Dr. Bejako the sadistic dentist goes to work on the “mystery box” bonus

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Long-time readers of this newsletter might know I’m a big fan of screenwriter William Goldman. Goldman won two screenwriting Oscars, one for Butch Cassidy and another for All The President’s Men.

​​He also wrote The Princess Bride.

​​And of course, Goldman wrote Marathon Man, which starred Sir Laurence Olivier in the role of the sadistic dentist Dr. Szell (“Is it safe?”).

I thought of Dr. Szell because I’ve never before been compared to a dentist, but it finally happened today.

​​Author and copywriter Angie Archer, who not only took me up on my Most Valuable Email offer, but was one of the first to take me up on the free but valuable, time-limited offer included inside MVE, wrote me to say:

This feels like a trip to the dentist.

I know it’ll be good for me, but…

Here, before I talk myself out of it, is [Angie taking me up on my ‘mystery box’ offer].

You might not know what a “mystery box” offer is.

It’s an idea I got from marketer Rich Schefren. Rich once offered a “mystery box” upsell for $29. He didn’t say what was in the box, only that the buyer should trust him, and his claim that the box is worth at least 10x the asking price.

Rich’s “mystery box” upsell converted at a crazy 78% — 2x or 3x what a typical upsell will do. What’s more, Rich says the offer got zero negative chargebacks, and ended up forming a segment of his best customers.

So a mystery box might be worth experimenting with in your own marketing. You just gotta be firm, and not give in, and not tell people what’s inside the box.

That’s what I won’t tell you what my MVE “mystery box” offer is. I will just say it is very valuable, more so than the price of this course, and that it’s something I probably won’t keep up for very long.

So if you are interested in taking me up on the Most Valuable Email and the free but valuable, time-limited mystery box offer it contains, it might make sense to act now.

​​The launch period is coming to an end in a few hours time, at 12 midnight PST tonight. After that deadline, the price will go up. If you’d like to get in before then:

https://bejakovic.com/mve

My storytelling advice to a “storytelling coach”

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Yesterday, I got an email from a well-known copywriter. The subject line read, “It’s story time for your business.”

This email was obviously a solo ad – somebody paid to send an advertisement to the copywriter’s list. The advertised offer was a free training held by a “story coach” who happens to be “one of the world’s top storytelling experts.”

I was intrigued. What might I learn from a top storytelling expert?

The suspicious thing was, the story coach’s email was itself not written as a story.

“Maybe she’s trying to tease me,” I thought. “I must see what kind of wondrous Harry Potter-like yarn a story coach can weave.”

So I went to the website of the story coach herself.

There were no stories anywhere on the front page. But there was a promo video. I watched a few minutes of it. No stories in there either.

The teasing was starting to get a little annoying.

So I went to the about page. Still nothing! All I found was how important stories are, and how life is too short not to share your true story, and how storytelling can help you make more money.

But then finally, at the bottom of the about page, I found it. The story coach’s story. It was there, under the heading, “The Story.” It went like this:

ONCE UPON A TIME, the story coach was born in a country far, far away
She then moved to another country for university
She then worked at some NGOs and got married
She then realized her “passion for adult learning”
She then started working as a corporate trainer
She then specialized as a story coach
She then became, and today still remains, “honored and delighted to empower people and businesses world-wide”
THE END

Maybe, maybe, this story coach has some valuable advice to give to her students.

If so, then she clearly forgets to apply her advice to her own business. Because the above “story” is so un-riveting that it immediately sabotages the claim she is a storytelling expert.

The way I see it:

if you want to sell with a personal story today, you better make sure your personal story is remarkable. Barring that, you better make sure you are a remarkable storyteller.

The trouble is the vast majority of people — most copywriters and “story coaches” included — do not have any remarkable personal stories and are not all that remarkable as storytellers.

So does that mean most people in business should stay away from telling stories?

Well, if I were coaching the story coach, I would advise her, for two good reasons, to pony up $75 and get my Most Valuable Email training before the price goes up on Sunday at midnight PST.

