others. Thats kinda sad, because I really know a lot of people. I guess its time to start expanding my circle of friends.
Overall its a good book. Not very thick, but with a powerful message. It took me a couple of hours to get through it. Thats good, because it will be easy to reread every so often so I don't forget the message.
Read it! Re-read it! .......2006-04-08
This book is one of those rare finds that can truly light the fire! The ideas are presented in a fun, easy and quick read. I find myself generating even more ideas because, like a "yes pattern," reading Mr. Shmooze puts my mind in a "creativity pattern" that encourages me to keep taking my thinking to the next level.
I read it every time I need a little motivation, or each time I am searching for a solution and need to think outside the box.
You don't have to be in a sales role to benefit from this book. Everyday, we all need to sell ourselves and our ideas to our Supervisors, Co-workers, clients, customers and even our families. Mr. Shmooze can help.
Reading This Book Is Now On My List Of Life-Changing Events.......2005-10-12
Wow. Buy this book, no matter who you are or how you make your living. I actually complained to the cashier at the bookstore about the price of this book, but now I realize this book is worth it's price x $1,000 and surely more, over time. A quarter of the way through the book I felt my perspective on all of my current relationships start to change dramatically, and while I was reading the book, I had to take down notes of all the new ideas I was getting about how to relate to my friends, family and acquaintances. Less than 24 hours after finishing the book, I am relating to people in a very different way, and noticing how much more warm they are toward me in return. Talk about results. Buy this book.
A Classic in the Making!.......2004-11-23
Richard Abraham has written a parable on "selling through relationships" that will be treasured by anyone in sales fortunate enough to come across this book.
An easy and compelling read, the reader gets to learn from the book's hero right alongside Robert, the young protégé, actually a college student doing a Summer internship. While a composite of several selling stars, the main character was inspired by the author's good friend, an extremely successful Atlanta businessman, Brett Hunsaker.
The protagonist, "Mr. Shmooze", a business and marketing consultant, has built a huge business by giving of himself to others, always desiring to add value to the lives of those he touches. (Quick point here: Because the term "shmooze" often has a negative connotation, another name for Mr. Shmooze may have better served this extraordinary work. He's actually not a "schmoozer", he's a caring, giving person who is always concerned with the other person and how he can add positively to the other person's life.)
He focuses on making others feel good about themselves, which is one of the key lessons any young salesperson should learn heading into the profession of sales. He continually introduces people to one another, always helping others. He's passionate about what he does and he has a lot of fun doing it, as does everyone around him.
Fortunately for the reader, as well as for Robert, he also happens to enjoy teaching others how to do the same. This, by the way, is typical of superstars in all aspects of life; they enjoy mentoring others and encouraging others to reach their potential.
Throughout this book, you'll learn many principles involved in good salesmanship and service to others. I won't take up the space to list them all here. However, the chapter on "Elevation" alone is worth ten times (actually, many, many times) the price of this book and if a sales professional learned this lesson alone and no more, they would see their production rise significantly.
This is the type of book that every company should promote throughout their entire sales force, including to their leadership and management as there are some wonderful lessons there, as well. And, like most great books, every parent should give this book to their child as a gift for them to read, re-read and internalize. This is the element of business that can make your child the most successful, but which he or she will probably never learn in school.
Sales is a very worthy profession and a sales professional should be very proud of what he or she does. Follow the teaching of the master networker in this book and you'll be both proud, and extremely productive.
Bob Burg,
author of "Endless Referrals"
Book Description
Find The Keys To Sales Success!
The worlds foremost producer of personal development and motivational audio programs offers an expanded version of Brian Tracy's sales classic.
The Unsuccessful Salesperson says, "the other guy has the best territory."
The Successful Salesperson says, "every territory is the best one."
The Unsuccessful Salesperson says, ""that company will never buy."
The Successful Salesperson says, "I can make that company buy."
Confidence and self-esteem are just two of the factors that separate the successful salesperson from the unsuccessful one. In this comprehensive program, Brian Tracy -- an expert sales tainer -- shares more than 50 practical, day-to-day techniques for increasing your confidence in your sales abilities and boosting sales profits, including:
- The two major "motivating" factors in closing a sale
- The three "hot buttons" to push when selling to businesses
- How to avoid the five simple errors that spell the difference between success and near-success
Brian Tracy will help you master the art of closing the deal.
Customer Reviews:
a must for any sales professional.......2007-09-21
I throughourly recommend this audio cd, anyone in any form of sales related role should have this. It's perfect for listening to in the car. Brian Tracys voice and the material he delivers is superb.
I became aware of many methodologies that have been used on me in the past and have adopted many helpful techniques.
Annoying speaker........2007-07-25
He says something as if it is in "quotation marks," in EVERY sentence. Who talks like that? Gets to be distracting.
Also, he references "study after study" frequently, but I would love to hear him cite a study.
My main gripe with him is his speaking habit of quoting one-third to one-half of each sentence. You'll know what I mean when you listen to him speak about ANYTHING. No other speaker does this.
Psychology of Sessling.......2007-06-09
Having listened to this CD now 3 times I am amazed at it's challenge to my belief on how much I am worth. This CD dramatically challenged me to lift the lid on my own expectations with my earnings.
You truly do only earn what you think you are worth, and I have already now made plans to increase my earning capacity in the next year by at least 100%.
Can't miss with Brian Tracy.......2007-01-16
I found the CD's to be motivating and found a few long forgotten tidbits.
Travel with a great teacher........2006-11-10
Brian Tracy has become one of my favorite mentors as I learn how to succeed in retail sales. I repeatedly listen to this CD as I travel in my vehicle. It is well organized, rich with information, and full of the wisdom of both research and personal sales experience success. From its beginning affirmation of the nobility of the sales profession to it's masterful coverage of the selling process including the art of closing a sale, it provides a framework of understanding for the values and responsibilities of those who work in selling as it should be done, so as to serve customers well. You won't regret purchasing this learning tool.
