Launching ClickFunnels Connect and The Truth About Influence with McCall Jones | #Marketing - Ep. 39

Wouldn't it be great to manage your portfolio on one platform?

Well, now you can trade all in one place on Robinhood.

That means you can trade individual stocks and ETFs and also buy and sell crypto using seriously powerful and intuitive tools at one of the lowest costs on average without needing to manage multiple apps.

Robinhood makes withdrawing and depositing crypto seamless.

Send crypto to your Robinhood account or send crypto from your Robinhood account to other wallets without deposit or withdrawal fees from Robinhood.

Trade all in one place.

Get started now on Robinhood.

Trading crypto involves significant risk.

Crypto trading is offered through an account with Robinhood Crypto LLC.

Robinhood Crypto is licensed to engage in virtual currency business activity by the New York State Department of Financial Services.

Crypto held through Robinhood Crypto is not FDIC insured or SIPC protected.

Network fees may apply to crypto transfers.

Crypto transfers may not be available to all customers.

Investing involves risk, including loss of principal.

Securities trading is offered through an account with Robinhood Financial LLC, member SIPC, a registered broker-dealer.

This summer, try the new Strato Frappuccino blended beverage at Starbucks.

It's the classic blended iced coffee you know and love, now topped with a creamy layer of handcrafted brown sugar cold foam.

Available for a limited time.

Your Stroudo Frappuccino is ready at Starbucks.

Hey, what's up?

This is Russell.

Welcome back to the show.

For the next couple episodes, we are going to be doing something really cool.

A little while ago, a week or so ago, we actually went out to Salt Lake City, Utah, and we did a special type of event that we call the ClickFunnels Connect event.

And a lot of people have been asking, like, what's the plan of funnel hacking live?

Where are we going?

What are we going to be doing?

And

some of the future for the next year or two is really going to be these little mini meetups, little mini funnel hacking lives happening all around the country, all around the world.

And so, this is one of the first ones we did to kind of kick it off, kick off the idea.

And then we launched literally like not a marketplace, but similar to like meetup.com, where you can go and see the meetups that are happening in your local area.

But this is for funnel hackers, for people like you and me who are obsessed with marketing and funnels and digital marketing and stuff, where you can do these little meetups in your hometown.

And so we did this first event.

It was three hours long.

We covered a lot of really cool things.

And then, at the end of it, we kind of launched this thing.

We had, I think, 400, 500 people who applied to be able to run meetups in their hometown.

So, there's probably a meetup happening in your hometown right now.

So, two things I want you to do: number one, I want you to listen to this because, again, this is the kind of value you'll be getting at these events just for free for hanging out at them, which is amazing.

And then, number two is if you want to run an event, I'll talk about it how to actually run an event during this.

So, you can sign up and do a ClickFunnels Connect event in your hometown, you know, at the IHOP or your house or a hotel or restaurant, whatever.

And then number three is if you want to go tag into an event someone else is doing

over at clickfunnelsconnect.com.

By the time you hear this, we should have it live.

It'll be a page.

It looks like meetup.com.

You go over there and you see all the meetups and find one in your hometown, and then you can go RSVP and go hang out and go do it.

So that's what's happening.

So this is behind the scenes of the ClickFunnels Connect event.

Again, it's three hours long, so I'm going to do this over the next three podcast episodes so you can kind of hear.

The first one, I'm going to talk about, you know, what's been happening since Sense FHL and why we're doing these ClickFunnels Connect events.

And then McCall Jones is going to be coming and sharing with you guys one of the coolest little nuggets.

I literally am writing a new video sales letter based on what she taught here.

It was so powerful.

So that's what's going to happen here on the first episode.

Next episode, well, I'm not going to tell you yet.

I'll surprise you.

So that's it.

I hope you guys enjoyed this episode.

After that, go check out ClickFunnelsConnect.com and go find a ClickFunnels meetup happening near you.

This is the Russell Brunson Show.

First off, this is so fun.

I feel like I know about two-thirds of your faces.

So I feel like I'm back home in Utah.

So I'm excited to be hanging out with you guys for the next, I think, like three hours that we have scheduled, but we have no like definite plan.

So we could go forever.

I don't know how long McCall is going to talk for, but she could go for days.

It's between all of us.

It's going to be a lot of fun.

No, we got a lot of fun stuff.

I'm going to talk for like 15, 20 minutes right now.

And then we've got, we're going to do a ClickFunnels demo on a really cool new feature some of you guys may not know about.

I've got two amazing guest speakers here.

And then at the end, I'm going to come back, and I've got a whole bunch of stuff I want to talk about.

So yeah, I hope you guys have a good time.

This is really fun for me.

When I walked in this morning, I saw the room, I was like, I had these flashbacks from when I first started in this business.

So, I remember going to my very first event.

It was Armin Morn's big seminar.

There were like 500 people in the room.

And I saw the first time,

I saw the first time I saw someone sell from stage.

Everyone ran to the back of the room.

I told that story a million times, but it was the first time I've ever been to an event, and I saw it, and I was like, this is really, really cool.

And I started getting asked to speak at events.

And the way the event world worked back then, it's different.

Nowadays, most people run events where there's a lot of speakers.

You're just speaking just to serve and then usually one or two pitches, right?

But back then, every speaker sold.

Like, that was just the way it worked, and that's the way the business model worked.

So I started having people invite me to come speak at these events.

And they're like, yeah, I'm going to have 300 people in the room.

It's going to be amazing.

So I would get all excited, tell my wife, like, it's going to be payday.

We're going to make some money.

And so I had to pay for my own flight, fly out there, pay for my own hotel, pay for my own taxi drive, because I wasn't Ubers back then, get to the hotel, and then you'd show up to the room and you'd walk in the room, supposed to have 300 people, and

there'd be like 30 people.

And there were 10 other speakers.

So 30 people, but 10 of them were speakers.

There's 20 people in the room.

And all the speakers looking at each other and it's like, one of us is going to make money this trip and the rest of us are going home broke.

And that's how it was.

And that's literally how I learned speaking.

And there were times I would go in there and it's like, okay, I'm competing at 10 other speakers.

We've got 20 buying units in the room.

Let's see how we do it.

And so we'd do the pitch and like I would bomb and I'd fly home and literally I'd lost money by doing these trips, right?

