Psychics

The final bit of Jim Camp gossip

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This past Tuesday, I wrote a behind-the-curtain email about negotiation coach Jim Camp.

​​Camp is widely respected and cited as a negotiation authority. His ideas are quoted in books and on TV and by dudes like me.

But if you dig a bit, it seems most of Camp’s advice about negotiation was swiped, often verbatim, from sales trainer David Sandler.

Problem:

The claim that Camp swiped Sandler’s ideas is based on textual analysis, by looking at Camp’s book side by side with Sandler’s book. It could be just one hell of a coincidence, or maybe there’s some kind of other explanation than plagiarism.

Solution:

I got a reply to my email on Tuesday from a reader named Ron, with some first-hand experience. ​​I’m reprinting it here in full because it’s juicy, and because there’s an interesting bit of human psychology hiding on the surface of it.

​​Take it away Ron:

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Thank you John, I’ve tried to tell the same stories to the IM crowd for years and no one seemed to notice.

For a backstory, I took his Camp Negotiation coaching program back in 2009 and it was pretty silly, just a guided text followed by a quiz website (basically rereading the book to you), and my “advisor” was Jim’s oldest son.

At the end of the course, ironically, the module was “no closing” and it was on how closing sales was so 1950’s and you should just ask what do we do next and the prospect should tell you they’re in.

Well after finishing the course, his son called me to show me their new software (which was just a clunky CRM and with little negotiating tips pop-ups to remind you of the techniques) and after the demo, he tried to get me to buy it and I said no thanks.

He goes all weird and tells how I’m going to miss out on all these profitable deals and blah blah blah, and he’s getting pretty aggressive. I chuckled and said “so, no closing right?” He got all butthurt and hung up.

Anyways, I later found out Jim Camp was a franchisee for Sandler (the sales training business was sold city to city as a franchise model) and when his contract was up, Jim just rewrote the book and made up his own terms and sold his programs that way.

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So there you go. That’s the gossip. I can’t confirm or deny the franchisee part of it. All I can say is it makes sense to me personally. And with that, I’ll leave off this Sandler/Camp drama.

But what about that interesting bit of psychology I promised you? It’s there in Ron’s first sentence:

“I’ve tried to tell the same stories to the IM crowd for years and no one seemed to notice.”

This is a curious human quirk that I’ve noticed a few times before.

For example, back in the 1970s, a man named Uri Geller seemed to be blessed with the supernatural powers of telekineses and telepathy. Geller was making the rounds of TV talk shows, bending spoons and reading the insides of sealed envelopes.

Audiences watched with their mouths agape, certain that Geller was living proof that there’s more to life than we see, and that there are enormous untapped powers latent in all of us.

Then Geller was exposed as a fraud by a magician named James Randi.

Randi replicated Geller’s act completely. He also worked with TV producers of the Tonight Show to devise a scenario where Geller couldn’t do of his supposed telekinesis or telepathy.

Geller came on the show, unaware of what was going on. And for 20 awkward minutes, while Johhny Carson patiently smoked his cigarette and waited, Geller tried and failed to do his usual routine.

And the result?

Nothing. Geller’s fame, and people’s belief in his supernatural powers, remained untarnished.

You can draw your own conclusions from this, in particular about how it relates to marketing and money-making and persuasion.

I’ve drawn my own conclusions. And the most important and valuable one is the one I wrote about in the inaugural issue of my Most Valuable Postcard, two years ago. If you’d like to find out what that is:

https://bejakovic.com/mvp1/

The power of preparation for perplexing performances

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“Tell me Sir, was this real… or was it humbug?”

Houdini was shocked at the power of his own show. He couldn’t believe that the man standing across from him — respected, intelligent, worldly — could be asking him such a question.

“No Colonel,” Houdini said with a shake of his head. “It was hocus pocus.”

The year was 1914. The place was the Imperator, a ship on the Hamburg-New York line, sailing west across the Atlantic. Houdini was traveling on the ship as a passenger, but he agreed to perform a seance act for the large and rich ship’s company.

Houdini walked around the audience, giving out pieces of paper and envelopes, telling people to write down a question, seal it in the envelope, and then put it in a hat that Houdini passed around.

But one of the audience members was particularly distinguished and highly reputable — Colonel Teddy Roosevelt, former President of the United States, traveling back from the UK. Roosevelt had just finished promotion of his new book about an adventure trip he had taken to Brazil the year previous.

“I am sure there will be no objection if we use the Colonel’s question,” Houdini said during the seance, tentatively walking towards Roosevelt. The audience murmured assent.

Then Houdini took out two little slate tablets, which were blank. After appropriate buildup and mystery, he asked Roosevelt to place his envelope, with the question inside, between the two tablets.

