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50 The Seven Lost Secrets of Success

And months later, when a young copywriter came to
me complaining that he couldn’t get work, I led him
to an open window, pointed at all the buildings outside,
and told him the story I just told you.

It’s the power of a parable. And it works.

A MIRACLE LETTER

This Barton strategy helped me create one of the most
celebrated letters of my career.

In 1991 I met a man who deeply influenced my life.
Jonathan Jacobs was a Houston therapist with a spiritual
philosophy I respect. After only two sessions with him I
sat down and wrote a sales letter for him. Note how this
letter is sincere (another Barton secret) and how it tells a
compelling story:

Dear Friend,

Jonathan Jacobs has blown my head off twice now. He’s a
Zen master, psychic bear, and psychological samurai—all
wrapped into a wonderfully warm and gentle fellow.
Sound too hard to believe? Then get a load of this:

I’ve hung out with gurus, done more workshops than I
care to remember, read books, written books, walked on
hot coals, asked “Who am I?” for hours on end, listened to
tapes, and led meditation groups, encounter groups, self-
help groups, and more.

I’ve been “on the path” for over 10 years now. But
nothing—nothing!—has had the sweeping and dramatic
effect on my life as my sessions with Jonathan.