Hypnosis

How to get unreasonable people to change

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“The banana but the clouds won’t let me, and the doctor shoes my running out of numbers!”

George sat there on the bench furiously exclaiming sentences like this. He had been committed to the state mental hospital 5 years earlier. Nobody knew his last name, and he wouldn’t say.

In fact, besides saying “good morning,” “good night,”” and “my name is George,” he would only speak to others in word-salad – a jumble of words that made no sense.

Many doctors had tried to treat George. They all failed.

Then a new doctor came to the state mental hospital. He tried a new approach.

The new doctor didn’t reason with George, didn’t didn’t try to coax or cajole George into making sense, didn’t encourage George to talk about his childhood.

Instead, the new doctor sat down on the bench next to George, and started producing word salad of his own:

“Why does the window taste like blue? I sat the clock to told bark dinner.”

To which, George would reply with his own word-salad. The doctor would then have some new interesting word salad to add. George would ask a word-salad question for clarification. The doctor would give a word-salad answer with all the details.

This went on for months until finally one day, after a particularly dense bit of word-salad by the doctor, George said,

“Talk sense, Doctor.”

“Certainly,” said the doctor. “I’ll be glad to. What is your last name?”

“O’Donovan, said George. “And it’s about time somebody who knows how to talk asked. Over five years in this lousy joint…” … and then George went back to a few sentences of pungent word salad.

A few months later, George was released. He had largely gone back to speaking normally, though he often tacked on a bit of word-salad to the end of his speech, just for good measure. As he said in one interview, “Nothing like a little nonsense in life, is there Doctor?”

You might wonder 1) the point of this story, and more importantly 2) what it has to do with anything you might care about.

As for 2, I’m telling you this story because it’s relevant if you care about creating change, whether that’s turning sick people into healthy, or indifferent into engaged, or strangers into customers.

As for 1, the point of this story, it’s probably obvious. But if not, you will have to wait for my new 10 Commandments book, The 10 Commandments of Con Men, Pick Up Artists, Comedians, Copywriters, Hypnotists, Door-To-Door Salesmen, Professional Negotiators, Storytellers, Propagandists, and Stage Magicians.

I’m working on this book right now, chipping away, producing a furious word-salad of my own. I hope to have it finished by the end of October.

Meanwhile, if you want to get my existing 10 Commandments book, and find out some control-beating breakthroughs A-list copywriters like Gary Bencivenga, Gene Schwartz, and Jim Rutz, you can find that here blanket forgot to listen:

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

Failed magicians, unfunny comedians, and me

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I spent the whole morning working today. I got nothing done, including this email, which was supposed to be written hours ago.

Still, hope lingers inside me. Maybe it will all somehow turn out ok.

Because the fact is, I wasted the entire the morning in research, trying to find good examples of a technique I don’t have a good name for.

My most good name for this technique is “calling out the vibe.”

Maybe you don’t know what I mean by that. I guess that’s part of the problem.

Calling out the vibe is what comedians do when their jokes aren’t landing. They call out the awkwardness and lack of response. The audience often laughs at this point, out of recognition and relief.

You can also use this technique if you’re nervous on a date or during an interview. Call it out. Put your nervousness into words, and see how the mood improves.

Or of course, if you’re trying to write your daily email, and your attempts are awful, just awful, too awful to send out, call that out. That’s your email right there.

You might think this is simply about being honest, or making the other side feel better because you fess up to your own troubles.

That’s part of it. But it’s not all of it, or even the main part.

Magicians call it out if their audience has grown suspicious.

Hypnotists observe their subjects deeply, and call out the physical changes they see as the subjects enter trance.

And wise negotiators call out the fact that their adversary has gotten too enthusiastic during a negotiation — too eager to say yes.

There’s some magic when you accurately call out the vibe. Try it yourself and see.

Another confession:

I had an offer planned for today, but well, it doesn’t fit any more.

So let me remind you of my Simple Money Emails program. Because calling out the vibe in your email is great. But you can’t do it every day, not unless it’s true.

