Mastering Webinars, Pricing, and VSL Funnels: Q&A with Russell Brunson

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Speaker 3 What's up, everybody? This is Russell Brunson. Welcome back to the Marketing Seekers podcast.

Speaker 3 I just got done with one of our OFA One Funnel Away QA calls, which is always very, very fun. And it's kind of fun.

Speaker 3 One of the guys towards the end, he thanked me and he's like, We know you charge $100,000 a day for consulting, and you're here with us for an entire hour just doing QA. And so it was really cool.

Speaker 3 And I think,

Speaker 3 you know, there's obviously all the people in the OFA have a chance to be on there and ask their questions live, which is amazing, which is why you should be in OFA.

Speaker 3 If you're not there yet, go to onefunnelaway.com and go sign up. Best $100 you ever spend.
You can get three months of click funnels for free as well when you go there.

Speaker 3 But anyway, I think there's some really cool things that came from this Q ⁇ A session. So I thought it'd be really fun to show it to you guys.

Speaker 3 And I bet two or three things will spark some interest in your mind.

Speaker 3 I know one of them we talked about was like moving away from pleasure and towards pain and where you use that in front of offer versus a back-end offer and like some really cool things like that that are unique that I haven't talked about publicly very much or really anywhere.

Speaker 3 So hopefully that'll be valuable and beneficial for you guys to go and check that out.

Speaker 3 And that's kind of game plan. So we're going to queue up the One Funnel Way Q ⁇ A from this week.
And I hope you guys are doing amazing.

Speaker 3 And if you want to get your question and answer live, come to onefunnelway.com, go sign up, and then come hang out with us next week. Thanks, everybody.

Speaker 3 In the last decade, I went from being a startup entrepreneur to selling over a billion dollars of my own products and services online.

Speaker 3 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 3 If you don't know me, my name is Danny Walsh. I've been standing in for Dante.
Well, he has been away. How we doing, buddy? Are we here? I'm here, Ray Pardee.
What's up, man? Let's go.

Speaker 3 Right, we do have our first customer lined up ready with a question for you, Russell. And she brought this question to us on Treya's call, and we was like, Man, this is better for Russell.

Speaker 3 So it's first one up. We are going to use the timer as well, hopefully, to keep everybody on track.
But if we're here, let's get started. Okay?

Speaker 4 Yeah, hi, Russell.

Speaker 4 My challenge funnel is my

Speaker 4 first funnel. I'm a fitness instructor and I'm launching a new personal brand, Everbody.

Speaker 4 It's everbody.com, so I've connected my domain and

Speaker 4 I come up with a challenge for pre-Christmas

Speaker 4 people that are actually like in fear of gaining weight over Christmas, which leads into the

Speaker 4 programmes, the mastery challenges that are starting via my app in January.

Speaker 4 I've been faffing faffing around with the workflow structure and I couldn't get it to work. So

Speaker 4 Austin very kindly stepped in to help me yesterday. But I'm behind schedule on launch of this

Speaker 4 funnel by a week.

Speaker 4 How would you go about

Speaker 4 gaining up some traction with this? And

Speaker 4 have you got any

Speaker 4 ideas that

Speaker 4 we can put into place for the you know the lack of time that to make up for the time that I've lost?

Speaker 3 Yeah, so is the funnel working now though? You got all the pieces working now, though. Okay, cool.
So, you're you were hoping to launch it last week, and now it's you're you're a week late.

Speaker 4 That's yeah, so the um 12 days of Christmas, it's um

Speaker 4 it was meant to start on like the 13th. I mean, I know that it's not the 13th, but I literally haven't even finished putting the images in.
So

Speaker 4 I will hopefully reach that point by Monday. However, I've still lost all of that time and it's time sensitive, as I say.

Speaker 3 The 13th is

Speaker 3 okay, so what date is it? So

Speaker 3 a week from the day is when it starts. The challenge, is it a is it a free challenge, paid challenge?

Speaker 4 Yeah, so it's a free challenge with a VIP upgrade for access to the online fitness app the sick

Speaker 4 is a six-week introductory offer for my mastery challenge which is for complete beginners and ADHDs that find you know processes really difficult which is

Speaker 4 like me really

Speaker 3 I understand

Speaker 4 most of the sounds call I'd assume actually but and also for you know people that find fitness overwhelming, so like using like a 1%

Speaker 4 methodology of change, so

Speaker 4 the inkkeeping of like your water is like the key focus for the

Speaker 4 download. Um,

Speaker 4 so it's uh the secret secret weapon, if you like, to staying off the food.

Speaker 3 So we got a week then basically, we've got seven days to before it starts. Um, And then do you have an email list? Do you have a following? Like, do you have those things in place right now or not?

Speaker 4 I've been working too hard on the back end of things. Actually, forgot the front end, so I haven't really got that much of a follow-up in.

Speaker 4 To be fair,

Speaker 4 yeah, it was on my to-do list.

Speaker 5 I should have done it this,

Speaker 4 I should have done it the other way around, but I have got a follow-up in. But it's not like millions like

Speaker 4 a fitness influencer. I'm just a modest sort of like PT that works from their gym at home.

Speaker 3 No worries.

Speaker 3 Here's the good news. The good news is a week is more than enough time to promote a challenge.
In fact, if it goes further than a week, people don't show up. So you're not actually in a bad spot.

Speaker 3 When we do challenges, we start promoting a week out. So you're actually

Speaker 3 perfect timing.

Speaker 3 We actually, we used to promote challenges like two and three weeks out.

Speaker 3 And what would happen, because we buy a lot of paid ads, is what would happen is like we'd be getting people for two and three weeks, but then you look at who actually shows shows up and it's usually the people that signed up in the last like 72 hours are the most likely to show up and every day pass they're less less likely so people signed up two weeks earlier don't even show up so we just wasted our money getting those people so for a free challenge like you're actually in like this perfect sweet spot so the question is just like what are all the different ways you can make as much noise as humanly possible because your job as a marketer now is to make noise and scream and yell from the top of your lungs every channel that you have any access to right So for me, like when we're launching something,

Speaker 3 I'm looking at everything I've asked this to. So I'm like, okay, what do I have? I'm like, like, I have a little text group.
So I text everyone on the text group. And I'm like, okay, I have Instagram.

Speaker 3 So I post on Instagram. I have the ability to push to Instagram.
So I push Instagram. I go to email, email our list.
And then we go, we just hit everything as possible. I go live on Facebook.

Speaker 3 I go live on Instagram. I go live on

Speaker 3 Twitter. We started in Twitter Spaces because you can live on Twitter.
It's just promotion now. So like, I would look at everything you have access to.

Speaker 3 And it's just every day for the next seven days, you're just going live. You're pushing your email and you're messaging.

Speaker 3 You're spamming out, like, whatever you can do to make as much noise as possible with what you have.

Speaker 3 And if you don't have like a formal email list and i don't know if you have a formal email list it's like in click funnels you can send email out to or if you just have clients but either way it's like i'd be gathering those people contacting him pushing him into like just it's it's all about now just just making noise in any way i i've got a female female focus um

Speaker 3 target market so um unfortunately i've accumulated a lot of male followers which is really annoying um but i have built up quite a little well then tell tell the no followers i literally i would be like and uh we used to just back in the day um because when i write so pre-click funnels my audience was like 90 men 10 women it was it was now it's like almost it's like 40 60 which is awesome but it used to be like 90 10.

Speaker 3 and so um i had a couple really amazing female friends who would who were great teachers and promoters and stuff and so i would like literally contact her list like this is for all the the ladies on the list i got something really cool you're gonna come talk to uh blah blah blah you know we push this thing you same thing is like hey for all the men uh we want your spouses we want your your significant others like this is this is is the gift you can give them for Christmas.

Speaker 3 Like, like, leverage the men to bring in their, to bring in their, their women, uh, and speak out to they don't, don't hide it.

Speaker 3 I speak directly out to like, this is for women, so women go slide up for men. Go get it.

