The Gary Halbert Secret I Still Use Every Day

Conversions don’t come from hacks or tricks, they come down to two simple things, and if you get them right, everything else just falls into place. In this episode, I break them down and show you why one matters even more than the other.

[0:19]
I’m Igor Kheifets, and this is The ListBuilding Lifestyle. The podcast is for anyone who wants to build a wildly profitable email list working from home. If you’d like to make six figures, travel the world and help people improve their lives in the process, this podcast is for you. I also invite you to claim a free copy of my best selling book, The List Building Lifestyle Confessions of an Email Millionaire at www.igorsbook.com. Get the free book plus $3,000 bonus package that includes my best capture page templates, email swipe files and traffic blueprints, visit www.igorsbook.com for details, And now it’s time to claim your List Building Lifestyle.

[1:06]
I’d say, there are two important things, that if you get these things right, the conversions will be there. And if you don’t get these things right, the conversions might not be there. In fact, by the way, one of these things is probably more important than the other, but I’d say you want to get both these things right.

The first thing you want to get right is your big idea. Now, what is a big idea? The big idea is the one claiming benefit, call to arms, any way you want to call it, the big thing that’s being discussed and put in front of the prospect.

[1:47]
Now, the second thing that’s really important in your funnel, really important in your funnel is the offer. Because, you can make an offer in a gazillion different ways. You can have, first off, the packaging, you can have information or a product packaged.

Let’s take information, for instance, like if we’re selling your coaching or something like that. How exactly can it be packaged? Well, first off, you can put it in a book, obviously. So, that would mean you sell it for 10 bucks. Then you could put it in a podcast, and you don’t even sell it, you give it away for free.

Then you can put it in the course and sell that course for 50 bucks, 100 bucks, 500 bucks, 1000 bucks, 2000 bucks. Now if you’re selling that for 2000 bucks, guess what? That course will have to have a coaching component, with real human beings.

Or maybe you want to sell it as a $50 monthly membership access. See what I mean by the packaging? It’s basically different ways to rep what you’re selling and ask for money.

[3:01]
Now, in addition to that, you’re also looking at different formats. For example, you can do in person meetings, and this is where the $15,000 a year masterminds come from, same information, but delivered in a room full of other people, all sudden, more expensive.

You can do it in a private coaching setting, which would be probably just as expensive, you can do it in a group coaching setting, you can do it in a no-coaching setting and just give it away as a bunch of videos, you can do it, written text, you can do it in many different forms, you can do a free weekend seminar and then upsell to a private coaching thing after that.

[3:47]
So, there’s many different ways to package it. And when it comes to the offer itself, you have several components. One is the packaging. Two is the pricing that you put in that packaging. Three is the bonuses that you offer with that.

Because, I’ll give you a great example, this is like a really old offer by Gary Halbert from way back when, basically he was doing some kind of a seminar, I think, a copywriting seminar, and the sales letter said that the price for the seminar was $5,000, but if you respond before the deadline -there was some sort of deadline- then you can just put down 10% of the seminar ticket price, 500 bucks, and pay the rest only after you made your first $100,000 using the secrets you’re going to learn the seminar.

Now, do you really think that at any point after hosting that seminar, Gary Halbert got on the phone, sat down, lit a cigarette, and started dialing people asking, “Hey, did you make $100,000 from the secrets you learned in my seminar? Oh, you did, okay! Then that $4,500 is due today”. Do you think you really did that? Do you really think so? No, no! He obviously did not do that.

So, what did he do? He was never planning to collect the 4500, he just wanted to sell $500 seminar tickets, but he wanted the customer to feel they’re getting $5,000 worth of value, which I’m sure they did, by the way, when they attended the seminar, because Halliburton was brilliant.

I’m sure learning at his feet was amazing, but that offer positioning was even better, it’s a $5,000 seminar, but don’t pay $5,000, pay me just 10% and pay me the rest after you make 100 grand using the secrets that you learn in my seminar.

[5:52]
I mean, that’s how you make the customer feel good. Because think about it, everybody wants to get a good deal, everybody wants to get a deal worth bragging about, nobody likes to get a bad deal, right?

Nobody wakes up in the morning thinking, “Man, I wish someone would give me a bad deal today”. No, everybody wants to get a great deal.

Like, if I bring you a 2020 Rolls Royce Phantom, and tell you can get it from me for just $10,000. And you check, and it’s fully functioning, there’s no corrosion anywhere, and it’s in good shape.

And, you’re thinking, what’s the catch? And I’m telling you, “well, I’m getting divorced, and I don’t want my bitch of an ex wife to get it, right? So, I’m letting it go for 10,000 bucks.

There was actually, I think, someone on Ebay. I think there was a woman on eBay at one point who sold her husband’s car for $1 just to spite him. So, let’s assume it’s something like that.

Obviously, when you’re paying me 10 grand for Rolls Royce, which probably costs about $200,000 or $300,000 at that point, you’re going to get a good deal, and you’re going to be bragging about it like it’s the best thing that ever happened. So, if you can make the customer feel that way when you’re selling something.

[7:19]
Now, when it comes to other people’s products, when we’re promoting other people’s products, we can’t change the way the offer is positioned.

Well, we can do two things. First, we can pick products that have no brainer offers, right? Because vendors out there are interested in selling stuff, so they craft good offers too.

And in addition, as an affiliate, what we can do, we can enhance the offer by putting together a great bonus package, which is something I teach how to do inside the list, building lifestyle club, so bonuses is another way that you can make an offer much sexier than it is on paper, something to consider.

[8:08]
Thank you for listening to The List Building Lifestyle, get access to the previous episodes, transcript of today’s show, as well as other exclusive content at www.listbuildinglifestyleshow.com. Also remember to claim your free copy of my best selling book at www.igorsbook.com. It explains how I made millions with list buildings starting from scratch, plus I’ll give you $3,000 worth of free bonuses, including my best landing page templates, email swipe files and traffic blueprints. Go to www.igorsbook.com, now to claim your free package!