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Contents of Workable Procedures for Sale-Purchase
Agreement in Petroleum Trade and Deal

THE TABLE OF CONTENTS
(Only Partial)

OF:
"The Only Way the Commodities Intermediary Can
Close a Petroleum Deal or Make Any Money Today"

The Publisher’s Disclaimer
FOREWORD: The Publisher’s Message…………………..1
HOW TO USE THIS MANUAL………………………….3

Introduction                                 
THANK YOU!....................................................................................4
                                                                                                 
A. Saving you time – the most limited and scarcest, most
priceless and invaluable commodity  – is what this book  
is all about ....................................................................................4                    
B. You’d be helped find the rare .0001 of the trade offers
& deals that are real or genuine……........................................5                     
C. What this book provides you, in a nutshell………………....6   
D. It’s an Extraordinarily Tough, Harsh Business………….....7   

IN SUM ……………………………………………………………..8
       

Chapter 1                                                                                                                                                                                 
Why You NEED and Must Have This Book.........9   
                                                                                                                                                                                                                                          
A. Who needs this book? ……………………………………………………………………10       
B. Why Could this Book Be Indispensable For You? ………………………………….....10      
C. The Reign of Misinformation, Lack of Knowledge & Dearth of Proper Informed
Information on the Subject……………11   
D. Most Brokers/Agent Intermediaries Involved in the Trade Fail and Make
No Income. Why? ………………………11     
E. The Two Stark Choices You May Face………………………………………………12    
F. A few Real Cases that Illustrate the People’s Dire Need for the Issue
Addressed by this Book ……………………………….......12      
SAMPLE CASE NUMBER #1.................................................13      
SAMPLE CASE #2 ...................................................................14     
G. The Dire Need for Competent, Up-to-date, Teachable Resource Material ……..14                                             
SAMPLE CASE #3...................................................................15   

IN SUM…...................................................................................16   
You would have, with this book’s mastery – and strict adherence to the prescribed
requisite rules and principles and its strict application………………………………...17













































Chapter 2                                                                                                                          
The Various Major Classes of Intermediaries in Oil Trading & How Their
Roles Have Drastically Shifted in the Modern Internet Era

A. The fundamental credo and Supreme Rule # 1 of doing business today as an
Intermediary of any classification……………………………………………….............18       
                                                                                  
B. The Various Intermediaries or Middlemen that Operate in Oil Deals…………...18                                              
1. A MANDATE ………………………………………………….19                                                                                                                                      
2. A BROKER………………………………………………………………………..19
3. AN AGENT………..19                                                                                                                                                                                                        4.
FACILITATOR…………………………………………20                                                                                                                                            
C. The Traditional Role & Function of Intermediaries in a Deal……………...20                                                                     
D. The New Paradigm Shift in the Role & Function of the Intermediary in
Today’s Internet-Era Deals……….………20                                                                                                                                                         
E. What Is the Real and Proper Role of the Good Intermediary in
Today’s Internet-Era Deals……...……………22                                                                                                                                                      
IN SUM …………………………………………....23

Chapter 3
The Myth of ‘Get Rich Overnight Without Work’ in the Petroleum Secondary                      
Market Trading: How Greed & Fantasy Have Taken Over Today’s Internet-era  
Oil Brokers’ and Agents’ Minds

A. The Present Common Image of the Internet Broker & Agent……………...25
B. The Germinal Foundation and Motivating Factor for this
Image/Behavior of the Broker & Agent – GREED ...............................................25
C. A Major Influence or Factor in the Creation of this Mindset of Greed &
Get-Rich-Quick Mythology ………………………………………………………...27
D. The Basic Doctrine of  “get-rich-quick-with-no-work-or-effort” of the
Nelson Publication....................................................................................................28
E. No Work, No Education or Skills Required!......................................................28
F. The Tragedy of the Doctrine of “get rich quick with no  work or efforts”
in Petroleum Trading Business...29                                                                                                                                                                      
G. A Recent Actual Case of Mythology at Work Displayed by an Aspiring
Intermediary...........................................................................................................30                                    
H. How Pure Greed Blind & Hoodwink People Into this Doctrine ……………31                                                    
I. Many an Internet Broker and Agent Seem All Too Receptive to
This False Doctrine................................................................................................31                     
J. Don’t Even Try Your Hands In It Until You’ve Had the
Requisite Education, Training, and Experience ................................32                                                                                                                     
SUMMARY ..................................................................................................................32

