Personal Change

The three sweetest sales I made in November

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A few moments before I stood up to write this email, I shut down the cart and disabled the sales page for the Age of Insight live training.

It’s the first time I’m offering a training on the topic of insight, which has been squatting like a demon in my head for the past several years. Now it’s time for people who signed up for Age of Insight to see how I deliver on my promises of:

1. Influencing people without resistance

2. Triggering hope and enthusiasm, which translate into sales

3. Having your ideas and your name spread far and wide by excited audience members and grateful customers

Like I said, I’ve been thinking about insight for years. I’ve been preparing for this presentation for the past month. I’ve been promoting it actively every day for the past two weeks.

And now that the training is live, I will have several all-evening calls to deliver, plus a couple bonus trainings to think up and give, plus a year-long book club to run.

I managed to get the exact number of people to sign up for Age of Insight that I was hoping for. Which is nice.

But as I tried to show you above, it’s taken me quite a bit of work to get here, and it will take quite a bit more work to pay it off.

If I had to describe the flavor of successfully promoting and now delivering Age of Insight, I would have to say it’s a complex and umami-heavy broth.

Compare that to the three sweetest sales I made over the past thirty days.

All were for my Most Valuable Email program.

Three sales might not sound like a lot. And $300, which is what I made in total from these three sales, won’t buy me a fur coat just yet.

On the other hand, all three of these sales came without absolutely any effort on my part, either in promoting or in delivering this program. I haven’t promoted it for over 6 weeks, and the delivery is all automated.

Plus, there’s a bit of sugar on top:

When people go through MVE, they become very likely to buy more trainings from me. So maybe one of these three $100 purchases will turn into a few hundred dollars more down the line.

If that happens, and if you then ask me to describe it as a flavor, I’ll probably have to say it tastes like a raspberry cheesecake.

Anyways, I won’t try to get you to visit my Age of Insight sales page here. All I want to do is to offer you a chance to sign up for my daily emails, where you can see my Most Valuable Email trick in practice, once a week or so. If you are curious, click here to sign up for my daily emails.

$2.5-billion Renaissance man’s advice for how to spend your evenings and afternoons

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Back in August, I wrote about Paul Graham. Graham is worth an estimated $2.5B.

That’s because a part of what Graham does is invest in early-stage startups, such as Airbnb, Stripe, Dropbox. But Graham is more than just an investor.

He is also an entrepreneur himself — he started and sold multiple businesses. He is also a computer scientist and somewhat of an inventor — he created his own new programming language. He also paints paintings, writes books and essays, and for all I know, sings opera.

In other words, Graham is as close to a Renaissance man as you can get in 21st century.

Anyways, a couple days ago, Graham wrote a new essay in which he made the following argument:

In the science fiction books I read as a kid, reading had often been replaced by some more efficient way of acquiring knowledge. Mysterious “tapes” would load it into one’s brain like a program being loaded into a computer.

That sort of thing is unlikely to happen anytime soon. Not just because it would be hard to build a replacement for reading, but because even if one existed, it would be insufficient. Reading about x doesn’t just teach you about x; it also teaches you how to write.

Would that matter? If we replaced reading, would anyone need to be good at writing?

The reason it would matter is that writing is not just a way to convey ideas, but also a way to have them.

Cue my Insights & More Book Club.

This is a bonus I am offering with the Age of Insight live training.

With the Insights & More Book Club, you can get exposed to new books that I will choose specifically because they are likely to be insightful and perspective-shifting.

You can also see the kinds of notes I take and ideas I have as I am reading the book — I will share them with you as I go along.

And of course, you can read yourself. ​And then, we can get on a call every two months to discuss what we’ve read and how to use it.

​​In this way, Insights & More is both a book club — with quilts and tea and cookies — and a mastermind where we can talk about ways to apply ideas from the reading to your marketing and content and even offers.

By the way, I’ve realized over the years I am very good at getting info and ideas out of books. But I am also very, very slow. Hence, only one new book for the Insights & More Book Club every two months.

