Examples from the field: {How exactly to} {stick out}

If you’re looking {on how best to} {stick out} in {your task} field, {search no further}, {this article} is {for you personally}.

In {the final} 12 months, I’ve {rejected} around $200,000 of business from people I didn’t feel were right for my programs.

I’ve also doubled the guarantee {amount of} my Earn1k program for no {justification}. {I simply} thought {it had been} the right {move to make}.

And I’ve made some decisions {concerning the} upcoming launch of Earn1k 2.0.

Each {of the} moves are unusual – but they’re extremely unusual {for folks} in {the info} product world (e.g., ebooks, online courses, etc), who typically {make an effort to} make {just as much} money as quickly {because they} can.

We’ve been {discussing} hustling this month – or working extraordinarily hard {to obtain} disproportionate results. {Which means} if you {focus on} {the proper} things, {you may make} 2x, 4x, {as well as} 100x {just as much as} average people.

And it’s {not only} money. {It is possible to} hit {your targets} faster, worry less, and accomplish more by {working significantly harder}, and {focusing on} {the proper} things.

Today, some behind-the-scenes examples from the field (my business) – and a twisted challenge {for you personally} {by the end} of the post. {I really like} it!

Follow along and see you how {you may use} these same {approaches for} {your personal} goals.

*     *     *

Turning down $200,000 in 12 months

I {hand out} {the majority of} my material free – 99% of it. {To create} revenue, I sell {info products} {in addition to a} {NY} Times best-selling book. Occasionally, I charge to speak at companies or conferences.

Now, {I possibly could} {create a} pretty respectable living by doing nothing and letting my business run itself automatically. But I {think it is} intellectually challenging {to perform} {ecommerce} as a laboratory, constantly tweaking, testing, and tinkering to see what results {I could} get. As I’ve always said, testing {is crucial}.

But I exist {within an} extremely odd market: {info products}, {that is} largely a weird {mix of} circus freaks, scammers, and {an extremely} few highly credible people selling top-quality products.

How do I distinguish myself from {all of the} nutcases?

How {is it possible to} {stick out} from {another} 50,000 people {attempting to} do what you’re doing? Let’s take {a few examples} {on how best to} {stick out}.

Results matter {a lot more than} anything. I never call myself {a specialist}. Only {you are able to do|you can certainly do} that – once my material gets you concrete results.

I focus obsessively on getting my readers results…and I track everything.

For example, here’s {a contact} I got {TODAY} from an Earn1k student, Pam M.:

“Anyway, just from {the initial} lesson of “get {within your} customer’s head” I {could} {get yourself a} freelance writing assignment that gets me {a supplementary} $300-$500 {monthly}.”

Here’s {a different one} from IWT reader Martin, who recently left this insightful comment:

“{I believe} anyone who’s been {attending to} (and {paid attention to} the webcast with BJ Fogg) knows {just what} you’re doing:

Baby steps.

How {more likely} are {anybody} {to join up} for Earn1k 2.0 now? {Just a few} months ago I wouldn’t have, {and today} I’m seriously {great deal of thought}. By digesting your free material, we’re all taking baby steps towards {spending money on} your material.

You’re applying {the precise} techniques you’re teaching {most of us}. Baller…This has all been incredibly useful information {for me personally}.”

Precisely. {As soon as you} use my free material to see {that you could} actually {get yourself a} {ending up in} a VIP, negotiate your rent or cellphone or cable, {setup|create} automatic transfers in 3 days, {develop a} plan to {pay back} debt, {as well as} earn $500/month…you know it’s real.

How this {pertains to} you: Anyone can talk {a large} game {in what} they’re {likely to} do. {TAKE ACTION} FIRST – FREE – {watching} {your organization} skyrocket. When someone emails me promising me {the planet} for PPC, or SEO, or whatever, {I simply} laugh. I get 50 {of these} emails/week. {Take action} first, send over a completed result, and we’ll talk. And remember, {that is} true of {just about any} hiring manager. {You may make} yourself irresistible by {carrying it out} first. And track everything.

Make ridiculously over-the-top offers.

A 30-day free course on hustling.

Earn1k, which costs {a lot more than} {just about any} other product {on the market}, but gets you more results than {other things} {you can get} {free of charge} – or {purchase}.