Chapter 4                                                                                    
Why You Must, First, Have the Necessary Education, Training, and Skills                          
Before You Can Become Successful as a Sourcing Intermediary

THE CARDINAL IRON RULE OF THIS BUSINESS: ................................................35                                                                                          
A. Lack of Education, Proper Training, Skills and Knowledge, as the
Primary Reason Why Most Intermediaries Fail or Find Themselves
Unable to Close any Deals .......................................................................................35                                                             
B. Actually, You Should Not Even Get Involved as a Trader or Intermediary
Unless You’ve  First Had the Requisite Education & Knowledge ..............36                                                                                                         
C. The Lack of Education & Knowledge Problem is General and Wide-Spread .........37                                        
D. Never Use or Consider the Internet as Your Ultimate “Research” or “Education”
Source or Authority..............................................38                                                                                                                                                        
E. You Need to Have the Special Training & Skills Necessary for Doing
Internet Research.......................................................................................................... ........39                                        
F. We Do Not Mean Simply the Formal or Classroom Kind of Education .....................40                                                     
G. You Need a De-programming, a Re-Education and Re-Orientation Program .......40                                                       
H.  Credible Sources of Education Are Lacking, But the Available Ones Are Misused...41                                                
I. Educate Yourself About (Study) Everything Concerning the
Product/Service/Offer/Industry.................................................................................................41                               
J. Some Examples of the kind of “Education” & Knowledge You Should Have..............41                              
IN SUM...........................................................................................................................................43

       Chapter 5    
How Today’s Internet-Era Sourcing Intermediary Has Deviated From
Doing Their Real Job: Woeful Failure to Do Due Diligence
..........44
                                               
A. Doing Proper Due Diligence as the Number #1 Job and Responsibility of
Today's Internet-Age Sourcing Intermediary ............................................44                                                                                                              
B. The Typical Offer-to-Sell from a Seller or Seller’s Agent ........................................44                                                              
HERE’S AN ACTUAL OFFER FROM A SELLER/MANDATE........................................44                                                                                
ICPO required by Agent/Mandate for Buyer to sign for the seller............................45                           
SELLER’S PROCEDURE:..........................................................46                                                                                                                                     
C. LET’S DO SOME CRITICAL ANALYSES OF THIS SELLER’S INITIAL
OFFER-TO-SELL......................................................................47                                                                                                                                  
1. Provides No verifiable information about the supposed “seller” ............................47                                                                                   
2. No seller’s profile or record of past performance provided......................................47                                                                            
3. No information provided about the supposed Seller’s Agent or Mandate........... .47                                                     
4.  Buyer is to learn of the seller only “after” the contract is sign................48                                                                  
5. Buyer is being required to provide, upfront, financial & other confidential
data to unknown “seller” and third parties ........................48                                                                                                                                       
6. Seller’s Agent makes many claims about the Seller, but with no supporting
evidence offered ..........................................................................................................48                                
7. Seller requires that buyer follow the seller’s pr....................................................48                                                                                      
D. WHAT IS WOEFULLY WRONG WITH THIS SELLER’S SALES OFFER?........48                                          
SUMMARY........................................................................................................................49

Chapter 6
How to Properly and Practically Do Due Diligence

A. First, what exactly is DUE DILIGENCE?..............................51                                                                                            
The Essence of Due Diligence..............................................52

B. THE CENTRALITY OF DUE DILIGENCE IN THIS BUSINESS ......................52
                                                                  
C. THE ESSENTIAL MINDSET YOU NEED TO HAVE IN ORDER TO DO
GOOD DUE DILIGENCE ...............................53                                                                                                                      
D. POINTERS ON DOING PROPER & EFFECTIVE DUE DILIGENCE                                          
1. It Requires Perseverance & Persistence .........................................54                                                                                 
2. It Requires Education & Training as the Foundation for Due Diligence ..........55                                                  
3. Requires Years of Painstaking Experience..........................55                                                                                  
E. A FEW BASIC RULES OF THUMB & COMMONSENSE
TELL-TALE TESTS...........................................................................................................56                                
F. A FEW TIPS...............................................................59                                                                                                                                                     
a) Use of Preliminary Assessment Based On the Product Specifications .............59
Do the Specifications of the Seller/Supplier’s Offer Compare with These? ..........59  
b) Preliminary Assessment Based On the Product Quantity/Price Specifications....60                                                          
1. Using the Quantity: ..........................60                                                                                                                                               
2. Using the Cost Factor:.....................61                                                                                                                                       
IN SUM .................................................. .61


