April 10, 2008
What if you could earn lots more, in considerably less time, and feel mightily successful when your competitors are so scared they’re spazzing out (haven’t used that phrase since high school) chasing their tails in circles, whimpering, “If buyers aren’t buying we aren’t going to have a business.”
Top Dogs Want Your Calls. Believe It!
Wouldn’t your ears perk up and your tail wag with anticipation at the thought of spending your selling time in front of nothing but qualified prospects, with unlimited check writing privileges, and the ability to say, “Yes” to your solutions and services?
Could you sit up and shake hands with prospects that remove obstacles for your implementation, significantly reduce frustrations, and sign off on multi-million dollar contracts with you. Yes, even in a slow economy!
These things can and do happen with Top Dog Selling Strategists. These top-dollar sales professionals thrive, regardless of economic conditions. They understand that a down economy gives them the Lead Dog’s edge, a hunger for bigger contracts, better contracts, and faster contracts. With laser-like focus, they mercilessly scrutinize, prioritize and chew to shreds their least profitable sales practices and identify ways to leverage their time for more dollars.
What do they do to keep business strong? Make the change to Top Dog selling. They faithfully call on the presidents’ offices of their existing clients and of prospect companies. Understanding there is no other single business decision like this change in selling strategy that will increase sales revenues geometrically.
A recent publication reported that firms are hiring additional sales staff to generate revenues. Most likely those companies justify their investment in salaries for more sales people by thinking these positions pay for themselves in terms of revenues generated. That’s one approach.
How ’bout trying this, support your existing sales force with increasingly productive sales strategies. Leverage their profitability by transitioning to a top-down sales strategy. Make sure that a call below the office of the president no longer counts as a sales-call. Reward them as they schedule appointments with Top Dogs.
Sadly, sales professionals continue to use the bottom-up sales methods they were taught in the beginning of their careers, even though these habits bring in less than top dollar results. They steadfastly hold onto the familiar, in spite of reason. At this point, the commitment to a less profitable strategy is for some a desperate retreat to the safe and comfortable. For others, pure ignorance.
If you are currently doing business with levels below the office of the president of your client companies, make a profitable change. Get in front of the president.
Top Dog Is Better Than “C” Level
Many an inexperienced pup will protest this idea and insist on being more inclusive … saying with their nose up in the air, “My prospects are the people in charge of hiring, the CIO or some other ‘C’ level person.”
Listen up pups, Big Sales Dogs don’t even bother to sniff at that kind of reasoning. Here’s why. When you call Top Dogs first, you have everything to gain, nothing to lose.
First of all, you may get in to see the Top Dog and where else would you rather be than in front of the-buck-stops-here person with more decision-making authority (ability to say “Yes” to you) than any other person in the company?
Secondly, if a call to the president results in a referral to a “C-level” person, such as the CIO, your positioning is stronger than it would have been without that call. What started out as a cold call has quickly turned to a warm introduction from the President of the CIO’s very own company. As you call the CIO you can honestly say, “Your president’s office said you were the one to handle this call.”. A far more powerful opening line than, “Hello, my name is J. Doe with ABC Company.” Don’t you agree?
Change Your Prospecting “Hit” Ratio
Business to business numbers since the early 1950’s have been 2 out of 10-meaning a sales pro who calls 10 prospects will get 2 appointments. It’s a numbers game. When you add Top Dog selling strategies to the mix you see a staggering change. Top Dog Selling Strategists get as many as 8 out of 10, that’s 8 appointments out of calls to 10 Top Dogs. That’s a skills game.
These skilled sales pros consistently prospect Top Dogs, presidents of companies; they learn how to control and direct the 90-seconds of telephone time they have with the Top Dog or his assistant. And they use benefit statements, open-ended, close-ended, and alternative of choice questions to their strategic advantage.
“‘What?’ A handful of you say as you recoil in horror. You want me to go over the heads of the people I’m working with now to meet with the president?” I understand the Naysayers are fearful of offending the lower-level people with whom they are currently doing business by going over their heads.
No one is suggesting for you to sabotage your current low-level relationship. However, I am telling you straight up that the path to a level of selling that you never dared dream of is available to those who leave the comfort of the familiar for the potential of Top Dog selling.
