Pricing, Niches, and Strategies to Skyrocket Your Success: Q&A from Selling Online!

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What's up, everybody? This is Russell Brunson. Welcome back to The Marketing Secrets.
No, The Selling Online. No, The Russell Brunson Show.

I don't know. We're still in the middle of a rant trying to figure out exactly what to do.
But glad to have you guys back, and I hope you guys are all doing great and getting ready for the Christmas season, Christmas holiday. We're like a day or two away, depending on when you're listening to this from Christmas.
So hopefully you and your family are together and enjoying the season. So to kind of end out this year, what I wanted to do is we wanted to focus on actually doing a couple more of the Q&A shows.
Last two episodes, we let you guys listen in to the Slug Online Q&As. And I hope you enjoyed it.
I hope you got a lot of value from it. I think, you know, the best thing to do is to be able to ask somebody directly your questions.
But sometimes the second best is to listen in and actually hear other people's questions and ideas. And it's really powerful.
So this is part three of four of the Q&A show. And I hope you guys enjoy this.
And hopefully it gets the wheels of your head spinning for your own business as you're preparing to get into the new year. A couple of things we talked about during this episode.
Talk about some more cool Dream 100 strategies. We about live and pre-recorded webinars what's best, how to do it, write price points we talked about figuring out your niche we talked about different pricing strategies and I shared a bunch of real world examples to help show you guys just different ways that you can use marketing in your business so I hope you guys episode.
And if you do, please take a screenshot, tag me in it on socials. And as always, please jump in and go leave a comment on the show.
It always means the world to me. So that's it.
I hope you guys enjoy Christmas. Hope you enjoy this Q&A show.
We've got, I think, one more Q&A show. And then we'll be into the new year, which we'll have some really cool things prepared for you guys in the new year.
So hopefully you guys continue listening and we'll see you guys again soon. Thanks, everybody.
In the last decade, I went from being a startup entrepreneur to selling over a billion dollars of my own products and services online. This show is going to show you how to start, grow, and scale a business online.
My name is Russell Brunson and welcome to the Marketing Secrets Podcast. Welcome back, everybody.
What's going on? All right. Next up, our welcome back is Tish.
Tish, welcome back. Welcome back.
Thank you. Thank you.
And thank you so much for taking more. We really do value your time.
So let me get right into it. I have two follow-up questions, so I'm going to try to get them both in.
The first thing, Russell, you said, make sure after I do the Dream 100, by the way, I've already started doing it behind the scenes ever since you said that. I got my whole plan written out here after I after I was thinking I'm going to send them a gift.
I have something in mind I'd like to. But you said after you do that, make sure that you're all over social media so they can find you everywhere.
How do I get in front of them when I don't know where they spend their time on social media?

So you said be everywhere they are, right?

So how do I do that?

So I'm assuming you have their email addresses.

What do you have?

Do you have their home addresses? What data points do you have on them?

All we really have is where they are in social media. They're social media accounts.
That points do you have on them? All we really have

is where they are in social media.

They're social media accounts. That's what we have from them so far.

These are

corporate leaders that do not

provide that information unless you have

their relationships with them. Well, the good news is

that we are in America, and America has got

no privacy. Yes, that's true.

Just so you all know, this is how it works.

We do this all the time. There's data pending services that you can hire So I think Melissa data is one, there's probably a couple other ones.
Uh, but basically like if I have someone's email address, I can send it somewhere and they will give me all the rest of the day. Or if I have someone's at home address, I can send someone, they'll give me all the rest of the day.
It's like you can, if you have any data point of someone, you can get most of the rest of it with like 98% accuracy or something like that. So you do a day-dependent service.
So you get whatever you can, right?

You can try to scrape contact, scrape information.

Anyway, this is like the gray hat Russell coming out, okay?

It's like if you need the data, you can get it.

It's all there, right?

So basically, but it's going to take a little work, right?