Speaker 4 Oh, yeah, but yeah, I'll be, I'm making it perfectly clear.

Speaker 4 Yeah, excellent. Thank you so much.

Speaker 3 Yeah, no worries. So, you got seven days to make as much noise as humanly possible.
And this is the first time. I know what's nice is now you have this process down.

Speaker 3 Um, you know, you can change it in January into a January challenge. And it's the same structure, same everything, but I got more time.
And then February, it's like Valentine Day is coming. Do that.

Speaker 3 And like, just keep changing it to whatever the holiday is. Like, because you work now.
Now it's like, okay, if the first one, you're going to do this thing.

Speaker 3 And the second one, you tweak the branding a little bit, the same everything else. And then you can

Speaker 3 focus and drive a little more traffic.

Speaker 5 And then, you know, Easter.

Speaker 4 I had to stay off the Easter chocolate.

Speaker 3 Yeah.

Speaker 3 There's always a holiday that people need to lose weight. That's the nice thing about your market.

Speaker 4 Yeah, absolutely. Yeah.

Speaker 3 Well, congratulations. Hopefully, you crush it over the next seven days.

Speaker 5 I'm excited to see. Oh, watch this space.

Speaker 4 Yeah, I'll let you know how I get on.

Speaker 3 Very cool. Congratulations, Jane.

Speaker 3 Thank you. Jane, come back and tell us how you got on as well and make sure you keep checking in on the calls.
We're interested to see how this goes.

Speaker 3 Oh, well, thank you.

Speaker 3 I think with a lot of folks, we get to this point where we can quickly think we're running out of time and we're like, oh, man.

Speaker 3 And you get into this sort of like headspace of, oh, have I run out of time and I'm not going to be able to do everything. But if you

Speaker 3 work and make enough noise, you are able to have a successful launch. And I think it's really interesting to hear what Russell just said about, you know, we just start a week out.

Speaker 3 That's super helpful, I think, for everybody on the call. Just let us know in the chat if that's been useful, if it's taken away some of that anxiety.
We even like think about it.

Speaker 3 So if you guys are probably on the list, like yesterday I did a two-hour live pro fun liking live. Like, we literally, it was, it was the day before.

Speaker 3 We're like, oh, crap, I'm going to go live tomorrow. We haven't told anybody yet.
So like we had a, it was like a less than 24-hour window. I was like, how much noise can I make in 24 hours?

Speaker 3 And so, if you, I mean, if you're connected, you saw me hitting spin, like email, text,

Speaker 3 Instagram, Facebook live. Like, I was just going crazy as fast as we could,

Speaker 3 you know, in 24 hours. And it's just, all right.
And, you know, obviously, if we had a week, we would have got way more people.

Speaker 3 But the nice thing is that when we did the launch, we streamed it to Facebook Live. And so that was a two-hour Facebook Live.
And what's cool is that asset now is on our Facebook page.

Speaker 3 My team's buying ads through it now. And so now over the next 30 days, that Facebook Live will hopefully get, you know, three, four, 500,000 views.
They're all just pushing back.

Speaker 3 So it's like, even like the post-promotion, you can keep driving,

Speaker 3 putting fuel on that fire, and it'll continue to keep putting people forward in perpetuity. That's the right word.
My water brain's getting some of the words confused. Hopefully that's the right word.

Speaker 3 So good. So good.
All right, let's get into our next question, Russell, if you're ready. Top of the list with the hand raised is Tamar Tarmer.
Tamar, what's up? How are you doing? What's going on?

Speaker 3 What's up?

Speaker 6 How are you?

Speaker 5 Mays they should wear my new Prime Movers now.

Speaker 3 Do you usually buy

Speaker 3 our community? Tattooed the entire Prime Mover thing, all the statues on their arm. It was crazy.
I was like, dang, if I was a tattoo guy, I'd get that totally.

Speaker 6 I was wondering if you saw that. Oh, my gosh.

Speaker 6 My daughter's going to be the first

Speaker 6 youngest or

Speaker 6 I don't know.

Speaker 6 Part of the club, right?

Speaker 3 Okay.

Speaker 6 Here's my story.

Speaker 6 I am doing my first webinar next week on the 12th, Thursday. And I a little bit made a mistake of starting to advertise and like put the word out a little bit too early, like this week,

Speaker 6 and realized that there was a lot of people interested in clicking on it, came to the funnel and didn't opt in. So hook story offer, hook story offer, can't figure it out.

Speaker 6 So is it possible for me to just drop the link for you to give it a quick look and see like where you think?

Speaker 3 Can she

Speaker 3 show the page? Is that possible? Oh, yeah.

Speaker 3 Sure. You should be able to do that.
Give you the call Halston. So you promoted it.
People are coming to the page, but they're not opting in.

Speaker 3 That's the issue.

Speaker 6 Yeah.

Speaker 3 How many people came and have what percentage opted in?

Speaker 6 I don't know percentage, but 10 people.

Speaker 3 Do you know how people 10 people hit the page or 10 people opted in?

Speaker 6 10 people opted in. 80-something hit the page.

Speaker 3 Okay, so what's the math on that?

Speaker 3 That's

Speaker 6 less than 10%?

Speaker 3 Less than 10% or more than 10%. More than 10%, right? 80 to 100? Anyway, okay.

Speaker 6 Well, one was me, so no.

Speaker 3 Gotcha. Okay, you guys all see the landing page, right? I think.
Yeah.

Speaker 3 Because I usually look at my Slack on the other channel.

Speaker 3 Okay.

Speaker 3 Okay, tell me what this is. Because this the headline is definitely the issue.
Like, it's very generic. I'm not sure exactly what's happening.

Speaker 3 So tell me what they're opting in for so I have a better idea.

Speaker 6 Okay, they're opting in for a training to teach them the importance of strategic alignment and why all the problems that they're currently experiencing within their company are just symptoms of a deeper issue.

Speaker 6 The deeper issue is strategic alignment. The symptoms of strategic alignment are

Speaker 6 not reaching quarterly KPIs, not meeting their goals, disconnect in collaboration.

Speaker 6 Like there's so many challenges. And so because of that, they

Speaker 6 they have tried, they, meaning like the companies who are dealing with this challenge of misalignment, um instead of recognizing it as misalignment they try to treat the symptoms each individually so like oh you know departments are working in silos let's try to increase you know collaboration um you know we're we're we don't have enough meetings let's add more meetings to the agenda we need a better software with ai to help us but in fact all these different solutions are just treating symptoms and the deeper issue is the misalignment so we have to go to the deeper source get the teams strategically aligned and then

Speaker 3 how do we make how do we make that sexy because strategically aligning does not sound sexy you know i mean

Speaker 6 For sure, but at the same time, it's the product directors and small business owners, you know, who like I have to make sure I'm talking to them. Like a CEO is not caring for fluff.

Speaker 6 The CEO wants to understand, what is this free training? Why am I giving you an hour of my time? How is it affecting the bottom line?

Speaker 3 That's why it needs to be sexy. If it's not sexy, you're not going to give me out of time.
So I'm sexy. I'm like, they're going to be like, oh, I see, like, oh my gosh, I need that.

Speaker 3 Like, discover the shocking truth beyond unstoppable business success seems so generic. I don't know what that is.
You know what I mean? Versus like, hey, I've got this thing. This is the secret.

Speaker 3 There's this thing. Like,

Speaker 3 I don't know, do you have any, do you have any industry data or stats or something, like something very specific we can pull out? That's like,

Speaker 3 I feel like this is the holy grail, the thing I'm missing. You know what I mean?

Speaker 6 I have numbers and percentages of how much time, money, and internal resources are wasted on meetings as opposed to

Speaker 6 collaborative workshops that come out with actionable next steps.

Speaker 3 So it's the enemy meetings.

Speaker 3 Well, the

Speaker 6 um

Speaker 5 um

Speaker 6 meetings are one of the ways that companies try to compensate for the challenges.

