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

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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. It's 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 going to do this again in January.
I'm having too much fun with this. So in January, we're going to be doing another version of this.
If you haven't experienced Selling Online yet, make sure to go to sellingonline.com, get a ticket. This three-day event is going to teach you everything about how to create a one-to-many sales presentation.
It's insane. Anyway, right now today is because I haven't had a chance to record a full another podcast episode, I'm going to share with you guys another session of Q&As from the last song online event.
So there's a lot of really cool Q&A sessions in here. Some of the questions we pulled out, we talk about how to create effective recurring revenue models for licensing programs and memberships.
Talk about scaling one-on-one coaching from 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 retargeting can amplify your marketing efforts.
Leveraging community-driven learning and collaboration for greater success. And a whole bunch more.
So if any of those things sound exciting or you just want to hang out with me, do some Q&A for the next hour or so, I hope you enjoyed this episode. I hope you get a lot of value.
And when you're done, go over to sellingonline.com. It's a hundred bucks.
Get a ticket. Do not miss this event.
I promise you guys it'll change your life. I'm watching Dal Haas 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 future.
So anyway, I appreciate you. Hope you're doing great today and have some fun with our next Q&A show.
In the last decade, I went from being a startup entrepreneur to selling over a billion dollars in my own products and services online. This show is going to show you how to start, grow, and scale a business online.
My name is Russell Brunson, and welcome to the Marketing Secrets Podcast. Clayton, let's keep going.
Who else we got? All right. Next up, we have Tish Baldez.
Tish, how are you? I could really use your help on getting traffic. And here's our unique niche.
So we sell to small, mid-sized businesses. So they may have between, I would say they could have as few as a hundred employees, but some of them have thousands of employees, but they're still small, mid-sized businesses.
They're corporations. They function like corporations and they don't spend time on LinkedIn.
They have LinkedIn profiles, but they spend no time there. Right.
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. 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 back story is we have 100 percent referral only business.
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.
But we've done very well just on referrals only for 20 years. What we haven't been able to figure out is how to get traffic from people with inside of corporations.
Cause our decision makers are within those organizations and they just don't spend time looking for work related things on LinkedIn, not the decision makers. Yeah.
You know, they hire people to write their LinkedIn posts, right? Who's the decision maker for your business?

Like, is it the marketing developer? Like, who's the person inside the business is buying? Yeah, for us, if it's a small enough business, it would be somebody in the C-suite or a vice president. 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, but the consulting companies who service them.

