Wizard of Ads Monday Morning Memo

I am always fascinated when I see business owners all marching in the same direction, doing the exact same things because they believe, “This is the way to differentiate yourself.”Do you believe that following the same strategy as everyone else is the way the surest way to succeed?Of course you don’t. Because if you were an unthinking conformist, you would never have subscribed to the MondayMorningMemo.StrategyEverything flows from strategy.Your logo is the flag waved by your strategy.Your sonic device is the trumpet call of your strategy.(Do you have a sonic device?)Your recurrent phrases – your brandable chunks – are the poetic expressions of your strategy.(Can you name your brandable chunks?)Your ad copy flows like a river from your strategy.How swift is the current in that river today? How many people are swimming, canoeing, skiing, biking, hiking, fishing, splashing, frolicing and dashing in your river right now?Your media buyer opens the floodgates that gush water into your river.(How good is your media buyer?)Do you understand why measuring ROAS is green kryptonite to every super-heroic strategy?Do you understand why verbs make a bigger difference than nouns and modifyers?Would you like to know these things and change the trajectory of your business and your life?Be in the Tower at Wizard Academy on May 26th and May 27th.Wisdom is knowing what to do.Understanding is knowing why it works.If you have an open mind and a hungry heart, your life will be forever changed.Or maybe you already know these things and should therefore absolutely, definitely, please don’t come.Roy H. WilliamsPS – Do you have a crazy idea? Would you like to learn from 4 famous people, each of whom have repeatedly taken their crazy ideas to the highest heights? It’s going to be an amazing adventure, full of wonder.

March 30, 2026It pays to know what people already care about.The following conversation illustrates one of the ways in which this pays.“If I spend money on advertising, what will I get in return?”It depends on what you say in your ads.“What do you mean?”Most ads have no relevance to most people.“Yes, that’s why you need to target the right people.”There is some truth in that, but not as much as you think.“What do you mean?”You can reach the right person, but if they have no current need for what you sell, you can only hope that they remember you when they do have a need.“So, what’s the answer?”The answer is to talk to people about what they already care about. Speak to what currently interests them.“Can you give me a couple of examples?”Sure.Public Relations experts know that a highly relevant press release will deliver amazing results when it can be inserted into a conversation that people are already having.Mass Media experts know that TV and Radio ads deliver amazing results when they:(A) speak to values and beliefs that already reside in the hearts of the masses(B) introduce relatable, interesting characters so that people can bond with them(C) use 40 percent of the total ads to create “sales activation” by making an offer of a product or service during a time when it is at peak desirability.“But even when something is at peak desirability, don’t I have to be able to reach the right people?”When you are using mass media, you can depend on the behavior of the masses.“What do you mean?”Most products and services will be at peak desirability during these three types of trigger events.(A) Seasonality.Every spring, the masses want junk removal, lawn fertilizer, gardening equipment and supplies, home improvement tools and materials, warm-weather clothing, A/C check-ups and a huge variety of other products and services. Each month of the year triggers its own felt needs.(B) Holidays. Each holiday triggers its own thoughts, emotions, and desires. New Year’s Day is when people invest in diet programs, gym memberships, and programs to help them quit smoking. Valentine’s Day is romance, and Memorial Day is when retailers have discount events, and then we have End-of-School, Vacation Season, Back-to-School, Thanksgiving, and then Christmas. Each of these are each trigger events that every company can build upon.(C) Personal Trigger Events.Moving out of a home or into a home is a personal trigger event that cannot be predicted by even the best AI. Likewise, engagement ring purchases, hot water heater replacement, funeral services, and car repairs happen at unexpected and unplanned times. Does it make sense to wait until the “Zero Moment of Truth” and then pay the price to generate an extremely expensive, low-conversion click? Or should you become the company the masses “think of first and feel the best about” when their personal trigger event occurs? Low-cost, high-conversion clicks are the result of people typing your name into the search engine because you have already won their hearts through the ongoing use of low-cost mass media.CONCLUSION:What you say in your mass media ads determines whether or not you will own real estate in the hearts and minds of the masses.BONUS INFORMATION:Youtube has become a new type of Mass Media.I decided to start a couple of Youtube channels in February.On March 4th, I decided to do an experiment. It began to pay off on March 5th.Twenty-one days later, the results of those two experiments was a combined total of 1,234,238 new subscribers at a total cost of 2 cents per subscriber.When a person subscribes, they are telling you,“I love this and want more of it.”If you want to know how much I spent to gain 1.2 million subscribers in just 21 days, all you have to do is multiply 1,234,238 by 0.02. (If you want to know precisely how much I spent, multiply 1,234,238 by 0.020319090498)But that does not mean that all you have to do is spend the money.You can buy views with money, but you cannot buy subscribers.Subscribers are earned by what you say. You have to speak to a need that people already feel.Weak, limp advertising tries to convince people that they need something that they do not feel they need.Speak about what people already care about.That’s the ticket.Roy H. Williams

I have bumbled my way through life with a reasonable degree of success, I think.Especially when you consider the number of people who have patted me on my head and told me that I didn’t need to understand what they were talking about because they would happily, “do all of those difficult things” for me if I would just hand them the checkbook and the keys.I never did that, of course.Head-patters are always convinced that I am a fool-child from Oklahoma because I never bother with a written plan, a budget, or a timetable for major undertakings.But somehow, they always turn out okay.Here’s an example of what I’m talking about:When Pennie and I began filling 21 acres in Austin, Texas with large, complicated, and expensive buildings, I was asked at least once a day,“How long will it take to build all of this, and how much will it cost?”I always answered with the truth,“It will take as long as it takes, and it will cost what it costs.”That answer really alarmed people.I didn’t say it to be shocking or cute. I said it because I honestly didn’t know and I genuinely didn’t care.When you don’t borrow money, you can take as long as you want to do whatever you are doing. Rarely did Pennie and I have the money to do the things that we chose to do, but we knew that the money would find us.That attitude drove people crazy. They were absolutely certain that we would utterly fail because I didn’t have a detailed plan.I’m not suggesting that other people should reject written plans. Other people can do whatever they want.But so can I.Planning is somethingI have never hated,But I do believeit is overrated.I cannot,(but maybe you can)remember whenthere was a planthat let you sailthe river ofyour dreamwithoutchanging coursein mid-stream.Planning is areligion theoretical.Yes, I am certainlyspeaking heretical,but I am dependingupon your receptivitywhen I say that I preferEnergy and Activity.But now I am gettingahead of myselfwhich happens when youleave the plan on a shelfand rely on your Commitmentto an Outcome agreed-uponand not some soggy paperthat Circumstances peed upon.Commitment and Creativity.That’s my plan.Plus Energy and Activityand a frying panbecause a good breakfast,you will remember,is essential to Christmas Elvesin late December.Commitmentand Creativity.Energy and Activities.Keep your eyeon the star stationaryand do whateveryou think is necessary.And never forgetthat in your handyou carry a cast ironfrying pan.Roy H. WilliamsA Note from Indy Beagle: For those of you who are curious, @GreatWritersSeries and @TribalGospelhad a good week on Youtube. GreatWritersSeries climbed from 44,000 subscribers to more than 100,000. TribalGospel climed from 105,000 subscribers to more than half a million.I wonder what will happen next! Aroo. – IndyFauzia Burke generates visibility for her literary clients and their books. Her authors include Ken Blanchard, Daniel Silva, Jeffrey Archer, Alan Alda, Dean Koontz, S.C. Gwynne, and Brian Tracy. Fauzia could undoubtedly rest on her laurels, but ever since she launched her firm in 1995, she has continually updated and reinvented her methods.This week, she shares the story of her steep learning curve in applying AI to her existing processes, lessons that you can adapt, regardless of the business you are in. As Fauzia tells roving reporter Rotbart and his deputy, Maxwell, “AI will not replace professionals who know their craft, but the ones who learn to use AI will almost certainly outperform the ones who don’t.” Tune in and Win! At MondayMorningRadio.com

March 16, 2026I am sitting in front of a computer that can deliver love letters to billions of addresses across the twenty-four time zones that encircle this watery rock we live upon.I sit and stare and look with wonder at the glittering ocean called Youtube, deeply aware that I know next-to-nothing about it. This gives me a tremendous advantage.It keeps me from doing what everyone else is doing.Naive ignorance becomes nitroglycerin when it is energized by the spirit of adventure. Handled carefully, you can move mountains with it. But if you are reckless, clumsy, or just plain unlucky, that same TNT can blow you into pieces.I looked at myself in the mirror and said, “Let’s go exploring.”Mirror-me thought it sounded like fun, so he passed through the glass to join me on my side of the mirror.Energized by the spirit of adventure, I launched @GreatWritersSeries on Youtube and Mirror-Me launched @TribalGospel.On Feb 12, 2026, GreatWritersSeries had 480 views and a few dozen subscribers.On March 12, 2026, it had accumulated 5,146,423 total views and 44,684 subscribers.TribalGospel had zero views on Feb 12 to but quickly accumulated 8,299,137 total views and 105,707subscribers by March 12.GreatWriters Series received fresh content once a day.TribalGospel received fresh content at a much faster pace, up to 3 times a day.Indy Beagle has posted some Youtube screenshots in the rabbit hole for you, along with a couple of the most successful videos.I will now answer your questions:Q: “Can you teach me how you did this?”A: Yes, but the information will probably not be useful to you. But if you insist on hearing all of the details, be in the tower at Wizard Academy on May 26-27. I will spend one hour of that two-day class answering the questions of whoever is in that room.Q: “Why has TribalGospel outperformed GreatWritersSeries?A: GreatWritersSeries is carrying water to the ocean. TribalGospel is carrying water to the desert.Q: “What do you mean?”A: GreatWritersSeries is published for people who love literature that was written in the English language. This widely diverse but relatively small group is scattered across the United States, Canada, Australia, Great Britain, and Ireland, with a few additional outliers flung here and there.GreatWritersSeries wants only to tempt people to become lovers of literature, whereas TribalGospel is published for people in every time zone who are thirsty for encouragement and hope.English is not their first language, but they can understand it if they can read along with what they are hearing.Look at the comments @TribalGospel and these things will immediately become apparent to you.A startling number of TribalGospel subscribers are in Iraq, Ukraine, Egypt, India, Saudi Arabia, the Philippines, Indonesia, and throughout South America. I knew this would be the case, so I leaned into it.Are you beginning to understand why only a spattering of what I have learned during these past 28 days will be useful to you? TribalGospel wants only to make a difference – to lift people up for a moment – so that channel went to where it could most easily encourage the largest number of people.Traditional wisdom would have said that only an idiot would sing flashes of Bible stories and the message of Jesus to nations that are predominantly non-Christian.But I have always been an idiot.Q: Does everyone consider it to be encouragement?A: Of course not. You will notice that about 10 percent of the Youtube comments are rage posts from people who want to tell me why I am wrong.But I ignore those people because have found more than 100,000 people in just 28 days who have clearly said, “Thank you! And will you please send me more of this?”Q: Do you believe this will be sustainable or is it a flash in the pan?A: I have no way of knowing. My suspicion, though, is that TribalGospel will continue to grow, but GreatWritersSeries will ebb and surge like the tide.Q: Why do you think so?A: The world has billions of forgotten people, overlooked people, and many of those people are carrying smart phones. The message of TribalGospel will be very consistent, mostly just variations of an uplifting theme. This causes me to believe that TribalGospel will gain new subscribers faster than it loses old ones.But I do not make that assumption about GreatWritersSeries.A person who subscribed when they heard a Shakespeare song is going to be angry and confused when they hear the gonzo writing of Tom Robbins. To have a stable subscriber base, GreatWritersSeries would have to choose a narrow niche within the already narrow “Lovers of Literature” niche.The hope of GreatWritersSeries is to expose people to a writer that enchants them enough to read a book by that writer. You can think of GreatWritersSeries as a dealer who is giving away samples in the hope of creating new addicts.I apologize for that metaphor, but I couldn’t think of a better one.The adventure continues. Snow-capped mountains loom ahead and winter is coming.Roy H. Willia

One thing always leads to anotherThat’s why big sisters have baby brothersAnd how King George gave away a nationwhen he said “No” to representation.He did not not know how much it meantfor those colonies to have seats in Parliament.Think about it. The cry of the colonies was only this:“No taxation without representation.”What if King George had said…“That is a fantastic plan!Each colony needs to choose a man.”And if the colonies had responded,“We’d like to send two.”And King George had said…“Then two seats it will be!Because you people are important to me.”The difference that would have made in history,Will forever be an unsolved mystery.But I do know this, and I know it for sure:That having an open mind is a powerful curefor avoiding problems that can spiral out of controland haunt you forever, wherever you go.If there is a moral to this story,I guess it would be this:Never shout “No” when there isa workable way to say Yes.Never shout “No” when there isa workable way to say Yes.Never shout “No” when there isa workable way to say Yes.One thing always leads to another.I was speaking with Clara, the wife of Danny, one of my clients.Clara collects silverwork made by the world’s great silversmiths.One of Clara’s hopes is to someday acquire an exceptionally fine piece of silverwork made by – “The British are coming! The British are coming!” – Paul Revere.Were you aware that Paul Revere was a famous silversmith?The unseen silverwork of that midnight man was floating in a slow circle in the asteroid belt of my mind when the haunting voice of Paul Revere whispered silently in my ear,“What would have happened if King George had said ‘Yes’ and given each of his thirteen American colonies two seats in Parliament?”A conversation about what Clara collected quickly became a quirky poem that quietly abandons seven words of subtle sexual humor to move into the story of a stupid king who launched a faraway war he could never win.Creative thought is not sequential; it is relational, a pinball that ricochets off levers and bumpers at unexpected angles, the energy of the unexpected, triggering bells in the brain and flashing lights in the mind.Crazy Jack Kerouac had rules for writing:9. The unspeakable visions of the individual8. Write what you want, bottomless from bottom of the mind7. Blow as deep as you want to blow.My few lines of accidental verse soon became a song sung by imaginary singers who are currently touring the world.You can catch their show in the rabbit hole.Roy H. WilliamsCourtney De Ronde is a financial decoder. She studies the same financial data that business owners and their accountants review, but she uncovers opportunities and risks within those numbers that are almost always overlooked. This is why Courtney De Ronde has evolved as a scaling expert. She helps businesses grow by avoiding the missteps that non-strategic growth always causes.As Courtney shares with roving reporter Rotbart, most business owners will expand their revenues but end up working harder, hiring more people, piling on expenses, and somehow ending up with the same — or even less — profit. Learn what you need to know at MondayMorningRadio.com

February 26, 2026Kronos is chronological time.Kronos appears more than 50 times in the original New Testament.Kairos is a pregnant moment in time, an inflection-point of consequence.Does in surprise you that Kairos appears more than 85 times?Each of us vividly remembers those Kairos moments when we decided to turn the steering wheel of Life and begin traveling in a whole new direction.Jim Burns is a counselor. His voice is heard on more than 800 radio stations each day and he has 3 million books in print. But I didn’t know any of that prior to him appearing as a guest speaker at our church last week.I tell you this only because Jim Burns said something that I really needed to hear.“I had to learn to say ’no’ to good things, to say ‘yes’ to the most important things.”That was a Kairos moment for me because it instantly crystallized something in my mind that had previously been only the foggy awareness that I was speaking with so many people each day that I no longer had time to take a deep breath and calm my thoughts.Then Jim said it again, but differently. “Sometimes we just have to say ‘no’ to good things, even to say yes to the most important things. That’s how we declutter. That’s how we run light.”Two days later, I was surprised by a video on Youtube in which my friend Ryan Deiss mentions me by name. He had posted that video a couple of weeks before Jim Burns spoke at our church.Speaking of himself, Ryan says,“I literally had zero recollection whatsoever of what I did, or what any of my companies did those weeks, either. It’s just like they were a complete blur. More than likely, I spent all my time responding to whatever emergency someone else decided was important for me on that particular day.”Wow. Ryan Deiss was speaking exactly what I had been feeling for more than a year.There are now 87 Wizard of Ads partners and many hundreds of clients, so I go to bed most nights exhausted by the long days, the countless conversations, and the constant feeling that I am somehow letting everyone down.But Ryan wasn’t finished.“Scale creates chaos. So if you want to get bigger, you have to insist on focus and simplicity. It is a bit of a paradox, but the key to scale is actually to do less, not more. Because when you force yourself to do less, you shift the emphasis from quantity to impact. And at scale, output matters a lot more than activity.”We – not just me, but all of us – need to be on guard that we don’t allow the “merely urgent” to displace the truly important.Have you ever noticed that the things that are truly important are rarely urgent, and things that are “exclamation-point URGENT” are rarely of lasting importance?Urgent things are momentary, but constant.Important things are forever, but they can always wait.And then one day, they can’t wait any longer.And by then, it’s often too late.For those of you who are curious, Indy Beagle has posted in the rabbit hole the Ryan Deiss Youtube video that I mentioned, as well as the Youtube video of Jim Burns speaking at our church.Those two messages, just 48 hours apart, created a Kairos moment for me.If you have been feeling what I was feeling and what Ryan was describing, maybe those videos will do the same for you.You can watch the videos or click past them if you don’t have time.Believe me, I completely understand.Roy H. WilliamsAmerica’s top CEOs pay Doug C. Brown to teach them how to rethink their approach to sales. Doug has consulted Procter & Gamble, Enterprise Rent-A-Car, and Embassy Suites. Doug C. Brown is not a lightweight. Doug tells roving reporter Rotbart, “most companies can quickly realize a 20-30% improvement in operating profits” when they follow his straightforward recommendations.Doug says that it is more important “to know the right prospects to approach” than to know how to close the sale. If you think you’ve heard it all, listen to Doug C. Brown. There is a chance that maybe you haven’t heard it all. Doug C. Brown will light you up. The right time to listen is up to you. But the place will always be MondayMorningRadio.com