Speaker 3 Meetings are the top three ways that they they try to compensate

Speaker 3 for what for these challenges. So meeting is the one they compensate.
What are two other ones that they they use to compensate?

Speaker 6 Software

Speaker 3 meeting software and

Speaker 6 oh, yeah, meetings, software, and

Speaker 5 um

Speaker 6 maybe like more goals, like monthly, monthly KPIs or goals.

Speaker 3 Okay. And then, what's the pain point they're in when they come to you? Is that their business is shrinking, it's failing, it's just not growing?

Speaker 6 Um, yeah, customer satisfaction scores, customer engagement scores are going down, um, and uh, monthly KPIs are not being met. There's a disconnect between product strategy and business strategy.

Speaker 6 Product strategy is not executing on

Speaker 6 projects that ultimately deliver ROI and results for business objective goals.

Speaker 3 Okay. So something I would do then is like, is I would call that out, right? So it's like,

Speaker 3 attention, are you struggling?

Speaker 3 Are you struggling with customer metrics or are your team never hitting their KPIs? I mean, that's a key one. Like, is your team never hitting their KPIs? You probably think it's

Speaker 3 either

Speaker 3 your meetings, your software, or your rubber, but the reality is it's not. I've had a chance to work with X amount of business owners, and there's one core thing that all of them are missing that

Speaker 3 once you understood literally makes knocks all the rest of the dominoes down.

Speaker 3 Doing this time to show you what that one weird thing is that almost all businesses are failing at that if you can apply, then something like that. Now it's like, what's that one thing? That's sexy.

Speaker 3 That's interesting.

Speaker 3 Now there's enough intrigue to actually register. Does that make sense?

Speaker 6 Absolutely.

Speaker 3 Like the goal, going on a, for me, a goal on a registration page is at least 30%. Like that's always the number.
So you're at 10, so you're about a third of the way there.

Speaker 3 So the ways you increase conversion on a reg page is always curiosity.

Speaker 3 Like how how to make this more curious, but this curiosity, like, and specificity, like, the more specific it is, but doesn't tell them what it is. Does that make sense?

Speaker 3 So it's like, it's like, there's a specific thing that you're missing that's like, that's like right in front of your eyes, but you're missing it.

Speaker 6 But if you figure that out, so it's like, so it's all here, it's just in the wrong place. See, like, is this training for me my business? Okay.
Well, over here, right?

Speaker 6 So it's like, are your teams operating in silos? Are you frustrated with temporary fixes that aren't actually providing sustainable solutions?

Speaker 3 These are good,

Speaker 3 like, I mean, it's good. Be ready.

Speaker 3 This spot on the page, I I mean, like right above here, like something like the number one thing, you know, like, hey, is your team consistently missing KPIs and nothing you're trying seems to work?

Speaker 3 If so, but you know, so like they just call it the core thing up here. I think this is great down here, but just the core, the core, like you must most of my like attention.
Are you

Speaker 3 someone who wants to learn how to, you know, somebody's struggling to make their own product and want to white label their own? Boom, and then I'll push them a white label product, right?

Speaker 3 You know, or something like just calling them out

Speaker 3 at the top. Like I picture myself with the food court at the mall, and I'm yelling out to see whose people's attention I can get, right?

Speaker 3 Like, attention, like, so I'm thinking, like, what's the broadest that I can capture? They'll get the most people raise their hand.

Speaker 3 That's just my call out line, and then boom, from there, it's like, okay, how to make this curiosity and specificity without them knowing what it is.

Speaker 3 Like, that's the thing that then gets them, like, ah, I got to give you my email.

Speaker 3 And then, not only do they have to give me an email, now I always have to show up because I can't answer this question.

Speaker 3 And I've been trying meetings, I've been trying this, I've been trying, like, these things are working, therefore, like, I got to figure out what this one thing is.

Speaker 3 That's the thing that gets them to register and show up.

Speaker 6 Okay, super. Fantastic.
Thank you.

Speaker 3 Yep, no worries. We had had

Speaker 3 Mike and AJ were in my inner circle back in the day, and they had a webinar registration page that was similar to this one. Like it was very specific.

Speaker 3 And all we did for them is just make it like, it was like, it was like how to make money doing local reviews for companies or something, register here.

Speaker 3 And it's like, they were paying like $30 per opt-in because it was so, people, they saw like, oh, I know what this is. Or it's like, you know, so it was like, no one registered.

Speaker 3 And all we did is we tweaked it to like the number one secret to

Speaker 3 make money in the local markets. And it's not SEO, PPC.
And we've made off like 20 things that was not. And then people are like, What is it? And their cost went by $30 an opt-in to $5 an opt-in.

Speaker 3 Their shop rate went like 20 to like 40%. Just because people are like, It's not all these things that I'm aware of.
What's the thing that I'm not aware of? That's actually the secret sauce.

Speaker 6 That's what I have to do because there's so many things that's not.

Speaker 3 Yeah. Yeah.
Talk about things that's not. Like, we call it a blind offer.
So, like, you don't tell them what it is, you tell them what it's not. And they're like, Yeah, but but what is it then?

Speaker 3 It's like, ah, come and find out. So, blind offers work so good, especially on registration pages.

Speaker 6 Okay, awesome. Okay, thank you.

Speaker 3 Yeah, no worries. So good.

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Speaker 3 Next up, we have Daniel Palmer with Andres. Daniel, are you with us? Yes, sir.
Can you hear me? We can hear you. How you doing, man?

Speaker 7 Hey, I'm great. How are you?

Speaker 3 Good to see you again. Doing awesome.
Yes, great to see you. Thank you so much.

Speaker 3 My question, I think, is overlaps with the previous two people.

Speaker 3 So, currently, my business partner and I, we have a $47 monthly coaching program. And what we found is we're attracting the wrong audience.

Speaker 3 So, we're attracting people in their 20s, still living at home, and $47 is a lot for them. So, what I'd like to do is a one-hour perfect webinar for a higher-end product like $9.97

Speaker 3 and then close them at the end and then do the $47 monthly membership. So my question is, is our

Speaker 3 perfect webinar too long?

Speaker 3 And are we going to do the same thing as a challenge, which is promote the live stream for seven days up into that?

Speaker 3 Okay.

Speaker 3 So, right now, your membership is 47 bucks a month. What are you teaching? Are you a crypto? I'm guessing by your guess.
Yeah, so I'm teaching crypto and sales and marketing with ClickFunnels.

Speaker 3 And he's teaching social media influence and marketing. And then he has, we're doing wealth, health, and relationships.

Speaker 3 And so we both do relationships, but he does a 30-day meal plan, a seven-day exercise plan. So we want to attract 30- and and 40-something-year-old small business owners who have busy lives.

Speaker 3 They want to stay in shape. They need a meal plan.
They need to continue to market and build their social media presence online.

Speaker 3 And I think doing a one-hour perfect webinar and promoting it would be the right thing. Okay.
So, it's a very interesting offer. There's a lot of things in there.

Speaker 3 There's crypto, marketing, food plans.

Speaker 3 When you sell that, are you selling all those things?

Speaker 3 That is kind of what we're trying to, you know, under the umbrellas of wealth, health, and relationships. Is it too much? Because I'm getting the feeling that it is probably too much.

Speaker 3 Yeah, not that the fulfillment's too much, but

Speaker 3 you could still have all that in the back end, but the

Speaker 3 selling part is too much.

Speaker 3 I see a lot of people over years try to do that.

Speaker 3 We try to sell all three of those things, and it's confusing because someone will come in for one or the other, and they may want two of the things, but but when you try to do all three, it's it muddies the message, right?

Speaker 3 So when I'm selling anything, I want to be super clear. I'm like, here's the, here's the hook, here's the result, here's the outcome.

Speaker 3 But you could have like, if this was, if it was me, like, let's say, here's the back end membership that has all those three things, right?

Speaker 3 But on the front end, you just sell this one or this one, and you have three different webinars, each focus on each individual one.

Speaker 3 But having one webinar that pushes all three is going to tank your convert. It's going to be really, really hard to make it work.

