In the 1930s two authors decided to publish their manuscripts. The manuscripts were identical. There were only two words that were different. One of them was picked up by a publisher and became an instant hit. The other was so bad no one wanted to publish it. Find out what made all the difference then and how to use this secret today to effortlessly nab more sales in your online business.
Secret To Effortless Influence
Igor Kheifets: I'm Igor Kheifets and this is the List Building Lifestyle, a podcast
for those who want to build a large profitable email list and make six figures from
anywhere in the world. If you would like to get rich by building a large email list
while helping people, this podcast is for you. I also invite you to attend a free web
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Secure your free seat at Igor.cx. Attend this free workshop to discover an easy
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tons of money. Just go to Igor.cx to attend this free web class. And now, once again
it's time to claim your list building lifestyle.
Welcome back to another edition of The List Building Lifestyle with your host,
Igor Kheifets. I recently read a fascinating story that reaffirmed what I already
believe to be true and something that I've already told many, many times before on
the podcast, and that is how your name, your presence, your authority, who you are
oftentimes dictates the results you're getting.
It actually explains why two exactly the same people can promote the exact same
product, the exact same offer, the exact same ... They can pitch the exact same
thing, but one of them will be celebrated, and they will make a ton of money, and
they will collect a ton of commissions, and it will be very easy for them to make
money, and the other person will struggle, and nobody will so much as give them a
second look. Nobody will pay attention to their offer. People will be annoyed by
being pitched by them, and so on and so forth.
It explains why someone like Mike Dillard can go and email their list and make
nearly 500 sales for a high-ticket offer, while someone else who has a list of,
say, half a million people will email and get conversions of, say, just about
0.001 of a percent. The difference oftentimes lies in this one concept of
authority, the concept of who you are and how you're being perceived by the people
who are seeing and engaging with your message. That is also why, over time, it
does get easier to make money online, because the better the reputation you build
for yourself, the more credibility you've got, and the more content you put out
there, the more presence you've got there, the more you solidify your position as
a trusted authority on the topic or subject that you're marketing at, the better
your results will be, because the marketplace will be easier to agree with you,
even the people who don't know necessarily, who never worked with you.
In other words, even if somebody hasn't really bought anything from you, but they
were aware of your name, and they've been kind of hearing your name for a couple
years, and they know what you stand for, at least on a very basic level, you will
have a much easier time and a much easier, basically you will have a much better
result moving forward compared to the results you've been generating six, 12, 18,
24 month before that. Again, it comes down to, are you an authority? Right? Which
is also why it pays to be consistent with your messages. It pays to be consistent
in the environment that you operate.
That is why I never moved away from business opportunity marketing. I started out
in network marketing. I started out, then moved into affiliate marketing, where I
found small success. Then I moved into information marketing, and from there, I
stuck to the make money online industry, and I never really moved away from it,
like I never went into Bitcoin, like some of my joint venture partners. They
switched their persona from being just about making money online to being all
about crypto. I never really dropped make money online and went to weight loss,
like some of the other people that I worked with. I've never moved away ... I did
move away from, say, product launches as a strategy, even though I did it
successfully a couple of times, but I never really moved away from the core
message in general. That is what helped me solidify my presence.
Now, let me share this study with you. Let me share this story with you. This is a
true story, and it truly illustrates why it's so important to build up your
authority and why it's always, always, it always pays better if you market
yourself first, and now I'm going to explain to you what that means in just a bit.
It always pays better if you market yourself and not just kind of push out links
to the universe. Basically, I want to take you back to about 1930s. Right? This is
when it actually happened. During the 1930s, an author conducted an experiment.
Okay? This author took a novel, and he wrote this novel, and he created two
manuscripts, identical, with two words different. The only thing there was
different about these manuscripts was exactly two words on the title of the
He took these novels to all the publishing houses that he knew that he was already
working with, and with one of them, he took those novels under the real name, his
real name of Jerzy Kosi?ski, and the other novel, he took it under the other name,
the alias name that he had, Erik Demos. Basically, the first name, right, was an
already existing and established author, while Erik Demos was a fake name of an
author that supposedly wasn't really famous and didn't have any work already
published. What happened was really fascinating, because when this person brought
his manuscript under the name of Jerzy Kosi?ski to the publishing house, to all
the publishing houses, they started a bidding war to try and get to publish this
book, and he ended up publishing under Random House and winning the National Book
Award for that year.