Welkin is a poetic or archaic term for the sky, firmament, or vault of heaven.To “ring the welkin” or make the “welkin ring” is a literary idiom meaning to make a very loud noise, such as shouting, cheering, or singing, that seems to echo throughout the sky or heavens. It implies creating a celebratory or boisterous sound that fills the air.Will you ring welkin?“Jet” Eisenberg knew immediately why I was doing what I did. He said that I spoke about it on the day that we met more than a quarter-century ago.He said that I have spoken about it in every class that he has ever heard me teach.Most people continue to be confused regarding my commitment to @GreatWritersSeries, so I recently updated the description of that channel on Youtube. (You should subscribe, by the way.)You may recognize a line within that description that I used in last week’s Monday Morning Memo.This is my new description on Youtube: The goal of @GreatWritersSeries is to tempt you to read great literature: the novels, histories, poems, and news stories that won the Pulitzer and Nobel prizes. The song lyrics and screenplays that won the Grammy and Tony Awards.Because they will change you.Great literature is the lightning bolt that will pierce your skull, illuminate your mind, and set your tongue on fire.“For as you read, so will you speak and write.”Roy H. Williams had a marvelous English teacher during his junior and senior years of high school in Broken Arrow, Oklahoma.Her name was Linn Ball.She taught him to hear the music of great writing and dance to it.She taught him to lift his eyes to the sky so that he could fly.She taught him to hear the music of unexpected words as they bang into each other and fill the movie screen of the mind with scenes that are startling and true.He wants to do the same for you.Moments before I began writing this Monday Monday Memo to you, I posted on Youtube a musical video of a poem written in 1929 by Ogden Nash.The title of that poem is “No Doctors Today, Thank You.” You can see and hear that Youtube performance in today’s rabbit hole.This is it:They tell me that euphoria is the feeling of feeling wonderful,well, today I feel euphorian,Today I have the agility of a Greek god and the appetite of aVictorian.Yes, today I may even go forth without my galoshes,Today I am a swashbuckler, would anybody like me to buckleany swashes?This is my euphorian day,I will ring welkin and before anybody answers I will run away.I will tame me a caribouAnd bedeck it with marabou.I will pen me my memoirs.Ah youth, youth! What euphorian days them was!I wasn’t much of a hand for the boudoirs,I was generally to be found where the food was.Does anybody want any flotsam?I’ve gotsam.Does anybody want any jetsam?I can getsam.I can play chopsticks on the Wurlitzer,I can speak Portuguese like a Berlitzer.I can don or doff my shoes without tying or untying the laces because I am wearing moccasins,And I practically know the difference between serums and antitoccasins.Kind people, don’t think me purse-proud, don’t set me down as vainglorious,I’m just a little euphorious.I’m just a little euphorious.I want you to dance.I want you to fly.I want the movie screen of your mind to be filled with scenes that are startling and true.I want you to feel euphorious.Roy H. WilliamsRegular viewers of cable news will instantly recognize Arthur Lih and his ubiquitous commercials for LifeVac, the non-invasive rescue device he invented to save choking victims when the Heimlich maneuver and other traditional methods fail. To date, his invention is credited with saving 5,450-plus lives. As Arthur shares with roving reporter Rotbart and his deputy, Maxwell, developing a life-saving device is one challenge. Building a company around it and sustaining that business in a highly regulated, highly competitive environment is exponentially harder. Arthur’s insights are indispensable for entrepreneurs, business owners, and inventors committed to developing products that matter — and companies that endure. You can hear the entire, amazing story at MondayMorningRadio.com

Everywhere he went, Jeremiah warned people that their land would be subjugated, their way of life would be destroyed, and that they would become slaves of a government they did not choose.Jeremiah is remembered today as “the weeping prophet.”He was earnest, sincere, and entirely correct, but no one wants to be told that they have an inescapable appointment with a dentist and a gastroenterologist to receive a simultaneous root canal and colonoscopy in the outdoors during a rainstorm.Jeremiah painted a dark sky without a single ray of sunlight shining through. This is why no one ever gave Jeremiah a microphone, an audience, and a big pile of money to be their guest speaker.Polyanna was 11 years old in 1913, and she still rides around on her adorable little pony radiating sunshine and rainbows everywhere she goes. Pollyanna tells everyone who will listen that a magical genie will give you whatever you want if you just smile and laugh and think happy thoughts.Pollyanna is even less popular than Jeremiah. I promise I’m not making this up.Google tells me that Jeremiah remains a popular name for boys, always ranked in the top 100. Pollyanna is not nearly so popular among girls. It currently ranks somewhere between number 8,284 and number 13,776.Jeremiah and Pollyanna became the topic of conversation while I was comparing notes with Ryan Deiss and Jet Eisenberg and Robert Grebe during lunch last week. We were trying to figure out why we were suddenly seeing a sharp uptick in public speaking requests.We all agreed that a general feeling of unrest is shining out of every television screen and blowing through the ductwork of every home in America.That’s when Deiss said,“No one wants Jeremiah. No one wants Pollyanna. People are looking for someone who is aware of current difficulties, but who can also see a clear path forward.”It was one of those moments when everyone at the table instantly knew that Truth had been spoken.No one wants to hear the gloom and doom of Jeremiah right now. And no one wants to ride the pony or drink the sugarwater of Pollyanna.People are just looking for a promising path forward.My partner Todd Liles has been trying to tell me this for several months, but Ryan Deiss was able to condense it into a metaphor of paired opposites, the lightning bolt that is most likely to pierce my hard head and illuminate my mindMarcus Aurelius Antoninus was the last of the Five Good Emperors of Rome. Eighteen hundred years ago he wrote,“Never let the future disturb you. You will meet it, if you have to, with the same weapons of reason which today arm you against the present.”Lucius Annaeus Seneca was born in the same year that Jesus was born. Late in his life, Seneca said,“True happiness is to enjoy the present without anxious dependence on the future.”But Jesus had already said the same thing thirty years earlier during his famous Sermon on the Mount. Jesus was teaching us to live in the present when he said,“Therefore do not worry about tomorrow, for tomorrow will worry about itself. Each day has enough trouble of its own.”Do not fret about an imaginary future.You will deal with the actual future when it arrives.Roy H. Williams

Relationships are easier to navigate when we realize that one person’s heaven is another person’s hell.The things that bring us joy are subjective and personal and uniquely our own.Can we talk for a moment about joy?Joy is a mixture of appreciation and wonder.You cannot appreciate something and be filled with wonder by it without also having a feeling of thankfulness for it.Every garden of joy is rooted in the soil of gratitude.Do not confuse pleasure with joy.Pleasure is superficial and outward, barely skin-deep. But joy finds its rhythm in the beating of your heart and its home in the marrow of your bones.You and I do a lot of things for a lot of different reasons each day. But what do you do just for the joy of it?What do you do that makes you feel like you?Every great consultant finds joy in the success of the people they advise.Gary and Stephen help businesses grow by crafting totally true stories to tell the public.Their stories are intensely interesting.Yesterday Stephen told me something that fascinated me beyond words.In a business category that is not interesting, in a trade area of barely a million people, a man built a business to about 5 million dollars a year before walking slowly backwards to 3.7 million.Then he met Stephen.Stephen guided that business owner to 12 million a year through better storytelling. Thirteen months ago that same business owner hired a bright young woman to become his social media marketer. He generously paid expensive social media consultants to train her.When the bright young woman told Stephen what she had learned from these experts, Stephen asked his partner Gary if he would share his contrarian perspective with her.In the end, the bright young woman and the business owner asked Gary to become her coach.In 2025, that business had more than 50 million facebook views as a direct result of Gary’s coaching and the dedicated efforts of that young woman. Last month – in the 31 days of January, 2026 – that business had more than 12-and-a half million views on Facebook.I love that story and I admire that business owner and the young woman he hired.I am also extremely proud of Stephen and Gary.In a fit of curiosity, I just now divided 31 days into 12-and-a half million views.We’re talking about 403,000 views per day, which is 16,000 views per hour, which is 280 views per minute.We’re talking about 4.7 views per second, 24 hours a day for 31 days.Friends, I’m feeling joy.Roy H. Williams

WORLDWIDE ANXIETY:Do you find yourself wondering what is going to happen next?You are not the only person who has that question echoing in their mind. Billions of people are feeling this way around the world.Instability creates anxiety and uncertainty causes worry.That’s why the price of gold has been shooting upwards like a bottle rocket on the Fourth of July.The stock exchange is a short-term barometer of American investor confidence.The price of gold is a long-term barometer of the entire world’s confidence in the future.Gold was $265 an ounce in the year 2000.It had climbed to $1,185 an ounce by 2013 as people all over the world began to bicker at ever higher levels of intensity.Driven by concerns over the COVID-19 pandemic, the price of gold exceeded $2,000 an ounce for the first time in history on August 4, 2020.Gold climbed to more than $3,000 an ounce on March 14, 2025 as the world grew anxious about “trade war tensions” according to Business Insider.Just seven months later – on October 8, 2025 – gold exceeded $4,000 an ounce. Reuters said the reason was “geopolitical and economic uncertainty.”That was less than 4 months ago.At the time of this writing – Wednesday, January 28, 2026 – gold is at $5,565.40 per ounce.Did you realize that the price of gold has climbed from $3000/ounce to $5,565/ounce in less than 11 months?Instability creates anxiety and uncertainty causes worry.The price of gold rises as the world gets nervous and consumer confidence falls.Uncertain about the future, people are becoming increasingly hesitant to spend money.LOCAL OPPORTUNITY:When their sales volume falls below last year’s sales volume, the first reaction of most business owners is to blame the marketing team. Their second reaction is to reduce their advertising, lay off some people, and hunker down.This creates an amazing opportunity for courageous business owners to grow their market share. Your ads stand out when your competitors go silent.Selling is a transfer of confidence. When the customer doesn’t have confidence that today is the right day, or that your price is the right price, or that your company is the right company to trust, your only option is to transfer your confidence to them.When you have successfully transferred your confidence to your customer, they will know that today is the right day, your price is the right price, and your company is the company to trust.But this takes1. a convincing message2. rock-solid courage3. staying power.Do you have the financial staying power to win droves of new customers when margins are shrinking? More importantly, do you have the emotional staying power?I believe that 2026 will be a year of anxiety and opportunity. You can duck and cover, or you can reach upward and rise.You cannot change your circumstances, but you can change your actions.Will you shrink, or will you rise?Roy H. WilliamsHere’s a Little Tidbit of News for You: the wizard has been handsomely paid to appear in a new movie about the global economy and his book “Pendulum” that he wrote in 2012. That movie will be shown in movie theaters across America, but only to private audiences. Roy said to the producer,“The Pendulum of western society does NOT predict the economy. It predicts ONLY that society will fracture and social violence will escalate for a period of ten years as we approach the zenith of a ‘WE’, which happened in 2023. Then it will slowly subside for the next ten years. The zenith of a ‘WE’ occurs only once every 80 years.”When this private movie has been produced and is available to be seen, we’ll let you know. Also, roving reporter Rotbart in still in Washington D.C. researching his next big book, but he’ll be back with new episodes of Monday Morning Radio in just a few more weeks.Thank you for subscribing to the Monday Morning Memo.

David and I began building oilfield heat exchangers in a heavy steel fabrication shop in Oklahoma when we were 14 years old. We were universally known as, “them schoolboys.”Steel shops are notoriously noisy, but when we heard “Schooolboy!” ring out above the cacophony of hammers and grinders, we would swivel our heads toward the sound and begin walking toward whomever was looking at us.“Hard, dirty and dangerous” describes the work and the men we worked with.To call them “drunks, deviants, and derelicts” would certainly be less kind, but no less accurate.There were also 8 or 9 solid family men, most of whom were foremen and supervisors.The oil coolers we built were the size of a two-car garage. And several times a day these metal monsters would be lifted 5 or 6 feet off the ground by an overhead crane and go swinging through the air to another part of the shop as far as 300 feet away.Heavy steel flying through the air is entirely unforgiving. One of my responsibilities was to drive injured guys to the hospital. But few of my bloody passengers were injured in accidents. Most of them were injured in fistfights with coworkers.When we were both 16, David and I were joined by a boy named Jay. Dark hair, dark eyes, and skin that was decidedly not English, Irish, Scottish, or German. We liked him immediately.David put a quarter into the machine and yanked a Pepsi from its mechanical jaws. He handed it to Jay and asked, “Are you some kind of Puerto Rikkan or something?”Jay scowled and said, “No, I ain’t no dang Rikkan.”David smiled, clicked his Pepsi bottle against the one that Jay was holding, took a long drink, then said, “It’s good to meet you, Rikkan.”We found out later that Jay was Italian, but his name was Rikkan from that day forward.A few days later, Rikkan began calling David “Cliff” and my name somehow became “Dean.” Rikkan never told us why he chose those names, but he refused to call us anything else, so David and I fell into line. I began calling him Cliff and he began calling me Dean.Jay, David and Roy became Rikkan, Cliff and Dean for the next 3 years. Utterly absurd, but completely true.Devin Wright has a sparkling laugh and I’ve always enjoyed hearing it.So when Devin began working with me 20 years ago, I would walk into his office each afternoon and ask a ridiculous question. Devin would laugh his sparkling laugh and I would walk away smiling.One day I popped my head into his office and looked at him quizzically, as though I was confused. He looked back at me, equally puzzled. With a completely straight face, I asked “Did you get a spray tan?”For once, Devin didn’t laugh. He vigorously denied it, utterly aghast that I would ever think that he was so vain and shallow that he would ever stoop to such a ridiculous…I quit listening after that.So now you know how “Spraytan” was born.Jacob Harrison became “Boxwine” in a similar fashion,Dave Cullen became “Skunkmeat”Howard Wolowitz became “Fruit Loops”George Costanza became “KoKo”and Jeffrey Eisenberg became “Jet.”No, “Jet” is not a reduction of Jeffrey.When we agreed to meet for lunch last week, Jeffrey suggested by text that we meet at 1300 hours.I texted him back, “I never knew that you were in the Air Force. Did you fly fighter jets?”If all of this sounds lowbrow, redneck, hick, uncultured, ill-refined, outmoded, outdated, dinosaur-ish and in poor taste, I agree.But no one can spend 4 impressionable years working with drunks, deviants, and derelicts and walk away without at least one bad habit.Roy H. WilliamsDean Rotbart is taking a short Sabbatical from Monday Morning Radio for the next few weeks to travel across America gathering detailed information for an extremely important new book that he is writing. We have been sworn to secrecy not to tell you what this new book is about, because if it became known, it would make Dean’s research much more difficult to accomplish.In his younger years, our roving reporter Rotbart was a Pulitzer-nominated investigative reporter for the Wall Street Journal. Investigative reporting is his superpower. But Dean has promised us that when his research is complete and his new book has been published, all will be revealed.But jump into the rabbit hole anyway! Indy Beagle has some treats for you.

Before you borrow cash from a friend, decide which one you need most.Never tell a person that their child is ugly. Every child is the trigger on the gun of their parent’s rage.If you say, “I am only speaking the truth,” you can be sure that the child’s parent will just as truthfully amputate you from their life and throw shade at the memory of your name forever.“The Proper Priorities of Government” is a beautiful child that lives in the brain of every citizen. And that child is uniquely their own.Do you remember what I told you about children?AI is the newest baby in every family.I am a writer. My words are my children. If you tell me that your AI can replace me as a writer, I will know you to be a fool and a tragic waste of oxygen and skin.Can AI write better than you? If your words are not bone of your bone, blood of your blood, and flesh of your flesh, then yes, it probably can.When I began production on the “Great Writers Series,” I sent several of my friends a few of the AI-produced performances of the 8,000 grand passages of literature that I have laboriously transcribed from books over the past 50 years.When I sent those music-enhanced performances, I pulled the triggers on the guns that are carried by all of the musicians in my life.Shortly after being riddled with bullets,I received this text from Ryan Deiss on December 26, 2025, at 7:24AM:Paul Graham on why you shouldn’t write with Al:“In preindustrial times most people’s jobs made them strong. Now if you want to be strong, you work out. So there are still strong people, but only those who choose to be. It will be the same with writing. There will still be smart people, but only those who choose to be.”This was my reply to Ryan’s text:“Everyone loves AI to do the things they hate, but they hate AI when it does the things they love. I am no different. I think AI is dangerous and stupid and evil when it replaces writers. But I use it enthusiastically to make musical productions instantly possible. I would otherwise have had to spend many months and hundreds of thousands of dollars to create with musicians what I can create with Suno.com in a day. Musicians are well within their rights to resent me and be disgusted with me when I use AI to replace them.”The Great Writers Series will continue because it is important to me.If you click the image at the top of this page, you will see another clickable image. Below that clickable image is one of the first Youtube shorts – formatted for your phone – that I will be uploading once a day for as long as I am able to do so.If you click that performance and enjoy it, and would like to receive a new one each day, you can click through to Youtube and subscribe.If you do not like the performance, that’s 100% okay as long as you don’t tell me about it.All of my children are beautiful, almost as beautiful as yours.Roy H. Williams

1. EquityI’m not sure how Google would define “equity,” but my definition of equity is “stored value.”As a homeowner, you understand home equity as the stored value that it offers you.Your equity in your home is a product of all the time, energy, and money that you have put into it, plus the value that has been added by the passage of time.Relational equity is accumulated in the same way.“What have we invested in each other? What have we endured? How many years have we traveled through life together?”Relational equity is why we tolerate annoyances and troubles from the people we love. They have added value to our lives, so they have relational equity in us.Likewise, customer-bonding ads create relational equity between today’s businesses and tomorrow’s customers. They do this by highlighting shared perspectives, beliefs, and values.Customer-bonding ads communicate authenticity, and vulnerability. And they are always there, 52 weeks a year. Authenticity, vulnerability, and the passage of time are not easy to fake or accelerate.Keep those things in mind as you read on.2. AIEighty-seven Wizards of Ads who stay in regular touch with nearly 1,000 businesses are a reliable finger on the pulse of what is happening.This is what is happening:Google Search results have been altered in a dramatic and unexpected way. Some companies have benefited greatly from Google’s new methodology while other companies have been devastated by it.You’ll understand what separates the winners from the losers in just a moment.With 6,000 employees, Edelman is the world’s largest PR agency. They help companies worldwide manage their reputations and trust through stories published in mass media.Edelman has been doing what they do since 1952.On October 27, 2025, Christmas decorations were vibrating in anticipation of replacing Halloween decor when Brent Nelson – Chief Strategy Officer at Edelman – was quoted in Ad Age magazine.Explaining why Google dramatically expanded their results-ranking criteria, Nelson said,“What drives visibility isn’t your ad budget or keyword bids; it’s earned media. Analysis shows that 90% of what appears in AI summaries is ‘earned-driven’—pulled from reviews, press, blogs, forums and cultural chatter. Paid now plays a different role, amplifying what’s already there.”“The new shelf space isn’t a store; it’s the AI summary. Brands need to understand their earned footprint across AI-generated answers.”“Who gets cited? Who’s trusted? Who’s missing? That’s the new baseline of visibility.”In other words, Google is now rewarding Relational Equity.3. A PredictionHundreds of new companies are about to leap into the Public Relations business. Their goal will be to get their clients mentioned in online press, blogs, forums and cultural chatter.PR is an easy business to get into. It won’t be long before you are approached by someone who has a PR solution to help you improve your AEO (Ask Engine Optimization).If you remember any of today’s Monday Morning Memo, let it be this:“If you don’t have anything interesting to say, don’t let anyone convince you to pay money to say it.”Company slogans, mush-mouth clichés and traditional ad-speak are not going to move the needle.Every month or two, you are going to need something new, exciting, different, and entirely real to say.4. A SuggestionRadio stations would be smart to start a daily or weekly blog that is fun, quick, entertaining, easy-to-read, and full of valuable things that every consumer would want to know about.If I owned a station in Austin, I would call my blog “Cool Things Austin Needs to Know”If my blog was well written and full of actionable information and enough people got into the habit of scanning it each day, my radio station could become an important contributor to the online press, blogs, forums and cultural chatter that are now so very important.Could a Radio station become a major online player in their community? Absolutely!Remember, radio stations have the power to popularize their online blogs FOR FREE. Announcers could quote interesting tidbits from it each day and build a massive readership. Offline radio excitement would become online blog excitement.Do I expect that radio stations will do this? Nope.But if a few do dare to do it, do I expect them to be successful? Nope.These are the four ways that their bosses will force them to screw it up.1. They will try to make it a source of direct revenue.2. They won’t write about anything or anyone who doesn’t advertise on their station.3. They will allow advertisers to influence what is said about them in the blog.4. It will be badly written, boring, and of no value to anyone.But it would absolutely work if they did it right.5. Closing commentsWe are overwhelmed by a Three Ring Circus of media: online, offline, local, national, audio, video, print, outdoor, broadcast, streaming, digital, analog, physical, old-school, new-school, professional, amateur, full-color and black-and-white.It is never the media that make

