Hypnotic Selling Secrets: How to Ethically Influence and Close More Sales

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Speaker 7 Good morning, everybody, or afternoon or evening, wherever you are in the world. This is Russell.

Speaker 7 Welcome back to the Marketing Seekers podcast, which we may be transitioning to the Selling Online podcast and having some fun with that and thinking about that.

Speaker 7 So I'm not sure which version you're going to get, but welcome back to the podcast. And I've had a really fun episode today.

Speaker 7 I recorded a YouTube video this week about hypnotic selling secrets and how to use hypnosis to get people to give you money, which is a fun topic, right? And it's about a 20-minute YouTube video.

Speaker 7 And then after that,

Speaker 7 sorry, during the YouTube video, I actually showed some clips from one of my friends, Darren Stevens, who is a hypnosis expert slash public speaker from Australia.

Speaker 7 And he spoke at our second funnel hacking live.

Speaker 7 And so because we had that clip in there, I was like, how fun would be for the podcast version, you guys, all my friends, where you could actually hear me give the eight points on how we use hypnotic selling inside of our presentations for me.

Speaker 7 And then also, on top of that, give you guys the presentation from Darren Stevens at the second funnel hacking live. So that is the game plan.
So you guys are getting a two for one.

Speaker 7 I hope you enjoy it. So if you want to learn how to use hypnosis to increase your sales,

Speaker 7 yeah, that's what this is, hypnotic selling secrets. So I hope you enjoy it.
I'm going to queue up the audio from the YouTube video right now.

Speaker 7 If you're not subscribed to our YouTube channel yet, go subscribe and search for Russell Brunson. You'll find me there.
Go subscribe for the new videos coming out.

Speaker 7 But I'm going to show you that video right now and then I'll come back and I'll set up the presentation from Darren Stevens.

Speaker 7 In the last decade, I went from being a startup entrepreneur to selling over a billion dollars in my own products and services online.

Speaker 7 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.
Can you hypnotize people to give you money?

Speaker 7 And before you answer that question, some people think it's immoral or illegal, but this book teaches you exactly how to do that.

Speaker 7 And before I tell you what the title is, before I show you what this book is, this is the book that I read almost 20 years ago when I first started learning how to sell online.

Speaker 7 I was at an event and there was a stage hypnotist who was there. And the night before, he did this whole hypnosis show.
He had everybody on stage falling asleep, doing crazy things.

Speaker 7 And then the next day, he actually spoke again, and this time, he sold his product at the end of his presentation. And people were running to the back, jumping over the tables.

Speaker 7 And what's crazy is before he would allow anybody to buy his product they had to sign a contract stating they were not hypnotized and they were buying this their own free will and mind i remember seeing that i was like that's so fascinating and i started thinking like can you use hypnosis to become better at sales right and so over the next 10 years of my life i started buying everything i could find on hypnosis to start understanding it i bought over 2500 books and of all the books all the courses everything i bought this was the book that helped me to understand how to use hypnosis to actually sell your products and your services.

Speaker 7 I took what I learned inside this book and from there I actually set a world record speaking on stage, closing one out of nine people and setting a world record for the most sales in the shortest period of time.

Speaker 7 So what is the name of this book? Do you guys want to see what it is? The book is called Unlimited Selling Power, How to Master Hypnotic Selling Skills.

Speaker 7 Now for some of you guys you may be freaking out already just because I use the word hypnosis and like I don't want to use hypnosis for selling.

Speaker 7 Two quotes I want to read from the beginning of this book that'll help it that should help this make more sense to you.

Speaker 7 So the first one right here says, scientists who study language patterns have documented the top salespeople use forms of conversational hypnosis and the less successful salespeople don't.

Speaker 7 In addition, scientists have found that the top negotiators use conversational hypnosis as do the best attorneys and the most charismatic ministers and preachers.

Speaker 7 Okay, so people who are really good at sales and persuasion are using this.

Speaker 7 A lot of times they don't even know they're using hypnotic language patterns, but the best people in the world are actually using it.

Speaker 7 You may be wondering, well, how does hypnosis work when you're selling? And in the very first chapter, it says something really cool.

Speaker 7 It says, when you communicate a message hypnotically, the message is more likely to bypass the listener's conscious mind. The hypnotic message goes more directly to the prospect's subconscious mind.

Speaker 7 Okay, as you know, all selling has to do with subconscious level. By using hypnotic language, it bypasses the conscious and goes directly to the subconscious.

Speaker 7 This book has tons of powerful things, but what I'm doing now is I want to shortcut this for you because a lot of you guys aren't going to read this book.

Speaker 7 So, I want to pull out the eight most powerful things that I learned from this book and show you how you can use them when you are trying to sell anybody anything online.

Speaker 7 So, with that said, I'm going to put on my trusty bookmark and come over here to the whiteboard. We're going to walk you through the eight principles of, as you can see here, hypnotic selling secrets.

Speaker 7 So, with that said, you guys are ready to jump right in. All right, so the very very first secret here is what hypnotists call suggestion.
What is suggestion?

Speaker 7 Well, let me read from you from this book, talk about what suggestion is, okay?

Speaker 7 If you think about when a hypnotist is trying to hypnotize someone, it could be like stage hypnosis or clinical hypnosis. They may say something like this.
Your eyelids are getting heavy.

Speaker 7 You're beginning to feel sleepy.

Speaker 7 So what the hypnotist is doing is they're suggesting something to the person, right? They're bypassing the conscious mind, suggesting the subconscious mind.

Speaker 7 Now, how would you use that everyday language? If you're talking to someone one-on-one, I might say something like, you're going to love this meal.

Speaker 7 I'm suggesting to them that they're going to love this meal. Now, how I might use that if you're selling, well, here's that works here.

Speaker 7 It says, you're going to be very excited about what this computer can do, what this funnel can do, what the software can do, right?

Speaker 7 So these are all suggestions I would give somebody if I was speaking on stage or in a webinar or on a video sales letter. Now this is why suggestions work.

Speaker 7 It says they work because people get what they think they're going to get out of an experience. They work because thoughts can become self-fulfilling prophecies.

Speaker 7 If someone thinks they will like something, chances is they're going to like it. If they doubt they're going to like it, then chances are they won't like it.

Speaker 7 So that's how we do suggestions. We're using the hypnotic language.
Now, whenever I think about suggestions, I had a roommate in college, his name was Aaron Holker.

Speaker 7 I remember he used to do the funniest thing every single time. Like he would do something to me, and he's like, oh, you are so mad.
You are so mad. Or he'd say something like, oh, you are so happy.

Speaker 7 You are so happy. And he'd always tell me that, and he used to drive me crazy or make me laugh.
And I didn't know it at the time. I don't think he knew it either.
But he was giving me suggestions.

Speaker 7 He'd hit me like, oh, you're so mad.

Speaker 7 Do something like, oh, you're so happy. But he was giving me the suggestions, right?

Speaker 7 And whenever I'm on stage, I'm speaking to an audience, or I'm on a video sales letter, I always think about that the same way the Hulker did to me, right?