You can also, it can be as simple as like contacting through LinkedIn or different places and trying, you know, like, hey, we're trying to send you a gift. or who's the person that your company.
In fact, there's a really good book. Oh, so it's called predictable revenue.
Uh, if you read predictable revenues, it's the guys who took Salesforce from zero to a hundred million dollars originally. And they did it all through cold email and cold calling and how they got.
Anyway, it's really, it's not a hundred percent apples, apples, what you're doing, but it'll show you like the scripts they use to get people's contact information. Like they would, they would do is they would find, like, the person lower up in a company.
And they're like, hey, I'm trying to find who the buying agent is for da-da-da. And the person's like, oh, let me introduce you to it.
And then, like, that person intro. And, like, it was really sneaky.
Yeah, like the gatekeepers oftentimes. Yeah, how they position the emails to do stuff.
But it's worth reading just to get ideas. That'd be, like, one, like, how do we get these people's contact info, right? Then it's going in and, like, what can I scrape from LinkedIn? What can I scrape from the business? Like some of the figure business address or things like that.
And then finding data pending services. You know, it's all these different things.
Info USA, you can buy lists of people that have stuff, right? So it's getting any of those things you can possibly get and then doing a data pending. Because if I can get their email address, now I can take all the email addresses, go into Facebook and say, these email addresses, follow them everywhere they go.
On Facebook, Instagram, Google, because it will let you track those things. And then now you can just blanket those people and follow them everywhere they're going.
Got it. Thank you.
So I have time for my follow-up. So the other thing is I'm thinking inside the gift, I'm going to put a little card that this is a gift for you, something like that.
I also think I would like to put a QR code in that when they scan it, there's some type of video from us. And if you were going to have a video that they scanned and saw, would it have an offer in it? I'm curious what you would do.
Cool. I do this often.
And, Kate, let me tell you the secret. This is a painful secret.
So I'm going to give you some some pain and you're going to love it. So every time I do a new launch, I get my camera out and I record 500 videos.
Hey, this is Russell Brunson. Or you're just like this, like, hey, what's up, Frank? How's it going, man? I'm so excited to send you this package in the mail.
I'm going to show you blah, blah, blah. It's really cool.
Let me show you a real quick clip to show you exactly what's in it. Video number two.
Hey, what's up, Mike? So first off, hope you're good. Last time I saw you at whatever event, that was so cool and like the fact that you guys are doing that is so awesome.
Hey, real quick, I made you a video to explain da, da, da, da, da. Video three.
I do that for like two days and I take that to my team and then I make a second video that has all of it, like all the rest of the stuff, right? And then they just like, they glue those videos together. So it ends up being like a 10 minute video that each getting, but they're getting a very custom minute to 90 second thing where I'm like trying to represent something personal that we would know together.
Like, dude, that thing you did last week was so sick. Like that was amazing.
It made me think about that. Uh, by the way, check this out.
So it's painful. Like every time I do it, I'm, I tell my wife, I'm just like, well, I'm making 500 videos today.
She's like, I'm so sorry. I'm like, I know.
Cause you have to be like the same excited every time. Like, hi, how's it going? Hey, how's it going? You're just like 400 videos in.
You're like, I want to die. Hi, how's it going? You know, anyway.
So that's, that's the reality of how I do it. And then, um, I don't know if I would pitch the thing as much as just like, um, cause initially I'm trying to build some kind of rapport or relationship or something, right? I'm trying to get, I'm trying to get them to call me back or do something.
I had somebody one time send me a box like this, and it showed up with a prepaid cell phone. And it had a prepaid cell phone in it with their phone number.
It was like speed dial one or something. And they had a video.
It's like, hey, Russell, da-da-da, whatever. Pick up the phone.
Just dial one. It'll call me directly in my private line, and we can talk.
And I was just like, I hate phone calls. Phone is my number one fear in life.
It's kind of weird, but I was like, I have to push one on this because the guy had sent me a prepaid phone. I clicked on it and shared it.
Yeah. And so I'm like, Hey, anyway, so there's a lot of different ways, but yeah, it's more trying to like, I'm probably not going to sell from it.
I'm trying to like, how do I, how do I create enough of a, of something that I can have a dialogue with them, however I want it to be. Right If it's online or if it's the webinar or if it's something, you know what I mean? That's what we try and push towards.
Thank you. You are totally fire.
I'm in Myron's inner circle. And we love Myron.
Wow. Wow.
Thank you so much. No worries.
Thank you. Way to go, Tish.
Love it. Now we're talking about the actual, here's like, you know, sometimes we think it's like, it's all sunshine and rainbows.
It's like, no, we're going to go and spend two days doing 500 videos. And then we're going to go scrape people's contact information, the people I need to get a hold of so I can figure out how to send them stuff.
Another thing we've done a lot in the past is like actually going to the company, hitting the gatekeepers. Like, hey, I'm trying to send Julie a gift.
I don't want her to know about it. What's the best office address to send it to? Ninja hacker.
And they're like, oh, yeah, here's the address or whatever, you know. And so there's always ways.
Yeah, B2B is always interesting, too. I mean, you could hire a setter to go do all of this stuff, too.
But adding that personal touch to it makes all the difference. And some of these people you knew, like if it's a Dream 100 play and you knew them.
But like for Tish, if she doesn't, maybe it's something that they said, like I've had people email us, like click on on this radio. Like I just listened to episode, blah, blah, blah, blah.
And it was awesome because of this. And you're like, oh, they actually are paying attention.
So like if Tish goes out and says, I just saw on social media, that article that you did about this changed my life. That's one of the reasons that I'm reaching out.
Something like that, that does like a personal connection again. 100%.
Yeah. We're always trying to look at that personal connection.
Even like dream 100, when we're going to Dream 100 for affiliates, I can't remember, I think it was Rachel Peterson. She said that what she would do for Dream 100 gifts is she would like find the person, follow them socially and try to look at like, what can I send them to match their house? Or she'll go to like their Amazon wish list.
And if they have an Amazon wish list, then she'll like send them stuff from that. Because like, we know they already want this.
Anyway, it's a little more work, but man, you get one contract, one deal, one engagement. It can be worth it.
Can I tell you what not to do as well just for a second? Like Russell doesn't drink. I don't drink, okay? It's religious for us.
And I had a guy send me this big, huge, like, wine carafe. I made, like, a connection for him.
They made a bunch of money off this event. And he sent this wine carafe.
And I'm like, dude, we've been friends for, like, three years. I see you at events all the time.
And you sent me a wine craft. Like, and when he watches this, he's going to be like, Oh, do you know who you are? I love him, but come on, man.
I said, someone wanted to pitch me on a network marketing opportunity. And I don't know how they got through all the gatekeepers.
So they got me on a fall. I don't know.
I was like, how did this person give me a call? Somehow I'm on a call with a guy and he pitched me. I remember.
And again, I'm Mormon. Mormons don't drink alcohol, tobacco, coffee, or tea, right? So like never touched my life.
Never had a, never had a coffee. Don't even notice.
I could, anyway, have no idea what it tastes like. And he gets in front of me.
He's like, Russell, he's like, I got an opportunity, ground floor opportunities can change your life, all this stuff. Right.
And then he's like, what is one thing that everybody in the world drinks every single morning? I was like, water? He's like, no. He's like, coffee.
There's not a human being on earth

that doesn't need coffee.

He pitched me this whole coffee MLM.

I listened to the whole thing.

I was like, dude, you did not do your homework.

Somehow you got through all my gatekeepers.

You showed up and the company had other products,

but he pitched me on coffee.

I was like, there's a segment in the market

who I happen to be part of.

There's not a drink coffee.

Anyway, I'm like, do your homework

before you show up to talk to somebody. Yeah, Dream 100 is so powerful if it's done right.
Yeah. It's awesome.
That was a great question. All right.
Let's keep it going. Clayton, who do we got? All right.
We have actually a new question here from Luis. Luis.
Welcome to the party, Luis. Hey.
What's your question? Russell, it's a pleasure being here with you, my friend. Just so you know, I called you Papa Russell.
I love you. I love you a lot.
So the day I get my two comma club award, my wife said this so I can let you know. One, she doesn't know if she's going to congratulate us or if she's going to do totally the opposite because you blew my mind and I blew her mind.
So I drove her crazy, just so you know. So no, thank you.
Thank you for everything, guys. It's been really, for me, it's an honor to be here right now.
So let me tell you, I have a program called YouTube Fortune Maker Formula that I created, which pretty much I help Latinos and Hispanic people to grow their personal brands on YouTube, which I find it is like the most powerful platform in the world. So I have gotten a lot of good results with the students.
But before that, I was in the real estate industry. I was a top producer.
I love real estate. So the majority of the results that I've gotten is with realtors.
But I don't know if it should be like a good strategy for me just to niche the realtors, because I also have doctors, psychiatrists, and different people in my program. Or just go in general with personal brands.
The strategy that I'm using besides my organic traffic with my YouTube channel and all that kind of stuff is I'm running ads through a BSL, a pre-recorded BSL, where they can just schedule an appointment on my calendar. But now that you talk about the perfect webinar, I don't know if it should be worth it.
I think it definitely should work for me to try and go live. Run some ads and try the perfect webinar live to see the reaction.
What are your thoughts about that? Should I go with one specific niche or maybe just personal brands in general and try live webinars? What's the price point where you're selling? I have two programs. One, $9.97, which is just the program, and the other one is $2,500 which we have live classes once a week where I can see and check what they're doing so they can do the tweaks and optimization.
So $997 and $2500. Yeah, so both those price points work really well in the webinar.
So I would do that because it takes you out of doing the selling and all that kind of stuff. So that would be number one.
I think 100% I would stop what you're doing now. It's working.
But I would create this and see if we can get that to the spot where it can scale way faster, where you're not involved so heavily on the fulfillment or the selling side of it. And then number two is like, so it's always easier to pick a niche market.
Now, you may want to do, especially if you've already done for a couple, like you can go and like, let's do it for realtors. That's like, I would make a very specific webinar and offer for realtors, get it working, running.
And then after you get working, it's Evergreen.