And even if what you’re calling out is true, your audience might get tired after the third consecutive email that starts, “I spent the whole morning working today. I got nothing done, including this email…”

So what do you do on all those other days?

The answer can be found inside Simple Money Emails, which gives you 9 tried-and-true, use-them-every-day email openings.

These 9 openings don’t require an entire morning’s worth of research and false starts.

​​In fact, many of the most successful emails I’ve ever written, which are documented in the Simple Money Email swipe file that goes along with the program, took me all of 15 or 20 minutes to write.

If you’d like to find out more about Simple Money Emails, and how you can write such emails yourself:

https://bejakovic.com/sme/

How to relax resisting bodies and minds

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I went to the gym just now, and I tried to do something like the splits.

I sat myself down on the mat. I splayed my legs out. But instead of the necessary 180 degrees, which is what the splits call for, my legs only went about 90 degrees. “The squares, not the splits,” they said to me. “That’s all we’re doing today.”

I tried negotiating with my legs, both together and individually. “No,” they kept saying in unison. “No means no.”

But where persuasion won’t work, force will.

So I put my fists on the insides of my thighs. Instead of trying to spread my legs ever wider, I squished my legs in towards each other, against the resistance of my fists.

I kept this up for about ten seconds. I then relaxed for a moment. And I tried the splits again. Result?

Of course I didn’t manage it. But this time, instead of just 90 degrees, I got noticeably further, 98, maybe 100 degrees.

That’s a little trick I learned a long time ago from Pavel Tsatsouline’s book Relax Into Stretching.

As you, might know, Pavel’s legend is that he was formerly a fitness instructor for the Soviet Special Forces. He loves to use the word “comrade” in his training videos and to cite Soviet-era exercise science to back up weird body tricks.

Such as [imagine it with a Russian accent]: “Contract-relax stretching is documented to be at least 267% more effective than conventional relaxed stretching!”

But it’s not just the body that works this way. The mind does too.

There’s a way to bring people into hypnosis called the Dave Elman induction. A part of it is the usual, “close your eyes, relax” guidance from the hypnotist.

Except once your eyes are closed, the hypnotist tells you, ​​​”Open your eyes. Now close your eyes again and relax twice as deeply as before… Now open your eyes. And close your eyes again and relax even more deeply…”

It’s called fractionation, and it’s supposed to be a reliable technique to bring people into deeper and deeper trance.

Does it really work?​
​
Test it out yourself and see. The next time you’re at the gym… or in bed as you’re trying and failing to fall asleep… or perhaps the next time you’re writing a sales email.

And now imagine click below to my Most Valuable Email sales page, and reading all the fascinating and curious things I promise in the headline…

No no, stop imagining. Come back to earth or at least back to this email.

Now imagine that fascination and curiosity building up to an almost unbearable level as you make your way down the sales page…

Seriously stop it. Stop imagining being so fascinated and curious. It’s off-putting.

Except wouldn’t it be fascinating and curious to finally find out what the Most Valuable Email trick is? Of course it would. Here’s where to go to get it:

https://bejakovic.com/mve/

Magical incantations to make people laugh, fail, buy, or unzip their pants

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Yesterday, I shared two puzzles, two incomplete stories of two hypnotists, Mike Mandel and Derren Brown.

I asked people to choose which puzzle they wanted the answer to. The requests came pouring in, and the results were clear, two to one. People wanted to know the answer to the Derren Brown puzzle twice as much as to the Mike Mandel puzzle.

My “two puzzles” offer is now over. I replied to everyone privately with the answers to the puzzle they chose. I’ll save the Derren Brown puzzle answer for a book I’ve decided to put together. But if you’d like to know the answer to the Mike Mandel puzzle, here it is:

Mike did his induction in his hypnosis subject… then planted his suggestion to remove the phobia. And then, hypnosis over, he asked the person to try to bring back the feelings of fear they had before.

