The Silent Funnel Killer That Nobody Warned You About | #Sales - Ep. 30

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What's up, everybody? This is Russell. And back by popular demand, we are bringing back a Q&A episode.
As you guys know, inside of One Funnel Away, well, maybe you don't know, inside the One Funnel Away Challenge. By the way, if you go to OneFunnelAway.com, you can go sign up for it for free if you are an active ClickFunnels member.
We do Q&As every single week. And I used to post them a lot more often.
Nowadays, I'm posting a lot less. We'll probably start posting more of those on the One Funnel Away podcast.
But this week was so good. So many cool things.
So many things would benefit you guys. We had a chance to go deep with the VIPs.
And it was, I thought it was awesome. So I want to drop it here on the podcast.
And so that's the game plan. So you have a chance to listen to some Q&A with me and our OFA VIPs.
And by the way, if you haven't joined the One Funnel Away challenge yet, we literally just redid the entire thing. It is insane.
It doesn't matter if you want to do e-commerce or the expert business, you dive in there, we're gonna help you get your funnel done and launched and live. It is completely free if you're an active ClickFunnels member.
So if you already got a ClickFunnels account, boom, just go log in, lock it out for 30 days and go and do it. It'll change your business.
It'll change your life. If you don't have an account yet, then now is the time to go.
And if you go to onefunnelaway.com, you'll get a free trial there and then jump into the training. And on Friday, jump on and do some Q&A with me.
I do Q&As almost every Friday whenever I'm in the office. And so you have a chance to get your questions answered if you're one of our VIPs.
So go do that right now. And with that said, I hope you guys enjoy this episode of the Q&A show here on the One Funnel Away Challenge.
All right, talk to you soon this is the russell brunson show good morning good evening good afternoon rock stars so good to be back with you all today ah great to be friday because you know what that means it's lunch with russell day do me a favor put your hands together get excited with me let's bring up Mr. Russell Brunson.
How we doing, Russell? I'm doing so good, Dante. How you feeling today? I am amazing.
It's my favorite day of the week. That's an easy question.
But Russell, I thought we could start this out just by talking a little bit about one-to-many presentations. You're the man when it comes to those, and this is the new track in OFA.
So could you just kind of fill us in on one-to-many presentations? What's the mindset? And what should we really be looking at for the next four weeks? Yeah. Well, I'm excited because we updated the expert side of OFA to do this because the reality is, if I look at the rest of my entire business, what we're doing with all of our students at every level, from the you know, selling online event to the prime mover coaching program, to my inner circle, to my, even my Atlas group I met with the last two days.
Like the thing we all focus on is creating one to many presentations, like mastering them, tweaking them, changing them, increasing them, scaling them. Like it's, it's kind of the core thing.
And in the past, OFA didn't necessarily go as deep into those. We spent more time on some other stuff.
And, and so we thought, let's make this more congruent with what we're teaching at every other level. And so one too many presentations are, it's funny because how many guys are good salespeople? You're great selling one-on-one.
If you are, raise your hand. Be like, I'm a great salesperson.
Okay. I'm the worst salesperson on the planet.
Okay. Introverted Russell, if you get a conversation one-on-one and you want me to sell you something, I'd be like, Hey, you should buy this thing.
And then if you're like, no,

I'm like, all right, you just have it for free. It's cool.
Like I, I'm the worst that it's scary.

It like makes me very, very nervous. Um, but people who are great salespeople, what they can

do is they can have a conversation with somebody. And in that, in that process, they find out their

concerns. They can change the presentation and you resolve the concerns and you sell something

right online. It's much more difficult to do that because you're not having a one-on-one

conversation, right? We are sending a whole bunch of traffic through a funnel. And the goal of every funnel is just one thing and one thing only, which is to deliver a sales presentation, right? And so you have to look at it differently.
How do you speak to the masses when you don't have the ability to resolve concerns, right? And this is how I kind of got started, man, 20 some odd years ago. I started going to seminars and watching really good speakers and I started learning how to do it.
And I got, and some of you guys have probably seen the video clips of me initially. I was like really, really, really bad.
But I learned how to do it, right? And learned how to craft a presentation where there could be 100 people in the room. I could give a presentation.
I can get 30 of them to run to the back and give me their money, right? Or if there's 1,000 people in the room, I can get 300 to 400 people. If there's 10,000 people, right? And when I learned how to do that first, then when we started coming online, I realized that the same psychology of giving a presentation in a big, huge event room is the same psychology of a webinar or a challenge or a video sales or anything else, right? No matter what it is I'm selling, the sales principles of one-to-many selling are the same.
And so we thought the best way to serve you guys, honestly, would be focusing on that. Because if you can learn that skill set and then plug it into a funnel, and obviously for the OFA, we're gonna be focusing mostly on the webinar funnel because I think, when I'll send out one of the questions I get asked in a lot of podcasts is, Russell, if you lost everything, what would you do? And it's like, I know every funnel, probably more than anybody.
Like I'm obsessed with them. Like I funnel hacked a billion funnels.
Like if I was to like start over from scratch, honestly, and I, and I, and I had to be successful, I would build a webinar funnel. It's the most simple of all the funnels.
It's literally two pages in an order form. So three pages and then a presentation.
And, um, and so we thought for the OFA, let's make the tweaks. Cause last, the last couple cohorts is a little more complicated.
I was like, this is going to be simpler. It's the simplest funnel.
And we focus on what really matters, which is creating a really good presentation and then selling whatever it is you're going to offer. And so that's what they are.
Learning the skill set will be the most valuable thing I believe you can possibly learn. Honestly, the funnel side is actually easy.
Like learning how to present and make a present, like to sell something is the key. It's the key to get people to buy from you, to follow you, to continue to follow from you.
You know, we built our entire, the entire ClickFunnels movement on the back of, um, some really good one to many presentations. And so that's, we're gonna focus on because that's what I think is the most valuable thing we could possibly give to you guys.
And so hopefully we've had a chance to dive in this week and start going through it to kind of start, you know, learning about it. But, um my favorite so i'm excited about it it's it's awesome if you guys haven't i know most of you probably have not made it through you're in your week one right now so technically you shouldn't have made it through you might not even be there yet but it is i i i agree russell i took perfect webinar secrets way way way back in the day and uh it's funny sonia was just asking you know how do you speak dante if i want to do these things like you and russell how do you do that and i gave her the exact same advice you just gave so i want you guys to know this is the way this is the way just do what russell says it's what everybody else has done it's what i did i promise do it implement implement every single day and like we just said, unabashedly, we don't step through fear.
We step through faith here at ClickFunnels. One thing I'll say too is like as you're learning the skill set, this will cross over in a lot of other areas of your life as well.
I have people all the time messaging me like, hey, I had to give a talk in church and I've never spoke before. I had to teach a lesson.
So I just got the perfect webinar. I taught the perfect webinar.
I just structured my talk in the perfect webinar. And when the thing was done, people were going crazy.
And Eric Thain, who's in our community, and I think we have some training from him inside the members area too. But he started taking my perfect webinar and shrunk it down to a 90 second and does it organically with reels.
But it's like it's understanding like human psychology, right? So if you understand psychology, you can use it in your sales presentations, in your webinars, in your YouTube videos, like, like, like understanding, learning this will help you to speak anywhere you're doing. And if you're in the expert track, obviously you probably want to speak, you probably want to sell, you probably want to train, you want to teach, you want to change people's lives.
Like, so all like the skillset that you're going to be learning through, it weaves into all the things you're doing, not just the sales presentation, although the sales presentation obviously is the focal point that gets people to follow you.