Speaker 3 We have the same thing like in our back end, the Prime Mover coaching program, right? Any of you guys who are prime movers, there's three coaching programs back.

Speaker 3 There's the Dan Kennedy one, there's a linchpin one, and there's a prime mover one, right?

Speaker 3 And it's all in the membersite, but when I sell it, I don't sell three of those because this gets people confused and overwhelmed.

Speaker 3 So I just sell the Dan Kennedy's people, we just sell Dan Kennedy's coaching. The Lynchpin people, just Lynchpin.
Prime Movers, just Prime Mover.

Speaker 3 And they come in there, all of them are in there, but I only focus on selling one. Anytime I introduce the second one, conversions drop because people get overwhelmed.

Speaker 3 And so that's one thing to kind of think about. Yeah, I don't know if it's a question you asked, but I'd be thinking about that because probably

Speaker 3 causing some issues. So then if you do want to go to a challenge or to a webinar, it's being very specific.
Like, okay, this is our health webinar. This is our wealth webinar.

Speaker 3 This is our, you know, like, and just do one specifically. That way you can call the right people.
You can talk about the right pain points and you can bring those people in.

Speaker 3 And then it's almost like the bones like, oh, there's a bonus. You also can get this and this and this.
But like, this is the core thing that you're coming into our world for. Does that make sense?

Speaker 3 Yes. Yeah.
Yeah. I needed to focus and concentrate more like what you're describing.
So I needed to hear that. Thank you so much.

Speaker 3 My second piece of advice is if you're charging 47 bucks a month, which is not very much money, and you're bringing young people who can't afford it and you want to not have those people, one of the biggest, the easiest things you can do is just jack up your prices.

Speaker 3 And that'll, by default, weed out people who can't afford it. And then by, it'll, it'll attract more people.

Speaker 3 Like if it was something like me coming in, I was going to learn, let's see, I was going to learn crypto or marketing and it was just 47 bucks a month, I'd be like, this has got to be like

Speaker 3 a cheap thing for little kids. You know, and I wouldn't buy it.
But you want to attract premium people. You got to charge premium prices.
You know what I mean?

Speaker 3 Because the premium persons, like, I've had things I bought, like,

Speaker 3 I bought a $100,000 mastermind because it was $100,000. Like, if it was a $5,000 mastermind, I'd like, ah, it's not worth my time.

Speaker 3 You know, so it's like thinking about that too, your pricing is like, you got to price towards the dream customer you want.

Speaker 3 So like the person you want, if you want somebody who's making six figures a year, then you reverse engineer the price and the offer everything to that.

Speaker 3 Where it's like, hey, you know, this is someone making six figures a year should be able to invest $2,000 for this thing.

Speaker 3 Okay, so based on that, like, what's the language I got to do to attract $2,000 a person? What's the pricing? But, you know, you come in with a low-ticket, $47 thing to teach them all these things.

Speaker 3 The person you're going to get is going to be a lower-ticket person. You know what I mean? So, just thinking about that,

Speaker 3 design personally.

Speaker 3 Yeah, the problem exactly, that's what we're having.

Speaker 3 And so, I think that we just need transitioning into the new year is we need to just say, okay, we're probably going to take a short-term hit by letting this lower membership go, but we need to focus on high-ticket items, high-ticket clients, because we have some good products and some good offers that are worth it.

Speaker 3 And

Speaker 3 I think both of us over the last probably three or four months got into, okay, what do I need to do to pay the bills and stuff like that? And we just need to let go of that thinking.

Speaker 3 Yeah, one thing to do, like, because you don't want to like kill the thing that's supporting the business though either.

Speaker 3 So what I would do is like, I would just tell everybody, like, at the end of this year, the price is going from $47 a month to $97 a month.

Speaker 3 But everyone who's already in, you grandfathered in, and you're locked in, you get to lock in here. And, but if you can't come back, it's $97 a month.

Speaker 3 What happened is you can do a whole campaign around that. So between now and the year, your whole campaign, like January 1st, we're doubling our price to double it.
You get in, get in, get in.

Speaker 3 Now you get all these people who come in to lock in that price. And now you got this base of people that are really awesome.
You raise the price to 97. And now you can go after this new market at 97.

Speaker 3 Does that make sense? That way you don't lose, like, don't just shut down. You lose the bit.
Rags and okay. Instead of use it as a marketing, use it as a marketing dramatic demonstration.

Speaker 3 Like, we're literally doubling the prices. Like, that, like, you know, people have so much success.
All these good things happen.

Speaker 3 We're doubling doubling the prices, but you got 20 days, 10 days, five days, one day to lock in and push people that promotion.

Speaker 3 They come in and you probably double, triple your membership base just on that. And then now you raise the price.
Now you got a bigger foundation to keep you stable.

Speaker 3 And now you start attracting people at the right price moving forward.

Speaker 3 Okay, excellent, excellent, because I'm using Grant Cardone. And once I get people on the phone, I'm closing them.
So that is definitely going to work. So I appreciate it.
Thank you so much.

Speaker 3 And the last piece of advice, because I know that we're way over probably time, but the last piece of advice is like that you said that you got to do a webinar. Cool.

Speaker 3 But you get picked one of the health wealth, but pick one of them, one topic, one idea, one hook, one offer, and like, and maybe January 1st, that's what you want.

Speaker 3 And then you launch the webinar version where it's going to be $1,997 for 12 months access to the membership site plus bubbley or whatever the thing might be. And that's HOST new payment plan.

Speaker 3 Right, man. Thank you so much.
I really appreciate it, everybody. Hopefully it helped.
No worries. Thanks.
Thanks so much, Daniel. Russell, Amazon, as always.

Speaker 3 Lots of people enjoying what we're doing in the chat right now as well. People, let us know in the comments if this is useful.

Speaker 3 Next up in line is Mark Davis. Mark, if you want to unmute yourself.

Speaker 3 First of all, I had signed up last year. I just re-signed up.
Last Secret was fantastic. So, which kind of leads into my next question.
So, I've been going through that.

Speaker 3 that series of videos that you created, and I just finished up with the umbrella site, you know.

Speaker 3 But in the

Speaker 3 so part of my question is in your videos, you mentioned something about, I think it was like Friday with Russell or, you know, was signing up for that, you know, where you build the, do you still do that?

Speaker 3 Because I tried to sign up, but I don't know if it worked or not. Yeah, we're, we're about to relaunch that.
So your thumb reply is like five or six years, and we're taking the year off.

Speaker 3 So we're going to be relaunching that

Speaker 3 potentially be in, I'm not sure, in the

Speaker 3 future, yeah. Because when I signed up, I didn't get a like a login thing, and so I thought, well, maybe it's like you said, maybe they're taking a hiatus or something.

Speaker 3 So I just wound up, so I didn't think I did something wrong. So it'll actually be there, it'll be the hour prior to this hour moving forward every Friday.

Speaker 3 So that's kind of where we're blocking it out. Cool.
So that kind of leads in. So, you know, obviously, I'm, I've been doing

Speaker 3 one film in a way,

Speaker 3 but also you talk about,

Speaker 3 you know, picking one person, you know, and not being distracted with other gurus or mentors or whatever. So obviously, well, you're the guy.

Speaker 3 So, um, but my question is, how some of this is just philosophical, not really, um, it's sort of, it is ClickFunnel related, but you talk about, you know, shiny objects syndrome, and how do you even avoid that within ClickFunnels?

Speaker 3 For instance, one funnel away. I do always make a bunch of shiny objects for you guys and sell them.
Right, exactly. Well, thank you.
And I've, yeah, I've noticed that.

Speaker 3 And so, you know, I'm thinking, okay, so I'm in one funnel away, but I've committed to, you know, getting up early and I've been going through your other, that other training.

Speaker 3 And it seems for at least me personally, I have a program that I've, that I want to build. But then

Speaker 3 with the last secret, you know, you talk about the affiliate and all the

Speaker 3 software and so forth. And it kind of seems to me, I'm thinking, well, cut your teeth on that.
and then build out your own program. But again, I thought I got you today.
Why not ask? Yeah.

