ISBN - What Does it Really Mean?

ISBN = International Standard Book Number

Most small and self-publishers know that an ISBN is a necessary number that identifies their book within the book industry. But what do all those numbers actually mean? Can anyone look at an ISBN and extract any useful information?

Let's consider what the 13 digits in an ISBN mean to the book industry (publishers, wholesalers, distributors, libraries, and retailers).

ISBN - What Does it Really Mean?

First, note that you may encounter two versions of ISBNs -- the ISBN-10 and the ISBN-13. Besides three more digits, what's the difference?

A few years ago, the ISBN folks realized that they would soon exhaust the mathematical possibilities of the 10-digit format. Too many books were being published in too many different formats. The solution was obvious -- expand the format to incorporate more digits. You might think that adding three more digits would increase the available numbers by a factor of 1,000...but you'd be wrong.

It only doubled them.

How could that be? you might wonder.

To answer that question, consider the bar code on the back cover of a book. You will usually find the ISBN printed in human-readable form (i.e., in numerals) just above the bar code. Up until a couple of years ago, that would have been the 10-digit ISBN. Then, during a transition period, it frequently included both the 10- and 13-digit forms of the ISBN. Now, most newly published books will show only the ISBN-13 (although some are still including both). You might also have noticed that there are human-readable numerals sort of embedded along the lower edge of the bar code. Those digits are the ISBN-13...and always have been (even when there was no such thing as an ISBN-13).

In the days of only ISBN-10, a book's bar code with its embedded numerals (technically known as the Bookland EAN, or European Article Number) consisted of the ISBN-10 plus a 978 prefix and, usually, a different final digit.

Now, with the implementation of ISBN-13, the ISBN and the Bookland EAN will be identical, including the final digit.

Confused yet? Hold on. Let's decode an ISBN-13 to help clear things up.

The ISBN-13 and Bookland EAN, consist of five distinct parts:978 or 979 prefix (all this means is that the number refers to a book -- after all, the EAN is used for a lot of other non-book products with their own unique prefixes) Group or country identifier (for books published in the English group -- meaning the US, UK, Canada, Australia, New Zealand, etc. -- this will a "0" or a "1") Publisher prefix (this can from two to seven digits, depending on the size of the specific block of ISBNs) Title identifier (this is actually the part that is assigned to a specific title, edition, and format published by the publisher identified by the publisher prefix) Check digit (the last digit in the ISBN, always just a single digit, that is calculated using a specific mathematical algorithm and only really matters to computer databases and such -- you don't have to know how to compute it)
Note: To date, nobody has been assigned an ISBN block with the 979 prefix, although R. R. Bowker expects to begin issuing those later this year. Since the ISBN-13 system allows for only two book-prefix possibilities (either 978 or 979), the change to ISBN-13 only doubles the available possibilities. One mystery solved.

Real-World Example: 978-1-934631-21-8

What does that string of numbers tell us?

Right away, you can see the "978" prefix that tells us this is a book. The next digit, the "1" following the first hyphen, says it was published in one of the English group countries. The next set of digits (934631) is the publisher prefix. If you looked up this prefix in one of the industry databases, like Books-in-Print, you would find out that "934631" identifies Slipdown Mountain Publications LLC...and only Slipdown Mountain Publications LLC. Nobody else will ever be issued that specific publisher prefix.

The next set of digits (21) represent one specific title, edition, and format in the block of "934631" publisher-prefix ISBNs. In this case, it is the first edition of my own book Devil in the North Woods and, specifically, the e-book format of that book. No other book will ever use the title identifier "21" with the publisher prefix of "934631" and the group identifier "0." And that's what makes it unique. And what makes sure nobody orders an e-book format for this book when they really wanted the paperback format.

Note: The paperback format of that same book has a different ISBN (in this case 978-0-9746553-1-4, which also has a different publisher prefix since our company owns two different blocks of ISBNs although both point only to us).

And then there's the final, check, digit (8, in this case). The check digit calculation involves applying a mathematical algorithm to all the preceding digits (which is why the check digit for the ISBN-10 format is almost always different than the check digit for the ISBN-13 format of the same basic ISBN). The check digit can also be an "X," which is used if the check digit calculation results in "10."

