Change is good….dollars are better


Randy R Cox

How to buy and sell art for profit is more than just a way to make  a little money.Finding and bargaining for valuable art is an adventure of mystery and intrigue. It can be profitable beyond imagination. This week a relative called for advice on how to frame an old painting he had bought at a church auction in a small town in the Midwest.

As an art dealer the first thing I did was ask if he could read the name of the artist. Very slowly he spelled it out, “ Henry Cleenewerck.” There are a lot of old artists, and I don’t know them all. I didn’t know this one, so I did a quick check on the internet. Wow! This guy was born in 1825 in Belgium and visited the United States in 1854. He died in 1901 after a long career in art.

I did a little more checking and found out his work was hanging in museums around the world. I could only find a small painting currently available and the gallery was asking $8000 for a study that was nice but probably not a definitive work.  The painting to the left is just a sample of Cleenewerck’s work.

My relative described the painting that he had as having a tipi village with Indians and on Indian riding a horse across a river. There were mountains in the background. There is a great market for that type of painting. I estimated the painting to be worth between 20 and 40 thousand dollars in a good market. There is always a chance such a painting could go for ten times as much in a spirited auction between two well-heeled collectors.

I asked how much he had paid. He said there had been a second bidder to run the price up. He had paid $50.

Now this was a find of a lifetime, and not a likely event for most people. However it is always a possibility when searching for art.

In a field where even experts are lacking in knowledge, you might think it difficult for a beginner to compete with the real players, but it is really just the opposite. Art is such a subjective enterprise the rules are not written in stone. A beginner can develop an eye for what is good and what is not so good in a surprisingly short period.

I remember an expert art critic not so many years ago describing the exquisite manner in which a sculptor had carved a bronze. Bronzes are cast—not carved. There is much pomp and pretense in the art business. There is always a place for a non-expert in a world like this. New dealers from the grass roots do well quickly and keep the whole business down to earth.

Art and the business of art are related but distinct. A great work of art may not be worth much money while a piece of junk might fetch a fortune. What is hot one decade may fade into oblivion the next.

History, aesthetics, and public relations are as important in the market price of art as the intrinsic value of the art itself. There are rules but not hard and fast rules. There are cases where a forger fakes a work by a famous artist only to have time reverse their roles. The forgery may become worth more than the original.

So how do you buy and sell art for a profit? The short answer is to just do it! You may not be an expert, but you know what you like. That is the first step. If you like it someone else will like it. If you learn to negotiate well, you can buy at a good price and sell at a better one.

It may sound silly, but when a dealer buys something he likes and has trouble selling it for a profit, he learns to not like that kind of art. When he buys something he doesn’t like because the price is right, it doesn’t take long for him to like it better. Without the fancy words of an art expert describing how bronze is “carved”, this is the way taste develops. Taste changes over time and good taste is just taste with the seasoning of experience.

If you know what you like, you can buy and sell art at a profit.

It is time to consider how to use art to illustrate your blog and website.  It is a problem to locate the right image to make your point, but if you use art, the job gets easier and your presentation looks better.  Your words may sing, but a picture is worth a thousand words.   You need a visual image to bring your words come to life.  Art Critic

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It takes time and talent to shoot your own photographs, and you’re almost certain to run into copyright issues sooner or later.  Getting the credits exactly right to satisfy the owner of a photo is awkward and ugly.  Who needs a lawsuit?  Public domain photos take a lot of time to find, and you can never trust your right to use them.

There is a far better solution.  Art!  It softens your website and imparts class.

You could search the net for artwork that matches the subject you are writting about.  Most artists would be flattered and pleased to grant permission for you to use their artwork to illustrate yours, especially if you make it clickable and send the viewer to another link where they can purchase the piece or see others of the same style.

This is a great way to illustrate your writing but it takes time to secure the artist’s permission.  There is an even  better way.  You not only get instant artist quality images (like the one above), but you stand a chance of making a small commission if a reader decides to buy it.

