Appreciating Your Value

Other people will appreciate your value to the degree that you appreciate it yourself.

When you think of sales, marketing or persuasion, what comes to mind? Do you get excited about the value you’ll get to share with people or are you worried they’ll think you’re just a pushy sales person? What’s behind that concern?

Over the course of my various careers, I sold knives, vacuums, cars, insurance, B2B services, and real estate. What I learned from one industry to the next was that you have to believe in your product and in yourself. If you don’t, something needs to change.

The way to believe in your product or service is to focus on the value people gain from it. The simplest check is to ask whether the value people receive is more than the money they’re giving you. Another measure is the amount of time or money they can save with your product. A more abstract comparison is how good they might feel from owning your product. As long as you know in your gut that they’re gaining from doing business with you, you’re golden.

The way to believe in yourself is to forget about yourself. Really. Of course you take care of personal hygiene, but when it comes time to interact with your customer, it’s no longer about you. The confidence you want in that scenario comes from focusing on serving your customer. They don’t care about your hangups. They have their own problems and if you want them to have the best experience, your best bet is to look for ways to help them solve them. If you’re focused on the other person, you’re not focused on your self – being self-conscious.

The highest form of service to your customers is to empathize with them. Understand why they feel the way they do and you’ll see how to best serve them. No amount of NLP magic will change those fundamentals.

To recap, find a product you can believe in and look for ways to serve people. Then people will appreciate the value you provide.

Graphic Designer’s Mind 24 Hour Special

Graphic Designer’s Mind is now available for purchase.

For the next 24 hours, the price will be $15. After that, the regular price will be $35.

While the results you’ll get are worth much more than $35, I wanted to price these products (I’m calling them Ability Widgets) in line with Paraliminals which are $30 a pop.

The regular price on Copywriter’s Mind is now $35 as well. I sent those folks who took advantage of the last 24 hour special for $35 a free copy of Graphic Designer’s Mind to say thanks and to keep things fair.

If you go to the site, you’ll see the before and after pictures for both the hypnotic writing course and Copywriter’s Mind.

The full description is here:

New Pricing on Abilities

The graphic design product will be coming out within a week or so.

After giving it some more thought, I realized that my modeling products are most like Paraliminals in nature. The main difference of course is that mine are abilities rather than subjective qualities like self esteem.

Even so, Paraliminals sell for $30 each. To be more fair, I’ve decided to reset the modeling products to be around that level.

If you paid that much for Copywriter’s Mind during the 24 hour special last time, I’ll send you a link to download Graphic Designer’s Mind when I release it. If you paid the current $100 (which is still a bargain given what you get out of it), I’ll send you a copy of “Be a Hypnotic Writer” free of charge. The price of that course will remain a steal at $100.

Watch this blog for the 24 hour special release of Graphic Designer’s Mind.

I’ll also be releasing a new cover for Copywriter’s Mind as another example of what the process of modeling a graphic designer did to transform my ability in that area.

Question Calibration Case Study

There’s an NLP Practitioner/copywriter who periodically posts different written patterns.

Typically, I feel like he’s overstating the case or violates the intent of hypnotic writing which is to be elegant in your persuasion. He doesn’t allow comments or I would have posted there. His loss, your gain.

He posted on Asking Obvious Questions to Plant Doubts today.

The part I want to draw your attention to is the two questions he uses and the conclusions he draws from the distinctions.

He says to leave out modal operators (could, would, should) and conditionals (if) in favor of declarative statements using the two examples:

  • What would you do if the economy collapses?
  • What will you do when the economy collapses?

If you’ve been following my blog for a while, you may recall that it’s usually best to avoid asking questions at all. In person (as NLP is taught) it’s encouraged as it controls attention. In writing, you’re giving an opportunity to lose focus or interest.

The issue that isn’t addressed in saying the first question is more powerful than the second is the effect on the reader.

As a reader my personal responses to the respective sentences are:

  • Hmm. I wonder what it would take for the economy to collapse.
  • Yeah right. He’s just scare mongering to get me to part with my cash.

The second probably isn’t a response you want your reader to have. People aren’t simply passively agreeing with everything you say.

It’s much more elegant to mind read instead. For example:

I’m wondering about your plan for the looming economic collapse.

He goes on to give examples that seem like they’re intentionally written to provoke a negative response. For example:

“Would you hire a window washer to do your taxes? Then why would you hire an ad agency copywriter to write your website copy?”

