Networking for Opportunities by Erwin Flynn

Networking can be an intimidating task. Many businesspeople don't know how to go about this process, but there are ways to make it more enjoyable and rewarding. In these tough economic times, it is more important than ever to foster new business alliances. How do you network for new opportunities?

Plan Your Networking Approach 
"Although we know that the goal of networking is to discover new business opportunities, it's more than a "paint by the numbers" process," according to Andrea Nierenberg, a keynote speaker for conferences and corporate meetings and President of The Nierenberg Group. "It takes time, patience, and creativity to cultivate people into our lives." 

When Nierenberg first started her consulting business, networking was starting to get a bad reputation. "People saw trade shows and business seminars as 'targets' to pass out and collect as many business cards as possible," she confides. "Ultimately, people networked when they needed something from someone."

To make positive networking become a part of your everyday life, start with a strategy and begin the process. "Begin to imagine that many people you meet can lead you to potential business," Nierenberg says. "Think about how that strategy will include tactics to allow people to feel comfortable to want to help you achieve more." 

First, know your contact. Let's say you call someone up and say, "Hi, Bob. I need your help with some referrals. Any suggestions?" On the surface, it seems harmless. However, people will sense when you're using them as a means to and end. Have a genuine dialog first; then, at the right time, ask them if they would help you "brainstorm" for new ideas to develop new business. 

Second, see the potential. Everyone we meet is a client, prospect, friend, or knows someone who can help us meet one. "Often, the top people rely on people they manage for advice," Nierenberg advises. "While the president of a company signs the biggest checks, you might want to find ways to let that person's staff see how you can provide the products or service to help everyone at the company." 

Third, follow up in unique ways. No, you don't have to send singing telegrams. When you network with new people, work to remember something that is important to them. Then, these topics can become a springboard for future communications. 

For example, if someone likes fishing, you could send a follow-up note that has a fish on it. It doesn't take much, according to Nierenberg. However, it does take some thought. It's this attention to detail that will strengthen your networking relationships. 

The Three P's of Networking

Deb Haggerty, President of Positive Connections, views the successful networker as someone who enters a room and sees people who need to be connected with others. Once this attitude is adopted, there are three steps to make networking pay off -- Process, Place, and Practice.

1. Process. Process refers to how and why you are going to go about networking. Haggerty recommends asking yourself the following questions:
* Why am I networking?
* Who will I be networking with?
* What am I able to give?
* What do I hope to gain?
* When will I network?

"With these answers in mind, set goals for your networking -- decide on a tracking system and get your tools ready (business cards, brochures, contact lists for referrals)," Haggerty explains.

2. Place. Open your mind to the endless possibilities. Anywhere there is another human being, there is the possibility of networking. Especially good locations are:
* Chambers of Commerce
* Professional Conferences
* Social Clubs and Churches
* Professional or Alumni Associations
* Charitable Organizations

3. Practice. Like anything else, proper networking must be practiced to get it right. "The most important aspect of networking is creating a good first impression," Haggerty says. "Since you only have one chance to do this, it makes sense to hone the skills that will accomplish it."

Her guidelines are as follows:
* Keep business cards with you at all times, along with pen and paper to write notes on the cards you receive. This will help you to remember the who, when, and where of why you have them.
* Have a "Tell Me About Yourself" attitude. This is a short phrase that will enable you to respond professionally and lead to a meaningful conversation with a prospect.
* Remember the three-foot rule. Anyone within three feet (about the length of a handshake) is a prospect and possible contact for you.
* Always smile at people - it's contagious!
* Have fun! Take networking seriously, but don't be serious when you are doing it. 

Bottom line: Networking is an attitude. Your job is to get others to see you as someone who wants to help them. Once you accomplish this, everyone you add to your network will be actively selling you to everyone else they network with, Haggerty reports.  

"More Stuff We Make Up About Our Prospects" by Wendy Weiss

-- Go through the "no's" to get to "yes."
-- It takes X number of "no's" to get 1 "yes."
-- Every "no" brings you closer to "yes."

I've heard these statements in so many sales training courses and read them in so many sales books. No wonder so many people hate cold calling! Who wants to hear "no"? Who wants to go through X number of "no's" to get to "yes"? That's exhausting and demoralizing. Ecch!

Wouldn't it be so much nicer if almost no one said "no"? Isn't it great to hear "yes"! Wouldn't it be wonderful to only hear possibilities? Well, you can. And this is how:

I have been writing a lot recently about changing the way that you think. Many times, what we think is a "no" is really something that we are making up! It is important to differentiate between the actual words your prospect says and what you think your prospect is saying. There are the "facts," or "the words," and then there are the stories, the things we make up about what we think our prospect is really saying. Frequently, the two have nothing in common! 

Learning to hear what your prospect is actually saying versus what you make up they are saying will result in hearing fewer and fewer "no's" and feeling less and less rejection. This does take some work and practice, like learning any new skill, but it can be done. Here are some examples:

-- If a prospect says to you that they are not the decision-maker and that you need to speak with someone else, that is not a "no." She is not the decision-maker. But if she gives you the name of the decision-maker, that is a "yes." She is helping!

-- When you are trying to set a new business appointment, if a prospect asks you to "send something" instead, that is not a "no." More than likely, it means you haven't convinced her yet. Send her something—you now have a second chance.

-- If a prospect says she's busy and asks you to call back, that is not a "no." That's a request to call her back. Do so.

-- If a prospect's secretary says that your prospect is in a meeting, that is not a "no." Your prospect is in a meeting. Ask when she will be done with that meeting, and call back  then.

Many of our "no's" are actually quite neutral. But we don't hear them as neutral. We read extra or hidden meaning into the neutral words and turn them into something quite different. Examine the facts. Examine what is actually being said. Check to see if you are "making stuff up" about a conversation that, when you examine it, is actually neutral. Is your prospect really saying "no," or is it a story that you are telling yourself?

Hearing "no" continually is demoralizing and dispiriting. It is difficult to be energized and interested when facing that wall of rejection. Stop hearing "no" by always checking your facts in prospecting and sales situations. As you check your facts, stop yourself from "making stuff up" about those facts. As you do this, you will find that many of your "no's" disappear. You will hear more "yes's." While the "no's" may never disappear completely, eventually "no" itself will become the aberration. You will then be able to prospect in a whole new way. Go to it! 

BUY HER BOOK: Cold Calling for Women Opening Doors & Closing Sales

Mentoring with: Tina Louise Odgen

BARRIE: Tina, what kind of challenges have you faced? 

Barrie, I, like most people, have faced many challenges through-out my life.  Fortunately, challenge faced with insight and confidence often means new opportunity.  For example, when growing up, my school system, had limited resources, and no one in my family had gone to college.  However, mentors along the way provided guidance and direction and contributed to my successful undergraduate and graduate school studies. 

In another example, when I first entered the work world as a woman engineer, I went through a couple of years of sailing in uncharted waters.  However, I stuck to it, and persistence paid off.  Eventually I found a mentor who helped me navigate. 

BARRIE: How did you begin your interest in mentoring?

Well Barrie, my interest in mentoring began after I was in the corporate world and understood what it meant. My interest was fostered by the memory of mentors that guided me when I was younger, who through their coaching illustrated to me what it might be like –out-of-the-box. For my mentors in school and sports I am forever grateful. And it is in their memory and dedication that I give back.  In particular I had a sixth grade teach who told me his story of career woes and guided me to study math….

Barrie: Have you had other mentors along the way?

Yes.  When I was young, I did not recognize that individuals such as teachers, were mentoring me. However, once in the work place, I began to understand the valuable role of mentors.  Early in my career, I had two exceptional women mentors. While working in one company, the first mentor was my boss.  While at a different company, I was assigned a mentor through the Human Resources Department.  In this second case, it really worked well because this was a senior woman who was not in my chain of command.  This allowed her to be quite candid.

BARRIE: What do you think about women and the mentoring process? 

I think that women should reach out to mentor other women. Women need to seek and cultivate mentors as well.  Also, given that so many men are in the top ranks, and know the rules that got them there, women should realize that men can be valuable mentors as well. A male mentor will have keen insight to the rules of engagement while women mentors will have the shared experience of having gone through the same issues.

The experiences of working as a woman are different than for a man. This is a complex subject, but, most cultures still treat women differently from early childhood. This hinders women from learning early in life about many skills that are necessary in the business world. I learned much about these issues in 1986 when I was appointed to a New York State Task force to identify issues surrounding the lack of women and minorities in technical careers. 

For example, I think that men have a different level of emotion in the work place. They suppress their emotion. Boys learn this skill early on. For men, the career often becomes like a sporting event.  If someone gets a man mad, that “guy” scored and the offended man comes back to play another day. Women often have not learned this approach. Women tend to take things personally. This is one example as to why a woman mentor is important. 

Women also have workplace issues like finding role models or career paths that are viable with raising a family. I believe that an experienced career woman can coach a young woman just starting out better on this subject than a man could.

On the other hand, w see some cases in the workplace where women are in denial. I was meeting with a female Nobel Laureate and asked her about women in the work place. Her answer was that there were no women-issues for her in the work place. By the time of this conversation, I had professional experience and was not convinced about what she said. However, I recognized that it had to be either her perception, or her public position on the subject. She remained black and white that she had no workplace gender issues. In another example, I know a professional woman about the same age as the Nobel Laureate (late 60s-70s) who was a CEO, and now serves on several Fortune 100 boards. She does many things to help other woman and recognizes those challenges unique to women..

BARRIE: What types of mentoring have you done?

The mentoring that I have done has taken three forms:

presentation to groups
structured “corporate” mentoring
impromptu assistance to a range of individuals in need.

The presentation to groups was often centered on career day programs or other career forums. This often takes the form of motivational speaking with a broad overview to introduce opportunities in science, math, engineering or technology to persons who may not have any idea why that foundation is important.

The Structured Corporate mentoring took place in “corporations. ”Actually, this was one of my better experiences in being mentored.  When I worked at Bank of New York, I was assigned a mentor. That was fabulous. I was assigned a career savvy woman who guided me on corporate cultural issues and management communication issues. It was very powerful. Later, when I became the assigned mentor at a different firm, I had an understanding of the power of mentoring. I was able to provide my mentees with guidance for both the company specific issues as well as broader career issues. 

Impromptu mentoring comes about when persons comes to me either word-of-mouth or another route. In this case, I have a list of persons that I have provided guidance to over the years. In this category, the guidance seems to fall in two areas. Strategic issues like, “I have this problem. It just came up. Can up can you help?” A couple of these have been salary negotiations. Another example has been how to exit a company. Other issues have concerned discussions of next steps for career moves, “What are the pros and cons of possible career opportunities? In this category, much of the work is instilling confidence in the person to take a certain step

BARRIE: Do you see a theme across the persons you have mentored?

