Little Marketing Tweaks and Shifts That Could Unlock Big Wins | #Marketing - Ep. 63

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What's up, everybody?

This is Russell.

Welcome back to the podcast.

Today, we're going to jump in and do another QA show.

I know you guys enjoy these a lot, and so you have a chance to listen to behind the scenes as a whole bunch of funnel hackers ask me their questions.

With that said, I hope you guys enjoy this episode.

This is the Russell brunson show

bingo and here we go i see him right there now i'm juiced up russell's here good morning russell what's up man how you doing i'm living the dream how are you that was fun watching you like build funnels like by saying where to click and like that was i was so excited anyway that was fun it's easy to get fired up when we change the world every day

that's so awesome Cool, man.

So we have kids starting school this week.

Do you guys have that in Boise?

Not this week, but we're close.

Actually, a week from Monday, I'm driving my firstborn daughter to college.

So I'm emotionally struggling with that.

I'm going from having five kids at home to after next Monday, we'll have three kids at home.

Or sorry, two kids at home.

So my whole life's being rocked by everything shifting.

So you guys think I got a lot done prior.

Now I have no kids at home.

Imagine what we'll get done every day.

Just kidding.

Yeah, so we have another week or so.

So you guys are starting though this week, though, huh?

Yeah, we started on Friday, August 1.

But yeah, it's just crazy getting everybody, watching everybody do that whole thing.

But, man, it's good to have you here.

Let's change some experts' lives, and we're going to get started right into it.

Nancy is first.

Hey, Nancy.

Hi.

Hey, Nancy.

How's it going?

Hey, good.

How are you?

Doing so good.

Well, congratulations on your daughter.

I'm sure that's really emotional.

It's like the saddest thing that's happening, but it's also like so fun fun to see her do the next thing.

So it's like, you know, anyway.

My oldest is 17, so I'm not quite there yet.

Oh, you're close, though.

Dang.

Yeah, we're getting close.

I have a question.

I'm due.

I'm running a three-day boot camp.

It's a free boot camp and with a paid upgrade

for $49.

And I'm pitching my course, which is probably going to be around $400 or $500, which I know that's like really low ticket in the marketing world, but it's it's like one of the highest priced things in my niche, which is crafting.

Okay.

Um, and so um, I know that the price tag is going to be a bit of a shock.

So, I'm trying to figure out when, because it's like a webinar over the course of three days, kind of, but I'm also teaching them some skills that are going to hopefully break down the barriers of the fear of being able to learn the software that I'm teaching them, which is Inkscape.

So, to make my question concise, I'm trying to figure out when in the three days do I start the pitch and when do I close cart?

Cool.

Um, and then are you teaching?

Are they are you teaching them a craft like as a business or craft to be crafters, or what's the what's the end result that they're most of them are are just crafters, some of them might be interested in business, but most of them just want they just want to learn for their own hobby.

They want to do it, gotcha.

And you ever sold in for $500 for these guys yet?

Um,

I sold my course for the first time in February, and it was a little bit lower.

I think it was like, it was $397 or $2.97.

I can't remember.

And I had like 27 students.

And most of them were like, oh, this is too expensive.

And there are other courses that are comparable that are dirt cheap.

And so like $197.

And so I know you say there's no advantage to being the,

what is it, the second most

price leader?

Yes.

Very cool.

Okay, great question.

So

a couple of thoughts for you.

So the first one is like, so we do a lot of three-day events.

In fact, if our selling online events, a three-day event, is yours a challenge, like short form or is a long form, or how long each day are you spending with

people?

It's probably like two hours, like one to two hours, which is kind of long for

these hobbies.

So one thing that we do, because like a lot of times, especially when you're introducing a newer price point to a market, there's like the sticker shock.

The first thing I would look at is like, how can you do, I learned this from Myron Golden, he calls it a price marinade, where you like, you drop a price as a big sticker shock early.

And then it marinates over time.

And then eventually when you do sell something, they're like, oh, that's not a big deal.

So for example,

when you see Myron do at his, like if you look at his street events, the very first day he'll talk about, oh, my master might charge $250,000.

And he'll write it on the board, like, $250,000.

And everyone's like, oh, sticker shock.

Like, wow, I wish I could afford that.

But then they can't.

But then over the next couple hours and the next day or so, they're like trying to figure out

how could it look like?

You know, they're trying to rationalize it.

And they come back with a thousand dollar offer, a $500 offer.

Then it's like, oh, that seems really inexpensive.

If you look at my selling online event, day number one, I pitch a million dollar offer.

Day number two, I talk about a hundred thousand dollar offer.

And then when I actually sell them, I'm only selling a ten thousand offer.

So $10,000 seems less expensive because they've been hearing about these other things.

You know what I mean?

So I would look at like, how do you introduce a price merit early?

Where it's like, hey, you know, it could be as simple as like, you know, excited to be working there for the next three days.

Like, typically, you know, I do have an offer where people actually come out to my house and we do this together.

And it's a $10,000 weekend.

And it's really, really, you know, something like that, where it's like, it, it frames the value of it.

And it's a price marinade.

Tony Robbins, by the way, does.

If you go to UPW, Tony Robbins will drop this probably 50 times before he sells something about, I've got a private client, his name is Paul Tudor-Jones.

He pays me a million dollars a year for coaching.

I do want to call with him every single month.

Like you hear them say that all, because that's Tony's price marinade, that his time is worth a million dollars

an hour or whatever, right?

Cause he just, he's price marinating that and then we sells mastery for whatever it seems really inexpensive.

So that'd be the first thing I'd be trying to do is like

is in introducing a higher ticket price, even if you're never going to sell it or whatever, just so that there's the contrast between that and then and then like the value what you're actually selling.

Does that make sense?

So that's the first thing.

