Travis Sago

A rule you can take to the bank

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“If you talk less, you’ll sell more, and that is a rule you can take to the bank.”
— David Sandler

What, you’re still reading?

Even though I’ve paid off the subject line?

Insatiable. All right…

I can tell you I’m re-reading David Sandler’s mysteriously titled book, You Can’t Teach A Kid To Ride A Bike At A Seminar.

In case you don’t know Sandler, the man was a sales trainer, and his book is about his sales system.

Sandler was influential enough in the world of actual sales — the world of cold calling, going to prospect’s offices, sitting across the table.

But his ideas are much better known in the world of online marketing because negotiation coach Jim Camp, who influenced a million and one Internet marketers, apparently got most of his negotiation system, often verbatim, by being a Sandler franchisee.

Aaanyways…

Sandler says to talk less. To draw out your prospects to talk. To listen, and to get them to sell themselves.

It’s good advice. I tried it. It worked like magic, back when I used to get on calls with prospective copywriting clients.

It’s great advice for sales copy too.

Back when I was writing sales copy — thousands of words every week of advertorials, and VSLs, and sales emails — I made it a policy to “write as little as possible.”

That didn’t mean to have a VSL of 150 words or a half-page advertorial.

Instead it meant “getting the market to write your marketing for you,” as Travis Sago likes to say. To mirror and feed back things that people in the market already said themselves, in their own words, instead of coming up with my own arguments and language.

So that’s a tip for you. Talk and write less. You’ll sell more.

Here’s another tip. The above tip is great advice if all you’re looking to do is to sell, today.

But if you’re writing a daily email newsletter, particularly one for yourself and your business, then there’s a second purpose to your emails.

This second purpose is more wooly. Much less measurable than sales. It also happens in the vague future, rather than the clear present.

I’m talking about getting people to open your emails again tomorrow, and to give you an honest hearing. About gradually, getting people to see you as an authority, a leader, a trusted guide in all kinds of questions in their life.

Sales today are necessary and nice. But really, all the profits in email are in this long game, in the ongoing relationship, in the back end.

And that’s a rule you can take to the bank.

And now, on to my offer. If you don’t buy it today, I’ll promote it again tomorrow, and maybe I’ll convince you then.

Or maybe I’ll convince you today?

My offer is my Daily Email Habit service. It’s a new prompt/puzzle each day, delivered to your inbox, to help you write your own daily email.

The dual goals for Daily Email Habit are 1) making you sales today and 2) establishing your influence and authority, so you have an asset in your email list that only grows in value tomorrow, and the day after.

If you’d like to get started with those dual goals, and now:

https://bejakovic.com/deh

The JV Nothing

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The first book I read in English — English not being my native language — was The Neverending Story by Michael Ende.

Maybe you know the 1984 Hollywood movie? The original book is much bigger, and much more profound.

At the core of it is a boy named Bastian Balthasar Bux, who leads a gray and dreary life.

But then one day Bastian is transported to a fantastical land called Fantastica.

He’s brought there to save Fantastica from an existential threat known only as The Nothing.

The Nothing is not a hole. It’s not black. It’s not white. It just makes people and places in Fantastica disappear. Where these people and places were, nothing is left, or more precisely, The Nothing is left.

But let me get to The Something of this email:

Last year, I went on a kick of cold emailing random business owners in a quest for JV partners.

I did this in part because I was following Travis Sago’s BEAMER training, and also because I was working as a coach in Shiv Shetti’s PCM mastermind, where most people were doing similar cold outreach. I wanted to see if I could do it myself.

My quest for JV partners came to exactly nothing in the end. And that’s even though I had a good offer, and I did my research on people, and though my copy was on point.

What happened? Nobody knows, and nobody ever will.

One minute, my cold outreach messages were in my gmail composer, and after I clicked send, they disappeared. The JV Nothing swallowed them up.

No information ever came back about where I went wrong — whether it was the list, or the offer, or the copy.

I’m sure somebody has good experiences to counter my bad experience with cold outreach.