Speaker 7 I share something like, Oh, you're gonna be so excited when you see this. When you find out what I'm gonna show you guys, it's gonna change everything for you.

Speaker 7 Okay, next five minutes is gonna change everything for you. You're gonna feel happy, you're gonna be more excited.
I start using suggestion in my language patterns, okay?

Speaker 7 So, that's the first way you can use hypnosis when you are speaking, is embedding suggestions about how they're gonna feel, what they're gonna experience.

Speaker 7 By doing that, you're setting the expectations, and the expectations will dictate how they actually feel. Okay, so that's secret number one.
You ready for secret number two? Secret number two

Speaker 7 is one called idiosensory trance.

Speaker 7 This one's called Truisms

Speaker 7 and Universal

Speaker 7 Statements. That says Truisms, Universals.
So to cube this one, I actually want to share with you guys a video clip from one of my friends. His name is Darren Stevens.

Speaker 7 He's one of the best hypnotists I've ever seen. I've seen him walk up to somebody, touch them, they pass out cold on the ground.
You've seen those before.

Speaker 7 But then he also is one of the best stage presenters and closers I've ever seen. And we had a chance to have him speak at a recent funnel hacking live event.

Speaker 7 And he talked about a whole bunch of stuff.

Speaker 7 I'm not going to show you the entire presentation, it's almost an hour long, but there's one clip, it's two minutes long, where he talks about truisms and universals that I think is going to change everything for you because this

Speaker 7 is something you can do at the very beginning of any presentation you give. It helps build rapport with the audience immediately.

Speaker 7 And then that way, as you're giving your presentation, they're more likely to take your other hypnotic suggestions and more likely to buy from you at the end.

Speaker 7 So, that said, let's watch this really quick clip from Darren on universals and truisms.

Speaker 5 That's what a universal and a truism is. A truism is something that is irrefutably true in the moment.

Speaker 5 So when you use your language, one of the things I used when I first came out, I said, ah, isn't it fantastic being here in the Hyatt Regency in Dallas? That's a truism because it's undeniable.

Speaker 5 You're all in the Hyatt Regency and you're in Dallas and you read ClickFunnels. And I said all three of them.
So I went truism, truism, truism.

Speaker 5 And the reason you want that happening in your presentation is because in their head, unconsciously, they're going, yes, that's correct. Yes, that's true.
Yes, that's true.

Speaker 5 So then if you put in your product or service that you're offering, their unconscious mind's going to go, hmm, yeah, that's true, that's good. Alright?

Speaker 5 So universals and truism, there's a couple of examples. Alright?

Speaker 5 So,

Speaker 5 law of truisms and universals, and there's another one. Universals are things that anything that is true for the majority of people.

Speaker 5 So the majority of you would know or heard of Russell Bruns, or you were all teenagers once. Most of you have click funnels, and if you don't, you should buy it now.

Speaker 5 All right, so you've made, you know, there's some examples anyway. So that's universal.

Speaker 5 So if you can use universals and truisms in your presentation right at the very start, it's a very fast way to build that rapport.

Speaker 7 Okay, do you see how it works? In the very beginning of the presentation, you introduce universals and truisms.

Speaker 7 That's one of those simple things to start building trust and rapport immediately with the audience.

Speaker 7 And that way, as you are persuaded to move forward, they're saying yes, yes, yes, they connect, boom, and now you're able to move forward with them after that. Okay.

Speaker 7 All right, you ready for secret number three? Secret number three from the book

Speaker 7 is creating amnesia in your clients. Now, why would you want to create amnesia in the clients? Okay, I'm going to share with you from the book exactly what this is.

Speaker 7 All right, it says, you can trigger hypnotic amnesia by using words such as forget, hard to remember, impossible to remember, not important to remember, or too boring to remember.

Speaker 7 Okay, what are the things you want your customer to forget about, right? All you're using is using suggestion to give them something to forget about.

Speaker 7 So, for me, when I'm trying to sell somebody and persuade someone to influence them, one of the things that holds people back is they have this remembrance of times they've tried in the past and they've struggled and they've feared.

Speaker 7 So, I'm going to give suggestions that cause amnesia. I may say something like this: I want you to forget other times in the past you've tried this and you've failed.

Speaker 7 Okay, I want you to forget all the struggle, all the heartache, everything else you've tried in the past hasn't worked.

Speaker 7 It's not your fault, it's because of something else, it's because of this thing that kept you from being successful.

Speaker 7 Moving forward from this time forward, I want you to think about how you can be successful because this is a new version of you, and you're no longer held back by the thing that you were struggling with in the past.

Speaker 7 Okay, so I'm using suggestions, have them forget the things that might be holding them back in the past. Now, some of you guys might, Russell, that's too simple.

Speaker 7 No one's gonna be like, oh, I'm gonna forget about the struggles in the past, okay?

Speaker 7 The reality is consciously, you're not gonna be doing that, but my goal with hypnosis is never to speak to you consciously.

Speaker 7 I'm speaking past your conscious mind to your subconscious mind, which is holding you back right now. As I do that, I'm talking to your subconscious mind and say, hey, forget about that.

Speaker 7 This is gonna be different, right? Your subconscious mind and say, okay, and it unleashes that so that person can start moving forward with you. Does that make sense? You guys getting this?

Speaker 7 Graph number four. Number four is very similar to amnesia, but instead, number five,

Speaker 7 number five is hypernesia. Now, hypernesia is kind of like amnesia, but it's the opposite, right? Amnesia, I'm trying to get you to forget something.

Speaker 7 In hypernesia, I'm trying to get you to think about something. So if I'm doing a webinar or a challenge or a live event, and I make somebody an offer, I make the audience an offer, right?

Speaker 7 What I might say to create hypernesia, they'll say something like this.

Speaker 7 For all of you guys who just signed up, tonight you're going to go back home knowing that what you did was the correct decision in your life.

Speaker 7 life You're gonna fall asleep tonight feeling good feeling excited feeling energized knowing that tomorrow your new life is gonna start now for those of you guys who are struggling with this decision and you haven't decided to take action yet tonight when you go to bed you're gonna lay down there you're gonna be thinking about what could be possible you're gonna start thinking about what your future could be like if you decide to take action on this and you're gonna realize that if you take action on this like you have complete certainty knowing what you're supposed to do moving forward you're gonna have more success and more happiness and by tomorrow morning you're gonna be ready to take action and run with this all together okay so I insert a hypnotic suggestion like that creating this hypernesia.

Speaker 7 Now, first time I ever did this, I was like, there's no way this is going to work. I remember doing that.
It was a three-day event. I made the offer on day number two.

Speaker 7 Day number three, everyone came back, and the next morning, we did what's called the repitch. I gave them one last chance to buy, and a whole bunch of people ran back and they bought.

Speaker 7 And what's crazy is after that, we talked to the people, like, why did you buy? Like, you didn't buy the night before, why did you buy the next day?

Speaker 7 And they told me, like, I sat there in bed all night just thinking about this, realizing this was my future. And they literally said back the thing that I had actually said from stage.