I don't have anything that I offer that's that much.

So do I create something real quick or like?

Yeah, have them come to your house.

This is

can I give an example, Russell?

Yeah, for sure.

I did this back in the day.

I was teaching people how to fish and become competitive fishermen and have actual success in the game.

So, I made a high-ticket offer that ended up, people ended up wanting to do, which was really scary.

But anyway, what I did was I said, hey, if you pay me $10,000, I will fly out to

your house for a weekend.

I'll set up all the electronics on your boat.

I will make you a custom setup with all the rods, rears, line, and tackle that you need for the lakes that you are going to target and compete against your people on.

I will look at the maps and all the topographical maps of your lake, and I will find all the best spots for you at all the different types of seasons of the year.

I will be your guy for $10,000.

So, you could do something very similar to that.

I wish you could wire Dante some money and take that deal quick before you

move it off.

Yeah, I just do what Russell says.

And to add to that, I remember when I first got started in this game, one of my very first mentors, a guy named Matt Fury, and I joined his, I think it was $10,000 mastermind.

I was freaked out.

It was all through teleseminars.

I remember jumping on the first coaching call, and

the first guy got up there and explained his business.

And the guy was like a weightlifting guy.

He had books and he had a course and stuff like that.

And Matt, I remember told him, he's like, you know what you should do?

You should charge people $5,000 and they come to your house and work out in your gym with you.

And the guy was like, okay, I'll try it.

And then he hung up.

And then the next person got on.

That person was like an artist.

And

they're asking how to grow the business.

And Matt's like, you know what you should do?

You should charge people like $5,000.

And they come to your house and you paint with them.

And the person's like, okay, I'll try that.

And the third person came on.

And I can't remember the thing, but what market, but it was the exact same thing.

Matt's like, you should charge a $5,000 thing to people come to your house and do the thing with you.

And then, and so I remember got that.

So that night, I literally emailed my list.

I'm like, hey,

you know, I got it.

I'm like, I'm going to do a thing in my house for $5,000.

You could come.

I'm going to show you how to like set up your whatever.

And I got two people that bought from it, you know?

And so it can be as simple as that of just like, like, hey, I'm working on a thing right now where people pay $5,000 to come to my house.

We craft together for a weekend.

It's really cool.

And this is like a mini version.

So I wanted to, so like, you're not even saying you've sold in the past.

You're like, this is the thing that you're doing.

You're working on it.

This is what it looks like the price looks like.

But this is going to be a mini version for you guys.

So you can get, you know, you can get started on the path.

And any of you guys who may be interested, let us know at the end.

You can come.

But for all you guys, this is a free thing.

It's going to be awesome.

And, you know, that could be the simplicity of the price marinade.

So that's the first thing.

Second question is like, you talked to, you asked me about like, it was the structure.

Like, like where do you pitch and how is that was that the second part like like when do i yeah when do i pitch and when do i close basically

yeah so traditionally and did you say it's free and you have a vip

yeah so what's the price the vip

49

okay cool so the way we do it then so obviously some registers vip 49 bucks and then yes and the event happens so day number one what we typically do day number one is like um is mostly content-based, right?

And then at the end of day number one, we repitch VIP.

Usually about a a third of our vipers come at the end of day one when we're repitching them back into whatever if you i don't know if your vip is like a secondary call or something afterwards but typically that's what we do

about doing that yeah that's what we do ours is like we'll do like the 90 minutes is the free thing and then i'm like all right for vips we're getting started in 10 minutes this is we're gonna do now vips if you're not a vip i go sign up right now you got 10 minutes and we got a huge flow of people to come in from the live thing right so that's the first part a lot of times the vip at that point i'll be like and you also get the replays because then they're halfway through day one.

They're like,

I wish I had the replays.

And a lot of times they become VIP just to get the replays.

Yeah,

that's the main offering is the replays, but I'm considering adding like a QA.

Yeah, that's cool.

That's what we usually do.

So, okay.

And then day number two, then is all about positioning to then do the sale.

So day number two, the sale happens and you push.

And then day number three, you do a repitch.

So are you familiar with what a re-pitch is?

I'm assuming pitching again.

Yes, but it's a different type of pitch.

So typically on day number two is where

it's more so like the perfect webinar, right?

Day number two, I'm doing like more of a full-blown perfect webinar.

I'm going through all the things.

There's a stack, there's a close, it's like that, right?

The re-pitch is

less like restacking all the stuff, right?

Like the people that buy from like, oh, here's all the cool stuff, the emotional buyers, like they buy right then.

The next day is like where you're going for your logical buyers.

And so usually then it's, it's less of like me trying to stack value and emotionally get someone, more it's like a logical argument I'm having.

So it's like, hey, you guys know you can do this on your own, but logically, if you, you know, and so it's like a more of a logical close.

Or like, for me, I'm trying to justify the price.

Like some of you guys were, I last night messages, they want to give it $500 seems like a lot of money.

So let me explain to you guys

the alternatives, right?

Like the alters, alternatives are you can try different paths and how it ends up being

more than $500.

You know what I mean?

Like you're trying to logically justify it.

And then typically also in a repeat there's like a heart close where it's just like, this is why I created it.

And this is, we're trying to connect with somebody as well there.

And so, and so it's not going back to the stack and the clothes.

It's just like speaking to logic, heart close, and pushing it back to the order form.

And that's kind of the extent of it.

And so that's kind of how we, that's kind of how we structure the three days.

Yeah.

Yeah.

I'm, I'm, I have like a story in mind where I want to tell them how I've like started learning guitar like a hundred times.

And every single time that i have to start i have to like relearn the same stuff over and over again so just kind of trying to encourage them on momentum yeah

i love that that'd be really cool for the for the logical are you playing guitar now

you don't

coming from a point of shame

okay imagine oh imagine this like like the emails to get people on day number three it's like hey i'm going to be performing a private concert for you guys make sure you show up on time and then come out with your guitar and talk about and then start playing and just be horrible.

