Wizard of Ads Monday Morning Memo

Laughter brings escape from monotony.Sadness teaches us what is important to our heart.Commitment carries us through the dark hours, the dry places, the sad times.Enthusiasm, “God within,” opens our eyes to the possible.JP Engelbrecht says a business owner can learn a lot about managing groups of people by studying famous monarchs. “If you manage tight-to-loose” says JP, “your people will build statues of you in the parks.”I said, “What do you mean, tight-to-loose?”“Begin with a lot of strict rules and policies,” JP answered, “then loosen them up when people perform well; give them more freedom and autonomy. Monarchs that do the opposite – the ones who manage loose-to-tight – are the ones that get assassinated. It’s dangerous to take away freedoms once they’re given.”JP’s advice triggered the memory of a delightful video by Daniel Pink (which you’ll find on Page Four of Indiana Beagle’s rabbit hole,) in which Pink says we need just 3 things to make us happy:1. Autonomy, the freedom to do things our own way.2. Mastery, the ability to get better and better at something.3. Purpose, the knowledge that we’re making a difference.JP’s comment also reminded me of a statement shared with me by Eric Rhoads: “The best fertilizer is the gardener’s shadow.” Eric’s comment, in turn, triggered the memory of something Tom Grimes shared with me by email in the middle of the night exactly one year ago – July 29, 2014. Tom says the happiest companies are run by business owners who practice “Management by Walking Around.” You can read his fun and insightful email on Page One of Indy’s rabbit hole. (Just click the trio of flying children over Indy’s head at the top of this page.)As you can see, I connected these thoughts dot-to-dot-to-dot and realized once more that the combined insights of the people in our lives can be an incredibly powerful thing. If we could collect these experiences and organize them to bring forward the best of the past, that would be magic in a bottle.[This thought, wearing many different disguises, has been orbiting my brain like Halley’s Comet, showing up periodically in the middle of the night ever since Mia Erichson sent the note about the Trivium and Quadrivium that became the Monday Morning Memo, Glenn Gould Played Piano. ]What this Means to the Future of Wizard AcademyWizard Academy was established 15 years ago in a Monday Morning Memo. The things you readers have built since then are remarkable! No, remarkable is the wrong word. What you’ve built is astonishing. You stepped forward and donated your time and wisdom and money to create:a worldwide group of alumni and adjunct faculty that are positively electric.a spectacular campus with zero debt.a network of thousands of business owners who claim the experiences they’ve had at Wizard Academy have made a huge difference in the success of their endeavors.The time has come for us to complete what we have started.The good news is that it doesn’t take much money.The bad news is that it takes something far more precious.I need you to take inventory of your intellectual property – those techniques and shortcuts and special bits of wisdom you’ve gathered over the years – and send that list to Vice Chancellor Whittington. Wizard Academy is known for its ability to teach the “art” of running a business. The time has come for us to add the “science.”Until we have done this, our school will remain incomplete.What do you have – in your head – that you could give to The American Small Business Institute at Wizard Academy?The ASBI will collect and offer all the left-brain, sequential, step-by-step, mathematical and procedural genius of its faculty and alumni to create a streamlined, highly accelerated “executive summary” business education spanning everything from management to bookkeeping to banking to taxes to human resources and contract law and all the dozens of other things that haven’t yet crossed my mind.But I don’t need them to cross my mind. I need them to cross yours. Daniel Whittington needs your help to outline and frame and collect and organize all those “JP Engelbrecht,” “Eric Rhoads” and “Tom Grimes” bits of insight in a structured, step-by-step way.Virtually every college class spanning a semester can easily be summarized in less than 30 minutes. Am I right? You know I am.I’m asking every successful CEO, every entrepreneur and MBA and business executive – including you – “What are the three most valuable things you’ve learned? Can you articulate them clearly, tell us when and how to use these tips and techniques and best practices, and then finish your tale with a real-life case history including specific before-and-after details? Can you do all of this in less than 7 minutes?”Some of you will have more than three things you can share. We’re counting on it.Traditional colleges offer degree paths toward Master of Arts degrees. Similarly, Wizard Academy was built on what feels like an accelerated PhD in the art of running a business.But colleges also offer Master of Science degrees. These are the sorts of studies that will be offered by The American Small Business Institute at Wizard Academy. Some of these new “science of business” classes will be on campus. Many will be online.So I ask you once more, what do you have to give? Are you willing to write a focused summary and send it to Daniel@WizardAcademy.org?We need your special gift – your secret sauce – even if it’s so small that it becomes a single 3-minute segment on video. This is not a time for humility. You know what you’re good at. Tell us what it is.We need those things for which you have enthusiasm – “God Within” – so that you can help us open people’s eyes to the possible.Roy H. Williams