So it's the most important one.

But yeah.

Awesome.

Man, well, I'm excited for this.

I see HK has a question in the Q&A.

So if you guys have questions, please do put those in the Q&A.

But Pamela's hand up.

She's been hanging out and waiting, and she is ready to come up and talk. So, Pamela, let's bring you up.
So, Russell, first of all, congratulations to you and just all of the lives that you've impacted. It's not just, of course, how successful you are financially, but it's just the impact that you've made in my life.
And I've been in Prime Movers for the last month and a half. And it's just been incredible.
And just the little tweaks. So I want to hurry because I know we don't have much time.
But I also want to thank Dante. Russell, you have a gem.
I know you already know this, but Dante is absolutely amazing. I would say that, Dante, to sweeten you up, but you are.
And how you give to each person, no matter what, until you can't give anymore, until they're done, that's when you're done. So thank you for that.
So I am flying my plane. It's already flying, but I'm trying to create a stealth like you've created your stuff, right? And so I am a business coach.
I coach coaches and I have created a one-stop shop academy. That one-stop shop academy is basically $5,000, $49.97.
And then I have a membership that's $47 a month. So I am doing my best to combine both my prime mover, you the Fountainhead training, and also the ClickFunnels.
What I decided I wanted to do is do my first ClickFunnel, make it for the membership. And so that's what I'm working on now.
But I'm really trying to figure out how do I merge to without being overwhelmed because I'm holding classes. And I'm also doing the webinar.
I was doing the webinar before I came into Prime Over. So I said, now I need to create the perfect webinar.
And in my webinar, originally, I was selling them into a call with me. But after your training, I tweaked just the first few slides and I got up the nerve to sell.
I got the first sale that I, that I had from selling live. And I said, my God, thank you, Lord.
So I got to keep going because I'm only through the first three, three slides. Right.
So I thank you for that. And so how do I, what do you, I guess, I don't know if this is the best use of your time, Russell, but again, I'm trying to merge the two, creating the first funnel and working through my fountain head, right? So I'm a little overwhelmed.
I'm just being honest. Okay.
Well, as fountainhead, you know, the six modules, I think module four or five, they start building out the funnel. So step one is like creating the offer.
Step two then is creating the presentation. And step three is then building the funnel and launching it.
So it's all built into that. If you're just kind of following the steps, what module are you in there right now? I'll be honest.
I did one, I did two, I did some of three. And that's as far as I've gotten in between, you know, still running my cohort and still, you know, managing my membership.

So it's just been a little overwhelming.

Okay. How do you do your fulfillment right now? That's like, that's what's overwhelming you.
Are you, are you doing live calls or how do you fulfill?

