Three provocative ideas your upline keeps locked up in state of the start 2 ton safe hidden deep in the wall of their bedroom behind the Van Gough painting.
These 3 Big Weird Ideas Will 10X Your Conversions
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Jon: Welcome back to another edition of List Building Lifestyle with Igor Kheifets.
Igor, it’s been a while since we’ve gotten together, what is up brother.
Igor: Well, I’m pumped and ready to go my friend. Lots to talk about today.
Jon: Yeah. I can’t wait. So, what do you have in store for us today?
Igor: Well, I want to discuss three ideas that are going to be so weird to most
marketers listening to this, but at the same time, so profitable that these
ideas are being talked about for the most part. The gurus and the people who
make a lot of money, they know this. They know this, but they never share
this stuff with their downline, they never share this stuff with their followers.
It’s the kind of stuff they keep locked up in a safe in their bedroom behind a
Van Gough painting or something. It is truly the foundation to almost every
single sales presentation that I’ve seen convert in our industry.
Jon: Okay. Alright. I’m interested.
Igor: So, the idea number one is that we do believe that our market knows what
they want. There’s a bunch of people out there who say you should survey
your list. In fact, I believe there’s a bunch of people out there who use list
surveying software. They claim to make a killing because of it. You see almost
every list building out there suddenly surveying the list and asking the
questions. How much money you’re making right now? What’s your biggest
challenge right now? How can I help you right now? If I could flick my fingers
and make a problem go away, what would that problem be?
Igor: Paint me the ideal life that you see for yourself and so on. It’s a standard set
of questions. Usually, we would get a standard set of answers. So, I want to
live on the beach. I don’t want to work. I want a laptop to print me money. I
want to do my daily gratitude in the morning. I want to spend the evenings
with my friends. I want to spend the afternoons with my wife or my husband.
Jon: Igor, you know me…
Igor: I know. I’m psychic dude.
Igor: So, it’s pretty much the same stuff every single time. So, if we take all this
information we collect from surveys and we make a sales presentation and a
product based on that, as a rule; and this has been my experience so far, it
does not work. [3:00]
Igor: (Laughing) The trick is to be able to read between the lines of these answers.
Not to actually take what the client tells you literally. So, this is when people
don’t know what they want really comes to fruition because people cannot
articulate their desires.
Igor: Another thing is that people respond differently when in a private setting. So,
if you confront somebody in public or you’re just friends with someone and
you ask them a question, most of the time they’re going to give you the
answer they think you want to hear or the answer they believe is the right
way to answer the question. Not what they really feel or think. Did you ever
have that happen to you, Jonathan?
Jon: You’re saying it and I’m thinking, this is kind of off-track. I think I told you
we’re adopting a child and we just got matched. I’m going to be a father soon,
but one of the things we had to do to get into the process was we had to take
psychological exams. For me, the exam was easy. It was hundreds of
questions and I just went ripping through and answering. For my wife, she
was just excruciatingly going through every question, trying to figure out
what the thought the right answer would be. It screwed up her results a little
bit because she wasn’t just answering, she was thinking what is the right
Igor: Yeah. And this is, again, that’s how we are. I’m the same way. I would much
rather tell people what they want to hear in the social conversation,
especially the parties that my wife drags me to sometimes. I so fucking hate
Igor: These people, it’s like we’re from different planets sometimes because most
of our friends aren’t entrepreneurs. I have to; I’m acting pretentious and I’m
being a hypocrite, but I have to give them the answers that they want to hear
in order not to start a huge fight. Early on, I just told them what I really feel
and it always ended up in an argument and everybody thought I’m an
asshole. So, I just stopped doing that. That’s rule number one.
Rule number two is that people don’t want to work hard. Again, that’s
another incongruence that I find. If you ask anyone, they’ll tell you I’m a hard
worker. Do you know anyone, who when confronted about their work ethics
will tell you, well, you’re right, I don’t work hard? I hate working.
Jon: I know one guy. I know one guy specifically that when you ask him what he
does, he says, I’m a bum who writes one email per day.
Igor: Oh. I think I know that guy. That’s pretty much the only guy that’s honest
about it because most people, even the people I’ve managed here as my
employees. It’s funny, that was my job. To watch how they work, to monitor
their progress, to monitor their productivity throughout the day. It’s like, I
see [6:00] that they’re not hard workers but God forbid I confront them
about it head on. That conversation never leads anywhere because people get
protective about it.
