What Business Are You In?

In Murray Rothbard’s book, America’s Great Depression, he says… “Entrepreneurs are largely in the business of forecasting.”

Today’s entrepreneurs are largely being killed by an inability to forecast. Rothbard shows that what caused the last Great Depression” of the 1930′s was the easy credit of the 1920′s. Easy credit and the free flow of freshly printed money backed by nothing causes entrepreneurs to make stupid investment decisions. Malinvestment.

Way back in the 1970′s I owned a shoe repair store in California. I learned that in the 1950′s it took a population of just 2,000 people to support one shoe repair shop. By the 1980′s it took some 20,000 people to support a shoe repair shop. Shoes had become cheap to make and tennis shoes were a throw-away item. Shoe repair was then for expensive shoes owned by penny pinchers.

Years later I bought a rock hound magazine and struggled to increase circulation and thus profits. I finally learned that nothing I could do was going to wildly increase interest in geology and gemstones. I was fighting against the s-curve. I was fighting against the market. Marketers must follow markets. Not lead them.

Forecasting today is becoming very tough. Almost every industry is hampered by excessive regulation… let alone the wrong signals created by loose credit and easy money floating into one industry or another.

In the late 90′s newly printed money flowed into the tech bubble. It popped in 2000. Then newly printed money drove housing prices to the moon. I missed both bubbles. But I didn’t get popped either.

Now, like many entrepreneurs I’m wondering where the next great expansion is. It seems to be in the swelling of government services. This does not bode well for industrial activity. More regulations are coming and will not help.

The marketer must always look over his shoulder to see which helpful regulator will be breathing down his neck, telling him he must hire this kind of person, don’t fire that kind of person, install this kind of toilet, add blue paint to that parking spot, etc.

If one is not going to make billions selling services or hammers to the government, one must find a market that is growing and try to make a few shillings servicing that market. Most businesses are servicing a stagnant market at best.

Even the old standby markets of weight loss, get-rich-quick and sex appeal, are hard pressed to find a true growth angle. (Viagra being one exception.) Double pun intended.

As our Great Depression deepens, more marketers will have to revert to classical direct marketing methods. Direct and targeted sales, long copy ads, a bonus for ordering now, story appeal, easy payment offers, etc.

Gone are the days of easy credit for the rest of us schmucks. Layaways are coming back.

If you want to be a good forecaster, you must, must, must, stop what you’re doing and bone up on Gene Schwartz’s Breakthrough Advertising. Markets are fickled. But you can follow Schwartz’s 5-stages of market awareness and at least stay one-step ahead of your competition.  Even if you’re competing against a forthcoming regulation.

We must pace ourselves to plan and act in our marketing and plan and act even in the event of bank holidays, hyper-inflation, wage and price controls, labor strikes, currency exchanges and empty store shelves.

It’s amazing how a government action can have long ranging tidal wave effects… like a one point change in interest rates can swell or shrink the ranks of mortgage brokers and real estate salesmen. Just a few years ago, the home appraisal industry felt pressured to inflate the value of a home. Now they fell pressured to deflate the same home’s appraisal even if there is a clear offer to buy at a higher price.

Government regulation causes a lot of needless “CYA” (cover your ass) busywork.

Forecasting using direct marketing models will be key to future prosperity. Direct marketing says to test small before a big roll out. Dry-testing a product or service before committing to product development is smart marketing.

Splitting your marketing efforts to cover both high end and low end products also seems a smart way to go.

Here are some things that have timeless appeal. Use them in your marketing efforts:

1. Something new.

2. Something curious.

3. Something improved.

4. Something using the word YOU.

5. Something promising more time.

6. And more sex appeal.

7. Something with a guarantee.

8. Something with testimonials.

9. Something with a limited time offer.

10. Something that solves more than one problem.

11. Something that adds value to their lives.

12. Something endorsed by a higher authority.

13. Something that has proof.

14. Something exclusive.

15. Something that’s easy.

Rothbard was right. Entrepreneurs are in the business of forecasting. You must ask… Will my effort pay off and by how much? Will the opportunity costs, exceed my known costs of doing what I’m doing now. Or doing nothing. When entrepreneurs see nothing but mountains of headaches on the road ahead… They tend to take a different road.

Or as David Avrick once said to me, when I discussed with him a certain business opportunity, “Too much risk, too little reward.”

What business are you in?

How Much Would YOU Pay To Be At The TOP Of Google Search?

Getting Top Ranking In Google and The Other Search Engines Is A Tough Game.

Below is an outline of things that need to be done to get there.
What I need from you is your opinion on what you would be
willing to pay for this type of service.
So, would you do me a favor? Would you go over these elements of
SEO work… and email me your opinion. Everywhere you see an
$XXX, just tell me what you think the service should cost.
If you want to chat about the matter, here is my phone:
801-201-9026.
I need to know this because I offer SEO as part of my
advertising agency list of services offered.

Thank you, in advance for giving me the opportunity to serve you
with advertising and marketing.
Call me, or email me your answers.
Linwood Austin
yourlinwood@gmail.com

P.S. Here is  a PDF of my DMNewsFullPAGE-SEO-2010 you might have seen in DMNews.
————————————————–
1. Program Creation and Implementation

As you well know, there is considerable time — as well as
expertise — involved in setting in place the building blocks for
a successful, ongoing online marketing program that will deliver
cost-effective results. Here are the steps we are going to take
to get this right from the start:

Thorough Keyword Research

We will identify the appropriate keywords and keyword phrases to
include a combination of market descriptions and industry
specific terms. Getting this right means laser focusing your ads for increased response. $XXXX

Create Professional Quality Video Commercials
Web video marketing, or video search engine optimization, is the
cutting edge of online advertising today. You can benefit from
this tactic and dominate the web in your chosen categories. As we
discussed, these videos will be professional presentations that
will enhance your brand not detract from it. We will design, edit
and create a series of XXXX :45 – 2:00 minute commercials with
appropriate transitions, call outs, and background music. These
eight high-impact, but tasteful “infomercials” will include
specific offers that direct the viewer to visit a website and/or
call a specified phone number. [Because this is a national
campaign, and your keywords are highly competitive, we recommend
X videos in order to achieve the desired level of reach and depth.  $XXXX

Conceptualize and Produce a Professional-quality Landing Page
and Thank You Video

To take your site ranking to the next level, you need a
compelling video that holds visitors on your site. You want to
reduce “bounce back” and keep visitors involved. The best way to
accomplish this is with a well-conceived video presentation.
Moreover, this landing page video must line up with your video
commercials and your ads. When all these elements are properly
orchestrated, with keywords and back links, you increase your
sites’ “ranking” and thereby boost your results. We will design,
edit and create a video of approximately 1-2 minutes in length
for a landing page designed around a specific offer. The video
will be both informative and compelling and will include
appropriate transitions, call outs and background music — all
designed to engage the viewer’s interest and motivate them to
take action. In addition, this can be structured so as to capture
visitor contact information (“opt-in”) for effective follow up.
That said, an appropriate “thank you” video will also be
provided.  $XXXX

Set-up On-going E-Mail Campaign
With the opportunity to continue offering new items or potential
savings to the same customer, we suggest creating an email
campaign with X pre-written messages that can be scheduled and
sent over time using an auto-responder.  This could be designed
to promote other products or services in a logical order and also
enable you to send out an announcement about any specials you
wish to promote to your list of prospects.  $XXXX

Profile Setup
This is a time-consuming, tedious process that is nevertheless
essential to success. We will carefully create profiles; log in
information and passwords to all appropriate video submission,
pod-casting, social network and blog websites. For your type of
business this will include approximately 75-80 sites. Think of
the exponential marketing power inherent in this effort.  $XXXX

Create Google Maps Profile

This one strategy can bring in a huge amount of targeted
traffic.  If prominently placed in this area your customers can
find you at the top of the search engines.  This campaign is the
cornerstone of local Internet marketing and allows prospective
buyers the ability to get relevant information such as address,
phone number and driving directions at a glance.  $XXXX

Submissions to Local Directories

Get listed on over 30 local and mobile directories within just a
few weeks.  Get one way back-links to improve website and Google
maps optimization, and help your customers find you quickly and easily  $XXXX

Submission to National Directories

Get listed on over 300 national directories within just a few
weeks.  Get one way back-links to improve website and Google maps
optimization, and help your customers find you quickly and easily $XXXX

Estimated total: $XXXX The is a one-time, upfront cost to set in
place a solid foundation upon which to build a comprehensive and
successful Internet marketing initiative that will generate
significant return to your client

2. Ongoing Support

Submit Videos
The effectiveness of web video depends upon monthly submission
to search engines. This requires careful attention to detail to
enter keyword titles, descriptions, tags and back links. This
strategy will also help improve your existing sites organic
ranking. We will submit the completed videos to appropriate
video, pod-cast, social network and blog sites. The number of
unique videos, six, will be paired with a new keyword phrase each

month and resubmitted for maximum exposure. $XXXX /Month

Summary
This program represents a strong focus of your marketing dollars
into web video, a tightening of your keywords to laser focus your
advertising, and a comprehensive plan to move you forward where
possible in search engine rankings and keep you there.

The one time upfront cost as outlined covers many hours on our
part to research, create, produce and execute. However, the end
result will be a powerful and comprehensive Internet advertising
capability that will, in our opinion, generate a significant
return on investment.

I’m sure you will have questions. We can discuss them with you
at your convenience. Thank you for inviting our company to submit
this proposal. I am confident our team can deliver and help you
realize significant return from online marketing.

Rest assured everything we do for you will receive our very best
efforts.

Wishing Success,

Linwood Austin
Linwood Austin Marketing
Phone: 801-201-9026
Email: yourlinwood@gmail.com

Is Advertising Evil?

Hell No.

In fact, I’ve often argued that advertising is the savior of the world.

1. Advertising REDUCES prices. How? If Johnny’s Bread company advertises loaves of bread for 10 cents a loaf… other bread makers scramble to lower their prices too. Or, they try to convince you that Johnny’s bread is not all it’s cracked up to be.

2. Advertising makes our lives better. How? If a doctor sees an ad for a hot, new Mercedes and works some extra hours to afford it… we are all benefited… by his extra healing efforts.

3. Advertising prevents lying and dishonesty. How? If a computer company advertises the GREATEST COMPUTER ON THE WORLD… and it falls apart within a month… we all hear about it from those who bought it. Then, NO ONE buys again. The only advertisers who get away with LYING and DECEPTION are politicians. Hope and change indeed.

Here is a link to a cool article with more thoughts on WHY advertising is good.

http://mises.org/daily/4207

Enjoy.

Linwood Austin

yourlinwood@gmail.com

The TOPEKA Cash-Flow Method

The TOPEKA Cash-Flow Method

T.O.P.E.K.A means

Target your Opportunity with Persuasion And an Edge by Knuckling Down Asking For Action.

Target

You can’t sell everything to everyone. You must put some thought into your selling effort. Targeting your audience is the beginning. Here are some general ideas about targeting.

1.  Target known buyers. A woman who buys a wig, will often buy 5 wigs. A Ford buyer will likely buy more Fords.

2.  Target people with money. If you get someone exciting about buying, but they have no money, you’re wasting your time.

3.  Target people who already BELIEVE what you have to say. You can’t sell bacon to those who don’t believe in eating pork. Figure out what your buyers BELIEVE. If they believe in global warming… if they believe in wholesome living… if they believe in hard work… you can’t violate their beliefs and get very far.

If you want to learn more about targeting and selling more… Let’s talk.

Opportunity

Present your message as an opportunity for the buyer. It’s a privilege. Not everyone is invited. It’s not something YOU, as the seller, need to do… it’s something that is in their best interest, and you’re here to serve. You might give them the opportunity to receive more information about the product or service you’re selling. You might want to get their email from a squeeze page.

Need a way to make a squeeze page without knowing html. Let’s talk.