How do I charge so much for my material – {and obtain} {a large number of} customers {that are} delighted {to cover} – when {a lot of people} {hand out} free material and mop up the leftover ad revenue?

People {give consideration} {whenever your} material {is the greatest}, {you understand} it, {and you also} offer crazy {proof} how good {it really is}.

Let me {offer you} {a good example}.

I recently doubled the guarantee {amount of} Earn1k for no {justification}. You see, {just about any} person in the information-product business offers generous guarantees {and contains} to live {around} their product’s hype…or {each goes} out of business. {That is} {an exceptionally} competitive area.

That means previously, {you can} take half my 8-week Earn1k course {and have} for {a complete} refund. After doubling the guarantee period, {this means} {it is possible to} take {the entire} course {and have} for a refund {in the event that you} don’t {think it’s great}.  I even eat the credit-card processing costs.

Why?

Because in {an environment of} scammy info-products, {I wish to|I would like to} go ridiculously over-the-top {showing} you how valuable my material is.

That’s why I {hand out} 99% of my free material – {that i} believe {is preferable to} most paid products.

That’s why I give money-back guarantees for my products. (And {incidentally}, I carefully tracked certain metrics once I doubled the guarantee period. Don’t just make crazy offers. Track everything.)

That’s why {rather than} launching product after product, {I really do} {several} key products {every year}, spending heavily {to create} {the very best} – {and} charging accordingly for results.

How this {pertains to} you: {Be cautious} about doing what {everybody else} is doing. {Do you consider} {blogging and site-building} for ad revenue {will undoubtedly be} highly profitable? {Most likely not}. {Do you consider} {you need to} target EVERYONE {for the} freelance business? No. {Do you consider} {you need to be|you ought to be|you have to be} sending out 100 resumes {to really get your} next job? If you’re sending out 100 resumes, you’re {carrying it out} wrong.

Quality is extraordinarily rare

In this world {of individuals} {creating a} quick buck, quality is rare.

I study {customer support} obsessively. I read biographies and histories of companies like Leica, The Four Seasons, and Apple.

I’m {enthusiastic about} quality. And {each day}, {I must} {decide} of long-term quality or short-term revenue.

For example, {I possibly could} actually make {much more} money launching 20 products {each year}. Or doing shady affiliate deals. Or trading my email subscribers’ to less scrupulous people. {The money} being left {up for grabs}? Millions.

But {I’d like} your success. Because once my students {note that} my material works, they {stick to} me forever. It’s funny – this happens {a whole lot}. People {grab} my book, think it’s a scam, and try {the initial} chapter (negotiation scripts). {After they} {do this}, they’re IWT students forever.

Because there’s {nothing beats} results.

And that’s {the method that you|the way you} get disproportionate rewards.

Another example: I {distribute} weekly emails to Earn1k students who’ve already paid and graduated. I get nothing {from it}. I don’t charge anything {for this}. But if {it requires} me 1-2 hours {weekly} and my students stay happy – if these {suggest to them} I’m {inside it} for {the future} – then that further distinguishes me as {a person who|somebody who} cares about THEM, not someone who’s just {inside it} {to create a|to produce a} quick buck.

That’s why I don’t accept Earn1k students {who’ve} {personal credit card debt}. {They have to} fix their debt first, not {spend money on} more courses. That cost me over $100k {this past year}. But it’s {the proper} {move to make}.

That’s why {Not long ago i} shut down {an extremely} profitable program {since it} wasn’t providing disproportionate {leads to} my students.

That’s why I {rejected} $100k of revenue {in my own} first Earn1k launch just so {we’re able to} maintain {a fantastic} {degree of} personalized quality for my top-tier students.

All {of the} sounds expensive. But I actually think it’s expensive {to spotlight} short-term results.

When my students – {as well as} free readers – {observe how} {every single day}, I {concentrate on} giving you {the very best} material {on the market}, you {begin to} say, “Hey, {he} {is in fact} giving me {very good} stuff.”

And our relationship becomes {much less} like some dude {selling} you on his expensive products. It becomes about being your advisor, {a person who|somebody who} cares {concerning the} results {you obtain} – whether in {your job}, or personal finances, {as well as} {health}.

How {lots of people} {have you any idea|are you aware} who focus obsessively {on your own} results? Who track and {react to} {a large number of} emails {weekly} without charging {a single thing}?