So I do the, so I do the, well, in terms of the fulfillment, in terms of the webinar. So I do the webinars, I do the emails, and then I do follow-up calls afterwards.
Is that what you mean? Then if somebody buys, are you also then doing fulfillment when they buy? Yes. What does that look like? That looks like them going to my website, them purchasing, and then they get an email with their agreement.
They sign that, then they get their welcome packet and then we schedule their orientation. Okay.
And is it, they get a bunch of calls? Is it a membership site? Is it like, what are they actually buying? Right. So they get a membership of the site, right? So we have a portal that all of the training is in.
And then we also meet on Monday nights. I meet with them personally on Monday, every Monday.
Okay. Okay.
So it sounds like your, your, your problem is overwhelmed. So you're trying to do all the things, right? Is it just you in the business? Are you running by yourself? Pretty much.
Yes. I do have someone who volunteers.
Okay. So, I mean, for me, it's just like, you know, I have the same five days a week everybody else has.
And so it's like, I just got to figure, you know, I got to block things out. So for me, especially when we were going ClickFunnels, you know, my number one driver, because, you know, I'm the salesperson, whatever, is like, I need to be doing the webinars.
And so that was like the number one thing. And so, but then you got to drive traffic, you know, so there's a lot of things.
So ideally, I mean, the first part of this is like, as you start making sales, it's reinvesting those into people that can help you right into a team. Because if you're like trying to learn how to run ads, plus you're trying to learn how to do a webinar, plus you're trying to do the fulfillment, like it can, it can definitely get overwhelming.
Um, I would even look at like the people who are already in your community, people that I bought from you. Like there's probably someone in there who's like a rock star, who knows marketing, who's obsessed with you.
And if you're like, hey, I'm looking for somebody who can be a part-time assistant or can do whatever, there's probably someone that can help you with some of that stuff. And I'd be looking for that.
Because the biggest thing entrepreneurs, like when we first get started in this business, we're starting to do stuff like we're doing everything, right? We're juggling 45 different things. And it's a lot of skill sets to learn and to manage at the same time.
And it's hard. Um, but at first we, we have to, right? I was the same way.
At first I had to, it was me doing everything. And so I learned copywriting, I learned website design, I learned graphic design, I learned, uh, you know, I had to learn all the things, but as soon as I started making money, as soon as I did, like, I wasn't like cashing up checks and buying anything.
I was like, okay, I need help. And I'm like, which part of this do I hate the most? I was like, I hate, you know, whatever.
So like I hired a programmer that was like, I got stressed out by support. So I hired someone to do support.
And then you start kind of replacing those people, which gives you, takes them off more and more time. So you can focus on your unique ability.
And my guess that my assumption is for most people at expert business, our unique abilities are two things. Number one, we got to be the one who delivers presentation to sell, and we got to be the one who fulfills, right? Because that's harder to find somebody eventually.
You know, eventually you can, you can, you see how we do it in PrimeMover. We've got coaches and facilitators and stuff, but it takes a while to get to there.
And so like, I would say the most important things you can be doing is like, I would say if I was you, I'd say I'm gonna do a webinar every Thursday. I'm doing a fulfillment call every Monday.
And those are your two, the two things that are blocked out. Right.
Um, and then you got to dedicate time obviously to work on the webinar. I'm assuming you're probably good at what you do.
So I'm assuming you don't prep as much for your fulfillment. Is that correct? No.
Yeah. So I would say, you know, if it was me, I'd be blocking out every day two hours working on the webinar and every thursday i'm delivering a webinar and then um so it gives you an hour to you know or maybe it's again if you're going through the prime mover maybe it's like you're doing one day a week where it's this webinar day where i'm going through the the the virtual trading i'm working on and trying to get that ready and then just getting ready for the next week and just keep improving upon the webinar every single week but just comes down to blocking those things out and out.
And it's like, Hey, now how am I going to fill the webinar? Like, and do you have, I don't know, do you have a list right now? Do you have a following? Do you have anything right now? We have about 1500 and I was doing ads, but I stopped them because something crazy happened where it automatically jumped to like $27 or something per person. I didn't understand it.
So I just stopped it and said, let me just keep with my, um, my training with you. And until I get to that point.
So if you look at what the wealth twins did, uh, in primary program, they had the list of same, like, I think they had like 2,500 personal lists. So each week while they were learning this webinar, they would email like 250 people from the list and just invite them, get them on the webinar and then they had a chance to do it.
And then they afterwards, cause they didn't know, you know, why is my offer not converting? So they would ask the people, like, why didn't you buy? Like, oh, you're looking for this. They tweaked the offer.
The next week, they did the next 250 people. And then the next two, so it took them like, I don't know, two, two and a half, three months before they hit the entire list.
And then at that point, they started back over to the first part again. And they have some time just to keep testing this amongst their own little audience there and learn it out.
And that gives you a chance to like really perfect the presentation. And then hopefully in that window, you've made a bunch of sales.
Now it's like, hey, now we can invest money in ads. We can hire somebody who runs ads for this.
Or maybe it's focusing more on organic. Or maybe, again, I don't know if you've read Traffic Seekers book.
There's a lot of ways to get traffic. And it's not always paid ads is the best.
Like we didn't buy our first paid ad in ClickFunnels for two years. The first two years was me just networking with people who had customer lists and doing joint ventures where they would promote the webinar and we split the money 50-50.
And so there's a lot of different ways to do it, but I think for right now if I was you, I would try to simplify things and just say, okay, I'm gonna email a fifth of my list this week. And Thursday I'm doing the webinar and I'm gonna get as far as I can and I'm gonna do my best.
And Monday I got a call, but that's easy But the next week, all I'm doing is focus on the webinar. I'm gonna email the next 200 people on my list.
I'm gonna be going through the training, get as much as I can to make the webinar a little better this time. I'm gonna pitch it again and just keep doing that until that presentation is rock solid and keeps converting.
Does that make sense? That makes sense because right now I've been marketing to those who signed up for the ads, which is like 800 some people or close to a thousand so i just every week because i've been doing this webinar every week since january so i guess that's okay yeah no you're saying break it down even further though which is the email the same list every week eventually they've seen the same ad every week for you know what i mean yeah yeah so it's like um yeah do you how'd you build

your list initially it was the ads that helped it was a organic let me say that and then when

I started running ads during the summer it started picking up so we have a little over 1500 now okay

how organically where were you doing organic organic social media so LinkedIn Instagram Facebook