Top Dog sales professionals learn to rule fear so it doesn’t have a chance to rule them to a less productive end. Fear serves you well when it tells you that more information is needed before moving forward. And most sales pros, when given the words to say, will calm their fears enough to go over the heads of their existing low-level relationships and meet with Top Dogs, on their turf, where the big bucks are.
Just tell your lower-level contacts that your new business directive calls for meeting with Top Dogs. And that you’ll tell their president how pleasurable and profitable your working relationship has been.
From The Top Dog’s Viewpoint
- What’s specifically and strategically not said is as important as what is said. Take note, there is nothing in this scenario that asks permission from the lower-level person to speak to the Top Dog.
- Your job is to control the conversation. Politely, but firmly, convey the decision of your new selling strategy.
- Tell the president about your successful relationship with the lower-levels.
- Your praise of a former contact identifies you as a partnership player as opposed to an outsider who will climb over anyone to get to the top.
- The Top Dog will understand the business implications of your words, that is, your services have already proven to be profitable to his/her company.
- Less time is required for implementation of your services, as the people are familiar with your systems.
- Past success on a small scale suggests your services are a risk worth taking for success on a larger scale.
Look at your time and talents through the experienced eyes of the Big Sales Dogs who have gone before you. Apply their wisdom to your business, move to the head of the pack and enjoy frolicking with the Top Dogs as your sales go through the woof!
Forward this article to friendsthey’ll thank you for it!
For your FREE mini-course “Jealously Guarded Secrets to Cold Calling Company Presidents” visit http://www.ColdCallingExecutives.com! Or call Your Sales Coach for Extreme Profitability, author/speaker Leslie Buterin (like butterin’ bread) at (816) 554-3674 9-3 CST (that’s Kansas City/Chicago Time).
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When it comes to mutual funds, there is a lot more to success than just finding a good one. Sad investment stories like the following are all too common. I hope my sharing it with you will help you avoid making the same devastating financial mistake one of my former clients made.
This story begins during the height of the investment madness in 2000, just prior to the bear market. I had been managing an IRA account for “Bob” for around six years, with a better than average record of success. So I was surprised when Bob sheepishly called in July, 2000 to let me know he was transferring his IRA account, which had done particularly well during our latest Buy cycle going into the year 2000.
However, his tax preparer, a long time personal friend of Bob’s wife’s, was now also offering investment services, having recently received his Registered Representative’s license.
Fast forward to the end of September. It had become increasingly clear to me that the Bull market had run its course. So, in accordance with the Sell signal from our trend tracking methodology, we sold all of our mutual fund positions on October 13, 2000 and went 100% into money market. (See my article “How we eluded the Bear in 2000″ at http://www.successful-investment.com/articles12.htm). From our safe haven we watched the market crash and burn, causing most other investors to sustain double digit losses eventually reaching as high as 50 - 60% of their assets.
In 2002 Bob unexpectedly stopped by my office. As it turned out, things had not gone well at all with his IRA investments. As most advisors would have done, his tax preparer/advisor had quickly moved all of Bob’s assets into a variety of “load funds.”
Of course, being newly licensed he was clueless (as were many licensed advisors) as to market behavior or analysis of any kind. The end result was that Bob’s portfolio lost in excess of 50% over the next 2 years. (Not to gloat, but my clients’ losses in the same period were non-existent.)
Unfortunately, the degree of loss Bob sustained was experienced by many investors who did not follow a disciplined and methodical approach.
What I find particularly distasteful is that Bob’s tax preparer misused his position of trust. He made financial decisions that he was not qualified to make, though his license implied that he did know enough to make them. So now we know what a piece of paper is worth.
This is no different than letting a newly graduated medical student with a fresh MD behind his name perform heart surgery. Or, hiring a new MBA grad to Chief Financial Officer of a Fortune 500 company. Yet the financial services industry allows someone to get a license (after a fairly short course) and to immediately start making incredibly important and far reaching financial decisions for anyone he or she can sell their service to.
This is a worrisome trend in this industry. A CPA friend confirmed that he has been approached many times by firms wanting him to offer investment services.
Why? It’s easy money! Accountants and tax professionals have a great business base. They are in a unique position of trust, because of the information their clients disclose to them. Whether they are employed by a company or they maintain an individual practice, there is probably no other person (other than your spouse) who knows as many intimate details of your financial life as your accountant/tax preparer.