Notice how frequently I keep mentioning results. That’s {since when} people lob skepticism at you, {it is possible to} argue back…or {it is possible to} simply {indicate} insane results {onto it}. {How do} anyone argue with that?

“My rate increased by 55% and I {paid} $7k CC debit {this past year}.” – Angelo

“Used {a few of the} {ways to} negotiate a $6k higher salary at {the brand new} job I started. Freelancing has suffered {consequently|because of this}, {however the} new job {will probably be worth} it.” – Steve G

“I fired the custumers {which were} not {the proper} ones and just kept {the proper} ones. This made me go from R$ 50/hr to R$ 70/hr.” – João G

“Turned freelancing {right into a} 50% higher base salary.” – Eva

“I almost doubled my rate from $35/hr to $50/hr. {I’d} {not need} had the confidence {to achieve that}, if it wasn’t for E1K.” – Kaushlesh B

“I went from $0 {monthly} to $2600 {monthly}.” – Owen O

“{I acquired} my first {new} paying client (no friend, or friend of {a pal}) within {four weeks} of the course and made $1700 with that deal.”- Christina

“Increased my salary by 20k and made 1k {per month} {privately}.” – Uy T

That {sort of} obsession lets me deeply understand {just what} {the issues} are when I go write my next blog post…or create my next product. It’s also what also allows me {to perform} {a small business} where {I could} create the  best products {in the marketplace|out there|available} – and make disproportionate revenues {from their website} – because {I take advantage of} {all of this} research to craft {an ideal} product {for you personally}.

(I’m now {focusing on} several new products…some to launch in months, some as far out as {per year} from now.)

How this {pertains to} you: TRACK RESULTS {JUST LIKE A|SUCH AS A} MAD MAN. {Next time} you {obtain a} job, use my Briefcase {Strategy to} whip out a 10-page, single-spaced document of results you’ve gotten. {What exactly are} they {likely to} say? “Oh my dear god. {Just how much} {do you wish to} make? Name {a cost}. I’ll pay you anything.” That’s {once you} spit your watermelon seed onto their desk, put your fedora hat on, {so when} you’re walking through their office door, look back and – calmly – say, “I’ll take $150k. $500/month in monthly training, no questions asked. And {I’d like} a frappuccino on my desk {each morning}.”

YOU CAN’T LOSE.

Look, it’s {an easy task to} be average. It’s the default position. {However when} you can {spend money on} others – {when you’re able to} {have them} SPECIFIC, MEASURABLE results before {requesting} anything – {you’ll get} disproportionate returns easily. {Look at this} {together with your} co-workers. {Look at this} {together with your} partner. {Spend money on} others before expecting something back. {However when} {you obtain} something back…it will blow you away.

Separate the winners from the losers.

Last year, {through the} first Earn1k launch, I made 80% of my revenues {from the} small {set of} {several} thousand.

This year, I’ve {made a decision to} only launch Earn1k to {individuals} on my Earn1k Insider list. Earn1k {will never be} launched through {this website}. {It’ll} only {be accessible} if you’re on the list.

That’s because I’m constantly {researching to} speak more to {individuals} {who’ve} already taken action, {rather than} {attempting to} convince {visitors to} take action {to begin with}.

This month, {through the} course on hustling, every post {has already established} {a straightforward} opt-in form. I’ve offered incentives, bonuses, free interviews, and {all sorts of} exclusive material {to become listed on} (free). {For people who have} taken the trivial action of entering their name and email, they’ll {get yourself a} week of free material on hustling, psychology, and earning more {following this} Friday. {Those that} didn’t, won’t.

(If {making profits} {privately} isn’t {for you personally}, that’s {no issue}. I hope {to possess} other material that’s {much better}. But my motto is – {in the event that you} trust someone, {you will want to} {give it a try}?)

“But Ramit,” {in ways}, “why don’t {you merely} {hand out} the free material and launch Earn1k publicly? Not everyone {really wants to} {join} your stupid list.”

Good question, hypothetical question-asker. {I really do} this {since when} I {spend money on} you {giving} away free material and exclusive interviews, I expect {visitors to} {spend money on} themselves – {by firmly taking} action – {also to} {spend money on} me. I don’t ask much, but joining {a free of charge} list {may be the} {smallest amount} I {require} giving away {a lot more} information. {In the event that you} don’t {need it} {among} my courses, that’s cool. But I don’t just {hand out} free material for nothing. I expect my readers {to do this}.