And so I had to get better and get better.

And like that's where I learned the art of public speaking and selling because literally like it would cost me money if I didn't figure out how to outclose everybody.

and so that was always the thing how do I take all the money out of the room so nobody else can make any money this trip because only one of us is walking home and he make any money and so that's how I learned this game and so I walked in I had this reminiscent because this is what most of the rooms look like they weren't this nice though they were never like with the view they were always in like motel sixes with like yellow walls and it was nasty but this like feels like that and it's actually really fun so I appreciate you coming and doing this this little small meetup

And this is kind of a kickoff for us as well.

Obviously, you guys know for the last decade, we've been doing fun funnel hiking live and got bigger and bigger and spot where after 10 years it was just I think all of us on our team were just tired, especially me, probably Miles.

Maybe we're just like, because what happens, we do funnel hiking live and you come off this high, like, it's amazing.

And then like a month later, we're like, who's speaking next year?

What's the plan?

And then it was just like 11 months of just grinding and filling and promoting.

And like, and that kept happening year after year for a decade, 10 years.

So it means I got 10 months off in 10 years because the rest of the time we were planning funnel hiking live.

And at the same time, we were trying to run a a software company, being a wrestling coach and a dad.

So it was just, it was chaos.

And so as we got closer and closer to 10, we're like, if we go past 10, we got to go to 20 or we could stop.

And it was like this weird thing.

And so, as you know, we decided to stop for now.

Because I wanted to wait for something different, something bigger.

I don't know what that is yet.

I know when we first launched Funnel Hacking Live, the way we did it was very unique.

It was different.

Every seminar up to that point, again, every speaker come and there was 20 speakers everyone selling and we kind of reimagined funnel hacking live when we first launched like what if none of the speakers sold what if it was people from our community not just like the public speaking people and what if and asked me to build the first funnel hacking live and it was unique and then the second one and third one and the way we we marketed the way our like um the way dan and his team invented like the after movies where after the event we put out these trailers and the movie before and like it was all just unique and different and then Over time, everyone started looking at what we were doing, started funnel hacking us, started modeling us, and then everyone else's events started looking more and more like ours.

And honestly, it's weird.

We look at people's events now, like how similar they all look to Funnel Hacking Live.

And I hated that because it's like, I don't want everyone to think that I'm a Me Too.

It's like, no, like they're all copying me.

Like, this is not so dawn.

And so I have a vision for something different and bigger and better.

And I don't know what that is yet.

But I'm in pursuit of looking.

And so the reason why I'm actually here today is because Garrett J.

White decided to try to fill a stadium with people for a one-day event.

And I don't know what's going to happen.

I don't know if it's going to be good or bad, if it's going to crash and burn and be the next big thing.

I have no idea.

But I want to be here for it all.

And so I was like, I need to come and just, I want to sit in in the room as an attendee, experience it and watch it and see, because he's trying to push the edge on something that's unique.

I've been watching people dabbling with different models.

How many guys know Mel Robbins?

If you follow Mel,

she's filling up stadiums right now, but she's like a three-hour keynote.

So coming tonight, three-hour keynote and she's bounced, but she's getting 20,000 people to fill it up for a three-hour thing.

If you look at Jordan Peterson, how many guys have gone to a Jordan Peterson event?

So this is crazy.

I'm in Boise, Idaho on a Tuesday night, and Jordan Peterson is coming to Boise.

I found out from a friend because I didn't see any ads or infrared anything.

I'm like, no one's going to be there.

Who even knows about it?

So, on a Tuesday night in Boise, Idaho, I show up, and he has packed a stadium with 5,000 people to hear him talk.

And Jordan Peterson and Soundbites is really fascinating.

Jordan Peterson, Longform, ever heard from Longform?

You all know what I'm talking about?

Someone asked him a question.

We went for two and a half hours, and I watched the train five.

It's like he goes here, and then here, and then here, and then here.

And then we're like clear out in who knows where.

I was like, What is he talking about?

and then somehow like like 90 minutes two hours and he starts looping back and then all of a sudden it comes back and two and a half hours later it lands i was like how did he do that like

but anyway i like jordan short form jordan a lot better than long form jordan and i was like he's actually not that good of a speaker he is insanely complex and confusing and kind of boring and he didn't sell anything which really made me mad.

But he had 5,000 people on a Tuesday night in Boise, Idaho show up for an event.

And then the next night he was in Montana.

And and the next and for this tour.

So there's something I'm working towards.

I don't know what it is, but it's going to be amazing.

So right now I'm just in the pursuit phase of that trying to figure out I want to create something that's different, the unique.

So you guys do see what that is.

It's like, oh, oh, that's better.

And then everyone will copy us.

We'll make something different.

But for right now, that's where I'm pursuing.

So I don't know when that's going to look like.

But in the short term, we start thinking, like, what can we do?

Like, our community is the best.

It's the best in the world.

And I don't want to lose the community thing.

And like, Funnel Hacking Live is amazing.

Everyone would come together once a year and we have this big, huge thing.

But also, it's like once a year.

There's There's 361 days of the rest of the year that everyone's left to their own devices, just kind of figuring things out.

And it's funny, over the last 10 years of ClickFunnels, we kept having this idea.

In fact, I remember Dave Woodward and I, it was after the whole Fire Festival dude did the first Fire Festival.

GSC just launched number two, but it failed as well.

Anyway, that's the story from the other day.

But after the Fire Festival guy happened and it crashed, and there's like the documentaries, and we're all watching that.

I'm like, we should do the ClickFunnel Fire Festival.

So we made this logo, the ClickFunnels logo on fire and it was like and Dave and I already did was like what if we did these little local meetups all around the world and then

there's a period of my life my wife and I are watching a lot of bachelor and bachelorette

but

so those of you guys who know

as every night when Bachelor would be on Chris Harrison and who have the bachelor bachelor they'd go to these different meetups they show up and people freak out and like wouldn't that be cool if there's these little click funnels fire festival meetings happening all around the world and we just show up randomly at different people's parties and and like how cool would that be and so we talked about it we kept putting together we never got it executed though we tried three or four times we had a logo that was so cool but that was about all we had and we kept trying about talking about it and it just never for some reason it never like made it to fruition never happened as a thing

and so um a little bit before funnel hacking live this year our team decided to do an event they call the click funnels connect event and anyone go to the very first one a couple you guys were at that one I wasn't there I found out

it was a side project I found out later

but it was it was cool and

the footage and everything it was amazing and I was like oh this is like okay this is closer to what we were trying to do, like smaller meetups where people can get together.

