You don’t have to be an award-winning copywriter to

create effective sales letters. In fact, writing great sales

letters is more of a science than an art. Even the pros

use proven “templates” to create sales letters that get

results. The following is a 12-step template for writing

foolproof sales letters.

___________________________________________________
Overcoming the Hurdles Leading to Buying Resistance

____________________________________________________

Every person has some form of buying resistance. The

objective of your sales letter should be to overcome your

reader’s buying resistance while persuading them to take

action. I liken writing a sales letter to running a

steeplechase foot race. The first one to the finish line

who has jumped over all the hurdles is the winner, or in

this case, gets the sale.

Whether you’re giving a sales presentation in person or

on paper, the process of overcoming the hurdles leading

to buying resistance are much the same. These hurdles

are manifested in many spoken and unspoken customer

comments such as:

1. “You don’t understand my problem”

2. “How do I know you’re qualified”

3. “I don’t believe you”

4. “I don’t need it right now”

5. “It won’t work for me”

6. “What happens if I don’t like it”

7. “I can’t afford it”

Results-oriented sales letters will need to address some

or all of these objections to be effective. The 12-step

sales letter template is designed to overcome each of

these objections in a careful, methodical series of

copywriting tactics. The 12 steps are:

1. Get attention

2. Identify the problem

3. Provide the solution

4. Present your credentials

5. Show the benefits

6. Give social proof

7. Make your offer

8. Inject scarcity

9. Give a guarantee

10. Call to action

11. Give a warning

12. Close with a reminder

Each of these 12 steps add to reader’s emotions while

calming their fears.

_________________________________

Motivation Is An Emotional Thing

_________________________________

It’s important to remember that people are motivated to

buy based on their emotions and justify their purchase

based on logic only after the sale. This means that each

step in the sales letter process must build on the

reader’s emotions to a point where they are motivated to

take action.

That being true – - there are only two things that truly

motivate people and they are the promise of gain or the

fear of loss. Of the two, the fear of loss is the stronger

motivator.

Think about it.

Would you rather buy a $50 course on “How to Improve

Your Marriage” or “How to Stop Your Divorce or Lover’s

Rejection?” I have empirical data that proves that the

second title outsells the first 5 to 1. Why? Because it

addresses the fear of loss.

Underlying the promise of gain and the fear of loss are

seven “universal motivations” to which everyone

responds. Whatever product or service you are selling

you need to position it so that its benefits provide one or

more of these universal motivations.

1. To be wealthy

2. To be good looking

3. To be healthy

4. To be popular

5. To have security

6. To achieve inner peace

7. To have free time

8. To have fun

Ultimate motivations are what people “really” want. The

product or service is just a vehicle to providing these

benefits so make sure your sales letter focuses on these

motivational factors.

The 12-Step Sales Letter System

Now that we know what impedes a person to buy and

what motivates a person to action let’s review the 12

elements of a winning sales letter.

________________

1. Get Attention

________________

Assuming the reader has opened your envelope, the next

step is to get their attention. The opening headline is the

first thing that your reader will look at. If it doesn’t catch

their attention you can kiss your letter goodbye. People

have a very short attention span and usually sort their

mail over the wastebasket. If the headline doesn’t call

out to them and perk their interest, they will just stop and

throw your letter away.

The following are three headline generating templates

that are proven to get attention.

“HOW TO _____________________”

People love to know how to do things. When combined

with a powerful benefit the “How to” headline always gets

people’s attention. In fact, it’s probably the two most

powerful words you can use in a headline.

“SECRETS OF _________________ REVEALED!”

People always want to know “insider secrets.” We love

to know things that other people aren’t privy to.

Knowledge is power and those who have it feel powerful.

Besides that, most of us enjoy a good mystery,

especially in the end when the “secret” is revealed.

WARNING: DON’T EVEN THINK OF ___________

UNTIL YOU ___________.

Remember that people are motivated by fear of loss more

than the promise of gain? Well, the “warning” headline

screams fear. The word “warning” demands attention

and combined with something of interest to the reader, is

a very powerful headline.

_____________________

2. Identify the Problem

_____________________

Now that you have your reader’s attention you need to

gain their interest by spelling out their problem and how it

feels to have that problem. The reader should say to

himself, “Yeah, that’s exactly how I feel” when they read

your copy. In fact, you shouldn’t stop there. Pretend

that it’s an open wound that you’re rubbing salt into.