By knowing the publisher prefix, you can immediately determine the size of that block of ISBNs. Since there are only 13 digits total, and the 978 (or 979 eventually) plus the group identifier always total four digits and the check digit is always a single digit, there are only eight digits left to work with. In the above example, the publisher prefix is six digits, leaving only two digits to assign to specific books and, thus, only 100 possibilities (00-99). Therefore, this represents a block of 100 ISBNs.

Since self-publishers usually buy a block of 10 ISBNs and small publishers typically buy a block 100, anyone who cares can quickly determine the size of your publishing venture. And they can determine that even if you leave out the hyphens...but that's a lengthy subject better suited for a follow-up article.

If the ISBN for your book was assigned by one of the many subsidy publishers (who prefer to call themselves "self-publishing companies" or "POD publishers"), the publisher prefix will clearly designate that subsidy publisher as the publisher-of-record. Which means you did not really self-publish at all, as far as the book industry (trade journals, wholesalers, distributors, retailers, libraries, etc.) is concerned. Having a subsidy publisher listed as your book's publisher is like starting your at-bat with two strikes already counted against you.

And that's probably not the way you want to launch your book's marketing campaign.

ISBN - What Does it Really Mean?
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Walt Shiel is the Managing Partner and Publishing Mentor at Five Rainbows Services for Authors & Publishers, a subsidiary of Slipdown Mountain Publications where he serves as Publisher. Besides offering a full range of affordable publishing solutions, Five Rainbows can tailor a mentoring program to help you achieve your specific goals for your book! And be sure to check out Walt's View From the Publishing Trenches blog.

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Linear Regression Analysis - Interpreting the Intercept in a Regression Model

The intercept (often labeled the constant) is the expected mean value of Y when all X=0.

Start with a regression equation with one predictor, X.

If X sometimes = 0, the intercept is simply the expected mean value of Y at that value.

Linear Regression Analysis - Interpreting the Intercept in a Regression Model

If X never = 0, then the intercept has no intrinsic meaning. In scientific research, the purpose of a regression model is to understand the relationship between predictors and the response.  If so, and if X never = 0, there is no interest in the intercept. It doesn't tell you anything about the relationship between X and Y.

You do need it to calculate predicted values, though.  In market research, there is usually more interest in prediction, so the intercept is more important here.

When X never =0 is one reason for centering X. If you rescale X so that the mean or some other meaningful value = 0 (just subtract a constant from X), now the intercept has a meaning. It's the mean value of Y at the chosen value of X.

If you have dummy variables in  your model, though, the intercept has more meaning.  Dummy coded variables have values of 0 for the reference group and 1 for the comparison group. Since the intercept is the expected mean value when X=0, it is the mean value only for the reference group (when all other X=0).

This is especially important to consider when the dummy coded predictor is included in an interaction term.  Say for example that X1 is a continuous variable centered at its mean.  X2 is a dummy coded predictor, and the model contains an interaction term for X1*X2.

The B value for the intercept is the mean value of X1 only for the reference group.  The mean value of X1 for the comparison group is the intercept plus the coefficient for X2.

Linear Regression Analysis - Interpreting the Intercept in a Regression Model
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And now I would like to invite you to learn more about interpreting regression coefficients, including centered predictors, interactions, and more, in one of my FREE monthly Analysis Factor Teleseminars: "Interpreting Linear Regression Coefficients: A Walk Through Output." Visit http://www.analysisfactor.com/learning/teletraining4.html to get started today.

© 2008 Karen Grace-Martin â€" Statistical Consultant and founder of The Analysis Factor

Karen Grace-Martin has helped social science researchers practice statistics for 9 years, as a statistical consultant at Cornell University and at The Analysis Factor. She knows the kinds of resources and support that researchers need to practice statistics confidently, accurately, and efficiently, no matter what their statistical background. To get answers, advice, and a list of resources to help you learn and apply appropriate statistics to your data, visit http://www.analysisfactor.com

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Glossary of Common Accounting Terms

Bling Lingo made simple

Today...again...I was scratching my head over an accounting mess, for which the owner had paid a bookkeeper many dollars over many years. How did it happen? If you don't know the basics, you are a sitting duck, my friend. You know, accountants do it on purpose. They use weird words to make you think that they are smarter than you are. To keep you in the dark. Or, the less nasty ones just don't know better.

