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

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Speaker 1 What's 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 rebrand trying to figure 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

Speaker 1 from Christmas so hopefully you and your family are are together and enjoying the the season. So to kind of end out this year, what I wanted to do is we wanted to focus on

Speaker 1 actually doing a couple more of the Q ⁇ A shows.

Speaker 1 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.

Speaker 1 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.

Speaker 1 So this is part three of four of the Q ⁇ A show.

Speaker 1 And I hope you guys enjoy this and hopefully it gets the wheels in your head spinning for your own business as you're preparing to get into the new year.

Speaker 1 A couple of things we'll talk about during this episode, talk about some more cool Dream 100 strategies. We'll talk about live and pre-recorded webinars, what's best, how to do it right price points.

Speaker 1 I'm talking about figuring out your niche.

Speaker 1 We're talking about different pricing strategies. And I share a bunch of real world examples to help show you guys just different ways that you can use marketing in your business.

Speaker 1 So I hope you guys enjoy this 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.

Speaker 1 It always means the world to me. So that's it.
I hope you guys enjoy your Christmas. Hope you enjoyed this Q ⁇ A show.

Speaker 1 We've got, I think, one more Q ⁇ A show, and then we'll be into the new year, which we have some really cool things prepared for you guys in the new year.

Speaker 1 So hopefully you guys continue listening, and we'll see you guys again soon. Thanks, everybody.

Speaker 1 In the last decade, I went from being a startup entrepreneur to selling over a billion dollars in my own products and services online.

Speaker 1 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

Speaker 1 welcome back everybody what's going on all right next up or welcome back is tish tish welcome back welcome back

Speaker 2 thank you thank you and sate thank you so much for taking we 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 in russell you said make sure after i do the the dream 100 by the way i've already started it doing it behind the scenes ever since you said said that.

Speaker 2 I've got my whole plan written out here.

Speaker 2 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.

Speaker 2 How do I get in front of them when I don't know where they spend their time on social media? So, so you said be everywhere they are, right? So, how do I do that?

Speaker 1 So, do you have, I'm assuming you have their email addresses?

Speaker 1 Do you have their, what do you have? Do you have their

Speaker 1 home addresses what what info do you what data points do you have on them

Speaker 2 all we really have is where they are in social media their social media accounts that's what we have from them so far

Speaker 1 because these are 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's got no privacy so yes it's true just so y'all know this is how it works so we do this all the time so there's data pending services that you can hire so i think melissa data's 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 data.

Speaker 1 Or if I have someone's home address, I can send it to someone and they'll give me all the rest of their data. So

Speaker 1 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 data pending service.
So you get whatever you can, right?

Speaker 1 You can try to scrape contact or scrape information.

Speaker 1 Anyway, this is like the gray hat Russell coming out. It's like if you need the data, you can get it.
It's all there, right? So basically, but it's going to make a little work, right? You can also,

Speaker 1 it it could 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 it's so good it's called predictable revenue uh if you read predictable revenue 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 100 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 they would find like the person lower up in the 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 and then like the that person intro and like it was really sneaky like the gatekeepers oftentimes yeah how they 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 them get a business address or things like that and then finding data pending services

Speaker 1 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.

Speaker 1 Because if I 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

Speaker 1 it'll let you track those things. And then now you can just blanket those person, those people, and follow them everywhere they're going.

Speaker 2 Got it. Thank you.
So I have time for my follow-up. So the other thing is,

Speaker 2 I'm thinking inside the gift, I'm going to put a little card that this is a gift for you.

Speaker 2 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.

Speaker 2 And if you were gonna have a video that they scanned and saw, would it have an offer in it? I'm curious what you would do.

Speaker 1 Cool. I do this often.

Speaker 1 Let me tell you the secret. This is a painful secret, so I'm gonna give you some pain, and you're gonna love it.
So every time I do a new launch,

Speaker 1 I get my camera out and I record 500 videos.

Speaker 1 Hey, this is Russell Brunson. Or usually 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.

Speaker 1 I'm going to show you, blah, blah, blah, blah.

Speaker 1 it's really really cool let me show you real quick clips or exactly what's in it video two hey what's up Mike so uh first off hope you're good last time I saw you at uh at the whatever event that was so cool and like the fact that you guys are not so awesome hey real quick I made you a video explain

Speaker 1 video three and 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 the like all the rest of the stuff right

Speaker 1 and then they just like they glue those videos together.

Speaker 1 So it ends up being like a 10 minute video they're just getting, but they're getting a very custom minute to 90 second thing where I'm like trying to reference something personal that we would know together.

Speaker 1 Like, dude, that thing you did last week was so sick, like, that was amazing. It made me think about da-da.
By the way, check this out. So it's painful.

Speaker 1 Like, every time I do it, 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. Because you have to be like the same excited every time.

Speaker 1 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.

Speaker 1 So that's the reality of how I do it. And then, I don't know if I would pitch the thing as much as just like,

Speaker 1 because initially I'm trying to build some kind of rapport or relationship or something, right?

Speaker 1 I'm trying to get them to call me back or do something.

Speaker 1 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.

Speaker 1 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 my private line and we can talk.

Speaker 1 And I was just like, I have to, I hate phone calls. Like, phone is my number one fear in life.
It's kind of weird.

Speaker 1 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 sure enough, he had somebody.

Speaker 1 Hey, anyway, so there's a lot of different ways, but yes, more trying to like

Speaker 1 probably not going to sell from it, but trying to like, how do I, how do I create enough of

Speaker 1 something that I can have a dialogue with them however I want to be, right? If it's online, if it's a webinar, or if it's something, you know, I mean, that's what we try to push towards.

Speaker 2 Thank you. You are totally fire.
I'm in Myron's inner circle.

Speaker 1 We love Myron.