If you follow the link provided by the banner below, you can sign up as an affiliate and use your choice of over 500,000 posters and fine art prints.  You can find something there that will be perfect for whatever you are writing about.  Wow!  It will add class and consistency to your blog or website like you never dreamed.  It will make illustration quick and easy.

All you have to do is sign up and then use their easy search to explore their inventory.  Find the perfect match, select the information you want or don’t won’t by clicking on the radio buttons,  update and they will create the code instantly.  You copy and paste that on your website and you are open for business.

If you go back through my old posts here you can see the transition  cash153 underwent from photos to art illustration.  You be the judge.  Your blog can look even better!  I can’t tell you how much time it saves.  If we sell something we might even make some money.  Isn’t that better than paying  a photo service ?

Sign up today and put their 1/2 million posters and fine art print library  to work for you  within the hour.  It is so Easy!
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Randy R Cox

Want to know how to make big money selling little things?  The best way to get started is to sell lots of little things.    If your path to success has been slower than you’d like, it could be that your way is clogged. The little things get in your way, slow you down. If you are like most Americans you have more little things than you need, yet they are too good to throw away. You can turn those little things into big money and make your life better at the same time.

Once you’ve learned to buy at the lower prices and sell for the higher prices, you no longer need to store all that stuff that is holding you back.

Don’t store it; sell it!

You don’t need it. If you’ve been saving it because you might need it, then sell it now at a good price and buy it later when you do need it at a lower price. This way you can let the money grow instead of letting the dust collect. If you don’t need it right this minute…you don’t need it at all. Sell it.

If you can’t sell it, you don’t need it.

Have you noticed that some of the stuff you save for the day you need it seems too old to use when you finally do need it? Sell it. If you can’t sell it, throw it out! Sometimes the best way to know something is worthless is to put it on the garage sale table at mark down prices. If no one wants it; you don’t need it either. Sell it or trash it!Garage Sale
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Things have only so much value.

They may be family heirlooms, but if you can’t remember which side of the family or which relative goes with the item, sell it! Protect the genuine heirlooms but sell the rest. You need the money and the space.

Don’t Hoard it.

If you’ve been saving it because it will be worth something some day, half the people in your world probably saved it as well. Sell it! If there is no market now, you probably won’t live long enough for the rest of the world to toss theirs. Move it out.

Use it!

In the garage, under the kitchen sink, and tucked away in all sorts of place, stuff hides–lots of little bottles, cans, and boxes. Some are too ugly to sale. Use it up. You’ll find a lot of it dried out or out of date. Use it or lose it.


Do an advanced search for completed Ebay auctions of the item you have. If the money is good, list it on Ebay. Some people make a living selling stuff on ebay. You’ll be amazed, but you have to do the searches to know what is likely to sell there from what is not. Remember the cost of shipping might make Ebay the wrong market. If there are many unsold auctions of this item, don’t waste your listing fee.


For larger items, too bulky or heavy for efficient shipping, Craigslist is the perfect place to sell. The nice thing about Craigslist is the price—free for most things. While you are poking around on Craigslist you’ll be getting to know a good source for all those things you used to keep. Wait until you need them, go to Craigslist, drive a hard bargain, buy what you need, use it, and then resell for a potential profit. Most people won’t bother driving a hard bargain.

Free website

Get yourself a free website and put photos of all your junk. Put an ad on Craigslist to sell it cheap and refer your prospects to your website photos. If you can’t sell it, trade it for best offer. Some people love the excitement of the trade, and you can exchange an item that is almost worthless for an item that is actually worth something to you.

You can box up several related items and sell the whole box on Craigslist for a package price. One trick that works well for me is to list an item or group at a good price and then re-list it after a day or two as reduced in price. Keep reducing the price until it is free. Be careful giving away free stuff on Craigslist. A lot of bad people use a free offer as an excuse to rummage around your house to steal stuff. If they get caught they just claim they were responding to the ad. Be very careful, but cash in on the little things you don’t need.