Speaker 7 Now, they didn't consciously remember that's what I had said, but what's crazy about it is that's exactly what they reverberated back to me when we asked them why they signed up the next day.

Speaker 7 Okay, so hypernesio is a very powerful hypnotic tool that you can use in your language patterns as well. All right, you guys ready to move on to hypnotic selling secret number five?

Speaker 7 All right, here we go.

Speaker 7 All right, number five is called age progression. Now the book says that age progression is the hypnotic technique which allows a person to feel as if he is living in the future.

Speaker 7 All right, so in this example,

Speaker 7 the hypnotist is working with a client who wants to lose 30 pounds in the next six months. So this is a conversation they are having.

Speaker 7 And as you're looking at this, notice the conversation back and forth and how the hypnotist is putting this person into the future, helping them to create a vivid vision of what that could look like.

Speaker 7 Can you see yourself in the future? Yes. How much weight have you lost? About 30 pounds.
Cool, what were you wearing? I was wearing a new white pantsuit. I bought some new clothes.

Speaker 7 Oh, you got to buy new clothes? Yeah, my old clothes didn't fit, and I was tired of those old black outfits. Now, imagine yourself at work.
How are people reacting to you? I can see Judy.

Speaker 7 She is not very friendly. I think she's jealous.
She might think I'm going to try to steal her boyfriend. Now can you imagine the men in your life?

Speaker 7 Okay, so what the hypnotist is doing is helping them see a vision of what their future might look like.

Speaker 7 So how does that work when you're trying to sell somebody something through a webinar or a challenge or live event? It's the exact same thing.

Speaker 7 I want to create a vivid vision of what that person's future might look like.

Speaker 7 So I might say something like this. Like I want you guys to visualize.
Imagine like after you buy this course, right? And let's say it's three months from now or six months from now.

Speaker 7 You've gone through the training, you've understood all these things. Like what would your life look like?

Speaker 7 Like for some of you guys, how many of you guys like you're just in so much debt and it's stressing you and want to get rid of that debt. How many of you guys like you want to get out of debt?

Speaker 7 Like, visualize yourself being debt for you. Like, what would that feel like inside of your life?

Speaker 7 And some of you guys may be out of debt, but you're trying to figure out, like, you have a job and you hate it and you want to get rid of that job.

Speaker 7 Like, visualize what it would look like if you had a chance to fire your boss and moving forward, like, you can work for yourself, like, you are your own boss. Like, what would that look like?

Speaker 7 How would that feel for you? Now, some of you guys already have, like, you already have your own job, but you're struggling, you want it to grow. Like, what would that look like for you?

Speaker 7 Like, picture yourself six months from now, nine months. from now, when all these problems are solved, you have absolute certainty, you're having tons of success.

Speaker 7 What would that look like for you inside of your life?

Speaker 7 Okay, we we start getting them to visualize this vivid future of themselves, and you're doing this age progression by putting them into the future, helping them feel what that looks like.

Speaker 7 You bring them back to the future state, and they're able to now see the future that you're trying to create with them. Okay, it's one of the big things.

Speaker 7 Some people are really good at seeing the future, and a lot of people struggle with that, and that's why when you use hypnotic language to do age progression,

Speaker 7 you create this vivid vision for them that they want to run towards. Okay, all right, you guys liking this so far? We're gonna move on to secret number six.

Speaker 7 All right, let's check out what secret number six looks like.

Speaker 7 Here we go. Secret number six is time distortion.
Okay, this one's really cool how this one works. Think about this.
Like, sometimes in your life, you experience something, right, and it goes so fast.

Speaker 7 You could be like enjoying a movie, and all of a sudden, you get in the movie, three hours later, it's over, you're like, that was so fast, right?

Speaker 7 Other times, like, you might be sitting in line at a store for 10 minutes, and it feels like it went forever, right? So, time is not really real in most people's brains, right?

Speaker 7 You have to learn to use time distortion. For example, if you were doing a webinar, right, for me, when I do my webinars, they're usually 90 minutes to two hours long.

Speaker 7 Now, it may seem long if I'm not careful, right? Or I do a three-day event that's long, right? Three days, eight hours a day, that event can feel really, really long if we're not careful.

Speaker 7 So you can use hypnotic suggestion to shrink the time inside of people's minds.

Speaker 7 Okay, so the way I might do this at the beginning of the webinar, I might say something like, hey, over the next 90 minutes, we're going to be covering a lot of information, and it's going to feel like this is going so fast because it's going to be so exciting.

Speaker 7 The new things you're going to be learning are going to be stimulating and help you feel excitement and joy in everything you're doing.

Speaker 7 So the next 90 minutes is going to go insanely fast, but I promise you, if you focus, you're going to get a lot of value out of everything we're doing.

Speaker 7 By embedding that suggestion inside their mind the event's gonna feel short for them it's gonna feel fast okay same thing if I'm doing a three-day event right if I come in hey for the next three days we're gonna cover da-da it feels heavy it feels overwhelming and subconsciously the mind's like this is long instead it's like hey over the next three days we're gonna be going so fast like everything you're learning is gonna be so exciting and new and fun you're gonna feel like everything's pressed down just a couple of hours even though we're going for three full days this is gonna feel like every single day as we're going deeper and deeper into this you're gonna have more energy more excitement more fun by time this is this is over you're not gonna feel feel drained and exhausted like a typical event by time this is done you're gonna feel energized and more excited than you ever knew was even possible in fact sometimes you're gonna feel overwhelmed and stressed out but that overwhelm and stress is gonna turn into energy and excitement as we're going through this because you're gonna know that your life is changing from this point forward you guys ready for some secret number seven you guys like these so far if you are let me know in the comments down below and make sure that this is valuable for you guys because this book is insane this is just eight of the many things you're gonna learn and you have a chance to actually read through it.

Speaker 7 All right, number eight is called future pacing. All right, let's go back to the book for some future pacing to help you understand exactly what it is.
Future pacing.

Speaker 7 By talking about the undeniable, truthful events that will take place in the future, you can build expectation and excitement. Here's an example.

Speaker 7 He says, in a few minutes, you're going to begin to feel heaviness in your arms and hands and deep feeling of relaxation in your neck and your shoulders.

Speaker 7 Okay, that's how a clinical hypnotist would use it. So how do we use it as someone who's using hypnosis for selling?

Speaker 7 So again, this was the definition initially. He said, by talking about an undeniable, truthful events that will take place in the future, you can build expectation and excitement.

Speaker 7 So that's the goal of future pacing, expectation and excitement so every time i introduce a new concept to somebody right let's say i introduce the concept of funnels to you the very first time now my job is to future pace this by giving you expectation excitement okay now that you understand what a funnel is you now have everything you need to be successful you now have exactly need to be able to grow your company online before you're probably struggling and now you understand this concept of funnels it's literally unlock something that's going to change everything for you okay the funnel is the key to so many people's business success now you have that secret knowledge into your head now you have the ability to use it as well okay so again i'm using suggestions to future pace and give them excitement and expectation about the new concept i just shared with them okay

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Speaker 7 All right, you guys ready for number eight? The final one? All right, if you are, here we go. Number eight is you want to use hypnosis to get people into what's called a yes state.