Then you can, if it's on autopilot, then you can go and create one for doctors or whatever.

But the more niche specific the actual presentation, the webinar, the landing page is, the higher conversion rates will have across the whole board.

You know what I mean?

So I'd pick one and just focus on it, perfect it, get the ads working, get just everything working and scaling it.

And then if you wanted to, you could pick another market. Or you could just pick that same market and just keep going deep, right? I know Krista Mayshore in our group.
She helps realtors, does that. She does a million dollars a month, just helping realtors, just doing their thing, right? And so there's deep wells there.
Sometimes we get so excited about all the opportunity. We're jumping from thing to thing to thing versus like you can just dig a really deep well in one spot as well.

So, you know, just kind of –

No, beautiful.

Actually, I started doing – I have a webinar for realtors.

I have a webinar for personal brands and it's working.

But the thing is that I'm thinking that maybe if I do live webinars, maybe I can get like better results.

I don't know.

What do you think about that?

If I can just run traffic to – I don't know. What do you think about that? If I can just run traffic? I don't know.
I would like to go live once a day at least. But I don't know that the traffic is going to be enough to send other people for every day.
So what we found was like – so I showed this. I can't remember what day it was.
The improv webinars. I showed the one I did on Facebook Live and the one that Caitlin did.
So it was interesting. So Caitlin was doing webinars, like registration, do a webinar.
Because if she did the Facebook Live version, and it out-converted her other one. And then they turned off their core webinar and just drove ads directly to this one.
Or sorry, that became an ad they were driving traffic to. And she swore by it.
She's like, I would never do webinar registration page. Because it's like, you know, someone has to click on the link.
Then they register. Then they've got to show up.
And like, it, you know, streams down the funnelore by she's like i would never do webinar registration page because like you know someone has to click on the link then they register then there's gotta show up and like it you know streams down the funnel she's like here's like she's like i just run ads to the actual webinar and it blew up and they were getting like 10 20 30 million views on one one uh facebook live she did right and so a lot of people started jumping trying to do what she was doing because of that and the problem is most of them bombed because they hadn't perfected the webinar so caitlin had done 100 webinars live prior to that. So when she came on, she nailed it.
And it was just like, she knew the script, knew everything and it crushed. Right? So we're finding is like the best is to practice and master and learn it inside of the, uh, the framework of you just doing it like in a traditional webinar.
But if you already got one that's working, the going live and doing, it's really powerful. Usually it's going to be shorter form.
Like It's harder to keep someone's attention 90 minutes on Facebook or whatever or Instagram or whatever.

But doing like a 30 to 45-minute version of something and then running that as an ad is a super smart strategy.

So you don't have to do it every single day.

Just do one.

Maybe do it every single day until you get one that just crushes.

And then it's like, okay, now just turn ads on that thing and blow the whole thing up.

You know what I mean?

I'm going to do that right away.

Keep me a loop on that, Matt.

I want to see how you do with it.

Thank you.

Great question, Luis.

Kevin, I'll going to do that. Yeah.
Right away. Keep the loop on that.
Thank you. Thank you.
Great question, Luis. Can't wait to be a new wife student to come.
We get your two on a comic book award. I don't know.
I'm just, I'm just warning you. I'll see you.
I'll see you. I'm like, Oh no.
Thank you. Thank you guys.
Awesome. Thank you.
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All right. Let's keep the party going.
Clayton, who we got? All right. Next up is we have Sebastian Jimenez back.

All right.

Welcome back, Sebastian. What do you got for us? The studio.
Thank you. Can you hear me okay? Yeah.
All right. Hey, Russell.
I listened to your podcast. I think it was the replay of the last VIP Q&A, and you pitched the guy his own business.
So would you pitch me of why I should use a studio versus doing my event at home, for example? Like how would you pitch somebody to use a studio versus doing it at home? Okay, cool. Um, using your studio versus, versus doing their own way.
So yeah, like why get a studio to do the event? Yeah. Um, be interested to do it.
So these are things I would do the research trying to figure out, like looking at your clients, you've done studio versus home, and looking at what conversion rates are. Because I'd be curious to figure that out.
Because that would be the story. You've got to build some kind of story that's going to break that.
Because I had that answer, but only one time it happened. They were doing it at home or at the office.
They made $600,000 from the event. They came to the studio.
They made $1.2 million. They went back to the office.
They made like $800,000. So they came back to the studio and they kept coming.
That's all you need. One story.
I only have that one. Perfect.
Let me show you the – here's Russell pitching, Ken. The number one secret to double the sales on your live event without changing any of your live event, or only changing one thing in your live event, this seems so insignificant, yet it's the key that one of our clients go from $800,000 to an event to over $1.2 million.
Register for a webinar to find out what it is. Oh, what's the hook? What is the one thing? So they show up.
It's like, hey, you're here. You're an author.
You're a speaker. You're a coach.
You're a consultant, you are great at what you do, right? How many of you guys are going to do webinars right now? How many of you do live events, right? And you're crushing it. Did you know that just the fact that like transitioning the environment you're in an event can change everything for you.
In fact, let me tell you the origin story. I had a client that I tell the story of the client.
There's your origin story. You do the first one.
You did 800,000, 600,000. The1.2 million, went back, and now he will never leave.
And the reason why is this, okay? Sorry, that was the thing. In front of that, we figured out a framework that had increased conversions through virtual studios.
All right, secret number one, virtual studio. The first thing is the fact that virtual studios give increased credibility because it's not just some guy in his underwear in his house.
It's like, this person must be legit because they're here, right? It's the reason why people try to get on the news and try to do these things because you get the street cred, the credibility, you get footage of you in front of the stage and it increases your credibility to the end market by being in a studio. Number two, a lot of people are home on their webinar running the tech stuff themselves.
How many of you have been running a webinar before and the tech dropped and you screwed up or the internet went wobbly and you lost to something or someone's commenting and you're trying to respond to the comment while you're speaking and you get all confused and someone starts talking trash in the chat and you're all stressed out and pulling your hair out, right? Happens all the time. What's nice, when you come to our virtual studio, we do all that for you.
All you gotta do is show up and perform and do your thing. We take care of the comments, the moderation, the lights, the video, the thing.
And by the time it's all done, we give you an edited presentation or edited event that's awesome. And then, so that's secret number one.
Secret number two, after you do your live event, you may think it's a one and done and you threw, you know, and you lost $100,000 renting a studio. But the reality is a $100,000 investment now will become an evergreen cash machine for you.
Okay. Because secret number two, we're going to show you how to take that live event you did and we're going to turn to evergreen.
In fact, we're showing the exact funnel our clients use to take their live event to turn to an evergreen event.

