Building Funnels, Crafting Offers, and Winning Clients: More Q&A from Selling Online!

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Speaker 2 Hey, what's up, everybody? This is Russell Brunson. I hope you're doing great.
I'm actually in the middle of day number one of the Selling Online event.

Speaker 2 I've got off stage and I'm having so much fun with this group, this cohort. I bet a lot of you guys are in there right now with me.
If not, we're gonna be doing this again in January.

Speaker 2 I'm having too much fun with this. So, in January, we're gonna be doing another version of this.
If you haven't experienced selling online yet, make sure to go to sellingonline.com, get a ticket.

Speaker 2 This three-day event is gonna teach you everything about how to create a one-to-many sales presentation.

Speaker 2 It's insane. Anyway, right now, today is because I haven't had a chance to record a a full other podcast episode.

Speaker 2 I'm going to share with you guys another session of Q ⁇ A's from the last Sun Online event. So there's a lot of really cool Q ⁇ A sessions in here.

Speaker 2 Some of the questions we pulled out, we talked about how to create effective recurring revenue models for licensing programs and memberships. Talk about scaling one-on-one coaching from group...

Speaker 2 group coaching to facilitated coaching, talked about optimizing webinar funnels to boost conversions and lead quality, strategy behind nurturing leads between opt-ins and sales calls to increase close rates, why short form content and targeted retargeting can amplify your marketing efforts, leveraging community-driven learning and collaboration for greater success, and a whole bunch more.

Speaker 2 So if any of those things sound exciting or you just want to hang out with me doing some Q ⁇ A for the next hour or so, I hope you enjoyed this episode. Hope you get a lot of value.

Speaker 2 And when you're done, go over to sellingonline.com. It's 100 bucks.
Get a ticket. Do not miss this event.
I promise you guys, it'll change your life.

Speaker 2 I'm watching Dalha is coming through Zoom right now and people are freaking out. And I want to make sure you have a chance to experience this in the near future.
So anyway, I appreciate you.

Speaker 2 Hope you're doing great today. And have some fun with our next Q ⁇ A show.

Speaker 2 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 2 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 5 Clayton, let's keep going. Who else we got?

Speaker 6 All right.

Speaker 5 Next up, we have Tish Baldez.

Speaker 7 Tish, how are you?

Speaker 8 I could really use your help on getting traffic. And here's our unique niche.
So we sell to small mid-sized businesses.

Speaker 8 So they may have between, I would say, they could have as few as 100 employees, but some of them have thousands of employees, but they're still small mid-sized businesses. They're corporations.

Speaker 8 They function like corporations. And they don't spend time on LinkedIn.
They have LinkedIn profiles, but they spend no time there, right?

Speaker 8 And they're made up of a company of employees who also don't spend time on LinkedIn because they are employees and they have an employee mindset.

Speaker 8 They're not being paid to look at things on LinkedIn outside of work hours. So we're trying to get their attention.
We have our backstory is we have 100% referral-only business.

Speaker 8 We've been in business for 20 years and we've never made a cold call. We've never used a funnel.
We haven't needed to. We just like your idea of the funnel and creating traffic as a way to enhance it.

Speaker 8 But we've done very well just on referrals only for 20 years.

Speaker 8 What we haven't been able to figure out is how to get traffic from people with inside of corporations because our decision makers are within those organizations, and they just don't spend time looking for work-related things on LinkedIn.

Speaker 8 Not the decision makers, yeah. You know, they hire people to write their LinkedIn posts.

Speaker 2 Who's the decision maker for your business? Like, is it the marketing developer? Like, who's the person inside the business that's buying?

Speaker 8 Yeah, for us, if it's a small enough business, it would be somebody in the C-suite or a vice president.

Speaker 8 For the larger companies, it's usually somebody that has a human resources or a training or consulting type role lead role because we sell training that we train consultants on the skills like critical thinking problem solving communications the things that you can't measure they can't take a test and be measured they need a coach for it and that's what we've been doing and we do it specifically mostly within life sciences, pharmaceutical companies, biotech companies.

Speaker 8 But the consulting companies who service them. Gotcha.
Does that help you to have more of that information?

Speaker 2 Yep. Do you know exactly, like, are you able to identify in a company? Like, there's that, they give a list of here's the people that are the decision makers.

Speaker 11 Mm-hmm.

Speaker 8 We have a list.

Speaker 8 We've used LinkedIn Navigator to identify the who, like who is likely to be the decision maker? Because in the smaller and mid-sized companies, it varies.

Speaker 8 There's no title.

Speaker 8 It varies who would make the decision. We have an idea of who.
We just don't know how to create traffic from them to get them to pay attention to us.

Speaker 2 Cool. All right.
So this is what I would do. If this is me, I always look at this.
Like, if I was to buy your business, what would I do?

Speaker 2 So what I would do, I would take that list of people initially, right? And if you've ever read Chet Holmes' book, The Ultimate Sales Machine,

Speaker 2 if you have it, amazing book, especially for your specific type of business, right? But he's the one that invented the Dream 100 strategy that I talk about all the time.

Speaker 2 I talk about it differently, but Chet does it for the type of businesses that, like your type of business, right?

Speaker 2 So he would take that list of here's the hundred or five hundred or a thousand decision makers, right? And what he does is he starts creating a Dream 100 campaign.

Speaker 2 So what he does, he takes those people, sends them something in the mail, then two weeks later, calls them on the phone, and it starts a campaign like that, right?

Speaker 2 Now, I would augment that on the traffic side, because you're right, most of those people, it's harder to get them to pay attention, especially in their free time, because that's not like they're not hyper-like trying to figure out how to change their business because they don't really care, right?

Speaker 2 They're just showing for paychecks. So, but for me, it's like they, I gotta get, I need to get a message to them, right, that's gonna bypass the filter.

Speaker 2 So, I am a big believer in direct mail, getting like something that gets to them, and then augmented with traffic. So, that nice thing is like that list is a finite amount of people, right?

Speaker 2 It's 500, 1,000, whatever the number are. So, it would be very, very inexpensive to

Speaker 2 upload that list to Facebook, whatever, and then just

Speaker 2 follow that person everywhere. So anyway, so they get this thing in the mail, they see a package, like, oh, like, okay, whatever.
They kind of forget about it.

Speaker 2 But then everywhere they go, from that point forward, they are being followed by ads of you and stories of you and webinar.

Speaker 2 It's just like the spot where this person must be the most famous person on the planet because everywhere I go in my personal life, they're everywhere, right? And for a thousand people,

Speaker 2 the cost to blanket that person's social media anywhere they went is so small that it's like it's insignificant, right?

Speaker 2 And between having a campaign where you're sending stuff, calling, they're following it, that's how you get so much awareness that eventually it gets easy to make the phone calls, to get to the gatekeepers, do those kind of things, because the core people that are making decisions are like, they can't get away from you, right?

Speaker 2 I do the same thing, by the way, with my Dream 100. It's like we have a Dream 100, we send them out packages, and those people see ads specifically for them everywhere they go.

Speaker 2 And like, Russell, you're everywhere. I'm like, yeah, because I put every, like, I'm following you everywhere.
And I'm making sure you see my messages because I want them super aware of me.

Speaker 2 Like, man, this Russell, he's like, he's got to be the most famous person on the planet. I can't get away from him anywhere, right? And it opens up all these conversations.

Speaker 2 They have no idea that there's only 500 people that are seeing these, and they're one of the 500 people, right? Does that make sense?

Speaker 8 It does. Can you give me an example of what you'd send?

Speaker 5 Yeah. I can do one too.
So when we did 2.0 launch,

Speaker 5 we kind of came up with this idea of these huge foam logos. I don't know if we have one here.
Matt, grab that real quick.

Speaker 2 It was like awkward. We wanted to ship something in the mail so that like, so that like it would get past the gatekeeper.
Even the gatekeeper happened to open and they'd be like, somebody's.

