by Pete Savage, co-author, The Wealthy Freelancer

“If you’re selling a professional service, you need a five-step process. I don’t care what you’re selling, your buyer needs to know that when they do business with YOU, they’re in the hands of someone who’s done this before.”

I learned this from Jim, a former Executive Vice President at the largest bank in Canada. As a bank exec big shot, Jim was a seasoned and discerning buyer of professional services from solo consultants and firms. When he offered free advice like this, I listened.

I promptly created my own five-step process for my freelance copywriting practice. And sure enough, I promptly began closing more business.

Over the years, I’ve honed my five-step process into what is truly a “battle-tested” version that helps me land clients. (I like the description “battle-tested”, which I thieved from Kyle’s recent blog post Starting a Consulting Business.)

Why This 5-Step Process Works Like a Charm

Why does the 5-Step Process work so well? Well just listen to how it sounds…

You’re on the phone with a new prospect. He has just recited to you the requirements for a project and is now preparing to shut off his brain and hang up. His ears are about to toggle over to half-listening mode, as he expects you to say, “Well thank you, I’ll be in touch very shortly with a quote,” just like every other freelancer always does.

But you don’t say that.

Instead, you say, “Well this sounds great, and I have a five-step process that’s designed to get this project started off on the right track AND limit your time involvement to critical items only.”

You’ve just woken him back up! This is music to every client’s ears. In my experience, upon hearing this, 8 out of 10 clients will then ask to hear your five steps.

You’ve just set yourself up to end the call on a high note. Not only that, you’re very likely the only freelancer he’s talked to in recent history who’s said anything remotely like this. Points to you. Big points.

Get Your Pen Out. Anyone Can Do This.

Every freelancer, consultant or other type of professional service provider can communicate what they do in five steps. Try this yourself:

On a pad of paper, write down all the different steps you go through when servicing your client.

You may come up with 13, or 113, at first. That’s fine, on your first pass. But then you must do whatever you can to group, categorize, push, pull or force all of these pieces into five main steps.

Five is the magic number because a four-step process appears to lack substance and a six-step process gets too cumbersome to explain concisely.

When you have your five steps named, write a one-to-three sentence description for each step.

And you’re done.

The next step, is to use your five-step process on every call, with every new prospect. Hone it, perfect it, battle-test it, until rolls off your tongue like a verse from Killer Queen.

Now you’ve now got a powerful and succinct script that will help you differentiate yourself and win the confidence of prospective clients on your very first call.

–

Pete Savage is co-author of The Wealthy Freelancer: 12 Secrets to a Great Income and an Enviable Lifestyle. Order Pete’s book this week from Amazon.com and get up to $300 in free instructional materials to help you attract more clients and better paying projects. Click here for more info…

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Do you want to know the most important lesson I teach my Consulting Tycoon students?

It’s a lesson that — once understood — instantly increases the respect you get, the quality of clients you work with, and the prices you charge.

The funny thing is, the lesson has nothing specifically to do with the consulting business. In fact, it applies to everyone in ALL types of businesses.

And I believe it’s one of those “secrets” that explains why some people become super-successful very quickly, while others struggle for years and still don’t get anywhere.

It’s simply this…

YOU are the only person who is going to appoint yourself “expert” status.

No one else is going to tell you you’re good enough, or smart enough, or qualified enough to do what you want to do.

Sounds like a simple idea, and kinda obvious — but you’re fighting years of conditioning (mostly from the school system & your typical corporate structure) that has taught you someone else will tell you when you’re ready… when you’re good enough.

Believe me, when you get this — I mean really “get it” — your confidence will soar and you’ll be amazed at how quickly good things start happening.

Anyway, I’m flat out developing new training materials for my CT members, so I’ll leave you with a guest article (one of my personal favorites) from my friend Daniel Levis that perfectly illustrates the point:

The Magic of Self-Appointment

“A man should learn to detect and watch for that gleam of light which flashes across his mind from within, more than the luster of the firmament of bards and sages” – Ralph Waldo Emerson

Dear Web Business-Builder,

From a young age, we are appointed.

Appointed by our parents … old enough to stay home alone. Appointed by our institutions … educated enough to enter the full-time work force. Appointed by our employers … responsible enough for promotion.