Book Description
As founder of Beckwith Advertising and Marketing, HarryBeckwith learned early on in his career that no matter what product isbeing sold, the most important component of the sale is you. Here Beckwithteams up with his wife, motivational speaker and former sales executiveChristine Clifford Beckwith, to provide tips, anecdotes, and insights basedon their 30 years of selling experience. Written in a traditional homespunstyle, the Beckwiths offer doses of humor and practical knowledge to anyonewho wants to learn how to seal the deal and thrive in business.
Customer Reviews:
You, Inc.: The Art of Selling More of the Same.......2007-10-16
Please, save yourself the money! You, Inc. is an OK book that covers a lot of basic information for people completely new to sales or a profession/career that does not deal routinely with people. I found the writing style no better than eight grade level. If you want a light read, and one with more humor that you can reference easily, I recommend Jeffrey Gitomer's books over this brochure by Beckwith. Thin self-help books like Beckwith's validate that money can be made by copying every other book on the market, slapping a 'sticky' title on the cover, and adding to the authors growing fortune. Please don't add to his already significant pile.
Not bad, but not great.......2007-10-11
The book wasn't a waste of time. There were keen insights shared. My problem was that you had to turn too many pages to read them. As opposed to books such as Blink, or Made to Stick, this book seemed "cheap." Honestly, I felt like I was reading motivational literature.
kris.......2007-09-22
Good book, with lots of wisdom and forgotten common sense. I enjoyed reading the book - very easy style and got pumped up with energy after reading. Brings to light lots of obvious things in life and business, which we tend to easily forget.
Brilliant!.......2007-09-22
Like Beckwith's other books (I've read them all), I really enjoyed it. For me, each book has built on the previous one. I also find Beckwith's books easy to read. It's as if they are written in "bite-size" pieces to be easily digested. :-) Once I get started, I have a hard time putting them down. I read You, Inc. in two sittings. My brain feels like it "ate too much!"
You, Inc. is another book I will highly recommend to my dental colleagues. Well, I've recommended ALL of Beckwith's books to my dentist friends! I think You, Inc. and What Clients Love are particularly well-suited for dentists. Both of them are "chock-full" of pearls. Both are books that should be read multiple times. And, I've used many of Beckwith's concepts in my website and my business.
Between my wife and me, our copy of You, Inc. has virtually doubled in thickness because of all the dog-eared pages. It won't even close normally!
You, Inc. was an outstanding read, and I know I'll be putting some of the ideas to work starting tomorrow!
So so.......2007-09-15
Sorry everybody but I didn't think this book was all that great. There really wasn't anything new in here that I haven't read or heard before. It seems like all books like this have the same ideas but put in someone else's words or through their own stories.
Book Description
So You'd Like to. Become An Amazon Bestseller!
Don't wait. Publishing insider and CEO Brent Sampson reveals revolutionary advice guaranteed to increase your book sales on Amazon. Learn the powerful secrets used by successful Amazon authors every day. This informative and practical "how-to" guide shares new techniques that are proven to work.
Solutions Revealed!
Discover step-by-step methods for improving your exposure on Amazon and increasing your authority.
Secrets Exposed!
Increase your profitability by learning the secrets to
short-discounting Amazon with just twenty percent.
Success Discovered!
Learn top-secret tactics that earn authors tens-of-thousands of dollars in royalties every month.
Amazon Approved
Find, understand, and control every Amazon possibility for maximum book sales.
Hi, I'm Brent Sampson.
Are you holding a manuscript in your hand that you wish Amazon was selling? Or do you already have a book on Amazon that
you wish was selling better? In either case,
Sell Your Book on Amazon will help you.
You will experience what I have seen first-hand as the president of Outskirts Press - that marketing success on Amazon can be the difference between hundreds and tens-of-thousands of dollars a month.
Amazon provides a phenomenal and global platform from which to sell your book. In fact, the opportunities may seem almost too colossal! But now,
Sell Your Book on Amazon unveils it all for the first time. This book provides an easy-to-understand approach to increase your book sales on Amazon by exploring the steps you can take immediately.
Table of Contents
Foreword by Dan Poynter
Introduction
Get Your Book Listed
AuthorConnect & Author Profile Pages
Book Sales Page
Listmania!
So You'd Like to. Guides
Additional Amazon Possibilities
Pricing & Profitability
As Penny C. Sansevieri of Author Marketing Experts says,
"Finally! A book that helps you demystify Amazon. If you have a book to sell, you simply must own
Sell Your Book on Amazon."
Want proof? How did
you get to this Amazon sales page? Maybe you clicked on it from a competitor's page or received a personalized email. However you got here, here you are!
Sell Your Book on Amazon shows you ALL the ways to increase your book's exposure and make the tactics working for this book work for you, too.
Authors who know how to use Amazon's own system to their advantage simply sell more books. Once a book finds success on Amazon, it appears higher in the search results, leading to MORE exposure and more sales, and so on. It's the Amazon
"virtuous circle" and the key to unlocking that brass ring is in your hands.
Introducing the exclusive TACTIC RANKING SYSTEM!
Marketing tactics are only as valuable as the profits they generate.
Sell Your Book on Amazon ranks every technique so you can quickly and efficiently locate the marketing secrets that will lead to superior results:
***** Highly recommended. Receive the greatest exposure compared to time spent.
**** Very recommended. An acceptable investment is required for a profitable return.
*** Somewhat recommended. Check your profit margin. The expenditure may exceed the benefit.
Do you know how to
beat Amazon at their own game? Do you know how Amazon Marketplace listings can offer "55 used copies" of your book when you haven't even sold that many? Do you know how to remove a 1-star review from your listing and get more 5-star reviews?
This book tells you how to do it all, plus so much more. It's a tremendous value with a wealth of information at your fingertips. Start increasing your book sales instantly by ordering today.