Speaker 7 This is where we get people to say yes as often as possible. Okay, a little while ago, I did a YouTube video teaching you guys about trial closes.
You remember me talking about this? Yes?

Speaker 7 Okay, so what trial closes are? They're little questions you ask somebody throughout your presentations where you know the answer is gonna be yes.

Speaker 7 And I'm gonna ask you this question just so you say yes. Does that make sense? So I ask you a question, question and I'll say, are you guys getting this?

Speaker 7 What would life be like if you had this implemented in your system? That would make life easier for you? Right? So I'm saying these little questions like that, like yes, yes, yes.

Speaker 7 These are trial closes, right? The more times I can get to say yes during a presentation, the better, right?

Speaker 7 It gets you in this hypnotic movement of saying yes, yes, yes, over and over and over again.

Speaker 7 One of my favorite places to use trial closes in a presentation is when I finish my presentation, I'm making my offer. And you know when you make an offer, somebody starts stacking.

Speaker 7 I mean you get this and this, you start building up the value of the thing you're trying to offer, right? And eventually you have this big, huge price point.

Speaker 7 Like, this is the big dollar amount, right? So if I gave you everything today, the value of it's like $10,000, right? Let's say the value is $10,000.

Speaker 7 Okay, so that's the first thing. So I'm establishing this is the price thing I'm going to sell.
Now, before I do the price drop, I don't just price drop, but it's not going to be $10,000.

Speaker 7 I'm going to give it to you for just $1,000. Instead, what I want to do is I want to get them to see the value.

Speaker 7 I want to get them in a yes state and have them say, yes, that this is worth $10,000 at least three times before I drop the price.

Speaker 7 Okay, now if I've done this right, I've been doing these little yes statements, the little trial closes all throughout my presentation, saying yes I've been saying yes So by the time I get to the spot where I'm asking for money They've said yes like 500 times right and I get the spot right here I show them the big price It's ten thousand dollars, but don't worry, I'm not gonna charge you guys ten thousand dollars today, but I have a question for you if all that this did Okay if all statement if all this did was help you have this benefit would it be worth ten thousand dollars and say yes right now if all this did was this would it be worth ten thousand dollars?

Speaker 7 Yes. Now if all this did was this would it be worth ten thousand dollars? So I ask three if-all statements

Speaker 5 if all

Speaker 7 they say yes yes yes and then from there then I drop the price down to the smaller amount okay I'm getting them to a yes state they said you know 20 50 100 yeses throughout the presentation when I show them the high ticket price I get three yeses yes yes yes in a row then I drop the price and then from there then I make the actual offer okay so getting people in the yes state is another way to use hypnotic selling inside of what you're doing All right, so there you guys go.

Speaker 7 There are the eight different ways to use hypnotic selling secrets.

Speaker 7 You got suggestion, you got truisms, universals, you got amnesia, you got hypernesia, you got age progression, time distortion, future pacing, and yes states.

Speaker 7 All right, with that said, I'm gonna come over here to the couch. I want to talk about what we learned today and how you guys can use this inside of your selling, okay?

Speaker 7 Again, when I first learned about hypnosis and selling, first I thought it was crazy. I'm like, there's no way that's real, but I saw somebody do it.
I wanted to figure it out.

Speaker 7 So I started reading all sorts of books. This is the one I found that had the most practical application.
And I hope that...

Speaker 7 this video helps you guys to pull out again eight things that were really powerful that i use every single day when i am selling it's something I've used so much now.

Speaker 7 It's just like built into my language patterns. I don't really think about it anymore.
But when I first got started, I had to think about this.

Speaker 7 And as I was creating presentations, I'm like, okay, how am I using truisms? How am I using universals? How am I getting people into a yes state, right? How do I create amnesia and hypernesia?

Speaker 7 Like I started thinking about those and weaving them into my presentations, right? And now it's become something that's just built into my language patterns.

Speaker 7 I do it when I'm not even thinking about it. And you can do the same thing as well if you just start practicing it.
Okay.

Speaker 7 Now I showed you guys a really quick clip from Darren Stevens speaking at Funnel Hiking Live, sharing the truisms and universals. But he taught so many other really powerful, amazing things.

Speaker 7 And unfortunately, I don't want to post that here in this video because it's about an hour long, but I am going to be putting that on the actual podcast.

Speaker 7 So if you have a desire to actually watch the rest of his presentation, if you go to any of your favorite podcast apps and search for selling online podcasts with Russell Brunson, you can go and find that episode.

Speaker 7 It'll have everything from Darren teaching you guys even more hypnotic selling secrets, which I think you guys will love as well. Other than that, I hope you enjoyed this presentation.

Speaker 7 I hope you learned some really cool things that will help you in your selling. Again, this works in any type of selling, from video sales, letters, YouTube videos, webinars, challenges, live events.

Speaker 7 Weaving these hypnotic patterns can change everything for you. This book changed everything for me, and it can for you as well.

Speaker 7 There's also a link in the description down below where you can get a copy of this book.

Speaker 7 Or if you want to go deep in selling with me, if you go to our sellingonline.com event, you can learn exactly how to sell from stage, which is a lot of fun as well.

Speaker 7 All right, everybody, hopefully I gave you some ideas on how you can weave hypnosis into your one-to-many sales presentations.

Speaker 7 This is one of the things I go deep on and I teach at the selling online event. So So if you don't have your tickets yet to the next selling online event, go to sellingonline.com and get your tickets.

Speaker 7 It's 100 bucks, three days with me, like eight hours a day, and we go deep into one-to-many selling, how to create presentations, how to create offers, how to do a whole bunch of really cool things.

Speaker 7 And I do have a session there talking about hypnosis inside of selling. So if you want to go deeper on this and master it, be sure to go to sellingonline.com.

Speaker 7 All right, with that said, Next thing I'm going to do is I told you guys that a lot of this hypnosis stuff I learned originally from a guy named Darren Stevens. And Darren,

Speaker 7 he's a public speaker, but he's also a trained hypnotist and a whole bunch of other really cool things.

Speaker 7 And so, he spoke at the second Funnel Hacking Live talking about how he weaves hypnosis into all the stage presentations, and it was fascinating and amazing.

Speaker 7 And you know, it was the second funnel hacking live, it was almost a decade ago, no one even remembers his presentation, and it was so good. So, I want to share with the guys right now.

Speaker 7 So, for the rest of the podcast episode, you can have a chance to listen to Darren Stevens talking about how he uses hypnosis to sell insane amounts of volume of things from the stage. Hope you enjoy.

Speaker 5 Alright, first I'm going to tell you a little bit about myself and how I got started.

Speaker 5 I want to share some strategies that I use to close between 50 and 60%

Speaker 5 of the people that come to events of ours. And

Speaker 5 it makes me anywhere from a million to two and a half million dollars at any sort of those events. And we do that with very little people in the room.

Speaker 5 And so I want to be able to share those steps with you because you don't have to fill a room like this. You could have a small event and have that million dollar payday.

