W A R N I N G :   Please... I'm going to warn you one last time. Don't read this if you're offended by Persuasion and Influence tactics, Salesmen, and "Pick Up Artists".

 

Even though I know only a few people will "get it", this is the page that I'm MOST nervous about putting online.

 

The email below gives you a glimpse into my interpretation of Jay Abraham's most important guiding principle in business. This guiding principle, (or strategy), is what's behind him creating more than three billion dollars ($3,000,000,000) of additional revenue for various businesses during his career.

 

If you're unfamiliar with his story, Jay's clients include FedEx, Entrepreneur Magazine, Tony Robbins and Bengay (to name a few).

 

And closer to home, you recognize Rich Shefren and Stephen Pierce as marketing "Gurus" because of his teaching.

 

Jay calls it the strategy of marketing preeminence. People have paid $50,000 to attend his seminars to learn his secrets, and then to get his insights into how they can apply it for themselves.

 

I have personally paid an enormous price to "get" this... and the reward has been off the chart for me. It took a long time to fully understand the importance of this.

 

The payoff will allow me semi-retire before I turn 31 (I'm 30 now).

 

And no, I won't make a fortune selling "How to make money" information. I've created a real business... in fact, I do exactly what you're most likely doing. My business is about using the Internet to market various products as an affiliate, an information publisher (AdSense/YPN), and as a vendor.

 

ALL of it is information products. I know that it's possible to earn even more selling physical stuff, but I've decided to focus on one thing and push it.

 

This is going to be the first and only time I'm ever going to offer to share what I know.

 

I also know that the majority of the Internet Crowd (your competitors who haven't found this website) will NEVER get access to this... let alone have the advantage of actually using it.

 

Don't take that lightly. I know that you've already conditioned yourself to ignore marketing messages... and especially if it seems so outrageous. But don't. This is a crucial concept for you to wrap your head around if you'd like to make money online!

 

Before I show you my email, I want you to associate a product or a brand with the following words:

1. Soft Drink

2. Software

3. Coffee

4. Overnight Shipping

5. Search Engine

6. Motivational Speaker

7. Photo Copier

8. Film for your camera

9. World famous cyclist

10. Hollywood Movie Director

11. World Famous Copywriter

 

Did your answers look like this?

1. Soft Drink: Coca Cola or Coke

2. Software: Microsoft

3. Coffee: Starbucks

4. Overnight Shipping: FedEx

5. Search Engine: Google

6. Motivational Speaker: Tony Robbins

7. Photo Copier: Xerox

8. Film for your camera: Kodak

9. World famous cyclist: Lance Armstrong

10. Hollywood Movie Director: Steven Spielberg

11. World Famous Copywriter: Gary Halbert

 

Chances are you and I got at least 5 the same.

 

This will go right over many peoples' heads. That's ok. You'll see why this is important in a minute.

 

I want you to look at the big picture here.

 

YOU can stand out, get more people listening to you, and have more people paying attention to what you're saying... and therefore spending money when you advise them to.

 

You DON'T have to settle for mediocrity. You don't have to be one of many, and allow yourself to be put into categories with other people.

 

Do you understand what I just told you?

 

This is about creating your own category. If you do this, you won't have any competition because *they* will be playing by society's rules... and *You* will be setting rules for other people to play by.

 

And yes... you can do this even if you don't have your own products! You can get the same result as primarily an affiliate for other people's products.

 

Read that again.

 

You can get a lot more out of everything you do.

 

Ok, so with that lengthy introduction out of the way, below is an email that was part of a long private conversation I recently had with a buddy who happens to be a wicked SEO genius. This person earns a lot money online every month as an affiliate. The majority of his income is a result of free "organic" search engine traffic.

 

Our conversation started because he was excited about knocking a few people off their perch. He inadvertently positioned himself as a preeminent "Advisor" within a small niche in the broader "Internet marketing" market.

 

The result was that he was the top affiliate during a recent launch with a tiny list of less than 3,000 people. He beat out the likes of Rich Schefren and Mike Filsaime who have lists of 50,000 plus and massive brands.