Reason one is that Most Valuable Emails are perfect for anybody who sells services or info products about topics like marketing, copywriting, or writing. If you write about those topics, then the Most Valuable Email trick is immediate and instant to use.

Reason two is that each time you write a Most Valuable Email, it makes you a tiny but significant bit better at whatever it is you are writing about.

So ​​If you are a marketer writing about marketing topics, it makes you a better marketer.

​​If you are a copywriter writing about sales copy, it makes you a better copywriter.

​​And if you are a so-called storytelling expert, then writing Most Valuable Emails at first make you decent and then maybe even good at telling stories.

So that’s my advice. In case you want to find out more about the Most Valuable Email training, take a look at the following, non-storified, sales page:

https://bejakovic.com/mve

My superior MVE guarantee that trumps Gary Halbert and John Carlton

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In my email from two days ago, I shared John Carlton’s “Notorious ’20 Clicks’ Report’. This report collected, in shorthand format, 20 of Gary Halbert’s “first-choice” marketing tactics.

​​In that email, I said this report is potentially the most valuable thing I will ever share in this newsletter.

Most valuable, yes. But not necessarily new.

For example, “Click 20” in the report is pretty standard marketing advice you’ve probably heard a thousand and one times:

“Reverse the risk — you shoulder all the risk, so buyer is ‘covered'”

Gary H. advised his clients to offer longer guarantee periods… 30-day holds on checks… even double-your-money-back guarantees.

Bah, I say. That’s kids’ stuff. It pales in comparison to how much risk I am willing to shoulder with my Most Valuable Email offer. It goes like this:

1. If you like my emails, find them insightful, and want to write something similar…

2. If you already have or are willing to start an email list about marketing or copywriting…

3. If you have read or at least skimmed my sales page, or what there is of it, so you have a clear understanding of what my offer is, what the price is, and what my promises to you are at that price…

… if and only if all three of these are true… then I guarantee the Most Valuable Email is for you. You will find it both fun and valuable.

On the other hand:

If you don’t fulfil any of the above three conditions… or you don’t know me too well… or you don’t trust me too much… or you have general vague doubts or uneasy feelings about taking me up on my MVE offer… or you want to “test drive” the content to see if it’s right for you… or, best of all, if you have been studying copy for years and have seen it all and are determined that unless I show you something new within the first 2 minutes then you will demand a refund…

Then I 100% guarantee the Most Valuable Email training is NOT for you. Don’t buy it, and save yourself, and even more importantly, save me, a bit of headache and frustration.

How’s that for shouldering risk?

After all, Gary H. and John C. were willing to take on all the risk — up to but not including risking the actual sale.

On the other hand, I am willing to risk you will not buy at all from me if this offer is not right for you.

Maybe that seems silly, or counter to the basic principles of greed-gland marketing. That’s okay. I feel it will serve me well in the long run.

Anyways, now you know what I guarantee when it comes to the Most Valuable Email.

And if you meet criteria 1 and 2 above, and you are interested in this training, then all that’s left for you is to read or at least skim my sales page so you can meet criterion 3.

If you want to do that now, here’s the link:

https://bejakovic.com/mve

Announcing MVE 2: Judgment Day

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Today I am opening the cage and unleashing upon the world my Most Valuable Email training.

I expect this beast to set things on fire, crush kids’ bikes, and maybe have the SWAT Team called in against it.

I will have more to say about this training over the past few days. Such as, for example, answering the question:

“But Bejako, didn’t you already release something like this Most Valuable Email? It sounds familiar.”

It should soound familiar. I will deal with that question in more detail soon. For now, you can think of this training as the impossibly shiny, hyper-intelligent, and unstoppable T-1000 from Terminator 2: Judgment Day, compared to the dumb and brutish T-800 from the first Terminator film.