And we can talk about marketing, we can look at software, we can do ideas, and like, what does that look like?

And so, as funnel hacking life got closer and closer, I was like, I want to do something like that during this, whatever this middle space is, where there's time for us all to still get together and something cool.

And then me and Chris Harrison can fly to people's houses and hang out.

And I was like, imagine a ton of mini little funnel hacking lives happening all around the world, right?

In

restaurants or people's houses, or in little studios like this, or in whatever that would look like, right?

And so that kind kind of became the vision.

And so that's what we're working towards.

And so this is kind of a kickoff event for that, for us, just to do a little one so you can see what this potentially could look like.

Like imagine this happening in your own backyard or in your home or in whatever, where you gather together two or three or 10 or 100 friends.

And this is people at home.

I'm talking to all you guys as well.

I'm talking about all around the world.

We want to have these happening.

And sometimes like in meetings where you just get together and you hang out.

Other times it'd be coordinated times where we say we're all doing it Thursday night at 4 a.m.

East Coast time, whatever, right?

And we all do something where I can stream in or people can bring in like guest speakers.

Anyway, so that's the vision of what I'm trying to create right now,

which

I think will be really cool.

And so we built some really cool software to run and manage this.

We were planning on launching it today, but we're going to do like a kind of a two-step punch.

Do you want to pull it up?

It's similar to like meetup.com, where basically someone can come here and a click phone's connect and scroll up a little bit.

What will happen, you'll see, okay, here's all the meetups that are happening all around the world, wherever you're at.

And then down here, say, okay, there's a meeting happening in Dubai and in Chicago and in Boise and Salt Lake, and there's two two in Salt Lake and there's this and like you see all these funnel hacker meetups and then you have a chance to go and like oh I want to go to that one and do it or if there's not one happening like I want to throw a party at my house let's do one in my house right and you can set up a little party and have people come to it now for me the idea originally came for this because um

man this is long time probably 20 20 some odd years ago Mike Phil same created a website called marketingbreakfast calm and it was similar to this where you could go and you could set up you called the marketing breakfast and you said marketing breakfast and then you could like people from around could go and hang out and just talk marketing and hang out out at breakfast it was really cool and so um i remember there was a boise some guy did a boise one and he had us all meet at i hop at like 10 a.m on a saturday and so i like irsvp to it and we showed him there's like eight of us in boise who all showed up and i didn't know there was anyone else in boise who actually was in the business it was the coolest thing in the world and allison i had friends locally and we did these marketing breakfasts at i hop and we talked about marketing and stuff it was really cool and so that's kind of the vision for this is something like that where again any of you guys could set up a meeting where it's like i want to do a meeting at my house And we're going to watch an old FHL presentation.

We're going to talk about it.

Or we're going to set up a meeting and whatever that that can look like.

And then, like I said, we'll also do coordinated ones where it's like we're all getting together at the 30th this month.

And me, I'm going to show up at someone's house.

Todd's going to show up at someone's house.

Throw a cool party because you have no idea where Chris Harrison and me are going to show up at.

I wonder if I could hire Chris Harrison to come with me on some of these.

He probably is like hireable right now because the whole, you know, anyway.

So one of the goals for today, for everyone here and everyone at home, is how many of us would be interested in running a little ClickFunnels Connect event at your house, at your restaurant.

Okay.

So what we're going to do is we are having, I'll have my house pulled up.

There's a page where you can apply to be an event host.

And the main reason for this is we want to make sure that you guys are people who aren't.

There's a lot of, Ayan Rand calls them looters.

These are people who don't create value, they just go steal value, especially from our community.

And so this is the frame to make sure you're not a looter, which means you're going to come and like try to just grab people from our world and take them to another world.

And so Danny back here, Danny Roy, this is Danny.

He's kind of in charge of this.

He's going to be doing a call.

Yeah, so all you do is you fill out this form right here, boom, and then Danny will be doing some like group meetups over the next couple weeks.

You jump in, you'll explain everything.

Again, there's not any hard, evil, you know, it's not like a hard thing.

You just want to make sure that you're like, you're a ClickFunnels funnel hacker person.

And then after that, you can go and create meetings whenever you want, send them all up.

And then, like I said, we'll also have everyone who's doing meetings

will coordinate with you guys when we do like the group ones where we're all doing it at the same time, same place.

Where we could bring in, I was thinking about this, like in the Mormon world, right now, my wife's in this group.

It's called the Inkling.

Anybody in the Inklings groups?

My wife's in this Inklings group.

And it's it's really cool because once a week, all the women meet together

in our area, and they take a talk from General Conference, which is kind of like our funnel hacking live for the church.

And so they all, they show that, they, right?

We had enough Mormons in here.

You guys know what I'm talking about.

So we're in Utah.

Everyone at home, that's, yeah, anyway.

So they all get together and they all watch a conference talk and they talk about everything.

I was like, how cool.

We've got 10 years of the most amazing funnel hacking live presentations.

How cool would it be if it's like, all right, coordinated thing, we're watching charisma hacking around the entire world tonight.

We all watch it, then McCall comes in, does QA to everybody, and then everyone in the thing is like practicing the charisma.

Like, how cool would that be?

And these little mini things happening all around the world.

So, that's the vision of where we're going with these ClickFunnels Connect events.

And so, the only call to action for anyone, not sell anything today, other than just go apply to be a host, doesn't cost you any money.

If you go to clickphonesconnect.com/slash host or scan the QR code at home or here, whatever that is, that's kind of a game plan.

And I'll show this again at the very end before we get done tonight, but I just want to lead there.

Like, this is where we're going, this is what we're trying to do, and I want just these things happening all around the country, all around the world,

because I think it's gonna keep the click funds community tight which would be really cool so that's kind of the game plan so I'm gonna yeah thank you let's go

we have a lot of other fun plans but we'll drip feed them all we'll give them to you guys as we go

If you've been following me for any amount of time, you know, I always talk about as you're growing and scaling your company, the most important thing is finding the who, not the how.