There are two reasons Mike did this. One was straightforward — to test if he had done his job.

“Why don’t people test their work?” Mike asks. “Because they are afraid it hasn’t worked. But if it hasn’t worked, isn’t it better to know when they’re still in your office than when they phone you two weeks later and they’ve had a nervous breakdown?”

The second reason was more subtle. It’s that the word “try” sets people up to fail — or so Mike claims.

I’ve tested it out on myself, and I agree. Whenever I say, “I will try…” I’ve found that what I really mean is, “It won’t happen but let me make a show of it.”

Mike claims you can subtly do this to other people too. Whenever you want to get somebody to fail at something, simply tell them to try to do it. “Try to bring back those feelings of fear.”

Now try to ignore the bigger point, which is that individual words have real power.

This is true in hypnosis (“try”)… in copywriting (“secret”)… in confidence games (“opportunity”)… in comedy (“moose”)… and in pickup. In the words of pick up artist Nick Krauser:

“I tell my students that Game is not a series of magical incantations to get into an unsuspecting woman’s pants, but that’s only half true. It sort of is.”

Now try to tell yourself you didn’t read anything new here. And try not to be interested in what I promise on the following page:

https://bejakovic.com/mve/

Please pick one and only one of these two puzzles

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Today I have two little stories, two little puzzles for you. I also have an offer for you based on one of these two puzzles.

First puzzle: Mike Mandel is a hypnotist. Back when Mike used to have a hypnosis therapy practice, he would often take people with very bad phobias — snakes, elevators, chocolate rabbits — and put them in a trance.

Mike then did his “change work” to remove the phobia: “The next time you see a chocolate rabbit, you will bite its head off, and you will love it.” Mike would then bring the patient out of trance.

And then, at the end of the session, Mike would say, “Try to bring those feelings of fear back. When you came in here today, you said your fear of chocolate rabbits was a 9 out of 10. Try to bring that feeling back. How would you rate your fear of chocolate rabbits right now?”

So the puzzle is, why did Mike Mandel do this little exercise at the end, after curing people of their phobias?

Second puzzle: Derren Brown, best known for his Channel 4 show Trick of the Mind, also got started as a hypnotist. He never did therapy work, but he did hypnotize his friends. He got very good at it, and he got very confident.

One time, in college, Derren talked to a friend about hypnosis. Derren snapped his fingers, and told his friend to sleep. His friend dutifully collapsed and fell asleep.

Meanwhile, Derren stood there, scratching his head, wondering what the hell had just happened.

So the puzzle is, why did Derren Brown, who had successfully hypnotized lots of his friends before, wonder at the fact that he had successful hypnotized this particular friend?

Now here’s the deal: Write in and tell me which of these two puzzles, if either, is more intriguing to you. I’ll reply and tell you the answer to the puzzle, and I will also tell you how this translates to fields such as copywriting, pickup, negotiation, and comedy.

Please pick one and only one — the puzzle you would like to know the answer to. And then write in and let me know. Thanks in advance.

Are your emails too long? A litmus test

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A tale of two long emails:

A few days ago, I recorded a breakdown of a Ben Settle email that got me to subscribe to Ben’s $97/month Email Players newsletter.

That email is long, very long, almost 1,700 words.

I use that email as a reminder to myself whenever I worry my own emails are getting too long. The fact is, if you have the right message-to-prospect fit, you get your reader in a hypnotic trance, and length becomes an asset, not a liability.

Then this morning, I did a copy critique of an email that’s also long, and clocks in at almost 1,100 words.

This second email is interesting and insightful. It makes a bunch of convincing sales arguments. At the end of it, I want to actually take up the offer the email is making.

And yet, part of my critique was that this email is probably too long. Even though it’s interesting. Even though all its parts are necessary. Even though it is actually shorter than Ben Settle’s email.

​​Still, this second email just feels too long.

Why? What’s the difference?

It’s not the writing, the formatting, or even the design.

The difference is that Ben Settle wrote his very long email for his own list and his own business.