Some people love tools. I have special tools that I bought years ago that are still in the package they came from. Keep the tools you actually use; sell the ones you don’t. All those tools that you might need someday can be sold for a better price than you’ll have to pay if and when you do need them.

If you save them, they may become obsolete before you use them. There is no longer a reason to keep tools around. Sell them. Tools sell quickly.

Garage sale

After you have tried to sell your merchandise through Ebay, Craigslist, and your website, you’ll have lots of junk left over. Save some bigger ticket items as special attractions and hold a garage sale or yard sale. Mark the prices down lower and lower. Have a free table for those things that nobody wants. Finally you’ll have tested your stuff. Some of it will convert to money. Some of it has been ready for the waste bin for ages, and now you know. You’ve done well!

Develop your negotiation skills.

If you don’t yet feel you’ve developed the skills to buy low and sell high, use some of the money you make selling the little things to buy more little things. Learn to negotiate a better deal when buying and selling the little things.  That skill set will transfer when you are buying and selling the bigger things.

It won’t take long; you’ll be amazed how fast you learn and how exciting the whole process is. There is a reason why the super rich continue making deals long past the point of their need. Once you’ve accumulated millions or billions of dollars, you’ll still want to make a good deal, because it is fun!

If you purchase any learning materials from the sources below we will be compensated.

To learn more about making money on Ebay, Click Here!

To learn more about making money on Craigslist, Click Here!

To learn more about putting on a garage sale, Click Here!


Randy R. Cox

There are basically seven ways to buy and sell things for profit.   If you make a living you already buy and sell something. You can buy and sell services  which is called work, or you can buy and sell things. Most of us are better at buying than we are selling. By that I mean we manage to buy more in dollars than we make. It doesn’t have to be that way.

Many people made fortunes in the last decade buying and selling real estate. These seven ways to buy and sell property are very familiar to the real estate flippers, but the same basic ways can be used for buying and selling any type of property. Ebay is bigger than Donald Trump.

Buying and Selling

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1. BuyLow, Sell High

The first and simplest way to make money buying and selling is to find an item in demand, negotiate a low price, buy it, and then sell it for a higher price. In addition to good negotiation skills, you have to develop a good eye to make this work. You also have to be careful your expenses during the acquisition process don’t eat up any potential profit.

With this method, you want to buy only excellent quality items that are ready to sell as is. You’ll want to find a motivated buyer—one who wants to get rid of the property more than he wants to make money. It is also necessary to acquire the property at a significantly low price to be able to add your expenses in and still sell below market. Selling below market is the best way to sell quickly. If you depend on your selling skills to make the deals, you don’t need to bother with the investment. You can just get a job as a salesman—work.

2. Buy it, Fix it, Sell it

The second way to make money buying and selling is to look for property that is broken, dirty, ugly, or in need of a missing part or repair. This is a great way to find a motivated seller and a good price. The owners of this kind of property would rather have a new one. If they were inclined to fix it, they’d have done so already. Know your market; know your costs. Allow a generous profit to cover your repairs, acquisition expenses, and potential selling expenses. Negotiate hard and don’t be afraid of deadlock. It’s your money, so be prepared to walk away from an offer if they won’t meet the price you need. Sometimes all you need to do to get a property in pristine condition is to clean it.

3. Buy it, Rent it

A third way to make money over a longer period of time it is to buy and rent it out. Just about anything can be rented to others—tools, cars, camping equipment, boats, motorhomes, and of course, residential homes. An alternate to this same method is to invest in special equipment, use it and then sell the service the equipment provides. All of these ways are good ways to make money, but though they are buy and sell strategies beginning to end, in the interim, they are ongoing businesses—more work.

4. Buy for cash, sell on time

A fourth method is not so effective for inexpensive items, but boats, cars, trucks, and even big screen televisions can be bought at bargains with cash and then resold on terms with interest. People are often willing to pay very high prices if they can get it now and pay later.