Good accountants and bookkeepers want you to learn the lingo. They want to help you make the bling, baby! So, read and learn. Keep this glossary handy as you work with your professional money managers. Use it to begin your journey to financial literacy!

Glossary of Common Accounting Terms

Bling Lingo - Glossary of common Accounting Terms...

ACCOUNTING EQUATION: The Balance Sheet is based on the basic accounting equation. That is:

Assets = Equities.

Equity of the company can be held by someone other than the owner. That is called a liability. Because we usually have some liabilities, the accounting equation is usually written...

Assets = Liabilities + Owner's Equity.

ACCOUNTS: Business activities cause increases and decreases in your assets, liabilities and equity. Your accounting system records these activities in accounts. A number of accounts are needed to summarize the increases and decreases in each asset, liability and owner's equity account on the Balance Sheet and of each revenue and expense that appears on the Income Statement. You can have a few accounts or hundreds, depending on the kind of detailed information you need to run your business.

ACCOUNTS PAYABLE: Also called A/P. These are bills that your business owes to the government or your suppliers. If you have 'bought' it, but haven't paid for it yet (like when you buy 'on account') you create an account payable. These are found in the liability section of the Balance Sheet.

ACCOUNTS RECEIVABLE: Also called A/R. When you sell something to someone, and they don't pay you that minute, you create an account receivable. This is the amount of money your customers owe you for products and services that they bought from you...but haven't paid for yet. Accounts receivable are found in the current assets section of the Balance Sheet.

ACCRUAL BASIS ACCOUNTING: With accrual basis accounting, you 'account for' expenses and sales at the time the transaction occurs. This is the most accurate way of accounting for your business activities. If you sell something to Mrs. Fernwicky today, you would record the sale as of today, even if she plans on paying you in two months. If you buy some paint today, you account for it today, even if you will pay for it next month when the supply house statement comes. Cash basis accounting records the sale when the cash is received and the expense when the check goes out. Not as accurate a picture of what is happening at you company.

ASSETS: The 'stuff' the company owns. Anything of value - cash, accounts receivable, trucks, inventory, land. Current assets are those that could be converted into cash easily. (Officially, within a year's time.) The most current of current assets is cash, of course. Accounts receivable will be converted to cash as soon as the customer pays, hopefully within a month. So, accounts receivable are current assets. So is inventory.

Fixed assets are those things that you wouldn't want to convert into cash for operating money. For instance, you don't want to sell your building to cover the supply house bill. Assets are listed, in order of liquidity (how close it is to cash) on the Balance Sheet.

BALANCE SHEET: The Balance Sheet reflects the financial condition of the company on a specific date. The basic accounting formula is the basis for the Balance Sheet:

Assets = Liabilities + Owner's Equity

The Balance Sheet doesn't start over. It is the cumulative score from day one of the business to the time the report is created.

CASH FLOW: The movement and timing of money, in and out of the business. In addition to the Balance Sheet and the Income Statement, you may want to report the flow of cash through your business. Your company could be profitable but 'cash poor' and unable to pay your bills. Not good!

A cash flow statement helps keep you aware of how much cash came and went for any period of time. A cash flow projection would be an educated guess at what the cash flow situation will be for the future.

Suppose you want to buy a new truck with cash. But that purchase will empty the bank account and leave you without any cash for payroll! For cash flow reasons, you might choose to buy a truck on payments instead.

CHART OF ACCOUNTS: A complete listing of every account in your accounting system. Every transaction in your business needs to be recorded, so that you can keep track of things. Think of the chart of accounts as the peg board on which you hang the business activities.

CREDIT: A credit is used in Double-Entry accounting to increase a liability or an equity account. A credit will decrease an asset account. For every credit there is a debit. These are the two balancing components of every journal entry. Credits and debits keep the basic accounting equation (Assets = Liabilities + Owner's Equity) in balance as you record business activities.

DEBIT: A debit is used in Double-Entry accounting to increase an asset account. A debit will decrease a liability or an equity account. For every debit there is a credit.