Persuade

You can learn a lot about persuasion from a janitor I know. I can send you to his site, send me an email about the Janitor

Edge

You’ve to have an edge when you go to market. There are only three ways to make more money selling your product or service.

1.  Sell to MORE people.

2.  Sell to the same amount but RAISE your price.

3.  Sell MORE STUFF to the same crowd.

Need an edge against competition, let’s talk.

Knuckle-down and get to work. There is a way to drive traffic to your web site… gobs of traffic… without google. Let’s talk.

Ask for action.

If you need a product, there is a bunch of wholesalers that would love to help you make money using the TOPEKA cash-flow method : I’ll give you the link if you but ask.

If you want a coach to walk you through the TOPEKA method, let’s talk.

Linwood Austin

801-201-9026

How To Advertise On KICKS 101.5 And Make Some Serious Dough-Ray-Me.

I’m writing to give you some ideas on radio advertising. Radio is an overlooked darling in the marketing mix. Radio has a loyal following. Radio is intimate. Radio is immediate.

Here are my random thoughts on radio advertising.

1.  Use 60-second spots. 30’s and 15’s are too short to do any real selling. SELLING is the name of the game. If you can get them, use 120 seconds.

2.  Be human and make mistakes. My example is the old Paul Harvey ads. Mr. Harvey would pause, sta… sta…stutter and sound very earnest when he was endorsing this or that product.

3.  If you’re going to follow my advice, avoid “donuts”. Donuts are radio spots with music at the beginning and the end, and your message in the middle. The companies who use donuts mostly do not measure RESPONSE. If they measured response they’d know that the music at the beginning and end is the equivalent of white space in your print ads. White space sells nothing. In your print advertising you want to want to pack your ad with convincing copy. Over the years I’ve collected many ads that were mostly white space. For fun. I even have one ad from the NY Times that was ALL WHITE SPACE except for the address of the seller in the middle of the ad. No name of the company. No message. No offer. No convincing. No reason to pause. No reason to reflect. No reason to slip a check under the door… no matter what the address of the business was. The creators of the ad, were full of themselves. But buyers could care less about you the seller. They only care about what’s in it for them. So… fill your radio ad with persuasive, convincing REASON WHY copy. Don’t waste your money on music. Let the radio station supply the music. Your job is to convince the listener to stop what he’s doing and change the course of his/her life and buy what you’re selling.

4.  Make sure you MEASURE your response. Ask the listener to do something RIGHT NOW. Call this toll free number NOW. Go to this web site NOW. Write down this number NOW. Mention this offer code x889. Etc.

5.  Identify yourself at the beginning of the ad. Listeners want to know who is speaking to them. It also implies authority.

6.  Preach BENEFITS in your ad. Benefits are different than the FEATURES. You need some features to make the benefits they get believable. But BENEFITS are the key to getting response.

7.  Don’t try to be too cute, clever or funny. People don’t buy from clowns. They buy from serious presenters who present a deal that will really give them an advance in their lives.

8.  If the people at the radio station tell you your ad is good. Kill the ad. They are so used to hearing it all, that they typically think an ad that is funny, clever or cute…is the winner. NO. NO. NO. You want your ad to be INVISIBLE. If people say yours is a good ad, you’re in trouble. Instead, you want people to hear the ad and say “Wow, that sounds like a good product/service.” If you can make the PRODUCT or SERVICE shine… you ad becomes invisible. You can get the wrong kind of attention. You’re goal is seven-fold: To (1) Attract and (2) Hold the (3) Favorable (4) Attention of the (5) Right Kind of people (buyers) while a (6) Selling Story is told and a (7) Desired Reaction is induced. It’s not to entertain.

9.  Identify your buyers right at the beginning. “If you’re a home owner, listen up… I’ve got good news for you.” Or… “If you’re looking to supplement your income, here is a tested, proven way to make money in today’s tough economic world.” Etc.

  1. Use enthusiasm. You cannot bore people into listening and buying from you. If you’re excited about your product or service, let your excitement shine.
  2. If you want to know WHICH station(s) to advertise on… go to the local car wash. People will tell you they listen to this station or that station… because people say one thing but actually do another. But if you go to a car wash, you can grab some towel wipes and wipe down the inside of their car. While sitting there, turn on the radio. You’ll see for yourself exactly what people are listening to the most. A surprising number of people listen to talk radio. The Rush Limbaugh stations are hot and have been for a long time.
  3. Negotiate the price. Some radio stations will do “Per-Inquiry” ads. But you have to have a track record of paying off on those deals. Or be associated with a legit inbound call center that tracks inquiries and sales. Also, remember that a radio only has TIME to sell. And if they don’t fill those spots, they can never recover that lost income potential. They will negotiate. I often say… “What do you want for 5 spots a day for 10 days?” … and they say “$X amount.” Then I say, “I was thinking only half that amount… what if we meet in the middle?” You goal is to make a profit. Not to profit the radio stations. Know your numbers. If you sell a product for say $100… you need to sell at least one product for every $100 dollars of advertising expenditures. You’ll be losing money, but know your numbers. Most companies lost money on the “front end” when they market a product or service. But they make it up in spades on the “back end”. The “back end” is when a one-time buyer becomes a multiple buyer. Know your numbers.
  4. Test in small markets. Roll out in larger markets. You can buy radio time in small towns like Beaver, Utah… or Clinton, N.C. for $5 or $10 bucks a spot. Bigger towns demand $100 to $400 a spot.
  5. Mix your radio with other media. Even with a 60-second ad, you’ll likely need to do more convincing. Have your telephone people ready with a prepared, convincing script. Drive them to your website. Tell them to watch their mail for a special offer from you.
  6. If you’re going to do radio in mass… slightly change your message around so the listener won’t shut you out. Perhaps you’ve read about Broca’s area of the brain. If things get too predictable this is the area of the brain that gets bored and seeks something new and more entertaining. By slightly changing your message every other ad, the brain says “wait… didn’t I hear that differently before?” They suddenly become more engaged.
  7. Use celebrities if appropriate. There are lots of actors and actresses who are out of work. If you can find one that fits your target audience… or fits your product model, a celebrity can boost response.

Hope these ideas help. If you want to talk, my contact information is below.

Linwood Austin

Here is my phone: 801-201-9026

And my email: yourlinwood@gmail.com

How To Bribe Your Friendly Neighborhood Copywriter

Let’s say you have a marketing project you want done…

Let’s say it’s coming up with good strategy, concept, copy or consulting for entering a new market.

How do you bribe your copywriter to take on your project.

Money. And perhaps cigars from the Cigar Store Online.

Just thinking.

Linwood

Never Believe What People “Say”… Believe what they do.

Never Believe What People “Say”… Believe what they do.

People say they “hate” junk mail or email… but if they got NONE they would quietly feel lonely.

Years ago, we did work for a client who had some 5 million customers on file. They split their company into 3 different companies with 3 different names and addresses. Each company was required to mail one piece of mail to the entire list EVERY DAY.

They also rented out their names to anyone who wanted it.

So, the entire list was getting some 5 to 15 pieces of mail each day. Was that too much? They thought so, so they pulled one million names off the rental market.

That means 4 million people were getting lots of mail each day and 1 million were getting only 3 pieces each day.

In this six-month test, they found that response rates to the one million names… went down, down, down.

So, they threw it back on the rental market… and BAMMO response rates went back up to normal levels.

Conclusion: The more mail they got, the more they responded. Never believe it when someone says they “hate” junk mail.

P.S. If you’ve got a mailing list customer names, you should rent them. Direct mail is not dead yet. In fact, lots of marketers find that they make more money, dollar-for-dollar, in direct mail, than from their internet marketing efforts.

Why Is Internet Marketing So Hard?

Internet marketing is just like any other marketing.

You must measure COST PER SALE and COST PER LEAD.

I forgot to mention in this video that the number one rule in marketing is:

All GOOD Selling Is Serving.

The internet is a perfect way to SERVE your clientele with information and follow-up.

Just thinking.

Linwood

The Dirty Jobs Speech

There is a fun show on the Discovery Channel.

It’s called “Dirty Jobs”.

The host (Mike Rowe) of the show finds jobs that are almost as dirty as copywriting.

He recently gave a speech at TED.

It’s worth your time to click over there and watch his speech.

He talks about the value of hard work.

He shows that imitation is as important as innovation.

Here is the link:

http://blog.ted.com/2009/03/mike_rowe_ted.php

You might want to watch this speech once every six months.

It will inspire you.

Enjoy.

Linwood Austin

Dirty Copywriter

801-201-9026

How To Become Your Own “Marketing Genius”

Finally Revealed…

How To Become A “Marketing Genius” Even If You’re “Clueless” About Marketing. You Can Use These Ideas And Techniques For Any Kind Of Business, Although They Were Written For “MLM” Marketers. Let Me Explain…

Dear Marketing Buddy,

Linwood Austin here
From: Salt Lake City on a Sunny Afternoon.

If you’re confused about marketing your business in today’s world of “internet marketing”… “direct mail marketing”… “viral marketing”… “TV marketing”… etc…. I have good news for you.

Below you’ll find a link to what I feel is the best “All Around” marketing system you can find today. I’ve had my nose in marketing books for 25 years now.

I’m one of the top advertising copywriters in the country. I’ve created ads, sales letters and internet marketing that have generated millions upon millions of dollars in sales and profits… bringing in hundreds of thousands of new customers and repeat business for everything from furniture to cars to books to subscriptions to high-price seminars. You name it… I’ve created marketing to sell it.

The book I’m recommending to you below…  covers all kinds of sales and marketing tactics and strategies. If you want to WIN in the marketing universe with your product or service… I’m betting you’ll love this unique discovery….  no matter what kind of business you’re in.

You could be selling wine… shoes… professional advice…dating services… computer software… almost anything. You’ll find this 145-page downloadable book full of hidden marketing gems and insights.

Don’t be fooled by appearances… the book was written with “Network” marketers in mind. Yeah—that’s right. It looks like a marketing book for MLMer’s. (Multi-Level Marketing) But it’s really a book about marketing ANY PRODUCT or SERVICE. Let me explain.

The author of this book (Ann Seig) realized that most network marketers are totally clueless about classical direct marketing techniques. Most people who sign up for some MLM try to get their family and friends involved. After they run out of family and friends… THEY QUIT. They don’t know jack about attracting targeted buyers and a loyal following. They don’t know jack about MARKETING period. This book is like an advanced course in everything they DON’T teach you in the typical MLM… or in a typical business school for that matter.

Ann Seig discovered that classical “direct” marketing techniques are the only kind of marketing worth doing. Why? Because when you use “direct marketing” techniques you can instantly measure your R.O.I. (Return on Investment).

Using these kinds of marketing and advertising techniques on the web… in newspapers… in direct mail… etc., you can tell right away what your “cost per lead” and “cost per sale” will be. And when you compare that with your known “customer net worth”… you can make smart business decisions about ANY kind of marketing you want to do.

Let me give you an example of this: Stay with me on this thought… Let’s say you sell a product for $100. And your profit on the product is $50 bucks. If your customer only buys ONCE… then your customer’s net worth to you is only $50 bucks. If he buys TWICE, he’s worth $100 bucks to you. So… now you know you can spend up to $49 in marketing costs to get him to be a ONE TIME paying customer and you’re still $1 ahead in the game.

If you can make him a two-time buyer… your profits go from $1 on his first purchase to $51 in pure profits when you factor in the second sale— if your marketing costs were only $49 “cost-per-sale”.

This my friend… is just ONE topic covered in this powerful profit-generating, idea book. But that’s not all. There are tons of practical ideas and insights in this volume.

The book is yours for the small investment of $67. I’ve personally spent perhaps $10,000 on marketing books over the last 25 years. Some rare, insightful marketing books I’ve bought have cost me $500 or more. I can tell you this small price is nothing when you consider the fact that… the ideas you’re going to discover in its pages will help you avoid costly marketing mistakes from now on. PLUS—You’ll have the marketing tactics, marketing techniques and marketing strategies that will really help you skyrocket your profits in today’s difficult economy. Many of the techniques you’re about to discover can be implemented for ZERO DOLLARS. That’s right. You can increase your business without increase your advertising budget.