Gotcha. Specifically, mostly within life sciences, pharmaceutical companies, biotech companies, but the consulting companies who service them.
Does that help you to have more of that information? Yep. Do you know exactly, like, are you able to identify in a company, like, do you have a list of here's the people that are the decision makers? Mm-hmm.
We have a list. We've used LinkedIn Navigator to identify the who.
Like, who is likely to be the decision decision maker because in the smaller and mid-sized companies, it varies. There's no title.
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. Cool.
All right. So this is what I would do.
If this was me, I would look at this like if I was to buy your business, what would I do? 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, if you haven't, 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. I talk about it differently.
But Chet does it for the type of businesses, like your type of business, right? So he would take that list of here's the 100 or 500 or 1,000 decision makers, right? And what he does, he starts creating a Dream 100 campaign. So what he does is 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.
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 trying to figure out how to change their business because they don't really care.
They're just showing up for a paycheck. But for me but for me, it's like, they, I got to get, I need to get a message to them, right? That's going to bypass the filter.
So I, I'm 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? It's 500,000, whatever the number are.
So it would be very, very inexpensive to, um, to upload that list to Facebook, whatever. And then just like, um, like follow that person everywhere.
So anyway, it's like, they get this thing in the mail, they see a package like, Oh, like, okay, whatever. They kind of forget about it.
But then everywhere they go from that point forward, they are being followed by ads of you and stories of you and webinar. And like, just, it's just like the spot where like this person must be the most famous person on the planet.
Cause everywhere I go in my personal life, they're everywhere, right? And for a thousand people, like you can – the cost to like blanket that person's social media anywhere they went is so small that it's like – it's insignificant, right? And between like having a campaign where you're sending stuff, calling, they're following, that's where you get so much awareness that like eventually like it gets easy to make the to get the, get to the gatekeepers, do those kinds of things. Because the core people that are making decisions are like, they can't get away from you.
Right. 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.
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. 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 anywhere. Right.
And it opens up all these conversations. 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? It does.
Can you give me an example of what you'd send? Yeah, I can do one too. So when we did 2.0 launch, 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 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 open they'd be like somebody what is this yeah look here just come show that real quick matt this is probably ridiculous this is probably overkill but this is what but this is what we did.
I was like, can we show the camera? Yes, we sent everybody a big ol' thing. This is made out of styrofoam.
And here's what happened. 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 set that to here for two. 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 were 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, et cetera, 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? Like something big.
I want to add something to that too. So I'm not sure if you've joined the, the, uh, the primary foundations program, but if you haven't in there, there's three, there's three tracks, right? There's the, there's the fountainhead, which is teaching one to many selling.
There's a linchpin, which teaches the funnel strategy. And then there's the Dan Kennedy alchemy program.
So Kennedy was my mentor. And so Kennedy has the thing he teaches called the shock and Aw Package.
We create a Shock and Aw Package. And we have a whole two-day event we do every, a couple times a year, teaching how to build a Shock and Aw Package.
So Darcy, who's the head trainer at Magnetic Marketing and the Dan Kennedy Company, she does this training. And it's insane.
So what a Shock and Aw Package basically is, it's a package they get in the mail. They open it up.
It has all the core things.. So like there's testimonials in it.
There's the story in it. There's the offer, like all these types of things.
And so, um, and so if you were to ask Dan Kennedy, you'd be like, build a 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. So if I was you, I'd recommend is go into the foundation and the members area, go to the third column, which is the alchemy and go find the shock and awe training package from Dan Kennedy and go study 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.
So when that shows up, they get it, they see it as very cool presentation. 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, it makes everything else easy after that. Thank you.
Excellent. I appreciate it.
Hey, give Tish a hand. That was awesome.
I love it. Do you see what just happened to what Russell do? He just sent right back to the framework.
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.
And then that's what we can do is help point you in the right direction. It's cool too because like a lot of times with this, 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.
That's why I was like, swear to me, you won't get overwhelmed, right? But like I know the next problem Jays are going to have. Just so you know, like I've plotted the map.
You have to give a mouse a cookie. And so the first step you guys need is you need the one-to-many.
That's why this event, it's about getting in there, getting the primary foundation. You can create 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, Russ, do we do this? How do we scale? Because that's question number two I always get.
After the presentation is done. Cool.
I'm like, well, we have a linchpin coaching program, which, excuse me, we used to sell for $25,000 a year. I gave it to you.
It's all for free. So as soon as you're done Fountainhead and you've got your presentation out there, then you're like, what do I do next? Or else I'm like, just go into linchpin.
Like, how much does it cost? You get it for free because I love you. So then you go to linchpin.
That helps you build out the things. The next question is 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.
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. I know where you're going to go.
And so as soon as like this part's done, next part you get, 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 specific that shock and awe package. It's like, cool.
We 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 her, I'd be geeking out all the Dan Kennedy stuff. Dan Kennedy stuff is, my stuff's more traditionally for B2C.
It works for B2B as well. Dan Kennedy 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, I still think you've got to focus on the one-to-minute presentation.
But I would also augment with all Dan Kennedy stuff because his was foremost built for B2B. I've just taken his stuff and mushed it for B2C.
And so anyway, it's all in there. Everything I see moving forward is all in there.
So again, we've plotted the map where it's all in there. Yeah, I love it.
Love it. All right.
Clayton, who else we got? All right. Next up, we have Caitlin Vila.

Caitlin.

Hey.

How are you?

Good.

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

So 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. So that one, we knocked it out of the park and it's fantastic.
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 the client experience, ability to use the, like they can use the clinic funnel that we had

built, introduction to consultants that we've used. They'll have a launch manual, Asana templates,

literally everything. And it's basically a licensing program without it being a licensing

program. So then the skills course will upsell to the business course.
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. So I'm currently building it and we have a wait list 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. Um, but it's worth a lot more.
And we also want to figure out a way to do recurring revenue. Um, 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, 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. There's just so many ways we can take the offer and we're trying to figure out the smartest way to do it, or we can just call it licensing licensing program and charge annually that way.
Um, yeah. Do you want annual, do you want monthly? Does it matter to you or just, you just want to make sure that people buy are continuing to.
Um, I just want to make sure that people continue to buy. I know annual generally has a better retention rate.
Um, I guess the reason I was thinking annual is because to this point, our other course has just been like 5k upfront and then there's no recurring fees from there. Yeah.
Cool. Yeah.
I think the biggest thing with, uh, 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? How do we, how do we, how do we figure, how do we talk through that? Right. And so I think, um, there's different things.
It's like, what, what are the, what are the recurring deliverables that justify them continue to stay on? Cause that's the biggest thing you'll get to. We get the same thing is after the year's up and then people are like, uh, like, why am I saying again? What's the, what's the deliverables? And so there's, it's smart to have more than one.
So I think transitioning from positioning it to like, you're getting a course like licensing is a big piece of it. Right.
Cause then there's, there's a tangible, like they lose this thing if they're not, if they're not in there, but it's like, what are the other element? Like, what are other things you can add in there also to make it more sticky? Right. Uh, cause some of me, like maybe they're not using licensing.
Like, Oh, I'm not using that anyway. So I'm, I'm out.
It's like, ah, crap, I lost him. Right.
So for me, I'm always trying to figure out, uh, like even, even in, um, so we 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. That'd be insane.
Plus the virtual. Yeah, 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.
And so like, if they, and like, that's a recurring. So like, it's very, there's a pain of disconnect.
Like if we stop this, then you lose that benefit, right? 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 twice a year, six – or yeah, every other month. There's something that they get a value of or it's showing the cutting-edge stuff, the next things that are happening or, they start losing out on.
Plus the licensing. 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.
But other than that, it's just adding it on. You know what I mean? A question for you too.
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?