DIRECT COSTS: Also called cost of goods sold, cost of sales or job site expenses. These are expenses that include labor costs and materials. These expenses can be directly tracked to a specific job. If the job didn't happen, the direct costs wouldn't have been incurred. (Compare direct cost with indirect costs to get a better understanding of the term.) Direct costs are found on the Income Statement, right below the income accounts.

Income - Direct Costs = Gross Margin.

DOUBLE-ENTRY ACCOUNTING: An accounting system used to keep track of business activities. Double-Entry accounting maintains the Balance Sheet: Assets = Liabilities + Owner's Equity. When dollars are recorded in one account, they must be accounted for in another account in such a way that the activity is well documented and the Balance Sheet stays in balance.

You may not need to be an expert in Double-Entry accounting, but the person who is responsible for creating the financial statements better get pretty good at it. If that is you, go back through the book and focus on the 'gray' sheets. Study the examples and see how the Double-Entry method acts as a check and balance of your books.

Remember the law of the universe...what goes around, comes around. This is the essence of Double-Entry accounting.

EQUITY: Funds that have been supplied to the company to get the 'stuff'. Equities show ownership of the assets or claims against the assets. If someone other than the owner has claims on the assets, it is called a liability.

Total Assets - Total Liabilities = Net Equity

This is another way of stating the basic accounting equation that emphasizes how much of the assets you own. Net equity is also called net worth.

EXPENSE: Also called costs. Expenses are decreases in equity. These are dollars paid out to suppliers, vendors, Uncle Sam, employees, charities, etc. Remember to pay bills thankfully, because it takes money to make money. Expenses are listed on the Income Statement. They should be split into two categories, direct costs and indirect costs. The basic equation for the Income Statement is:

Revenues - Expenses = Profit

(You'll see a profit if there are more revenues than expenses!...or a loss, if expenses are more than revenues.)

Remember, all costs need to be included in your selling price. The customer pays for everything. In exchange, you give the customer your services. What a deal!

FINANCIAL STATEMENTS: refer to the Balance Sheet and the Income Statement. The Balance Sheet is a report that shows the financial condition of the company. The Income Statement (also called the Profit and Loss statement or the 'P&L') is the profit performance summary.

Financial Statements can include the supporting documents like cash flow reports, accounts receivable reports, transaction register, etc. Any report that measures the movement of money in your company.

Financial Statements are what the bank wants to see before it loans you money. The IRS insists that you share the score with them, and asks for your Financial Statements every year.

GENERAL LEDGER: Once upon a time, accounting systems were kept in a book that listed the increases and decreases in all the accounts of the company. That book was called the general ledger. Today, you probably have a computerized accounting system. Still, the general ledger is a collection of all Balance Sheet and Income Statement accounts...all the assets, liabilities and equity. It is the report that shows ALL the activity in the company. Often this listing is called a detail trial balance on the report menu of your accounting program. The detail trial balance is my favorite report when I am trying to find a mistake, or make sure that we have entered information in the right accounts.

GROSS PROFIT: This is how much money you have left after you have subtracted the direct costs from the selling price.

Income - Direct Costs = Gross Profit. When this is expressed as a percentage, it is call Gross Margin.

This is a good number to scrutinize each month, and to track in terms of percentage to total sales over the course of time. The higher the better with gross margin! You need to have enough money left at this point to pay all your indirect costs and still end up with a profit.

INCOME STATEMENT: also called the Profit and Loss Statement, or P&L, or Statement of Operations. This is a report that shows the changes in the equity of the company as a result of business operations. It lists the income (or revenues, or sales), subtracts the expenses and shows you the profit J! (Or loss L.) This report covers a period of time and summarizes the money in and the money out.

The Income Statement is like a magnifying glass that shows the detail of activities that cause changes in the equity section of the Balance Sheet.

INDIRECT COST: Also called overhead or operating expenses. These expenses are indirectly related to the services you provide to customers. Indirect costs include office salaries, rent, advertising, telephone, utilities...costs to keep a 'roof overhead'. Every cost that is not a direct cost is an indirect cost. Indirect costs do not go away when sales drop off.

INVENTORY: Also called stock. These are materials that you purchase with the intent to sell, but you haven't sold them yet. Inventory is found on the balance sheet under assets. It is considered a current asset because you will convert it into cash as soon as you sell it. Beware of turning cash into inventory. You may run out of cash. Work with your suppliers to keep inventory SMALL.