And you guys, you guys, I can't play guitar.

Let me tell you why.

And then, like, wouldn't that be such a cool thing?

I hope to get somebody all like, she's doing a private concert for us.

And then you have that story that kind of wraps in.

Would be oh my gosh, my sad, sappy story.

It'll be like,

I love it.

That'd be so fun.

That would make a great ad, actually.

You might see

on my Facebook ads.

I have to just say, that's marketing gold you just got.

That is gold.

That's awesome.

Yes.

I love it.

Okay, I'm going to let somebody else ask a question.

Thank you so much, Russell.

I really appreciate it.

No worries.

Good luck, Nancy.

Thank you.

That was, that was so cool.

I love that.

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Hey, let's hop over to Kimberly.

How can we help, Kimberly?

Hey Hey there, good morning.

Good morning.

It's nice to meet you, Russell.

You too.

So

I'm new to this whole thing, and I'm an expert in kundalini yoga.

My niche is

working with perimenopause or menopausal women, as well as women who have challenges with fertility.

And,

you know, I did the stats on it, and it's like 1.1 billion women with those perimenopauso-menopausal symptoms that are now just kind of coming to light, which I kind of love Instagram for because no one really ever talked about that stuff.

And then

I do the fertility challenge because I had my own challenges with that.

And I think that that's a really challenging time for a couple's life.

And kundalini yoga has been scientifically proven to help reduce anxiety and reduce, you know, the internal systems that take place during these kind of

tumultuous times in someone's life right

um

so i you know for for fertility the the record is 6.1 million people but i personally think there's like a whole bunch of people that are undocumented right because a lot of people have a lot of feelings around that so i think there's more out there that could be helped with it.

And

what I just did, and I launched with Dante, who's amazing,

is I just started with a 20-minute like intro class to say, hey, this is scientifically proven.

This 20-minute a day will help reset your body.

And then I have these

workshops that are seven class modules that kind of go through the seven layers of the bodies because there's lots of books that that are written that like the body will keep score, right?

So even if you overcome a challenge in your mind, your body may still be holding on to something, which may be preventing you from,

you know, feeling better or having that baby or whatever it is that you're trying to do.

And I guess my question is, well, I'm literally just launching and I just attached clarity like yesterday.

You know,

speaking to this community and trying to grow the community and

just trying to raise awareness to help.

all of the people that are going through all of this.

I'm trying to get,

I have my 100, like you, like you talked about, but I'm just trying to figure out how to get carved into that niche, so to speak.

So that's why I wanted to speak with you this morning.

Gotcha.

Are there other people in that in the fertility market that people

doing like your niche?

Is that a known thing or is it like a new thing?

I've never heard of it, so I'm curious.

Oh, okay.

Well, you know,

I work with doctors for an IVF.

And so I'm literally just going to doctors because

that's like the women that I don't think are really documented.

So I've just kind of started communicating with them because that's like a whole

on-earth like place, right?

So that's, that's where I started.

Okay.

But

in the known market of people trying to deal with fertility issues, is anybody else talking about this concept?

You know, I don't think it's talked about enough, to be honest.

There's a lot of, you know, there's a lot of hidden shame for women about having that struggle to get pregnant, right?

And then you have, you know, a husband who's trying to be really supportive and you both kind of, you know, just struggling with it.

So, um, I don't think it's talked about enough now.

Okay.

But I researched that.

Yeah.

So, so, what I usually do when I go into a market, like, the first thing I'm looking for is like, I want to understand the ecosystem, right?

Um, so, like, if I was going to be a real estate guru, I would go in there and I would figure out who are all the other real estate gurus who are currently in this market, right?

Who are they?

What are they doing?

And then, what's everyone's different angle?

Like, okay, this person's teaching flipping, this person is teaching short sales.

This person, and I like, I figure out the whole ecosystem of what are all the things all the different ways that people in this ecosystem are trying to solve the problem of teaching someone how to flip real estate so if you got would be the same thing like um it's like in the marketplace of fertility and again i my wife and i went through this uh 20 years ago our twins are 20 now so i there was a time where we were into this and we were studying and we were reading things and we were in the groups and we were trying to do stuff you know um and so i i would be looking at that and like who like who are the voices right now in that in that market because i'm sure there's people that are just very much like again like i have a friend who's an acupuncture so like she teaches and she does acupuncture for fertility.

There's other people that do, you know, traditional medicine.

There's people that, you know, there's, there's, it's like, I want to get to know that market really, really well.

And then be like, okay, inside that market, is there anyone that's like fits you?

Because are there other people teaching this concept or doing this?

And are they doing podcasts?

Like,

what's the landscape look like, right?

Because when you start looking at that, you realize that.

You know, there's this population of people, again, the known population of this ecosystem, but there's, like you said, there's a huge halo effect where, you know, all the other people that struggle that aren't talking about or aren't showing up on reports and stuff.

But, um, but it's like, where are they getting their information?

Where are they plugging into?

And then your role is to come in and like, what's my unique thing?

And again, I think what you do is she is unique because I've never heard of that before.

There's maybe other people doing it, but that'd be my first thing I'd be doing for my market research is really understanding that, right?

Because then if you know that, now it's like, okay.

These are all the players in this market that are all trying to help things.

And now it's like, it can become really easy if there are podcasts or YouTube channels or Instagram channels, like for you to come in and be like, I have a really unique different way that this works.

Let me talk to your audience.

Let me share this thing.

Let me, you know, this get your people on my webinar.

We can try something, you know, like it's,

it, it, that's, I mean, that's basically how it works.