Chapter 7
A Few Examples of Joker Broker Selling Procedures That
Won’t, and Can’t, Work or Sell

A few Real Cases that Illustrate Ludicrous Joker
Broker Seller’s Procedures..............................62

EXHIBIT NUMBER #1: .....................................................................62
Mr. Johnson Scenario …..................................................................62                                                                                                                         
The author’s comments…...............................................................62   
EXHIBIT NUMBER #2: ......................................................................63                                                                                                                           
MR. SO’s SCENARIO …...................................................................63                                                                                                                        
IN SUM..................................................................................................64

....................................................................................................................................
...................................................................................................................................
.................................... ..............................................................................................
...................................................................................................................................
  
      Chapter 10                                                                        
Why the POP is Considered a Dubious Procedure in Petroleum Deals

A. What is POP? ..........................................................................76                                                                                                                                     
B. THE USUAL APPROACHES USED FOR POP VERIFICATION  
& CONFIRMATION ..........................................................................................76                   
C. BUT THERE’S MORE – EVEN DOING A ‘PHYSICAL INSPECTION’
OF THE PRODUCT MAY ATIMES NOT BE ENOUGH IN SOME CASES    
TODAY...............................................................................................................77                                                                
Nigeria's bureaucratic quagmire..............................78                                                                                                                                                   
D. A FEW POINTERS FOR GETTING A CREDIBLE POP...........................78                                                       
SUMMARY...........................................................................................................79

 
               Chapter 11                                                                                          
How Overzealous, Joker Broker Types and Agents Are Often the Biggest
Obstacles in Successfully Closing Deals or Making Money in Oil Trading            
                        

A.
THE AVERAGE BROKER/AGENT INTERMEDIARY TODAY, FAIL
& EARN NO INCOME ...........................................................80                      
B. MAJOR REASONS ACCOUNTING FOR THIS.................80                                                                                                                  
C. THE BASIC WAYS MISGUIDED BROKERS & AGENTS BECOME
THE MAIN OBSTACLES.......................................................................81                                  
USE OF BADLY FLAWED & IMPRACTICAL METHODOLOGY AND
PROCEDURES IN DOING BUSINESS..................................81                                                                                                                                 
So, Why Do These Joker Broker Type Intermediaries Still Persist in
Using These Procedures? .......................82                                                                                                                                            
An Illustrative Case of the Use of LOI by Overzealous Internet Seller  
& Intermediary..............................................83                                                  
D.  SECOND BASIC WAY IN WHICH SOME MISGUIDED BROKERS & AGENTS
CONSTITUTE THE MAIN OBSTACLE................................................................84                                                                                                     
E.  OTHER BASIC WAYS IN WHICH SOME MISGUIDED BROKERS
& AGENTS CONSTITUTE THE MAIN OBSTACLE ..........................................85                                                                                                   
1. Presentation of Unverified Material with No Due Diligence.......................85                                                                          
2. Lack of Knowledge of Product: .......................................................................86

Chapter 12                                                                                                                                                         
How to Effectively Remedy the Brokers/Agents Paranoia About ‘Circumvention’
                                                                                    
A. True, Circumvention is a Real Issue .............................................87                                                                                                   
B. The Nelson Model on Combating Circumvention ......................88                                                                                                         
C. The Modern Model for More Effectively Resolving the Circumvention Problem ...89                                                                      
D. The ‘Step Back’ Procedure...............................90                                                                                                                                       
E. The key to the ‘Step Back’ Procedure Working – Having the Requisite
Training & Knowledge..........................................91                                                                                                                                                         
TO SUMMARIZE...............................................................................................................93

Chapter 13                                                                       
Some Common Myths of Internet Brokers & Intermediaries in                                                                           
International Petroleum Trading