How this {pertains to} you: Don’t {make an effort to} serve everyone. {Perhaps you have|Maybe you have} had {the knowledge} of {attempting to} convince a lame friend to {venture out} night after night? There’s ALWAYS {a justification}. Instead, {spend time} on friends who already {desire to} go out…and making new friends. Same for business: {Concentrate on} {individuals who} already {obtain it} – or have the potential {to obtain} it – {rather than} everyone.

3 ways top performers stand out

Top performers play {a completely} different game.

When they {opt to} {look for a} different job, they don’t start googling around to “see what’s {on the market}.” They {know} about jobs {that aren’t} even public yet, {because of} their networks.

They can send {several} emails and bypass {the complete} hiring apparatus – {made to} keep losers out – {and obtain} {a gathering} with a {potential employer}.

Their friends will {attest to} them, saying “{You should} {speak to} this person,” which profoundly changes the tenor of the conversation. Imagine being introduced as {a person who|somebody who} the {potential employer} “{must} {speak to}” {rather than} random applicant {in need of} {employment}.

They {aren’t} commodities. {They can not} be substituted for another body to “meet headcount goals.” {They will have} developed unique skills, {plus they} communicate those skills to convince the {potential employer} {they} deserve special treatment.

STOP! Stop {there}. It’s {an easy task to} say, “Yeah, maybe that works {in case you have|for those who have|when you have|should you have} ____ (elite college, 15 years’ experience, the deep baritone voice of Ramit). Don’t {set up} {your personal} psychological barrier of why {this type of person} {unique of} you (the barrier {this is actually the} Shrug Effect). Yes, maybe 5%-10% {of the} top performers were born with rich parents or they’re naturally gifted. {The others} {of these} worked their asses off.

Here are {three ways} that top performers de-commoditize themselves.

1. Use specificity to {stick out}. {That is} {among the} first lessons that led me {to build up} the “Nod and Shrug Fallacy.” {Once you} say “get specific,” everyone nods and shrugs – yeah yeah Ramit, {I acquired} it – but nobody actually does it.

For example, {easily} asked you {at this time}, “What’s your Dream Job?” what {can you} say? 95% {folks} would say {something similar to} this: “I’m {searching for a} job that’s challenging and rewarding…something that lets me really make an impact…I {prefer to} {use} people.” Yes, {I love to} breathe oxygen too.

A top performer will say:

• “I’m {searching for a} position {being an} Inside Sales Associate at a {social media} company in {SAN FRANCISCO BAY AREA}.”
• “I’m {thinking about} {learning to be a} Development Manager at a women’s issues nonprofit in Washington DC.

See the difference? {Once you} get specific, you don’t make the busy person do {your projects} {for you personally}. YOU do {the task} – you don’t {await} someone else {to get} your Dream Job {for you personally}. {This is one way} to {stick out}. And once {you could be|you may be|you will be} {this type of}, you can {head to} your network {and have} for their {assist in} locating connections to {these businesses}. {Quite simply|Put simply|Basically}, if someone {involves} me and says “I don’t {know very well what} {I wish to|I would like to} do with {my entire life},” that’s {an extended} discussion. {Should they} say, “{Have you any idea|Are you aware} any sales managers at B2C tech companies in Silicon Valley?” {I’ll} introduce them to 3 within {ten minutes}.

I’ll cover more of {Ways to get} specific on the Dream Job launch list. Interestingly, {remember that} {most of the} {items that} people believe {are essential} – {for instance}, # of hours required at {the work} – {grow to be} totally uncorrelated with how happy {folks are} at their jobs. It’s like Moneyball for Dream Jobs. More {with this} in the course.

2. Master the art of preparation. Another “Nod and Shrug” area where people say, “Yeah yeah, {I understand} {I have to} prepare.”

Yet think {back again to} {the final} time you went {set for} {employment} interview. How did you prepare?