Speaker 1 Wow.

Speaker 2 Wow. Thank you so much.

Speaker 5 No worries.

Speaker 1 Thank you. Way to go, Tish.

Speaker 1 Love it. Now we're talking about the actual, here's like, you know,

Speaker 1 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.

Speaker 1 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.

Speaker 1 Another thing we've done a lot in the past is like actually

Speaker 1 going to the company, hitting the gatekeeper, saying, hey,

Speaker 1 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?

Speaker 1 And so

Speaker 1 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.

Speaker 1 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, clickFunnels Radio, like, I just listened to an episode, blah, blah, blah, blah, blah.

Speaker 1 And it was awesome because of this. And you're like, oh, they actually are paying attention.

Speaker 1 So 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.

Speaker 1 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 Dream 100 for affiliates,

Speaker 1 I can't remember who, I think it was Rachel Peterson.

Speaker 1 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 what can I send them that match their house.

Speaker 1 Or she'll go to like their Amazon wish list. And if they have an Amazon wish list, then she'll send them stuff from that.
She's like, we know they already want this stuff.

Speaker 1 Anyway, it's a little more work, but man, you get one contract, one deal, one engagement, it can be worth it.

Speaker 1 Can I tell you what not to do as well, just for a second? Like, Russell doesn't drink, I don't drink, okay?

Speaker 1 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 said this wine craft.

Speaker 1 And I'm like, dude, we've been friends for like three years. I see you at events all the time.
And he sent me a wine carafe.

Speaker 1 And when he watches this, he's going to be like, oh, you know who you are. I didn't love him, but come on, man.
I said, someone wanted to pitch me on a network marketing opportunity.

Speaker 1 And I don't know how they got through all the gatekeepers. Somebody got me on a phone.
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.

Speaker 1 I remember and again, I'm Mormon. Mormons don't drink alcohol, tobacco, coffee, or tea, right? So like, never touched in my life,

Speaker 1 never had a coffee. I don't even know what it's like.

Speaker 1 Anyway, I have no idea what the hell you tastes like. And he gets in front of me.
He's like, Russell, he's like, I got an opportunity, ground floor opportunity. It's going to change your life.

Speaker 1 Don't do it 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?

Speaker 1 He's like, coffee. There's not a human being on earth that doesn't drink coffee.
You know, he just pitched me this whole coffee MLM. And I listened to the whole thing.

Speaker 1 I was like, dude, you did not do your homework. Somehow you got through all my gatekeepers.
You showed up, and you pitched like, and the company had other products. Yeah.
But he pitched me on coffee.

Speaker 1 I was like, I was like, there's a segment of the market who I happen to be part of, does not drink coffee. Anyways, just, I'm like, do your homework before you show up to talk to somebody else.

Speaker 1 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?

Speaker 1 All right, we have actually a new question here from Luis. Luis, welcome to the party, Luis.
Hey, what's your question?

Speaker 3 Rosa, it's a pleasure being here with you, my friend. Just so you know, I call you Papa Rosso.

Speaker 3 I love you. I love you a lot.
So the day, the day I get my two Common Club award, my wife said this, this so I can let you know.

Speaker 3 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 blow her mind. So I drove her crazy, just so you know.

Speaker 1 So no, very good. Thank you for everything, guys.

Speaker 3 It's been really for for me it's an honor to uh to be here right now so let me tell you i have a program called a youtube fortune maker formula that i created which pretty much i help uh latinos and hispanic people to grow their personal brands on youtube which i find it is like the most powerful powerful platform in the world

Speaker 3 so i have gotten a lot of good uh 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.

Speaker 3 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,

Speaker 3 psychiatrists, and different people in my program or just go in general with personal brands.

Speaker 3 The strategy that I'm using besides my organic traffic with my YouTube channel and all the kind of stuff is I have I'm running

Speaker 3 ads through a BSL, a pre-recorded BSL. where they can just

Speaker 3 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.

Speaker 3 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?

Speaker 3 Want to go with one specific niche or maybe just personal brands in general or and try live webinars?

Speaker 1 What's the price point where you're selling?

Speaker 3 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.

Speaker 3 So they can do the tweaks and optimization on the program.

Speaker 1 $997 and $2,500. Yeah, so both those price points work really well in the webinar.
So I would do that because that takes you out of doing the selling and all that kind of stuff.

Speaker 1 So I'd be number one. I think 100%

Speaker 1 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.

Speaker 1 And then number two is like, so it's always easier to pick a niche market.

Speaker 1 Now, what you may want to do, especially if you've already done it for a couple, like you can go and like, let's do it for realtors.

Speaker 1 I would make a very specific webinar and offer for realtors, get it working, running, and then after you get it working really on this evergreen, then you can add, if it's on autopilot, then you could go and create one for doctors or whatever.

Speaker 1 But like, the more... The more niche-specific the actual presentation, the webinar, the landing page is, the higher conversion rates they'll have across the whole board.
You know what I mean?

Speaker 1 So I'd pick one and just focus on it, perfect it, get the ads working, get like just everything working, and uh, scaling it.

Speaker 1 And then, if you wanted to, you could you could pick another market or you could just pick that same market and just keep going deep, right?

Speaker 1 Um, I got no Krista Mayshore in our group, she's she helps realtors, does that, and she does a million dollars a month just helping realtors just doing their thing, right?

Speaker 1 And so, like, there's there's deep wells there. Sometimes we get so excited about all the opportunity, we're jumping from thing to thing to thing to thing, versus like

Speaker 1 we can just dig a really deep well in one spot as well.

Speaker 3 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.

Speaker 3 But the thing is, that I'm thinking that maybe if I do live webinars, maybe I can get like better results.