JOURNAL: This is the diary of your business. It keeps track of business activities chronologically. Each business activity is recorded as a journal entry. The Double-Entry will list the debit account and the credit account for each transaction on the day that it occurred. In your reports menu in your accounting system, the journal entries are listed in the transaction register.

LIABILITIES: Like equities, these are sources of assets - how you got the 'stuff'. These are claims against assets by someone other than the owner. This is what the company owes! Notes payable, taxes payable and loans are liabilities. Liabilities are categorized as current liabilities (need to pay off within a year's time, like payroll taxes) or long term liabilities (pay-back time is more than a year, like your building mortgage).

MONEY: Also called moola, scratch, gold, coins, cash, change, chicken feed, green stuff, BLING, etc. Money is the form we use to exchange energy, goods and services for other energy, goods and services. Used to buy things that you need or want. Beats trading for chickens in the global marketplace.

Money in and of itself is neither good or bad. I want you to make lots of it, and do great things with it!

NET INCOME: Also called net profit, net earnings, current earnings or bottom line. (No wonder accounting is confusing - look at all those words that mean the same thing!)

After you have subtracted ALL expenses (including taxes) from revenues, you are left with net income. The word net means basic, fundamental. This is a very important item on the income statement because it tells you how much money is left after business operations. Think of net income like the score of a single basketball game in a series. Net income tells you if you won or lost, and by how much, for a given period of time.

By the way, if net income is a negative number, it's called a loss. You want to avoid those. The net income is reflected on the Balance Sheet in the equity section, under current earnings (or net profit). Net income results in an increase in owner's equity. A loss results in a decrease in owner's equity.

RETAINED EARNINGS: The amount of net income earned and retained by the business. If net income is like the score after a single basketball game, retained earnings is the lifetime statistic. Retained earnings is found in the equity section of the Balance Sheet. It keeps track of how much of the total owner's equity was earned and retained by the business versus how much capital has been invested from the owners (paid-in capital).

Each month, the net profits are reflected in the Balance Sheet as current earnings. At the end of the year, current earnings are added to the retained earnings account.

Glossary of Common Accounting Terms
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Ellen Rohr is the President and Founder of Bare Bones Biz, a business training and consulting company that teaches clients how to turn big ideas into successful businesses. Rohr is the successful author of numerous business basics books, including: Where Did the Money Go? - Accounting Basics for the Business Owner Who Hates Numbers and How Much Should I Charge? - Pricing Basics for Making Money Doing What You Love.

Ready to make more money? Go to http://www.barebonesbiz.com NOW and sign up to receive the latest information on our FREE monthly Teleseminars, Biz Exposes and New Bare Bones Biz Products.

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Does A Cash Gifting Program Really Work As A Home Based Business Alternative?

The Truth About Cash Gifting - Part 1

We've all heard about the next BIG home based business opportunity. You know, the one that will make you an instant millionaire and you won't have to do any work to get there. All you have to do is send in your money and the next thing you know in 30 to 60 days you will never have to go to the 9 to 5 ever again. Yes, and I have a parcel of land ...

We also all know that marketing on the internet can be a risky business at best if we know nothing about the company or better yet some of the people that promote the company. More and more we all need to have our scam radar working overtime to decipher the real work at home opportunity from the Get Rich Quick scheme.

Does A Cash Gifting Program Really Work As A Home Based Business Alternative?

One of the best income opportunities ever offered is a "real" Cash Gifting program. Now with that said it must be brought to light that there is a difference in this type of program. Some cash programs in the past were just "pyramid schemes" dressed up for a night out on the town. So let's look at what it takes to make a real Cash Gifting program work for anyone that gets involved.

Cash Gifting can be defined as: The act of privately or publicly giving another person or entity a declared sum of cash, (as a gift) and giving it freely without coerce or consideration. Cash Gifting is in no way a loan or any type of payment for goods or services received. Now guess why it's called a cash gift... because that's exactly what it is.