Important question: Have you become mentally conditioned by all this external appointment?

Have you given your power to someone or something outside of yourself?

Could this be the invisible Great Wall of China that’s blocking you from rocketing toward your goals and reaching your full potential?

For most of us, to one degree or another, the answer is “yes.” Take a look at this note I received from one of my subscribers:

“I have a few questions re: your material …

1. Is this set up as a correspondence study course or is it just ideas to use for implementation?  Does the material guide you on how to write good, strong copy?  Is there anyone who critiques you on your assignments?  Or is it all up to one’s own imagination and assumptions?
2. How does your material compare to the American Writers and Artists Institute – six-figure copywriting?  Or to the Institute of Copywritng course?  Or to any other course out there … ?
3. Is it possible to become a successful copywriter without prior experience in finance or marketing?  Without a college degree in journalism, finance, marketing …?
4. Do your materials also include how to improve one’s writing skills, language usage …?

“I’m very much interested in the field of copywriting.  I believe I have a flair with words as well as a good way of expression.  However, I’ve done extensive research online as well as perused the copywriting opportunities available, and I keep coming to the same conclusion.

“It seems the only way to truly succeed in the copywriting field is to have an accredited history in finance, journalism, or/and marketing as well as experience in the aforementioned fields.  Being familiar with Web design and computer graphics doesn’t seem to hurt either.  Many accomplished copywriters have refuted the idea of being able to master copywriting and succeed in the field by simply taking a copywriting course whether online or by correspondence (which doesn’t even seem to be what you’re offering).

“Therefore I question you, as well as other courses, which claim that after completing your/their material one can become a successful copywriter and earn …

“How can you distort reality just in order to sell your product or promote your course?  How can you convince people of unbelievable, unattainable goals?  Is this another marketing gimmick?  Since you guys are the masters of copywriting, perhaps you’re pulling the wool over the consumer’s eyes and convincing them of twisted truths … all for your benefit.  UNLESS … perhaps you can convince me otherwise.”

If it weren’t for the rather cheeky last paragraph, I might have sent this woman a constructive response. As it was, I simply replied: “Thanks for writing. With all due respect, I don’t think this is for you.” Who needs customers like this?

I can only imagine what kind of “research” could have possibly led her to these erroneous conclusions. I mean honestly, “an accredited history in finance, journalism, and/or marketing as well as experience in the aforementioned fields.” I can’t think of more onerous liability, can you? Where do these self-defeating delusions come from?

I’ll tell you …

From a young age, powerful forces within society condition you to undervalue who and what you are — so you will look to them for your own self-worth — so you will look to them for validation, power, and permission, through the appointments they bestow on you.

Yes, we have all been hypnotized into believing we are smaller than we really are. Just as a fishbowl keeps goldfish tiny … we have all to one extent or another been fooled into believing our value equals the size of our external appointments.

The question is not: Have you given your power to someone or something outside of yourself? But rather: How can you take it back?

Unlike a goldfish swimming around
oblivious in a tank, you have a choice …

Power is an inside job. You do not need to import it from external sources. All you need do is peel away the lies you’ve been told — and went on to tell yourself — that  are keeping you wading around in the kiddy pool of life.

Realize our school system, government, and industries reward dependency, NOT self-reliance … conformity, NOT innovation … slavery to the status quo, NOT fearless adventure into the unknown.

Aside from the 3Rs, (reading, writing, and ‘rithmetic) what you learn through formalized education is obsolete, outdated knowledge by the time you learn it. Worse, it is designed to prepare you to become a droid in a large vertically-integrated company or institution the likes of which are disintegrating daily.

The result is the inevitable stunting of your initiative, creativity, and capacity for capitalist thinking. Naturally, you fail to appoint yourself captain of the myriad entrepreneurial opportunities around you. And then you wonder why external appointment eludes you.

I hope this hasn’t made you cynical like my subscriber. She sees a band of rebels thumbing their noses at the mainstream, defining their own lives and prosperity on their own terms. And instead of becoming inspired and encouraged by this, she sees it as distorted reality, twisted truth — a marketing gimmick. How sad.

Please don’t limit your life with these kinds of hideous hallucinations. Expand your beliefs to encompass the life you were born for. Emerson said, “Do the thing, and you will have the power.” You don’t need anyone’s permission.