Speaker 3 I don't know. What do you think about that? If I can just run traffic, do I don't know if

Speaker 3 I would like to go live

Speaker 3 once a day at least, but I don't know that the traffic is going to be enough to send the more people

Speaker 3 for every day.

Speaker 1 So, we found like, so

Speaker 1 I showed this, I can't remember what day it was, the improv webinars, but I showed like the one that I did on Facebook Live and the one that Caitlin did.

Speaker 1 So it was basically like, so Caitlin was doing webinars, like registration, do a webinar, because if she did the Facebook Live version, and

Speaker 1 it

Speaker 1 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 she swore by it.

Speaker 1 She's like, I would never do a webinar registration page because like, you know, someone has to click on the link, then they register, then there's a guy to show up, and like it, you know, it streams down the funnel.

Speaker 1 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

Speaker 1 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.

Speaker 1 So Kaylin 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?

Speaker 1 So what we're finding is like the best is to practice and master and learn it inside of the framework of you just doing it like in a

Speaker 1 traditional webinar. But if you already got one that's working, going live and and doing it is really powerful.
Usually it's going to be shorter form.

Speaker 1 It's harder to keep someone's attention 90 minutes on Facebook or whatever or Instagram, whatever.

Speaker 1 But like doing 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 every single day, just do one.

Speaker 1 Maybe do it every single day until you get one that just crushes. And then it's like, okay, now just turn ads and that thing and blow the whole thing up.
You know what I mean?

Speaker 5 I'm going to do that.

Speaker 1 Yeah. Right away.
Keep me loop on that, Matt. I'll see how you do with it.
So

Speaker 3 thank you.

Speaker 1 Great question, Louise. Can't wait to meet your wife soon at the two comments.
We need your two comic club board.

Speaker 3 I don't know.

Speaker 3 I'm just warning you.

Speaker 1 I'll see you off here on my auto.

Speaker 3 Thank you. Thank you, guys.
Thank you.

Speaker 1 Thanks, Louise. Give him a hand.

Speaker 1 Next up is a little song from CarMax about selling a car your way. You wanna sell those wheels? You wanna get a Carmax instant offer.
So fast. Wanna take a sec to think about it.
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Wanna have CarMax pick it up from the driveway.

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Speaker 1 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? Studio. Thank you.

Speaker 3 Can you hear me okay? Yeah.

Speaker 3 All right.

Speaker 4 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.

Speaker 4 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?

Speaker 1 Okay, cool.

Speaker 1 Using your studio versus doing their own way.

Speaker 1 Yeah, like why get a studio to do the event? Yeah.

Speaker 1 You know, it'd be interesting to do, like, I'd be, so these are things I've been doing the research trying to figure out, like, looking at your clients, even studio versus home, and like, looking at, like, what conversion rates are, because I'd be curious to figure that out.

Speaker 1 Like, because that'd be the story.

Speaker 1 You gotta build some kind of story that's gonna break that.

Speaker 4 Because I have the I had the answer, but only one time it happened. They were doing it at home or at the office.
They made $600,000 from the event.

Speaker 1 They came to the studio, they made $1.2 million.

Speaker 4 They went back to the office, they made like $800. So they came back to the studio and they kept coming.

Speaker 1 That's all you need, one story.

Speaker 1 only have that one. Perfect.
Let me show you the, let me show you the, here's Russell pitching, okay?

Speaker 1 The number one secret to double the sales on your live event without changing any of your live event, or with only changing one thing to your live event that seems so insignificant, yet it's the key.

Speaker 1 They help one of our clients go from sit from $800,000 to an event to over $1.2 million.

Speaker 1 Directorship webinar, find out what it is. Oh, what's the hook? What is the one thing? So you show up.

Speaker 1 It's like, hey, this is how many of you, 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?

Speaker 1 How many of you guys are out doing webinars right now? How many of us do live events, right? And you're crushing it.

Speaker 1 Did you know that just the fact that, like, transitioning the environment you're doing can change everything for you? In fact, let me tell you the origin story.

Speaker 1 I had a client, da-da-da, tell the story. The client, there's your origin story.
He did the first one, he did 800,000, 600,000, second one, 1.2 million, went back, and now he will never leave.

Speaker 1 And the reason why is this, okay?

Speaker 1 Sorry, that was the thing. And from that, we figured out a framework on how to increase conversions through virtual studio, or through virtual studios.
All right, seeker number one, virtual studio.

Speaker 1 The first thing is the fact that virtual studios give increased credibility because not just some guy in his underwear in his house, it's like this person must be legit because they're here, right?

Speaker 1 It's the reason why people try to get on the news and try to do these things because you get the street credit, the credibility, you get footage of you in front of the stage, and it increases your credibility to the end market by being in the studio.

Speaker 1 Number two, a lot of people are home on their webinar running the tech stuff themselves.

Speaker 1 How many of us have done have been running a webinar before and the tech dropped and you screwed up or the internet went wobbly and you lost something?

Speaker 1 Or someone's commenting, you're trying to respond to the comment while you're speaking, you get all confused, and someone starts talking trash in the chat, and you're all stressed out, pulling your hair out, right?

Speaker 1 Happens all the single 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.

Speaker 1 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.

Speaker 1 And then, so that's secret number one.

Speaker 1 Secret number two: after you do your live event, you may think it's a one and done, and you threw it, you know, and you lost $100,000 renting a studio, but the reality is that $100,000 investment now will become an evergreen cash machine for you.

Speaker 1 Secret number two, we're going to show you how to then take that live event you did and we're going to turn it evergreen. In fact, we're going to show you the exact funnel our clients use to take

Speaker 1 the live event to turn into an evergreen event, and da-da-da-da-da-da-da-da-da, right?

Speaker 1 The 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 like blah, blah, blah.

Speaker 1 And then this is how you get traffic to it consistently.