Let's lay out a few of the reasons some of the Cash Gifting programs in the past have failed in a very short time:

1) The founders of some of these programs had no concept of how to set up a proper
Cash Gifting program to assist the members with a working "business model". Any home based business or work at home opportunity needs a proper plan of operation to be a success, even a Cash Gifting program.

2) No tracking system was devised to keep all of the members abreast of what monies were coming their way or when to expect them.

3) There were no legal documents created nor provided to outline the transfers of cash gifts from one person to another.

4) In some instances there was no proven or tested marketing system provided for the members. Along with not providing tested marketing concepts, the members were set up to fail before they ever got started, unless they were seasoned veterans.

5) Without a way to track the members advertising efforts no one knew what, when, why or how their hard earned dollars were being spent and what in fact was their ROI. (Return On Investment)

So what did this all lead up to? In the past many Cash Gifting programs quickly got labeled as unethical and some were called pyramid schemes or even scams. Now, in most instances this was not true, but without a proper "business model", destiny prevailed. I'm sure a large number of us have received the "Send to 5 people and you can make a kazillion dollars in the next 30 days" letter. That type of Cash Gifting letter is the perfect example of the old adage "one bad apple can spoil the whole bunch".

Stay tuned for part two of this series and more relevant information on Cash Gifting and other home based business opportunities.

God Bless and Always Remember To Make It A Great Day!!

Michael J Kohn

New Image Marketing Group, Inc.

Does A Cash Gifting Program Really Work As A Home Based Business Alternative?
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Michael Kohn has been in sales and marketing for over 25 years. He currently makes a living as president of New Image Marketing Group Inc., an internet marketing and direct sales company. He brings a modern and easy-to-follow approach to direct and on-line selling. A native of Wisconsin, Mike was previously an insurance claims adjuster for the banking industry. Visit At: http://www.MastersIncome.com, http://www.PassiveMillions.com

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How to End Sabotaging Relationship Patterns and Melt the Walls

Whether you are in a relationship that has just begun or one that began decades ago, if you are not satisfied with the behaviors you are shown, simply change your response to those behaviors, and a reaction will result.

Your partner's reaction will have to change to reflect the changes in your attitudes, your guidelines and boundaries.

All you can change is you.

How to End Sabotaging Relationship Patterns and Melt the Walls

All you can control and manipulate

is your own choice.

You can react to what you are shown,

or you can leave the source of discomfort in your life.

For as you change, as you grow, your reactions do as well.
You break the cycle of dysfunction within a relationship when
you choose to respond in a new, more highly evolved fashion.

When you love another, your communication of self-love is
what allows the love to flow between you. Not a wall, not a
game, not a punishment, not lashing out, not carrying on hysterically,
but only love of self communicates what you see, feel,
or observe to be beyond the boundary of what you will tolerate.
When you whine, beg, plead, cry, yell, scream, throw, hit,
or lash out, your actions do not deserve the respect you ultimately
are entitled to.

But when you openly and calmly share anything that displeases
you, anything that causes you to feel unvalued or unappreciated,
then you have genuine communication. Then you
have friendship, understanding, respect for each other's feelings,
and the integrity to preserve the good you have found.
Build a new bridge of understanding over the turbulent
waters of confusion and pain. Allow past hurts and pains to
flow out of your system and out of the dynamic of your relationship
by sharing truth honestly, deeply, and purely When
you both do that, truth and understanding will replace chaos
and pain.

Melting the walls that stand between you

Much of the discord couples experience comes from fear of
exposing their true feelings - their love, fears, doubts, insecurities
- their true selves. So they hide their truth behind ego,
pride, defense mechanisms, stories, lies, and games instead of
communicating authentically.

When you do this, it robs you of your own solid foundation,
your feelings of strong self-worth, self-respect, and
high self-esteem. When you are too afraid to expose the real
you, then you play the games that destroy a genuine healthy
relationship or romantic friendship. But as you heal and realize
there is nothing so terrible to hide, you then begin to
feel more secure to share your truth. As you do this, you reinforce
your self-worth and, at the same time, you reinforce
the relationship's foundation with truth.

When two people love, they have a common ground
from which to build a new foundation based on trust, mutual
respect, and mutual understanding. Yet, there must be
compromise. One cannot yield all the time. Satisfaction of
needs, wants, requests, and desires must be reciprocal.