So if you are interested in ideas, writing, or making money, then you might be interested in joining my Age of Insight live training, and the Insights & More Book Club.

Registration closes in three days, on Wednesday 12 midnight PST. But I am only making this training open to people who are on my email newsletter. To get in before the doors close, sign up for my newsletter.

It may be a long time since you read this subject line

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I was standing in the kitchen this morning, making coffee for myself, when I had the idea for this email. I had to stop the coffee making and go write the idea down. Here it is:

A few weeks ago, a science paper went viral on the internet. It was titled, “Consciousness as a memory system.”

The paper gives a new theory of consciousness:

We don’t experience reality directly, the paper claims. We’re not looking out through any kind of window onto the reality outside.

We don’t even experience reality in any kind of real-time but transformed way. We’re not looking at a colorful cartoon that’s generated live, based on what’s going on outside right now.

Instead, we only have conscious experiences of our memories and of our imagined memories.

What you’re really looking at, right now, is a sketchbook, full of shifting drawings and notes of things that happened some time ago, or that never happened at all.

Maybe this new theory turns out to be false or obvious. Maybe it turns out to be profound and true. I personally find it interesting because it speaks to a practical experience I keep having:

If you don’t remember it, it might as well never have happened.

​​That’s why I had to stop the coffee making and go write down my idea for this email.

I’ve been writing newsletter for four years.

It’s more difficult than it might seem to write a 500-600-word email like this every day.

There are lots of stops, starts, discarded sentences and paragraphs.

To make it more complicated, my best ideas don’t happen while standing at my desk and trying to work. My best ideas often happen in a dim flash, while I’m in the shower, while driving, while trying to make coffee. Sometimes entire phrases, arguments, outlines for things I want to say, names, product concepts, inspired analogies, light up in my head. A moment later, that dim flash fades away.

You’ve probably heard the advice that, if you’re trying to make a habit of writing, then take notes all the time of interesting thoughts or observations you have.

It’s good advice, so let me repeat it:

If you’re trying to make a habit of writing, then take notes all the time of the interesting thoughts or observations you have.

And then, figure out a way to organize and store those notes into something that will be useful tomorrow, a month from now, even a year from now.

Now, get ready, because you’re about to have a conscious experience of a memory of a sales pitch:

I write a daily email newsletter. Many people say it’s interesting and insightful.

Search your memory banks right now. See whether you have a conscious experience of a memory of wanting to read more of my writing. If you find the answer is yes, then click here and fill out the form that appears.

Announcing: My new 183-day challenge

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I woke up this morning to an email inviting me to promote a “6-figure challenge” challenge.

From what I understand, the challenge is for an audience of experts to build their own 6-figure challenge funnel.

I have never participated in an online challenge. I do not ever plan on participating in an online challenge. And so, simply as a matter of only promoting dogfood that my own dog has happily eaten in the past, I won’t be promoting this offer.

But this did bring to mind another challenge I read about just last night. You might want to take a deep breath — because it’s the challenge of voluntary poverty. Bear with me for a moment while I tell you about it.

I read about this challenge in a book by “the father of American psychology,” William James. A hundred years ago, James had this to say:

Among us English-speaking peoples especially do the praises of poverty need once more to be boldly sung. We have grown literally afraid to be poor. We despise any one who elects to be poor in order to simplify and save his inner life. If he does not join the general scramble and pant with the money-making street, we deem him spiritless and lacking in ambition.

Maybe this sounds to you like another classic self-defeating Bejako gambit, promoting the challenge of voluntary poverty to an audience of copywriters, marketers, and business owners. But hold on. James goes on to explain:

It is true that so far as wealth gives time for ideal ends and exercise to ideal energies, wealth is better than poverty and ought to be chosen. But wealth does this in only a portion of the actual cases.