Speaker 5 all right so I want to share the those strategies with you then I'm just going to break down step by step what I actually do all right because if you model what I do Russell did this in one after I shared it with him and he made 1.3 million dollars in that 60 minutes once he used this strategy so if you model this you can do the same for yourselves all right then

Speaker 5 So a little bit about myself is I'm a best-selling author. I have nine best-selling books out in the marketplace on business and marketing and different mindset and things like that.

Speaker 5 I'm married and I have seven beautiful children. And I had to become an entrepreneur and make a lot of money because I needed to be able to feed them all.
But I've realised since being here and

Speaker 5 mixing with the ClickFunnel team is that it's a part of Russell's culture that you have lots of kids because he's clearly got lots and so is Dave Woodward and you know anyone in ClickFunnels.

Speaker 5 A little bit about myself.

Speaker 5 These strategies I'm about to share with you really changed my life and gave me a very blessed life because of these things.

Speaker 5 And I really want to give this to you as a gift because if you can replicate this, it's going to make such a difference in your life.

Speaker 5 Because I started out from a very poor family and average household in a little country town in Mildura, Victoria, Australia, which only had a population of 30,000 people. And this was my first house.

Speaker 5 and pretty stunning as you can tell.

Speaker 5 But years later, after applying all these things and growing and going to seminars and learning from people like Russell and everything else, I applied those things and it changed my life.

Speaker 5 And you are really just one funnel away, especially when you apply these things that you're learning here this weekend. And this is my house now.
This is one of them anyway.

Speaker 5 So it's on two acres, 90 square property. It's a huge place.
I needed it for all the kids.

Speaker 5 And I also, six months of the year, have another house which is on an island. And very fortunate to live in a beautiful place of Australia on an island for six months of the year.

Speaker 5 Alright, so these are the things that have come from these strategies. Alright, so I'm going to talk to you really about the back end of the funnel.

Speaker 5 So once you get the people there, you can obviously funnel hacker Russell, he's brilliant at getting people to an event, just look at this.

Speaker 5 Or you can go and have a look at any of mine and things like that. But I'm not putting 1,500 people in the room like Russell is.

Speaker 5 I'm putting 60 people, 80 people, because that's for me, that's all I need to get the result that I'm looking for on those things.

Speaker 5 Alright, so before I get into that, there's something I need to have you have a little understanding of first.

Speaker 5 Because these tools that I'm going to share with you,

Speaker 5 you need to use them from a loving place and that you really care about your audience and that you want to make a difference.

Speaker 5 Because you are helping people influence them to make decisions and to feel that connection with you.

Speaker 5 But it only works if you do it from the heart and that you really care and that you want to make a difference and you believe in your product.

Speaker 5 So, don't you know, I need a commitment from you when I share these that you're not just going to go out and use these to manipulate people or

Speaker 5 when you don't really believe in your product or service and that you're actually coming from a good space. Alright, so the first thing is to understand a little bit about how the mind works.

Speaker 5 So, I'm just going to do a little picture.

Speaker 5 Alright, so hopefully that looks like a little pirate ship. I'll put some gums there.
Alright.

Speaker 5 So,

Speaker 5 back in the olden days, you've got, you know, with the whole pirate ship, you've got the captain and the crew. So, who's in charge of the ship? The captain or the crew? Yell it out.

Speaker 5 The captain, that's right, you've got the captain. Alright?

Speaker 5 And the captain, you know, might even look like this.

Speaker 5 Or, I think this is a better looking captain because he's much more handsome, and that's this guy.

Speaker 5 Alright,

Speaker 5 so So

Speaker 5 now, you've got the captain and you've got the crew. Now, what happens if the captain treats his crew like crap?

Speaker 5 What happens? You get a what? A mutiny.

Speaker 5 Now who's in control of the ship? The crew. That's right.

Speaker 5 Now, for this demonstration, and for you to have an understanding of what I'm going to take you through, is the captain is your conscious mind. The crew is your unconscious mind.

Speaker 5 That's those little voices inside your head, but that's actually who's making the decision.

Speaker 5 So when you are selling or you're presenting to an audience, you're not talking to them consciously.

Speaker 5 If you want to build a relationship with them at a deep level, because that's where the riches are really at, you need to do it at the unconscious level.

Speaker 5 So you need to be talking to the crew. Because what stops sales is when people are procrastinating.
Who here has ever had anyone procrastinate? Or anyone here ever procrastinated about anything?

Speaker 5 Can we say, I'll show hands. Anyone not really sure?

Speaker 5 Okay.

Speaker 5 All right.

Speaker 5 So, all right, so they procrastinate. And what that is, that's two parts of their unconscious mind that are in conflict.
Because one part of them is going, yeah, I really want this ClickFunnels thing.

Speaker 5 And the other part's going, oh, but you can't build funnels and doesn't know what to do, right? There's two parts that are in conflict.

Speaker 5 But if you can get them to come together as one and not be in conflict, then you're going to get a much better result.

Speaker 5 So you have to understand that you're not just talking to a person person consciously, you're talking to their unconscious mind. And that's who you have to build the relationship with.

Speaker 5 That's who you have to build the rapport with.

Speaker 5 So what I'm going to do is share now those steps that I use when I run my events to be able to build that relationship at the unconscious level. Alright, so

Speaker 5 alright, first, you know, we've all seen iceberg metaphors before. And there's 18 steps

Speaker 5 that I use when I run an event. Now you use these same 18 steps if you're running a webinar, and you can do it in one day, two days, or three days.

Speaker 5 The event that I normally typically run is a three-day event, and we use it broken up over those three days.

Speaker 5 Alright, so the first one of those is the law of building rapport consciously and unconsciously.

Speaker 5 Now, how you go about doing that is the first thing is you've got to get your audience raising their hands. Alright, so because guess what? You know, what were some of the things I did first?

Speaker 5 I asked you some questions, or I got you raising your hands. Just everyone raise your hand for a moment, Alright, for this.
Guess what you're all doing? You're all mirroring and matching each other.

Speaker 5 And one of the fastest ways to get rapport with somebody is getting everybody doing the same thing. Who here has seen Tony Robbins before? Anyone?

Speaker 5 What does Tony do? He goes, let's hear everybody.

Speaker 5 Guess what? You're all doing the same thing.

Speaker 5 So it's a fast way to build rapport quickly with somebody unconsciously and consciously.

Speaker 5 Using those things, match and mirroring, using language patterns, visual, auditory, kinesthetic, getting the group to interact, which we did at the very start.

Speaker 5 So just some of those things.

Speaker 5 Universals and truisms.

Speaker 5 That's what a universal and a truism is. A truism is something that is irrefutably true in the moment.

Speaker 5 So when you use your language, one of the things I used when I first came out, I said, oh, isn't it fantastic being here in the Hyatt Regency in Dallas? That's a truism because it's undeniable.

Speaker 5 You're all in the Hyatt Regency and you're in Dallas and you read ClickFunnels. And I said all three of them.
So I went, truism, truism, truism.

Speaker 5 And the reason you want that happening in your presentation is because in their head, unconsciously, they're going, yes, that's correct. Yes, that's true.
Yes, that's true.