Also, here are a few organic facts you might like to know:

1. I will be promoting the Most Valuable Email until this Sunday, October 2

2. Well, really, I will be promoting it pretty regularly even after this Sunday, but—

3. If you do decide to buy this training before the clock chimes at 12 midnight PST on Sunday, you will get a 25% discount off the not-too-expensive, not-too-cheap regular price which will kick in on Monday

4. You can get a bit more detail about this offer at the page below, but—

5. This sales page is incomplete.

Yep, it’s incomplete. I will be filling it out over the coming days.

Still, if you trust me and you already know you want this training… or if you’re curious what an incomplete sales page looks like, and want to spy on how I will develop it it over the next few days… then you have one reasonable course of action. Take a look here:

https://bejakovic.com/mve

FREE REPORT BY RENO AD WIZARD REVEALS 20 AMAZING SECRETS THAT CAN MAKE YOUR BUSINESS GROW LIKE CRAZY ALMOST OVERNIGHT!

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A couple days ago, I sent out an email about the “Man on Wire” sales technique. Even though I saw that technique in a movie, I remembered reading about it in one of Gary Bencivenga’s Marketing Bullets. I searched online, and found that bullet.

But I also remembered reading about this sales technique in a drug- and sex-filled tabloid, or tabloid-like publication, which formed my first shock exposure to direct marketing about 10 years ago.

I searched online, but I couldn’t find the relevant issue.

No matter. Because as part of this search, I did find something else. It’s potentially the most valuable thing I will ever share in this newsletter.

Here’s a fact you might or might not know:

“The REAL money in most projects comes from the strategy… and not just from clever copy.”

That comes from a Reno, NV ad wizard who is best know as a high-octane, A-list copywriter. But as he will be the first to admit, “The best copywriters remain in demand and at the top of the ‘A List’ because they are also savvy marketers.”

So today I want to share with you a 15-page free report by this Reno ad wizard. This free report can make your business – or your client’s business — grow like crazy almost overnight.

Ignore this report and suffer.

On the other hand, read it and apply it and — well, here’s the deal:

If you want this free report, then sign up to my daily email newsletter. And when my welcome email gets to you, hit reply and tell me you want the report. I will then send you the link. Here’s where to get started.

Feelings of entitlement may signal copywriting potential

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Today I read a viral pop-science article that made my head spin. The article reported research from Stanford University. The research consisted of two parts.

In the first part, the scientists tested a bunch of people to see whether those people were prone to feelings of guilt.

In the second part, the scientists had those same people interact in group settings, like planning a marketing campaign.

And get this:

The scientists found that the people who tested the most guilt-prone… were also voted as being the most leader-like. That’s according to the other participants in the study.

The underlying message of this research was clear:

If you yourself get burdened with deep guilt from time to time, there might be hope for you yet. In fact, it might be a sign that you secret talents – maybe even a purpose, a mission — that you just aren’t aware of yet.

Inspiring, right? No wonder this article went viral, with billions of upvotes and trillions of comments.

Aye, but here’s the rubbety rub:

The Stanford scientists didn’t just test whether subjects were guilt-prone or not. Instead, they actually tested whether subjects were more prone to either guilt… or to shame.

Guilt? Shame?

Maybe you’re not sure what distinction there is between those two. I wasn’t sure. But the Stanford scientists have their own definitions of the two terms.

Guilt is proactive: You feel bad about something you did, and you want to make amends.

Shame is passive: You feel bad about something you did, and you want to hide and not be seen.

Aaahhh…

So it turns out this inspiring Stanford study was really a bit of clever categorization and reframing. The article I read was titled, “Feelings of Guilt May Signal Leadership Potential.” But really, it could have been more honestly titled, “Proactive Behaviors May Signal Leadership Potential.”

But whatever. This article cannot in any way help us with persuasion and influence. So let’s just drop it.

And in entirely unrelated news, let me pay off today’s subject line:

Perhaps you sometimes catch a sneaking sense of entitlement coming over you.

​​Perhaps you get angry when you cannot get what you want… or you feel you are special and should not have to accept normal constraints… or you cannot discipline yourself to complete boring or routine tasks… or you become easily frustrated… or you have trouble giving up immediate gratification to reach a long-term goal.

All those might sound like very negative behaviors and thought patterns, ones that are destined to keep you from success.