Customer Reviews:
I never knew about any of this!.......2007-10-21
I love it when a book comes along that points out web site functions I never realized existed. This book packs a lot of information into a compact read, which makes it easy to get through but steers you in exactly the right marketing direction. The way he assigns ratings to the various marketing techniques helps one decide what to tackle first.
A solid looks at the basics.......2007-10-14
As the author of the recently self-published Hokie Games: Virginia Tech Football Game by Game 1945-2006 I devoured the contents of this book to try to jump-start my Amazon sales. I can't speak to the results just yet as the portion of the suggestions that I have implemented has only been in place for a week or so.
In fact, part of the appeal of the book is that it's not supposed to show results yet. It's not a quick "make you book an instant Amazon bestseller" plan. The book has tips and techniques that grow your presence over the long haul. That's exactly what I was looking for and this book delivers.
The steps were easy to follow and the "why's" were well laid out. Obviously, the author did his homework on the subject of Amazon.
--Rich Tandler, author of Hokie Games: Virginia Tech Football Game by Game 1945-2006
Great asset for POD authors.......2007-09-23
When I purchased this book, I was really quite skeptical. I figured that it was just a promotion of Amazon.com and not really any useful advice.
Then my wife and I published our first children's book, Santa and Sam's Big Secret through Outskirts Press. Although OP did a wonderful job of publishing the book, the major portion of publicity for the book was left up to us. We have been following some of the advice offered by Brent Sampson and we do believe that it is helping with the promotion of our book.
Sell Your Book on Amazon is an easy read. You can easily skip over chapters that you do not feel interest you, and still come up with many ideas that will help you to promote your book.
I would recommend this book to any authors who are using a Publish On Demand publisher. It will surely enhance the sales of your book.
Selling a book? Then BUY "How to Sell Your Book on Amazon,".......2007-09-15
Buy this book!
"How to Sell Your Book on Amazon," by Brent Sampson has invaluable information for anyone who wants to sell books. If you are trying to sell your book, buy "How to Sell Your Book on Amazon," by Brent Sampson.
If you are writing or wish to write a book, buy this book, "How to Sell Your Book on Amazon," by Brent Sampson. Brent Sampson's book is the guide every new author should have.
Buy this book if you want to sell books too!.......2007-09-12
I wrote a book called, "Letters to My Friends: A No Guarantees Guide to Awakening." It took three years to write. I spent another year sending it to publishers before I finally found a small publisher willing to work with me.
The Great Day came. I held my baby in my hands. I knew the world would proclaim her beauty. I was wrong, very wrong. A few friends and friends of friends bought the book. I was stunned and hurt too. But I kept trying to market my book the old fashioned way. I contacted the major book chains. To them I did not exist. I sent over 100 books to bookstores, and I never got a single order. I sent about 100 books to major newspapers, and I never got a single review.
One local bookstore, New Renaissance Bookshop in Portland, Oregon was very helpful. But the support of one local bookstore was not enough. I was almost ready to give up, but instead I went to Amazon and joined the Amazon Advantage program. I sold perhaps 20 books. Victory at last! Amazon loved me and I loved Amazon! And then I did not sell another book on Amazon for about a month.
I was ready to give up. But I knew my book could help readers feel better about themselves. I had received dozens of touching letters that left me feeling happy that something I had done made a difference in the world. Besides, I needed the money. Family illnesses had depleted my bank account and my debt was mounting. So, instead of quitting, I did an Amazon search for books on marketing books, and I found, "How to Sell Your Book on Amazon," by Brent Sampson.
I wish I had found this book a year ago. If you have a book you are trying to sell, or if you want to write a book, buy this book. Unless you are that rare writer who pens a bestseller, you will find yourself alone in a big jungle. Amazon gives you a path out of the jungle, and Brent Sampson's book is the guide.
Honestly, I have just started implementing his suggestions. So I have lots of work to do. After I finish this review, I will ask him to be my Amazon friend. I might ask him to review "Letters to My Friends: A No Guarantees Guide to Awakening." He said to mention my book as often as possible without being obnoxious. And finally, he said Amazon friends are important. You see, if you become my friend, whenever anyone goes to your Amazon profile and clicks on my picture in your Friends section, there's a chance I will sell a book. And if someone clicks on your picture in my Friends section, you might sell a book. So, do you want to be my friend? Good heavens, I feel like a little kid again.
I will make a deal with you. In a year, I will write another review of "Sell Your Book on Amazon" and let you know how I am doing. Thank you, John C. Conley, author of "Letters to My Friends: A No Guarantees Guide to Awakening."
Amazon.com
How does a spec script differ from a shooting script? What kind of fasteners should one use to bind a script? How did the term MOS come to mean without sound? You'll find the answers to these pressing questions and much more in David Trottier's eminently usable Screenwriter's Bible. The avuncular Trottier--a writer-producer, script consultant, and seminar leader--has written a friendly guide through the Hollywood morass. He touts it as six books in one: it's "a screenwriting primer, a screenwriting workbook, a formatting guide, a spec writing guide, a sales and marketing guide, [and] a resource guide."
Much of Trottier's advice is common sense: "Don't write anything that cannot appear on the screen"; to keep casting options open, don't make your physical descriptions too specific; "don't say Ron Howard is looking at the project if he is not." But there are things to know about Hollywood that are, well, quirkier. Don't write the title of your script on the front cover or side binding; present action sequences using the "stacking action" style; in query letters and scripts alike, avoid "big blocks of black ink." Trottier's guidance--from character development and revision to queries and pitches--is invaluable. Getting in the door can seem impossible, but it's not, necessarily. "If you write a script that features a character who has a clear and specific goal," says Trottier, "where there is strong opposition to that goal leading to a crisis and an emotionally satisfying ending, your script will automatically find itself in the upper five percent."
