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The Greatest Lead Generation Scheme

With Colin Powell, how can they lose?

Vol. 5, Issue No. 13 | July 7, 2009 By Denny Hatch
28
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IN THE NEWS

They Come to Get Motivated
PHILADELPHIA — Maybe the motivation was to get out of the office for a day. Whatever the reason, thousands of them streamed from the parking lots into the Wachovia Center on Wednesday to get pumped up by Zig Ziglar and Steve Forbes, Colin Powell and Rudy Giuliani. Oh, yes. And Charlie Manuel and Donovan McNabb.
Now the idea of the Phillies' folksy manager and the Eagles' un-folksy quarterback serving as inspirational speakers sets up almost as many jokes as there were attendees at the arena. Manuel has acknowledged his own discomfort with public speaking, and McNabb's news conferences have often been clinics in how to talk without actually saying anything. For most of this off-season, he avoided talking publicly at all.

—Phil Sheridan, The Philadelphia Inquirer, June 18, 2009


For several weeks during May and June, a series of wildly exciting full-page ads ran in The Philadelphia Inquirer for a seminar titled GET MOTIVATED! to be held in the massive Wachovia Center, home of the Philadelphia Flyers (hockey) and 76ers (basketball).

Among the speakers with star power were Gen. Colin Powell, Rudy Giuliani, Steve Forbes, Zig Ziglar and Philadelphia Eagles quarterback Donovan McNabb. The cost:

Only $4.95 PER PERSON. Or Send Your Entire Office for Only $19! That’s almost free! Admission at the door: $225 per person. Call immediately to take advantage of this limited time offer.

After seeing this ad three or four times, I did the math. The Wachovia Center seats a maximum of 22,000 people. If completely sold out at $4.95, gross revenue would be $108,900.

That amount would be completely eaten up by speakers' fees. Colin Powell: $100,000 plus private jet. Rudy Giuliani: avg. $80,000. Zig Ziglar: $25,000 to $50,000. Donovan McNabb: $20,000 to $30,000. I could not find Steve Forbes’ fee on the Internet, but it has to be at least $50,000.

The “GET MOTIVATED! Workbook” was an additional $4.99, so the final tally for me was $10 and change (tax). A full house at $10 each would generate $220,000. But speakers’ fees, hall rental, staff, audio-visual, etc., would create serious negative cash flow.

I smelled a rat and decided to sign up.

GET MOTIVIATED!
On May 25 I received a confirming phone call offering a seat in the first two rows for $45, or a seat on the main floor and close to the action for $25. Thanks, but no thanks, was my reply. I wanted to be everyman, sit with the hoi polloi, and feel crowd electricity and sentiment.

At 8:30 a.m., June 17, I arrived at the Wachovia Center, picked up my program and found a seat high up in the second tier. By my estimate the hall was two-thirds full—roughly 15,000 attendees. This was a very mixed crowd made up of celebrity hounds, minorities, business folks, male and female, young and old, retirees, and military. The setup consisted of a large, well-lit, boxing ring-like stage in the round on the main floor with two sets of giant TV screens—four in two tiers over it—so folks in every level had a good view. Even though celebrity speakers prowled the stage and turned their backs on one quarter of the crowd, thanks to expert camera work they were always facing the giant TV screens.

Takeaways to Consider

  • “GET MOTIVATED!” is textbook lead generation marketing.
  • “Do not try to sell expensive products or products that need an elaborate explanation with a one-step technique. A two- (or three- or four-) step approach for such offers is always more profitable. First get the inquiries, and then pursue those inquiries with a powerful follow-up series.”
    —Axel Andersson
  • A high-priced item—financial courses costing thousands—must be sold using a multistep process. In this case, it's three steps: (1) $4.95 to attend “GET MOTIVATED!” (2) Step-up to $99 (plus spouse comes free) for the introductory seminar; (3) Hit them for the big bucks in the relatively intimate, controlled environment of the $99 seminar.
  • With lead generation, the initial offer is everything. It must be so powerful (“See the legendary Colin Powell, Zig Ziglar and Rudy Giuliani in person for only $4.95!”) that only a lunatic would say no.
  • “In lead generation, the more you tell, the less you sell. Copy platforms should focus on generating a lead, not closing a sale. When you say too much, you often create reasons not to respond. When you try to skip a set, you break the sales chain and scare away qualified buyers. Tease the prospect into wanting to know more. Be strong on emotional benefits—leave the rational features and advantages to the sales rep.”
    —Bob Hacker
  • “You could hurt the sale by introducing information too early in the process. For example, you probably don’t want to put price in the lead package or fulfillment materials—especially if the price-value relationship is not clear to the potential buyer.”
    —Bob Hacker
  • “In lead generation, sell salvation, not products. Sell hope, the promise of a better tomorrow, being recognized by the boss, beating peers in the race up the corporate ladder, wealth, popularity or being there first! The product is just the way to get there.”
    —Bob Hacker