This technique is called, “problem – agitate.” You

present the problem then agitate it so that they really feel

the pain and agony of their situation. People are such

strong creatures of habit that we rarely change our ways

unless we feel great amounts of pain. In fact, companies

are no different. Most businesses trudge along doing the

same old thing until things get so bad that they have to

make a change.

For example, if you were selling garage door openers you

might agitate the problem by telling a short story about

what happens when it doesn’t work.

“There’s nothing worse than getting home in the evening

and not having your garage door open. It’s dark outside

and after tripping on the porch step you search for your

front door key.

Finally, you find it only to scratch your new front door up

trying to find the keyhole. Exhausted, you get inside and

plop down on the couch just when you remember your

car is still running in your driveway….”

In this scenario the problem was a faulty garage door

opener and the agitation is all the terrible things that

happen because of the faulty garage door opener.

_____________________

3. Provide the Solution

_____________________

Now that you’ve built your readers interest by making

them feel the pain it’s time to provide the solution. This

is the part of the sales letter where you boldly stake your

claim that you can solve the reader’s problem.

In this section you will introduce yourself, your product

and/or your service. Relieve the reader’s mind by telling

them that they there’s no need to struggle through all

their problems because your product or service will solve

it for them.

________________________

4. Present your Credentials

________________________

In most cases, after you have introduced yourself and

your product or service your reader is thinking, “Yeah,

sure he fix my problem. That’s what they all say.” So

now it’s important to hit them right away with the reason

why you can be trusted.

List your credentials including any one of the following:

1. Successful case studies.

2. Prestigious companies (or people) you have done

business with.

3. The length of time you’ve been in your field of

expertise

4. Conferences where you have spoken

5. Important awards or recognitions

Your reader should get the impression after reading this

section that “you’ve been there and done that” with great

success and that the reader can expect the same

results.

_______________________

5. Show the Benefits

_______________________

Now it’s time to tell the reader how they will personally

benefit from your product or service. Don’t make the

common mistake of telling all about the features of your

product without talking about the benefits. As I already

stated, people are interested, not so much in you, or

even your product or service, but what it will do for them.

Get a piece of paper and draw a line down the center of

the paper. Now write all the features of your product or

service on the left. Think about the obvious benefits and

the not-so-obvious benefits of the each feature and write

them down on the right side of the paper. Most of the

time your product will have hidden benefits that people

won’t naturally think of.

For example, a hot tub not only soothes and relaxes

your muscles but it also gives you an opportunity to talk

to your spouse without interruptions. The hidden benefit

is greater communication with your spouse and

ultimately a better marriage!

Bullet point each benefit to make it easier to read. Think

about every possible benefit your reader may derive from

your product or service. In many cases, people will buy

a product or service based on only one of the benefits

you list.

____________________

6. Give Social Proof

____________________

After you’ve presented all your benefits the reader will

again begin to doubt you, even though they secretly want

all your claimed benefits to be true. To build your

credibility and believability present your reader with

testimonials from satisfied customers.

Testimonials are powerful selling tools that prove your

claims to be true. To make your testimonial even more

powerful include pictures of your customers with their

names and addresses (at least the city and state).

You might even ask if you can use their phone number.

Most readers won’t call but it is a powerful statement to

include their complete contact information. It

demonstrates that you are real and so are the

testimonials.

_________________

7. Make Your Offer

_________________

Your offer is the most important part of your sales letter.

A great offer can overcome mediocre copy but great copy

cannot overcome a mediocre offer. Your offer should be

irresistible. You want your reader to say to themselves,

“I’d be stupid not to take advantage of this deal.”

Your offer can come in many different formats. The best

offers are usually an attractive combination of price,

terms, and free gifts. For example, if you were selling a

car your offer might be a discounted retail price, low

interest rate, and a free year of gas.

Hint: When developing your offer you should always try

to raise the value of your offer by adding on products or

services rather than lowering your price. Include vivid

explanations of the benefits of the additional products or

services you are offering in order to raise the perceived

value of your offer.

__________________

8. Give a Guarantee

__________________

To make your offer even more irresistible you need to

take all the risk out of the purchase. Remember, that

people have a built-in fear that they are going to get

ripped off. How many times have you purchased a

product and got stuck with it because the merchant

wouldn’t give your money back?