Speaker 3 You think about like one funnel away, right? It's all about like figuring out a funnel to sell a product.

Speaker 3 The last secret is like us giving you six products that are done. So it's like, it's, it's the shortcut.
But if you look at the marketing, the marketing, what we're teaching in one funnel way versus

Speaker 3 in there versus my books, like the marketing strategies are the same, right? It's like create an offer, create a funnel, drive traffic to it. So with the last secret is it's just shortcutting now.

Speaker 3 It's like, hey, now you have a product already and we're giving you funnels and, you know, driving traffic.

Speaker 3 But again, the concepts are, it's not like we're reteaching everything, it's just through different lenses on how we teach it. So, um, I would say, like, what you're doing is right.

Speaker 3 Um, I see, I still think everybody, I talk about in the webinar, like long-term, everyone should be creating their own products, but this is a shortcut where it's like, cool, here's six, go start selling right now that we can kind of practice while you're building the other thing, or it's like take, take like the memberships that we gave you, for example, and like that becomes a base and start adding your own content to it.

Speaker 3 Now, it's like now you have this thing that's your own, plus, it's got all the other stuff in it, you know.

Speaker 3 So, it's like it's looking at just speeding you up by giving you, you know, products that are already done. Um, but the model doesn't shift, you know the model

Speaker 3 if you go through any of my programs the model is always the same irresistible offer funnel drive traffic you know dot-com secrets extra secret traffic secrets like um and so um we skimmed it lots of different ways and so i want you all like this is a whole new thing say no it's the same thing this is just you know i'm teaching in a different a different way to to apply the product we're already given you whereas oh phase more like all right you're gonna create your own product and plug it into this this framework right but it's the same it's the same framework the frameworks don't ever change well so someone who has never built a program do you suggest doing the pre-built cut your teeth on that and then migrating over to your own product for sure yeah well i got started i was i started selling other people's products i started i white label stuff just because i want to get cash coming into work quicker you know

Speaker 3 what takes the longest in this business is the creating the product and then sales letter and the video all those things and so i think it's a great shortcut to like to get started um and and like it's you're learning of the skill sets you're learning funnel building you're learning traffic generation you're doing stuff you're generating revenue, and now it's like, okay, this is working.

Speaker 3 And then, you know, as you're building your own product, now it becomes easier because you have, you know, there's not the pressure and the stress of like, I gotta get this done, I gotta get this done.

Speaker 3 It's like, oh, I'm selling something that's converting already. And then you add things on.
So that's how I would look at it. Cool.
All right.

Speaker 3 So, um, if I have a couple minutes, on a kind of a side note, a while back, you did a video, a YouTube video about your son and whether he was going to stay in school or not. What did he end up doing?

Speaker 3 Um,

Speaker 3 yeah, he, um, he did graduate by the skin of his teeth. He dropped out of traditional school.
We put him in another school. It was better for him.

Speaker 3 Yeah, it's crazy. He turns 19 in like a week.

Speaker 3 I have twins, so they're turned 19 in a week. But they both graduated.
One of them by the skin of his teeth. But we got it.
We got the time.

Speaker 3 And then finally, is one of your favorite movies, Vision Quest? Oh, I love Vision Quest. A loud swing, yes.
Yeah, I figured. Anyway, thanks for your time.
Your appearances great, and I appreciate it.

Speaker 3 Oh, thanks, Mark. I appreciate it.
Those who don't know, Vision Quest is a wrestling movie from the 80s. Yeah, it's

Speaker 3 Matthew Bo, Matthew Bodine, who was like the Doctor on Stranger things, was the wrestler, the main character when he was in like high school.

Speaker 3 So there's one clip from that movie that's one of my favorite of all time.

Speaker 3 Man, we should find and show it to you. Anyway, it's a great movie.
And I guess it was a good movie for the 80s. I love that movie.
I just love that movie. So great.

Speaker 3 All right. Thanks, man.
Yep. So good.
So good.

Speaker 3 Next up, we have Pamela, Elene, in the lineup. If you're mute, Pamela, Elene, how we do, Emily.

Speaker 5 Hi. Hi.
Hey, Russell. Thanks so much.
I just finished the funnel 10-day training, and I am now working on my first VSL funnel. And I've found that I'm not only stuck, but a little confused.

Speaker 5 And I was wondering if I could share my screen so you could help me through the main area I'm stuck in.

Speaker 3 Yeah, for sure.

Speaker 3 Thank you.

Speaker 5 I don't understand,

Speaker 5 and I did the full training, so I feel a little silly that I don't understand when I did the training.

Speaker 3 But

Speaker 4 the difference between this page, in terms of

Speaker 3 what I'm unlocking for the person who opts in,

Speaker 5 and then the second page,

Speaker 5 which is

Speaker 3 another video,

Speaker 5 I was like, what's going on here that I'm supposed to do?

Speaker 3 So this is the page that has your video sales letter on it. So the video is only on this page.

Speaker 3 Oh, so. And so the first page is a squeeze page.
So it's bribing them to give you their email address to watch the video.

Speaker 3 And then these two, these four of these things down here, those are like. showing what's inside the videos.
Inside the video, you're going to learn this, and then you're going to learn this.

Speaker 3 And so it's, these are all hooks to get somebody to give you the email so they can watch the video on the next page okay so that's just so simple so right here oops right here though is a video to in taiwo it is not not no i don't i don't ever put i rarely put videos on a on a registration page it always seems to slow slow down conversions sometimes i'll put a picture of the video so they can see like what the video looks like but they can't but they have to opt in they're putting an email address in to be able to go watch the video okay gotcha and then this is where all the meet takes place yep that's where the selling happens this is where the selling happens and and here in the today's presentation is what i just said on the first page that they opted into yep okay and then and then i i don't have do i have to have all of this stuff i don't have all of this

Speaker 3 no

Speaker 3 we do video sales lot video sales letter a lot of times just a video and then the order button underneath and that works great um so yeah you can you can hide the copy you can delete it you can add to it you know kind of whatever you want but there's different levels like again a lot of times we have just headline video and order button Sometimes we add in that video spoiler box as the four blocks.

Speaker 3 Sometimes we add in full sales letters.

Speaker 3 Yeah, there's just different levels. Okay.
You can definitely hide all that or delete all that and not have to worry about it.

Speaker 5 Okay. That sounds good.
That was very simple. Thank you so much.

Speaker 3 No worries. Congratulations, making it through.
Yeah. Awesome.
And this comes up quite a lot.

Speaker 3 Russell, as well, where people get a template and we've got lots of things on that template all going down the page.

Speaker 3 And then it's like, oh man, now I need to create this thing and this thing and this thing.

Speaker 3 and i think what you just said there just delete it yeah just to re-emphasize that it's cool to just remove stuff that you don't have right and just work with the the video the button maybe a little bit of text you don't need to you know go and hire a designer to have a big bunch of stuff if you don't have it yeah well we get a template it's kind of like imagine like we design a house and it's got like 50 rooms and we're like here's here's the blueprint you could build a 50 room house if you want to you're like but i live on a third of an acre like cool then just take the two rooms that fit and just get rid of the rest you don't need that that much unless you want to For me, obviously, I've got a whole team and we got people.

Speaker 3 So

Speaker 3 we do a lot more copy and a lot more stuff, which usually helps conversions, but at the same time, it's not necessary to make the money, but it's there.

Speaker 3 So it's like when you want to have a 50-year room house, it's all there, or you can just cut it off because you don't necessarily have to have that.

Speaker 3 So useful. I don't know if that analogy made sense or not.

Speaker 3 That's what I'm saying. I'm like, is that the right analogy? No, not.

Speaker 3 Anyway. You get it.

Speaker 3 I think as you start to, you know, you've done your first launch and then you've done your second launch, then you you start to get like testimonials and things from your customers you can add in food.