I see the people that have the most success in any business are the ones who go into whatever the ecosystem is and figure out their unique angle and then partner with all the other people in that ecosystem to bring their unique flavor to this, to this conversation.

You know what I mean?

Yeah, like I'm thinking as you're saying that and, you know, the health and wellness events that now in the in the hospital communities that are popped up kind of everywhere, that might be a good place to start as well as the podcasts

and the YouTube.

I have a YouTube channel, but to like talk about it with on other people's YouTube channels.

Okay.

And my next question is like, have you, have you had a chance to work with someone yet and who was having struggles with fertility and actually had babies afterwards going through the process with you?

I mean, I did it myself.

Like, I did it myself.

And I work with, I worked with someone who helped me in the process.

But have I worked with someone yet?

No, not yet.

Okay.

Well, cool.

you got the personal case study which is step one so like next thing I would do is is I would go put it out there like go find five or six people and take them through your process and like just see because like this is something that as soon as you get you know you have your own success story as soon as you start getting other people's that's when this will go from like this to like start taking off because then you start sharing like like all right Some people thought I was crazy, but I worked with these, you know, that was so-and-so.

And let me show you the process and what happened.

And like, oh, here's the baby, you know, like those kind of things will help just dramatically amplify everything you're trying to do.

And so i'd be looking immediately like how do i start building some case studies let me go find some people in this community like um let's put some messages out there just like um you know i mean i was thinking like my wife and i if we would have saw someone who posted like uh hey you know if you've tried this this and this and and you're and you're still struggling there's this new thing that i've been that worked for me and i'm working with the group people to like help them like if you're interested you know come apply to be part of this thing and you could you know i mean you could get some people really easily and then and then take them through that process

would i think that's such a personal thing.

You know, it might just be a personal one-on-one class that I would offer them for, you know, like 10, 10 series, sell a 10 series pack, basically, because it's a personal, I feel like it should be offered one-on-one to begin with.

And then you can open it up or, you know.

film it or video it and then sell that.

But I'm not sure.

Russell,

why did you immediately say group coaching?

I'm sure there was a reason for that.

So I didn't necessarily say group coaching.

I said, find five or six success stories.

Like, go and find those people.

Okay.

Okay.

Same thing.

Like, when I, before I started coaching, if you read dot com secrets, I found a bunch of people, like Drew Cannoli, and I went to Neil Strauss and Tony Robbins and Dave Ashbury.

And like, we built funnels for them.

And with them,

it wasn't a group coaching program.

It was me, me proving that the things that I do actually work.

Okay.

And so, and then that gives you the street cred that you can, then you can leverage.

So yeah, I think it is 100% one-on-one.

I think it's you find.

You can find some people in your community who can work really close, but like go and like earn the success story.

Like businesses are based off of success stories, right?

And getting people results.

It's like, go and earn that.

That's like the most important thing you could do because then you've got the credibility that'll make everything else become a lot easier.

And obviously, you know the process, you can teach it now, but when you can teach it and you've got absolute certainty, like, I, you know, I helped five women and two of them got pregnant, like that's a, you know, three got, but whatever that is, like it's going to increase your confidence as well, and then, um, which helps in the ads, in the funnels, in the selling, like everything else along the way, you know?

Okay.

When you do that in the beginning, should I offer that just as a, you you know let me work with you because i'm starting this case study so it's like for free or or would you charge them you can do both i worked i did mine for free uh that's why i did mine but um either way you know it just kind of depends on your comfort level if they're willing to pay um the biggest thing is just like whatever it takes for you to get those is like that's going to be the most valuable thing in the world for you okay Russell, would you say that kind of comes down to the quality of the people that you're working for?

Like, for instance, working for a Tony Robbins means you're going to get in front of a huge crowd of people more than happy to do that for free.

That's a great investment.

Does that kind of dictate for you?

Yeah, for sure.

Yeah, I definitely was going out looking for case studies of people I could that, you know, but same time, it's like, I mean, you can even go back to some and say, you know, in the future, this is going to be a $10,000 coaching program.

I work one-on-one with somebody, but, you know, I'm trying to get some case studies, so it's going to be two grand or a thousand or five, you know, whatever, whatever makes sense.

I don't know what the numbers are, but something.

But again, if it was me,

I'd be less stressed about making money today and more like, how do I get success and results for these people?

Because that's going to make you a lot more money, you know, over time.

Okay.

All right.

Great.

Thank you.

Yeah, no worries.

In fact, one idea that might, so I'm going to take, put it down a rabbit hole.

If you can YouTube channel and look for an interview I did with Richmond Din on tiny challenges, I feel like the tiny challenge model would be really effective for what you're trying to do.

It's a one-on-one challenge with one person.

And it's,

anyway, he talks about the whole thing.

He spoke spoke at FHL 9.4, FHL International about it, but YouTube video goes over it for free and it kind of walks you through it.

In fact, I think, hold on, I might sell a book for Richmond.

I think it's a tiny challenge.

Oh, it's on Amazon.

So Tiny Challenge, Richmond Inn on Amazon.

If you read that book, it'll walk you through it.

But it's basically doing a big challenge, but it's just one person.

And so it's like a really good way to start and start harnessing these case studies and stuff like that.

It's pretty cool.

It's a really cool process.

Thank you.

All right.

I have something I can't tell you publicly, but I have something cool about tiny challenges that's going to freak you out here in a minute.

Anyway, so there's me teasing.

Box me.

I'm ready.

Hey, before we move on, Nancy had a really good follow-up question I'd love to hear.

She said, so sorry, forgot to ask.

When should I close the cart after the challenge?

Three-day challenge, day three is a re-pitch.

What do we do?

Cool.

So typically for me, I like doing like,

I love selling on Thursdays.

I don't know if it's a superstition, but in my head, I feel like Thursdays is my favorite day to sell.