To abuse this trust for personal gainno matter how noble the motive may appearis a total conflict of interest and a huge betrayal.
The bear market of 2000 has shown that investing must be a disciplined endeavor. Even most professionals have failed to recognize this. What busy accountant, in the middle of tax season, can put the necessary time and attention to a volatile investment market that may require action at a moment’s notice?
As for Bob, he’s still with his accountant, and in the same investments that brought his portfolio down. He’s hoping for a miracle recovery. As of this writing, the stock market is engaged in something of an upswing and Bob, I’m sure, is getting his hopes up that he will recover some of his losses. However, I shudder to think that this rally may come to an end and the bear market resumes. Where will Bob be then?
At 58 years old Bob is still playing Russian roulette with his retirement. He’s apparently unable to make a decision to move to someone who has the ability to make sense of market trends and the discipline to follow the signals they communicate. This is a decision that will have a profound affect on his financial futureand will determine whether his story has a happy or sad ending.
About The Author
Ulli Niemann is an investment advisor and has been writing about objective, methodical approaches to investing for over 10 years. He eluded the bear market of 2000 and has helped countless of people make better investment decisions. To find out more about his approach and his FREE Newsletter, please visit: www.successful-investment.com; ulli@successful-investment.com
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The trend of belt buckles has caught on recently. The days of just buying a belt that has one buckle attached are over. The most stylish belts consist of buying a leather strap that fits your waist and has no buckle at all. You can then select a buckle that fits your individual taste. This makes much more sense both in style and cost.
Leather straps on belts usually outlast the style of the buckle, so you can save money by just buying new buckles. This saves you the cost of leather. This also allows you to have the option of using a belt buckle with different colors of leather like black and brown. There are also many different types of buckles that easily lets you expand the range of style that you may choose depending on the occasion.
General loop belt buckles are the most general type of buckle found. They are the most versatile type because they are appropriate for almost any occasion. They range in size to fit the leather strap that they can be used with. Slim designs are appropriate for slim leather straps of any color. The slim style is more conservative and mainly for more formal occasions. Slim buckles look best with glossy leather and worn with slim slacks. Wider designs of loop belt buckles are to be matched with a wide leather strap. The wide look is more informal and is appropriate for slacks or jeans. The leather strap is usually made up of a matte finish or distressed leather.
There are also more designs for the leather strap with wide buckles. Leather straps may have multiple rows of holes or can even be made of smaller leather straps that are woven together. When matching a buckle to a more unconventional strap, make certain that the teeth of the buckle will fit the strap. Most stores will sell buckles that match up to their straps, so staying brand loyal is a good idea when considering matching.
Find out more about belts and style at http://www.ohboybelt.com
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Are you worried about your child’s reading habits? Perhaps you feel he or she should be starting to read, but they have no interest in books whatsoever? I had the same problem with my son. Gosh, he would rather chew on ‘The Big Book of Nursery Rhymes’ than read a word from it! Here’s a short list of questions which I find very relevant if you’re concerned about your kids’ reading habits.
Question: There are some scary children stories like “Hansel and Gretel” out there. Will they disturb my child?
Answer: The important thing here is the manner in which the story is told. If you’re reading to your child in words, then there should be no problem. If however, you’re watching a movie version of the story, then perhaps there is more impact on the child. However, this is not to say you cannot allow your children to watch, say, “Snow White and The Seven Dwarfs”.
Just make sure you’re there to explain if he or she has any questions - then they’ll be fine. As a side note, do remember that scary stories are also required for a child’s psychological development - so don’t shield them from such material totally.
Question: I’ve problems finding out which books are best for my child. Please help!
Answer: There are some very good childrens’ books out there. Some of my favorite classic childrens’ tales which I freely read to my kid include Winnie the Pooh stories, Aesop’s Fables and nursery rhymes of any sort. If you’re interested, check out the list below for more book references:
* Bernice E. Cullinan, Read to Me: Raising Kids Who Love to Read. Scholastic, 1992. * Kate Hall McMullan, How to Choose Good Books for Kids. Addison-Wesley, 1984. * Jane A. Williams, How to Stock a Home Library Inexpensively. Bluestocking Press, 1995.
Question: How can I motivate my child to read?