Face it… the companies who cut back on marketing during an economic downturn will suffer sales and profits. This guidebook will make you a “fearless marketer”. You will grow your sales and profits in spite of these uncertain times.

When you click on the link below… you can read the heavy-duty sales letter about this book. The sales letter contains a complete explanation and tons of testimonials. It should convince you that this is worth your time. And worth every penny of the $67 she asks.

After you get it… and read it… I want to talk to you about implementing any of the ideas you discover.

I’m excited to share this with you.

Yours for greater profits.

Click here:
http://www.linwood.therenegadenetworkmarketer.com/

Onward.

Linwood Austin
Marketing Consultant
Austin Marketing
Here’s my cell phone: 801-201-9026

P.S. One of the things you’ll discover when you download this ebook… are ideas about “viral marketing”. These are cheap but powerful ways to beef up your sales. Let’s talk.

ONE MORE THING. IT’S IMPORTANT: You could…. use this information to become a consultant.

Six Figure Copywriting—

Six Figure Copywriting—

How You Can Make $10,000 to $12,000 A Month By Writing Copy For Business Owners Who Need Advertising Results FAST.

Also… How You Can Double Or Triple Your Sales If You Own A Business In A Competitive Market and Pay Yourself Six Figures With Your Own Copywriting.

Dear Serious Marketer,

The six figure copywriting secrets I’m about to reveal to you have been tested and proven. They’ve been tested and proven in the car industry, the furniture industry, the seminar industry, the publishing industry, the mining and manufacturing industries and more.

Let me get right to the point… right to the secret. It’s a secret very few business owners and graphic artists… and web site designers know. The secret is this….

PEOPLE WILL NOT READ LONG COPY ADS AND WEBSITES…

BUT PROSPECTS WILL.

Read that again… out loud… It’s vital to your success that you get the message.

People will not read a long letter or long-winded ad… or long worded web site.

But what do you care about PEOPLE… NO… NO… NO… You are NOT advertising to “people”… but instead, you’re advertising to PROSPECTS!!!

And guess what? Prospects have questions. They have objections. They have fears. They have dreams. They have open and hidden desires. If you don’t speak to their questions, fears, dreams, etc… you will not get the sale.

But if you do speak to their questions, fears, dreams and objections, you will get the sale.

If you want to make a ton of money… as a writer… or in your own business… you must learn the art and skill of copywriting.

Almost anyone can do it. But you need some tools. What kind of tools?

The following is a random list of ideas, techniques, methods that anyone can use to become a six figure copywriter. Use these tools, and you’re almost there.

  1. Read. You can’t be a writer of any kind, unless you are a reader. As you read, try to absorb sentence structure, cadence, hidden rhyming schemes. Read magazines, books, articles, love letters, poems, novels, biographies and more.
  2. Cheat. What I mean by this is find great ads or sales letters, and type the whole thing out on your own computer. Or write it out by hand. You might want to find great ads like Joe Sugarman’s ad: The Truth About Pocket Calculators. Or, Maxwell Sackhiem’s ad called: Do You Make These Mistakes In English. Or, Gary Halbert’s Family Crest sales letter. By actually sitting down and writing these great ads out, you will learn tons about how to present a good sales argument.
  3. Find great advertising books: Every great copywriter has on his shelf books by Claude Hopkins, Maxwell Sackhiem, Gene Schwartz, Clyde Bedell and Robert Collier. Make up your mind that you’re going to read these books at least once a year. You really must do this. Why? Because there is so much to the psychology of marketing and selling that it’s easy to forget some important element in your sales letter. For example, years ago, I spent a month writing what I thought was a darn good ad. I showed the ad to a copywriting buddy of mine and asked him what he thought. He said, “Where’s the guarantee?” I can’t believe I wrote 1,000 words of copy and forgot the guarantee. I felt like a duffus. (Is that how you spell it?)
  4. Get going. Don’t wait until you’re a master of copywriting before you begin. Why? Because you’ll never be a master copywriter without getting your hands dirty. And once you write your copy… sling it out there. I’m serious about this. You can even run your ads with typo’s in them and if you hit the right market with the right product at the right price… it won’t matter. They will still buy from you. Write copy for your own writing service… write copy for your friends… write copy for any business that will hire you. Just get in the game.
  5. Once you have some experience… you can raise your price to match your skill level… or to match you work load level. I got started after a nasty divorce in which she got the equity in the 3 houses we owned and I got a five gallon bucket of pennies, my old red pick up truck and my mind. I felt I won. With the bucket of pennies I printed up some business cards that said I was an “Ad Agency” and went knocking on doors. It did not take long before someone believed me and said… “Sure kid, you can be our ad agency, we fired the last agency for putting typo’s in our ad.” I was in. I got $100 for creating my very first ad. It wasn’t much. But I put my heart and soul into it. The client was happy because the marketing I created for him paid off quite well.
  6. Find a mentor. Almost every great copywriter I know has had a mentor. You’ll need one to bounce ideas off of. You’ll need on to keep you focused. You’ll need one to guide you to the next level. I consider Mr. Bedell my mentor. He was an advertising man in the 1940’s through the 1960’s. He created a marketing program for Ford Motor company in 1935 that helped Ford outsell GM for the first time in 10 years. What was his trick? He created a showroom floor book about the car that FORCED the salesmen to talk about BENEFITS not FEATURES. As I recall he was paid something like $100,000 for his trouble… which was a lot of money in 1935. Wasn’t that in the “Great Depression”? Yes it was. Don’t let this economic downturn scare you. Every business needs good marketing now more than ever.
  7. Count the money. There are thousands upon thousands of businesses out there that need help with their marketing. You can’t help them all. But if you start down this road and pick up a few clients you could command a nice $10,000 copywriting fee for every letter or web site you write. Doing one a month puts you in the six figure category. Let me know if I can help.

Sincerely,

Linwood Austin

yourlinwood@gmail.com

Phone: 801-201-9026

P. S. If you want to make money as a blogger, email me… and I’ll send you some “killer” information on how to do it.

Your Clickbank Web Page Sucks

Your Click Bank Web Site Sucks

The main problem is your COPY is not

convincing, powerful, persuasive,

charming and fun to read. And it’s not

getting you the cash-paying customers

you know in your heart you deserve.

You’ve got low gravity, low popularity

and lousy referrals.

I can change all that. Here’s how.

Wednesday Afternoon: 3:00 P.M.
From Linwood Austin. Salt Lake City, UT
Here is my direct line:
801-201-9026

Dear Serious Clickbank Marketer,

Pick Up The Phone. Call me now.
This is a “Killer” deal for a new sales page. I’ll create your new
sales page for the cool, clean price of $9,995.

Listen. As you may know… For 25 years I have been creating
“killer”, high-profit, direct-response marketing for all kinds of
businesses. Professional services, publishers, retailers, financial companies,
health and nutrition companies, you name it, I’ve done it.

I use a complex blend of psychology, salesmanship, story
appeal and persuasion.
I do my research to discover your buyers obvious
buying motives AND their hidden buying motives.

This combination has sold billions
of dollars worth of products and services. I also use many “secret”
techniques that boost readership and response… whether those techniques are
for print, or for the internet.

Many of my techniques have been discovered in A/B Split
TESTS for advertising appeal, content, offers, impact and CASH RESPONSE.

(A “Split Test” is were
say, 5,000 people see ad “A” and the other 5,000 people see ad
“B” on the same day.)

These tests were conducted in
newspapers, magazines, direct mail, radio, TV and on the internet.

Remember: In each case we only want
one thing: We want more sales and leads. We want higher-response. We want
maximum return on investment. We want pure, sweet profits!!!

This kind of advertising is an
asset to your business, not just an expense.

Listen… Most advertising people
are good with computer graphics. But they know nothing about tested, proven,
direct response selling.

If You Need More Profits… More
Sales And More Leads…

Please Read On…

Imagine how much a minimum of 10%
INCREASE in advertising results would mean to you in net year-end profit. Such
an increase in response could DOUBLE or TRIPLE your profits on the same
advertising budget.

Especially in this economic downturn.

Please Note… Lots of business owners and Clickbank marketers are
FRUSTRATED with their ads or web sites. But they don’t know what to do.

The competition for the readers’ attention is tough. But…

My methods can change all that. My
methods can make you a lot of new money.

What will your ad say? It will
promise big benefits. But not just any benefits. You must promise the benefits
that buyers want NOW. Markets are always changing. If you’re selling a business
opportunity… maybe last year buyers wanted extra income. But this year they
might want security. Markets are always changing.

It will offer proof. Proof that is believable and convincing.
Your site will be charming. It will be credible. It will close. And will get
your phone to ring with customers almost lusting after your product. It will
get buyers clicking that precious ORDER NOW button. After all, that’s the only
reason to advertise.

What do your customers want?

1.) They Want More Time and
Convenience

2.) They Want More Sex and Prestige

3.) They Want More Money and
Security

I am very careful to translate
these major benefits into something easily grasped by your prospective buyer
regarding your product or service.

Please keep in mind that I am not
making this offer just to be cute. I really can boost the advertising response
to almost any ad or web page on clickbank. I’ve done it many times before. Over
and over again. I’m passionate about direct marketing techniques.

FOR EXAMPLE:

I have a client that I’ve created
some 20 different mailing packages for. He has used those mailing package to
bring in some 10 million customers over the last 15 years. He does about $11
MILLION Dollars a year in sales from my letters.

I created one ad for a professional
service that did 47 times better than what the client was using previously.

A seminar industry client came to
me literally with holes in his shoes. He had a big idea but did not know how to
get to the word out. I developed a marketing package for him that brought him
$103,000 in 90 days.

Years ago… I remember a high-end
stereo client said, “This Christmas your advertising brought us all the
buyers and left our competitors with all the ‘lookers.’” He was a
curmudgeon who rarely gave out compliments.

A computer mail-order firm said,
“Your ad beat ours 3 to 1.”

An ex-publisher said, “Because
of your advertising techniques I sold my business for 4 times what I paid for
it.”

One ad I created for a registered
incorporation service brought in about 300,000 buyers for a $300 filing
service.

A discount travel organization
said, “How did you do it? Your TV spot brings so many responses it makes
our old one look like the dark ages.”

Although they may not admit it,
some of the nation’s top marketing consultants have called me for brainstorming
and problem solving when they have a tough marketing situation.

I created one ad for a very dull
product that was a miserable failure. BUT… even though no one wanted the
advertised product, the client told me he got more spin-off business from that
ad than from anything run previously.

Who Should Reply To This Offer?

You should if you’re selling
advice, ideas, business opportunities, financial information, diet and weight
loss products, nutritional products, professional services, retail products,
wholesale supplies, even if you’re a manufacturer.

Also… You should use my services
if you’re a brand new “start up” company. Why? I can keep you from
going down dead-end roads. I’ve been playing the marketing game for nearly 30
years. Some things work. Some things don’t. I can guide you.

Also, you should use my services if
you’ve got tough competition.

And trust me, anyone who is after that dollar in the
prospective customers’ pocket is “tough” competition. Even if they
are in an entirely different industry.

You’ve got to “convince”
your prospect in a likable, timely way, that your product or service is what
they’ve been longing for all this time. That it will change their life. That
your product or service is the SOLUTION they need.

Remember, advertising is
SALESMANSHIP in direct mail, in space ads and on the clickbank.

Let Me Create A Winner For YOU!

If you’re frustrated with your
current marketing, with your advertising response, your direct mail results or
your web site conversion rates… here’s some good news: Stop what you’re doing
and send me your marketing material, your website link and relevant product
information along with a check for $9,995.

Once I get your package, I’ll get
on the phone with you and go over a very specific set of 25
brainstorming-questions, which I use to get to the core of a breakthrough
selling concept for your business.