Give the absolute strongest guarantee you are able to

give. If you aren’t confident enough in your product or

service to give a strong guarantee you should think twice

about offering it to he public.

In reality, almost all small businesses already have a

very strong guarantee, but don’t realize it! If you had an

irate customer that wanted their money back would you

just say, “No, I’m sorry. I will not give your money

back?” Probably not. If they insist on getting their

money back, in most cases you’ll give it back to them.

You see, most businesses already have a strong

guarantee and don’t hold it up and trumpet it for fear that

a lot of people would take them up on it. That’s simply

doesn’t happen. When was the last time you asked for a

full refund on something? If you’re like me, it’s been a

while.

Here is an example of a guarantee that I give for one of

my products:

“100%, No Questions Asked, Take-It-To-The-Bank

Guarantee”

“I personally guarantee if you make a diligent effort to

use just a few of the techniques in this course, you’ll

produce at least $4,490 profit in the next 12 months.

That’s right, $4,490 extra profit you never would have

seen without this course. If you don’t, I’ll refund the entire

cost of the course to you.

Actually, you get double protection. Here’s how. At any

time during the 12 months, if you sincerely feel I fell short

in any way on delivering everything I promised, I’ll be

happy to give you a complete refund. Even if it’s on the

last day of the twelfth month!”

This guarantee extends for an entire year and that they

will receive specific benefits (in this case it’s money). It

they don’t get what they expect, they get their money

back with no questions asked. This virtually eliminates

all the risk for the buyer.

Hint: Your offer may be some good that people won’t

believe it. You’ve heard the old axiom, “If it’s too good to

be true, it probably is.” To avoid this thinking, give the

reason why you can give such as great offer. For

example, you might have goofed when ordering inventory

and now you’re overstocked and that’s why you can offer

such a great price. When people read the reason why, it

will help them reconcile your irresistible offer in their mind

and make it more believable.

__________________

9. Inject Scarcity

__________________

Most people take their time responding to offers, even

when they are irresistible. There are many reasons why

people procrastinate investing in a solution. The

following are just a few:

- They don’t feel enough pain to make a change

- They are too busy and just forget

- They don’t feel that the perceived value outweighs your

asking price

- They are just plain lazy

To motivate people to take action they usually need an

extra incentive. Remember when I said that people are

more motivated to act by the fear of loss rather than gain,

that’s exactly what you are doing with you inject scarcity

into your letter.

When people think there is a scarce supply of something

they need they usually rush to

get some of it. You can create a feeling of scarcity by

telling your reader that either the quantity is in limited

supply or that your offer is valid for only a limited time

period.

Your offer could sound something like this:

“If you purchase by (future date) you will get the entire

set of free bonuses”

Or

“Our supply is limited to only 50 (product or service) and

will be sent to you on a ‘first come, first served’ basis.

After they are gone there won’t be any more available.”

Or

“This offer is only good until (future date) after which the

(product or service) will return to its original price.”

One word of caution: If you make an offer you need to live

up to it. If you go back on your word after the deadline

date you will begin to erode the trust and confidence your

customers have come to expect from you.

_________________

10. Call to action

__________________

Do not assume that your reader knows what to do to

receive the benefits from your offer. You must spell out

how to make the order in a very clear and concise

language. Whether its picking up the phone and making

the call, filling out an order form, faxing the order form to

your office etc…. you must tell them exactly how to

order from you.

Your call to action must be “action-oriented.” You can

do this using words like ‘Pick Up the Phone and Call

Now!” or “Tear Off the Order Form and Send It In Today!”

or “Come to Our Store by Friday and …” Be explicit and

succinct in your instructions.

Plant your call to action throughout your letter. If you are

asking the reader to call your free information line then

perhaps some of the testimonials might say, “When I

called their free information line” or in your offer you might

say, “When you call our free information line…” Then

when you give the call to action at the end of the letter,

people won’t be surprised or confused. It will be

consistent with what you said all throughout your letter.

__________________

11. Give a Warning

__________________

A good sales letter will continue to build emotion, right

up to the very end. In fact, your letter should continue to

build emotion even after your call to action. Using the

“risk of loss” strategy, tell the reader what would happen

if they didn’t take advantage of your offer. Perhaps they

would continue to:

- Struggle day to day to make ends meat

- Work too hard just to get a few customers

- Lose the opportunity to receive all your valuable

bonuses

- Keep getting what they’ve always got

- Watch other companies get all the business

- Etc.