Some people make unbelievable profits buying mobile homes for a few thousand and financing over time for tens of thousands. Often before the buyers have finished paying the notes, their financial status has improved enough that they can buy higher end property with conventional finance. When this happens, it is common to get the item back after it has nearly been paid for. Some mobile home resellers have sold and resold certain properties four or five times. Each time they nearly double their investment with the original down payment then collect the payments over time plus interest.

5. Buy and sell wholesale

If you have the ability to purchase in quantity and move quickly, you can locate sources that will bring you deals in bulk at prices so low you can sell wholesale and still make money. You can even buy homes in quantity and sell them to others for resale. Once you spread your name around, this can be very lucrative and happen very quickly.

6. Buy on speculation and sell on demand

When the market is hot, it is possible to buy when the item is first introduced at a lower price than what will be charged later. If you can spot these trends, you can make good money buying when first offered and selling after the item is sold out. In certain real estate markets you can order a new home before it is built and count on the price to go up after the neighborhood fills in. This is dangerous, but some people have made really good money doing just this.

7. Buy for others, sell back with fee added

Sometimes people do not want to do their own bargaining. Celebrities or people known to be very wealthy often allow scouts to buy for them. Sometimes the price goes up when the buyer is well known or very wealthy. The difference in price can be so great that it becomes profitable for a middle person to buy and resell to his principal for a fee.

There are millions of ways to buy and sell, but these are the basic seven ways to buy and sell. Everything else is some variation or combination of these seven. Buying and selling can be done in rising and falling markets. When the market is deteriorating the buyer has to buy drastically below market and move very rapidly to turn his investments. There is always a risk of losing money in any market. A person engaged in these tactics must be good negotiators on both the buy and the sell, and they must be flexible enough to take the losses quickly when they are inevitable to prevent even larger losses later.

There will always be buying and selling. Even in times of great catastrophe there is buying and selling.

The person trained in this art will always be able to survive and do well.  How to buy and sell things for profit will get a creative person through good times and bad.

The things you can buy and sell for profit are unlimited.  Each of them come with their own specialized skills, though they are all similiar.  Some of those things you can sell are: cars, art , antiques, andeven websites.

Increase you followers on Twitter. Everyone knows that in a world of trade, the larger our network, the larger our world.  If we are going to tap into the infinite source of abundance the universe offers, we have to increase the size of our network.  Today the social networks offer absolutely incredible opportunities to network.

I have had a twitter account for a while but like all tools, it requires a basic knowledge to use it effectively.  I had three twitter followers for several months.  Today I discovered a great way to gain followers, people that want to read my tweets and me to read theirs.  I have nearly 200 hand-picked followers and I am just getting started.

If you are serious about interacting with the world around you, sharing what you know, and learning from others that have the same interests as you, then you will want to join twiends!

It is free to join, though if you want massive immediate participation you can shell out a few dollars for that.  Otherwise it is free!  Check them out!

Randy R Cox

Sooner or later you will be tempted to use alcohol as a negotiation tactic. Since the day fermented beverage was discovered to alter mood, alcohol has been used to loosen the purse strings. In many cultures it is the traditional way to build relationships of trust before commitment is made. Conference table or campfire, the jug has been passed around for centuries.Malt Whiskey

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If your prospect orders a martini, it is a little awkward to order a Dr. Pepper. Keep in mind that even a single drink can influence the parties of a negotiation significantly, perhaps positively, perhaps not. If you use it, the absolute rule should be to use less than your negotiating partner. The successful negotiator maintains control.

As I negotiated as an electrical contractor, or more recently an insurance adjuster, alcohol use would have been unthinkable. Either of these activities are sensitive enough that alcohol would be an inexcusable mix. On the other hand, as an art dealer holding public art shows for our stable of artists, we always provided wine and cheese. Customers seldom regret purchase of art but closing the sale is difficult when it concerns relatively large expenditures of money for things that just hang on a wall or sit on a pedestal. Most of the larger art sales happened later in the evening when walks were wobbly and tongues thick. Sometimes when people spend their hard earned money, they want to feel good and have a good time.