You cannot instruct a person to have enthusiasm any more than you can instruct them to give birth to a redheaded child.The person must first be inspired.Inspiration is what you give them.Enthusiasm is what they give you.People inhale inspiration and exhale enthusiasm.They cannot give you enthusiasm until you give them inspiration.Neither is a product of instruction.There is a time to instruct and a time to inspire.We often think we’re doing one when we’re actually doing the other.Is your enthusiasm contagious or is it contained?Are you inspiring those around you?Never is this more important than when you’re working with artists.I spent a lot of money recently* in a series of experiments with 99 Designs, the logo development firm that allows graphic designers around the world to submit logo designs in the hope of winning your prize money. (I know several designers who are deeply insulted by this crowd-sourcing of their sacred art and I understand their feelings completely, but technology is a freight train that doesn’t care who is standing on its tracks.)The new logo for Wizard of Ads came from a designer in Italy.The Wizard Academy logo came from a designer in Minnesota.Indy’s Rabbit Hole logo came from Croatia.Angel Skating: IndonesiaWhisk(e)y Marketing School: GermanyDUI Rescue Guys: the PhilppinesLast week my sons decided to invest in a logo for VidBetter, the hardware and training division of their online video business. They gave the logo designers instructions that sounded very similar to the descriptions business owners give you when you ask them about their businesses:We invent equipment and produce training to help non-professionals make better videos for their businesses. Friendly. Helpful. Step-by-step. Simple. Quirky. We want our customers to feel empowered to make great videos that share who they are, and what they have to offer. The resulting videos are always unscripted. The personality of our brand is witty, natural, authentic, real, light-hearted and smart. Our customers aren’t children, but they aren’t boring/stuffy businesses either.”All the logos my sons received during the first two days of the contest looked surprisingly similar, just like those predictable ads that are created when you focus on your “unique selling proposition.”So they sent the designers some new instructions:I get it. The words ‘Vid’ and ‘Better’ are abstract and don’t lend themselves to cool visuals. Triangular play-button icons come with the territory, and we’ve seen a lot of them. (Actually, some of them are pretty awesome.) That being said, I’m also very open to ridiculous, attention grabbing visuals, as long as they’re done well. I have a deep appreciation for off-beat, over the top, and silly things – again, as long as they’re done well. If you have an absurd idea – even if it doesn’t match the words “VidBetter,” bring the madness. A giant fire breathing grizzly bear with a propeller beanie and a jet pack, clutching a video camera? Cool. A 19th century nature sketch of a proud fox with a vintage camera strapped on its head? Awesome. A squirrel with a camera, riding a dog as it chases a cat? Nice. I’m totally serious. The money is guaranteed in this contest. If we end up with a strategically safe logo for VidBetter, that’s fine. But I’m hoping for one that people see and think, ‘That’s crazy, what the heck is VidBetter?!’ This is your chance to run with that crazy idea that always made you laugh – but was too risky to ever use. Take that idea, stuff it with dynamite, wrap it in bacon, hurl it into the sun, then wrap the sun with more bacon. The parent company is sunpop.com.”The bloody-nose impact of the second series of logos they received is amazing.But the talent of the designers hadn’t changed.It was the inspiration that had changed.See the logos on the first two pages of Indiana Beagle’s rabbit hole. Just click the rhinocerous at the top of the page and you’re there.Roy H. Williams* These experiments were funded entirely by me. I never experiment with client dollars. I learned how to extract the best designs from the 78,000 graphic designers registered at 99 Designs so the Wizard of Ads Partners could confidently guide their clients through the process when those clients need designs. (Believe it or not, I spent so much money in such a short period of time that 99 Designs contacted us and offered to pay $500 for a few minutes over the telephone. Woo-hoo!) A

Occasionally a client will send a spreadsheet of company statistics and ask me to comment on what I see.I usually look and see ambiguous statistics but I certainly don’t want to say that.Discussing business numbers with people is like discussing religion. No matter what you say, you’re unlikely to change their intrinsic beliefs, so I always approach these conversations carefully.“What do you see?” I ask.“Well, last year 68 percent of our customers were repeat customers and 32 percent were new customers. Now we’re selling 63 percent repeat customers and 37 percent new customers.”“What do you think this tells us?”“It tells us your ads are working!” the client says excitedly.“Perhaps it does,” I say. “But it could just as easily indicate that our competition is growing stronger or that we have somehow offended or disappointed our old customers.”My client gave me a confused look, so I continued, “If a smaller percentage of our business is repeat customers, couldn’t this mean that fewer customers are choosing to buy from us again? Couldn’t it indicate that we’ve disappointed them somehow?”The confused look became a worried look. “But our sales volume has never been higher.”“I know that,” I said. “But that could mean that we’re bringing in new customers fast enough to disguise the very serious problem that we’re losing our old customers to someone else. After all, you said yourself that our percentage of repeat customers is down.”“Do you think we have a problem with our old customers?” the client asked, now truly worried.“Not at all,” I smiled. “I’m just saying that nothing can be learned from the numbers you gave me.”Not everything that can be measured has meaning.Many of you are now recoiling in doubt and disbelief. I get that. Like I said, talking about business numbers is like talking about religion.Here’s how I finished that conversation: “If a company sells a product or service that people buy once a year, what percentage of their customers will be new customers in year one?”“One hundred percent,” said my client with confidence.“And if our sales volume doubles in year two and exactly 50 percent of the customers are new customers, what percentage of customers did we retain from year one?”The client thought for a moment, then said, “If business has doubled and one half of our customers are new and the other half are repeat, this means that one hundred percent of last year’s customers chose to buy from us again.”I continued, “Sales in year three are exactly triple the sales of year one. One third of the customers are new and two-thirds are repeat customers. What does this tell us?”Another moment of thought, he answered, “We have 100 percent retention of customers from the first two years.”That’s when I said, “But someone is likely to point out that your percentage of new customers is falling and they’ll likely interpret this to mean that your ads aren’t working. After all, your sales volume grew 100 percent in year two but only 50 percent in year three and your percentage of new customers has fallen from 100 percent to only 33 percent. You’re now doing triple the volume you were doing just two years ago but these numbers would seem to indicate that you’ve got serious problems with your advertising.”The client began to smile again, so I continued, “Oh, and I forgot to tell you that this company increased their prices by 12 percent at the beginning of year two, so none of what we just calculated is accurate. And that company has only been in business for 3 years! Your company, on the other hand, has been in business since 1939 and you sell a product the average person buys every 13 years and lots of old customers have died or moved away and new people have moved to town and some of your old competitors have gotten more aggressive while others have gone out of business and we need to factor in the percentage of sales opportunities your salespeople are closing and yes, you’ve also got a brand new ad campaign. If we take all that into consideration – assuming all the data is available and can be trusted – how are we going to calculate it and what do you think we’re going to learn?”He smiled as he ceremoniously tore up the spreadsheet and said, “We’re making a lot of money and I like the ads.”“Good. Let’s go have lunch.”So we did.When I got back from lunch, two other clients had emailed spreadsheets to me and asked me to comment on what I saw.Sigh.Roy H. Williams

Whiners, blame shifters, indignant people, people with victim mentalities, online trolls, people who demand things and cheerless givers of “constructive criticism” are all herded into one decrepit old corral in my brain.That corral is a category in my mind.As these unhappy cows moan “moooo” I walk sadly away and think “dog food.”I put them in that corral so they can’t follow me. Cows stand in the way of getting things done.Occasionally one of the cows gets tired of hanging out with all the mooers and moaners and whiners and kicks open the gate to escape. I applaud that cow. I love that cow. The world needs more cows like that one.I remember the day I kicked open the gate.A funny thing happens when a cow kicks open a gate, escapes the other cows, struggles to the hilltop and views the far horizon: it grows a horn from its forehead.Is this a unicorn?No, it’s a rhino.The world is full of injustice. It’s everywhere.Do something about it.The world is full of opportunity. It’s everywhere.Do something about it.Pick a purpose and then lower your head and charge.Patience, taken too far, becomes cowardice. There is a time to shut up and do something.God, grant me the serenity to accept the things I cannot change, The courage to change the things I can, And the wisdom to know the difference.”A father was unable to explain to his little girl why she couldn’t go to an amusement park. So Martin Luther King decided to do something and we became a better nation.A boy was hospitalized when a group of bullies threw him down a flight of stairs and then beat him until he blacked out. This sort of thing happened to him every day but the boy refused to see himself as a victim. He chose not to let those experiences define him. Ashlee Vance tells that story in her new book, Elon Musk: Tesla, SpaceX, and the Quest for a Fantastic Future.I actually think those bullies may have been the secret to Elon’s success. When facing a risky business decision, he was less afraid than the rest of us. After all, the worst that could happen was that he might lose all his money and be embarrassed. No one was going to throw him down the stairs, right?Fantastic ideas are more common than you think.What’s rare is a person who will take action.When a friend tells you about an idea, your first impulse is to think of all the reasons why that idea might not work. You immediately look for potential problems because it’s our nature to look for hidden dangers. And we know that if we encourage our friend to take a chance and it turns out badly, we’re going to feel terrible.So we make them feel terrible instead.The next time someone tells you about their new idea, consider this for a response: give them your brightest smile and say,I’m going to give you three reasons why this is a dangerous idea and then I’m going to give you three reasons why it’s brilliant. If the brilliant parts outweigh the dangerous parts, then this could be an idea whose time has come.”Having painted yourself into a corner with your promise of three and three, you will immediately be able to think of three huge impediments and then you’ll just as easily be able to think of three reasons why the idea is truly brilliant.You just became the best friend on earth. Everyone needs a friend like you.Fantastic ideas are more common than you think.People willing to take action are rare.But most precious of all is a friend who is willing to encourage you.Will you be such a friend this week?I promise you will have the chance.Roy H. Williams

Showmanship is symbolism, the essence of pageantry and tradition: the sweep of an extended arm with an upraised palm in an expansive gesture; a deep bow with the added flourish of both arms extended to the sides, again with palms turned upward; dramatic emphasis expressed by hopping in place on the balls of your feet – timed precisely to the syllables you speak – pent-up energy that demands release.Showmanship is mesmerizing but it takes courage because it’s easy to feel you’re making a fool of yourself.Storytelling requires finesse and restraint as you work your way through a series of small reveals, waiting with the patience of a magician for the moment of the big reveal.Showmanship and storytelling don’t change reality but they do change perception.Are you beginning to understand why an ad man might be interested in these?In a study published in the Proceedings of the National Academy of Sciences, researchers from the California Institute of Technology and Stanford’s business school determined that the intensity of the pleasure we experience when tasting wine is linked directly to its price. “And that’s true even when, unbeknownst to the test subjects, it’s exactly the same Cabernet Sauvignon with a dramatically different price tag.”The story you tell about the wine affects how it tastes.The study wasn’t speculative; it was medical. The researchers used functional magnetic resonance imaging (FMRI) to monitor the medial orbitofrontal cortex – the pleasure center of the brain – of wine connoisseurs who tasted wines after hearing stories about them.The scientific verdict: good stories accelerate the physical pleasures generated through our senses. This should come as no surprise, really. We’ve known for decades that humans are uniquely gifted to attach complex meanings to sounds.Words. Work. Magic.Daniel Whittington’s “Tour of Scotland” – an adventure in storytelling and showmanship and single malt Scotch – has attracted so much attention that Wizard Academy is launching the world’s first curriculum to officially certify Whisk(e)y Sommeliers. In this endeavor he’ll be joined by cognoscenti Tom Fischer, the founder of BourbonBlog.com, one of the world’s most authoritative voices on corn liquor (Bourbon.)Whisk(e)y Marketing School isn’t about making whiskey; it’s about putting on a great show and telling great stories to accelerate the pleasure of customers “taking a Tour of Scotland” or “going on a Bourbon Run.” Fine restaurants worldwide will soon have tables full of people mesmerized as their Whisk(e)y Sommeliers wheel carts to their tables, open elegant wooden boxes, slip magnificent badges of office over their heads, and begin their tales of wonder.Same song, second verse:Angel SkatingTM is a new organization whose mission is to use storytelling and showmanship to popularize a little-known sport called artistic roller skating. You’ve seen figure skating in the Winter Olympics, right? Now imagine exactly that, but on roller skates. The objective of Angel Skating is to help artistic roller skating become the figure skating of the Summer Olympics.Angel Skating was born last week when Craig Arthur, the director of Wizard of Ads, Australia, was in Austin for 10 days of catching up at the home office. Wizard of Ads partners Tom Wanek, Paul Boomer and Dave Young flew in from Columbia, Cleveland and Tucson to hang out with Craig, who mentioned that his daughter, Bridget, was becoming rather good at artistic roller skating, but that the sport wasn’t very well packaged or promoted.Packaging and promoting are just different names for showmanship and storytelling.A Tour of Scotland and a comical comment from Indiana Beagle was all it took. Angel SkatingTM was born before the sun went down. An official logo, a cartoon character mascot, a series of domain names and the rules of advancement through a series of “elegance levels” were all agreed upon within 36 hours.Showmanship and storytelling – packaging and promotion – are what whiskey tasting and roller skating have in common with what you do.And now you know what we do.Roy H. Williamsand the Wizard of Ads Partners

I have a client who has a lot of marketing savvy. A few weeks ago he sent me a list of seven copy points and asked if this was our radio strategy.I spent a lot of time crafting a carefully considered response, so I thought I might share it with you. Perhaps it will trigger a realization or an insight you can use.There’s an equally good chance, however, that you’ll decide I’m wrong.Here’s the response I sent him:You’ve asked for clarity on the issue of our radio strategy and you sent along a very well-crafted chart to illustrate your perception of it. This is obviously important to you.I’m happy to help in any way I can, of course.My discomfort with the list you sent me is rooted in the following question:What is the purpose of this document? Is it meant to be a guiding document?Are we creating a standard by which ads are to be evaluated in the future?If so, my experience has been that if I agree with this list, it will lead to the inclusion of too many claims being jammed into a single piece of copy. Within a year, I would likely be hearing,This is a good ad, but you didn’t say this or this or this. We need to include those, remember? Didn’t we agree on this list of seven things that our ads should accomplish? Is there any way we can include those other three things, too?”A good ad makes a single point, powerfully. A bad ad sounds like a grocery list.The only person impressed by such an ad is the advertiser who wrote it.If this document is meant to be a list of recurrent copy-points, it is incomplete. Consequently, the adoption of this list would put us at risk of focusing too much of our airtime on too few objectives.Our strategy is to win not only the mind, but the heart as well. We need our prospective customer to feel good about us. This is very delicate and difficult and is not likely to be accomplished if we are constrained by a regimented list of intellectual copy points. My experience has been that such lists lead to the ad campaign becoming more structured and informative, but less persuasive.You’ve mentioned on a number of occasions that you believe the strongest response we’ve had was triggered by an ad I sent you that was written in a very intimate, confessional style. The effectiveness of that ad rose from the fact that it didn’t speak to the listener in the style of an advertiser speaking to a customer. It spoke in the style of a friend speaking to a friend. That ad surprised and delighted the customer. It’s hard to put surprise and delight on a checklist, but I know how important they are. Every fiber of me knows it. Thirty-seven years of attempting to persuade the public and then monitoring the results of those attempts has carved it into my soul.It’s perfectly natural for an organized person to want a document that summarizes the intellectual elements of their advertising, point by point. You have several years of experience as a CEO that has taught you the wisdom of this.My experience as an ad writer has been otherwise. This is at the root of my anxiety, I think. The hidden danger of lists is that they lead to predictability.If you continue to feel that you need a checklist, I suggest that we add the following to the top of it:Be remembered.We must be memorable. This requires us to surprise the customer in some small way in every ad. Without an element of surprise, there can be no delight.Make them like us.If we win the heart, the mind will follow. Our minds routinely create logic to justify what our hearts have already decided.Add these to your list and I’m good with it. There will be times when these two points will be the only two things I attempt to accomplish in a script.Thank you for asking for this clarity in such an elegant and respectful way.Your style of communication is one of the things I like best about you.And it’s one of the things our audience likes best about you, too.Ciao for Niao,Roy H. Williams

The genius of the human race lies in our ability to attach complex meanings to sounds.But not all of these sounds are words. There is a second, wordless language of pitch, key, tempo, contour, interval and rhythm: music is an auditory fractal, a 3-dimensional map of a chaotic system. (Chaos, in science, is not randomness but precisely the opposite. It’s a level of order and organization that’s beyond our ability to grasp and comprehend.)Whoever controls the music controls the mood of the room.When the message of that first language of sound – words – contradicts the message of the embedded second language of sound – music – our interpretation of the song will be guided by the music more often than by the words because words encoded in music are not interpreted in the same way as when they arise from silence or come piercing through an ocean of background noise.Words are interpreted in the rational, logical, sequential, deductive reasoning hemisphere of your brain – the left hemisphere* – while complex patterns of pitch, key, tempo, contour, interval and rhythm are interpreted in the pattern-recognition hemisphere of your brain, the non-judgmental right.**The right hemisphere makes no judgments, has no morals and doesn’t know the difference between fact and fiction. This is perhaps why, in the words of Voltaire, “Anything too stupid to be spoken is sung.” The right hemisphere gives us the ability to enjoy fiction books and movies we know to be untrue. The right hemisphere is why we’re happy to bellow song lyrics at the tops of our lungs without needing to understand what we’re singing.These are some of the things you’ll learn in the opening session of the communications workshop we call Magical Worlds.Daniel Whittington was a touring musician for 18 years prior to becoming vice-chancellor at Wizard Academy. After participating in the Magical Worlds workshop a couple of times he said, “Every musician on earth should take this class.” The next day he employed TRIZ principle 13 (Turn it upside-down, do it backwards,) and TRIZ principle 32 (Change the color) as he played a melancholy version of a perky, pop mega-hit from 1980, Celebration by Kool & The Gang. Then he applied a similar set of inversion principles to I Just Want to Celebrate, another big, happy-energy song from Rare Earth, circa 1971.I said, “Let’s do a whole album of those.”Daniel spent the next several months writing music, recruiting talent, and recording that album. And then he shifted into planning, coordinating and delivering the April concert we held in Tuscan Hall on the campus of Wizard Academy.The album is called Bring the Dark. You’re going to be impressed.You can download the studio version of the album and then watch the live concert video at DanielWhittington.com. Indiana Beagle is going to show a few highlights from that video in today’s rabbit hole.One of our objectives in this project was to demonstrate the attractive power of highly divergent elements brought into reconciliation through the use of third gravitating bodies. The secret, as every cognoscenti knows, is to add something that absolutely doesn’t belong, and then make it fit perfectly. WHAM! Surprise becomes delight. This is incredibly attractive to the unconscious mind but it often goes undetected by the conscious mind because when a highly divergent element fits, it feels as though it belongs.Here’s an example from the concert: You’re listening to a countrypolitan version of Staying Alive by the BeeGees when you hear the signature harmonica passage from Neil Young’s Heart of Gold and then a rap artist pops in and raps awhile and the whole thing is integrated so seamlessly that it never occurs to you that any of this is unusual in any way.How about Abba’s perky Take a Chance on Me played with drunken Bourbon Street trumpet accents and an agonized Bonnie Raitt-style guitar solo? It doesn’t sound wrong at all.How about Girl From Ipanema, the definitive Bossa Nova song, sung as a male/female call-and-response duet without a Bossa Nova rhythm? You’ll hear it and think it’s always been that way.Highly divergent elements reconciled through the use of a third gravitating body are the unwavering signature of high-interest communication. Ask any Cognoscenti of Magical Worlds.Now enjoy the album and concert video at DanielWhittington.com while we plan another fun album and an even bigger concert for next year.You’re coming, right?Roy H. Williams

A Partial Dictionary of the CognoscentiJune 8, 2015ListenAAngle – the direction from which a writer, speaker, photographer or illustrator approaches their chosen subject. Some angles are more interesting than others.Brandable Chunks – memorable phrases that become associated with a brand.Innovation Model – a proven template that allows you to generate a superior result.Business Topology – a technique used for the discovery of innovation models that have been proven, tested and refined in a business category other than your own.Defining Characteristics – distinctive triggers of identification.Chaos – a level of order and organization that exceeds the capacity of the human mind.Third Gravitating Body – a reliable disruptor of predictability that allows you to gain and hold human attention.Daguerre – an academic style of communication that is accurate, but tedious.Dick and Jane – an unintelligent style of communication that employs predictable clichés.FMI – First Mental Image; the first vivid idea presented in an ad, a speech or a presentation, or the first thing noticed in a work of art.LMI – Last Mental Image; the closing thought in an ad, a speech or a presentation; the final feeling or impression communicated by a work of art.Full Circle – when the Last Mental Image in an ad, a speech or a presentation revisits the First Mental Image. “Going Full Circle” creates an elegant sense of closure.Fractal – a kaleidoscope-like image created as the result of mapping a chaotic system.Frameline Magnetism – an effect that is created when an image is extended – in the imagination – beyond what is revealed.Frank – a style of communication noted for (1) approaching its subject from an interesting angle, (2) brevity and clarity (3) frameline magnetism, (4) a highly restrained use of adjectives. (Named after the photographer Robert Frank.)Frosting – to replace common words and phrases with less common, more colorful ones. (Named after the poet Robert Frost.)Frosted Frank – A style of writing marked by the characteristics of Frank, but with the added color and surprise of Frosting.Free the Beagle! – unleash your intuition! take a chance!Meter – a rhythm constructed from the stressed and unstressed syllables of words. Meter makes language more easily remembered by making it musical.EXAMPLE:And his cohorts were gleaming in purple and gold;And the sheen of their spears was like stars on the sea,Like the leaves of the forest when Summer is green,Like the leaves of the forest when Autumn has blown,For the Angel of Death spread his wings on the blast,And the eyes of the sleepers waxed deadly and chill,And there lay the steed with his nostril all wide,And the foam of his gasping lay white on the turf,And so there lay the rider distorted and grey,And the widows of Ashur are loud in their wail,So I walk by the edge of a lake in my dream.”   – George Gordon, Lord Byronfrom The Destruction of SennacheribMonet – an impressionistic style of communication marked by subjective feelings and opinions rather than objective, clear facts.Neapolitan – a transitionary device that creates a longing for closure.Portal – an auditory or visual trigger that helps a reader, listener or viewer move from one feeling or state of consciousness to another feeling or state of consciousness.Put It Under Water – delete information that is already known to – or can easily be figured out by – the reader, listener or viewer. (Essentially, “putting it under water” is frameline magnetism applied to words, calling upon the imagination to fill in what was left out by the writer, speaker or actor.)Random Entry – a technique used in Chaotic Ad Writing in which a randomly chosen, high impact sentence is used as the opening sentence of an ad.Purple Coffee – red wine that is consumed before noon.Seussing – to create your own words in the manner of Dr. Seuss.Schema – a pre-existing belief system that helps humans organize and interpret their experiences. Your schema allows you to take shortcuts in interpreting information, but it can also cause you to exclude pertinent information when it doesn’t conform to your previously held beliefs.Surprising Broca – to gain attention by introducing something that is new, surprising or different.TLB – Twitchy Little Bastard; a person who is counterproductively anxious for results.Turtles All The Way Down – Extremely very incredibly excellent.Verb Avalanche – a style of writing that slaps the cheek of the imagination and jerks open the eyes of the mind by firing rocket-like verbs to explode in the darkness and brighten the horizon. You leap out of the way of a mental image plummeting toward you only to find that another is hurtling at your face. Adrenaline surging, heart pounding, knees flying, lungs gasping, you’re having a wonderful time.These are just a few of the tools the cognoscenti have at their fingertips to turn backwards into forwards and failure into success.Come to Wizard Academy. We’ll give you these tools, teach you to use them, and then watch with satisfaction as you happily work miracles.When you can work miracles, people smile when they see you.And then they give you money.Roy H. Williams

The left side of your brain wants perfect symmetry, but in the words of Francis Bacon 400 years ago,There is no excellent beauty that hath not some strangeness in the proportion.”In chaos theory, this “strangeness in the proportion” is called the strange attractor and it triggers a level of organization so vast the human mind cannot contain it. (Chaos, in science, does not mean randomness but precisely the opposite.)Perfect symmetry is predictable. Consequently, it has no style.Randomness never resolves into meaning. Consequently, it makes no statement.Beauty – meaningful style – is essentially off-balance symmetry: something is wrong, but somehow it fits.Flaws, mistakes, anomalies, gaps and disturbances are the essential elements of style.Look for a moment at the image at the top of this page. There are several things wrong with it, but each of these is unconsciously – or consciously – reconciled in your mind.These are a few of the wrong or off-balance things:1. The upper left triangle is slightly higher than the one on the right.2. The capital letter A in Academy lacks a crossbar. It also drops slightly below the line of the other letters.3. The left leg of the W in wizard is too long.4. There is a single star in the sky.But then your mind begins to see how these mistakes fit a bigger pattern.1. The negative space between the triangles forms an implied W whose left leg is slightly longer than the one on the right, a perfect echo of the W in wizard.2. The center peak of this negative space W is also the top of the letter A, whose legs extend in the imagination to a point slightly below the line on which the W sits. This echos the placement of the A in Academy.3. The missing crossbar in the letter A prompts you to see how it echos the implied A in the negative space. (If the A in Academy had a crossbar, we would need to see that crossbar as a black line running through the middle of the lower white triangle.) Consequently, we see in our minds a black W A implied by the triangles.4. In the minds of the cognoscenti of the Magical Worlds Communications Workshop, the three out-of-balance triangles immediately imply “third gravitating bodies,” our trigger for chaos. The fact that the cognoscenti will notice this immediately when other people don’t will be something of a secret handshake among them.5. The three triangles are arranged in the classic position of the three wise men (wise-ards) who followed a star to Bethlehem 2000 years ago.6. This star also recalls our hero Don Quixote who sings the anthem of Wizard Academy,This is my quest: to follow that star,no matter how hopeless, no matter how far…”– The Impossible Dream, from Man of La ManchaThe three images of Indiana Beagle aren’t part of the Wizard Academy logo. Indy is the mascot of the Monday Morning Memo and is not an official icon of the Academy. He just dressed up as Goals, Frank-sent-this and Mirth to help illustrate the “wise men” connection.If you’ve ever attended a class at Wizard Academy, you understand. The crown and the rose represent the goals you bring with you. The cowboy hat and the sword represent the marvelous things you receive from your fellow students during mealtimes, at breaks, and in the evenings after classes. The propeller beanie represents the quirky nerd science and humor that is part of every class.*I’m sorry if I have explained the obvious. It wasn’t my intention to be tedious. My goal was merely to encourage you not to be afraid of imperfections.Flaws – presented with confidence and restraint – are the essence of style.Be flawed.Have style.Roy H. WilliamsPS – But don’t take a good thing too far. In the words of our audio producer, Dave Nevland, “There’s a fine line between ‘lack of skill’ and ‘personal style.’” Competence is important. Restraint is the key.