(By the way, MOS is said to have "originated with German director Eric von Stroheim, who would tell his crew, 'Ve'll shoot dis mid out sound'"). --Jane Steinberg
Book Description
The Screenwriter's Bible is six books in one. Book 1 -- A screenwriting primer that provides a concise presentation of screenwriting basics. Book 2 -- A workbook that walks the writer through the writing process, from nascent ideas through revisions. Book 3 -- A formatting guide that presents correct formats for both screenplays and TV scripts. Book 4 -- A spec writing guide that demonstrates today's spec style through sample scenes and analysis. Book 5 -- A sales and marketing guide that presents proven strategies to help you create a laser-sharp marketing plan. Book 6 -- A resource guide that provides addresses and contacts for industry organizations, schools, publications, support groups, services, contests, etc. Among its wealth of practical information are sample query letters, useful worksheets and checklists, hundreds of examples, sample scenes, and straightforward explanations of screenwriting fundamentals. The "Bible" was a featured selection of The Writer's Digest Book Club.
Customer Reviews:
I carry it with me on a daily basis........2007-10-13
Being a first time screenwriter, this has been absolutely priceless to me. I would highly recommend this to newbie's and people that have been doing it for a while. It's a must have.
warning.......2007-09-23
The book is full of good information butif in browsing it, you see the website www.clearstream.com and hope to find the promised additional help on line, forget it. That web site is owned by a German investment company (for the past year or so). I Googled David Trotter (author of the book) and found him not.
This does not negate the value of the info in the book itself.
Must have for screenwriters.......2007-09-21
IT gives you what you need to have a screenwriting foundation - especially the technical aspect.
Top reference for writing Spec Scripts.......2007-09-04
Well written, easy to follow with alot of good advise. This really opened my eyes to the world of Spec Scripts which focus on the story (stay away from giving camera angles - because for the most part its the story that studios want to buy, they already have a staff who will put in the camera angles - they just want the story!!!).
Spec Scripts are what gets your foot in the door (just the story in a format that is read by the Hollywood script readers - who then intern recommend it to the studio).
If you are serious about writting (novels, plays, movies, managa) this book shows you the basic format of Spec Scripts. Once you have completed a sub script you can turn it into anything e.g. novel, play, movie, manga).
Anyone considering screenwriting NEEDS this book........2007-08-05
Hey everyone, I've owned and read two editions of this book so far and it never fails to help inspire me or answer my questions. I highly recommend this book for the beginner. It starts with a primer on plot basically. It seeks to create a strong foundation because if you know nothing about plot structure and try to write a movie it will turn out either confusing or very boring. David really stresses the 3 act, 7 plot point structure that is the basic framework of creative writing. This can be repetitive, but he really wants to hammer it into your head.
The book also have a whole section on format. I have screenwriting software to do the format for me so I don't look at this as much as I used to, but it still comes in handy. I wrote my first screenplay in Word so this chapter really taught me a lot. Also, software or not, you need to know the basic framework of a spec script.
So, maybe this book doesn't have everything, but I have found this to be the only book I've ever used. Other books I've read on sreenwriting have had a lot of talking by the author. The author just keeps rambling on about things and not teaching me. David stays focused and keep you focused. This book's main purpose is to fill your head with facts. David also injects humor into his writing so you can stay entertained. In the formatting section he writes an amusing story of how he teaches a class in spec script format for example.
When it comes to the more advanced writer, you probably don't need this book, but if you are looking for a refresher course then you need look nowhere else. But what is really good about his approach is that it is focused on you, the spec script writer. He doesn't want to cloud your head with unnecessary camera direction and specials effects- things that the spec writer has no control over. All this happens after the script is sold. It's your job to tell a story using as much detail and action as possible. Don't get caught in the dialog trap- movies are mostly visual.
When you have finished your work and need help marketing it, there is a section of the book devoted to this difficult step. This is the only book on screenwriting I have found useful. Most self-help books I get no use out of. I dig this out whenever I start a new screenwriting project. I do hope to find a more advanced book written in a style like this however, as I have moved past the meat and potatoes stuff.
Amazon.com
To "sell short" on Wall Street, an investor finds overpriced stocks and then deals them before actually buying them. Regularly falling in and out of favor, the discipline remains one of the financial market's highest-risks but most profitable practices. The Art of Short Selling by Kathryn Staley, an expert in the field, uses examples and instructions to show how it can be done successfully--while cautioning that it "is not for the faint of heart."
Book Description
A one-of-a-kind book that shows you how to cash in on the latest investing trendâshort selling
"The Art of Short Selling is the best description of this difficult technique."âJohn Train, Train, Thomas, Smith Investment Counsel, and author of The New Money Masters
"Kathryn Staley has done a masterful job explaining the highly specialized art of short selling. Her approach to telling the true stories of famous investment 'scams' will keep the reader spellbound, while teaching the investor many crucial lessons."âDavid W. Tice, Portfolio Manager, Prudent Bear Fund
"Selling short is still a misunderstood discipline, but even the most raging bull needs to know this valuable technique to master the ever-changing markets."âJim Rogers, author, Investment Biker
On the investment playing field, there is perhaps no game more exciting than short selling. With the right moves, it can yield high returns; one misstep, however, can have disastrous consequences. Despite the risk, a growing number of players are anteing up, sparked in part by success stories such as that of George Soros and the billions he netted by short selling the British pound. In The Art of Short Selling, Kathryn Staley, an expert in the field, examines the essentials of this important investment vehicle, providing a comprehensive game plan with which you can effectively playâand winâthe short selling game.
Whether used as a means of hedging bets, decreasing the volatility of total returns, or improving returns, short selling must be handled with careâand with the right know-how. As Staley points out, "Short selling is not for the faint of heart. If a stock moves against the position holder, the effect on a portfolio and net worth can be devastating. Investors need to understand the impact on their accounts as well as the consequences of getting bought in before they indulge in short selling." The Art of Short Selling guides youâclearly and conciselyâthrough the ins and outs of this high-risk, high-stakes game.
