Forward

FORWARD

The reason I have written this book is to bring to my fellow man the answers to the questions I have asked so frequently.

In the early seventies I took a course in sales. I followed their instructions and became successful but didn't understand what I was doing. I was a barber working for another man. I was following all the instructions of the course. I got fired. I still followed the instructions of the course. Two weeks later I received a call on the phone. There was a two-chair shop at a college. Take the shop, pay ten percent gross for heat, rent, phone, lights, water, first three weeks free rent. Come now. I hung the phone up in shock. That was what I was asking. Three months later I received another call. It was from my previous boss, asking if I would like to buy his shop. I told him I had no money to purchase a seven-chair shop. That was fine he said. He had a twenty-four chair barber school that he would give me to use as collateral at the bank. I now had two shops and a barber school and three months ago I didn't even have a job.

Some more time passed. I'm driving eighteen miles to work every day. I didn't like the drive. I wanted a house in town close to work. All I needed was a two-bedroom house, fireplace, garage and an extra lot next door. I drove around the area where I wanted to live and talked to a few of the people. Three weeks later a man walked into my shop asked if I was still looking for a house. I said yes, but I had no money. He said all I had to do was make the next payment. He had three other houses as rentals and was tired of hassling with them. Total cost of the house was $14,000. It had a monthly payment of One hundred fifty dollars. It was a two- bedroom, with fireplace, garage and an extra lot next door. It was close to work, three blocks.

This book tells you how these things happened and why. It gives you understanding as well as the mechanics so you will know what and why you are doing something. Read slowly and carefully, Study. Don't let the simplicity of the exercise fool you. Try them and change your life too.