Speaker 7 What is this? Yeah, look at it.

Speaker 5 Here, just come show that real quick, Matt.

Speaker 2 This is probably ridiculous. This is probably overkill, but this is what we did.
I was like, I want to, can we show the camera? Yes, we sent everybody available.

Speaker 5 This is made out of styrofoam.

Speaker 2 And here's what happened.

Speaker 5 What was crazy is like, you saw now people start posting this. Like we sent it to our top affiliates.
And what happened? People started posting it. Here we can just here for two.

Speaker 5 like people started like posting it on in their stories and everything else and then you have some people who were just like it was even polarizing some people like man I can't do anything with this but they could not ignore it you know I mean that's that's the thing is like somebody gets something in the mail that's what I love about this mail idea with you know email etc is now they're like wait a minute this guy is attacking from all angles But very few people are sending like lumpy mail, right?

Speaker 5 Like something big.

Speaker 2 I want to add something to that too. So I'm not sure if you've joined

Speaker 2 the Prime Minister Foundation's program yet or not, but if you haven't, in there,

Speaker 2 there's three tracks, right?

Speaker 2 There's the Fountainhead, which is teaching one-time selling. There's a Lynch Pin, which teaches the funnel strategy, and then there's the Dan Kennedy Alchemy Program.
So Kennedy was my mentor.

Speaker 2 And so Kennedy has a thing he teaches called the Shock and Awe Package. We create a Shock and Awe Package.
And we have a whole one, it's a two-day event we do every

Speaker 2 couple times a year, teaching how to build a shock and awe package. So Darcy, who's the head trainer at Magnetic Marketing and the Dan Kennedy company, she does the training.
It's insane.

Speaker 2 So what a shock and awe package basically is a package they get in the mail. They open up.
It has all the core things. So it's like there's testimonials in it.
There's the story in it.

Speaker 2 There's the offer, like all these type of things. And so

Speaker 2 if you were to ask Dan Kennedy, he'd be like, build the shock and awe package. That's the first thing you ship out to him.
And then you start following up with other things like that.

Speaker 2 So if I was you, I'd recommend just go into the foundation members area, go to the third column, which is the alchemy, and go find the shock and autonomy package from Dan Kennedy and go study.

Speaker 2 that that's what i would create initially it's basically it's like it's basically making a perfect webinar in a box that gives all the core sales things you need.

Speaker 2 So when that shows up, they get it, they see it, it's a very cool presentation.

Speaker 2 And then afterwards, when these other things are happening, they come back and they see this perfect webinar in a box basically that's that is the sales presentation and it makes the makes everything else easy after that.

Speaker 8 Thank you. Excellent.
I appreciate it.

Speaker 5 Hey, give Tish a hand. That was awesome.

Speaker 5 I love it. Did you see what just happened to?

Speaker 2 What did Russell do? He just sent right back to the framework.

Speaker 5 Like, so much of this is available in Prime Mover Foundations. Like, Russell's had this experience for 20 years and has put every single thing that he's experienced into this one package.

Speaker 5 And then that's what we can do is help point you in the right direction.

Speaker 2 It's cool, too, because a lot of times with this,

Speaker 2 this is the hardest thing with selling. It's like I know what we're fulfilling on.
But if I told you everything we're fulfilling, it would be overwhelming.

Speaker 2 That's why yesterday I was like, swear to me, you won't get overwhelmed, right? But I know the next problem you guys are going to have. Just so you know,

Speaker 2 I've plotted the map. To give a mouse a cookie.
And so the first step you guys need is you need the one-to-many. That's why we, this event, it's about getting in there, getting this Prime foundation.

Speaker 2 You're going to create a one-to-many presentation, you're going to launch a webinar funnel, and that's it, right? And then the next problem is like, okay, Russell, we do this. How do we scale?

Speaker 2 Because that's question number two I always get after the presentation done. Cool.
I'm like, well, we have a Lynchpin coaching program, which, excuse me, we used to sell for $25,000 a year.

Speaker 2 I gave it to you guys all for free. So as soon as you're done with Fountainhead and you've got your presentation out there, then you're like, what do I do next?

Speaker 2 Russell, I'm like, just go into Lynchpin. Like, how much does it cost? You get it for free because I love you.
So then you go to Lynchpin that helps you build out the things.

Speaker 2 The next one's like, how do I grow and scale differently? I'm like, oh, you should go through Dan Kennedy stuff. It's in the members area for free as well.
So that's what's cool.

Speaker 2 It's like there's so much more stuff in there than I'm able to tell you. Because if I told you everything, you'd get overwhelmed.
You wouldn't sign up. But just know that, like, we've plotted the map.

Speaker 2 I know where you're going to go. And so as soon as this part's done,

Speaker 2 next part you get is it's in there for free for you guys. And then the next part's in there for free for you guys.
So again, like specifically that shock and awe package. It's like, cool.

Speaker 2 Would you do an event multiple times a year on Shock and Awe specifically? Go dive in, click on the alchemy section. It's right in there.
Dive into it and go deep on it. Especially for

Speaker 2 her, like, I'd be geeking out all Dan Kenny stuff. Dan Kenny stuff is my stuff's more traditionally for B2C.
It works for B2B as well.

Speaker 2 Dan Kenny's stuff's more traditionally for B2B, but it works for B2C as well. So there's this really cool crossover in there as well.
And so for all the B2B people,

Speaker 2 I still think you got to focus on a one-minute presentation, but I would also augment all Dan Kenny's stuff because his was foremost built for B2B. I've just taken his stuff and mushed it for B2C.

Speaker 2 And so anyway,

Speaker 2 it's all in there. Everything you guys need moving forward is all in there.
So again, we've plotted the map. It's all in there.

Speaker 7 Yeah, I love it. Love it.
All right.

Speaker 5 Clayton, who else we got?

Speaker 6 All right. Next up, we have Caitlin Bila.

Speaker 7 Caitlin. Hey, how are you?

Speaker 12 Good. I have a question about one of our offers that we're about to launch.
So

Speaker 12 we have already grown an offer for performance physical therapists at the $5,000 price point where they get 12 weeks of coaching and lifetime access to an entire dashboard that gives them the skills they need to basically charge more money, become an expert in their community.

Speaker 12 So that one, we knocked it out of the park and it's fantastic.

Speaker 12 So we have also had a cash practice for the last five years and we are creating another course to basically sell the exact systems that we've used in our clinic from how we market, sell, deliver to client, deliver the client experience, ability to use the, like they can use the clinic funnel that we had built,

Speaker 12 introduction to consultants that we've used. They'll have a launch manual, Asana templates, literally everything.

Speaker 12 And it's basically a licensing program without it being a licensing program.

Speaker 12 So then the skills course will upsell to the business course.

Speaker 12 The business course will upsell to the skills course because that's how they can improve the thing that we're selling or that they're selling.

Speaker 12 So I'm currently building it and we have a waitlist of people for it already. And our initial plan for the business course was to start it for like the first five at $5,000.

Speaker 12 But it's worth a lot more. And we also want to figure out a way to do recurring revenue.

Speaker 12 So we were looking at like five for five grand and then going up to 10 and then so on. But like what's a way to not lose business of the customers just because they've bought once?

Speaker 12 Like if like we could have the initial buy-in for use and then have an annual like $4,000 fee to maintain access to the course and maintain access to like staff facing onboarding courses, permission to use RIP.

Speaker 12 There's just so many ways we can take the offer and and we're trying to figure out the smartest way to do it. Or we can just call it a licensing program and charge annually that way.

Speaker 13 Yeah. But what would you do?

Speaker 2 Do you want annual? Do you want monthly? Does it matter to you? Or just you just want to make sure that the people who buy are continuing to

Speaker 12 I just want to make sure that people continue to buy. I know annual

Speaker 12 generally has a better retention rate.

Speaker 12 I guess the reason I was thinking annual is because to this point, our other course has just been like 5K up front and then there's no recurring fees from there.