The firstâand most importantâmove in selling short is to identify flaws in a business before its share prices drop. To help you tackle this key step, Staley shows you how to evaluate company financial statements and balance sheets, make sense of return ratios, detect inconsistencies in inventory, and analyze the statement of cash flows. Through real-world examples that illustrate the shorting of bubble, high multiple growth, and theme stocks, you'll proceed step by step through the complete process and learn to carry out all the essentials for a successful short sell, including quantifying the risk factor and orchestrating correct timing, as well as implementing advanced valuation techniques to execute the sell/buy.
Packed with landmark, cutting-edge examples, up-to-the-minute guidelines, and pertinent regulations, The Art of Short Selling is a timely and comprehensive reference that arms you with the necessary tools to make a prepared and confident entrance onto the short selling playing field.
Customer Reviews:
Dated and uninformative.......2006-08-16
This book will not be useful to most readers. Staley touts shorting-hedge-fund managers and similar folk who can hire investigators and who can delegate maniacally-intensive accounting & financials research. This book also suffers from being highly specific in detailing financial irregularities of companies forgotten in light of the stupendous failures of Worldcom, Enron etc. Finally, if you actually want to short securities, don't expect this book to help you.
Go Long This Book.......2006-01-27
Chapter Six of Kathryn F. Staley's excellent book is titled, "If You Can't Read It, Short It." In it she explains something called iceberg phenomena: "If you find five or six serious questions in financial statements, you can be sure that there are many more you cannot see." She's dead right.
My analysis is to go long this well-written (but very poorly proofread) introduction to the specialized realm of shorting equities. Ms Staley has chosen a style well-suited to the non-expert, rather breezily taking the reader through the balance sheet shenanigans, distribution channel stuffing and other tricks CEOs and corporate directors use to puff up share price and get option grants into the money before taking the next Gulfsteam outta Dodge.
The book is chock-full of entertaining examples of games CEOs and their pliant Boards try to play with shareholders' money. Don't let Ms Staley's light-hearted style fool you. This is very serious business, and she's got years of success in the trenches to bolster her credibility as a writer on this topic.
Reading The Art of Short Selling also reminds even experienced practitioners of financial statement analysis that a 1OK is often an attempt to put a wedding dress on a dog in order to pretty it up for the next financing. I feel obliged to point out that this review is being written during earnings season, and it never ceases to amaze one when supposedly objective analysts are heard on conference calls being cheerleaders for company managements obviously in need of good thrashing.
Kathryn Staley is not unknown to the community of financial analysts. She was profiled as being among the most innovative of analysts in a recent issue of CFA Magazine. To understand the nature of the book she has written, it will be helpful to share two of her quotes from that article:
"...a company's prospectus clearly showed the problems that would ensue with the business plan. It was revelatory for me to find such specific, honest information in the SEC-filed documents about what was going on with a company in both the risk factor section and 'Certain Transactions.'"
"Short sellers think differently from normal brokerage house stock analysts. They work the same numbers but take a different view, a jaundiced view, of growth and the patterns that emerge."
With its focus on the fundamentals of a stock, the business of a company and the manner it which it reports financial results, The Art of Short Selling is not a book on technical analysis (tea-leaf ~ oh, pardon me ~ chart reading), and thus those who have complained that it's not should have their reviews appropriately discounted by potential purchasers.
This is a book for people who want to dig line-by-line through SEC filings to come up with nuggets of knowledge that can be spun into gold ~ if one is willing to risk capital. And, ultimately, it is all about the degree of risk exposure one is willing to assume. Short selling is not for the risk-averse.
Kathryn F. Staley's, The Art of Short Selling, is the best introduction to this iconoclastic field of equities investing. I reiterate, go long this book.
One criticism: this book is hideously proofread and copy-edited. There are dozens of ludicrous spelling errors and inconsistancies. In example, abbreviations aren't uniform throughout the text. There are other errors of this kind. To not make corrections in future editions discounts the future value of the knowledge between the covers. Thus, four stars, not five.
Focus on fundamentals.......2005-06-03
Anecdotes and successful short stories rule this book. If you are a technical trader you will be disappointed since 'The Art of Short Selling' choses which stocks to short based on (primarily) the financials.
I was rather disappointed because it took until alomst the last chapter before the 'meat' of how to pick stocks for shorting was discussed. Even then it only briefly discusses which aspects of the financial statements one should look out for.
If you do not understand how to read a balance sheet, statement of cash flow etc, you are better off understanding those before reading this.
However, the various examples given are insightful and would suggest to me that what has happened in the past will inevitably happen again in the future. There are profits to be made! You'd just have to know where to look.
A Skeptics guide to Fundamental Analysis.......2003-04-26
I came across this book years ago in a bookstore, browsed through it, and put it away. Being caught up in the study of technical analysis at the time, I clearly wasn't ready at the time to find value (pun intended) in Staley's fundamental approach to the market. This time, however, I'm listening to her.
With a bit more experience, I can appreciate 3 of the many lessons _The Art of Short Selling_ teaches:
1) Fundamentals drive market action...eventually
2) It is often a costly mistake to short a stock simply because it apepars overvalued. A catalyst of some sort is needed to encourage massive selling.
3) Markets can ignore negative fundamentals for significantly extended periods of time--giving the astute trader ample time to sell at a profit, or even turn and sell short. Positive fundamentals are more rapidly incorporated into stock prices, but significant inefficiencies still exist on both sides of the market--long and short.
The author uses case histories of significant corporate failures from the 80's and early 90's in light of the publicly available info at that time, which clearly demonstrated the inivetable fall of Wall Street's institutional favorites.