Those questions could take about an
hour to go over together. Then, I will begin the process of creating your
marketing campaign from A to Z. It will be web site copy, newspaper or magazine
copy and direct mail copy.

You’ll get everything you need to
make this a winning marketing campaign: Copy, creative, concept, and unlimited
consultation. I’ll even supply you with a unique “killer” list of
keyword search terms you can use on Google, Yahoo or other PPC search engine
campaigns that will drive prospects and customers to your site.

PLEASE NOTE: This is a bargain
creative fee considering all you’re going to get. Your advertising copy you get
could add hundreds of thousands of dollars to your bottom-line profits… year
in and year out.

I can offer this special,
discounted price because I have just finished a couple of big budget creative
assignments… and just gotten back from vacation… so I’m refreshed and
recharged. And this is the perfect time to pick up the phone and lock in your
marketing project with me.

I’m only accepting a few clients who read this message. Why?
Because write the marketing copy is hard work. It takes me weeks to do all the
research, organize my thoughts and layout the copy in a layer-by-layer
persuasive, convincing way.

Don’t delay. Often, one client with
a big project can tie me up for six months at a time. Let’s do this NOW.

I’ll create the copy for you that
can make you rich. Copy that will give you an almost “unfair
advantage” even over your strongest competitor. Copy so strong it would be
like a “license to print money.”

Sincerely,

Linwood AustinDirect Marketing Man

2274 S. 1300 E. #G15
Salt Lake City, UT 84016
My Direct Phone Line: (801)
201-9026

email: yourlinwood@gmail.com

P.S. I’ve done work for the most demanding of direct marketers:
Gary Halbert, Alex Mandossian, Agora Publishing, Phillips Publishing, David
Avrick, Cory Rudl, Rainbow Publishing, and students of Jay Abraham and Dan
Kennedy. My marketing has often been compared to the work of the late
advertising greats, Gene Schwartz and John Caples. Call me.

———————————————————————–

Here Are Some Testimonials I’ve
Collected Over The Years.

I’d Like To Add Yours To Them:

“Linwood Austin is perhaps the greatest letter
writer on the planet. Why? Because he wrote a letter that made me buy a 35-year
old book for $339. He’s good. Damn good.”

Joe Cossman, Author, Entrepreneur of the Ant Farm and The Spud GuN
HOW I MADE A MILLION DOLLARS IN MAIL ORDER

“Linwood Austin brought our
marketing costs down from about $659 per sale to about $322 per sale. And we
sell a $13,000.00 a year membership product. We now have nearly 1200 clients
paying us that money. He is an asset to our organization.”

Terry Nicholson, President
Venvest Corporation

“We contacted Ogilvy & Mather plus A. Eicoff before contacting Linwood Austin. The solutions to our
problems were immediately clear to him. The marketing program he created for us
was the most impressive, profit-oriented plan I’ve ever seen. It was designed
to tap into every major buying emotion our customers have. My only reluctance
in recommending him is that he might be too busy to help us on our next
project.”

Kelly Ruff,
TUTTI MUSIC

“Every Package Linwood does
for us becomes the control. I don’t know how he comes up with such good ideas
for copy, concepts, price points and premiums. But they work. This guy is raw
marketing talent.”

John King, Publisher
FUTURE ECONOMIC TRENDS

“Linwood has an uncanny
ability to show almost any business owner dozens of ways to boost profits using
simple, high-impact response techniques. One mailing he created for us looks
like it’s going to increase this year’s gross sales by 1/3.”

Susan Vinson, Publisher
THE BUSINESS DIGEST

“Linwood Austin is the
Godfather of our entire marketing program. His methods grew our company from 2
people to 120 person in just 4 short years. Then, I sold the company for $10
million dollars. (Thanks Linwood.) I’d recommend to anyone: TAKE HIS ADVICE. He
knows his stuff.”

Terry Allen, President
THE LEAD SHEET.

“We watched him take a failing
business and turn it around in an amazingly short period of time. He
accomplished this by being inventive and trying new marketing techniques… We
all l know the statistics on the failure rates of businesses. Linwood has
beaten those odds by hard work and a good feel for his markets.”

Skip Matthews
BEAVER-FREE CORP.

“As you know, before you
created our ad we were getting no response to our own. This seemed like a total
waste of advertising dollars. However, may I say that each time we have run the
ad you created for us, responses ranged from 35-50 each time. Now that’s more
like it!”

G. L. Hutchison
HUTCHISON GRAPHICS &
ADVERTISING DESIGN

“We were amazed to see how
Linwood’s ads can turn normal lukewarm prospects into hot ones when the right
words persuaded them. I wholeheartedly recommend Linwood Austin to any company
that wants to create more powerful advertising.”

Conrad Deihl
MONEY MAILER

“Linwood Austin is one of the
most promising advertising practitioners I’ve encountered in many years… He
is no stranger to the great masters of selling. He has a greater understanding
of their methods than all but a handful of present day professionals. He is
also an original thinker, and possesses a rare ability to focus his creative
talent in precisely the right way to achieve maximum results for the
advertiser. His instincts are on target. He has abundant talent and his depth
of knowledge already greatly exceeds that of most with far greater
experience.”

C. Barrie Bedell, Pres.
BASIC ADVERTISING SELLING IMPROVEMENT CORP.

“I’m happy to say Linwood Austin has written quite a few packages for my company. I’ve never seen anyone
more clever and original with headlines that work and opening paragraphs that
grab you. He’s easy to work with and he’s a good friend.

Brian Keith Voiles,
Brian Keith Publishing

Call me: Linwood Austin…
801-201-9026

David Ogilvy: We Sell or Else

Direct Marketing Legends

I’ll admit it: whenever my mailbox produces a sleek, crisp, issue of DMNews my mouth waters… Its like candyland for marketers.

If you are serious about marketing, The 30th Anniversary gold plated edition is a must read.

Especially appealing is the featured article on Direct Marketing Legends (Masters Including, of course, David Ogilvy *******)

“The giants of direct marketing need no intro­duction. These great innovators in the direct and digital marketing industry have one thing in common: Each and every one of them – in their own way – changed the game, carving a path for generations of marketers to follow.”

Read the article online here if you can’t get a print edition:

http://sl.im/3brz

How To Run Your Business When There Is A Bank Run

These are random notes on running your business during tough economic times.

1.  We are in a depression. And it’s going to get worse. The cause of this depression is bad money. Money backed up by nothing at all. Many years ago, our money used to be backed up by gold. You could take your money to the bank and redeem it in gold. Most people didn’t because gold is somewhat cumbersome. Franklin D. Roosevelt was the “freckin” genius who began taking us off the gold standard. (He forbade Americans from owning gold.) Nixon finished the job in 1971. (He forbade foreign nations from exchanging dollars for gold.) Once we were completely off the gold standard the dollar printing presses were unstoppable.

2.  Now, we don’t even print the money, we just create it with a computer keystroke. Again, with nothing to back it up… except trust.

3.  You may have noticed over the last few year that more and more people don’t “trust” the government. And since government and big banks are in bed together, that “trust” in banks is fading too. Word is getting around that the FDIC is a little tight on cash these days. Those are the guys who “insure” your deposits. And now word is getting out that even major banks are cooking their books. You may have heard that banks are sitting on hoards of cash… yet… they are not “lending” it out. They’ve got  boatloads full of money from the government bailout and stimulus efforts… but they are not so quick to loan it out. Why? Perhaps they are worried about another IndyMac Bank type bank run. In July of 2008 IndyMac woke up to federal regulators’ take over and customers lining up to withdraw their money. Alas, Indy is no longer with us.

4.  What if a bank run were to happen tomorrow? Not just of one little west coast bank… but all over the country? Or, what if the government devalued the money overnight? Governments are famous for doing this. How would you conduct business? Bank runs are always followed by “bank holidays”. Yes, the governments who are responsible for a non-stable dollar will close the banks during a panic bank run. (ATM’s can run out of money FAST.)

5.  If you knew a bank run were coming, would you pull your money out now? Would you stock up on inventory? Would you pre-pay vendors for things you know you’re going to need in six months? How would you pay your employees during an extended bank holiday? How would you take payment from customers who also suffer from a bank holiday?

6.  The only way to run your business during a bank run, is to think and act TODAY.

7.  Too much money printed and too much credit created out of thin air causes all kinds of bad investment and economic decisions. It was a bad decision to build so many houses in the housing bubble. (Some 15 million of houses stand empty and abandoned in our country right now.) Corrections of those bad decisions must come. It doesn’t take a soothsayer to see this trouble coming.

8.  When bubbles pop… the ripples reach out seemingly forever.

Just thinking.

Linwood Austin

801-201-9026

Gold Mining, The Government And The Rain Forest

I used to publish a rockhound magazine.
Each issue had an interview with a mining guy.
Kurt Wegnar was the most interesting of the bunch.
Here is his interview….
See what he says about gold, China, lazy government officials who lie on their
back and spread their legs to do research… and the mafia.
The interview took place, I think, in the summer of 1995.
Mr. Wegnar died in 2003.

————————————————

Rocks: So, you were saying that the U.S. Bureau of Mines is about to close down?

Kurt:  The economy of the acts by the U.S. Government, yes…  And, of course, mining is reduced down to a trickle in the United States.

Rocks: Isn’t it because of the BLM that the mining is going down to a trickle?

Kurt:  Basically.  A lot of people like to blame it on EPA and that’s a small part of the problem. The big problem is that they have changed the rules for BLM lands and the fee schedules now require high advanced payment for claim.  I think it’s $200 plus royalty sharing and it makes it so that mining is very marginal in that state.

Rocks: In terms of profits?.

Kurt:  We never — oh, I shouldn’t use the term ‘never’ — lately we just have not been rated as a country that had great mineral natural resources.  Whatever we have are marginal deposits — generally.  And this is another reason why we are killing ourselves because we take the column-like deposits — you are familiar with Carlin I presume?  Carlin is Newmont Gold.  They and Barrak are the biggest gold producers in the United States.  And they’re heat bleaching.  Now most people don’t understand what that’s all about.  I’m concerned about it…  Heat bleaching, of course, is where you are in low yield deposits . . . low yield gold.  And you’re trying to, volumetrically, you’re trying to glean a profit out of that by working in huge volume.  Do you know what heat bleaching is?

Rocks: Tell me what it is.

Kurt:  It’s basically where you scoop out a little bit of earth and you put down… your ore layer upon layer upon layer.  It’s not quite all this simple.  You’re going to be irrigating the ore and the liquid has to drain in a particular direction. You’re then going to pump into your strict carbon . . . carbon pulp extraction system etc.  But the result is that you lay layer upon layer and then you — sprinkle irrigate the surface of this with cyanide solutions.  These solutions, of course, permeate or theoretically permeate, the layerings of the material that you’ve laid down.  Out of that, pull the gold and silver into carbon pulp stripping operations.   The problem is, it’s a normal procedure is to try to cover them up with dense material so that it is presumably  safe.  Of course, that’s supposing, that there is very little wind erosion of the compaction that you’re laying down. And water erosion.  I’m concerned about the after effects of all these pads being laid down.   I’m in mining and yet I’m totally for the environment.  I’m totally against some of the practices that are being used even though I’m a consultant in mining.

Rocks: What’s that?

Kurt:  We’re negotiating a contract on this gold.  This happens to be chalcopyrite — fools gold.  This happen to be from  Brazil. This particular material has substantial copper in it and gold.  And, of course, our forte is basically in precious metals. This is why I’m talking to the Bureau of Mines. They’re telling me the only way to go is the smelter. The only way to go is the normal procedure.  And I’m telling them their procedures are 200 years old.

Rocks: You’re saying the BLM is behind the times?

Kurt:  Instead of doing most of the things they do, cyanide bleach and so on, we are following the dictates of a great hydrometallurgist… the president of one of the large gold companies, who said that modern hydrometallurgy is nothing more or less than reversing the processes of nature.

Rocks: Who said this?