Speaker 5 So then, if you put in your product or service that you're offering, their unconscious mind's going to go, hmm, yeah, that's true, that's good. All right?

Speaker 5 So, universals and truism, there's a couple of examples. All right.

Speaker 5 So,

Speaker 5 law of truisms and universals, and here's another one. Universals are things that anything that is true for the majority of people.
So the majority of you would know or heard of Russell Bruns.

Speaker 5 Or you were all teenagers once. Most of you have click funnels.
And if you don't, you should buy it now.

Speaker 5 Alright, so

Speaker 5 there's some examples anyway. So that's universals.
So if you can use universals and truisms in your presentation right at the very start, it's a very fast way to build that rapport.

Speaker 5 The law of authority. When you're

Speaker 5 the expert, the author, the speaker, the presenter,

Speaker 5 you need to build that attractive character that Russell already talks about. That's an important element as well.

Speaker 5 The law of similarity.

Speaker 5 How are you similar to them? You want to tell your story.

Speaker 5 You know, how you went from this to this or how you were scared about joining something and then you joined it and got amazing results whatever it is tell your story it's you know when you had that epiphany right so you want to tell that story

Speaker 5 right the law of commitment all right the law of commitment who you know one of the things I did at the very start I said who'd like copy of this book

Speaker 5 all right because I'm getting you to commit to what taking action all right I've set it up right at the start All right, so what do you got to do if you want to be successful? You got to take what?

Speaker 5 Action. I'm going to get the audience to feed it back.
Because we want to set that up as an anchor and a message, a key message that if you want to be successful, it's about taking action.

Speaker 5 All right, so that's one of the other things as well, getting them to commit. All right, the law of reciprocity.

Speaker 5 Delivering much more than that was expected.

Speaker 5 Doing little things at our events, we supply tea and coffee. We do all the little things that a lot of other people don't.

Speaker 5 So make sure you do those little things because they make a big difference

Speaker 5 when you're talking about converting later on. All right, you know, look at this, they over-deliver.
Russell over-delivers on everything that he does, right?

Speaker 5 And we care about that, you know, and that's why he gets such a great following and people coming back because he over-delivers.

Speaker 5 All right, we raise money for a charity, all right, because we actually really care and we've got a number of charities we support, but that also

Speaker 5 helps that law of reciprocity because you're teaching your audience, hey, listen, you know, if you go out there and be successful, then you can go and make a difference as well.

Speaker 5 And we're showing you the way to do that,

Speaker 5 is by you taking that leap of faith, taking action, and becoming successful so you can give back to other people and make a difference just like we do.

Speaker 5 When we get them involved, we have a big charity check that we raise at each one of our events and then we get a photo with the audience. So we want them to feel that emotion as well.

Speaker 5 And some of the most amazing things I've had people come back that single mums that were struggling to raise their kids, they've gone on and been successful and come back and raised all this money for charity because that's what inspired them to do it.

Speaker 5 So you want to do that. That's the law of reciprocity.
The next one is the law of anchoring. Now, law of anchoring is, you know, like I did before, who'd like a copy of my book?

Speaker 5 I'm anchoring the state of taking action. All right, so that's setting up an anchor.
You know, this

Speaker 5 this whole event has absolutely been awesome. And, you know, I've got to tell you, as an audience and seeing how you've interacted with everything, you guys have been awesome.

Speaker 5 And, you know, how many people here thinks Russell Brunson's awesome? Yeah?

Speaker 5 Give him a hand. All right? So you want to be able to use things when you're anchoring it.
And what I'm doing, and I'm demonstrating it as I'm doing it clearly to show you.

Speaker 5 However, every time I said the word awesome, I pointed to myself. All right, how many notice that?

Speaker 5 Only a few of you.

Speaker 5 And that's because you don't notice it consciously, but unconsciously, your unconscious or subconscious mind seen what I was doing.

Speaker 5 So every time I might say, you know, this is the most amazing event.

Speaker 5 All right, and you, you're absolutely unbelievable.

Speaker 5 All right?

Speaker 5 You know, you're so awesome.

Speaker 5 All right, so when you're using your hand gestures, you can be anchoring your audience to what it is that you want them to see.

Speaker 5 So hopefully everyone's going to go out of here afterwards and going, geez, that speaker, he was awesome.

Speaker 5 He was amazing.

Speaker 5 So, alright, so I'm just demonstrating these are some of the things. Now, can you do that? If you're on a video, you can do that.
You want to use these things, alright, using that anchoring.

Speaker 5 Alright, you can use other things as well, like embedded commands or embedded words. Because by now,

Speaker 5 who here has signed up for next year's funnel hacking? Let me say, show hands.

Speaker 5 By now, you all should have done that. Because by now,

Speaker 5 you might be picking up that I'm giving you an embedded command: by now.

Speaker 5 Buy your tickets now

Speaker 5 for next year's event. In all seriousness, I've already got my tickets lined up because I got to talk to Russell and see some of the speakers they've got lined up for next year.

Speaker 5 And I got to tell you, get your tickets because you do not want to miss it. You know, I thought Tony Robbins was the highlight, but what they've got planned is unbelievable.

Speaker 5 So, and I had to fly from Australia to get here, so I've already booked for next year for a whole stack.

Speaker 5 All right, so, all right, hand gestures, you know, like I was doing before, so that you can get your message across. All right, the law of breaking down beliefs and patterns.

Speaker 5 I'm not going to go into this much because Russell's already talked about doing that sort of things.

Speaker 5 You know, show them other people's successes, case studies, all right, which sometimes are really testimonials to what you're selling or what you're showing people.

Speaker 5 But you want to do that through your presentation early.

Speaker 5 don't leave it to you get to the end where you're about to do your closing sequence and go oh look testimonial testimonial testimonial right that's the wrong thing to do all right you want to have it in through your presentation all right so that they're already building up that belief and that around what it is all right so you want to break down their beliefs and patterns of that they can't do it or they can't achieve it all right how many people because of the things you've already seen with people coming up on the stage if you didn't have the belief that you could go out there and build amazing funnels and create the life of your dreams, has changed a little bit already.

Speaker 5 Alright?

Speaker 5 Good.

Speaker 5 Alright.

Speaker 5 So, the next one, law of identifying problems.

Speaker 5 Show them the problems and the pitfalls that are there. Help them,

Speaker 5 come up with them so they can see that, oh, these are the challenges, these are the pitfalls. And then start to show them the solution because you want to start building hope.

Speaker 5 This is what we do on day one.

Speaker 5 the law of solutions and new opportunities which Russell's already talked about having it you know the new opportunity show them that new opportunity show them various ways that they can be successful again using examples case studies that one big thing all right

Speaker 5 so now we're starting to take them on a journey we're taking from what the problem is now we're showing them the solutions and starting to take them into the future Alright, the law of new beliefs and identity.

Speaker 5 Really important. We want to build that new belief that they can do it, that it's possible for them.

Speaker 5 And then

Speaker 5 you want to have them take ownership for that new identity, whether it's being a funnel hacker or a lady boss, you know, or an author.