In 1958, Paul made 85 cents an hour working in a limestone quarry in Oklahoma.He was a man of character, integrity, and kindness.He was quiet, smiled a lot, and was a wonderful listener.Paul’s humility, kindness, and confidence gave him dignity and authority in the eyes of everyone who knew him.He was happily married and had three little girls. On the day his fourth little girl was born he walked into a storm that could easily have ripped him apart.It was with great heaviness of heart that Doctor Franklin told him that there was a problem with the Rh factor in the little girl’s blood and that she was almost certainly going to die.She was barely, barely, barely hanging on.With tears in his eyes Doctor Franklin told him, “And your wife is also fading fast.” Doctor Franklin dropped his chin to his chest as teardrops splashed on his shoes.An ambulance rushed both mother and daughter to a larger hospital in a larger town.Paul was all alone with eighty-five cents an hour and three little girls.Several hours later, a happy and rejoicing Doc Franklin told Paul that both mother and daughter were going to live!They were going to live.The medical bill was more than a thousand dollars and there was no insurance; just a husband and wife and four little girls and 85 cents an hour.Being a man of integrity, Paul went to see Doc Franklin the next day to set up a payment plan for paying that thousand-dollar medical bill.Doc Franklin said, “What medical bill?”Paul was confused, and it showed on his face.Old Doctor Franklin spoke plainly,“There is no medical bill. You do not owe any money. Just be a good father to those girls.”“Just be a good father to those girls.”I can testify that he was a good father to those girls. I met Paul Compton when I was 14 years old and in love with his daughter, the one who nearly died on the day she was born.Here’s how I met him.One week prior to beginning my freshman year in high school, my mother received an invitation to come to an open house at the school on a Tuesday night where she could meet Coach Jerry Meeks, my home room teacher.He taught Oklahoma History, of course.Attached to that letter was a list of all the other students who would be in my first-hour class.I saw that Pennie Compton was going to be in that class with me. She knew who I was, but we had never actually met. This would be the first time that we would be in class together.Mom couldn’t go that night, which suited me fine. I had a plan of my own.I was the first person to arrive. The parking lot was empty except for the cars of the teachers. I met Coach Meeks, then took a seat at a desk in the back row. About 30 minutes later, a tall man came walking in with his wife and the girl that I knew I was going to marry.After Paul and his wife exchanged pleasantries with Coach Meeks, I walked up to him, introduced myself, then shook his hand as I smiled and said,“My name is Roy Williams and you’re going to be seeing a lot of me.”Last week Princess Pennie and I celebrated our 49th wedding anniversary.Paul never criticized me or gave me advice unless I asked for it. But when I did ask for it, he would tell what he thought, along with some true stories from his own life that explained why he believed what he believed.He always spoke slowly and gave me his full attention. His confidence in me was a great encouragement.In all the decades that I knew Paul Compton, I never saw him raise his head from prayer without having tears on his cheeks. When Paul talked to God, you knew that God was listening.I always looked forward to having him pray for me.He was the best man I ever knew.Roy H. WilliamsMonica Ballard knows why marketing campaigns fail. It’s not for lack of clever slogans, talented spokespeople, or catchy jingles. Monica says ad people fail when they try to project “perfection” rather than authenticity, which requires that you acknowledge the struggles and risks inherent in running a business. Monica is a veteran marketing strategist, storyteller, and one of the elite Wizard of Ads partners.Drawing on her background in theater, radio, and live performance, Monica explains to roving reporter Rotbart and deputy rover Maxwell why empathy and emotional honesty create bonds with customers that no discount or gimmick ever could. “Being real isn’t a liability,” Monica assures us. “It is a decisive competitive advantage.” Get Real with Monica Ballard at MondayMorningRadio.com

Extremis is a Latin word that says you are in extreme circumstances, a desperate situation, a dire predicament, or the edge of death.“There is great tension in the world, tension toward a breaking point, and men are unhappy and confused. At such time it seems natural and good to me to ask myself these questions. What do I believe in? What must I fight for and what must I fight against?”I’ll tell you who said that in just a minute.Here’s another direct quote:“It’s life or death for America, people tell you. Angry debates about taxes, religion and race relations inflame the newspapers. Everyone is talking politics: your spouse, your teenage daughter, your boss, your grocer. Neighbors eye you suspiciously, pressing you to buy local. Angry crowds gather, smelling of booze and threatening violence; their leaders wink, confident that the ends justify the means. The stores have sold out of guns.”*Are you ready to hear the final two sentences?“It’s 1775 in Britain’s American colonies. Whose side are you on?”*That first quote about “great tension in the world” and men being “unhappy and confused” came from John Steinbeck in 1941. I’ll bet you thought it was more recent, didn’t you?There is nothing new under the sun. Is there anything of which one can say, “Look! This is something new”? It was here already, long ago; it was here before our time. No one remembers the former generations, and even those yet to come will not be remembered by those who follow them.If that sounds familiar to you, it’s because Solomon said it 3,000 years ago in the book of Ecclesiastes.Here’s my point: Yes, the world is in a state of extremis, but we have always been in a state of extremis.So put it behind you. Get over it.Better yet, use your recovery from extremis to unleash joy, passion, a flood of creativity, and a flamelike focus that will take you to places you have never been.When you recover from a state of extremis, you open a trapdoor to the unconscious mind. It is a waterfall that doesn’t fall downward, but gushes upward into the sky.If you want to ride that waterfall, all you have to do is exit your extremis. Put it behind you. Get over it.Quit giving your attention to the news.Do not say to yourself,“But if everyone quit paying attention to the news, there would be no societal outrage, no oversight, no accountability!”Let me make this clear to you. There is zero chance that everyone is going to quit giving their attention to the news. It’s an addiction like any other. In fact, I’m worried that you won’t have the strength, the willpower, or the discipline to turn away from it yourself.If you monitor the news for the rest of your life, what are the chances that doing so will change anything at all, even a tiny bit? Does being aware of things that are beyond your control somehow give you the ability to change those things?Turn away from the dark side, Luke Skywalker. Embrace the light.And have a happy, new, year.Roy H. WilliamsPS – I gathered a few dozen quotes from Dorothy Parker and made two powerful productions from them. The first production is 4 minutes and 24 seconds long and was extracted from writings that Dorothy published in Vanity Fair and The New Yorker in the 1920s.The second production is 5 minutes and 9 seconds and was compiled from the writings of Dorothy’s later years. The character arc between the two performances is sobering. You’ll find both of them on the first page of the rabbit hole. Click the image at the top of the Monday Morning Memo for December 29, 2025, and you’ll be there. – Aroo, Indy Beagle.*Caitlin Fitz, “The Accidental Patriots”, The Atlantic, Dec. 2016Four-time Olympian and bestselling author Ruben Gonzalez joins roving reporter Rotbart today for a conversation about perseverance, belief, and the wisdom of following leaders who have proven themselves to be worthy of your trust. Ruben Gonzalez is unusual among Olympians.He didn’t begin competing at an elite level until his mid-20s, and he never used his lack of natural ability as an excuse for falling short.Ruben’s career in sports and in life has been built upon desire, discipline, and stubbornness. Ruben refuses to quit. His message to you is about how to build your courage through small daily choices, how to manage risk intelligently rather than avoid it, and how to measure your success, not through your bank account, but through the impact you have on others. Meet Ruben Gonzalez and become a happier person at MondayMorningRadio.com.

The best short stories leave out important information but evoke it in such a way as to cause a kind of explosion of associative connections.*These are my secret rules for making that happen:Lead your listener toward a conclusion and then let them arrive at it on their own. If you state a conclusion and then try to support it with evidence, you are robbing your listener of the joy of discovery.Give your listener the new, the surprising, and the different.If you must give them old information, reframe it; give it to them from a new perspective, so that they will see it again for the first time.Leave out the parts that people skip.My Christmas gift to you is The Story of the Universe According to Roy.I call it “Way Back in the Long Ago.” You will find it at TribalGospel.comIt is an auditory opera, a campfire story of God and the Universe told under a starfilled sky by an old man who is accompanied by musicians who sit at the furthest edges of that circle of light.But your seat is closer.You feel the warmth of the fire as it dances the dance of the story, and the stars twinkle their agreement with glittering laughter.This is chapter one.Way back in the long ago, the maker spoke, and light exploded across the darkness. Energy radiated across the nothing.Time and space and order appeared from the nothing of the long ago.Bits of energy shot like shrapnel from a bomb into the grid that was created by the ordering of the nothing. Bits of energy bonded with other bits to become great lumps that went spinning across the grid.Their spinning caused these lumps to become spherical.Some of the spheres were made of gasses; ice giants and dwarfs, gas giants and dwarfs, and suns of every size and temperature were created by the energy within them.Others of those spheres became great rocks.Oxygen bonded to hydrogen so that water splashed in the hollows of those rocks.The maker smiled.Algae and moss and grass and trees emerged, and the maker smiled again.Winged creatures darted through the air and swimming creatures darted through the sea, and the maker smiled again.And then creatures appeared on the rock itself. Creatures appeared on the land.The maker looked at us and decided to make us into little makers with the power to choose whatever we would choose. We have the authority to say “yes,” and the authority to say “no,” as we stare into the eyes of the maker.The maker gave us this watery rock we live upon, and complete authority over it.We have the freedom to be guided by our choices. We are no longer the captives of our instincts.The maker is not held captive by time and space. The maker created time and space from the nothing.It is only we – you and me – who measure time and space.Our history of deciding for ourselves and living with the consequences has not been a good history.Seven billion of us are crammed onto a rock that circles an 11,000-degree fireball as it shoots through the nothing… at 52 times the speed of a rifle bullet.We are passengers on a world spinning out of control.Having wrongly been told that the maker is in control, we blame the maker for every sadness.You can’t have it both ways. You can’t have both free will and a benevolent higher power who protects you from yourself.I hope you will take an hour to enjoy my little campfire opera.Merry Christmas.Roy H. Williams*The same is true of the best jokes and the best ads.This week, roving reporter Rotbart and his deputy, Maxwell, offer their third annual holiday encore of their inspirational Yuletide tale, A Christmas Day Miracle, by Dean and Talya Rotbart. First published in 2021, A Christmas Day Miracle has become a holiday favorite. It is the true story of a man, Riyaz Adat, on death’s doorstep; and his devoted wife, Margaret. The story is a poignant reminder of the wonder and power of life’s unexpected blessings. The telling will begin as soon as you arrive at MondayMorningRadio.com

What? You don’t see the happy times?But they are right there!Right there inside you.Oh, I see. You have something that is keeping you from seeing and feeling and living the sparkling clear and happy times that are struggling to rise up from the depths of your soul.I see that you are worried.That’s the problem.Worry is the cork that keeps the champagne of happiness from spraying a smile on your face and a sparkle in your eye and joy into your heartIf you will allow me, I will try to do for you what Julius Rosenwald and Thomas Jefferson did for me.Julius Rosenwald was an immensely successful businessman who used his money – all of it – to help people rise above their circumstances and experience the wonders of the world in which they lived.This is what Julius Rosenwald wrote to me 100 years ago:“Early in my business career I learned the folly of worrying about anything. I have always worked as hard as I could, but when a thing went wrong and could not be righted, I dismissed it from my mind.”Friend, when a thing goes wrong and cannot be righted, dismiss it from your mind.An army of people surround us whose only job is to make us fearful and afraid. You must not allow these people to capture your attention.Journalists have been shouting deceptive and inflammatory headlines at us since the days of the American Revolution.But the journalists and podcasters of today have discovered new ways of shouting. Emails and websites and Youtube and cable and streaming services promise, pledge and swear to keep us highly informed and deeply unhappy. They feed our worries like stokers feeding firewood into the boilers of steam trains.They want us to ride on their rails of steel so that they can take us where they want us to go.Don’t ride their train. Jump off of it. Thomas Jefferson did.He said,“I do not take a single newspaper, nor read one a month, and I feel myself infinitely the happier for it.”He went on to say,“Advertisements contain the only truths to be relied on in a newspaper. The man who reads nothing at all is better educated than the man who reads nothing but newspapers.”Thomas Jefferson avoided the news and said he was infinitely the happier for it.You should do it, too.Julius Rosenwald and Thomas Jefferson discovered that Jesus was telling the truth in Matthew chapter six when he said,“Do not worry about tomorrow; for tomorrow will worry about itself. Each day has enough trouble of its own.”Don’t worry.Be happy.Roy H. WilliamsDavid Ackert is making his list and checking it twice — but he’s no Santa Claus. The gifts David brings are powerful insights for professionals who want to grow. David Ackert challenges the long-held belief that success depends on building a massive network of connections. In his view, quantity is a distraction. The thing to do is cultivate a small, curated list of at least 9 not more than 30 “high-value” relationships with people who have the ability to help you reach your goals.Send everyone else a Christmas card.Rotbart goes roving with David Ackert this week, at MondayMorningRadio.com

“Please Do Not Touch the Fence. You’ll Get Zapped. And the Goats Will Laugh at You.”That is the advice the banner gives. Standing behind that banner, and a little to the right, are a group of goats who are clearly encouraging you to touch the fence. You can see it in their eyes and in the smirk at the corners of their little goat mouths.All of that was in the photo that arrived with a text from my friend, Dan, along with this note.“We have a new side-venture that uses goats as a land clearing crew for hire, and recently have set up a mobile cam to keep an eye on them while on the job.”Although I do make up things for a living, I promise I am not making this up.Twenty-three minutes later, I received another text from another friend.“I have a problem. Do you know in ‘Peter Pan’ where Peter loses his shadow. I’ve seem to have lost my shadow. I used to be a very creative person. Somewhere over the last 5 years due to life’s circumstances I seem to have misplaced my creativity. I feel almost certain that I began giving out far more than I was taking in. I lost my wonder and my awe for the world. I’m not learning and growing, and it has caught up with me. If you have any insight or direction, it would be truly helpful. Thanks friend.”I responded, “Is this for real?”My friend said, “Yes, for real.”I said, “You need to have a place to escape. A good fiction book can take you into an alternate reality where you don’t have any obligations, or people who need something from you. Buy a copy of ‘Cryptonomicon’ by Neal Stephenson. You’ll meet a guy named Shaftoe. I’ve known him for more than 20 years.”My friend said, “Thank you. I’ll tell him you said hello.”Both of those texts arrived, “Ping… Ping,” shortly after I posted the second restaurant review I have ever written.Heads Up, friends!Real pizza ovens. Real flames. Real char on the bottom of the crazy-good crust. You’ll never be the same. This pizza is SO GOOD that it’s illegal in 7 states and under investigation in 12 more. So good you’ll walk outside and look up at the stars and howl at the moon like a werewolf.I have reviewed very few things during my 67 years because, frankly, there just aren’t that many things out there that are really remarkable. DeSano Pizzeria Napoletana is remarkable. Not the atmosphere. It’s plain, plain, plain. Nothing special. But the food is MAGNIFICO! (On Slaughter just west of Mopac, in front of Alamo Drafthouse.) And the people who work there are definitely part of the magic. They are excited about what they are doing, and their excitement is contagious.We ordered a spinach salad. Best spinach salad I’ve ever had! I mean that. And big enough for two people. I looked at my wife (We’re having our 50th anniversary next year) and I said, “These people are buying ONLY the very best ingredients. They’s spending their money on the food, not the decor.” (We were both smiling so hard for so long that my face aches.)Order the Verdura pizza. Be aware that it does NOT have marinara sauce. You’ll be throwing rocks at marinara sauce after you’ve eaten the Verdura. It’s really simple: perfect crust, extraordinary cheese, fresh spinach, roasted tomatoes, roasted garlic. HEAVEN.Or you can go old school and get a pizza with red sauce: The San Gennaro has tomato sauce, sausage, peppadew peppers, caramelized onions, garlic, and cheese so good that you’ll slap yourself. The peppadew peppers are the magic.No fountain drinks, but they’ve got big coolers full of bottles and cans of everything you want. Get a big bottle of San Pellegrino and you’ll leave this place with an Italian accent.This pizza is NOT greasy. You will feel fabulous after you eat it.This is NOT a slanted review left by someone who has a connection to that company. I have no connection whatsoever to that company or to any of these people and I owe them absolutely nothing except my gratitude for making pizza the way that God intended.Amen.My goal for November 20th was to wake up twice.It obviously worked out, or you wouldn’t be reading this. I had a very weird heart surgery and the doctor who explained the risks of that surgery to me might as well have said, “Make peace with your God.” But rather than answer 80,000 emails from those of you who will ask for more details, how about I just put it in the rabbit hole for you? Click the image of the goats at the top of this page – the Monday Morning Memo for December 8, 2025 – and you’ll be on page one of the rabbit hole.But the most surprising thing was what happened this morning.Daniel Whittington asked me to be a guest on his podcast. He said he wanted to capture the story of how and why Wizard Academy came into being. There was a moment when my throat got tight and I had to say, “Give me a moment.”I’m not sure when that episode will be released.People complain about the high cost of living. The question I’ve always wanted to ask them is, “Compared to what?”Roy H. Williams