The both questions put the reader in a “no” state. That may not be the best approach if you’re trying to get someone to eventually agree with you.

If I’m reading that as someone who might hire a copywriter, I’d think this person has very little connection to logical reality and pass. Or maybe that he’s insulting my intelligence. I’m likely to start arguing with him in my mind.

For more effective writing, calibrate what you want to convey. Make it elegant so that you avoid creating unnecessary resistance. Remember that people just want to feel good.

For more on modal operators, see Steve Andreas’ article on it:

The Difference Modeling Makes

Now that I’ve modeled graphic design, I wanted to show everyone the difference that ability can make.

Here’s the first, current cover I designed for “Be a Hypnotic Writer”:

And after learning modeling, here’s what I’ve come up with:

(Click for full size and check out the trail of sparks following the pen)

I’ll be uploading the new cover to Kunaki in the not too distant future. Everything else about the course will remain the same. If you got the original cover, you got vintage. Feel free to make fun of me for a terrible cover if we ever meet.

I’ll also be updating the Copywriter’s Mind cover as well. Both will be on the landing page for the graphic design product. Realize too that if you’re new to copywriting, that product will allow you to make this kind of dramatic improvement in that area as well.

You may have noticed on the new url on the second cover. It’s my intention to start another site specifically for new ability products like the passion one I have for free download. Some of the upcoming products aren’t really marketing related so I figured I’d have a new site for those.

If you’d like to get Graphic Designer’s Mind (the graphic design model I used to make this improvement), watch this blog in the upcoming couple of weeks or so. There will be a 24 hour special release price. Sign up to be notified if you haven’t already.

Free Passion Available

I completed the first of 3 modeling programs I was editing.

This model is how to be passionate about something which was done by David Gordon. He gave me permission to use it in this free program.

I wanted this program to be free to give an example of what these products are like. They’re essentially hybrid combinations of Paraliminals(TM) and NLP modeling. Whereas Paraliminals(TM) are mostly hypnotic suggestions and personal improvement topics, my products are actual abilities like copywriting, graphic design, being good at math, etc.

Paraliminals(TM) are endorsed by such business and motivational leaders as Jack Canfield, Tony Robbins, Ken Blanchard, Harvey MacKay, Brian Tracy, Tom Hopkins and Steve Pavlina.

Using my new graphic design ability, I’m going to go back and redesign the cover art on my other two products. They’re actually pretty bad right now but that was the best I knew how to do at the time. I’ll post before and after pictures. That can also serve as a testimonial of sorts.

If you’d like to learn to be more passionate about something, download “Passionate Heart” here:

Experiences with Diego Norte

I think I can credit about 80% of what I’ve learned about online business to James Brausch and his more recent Diego Norte incarnation. It was his blog that finally convinced me to shift my focus from copywriting to product creation.

These have been my experiences so far:

  • I’ve followed his blog(s) for approaching 2 years.
  • I proofread his first two books and was one of only two people who actually proofed all of the first book. I opted not to do the third because I got tired of correcting the same grammar mistakes over and over AND I’d already read all those blog posts AND I’d finally created a solid product at that point.
  • I’ve purchased most of his products.
  • I’d considered going to Costa Rica to model him (his personal blog said he’s moving so I doubt that’s a possibility).
  • I’d participated in his intern/contractor program on 3 different occasions. The first time, I did every task for about five weeks and then the autoresponder ran out of emails/I quit doing them because there weren’t any new tasks. My two ghost written blog articles were published on his blog.

The thing that gets me about James’ business is that he refuses to communicate with his customers. I can appreciate his motivation to do the most immediately profitable thing. But as one of his most loyal customers I’m really frustrated with my experience.

Some grievances I have (only because I have no other way to contact his business):