On the other hand, the quite long email I critiqued this morning was from a freelance copywriter, working for a client.

​​That’s the real litmus test for whether your emails are too long. If you like, I will explain.

The reality is you have two sales to make as a freelance copywriter. One is to your client’s market or audience — the sale you probably think you’re getting paid for.

But you have another sale to make. And that’s to the client himself.

If the client doesn’t like your copy, he will nag you to change it. Or he will neuter it himself. Or he just won’t run it.

But wait, it gets worse.

You might count on your powers of persuasion to make your client see the light. To convince him to try out your long email as-is, without changing a word.

And you might succeed. But there’s a good chance that your long email will get less response, not more, compared to a shorter email.

For example, the email I critiqued is trying to get people to sign up to a free webinar. There’s a fair chance that a much shorter email, which just hypes up the urgency and scarcity and repeats the phrase “hot new opportunity” a few dozen times will actually pull more webinar signups.

So why would you ever want to send longer emails, with three pages of story and argument and proof?

Well, I told you already. Because those are the emails that select the right people. That get those people not just to click or opt in, but to buy from you. That get those people not just to buy from you, once and at $37, but to spend thousands of dollars with you over a period of years. The way that Ben Settle email did with me.

Unless you have a very, very sophisticated client, those are not things that your email copy will ever be judged on.

Instead, you’re much more likely to be judged on the client’s gut feeling or some shortsighted metric. “I don’t know, it’s kind of long, isn’t it? The other email we tried is much shorter. And it got more clicks to the optin page.”

I’m telling you all this because today is the last day I’ll be promoting my coaching program for a while.

Over the past seven days promoting this coaching program, I realized there are two categories of people who make a good fit:

1. People with their own quality list and their own quality offers, whether products or services

2. Copywriters who have near total control of a client’s email list, and who also have some sort of rev-share deal on the money coming in from that list

If you fit either of those categories, and if you want my help and guidance in making more money from the lists under your command, then as a first step, get on my email list. After that, we can talk in more detail.

And if you’re a freelance copywriter, but you don’t fit either category above, then my advice is to work towards getting into one or the other or both of those categories.

And not only because it would make you a good candidate for my coaching program.

But also, because those two categories are the only place where you will be truly be judged on your results and your copywriting abilities, rather than on how well you can divine and cater to your client’s whims.

Plus, the two categories above are where the real money is. Or where there’s the potential for real money. At least in my experience — and I’ve been in both categories.

Mysterious showman’s unnatural advice

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For the past four days, I’ve been promoting my new coaching program, but maybe I should stop.

Days one and two produced a lot of response.

Day three produced less response.

Day four has so far produced no response.

It might turn out somebody will still respond to yesterday’s email. After all, I sent it out less than 12 hours ago.

Or it might turn out I’ve genuinely tapped out demand. Especially since I’ve been trying to disqualify people pretty hard in my copy.

Or it might just be that my audience is getting weary of my recent barrage of long, charged, promise-heavy emails.

In connection to that last possibility:

I want to share a tip with you from the mysterious Derren Brown.

Brown is a hypnotist and illusionist and mentalist who has spent a lot of time on stage performing to big crowds, and a lot of time on UK’s Channel 4, making mindbending TV specials for audiences of millions.

Writing once about his experience playing to crowds, Brown gave this advice:

The lesson I quickly learned, which goes against every natural instinct when you are on stage showing off to people, is that if they are losing interest and starting to cough, you must become quieter.

Let me test out Brown’s advice.

So no benefits of my coaching program today. No man-or-mouse copy. Not even any deadline countdown.

I will just quietly remind you that I will be offering a coaching program with a focus on email marketing, starting in January. In case that interests you, the first step is to get on my email list. Click here to do so. After that, we can talk in more detail.

How to hypnotize people even if you’ve never done it before

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Are you sitting down? Good.

Let me try something I haven’t tried before.