To be a master — ACT LIKE ONE — starting today!

Assuming greatness is not phony. Unworthiness is the imposter.

If you want to accelerate your development, then stop putting off doing for learning. Smear yourself in the fray. Get your teeth kicked in by day on the mean streets, and burn the midnight oil to make the next day better. You don’t need anyone to tell you you’re ready.

I’m convinced most people fail to get what they want out of life because they’re simply afraid to express their talents without external appointment.

They feel unworthy of asking for and accepting money in exchange for those talents without validation from some external authority.

And they fail to take action toward building their livelihood around those talents without external permission.

Instead, they spend their days doing things they don’t care about. They struggle financially. And they wither emotionally. All because they refuse to allow themselves to fearlessly follow their passions RIGHT NOW!

If you look at some of the most successful people in the world, you’ll see they became that way by taking a very different approach.

… Who told Steve Jobs to drop out of college and appoint himself MESSIANIC LEADER OF STONED GOOFBALL COMPUTER GEEKS EVERYWHERE in a crazy war against centralized computing and its overbearing, power hungry priesthood? A war they ultimately won. Had they not, you probably wouldn’t be reading this.

… Who told Andrew Carnegie — the son of a weaver — who started his career changing spools of thread in a cotton mill twelve hours a day for $1.20 a week that he should appoint himself CAPTAIN OF INDUSTRY?

… Who told Abraham Lincoln that with one year of a backwoods Kentucky education (reading, writing, and ciphering to the rule of three) he was qualified enough to be appointed Postmaster, and then Lawyer, and then Congressman, and then President, and then MILITARY COMMANDER IN CHIEF?

Nobody, that’s who, THEY JUST DID IT!

… And the rest is history.

So just do it, man!

Until next time, Good Selling!

Daniel Levis
Editor, The Web Marketing Advisor
THE TOTAL PACKAGE

This article was first published in The Total Package. To sign-up to receive your own FREE subscription to The Total Package and claim four FREE money making e-books go to www.makepeacetotalpackage.com

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Have you seen what’s behind the scenes at InformationMarketing.com yet?

Check out what you’ll see when you opt-in…

Brian is giving away one of his most popular paid products — called…

“How To Get Paid For Everything You Do,
Anytime You Want,
Faster And Easier Than
You Ever Thought Possible”

…and a bunch of top-shelf video training including “One Offer That Will Change Your Life”, which features one of the best “air quotes” I’ve ever seen ==>

Those ain’t yo grand pappy’s air quotes!

Besides the air quotes there’s also some killer info on creating offers that people simply can’t refuse — I liked the “$8,000 in 1 week” example best… it wasn’t the biggest in terms of dollars made, but it’s a simple goal anyone can reach.

You’ll also get details on how to get a seat on the free live training webinar:

“The McElroy Method: How To Create Information Products In 24 Hours Or Less”

And you’ll see 23 pages of comments from people who can’t wait to get started with the program… and they’ve only seen the free stuff!

With all the hyped-up launches over-promising and under-delivering it’s great to see a real down to earth guy like Brian doing it with class…

…even if you’re not going to get in the program I’d suggest you follow the launch and model it in your own business — I’ve never gone wrong following Brian’s lead.

Click HERE to Download All The Free Stuff

Talk soon
Kyle

P.S. Don’t forget to claim your $3000 Information Marketing Mastery Bonus when you sign up through my link.

About The Author

Kyle Tully is an Internet Marketing Consultant, direct response copywriter and information marketer from Sydney, Australia. He helps entrepreneurs and small business owners get more new customers, increase cash flow and make more money using his proven marketing systems.

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If you’ve ever wanted to start a highly profitable information marketing business then this will be the most important post you’ve ever read

On Thursday August 20 my friend Brian McElroy is opening the doors to his “Information Marketing Mastery” program.

In the lead up to the launch he is giving away a bunch of free content — including one of his most popular paid products… and… a live webinar training on how to create products in 24 hours or less.