Numerous fundamental techniques are discussed, such as tracking changes in inventory and receivables, as well as tricks companies play to make revenues and earnings appear better than they are.
Also interesting--a high short interest ratio in a stock is often a significant sign of potential trouble in a company. Do not let those analysts lead you to believe a high short interest ratio is always bullish. Check the fundamentals and make your own call.
Qualitative factors are also discussed, with specific examples on how a close reading of public financial data on one company would have lead you to a profitable short sale of another. This occurs frequently in the finance and insurance industries.
This book is especially important, because every book I've seen teaches which stocks to BUY on a fundamental basis. No book ever mentions what fundamental factors suggest you SELL. Even if you never sell short, this is profitable info.
Being a student of technical analysis, what struck me is the insight those skeptical shorts had about the companies mentioned. Clearly, they knew the eventual outcome in each specific instance.
Yet, despite being right, most of these guys lost millions by going strictly by fundamentals. Those who survived incorporated additional (ie. technical) factors, such as relative strength or momentum. As Keynes stated, "The market can remain irrational much longer than you can remain solvent."
It is clear to me that using both fundamental and technical analysis is the most efficient path to market profits.
disappointing,it is not helpful for short selling at all........2002-09-21
This book is'nt introductuction and rationale to the technical approach.
Product Description
In real estate markets all around the country, real estate flippers have discovered that a small down payment, a little paint, some cleaning, and some time can net them tens (even hundreds) of thousands of dollars in profits, possibly tax-free. Small upgrades to the kitchen, bathrooms, and living areas, and the ugly house they bought for $200,000 in June can be sold for $300,000 in October. Real estate investing has created more millionaires than any other investment vehicle in this country. Real estate flipping refers to the practice of finding a property that is for saleusually priced below-marketand then selling it soon after it is bought for a quick profit. Finally theres a comprehensive, no-nonsense book that teaches you everything you need to build wealth through flipping properties quickly, legally, and ethically. You dont need great credit, a real estate license, or large sums of capital or experience to get started. There has never been a better time to invest in real estate than today. This new book offers first-time and returning real estate investors tactics for making a fortune. Even if you have little or no money, you can find success in real estate investing by flipping. Flipping properties can be a part-time or full-time business for anybody. You will learn all of the paperwork involved in real estate transactions, including deeds, mortgages, contracts, notes, and titles; new FHA regulations; how to begin investing with little or no cash; locate opportunities; work with real estate agents; increase curb appeal; locate the financing you need; and most importantly, purchase properties for pennies on the dollar and prepare them for a quick sale. The book is loaded with case studies and success storiesfrom real people. You will uncover secrets that expert real estate investors use every day. This comprehensive resource contains a wealth of modern tips and strategies for getting started in this very lucrative area of real estate investing.
Customer Reviews:
Great for beginners.......2007-08-15
This book touches on all the subjects for beginners to learn about flipping. I got a LOT out of it. Basically, you need a lot of help, and a lot of people around you, and if you get that, you have a good chance of succeeding. Good luck with financing tho...it's very tough right now. You really need money to make a go at flipping houses!
Great Resource! A must read for anyone interested in Flipping houses........2007-04-09
Sebastian Howell explains the art of flipping houses in easy to understand and honest tone. She uses this book to lay out step by step all the things to consider and how to go through the whole process of flipping a house from, "Is this something I might want to do" to Depositing the money in the bank. Not only does she cover the whole process from beginning to end, but she covers all the options available to you at each stage. In doing this she covers the pro's and con's for each option and which people they would be best for and which people should choose another option at that particular stage.
I've read several other books trying to research if flipping is something I could do on the side. Howell puts flipping into perspective for those wanting to do it as their full time job as well as those not quite ready to give up their 9 to 5 jobs. Overall this is a very informative book and a definite resource for those just starting and those who are trying to make the decision... "To flip or not to flip?"
reasonable good.......2007-03-14
I just bought serveral similar books here. I would say this is the good book worth to reading. The good point is that it does tell something you may not know about flipping, not just giving you some basic ideas.
All you need to know to get started!.......2007-03-13
You've seen all the shows on television that shows the audience how easy people make money flipping houses. But, I'm sure that you've wondered, just like I have, just how possible is it? Well, Sebastian Howell has laid it all out in black and white. The author has described the process in universal terms, meaning you could apply her principles to any geographical area.
This book is easy to understand and deals in both the basics and the more complex material. It starts off with simple explanations and moves on to understanding the market and the business of making money through buying and selling houses. It gives clear definitions of the legal terms and the jargon that you'll come across in the industry. The author also clearly explains the various people you will associate with and their roles on your team. I really appreciated the examples used in the book. They help to clarify the material. The section covered on financing is comprehensive and understandable with tips to pulling it altogether.
One the most beneficial sections in the book is a complete list of what to look for in a `flippable' house. She gives clear instructions of what to take note of, what can work and what might cause some problems. Once you've found the ideal property, she leads you through the negotiating process. She deals with renovating properties and then moves the reader onto the selling process. The added bonus to the book is the comprehensive index at the back.
Well written, interesting, and fun to read........2007-01-09
Fast Real Estate Profits in Any Market by Sebastian Howell
This is an extremely well written and interesting book. One reason I found it credible is that it gives lots of warnings to be cautious, yet details how success in the real estate business is possible. So it's balanced. Another positive comment is that the book explains terms well, so that a complete novice knows what's going on. It's thorough, but never becomes tedious. The book explains that flipping is not only a means to an income, but is very satisfying on other levels. Restoring an old house is a creative endeavour, and providing buyers with a home they love is richly rewarding on an emotional level.
The way this book is written appeals to me and is in sync with my learning style. It's very linear, and discusses the process of flipping step-by-step. It explains clearly the pitfalls you may encounter along the way, and how to address them.
The book includes sample documents, and a comprehensive glossary.