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.

So that could be something you'd charge for.

Another thing too that we do in our mastermind is we also do virtual fly-ins, which have been huge for us.

So the virtual fly-in once a month, where basically the virtual mastermind once a month,

and then a physical one once a quarter.

Yeah, where these people can get together. And it's a lot bigger than, say, like a regular Q&A.
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. 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.
One thing you can look at too, that works, uh, again, there's always the structure. There's the annual.
I don't like annuals as much myself. Cause I, I just like having, I, 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, $5,000 and it and it's going to be amazing. Plus we'll give you two months for free of our mastermind, which is $1,000 a month.
You get two months for free, right? So that happens. They buy the course, they get two months for free, and then they get experience that.
So for two months, they're doing the virtual fly-ins. Maybe they come to one of the events.
They're like, they're experiencing some of that benefit. They're like, whoa, that's awesome.
And then after two months, you got them addicted, right? So the drug dealer closed or the puppy dog closed, which is the same closed, but we'll call it puppy dog. 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. They, they get the experience of like, whoa, this is really valuable.
And then it keeps rolling over and they say the thousand dollars a month. Right.
And that's something you can go back to your existing buyers too. And like, Hey, we're launching this new mastermind program.
It's $12,000 a year, but we want to kick it off with you guys. We're gonna give give you two months for free to experience it.
This is what the benefits is. Number one, you get continue to license their stuff.
Number two, we're doing the virtual event. You know, once a month, it looks like this.
Number three, there's 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.
And that way you can take it off to your existing customers. But then moving forward,

you just add that as part of the offer. And you won't say the conversions drop because people like, Oh, it's two months for free.
We'll try it out and see what happens. Um, and then,

but a huge percentage will roll right into that. Yeah.
So if I, 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. If it's a licensing program for our systems, if they're no longer part of our thing,

Thank you. licensing program, then instead of thinking like, oh, well, I've purchased this course, I should have lifetime access to it.
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.

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

we may have to keep it the same, but I would, I would just transition that where when in the

offers, 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, the license. I don't know if you're, are you licensing like marketing stuff to them as well? Yeah, we're, we're giving them all of our systems.
Cool. Cause like, um, when Hermose did his, um, 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, um, 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. It's like, that was the part of it.
It's just like, you're getting cutting ads. Like what's working now? Cause you know, the ads over time will start fatiguing.
They start working. Everyone's using them.
So like, we're always testing on our gyms and we figure out the new, the new models we give them to you guys and you can run them. It's now there's like this.
It's not like I licensed something once and it's static.

It's like I'm continuing to get the license on the new things and you know what I mean.

Okay.

If you're giving a lot of the pages and everything else too, this is something that was at FHL.

Frameworks within ClickFunnels is massive.

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

Well, if there's something attached to this that helps them get all these things, you can get affiliate commission month after month after month if they're using something, a tool within that entire framework too. And frameworks does that inside of ClickFunnels, which is awesome.
Yeah. Okay.
Awesome. Thank you, guys.
Love it. Very cool.
All right. Give it up for Kalen.
All right. You're right.
I love about this community. So when I first got into business, like I remember I joined Dan Kennedy's Mastermind the very first time.
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 in the same business.
I was just like, this is awkward, and this is boring, right? And then I joined this other Mastermind group. People know who they are.
And I showed up, and everyone in that group were all internet marketers. Like, everyone just had the same business.
I'm like, ah, and then we've built ClickFunnels. 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 relations. And like, 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. The frameworks all work for all of them, but it's just, it's fascinating because you have a chance to learn from everyone.
Anyway, so I just, I love this. I love our community.
Even in these coaching calls though, it's funny. That's why I asked like, do you think all of them would be upset, you know, about competing with each other? You have no idea how big your market is.
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 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.
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.
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Again, that's NorthwestRegisteredAgent.com slash R-U-S-S-E-L-L. All right, Clayton, who else we got? All right, next up, we have Jonathan Mitchell.
Jonathan, how are you, sir? Hey, Russ, my gosh, I'm fired up by your VIP session, and thank you so much for just the awesome training. Love it.
So I run a college admission coaching business that helps first-generation and hardworking students stand out and gain admission to their dream colleges, including top-tier and Ivy League colleges. So we are shifting from a one-on-one coaching business, which was typically priced from 9K to 20K, where we offered these programs to warm prospects referrals, to now group coaching for yearly 3K tuition, basically to better serve the first gengen marketplace.
So we primarily use webinars to convert webinar attendees into strategy sessions. And our main challenge, though, has been lead acquisitions.
So we launched a YouTube ad campaign targeting first-gen parents, and our entire fund is by what it's been built with ClickFunnels. 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? And I was wondering if it's even possible that I share the landing page and the VSL.
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?