• AVERAGE PERFORMER: “I spent {one hour} browsing their website and Googling around for news about them. I also talked to {my pal} on {the telephone} for {five minutes} about what {sort of} questions he thought {I will} expect.”
• TOP PERFORMER: “I’d already met with 3 people on the team {prior to the} interview, {therefore i} knew {just what} their challenges were, {and also} {what} they used {to spell it out} them. I wrote {those} notes down, then compared them {using what} I found {on the net}. {I QUICKLY} crafted my narrative. I invited {a pal} over – he’s a management consultant so he knows {how exactly to} ask tough questions – and he came {to} mock-interview me {for just two} 2 hours. I recorded the video and stopped every {quarter-hour|a quarter-hour} to calibrate.”

Sound hard? Good. Losers and whiners won’t do the {effort} because, by definition, {they’re} not top performers. {Which means} {individuals who} spend 2x {enough time} {will get} 5x {the outcomes} – {that is} {just what} disproportionate {email address details are} {about}. Yes, {you will need to} work harder, but you’ll {obtain the} first pick of jobs, {whilst some} fight {on the} scraps.

3. Get referred – by ANYONE. People {want to} {discuss} how they don’t have a network. I {inquire further}, “Really? {Who’ve} you tried {to attain} out to?” They respond with a blank look and a shrug. {They’ll} die unhappy.

• AVERAGE PERFORMERS: “I tried but {I simply} don’t know anyone! I emailed {a few} friends but they’re in {exactly the same} boat {when i} am. It’s frustrating when it’s {about} WHO {you understand}. {How do} they expect me {to learn} {each one of these} people when I’m just starting my career?”
• TOP PERFORMER: “First, I checked my LinkedIn profile and {delivered} some emails. I tested 3 emails and {the 3rd} is performing best – I’m {obtaining a} 50% response rate. I {setup|create} 3 coffee meetings for {in a few days}. {I QUICKLY} went into my college alumni database. I also mentioned {who} I’m {searching for} when I was {getting together with} friends, {and something} {of these} knew a director at {the business} {I wish to|I would like to} {work with}! So {we have been} having coffee tomorrow.”

By {just how}, this isn’t hypothetical. Here’s {among} my Dream Job Elite students sharing how he {considered} networks differently.

”When I started, I was only {deciding on} one company, my #1 dream company. Now I’m {deciding on} a targeted {band of} employers to {shrink} my application and interviewing skills {in order that} when {I really do} {connect with} my #1 company, I’ll {maintain} top shape {and also have} other offers {at hand} for negotiation. I had no portfolio for {deciding on} my Dream Job. After getting quick, specific advice from several experts though, {I understand} exactly what {to spotlight} {for the reason that} portfolio now and it’s underway. I started with a weak resume’ {no} {resume cover letter}, now {I’ve} a tailored theme for these materials and numerous stories to back that theme up. I initially had 0 contacts {within my} #1 company. Now {I’ve} 7 with whom I’m {speaking with} regularly there.”
-Logan, Dream Job Elite graduate

Notice that Logan has used the Dream Job material {to produce a} SYSTEMATIC {Method of} standing out. {Which means} he analyzes what areas {have to be} different and tests them accordingly. {Which means that} if something is working – if the emails you’re sending out {are receiving} you an 80% response rate – you don’t {have to} {spend your time} changing that. But if something {isn’t} working, {you’ve got a} bird’s-eye view {to learn} exactly where {to target} your time…and {how exactly to} {change it out}.

”I used {to remain} inwards, {attempting to} acquire more skills in {vacuum pressure} and {looking forward to} {an ideal} moment. Now, I’m completely {the contrary}. DJE trained me {with an} almost knee-jerk {result of} {speaking with} experts and testing {available on the market}.”
-Chris, Dream Job Elite graduate

There are several {regions of} the Dream Job search that we’ve found to be very effective in de-commoditizing and {how exactly to} {stick out}:

• The companies you target
• The emails you send
• The questions you ask
• Your cover letter/resume
• Your interview performance, including questions, answers, body language
• Negotiation
• First 100 days on the job

I’ll cover {each one of these} {subsequently}. But don’t {await} me for the answers – {you need to be|you ought to be|you have to be} {thinking about} these {by yourself}. {Consider}:

“For my resume/cover letter, what do AVERAGE performers do? What should {a high} performer do?” Repeat {during your} job search.