I really can't find a reason to give this book fewer than five stars out of five. I have never even considered a career in real estate, let alone flipping, but I found the book very interesting.
Book Description
A professional “pitching coach” for one of the world’s largest marketing conglomerates, Jon Steel shares his secrets and explains how you can create presentations and pitches that win hearts, minds, and new business. He identifies the dos and don’ts and uses real-world examples to prove his points. If you make pitches for new business, this is the perfect book for you.
Customer Reviews:
Creative Thinkerer.......2007-09-07
It's a hard book to pigeonhole, as you can tell from the other reviews. It's quite applicable to people in agency life, but it's by no means an ad-person's book. If your life involves coming up with creative ideas and convincing other people to buy into them, it's very worth your time. Yeah, there are some tangents, most are diversions to make a point. Every 10-15 pages I tagged things I want to return to later to put to use. Lots of good thought-starters about what to do (and perhaps more importantly what to leave out) to get people excited about your ideas.
The Art of Presenting to People.......2007-06-23
Advertising is a people business, I guess, so is canabalism. This book centres you back to the concept that presenting is persuading, selling and entertaining. Do your homework, prepare and enlighten. I use to work in advertising, but now sell jobs for the army. I have taken what he has expressed on board and used to my advantage. I no longer present by 'Death by Light Pro', but engage my audience and use Jon Steels suggestions to help my candidates make informed decissions. Thank you Mr Steel. I reconmend this book for all in business.
A big favor..........2007-03-07
Jon Steel did us all a great favor. A great favor to business people. A great favor to presenters and those who must sit through those presentations.
This book makes you realize things you wouldn't think about when preparing for a presentation. It helps you understand that everything you say during a presentation must reflect what your big idea is. It would make us approach presentations differently. Presentations are conversations. Hey, we are presenting to real people! Let's treat them as such...
It is clear that the goal of this book is to make us all better idea-sellers, not only in the field of advertising. Jon Steel writes some great "to-do" lists, suggesting the best ways to approach certain situations. However, those "to-do" lists are backed up with personal experiences that make this book much more enjoyable and easy to read.
From the mentioning of Bill Clinton's presidential campaign, OJ Simpson's trial and "The Perfect Pitch" - London 2012 Olympic bid presentation - this book shows that good presentations not only win new businesses...
Re-discovering the art of engaging storytelling .......2006-12-18
Jon Steel is a rare breed of truly smart, creative thinkers. Though originally from an advertising background, The Perfect Pitch is by no means simply an "advertising book." It is a book about ideas and how to sell them, regardless of your business.
Jon believes that in business we all too often hide behind boring Powerpoint slides as it is easier to simply read from a slide than it is to step out and actually engage with your audience. He believes in finding an active insight from which to base the strategy and thinking and from there, developing an engaging and motivating story.
Essentially in a pitch situation you have a limited period of time to connect with your audience and involve them in the story you are telling. It's not about animated slides or embedded video links.
William Goldman, the scriptwriter, has a very similar premise in Adventures In the Screen Trade. He too talks about the critical importance of the pitch (in his case, pitches for movies) Goldman highlights the importance of finding the hook that captivates and motivates your audience.
Having had the pleasure of working with Jon, in fact on one of the pitches that he references in the book, it is fair to say that he practises what he preaches. The advice he gives is refreshingly free from jargon and rooted in simple common-sense that sometimes we can forget.
This book is an essential tool for anyone who is ever in pitch situations with their clients.
More than an anti-powerpoint rant.......2006-11-12
It would be easy to dismiss (or embrace) Jon Steel's book as a tirade against powerpoint. To say that at worst it's nothing more than a tirade against the poor use of a presentation tool (actual clip art died around the same time as the Queen Mother didn't it?) and that at best that it's an intelligent attack on a tool that has changed the way that we think. Both arguments miss the point. Yes turning Winston Churchill's best speech into PowerPoint is the highlight of this book but it's one point amongst many.
What this book seems to me to be about is creating the space, time and atmosphere needed to think. Whether that means taking a sledgehammer to your blackberry or your officemates to a baseball game the message remains the same - you win business when you have better ideas than other people; and you have better ideas than other people when you allow your subconscious to do some of the work.
Yes the book occasionally meandors, but then so do the best brains. Yes it draws on personal experience, yes it works its way through some seemingly unconnected thoughts, returning to connect only some of them - but then isn't that the central argument in the book. It's the curious mind that wins the day.
So whilst this isn't a bullet pointed, Donald Trump-esque WIN. AT. ALL. COSTS. BY. DOING. IT. THE. BILLIONAIRE. WAY. ! ! ! ! kind of book it is a kinder, gentler, more human, more nuanced and ultimately more insightful peek behind the curtain of big business and what it takes to get the people with the big bucks to buy your ideas.
Perfect Pitch may not be the book that thrusting young American execs may think that they need, it won't be on the shelves of any of the 'contenders' on The Apprentice - which is why so many of their ideas will be as predictable as their hairstyles.
recommended
Book Description
This insightful book shows salespeople how to meet the needs of affluent clients—from the initial contact, to the sales presentation, to providing the level of service and quality they expect, to securing them as long-term customers. Based on extensive research of the buying patterns and expectations of the wealthy, this step-by-step sales guide reveals the secrets of attracting and keeping wealthy clients for life, boosting sales and repeat business. The Art of Selling to the Affluent is also a crash course in the world of the wealthy, giving you the understanding you need to satisfy and retain these profitable top-dollar clients.
Download Description
This insightful book shows salespeople how to meet the needs of affluent clients¿from the initial contact, to the sales presentation, to providing the level of service and quality they expect, to securing them as long-term customers. Based on extensive research of the buying patterns and expectations of the wealthy, this step-by-step sales guide reveals the secrets of attracting and keeping wealthy clients for life, boosting sales and repeat business. The Art of Selling to the Affluent is also a crash course in the world of the wealthy, giving you the understanding you need to satisfy and retain these profitable top-dollar clients.