Web Sites Related to Today's Edition

“GET MOTIVATED!” Official Site
http://www.getmotivated.com/

“GET MOTIVATED!” Other Perspectives
http://www.adventurestories.info/articles/638

Phil Town Web Site
http://www.philtown.typepad.com/

Phil Town in Action at “GET MOTIVATED”
http://tinyurl.com/mu6ml9

Investools Web Site
http://www.investools.com/

Phil Town—Other Perspectives
http://tinyurl.com/kl6xgf
http://tinyurl.com/kkom92
http://tinyurl.com/mgfmac
http://tinyurl.com/llfouv
http://www.adventurestories.info/articles/638

Colin Powell at “GET MOTIVATED” Intro and Snippet
http://www.youtube.com/watch?v=cqrvQevvnq4
http://www.youtube.com/watch?v=dYmNVYd_f74

Colin Powell: The Speech that led to WAR (in 8 segments)
http://www.youtube.com/watch?v=1p2RXWvy4Vs
http://www.youtube.com/watch?v=AJEIAuUQDAc
http://www.youtube.com/watch?v=Zwupu0drRrg
http://www.youtube.com/watch?v=TGOq0qSJowY
http://www.youtube.com/watch?v=dqAq5Tz4RUI
http://www.youtube.com/watch?v=zTmKlcwvtqw
http://www.youtube.com/watch?v=aFeyo54uwYw
http://www.youtube.com/watch?v=XFsZdK5wWc0


 

Companies Mentioned:
28

COMMENTS

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Most Recent Comments:
Dr. K - Posted on August 19, 2009
These people are using persuasive communication techniques to leverage the gullibility and hope of people for personal gain, and with no qualms about the harm they cause. They are wolves in sheeps' clothing. And I'm almost certain that they are oblivious to the idea that there's a problem with any of it. For them, it's just business, and 'The Lord's Way' of showering them with favor. Painful, sad and true. And this is exactly whey I think everyone stands to gain by learning the techniques of persuasion. The only defense any of us have against these tried and true methods is our ability to think for ourselves. It's called Critical Thinking, and there's just not much of it around when the hype machine starts blaring it's promised kingdom.
Terry Mixon - Posted on August 14, 2009
I totally agree with your thorough article about Get Motivated. It is a "LEAD GENERATION SCAM" totally! I did not attend the one in Pittsburgh on August 11 because I have read very little positive reports about that bunch. They are making millions by hitting those poor people up at the 2 and 3 day workshop "training" for advanced classes costing 6k and up to 24K. They are crooks.
Jonathan Blaine - Posted on August 01, 2009
This all reminds me of PT Barnum's sign "This Way to the Egress!" in his American Museum. The Great Unwashed would excitedly follow the sign out of museum thinking they were going to see something wondrous... not realizing that Egress was a fancy word for "Exit." After they went through the door, the door would lock behind them, and if they wanted to get back in, they had to pay another admission charge! Also reminds me of Forrest Gump: Stupid is as stupid does; stupidity is a matter of deeds, not looks. These folks are simply modern-day Barnum suckers.
Donna - Posted on July 20, 2009
Donna (donna@donnaamos.com)
07/20/2009 at 4:41 PM
I attended this exact seminar about four years ago in Cincinnati. Obviously they have put together a system that works to generate the prospects and the sales revenues to make everyone involved a significant amount of money. Wonder how many times a year they present their program? I did find the program a little lacking in content, mostly hype to get people excited so they would open their wallets.
T Miller - Posted on July 20, 2009
It seems to me that Phil Town is not making cent number one in the market. He's making his money selling the illusion that anyone can make money in the market. Maybe he should share this little money making scheme with everyone. It's really worth the $99.
Bernie Malonson - Posted on July 18, 2009
Denny, as always, it is a pleasure to read your information. What a great analysis and insights into what is taking place. It is all about finding the "Marks".

