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What Others Say About The Author: "There are a lot of books on succeeding as a writer, but what sets yours apart -- aside from the incredible practicality of the advice -- is the enthusiasm for what we do. If that, interwoven with your compelling personal story, doesn't motivate a reader to get out there and do it, he or she should give up all notions of writing and stick to his or her day job! Fantastic book, and I recommend it highly. Five stars. No make that ten!" --Bob Bly, author of The Copywriter's Handbook and over 50 other titles.
SECRETS of a WRITING HUSTLER
How to Beat the Odds, Overcome Rejection -- and Succeed as a Writer!
ROSCOE BARNES III
Copyright © 2005 Roscoe Barnes III All Rights Reserved ISBN: 1-932794-11-5 Published by Filbert Publishing, Box 326, Kandiyohi, Mn, 56251, USA. No part of this publication may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, recording or otherwise, without the prior written permission of the author. The characters and events in this book are fictitious. Any similarity to real persons, living or dead, is coincidental and not intended by the author. Manufactured in the United States of America.
SECRETS of a WRITING HUSTLER
How to Beat the Odds, Overcome Rejection -- and Succeed as a Writer!
ROSCOE BARNES III
DEDICATION
To Roberta Lawyer, my special friend and the person who encouraged me to write this book.
To my sons, Roscoe IV and Jeremy, two of the most talented young men around.
To Don Sanders, Ollie Ryas and Mark Walters, my childhood friends who were more like my actual brothers. Their friendship will always be cherished.
To my mother, Bertha Mae Barnes, a brilliant story-teller, and to the memory of my father, Roscoe Barnes Jr. Without them I would not be what I am today.
To my grandmother, Aslea King; and to the memory of my late grandparents, McKinley and Alberta Jackson, both of whom were gifted story-tellers.
I also dedicate this book to my four awesome brothers: Wiley, Roy Lee, Jimmy and Emerson; my four beautiful sisters: Alberta, Barbara, Vivian and Tina; and my dear cousin, Brenda Marsh. ACKNOWLEDGMENTS
First and foremost, I want to thank Robert W. Bly, Joe Vitale, Norman B. Rohrer and Richard Armstrong for their support, instructions, guidance and all the encourgement they have given me over the years.
Grateful acknowledgments are made to Jim Abbott and David Rushing of The Enterprise-Tocsin; Hal Sharpe of The Littleton Observer; B.J. Small and Robert Holt of The Gettysburg Times; Lee Goodwin, sports writer; Stan Schwartz of Publishers' Auxiliary; George Reis of Fund Raising Management; and Sue Hadden, Pat Patterson, Scott Weaver, George McKee and Denny Shockey of The Record Herald. All of these individuals have played a role in my growth as a writer.
A heart-felt thank-you is owed Greta Cummings who encouraged me in the beginning to keep on writing in the face of rejection.
Special acknowledgments are made to my childhood teachers, Robert Whalen, Eddie Dennis and Mary Kent, who motivated me to be all that I could be.
I also want to offer special thanks to my publisher and editor, Maury and Beth Erickson. They are two of the finest professionals I've come to know. It is because of their enthusiasm, hard work and support for this book, that it is now published. I am more than grateful.
Last but not least, special credit is due to the text formatters and graphic artists at Filbert Publishing.
Thanks to all of you for making it possible for me to shine and to discover the beauty and power of writing.
“You can survive as a writer on hustle: You get very little for each piece, but you write a lot of pieces.” -- Kurt Vonnegut
“You may not be a success, but if you can handle words, you will never starve.” -- Dr. Sherwood E. Wirt
“Today’s markets, in reality, require more. They call for you to be ruthless, sly, and to take no prisoners.” -- Michael Sedge
Secrets of a Writing Hustler TABLE OF CONTENTS
PREFACE: Why I Wrote this Book ~ 14
INTRODUCTION: What You Can Expect From Reading this Book ~ 16
PART I: SNAPSHOTS OF A HUSTLER: A Personal Essay of How a Poor Country Boy Found Fame, Power and Writing Success PREVIEW ~ 22
Essay HOW I BECAME A WRITING HUSTLER An Unexpected Journey from Cotton Fields to Journalism and Writing Success ~ 23
PART II: STRATEGY FOR SUCCESS: A Proven Plan for Getting Published, Making Money, Finding Work and Enhancing Your Name Recognition as a Writer PREVIEW ~ 51
Chapter 1 THE 12 MOST COMMON OBSTACLES TO WRITING SUCCESS How to Recognize – and Overcome -- the Hurdles that Can Hinder Your Writing Career ~ 52
Chapter 2 A BLUEPRINT FOR SUCCESS How to Break into Print and Sell More of Your Writing Products and Services ~ 60
Chapter 3 COPING WITH REJECTION How to Succeed Against the Odds ~ 76
Chapter 4 DEALING WITH WRITER’S BLOCK 10 Ways to Unlock Your Creative Flow -- and Finish Your Work on Time ~ 83
PART III: SECRETS OF GOOD WRITING: Practical Advice for Improving Your Style and Techniques in Nonfiction PREVIEW ~ 86
Chapter 5 HOW TO WRITE LIKE A MASTER A Few Good Tips and Practical Ideas from One of the Best-Selling Authors of All Time ~ 88
Chapter 6 HOW TO CHOOSE A HIT FORMULA TO TELL YOUR STORIES The Three Best Ways to Open - and Organize - Your Articles ~ 91
Chapter 7 HOW TO BRUTALIZE YOUR WORK – AND MAKE IT SPARKLE Essential Concepts for Editing and Polishing like a Pro ~ 94
Chapter 8 HOW TO WRITE A GOOD NARRATIVE Easy-to-Use Pointers from a Popular Cartoon ~ 99
Chapter 9 HOW TO WRITE FEATURES WITH IMPACT How to Infuse Your Writing with Emotion ~ 102
Chapter 10 HOW TO USE ANECDOTES TO KIDNAP READERS – AND KEEP THEM BEGGING FOR MORE Proven Ways to Add Depth, Credibility and Interest to Your Writing ~ 107
Chapter 11 HOW TO EAVESDROP YOUR WAY TO BETTER WRITING TECHNIQUES An Easy Way to Add Color to Your Prose ~ 111
PART IV: SECRETS OF GOOD COPYWRITING: Vital Tips for Writing Ads, Press Releases, Direct Mail and Other Marketing Literature PREVIEW ~ 114
Chapter 12 HOW TO ENTICE PROSPECTS -- AND MAKE THEM HUNGRY FOR YOUR OFFER Great Tips for Turning Your Sales Message into Mouth-Watering Prose ~ 116
Chapter 13 HOW TO USE TRIGGER PHRASES THAT MAKE PEOPLE ACT – NOW! Sure-Fire Ways to Write Copy that Induces an Immediate Response ~ 120
Chapter 14 HOW TO QUOTE YOUR WAY TO BETTER COPY Quick and Easy Ways to Nail the Attention of Readers ~ 125
Chapter 15 HOW TO WRITE THE ULTIMATE PRESS RELEASE – AND GET MORE THAN FREE PUBLICITY The Secret to Turning Your Media Message into a Direct Response Tool ~ 131
Chapter 16 HOW TO WRITE AN ADVERTORIAL THAT HOOKS READERS AND PULLS RESPONSE Proven Ways to Write and Design an Article-like Ad that’s Irresistible ~ 135