Then he took the other manuscript, again, exactly the same, identical, he asked a
friend to start taking it to different publishing houses. A couple years later,
okay, merely three years later, under a different name, and every single
publishing house refused to publish the book. They didn't even read it. They just
looked at the name and didn't read it, including Random House, the publishing
house that published his previous books, which they failed to recognize that it's
the exact same book they already published. They simply discarded it based on the
Now, what does that tell you? It tells you that people will often decide on the
credibility, validity, authenticity, and relevance of your message based on
nothing else but your name, your first and last name, based on your persona, based
on your presence in the market, which is why initially, starting out, even if you
are providing, say, a ton of testimonials to try and close the deal, right, even
if you are sharing tons and tons of case studies, people will look at those case
studies with this lack of belief, because anything that you do because you lack
the authority will be perceived as untrustworthy.
It explains why, starting out, even if you have a perfect system, even if you have
really just the best offer in the world, it's still really, really hard to make
money, because your authority and credibility is simply not there. Today, this is
more important than ever. This is way more important today than it was in 1930s,
because in 1930s, the marketplace was not infested, the marketplace was not filled
with garbage. The marketplace wasn't that competitive, although it may seem that
way, back in the 1930s. In 1930s, all you had to do was quite literally open shop
on a busy street, and people will just buy from you.
The right people would find you, and it'd be okay. Now, it got a little bit more
competitive in the '60s, in '70s, and so on, and today it's very competitive, but
even then, it was super, super important to generate a brand, to have a name, to
have credibility, have a relationship, with the market, and to make sure that
you're trustworthy like that.
Yo. It's Igor. If you're loving the content, hop on over to
listbuildinglifestyleshow.com for more free training and a free transcript of this
episode. Oh, and I'd really appreciate if you logged into iTunes and rated the
show. It really helps. Thanks.
How do you then build authority? Right? Because that's probably what you're
wondering right now. "How do I ... Okay. I get that I need to be an authority, but
how do I build that authority?" Well, for one, one of the easiest things you can
do to start building your authority, especially starting out, is telling stories.
I've actually created the whole program around that where I educate you and show
you the actual system you can use to write stories, to create stories that support
your message even if you're brand new, and you can check it out at
bridge.igorsoloads.com. Okay, that's bridge.igorsoloads.com.
One of the things about telling stories that's so critical when you're just
getting started is that stories are not being challenged. Stories are not dry
facts. Stories don't appeal to logic. Stories, they engage us on an emotional
level, and the thing about human beings is that whatever they cannot recognize as
an attempt to influence, they cannot resist. In other words, if you try to
convince people to buy from you without telling them a story starting out, and you
don't have this credibility and authority already going for you, which is why they
would listen to you in the first place, that would mean that they will actively
resist every word you're saying. They will challenge every claim you're making.
They will challenge every statement you're making, and even if what you're saying
makes logical sense, emotionally, they will never accept what you're telling them
at face value. You'll need to work really, really hard to convince them that
you're telling the truth.
You'll need to supply a ton of proof, and even then, they may act, but even then,
it's going to be a reluctant action that may backfire in the form of a refund
request or a quick turnaround the next day when they don't see results or things
of that nature. As far as the stories are concerned, they allow you to sneak under
those defenses. They allow you to sell without selling. They allow you to convey
your message so it doesn't get rejected by the brain, by the logical part of the
brain, and instead engage the emotional part of the brain and allow that message
to sink in, so at that point, you become a trusted ally.