Yes Barrie, I think so. And the theme varies by venue. For the mentees participating in a career day, the biggest take away they can have is to have their imagination opened, get motivated about new opportunities, and gain confidence about continuing to study in science and math. For the corporate mentees, the theme is more like the aha insight, that psychological event that occurs when someone understands a concept clearly for the first time.  For these corporate mentees, you can see the lights bulbs coming on when they realize that a corporate issue really is less “about them” and more “about how the system works”.  Eyes also open when a mentee realizes that a career is like a complicated long-term game where there are pieces that have to be collected before something else can happen (Getting ones ticket punched).

Barrie: What do you think is an important message for all persons out there?

Barrie, I think the most important message is that empowerment comes through risk taking.  Using the subject of mentors as an example, a woman generally must seek a mentor.  This will not happen with taking the risk of asking someone for assistance and then risk that the person may responding, “no.”  Likewise, if a woman finds a mentor, she must take the risk to execute the suggested steps in order to progress towards desired goals and results.  We cannot grow or succeed as individuals, even with guidance, if we do not take the associated risks.   

"Life Lessons from Eleanor Roosevelt: The Woman behind the Mystique byline: Eleanor Roosevelt II Niece of Eleanor Roosevelt

You know Eleanor Roosevelt for many things: her role as First Lady and devoted wife of FDR, her tireless activism for the poor and oppressed, and her groundbreaking work as U.S. representative to the United Nations. The Eleanor you probably don't know is the woman who insisted on serving hotdogs and hamburgers to the king and queen of England . . . who wept openly at the funeral for her beloved dog . . . who learned to dive at the age of sixty-plus . . . who celebrated the Universal Declaration of Human Rights with a running slide down the hallway of the Palais des Nations in Geneva. 

That Eleanor has many lessons to teach, lessons about living with exuberance and integrity and love for one's fellow man. 

I learned so much about life from my Aunt Eleanor. I maintained a close relationship with her until the day she died. She was so much more than just a First Lady: she was truly an individual of great spirit and compassion. I feel privileged to have known her. I want everyone to have the chance to learn from her inspiring life. 

Eleanor Roosevelt lived a long and richly-textured life. She was a woman who lived with grace, dignity and a dedication to work that puts most of us to shame. They just don't make public servants like Eleanor Roosevelt anymore. 

The following stories reveal some life lessons that I learned from my aunt-lessons we would all do well to heed: 

o Walk the talk. During World War II, certain consumer goods were scarce. There was a campaign to persuade people to establish one meatless day a week. Aunt Eleanor was acutely aware of the privileged position of the White House and felt that she and Uncle Franklin must join in as well. So every Thursday night for dinner, she served scrambled eggs, which was one of the few things she knew how to cook . . . In general, people are delighted to receive an invitation to dine at the White House, but I suspect that during the war years, candidates hoped it would not be for a Thursday night dinner. 

o Listen to the child within. During her work with the UN, Aunt Eleanor chaired the eighteen-nation commission to draw up the Universal Declaration of Human Rights. On the day in December the commission finally finished its work and voted the declaration ready to be brought before the General Assembly, she gave a small reception for her colleagues at the Palais des Nations in Geneva. She wrote to me that after the guests had left and she was walking through the empty halls with her advisor, she came up with a better way to celebrate than with a glass of champagne at a party. The marble floors were polished to the shine of black ice. My aunt's feet were long and narrow, and her low-heeled shoes had leather soles. She ran, gathering momentum, and then slid down the hall, her arms outstretched in triumph. It was so much fun that she did it again. 

o Never stop learning. In her sixties, Aunt Eleanor learned to dive to prove a point to Marshall Tito, leader of communist Yugoslavia. Tito had built a swimming pool on the Dalmatian coast and invited my aunt for a swim. She said she noticed that the marshall was not able to dive, and she decided then to emphasize her political arguments with him by proving that women in a democracy, even elderly women, had the freedom not only to study whatever intellectual subject they chose but also could learn any sport. She was tired of the endless remarks about soft, capitalist Americans who did nothing but watch television. "So you see Ellie, I decided to learn to dive, and when you tell me that I have succeeded, I'm going to have a good time writing to the marshall and telling him that this soft, capitalist American is over sixty and she has just learned to dive. Americans, you see, are not afraid to dive into the unknown. They can surprise the world when they want to."

o Don't live in fear. When Aunt Eleanor was to meet with Nikita Khrushchev of the USSR at her home at Val-Kill Cottage, a Secret Service agent told her that a grove of maple trees posed a security hazard and should be cut down. "I know you'll do your job and you'll do it very well, of course, but you may not harm one of my trees," she informed him. "You may put a special agent behind every one of them if you think it necessary, but my landscape stays the same until old age or a hurricane changes it!" And the trees, which meant so much to her-some of which she and Uncle Franklin had planted when they were newly married-still shade the meadow.

o Forgive those who make mistakes. One day when Aunt Eleanor was in New York, she took a shortcut in the middle of a block, stepping into the street from between two parked cars. A taxi driver, who had just delivered a fare, backed out into the street, hit Aunt Eleanor, and knocked her down. She got right up again but the taxi driver was instantly out of his cab and beside her.

I can imagine his profuse apology. "Oh, Mrs. Roosevelt, I'm so sorry. Are you all right? Can I take you somewhere? Do you need to see a doctor? At least let me take you home." But Aunt Eleanor was most concerned about the driver. "You must leave right now!" she directed him. "You might be fired for this! Just go, get in your cab and go right now!" . . . She told me she felt relieved when he drove off, and when she was sure that no one would notice, she allowed herself to limp to her apartment.

o Live life to the fullest, today. Sometimes when Aunt Eleanor asked for questions following one of her lectures, the subject of life after death was brought up. As always, she considered her answer in the light of her own experience and judgment, and truthfully gave her opinion. I recall her with a fork in her hand as she said, "As long as I can remember, philosophers have been debating the question of life after death. I do not think that we humans have a way of proving it one way or the other, so I have decided to leave the debate to the philosophers. I am committed to my work and enjoy it, so I simply tell my audience that I have no idea if there is an afterlife or not, but I'll find out soon enough."

When Eleanor finally did "find out" the truth about the afterlife, her immense popularity was clearly revealed. So many people converged on the little town of Hyde Park-including a number of presidents-that after leaving the memorial service, some of her own family members couldn't navigate the crush of traffic to get to the burial.

It was early afternoon when my family and I made it back home to Rhinebeck after the frustration of bumper-to-bumper traffic for an hour and a half. I was disappointed to have missed the burial and lunch, but glad, in a way, to return to my familiar home and little pond and quiet woods. My heart was already full of the wonder and privilege of having had Aunt Eleanor in my life. She is always with us, urging us to carry forward her wise tolerance and love of mankind.
:
As side note: ER II's is the oldest living relative of Eleanor Roosevelt and was often referred to by ER as her favorite niece. ER II's father was Hall Roosevelt, Eleanor's brother. President Theodore Roosevelt was ER II's great uncle.

ER II is extraordinary in knowing and growing up with several generations of Roosevelt's. She first remembers her aunt when ER II was six and they would meet during summer stays with ER II's Great Aunt Corinne, sister of President Teddy Roosevelt. She met and knew FDR and FDR's mother as well as all of FDR's and ER's children and grandchildren.

ER II visited the White House often, starting as a teenager during FDR's presidency and continuing to her coming-out party in 1938 hosted at the White House by FDR and ER. She continued a close relationship with ER until her death in 1962. A single memorial plaque to Eleanor Roosevelt now hangs in the Hyde Park Episcopal Church opposite the pew used by ER and FDR. ER II carved that plaque.


Buy Now! With Love, Aunt Eleanor: Stories from My Life with the First Lady of the World

"Leaving Messages" by Wendy Weiss

'Hi __________. My name is _________. I'm your ________ sales person calling to introduce myself. I would like to talk to you about what we have to offer.'

The above is an actual message that was left on my voice mail. I did not call back. Would you? Probably not.

Let me state up front that I'm still not a big fan of leaving messages. Having a conversation with your prospect is always so much better, and with some skill and patience it is possible to eventually get most prospects on the telephone.

If, however, you choose to leave a message, you must give your prospect some reason to call you back. 'I would like to talk to you about what we have to offer' does not cut it.

When you are speaking with your prospect for the first time, it is imperative to have a hook, something to grab and hold that prospect's attention. If you don't hook your prospect in the beginning of your conversation, they will not want to speak with you. They will say, 'I'm not interested,' and worse case, they may hang up on you.

It works exactly the same way when you are leaving a message. If you don't have a hook, if your message does not grab and hold your prospect's attention, your prospect will hit delete and that will be that.

The process for finding your hook, whether for your actual conversation or for your message, is always the same. You want to identify hot buttons, those issues that are so important to your prospect that when they come up, your prospect stops in her tracks to listen. Every single message that you leave must have a hook. And if you plan on leaving more than one message, you will want to have different hooks. (And BTW: If you really wan to reach your prospect, you will need to leave more than one message.) This way you will always be saying something new.

Start by making a list. List every benefit and value that you  and/or your products/services bring to your customers. Once you have that list, create a message for each benefit/value. You can have more than one message about any one benefit/value, as long as you have another angle or another point that you can make. When you are done, you should have several different generic messages that you could then leave for your prospect. Once you've developed your generic messages, you can then customize them for any particular prospect. 

He.are are some additional tips for leaving messages:
* Say your name and telephone number at least twice, once at the beginning of the message and once at the end.
* Spell your name.
* Speak slowly and clearly. No one will ever call you back if they do not understand you.
* Slow down when you spell your name and give your telephone number. Your prospect will interpret this slowing down as a direction to write, and will pick up a pen and write down your information. This works when you are speaking directly to your prospect as well.
* Make sure to tell prospects that you will call back if you do not hear from them. This way you take back control and are not left sitting by the phone, waiting for prospects to call.

© 2006 Wendy Weiss

BUY HER BOOK: Cold Calling for Women Opening Doors & Closing Sales

Leave Mama's Junk Alone by Barbara M. Morris. R.Ph.

A young friend (about age 30) and I (age 74) were talking about all the "junk" we collect over time. The conversation turned to how much "junk" her mother had, and I understood because by the time you reach my age, even if you are not a chronic pack rat, "junk" accumulates. My lame excuse for saving things is that I work full time and deciding what should stay and what should go is not a priority. Another justification is that I grew up in a large family during the Great Depression, always wanting "things" of my own - and now I've got them - big time. Get rid of them? You've got to be kidding!