Igor: Truth of the matter is; if you watch what people buy, how they buy, how
often they buy, and not what people say; which is according to the late Gary
Halberd, is the only way to analyze a market place; we find that people do not
want to work hard. Which brings me to the third point, and that is that
people do not want to learn anything. Here’s why. The reason for that is quite
simply that life is difficult. It is extremely difficult. People are busy. Even the
people who aren’t working, they’re busy. I have a friend who, his wife works
part time for several hours a day, but even she is very, very busy just
managing the household with two kids. That alone keeps her busy all day
long. I don’t know anyone who can afford to just sit around today with
everything that’s going on. Living this very fast-paced life, we simply don’t
have the desire to make the time to learn complicated things.
Igor: So, if you combine the idea number two and number three, you now have the
reason why all the sales pitches out there always focus on speed, simplicity,
and convenience of the money making system or the money making strategy
that’s being sold at the time.
Jon: Push button profits. That’s what it makes me think of.
Igor: Yes. True. The trick is, of course, because you can’t really be selling push
button profits. That alone will probably get you in trouble with the FDC.
Quite honestly, nobody believes you can push a button and make money.
You’re always implying. You always have to imply that the speed, the
simplicity and how it’s not going to take forever. How it’s actually quite
simple, how it can be mastered by a rookie. These things have to; these
elements have to be present in your pitch in order for your pitch to work
today. In order for you to sort of sneak past these sales defenses that always
come up, like I’m sure this course works but I just don’t have the time to
learn so I’m going to pass and look for something that’s easier.
Jon: Yeah. Wow. People are lazy. That’s why they’re employees. I mean, if being an
entrepreneur was easy, then we’d all be entrepreneurs and successful ones at
Igor: Yeah. Think how difficult it is to get a person who is just starting out on this
journey to make money online, who still hasn’t bought into the idea that it is
all about entrepreneurship and taking risks and hard work to get rid of that
employee mindset. I see it all the time. [9:00] I see it every day when people
get online with the employee mindset. I’ve had clients pay me as much as
$15,000, having that same exact mindset.
Igor: Where they wanted for things to happen. They wanted an absolutely,
definite, ABC plan that requires less than thirty minutes a day. That’s how
unreasonable some people can get. If you think for a second, anyone listening
to this. This goes out, this is to everybody out there. If you think for a second
you clients and prospects are any different, you are kidding yourself.
Jon: Yeah. Why do you think that is? Why do people get online, why do people
start working on this and start with an employee mindset rather than a
business or a solution oriented mindset?
Igor: Well, you see, that has a lot to do with the upbringing. I mean, if you grew up
in a blue collar, simple family. Daddy used to work at the mill or in selling
cars or in an office or something, the mindset you’ve been seeing all your life
growing up is an employee mindset. You just don’t know any better. Sure,
you see business owners out there running their own shops and little
businesses and stuff, but even these guys still have an employee mindset.
They never leave the business owner quadrant. I’m sorry, the entrepreneur
quadrant of Robert Kiyosaki’s cash flow quadrant.
So, there’s the employee, the entrepreneur, the business owner, the investor.
So, the employee and the entrepreneur, they always work in their own
business. They don’t build the business in a way so it works for itself. They
have the attitude of the employee, if you will. It’s only after you make the
transition and you realize that employee mentality, where you’re only doing
the things you’ve been requested to do. Where you’re doing the bare
minimum required to run the damn thing, where you expect for someone
else to supervise you and your progress; it’s only when you get rid of that
idea is when you start seeing actual results in your business.
Jon: That brings up something interesting. I think we both went through it,
because we talked in earlier episodes how it took you three years to start
making your first dollars online. Is that partially, because you have a good
work ethic, did you have that employee mentality coming in?
Igor: Oh yeah. Absolutely. Mix it up with not having a clue of what I was doing, that
has; it’s just a deadly mix. Yeah, I did have the employee mentality. My dad,
he’s an army guy. Ex-army guy. Soviet Army. Soviet Army, it’s all about
employee mindset. No one thinks for themselves. My father, seeing him
through the recent years when [12:00] we immigrated to Israel, he was just
an employee. Either security or working at a factory of some sort. He used to
work as a cook for a little bit, he quite that job, it was too hard. He was not a
great role model when it came to work ethics. My mom, she worked pretty
much throughout the entire life here in Israel for the past almost sixteen
years now, she’s been working at a facility where they make those Motorola
chips. The UPS guy, he arrives with this computer thing in hand where you
have to sign; she used to make these. She used to participate in the making of
these. They make them here in Israel. She would always go to work cussing
because it was either she was too tired or she was too sick or they were
downsizing. She would always be pissed about her work. Growing up, my
idea of work was that’s something bad. That was like, work = horrible.