Now, one of the ways that this has been used throughout centuries by pretty much
every single major figure is ... For example, Mata Hari. I'm not sure how many of
you actually know who that is, but she was this mysterious figure that fascinated
everybody, pretty much. She was famous for being fascinating. She was famous for
being mysterious. Right? Mata Hari was actually just a normal, average woman. She
wasn't even all that pretty, but she mesmerized men. One of the ways she did it
was by making sure that the stories about her spread way before they met her, so
by the time they met with her, she was already in that position of fascinating
them by pretty much everything she was doing. They were looking at her through
this set of glasses of fascination.
Same thing about Cleopatra, by the way. Cleopatra is widely recognized by,
probably one of the greatest women in history. She ruled Egypt. She subdued the
will of Roman empires. Right? Actually, two of them, and she was very, very
dangerous. Now, if you look her up, if you start reading about her, you'll know
that she didn't have any amazing beauty going for her. She was pretty
average-looking, but she was really good at manufacturing stories that, by the
time the Roman Emperors got to meet her, again, they were already looking at her
with that fascination.
If you can create the same effect by telling stories, be it stories about you
personally or stories about what you've done, the stories that are being said
about you by other people, especially if those people are also authorities, then
you will be able to create an aura where, by the time you ask for the sale, you
will already be in a highly advantageous position of the prospect not resisting
that message because they heard the stories before, and they come looking at you
as a trusted authority. That would be your fastest way to do it. Telling stories,
by far, will be the fastest way to do it, because a lot of times, it will fall on
that emotional aspect of our brain that simply can't resist a good story, because
storytelling has been wired into the DNA generations and generations ago. This was
the very first way we learned how to communicate. Right?
When we saw the first sunrise, as a species, the first thing we've done is, we
went ahead and told a story about that sunrise to a friend, right, or we drew the
sunrise on a cave wall. Right? We did something to tell that story, and one would
argue, and this is a bit of a philosophical argument, but I do find it to be very,
very interesting as a point of view, one would argue that things don't actually
happen until the story of that thing happening is actually told. In other words,
if you're the only one who sees like a situation, scenario, something happening,
maybe if you're the only one who sees the robbery, maybe you see how one person
robs another, it doesn't actually get acknowledged, so it doesn't happen, until
that story is being told to other people and until that story spreads.
In other words, your credibility doesn't happen until the story spreads. Your
presence doesn't ... You don't have any presence unless the stories are told.
Okay? The first source of that story should be you. That's okay for that story to
be told by you and then for that story to be picked up by other people, because
people have a fascinating trait, a character trait, that helps us marketers market
better and pretty much just thrive, and then as people are really good at
reaffirming what they already believe, and seeking evidence to what they conclude,
and when you tell them a story and you tell it in the right way, again, if you
want to learn how to tell stories correctly in order to influence, okay,
ethically, then you need to go to bridge.igorsoloads.com and check out my course,
but if you want to tell ...
When you tell the story the right way, what happens is, the person who listens to
your story and takes it in, and when that story really hits, starts seeing
evidence to what you implanted in their heart on their own, and then starts
spreading the exact same story to the market. Your customer, after hearing your
best story and seeing how you lived that story, your customer becomes your
greatest salesperson simply because they tell your story to others. That is
really, really powerful. Nothing can be more powerful than your customers
spreading your stories for you, because that actually makes them true.
With that said, again, if you want to learn how to tell stories correctly, you
definitely want to check out my course at bridge.igorsoloads.com, and we will be
talking more about storytelling and story-selling in the future episodes, but for
now, I want to leave you with the idea that nothing is true until the story about
that thing is actually told, and your name, your authority, your presence, is
probably the highest-rated, highest-rated trait in your business. In other words,
if you strip everything else away and all you've got left is your credibility with
the marketplace, then the one thing you can always rely on is that you will make
sales simply because the marketplace trusts you. To get that going, you definitely
need to learn how to tell more effective stories. This is Igor Kheifets. Thank you
so much for tuning in, and until next time we chat, have a good one.
Thank you for tuning in to the the List Building Lifestyle. Get access to previous
episodes, the transcript of today's show, and exclusive content at our website at
listbuildinglifestyleshow.com. Also, don't forget to claim your free seat at the
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subscribers without losing money. And how my clients are pulling anywhere from 50
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