MYTH #1: Oil Selling Business is an Easy Money, Get-Rich-Quick Operation .........96                                                
MYTH #2: It Costs the Buyer Nothing Even If It Signs a Contract with a Seller
that is Not Credible Or Can’t Perform....................96                                                                                                                                      
MYTH #3: There are only a ‘few bad apples’ in Nigeria or Nigerian Oil, Only
a Few Who are Dishonest .....97                                                                                                                                                                       
The Case of Mr. AF..............................................................................97                                                                                                                     
MYTH #4: That the Petroleum Selling & Buying Business is a ‘2-Way Street’..........98                                                        
MYTH # 5: We Can’t Provide Corporate Bio/Profile, It’s Confidential Document .....99                                                
The Case of Mr. AF......................................................................................100                                                                                                                
MYTH # 6:  POP Will Give You Some Guarantee of the Existence of the Product ....101                                          
MYTH # 7: It Costs the Buyer Almost Nothing, and He Risks Nothing,
Putting Up the  Proof of Funds After the Q & Q.....................101                                                                                                                                
MYTH # 8: A seller will give buyer discounts based on the size of the order.............102                                      
MYTH # 9: A ‘Seller’ or agent Claims he’s Selling Oil on Behalf of a Saudi Sheik ..102                                              
MYTH # 10: That Commissions in the Petroleum Trade Industry are set by the ICC ..102

       Chapter 14                                                                                     
The Proper Procedure: Why it is the Seller that Should Go First, Show Customer Its Credibility
First, First, Then it’s the Buyer’s Turn Next

A.
The General Proposition: ‘The Buyer Should Go First’ Claim.....................103                                                                         
B. Actual Such Procedure Received from a “Seller”.............103
SELLER’S PROCEDURES: .................................................104
C. A Seller Makes the Case for the “Buyer Should Go First” Proposition.......104
D. How Credible Is this General Proposition? .....................105
E. THE MAIN REASONS WHY THE PROPOSITION IS
ERRONEOUS & WON’T WORK..........................................105
1. The Iron-clad Law of the ‘Consumer is King’ in Business 101...................105
2. It Has Always Been the Seller Who First Makes an Introduction &  
Presentation of Himself/Product ........................................................................106
3. It’s a Joker Broker Preconception and Procedure.........................................107
4. The Market is Awash in Fraud, Fraudsters & Scammers.............................108

IN SUM .......................................................................................................................109
Virtually No Credible or Serious Buyer Would Do So........................................109
..................................................................................................................................
....................................................................................................................................
..................................................................................................................................
...................................................................................................................................
Chapter 17                                                                    
Rampant Fraud in the Nigerian (& Other Countries’) Crude Oil Selling
Business: What You MUST Do to Convince a Legitimate Buyer     
                                 

A. THE FEW CRUDE SELLERS THAT ARE GENUINE LAMENT NO
BUYERS TRUST THEM ......................................................................................120                      
B. SO, YOU'RE A GENUINE CRUDE OIL SELLER SERIOUS ABOUT
FINDING ABLE AND READY CRUDE OIL BUYERS?  IF YOU WANT
TO EVER, EVER, EVER MAKE A SALE, HERE'S THE HARSH TRUTH
OF WHAT YOU MUST DO, AND WHY! ................................................................120
FIRST, KNOW TODAY'S PLAIN OIL INDUSTRY TRUTH: .................................120
C. THE EVIDENCE? NEARLY EVERY OFFER IS BOGUS OR A SCAM..........121
CASES IN POINT:.............................................................................121                                                                                                                          
D. SO, YOU'VE GOT TO PROVIDE US CONCRETE PROOF & EVIDENCE,
NOT MERE CLAIMS OR WORDS......................................................................122
SUMMARY................................................................................................................123

Chapter 18                                                                                                        
Rampant Fraud, Scamming and Fakes in the Russian Oil
& Petroleum Product Market
 
                                                                            
A. Sure, There is Corruption in Other Countries, too, and Nobody Ever
Says Otherwise, Any Way......................................................124                                                                                                                                 
B. Yes, Fraud & Scamming is Widely Rampant in the Russian Oil Trading
Industry, For Sure ..........................................................................................................125                                               
C. RUSSIAN GOVERNMENT WARNINGS AGAINST SCAM OPERATIONS..........126                                       
D. ORGANIZED SYNDICATE OF CRIMINALS, SCAMMERS & FRAUDSTERS.....127                              
E. What the Russian Scammers are Primarily After............................................... ..127                                                                                         
F. Russian Scammers are Comprised of an International Network of Russians
and Non Russians ........................................................................................................128                                                                              
Russian scammers of Nigerian and other West African nationalities...................129                                 
G. ACTIONS YOU CAN TAKE TO AVOID BECOMING

A VICTIM OF SCAMS........................................................................................................130
TO SUMMARIZE.................................................................................................................134


Chapter 19
Honing Your Forgery Detection Skills: Can You Figure Out  
How & Why These Documents Are a Fake?   