Speaker 13 Yeah, cool.

Speaker 2 Yeah, I think the biggest thing with adding recurring, it's, I mean, it literally is as simple as just adding it, but then it's like, how do we justify it?

Speaker 2 How do we, how do we, how do we figure it out, how do we talk through that, right? And so I think

Speaker 2 there's different things. It's like, what are the, what are the recurring deliverables that justify them continuing to stay on? Because that's the biggest thing you'll get too.

Speaker 2 We get the same things after the year's up and then people are like, like, why am I staying again?

Speaker 2 What's the deliverables? And so

Speaker 2 it's smart to have more than one. So I think transitioning from positioning it to like you're getting a course like the licensing is a big piece of it, right?

Speaker 2 Because then there's a tangible, like they lose this thing if they're not, if they're not in there.

Speaker 2 But it's like, what are the other elements, like what are other things you can add in there also to make it more sticky, right? Because some of them may, like, maybe they're not using the licensing.

Speaker 2 Like, oh, I'm not using that anyway, so I'm out. It's like, ah, crap, I lost them, right? So for me, I'm always trying to figure out, like, even, even in,

Speaker 2 So we have like the Prime Mover Foundation program, but then there's a Prime Mover Mastermind where people come to Boise three times a month, right? Or sorry, not three times a month.

Speaker 2 That'd be insane. Plus, the virtuals.

Speaker 2 Three times a year they're coming out, right? And so that's something where it's tangible. It's like, there's this cool experience.
People come, they have a chance, and they're going back and forth.

Speaker 2 And so, like, if they, and like, that's a recurring, so like, it's very, there's the pain of disconnecting. Like, if we stop this, then you lose that benefit, right?

Speaker 2 So, I'd be thinking, like, how do you, is there something you can add where, even if it's a virtual thing, where it's like, there's something happening

Speaker 2 twice a year, six, or

Speaker 2 yeah, every other month, or something that's, that, that, they, they, they get a value of, or say, you're showing the cutting-edge stuff, the next things that are happening, or something

Speaker 2 they start losing out on, plus the licensing.

Speaker 2 And if I can find two or three elements in there that make it sticky, if you have software you can plug in there, just things like that, then it makes the argument easier.

Speaker 2 But other than that, it's just adding it on. You know what I mean?

Speaker 5 A question for you, too.

Speaker 5 Would they benefit from community, like being able to kind of talk to each other, or are they like competitors and they don't want to?

Speaker 12 I think they would benefit from it. We're going to do it in a school community so that they can go back and forth and share ideas and whatnot too.

Speaker 5 So that could be something you charge for. Another thing, too, that we do in our mastermind is we also do virtual fly-ins, which have been huge for us.

Speaker 2 So the virtual fly-in once a month, where basically it's a virtual mastermind once a month, and then a physical one once a quarter.

Speaker 5 Yeah, where these people can get together, and it's much,

Speaker 5 it's a lot bigger than, say, like a regular Q ⁇ A.

Speaker 5 These people are getting together and sharing, hey, here's what's working in my business, and then here's a question that I have from the rest of the mastermind.

Speaker 5 That's something that always works really, really well for recurring and provides, you know, benefits from here until the end of time that you could maybe turn on.

Speaker 2 One thing you can look at, too, that works

Speaker 2 again, there's a lot of ways to structure it. There's the annual.
I don't like annuals as much myself because I just like having,

Speaker 2 there's something comforting for me knowing every single month what's coming in. So, what I do a lot of times is like, let's say, if I was you, I'd sell a $5,000 offer, right?

Speaker 2 So, $5,000, and it's going to be amazing. Plus, we can give you two months for free of our mastermind, which is $1,000 a month, you get two months for free, right?

Speaker 2 So, then that happens, they buy the course, they get two months for free, and then they get to experience that. So for two months, they're doing the virtual flyings.

Speaker 2 Maybe they come to one of the events, and they're experiencing some of that benefit. Like, whoa, that's awesome.
And then after two months, you got them addicted, right?

Speaker 2 So the drug dealer closed, or the puppy dog clothes, which is the same clothes, but.

Speaker 5 We'll call it puppy dog.

Speaker 2 Yeah, someone told me not to call the drug dealer clothes, even though that's what, anyway. But first, you know what I mean? But they get it.

Speaker 2 They get the experience of like, whoa, this is really, really valuable. And then it keeps rolling over and they say the $1,000 a month, right?

Speaker 2 And that's something you can go back to your existing buyers too. Like, hey, we're launching this new mastermind program.
It's $12,000 a year, but we want to kick it off to you guys.

Speaker 2 We're going to give you two months for free to experience it. This is what the benefits is.
Number one,

Speaker 2 you get the continue to license their stuff. Number two, we're doing the virtual event

Speaker 2 once a month. It looks like this.
Number three, there's

Speaker 2 some other cool thing, right? Like a premium school group just for the top people. Plus, we're going to give you, we're licensing our ads to you, and whatever that is.

Speaker 2 And that way you can kick it off to your existing customers. But then moving forward, you just add that as part of the offer.

Speaker 2 And you won't see any conversions drop because people are like, oh, it's two months for free. We'll try it out and see what what happens.

Speaker 2 And then, but a huge percentage will roll right into that.

Speaker 9 Yeah. Inquisitors drop it.
So

Speaker 12 if we frame it as like the licensing program, then instead of thinking like, oh, well, I've purchased this course, I should have lifetime access to it.

Speaker 12 If it's a licensing program for our systems, if they're no longer part of our thing, then we remove access or they have lifetime.

Speaker 2 Yeah, I mean, it depends how you sold the first people.

Speaker 2 The first people, you may have to keep it the same, but I would just transition that where in the offer, it's like you get the course for the five grand and then and then you get two months for free where you're licensing the stuff or you can figure out other things to license.

Speaker 2 I don't know if you're are you licensing like marketing stuff then as well?

Speaker 2 Yeah, we're we're giving them all of our systems Cool, because like when Hormozzi did his his gym launch they were licensed They basically were licensing again their systems and stuff but the marketing but the the thing why people paid monthly for it is because he was testing new ads all the time So like he would test new ads when it would work he'd give them the ads they could run in their gyms like that was the part of it's just like you're getting the cutting edge, like what's working now?

Speaker 2 Because the ads over time will start fatiguing, they start working, everyone's using them.

Speaker 2 So we're always testing on our gyms, and we figure out the new models we give them to you guys, and you can run them.

Speaker 2 So now there's like this, it's not like I licensed something once, and it's static. It's like I'm continually to get the license on the new things, and you know what I mean?

Speaker 5 If you're giving me a lot of the pages and everything else, too, this is something that was at FHL. frameworks within ClickFunnels is massive.

Speaker 5 A lot of times people say, okay, what can I do that's recurring?

Speaker 5 Well, if there's something attached to this that helps them get all these things, you can get an affiliate commission month after month after month if they're using something, a tool within that entire framework, too.

Speaker 5 And Frameworks does that inside of ClickFunnels, which is awesome.

Speaker 13 Yeah.

Speaker 12 Okay. Awesome.
Thank you guys.

Speaker 5 Love it.

Speaker 5 All right. Give it up for Kaylin.

Speaker 2 All right. What I love about this community.
So when I first got into business, like I remember I joined Dan Kenny's mastermind the very first time.

Speaker 2 And of the 18 people, more than half of them were like real estate gurus. And then, so I go in this room, and it's like every single person had the same business.

Speaker 2 I was just like, this is awkward, and this is boring, right? And then I joined this other mastermind group.

Speaker 2 People know they are. I showed up, and everyone in that group were all internet marketers.
So everyone had the same business. I'm like, ah.
And then we've built ClickFunnels.

Speaker 2 It brought in so much diversity where it's like we have people who are in the weight loss space and then brick and mortars. And then we got people in the dating market and relationship.

