Podcast appearances and mentions of steven larsen

Russell Brunson is back again and he's bringing more hype for the upcoming, highly acclaimed Funnel Hacking Live event happening this September in Orlando, Florida. (Don't miss it!) Joining him is rags-to-riches entrepreneur and former ClickFunnels lead funnel builder Steve J. Larsen to give the inside scoop as to what they'll be teaching during their co-presentation on the FHL stage. Steve also shares some of the bonuses he'll be giving to FHL attendees. (They're pretty sweet!) Grab your ticket to Funnel Hacking Live 2022 and secure Steve's bonuses ASAP by heading to funnelhackinglive.com! Join our Messenger Tribe! https://m.me/clickfunnels?ref=cfpodcast-join-CF-tribe

Enjoy this throwback episode where Russell explains a powerful concept that could help you and your business when times get tough. Hit me up on IG! @russellbrunson Text Me! 208-231-3797 Join my newsletter at marketingsecrets.com ClubHouseWithRussell.com --Transcript--- Good morning everybody, this is Russell Brunson. I want to welcome you to the Marketing Secrets podcast. I just dropped my kids off at school and now we get to hang out. Hey everyone, I hope you guys are doing amazing. I am trying to get on a better rhythm of doing podcasts consistently. I had this really weird thing where like I'll get in the mood and I'll do like 10 in a row, and then I'll get out of the mood and I won't do some for a while. And I'm trying to get more consistent where we get two or three a week. So I apologize for my inconsistency, but I'm grateful for you guys and for listening in. And hopefully you get good stuff each time. You know, it's been fun doing this now for 500+ episodes, and if you haven't gotten the Marketing Secrets black book yet, go to Marketingsecrets.com/blackbook. Some of you guys know that Julie Stoian and I went through, and she listened to every episode and took notes on them all and then rewrote them into a book of the top 99 takeaways from this podcast. So to shortcut your life a little bit, go and get those, print them out, that's what everyone's been doing, printing them and reading them. But it will catch you up on the Marketing Secrets, the last 5 years of the best and most important "ah ha's" and things like that. That's a freebie for you guys. But today I had a specific thing I wanted to share with you and I've been wanting to talk about this for a little while, but life's been a little crazy right now, trying to get done some big projects. This month of October is crazy, I'm speaking all over, flying a bunch of places, we're doing an event for Two Comma Club X members and a whole bunch of other things. Rebuilding the whole company structure, anyway, I could go on and on. But it's so much fun. I love what we do. I love that we get to play this game every day. Anyway, what I wanted to share with you guys today, it was kind of fun, Steven Larsen was in the office the other day. Some of you guys know we launched the One Funnel Away Challenge, which has been nuts. We had over 7500 people sign up for it. It's 100 dollar challenge, so 7500 people paid $100 to be a part of it, and every day for 30 days Steven jumps on and yells at everybody and pushes them forward through some curriculum that we're taking people through. Again, it's called the One Funnel Away Challenge, a lot of you guys are part of it. If you're not part of it, then it's because you didn't pay attention to the 30days.com launch we did recently. Anyway, for all you guys who are in there, it's been so much fun. It's been fun though because Steven comes into the office everyday, which I miss having him there, he used to be there every day. You know he had to go out and start his own business and all that kind of stuff, which I am proud of him for. Just teasing, it is really cool. But I am really grateful to be able to pull him into that because it's fun to see him everyday and see him in his element where he's jumping on it, and training and motivating and pushing, just doing his thing. It's amazing. This new program though, this One Funnel Away Challenge is going to change a ton of people's lives and I'm excited for all of you guys who are going through it. But I digress, the reason why I'm telling this story is, he was in the office and we were talking about a bunch of stuff, and we were actually talking about the Two Comma Club X coaching program, which is something we sold at the last Funnel Hacking Live, and I think we had 650ish people join it. And it's not a cheap program, it's $18 grand a year or $1800 a month. And a lot of people came in at $1800 a month, which obviously is not a cheap investment, but at the same time, I talked about when we sold it, I was like, “It's less than half the cost of a crappy employee.” And you're getting access to all these coaches and all these things. So far we've done three or four events, I'm doing a two day event this month that only they are allowed to come to. It's expensive but it's also super cheap, you know what I mean. And we're talking about some people that had dropped out of it for whatever reason. And some people have dropped out for legitimate reasons, I totally understand that. But the story I wanted to tell you today was interesting, was about Steven's sister Marie. She joined the program, and she was probably in a group of a bunch of people that probably shouldn't have joined. I think for some people it was as much money as they were making at the time, and they still just jumped in because they saw the vision, they wanted the thing and they jumped in. And it was interesting, Steven was telling me this story that like two months into the program, I think it was the second or the third month, the next $1800 a month payment came up and she was freaking out. And had kind of a thing like, “Oh my gosh, I'm not making enough money for this. I can't do this, I need to drop out.” And she told Steven, “I can't do this, I need to be out of it.” And Steven listened to her talk about all the reasons why she needed to drop out, and he listened to it and after she got done saying all the reasons why she should drop out, then he said, “Or you should lean in.” And that is the message for you today, “Or you should lean in.” What does that mean? You should lean into it, instead of freaking out, “oh, I can't handle this.” Let's lean in and double down and go all in. And when you do that's when amazing things happen. And to Marie's credit, she did. She leaned in and during that time got through the scary bumpiness and launched her business and right now her business is doing somewhere between 8 and 10 thousand dollars a month, which is amazing and insane and so cool. She's helping people launch podcast. It's like my podcast, if I was working with her  I would record this and send it to her and she would just somehow make it magically show up on iTunes right. My brother does that for me. But that's what she does for people now and she's killing it. But it's because during the turbulent times of backing out and running away, she leaned in. I want you to think about everything great that's happened in your life. For those who went into sports, think about the hardest times, the times... I only know wrestling because that's my world. But the times where I needed to cut weight or I had to go get someone who was really, really tough, or I lost a match or whatever, those are the times you want to quit right. You're like, “I'm out.” And back out and walk away from it. But it was in those times that instead of backing out, I leaned in and had success. Yesterday, it was kind of fun, we were working on a video and I was like, “I need my old wrestling matches from back in the day.” So my brother, Scott, he had them all on his hard drive so he dumped them all onto Google drive, so I was looking at all these old videos of me through high school and college wrestling. So I was kind of going down this jaunt down memory lane, and I saw in there the match my junior year where I lost to this guy named Nick Fresquez, the very first match of the season. And I remember this because we recorded it, but I think my mom accidently recorded over it or something like that, but we had a 22 second clip of that match and it was when Nick did this move on me that was the move he beat me with. And I remember my dad used to watch that 22 second clip over and over and over and over again. I'd come up during the season, I'd wake up in the morning and he'd be upstairs watching it and he's like, “Russell come here, come here.” And he'd sit me down on the carpet and he'd show me how the move worked and we would drill it, and go to the wrestling room later and drill the move. Man, we must have watched that 22 second clip of my loss like a thousand times or more during that next four months of the wrestling season. And we'd practice it and practice it and practice it. And yesterday I found the match of me winning the state title, and we're watching it and seeing as I did that move, the same move he did on me to beat me at the first of the season is the same move I used on him to beat him in the state finals. And I was thinking about that, I was like, in context of this whole concept that Steven shared with me about leaning in, I was just like, man, if I hadn't leaned in to that, if I would have been like, “Oh my gosh I lost to him.” And had fear and all these things, then I never would have been a state champ, which man, life circumstances since that moment that brought me to where I am today, all hinged upon that moment. It's kind of crazy, if we were to go back in time that far. Right so in sports, the times it was the most painful and scary and the things I freaked out about the most, is when I leaned in, when greatness came. I think about marriage, I love my wife, I love my kids, but marriage isn't easy. I thought it was going to be. I'm not going to lie, if I was to go back to Russell 20 years ago, I was struggling through life just waiting to be married, then everything will be good. And my marriage has been amazing , but man it's been hard. And I think my wife agrees, it was way harder than we thought. And it's those times where it's hard where it's like, man it would be so easy just to like, back out. “I can't afford the monthly payment.” Boom, back out. But instead I leaned in. I was like, I love her, I've committed to this, I'm doing it. And because of that is how we've made a marriage that wasn't just good, but a marriage that's great. I think about it in business, how many times I could tell you the stories of me building a company and crashing it, and building and crashing it. I'm working on, we're doing this event in Utah, the Dry Bar Comedy club in two weeks, or I guess it's a week and a half now. I want to make an outline of the history of my business, so I went to the good old way back machine and went to try to find every single funnel that I've ever built. And I forgot how much stuff I've done, how many software products we've launched, how many info products, how many courses, how many viral sites, how many list building sites, it's crazy. I haven't finished the list yet, I'm already at ten pages of links to funnels that I built. And these aren't just like, every page in the funnel, because I can't in the way back machine. Way back shows you snapshots of your websites back, as far back as the way back machine was created. If you never used the way back machine by the way, you should go. Go to archive.org, in fact, do this for fun. Go to archive.org, that's the way back machine, type in dotcomsecrets.com, my site, and go look at the history of my site, you'll see every variation of Russell over the last ten years on that site. Every blog I launched on there, everything. But it's fun to see the back, the history of these things. So I went to way back machine and was trying to find all these things, and you can't see the upsells or downsells, so I can just find the landing page of every funnel I've ever created in my life, and it's ten pages now of funnels. And I'm going through this and I'm laughing at some. Some of them were the worst ideas ever. Some that completely bombed. Some that I spent literally millions of dollars on that never went live. In fact, there were two or three that I found that I was sick to my stomach. I was like, I spent four years of my life, I had six full time developers I was paying a million and a half, two million a year for these guys, and none of these ever saw the light of day. I'm like, ugh. Some of them were the pre-cursers to clickfunnels. I remember clickdotcom.com was the pre-curser to clickfunnels, and I saw this thing. That was one that we literally spent, I'd say conservatively at least a million and probably closer to two or three million we spent on that thing. I found all the screen shots, all the everything, but it never went live. Nobody ever saw it. But had I not leaned into that and tried to build that, we wouldn't be at Clickfunnels today. I think there are like 5 different software programs we created that were all pre-cursers to Clickfunnels. One of them was an RSS auto-responder, one was a desktop auto-responder, one was a funnel building software, one was a shopping cart. All these things that I tried to build that failed. I found this site, champion sound, this is like, I was in the brinks of bankruptcy, literally. I had just had to fire 80 of my employees and we moved from a 20 thousand square foot office to a 2 thousand, I had 150,000 in IRS back taxes that I owed and I was trying to figure out how in the world to save the company and save myself from bankruptcy. And If I would have gone bankrupt, I still had all this outstanding coaching liability. So I would have destroyed my reputation. So I was on this thing where if I would have given up I would have gone to jail and destroyed my reputation. So I was like I can't give up, I have to lean in, I'm being forced to. I remember I had, I was on Flippa.com, trying to buy a website, trying to figure out my future, and at like 2:00 in the morning I saw this site called Championsound.com, which you should plug that into the way back machine, you'll see what it is. Anyway, it was an email, text message auto-responder fro bands, and I was like, “Oh my gosh this could be the greatest thing in the world. I could start this thing, we could sell it to bands, and I could re-launch or clone the site and launch an email/text message auto-responder for dentists, and chiropractors, and I was like, “This is the future of my business.” So I leaned in, took 20 thousand dollars I didn't have, bought the website. And then what's crazy, when we tried to make it go live, or after I bought it and they tried to transfer it to me, they're like, I gave them access to my server, and they're like, “No, I need a server that can run Ruby on Rails.” I was like, “What's Ruby on Rails?” they're like, “Oh, it's like a different language.” I'm like, “What?” I'd never even heard that word before. And I remember none of the development guys I had on my team at the time knew Ruby on Rails. I tried to hire people on Odesk to do Ruby on Rails, and I couldn't find anyone that could do it. Man, after three or four months of trying to find somebody who could edit the software, after they installed and then left, and then all these things were broken, it wasn't working, all the customers were angry and it was horrible. I literally, after that three months that I was like, “I just wasted 20 thousand dollars that we didn't have. Just shut it down.” The servers were like a thousand bucks a month too, they were super expensive. They just shut it down. And I was packing up my bags for the day and was walking out, and as I walked away from my desk, I stopped for a second and I was like, “Wait a minute, I wonder if there's anyone on my list who knows Ruby on Rails?” which is a stupid thing to say, because at the time my list was a bunch of business opportunity seekers, and they weren't programmers or developers, but I had that thought in my head. So I walked back into my desk, I leaned in, sent an email to my list saying, “If you know Ruby on Rails, I'm looking for a partner.” And that email happened to land in the inbox of somebody who had bought my micro continuity product five years earlier and happened to be on my email list. But because my subject line said Ruby on Rails and partner, he saw that and he said, “I'm looking for a partnership with a marketer, I know Ruby on Rails.” And it was Todd Dickerson who responded back. And anyone who knows my story, knows that Todd is my cofounder of Clickfunnels, he's the one who built it. And had I not bought Champion sound, had I not leaned in with the last bit of money we had, if we had not tried to get it to work, if I had not instead of giving up, had I not sent an email to my list…if I hadn't done all these little things, that email would have never landed in Todd Dickerson's inbox, and Clickfunnels wouldn't be here today. So my message for you guys today, I know that in all areas of your life there's up and downs, and typically when everything's up in business, something going to be down somewhere else. Sorry guys, they're blowing leaves behind me. When you're up in business you're going to be down in your spiritual life. When you're up in your spiritual life, your business is going to go down. Or you're up in personal health your business will collapse, or your marriage will collapse. There's always going to be ups and downs and I don't think anyone has ever had it where everything is perfect all the time, if so life would be too easy. So it kind of cycles like that. And I say, you know whatever season of your life you're in, where you're in that hard time, instead of running away from that hard thing, do what Steven said to Marie, and lean it. Yeah you could, you could walk away. Yeah, there's a million reasons why you shouldn't do this, but you know it's right, you know it's good, you committed to it, so let's lean in instead of step away. And if you do that I promise you greatness is just on the other side of that. If Marie wouldn't have leaned in, where would she be today? Would that company ever be there, would all the people she's serving now, would she be able to serve them? Probably not. If I wouldn't have leaned into sports, would I have become a state champ and an All-American, and wrestled in college, and ended up in Boise where I needed to be to be able to create Clickfunnels. In my marriage, all the hard times where I wouldn't have leaned in, would I be where I am today with my amazing wife and my amazing kids? I got the coolest kids in the world. Last night we were downstairs because we are re-doing our bedroom, so we're sleeping down in the basement right now, and on the big screen I wanted to show my wife a video, so I showed the video and then we stared looking at all the videos in our camera roll. And then somehow, I don't even know how this works, but somehow on iTunes, on the big screen tv, they had all these clips from way back in the day, that somehow got save to iTunes or iCloud or I don't know, something. So we're watching these videos of our kids from back in like, like Aiden who is 8 years old now, there's videos of him when he was like a newborn. And there's this one, he's probably, I don't know, maybe 3 years old, and he had on Ellie's swimsuit, so it's like a pink and purple swimsuit and he's dancing. And we're like crying/laughing last night watching him dancing and in the video Collette's like, “Aiden someday we're going to send this to your wife.” And he in the video is like, “Mom, why don't you send it to her right now?” We were just dying laughing at him in his little stick legs dancing in her swimsuit. And we're sitting there just laughing our faces off and I was like, man, there were so many times in this marriage where either of us could have walked away. So many times in our relationship, and we're like sitting here and just laughing at that and realizing how happy we are and how grateful we are for each other and how grateful we are for our amazing kids. But that didn't come from stepping away from the challenge, it came from leaning in. So there's the message for today, thank you Steven Larsen for sharing that with me the other day. He said it kind of in passing, but it had a big impact on me and  I wanted to share it with you guys. And hopefully that will help someone in your moment of struggle in any area of your life, just remember to lean in. Thanks so much and we'll talk to you guys soon.