You can get all the free stuff here, then check out what you get in the full program (including my $3000 bonus package) below:

• You get 8-weeks group coaching — you’ll learn market research, list building, product creation, traffic, joint ventures, profit funnels, continuity, outsourcing and more!
• You get 12 months of advanced techniques — physical products, coaching & consulting, social media, CPA, website flipping… literally every aspect of the information business is covered
• You get 2 FREE months of “Information Marketing Monthly” — Brian’s newsletter where he shares what’s working NOW in his business, and how you can copy his strategies and profit from his experience
• You get Brian’s “Language of Copy” training — easy, no-nonsense training showing how anyone can write simple salesletters that sell.
• You get everything Brian used to go from $0 to over $100,000 in just 6 months

And when you get “Information Marketing Mastery” through my link…

• You get 3 months FREE in my $1000 per month coaching group

I’ll be with you every step of the way as you build your business…

Got a question or need further clarification on something? Want a critique of your website? Need help with a technical issue? Just shoot me an email and I’ll get back to you within 24 hours.

If you’re serious about the information business then I’ll do everything I can to help you reach your goals.

Click the link below to get the full details on what you get and how to claim your $3000 bonus:

Click HERE To Get My Information Marketing Mastery Bonus

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Can you make multiple six-figures in less than 2 years online?

Most people don’t believe it’s possible.

What if you were starting with nothing — no money, no technical skills, no connections — could you hit six-figures in 6 months?

Most people don’t believe that’s possible either.

And most people struggle for years before they make any money online.

Is there a connection between your beliefs and your reality? Perhaps.

All I know is my friend Brian did both those things.

After spending a year as a student in the Dominican Republic, he moved to New York…

… he taught himself HTML by candlelight and learned copywriting in his spare time…

… he started his business from the floor of a studio apartment in Spanish Harlem…

And then…

Brian made six figures his first 6 months online. In less than 2 years he created a multiple six-figure business. My prediction is he’ll crack the million mark next year.

He started at age 23, and at 25 is now set for life.

You can hear Brian tell the full story of how he got started, learn exactly how he did it, and get a whole bunch free training from him here.

Talk soon
Kyle

P.S. I’m lucky to call Brian a friend, but I also consider him a mentor. He knows how to get things done, take action, and make amazing things happen like few people I’ve met. Definitely one to watch.

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Philippe stood at the very edge of the South Tower.

1,368 ft above the sidewalk of Manhattan.

It was August 7, 1974. Shortly after 7:15 am.

The wind carried murmurs of disbelief from the stunned crowd below — would he really do it? Was he crazy? What about his friends and family?

He had been dreaming of this moment for six and a half years. He and his accomplices had been in New York for the last 8 months seriously planning it.

It was now or never.

He took a deep breath…

Then stepped off the edge of the building!

His full name was Philippe Petit.

For the next 45 minutes he walked back and forth on a high-wire between the Twin Towers — with nothing but a 26 ft balancing pole to keep him from plummeting to his death.

His amazing feat would land him on the front page of the New York Daily News and Post.

They would call it the artistic crime of the century.

After the event he was arrested and taken for psychological evaluation. Some people called him crazy. Others said he was a genius.

Either way there are a TON of marketing lessons in his story…

Take a look at a few of the challenges he faced:

• he had to find a way to bypass the WTCs security;
• smuggle the 450-pound steel cable and rigging equipment into the towers;
• pass the wire 140 ft between the two rooftops;
• anchor the wire and tension it to withstand the winds and the swaying of the buildings;
• walk, kneel and even lay on a 3/4 inch wire, going back and forth 8 times between the buildings… and try not to fall a quarter mile to his death!

And he only had a rag-tag crew of co-conspirators to help him — French who didn’t speak English… an Australian and American’s who didn’t speak French… and a stoned musician.

So, how did he do it and what are the marketing lessons?

Let’s break down each challenge:

1. He had to find a way to bypass the WTCs security.

He studied the towers for weeks and made notes on what the office workers wore. He carried out multiple recon missions — posing as a businessman, contractor and French journalist — and knew the best time to undertake his mission.

The marketing lesson: Research. Know your market.

2. Smuggle the 450-pound steel cable and rigging equipment into the towers.

He made notes on the type of clothing the contractors wore, the tools they carried, and the times they came and left. He gathered some friends then befriended an “inside man” and through sheer passion for his mission convinced them to help with the illegal stunt.

The marketing lesson: Show the market you’re just like them. Be passionate about what you do. Relationships matter.