Speaker 3 Right. For sure, yeah.

Speaker 3 So good.

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Speaker 3 Next up.

Speaker 3 In line, I think we have Michael.

Speaker 5 Hey guys.

Speaker 3 What's up? What's up, Michael? Tony Robbins crew. Let's go.

Speaker 5 Yes, let's go. Let's go.

Speaker 5 Nice to be here. And thank you guys.
I've been working through my funnel and I've been super, I've been sitting here for weeks and I've been like super positive.

Speaker 5 And this is the first day I get some gout.

Speaker 5 I've been running ads and I was like, because I thought I found the grail. I find the things that I can achieve my dream with.
And now it's, and I'm confused now. So I need a little bit of guidance.

Speaker 5 And

Speaker 5 I've been running ads and I spent, I think I spent 80 bucks on three different ads. And I got like 100 people coming through the funnel.
And I had 10% opt-in, but I had zero sales.

Speaker 5 And I was like, I started, my mind started like,

Speaker 5 am I communicating wrong? Is it too expensive?

Speaker 5 Is this going to work? Like, there's a lot of things.

Speaker 3 And I like, should I keep

Speaker 3 80 clicks, 10 opt-ins, zero sales? Is that right?

Speaker 5 Zero sales, 100 people,

Speaker 5 and

Speaker 5 10%

Speaker 3 opt-in, 10%.

Speaker 3 Okay.

Speaker 3 So, good news for you. Your numbers are way too small to know what works or not.
Because think about it like a good sales page will convert it, you know, two or three percent.

Speaker 3 And so, if you've only had 10 people actually see the sales page, we have no idea if it's good or not because there's only 10 people seeing it.

Speaker 3 You know, we need, we need a couple, we have three or four hundred to be be able to like actually make a good decision um because it's hard to know now one thing we can look at right now though uh you do have enough data if you're at a 10 opt-in rate like there that's definitely a choke point right now like we want to get closer to 30 so that'd be the piece i'd be looking at right now is how do we get to 30

Speaker 3 um and then and then next is like we need to get at least i mean a minimum of 100 people to the sales page to know if there's still enough sales after 100 you know maybe 200 then it's like okay now we got to address that but right now first step is just addressing the the opt-ins so do you have that page?

Speaker 3 Can I see it?

Speaker 5 Yeah, yeah, sure.

Speaker 5 Definitely. And I can share here.

Speaker 3 As you're pulling that, I'm going to think about like this whole game is a numbers game, right? It's like,

Speaker 3 in fact, one of my friends wrote a book.

Speaker 3 It was like, how I made $100 million, even though 98.6% people said no to my offer, because he had like a 1.4% conversion rate and he had a $100 million company.

Speaker 3 And so it's like, this is just a numbers game. Even my best offers,

Speaker 3 sometimes we'll get 8% conversion rate on a free plus shipping offer, right? And it's like, you know, that means 92% of people who came did not buy. But that still can be a huge business.

Speaker 3 So it's just understanding that the whole thing is a metrics and numbers game.

Speaker 5 The one kind of like feedback that I got is that people, I kind of like limited all of the text on just so I had the video. And there was a lot of people.
They're like, oh, I can't see the price.

Speaker 5 It's only a video. And then they didn't watch the video even.

Speaker 3 Can I see the page? Yeah. 100%.

Speaker 5 And when I used to sell, this is an event.

Speaker 5 When I used to sell it face-to-face, because I used to use KBB in 2018, where I got leads, and the leads I called, I almost always got them to come to my event.

Speaker 5 But now it's like diff because it was so much job to get like 30, 40 people to come and just call everyone up. And so I wanted to find a way where

Speaker 3 is it paid event or a free event?

Speaker 5 It's an in-person event.

Speaker 3 But the pages are free are they paying for it

Speaker 5 they're paying for the event yes what's the price point of it i put um at that time i charged 250 bucks this time i charge 199

Speaker 5 okay but maybe i'm completely out i don't know this is my

Speaker 3 like

Speaker 5 this is the page is it

Speaker 5 it's me and then it used to cut here i i put it back now but it used to cut there so it was only this and then the feedback that i got the people are like, oh, I can't

Speaker 3 see.

Speaker 5 But yeah, and then just before I got on the call there, I changed the price. Is that a, I don't know, should I

Speaker 5 put 99 instead?

Speaker 3 So walk me through your business model. So someone's coming here, they're buying a ticket to an event, it's a live event, and they're coming there.
Are you selling something at the live event?

Speaker 5 So on stage, I sell, for example, coaching. So in the end of it, I was like, okay, if someone want to go deeper with me, see you in the end of the

Speaker 3 room.

Speaker 3 Or anything that matters for you is getting people, getting butts in the seats, getting people in there, right? Yeah, 100%. Yes.
So for me, then I price it based on whatever it costs me to buy ads.

Speaker 3 So I'm 100% like, if you look at any of my funnels, all the front-end funnels are built just to liquidate my ad costs. So if you look at selling online is my three-day event that we do every month.

Speaker 3 Like we have $100 ticket, $200 upsell, and all that money goes 100% into ads.

Speaker 3 So that's what I'd be looking at is like how when you start buying ads to this, how much does it cost you to get someone to buy? And then that's where you price it at. Does that make sense? Yeah.

Speaker 3 So, because if the number one goal is to get people get butts and seats, like, hey, let's do whatever you need. Do you have, so this is the this is an in-person event.

Speaker 3 Do you have pictures of you doing it in person?

Speaker 5 I have a very few because at this point when I did it in 2018, 19,

Speaker 3 I

Speaker 5 didn't have any camera to do that. So it's just a few really bad pictures, to be honest.

Speaker 3 Okay.

Speaker 3 When's the event happening?

Speaker 5 I took it a little bit later now, so in January 26th. So I have like two not really two months, but almost.

Speaker 3 Okay. So I would do like part of it is you gotta like you gotta

Speaker 3 build the excitement for the like event, you know?

Speaker 3 So if you don't have event pictures or footage yet, make sure, number one, is you hire a photographer and someone a video, like the event so you get that for the next time, so that always helps them make like people come to Funny Hacking Live.

Speaker 3 So they see the videos like, whoa, what's this happening there? I need to be in that room.

Speaker 3 But what you could do, like, when we when when we did the, uh, the virtual one last year, um, we had never done it in there before. So I actually, um, I just rented the studio for an hour.

Speaker 3 And we went in there for an hour and I got pictures of me. We filmed.
We talked about the event. This was what's going to happen.
This is where it's going to be at.

Speaker 3 It's going to be so cool, you know, like kind of painting that picture so they can see what the experience is going to look like. It's like, I'd recommend you almost do now.

Speaker 3 Like get, go to the venue and like record your video sales letter from there and like show them the vision of like, hey.

Speaker 3 This January, we're doing this thing. This is what's going to be at.
This is what you're going to learn.

Speaker 3 We're going to discuss, you know, like all that kind of stuff just to make this really tangible.

Speaker 3 So it seems, it seems you're like, right now, it's hard for me to know that this is a virtual event, a paid event. I know it says somewhere, but you know what I mean? Yeah, 100%.

Speaker 3 So I think the easiest thing I do is film that, like this video, refilm this video in that location if you're able to.

Speaker 5 Yeah.

Speaker 5 Because this one is just basically here. And yeah, okay.

Speaker 5 I've been struggling with kind of like pointing out my message in like, because there's so many things that we do, and and the things that we do is often not compelling for the mind. Like,

Speaker 5 when we go through a trauma healing thing through with someone where they cry their eyes out, and then after they come feel like completely

Speaker 5 free, that thing does not like really people don't want that.

Speaker 3 Oh, they want it, excited,

Speaker 5 yeah, they want it, but they kind of like the first, they think they can take some pill and then they just sort everything out.

Speaker 3 Yeah, you know what I mean? The people who are coming to this, you say highly sensitive person, healers, cycle breakers, empaths, and black sheep.