I just heard about a deal maker (everybody is a deal maker) that decided to do a little fishing and relaxation between negotiations. He’d been at the lake for a while casting his artificial lures to and fro, but having no luck at all. Not far from where he stood, he spotted a cottonmouth water moccasin with a frog in his mouth.

Frogs make good bass bait!

Being an aggressive bargainer–always ready to make his move when the advantage is right—the fisherman decided the snake could not bite him with the frog in his mouth. Quick as a wink, he grabbed that snake just behind the head and took that frog for his own hook.

Now he had a problem. He had the snake well in hand, but that cottonmouth was not in a good mood at all. How could he release an angry snake without it coming back to get revenge? He looked around. He didn’t have much to work with, but a good negotiator works with what he has. The half filled whiskey bottle he had brought for relaxation and companionship was stuffed in the fork of a low tree there beside him.

He took that whiskey bottle, popped the cork and poured three of four generous slugs down the captive snakes open mouth. When the snake’s eyes crossed, he figured he was safe enough. He flung that snake as far as he could throw him into the lake, and he went back to his fishing.

After a few minutes he felt something tugging at his pant leg. He looked down, and there was that snake looking up at him–this time with two frogs in his mouth. He had come back for another drink!

Alcohol can be an effective tactic, but it can be dangerous when it gets out of hand. Plying your negotiating partner with liquor is like playing with snakes. You have to be very careful or it can come back to bite you!

As long as man adapts there will be new techniques for negotiation. There is no complete source but the one book that delivers seasoned tactics and strategies to the experienced and inexperienced negotiator is Negotiate to Win by Jim Thomas
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You’re not beaten until you quit! That’s what my dad used to tell me.  The fear of failure leads many people to quit before they are truly beaten.  Failure is just the first step of success!  Your enemy can’t beat you.  You can only beat yourself.

You get to choose! As long as you stay in the battle, you are a success.  Think about this before you give up!  Whatever it is you want to accomplish, you are the only one keeping you from your goal.

I have heard a few excuses in my time.  I’ve made enough of them myself to put me in the excuse maker hall of fame, but for all those excuses, I’ve never actually heard a good one.

Excuses are just exit speeches as losers leave the game before it is over.

Edison failed over a thousand times at getting his electric light to work.  Each time he could have made an excuse and moved on, but he didn’t.  He learned from his failure, adjusted his next experiment and tried again!  The fear of failure did not drive him to quit.  He was not beaten; he did not quit!

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Failure is a habit of starting a game and quitting before the game is over.  Make a new habit.  Stay in the game!  You won’t fear failure as long as you think of it as the neccessary step to success.

When I was a skinny kid, I used to fight a lot!  We had big kid that lived down the street that gave some of my friends a hard time.  I would jump in there to protect my friends even though they were often bigger than I was.  That would usually mean a fight!

I remember a  kid that sat on me, pounding my face until his hand bled.  “Why won’t you quit?” the kid begged.  He was tired of hitting me.   I never thought of myself as losing those fights , even though my face lost more blood than their knuckles.

I won those fights because the next time I told one of those big guys to leave me or my friends alone, they remembered their swollen knuckles and how long it took for their bruised fists to heal.  They would usually walk away rather than risk beating me again.

Some people that know me might say I’ve had a lot of failures in life.  They’d say that because I’ve had a lot of big dreams and only a few of them have happened, but I’ve done a lot of things.  Debbi and I have had a lot of adventures.  I can’t call any of them failures because I’m still working on those dreams and loving every minute.

Babe Ruth hit 708 homeruns.  That’s what people remember, but he also struck out 1330 times.  He hit more homeruns than anyone of his time because he was willing to get back up to that plate after each strike out.

It’s important for you to know who is in control.  You are in control! You decide when you have failed.  You’re not beaten until you decide to quit.  The fear of  failure should never be the reason you decide to quit.  There is no failure for those who perservere.