But what if I told you that feelings of entitlement might actually signal copywriting potential?

The missing thing you might not have realized is that there are two related but actually distinct states.

One is entitlement. Entitlement is thinking you are better than others, and is rooted in a sensitivity to outside stimula, to social cues and responses, as well as to your own internal states and your place in the world.

The other is arrogance. Arrogance is thinking you are better than others, but is based in dullness and a lack of sensitivity, both to outside and inner sensations.

And that’s why arrogant people cannot make for good copywriters. They are not interested enough in observing the world, in how others behave and react, in what it all means.

On the other hand, entitled people, well, their sensitivity actually predisposes them to become immensely successful as copywriters.

I won’t name names here, but when I look at some of the most successful people in the direct response industry, both now and in the past, I suspect they felt a strong, even dominant sense of entitlement. Even if they appeared to be modest, self-effacing, humble people.

All right, let’s wrap up this pop science article.

Final words:​​

In case you are trying to make it as a copywriter, and you’re wondering where to start, then here’s a resource that may help you make the most of your latent copywriting potential:

​​https://bejakovic.com/10commandments

The sales secret of Man on Wire

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Last night, in a desperate hunt for a movie to watch, I turned to the Rotten Tomatoes 100% Club. That’s a list of some 370 movies that have had uniformly positive reviews — a perfect 100% Rotten Tomatoes score.

This led me to Man On Wire, a 2008 documentary about a man named Philippe Petit. In case you haven’t seen this movie, the gist is:

Petit was a tightrope walker. And obsessive.

Back in 1968, when he was just 18 years old, Petit hit upon the idea of walking on a wire between the two towers of the World Trade Center.

Problem:

The towers hadn’t been built yet. So Petit spent the next six years scheming, practicing, and waiting in preparation for his audacious August 7, 1974 walk between The South and North Towers, which lasted 45 minutes.

But here’s a question that maybe immediately pops into your head, as it did into mine when I heard about this stunt:

How exactly do you stretch a wire across the two towers? The wire weighed 200 kilograms, or about 450 lbs. Petit was doing his setup clandestinely, in the middle of the night, while hiding from security guards, so helicopters and cranes were out of the question.

So what the hell do you do?
​​
​​You can’t just hoist the wire up from the ground — it’s a 400 meter drop (over 1,300 feet). You can’t just toss the heavy wire across the 40 meters (130 feet) that separate the corners of the two towers.

A hint comes early in the movie.

You see a silhouette of a man packing things into a bag. It’s supposed to represent Petit.

Along with other unrecognizable equipment, the silhouette gives away something familiar — an arrow.

The fact is, one of Petit’s henchmen shot an arrow with a bow from one tower to the another. And that arrow had a fishing line attached to the end of it.

They used that first fishing line to pull across a slightly sturdier string.

Then they used that string to pull across a strong rope.

And finally, they used the rope to pull across the actual wire, which like I said, weighed as much as an adult melon-headed whale.

Maybe see where I’m going with this.

Because when I saw this in the movie, a lightbulb went off in my head.

“I know this technique!” I shouted in the darkness.

But not from tightrope walking. I know this technique from sales. I first read about it in one of Gary Bencivenga’s Marketing Bullets. Gary called it one of the “the most powerful master strategies I ever learned.”

You can find the explanation of this sales technique below. But not just that.

You can also find lots of inspiring personal stuff about Gary at the page below. Such as for example, that for a long time, Gary was such a bad copywriter that he considered giving up and becoming a mailman. He even went to the post office to pick up a job application.

The only reason Gary stuck with copywriting, the only reason he persevered and eventually became so successful, the only reason we know of him today, was that he was told at the post office that they are not hiring at the moment, and when they do start hiring again, thousands of prior applicants will be ahead of Gary in line.

So Gary stuck with copywriting and marketing.
​​
And one of the biggest things that Gary learned in the years that followed, and used in all his copy and marketing, from his sales letters to his olive oil business, was this “Man On Wire” sales technique. In case you are interested:

http://marketingbullets.com/bullet-15/

Blackjack positioning

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Al Ries and Jack Trout invented the term positioning. They then wrote a book with that title. In it, they say positioning is a hook in your prospect’s brain from which you can hang your product.