And that's amazing, right?

And secret number three, how do you fill these events 24 hours a day so that one event you did once will pay you for the rest of your life, even after you die and your kids die and blah, blah, blah.

And then this is how you get traffic to it consistently.

There's the three secrets.

Now I come back and I go, bye.

Framework.

That's so awesome.

Framework. Did you guys see what Russell just did, he just did perfect webinar in like 90 seconds.
Vehicle, origin story vehicle, internal false belief, external false belief. And then he didn't get to the stack and close yet.
But that's the framework. That's awesome.
That was amazing. Real quick.
Now everyone's asking. Nobody else asked me that that, please.
I'm the one who's done. I can't do it twice in a day.
And real quick, so three years ago, you told us to put content out there. If you say, I promise you, if you do it every day for a year, you'll be a different person at the end of the year.
Well, it's been three years, and I still can't figure out what to talk about at the studio. Like, I don't know why people care.
Like, I don't want to talk about tech because people are not going to think about cameras and angles and lights. They don't care about that.
Can you help me understand what you're going to talk about? Yeah, tell stories of the clients behind the scenes. We did an event for so-and-so.
Check out what we did. Look what they did different.
Like, you're showing them, like, you've got this cool, like, you're showing behind the scenes. Like, you're the Wizard of Oz.
Like I am like, I'm showing behind the scenes of funnels and selling, right? You show that behind the scenes of events, like so-and-so did this event and this is what they did different. Look how they position this and they, you start showing all those pieces.
Now it's like, they start visualizing themselves in the event, right? Uh, Michael Hyatt used to have a membership site called, um, he sold it to Pete Vargas. It was, it was, um, platform university.
And, um, what he would do is every week they had different content, but it rotated every four weeks. So I can't remember.
The third week, I think, was behind the scenes. So the content was just Michael Haig speaking at events.
So you'd see him in the hotel room and what kind of deodorant he put on. It was just like this weird behind the scenes.
But it was like people love that because they're like, oh, cool. That's how we do it.
Funnel Hacking Live. I always do a i would do a video for funnock live i use this thing called sweat block to make my sweat before the event and so like it's the dumbest thing but every year i'm like hey one of the secrets of speaking from stage is i put sweat block on so i don't pit out in the middle of the event i tell them that i get more comments on that stupid thing than any of the ever like i've also sweat blog this is the greatest secret of all time i And I'm like, but like, that's what they want, right?

So it's like you have, like, you're the guy behind the scenes showing all the kind of stuff.

Like it's that, like, so when you have someone coming in, I would just ask them like, hey,

I'm going to try to find four or five cool things you did and share with my audience.

You're cool with that?

I'm sure most of them be like, sure, no worries.

And you're just showing like, here's how they did this.

This is the cool thing I saw.

Like notice how they did this part.

This is how they did the repitch.

This is how they did the lighting.

They had to do this differently because of this.

and just showing that because it puts them in the ownership experience

of like,

Thank you. did this part um this is how they did the repitch this is how they did the lighting they had to do this differently because of this and you know just showing that because it puts them in the ownership experience of like oh i'm experiences how cool is that like that's it's my goal for you if i was you i'm just always thinking like ownership experience how to create content that gives the end user the ownership experience that they were experiences for themselves like you're basically in proxy putting putting them in the in the theater by showing all that kind of stuff.

Does that make sense?

Perfect sense.

And last thing, so two people have come through here and they've had your book while they're

doing the event.

They go backstage and they read the book.

It's like, okay.

They come back out.

It's so funny to see them with your book.

That's awesome.

That's the coolest thing ever.

I love it.

I love it.

That makes me so happy.

Thank you.

One other thing too, Sebastian, if you want to model somebody who's doing this, you said, oh, the angles and the light, people don't care. Some people care.
Like whether you think so or not. Tim Shields, who we showed earlier this week, he is crushing it with these reels.
And his is like, what's wrong with this photo? And you think, oh, maybe some people don't care, but he is crushing with it. Go model some of that stuff that he's doing.

He puts stuff out all the time and he batches it too.

So he doesn't have to do it every day, but then it's out there.

He's a great one to model on this.

Eric Dane's business was all lighting before.

Yeah, there you go.

Eric's crushing too.

Those are two you can totally follow. It's all that.

So there it.

Yeah.

I feel like we're in a couch hanging out at my house.

It's kind of nice.

I know we need like some snacks.

I do. You don't eat snacks.
I eat snacks. All right.
Thanks, Sebastian. Let's give him a hand.
All right. Who we got? Clayton, who we got? Next up, we have Rory Baden.
Oh, there's a new one. Rory.
Oh, Rory, do you need to pull over? We don't want you wrecking. I am pulling over.
I'm actually driving this storm. All right.
So I just got off the interstate. But Russell, I'm such a huge fan.
I'm really good friends with Lewis Howes and Jamie Kurn-Lima and Ed Milad and people like that. And I've got so much from your stuff.
So I just want to let you know that. I've been in and out a little bit this week.
But my question for you specifically is with, and I apologize if you did cover this, but with ultra high-end offers, so it's kind of a two-part question, is going, I know that you said specifically you can use the perfect webinar formula to sell any offer like at any price point, but are there things that you change as the price goes up?

And you go like, okay, if I'm selling an ultra premium offer, let's say north of $20,000,

is there anything you change, like little nuances?

Does it need to be longer?

Is the pre-frame more important?

Do you repitch differently?