Speaker 1 There's the three secrets. Then I come back and I'm like, oh my God.

Speaker 3 Framework. This is the framework.

Speaker 1 Like, did you guys see what Russell just did? Like, he just did a perfect webinar in like 90 seconds. Vehicle, an origin story vehicle, internal false belief, external false belief.

Speaker 1 And then he didn't get to the stack and close yet. But

Speaker 1 that's the framework.

Speaker 1 That's awesome. That was amazing.
And real quick. Now, everyone's asking.
Nobody else asked me that, please. I'm the one who does.

Speaker 1 I can't do it twice in a day.

Speaker 4 And real quick, so three years ago, you told us

Speaker 1 to

Speaker 4 put content out there. Like, 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.

Speaker 4 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 what people care.

Speaker 4 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.

Speaker 4 Can you help me understand what you're trying to talk about?

Speaker 1 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.

Speaker 1 Like, you're showing them, like, you've got this cool, like, you're showing behind the scenes.

Speaker 1 Like, you're the wizard of oz like i am like i'm showing behind the scenes of funnels and selling right you show behind the scenes of events like so-and-so did this event and this is what they did different look how they positioned this and they you start showing all his pieces now it's like they start visualizing themselves in the event right 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 it rotates it every four weeks so i can't remember but the third week i think was um it was behind the scenes so it was like it was the content was just michael haig speaking at an event.

Speaker 1 So you see him in the hotel room and like what kind of deodorant he put on?

Speaker 1 And it was just like this weird behind the scenes, but it's like people love that because like, oh, cool, that's how he does it. Like, Funny Lacking Live.
I always do a video for Funnel Acking Live.

Speaker 1 I use this thing called Sweat Block to make me not sweat before the event.

Speaker 1 And so 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. And I tell them that.

Speaker 1 I get more comments on that stupid thing than anything ever. Like, I bought the sweat block.
This is the greatest secret of all time. And I'm like,

Speaker 1 but like, that's what they they want, right? So it's like you have the, like, you're the guy behind the scenes showing all the kind of stuff. Like, it's that.

Speaker 1 So when you have someone coming in, I would just ask them, like, hey, I'm going to try and find four or five cool things you did and share with my audience. You cool with that?

Speaker 1 And 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.

Speaker 1 This is how they did the repeats. This is how they did the lighting.
They had to do this differently because of this.

Speaker 1 you know, just showing that because it puts them in the ownership experience of like, oh, I'm experiencing this. How cool is that? Like, that's, it's my goal for you.

Speaker 1 If I was you, I'd just always thinking like ownership experience, how to create content that gives the end user the ownership experience that they were experiences for themselves.

Speaker 1 Like, you're basically in proxy, putting them

Speaker 1 in the theater by showing all that kind of stuff. Does that make sense?

Speaker 4 Perfect sense. And last thing, so two people have come through here and then I've had your book while they're doing the event.
They go back to stage and then read the book.

Speaker 1 It's like, okay, they come back out.

Speaker 4 It's so funny to see them with your book.

Speaker 1 Awesome. That's the coolest thing ever.
I love it. I love it.
That makes me so happy. Thank you.

Speaker 1 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.

Speaker 1 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?

Speaker 1 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.

Speaker 1 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.

Speaker 1 Eric Davidson said, Eric Dayton's business was all lighting before.

Speaker 1 Yeah, there you go. Eric's crushing too.
Those are two. You could totally find it.
It's all that. So,

Speaker 1 yeah. I feel like I've got a couch taking it out at our house.
It's kind of nice. I know we need like some snacks.

Speaker 1 I do. You don't eat snacks.
I eat snacks. All right.
Thanks, Sebastian. Let's give him a hand.
All right. Who are we bringing back, Clayton? Who we got?

Speaker 1 Next up, we have Rory Baden. Oh, it's a new one.
Rory. Oh, Rory, do you need to pull over? We don't want your wrecking.

Speaker 3 I am pulling over.

Speaker 5 I actually drive in this storm.

Speaker 1 All right.

Speaker 5 So I just got off the interstate. But

Speaker 5 Russell, I'm such a huge fan. I'm really good friends with Lewis Howes and Jamie Kernlima and Ed Miled and people like that.
And I've got so much from your stuff. So I just want to let you know that.

Speaker 5 I've been in and out a little bit this week, but my question for you specifically is

Speaker 3 with,

Speaker 5 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,

Speaker 5 I know that you said specifically you can use the perfect webinar formula to sell any offer like at any price point,

Speaker 5 but are there things that you change as the price goes up?

Speaker 5 And you go like, okay, if I'm selling an ultra premium offer, let's say north of $20,000,

Speaker 5 is there...

Speaker 5 Is there anything you change, like little nuances? Does it need to be longer? Is the

Speaker 5 pre-frame more important? Do you repitch differently?

Speaker 1 And then relatedly,

Speaker 5 as the price goes up, do you expect different conversions? Like, do you kind of give yourself grace and go, well, you know, I was pitching a million-dollar offer, so I probably get a lower conversion.

Speaker 5 Like, just curious about as you go up the scale in price point,

Speaker 5 how do you think about that stuff?

Speaker 1 For sure, yeah. I'd say two things.
So, number one,

Speaker 1 yes, like higher price, like again, we made a $10,000 offer, right? So, I'm typically not going to $10,000 offer on a 90-minute webinar, right?

Speaker 1 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?

Speaker 1 So if I'm gonna go north of $10,000, it's gonna be a three-day event, longer form, right? From $10,000 to $25,000 to $50,000. That's gonna be the structure.

Speaker 1 It's still a perfect webinar, but it's built inside of a three-day event schedule, right?

Speaker 1 That's the one. Number two then is also like

Speaker 1 how you do the selling, right? So like Funnel Hacking Live or in an event situation, I can push the back room, everyone's everyone's gonna go buy, and it's an easy sell.