Fine. That’s once you’ve got an established position.

But how do you get that hook in your prospect’s brain? Throwing a clothes hanger at somebody’s head will only make it bounce off.

What you need instead is a spear. Something with a very small, very sharp point, which can pierce your prospect’s thick defenses (his skull) and lodge in the soft gray matter inside.

When people talk about positioning, they often talk about taking control of a part of the market. “We want to be the Apple of dog nail clippers.” Meaning, we only want a sliver of that market that’s willing to spend like crazy.

That’s one way to do positioning.

This is the flip side. Instead of thinking about cutting down your market… think about cutting down your product and its functionality.

Once upon a time, Perry Marshall was an experienced and capable online marketer. But that’s a floppy, blunt object, incapable of piercing any skull.

So Perry dropped all his copywriting knowledge… funnel building knowledge… positioning knowledge… and became “The AdWords Guy.” At least to people who had never heard of him before. His business exploded, way beyond his previous success.

Because it can be easier to sell a fragment of the thing rather than the whole. At the same price. Or even for more.

Many people rebel at this. No wonder. Our minds work additively. If you have A plus B plus C, then that’s worth at least as much as A alone, right?

Not in positioning.

Positioning math is more like blackjack. You know how the game goes. You keep getting cards, trying to get as close as possible to 21. But if you ever go over, you’re BUST. You lose.

Same thing with positioning. Keep adding ideas to your position, and you will go BUST. You will lose. And you don’t need to go over 21 ideas either.

So swallow your pride — or fight your client’s pride. The dealer will offer to deal you more cards. Wave him off. One, sharp, deadly idea. No more.

And now a confession:

I used to have a daily email newsletter on copywriting, marketing, and persuasion. No more. From now on, it’s a newsletter on positioning. For today only. Click here to subscribe.

My best advice for beginner copywriters

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If you are a diligent reader of this newsletter, you will know I have been studying Spanish for the past few months.

So far, one of the best resources I’ve discovered is a YouTube channel, Español con Juan.

The Juan of “Español con Juan” is a Spanish teacher at University College London. He’s very likeable and funny. In his videos, he mostly makes stuff up and jokes around, but then he also sneaks in some actual Spanish language lessons when you’re not looking.

Juan usually only makes videos directed at language learners.

But once, he made a video of advice for Spanish teachers. It had five pieces of advice, including:

* Carry around a ruler (it’s a symbol of authority)

* Laugh at students (they will never make the same mistake twice)

* Line up the chairs correctly (students should not be facing each other but should be facing you — you are the star of the class)

Inspired by this video, I decided to do something equally helpful for beginner copywriters. Here goes:

1. Once you know “features vs. benefits” and AIDA, you’ve learned 99% of that’s worth learning from others. The rest is just practice. Copywriting is common sense, and inspiration comes from within.

2. If you really do want to learn something more, make sure you only look at courses and books that came out in the last ~2 years. Recent trainings like this have will have the newest secrets that haven’t been widely published yet. Everything older than ~2 years is too old hat, and the market has adapted to it.

3. The best thing you can do to attract new copywriting clients is to sharpen your copywriting skills.

4. The r/copywriting subreddit is a great place to learn copywriting and mingle with real, successful copywriters.

5. “Date around” as much as possible with different copywriting clients. A new client is always more exciting and potentially much more profitable than a past or present client.

6. The second-best way to attract copywriting clients is to go around asking, “How do you get copywriting clients?” And to keep asking it. Never stop asking.

7. Likewise, never stop studying. There’s always more to learn, and until you have learned it all, it’s best not to try anything in practice.

8. Do not start an email newsletter before you are ready! You could be inadvertently showing off your lack of skill and experience to clients who might hire you otherwise.

9. You are a copywriter. Industry rates start at $300/sales email, $10k/sales letter. Also, you are entitled to get paid royalties, because you’re the one bringing in the sales.