Think about the word "relationship." Relate your concerns
and feelings on the ship of your making, so you may
travel together on a sea of understanding.

If you begin a relationship with a pre-set agenda, you will
find that you are not being your real self. You act the way you
think the other wants you to act. You toss aside many of your
goals, interests, dreams, and aspirations because you think
that doing so will allow you to "get" this man or this woman.

And in that process you steal the foundation of your truth, of
your core, from your very self, and you prevent the other
from knowing your inner beauty.

Like so many people, you may try to be perfect at the beginning
of a relationship. You try to look your best, act your
best, feel your best. But you leave out the most important ingredient:
the real you, which is the best you. Like so many
people, you think that if you showed the real you, your potential
partner would surely run, leaving skid marks on the way.

What is so wrong or terrible with the real you?

Perfection is not exciting. It is boring.

If you always try to be perfect, you create discomfort with
the other person and actually prevent the growth of true
friendship and intimacy.

Where are her moods? Doesn't he ever get angry? Does she
always look so perfect? Doesn't he ever have a bad day? Why
can't she show me she gets mad? Doesn't he have any real feelings?
Is she always so intellectual? Does he really have a heart?
Where is it? How can I show my real self if he or she doesn't do
it too?

You see, when you both present your real and genuine
selves to each other, you lay a solid foundation from which
you can develop an honest and meaningful friendship or romance
with one another.

You may know that many times people will test others to
see what they will put up with, what they will tolerate. Testers
want to find out how much they can get away with. They also
want to know whether the testees have enough respect and
regard for themselves to put the testers in their place if they
cross the line.

Sometimes the one you date

wants to see that you have guts,

that you are not a spineless wimp,

that you do have self-respect,

that you will only tolerate being treated

with common decency and respect.

So, show it!

If others say something to you that strikes a
Chord within, and you don't like the feelings you are getting as
a result of their words or actions, you must speak up and say
so. Now.

You can say it gently and graciously,

but make sure that it is said.

By speaking up, you honor and preserve your self-esteem,
your personal dignity. Others then know how you feel
as a result of what they did or said, and they know what you
are requesting of them; it then becomes their choice as to
whether they will honor your personal boundaries.

Each person is entitled to all of his or her own beliefs,
opinions, preferences, joys, and individuality.

You do not own others; they are not your property. You
share your time or your life together. As you learned in
nursery school, sharing is giving; it is not taking, and it is
not demanding that another does it all your way.

© Copyright by Barbara Rose, All Rights Reserved. Excerpt from Individual Power: Reclaiming Your Core, Your Truth and Your Life. Published by The Rose Group (2003) ISBN: 097414570X

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Barbara Rose, Ph.D. is the best selling author of nine books including If God Hears Me, I Want an Answer!, Stop Being the String Along: A Relationship Guide to Being THE ONE, and Know Yourself. She is an internationally recognized expert in personal transformation, relationships, consciousness and spiritual awakening, and a pioneering force in incorporating Higher Self Communication, the nondenominational study and integration of humanity's God Nature into modern personal growth and spiritual evolution. Dr. Rose is known for providing life changing answers, quick practical coaching and deep spiritual wisdom to people worldwide as the Founder and Director of IHSC, Institute of Higher Self Communication. Her highly acclaimed books, public speaking events, spiritual intensives, teleseminars, webcasts, and internationally published articles have transformed the lives of thousands across the globe. Dr. Rose works in cooperation with some of the greatest spiritual leaders of our time, to uplift the spiritual consciousness of humanity.

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Sales Training Tips - 7 Ideas Proven To Boost Sales

Many people, including some in the sales profession, believe that sales training is a waste of time and money. A popular belief is that sales people are born to sell, and that an individual either "has it" or they don't, and nothing can be done to change it.

This belief has been proven to be wrong. Selling is a learned skill. Many of the beliefs about the skills required for success are much different than those actually necessary.

Below is a list of truths about the sales profession:

Sales Training Tips - 7 Ideas Proven To Boost Sales

Sales is a learned skill. A sales rep will never reach their true potential until this fact is accepted. True professionals study and practice the skills proven to be effective and continue sales training throughout their career.