Speaker 1 We got people in the room to help close people and stuff like that, right?

Speaker 1 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, so things like that that are different. And so, it's like

Speaker 1 so, if you notice on this offer, even that we made yesterday,

Speaker 1 we had two options: like you 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 could actually talk on the phone as well.

Speaker 1 And so, there's two different versions of that, right? So, we give people the ability, and so

Speaker 1 because the conversions do drop for sure when you're virtual versus in person, right? 100%.

Speaker 1 And then, yes, the conversions don't stick at, you know, again, on a $1,000 offer, I'm trying to get 10% to 15% to buy

Speaker 1 who are on the webinar. On a million-dollar offer, yeah, I'm trying to get a couple.
So it definitely shifts. I think

Speaker 1 at a $10,000 offer, right? $10,000 offer, we're averaging like, I think it's

Speaker 1 7%, 8% of registrants for the event are buying it traditionally.

Speaker 1 Not showing up, but from registrations to their webinar, I only know numbers from, I could reverse engineer that, but the numbers from

Speaker 1 it's usually 10% of the people who are on during the pitch is kind of where that is on like a thousand dollar offer. So

Speaker 1 can I maybe add something for everybody else too, Rory, real quick?

Speaker 1 Is keep in mind, I think when you jump up to like those 10,000 and 15,000, but you know, we were talking, somebody said 997 versus like 1,500. We've played around with this a lot too.

Speaker 1 Often when you're underneath $5,000,

Speaker 1 even if you up the price by 50%,

Speaker 1 you're not going to reduce your close rate by 50%.

Speaker 1 So keep that in mind. We've seen that time and time again.
If you go from $9.97 to $1,500, that doesn't mean your close rate goes from 10% to 5%.

Speaker 1 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.

Speaker 1 It's not even math like that. That's just a side note.
Probably not for you, Roy, but for everybody else.

Speaker 3 No, that's super helpful.

Speaker 5 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.

Speaker 5 It's like, go get a paper form and fill it out.

Speaker 1 Yeah, 100% of the time. The fastest way to kill yourselves at a live event is not.
In fact,

Speaker 1 that was a story with Grant Cardone. Like when we spoke at TEDx,

Speaker 1 we're in Mandalay Bay, and he's like, we got this app, and everyone, like, the offer's there, and they just click the button in the app. I was like, don't put my offer in the app.

Speaker 1 He's like, no, like, everyone's offered. I'm like, like, Grant?

Speaker 1 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 get people paper and a pen, it's going to work.

Speaker 1 And so he fought me back through. He begrudgingly took me out of the app, took my offer out of the app, and then I had order forms.

Speaker 1 And we had to go figure out, like, we had, 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.

Speaker 1 We did all this stuff, and everyone's like, you're so dumb, Russell. Like,

Speaker 1 we have a UR, we have an app that everyone's down, the entire, every 10 years that download, it's going to open it, click a button, it'll ding their card on file.

Speaker 1 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.

Speaker 1 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

Speaker 1 whoa, what's happening?

Speaker 1 Number two is internet does not work with 9,000 people on one thing. There's a million ways that goes wrong.
And merchant accounts freak out. Like, there's so many things that can go wrong, right?

Speaker 1 I need people to stand up and run to the back and then that caused yourselves with 5-6X by people the social proof in the room.

Speaker 1 That's the worst thing about virtual is like the social proof is hard to replicate, right? Whereas in a room, it's like it's live, it's tangible. People see it, they feel it.

Speaker 1 Yeah, so I will never not have paper.

Speaker 1 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 because there's no way I would ever leave it to digital.

Speaker 5 At what point do you put them on the chairs versus just all have them at the table?

Speaker 1 It's way better to

Speaker 1 have them at the table or do a seed. So C-Drop is like when I first reveal the price.
So like in Funnel Hack Live,

Speaker 1 as soon as I do the stack and I get to the price point, then all of my team knows C-Drop and the all forms are running down things and they're handing it out to people.

Speaker 1 The other one that works even better though, most of the time is like having it in the back.

Speaker 1 So I'll show the order form and I'll be like, I'm like, and I'll have my team back holding them up, like, look back there, you guys, there's the order forms.

Speaker 1 What that does is everyone looks back and they see it and they get up and they run, they start writing because they want the order form that starts the first flow of the table rush.

Speaker 1 So seat drops you only do when it's like

Speaker 1 FHO, 5,000 people. If we had everyone running to the back, it creates so much congestion and people would trample it.
It would be bad. So we do seat drops.

Speaker 1 But if I'm in a room with a thousand people, forms are in the back, I'm pushing to the back, they're seeing the forms, like it's just, it's everything's pushing in that direction, and that causes the that causes the

Speaker 1 table rush. Yeah, one other tip with that, too, is like,

Speaker 1 I've seen this where we do,

Speaker 1 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.

Speaker 1 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.

Speaker 1 Yeah. Yeah.

Speaker 5 Huge. I love that.
Thank you so much.

Speaker 1 Yeah. Great question.
Thanks, Rory. Be safe out there, man.

Speaker 1 Good luck.

Speaker 1 All right. Awesome.

Speaker 1 Clayton, who else we got? Let's keep going. All right.
Next up, we have Kieran back.

Speaker 1 What's up, Kieran? How are you? Karen. Can you hear me? Is it Karen or Kieran?

Speaker 3 Karen. Karen.

Speaker 6 The most hated name on the internet right now.

Speaker 1 We love this, Karen.

Speaker 7 Love me a Karen.

Speaker 6 Oh, gosh. How can I overcome that?

Speaker 6 Yeah, it's rough.

Speaker 6 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,

Speaker 6 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?