So the traffic is good.

So I'm working with an ads manager.

The conversions are starting to pick up.

And I added, by the way, one added bonus on the landing page, which is that was not mentioned in the video, which is learn how to get a free access to a college search software valued at $1,100. Free access, you know what I'm saying? And it appears that we've doubled, you know what I'm saying, our opt-ins.
I don't know if it's possible for you to see it, the landing page, or to give me some input. What can we do basically to increase, of course, opt-ins and obviously to increase the bookings and so forth? Yeah.
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 is like it's hard to know without looking at stats and numbers. But I'll give you some general guidelines.
So somebody's giving away free software will increase conversions on something. But then the is that people show up to their minds and they're not the right people.
The conversion on calls will go down because they were just trying to get a free thing. I've gone back and forth.
I'm like, hey, schedule a call and you get this free thing. And then they show up and the sales guys are like, these leads all suck because they just want the free thing.
So it's like this weird thing you have to be careful because it's like sometimes you increase conversion to the detriment of sales on the back, right?

So it's like this yin-yang of, okay, how do we increase? So I would say what I would be focusing on for you. So if ads are working, they're going – people are – is it VSL book a call? Is that the – Yeah, so they watch the VSL, and then basically they can click a link to our Cannotly booking page.
Cool. So what we found with, uh, with our funnels like that, the, the, um, the, the thing that increases conversions the most on the, from between like them register, like through ad to registration to the, to the, the phone call is how much time they spend with you before the phone call.
Right. And so it's this weird thing.
Cause sometimes they see an ad and like, Oh, three set. They watch the three minute ad.
They click the button. They come over there.
They hook that thing. They opt in and the phone call happens.
And the only thing they know is the three minute ad, right? Or maybe like this little bit of landing page. They very little.
So there's a gap between like when they, when they, they, they register and then when the call happens. And that's where like, that's where I'd be focusing more effort because that there's, that's more important than like increasing conversions on the book of call page.
Um, um, because, because it's going to 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 10 hours, my content, they're going to give me money.
Right. There's a reason, by the way, why we do a three day challenge, eight hours a day.
Right. Cause by the time I'm asking you for money, we've spent 15 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 with me 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 ship because the more consumption they do prior to the call, the more likely they're going to buy. And that's the conversion metric.
That's the most valuable in the funnel is how many people are going to buy on the phone. Right.
And so for me, a couple of things, like when someone registered for our VSL, the book of call page, there's like immediate homework, like go watch this hour long video right here and go watch this. So on the thank you page, there's like two homework videos, right? Then the email campaign comes out and it's like, Hey, before the call shows up, I want you to watch some stuff.
And then we create a YouTube playlist. Cause I don't want to just a YouTube video.
Cause they may watch a video in the bounds, a YouTube playlist of like 20 videos that if they watch it all, it's like five or six hours, right? I'm like, there's this playlist of videos. They're going to teach you how to go from da-da-da.
And so go watch this feed. So we push people to a playlist.
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.
I'm not telling them, go watch eight hours of my videos. 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, they know my stories and the sales guys like, this is so easy.
Like this is insane. Right.
So like that's the secret sausage to be thinking about is, 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 to sell something. They're on the phone and the person's like, yeah, I saw an ad yesterday and showed up.
They're like, cool. And they're like, I'm not going to try a sales person right now.
So what the 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 it.
We can have a conversation and then it pushes back. So sales guy knows that.
Cause what happens a lot of times sales guys, like we're trying to get the money on the lead sucks. It's dead.
Instead of the guys like leads not ready yet. Cool.
Let's rebook in three days. I want you to watch this video.
Sends them to the playlist. Person watches the playlist.

They watch some stuff.

Then the call comes back

and the person's like on fire.

Like, I love Russell.