I know that regardless of sentimental value, ultimately it's all junk and must go, but not right now. Don't push me!

The conversation with my young friend shifted to her brother who lives with his parents. He needed more space in the garage for his car, and Mama's "junk" was taking up more space than he deemed necessary, so he threw some of it out when Mama was not at home. "She'll never miss it," he rationalized. My friend, normally a thoughtful ethical person, helped her brother commit the crime because she also felt, "She'll never miss it and doesn't need it." 

It appears that more than a few adult children feel the same way. On several occasions my Boomer-age daughter, who doesn't live with or near me, and should not be bothered by my junk, has suggested, "Why don't you get rid of all this stuff."

What should it matter to adult children, living in their own home with junk of their own, how much stuff you collect? After you are gone, they can back up a garbage truck to the garage, and get rid of it. On the other hand, if they are smart, they can have a garage sale. Some of the stuff my generation has been saving from "day one" now has antique status and may have value, perhaps not to unappreciative children, but to savvy collectors.

Let me explain something to adult children about old people, i.e., their parents: If retired, there are no more long or even short term goals, no more dreams or aspirations - nothing to strive for. Just about all they have are memories. When old people get together what do they talk about? Their aches and pains, financial situation, the grandchildren and - the past. "Remember when" is an integral part of a typical retiree's conversation. And that's okay. 

Those scraps of material Mama has been saving that you think she doesn't need and won't miss are tangible evidence of time that can be revisited by touching or seeing those pieces of cloth. I save pieces of cloth because I used to sew, and when my daughter was small, I made many of her clothes. What my daughter doesn't understand is that when I look at a piece of cloth, which is the remains of a dress I made when she was two, it gives me a warm and fuzzy feeling and that's nice. She doesn't remember the dress and that's okay. Just wait until she has her own collection of warm and fuzzy tangibles from the past that she wants to hold on to.

Adult children often encourage parents to move into a smaller home or apartment. "You don't need this big house anymore, and it will be a good time to get rid of all this junk." Maybe Mama doesn't "need" the big house, but she's comfortable there with all her memories. The teapot on the stove, looking like a thrift shop reject is a happy reminder of when she just married. The linen closet with wedding gifts she never used harbors cozy memories just as clear as yesterday. The wallpaper that's been there forever, the carpet with the worn spots, the pictures, the bric-a-brac -- yes, the "junk" -- become arms that embrace her at a time of life when she may not have a lot to keep her emotionally warm. Sell or throw away links to the past to accommodate what you think is best for her? If she's content and can manage the upkeep, why hassle her to leave?

Until there is a good reason to do otherwise, leave Mama alone with all her junk. It's not yours to dispose of until she dies or asks you to get rid of it. How would you feel if she came into your home while you were away and threw out what she considered "junk" - after all, you are at an age when you've already collected a few useless trinkets that have great meaning to you but would be rated "junk" by others. 

What goes around comes around. Respect rights of others, especially your parents. Your children will learn from your good example and if you are lucky, they will not throw out your precious "junk" behind your back when you are old.  

BUY HER BOOK: Boomers Really Can Put Old on Hold

"Paying for Online Purchases" by Jacquelyn Lynn

The best way to pay for online purchases is with a credit card. Period. And it's a great idea to get a credit card that you use exclusively for online shopping so that you can quickly and easily review the charges each month and be sure they match what you actually bought.

Paying by credit card online is fast and safe. Yes, safe. Credit card companies are working hard to protect their customers from fraud. Most cardholder agreements limit your liability for fraudulent charges to $50 -- and, most credit card companies don't charge you that even though they can. Recently, I got a call from the security department at Discover questioning some online purchases on my account. The charges had been made on Sunday evening; the call came in first thing Monday morning. As it happened, I had made a couple of online catalog purchases on Sunday afternoon, but there were two charges -- one to an online auction site I never use and another to an online porn site -- that weren't mine (or my husband's, and he has been teased mercilessly by our friends about the porn site charge). Discover immediately closed the account and issued us new cards. It was mildly inconvenient, because we had to take the time to notify the companies that use that account for automatic payments, but we didn't lose any cash.

Another advantage of paying by credit card is that you have additional security because you can dispute the charge if there's a problem, such as if the merchandise doesn't arrive, doesn't work, isn't what you expected, or you returned it and didn't get your refund.

Virtually all online retailers accept credit cards, either as a direct merchant or through an online payment service such as PayPal (more about that shortly). It's a good idea to check to see what payment method the merchant accepts before you spend too much time shopping. Most accept Visa and MasterCard. American Express and Discover charge merchants higher fees than Visa and MasterCard, so some online retailers don't take those cards.

Smaller retailers may not accept credit cards directly but may accept them through online payment services. PayPal, owned by eBay, is probably the best known and most popular online payment service, but there are others, such as BidPay.

Here's how online payment services work: You set up an account with details on how you want to pay (credit card, bank transfer, whatever). When you want to make a payment to a seller that accepts that particular payment service, you just tell the service who to pay. The amount is charged to your credit card or withdrawn from your account and immediately transferred to the seller. If the payment cannot be made electronically, some services will issue a check or money order -- this is most commonly used when buying items from individuals overseas.

You could also pay by mailing a check or money order, but there are some drawbacks. First is the convenience factor, especially if you have to go somewhere to purchase the money order. Second is the time it will take to get your merchandise. Many sellers who accept checks and money orders will delay shipping your purchase until your check has cleared or they have been able to confirm the money order is legitimate. Third, and perhaps most important, is that you have no extra layer of consumer protection with checks and money orders as you do when you pay with credit cards. Banks and money order issuers can't do a charge back the way a bankcard merchant account provider can. And finally, while this is not a particularly common issue, the potential for fraud with check payments is higher than with credit cards. Check amounts can be altered, or the seller (or the seller's payment processing staffers) can use the information on your check (your name, address, phone number, and bank account number) to steal from you later.

Most online merchants do not accept cash -- and you shouldn't pay with cash anyway. Cash is easily lost or stolen, and you have no way of proving how much you sent if the total doesn't arrive. Reserve paying cash for face-to-face transactions.

Another online payment option that is more commonly used with high-dollar purchases is an escrow service. This is where you deposit the funds with an independent third party. The merchant ships when it receives confirmation that the funds have been deposited. When you receive the merchandise and advise the escrow company that you are satisfied, the funds are released to the seller. If you are not satisfied or you don't receive the goods, the funds are held while you resolve the problem with the merchant.

Don't use a debit card for online purchases. While most online payments are processed without a problem, if yours happens to be the exception, using a debit card could give a hacker or scammer access to your entire bank account. While debit cards do offer some security and fraud reimbursement programs, most debit cards do not offer the same level of protection that is available with a credit card.


  BUY NOW!!! Online Shopper's Survival Guide

Read her other article: Keeping Up with the Scammers, How to avoid online FRAUD and SCAMS

"Keeping Up with the Scammers, How to avoid online FRAUD and SCAMS" by Jacquelyn Lynn

When I was writing my book, Online Shopper’s Survival Guide, one of the most intriguing topics to research was the chapter about staying safe and avoiding scams. The creativity and perseverance of con artists and thieves is absolutely amazing. Their efforts have evolved from simple and crude to extremely sophisticated -- and they are creating a tremendous challenge for the law enforcement agencies that do their best to keep up with this new breed of criminals.

What’s sad and frustrating is that in most cases of online theft or fraud, the victim played a role in the process, either by being careless with her own personal information or by unwittingly cooperating with the criminals. Some victims are driven by greed; they think they really can get a lot of money for very little effort. Others are driven by innocence; they really believe that e-mails from fraudsters are legitimate and they politely answer all the questions. Remember, the “con” in con artist comes from confidence -- the fraudster gains your confidence and makes you believe it’s okay to do what he’s asking.

You are your best defense against online crime. You can protect yourself by always staying in charge of your online activities.

One of the most common online crimes is known as phishing (pronounced fishing). Scammers use a variety of methods to trick you into revealing personal information that they can later use to commit identity theft or other types of fraud. Some phishing efforts are obvious, others are very clever.

Whenever anyone initiates contact with you and starts asking for information, do three things:

Stop.
Think.
Stay in charge.

First, stop. Never reveal personal details, financial data, or other private information that criminals could use to commit crimes. When someone starts asking for information, simply stop and terminate the contact. If the request is legitimate, you can always complete it later.

Of course, if you are making a purchase from an online website, it’s okay to provide your name, address, and payment information -- but that’s all. The e-tailer does not need to know how many children you have, your pets’ names, your birth date, where you were born, or your mother’s maiden name. People often use this type of information to create their passwords and scammers know it.

Second, think. Consider what you’re being asked to provide and why. Do you really think your bank and credit card companies are going to ask you to confirm your account information, including account numbers and passwords, by e-mail? They don’t do that. They already have that information. And if there is a legitimate problem with your account, they will either call you on the phone or send a notice by U.S. mail. If you’re not sure, terminate the online contact, pull out a statement, and call the toll-free number on the statement to find out if there is really a problem with your account.

The same applies to lottery and other contest winnings, and any other offer of riches that seems too good to be true. If you have won a legitimate prize, you won’t be asked to pay anything up front to claim it, nor will you be asked for your bank account number so the money can be deposited directly. Genuine prize organizations write and mail checks. If you didn’t enter the contest, it’s not likely that you won. And a total stranger from Africa, Europe, or anywhere else is not going to offer you a percentage of millions of dollars just to get that money into the U.S. If you get an e-mail like that, just delete it -- before you give out information that will allow your bank account to be depleted.

Third, stay in charge. Maintain control over your internet activities. Don’t answer questions just because someone asks. This rule applies to any situation where you did not initiate the contact. Scammers often start out by asking harmless questions and gradually move up to the requests that will gain them the information they’re really seeking. They’ll make you feel comfortable -- or, conversely, they make you believe that if you don’t provide them with the details they want, your accounts will be shut down and you’ll suffer some horrible result. Don’t let a threatening e-mail intimidate you into giving out personal information. The reality is that if you do provide them with the information they want, you’re going to end up being a victim of some sort of crime.

Scammers are smart but you can outwit them if you just stop, think, and stay in charge.
  BUY NOW!!! Online Shopper's Survival Guide
Read her other article: Paying for Online Purchases 

"Is The Earth Flat?" byline: Barbara M. Morris

On occasion, I am asked, "Why bother trying to Put Old on Hold? Everybody gets old eventually. Just go with the flow."

Go with the flow into the abyss of decrepit old age? Moi? Not now at 73, not ever!

There is a difference between the aging process - the passage of time over which you have no control (at this time) and the traditional signs and symptoms of "getting old" over which you have an enormous amount of control.