So what I usually do, if I'm doing 3D, I'm doing Wednesday, Thursday, Friday, and then I'm going to let it run through the weekend.

And I usually close like Sunday at midnight.

So I'll run for another 48 hours or so after the challenge.

That way people can well go watch the replay.

They can, you know, you can have some urgency and scarcity, but it gives them a little time to, for the logical buyers, sometimes logical buyers need more time in their head to justify it.

And then you also have the buyers who only buy based on fear, which is urgency and scarcity creates fear, which is like, you know, we're pulling this away disappears midnight sunday you got to buy and they're they freak out and then they buy as well so yeah i'm usually probably

if my day three is friday i got saturday sunday so two more days so about 48 hours after my last event is when i i close down okay awesome thank you so much and would you hit three emails on sunday At least.

You don't have to overannoy those people.

Frank Kern does like nine emails the last day of his, but

yeah, you, you, the more, the merrier.

So like for us, we do a minimum of three.

So it's like one in the morning, like, hey, last egg watch replay.

And then, after that, it's like, you know, hey, eight hours left.

Here's the link.

And it's like, you got an hour left.

Go now.

Hurry.

Hurry.

And what's crazy is like, it's, so this is what happens in the launch.

Like, your first third of your sales come like immediately.

Next third sales come over like that five days grind slowly.

And then last third of sales come like last hour.

It's like the most annoying thing.

You're like, why you guys just buy up front so we don't have to do all these like marketing things, but you know, they work.

So we just keep doing them.

Right.

Because if we didn't do those marketing things, they wouldn't buy.

Yeah.

Amazing.

Okay.

I love my job, man.

Let's keep it going.

John, you're next.

John, I got matching t-shirts on today.

What's up?

Whoa.

Orpha Lab is doing a huge launch.

I believe it's the 3rd of September.

Is that right, Russell?

Yeah, 3rd of September.

We're doing a big rollout.

Very excited for that.

It's really cool.

All right.

So, hey, guys, I'm excited to be back on the call with you guys.

So, my question

is a one-to-many sales question so um

with one to many and when it comes to like affiliate marketing um if i was gonna you know promote an event or promote something like offer labs um and do training events things like that would you be following the perfect webinar during those training events to to sell or whatever offers you're promoting and then like how would that how would that look as far as like running through like the one thing and the three secrets and overcoming like some of the false beliefs and the breaking those patterns when you're promoting somebody else's product?

Yeah, great question.

So

part of it depends on like the person I'm promoting.

If they're really, really good at doing that, a lot of times my job as an affiliate is to like is

to create excitement and buzz to get them to go watch that presentation, right?

Like if I know the person I'm promoting is really good at it.

You may know the person doing this is kind of good at that.

So you wouldn't have to necessarily replicate it uh and do it if you're selling something with a person you know a lot of times i promote something and the person's not good at selling so i will have my own separate little mini event where i'm doing the whole thing and i and i'm selling so both those work um what i prefer doing i love it when the person's actually doing selling and instead what i'm doing is supporting and so if that's the case i try to figure out some kind of dramatic demonstration to get people into some extra or um you know some kind of uh thing where um

where I can have time with them separately and I can talk about it.

And then for me, it's less of like like going through the whole process and more like getting people excited.

And then how do I increase the value?

Like, what can I create to make this more irresistible?

So like when I was a hardcore affiliate, 90% of my time was just creating really cool offers for the people who bought for me.

And that's how I won every affiliate launch for like a decade was just like, you know, and I look at the best affiliates now.

Like, so what I would do is I would, I would figure out what's my own, what's my version of this hook and angle.

I'd bring them over and then I'd be like with them watching the thing.

Like, here's the thing.

Go watch the video one.

Go watch the video two.

Okay.

Webinars come come out.

Let's all get together.

Right.

And then in the process, I'm like, okay, when you guys buy this, like, yes, they're going to get his thing, which is amazing.

But when you buy through my link, we're also going to get this.

I'm going to give you this.

We're going to create that.

And like, that becomes more of like

how I would do it as an affiliate.

Just being the, being like with them in the crowd, watching this thing, getting them hyped up, getting fired up, and then giving them a reason to buy from you specifically.

In fact, I wonder if I'm still live.

When Dean and Tony did their launches,

I had a whole page I did.

Cause

I can't remember the domain name.

Dang it.

Anyway, when they did their big launch for Mastermind,

I was like, they had to make this separate.

So I went and I found a pulley of stuff about a mastermind.

And then I did a video about that.

And I pushed people to my thing.

They registered.

And then we built our own little mastermind.

And we talked about it.

And then I was in the course.

I was sharing stuff I learned from the course.

I was sharing my ideas.

And then when we got to launch state, I was part of the launch.

I was, you know, I'm like,

I'm going to be here, guys.

Come watch it.

And when you buy from me, I'm going to give you this, this, and all these other bonuses.

And yeah, I was their top affiliate, like three or four, your top three affiliates, three or four years in a row, just doing that.

You know, I found one hook of the thing, which for me was masterminds, and then I went deep on that, nerded out on it, and then gave bonuses.

So

it's almost like just

like build up some anticipation for the big event, you know, create some noise, and then just participate and like create a group and do it with them, like on a live Zoom or something like that.

When we're actually like watching the event, something like that.

Yeah.

Yeah, like a what's it called?

Like a watch party or something?

Yeah, watch party, watch party, yeah.

Okay, cool.

Yeah.

Yeah.

Awesome.

Because the job of a really good affiliate is just adding energy to the thing, right?

Like they're already excited, but it's getting more excited.

And then it's like they already want to buy the thing, but then they really want to buy the thing because there's the next tier.

You know what I mean?

Cool.

So.

Thank you.