Who is the person that can help you drive more traffic?

Who is the person that could be your CEO?

Who is the person that could build your funnels understanding the who will dramatically speed up the growing and the scaling of your company now the best place to find the who's who can help you with your vision is indeed when it comes to hiring the right who's indeed is all you need indeed gives you the ability to stop struggling to get your job posts seen on other sites because indeed's got a sponsored job listing where you can stand out in front of your dream hires with these sponsored jobs your post jumps to the top of the page for your relevant candidates that means your funnel builder is going to see it that means the person driving traffic your funnels is going to see it means your new ceo or cmo or or whatever you're looking for is going to see the exact ad for your business as soon as they open up indeed and that makes a huge difference in fact according to indeed data sponsored jobs posted directly on indeed have 45 more applications than non-sponsored jobs one of the things i love about indeed is it makes hiring so fast you can post the job and within minutes you're getting applications who are coming in looking to become the who inside of your business prior to that i was often posting my help wanted ads on facebook and instagram and then getting tons and tons of responses from unqualified people who had no idea what they were doing whereas indeed Indeed, again, they're only being seen by the exact person I'm looking to hire.

Now, with Indeed sponsored jobs, there's no monthly subscriptions, there's no long-term contracts, you only pay for results.

You may be wondering how fast is Indeed?

Well, in the minute I've been talking to you so far, 23 hires were made on Indeed across the Indeed network.

So, there's no longer a need to wait any longer.

You can speed up your hiring right now by going to Indeed.

And listeners of the show get a $75 sponsored job credit to get your job more visible by going to indeed.com/slash clicks.

Just go to indeed.com/slash C-L-I-C-K-S right now and support our show by saying you heard about Indeed on this podcast.

Indeed.com slash clicks, terms and conditions apply.

Are you hiring?

Indeed is all you need.

Ford Blue Cruise hands-free highway driving takes the work out of being behind the wheel, allowing you to relax and reconnect while also staying in control.

Enjoy the drive in Blue Cruise enabled vehicles like the F-150, Explorer, and Mustang Mach E.

Available feature on equipped vehicles.

Terms apply does not replace safe driving.

See forward.com/slash bluecruise for more details.

So, without further ado, this is the founder of Charisma Hacking and Charisma Style.

Let's give it up for the one and only McCall Jones.

I am so excited to be here with you today.

Like Chris said, my name is McCall Jones, and I am the founder of Charisma Hacking, or co-founder with my cute husband over here.

You can wave.

Yeah, Tanner.

So at Charisma Hacking, we help coaches and creators sell more on video by making them more charismatic.

Now, this is important for our presentation today.

Our definition of charisma is the ability to hijack people's emotions and energy.

Yeah, can I teach you how to hijack people's emotion and energy today?

Say yes.

Yes.

Amazing.

So what we're going to talk about today is exactly what Chris said.

We need to hook people at the beginning of your sales presentation.

Yeah, it's so important.

And let me tell you why.

So over the last couple of months, we've had a lot of clients come to us and they all had the same problem.

The problem that they had is they had an amazing offer.

They had awesome secrets and the rest of their webinar was incredible.

The problem was Nobody was seeing it because all of these people would show up.

They would spend a ton of money on ads, get a ton of attendees to their webinar.

And then over the course of the first 10 minutes of their webinar, people would leave.

Yeah, they weren't even making it to the pitch.

As I was going through all of these different clients, I mean, and it was clients from very beginners to doing several million dollars a month or a year.

It was crazy.

They were all making the exact same mistakes.

Yeah, so I'm going to show you how to not make those mistakes today and how to redo the first 10 minutes of your webinar so that people actually make it to the pitch.

Does that sound good?

Say yes.

Amazing.

So I first want to talk to you guys about why this is important.

The first 10 minutes minutes are the most important part of your webinar because, I know everybody thinks it's the pitch, right?

Yes.

Yes, I'm seeing some head nods.

It's not, because if they don't see the pitch, then it doesn't matter.

Yeah, the first 10 minutes have to be the most important.

So you want to spend your most time focused here.

first.

Yeah, once you can get them to stay, then we adjust all the other things that they're actually going to see.

But this is the most important thing is the first, I'm going to use this board, is the first 10 minutes and really the first couple minutes.

minutes now we have one goal with the first 10 minutes of our webinar.

Yeah, the one goal is that we want people to think to themselves this

could be

my missing piece.

That's it.

That's our one goal.

Yeah, does this make sense?

Now let me show you the wrong way to do this and the wrong way to do the first 10 minutes of your webinar.

Yeah, now I don't want you to say it out loud because some some of the webinars that you may have watched that have been making these mistakes could be close to you.

They could be online.

I'm looking at you online people, right?

Don't address it.

You also could be making these mistakes, but these are the two wrong ways to do it.

Yeah, now we're going to keep coming back to this piece of paper, but these are the two wrong ways to establish authority and open your webinar.

The first one is what we call a sob story.

What a sob story is, is sometimes people will hear the word origin story and they start to dive into their background right they start to dive into all of the things that have made them the person who they are today they dive into all of the mistakes that they made when creating their business right have you guys heard of this before you can just nod your head don't say yes how loud yeah a lot of times we'll go to conferences or we'll hear speakers start to speak and they'll start to tell this sob story right and they open up the speech with this sob story now this actually does have a place in your webinar your origin story is important.

Yeah, I do want you to use it elsewhere, but it can't be in the first 10 minutes.

Yeah, it can't be in the first 10 minutes because

worst case scenario,

the thing that people think

is who cares?

That's worst case scenario.

But that's not the reason why we can't start with a sob story.

The reason we can't start with a sob story is best case scenario.

When you tell a sob story, they think

good for them.

Now, if best case scenario, we're getting good for them, the problem with this is

it doesn't achieve our goal, right?

Neither one of those things brings people back to, this could be my missing piece.

Yeah, we understand, say yes?

Yeah?

Amazing.

So we will tell our origin story elsewhere, and there's right and wrong ways to do that too, but we're not going to tell it in the first 10 minutes, yes?

If you solemnly swear, I want you to raise your hand, get very solemn in your face and say, I solemnly swear,

do not use a sob story.