Fri, 15 Oct 2021 16:05:17 +0000 https://rockfordsymphony.podigee.io/36-new-episode b24f1f1da4dcc104a124307e3c4629c8 36 full with Steven Larsen and host Phil Davidson no Rockford Symphony Orchestra with Steven Larsen

Tue, 27 Apr 2021 16:50:38 +0000 https://rockfordsymphony.podigee.io/34-coronado-chamber-concert faeedc8f4e36c388274efa7b4dd5683c 34 full With Steven Larsen and host Phil Davidson no Steven Larsen and Phil Davidson

I answer this great question from our community: Is it possible for multiple entrepreneurs to work together effectively, or is it better to hire a talented team of people to execute your vision instead? Hit me up on IG! @russellbrunson Text Me! 208-231-3797 Join my newsletter at marketingsecrets.com ---Transcript--- What's up, everybody? This is Russell Brunson. Welcome back to the Marketing Secrets podcast. Today, we are taking some questions from some of our listeners, which I'm excited for. So the question we're going to talk about today is, is it possible for multiple entrepreneurs to work effectively on a project or within a business, or is it better to have one entrepreneur or leader and build a team of talented people to execute on their vision? So, I got some examples with this and I'll share it when we get back from the theme song. All right, everybody. So the longer you do podcasts, the harder it is to come up with new ideas. So we started asking our audience and you guys, what kind of things would you like to hear about? What questions do you have? And we got a ton of them back. So I'll start sprinkling these in more often and the stories behind them, and hopefully it'll help you guys on your journey. I also feel like I'm getting close to really upgrading the Marketing Secrets experience. I have some ideas and things I want to do and create that I'm pumped for. And so, anyway, those things will be coming soon. So as a faithful listener, you will be on the front lines of some amazing, amazing, cool things. All right, so the question, let me restate it. And this is in context to, a lot of you guys saw the project we did at Mastermind.com. And so Mastermind.com, obviously it was me, Dean, and Tony, initially. And obviously, Tony used his face and his content and everything, but it was really me and Dean Graziosi who were running that business initially. And then if you notice now, the new launch is coming up, you'll probably notice that my face isn't on it. And a lot of people have been asking, "Wait. What happened? Did you get in a fight with those guys? Are you still working on it? Are you not part of it? What's the whole process? How's it all working?" And then the question that came tied to that is, is it possible for multiple entrepreneurs to work effectively on a project or within a business, or is it better to have one entrepreneur leader and build a team of talented people execute their vision? And there's a couple of follow-up questions on that as well, but I'll address that first. And it's funny, because I see that a lot of times when I was running my Inner Circle meetings, which I'm thinking about bringing back. Would you guys be interested if I brought back my inner circle? Anyway, I'll post that there and just leave it for a few minutes. But anyway, I noticed a lot of times these entrepreneurs would come to group, and everyone who is an entrepreneur, unfortunately, or fortunately, depending on how you look at it, they all have a million ideas and their ideas are all amazing. And so, they all come in there and everybody has got these ideas and everyone is doing things. And also, two people have an idea during a meeting and they're like, "We should start a business together" and they get together. And unfortunately, it rarely ever goes well. Sometimes it does. Every once in a while it does go really, really well. But so many times it starts where you have two idea people, they get in a room, they have an idea together, they birthed this thing, and they're like, "We should do it together." But then they start working on it, executing on it, depending on where their skillset lie, either it goes really, really well, or really, really bad, or somewhere in between there. And that honestly is what happened with Mastermind.com. If you look at Dean Graziosi and me, I love Dean, he's one of my favorite people I've met since I've been on this planet. I have so much love and respect for him and his family and what he does and his mission and his vision, and it's amazing. In fact, I think one of the reasons why I have so much respect for Dean is I think of all the people in this industry, I think me and him have the most similar skillsets, which is interesting. Dean writes books. I write books. Dean builds funnels. I build funnels. Dean creates content. I create content and courses. Dean runs a Mastermind group. I run a Mastermind group. Dean speaks at stages and closes deals on stages. I speak on stages. Dean ran a big call center. I ran a big call center. If you look at... I don't know, I know people who write books. I know people who build funnels. I know people who build courses. I know people who run companies. I know people who... all these different skillsets. But there's only one other person I know besides me who does it all. And so I think that's why Dean and I have such a good connection is, we both see each other, like "Man, nobody else out here is running the size business you are, and creating the ads, and writing the copy, and writing the book and all kind of things." And so, I have so much respect for him. And so that's why I think a lot of times we love working together. We have ideas and we bounce ideas off each other, and we brainstorm. And it's fun to have someone that I can pitch and catch with back and forth. And I just love it. And so that's why when the whole Mastermind thing came up, Dean had this idea for Mastermind.com. Well, he had a different name for it, and I was like, "You should buy Mastermind.com." And he didn't want to pay for it, so I bought it and gave to him as a gift. And then in exchange, he basically gave me some equity in the company. He said, "You come be part of this thing. It would be really, really cool." So over the last two years, I've been at different stages involved with Mastermind.com. With the first launch of the KBB course, I was a partner in that. And then, later we built software together at that's actually at Mastermind.com and did a whole launch together. And it's fun. And this is what I wanted to share with you guys. The difficulties is that Dean and I have literally the exact same skillset. But just because we have the same skillset, the direction or the vision of where we want things, isn't always a 100% in alignment. And it's tough because both of us have had tons of success, saying, "This is my vision, my plan, let's go." And it's tough when you have someone who you come in and you both have different visions a little bit, but same drive and same motivation and same skillsets. There were times where it was hard for both of us, where I was like, "I want to go this way." He's like, "Well, I want to go this way." I'm like, "Well, I think I'm right." He's like, "Well, I think I'm right." But I'm not used to somebody trumping me, and he's the same way. And it's like, "What do we do?" And it got to the point where, it was never negative, but it was just hard. Someone needed to carry on the vision. Someone needed to be able to run. Someone needed to be able to do it without the checks and balances of the other person. And so, eventually, because it's his baby and his thing, and we're working on something really big at ClickFunnels, I was like, "You know what? The initial launch was done. It was fun. We had a great experience. We made a lot of money. We helped a lot of people. It was great. Everything was great." But I was just like, "This is your vision. This is your baby." And so I passed it back. I said, "Look, I'm going to give it back to you." And in exchange, he sent us some really cool gifts. He sent Todd an amazing gift for Todd's wife, actually, him and his wife. And then he sent me a really cool gift as well. Which, if you ever see me on stage at Funnel Hacking wearing a blue amazing watch, that was the gift he sent me. And anyway, it ended in great. And we're still super close friends and still doing deals together and everything. But I think what we learned from that experience was just, "Look, if two people have the same skillset, it's hard to be business partners in a thing, because you both have the same skillset. Now, I want to contrast that with Todd. When I start working with Todd, Todd is amazing. Todd's an entrepreneur, Todd's got vision, Todd's got all sorts of things. But Todd's skillset, and if you don't know, Todd, Todd Dickerson is my co-founder at ClickFunnels. He's the one who runs the software side of things. We both are entrepreneurs in our own ways. But our skillsets, they aren't the same. They compliment, they're not the same thing. It's like in basketball, you don't need two Michael Jordan's on a basketball team. If you have two Michael Jordans on a basketball team, it's going to struggle. You need a Michael Jordan and a Scotty Pippen. And as someone who is not a big basketball guy, I think I nailed that analogy, I hope. But you know what I mean? So, you look at me and Todd, Todd and I are like a Michael Jordan and Scotty Pippen. In fact, I don't know if you guys have seen the Michael Jordan documentary, it's called The Last Dance. It's, I think nine or 10 episodes. It's insanely good. If you haven't watched it, you need to go watch it. But one of the first things that Jordan said, he said, "Without Scotty Pippen, there's no Michael Jordan." And I would say the same thing, without Todd Dickerson, there's no Russell Brunson. I couldn't do what I need to do without his skillset. And Todd would probably say the same thing. Todd can build amazing software, but it wouldn't have become ClickFunnels without me. Our skillsets compliment each other. And without Todd, I couldn't be me. Without me, he probably couldn't do what he's trying to do. And so it's a complimentary skill set. And so, because of that, we were able to come together and we were able to build this thing called ClickFunnels. And Todd and I have such love and respect for each other. It's nice because Todd can say, "Look, I default to you, Russell, on these things." And I default to Todd on these things. In fact, one of the fascinating things, we have a new personality assessment company coming out that we're launching here in the next couple of months, so I've been geeking out on that. But it's interesting, if you look at Todd and I's 16 personalities or Myers-Briggs test, we basically have the exact same personality, except for Todd is a thinker and I'm a feeler. So it's cool now that we've learned that as I'm interacting with Todd, I understand that we're the same in so many ways, but he's going to analyze things logically and I'm going to feel things out. And so I'll tell him in a message, I'll say, "Hey, Todd, this is the thing that I want to do. This is why I feel like that. But I'm curious, what do you think about that?" I literally will say it that way. And Todd will come back, "Well, I think this." And he'll come back and say, "How do you feel?" And so it's really cool now that we understand that. And so, a lot of times what will happen is that my emotions will feel something I want to be really, really strong, but because it's so strong, and I want to do it, my brain turns off logic and, screw logic, we're just going to do this, where then Todd comes in and says, "Well, that's awesome, but here's the logic." And he's able to explain the logic. And I'm like, "Oh, I didn't see it from that point." Or vice versa, sometimes he's like, "Logic. This doesn't make sense." I'm like, "No, Todd, I feel it. I don't know why, but I can feel this is going to be the thing." And he'll default to me a lot of times. But it's made for a really good working relationship. And so, in that situation, yes, we can have multiple entrepreneurs work effectively on a project in the business, but you have to have complimentary skillsets, not the same. I think the same makes it very, very difficult. And so, anyway, that's the thought process. And then one of the followup questions, someone said, he said, "This makes me think of Steven Larsen and how he worked with Russell, but since he was too entrepreneurial, he had to leave and pursue his own path." So those who don't know Steven Larsen, he worked as my chief funnel builder for two years sitting next to me. And Steve and I have very similar skillsets as well, not the same, but very similar. Funnel building and speaking, and things like that. And so, it was tough because inside of the ClickFunnels organization, it was hard for Steven to be like, "Hey, I want this role" because that was my role. And so he was able to do a lot of cool things and work with us and have success. But there's a point where he was just like, "Inside of this environment, there's already a Michael Jordan. I can't be the Michael Jordan." If there wasn't, he could have been in this environment and said, "I'm going to take that role" and stepped up and dominated it. But because there's already someone playing that role, it was hard for him. So he wanted that role. He desired that role. He had developed himself so he'd be worthy of that role. And so he had to go out on his own to go and create it. And he did. And he's been super successful ever since then. And so, anyway, that's what I wanted to share with you guys. I think knowing that it's looking at any kind of partnership and looking at, first off, are you going to get along with that person? Which you never know, short term it's easy to get along with people, long-term, you never know till you get in business with them. But making sure you have enough love and respect for somebody that if it works or doesn't work, you're able to work it out. Dean and I, I love him as much now as I did before, and we never got any big fights or arguments, but it was just like, we both knew, I think. It was just like, "Hey, you're Michael Jordan. We don't need two of us. We're going to lose the game if we do that. We need someone who is in charge." And I was able to hand the reins to him and he's running with it, and you'll see what they're doing during the next launch, and it's amazing. It's definitely probably different than I would have done it, but doesn't matter. There's no right or wrong, it's just whose vision are you executing on. And Dean's vision is amazing. And so, that's how it worked. With Todd and I, it's a little different. And he's able to execute on the vision on his side, I can execute on the vision on my side, and we have love and respect for each other that we can make it so it all works. And so, think about that as you're going into business with people, if you are doing partnerships. Unfortunately, that was one of the negative things I saw in the Inner Circle. One of the reasons why I eventually paused it was just there started being drama. People starting businesses together and not working out. And then there being hard feelings. Those are the things that always want to be cautious of. So I'm always very nervous getting into any kind of partnership or relationship. It's good to work with each other I think as either employee, employer for a while, or as project based stuff until you've had a chance to see how they're reacting to the situations and how you get along with them and stuff like that. Because, a lot of times, if you get into business together and it doesn't work out, it can end a friendship, which is the worst thing. And for me, this business is just a game we're playing to keep ourselves occupied, and it doesn't actually really matter that much. So, it's just part of it. It's a big game we're playing to hopefully learn some skillsets, meet new people along the way. So, there you go. There's my answer for, is it possible for multiple entrepreneurs to work effectively together on a project or within a business, or is it better to have one entrepreneur leader and build a team of talented people to execute their vision? So, hope that helps. That said, thank you guys all for listening to this podcast. If you enjoyed it, please go to iTunes and rate and review it. I've been doing this for six, seven, eight years now. And if you haven't had a chance to review it, please, I'm trying to bring you things that I feel like will help you invest in your business. Hopefully they are. Go rate and review. Leave some stars, even if you don't love it. Let us know. We read those, and it would let me know how I can better serve you guys in the future. So, that said, thanks again, and I'll talk to you guys all again soon. Bye, everybody.