Speaker 2 And there's such a cool melting pot inside of this community. Like, just look at the last four or five questions here.
Like, nobody's in the same business. They're all different things.

Speaker 2 The frameworks all work for all of them, but it's just, it's fascinating because you have a chance to learn from everyone.

Speaker 2 Anyway, so I just, I love this, I love our community.

Speaker 5 Even in these coaching calls, though, it's funny, that's why I asked, like, do you think all of them would be upset about competing with each other? You have no idea how big your market is.

Speaker 5 It is absolutely massive, and so much of it is untapped. But I'll notice a lot of times people go, oh, you're a physical therapist.
I'm too. We need to talk.
We need to share ideas.

Speaker 5 Rather than I'm going to crush that person, right? And that's the whole thing about that rising tide lifting all boats, and that happens in this community.

Speaker 5 People are the, we use that term go-giver, and they are. And people just kind of jam and help each other out.
It's really, really cool. I love it.

Speaker 2 So fun.

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Speaker 5 All right, Clayton, who else we got?

Speaker 6 All right. Next up, we have Jonathan Mitchell.

Speaker 5 Jonathan, how are you sir?

Speaker 10 Hey, hey, Ross, my gosh, fired up by your

Speaker 10 VIP session. And thank you so much for just the awesome training.

Speaker 10 Love it.

Speaker 10 So, I run a college admission coaching business that helps first-generation and hard-working students stand out and gain admission to the dream colleges, including top-tiered and Ivy League colleges.

Speaker 10 So, we are shifting from a one-on-one coaching

Speaker 10 business, which was

Speaker 10 typically priced from $9K to $20K,

Speaker 10 where we offered these programs to warm prospects referrals, to now group coaching for yearly 3K tuition, basically to better serve the first-gen marketplace.

Speaker 10 So we've primarily used webinars to convert webinar attendees into strategy sessions. And our main challenge though has been lead acquisition.

Speaker 10 So we launched a YouTube ad campaign targeting first-gen parents. And our entire front is, by the way, has being built with ClickFunnels.

Speaker 10 So, my question to you, Russell, is what would you recommend to increase our opt-ins in our landing page from our YouTube ads and also increase the book calls from our VSL?

Speaker 10 You know, and I was just wondering if it's even possible that I share the landing page in the VSL.

Speaker 2 Is it so? The ads are running, but it's not converting, or the ads aren't converting, or the landing page isn't converting, which part of the funnel is broken?

Speaker 10 So, the traffic is good. So, I'm working with

Speaker 10 an ads manager.

Speaker 10 The conversions are starting to pick up, you know.

Speaker 10 And I added, by the way, one added bonus on the landing page, which is

Speaker 10 that was not mentioned in

Speaker 10 the video, which is a learn how to get a free access to a college search software valued at $1,100.

Speaker 10 free access, you know what I'm saying? And it appears that we've doubled, you know what I'm saying,

Speaker 10 our opt-ins. I would love, I mean, I don't know if it's possible for you to see it, the landing page, or to give me some input.

Speaker 10 What can we do basically to increase, of course, opt-ins and obviously to increase the bookings and so forth?

Speaker 2 Yeah,

Speaker 2 so a couple of things. I mean, it's hard to show a screen really quick and give too good feedback.
And a big part of it's like it's hard to know without looking at stats and numbers. But I'll give you

Speaker 2 some general guidelines. So somebody's giving away free software will increase conversions on something.
But then the problem is that people show up some minds and they're not the right people.

Speaker 2 The call, conversion on calls will go down because they were just trying to get a free thing. Like, I've gone back and forth.
I'm like, hey, schedule a call and you get this free thing.

Speaker 2 And then they show up and they get the and like the sales guys are like, these leads all suck because they just want the free thing, you know.

Speaker 2 So it's like this weird, it's a weird thing you have to be careful because it's like sometimes you increase conversion to the detriment of the sales on the back, right? So it's like this yin-yang.

Speaker 2 Okay, how do we increase? So I would say what I'd be focusing on for you. So if ads are working, they're going, people are, is it VSL book a call? Is that the

Speaker 10 yeah, so they watch the VSL and then basically they can

Speaker 10 click a link to our kind of leave booking page.

Speaker 2 Cool. Okay, so what we found with our funnels like that,

Speaker 2 the thing that increases conversions the most

Speaker 2 between like them register, like for the ad to registration to the phone call, is how much time they spend with you before the phone call.

Speaker 2 And so it's this weird thing because sometimes they see an ad and like, oh, they watch the three-minute ad, they click the button, they come over, they hook that thing, they opt in, and the phone call happens.

Speaker 2 And the only thing they know is the three-minute ad, right? Or maybe this little bit of landing page,

Speaker 2 very little.

Speaker 2 So so there's a gap between like when they when they um they they register and then when the call happens and that's where like that's why I'd be focusing more effort because that there's that's more important than like increasing conversions on the the book a call page

Speaker 2 because because it's gonna change the dynamics of the call right and so again if someone spent like an hour with my content they may buy they spend five hours my content there's a good shot they spend ten hours my content they're gonna give me money right there's a reason by the way why we do a three-day challenge eight hours a day right because by the time I'm asking you for money we've spent 15 hours hours together and it's like it's you guys are more likely to buy at that point right and so in that model it's like okay book a call over here they may have only spent five minutes to be total right now so what can I do to get them to consume as much as humanly possible right so that's the mindset to shift because the more consumption they do prior to the call the more likely they're gonna buy and that's the conversion metric that's the most valuable in the funnel is how many people are gonna buy on the phone right and so for me a couple things like when someone registers for our VSL the book a call page there's like immediate homework like go watch this hour-long video right here and go watch this one so on the thank you page page, there's like two homework videos, right?

Speaker 2 Then the email campaign comes out, and it's like, hey, before the call shows up, I want you to watch some stuff.

Speaker 2 And then we create a YouTube playlist because I don't want just a YouTube video, because they may watch a video on the bounce.

Speaker 2 I create a YouTube playlist of like 20 videos that if they watch it all, it's like five or six hours, right?

Speaker 2 I'm like, there's this playlist of videos, they're going to teach you how to go from blah, dah, dah. And so go watch this feed.
So we push people to the playlist.

Speaker 2 And I'm hoping they're going to go and watch one video and then get stuck to a second and a third and a fourth. And I'm just telling them to watch a playlist.

Speaker 2 I'm not telling them, go watch eight hours of my videos but but a lot of them do right so by the time they're on the phone they're like I love this Russell guy he's amazing like they're laughing they're crying into my stories and the sales guy's like this is so easy like this is insane right so like that's the secret sauce is to be thinking about is that that little window between book a call and the show up of the call is the most valuable time and then what happens also at the same time is when a sales guy gets on our calls like our sales guys who do the calls for us are really smart like they're also in the spot where they're not just like trying to slam that you know try a sales they're on the phone person like yeah I saw an ad yesterday and showed up like cool and they're like I'm not gonna try a sales person right now so what that sales guy will even do is like I know they're not warm enough to actually invest in this probably like sales guy will then use this as a training session like cool um what I want to do is I want to I want to schedule another call in three days from now there's this playlist I want you to go watch go watch this playlist we'll book a call in three days from now that way we can have we can have a conversation and then it pushes back so sales guy knows that because what happens a lot of times sales guys like we're trying to get the money oh the lead sucks it's dead instead the guy's like the lead's not ready yet

Speaker 2 cool let's rebook in three days. I want you to go to watch this video, sends them to the playlist.
Person watches the playlist, they watch some stuff.

Speaker 2 Then the call comes back, and the person's like on fire. Like, I love Russell.
Like, cool, you gotta sign up? Like, yes, I do. Right?

Speaker 2 So, it's just like it's those little pieces of like warming them up before the call. It's like you think about like the webinar.
Like, why do we do a 90-minute webinar, Russell?