 

Here's the email... (additional comments in red for clarification)

Hi [blocked out for privacy], Sorry for the length of this email. I was working on my manual and then I read your email. So I thought I'd share one idea with you... 123 sales is a brilliant achievement mate! Congrats. It's actually fascinating. I love it when this type of thing happens. You got that result because you don't promote garbage. I'm finding it impossible to listen the likes of [blocked out for privacy] these days because they've associated themselves with crap too many times. Have you ever read Jay Abraham's "Advanced Preeminence"? I've taken that in. I've gone through it more than 100 times. It's taken me about 200 hours over the course of a few years to get through it that many times. No exaggeration. Mark Joyner talks about business being straightforward quid pro quo. Something for something. But in business, especially online, you still have to demonstrate value in order to get the customer to respond to your offer. (Because there's so much noise.) Ok, here's something that I know about marketing that 99% of the population don't. This is one of the concepts that allows me to establish intense rapport with my lists and sell so effectively. I'll tell you the concept first. It's very esoteric. And then I'll show you one practical method I use to get this effect. People take up roles in every relationship. In EVERY interaction, the individuals involved have a certain perceived role. And they always behave appropriately to their role. Even thugs. Thugs act like thugs because that's their role, and they're allowed to behave like that. People expect it. Soccer moms behave like soccer moms. "Goth" teenagers behave like Goths. Students and teachers respond to each other in a typical, predefined way that was set by society. In a nutshell, our perception of these roles determines how to respond to each other. I went to college with guys who consider themselves pick up artists. I know Mystery from the "Mystery Method." Their world is fascinating to me. In this "community", there's a segment of guys who think that "language patterns" get girls. These guys are stupid. Women are humans. With intelligence. The only difference is that they have girl parts and they may be a little more emotional. (This is the same as MARKETERS who pretend to be competent copywriters by ripping off other peoples' copy. They re-use phrases without fully understanding how to integrate it into their sales messages.) These guys don't realize that spouting other people's words out of context is incongruent - and being incongruent actually lowers their value. They don't understand that it's not the words, it's the entire frame. Stick with me for a second. This leads into marketing. Guys who buy this stuff do so for the same reason that people buy "how to make money by filling out survey's" information. Because it sounds good in theory. In the real world, it's not practical. On the other hand, there are top notch copywriters, salespeople, influencers, politicians, marketers. and pickup artists who know all about setting up and controlling frames that people operate in. The best pickup artists know that they should condition women to respond to them. There are a number of different social dynamics elements which all fit into place, within different phases of a "courtship". The genuine, world-class pickup artists I've met, instinctively weave a little-known technique called "kino escalation" into their interaction with women. Kino escalation is where these guys condition women to respond to their touch. They touch women very early in the interaction. 1. They touch hands. "Hey, give me your hand real quick". (Touch.) He then makes a comment or a joke involving her hand. then he quickly changes the subject. 2. Then they hug playfully. "Hey, give me a hug". 3. Then they get the girls to sit on their lap or lean against them. * Guy: "Give me your hand? Thanks. Here, stand up for a second." (The guy takes her hand and leads her away from her seat. Then he sits in it.) * Girl: "You took my seat!" * Guy: (still holding her hand) "hahaha. here, sit on my lap". (He'll put her arm around his neck so she doesn't fall. she's now leaning into him) This then activates social proof which he uses later to setup a jealousy plotline to make the girl want him even more. But that's another story. Getting back to kino escalation. The next level of touch is to get the girls to kiss them on the cheek. It continues to escalate from there. Each step is a natural progression. It's no big deal for these guys to slap a girl on the butt or grab her boobs within 30 minutes of meeting them for the first time. The girls become conditioned to this kind of interaction VERY quickly. It becomes normal and acceptable for THIS guy to slap her ass. It's wrong and totally unacceptable and inappropriate for anyone else to do it. This is one example of conditioning. The pickup artist created a frame for her to respond in. There are set roles. His next step is to expand the frame to include other things. As a marketer, you should work