Don’t let anything stand between you and your dreams. You get to decide!  If you don’t quit, you win!  Life is just a continous series of struggles.  They are never over.  Success is just learning how to beat back the fear of failure and move on, struggle by struggle.  You are not beaten until you quit!


Randy R Cox

Unique opportunity introduces  itself only to you. A similar opportunity may be given to another and only one of you gets  the chance, but whoever takes it will make it his own in a unique way.  Once taken, it may be closed to the others, or it may not.   It is our choice to take it or let it pass.  Shakespeare said, “…the flood, leads on to Fortune.”  Once we accept the unique opportunity, designed expressly for us by providence, we are on our way to an adventure crafted especially for us and adapted to our life as no one else could do.

We don’t just get one shot at the brass ring.   The universe provides abundantly with unique opportunity after unique opportunity.  We couldn’t possibly exercise every chance any more than our feet could touch every grain of sand on the beach upon which we walk.  The sand is there in abundance waiting to support and massage our bare feet as we choose.  It is the way of the universe to offer more than we can use. That is what makes it all such a great and wonderful mystery.


All we have to do is choose one path over the many and a road of adventure and prosperity unfolds before us.  It is a partnership between our soul and our Creator.  That is a unique opportunity.

Multitudes of paths are before you, all you have to do is choose one and began your walk.

The paths do not cease to present themselves.  Some open as others close, but there is always another road of opportunity and all roads are connected to you.

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Great opportunity is available to all of us.  The trick is to climb aboard a   few good ones and ride them to the stars.   Unique opportunity doesn’t come in a tightly wrapped box, but is loosely bound like a book with blank pages.  It comes with form but you provide the substance.  Destiny is a write-your-own affair.  The pen is in your own hand.  If you want success, you tell your story in your own way.  Unless you choose failure, success is whatever you decide that it is to be.

You choose unique opportunity like you choose a spouse.  You look at many, court a few, choose one then build a relationship.

For you,  each special opportunity provides only the potential  you determine to take from it.    Unless you are well  prepared, the greater the opportunity, the greater the chance of it escaping your grasp.  You must know what you want, build a vision for it, and train hard for the occasion it appears.  When you are ready, your dream will follow you, rather than you chasing the dream.

You can’t sit idle waiting for the perfect match.  There is as much chaos as order in the universe.  A dream is a fragile thing.  The unique opportunity is raw material waiting for you to shape it with the detail that you choose. A dream is a living creature.  You must capture it firmly, but at the same time let it breathe or you will crush it.    Reaching for stars is an exercise.  Your reach is extended by each failed attempt.  The next dream may be just the right one for the now practiced hand.  Don’t think of it as failure but as a miss designed by providence.   If you crush one, two, or many dreams, there is always another.  Grabbing an opportunity beyond reach is the only way  to develop the strength of your character.  Don’t fix your eye on the loss, but on the result it could have been.  If one chance slips away,   feel success in your hand as if it had not escaped, then reach higher.

With confidence, seize your opportunity and own it.

Remember each of us is different.  So many people waste themselves in envy of the opportunities that other have and take.  Because you  are your own person,  it is a mistake to look at the opportunities that come to others so easily or to lament the unfairness of it all.  It is a diversion of your goal  to pine over the opportunities afforded but missed by  others,  and it is an equal waste to begrudge the  opportunities that others take so effortlessly to prosperity.  You are not the same person as any you may observe.  You are unique.  The infinite opportunities that come to you are unique to you.

Don’t lose a moment of sleep over chances  you don’t have.  You have many times more opportunities than you are capable of  taking.  You have so many you can never even see them all.  While one comes to the front of you, another appears at the back, at the sides.  Unique opportunities are everywhere.   Any number of them possess  the potential to lift you to levels of success beyond your wildest hopes.  Choose with care, select one or two opportunities and make them your own.

Reach for a twinkling point of light, and let it carry you to the stars.  Design your own destiny.

By Randy Cox

Fortune follows the bold and the brave.  Virgil, the Roman poet, is credited with writing, “Fortune favors the bold,” but it must have been noticed long before it was recorded.

