world can duplicate. When you place a discount on that, you're downgrading your value to the world. Besides, once you begin bending the price, they'll expect it every time and they'll postpone from purchasing until your next sale.

5) You make a move—I'll make a move. Yield, and let them proceed first. I used to start and complete a project before I even knew if the prospect was even serious. This was shallow thinking on my part. And costly.

Today, depending on the project, I'll go as far as qualifying potential clients. You should try this. It straps you into the driver's seat. And quality clients become more confident with pros who do the driving.

6) Beware of insincere schmoozers. They possess flattering tongues and spew out silly jargon like, "I really want to pa

Right after the Internet Service Provider's ribbon-cutting ceremony, I met the sales manager for some brainstorming. I came up with a smokin' Unique Selling Proposition. He asked for some help with a company brochure and to call him the following week. I agreed and did the work. He never returned my calls.

Next...

I finished a few spec assignments for a Christian direct marketing manager. She didn't reply. I e-mailed for her input and she said she'd call back. I'm still waiting.

Forward...

A realtor e-mailed me thrice for an appointment. I replied all three times by e-mail or voice mail. He never responded back—but continues to ask for an appointment.

Have you ever been dealt such slighted hands?

I bet you have. Anyone who's involved in their own business has been there, or will arrive soon. There are unscrupulous people who waste your valuable resources. I conclude God has a funny bone when He created such creatures.

But if you don't see the humor—incorporate these seven strategies that will screen out such creatures:

1) Free consultation: NOT! This is probably the hardest to do when you're starting out. It almost seems like you're turning away business. But there are schmucks whose sole purpose in life is to take your advice and use it for their own advantage without compensating you.

A computer technician asked me all sorts of questions pertaining to his side business. He wanted me to write marketing pieces for him at pennies on the dollar. It was obvious he was pursuing a hobby and had no regard for the value of my services. I dismissed him and watched him repeatedly bang his head against the wall.

And beware of becoming shark bait...

Business sharks beat their chest and feed you a good line to invite you into their meeting. They appear vulnerable and volunteer all their problems. Then after you give them your critical analysis, they'll pull out their wild card and dismiss you.

Don't become their victim. Your time is too valuable to waste. The only no-cost consultation you might offer is to set up a paid consultation.

2) Cash up front. Before you perform any work—get a check. If not in full, then at least 50% of your fees. This confirms they're serious about hiring you.

And it shows them you abide by professional protocol. If they resist, insist this is standard company policy. And remember—the only free cheese is in the mousetrap.

3) A written agreement. Back in the day—you could seal a joint business venture with a handshake. Your word was your bond. Sister, it ain't happening today.

Whether it's a formal contract or a simple one page note, make sure both parties sign and date the form. If you're on retainer, enter the exact amounts you charge for each month. If you agree on a specific performance bonus, include that in writing. And don't hesitate to call if they're late with your fee.

4) Don't offer discounts. Unless it's an advertised special. Don't cheapen the value of your work or your product. Especially if you created the product.

You bring a certain uniqueness and style to the marketplace no one else in the world can duplicate. When you place a discount on that, you're downgrading your value to the world. Besides, once you begin bending the price, they'll expect it every time and they'll postpone from purchasing until your next sale.

5) You make a move—I'll make a move. Yield, and let them proceed first. I used to start and complete a project before I even knew if the prospect was even serious. This was shallow thinking on my part. And costly.

Today, depending on the project, I'll go as far as qualifying potential clients. You should try this. It straps you into the driver's seat. And quality clients become more confident with pros who do the driving.

6) Beware of insincere schmoozers. They possess flattering tongues and spew out silly jargon like, "I really want to pay

siness has been there, or will arrive soon. There are unscrupulous people who waste your valuable resources. I conclude God has a funny bone when He created such creatures.

But if you don't see the humor—incorporate these seven strategies that will screen out such creatures:

1) Free consultation: NOT! This is probably the hardest to do when you're starting out. It almost seems like you're turning away business. But there are schmucks whose sole purpose in life is to take your advice and use it for their own advantage without compensating you.

A computer technician asked me all sorts of questions pertaining to his side business. He wanted me to write marketing pieces for him at pennies on the dollar. It was obvious he was pursuing a hobby and had no regard for the value of my services. I dismissed him and watched him repeatedly bang his head against the wall.

And beware of becoming shark bait...

Business sharks beat their chest and feed you a good line to invite you into their meeting. They appear vulnerable and volunteer all their problems. Then after you give them your critical analysis, they'll pull out their wild card and dismiss you.

Don't become their victim. Your time is too valuable to waste. The only no-cost consultation you might offer is to set up a paid consultation.

2) Cash up front. Before you perform any work—get a check. If not in full, then at least 50% of your fees. This confirms they're serious about hiring you.

And it shows them you abide by professional protocol. If they resist, insist this is standard company policy. And remember—the only free cheese is in the mousetrap.

3) A written agreement. Back in the day—you could seal a joint business venture with a handshake. Your word was your bond. Sister, it ain't happening today.

Whether it's a formal contract or a simple one page note, make sure both parties sign and date the form. If you're on retainer, enter the exact amounts you charge for each month. If you agree on a specific performance bonus, include that in writing. And don't hesitate to call if they're late with your fee.