Elsewhere the desire to gain wealth and the fear to lose it are our chief breeders of cowardice and propagators of corruption. There are thousands of conjunctures in which a wealth-bound man must be a slave, whilst a man for whom poverty has no terrors becomes a freeman.

What James is saying is that in many cases — maybe in most cases — there is a tradeoff between the desire for wealth and the desire for freedom and independence.

​​And freedom and independence — that’s something I bet you care about.

I’m going by my own feelings here. I’ve always cared more about freedom than money. And in fact, I originally got interested in copywriting not because of the promise of sales letters that would pay me millions of dollars in royalties. I got interested because copywriting meant I wouldn’t have to keep sitting in somebody else’s office, day after day, from dark in the morning until dark in the afternoon.

There’s a fair chance you’re like me, and that you also care about being free and independent.

And so, starting today, I would like to announce my 183-day Voluntary Poverty Challenge. ​​For the low, low price of $5,000, you can join my challenge and have my team of certified poverty coaches reorganize your life along lines recommended by William Jam—

Yeah right. My point is simply that there are often tradeoffs among our most fundamental motivating forces. ​​And also, that it’s possible to sell even something hard and mean — voluntary poverty — by appealing to deeper psychological drivers like the desire for freedom.

But really, I have a 183-day challenge for you. Join my email newsletter, and look out for my email each day, waiting for the day when I will fail and not write anything. It hasn’t happened for the past several thousand days, but maybe it will happen in the next 183 days. And then you can gloat. If you’d like to join this exciting challenge, click here to get started.

Money don’t love Spruce Goose

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On a beautiful day exactly 75 years ago, Howard Hughes smiled for the camera, hung up the in-cockpit telephone, and took hold of the controls.

He was piloting the largest “flying boat” ever built.

I’m talking about the Hughes H-4 Hercules, aka the Spruce Goose.

In spite of the nickname, The Goose was mostly birch.

That didn’t stop it from being enormously expensive for the time. And with good reason. As Hughes put it:

“It is over five stories tall with a wingspan longer than a football field. That’s more than a city block. Now, I put the sweat of my life into this thing. I have my reputation all rolled up in it and I have stated several times that if it’s a failure, I’ll probably leave this country and never come back. And I mean it.”

Well, I guess Hughes didn’t mean it all that seriously. Because he didn’t leave the country, even though, by all practical measures, the Goose turned out to be a colossal failure.

After all, once Hughes lifted The Goose above the sparkling waters off Long Beach, CA, it flew for less than a minute, for less than a mile.

That was its one and only flight.

And even this one lousy flight came well after the end of World War II, even though The Goose was designed to be a war transport plane, and even though the whole point of building The Goose out of spruce (or birch) was the wartime restriction on materials such as aluminum.

So yeah, the Spruce Goose remains the best illustration of a massive, drawn-out, and ultimately useless project.

The point being, don’t be like this. Don’t roll “the sweat of your life”, your name and reputation, and possibly your country of residence into one drawn-out project which won’t get a chance for even a test flight until years from now.

Because money don’t love Spruce Goose.

Money loves speed.

I’ve tried to track down who coined that saying, but I don’t have a definitive answer. I’ve heard Dan Kennedy say it often. Joe Vitale has got a book by that title. But I bet it goes back a century or more, in some slightly different phrasing, with the same basic idea. Maybe you can enlighten me.

Anyways, let me take my own advice, and wrap up this post:

My email newsletter is now available for you to join. In case you’d like a chance to get copywriting, marketing, and persuasion ideas into your head — so you can start getting that money that speed promises — here’s where to go.

Play and game are not the same

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Today is October 25, the 58th anniversary of the biggest mistake in NFL history.

Now, I really don’t care about American football, or any other nation’s football, but this mistake was pretty spectacular. Let me tell you about it quickly:

The date, like I said, was October 25.

The year was 1964.

The place was San Francisco.

The teams were San Francisco 49ers and the Minnesota Vikings.

During a play, the 49ers quarterback fumbled the ball.