Note {that should you} are submitting 10 resumes {weekly}, {the very first thing} {that you can do|that can be done} is ask: Is this producing any results? {For many people}, submitting resume after resume is worthless. So is {dealing with} a recruiter. So {is wanting} {to use} broadly to {as much} jobs {as you possibly can}.

But {this involves} being brutally honest with yourself about what’s working and what’s not. Only then {is it possible to} make tactical changes {to boost} {your outcomes}.

This week’s challenge:

This week, I {come up with} a twisted challenge {for you personally}.

You {understand how} I {keep on saying}, “Skepticism {isn’t} {a technique}?” That’s because {a lot of people} are skeptical {nowadays}. “There’s {no chance} {that may} work!” “{I possibly could} find all that stuff {free of charge}.” “That sounds scammy.”

It’s funny – {at the start} {of the} month, {there have been} {several} skeptical comments from people. {Many of them|A lot of them} have {faded out}. It’s hard {to remain} skeptical when {everybody else} is passing you by {getting good results}.

So here’s {the task}: Help 1 friend save $500 using IWT material by this Wednesday.

It sounds simple, {nevertheless, you} are {going to} {go through the} FASCINATING psychological phenomenon of skepticism. {Incomparable} {visitors to} say {things such as}:

• “This book sounds scammy”
• “There’s {no chance} {which could} work”
• “Yeah yeah…I’ll {take action} later”

Why this challenge? First, {since when} you teach something, {you obtain} better at it yourself. Second, because we’ve been largely internally focused this month. But third, {& most} importantly, {once you} {observe how} skeptical {other folks} are, {it’ll} shock you – and {cause you to} question yourself. {Are you currently} that skeptical about {other activities}?

There’s no better {solution to} {do this} than {attempting to} show {friends and family} how to {take action} and  watching them be extraordinarily skeptical/disbelieving. {For instance}, {I REALLY LIKE} mixergy.com, Andrew Warner’s site where he interviews entrepreneurs in extreme detail. {However when} I’ve recommended it, THREE {individuals were} skeptical. “What’s the catch?” one asked. “Yeah, {I will} really watch that…” another said. {This web site}, {which includes} literally changed {just how} {I believe} about my business.

This exercise {is quite} revealing {since it} {will highlight} how skeptical {a lot of} {you’re} about things. {Even though} you patiently explain that no, you did this yourself {also it} ACTUALLY WORKED, {lots of people} {won’t} believe you.  {Nonetheless it} will be {your task} {to discover a} {solution to} get friends {to save lots of} $500 {within the next} 48 hours using my material.

You’ll be applying {your very best} persuasion learning’s from the interview with Stanford psychologist and persuasion expert, BJ Fogg and {the rest of the} material I’ve {come up with}.

And {in trade}, I’ll award {a good} prize to {the very best} result.

To {do that} week:

Leave your results of {the task} in the comments {portion of} this post with the heading “WEEK 4 RESULTS” by Wednesday at 11:59pm PST.

Note: Be respectful {once you} {speak to your} friends {concerning this}. Remember how hard {it had been} {that you should|so that you can|that you can} take action {in this} course?  Nobody wants a know-it-all.

The {one who} gets {the very best} results from their friends this week can choose between…

1)  Airfare for the SXSW conference on March 11-20 in Austin TX  from wherever {you’re} in the continental {USA}. You’ll also get 3 tickets to Andrew Warner (of Mixergy fame)’s sold-out SXSW party with awesome people. That’s 1 {for you personally}, and 2 {for anybody} {you would like to|you need to|you wish to} take ({to supply} value FIRST).

-or-

2) A 30-minute conference call with me and 3 {of one’s} friends {to speak about} whatever topics interest you {probably the most}, {just like the} psychology of persuasion, negotiation, time management, etc.

What’s coming {all of those other} week

This {may be the} final week of my free 30-day course on hustling. This week, we’re {within the} difference {between your} best and {the others}.

• Monday: {The very best} 2 {items that} separate the winners and the those left behind
• Tuesday: Earn1K case studies on Hustling -> Getting {visitors to} pay {One to} hustle.
• Wednesday: Special webcast with Tim Ferriss (details {ahead} tomorrow)
• Thursday: Winner of “{DO SOMETHING}” award {because of this} week + {information on} the bonus 5th week on earning more
• Friday: The 30-day course ends… and the private bonus week on getting paid to hustle begins