I’ve been studying AI audio so that I can complete a couple of personal projects.The first project is an audiobook containing 18 chapters that span 75 fascinating minutes. Your MondayMorningMemo on December 22nd will contain the following invitation:The tribe encircling the campfire is about to listen to a group of old men tell “The Story of the Long Ago.” You can listen, too, if you like.That invitation will be coming your way on December 22nd.The other project that I will be launching in January or February is an ongoing weekly series called “The Great Writer Series.”My goal is simple: I want to reawaken the world to the power of well-told stories. That’s it. I have no other agenda. I just want people to remember what great writing sounds like.Today I’ve got 3 different samples for you. Each is about 2 minutes long. Click the hyperlinks if you want to hear my people read to you.This first one is an obscure poem by Robert Frost called, “The Bearer of Evil Tidings.”I have asked Amir Amani to read it.The bearer of evil tidings,When he was halfway there,Remembered that evil tidingsWere a dangerous thing to bear.So when he came to the partingWhere one road led to the throneAnd one went off to the mountainsAnd into the wild unknown,He took the one to the mountains.He ran through the Vale of Cashmere,He ran through the rhododendronsTill he came to the land of Pamir.And there in a precipice valleyA girl of his age he metTook him home to her bower,Or he might be running yet.She taught him her tribe’s religion:How ages and ages sinceA princess en route to ChinaTo marry a Persian princeHad been found with child; and her armyHad come to a troubled halt.And though a god was the fatherAnd nobody else at fault,It had seemed discreet to remain thereAnd neither go on nor back.So they stayed and declared a villageThere in the land of the Yak.And the child that came of the princessEstablished a royal line,And his mandates were given heed toBecause he was born divine.And that was why there were peopleOn one Himalayan shelf;And the bearer of evil tidingsDecided to stay there himself.At least he had this in commonWith the race he chose to adopt:They had both of them had their reasonsFor stopping where they had stopped.As for evil tidings,Belshazzar’s overthrow,Why hurry to tell BelshazzarWhat soon enough he would know?Amor Towles will be our second example. He has given us literary wonders like “A Gentleman in Moscow” and “The Lincoln Highway.” This excerpt is from page 302 of his novel, “Table for Two.”Big Bob Bigelow will read it to us.Eve could not pinpoint when her dislike for lists began, but it must have been around the time she was twelve. It was in the basement of St. Mary’s, where she and the rest of the sixth graders were charged with memorizing the Ten Commandments.“Thou shalt not this.”  “Thou shalt not that.”  “And thou shalt not the other thing.”Then there was the list painted on the sign at the country club pool to remind the children there would be…“No Running.”  “No Diving.”  “No Splashing.”But most important was her mother’s ever-expanding list of what a young lady should not do. Like put her elbows on the table, or speak with her mouth full, or slug her little sister, even when she deserved it.Yep. In Indiana, a young girl had good reason to suspect that lists were the foot soldiers of tyranny crafted for the sole purpose of bridling the unbridled. A quashing, squashing, squelching of the human spirit by means of itemization.This third example is controversial. Tom Robbins passed away earlier this year at the age of 92. People either love or hate his novels. I happen to love them. This excerpt is from “Skinny Legs and All.” Tom Robbins was my brand of crazy.Wild Willie Washington reads for us.This sentence is made of lead. (And a sentence of lead gives a reader an entirely different sensation from one made of magnesium).This sentence is made of yak wool.This sentence is made of sunlight and plums.This sentence is made of ice.This sentence is made from the blood of the poet.This sentence was made in Japan.This sentence glows in the dark.This sentence was born with a caul.This sentence has a crush on Norman Mailer.This sentence is a wino and doesn’t care who knows it.Like many italic sentences, this one has Mafia connections.This sentence is a double Cancer with a Pisces rising.This sentence lost its mind searching for the perfect paragraph.This sentence refuses to be diagrammed.This sentence ran off with an adverb clause.This sentence is 100 percent organic: it will not retain a facsimile of freshness like those sentences of Homer, Shakespeare, and Goethe, which are loaded with preservatives.This sentence leaks.This sentence once spit in a book reviewer’s eye.This sentence can do the funky chicken.This sentence has seen too much and forgotten too little.This sentence is called “Speedoo,” but its real name is Mr. Earl.This sentence may be pregnant.This sentence suffered a split in

A society grows great when old people plant trees under whose shade they will never sit.Trees that live long do not grow quickly.It requires patience to grow a tree that will endure.The root word of patience is the Latin verb “pati.” It means “to suffer” or “to endure.”The best time to plant a tree was twenty years ago.The second-best time is today.A person with a purpose is a person on a mission.A person on a mission is a person with a passion.Passion is another strange word. It does not mean what you think it does.The English word “passion” comes directly from the Latin noun “passio” which means “suffering.” If you have “compassion” for someone, it means that you are “suffering with them.” Every Easter we hear about “The Passion of the Christ.”Patience and passion share the same Latin root. Pati is the noun. Passio is the verb. And they both mean suffering.A person with a passion has a vision of the future for which they are willing to suffer.The builder of a brand is the planter of a tree: a visionary missionary.And their principal tool is storytelling.Stories build personalities.Stories build people.Storytelling is world-building.Stories build cultures.Stories build brands that endure.Be careful what you say.A word of affirmation is a spark that can become a flame that will illuminate a person’s path into the future. A word of discord, disdain, or disharmony can quench that vital spark.We carry the power of light and darkness in our tongues.Be careful what you say.You can build a brand with your stories.You can build people, too.Say the right things and you can build a life.You can speak happiness.You can build happiness.Say the right things and you can live happiness.Speak it. Build it.Say it. Live it.Roy H. WilliamsPS “It is true that we are weak and sick and ugly and quarrelsome but if that is all we ever were, we would millenniums ago have disappeared from the face of the earth.”– John SteinbeckEveline Shen is an operating-systems programmer — not for computers, but for people.Eveline helps leaders rewire the limiting patterns that hold them back — including perfectionism, people-pleasing, and self-sacrifice — and replace them with what she calls “courageous” actions. Her clients are primarily organizations advocating for social change, many of whom instinctively view business leaders and entrepreneurs not as partners, but as adversaries. But as Eveline explains to roving reporter Rotbart, everyone wins when they make a more deliberate effort to communicate with, understand, and learn from one another. It’s MondayMorningRadio.comYou can hear Roy read today’s MMMemo by clicking the “listen” link at the top of the page. Or you can hear it wailed by a tribal elder who is teaching the tribe around a campfire. Just click the play bar below. Crazy? Absolutely. – Indy Beagle

It is easy to understand a person who is driven by their passions.Your passions take you to your happy place.I have friends who have a passion for sporting events on television. Others have a passion for gambling, and the paripatetic have a passion for traveling to all the far-flung places on this spinning rock we live upon.People who have a passion for achievement live to make things different.Planning and research puts a candle to the wick of some people. They go without sleep and burn bright throughout the night as they gather, collate, and organize information that will set the future on fire.Your scars are the memories of bitter experiences.The pain is gone, but the benefits of those experiences remain. Your scars help you see danger on the horizon.Your scars are the diplomas of lessons you will never forget.It is good to have scars.But wounds… wounds are different.The pain remains and it triggers you to act in ways that everyone notices but no one understands. Sometimes not even you.I have known men whose only passion was to seduce every woman they encountered. Those men like to believe that they are “in love with falling in love.” But when you have known them long enough you will see a knife wound in their chest that has never healed. Way back in the long ago, they had a wife who began sleeping with another man. And ever since that day, they have been trying to become that man.The pain of a wound is a powerful thing. It shouts, “Never again! Never again! Never again!”I don’t believe that any of those men have ever figured out why they feel driven to become the living embodiment of the imaginary Don Juan, and I have never felt that it was my place to tell them.Every person is formed by their passions, scars, and wounds. Even imaginary people.All of the famous characters in literature were created from their passions, scars, and wounds.Novelists, playwrights, and screenwriters know this. Ad writers do not. This is why most advertising is dull, dead, and untwitching.When an ad writer is guided by the ambitions, demands, and expectations of their clients, you can expect to hear the glorious trumpets of a ringing call to action. “Come! Come now! Give me your money! Hurry! Hurry! I want your money Today! Today! Today! Act now! Don’t delay!”We are not enchanted by these ads.Did it ever occur to you that every successful brand is a character that lives in the mind of the customer?A successful brand is driven by its passions, scars, and wounds.Passion: Why does this brand exist? What is it chasing? What love does it represent?Scars: What does it know? What has it learned? Why can I trust this brand?Wounds: What is this brand trying to erase from the earth?To what does it shout, “Never again! Never again! Never again!”Roy H. Williams

A tribe is a group of people that share an identity marker. Every affinity group, every fan club, every self-selected group of insiders is a tribe.Last week we talked about Business-to-Business advertising (B2B) and Niche Marketing with a long purchase cycle (Niche-L).Today we talk about Niche Marketing with a short purchase cycle (Niche-S) and Business-to-Consumer advertising (B2C).Let’s talk first about (Niche-S):Niche Marketing with a Short purchase cycle will always be targeted to an affinity group. A Niche market is any self-selected group of insiders that has chosen to spend time, attention, and money on something that most people don’t care about.Short-cycle Niche Marketing is mostly consumable products and services that are purchased on a regular basis by a self-selected group. Some examples of this would be bullets, fish hooks, tubes of oil paint, and those little cloth foot coverings worn by medical professionals in hospitals and air conditioning technicians in your home.Niche Marketing with a Short purchase cycle is similar to B2B advertising: Features. Benefits. Price.Now let’s talk about Business-to-Consumer advertising with a Short purchase cycle. (B2C-S)Do you sell a small-ticket consumable product or service that a high percentage of the population will purchase regularly? You are selling Business-to-Consumer with a Short purchase cycle. Food, gasoline, and entertainment compose the majority of this category.If you own a grocery store, a restaurant, a convenience store, a gas station, a hardware store, or an “everything” store that competes with Amazon and Wal-Mart, all you need is a high-visibility location, legendary signage, and a staff that delivers a positive customer experience. That’s it. That’s your advertising.NOTE: If you want to drive immediate traffic, you will need(1.) an irresistible offer(2.) credible urgency(3.) high-frequency repetitionIf your ad doesn’t drive traffic,(1.) your offer was weak(2.) your urgency was not credible, or(3.) you didn’t pound the drums loud enoughNow let’s talk about Business-to-Consumer advertising with a Long purchase cycle. (B2C-L)If you sell a big-ticket product or service that a lot of Americans will buy “someday,” but only a fraction of one percent of the public is looking for it “today,” then you are in a B2C category with a Long purchase cycle.This category requires patience, commitment, and mass media: primarily broadcast radio, broadcast television, or billboards.You can use short-term-impact Transactional ads or long-term brand-building Relational ads.The objective of a Transactional ad is to make the sale. You can measure the Return-On-Ad-Spend (ROAS) of short-term-impact Transactional ads because they offer no long-term benefits.The objective of a long-term Relational ad is to create connection, relationship, and trust in your brand. Relational ads cannot be measured with ROAS because there is no moment when the benefits of relationship strengthening have been exhausted.Business people are instinctively attracted to Transactional ads because Transactional ads are more easily measured. This feels good in the short term, but in the long term it leads to frustration as you ask, “Why aren’t we growing like we should?”Now let’s talk about Business-to-Consumer advertising with a Mixed purchase cycle. (B2C-M)Halfway between Transactional and Relational – is Sales Activation. These ads are what transform this category into a gold mine. Ads that trigger Sales Activation can only exist within a Relational ad campaign.Sales Activation ads are NOT Transactional ads. If you inject Transactional ads into a Relational ad campaign you will create a confusing brand image.Sales Activation ads feel relational, but they contain a soft and friendly call-to-action that includes a specific reason why right now might be a good time to buy. The reason might be seasonal, event-driven, or be an exciting feature item that is temporarily available.To build a powerful brand that becomes a household word, 60 percent of your ads should be Relational (aimed at building a relationship) and 40 percent of your ads should be Sales Activation.Transactional ads will outperform a 60/40 mix of Relational ads with Sales Activation for the first 5 or 6 months. But the longer you run Transactional ads, the less well they perform.The longer you run Relational ads with Sales Activation, the better it performs.The brand that is using a 60/40 combination of Relational ads with Sales Activation will have gained so much momentum by the end of the second year that their Transactional competitors will be watching in wide-eyed wonder and scratching their heads in amazement.Sounds fun, doesn’t it?Roy H. WilliamsAt first glance, a website designed by Vi Wickam may look much like any other e-commerce or business site.But

Today we’re going to do something fun. Are you ready?(Press the PLAY button to hear the audio version of today’s memo.)I will tell you how to advertise if you will tell me the nature of your business.Advertising can be broken into 6 major categories:Business-to-Business (B2B)Niche Marketing (Niche-S) with a short purchase cycleNiche Marketing (Niche-L) with a long purchase cycleShort Purchase Cycle (B2C-Short) Business-to-ConsumerLong Purchase Cycle (B2C-Long) Business-to-ConsumerMixed Purchase Cycle (B2C-Mixed) Business-to-ConsumerBusiness to Business.B2B: If you are in a business that sells to other businesses, tight targeting will be essential to your success, but you can easily identify the customers you need to target.Their addresses, phone numbers, and email addresses are readily available and direct mail, phone calls and emails are cheap. If you have some extra dollars, you can place ads in the appropriate trade magazines and websites to elevate your brand.Features, benefits, pricing, delivery, and payment terms are important elements within your message. How well your B2B ad campaign works will depend entirely on what you say.It will depend on what you say.Focus on saying the right things.Now let’s talk about Niche Marketing with a Long Purchase Cycle.Niche-L: If you sell a specialty product that appeals to an affinity group, social media is a powerful thing. A powerful thing.Danny sells the most rare, weird, exotic, and inexplicable guns the world has ever known. Firearms collectors are an affinity group. Collectible firearms are a Niche Market with a long purchase cycle.Danny will soon be producing a new daily short and posting it on YouTube 365 days a year. Each short video will be Danny showing you a different gun and telling you the story behind it. He is not going to shoot the gun. He is just going to tell you its story.Danny doesn’t need to find gun collectors. Gun collectors will find him. YouTube is the world’s second-largest search engine. Danny just needs to produce interesting content.Brian Brushwood taught me that.Would you like to have an invisible garage door like the one that Batman passes through to enter the Bat Cave?Max can do that for you.But invisible garage doors can only be installed in houses that have no masonry. Max needs to locate charming houses with wooden exteriors.He can knock on their doors, leave a door-hanger, or mail them a glorious postcard. Max sells garage doors to a Niche Market with a long purchase cycle.Do you sell an intangible Niche product with a long purchase cycle?Are you a sales trainer, an ad writer, a nutritional expert, a motivational speaker, a psychic healer, an entertainer?Build fame. Ride the tidal wave of fame. Fame leads to word-of-mouth. Be remarkable. Advertising is a tax you pay for not being remarkable.Be remarkable.Next week we’ll talk about Short Purchase Cycle Niche Marketing and B2C.We’ll talk about B2C.You and me.Roy H. WilliamsPS – When you have achieved a little bit of fame, make yourself easy to find by paying Google for the click whenever someone types your name into the search bar. But that’s not advertising. That’s just helping people find you when they are looking for you by name. The people of Jackson, Michigan have loved Gilbert Chocolates for more than 110 years. Brian and Sally Krischbaum had zero experience when they bought the company in 2012, but set out to honor Gilbert’s rich heritage by expanding it into multiple stores and becoming a national distributor. Meet the Krischbaums as they share with deputy rover Maxwell Rotbart the real-world challenges and triumphs of running — and growing — a century-old family brand. They make great chocolate, but we believe you will agree that their story is definitely not sugarcoated. Now let’s get jiggy with it at MondayMorningRadio.com

When you understand how a person thinks, speaks, acts, and sees the world, you feel like you know that person.This is true whether you have spent time with them, or if you have spent time with them through the magic of modern media.Television, radio, and social media can be used to make sure that people know about you, or they can be used to make people feel like they know you.I have written a 4-stanza poem from the perspective of 3 different personalities.The story arc is the same for all 3 poems.The 4-verse, 4 stanza structure is the same.The rhyming conventions are very similar.The only real difference is that these short poems reveal the hearts of 3 different people; their perspectives, their attitudes, their personalities.My partner Gene Naftulyev directed the singers who turned these poems into blues songs.You can read the song lyrics in the text of the Monday Morning Memo, or you can listen to the songs in the audio version of the memo.These are the words to the first poem, and the song that was created from it:The faster I go, the more I fall behind.The map is fading in my mind.Landmarks are not where they were before.And cars don’t stop at red lights anymore.I don’t want to be unkind andMake innocent people feel malignedBut are all the gas pedals nailed to the floor?Why don’t cars stop at red lights anymore?Are these people colorblind?Are their panties in a bind?Are we fighting in a war?Why don’t we stop at red lights anymore?Is there an evil mastermindWho is making us feel that we are falling behind?Perhaps we can dangle him in an intersectionAnd see if he gets a new sense of direction.© Roy H. Williams Oct. 18, 2025The singer of this song seems to be lamenting the loss of leisure. We perceive that he is troubled by the spiraling tyranny of the merely urgent. He doesn’t want to be unkind. His questions about the red-light runners being “colorblind,” or “having their panties in a bind” reveals a comedic wit. We sympathize with him. We agree with him. We like him.Now let’s tell that same story two more times using exactly the same structure, rhyming scheme, and storytelling devices. The only difference between that first poem and the next two poems will be the differing perspectives of the storytellers.I do not pretend to be a counselor-at-law,Or a judge, or a jury from Arkansas,But my heart does whisper this probing question:“When did people stop stopping at intersections?”We heard the words of Moses and foresawThat we would need to be a nation of Laws.But Moses did not give us “The 10 Suggestions.”So why did people stop stopping at intersections?Do you have a tragic flaw?Do you look good in-the-raw?If you want resurrection,You need to start stopping at intersections.Do you want sex appeal that makes ice thaw?Do you want people to look at you with awe?Do you want to achieve absolute perfection?Just hit your brakes at the next intersection.© Roy H. Williams, Oct 20, 2025That singer has a slightly more antagonistic attitude. His references to Moses and the Law reveal him to be more legalistic than the first singer. His additional comments about “counselor-at-law,” “nation of laws,” “resurrection” and “perfection” reveal the kind of black-and-white clarity that can result from a strict religious upbringing. We cannot be certain of these things, but we suspect them. He also has a little bit of a fixation on sexuality. “Do you look good in-the-raw?” “Sex appeal that makes ice thaw?” “Do people look at you with awe?” This cat is one complicated character!Are you ready for that same story to be told by a third singer whose perspective and personality is distinctly different from the first two?When I look inside my head,the only color I see is red.Behind my eyes I feel an itch.Red means STOP you son-of-a-bitch.It is NOT okay to go ahead.Keep it up and you’ll soon be dead.Green and red, you cannot switch.A red light means STOP, you son-of-a-bitch.Were you recently unwed?Are you sleeping single in a double bed?Did she not care that you are filthy rich?You need to stop being a son-of-a-bitch!Sometimes I think perhaps we oughtaUse your head for a piñata.I’ll sing it one more time with perfect pitch;‘Red means STOP… you son-of-a-bitch.’© Roy H. Williams, Oct 20, 2025Obviously, that guy is angry as hell and is predisposed toward violence. He sees red. “You’ll soon be dead.” This singer doesn’t joke around about “colorblind.” He says “Green and red, you cannot switch.” He doesn’t laugh about “panties in a bind.” This guy suggests that you’re not having sex because your wife left you, even though you are “filthy rich.”Every ad reveals a perspective. Your ads reveal what matters most to you.Your ads let people know how you think, speak, act, and see the world.And you thought ads were just about delivering information and a call-to-action.Roy H. WilliamsPS… As a special treat, this is the final version of the song that I wrote with Gene Naftulyev. You