And as you probably know too, John,

when new things hit the marketplace, you see all the Facebook comments.

Everybody says, who's got the best bonuses?

Who's got the best?

So make amazing bonuses.

It's awesome.

Yeah.

I had one time, we're probably not gonna do this, but I had a friend who made his list was small, but he made a really, really good bonus.

And then the offer creator emailed the entire launch list, like, check out so-and-so's offer, look how good it is.

And then he became the number one affiliate because, and he, like, anyway, it was really bad because he stole commissions from other people because everyone's like canceling and rebuying because they wanted his thing, but he had to become the number one affiliate in this launch.

And he's like, I don't even know what happened, but the guy promoted my offer to the entire launch list.

So you never know what's going to happen.

Awesome.

Thanks for the question, John.

That was fantastic.

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Let's roll over to Taylor.

Hey, Taylor.

Hey, so it's going to, my question is in here, but first off, I have to just say, Russell, you are incredibly great at creating raving fans.

I use you and your business as an example for my client.

So my background, I've been a director and producer for TV ads.

And back in 2014,

the Harmon brothers

like put you on my radar.

And I was looking at your stuff and I was like, yeah, yeah, yeah, okay.

But I was helping a client and it never, you never entered my orbit, right?

But you were there.

And it wasn't an, and you'd come up on my social media ads, you would come up and I'd be like, who's this guy?

Who's this guy?

And the minute you started talking about God and Napoleon Hill, like I could hear my brain screech and hit the brakes and frontal lobe, smack.

And I was like, okay, now I want to to know who this guy is because he's talking about God, high priority in my life.

He's talking about Napoleon Hill, which love the man.

I think it's a mandatory read for everybody.

And I came into your orbit, right?

But I was still on that outer circle, like not all the way in yet.

I'm not all the way in yet.

And then I started seeing the people you were surrounding yourself with.

And Eileen Wilder like grabbed my heart and swollen it.

So, and now I see the second layer of people that you keep close to that like Chris and Chris and Jordan and Dante here, like being in the prime movers and being in that circle and seeing who's in your orbit and how willing they are to teach and rise us all up.

I know without a doubt, you are going to change more lives and create more millionaires than anyone

ever.

And I do hope the day that you.

you get to cross over to the other side, Napoleon's heels right there to shake your hand and say, thank you for taking what was pressing on my heart to help and take it to the masses because that's what you've done and i'm so grateful that you you got in my orbit you've changed my life i entered prime movers with one offer and now i think i'm up to six and haven't launched any of them yet but it's constantly evolving and moving and i just have to thank you for for everything you've done and my my question is because i'm so curious When you look at something and you can figure out the funnel, what are the steps that are going on behind the scenes, like behind the whiteboard before you ever get to the whiteboard?

What are those steps that you're going from A to Z?

Or do you just go from A to Z and then fill in the blanks in the middle?

And then my second question is, I want to know what your daily routine is.

I want to know how your day starts and how it ends.

All right.

Well, first off, thank you for

I got chills.

And yeah, so that was,

thank you.

That made my day.

So,

okay, so what is that?

What do I, what do I go through?

So it's an interesting question because I don't know how conscious it is or not conscious, but

I'm very much, I practice what I preach, you know, the concept of funnel hacking that I always talk about.

I don't know if people think it's like just a catchy term or something, whatever, but like that's what, I mean, that's what I do.

Sometimes it's very subconscious now because I've looked at so many funnels and so many ideas and so many offers, you know.

But even with that, like before we create anything, like it's, I spend a lot more time doing research than most people ever put into the product as a whole right and not by research i mean like i'm trying to figure out like who has sold something like this in the past what did it look like how did it work how do they structure what did it like what's what who's in this market like what are they actually selling like what are the you know what are the things that that this market are excited by what are they frustrated where's the pain points you know um i spend a lot of time doing that because i hate uh in fact in our um the prime mover business which is like our um the info side of our business you know uh like in our values like one of our core values is funnel hack first.

It's not like, okay, let's go figure out how to do this.

Like the first, it's like, I always tell people, I'm like, before you go and try to do anything, like, funnel hack first, like, like, who's already done some versions in the past?

Let's go find that.

Let's look at what's already been created.

It's why I think I'm so obsessed with like the old books and the old things.

I'm like, there's people that thought about this stuff before.

Let's go find these smart people and see what they figured out.

And we'll start from there versus us starting from ground zero again and working through, you know?

So someone comes to me like, we're selling a green drink or we're selling a dog training program.

We're selling a whatever.

I'm just like, okay, what do I like?

Like, what are the things I've seen in the past?

Or if not, like, how do I go find those things?

Um, and it gives me a really good foundation and um to build off of.

And so, I think before in my, before I was doing that, I had a lot of like

ups and downs that weren't successful.

And then, after I really started getting good at that and focusing on that, then most of the things we put out nowadays are successful because it's not just a guess anymore.

It's like, I'm gonna go figure this out, right?

Um, that's why I think uh, earlier, I think uh, I can't remember if it was Nancy or Kimberly or who we were talking talking to, but I was like, the ecosystem, right?

Like, like the ecosystems I play, like, I am very hyper-aware.

I remember I had some guy came to me and he was like, this big real estate guru, he said, and he was, he was asking me for coaching.

I was like, oh, and I started naming it off.

I'm like, oh, did you see how Pace did this?

Now, how Joe McCall did this, and how so-and-so did this.

And I knew every single person in this space.

And he's like, I don't, he's like, what's that guy's name again?

And all of a sudden, I'm like, you don't know any of the other people in your market?

Like, how are you supposed to have success?

Like, I know what everyone, and not even my own market, but I'm so into every, like, so many different markets because I'm coaching a lot of people.

Like, um, like, I know the ecosystem in each of these markets, I know what people are saying, I know what the pain points are, I know what the price points are.