Speaker 2 Because I've got a 30-minute pitch, but I got to wrap it in content for an hour prior to the pitch, right? Why do we do a challenge? Because

Speaker 2 I got a 30-minute pitch. I got to wrap it in a five-day challenge to warm them up for that.
Why do I do a three-day event, Russell? Because I got a $10,000 pitch.

Speaker 2 I got to wrap it in three days of content. It's all about that, like building the relationship.
The more time someone spends with you, the more money they will spend with you. And so

Speaker 2 that's the biggest conversion metric I'd be focusing on in your VSL funnel.

Speaker 2 Because the other things, you can keep tweaking and change and increase conversion and stuff, but the time spent with you prior to them showing up on the call is the number one thing that's going to increase the sales call conversion rate.

Speaker 10 Got it. So my takeaway basically is increase consumption.

Speaker 2 Yeah. Yes.
In fact,

Speaker 2 okay, speaking of that, we used to have a, we had a,

Speaker 2 when ClickPhones, we first launched ClickFunnels, we were trying to get to increase conversion rates. And that was the same thing we created.
I forgot about his campaign till he said consumption.

Speaker 2 We called it Operation Consumption. And it's like, how do we get these people to consume funnel content so they want to use funnel software? We had a whole campaign

Speaker 2 that was internally called Operation Consumption to get them to consume content so they would use the platform. And I totally forgot about till you said that.

Speaker 2 And I'm going to go back and see if you still. I don't know if you saw that campaign out there, but if not, I'm going to go create an operation consumption campaign myself.

Speaker 2 So thank you for re-couching me back into the what we're going to do.

Speaker 7 Love it.

Speaker 10 Thank you. Thank you so much, Russell.

Speaker 5 Awesome. Let's give Jonathan a hand.

Speaker 5 Great job. Thank you so much.
All right, Clayton. We've got a couple left here.
Who do we got?

Speaker 6 All right. Next up, we have Whitney Prude.

Speaker 5 Hey, Whitney. Whitney, good to see you.

Speaker 2 What's your question? Hi there.

Speaker 9 So, my question is: Russell, I want to pick your brain about like if

Speaker 9 you were to buy my business right now, what would you do to get it to, you know, to get it to scale? So, currently, I have a multiple six-figure company,

Speaker 9 but my expenses are matching my income. So, basically, I'm like, gosh, I'm not making any money.
Where do I take it from here? My system is I run ads on Instagram.

Speaker 9 Those ads come into messaging, and then we have a messaging conversation with them, book them into a call. We do a one-to-one sales call and book them into my program, a $3,000 program.

Speaker 9 So, it's a weight loss program, basically, but I call it a whole health transformation program.

Speaker 9 So my focus is it's holistic, but the real focus is long-term weight loss instead of doing all these quick fix diets, right?

Speaker 9 Getting to the underlying root cause. Why did you get here in the first place? Overcoming those things so that when you actually get the weight off, you can keep it off.

Speaker 9 So anyways,

Speaker 9 that's kind of where I'm at. And I'm just kind of staying stagnant.

Speaker 2 So are you cost tied? Like, is your biggest cost like ad cost or are you doing organic? Like where's the

Speaker 9 ad cost? So like $10,000 a month in ads.

Speaker 2 Gotcha.

Speaker 2 Do you have organic strategies at all?

Speaker 9 I've tried organic and I honestly, like in

Speaker 9 four years of doing this, I've enrolled like one person organic.

Speaker 9 I've done organic on LinkedIn and that has actually worked for me for a time because I was a pharmacist at Mayo Clinic and so I could kind of get like Mayo Clinic people to have like this trust.

Speaker 9 But organically, like

Speaker 13 I have never had good success.

Speaker 2 And how big is your team? Is it just you? Are you doing calls and stuff? Is there somebody else doing them?

Speaker 9 So I do sales calls right now. I have a coach that does that's doing all of the coaching.

Speaker 9 And then I have someone that helps with the messaging and someone that does my social media. So

Speaker 9 there is expenses, right? Instead of me trying to do everything. But I've kind of transitioned to that so that I have the ability to scale, right?

Speaker 9 Like I could take all of these sales calls and then shift, you know, send people on to a coach and be able to grow instead of me trying to do everything. And now I'm like, well,

Speaker 9 how do I get these people coming in and book them, right? And so then with the, with the

Speaker 9 webinar or like, can I get them coming in on like a challenge? I just published a book.

Speaker 9 And so, you know, do I do a book funnel? Do I, you know, what are what are the components of like how I could, from an online marketing perspective, like, how could I get this to go?

Speaker 2 Cool. So, right now, so the core business is lead gen, you phone call, fulfillment 3000.

Speaker 2 Do you have any other offers right now that are active, or that's that's the only so I have I have one other offer.

Speaker 9 So, the the $3,000 program is a one-on-one coaching program. Um, and then I have a group program that we sell at $1,500.
So, it's basically it's exactly the same.

Speaker 9 Everything's customized to them, but instead of being on one-on-one calls, they're on group calls.

Speaker 9 So like with a with a webinar funnel, my thought is, you know, I would try to get people in first at like 997 and try and get people into my group program.

Speaker 9 But yeah, that kind of, that's my second offer.

Speaker 2 Gotcha.

Speaker 2 Cool. I mean, the biggest thing is,

Speaker 2 you know, in my business, I have a whole bunch of offers. The only goal is to break even.
So right now you've got a break-even business, which is good.

Speaker 2 But then, yeah, the question is like, what's the next thing you sell that now becomes the profit side of the business, right?

Speaker 2 And

Speaker 2 with the $10,000 asset,

Speaker 2 have you built an email list? Do you have a big email list? Do you email? What's that look like right now?

Speaker 9 Yeah,

Speaker 9 I have 6,000 in my email list.

Speaker 9 I don't get a ton of response from my email list. I have about 3,000 in my

Speaker 9 that I can text, and I do get pretty good response from my text messages

Speaker 9 and that sort of thing.

Speaker 2 Are you selling them stuff through text and email?

Speaker 2 But you just push them back in the same $3,000 program, or do you have other offers that.

Speaker 9 No, it's just, I just have the two.

Speaker 7 Okay.

Speaker 2 Yeah, I think

Speaker 2 there's a couple of things. One is just like, how do we,

Speaker 2 I'm just trying to think, if this was mine,

Speaker 2 I'd be like, we've got to figure out some more ways to build continuity. And because even if you're doing this stuff, you've got $3,000 offer, it's one-on-one, which is heavy lifting, right?

Speaker 5 At a fairly low price point.

Speaker 2 Yeah. She's in the weight loss market, which is hard to do.

Speaker 2 It's harder to...

Speaker 2 I've seen people successful with $3,000. I see

Speaker 2 a couple people have success, like a $10,000 weight loss program, but usually they've got some other element into it. It's not just weight loss.
It's like weight loss and entrepreneurship.

Speaker 2 You know, something like that, where it's like they can justify the cost more.

Speaker 2 I just look at like, so if you look at the Brandon and Kaitlin's business, like Lady Boss, before we acquired it, like, what they were really good at, they did webinars,

Speaker 2 and they were doing one of them made, but it was a smaller price point. It wasn't $1,000 price point.
It was $147 price point.

Speaker 2 So they had an app that had like fitness and challenge and stuff like that, all right? And it was,

Speaker 2 I think it was like $27 a month or $37 a month, or you get lifetime for $150.

Speaker 2 And that was the offer. So what happened is someone would register for the webinar, and they would go put them on a trial for the app.
So they got the app trial.

Speaker 2 So they principally got on the app, and it just had recipes.

Speaker 2 Anyway, and then they would do the webinar, and then they would sell basically, like, you get lifetime access to the app forever, plus you get it. And they had a bunch of other stuff that put in there

Speaker 2 but that was their business and it was a hundred fifty dollar offer and if they didn't buy that they were on continuity so between the two they they built a huge continuity business and a huge offer there and eventually took those people and then they launched them into high ticket to they had a three thousand dollar coaching program they had supplement program they had like all these other things but that front end was extremely profitable before they ever launched in the back end things it's like i think for you it's like the way lost market like the

Speaker 2 like the the price points that seem like it crushes is usually lower but you have things working here so it's like how do you build that front end engine where you start just getting people in and getting people on continuity?