People are looking for salvation and our "friends" provide it cheap. In for a penny, in for a pound.

Cheers!

Bernie Malonson
Chris - Posted on July 08, 2009
Denny, I wasn't there, but it's a little insulting to describe your fellow attendees as mouth-breathers who barely finished high school.

Maybe you should have read the FBI notes on Saddam's admitted deceptions (not hiding WMD, hiding the lack of WMD) before interjecting your own politics into the otherwise interesting article.
Dev. Kinney - Posted on July 08, 2009
Denny,
Marketers have been selling snake oil across this nation since the beginning. I come from the city of "The Coppertone Baby," Piggly-Wiggly, Holiday Inns, Terminex, Maybelline, Sun Records, St. Joseph Aspirin, Elvis Enterprises and countless other mid-America direct marketing successes. This lead generation scheme is directly related to the old "Elixer Wagon" salesman of the 19th century. It's entertainment. If any extra good comes of it, the customer is going to have to pay for what he gets. That's the way it's always been and that's the way it'll always be.

David N. Rosen - Posted on July 08, 2009
Fascinating piece, Denny. And admirable, too, in the way you distilled a number of very good, very practical DM takeaways (the Bob Hacker quotes are especially great) from an experience of such unmitigated hype and hucksterism.

The willingness of Powell, Giuliani and Forbes to participate in the type of extravaganza you described is disappointing indeed.

But I don't think many of us who have regularly offered our creative or marketing services to a variety of clients in the direct marketing industry for any amount of time can afford to be too self-righteous in this regard -- not if we've ever ourselves participated in a promotion to names that included lists of "opportunity seekers." Such a wonderful euphemism.

Len Jacobs - Posted on July 08, 2009
Denny, Thanks for your research on this stuff. I was always intrigued by how they make their numbers. Now I know. About Colin Powell, I read his book and was immediately struck by how he ended up in the military just by going with the flow. He liked ROTC. He was good at following orders, marching and basically not making waves. He is military. Is it leadership, no it's followship. It explains why he can be used for lots of stuff and why he would have been an excellent Republican puppet candidate. Luckily he never let it go too far. Even he knows what he did for Cheney/Bush was wrong.
Larry Alex - Posted on July 08, 2009
I was almost suckered into going to one of these. Thank goodness for your PSA.

I guess in hard times, hucksters realize the cache of enlisting the help of well known figures to give them instant credibility... even with the washed masses! How sad...
Barry - Posted on July 07, 2009
Thanks for the great reporting, Denny. My wife showed me the ad for the Pittsburgh version (coming August 11th) which includes Terry Bradshaw.

The lineup didn't interest me and when I saw the price, I laughed. You almost never get something for nothing.

As a kid, I used to watch the pitchmen on the boardwalk in Wildwood invite suckers in and then close the doors to further spectators after a certain point in their presentation. I often wondered what was going on behind the door. I suspect it was something similar to what you've shown us here.
Joel Levin - Posted on July 07, 2009
Denny,

I did not miss your message(s) in the "Get Motivated" piece, but can't help thinking that your message would do more good were it to reach the mooches in the $99 seats before they're seated. Your take on it is a real PSA, so perhaps you could peddle it to mainstream media to warn the masses, in addition to preaching to us insider marketers.

Pity about the Secretary: He became a tragic figure when he was used to "prove" WMD, but now he himself is a victimizer, and that's a tragedy.

You know me as a direct-response writer, but I double and dabble in journalism, too. With that credential, I must congratulate you on a well-organized, well-written, well-edited piece! It's not easy crafting something so lengthy while retaining clarity and maintaining interest.

Joel Levin

Theresa - Posted on July 07, 2009
A Fascinating read...I work in advertising and marketing and the "illusion" of what one is really buying gets sneakier all the time. Like you, I would think the approach is somewhat transparent and I wouldn't even consider a buy in, but others are not so savvy. Heck, just look at our commercials and who they target....it's scary to see/know that there are people who buy into and respond to crap. Makes me worry about our future generations.
Wash Phillips - Posted on July 07, 2009
Denny, thanks for being Everyman and getting YOUR name (not mine) on the lists of attendees. So much you described is possibly shameful (which sounds puritanical from a huckster, I guess).