Here is the conclusion of the special conversation I had on stage at a Traffic Secrets event with a friend and a student, Nic Fitzgerald. Hit me up on IG! @russellbrunson Text Me! 208-231-3797 Join my newsletter at marketingsecrets.com ---Transcript--- Hey everybody, welcome to Marketing Secrets podcast. I’m so excited, I’m here on stage right now at the Two Comma Club X event with Mr. Nic Fitzgerald onstage. A year ago I gave a podcast to him about how to make it rain and this is section number two. Now those of you who don’t know, in the last 12 months since I did that podcast he’s been making it rain and he’s been changing his life, his family’s lives, but more importantly, other people’s lives as well. And it’s been really cool, so that’s what we’re going to cover today during this episode of the podcast. So welcome back you guys. I’m here on stage with Nic Fitzgerald, so excited. So I made a list of seven things that if I was to sit in a room with him in front of a whole bunch of people I’d be like, “Hey Nic, you’re doing awesome, but here’s some things to look at that I think will help you a lot with what you’re doing.” So number one, when Nic first kind of started into this movement that he’s trying to create, I don’t know when it was, if you created this before or after. When did you create the Star Wars video? Nic: This was, we talked in July, it was September/October. So a few months later. Russell: How many of you guys have seen his Star Wars video? Okay, I’m so glad. For those who are listening, about 10% of the room raised their hand, the other 90% who are friends and followers and fans of Nic have never seen the Star Wars video. His Star Wars video is his origin story and it is one of the best videos I have ever, by far the best video I’ve seen him do, it is insanely good. It comes, do you want to talk about what happened in the video? It’s insanely good. Nic: So I told the story of, I’m a huge Star Wars nerd, so if you didn’t know that, now you do. When I was young my grandma who lived in the same neighborhood as me, she took me to go see Return of the Jedi in the movie theater and I was such a Star Wars nerd, even at a young age, that when I was playing at the neighbors house, and you know, it’s the 80s, so mom and dad are like, “Nic, come home for dinner.” That kind of thing, I would ignore them. I would not come home until they called me “Luke”. No lie. I would make them call me Luke, or I would ignore them. I would not hear them. Russell: Had I known this in high school I would have teased him relentlessly. Nic: So my grandma took me and I remember going and it was so fun because we took the bus, it was just a fun thing. And we went and I just remember walking in and handing my ticket to the ticket person. And then popcorn and just the smells of everything. And again, this is the 80s so walking in the movie theater; I almost lost a shoe in the sticky soda, {sound effects} going on. I just remember how my feet stuck to the floor and all that stuff. And then just being so excited to see my heroes on the big screen and Dark Vader, I just remember watching it. This is such a silly thing to get emotional about, but you know I remember the emperor and Darth Vader dying and all that stuff. It was just like, ah. It was a perfect day. Sorry sound dude. But it was just a perfect day with my grandma who has always been dear to me. So the purpose of that video, I’d put it off for a long time. I knew I needed to tell my own story if I’m going to be helping somebody else tell theirs. And I put it off for a long time, because working through things, I was afraid that if it sucked, if the story was terrible, if the visuals were crappy, that was a reflection on me and my skills. I had worked on a bazillion Hallmark Christmas movies, you know how they put out like 17 trillion Christmas movies every year, if one of those sucks, no offense, they’re not riveting television. Russell: They all suck. Nic: That wasn’t a reflection on me, I was just doing the lighting or the camera work. I didn’t write the story, it wasn’t my story. But this was me, so I put it off for a long time because I knew if I didn’t execute how I envisioned it, that it would reflect poorly on me, and it would be like I was a fraud. So the purpose of the video, there were three purposes. One to tell a story and get people to connect with me on a personal level. As I told that story here, how many of you remembered your feet sticking to the floor of a movie theater? How many of you, when I talk about the smell of popcorn and that sound, you felt and heard and smelled that. So it was one thing, I wanted people to connect with me and just see that I was just like you. Then I wanted to show that I could make a pretty picture. So I had that and I used my family members as the actors. And then I went and talked about how…and then I wanted to use it to build credibility. I’ve worked on 13 feature films and two television series and shot news for the NBC affiliate and worked in tons of commercials. So I’ve learned from master story tellers and now I want to help other people find and tell their story. And then I showed clips of stories that I tell throughout the years. So that was, I just remember specifically when I finally went and made it live, I made a list of about 20 people, my Dream 100 I guess you could say. I just wanted to send them and be like, “Hey, I made this video. I would love for you to watch it.” And Russell’s on that list. So I sent that out and made it live and then it was just kind of funny, it didn’t go viral, I got like 5000 views in a day, and it was like “whoa!” kind of thing. But it was just one of those things that I knew I needed to tell my story and if I wanted to have any credibility as a story teller, not as a videographer, but as a story teller, being able to help people connect, and connect hearts and build relationships with their audience, I had to knock it out of the park. So that was my attempt at doing that. Russell: And the video’s amazing, for the 10% of the room who saw it, it is amazing. Now my point here for Nic, but also for everyone here, I wrote down, is tell your story too much. Only 10% of the room has ever seen that video or ever heard it. How many of you guys have heard my potato gun story more than a dozen times? Almost the entire room, for those that are listening. Tell your story to the point where you are so sick and tired of telling the story and hearing it, that you just want to kill yourself, and then tell it again. And then tell it again. And then tell it again, because it is amazing. The video is amazing, the story is amazing. How many of you guys feel more connected to him after hearing that story right now? It’s amazing. Tell t he story too much. All of us are going to be like, “I don’t want to hear the story. I don’t want to tell the story again.” You should be telling that story over and over and over again. That video should be showing it. At least once a week you should be following everyone, retargeting ads of that video. That video should be, everyone should see it. You’ve got 5,000 views which is amazing, you should get 5,000 views a day, consistently telling that story, telling that story. Because you’re right, it’s beautiful, it’s amazing and people see that and they’re like, “Oh my gosh, I need that for my business. I need to be able to tell my story the way he told that story, because the connection is flawless.” And I think my biggest thing for you right now, is tell your story more. Tell that thing. You’re telling good stories, but that story, that’s like your linchpin, that’s the thing that if you can tell that, it’s going to keep people connected to you for forever. Anyone who’s seen that video, you have a different level of connection. It’s amazing, it’s shot beautifully. You see his kids looking at the movies, with lights flashing, it’s beautiful. So telling your story more, that’d be the biggest thing. It’s just like, all the time telling that story over and over and over again. That’s number one. Alright, number two, this one’s not so much for you as much for most of everybody else in here, but number two is that energy matters a lot. I’m not talking about, I’m tired during the day. I’m talking about when you are live, or you are talking in front of people, your energy matters a lot. I was hanging out with Dana Derricks, how many of you guys know Dana, our resident goat farmer? By the way, he’s asked every time I mention his name is please not send him anymore goats. He’s gotten like 2 or 3 goats in the last month from all of our friends and family members here in the community. Please stop sending him goats. He loves them but he doesn’t want any more. Anyway, what’s interesting, I was talking to Dana, and he’s like, “Do you know the biggest thing I’ve learned from you?” and I’m like, “No. what?” and I thought it was going to be like dream 100 and things like that. No, the biggest thing that Dana learned from me, he told me, was that energy matters a lot. He’s like, “When I hang out with you, you’re kind of like blah, but when you get on stage you’re like, baaahh!” and I started telling him, the reason why is when I first started this career, in fact, I have my brother right now pulling all the video clips of me from like 12 or 13 years ago, when I had a shaved head and I was awkward like, “Hi, my name is Russell Brunson.” And we’re trying to make this montage of me over 15 years of doing this and how awkward and weird I was, and how it took 8-10 years until I was normal and started growing my hair out. But I’m trying to show that whole montage, but if you look at it like, I was going through that process and the biggest thing I learned is that if I talked to people like this, when you’re on video you sound like this. The very first, I think I’d have an idea and then I’d just do stupid things. So I saw an infomercial, so I’m like I should do an infomercial. So I hired this company to make an infomercial and next thing I know two weeks later I’m in Florida and there’s this host on this show and he’s like the cheesiest cheese ball ever. I’m so embarrassed. He asked me a question and I’m like, “Well, um, you know, duh, duh…” and he’s like, “Whoa, cut, cut, cut.” He’s like, “Dude, holy crap. You have no energy.” I’m like, “No, I feel really good. I have a lot of energy right now.” He’s like, “No, no you don’t understand. When you’re on tv, you have to talk like this to sound normal. If you just talk normal, you sound like you’re asleep.” I’m like, “I don’t know.” So we did this whole infomercial and he’s like all over the top and I’m just like, trying to go a little bit higher and it was awkward. I went back and watched it later, and he sounded completely normal and I looked like I was dead on the road. It was weird. Brandon Fischer, I don’t know if he’s still in the audience, but we did…Brandon’s back here. So four years ago when Clickfunnels first came out we made these videos that when you first signed up we gave away a free t-shirt. How many of you guys remember seeing those videos? I made those videos and then they lasted for like four years, and then we just reshot them last week because it’s like, “Oh wow, the demo video when we’re showing CLickfunnels does not look like Clickfunnels anymore. It’s completely changed in four years.” So Todd’s like, “You have to make a new video.” I’m like, “I don’t want to make a video.’ So finally we made the new videos, recorded them and got them up there and we posted them online, and before we posted them on, I went and watched the old ones, and I watched the old ones and I was like, “Oh my gosh, this is just four years ago, I am so depressing. How did anybody watch this video?” It was bad, right Brandon. It was like painfully bad. I was like, “oh my gosh.” That was just four years ago. Imagine six years ago, or ten years. It was really, really bad. And when I notice the more energy you have, the more energy everyone else has. It seems weird at first, but always stretch more than you feel comfortable, and it seems normal, and then you’ll feel better with it and better with it. But what’s interesting about humans is we are attracted to energy. I used to hate people talking energy talk, because I thought it was like the nerdy woo-woo crap. But it’s so weird and real actually. I notice this in all aspects of my life. When I come home at night, usually I am beat up and tired and worn out. I get up early in the morning, and then I work super hard, I get home and I get out of the car and I come to the door and before I open the door, I’m always like, Okay if I come in like, ugh, my whole family is going to be depressed with me.” They’ll all lower to my energy level. So I sit there and I get into state and I’m like, okay, whew. I open the door and I’m like, “What’s up guys!! I’m home!” and all the sudden my kids are like, “Oh dad’s home!” and they start running in, it’s this huge thing, it’s crazy, and then the tone is set, everyone’s energy is high and the rest of the night’s amazing. When I come in the office, I walk in and realize I’m the leader of this office and if I come in like, “Hey guys, what’s up? Hey Nic, what’s up?” Then everyone’s going to be like {sound effect}. So I’m like, okay when I come in I have to come in here, otherwise everyone is going to be down on a normal level. I have to bring people up. So we walk in the office now and I’m like, “What’s up everybody, how’s it going?” and I’m excited and they’re like, “Oh.” And everyone’s energy rises and the whole company grows together. So l love when Dave walks through the door, have you guys ever noticed this? When Dave walks through the door, I’m at a 10, Dave’s like at a 32 and it’s just like, he wakes up and comes over to my  house at 4:30 in the morning to lift weights. I sleep in an hour later, and I come in at 5:45 or something, and I walk in and I’m just like, “I want to die.” And I walk in and he’s like, “Hey how’s it going?.” I’m like, “Really good man. You’ve been here for an hour.” And all the sudden I’m like, oh my gosh I feel better. Instantly raised up. It’s kind of like tuning forks. Have you noticed this? If you get two tuning forks at different things and you wack one, and you wack the other one, and you bring them close together, what will happen is the waves will increase and they end up going at the exact same level. So energy matters. The higher your energy, the higher everyone else around you will be, on video, on audio, on face…everything, energy matters a lot. So that’s number two, when you’re making videos, thinking about that. Alright number three, okay this, you were like 90% there and I watched the whole thing and I was so excited and then you missed the last piece and I was like, “Oh it was so good.” So a year after that Facebook message came, you did a Facebook live one year later to the day, and he told that story on Facebook live. And I was like, “Oh my gosh this is amazing.” And he told that story, and he was talking about it, and I was emotional, going through the whole thing again. This is so cool, this is so cool. And he told the story about the podcast, and this podcast was an hour long, and the thing and his life changed and all this stuff… And I know that me and a whole bunch of you guys, a whole bunch of entrepreneurs listened to this story and they’re at bated breath, “This is amazing, this is amazing.” And he gets to the very end, “Alright guys, see you tomorrow.” Boom, clicks off. And I was like, “Aaahhh!” How can you leave me in that state?  I need something, I need something. So the note here is I said, make offers for everything. Think about this, at the end when you ended, and everyone’s thinking, I want to hear that episode, where is that? How would it be? Now imagine you take the opportunity at the very end that says, “How many of you guys would like to hear that episode where Russell actually made me a personal podcast? And how many of you guys would actually like if I gave you my commentary about what  I learned and why it was actually important to me? All you gotta do right now is post down below and write ‘I’m in.’ and I’ll add you to my messenger list and I’ll send you that podcast along with the recording where I actually told you what this meant to me.” Boom, now all those people listening are now on his list. Or they can even go opt in somewhere. But all you did was tell the story and everything and we were all sitting with bated breath and I was just like, at the end make the offer. You guys want the stuff I talked about, you want the thing? You want the thing? And then you send them somewhere and now you captured them and consider them longer term and you can do more things with them. It was like, hook, story, dude where’s my offer? Give me something. But it was awesome. How many of you guys felt that way when you listened to that thing and you’re just like, “I don’t even know where to find that episode. Russell’s got eight thousand episodes everywhere, I don’t even know where to look for it.” You could have been like, here’s the link. Just the link….if you guys can’t figure out how to make an offer, go listen to a whole bunch of stuff, find something amazing and be like, “oh my gosh you guys, I was listening to this Tim Ferris podcast, he did like 800 episodes, every one is like 18 hours long, they’re really hard to listen to, but I found this one from 3 ½-4 years ago where he taught this concept and it was insane. It was amazing; I learned this and this. How many of you want to know what that is? Okay, I have the link, if you message me down below I’ll send you the link to exactly where to find that episode.” Everyone will give it to you.  You’ll be like, “But it’s free on the internet Russell.” It doesn’t matter. You know where it’s at and they don’t. They will give you their contact information in exchange for you giving them a direct link to the link. Back before I had anything to give away for opt ins, guess what I used to do. I used to go to YouTube and I would find cool videos from famous people. One of my favorite ones we did was I went and typed in YouTube, “Robert Kiyosaki” because he was one of my big mentors at the time. And there was all these amazing Robert Kiyosaki videos on YouTube for free. Tons of them. Hour long training from Robert Kiyosaki. Four hour long event from Robert Kiyosaki. All this stuff for free listed in YouTube. So I made a little Clickfunnels membership site, I got all the free videos and put them inside a members area and just like, “Tab one, Robert Kiyosaki talking about investing, Robert Kiyosaki talking about stocks, Robert Kiyosaki talking….”  And I just put all the videos in there and made a squeeze page like, “Hey, who wants a whole bunch of free, my favorite Robert Kiyosaki videos?” and I made a little landing page, people opt in, I give them access to the membership site, and then I went and targeted Robert Kiyosaki’s audience and built a huge list off his people. Dream 100. Imagine with Dream 100 instead of doing just one campaign to all the people, if each person in your dream 100 you made a customized membership site with the free content right now, be like, “Hey, you’ve listened to a lot of Grant Cardone, he’s got four podcasts, 5000 episodes, there’s only four that are actually really, really good. Do you guys want to know what they are? Opt in here, I’ll give you the four best episodes of all. I currated all these for you to give you the four best.” And target Grant’s audience with that, now you got all his buyers coming into your world. Is that alright, is that good. Alright number four ties along with this. Number four, start building a list ASAP. I don’t think I’ve ever seen you do a call to action to get a list anywhere, have I? After today’s session you’re …..just build a list. If you got nothing from this event at all, every time you do a hook and story, put them somewhere to build a list, because that’s the longevity. Because that’s where if Zuckerberg snaps his finger and you lose all your fans and followings and friends, and all the sudden you’re trying to build over somewhere else, it won’t matter because you’ll have those people somewhere external and now you can message them and bring them back into whatever world you need them to be at. But that’s how you build stability in business. It’s also how you sell this time, you want to sell it the next time and the next time, the list is the key. Funnel Hacking Live, the first Funnel Hacking Live it was a lot of work and we sold out 600 people in the room, and we kept growing the list and growing the list, the next year we did 1200. Then we did 1500, last year was 3000, this year we’re going to be at 5000. We’re building up the list and building up pressure and excitement and then when you release it, it gives you the ability to blow things up really, really fast.  Okay, that was number four. Okay number five, I wrote down integration marketing, adding to other’s offers to build a buyer list. So this is a little sneaky tactic we used to back in the day when I didn’t have my own list, but I had a couple of skills and talents which you do happen to have, which is nice. If you have no skills this won’t work, but if you have skills you’re lucky. So Frank Kern used to do this as well. Frank is sneaky. He used to do this all the time and I saw him doing it and I’m like, “Oh my gosh, he’s brilliant.” So Frank did a one hour presentation somewhere and he called it Mind Control, it wasn’t Mass Control, but it was something like about how to control the minds of your prospects through manipulation and something sneaky. And the title alone was amazing. It was a one hour presentation he gave somewhere. And he put it on these DVDs and what he did, he went to like Dan Kennedy and he’s like, “Hey Dan, you have all of your buyer and you send them this newsletter every single month,” at the time they had 13000 active members, these were their best buyers. He’s like, “This DVD I sell for like a thousand bucks. Do you want to give it to all your people for free?” And Dan’s like, “sure.” And all the sudden the next month, Franks got his best CD with his best stuff in the mailbox of the 13000 best customers, every single person that Dan Kennedy’s been collecting for the last 15 years. So think about this. With your skill set, look at the other people in the market, all the dream 100 who are doing things and how do you create something you can plug into their offers, and every single time one of those people sell a product, your face is popping up as well. It’s called integration marketing, my first mentor Mark Joyner wrote a book called Integration Marketing, it’s a really fast read. You can read it in an hour, but it will get your mind set thinking about it. How can I integrate with what other people are always doing? Because I can go and make a sell, and make another sell, but I was like, when we launched Clickfunnels I was like, “How can I figure out other people’s sales processes that are already happening and somehow inject myself into all these other sales processes?” That way every single time Steven Larsen sells something or someone else sells something, or all these people are selling something, it always somehow gets flown back to me. I want every product, every course, everything happening in the internet marketing world to somehow have people saying my name. That’s my goal. How many of you guy have been to other people’s events and I’m not there and they say my name? It makes me so happy. I get the instagrams from some of you guys, “Hey so and so just said your name.” I’m like, that’s so good. How have I done that? I spent a lot of my life integrating into everybody’s offers. Initially when I first got started, every single person who had a product, I was an interview in everyone’s product. I was like, looking at people launching a product, specific product launches coming, I’d contact them. Product launch is coming up, “Hey man, is there any way I could do a cool thing for your people? I could create this and give it to you and you could plug it into your product?” and everyone’s like, ‘Sure, that’d be awesome.” And all the sudden, boom, they get 5000 new buyers came in and every single one of them got my thing. They’re hearing my name, hearing my voice and it’s just constant integration. I think about how I met Joe Vitale, I talked about that earlier with the greatest showman. He was in an interview in a course I bought from Mark Joyner, I listened to it, fell in love with Joe Vitale, bought his stuff, given him tons of money over the years, a whole bunch of good stuff because he was integrated in that. So looking at other ways to integrate, the skill set that you already have into other people’s marketing channels because then you’re leveraging anytime any of these partners make a sell, you’re getting customers coming through that flow as well. Cool? Nic: Yeah. Russell: That was number five. Number six, I call this one rainmaker projects, because we talked about rainmaker during the first podcast interview. So rainmaker projects are, and again when I first started my career I did tons of these, where it’s like, I was really good at one piece. For you, you’re really good at video and story telling. And I look out here and be like, okay who is someone else here that is awesome? So and so is really good at making a product on Facebook ads. “You’re really good at Facebook ads, so I’ll do the video for this course, you do the Facebook, you do the actual ads for us.” And then, you’re awesome at doing the traffic and you bring in four or five people, like this little avenger team, and you create a cobranded product together and you launch it and everyone makes a bunch of money, split all the money, 50/50/50/50, that makes more than 100,but you know what I’m talking about, everyone splits the money, everyone splits the customer list and all the sudden you’ve all pulled your efforts, your energy, your talents together and everyone leaves with some cash, and you also leave with the customer list, and that’s when you start growing really, really rapidly. When I started I didn’t have a customer list, I had a very small one. But I had a couple of skill sets so that’s why I did tons of these things. That’s like, if you guys know any of my old friends like Mike Filsaime, Gary Ambrose, I could list off all the old partners we had back in the day, and that’s what we did all the time, these little rainmaker projects. We didn’t call them that back in the day, but that’s what it was. It was just like, we all knew what our skill sets were, and it’s like, let’s come together, let’s make a project. This isn’t going to be how we change the world, it’s not going to be something we’re going to scale and grow, but it’s like, it’s going to be a project, we put it together, we launch it, make some money, get some customers, get our name out in the market, and then we step away from it and then we all go back to our own businesses. It’s not like, that’s why it’s funny because a lot of times people are scared of these. Like, “Well, how do we set up the business structure? Who’s going to be the owner? Who’s the boss?” No, none of that. This is an in and out project where all the rainmakers come together and you create something amazing for a short period of time, you split the money and you go back home with the money and the customers. But it gave you a bump in status, a big bump in customer lists, a big bump in cash and then all those things kind of rise and if you do enough of those your status keeps growing and growing and growing, and it’s a really fast easy way to continue to grow. How many of you guys want to do a rainmaker project with Nic right now? Alright, very, very cool. Alright, and then I got one last, this is number seven. This kind of ties back to dream 100. The last thing I talked about was, and again this is kind of for everyone in the group, is the levels of the dream 100. I remember when I first started this process, I first got the concept and I didn’t know it was the dream 100 back then, but I was looking at all the different people that would have been on my dream 100 list. It was Mark Joyner, Joe Vitale, all these people that for me were top tier. Tony Robbins, Richard Branson, and I was like, oh, and I started trying to figure out how to get in those spots. And the more I tried, it was so hard to get through the gatekeeper, it was impossible to get through all these gatekeepers, these people. I was like, “Man don’t people care about me. I’m just a young guy trying to figure this stuff out and they won’t even respond to my calls or my emails. I can’t even get through, I thought these people really cared.” Now to be on the flip side of that, I didn’t realize what life is actually like for that, for people like that. For me, I understand that now at a whole other level. We’ve got a million and a half people on our subscriber list. We have 68000 customers, we’ve got coaching programs, got family, got friends. We have to put up barriers to protect yourself or it’s impossible. I felt, I can’t even tell you how bad I feel having Brent this morning, “Can you tell everyone to not do pictures with me.” It’s not that I don’t want to, but do you want me to tell you what actually happens typically? This is why we have to put barriers around ourselves. Here’s my phone, I’ll be in a room, like Funnel Hacking Live and there will be 3000 people in the room, and I’m walking through and someone’s like, “Real quick, real quick, can I get a picture?” I’m like, “I gotta go.” And they’re like, “It’ll take one second.” And I’m like, ahh, “Okay, fine, quick.” And they’re like, “Hold on.” And they get their phone out and they’re like, “Uh, uh, okay, uh, alright got it. Crap it’s flipped around. Okay, actually can you hold this, my arms not long enough can you hold it? Actually, hey you come here real quick, can you hold this so we can get a picture? Okay ready, one two three cheese.” And they grab the camera and they’re off. And for them it took one second. And that person leaves, and guess what’s behind them? A line of like 500 people. And then for the next like 8 hours, the first Funnel Hacking Live, was anyone here at the first Funnel Hacking Live? I spent 3 ½ hours up front doing pictures with everybody and I almost died afterwards. I’m like, I can’t…but I didn’t know how to say no, it was super, super hard. So I realize now, to protect your sanity, people up there have all sorts of gatekeepers and it’s hard. So the way you get through is not being more annoying, and trying to get through people. The way you get to them is by understanding the levels of that. So I tried a whole bunch of times, and I couldn’t get in so I was like, “Crap, screw those guys. They don’t like me anyway, they must be jerks, I’m sure they’re just avoiding me and I’m on a blacklist….” All the thoughts that go through your head. And at that time, I started looking around me. I started looking around and I was like, “hey, there’s some really cool people here.” And that’s when I met, I remember Mike Filsaime, Mike Filsaime at the time had just created a product he launched and he had like a list of, I don’t know, maybe 3 or 4 thousand people. And I remember I created my first product, Zipbrander, and I was all scared and I’m like ,”Hey Mike, I created this thing Zipbrander.” And he messaged back, “Dude that’s the coolest thing in the world.” A couple of things, Mike didn’t have a gatekeeper, it was just him. He got my email, he saw it, and he was like, “This is actually cool.” I’m like, “Cool, do you want to promote it?” and he’s like, “Yes, I would love to promote it.” I’m like, oh my gosh. I had never made a sale online at this point, by the way, other than a couple of little things that fell apart. I never actually made a sale of my own product. Zipbrander was my very first, my own product that I ever created. So Mike was that cool, he sent an email to his list, his 5000 person list, they came over, I had this little pop up that came to the site and bounced around, back in the day. I had 270 people opt in to my list from Mike’s email to it, and I think we made like 8 or 10 sales, which wasn’t a lot, but 67 that’s $670, they gave me half, I made $350 on an email and gained 300 people on my list. I’m like, oh my gosh this is amazing. And I asked Mike, “Who are the other people you hang out with? I don’t know very many people.” And he’s like, “Oh dude, you gotta meet this guy, he’s awesome.” And he brought me to someone else, and I’m like, “Oh this is cool. “ and Mike’s like, “Dude, I promoted Zipbrander, it was awesome, you should promote it.” And then he’s like, “Oh cool.” And he promoted Zipbrander. I’m like, oh my gosh, I got another 30-40 people on my list and there were a couple more sales. And then I asked him, “Who do you know?” and there was someone else, and we stared doing this thing and all the sudden there were 8 or 10 of us who were all at this level and we all started masterminding, networking, figuring things out, cross promote each other and what happened, what’s interesting is that all of our little brands that were small at the time started growing, and they started growing, and they started growing. All the sudden we were at the next tier. And when we got to the next tier all the sudden all these new people started being aware of us and started answering our calls and doing things, and Mike’s like, ‘Oh my gosh, I met this guy who used to be untouchable.” And he brought him in and brought them in and all the sudden we’re at the next level. And we started growing again and growing again. And the next thing we know, four years later I get a phone call from Tony Robbins assistant, they’re like, “Hey I’m sitting in a room and I got Mike Filsaime, Frank Kern, Jeff Walker, all these guys are sitting in a room with Tony Robbins and he thinks that you guys are the biggest internet nerds in the world, he’s obsessed with it and he wants to know if he can meet you in Salt Lake in like an hour.” What? Tony Robbins? I’ve emailed him 8000 times, he’s never responded even once, I thought he hated me. Not that he hated me, it’s that he had so many gatekeepers, he had no idea who I was. But eventually you start getting value and you collectively as a level of the dream 100 becomes more and more powerful. Eventually people notice you because you become the bigger people. And each tier gets bigger and bigger and bigger. So my biggest advice for you and for everybody is understanding that. Yes, it’s good to have these huge dreams and big people, but start looking around. There are so many partnerships to be had just inside this room. How many deals have you done with people in this room so far? Nic: Quite a few. Russell: More than one, right. Nic: Yeah, more than one. Russell: Start looking around you guys. Don’t always look up, up, up and try to get this thing. Look around and realize collectively, man, start doing the crossings because that’s how everyone starts growing together and there will be a time where I’ll be coming to you guys begging, “Can you please look at my stuff you guys, I have this thing called Clickfunnels. You may have heard of it. Can you please help me promote it?” And that’s what’s going to happen, okay. So the level of the dream 100 is the last thing, just don’t discount that. Because so many people are like swinging for the fence and just hoping for this homerun like I was, and it’s funny because I remember eventually people would respond to me, that I was trying for before, and they’d contact me. And I was like, oh my gosh. I realized, I thought this person hated me, I thought I was on a black list. I was assuming they were getting these emails and like, “oh, I hate this. Russell’s a scammer.” In my head right. They never saw any of them. Until they saw me, and they reached out to me and the whole dynamic shifted. So realizing that, kind of looking around and start building your dream 100 list, even within this room, within the communities that you’re in, because there’s power in that. And as you grow collectively, as a group, everyone will grow together, and that’s the magic. So that was number seven. So to recap the seven really quick. Number one, tell your story way too much, to the point where you’re so annoyed and so sick and tired of hearing it that everybody comes to you, and then keep telling it even some more. Number two, in everything you’re doing, energy matters a lot. To the point, even above what you think you’re comfortable with and do that all the time. Number three, make offers for everything. Hook, story, don’t leave them hanging, give them an offer because they’ll go and they will feel more completed afterwards. Number four, start building a list, it ties back to the first thing. Make an offer, get them to build your list, start growing your list because your list is your actual business. Number five, integration marketing. Look for other people’s marketing channels and how you can weave what you do into those channels, so you can get free traffic from all the people who are doing stuff. Number five, create rainmaker projects, find really cool things and bring four or five people together and make something amazing. Share the cash, share the customer list, elevate your status, elevate your brand, and it’s really fun to do because you get to know a whole bunch of people. And Number seven, understanding the levels of the dream 100. Find the people at your level and start growing with them together collectively as you do that, and in a year, two years, three years, five years Tony Robbins will be calling you, asking you to make his video and it will be amazing. Does that sound good? Awesome.