Kurt:  That was the president of Homestake Mining.  So, why would we then continue with the particular types of hydrometallurgy we are using?  Anyway, we intend to get this out, without talking too technically… with a new process which incorporates salt and a little acid and very high pressure and exothermic reaction.  We are going to do this in a different manner.

This also is from Brazil.  That’s where, of course, I spent my last 20 years.  This is quartz sand or another way to say it is silicate sand with high levels of silicon which we are now supplying to General Electric. This will replace copper.  In telecommunications they tell me in the next 20 years, 70 percent of all the copper will have been replaced by fiber-optic.  That’s what this is for.  So . . .

Rocks: So the world is turning to sand?

Kurt:  Yeah.  So, the trend in mining is turning.  We’re turning from copper lines in telecommunications to fiber-optic and less and less copper applications.  So, I thought I’d show you that.  I happened to have it in the car because that’s what we were talking about at the Bureau of Mines.  We are as I said, in the precious metals sector primarily and we’re staying out of base metals because first of all, we are too small a company.  We are not equipped to tear down a mountain for a thimble full of material.  I don’t believe in that anyway.  The natural resources in terms of minerals are far richer in Brazil than in the United States.  Even though your article expounded a great deal about Alaska and Canada*, I don’t believe in sitting in 50 degree water, freezing while you’re trying to do some mining nor do I believe in a short season.  It’s like a man said to me, “Mining operation in Alaska,” he said, “I’ve got to get my equipment out there so I can get it on dock in July,” maybe June if he’s lucky.  And then he’s got to start heading out of there in September.  Ridiculous. By contrast I’ve mined in Mexico and Costa Rica and principally in Brazil and I’ve done a great deal of exploration, for instance, in Costa Rica.  It’s fun to be in 85 degree water.  No big strain.

Rocks: Aren’t you testing new ways to extract these minerals that we just didn’t have before?

Kurt:  Let me give you a little ‘for instance’  Some of my brethren would disagree with me, but that’s alright.  We mine a mineral in the ground and we put it through all kinds of crushing and grinding and beneficiation to get it down to almost a talc or floating material.  We then take that material and we go through flotation to get certain minerals floating off the top, take the rest of the material and we might go through still a second process and a third process, finally some areas leaching to cyanide.  And then we produce some metals that are alloyed.  One of the materials, for instance, in my sector we call a dory bore.  Then the dory bore has to be separated because we have two or more minerals involved — silver and gold and so forth.  That has to go through an electrolytic disassociation reassociation process.  Wouldn’t it be easier to go back to the periodic chart and get everything back into atoms and ions and disassociate them and have those then come out as a relatively pure solution from which we could directly have a pure metal?

How much do you know about gold?

Rocks: Well, I know there’s a big argument about it.  Some people say we could live without it and some people say the dollar should be based on it.

Kurt:  Gold has artificial value . . .

Rocks: That’s not what I heard.

Kurt: But what metal is precious that doesn’t have an artificial value?

Rocks: Good question… that question  kept me up all night.

Kurt:  You know… platinum.  Platinum is a far better metal than gold in terms of economic stability.  It’s always constant in price.  It has great industrial applications.

Rocks: It’s in demand.

Kurt:  It will always . . . well, as far as we can now see at least,  be in demand.  Platinum is used for catalyst conversion of petroleum products.  Palladium has been used in palladium caladium mixes as catalytic converters for your automobile.

Rocks: Uh huh.

Kurt:  It has many, many other uses in addition to jewelry.    It makes more sense to invest in platinum and that’s why today the precious metals merchants suggest an investment in precious metals.  They don’t say gold anymore.  They are implying across the spectrum — gold, silver, platinum.  Now one must realize that there are seven elements within the platinum family.  There’s platinum as the lead metal — we call everything platinum.  It’s the platinate group.  So there’s platinum, palladium, there’s rhodium, drethenium, iridium, osmium — they are all platinum.  Each one has a specific function.  So, in terms of . . . I’m an electrochemist, I’m a chemical engineer — in terms of me, the metal that has the greatest enhancement for me and it would be detrimental to me if it wasn’t available would be drethenium and platinum iridium.  If I didn’t have those, I’d be out of business.  The hooker cells.  Everything that makes your plastic, whether it’s polyvinylchloride — PVC — and many other things, they all are derivatives through a chlorine process which demands and requires whether you to use hooker cells or solvay cells that uses what we call a stabilized anode concept.  The stabilized anodes are all coated with platinum.

Rocks: Hm.  So the readers should run right out and buy some stock in platinum mines?

Kurt:  Well, I’m not saying that because I’m not an expert.  What I am saying is that I am in agreement with some things I’ve heard.  Commodity brokers who know more about all this than I do… might suggest at least 25 percent or more of their  capital invested in precious metals.  If I were investing in precious metals, I wouldn’t be investing in gold.  I’d be investing in platinum.  But it’s just as true that you can invest in other things.  For instance, this material.

Rocks: The sand.

Kurt:  Let’s take that sand for example.

Rocks: Who would have ever thought to invest in sand!?

Kurt:  I could probably buy that sand at . . .  a dump truck load for $7.00.  But by taking that material and washing it, bleaching it and doing a few things to it, then selling it to the fiber-optic industry, they will pay $5.50/lb.  There’s much more money to be made in something like this even than gold because you are also talking larger amounts.  So, if you’re shipping 10,000 lbs. of fiber-optic sands to Corning Glass or to a number of companies that are in the fiber making industry at $5.50/lb., that represents large sums of money.  I’d rather have this than that.

Rocks: You’d rather have sand than gold.

Kurt:  Yeah.

Rocks: You know the world has changed when we value sand more than gold!

Kurt:  Hang on to your hat.

Rocks: Okay.  I am.

Kurt:  Are you a fisherman?

Rocks: I’ve fished a bit.

Kurt:  Do you use graphite fiber rods?

Rocks: Yup.

Kurt:  MIT is doing research, and it will be out soon — everybody’s telling me this; I’m in this business — that silica fibers will replace graphite fibers and they are doing work on sand to make sand fibers that will replace graphite fibers and will be cheaper . . . and better!

Rocks: (Laughing)

Kurt:  Don’t laugh at sand!

Rocks: I can see the headline now — WEGNER MAKES MILLIONS IN SAND!

Kurt:  No, it’s not just me. The people that are in this are huge companies.

Rocks: Wait a minute… you never did get around to saying  why the BLM is going out of business.

Kurt:  Well, I think it’s a whole series of events, but primarily when they started altering the fee schedules for mineral rights on government lands, that just about killed them.  What it did — what the average person doesn’t realize — it killed the small companies. It didn’t kill the big ones.

Rocks: Oh ohh.

Kurt:  It had an effect on the little guy, which is based on the old concept in the United States that by some sheer miracle you could still become a millionaire…  You could go out and fall off of a train, land into a ditch, pull yourself up and you’re still alive and in your hand you’re clutching a gold nugget.  And you say, “Eureka!  I made a discovery.”  The chances of that happening, of course, are one in 10 billion.  But, it’s still the dream, isn’t it?

Rocks: It’s my dream.  Then I could get out of publishing

Kurt:  And so, little guys, rock hunters and stone hunters running all over the mountains could set out some stakes  and say, “I just found a great gold deposit and  I’m rich, I have 20 acres”  which is one claim.  But that just doesn’t happen anymore.   Because if you do that you have to pay $200 per year on that ground and you have a very stiff schedule to develop it or lose it.  In addition, you’ve got to pay the government a chunk of your profits of it.  It affects the little guy that wants to mine 100 claims, which is still a small pettlings in terms of Kennecot.   Making the rich richer and the poor poorer.

Rocks: So, it’s a false concept.

Kurt:  It’s a false concept and everybody thinks it’s a great concept.  If you talk to environmentalists they would say, Eureka we are getting even with the big boys — no you’re not.  Big boys are in business making lots of money. They can afford to make good studies and tie up large tracks of land still.  As a matter of fact, they’ll do it like in the oil business with all the policing laws, which are going to go to taxes anyway unless they reinvest.  So, they don’t care.  But the little guy who runs an automobile shop here in town or a group of guys that are in a insurance business or whatever, that want to start a small mining company, they’re knocked out of business.  Don’t even count on it.

Rocks: I can see that it’s kind of a stupid decision from the government’s part because they’re not working those lands anyway.  To create such an obstacle for someone to come in and actually mine it, they’re just losing tax money because once they do mine it, it starts a revenue stream from them to the smelter to the craftsmen to the jewelry store that they could be getting taxed on at every level.

Kurt:  What started all this is regrazing — here’s this big fat rancher and he controls all that mountain.  He’s got U.S. grazing rights on all that mountain and the U.S. Government isn’t making any money on it and this guy’s getting rich.

Rocks: So you can see the grazer.  You can’t really see the miner.  He’s not so public,

Kurt:  You can see the grazer.  Now, what people are doing too often is the mixing apples with peaches and grazing permit .  It’s been going on since the West was developed.  But, mining is different.  It’s different because the cattle rancher  goes up on that mountain doesn’t have to do anything but to drive his cattle up there.  But the miner, that little guy that runs the garage or the insurance agents that want to start a mining company, mining is very financially intensive on the front end. They’ve got to go and develop equipment.  They’ve got to bore holes They’ve got to hire geologists. They have got to do all this and that — and, on top of that pay the government $200 . . .

Rocks: Oh, they have to hire lawyers, too.

Kurt:  Yeah.

Rocks: Nowadays.

Kurt:  Yeah, a lot of them.  So, you’re out of business before you begin.  And, so you can’t compare grazing fees conjunctively with the problems of mining.  They should be treated separately.  And I think the thing that enables exploration to continue — and not just the big companies — it’s the little guy that accidentally walks up the canyon and stumbles upon something and says, “Eureka!  I’m going to make money.”  Today there is no incentive to do it because you can’t.  There’s no advantage to pounding a stake in the ground.  Plus the fact that you have the land tortoise; you have the desert tortoise; you have the spotted owl problem; you have all these things.    Okay, so you restrict this area.  I can’t do anything.  I can’t even step on it or I’m going to be fined $20,000.  Now, how do I control that spotted owl from flying from here 50 miles away and landing somewhere else and he’s going to restrict me there, too?  I mean this is getting to be . . . and the difficulty is… New York is a beautiful example of this because you have the great metropolitan New York City and you have the rest of New York state, which everybody loses sight of because everybody thinks New York is New York City.  Well, in northern New York you have a lot of dairy farms and you have a lot going on.  The city people in that state control all the farms.  They control the policies — everything is set for the City and not for the country.  The country doesn’t carry any votes.  It isn’t powerful enough politically to control anything.

Rocks: I get you.

Kurt:  And so, the city dudes are dictating to the country dudes what they are going to do with their milk, how they are going to raise their milk, what they can have and what they can’t have.  We used to have a great dislike for the New York City people because of that.  Now that’s what’s happening to the United States.  We have population dense areas in the East from whence we pull Secretaries of the Interior dictating to the West — they’ve never been out here really on top of anything very long.  They don’t know what’s going on.  They’re dictating to us how we’re supposed to manage  our resources out here.  And they don’t know anything about it.  It’s gotten out of hand.  So, the thing that . . . I don’t know how we’re ever going to change that except to have a Secretary of Interior from the Western United States who grew up — not an attorney — and that, unfortunately, is where all these guys come from.  They are all attorneys.

Rocks: That is a problem.

Kurt:  But somebody that really lived on a farm and knows what it’s all about.

Rocks: And how in the heck is that going to happen?

Kurt:  It won’t.

Rocks: I have a theory that the problem will correct itself when these guys drive everybody out of business and there’s no tax money to pay them.  Then they’ll have to get a real job.

Kurt:    What’s happening is there’s been a 34 percent increase in multinational mining companies leaving the United States and going into just Latin America alone.  Thirty-four percent increase in the last 18 months.  I used to be in Brazil and I could not find very many U.S. companies.  The last time I was in the Maxute plaza, all around me were geologists.  Barrick is down there.  Kennecot is down there.    Western Consolidated Goldfield are all down there.  They are getting the hell out of here.