Gerontologist Dr. John W. Rowe says how well you age is 70 percent lifestyle choices and 30 percent heredity and environment." That 70 percent (which I personally believe is closer to 80 or even 90 percent) is a lot to work with over a lifetime.

This is how it's done: Start early, have a vision of how you want to be when you are "old," stay focused on and committed to your goal and you are on your way. I guarantee that your success will exceed your expectations.

But how do you make a commitment to Putting Old on Hold when you are only 30 or 40, and filled with the arrogance of youth, convinced the image in the mirror you see each day will be the same forever? Begin by observing "old people" - how they live, how and what they think, -- their physical and mental condition. Then ask yourself, "Do I want to be like that when I'm 60, 70 and beyond? What can I do to avoid or prevent it?

It helps to internalize the reality that old age is not a TV mini series over in five nights - it can go on for a very long time, and when there are daily reruns of pain, depression, and debilitation, it is not prime time. Also internalize the reality that it doesn't have to be that way --it can be better than prime time; it can be the best years of your life.

Remember a time in history when the most brilliant thinkers in the universe declared the earth was flat and everyone believed it until a rebel came along and proved this undeniable "truth" was false?

Many widely held beliefs about "getting old" have about as much validity as the "earth is flat" theory. 

Assuming it is possible to Put Old on Hold -- specifically, what does it take? In Boomers Really Can Put Old on Hold I discuss the significance and importance of a non-traditional youthifying diet; the need to learn about cutting edge nutrition, proper use of resources that support and enable you to Put Old on Hold; the value of exercise, and the ingredients and benefits of a carefully cultivated mental attitude that empower you to take charge of the aging process. 

If lines are invading your face and your hair is getting gray, please understand that Putting Old on Hold is not all about "looking young," although that is part of the payoff. The real prize is getting to age 60, 70 and beyond and functioning like a healthy 40 or 50-year old. It does not necessarily mean you will live longer - it does mean that if you maintain that level of vibrant wellness for your remaining years, you will have an unprecedented Second Life. You can go back to school, start a new career or a new business. When you have physical and mental health, you can have it all. 

You have the power to Put Old on Hold, a power long suppressed by tradition and outmoded conventional wisdom, the influence of destructive consensus thinking and behaviors perhaps held by your immediate social circle, and belief in the "certainty" that you must succumb to physical and mental deterioration as the years pass. Right now, declare your freedom from "the earth is flat" impossibility thinking and do what it takes to remain healthy, productive, and ageless for as long as you choose.

BUY HER BOOK: Boomers Really Can Put Old on Hold

"Invisible Veil" byline: Margaret Benshoof-Holler

She could have been any of the veiled Afghani women written about in the U.S. media in the months following September 11. But the woman I stood listening to one Saturday afternoon last fall in Sacramento, California was an American woman whose veil was invisible, whose story had been silenced and hidden. 

Her child had been taken away. It was as if it had died. But, there was no funeral, no wailing wall for her to go to pound her fists and cry! The woman was expected to just get on with her life and pretend that she hadn't just given her child away. 

With 30 some years of internalized emotion still causing her voice to quake when she spoke of signing her name on the relinquishment papers, the 56-year old woman in Sacramento spoke of the pain and grief of losing her daughter to adoption. As I listened, I was reminded that here in the U.S. we often deal with loss by covering up our emotions. I was also reminded that the U.S. was bombing Afghanistan because we lost over 3,000 very dear people. No one, though, ever went to war for these women whose losses were in the millions of newborn lives. 

Two-hundred fifty thousand women per year relinquished a child to adoption in the 60s. That number fell to 150,000 per year in the 1970s, 100,000 per year in the 1980s, and 50,000 per year in the 1990s. In the year 2001, there were approximately 51,000 surrenders in the U.S. 

There were more adoptions in the 60s than in the year 2001 for a number of reasons. More teenage girls and young women were getting pregnant then because the birth control pill, relatively new on the market in the 60s, was not readily accessible until late in the decade. Sex education classes were not part of the curriculum in most schools. Few got abortions, which studies show are easier on a woman than giving up a child for adoption, because abortion was illegal in most places. Before Roe vs. Wade, women basically had no choice except to get married, have the child, and give it up for adoption. Most young women were not able to make legal decision until they turned 21 in the 60s. And the self-esteem of many young women was low because of the rules set forth by the strong patriarchal society of the times which held a lot of them back from developing fully as human beings. 

If even half of the women who gave their children up for adoption in the 60s had banded together and cried, their voices would most surely have been heard. But they had not been taught nor encouraged to use their voices. So, societal dictates including puritanical attitudes about sex and women and pregnancy helped silence the voices of so many women for so many years. 

When one loses a child or a mother or father or husband to death, there is a funeral and a time of mourning. That hasn't usually been the case for most of the 6,000,000 birthmothers in the U.S. who have lost their children to the U.S. adoption system. Adoption is looked upon as a single mother's duty for getting herself into that situation to begin with rather than as a deeply painful separation of mother and child. In that respect, not much has changed a lot since the 60s. Societal attitudes towards unwed mothers have made adoption a logical sequence to keeping out-of-wedlock pregnancies permanently hidden. 
It was a guilt and shame thing that kept unwed mothers' voices stifled during the McCarthy and post-McCarthy era of the 60s. 

But, a small group of birth mothers began in the 1980s to find the children they gave up for adoption in the 60s. They began to come to terms with the loss. Still, it's only been with the advent of the Internet that many more birth mothers began to come out of the closet and speak. Many still only talk about what happened to them with each other in much the same way that veterans of World War II and Vietnam only talked afterwards with those who understood what they had been through. Post-traumatic stress disorder symptoms have also effected a number of birthmothers. 

There has been an undercurrent of thought for some time in today's system to move back to the era when women had no choice. Taking away a woman's right to choose would be a major setback and take us back to the times when giving up a child for adoption was a woman's only option. 

When President Bush proclaimed November 2001 as National Adoption Month, he did not mention nor honor in his proclamation the large group of American women who lost their children to adoption. He did not present a plan of prevention of unplanned teen pregnancies or a way to provide free daycare to help financially strapped mothers keep, rather than give up their babies to the adoption industry. But then I supposed he wouldn't since the Edna Gladney Home in Fort Worth, Texas, one of the biggest contributors to the National Council for Adoption to help keep birth records closed, generously donated money to the Bush presidential campaign. So, he didn't address the issue of opening birth records either, which in California have been closed since the Depression era. Closed birth records cut adoptees off from knowing who they are because the system is keeping their birth certificates locked up tight and hidden as a way they say of protecting somebody somewhere. It's certainly not birth mothers they're helping because the majority of them do want to be found. Adoption is an antiquated system filled with a strong need to hide and keep people hidden. 

Even though U.S. women have progressed since the 60s in the areas of education and upward economic mobility and many single women are raising children on their own today, there is still a stigma about anything related to a woman having a baby outside of the confines of marriage. I see it in the way that stories about single mothers get reported (or don't get reported) in the media. Young women are made to sound like criminals if they want to keep their children. 

One-hundred and forty million people in the U.S. have an adoption in their immediate families. Engrained views and practices pertaining to loss and sex and adoption help keep many, like the birthmother in Sacramento, veiled and hidden. In this respect, the U.S. tends to fall behind every other industrialized country most of which have stopped separating the natural mother from her child after it is born except in extreme situations. 

The woman that I stood listening to in Sacramento was coerced into giving her child up for adoption in the 60s. She was then encouraged to keep the whole thing hidden. Her story stayed that way for over 30 years. This mother's day, I would like to honor her and all birthmothers who lost their children to adoption. 

"Invisible Veil" © copyright 2002 by Margaret Benshoof-Holler
BUY HER BOOK: Burning of the Marriage Hat 

JAZZ and GESTALT: The Art of Being In The Moment by Hana Dolgin

I am a seeker of good living. A life that feels good and does good. A life of peaceful vibrations, that extend outward, like a pebble thrown into water.

The peace is in this moment. In the now. In the stillness. In the simple being. 

Allow me to introduce myself: I am a jazz saxophonist and a Gestalt psychotherapist. While these might seem like two very different occupations, in fact they have a lot in common. What they have in common is the art of being in the moment. When we are able to experience ourselves free from preconceptions which arise from various sources (such as our personal history, cultural and social norms, even our own concept of who we "are"), we can let ourselves be surprised by the surfacing of aspects of ourselves we weren't previously aware of. These experiences enlarge and enrich our sense of "self". We are a myriad of potentialities and possibilities! We can encompass a host of traits and behaviors!

A musical example: When I began playing jazz, I had difficulty identifying myself emotionally with the blues, which is an essential ingredient of the music I play. I told myself I couldn't play the blues convincingly because: 
            a) I'm a woman 
            b) I'm white 
            c) I didn't "feel" that music 
               (I didn't experience myself as raw, sensual, melancholy, gutsy, lusty, etc.) 
            d) I hadn't grown up around that music
               (Therefore, it wasn't a natural part of my musical vocabulary.)

As you see, I had preconceptions and judgments about myself, my abilities, and about "who I thought I was". With more time spent listening and more "in-the-moment" experience, while suspending my habitual internal self-talk, I "found myself" playing the blues, and that experience demonstrated to me that I could "be" and "feel" more than I thought I could. 

Jazz is a style of music that includes a lot of improvisation. When I improvise, I can "recycle" old musical phrases and patterns, which are time-tested and safe, or I can take the risk of following each note and seeing what musical idea will suggest itself to me next -- perhaps an idea I've never had or tried before! When I'm able to be open in that way, I allow a unique creation to emerge. If I get too "hung up" when I play a note or phrase that doesn't satisfy me, I miss my next musical ideas and spend time internally "berating myself" for a poor musical choice. Meanwhile, the music must continue to flow, so I'm playing with a divided mind -- part in the past ("poor choice, didn't turn out well...") and part turning out more notes. How much better, I've found, to let the notes that were played vanish into the atmosphere and focus on my next thoughts, and continue to try to create beautiful music.

Likewise, in our lives, we can stick to the time-tested ways of thinking and acting taught to us by others (which certainly may have merit and be useful in some situations), or we can open ourselves to the inspiration of the moment. If we aren't satisfied with the outcome, we can simply choose differently in the next moment, and hopefully not waste precious time berating ourselves for a choice, basically an experiment, which didn't turn out as we had hoped. 

When improvising, and particularly when recording music, I know that whatever I want to create and express must be done now! "The tape is rolling," as they say, and once the piece is played or recorded, no excuses such as "I should have practiced more... got more rest... had my instrument repaired" will be heard or accepted by the listener. Now's the moment, and I must seize it or forever hold my peace! Now is the time to reveal to the world the beauty I'm capable of!