to create a frame that your clients and prospects operate in. And the rules must be clear. Some people do this wrong, so they end up being classed as someone who gives away stuff for free or sells cheap stuff. Therefore people will expect that from them. It's virtually impossible for them to sell high-ticket stuff to their lists. It's difficult to articulate this concept in an email because I can't gauge how strongly this resonates with you. Basically, it's all about perception. It's about YOU "guiding" THEIR perception of you. Now, in marketing, here's how I understand different frames that marketers have created for ME to operate in (most of them have no clue how to control this). There are JV whores (Seth Godin calls this group the promiscuous sneezers. Butterfly marketing has created an army of these people). They have about 1% value in my mind. They're like the people who hand out those strip club cards in Las Vegas. We totally ignore them. They're a nuisance. Then, there are people who I perceive as middle of the road merchants and affiliates. They have good intentions and they often deliver something great, but for the most part I view them more as peers, than as teachers. And then right at the top are the trusted advisors. People who have MY (i.e. the customer's) best interest in mind. Have you ever wondered why Jay Abraham, Dan Kennedy, Rich Schefren, John Reese, Frank Kern etc seem to have so much influence? It's not like they know A LOT more than you. They know a few things, and they have experience. But how did their personalities become such powerful, almost mythical brands? That was done consciously. I’ve done it my own niches and I will show you how in a minute. My guess is that you've achieved a "trusted advisor frame" without trying. That's why you're able to get such high conversions. Conditioning is the keyword in all of that. Have you ever heard the saying, "people respond to you the way you teach them to respond"? Obviously, you don't say it explicitly. You demonstrate glimpses of value, then you create opportunities for people to respond... and then you reward them. You are creating ways for them to discover your value for themselves. It's one thing to brag, it's another thing altogether to actually have something of real value that makes a difference... and then for people to "discover" that for themselves. It's like the pickup artist who get's the girl to sit on his lap... and when she's on his lap, she says "Hey, there's a girl on his lap. He must be a great guy". Silly girl... it's YOU who's sitting on his lap. So what's the benefit of this... as opposed to either tricking people, or by selling hard like a used car salesman... by focusing on "selling the sizzle, not the steak"... or focusing on "Benefits instead of features"? If you're a vendor, your "selling" becomes irrelevant. People will buy regardless of your copywriting skills. If you're an affiliate, you align yourself with quality and people instantly recognize that... and therefore BUY on your recommendations. And if you're an adsense publisher, your readers stay for longer... they come back often, and they therefore click on your ads How do you get practical results? Here's how I do it. I purge my email lists. You read about my list segmentation. At the bottom level, I give people the opportunity to move up a half a step. Maybe they don't fully trust me, so I make it easy for them to get their foot in the door. Ok, so here's what I do. I create something that I can send out through the postal mail. Like a 10-page printed report or a CDR. Then I send out a quick email to my list to let them know what I've got. I give them a deadline to respond. Sometimes I'll send these out free of charge. Other times I charge $5 to cover my costs. What I'm doing is creating the opportunity for people to respond. Then I send them something that will give them a definite, measurable result. Now, the actual physical item must not be flashy. It must be guerilla. i.e. it must look unprofessional. I order regular CDR's and I don't put any flash graphics on it. Just the plain disk. It looks like something I burnt on my PC. My printed report looks like a CIA top secret document. It has a title page with a slightly larger headline (14pt). The headline itself is bland. not hypey. Below the title is a short one paragraph description of what's in the document. I might sign it underneath if there are just a few. Sometimes I'll attach a sticky note to the CD or report. Or I'll attach a brightly colored piece of paper with a short message to the report with a paper clip. (paper clips are ace!) The idea is to get people to consume the info, find incredible value in it, and then do something with it. That's the strategy of preeminence in action. It costs some money short term, but you're building a real bond which will pay off big time in different ways in the future. Hope that makes some sense. haha. Have a good one. Brent ps. You should read the book "How to Be Invisible" by JJ Luna for anonymity tips. Get the American version from Amazon. I use pen names for all of my info products