Like, cool.

Do you want to sign up?

Like, yes, I do.

Right?

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?

It's 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 challenge?

Because I got a 30 minute pitch. I got to wrap it in a five day challenge to warm them up, right? Why do I do a challenge? Because 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.
I got to wrap it in three days of content. It's all about that, building the relationship.
The more time someone spends with you, the more money they will spend with you. And so that's the biggest conversion metric I'd be focusing on in your VSL funnel.
Because there are things you can keep tweaking and changing, 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. Got it.
So my takeaway basically is increased consumption. Yeah.
Yes. I love it.
Okay, speaking of that, we used to have, we had, when ClickFunnels, we first launched ClickFunnels, we were trying to get to increase conversion rates. And that was the same thing.
We created a, I forgot about this campaign until you said consumption.

We call the operation consumption.

And it was like,

how do we get these people to consume funnel content?

So they want to use funnel software.

And we had a whole campaign that was internally called operation

consumption to get them to consume content.

So they would use the platform.

And I totally forgot about it.

You said that I'm going to go back and see if we still,

I don't know if you saw that campaign out there,

but if not,

I'm going to go credit operation consumption campaign myself.

So thank you for re-cunching me back into whatever you do. Love it.
Thank you. Thank you so much, Ross.
Awesome. Let's give Jonathan a hand.
Great job. Thank you so much.
All right, Clayton. We've got a couple left here.
Who do we got? All right. Next up, we have Whitney Prude.
Hey, Whitney. Whitney, good to see you.
What's your question? Hi there. So my question is, Russell, I want to pick your brain about if you were to buy my business right now, what would you do to get it to scale? So currently, I have a multiple six-figure company, 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.
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.

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

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, 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. So anyways, that's kind of, that's kind of where I'm at and I'm just kind of staying stagnant.
So your cost tied, like what is your biggest cost? Like ad costs or you do organic? Like where's the ad costs. So like $10,000 a month in ads.
Gotcha. Um, do you have organic strategies at all? I've tried, I've tried organic and I honestly, like in four, four years of doing this, I've enrolled like one person organic.
Um, I I've done organic on LinkedIn and that's, that has actually worked for me for a time, um, because I was a pharmacist at Mayo Clinic. And so I could kind of get like Mayo Clinic people to have like this trust.
Um, but organically, like I have never had good success. And then how big is your team? Is it just you? Are you doing calls and stuff or is somebody else doing them? Or does that look like? So I do sales calls right now.

I have a coach that's doing all of the coaching.

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

So 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?

Like I could take all of these sales calls and then shift, you know, send people onto a coach and be able to grow instead of me trying to do everything. And now I'm like, well, how do I get these people coming in and book them? Right.
And so then with the, with the, um, the webinar or like, can I get them coming in on, on like a challenge? I just published a book. Um, 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? Cool.
So right now the core business is lead gen youth phone call fulfillment 3000. 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.
So the, the $3,000 program is a one-on-one coaching program. Um, and then I have a group program, um, that we sell at 1500.
So it's basically, it's exactly the same. Everything's customized to them, but instead of being on one-on-one calls, they're, they're on group calls.
So like with a, with a webinar funnel, um with a webinar funnel, my thought is I would try to get people in first at like 997 and try and get people into my group program. But yeah, that's my second offer.
Gotcha. Cool.
And the biggest thing is 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. But then, yeah, the question is like, what's the next thing you sell that now becomes the profit side of the business, right? Right.
And with the $10,000, have you built an email list? Do you have a big email list? Do you email? What's that look like right now? Yeah, I have 6,000 in my email list. I don't get a ton of response from my email list.
I have about 3,000 that I can text, and I do get pretty good response from my text messages and that sort of thing. Are you selling them stuff? I try.
But you just push them back in the same $3,000 program, or do you have other offers that?

No, I just have the two.

Okay.

Yeah, I think there's a couple of things.

One is just like, how do we, I'm just trying to think.

If this was mine, I'd be like,

we've got to figure out some more ways to build continuity.