This is a valuable lesson of life. Every moment we live is a once-in-a-lifetime opportunity, precious and irreplaceable. If we can be aware and present to its richness, we can live a rich and wonder-full life!

In Gestalt therapy, we learn to focus and be aware of our thoughts, emotions and physical sensations, all of which help us to connect with ourselves more deeply -- with our needs, dreams and desires. The more aware we are in-this-moment, the more purposefully and effectively we can move towards our fulfillment.

"Excerpt of Chapter Three: In Between East and West" by Dr. Caroline Joan (Kay) Picart

"In Between East and West," is an attempt to paint, in broad strokes, some of my experiences as a Cambridge Fellow in England, beginning with being a molecular embryologist, and shifting to concentrate in History and Philosophy of Science. It attempts to evoke the experience of the loneliness of being a female Filipino expatriate, living within a culture both strange and familiar, racked by sharp pangs of homesickness, haunted by a sense of guilt over not being "nationalistic" enough, or of having left behind all that had formerly grounded one in the hope of finding, perhaps, a better way of life. Once again, categories of "inside"-ness and "outside"-ness proved porous at numerous levels. 
* * * * * 
What I remember most about the journey from the Philippines to Cambridge, England in September, 1989, was the 15 hour flight in which night and day merged into an indiscernible blur. Cramped and squinting in dim light, I remember avidly going over a familiar cell biology book in an attempt to brush up on the basics. As I contorted my small frame into every imaginable position humanly possible during that 15-hour flight, I remember reflecting over the trajectory of events that led to my exodus. Though I tended, naturally, to gravitate toward literature and the humanities as a young child, it was the ambition of becoming a doctor in order to help cure my mother's deafness that steered me in the direction of biology once I was in high school. I dreamed of being similar to Jose Rizal, one of the country's national heroes, famous for both his medical skills (a colored illustration depicting him checking on his mother's ear was shown to me when I was seven years old), and his stirringly expressive prose (he wrote two of the country's finest novels written in Spanish by a Filipino, Noli Me Tangere and El Filibusterismo). 

Joining LIKAS (Lingap Para sa Kalusugan ng Sambayanan-a group of medical professionals and students using primary health care education as a way to build politicized communities) launched me into being the editor of the group's journal for a number of years; and eventually, being one of two student government representatives for all the student organizations on campus. 

Yet as my involvement with the vortex of student politics grew, particularly within the maelstrom of the tightening control of the desperate Marcos regime during the early to mid 1980s (alongside the deepening of my mother's unhappiness), I found myself gasping for an interior space into which I could withdraw from the perpetual onslaught of so many lived experiences of suffering. That interior space was initially provided by my literature classes, and later, by my Philosophy classes, with their rich and intense probing into questions that the practice of medicine, and of scientific experimentation raised, but could not answer. Fr. Luis David, a professor in one of the classes I took, was kind enough to urge me to plunge directly into a master's degree in Philosophy, despite the fact that I was not studying for a B.A. in Philosophy at that time. Through his encouragement, the semester before I graduated with my B.S. in Biology/pre-medical studies, I accepted a scholarship to do a master's degree in Philosophy, and was promptly recruited to teach in Zoology by the department from which I had earned my B.S. degree. After a semester of taking graduate classes in Philosophy, the department chair in Philosophy also recruited me to teach an introductory Philosophy course; then another colleague begged me to apply for a lectureship teaching basic Astro-Physics at a monastery because their teacher had suddenly resigned. My development into a professional "cyborg," as one who juggles language games and epistemological lenses across disciplines began early.

When both my department chairs in Biology and Philosophy asked me to consider going on to do a Ph.D., my all too humanly youthful ambition kicked in. "Why not do both?" I thought. I reasoned to myself that because scientists tend to peak, statistically anyway, when they are "younger" (i.e. in their 30's or early 40's), and philosophers appear to achieve their most enduring insights when they are of a ripe, mature age (with the exception of a few like Spinoza of course, but Kant was set up as the paradigm case of the model philosopher at the Ateneo), I thought it would do me well to plunge into scientific inquiry first, and then philosophical reflection later. 

"You may never marry," my father warned in his worried, paternal way. I shrugged and started submitting the fellowship applications.
* * * * *
I was one among many "bright eyed and bushy tailed" new students who attended the orientation at Cambridge in 1989. "Culture" and "History" (with a big "C" and an equally monumental "H") seemed to permeate the very air we breathed: we worked in a laboratory not far from the drafty but historic building in which Watson and Crick formulated the Nobel prize-winning model of the DNA double helix; we had easy access to the famous Queen's and King's College Choir Christmas concerts; luminaries like Umberto Eco, Stephen Jay Gould, and Richard Dawkins were among the international scholars invited to campus. 
Yet I was quick to learn that amidst the polyphony of accents and languages, not every accent or nationality was equally valued. Even Shri Lankans and Indians spoke with a distinct British accent; yet even then, many of them were never quite part of the "inner" circle somehow. I found that a London working class accent was silently condemned as "indecent;" and that as soon as one uttered even a syllable, particularly if one was British, invisible cultural radars scanning for clues revelatory of one's class were turned on. An "American" accent was also spoken of with thickly ironic humor, or an understated shudder. 
Dating and relationships with the other sex constituted yet another frontier. When I was in the Philippines, I had practically never "dated," as such. I had gone off to see a movie or two with a seminarian friend, but these were young men who were seriously thinking of becoming priests and were thus "safe." 

When I first arrived in Cambridge, I was a little surprised at how much amorous interest seemed to be such an overt component of even brief acquaintanceships. Once, I drew a British female friend aside and asked her why it seemed as though everyone seemed interested in jumping to the next level a little too soon. She remarked that one thing British girls learn early is to give the "right cues." Laughing or smiling a lot, directly returning a gaze, or even lightly touching someone on the shoulder to stress a point (all of which I did without giving these a thought because I did them with friends, both male and female in the Philippines), in this culture, were considered signs of romantic interest. I found, to my all too Filipino Catholic surprise, that though holding hands in public was considered scandalous, secretly jumping in bed for one night stands was not. Involvements, for the most part, seemed brief and very intense, much like wartime liaisons. Reflecting in retrospect on the situation, part of it could be explained by the difference in gender ratio. On average, there were about two or three males admitted for every single female admitted to a Cambridge college within the university system, and the reason for this seemed to rely more on tradition rather than entrance criteria results. For the undergraduates, whose lives revolved around eight week cycles, there was an intense pressure to excel in everything, from academics to being part of the right clubs, to bedding as many attractive people as one could. And with the environment being as cosmopolitan as it was, when semesters were not in session, everyone literally went home to different countries, ranging from Malaysia, to Germany, to India, to Australia, and South Africa, among others. This made keeping relationships beyond the eight week mark somehow more complicated.

* * * * *
Other than the social and cultural scene, there was much in Cambridge to take in. During my first semester there, I was lucky enough to be able to churn out results that looked extremely promising. I was part of a team working on isolating a hypothesized neurorepressor, "pisoffin," which seemed localized in the chick brain. 

As a devout protégée, determined to be a consummate insider, I remember well the long hours in the library, during the day, spent trying to catch up on the latest literature; and then later, at the laboratory, the vagaries of trying to get exactly the right mix so the cultured cells would grow before the properly experimental part could be done. And once the experiment began, there would be no stopping because all other variables had to be held as constant as possible, and there had to be sufficient samples for the findings to prove convincing as indicative of a larger trend. At first, I did not mind the long hours in the laboratory, inhaling stale air steeped in the cloud of various types of chemicals. Neither did I mind what sometimes turned out to be 15 hour stints at the laboratory, where I could, if I were lucky, catch an hour or so of sleep by using my arms and hands as pillows, cradling myself as I slumped over desks, waiting for the next step of experimental intervention. This was fairly common for laboratory work.

Later, however, as my health began to suffer, and my lucky streak at producing results seemed to be undergoing a slump, I asked for some time off from my supervisors. By then, my supervisors, "silently beaming" about the results I had initially produced, had approached other laboratories on possible collaborations in order to generate a possible article for Nature, one of the most prestigious journals in the field. They were too invested in not being beaten at publication, and my request was thus denied. When the latest test I ran failed to produce the same promising curve of a direct correlation between the amount of pisoffin and the rate of growth cone collapse, I decided to take matters in my own hands. I wrote a long letter to my supervisors, explaining that I needed two days to rest, and left them my laboratory notebook, which had all my results thus far recorded in it. When I returned, two days later, I found that what had been projected as my dissertation research project had been parceled out in bits to four other students working in the laboratory, and that I was powerless to reclaim my project back.

When I did speak with my supervisors, one pointed out that this was too big of a project for one student, and that I could surely not test for its parameters all alone. The other, more honestly, spoke of the pressures of grant writing in order to generate funds to keep the laboratory going. "Look," he said, his steely gray eyes glinting. "When you run your own laboratory, you'll understand, and you will do exactly what we have done." They needed to publish the results quickly in order to be able to cash in-both prestige-wise and money-wise; all else, including the possibility that I could not gain a Ph.D. because they would already have divested my project of its claim to "originality" by the time I would be up for defending my work, were secondary considerations. They were not "bad" guys; they were simply trying to survive a system "red in fang and claw." I suddenly realized that within the British mentoring system, there was no such thing as student rights; a mentorship was traditionally based on an implicit trust of the mentor, and if that were violated, the only option open to the student seemed to be transferring out. 

That realization, combined with health considerations (physical and emotional exhaustion, allergic reactions to chemicals) eventually made me decide to shift gears. Perhaps it was also the realization that given the same circumstances and the same pressures, I would be very similarly tempted to do the same as my supervisors. Despite the fact that both my supervisors in Molecular Embryology thought I could finish the Ph.D. in two years by reinforcing the gains of my first year there and urged me to stay, I decided to shift to the Department of History and Philosophy of Science.