10. If you are unknown, particularly if you have no skills or experience, then make business owners a risk-free offer. For example, tell them you will charge them nothing upfront if they they test out your copy with paid traffic, or in place of a piece of copy which is currently making them money. The offer is, you only get paid if your copy converts, and if it doesn’t, it’s still a learning experience for you both. Win-win!

So that’s my advice. Follow it at your own risk.

But if you’re feeling a little suspicious, if you have some doubts I’m being genuine, if you wonder if this is really the best advice I can give you, then let me point you to a second set of 10 recommendations for copywriters. They apply equally whether you are a beginner or intermediate or advanced. You can find them here:

​​https://bejakovic.com/10commandments

So stubborn they can’t ignore you

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Yesterday, I spent an hour on Google, trying and failing to find good affiliate health offers to promote for my new health list.

Sure, there are millions of “Bates Motel” health offers out there. They will gladly pay you a large commission if you send a gullible victim their way.

There are also millions of worthwhile health offers out there. But they either have no affiliate program, or they demand that you have a list of ~2M names if you want to become their affiliate.

On the other hand:

Last week, I found myself participating in a “JV Mixer”.

This was an affiliate deal-making event. It was in the Internet marketing and personal development niches, but I’m sure equal things exist in the health space.

This JV mixer consisted of people with 7-, 8-, and possibly 9-figure businesses, including big names that I recognized, all pitching themselves and trying to make their best case for attracting new affiliates to promote their stuff.

My point being, it’s surprisingly hard to find good affiliate offers to promote, at least if you’re starting out. On the other hand, there are big and hungry businesses who can’t find enough affiliates to promote their offers.

See the strange contradiction there?

It’s actually the same thing with copywriting clients.

When I got started as a freelance copywriter, I heard that businesses are starving for copywriters. Business want to throw money at copywriters. But businesses don’t know where to find copywriters to throw money at, or there are just not enough copywriters around who want money thrown at them.

Maybe you’ve heard the same claim. And if you’re a freelance copywriter, maybe you’ve been around long enough to call BS.

And why not? I mean, I got decent copywriting work in those first few years. But I never once saw a desperate business owner, running down the street, grabbing random passersby and pleading, “Are you a copywriter? God I need a copywriter right now! If only I knew where to find a copywriter!”

But as I’ve written before, I eventually discovered that yes, that incredible claim really is true.

I discovered it when I suddenly became to go-to guy for a specific format of copy (VSLs) in a very specific niche (real estate investing). It turned out there really are dozens of business owners, running successful businesses, ready to throw money at a good copywriter, if only they could find one. Fortunately, they found me.

So then the question becomes:

How do you go from one to the other? How do you go from being a scrub searching for affiliate offers on Google… to being part of JV mixers where owners of multi-million businesses try to recruit you as an affiliate?

How do you go from being a starving copywriter mass-applying to jobs on Upwork… to sitting back, and having potential clients emailing you every day, and asking politely if you have some time to talk to them?

There are tricks and tactics to do it. Some are common sense.

Some you can pay for.

Some you can extract from your own experience, if you’ve gone down this road before, like I have in my freelance copywriting career, and now in my marketing and copywriting influencer career.

But the thing is, all those tricks and tactics are secondary.

Because there is just one primary resource if you want to go from scrub to success, from starving to satisfied.

This resource is very plain. Very unsexy. And it’s lying all around you.

But with this resource, you can do without any tricks and tactics.

On the other hand, without this resource, no tricks and tactics will help you.

I’m talking about time. Simple stubbornness. Still being at it tomorrow, and the next month, and in a year from now.

Which is why, if you ask me, it’s not worth even starting a new project if you’re not okay with still being at it in two-three years’ time.

All right, so much for my plea for stubbornness. For today, at least. Tomorrow, I will be back at it, with another daily email.

In case you think if you think my years of experience working with 7- and 8-figure direct response businesses could be valuable for you… you can sign up to my daily emails by clicking here.