Answer: This has got to be THE most common question parents ask. Well, the answer is simple. Have FUN reading to your child and he or she will be motivated to read!
Vary the types of books you get for them. Some children prefer fairy tales, others prefer books about animals, trucks, or cartoons. Expose them to different genres of literature. If you find one area they’re really interested you can zoom in on it and focus on those type of books. You can also try visiting your local bookstore and let your child choose a book on his or her own.
Oh, here’s another tip - make your reading dramatic. Sure, it’s a bit weird initially, but it does wonders for motivating and stimulating your child. Use funny voices and dramatic gestures! Vary your volume level, act like a clown!
About The Author
Gary Hendricks is the editor of www.baby-product-guide.com, a hobby website offering articles on parenting, baby care and baby products.
gary_hendricks@baby-product-guide.com
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Old chili recipes
Every chili cook has a few recipes, whether written or just remembered, that have helped define his or her own special bowl of red. Here is a more-or-less historical collection which will assist the reader in this purpose, as it has for the author. Since they are really not meant to be cooked from, but rather used as a reference for your own concoctions, no attempt was made to bring the older recipes up to modern cookbook standards. There are valuable hints to be gleaned from them, but more than that, when reading them notice how none of the recipes will stay in focus very long — that\’s chili\’s stubborn refusal to hold still and let the shutter snap.
Recipes Listed:
Mrs. Owen\’s Cook Book (1880)
U.S. Army (1896 - 1944)
Walker\’s Red Hot Chile Con Carne (1918)
Romana\’s Spanish-American Cookery (1929)
Texas Jail Chili (Circa 1950)
Eight Bean Chili (1975)
Old Buffalo Breath (1985)
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Mrs. Owen\’s Cook Book Chili (1880)
Ingredients:
lean beef — cut in small dice
oil
onions
1 clove garlic — chopped fine
1 tablespoon flour
2 tablespoons espagnole
1 teaspoon ground oregano
1 teaspoon ground cumin
1 teaspoon ground coriander
dried whole peppers
cooked beans
This may be the earliest printed recipe for chili con carne and it is surprisingly authentic, save for the suspect addition of \”espagnole\”, white sauce seasoned with hame, carrot, onion, celery, and clove. The words are Mrs. Owen\’s own.
This might be called the national dish of Mexico. Literally, it means \’pepper with meat\’ and when prepared to suit the taste of the average Mexican, is not misnamed.
Instructions:
Take lean beef and cut in small dice, put to cook with a little oil. When well braised, add some onions, a clove of garlic chopped fine and one tablespoon flour. Mix and cover with water or stock and two tablespoons espagnole, 1 teaspoon each of ground oregano, camino, and coriander. The latter can be purchased at any drug store. Take dried whole peppers and remove the seeds, cover with water and put to boil and when thoroughly cooked pass through a fine strainer. Add sufficient puree to the stew to make it good and hot, and salt to taste. To be served with a border of Mexican beans (frijoles), well cooked in salted water.
Frijoles or Mexican brown beans. Boil beans in an earthen vessel until soft (four to eight hours). Mash and put them into a frying pan of very hot lard and fry until comparatively dry and light brown. Sometimes chopped onions are put into the lard before the beans are added and sometimes pods of red pepper or grated cheese.
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U.S. Army Chili (1896-1944)
Ingredients:
1 beefsteak (round)
1 tablespoon hot drippings
2 tablespoons rice
1 cup boiling water
flour
salt
onion — (optional)
2 large dried red chile pods
Soldiers of the U.S. Army on the Western frontier had been eating chili since the war with Mexico (1846) but not necessarily in their messes. The first Army publication to give a recipe for chili was published in 1896, The Manual For Army Cooks (War Department Document #18). By World War I, the Army had added garlic and beans; by World War II, tomatoes. This was a national pattern: Fannie Farmer did exactly the same (see the editions for 1914, 1930, and 1941)
Chili con carne (1896) (per soldier). 1 beefsteak (round); 1 Tbs. hot drippings; 2 Tbs. rice; 1 cup boiling water; 2 large dried red chile pods; 1 cup boiling water; flour, salt, and onion (optional).