Speaker 6 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 ClickFunnel affiliates to stick?

Speaker 6 And what are they offering them, aka like Grace Lever or somebody? I don't know. But you get to choose own adventure, was my question.

Speaker 1 So, the biggest market that affiliates inside of ClickFunnels use is like they're helping people to start businesses.

Speaker 1 So, they're pre-building funnels for them, and that's and they're giving those, they're giving funnels, so they're helping them to, like, for sure.

Speaker 1 Like, I say most of our top affiliates, that's who they're targeting, or beginners, and they pre-built funnels with offers in them, and then they're giving those.

Speaker 1 And it could be e-commerce offers, it could be info product offers. That's definitely the market that's the biggest.

Speaker 1 Your other question is:

Speaker 1 do you have a, so, How do you publish? Do you have a podcast? Do you have a do you have anything you're publishing right now?

Speaker 1 I

Speaker 6 have nothing. I stopped talking.
I actually went into a health crisis during COVID, which is a whole nother story.

Speaker 6 So the last stage talk that I did where I sold on stage was with Bob Proctor, rest in peace. And I thought I failed miserably.

Speaker 6 I didn't even get to the offer stack, but I had a table rush for the first time, which was super exciting.

Speaker 6 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.

Speaker 6 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?

Speaker 6 And then COVID hit, and everything stopped, and I never adapted and

Speaker 6 got scared and hid. So, no, I have nothing online right now.

Speaker 1 All right, I'm glad we had the follow-up questions. I know how to help you.

Speaker 1 So I'm glad we did the follow-up questions. I know how to help you now.
So

Speaker 1 this is

Speaker 1 the problem. It's all in your head right now.
And so what we have to start doing is you need to start publishing. And it needs to be a consistent thing, like a daily something.

Speaker 1 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 if you notice, I publish a billion different places.

Speaker 1 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.

Speaker 1 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 live.

Speaker 1 And I'm doing these things because I'm just trying to see 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.

Speaker 1 I'm like, oh, they're gonna love this I do the podcast it drops and I don't hear anything back it's just crickets I'm like huh

Speaker 1 okay and then I'll do something else that's like dumb that my team's like hey why don't you do a podcast on this I was like no one would care about that they don't do it like all right so talk about it and I get like 40 people who DM me 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 figuring out what are the things people resonate with and then I find out things people resonate with then I double down on those I find things people don't resonate with and I stop doing those and eventually over time the message gets clear and clear to 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 about but no one else sleeps like I have a lot of stuff I would love to talk to with 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 them anymore you guys don't know what all those things are everybody's curious now right

Speaker 1 no but anyway it's true though so it's like it's like

Speaker 1 you start with you talking about what you want to talk about. And it's shotgun approach.
Like,

Speaker 1 trying all these different things, a whole bunch of stuff, right?

Speaker 1 And then over time, you start looking at what people are responding to, what's getting traction, what people ask questions, what, you know, and then from there, it's like you start iterating, iterating.

Speaker 1 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,

Speaker 1 that's what, like, why I tell people to start publishing consistently, because it's scary, but it's like you have to go through it.

Speaker 1 Like, that's the sifting and the sorting to figure out what are the messages and the things that people resonate with for you specifically. and it helps dictate where you're going to go.

Speaker 1 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

Speaker 1 starting. And you spoke about Bob Froctor's stage.
If you could do that, you could do Facebook Live. Come on,

Speaker 6 I don't mind doing the lives, it's just spending the time on something that is going to be worth it. So, like, if I was to start publishing content, is it like you've taught before like frameworks?

Speaker 6 So, put up all your frameworks. You've taught, you know, mini VSL now, kind of like format in your content.
Like, what

Speaker 6 format would you suggest that I start trying to put feelers out for? And do I make an offer? Do I leave the offer out?

Speaker 4 No offer.

Speaker 1 You're just testing messages. You're just practicing.
So, do you have to what's what's where uh where do you consume your content most right now?

Speaker 1 YouTube, podcast, like where, where, where do you consume?

Speaker 6 Me, uh, ClickFunnels library, and YouTube.

Speaker 1 YouTube, YouTube. I say pick a platform like if they,

Speaker 1 if like, if someone's a podcast, I listen to podcasts, I start a podcast because you listen to that format you know, right?

Speaker 1 If you like YouTube and that's your platform, like pick that, but it's just finding something and just it's like, don't stress about offers or hook,

Speaker 1 we're just testing messages, right? So today, go live and do one about,

Speaker 1 tell a Bob Proctor story. Just tell a story, put it out there.
And then tomorrow, do one on

Speaker 1 one of the things you talk about in Bob Proctor State.

Speaker 1 This is the beginning of just you refinding your voice, refeeling comfortable, retelling the stories and stuff like that. And that's the process right now.

Speaker 1 And then again, you quickly start finding out what things are resonating. And that's like, cool, this is the direction.

Speaker 1 And then in your content, like, hey, I'm thinking about creating an offer about teaching parenting or whatever, right? You're like, put it out there and see what happens.

Speaker 1 They're like, wow, people resonate with that.

Speaker 1 If you watch my content, all the time, I'm always like, I'm thinking about doing this thing right now. And I drop some hints.
And if nobody responds, I'm like, well, I'm not going to do that then.

Speaker 1 But I'm just testing it out. So it's just like practicing testing,

Speaker 1 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.

Speaker 1 We don't care about what we want, we care about what the market wants, and so we give them like this event. We did this event a month ago, the very first time, and

Speaker 1 it crushed. The market loved it.
Like, we should do this again, and we should do it again. We keep doing it until the market tells me I don't want this anymore.

Speaker 6 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 pets, like all the yeah, go live on every one of those topics and just see.