Try to paint a graphic picture in the mind of the reader

about the consequences of not taking action now.

Remind them just how terrible their current state is and

that it just doesn’t have to be that way.

_____________________

12. Close with a Reminder

_____________________

Always include a postscript (P.S.). Believe it or not,

your P.S. is the third most read element of your sales

letter. I’ve seen good copywriters use not just one

postscript, but many (P.P.S). In your postscript you

want to remind them of your irresistible offer. If you’ve

used scarcity in your sales letter, include your call to

action then remind them of the limited time (or quantity)

offer. It sounds like a simple step but postscripts get

noticed.

Viola! You now have a powerful sales letter. Using this

12-step formula anyone can write an effective sales letter

that sells. The following are a few extra tips to help you

write an even better sales letter:

Tip #1: Write the Features/Benefits – The biggest hurdle

to writing a great sales letter is just getting started.

Many people have a fear of writing. One way to get your

letter started and develop a helpful guide for your letter is

to write a feature/benefit list.

Take a set of 3 x 5 cards and write all the features you

know about on one side of the cards. Then turn the

cards over and write a benefit for each feature. You’ll

have started your letter and produced a list of benefits

you can use to write your letter.

Tip #2 – Once you have completed the letter, let it sit for

a day or so. This will allow you to be more objective you

when you edit your letter. If you’ve just spend the last

few hours working on your letter you will find it hard to

catch the mistakes or edits in the letter because you’re

just too close to it.

Tip #3 – Develop a “swipe file” to help get your creative

juices flowing. When you see a great ad or receive a

particularly effective letter in the mail, keep it in a file that

you can refer back to again and again. Companies pay

thousands of dollars to develop their marketing materials;

you might as well take advantage of that by using it as a

model for your own work.

Tip #4 – Before you start writing your sales letter,

develop a customer profile sheet by documenting every

thing you know about your target customer. Some great

copywriters put a picture of a typical customer in front of

them as write their letter to help them remember to

whom they are writing the letter.

Tip #5 – I often get the question, “How long should my

sales letter be?” and my answer is, “As long as it needs

to be.” Each part of your sales letter should be building

your case. If it takes ½ page to build your case then

that’s how long your letter should be; however, I use a

24-page sales letter to successfully sell one of my

products.
Most anyone can write a powerful sales letter by just

following this simple 12-step process. Make sure that

you include each of the steps because each step builds

your case in a unique way and adds to the reader’s

emotions.

# # #

David Frey, President of Marketing Best Practices Inc., a

Houston-based small business marketing consulting

firm. and is the senior editor of the Marketing Best

Practices Newsletter featuring small business marketing

best practices.

http://www.MarketingBestPractices.com

mailto:David@MarketingBestPractices.com

Lorrie Morgan-Ferrero’s ‘Copywriting TNT’ newsletter article:

Why I HATE Video Sales Letters

Sorry, but I have other things to do besides sitting with my butt planted on my chair listening to some inane drivel for an hour or more. It’s just maddening. Cut to the chase already!

Still, I see more and more of these intrusive video sales letters sent out WITHOUT any instructive copy whatsoever. If you’re guilty, you’re leaving a lot of money on the table. Here are some reasons why this trend ON ITS OWN doesn’t work:

- Sometimes people work in cubicles in offices and can’t watch a video for fear of getting in trouble. (But if there were copy, they could pretend to work while reading about the latest and greatest);

- Sometimes people work from home at night when their family is sleeping (Those of us already accused of working too many hours don’t need the grief of waking anyone up in the middle of the night);

- Some people prefer to print out material and take it with them. (When is the last time you took your computer to the bathroom or out on errands with you? Printed copy is more portable.)

- Some people don’t have speakers on their computers. (Sounds crazy but it’s true. I went for a year without speakers once because they were broken and I just didn’t care if I had them or not.)

- Some people are hearing-impaired or even flat out deaf (What, you don’t think they use the Internet? Of course they do – and they have money.)