which one's been the most successful for getting customers for you

Thank you. Where were you doing organic stuff? Social media.
So LinkedIn, Instagram, Facebook. Which one's been the most successful for getting customers for you? Facebook has, I would say.
Okay. Organically? Organically, yes.
That and just because I've been in industry for such a long time, I guess. It should be more, I know.
But, you know, that and then my clients, they refer other people too. okay so i say then i would pick one so like because you start getting i mean you need to have a organic presence to to start keep bringing leads in and new like bring new blood in so i'd only focus on one so i wouldn't focus on linkedin and instagram and tiktok and facebook facebook's the best one i would shut everything else and just focus on that one platform and just start start going live there just talking about like about like, I'm creating this presentation and check it.
I found out, I found this really cool thing and then share an idea. And like, there's one red, check it over here.
And next day, like, okay, I'm working on my presentation for this week. And I was doing some research and like, so-and-so said this cool thing.
It's amazing. You're going to, I'm so excited for webinar this week.
And just keep like doing that free organic stuff. Just like seeding what you're doing is showing your excitement, showing your energy and it'll start growing and that'll start getting people um coming back to you know what i mean yes but that's what i'll be doing because um while you're in this testing process you got the list you have right now but also just doing organic stuff don't worry about you know the ad game is a whole new game you gotta learn but i wouldn't focus on that right now i'd focus on just doubling down in one spot you may be doing something fun with your with your who do refer people and do a call, especially with them, and ask them to refer people and you'll pay them half the money if anyone buys.
There's a lot of little things like that you can start doing that don't cost any money to leverage the resources you currently have. Thank you so very much.
I appreciate that. Lots of great gems.
Thank you. No worries.
Yeah. Well, good luck and keep us in the loop as you keep going.
Will do. Aiming for that to come a club, not aiming it.
That's my goal this year. That's awesome.
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Hey, Russell, I'm curious, man. Um, you, you and Todd and all the partners, you guys have been able to magnetically attract the right people to be in this business, right? And I'm just curious, like for me, I found you eight years ago at 12 o'clock at night searching for how do I bring leads into my real estate business? Right.
And then I found you. I listened to you.
I did the thing. It worked.
And that changed my life. And then I said, I don't like being a realtor.
I'm not trying to drive soccer moms around all night. But this world, this is what I like.
So cool. That's my story.
It worked out for me. Do you have like.
Do you have a go to method for or do you have a go to go-to strategy on like how do you get the right people into your world then to take the next steps with you? Yeah. That's interesting.
I think – I mean the overarching strategy is like any of you guys, me and Cliff, as a visionary, we cast a vision, right? And people, they see a vision. They want to plug in, right? So it's like, when we launched the ClickFunnels movement a decade ago, it was like, we were casting a vision, and here's the thing, and I was talking about that, and we were sharing it.
And from that, we attract a lot of people to this. And what's interesting, when people get attracted to me or to my world, it's not always people who are going to become like, they want to go launch their own business, make a billion dollars, right? They're people who are entrepreneurial, but for whatever reason, want to be, we call them entrepreneurs.
Like they, they don't want the risk of maybe starting something else, but they love this idea and the concept. They want to do it inside of, you know, what we're doing, which is amazing.
So we've got, I don't know, 350, 400 people. And I would say the majority of the team that we have, as you know, Dante are very entrepreneurial.
Everyone's got side hustles. Everyone's here, but they also like the stability and security of having, having a job.
And so like, I love hiring entrepreneurial people, uh, who are entrepreneurs because, um, because like, I don't know, you guys are, we're all entrepreneurs. Like we get more done in a day than most humans get done in a year.
And so it's like, I don't have a whole bunch of them. Then I went to non-entrepreneurial people.
Right. Um, and so I think that's a big part of it.
And sometimes we just open up. I mean, in fact, I remember a couple of times, like I remember the first time we opened up, uh, customer support roles, people that applied where people who are using the platform that had success, but they just, and they loved it.
They just wanted to serve me part of the mission. They, they, they, like, I just want to help these people.
Cause I, I, I am these people, but I love it. And they just wanted help.
And, and I was confusing at first. I'm like, I'm like, you're trying to build the funnel.
Why would you want to be a support? Right? Cause I just love this mission and this vision. Like help everybody do this.
And that's what they wanted more than them launching their own brand. They loved supporting people who were launching and so on and so forth.
And so I would say so many of our great hires and people who have been here for a long time who were like the needle movers didn't necessarily come from a help wanted ad. They came from people in our community already.
And when we opened up opportunities, they came in. I mean, a good example on the coaching side of our business, Bill Allen is someone who, he built a hugely successful real estate coaching company.
He's been in my highest, like he paid $250,000 a year to be my highest level mastermind. And then I opened an opportunity for, I was looking for someone to be a CEO, and he put his business on the side and came over to me.
I'm like, why are you doing this? I think you have a hugely successful business. You pay me more per year to be my mastermind that I'm going to pay you to be the CEO of our company.
He's like, I just, I love this community. I'll be part of this.
Like, this is more exciting than my business. I'm like, it doesn't make any sense to me, but like, that's how I think you get the right people is you cast a really cool vision and you create opportunities within your business for them to grow and develop.
And, um, and that's how you find, you find that they're great people. So I always tell people when they're getting the first few hires, especially it's like, go to your existing fan base and community.
Cause most of those people, um, there's just, there's people there who, who are following you cause they're obsessed with what you do. And if there's an opportunity for them, they would drop everything to do that.
Um, because they just love the mission and the vision. So I think it's casting a hardcore vision and, uh, your customers, but also attract your entrepreneurs as well.
That is awesome. All right.
So glad Fridays are back. This is amazing.
It's so good to be back in Zoom. I get to see your guys' faces.
This is so great. I agree.
I miss Zoom. I didn't like the other one as much.
Man, not a chance. This is the stuff right here.
Okay. So, hey, I want to hop over to HK.
HK had a fantastic question, and I don't know why it's not letting me spotlight you, HK, but hey, feel free to unmute and let's talk about it. I'll read HK's question while they get set up.
They said, I have a high-ticket coaching program, $1,999.

I did some webinars but no sales.

My question, during the webinar, should I share the price of the coaching or should I ask to book a call to discuss the one-on-one? What are your best practices? Good questions. Okay.
So a couple things. Number one, have you gone through the perfect webinar training that's inside of the One Funnel Way Challenge? If not, go through there because you'll learn how to structure the script.
So yes, 100% of the time, I always share the price when I'm doing my presentation. As far as pushing to a call versus just doing a straight sell.
So this is something, what I found, because both work, typically it's like, do you want to have a sales team or do you want to be taking phone calls? Me personally, I am scared to death. My number one fear, it's funny, like most people's number one fear is like speaking, public speaking.
My number one fear is calling someone on the phone. I hate it.
It's why I make, you guys don't take, like I don't talk on the phone. I can do Voxer because I, like, I hate phone calls.
And so like, I've tried to build a business where you don't need phone calls. And so we've sold everything up from, you know, $1,000 offers to $10,000 offers, um, to literally a million dollar offer with the presentation and no salespeople.
So there's a false belief people have like to sell, you know, sell over a certain price, but you have to have on the phone. You don't, you just have to get really good at presenting.
Um, but some people love having calls. They love doing phone calls.
If that's you and your, your person on that, then yeah, drive it to a phone call. If you drive the phone call, you're not necessarily saying the price.

You do a little bit more of a blind offer, and you can push to a phone call and do the phone call.

But you're at $2,000, which is realistically, it's not high ticket.

That's a mid to lower ticket.

$2,000 is an easy price point to sell on a webinar direct.

One little secret ninja hack, and then I'll open it back if you ask any follow-up questions.

We did this on our Selling Online Challenge.

We're selling a $10,000 offer without a call center.