Chapter 17 HOW TO MAKE YOUR DIRECT MAIL PACKAGE A WINNER A Fool-Proof Check List for Better Lead Generation ~ 139
Chapter 18 HOW TO IMPROVE YOUR LETTERS AND OTHER MARKETING LITERATURE What Daytime Soaps can Teach You about Writing Good Copy ~ 142
THE WRITING HUSTLER’S PLEDGE ~ 146
ABOUT THE AUTHOR ~ 149
PREFACE Why I Wrote this Book
Hustle: “To obtain by energetic activity; to sell or promote energetically.” -- Merrian-Webster Online
Secrets of a Writing Hustler was written to show writers how to succeed in selling more of their words -- or their writing related products and services -- by hustling. The goal is to help them overcome their odds, see their potential and then tap into the power and joy of being a writing hustler. The idea for this work was born in response to the many people who’ve asked me: “How did you get started as a writer?” Others wanted to know how I became obsessed, or as I call it, “addicted” to writing and the whole process of being published. In addition to these questions, people have wondered how I broke into so many different forms of writing. For instance, many admirers know me as a newspaper reporter while others know me as a “tractster,” a writer and publisher of religious pamphlets known as “gospel tracts.” Some people see me as an author and seminar leader and some see me as a copywriter who specializes in direct mail copy for business-to-business and fundraising clients. My byline has appeared in business, Christian, writing and fundraising trade publications. Yep, a wide-ranging number of fields. This, by the way, doesn’t include my published work in art, fiction and military subjects. Not a few of my readers have asked how a black man, an African American born in poverty in the Mississippi Delta, can become a nationally known wordsmith. Oh, I blush at the thought. But as Walter Brennan used to say, “No brag, just fact.” This book is my story. A memoir of sorts. It tells you, as best as I can recall, how I became a writer and why I am so addicted to hustling in this profession. It shows some of the struggles and rejection I’ve had, as well as the avenues I took to find success. It also reveals my discovery of power – the kind that is felt and released through the written word. Along the way are tips and ideas for your own success. After all, if I can do it, anyone can – including YOU! Some people, I believe, realize I haven’t yet become a millionaire. (Notice the word “yet.”) They also know I’m a stranger to the New York Times Bestseller List. Yet, having seen my literary output and my smiling mug since the early 1980s, a growing number of people are apparently curious. I like to say that even though I have not made that first million, I’m having a lot of fun and finding true fulfillment. Most importantly, I’m using my gift of writing for the benefit of others. It’s like planting seeds, with the hope of seeing a good crop. As a writer, I plant seeds of ideas with the aim of affecting change and nurturing growth in the most positive way imaginable. My driving ambition is to leave an enduring mark and to make such an impression with the written word that the people who read me will become enlightened, inspired, motivated, informed and transformed for the higher good. This may be asking a lot, I know. But I’m so convinced of the power of writing that I believe, let’s face it -- anything is possible. And I might add, if only a handful of people – or even a single person – are helped in some small way by the things I write, then hey, it is well worth it. Perhaps Stephen King said it best in his book, On Writing: A Memoir. “In the end,” he said. “[Writing is] about enriching the lives of those who will read your work and enriching your own life, as well.” If you, after reading this book, come away with fresh ideas, a sense of empowerment and enthusiasm, with a determination to excel as a published writer or successful copywriter, then I will be happy. For the purpose of this book will have been realized. Here’s wishing you much success.
Roscoe Barnes III ‘The Writing Hustler’ Baltimore, Md. Nov. 22, 2003
INTRODUCTION What You can Expect from Reading this Book
Hustler: “An enterprising person determined to succeed; go-getter.” -- InfoPlease.com
As a 12-year-old black kid in the Mississippi Delta, I chopped cotton, raised hogs and plowed fields to help support my family of 11. Today, at 42, I’m an award-winning journalist, and former columnist for two national publications. I’m also a freelance copywriter whose words are used each day to sell millions of dollars worth of products and services. Simply stated, I wrote my way to the top using strategies that guarantee success. Those strategies are revealed here in:
SECRETS OF A WRITING HUSTLER How to Beat the Odds, Overcome Rejection – And Succeed as a Writer
Although scores of books have been written on various aspects of writing, most are either too narrow or too broad in their focus to benefit the struggling writer. Secrets of a Writing Hustler is “Confessions of an Advertising Man meets On Writing Well.”As such, itis part memoir and part how-to. This guide is a “one-stop shop” for freelance writers, journalists, copywriters, and entrepreneurs. It provides practical, easy-to-follow ideas and instructions on how to slip through barriers, beat rejection, weave killer copy, crack multiple markets and succeed as a writer. Unlike other books that focus on writing alone, marketing alone, magazine markets or book markets, Secrets of a Writing Hustler covers all the bases and it does with a flare of inspiration and entertainment. The advice is based on my 20-plus years of experience as a journalist, copywriter, author and freelance writer for magazines. To date, I’ve authored numerous books and training guides (some self-published). And I’ve had gospel tracts published by some of the leading Christian publishing houses.
Hustling: It’s more than hard work The term “hustler” is fitting because of the work needed to succeed. Hustlers are shrewd, hard-working, persistent, creative, prolific and daring. They can thrive on rejection and enjoy the challenge of getting past “No.” They are slick and sometimes covert in their efforts to overcome odds. They love competition and will do nearly anything to win. Hustlers are fast and furious. They can weasel past editors and stubborn business people -- and still get their work sold. They are thrifty about their spending and knowledgeable about their craft. They know when to gamble and when to hold back. They are relentless in marketing and self-promotion, having no problem with tooting their own horn. They also are survivors who are addicted to hard work.