Phew. I feel better. Let me back up a smidge and say there is definitely a time and a place for video. I love www.YouTube.com if I’m goofing off looking up old songs from the Wizard of Oz or Kelly’s ‘Shoes.’ The bigger point here is if you’re going to use video for an interactive experience, you NEED COPY! Video alone ain’t gonna cut it. Why, you ask?

Because the largest cross-section of the population learns visually (60-72%). Both the printed word AND video fall in the visual category. But here’s the Catch-22. The smallest percentage of the population is auditory (12-18%). So while the visual component of video can work quite well to get your idea across, the AUDIO part sets you up for disaster (because there are so few auditory learners).

BOTTOM LINE: You must use copy online to support your marketing message.

And it doesn’t even have to be long sales copy, even though that has the best track record. Using shorter form is just fine in most cases. Still, you need all the elements of good copy. Here are a few tips to make your video sales copy pull MUCH BETTER than video alone:

* Use a magnetic headline that makes your prospect salivate and eager to learn more;

* Add a short benefit-based paragraph to get the prospect more worked up;

* Stay focused on the benefits and craft a quick 3-5 bullets;

* Right before the video, throw in your call to action (e.g., watch this video before ___ date when this offer is off the table);

* Tack on as many relevant testimonials for social proof as you can;

* BONUS TIP: Below the video have a complete long sales copy letter for those who respond better to the written word.

No matter how you slice it, knowing how to write copy is a tried and true marketing skill that pays off in dollars and cents. You don’t even have to be that good at it – just GOOD ENOUGH.

About The Author

Lorrie Morgan-Ferrero is the author of the highly-acclaimed, award-winning copywriting course and creator of the Red Hot Copywriting Bootcamp. Her Speed Copywriting Workshops are always sell-out events. As an international copywriting strategist, author and speaker she teaches you to get the results that you want from your copy.

Visit www.red-hot-copy.com for solutions to your marketing needs.

Lorrie Morgan Ferrero

See you there!

Dan.

Dan Moore.

Even with all the different ways of driving traffic to your website, writing and submitting articles remains to be the most powerful tool for increasing your website traffic and boosting your sales online.

So why is article marketing (writing and submitting articles) so powerful in driving traffic to your website?

Articles can help you become an expert in your targeted niche. By submitting high quality and informative articles in your niche to article directories, you’re seen as an expert.

This leads to your prospects having trust and confidence in you. As you are an expert you’re your customers will feel confident to buy products and services from you.

Articles are a great way driving traffic to your website at an affordable price. You can write articles yourself or you can hire a ghostwriter for very little cost to write articles for you, You can then submit your articles to many directories for free, this increases the number of links (back links) pointing back to your website.

Articles are powerful in driving traffic to your website. At the end of each article, you have a resource box with your website address. Your articles will be published by many different directories, websites and ezines with your website URL.

By simply writing articles and submitting articles, you create a powerful viral power with many websites having your website URL on their sites.

Unlike other types of advertising that bring traffic to your site for only a brief time, articles will continue to drive traffic to your website for a long time into the future.

All your articles are archived in article directories and that means anyone can still read them and visit your website. Your articles can generate thousands of permanent one-way back links to your website.

Articles make search engines index your website and drive traffic to your website. Writing and submitting many articles to article directories is very powerful in making your website visible on search engines.

By including your keywords in your articles, when people are looking for information related to your niche and type those keywords, your articles and website show up on search engines, therefore making it easy for you to get a lot of traffic on your website.

Dan Moore.

PS. For more free tips and training check out the free members area here.

One of the challenges which people starting a new online business face is getting traffic to their website.

This post highlights four important steps you should follow to start generating some traffic to your website. 

1. Have unique content on your website.

Search engines look at websites on a regular basis looking for sites with fresh and new content. It’s important for you to have fresh and high quality content which will get your website quickly indexed by the search engines.

2. Use your keywords on your website.

It’s important that you have all the relevant keywords and keyword phrases that relate to your niche topic on your web pages and any articles that you may post on your website.

This increases your website’s ranking on the search engines which means that your website will rank high when people search using the keywords relating to your topic.

3. You’ll get many more visitors coming to your site from the search engines.

When people visit your website, the high quality content you have will make people spend more time on your site and ultimately buy some of the products or services you offer on your site.

4. Because your website is new, you should get listed in the search engines.
 
Getting your site listed in the search engines is an important step towards getting more visitors because it means your website will be visible from search engines.
 