But from what I’ve seen, it takes huge numbers of cold outreach messages to get any kind of a serious prospect, and even when you get somebody, they rarely turn out to be a good partner, and the relationship tends to be very flimsy.

So what to do?

In The Neverending Story, Bastian eventually saves Fantastica (and himself) via an act of total self-abnegation. He has to give up his own identity, down to every desire, every memory. It turns out to be transformative.

I’d like to propose the same if you’re trying to get JV partners, whether for a list swap, or an affiliate deal, or some sort of long-term collaboration.

Many things go into making that happen and turn out well.

But in terms of getting it at least started, I can recommend the following:

Start with people you know, and who know you.

Once you’ve worked through those, go to people you know, who don’t know you — people you’re a fan of, follower of, genuinely can say feel you know them, even though the feeling is not mutual. (Trust me, if you communicate this, it somehow comes through clearly in a message.)

And once you’ve worked through those people, go to people you make an effort to get to know, over time, either via an introduction, or by following them, reading their stuff, buying their products, writing them, helping them — without your desires or your memories of your planned JV deal in mind.

Anything to avoid the genuinely cold outreach message.

That’s my fantastical tip for you today.

My fantastical offer today has nothing to do with today’s fantastical email. Well, it does, but in a way that I’m not willing to reveal just yet.

For now, if you’d like my help in starting and sticking with a consistent daily email habit, so you can gradually expand the universe of people who know you, and who can connect you, and who you can partner with:

https://bejakovic.com/deh

I want Justin Goff back

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Two days ago, Justin Goff sent a new email.

Do you remember Justin Goff?

He was a direct marketer who made between $30k-$70k per month, writing a daily email and creating a new offer a month, usually in partnership with some industry expert.

I wrote an email about Justin back in July, with the subject line, “What happened to Justin Goff?”

Because back then, Justin had decided to stop emailing daily. First, he switched to emailing weekly, but that didn’t stick, and so he stopped emailing altogether.

By my count, Justin has sent only 3 emails since. One, back in October, to say he’s struggling to adjust to no longer having the identity of an entrepreneur… a followup a few days later, with a self-help lesson… and now this one, two days ago, about success, like nothing happened.

I don’t know if Justin’s latest email means he’s preparing for a comeback. I hope so, because I found his email newsletter valuable.

Justin used to share the results of his ultra-profitable, very simple campaigns, and he reminded me of fundamental, make-or-break direct marketing truths that are easy to forget in the chase for something new. For example, take the following koan, about all it takes to create a hyper-successful offer, from Justin’s email on 2023/6/3:

“Making money with an email list is really about selling the same benefits over and over again with a new mechanism.”

“Pff,” I hear you saying. “So obvious. Perhaps you’re not aware, John, but I’ve read Breakthrough Advertising. Well, the first three chapters anyway. I know all about new mechanisms.”

I’m sure. The thing is, it’s not about knowing, but about applying, creating, and actually doing a good job of it.

Because so many marketers, so many business owners, think that a mechanism is the same as an acronym:

“Buy from me because of my proprietary, 5-step F.A.N.C.Y. system! What could those letters stand for? You’ll never know, not unless you buy! And you’ll be sorry if you miss out, because I’m telling you, F.A.N.C.Y. is unique, and it’s new, and it’s an acronym!”

No, a new mechanism, at least one done right, is not an acronym. A few examples of new mechanisms done very right:

* Travis Sago’s Phoneless Sales Machine, about making $5k sales without ever getting on a sales call, all via email and Google Docs, which every guru and coach is now using and peddling

* Donovan Health Solutions massive promo a few years back, about curing all your health problems with a special, magical sound frequency that activates your vagal nerve

* Justin’s own “Pocket Change Offers” training, which he did in partnership with Ning Li, for building an email list of thousands of buyers, quickly, with little $7 offers

So that’s why I’m hoping Justin will come back. I want him to promote stuff again, and share more impressive results, and remind me of what really matters, and how it looks when it’s actually carried out well.

But on to work:

Daily email. Sticking to it. It can be very valuable, as Justin’s promo results have shown.