Replay of a special conversation I had on stage at a Traffic Secrets event with a friend and a student, Nic Fitzgerald. Hit me up on IG! @russellbrunson Text Me! 208-231-3797 Join my newsletter at marketingsecrets.com ---Transcript--- Hey everyone, this is Russell Brunson and I want to welcome you to the Marketing Secrets podcast. The next two episodes are a really special one. For our Two Comma club X members and our inner circle members I did an event recently, some of you guys heard me talk about it. It was a traffic secrets event, where I’m getting all the material ready for the book. And the night before when I was doing all the prep work I had this thought. I was like, I want to bring up somebody on stage and it’s somebody who was a friend I grew up with in elementary school, and junior high, and high school, someone who was down on their luck, who was really, really struggling. About a year ago I saw him post something on Facebook and I reached out, and this interview is happening about a year later. He tells his story about what happened and the transformation and the change that’s happened by being involved inside our Clickfunnels, Funnel Hacker community. So I wanted to share that with you as part of the event, so this first half is going to be Nic kind of telling his story and it’s going to be the story from the bottom of the barrel where they were, they literally made $25,000 a year for 3 years in a row and then the transformation to this year, they’ll do well over six figures. And that’s going to be this first podcast. And the second podcast episode is, I did a live coaching session with him on stage, and I want to share that with you as well because I think there’s a lot of things for you specifically that you can get from this episode too. So the next few episodes are going to be sharing this really fun conversation that happened late night at the Traffic Secrets event with my friend Nic Fitzgerald, and if you think that name sounds familiar, I have talked about him before on this podcast. In fact, a little over a year ago I did a podcast episode called “Being a Rainmaker” that was a personalized podcast that I sent to Nic specifically to help him with what he was struggling with at the time. So anyway, I wanted to share this with you because it will take you full circle to show you kind of the progress and the momentum and things that are happening in his life, and I think it will be encouraging for you to hear the story because no matter where you are in your journey right now, if you are struggling, doing well, or if you’re somewhere in between, there are parts of this story that will resonate with you. And in the second episode where I coach Nic I think will help everybody as well. So with that said, let’s jump right in and have some fun. I want to introduce you to my friend Nic Fitzgerald. Alright so I want to set the tone for the next hour or so of what the game plan is. So I have a first initial question that I’m curious about with everyone here. I’m curious, who since they joined the Two Comma Club X program has had some kind of experience with Mr. Nic Fitzgerald? That’s powerful, I’m going to talk about why in a little bit, but very, very cool. So some of the back story behind this, and then we’re going to introduce him up, and when he comes up I want you guys to go crazy and scream and cheer and clap, because it will be good, and then I want him to sit down so we’ll be the same height, which will be good, it’ll be fun. So some of the back story, I actually met Nic the very first time in elementary school, and even in elementary school he was a foot and a half taller than me, which is amazing. He was like 6 ft 2 in like third grade, it was amazing. But we knew each other when we were dorky little kids and going up through elementary school we were both doing our things, and we didn’t have a care in the world and everything’s happening. And as we got older he kept getting taller, I stopped growing. And then we got into high school and he kept growing and he joined the basketball team. I didn’t keep growing so I went downstairs in the basement, literally, at our high school in the basement they call it the rubber room, and it’s this room that smells like, I don’t even know, but it’s under the gym. So he would go upstairs and fans would show up and people would cheer for them, and scream at their games. And all the girls would come to the games. And we’d go down in the rubber room by ourselves and cut weight and put on our sweats and lose weight and we’d jump rope and sweat like crazy. And we’d sit there, and I remember one day after working out for two hours pouring in sweat, I had my plastic gear on and my sweats on top of that, my hoodie and my hoods and we got the wrestling mats, and literally rolled ourselves up in the wrestling mats to keep the heat in, and we laid there and we were so hot. And I could hear the basketball players in the gym up above having so much fun and people cheering for them. And all the girls were there. And I was like, “Why are we not playing basketball?” It doesn’t make any sense. But during that time, obviously we were in two different kind of worlds, and we didn’t really connect that much, and then we left our separate ways. And I didn’t hear from him for years and years and years. And then do you guys remember Facebook when it first came out? The first time you got it and you log in and you’re like, “Oh my gosh, I can connect with people.” And you start searching the friends you know and then you find their friends and you spend a day and a half connecting with every person you’ve ever remembered seeing in your entire life? Do you guys remember that? So I did that one night, I connected with everybody. Everyone in high school, everyone in junior high, or elementary, everyone in every stage of my life, as many as I could think of. And then I was like, I think that’s everybody. Okay, I’ve connected with everybody. And one of those people that night was Nic. And then, but I didn’t say hi, I just friend requested and he requested back and I’m like, cool we’re connected. And then after that I got kind of bored with Facebook for like a year or so. Then a little while later I found out you can buy ads on it and I was like, what, this is amazing. So we started buying ads and everything is happening. And it’s crazy. And then what happened next, I actually want Nic onstage to tell you this story because I want you to hear it from both his perspective and my perspective, I think it’d be kind of interesting. So let’s do this real quick. As you guys know Nic has been a super valuable part of this community since he came in. I’m going to tell the story about how he got here and some of the craziness of how he signed up when he probably shouldn’t have and what’s been happening since then, because I know that you guys have all been part of that journey and been supporting him. How many of you guys are going to his event that’s happening later this week? He just keeps giving and serving, he’s doing all the right things, he’s telling his story, he’s doing some amazing stuff. So my plan now is I want to talk about the rest of the story. I want to tell you guys what I told him a year ago and then I want to tell you guys my advice for him moving forward, because I feel like it’s almost in proxy. I wish I could do that with every one of you guys. Just sit down here and coach you. But I feel like he’s at a stage where some of you guys aren’t to where he’s at yet and some of you are past that, and some of you guys are right where he’s at, and I feel like the advice that I really want to give him, will help you guys at all different levels. So that’s kind of the game plan. So with that said, let’s stand up and point our hands together for Mr. Nic Fitzgerald. Look how tall I am. I feel like….okay, so I had him find this post because I wanted to actually share a little piece of it. So this, I’m going to share a piece of it, I want to step back to where you were at that time in your life. So this was July 7, 2017, so what was that a year and a half ago, ish? So July 7, 2017 there was a post that said, “Long post disclaimer. I hate posting this, blah, blah, blah.” So at the time my family was about to go on a family vacation. We’re packing up the bags and everything, and you know how it is, you do a bunch of work and then you stop for a second and your wife and kids are gone and you’re like, pull out the phone, swap through the dream 100 and see what’s happening.  And somehow this post pops up in my feed and I see it, I see Nic my buddy from 20+ years ago and I’m reading this thing and my heart sinks for him. Some of the things he says, “I hate posting things like this, but I felt like need to for a while. Being poor stinks. For those friends of mine who are ultra conservative and look down consciously or not, on people like me, I can honestly tell you that I’m not a lazy free loader who wants something for nothing. I’m not a deadbeat who wants Obama or whoever to blame now, to buy me a phone. I’m not a lowlife trying to get the government to pay for my liposuction. I’m not a druggie who eats steak and lobster for dinner with my food stamps. I’m a father of four, a husband, someone who lost everything financially, including our home when the time came to have your healthcare in place or to get fined, I went through the process. “Based on my family size and income, we were referred to the state to apply for those programs. We couldn’t get coverage for ourselves to the exchange in other places, we qualified for Medicaid. After the process was complete, the state worker suggested we try to get some other help, some food stamps.” It kind of goes on and on and on and he says, “In 2016 I made $25000. $25,000 plus our tax returns for the previous year. So a family of 6 living on $25,000 a year is being audited for receiving too much help, too much assistance.” And it kind of goes on and on and on with that. He says, “I’ve never abused drugs or alcohol, I’ve never even tried them. I’m just a guy trying to live the American dream and provide for his family. It’s unfortunate that we look down on those who are trying to better our lives, even if it leaves them from receiving help from assistance in place to help them. Look down on me if you want, I don’t care. I know the truth. My family is healthy and sheltered and that’s all that matters. I don’t wish these trials on anyone else…” and it kind of goes on from there. So I want to take you back to that moment, what was, talk about what you were experiencing and what you were going through during that time. Nic: I didn’t expect this. I’m a friendly giant, but I’m a big boob too. Back at that time, I had started what I thought was, I started my entrepreneurial journey. I was working in film full time, working 12, 14, 16 hour days making $200 a day, just killing myself for my family. Going through the process of, I’d lost my job because I wasn’t going to hit my sales, I was a financial advisor, and I wasn’t going to hit my sales numbers. So you know, my ticket was stamped. So I said okay, I’m going to do my own thing. And in the course of all that, it was time to get your health insurance and those things, and I went through the proper channels, like I felt like I should. And I was referred to the government for the programs, based on the numbers. And as a provider, a father, an athlete competitor, I felt like a failure. We’ve all, when you have to rely on somebody else , or somebody else tells you, “Hey, we don’t think you can do this on your own, come over here and we’ll take care of you.” That’s basically what I was told. So it was hard to accept that and to live with that reality. So we did, and I worked hard and it was a blessing really, to not have to worry about how much health care costs or have some of the things to supplement to feed our family and stuff. So it was great and it was wonderful. But then I got the email from the state saying, “Hey, you’re being audited. We’re just looking at things and we’re not sure. You’ve been getting too much help.” So at that point I’m just sitting there frustrated because I’m working my butt off, just trying to make things happen, become someone involved in the film community in Utah. And I was, and everyone knew me, and I had a reputation, but I still was a nobody in the eyes of the government. So I went to Facebook to whine, looking for what I wanted, which was a pat on the back, “There, there Nic, you’re doing…we know you’re a good dude and you’re working hard.” That kind of thing, and I did… Russell: I was reading the comments last night. “Oh you’re doing a good job man. Good luck.” Everyone like babying him about how tough life can be. Nic: So I got what I wanted, but it still didn’t change anything. I still had to submit my last two years of tax returns and all of the pay that I’d got and everything like that, so they could look at our case number, not Nic, Leisle, Cloe,Ewen, Alek, William. So it was just one of those things. I got what I wanted, then comes Russell to give me what I needed, which was…. Russell: I saw that and I’m like packing the kids bags and everything and I was like, “ah, do I say something?” I don’t want to be that guy like, “Hey, 20 years ago…” and I was like, ah, I kept feeling this. Finally I was like, “hey man, I know we haven’t talked in over 20 years…” This was on Facebook messenger, “we hadn’t talked in like 20 years. I saw your post today and it sucks. And I know what’s wrong, and I can help. But at the same time, I don’t want to be that guy and I don’t want to step on any toes. I know we haven’t talked in 20 years, I have no idea if this is even appropriate. But I know what’s wrong, I can help you. And no, this is not some cheesy MLM I’m trying to pitch you on. But if you’re interested in some coaching, I know what’s wrong.” And I kind of waited and then I started packing the bags again and stuff like that. I’m curious of your thoughts initially as you saw that. Nic: It’s funny because my phone was kind of blowing up with the comments. So I would hear the little ding and I would check. And then I saw that it was a message from Russell, and we had said like, “Hey, what’s up.” And had a few tiny little small talk conversations, but nothing in depth personal. So I saw that he sent a message, so I’m like, “Sweet.” So I look at it, and I was half expecting, because I knew he was successful, I didn’t know about Clickfunnels per se. I knew he had something going on that was awesome, but I didn’t know what it was. So I was wondering, “I wonder what he’s going to say, what he has to say about things?” But I read it and it was funny because when you said, “I don’t want to overstep my bounds. It’s been a long time, I don’t want to step on toes.” Kind of thing, Russell, we all know his athletic accolades and stuff. I was a great basketball player too, I was in the top 200 players in the country my senior year and stuff like that. So I’ve been coachable and played at high levels and been coached by high level guys. So when I read it and he said, “I know what’s wrong and I can help you.” I was just like, “Yes.” That was my reaction. I just did the little, um, fist pump, let’s do this. So I replied back and I thanked him for reaching out and stuff, and I just said, I think I even said, “I’m coachable. I will accept any guidance.” And things like that. Because up until that point in my life, especially in sports, if a coach showed me something, I would do it the way he did, and I would kick the other dude’s butt. I didn’t care. I played against guys who made millions of dollars in the NBA. I dunked, I posterized on Shawn Marion when he was at UNLV my freshman year of college. I started as a freshman in a division one school in college. So I would take, I’ve always been that kind of, I would get that guidance, that direction, I can put it to work. So I was just like, “Dude, Mr. Miyagi me.” I’m 8 days older than him, so I’m like, “young grasshopper, yes you can teach me.” That kind of thing. So I welcomed it and I was excited. I had no idea, because again I didn’t know what he did. I just knew he had a level of success that I didn’t have. And if he was willing to give me some ideas, I was going to hear him out for sure. Russell: It was fun, because then I messaged him back. I’m packing the car and Collette’s like, “We gotta go, we gotta go.” I was like, ah, so I get the thing out and I was like, “This is the deal. I’m driving to Bear Lake, it’s like a six hour drive. I’m going to give you an assignment and if you do it, then I’ll give you the next piece. But most people never do it, so if you don’t that’s cool and I’ll just know it’s not worth your time. But if it’s really worth your time, do this thing. I need you to go back and listen to my podcast from episode one and listen to as many episodes as possible, and if you do that I’ll make you a customized episode just for you telling you exactly what’s wrong and how to fix it. But you have to do that first. “And I’m not telling you this because I’m on some ego trip, but just trust me. The problem is not your skill set, you  have mad skills, you’re good at everything. It’s all a problem between your ears. If we can shift that, we can shift everything else.” Then I jumped in my car and took off and started driving for six hours. And then the next day, or a day later you’re like, “I’m 14 episodes in.” he was still listening to the crappy one’s, according to Steven Larsen. The Marketing In Your Car, he was probably thinking, “This is the worst thing I’ve ever heard, ever.” But he did it. I said do it, he did it. And he kept doing it and doing it, and so two days into my family vacation I had Norah, you guys all know Norah right. She’s the coolest. But she won’t go to bed at night, she’s a nightmare. Don’t let that cute face trick you, she’s evil. So I’m like, I can’t go to sleep, so finally I was like, I’m going to plug her in the car and drive around the lake until she falls asleep. So I plug her in the car, strap her in and I start driving. And I’m like, this could be a long, long thing. She’s just smiling back here. I was like ugh. I’m like you know what, I’m going to do my episode for Nic. So I got my phone out, I clicked record and for probably almost an hour, it was an hour. I’m driving around the lake and I explain to him what I see. Did anyone here listen to that episode? I’m curious. I’m going to map out really quick, the core concept. Because some of you guys may be stuck in this, and the goal of this, what I want to do is I want to map this out, and then what’s funny is last year at Bear Lake, so a year later we had this thing where I was like, we should do a second round where I do a year later, this is the advice now. And I wrote a whole outline for it and I totally never did it. So I’m going to go through that outline now, and kind of show him the next phase. So you cool if I show kind of what I talked about? Nic: For sure. Russell: Alright, so those who missed the podcast episode, who haven’t been binge listening, you’ve all failed the test, now you must go back to episode number one, listen to the cheesy jingle and get to episode, I don’t know what it was. Okay, I’ve said this before, if you look at any business, any organization, there’s three core people. The first one is the person at the top who is the entrepreneur. The cool thing about the entrepreneur is the entrepreneur is the person who makes the most amount of money. They’re the head and they get the most amount of money. The problem with the entrepreneur is they also have the most risk, so they’re most likely to lose everything. I’ve lost everything multiple times because I’m the guy risking everything. But the nice thing is entrepreneurs that write their own paychecks, there’s no ceilings. So they can make as much as they want. They can make a million, ten million, a hundred million, they can do whatever they want because there’s no ceiling. So that’s the first personality type. The second personality type over here is what we call the technicians. The technicians are the people who actually do the work. And what’s funny, if you look at this, people who go to college are the technicians. What do they do, they look down on entrepreneurs, they look down on sales people. “Oh you’re in sales. What are you a doctor?” For crying out loud in the night. But they look down on people like us. Because “I’m a doctor. I went to 45 years of school.” What’s interesting, there’s technicians in all sorts of different spots right. I actually feel bad, I shouldn’t say this out loud, but at the airport here I saw one of my friends who is an amazing doctor and him and his wife were leaving on a trip and we were talking and he said, “This is the first trip my wife and I have been on in 25 years, together by ourselves.” I’m like, “What?” and he’s like, ‘Well, we had medical school and then we had kids and then we had to pay off medical school and all these things. Now the kids are gone and now we finally have a chance to leave.” I was like, wow. Our whole lives we’ve heard that medical school, becoming a doctor is the…..anyway that’s a rant for another day. But I was like, there’s technicians. And what’s interesting about technicians, they don’t have any risk. So there’s no risk whatsoever, but they do have, there’s a price ceiling on every single person that’s a technician, right. And depending on what job you have your price ceiling is different. So doctors, the price ceiling is, I have no idea what doctor’s make, $500 grand a year is like the price ceiling, that’s amazing but they can’t go above that. And different tasks, different roles, different position all have different price ceilings. But there’s like, this role as a technician makes this much, and this one makes this much and you’re all kind of these things. I said the problem with you right now, you have these amazing skill sets, but you are stuck as a technician in a role where they’re capping you out, where the only thing you can make is $25k a year. Remember I asked you, “What have you been doing?” and you’re like, “Oh, I’ve been networking, I’ve been learning, I’ve been getting my skills up, getting amazing.” I’m like, “That’s amazing, you’re skills are awesome, but your ceiling is $25k a year. No matter how good you get you are stuck because you’re in a technician role right now.” I said, “you’ve got a couple of options. One is go become an entrepreneur, which is scary because you’ve got four kids at home and you don’t have money anyway.” I am so eternally grateful that when I started this game, my wife, first off, we didn’t have kids yet, my wife was working, we didn’t have any money but I didn’t have to have any money at that time, and I’m so grateful I was able to sometimes, I was able to risk things that nowadays is hard. For you to come jump out on your own initially and just be like, “Boom, I’m an entrepreneur and I’m selling this stuff.” That’s scary right, because you’ve got all this risk. So I was like, that’s the thing, but it’s going to be really, really hard. I said, “there’s good news, there’s one more spot in this ecosystem. And the cool thing about that spot it’s that it’s just like the entrepreneur, there’s no ceiling, now the third spot over here is what we call the rainmakers. The rainmakers are the people who come into a business and they know how to make it rain. This is the people who know how to bring people into a company. Leads, they bring leads in. They know all this traffic stuff they’re talking about. These are the people who know how to sell to leads and actually get money out of peoples wallets and put it into the hands of the entrepreneurs. These people right here, the rainmakers don’t  have ceilings. In fact, companies who give the rainmaker the ceiling are the stupidest people