Speaker 5 You're building that following, your culture that you're building, right? So you want them to take on that new belief and that identity.

Speaker 5 But then what I would do, once we've got them into that place where they're starting to own that identity, I get them to share it.

Speaker 5 I'd say, okay, get into groups of four, turn around and tell people about your new identity and everything else and what it's going to mean.

Speaker 5 Because now we're introducing the laurel that I've already covered, which was commitment. They're committing it to other people.
They're starting to take ownership for that new identity. All right?

Speaker 5 Okay, the next one, social proof. Alright, case studies, testimonials.
What I do is I bring past authors when I'm running the author program, I bring them back up on stage.

Speaker 5 Or whatever an event I'm doing, I'll bring back people that have already had success, bring them back up on stage, and I'll ask them questions.

Speaker 5 And I'll ask them questions that I know the audience would want to know. Well, was it easy?

Speaker 5 Were you scared?

Speaker 5 Were you frightened to take that leap of faith? And I'll ask them those things because I want them to actually hear it for real.

Speaker 5 But I also then want them to share the transformation that it's been for them. And I've got to tell you, the people on stage that you bring back will share it so much more eloquently than you.

Speaker 5 And they will have such an impact because people are going to really resonate because they'll feel that passion and that belief and the change that's generally happened for those people.

Speaker 5 Then we would reward them with some sort of gift for coming back and sharing and having an impact on the audience and do that public as well.

Speaker 5 Because what happens is those people sitting in the audience are sitting there going, I want to be just like her.

Speaker 5 I just want to be just like them and be up on that stage and giving back to others and making a difference to other people. Okay?

Speaker 5 All right. The law of future pacing.
All right.

Speaker 5 One of the things that we do is is when people are on stage, what also what you're doing is you're giving their unconscious mind a glimpse of what they are going to look like in the future.

Speaker 5 Right, because they're unconsciously they're seeing that and they're going, okay, this is possible. This is me in the future.

Speaker 5 All right, I would get them to do a little visualization as well and talk in their mind, get them to see them already successfully owning whatever it is or successfully seeing themselves as a successful author or marketer or you know web builder whatever it may be have them do a little visualization because their mind is more powerful than anything else and it's better if they do it right and they see it in the future and then have them answer some future-based questions so once you've achieved that million dollar funnel what sort of charity do you think you'll support or what what who would you make a difference for and what would you do I might share examples of things that I've done to give them the idea.

Speaker 5 One of the greatest gifts in my life was the day I was able to buy my mum a car.

Speaker 5 So

Speaker 5 sharing groups,

Speaker 5 again, it anchors it in. Have them write it down.

Speaker 5 Also, before you would go into your selling or your closing sequence, have them do the numbers.

Speaker 5 Saying, well, okay, if it was possible for you to build a funnel and make this much revenue or whatever it is that your business is, have them do the numbers.

Speaker 5 Get them to work it out.

Speaker 5 Say, okay, well, if I had 100 people in here and I closed this many and I'd get this much results or sold this much on Amazon or whatever it may be, get them to do the numbers, write it down and then get them to share it with somebody else.

Speaker 5 Because it's much more powerful for them to see it, for them to come up with numbers than it's real for them.

Speaker 5 The law of fractionation and sound.

Speaker 5 One of the things that we're running is, you know, we're using music, you know, we're bringing the music up and the tempo up and getting people's energy up.

Speaker 5 We're bringing it back down, having them do things in groups.

Speaker 5 Music is a way of accelerating learning.

Speaker 5 And also, if you're using the right music tracks, it stops people going into trance. Who's ever been at a seminar where the speaker they listen to is starting to make them drift off?

Speaker 5 And they're getting bored or whatever else.

Speaker 5 They're putting you into trance.

Speaker 5 All right, you're going into hypnotic trance. You want them out of trance because otherwise they're not going to be paying attention.
They're not going to be alert.

Speaker 5 So one of the things we do and through this my presentation there's been a music track been playing the whole time and it's just below audible sound all right because you can't consciously hear it but unconsciously your unconscious mind can

Speaker 5 and it's a track that opens up the brain pathways to allow you to absorb knowledge and information much faster and and retain it Alright, so I'm going to get the guys at AB.

Speaker 5 Can you just turn that up so they can hear it?

Speaker 5 And you'll hear this track that's been playing just below audible sound.

Speaker 5 Alright, very subtle.

Speaker 5 That's the music that's been playing the whole time.

Speaker 5 Alright, thanks. You can turn it down.
Alright, so it's called Packer Bell, and it's been proven as an accelerated learning tool.

Speaker 5 And I can tell you, I've ran events, and when I have not played that in the background, I've got off stage absolutely exhausted, and so has the audience.

Speaker 5 Because they're exhausted from all the knowledge and information.

Speaker 5 And if you play that track through the back of your presentation all the time, you'll find people will be more alert, more engaged, they'll absorb the knowledge, and you'll have a much better result.

Speaker 5 Exercise music, we use something called yarni, which is a track that is a music that you're not going to know, so you're not going to be bopping along and singing the song because it's music that's just instrumental.

Speaker 5 Alright.

Speaker 5 Okay, the law of alignment. Law of alignment,

Speaker 5 all right. What that is, is really important because a lot of people have parts that will be in conflict.
Alright, remember we talked about people with the pirate ship before.

Speaker 5 If they've got any conflict happening at the unconscious level, what we want to do is be able to bring them together so they're not in conflict.

Speaker 5 Because otherwise you're going to have people procrastinating, all right, because they're not aligned.

Speaker 5 And the last thing you want to do is go into a presentation where you're selling your products or services, and those people have got that happening inside their head.

Speaker 5 Who's ever been there? By the way, I'll also raise your hands if you've ever procrastinated about making a decision.

Speaker 5 Most of us have at some stage. But the reality is it's because those parts are in conflict.
So, as an audience, what you want to do is take those parts and bring them together as one

Speaker 5 so that they're not in that misalignment. Alright, so one of the things that I've just done, which I'll share with you,

Speaker 5 is,

Speaker 5 all right, how I did that, I'm using my hands again, just like those embedded commands.

Speaker 5 I said, you know, on one hand, you're probably thinking, oh, should I buy this Amazon product, or should I buy an eBay product, whatever it may be, right? So I'm talking to your unconscious mind.

Speaker 5 I'm going, yeah, weighing it up, and my hands come together and go, but if they were aligned, and then I went like this.

Speaker 5 So what I'm doing is taking both of those parts of your mind, pulling them together, and then installing it back.

Speaker 5 So I'm doing that multiple times because I want the audience to be totally aligned.

Speaker 5 Again, these are some hypnotic techniques and things that I'm sharing with you so that you can help people be able to make decisions much easier.

Speaker 5 Just before we would go into a presentation for what we're selling or what the product is, I would play an emotional video.

Speaker 5 It can be motivational or whatever, one of the ones that I've used, I've used various different ones, but is we play often the Susan Boyle, she was the singer who was on, I think, who UK's Got Talent, and she came out and she was sort of against all odds, no one thought she'd be able to sing, and she sung this amazing Celine Dion song and brought the house down.