  • On two occasions, I wasn’t paid for my contractor work.
  • His Life Management 101 product was an absolute waste of money. I don’t need to pay for a half hour audio telling me not to watch TV.
  • His DVD creation product was mostly a waste of money too. It’s a video version of the instructions you can get for free from Kunaki. Robert Phillips has a more thorough video for half the price if you want help via video. I’d pass on his cover creation product though. If you want to learn to do covers, get my graphic design product coming out soon. The rest of the info is available via Kunaki.
  • James has been fairly incindiary to his customers and even peers online. He had a couple of posts back in the day accusing one of his students of lying and stealing one of his products. If you went and read the accused person’s blog it seemed like the story didn’t line up as he’d actually purchased the product in question and had gotten permission IN PERSON to do what he did. It seems like if James hadn’t sequestered himself and refused to communicate with anyone, that could have been avoided.
  • I personally got flamed by James’ blog once too for saying something regarding TV. When I read the post response to my comment I thought who in the world would have said watching TV was okay. I went back to the comments they referenced and realized they must have meant me even though I said nothing of the sort. I realized it wasn’t James that wrote that so I wrote a tongue in cheek response saying his contractor in India was overreacting to what my contractor in India said.
  • His business’ posts have become 80% junk since started. They’re obviously written as filler. Most aren’t even worth the time it takes to scan and figure out they’re junk. The fact that he obviously isn’t concerned his business is cranking out junk concerns me as a business practice.
  • A couple of times, his franchise system didn’t give me another viable task. I clicked through to the next task and it wanted me to critique and article for example. But there was no article. Another time, it wanted me to comment on something like 20 blogs. I combed through the list of 100+ urls given and found that most of them either 1) weren’t blogs, 2) weren’t in English or 3) hadn’t been posted to in several months. There was literally no way for me to complete the task or to tell them I couldn’t.
  • I purchased MuVar 2009 but it didn’t include complete directions. Some features mentioned in the sales letter I got via email weren’t even mentioned. I really don’t like learning from video for most things but what I’ve heard is those videos are the exact same ones as for the prior version of MuVar. I think the software must work, I just don’t know how to do it. I did spend 2 full days trying to set up one page. After the video instructions way didn’t work, I tried everything else I could imagine with nothing to show for it.
  • I must have subscribed to a trial version of James’ newsletter last year. I recall receiving a couple of issues and thinking they weren’t worth $25. It was mostly his MuVar testing results which I’d already seen elsewhere. I only received a couple of issues so I forgot about it. Turns out that right around Thanksgiving I get an unexpected $300 charge for subscribing to his newsletter. I might be mistaken but it seems that I subscribed to a one year trial but only got 2-3 months of it. I sent an email to get a refund but never heard back. No doubt they don’t offer refunds and I don’t want to argue with PayPal at this point. I just got the first issue in the mail so I’ll check that out before I do anything else.
  • His business offered a Christmas special. I missed it last year so I made sure to check it out this year. It was supposed to be most of his products on sale plus a free trial of his Ranking Factors software. I plugged my url into Ranking Factors and it didn’t work. Great. Thanks. I checked out the rest and the only actual discount was on his email customer service – did I mention that? If you want customer service, you have to pay for it. I was intending to wait until Jan to start working on MuVar again and pay the $25 for them to help me work my $50 MuVar product. Hopefully I don’t have to explain the ethical problem I have with that but it’d still be worth it monetarily to get MuVar working. The customer service option was only $1 so I figured why not. The form only allowed something like 62 characters so I did my best to explain my MuVar delimma. Here’s the response I got back yesterday:

Thank you for the opportunity to serve you.

You asked the following question:

I can’t get MuVar 2009 to work. Not enough space to explain.

It wasn’t presented in the form of a question or it wasn’t gramatically
correct so we first had our team reword your request into a gramatically
correct question format.  Here is what we were able to reword it to:

How can I get MuVar 2009 to work without enough space on my server?

Here is our response:

MuVar 2009 doesn’t take very much space at all on your server.  The script
files are less than 100K.

MuVar does store data about all of your visitors and sales but even the
most modest hosting plan should be able to handle tens of thousands of
visitors and hundreds of sales.

With hundreds of sales, you can easily upgrade to a most robust hosting plan.

MuVar 2009 is extremely simple to use.  It is sold on a CD with all of the
script files and step-by-step videos showing every step of installation
and setup.  Most people are able to install MuVar 2009 in less than an
hour the first time.  After the first time, 10 or 15 minutes is much more
typical.  There is nothing complicated at all about installation or

It’s really that simple.

We also offer an email consultation service and a monthly coaching service
if you ever have any specific questions.  Training is never an issue with
any Diego Norte product including MuVar 2009.

I hope this answer helps.  Please contact us at this URL if you have any
other questions:

Sarina Hendrickson
Nashville, Tenessee, USA Office

If you missed that, they not only didn’t answer my question, but reworded my question into a ridiculous question and answered that instead. All I can say is I’m really glad I didn’t shell out $25 for that.

I’d wanted to invest in James’ franchise system now that I’ve gotten a grip on how to create some unique products. I’m not going to though because my experience with it as a user has been so poor. Even so, I’m still interested in seeing how his latest experiment with homepages goes. And even after all that, I still took advantage of his 24 hour special yesterday to add another 10K publishers to my article marketing database.