Customer Reviews:
Fine , but not so precise.......2007-01-18
'working in high luxury hotel group wih many VIP's. Expected more specific details and oinstrucions from this book, but generally research and results that are brought in this book, are more then interesting .
Not for professionalists but good guide.
Matt nailed it!.......2006-08-10
IF you are serious about mingling with and potentially selling to or servicing the affluant client, this book is worth the money and your time. I have already seen substantial revenue by applying some of the many ideas and concepts Matt writes about. I hope I can meet Matt someday to thank him in person.
Wonderfully written...A must read book for all involved in selling........2005-11-23
Selling to the affluent is different from selling to any other market. As with any selling, you must know your market; and this book provides you with the perfect roadmap. If you follow and apply the strategies and techniques outlined in this book, and possess the confidence required, you will without a doubt, not only attract and serve the affluent, you will also become affluent.
Best Book on Affluent Selling to Date.......2005-08-09
I have been in the business for 20 years, and have recently been involved in closing the largest, most complex estate planning deals of my career. This is hands-down the clearest, most concise book on the mind of the affluent that I have ever read. The book describes exactly what I have been experiencing over the past 5 years in the industry and with my clients and prospects. For anyone who has at least one "high-net-worth" or affluent client this should be a "Must Read."
Insightful!.......2005-07-29
So you want to sell your products or services to wealthy individuals, but you aren't exactly sure how to do it? Don't worry. In many ways, selling to the rich is the same as selling to anyone else you want to convert into a loyal customer, but with a few important twists that might take a little practice. Sure, the wealthy can be more demanding, but the potential return more than justifies the extra effort. Before he distills his techniques down to seven straightforward selling rules that might apply in other circumstances as well, author Matt Oechsli provides survey-generated facts about the wealthy. This book overflows with axioms, "commandments," checklists, fill-in-the-blanks, calendar schedule pages, diagrams for business cards and numbered lists. All the sidebars suggest that there is science as well as "art" in selling to affluent buyers. We recommend this book for its useful insights into the high-stakes business of luxury sales.
Book Description
With over one million copies sold and now fully revised and updated, HOW TO MASTER THE ART OF SELLING motivates and educates readers to deliver superior sales. After failing during the first six months of his career in sales, Tom Hopkins discovered and applied the very best sales techniques, then earned more than one million dollars in just three years. What turned Tom Hopkins around? The answers are revealed in HOW TO MASTER THE ART OF SELLING, as Tom explains toreaders what the profession of selling is really about and how to succeed beyond their imagination, including:
Customer Reviews:
Great book even outside of sales.......2007-08-13
I am writing this review to share how this book helped me get a new outlook on how I see things. Let me first give you a brief history on me.
I was a music store employee who was making minimum wage, and I never (and I do mean never) made commision. This was 1998, I had long hair, no car, living at home with mom and dad, and I was a college drop-out. The owner of my company paid for me to go to Mr. Hopkins sales class in 1999. I immediately bought his book (which was a lot of money for me at that time), and started applying what I had learned. I increased my sales at the music store, but I still wasn't making enough money to support my family. I used my sales techniques to learn to sell my own abilities to another employer (a hospital). I worked there a few years, and during this time I took pre-nursing classes.
Fast forward to 2004. I got accepted into a nursing program. I had to compete for a scholarship at my hospital which I was awarded using tchniques I learned from Tom and his book. Once I graduated, I used techniques I learned from this book to land my first nursing job (which pays really well for a new graduate nurse).
In closing, I would like to state that my belief in God, and learning/applying what I learned in Tom's book helped me go from living with my parents and broke; to now being comfortably middle class, married, and living the life I always wanted to live. You have to do the work, and you have to be willing to keep your head up when everything doesn't go your way. However, if your diciplined the keys laid out in this book can help you in life; even if you don't stay in sales. After all, are we not selling our own abilities to future employers? This was a good purchase for me, and I hope it will be for you as well.
Average.......2007-03-31
While the book is very well worth the money, some of the concepts are far fetched and much too cheesy for today's selling environment.
In my personal opinion, the consumers today are too savvy and some of the techniques in this book will scream at them 'USED-CAR SALESMAN'. However, there are some very good tips in the book, and as with any book, if you can get one good idea out of it it is very well worth the money spent.
Good Fundamentals. A little disjointed........2007-03-16
I am brand new to selling, so I appreciate this book for what it is; a really good overview of the selling process. It's also a great reference that I've often gone back and thumbed through. However, it seems most targeted toward consumer sales areas such as automobiles, insurance, or retail. A couple of the methods, such as asking customers to call their friends and family right there on the spot for a referral, seem kind of old school and tacky, and not applicable to corporate sales. The book also jumps around a bit. Hopkins will advise using a technique or mention a term which he then says will be covered in a later chapter. It's kind of disorienting. Otherwise, it's a solid primer.
The bible of basic selling principles.......2007-01-05
I first read this book in the 1980s, and reread it in the past year. Salespeople so often disdain sales training as not helpful, but the more experience you garner, the more you realize the power of sales process and how it can influence your sales success. Every sales concept discussed in this book can be applied in every sales career, I believe. The power of effective communication in the context of creating clients can only be learned through the adoption of a system of which there are many variants but which all include the principles mapped out here. For the neophyte just starting to the grizzled veteran (and I read this book at both junctures of my career), this book is as good as any.
I order it but i havent got it yet.?.......2006-11-11
I havent get the book yet???? back order it is been like almost 2 months?
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| Business & Investing
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Raving Fans: A Revolutionary Approach To Customer Service
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The Millionaire Real Estate Agent: It's Not About the Money...It's About Being the Best You Can Be!
How To Become a Power Agent in Real Estate : A Top Industry Trainer Explains How to Double Your Income in 12 Months
How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients
