SMI INFO LETTER 869

To: All Missions Holders

and Staff
Info: All SMI Cont Office
All Org FCSes & PESes
URGENT!
22 April 1997
VOLUME PROMOTION &OUTFLOW IS THE KEY TO YOUR
PROSPERITY!
"THE SIZE NOT THE QUALITY OF AN ORG'S
MAILING LIST AND THE NUMBER OF MAILINGS AND
LETTERS TO IT DETERMINES THE GROSS INCOME OF
AN ORG."--LRH (HCO PL 30 July 1968, GROSS
INCOME SENIOR DATUM)
With a Golden Age of Tech trained Supervisor or Auditor in your
Mission, there is absolutely no reason why you shouldn't be contacting
your public and getting them in to receive 100% Standard Tech!
Moving public onto and up The Bridge is the role of Missions and to
help you do this, the following Info Letter gives you some tips on how
to fulfill your role much more easily and successfully!
The answer to making this happen is nowhere better summed up than
in HCO PL 7 March 1964, DIRECTOR OF ENROLLMENT, THE LETTER REGISTRAR,
ADMINISTRATION:
"The lesson has been learned in Scientology orgs, and proven
many times in exact studies, that regardless of promotion quality in
Scientology, a high volume of outflow is vital to return any inflow. So
regardless of the promotion, high volume of outflow must be maintained.
There is no arguing with this datum. If you want activity and income,
you must have a high volume of outflow. And the point of what is said
does not enter that datum at all at all."--LRH
If you take a look at your Bodies in the Shop graph and then take a
look at the size of your CF and wonder why they are not they same, then
I think you'll agree that you are not reaching ALL the public that you
could be. And that immediately becomes a big resource for you and opens
the door to handling!
And the handling is exactly as LRH stated in HCO PL 9 April 1960,
OUTFLOW, and I quote:
"The quantity of outflow of personal letters on a national basis
determines the number of people who come in for training and processing.
"The quality of the letter, so long as it's personal, has only
some bearing on it. The quantity of personal letters determines the
inflow.
"Letters written over four years to one prospect without response
in innumerable cases has resulted in the person turning up to be trained
or processed.
"This means that if you want students and pes you will have to
write lots of letters. You must go through your CF over and over,
regardless of response."
Unpublished work: 1997 SMI. All Rights Reserved.
8MI INFO LETTER 869 - 2 -
D
It is also extremely important to concentrate concurrently on your
VOLUME promotion to' new public.
LRH stated in HCO PL 17 November 1965, THE BASIC PRINCIPLES OF
PROMOTION:
"... promote until the floors cave in because of the number of
people--and don't even take notice of that, just keep promoting."
There are numerous ways you can increase your promotion to new
public, such as placing ads in newspapers, doing radio shows,
coordinating with your Publications Org and getting TV commercials
on Dianetics, inserting an OCA in every book you sell to new public,
and more. I have, in fact, listed out below, several different ways
you can increase your promotional actions to both your CF and raw
public. Use them and watch your public inflow soar!
WAYS TO INCREASE PROMOTION & OUTFLOW
* Set aside money weekly for promotion. (Ref: HCO PL 4 August
1983R, FINANCIAL PLANNING PROGRAM NO.1)
* Send BMO and letter mailings to CF every week. Use staff all
hands if needed to make this happen. Remember, your future public
and GI is at stake. (Refs: HCO PL 30 July 1968, GROSS INCOME SENIOR
DATUM and HCO PL 9 April 1960, OUTFLOW)
* Set letter quotas for each staff member in the Mission at the
start of the week and ensure their seniors follow up each day
to make sure they are on target to make it. (Ref: HCO PL 8
Feb 1972R, TARGETING OF DIVISIONAL STATISTICS AND QUOTAS)
* Inform all Auditors per HCO PL 9 April 1960, OUTFLOW, that
they must take an hour a day to write letters to CF.
* Set the letter quota for all your registrars at 100 letters
out each week and insist that each registrar make the quota.
(Ref: SEC ED NO.2, REGISTRAR HAT)
* Send a newsletter to your FSMs twice a month and tell them
what is successful and what is not and get them activated
to select public into the Mission. (Ref: LRH ED 49RA Int,
ORGANIZATION PROGRAM NO.1)
* Send out a monthly calendar of events. This can include the
lectures for that week, seminars, workshops, open houses, FSM
meetings, when course time is, etc. (Ref: HCO PL 11 November
69 III, MISSION PROMOTION MUSTS)
* Get your Promo Ilc (or PES) to gather up all the promo the
Mission has and sort it out so that you know how much you
have of each type.
* Call an all hands of staff and FSMs and divide them up
into teams. Send them out to distribute the promo at local
shopping malls, high traffic streets, door-to-door, train
stations, bus stations, airports, concerts, sports arenas,
etc. Make it a game and exciting and reward the TOP
producers!
* Get all staff writing letters and include your FSMs to increase
the Mission's outflow to your CF. Insert book promo and other
promotion on the services the Mission offers.
* Execute the promotional targets in "Section D--DIANETICS
WORKSHOPS LINE" of your MISSION SPEARHEAD PLANETARY CLEARING
PROGRAM.
* Place Ads in your local newspaper to promote the mission's
calendar of events, LRH Books, Life Improvement Courses,
your Dianetics Workshops, OCAs as mentioned above, etc.
* Call up a local newspaper outlet and find out how much it
costs to get inserts into the newspaper and do this.
SMI INFO LETTER 869
- 3 -
* Rent a mailing list and send out promotion to these lists.
There are companies that specially rent out lists in all
types of categories. One can rent a list and send out
promotion to it.
* Look around your city for any trade fairs and exhibitions
and arrange to have a display from your mission at these.
You could display LRH books and hand film tickets and/or
book promotion out to the public.
* Purchase the special Laser Disc System made for Missions to
show the film Orientation and start broadly distributing the
film tickets in letters, handouts on the street, placing an ad
in the newspaper, etc. This is a sure fire route to volume
public inflow, book sales and first service startst
The stable datum is this:
"The basic principle of promotion is to drive in more business
than can be driven off by a service unit or mistakes can waste. This
applies to any promotion anywhere."--LRH (HCO PL 17 November 1965,
THE BASIC PRINCIPLES OF PROMOTION)
IMPORTANT NOTICE
SMI is very interested in YOUR SUCCESSFUL actions!
Send these in and we will use them to feature your on-policy
successful actions on various subjects so that other Missions can
benefit from these too. For any successful actions that are sent in to
SMI and published in a SMI publication, that Mission and Mission staff
member will receive a very special commendation from SMI International
for helping to further the expansion of the Mission Network and clearing
the planet.
"Send a steady flow of information and data on your successful
and unsuccessful actions in every area of your mission, such as public
inflow, recruitment, delivery or getting in the stages of expansion to
your 8MI Continental Office so this can be used to assist your mission
in its expansion." (IMEC ED 2108, STRATEGY FOR MISSIONS)
MISSION CONSULTANCY CHIEF
8MI INTERNATIONAL
Authorized by
AVC FLAG LIAISON OFFICE
for
SCIENTOLOGY MISSIONS
INTERNATIONAL
SMI:AVCFLO:MM:sak
Grateful acknowledgment is made to L. Ron Hubbard Library for permission
to reproduce selections from the copyrighted works of L. Ron Hubbard.
The Scientology Missions International Logo, OCA, LRH, HCO, STANDARD
TECH, LIFE IMPROVEMENT, THE BRIDGE, SCIENTOLOGY, DIANETICS and FLAG are
trademarks and service marks owned by Religious Technology Center and
are used with its permission. Printed in U.S.A.
RON LETTERS AND JOURNALS PR PROJECT
PROJECT INFORMATION:
In seeking to bring others to the truth contained
in LRH tech, you will find RON LETTERS AND JOURNALS:
Early Years of Adventure an invaluable tool. This is
the first in a series of supplemental publications to
the RON Series that straightwire directly to the world
of L. Ron Hubbard as he viewed and lived it
personally.
Today, sets of RON LETTERS AND JOTJRNALS and
RON THE ADVENTURER/EXPLORER: Daring Deeds and
Unknown Realms are immediately available to you via
your Continental LRH Personal Public Relations Office.
This project will guide you to getting these packages
used in your visits and presentations to opinion
leaders.
PROJECT PURPOSE:
TO CREATE HIGH VOLUME PROFITABLE IMAGES OF LRH
AND HIS WORKS BY GETTING RON LETTERS AND JOURNALS
AND RON THE ADVENTURER/EXPLORER INTO THE HANDS OF
SOCIETY'S OPINION LEADERS AND PUBLICIZED THROUGH THE
MEDIA.
PROJECT TARGETS:
1. If you have not already done so, read RON
LETTERS AND JOURNALS: Early Years of Adventure and
RON THE ADVENTURER/EXPLORER: Daring Deeds and
Unknown Realms.
2. While reading these issues of RON, make notes
of the sections in the mag that would be most
appropriate to get out to the following publics:
a) Media b} Opinion leaders
-2-
3. In a local library locate the newspapers and
radio stations in your area and get their addresses,
telephone numbers and, where possible, the names of
contacts that will cover the RON LETTERS AND
JOURNALS story.
4 . Take the quotes from RON LETTERS AND
JOURNALS enclosed with this HOTLINE.
5. Fax.or mail the first of your six LRH quotes
from RON LETTERS AND JOURNALS, along with a
professionally-written cover letter and the press
release attached, IIRON: LETTERS AND JOURNALS - A
PERSONAL VIEW OF L. RON HUBBARD" to your local
newspapers, requesting that it get published on the
paper's editorial page or wherever they customarily
quote public figures and opinion leaders.
6. Follow up by phone to ensure this was
received by the proper editorial decision maker, and
get it run in each significant newspaper in your area.
7. Follow up and get confirmation of all
newspapers printing the quotes and/or article. Get
copies and send them to your LRH Personal PRO Cant.
8. Using the same quotes, call your local radio
station and ask for the Public Service Director or the
correct station staff who handles public service
announcements.
9. Tell this person that you have a public
service announcement (which is usually between 30
seconds and a minute) that you would like them to read
on the air as a "thought for the day from
author/adventurer L. Ron Hubbard. n Ask him/her for A)
the format they would prefer to receive these in
(printed/recorded, fax'd/mailed, individually/all at
once, etc.), B) and how they would be presenting it on
air.
10. Repeat this step for each radio station in
your area.
11. Based on your corom cycles with each station,
provide them either a written or taped public service
announcement that uses the quote and LRH's name.
12. Follow up by phone to get each of these
stations to air your public service announcement, and
confirm that (and when) they are doing so. Report
details to your Continental LRH Personal Public
Relations Officer.
-3-
13. Conditional: If any of these radio stations
have a talk show that you could get onto, contact the
person who books guests for the show and request to be
interviewed regarding subjects covered in RON LETTERS
AND JOURNALS and RON THE ADVENTURER/EXPLORER.
(NOTE: You may be asked to provide sample questions
and if so, get with your Continental LRH Personal
Public Relations Officer to create such questions,
based on the data you get from your radio station comm
line, and send these questions in to the station with
a cover letter.)
14. Follow up with the station and do your radio
interview, using your issues of RON LETTERS AND
JOURNALS and RON THE ADVENTURER/EXPLORER to get
your message across when needed. Ideally you give out
a phone number of your local org or mission so people
can call for more information on LRH. You can also
give the Internet address, which is
"http://www.lronhubbard.org.''
PROJECT COMMUNICATION:
Report on your products and actions to the LRH
PPRO office in your area. They can answer any
questions you may have, drill you if needed and
provide you with any materials you may need. You can
also contact the DSA (Director of Special Affairs) in
your local org or other local staff PRs for
assistance.
FOR MORE INFORMATION
CONTACT:
FOR IMMEDIATE RELEASE
RON: LETTERS AND JOURNALS --
A PERSONAL VIEW OF L. RON HUBBARD
In celebration of author/humanitarian L. Ron Hubbard's
birthday this year, a collection of his private papers from
1926 through 1940 entitled RON: Letters and Journals, were
made public by Bridge Publications in Los Angeles.
Perhaps there is no better way to begin an understanding
of L. Ron Hubbard, the founder of Scientology -- the only major
world religion founded in the twentieth century -- than through
the pages of his previously unpublished early letters and
journals. This new publication, the first in a series drawn
from his personal letters and diaries, reveals the world of
L. Ron Hubbard as he viewed and lived it personally.
seventy years ago, at age 16, he emerged from the attic
of "Old Brick
l1
, his grandfather's house in Helena, Montana,
with an old family ledger. But in dusting it off and opening
it back up, his farthest notion was to revive it as the
family's balance sheet.
This register would soon be transformed into
-2-
untraditional accounting, a journal filled with the
adventures and discoveries of his youth. Here was his
historic union of real-life adventure and his vivid,
fascinating documentation of it.
There would be more to follow: other diaries, letters
and journals -- more than 100,000 pages of such, in fact.
Throughout RON: Letters and Journals are his first-hand
reports and commentaries on journeys he made from the
still-teething American West to su.ltry South Pacific jungles,
to the tumultuous Orient, through the Panama Canal to
Washington, DC and ultimately the Caribbean.
Through Mr. Hubbard's hundreds of books and
publications, one discovers the results of his lifetime of
discovery. But RON: Letters and Journals ventures to a
world before and behind those conclusions. His personal
archives are opened up so one and all can see what he saw,
when he saw it, where and how he saw it.
nOh, the anguish, the depression, the tragedy of youth!"
he writes of this period. ItI had lots to write about and in
Puget Sound, at sea, in Washington, DC, in Helena, in Guam, I
scribbled away. I wrote in a vein of outraged despair, wrote
of Life and dreams and emotions and adventure. II
-3-
These dreams, emotions and adventures are all captured
not only in the printed word but also through photographs he
took during this period, as well as in his
never-before-published diary entries and letters to family
and friends. Page by page, RON: Letters and Journals makes
it clear: the young L. Ron Hubbard long knew the course that
lay ahead of him.
Evidence this commentary in the closing days of his 1933
mineralogical expedition to Puerto Rico:
URight now I'm believing that the fates have been foiled
in their design to make a certain redhead settle down like a
nice boy and become as standard as the next-door neighbor!
There's nothing but work in this world. Nothing but work and
grief and routine! Oh yeah? Well, I'm just young enough to
call the guy that says that a damn liar. Maybe the sad truth
will come to us in the end, but think what a fine time we're
going to have finding that truth out!n
L. Ron Hubbard is not an easy man to categorize, and
certainly does not fit popular misconceptions of a religious
founder as an aloof and contemplative figure. The pages of
this new publication provide an intimate portrait of a man
whose life has touched millions the world over, one of the
most important authors and humanitarians in living memory.
000
8MI INFO LETTER 868
To: Mission Holders/EDs
Mission Staff Notice Boards
All Org PESes
Info: SMI Conts
l
@
12 April 1997
MISSION NETWORK SUCCESSFUL ACTIONS
WINS ON MOVING UP THE STAGES OF EXPANSION
The Stages of Expansion programs for missions were designed for
EXPANSION and these steps are based off of proven successful actions
from Missions in the network that are expanding.
They factually are mission builders and when you complete a
Stage of Expansion, you know you have moved that much closer to
creating a stable and STANDARD Mission.
Missions are winning on getting through the Stages
If you wondered how to establish your mission to get it
you originally postulated when you first opened up your
Stages of Expansion steps are something you should do.
complete a Stage of Expansion, start immediately on the
of Expansion.
built up just
mission, then
And, once you
next Stage!
like
the
The Mission Holder Copenhagen City, recent Stage III completion
and also an upcoming Stage IV completion, had the following to say:
"In the last 9 months, we have been working on our Stages of
Expansion. In the beginning of September 1996, we were approved on
Stage II and made the decision to complete Stage III. We needed to
overcome barriers, such as becoming solvent and recruiting a Bookstore
Officer. But we just set up a reserve account and set aside 5% of the
Gross Income every week no matter what. Suddenly, we were in business
again! A very new public was recruited and put on post as the Bookstore
Officer and we immediately sent him to the BSO conference at AOSH EU.
He is now starting to be a real asset for the Mission--despite lack of
training or auditing.
"I have seen the rudiments go in, in the Mission. For me,
personally, it was a great win to put in a model Treasury--something we
never had. When the points are in, you have attention free to expand on
standard tech and admin to handle the flow. So now, I concentrate on
expansion and the Birthday Game and do everything a bit better all the
time and keep my group on-purpose and give them wins as staff so we can
create effects in our surroundings." MH COPENHAGEN CITY
A new Mission recently opened up in the Canary Islands and they are
expanding at a rapid rate and completed their Stage One:
"The very best win that we had on completing Stage One was that we
had a student who studied the condition formulas in a Life Improvement
Course and she had a lot of wins with it. She has a business in
Fuerteventura Island (near Las Palmas) and before the course, she was
effect and after the course, she felt much more at cause in handling
her business and it is improving every day.
"Another win is concerning the book sales. The successful way we
found is selling books by phone. This is working very well; we give
basic information about Dianetics and then close the person to buy the
books and then we go to deliver the books to the person.
"Now we also have a supervisor back from Saint Hill who applies the
tech 100% standardly!" ED LAS PALMAS--(Canary Islands)
And another new Mission from Troitsk (Russia), had the following
to say about completion of Stage One:
"From Stage One, I became more certain, had greater intentions and
a feeling that I need to do all this, that all this is interrelated and
moves toward the same purpose. By fulfilling the points of Stage One,
Unpublished work: 1997 SMI. All Rights Reserved.
SMI INFO LTR 868
- 2 -
we controlled our stats and our production increased. The Stage One was
very real for us because it was aligned to our purposes; it helped us
and activated our capabilities." MH Troitsk
The Mission Holder of Pavlodar Mission in Kazahstan wrote in with
his success:
"1 got the concept of the whole org doing the Stage Two steps.
This resulted in order going in; each staff member wearing his own hat;
it became easier to work, there is no confusion anymore. Getting the
Treasury points in allowed us to handle big debts we had at the end of
1996 and now our cash/bills gap is $1,000 which is very good for us.
We can buy and sell lots of books and the control of money became
tougher and we started to make some income while before we had been
spending a big part of the income to pay rent.
"1 am calm and certain now and I know that no big troubles can
happen to us. We plan to train 2 more supervisors. Our stats are
raising!" ED Pavlodar Mission
This is the start of a new Quarter in the Birthday Game--make this
your BEST year ever and move through the Stages of Expansion.
BIRTHDAY GAME BONUS POINTS
Remember--when you complete a Stage of Expansion and your CSW is
approved by SMI International, you will get the following Birthday Game
bonus points per SMI INT ED 1240, THE NEW MISSION BIRTHDAY GAME 1997/98:
Stage One completion
Stage Two completion
Stage Three completion
Stage Four completion
(RTC Minimum Standards)
10 bonus points
10 bonus points
20 bonus points
30 bonus points
The below steps will help you to complete your next Stage of
Expansion:
a) Make the DECISION to complete the Stage you are currently on
and move up through the next Stage.
b) Set a target date to complete and brief your staff at your next
Staff Meeting on this. Brief them on what actions need to be done in
order to complete so that the staff align their actions with this.
c) Write a mini program on what you will do to get the points in
that you still need to complete. Name it exactly so it is DOABLE for
you and will get done. Refer to HCO PL 9 Jan. 1980, Exec Series 20,
DEPARTMENTAL MINI PROGRAMS: THE KEY TO ACHIEVEMENT (Management Series
Volume 2, page 279) on how to write a mini program.
d) Send in a compliance report to your SMI Cont Office for any of
the individual stage steps you complete so that these can be acknowledged
as you go along.
e) Complete each of the targets that you worked out in your mini
program and move up to your next Stage of Expansion!
Each time you complete a Stage of Expansion and move up to a new
level, you are getting closer to becoming a Model Mission--and this is
what we want EVERY mission on the planet to achieve!
"Now, to move up to an effective planet-clearing body, the Mission
Network must 20 times its size as quickly as possible."--LRH (LRH ED
340R INT 1982/83 MISSION BIRTHDAY GAME)
SMI:AVCFLO:AM:sak
TRADEMARK & MINIMUM STANDARDS
ENFORCEMENT OFFICER SMI INT
Authorized by AVC FLAG LIAISON OFFICE
for SCIENTOLOGY MISSIONS
INTERNATIONAL
Grateful acknowledgment is made to L. Ron Hubbard Library for permission
to reproduce a selection from a copyrighted work of L. Ron Hubbard.
Scientology Missions International logo, SCIENTOLOGY, FLAG, HCO, LRH,
LIFE IMPROVEMENT, STANDARD TECH, SAINT HILL and DIANETICS are trademarks
and service marks owned by Religious Technology Center and are used with
its permission. Printed in U.S.A.
13 April 1997
To: Mission Holder/ED
From: Mission Consultancy Chief 8MI Int
QUESTIONNAIRE
RE: USAGE OF PUBLIC FILMS IN YOUR MISSION
Dear Mission Holder/ED,
Please fill in the following questions and send the form back to
SMI International by fastest means.
NAME:
---------------
MISSION:
-------------
POST : _
DATE:
------------
1. Do you have a film room in your mission?
If yes, please attach a rough drawing of how it looks and the
measurements of the room.
If no, please explain why not.
2 . Do you have a Film Projector System from Gold?
If yes, was it recently upgraded?
If not, why not?
3 . Is your projector system operational?
If not, what is wrong?
4. Did you purchase the new laser disc system?
5. Which public films does your mission have? Please list them.
6. Which public film are you using the most?
7. Please list your successful actions in using public films as a
dissemination tool.
Thank you very much.
Much love,
Mike Mason
Mission Consultancy Chief
8MI lnt
Unpublished work: 1997 8MI. All Rights Reserved.
.--.,-.
TPAED 188
EXECUTIVE DIRECTIVE
2 DECEMBER 2004
TO: ALL STAFF ANDFffiLD
BOOM TAMPABAY BOOK SALES PROJECT
Purpose:
To majorly expand Scientology in the Tampa Bay area by selling books in
the correct order ofmagnitude to create straight up vertical expansion!
Primary Targets:
1. Drill the Stress Test Hat from New York and get instantly hatted on
selling books and finding a ruin.
ALL TEAMMEMBERS
2. Each Person is to work out going to New York to ge .hatted on this
program and schedule to do so in the next 2 weeks.
ALL TEAMMEMBERS
Teamlie to oversee
Operating Targets:
1. Get assigned your section ofTampa Bay at the meeting.
ALL TEAM MEMBERS
2. Assign a TeamIIC.
ALL TEAMMEMBERS
3. Give your team a name and announce it to the rest ofthe book selling
teamS!
ALL TEAM.;MEMBERS
4. Quickly org board your team with the following hats (Note: no matter
what hat you wear in this you are also a book seller):
A. Surveyor(s) (To fmd areas ofhigh body traffic).
B.Logistics (including booth set up and books).
C. PR (To handle any safe pointing actions as needed).
TEAMI/C
s. Survey to find high body traffic areas in your zone and make a schedule
ofwhere. you are going for the next two weeks (note the booth is to be out
and functioning every day, so fill each day).
C 2004 CSTPA.AlI Rights Reserved.
SURVEYOR
6. Schedule out the personnel so that the booth is manned each day for the
next two weeks.
TEAMIIC
7. Ensure you have book stocks ofDMSMHby liaising with Bookstore
TampaOrg.
LOGISTICS lie
8. Get the materials they need for a book booth set-up including the
following:
- 2 meters per table
2 Tables (ifyou have only 3 people 1table is fine)
(2'X4' or 3'X6' are preferable)
- Chairs 8 (4 for a single table)
- Red tablecloths (2 per table) Tablecloth needs to be long enough to go
down to the ground on all sides, so storage ofbooks, supplies can be under
the table.
.. 2 invoice books per table
At least 1 'Stress Test Sign' pertable (held up by being inserted ina
Dianetics
e
Kit) Tampa will supply the hard copy 'Stress Test' sign.
Get it laminated and on poster board, it needs to last and be upstat.
Manila envelope with $30.00 change
LOGISTICS lie
8. Work out your daily and weekly targets to win tne LRHns Birthday Book
Sellers Game!
TEAMIIC
9. Sell Books and be a proud member ofthe TEAM that is Clearing Tampa
Bay!!!
ALL TEAMPLAYERS
Public Exec Sec TPA
Approved by
LRHCommTPA
for
Church Of Scientology ofTampa
CSTPA:JB:MS:ms
Scientology and LRH are trademarks and service marks owned by Religious Technology Center and are IJSCd with its permission.
Scientologist is a collective membership mark designatbig membersoftbe aftilialed churches and missions ofScientology. Services
relating to Scientology religious philosophy are delivered throughout the world exclusively by licensees ofthe Church ofScientology.
ln1ernatiooal with the permission ofReligious Technology Center, holder ofDIANETICS and SCIENTOLOGYtrademarks. Printed
in USA
FOR IMMEDIATE RELEASE
FOR MORE INFORMATION
CONTACT:
L. RON HUBBARD WAY
OPENED BY OFFICIALS, CELEBRITIES
IN L.A. CEREMONIES
Los Angeles - L. Ron Hubbard Way, named in honor of the
late author, humanitarian and founder of the Scientology
religion, was formally dedicated recently as Los Angeles'
newest street with festivities climaxed by a ribbon-cutting
ceremony that included Mayor Richard Riordan's Hollywood
representative Chelsea Cochran, City Councilman John
Ferraro, George Grays of the California Governor's office,
and Hollywood stars John Travolta and Kirstie Alley.
The ceremonies, attended by more than seven thousand
people, officially opened L. Ron Hubbard Way (formerly
Berendo Street), linking famed Sunset Boulevard with another
major east-west thoroughfare, Fountain Avenue, to pedestrian
and auto traffic.
The Church of Scientology of Los Angeles, established in
1954, is located along L. Ron Hubbard Way in a
multi-building complex that thousands of Scientologists
attend on a daily basis. The Church has its largest
membership in the world with more than 75,000 parishioners in
-2-
the greater Los Angeles area.
Councilman Ferraro hailed the new street as a model of
community spirit and street beautification for all
communities in Los Angeles and for cities throughout the
country. The Council president also presented an official
congratulations commemorating the opening of L. Ron Hubbard
Way to Rev. Heber Jentzsch, president of the Church of
Scientology International.
If The work on this street and its beauty have been
inspired by the Church's founder, author and humanitarian
L. Ron Hubbard. His humanitarian works are contributing
greatly to helping eradicate illiteracy, drug abuse and
criminality in the City of Los Angeles.
The Council president concluded, "Today, I am a friend
of Ron. II
John Travolta, who was one of the many contributors to
the street project, remarked on the dedication that, flL. Ron
Hubbard's works have positively impacted so many lives. Mr.
Hubbard once remarked, IIf things were a little better known and
understood, we would all lead happier lives.' And I think
that pretty much says everything about the man who founded a
religious philosophy based on the raising of awareness - for
real. If
George Grays, originator of the California Mentoring

-3-
Initiative, described the new street as an inspired and proud
example for our youth of what citizens and government can
achieve together.
Grays said of the dedication, I1We formed a model here in
California of one-an-one mentoring and tutoring of children
that is recognized today as the best model in the nation. It
was through this that I had the privilege of witnessing
several of the highly successful social betterment programs
based on L. Ron Hubbard's discoveries, right here in Los
Angeles. If
Chelsea Cochrane of Mayor Riordan's office congratulated
the street opening on behalf of the Mayor. ilL. Ron Hubbard
might truly be called a 'citizen of the world,' and our city
can be counted as one of his homes, as he spent time here
always doing good works and helping others."
In honor of its namesake, the street was re-designed,
landscaped, cleared of all surface utility lines and poles,
and paved with more than 150,000 bricks - the first
brick-lined street created in Los Angeles in 80 years.
Church of Scientology staff and volunteers, working together
with city works and private business, completed the project
in a record eight weeks.
Church of Scientology International President Heber
Jentzsch emphasized that the street embodies the combined
efforts and contributions of city and local community
-4-
leaders, Public Works planners, engineers and workers,
private industry, and hundreds of individuals and thousands
of volunteer hours.
"Mr. Hubbard's stamp upon the city goes far beyond the
stuff of long-remembered stories, II said Rev. Jentzsch. "It
was due to Mr. Hubbard's persistence in solving the causes
of human suffering, of immorality, illiteracy and drug abuse,
that today thousands of LA residents are leading lives
salvaged from the raw deal of our decaying civilization. II
Rev. Jentzsch stressed that, "it is from this city that
Scientology has expanded worldwide like no other religious
movement of the 20th century.
IIln Los Angeles, dozens of city programs supported by
the Church use L. Ron Hubbard's groundbreaking social
betterment technologies. II Rev. Jentzsch said these
prominently include:
* Narconon's drug rehabilitation program which has
resulted in thousands of youth and adults in LA now leading
completely drug-free lives. Narconon's drug prevention
programs have reached a quarter of a million youth in LA
County.
* Criminon LA, where Scientologists are responsible for
the most successful volunteer criminal rehabilitation program
ever conducted in LA Juvenile Hall. Other Criminon projects
have been reforming adult offenders with unprecedented results.
-5-
* Literacy efforts utilizing Mr. Hubbard's study
methods have been used in community projects throughout Los
Angeles. In South Central LA alone, the World Literacy
Crusade has helped hundreds of children and adults achieve
literacy. The Crusade, which began in Los Angeles, has
spawned over 30 projects from Harlem to Memphis, and Toronto
to Sydney.
* Through the broad distribution of Mr. Hubbard's
non-religious moral code The Way To Happiness. hundreds of
former gang members are now patrolling neighborhoods marked
by peace and friendship instead of blood and violence.
000
t -
E X E CUT I V E
CLO EUS ED 370
WDe PUBS
EXEC STRATA
BPI
PDO
FLO
CMO EUS
CLO EUS
EUS CL V ORGS
EUS CC ORGS
EUS MISSIONS
EUS IHELP MEMBERS
EUS WISE MEMBERS
EUS ABLE GROUPS
EUS FSMS
D IRE C T I V E
14 May 1997
NEW POST NON-EXISTENCE
Starr O'Malley
CONTINENTAL PUBS LIAISON OFFICER EUS
I am now posted in the CLO EUS and I represent Bridge
Publications. My sole purpose is to expand all areas of
Scientology across the EUS through high volume sales of LRH
books and materials per HCO PL 28.5.72 BOOM DATA, PUBLICATIONS
BASIC FUNCTIONS where LRH says:
"THE BASIC FUNCTION OF A PUBLICATIONS ORG OR DEPARTMENT
IS TO ADVERTISE AND SELL B-O-O-K-S TO THE PUBLIC AND CF IN ORDER
TO DRIVE BUSINESS IN ON THE ORGAND TO PROVIDE TAPES, TEXTS AND
MATERIALS TO ORGS SO THAT THEY CAN DELIVER." - LRH
My post title is CONTINENTAL PUBLICATIONS LIAISON
OFFICER EASTERN UNITED STATES (CPLO EUS). Per LRH:
"In general, the Cont Pubs Liaison Officer is Pubs
1
representative and does all he can to assist Pubs to raise the
volume of book and material sales from his continent; he is held
directly responsible for the distribution and collection of
books and their adequate sales volume for his continent." - LRH
I am here to assist all Orgs, Missions, WISE Groups,
ABLE Groups, I HELP Members and FSMs with promo, campaigns,
display ideas, sales tips and suggestions. If you are an
outlet, I need you to utilize these and give me your feedback on
their success or any bugs you encounter on your sales.
Please let me know what is needed and wanted from me in
accordance with policy and my post functions.
CPLO EUS
Authorised by
LRH COMM EUS
For the
CHURCH OF SCIENTOLOGY
OF NEW YORK
(C) 1997 CSNY. All rights reserved. Grateful acknowledgement is
made to L. Ron Hubbard Library for permission to reproduce
selections from the copyrighted works of L. Ron Hubbard. LRH,
SCIENTOLOGY and HCO are trademarks and service marks owned by
Religious Technology Center and are used with its permission.
WISE is a trademark and service mark owned by WISE International
and is used with its permission. ABLE is a trademark and service
mark owned by ABLE INTERNATIONAL and is used with its permission.
Printed in the USA.
INTERNATIONAL
MANAGEMENT
BULLETIN No. 304
from CHURCH OF SCIENTOLOGY INTERNATIONAL
Central Authority for DIANETICS and SCIENTOLOGY Activities
(Licensed by Religious Teclmology Center, Holders of the Trademarks
of Dianetics and Scientology)
30 April 1997
To: All Missions
All Class V and CC Orgs
All Sea Org Orgs
Continental Liaison Offices
Flag Liaison Office
STAFF ONLY
Info: Golden Era Productions
* * * * Special Briefing * * * *
EM-l "MAN THE UNFATHOMABLE"
THE KEY TO BOOMING YOUR ORG THROUGH TRAINING
References:
HCO PL 11 Nov. 1981R
HCO PL 10 Nov. 1983
HeO PL 3 Dec. 1964R
LRH ED 258 Int
POLICIES ON FILM USAGE
TR AND EM FILMS, SHOWING OF
BOOMING AN ORO THROUGH
TRAINING
HOW YOU ARE LIMITING THE SIZE
AND INCOME OF YOUR ORG
"A BOOM DEPENDS ON TRAINING."-LRH
(HCO PL 3 Dec. 1964R, BOOMING AN ORG THROUGH TRAINING)
Now is the time for your org to reach the size of old Saint Hill.
It is by making auditors that this will be accomplished.
As of right now the quota for planetary training is ONE MILLION AUDITORS
MADE!
This is big think and this means your org needs 10,000 active auditors, froln Book
One auditors up to Class IV, V and VI.
PURPOSE OF EM-! "MAN THE UNFATHOMABLE"
The LRH Technical Training Films are the visual HCOBs, vital to training auditors.
Unpuhlished work:1'l 1997 CSI. All Rights Reserved.
1MB 304 - 2 -
This LRH written and narrated film is unique amongst the Technical Training
Films. While everyone of LRH' s Technical Training Films conveys specific tech t'c)r
application, this film gives a very broad view of 10,000 years of the history of man on
this planet. This film shows the hUlnan heritage of the efforts to "help" man before
Dianetics and Scientology. This is a real look at the Earth we must salvage.
LRH lays out the purpose of EM-l "Man the UnfathoITIable":
"This film is our chance to sell courses by advising the public \ve no\" sho\v
films on course.
"EM #1 is public. Academy films are student only. We show the film EM #1
to public so they find out \ve sho\v fihns now in academies and sign up.
"This film is going public."- LRH (26 NoveInher 1978)
As can be seen, the purpose of this film is clearly to boom training. Thus. the filnl
must be utilized correctly in every single org to do just that.
EXHIBITING EM-1 "MAN THE UNFATHOMABLE"
The distribution for this film: Class V orgs and above.
The public for this filtn: All public; Scientologists and non-Scientologists alike.
The exhibition of this film has been worked out in detail in order to accomplish its
purpose and get public signed up for training.
You will be showing-this film to public on a weekly and Inonthly hasis.
The weekly showings are tailored for Scientologists, both untrained and formerly
trained, who are then routed onto the new Golden Age of Tech Training Workshop and
signed up for training in the AcadenlY.
You are to set up and deliver the monthly showings of "Man the Unfathomable" to
a large volume of raw public and bookbuyers who are then to be ilTIITIediately routed
onto the new Golden Age of Tech Training Workshop where they can find out about the
Mark Super VII Quantum E-Meter and training in a Scientology Acadelny. They are
then to be signed up for training in the AcadenlY.
These showings, while tailored for these different types of public, do not exclude
either and the public are simply put on the correct routing forms (whether Scientologists
or raw public) which direct them to the correct service.
Your org has been sent a new IMEC PROGRAM ORDER 371, YOUR TRAINING
BOOM MASTER PROGRAM, EM-l, "MAN THE UNFATHOMABLE", which lays
out the steps your org must take to call in, promote and deliver the fihn sho\vings of
'"Man the Unfathomable" to sign public up for training.
Additionally, FOLO Tours Orgs will be road showing this fihll to 111issions.
As can be seen, this film is integral to training auditors and tonns the core of the
ne\v Training Campaign, just launched by Golden Era Productions.
1MB 304 - 3 -
FUTURE TECHNICAL TRAINING FILMS
This film, "Man the Unfathomable", is the beginning of an avalanche of tech filnls
coming your way. After the release of this film, your org will he receiving one LRH
Technical Training Film a month, which will continuously build and increase the interest
i11 training.
SUMMARY
Don't underestimate the power of this film. Used fully and correctly. your org
cannot help but boom and go Saint Hill size.
This film is for your org's use to create a training boom like never seen hefore.
Your org must create hundreds of trained auditors in your area to contri hute to the
overall objective of ONE MILLION AUDITORS made.
If you need assistance, run into any stops at all in using this film, don't hesitate to
immediately telex Audiovisual Exec Int.
Commander Karen Priori
AUDIOVISUAL EXEC INT
Approved by
INT MGMT EXECUTIVE COMMITTEE
WATCHDOG COMMITTEE
Authorized by
AVC INTERNATIONAL
for
CHURCH OF SCIENTOLOGY
INTERNATIONAL
CSI:AVCI:WDC:IMEC:KJP:tn
Grateful acknowledgement is made to L. Ron Hubbard Library for permission to reprouuce Imlll thc clIpyri!!htcd 01 L. Ron
Huhbard. The Scientology Cross. The Church of Scientology International Corporate Symhol, SCIENTOLOGY. D1ANETICS. (iOLDEN ERA
PRODUCTIONS. MARK SUPER VII QUANTUM. SAINT HILL. BOOK ONE. E-METER. HCO allLl LRII arc (radcmark.. and ICC marks
owned by Religious Technology Center and are used with its permission. SCIENTOLOGIST is it collective mcml'll.:rsillp mark dc\i)..!Jlatill)..! Ilh:ll1ha<;
of the affiliated churches and missions of Scientology. Primed in U.S.A.
,
,
February, 1997
liMy Dear Colleagues of High and Secondary Schools,
In 1933, at the age of 23, I graduated from the
Aggregation of Classical Letters [the highest teacher
certification in France]. For 10 years, I was a teacher
in French, Latin and Greek.
I was enthusiastic about my job. I was making my
students enthusiastic. In their words, rectors and
general inspectors would say: "Through his innovations in
his class, Paul Guth has been a pioneer in most education
reforms over the past 20 years."
This passion burned in me even after I left
teaching....
Here are some of the reasons, my dear colleagues,
that move me to tell you: read, read, let be read the
admirable pUblication RON The Humanitarian: Education!
This is an absolute masterpiece. This is the total
masterpiece ever written on education. Hubbard nurtures
supreme ambitions: "Our intent is not to just salvage a
few students. Our intent is to reverse this whole decay
of twentieth-century education. II
Fabulous results! Some British students who hardly
knew how to read and write have seen their reading level
rise by one full year after only 10 hours of teaching
with the methods of Mr. Hubbard.
Ron Hubbard has shown that reading and writing were
not only the "a.e.i.o.u," but were the key to taking part
in this world.
You will be taken with admiration by the depth of
Hubbard's ambitions: "In every man we place the sum of
our own knowledge and thinking power."
The Hubbard method has no limit: LRH solutions
provide for the education of all students on all
subjects.
-2-
Hubbard makes us jump over the barriers that block
studying. First barrier: absence of mass or of the
physical object studied. Second barrier: too steep a
study gradient. Third barrier: when going past a
misunderstood or incorrectly understood word, everything
becomes distinctly blank.
Word clearing, importance of the misunderstood word
in advertising, military, general education. The power
of words. They are not a purely academic and arid
subject. They carry forth the flow of the progressing
civilization.
Hubbard has an optimistic conclusion: "Students are
alive to the possibilities of education and thoroughly
intrigued with their studies."
Luminous general conclusion: "The end and goal of
any society as it addresses the problem of education is
to raise the ability, the initiative and the cultural
level, and with all that the survival level, of that
society. II
My dear colleagues of secondary and high schools,
thank you for having read my letter. I wish you good
luck for reading this masterpiece of Ron Hubbard, which
can help you in your classroom!
With all my friendship,
from your most faithful,
Paul Guth
President of the
Academy of French Provinces
THE FLORIDA SENATE
TalJahassee. Florida 32399-1100
SENATOR CHARUE CRIST
20th District
February 27, 1996
Mr. Fred Harris
1710 Ivar Avenue, Suite 1105
Los Angeles, California 90028-5111
Dear Mr. Harris:
COMMlnEES:
ExecutJve BusIne8s, Ethics and ElectIons,
ChaJnnan
Ways and Means.
SUb. 0 (Crtmlnaf Justice),
Cha1tman
Crlmmal JusIIce
HealthC819
Natural Resources
Rules and Calendar
Ways and Means,
.Sub. E (Rnance and Tex)
SELECTCOMII1TTEE:
SodaI seMcea Reform
Thank you for your recent letter and the accompanying information
regarding Mr. L. Ron HUbbard. It was kind of you to take the time to send
me these items.
I appreciate you providing me with a copy of Mr. Hubbard's book
entitled, "Ethics, Justice and Civilization.n This certainly is a very
interesting and insightful publication, which addresses in detail a number
of important issues that are currently facing our nation. I enjoyed having
the opportunity to review this book, and I hope that you will p l e a s ~ keep in
touch.
Once again, thank you for taking the time to contact me. If I can
ever be of service to you, please feel free to call me. Best wishes, and I
look forward to hearing from you again soon.
C artie Crist
Florida Senator
CC/mjm
REPlVTO:
o 360 Central Avenue, Suite 1210, St. Petersburg, florida 33701 (813) 893-5463
o One Tampa City Center, Suite 1700, Tampa, Florida 33602 (813) 229-2859
o 304 Senate Office Building, Tallahassee, Florida 32399-1100 (904) 487-5075
JAMES A. SCOTT
President
MALCOLM E. BEARD
President Pro Tempore
JOE BROWN
Secretary
WAYNE W. TODD. JR.
SergeantatAnns
"
dventure, I well know, is in the heart,
not in the view. But I find life
unbearable under that concept and so
refuse to recognize what I know."
L. Ron Hubbard
author and humanitarian
8MI INFO LETTER 873
To: All Mission Holders
and Mission EDs
Info: All SMI Cont Offices
11 May 1997
ENSURiNG TECHNiCAL STANDARDS
ARE 100%
"There is one Tech and that is Standard Tech.
"Unfortunately there is other tech around. This other tech is a
liability. Other tech is defined as any tech which is not Standard
Tech.
"Let's start punching thishard."--LRH (HCO PL 31 May 68 I,
SCIENTOLOGY TECHNOLOGY)
The first thing you need to know about maintaining and improving
Technical standards in your mission is that you DO NOT need to be a
trained supervisor or a trained aUditor to inspect the technical
delivery and get outnesses found handled. (Ref: HCO PL 25 Jan. 80,
EXECUTIVE RESPONSIBILITY FOR TECHNICAL EXCELLENCE)
The only thing you need to know is that there is standard tech and
anything other than what LRHhas expressly written regarding technical
application is to be disregarded. It is really that simple.
LRH says in HCOB 25 June 70, cis SERIES 11:
"You're never led by anything into from standard tech.
The only reason it doesn't work is that it hasn't been applied.
"The main question oif a Case Supervisor is:
"WAS IT APPLI:ED?
"If you follow this exactly, you'll never miss."
I'm sure you're asking yourself, "How could I possibly know if it
was applied and how could I possibly know if it was applied standardly?
I'm not trained!"
The answer to this is in HCO PL 25 Jan. 80, Keeping Scientology
Working Series 11, EXECUTIVE RESPONSIBILITY FOR TECHNICAL EXCELLENCE,
where LRH says:
"Technical excellence is not just the concern of technical
personnel. Administrators and executives alike in all orgs and
internationally are responsible for seeing that Scientology is kept
working."
and:
"Whether trained or not, there are many ways in which incorrect
application can be deteoted. Here are just a few ways it can be
done ... "
LRH then goes on to list out 10 simple steps that an executive,
trained or not, can do to ensure technical excellence.
Unpublished work: 1997 8MI. All Rights Reserved.
8MI INFO LTR 873 - 2 -
HOW TO ENSURE TECHNICAL EXCELLENCE
Here are some simple steps that will assist you in doing just
that:
1. Read HCO PL 25 Jan. 80, EXECUTIVE RESPONSIBILITY FOR TECHNICAL
EXCELLENCE. A copy is attached for easy reference.
2. Take the list of 10 points laid out under the section of the PL
entitled "HOW TO ENSURE TECHNICAL EXCELLENCE", and by actual
inspection of each point, mark the ones that are in and the
ones that are out.
3. Take one of the points of "HOW TO ENSURE TECHNICAL EXCELLENCE"
that is out, and get that point in, in, in.
4. Take another point that is out and get that point in, in, in.
And so on, until you've got each point in.
Even when your Golden Age of Tech supervisors and auditors start
delivering you can still do the above actions to guarantee your mission
delivers nothing but standard Scientology: Ron's brand.
There is one other ingredient to achieving 100% standard tech
delivery and that is this:
"TO IMPROVE TECH RESULTS, YOU MUST IMPROVE ADMINISTRATION.
"And I don't mean just writing better in folders."
"ADMINISTRATION oonsist of the formation and handling of the
lines and t e ~ i n a l s involved in production."--LRH (Quote from HCOB
25 Aug. 71, HOW TO GET RESULTS IN AN HGC.
This is why you must also build up your Tech area with more staff,
while doing the steps laid out in HCO PL 25 Jan. 80, EXECUTIVE
RESPONSIBILITY FOR TECHNICAL EXCELLENCE.
The above actions will help you to ensure 100% technical standards
in your mission starting now--even while you get a perfect Supervisor,
Word Clearer and Auditor trained on the Golden Age of Tech.
Do the above and send in your successes and wins at getting in
technical excellence as an administrator.
Here's to making your mission 100% standardl
MISSION CONSULTANCY CHIEF
SMI INTERNATIONAL
Authorized by
AVC FLAG LIAISON OFFICE
for
SCIENTOLOGY MISSIONS
INTERNATIONAL
SMI:AVCFLO:MM:sak
Grateful acknowledgment is made to L. Ron Hubbard Library for permission
to reproduce selections from the copyrighted works of L. Ron Hubbard.
Scientology Missions International logo, SCIENTOLOGY, HCO and FLAG
are trademarks and service marks owned by Religious Technology Center
and are used with its permission. Printed in U.S.A.
HUBBARD COMMUNICATIONS OFFICE
Saint Hill Manor, East Grinstead, Sussex
HCO POLICY LETTER OF 25 JANUARY 1980
Remimeo
All Execs Hats
Tech Hats
Qual Hats
Keeping Scientology Working Series 11
EXECUTIVE RESPONSIBILITY FOR
TECHNICAL EXCELLENCE
Refs:
HCO PL 7 Feb. 65
HCO PL 4 Apr. 72R III
Rev. 21.6.75
HCO PL 16 Nov. 73
KSW Series 1
KEEPING SCIENTOLOGY WORKING
ETHICS AND STUDY TECH
STUDY TECH AND POST
Technical excellence is not just the concern of technical personnel. Admin-
istrators and executives alike in all orgs and internationally are responsible for
seeing that Scientology is kept working.
Having crashing misunderstood words or no technical training does not excuse
any lack of responsibility for ensuring the quality of the technology and may not
be used as a justification in any Committee of Evidence that results from out-tech
having been found in an area.
HOW TO ENSURE TECHNICAL EXCELLENCE
Whether trained or not, there are many ways in which incorrect application
can be detected. Here are just a few ways it can be done, and this is by no means
a complete list:
1. Stamp out all instances of verbal tech.
Ref: HCOB 9 Feb. 79
HCOB 15 Feb. 79
HOW TO DEFEAT VERBAL TECH
VERBAL TECH: PENALTIES
2. Make sure you have an established and efficient Qualifications Division.
Ref: HCO PL 31 July 65 PURPOSES OF THE
QUALIFICATIONS DIVISION
3. Ensure that high-crime checkouts are done and that the log is kept in PT
for inspection by the executives.
Ref: HCO PL 8 Mar. 66 HIGH CRIME
4. Ensure that HCO PL 16 Mar. 71R, Rev. 29.1.75, WHAT IS A COURSE?
and HCO PL 30 Oct. 78, COURSES-THEIR IDEAL SCENE, are in
in in, in the Academy.
c 1991 L. Ron Hubbard Library.
All Rights Reserved.
5. Make sure that sufficient Word Clearers are trained and posted to pick
up the misunderstood words of students, staff and other publics.
Ref: HCO PL 30 Aug. 74R II QUAL STAT CHANGE, A NEW ONE
Rev. 31.12.75
6. Verify that the worksheets in the pc folders are legible.
Ref: HCOB 25 Sept. 74 CIS Series 94
REDUCTION OF REFUNDS
CISes AND OVERLOAD
7. Check the % of FIN VGIs at Examiner.
Ref: HCOB 25 Aug. 71 CIS Series 56
Auditor Admin Series 2
HOW TO GET RESULTS IN AN HGC
Ref: HCOB 21 June 70
8. Check the success stories stat and the actual success stories for their
quality.
CIS Series 9
SUPERFICIAL ACTIONS
(paragraph on "Success")
9. Make sure that HCO PL 4 Apr. 72R III, Rev. 21.6.75, ETHICS AND
STUDY TECH, and HCO PL 16 Nov. 73, STUDY TECH AND POST,
are fully applied in the org.
10. Observe the auditors; do they have a high professional conscience and
are they willing to study, drill and do everything possible to perfect their
tech?
Ref: HCOB 22 Jan. 77 IN-TECH, THE ONLY WAY TO
ACHIEVE IT
An executive or administrator can get all these things checked and handled.
If he does, he will have an org known for its standard application of the technology.
I am asking you to get this policy applied.
Do this for me and you, your staff and your org will flourish and prosper.
L. RON HUBBARD
Founder
Assisted by
CS-5
15 May 1997
BOOMING YOUR BOOKSALES
AND WINNING THE BIRTHDAY GAME!
Do you want to know the secret of the most successful missions on the planet?
What is the common denominator for Buenaventura and Wichita Mission - both
of them being the top two Missions on the planet in the LRH Mission Birthday Game for
the past two years in a row?
What makes them produce a high volume of Birthday Game points?
What is one of their key dissemination actions that produces public influx and
service starts?
Would you like to know what they do?
They do exactly what LRH says for missions to do.
They sell books and they sell them in VOLUMEl
In LRH ED 340R Int, 1982/83 MISSION BIRTHDAY GAME for missions, Ron
said:
"Planetary dissemination on a scale never before seen is what is needed.
"A special Birt.hday Game a\\'ard will be presented to all missions who 100X
their Gross Booksales and Number of Books Sold to Individuals stats during this
Game. Remember the key to doing this is to have single-hatted Bookstore Officers
on post backed up by all book outlets in the mission flat out selling books! If we are
to reach out to the public we must do so through booksales. Books contain the
lifeblood of what you are delivering. We created a boom in 1950 with the release
of Dianetics: The Modern Science of Mental Health and it remains today our best
seller and our most effective dissemination tool. Use your public and your FSMs
to push this vanguard into the society and the planet will be ours in no time! Books
make booms but they have to be sold first. Let's get cracking!"
In order to get your mission filled with public, you must sell books at every
opportunity and include your FSMs and public in the game too! Make them booksellers
Unpublished work: (<) 1997 SMI. All Rights Reserved.
- 2 -
and outlets for your mission. Just ask them and you will see how easy it is to get them
to help!
Do you realize that the first three steps of the Mission Strategy (IMEC ED 2108,
STRATEGY FOR MISSIONS) are all about booksales? Yes, it is THAT important.
So how do the top two Missions on the planet do it?
Well, we had Buenaventura and Wichita Mission send us their successful actions
and we are printing them here so you can use these actions too and get your booksales
rocketing out the roof in YOUR Mission!
Buenaventura Mission:
RAW BOOKSALES STAT
Here's what the Mission I-Iolder Buenaventura had to say about their actions to get
books sold in volume:
"We view selling books to new public as a chief function that we do. It is a
mission-wide activity.
"We have four key ways of selling books in our Inission.
ill. BOOKSALES IN THE STREET:
"We have two people who go out on the street to sell books to new people. They
commonly go to upstat stores in shopping malls.
"The booksellers are always sent out in a team. They approach people they think
they could have ARC for. They introduce themselves as being from the Dianetics Center
and ask if they've ever heard of the book, Dianetics. They then hand the book to the
person and ask if they have any of the things listed on the back. If the public says 'yes',
they know that there is already a reach. The bookseller gets the person to tell him about
it. The bookseller then explains briefly what the reactive mind is and how it applies to
them (from the conversation that has taken place so far).
r
'" - ,) -
"They are then shown that there are only about 40 pages of reading before they
actually get into the doingness of the self-analysis. They are told how to do the tone
scale test and a brief explanation as to what the Chart of Human Evaluation is, using
buttons like: find out about your friends, yourself, etc.
"They then say: 'We are going to show you how this works", and they run a few
questions of the first Self Analysis list on them, the public invariably brighten up and
they say-' see how that works?'
"They elaborate a bit, then the booksellers tell the public that they need these
books, and if the person has mentioned other problems or points of interest, they also
sell them a Scientology Handbook booklet. They will sometimes sell up to 7 or 8 LRH
books to a new public in this way."
"2. STRESS TEST:
"The Mission also does the Stress Test out of The Handbook for Preclears (the
Questions at the end of Chapter 10, THE THIRD ACT of this book). This usually
impinges.
"The first action is to find out what upcoming events are happening at the mall
(shopping center) by phoning them directly and we do this as well with Computer Shows
and Swap Meets. Ask for the nalne and number of the promotion company \vhich is
managing the show. Call them and pay for a space. Give Dianetics as the name of your
booth/organization and ask for the non-profit rate.
"For your set-up, you need three or more tables and chairs so you can form a
horseshoe with them.
"Use Dianetics Book Displays on the tables and/or banners. Remember that you
need to be very visible!
"Put Dianetics and paperbacks in displays and on the tables in piles.
if there are ethnic groups in your area, bring Dianetics in their language to the booth as
well.
"Bring a new Quantum Mark Super VII E-Meter and set it up with two chairs at the
end of one of the tables. Put an upstat sign on an easel. The sign says: 'FREE STRESS
TEST'. The word 'FREE' and 'TEST' are in black, block letters, 'STRESS' is in red
and slanted letters.
"The sign and the E-Meter attracts a lot of people interested in doing a 'Free Stress
Test'. Take the first person and do the following:
"Sit down with the person near the E-Meter. Show him the DianeLics paperback
and, with the cover facing the person, point to Dianetics and say:
"DIANETICS" means "through the mind". It explains ho,"' the lnind works and
what makes people tick. The big discovery of Dianetics is that there is a negative part
of the mind that is made up of all the bad experiences, e.g., physical pain, emotional
pain, deaths, divorces, break-ups, arguments and all such stressful times. This is the
part of the mind that works against you and keeps you from being more successful. It
can also cause lots of aches and pains and illnesses like migraine headaches and high
blood pressure that doctors say come from stress. It also causes bad temper, impatience,
fears, worries, and inhibitions. It keeps you from being more confident and positive.'
- 4-
"You can change this pattern, add on to it or subtract depending on what you
obnose about the person or what he tells you.
"Then tell the person with Tone 40, 'Dianetics tells you what you can do to handle
this. '
"Then point to the E-Meter and say:
"This meter is a very refined and sophisticated instrument. It proves what it says
in the book: all the pain from the past is stored in this negative mind as harmful energy
and it can be detected by this meter. '
"Tell the person, 'Now, hold the cans. Please do not move around or squeeze the
cans or loosen your grip or move your fingers as this will make the needle move. We
are only interested in the thoughts in your mind. '
"Then turn the meter on and adjust the needle to set and tell the person:
'I am going to ask you a few questions. '
"Tell the person that when the needle falls to the right, it shows stress.
"Then ask him, 'What worries you the most?' and have him note the fall. Get him
to tell you what it is he is thinking.
"Simply state that DIANETICS can handle unwanted conditions in his life and sell
him Dianetics and/or the Self Analysis book and make an appointment for him to go to
the mission. You can sign him up for a free workshop lecture, free session or give him
a mail-in OCA depending on the person's reach-but ALWAYS sell him a book first!
"For anyone interested, even if they do not buy the book, get their name, address
and telephone number, so you and/or someone at the mission can follow up in the future
and get him onto service.
"Have signs on the table that say' Sign up for free sessions' and 'Sign up for a free
workshop' with pad, pens and NAME and PHONE NUMBER printed on top of the note
pad or paper.
"If the person says they already have Dianetics, then tell thenl they should buy"Self
Analysis" which came after Dianetics.
"To pull in more people to the booth, smile at people passing by and show them a
book or ask them if they have seen it on TV, etc. Having displays, e.g., "FREE
STRESS TEST" signs, the E-Meter and people already at the booth will pull more in.
"Do it and see your booksales rocket!
"3. SEMINARS:
"We have also implemented regular Scientology Handbook Seminars in businesses
of our public, which include a booklet in the price of the Seminar.
"For example, we had a Seminar on the Tone Scale that was promoted to the public
as well as with fliers in the newspaper and through another direct mailing to new public.
19 people attended this seminar as a result."
- 5 -
"4. FSMs:
"Originally, we drew up a list of likely people to be FSMs. Then we used the LRH
Tip from LRH ED 340R INT, 1982/83 MISSION BIRTI-IDAY GAME and we gave
them their hat, exactly as LRH states to do. We basically get them to take responsibility
for disseminating the tech. "
LRH states:
"I'll give you a tip on how to do it with ease. Make the Game not only yours
and your staff's but include your public too. Get them helping clear their
community. Give them hats. Brush off any reasonable think you run into. Get
them active. Use them. You'll be surprised at the magnitude of the untapped
resources in your field. They just need to be included, given a hat and some
direction." (LRH ED 340R Int, 1982/83 MISSION BIRTHDAY GAME)
The Mission Holder further explained:
"The FSMs are asked to sell books to the people they have been disseminating to.
"In fact, 50% of our missions booksales to new public are done by FSMs alone."
The Mission makes sure their FSMs stay productive by using gaInes & product
officer tech. They have one FSM currently that produces anywhere from five to twenty
books on a given week!
WICHITA
#1 MISSION INTERNATIONALLY!
The affluence started after the PES had just had a great bookselling weekend at a
state fair and got her booksales to new public into a screaming affluence.
She thought, "there must be a way of keeping the booksales going froll1 here on out
and not crash it again next week and. go effect because there is only a state fair once or
twice a year???"
Before the PES knew of Scientology, she used to spend money monthly on books
and thought that other people must do that too, so she started to mock up a book package
with the Scientology Handbook booklets and started calling her own friends and family
to pilot this by selling them a package of books!
She does the complete Dissemination Drill on thenl per HCO PL 23 Oct. 1965,
DISSEMINATION DRILL (OEe Vol 6, page 214) finds their ruin and sells them the
book packages to help them handle it!
Since this was so successful, she has now hatted up her FSMs who are also selling
book packages to their friends and family! And the Mission is now selling over 200 raw
books a week!
The Mission also attends Trade shows and Fairs.
They set up tables with basic books displayed for the public. They set up a table
with a Quantum E-Meter and promote "FREE STRESS TEST" which attracts the public
to come over to the table and find out what itI S all about.
- 6-
The Missions FSMs and staff go out in the crowd contacting the public, asking them
if they would like a Free Stress Test and route them to the display.
Once they have the public there they do the test with the public and the E-Meter and
afterwards sell them books. This is also based off the LRH reference in Handbook for
Preclears as stated earlier.
They show the public the back of the Dianetics book and have them read it and tell
the staff member or FSM which point or points apply to them. Then the staff nlenlber
or FSM shows the public person where that point that the public indicated is covered in
the book but not'letting them, read it fully. This creates interest and a want from the
public to find out what it says and buy the book. (Ref: HCO PL 25 June 1978,
COME-ON DISSEMINATION, Management Series Vol 3, page 185)
The Mission also promotes in volume to get new public in as you can see in their
Dept 6 Promo graph.
Wichita Mission
DEPT6PROMO GRAPH
Their main and most successful promotion is OCAs as the public want to find out
about themselves. They get those public in, do the Dissemination Drill on them and sell
them books.
They also get inserts into small newspapers, university newspapers and local
neighborhood newspapers!
One key action that the Mission staff do as well as their FSMs is drill!
The Mission uses the LRH MATERIALS DRILLS BOOKLET as well as the
STAFF STANDARDS DRILLS BOOKLET and this has helped them in their sales and
contacting the public to get more and more LRH books sold!
They also concentrate on activating their FSMs and apply the LRH tip from LRH
ED 340R Int, 1982/83 MISSION BIRTHDAY GAME as mentioned earlier. They get
their FSMs active and helping the Mission disseminate and sell books to get new public
In.
- 7 -
And as a result of their actions, you can see for yourself in their Raw booksales
graph that they are serious about disseminating and sell iog books!
Wichita Mission
RAW BOOKSALES STAT
"Don't look on books as a sideline. They're your front-line troops. Books,
cassettes, films, meters are a planetwide assault on the reactive mind. No one wants
a reactive mind but a psychologist. So everyone else will be your friend.
"I'm not saying this just because I want books sold. No. I'm saying this
because I want to clear a planet.
"Do you?
"Good! Then market and sell books and use the money to buy more books.
And market and sell those. And you'll be making a real approach to getting people
in for service and clear the planet."-LRH (LRH ED 343 Int, BOOKS STRAIGHT
TALK)
ORIENTA110Nl
The Laser Disc System especially produced for Missions to enable them to show
Orientation is now being sent out to all Missions on the planet who have purchased it.
With Missions getting Orientation and getting it into full use along with the successful
actions above or your own successful actions, there is nothing to stop your Div 6 from
literally BOOMING!
New public seeing the film uniformly purchase books or start a course as a result.
If you look at it from the viewpoint of how you can increase your disselnination
actions, drive more people onto The Bridge and move right into the winners circle in the
Birthday Game, then getting and inlplementing Orientation in your Mission is the action
to take.
- 8-
Plus, it is THE film you want your public to see after you have sold them a book
on the street and invited them into the Mission.
Orientation IS the dissemination breakthrough that standardizes the presentation of
Scientology to every new person that comes onto The Bridge. It is the ultimate
enlightenment film on Scientology. It is the most irnportant film about Scientology ever
released and a film that LRH wanted everyone to see.
SUMMARY
I hope the above successful actions will be of good use to you and will help you
increase YOUR booksales. The key note of course is actually using theIn and
concentrating on getting books sold. If you have a successful line already then ensure
you keep those actions in, in, in. And be sure to send them in for use in another
newsletter!
You and your staff are on the front lines. And you need new public nowing into
your Mission to expand. That is an obvious and well known fact. The best way to bring
that about is to simply sell books and sell them in volume!
LRH states in HCOB 15 Sept. 1959, DISSEMINATION TIPS:
"Books we have learned the hard way must be heavily in circulation or \ve get
nobody in the front door."
So launch a 100X booksales canlpaign in your Mission, use the tools above and
your own successful actions and watch your Mission take offl I look forward to seeing
all of you at the TOP of the Birthday Game standings!
IMPORTANT NOTICE
SMI is very interested in YOU"R successful actions!
Send these in and we will use thenI to feature your on-policy successful actions on
various subjects so that other missions can benefit from these too. For any successful
actions that are sent in to SMI and published in a SMI publication, that Mission and
mission staff member will receive a very special commendation from SMI International
for helping to further the expansion of the Mission Network and clearing the planet.
"Send a steady flow of information and data on your successful and unsuccessful
actions in every area of your mission, such as public inflow, recruitment. delivery or
getting in the stages of expansion to your 8MI Continental Office so this can be used to
assist your mission in its expansion" IMEC ED 2108 STRATEGY FOR MISSIONS.
MISSION CONSULTANCY CHIEF
SMI INTERNATIONAL
Authorized by
AVC FLAG LIAISON OFFICE
for
SCIENTOLOGY MISSIONS
INTERNATIONAL
SMI:AVCFLO:MM:tn
Grateful acknowledgment is made to L. Ron Hubbard Library for permission to reproduce S ~ l c c l i o n s from lhe copyrighted works (If L. Ron
Hubbard. Scientology Missions International logo. MARK SUPER VII QUANTUM. LRH, DJANETICS. SCIENTOLOGY. E-METER. OCA.
HCO. OEC. THE BRIDGE and FLAG are trademarks and service marks owned by Religiolls Technology Center and are lISed with its permission.
SCIENTOLOGIST is a collective membership mark designating members of the affiliated churches and missions of Scientology. Printed ill U.S.A.
/
SEA ORGANIZATION
FLAG INFORMATION LETTER 1278
TO: ALL ORGS
~ ALL MISSIONS
INFO: BRIDGE PUBLICATIONS
NEW ERA PUBLICATIONS
GOLDEN ERA PRODUCTIONS
RON: LETTERS AND JOURNALS
THE DXANETICS LETTERS
Staff Only
Briefing Sheet
8 May 1997
"Declaring that he is tired of turning the other cheek and
remaining the only gentleman in what his detractors have turned
into a public brawl, L. Ron Hubbard, author and founder of the
. new science of mental health, Dianetics, today threw down
the gauntlet by issuing a challenge to the Drs. Menninger
in particular and the psychiatric profession as a whole."
Special--For Release
Feb 12, 1951
"Dianetics Founder Issues
Challenge to Psychiatrists"
Presented for the first time ever in this second supplemental
issue to the Ron Series, Ron: Letters and Journals, The Dianetics
Letters are over 40 of Ron's actual letters of correspondence during
the explosive birth of Dianetics. The letters are accompanied by
annotated notes from the LRH Biographer.
This new issue represents the details of Ron's life and personal
experiences, as he released the "bolt from the blue," and as his
revolutionary discoveries expanded rapidly across the United States
and around the world.
When news of Dianetics first burst upon the nation's newspapers
and radio waves, no one had an inkling of its ultimate command and
impact on a society still fastened by the yoke of psychiatric barbarism.
Yet, its urgency would soon become undeniably evident to the people who
read the revolutionary chapters of Dianetics and were changed forever.
The following briefing sheet and sales patter is for staff and
FSMs. It lays out the details you need to know and understand.
Through full execution of these steps and the accompanying org programs,
you will get this new issue of the Ron Series into the hands of all
Scientologists, new public and external publics to introduce them to
LRH and Dianetics.
Know your publics, your survey data, the message of the campaign
so you can forward it in promotion and, of course, know the sales
patter down cold by drilling it to achieve highest ever sales!
PUBLICS
The publics for this campaign are:
* Scientology staff and public
* Book buyers, i.e., public new to Dianetics
* External non-Scientology publics (reached through PR
mailings & presentations)
SURVEYS
Scientologists
Surveys on what Scientologists feel would be the main benefit for
them personally if they could read LRH's own account of his life and
experiences show:
Unpublished work: 1997 CSI. All Rights Reserved.
FLAG INFO LTR 1278 - 2 -
47% WOULD KNOW HIM ALMOST TO THE POINT OF HAVING BEEN THERE
WITH HIM/DUPLICATE AND UNDERSTAND HIM/INCREASE INSIGHT
INTO LRH AND THE TECH; and,
45% INSPIRATION/HAVING AN EXAMPLE TO FOLLOW/MAKING THINGS GO
RIGHT IN MY OWN LIFE, ACCOMPLISHING MY GOALS.
The ability to learn and apply the tech standardly is considered of
utmost value to the Scientologist, whether he is trained or untrained.
Even the Dianetics book buyer, who has r ~ a l i z e d the power of the tech,
knows it must be applied exactly. Knowing how LRH himself lived and
dealt with life is an essential part of being able to apply the tech
in life exactly as he would.
Surveys also show that only 34% of Scientologists have actually
purchased and personally read one or more of the Ron Series. The
majority of this public have been in Scientology for more than 10
years and have had some auditor training.
Book Buyers
Dianetics book buyers are, for the most part, unfamiliar with
LRH and his life. Thousands upon thousands of Dianetics book buyers
have never been contacted and enlightened on Dianetics and Scientology
as it exists today. They are familiar only with what they have read in
Dianetics Book One. And they are anxious to find out more, to receive
auditing and to audit another.
Surveys show that Dianetics book buyers are interested in knowing
more about LRH. They want to know what it was that motivated him (30%)
-and what happened in his life because of Dianetics (29%). They are
interested in his character and his upbringing.
This new Ron: Letters and Journals issue fulfills this need and
makes it possible for these millions to become a friend of Ron.
This campaign addresses this public with promotion to make the
new Ron mag available to them--the first time ever we've targeted this
public.
With the release of Ron: Letters and Journals, The Dianetics
Letters, we will reach out to untrained Scientologists and book buyers
alike, vastly increasing the number of individual public buying and
reading the magazine.
POSITIONING
The Ron Series is positioned with LRH, thus the positioning is:
THE RON SERIES: IN-DEPTH CHRONICLES OF L. RON HUBBARD'S LIFE
MESSAGE
Read Ron's personal stories, his triumphs and the challenges he
withstood to bring man the only technology capable of eradicating the
problems of the mind and thus bettering the human condition.
WHAT TO DO
Using the successful sales patter covered in 1MB 278, NEW MATERIALS
RELEASE PATTERN, get the following done:
1. Ensure you have plenty of stocks of Ron: Letters and
Journals, The Dianetics Letters in your bookstore for sales
to the public and to put on display.
2. Set a quota for the number of public you will get to attend the
release event. Invite book buyers, public currently on service
and those who have not been on service in some time, to the
event.
3. Get your copy of Ron: Letters and Journals, The Dianetics
Letters and look through it by reading sections.
FLAG INFO LTR 1278
- 3 -
4. Read the promotion sent to your org for this new release.
5. Drill selling the new Ron mag using the sales patter
in this issue until you are able to use it and successfully
sell with it.
6. Ensure your org or mission has big eye-catching displays of
this new release in public areas.
7. Set a target for the number of Ron mags you will sell to
Scientologists for themselves, their friends and families
and to get donations for the library campaign.
8. Make a list of prospects to sell to.
9. Get the sales games from your Pubs Org or CPLO and
run sales competitions.
10. Meet your sales target.
11. Ensure Scientologists who donate the Ron mag for libraries
or specialized groups are commended.
12. Participate in your org or mission's campaign to get the
entire Ron Series, including Ron: Letters and Journals, The
Dianetics Letters, into each public library in your area.
SALES PATTER
1. Get in comm with the person.
2. Tell the person you want to talk to him about the new Ron
magazine, Ron: Letters and Journals. The Dianetics Letters.
3. Show him the Ron mag by opening it and placing it in his hands
and telling him this contains personal materials by LRH and the
original letters from Dianeticists from 1950. Tell him these
have never, ever, ever been released before.
4. Get him to look at the Ron mag and ask him how many copies
he needs.
5. If he says less than 3 copies, tell him we are running an
international "Friends of Ron" campaign to get this Source
data into the hands of all possible publics so they can become
a friend of Ron. Tell him he minimally needs to join the
campaign with Scientologists allover the world and get at
least 3 copies--one for himself, one for a friend and one
for a family member.
6. Once he agrees, give him the price.
7. If he balks, appropriately acknowledge him and ask him
one of the come-on questions attached below.
8. Continue using the come-on questions until he decides to get
the Ron mag.
Do not talk about money. Do not get into the prospect's
objections. Enlighten him about the magazine and let him
view it and use the come-on questions. Use the data in R2-55
from the book The Creation of Human Ability where LRH states:
"The keynote of Importance is simply this: anything which is
important is solid or big... or the more important a person
believes something to be, the more solid he is liable to make
it." Just appropriately acknowledge the prospect's objection
and get right back to enlightenment. If you take up the
objection you'll spend a lot of time handling objections
because they will have now become important.
9. Continue using the come-on questions to enlighten him on
Ron: Letters and Journals, The Dianetics Letters until the
sale is complete.
FLAG INFO LTR 1278
- 4 -
COME-ON QUESTIONS
What was LRH's response to the early attacks by psychiatry?
What was LRH's response to the psychiatric profession and
psychiatric societies in February, 1951?
How did LRH handle an inquiring investigator hired by a legal
firm attempting to rip off Dianetics?
When did LRH actually begin writing the book Dianetics?
What book resulted from a chapter in Excalibur?
Who tried to steal Dianetics and almost succeeded and how did
LRH make sure this did not happen?
What were some of the cases suffering from that LRH audited in
1947 in Hollywood?
What does Dianetics have to do with aging?
What were the very first miracles of Dianetics?
What letters did Ron receive from people allover the nation
who read that first book?
Use the data in this issue to get Ron: Letters and Journals,
The Dianetics Letters sold and distributed in volume.
Cebron Walker
LRH PERS PRO INT
RESEARCH & PLANNING DIR
Authorized by
AVC INTERNATIONAL
for
CHURCH OF SCIENTOLOGY
INTERNATIONAL
CSI:AVCI:CW:tn
SCIENTOLOGY, FLAG, DIANETICS, GOLDEN ERA PRODUCTIONS; LRH and BOOK ONE
are trademarks and service marks owned by Religious Technology Center
and are used with its permission. BRIDGE PUBLICATIONS, INC. is a
registered trademark and service mark in California and it is owned by
Bridge Publications, Inc. NEW ERA is a trademark in Denmark, United
Kingdom, Australia, Japan, France, Germany, Italy, Russia and South
Africa. SCIENTOLOGIST is a collective membership mark designating
members of the affiliated churches and missions of Scientology.
Printed in U.S.A.
ct
SEAORGANIZATION
ORDERS 1-1" 17 May 1997

CUlEUS
r
!
BUS Missions .
NewYork Day
. New York Foundation
ib)i;YMi.ssion
'.
0. \, ....... -,
.....:.... ,
. . .'
., .t
IJ
. J j" ...
' ... :, r,'
. . .
EXECUTIVE COURTOF ETHICS
DISCIPLINARYRECOMMENDATIONS
Mission Border NewJersey Richard Beaty
. ..
An Executive Court ofEthics has been held on Richard'!:Jeaty who is the mission'holder
ofthe_ Mission.
. ; ..';.'"
" ' , held at 10:30 p.ilt'. on 'Wednesday, May 14th.at the COntinental Liaison
Offices ofthe Eastern United States. Mr. Beaty was notifiednfthis, bOth vetbilly andin writing
but he at lpre,cribed time. He further did not even have the courtesyto contact
the Heariltg'Omcer concerning'his unwillingness to cooperattfWitbthis tribunal.
Per HCO PL 26 May-1965 Issue;m; ETH,CS COURTS:OF ETHICS. "
CIA Court ofBthlcs or Execlltive;Court ofEtbics is not afact-finding court.
", '1" "
_ is solely. on and known evidence."
... ', .; . :''': " '. ," -.: "". ,.' ".:
Statistically the NewJersey Mission is not doing well. Stats specifically reviewed were
Students and PCs to Orss. Value of Service Delivered and Cash vs. Bills which are all inan
emergencytrend. '
Following are the offenses that Mr. Beaty has been charged with. Some' ofthese are
;.. _.nppnally but they were reclassed as crimes by the Convening
.. PL 7 March 1965RAIssue mOFFENSES':ANDPENALTIES.
these ciiarges be, is guilty:
1. Noncompliance.
Bven a cursory inspection reveals he is in noncompliance collceming two key cycles;
Copyright C 1997 CSNY. All Rights Reserved
' .. 0 .'
a) The CO SMI BUS has orderep Mr. Beaty to report to the FSO to receive a
confessional which he has refused to do. His.queries to not do this have repeated1ybeen":
disapproved. The application ofConfessional Technology is not destructive. It should be
recopized that beina ordered to receive a confessional is only done with full deliberation' of
circumstances. It is infact a grievous matter when management is required to issue such orders
and must not be treated with acavalier attitude. "
b) The underlying reason for his being ordered to receive the cOnfession was his
covert refusal to implement the Scientology Intemational Golden Age ofTech strategy as
covered in Inspector General Network Bulletin No.22 ANEWGOLDEN AGE OF TECB.
Putting in the steps ofthis Bulletin will ,auditors, his mission rapidly become Golden
Age ofTech Auditors. ' . ' " ' .
2. Knowing and repeated'departutes from standard technology, instructional procedures
or policy.
a) Mr. Beaty has repeatedly departed from standard technology ofthe Golden
,ofTech bynot emorcing its use." -c;'
b) He has hired an Ex-Sea Org Member to audit at his mission. This is a clear
violation ofHCQPL. 12, October 67 Issue nSEA ORGRESIGNA1J:0NS, ,"List such personnel
a.s ll'Sign,as NOT TO BEEMPLOYED.'" ,.:::' ; "."r ; :;('
, '
c) Mr. Beaty himself has not yet done his Solo NOTs Certainty Course.
3. Refusing.auditing wheli'ordered by it higher authority.
TheCO,SMI BUS ordered Mr. Beaty to receive confessional auditing. He
refused.
4. Failure to acknowledge, relay or comply with a direct and legal order ,from-an
executive staffmember. . ' ",.
As covered above.
"
'.
s. '
.'.
.', ,".
When the FBO NY Day asked the Mission Holder NlMiuion to have the mission
contribute to the May 9th Event, which the mission would benefit . to
only 1/3 ofwhat was required ofthe mission and then only with the stipulation that the FBO NY
Day was to write a retraction to a KR she wrote concerning the mission. .This.is blatant extortion
and minimally is misconduct unbecoming of a Scientologist. .
6. Committing a problem.
As covered above.
.,
r
The original issue also chaTses Mr!. Beaty with this crime:
", '.,1 .' f:
-, ::;7( BlackmailofScientologists or Scientology organizations.:;; .. ' .
: , .:-... -::. .,
Heis not guilty ofthis as there is only evidence of extortion"(see Sabove),not
blackmail.
., ,., ;Additional fmdings ofguilt:
, ', .. ,', ';
Due to Mr. Beaty's refusal to recognize or acknowledge the authority oflhis hearing and
based on the above (especially his lack of implementation ofthe Golden Age ofTech with his
mission auditors) he is. also guilty ofthe following:
Misdemeanors:
Discourtesy
Alteration otsenior'Policy or continued ignorimce of it.
Contributing to a crime.


No ",port.
Out-tech
...
Crimes:
Placing:.Scierltology at risk.
Omission or noncompliance' requiring heavy intervention by seniors consuming time and
money with dey-to
Failure or refusal to acknowledge, relay or execute a direct legal order from an
International 'Board member or an assistant board member.
Following illegal orders or illegal local policies or alter-is, knowing them to be different
or contradictory to those issued by the International Board.
Refusal to. uphold disciptin,.e.
Case. on post.
Noncooperation with enforcing Confessional technology.
High Crimes:
Employing org staff members to the detriment ofthe production or the'establishment of
the organization. . ,.
Violations ofpoints four through ten ofKeeping Scientology Working.
Due to the fact that Crimes are invqlyed in this matter it is beyond the scope of ....,:
t9 i ,...
-,r .. .. ,Ii' ., .' .... -
. . .. '
. 'T.;. ".' . . \ .. .... .. ',- .
-,'
Per HCOPL26 May ETHICS"Htlh
accorded a Court ofEthies but may be accorded and Ethics ,.,lP case there is
alreadysufticient data towarrailfa CommEv wbleh
t
being ali investiptory-bOdy, wiUbe able to
or even discount evidence and then.make apropos disciplinary
recolnnlend8.tioriS.' " .... I.,' . '.' ,: ,
The recommendation ofthis Executive Court ofEthics is that Richard Beaty, Mission
Holder ofthe NewJersey Mission, be called before a Committee ofEvidence'todetermine
disciplin8.IY concerning the above listed crimes and high crimes.
..:... - "'. . .. ': .:.,

"\.
. ,
. ..;: r:.{ .
Respectfully submitted
MsmJerry .
! Presidinsftleer"'-' , ;;,
-.. " "
for
8MI JusticeChiefEl:JS
...... ..'
authorized by
LRHCommEUS
for the ,: ,/ i
Church of Scientology
.,. 'of'NewYork .;\i.
, :'7 t '"
......
.' ,;.
:. ,.".": ' , "" - I.""'; " .. i .. ,.,:1 '_',4 , . ,. , . .1. :',.'"
GratefUl acknowledgment is btide ,Hubbard for permission to reprOduce. .,
selections fromthecopyrishted workS ofL. Ron Hubbard. the; Btidge, F1&&!LR.Hand
Scientology are tradem.arks and service marks owned by Religious Technology Center and are
used widt its permission. SCIENTOLOOIST is a collective membership mark designating
members ofthe affiliated churches and missionsofSCIENTOLOGY. Printed in USA.
Stress Test Hat Write-Up
The following hat has been used to make highest-ever rawbooksales in New York orgs
and maintained this range of sales. It is based on the dissemination tech in HCO PL 23
Oct. 1965, DISSEMINATION DRILL.
How to set up your booth
The following is the best setup that has created the most sales:
Two tabies, each with four chairs that seat two stress testers and two public at either end
of each table. The table has a nice red tablecloth (or one that matches the interior decor if
in an indoor venue) on it. Two Dianetics kits are placed in the middle ofthe table on the
back edge, with books placed in the front and on both sides of the kits.
At least one "Free Stress Test" sign is placed on top ofthe Dianetics kits facing the
public as they walk by. This is a key point: you must have a visible "Free Stress Test"
sign so the public are drawn to the booth.
An invoice/receipt pad for each salesperson is on hand to get the name, address and
phone number ofthe public and to record sales for invoicing.
An envelope with $30.00 change in ones and fives
to start with. The envelope is held by the Table IIe throughout the day, and the sales from
the sellers at the table are logged on the back ofthe envelope, keeping a running record of
production during the day.
The ideal number of people per set oftwo tables is five: two stress testers at each table
and one IIC. If you do not have enough people for two tables, it is also workable to have
one table with two stress testers and an IIC. This is a team activity and the lie is freed up
to tag, arrange more books as needed and work with the testers to sell more books.
It is important to get as many tables out at one time and the ideal is twenty tables running
at any given time, with 2-3 tables per location, each set up as above with enough people.
The IICs stay in comm with an overall lie and a running tally of sales are kept and
relayed to all tables so the teams are briefed on the overall products being attained. Each
set oftables should have an individual quota that would add up to an overall quota set.
Fifty book sales per single table is what each table should be selling per day of
production. With twenty tables out all day, this creates 1,000 book sales in a day.
You will get more sales by having fully manned tables than you will with two tables and
one person on each.
The dress is upstat-no jeans, t-shirts, sweatshirts, etc. Shirt and tie for men and suits or
very upstat casual for women. This is very important, as it sets the sellers apart from any
other street vendors and projects the proper image of our church activity. You are talking
to the public with authority and providing a very personal service-your attire and
mockup will contribute to the success ofthis.
'V-
While selling on the street or in a public location (such as Grand Central Station), it is
important that you knowthat we are representing a Church and are not a commercial
vendor. Ifyou are asked about this, you should tell the policeman or person asking that
we are from a Church of Scientology and we are disseminating our religion.
The points above, and the attitude taken during this activity are in compliance with the
following from LRH lecture of 18 Oct. 1956, HOW TO CREATE AND INSTRUCT A
PE COURSE, PART II, in the How to Present Scientology to the World lecture series:
"You're the single most vital civilizing influence on earth today. If;you don't tell people
this, ifyou don't conduct yourselfaccordingly as a public service with a greater level of
authority given to you by your command ofknowledge oflife, what you are and what
you're doing, then you'll keep playing along in the bush league. You establish by your
own postulate the size and importance ofyour own activity. II -LRH
Doing the stress test
Selling someone a book consists ofthree key parts:
1. Finding their ruin and making this real to the person
2. Showing them how Dianetics will handle their ruin
3. Using hard sell on them and selling them the book.
The above three points are your stable data while doing a stress test. The below patter is
used to execute the above three points.
The use of an E-Meter to locate stress is covered in the Electropsychometric Auditing
Operator's Manual, June 1952, "Any time a situation containing stress, whether it is the
stress ofemotion or pain or effort, comes into play under questioning, a reaction on the
meter can be read.... What the auditor lovants to find is stress. The E-Meter tells him with
accuracy where the stress is located. II -LRH
The use ofthe E-Meter in dissemination is covered in HeOB 15 Sept. 1959,
DISSEMINATION TIPS, "Take an E-Meter to a Boy Scout meeting and watch thefun.
Send notes to their parents when youfound them in a badway. Use an E-Meter as a
dissemination weapon. " -LRH
The two key points that must be in at all times during the stress test are ARC with the
prospect and running good control on him or her. You must be completely in comm with
the person and find his true min. Use the E-Meter as a tool to find the ruin with
communication as the most important part of the sales cycle.
Sit at the table or stand up and tell the public walking by, "Free stress test!", pointing to
the sign and the chair. When a public comes over or looks interested, 8C them to the table
and tell them to sit down. Ifthey ask what the test is, tell them to sit down and that you
will show them. Then just do the test on them.
Sit down with the public, look them in the eyes and ask their name. Extend your hand,
tell them your name and shake their hand. This establishes good ARC. Then put the cans
in their hands, tell them to hold them comfortably in their lap and hold them still.
Then say, "Here is bow tbis works. I am going to ask you a question, you don't have
to say anything and we're going to find out what is causing you tbe most stress.
- -.
When the needle moves to the right, that shows stress." Point to the needle dial to
show them how the needle will fall.
Then adjust the sensitivity ofthe meter to as high as possible while still being able to
easily control the needle. Put the needle close to set.
Tell them, "Think of different people and situations in your life." Now watch the
needle and when it falls say, "There! [point to the needle falling] What did you just
think or! That shows stress." Say this with impact so that it impinges on them. Get the
public to tell you about what they were thinking. Ensure they watch the dial as this is
what will make it real to them.
Finding the ruin
In the event no real ruin comes up then you can start to list off some areas while checking
for reads on the meter. Don't go too fast while doing this. Ask them about relationships,
work, family, health, etc. and look for the read. Ifyou get one, dig in until they tell you
what it is. Ask them various questions and get in comm until you have a good
understanding of their situation and they are really ruined. If you still have not found a
ruin then ask them, "What is the one thing that is reaDy messing up your life?" (or
some similar question that asks them for their biggest ruin). They will tell you their ruin
and you need to persist until they do. When they do, give them a very good
acknowledgement to show you understand them. Let them know that they have a lot of
stress on that, or that the situation is greatly affecting their life (ding in the ruin and make
them confront it and want to do something about it). The key is to invade their privacy
and ask them questions until you get their ruin. The ruin mayor may not be the first thing
that reads. You will know it is their ruin by talking to the person and observing them.
You want to ensure the ruin is very real to them and you can ask questions such as, "How
long has this been going on?", "Have you tried to fix this situation?" and "How is this
affecting your life?" Don't continue past the point where you can see that they are really
ruined and they lrnow it.
Show them the solution
Once you have found their ruin, take the cans from the public and say, "Let me show
you something." Showthem a copy of Dianetics and ask them, "Have you ever heard
of this book?" Then put the book in their hands and tell them to read the back of it. Run
good 8C and don't ask questions or add in any extra communication.
When they are done reading the back of the book, take the book back from them. Then
show them the front ofthe book and tell them that it has sold over 20 million copies
(point to where it shows this on the cover). Then open the front page and point to the
quotes from opinion leaders that have used the book. Tell them these people use the book
because it really works.
Then hand them back the book while telling them exactly how it will handle their ruin.
This may be as simple as saying, "This book will show you exactly why you are having
that problem and how to fix it for real," or it could be a more in-depth statement. TItis
depends on your level ofcommunication with the person and your ability to
0
communicate how Dianetics will help them with their ruin. This is a key point and when
you really show them that Dianetics will handle their ruin, they will buy.
At some point (and it may happen right away) the public will ask, "Howmuch is it?"
Tell them, "It's only __dollars." They will likely then say they will get it and pull out
their money. At that point take their money and have them fill out an invoice. If they
have not yet asked how much the book costs or said they will buy it, then you simply
need to be hard sell. Tell them "Get it. Read it. 20 million people have. You'll see why.
Just read it. Get the book and read it. Why should I talk? There's how big it is, it's
going to blow you away. Buy it. It's __dollars, take your chance. It's going to
change your life. If it doesn't, fine. Is that worth __dollars to you? Take the
book." Continue in this hard sell fashion, telling them that the book will handle their ruin
until they say they will buy the book. The two most effective things to tell the public at
this point are, "It works." and "You need to get this book." The public will really respond
to this and you can say these two things in an infinite variety of ways in a hard sell
fashion until they buy.
You then take their money and get them to put their name and address and phone number
on an invoice pad. Ensure you also write the date on t h ~ invoice as well as the book they
purchased (including in what language) and the price they paid. Then give them promo
on the org, thank them and shake their hand, giving them a lot ofARC before they go.
Tell them to start reading the book right away.
Ensure you turn in the invoice to the Table IIe who will then mark the sale on the
cash/change envelope.
Other tips
The above is the basic stress test patter. Beloware other points to follow:
While doing the stress test there may be times when you have gone through the above
and the public still has not bought. In this case, you need to apply HCOB 13 Oct. 1959,
DEI EXPANnED SCALE, HAll a salesman has to do is continue to try to interest the ___
customer and the reactive inversion 'will take place. "-LRH - .
What you need to do is continue to interest the public in Dianetics while continuing to
hard sell them on getting the book. The following are items that have been successfully
used to continue to interest the prospect and sell them the book.
If a person's ruin is his second dynamic, you can have him read part ofthe section on
"Love" in Dianetics (look in the index for the edition you are using). Have them read the
first couple paragraphs of this section. This often sells the book on its own.
If a person's ruin is body problems or an illness in the family, tell them that 70% of all
illnesses are psychosomatic (and explain what that means) and that Dianetics CAN
handle it.
To further ruin the public and close them on the book, you can ask them, "Have you
ever made plans in your life to do more, change what you are doing, be more disciplined,
etc., and then a month later, you fmd yourself having the same conversation with yourself
again?" The public will usually say yes, with strong reality. When this happens say,
"Dianetics shows you why that happens and how to fix it."
If the person has a ruin on relationships, you can ask them, "Have you ever been in a
relationship and had an argument, then made up and got into communication, saying that
it is all behind you now? Then the next week, or even the next day, the same thing
happens again?" The public will usually say yes, with strong reality. When this happens
say, UDianetics shows you why that happens and how to fix it."
You can ask the public ifthey say or do things that they don't mean to. When they say
yes, tell them that Dianetics shows them why that is and how to fix it.
If the public says they have problems with their job or with making money, you can tell
them that per a recent survey, ."Dianetics users have reported that their income has
increased over 300%" (survey results are at www.dianetics.org).
It is an important note that when people ask you questions, you must answer them in a
fashion to make them buy the book. When people ask you questions, the following
reference applies:
HReach gets blunted or terminated once aperson gets his question answered, the solution
to his problem, etc. Purveying random and little pieces oftech to a prospect and the
public at large does just this. This is end-offdissemination.
"Thus one shouldgear one's dissemination to the come-on and keep the prospect's
appetitefor knowledge and mystery well stimulated and channel the person right along
so that he will and does become an actual Scientologist.
"In our case, the curiosity restimulated eventually will befully answered and to the
person's complete advantage. When he is given a mere scrap ofinformation, he Jz.as been
denied the full data, gains and technology which will be his ifhe attains the benefits of
major services. "-LRH, HCO PL 25 June 1978, COME-ON
Thus questions such as, "What is Dianetics?" should be answered with a response such
as, "Dianetics is an exact technology that provides tools to handle difficulties in life. If
you read this book and apply it, you will be able to handle (their ruin). It works.
You need to get the book." The art is to answer their question in such a way that the
public feels their question has been answered (so they are not ARC broken) while
applying the above quote and selling them the book. The key is to be honest in answering
people's questions, but always use your answers to direct them to the sale of the book.
Another thing that works is to tell them that Dianetics is not a "quick-fix", it's not faith,
it's not hope, it's not an inspirational book that will make you feel good on Monday but
then you will be back to feeling bad on Wednesday. Tell them that the book really works
and is popular because it provides exact tools that can be applied to life.
If someone has already bought Dianetics or says that they do not read books, then do
the above patter (including having them read the back of the book) and then sell them the
Dianetics DVD.
If someone has already read Dianetics, then sell them Self Analysis.
TO: Mission Consultant SMI International
COPY: CO SMI Continental Office
FROM: Mission Holder
Mission Weekly Report Form
NAME OF MJSSION:, _
NAME OF MISSION HOLDER: _
ADDRESS: ---
day
FOR WEEK ENDING:
month year
PHONE:
STATIS'nCS:
DIVISIOK 7
Students & PCs sent to the org (SPO)
Cash on Hand
Bills Owing
TOlal Amount of Outstanding
Refund/Repayment Requests
Total Number of Outstanding
Refund/Repayment Rcquests
DIVISION 1
Fully Hatted Staff
Qualified Staff Hired
Letters In
Letters Out
Bulk Mail Out
Admin Personnel
Tech Personnel
DIVISION 2
Gross Income
Gross Booksales
Number of Books Sold to Individuals
Paid Starts
DIVISION 3
Total Gross Income
Less Bounced checks
Plus Bounced checks collccted
Less FSM Commissions paid
Less FSM Commissions received
Less Refund/Repayments
Less Book/Meterffapes income
Less Advanced P<lyments used for
Books/Meters and Tapes (PPU)
Corrected Gross Income
Tithes paid to SMI Intthis week
5(lAI Markcting fcc paid to SMI Int this week
2% Film Lease payment paid to SMI lnt
this week
DIVISION <1
Value of Services Delivered
Well Done Auditing Hours
Well Done Auditing Hours in the chair
Student Points
DIVISION 5
Success Stories
DIVISION 6
Bodies in the Shop
New Names to CF
Total Books Sold to New Public
Division 6 Promo Ollt
New People In
First Service Starts
Public Heg Paid Starts
Division 6 Completions
Hubbard" Dianetics!t Seminar Starts
Life (mprovement Course Starts
STCC Starts
HQS Starts
Book One'" Auditing Starts
Anatomy of Human Mind Starts
FSM Commissions Paid
1. What actions were taken to get new public in to the mission this week?
2. What actions did you take to establish the mission this week (hiring, halling etc.)?
3. Any ethics actions or problems?
4. Anything new, or anything changed or dropped this week?
5. TOlal number of full time stafl?
6. Total number of pal1 time staff?
7. Any staff changes this week? Which ones?
8. Do you have any technical queries?
9. What actions were taken to improve technical quality and delivery <It the mission?
to. List name and amount of any outstanding refund/repayment requests.
11. Did you send anyone away for technical or admin training this week? State name of person(s), org sent to
and the level the person is training up to.
Name Qrg Level training to
12. Any Mission trainees returned from an upper org (Tech or Admin)? State name of person, org returned from
and the level the person trained up to.
Name Qrg Level Graduated
13. What targets of the RTC Minlml!11l St.md:mls did you get in and comply to this week?
14. Did you fill out and send in your RTC Minimum Standards Weekly Report?
is. \'(Ihat Stage of Expansion are you working on, and which points of this stage did you get in and comply to
this week?
STAGE ON: _ STEPS COMPLETED: _
16. List out any major wins you had in the mission and attach any major success stories, miracles, etc. from
your public and staff.
17. What help do you need from SMlto help expand your mission?
18. l need more weekly report forms. _
19. J have attached my tithe p.tyment of 10% of the Mission's CGl, my Marketing Fee of 5% of the Mission's
CGI, and my Film Lease payment of 2% of the Mission's CGI.
Attest
20. l have attached my 1% SMl Continental Office support payment with my Weekly Report copy for the SMl
Continental Office.
Attest
l attest that the above data in the report is true.
Mission Holder
",...,... ar.w l .... ...,....,..
........ MlIK "lAM OWCIICI .....
1NI ""-'flU.A