At first, the shift was once again a dizzying, euphoric whirl; I greatly enjoyed the plunge back into philosophy, and found sociological inquiries into how scientific claims become authorized as "Truth" simultaneously fascinating and disturbing in their implications. Despite the fact that I was unanimously awarded the "Wolfson Prize," an award given to the best student based on competitive essays judged by faculty readers both inside and outside the department; despite the fact that several faculty members urged me to stay and finish the Ph.D., and despite the fact that I was one of the few graduate students to have a paper in review for possible publication, I requested for a year of respite in order to sort through my priorities. I thus left Cambridge with an M.Phil. in 1991, tentatively leaving the door open for a potential return.
Perhaps more so than the fact that I found my intellectual interests shifting (I found that I gravitated more towards Continental Philosophy, and Cambridge proved to be a stronghold of the Analytic Anglo-American tradition), I was plagued by more fundamental matters. I had seen that even Cambridge Ph.D.s were not guaranteed instant jobs, particularly in the competitive area of Philosophy, and particularly in merry old England. After having been away from the Philippines for two years, I knew re-entry would be very difficult, and I had no illusions about the economic remuneration of returning to teach in the Philippines. Being at Cambridge had been an enriching and educational experience, but it had also robbed me of many of my former certainties. The concept of "home," which had formerly been a fluid, rather than a stable, entity, now seemed even more porous. After two years of being in England, with brief trips to Germany, France and Spain, in which I was always a "foreigner" and in which I hardly spoke Filipino, I longed to be enclosed in a culture, but I knew, even before I returned to the Philippines, that this was impossible. As a young woman, I had always been a little too independent for Filipino culture to be able to fit imperceptibly into its fabric. After a few months of convalescing at my parents' home, I decided to accept a position as a teacher of English at Yonsei University in Seoul, South Korea.

Buy her book Now !! Inside Notes from the Outside

"Inactive Leads" Case study: Jump-starting those inactive leads. 

"Thanks for calling to confirm - but I'm afraid I'm going to have to cancel our meeting for next week. We've decided to put a hold on all our spending in this area for now. We'll be re-evaluating in a couple of months. Keep in touch, okay?"

It's part of the sales landscape - a law as dependable as gravity. No matter how effective, persuasive, or experienced a given salesperson is, some percentage of that person's promising leads will turn into "opportunities." These are static contacts that aren't moving through the sales process and can't be counted on to provide income - at least for the time being. 

The question really isn't whether contacts will fall into the "opportunity" category, but what steps to take when they do. How do you reignite interest and generate activity within your list of "cold" prospects? Canadian sales representative Gino Sette came up with an interesting strategy. 

Gino decided to write a letter to every prospect who had decided not to buy from him over a given period. Basically, the letter said this: "It was a pleasure meeting with you awhile back to talk about what your company was doing. Even though we were unable to move forward at that time, I'm still thinking about you." 

Gino then invited each "cold" contact to sit in at one of his company's upcoming events. "This will give you an opportunity to evaluate, first-hand, the applicability of what we do to your business environment," he wrote. "Attached is a list of all upcoming training where my clients have approved outside observers. I've also included a brief description of each of the programs."

According to Gino, he got calls from prospects who were very interested in observing specific programs, even though they had initially declined his firm's training. Gino decided to write to each member of his active client base and extend the same invitation. The letter begins as follows: "First of all, let me thank you for allowing us to work with you and XYZ Company. We are very excited to have you as part of our client list, as you are a significant player. It is for this reason that I would like to extend the following invitation to you…"

As his flurry of return calls proved, Gino's innovative letter technique is an effective way to win back (or solidify) your position on the to-do lists of your customers and inactive leads. His idea can be adapted to training programs, open houses, media events, and any number of other occasions.  

"In Favor of Work Why Women Shouldn't Be Opting Out" by Ann Marlowe

A lot of women who are unhappy with their work lives will say something along these lines: business is hell, and no one in their right mind would want to do it, and men only do it because they have to. That women are the only ones able to see straight, or allowed to act on their seeing straight. That anyone in his or her right mind would RATHER be at home with the kids. (Of course, men don't have the option of not working, or not providing for their families. Men don't have the cultural permission to blame their lack of perseverance on anything but themselves.)

We hear this argument a lot. I would like to make the opposite argument for a change. I would like to suggest that women are not acting in their own best interests by being so cynical about business. They are short-changing themselves, not just in terms of financial independence and the rewards of a higher income, not just if they get divorced and end up with a reduced standard of living, but in terms of their personal development.

The men, as they more or less stoically struggle onward, come to realize that "endless meetings" are the stuff of life in the business world; that other people are not an obstacle to getting one's job done, they're the reason you have a job. The men see the hostility in the faces of their rivals and still persevere, befriending or neutralizing or ignoring or going head to head with them. Gradually, and not without grave errors along the way, they grow into mentors and leaders. 

They see that the occasional opportunities for promoting a subordinate to a job worthy of her talents, teaching younger colleagues, or firing a selfish or abusive manager are the forms of ethical action that their path has provided for them, and that they are not small or unworthy challenges. Men learn that a top job is demanding and consuming in the same way that the work of an artist is, because being a high level executive is an art, and one that few are talented enough to pursue. 

Only a tiny number of the men will make it to the top, of course. Those who drop by the wayside at some stage may gladly or not so gladly accept a subordinate position, leave for a smaller company, start their own business, change careers radically. But they will have all learned something, not least of all about themselves. 

I do NOT mean to suggest that making money is the only worthwhile goal on earth. Quite the contrary. Art, science, politics, public service, caring for the sick, raising children - there are good arguments to be made that each or all of these are more important and noble. The fact remains, though, that most of us work in business jobs, and whatever meaning we can extract from those forty hours a week is what we have to subsist on. And it's not a poor diet. 

Those who would tell you that the deck is stacked should be ignored. If every child had to decide to walk based on whether or not she would be a champion runner, most of us would still be crawling. Of course the deck is stacked: there is only one CEO of every company. Any person's chances of heading a major firm are low. But just as most of us enjoy walking, most of us can enjoy working. It's the journey that counts. And if you don't make it to the top, the reason isn't likely to be your gender. 

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I LOST HOPE by M.J. Rose

Dear Reader:

In 1999, for the first time in my life I lost hope. Not as an author – but as a human being. To deal with it, I did what so many writers do –I buried myself in writing a new novel. But it was only when In Fidelity was finished did I realize that in writing it, I had also unburied something I’d lost.

In Fidelity is not a story about my life that year. It is a fictional story that explores the ties that bind us each to the other. It is suspenseful, a little bit sexy and very much one woman’s psychological adventure.

But I want to share with you what was going on in my life that fueled this novel.

In the fall of 1998, just as I was ending a twelve-month mourning period for my mother, Doug, the man I live with, went into the hospital for a routine out-patient kidney biopsy. 

An hour later, his doctor came to the small, windowless waiting room to tell me something had gone dreadfully wrong and Doug was bleeding to death. They had fifteen minutes to save his life.

Doug survived and spent the next two weeks in intensive care. It was while I was sitting by his bed in Stamford Hospital, while he slowly came back to life, that the idea for In Fidelity was born.

Was I cold and heartless to be able to think about a book when the man who I was very much in love with lay there asleep, hooked up to monitors and machines? I don’t think so. It was how I survived. It was how I prayed. 

A few weeks after Doug came out of intensive care he was back in the hospital to begin kidney dialysis. For the next year, this brilliant 41-year-old composer and musician lived a half-life of doctor’s visits and five-hour treatments three times a week. His work was no longer writing music it was staying alive. He was in and out of the hospital over thirty times in twelve months.

And I? When I was not being a caregiver – I wrote In Fidelity. 

I did it to escape into a world I could control. I did it to hide. And I did it to prove to myself that there was life outside of the illness we were facing. 

And then after a long year of hospitals and doctors and infections and waiting, we were given an amazing Christmas present. David, Doug’s brother decided to give him one his kidneys.

On December 30, at the Yale New Haven Hospital, Doug’s received a new kidney. On January 4th, 2000 we came home. Doug was able to go back to work in less than a week and I was able to sit down at the computer and finally finish In Fidelity.

This novel has given me much more than I’ve given to it… it’s kept me company and kept me going. It has also helped me put into words what I have discovered about the powerful connections between people who care about each other – connections that neither time or deed can sever.

My wish is that you enjoy In Fidelity’s twists and turns and get completely caught up in it and can’t put it down.  e of what I felt writing it – hope.

I’d like to let you know that a part of the proceeds of In Fidelity will be going to the National Kidney Foundation in honor of Doug’s brother and the wonderful doctors at The Yale New Haven Transplant Center.

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"How the Game Is Played" byline: Holly Robinson

Possession and Kickoff: NFL games begin with a coin toss at mid-field to determine possession of the ball. The visiting teams' captains are invited to call "heads" or "tails." (In neutral-site games, such as the Super Bowl, the referee designates which team calls the toss.) The team that wins the toss has several options for determining possession of the ball. They can elect to receive the ball at the start of play or to kick off and begin the game with their defensive unit on the field. (A kickoff, as the term implies, is when a team concedes possession of the ball to its opponents, kicking it downfield in hopes of pushing the other guys deep into their own territory.) Or they can choose which end zone to defend, thereby allowing the other team to determine initial possession. 

When deciding possession, teams consider a range of factors. For example, a team with a particularly strong defense and a mediocre offense may find it effective to begin the game without the ball, on the theory that a quick and effective defensive series can yield enough momentum to jump-start a nothing-special offensive attack. In an open-ended stadium with a spiraling wind, it might be more of an advantage to begin the game with the wind at your back than to start out with possession of the ball. 

At the beginning of the second half, the opening kickoff scenario is reversed, leaving open the possibility that a team could score on the last play of the first half and receive the ball on the ensuing kickoff to start the second half. 

Since 1994, the ball has been placed on the kicking team's 30-yard line for each kickoff; prior to that, it had been placed on the 35-yard line, and prior to that on the 40-yard line. It was moved back over the years to compensate for the increased leg strength of professional place kickers, and to give the receiving team a little more room to mount an effective return. 

Moving the Ball: Any player on the receiving team is eligible to catch, pick up, or otherwise gain possession of the ball on a kickoff, after which he can advance it towards the opponents' goal line until he is tackled or run out of bounds. A player is considered tackled, or "downed," when one knee touches the ground. A player is considered out of bounds when a finger, toe, elbow, or any other body part touches the white boundary line bordering the field. 

Each team is given four downs (plays, attempts) to move the ball 10 yards down the field. So if you advance 3 or 4 yards on each play, you'd be in good shape over the course of the game. If a team achieves those 10 yards in four plays or less, it is awarded another four attempts -- "a new set of downs" in football parlance, -- to cover the next 10 yards. And so on. When there are no longer 10 yards left to gain, it usually means an offensive team has run across the opponents' goal line and scored a touchdown, accomplishing their primary objective -- unless of course a player has taken a few too many hits to the head and has run in the wrong direction, which, believe it or not, has been known to happen. 

If after four downs an offensive team has been unable to gain those 10 yards or score a touchdown, it must give up possession of the ball to the defending team, whereupon the action on the field shifts direction. In this way, I guess, the game is a great model for teaching our preschool kids how to share -- each side gets a turn and no one gets to hog the ball without earning the right to hog it. 

Once the ball shifts possession, the team that is now on offense must try to advance it toward their opponents' goal line; the team now on defense must try to keep them from doing so. It's in this back-and-forth that the game is played. (Talk about playing fair! Playing nice, however, doesn't seem to be in the game's lesson plan.) 