If you don’t know anything about American football — it’s much like any other football. Each team is trying to advance the ball towards one, and only one, end of the field. A fumble is when one team drops the ball midfield — a bad thing.

But what happened next was much worse.

Jim Marshall, a Vikings player, picked up the fumbled ball, and started running down the field.

The problem was, Marshall was running the wrong way.

He triumphantly ran all the way to the end zone, unopposed by anybody, thinking he had just scored a touchdown for his team. But in fact, he had scored a couple points for the other guys.

A 49ers player was the first to run up to Marshall and say, “Thanks Jim.” Marshall stood there frozen as his teammates stared at him in disbelief, as the opposing team’s players laughed, and as tens of thousands of 49ers fans erupted in cheers around the stadium.

I watched an interview with Marshall about the incident. It was recorded decades later.

Marshall still seemed sheepish. The memory clearly still brought him pain.

But in time, he turned his mistake into something positive. He kept playing the game, and playing well. He said fans and other players have given him a lot of respect for continuing to do his best even after such a colossal mistake.

But hold on.
​​
Colossal mistake? That still stings decades later? Football is just a game, isn’t it?

Here’s why I’m telling you about all this. One idea that’s been rattling around my skull for several years is a quote by Claude Hopkins:

“All the difference lies in a different idea of fun. The love of work can be cultivated just like the love of play.”

The “difference” Hopkins was talking about is the difference between success and failure, riches and poverty. And maybe something more. Maybe the difference between feeling good about how you spend a large part of your life, and feeling miserable.

But even though I’ve done a lot of trying, I have not yet been able to cultivate the idea that work is fun.

​​Sure, there are moments when I enjoy what I do. And sometimes I even find it hard to tear myself away from what it is I’m working on. But never, not once, in the 7+ years of working as a copywriter and marketer, have I woken up in the morning and jumped out of bed because I was so eager to open up my laptop and start working.

Maybe like Hopkins says, this can be cultivated. It certainly seems worthwhile.

And that’s why I’ve been thinking and collecting ideas about what work really is, and what play is, and how the two are different.

​​That’s why I was interested in the Jim Marshall story above. It shines a bit of a light on how consequential and work-like mere games can become, and how perhaps a game is something different from the play that Hopkins was talking about.

I’m not sure if this is of any use to you. It probably isn’t, not unless you’re like me, and you have to force yourself to work each day.

if that’s how you are, well—

You might get some more ideas about how to make your work more play-like, and how to get to riches and success, in other emails and essays that I write. In case you would like to read those as they come out, sign up to my daily email newsletter.

Copywriting is a crazy business, but it’s not unlike any other business

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A few weeks ago, a reader named Ferdinand wrote me to say he has written a book, but he is afraid to advertise it because he’s not sure it’s any good. Would I be kind and selfless enough to take a look and tell him if it’s ok to put out?

I was kind and selfless enough to respond to Ferdinand, saying that I charge people a great deal of money to review copy and content — but good on him for trying.

That was a mistake.

Because yesterday, I got a second email from Ferdinand. He said he didn’t get the precise response he was looking for with regard to the book. And that’s okay. But he still wants to bother me a little bit.

Would I give him a job? Any kind of a job? The pay doesn’t matter, as long as it’s consistent. He knows he can do more than what he’s currently doing, and copywriting is his dream, and he wants to chase it…

This reminded me of a scene in the King of Comedy.

Robert De Niro plays a wannabe standup comedian. He’s a big fan of a late-night talk show host played by Jerry Lewis.

One night, as Jerry is leaving the studio and getting into a cab, De Niro pushes his way through the crowd and jumps into the cab with Jerry.

Jerry is startled, even frightened. But De Niro reassures him. He just needs to talk for a minute. Right now, he’s working in “communications” but by nature he’s a comedian. His stuff is dynamite, it’s his dream, he just needs a break…

Once Jerry’s heart rate comes down a bit from the scare, he gives De Niro some practical advice:

“Look pal, gotta tell you… This is a crazy business, but it’s not unlike any other business. There are ground rules. And you don’t just walk on to a network show without experience. Now I know it’s an old, hackneyed expression but it happens to be the truth. You’ve got to start at the bottom.”