I have really mixed feelings about Diego Norte. On the one hand, I really admire the hands-off systems style business James has built. I gather he’s now a multi-millionaire because of it.  On the other hand, I think half of what his business is churning out is junk and damaging to the relationship his business should be trying to cultivate with its customers. I agree it’s good to be profitable but not at the cost of cheating people out of money and spreading ill will. That doesn’t seem like it’d be profitable long term.

I’d normally avoid saying anything negative about anyone in particular. James just doesn’t have any other way to give feedback except product purchase. I guess the only feedback he wants is product purchases through MuVar. I’m pretty sure the flaw in that thinking though is that MuVar doesn’t measure repeat purchases and lifetime customer value.

Any comments? I don’t want this to be a rail against James post but I’d like to hear any thoughts regarding business systems, product creation, profitability, longevity, etc.

Welcome Harlan + Odds and Ends

The orginal NLP Copywriting Guru, Harlan Kilstein, has started a blog. His first post says he’s devoting it to his teacher, Dr David Dobson. I’m looking forward to some good NLP content there. He’s also linked his products there. The site is:

Another thing I’ve noticed lately is that if you’re putting an Aweber form on your website, it’s best to use the html instead of the script. For someone like me using Firefox, the script doesn’t appear on the page. It may be the ad blocker I use, I’m not sure. I had to open up the page in Internet Explorer.  The page I was viewing is a free ebook from Joe Vitale:

I actually have 3 completed models I’m working on turning into products. The first – graphic design – I’ve mentioned here before. I’m using the new ability myself to create some better covers for my products.

The second is a model from David Gordon. He agreed to let me use the one in his book on modeling as a free downloadable product here. I figured more people would be interested in my products if they knew exactly what kind of thing they’d be getting. That ability is “how to be passionate about something.” I’ve written the script for that already too.

The last one is one I’ve done over the holidays. My brother is finishing up his masters degree in mathematics. He’s pretty much a genius as I often hear of him solving problems that no one else could. I modeled his problem solving ability for a math context. I’d like to see if I can install it in some school kids who might otherwise think they’re “bad at math.”

My experience as a math teacher was that being “good” or “bad” at math was entirely up to the attitude and strategies of each individual student. I’m scheduled to help some kids with their science fair projects in the next couple months so I’ll see about working with them on their math as well.

The final update is that Arton Baleci is using modeling to see if he can turn himself into a professional soccer player (footballer) in one year. His site:

Thanks to Steve Bauer for alerting me to the Riggio Model and The Beautiful Aim.

Stay tuned for some comments on some recent experiences with Diego Norte.

Crafting Mental Movies For Others

If you’ve read much on visualization, you’ve probably heard of the basketball free throw study.

There were 3 groups:

  • Group A: Practiced free throws 20 minutes a day.
  • Group B: Did nothing.
  • Group C: Only visualized making free throws 20 minutes a day.

After 20 days, the each group’s accuracy was tested again. Group A improved by 24%. Group B didn’t improve. Group C improved by 23%.

From that study, we know that visualization can nearly match actual experience. Let’s take that one step further. If you want maximum control over your situation, in addition to creating your own mental movies, take the time to create the mental movies of others.

You may know what you want it to look like when you execute a movement, make a sale or score a goal. Do you also know what you want it to look like from someone else’s perspective? Unless you’re making videos of your performance, you probably haven’t given much though to what you look like.

To have a more complete and effective performance, complete the experience. Otherwise you’re only really rehearsing a one side of a conversation. What do you want your customer to see, hear and feel from her interaction with you? What do you want the other team to think you’re doing? Craft that mental movie.

If you want to supercharge the process, do a complete model of the person. It’s been said that the best way to persuade others is to enter into the conversation already running in their head. Find out as much as you can about their beliefs, emotions, strategies and behaviors when it comes to their interactions with you. If you want to influence the other, be the other.

They say practice makes perfect. I once heard a motivational speaker make his own twist and say that practice makes permanent and only perfect practice makes perfect. That’s to say that practicing reinforces things. It’s only by practicing things correctly that you’ll be able to execute correctly. That’s what visualization and mental movies allow for. Create those perfect movies of yourself AND the others in your space.

Crafting mental movies for others is no guarantee of any particular outcome. But taking that extra step can only improve your chances of having the experience you want most.

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