Speaker 5 Right, and puts everyone when you play that, there's not a dry

Speaker 5 eye in the house. And what it does, it puts people in an emotional state of gratitude.
And guess what?

Speaker 5 One of the biggest killers of sales is fear, and you cannot feel fear if you're in the state of gratitude.

Speaker 5 Alright so we play that video because we want you to be into an emotional state of gratitude and being a different state so that you're not going into fear about purchasing a product or going through what we're offering.

Speaker 5 So put them in emotional state of gratitude.

Speaker 5 Alright, the law of adding value, you know, that's, you know, make sure that it's clear that you're showing step by step, line by line, right, the value you're adding.

Speaker 5 I often see a lot of presenters, and what they do is they go, oh yeah, we're getting this and this and this and this, and they don't put the prices next to it and or any images and things like that, and then all of a sudden they go, oh, and it's this price.

Speaker 5 You know, it's like $100,000 worth of value for $3,000.

Speaker 5 So the reality is that doesn't work unconsciously, yet it's important to have the stack, absolutely, and totally do that as well, the same as Russell does.

Speaker 5 However, what Russell does is, you know, it'll have, well, you get this, and it has the price next to it. And people go, oh, yeah, that's worth $500.
Yep, and it has this, and that's worth $1,000.

Speaker 5 So mentally, they're doing a calculation ahead. Yeah, that makes sense.
That makes sense. That makes sense.
And so they're sort of adding it up.

Speaker 5 But if I just did that without having that broken down like that and got to the end, people have a disconnect. And they go, oh, how can it be worth $100,000? I don't get that.

Speaker 5 So unconsciously, you want to break it down step by step.

Speaker 5 Use images if it's an intangible product to show that it's more tangible.

Speaker 5 And then what we do is we invite them to join our program through an application process, which we use the law of scarcity.

Speaker 5 So we have an application process. So we say we've got a limited number of people that we're going to accept into our program.

Speaker 5 That application process, you have to fill out an application.

Speaker 5 And

Speaker 5 before they can even come back into the room to have a conversation with us about the project, they have to pay a $500 refundable deposit.

Speaker 5 And then they can ask any questions about the program, and then they have to fill out the application, and we go from there.

Speaker 5 And then, if they get accepted, we take their photo at the same time as they hand in the application because, again, these are micro-commitments that they're making, so we take their photo as well

Speaker 5 as a part of the application, because we are going to go through it. We also are being real with them.

Speaker 5 We say, do not apply for this program if it's going to mean that you can't put food on the table for your kids.

Speaker 5 We do not want your money.

Speaker 5 Save up, come back at another time.

Speaker 5 We're very upfront that

Speaker 5 we want to help people and everything else, but we do not want you going out on a limb where it means you can't feed your family.

Speaker 5 Now some of the other things when I've sold million dollar franchise systems and things what we would do also is we would say we want you to give us two or three references that we can check up and call.

Speaker 5 Anyone here ever given a reference for something? Just show me show of hands? Cool. Alright, have you ever given somebody a reference that's a bad reference?

Speaker 5 If you're going to write down on some application, hey, listen, you know, I've put you down as a reference to, you know, that they may call about that, about you applying for this business, you're not going to put someone down that's going to say, oh, no, this person's a loser.

Speaker 5 All right, you're going to put down one of your best friends, right?

Speaker 5 Because what's going to happen is you're going to put down one of your best friends. And so when we ring up and check your reference,

Speaker 5 the moment we ask about, well, do you think this person would be a good fit and that they could really apply the program and everything else, they're going to say, yep, Russell brunson he's amazing he'd be fantastic definitely take him accept him right all right soon as we hang up from that phone call what's going to happen is your friend is going to ring up and they're going to pick up the phone they're going to ring russell saying hey russell i just spoke to that darren guy and i told him how amazing you are and you'd be fantastic for the program and you'd be perfect and everything else All right, so now what's happened is Russell's got two of his closest friends that he trusts and values telling him he should go ahead.

Speaker 5 All right?

Speaker 5 So we've got, because what happens when people leave the environment, they often will go into fear and their best and closest, dearest friends, normally family, try and talk them out of it.

Speaker 5 So this way they've got outside help that's going to reassure them that they've making the right decision. Okay? Hopefully that helps.

Speaker 5 Okay, law of team, we're nearly at the last one. Law of team is make sure that if you have a team.
Look at ClickFunnels as a great example. I have an awesome team.
I'm very blessed in my office.

Speaker 5 I have a beautiful team that really support me and I couldn't do what I do without them. And just as Russell couldn't do what he does without his amazing, awesome wife and his team.

Speaker 5 Because it's a bit like you've got the captain of the ship, but you've got the crew that are behind the scenes doing lots of the work.

Speaker 5 So make sure your team's aligned. I know the ClickFunnels team, they have a meeting before you guys come in here.

Speaker 5 They are all aligned with wanting to have one goal, which is to give you the most amazing experience that you're here and they're here for you.

Speaker 5 So, whenever you're running something, have your team

Speaker 5 alignment meeting where you're getting them aligned. What outcome do we want for our participants? We want to make sure that we have a big impact.

Speaker 5 And keep the same pace of the room. So, your team at the back, if the room is fast-paced, make sure that they're fast-paced.

Speaker 5 If it's a slow pace because of you're doing an exercise or something, then they should walk at that same pace so it doesn't upset the balance of energy in the room.

Speaker 5 Alright, so last thing I want to to leave you with is a quick formula for success. And that is, the first thing is you want to get clarity.

Speaker 5 Because when you get clarity about what it is that you want to achieve in life, what your goals, dreams are, that leads you to have more certainty.

Speaker 5 And the more certainty you have, guess what? The more confidence you get.

Speaker 5 And the more confidence you get, the more action you take. And the more action you take, the more success you'll have.

Speaker 5 And hopefully this weekend you're getting so much clarity and certainty and confidence that allow you to go and take that success to a whole new level with everything you're doing in ClickFunnels.

Speaker 5 And so, on that note, remember, you're just one funnel away. I remember

Speaker 5 when we did our first $2.5 million weekend, and I was actually with two friends of mine, Daryl and Andrew Grant, who are here in the audience, and I've got to reach out and say thank you to them.

Speaker 5 We did an event together, and that weekend we did two and a half million dollars in the weekend with only about 150 people in the room and you know it was such I went wow you know what we made two and a half million dollars in that one day and

Speaker 5 I went well I could make that every day if I want to go and now because it was such a shift and I know that Russell comes totally from the heart when he you know we've been there and when you make that mindset shift everything changes you know you look bigger you you know one of my companies we were just offered only last week 40 million dollars for, and we turned it down.

Speaker 5 And we turned it down because we want to make that $100 million, because I've got a goal of setting up a global

Speaker 5 charity called Global Unite, where we can unite entrepreneurs and authors and people around the world in different charities.

Speaker 5 And we certainly support World Teacher Aid and Starlight and a whole range of things. So we turned it down because we've got a bigger vision.

Speaker 5 It wasn't so much just about the money, because we want to make a bigger impact on the world.