And so what we do, we used to push just directly to someone go pay $10,000 or a payment plan. But we made a shift 60 days ago that changed the game for us.
We had people put down a $1,000 deposit to lock in their space where if they don't lock in their space for a certain time, they lose the ability to have lifetime access. So there's some urgency and scarcity, but they put it on down payment.
And then on the next page, then they pick a payment plan or whatever, but that got people to move quickly. So my next $2,000 webinar, I'm crafting it right now.
I'm going to do something very similar where it's like the $2,000 offer, but right now you got to go do $100 deposit or $200 or something like that. Cause that gets people to move, gives them urgency and scarcity.
It takes away like, like, Oh,

okay. Do I need to call my bank? Do I have to talk to my spouse? It's like, I need to,

I need to get the unlimited bonus. So go lock it in really quick, you know, boom.
And then on the next page, they can then call your wife, call the credit card company, move things around,

but it gets people to move quickly. Um, for example, again, on selling online on a traditional

day, uh, like day of the pitch, we would sell on average like 30 people by day to number one. We shifted to this $1,000 deposit.
In the last cohort, we sold 120 people on day number one. So it was like whatever, 4X sales by just tweaking the way the offer was.
Now, I've never done it yet on like a $2,000 offer, but 1,000,000% my next one I'm doing, I'm doing it that way because that way because it works so efficiently so effectively so anyway there's a couple ideas um and so if you have any follow-up questions that i can see your face i'd love to love to hear them well i do the debate debate for that russell is lifetime access and the unlimited bonuses is that right yep cool yeah all right thank you russell for sharing all of that and uh and also giving confidence this is not a high ticket this is a mid ticket okay i'm thinking this is a this is something people will not pay for so my first webinar i actually did after doing the training that looking at the videos uh in inside the community and i tried to craft the webinar based on that i think i did it fine because when I did the first webinar, I had almost 18 people showing up, showed up. And this webinar took almost hour and a half.
And I had almost everybody till the end. Nobody buy it.
I thought, okay, then what's happening? I don't know what's going on. So hence I asked this question.
So I think I like the way this you mentioned, maybe a small deposit and maybe rest later on. I'll try that and see it.
You had 18 people on, is that you said? Yes. So a couple of things to think about is the sample size is small.
So it's hard to know if it's converting or not because 18 people, it's too small of a sample size. So they're like, oh, we're converting 10% or 1%, you know.
But what I would do at this small scale, and this is, Dante can confirm this, but in Trey's calls, what Trey has everyone do in the e-com side is he doesn't call their customers. And so what I would do is I would call those 18 people and just be like, hey, thanks for your webinars.
Appreciate you. Like, give me your feedback.
I'm kind of new to this. I want to get your feedback.
And then specifically ask me, I'm curious, like, why you didn't buy it? Like, I'm not pushing you. I'm curious so I can fix the offer.
Like, what is it you're actually looking for? We well twins do that in in the prime mover program and their customers literally were just like oh I didn't want because like this and told a couple things like huh so they changed their offer and now they're crushing with it so it's just it's just asking that that specific question and sam sizes and huge 18 people if you're like me and you're scared of the phone have somebody else do it because you don't have to do what actually does it but if you, like I would just call the 18 people and ask them that question. Cause right now you're at the phase where you've got to figure out the offer, right? I go one too many presentations all about step ones, like getting the right offer, step two, creating the right presentation.
And then step number three is driving the traffic. And so, you know, you've got some traffic, they're not a ton yet presentation.
We have no idea if it's good or not. So I come back to phase number one, which is like, hey, we got to figure out if the offer's right first.

And so I'd call those 18 people,

find out what they didn't buy,

what they were actually looking for.

If the offer, how could I have structured differently

where you'd be more interested?

And they'll just tell you flat out,

like, well, I didn't this,

or whatever the thing might be.

And so that'd be my next phase for you.

What market are you in, by the way?

So I'm in technology,

and I help people land a technology job basically from a different background and this is basically from whatever they are doing to a six-figure job this is a first six-figure job yeah oh cool yeah so two thousand dollars for six-figure opportunities very low ticket right because it's like you give me two you're gonna get, right? You know what I mean? So I think a big part too is making sure that your presentation's scripted. And again, I just keep going back to the perfect webinar training side of OFA, but as you go through learning how to script it correctly because by the time it's done, the feeling you want them to have is like, I give this guy two grand and I'm going to go to 100 grand.
Like that's the cheapest 100 grand I ever made, right? You're selling money at a discount. Like that's in all webinars I'm trying to do, no matter what market I'm in, it's like, you're selling money at a discount.
So I need them to believe that the money they give me is way less than what they're going to get back. Cause if they do that, it's like, they have to give you money, right? If you walk into someone on the street, like give me $2,000, I'll give you $100,000.
Like everybody, 100% of the time would say yes to that, right? So the craft of the

presentation, the entire goal of the presentation is to get the person to believe that they're

getting money at a discount, right? And you can weave that into any market, right? Like we've

done it in the alcohol addiction space, done it in the marriage relationship space where you're

like, but I'm not selling a business opportunity. Like, it doesn't matter, right? Someone gives you

$2,000 for a marriage consulting course. They're not spending half of everything they own on getting divorced.
Right. Someone gives them $5,000 to help overcome alcohol addiction.
They're not, you know, getting in a car wreck and kill, like you're looking at all like the cost of inaction, what it looks like. And if you can make the argument that way, then people are like, Oh yeah, like, of course I would give you, like, I'd be an idiot not to give you this money.
And it's like, that's the, that's the magic you're trying to, the feeling you're trying to create through the presentation. That's what the perfect webinar will teach you how to do.
And so keep going back and tweaking that presentation. But I'd say step one for you, I focus on the offer, call those 18 people, find out what they didn't buy and step one to then update the presentation, the offer based on that.
And just keep thinking like, how do I make them feel like this is getting money at a discount? Cause a discount because that's that's when the that's when they they have to buy from you you know what i mean sure thank you and one last question like when you say 18 is a lower number so in what what kind of numbers you have seen like people joining webinar how much conversion do we see usually in webinar because this is all organic i did not run ads to bring these people into my webinar. I had, I created a Facebook group, which is like 4,500 people so far.
And I have an email list of 2000-ish and these people basically come from there. These are all, they know me.
They came through that. I just want to understand like next time if I target a webinar, so what's the number of people I should target? And then basically what's the conversion rate you have seen in webinars? Cool.
There's a couple different numbers. It changes industry.
So it's not a hard set number. What I look for is when I'm on the presentation, when I get to the stack and the close, I want 10% of the people who are there to buy.
So if I get to the spot where I'm transitioning to sell, I always look at the number. there's, there's a hundred people, at least 10 should buy.
If there's a thousand people, I should 100 should buy. Um, so that's kind of the, the metric we're looking there.
I'm trying to reverse engineer because based on per registrant, I'm trying to get better now, like with, uh, with selling online, we do all based on per registrant. Someone who's buying a hundred dollar ticket selling online.
We get 5.5% of people who buy that to buy the $10,000, um. In a webinar, if we're at 10% there, our show up rate's like 25%.
It's one of four. So you're looking at 10, like two and a half.
So it would be like two and a half percent of registrants would buy your offer. I think that's, I think, you know, two and a half to 3% of registrants, I think that ends up being what you should buy.
My math might be wrong on that, but I think I'm right. No, and thank you very much, Russell.
And first of all, like not first, last of all, thank you for taking my call. I never thought that this is like I'll be able to speak to you.
I saw some, I was in a different platform originally. I took some of the courses there.
I never got to speak to anybody there. I thought, man, this is all full scam.
And when I saw this VIP community coming in, I just basically joined right away when I saw that. I'm on vacation for two weeks.
I said, this is the best use of my time. I'll use this time.
I'll chat to you guys. And I was still not sure that will I speak to somebody.
But I am speaking to you guys. I to dante he's oh he gave me amazing advice thank you dante and i'm speaking to you today so this is an amazing community you have created thank you well thank you we appreciate that where what country where are you at where you live right now uh i'm i'm in canada okay okay cool very cool to meet you.
And hopefully we'll see you on more calls.