4) Don't offer discounts. Unless it's an advertised special. Don't cheapen the value of your work or your product. Especially if you created the product.

You bring a certain uniqueness and style to the marketplace no one else in the world can duplicate. When you place a discount on that, you're downgrading your value to the world. Besides, once you begin bending the price, they'll expect it every time and they'll postpone from purchasing until your next sale.

5) You make a move—I'll make a move. Yield, and let them proceed first. I used to start and complete a project before I even knew if the prospect was even serious. This was shallow thinking on my part. And costly.

Today, depending on the project, I'll go as far as qualifying potential clients. You should try this. It straps you into the driver's seat. And quality clients become more confident with pros who do the driving.

6) Beware of insincere schmoozers. They possess flattering tongues and spew out silly jargon like, "I really want to pa

e of my services. I dismissed him and watched him repeatedly bang his head against the wall.

And beware of becoming shark bait...

Business sharks beat their chest and feed you a good line to invite you into their meeting. They appear vulnerable and volunteer all their problems. Then after you give them your critical analysis, they'll pull out their wild card and dismiss you.

Don't become their victim. Your time is too valuable to waste. The only no-cost consultation you might offer is to set up a paid consultation.

2) Cash up front. Before you perform any work—get a check. If not in full, then at least 50% of your fees. This confirms they're serious about hiring you.

And it shows them you abide by professional protocol. If they resist, insist this is standard company policy. And remember—the only free cheese is in the mousetrap.

3) A written agreement. Back in the day—you could seal a joint business venture with a handshake. Your word was your bond. Sister, it ain't happening today.

Whether it's a formal contract or a simple one page note, make sure both parties sign and date the form. If you're on retainer, enter the exact amounts you charge for each month. If you agree on a specific performance bonus, include that in writing. And don't hesitate to call if they're late with your fee.

4) Don't offer discounts. Unless it's an advertised special. Don't cheapen the value of your work or your product. Especially if you created the product.

You bring a certain uniqueness and style to the marketplace no one else in the world can duplicate. When you place a discount on that, you're downgrading your value to the world. Besides, once you begin bending the price, they'll expect it every time and they'll postpone from purchasing until your next sale.

5) You make a move—I'll make a move. Yield, and let them proceed first. I used to start and complete a project before I even knew if the prospect was even serious. This was shallow thinking on my part. And costly.

Today, depending on the project, I'll go as far as qualifying potential clients. You should try this. It straps you into the driver's seat. And quality clients become more confident with pros who do the driving.

6) Beware of insincere schmoozers. They possess flattering tongues and spew out silly jargon like, "I really want to pa

ard company policy. And remember—the only free cheese is in the mousetrap.

3) A written agreement. Back in the day—you could seal a joint business venture with a handshake. Your word was your bond. Sister, it ain't happening today.

Whether it's a formal contract or a simple one page note, make sure both parties sign and date the form. If you're on retainer, enter the exact amounts you charge for each month. If you agree on a specific performance bonus, include that in writing. And don't hesitate to call if they're late with your fee.

4) Don't offer discounts. Unless it's an advertised special. Don't cheapen the value of your work or your product. Especially if you created the product.

You bring a certain uniqueness and style to the marketplace no one else in the world can duplicate. When you place a discount on that, you're downgrading your value to the world. Besides, once you begin bending the price, they'll expect it every time and they'll postpone from purchasing until your next sale.

5) You make a move—I'll make a move. Yield, and let them proceed first. I used to start and complete a project before I even knew if the prospect was even serious. This was shallow thinking on my part. And costly.

Today, depending on the project, I'll go as far as qualifying potential clients. You should try this. It straps you into the driver's seat. And quality clients become more confident with pros who do the driving.

6) Beware of insincere schmoozers. They possess flattering tongues and spew out silly jargon like, "I really want to pa

world can duplicate. When you place a discount on that, you're downgrading your value to the world. Besides, once you begin bending the price, they'll expect it every time and they'll postpone from purchasing until your next sale.

5) You make a move—I'll make a move. Yield, and let them proceed first. I used to start and complete a project before I even knew if the prospect was even serious. This was shallow thinking on my part. And costly.

Today, depending on the project, I'll go as far as qualifying potential clients. You should try this. It straps you into the driver's seat. And quality clients become more confident with pros who do the driving.

6) Beware of insincere schmoozers. They possess flattering tongues and spew out silly jargon like, "I really want to pay you," "You are like family to me," and "I'm not in it for the money."

Don't believe them. In fact, run as if from a fire. They probably work for the city fire department.

If you do some work for them—you'd be lucky to get a sincere thank you. Gratitude is good, but it doesn't pay the bills or cure the sick feeling in your stomach when you realize you've been had.

7) Speak with decision makers. The ones with the power to say yes. Not their gofers who talk a good talk, but have little clout.

You waste so much time with gofers. They're out to make themselves look good for their boss. Even if that means burning you. If you can't reach a decision maker: it's best to sever the relationship right away. Believe me, you'll save on stress pills.

Dear reader, owning your own business is quite an accomplishment. You see a lot of good with the bad. With these strategies in place—you won't be blindsided by bozos.