Forget the other no-name lizards presenting. An infirm Zig Ziglar--how dae they? Rudolph Guiliani, whose lucky up-tick in reputation came on the bad luck of New York and America? And the venerable Colin Powell?

I held Powell to a higher standard, till he did the UN presentation, which I declared at the time was blatant b.s. (rendering me unpopular for years). And vindicated when Powell recently admitted on TV that he was just “being a team player,” but so what—did it bring back wasted lives and fortunes?

Your report was a frank testament to what we're capable of, without use of arms. Then again, look at the upside. Maybe some flakier attendees opted out of a crack pipe, for the day, anyway. Maybe a handful actually came away with a dream AND determination to work it through. We can only hope.
.
Dave Hendricks - Posted on July 07, 2009
You made the ultimate sacrifice for the rest of us Denny. Thanks for the report from the front lines of chicanery.
Tom Cannon - Posted on July 07, 2009
Denny,
This was a fascinating story. As a retired Army guy it really hurts to see Powell trade on his name and former service, especially around grifters like these. But too many desperate people are "wishing on a star" and the hard realities are not welcome. On another issue; On page 7 of the May 31st, 2009 NY Times Book Review is an ad about a 2010 cruise on the SEA CLOUD in honor of Patrick O'Brian and the 200th Anniversary of Trafalgar. The website is www.annemarievictory.com,the email address is amvorg@aol.com, and the phone number is 212-486-0353. Enjoy!
Ethan B - Posted on July 07, 2009
Thank you, Denny, for capturing the Glengarry Glen Rossness of it all. There's something deeply tragic about such spectacles and, frankly, shows what kind of people Forbes, McNabb, Giuliani and Powell really are. They get their big checks and willingly, even if it's just looking the other way, are allowing most attendees to get fleeced.

The picture of the dance contest amid the red-white-and-blue beach balls says it all.
Ed - Posted on July 07, 2009
Seems like you roped us in with the hype of an "article," only to use that opportunity to legitimize your personal take of the war on terror. Slickly done, but I'm still not buying your point of view.
Harvey - Posted on July 07, 2009
Growing up in Coney Island I learned early as a ride barker that you had to sell each person his dreams, fears and the promise of having his girl grab him tight before you can get them on the ride. Obviously, that tactic never goes out of style.
Chris Benson - Posted on July 07, 2009
I'm sorry you didn't get to see Zig Ziglar at the top of his game - I had the privilege of hearing and meeting him at a 3-day Jim Rohn event in 2003, and he was spectacular.
Scott - Posted on July 07, 2009
Wow. Instead of skimming your article (I usually just read the lead and then the first P or so), this time I read the whole thing. Couldn't stop. Fascinating study. Thanks for putting so much time into this. You've earned my attention for your next article.
Drayton Bird - Posted on July 07, 2009
What a skanky bunch of crooks. Powell should be ashamed of himself. But their techniques remind one that "the devil has all the best tunes."
Bill Cline - Posted on July 07, 2009
Funny, I went to the same program years ago and thought the same thing… scratched my head several times and said to myself “hey what the heck, I get to see some of the most inspiring speakers of my time” it was worth the $4.95…

Then the seminar, book and tape offers continued to come in by the truck loads. I had that Ahhh moment… there it is.
Carol Worthington-Levy - Posted on July 07, 2009
Hi Denny,
Like you, I smelled a rat and was curious about Get Motivated! My experience out here in San Jose was almost exactly like yours was in Philly - even the same speakers.

I spent a lot of time listening to conversations around me, to understand what got people to show up and what they were getting out of the seminar. Most of these people, based on the dialogue they had with their friends, were financially compromised and the perfect target for charlatans like Smith and Town. The people who can least afford to be taken by someone with stock trading scheme real estate investment schemes.

Now, like you, I opted for the cheap seats, so perhaps the big spenders on the bottom level were not as financially compromised. There were also companies who bought blocks of tickets to send and motivate their employees - a cheap way to give someone a day off and make them 'grateful'.

Trotting Zig out there was simply tragic. I really disliked these people who ran the seminar, from that point on.