I know, like, and so because of that, like, if I'm building something from coaching somebody, if I, if I know, it's like

there's all this pretty data I have, and so now I'm not just guessing.

Now, it's like, cool, all right, so-and-so did this.

This is how it worked.

This is how they did here.

This person did this.

Let's make a version that we're gonna take these three things and add this in and tweak this.

And then, now we got a structure, and then we can run really fast.

So, that's kind of what goes on behind my head is just looking backwards to see um what things have have worked prior um i don't think i'm very creative as much as i'm just a really good rememberer um it's funny like uh a couple years ago we launched 30days.com which was a book about it's like if you lost everything and you were starting from scratch and all you had left was a click funnels account in 30 days what would you do like that's literally an offer that i saw in 2021 when i was in college that this guy named joe kumar launched and then it disappeared and he disappeared and no one remembered for 18 years and i was was just like, We need a new offer.

I'm like, oh, remember that one?

Let's just do that offer.

I could just make our version of it.

And everyone's like, you're such a genius, so creative.

Like, no, someone did it 18 years ago, but I've been looking back in history a lot longer than any of you guys have because I'm just looking at like what historically worked in the past that I can replicate and we can model and we can do again today.

Offer lab, for example, this company we're about to launch.

Everyone's like, you're so smart.

How did you think about that?

I'm like, oh, my friend tried to launch this 16 years ago and he failed because the technology couldn't do it.

So we just took that idea and built it.

Like, that's

that's you know what I mean.

And so, for me, it's just it's um, I focus on the history of this game, I understand the markets that we're playing in, and then from there, I'm just figuring out what's my version, how to make my thing unique, what's something no one's doing anymore that they used to do that was working, right?

And that's kind of yeah,

yeah, that's insightful to hear that.

Yes,

so that's the answer to question two or one.

Wait, yeah,

question two, what's my routine?

Um,

man, okay,

I should just someday do a whole video going deep into it, but

I would love that, Russell.

I would love that.

I'd watch 10 times a day.

I'm with you, Dante.

That would not fit in my routine because you ran over time.

So I would say

I could give you the block by block.

I'll talk about it a little bit.

But I think the more important part is like, is understanding presence in the moment.

That's where most people make the mistake, right?

Like I see people who are at the office, but they're still at home, or they're at home, but they're still at the office.

I see people who are on a a call like this, but they're also over here.

And like their brains in different places.

And so for me, it's like what, like, I have so many things I'm doing.

So when I'm doing something, I try to be very, very present.

It's the reason why I'm not good at, I have some friends who are good at switch tasking.

We're like, they're this, like, 20 different things.

Like, I don't do well with that.

Like, I like having, like, my sister Taylor knows, like, my, like, I want a lot of time to focus on a thing so I can get the thing done.

Um, because I want to be very, very present.

I want to, like, spend an hour and then have to shift over here and then shift over here.

Like, that's very difficult for me.

it's like I want dedicated time and I can go deep on something and focus on it but I want to be very very present right like this call um I have today's a crazy day and I canceled all the other meetings except for this one because I want to be here for this call like I love this and I and then like I have like four things like I'm I'm the best man at Steve Larson's wedding tonight I have to write his best man speech

And I probably should be doing that instead of here, but I decided to be here.

So like I'm present here.

But the second this is done, like I see the tab on my computer right here.

Like as soon as it's over, it's done.

And now I'm here and I, nothing else matters for me getting the speech written for tonight, right?

Like, and so like, I'm very much like present in the thing that I'm doing.

Cause if we're, if I'm done, this and I'm also trying to type this, I'm not going to be able to be present.

It's not like none of the work will be as good.

So like, that's the most important thing is understanding that.

And then in that, now it's like, okay, based on that, like, what are the, like, where are the segments of my time?

Like, so in the morning when I wake up, it's like, that's my time where it's like,

if I'm going to exercise, I'm going to read.

Like, it has to happen before everyone else.

Like, those times, like, they're blocked out.

And then when I'm reading, like, that's what I'm doing.

I'm working.

That's what I'm doing.

I'm very present in that.

Right.

And then the next window is like my wife and my kids are waking up.

And then, like, I am dad.

I'm helping lunch as I'm driving to school.

I'm like, like, I'm just very present there.

And then when I go to the office, like, like, I'm very present here.

I'm doing the things, you know.

When I get home, again,

this is like my metaphor.

Like, I drive in the garage and I, and I walk through the garage.

Before I walk into the house and my door, like, I stop for a second.

It's like, okay, like, it's been a heckful, heck, hectic, crazy day.

And I'm like, but like, I'm as I'm walking through the door, like that all stays on this side of the door.

And I'm coming in this side of the door, right?

And I'm not perfect at this, but I try to like not be on my phone all night.

I try not to, you know, like, I try to like separate.

And so like, when I'm back home, I'm like, I'm dad again.

And then my kids go to bed.

Now I'm husband.

Like, I just try to be very present in the things.

And so that'd be the, I mean, those things I think are more important than like, what are the supplements you take?

What, you know, what time do you wake up?

Like, like, we can go into that kind of stuff.

But more so, it's just like understanding that.

And I don't know if any of you guys have ever done a time test before.

I remember Alex Sharf and back in there, he used to one of our two comic club coaches, and he made everybody do that.

And so it was really annoying.

But basically, like, you have this time sheet, every five minutes, you have to write down what you're doing.

And what's crazy is almost everyone in the coaching program, and most of our employees, when they did it, like their big aha was like, wow, this is crazy.

I'm only actually working like two hours a day during an eight-hour day, right?

Because of all the other conversations, the this and the this.

And for me, it was different.

Like, I realized that I work eight hours and eight hours a day.