Thank you so much.

So the second one, you're going to really enjoy this picture.

The second way that people make this mistake

is what we call sexy screenshots.

Now, what a sexy screenshot is, is people in an attempt to

really establish their authority, right?

Because it's important that we establish our authority at the beginning.

But when people try to go through and they say, Hey, this is why you should listen to me, all of a sudden, they start to pull up these screenshots.

And these screenshots can be anything from if you're in the fitness industry, it's like you in a bikini, like flexing of, yeah, you should listen to me.

Look at my bisex, right?

If you are in a make money industry, this looks like Stripe notifications,

right?

All of a sudden, they're like, Hey, just so we can get this out of the way, you believe me, I made a lot of money, right?

We don't want to do sexy screenshots, and here's why.

And this also has a place in the webinar.

Yeah, 100%.

Very valuable, very valuable.

Wrong place to do it at the beginning.

Yeah, wrong place to do it.

Let me tell you why we can't do this.

Worst case scenario, people see you going like this and they think, who cares?

Best case scenario, and this is why we can't use those sexy screenshots, is best case scenario, they look at this and they think,

good for them, right?

Which neither one of them,

love this bippy.

Neither one of those things is, this could be my missing piece.

Yeah, now I said this at the beginning, but the crazy thing is these two mistakes, people make them at the beginning of their businesses.

A lot of times, if they're like, oh man, I am maybe a little bit insecure and want to establish my authority, and I've been through a lot of stuff, maybe I can inspire people,

they go to sob story.

Yeah, or if you feel like you have overcome a lot of of trials, you'll go to sob story, right?

If you've achieved a lot of stuff, if you got a really good-looking butt in a bikini, you're going to go on the sexy screenshot, right?

If your stripe

balance, I was going to say notifications, if your stripe balance is very high, your tendency will be sexy screenshots, right?

People make this mistake all the way up, all the way up.

And when they see a drop-off at the first 10 minutes of their webinar, they accept it and they say, oh man, that's just what happens.

That's just what happens.

Oh well, right?

It's a numbers game.

I'll just spend more money on ads to get more people there.

So hopefully, the people that will stay will buy and hopefully that number will go up, right?

So

with this, I want to show you the right way to do this.

You'll see why I'm looking like this.

I have to draw a picture that is crazy.

Let me show you the right way to do that.

Is that okay?

Say yes.

Awesome.

Now, every single person can use this, right?

Whether you're just starting your business or you have have a gajillion case study stories, you've made a lot of money.

The only thing you need is a single testimonial.

Yeah, I know some people who are starting their businesses, they don't have a testimonial yet.

Totally fine.

Learn this principle, go find a testimonial, get some results for people, come back here, and then use this.

Yeah, do we know we can use it to say yes?

Okay, so this happens in the first 10 minutes, and this is the right way to do this.

It has three steps.

How many?

Amazing.

Okay, so step number one:

failed before.

Yes, say failed before?

Amazing.

Step number two, this is my most complex drawing.

It's a puzzle piece.

Kind of.

Step number two is one thing.

I want you to say one thing.

Awesome.

Step number three.

Yeah, look.

It's this, right?

We call it the high kick hook or the fast forward hook.

Say fast fast forward?

Fast forward.

Amazing.

So we are going to go through all three of these steps.

I'm going to teach you how to tell this story.

Yeah, so if you do this right, it hooks people to the end.

And remember, charisma controls the emotions and energy of the people watching the webinar.

So we're going to hijack their emotions and make them feel the things that we want them to feel.

Yeah, sound good, say yes?

Amazing.

Okay, so.

First, we are going to dive into failed before.

Now, this story is a case study story.

So, it's not your story.

This is why you need a single testimonial.

It's a case study story.

So, I want you to think to yourself, and I want you to write down the first name of your biggest testimonial so far.

Yeah, your biggest testimonial so far.

With this biggest testimonial, the first step that you have to do in this story is you have to do failed before.

And there's a couple reasons why.

The first reason is your warmest customers, the people who are the most likely to buy from you, are people who have tried to get your solution before and failed.

Yeah, they're people who have joined other programs.

They're people who have been duct taping a solution together to try to get it on their own.

They are your warmest customers, and we want to identify them as quickly as possible at the beginning of your webinar.

Understand?

Say yes?

Amazing.

So there's a problem here, though, because not only are they your warmest,

But they're also the most skeptical.

The reason why is because they've tried it before and they failed, right?

A couple things things happen in their brain because they've tried it before and failed.

The first one is they look at you and they say, hmm, somebody else told me this would work too.

Look how that turned out.

Wahaha.

Right?

And the second thing is, which is even worse than that, is they start to think it's their fault that they haven't succeeded so far.

If they start to believe that something is wrong with them and that's why they haven't succeeded before, it doesn't matter how amazing your offer or your secrets or anything you're about to sell them is.

If they believe I I am the thing that's bad, even if your thing is good, they'll still never buy.

Yeah, they'll still never buy.

So even though they're the warmest,

they are the most skeptical.

Now something we have to understand is that people will not buy if they think they won't succeed.

Yeah, they will not buy if they think they won't succeed.

So what we have to do is we have to show them that it is possible for them to succeed even if

they've tried before and failed.

Yeah, this is the very first step of our story.

So in order to build this story, we're going to start to build a list.

I want you to start to list out things that they have tried before and failed.

And I'm going to give you a tip because we can kind of kill two birds with one stone here.

Part of the things or some of the things they've tried before and failed should be your competitors' methods.

Should be the things that they would buy elsewhere because if you can show in the first part of your story that, oh man, this person tried, this person's, and this person, this person's, and they failed, they automatically will think your competitors

are worse than you.

Yeah, so what I want you to do is I want you to take just a second and I want you to start to list out things your people would have tried before and failed.

As you do that, I'm going to give you some examples.

Yeah, so one of our clients, her name is Dara.

She helps women 50 to 70, age 50 to 70 lose weight, lose like 40 to 80 pounds.

It's amazing.

Now, when we do this section of her,

we call that the MBS

MPS, the missing piece story.

Yeah, the missing piece story.

So with this, when we got to this section of it, she started listing out things that these women had tried before in their lives that didn't help them lose weight.