While I'm envious of the money Colin Powell is walking away with, I was embarrassed for this man, whom I respect, to see him running with this pack of wolves.

Meanwhile, I expect no less than this from Giuliani, who couldn't stop talking about 9-11. But Powell? It's too bad.

I walked off with some freebies including a CD from Zig Zieglar that I have not had a chance to listen to yet. And a profound enlightenment about how gullible the American public is, especially in the face of a long recession and unemployment. The $99 tickets for the trading and real estate investment seminars were going fast during the break — the run-with-the-pack dynamics were palpable. I ran into a few old buddies from some self-improvement classes I took a few years ago, and they were signing up for sessions. It broke my heart.

Fred - Posted on July 07, 2009
Peter Lowe and show! Bet he does not mention his success on the backs of the vendors who he has put out of business from previous bankruptcies! "Master salesman... master con man!"
Annie Wilson - Posted on July 07, 2009
...there's a sucker born every minute....
David Cowen - Posted on July 07, 2009
Aren't you glad you paid only $4.95 for this?
Click here to view archived comments...
Archived Comments:
Dr. K - Posted on August 19, 2009
These people are using persuasive communication techniques to leverage the gullibility and hope of people for personal gain, and with no qualms about the harm they cause. They are wolves in sheeps' clothing. And I'm almost certain that they are oblivious to the idea that there's a problem with any of it. For them, it's just business, and 'The Lord's Way' of showering them with favor. Painful, sad and true. And this is exactly whey I think everyone stands to gain by learning the techniques of persuasion. The only defense any of us have against these tried and true methods is our ability to think for ourselves. It's called Critical Thinking, and there's just not much of it around when the hype machine starts blaring it's promised kingdom.
Terry Mixon - Posted on August 14, 2009
I totally agree with your thorough article about Get Motivated. It is a "LEAD GENERATION SCAM" totally! I did not attend the one in Pittsburgh on August 11 because I have read very little positive reports about that bunch. They are making millions by hitting those poor people up at the 2 and 3 day workshop "training" for advanced classes costing 6k and up to 24K. They are crooks.
Jonathan Blaine - Posted on August 01, 2009
This all reminds me of PT Barnum's sign "This Way to the Egress!" in his American Museum. The Great Unwashed would excitedly follow the sign out of museum thinking they were going to see something wondrous... not realizing that Egress was a fancy word for "Exit." After they went through the door, the door would lock behind them, and if they wanted to get back in, they had to pay another admission charge! Also reminds me of Forrest Gump: Stupid is as stupid does; stupidity is a matter of deeds, not looks. These folks are simply modern-day Barnum suckers.
Donna - Posted on July 20, 2009
Donna (donna@donnaamos.com)
07/20/2009 at 4:41 PM
I attended this exact seminar about four years ago in Cincinnati. Obviously they have put together a system that works to generate the prospects and the sales revenues to make everyone involved a significant amount of money. Wonder how many times a year they present their program? I did find the program a little lacking in content, mostly hype to get people excited so they would open their wallets.
T Miller - Posted on July 20, 2009
It seems to me that Phil Town is not making cent number one in the market. He's making his money selling the illusion that anyone can make money in the market. Maybe he should share this little money making scheme with everyone. It's really worth the $99.
Bernie Malonson - Posted on July 18, 2009
Denny, as always, it is a pleasure to read your information. What a great analysis and insights into what is taking place. It is all about finding the "Marks".

People are looking for salvation and our "friends" provide it cheap. In for a penny, in for a pound.

Cheers!

Bernie Malonson
Chris - Posted on July 08, 2009
Denny, I wasn't there, but it's a little insulting to describe your fellow attendees as mouth-breathers who barely finished high school.

Maybe you should have read the FBI notes on Saddam's admitted deceptions (not hiding WMD, hiding the lack of WMD) before interjecting your own politics into the otherwise interesting article.
Dev. Kinney - Posted on July 08, 2009
Denny,
Marketers have been selling snake oil across this nation since the beginning. I come from the city of "The Coppertone Baby," Piggly-Wiggly, Holiday Inns, Terminex, Maybelline, Sun Records, St. Joseph Aspirin, Elvis Enterprises and countless other mid-America direct marketing successes. This lead generation scheme is directly related to the old "Elixer Wagon" salesman of the 19th century. It's entertainment. If any extra good comes of it, the customer is going to have to pay for what he gets. That's the way it's always been and that's the way it'll always be.