Why another book on writing? Let’s face it: Writers and editors are frustrated. Writers get tired of being rejected and editors get tired of wasting time on material that’s unsuitable for their readers. Despite the thousands of new outlets consisting of book publishers, online publications, and all of the technological resources available today, freelance writers continue to struggle with rejection. They find it hard to break into print. And for many who find print, establishing themselves as full-time writers is often met with disappointment. Others find it hard to write with impact. They dream of crafting a powerful article or news story, but lack the skills that can make that happen. Indeed, William Zinsser was right when he said, “Few people realize how badly they write.” Copywriters are not excluded. “Today, poorly written, ineffective ads, press releases, catalogs and brochures are the norm rather than the exception,” observed Robert W. Bly. “Top professionals complain that recent college graduates are ill-equipped to write the type of succinct prose necessary to awaken an interest in ideas, organizations, products, and services.” User-friendly resource for different types of writers Secrets of a Writing Hustler speaks directly to the beginning writer in search of his or her first byline. It addresses the needs of experienced writers who want to excel by selling more of their articles to magazines and newspapers. It provides direction for the frustrated writer who is sick and tired of rejection -- and all the discouragement that comes with it. The book also speaks to the journalist who desires to write compelling stories that hook readers and grab them by the throat. Then it reaches out to the copywriter and businessperson who crave commercial copy that gets results. As odd as it may sound, Secrets of a Writing Hustler really is a “one size fits all” type of resource. Despite its comprehensive nature, however, it provides the critical details that are relevant and essential to the different writing forms.
Writer’s ‘survival guide’ and ‘professional toolkit’ Secrets of a Writing Hustler gives you a taste of story-telling that flows with lessons from real life. For instance, it outlines the pitfalls of a writing career and explains in detail how to overcome rejection. It shows you how to have a promising start that will increase your chances of success. It also gives you the tried-and-true secrets of good writing – the kind that sells; and the money-making secrets of good copywriting -- the kind that gets results. This book is nothing short of a writer’s survival guide or, if you prefer, a professional tool kit. It seeks to challenge and motivate you while showing you how to write like the masters, how to craft powerful narratives, how to use anecdotes and add color to a piece of nonfiction. The book goes even further by discussing the rules and principles of effective commercial copy. Among other things, it shows you how to write hard-hitting ads, sales letters, direct mail, press releases and other types of marketing literature.
Unique blend of story-telling and practical lessons Like Stephen King’s On Writing, Secrets of a Writing Hustler weds a powerful personal narrative with simple advice for improving your craft. The narrative serves as the springboard for the book. It lays the foundation and shows how I rose from poverty in the cotton fields of the Mississippi Delta to become a widely published writer. It helps you to see that if I can do it, you can, too. In addition to sharing a personal narrative, Secrets of a Writing Hustler guides you through the editorial mine fields. It shines the light on the most common obstacles faced by writers and offers guidance for overcoming these obstacles. The book, written in a conversational style, gives you a 10-point plan for finding success. Everything is covered from tips to getting started to advice for cracking multiple markets. Suggestions for self-promotion and marketing are included, along with strategies for beating writer’s block and the sting of rejection. A few pointers on self-publishing and Print-On-Demand are also given. Beyond the mechanics of getting publishing and the fundamentals of marketing, Secrets of a Writing Hustler offers a clinic of sorts in writing nonfiction and commercial copy. It uses 14 chapters to show you how to write for magazines, newspapers, online publications, ad agencies, public relations firms and businesses, among other markets. In short, it explains what it really takes to writewell -- and prosper. Perhaps I should note thatmost of the how-to chapters were taken from columns I wrote for two national publications, and various trade magazines, including Fund Raising Management, Publishers’ Auxiliary, HomeBusiness Magazine, Writer’s Forum, Marketing Solutions, Mailorder Messenger, Jack Pot, The Writers’ Journal, Marketing Solutions, Expert Marketing.
Contents and Style Secrets of a Writing Hustler is written primarily with the beginner in mind. Though professionally crafted, the book has a personal feel and a style that’s friendly and yet serious. In this format, it serves up the essential elements for achieving writing success. It uses a straight-forward, simple approach with colorful language and timely anecdotes and examples. Scores of references and engaging quotes from respectable sources are sprinkled throughout to aid you in further study. Secrets of a Writing Hustler consists of 19 chapters. Each chapter is broken up with headlines and sub-headlines, which make for scanning or easy reading – and less intimidation. To ensure easy comprehension and quick application, it is divided into four sections: * Section One: A narrative of how I became a writing hustler. Rather than tell my life story, it offers snapshots of what led to my success. My training, rejection, my reading, risks and my success are all covered. Experiences highlighted are those in journalism, freelance writing, copywriting, and marketing. * Section Two: Covers the most common obstacles faced by writers. It also gives a blueprint for writing success, along with tips for dealing with rejection and writer’s block. It covers all the nuts and bolts of getting published, as well as the tricks of the trade for effective marketing and self-promotion. * Section Three: Pure teaching on nonfictionwriting techniques. It gives tips for various writing forms, sure-fire methods for good editing and revision, and proven ways to breathe life into dead manuscripts. Fresh ideas are presented for creating articles that sell. * Section Four: Focuses on commercial writing. It offers time-tested methods for crafting persuasive copy. Innovative approaches are given to show readers how to transform weak copy into words that work – words that grab attention and induce response. Numerous examples are given to help you understand the ingredients of a successful ad, sales letter, direct mail package and other commercial documents. The format makes Secrets of a Writing Hustler a perfect handbook or a quick-reference guide. Like any good practical how-to manual, it may be read from cover to cover, or simply by topic or by chapter – whichever way that interests you at any given moment. I do have two favors to ask: First, at the end of this book, you will see “The Writing Hustler’s Pledge.” Read it closely and ponder its message. If you feel you can agree with it and you’re serious about becoming a “writing hustler,” then please sign it as an affirmation of your goals and your commitment to excellence. Feel free to cut it out. Frame it and place it on the wall near your desk. Read it when you feel discouraged. Soak it in as you achieve your goals. Second, WhenSecrets of a Writing Hustler helps you in any way, such as getting published, making more money or closing a deal for a writing assignment, will you let me know of your success? I can be reached through the publisher of this book or at: WritingHustler2000@yahoo.com. I look forward to hearing from you and to congratulating you on your success as a … Writing Hustler. PART I
SNAPSHOTS OF A HUSTLER: A Personal Essay of How a Poor Country Boy Found Fame, Power and Writing Success
“A hustler is someone who makes a living by seizing opportunities. Hustlers are therefore resourceful and often ingenious…. They apply a thorough knowledge of human psychology and market trends to their work and are adept at discovering a need and filling it.” -- Hustling Jamaican Style-- Susan Knight and Tony Lowrie
PREVIEW: As opposed to a full-length autobiography, this section presents a personal essay – a few snapshots -- of how I was shaped as a writer. Although written with elements to entertain, its primary objective is not to be literary – but to teach and inspire. With this in mind, I give insight into my childhood as an African American in the Mississippi Delta. At the same time, I chronicle my discovery of writing and my growth through trial and error. Anecdotes, tips and advice from mentors are sprinkled throughout. A number of turning points are highlighted:
HOW I BECAME A WRITING HUSTLER An Unexpected Journey from Cotton Fields to Journalism and Writing Success
The young blue-eyed reporter was all smiles when she came to interview me about my writing. She perked up and even giggled a bit when she asked how I got started. But when she heard my answer, she dropped her pen and her face turned beet red. Indeed, it was not the answer she had expected. Truth be told, I became interested in writing out of curiosity and a desire to simply express myself. But I began writing seriously and passionately out of revenge-- wanting only to get even with the girl who broke my heart. Although revenge wasn’t the only reason, it was for the most part, the main reason I became determined to learn the craft and establish myself as a selling writer. The girl in question was named Beatrice. She left me when I was 18 and ran off to marry an older guy. At the time, I had not heard “success is the best revenge,” but somehow I believed it. Just maybe, I thought, success as a writer would be the key to getting Beatrice back. With all my heart, I also wanted to make her wish she’d never left me. But how could I become a writer with so many odds stacked against me. I was black, poor and a lousy speller. I had no writing role models, no books or magazines on writing and no one to show me the ropes of getting published. So where would I begin? How would I find my way? The answers would come where least expected.