Because even if you're doing this stuff, you've got $3,000 offer. It's one-on-one, which is heavy lifting, right? That's a fairly low price point.
Yeah. She's in the weight loss market, which is hard.
It's hard. It's harder to, I've seen people successful at 3,000.
I've seen a couple of 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, you know, something like that where it's like they can justify the cost more. I just look at, like, so if you look at Brandon and Caitlin's business, like Lady Boss, before we acquired it, like, what they were really good at, they did webinars, and they were doing one in May, but it was a smaller price point.
It wasn't a $1,000 price point. It was a $147 price point.
So they had an app that had, like, fitness and challenges, stuff like that, right? And it was, I think it was, like, $27 a month or $37 a month, or you get lifetime for $150. And that was the offer.
So what happens 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.
So they put them on the app, and it just had recipes. Anyway, and then they would do the webinar, and webinar and then they would sell basically like you get lifetime access to the app forever.
Plus you get, and they had a bunch of other stuff they kind of, they put in there. But that was their business and it was $150 offer.
And if they didn't buy that, they were on the continuity. So between the two, they built a huge continuity business and a huge offer there.
And eventually took those people and then they launched them into high ticket. And so they had a $3,000 coaching program.
They had supplement program. They had like all 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 like the the price points that seem like it crushes it's 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 um getting people on continuity so you start having more continuity recurring income which probably of stress off your, off your shoulders, but then having an offer that's, it's not super high ticket, but it gets people into your world, gets them to commit.
And now it's like those people are the most likely to buy a 3000 offer as well. You know what I mean? Yeah.
And so like, that's what I'd be looking at. 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.
You know what I mean? Yeah. So my webinar actually, instead of going to like a thousand dollar offer, I would be doing a webinar to like $150 offer.
Maybe there's 197, something like that. Yeah.
In fact, like a $200 offer or something and maybe have like an upsell. Yep.
In fact, if you own the prime member foundation program, um, in the webinar swipe files, I literally have Caitlin's webinar of her pitching best offer. So you could go and you could watch the entire webinar of it and be like, see how she positioned it at pricing, all that kind of camera was one 47, one 97, 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. Um, and that makes-dollar-a-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? Yeah.
Because even like a $1,000 weight loss offer is heavy lifting. 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 weight loss coaching offers. 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 lower price point. You know what I mean? It's the lower end.
Okay. Yeah.
All right. Okay.
That gives me a, definitely changes my focus. Yeah.
But if you can get, again, now, cause even if you shift the mindset, like now all of a sudden, like that becomes the break even funnel for you. And then 3000 all becomes profit.
Now, like you don't have to spend money ever on the back end. You spend on this first thing.
And I think you can make it profitable, but if you, let's say you don't, right. But now you're generating, you know, a thousand, 2000, 3000 leads a month coming through that.
Cause it's, it's, it's faster, lower price. When you're building up continuity income coming in on it.
And then from there, it's like now each month of your campaigns into the 3000, that's all just pure profit. Now, the other thing I will warn you of now, because as this starts scaling that you're going to struggle, it's like the one-on-one coaching over time will drown you, right? Even if you've got someone who's doing it.
This is like the progression of most people doing this. I did one-on-one coaching to the point where I got overwhelmed and couldn't do it.
Then we switched to group coaching until eventually that stops having the diminishing returns. If you look at the third version of coaching, which is what we're doing right now, has been the most scalable way to coaching and the most, um, uh, highest 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, um, I would, I would start looking at doing a version of facilitated stuff now for you, because, um, if you start structuring that when it starts growing and scaling, it'll take that pressure off your back.
Do you want to explain?

Oh, 100%. Chris doesn't even run the facilitated coaching,

but I'm trying to convince everybody.

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.

So it's like the best of both worlds.

It's easier for you as a fulfillment, better for the end client as well.

And so I'll have them walk through so you can understand how it works.

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? 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 of breakout rooms.
It's like, it's all the same. So how 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. 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. It's like getting max heart rate and trying to run a marathon.
It doesn't work, right? You always burn out eventually. Exactly.

So what you can do is you can offload this.

And, you know, 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.

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.

What's going to happen Monday is everybody's going to come in.

We're going to be me live. Other times, it might be Jordan.
It might be Chris with a K. We call him special K to differentiate Chris with a C, Chris with a K, just for fun.
He likes it. It's a term of endearment.
It's nothing, you know, you guys like a cereal anyways. Right.
But here's what happens is we go in there and, um, I'll do a little thing and we have workbooks that are 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.
And then we push, we say, Hey, all right, we're going to push it over to Russell. And boom, now Russell's immediately on video and he's teaching these things.
But here's the secret. 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.
So you're going to listen to what's being taught. You're going to also like 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.
We provide specific timeframes 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.
We're going to go in and we're going to figure out what your level 10 opportunity is and get your offer done. We can provide workshops to do it and then breakout sessions where you can practice that.
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.
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. 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. Then we have these kind of breakout, uh, we call them show and tell Q and A's, which is super fun 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.
And then other people can bounce in and say, Oh, I really liked that. I really liked this.
Oh, tell me your results. How did you get that result? And then we open it up for questions, right? That's where scalability, um, can get a little difficult, but you could do breakout rooms.
Like sometimes we'll have all three facilitators in there and we take breakout rooms. We can get more questions answered.
So this is like an infinitely scalable thing. 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.