Speaker 2 So you start having more continuity to recurring income, which probably take a lot of stress off your shoulders.

Speaker 2 But then having an offer that's, it's not super high-ticket, but it gets people into your world, gets them to commit.

Speaker 2 And now it's like those people are the most likely to buy your $3,000 offer as well. You know what I mean?

Speaker 9 Yeah.

Speaker 2 And so that's what I'd be looking at.

Speaker 2 Like an offer like that that gives you both things, continuity, something that you could successfully sell on a webinar and then creates perfect leads now to push into the high end.

Speaker 2 You know what I mean?

Speaker 9 Yeah, so my webinar actually, instead of of going to like a thousand-dollar offer, I would be doing a webinar to like a $150 offer.

Speaker 2 Maybe it was $197,

Speaker 2 something like that, yeah.

Speaker 9 Yeah, like a $200 offer or something, and maybe have like an upsell.

Speaker 15 Yep.

Speaker 2 In fact, if you go in the Prime Minuter Foundation program,

Speaker 2 in the webinar swipe files, I literally have Caitlin's webinar of her pitching best offer.

Speaker 2 So you could go and you could watch the entire webinar of it and be like, see how she positioned it, the pricing, all kinds of, I can't remember if it was $147 to $197.

Speaker 2 But the core part of the offer was just the monthly thing you're paying $27 a month for, now you get it for free for life.

Speaker 2 And that makes it that offer,

Speaker 2 that was a million-dollar month offer for them running that through paid ads. And then on the back of it, then they launched all the other stuff after that.
You know what I mean?

Speaker 9 Yeah.

Speaker 2 Because even like a $1,000 weight loss offer is heavy lifting.

Speaker 2 If you're not tying in supplements, that $1,000 weight loss offer, I haven't seen a lot of people crush that. I've seen people crush $3,000, $2,500 to $3,500

Speaker 2 weight loss coaching offers.

Speaker 2 I don't know anyone right now that I'm aware of that's got a $1,000 webinar weight loss offer that's really crushed it. They've been more

Speaker 2 lower price point, you know what I mean?

Speaker 12 It's the lower end. Okay.

Speaker 7 Yeah.

Speaker 13 All right. Okay.

Speaker 9 That gives me, it definitely changes my focus.

Speaker 7 Yeah.

Speaker 2 But if you can get, again, now, because even if you shift the mindset today, now all of a sudden, like, that becomes the break-even funnel for you. And then $3,000 all becomes profit.

Speaker 2 Now, like, you don't have to spend ever on the back end. You spend on first something.
And I think you can make it profitable.

Speaker 2 But if you let's say you don't right but now you're generating you know a thousand two thousand three thousand leads a month coming through that because it's it's faster lower price point you're building up continuity income coming in on it and then from there it's like now each month you're doing campaigns into the three thousand that's all just pure profit now the other thing I will warn you of now because as this starts scaling that you're gonna struggle is like the one-on-one coaching over time will drown you, right?

Speaker 2 Even if you got somebody who's doing it.

Speaker 2 This is like the progression of most people doing this. Like in the same way, I did one-on-one coaching, the point where I got overwhelmed, I couldn't do it.

Speaker 2 Then we switched to group coaching until eventually that stops having the diminishing returns.

Speaker 2 If you look at the third version of coaching, which is what we're doing right now, has been the most scalable way to do coaching and the most

Speaker 2 high success rate of coaching we've ever done. And so that's what we're doing inside the Prime Mover Foundation program, where it's facilitated.
So

Speaker 2 I would start looking at doing a version of facilitated stuff now for you because

Speaker 2 if you start structuring that, when it starts growing and scaling it will take that pressure off your back. Do you want to explain what the facilitated stuff is? Oh, 100%.

Speaker 2 Chris is going to facilitate coaching, but I'm trying to convince everybody.

Speaker 2 In fact, part of the reason why you guys should be part of the foundation is see how we do facilitated coaching because it is, like I said, on our side, the least intensive to fulfill on, but has the highest success rate since I was doing one-on-one coaching.

Speaker 2 So it's like, it's like the best of both worlds. It's easier for you as fulfillment, better for the end client as well.
And so I'll have them walk through so you can understand.

Speaker 2 I even can kind of understand how it works.

Speaker 5 Well, I said this the other day, too. What's so crazy about this is I think Brandon who runs a lot of these cameras last time we did this he's like are you ready for Monday?

Speaker 5 Like there's a lot of people who just joined this thing. I'm like yeah it's no different.
I was just to add a couple breakout rooms. It's like it's all the same.

Speaker 5 So how this works is you come in and we have people who understand this stuff inside and out but what's so cool is to take the pressure off of Russell.

Speaker 5 Russell would be in teaching the same thing every single day, you know, six different times or whatever if he was going to do this one-on-one. There's no way for you to like sustain that.

Speaker 5 It's like getting max heart rate and trying to run a marathon. It doesn't work, right?

Speaker 2 You always burn out eventually.

Speaker 5 Exactly. So what you can do is you can offload this and you know

Speaker 5 we have very talented facilitators, but it doesn't mean that at first you have to have somebody that knows your product inside and out. We do, but you know, we're also at a different scale.

Speaker 5 But you can have somebody who comes in who can facilitate a conversation, be charismatic on camera, and push to trainings. So for example, we'll come in.

Speaker 5 What's going to happen Monday is everybody's going to come in. We explain how this works.
Monday it's probably going to be me live. Other times it might be Jordan.
It might be Chris with a K.

Speaker 5 We call him special K to differentiate, you know, Chris with a C or Chris with a K, just for fun.

Speaker 5 He likes it. It's a term of endearment.
It's nothing, you know, you guess it's like a cereal. Anyways,

Speaker 7 right?

Speaker 5 But here's what happens is we go in there and

Speaker 5 I'll do a little thing and we have workbooks. They're all built out and we say, all right, now what we're going to do is Russell's going to now teach you X, Y, and Z.
Follow along in the workbook.

Speaker 5 And then we push, we say, hey, alright, we're gonna push it over to Russell. And boom, now Russell's immediately on video, and he's teaching these things.
But here's the secret.

Speaker 5 Russell's not live every time. Okay? So he's in there and he teaches it.
But guess what? I am. The facilitators are live.
And then we come out and we always call this listen, learn, work, share.

Speaker 5 So you're going to listen to what's being taught. You're going to also

Speaker 5 learn as you do it because you're learning the workbook. Then we provide specific times for you to actually workshop these things.
So it's not just learning and saying, okay, good luck.

Speaker 5 We provide specific time frames right then and there for you to go and get the work done. For example, on Monday, we're going to get your offer done.

Speaker 5 We're going to go in and we're going to figure out what your level 10 opportunity is and get your offer done. Provide workshops to do it, and then breakout sessions where you can practice that.

Speaker 5 There's something so powerful when you jump into these breakout sessions and you say, okay, let me try this offer out on another human that doesn't know me, doesn't know my offer, and is fresh, right?

Speaker 5 And then so we'll go do that, and then you get so much feedback. And then a lot of times we'll do hot seats and so on, say best ofs.

Speaker 5 But by the time you're done with three, four hours of a facilitation, you have something started. It may not be completely done, but you have something started.

Speaker 5 Then we have these kind of breakout, we call them show and tell Q ⁇ As, which is super fun.

Speaker 5 Because people who have actually done something and had some results or not had results, they come and show a very specific part that they've done.

Speaker 5 And then other people can bounce in and say, oh, I really like that. I really like this.
Oh, tell me your results. How did you get that result? And then we open it up for questions, right?