Growing up in the Mississippi Delta I was born on Feb. 6, 1961, in Indianola, Miss., a small rural town in the area known as the Delta. It is situated in the northwestern part of the state between Greenville and Greenwood. As a kid, I worked in the cotton fields and plantations that surrounded the town. The work was common among blacks, especially teenagers. Like other places in Mississippi, my town was segregated and actually divided by railroad tracks: The blacks lived on one side and the whites lived on the other. Our public school system was predominately black as most white students attended a private school. I come from a large, close-knit family, having four brothers: Wiley, Roy, Jimmy and Emerson; and four sisters: Alberta, Barbara, Vivian and Tina. Our parents infused our home with love, hard work and iron-like determination. My father, Roscoe Jr. (who passed a few days before Christmas in 1999), was fond of saying, “There’s a way to do anything! Hard work won’t kill you, but laziness sure will.” My father, a stoutly built man with light skin and a caucasian nose, was the first hustler I knew. He worked as a mechanic in the local textile factory; but at home he worked as a “shade tree” mechanic, repairing cars for many poor blacks in the community. My mother, Bertha Mae, was the traditional housewife who stayed at home and cared for the children. And as far as I’m concerned, she was also the best cook in Mississippi. My mother was affectionately called “Muddear” by my siblings and me. People admired her for her long jet-black hair that touched her lower back. She was a petite light-skinned woman with high cheekbones – and a temper the size of a grizzly. Our neighbors thought she was part Cherokee. Sometimes my mother was teased for having bow legs. But we kids never laughed because we had bow legs, too. For most of my childhood, we lived in a five-room house on Oak Street. During the first few years we lived there, we raised hogs and chickens and later, a few ducks and geese, all of which provided food for the family. A large garden was used to grow corn, okra, mustards and other types of vegetables. My favorite dinner from the garden was a plate of pinto beans and corn bread, covered with catsup and sugar. We ate fried chicken almost daily. Sometimes I added two or three ears of well-buttered corn, just to take the meal to the next level. Although greens – mustards, collards, cabbage – were loved by all, fried okras and squash were treated like a delicacy. Whenever we exhausted food from the garden, we ate the basics: a bowl of buttermilk and cornbread with a spoonful of sugar. During hunting season, nothing tasted as good as game food. Well-cooked rabbit, squirrel, coon, and yes, ‘possum, were all staples of the dinner table. ‘Possum, by the way, was best when baked in a pan surrounded by sweet potatoes; coon tasted better when barbequed on a grill. If we were lucky while driving, we’d hit a few rabbits on the road and take them home for the skillet. Rabbits were good anyway you cooked them. It’s funny, though, how the love of game food can follow you well into your teens. And sometimes, it can lead to some strange experiences.
Rendezvous with a ‘possum One chilly autumn night, my brother, Roy, and I got the surprise of a life time. Roy, a year younger than me, was the tall, lanky one in our family. He had big brown eyes, a big afro and he sometimes stuttered when he got excited. He was known in school as a great dancer, but his favorite pass-time was hunting – something he was extremely good at. This night, he was driving past a cotton field when a ‘possum appeared on the right side of the road. “You see that?” he said, his eyes widening. “That’s a possum!” “Where ‘bout?” I asked, trying to roll down the window for fresh air. Roy and I had practically bathed in Gray Flannel® Cologne and the strong fragrance was making me dizzy. Guess it was a cultural thing. All that cologne. At least, that’s what I’d been told. It was also a good way to pick up girls. Something else I’d been told. “I don’t see no ‘possum,” I said, and started munching on sunflower seeds. Roy slowed down and pointed his headlights to the side of the road. That’s when I saw the ‘possum. From a distance, he looked like a white ball of fur. “There it is! You’re right,” I said, spitting seeds. “Let’s get him!” Roy quickly veered to the right and darted onto the shoulder and – BOOMPED! He stopped the car and I got out. “Yep, you got him alright,” I said, still munching on seeds. “Make sure he’s dead,” Roy said. “He is,” I said. “Here, take a look. He’s a big fat greasy one!” And that, he was. In fact, he looked like a giant rat with a Buddha belly. I held the ‘possum up and then placed him in a brown paper bag and tossed him on the back seat. We then headed home with plans to clean it and serve it up for a late night snack. But a few minutes later, we heard something on the back seat. “You hear that?” Roy asked. “Naw. What’s up?” “Ah, nothin’, I guess. Just thought I heard somethin’.” When we came to a stop light, we both heard a hissing sound. Roy and I looked back at the same time and -- ugh! The possum was climbing the back of my seat and his mouth was wide open. “Good god almighty!” I shouted and jumped out of the car. I hit the street running. “Come back here!” cried Roy. “Get that d--- thing outta here!” I turned to go back to the car, but before I could get there, I saw Roy cussing, waving his arms and falling out of the driver’s side window, his bell-bottom jeans kicking in the air. I never could understand why he didn’t open the door. Even so, we lost our late night snack. So much for road-kill. We went home and ate fried catfish, soaked in hot sauce.