No?

You don’t like that old, hackneyed expression?

You want something a little more “hustle culture”-y, a little more Tim Ferriss-y? Ok, try this on and see if it fits:

In my experience in the direct response industry, it’s always a lousy idea to ask for a job. Even if you’re starting at the bottom. It’s much better to put yourself in a position where people ask you to work with them. In the words of Claude Hopkins, offer a privilege, not an inducement.

Are you still with me? That’s surprising. But in that case, you might get value from other emails and essays I write. In case you want to read them, you can sign up to my daily email newsletter.

Breaking News: I have an email surplus

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Yesterday, I was sitting on the couch trying to work.

The girl who was sitting next to me had her phone out. Suddenly, it started blaring with an English woman’s voice:

“I came into office at a time of great economic and international…”

I waited for a second, hoping that the noise would die down. The phone continued to blare:

“… instability. Families and businesses were worried about how to pay their…”

I frowned, both at the level of noise and the level of fluff. “What is this?” I asked the girl.

“It’s breaking news,” she said. “The UK’s Prime Minster just resigned.”

“Who cares?” I asked, hoping she would get the hint and turn the noise down.

“It’s breaking news!” she repeated.

I’m telling you this not to highlight how little I care for breaking news, though that’s certainly true.

I’m telling it to you to set up the fact that yesterday, when the UK’s Prime Minister resigned, was Thursday October 20.

Today, as I write this email, is Friday October 21.

And tomorrow, when this email will actually be sent out so you can read it, will be Saturday October 22.

In other words, I am a day ahead in my emails. I have an extra email written and scheduled — for the first time in something like 18 months.

The last time this happened was during my trip to Colombia in January 2021.

​​I was traveling with friends, and I was unsure that I’d have time each day to sit down and write a new email. So when I did find time to sit down, I’d write several emails at a time. By the end of that trip, I ended up with a surplus of a few days’ worth of emails.

The same thing happened this time.

​​I was traveling to London with a friend this past weekend. ​​Again, I was unsure when I might have time to sit down and write. Again, as a result of this, I wound up with an email surplus.

Which brings me to the paradoxical mathematics of email copywriting:

I find it’s often easier to write two, three, or 10 emails than to write one.

I can think of a few diff reasons why this is:

* More time spent on research…

* Less time spent on fiddling…

* And an overall tighter, clearer, faster structure for the emails in a batch of 10 than for a lone, lonely, and possibly bloated single email.

So my takeaway for you is, if you’re having a hard time writing a single email, set yourself the goal to write 10. Paradoxically, you might have an easier time of it.

And now, here’s some real breaking news:

Next week, I will be releasing my amazing Copy Riddles program for all the world to marvel at. I’m planning to throw a big and loud launch party in this newsletter, starting next Thursday and ending next Sunday. Maybe it will be a costume party, and if it is, I’ll dress up as Po the Kung Fu panda.

In case you’d like to be invited to that party, you can sign up for my daily email newsletter. Click here for the application.

A repetitive exercise you can practice daily to level up as a copywriter and marketer

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This past summer, in reply to a particularly fluid and thrilling email I had written, a reader wrote in:

Very thrilling and fluid email – and you weren’t even selling anything.

I don’t do copywriting again, but I’ll handwrite this one.

I’ve hand copied copy before, including daily emails. I found it useful in that it forced me to slow down and actually read the damn thing. In this way, I spotted some things I wouldn’t have spotted otherwise.

But as I’ve written before, I never found any magic in hand-copying stuff.

​​Instead, I find that there are faster and more effective “neuroimprinting hacks” than cramping up your hand and sweating up your brow while word-for-wording other people’s stuff.