A. Fakery, Forgery, & Bogus Documents a Major Problem Today for
the Credible Deal ....................................................................................................136                     
B. MASTERFULLY FORGED & FALSE DOCUMENTS ARE AT THE HEART
OF THE CRUDE/BUYING SELLING SCAM OPERATIONS...........................136
C. THE MAIN PROBLEM: INABILITY BY BUYERS TO VERIFY
SELLERS' CLAIMS & DOCUMENTS.......................................137                                                                                                                               
D. How Do You Develop Such Skills & Ability?...................................................137                                                                                 
E. See What You Think Could be Wrong or Forged On this Document........138                                                                   
EXHIBIT 1 ................................................................................138                                                                                                                                          
EXHIBIT 2..................................................................................................................140

...........................................................................................................................................................
.........................................................................................................................................................
........................................................................................................................................................
........................................................................................................................................................
Chapter 23                                                                                                             
The Art, Psychology, and Science of Fraud and Scamming: Why Victims Get Scammed

A.
The art, psychology, and science of Interpersonal Manipulation
& Sales Pitch by the Skilled Scammer. .............................................................159                                                                                                    
B. Scam Victims Are No Idiots or Uninformed Fools..........................................159                                                                  
C. Know the Scammer & His/Her Usual Ways....................................................160                                                              
D. Know Yourself .................................................................................................161                                                                                                           
E. Greed is the Scammers’ Basic Killer Tool of Inducement ............................161                                                           
F. The Deck is Stacked Against the Scam Victim.................................................162                                                                            
IN SUM.........................................................................................................................;163

Chapter 24                                                                                                
The Simple Standard, Workable Procedures that Work

A.
The Standard Procedure.......................................................................165                                                                                                                    
B. How Does the Standard Procedures Work, in General Terms ...................165                                                      
C. The ICPO Procedures, for Example, Would Still Be Appropriate for Credible
Sellers, Not for Unknown “Internet” Sellers.................................166                                                                                                                         
D. The Simple, Uncomplicated, Practical, Workable Procedures
You May Use....................................................................................167     
                                             
E. PROPOSED/SUGGESTED WORKABLE, ‘MUTUALLY SAFE’ PROCEDURES                                                                                                  
a) For Refined Petroleum Products ..........................................................168                                                                      
b) For Crude Oil  ...........................................................................................169                                  


Chapter 25
The Step-by-Step Formula: How any Credible Seller, Broker or Agent Today,
Who Really Has Oil to Sell, Can Successfully Close a Deal – Guaranteed.

WARNING, VERY IMPORTANT..................................................................................172
THE STEP-BY-STEP FORMULA...............................................................................172

A. Start With the Truth & the Right Mindset About this Business, Not the
Mythology: This is Not a Get-Rich-Overnight Business....................................172
B. Understand the True Purpose & Function You’re Meant to Serve as
Broker/Agent Intermediary. ...................................................................................173
C. Don’t Even Get into the Business Until You’ve First Got the Requisite
Training, Preparation & Education .......................................................................173
D. Doing Due Diligence is the Heart & Soul of this Business. Have You First
Learned & Mastered the Art of Doing Due Diligence? .....................................174

E. SOME COMMON DON’TS  .....................................................................................................175
a) Don’t look to turn instant millionaire without work or efforts in this business.............175
b) Don’t keep passing around joker broker “documents” that nobody reads .................175
c) Don’t pass Around Even legitimate documents UNLESS with verification .................175
d) Don’t be a Joker Broker, or Behave Like One....................................................................175
e) Don’t Present an Unworkable or Unrealistic Set of Transactions Procedures. .........175
f) Don’t be in Denial of Certain Basic Facts that Almost Everyone Else Knows..............176
g) Don’t submit ‘deals’ or ‘offers’ that are unverified............................................................176

F. Find the Seller First, then the Buyer ....................................................................................177
G. Stop Being Paranoid About Being ‘Circumvented.’ ........................................................177
H. Avoid Submission of ‘Dead On Arrival’ Offer ....................................................................177
I. If You’re a Seller or Supplier, You Have to First Sell Yourself .........................................178
J. Submit Offers that Are Simple, ‘Mutually Safe’ & Workable & Here's How..................178

Chapter 26
Glossary: Some Common Terminologies of the Trade .............................180

Chapter 27                                                                                                                                              
Some Bibliography.............................................................................................................188

Index............................................................................................................................................190

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