Rats and roaches Long before Roy and I were old enough to drive, our family lived in an old white-framed house that had its share of problems. Besides being infested with rats, it did little to shield us from the cold. Still we were happy and never went without food. In fact, we kids got used to the rats, so much so, that we played with them and devised games for trapping them. My younger brother, Jimmy, the daring one, would often catch one of the gray-haired creatures and flush it down the toilet. We’d all laugh as the poor creature started spiraling faster and faster until it was out of sight. The only time we kids made a fuss over the rats, was when one or more had died from the poison our father set out and started to rot inside the walls of the house. Needless to say, their musty, putrid odor competed mightily with the chitterlings we used to cook. Then there were the cock roaches, some of the nastiest creatures around. But as barefoot kids without many toys, except those we carved from wood, we made sport of the dirty critters. Take my brother, Roy, a real sharpshooter with his water gun. He could hit three or four roaches at a time while standing six feet away. Not one to be outdone, I’d pull out my sling shot, the kind carried by “Dennis the Menace.” Slowly and steadily I would take aim, hold my breath … and – POW! I hit the roaches so hard, I dented walls and broke everything in sight, including a kitchen window. Of course this fun was short-lived when our father sprayed the house with DDT – some potent stuff that smelled of rotten cabbage. It killed so many roaches, we’d spend days sweeping them up. DDT was so strong we used to say, “If the poison didn’t kill the roaches, the stink should would.” I believe the roaches agreed.
The beauty of storytelling My father was known as an outdoorsman (an expert hunter) and a tough guy who could fix anything, but my mother was known for her storytelling abilities, something she inherited from her mother, Alberta Jackson. These two ladies could make any story exciting. They could hold an audience spell-bound for hours. I remember the many Saturday nights that my siblings and I would visit our grandmother’s house. For some reason, the house always smelled of coffee and Noxema®. After getting sweaty and dirty from playing outside, we kids would go indoors for the night and sit at the feet of my mother and grandmother, both of whom would dip Garret® Snuff and tell stories about their childhood. We’d eat popcorn and drink sugar water as the tales got deeper. Some of the stories were funny. Some involved witchcraft. Some were so horrifying, I was afraid to go to bed at night. Yet, all of them were entertaining. And sometimes better than the stuff on TV. As I look back over my life as a communicator, I am convinced that I inherited the gift of communication from these two ladies. Both of whom were also readers. (By the way, my mother just turned 70 and she still reads Marvel Comics.) The gift of storytelling provided comic relief in the cotton fields, where I began working at the age of 9. At first, I picked cotton and made only pennies. When automation took over and replaced picking by hand, my siblings and I took up hoes and started chopping. Typically, we’d work from sun-up to sun-down in a climate that was often humid, dusty and extremely hot, even in the shade. As kids, we’d wipe sweat, drink lots of water and then pass away the time by telling stories. Oral communication was the only thing that kept us going. It allowed us to laugh and ignore the scorching sun, insect bites, and aching feet. On our worst days, we prayed for rain. And sometimes it came with such a downpour, we would scurry from the fields, load up on our truck (or field bus) and go home early, all the while talking loud, making noise and laughing to the top of our voices.
Field and dreams It was during this time in the fields that I used to dream of being a writer. Where the idea originated, I’m not sure. Perhaps it was sparked by my interest in Bruce Lee and the legendary success he achieved. Bruce was my idol and I wanted to be like him in every way. He represented everything I wanted to achieve. Then again, my interest in writing may have been kindled by my addiction to Marvel Comics. I don’t know. But sometimes, while chopping cotton, I would speak about writing with such passion, my friends and siblings would call me crazy. “Go on and laugh,” I once told them as I bent over to pull weeds from a stalk of cotton. “When I leave high school, I’m gonna be somebody. I’m gonna write books and everything.” “What kinda books?” my friend, Buddy, asked. He was a tall, hyper kid with a tight hair cut, a few pimples and a perpetual smile. He also had a penchant for spitting. He didn’t dip snuff and he didn’t chew tobacco. He just loved to spit. “What kinda writer you gonna be?” he asked. “I don’t know,” I said, standing up to continue chopping. “But I’m gonna write and be published.” “Hey man,” Buddy said. “Let me see your hands.” He spat on the ground. “Let me see.” I stopped chopping for a moment and held out my hands. They were blistered and hardened from gripping the hoe all day – and that without gloves. They also had calluses developing from my training in the Martial Arts. I’d spent hours on end punching sand and straw in an attempt to toughen my hands for breaking boards and bricks. At any rate, Buddy examined my hands – and grinned. “See,” he said, wiping sweat from his brow. “You can’t write with hands like that.” He spat. “Man, you’re a laborer!” Everybody laughed. “Then I guess we’ll have to see,” I said. “Anything is possible. There’s a way to do anything!” Admittedly, the idea of writing did seem far-fetched. After all, there were no black writers in our community and no role models to guide or inspire me in such a venture. Our town had a weekly newspaper, The Enterprise-Tocsin , but all of its writers were white.
Finding love and writing tracts At the age of 15, I became a born again Christian and fell in love with the bible and Christian literature. A short time after this experience, I met Beatrice during a revival service and fell in love with her. Beatrice was dark-skinned and had eyes like almonds. She had a tiny waist and shapely hips, much like a “brick house,” the kind described in the 1970s’ song by The Commodores. Her smile, her voice and her perfume were simply sweet and intoxicating. Often she’d wear skirts that accentuated his curves. And when she walked into a room, she got everyone’s attention. What made this even more engaging was the fact that she was older than I. Two years older! She was in college and I was still in high school. Wow! I was living the dream of many boys my age. I had an “older woman.” However, despite the power of Beatrice’s feminine charm, whenever we would get together, we’d talk about the bible, Christian books and gospel tracts. We were Christians. Spirit-filled Christians. We spoke in tongues. And we had to stay holy. Sometimes we’d enjoy the hot humid nights of summer by attending tent meetings where out-of-town evangelists would come and pray for the sick. Other times, we’d get away from the Delta mosquitoes by driving around Sunflower County in my ’65 Dodge pickup, which was apple red -- the color that also looked good on Beatrice. We would hold hands and listen to the music of Andrae Crouch. Our favorite songs were “Through it All” and “If Heaven Was Never Promised …” This was love and I was one happy critter. One day while reading a few tracts, I felt the urge to begin writing. I was around 16. Before this time, I’d only dream of writing. But now I felt the need to get started. There was a feeling, a strong sensation that I could actually do it. And for some reason, I thought I should begin with tracts. My first efforts emerged in my typing class at Gentry High School. I’d been reading tracts like The Burning Helland Where Will You Be Five Minutes After You Die?I was intrigued by their catchy titles, their brevity, their urgent tone and their overall simplistic style. Once or twice a week, after completing my typing assignments in class, I would write my own tracts on plain typing paper and hand them out to fellow students. Oh, I wanted to “win souls” by urging people to trust in Christ as Savior. But in the back of my mind, I was also thinking I could impress Beatrice. During the late 1970s, I read hundreds of small books that were published by well-known evangelists. My reading list included the works of W.V. Grant Sr., Kenneth Hagin, James Robison, David Nunn, Oral Roberts, Billy Graham and Jimmy Swaggart, among others. With each book, I felt a desire to write one of my own. The more I read, the more I wanted to write.