That's kind of how they work.

Yeah.

So I'm just thinking about it as obviously one-on-one coaching is working for you now,

but just thinking about how 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 sales side.

Like right now, if 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 of the sales or how do you, you know, all that kind of stuff. Yeah.
And, and, and we always give them a full map too. Right.
So, you know, it's not just, Oh, I'm going to go to any one of these. That's why Russell 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 the path and we'll help you do that.
But same with you. If you have something where they can see what the result is they're gonna get after, for example, six modules, then that's what you do.
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 this. And that's, I think what's been great with this too, is because, you know, Russell wants you to go deliver a lot of times.
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're already like squirrel, right? And 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.

I'm the shiny squirrel person.

Chris is making fun of me.

I'm the worst offender of the model. You guys are like Russell.

No, but that's a superpower too.

That's your superpower too, right?

Anyway, I want to go a little long now because I think that would be helpful for everybody just like thinking through.

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. Like this is me doing this 20 years.
Like we've got to the spot, right? This is the fulfillment vehicle that, that's, that you guys should be modeling as well in your fulfillment. Cause 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. One of the problems, this is Russell.
I get so excited. Like our fulfillment is like, I would do a three day event.
I just jammed up in people's throats. And they're like, this is awesome.
And I don't know what to do right now. Cause I'm overwhelmed.
And the facilitation is like, it's literally each framework. It's like you, I teach a 15 minute session, teaching the framework.
And then everyone does the framework. Right.
And then it's like, okay, now that it's done, you come back and do the next framework.

And it's cool because I remember Brandon and Caitlin.

So Brandon and Caitlin were probably some of our most successful students.

In the last decade, we've been doing ClickFunnels.

And they came in, and it was interesting because they went through –

they signed for the Funnel Builder Seekers training.

They went through the whole thing.

It was a $1,000 offer.

And I remember they were on stage like two years later telling everyone, like,

went through this course, and we – and it was funny because afterwards people were asking,

like, what course did you went through?

And they told them, like, we have that course too.

Thank you. And I remember they were on stage like two years later telling everyone, like, went through this course.
And it was funny because afterwards people were asking, like, what course did you went through? And they told them, like, we have that course too. And they're like, well, we didn't have the same results.
Why not? And they said, the reason why is because you guys went and you watched the whole course and didn't do anything. And Brandon came and they're like, when we did it, we watched video number one.
And as soon as Russell says 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. But we went and did the thing.
Then came back, pushed play. And the next thing, then paused.
Then did the thing and back and forth. And the facilitative way makes that actually happen.
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 get out of the learning loop and into the actual doing loop. As those of you guys who took the leap of faith, well, no.
When you experience it all, it's really, really cool. I remember that testimonial, too.
We put that in one of the webinars, too. 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, ZR1 Corvette.
No, it was a Z06. Anyways, and I could tell from the interior, he's sitting in front of Wells Fargo, and they're talking about this.
They're like, we just bought our own beach house. I'm like, yeah, and you just bought a Z06 Corvette, too.
But they're saying that was it. They're like, we just stopped the tape and we went and did what Russell did.
This provides the structure to do just that one after the other and go get that end result. But also don't get caught up in the learning loop.
That's what's so cool about these facilitations. 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. 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, 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 up in just this learning high, right? Go and actually put it to market. That's when you're going to know if it works or not.
Yeah. Well, Russell, we got one more.
Who we got? All right. Next up, we have Sam Hickson.
Sam, how are you? Hi. Good afternoon.
Okay. So basically, I do wholesale cell phones.
So we sell wholesale phones and tablets, B2B, Apple, Samsung, Motorola. And we have basically two types of clients.
One is the resellers, like mom-and-pop stores or other traders, wholesalers. They like our high-quality and our long-term warranty.
We offer a 12-month warranty, which is basically unique in the industry. 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.
They need a product that's going to match up with their technical specifications and exactly what they need to deploy. And I feel like that's where the biggest opportunity is.
We're solving the problem, and there's usually healthier margins. 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.
That's number one. And number two is, our current funnel was originally based on the guilt model, where you have to sign up to become a member to access the pricing.
So we had traffic but no sales, and then once we implemented that. 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.

I can add a lead magnet to encourage membership sign-ups,

but I guess any idea is there.

And I guess I'll finish off with the question that Whitney asked,

which if you invested in our business, what would you do?