Speaker 5 That's where scalability can get a little difficult. but you could do breakout rooms.

Speaker 5 Like, sometimes we'll have all three facilitators in there, and we take breakout rooms so we can get more questions answered. So, this is like an infinitely scalable thing.

Speaker 5 Yes, at some point, you might have to add, but it takes a lot of pressure off of you of having to sprint a marathon, right? So, it works really, really well.

Speaker 5 That's kind of how they work.

Speaker 2 Yeah.

Speaker 2 So, just think about it as you're as obviously one-on-one coachings work if you're down, but just thinking about how do you structure those things so that you don't, when this hits and it starts blowing up, that your person who's doing fulfillment doesn't drown, right and same thing for you on the sales side like right after you're doing all the sales calls eventually you get capped out as well right so it's like thinking through like if the webinar can do more to sales or how do you you know all that kind of stuff

Speaker 5 yeah and and and we always give them a full map too right so you know it's not just oh i'm gonna go to any one of these that's why wrestling says don't get overwhelmed if you jump in and you say okay what am i supposed to do we'll start with fountainhead don't just go into linchpin oh and then i see an alchemy thing on thursday i better go to alchemy oh and then there's another linchpin thing the following monday like pick pick the path and we'll help you do that But same with you.

Speaker 5 If you have something where they can see what the result is they're going to get after, for example, six modules, then that's what you do.

Speaker 5 You give them that roadmap, and here's step one, here's step two, here's step three, and give them, instead of that big elephant, you give them that one piece at a time, that one bite at a time, to make sure that they know the start from the mission.

Speaker 5 And that's, I think, what's been great with this, too, is because, you know, Russell wants you to just go deliver a lot of times.

Speaker 5 And this is allowed a very structured way, because all of you are shiny object people. I know you are.
Let's see some heads. You guys know you are.
You're like, squirrel, right?

Speaker 5 And so so this gives you that structured way to say, okay, here's step one, here's step two, here's step three. Let's now go put it out to market and get the result.
Yeah.

Speaker 2 I'm the shiny squirrel person. Chris is making fun of me.
I'm the worst offender of the world.

Speaker 5 You guys are like Russell. No, but that's his superpower, too.

Speaker 5 That's your superpower, too, right?

Speaker 2 Anyway, I want to go the log now because I think that'd be helpful for everybody just like thinking through.

Speaker 2 I talk about funnel hacking a lot and offer hacking. It's like, yes, please funnel hack us and offer hack us and look at stuff like that.
But also like look at how we do the fulfillment.

Speaker 2 Like this is me doing this 20 years like we've got to the spot where like this is the fulfillment vehicle that that's that you guys should be modeling as well and your fulfillment because it's the best thing we've done to have again make it easier on the fulfillment side but also more successful on the student side and it's just it's it's crazy because one of the problems i okay this is russell like i get so excited like our fulfillment is like i would do a three-day event i just jammed everything at people's throats and they're like this is awesome and i don't know what to do right now because i'm overwhelmed and the facilitation is like it's literally each framework it's like you i i teach a 15-minute session teaching the framework, and then everyone does the framework.

Speaker 2 Yes. Right? And then it's like, okay, now that's done, you come back and do the next framework.

Speaker 2 And it's cool because I remember Brandon Kalin, so Brandon Kalin were probably some of our most successful students. In the last decade, we've been doing ClickFunnels.
And they came in, and

Speaker 2 it was interesting because they went through,

Speaker 2 they signed up for the Funnel Builder Secrets Training. They went through the whole thing, it's $1,000 offer.

Speaker 2 And I remember they were on stage two years later telling everyone, like, I went through this course.

Speaker 2 And it was funny because

Speaker 2 afterwards, people were asking me, like, what course did you went through? And they told me, like, we have that course too. And they're like, well, we didn't have the same results.
Why not?

Speaker 2 And they said, the reason why is because you guys, when you watch the whole course, they didn't do anything. And Brandon and Caleb are like, when we did it, we watched video number one.

Speaker 2 And as soon as Russell said something, we paused it and we went and did the thing. And it's like, somebody took us like five minutes, somebody took us three days.

Speaker 2 But we went and did the thing, then came back, pushed play, and the next thing paused, then did the thing, and back and forth. And the facilitative way makes that actually happen.

Speaker 2 So as fulfillment and coaching, when you guys are doing your programs, it's one of the best ways because it forces people to actually

Speaker 2 get out of the learning loop and into the actual doing loop.

Speaker 2 As those you guys took the leap of faith, will know when you experience it all. It's really, really cool.

Speaker 5 So, I remember that testimonial, too. We put that in one of the webinars, too.

Speaker 5 And I, and I'm a car guy, and so I recognize what kind of, he never mentioned what kind of it was like a brand new, like, ZR-1 Corvette. No, it was a Z06, anyways.

Speaker 5 And I could tell from the interior, and he's sitting in front of Wells Fargo, and they're talking about this, and they're like, We just bought our own beach house.

Speaker 2 I'm like, Yeah, and you just bought a Z06 Corvette, too.

Speaker 5 Like, but they're saying that was it. They're like, We just stopped the tape and we went and did what Russell did.

Speaker 5 This provides the structure to do just that one after the other and go get that end result. But

Speaker 5 also don't get caught up in the learning loop. That's what's so cool about these facilitations.

Speaker 5 And when you do this with your people, is provide them opportunities to get the work done and then go take action, put it out to market.

Speaker 5 Like for you, you know, when we start this next week, we're going to say, okay, go get this done and then go try it on, you know, neighbors or whatever and like bounce this off of people, you know.

Speaker 5 And then as soon as you can, get a webinar ready. That's why Russell's like, what date are you going to do your webinar? And don't get caught caught up in just this learning high, right?

Speaker 5 Go and actually put it to market. That's when you're going to know if it works or not.

Speaker 7 Yeah.

Speaker 7 Well, Russell, we got one more.

Speaker 13 Who we got, Thane?

Speaker 6 All right. Next up, we have Sam Hickson.

Speaker 7 Sam, how are you?

Speaker 15 Hi, good afternoon.

Speaker 15 Okay, so basically,

Speaker 15 I do wholesale cell phones. So we sell wholesale phones and tablets B2B.

Speaker 15 Apple, Samsung, Motorola. And we have basically two types of clients.
One is the resellers, like mom and stores or other traders, wholesalers. They like our high-quality and our long-term warranty.

Speaker 15 We offer a 12-month warranty, which is basically unique in the industry.

Speaker 15 And then there's a second type of client, which is basically businesses of various types. They usually have an app and need more of a high-touch approach.
So they have a problem to solve.

Speaker 15 They need a product that's going to match up with their technical specifications.

Speaker 15 exactly what they need to deploy.

Speaker 15 And I feel like that's where the biggest opportunity is. We're solving a problem and there's usually healthier margins.

Speaker 15 So, my two questions are, number one is, I'm having difficulty crossing the bridge, I guess, like ideas of how can I apply the one-to-many or perfect webinar to selling businesses wholesale phones, which is a commodity, and making an offer out of it.

Speaker 15 That's number one. And number two is our current funnel

Speaker 15 was originally based on the GILT model, where you have to sign up to become a member to access the pricing. So that we had traffic, but no sales.

Speaker 11 And then once we've implemented that,

Speaker 15 so withholding the price from non-members is what gives us the opportunity to speak to the prospects, build the connection, build the trust, and allowing for the high-ticket wholesale sale to happen.

Speaker 15 I can add a lead magnet to encourage membership sign-ups, but I guess any idea is there.

Speaker 15 And

Speaker 15 I guess I'll finish off with the question that Whitney asked: which, if you invested in our business, what would you do?

Speaker 2 Okay, so the core business is selling cell phones to

Speaker 2 a business like mine gives you cell phones for other employees. Is that the model?

Speaker 15 That would be an example. Or let's say you made a special app and you wanted to marry it with a specific type of device.