Yeah, thank you.

Awesome.

All right, let's pull that down

and let's hop over to Sarah.

Hi.

So happy to see you again.

And thank you for everything you gave

to Funnel Hacking Live and everything.

I was so glad to come.

And it was a special moment.

So, so moving.

So fun. Thank you.
And also, a couple of days ago, when I was so glad to come and it was a special moment. So, so moving.
So fun. Thank you.
And also a couple of days ago when I was so overwhelmed and with emotions, I watched the OFA evolution and the old one when you talk about all your bumps and everything. So helping, actually you know Dante you you said uh what helps what what give um well personally uh what I love in what you do um um sorry I moved Russell is you're you're authentic too so um we can relate to you dare to be yourself so that's what's really helped me from helping for me to not to keep the mask and try to be very professional, but also to dare to be oneself.
Very helping. Yeah, thank you.
I appreciate that. I wanted to ask you a question about how to...
I've been following you since 2020. I've worked a lot of things you give.
And I'm still following the track of results first. So it took me time to get the results and to be sure to have great testimonials and the path and everything to be set up so that the new clients would have the things to be very easily.
And I would market everything and know exactly what it brings because before I didn't exactly know. So it took me some time.
And, you know, you said in the channel, in the funnel, we have to finish the bridge and stop starting every bridge, even yours. Not easy.
And I've realized it's hard for me to sell one too many. I really suck at it.
I'm more at ease when I speak to just one person and I tell her exactly what she needs because with the script, you listen to their problems and you know what in your offer, what stocks you can make for them exactly at this time. First this and that.
So when I try to do one too many presentation, it's hard for me to do it in one time. So I've tried, but I kind of sabotage and do not very clear.
so I wanted to I was wondering if it was okay and if you could help me to do that. If I do two steps, for example, if in the first part I do the demonstration and everything, the four stories, backstory and everything.
And then in a second time, I meet them and I close or I make them a video sale where there is the stack recorded already. Because when I do it live, I take very much time.
It takes me two or three hours. They stay.
And I feel like, here, now I'm going to talk to them and I'm going to try to make them buy and I lose the thing. And if you have advice on that, I think it's okay if I could respect the webinar and everything, but do it in another way.
What's the price point of what you're selling? What's the price point of what you're selling? It used to be 4,000 euros. Now I'm just doing a first step.
so it's going to be a 500 or or 1000 and then they come because when they are here and when they worked with me it's easy i just say do you want to go further and they say yes and it's okay it's easy later but the first step was uh complicated. Your snacking routine can get a little dull.
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You said when you go to the stack and the close, it takes you three hours to do the stack and the close? No, it took me less, but I was just teaching very much. And then I'm giving.
You're breaking the rules of the perfect webinar. You're making it not perfect by teaching.
Yes, you are. No, I was teaching through the stories, but.
Yeah. So it's interesting um we just finished my atlas meeting so it's our highest level and uh we have someone in the group who's very similar to you she's amazing and she loves her people and she just wants to help them and every time she tries to sell she's like in the middle of sales pitch and she's like oh i'm just gonna and she's like like burns it to the ground and just like serves everybody and like just helps them all and then then they're all fixed and then they don't need to buy anything afterwards.
And then she's like, my conversions aren't working. And so we tried for like a long time to like get her to do the thing.
And she just can't do the thing. And so literally this is our conversation yesterday with her.
It was like, okay, how about this? What if we give you – for your webinar, we bring in an MC, a host, right? The host then introduces you.

You do the whole thing.

You teach and share the story, all the stuff you love.

And then the MC picks back up and does the stack and the close.

And she's like, that would be the greatest thing ever.

So I would say, do you have a business partner or a friend or somebody or someone in the community who you can find who likes selling? And just be like, hey, I want to do a partnership.