I’ve met people who say absolute truth does not exist, that all truth is subjective and exists like beauty in the eye of the beholder.I believe those people are sadly misguided.Absolute truth absolutely exists. If you don’t believe me, just ask me again because I am absolutely certain.But we’re not talking about absolute truth today.We’re talking about his very beautiful sister, personal truth.Can you share your perceptions with someone else?Can you cause them to feel a little of what you feel?Can you make them see in their mind what you see in yours?Do you have a contagious sort of confidence?Congratulations. You are an artist, a persuader.Every artist is a salesman and every salesman is an artist.*The left hemispheres of our brains are wired for empirical, scientific, objective reality: absolute truth.The right hemispheres of our brains are sponges thirsty for impressions, symbols, metaphors, connections and patterns. These patterns can be auditory, visual or behavioral.Auditory patterns are called music.Visual patterns are called art.Behavioral patterns are called personality.The more complex the pattern, the deeper the beauty.The goal of every artist – no matter their field of art – is to give us a glimpse of personal truth, the beautiful sister of absolute truth.Personal Truth is also known as Perceptual Reality and like Don Quixote’s Dulcinea, she lives in your heart and mind. Jory MacKay calls her “referential meaning.”Embodied meaning is intrinsic—it’s inherently inside something and doesn’t rely on our emotions or experiences to have meaning. Referential meaning is dependent on the network of associations activated when we are exposed to the stimulus. In other words, we create meaning through what we think of when we see it.”A persuasive message – an advertisement – can be crafted from the absolute truth of facts or the personal truth of values and the self-image we see reflected in them.I once knew an attorney who put it this way:When the facts are on your side, argue the facts. When the truth is on your side, argue the truth. When the law is on your side, argue the law. When in trouble, when in doubt, run in circles, scream and shout.”In other words, when the facts are not on your side, appeal to self image, personal truth, subjective reality: values.Last week, Indiana Beagle asked for your opinion of six different images of himself. You could give each logo from one to five stars and add comments, if you wished. What strong opinions you have about him! Reading those comments, Indy was delighted. I’ve known Indiana Beagle for many years but I had never before seen him prance.Each of the six logos had its advocates who proclaimed it to be the obvious only choice, and each of the six had its detractors who said it was a criminal mischaracterization.Each of you sees Indy differently because each of you brings a different set of values to the party. Indy is merely a trigger. “Referential meaning is dependent on the network of associations activated when we are exposed to the stimulus. In other words, we create meaning through what we think of when we see it.”John Steinbeck said the same thing was true in storytelling.A story has as many versions as it has readers. Everyone takes what he wants or can from it and thus changes it to his measure.”Speaking to values instead of facts is one of the more complex methods of indirect targeting in ad writing. We’ll reveal all the simpler methods in August when the Wizard of Ads Partners unveils their new 1-day seminar on Indirect Targeting.It may even become a class at Wizard Academy.Interested? Shoot Andrew@WizardOfAds.com an email and he’ll keep you updated.One last thing: our plan all along was to purchase all the logos from all the artists and rotate them with every visit to MondayMorningMemo.com.Indy is exactly like you: he is much too big to be contained in a single image.Roy H. Williams