Speaker 1 Like, pick a form and stay safe. If it's gonna be YouTube, I'm gonna record 20-minute YouTube, 20-minute YouTube every day, and pick one of those things and talk for 20 minutes on it.

Speaker 1 And just be consistent. If it's going to be once a week, twice a week, just pick it.

Speaker 1 Especially on YouTube. If you're going to YouTube, the format's important.
So pick a format. It's 20 minutes, 30 minutes, whatever it is.

Speaker 1 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.

Speaker 1 So let's say it's every Tuesday and every Friday, you're going to either go live or pre-record 20-minute video, and just keep that cadence. And you just pick one of the topics,

Speaker 1 20 minutes to keep going through, and just start watching the metrics,

Speaker 1 watching what people respond to.

Speaker 6 Amazing.

Speaker 6 Thank you. Yep.

Speaker 1 Great job. Excited for you.
Love it. The world needs your voice.
It's good. We can hear the stories.

Speaker 1 All right. Love it.
Clayton, who else we got? All right, next up, we have Belle. Belle, welcome back.
Hey.

Speaker 7 Thank you, Leigh.

Speaker 7 Can I also use this in podcast socials?

Speaker 1 Here's my signature. I signed away my life go for it

Speaker 7 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

Speaker 7 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?

Speaker 1 How do you choose? Cool.

Speaker 1 That's a good good question. So, some things I do because 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.

Speaker 1 So, I'm just going to go wrestle, right?

Speaker 1 I want to collect old books. So, I just, I'm going to do that because that's what I want to do, right?

Speaker 1 There's not necessarily a business side of it.

Speaker 1 You know, but I decided, I started telling stories, and people started, like, again, I started telling the pole hill stories, and these things I was finding, and people resonated.

Speaker 1 I was like, huh, I created an offer out of this. And, like, you know, like, I'm planning on creating a museum in a library, like, no matter what.

Speaker 1 Like, that's kind of like just for me to fulfill what I want to do with my life. Like, that's more of those things, right?

Speaker 1 So, like, I have the capital to do that, and it makes money, cool, if it doesn't, it doesn't really matter. So, that's more of like that's what those things are.

Speaker 1 And the fact I'm figuring out how to kind of monetize it is awesome, but it's not

Speaker 1 like my biggest business.

Speaker 1 It's just kind of a thing that helps justify my addiction.

Speaker 1 That's probably the reality of it. Find something that pays for your addiction.
Yeah, so there's that. It comes back to like,

Speaker 1 again, it's tough because we all have Shannon Object Syndrome. So, for me, it's like prior to ClickFunnels, most people only know me in the ClickFunnels world.

Speaker 1 It's the last decade is when most people know me. But prior to ClickFunnels, I was in business for a decade prior.

Speaker 1 And we were launching a new offer 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?

Speaker 1 And it was like I was thing after thing after thing. And when we decided to do ClickFunnels and we launched it and it didn't work, it didn't work.

Speaker 1 And after like four or five times not working, I was shifting back. We got to make money.
So I'm going to create a new offer. And Todd was like, no, dude.
He's like, you got to keep focusing.

Speaker 1 We got to figure this out. He's like, I spent so much time.
we have to make this work. And so

Speaker 1 I literally said, he's like, spend a year, just focus on this. He's like, promise me for a year you won't do any other offer besides this.
And I was like, but I, my, like, I'm the shiny object guy.

Speaker 1 I need to have a, you know, so I promised him. And so we did.
And then we figured it out, right? It was already working. And then Russell's like twitching, like, shiny object, I need to do something.

Speaker 1 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 ClickFunnels, right?

Speaker 1 Instead, I wrote a book called Dot Com Secrets. And I built a funnel called Dot Com Secrets, and then we launched the thing.
But all it did was it was the front end that got people into ClickFunnels.

Speaker 1 And often, I was like, oh, I can be creative, I can do cool things, but I'm not creating a whole new business, I'm creating front ends that bring people into my business.

Speaker 1 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.

Speaker 1 I started creating all the, like, I use my creativity, creating front ends that drove people into my core business.

Speaker 1 And so if you look at still, 99% of what I do is still just front ends that bring people to click funnels, right? Even this event is going to bring people to click funnels.

Speaker 1 We have another challenge we run that brings people to click funnels. Everything's still the same business, but I can exercise my shiny object and creativity in front ends that bring people back in.

Speaker 1 Even long-term, like if you look at what I'm trying to do with Napoleon Hill books and all that kind of stuff,

Speaker 1 I have not revealed this to the world yet, but I'm working on a way to transition those people.

Speaker 1 And some of what we have, we did the Thinking Works challenge and we sold a course called Core Secrets, which teaches people how to create a course.

Speaker 1 Now they have, of course, they need click funnels, right? So I'm still transitioning, so still in my mind, a front end into this world. Partially because if you look at like,

Speaker 1 sorry, this this is like geeking out Russell, Russell logic. Like, the whole world's a funnel, right?

Speaker 1 And if you look, if I go down here, like, here's like, here's my Atlas members and my inner circle members, then Prime Movers, then ClickFunnel, like everything, you know.

Speaker 1 And then there's like, here's like the marketing world, and then one tier up in the marketing world, our

Speaker 1 network marketers slash one tier up is like personal development. So you look at this is this is the evolution.
I guarantee you 90% of you guys listening, this was your evolution.

Speaker 1 So what happened is somewhere along the line, probably 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.

Speaker 1 I got an opportunity. This is how it's going to work.
You sign up someone, I sign up to someone, we're going to be rich. And at first, you're a little skeptical, you're like, but what if?

Speaker 1 What if this is true, right? And so he signs me up. We don't tell anybody, but we're right in.
We're plotting, we're scheming, we've drawn little triangles on the thing.

Speaker 1 We go and we try a thing, call some friends, call some family, and it's kind of like, it's not working that good. And then our upline's like, dude, you got to listen to some motivation.