3. Pass the wire 140 ft between the two rooftops.

He tied the 3/4 inch steel cable to a heavy rope, the heavy rope to a lighter rope, the lighter rope to a fishing line… then used a bow and arrow to shoot the line across the 140 ft gap!

The marketing lesson: Start with the solution (fishing line) instead of your product (cable) then gradually move prospects from one to the other.

4. Anchor the wire and tension it to withstand the winds and the swaying of the buildings.

He built a scale model of the building and tested dozens of different solutions.. He tied two secondary cables diagonally to the main cable and secured them both to each tower. Used a large lever to tighten the heavy cable.

The marketing lesson: Testing. Support. Leverage.

5. Walk, kneel and even lay on a 3/4 inch wire, going back and forth 8 times between the buildings… and try not to fall a quarter mile to his death!

He’d been walking high-wires for years (starting just a few feet of the ground) before attempting it at such heights. He even practiced for hours on a scale model (width only!) of the towers.

The marketing lesson: Practice makes perfect. Dream big but master the small things first.

Oh yeah, Philippe was arrested the moment he came down… but his story still has a happy ending.

Not only did escape all charges, be declared completely sane, get a lifetime free pass to the observation deck, get “sexual favors” from a local girl the moment he walked out of the police station, and become a hero to thousands of people…

… he also transformed popular opinion of the Twin Towers, which were though of as an eyesore by many New Yorkers up until that point.

The marketing lesson: Publicity stunts can pay off in many exciting ways!

Talk soon
Kyle

P.S. Philippe’s story is told in a beautifully powerful film, “Man On Wire”, which I highly recommend you check out.

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Ever caught yourself saying this:

“I’ve just got to learn {skill} then I can do {action}”. Something like…

“I’ve just got to learn copywriting then I can create my own product.”

“I’ve just got to learn email marketing then I can start building my list.”

“I’ve just got to watch this training video then I can start building my business the right way.”

Sounds innocent enough, right?

You’ve got to learn the skill before you can use it…

Problem is, there’s always another skill to learn. Always something you don’t know. Always something new and shiny to distract you from your goals.

But guess what?

You don’t need to know any of it to get started right now. In fact, the sooner you get started (no matter how little you know) the sooner you’ll start learning the only way that counts…

First-hand experience.

‘Cause no matter how much you read… how much you study… how many products you buy or seminars you go to… how much you *think* you know… it all means squat until you prove it in the real world.

And more often than not, what you thought to be true ends up being a load of nonsense.

Or it simply doesn’t work in your niche. Or used to work but doesn’t any more.

Which brings me to the ONLY skill you need to master…

… a skill few people understand the power of…

… a skill so simple most people ignore it…

… a skill every successful person I’ve ever met has mastered…

Speed of implementation.

Think about it:

If your only real learning comes from first-hand experience, and the only way to make money is to figure out what works and then execute it, then the person who implements fastest learns the most, executes most effectively, and therefore makes the most money.

Now I’m not saying you don’t have to learn certain skills.

You do. And you will. But you will almost always get BIGGER results faster by running with an idea and improving as you go, rather than trying to learn everything before you even take your first steps.

So if you catch yourself saying stuff like “I’ve just got to…”, “If only…”  — either to yourself or to others –STOP. It’s a good sign you’re procrastinating and avoiding taking action.

Trust in yourself and take action on what YOU know to be true.

Speed of implementation is your greatest weapon.

Talk soon
Kyle

P.S. Today is the last day of my FIRESALE. Frankly I’d rather see you take action on your most pressing business issue than buy now… But if you’ve been eyeing one of my products and are going to implement the strategies I teach you, then go ahead and grab one of the last remaining packages here:

http://www.kyletully.com/imfiresale/

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I’ve got a love-hate relationship with forums.

I love sharing what I know and helping others.

But I hate seeing the same (broke) people yap yap yappin’ away every day when they should be out there implementing.

Like the guy who asks for a copywriting critique then doesn’t make any of the suggested changes.

Or the girl asking questions about each and every new product launch like IT is going to be her savior. (And you just KNOW she didn’t do anything with the last one.)

Or worse yet…

…the mindless gossip and pointless drivel about who did what and why your world is going to end because of it.