Rocks: So it seems to me that the problem will correct itself when these guys leave the country and it ruins the revenue stream for the . . .

Kurt:   Geologists don’t have work.  I have people calling me as far away as Oklahoma to find jobs.  They’re almost in a state of panic not knowing where they’re going to work or whether they are going to get their retirement.

Kurt:  What were we talking about ?

Rocks: About the BLM and why it’s going out of business.

Kurt:  Well, I don’t totally know why they’re going . . . of course, they’re economizing in Washington.  But, I’m just telling you what they told me.  If you were  a prospector in gold you would understand that you don’t have the assay (service) we used to have.  You know, where people used to go to have their ores assayed.  We now find ourselves going from here to Los Angeles, or Reno, or Phoenix to get ores assayed.  With the demise of the mining industry,  comes the demise of the suppliers and the supporting companies that sell to these large companies.  And they’re gone.

Rocks: What’s this about the Rain Forest?

Kurt     I have lived in Brazil 20 years and I keep hearing about how terrible we are treating their rain forest.  Now the greatest objection I have to all of this — I’m going to cite two cases to you — is where James Mitchner comes into write a history on Brazil.  He comes into Brazil and he spends two weeks and then he leaves and he knows all about Brazil and now he’s going to write a history on Brazil.  Ridiculous.  At that time I was in Brazil already 7 or 8 years and I didn’t know anything about Brazil.  I’m a student and I’m a prolific reader.  Had he spent some time in Brazil and lived in Brazil, then maybe he could write about Brazil.  But all he’s doing now is going down to gather information from what sources?  Good sources?  Bad sources?  And then he’s putting that forth in a book as if he had written and gleaned all this information.  Ridiculous.

Rocks: Yikes

Kurt:  Another case in point.  I had a friend of mine who was an executive in Brazil come down to visit.  I was told by some friends that Walter was lonely and he can’t speak Portuguese and he doesn’t know what to do and can’t you help him?  Could you at least have dinner with him?  And I was alone down there and I said, “Sure, I’ll do that.”  So Walter and I started to have dinner every night for three consecutive nights in a row.  On the third night next to us sat a very voluptuous matronly woman eyeing Walter.  Walter was a good looking guy — tall, lean, thin.   And this woman  really began to take to Walter. And Walter began to take to her, The fourth day Walter called up and said, “Kurt, I’m . . . uh . . . not feeling very well today.   Can we postpone going out tonight?”  “Sure, Walter, okay.”  The fifth night, “Well, I’m occupied.  I’ll let you know when I’m free.  I’m going to be busy for a while.”  So finally… I called him up and said, “Walter, when you leaving?” and he said, “I’m leaving tomorrow.”  I said, “Don’t you want to get together with me at least to say goodbye before you go?”  “Yeah, it would be a good idea . . . uh . . . yeah.  Let’s do it.  Do you mind if I bring somebody?”  I said, “No.”  So he, of course, showed up with this gal.  The end result was that we finished eating…   Walter goes to the counter.  He picks up his key and gives the key to her.   She turns around and heads towards the elevator.  He then, chuckles to himself and I thought he was talking to me.  I said, “What’s that, Walter?”  He said, “That’s going to be some report.”  And I said, “What do you mean?”  And he said, “Well, I can tell you.  I must be very obvious to you what occurred.”  And I said, “Yeah.”  He said, “Well, this lady is here representing the Senate, the United States Senate, (she is a full Ph.D.), to write a report on human rights.  And Kurt, she’s been flat on her back all day long, all night long, I know ‘cuz I was there.  And I’m just saying that’s going to be some report.”

Rocks: (Laughter!)

Kurt:  This kind of . . .

Rocks: There’s no hope.

Kurt:  No there isn’t.   What’s happening in the United States right now, we have an ordinary, perhaps uneducated public making judgments that aren’t always to the best interests of the total scene.   Getting back on… the subject, that’s why all of this has gone on because right now we have Eastern Secretaries of Interior who know nothing about the — really know, beyond a two-week study — don’t know anything about the Western United States and the problems we encounter and the things we face.  When we go hiking we are liable to step on a land tortoise and kill it and for heaven sakes, don’t give me a $20,000 fine because it was accidental and so forth.  This type of a situation.  So, what has happened is we have constricted more and more mining companies, more and more we’ve wiped out the middle sector of mining — the average little miner — we’ve made it impossible for him and he’s going to fade from the scene in a hurry.  We’re a service and no longer an industrialized nation.  And we’re going to be relying more and more upon other countries to industrialize.

Rocks: Um hum.

Kurt:  We are going to be nothing but a computer nation making software for people.  And that’s what’s happening in Utah.  Somebody said to me the other day, a banker said, “My God, you would think that’s all there was, was computers.  That’s nothing.  What are we teaching to our children?  Where are we teaching chemistry and physics and all the things that we used to learn to make us as confident as we used to be?  Today we use computers and the average kid if you take the computer away, can’t multiply 8 x 4.”  Alright.  At any rate, these companies now are vanishing here.  They are not vanishing.  They are just leaving.  And, they are going to reopen in Brazil.  They are going to open elsewhere.  Those countries are going to stop being underdeveloped countries and exceed us and pretty soon we are going to be the underdeveloped country.

Rocks: So, we’ll change the sign at the entry of America.  It will say, USA, Banana Republic.

Kurt:  Yeah.  Let me give you a for instance.  And I want to get back to burning the rain forest.  Mr. Ted Kennedy’s pet project is, that he doesn’t want the U.S. multinationals to give all these benefits to all these people that want to go and work overseas.  He doesn’t want to subsidize taxes, or subsidize housing, or subsidize this, or subsidize that — and so, they pass legislation because the U.S. citizens are not educated, particularly in international trade.  And they all agree with Mr. Kennedy.  “Yeah, these SOB’s, they are down there making all this money.”    What they don’t understand is, that it was necessary for the U.S. to do that because the standards of middle class.  In order to have those, you  had to have all these subsidies in order to provide that for yourself and be able to afford it.  And that’s why these things were given by multinational companies to entice U.S. personnel to go down and to face disease and danger and anarchism and terrorism and all these things in order to go down there, in order to be able to take these jobs.  There had to be some sort of a reward.  The rewards were made but Kennedy took them away.  And so now when you go to Brazil today or any other country you no longer see the  multinational companies.  You see  the U.S. heads of multinational companies now headed up by Argentineans, by Japanese, by Germans, but there are no more U.S. managing U.S. interested companies.  Okay.  That’s the scene abroad.

Rocks: We’ll call it the Mitchner effect.

Kurt:  Yeah, the Mitchner.  And that’s a good effect.  Because that’s about our mentality with our Presidents and anybody else.  They go down, they take a quick look.  When they go down on a tour with a Brazilian President to tour the area, what do they expect to see?  The best of everything.  But the way you really get it is to co-mingle with the people. For example: so here I am, I am walking with  some Americans through the Hilton.  President Gisal was one of the Junta.  That’s at the time the Brazilian Generals ran Brazil and these people, these Americans, came up and said, “Isn’t this terrible to have these military dictatorships and everything?”  And I said, “Lady, thank your damn lucky stars that’s exactly what they have.  If you’d spent time down here, you’d know why that is.”  It is later on I was going to become for a brief period of time the Director of Corporate Strategic Planning for Borden Corporation in Brazil.  And for the first time I stepped out of the shoes of an engineer into the shoes of an accountant and I began to work with statistics and growth curves and conditions and now, today, I can tell you why that was.  Mitchner can’t get it in two weeks.  The problem was that in the city of Sao Paulo alone, every year at that time, you had approximately 500,000 people immigrating into that city from the north every year.  And then the Americans that walk down the streets look at the tar paper shacks and say, “Look, how terrible this country is!”  No, it’s not terrible.  It’s the fact that they are not restricting these people from coming from the north into the city because they can’t absorb them.  It’s a natural trend that’s occurring.  How is it ever going to be corrected, I don’t know because the problem is, as I said to these Americans, I said, “You know, the difficulty we have as Americans is that we’ve forgotten the development of our country.”  When we colonized, what did we colonize?  We colonized all along the coastlines.  And that’s what the Brazilians did too.  And then as we began to migrate beyond the first 13 states and go westward, we then used slave labor — let’s call it by what it really is — we used slave labor to build the transcontinental railroad.  We used Chinese, Italians, anybody we could get and half the time they weren’t paid, and if they were paid, they were barely paid enough to eat corn and dry bread.  But we made that great railroad which enabled the interior of the United States to be developed.  We are a country that has a coastline on both sides so that was easy, Brazil — no.  Brazil has one coastline.  And so the interior only connects with other Latin countries, so there was no motive to build a transcontinental railroad.  Nor did they have the manpower and everything else to do it.  So the interior of Brazil where the mineral wealth, agricultural wealth, lies has never been developed — even to this day!

Rocks: Uh huh.

Kurt:  You see.  And that’s why it’s so backward.  And that’s why you don’t have taxes and that’s why you don’t have education in there.  That’s where the most prolific people are.  It’s interesting, too, in a chapter of civil rights…  If you go to Brazil where they never had really segregation, if there’s a segregation process, it’s natural.  There are no laws and no conditions.  People intermarry — miscegenation is the greatest thing in Brazil and yet, it’s interesting to see that the Europeans nestled and settled in the south, which is a south temperate zone equal to north temperate zone where we live.  And that the Africans, the slaves that came in there, they all settled in the north course of the equator.  It’s a division that’s phenomenal if you’re a sociologist.  You ought to go down there and study that.

Rocks:  Get to the second problem.

Kurt:    Oh, the Rain Forests.  Perhaps the greatest debacle that could be brought to the surface on that was Mr. Ludwig who was supposed to be a multi-billionaire and his great adventure in bringing a pulp plant and floating it across the ocean.  Well, there was a great write-up about having a pulp plant built in Brazil — a huge factory, one of the largest — and float it across the ocean.  Now, that was no small task.  Because Brazil is on the Atlantic side and Japan is on the Pacific side.  You don’t bring it through the Panama Canal, you’ve got to go all the way around the Horn,  Argentina, all around . . . not only a very, very long voyage, but a very dangerous one.  They brought these pulp plants, two parts, huge floating factories across to start a pulp-making business outside the city of Manowzon in the Amazon.  It was a fiasco.  He went broke.  And the reason he went broke is like so many Americans, to go to the James Mitchner effect — 2 weeks in Brazil.  Somebody knew all about pulp and paper mills but they never really made a very thorough study of what kind of trees they had in the Amazon.   You can’t take a pine and mix it with a hardwood or mix a hardwood with a poplar or mix it with a cedar and expect to produce good paper. So on each acre you might have 30 or 34 variety of trees, that if you are sending people in to clear, as they are now professing everybody does.  They are just clearing the forest — ridiculous.  Because when you clear these trees down, you have 34 varieties of woods.  What Ludwig discovered immediately was, you couldn’t make a pulp and paper plant work that way.

Rocks: Looks like trouble.

Kurt:  As a matter of fact, if he would have studied that thoroughly he would have found out that most paper is made from reforestation.  That pulp and paper plants like Weyerhouser and others, they go in and they plant one variety of pine over, say, 100,000 acres and then if you went and cleared those, you would have all pine wood going into your factory and you would be able to fine tune your operation and, yes, you would produce a good pulp.  Or, if you didn’t want to use pine, then use eucalyptus.  Well, . . .

Rocks: So, you are saying that “raping the rainforest” is a bit overrated.

Kurt:  Terrifically overrated.  Let me tell you the other thing.