Speaker 15 We'd help you create get the right device for your funnel app and so that you could deploy it to your customers or your workforce.

Speaker 2 So is your business the selling the phones or the apps or both?

Speaker 15 No, we don't do the app, but we help solve the problem of of finding the right device for your specific app deployments scenario.

Speaker 2 What's the size of business you typically you're simply selling to?

Speaker 15 It's really all over the map.

Speaker 15 I mean there's the smaller customers that are mom and pops that buy $3,000 to $5,000 orders and then we have all kinds of businesses that may be buying anywhere from $10,000 to $500,000 worth of product.

Speaker 2 Who's your dream client?

Speaker 2 What's the easiest and the best and most profitable for you guys to serve?

Speaker 15 Well, the dream client are those enterprises, businesses, medium, small, large, that have a specific app and a specific need for product.

Speaker 15 We have, for example, a POS company that wants to deploy a POS app on their phone and give it to their customers.

Speaker 15 We have a medical company that puts out thousands of phones for heart monitoring and so on. So there's these unique business cases where people need to marry a device with an app.

Speaker 15 That's really our dream client.

Speaker 15 So we have healthy margins. It's usually large amounts of business.

Speaker 15 It's consistent or repetitive.

Speaker 2 Is it harder to find those?

Speaker 2 I'm thinking from a presentation standpoint, who do we congregate together? Is it those kind of businesses? Are they hard to

Speaker 2 target and get together versus the business?

Speaker 15 We have a wide funnel. We have a lot of organic reach for many years.
So people come in every day. And then it's just finding

Speaker 15 those bigger opportunities in the people flowing in. And it's usually a mix of those reseller types and then these unique enterprise types that flow in, and we just have to make sure we get on it and

Speaker 15 find the right solution.

Speaker 2 When they opt in or whatever, are they telling you which kind of business they are? Do you have that information up front? Yeah,

Speaker 15 they're telling us what they need, yeah. And it's the last two questions is tell us a bit about your business, tell us a bit about your needs.

Speaker 2 And then afterwards, you guys are outbound calling them, I'm assuming. Is that the sales mechanism?

Speaker 15 But then we pick up the lead and reach out to them. And if they see, when we have that connection with them, we can figure out what their needs are and address it.
it.

Speaker 2 Very cool. And then is it a short sales cycle or is it a long sales cycle normally?

Speaker 15 It's usually pretty short. It's usually pretty short.

Speaker 2 Okay. So the question then, sorry, I went down a rabbit hole question.
So the question you're asking me then, re-ask that question, let me make sure I'm answering the right thing.

Speaker 15 Well, two quick questions. One is, how do we apply the one-to-many concepts to this kind of funnel? That's number one.
Number two is,

Speaker 15 outside of making people sign up because they can't access the pricing,

Speaker 15 would there be anything else you would recommend?

Speaker 2 Gotcha. So a couple things.
Like one is

Speaker 2 I've seen people do this a lot in the network marketing industry, which may relate to what you're doing.

Speaker 2 So the network marketing is the buy leads, right? So long, and we were helping run some of these funnels back in the day, but people would buy leads, and the reps are calling people on the phone.

Speaker 2 And you get one rep who's really good, and then 200 reps that can't close someone for the life of them. And so we were like, the leads were just getting burned.

Speaker 2 So how do we make this sustainable and systematic and stuff?

Speaker 2 And so we build out a funnel where basically what would happen is the rep would just get the lead and like, hey, and and their job is to get a hot body on the phone, right?

Speaker 2 So call in person, they get a hot body on the phone, and then we knew that they stuck selling. So all the person, they get them on the phone, their job then was to put them on a presentation, right?

Speaker 2 Cool, there's a presentation happening in 12 minutes from right now. It's gonna walk through the thing.
You right now, there's one happening at, I think it was the description.

Speaker 2 It's like, there's one happening in like three minutes from now, and there's one happening in an hour from now. Which one can you do? And that was the script, right?

Speaker 2 And the person's like, I could do it right now. Like, cool.
Here's the link.

Speaker 2 It's a 45-minute presentation. I'm going to call you back afterwards, and I'm going to find out if you're A or B or C.
And A is someone who's interested.

Speaker 2 interested, they got a couple questions, a B is somebody who,

Speaker 2 or an A is somebody who's ready to sign up right now, and you're ready to rock and roll. B is someone who got a couple questions, but if

Speaker 2 everything's sound, if I can answer your questions, then you're in. And C, you're not interested.
So I'm going to call you back as soon as it ends, and I see you tell me if you're A, B, or C.

Speaker 2 If you're A, we'll get you started. If you're B, I'll answer your questions.
We'll get you started C, then we'll leave friends, no harm, no foul. Okay? And the person's like, okay, cool.

Speaker 2 And they push in the one-to-many presentation. Presentation happened.
Person calls back afterwards. A, B, or C.
I'm an A. Sweet.
Here's your, give me your credit card.

Speaker 2 You're a B, what a question do you have? C, then they would bounce and they'd go off.

Speaker 2 And so that started crushing because all the person had to do was get him on a webinar, ask him A, B, and C and sign him up, right?

Speaker 2 But the webinar did all the heavy lifting of the presentation and the selling.

Speaker 2 So that's what I was asking how long the sales cycle was, because if you guys are already crushing and just closing really quick, then I don't know if I would worry about that unless you don't want to scale people, you know, whatever.

Speaker 2 But if you're having inconsistency in conversions and close rates and stuff like that, you could definitely build a presentation that's then going to do all of the heavy lifting, break the false beliefs, resolve the concerns, make it really easy.

Speaker 2 But then the follow-up call now is just like order-taking. You know what I mean?

Speaker 15 And I like that. I think we should probably also drip it to them as well, right? So drip the presentation to them regardless of whether they want to show up or whether they show up or not.

Speaker 2 For sure. And then even like unconverted leads, right? So for us, it's like,

Speaker 2 you know, people sign for click funnels. I mean, we get a couple thousand a day that sign for click funnels and then only you know, whatever, 25% of them end up become customers.
The rest don't.

Speaker 2 So it's like we have all these leads every day.

Speaker 2 It's like, oh, so we build whole campaigns that push people back to webinars to try to take the dead leads and it converts a huge percentage of those people back in.

Speaker 2 Even going back to all the leads you've had in the past, right? Like, I'm sure you've had tons of, you have probably a huge thing you've done.

Speaker 2 Yeah, like taking those people and like, hey, run them through this, to run through a webinar to re-get them excited, re-get them up, and let the gold drop down to the bottom.

Speaker 2 And then now, you know, that alone would pay for itself in like five seconds, you know.

Speaker 11 Right. Cool.
Very good.

Speaker 15 That definitely helps me with it with how to apply the one-to-many approach.

Speaker 2 Very cool. And the other thing I'd do is I'd make a whole bunch of little mini, like, five-minute perfect webinars, three-minute perfect webinars to put out as ads on social media that like, again,

Speaker 2 you know, throws out the big result, three secrets.

Speaker 2 Like Eric Thane style stuff, do two, two to three minute versions you run as ads just to create awareness on the front end, then lead people to the call, and they can really,

Speaker 2 I'd assume through that, you could increase a lot more front end phone calls as well. Is your most of your traffic organic right now?

Speaker 15 Pretty much, yeah.

Speaker 15 I'm working on restarting, like, the omnipresence retargeting type of thing. So I'm working on that now.

Speaker 2 Gotcha. Cool.
Yeah, I would say start doing small versions perfect webinar and start blasting those out of the ads.

Speaker 2 That way you can control your own future and have access to increased lead flow as much as you want.

Speaker 11 Perfect. Thank you.

Speaker 5 Very cool. Thanks, Sam.
Good afternoon. Sam.

Speaker 7 I love it. That was so different.

Speaker 2 That was good. That was cool.
Again, so many different businesses in the side of our world. I love it.