in the world, because the rainmaker will hit the ceiling and then they’ll stop. If you’re smart and you have a company, and you have rainmakers, people driving traffic, people doing sales, if you have a ceiling they will hit and they will stop. If you get rid of the ceiling and then all the sudden they have as much as they want, they have less risk than the entrepreneur, but they have the ability to make unlimited amount of money. I said, “Your skill set over here as a technician is worth 25k a year, but if you take your skill set and shift it over here and say, “I come into a company and I’m a rainmaker. I create videos, I create stories, they’ll sell more products, more things.” Suddenly you’re not worth 25,000, now you’re worth $100,000, you’re worth $500,000. You’re worth whatever you’re able to do, because there’s no ceiling anymore. And that was the point of the podcast. I got done sending it, then I sent it to him and I sent it to my brother to edit it. And I have no idea what you thought about it at that point, because we didn’t talk for a while after that. But I’m curious where you went from there. Nic: So the first thing, you know, being told I was really only worth $25,000 in the eyes of the people who were hiring me, that was a punch in the gut. That sucked to hear. Thanks man. It was just like, I literally was working 12, 14, 16 hour days, lifting heavy stuff, I did a lot with lighting and camera work, not necessarily the story writing stuff, but you know, for him to put it so perfectly, that I was a technician. I thought going in, when I failed as an advisor and I started my own company, or started doing videos for people, and being so scared to charge somebody $250 for a video, being like, “they’re going to say no.” That kind of thing, and now I wouldn’t blink my eyes for that. But you know, it’s one of those things for him to tell it to me that way, just straight forward being like, “You are, you’re learning great skills and you’re meeting amazing people.” I worked with Oscar winners and Emmy winners and stuff in the movies and shows that I worked on, but again, I was only worth that much, they had a finite amount of money, and I was a small part of it, so I got a small piece. So listening to all of that, and then hearing the entrepreneur, the risk and stuff. I’m really tall, I’m 6’9” if you didn’t know. I’m a sink or swim guy, but because I’m tall I can reach the bottom of the pool a lot easier. When I jumped in, we had lost, as a financial advisor we had lost our home and we lost all these things. So I was like, I have nothing left to lose. Worst case scenario, and I had never heard that mindset before. We were renting a basement from a family members, our cars were paid off. Worst case scenario is we stayed there and get food stamps and that kind of thing. There was nowhere to go but up from there. So for me, I was just so excited. I’m like, I want to be a rainmaker, I want to be an entrepreneur, but I didn’t know where to find the people that I could do that for. So I was in this thing where I was still getting lots of calls to work as a technician, but I didn’t want to do that anymore. I didn’t want to put myself, my body, my family through me being gone and then when I’m home I’m just a bump on a log because I’m so wiped out, all that kind of stuff. So that was my biggest first thing, the action point for me. I started thinking, okay how do I transition out of this? How do I get myself out and start meeting the right people, the right kinds of clients who do have budgets and things like that, and how do I make it rain for them. That’s when I made that shift from working as a technician. I told myself I’m not going to do it anymore. The last time I technically worked as a technician was about 9 months ago. It was for a friend. So I made that shift and it was just amazing. Like Russell was talking about earlier, when you start to track it or when it’s part of your mindset, things start to show up and happen. You meet the right people and stuff. So those things just started, just by listening to that one hour long thing, I started changing and then the black box I got, Expert Secrets and Dotcom Secrets and started going through that as well. And it was just like, you see in the Funnel Hacker TV, that moment where the guy goes, “RAAAAA” that’s what happened with me. It was like a whole new world, Aladdin was singing. He was Aladdin and I was Jasmine, with a beard. Russell: I can show you the world. Nic: Exactly. But that’s what really, literally happened with me. Russell: That’s cool. Alright this is like summertime, he’s going through this process now, figuring things, changing things, shifting things, he’s changing his mindset. We go through the summer, we go through Christmas and then last year’s Funnel Hacking Live, were we in February or March last year? March, and so before Funnel Hacking Live we kind of just touched base every once in a while, seeing how things are going. He’s like, “Things are going good. I’m figuring things out.”  And then Funnel Hacking Live was coming, and I remember because we’re sitting there, and I think he messaged me or something, “Funnel Hacking looks awesome I wish I could make it.” I was like, “Why don’t you come?” And you’re like, “I just can’t make it yet.” I was like, “How about this man, I guarantee you if you show up it’ll change your life forever. I’m not going to pay for your flights or your hotel, but if you can figure out how to get there, I’ll give you a free ticket.” And that’s I said, “if you can come let Melanie know, and that’s it.” And I didn’t really know much, because you guys know in the middle of Funnel Hacking Live my life is chaos trying to figure out and how to juggle and all that stuff. So the next thing I know at Funnel Hacking Live, we’re sitting there and during the session I’m looking out and I see Nic standing there in the audience. And I was like, ‘I have no idea how he got there, but he’s there. Freaking good for him.” And I have no idea, how did you get there? That wasn’t probably an easy process for you was it? Nic: No. Credit cards. It was one of those things, I looked at flights. As soon as we had that conversation, it was funny because I was, I can’t remember what was going on, but it was a day or two before I responded back to his invitation. And I was like, I’d be stupid to say no. I have no idea how I’m going to get there. I think I even said, “I’ll hitch hike if I have to, to get there.” Can you imagine this giant sasquatch on route 66 trying to get to Florida. But I told my wife about it, and this is where Russell might have this in common. My wife is incredible and super supportive and she let me go. And we didn’t have the money in the bank so I said, “I’m going to put this on the credit card, and as soon as I get back I’m going to go to work and I’ll pay it off. I’ll get a couple clients and it will be fine.” So I booked the hotel, luckily I was able to get somebody who wasn’t able to go at the last minute and I got their hotel room, and I got the lfight and I came in and I was in the tornado warnings, like circling the airport for 5 hours, like the rest of you were. So I got there and I just remember I was just so excited. Walking in the room the very first day, the doors open and you all know what it’s like. I don’t have to relive this story. I remember I walked in and the hair on my arms, it was just like {whistling}. It was incredible, just the energy and the feeling. And I was like, t his is so cool. And then the very first speech, I was like that was worth every penny to get here. If I left right now it would have all been worth it. And you all know because you’re sitting here, you’ve felt that too. So that was my, getting there was like, “Honey, I know we don’t have the money, we have space on the credit card, and when I get home I swear I will work hard and it will be okay.” And she’s like, “Okay, go.” So I did. Russell: So now I want to talk about, not day one, or day two, but on day three at Funnel Hacking Live. How many of you guys remember what happened on day three? Russell sneak attacked all you guys. I was like, if I start going “Secret one, Secret two, Secret three” you guys will be like, “Here it is.” Sitting back. I was like, how do I do the Perfect webinar without people knowing it’s the perfect webinar? And I’m figuring this whole thing out, trying to figure that out. And we built a nice presentation, create an amazing offer for this program you guys are all in. And as you know, all you guys got excited and ran to the back to sign up and now you’re here. But you told me this personally, I hope you’re willing to share. But I thought it was amazing because you didn’t sign up that night. And I would love to hear what happened from then to the next day, and kind of go through that process. Nic: So this is my first Clickfunnels, I was all new to this whole thing. I was so excited when the 12 month millionaire presentation came up and I was like, “This is awesome.” Then I see it in the stack and I’m like, “I’m seeing the wizard,  I can see the wizard doing his thing.” And I was just so excited, and then the price. And it was a punch in a gut to me, because I was so, listening to it I was like, ‘This is what I need. This is what I want, this is what I need. It’s going to be amazing.” And then the price came and seriously, the rest of the night I was just like…. The rest of the presentation and everything after that I was just kind of zoned out. I just didn’t know what to do. Because I knew I needed it so badly and I’m like, that’s almost twice what we’re paying in rent right now. You know, it was just like, how am I going to justify this when I’m on food stamps and Medicaid and all this kind of stuff. You know, “yes, I’m on that but I dropped this money on a coaching program.” Russell: “From this internet coach.” Nic: Right. And so I’m having this mental battle and get back home to my room that night and I didn’t go hang out with people. I just was not feeling it. And I remember texting my wife on the walk back to the room. And I took the long way around the pond, just slowly depressedly meandering back to my room. And I’m texting her and I’m telling her how amazing it was and what the program would do and all that kind of stuff, and she’s like, “That sounds great.” And I’m purposely not saying how much it’s going to cost, just to get her excited about it, so I can maybe do a stack with her right. “For this and this….” See if I could try it. I didn’t, I failed when it came to doing that. I told her the price and she’s like, “That’s a lot of money. How are you going to pay for it.” And I’m like, “I don’t know.” And I’m like, “The only thing I can do, because I have to sign up while I’m here, and pay for it while I’m here. I can put it on the credit card and then we will figure it out.” So we talked a lot and I talked to my dad and it was the same thing. He was like, “Man, that’s a lot.” Just the scarcity mindset that a lot of us have with our family members and support system who aren’t, don’t think, who aren’t the crazy ones. So I went to bed and I got emotional, and I slept so so bad. Just didn’t sleep well that whole night. And again, I talked to my wife again the next morning, and I just, we just said, “It would be awesome. But I can’t do it, so I’m just going to work hard and figure something out and then if it ever opens up again, then I’ll be in a position to do it.” So I left my room that morning with that in my mind. I made the mistake of keeping my wallet in my pocket though, because I’m here. I again made the long walk back and kind of gave myself a pep talk like, “Don’t worry about that kind of stuff. Just more value out of it, meet more people.” So that’s when I left my room that morning, that’s where my mind was. Russell: What happened next? Nic: I walked into the room and Kevin Hansen, who I had, it’s funny, he does a lot of editing for Clickfunnels, and he and I had actually met independent of Clickfunnels before. It was one of those things like, “Oh you do, oh my gosh.” and it was like 2 months after we’d met. So I was talking to him, just chitchatting, and I just had right then in my mind, it was like, “Walk over to the table and sign up. If you don’t do it now, you’re never going to do it.” And it was just one of those things, because I’d given myself that speech, that whole five minute walk across the property. So I finished up talking with him and I just said, “I’ll be right back.” And I walked straight over to the table, got out the credit card, wrote it all down, and I’m like, I don’t even know what my limit is, so I hope whenever they run this that it goes through. I don’t know what’s going to happen. So I did and I got that little silver ribbon that we all got. And again, {whistling} chills. Like I was like, holy crap, this is amazing. I put it on my little lanyard thing and I was just like, I couldn’t believe it. The adrenaline and all that stuff of, “I’m doing it. And my wife is going to kill me when I get back home.” So that’s, then I went and got my seat and I was just floating, you know. I was so amped, I could have “Steven Larsened” it and screamed over the noise of everybody else and it would have been very, you would have heard it. So that’s what I did that morning. I was like, ‘Not going to do it, not going to do it, not going to do it.” I walked in, 60 seconds done. You have my money. Russell: So I’m curious, when did you tell your wife? This is like a marriage counseling session, huh? Nic: yeah, do you have a couch I can lay down on? Russell: A big couch. Nic: yeah, really. So I got home and I didn’t tell her, at all. I didn’t. I said, the clock is ticking. I have 30 days until that hits, or 20 days until the credit card statement comes and she’s like, “Wait, why is there an extra $2000 bucks on here?” So I just, I said, I’ve got some time because my wife, she’s 5’3”, she’s dainty, little petite lady, but she’s not scary I guess. But this is the first time I was really scared to tell her something in our marriage. So I just said, I’m just going to hit the road hard and see what I can come up with to cover at least the $1800 and the hotel, for what I racked up at Funnel Hacking Live, and then that will get me another 30 days to figure something out. So I went and I never told her until the credit card statement came and she saw it. She’s like, “What’s this?” But what happened before that, I don’t know, do you have something after that or do you want me to go to the next part? Okay, so me going to work and being like, “I gotta find it.” and it’s funny that night at Funnel Hacking Live, I went on Facebook and I created some half thought through offer where it was like, “Hey if I can get like 5 people locally where I’m at to do a monthly low number where I create a couple of videos for a monthly retainer, that will cover it and I can figure it. But nobody nibbled on it. So I got home and I started just trying to figure stuff out. And I had met another lady who had a company and she uses Clickfunnels for her course. And it was funny, I talked to her before I went to Funnel Hacking Live, and we were talking and she was like, “Do you know Clickfunnels?” And I was like, “That’s so crazy. I do.” Because I’d never met anybody else that had. So I got home and I shot a little video with her, it was a test to do some modules for her course and she loved it and it was great. So we were talking about, she had like 20 videos she wanted to do and we were talking about budget, and I just said, “you know what, for that much, for that many videos and all this kind of stuff, it’s going to be $25,000.” And she didn’t even blink. She’s like, “Perfect, that’s great.” Thank you, you guys. You’re going to make me cry. Thank you.  And that was like maybe two weeks after I got home that that happened. And I left her house and I tried my hardest not to do a jump heel click going down her driveway, out to my car, and I got around the corner and I messaged Russell like, “dude, you’ll never guess. I just closed my first 5 figure deal and this is what it was…” and he was like, “That’s so cool.” You know. But it was the whole plata o plomo thing, I would never have the guts to ask for something like that, I know that I should and that my skills and what I can do are worth that and more, and it’s been proven to me again and again since then, but to ask the first time, that first time you have a big ask and you’re just throwing yourself out there, and if she would have said no…Now what am I going to do? Because I had actually done another pitch where I did like a webinar pitch where I  had a stack and slides and stuff because it was for a Chamber of Commerce, and I wanted to charge them 2500 a month to do like 4 videos a year. And I did the whole thing like, “If you do it, it’s $2500 a month, or if you do it all right now it’s this…” that whole you know, and they passed on it. I was like, ugh. So it was just one of those things where being around y’all, that was my first experience being around entrepreneurs, really. I have friends who have had businesses, but I felt weird for wanting to create my own thing or being selfish because I have four kids. Like why don’t you go get a real job? All those conversations that you hear and have with yourself, especially when things aren’t going great. But it was like okay, I have to get it done or I have to drop out. And I just, even in that short amount of time I received so much value from the people I was beginning to meet, and then as the content started coming out I was like, “There’s no way I could live without this after having a taste of it.” So that was my, I had to get it done and it worked out. Russell: Amazing, I love that story. So coo. Alright, so since then, how many of you guys have watched his….are you daily or almost daily Facebook Lives? Nic: Pretty much, almost daily. I’ll miss some… Russell: How many of you guys have watched his daily Facebook lives, he’s doing what we’re saying right. He’s doing it. He’s doing it. I see it, I see it coming in my feed. It pops in my feed over and over. He’s doing what we’re talking about. He’s attracting people, he’s telling stories. All the stuff we’re talking about, he’s been doing it. But part of it, he had to have that emotion, that plata o plomo moment and then he hit it and it’s just like, he’s been running and running and running and running. And it’s been so insanely fun to watch the progress and the growth. Some of you guys know he put out an event that’s coming up this weekend and sold out in 5 seconds. He’s like, “I sold out, should I make it bigger?” and I’m like, “No people should have responded to you faster, it’s their fault. Sell it out because next time it will be easier to sell it out again and easier to sell out again.” But he did it by giving tons of value. Telling stories, telling stories, telling stories, providing more value to you guys, to other entrepreneurs, other people in the community and people are noticing. All the stuff we talked about today, he’s doing it. Consistently, consistently, consistently doing it. That was so cool. I don’t even know where to go from here. Alright I know where to go from here. Before I move into this, was it scary? Nic: All of it scary? Well, this is what, back to my competitive days, I don’t care who, I’d played against the best players in the country at high levels. And I didn’t care if you were going to the NBA, being recruited by Duke, once we got into the lines I didn’t care who you were, I was going to make you look silly. I would hold, you wouldn’t score a point on me, or I would just like out work you and if you wanted to get anywhere I was in your face the whole time. And so this was a whole different game for me. I remember Myron talking about in his speech at Funnel Hacking Live, you have to stay in the game long enough to learn the game, and I was new to this game. Like brand new, less than 12 months when I went to Funnel Hacking Live. And it was terrifying because, not necessarily because I didn’t think I could do it, I was just worried when, how long it would take. Like am I going to go and just spin my wheels and it’s going to be 15 years, 2099 and I’m wheeling up across to get my reward from him in his wheelchair, just like, “Hey buddy.” You know, that kind of thing. I just didn’t know how to make it happen quick. That kind of stuff. So I was definitely scared, not necessarily of failing, because I had failed before, I was just scared how long it was going to take. Russell: one of the best moments for me was this summer, him and his family were driving home from, I can’t remember where, they were driving through Boise, and he’s like, “Can we swing by and say hi? My kids want to meet you, my wife wants to meet you.” That’s always scary when you haven’t met someone’s wife or kids and you’re like, what if they hate me. And I remember I started thinking, oh my gosh. He spent all his money coming out here, and then he bought the thing, she might legitimately want to kill me. I have no idea. I was a little bit nervous. And I came and met them and the kids, it was super cool. I remember the coolest thing, your wife just looked at me and she said, “Thank you.” And I was like, how cool is that? Just the coolest thing. Thank you for convincing, persuading, whatever the things are to do this thing. I think sometimes as entrepreneurs we feel the guilt or the nervousness of, “Should I sell somebody something? Is it right, is it wrong?” You have to understand when you’re doing it, it’s not a selfish thing for you. It’s like, how do I get this person to take the action they need to do. Because most people won’t do it until they make an investment. It’s just human nature. They’ll keep dinking around and dinking around, whatever it is until they have a commitment, until they make that covenant, like Myron talked about earlier, people don’t change. So in any aspect of life, you want someone to make a change, there’s got to be something that causes enough pain to cause the change, which is why we have the program. We could have priced the program really, really cheap but I was like, “No we won’t.” We legitimately wanted to make a plata o plomo moment for everybody. You’ll notice, when the program signup, not everybody who signed up is here today. Some people fell away, some of them left, things happen and I totally understand, but I wanted to make it painful enough that we get people to move. And there are people in this room, I’ve joked about, Nic probably shouldn’t have bought that. If he would have asked I would’ve been like, “No dude, don’t. What are you thinking? Why would you do that?” as a friend this is weird, but I’m so grateful. Are you grateful you did? Nic: Absolutely. Russell: Where’s Marie Larsen, is she still in here? I talked about this in the podcast. She was in the same situation, she should not have signed up for it, it’s insane. I saw this text she sent Steven, she’s like, how much did you have in your bank account when you signed up for it? $70 in the bank account, $1800 a month bill she signed up for. And then it started happening and she was freaking out how it’s going, if you guys haven’t listened to the podcast, Lean In, yet I told the whole story. But it got nervous month one, then month two happened and she’s like, “Oh my gosh, I need to leave. I can’t afford this.” And she’s talking with Steven and Steven’s like, “Well, you could leave and walk away, or you could lean in.” so she decided, “Okay, I’m going to lean in.” So she leaned in, and I’ve watched as her business over the last 3, 4, 5, 6 months is growing and it’s growing and it’s growing because she leaned in. Tough times will come, every single time it comes, but those who lean in are the ones who make it through that, and who grow and who build huge businesses.