I'll pay you 3% of all sales or 5% of all sales or something. All you need to do is intro me.
I'm going to do the magic. And then stacking the clothes.
You get to do the stacking the clothes. I'm just going to sit there and watch you.
And then you'll get a royalty off every sale. I have a friend who built a $10 million a year business.
And he didn't want to do webinars. And so he hired a webinar promoter who's just a guy who's really good at webinars.
And the guy wrote a webinar. And get 10% of all the sales and that guy did hundreds and hundreds of webinars and my friend just sat back behind the scenes collecting cash um and the other guy was doing webinars and he was happy as can be because he showed up did 90 minute presentation got 10% didn't have to do fulfillment didn't have to do traffic he just got to do and like he was so happy and so there's a lot of people who just like literally just want to sell stuff all day and they love it and they're so excited.
And so like, I would find something like that. And, and again, inside of my communities, like most of them are in there hanging out, talking about this stuff.
Right. So there's probably someone OFA right now who's like, I don't have a product, but like, I love this selling stuff.
Like I was like, find someone who can take that part away from you because you don't need a two step. You lose every time you add a step to a funnel, there's more frictions lose people every single step and right now you've got their attention they've been there for 90 minutes they love you to like that okay what are you doing on the webinar later it's like ah like they want to give you their money you just got to like ask it for them you know and so i wouldn't do a two-part but i would find somebody maybe to help you with that part um because that yeah you did the part they broke the false beliefs made them fall in love with you made them want the thing you just got to ask for the offer and if you don't feel comfortable totally it's okay to get somebody else to do that too okay i'll try that you know anyone potentially they might be able to do that right now that you can think of no not really but um i'm gonna search and i try to see yeah yeah anyone here that's watching right now on the call who's like, I'm a pitch person.
I just want to pitch stuff, but I'm not ready in my business yet. If any of you guys raise your hand.
Yeah. Actually, I'm French, so they have to speak French too.
The other thing you can do is I had another friend who he had a really thick New York accent. And he did the webinar.
And he came off like – I shouldn't say this. But he came off like a thug, like a gangster.
And nobody was buying it. But the script was right.
The offer was right. But it was just like – and so he literally hired a voiceover artist in the UK with a very nice UK accent to reread his cell script and that webinar crushed for him.
So you could even like script it out, do it perfectly, whatever. And then, and then again, do a voiceover, hire somebody, you know, anyway, there's a lot of ways to skin the cat if you're resourceful, you know what I mean? What about you um recently you've been um using yourself uh by putting um a video of one of the previous stuff you've done inside of for example uh online um um selling online or the fha fhl encore uh maybe i could do that i it's with them.
I just want to be with them. But I'm okay to do my stack and everything if they're just one of them and I'm talking to them or if it's pre-recorded, maybe.
And... That's a great idea.
100%. That's going to be better than you not doing it or pushing another call.
And just tell them, say, guys, I hope you enjoyed this webinar so far. A lot of you guys want to go to the next step.
I don't feel comfortable trying to sell you, so I made a recorded video to explain what the special offers. You guys cool if you watch this real quick? All right, check this out.
In fact, okay, story time from Russell. Joe Polish went to a Dan Kennedy event selling a Gary Halbert course, and Gary had passed away.
And so then John hired John Benson to write a VSL. So he did a stage presentation and he's like, John Benson wrote a video to explain what Gary, the late Gary Halbert offer was.
And then Joe literally sat on a chair and they clicked play on the video and it, it crushed it. Like, I think most of the, I ran back and bought it.

So yes,

I think that would be

a very resourceful way to do it

that could be amazing.

Yes, I love it.

Okay.

I'm going to be able to

master the time too.

So, okay.

And then you can tighten it,

you can cut it out,

you can like,

have someone else edit it

and pull out all the stuff

that you're weaving in there

that you shouldn't be.

Great.

Thank you so much.

Yeah.

Good luck in the future. That sounds amazing.
that was great question there what a cool answer man i have some news stories i hadn't heard that gets really i haven't told those before yeah yeah a couple more weeks of this i'm gonna be in trouble telling too many stories uh hey we're almost to almost to one o'clock but we got christopher here let's grab christopher

christopher's driving don't get in a wreck man hey russell how are you bro doing so good good uh so i am in the process of starting my business it's going to be a anti-anxiety type business helping people get through anxiety and stuff like that. So I'm trying to focus on, you know, a few key areas.
I kind of started with a book and I want to get together a course and a community. But I just, you know, there's only so much time I have.
So I wanted to know what I should maybe concentrate on first and you know way to go from there great question um so I love books more than anybody on this earth but books are obviously writing book takes a long time there's fast shortcuts nowadays but also like book funnels are great um it's like a number two funnel like they push you know like selling a book we don't make a lot of money in our book funnels but they're great to like break even to push them now into a webinar funnel we're gonna make money you know what i mean if i was you i would go straight for the jugular like the webinar funnel is great because number one it'll start building start building a list when people register number two they have a chance to spend 90 minutes with you which is what builds the community and builds the rapport and then on the back end end, you sell the course, but I would not create the course yet. Um, okay.
This is the problem people make is they want to create a course. They spend six months, create a course, and then they create the wrong thing.
Um, so instead I would, I would, you know, through all faiths, the same process is like, all right, figure out what the offer is going to be. Don't create it yet, but create, figure out what the offer is going to be, create a presentation, then launch it and start selling it.
When we launched ClickFunnels, the core offer was a six week or eight week course,

a six week course called Funnel Hacks that I had not created yet.

Right.

And so like, we just talked about it.

I was like, this is going to be live training.

It starts in four weeks.

And the next week is like, it starts in three weeks.

Then next week starts in two weeks, you know?

And then we've sold a whole bunch of people.

And then when I started teaching,

it was great because there was an audience.

And then when I spelt that is then I was like,

here's module number one. What questions do you guys have? And they tell me all the questions.
And I would just – the training would just be answering the questions. And I was like a genius even though I was just answering their questions.
And that's the easier path to do at 100%. You know what I mean? So they're not going to be looking for six modules up front.
I can kind of like break – all right, just say that this is what it is this is the course and then kind of gear it's live training live training we're starting june 1st it's gonna be amazing just like college like my daughter signed for college right now and we're paying for it and her class doesn't tell august but i still gotta pay for it right now okay all right so i'll concentrate on the first portion of my course and you know get that going and then i guess the best way to push that would be through ads or you think social media uh depends uh there's so that's a loaded question depends on you and like your resources like i tell people if you have more money than time ads yeah that's what i was reading from you so i don't know you will have to know which one's better, but, or, or the other one is like,