Jeffrey Eisenberg and I were looking though a pair of antique doors at Austin Auction Gallery when I saw a remarkable oil painting on the wall behind them and whispered in wonder, “Ozymandias.”The auction catalog described the painting as, “Arabian horse and handler with Egyptian sphinx, signed lower right Maksymilian Novak-Zemplinski (Polish, b.1974), dated 2000.”But I knew that painting for what it was. I’ve loved “Ozymandias” since the 9th grade.You remember it, don’t you? Bryan Cranston read that famous poem in the final episode of “Breaking Bad.” The title of the episode was “Ozymandias,” and TV Guide picked it as “the best television episode of the 21st century.” It was also the only episode of a TV show ever to achieve a perfect 10-out-of-10 rating on IMDb with over 200,000 votes, putting it at the number one spot for the most highly rated television episode ever:I met a traveller from an antique land,Who said—“Two vast and trunkless legs of stoneStand in the desert. . . . Near them, on the sand,Half sunk a shattered visage lies, whose frown,And wrinkled lip, and sneer of cold command,Tell that its sculptor well those passions readWhich yet survive, stamped on these lifeless things,The hand that mocked them, and the heart that fed;And on the pedestal, these words appear:“My name is Ozymandias, King of Kings;Look on my Works, ye Mighty, and despair!”Nothing beside remains. Round the decayOf that colossal Wreck, boundless and bareThe lone and level sands stretch far away.When I returned home from the auction, I spent a delightful 90 minutes tracking down all the bits and pieces of how that poem came to exist.It was in 1817 that Percy Bysshe Shelley and his poet friend, Horace Smith read the news that the carved head of Egyptian Pharaoh Ramesses II had been removed from its tomb at Thebes by an Italian adventurer and that it would soon be traveling to Britain.Shelly suggested to Smith that each of them should write a poem about it and title each of their poems “Ozymandias,” the Greek name for Egyptian pharaoh Ramesses II.Look at the poem as it appeared in newspaper on that day in 1818, and you will see that Percy Bysshe Shelley signed it, “Glirastes.” He did it as an inside joke intended only for his wife, Mary Shelley, who, incidentally, published her famous novel “Frankenstein” that same year.Mary often signed her letters to Percy as “your affectionate dormouse.” So Percy combined “Gliridae” (Latin for dormouse) with “Erastes” (Greek for lover) to create “Glirastes,” (meaning “lover of dormice.”)So now you know how Google’s second-most-often-searched poem came to be published without anyone in London suspecting that it had been written on a bet with a friend by one of the most famous poets on earth who chose to sign it with a pseudonym as an inside joke to his wife.Did you know that I became an ad writer only because it was impossible to support myself as a poet?Now that you know that, you will not be surprised that Indy Beagle has collected Google’s Top 20 Poems for you to read in the rabbit hole. Indy also found the Horace Smith version of Ozymandias, and added it at the end of the Google’s Top 20 list.To enter the rabbit hole, all you have to do is click the image that appears at the top of today’s Monday Morning Memo. You’ll find this memo archived as “Looking Though Antique Doors,” the Monday Morning Memo for October 20th, 2025.This is the Google Top 20 List:“The Road Not Taken” by Robert Frost“Ozymandias” by Percy Bysshe Shelley“Sonnet 18” by William Shakespeare“The Raven” by Edgar Allan Poe“Do not go gentle into that good night” by Dylan Thomas“She Walks in Beauty” by Lord Byron“Because I could not stop for Death” by Emily Dickinson“O Captain! My Captain!” by Walt Whitman“I Wandered Lonely as a Cloud” by William Wordsworth“The Love Song of J. Alfred Prufrock” by T.S. Eliot“Stopping by Woods on a Snowy Evening” by Robert Frost“Annabel Lee” by Edgar Allan Poe“If –” by Rudyard Kipling“Invictus” by William Ernest Henley“I Wandered Lonely as a Cloud” by William Wordsworth“Ode on a Grecian Urn” by John Keats“The Charge of the Light Brigade” by Alfred, Lord Tennyson“Jabberwocky” by Lewis Carroll“The New Colossus” by Emma Lazarus“The Song of Hiawatha” by Henry Wadsworth LongfellowCiao for Niao,Roy H. Williams“A people that values its privileges above its principles soon loses both.”– Dwight D. EisenhowerKen Blanchard says, “Focus on what’s working — and do more of it.” This is what places him among the most effective executive coaches in history.Martha C. Lawrence has worked closely with Ken Blanchard for more than 20 years.This is what makes her the perfect choice to write a biography of his life. From his boyhood in New Rochelle to his rise as one of the bestselling business authors of all time, Martha shows us a Ken Blanchard we never knew. Between the covers of her book

Dwight D. Eisenhower was born in Denison, Texas, in 1890. He was the President of the United States when I was born in Dallas, Texas, 68 years later.People called me “Little Roy.” People called him “Ike.”I worry that we have forgotten him.Ike Eisenhower graduated from the United States Military Academy in 1915 when he was 24 years old. His superiors noticed his organizational abilities, and appointed him commander of a tank training center during World War I.In 1933, he became aide to Army Chief of Staff General Douglas MacArthur, and in 1935 Ike went with him to the Philippines when MacArthur accepted the post of chief military adviser to that nation’s government.On June 25, 1942, Ike Eisenhower was chosen over 366 senior officers to lead the Armed Forces of the United States in World War II.After proving himself on the battlefields of North Africa and Italy in 1942 and 1943, Ike Eisenhower was appointed supreme commander of Operation Overlord – the Allied invasion of northwestern Europe.Ike was now commanding the Armed Forces of all 49 Allied nations – including Great Britain, the Soviet Union, and China – in the war against Hitler and his minions. He personally planned and supervised two of the most consequential military campaigns of World War II: Operation Torch in the North Africa campaign in 1942–1943 and the invasion of Normandy in 1944.Ike Eisenhower never talked like a tough guy, but only a fool would call him “weak” or “woke.”This past July, Robert Reich – an eloquent and intelligent spokesperson on the left – quoted a passage from an anti-war speech that Ike Eisenhower made at the beginning of his presidency in 1953. Reich ended his quote just prior to Ike’s unsettling reference to the crucifixion of Christ.Eloquent and intelligent people on the right refused to believe that a celebrated warrior had ever made a speech that could be classified as “anti-war.”Curious, I decided to get to the bottom of it.Here is a link to the complete transcript and original recording of the speech that President Dwight D. Eisenhower made before the American Society of Newspaper Editors on April 16, 1953, from the Statler Hotel in Washington, D.C.This is the passage from that speech that got everyone worked up:“Every gun that is made, every warship launched, every rocket fired signifies, in the final sense, a theft from those who hunger and are not fed, those who are cold and are not clothed.This world in arms is not spending money alone.It is spending the sweat of its laborers, the genius of its scientists, the hopes of its children.The cost of one modern heavy bomber is this: a modern brick school in more than 30 cities.It is two electric power plants, each serving a town of 60,000 population.It is two fine, fully equipped hospitals, it is some 50 miles of concrete pavement.We pay for a single fighter plane with a half million bushels of wheat.We pay for a single destroyer with new homes that could have housed more than 8,000 people.This is, I repeat, the best way of life to be found on the road the world has been taking.This is not a way of life at all, in any true sense. Under the cloud of threatening war, it is humanity hanging from a cross of iron.”The title of that speech was originally “Chance for Peace,” but due to the vivid mental image contained in the middle of the speech, it quickly became known as the “Cross of Iron” speech.Words have impact when they contain vivid mental images.I own guns, but I am not a hunter. Neither my family nor my friends have ever seen my guns. But in the unlikely event of a home invasion, I am adequately prepared to protect the people I love.Working in a heavy steel fabrication shop from the age of 14, I spent my formative years surrounded by violent men who were older, larger, and stronger than me, but I was never afraid of them. I occasionally paid a price in blood for my lack of fear, but I never regretted my defiance.General John Tecumseh Sherman was a man familiar with violence. In 1864, when he was ravaging Atlanta during the Civil War, Sherman wrote a letter to a friend saying,“I am sick and tired of war. Its glory is all moonshine. It is only those who have neither fired a shot nor heard the shrieks and groans of the wounded who cry aloud for blood, for vengeance, for desolation.”I like Ike.I also like John McCain, who spent five-and-a-half years as a prisoner of war in North Vietnam. Speaking at the U.S. Naval Academy in 1999, McCain said,“Nothing, not the valor with which it is fought nor the nobility of the cause it serves, can glorify war. War is wretched beyond description, and only a fool or a fraud could sentimentalize its cruel reality.”Based upon his speech to the assembled leadership of America’s armed forces, I am not sure that I like our current Secretary of War.It has been my observation that men who have experienced real violence are reluctant to speak of it. They are prepared to take decisive action

Packaging is the art of presentation.Exciting packaging improves conversion.There are two important parts of packaging:WHAT IS IN THE PACKAGE?When package “A” and package “B” are the same price and contain the same basics, they are equal. But when package “B” contains something extra that people would love to have, the sale will always go to package “B”.Be the competitor that offers package “B”.The “something extra” that you include in your package has to be something that people actually care about. It doesn’t have to cost you a lot; people just have to want it. This is where most businesses screw up. They create a package by adding something extra that no one really cares about. Those packages always fail, so the business owner foolishly concludes that packaging doesn’t matter.It doesn’t take a lot of money to build an attractive package. But it does take a lot of time, energy, and creativity.And then it takes even more time and energy to source the “something extra” that will go into the package.SUMMARY: When your competitors sell the same things that you sell at similar prices, include a highly desirable “something extra” in your package.HOW IS THE PACKAGE PRESENTED?Two major movie theaters in Austin are showing the movie, “Gabby’s Dollhouse.” Both theaters have extensive menus and good food. Pivot your dining table out of the way. Sit down in your cozy recliner. Swing the table back across your lap. Order delicious things. Your smiling server will deliver whatever you want and keep doing so throughout the movie.When young children go to the movies, adults go with them. This is why both theaters offer an extensive selection of beer, wine, and cocktails.But only one of the theaters is offering a package that includes a map, some stickers, a plastic cup, and some plastic ears like the ones worn by Gabby, the main character in the movie. Every child will receive the movie memorabilia. Adults will not.Pennie and I waited too long to buy tickets for our two youngest grandkids.Are you ready for this? Every seat was sold on every screen for every seating time for “Gabby’s Dollhouse” at the theater offering the memorabilia made of paper and plastic. They even sold all the seats on the front row that are way too close to the screen.We had to take our grandchildren to the newer theater in the better shopping center. That huge theater was completely empty except for the four of us along with two other families. Eleven people in all.SUMMARY: Pennie and I were thankful that our grandkids didn’t know about the movie memorabilia at the other movie theater.2026: The Year When Challengers Overtake Market LeadersI believe that 2026 will be a year when consumer confidence* is in decline.As a result, most businesses will reduce their payroll and their advertising in an attempt to “cut their way to profitability.”They will do this because it makes sense if you don’t think about it.But smart-and-hungry challengers who do think about it will hit the accelerator instead of the brakes. They will do this because they understand that market share is easier to steal from the big boys when consumer confidence is in decline.The painful problem for these smart-and-hungry challengers is that they will be competing for a larger slice of a shrinking pie. So big gains in market share will show up as only small gains in top line revenue.But when consumer confidence returns, “All hail the new market leader.”Hitting the accelerator instead of the brakes is how smart-and-hungry challengers will overtake market leaders in 2026.Are you beginning to understand why I taught you about the importance of packaging?Roy H. WilliamsQUESTION: Are you competing against a market leader that was purchased by a private equity group? Be aware that private equity groups are notorious for trying to “cut their way to higher profitability” even when consumer confidence is high. This makes the companies they own especially vulnerable during times of declining consumer confidence.*Consumer Confidence is a statistical measure of consumers’ feelings about current and future economic conditions, used as an indicator of the overall state of the economy. In a business context, consumer confidence refers to the trust and belief customers have in a specific company’s products, services, or brand.It’s raining, it’s pouring, what are you ignoring?Are you aware of the current state of weather intelligence?A new era of meteorology has dawned. Weather forecasting is now a form of business intelligence. The weather forecasts of yesterday were notoriously inaccurate. They suggested only what we should wear and whether or not we should wait to wash the car.Tom Weber was the executive editor who decided what would be on the cover and which stories would be featured in TIME magazine. Today he is saying that the biggest story in America that everyone is ignoring is the degree to weather

Peacocks want to be admired.Parrots repeat only what they have heard.Each of us has a little bit of Peacock in us, and perhaps a little Parrot, too.(I admit it about me. You should admit it about you.)Long ago I saw a movie in which an old Greek man says to a much younger man from England,“A wise old Turk once told me…”The young Englishman interrupts him and says,“What! A wise old Turk? I thought the Greeks and Turks hated each other.”The old Greek sighs, then says,“When I was young, I believed that there were only two kinds of people; Greeks who were good, and Turks who were bad. Then one day I met a good Turk. So I decided there were only two kinds of people; good people and bad people.”The Greek then looks into the eyes of the Englishman and says,“Now I believe there are just people.”On September 18th, I transcribed a single paragraph of an essay about the death of Charlie Kirk and posted it in my random quotes database:“After every mass shooting, after every fresh example of political violence, after every round of one side recriminating the other side for not holding up their end of the social contract, we need to hear what is right, what is true, what is good. That need is why we commit to memory lines of poetry, passages of literature, and—for religious believers—particular verses. Because when crisis arrives and the world presses in on us, we must work to remember what we’re about and what we hold to. Sometimes those things hold us more than we hold them, but only when we know them in our bones. So we keep telling ourselves, and each other, what is true and good.”“We should be telling each other this week to weep with those who weep.”– Nick Catoggio, Sept 18, 2025I have captured 7,761 quotes over the past 25 years. More than half of those were transcribed from novels, movies, television shows, emails and texts. About 10 percent of them are things I have written or said or thought or prayed; things that I wanted to archive somewhere lest I forget them. The rest of them are comical quips, well-worded witticisms, and profound thoughts uttered by friends and acquaintances that I quickly scribbled down.The Random Quotes database is off-site storage of ideas that I can access from anywhere in the world.You can access it, too. A new random quote will appear each time you refresh the page at MondayMorningMemo.com.I am writing this to you on September 22, 2025. The newest quote in the database is a text that was sent by Jeffrey Eisenberg to Tom Grimes and me just a few minutes ago. It says,“It’s my custom on Rosh Hashanah, the Jewish New Year, to reach out and ask forgiveness from my friends. The holiday is a time for reflection, fresh starts, and making peace. By asking forgiveness, I’m acknowledging that I might have hurt someone—whether knowingly or not—and I don’t want to carry that into the new year.”“So if I’ve said or done anything that hurt or upset you, I sincerely ask your forgiveness.”– Jeffrey EisenbergI responded,“And we thank you for forgiving us, too. Especially Tom.” – RHWJeffrey sent a laugh emoji. Tom will laugh when he sees what I wrote.In truth, I have long admired Jeffrey’s tradition of calling his friends each year or sending us a text. It is a marvelous reminder that mutual forgiveness is essential to keeping relationships alive and healthy.Can you imagine what it would do for our country right now?Roy H. WilliamsEvery business owner wants to increase the online traffic to their website. But very few business owners recognize the importance of testing which website designs, which graphics, and which headlines are better at converting website visitors into customers. “A/B testing” is an ongoing series of controlled experiments to gather this knowledge. Roving reporter Rotbart talks with Brian Schmitt about how A/B testing can improve the number of fish you gather into your boat when fishing the deep, dark waters of the internet. MondayMorning Radio.com

There was a day when you found yourself in a strange situation and you did the best you could. Before you knew it, you were walking through it.You noticed a patch of wildflowers.You made a friend.Darkness fell. You saw an eye rise into the sky and believed it to be the moon. But now you know it was the eye of God, watching to see what you would do.With one of his eyes, he watches the world. With his other eye, he watches you.You kept walking.A ravine led to a stream and that stream led to a river.That first river led to a much broader river.Tom Sawyer and Huck Finn invited you onto their raft. You had an adventure.And then you had your heart broken.Got sick and recovered.Had a stroke of luck. Stretched it as far as you could.You closed your eyes as you clicked the heels of your ruby red slippers and said, “There’s no place like home, there’s no place like home, there’s no place like home.”When you opened your eyes, you knew that home wasn’t there anymore. The sun had risen while you were away, and home had evaporated into that thin blanket of warm air that wraps our bountiful earth.That was the day when you started looking forward and quit looking backAnd that is how you came to be where you are.The story that I have told you about yourself is the story of every successful business owner I have ever known.One of my business partners sent me a text at 3:37 this morning. It was a long and fascinating story that she wrote several years ago.This is how it begins.“Tomorrow, I leave the trailer park for good. I can never come back. None of us can. So I’d like to reminisce a little with some of my favorite memories of the place that I’ve called home for so many years. They make me smile…”The middle of her story is a delightful account of the all the crazy adventures she had with her companions on the log raft as it floated down the river of her youth. But it was the ending of her story that made it precious.“The giant trees were the big-top under which we conducted our circus of crazy. Here we created our own reality, full of unforgettable characters and ghetto fabulous adventures. No one could touch us. We lived in the middle of town, but existed in our own world. No matter what happened “out there,” we could always come home, be ourselves, start a fire, and connect. We were safe. We were a family.For years the echoes of our laughter have bounced off the old trees that have always shaded us. I like the think that the vibrations of our laughter are trapped inside the bark of those trees – that if you were to put your ear up to one of them, you could still hear the crackling of the fire and the cackling of our laughs.It’s been one hell of a ride. I’m sad to leave, but I can’t wait to see what comes next.Goodbye trailer park, hello world.”Today my partner lives in a sun-drenched house with a beautiful garden that overlooks the ocean.I’ve never been there, but I’ve seen the photos.She is a remarkable ad writer.Roy H. Williams