Nice to meet ya, I am Cliff :D With this podcast I will show the journey of Cliff Tang, how I founded Kaizen Project. My mistakes & lessons My wins & losses My ups & downs I want to make my life legendary & inspire as much people as I can in this life journey. Today 19/2/2021, I mark my commitment to do a podcast every single day. My dream is to be an inspirational speaker & for that I need to practice, over and over again This first podcast will suck, but by time it will suck less until it becomes GREAT :D Inspired by a lot of teachers, but the trigger that made me decide and to take action was the OFA-challenge of Russel Brunson (and of course Steven Larsen, Jim Edwards & Julie). Thank you all for guiding me on this journey. I'm standing on the shoulder of GIANTS, Thank you!!! I'm excited and curious to see how it will be different 365 episodes from now. Cu tomorrow

If you want to learn the secret to selling more of your products consistently, this is it… Hit me up on IG! @russellbrunson Text Me! 208-231-3797 Join my newsletter at marketingsecrets.com ---Transcript--- What's up everybody. Good morning. This is Russell Brunson. Welcome to the Marketing Secrets Podcast. I'm driving to the office and it is raining outside. It's beautiful. But today I want to talk to you about something that I think so many of us entrepreneurs forget about. We get so excited about creating our product. We are so excited about actually building out our funnel and then miss this step. We do not miss it, but we don't do enough to keep sales consistently coming in. And that's what I want to talk to you guys about today. All right. Consistency in sales. This is the key, right? Everybody can launch a product and make a little bit of money. Everybody can put something out and get a sale every once in a while. How do you make consistent sales all the time? I remember when I was first just getting started in this game, there was this internet marketing forum back in the day called The Warrior Forum. And I was in there. I was a member. I was reading all the internet marketing guys posting, what they're talking about. And some guy posted something about, I can't remember what it was, but he posted something about his sales and how many sales per day he was making. And I remember I was just shocked. I was like, "Wait a minute, you make consistent sales every day?" I thought the whole internet marketing game was like, you create something and every once in a while someone buys it and you get some money to go play, you take your wife out on a date or something. It never crossed my mind there is a way to make consistency in sales. I still remember. I wonder if that post is still there from 18 years ago, whenever it was. But I remember posting, I was just like, "Wait, how do you get sales every single day?" That never crossed my mind as a thing, that that was a possibility. Because I think I looked at my business as a promotion, and I saw I was looking at launches as a launch. You launch it, and you make some money, then you got to create a new thing to launch. And I remember that was the first time it crossed my mind. And he didn't answer, and nobody answered. But I remember I was just like, "Oh, can you imagine what it'd be like to have sales coming in every single day? That'd be insane." And so, that's kind of the premise of what I'm talking about, because so many of you guys have a promotion or you've got something that sells every once in a while, but it's not like a business that's consistently generating cash, that you're consistently trying to grow. Right? And so, yesterday, actually last two days, we hired a really cool company called Chamber Media. And they are basically a contract we're doing, one big ad campaign per month with them for the next 12 months. So, what that means is I go into the studio, they write a script, they create a whole thing, and then we film it. And we filmed the video, and then while we filmed the video, we filmed anywhere from six to 10 retargeting ads at the same time. Right? And so, the last two days we actually did two of them. Well, the first one is like a Mission Impossible thing, because we're using it to sell one funnel away challenge. So, I was high waisted. How you say that word? I was in the air in a harness, flying around like, like Tom Cruise from Mission Impossible. And then, we filmed more stuff, it was so much fun. And then, yesterday was another one is kind of a first person shooter ad and... Anyway, so much fun. We did all things. And I remember at the end of it, they've got their behind the scenes video guy there filming behind the scenes and asking questions to people. And he asked me this question. He said, he's like, "Why do you guys spend so much money creating these funny ads? I just want to understand why you guys are doing this." And the second ad was for Expert Secrets, which is a book. And earlier today someone said, they're like, they've made a comment of like, "He signed a book that's free plus shipping. How was he able to spend this much money on an ad?" And so when the other guy asked me that question on camera, I was thinking for a minute. I said, "You know what? Most people, they spend so much time creating the product. Right? If we write in the book like, Expert Secrets alone was like an 18 month project, right? So it's like a year and a half of your life is dedicated to creating this thing. And then you go out and you create the funnel. And for me, that's like, I geek out for a long time. So, it's 30 days of me geeking out, deep diving Funnel Hacking a million people, writing the copy, doing the videos, all the stuff, the funnel. And then, there's the next phase, there's all different things that go into, right? And then we launch it. We make a whole bunch of book sales. And then for most people that's where it stops. And for me, it's like, "Why I keep investing time and energy money, making new ads and driving new traffic and all these kind of things." And it's like, if you think about it, it's because I love my products so much that I don't stop after we launched the product. Right? I want people to continue to read this book forever. I want millions and millions of copies sold. I want, when I'm dead, that there are still ads being run, my face on it, selling my books. In fact, I've told my team multiple times that if I die, they have permission to continue to run my ads every single day. That's my art, don't turn it off. I remember Billy Mays, who's probably one of the greatest pitchman of all time. When he passed away a couple of years ago, they cut all his ads. I think out of respect for him or for the family or something. But even OxiClean is number one best seller of all time, they cut all his OxiClean ads and put it in someone else. And, and I was just like, "Dude, what?" Ah, Billy Mays as the greatest pitcher of all time, the way he would want his memory to be remembered is people running ads of him. He doesn't care if he's dead or not. That's his art. He wants it to live on beyond himself. And so if my team is listening to this and I've deceased at this point and you're like, "Should we run Russell's ad?" Yes. Keep running the ad. Don't stop it. This is my legacy. I want to continue. You can even add a meme video, from beyond the grave, Russell's coming back to tell you about this book. That's how important it is. I don't care. Keep running my ad. But anyway, I digress. And so that's the reason why I spend so much money, because I care about the product. I don't want it just to be a promotion or one-off thing. Something that makes sales once in a while, I want this thing to sell consistently every single day for the rest of my life. Right? That's the big transformation in people's heads. And so, I think what happens in our world is, we spend so much time creating the product, right? So, we're trying to create a sales funnel, so much time creating the initial campaign that launches and sells it. And then we stop and we move on to the next thing. And in my mind is like, "What a tragedy. You spent so much of your blood, sweat and tears creating this thing." Like I told the guy in the camera, I was like, "My fingers literally were bleeding from writing this book." I don't want it to go down and as just a promotion, this is something that I want to keep pushing and keep driving and keep making sales. And so, the question comes back is, what do we do next? After the thing is launched, where do we put our creativity? Is it the next product? The next thing? And the answer is no. You put your creativity into creating more creative, more ads, more things to go grab people and hook them and bring them into your world. Right? If you read Traffic Secrets, all about hook, story, offer. You already have the story, you already have offer. Now it's going out, and you got to create hook after hook after hook, after hook after hook to grab more people and bring them in to hear your story. Okay. So, the last part which never ends is the creation of hooks. You are creating hooks and hooks and hooks and hooks to keep grabbing people and bringing them into your world. And that's where the creativity lies, I think us as entrepreneurs. And I'm as guilty as anybody. "My creativity is in the next book, the next project, the next funnel, the next thing." And it's like, "No, I need to shift more of my creativity into the next creative, the next ad, the next video, the next message. The next podcast, next thing is going to bring more people into my world." And so, in fact, it's funny, Steven Larsen, he messaged me yesterday on Voxer. He was like, "Dude, in the last..." I can't remember two and a half years or three years since he left ClickFunnels. He's like, "We've launched 90 funnels." He's like, "Only like three of them are making any money. So, we're like killing all the rest of them, and I'm going to start focusing my time on just creating more ads to sell those three that are actually making the money." I was like, "Yes, that's exactly what I'm talking about." And so, for most of you guys, you have something amazing. You've created something in the past. It's sitting there on the shelf, or in your ClickFunnels account that made money at once and stopped, or made a little bit, but not what you wanted, so you stopped. The answer's not, "Go make a new thing." It's, "Go create more ads, go create more videos, go talk more, make more noise, get your message out there. Throw out more hooks and hooks and hooks until you find the right hook." Recently watching Dean Graziosi's video from Funnel Hacking Live. He's talked about his book, Millionaire Success Habits. And they spent a year and a half, two years driving traffic to that book, and it did. Okay. Never did awesome. And he kept trying different ads, trying different ads. And it was a year and a half, almost two years in that he did this ad that had a different message, right? It was just a shift on the positioning of how he positioned the thing. And that was the one that hit. And since that point they've sold 500,000 copies of the book or more. But it was just shifting the message. But he didn't know what messaging was right. It took him a year and a half of creating lots of hooks after hook, after hookup hook, after hook, before he found the one that blew it up. Right? And so sometimes we just stop too early. We try a hook, it doesn't work, we're like, "Oh, I'm out." It's like, "No, no, no, no. The product might not be wrong. The funnel might not be wrong. It's your hooks were wrong. Like how many hooks you can throw out today? Is it one? Is a two? Is it 10? Is it 100?" Like, go create more of them. Put more out there, make more ads, create more videos, make more images. All the stuff we're doing, all the things happening around the product around the funnel are as important, if not more so. Well, they're definitely more so for your longterm consistency in sales, right? I think it was really fun yesterday, as we were creating these ads, every single scene of the ad, we'd create the ad, and then we would stop and we'd create retargeting ad right there. Right. And so for one video, we'd have six, seven retargeting ads. Today, I'm coming in, we have a landing page we're creating. And so, I'm trying to get his picture. So we're coming here, we're getting a picture. I was trying to like, "Give me the best hook for the pictures." So, I wore red shirt and red watch and red shoes, because to be bright, right? And the picture, we have these colored, the big colored sticky notes, all these things. Because I'm trying to create a hook to grab people's attention. Right? And then Brandon's coming over with his video camera. And after, we had the pitches landing page, I'm going to create 30 different ads to get people to the landing page. Right? So it's going to be me showing them landing pages, talking about landing pages, and there's all these little micro ads will run on Facebook and YouTube and Instagram and everywhere. All talking about the picture that is the pitch on the landing page to get somebody to opt-in. Right? And so I'll probably create 30 different ads today, all going to the landing page that we're developing today. And that's it. Right? And I'll probably have 30 ads, and probably 20 retargeting ads. So, it's just like, here's the one piece of content. Right? The landing page. But then from that landing page, we go back and we create 30 ads, 40 ads, 50 ads, all just pushing to the landing page. And they're all dumb. They're little, they're fun. And we have no idea which one is going to work, which ones aren't going to work. So, we just make a whole bunch of them. Right? And that's the secret. That's the key to longevity. So, anyway, I hope that I hope that helps. Especially if you guys who were frustrated, sales are down, you trying very hard to get consistency. You want to make this more of a, instead of a hobby, more of a full-time job. It's shifting your focus from the next product to the next ad, and putting in focus in your creativity there. So anyway, I hope that helps. Cool stuff happening and hope you guys are having great holidays. And now that said, I'm going to go inside and take some pictures and create some hooks, and hopefully sell some more books. I appreciate you all. And they'll talk to you soon.

Special Treat coming live for you all!  The one and only Marley Jaxx joins us and shares all about her mission and her big heart.Working with top dogs like Daymond John, Cristy Code Red, Alex Charfen, Rachel Pedersen, Stephen Larsen, and having worked events with Gary Vaynerchuck, Seth Godin, Randi Zuckerberg, and Robin Sharma – Marley leads her dream team specializing in impact-driven and profit-focused video strategy using The VIP Code.Waging war against short-term influencers and creating an army of visionary leaders who refuse mediocre, mundane, and average video strategy, Jaxx Productions builds a production team around their movement through omnipresent video assets.Connect with Marley and be prepared to have your lives changed!  Oh and don’t forget a few of her favorite charities.  Https://dreamingzebra.orgHttps://operationundergroundrailroad.comConnect with Marley:Https://marleyjaxx.comHttps://instagram.com/marleyjaxxhttps://www.youtube.com/channel/UC062X1VdOLH7wHTEZZ6Q74w Connect with Cory and Ron on Social:https://www.instagram.com/rcooljr/https://www.instagram.com/corye22https://www.facebook.com/rcooljr/https://www.facebook.com/corye22https://www.linkedin.com/in/rcooljr/https://www.linkedin.com/in/cory-carter-186a4832/You interested in jumping on a call with the guys https://calendly.com/hindsighthacking/connect?back=1&month=2020-11Or you just want to check out their websites:Https://gethhm.comHttps://nowmydream22.comHttps://podcastinar.comHttps://profitswithpodcasts.com