“Can you please tell the audience what your question was?” Houdini asked.

“Where was I last Christmas?” Roosevelt said.

Houdini opened up the slate tablets. They were no longer blank. Instead, they now showed a colored chalk map of Brazil, with the River of Doubt highlighted, where Roosevelt had spent the Christmas prior.

The effect of this on the crowd, and on Teddy Roosevelt himself, was immense. Roosevelt jumped up, and started laughing so hard and slapping his legs until tears ran down his face.

And then, the very next day, Roosevelt buttonholed Houdini on the deck of the ship. Roosevelt asked, in a hushed voice, whether Houdini truly had connections to the spirit world.

Houdini did not. It was hocus pocus, and he was ready to admit it.

So what lay behind his spectacular performance?

I won’t tell you the exact details. Like all tricks, it’s underwhelming when you find out the truth. But I will tell you the powerful underlying principle, in a single word:

Preparation.

An immense amount of quiet background work… research… setup… as well as thinking up and making plans for all possible contingencies.

Like I wrote a few weeks ago, I’ve decided to put together a new book. Working title — and maybe final title — is “10 Commandments of Hypnotists, Pick Up Artists, Comedians, Copywriters, Con Men, Door-To-Door Salesmen, Professional Negotiators, Storytellers, Spirit Mediums, and Stage Magicians.”

Some of the commandments I have in mind are clever techniques. Others… well, they’re stuff like this. Research. Preparation.

Few wanna do it. Few take it seriously. But the ones who do are eventually seen as having supernatural powers, while everybody else — ah, it’s not too bad, but I could do the same.

I already have a lot of this book ready, thanks to emails like this that I’ve already written. But it’s still gonna take me a while to pull everything together and get the book published.

Meanwhile, if you want a similar book, with a similar mix of stories and often unsexy but extremely powerful ideas, take a look at my other 10 Commandments book:

https://bejakovic.com/10commandments

At times, you find yourself susceptible to hot reading

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Roughly 72 years ago, a young man we will call J.R. sat down for his “Intro to Psych” class. J.R. was smiling. Today, he would finally get his promised personality evaluation. What would it say?

The professor who taught the class was a certain Bertram Forer. Forer was an expert in personality analysis. A few weeks earlier, he had given each of his students a simple questionnaire to fill out — hobbies, reading interests, that kind of thing. Based on this, and using his expertise, Forer promised to come up with a brief personality sketch for each student.

The end of the school year was nearing, and J.R. had been having trouble deciding what to do over the summer. “Maybe this will help me clear things up,” he thought.

Professor Forer walked around the classroom. He placed each student’s personality evaluation face down on the student’s desk.

J.R. flipped his over as soon as he got it. He saw his name printed at the top. And then, heart beating, he started to read down the page:

1. You have a great need for other people to like and admire you.

2. You have a tendency to be critical of yourself.

3. You have a great deal of unused capacity which you have not turned to your advantage.

…

There were 13 items in total. When he read them all, J.R. sat there, feeling a bit dazed.

There was deep insight there on the page. Stuff that J.R.’s close friends did not know about. Even things he had never articulated himself, but that was undeniably true. (How the hell did Forer guess the sexual stuff?)

Sure, the evaluation wasn’t 100% perfect. For example, J.R. really didn’t agree with no. 12, “Some of your aspirations tend to be pretty unrealistic.”

But still, the personality sketch was powerful and accurate overall. “And all from a few innocent questions,” thought J.R. “This Professor Forer really is a personality magician.”

Perhaps you see where this is going. Because J.R.’s personality evaluation has become famous since. Today, it’s known as the standard “cold reading” script.

It turns out Profesor Forer didn’t do much analyzing. Instead, he pulled J.R.’s personality sketch out of a newsstand horoscope book. Not only that, but each student in the class got the same evaluation.

And yet, the vast majority of the students did just like J.R. did. They thought the evaluation described them very well. And they gave high marks to Forer’s little questionnaire for evaluating personality.

There is (I believe) a powerful persuasion technique that comes out of this. I will share that in my email newsletter tomorrow. For now, let me just admit that I’ve known about this cold reading script for years. But I never bothered to find out the history behind it.

I only discovered that today. It was thanks to a very entertaining but insightful video about how psychics, mediums, and faith healers do their work.

That’s also where I found out that, as powerful as cold reading is, there’s something even more powerful. It’s a technique known as “hot reading.” And if you’re reading this, then I suspect that, at times, you’ve found yourself susceptible to it.

Watch the video if you want to find out more about hot reading. And if you want to know about the persuasion technique I will share tomorrow, you might want to sign up for my email newsletter.