And then relatedly, as the price goes up, do you expect different conversions? Do you kind of give yourself grace and go, well, I was pitching a million dollar offer, so I probably get a lower conversion. Just curious about as you go up the scale in price point, how do you think about that stuff? For sure.
Yeah. I'd say two things.
So number one, uh, yes, like higher price, like we made a 10,000 hour offer, right? So I typically am not going to 10,000 hour offer on a 90 minute webinar. Right.
So three day event, eight hours a day, three days, like that's like the more time someone has with you, the higher, the more expensive you can spend. Right.
So if I'm going to go north of $10,000, it's going to be a three-day event, longer form, right? From 10 to 25 to 50,000. Like that's going to be the structure.
It's still a perfect webinar, but it's built inside of a three-day event schedule, right? That's the one. Number two then is also like how you do the selling, right? So like Funnel Hacking Live, we're in an event situation.
I can push the back room. Everyone's going to go buy it.
it's an easy sale. We've got people in the room to help close people and stuff like that, right? When I'm on virtual, it's different because virtual, there's none of that like peer or social proof, everyone's not in the room together, things like that that are different.
And so it's like, so if you notice on this offer, even that we made yesterday, we had two options, like people can go and they can just buy, but also there's the outlet of like, I got some questions. So someone can go and they can actually talk on

the phone as well. And so there's two different versions of that.
Right. So we give people

the ability. And so, um, cause the conversions do drop for sure when you're virtual versus in,

in person, right? A hundred percent. Um, and then yes, the conversions don't stick at,

you know, again, at a, on a thousand dollar offer, I'm trying to get 10 to 15% to, to buy,

um, who are on the, who are on the webinar on a million dollar offer. Yeah.
I'm trying to get

Thank you. don't stick at, you know, again, at a, on a thousand dollar offer, I'm trying to get 10 to 15% to, to buy, um, who are on the, who are on the webinar on a million dollar offer.
Yeah. I'm trying to get a couple.
So it definitely shifts anything at a, at a 10,000 or offer, right? $10,000 offer. Uh, we're averaging like, I think it's seven to seven, 8% of registrants for the event are buying it.
Uh, traditionally, um, traditionally. Not showing up, but from registrations to their webinar, I only know the numbers from, I could reverse engineer that, but the numbers from, it's usually 10% of the people who are on during the pitch is kind of where that is on like $1,000 offer.
Can I maybe add something for everybody else too, Rory, real quick? Keep in mind, I think when you jump up to like those $10,000 and $15,000, but we're talking, somebody said $997 versus like $1,500. We've played around with this a lot too.
Often when you're underneath $5,000, even if you up the price by 50%, you're not going to reduce your close rate by 50%. So keep that in mind.
We've seen that time and time again. If you go from $997 to $1,500, that doesn't mean your close rate goes from 10% to 5%.
So play with that. That's all testing and it all depends.
But don't ever be scared to go up a little bit higher because you think it's going to drop in half. It's not even math like that.
That's just a side note. Probably not for you, Roy, but for everybody else.
No, that's super helpful. One question about the in-person events.
Do you always do like an order form, like a paper close? Like if you're in a, you're selling, it's like you must go to the, you don't do URLs ever. It's like, go get a paper form and fill it out.
Yeah, 100% of the time. The fastest way to kill your sales at a live event is not.
In fact, that was the whole story with Grant Cardone.

When we spoke at 10X, we're in Mandalay Bay, and he's like, we got this app, and everyone offers there, and they just click the button in the app. I was like, don't put my offer in the app.
He's like, no, everyone's offered. I'm like, Grant, do not put my offer in the app.
He's like, no, this will be so good. I'm like, I can tell you 500 things that could go wrong, but I know that if I give people paper and a pen, it's going to work.
And so he fought me back.

He begrudgingly took me out of the app, took my offer out of the app.

And then I going to work. And so he fought me back for the, begrudgingly took me out of the app, took my offer out of the app.
And then I had order forms and we had to go figure out, like we had, we, the night before the event, we went and placed a bag with a sealed order form on every chair, 9,000 chairs in the stadium with a pen in the bag. We did all this stuff.
And everyone's like, you're so dumb, Russell. Like we have, or we have a, you are, we have an app.
Everyone's down, the entire, every attendees that download, it's open and click a button, it'll ding their card on file. And I was like, I're so dumb, Russell.
We have an app. Every attendees that download, open it, click a button,

it'll ding their card on file.

And I was like, I guarantee that I'm right and you're wrong.

So did the event.

And not only did I set a world record using paper forms,

I outsold all the other speakers combined.

And the reason why, by the way, a lot of reasons why.

Number one, social proof.

People jumping up right in the back of the room is half of the,

everyone's like, whoa, what's happening? Number two is internet does not work with 9,000 people on one thing. There's a million ways it goes wrong.
And merch accounts freak out. There's so many things that can go wrong.
I need people to stand up and run to the back. And then that caused yourselves with 5, 6x by the social proof in the room.
That's the worst thing about virtual is the social proof is is hard to replicate. Right.
Whereas in a room, it's like, it's live, it's tangible. People see it, they feel it.
And like, um, yeah, so I will never not have paper. In fact, I'm flying to London tomorrow and I'm bringing a stack of papers in my backpack that I will be handing out.
Cause there's no way I would ever leave it to digital. At what point do you put them on the chairs versus just all have them at the table? it's way better to um have at the table or do a seizure so c drop is like when i first reveal the price so like if i'm a hack alive as soon as i read as soon as i did a stack i'd get to the price point then all my team knows c drop and they're they all forms are running down things that are handing it out to people um the other one that works even better though um most time is like having it in the back.
So I'll show the order form, and I'll have my team back holding them up. I look back there, you guys.
There's the order forms. What that does is everyone looks back, and they see it, and they get up, and they start writing.
They want the order form. That starts the first flow of the table rush.
So seat drops, we only do when it's like FHO 5,000 people. If we had everyone running to the back, it creates so much congestion and people would trample.
It would be bad. So we do seat drops.
But if I'm in a room with 1,000 people, forms are in the back. I'm pushing to the back.
They're seeing the forms. Everything's pushing that direction, and that causes the table rush.
Yeah, one other tip with that, too, is I've seen us where we do, if you have to do a seat drop before, like if you couldn't get to everybody, it's usually something sealed. It's like top secret.
Don't open until Russell tells you. And then Russell goes from the stage, like, all right, now go under your chair, pull this out and open that.
But that's only if it's like massive, like 10,000 people. Yeah.
Yeah. It's huge.
I love that. Thank you so much.
Yeah. Great question.
Thanks, Rory. Be safe out there, man.
Yeah. Good luck.
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the royal caribbean chips registry bahamas clayton who else we got let's keep going all right next up we have kieran back what's up karen how are you can you hear me is it karen or karen karen it's like the most hated name on the internet right now We love this, Karen.