Typically, a team will punt (kick) the ball on its fourth attempt if it hasn't gained the necessary first-down yardage, sending it downfield and pushing the opponent further away from its own goal line before giving up possession. However, if they're in field-goal range, they might go for the three points as a kind of consolation prize. 

A play is considered stopped when the ballcarrier is tackled; when a ballcarrier is considered to be "in the grasp" of a defender and his forward progress has been clearly halted; when a forward pass hits the ground or lands out-of-bounds without being caught; when a ball is dropped (or "fumbled") and lands out-of-bounds or in the arms of a downed player; or when a kicked ball leaves the field of play. However, the game clock continues to tick during most of these scenarios. 

Play Calling (or Deciding What to Do): Between plays you'll usually notice each team gathered in a tight circle on its designated side of the field, where players will go over strategies and formations for the next play. These tight circles are known as huddles, and I've always thought they were one of the cutest aspects of the game. You don't usually hear words like cute tossed around regarding football players, but what can I say? Ever since I was a kid, I thought it was adorable the way these brutes lined up and circled their wagons to discuss their next moves. (In some college programs, players even hold hands in their huddles -- I mean, how cute is that?!) 

The offensive team will form its huddle about 10 yards from the ball, where for about 10 to 15 seconds the quarterback will bark out a play and offer general words of encouragement (or constructive criticism that may or may not include a few carefully chosen expletives) to his teammates. Frequently, the play will be decided by a coach on the sidelines or up in a box who will send in his call through a series of hand signals, a set of hollered codes -- or, these days, via radio transmission from a headset to an earpiece strategically placed inside the quarterback's helmet. 

At the same time, the defensive team will form its own huddle, just beyond the ball on its side of the field -- as close as possible to the goings-on of their opponents. (Ah, the better to possibly hear what's going on in the enemy camp.) Here, too, a defensive captain will communicate to his teammates how the coaches want them to approach the next play. 

In some situations, most notably toward the end of each game when time is running out and trailing teams move into "hurry-up" mode, teams might deploy a no-huddle offense. This means that plays are called at the line of scrimmage when players are already in formation, instead of in the huddle. This also means, logically, that defensive teams must go without a huddle as well, because the quarterback can start the play whenever he wants.

Actually, let me amend the "whenever he wants" part of this last statement. The quarterback can't actually start the play until his offensive unit has lined up in formation and until the defensive unit has retreated to its side of the ball. Plus, there's the 40-second play clock within which the offense must start each play to avoid being penalized for a "delay of game." 

In any case, play resumes after the ball is spotted (placed down) by the linesman and the two teams break from their huddles and line up in formation on either side of the ball, which becomes known as "the line of scrimmage." 

Typically, one of the offensive linemen (the center) will line up in a crouch over the ball and snap it between his legs to the quarterback on an agreed-upon signal. The quarterback can then hand it off or make a forward or lateral pass to an eligible back or receiver, or run it himself. A forward pass may only be made from a position behind the line of scrimmage, and only during a play run from scrimmage. (That is, a forward pass cannot be attempted on a kickoff or punt return, or following an interception or fumble recovery.) A lateral pass (a backwards throw from the QB to a running back or wide receiver) may be made at any time, from anywhere on the field. Similarly, a handoff may be made at any time, from anywhere on the field, provided that the initial ballcarrier hands the ball off to a receiving ballcarrier from a position away from the downfield side of his body. During a play run from scrimmage, the initial ballcarrier can hand the ball off from either side of his body, provided he has not yet crossed the line of scrimmage. 

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HOW MUCH TO YOU KNOW ABOUT WOMEN'S HISTORY? Byline: Marion Gold

Throughout history women have played a remarkable role in shaping America's destiny. Yet men's names predominate in history books, mostly because of a male historical bias and because there is no formal repository of women's historical contributions. 

March is Women's History Month. Below are only a sample of the outstanding women whose extraordinary courage and perseverance changed our lives forever. These are women who inspired others to do great things with their lives. Woman who we celebrate this month and every month. 

Did you know that in c.1600, near the place later known as Seneca Falls, New York, Iroquois women staged a protest against irresponsible warfare? They refused to make love or bear children unless their voices were heard on whether to wage war.

Did you know that in 1916 Ruth Law was the first person to fly nonstop from Chicago to Hornell, New York, setting a new record. She tried to enlist as a fighter pilot, but was turned down.

Did you know that in 1926 Violette Neatly Anderson became the first African-American woman lawyer to practice before the U.S. Supreme Court?

Did you know that in 1931 Jackie Mitchell became the first woman to sign with a professional baseball club? She pitched against Babe Ruth and Lou Gehrig, and struck them both out!

Did you know that in 1962 Dolores Fernandez Huerta helped start the United Farm Workers and became its main contract negotiator?

Did you know that in 1960 Teresa and Mary Thompson, aged eight and nine years old, became the youngest Americans ever granted a patent? They invented a solar teepee (called a Wigwarm) for their school science fair.

Did you know that in 1868 Civil War worker Mary Livermore organized the first woman suffrage convention in Chicago? She later became president of the resulting Illinois Woman Suffrage Association.

Did you know that Susan Picotte, a member of the Omaha tribe, was the first American Indian woman to become a physician? She earned an MD degree in 1889 from the Women's Medical College of Pennsylvania, graduating at the top of her class.

Did you know that in 1893, at the Columbian Exposition in Chicago, Fannie Barrier Williams addressed a special session of the World's Congress of Representative Women? Her topic was "The Intellectual Progress of Colored Women in the United States since Emancipation." More than 150,000 people attended to hear 330 women present papers.

Did you know that bacteriologist Anna Wessels Williams isolated the strain of diphtheria bacterium which was used to produce the antitoxin; and that in 1905 she developed the staining method that became the standard for rabies for 34 years?

Did you know that Professor Jean Broadhurst, at age 64 climaxed her 34-year-career by discovering the virus bodies of measles. Until that time, physicians were unable to diagnose measles until the rash appeared.

Did you know that it was Dr. Joan Miller Platt, born in 1925, who helped develop a procedure for fixing cleft palates in infants? Until her innovation, the problem could not be fixed until the child was older.

Did you know that it was Trotula of Salerno, who lived during the 11th century, who was the first to claim that both men and women could have physiological defects that affected contraception? It was a daring move to admit that a man could be responsible for infertility. Trotula also described the use of opiates to dull the pain of childbirth. (Some scholars dispute that Trotula was a woman, or that she even existed.)

Did you know that it was Dorothy Reed in 1901 who showed that Hodgkin's disease is not a form of tuberculosis? She discovered a distinctive blood cell (later named the Sternberg-Reed cell) which is used to diagnose the disease.

Did you know that it was two women, microbiologist Elizabeth Lee Hazen and chemist Rachel Brown, who discovered the antifungal later called nystatin?

Did you know that Anne Bradstreet was the first published poet in American history? Bradstreet abandoned a life of nobility in England before 1644, to settle in Massachusetts with her husband. Her poems were first published in 1650.

Did you know that Lady Murasake Shikibu, a Japanese noblewoman who was born in 970 and died in 1004, wrote the earliest novel on record? Many critics consider her work a masterpiece.

Did you know that Benjamin Franklin's sister-in-law, Ann Franklin was editor of the Newport, Rhode Island, Mercury in 1762?

Did you know that in 1738 Elizabeth Timothy became the first woman editor in the South, putting out the South-Carolina Gazette? 

Did you know that it was investigative reporter Adela Rogers St. Johns who exposed the widespread corruption of the Los Angeles City government in the 1920s?

Did you know that from 1765 to 1768 Mary Katherine Goddard and her mother, Sarah Updike Goddard, published the weekly Providence Gazette in Rhode Island? She also published the Maryland Journal and printed the first signed copy of the Declaration of Independence.

Did you know that in 1861 after writing a letter defending women as government clerks, Emily Edson Briggs became a daily columnist for the jointly owned Philadelphia Press and Washington Chronicle-and the first woman to report regularly on White House News?

Did you know that in 1878 Anna Katharine Green wrote the first American Detective novel? It was titled The Leavenworth Case?

Did you know that in 1945 Doris Fleeson was the first woman to write a syndicated political column?

Did you know that in 1946 Alice Allison Dunnigan was the fist African American woman journalist to get White House credentials?

Did you know that Pauline Frederick was the first woman news reporter on television, covering the 1948 political conventions for ABC?

Did you know that since the annual Nobel Prize for Literature was first awarded in 1901, only eight women have received it?

There is so much more! No study of the history of literature and journalism is complete without recognition of how women helped shaped society through their writings. As more and more women enjoy successful careers in science and medicine, politics and public service, publishing and journalism just imagine what wonderful insights are yet to be discovered. Just imagine

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Is It "Hasta la vista, baby" for women film-makers?

The American Film Institute's highly touted announcement of the top 100 movie quotes - leading with "Frankly my dear, I don't give a damn" - might also be described as its attitude towards the advancement of women working behind the scenes in the film industry.

During the past four years, the percentage of women working as directors, executive producers, producers, writers, cinematographers, and editors on the top 250 domestic grossing films has declined from 19% in 2001 to 16% in 2004.

The so-called "Celluloid Ceiling" is getting thicker, according to the just-released data of Communications Professor Martha M. Lauzen, Ph.D., San Diego State University. Each year, Lauzen looks closely at the behind-the-scenes employment of women in the top 250 domestic grossing films. And frankly, my dear, it's not a pretty picture!

In 2004, Women comprised only 5% of directors. That's a decline of 6 percentage points since 2000 when women accounted for 11% of all directors. "In other words," reports Lauzen, "in 2004 the percentage of women directors was slightly less than half the percentage in 2000." 

Lauzen's study analyzed behind-the-scenes employment of 2,305 individuals working on the top 250 domestic grossing films of 2004 with combined domestic box office grosses of approximately $8.4 billion. Here's what she found:

o Women comprised 16% of all executive producers, producers, directors, writers, cinematographers, and editors working on the top 250 grossing films of 2004 - a slight decline from 17% in 2003.
o Twenty one percent of the films released in 2004 employed no women directors, executive producers, producers, writers, cinematographers, or editors.
o Women comprised 19% of all executive producers working on the top 250 films of 2004. Sixty three percent (63%) of the films had no female executive producers. 
o Women accounted for 24% of all producers working on the top 250 films of 2004. Thirty nine percent (39%) of the films had no female producers.
o Women comprised 5% of all directors working on the top 250 films of 2004. Ninety five percent (95%) of the films had no female directors.
o Women accounted for 12% of writers working on the top 250 films of 2004. Eighty two percent (82%) of the films had no female writers.
o Women accounted for 16% of all editors working on the top 250 films of 2004. Eighty percent (80%) of the films had no female editors.
o Women comprised 3% of all cinematographers working on the top 250 films of 2004. Ninety seven percent (97%) of the films had no female cinematographers.