Sales calls can be made any time. Many sales reps actually believe sales calls can only be made after 9:00 or before 3:00. The professional knows someone prefers 7:00 a.m. and others work evenings. Professionals find people to see them for a full day every day.

The minds controls most sales. This is why many sales come in succession. It's often called a lucky streak, but it isn't. It is the sales rep "assuming the sale" without faking it. The previous sale programs the brain to believe the next one will buy also, and it often happens as a result. It is a 100% true belief the buyer is going to buy today.

Good telemarketing is critical. Work backwards and determine how many calls are necessary to develop a full week of appointments. This number is the amount of calls that must be made each week.

Increase selling time. The only time that is real "value added" is the time spent with the prospect or customer. The time getting an appointment, traveling to and from locations, completing paper work, and attending meetings is an incidental necessity, but not value added. Do all of these tasks outside of the high value added hours. Increasing value added selling time can be learned using lean manufacturing and six sigma principles.

Learn to Close. Closing is the most learned skill in the profession. When a prospect objects about the price, color, service, or anything else, the sales pro knows exactly how to respond down to the specific words. At the point of the objection, there is no time to think. All thought should be directed toward body language and preparing the next 3-4 steps in the sales cycle.

Learn sales techniques. Techniques are not tricks, and no sales rep would be effective trying to trick someone into buying. Some believe closing is using tricks but it is not true. It is simply being an effective negotiator helping the customer make a buying decision. For example, with a service objection such as the length of after-sale service being too short, the sales rep should use a "right angle close". This negotiation is simply stating the answer with a buying question, such as "If I can get the two week service changed to four, will you give us a try today"?

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TeleSeminars - 7 Steps to Interviewing the Thought Leaders in Your Market with TeleSeminars

Do you know how to use teleseminars to interview the thought leaders in your market? Read on to discover the 7 steps you need to know.

The 7 steps

1. Find a Market of Interest - Finding a market does not mean finding a topic. A topic is not a market. A market is made up of people who are passionate about a topic and have money to spend.

TeleSeminars - 7 Steps to Interviewing the Thought Leaders in Your Market with TeleSeminars

2. Seek 40 Thought Leaders in that Market - These are the leaders in your market of interest. In other words, these

leaders interest you because they're in that market of interest to you. When you seek the 40 thought leaders out, you're going to tell them that you'll do 100% of the work and that you're going to pay 100% of the cost.

3. Contact All 40 Thought Leaders to JV with Three - This is so powerful. You need to contact all of them, and with some of

them, you'll be calling eight, 10, 12, 15, 30 times. In the end, you'll JV with three of them because I have found that eight percent of the

people will say yes if they are unfamiliar with you.

4. Publish Web Pages for Each - Sometimes you can get an interview with someone who's very difficult

simply by putting up a web page that has their ask name on it first.

5. Host the TeleSeminars - You host them, interview them and say, "Here's what I want to do. You email your list. You can make it go to just prospects, if you'd like, and I'll host it for you. I'll interview you. Your prospects are really asking the questions anyway. Now, it will be a free call; however, if they want the replay, we'll give it to them for , and you will get 100% of the profit." Think about that. You host a teleseminar. It's a free call. It's going to their list, and you can build a list if you want. You can get that as a free payment, or you can just get branding value by being associated with that thought leader.

6. Record Your Call and Have It Transcribed - When you interview someone, you want to record the call and have it transcribed. Then, you can sell the audio transcripts, which is a short way of saying that you get the audio recording and the enhanced PDF transcripts. This could allow you to get a little piece of the profit, if you ask the leaders you are interviewing for that.

7. Resell It or Give It Away - Ask the thought leader, "Can I resell the audio transcripts after the call and keep 100% of the profit?" If he asks, "Why?," say, "You're branded all over the place, and this is all about you. Can I at least give it away because if I give it away more people will see it? So I'm giving you free advertising."

TeleSeminars - 7 Steps to Interviewing the Thought Leaders in Your Market with TeleSeminars
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And are you ready to learn more about how I do it?

Then I invite you to check out http://www.AlexMandossianToday.com to claim your access to over 4 hours of my TeleSeminar Secrets Training.

Look for the TeleSeminar Secrets logo...fair enough?

From Alex Mandossian and TeleSeminarSecrets.com

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