On the other hand, letting your daily emails go slack can be harmful to your mental health. At least that’s my reading of Justin’s few emails of the past 6+ months.

If you want my help writing daily emails, and sticking to it, in a completely new way that you haven’t seen or tried ever before, you can find that at the link below.

Frankly, each day matters, each day is unique, and so my recommendation is that you get started today.

For the full info:

https://bejakovic.com/deh

How to stop being seen as a milquetoast

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Today is the last day to sign up for MyPEEPS and get my free “Shotgun Messenger” bonus. You can expect me to send many more emails about this offer today. And on that note, I wanna tell you a quick story of rejection:

I first discovered marketer Travis Sago thanks to a podcast interview back in 2019. I was super impressed by everything Travis said, and so I got on his email list right away.

Travis had an automated welcome email that ended with, “I’m curious… What business are you in?”

I wrote back. I told Travis that I loved his interview, I gave some specifics of what I loved, and I said my business was copywriting.

And what I got back was… nothing. No smiley face, no “good on ya,” not a single word.

I figured then and in all these intervening years that either Travis didn’t check the reply email regularly, or he simply didn’t think me important enough to reply to.

Then this very morning, Sunday September 15 2024, I was listening to a short recording that Travis did for the people in his community.

Travis was talking about how persistent he is in following up with his prospects, particularly the “movers and shakers.” And he said the following:

“In fact, in my business, if a copywriter reaches out to me, my typical M.O. is not to respond back. I wanna get rid of all the milquetoasts, because I’m looking for people who want to get things done in the face of a challenge.”

Point being:

You might know that followup can get the attention of those who forgot about you or never even noticed you.

You might also know followup can build more desire.

But I imagine you never thought of followup as a kind of proof element.

And yet it is. Because who follows up?

People who believe in what they are doing and selling, including themselves.

The milquetoasts drop away.

So send regular emails, preferably daily… and if you got a deadline coming up, send a bunch.

You’ll catch people’s attention… you’ll remind them of what they want and how you can help… and you will convince them you have something worthwhile, just because you keep following up about it. And now, since you’ve read this email, you are a few minutes closer to the deadline for my MyPEEPS offer. The deadline will come in a flash, tonight at 12 midnight PST.

In a nutshell, MyPEEPS shows you how to build up your email list with paid traffic — putting in $10-$15 and getting out 10-15 new subscribers a day — so you can in time have a proper audience of people who want to read your emails and buy from you.

And the free Shotgun Messenger bonus I’m offering gets you my direct help and input as you actually put the MyPEEPS process into practice.

If you want the full details on that, or to sign up for before the deadline strikes:

​https://bejakovic.com/shotgun​

If your open rates are excellent but your sales suck

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Yesterday, I wrote an email about a magical, far-off place called Affiliate World. I even invited you to meet me there.

​​To which, I got a reply from James “Get Paid Write” Carran, whose newsletter I am a reader of. James wrote:

===

I’m obviously not in the right crowd because I spent this entire email thinking affiliate world was a thing you were making up for the email until I got to the end and realised it was a conference 😂

===

James is right — i didn’t explain Affiliate World at all.

I didn’t mention it was a conference, or that it was in Budapest until halfway through the email, or anything about the dates. I figured there was no point — either people are already going and they know, or there’s no way I will persuade them to go with this one email.

Lazy?

Maybe.

Self-defeating?

Maybe.

But I remember hearing something about this a long time ago in an interview with marketer Travis Sago.

Travis a kind of nice-guy Ben Settle. Like Ben, Travis is an expert email copywriter and direct marketer. Like Ben, he has a cult-like following. And like Ben, he has made millions with his own online businesses and has helped others make millions too. One curious thing:

Travis says he writes his email subject lines like he has to pay for each open.

Rather than trying to get everyone to open, and hoping to somehow persuade or convince or explain to them why it’s in their interest to take the next step before they click away… Travis uses each email to select from the audience a tiny pocket of highly qualified people.