I love being Karen.

Oh, gosh.

How can I overcome that? Yeah, that's rough. Okay.
I love everything that you're saying. I think my original question stands, but I have a choose your own adventure for Russell just because I love to keep things fun and I'm immature as well.
So my two questions, you get to choose which one to answer. How can I iterate, test the market to see if they want this problem solved, aka like a Ryan Levesque ask campaign? Do I like do a webinar to a small price so they can do case studies? Or the other question you could answer is what is your largest market for ClickFunnels affiliates to stick? And what are they offering them, a.k.a.
like Grace Lever or somebody? I don't know. But you get to choose your own adventure with my question.
So the biggest market that affiliates inside ClickFunnels use is like they're helping people to start businesses. So they're pre-building funnels for them, and they're giving funnels.
those, they're giving funnels. So they're helping them to like, for sure, I guess I say most of our top affiliates that that's who they're targeting are beginners and they pre-built funnels with offers in them.
And then they're giving those and it could be e-commerce offers. It could be info product offers.
That's definitely the market. That's the biggest.
Um, for your other question is, um, do you have a, so how do you publish? Do you have a podcast? Do you have a, you, do you have anything you're publishing right now? I, I have nothing. I stopped talking.
I actually went into a health crisis during COVID, which is a whole nother story. So the last stage talk that I did where I sold on stage was with Bob Proctor, rest in peace.
And, uh, I thought I failed miserably. I didn't even get to the offer stack, but I had a table rush for the first time, which was super exciting.
But they just didn't know what I was offering. It was kind of like that, you know, teach from stage.
And then you didn't, I basically didn't make an offer. But I had a table rush, which was super cool.
I thought I failed. And then the girl at the end was like, you are a top seller.
And I was like, what? And then COVID hit and everything stopped. And I never adapted and got scared and hid.
So no, I have nothing online right now.

I'm glad we had follow-up questions.

I know how to help you now.

So this is the problem.

It's all in your head right now.

And so what we have to start doing is you need to start publishing.

It needs to be a consistent thing, like a daily something.

It could be Instagram, Facebook, YouTube.

I don't care. But the reason why is because we have to start figuring out what people respond to.
So like, if you notice, I publish a billion different places and you may think it's like, Russell's really annoying. He just wants to be publishing everywhere.
And it's not, it's because I'm testing things. Everything you're putting out, we're just testing.
This is like, I'm trying to get my pulse on the market right now. Right? So I do a podcast episode about this.
I do a YouTube video about this. I do a Facebook live.
I do Instagram. I go like, and I'm doing these things because I'm just trying to see like what are the things people respond to? Sometimes I think something is the coolest idea in the world.
I'll do a podcast on it. I'm like, oh, they're going to love this.
I do a podcast, it drops, and I don't hear anything back. It's just crickets.
I'm like, huh, okay. And I do something else that's like dumb that my team's like, hey, why don't you do a podcast on this? It's like, no one would care about that.
They don't do it. Like, all right.
So I talk about it. And I get like 40 people who DM me.
He's like, dude, that podcast was amazing. I was like, really? Huh.
Okay. And so what we do is we're putting, we're just throwing stuff out there.
Hooks, angles, messages, this, that, this. I'm just putting things out there and figure out what are the things people resonate with.
And then I find out the things people resonate with. Then I double down on those.
I find out the things people don't resonate with, and I stop doing those. And eventually over time, the message is clear and clear.
Like, wow, these are the four or five things that people seem to light up about when I talk about. Let me do more of that.
And then these things that I'm excited by, but no one else seems like, I have a lot of stuff I would love to talk about with you guys. I geek out on, but I've, I've put out feelers.
I put out tests, I put out stuff and nobody responds. So I don't talk about it anymore.
You guys don't know what those things are.

Yeah.

Everybody's curious now, right?

No, but anyway, it's true though.

So it's like, it's like you start with you talking about what you want to talk about

and it's shotgun approach, like trying all these different things, like a whole bunch

of stuff.

Right.

And then over time you start looking at what people responded to, what's getting traction

with the last questions, what, you know, and then from there it's like, you start iterating,

iterating.

And within a little while you start figuring out these are the messages and that's the

core and that will dictate all the rest of the stuff.

Thank you. people responding to what's getting traction with the last questions, what, you know, and then from there, it's like, you start iterating, iterating.
And within a little while, you start figuring out these are the messages and that's the core and that will dictate all the rest of the stuff. And so that's what, um, that's what like, why tell people to start publishing consistently because it's scary, but it's like, you have to go through it.
Like that's the sifting and the sorting to figure out what is the, what are the messages and the things that people resonate with for you specifically, and it helps dictate where you're going to go. So that's what I think the biggest thing I would do for you is just before you write a webinar or a pitch or an offer or anything, it's just starting.
And you spoke on Bob Proctor stage. If you can do that, you can do Facebook Live.
Come on. I don't mind doing the lives.
It's just spending the time on something that is going to be worth it. So if I was to start publishing content, is it like you've taught before like frameworks, so put up all your frameworks.
You've taught mini VSL now, kind of like format in your content. Like what format would you suggest that I start trying to like put feelers out for? And do I make an offer? Do I leave the offer out? No offer right now.
You're just testing messages. You're just practicing.
So where Julia, where do you consume your content most right now? YouTube, podcasts? Where do you consume? Me? ClickFunnels Library and YouTube. YouTube, sure.
I say pick a platform. If someone's a podcast, they listen to podcasts, I start a podcast because you listen to that format you know, right?? If you like YouTube and that's your platform, like pick that.
But it's just finding something and just, like don't stress about offers or hooks. We're just testing messages, right? So today go live and do one about, tell the Bob Proctor story.
Just tell the story, put it out there. And then tomorrow do one on, one of the things you talked about Proctor today.
And just like you're just, this is the beginning of just you like refinding your voice, re-feeling comfortable, re-telling the stories and stuff like that. And that's the process right now.
And then again, you quickly start finding out what things are resonating. And it's like, cool, this is the direction.
And your content, like, hey, I'm thinking about creating an offer about teaching parenting or whatever, right? And like, put it out there and see what happens. Like, wow, people resonate with that, right? If you watch you watch my content all the time, I'm always like, I'm thinking about doing this thing right now.
And I'll like drop some hints and if nobody responds, I'm like, well, I'm not going to do that then. But I'm just testing it out.
So it's just like practicing testing and that's where you're going to get all the feedback. And the market, again, all we care about is what the market wants.
Like we don't care about what we want. We care about what the market wants.
And so we, we give them like this event. We did this event a month ago, the very first time.
And, um, it crushed the market. Loved it.
Right. We should do this again.
And we should do it again. Or we keep doing it.
Tell the market tells me I don't want it anymore. Yeah.
Well, like I could teach like small businesses. I could teach parenting.
I could teach speaking. I could teach like rapport.
I can teach like how to find your passion. Yeah.