A strange discovery – and a broken heart By the time I was 17 and had spent some time preaching, I felt I had to write a book. No question about it. So, convinced I would become an author, I began telling people about my dream. At first their reaction surprised me. Everyone gasped and congratulated me. They showered me with praise. Overnight, it seemed, I had new-found respect, even though the book had not been written – and I knew nothing about publishing. For the first time in my life, I was starting to see what Joe Vitale has talked about: “People bow to authors. They view them as experts, as symbols of authority.” Now I was on to something. Surely Beatrice would be impressed. She and I both were devout followers of the Pentecostal faith. Our idols were not sports stars, but well-known evangelists with healing ministries. If I could author a book, I reasoned, she would see me as one of the big guys, someone on the level of a big time evangelist. But as life would have it, things did not go according to plan. One day in the spring of 1980, I tried to reach Beatrice to announce my plans to write a book. To my utter dismay, I learned from her mother that she had left town. She ran away and got married to a preacher – someone who was older and had a lot more money than I. Though crushed by the news, I vowed I would still be a writer. “Who knows?” I thought. “When I become famous, I’ll find her.” My over-riding desire was to one day say: “Take a look at me now!” Although a number of experiences had prompted my interest in writing, it took a broken heart to make me pursue it with passion. In truth, the pain was actually a blessing in disguise as it became the driving incentive -- the motivating force -- that ignited my determination to live and succeed with words. In April 1980, I joined the U.S. Army and left Mississippi. I wanted to be far removed from the memories of Beatrice, as well as the poverty and segregation of my small town. At the same time, I wanted to travel and see the world. Over time I would live in other countries and learn about different cultures. My traveling would prove to be an invaluable education for me as a creative person.
The man who ‘fires’ writers I took basic training in Fort Dix, N.J., and my training as a chaplain’s assistant in Fort Monmouth, N.J. Throughout this period, I told my friends of my dream to write and become an author. All of them seemed amazed. When the training became more than I could bear, I thought of my dream: It reduced my stress level and calmed my fears. Dreaming, I found, was especially helpful during road marches and long runs. One day I was sitting in the barracks reading a magazine when I saw an ad that grabbed my attention. It read: “I FIRE WRITERS! … Fire them with enthusiasm for developing God-given writing talent. You can ‘get fired’ too.” Intrigued, I tore out the page on which the ad appeared and tucked it in my pocket. About a year later, I was stationed at Fort Riley, Kan., when a friend introduced me to Writer’s Digestand The Writer, magazines I’d never heard of. When I flipped through the pages, I got excited. To my surprise, there were other people who wanted to write and become authors. I was not the only one with this wild dream. It wasn’t long before I had another surprise. We had completed a 5-mile run -- in boots, and a 15-mile road march, and I was sitting on a top bunk massaging my swollen, blistering feet. I started reading my first copy of Writer’s Digestwhen I spotted a familiar face. It was Norman B. Rohrer and his ad, “I FIRE WRITERS!” I read the ad again and thought about its potential to make my dreams come true. That was around 1981. I put the magazine down and put off the decision to sign up for the course. A year later, I found myself in Pirmasens, West Germany, when I saw the ad again.
Learning from a home-study course The early 1980s would prove to be an exciting time for me. It was a period of growth, traveling and many discoveries. For one thing, just being in Germany was an experience in itself. Remember, I was a country bumpkin. Certified. A poor black kid from the south. And living in another country was almost more than I could take. Each day was a new experience. Sometimes I would literally pinch myself to make sure I wasn’t dreaming. It really felt good. Imagine how I felt when I realized I was actually living in and visiting the places I had read about in school. What a thrill! Though I’d never studied a second language in school, now I was learning to speak German and a little French and Spanish. All for the first time. On weekends I visited countries like France, Switzerland, the Netherlands, Austria. A couple of days a week, I took courses through the college programs on post. Since there was so much to see, I purchased a camera and took photo classes. Truly, my world was one big party. But it got even better. I finally pulled out the ad, “I FIRE WRITERS!” and signed up for Norman B. Rohrer’s writing course, Discover Your Possibilities in Writing. It was a three-year course that was offered by the Christian Writers Guild (Now Jerry B. Jenkins Christian Writers Guild). There was no mistaken: I was ready to be “fired” with enthusiasm for developing whatever talent I thought I had. Surprisingly, the course covered all aspects and forms of writing. Through the course, I learned how to publish in magazines and newspapers. The course covered such topics as advertising, writing publicity, nonfiction books, tracts, magazine articles, short stories, novels. It also included instructions on writing for radio and television. To top it all off, each lesson came with a critique and market advice. Inspired, I purchased a portable manual typewriter, which I named, “Christina,” and went to work. The Christian Writers Guild motivated me and enabled me to discover my possibilities in writing. It helped me to see writing for all it’s worth. It showed me in simple terms how to write, how to recognize good ideas and how to sell what I was writing. It encouraged me to develop my own style and to read good writing. It stressed the importance of writing every day and of keeping a notebook or journal. What was truly amazing though, was Rohrer’s insistence that I really could write and get published. Wow! He believed in me. His own enthusiasm, through his letters and the course, made me feel I could conquer the world. Eagerly, I latched onto all of his advice like a drowning man clinging to a life rope. I had my flaws: poor spelling, bad grammar, limited vocabulary. But I was determined to rise above them. Beatrice, the former love of my life, was still in my thoughts, but the more I learned about writing, the less I wanted to impress her. Little by little, she started to fade from my memory as I was falling in love with words and the powerful ways they could be expressed. Truly, I’d found a higher calling.
My first byline and payment for writing Armed with the knowledge I’d gained from the writing course, I began to contact editors of magazines and newspapers in an effort to see my first byline. Unfortunately, I didn’t know how hard it would be. When I sent out queries and manuscripts to different magazines, they all came back with rejection slips. And each rejection made me question my abilities. Sometimes I wondered aloud if I could ever be published. This was compounded by the fact that I was a lousy speller and was weak in grammar. And I could not remember the rules of English composition. Despite all of these doubts and shortcomings, Norman B. Rohrer was always there when I needed encouragement. His letters and anecdotes about writing gave me the nerve I needed to drive on in the face of despair. Thanks to him, I persevered and continued to experiment, even as the rejection slips from magazines started piling up. Encouraged, I began to explore other types of writing. The urge I had for publication was unmistakable. It was something I could not shake off. I simply had to be published. So I volunteered to write for the local Army newspaper, The Community Times. As I recall, the first piece I wrote was a press release about a Christian coffee house at the Pirmasens Community Chapel. This short article, which carried my first byline, resulted in a number of other stories being published in the same newspaper, all of which came with much pride and exhilaration. My happiest moment, however, was the publication of my first magazine article, for which I received as payment – a $14 check. It was entitled, “Helping Others: A Key to Longer Living,” and was published by the Church of God Evangel.I was so excited, I literally jumped for joy and then fell on floor shaking, like I was having a seizure. I wanted to frame the check, but a friend said, “Copy it, cash it and then frame the copy.” In 1982, I sold my first gospel tract to Herald Press. It was called, No Time to Scream. For that short piece of writing, I was paid $25. Before the year was out, I sold another tract to Herald Press, entitled, “Do You Read Me?” And for the next few years, I would sell over 10 tracts to this same publisher.