Speaker 3 Do your customers, do they connect to those words? Is that what they're like? Like, I'm a healer, or are they someone who's trying to be healed?

Speaker 5 You know what I mean? Highly sensitive people, it's often what

Speaker 3 is highly sensitive. Like, are they struggling? Like, what are they struggling with typically? Is it trauma?

Speaker 5 Is it yeah, so they're basically becoming sensitive to everything because they got so traumatized as a child. So they have to be on alert on everything.
So their nervous system is like basically on

Speaker 3 fight and flight mode.

Speaker 3 Okay, so my, so my, I mean, my headline would be something like, highly sensitive, you know, for highly sensitive people who, who are struggling with childhood trauma, does this sound like you?

Speaker 3 Are you?

Speaker 3 If so, we're doing a one-day workshop to help give you a breakthrough, to break free from the childhood traumas. Imagine coming in and,

Speaker 3 you know, something you've probably been trying to heal for 20 years and been stuck.

Speaker 3 You know, imagine coming for one day and then one day that's finally gone. It's finally broken forever.
That's what's going to happen in this workshop. Now it's like, oh, crap, that is me.

Speaker 3 I haven't stringed 20 years. Like, if I could solve it in one day, like, I'll be totally, you know, like,

Speaker 3 that'd be the messaging I'd be pushing.

Speaker 5 Amazing. Yes.
I think I've been, because when I get that, when it feels like when I got that dialed in, so it speaks straight to them, I think then it's, it's,

Speaker 5 it's, it's all easy. But I think now it's been so many, like, what is it really?

Speaker 7 You know what I mean?

Speaker 3 For sure, for sure. Yeah, definitely.

Speaker 3 it's definitely like you're calling out like six seven different groups of people and then and then it's like you're able to become high vibe and easily attract everything you want but i don't think that's that's like moving towards pleasure which typically what converts better most of the time is moving people away from pain so what's the pain that they're in and this the goal of this event is take them from this childhood trauma and get them out of pain and then like what happens traditionally so if you look at like again nlp right moving away from pleasure towards pain.

Speaker 3 These, these are the two directions that most humans are working in in their life, right?

Speaker 3 And so us as entrepreneurs, we're typically people who are moving towards pleasure. And the biggest mistake we make is when we talk to our audience as if they're trying to move towards pleasure.

Speaker 3 And that's rarely what's actually happening. Most people buy something, especially on the front end, because they're trying to get out of pain.

Speaker 3 So traditionally, what will happen is your front end messaging is all going to be out of pain, from trauma to, you know, like getting out of pain.

Speaker 3 And in the event, then this is where you're selling aspirational, right? Aspirational is this coaching now to get you to, you know, bubble like, like towards pleasure.

Speaker 3 But you got to get them out of pain before they're willing to think about moving towards pleasure. And that's what the, like, that's the funnel hacking line is, right?

Speaker 3 They're coming, getting out of pain, and I paint a picture of the future, and then we're moving them towards pleasure. And that's how they move towards the coaching program, the higher-end things.

Speaker 3 That makes sense.

Speaker 5 Yes, makes sense.

Speaker 3 Cool.

Speaker 3 Perfect. Amazing.
How exciting.

Speaker 5 Yeah,

Speaker 5 I'm actually, this is, I think I've been,

Speaker 5 this should have been done a long time ago.

Speaker 3 So now you got it. It happened in January.
So it's time to start running.

Speaker 7 Yes, yes, yes, yes.

Speaker 5 Perfect, amazing. Very cool.
Well, thank you.

Speaker 3 Yep, congratulations. Good luck on the event next month.
Yeah, thank you.

Speaker 3 Awesome, Michael. Russell, thank you for that one.
Are you on for just this hour, or are you for the full day? Just to stop the hour, so we had another nine minutes. Where are some more in?

Speaker 3 Nine minutes. We can get two more in.
We will use the timer.

Speaker 3 Next up, Ryan Ellison.

Speaker 7 Hey, hey, can you hear me okay?

Speaker 3 Hey, Ryan, how's it going?

Speaker 3 Good to see you, Russell.

Speaker 7 Man, you you do.

Speaker 3 I'm with Mark a little bit.

Speaker 7 I have to say that you make so many shiny objects that I don't, I mean, sometimes I'm stuck in my office going, I don't know which direction to go.

Speaker 7 I mean, that's, and it's a compliment, but it's also,

Speaker 7 I don't know, I'll just leave it as a compliment.

Speaker 7 You're very good at what you do. We appreciate it.
And thank you so much for being on. This is, you know, Dante's great, as you already know, but Danny's been a great help.

Speaker 7 And you being on, you know, you charge $100,000 to talk to one person and you're on for for free with us i think it's absolutely something it's amazing i mean i don't i don't know if everybody realizes what we've got when when you make an appearance here so i just wanted to you know thank you for that i appreciate that truly um so i'm i'm banging my head a little bit on if i can share my screen uh danny um

Speaker 7 man conversion is tough i can drive traffic

Speaker 7 uh i i sell a product it's called legal shield it's uh um a legal plan for small business owners is kind of where i've focused and niched this out. I'm going to share my desktop here.

Speaker 3 Is Legal Shield the network marketing opportunity?

Speaker 7 It is, and I steer clear of that on this, but I'm thinking maybe I should be diving in on that side as well.

Speaker 3 Was it used to be prepaid legal or is it a different company?

Speaker 7 It used to be, yeah.

Speaker 3 So

Speaker 7 Legal Shield, we became Legal Shield about eight or 10 years ago when someone paid a lot of money.

Speaker 7 So I don't market Legal Shield because there's too many little weird angles with our company of how to market using the word Legal Shield.

Speaker 7 So, I'm kind of stuck with, so I created Business Guardian to sell to business owners, but the end of the day, they're still buying a Legal Shield business plan.

Speaker 7 So, I think it can be confusing, but that's not the conversion problem yet because they're not even going to buy first

Speaker 3 with my pages. So,

Speaker 7 for me to say that it's that is not quite there yet.

Speaker 7 We've done some good things. I don't know if this page is annoying to you or

Speaker 7 if it's, I don't know. Conversion is tough.
Hook story offer has been something I just continue to focus and study on. And Dante helped me with a lot of this verbiage because it was terrible before.

Speaker 7 So here's the two pages that I use. Both are very similar.

Speaker 7 So I was doing a split test. We got a lot of traffic.
And I'll just really quickly show you. I mean, we got 13,000 impressions, 9,100 reaches on all these ads, right?

Speaker 7 So our cost per click is pretty good on the average, but it doesn't matter because the conversion rate of page views from all those 13,000 got to be about 603 on our pages, and literally no one yet has made the purchase to buy.

Speaker 3 Are you still on a page? Are you pushing a webinar? We scroll down so I can see what's happening on the page. Yep.

Speaker 7 So this is a schedule and appointment.

Speaker 3 Okay, book a call.

Speaker 7 So I've had two people book a call.

Speaker 7 I've actually had four actually

Speaker 7 do the deal of booking a call. Only two were real people.
The other two, I don't think, were.

Speaker 7 So I may have a future sale I've got to follow up with in January, but it also could somebody be pushing me off. So

Speaker 7 I'm thinking about changing it to going to the perfect webinar and doing

Speaker 7 doing the perfect webinar in

Speaker 3 the like what's the price what they're selling and what's your commission on it

Speaker 7 so the the the normal plan which is about uh a dollar sixty a day it's a hundred and thirteen a month for a business owner um i'd make about nine hundred nine hundred to a thousand dollars on that uh at my commission level they are they paying for it they pay for your upfront is that why

Speaker 7 no uh we do we we get advanced commissions that's still a monthly rate but we get an advanced commission and on month 13 we start to get uh overrides i mean uh if you sign up for a hundred dollar deal and you get paid 900 bucks right out of the gate, yeah, because it now if they canceled before the 12 months, there would be a chargeback just like in insurance.

Speaker 3 Okay,

Speaker 3 oh, interesting. Okay, cool.