Instructions:
Cut steak in small pieces. Put in frying pan with hot drippings, cup of hot water, and rice. Cover closely and cook slowly until tender. Remove seeds and parts of veins from chile pods. Cover with second cup of boiling water and let stand until cool. Then squeeze them in the hand until the water is thick and red. If not thick enough, add a little flour. Season with salt and a little onion, if desired. Pour sauce over meat-rice mixture and serve very hot.
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Walker\’s Red Hot Chile Con Carne (1918)
Ingredients:
1 pound beef — cut in small pieces
1/4 pound beef suet — ground fine or lard
2 tablespoons Walker\’s Mexene
1 medium onion — minced
water
In 1918, Walker Austex was producing 45,000 cans of Walker\’s Red Hot Chile Con Carne (with beans) and 15,000 cans of Mexene Chili Powder a day in their new factory in Austin, Texas. But Walker had already been selling canned Mexican foods for over a quarter century and may have been the first to can chili. Gebhardt\’s didn\’t start canning chili (as opposed to making chili powder) until 1911. Walker\’s 1918 recipe booklet had recipes for \”chile huevos\” and \”chili mac\” — plus something called \”combination chili con carne\” — one can chili mixed with one can tomatoes.
Instructions:
Genuine Mexican Chile Con Carne. One pound of beef cut in small pieces; 1/4 lb. beef suet, ground fine (or you can use lard). Add two tablespoons of Walker\’s Mexene, one medium sized onion minced; add water and boil until thoroughly cooked. The gravy from this chili con carne is fine for macaroni, spaghetti and vegetables. If beans are wanted, use any good red bean. For instance — California Bayous, California Pinks or Pinto Beans. When these are not convenient, use French Red Kidney Beans. Boil the beans separately and add beans when serving.
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Romana\’s Spanish-American Cookery Chili (1929)
Ingredients:
2 pounds lean beef
1/4 pound beef fat
12 large red chile peppers — OR to taste
2 tablespoons chile powder
1 tablespoon paprika
2 pods garlic
2 teaspoons chopped oregano
1/2 cup olive oil
1 cup minced onion
beef stock — as needed
salt and pepper — to taste
This California-based cookbook, edited and \”modernized\” in 1929 by Pauline Wile-Kleeman, has three chili recipes. The one labeled \”Texas style\” contains onions, beans and tomatoes, plus a whole cup of extra fat, half suet and half lard! The \”California\” version is also made with beans, but without tomatoes or onions. The first, and best recipe has none of these things.
Chile con Carne without Beans
Instructions:
Remove the seeds and veins from the chile peppers, place in sufficient hot water to cover, bring to boiling point, and cool in the water, drain and remove the pulp with a spoon. Cut the meat and suet in 3/4 inch cubes, heat the oil and fry the meat and suet to a light brown, then add onions and garlic and continue to cook, stirring continuously; before the onions start to brown add chile pulp, paprika, stir a few minutes, then add oregano, salt and pepper and sufficient stock to finish cooking till the meat is tender. Serve with beans or Spanish rice.
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Texas Jail Chili (Circa 1950)
Ingredients:
1/2 pound beef suet — ground
2 pounds coarse ground beef
3 garlic cloves — minced
1 1/2 tablespoons paprika
3 tablespoons chili powder
1 tablespoon cumin seeds
1 tablespoon salt
1 teaspoon white pepper
1 1/2 teaspoons ground dried sweet chile pods
3 cups water
Texas prison chili got its good reputation from Sheriff Smoot Schmid\’s truly fine recipe for the Dallas County Jail. Recently, however, a Texas prison chili contest was won by Huntsville Penitentiary with a godawful recipe that called for twice as much cumin as chili powder and \”2 handfuls\” of monosodium glutamate. In Texas, this is called crime deterrence.
Dallas County Chili
Instructions:
Fry suet in a heavy kettle. Add meat, finely diced garlic and seasonings; cover. Cook slowly for four hours, stirring occasionally. Add the water and continue cooking until the chili has thickened slightly, about one hour. Serve plain or mixed with equal portion of cooked pink or red beans.