There’s a broader approach here – efficiency as a business principle. It’s how Travis has been able to build up a multimillion business selling little $39 ebooks… and how he was later able to build up a second multi million business, selling $5k and $10k and $25k programs and masterminds.

I don’t practice Travis’s subject line approach with this newsletter, not every day. But maybe it’s something for you to think about on this Sunday, particularly if your open rates are excellent but your sales suck.

And in case you’d like to know what to write once people open your emails, so your emails not only get opened, not only get read, but also make sales, you might like:

https://bejakovic.com/sme

You won’t make money by reading this email, but you might become a bit smarter

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True story:

I once knew a girl who was in the last year of law school. She had just broken up with her boyfriend, who owned some kind of online business.

The guy wasn’t willing to accept the breakup. So he called the girl and texted her, asking that they meet again so he could plead his case.

The girl said no.

The guy kept texting and asking for them to meet.

The girl politely but firmly still said no.

Finally, the guy, clever and successful businessman that he was, wrote her a message saying how he understood she is a poor law student, and that since we are all self-interested creatures, he would be willing to pay her a nice and fair hourly rate, fit for a full-fledged lawyer, if she would only meet with him for a coffee and a chat.

At this point, the girl stopped responding to the guy.

But she did tell me this story. And she laughed as she told it, as if to say “What was I doing with him?” She rolled her eyes at how warped his brain had become, and how he thought he could buy her.

I’ve been listening to a lot of Travis Sago lately. And Travis likes to say that money is tertiary.

As in, yes, money is important to most of us. But in the grand scheme of what we all want, two categories of needs are even more important.

And in fact, there are situations where money is even at odds with those two other categories. In those situations, offering money completely spoils the appeal.

Perhaps you heard how last week, after the CrowdStrike IT snafu interrupted life-saving surgeries… disrupted millions of people’s trips… and caused panic and days of extra work for businesses around the world, CrowdStrike went into damage-control mode.

They sent an email to key partners to apologize. And in addition, to show how truly bad they feel about the whole thing, they also included a $10 Uber Eats voucher.

“Your next cup of coffee or late night snack is on us!” CrowdStrike wrote.

Unsurprisingly, backlash and mockery followed all over Internet.

There’s no doubt in my mind that no backlash or mockery would have happened had CrowdStrike simply sent an apologetic email and left it at that.

So keep that in mind.

Money is tertiary.

As for what’s secondary and primary, if you think a bit about your own motivations in life, with respect to work in particular, I’m sure you will be able to figure that out.

But if you want to see how top copywriters make appeals to those primary and secondary needs, you can find that round 19 of my Copy Riddles program, which is titled:

“A sexy technique for writing bullets that leave other copywriters green with envy”

For more information on Copy Riddles:

https://bejakovic.com/cr

2 words I like to be reminded of every morning

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I was getting ready to shave this morning — foam, razor, face were all ready to go — when a yellow sticky note floated down from my bathroom mirror and landed in the sink.

“Oh no,” I said, “it’s all wet and ruined now.”

I put that yellow sticky note up on my bathroom mirror three months ago. It survived until now. It did well to live that long. It has now been replaced by a new yellow sticky note, which has the same two words on it:

“PRODUCER MOJO”

Three months ago, I got back into Travis Sago’s world. I wrote about Travis a couple times over the past week. In case the name still doesn’t ring a bell, Travis is basically an Internet marketing dude who’s been in the game some 20 years, maybe longer.

It was Travis’s advice to take a sticky note, write PRODUCER MOJO on it, and put it somewhere where you’ll see it regularly.

The idea is to become the marketing version of a Hollywood producer.

Hollywood producers don’t really “do” anything. They don’t direct. They don’t write. They don’t act. They don’t take a razor blade and cut rolls of film in two and then glue them back together.

Instead, producers… produce, whatever that means. My best guess is that they bring together other talented or resourceful people, and guide them towards some sort of common, hopefully worthwhile goal.

I’d actually first heard Travis promote “PRODUCER MOJO” four years ago, during my first visit to his world.

At that time, the idea of being a producer didn’t appeal to me.

