+ How big are your dreams?

+ How deep is your commitment?

+ Are you really prepared to fail?

+ How hard are you willing to work?

The profiles that follow are character studies of what it takes to make your impact in a world that's being reshaped by power of new ideas. Ask yourself. DO I PASS THE TEST.

YOUR FIRST CHARACTER TEST Ask yourself this question. Do you have what it takes to peruse a goal of any real magnitude? Big enough to excite everyone you encounter? Think your idea over until you can state purpose in one simple sentence. That's how you become a magnet to circumstances and individuals to accelerate your journey to your goal.

YOUR SECOND CHARACTER TEST Ask yourself this question: Do I have courage to develop a specific plan of action? Am I willing to pay an enormous amount of attention to creation of a plan that will gear every otherwise random events in my life into a systematic pattern that will support my primary goal? - A plan that will create a controlled distribution of daily tasks and stick to my plan.

YOUR THIRD CHARACTER TEST Ask yourself this question: Do I have kind of belief in my vision that demands a leap forward, without fear and without fail. J.P. Morgan is reported to have said, " Millionaires work hard, but billionaires become successful because they are willing to take a leap of faith.

YOUR FOURTH CHARACTER TEST. Ask yourself this question: What is purpose of my conversations? And am I willing to develop specific language and purposeful conversation directed to a predetermined outcome that fully supports my ambitions? It won't be easy. It will take discipline and CHARACTER.

Look... if you've read more than two or three articles on subject of copywriting, you know all about "Features = Benefits", "Power Words", and every copywriting formula ever created. If you haven't, here are a few places you'll want to check out later on...

Joe Vitale's Copywriting Profit Center http://www.mrfire.com/profitcenter.html

David Garfinkel's Results-Driven Marketing http://www.davidgarfinkel.com/

Copywriting Articles http://www.webprozone.com/copywriting.html

Forget AIDA -- Think M.A.G.I.C. http://www.webprozone.com/articles/000148.html

## THREE TYPES OF PERSONALITIES

One of most powerful copywriting tactics you can use is segmentation of human personality. Before you write your sales letter, you must know your audience. That's a given. But this tactic goes beyond that...

Here's how it works:

To put it plainly, there are three types of people: commanders, thinkers, and visualizers. Each of them will respond varyingly to different arguments. There are exceptions, of course, and oftentimes it's difficult to determine what type of person you're dealing with -- especially if you are selling a product online, where you cannot see or speak with your potential customer.

Some arguments resonate well with all three types. Take, for example "Features = Benefits" approach. Instead of simply rattling off what your product can do, you must tell your prospect how it will benefit him or her specifically. This tactic works best with visualizers -- but is important when dealing with all types of people.

Sad as it may seem, other arguments will only work well with one type or other. Say you decide to try selling something to a thinker with promises of a quick & easy, visually appealing product. Guess what? They'll tell you to shove it down your throat.

Wouldn't you just love to shove it down THEIR throat? Here's how:

## THE COMMANDER

Commanders are leaders. Jobs occupied by commanders are generally management level positions, ranging from Project Director to CEO. They value a strong handshake, and for most part, have a husky, dominating physique.

Words most commonly used by commanders are physical in nature. Here are a few good examples: tackle, power, feel, sense, grasp, touch, people, and team.

When I think of a commander, I think of my high school hockey coach. Although he wasn't a very husky guy, he could shoot a puck at 100+ miles per hour, shatter Plexiglas with a strong check (yes, he actually did this once) and, most importantly, he made an honest to god team out of a bunch of punk kids. That is what a commander does.