Coping with rejection I wish I could say that I no longer received rejection slips. The truth is I continued to receive them, especially for book proposals. At times, the rejection threw me into bouts of depression. I kept Alka-Seltzers® and Rolaids® nearby to ease my stomach, which was usually in knots after learning of a rejection. One day as I lamented over my situation, my sister, Barbara, made a striking comment: “It’s a good thing you don’t drink … or you’d be an alcoholic by now.” So how did I cope? What was it that kept me going in spite of the pain? Unlike today, there were no online chat rooms and discussion groups through which I could share my pain with others. Oh, there were writing clubs and conferences – but not in my region. And quite honestly, I couldn’t afford to travel out of state to attend any. My solution? Well, I did several things.
One of the tapes, “The Excitement of Words” by Sherwood E. Wirt, became my constant companion and a soothing antidote for my depression. Wirt made one comment that really got me going. He said: “You may not be a success, but if you can handle words, you will never starve.”
Writing for a living When I left Germany in the spring of 1984, I had an honorable discharge from the Army and a portfolio packed with clips of my work from newspapers, magazines and tracts. I had also completed Rohrer’s course and received a diploma along with a strong commencement address: “This series of lessons has been designed to teach you how to write material which will bless a world of needy people,” Rohrer wrote. “You have taken the first step through the door marked ‘Possibilities in Writing.’ The road ahead will not always be easy. Good things are never so. But it will be a rewarding passage.” Rohrer made this challenge: “Decide now that you’re not going to be an occasional writer, but rather one who is serious about communicating in print. Strive to achieve the goals God has inspired you to set.” I returned to my hometown of Indianola, Miss., burning with a desire to write for a living. I wanted to use words to put food on the table; and I was willing to make any sacrifice, even if it meant taking a factory job by day and a writing job by night. I had to see if I could earn a decent living by the use of written communication. This desire, which began as a dream, soon became an obsession. Fortunately, I found a job as a reporter for The Enterprise-Tocsin , the small, award-winning weekly in my hometown, Indianola, Mississippi. It paid little but the training was great. Publisher Jim Abbott and his managing editor, David Rushing, took me under their wings and showed me the ropes of newspaper reporting. They gave me a chance when other nearby papers had refused to hire me. I’ll always be grateful to both of them. Abbott and Rushing had a couple of things in common: They both spoke with a strong southern drawl and they loved investigative reporting, something they had mastered over the years. And for which, they’d earned a wall full of press awards. Abbott, a runner, was tall and slim and always clean-shaven. He had dark curly hair, a charming personality and huge eyes that could light up a room. He wore glasses that gave him the image of a college professor. Rushing, on the other hand, was a portly figure who chewed tobacco and walked like a cowboy. He had a great sense of humor but he also thrived on heated confrontations, especially with stubborn news sources. I admired his swagger and the way he carried his notebook. He would often tuck the notebook in his back pocket and then walk about town with his arms extended out from his sides – just like a cowboy getting ready to draw. To see him walk, you’d think he was the badest man around. I so admired Rushing, I found myself trying to walk just like him. My stint at The Enterprise-Tocsin resulted in a First Place Award for Best Investigative Reporting, which was awarded me by the Mississippi Press Association. The award was for the research I did on cotton chopping and how the field workers were paid. The first place recognition was a highlight in my writing journey, giving me the validation I needed to grow and establish myself as a true wordsmith. I remember thinking back to Norman B. Rohrer. “News writing is basic to all other forms of writing,” he said. “The person who is capable first in garnering accurate and detailed information and then in setting it out in an interesting manner is a person in demand.” The experience I gained with Abbott and Rushing opened doors for me at other newspapers, where I honed my skills in research and learned to interview and communicate like a professional journalist. Without a doubt, I’ll always have fond memories of my time at The Enterprise-Tocsin . A moment I’ll never forget involved my grandfather and an interview with a construction supervisor who happened to be white. The supervisor and his crew were working on the street near my home. It was the middle of summer and they were surrounded by dust, mounds of dirt, concrete and loud machinery. When I went out to see him, my grandfather, McKinley Jackson, tagged along. My grandfather, a mild-mannered man, was dark black and had strong negroid features. He was built like a slim brick layer, having veiny arms and a strong back. He always wore khakis – pants and shirt -- and was never without his Garret Snuff®. Unfortunately, my grandfather never learned to read or write. He also grew up in an era where southern blacks did not make eye contact with whites. So when he saw me having a face-to-face interview with the white supervisor, he squinted in disbelief. At the same time, he seemed proud. He couldn’t believe that a white man would stop and give this kind of attention to me, his young “daring” black grandson. When the interview was over, my grandfather walked home with me, almost bursting with pride. In his usual gait, he rocked from side to side with each step and with his hands in his pockets. “Junior,” he said to me. “That was real nice.” He twisted his mouth and spat, and then wiped the snuff from his bottom lip. “Never thought I’d see the day,” he said. “That was real nice.” His comment so deeply affected me, I choked up and could not speak. Instead, I went into the house and cried.