If only I had….  How many times have we said that, passing on this opportunity or that, yet afterward realizing a quick bold move would have brought us great fortune?

The habit of watching opportunity pass by without seizing it builds walls of bad luck, shielding us from better things.  Each time we standby, we add thickness to the wall and we reproduce a state of mind destined to failure.

Sometimes we have to be bold!

Unhappy people are not satisfied with favors life has bestowed upon them.  Mostly, unhappy people blame it on luck, but luck, good or bad, is the result of habit.  Boldness of action exposes the actor to greater opportunity because he takes more action.  The results are greater, the life lived is fuller.  This is why fortune favors the bold.

Fortune does not love those who hesitate.  Fortune seldom turns to those who refuse to dare.  It takes an act of strength to win it.  Good luck does not just happen.  It is not a corollary of timidity.  It is the reward for action.  A little luck comes to those who act, and a lot of luck comes to those who act boldly and often.

Luck is sown.  It must be cultivated.  The fruits of good fortune are only ripe after a time following a bold action.  The action must be taken.  In time the struggle of life will yield to the appropriate action taken in the right time.

Timidity is a defect that isolates the person from the full fruits of life.  The timid are removed from the field of living by their own inaction.  There can be no victory to one who fails to enter the fray!

Sometimes success can bear upon a single act.  Other times success follows a series of acts…but never does success result from a failure to act at all.

Act and act boldly!

If you cling to the opinons of the masses, you will achieve the fortune of the average.  To be showered with the affluence of abundance that the universe provides, you have to be willing to entertain viewpoints beyond the ordinary.  Don’t be afraid to try something bold and different.

Take a deep breath, pay attention to the endless opportunity that passes by, grab one and hold on for the ride of your life.  Take action! Fortune favors the bold!

Never accept the first offer.  In case I didn’t get it right the first time, again, “Never accept the first offer you receive.”

Whether you are buying or selling, hiring or applying for a job, accepting the first offer violates the whole premise of win win negotiation.  Don’t do it!  No matter how tempting it is, don’t accept the first offer!

A good negotiator is a partner…not an opponent in making a deal.  Both parties need to win.  When both parties to a negotiation feel good about the outcome, the chances of additional deals are great.

If you grab the first offer and run with it, the other party will feel like he left money or terms on the table.  Even if it is a great deal for him, he will feel like he did so poorly that you accepted before he could change it.  He will always feel badly about the deal.

Even if the first offer is a great one, the skilled negotiator will counter offer.  Negotiate!  If the first offer is firm, and your counter offer is rejected, adjust it and try again.

There should be a logical sequence to the adjustments you make as you counter offer.  With each new counter offer, you want to present a concession moving toward your partner’s offer.

You should have a definite bottom line beyond which you will just not go.  Know your bottom line before you even start.  Each concession should move toward the bottom line in a proportionate manner signaling  you are getting closer and closer to your absolute rock hard position.

Suppose you are trying to buy something and the first offer is $100 dollars.  If your original target price before the offer was $150, you’ve already got better than you had to have, but don’t just accept it.  Counter offer $50.   When that is rejected offer $75.  If that is rejected try  $90 then $95, finally $99.

Notice that each new counter offer you make moves in a smaller piece than your last concession.  You are sending signals that you are getting closer and closer to your bottom line.   Chances are good that you will get an acceptance somewhere between $75 and $90.

Sometimes poor negotiators  are genuinely firm in their price.  They only have the first offer and refuse to negotiate.  If you have one of these guys, you will make him happier if you negotiate your way from one concession to the next.  Even if he refuses to budge on price and you settle for the $100 he will feel as though you drove a hard bargain and he got as much as possible from you.  When you offered the $99, you are signaling that you are leaving nothing on the table by the progression you have made.

When such a deal is over, you get a price that is better than you expected.  Remember your bottom line was $150.  You’ll know you left little on the table because you tried to get it.  Your partner will feel good because he got what he was asking.  Everybody wins!