This means that when people look for information relating to your topic on these search engines, they will find YOUR website.

Don’t worry, it’s not necessary to submit new websites to all the search engines for them to be listed, a simple link from a well established site will get the search engines to visit your new site and begin scanning its contents.
 
I often submit new sites to a web directory called Dmoz.org as Google checks this directory for indexing on a regular basis. 

5. Exchange some website links with websites that have a high popularity rank (PR).

Exchanging links with popular and related websites is an effective way to drive traffic to your website, and improve the raking of your site. You will get some traffic coming to your website through other websites that you have linked to.

By following the tips outlined in this here, you will realize that increasing your website traffic and getting more people to visit your new website is very easy to do. All you need to do is to follow these steps and you will soon see an increase in traffic to your website which will means a lot of sales and online profits for your internet business!
 
Dan.

PS. For more free tips and training check out the free members area here.

Having used social networking sites for well over a year now I’ve noticed that a large amount of marketers rush into these sites and blatantly start pumping out advertising messages instead of providing great content that can really help people.

The great thing about these sites is that you’re able to tap into to the minds of people more intelligently than just blasting advertising at them.

By providing engaging content you’ll create a persona that people will want to listen to.

Here’s a few to the point tips you may find useful.

Less = More

There are many social networking sites on the web and its natural when you start out to explore as many as you can, but as you do you’ll find that they vary in regards to the type of people on there and the subjects that people are interested in.

Once you find the sites that you are most comfortable using and have the most targeted audience for your product or service, stick with them, because at the time of posting there are over 1100 social networking sites for many different niches and that number is continually growing.

By finding sites that you are most comfortable using and sticking to them you can focus more on providing content for your audience.

Relating To Your Audience

Be yourself and don’t be afraid to share, be open and let people get to know you.

It’s easy to just think about driving traffic to your website in order to make more sales, eager marketers often rush on the social networking scene like a thunderbolt. They launch into what is the online equivalent of a full on sales pitch right in the middle of quite library.

Yes this may shock people and they may even listen for a minute or so, but then, they will more than likely ignore you.

Creating relationships with people on social networking sites will not happen automatically overnight, however over time it is extremely effective.

Create Your Following

If what you share on social networking sites is useful and of value to people plus if it makes them laugh (not at you) and entertains them, when people find you they will stick with you.

These types of sites are about attracting people into your circle and keeping them there by giving them what they want.

Dan.

Here’s a list of the speakers that spoke at the event:

Dan kennedy
Bill Glazer
Pat Mesiti
Paul Hartunian
Armand Morin
Amanda & Matt Clarkson
Andrew & Darrell Grant
Simon Coulson
Tom Hua
Ted Nicholas

http://www.imtrainingacademy.com/blog

We were shown live from the stage how the cash on demand funnel system works and how easy it really is to rebrand products.

Come on, we’ve all done it at some point… Read a piece of direct mail or a salesletter on the net and been seduced by the slick wordsmithing that has got us all excited and ready to whip out our credit card and then a week later shoved the product we just bought in the cupboard thinking  “I’ll get into that next week”  only to find that a year later it’s still in the cupboard along with all the other products we didn’t take action on.

Sound familiar?

This is where the magic of Rebranding comes in, no matter how long you’ve had a product it can still be rebranded with a fresh new feel to it and it’s unique to you.

Also, you know when you’re at a seminar or event and they give away free products just for turning up, the biggest question I hear regarding the free give-aways is “But won’t we all just have the same product to sell?”

Add some rebranding thinking to it and… you’ve got a product that looks and feels different all ready to go to market with.

Were you at Entrepreneurs Bootcamp 2008? If so, let me know what you thought of the weekend.

If you can think it, you can achieve it.
Dan Moore.

http://www.imtrainingacademy.com/blog

Just 12 months later my life has changed for the better because of the contacts I made and the people I met and the sheer volume of information that was available from Andrew Reynolds and all the great speakers at last years bootcamp.

It recently slipped out that Dan Kennedy will be speaking at this years bootcamp, this is the first time he has spoke outside the US apparently.

The remaining speakers are being kept quiet as usual, but I know it will be well worth it.

For more information about the Entrepreneurs Bootcamp 2008 you can go to: http://www.cash-on-demand-workshop.com

See you there,
Dan.

http://www.imtrainingacademy.com