And then they wonder why they can’t make this “marketing” thing work.

Listen, no doubt there’s gold in dem dar hills — I’ve picked up tricks n tactics worth a mint and even launched a side business directly from a single forum.

But I didn’t do it by talking.

And I didn’t do it by changing my direction every second day.

I did it by capturing an idea and immediately taking action on it.

Speed of implementation is the #1 skill you can master.

See, the greatest benefit of forums is also their greatest weakness — Information… Too much information… Conflicting information.

You’ve got one person saying X is the best thing to do. Another says Y is best. And another says X + Y is the only way to go. Then someone else says ABC crushes X and Y and you’d be an idiot to do things any other way.

Fact is, A, B, C and X, Y, Z are most likely all beneficial.

There’s probably a thousand people making a killing with each of them.

And if you take the time to implement and perfect any of them you’ll make more money tomorrow than you do today.

You’ve just got to realize NOTHING will work until you work it.

The worst idea poorly executed will always make more money than the perfect plan in your head. The laziest attempt at a half-baked idea will always make more money than the best advice never acted on.

Forums are great — you can meet like-minded people, and if you’re willing to sift through the crap there are nuggets of gold… just remember if the gun’s to your head you need ACTION not advice.

Talk soon
Kyle

P.S. You know how every once in a while you get an “ah ha” moment and everything suddenly becomes clear? Like you just “get it” and suddenly go from feeling confused and scared to being confident and able to take action on your ideas…

I had one of those moments when I got Jason’s “48 Hour Info Products” course. It turned product creation from something I dreaded into a fun and fast process I now actually enjoy.

You can get it as part of your fire sale package here:

http://www.kyletully.com/imfiresale/

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What is it with marketers and membership sites?

Seems every second person I talk to is dead-set on creating the next latest, greatest, whiz-bang membership site.

And they’ve all laid out grand plans for the ultimate site — complete with articles, videos, interviews, forums and more… on paper it’s the best thing since sliced bread.

Sure it’s a lot of work — a few months effort getting everything up and running — but this site is sooo much better than all the others.

Just a few members will make it all worth while…

Problem is, people don’t want a membership site.

They don’t need all that “stuff.”

They don’t WANT all that stuff.

And they sure as hell don’t want to pay for more stuff each month.

Everyone is already overloaded with information. What they want… what they need… is solid actionable information they can use right away. NOT a whole bunch of stuff.

That’s why most membership sites are stoopid — because they’re built based on what the marketer thinks will sell, not what people actually want to buy.

Besides, they’re a bunch of work!

Give me a simple continuity program any day:

• A niche newsletter
• A CD or DVD of the month club
• A paid coaching forum

Why? Because they’re simple to setup, deliver laser-targeted bite-size information, are high margin, and can be largely automated.

Of course there are exceptions to the rule — membership sites with tons of “stuff” that are super-successful.

But for every one of these successful behemoths there are a dozen would-be sites gathering cyber dust.

And another half dozen simple continuity programs quietly turning over thousands each month.

So before you go planning a mega membership site take a moment to think about what people actually want… and the easiest way you can deliver it.

Talk soon
Kyle

P.S. You can learn how to setup simple (and profitable) continuity programs in my Overnight Membership Site course which you get when you grab my FIRESALE package here:

http://www.kyletully.com/imfiresale/

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Aargh!

Computer issues are driving me crazy! (And broke!)

In the last month I’ve upgraded, fixed and fandangled more computer software and systems that I care to remember. And I spent a pretty penny in the process…

But now YOU get to benefit.

To recoup my investments I’m holding a massive FIRESALE on my best-selling products.

Kyle’s Internet marketing FIRESALE!

Until 10pm July 31st, 93 lucky people have the chance to save a HUGE $1520 and get their hands on a million-dollar marketing education.

If you’ve been on my list for a while you know I don’t have sales very often, and if I do it’s a limited discount on a single product.

So here’s your shot to get this material ($1617 in real-world value) for the lowest price I’ll ever offer it, but only until 31st July.

Thanks for helping out!

Grab your package here:

Kyle’s Internet marketing FIRESALE!

Remember, the sale will run until 10pm July 31st, or until all 93 units (which will cover my computer costs) are sold… whichever comes first.

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