Go live on every one of those topics and just see.

Like pick a forum and stay safe.

It's going to be YouTube.

I'm going to record 20 minute YouTube, 20 minute YouTube every day and pick one of those things and talk for 20 minutes on it and just be consistent.

If it's going to be once a week, twice a week, just pick it.

Keep the, keep the, especially on YouTube.

If you're going to YouTube, the, the, the format's important.

So pick a format, 20 minutes, 30 minutes, whatever it is.

Pick a schedule.

I'm going to do it twice a week, three times a week, whatever it is.

Be consistent with it because that's how the algorithm wants.

So let's say it's every Tuesday and every Friday.

You're going to either go live or pre-record a 20-minute video.

And just keep that cadence.

And you just pick one of the topics, do 20 minutes to keep going through.

And just start watching the metrics, watching what people respond to.

Amazing.

Thank you.

Yep.

Great job, Karen.

Love it.

The world needs your voice.

Let's get it out there.

I can't wait to hear the stories.

All right.

Love it.

Clayton, who else we got?

All right.

Next up, we have Belle.

Belle, welcome back.

Hey.

Thank you.

Hello.

Can I also use this in podcast socials? Here's my signature. I signed away my life.
Go for it. Thank you.
I'm curious. So you mentioned you're a shiny object person, and you've just gone through a little bit about, you know, you've got ideas, test them, but what about ideas like your new facility and buying a one and a half million dollar book and things like that? How do you know which ones are like to actually do or which ones to shelve or which ones to drop? How do you choose? Cool.
That's a good question. So some things I do because like I want to do them, right? Like I woke up this morning and I wrestled.
I'm an old man. I shouldn't be wrestling, but I want to do it.
So I'm just going to wrestle, right? Um, I want to collect old books. So I'm, I just, I'm going to do that.
Cause that's what I want to do. Right.
There's not necessarily a business side of it. Um, you know, but I got excited.
I started telling stories and people started like, again, I started telling the pole hill stories and these things I was finding and people resonate. I was like, huh, I create an offer out of this.
And like, you know, like I'm, I'm planning on creating a museum in a library, like no matter what, like, that's kind of like, just for me to like fulfill what I want to do with my life. Like it's, it's, it's more of those things.
Right. So like I have the capital to do that and it makes money cool.
If it doesn't, doesn't really matter. So that's more of like, that's what those things are.
And the fact I'm figuring out how to kind of monetize it is awesome but it's not it's not like my biggest business you know it's just it's just kind of a thing that helps justify my addiction that's probably the reality of it find something that pays for your addiction yeah so there's that but it comes back to like um again it's tough because we all have shiny object syndrome so for me it's like prior to click funnels most people only know me in the click funnels world. It's last decade is when most people know me, but prior to click funnels, I was in business for a decade prior and we were launching a new offer every, every 90 days, at least sometimes faster if we could get the funnels done faster, but it was harder to build funnels back then.
Right. And it was like, I was thing after thing, after thing.
And, um, when we decided to click funnels and we launched it and it didn't work It didn't work. And I, after like four or five times that working,

I was shifting back.

We gotta make money.

So I'm like,

create a new offer.

And Todd was like,

no,

dude,

he's like, yeah,

I keep like,

keep focusing.

We got to figure this out.

Um,

he's like,

I spent so much time.

We have like,

we have to make this work.

And so he,

he,

he,

I literally say,

he's like,

spend a year just focusing on this.

Like,

promise me for you,

you won't do any other offer besides this.

And I was like,

ah,

but I,

my,

like,

I'm the shiny object guy.

I need to have,

you know,

so I promised him.

And so we did.

And then we figured it out,

right.

It was starting working.

And then Russell's like twitching,

like,

Thank you. ah, but I, my, like, I'm the shiny object guy.
I need to have, you know, so I promised him. And so we did.
And then we figured it out, right? It was starting working. And then Russell's like twitching, like shiny object.
I need something. I need to create something.
And then what I created, this was the secret, okay? What I created did not detract from my main opportunity, which is click funnels, right? Instead, I wrote a book called Dotcom Secrets. And I built a funnel called Dotcom Secrets.
And then we launched the thing. But all it did was it was the front end that got people in the click funnels And I also was like, oh, I can be creative.
I can do cool things But i'm not like creating a whole new business I'm creating front ends that bring people into my business And so I had that idea. I was like, oh, this is great And I started creating then I wrote expert secrets then traffic secrets then the perfect webinar I started creating all the like I use my creativity Creating front ends that drove people into my core business And so if you look at still% of what I do is still just front ends that bring people to click funnels, right? Even this event is going to bring real click funnels.
We have another challenge we run that brings people to click funnels. Like everything's still like the same business, but I can, I can exercise my shiny object and creativity in front ends that bring people back in.
Even long-term, like if you look at what I'm trying to do with Napoleon Hill books and all that kind of stuff, um, I haven't not revealed this to the world yet, but I'm working on a way to transition those people. And some of that we have, we did the Thinking Words Challenge, and we sold a course called Core Secrets, which teaches people how to create a course.
Now they have a course, they need ClickFunnels, right? So I'm still transitioning. So it's still, in my mind, a front end into this world.
Partially because if you look at like, sorry, this is like geeking out Russell logic. Like the whole world's a funnel, right? And if you look, if I go down here, like here's my Atlas members, then my inner circle members, then Prime Movers, then ClickFun, like everything, you know.
And then there's like, here's like the marketing world. And then once you're up the marketing world, our network marketers slash one tier up is like personal development.
So you look at this, this is the evolution. I guarantee 90% of you guys listening.
This was your evolution. So what happened is somewhere along the line, probably in a little out of college, you started your first job.
You kind of like, this sucks. And then some friend came to you and had this thing.
I got an opportunity. This is how it's going to work.
You sign up someone. I sign up someone.
We're going to be rich. And first you're a little skeptical.
You'll be like, but what if, what if this is true? Right? And so he signs me up. We don't tell anybody, but we're in.
We're plotting. We're scheming.
We've drawn the triangles on the thing. We go and we try a thing.
We call some friends. We call some family.
And it's kind of like it's not working that good. And then our upline is like, dude, you got to listen to some motivation.
You got to have some Jim Rohn, some Tony Robbins. You got to get pumped.
We start listening to stuff. We're like, this is awesome.
We're listening to Tony and Jim and all this stuff and are motivated. We're feeling good.
We're like Like we love personal development. We are growing.
We're having fun.