David N. Rosen - Posted on July 08, 2009
Fascinating piece, Denny. And admirable, too, in the way you distilled a number of very good, very practical DM takeaways (the Bob Hacker quotes are especially great) from an experience of such unmitigated hype and hucksterism.

The willingness of Powell, Giuliani and Forbes to participate in the type of extravaganza you described is disappointing indeed.

But I don't think many of us who have regularly offered our creative or marketing services to a variety of clients in the direct marketing industry for any amount of time can afford to be too self-righteous in this regard -- not if we've ever ourselves participated in a promotion to names that included lists of "opportunity seekers." Such a wonderful euphemism.

Len Jacobs - Posted on July 08, 2009
Denny, Thanks for your research on this stuff. I was always intrigued by how they make their numbers. Now I know. About Colin Powell, I read his book and was immediately struck by how he ended up in the military just by going with the flow. He liked ROTC. He was good at following orders, marching and basically not making waves. He is military. Is it leadership, no it's followship. It explains why he can be used for lots of stuff and why he would have been an excellent Republican puppet candidate. Luckily he never let it go too far. Even he knows what he did for Cheney/Bush was wrong.
Larry Alex - Posted on July 08, 2009
I was almost suckered into going to one of these. Thank goodness for your PSA.

I guess in hard times, hucksters realize the cache of enlisting the help of well known figures to give them instant credibility... even with the washed masses! How sad...
Barry - Posted on July 07, 2009
Thanks for the great reporting, Denny. My wife showed me the ad for the Pittsburgh version (coming August 11th) which includes Terry Bradshaw.

The lineup didn't interest me and when I saw the price, I laughed. You almost never get something for nothing.

As a kid, I used to watch the pitchmen on the boardwalk in Wildwood invite suckers in and then close the doors to further spectators after a certain point in their presentation. I often wondered what was going on behind the door. I suspect it was something similar to what you've shown us here.
Joel Levin - Posted on July 07, 2009
Denny,

I did not miss your message(s) in the "Get Motivated" piece, but can't help thinking that your message would do more good were it to reach the mooches in the $99 seats before they're seated. Your take on it is a real PSA, so perhaps you could peddle it to mainstream media to warn the masses, in addition to preaching to us insider marketers.

Pity about the Secretary: He became a tragic figure when he was used to "prove" WMD, but now he himself is a victimizer, and that's a tragedy.

You know me as a direct-response writer, but I double and dabble in journalism, too. With that credential, I must congratulate you on a well-organized, well-written, well-edited piece! It's not easy crafting something so lengthy while retaining clarity and maintaining interest.

Joel Levin

Theresa - Posted on July 07, 2009
A Fascinating read...I work in advertising and marketing and the "illusion" of what one is really buying gets sneakier all the time. Like you, I would think the approach is somewhat transparent and I wouldn't even consider a buy in, but others are not so savvy. Heck, just look at our commercials and who they target....it's scary to see/know that there are people who buy into and respond to crap. Makes me worry about our future generations.
Wash Phillips - Posted on July 07, 2009
Denny, thanks for being Everyman and getting YOUR name (not mine) on the lists of attendees. So much you described is possibly shameful (which sounds puritanical from a huckster, I guess).

Forget the other no-name lizards presenting. An infirm Zig Ziglar--how dae they? Rudolph Guiliani, whose lucky up-tick in reputation came on the bad luck of New York and America? And the venerable Colin Powell?

I held Powell to a higher standard, till he did the UN presentation, which I declared at the time was blatant b.s. (rendering me unpopular for years). And vindicated when Powell recently admitted on TV that he was just “being a team player,” but so what—did it bring back wasted lives and fortunes?