Speaker 7 Yeah, so this is the most lucrative side of legal shield. I mean, besides building a huge team, which I have a good-sized team, getting people to do some things like herding cats, it's not easy.

Speaker 7 So, you know, I focus a little bit on the small business plan or the business, the plan to employees as an employee, excuse me, as an employee benefit.

Speaker 7 But I thought maybe, maybe I'm going at the wrong angle. And I'm okay with scrapping this and doing the perfect webinar and putting on an event once or twice a week.

Speaker 7 I just maybe just would love your eyes on should I redirect this? Is this a page that's just off-putting?

Speaker 3 No, the page isn't bad.

Speaker 3 The question, though, is like the hook, you're right.

Speaker 3 because you're targeting people with zero to 25 employees? Like, the traffic you're driving, what type of people are coming to right now? Are they like new entrepreneurs? Are they existing businesses?

Speaker 7 Yeah, so

Speaker 7 mostly existing businesses.

Speaker 7 We've changed the ad set a little bit as far as the demographic of who we're trying to get.

Speaker 7 We can serve any businesses, but Dante said you're just looking at way too many, so let's focus down on something.

Speaker 7 So that's why we came up with this little line, zero to 25 um i mean we could handle your business or a business with 2 000 employees it doesn't matter but most of those companies have in-house counsel so the zero to 25 0 to 50 is probably our niche really

Speaker 3 yeah

Speaker 3 yeah i think that hooks for me because you're right like at a certain spot you get in-house counsel which then you're in-house

Speaker 3 um

Speaker 3 In-house counsel, you're looking at, you know, $250,000 a year.

Speaker 3 If you're outsourcing it, you're looking at, depending on the law firm, anywhere from 200 to 700 bucks an hour, right?

Speaker 3 Like, at least that's, that's what we were always paying prior to us getting in-house counsel. So I think it's, it's, it's almost like showing that, like,

Speaker 3 like, there's this gap for businesses in the middle where it's just like, you know, you're paying this or you're paying this, but like,

Speaker 3 you know, so I'm trying to think of the best way, like, how I do that hook, but, but conceptually, that's, I feel like you're close.

Speaker 7 I want to show you something. My son-in-law, who's in, in the marketing space, and he's a coder.
So he built this on his own on his own platform.

Speaker 7 And we tried running it, and we didn't really get anything. It is much simpler, I mean, it looks really clean and nice compared to mine, uh, but it didn't convert either.

Speaker 3 Um,

Speaker 3 so I think this page looks great. I think you need a video cell, a VSL above it.

Speaker 7 He's got it down here, but yeah, it's not on the oh, it's got to be the top.

Speaker 3 I don't, he should wrote it for me for the message for sure. Um,

Speaker 3 um, I mean, honestly, if it was me, I would go back to his page. I actually like his page a lot, Um, but I would have

Speaker 3 Getting the hooks, the hook's not right, though, a business guardian for like having a VSL bubber scott headline video, and the video plays, and then after five minutes, then boom, the order form pops down below.

Speaker 3 But they come too quick and they see that, people bounce too fast, you know? Um, like you gotta have you, you need to have enough time, you know, the hook story off.

Speaker 3 You have to have enough time to tell the the story to before you reveal the offer. If they see the offer right out of the gate, that most times shies people away.
You know what I mean? Right. Um,

Speaker 3 And so for me, I'd have a headline something like,

Speaker 3 you know, if you're

Speaker 3 in-house counsels,

Speaker 3 minimum $250,000 a year. Hiring lawyers by the hour is like, you know, $150 to $700 an hour.

Speaker 3 Find out

Speaker 3 how to get

Speaker 3 a staff of lawyers working for you for just $1.63 a day. Watch this video to find out how, you know, something like that.
And then boom, the video comes in. And now you have a chance.

Speaker 3 There's the hook. You have a chance to tell the story of like, you know,

Speaker 3 legal guardian and how, you know, how it works and like why it's possible. And I would, I would lead into fear as well.

Speaker 3 Like, fear is a good thing to sell this, you know, because, again, you get in legal trouble and all of a sudden now you're at 50 hours of legal fees at 300 bucks an hour. Like that's the cost.

Speaker 3 It's like, this is like insurance that you don't get in trouble. You know, like, that's, I've been leaning in the VSL into that really heavily because you create that fear.
Like, that's...

Speaker 3 I mean, my dad sells insurance. Like, he'd sold insurance for years.

Speaker 3 And the biggest problem he always had, he's like, he's like, life insurance is the hardest thing to sell because like nobody wants to think about it he's like it's really hard but it's the thing they made the most money on and so like for people by life insurance like you have to infuse fear or they're not going to do it because they're like oh i'm fine i'll live forever and like that fear is the only thing that gets people to actually move and so like i think for this same thing it's like oh yeah that sounds kind of nice but you know if i get sued i'll call them up and say literally this is insurance you need to get this now like this is you know and then like i find a couple horror stories of companies you didn't have and have went bankrupt because of it because there's millions of them right um like i'd be weaving that fear into the vsl because like that's the core thing you're missing and then that's the story then leads to the offer like boom and then this part of the page comes down and they can sign up so you you like this feel better than is this is this more uh

Speaker 7 loud and confusing than

Speaker 3 not necessarily but i don't i think i'd have just a headline and a video and so i'd have headline video right there

Speaker 3 Like I wouldn't have all the bullet points and stuff right now. It's getting too much into like the it's getting too much of the offer before they even know what the what the story is, right? Got it.

Speaker 3 and so i mean you can get as simple as just like

Speaker 3 get rid of the the bull points on the right move the video there make it bigger um

Speaker 3 yeah his his is pretty simple which is nice but you're right no video here you have to scroll down for that uh and i always get rid of like business guardian or the logos like those things oh like 99 of the time logos just there to feed the ego of the entrepreneur they don't actually help conversion the word business guardian doesn't help conversion like i always get rid of all that stuff like yeah being so big it doesn't make any sense yeah i would just have headline vsl and then or form pops after when you get to the the offer section of the video which could be three minutes in five minutes in whatever that looks like

Speaker 7 and uh so last question because i know i'm over time um

Speaker 7 would you do on this type of thing it seems like consultative selling where i need to talk to the business owner for you to make that decision so it feels like we went to schedule a call versus like just buy now just buy the product it's easy it's it's a hundred bucks a month it should be a simple business decision owner thing that they make.

Speaker 7 But scheduling a call was like, nobody was buying. So we switched it to schedule a call.

Speaker 7 I don't,

Speaker 3 I don't think you need to schedule a call for this offer. I think if the VSL was correct, I think it needs to lead more into that pain and like, and the fear of it.

Speaker 3 If you hate the picture right, they're like, oh man. And that could be an pretty easy sell to get them in.

Speaker 3 If the VSL is not selling correctly, then it's when you need to push to call something out. But I focus a little more effort on the VSL and trying to weave some of that fear into it.

Speaker 3 I mean, look at the perfect webinar script and like weaving that in there and like trying to, trying to weave that, um, the, the fear into it. You know what I mean?

Speaker 7 Yeah, phenomenal.

Speaker 3 Awesome. Well, good.
Good.

Speaker 7 Thank you so much, Russell. Appreciate it.
Happy on your five-day fast. I did a four-day and I was, uh, I was, I was taking naps way too often.

Speaker 3 So I'm excited tonight. I think eight o'clock, my clock ends for my five days.

Speaker 7 Thanks for all you do, sir. Appreciate you.

Speaker 3 Thanks, Ryan. We are just past the top of the hour, Russell.
Appreciate you as always. Danny, thank you, thank you.
Thank you. Oh, you guys, thanks for spending the hour with me.

Speaker 3 Hopefully, everyone got something of value from this. I wish I could spend all day and answer every question.
Hopefully, they got you guys some good ideas.

Speaker 3 You know, everyone got something for everyone else's thing as well. And I'll be back again soon, you guys.
I appreciate it. Thank you, Danny.
See you later.