So, Ludwig’s plant shut down.  Is there still pulp and paper industry in Brazil?  Yes, there is.  Now, there’s one tree that’s very peculiar to Brazil.  That’s a eucalyptus, which didn’t come naturally to Brazil.  It was planted.   Yet, most of the wood going into pulp and paper operations is eucalyptus.  If you go around the Sao Pablo area or the places where you have a large paper making operation, you will see huge forestations where they have planted pines all the way through.  And then you’ll see huge operations where they’ve planted eucalyptus trees.  Thousands of acres.  Now let’s economically look at this.  How long does it take a pine to reach adulthood where it could be chopped down and sold as a Christmas tree?  Well, it takes longer for a pine to grow than a eucalyptus.  You can harvest a eucalyptus tree every 7 years. So, the Brazilians have zeroed in on eucalyptus to plant.  Now, how do you harvest a eucalyptus?  Well, you plant it, first of all.  And then you go in and you clear them all in one mass.  Now if you send some of these two-week buddies down there to look at this and they’ve cleared, you know, a plot of 100 acres, let’s say, they’re going to have a fit.  You are destroying our Rain Forest! they say “No we are not”.  They are in the pulp and paper business and all of those were planted.  Now, the other thing they do after they harvest it, they set that on fire and the reason they set it on fire is because burning the underground, the underbrush, accelerates the seeding or the saps coming up from the roots and the new young shoots coming up and coming to the second crop.  They harvest these trees without replanting.  That’s the amazing thing.  Eucalyptus, every 7 years, and they keep coming back up.

Rocks: So, it’s not a bad thing that they are burning the forests?

Kurt:  It’s a necessity.

Rocks: We’ve been fed a big line!

Kurt:  Yes, we have.  And most of the Americans that go down, go during the month of June or July… St. John’s month.  The way the Latins celebrate St. John’s month, is with fires, whether you light candles or have street fires or whatever, everything is fire.  And so, arbitrarily the farmers have chosen to burn whatever they do in June and get it over with.  So that’s a big fire month.  And if you see that and you see all that smoke curling above Brazil — oh, my gosh, they are destroying the Rain Forest!  Well, now . . .

Rocks: (Laughter)

Kurt:  Is there really some damage occurring to the Rain Forests?  Yes!  But, let’s put it in the proper framework.  Let’s put it in a proper context.  The biggest fires and the biggest clearings that you’re going to see are clearings that relate to pulp and paper because you’re talking about denuding an area that I’ve planted.  If I’ve planted 1,000 acres of trees, I’m going to be harvesting 1,000 acres of trees.  And if you look at that bare ground, you’re going to say, “OHHHH.  No”.  But they are all going to come up again in 7 years, they’re going to be trees just like they were today.   Brazil is  encouraging industrialization.  One of the things that the government did was say to everyone, “Look, in that jungle, we will give you so many acres and you guys stay up there and clear that and raise some agriculture.”  So, there have been movements of Brazilians into the jungle to clear.  But by far, very few comparatively speaking, because the jungle lands are not that rich for agriculture.  They are very bleak.  And when you clear them, very little grows.  And so it didn’t take people long to find that out.  You just can’t do that.  So, that was one government project that was a fiasco.   I’ve just told you again, Ludwig went out of business because you just don’t go in destroying the jungle to pulp and forest.  It can’t be done.  You have 34 different varieties of trees and even if you were in the lumbering business and somebody ordered a particular type of wood going into Japan, and you marked all the trees with an “X,” you might have one X here on this acre and another one 15 acres away and you’d be all over the place.  Imagine the cost of sawing those trees down and bringing them all together to make one unified shipment.  These people don’t know what they are talking about, in my opinion.  Is there a danger?  Yeah, there’s a potential danger.  Is there great danger in the future?  Maybe.  Maybe we want to scare people. Maybe we want the Brazilian government to be more restrictive.  Is it insurmountable?  No.  In nature, there are two statements I want to make to you that chemically are true.  Nature pollutes itself.  We need to understand that.

Rocks: Uh huh.

Kurt: For instance, I can take you to achalcopyrite deposit — huge deposit — in Denver which, if you understand what chalcopyrite is, it’s iron, sulfur, and a few other things, that when you get highly oxygenated water it makes its own sulfuric acid.  So, if you get water trickling through these things, you’re going to have sulfuric acid and nature contaminates itself that way. As a contrast, nature also has great capabilities to heal itself — just like the human body.  Never you mind about mankind.  Mankind is a pollutant — no question about it in my mind.  If you let companies or anybody run away without checks and balances — and, I’m a great believer in checks and balances — the thing will get out of hand.  And what occurred is that when you start altering a biological balance of streams in nature, great and terrible things occur.  For instance, silting of a river is a common occurrence if you are letting a guy do strip mining or placer mining without them really knowing what they are doing.  Silting the river means the river gets shallower and shallower and shallower.

Rocks: I guess it makes for good media . . .

Kurt:  I’m not saying the people are necessarily . . . are not necessarily vicious, they just don’t know yet.  They have the best of intentions.  But the way to hell is paved with the best intentions.  Without knowledge, without know-how we can have all the intentions in the world and you are not going to make it — in gold, especially.  And there’s a lot more to the gold industry than the guy going out and panning a little gold.  There are some things you have to know.  There is no substitute for experience.  So, these are some of the things that . . .

Rocks: Where would someone get the best information on gold?

Kurt:  Well, you wouldn’t get it from another amateur.

Rocks: Yeah, okay.

Kurt:  And all these, whether you read the California  Journal, all of these things,  are all written by amateurs.

Rocks: (At this point I’m thinking… “If he thinks they are amateurs, what does he think of us? Yikes.”)

Kurt:  … not too many of them are people that can say they’ve been with a huge company.  I’m a research chemist in gold or I’ve had . . . for instance, I did my first research with Englehart Industries in electrolyzing gold in 1967.  You know, working on new concepts of stabilized platinum anodes or putting gold on solutions.  I mean, these kind of people don’t even relate to it.  How many kinds of gold are there found in nature?  If a person thinks that gold is metal, he’s crazy! You look at your period chart in chemistry and you’ll find out that gold is listed as an element which means it’s atomic. Therefore, there are a lot of atoms in gold all around us.  Maybe in the water, in your body — all over — in very minuscule amounts.   But how did nature bring those atoms together is what we should be thinking about.  Now we’re getting into this field where Homestake mining said, all you have to do is reverse the processes of nature.  So how did the atoms come together.  How did these things form large veins of gold, chimneys of gold and all these things?   . . . is this where the gold is?  Absolutely not!  The greatest volume of gold in the world is in the ocean.  Now, it’s minuscule and the ocean is a huge mass and gold is very difficult to get.  But the ocean contains, because of its mass, a lot more gold than the earth.  The earth came out of the ocean, didn’t it?  It grows.

Rocks: Yeah.

Kurt:  Now, the other thing is just as interesting.  They talk about ocean mining today.  They talk about big nodules of copper in the bottom of the ocean.  Probably gold.  I could take you to certain places which are very deep and if you had a diver’s outfit, you could find nuggets of gold that big.  The point is, and I asked this of the U.S. Bureau of Mines just the other day, if these are pure nodules of copper, how did this come about in the ocean wall?

Rocks: Gold or copper?

Kurt:  I mean copper, sorry, which is a more complex metal.  Although  . . . the noble metal series of platinum, gold, silver, copper…  They all belong together.  They are called noble metals.  How did that nodule become pure copper?   They can’t give me the answer.  I think I have the answer, but they don’t.  And I believe that most things — now everything we have in life is very much oriented to chlorides — salts.  Our desert sands — calcium chloride, sodium chloride, carbon.  That’s all we know in the Western United States.  Our waters are very salty.  Anyway, so part . . .

Rocks: Wait a minute.  So, are you just going to leave us hanging or are you going to tell us how it became copper?

Kurt:  Well, I think this was a gleaning effect in ocean water and probably electrically because a chloride makes a very, very good electrolyte.  We don’t fully understand the total action, but I believe the salt as an electrolyte played a great part in more and more copper assimilated to that nodule and that nodule getting larger and larger and larger over periods of time.

Rocks: Good night!!

Kurt:  You take your buddy . . .

Rocks: Wait a minute.  Now, that’s exciting, if we could reproduce that action.

Kurt:  Well, I do.

Rocks: You do?

Kurt:  I play with the forces of nature, yes.  I’m going to get into a few things here that you’re going to . . .

(Tape change)

. . . what is it that makes your heart function?

Rocks: Probably electric impulses.

Kurt:  And where does the electricity come from?

Rocks: Uh, the copper in our brains ??

Kurt:  It’s initiated in the brain.  But to carry that electrical impulse to your heart takes what?  What is the PH of your blood, do you know?  Your blood PH is normally 7.3, slightly alkaline.

Rocks: If it’s too acidic . . .

Kurt:  If it’s acidic it will carry current.  Anyway, I’m just giving you this as an analogy — I’m certainly not a doctor.  But the point is, I discussed this with a cardiologist …so, you have a heart condition…  You are building up moisture.  Your heart isn’t functioning.  You’re not evacuating the moisture and your are accumulating more liquid in your system and so the first thing they do is give you a diarrhetic and they put you on a salt-free diet and now you are really in trouble.  Because now you don’t have any electrolytes in your system.  So, now to compensate for that, they do what?  They start feeding you potassium pills.  What’s potassium?  Another form of salt.  So now potassium can be digested by the body and they are loading you with potassium in lieu of sodium chloride.  Anyway, all of these things equate to chemistry — particularly to gold chemistry — and because gold is as it is, atomic. It does many strange things in the consolidation of gold as we know them today in rare areas.  Let’s take as a typical case in point — the Carlin deposit.  It was listed in National Geographic, it was written up beautifully.  The article started by the old prospector saying, “Yup, I had gold claims here.  T’weren’t a thing on it.  Sold it for $2,500.”  Some 20 years later a brilliant mining engineer stood at almost the same place and said, “Yes, in the next 3 years we are going to collect 79 tons of gold out of this area.”

Rocks: Whoah!

Kurt:  What were we talking about?  Well, we were talking about an invisible gold that can only be measured with hunstrum dionize.  And it said, as I recall the definition, “A Carlin deposit is a finely disseminated deposit laid down by hydrothermal solutions.”  These hydrothermal solutions came from where?  From geothermals coming out of the ground and geologists refer to them as menz coming down from the floors to the Magna and they carry with them highly mineralized waters that would go to the surface.  So, now we get involved in something very interesting.  Is gold soluble in the water?  Yes, it is.  It depends on the nature of the gold.  You see, if we go back to the atomic concept of gold that is on the periodic chart, then golds can be sulfides of gold.  They can be chlorides of gold.  They can be salts of gold and a salt of something is something before it’s a metal. So, if you talk about orace chloride, which is a salt, okay? An orace chloride, a monovalent gold, is very susceptible to warm water in going to solution.  And in the process if you put a strong light source behind it, great magnification, when you put this type of material into a hot water, you can actually see a reaction occurring, that a fine cloud of yellow material drifts away from that reaction and that’s your fine gold.  It represents about 8 percent of the total potential dissolved and it drifts away and the rest of the solution goes down to the bottom and now the orace chloride becomes an orace chloride or a trivalent gold and now it’s much more complex.  Now it combines very readily for the first time with sulfides and tellurides and all the other things.  And, by the time we’re done with some of these golds, we can get as many as 47 different complexes of mineralization containing gold in the ground — very difficult for us to get the gold out of that deal.  So, that 8 percent that drifted out as a result of that reaction is so light and so fine that by density to settle down as most miners would consider heavy gold to be.  So it stays in the oxidized layers of the earth which is the first 300 or 400 feet of the crust of the earth.  And that’s where it nestles as a fine gold.  That Carlin  Mine now is getting out every day and putting in the heat bleaching.  The rest of the material — the major part of the material — is way down below the oxidized levels of the earth in the unoxidized ore, which today, geologists try to term as refractory material.  And in that material is where the gold is and they call it refractory, which is not a good name.  I don’t like to use it, but refractory might imply that you have to use fire and tremendous heat in order to separate that gold out of your material.  That’s where we find ourselves.  Now, the placer miner who goes into a placer stream is accidentally trying to find a chimney or vein of gold that’s been spalding off — a very small amount of the total gold picture — has been spalding off through erosion and other things.  Small amounts of itself, down into streams which you can then find fairly close to the surface of where the stream is.  Actually, he is doing the wrong thing because if you really think about it, most of your gold probably is going to lie in the old stream bed, not the new stream bed, which is higher up.  And you’ve got to, if you find that higher up stream bed, prehistorically that’s where the best of your gold is going to be, not down in the bottom of the river where it’s already been eroding all of these many years and it’s finer and finer and finer.  So, that’s what you look for.  For instance, one of the things I do now, we have natural resource deposits and (I’ve showed you one in silica, fiber optic quartz), but the other material that we had that we mine is ominite.  Ominite is a ferrous titanium which implies iron and titanium together.  It’s a cheaper material to use and what it’s used for is they put that in a conversion process to make the titanium dioxide, a white paste, TiO2, which is a pigmentation (bleach) and the reason I’m in that business is that this TiO2 replaces leaded paints.  See, I’m always environmentally oriented.  So I prefer to get in the business that’s going to help mankind.