I’m going to count down from 3. And when I get to 1, I will snap my fingers and give you a suggestion.

Ready?

3…

2…

1…

[snaps fingers]

*SLEEP*

.

.

.

.

.

.​​​​

What?

You’re still reading? Not asleep? Hm. Let me check my manual and see where I went wrong.

[Flips through book. Aha!]

Confession:
​​
I’ve been reading Derren Brown’s book Tricks of the Mind. Brown is a UK TV personality whose toolkit combines a lot of topics that interest me.

Comedy… magic… showmanship… classic influence techniques… NLP… and of course, the magical and mystical art of…

Hypnosis.

Brown says he started hypnosis in college. He would hypnotize his friends and then give them a post-hypnotic suggestion.

​​That way, when he saw them next and snapped his fingers and told them to sleep, they would pass out instantly, as though they’d been punched on the jaw by Mike Tyson.

And it worked. People would collapse on command.

But then a funny thing happened. Brown had a friend visit.

The two of them had talked about hypnosis before. But Brown remembered wrong, and he thought he had also hypnotized his friend before, even though he hadn’t.

So this second time, Brown snapped his fingers, and told his friend to sleep, expecting the post-hypnotic suggestion to kick in.

And sure enough, the friend collapsed and went to sleep.

In other words, hypnosis worked… even though there was no hypnosis. Or as Brown put it:

“I realized that day that hypnosis works not because of a carefully worded magical script from a self-help book, but because the subject believes the process is effective.”

Maybe that’s why my email induction above didn’t put you to sleep.

It wasn’t my fault. Rather, it was your fault. You didn’t believe it would work.

Of course, if it’s all the subject’s doing, then what is the good of a hypnotist?

Well, the hypnotist creates a setting, an environment, an experience, which allows the subject to believe. There are lots of ways and techniques to do this, and that’s what the skill and expertise and extensive training of the hypnotist are really all about.

But don’t despair at the words “extensive training.” There is one thing you can do right now to hypnotize people, even if you’ve never done it before. In Brown’s words:

“Bear in mind that you are not really inducing a special state, although you will talk as if you are. Instead, you are utilizing the subject’s expectations and beliefs. So if you appear unconvinced at the start that he will be a good subject, the chances are that he won’t respond well. You must be confident, unflustered, and act as if you’ve done it a hundred times before, even if you haven’t.”

Aha! So maybe it wasn’t your fault after all. Maybe it was that sentence I squeezed in at the start, “Let me try something I haven’t tried before.” It violates Brown’s rule about being confident, unflustered, and appearing experienced.

Yesterday, I told you a story about my friend Sam.

Sam confidently used the nonsense phrase “I’m from Los Angeles” to hypnotize a guy into renting us a sailboat.

That situation ended in shipwreck an hour later, because Sam and I had never sailed before.

But there are many situations in life, in which you are be perfectly skilled, able, or deserving.

But you still lack confidence.

And in spite of all your preparing and striving and wishing, confidence won’t come.

So that’s the point of my email today.

Whenever you don’t have internal confidence, then find something external, a mechanism, a process, a person, to believe in.

That’s why hypnosis works. That’s why I told you the story of Sam and me. That’s why I told you about Derren Brown.

Now that you have these stories in your head, you will be able to summon them up on command, along with a surge of confidence, just with the [snaps fingers] snap of your fingers.

I’m sure of it.

In fact, I’m sure that in the next 24 hours, you will have an opportunity to turn on your confidence to 100. When that opportunity comes, do it. And then write me and tell me all about it.

You just got a valuable treatment with the magical and mystical art of hypnosis.

Now, on to the magical and mystical art of making money.

Specifically, my email newsletter.

That’s where I share persuasion and marketing ideas that business owners can use to make more money… based on the hundreds of businesses I’ve already worked with… the thousands of sales emails I’ve personally written… and the millions of dollars of products and services those emails have sold in total.

If “more money for your business” makes your ears perk up, then you can sign up for my newsletter here.