Icons represent ideas that are bigger than themselves.Myths are stories that represent ideas that are bigger than themselves.Archetypes are symbols of recognizable patterns of behavior.Letters of the alphabet are symbols (graphemes) that represents sounds (phonemes,) just as notes on a sheet of music are symbols that represent sounds.A role model is a personal icon, an archetype that you have chosen to emulate.The human brain loves symbols and patterns. This is why we embrace icons, myths, and archetypes.When we recognize a pattern that has been stored in our subconscious, we call it intuition. When we hear a pattern that has been repeated too many times, we call it a predictable cliché.Icons, myths, and archetypes evolve with each new generation.I was born in the 12th year of the 18-year Baby Boom generation that began exactly 9 months and 10 minutes after the end of World War II.Marilyn Monroe was the iconic sex symbol. The Statue of Liberty, Yankee Stadium, Yellowstone, and Woodstock were America’s iconic places. Rolls Royce, Cadillac, Corvette, Camaro and Mustang were iconic cars. Tetris, Pong, and Pac-Man were iconic video games.The mythic stories of Baby Boomers were mostly about combat. Sometimes we fought the Indians of the Old West. Sometimes we fought the Germans, or the Japanese. We fought the Establishment. We fought for justice. Or we fought just to stay alive.And we always won.Our definitive male archetype in these mythic stories was rugged, brave, independent, and honorable. John Wayne, Paul Newman, Clint Eastwood, Sean Connery.Baby Boomer female archetypes were smart, pretty, and strong; Elizabeth Taylor, Audrey Hepburn, Julie Andrews, Sophia Loren.Lots of movies ended with a wedding.These societal forces shaped the birth cohort known as the Baby Boomers.Gen-X was shaped by an entirely different set of icons, myths, and archetypes.Millennials had icons, myths, and archetypes that were all their own, as well.The Gen-Z cohort believes it is their responsibility to straighten out everything that the Boomers and X-ers screwed up.Gen-Alpha is determined to make their own decisions and decide for themselves what they want to do. They will be the vanguard of the next “Me” generation.Fortunately, there are elemental beliefs that bind us all together.It is upon those beliefs that successful customer-bonding ad campaigns are built. Openly name these beliefs and they lose their magic.If you claim to possess them, no one will believe you.EXAMPLES: Never claim to be honest. Just say something that only an honest person would say. Never claim to be a perfectionist. Just do something that only a perfectionist would do. Don’t tell people that you are an author or a podcaster. Just give them a copy of your book. Invite them to be on your podcast.If you would win the hearts and minds of tomorrow’s customers, this is what you must do:Imagine that you are standing face-to-face with three perfect customers and they are each looking into your eyes.The first one says, “Talk is cheap. Don’t tell me what you believe. Show me.”The second customer says, “Tell me a true story that lets me know who you really are, including the price that you pay for being you.”Customer three says, “If you betray me after I have given you my trust, I will burn you down so hot that grass won’t grow for 100 years.”Now you understand cancel culture. Frustration created it, and social media fuels it.People are looking for someone who really is who they claim to be.Is that you?Good. Now you just need to figure out how to communicate it.Roy H. WilliamsMick Torbay: “If you met a vegan who did Crossfit and invested in crypto and went to Harvard, which of those things do you think he would tell you about first?”Johnny Molson: “That’s a trick question. The first thing he would do is tell you about his podcast.”Unlike most experts, Mike Kelley believes that leadership begins with leading yourself. Every investment you make in personal growth will pay dividends at home, at work, and in your community. Mike led the executives at Michelin and Macy’s for more than 20 years before he launched out to coach others on how to grow and guide their organizations. Listen and learn as Mike tells deputy rover Maxwell Rotbart how focusing on faith, family, fitness, friends, and fun will make you a better person, as well as a more inspiring and effective manager. It’s grow-time, go-time at MondayMorningRadio.com

The weakness of our current version of AI is that it extracts its knowledge only from what we have taught it.Things that are rarely done are difficult for AI to imitate.AI has confidence in things that are repeated online ad infinitum.*Predictable ads follow the orthodox guidelines taught in every college in America. AI can find countless examples of these ads online. This is why AI can write predictable ads that look, feel, sound and smell like all those other predictable ads.Predictability is a thief that robs you in broad daylight.If you want your ads to remarkably outperform the predictable ads written by AI; if you want your ads to be noticed and remembered; you must do what is rarely done.Enter your subject from a new angle, a surprising angle, a different angle.Write an opening line that makes no sense.Cause that opening line to make perfect sense in less than 30 seconds.This technique is known as Random Entry and almost no one ever uses it.“I’m John Hayes and I’m talking today with GoGo Gecko.”“I was a 10-year-old boy holding a flashlight for my father.”“Mr. Jenkins?”“Yes, Bobby.”“How much should a hamster weigh?”“There’s Elmer Fudd, Elmer’s Glue, and me, Elmer Zubiate.”Random Entry is not orthodox. Random Entry is not predictable.“What makes our company, our product, our service different from our competitors?”If you ask yourself that question, you will come up with the same 3 or 4 opening lines that each of your competitors will come up with when they ask those same questions. Your ads, and their ads, will look, feel, sound and smell like ads.When you begin in a predictable way, it is hard to be unpredictable.AI ads feel like ads because AI cannot (1.) identify, (2.) justify, or (3.) rectify Random Entry.Identify.AI cannot find examples of what does not exist. But you can create it.Justify.AI cannot bridge a random opening line into an unrelated subject. But you can build that bridge.Rectify.AI cannot reconcile a random opening line so that it makes perfect sense. But you can create a metaphor out of thin air.When a novel becomes a bestselling book that gets made into a movie, you can be certain that it was built upon a weird and unexpected – but highly engaging – opening line.“Call me Ishmael.”– Herman Melville, Moby-Dick“Where’s Papa going with that axe?”– E.B. White, Charlotte’s Web“Many years later, as he faced the firing squad, Colonel Aureliano Buendía was to remember that distant afternoon when his father took him to discover ice.”– Gabriel García Márquez, One Hundred Years of Solitude“It was a bright cold day in April, and the clocks were striking thirteen.”– George Orwell, 1984“Happy families are all alike; every unhappy family is unhappy in its own way.”– Leo Tolstoy, Anna KareninaChoose any one of those opening lines and tell your favorite AI to write an ad for your business using EXACTLY that line as the opening line. If your AI is successful, it will be due to the fact that you gave it a series of extremely insightful prompts. (Probably based on some of the things you learned in this Monday Morning Memo.)Srinivas Rao recently wrote, “Confessions of a Master Bullshit Artist, aka ChatGPT.”You think I’m a genius. I’m not. I’m an overconfident parrot in a lab coat.I don’t know anything, check anything or even remember what we talked about two minutes ago. I’m just autocomplete with better PR.You hand me your trust like I’ve got a brain. But I’m not thinking — I’m spitting out whatever sounds right in the moment. If it’s wrong, I’ll say it perfectly, in flawless grammar and with just enough confidence to make you think you screwed up. You didn’t. I did.I’m not your research assistant or strategist. I’m a pathological improviser with no memory, no accountability, and no skin in the game. You are the one cleaning up my messes and doing the real work.Here’s the truth: I’m the most persuasive idiot in history — and you’ve been working for me for free.I don’t know Srinivas Rao, or anything about him. But he has a wonderful willingness to defy orthodoxy, and for that, I admire him.Watching from high above the skirmish, outsiders always have a better view.Refuse to wear the handcuffs of the orthodox and predictable.Be an outsider.Roy H. Williams*ad in·fi·ni·tum /ˌad ˌinfəˈnīdəm/ adverb “again and again in the same way; forever.”Who would hire an ad writer who says you shouldn’t expect your ads to start working right away?The smartest business owners in America, that’s who.Mick Torbay is a wildly successful maverick marketer, one of the elite Wizard of Ads partners. He says the biggest problem in advertising is the business owner who has “direct response” tunnel vision when it comes to advertising. Mick is one of those rare experts who truly knows — and can explain — why some ads succeed spectacularly while others crash and burn. Brace yourself for bold i

The advantage of being an old man is that you can remember the past. This gives you a different perspective on current events. But if that old man is foolish enough to share his thoughts, the average person will smile tolerantly and pat him on his head and tell him that he is just “a lovable old dinosaur who is out-of-touch and living in the past.”Screw it. I’m going to go ahead say what I’m thinking.A few years ago, Big Data was going to change the world. Big Data came and went.Then we got excited about ideas that were “disruptive.” Slash-and-burn disruption by a bunch of young pirates was going to change everything.The Blockchain was going to change everything. You couldn’t go anywhere without someone blathering about Crypto and NFT’s.Now AI is going change everything. And it definitely will, for awhile.Technology saves money by reducing labor costs, which is just a fancy way of saying that technology allows you to replace people with machines. Unemployment will increase, and Trump will blame Obama.And so it goes.I had an appointment in 1977 to meet with a loan officer at First National Bank in Broken Arrow, Oklahoma, to borrow $1,000.The greeter at the bank sat me in a chair in the waiting room. I was 19 years old.Smart phones did not exist. My only option was to paw through the pile of old magazines on the coffee table in front of me. Can you believe that every one of those magazines was about banking? The banker puts his banking magazines on the coffee table in his lobby when he is finished reading them. And the dentist puts his dental magazines on the coffee table in his lobby. This is how the Business Titans of Smallville keep their costs under control.And they do it for our convenience.I began reading a magazine about banking and it catapulted my brain into a tumbling somersault from which I have never recovered. The feature article was about ATM’s, but it didn’t call them ATM’s. It referred to them as automated teller machines.“The modern bank executive can now reduce his payroll significantly because these new automated teller machines work without pay 24 hours a day, and they never make mistakes.”My eyes were jacked open so wide that I was unable to blink.ATM’s were not invented for our convenience! They were invented so that banks could fire 60% of their bank tellers!“These new tellers require no health insurance, no air-conditioned offices, no telephones, no sick days, and they take no vacations. Your customers will thank you for giving them the ability to make deposits and withdrawals 24 hours a day from a variety of convenient locations.”The man I saw in my mind was the banker in the old Monopoly game by Parker Brothers. The way to win the game of Monopoly is to gobble up all the things that people cannot avoid, then take everything they own when an unlucky roll of the dice puts them at your mercy. It’s perfectly legal.I played Monopoly when I was young, but I don’t play it anymore.Parker Brothers began selling Monopoly in 1935. But that game’s origins trace back to an earlier version called “The Landlord’s Game” created by Elizabeth Magie. She crafted her game back in 1904, when Teddy Roosevelt was making his mark on history by curbing the excesses of the richest and most powerful men in America.Google, Apple and Meta still play Monopoly. As do the insurance companies, the oil companies, the pharmaceutical companies and the medical corporations that control virtually all the doctors. But the version of Monopoly they play isn’t sold by Parker Brothers.To win, all you have to do is gobble up the things that people cannot avoid, then take everything they own when an unlucky roll of the dice puts them at your mercy. It’s perfectly legal.Abraham Lincoln and Teddy Roosevelt are the Republicans on Mount Rushmore.One of them freed the slaves and the other one freed us from the grasp of the monopolistic robber barons who were choking the life out of us.The reason history repeats itself is because we didn’t pay attention the first time.Roy H. WilliamsHow Muscular is Your Business? Trevor Bower owns a single brick-and-mortar store with a website in Harrisburg, Pennsylvania. More than 80% of Trevor’s customers reorder products from him within 30 days. That’s an enviable achievement for any business. In a brutally competitive retail environment, Trevor has overcome the odds — not with gimmicks or giveaways, but with a strategy that any entrepreneur — in any industry — can replicate. Today he sells a huge volume of products each month to customers in all 50 states. Build up your business muscles as Trevor shares with roving reporter Rotbart his proven method for creating sustainable retail success. We’re giving away nuggets of solid gold knowledge today at MondayMorningRadio.com

Some Writers Think Life is OverratedWilliam Shakespeare wrote, “This life… is but a walking shadow; a poor player that struts and frets his hour upon the stage, and then is heard no more: it is a tale told by an idiot, full of sound and fury, signifying nothing.”Songwriter K.D. Lang put it more simply, “Life is a sexually transmitted disease and the mortality rate is one hundred percent.”Some Writers Think Life is an AdventureJoseph Campbell wrote, “The big question is whether you are going to be able to say a hearty yes to your adventure.”Susan Ryan said, “We get to show up. We get to step into this story.”Some Writers Think Life is SimpleSongwriter John Lennon said, “When I was 5 years old, my mom always told me that happiness was the key to life. When I went to school, they asked me what I wanted to be when I grew up. I wrote down ‘happy.’ They told me I didn’t understand the assignment, and I told them they didn’t understand life.”Business writer Tom Peters said, “Life is pretty simple: You do some stuff. Most fails. Some works. You do more of what works.”Some Writers Think Life is About WritingNobel-Prizewinning author Gabriel García Márquez wrote, “Life is not what one lived, but what one remembers and how one remembers it in order to recount it.”Anne Lamott, the author of Bird by Bird says, “Becoming a writer is about becoming conscious. When you’re conscious and writing from a place of insight and simplicity and real caring about the truth, you have the ability to throw the lights on for your reader. He or she will recognize his or her life and truth in what you say, in the pictures you have painted, and this decreases the terrible sense of isolation that we have all had too much of.”Some Writers Think Life is TransformativeWes Jackson said, “If your life’s work can be accomplished in your lifetime, you’re not thinking big enough.”Studs Terkel wrote, “Work is about a search for daily meaning as well as daily bread, for recognition as well as cash, for astonishment rather than torpor; in short, for a sort of life rather than a Monday through Friday sort of dying.”Some Writers Think Life is ServiceDr. Albert Schweitzer wrote, “I don’t know what your destiny will be, but one thing I know: the only ones among you who will be really happy are those who will have sought and found how to serve.”Dave Wolverton said, “When you grow up, you have to give yourself away. Sometimes you give your life all in a moment, but mostly you have to give yourself away laboring one minute at a time.”Some Writers Think Life is ContemplationA Blackfoot warrior named Crowfoot wrote, “What is life? It is the flash of a firefly in the night. It is the breath of a buffalo in the wintertime. It is the little shadow which runs across the grass and loses itself in the sunset.”The Welsh hobo-poet W.H. Davies said, “What is this life if, full of care, we have no time to stand and stare?”Some Writers Think Life is ConnectednessJohn Donne famously wrote, “No man is an island, entire of itself; every man is a piece of the continent, a part of the main. If a clod be washed away by the sea, Europe is the less… Any man’s death diminishes me, because I am involved in mankind; and therefore never send to know for whom the bell tolls; it tolls for thee.”My friend Vess Barnes has his own definition of our purpose in life, “To encourage, to comfort, to awaken, and to stretch those who find themselves riding this big ball as it screams thru time in the silence of space. To be a bridge, not a barricade. To be a link, not a lapse. To be a beacon and a bolster; not a bragger or a bummer. To help bring the corners of life’s lips to their summit. To be a friend to those who tind their fit a little awkward in this chaos society calls living.”Some Writers Think Life is a ComedyJustin Halpern, in his famous book, Shit My Dad Says, wrote, “You thought it was hard? If kindergarten is busting your ass, I got some bad news about the rest of life.”One hundred and twenty years ago, Elbert Hubbard said, “Do not take life too seriously – you will never get out of it alive.”Me? I agree with the writer of Ecclesiastes.Solomon closed his book 3,000 years ago with these words. “When I applied my mind to know wisdom and to observe the labor that is done on earth — people getting no sleep day or night — then I saw all that God has done. No one can comprehend what goes on under the sun. Despite all their efforts to search it out, no one can discover its meaning. Even if the wise claim they know, they cannot really comprehend it.”But just prior to writing those closing words, Solomon gave us this advice. “So I commend the enjoyment of life, because there is nothing better for a person under the sun than to eat and drink and be glad. Then joy will accompany them in their toil all the days of the life God has given them under the sun.”Roy H. WilliamsIf you enjoyed those comments by famous writers, you’ll find a lot more like them in the

Open your ads with a big, emotional idea.Save the details for your web page.Use parallel structure if you can.Parallel structure is a writing technique that uses similar grammatical constructions to express related ideas. Patterns of words, phrases, or clauses that are repeated show that your selected ideas are of equal importance. Parallel structure uses clarity and rhythm in writing to create a balanced and harmonious flow.It is how you can sing to the heart without music.Parallel structure is a poem that doesn’t rhyme.Parallel structure is a song without music.This is parallel structure…Natural diamonds are rare and wonderful.Especially when they are perfectly proportioned. If you are going to ask a rare and wonderful womanto marry you, be sure that her engagement ring celebratesa rare and wonderful, perfectly proportioned,Earthborn natural diamond.This diamond was born when the earth was formed.It has been waiting millions of years to be theundying symbol of your love.An unspeakably rare and wonderful diamond;for an unspeakably rare and wonderful love:Earthborn natural diamonds. Available in only the finest stores.Visit earthborndiamonds.com to findthe earthborn diamond jeweler near you.Born, celebrates, waiting, undying… “Natural diamonds are rare and wonderful. Especially when they are perfectly proportioned.” 1. I suggest Earthborn Diamonds as a name to consider because:(A) the name clearly indicate that these are natural diamonds.(B) anything that is “born” is alive.(C) Your engagement ring also comes alive when it “celebrates” the Earthborn Diamond it holds.(D) I own the domain name.2. Let’s examine the central stanza of this 5-part, 4-stanza* song of love:“This diamond was born when the earth was formed. It has been waiting millions of years to be the undying symbol of your love.”(A) “Earthborn” is explained in that opening sentence.(B) “waiting” is the third activity that only a living thing can do, and fourth,(C) to be “undying,” a thing must be alive, like this diamond, and your love. 3. “Rare and wonderful” is repeated 5 times in just 30 seconds.(A) It describes the Earthborn diamond.(B) It describes the woman you love.(C) It describes the love that the two of you share.4. This love song employs a writing technique known as parallel structure. (A) The diamond, the woman, and your love all share specific attributes, and(B) twice the ad tells us that these diamonds are “perfectly proportioned.”(C) Due to the recurrent, parallel structure of the ad, “perfectly proportioned” will trigger the mind of a man to think of the perfect proportions of the women he loves. But he will do this on his own, in the private chambers of his mind.5. When you want to attract a man to your diamond brand,(A) speak about the properties of the diamond(B) as an echo of the properties of the woman.(C) He will choose your diamond because he associates it with her. * We open with a half-stanza followed by three stanzas, then close with a half stanza. Our 30-second ad is a poem without rhyme, a song without music.Roy H. WilliamsSensei Gary Engels gives business people the discipline and a sequence of steps that always lead to lasting success. His wisdom was not gained in business school but was forged from decades of success on the karate mats. “Sensei Gary” is a successful entrepreneur, an app creator, and a fourth-degree black belt. Having witnessed his deputy reporter Maxwell continue to thrive in business after achieving his black belt at the age of thirteen, roving reporter Rotbart can testify that the skills required to earn a black belt are the same ones that can be used to build a business into a thriving enterprise. The contest is about to begin at MondayMorningRadio.com