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Old Buffalo Breath Chili (1985)
Ingredients:
5 pounds chuck roast
8 cloves garlic — crushed
1/4 cup olive oil
2 tablespoons Mexican oregano
1 tablespoon cumin seeds — toasted and ground
juice of 1 lime
2 tablespoons mild chile
2 tablespoons hot chile
beef broth
masa harina
small whole dried piquin chiles
salt — to taste
This writer\’s own. On the Texas range, firewood meant mesquite. Not only did the trail cook use it for his own pit cooking, but the ranch cook used it to fire his wood stove. Until it was replaced with gas and electric, mesquite-flavored grilling dominated rural Texas cooking with its distinctive sweet savor. The meat rof this chili is seared over charcoal where mesquite chips have been set to flame (the taste of mesquite charcoal is indistinguishable from that of any other hardwood), which gives the resulting chili a haunting hint of smoke — and without tasting a bit like barbecue, since there is no onion or tomato in it, none at all.
Instructions:
For the fire: mesquite wood chips and hardwood charcoal.
For the Rub: 2 or 3 cloves of garlic and chili powder.
The chuck roast should be as lean as possible and cut at least three inches thick. Two or three hours before you plan to make the chili, rub the meat all over with a mash of crushed garlic and salt then sprinkle it with chili powder to coat it lightly. Loosely cover it with plastic and set it aside.
Fire up enough hardwood charcoal to sear the meat in an outdoor grill, preferably one with a cover. At the same time, soak a few handfuls of the mesquite chips in the water. When the coals are covered with gray ash, spread them out evenly, and scatter the soaked mesquite chips over them. Then immediately set the meat on a grill over the smoke, about an inch from the coals. Cover the grill and adjust the dampers to maintain a slow, steady heat. Let meat sear for about 12 minutes (this is meant to flavor, not to cook the meat) and turn over to sear the other side for the same amount of time. Remove it from the heat, saving any juices on its surface, and transfer to the refrigerator. Let it cool thoroughly, about one hour.
After the meat has cooled, trim away any surface fat or cartilage. With a sharp knife, cube the meat into the smallest pieces you have patience for, saving all juices. Heat the olive oil in a large, heavy pot over moderate heat. Stir in the garlic and saute until it turns translucent. Stir in the meat and all reserved meat juices, adding just enough beef broth to cover, or about one cup. Pour in the lime juice and sprinkle in the rest of the seasonings, stirring and tasting as you go. Crumble in a few piquins or other fiery chiles to bring the heat up to taste. However, do not try to adjust the seasoning to perfection right now; it\’s easy to ruin a chili by correcting the flavors too soon — the long cooking will smooth and sweeten it.
Lower the heat to as low as possible. If the pot is left to boil, the meat will toughen. Every half hour or so after the first hour, taste for seasoning, adjusting and thickening with the masa harina a teaspoonful at a time. The chili should be about ready to eat in three hours, although it will benefit from a night\’s aging in the refrigerator.
Serve it simmering in large, heavy bowls with an ample supply of soda crackers and a side of beans, but not much else except, maybe, hot, black coffee or quart-sized glasses of iced tea or a few frosty bottles of your favorite beer. And, after a good long while, push things aside, lean back in your chair, and start arguing.
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Eight Bean Chili (1975)
(Serves 25)
Ingredients:
1/4 lb each of the following dried beans: kidney, white, pink, black,
red, pinto, cranberry, and navy
1 lb bacon
5 large onions, peeled and chopped
2/3 cup minced garlic
1/4 cup toasted coriander seeds, ground
1/4 cup ground cinnamon
1/4 cup paprika
1/4 cup cayenne pepper, or to taste for the timid of tongue
1/2 cup ground dried Poblano chili peppers
108 oz (#10 can) Italian plum tomatoes, with juice
12 oz beer
5 lb lean ground beef
salt to taste
Instructions:
In a large pot, soak the beans together overnight in water to cover.
Drain and add fresh water to cover. Cook at a simmer for 1 1/2 hours or until beans are just tender.
While the beans are simmering, heat a large skillet. Mince the bacon and cook it until it begins to crisp. Add the onions and garlic and cook over medium heat for 5 minutes. Add all the spices and the ground Poblanos and cook another 5 minutes. Add the tomatoes with their juice and the beer. Simmer for half an hour.
In another pan, cook the beef until the pink color disappears. Drain and add it to tomatoe mixture.
When the beans are fully cooked, drain them, reserving the liquid, and add the beans to the meat/tomato mixture. Salt to taste and let the mixture simmer for about 1 hour. If it is too dry, add some of the bean liquid.
As published in the September/October 1990 issue of Chile Pepper Magazine.
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