But this sucks selling somebody else's product for 10% royalties down through 25 levels.

Like that's where you can meet me.

And you jump in and you're like, I'm on fire.

And I'm like, hey, you can make money

in network marketing and do this

or you create your own product

and keep 100% of the money, right?

That was Brandon Cain in Poland.

They were in Visalis, 10%.

They built a $10 million downline, but they only got 10% of that. So they made a million dollars, but they sold $10 million for the product.
And they're like, wait a minute. You're saying we could make our own product and sell all of it? Boom.
They're in, right? So for me, if I look at the funnel world, personal development is, for me, it's like the gateway drug that gets people into my whole world. And so I'm building this personal development business specifically as the gateway drug to get you to want to start a business.
Cause after you have a business, then you got to have a product, then you need a funnel, then you need traffic, then you need everything else. So I get that's how I look at the world is through funnels.
And how many of you guys did I just tell the story of your life up to this point? Raise your hand. Everybody in this room right here.
So I know my customers very, very well. So I, cause I am my customer.

I asked me 10 years ago.

I remember it was Manatech for me.

My friend told me Manatech.

I was like, wait a minute.

So you're telling me that I can sell people and I'll get money from them.

And this time people, I'll get money.

I'm in, let's go.

So I am the product of the product.

I love it. I love network marketers.

But eventually you're going to become funnel builders.

Cause that's, that's the progression of how we all go.

So I can't wait to see the podcast. You put this on and people are like, Russell's so weird.
Did that answer your question? What was even the question? I don't remember. We just had fun though.
Isn't that shiny object? Oh, yeah. That makes a lot of sense that oh my gosh what was the question that's amazing well bell thank you so much let's give bell a round of applause here that was awesome thank you for that detour that was awesome yeah actually something you said that i don't think we talked about too much in this i think would really resonate too is like i know my customers you said because was me 10 years ago.
And I think a lot of times that's what people skip. We hear like, I want to serve all these people because the market, there's a market there, but sometimes, you know, um, uh, GLD talks about this a lot, right.
Where he talks about this dream customer. Yeah.
And this avatar, like his was him five years ago. And then he went and described it like, Oh, I drive an hour to work.
I drive back. Like maybe you could talk a little bit about that.
I'm sure people would love to hear it. Yeah, I wish we had that clip of JLD.
It was really cool. He's here on the stage and he was like, my new customer is Jimmy.
Jimmy works nine to five, hates his job. His wife's wondering when he's going to get a raise and he knows he's not going to get one.
He drives an hour out of work every single day, listening to self-help and personal development podcasts, hoping and praying that something will change his life. So he doesn't have to – it's a whole rant he went.
Yeah, he's been with my kids and that's it. Yeah, and that's my, that's Jimmy.
That's who I'm selling to. That's who I'm speaking.
That's my podcast. And he figured that out.
And I think it's the same way. It's funny because for me, it was 12-year-old Rusty.
So my nickname growing up was Rusty. In fact, I didn't know my name was Russell until first day of kindergarten.
And they're doing a roll call. They're like, Rusty, Rusty.
And I'm sitting there. Or they said, Russell, Russell.
And then by the teacher, she's like, what's your name? I'm like, Rusty Brunson. And they're like, we don't have a Rusty Brunson.
And she's like, oh, your name's Russell. I'm like, no, it's Rusty.
She's like, no, your name's Russell. I'm like, no, it's not.
So I remember going home that day. I went home that night.
And I was like, mom, the teacher said my name's Russell. She's like, oh, it is.
I'm like, what? I've been lied to. My name is Russell.
I had no idea, right? And so anyway, so that was me. So when I was like a kid, you guys know the story.
I was just collecting junk and I was reading. I sit in my room.
I remember because every day I get a stack of junk mail this big. I sit in my room and I'd open up the letters.
I'd read the sales letters. And I remember 12-year-old Rusty, whether or not I got sold on it.
I'd read someone's sales letter. I'm like, I got to get my mom's credit card.
And so I put that in this pile right here. I read the other one, I'm like, what? And I put it down.
What? That seems stupid. Like, ooh, I didn't get my mom's credit card.
And so I literally sent it in my mail like that. So when I create offers now, all I do is I put myself back in 12-year-old Rusty and I'm just like, which pile would I put this offer in? Like, I was running the copy for selling online.
I was like, what would you rather than Rusty be like? Yeah, I'm in. I gotta come to that.

Yeah. A hundred percent.
So that's, that's the lens, how I write all my copy of my things for.

So again, it's like, who are you five years ago or 10 years ago or like before you started this

mission? Like that's who you're called to serve. Um, I remember, uh, at funnel hacking live, um,

I'm gonna blank out his name right now. It's like one of the most famous speakers of all time.
This

is embarrassing. Um, anyway, he said something really cool.
It was awesome. Back to you, Bill.
Anyway, no, but what he said is basically like, I'm going to say it. Ed Milet.
Ed, I love you. Anyway, so he said like.
Rory's going to tell him he said that. Yeah.
No, but he said it was really cool. I don't know.
I was thinking something. I had another name in my head anyway.

So what Ed said was really cool.

He's like, if you were broke, then you can help broken people, right?

If you were unhealthy, you can help healthy people.

Like you went through the trial in your life to figure out the answer, right?

Like God gave you this gift, which we call a trial.

Like you went on the path to discover how to fix it.

You came out the other end, a better person, right?

And then now we have this gift that we're supposed to give to other people.

Like it's really beautiful when you think about it that way, right? It's like we all get these problems and we go through the process. And then you learn.
And then you're calling us to go help the people that are just like you. And anyway, I look at that from that circle.
It's just like the really cool, beautiful thing. So anyway, you've all been called.
And then the trials that you call trials that are actually the, the gifts that God's given you, they're qualified. You've learned through.
Yeah. The qualified you to protect it.
They've helped you. Now, you know, now you have a blueprint.
Now you have a roadmap to go help somebody else. And who are you helping? It's like you five years ago, like, what would you have done? Like, how much could you have shortcutted your time knowing what you know now? How many times have you done that? Like, man, if I knew what I knew now, I gotta go back.
Oh yeah Oh, yeah. If I go back 20 years ago, I'd be a billionaire in like 15 minutes because I know, you know,

it's like that's what you're doing.

You're taking what you know now and going back to like you five years ago.

Let me help you guys.