“I like to write,” I told myself. “I don’t want to trade that for managing a bunch of people.”

Somehow, the idea is more appealing now. Maybe because I’ve aged a few years and I’ve had some experience running an Internet marketing business myself.

Or maybe, because I realized that producing doesn’t have to equal managing — maybe it can mean roping in an effective manager.

Anyways, that’s the idea I wanted to share with you today:

PRODUCER MOJO

… because there are plenty of people who have written thrilling stories, or who have tearjerking acting skills, or who just don’t know where to invest the oodles of money that are pouring out of their pants pockets.

There’s no law that says you have to ignore all this, and instead make a movie that you write, film, act every role in, and of course, fund. And don’t forget the special effects and makeup that you also do yourself.

I mean, you can do all those things.

But it’s not the only way.

And if you want to be reminded of that, then get a yellow sticky note, write PRODUCER MOJO on it, and put it somewhere where you’ll see it.

Or simply reply to this email. Because maybe you have some assets already. So do I. There’s no guarantee we’ll end up making a movie together, but if we talk, and compare what we each have, who knows where that could lead.

A hard way to live

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There have been periods of my life — years at a time — when I’ve made a habit of walking up to strange but attractive women on the street, giving them a compliment, and starting a conversation.

It’s surprisingly hard to do.

Not because of the women. The worst that ever happens from their side is a polite thank you and a smile.

The best that ever happens — well, I’ve had two long-term relationships that started in this way.

No, the reason it’s hard is because of my own fears, insecurities, and the stories I tell myself.

For example, if I see an attractive woman walking on an empty street, I will think, “It’s not a great place to go talk to her… she will be freaked out because there’s nobody else around.”

On the other hand, if I see even one other person around, I will think, “It’s not a great place to go talk to her… everybody will be standing around and watching.”

In other words, right is bad, left is bad, and you don’t want to go straight either.

A hard way to live, no?

I’m telling you this because yesterday I wrote an email promoting a new book by Travis Sago. As I said in that email, I’ve listened to Travis and learned more from him this year than from anybody else.

Even though Travis doesn’t sell any courses for less than a few grand, and even though his yearly mastermind costs something like $50k, this book is a $9.99 summary of his best marketing ideas.

And yet, in reply to my email yesterday, I got the following message from a reader:

“It’s only got 42 reviews… not great”

I’m featuring this reader reply because I recognized myself in it. Maybe you can recognize yourself too.

Specifically, maybe you can recognize the part of the brain that likes to make living hard. It says things like:

“It’s only got 42 reviews… not great. It can’t be, if nobody else is reading it.”

Or…

“It’s already got 420 reviews… not great. Everybody else has read this, so I can’t get any advantage from it.”

The fact is, a good idea is a good idea, whether it comes in a new or old package, whether it’s popular or fringe.

I’m currently re-reading the Robert Collier Letter Book, which was published 100 years ago and which has hundreds of 5-star reviews. I’m also reading Travis’s book, which was published a month ago and has 42 5-star reviews.

I could give you more proof to back up Travis’s credibility.

Would more proof matter to you?

Maybe. Or maybe that part of your brain that likes to make living hard would still pipe up with a new story.

One thing I’ve learned over all those years of walking up to women on the street is that you don’t always have to accept all the stories your brain serves up.

Life can be easier, more successful, and actually more pleasant that way.

Also, if you’d like to get Travis’s book, and maybe learn something valuable, here’s the link:

https://bejakovic.com/sandwich

Pick one of these 3 niches

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Less is often more when it comes to marketing education.

Example:

I’ve heard marketer Travis Sago say he was once selling a biz op training, about providing some sort of marketing service to businesses.

The first iteration of the training didn’t work out well — Travis had to spend too much time helping his students figure out what niche of businesses to go after.

After it was all over, Travis took stock.

He paced and paced the floor of his laboratory, deep into the night.

And then, in the early morning hours, he had an epiphany:

For the second iteration of the training, Travis simply took out the niche selection part.