So we had like

dieting, obviously, weight watchers since they were 12.

She listed out fasting.

She listed out Adkins diet.

She listed out

snapping a rubber band every time they ate something, right?

Anything that these women had tried before and failed, she listed them all here.

Then, because Dara doesn't offer Ozempic, she also added Ozempic.

She added other things that her competitors would say, this is the thing.

Yeah, so we have another amazing client that's with us here.

Her name is Kelsey.

She's incredible.

She helps high school athletes gain 15 pounds of muscle so that they can get recruited.

As we're building out her story of fail or things that they've tried before and failed, it's things they've tried to gain weight and gain muscle.

Yeah, so she has like mass gainer, downing creatine, downloading bodybuilder fitness plans on Instagram, right?

She lists out all of her competitors and things that these kids would have tried without her.

Yeah, so does this make sense?

Say yes?

Awesome.

So first thing we have to do is we have to show them that even though you've tried before and failed, that's okay.

Yeah, I'm going to show you how to put it into a story in just a second.

Okay, the the second thing we wanna do is we are going to address one thing.

How many?

Okay, this is so important.

Yeah, so important.

And this was one of the biggest secrets that we found that was really keeping people longer.

Yeah, so this one thing thing

is that when they've tried all these things before and failed, we have to tell them that they are so close to success

and that they're only missing one thing.

Now, here's what I mean by that.

We're going to talk about secrets versus system.

Yeah, secrets versus system.

Now, I know as well as anybody else, you don't break a perfect framework, right?

You don't break the perfect webinar.

You don't take away the secrets, but the way that we started presenting it is instead of presenting the secrets as disconjointed things or tips, you want to present it as a single system.

Yeah, it's a single system that has three steps, but it's a single system.

It's super, super important because,

yeah, super important.

I love it.

So

as we are looking,

it's incredible.

As we are framing this out for our clients or the people who are watching us, we have to show them.

the gap between where they are and where they want to be, right?

Now the gap can be massive, right?

It's all these skinny kids who want to gain weight, right?

It's like, oh man, I need to gain 20 pounds, and that seems impossible, right?

It can be these women for DARA who are saying, I am 80 pounds overweight.

That feels astronomical to lose 80 pounds from where I'm at, right?

Or I'm only closing 10% of my webinar.

I want to be closing, you know, 50% of my webinar, whatever it is.

We need to show them there's a gap, but the most important thing is the only thing standing between them and what they want is one thing.

Yeah, we're going to even use that language.

Yeah, so the reason why is because if they think it's a whole bunch of things, here they think I've tried this before, I've failed.

If we don't address this, they'll think there's something wrong with me.

If we give them, this is crazy.

Earthquake!

For this part, if they think that there's a million steps, they think that there's a million ways that it can go wrong.

Right?

All of a sudden, they're looking at this and they're like, oh man, that feels hard.

And if they have already thought there's something wrong with me, even if we overcome that, we have recently overcome that, right?

If we're like, listen, the secret to being in your charisma styles is you just have to change your hair and change your face and change your voice and change your body and change every single script that you're doing and then do this and then do this.

All of a sudden, even if we're like, you have the secret, they go,

that's too many things, right?

It's very overwhelming.

Very overwhelming.

Amazing.

Right?

Instead, if we can tell them, right, the thing that you've been missing is one thing, we say the thing that you're missing is your charisma styles.

And all of a sudden they go, oh,

I just have to use my charisma styles.

Yeah.

Now, if you're not familiar with charisma styles, there are three different styles plus the false faces.

Like, it is a process to learn how to use your charisma styles, but they...

I'm telling the truth, they are just missing one thing.

Yeah, so instead of presenting it as secrets, present it as a single system.

and then that system you can still use like your titles of your secrets and things like that yeah a couple examples we do have charisma styles perfect webinar if we said hey you know you're not closing anything and you want to be closing good news this person tried this and this and this and this and this and they failed

the one thing they were missing was perfect webinar yeah the one thing if the person can believe that there's one thing missing then they will move forward yeah does this make sense say yes

walmart business is in the business of of saving you time, money, and hassle.

Whether your business started in a garage or is a garage, Walmart Business has the tools to help you get where you're going.

Tools like free shipping, multi-user accounts, and just about any item your company needs.

Even a double filtration cyclone dust collector.

Yep, even that.

Sweet.

Walmart Business.

It's the Walmart you love.

Now for your business.

Learn more at business.walmart.com.

Terms apply.

Got some good news for your ears.

More of that good stuff is coming up.

And even better news for your hair.

The best hair care is at Sephora.

They've got all kinds of products for every kind of hair.

From brands like Amika, Kerastas, Day, and K18.

You knew where to get great audio.

Now you know where to get great hair care too.

Sephora, good news for great hair.

Shop hair care now at sephora.com.

Awesome.

So now the last piece of this is the hook.

Yeah.

Once you tell them that they're missing one thing and it's called perfect webinar, you're not going to tell them what perfect webinar is yet, right?

You don't go through and you say, oh man, yeah, we tried this and we tried this and we tried this and then we came up with this solution, then we came up with this solution and we trial and erred here and here and here, right?

You can do that in an epiphany bridge once again, later, later in the presentation.

The hook here is you tell them they were only missing one thing.

Then you fast forward to results and you say, okay, fast forward to three weeks later, after using this one thing, here were the results.

And then you say, what changed?

What took them from where they wanted to, or from where they were to where they wanted to go?

What changed?

Well, they had to stop doing this and start doing this.

They were smart enough.

They just needed the system.

Can I show you the system?

Right?

And then the reason why I call it a high kick hook is I go say yes and then I do a high kick Which is why our logo is this right?

This is the part of the speech where I add the high kick Yeah, this is the hook where all of a sudden they're like, yes, I want to see the system.

I want to see the system.

And when you reveal it that way, all of a sudden they're emotionally bought in.

We have now been in complete control of the emotions and the energy of our people.

Now they believe, oh my gosh, it's not my fault I haven't succeeded.

Oh my gosh, I'm so close to success.

What's that system you've got for me?

Can I get that?

Yeah, is this making sense?

A yes?

Awesome.

So now I'm going to give you the transitions that just make it easier to tell the story.

So we failed before.