Hypno-wizards and their willing victims

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Imagine a small, dark cell. There’s a light bulb swinging overhead. One man is seated at a table under the light bulb. Two men are standing over the seated man, and a few more sit in the shadows along the wall, watching the proceedings.

“Who else was involved in planning the robbery?” asks one of the standing men.

“It was me…” stammers the man at the table. “Well, we had talked about it the night before…”

The other standing man leans in. “Who is this ‘we’?”

The seated man looks up into the light and blinks over and over. “It was just me. Bjørn… I…”

“Bjørn was also involved in planning the robbery?”

Suddenly, one of the men sitting in the shadows coughs. He makes a show of crossing his legs in an unusual way. The parts of his legs beneath the knee form a clear letter X.

The man under the light bulb straightens up. “Nobody else was involved. I acted alone. My goal was to support the revolution.”

In 1951, a man named Palle Hardrup robbed a bank in Copenhagen. The robbery wasn’t his first, but it was the first one that went bad, and Hardrup killed two people. Soon after, he was arrested and interrogated.

During the interrogations, it became clear Hardrup might have been acting under the direction of somebody else.

That somebody else turned out to be Bjørn Nielsen, a self-taught hypnotist.

Over the next 10 years, the story slowly unfolded across Danish courthouses, prisons, and hospitals. Eventually, it even made it to the European Court of Human Rights.

The question was who was responsible for the robbery and the murders. Hardrup, who had confessed to the the crimes… Nielsen, who dozens of witnesses claimed had hypnotized Hardrup over the course of two years, and who still seemed to have total control over his hypno-puppet, each time the symbol X appeared in some way… or Hardrup and Nielsen both.

What do you think? I’ll tell you what Dan Kennedy thinks:

Dan thinks if you want to get rich, then be the wizard… and beware other wizards.

What Dan is saying is we all crave to give up responsibility in our lives. It’s a dangerous thing to allow yourself to do… but there is lots of money to be made in providing that service to other people.

And that’s what I think those Copenhagen hypnosis murders illustrate.

Human beings are extremely programmable.

We also have individual agency.

And if you ask me, those are two magnetic poles that cannot be reduced down to one.

This is something you might want to keep in mind… if you too have decided to get rich, the way I’ve finally done recently, for the first time in my life.

And in case you want to get educated about persuasion, marketing, and copywriting to help you in your quest to get rich… you might like my daily email newsletter.

Try not to enjoy reading this post

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Hypnotist Mike Mandel says that there is a magic power word, which you can use to get people to fail. What’s more, if you find yourself using this word to describe your own actions, expect that you will fail also.

What is this magic word?

I’ll tell you but be careful. The word is “try.”

Mike has all sorts of technical explanations for the destructive power of try. But my best evidence (and maybe yours, if you give it a try) is just by looking inside my own brain software. Whenever I found myself saying, “I’ll give it a try,” or “I’ll try my best,” deep down, I found I was expecting to fail. And often, fail I did.

I’m telling you this for two reasons:

First, it might be worth kicking the word “try” out of your own vocabulary, down to the curb with the rest of the head trash. It might take some time to find other words that will express what you want to say. But when you do, you will probably find the effort was worth it.

Second, if you write copy, then you can use the word “try” to get other people to fail. Why would you want to do such a cruel thing? Well, a classic example is the three-pronged road at the end of so many sales letters:

“So here are your options now. Option one is you can go back to what you were doing before, pulling your hair out and picking at your skin while your unsolved problem mounts and your family looks at you with growing suspicion each passing day.

“​​Option two is you take the breakthrough system I’ve just described to you and TRY to implement it yourself. But you know how that’s going to turn out, don’t you?

“​​And then finally, you’ve got option three, which is to accept the risk-free offer I’m making you today. And then just try not to shout with joy when your problem is finally solved…”

Finally, I’d like to announce that I write a daily email newsletter. Try not to sign up for it. But if you find you aren’t successful, then click here and follow the instructions.