How to get your business to TAKE OFF! I was a jack of all trades and a master of none. Are you like that? It’s like you know a bunch of stuff about a lot of different things, and you’re good at all of them, but no one recognizes you for that ONE THING. You don’t stand out from the crowd because no one sees you as a SPECIALIST. Want to know how to take the knowledge and expertise you have and quickly become the go-to specialist in your industry? Then you HAVE to listen to this episode of Marketing Secrets. ---Transcript--- Hey what’s up everybody? This is Russell Brunson, welcome to the Marketing Secrets podcast. So excited to have you guys here tonight, I’ve got something really fun I want to share with you. Alright so, I’m not sure the best way to kind of pre-set this up. But I want to share this with you because I think this is why a lot of people struggle. In fact, looking backwards now, it’s always easier to look hindsight. But looking backwards, I think this is one of the reasons why I struggled for so long, for probably almost a decade. The reason why is because I was trying to do the right things. I was trying to figure out how to provide value for my customers. So I was learning all sorts of things. So as I was learning everything, I was trying to teach these things, trying to share things, which is good. I think a lot of times people like us, who are creators and who like to give and serve, it’s just kind of our nature to do that. So I don’t think it was bad, necessarily, but what happened, I started becoming a jack of all trades and a master of none. I remember that when I first started getting into the internet marketing business and teaching stuff, I looked around at the marketplace at the time, and there were people that were specifically good at one thing. Jeff Walker was good at product launches, Frank Kern was good as mass control, they had all these different people, I can’t remember all the names right now. Perry Marshall was PPC, Brad Fallon was SEO and everyone is good at their one thing. Then for me, I started learning all these things. John Carlton was copywriting, and I looked at all these people and they had one thing, but for me I was like, I was good at all those things. I knew how to do SEO and I knew how to do pay per click, I knew how to do the copywriting, I knew how to do product launches and I knew how to do all these different things. So I would try to sell myself, I would teach, I could do everything for you guys. And I would try to show them how to do everything. And what’s interesting, as I tried to show people how to do everything, it was hard to really grow and scale my empire, or whatever you want to call it. And it was always weird to me because it was like, oh you can go there and get that one thing from that person, but you can get everything from me, come to me. And I think just because I loved it all, and I geeked out and I wanted share it all. But because no one could ever look at Russell and be like, “Russell’s the guy who does this.” They were like, “Russell is this guy that’s teaching all sorts of stuff.” Because I didn’t specialize, no one ever wanted to come to me. It was really interesting, and it was always frustrating to me because I was just like, I felt like I was as good if not better than most of these people, but because I didn’t specialize it was harder to get people in. So that was me for a decade. I struggled because I knew I was good at all these different things, so because of that I wanted to do them all. Now fast forward to four or five years ago, whenever we started making this transition and as we launched Clickfunnels, I kind of became the funnel person. And it was strategic, because I was Clickfunnels it was like, “oh he’s the guy who does funnels.” And I started talking about it more, started sharing it more. I became obsessed with just that one piece. So because of that, I started just going deep into funnels. I think that if you ask anybody now, they look at me as, “Russell’s the funnel guy.” And I wasn’t the first funnel guy, I wasn’t….honestly, I’d been teaching funnels for a decade prior to that right. But for some reason, it was just one of the things in my tool belt, but it wasn’t the thing. But when it became the thing, it changed everything in my business. All the sudden people who wanted to learn funnels came to me. And I watched as my empire, my brand, my whatever you want to call it started growing dramatically. Now after I became the guy at this one thing, I was the guy at funnel building, what’s cool is I bring my audience is, but I can still do and still serve them in all the other things. But it all comes down to one core thing, funnel building, that was my thing. I was the guy about funnels. And then I can teach traffic, but instead of teaching traffic it was fill your funnel. Here’s how we fill your funnel full of people. I could still teach copywriting, but it wasn’t just copywriting, it was funnel scripts. Here’s how we do the copy for your funnels. I can still teach traffic generators, all these different pieces that I was good at. I can still teach them all, but they are in the context of this one thing, funnel building. And when I did that, you’ve seen how things grew. I was able to build, we were able to build software around it and trainings and everything else. Masterminds, and coaching programs all around this one thing, which was the funnel. Now once again, inside of that I can teach all the things I did before because now I was known for one thing that was the key. So that was kind of the first thing I wanted to share with you guys. But it goes deeper than that. Today I had a chance, my wife’s out of town at a funeral for her grandma, so I was home with the boys, so I spent a lot of time with them, which was fun. Then I also went and worked out on my own and kind of just had some time to myself too, so I was listening to podcasts, and one of the podcasts I was listening a lot to was Dana Derricks. His podcasts and one of his books and stuff like that, and it’s been interesting because I’ve known Dana now for probably two, maybe three years. He joined my inner circle and he spoke at Funnel Hacking Live this year. What’s interesting, when I met Dana, he was famous at the time for copywriting for Amazon listings. He was charging people 10 or 20 grand to write a listing in Amazon. And that was his thing. It was good, he was making really good money, but it’s one off things and he got tired of writing. So he was like, “I’m going to write a book and teach people how to do what I do.” So he wrote this book and then he was like, instead of selling the book for really, really cheap, I’m going to sell it for really expensive. So he started selling these books teaching people how to do Amazon copywriting for like $500-$1000 per book. And started doing better, gave him leverage, started making more money. But still the marketplace, it wasn’t the big market that he wanted. So then he transitioned from there to teach people, “You can write these really expensive books like I did.” So he created a book that he started selling for like $2500 that taught people how to write books and sell them for $1000 at a time. And that was a thing and it was doing well, but I don’t think it was ever huge. And then how he started selling that book, he got a strategy that I think he got from me, and I got it from Chet Holmes and it was this concept of the Dream 100. Chet Holmes, there’s one chapter in his book called the Dream 100 and then inside of my training, I think I’ve referenced it four or five times, I’m a big believer in the Dream 100. In fact, in my book Traffic Secrets, the foundation of that is the Dream 100, which is kind of cool. But then Dana took it and put it on steroids, he wrote a whole book about it, started doing it, did it for his own stuff and then started doing it for other people. And that became this new, if you look at Dana now, he has become the dream 100 guy. He has a whole back end thing for, I don’t know, 30 or 40 or 50 thousand dollars, where he actually does the dream 100 for you, and all these crazy things. He’s got his book on dream 100 and now that’s become his thing. He may transition again in the future, who knows. But for right now, that’s becoming his thing. He’s got the book on front end, he’s got the done for you or done with you on the back end, all these things, and he’s going deep, deep into this one little piece. This one piece that was a chapter in Chet Holmes book, it was a chapter of what I share and he’s taken it and gone deep and built this huge business out of it now, and it’s all just because he is now the dream 100 guy and he’s focusing really, really tight on that, which is really fascinating to me. I took my, here’s my scope of everything I could possibly do and when I took one piece of it and became the guy, when deep on that, that’s when everything blew up for me. For Dana, I think it’s the same thing. There was copywriting and then there was writing and all these different things, but when it became dream 100 traffic, this is how you get traffic, this is the best way to get traffic, the only way to get traffic, focus on the dream 100, dream 100, dream 100. That’s when things blew up. Now he’s got his dream 100 con coming out, which is a big event that he’s doing and all these things, but he’s going deep in that one vein and that’s where now people are coming in, because he’s the guy that does dream 100.  Anyway, I think that’s so cool. I saw recently also, Steven Larsen’s sister used to work for us, Marie Larsen, and she, and I don’t know everything, kind of her whole story. But what’s she’s done really good, I believe she was helping Steven with his podcast and getting published or whatever and she decided, “I’m going to become the podcast person.” So she went down and was like, “I’m going to come down and become the best person at podcasting.” So she did that. “I’m going to teach people to do podcasts, I’m going to help them do podcasts, I’m going to build a service around it. I’ll do my podcast about podcasts.” All this stuff, she started focusing on that one little piece, that one little sliver of the market, and because she’s now becoming that person people are coming to her and she’s helping them do podcasts. And she went from not making any money online to overnight to making, I have no idea her revenue, so I’m guessing, $5000, 10000 a month or more and just….because that became the thing. Another good one is Yara Golden who is a super cool person. She was doing relationship coaching and other things and having success in different pieces, but inside of the Dotcom Secrets book, there’s one little chapter about soap opera sequences and how to write these soap opera sequences, so she took that piece and started doing it for herself and then started doing it for friends and started having success and started geeking out on going deeper, deeper, deeper now. She’s like, “I’m just going to be the person who writes these really amazing email sequences.” And then she did it for one person and it blew up for them and then someone else, and someone else. And everyone started hearing about it, and right now she’s making, again I don’t know her exact numbers, so I’m probably not even, I know it’s well. I know it’s more than $25,000 a month she’s making writing emails for people and going deep into that. And she hasn’t even created a course or training or anything, she’s just doing this service and making more than a doctor makes because she went super deep on that one little skill, that one little piece. So for you guys, I think a lot of times we’re trying to become so good at everything, teach everything, do everything and that kind of thing, but look at the whole market, look at all the stuff out there and just pick the sliver that you could become the person at. That you could go the deepest, that you could be the best in the world at that one little thing. Figure out that one little piece and go deep. That’s the magic, it’s not in being a generalist who’s good at everything. You can do that, and you should do that, because it’s good to have your skill set there, but the magic comes when you specialize in a little thing. Look at doctors for example, the more a doctor specializes in a thing, the more money they can charge. I’ve got a lot of people who live around me that are doctors and the ones that go to more medical school to specialize in a tinier thing, make more money than the generalists who are able to fix kind of everything. So that’s the mindset I want you guys thinking through. In your market, how do you become the person, the sliver, the one little piece that you’re going to own, it’s going to be your thing, that you do better than everyone else, that you can geek out on. So when someone’s like, “What does so and so do?” “Oh he’s/she’s the person that does podcasting.” “..that does email sequencing.” “…that does weight loss for teenagers.” Whatever it is in your market. What’s that thing? Find that thing. And don’t be nervous, “Oh it’s such a small segment.” The smaller it is, the more specific, the more specialized you become, the more valuable you are. When I became, when I was Russell Brunson, the guy who knew every type of marketing known to man, I was a generalist and I didn’t get paid what I feel like I was worth. When I specialized and became the funnel guy, that’s when my income exploded. After you understand that, then it’s like you can layer on other things within the context of that, but you do it all from the same foundation. Like I said, with funnel building with me, that’s my thing but I can lay on copywriting, I can lay on traffic, lay on these other pieces still but they’re all tied. You’ll notice I pretty much have funnel in every one of my podcasts now. Funnel or secret, those two words are mine, they’re in everything, because those are the things that tie back to the one thing I’m the best in the world at. So for you, just think about that. What is the thing you can become the best in the world at, and the smaller…you think about Dream 100 that’s such a small thing. For me it was a page and a half of one of my books, that’s as much effort I put into that. I wouldn’t have thought you could build a huge business with it. Because someone took that piece, that sliver and went super, super deep, boom. Dana’s building a multi-million dollar a year business out of it. Yara took Soap opera sequences, that one little piece, five or six pages that she learned and then went deep with it, boom $25,000+ a month coming into her, just for writing emails. She’s beginning this journey that’s going to turn into a multi-million dollar business by actually doing this service and training and teaching all this other stuff around it. And then with others as well. So just think through that you guys. Just start thinking about that for yourselves. You don’t have to be good at all these amazing things, just pick the little sliver that you’re going to become the best in the world at and go deep there. And the deeper you go, the more you master that craft, the more people are going to come to you because they’re going to want that thing because you’re the best in the world at that piece. So I hope that helps. I appreciate you guys all. Have an amazing night and we’ll talk to you guys again soon. Bye everybody.

In this episode, we had the pleasure of having steven larsen on our show. Steve is a successful Internet marketer who joined clickfunnels in 2015 In 2016, at a funnel hacking event, he was offered a job to build  funnels next to Russel Brunson . He then Designed the curriculum for the first 2 Comma Club Coaching program, which helped many get their first million. In 2018 he left HIS JOB TO START HIS BUSINESS FROM SCRATCH, WITH NO REVENUE OR PRODUCT, AND CROSSED $1MILLION AFTER JUST 13 MONTHS.  We are discussing very interesting topics on Steve experiences throughout these years.

Today I want to talk a bit about the importance of building your own platform online, and a method I used to kill the procrastination that many people suffer from.    When Jerry Seinfeld was an up-and-coming comedian, he made a commitment to write one joke a day. Just one funny line, nothing huge.    He had a big calendar of the whole year on a wall in his apartment. Every time he wrote a joke, he put a red X on that date.   Before long he had a growing chain of red X's on the calendar — a visual reminder of the consistent work he put in.   What kept him motivated each day was the fear of breaking the chain. DON'T BREAK THE CHAIN.    I had a new year's resolution of creating 2 podcasts a week for the whole year in 2020, and we are nearly half way through the year and I'm up to Episode 47 now.    What inspired me was when I heard Steven Larsen saying he hated the idea of publishing initially, but once he finally committed to it it changed his life.    It might sound old school but the key to finally making it happen was creating a SMART goal.   S = Specific   M = Measurable   A = Achievable   R = Relevant   T = Time-based

Steve is a successful marketer and buisiness owner. I personally have learned a lot from Steve from his YouTube Channel and Podcast called "Sales Funnel Radio". ★★★Contact Steve here: https://stevejlarsen.com/  ★★★ ____________________________★★★Contact Me★★★ joy@marketingwizardsonline.com★★★The Challenge that started it ALL for me. The OFA Challenge!  To join the next OFA challenge with all my bonuses★★★ (Get your digital marketing degree in 30 days - everything you ever need to know)____________________________★★★Watch my videos on YouTube★★★https://www.youtube.com/channel/UCtXK9m_13QA2a04dbNuOR5w?view_as=subscriber★★★Subscribe To My Podcast★★★https://www.unleashyourfocus.com/podcast-and-vloghttps://www.joynicholson.com/homewww.marketingwizardsonlineofa.club *** 

Great things happened; I launched a high ticket coaching program along with 7 other coaches and it's been amazing. The group is on FB and it's called "Coaching Business Mastery Movement"I've been invited to speak in a summit along with Steven Larsen, Marley Jaxx and so many ammmazing entrepreneurs. And i'm collaborating to work on a book with a bunch of great entrepreneurs soon!Back to gym with my Personal Trainer, and i am happy :)If you enjoyed the episode, if it helped you in any way, or if you had ONE aha moment, please let me know, hit the subscribe button and leave me a review and a comment. You will make my day :) Or if you think i can improve anything, also, leave me a review and a comment, you will help me do better things and bring you what you need in the future. If you would like to connect with me & become friends :) Check me out at: https://www.facebook.com/reem.kharbat Instagram: https://instagram.com/reem.kharbatLinkedin: https://linkedin.com/reem-kharbat Or visit my website: https://www.reemkharbat.com/home Do you want to launch your own podcast, then you have to check the Podcast Profit Lab Program; it's life changing! http://bit.ly/3bsS3xa

Marley Jaxx is an expert in creating strategically omnipresent content, getting videos ranked on YouTube and Google and using cross channel video marketing for maximum reach. Jaxx Productions brings next-level video social selling to the marketplace. She had worked with top dogs like Daymond John, Alex Charfen Rachel Patterson, Steven Larsen and a whole bunch of others.  During this interview we discuss: 2:45 - Marley shares her story from dental hygienist to entrepreneur and video creation and marketing expert. 6:16 - She shares the one business superpower she wishes she had. This might surprise you! 9:01 - Then Marley dives into exactly how she generate tons free leads using YouTube. 13:16 - The key components in creating good videos. 17:17 - We talked about the most important thing to getting more views on YouTube.  18:10 - Why the first 24 hours after you release a new video are critical to the long term success of that video. 21:05 - We talked her strategy for nurturing leads after they optin to your list. 23:34 - PLUS A WHOLE LOT MORE!!! Marley's Websites: Learn more from Marley on YouTube Follow Marley on Instagram -------------------- If you enjoyed this episode, please RATE / REVIEW and SUBSCRIBE to ensure you never miss an episode. Connect with Dennis Brown  AskDennisBrown.com LinkedIn Twitter Instagram [Free Giveaways]

Andrew Walton is renowned for his ability to produce windfall income, install new profit centers, and maximize the value of client relationships & business systems…without spending any more money.    He does this by identifying and tapping the overlooked opportunities, under-performing activities, and hidden assets that most business owners don’t even realize they have immediately available to them.    Andrew has worked with top names in online marketing - including Neil Patel, Joel Erway, Steven Larsen, and Arne Giske.    Listen in as Andrew shares the strategies for how he's made that all possible without burning out.    Enjoy!    Highlights  How did Andrew come up with the idea of a performance-based agency?  What are the benefits of operating on a performance basis  The challenges he faced at the beginning of his business  Lifestyle business: Is it real or a myth?  How do Andrew uses his experiences and the knowledge he has and use to help clients build their businesses? What is Andrew’s biggest learning experience when he started a performance-based business    Connect With Andrew  Website  Facebook 

Andrew Walton is renowned for his ability to produce windfall income, install new profit centers, and maximize the value of client relationships & business systems…without spending any more money.    He does this by identifying and tapping the overlooked opportunities, under-performing activities, and hidden assets that most business owners don’t even realize they have immediately available to them.    Andrew has worked with top names in online marketing - including Neil Patel, Joel Erway, Steven Larsen, and Arne Giske.    Listen in as Andrew shares the strategies for how he's made that all possible without burning out.    Enjoy!    Highlights  How did Andrew come up with the idea of a performance-based agency?  What are the benefits of operating on a performance basis  The challenges he faced at the beginning of his business  Lifestyle business: Is it real or a myth?  How do Andrew uses his experiences and the knowledge he has and use to help clients build their businesses? What is Andrew’s biggest learning experience when he started a performance-based business    Connect With Andrew  Website  Facebook 

I was blessed to have the opportunity to get coached one-on-one by the phenomenally successful Steven Larsen, founder of Offermind and many multi-million dollar funnels, as well as the popular podcast Sales Funnel Radio. He is also the former funnel builder for Russell Brunson, owner of Clickfunnels. Today I’ll be sharing the experience I had with him, and what he taught me about SUCCESS....

Listen to Stephen Larsen's epic journey from being broke in college to now a two comma club winner. He is a Genius funnel builder and one of the leading experts in the world in Offer Creation. Stephen is the creator of OfferMind, OfferLab, SecretMLM Hacks, Former Lead Funnel Builder of Russell Brunson and Coach of the One Funnel away Challenge etc.