find. more money than time ads.
Yeah, that's what I was reading from you. So I don't know, you all have to know which one's better, but, or the other one is like finding partners, like, you know, doing, finding somebody who's their audience is struggling with anxiety and having them promote the webinar.
You know, that's, I mean, that's honestly my preferred is finding partners because it's the easiest and the fastest way to make money. But you gotta be be someone who wants to network, which is also, you know, so it just kind of depends on, yeah, which path is most likely you think sounds the best for you.
I probably want to get this going quicker than, you know, social media would probably allow. So I'd like to put some money into it to, you know, kind of get it going a little quicker.
You know, I don't know if, you know, partnering up with someone is kind of what I want to do, but. You know, pros and cons with that.
Yeah. Yeah.
I'd almost recommend that there's a lot of agencies. It's almost like finding an agency and agencies are kind of a crapshoot though.
Cause like I've had someone who like there's an agency running someone's ads and they're the person who's doing 100 grand a month just killing and then someone else uses the same agency and it doesn't work so there's like it's not like a perfect science right um you know but if that's the case like something like that is usually easier you could find someone to partner with this i mean you know i think you're going to their community there's a lot of uh really solid people yeah maybe i'll reach out in the community and you know see if anybody's you know interested in you know kind of helping out and you know getting a little kick with your anxiety product are you focusing on any like specific niche at all or just kind of anxiety as a whole uh just i guess anxiety as a whole you know it's basically more for you know the father who has you know new family you know work you know a career you know is trying to juggle everything um you know i kind of went through it myself so you know i kind of want to give back and you know help other people out with my experiences and stuff so you know that's kind of the niche i don't know if it is one but you know that's kind of my customer i think it's great having that having a focal sub niche that's way better than just anxiety as a whole because it's harder but right now you know that then i'd be looking also because again the partnerships are so i mean it's free money it's the the easiest of all the ways but looking at like hey who else is selling to that right who else is selling not an anxiety coach program, but a coaching program for those specific people. Cause you can come in and it's easy.
Cause we've done deals with people where, um, I think you want to hop my head, like a business structure, for example, right. Where it's like, like I help a lot of people start businesses.
We have a really cool company that does business structuring. It's like, I can promote them.
It doesn't fight my step, but it helps my people be more successful. Right.
There's people like, they're signing for a coaching program, but they have anxieties to not being successful. So it's like, you come in like, hey, can I do a webinar for your people? I'm going to help them get out of anxiety, number one, so they'll be more successful what you're selling them anyway.
And then number two, we'll split the money 50-50. You know, it's an easy, it's an easy yes for a lot of people.
And then, and then it's just fast. And you find someone with a list of, you know, 30, 40, 50,000 people, they promote it.
Right. Day one, you're crushing a huge webinar.
And then, you know, it's. Right.
Yeah. Okay.
That's my, that's my personal. That's why I do it always.
Like when we first start, we don't buy ads the first. I mean, we don't buy ads the first two years of ClickFunnels.
I just went and found everybody who had a customer list that might want a funnel. And then I was doing webinars.
Those people splitting the money 50, 50. And that was my, my personal favorite way.
But. That's awesome.
I love that. Yeah.
It yeah it makes it makes a lot a lot more sense now the way you're putting it yeah right because that person they're gonna go man huh those people christopher they're incentivized for you to close because that's how they make the commish right so they're introducing you to the community they're saying hey my great friend christopher who helps in this and now the community, without you saying a word, looks at you with higher status. You're elevated above them.
Then go do the JVs. 50-50 split.
Then take that. Russell, how much money, as he's talking, it's so clear.
It has to start with JVs. Reach out.
Get the people with the list. Take that.
Run it into ads to make the fire because he wants fast. We don't want social media.
don't want to slow burn. So I'm just curious, Russell, if you were to do that, how much monies would you allocate to ads or what you're sorry? What percentage of your 50? Um, I'll put any money in ads.
So you just keep running JV. So I'm a big believer, like using house money.
So even like think about selling online challenge about seven months ago, very first selling online challenge. I promote my list.
We didn't buy any didn't buy any ads. Crushed it, made a bunch of money.
I took some of that money, reinvested in ads for round number two. I've never spent money.
I reinvested the house as money. What I would do is the same thing.
I would do a JV partnership. I would try to do as many as I could.
Two, three, four. Then from that revenue, I take a percentage of that.
Then I would run one specifically just for ads. Then they would play with house money as opposed to paying with, you know what I mean? Right.
And what would that percentage be? You took a small percentage, but what is that? Is that 5%, 15%, 30%? I don't know if I'd know the percentage off top. I mean, it would be a lot of it.
I'd be, I mean, at least half. Yeah, I mean, you want to put as much of it into it as possible, right? Yeah.
Yeah, for sure. So, but that's, that's the easy way.
Like that's, yeah. And the other thing that Dante kind of alluded to, but like traffic from JV partner out converts traffic from, from cold ads too, because they're coming with an existing relationship.
And so it's, yeah, it's a warm, it's a warm. Yeah.
Yeah. So it always makes it easier.
So that's the path that I always go after.

In fact, we have a new thing we're working on.

When it goes live, you'll see it.

We'll spend the first four or five months,

and all I'm doing is lining up webinars,

and that's all we're doing.

And eventually, we'll revisit some of that back into ads.

But right now, it's like, let's just get the low-hanging fruit.

I have a joke in Inner Circle,

because people come to Inner Circle,

they have made at least a million dollars to be in the group, right?

So they all had some success and they're all there

and they're trying to figure out how to scale

and they have all these ideas.

And half the times I'm like,

they're like stepping over this big pile of cash

to go chase another big pile of cash.

I'm like, you guys, there's a big, huge pile of cash

right in front of you.

Grab that first, take it off.

And then, because like some of the guys,

they're running ad campaigns for a new webinar

and they haven't emailed a list.

I'm like, why are you doing that?

Like, well, we don't want to, I'm like, email your list, promote it, get the big pile of cash, take it off the table, then go chase the colder traffic with ads. Like, they always want to like step over the pile of cash to go hopefully make this thing over here that might scale better.
And it's like, grab the pile of cash first, then go scale. Right.
That makes sense. Makes a lot of sense.
Yeah. Awesome.
Thanks so much,

Russell. I appreciate everything, man, and

looking forward to really, you know,

getting forward in this endeavor, taking on.

Awesome, man. Well, great to meet you, and good luck

on the path. It's going to be fun for you.
Thanks, bro.

See you soon. Thanks, bro.

Awesome. Alright.
Well, man, we are...

Oh, look at that. One o'clock on the money.
That's the

right time in my career. Right on the dot, like we planned this or something.

Yeah, Russell, hey, thanks so much for being with us today. That was an awesome kickstart to OFA, but Russell, thank you so much, man.
We appreciate you more than you even know. Thanks Dante.
You're awesome, man. And good luck, everybody.
Have some fun building some funnels. The best job in the world.
Have a good time with it. Thank you, bro.
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