When we get to the one thing, between them failing before and finding the one thing, they just have to find you.

Yeah, so we say, okay, this is this person.

I'm gonna show you some examples.

Yeah, because I've done it at both funnel hacking lives, and we just added it to a webinar of one of our clients.

Yeah, like this morning, which was so fun.

Yeah, so between this, we say, okay, this person tried this, they tried this, they tried this.

They were failing.

It was terrible.

One day they had enough and they found me.

And I looked at every single thing that they were doing.

And I called them and I said, listen you are so close you have the exact right this this and this you're just missing one thing so fast forward three weeks later she does the same event she does this she does this but this time big result now what changed what took her from totally failing like she did before to getting this big result Well, she had to commit to using the right system.

Can I show you the system?

Say yes, they say yes, and then you do a high kick, right?

So, high kick optional, but not really, because you should do it.

Just stretch the hammies, right?

So, they find you.

Yeah, does this make sense?

Say yes?

Amazing.

So, now the transition from here to here is literally what I just said.

We say, What changed?

Now, what changed?

What took them from this place to this place?

Oh, they just needed the right system.

Yeah, so this together will hook them in.

Does this make sense?

Sorry.

Does this make sense?

Say yes?

Amazing.

So, I'm going to show you a couple examples of me doing these stories.

Yeah, we first started adding them to speeches because we knew we had to establish our authority in a very short time window.

And instead of doing sexy screenshots or instead of doing a sob story, which a lot of speakers do and you'll lose the audience because they think who cares or good for you, we started adding them to the beginning of our speeches.

They were working so well that we started adding them to our webinars and we had the same effect.

People stayed longer and they were more primed to learn, and they bought more at the end.

Yeah, so to be a volume, yeah, cool.

Okay, we're gonna watch this.

It's a couple minutes long, but you're gonna be able to see all of these points that I'm hitting over on the side.

This is Funnel Haggin Live 2023.

And I'm gonna show you how I know.

This is Kayla.

Kayla had a new course, so she did what she was supposed to do.

She had a dramatic demonstration in the form of a three-day event.

Day one of the event, she couldn't scroll fast enough to keep up with the chat.

They were losing their minds.

By day two, it was all hashtag fire emoji value bomb.

Oh my gosh, Kayla.

She goes into day three of the event thinking, I am gonna be so stinking rich.

Day three comes, you ever felt this?

Say yes.

Yes.

Day three comes, Kayla makes her big pitch

and nothing happens.

Guys, nobody buys.

But that's not the nightmare.

The nightmare was instead of stripe notifications coming in on her phone, she was getting getting Instagram DMs that looked like this.

Kayla, OMG, so amazing, girl.

You totally inspired me.

I'm finally ready to move.

You'd be so proud of me.

I just joined Shaylene Johnson's program.

I never would have been brave enough without you, girl.

Thank you.

In case you missed that, Kayla is not Shaylene Johnson.

Now,

You know what's worse than an event that doesn't convert?

An event that converts for your competitors.

Now, here is why Kayla is a winner.

In this moment, she could have said, I'm not cut out for this.

I'm nothing like Russell Brunson.

This doesn't work for me.

I've been doing everything that I'm supposed to be doing, and it's not paying off.

But she didn't.

Instead, she said, I'm so close.

Say, I'm so close.

And she sent her videos to me.

And guess what?

She was right.

She had the exact right offer, content, and credibility.

There was just one thing that was tripping her up at the finish line.

so I called her and I said Kayla listen you are trying to pitch like Russell Brunson when yes Russell is amazing but you are nothing like Russell Brunson you need to pitch like Tony Robbins and Gary Vee and Brene Brown

so three weeks later Kayla does the exact same event it has the same offer and the same content and the same information she only changes one thing.

This time, instead of modeling Russell Brunson, who she's just nothing like, she modeled her charisma after the right people for her.

What was a complete disaster three weeks ago, this time

was a six-figure launch.

Now,

Kayla wasn't years away from finding her voice or being attractive.

She was three weeks and one tweak away.

But she had to commit to the right process of becoming an attractive character.

Guys, can I show you the process?

Say yes.

Yes.

Say yes.

High kick.

High kick optional.

So do you see?

Yes, there are more details.

That's why I put this here.

You can take a screenshot of this.

Yeah, putting it actually in story form.

But if you even told a one-minute version of it and you just went through those points, these are the things that matter.

Yeah, if you put these elements in it, it has the same effect.

Yeah, does this make sense?

Say yes?

Yes.

Okay, amazing.

So we're gonna watch another one.

Helpful to see examples?

Yeah?

Okay, this was Funnel Hacking Live 2025.

So, with both of these years, like I said, you have a very short time window when speaking anywhere, but when speaking of Funnel Hacking Live, so it's a really good exercise of like, okay, how do I get them to completely buy into my framework, overcome all the false beliefs that I need to, and establish authority instantaneously?

You tell a story that's two to three minutes, and you're in.

Yeah, here is Funnel Hacking Live 2025.

Here's how I know.

This is Kristen and Sylvia.

They help Shopify business owners get traffic and turn it into sales.

Now they wanted to sell their product to more people in less time, so they started doing live webinars once a week, every single Friday.

Now, every single week looked the same.

Monday through Thursday, they spent all of their money on ads.

They got tons of

sign-ups, and then they would frantically prep for Friday.

Friday would come, the audience would show up, and they would go crazy for the information.

These people would thank them profusely, and then they wouldn't buy.

Their weekend ritual became tweaking slides, stressing about ad spend, and thinking to themselves, is there something wrong with us?

One day they had enough.

So they sent their webinar to me and asked me to hop on a call with them.

And here's what happened after the call, in their words.

The first webinar we did, after we made these small tweaks, we closed 20% of the room, which had never happened before.

And people bought the upsells and they paid in full, which had also never happened before.

Now we've evergreen this webinar, and tonight we are collecting our two Comic Club Award.

Now, what changed?

What took Kristen and Sylvia from this guy to this guy?

The secret was they knew how to take the most boring part of a sales presentation and make it the most exciting.

Because even the right information and frameworks and products, if presented the wrong way, will completely sabotage your pitch and it will tank your sales.

But if you can say the right things the right way in the right order, then you can sell like Russell if you know the secret.

My friends, can I share you the secret?