Gender also makes a big difference to who gets hired on and off-camera. In previous data, Lauzen reported that on films with male executive producers only, women comprised 15 percent of behind-the-scenes staff. The percentage jumped to 22 percent on films with at least one female executive producer.

So is it "Hasta la vista, baby" for women behind the scenes in our film industry?

Not if at least two Chicago-based organizations have anything to say about it! The mission of "Women in the Director's Chair" is to raise the visibility of women media makers and to support the production of media that defies demeaning stereotypes. "Women In The Audience Supporting Women Artists Now!" or WITASWAN. The concept of WITASWAN comes from the American Association of University Women-Illinois (http://aauw-il.org/WITASWAN). It is an informal alliance of women who have pledged themselves to helping women film-makers break through the Celluloid Ceiling. There are no dues and no officers - but there is a responsibility: WITASWAN members make a commitment to see at least one film every month either directed by and/or written by a woman, either in a theater or on DVD/VHS.

Which brings me back to the AFI and another of its top 100 all-time movie quotes from Gone with the Wind: "After all, tomorrow is another day!"
Copyright © 2005 Marion Gold & Company Marketing Communications 
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Give Up on Giving Up by M.J. Rose

If you are thinking of giving up on any idea you have – first think about whether or not you are using all as much creativity to solve the problem as you did to create the idea or product. I learned this the hard way. 

In 1996 I thought about giving up my dream of becoming a published author. I had written two novels, found a wonderful agent and by her account had the best rejection letters any writer could wish for. 

“Rose’s novels are riveting but they cross too many genres.” “We don’t know how to market novels that don’t fit into one category.” “Rose’s work is too intelligent to be contemporary fiction but not literary enough to be literary fiction.”

“We’d love to see her next novel.”

I asked my agent what I should do? I didn’t want to give in and change my style to fit the publisher’s marketing dilemma. She thought I should write a third novel. I thought I was headed for a massive depression. 

I actually thought about giving up and tired to figure out what I’d do if I couldn’t be a writer. 

Go back to school and become a therapist. 

Open up an antique store. 

I made lists of alternative careers. But each one suggested a character in a novel and I’d wind up making notes on possible plots.

All I wanted to do was write. It was all I’d ever wanted to do.

“So, why not just keep writing?” a friend asked. 

Good question. Well, it wasn’t for the money. I knew few novelists make a living. And I had a very lucrative career as in advertising. 

No, it was that to be a writer – to keep spinning stories - I needed to know people were reading what I was writing. Like every author, I dreamed about those reams of readers - hundreds of thousands of them who would stay up all night with my book, caring about my characters, getting caught up in their lives. 

Well, if all I needed to keep writing was readers - how many did I need? Perhaps not the multitudes I’d wanted. What about just one? Ten? Twenty? 

Would twenty readers keep me going?

Maybe they would. 

And if I couldn’t do it the traditional way and have my readers find me in a bookstore…maybe I could self publish my, Lip Service, on the web as an electronic download and find those readers myself. 

Little did I know the derisive laughter that would greet my decision by every one I’d ever known connected to the field of writing. 

To a person, everyone said self-publishing is nothing more than a huge ego-trip. 

And they all thought the concept of an electronic file was ludicrous. (Remember, by now it was only 1997 –three years before Stephen King’s Riding The Bullet made e-books an almost household name)

But what did I have to lose? What was so crazy about downloading a book to your desktop and then printing out or reading in segments? And what was so terrible about self-publishing?

Independent filmmakers who finance their own movies are lauded, I’d explain. Indies even have their own film festival at Sundance. 

But it is different - self-published authors, my well-meaning friends told me, are writers whose books are not good enough to get published by the big NY houses. Whereas indie filmmakers are iconoclastic visionaries who make gems of movies.

But despite them all… or to spite them all - I’m not sure which - I took to the web. 

I had a website built and a book cover designed. And then I spent four months figuring out where my kind of readers lived online. It took over 2000 hours to research and develop a marketing plan, learn about self-publishing, make mistakes and then correct them. I offered hundreds of free books to webmasters who might like to review my novel. I joined endless lists and newsgroups to talk to other writers and readers about what I was doing. I lived online.

And then slowly, very slowly, I started to get reviews. And then I got my first reader. A month later I had ten. Three months later I had 500. 

And then… ah then… I was finally a writer. I knew I was okay. I would be able to write my next novel and my next. 

Let someone else breed the dogs and sell the antiques. 

About 16 months after my web site went live, in February of 1999, Lip Service - the little book that could - was discovered on line by an editor at the Doubleday Book Club who bought it as an alternate book club selection. 

It was the first time a major book club and bought a self-published novel. The first time a book had been discovered online. And two weeks after that Pocket Books offered my agent a contract. At that point Lip Service became the first ebook to cross over to become a main stream novel.

Lip Service – the book no one wanted in 1996- has now sold over 60,000 copies and has been published in England, Germany, Israel, The Netherlands, France and Australia. The trade paperback version has just gone into a second printing.

In January of 2001, my non-fiction book, How to Publish and Promote Online – co-authored with Angela Adair-Hoy, was published by St. Martin’s Press and my new novel, In Fidelity was released by Pocket Books.

In reviewing In Fidelity, Publisher’s Weekly praised the book saying it was an entertaining and exciting read. But my favorite part is the end of the review where they say it is hard to fit the novel into a category but that doesn’t matter since “Rose is becoming her own category.”

How ironic. The very reason I couldn’t get published five years ago was because I didn’t fit in. Now it’s an accolade.

These days, you can find me at the laptop, working on my third novel or writing about epublishing for Wired.com. And if all this isn’t enough of a reason to convince you that giving up are the only two words every creative person should erase from their vocabulary – then I give up.

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"Give'em Something to Talk About: When businesses follow this principle, clients keep coming back for more . . . and bring their friends. " byline: Maribeth Kuzmeski

The other day I heard that old Bonnie Raitt song on the radio. You know, the one with the verse "let's give'em something to talk about . . ." And, it occurred to me that most businesses could use a bit of that gossip-inspiring intrigue that Bonnie was singing about.

All of which leads me to my question for the day: are your clients talking about you? You'd better hope so! Furthermore, you'd better hope they're not talking about the bad service you gave them, or the fact that you took three days to return a phone call, or even the hideous green carpet that's graced your office since 1973. No, the kind of talking I mean is positive in nature . . . in fact, it's delightful.

If you're at all familiar with my marketing philosophy, you know that I am constantly harping on the subject of client delight. That's because I'm a realist. I know that unless you absolutely delight your clients, they won't talk about you to their friends and colleagues. In fact, they may not even stick with you. Why? Because there are a lot of competitors out there offering services identical to yours.

Consider these statistics for financial advisors (many industries including yours may have similar statistics): There are more than 800,000 financial advisors and insurance agents in the U.S. Over 12,000 mutual funds. Countless Broker Dealers. All of which boils down to one disheartening fact: you are in serious peril of becoming a commodity. If you want clients to talk about you - which helps you fulfill the larger goal of pursuing referrals - then you must separate yourself from the pack. You must give them an experience. You must WOW them.
In short, you must give them something to talk about. 

Sounds great, you're probably thinking, but how do I do that? Here are three principles to keep in mind. 

Ask your clients what they want. A novel concept, huh? Too many businesses simply assume they know what the client wants. They tell the client "This is what you want and need, and I have it." What you as a Red Zone Marketer must do is ask, "What do you want and need? Tell me and I'll provide it." Ask your clients (at the very least your top clients) the following questions:

  • How would you like us to communicate with you? How often?

  • How often do you want to hear from me?

  • Are we meeting your objectives?   

  • Would you appreciate regular information on a different aspect of the business?

  • What would make working with us truly unique? 

  • What could we do to create delight through the services we provide?

Now, really listen to their answers. You may be surprised by what you hear. And you can be sure of one thing: if you give clients what they REALLY want-as opposed to what you think they should want-they will talk you up to their friends and colleagues. That's because very few of your competitors even bother to ask.

WOW them with the unexpected.  Want clients to talk about you? Give them an experience they're unlikely to get anywhere else. In Red Zone Marketing and The Client Experience, I provide numerous real-life examples of how businesses I know and work with go about WOWing their clients. 

For example, I work with a financial services advisor who has created The Life Enjoyment Experience. The concept is that he helps his clients "get to the top of the mountain." From the mountaintop, you can see and experience the world-so he has decorated each office and conference room to represent a different part of the world. For instance, one room has a mural of Athens on the wall; another one represents Paris. He reports that people bring their friends by, who are not yet clients, just to see his unique facilities!

Another one of my colleagues takes a different approach. He is very health conscious, and he wants to share his knowledge with his clients. Therefore, he incorporates healthful foods, exercise books and videos, and lifestyle seminars into his unrelated business offerings. He's providing an experience-and at the same time, showing his clients that he cares about their total well being. 

What can you do to WOW your clients?

Be the Michael of your firm.
I am a huge sports fan. (The name of my company and books should clue you in!) So it's not surprising that I spent some time in the early 90s working for a team in the NBA. The team had 30 people making outbound calls selling tickets to games. I couldn't help but to contrast that to the Chicago Bulls, who were sold out most of the season!

What was the difference? In a word (well, actually, two words), Michael Jordan. Bulls tickets were in demand because the team had something truly different. I believe this phenomenon applies to the business world, too. One person can lift up an entire organization, if he or she is giving clients what they want! In other words, even if you work for a dry, humdrum, middle-of-the-road business, you can become the "Michael" of your firm. Dream up a unique slant on serving your clients and start doing it. Word of mouth will take care of the rest.
By the way, if you think you don't have what it takes to be a star in your industry, consider the fact that Michael Jordan was cut from the varsity basketball team as a sophomore in high school. The lesson? No matter what happened before, you can become a star. Just figure out what your clients want and give it to them in a unique way . . . and they will consistently seek you out. Guaranteed. 

Now, how are you going to get people talking? Give it a bit of thought and I am convinced you'll come up with something. Maybe it's your expertise in an specialized area of the business you are in . . . or the fact that you send them an info-packed e-mail every Monday morning . . . or the hot breakfast you provide at your wildly entertaining tax shelter seminars. You get the idea.

As long as you're doing something different, something that sets you apart from the crowd, something your clients can't get anywhere else, they'll talk about you. And believe me, that word of mouth is the best kind of press you'll ever receive.

Get her book: Red Zone Marketing