Like I, I, I'm, when I'm here, I'm doing the thing.

I'm not, I'm not doing other stuff

that people waste their time on.

So I don't know.

Those are

some of the things.

I hope that helps a little bit.

No, very helpful.

Thank you.

Cause I think we struggle with being presence.

You know, we're, we're all over the place.

And hearing you say that, you know, gives me a little motivation to do the same.

So thank you.

It's hard at first because your brain's like, da-da-da.

And it's just like, nothing else matters.

Like in this moment, in fact, I remember, oh, this was the coolest thing.

Sean Whalen.

I don't know if if you guys know Sean he has the lines not sheep business and brand he spoke at one of our events he said something I'm gonna mess it up it was so profound

one of the people one of the people in my inner circle asked him the question they said

they said what's your purpose like why like what's your purpose in life whatever and he's like my purpose is this moment right here he's like it's the only one I got he's like there's yes there's tomorrow but he's like but he's like the only thing that actually matters is what happens right here right now because this only I can affect is what's right now

and I I was just like, and at first, at first, I was like, I was like, no, like you're working, you're building this whole company.

That's the most

important thing.

He's like, no, this moment right here is the most important thing.

And he said that.

It was like so powerful to me because it's true.

Like, most important thing I could be doing right now is this, right?

Because I'm here.

Like, there's nothing like, I'm not with my kids.

And it sucks because I'm here, but I'm here, right?

And next week, I'm driving my daughter to college.

The most important thing is sitting in the car and just like, like, you know, being with her.

And then, you know, like, like, whatever you're at, like, that's the most important thing.

So, like, focusing on that, because it doesn't serve you.

It doesn't serve any of you guys or me if I'm thinking about the next thing or whatever.

Right.

And so it's a hard muscle to kind of start flexing, but when you get better and better at that,

that's when, yeah, your productivity, how much stuff you can get done just dramatically increases.

Thank you.

Love being in your orbit.

Thank you so much.

Well, glad we got you in the orbit eventually.

Yes, good.

You did.

I'm so grateful to be here.

Very cool.

That was awesome.

Anyone else going to do a time audit audit next week?

It's a painful thing when you first do it and you start realizing, like, wow, what have I done to my whole life?

There's so many things.

Yeah, I'm definitely doing it.

Like, because

I'm super blessed.

I get more responsibilities at ClickFunnels every day, and I'm blessed for that.

But then it starts to pile up, right?

And then, and then you wonder, am I maximizing my time?

Like, I took eight hours to not do the things I, other things, family, whatever.

I'm doing it.

Am I doing the best I can?

I haven't heard about that in a while.

I'm definitely doing it.

If anybody else is doing it next week, let me know in the chat.

Cool.

And do we have any final questions, gang?

We do have a couple minutes.

Russell does have to write a best man speech.

So, hey, maybe we give him 10 minutes back and he can do that.

But he's not here because he wants to be.

He has to be.

He's here because he wants to be.

So if you have a final question, please feel free.

Let us know.

I actually just asked ChatGPT.

based on what it knows about me, like what's my biggest weakness.

And it kind of, and it kind of said something about like how I spend my time and how I'm like, I'm way too into the like small details and stuff like that.

So if anybody wants to try that, it's actually, it's a little scary, but like, it's a very good thing to ask, Chad GPT.

It's a good judge of character.

Judge everything about yourself.

That's awesome.

Awesome.

Man, I think, I think we're rocking today, Russell.

Okay.

Well, thanks you guys for hanging out.

I appreciate it.

I'm going to go.

It's funny because, so I'm Mormon.

In the Mormon world, like we do weddings way different.

So, like, um,

I've never been a best man.

I never, I haven't been to many like traditional weddings.

Like, last night we had a rehearsal dinner.

They told me the day before, like, you come to the rehearsal dinner.

I'm like, what's that?

Like, so we rehearse to like us getting married.

I'm like, oh, I didn't know that was a thing.

So we did that.

And then, yeah, and then they're like, so you have a speech tomorrow.

I'm like, what?

Like, how to like, so this is like, I feel like in brand new beginners, like, last time Googling how to give a best man and watching best man speeches.

Like, yeah, so I'm learning a lot.

This is different than I'm used to, but it's going to be good thing you're not going to be giving speeches.

Well, it's like, so this is okay.

If you guys don't tell anybody, it's at the wedding.

Can you guys keep a secret?

So, if you know, like, Steve and Marley, they sold tickets to the wedding.

So, it's that, and then they had an upsell, they did a relationship day yesterday, they have a biohacking day tomorrow, so the upsells, upgrades, and all the extra money they make above and beyond their cost, they're donating to charity.

But because it's like most of the people in the room are like, are like funnel hackers, like it's like a funnel, mini funnel hacking library union.

and um so my best man speech is going to be a perfect webinar so

so i got an origin story i got three secrets and then i'm going to do it again y'all swear put your hands if you're going to keep this a secret till after tonight nobody says it okay uh i'm going to do a stack in the clothes i'm going to pitch where they can everyone there can go um can go on the honeymoon with steve and uh and marley for five thousand dollars if they run to the back of the room so

So there's Russell's version of best man's speech.

And then, yeah, we'll see what happens.

So wish me luck.

Oh my gosh.

I love that.

I gotta get a recording, that's gonna be gold.

The three secrets, that's what I'm working on.

So,

anyway, so that is awesome.

Thanks, everybody.

Appreciate you all, and uh, keep writing your presentations.

One thing, three secrets, stacking the clothes.

I'm doing it tonight, live at a wedding.

You guys do it tonight on your uh Facebook lives, your Zooms, wherever you're doing them at too, because the process works.

Hey, thanks, Dante, man.

I appreciate it.

Amazing, thank you, Russell.

Appreciate you so much.

Thank you, thank you so much.

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