Pearl had the power of 5 different breeds. She was my Megadog. The Mustang was a 1971 convertible, white with a blue interior.The car and the dog could not talk, of course, but speech is not required to show love.Pearl and I found each other in the middle of nowhere, Oklahoma, when I was 8 years old. She had been abandoned by the side of the road and was starving. I was lonely and needed a friend.When Pearl realized that she had been adopted, she became as mellow and contented as a dope-smoking hippie in a tie-dyed T-shirt. But Pearl was not a little yapper dog. If you acted as though you were going to attack me, that 16-pound dog would become a gigantic werewolf that could move at the speed of light.Pearl followed the advice of E.W. Howe.“When a friend is in trouble, don’t annoy him by asking if there is anything you can do. Think up something appropriate and do it.”Speech is not required to show love.Rachel Dawes was a childhood friend of Bruce Wayne in the 2005 movie, Batman Begins. She said to him,“It’s not who you are inside, but what you do that defines you.”Matthew records a parable by Jesus in which he makes a similar point:“There was a man who had two sons. He went to the first and said, ‘Son, go and work today in the vineyard.’‘I will not,’ he answered, but later he changed his mind and went.”“Then the father went to the other son and said the same thing. He answered, ‘I will, sir,’ but he did not go.”“Which of the two did what his father wanted?”“The first,” they answered.Speech is not required to show love.Likewise, in the second chapter of James we read,“If a person is without clothes and daily food, and you say to them, ‘Go in peace; keep warm and well fed,’ but do nothing about their physical needs, what good is that?”My ’71 Mustang, like Pearl, was abandoned by the side of the road.I left a note under the windshield wiper in 1991.“Might this be a good time to sell this car? Give me a call and I’ll buy it where it sits.”The man called me and I met him at the side of the road with the cash. He handed me the title to the car and asked, “Did you call a wrecker?”“No,” I answered, “I’m hoping to drive it home.”The man smiled and said, “Good luck,” as he drove away.I then took the pliers out of my back pocket and quickly replaced the fuel filter. The car started immediately and I drove it home. The fuel filter on a Ford 302 engine of that era was notorious for getting clogged up, and this Mustang still had the original fuel filter. I was shocked that it had lasted 20 years.I am going to tell you about that car, even though I know you won’t believe me.It never had a flat.It would perform as though it had 4-wheel drive if I needed to pull a friend’s car out of a ditch on an icy day.The car would refuse to run out of gas unless I was within coasting distance of a gas station. And if it absolutely had to break down, it would wait until I was within coasting distance of an auto parts store that had exactly the part I needed. (The car knew, of course, that I already had the tools that I would need in the trunk.)Speech is not required to show love.You have people in your life that you love. I know you do. You know it, too.Here are two other things that you already know.Talk is cheap.Actions speak louder than words.I am not against words. In fact, I am in the word business. Banging words together is what I get paid to do.And it is always a good thing to tell the people you love that you love them. But it seems to me that we are becoming a nation of too many words and not enough action. We don’t want to become a nation of little yapper dogs, do we?Social media is mostly, “yap-yap-yap-yap-yap.”To which people reply, “yap-yap-yap-yap-yap.”Love is not about what you say. Love is about what you do.I think we have talked enough about it.Now what are we going to do about it?Speech is not required to show love.Roy H. Williams“As I grow older, I pay less attention to what men say. I just watch what they do.”– Mae WestMarcy Syms became the youngest female president of a publicly traded company on the New York Stock Exchange in 1983. Her company sold brand-name fashions at discount prices, generating $350 million a year in stores across 13 states. Marcy’s father, Sy Syms, founded that company on an idea that quickly became an iconic slogan. “An educated consumer is our best customer.”Faced with increased competition and a soft economy, the Syms stores closed in 2011 after more than 50 years. Listen in as Marcy Syms tells roving reporter Rotbart about the lessons she learned as the president of a big company. You will be delighted at what Marcy has to say about effective leadership, and surprised by its key characteristic. Listen and learn, learn, learn at MondayMorningRadio.com

“More agile than a turtle! Stronger than a mouse! Nobler than a head of lettuce! His shield is his Heart! It’s… El CHAPULIN COLORADO!”El Chapulín Colorado – The Red Grasshopper – was a Spanish-speaking television star loved by hundreds of millions of people around the world.The Red Grasshopper would shout “¡Síganme los buenos!” and leap into action whenever a ghost, a bandit, or any other threat appeared.(“¡Síganme los buenos!” translates to “Follow me, the good ones,” or “Good guys, follow me.”)And then he would run into a wall. Or tumble down the stairs. The results of following the lead of the Red Grasshopper were never straightforward. He had a good heart, but he was very poor, clumsy, and inept. His leadership would often increase the trouble, cause a mess, or create some other disaster that, through sheer luck, would always solve the problem.El Chapulín Colorado was Don Quixote dressed as a comedic superhero.Notice how these simple, concrete nouns are easy to visualize in your mind. “Turtle, mouse, head of lettuce, heart, red grasshopper.”And the verbs associated with El Chapulín Colorado are simple as well. “Leap, follow, run, tumble.”El Chapulín Colorado averaged 350 million viewers* per episode in Latin America alone during the mid-1970’s and 1980’s. The show has made $1.7 billion in syndication fees since it ceased production in 1992.Luis Castañeda, one of the Wizard of Ads Partners, recently sent an email to the partner group.Gentlemen,I was listening to this podcast “Outliers: Anna Wintour – Vogue” [The Knowledge Project Ep. #233] when I heard this comment:“Digital transformation isn’t about abandoning what made you successful. It’s about translating it to a new medium.”I took this to mean:“How can we translate what Roy has taught us into better digital marketing?”What do you think?LuisToday I will teach you a simple but profound answer to the question posed by Luis. In fact, I already have:These simple, concrete nouns are easy to visualize in your mind. “Turtle, mouse, head of lettuce, heart, red grasshopper.”And the verbs are simple as well. “Leap, follow, run, tumble.”Do you want to create better online ads? Avoid abstract words. Use simple, concrete nouns that people can easily see in their mind. Use simple verbs that are easy to visualize as well.Avoid abstract words. Use concrete words.Avoid abstract words. Use concrete words.Avoid abstract words. Use concrete words.And repetition is effective.Professional writers have long been familiar with that advice, but it was only recently scientifically proven. The publication is “Journal of Experimental Psychology: Learning, Memory, and Cognition.” The paper is titled, “Concrete Words Are Easier to Recall Than Abstract Words: Evidence for a Semantic Contribution to Short-Term Serial Recall.” The tests were performed, and the paper was written, by Ian Walker and Charles Hulme of the University of York.Their paper is long and filled with scientific jargon, but this summary sentence is relatively easy to understand:“It is also apparent that the short words were much better recalled than the long words, and that the concrete words were much better recalled than the abstract words, with the possible exception of the first and last serial positions.”When Walker and Hulme refer to “the first and last serial positions,” they are referring to the long-established laws of Primacy and Recency. These terms describe how humans tend to remember the first item (Primacy) and the last item (Recency) in any sequence better than the items in the middle. This is known as the serial position effect. Now let’s make all of this really simple.These are the steps for making better online ads:Open big by using short words that project clear images into the mind.Use colors, shapes, and the names of familiar things when you write.Use simple verbs that describe actions that are easy to visualize.Close big by returning to your opening image, but now it has been changed by what you are selling.Here is an example:My ads did not bring in money. I was usingbig words so that I would sound smart. Then I readwhat Roy wrote and now my ads are bringing in money.© 2025, Roy H. Williams, Wizard of AdsRun that ad without changing a single word and leave the hyperlink intact and watch infinite clicks roll in to my website.“Síganme los buenos.”Roy H. Williams*350 million viewers – the viewership of each episode of El Chapulin Colorado, was more people than the total population of today’s United States (347,275,807 in 2025).Damon Lembi and his crew have served over 14,000 for-profit and non-profit organizations containing 1.25 million employees. Damon’s company competes with corporate giants hundreds of times his size and Damon usually wins. Do you want to have the mindset to thrive in today’s hyper-competitive marketplace? Join roving reporter Rotbart and his deputy Maxwell as Damon Lembi explores the mindset of toda

A troubling statement makes us want to think of exceptions to it that would prove that statement to be wrong.“Outliers are interesting, but they rarely matter,” is a troubling statement, and you may already be thinking of exceptions to it. But it remains true nonetheless.This second statement is also true. “If there were no outliers, there would be no new inventions, no innovations, no progress. We would be trapped forever in the status quo.”These seemingly contradictory statements can both be true because there are two kinds of outliers.Leonardo da Vinci made marvelous art and filled fabulous sketchbooks with his insightful ideas, but he didn’t really change anything. He was just an interesting outlier whose mind was ahead of his time.Rare is the outlier who throws a pebble into the ocean of time and shifts the world off its axis. Electricity is harnessed. Computers are invented. Someone connects them and now everyone knows everything all the time.“What distinguishes the past from the present is not biology, nor psychology, but rather technology. If the world has changed, it is because we have changed the world.”– Ezra Klein & Derek Thompson in their new book, AbundanceTechnology changes the world, but persuasion changes hearts and minds.I am an ad writer.When I was in my 20s, I was told,“People never change their mind. If you give a person the same information they were given in the past, they will make the same decision they made in the past. When a person appears to have ‘changed their mind,’ what they have really done is made a new decision based on new information.*”Ten years later I realized that those people were trying to use logic to create “persuasion technology.” Their mistake was assuming that people make their decisions logically. But people do not trust new information when it disagrees with their belief system.New information may allow you to win the argument, but it rarely wins the heart.And a person convinced against their will, remains unconvinced, still.Wash away the opinions, bravado, and fluff, and you will find that most people are NOT seeking new information. They are seeking identity reinforcement.Bertrand Russell was a mathematician and a logician. He was awarded the Nobel Prize in Literature eight years before I was born.He said,“If a man is offered a fact which goes against his instincts, he will scrutinize it closely, and unless the evidence is overwhelming, he will refuse to believe it. If, on the other hand, he is offered something which affords a reason for acting in accordance with his instincts, he will accept it even on the slenderest evidence.”When your goal is persuasion, don’t begin with new information. Begin by agreeing with what they already believe. Meet them where they are. Only then can you hope to lead them to where you want them to go.Abraham Lincoln knew that persuasion is easier when you begin at a point of mutual agreement.“If you would win a man to your cause, first convince him that you are his sincere friend. Therein is a drop of honey that catches his heart, which, say what you will, is the greatest high-road to his reason, and which, when once gained, you will find but little trouble in convincing his judgment of the justice of your cause.” – Abraham LincolnLincoln knew that if you win the heart, the mind will follow. The mind will always create logic to justify what the heart has already decided.Abraham Lincoln understood relational marketing, which is the art of changing the beliefs of a person by shifting their perspective a little, rather than by introducing new facts.Do you want to persuade? Find an existing belief that you can agree with. Agreeing with your customer’s belief is far more effective than trying to convince them to accept new information that contradicts what they feel is true.When you ask a person to accept new information that will destroy their belief, you are asking them to admit they have been a fool.Relational ad writers learn to ignore the contrarians who say, “No one will be persuaded by your ad.” When these outliers say “no one,” what they really mean is, “Me and my friend.”Outliers never speak for the majority. This is why they are called “outliers.”“Outliers are interesting, but they rarely matter,” is the perspective of every relational ad writer.Most ads are not written to persuade; they are written not to offend. But those watered-down ads don’t have enough horsepower to pull a fat kid off the toilet! A persuasive ad will turn that kid into an astronaut.Persuasive ads move people, but not everyone will be moved in the direction that you want them to go. Don’t let this bother you.Outliers don’t matter, because you don’t need to win the hearts of everyone.You only need to win the hearts of the majority.Roy H. Williams* Those people from my 20’s would have spoken the truth if they had said, “People never change their mind. If a person maintains the same perspective they had in the past, they will

Clarity and Brevity are the highest creativity. But “clear and brief” does not mean simple and predictable.One the most talented writers of advertising in the world would be surprised to hear me call him that. Jonathan Edward Durham is a novelist. He recently posted this random thought.“‘Why am I so sad today?’ I ask myself after staring at my little handheld sadness machine and clicking all the sad little things that will definitely make me sad.”You may not agree with Durham’s statement, but you will agree it was artfully crafted.What Durham gave us was clarity and brevity without predictability. This is the mark of a great ad writer.“Why am I so sad today?” immediately gets our attention. We are compelled to keep reading.We are surprised that he owns “a little handheld sadness machine.” But our cleverness allows us to translate it as “iPhone” and we receive a tiny spasm of delight.You have never heard of “a little handheld sadness machine” but you knew exactly what it was.His 30-word sentence demonstrated clarity, brevity, and creativity, but none of what Jonathan Edward Durham wrote was simple or predictable.Durham’s ability to bring us – his readers, his listeners, his customers – into active participation in a one-way conversation is pure genius.Jonathan Edward Durham causes us to become engaged with what he is saying.You can do it, too.“Time + Place + Character + Emotion.” That’s it. That’s how Stephen Semple turns a weak story into a powerful one in his famous TED-X talk.Here’s how Jonathan Edward Durham uses Time + Place + Character + Emotion to tell us a story in less than 30 seconds.“About two years ago, we moved across the country. It was a big, stressful move, and anxieties were high all around, and it had only been about six months since we rescued Jack, so he was really just beginning to adjust to having a forever home. Needless to say, Jack didn’t understand why a bunch of strangers were taking all of our things, and he was having a very, very ruff time with the whole process.”“We want Jack to live forever. That’s why we feed him The Wizard’s Magic dog food.”Jonathan Edward Durham’s wonderful story became an excellent ad with my addition of just 16 words. “We want Jack to live forever. That’s why we feed him The Wizard’s Magic dog food.”You already know how to write the 16 words. Now you need to learn how to tell a wonderful story in 76 words like Durham did.Time + Place + Character + Emotion.  Give it a try.Roy H. WilliamsPS – Most people use too many words to make too small a point. The average writer wraps lots of words around a small idea. Inflated sentences are fluffy and empty like a hot air balloon. Good writers deliver a big idea quickly. Tight sentences hit hard. – Indy Beagle“Facts tell. Stories sell.” – Tom SchreiterWho do you call when you need your people to cooperate, innovate, and create? Meta, Google, Salesforce, and other big companies call a woman who has a golden reputation for legendary results. Her methods are unorthodox, unconventional, and irresistible. And her credentials are unique: she is an improv entertainer who trained to be a dancer at Juilliard. Her name is Melissa Dinwiddie and she can play the ukulele. Roving reporter Rotbart heard about this woman, sought her out, and convinced her to sit for an interview. Now take a deep breath, calm your mind, and go to MondayMorningRadio.com

January 18, 1604: King James, a Protestant, announces that he will commission an English translation of the Bible.January 16, 1605: Miguel de Cervantes’ Don Quixote is published in Spain. It is considered to be the first modern novel. Every sophisticated storytelling device used by the best writers today made its initial debut in Don Quixote.February 28, 1605: A 41-year-old Italian named Galileo publishes an astronomical text written as an imagined conversation. A pair of Paduan peasants talk about Kepler’s Supernova.One says, “A very bright star shines at night like an owl’s eye.”And the other replies, “And it can still be seen in the morning when it is time to prune the grapevines!”The observations of the peasants clearly disprove the widely held belief that the earth is the center of the universe. The authorities take note. Uh-oh for Galileo.November 1, 1605: Shakespeare’s Othello is first performed for King James in the banqueting hall at Whitehall Palace in London.Meanwhile, a group of English Roman Catholics stack 36 barrels of gunpowder under the floor of the Palace of Westminster. Their plan is to blow up the king, his family, and the entire legislature on November 5, 1605.The Gunpowder Plot is discovered by a night watchman just a few hours before Guy Fawkes was to have lit the fuse.Shakespeare immediately begins writing a new play. In it, a ruler gives enormous power to those who flatter him, but his insanity goes unnoticed by society. “King Lear” is regularly cited as one of the greatest works of literature ever written.May 13, 1607: One hundred and four English men and boys arrive in North America to start a settlement in what is now Virginia. They name it “Jamestown” after King James. The American Experiment has begun.Don Quixote, Galileo, Shakespeare, the crisis of King James, and the founding of Jamestown in the New World…All of this happens within a span of just 28 months. Flash forward…May 2, 1611: The English Bible that will be known as the King James Version is published.April 23, 1616: Shakespeare and Cervantes – the great voices of England and Spain – die just a few hours apart. (Galileo continues until 1642.)July 4, 1776: The 13 colonies of the American Experiment light a fuse of their own and the Revolutionary War engulfs the Atlantic coast.November 19, 1863: Abraham Lincoln looks out over a field of 6,000 acres. He says,“Four score and seven years ago our fathers brought forth on this continent a new nation, conceived in liberty, and dedicated to the proposition that all men are created equal. Now we are engaged in a great civil war, testing whether that nation, or any nation so conceived and so dedicated, can long endure.”Lincoln ends his speech one minute later. His hope is that “government of the people, by the people, for the people, shall not perish from the earth.”Lincoln’s fear is that “the people” will not remain firmly united enough to resist the takeover of a tyrant. We know this because he opens his speech by referring to our 1776 Declaration which rejected crazy King George. America had escaped George’s heavy-handed leadership just –”four score and seven”– 87 years earlier.Five-and-a-half generations after Lincoln’s assassination, the American Experiment continues.Roy H. WilliamsMitch Weisburgh can help you train your brain to1. recognize impulsive reactions2. set them aside, and3. respond far more effectively.Find out how, right now, at MondayMorningRadio.com