Speaker 1 You got 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 like all this stuff.
And are motivated.

Speaker 1 We're feeling good. We're like we love personal development we are growing we are having fun but this sucks selling somebody else's product for 10% royalties down through 25 levels like

Speaker 1 that's where you can meet me and you jump in you're like I'm on fire and I'm like hey you can make money network marketing to this or you create your own product to keep 100% the more the money right that was Brad and King and Poland they were in Vice Alice 10% they built a $10 million

Speaker 1 downline but they only got 10% of that. So they made a million dollars, but they sold $10 million of the product.

Speaker 1 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.

Speaker 1 So, for me, like, if I look at the funnel world, like personal development is for me, it's like the gateway drug that gets people into my whole world.

Speaker 1 And so, I'm building this personal development business specifically as the gateway drug to get you to want to start a business.

Speaker 1 Because 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, that's how I look at the world: through funnels.

Speaker 1 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, for sure.

Speaker 1 So,

Speaker 1 I know my customers very, very well. So

Speaker 1 because I am my customer, that was me 10 years ago.

Speaker 1 I remember it was Manatech for me. My friend told me about Manatech.
I was like, wait a minute. So you're telling me that I can sell people and I'll get money from them.

Speaker 1 And then it's time to 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.

Speaker 1 But eventually you're going to become funnel builders because that's the progression of how we all go. So

Speaker 1 I can't wait to see the podcast you put this on, and people are like, Russell's so weird.

Speaker 1 Did that answer your question? What what was even the question

Speaker 1 i don't remember we just had fun though

Speaker 7 is that shiny upjay oh yeah

Speaker 1 oh my gosh

Speaker 1 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.

Speaker 1 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 that was me 10 years ago.

Speaker 1 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,

Speaker 1 JLD talks about this a lot, right? Where he talks about the stream customer. Yeah, and this avatar.
And, like, his was him five years ago.

Speaker 1 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.

Speaker 1 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.

Speaker 1 His wife's wondering when he's going to get a raise, and he knows he's not going to get one.

Speaker 1 He drives an hour and a half of work every single day, listening to self-help and personal development podcasts, hoping and praying that something will change his life so that he doesn't have to, you know, it's a whole advantage.

Speaker 1 He's 10 with my kids, and that's it. Yeah, and he's, and like, that's my cut, that's Jimmy, that's who I'm selling to, that's who I'm speaking to, that's my podcast.
And he figured that out.

Speaker 1 And I think it's the same way. Like, it's funny because

Speaker 1 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

Speaker 1 first day of kindergarten kindergarten and they're doing a roll call. And they're like, Rusty, Rusty.
And I'm sitting there. Or they said Russell, Russell.

Speaker 1 And then by the teacher's like, what's your name like? Rusty Brunson. And they're like, we don't have Rusty Brunson.
And she's like, oh, your name's Russell. I'm like, no, it's Rusty.

Speaker 1 She's like, no, your name's Russell. I'm like, no, it's not.
So I remember going home that day. It says right here.
I went home that night and I was like, mom, the teacher said my name's Russell.

Speaker 1 She's like, oh, it is. I'm like, what? I've been lied to.
My name's Russell. I had no idea, right?

Speaker 1 And so, anyway, so there's a, that was me. So when I was like, kid, you guys don't story, I was just collecting junk mail, I was reading.
reading, I sit in my room.

Speaker 1 I remember because every day I get a stack of junk mail this big, and I sit in my room and I'd open up the letters and I'd read the sales letters.

Speaker 1 And I remember 12-year-old Rusty, whether or not I got sold on it. I'd read some one sales letter, I'm like, I gotta get my mom's credit card.
And so I put that in this pile right here.

Speaker 1 I read the other one, I'm like, what? And I put it down. What? That seems stupid.
Like, oh, I didn't get my mom's credit card. And so I literally sit through my mail like that.

Speaker 1 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.

Speaker 1 I was like, what would you have to rust? He'd be like, yeah, I'm in. I've got to come to that.
100%.

Speaker 1 That's the lens how I write all my copy of my things for. So, again, it's like, who were you five years ago or 10 years ago or before you started this mission? Like, that's who you're called to serve.

Speaker 1 I remember at Funnel Hacking Live,

Speaker 1 I'm going to blank out his name right now.

Speaker 1 It's like one of the most famous speakers of all time. This is embarrassing.

Speaker 1 Anyway, he said something really cool. It was awesome.

Speaker 1 Back to you, Bell. Why am I getting his name? Anyway, no, but what he says is basically like, I'm going to say it, Ed Milet.
Ed, I love you. Anyway, so he said, like,

Speaker 1 Rory's going to tell me he said that.

Speaker 1 No, but he said it was really cool. I don't know why.
I was thinking something. I had another name in my head.
Anyway, so what Ed said was really cool.

Speaker 1 He's like, he's like, if you were broke, then you can help broken people. If you were unhealthy, you can help healthy people.

Speaker 1 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.

Speaker 1 Like, you went on the path to discover to 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 it's really it's really beautiful when you think about it that way right it's like we all get these these problems and we go through the process like and then you learn and then you're you're calling is to go help the people that are just like you and anyway I look at that from that circle it's like it's just like the really cool beautiful thing so anyway you've all been called and the trials that you call trials that are actually the the gifts that God's given you

Speaker 1 that you've learned through yeah they've qualified you to protect you like they've helped you now you know, now you have a blueprint, now you have a roadmap to go help somebody else.

Speaker 1 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?

Speaker 1 Like, man, if I knew what I know now, can I go back? 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.

Speaker 1 You're taking what you know now and going back to like you five years ago. Let me help you guys.
Like, that's that's the game, and it's such a fun game.