Rocks: So I see

Kurt:  And mankind is going to be helped by using titanium as a coloring agent rather than lead.   So, we’re in that business.  And that’s very interesting because when we look for ulminite beds, most — you’ve probably heard if you relate to the prospectors, you probably relate where prospectors are looking for black sands and they are trying to find gold in black beach sands and this is ridiculous.  The beach sands that we look for today, yes, you can see a little bit of gold in them.  But, what you’re looking at is something that isn’t going to amount to very much because the lensing, the layering of that beach sand laid down by the winnowing action of the waves has not completed its harvest.  Where did the black sands really come from?  They didn’t come from the ocean.  That I can tell you.  They came, as in Brazil and most places, they came from the Sahara or the higher area where we have granitoid material which is weathering and wearing away and coming down the ravines and being polished and ground up as it comes.  And being carried by the rivers to the shoreline where the ocean currents disperse it along the beaches and where the winnowing action keeps laying it up on the beaches and everybody hurries up to find the gold in it.  But that isn’t where you find your gold.  Your gold is found in the ancient shoreline, which may be 15 miles inland.  For instance, right now in Stark, Florida, right outside of Jacksonville, they have ulminite beds which Dupont is involved in.  And the shoreline is some 20 miles removed from the ocean because the land mass has been rising and expanding, coming up out of the ocean and you’re getting further and further away from the existing ocean beaches, as we refer to them today.  So, the old shoreline is what you’re looking for and that’s where your biggest deposits are.  For instance, if you were to auger down into a modern beach sand to find the black material, you might find 8 inches, 6 inches, 7 inches of this material in lensing.  But if you go to the old shoreline, you might find meters there.  Now you are in a commercial operation.  We’re no longer thinking about the amateur.  We are thinking about bigger things.  We auger down through the overburden down into what amounts to the old prehistoric beaches and we carry that forth all the way to the escarpment where it ends.  This is the (felubial) plane or the alluvail planes which were laid down by the early oceans.  That’s where you get material.  And in that material might be the only place — really — where you’ll find your gold.  Not in the beach sands on the ocean.

Rocks: Who are you selling gold to these days?

Kurt:  Well, whatever we sell to stays in Brazil.  I don’t do any gold work in the United States.  The little bit we do, we sell to Englehart.

Rocks: What do they do with it?

Kurt:  They probably melt it down and put it on the marketplace.  Let’s go into that subject.  Gold.  We’re off the gold standard since President Roosevelt took us off of it in 1933.  I don’t know which President closed the mines, it may have been Nixon, I’m not sure, but one of the Presidents closed down all of our mines and there was a period of time when it was illegal for you and I to own gold and to sell gold.

Rocks: That’s right.

Kurt:  Now, when that edict came from whatever idiot President that was, and he was an idiot.  What they didn’t realize would happen is that as soon as you close down the mines and you stop your pumps from operating, all of those mines fill with water.  And the water decayed the mines so that they’re almost not restorable.  If you go to Denver, as a case in point, and you go from Idaho Springs on that little dirt road all the way up to Central City, you’ll pass the Becky Sharp and the Pittsburgh and the Calhoon and all of these old mines that were great producers in their day, but when they closed them down, that was the end of it and they are all full of water and nobody knows what to do with them.  We have it right here in Utah.  If you go to Eureka, Utah and you take the Burgan and the Trixie and they are all full of boiling hot water — have been for a long time and nobody knows what to do.  If you pump the water out, the mine might collapse.  That was a terrible mistake for an inexperienced President to make who had inexperienced Eastern Secretaries of the Interior — didn’t know the first tiddley wink about mining.  And as a consequence, we are still paying the price of it today because our precious metals sit under ground and we can’t get them out.  Now, other countries are not doing that.  Japan is hoarding gold.  China is hoarding gold like crazy.  And why are they hoarding gold?  Because their currency, they’ve printed so damn much paper that it’s not worth anything on the international market.

Rocks: I hate it when a country does that….Well, in all of my investigations, the problem seems to be the law itself.

Kurt:  We need to almost start all over again and I would agree with you.  Get rid of all the attorneys.  Kick them out.  As a matter of fact, I’d pass a law that no attorney could be in the Congress of the United States.  Just complicating an uncomplicated . . . look at the fiasco with the Simpson trial.  You know, the whole thing is just absolutely ridiculous.  I don’t care about the justice and I’m not talking about whether Simpson is guilty — I don’t know.  I don’t know anything.  I don’t make any judgments.  The only judgment I can make is how ridiculous that judge is.  And, how they are making a farce out of the whole judiciary system.  It’s a . . . anyway, there’s a lot to be told about gold.  There’s a lot to be told about all this.  The future is glum for the United States.  It’s very bright elsewhere and all I can say to people is that if you want to be in mining, go elsewhere.  Don’t fight this battle. You won’t live that long.    And, the freedoms that we talk about in our country — let’s call them what they are.  If you look at Waco, if you look at the Weaver situation, if you look at the IRS, we don’t have those freedoms that we’ve been brainwashed to believe.  We don’t have them.  We have a regulatory government which is very restrictive and there are governments that we may call by whatever name we wish elsewhere that are less restrictive.  I’m a permanent resident of Brazil.  I found myself very free and very easygoing in Brazil.  Nothing like here.  I don’t have people chasing me down and regulating me and checking on me and who knows, Gestapo-type situations.  Should a man still have the right, should he have the hope, no matter how poor…  that accidentally or by learning or by hard work… still be able to become a millionaire?  Should he have at least that glimmer of hope?  Yes, but it doesn’t always exist in this country. Because in  every single case they have removed it from you… if by nothing else then eventually by the IRS.  Can you find it elsewhere?  Yes, you can.  You certainly can.   Anyway, let me tell you one more thing before you leave.

Rocks: Okay.

Kurt:  The thing I’m trying to keep up with is what’s going on — really going on — and sometimes you can read it below the line and sometimes you get more information out of a mining journal than you do the newspapers.

Rocks: That’s why people read Rocks Digest all the time.

Kurt:  Tell it the way it is!  And the way it is the way people find it and report it. Mitchner says something and, boy, it’s got to be like this.  I can say he was there two weeks.  And somebody went down and tried to do something and the Americans, the American society now gets upset because we say, if the U.S. Government really is sincere in wanting to know what’s going on, why don’t they call a meeting and invite a whole group of us in and let us who have lived down here for 34 years tell them what’s going on, and set them straight?  Why do they send a woman that lays on her back for two weeks and then gives a fallacious report?  Mitchner gives a report after two weeks.  What is he going to write?  He’s going to copy what somebody else said.  That’s the only time he has.  That’s not going to be factual.  It’s very sad the way things are going.  It’s very, very sad.

Rocks: Thanks for your time.

Kurt:  Be careful how you quote me.

Rocks: We’ll make you famous.

Kurt:  No, I believe in the Democratic process.  Let me just say this in conclusion.  I believe in what was established in the United States.  I’m not a radical in any direction, but I am a constitutionalist.  I believe in the Constitution of the United States.  I believe in the constitutional process, but I don’t believe in unconstitutional processes that are being imposed upon us such as affirmative action.  I don’t believe in that.  Do I believe in equal opportunity?  Yes I do.  Do I believe . . . am I color conscious?  No, or I wouldn’t be in Brazil.  In Brazil where you have every color conceivable and I have friends . . . I select from whatever area and the last thing I look at is color.  But, I am opposed to political control of the situation and imposing things upon people blindly.  I just read an article on school grants which were refused by the Negro population that was readily received of these grants that were misspent on drugs and heroin and things.  This never should have happened.  Overreaction again on the part of our government on giveaways. We didn’t think about black and white and pink and purple until the politicians got all these issues.  The politicians have created this quagmire and a quagmire it is.  Affirmative action.  Do you want to go to a doctor that got a passing grade somewhere along the line because they plotted him on a curve and because he was Black they gave him an increase in his grade markings by 40 percent?  Do I want marginal people working on my cars?  Do you know why we are losing our manufacturing skills — because we have marginal people working in the factories.  Everybody is passed if he’s Black and if he’s not white, he doesn’t sit on the front line.  Instead of utilizing white leadership to teach the Blacks and expect the Blacks to catch up…   Nobody ever laid down and said, “You’re going to get something free.”  Everybody was expected to measure up or die.   When I was going into high school and I was taking intermediate algebra and failing, because nobody at home could explain it to me.  Mildred Taft, a beautiful teacher, said to me, “Kurt, don’t you want to enter college?” and I said, “Yes.”  “Will you not need elementary algebra?” and I said, “Yes I will.”  She said, “You’re failing it.  Do you want help?”  “Oh yeah.”  “Well, if you pledge your time to come after school and be with me, I’ll help you.”  You know what that meant to me?  That meant that I didn’t get on my bus to go home to the farm ten miles away and I had to walk.  That’s what I did in order to pass algebra.  Fortunately I was able to hitch a ride now and then but many times I walked the whole distance.  That’s the difference between what’s happening with Blacks and that’s why I’m unsympathetic.  To me, when I go to Brazil, I’m not against Blacks.  It’s an amazing thing.  Gee, we are all free.  All of us are together.   It doesn’t make any difference.  When I’m here, I resent them.  Why?  Because they are getting all these special favoritisms and the more you give them, the more they’ll want.  It’s a natural quirk not just with  Black, but with whites, too.   The more welfare you give them, the more help you give them, the more they want.  Children are like that in a home.  You can’t give them enough.

Rocks: Agreed

Kurt:  When I studied sociology back before all this movement started, in school I remember reading the facts . . . somebody said to me the other day, “Yeah, you can’t blame the Blacks for all of this.  They only represent 11 percent of the population.”  I said, “I’m not blaming anybody.  Since you’ve brought it up, and you mention they only represent 11 percent of the population, that’s not the right figure to use.  What you need to say that 11 percent of the population represent 40 percent of all the crimes.  They represent 50 percent of all the welfare received.  They represent this and those are the true figures.  Don’t give me half the truth.”  And that’s what’s got to be corrected.  We can’t as a country forever hold ourselves in sin for the Civil War, the pre-Civil War and the things that were done.  I might say to you that I’m totally against slavery.  I am.  And, I don’t even know your persuasion but I am.  I am totally against delusion and all the injustices that those people received,   However, I’m equally against affirmative action and all the other things that they are getting at the sacrifice of the white population.  Better performance and better workers should always be based in the United States on the best quality — quality control, quality assurance.  Not on mediocrity.  That’s what’s bringing us down as a nation.

Rocks: I’ve got to get this to the press so we can do something about it.

Kurt:  I’m just vocalizing and I appreciate the opportunity.

Rocks: Thank you for your time again.

Kurt:  Like I said, I can to a better job with you on the technology.  This is just . . .

Rocks: But this is not the California Mining Journal!