Igor: I never wanted to work. Eventually, I learned to see work for what it is. In my
world today, work is a blessing because I remember what it was like to have
no work. I remember what it’s like for the market place to have zero demand
in Igor. I remember what it’s like to not know exactly where the next dollar’s
going to come from. Thankfully, now I have the abundance of opportunities
and I can choose where the next dollar’s going to come from. Even today, I
work just as hard as I used to work back in the day when I wasn’t making
money simply because I cherish the privilege to be able to wake up in the
morning, put on my slippers and thank the universe that there’s a lot of work
that needs to be done today. You have to go get to the grind. That’s my
Jon: So, a couple things, and I don’t want to take us off track because we’re going
to have to bring this back in, but I am kind of curious. If you grew up the
same way that I did, where money was the reason we didn’t have things. We
can’t do that, we don’t have the money, can’t have that, we don’t have the
money. Did you grow up that way?
Igor: There were two parts to my childhood. When my dad served in the army in
the Soviet Union, I was just growing up, the army took like; if you were smart
enough to take care of yourself in the army you always had things. Growing
up, I never felt a shortage. I was one of the few kids in the Ukraine that would
get; do you guys have like the kinder surprise? This egg with milk and the
Jon: Yeah. Yeah.
Igor: I would be like the only kid, or one of the few kids that would actually get
these occasionally. I had a good bike, I had a Sony mega-drive two or
something like that. It was like a gaming station. So, in Ukraine, I did not feel
shortage. But, when we immigrated to Israel, that was like the second half of
my; that was in my teens now.
We immigrated when I was twelve. This is when it changed dramatically.
[15:00] Like, we had zero. In fact, at some point a couple of years down the
road when my dad pretty much lost every responsible job he could get and
his health started to deteriorate, we not only didn’t have anything but we
basically sunk very deep in debt. To the tune of about $10,000, and this was;
we were just buying groceries. That was our thing, so we would just go buy
groceries and we would sink deeper in debt. Yeah, for the second part, the
contrasting part, was when I felt this shortage and I realized that I was going
to school with kids who were third and fourth generation in their families
established in Israel and they had money. They had a good car, they were
given cars as a graduation gift. They were wearing nice clothes and I was
wearing $5.00 t-shirts and stuff. All the things they spoke about were so
weird and different to me because I simply could not afford what they were
Jon: Right. Cool. Let’s bring this back to the List Builders listening. How can they
use this in their business Igor?
Igor: Very simple. I’m not saying you should sell push button profits. Not at all. In
fact, you don’t want to do that simply because
Jon: Oh damn.
Igor: You simply don’t want to do this because people won’t believe you. People do
have bullshit radars and when you say you’ll make money within like five
hours or whatever; no one’s actually going to take you seriously.
What you do want to keep in mind is that you want to present your case
when the prospects are ready to hear it, as something that does not require
lots and lots of effort and time to learn. As something that doesn’t require
lots and lots and lots of hard work. Basically, you should not listen to what
your target prospect tells you the want, but you should; you basically should
give them what you know they need.
Ben Sill, I think said this, he says sell them what they want and give them
what they need. That’s pretty much it. You’ve got to sell them what they want
so they’ll listen to you and once they’re in and they’re committed; then you
can start bringing them up to speed on how the real world works. That’s how
it happened for me. I wish someone had done it with me early on. I wish I did
not have to waste three and a half years to make my first dollar.
Jon: Yeah. Well, we are saving people those troubles right here on List Building
Lifestyles. Igor, what do you have coming up for us next time?
Igor: Next time we’re going to talk about programming, specifically how most
marketers in the industry today remind me of eggplants because that’s how
they think. Honestly, it’s just the most frustrating thing in the world for me to
talk to these people sometimes. I think it’s about time I stood up and I shared
my genuine and true perspective on how you need to think if you want to
Jon: OH. [18:00] I love that topic, looking forward to it. So, that is a wrap for List
Building Lifestyles Episode number 14. We will be back in your ear buds next
week. Thank you Igor for sharing a little part of your life with us. Thank you
list builders for listening in today.
Narrator: Thanks for tuning in to the List Building Lifestyle show. If you’re digging
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