Instead, he made niche selection a part of the marketing and application process. When you signed up for the training, you had to pick one of three niches to be in.

Result:

Much easier delivery of the training, and much better results for the students.

I bring this up because I have my Daily Email Fastlane coming up on Thursday. This is a workshop about sending daily emails for your personal brand.

It’s the first time I’m ever offering this workshop.

I have learned a lot from Travis Sago, and I plan to learn from him here as well. So I will not be covering how to pick a niche in Daily Email Fastlane.

Instead, for anyone who does not yet have a niche, but is considering writing daily emails for themselves, my advice is to pick one of these 3 niches for your daily emails:

1. Personal interest

2. Previous experience (preferably, something you got paid for)

3. Make money

You can mix and meld these. My daily emails started out as #1 (interest in persuasion, influence, and personal development)… moved into #2 (talking about copywriting and marketing, based on the work I was doing for clients)… and I’ve since introduced #3, how to get adequately rich so you can live life on your own terms. Which brings me back to Daily Email Fastlane.

The above advice about niches holds whether or not you decide to join me for Daily Email Fastlane. If you want to write daily emails and build a personal brand based on those emails, pick one of the 3 niches above.

But if you want my advice on topics that are a bit further down the daily email road, then consider actually joining me for this workshop.

I will talk about 3 daily emailers I have coached. Each of them fits primarily into one of three categories above. And each built a nice lifestyle business, with one daily email at the center of it.

The deadline to sign up for Daily Email Fastlane is this Wednesday, at 8:31pm CET. If you know you want in, and you want to make sure you don’t miss the deadline, here’s where to go now:

https://bejakovic.com/daily-email-fastlane

The world’s simplest, most powerful conversion tool

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This past Saturday, I got hypnotized by a master hypnotist.

One minute, I was just watching a free video inside the hypnotist’s free Skool group.

The next minute, I found myself rooting through the hypnotist’s website and skimming through his sales pages.

A few minutes after that, I had gotten out my credit card and paid for a $2,900 bundle of digital products.

The master hypnotist in question is Travis Sago. I’ve written about him often in these emails.

Travis would probably claim he’s not a hypnotist. Instead, he would claim to be just a marketing guy.

He’s even modest about his skills there. But if that’s true, then I don’t know how he got me to give him $2,900, without asking. I was even happy and excited about it.

Anyways, that’s all a preamble to the fact that, earlier today, I was watching one of Travis’s videos inside that $2,900 bundle I bought.

Travis promised to reveal the world’s simplest, most powerful conversion tool.

​​He put out up his index finger and held it level. And he said:

“It all goes back to this simple, diabolically redneck, Arkansas, best conversion-tool-ever index finger.”

Travis was saying you have to be able to point to your prospect’s problem. Or rather, to your prospect’s present pain.

In other words, Travis was just repeating the standard advice to be specific, concrete, visual in your copy. Except none of those words are actually specific, concrete, or visual. An index finger is.

Another example:

Your cart software. Imagine it right now. How many sales came in yesterday?

A couple?

​​Just one?

​​Zero?

You might have great offers. You might have a great relationship with your list. You might even have great copy. Bit if your cart software is showing just a couple sales yesterday, or one, or zero, there’s some “act now” magic that’s missing.

And on that note:

Tonight at 12 midnight PST is the last moment to raise your hand, or at the very least an index finger, to indicate your interest in my Secret Demand live training this Friday.

I will close off signups for that training tomorrow. But before I send anyone to the sales page, I want to talk to them, or rather exchange one email to see if could be a fit or not.

​​Since that emailing is going to take a bit of time, the last time to actually express interest is tonight. ​​After tonight at 12 midnight PST, the doors to the front lobby of the Bejakovic theater will close. If you want to see the show, you’ll have to be inside before then.

So ask yourself:

Do you have a business?

Do you have an email list?

Does the promise of unlocking secret demand in your list sound appealing?

If so, then reply to this email.

I’ll have a couple questions for you. And if it sounds like a fit, I’ll send you the full details about this training. You can then decide if you’d like to join me on Friday.