Your report was a frank testament to what we're capable of, without use of arms. Then again, look at the upside. Maybe some flakier attendees opted out of a crack pipe, for the day, anyway. Maybe a handful actually came away with a dream AND determination to work it through. We can only hope.
.
Dave Hendricks - Posted on July 07, 2009
You made the ultimate sacrifice for the rest of us Denny. Thanks for the report from the front lines of chicanery.
Tom Cannon - Posted on July 07, 2009
Denny,
This was a fascinating story. As a retired Army guy it really hurts to see Powell trade on his name and former service, especially around grifters like these. But too many desperate people are "wishing on a star" and the hard realities are not welcome. On another issue; On page 7 of the May 31st, 2009 NY Times Book Review is an ad about a 2010 cruise on the SEA CLOUD in honor of Patrick O'Brian and the 200th Anniversary of Trafalgar. The website is www.annemarievictory.com,the email address is amvorg@aol.com, and the phone number is 212-486-0353. Enjoy!
Ethan B - Posted on July 07, 2009
Thank you, Denny, for capturing the Glengarry Glen Rossness of it all. There's something deeply tragic about such spectacles and, frankly, shows what kind of people Forbes, McNabb, Giuliani and Powell really are. They get their big checks and willingly, even if it's just looking the other way, are allowing most attendees to get fleeced.

The picture of the dance contest amid the red-white-and-blue beach balls says it all.
Ed - Posted on July 07, 2009
Seems like you roped us in with the hype of an "article," only to use that opportunity to legitimize your personal take of the war on terror. Slickly done, but I'm still not buying your point of view.
Harvey - Posted on July 07, 2009
Growing up in Coney Island I learned early as a ride barker that you had to sell each person his dreams, fears and the promise of having his girl grab him tight before you can get them on the ride. Obviously, that tactic never goes out of style.
Chris Benson - Posted on July 07, 2009
I'm sorry you didn't get to see Zig Ziglar at the top of his game - I had the privilege of hearing and meeting him at a 3-day Jim Rohn event in 2003, and he was spectacular.
Scott - Posted on July 07, 2009
Wow. Instead of skimming your article (I usually just read the lead and then the first P or so), this time I read the whole thing. Couldn't stop. Fascinating study. Thanks for putting so much time into this. You've earned my attention for your next article.
Drayton Bird - Posted on July 07, 2009
What a skanky bunch of crooks. Powell should be ashamed of himself. But their techniques remind one that "the devil has all the best tunes."
Bill Cline - Posted on July 07, 2009
Funny, I went to the same program years ago and thought the same thing… scratched my head several times and said to myself “hey what the heck, I get to see some of the most inspiring speakers of my time” it was worth the $4.95…

Then the seminar, book and tape offers continued to come in by the truck loads. I had that Ahhh moment… there it is.
Carol Worthington-Levy - Posted on July 07, 2009
Hi Denny,
Like you, I smelled a rat and was curious about Get Motivated! My experience out here in San Jose was almost exactly like yours was in Philly - even the same speakers.

I spent a lot of time listening to conversations around me, to understand what got people to show up and what they were getting out of the seminar. Most of these people, based on the dialogue they had with their friends, were financially compromised and the perfect target for charlatans like Smith and Town. The people who can least afford to be taken by someone with stock trading scheme real estate investment schemes.

Now, like you, I opted for the cheap seats, so perhaps the big spenders on the bottom level were not as financially compromised. There were also companies who bought blocks of tickets to send and motivate their employees - a cheap way to give someone a day off and make them 'grateful'.

Trotting Zig out there was simply tragic. I really disliked these people who ran the seminar, from that point on.

While I'm envious of the money Colin Powell is walking away with, I was embarrassed for this man, whom I respect, to see him running with this pack of wolves.

Meanwhile, I expect no less than this from Giuliani, who couldn't stop talking about 9-11. But Powell? It's too bad.

I walked off with some freebies including a CD from Zig Zieglar that I have not had a chance to listen to yet. And a profound enlightenment about how gullible the American public is, especially in the face of a long recession and unemployment. The $99 tickets for the trading and real estate investment seminars were going fast during the break — the run-with-the-pack dynamics were palpable. I ran into a few old buddies from some self-improvement classes I took a few years ago, and they were signing up for sessions. It broke my heart.

Fred - Posted on July 07, 2009
Peter Lowe and show! Bet he does not mention his success on the backs of the vendors who he has put out of business from previous bankruptcies! "Master salesman... master con man!"
Annie Wilson - Posted on July 07, 2009
...there's a sucker born every minute....
David Cowen - Posted on July 07, 2009
Aren't you glad you paid only $4.95 for this?