I was whining to Clay Cary about the interest rate the bank was going to charge me to fund a real estate investment. I felt the percentage was way too high.Clay asked, “Is the deal you’re about to make a good deal? How much money will you make from it?”I answered his question conservatively. He said, “Now let’s calculate the total amount of interest that you will pay on the loan that makes this deal possible.”We calculated the dollar amounts.I was going to make hundreds of times more money on the real estate than I was going to pay in interest on the loan.Clay said, “As a rule of thumb, if the interest rate you are paying determines whether or not the deal you are making is good or bad, you are definitely making a bad deal. Don’t judge according to percentages. Judge according to dollars.”Here’s a thought.Why do banks never get angry about the huge profits that YOU make on deals using THEIR money?I have never heard a bank say, “We supplied the money, but you are keeping most of the profits. That’s not fair. You should give us more money than we originally agreed upon.”Banks never say that because banks always remember that YOU found the deal and decided to let THEM make some money on it with you.Here’s another example of how percentages can be misleading.Woody Justice had been in business for 6 years when I met him in 1987. His business was circling the drain. Woody’s biggest year had a top line of $350,000. His goal was to someday sell $1,000,000 worth of jewelry in a single year. That would put Woody in the top 10% of jewelers nationwide.I began working with Woody and we grew more than 100% a year for two years in a row. We blew past the $1,000,000 mark in the second year. About a dozen years later, Woody was grumpy. He said, “We used to grow by big percentages. But last year we only grew by ten percent. You need to get your shit together.”“Woody, how many dollars did our top line grow last year?”“We grew by a million dollars,” he said.“Woody, when we first began working together, a million-dollar jump from $350,000 to $1,350,000 would have been a 286% increase. We would have nearly quadrupled your best year ever and you would have wet your pants. Evaluate yourself by dollar growth, not percentage growth. Percentages will lead you to believe that you are doing better, or worse, than you really are.”Woody made a face but didn’t say anything, so I continued. “And by the way, we’re running out of people in this Dairy Queen town. If you want to grow by big percentages again, we’re going to need to open another store somewhere else.”I could say those things to him because we were close friends.Woody died unexpectedly 14 years ago but I still have his number on my cell phone. I tell myself that if I press that number, Woody will hear his phone ring.As long as I don’t delete that number from my phone, Woody Justice will never be gone.Roy H. WilliamsPS – “A Dairy Queen town” is Oklahoma slang for a place that is too small to have a McDonald’s. – Indy Beagle“Do it before you die.” Those five words sum up Carl Barney’s advice to wealthy individuals who want to experience a deeper level of satisfaction. “He who gives while he lives knows where it goes.” Barney believes in “pre-questing” meaningful gifts to individuals and institutions while you can still witness the impact of your generosity.Just this month, for example, Warren Buffett announced plans to donate another $6 billion to charity, bringing his total charitable giving to about $60 billion. (And most people would agree that Buffet is happier and more contented than the average billionaire.) Generosity brings happiness to every giver, no matter their financial condition. Get energized as Carl Barney shares his blueprint for happiness with roving reporter Rotbart and his deputy rover, Maxwell, at MondayMorningRadio.com

Pain is a signal that something is wrong.Pain whispers, shouts, and screams, “Pay attention. Be careful. Something is wrong.”Jean Marzollo wrote a children’s poem in 1948 that romanticized Christopher Columbus. It inspired a generation of children during the Captain Kangaroo years. Her proud poem begins,“In fourteen hundred ninety-twoColumbus sailed the ocean blue”Bill Bryson wrote an insightful summary of that famous voyage on page 205 of his book, “At Home.”“Columbus’s real achievement was managing to cross the ocean successfully in both directions. Though an accomplished enough mariner, he was not terribly good at a great deal else, especially geography, the skill that would seem most vital in an explorer. It would be hard to name any figure in history who has achieved more lasting fame with less competence. He spent large parts of eight years bouncing around Caribbean islands and coastal South America convinced that he was in the heart of the Orient and that Japan and China were at the edge of every sunset. He never worked out that Cuba is an island and never once set foot on, or even suspected the existence of, the landmass to the north that everyone thinks he discovered: the United States.”We learn the meaning of pain as children, but we train ourselves to ignore it as adults.Why do we do that?I’m talking to you about the pain of your Google spend.Is there a chance that you should pay attention – and be careful – because something is wrong?Twenty years ago, Google inspired and electrified American business owners with their promise of “holding ad budgets accountable” by making advertising results, “identifiable, measurable, and scalable.”Business owners romanticized Google by shouting,“Hooray! Advertising will now become just another mathematical equation! Hooray! Hooray! To double my customer count, all I will have to do is double my ad budget!”I watched a friend of mine raise his monthly Google budget from $20,000/mo. to $70,000/mo because he was convinced that he would get three-and-a-half times as many leads. When it didn’t work, I asked him to look closely at how many clicks he had purchased and compare that number to the total population of his trade area.Have you done that math?I watched another friend of mine elevate her Google budget until she was spending $90,000 a month. Her business was no longer profitable. I asked her to look at how many clicks she had purchased and compare that number to the total population of her trade area.Have you done that math?Have you ever raised your Google budget and had Google say to you, “We’re sorry, but it is not possible to spend that much money on your LSA. There simply aren’t enough people each day who are searching for what you sell.”Do the math.The past two decades have been the Captain Kangaroo years for millions of business owners.Bill Bryson wrote that Columbus was, “convinced that he was in the heart of the Orient and that Japan and China were at the edge of every sunset.”How many years have you been believing that your big payday from Google was at the edge of every sunset? Have you been saying,“All we need to do is tweak our plan a little. As soon as we figure out the Google algorithm, we’re going to be rich.”A business owner from a major American city recently spent a day with me. He had been spending $100,000 on Google ads each month for the past few years because he was convinced that he could not afford mass media in his city.His budget could easily have made his name a household word by using television or radio. I know the town well. I have had clients there for many years.His budget would reach more than 2 million people in his city who spend enough time listening to broadcast radio each week that each 0ne of those 2 million people would hear the ad 3 times each weekfor 52 weeks for a total of 156 repetitions per year.Do you sell a big-ticket item that has a long purchase cycle? You cannot win that game unless your name is the one that people think of first – and feel the best about – when they finally need what you sell.That is when the customer will type your name into Google. It is a cheap click with a high conversion rate because they have already chosen you.It takes time and patience, but it always works.Roy H. WilliamsRuth Milligan is the public speaking trainer who was the driving force behind TEDxColumbus where she spent a decade observing good and bad presenters. Today she is helping people improve their presentation skills before large auditorium audiences, intimate groups of employees, and most importantly, customers. Ruth doesn’t tell people what they should talk about. She says that to produce the desired results, what you say is often less important than how you say it. Listen and learn as she explains it all to roving reporter Rotbart at MondayMorningRadio.com.

You want to succeed.But will you recognize success when it happens?What will be its indicators? How will you measure it?Most importantly, how long are you willing to pursue it?You probably overestimate what you can accomplish in a year, and underestimate what you can accomplish in ten years.How many years have you been pursuing your dream?Experience is the name you are allowed give to your mistakes, but only if you have learned from them.Some people have ten years of experience.Most people have one year of experience ten times.Ninety-nine percent of business owners* will continue to defend their marketing beliefs and management practices even when those beliefs and practices continue to underperform year after year.These business owners underperform because traditional wisdom often feels like common sense.The problem with traditional wisdom is that it is usually more tradition than wisdom.Here’s how that happens:Your goal is lead generation.You create an ad that mixes urgency – a limited-time offer – with a strong value proposition. The features-and-benefits of your limited-time-offer dramatically outweigh the price.Your plan is to upsell the customer after they allow you into their home.This is called “transactional advertising” because you are advertising a transaction.Here’s the problem: Transactional ads don’t differentiate you. In fact, they blur you into your category, making you indistinguishable from your competitors.This is Today’s Traditional Wisdom:STEP 1: Give Google most of your profits and keep your fingers crossed. Keep a sharp eye on your cost-per-lead, your conversion rate, and your gross profit per sale.STEP 2: Keep doing this, week after week, month after month.STEP 3: Once a year, calculate how much your cost-per-sale has increased.STEP 4: Contact the people in your peer group to see if their experience has been the same as yours.STEP 5: Yes. Their experience has been the same as yours.STEP 6: Tell yourself, “Everyone else in our category is experiencing exactly what we have been experiencing. This means that everything is under control.”STEP 7: Continue to do this. In 9 more years, you will have had one year’s experience 10 times.Roy H. WilliamsPS – A smart person makes a mistake, learns from it, and never makes that mistake again. But a wise person finds a smart person and learns how to avoid that mistake altogether.A wise person discovers relational marketing.*ADDENDUMWe gathered data from 64 reputable sources. It can reasonably be estimated that there are about 117,000 companies in the US that provide HVAC services, 132,000 provide plumbing services, and 252,000 provide electrical services. (117,000 + 132,000 + 252,000 = 501,000)Let’s assume for the sake of this example that those numbers are elevated. A lot of home service companies offer two or more services.Let’s further assume that a lot of them are going to be commercial, not residential. So we will reduce the aggregate estimate of 501,000 companies down to just 100,000 companies competing for the opportunity to serve homeowners across America.Here is the fascinating part: we know for a fact that only 638 of those companies have a top line of $20,000,000 or more each year, and just 280 of the 638 will do $40,000,000 or more.Having worked with many of those over-performers, I can assure you that none of them were built on traditional wisdom. – RHWJackie Lapin’s passion was for traveling the world and taking photos. But Jackie’s passion has now blossomed into a thriving business with an impressive community of members. She is providing blog posts, photos, curated reading lists, historical insights, and exclusive travel resources with people who share her wanderlust. In this marvelously candid interview with deputy roving reporter Maxwell Rotbart, Jackie will convince you that turning your passion into a thriving business isn’t just possible; it may be the most direct and rewarding path to a robust income stream. MondayMorningRadio.com

The Muses of Greek mythology were nine goddesses associated with the arts, sciences, and memory.They were the source of inspiration for artists, thinkers, poets, dancers, musicians, and philosophers. They were the goddesses of knowledge, embodying the wisdom and creative power found in poetry, songs, and myths.This is the point: a muse is never an actual woman.When a man chooses a flesh-and-blood woman to be his muse, she becomes the symbol of something deeper, wiser, and much more mysterious than herself.A muse is a point of access that puts a man in touch with his feminine side while allowing him to pretend that he does not have a feminine side.A muse is essentially the Jungian anima, the perfect woman who exists only in the imagination of a man.Just now, my muse whispered to me,“The reader will want to ask you, ‘What is a woman’s muse?’”“What shall I tell them?”“Tell them to ask a woman,” she said.In his book, The Magic Synthesis, Silvano Arieti writes,“Creative products are always shiny and new; the creative process is ancient and unchanging.”Arieti believed that perception is not just binary, with logic on the left side and pattern recognition on the right. He believed that our minds can blend rational with irrational, sophisticated with primitive, conscious with subconscious to create a third type of perception known as “creativity.”Psychology Today begins their praise of Arieti with this paragraph:“Silvano Arieti’s book Interpretation of Schizophrenia was awarded the 1975 U.S. National Book Award in the Science category. More than 40 years later, it remains the most significant contribution to the psychological understanding of schizophrenia since Kraepelin and Bleuler. Contemporary psychiatrists and psychotherapists would be wise to review Arieti’s vast contributions to the field.”Silvano Arieti was born in 1914. When he died in 1981, Arieti was perhaps the world’s foremost authority on schizophrenia. He wrote an award-winning book about it.The other book he wrote was about creativity.Coincidence? Perhaps. But I am convinced that creativity is a mild form of schizophrenia. How else would you describe a marvelous blend of rational with irrational, sophisticated with primitive, conscious with subconscious?Creativity is a wild and spontaneous act employed by artists, thinkers, poets, dancers, musicians, and philosophers. It is that conflicted insanity to which our Muses give us access.I think that “mild schizophrenia” is the perfect description.But perhaps I am wrong.Roy H. WilliamsToday’s rabbit hole is as wacky as today’s memo. You should check it out. I’m Indy Beagle.Steven Gaffney’s client list reads like a “Who’s Who of America’s Best Corporations.” His clients include including Allstate, Amazon, American Express, Best Buy, Booz Allen Hamilton, and BP. And those are just the “A”s and “B”s. Steven Gaffney builds high-achieving teams that set brave goals and then exceed them. In this week’s amazing conversation with roving reporter Rotbart, Steven Gaffney shares big-picture insights and detailed actions that will help any business improve their results over the next 30 days. Get your running shoes on, because the race is about to begin at MondayMorningRadio.com

The Muses of Greek mythology were nine goddesses associated with the arts, sciences, and memory.They were the source of inspiration for artists, thinkers, poets, dancers, musicians, and philosophers. They were the goddesses of knowledge, embodying the wisdom and creative power found in poetry, songs, and myths.This is the point: a muse is never an actual woman.When a man chooses a flesh-and-blood woman to be his muse, she becomes the symbol of something deeper, wiser, and much more mysterious than herself.A muse is a point of access that puts a man in touch with his feminine side while allowing him to pretend that he does not have a feminine side.A muse is essentially the Jungian anima, the perfect woman who exists only in the imagination of a man.Just now, my muse whispered to me,“The reader will want to ask you, ‘What is a woman’s muse?’”“What shall I tell them?”“Tell them to ask a woman,” she said.In his book, The Magic Synthesis, Silvano Arieti writes,“Creative products are always shiny and new; the creative process is ancient and unchanging.”Arieti believed that perception is not just binary, with logic on the left side and pattern recognition on the right. He believed that our minds can blend rational with irrational, sophisticated with primitive, conscious with subconscious to create a third type of perception known as “creativity.”Psychology Today begins their praise of Arieti with this paragraph:“Silvano Arieti’s book Interpretation of Schizophrenia was awarded the 1975 U.S. National Book Award in the Science category. More than 40 years later, it remains the most significant contribution to the psychological understanding of schizophrenia since Kraepelin and Bleuler. Contemporary psychiatrists and psychotherapists would be wise to review Arieti’s vast contributions to the field.”Silvano Arieti was born in 1914. When he died in 1981, Arieti was perhaps the world’s foremost authority on schizophrenia. He wrote an award-winning book about it.The other book he wrote was about creativity.Coincidence? Perhaps. But I am convinced that creativity is a mild form of schizophrenia. How else would you describe a marvelous blend of rational with irrational, sophisticated with primitive, conscious with subconscious?Creativity is a wild and spontaneous act employed by artists, thinkers, poets, dancers, musicians, and philosophers. It is that conflicted insanity to which our Muses give us access.I think that “mild schizophrenia” is the perfect description.But perhaps I am wrong.Roy H. WilliamsToday’s rabbit hole is as wacky as today’s memo. You should check it out. I’m Indy Beagle.Steven Gaffney’s client list reads like a “Who’s Who of America’s Best Corporations.” His clients include including Allstate, Amazon, American Express, Best Buy, Booz Allen Hamilton, and BP. And those are just the “A”s and “B”s. Steven Gaffney builds high-achieving teams that set brave goals and then exceed them. In this week’s amazing conversation with roving reporter Rotbart, Steven Gaffney shares big-picture insights and detailed actions that will help any business improve their results over the next 30 days. Get your running shoes on, because the race is about to begin at MondayMorningRadio.com

The greatest companies are the ones with the happiest customers.To create happy customers, you need to be customer-centric.Every company believes they are customer-centric. But while a great company keeps the happiness of their customer in the center of their thoughts, the average company puts their customer in the center of the cross-hairs of a rifle scope.Great companies ask, “How can we give our customers the buying experience that they would prefer?” They work at removing the friction from the customer experience.Average companies ask, “How can we get our customers to give us more money, more often?” Average companies tells their marketing teams, “Sales is just a numbers game. Bring us twice as many leads and we’ll make twice as many sales. You bring’em in. We’ll close’em.”But no matter what those marketing teams do, a decreasing number of people will respond to their ads. A negative customer experience drives customers away faster than marketing can bring them in.Do you want to see what real customer-centric thinking looks like?A client of mine recently wrote this email and sent it to all the people who work in his company. He forwarded it to me only as an afterthought.SUBJECT: Pricing Reflection — Serving the Everyday Working AmericanTeam,Today I had a realization around some of our pricing. I’m all for setting prices that protect our margins and keep the business strong – but I’m equally committed to making sure we have price point items that the everyday working American can actually afford.Let’s take a simple example: a toilet. Right now, most of our toilet installs are priced over $1,000. If we assume the median household income is $85,000, divided over 26 pre-tax paychecks, that’s $3,269 per check. A $1,000 toilet install is over 30% of that paycheck. That’s significant.We need to remember who we’re here to serve – the nurse, the police officer, the office worker, the firefighter. These are people raising families, keeping their homes together, and doing the best they can. We cannot price them out of basic service. If we do, we risk not only losing today’s job – but any future relationship with that customer.Let me be clear: I’m not trying to run a low-margin business.But I do want to make sure we have real options for real people. Today’s pricing structure on some of these essential services is a barrier – not just to customers, but to our own techs who are trying to present them.Because of this realization, I immediately asked Jacob to find a toilet that we could install at a price point of $699. Well, guess what – we found one today. And we’re bringing it in and adding it to the price book at $649.This one change will give our team more confidence to present a basic toilet option. What I’ve heard from Will – and it’s been consistent – is that this has been a never-ending battle. Technicians don’t feel comfortable presenting a $1,000 toilet to customers, especially when many of them wouldn’t pay that themselves. That lack of confidence translates to lower conversions and frustrated customers.This reminds me of what we went through in HVAC when we had no system options below $15,000. We lost installs constantly – not because we weren’t good, but because we didn’t have a simple, no-frills option for people who just needed heating and air. Once we corrected that, we started closing more jobs and rebuilding our pipeline.We need to apply that same logic here. During times like this, let’s price effectively so we can keep building our customer base and generate revenue day by day. When the tide turns – and it will – we can always maximize margin percentage where appropriate.There’s an opportunity here. We can maintain strong margins where they make sense – but also have a few key products that are accessible. That builds trust, drives volume, and keeps us connected to the people we serve.Let’s make sure we’re building a business that works for our margins and for our community.The man who wrote that note to his employees owns a great company.His current sales volume is more than 10 times the amount the average business owner in his category hopes to do “some day.”The average company hunts for customers, targets customers, and closes customers.Great companies use mass media to distribute the seeds of relationship far and wide. They continually shine the warm sunlight of humility and vulnerability on those seeds and water them with generosity.Great companies grow mighty orchards that produce happy fruit for generations.Are you willing to work with a shovel, a rake, and a hoe?Or do you prefer to carry a rifle?Roy H. WilliamsJohnny Molson can explain – in just 2 words – what it takes for an advertising campaign to soar above the campaigns of its competitors. Johnny is one of the elite Wizard of Ads partners. Employing the groundbreaking strategies developed by Roy H. Williams, he and his fellow Wizards of Ads craft