Say yes.

Ha!

High kick, high kick transition.

So we have one more.

So this is our client, Kelsey, and she literally was adding this to her webinar this morning.

So if you want to what's working now, we literally added it this morning.

So there aren't the arrows on the side, but you can start to follow along.

This one's about two minutes long.

Let me tell you about Ben.

Ben was not only the best pitcher in his high school, he was all state.

His skills were above and beyond all of his friends and his teammates.

So it was no surprise when he got recruited to play at his dream school.

But before the season started, Ben's coach sat him down and told him that while his skills were incredible, his size was an issue.

Ben was 6'1 and 155 pounds.

So Ben tried everything to put on weight.

Month after month, he would grind.

He'd lift heavy in the gym.

He'd pound mass gainer.

He'd try creatine.

He'd 3x's protein intake.

The next month he would try to dirty bulk.

He'd eat so much he'd make himself feel so sick.

He was downing as much pizza and peanut butter as he possibly could.

And then he tried downloading a bodybuilder Instagram influencer's meal plan.

He tried his college strength coach's meal plan.

But no matter how hard he tried, the weight was not coming and it was not coming fast enough.

So Ben showed up to his training camp and saw the other pitchers, and every single one of them was 15 pounds heavier than he was.

Ben, without a doubt, had the skill and the technique, but the fact of the matter was, the other athletes he was going up against were just bigger.

Ben was trying to play at the college level with his high school body.

So he ended up sitting the bench the whole first season, while the bigger but less skilled players than him started above him.

And at the end of the season, Ben talked to his coach, and his coach told him that if he didn't put on at least 15 pounds before he came back in the fall, that he would once again be sitting the bench all season long.

So Ben had had enough and he knew he needed to reach this goal fast and he couldn't do it on his own.

So with 12 weeks ago till training camp, his dad found me on Instagram and sent me a message.

He told me everything Ben was doing and asked if I could help him.

After analyzing everything he was doing, two things were clear to me.

Number one, Ben was clearly an amazing athlete.

He was hardworking, he was committed, he was driven.

And number two is Ben was trying to fill a bucket that had holes in it.

All of Ben's hard work was being wasted.

In fact, he was working way harder than he needed to be because he was just putting all of his effort into the wrong things.

So I sat down with Ben and his parents and told them, Ben, you're trying to gain weight like a bodybuilder when you need to start feeling like an elite athlete.

Fast forward 12 weeks later, Ben was 15 pounds heavier.

He could throw harder, his performance increased, all of his PRs increased in the gym, and he finally had his size to catch up with his skill.

His coach noticed, and Ben started that season.

Oh, yay, Kelsey!

Okay, friends, so with this, with this story, can you see how it will immediately establish authority?

Say yes.

Yeah, do you see how you could do this with any testimonial you have?

You just need one, say yes.

Amazing.

Do we understand failed before?

Yes.

Do we think we could create a list today of things that our people have tried before and failed?

Yes.

Yeah, do we see how awesome Kelsey, especially because this is a webinar, the other two were a speech, we try to add as many as we can in there.

They tried this, they tried this, they tried this.

Oh, so frustrating.

Yeah, do you think you could create a list just like Kelsey did?

Say yes.

Awesome.

Okay, so now when we move to one thing, right?

Could you take your secrets, your system, everything that you're doing, and could you put it into a single system?

Yeah, put it into a single system and name it, say yes.

Some of you may already have a name, right?

With Kelsey's, the thing that comes right after this is hers is called the gain system, right?

We have charisma styles.

There's like the right side up protocol right whatever it is it you should try to incorporate a system or protocol or whatever if it's not apparent in the name so it does feel like a single system

yeah i also want you to make sure copy wise like actual phrasing you do a couple things one you say

one thing yeah you want to use that phrasing they were only missing one thing Yeah, because then when you say the thing they were missing is the system.

Can I show you the system?

They're like, like, well, yeah, right.

When Kelsey says he needed to stop training like a bodybuilder and start feeling like an athlete, when she says the system is the gain system, can I show you the system?

Everybody goes, well, yeah, I want to see the system, right?

And if the entire goal, you can do that, thank you.

If the entire goal is coming back to our bikini, shots, all the things,

if the entire goal is for them to think this, could be my missing piece, we have hooked them, right?

We haven't given too much information where they think, oh, yeah, I got it, and then they leave, right?

Automatically, they go, I want to hear this system.

I want to hear these secrets.

They think this person could get it for me.

I'm okay, even if I've tried before and failed.

Yeah, we understand and say, yes, amazing.

Okay, friends, I want you to try to do this today.

Yeah, when you leave this ClickFunnels event, map out those three things, fill in the details of things they failed before or tried before and failed.

You can say, okay, how would I say that they were missing the one thing?

You can use these transitions.

Yeah, did everybody get a picture of this?

Yeah, you can use these transitions.

This one is what happened, what took them from blank to blank.

I can write that down if you want, but what happened?

What took them from blank to blank?

Right?

It was that they didn't need more information, they were just missing the system.

Can I show you the system?

And then you can go, say yes, high kick, right?

So I want you to write this today.

Do you commit to writing this today?

Yes, and putting it into your webinar sometime in the next week.

Yes, say yes.

Yes, amazing.

Okay, thanks so much for having me, friends.

Have so much fun at the rest of the event.

Now, obviously, if you want to sell stuff online, you're going to need a good funnel.

But if you want a great funnel, then you're going to need to use ClickFunnels.

ClickFunnels is the number one funnel builder in the world, helping more first-time entrepreneurs to leave their nine-to-five and to launch their dream than any other company on earth.

ClickFunnels was built for the dreamer and the doer, and you can get a free 14-day trial by going to clickfunnels.com/slash podcast right now.

That's clickfunnels.com/slash podcast.

ClickFunnels because you're one funnel away from changing the world.

For quality window treatments, trust Rebart's Blinds, Shades, and Shutters.

Specializing in Hunter Douglas custom blinds and smart shades, Rebarts combines style, comfort, and automation to enhance any space.

The blinds and shades solution for your home is just a free consultation away.

Visit rebarts.com to schedule your free in-home consultation today.

Mention Spotify for 25% off.

That's 25% off mentioning Spotify at Rebarts.