In the words of hack & tactic master Ben Settle:

I have long been convinced — and been proven correct time, and time, and time again — that simply learning, understanding, applying, and mastering the basics & fundamentals of marketing, copywriting, persuasion is probably the most powerful marketing “hack” you can ever possibly possess.

That might not sound like much of a “hack”. But if you read that quote once or twice more, and maybe give it a bit of thought, you might be able to come up with something like a hack — or at least a repetitive exercise you can practice daily to level up as a copywriter and marketer.

And if not, I got some possibly bad, possibly good news for ya:

​​Unlike in that previous fluid & thrilling email, today I am selling something. ​​It’s my Most Valuable Email course, which teaches you just what I have been preaching in this email — a repetitive exercise you can practice daily to level up as a copywriter and marketer.

In case you are interested:

https://bejakovic.com/mve/

Dildos and a sex swing: Just another reply to one of my emails

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Back in May, I got a strange reply to an email in which I wrote about a storytelling technique. The reply started:

Pervert.

I see you standing outside. Looking through my window.

**I invite you in​​**

“Press the doorbell”, I say.

DING, DONG. You press it.

This reply went on, talking about what I supposedly saw when I entered this guy’s house — dildos, a man in a gimp suit, and a sex swing.

I sighed. Sometimes I get people responding to my emails with some unsolicited spec copy, trying to demonstrate they really understood the idea I shared in the email. This spec copy is always a bit bizarre and not quite enjoyable to read. I thought that’s what this reply was also. But I was wrong.

After skimming through this unsolicited story, I got to the end:

You rudely interrupt me…

“I’m sorry, but what the fuck even is this? And who are you?”

Allow me to introduce myself properly, I state in a strong British accent whilst smoking a cigarette, coughing slightly and holding a pint of beer.

My name is Michael Johnson

And I am the greatest V.A that ever lived.

The greatest!

I can help you with many of the tasks you need doing and make your life easier.

Let’s setup a time to talk.

Aha. This actually surprised me, in a positive way. I wrote to the guy to say I don’t need a VA, but that he had some copy chops, and that I wish him luck.

And then, last week, as you might know, I sent out a newsletter email with a job advertisement in it. I was looking for somebody like a VA, but ideally, somebody who would also have some copy chops.

So the question becomes, why didn’t I just contact that guy who replied to my email back in May? He seemed to be perfect — or at least a very good — fit for what I was looking for.

Why ignore him, and why instead go to my list, and to the two dozen applications it produced?

I read a bit of paranoid wisdom once. I can’t remember where, or who wrote it. Maybe you will recognize it and can tell me where it’s from. It goes something like this:

Don’t be part of anybody else’s agenda. If somebody unknown approaches you, you are by default part of their agenda.

That’s not to say you should never start new relationships or do business with strangers.

But it does say that if you see a sexy ad on your Instagram feed… or you get a cold email from somebody with an attractive offer… then there are probably many more people who are willing to make a similar offer. Sometimes, that first ad or cold email will really be the best option for you. But many times it won’t.

In the pickup/seduction/dating advice world, there’s a saying:

if you’re not one of the chosen, become one of the choosers.

What I’m telling you is that, even if you are one of the chosen — or you appear to be — it often makes sense to do a bit of extra work, and to become one of the choosers. At least that’s what I find in my own life.

All right, on to my offer for you for today.

Today, as for the past 10 days, and probably for a few days more, I am promoting my Most Valuable Email course.

That’s my agenda for you. But don’t be part of my agenda.

Take a look around. See if you can find anybody else offering to help you build authority in the direct response industry… grow your email list by word-of-mouth alone… and turn yourself into a more valuable marketer and copywriter — all with a simple email copywriting trick that you can learn in under an hour.

If you do find somebody like that, maybe this person will be a better choice for you than me, and my Most Valuable Email training.

But if your search turns up fruitless, and if you decide you would like those benefits, and you would like them from me, then can get my Most Valuable Email course here:

https://bejakovic.com/mve/