Okay, so the core business is selling cell phones to business. So a business, for a business like mine, getting cell phones for other employees, is that the model? That would be an example.
Let's say you made a special app and you wanted to marry it with a specific type of device. We'd help you get the right device for your funnel app so that you could deploy it to your customers or your workforce.
So is your business selling the phones or the apps or both? No, we don't do the app, but we help solve the problem of finding the right device for your specific app deployments scenario. What's the size of business that you're typically selling to? It's really all over the map.
I mean, there's the smaller customers, the 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. Who's your dream client? What's the easiest and the best and most profitable for you guys to serve? Well, the dream client are those enterprises, businesses, medium, small, large, that have a specific app and a specific need for product.
We have, for example, a POS company that wants to deploy a POS app on their phone and give it to their customers. 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. That's really our dream client.
We have healthy margins. It's usually large amounts of business.
It's consistent or repetitive. Is it harder to find those? From a presentation standpoint, who do we congregate together? Those kind of businesses, are they hard to and get together versus? 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 those, those bigger opportunities and 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 find, you know, find the right solution.
When they opt in or whatever, are they telling you which kind of business they are? Do you have that information up front? Yeah, they're telling us what they need, yeah. And the last two questions is, tell us a bit about your business, tell us a bit about your needs.
And then afterwards, you guys are outbound calling them, I'm assuming. Is that the sales mechanism? Then we pick up the lead and reach out to them.
And if we have that connection with them, we can figure out what the needs are and address it. Very cool.
And then is it a short sales cycle or is it a long sales cycle normally? It's usually pretty short. It's usually pretty short.
Okay. So the question then, sorry, went down to a rabbit hole question.
So the question you're asking me then, re-ask that question. I make sure I'm answering the right thing.
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, outside of making people sign up because they can't access the pricing, would there be anything else you would recommend? Gotcha. So a couple things.
One is, I've seen people do this a lot in the network marketing industry, which may, may relate to what you're doing is, uh, so the network is to the buy leads, right? So long, and we were helping run some of these funnels back and day, but they, people would buy leads and the reps are calling people on the phone 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. So like, how do we make this like sustainable and systematic and stuff? And so we build out a funnel where basically what would happen is the rep would just get the lead and like, hey, and their job is to get a hot body on the phone, right? So call in person, you get a hot body on the phone and then we knew that they sucked at selling.
So all the person, they get them on the phone, their job then was to put them on a presentation, right? Cool. There's a presentation happening in 12 minutes right now.
They're just gonna walk through everything. Are you available right now? There's one happening at, I think it was the script.
It was like, there's one happening in like three minutes from now. There's one happening in an hour from now.
Which one can you do? And that was the script, right? And the person's like, I could do it right now. Like, cool.
Here's the link. 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. An A is someone who's interested.
They got a couple of questions. An A is somebody who's ready to sign up right now and you're ready to rock and roll.
B is someone who you got a couple of questions, but if everything's, if I can answer your questions, then you're in. And C is 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.
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. And they push them to one-to-many presentation.
Presentation happened. Person comes back afterwards.
A, B, or C? I'm an A. Sweet.
Give me your credit card. Your B, what questions do you have? C, then they would bounce and they'd go off.
And so, and that started crushing because all the person had to do was get them on a webinar, ask them A, B, and C, and sign them up, right? But the webinar did all the heavy lifting of the presentation and the selling. So that's how long the sales cycle was because if you guys are already crushing, 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.
But if you're having like inconsistency in conversions and close rates and stuff like that, you can 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. The follow-up call now is just like order taking, you know what I mean? 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. For sure.
And then even like unconverted leads, right? So for us, it's like, when, you know, people sign for ClickFunnels and we get a couple thousand a day that sign for ClickFunnels and then only, you know, whatever 25% of them end up being customers, The rest don't. So it's like we have all these leads every day.

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.

Even going back to all the leads you've had in the past, right?

Like, I'm sure you've had tons of, you've probably a huge thing of dead trials.

150,000.

Yeah, like taking those people and like, hey, run them through a webinar to like re-get

them excited, re-get them up, and let the gold drop down to the bottom, and then now, you know, that alone would pay for itself in like five seconds, you know? Right. Well, very good.
That definitely helps me with how to apply the one-to-many approach. Very cool.
And the other thing I 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, again, throws out the big result, three secrets.

Eric Thain style stuff, do two to three-minute versions.

You run his ads just to create awareness on the front end, then lead people to call.

I assume through that you can increase a lot more front-end phone calls as well.

Is most of your traffic organic right now?

Pretty much, yeah.

I'm working on restarting the omnipresence retargeting type of thing,

so I'm working on that now.

Gotcha.

Cool.

Yeah, I would say start doing

small versions of the perfect webinar

and start blasting those ads

so that way you can control your own future

and have access to increased lead flow

as much as you want.

Perfect.

Thank you.

Very cool.

Thanks, Sam.

Give it up for Sam.

That was a little different.

That was cool.

Again, so many different businesses

inside of our world.

I love it.