Making a life-changing vow In August of 1984, I made a vow that would have a tremendous impact on my writing career. The idea occurred to me while riding a Greyhound bus from Mississippi to North Carolina. I was thinking about my grandfather and the possibilities, as well as the responsibilities, in writing, when a three-fold commitment came to mind. I vowed that from that day forward, I would:
I endeavored to keep this vow at all cost. As a student at East Coast Bible College (Charlotte, N.C.), I wrote for the student paper, The Coastline, and for the local papers, The Charlotte Leaderand The Carolina Observer. In 1986, when I moved to Rocky Mount, N.C., I became a staff writer for The Nashville Graphic,where I learned a lot about “scooping the competition” from Publisher Hal Sharpe. In 1988, I re-enlisted for the Army and was stationed in Vilseck, Germany. While there, I wrote for The Training Timesand EurArmy . Thanks to the guidance of Dr. Jan Sutherland, I also had two short stories published: one in the German publication, Litspeak , and the other, in Notebook . Perhaps it was the “hustler” in me, a passionate urge -- something like an obsession (or maybe ambition) -- that made me crave publication. Writing, it seemed, was both my job and my hobby. I did it to pay the bills as well as to have fun. I simply couldn’t get enough of it. The only thing that came close to feeding this need, was reading – and talking about what I’d read. Guess it’s safe to say that I took my vow seriously. Around the spring of 1986, something occurred at East Coast Bible College that gave me a new respect for the power of writing. A young browned-haired student came to me one day and said he was attending the school because of an article he saw in Lighted Pathway, one of the magazines published by the Church of God (Cleveland, Tenn.). Incidentally, the article was one I’d written that focused on discouragement and commitment. It was entitled, “Burning Your Boats,” or something like that. “Are you the Roscoe Barnes who wrote that article?” he asked. “Yes, I’m the one,” I said, modestly. Almost embarrassed by the question. “My God! I don’t believe it!” he said. “I guess I have you to thank for my being here.” The kid who said this was white. And while his race was not an issue, the experience showed me that writing could cross racial barriers. Though I was black, my published work had reached out across racial lines and inspired a young white kid to go to college. My race didn’t matter; it was my writing that counted. “What an awesome tool,” I thought. After encouraging the young student, I went to my room in the dorm and fell on my knees and prayed. I thanked God for the gift he’d given me and for allowing me to be a channel of this literary power.
My venture into self-publishing and marketing In 1992, while a student at The Lutheran Theological Seminary (Gettysburg, Pa.), I worked as a correspondent for The Gettysburg Times. So taken by the subject of writing, I chose it as the topic for my seminary thesis. It was called, “Luther as Pamphleteer: A Look at His Employment of Unpretentious Media to Communicate Theological Truth.” After I defended the thesis, the school awarded me the Master of Arts in Religion. While working for different newspapers as a staff writer, I continued to publish articles in various magazines. But it was when I self-published my first book that I really learned about marketing in general -- and copywriting in particular. Throughout the late '80s and early 90s, I read every book I could find on publishing, marketing, advertising and mailorder. Some of the titles that left an indelible impression on me were:
Those two books introduced me to mailorder, or as it’s called today, “direct response marketing.” They provided me with the basics in using words to sell, promote and market products (and services) by mail. They taught me much. But there was more to learn. So I read:
I also devoured the works of Joe Vitale, Lee Howard, Dr. Jeffrey Lant, Dan Kennedy, Gary Halbert and Galen Stilson, among others. The knowledge gained from these books enabled me to successfully self-publish Discover Your Talent and Find Fulfillment and Big Bucks from Little Sketches. The latter title was used by International Correspondence Schools (ICS) of Pennsylvania. Both books were initially sold through direct response ads placed in selected magazines and newsletters. They were also sold in bookstores. Both titles generated press coverage from newspapers. A few times, I promoted them on TV and radio.
Selling thousands of books The success of Big Bucks from Little Sketchesproved to be a classic lesson in creativity and persistence. Before I ever thought of publishing it myself, I tried for two years to sell it to traditional publishers, but to no avail. One agent read it for a small fee and then said it needed to be larger (it was under 100 pages) and include pictures. Out of sheer disappointment, I chose to drop the manuscript in a drawer until I could figure out a way to sell it. After all, I sincerely believed in the work. One evening in the fall of 1993, I re-read some advice from Melvin Powers. In an interview with Russ von Hoelscher, Powers encouraged new writers to first self-publish their work as a manual or special report – before spending thousands of dollars to have it printed and professionally bound. Producing the product in this low-cost format allows you to save money and test the waters without losing the shirt off your back, Powers explained. If the product proved a failure, you haven’t lost much; if it succeeds, you can take the money and upgrade the product to a professionally bound book. This all made sense to me. So I printed out the manuscript for Big Bucks from Little Sketches, punched three holes in it and placed it in a three-ring report folder. I started advertising, using small classifieds, in various art magazines. Within a few weeks, the orders started to pour in. Going to the post office was a pure delight, as I opened about three to five envelopes daily containing checks for my publication. After a few months of selling via mailorder, it occurred to me that I could do something different. Most of the publishing books I’d read recommended selling through bookstores or through the mail. But one day I was reading some direct mail packages from ICS when I remembered they had an art department. I wondered if they could use my book. The more I thought about it, the more it seemed possible. So one day, I wrote up a script (something picked up from telemarketers) and rehearsed it several times. When I was confident of my presentation, I called ICS and spoke to the director of the art department, who was very kind and a bit surprised. She asked me to send samples of the book and promised to get back to me. Well, I did and four months later, she sent me a letter of congratulations: The school had agreed to purchase a thousand copies of my book each year and use them as supplemental guides for their art students. I had dared to try something I’d never heard of -- or had ever done before -- and it paid off. I couldn’t help but think back to my father, who said, “There’s a way to do anything!”
The excitement of scooping the competition All the time that I was learning to sell books, I was developing an appetite for marketing and copywriting. I continued to work as a news reporter, but I couldn’t pull myself away for the books on marketing. When I joined The Record Heraldin 1994, I was the only reporter on staff without a degree in Journalism or English. For this reason, I felt the need to prove myself. Though I still had problems with spelling and grammar, I believed my hard work and determination would more than make up for the short-comings. So I determined from day one to be different and to do something that hadn’t been done before at the paper. To begin, I made an assessment of myself and noted my strengths in interpersonal communication and marketing. I knew from my experience as a minister that people found it easy to open up to me. People knew I was honest and could be trusted. Consequently this single skill – interpersonal communication – became a tool for interviewing subjects, finding tipsters and cultivating sources. In time, it would result in major stories, some of which had a profound impact on the community. One of the first stories I broke involved a doctor who committed suicide on an operating table. He left a two-page suicide note that was not released to the public. But after three months of digging, I got a copy of the note and published it with my story about the suicide. Everyone congratulated me on the work, including the reporters from area papers. Before long, I became known as an investigative reporter in that community. At this point, I drew on my marketing skills and worked hard to further my image as an investigative reporter. For example, I never hesitated to tell a prospective source, “I’m the reporter who did the story about the doctor who committed suicide.” Or, “I broke the story about the ‘jail house rock’ in Maryland.” This acknowledgement, it seemed, worked to my advantage by enhancing my credibility as a daring reporter. My efforts paid off in quite a few ways and resulted in many tipsters who’d call on me to uncover stories throughout the community. After breaking a number of stories, I decided to put my secrets into a book. So I wrote, Scooping the Competition: How to Be FIRST in Reporting Hot Stories, and published it as a comb-bound manual. It didn’t get picked up by a publisher but it caught the eyes of various press associations. This led to invitations to do seminars and workshops for good pay. The manual was later accepted and sold by the National Newspaper Association and Freelancerswriters.com
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