Part 2 of 3 from my presentation from Funnel Hacking Live 2018 where I talked about this new concept called "Conversation Domination". On this second part of Russell’s Conversation Domination Presentation at Funnel Hacking Live 2018 he talks about the different “channels” on your phone that you can use to gain a following. Here are some of the awesome things you’ll hear in this episode: Find out what channels would be considered a reality show, a talk show, a sitcom, and radio show. See why Russell is so obsessed with Instagram, and why he thinks it is the most powerful platform. And find out how you can get 10,000 followers quickly in order to use the “Swipe up” capabilities on Instagram. So listen here to the second exciting part of the Conversation Domination Presentation from Funnel Hacking Live. ---Transcript--- Hey everyone, this is Russell Brunson. Welcome back to the Marketing Secrets podcast. I hope you guys enjoyed the first of the three episodes of the conversation domination presentation. Today I’m going to release the second part of this presentation, which will be diving deeper and deeper into it. I hope you guys are enjoying this concept, and you’re starting thinking in your minds, how do I dominate this conversation so when my potential customers are on any platform all they see is me telling my stories and making my offers, all that kind of stuff. So I’m going to queue up the second part of this presentation right after we get back from the theme song. So right now, the first step in this process is shifting your mindset from buying ads to sell products, to buying ads to build your distribution channel. Does that make sense? So all these things that are all pushing ads, I want to build distribution. I’m building email distribution, messenger distribution, and the last thing at the very end there that says, “MD” that’s the cool stuff we’re going to show you tomorrow night. That’s the new update inside of actionetics, called actionetics multi-dimensional. So MD, that’s what we’re talking about here that’s coming up soon. Alright so all the ads goal is to build distribution. So what’s the goal of my distribution? The goal of distribution, of having this distribution channel is to sell stuff. That’s it. Some of you guys are all trying to be romantic about it, “Oh no, to build a relationship.” Yeah, that’s all nice, but I want you to  understand, the reason why people built TVs and they hired the cast of Happy Days to learn roles and get scripts and build the entire show was for one reason and one reason only-so they can sell stuff during the commercial. This is the Sham Wow guy, I actually met him one time, so funny. I don’t think he was advertizing during Happy Days, but that’s the key. So what we’re doing is we’re getting all the distribution so we can build these lists and we can sell them products and services, that’s the secret, that’s the key. Now what if the typical, there’s a couple of problems with traditional online distribution like email and messenger. First thing, email there’s kind of a feeling like if you email someone more than once a day, how many of you guys get annoyed, “Why is this person emailing 5 or 6 times a day?” There’s kind of like these unset rules of just, once a day is max, and some of you guys are less, like once a week or twice a week, or three times a week. There’s just kind of like these weird rules where that’s kind of as much as you can possibly do. If you get more than once a day, it gets kind of weird. Messenger is even more intimate. I remember, I’m a huge Tim Ferris fan and he launched his messenger bot and I opted in and the first 48 hours I got like 14 messages. And I don’t unsubscribe from almost anything because I’m a marketing guy who loves stuff, and I remember being so annoyed. He keeps sending these, messenger is so intimate, so I feel like me personally, once to maybe twice a week is the most I can message within messenger before you cause weirdness and disconnect. So that’s a limit that we have here. If you look at other things like text messaging it’s even less. If you text someone once a day, you’re going to jail. It’s crazy. So they have these limits. So they’re good limits, but they’re definitely limits. So when I understand, to have this distribution channel, what should I do with it? How can I increase how I can connect with people? So what I do is my distribution, my email and my messenger, the goal outside of selling stuff, which is my number one goal, my second goal is to build the shows on my channel. I’ll show you that here in a second. That way we can sell more stuff to more people. So I’m using this distribution now to build my channels, to build my instagram following, to build my Facebook following, to build my YouTube following, to build my podcast. So I’m using my once a day, maybe twice a week, whatever those things are, outside of selling products and services I have, I’m using it to build these channels. Because if I build a channel of a thousand, 5 thousand, a hundred thousand people, then on that channel I can do a whole bunch of stuff more often. So we’re going to be building our individual shows on the platform, on our phone. This is coming back to what Gary V. talked about earlier. There’s Facebook app, there’s Instagram, all these apps are here on people’s phones, we’re building our personal show on each of these. Some of you guys are probably wondering, “Why do I need a show? I’m selling soap.” Or I’m selling “this”, whatever it is you’re selling. And this is why. How many of you guys remember Arsenio Hall? That’s it? How many of you guys remember Arsenio Hall? Arsenio Hall was a talk show host, big famous dude back in the whenever, back when I was a little kid. How many of you guys saw him on celebrity apprentice, 2 or 3 years ago before Trump ran for president and the whole thing disappeared? Do you guys remember this? So there’s a really important lesson here. So Arsenio Hall is on celebrity apprentice, he’s trying to win this huge thing and all sorts of stuff. And they’re doing a fundraising activity. So everyone’s out there and calling all their famous friends trying to raise money for some charity. And all these people out there are calling these people and making a bunch of money, and Arsenio Hall is sitting there and he calls every single person he’s calling, and nobody answers his thing, nobody’s picking up. And when the entire thing was over, he raised zero dollars for the charity by calling his network of contacts. And he’s sitting there on this couch this one time, and he says this thing that was just so powerful to me. He said, “When I had my own show, everybody returned my calls.” He lost his platform, he lost his show. When you build a platform like this you guys, everybody will return your call. The reason why I can get into networks and people that most people can’t is because I have a platform. Do you understand that? When Tony Robbins was launching his book last year, he lets me interview, lets me talk to him, all sorts because I have a platform. In the markets you’re in, if you have a platform, all sorts of doors will open for you. Just like Arsenio Hall. If you don’t have a platform it’s going to be harder and harder and harder. So that’s why there’s value in building up these channels, because it opens up insane amounts of doors, plus your followers are there. Alright, so if you look at the different platforms, they all work on different premises. One of the biggest mistakes people make a lot of times is that they think all the channels are the same, so they make one message and they spam it out to all the things. It’s like, ugh. There’s things you have to understand about each platform. If you understand the differences and how to actually publish on them, it becomes really, really fun. So I look at instagram as my reality show. So if you think about reality shows, think about the Bachelor, think about the Apprentice, think about Survivor, think about American Idol, think of all these different reality shows. It’s reality, how you’re interacting with somebody is like that. So I’ll go deep on that here in a second. But instagram is my reality show. Facebook is my talk show. So think Tonight Show, think Ellen, think The View. It’s a talk show, that’s how that platform is used. Number three platform that I talk about is YouTube, which I position YouTube like a sitcom, like Seinfeld or Friends.  And the number four platform we talk about is podcasts, which like a radio show, like Howard Stern, Glenn Beck. And then there’s other channels that are coming. Gary V. talked about other channels are coming and we need to be aware of those. Because if a channel comes you can jump in it quick before it gets too big, and you can build out your channel quickly, big things are happening. So I’m always looking for the new channels. The one I’ve been looking at recently is Twitch. How many of you guys have ever seen Twitch before. This is the ESPN of our little phone, except for instead of people sitting there and watching soccer or football or wrestling or whatever sport, they watch each other play video games. It’s insane. But if you go to Twitch and watch those channels, 100,000 people watching someone play a video game. It is the Sport Center of our phone, it’s crazy. So in your business could you start a game of business or a game of whatever you do and make it into a thing? Maybe. We’re probably going to be launching a Twitch channel where we all just build funnels all day long, and we let everyone….anyway, who knows? It’s going to be fun. But I’m looking for channels coming, this is one. But as the phone keeps growing more things are going to be happening. Right now, it’s still very few that get all the eyeballs. If you look at the social networks, the ones that have the majority of the eyeballs are the four we talked about earlier. So Instagram is your reality show, Facebook is your talk show, YouTube is your sitcom, podcasts are your radio show. And there’s other ones, your blog, pictures, there’s a whole bunch of other ones as well. And every business is going to be different. Some of you guys, pictures might be really big for your business, other people that might be the worst thing in the world. Some of you guys like to Tweet and that makes a lot of sense. So it’s kind of like, what platform works for your business? Alright, so the question is why do we build multiple shows? And I want you guys to understand, I had this big epiphany a little while ago. How many of you guys like to read blog posts? The weird thing about people who like to read blog posts, this is deep, they like to read blog posts.  Is that weird? How many of you guys like to watch YouTube videos? People who like to watch YouTube videos, it’s really weird, they like to watch YouTube videos. How many of you guys listen to podcasts? People who listen to podcasts, they like listening to podcasts. It’s really weird. So I was thinking about this, Steven Larsen, is Steven Larsen here? Yeah, that’s what I was hoping for. So I love Steven, he’s one of my favorite human beings on earth, and what’s funny about Steven, I know that Steven’s not on Instagram, so if I post anything on Instagram he’s like, “I have no idea what you’re talking about.” But if I mention it on my podcast he’s like, ‘Dude, I heard your podcast.” He listens to podcasts, he’s not on Instagram. There are people who are only on YouTube and they’re not on Facebook. People have the platforms that they love, that they love to be at, so if I’m only on Faccebook, a lot of people don’t like Facebook and I’m missing out on huge audiences who are listening to podcasts. Listening at different places. So I can be everywhere because there’s crossover, but people have favorite platforms. Not everyone likes all the channels. I guarantee everyone likes one channel, that’s where they go to for their news, their entertainment, so it’s there. So I like to be in all the places so I can get to all the different people and all the different channels. So my question for you guys, out of all these channels right here, which one do you guys think is the most important to grow for your own conversation domination? All of them, no, you’re wrong. Any ideas? Which do you think is the most important? You guys are all over the place. So I’m going to make an argument because this is probably a little controversial, but I think I’m right. I think the most important channel to build first is actually Instagram. What? Three people are freaking out, everyone’s like, “No!” And this is why, this is my framework for this presentation. The cool thing about Instagram is that on email I can send like one email a week or day, Facebook messenger, one or two a week maybe. On Instagram, I can literally with my own reality show carry this phone around with me and I can do 20, 30, 40, 50 little mini episodes a day, nobody cares. The look forward to it, it’s crazy.  So I promote Instagram because Instagram gives me the ability to promote all the different things that I’m doing all the time, and to actually promote the episodes. So a couple of things, number one, Instagram is your own personal reality show. I promise you when you first start doing this, the people who you love around you will think you’re insane. It will drive them crazy because you’ll be like, ‘Hey, blah, blah.” You’re like, always on video. It’s really weird for my wife at first, I think, she’s used to it now though, right? It’s tough because you’re like, you’re documenting this whole process. How many of you guys have been watching my Instagram stories behind the scenes of the last three days? If not you’re missing, I’m showing you guys everything, the secrets behind it, it’s all in there. I’m documenting my, it’s like a reality, I’m documenting every single day, all the cool stuff I’m doing, and because of that I get all sorts of people who are watching those things every single day. That’s number one. Number two is that intimacy is one of the best platforms I’ve seen to build a relationship with the attractive character. This comes back to what Natalie was talking about with vulnerability. When I’m on a Facebook live, usually I’m kind of postured because I’m doing my show or whatever. When I’m on Instagram, I’m at home with my kids. I’m at the pool. It’s like a different level of intimacy, where people get to know you at a different level. I promise you those who watch my instagram stories, I bet you most of you guys feel like you know me a lot better than those who don’t, because it’s a different level of intimacy that happens there. It also gives you the ability to document the journey. I’m documenting this entire journey of this event. I guarantee you all of the 10,000+ people today who are watching my shows who aren’t here; they’re going to get tickets before this event is over. They don’t know it yet, but they’re going to. I’m giving them some fear FOMO. I learned this from Julie, FOMO stands for fear of missing out. So what I’m doing is talking about this journey and they’re freaking out because they’re not here and they’re missing all the pieces and they’re going to see Tony Robbins backstage and be like, ‘Ah, I’m missing out on this stuff.” right. So I’m documenting the whole journey along this process. Now again, the cool things I like about this channel. You can publish to people 20 or 30 times a day and they don’t care. The way it works is I make a little video and at the end of it I say, “Swipe up” and if they swipe up on the screen it takes them to any website that I want. Before you have ten thousand followers you can’t do that. You have to say, “Go to the link in my bio and you can go see this special thing.” But as soon as you get 10,000 customers, then you can start doing swipe ups, which are the coolest things in the world. And I’ll talk about swipe ups, or how to get 10,000 people here in a minute. But that’s kindof the goal. So what’s cool about this, I’ll show the next slide, what’s cool about this is that I’m doing these stories and I’m documenting my journey and taking people throughout my life, a bunch of really cool things happen. Number one is I can do all sorts of product placement. It’s not really like I’m selling stuff, but people buy stuff like crazy. For example, my wife bought these really cool feet things, I can’t remember what they’re called, we put our feet in them and you put some salt in, you put this thing, with 15 minutes all this black green stuff starts oozing out of your feet. So we did it with our kids, it was really, really fun. I instagrammed, “Look at our feet, this is disgusting.” I’ve gotten, I can’t tell you how many people messaged me, “Where do I buy that, I need one.” “What’s the link, I need that.” They want stuff because they’re seeing you interact every single day. Do you guys remember American Idol, back when you watched American Idol, every single host has a big old coke on their desk. Coke is paying for them to have that coke there. That’s not a real thing, it’s product placement. So when we’re filming in my office I’m like, ‘Oh hey guys, we’re in the bathroom, here’s the Two Comma Club awards.” And I’m talking about these things and people are like, “I want to be in two comma club.” “We got the new t-shirts today. These are great.” “I want the new t-shirt.” You’re sharing all these things you’re doing anyway and people start seeing it, and the product placement is amazing. Number two is you can presell your content. The goal of my Instagram reality show outside of having all these cool things where I’m building connection, is to push people to all the other different things that I’m doing. So I might be like, “Hey guys, I’m working on a blog post, I’m talking about this. It’s going to be amazing.” Then like an hour later, “Hey, the blog post is almost done, I’m going it, it’s going to be awesome. How many of you guys want to see it?” and the next thing will be like, “Okay, it’s going live right now, I’m pushing it. Here it goes. I pushed it.” Then all the sudden they’ve watched these three or four stories and they’re like, “I need to read that post, this looks amazing.” And you’re like, “Get the next post. Swipe up to check out the post.” And all the sudden they’re like boom, they’re going and they’re checking out the post, because they’re part of this thing with you, the creation of the content. If I’m creating a YouTube video, I’m creating a podcast, I’m creating whatever, I’m talking about and they’re getting it and I’m like, ‘It’s live now guys, check it out, swipe up.” Insane amounts of people start going and start looking instantly. So I’m preselling my content, I’m pushing people to my content, I can also promote offers and products through it and a whole bunch of other things. So I love this. Now, this is the big benefit of Instagram. When I’m using email and messenger I’m focusing on that to build my channels. But the problem is inside your channels you have all sorts of episodes. If you’re like me, you’re putting out a whole bunch of content, you’re blogging, you’re YouTube, your Facebook, all these things are happening and if I went and emailed my email list every time I had a new piece of content going live, I’d be getting like 30 emails a day, and they’d hate me, and they’d unsubscribe and be angry. So I use my email and my messenger to build these channels up and then when something goes live on my podcast, those who are already on my channel will hear it, and if they aren’t, they’re following my instagram, I’m going to push them back into these individual episodes. Does that make sense? So Instagram gives me the ability to push to all the different episodes, all the content, all the things that I’m pushing out there, that’s why I love instagram so much. If you guys want to see this happening, this is my instagram thing. If you’re not following me yet, go to russellbrunson and you’ll see it, you’ll see behind the scenes of what we’re doing. We’re talking, we’re sharing, I’m taking this journey in my life, and then when I have new content I’m like, ‘Check this out, check this out, check this out.” This is powerful because imagine, a lot of people post a YouTube video, I’m going to get into this a little, but I got excited. I’m jumping ahead. You post a YouTube video or a podcast, all the algorithms are based on the viewership you get and how fast. So if I’m talking about my thing, talking about it and all the sudden I post a video and I tell my entire instagram, “Swipe up right now.” And I get 3000 people to actually swipe up and actually go and watch the video, I get 3000 views within the first 5 or 6 minutes of this thing, it spikes everything else and it amplifies everything else you’re doing on every single one of your channels. Does that make sense? So it’s really, really fun. So if {inaudible} in instagram before, this is the little block right here. You click on Instagram, then you click over there at the very top. The very top across the top are my little reality show. So this is my reality show, who else is on that, I think Natalie’s up there. There’s Natalie’s reality show, Kaelin’s reality show, Alex CHarfen’s reality show, Rachel Peterson, holy cow, four of our speaker’s reality shows are all at the top across there, and mine. So you click on the one you want to watch and then you pop up and you’re like, ‘Oh there’s Russell and Norah, what are they doing today? She’s so cute. Oh she doesn’t want to go to school today. She’s angry. Oh Russell got a new blog post. I should check it out.” Boom. I got you. Right? Connection, now you actually care. Most of the time you write a blog post and you email your list or whatever, nobody cares. Here they care because they’re part of that journey of “I’m writing this thing, doing research, this is why I’m talking about this. OH you guys are going to love it, check out this picture I just posted right here. I can’t wait for this thing to go live.” And then it goes live, and they’re part of it with you. If they’ve been part of the creation process, they’re going to be more engaged as you actually do it. They’re actually going to care. And that’s what instagram stories give you. I’m not going to have too much time to go into this, but there’s an amazing article by Kevin Kelley, I talked about this at last year’s event too, called A Thousand True Fans. His argument is basically like, if you have a thousand true fans that are following you, that’s enough for any type of creator to have an entire business to run their whole life off of. So I look at who are my true fans? My true fans are people who are following me throughout the day, watching me. My definition of true fans is someone who’s on Instagram, who every single time I publish something, they’re there. I know who you are because you can click on the button and see all the people. I’m like, “Oh, I know exactly..”I can see exactly who those people are, they’re your true fans. So I love instagram and that’s kind of the key. So to show you guys how this all works. So I wake up in the morning and I’m like, “Hey I’m in bed you guys, what’s going on?” and I’m like, “Hey, I’m here with Norah, she’s so awesome. Norah, say hi to everybody.” And then I’m like, ‘Hey guys, Funnel Hacking Live is 6 days away, swipe up right now if you haven’t got your tickets yet, It’s going to be awesome. Swipe up and just go for it.” And I’m like, “Oh my gosh you guys, I’m in the bathroom right now at Clickfunnels, and we actually have this, the new squirrel painting somebody just hung them in the bathroom. Check this out.” And I show the new squirrel paintings in our bathroom. And then the next one I’m like, “You probably don’t know what the new squirrel joke is, it’s probably really awkward that I just showed you this, so if you swipe up right now you can see this really cool new video about the nude squirrels and my joke will make total sense at that point. Swipe up.” Boom, it sends them to Clickfunnels.com to watch the new squirrel video. Then I’m like, “Hey guys, we’re in the hall right now. Check out all these two comma club winners, how many of you guys…we have 258 people that have gotten two comma, that means they did a million dollars in a funnel, it’s exciting.” “Hey guys check this out over here.” “Hey guys, I just posted a new podcast called Marketing Secrets, you guys should check it out. I’m talking about blah, blah, blah.” And all the sudden, boom, now they listen to my podcast. So throughout the day I can get someone to visit my blog post, or they watch my video, they can listen to my podcast, and they’re connecting and they’re watching. I watch you guys who are watching me. All day long I’m doing it. I can tell that every time you get a break you’re checking your phone and you’re watching. I’m the same way. When I take a break from something I’m like, the people I actually care about that have reality shows, I’m interested in their life, who can I watch. Then I’ll watch one of them, two of them, three of them, four of them. Then I got back to work. I’ll work for a while, come back and like, ‘Okay, what’s happening in the world?” I will listen and start following the people I actually care about. The same thing will happen for you. People will listen to you all throughout the day. They’ll be connected to you 5, 10, 20, 30, 50 times a day. It’s crazy, and they’ll actually care about what you’re doing and they will connect with you. This is Gary Vaynerchuk, if you watch his. Here’s Gary at a book signing. Here’s him signing more books, then he’s like, ‘Oh if you want my book, swipe up to get my book.” And he’s like, “Swipe up to get my book.” And then he’s like, ‘Hey I made a video about me, swipe up and watch it.” Then he’s like, “Hey swipe up to watch my book again, or my video.” Same thing he’s doing as well. Building a connection, taking people on a journey, pushing to the individual content that you’re pushing. This next one, this is Sarah Wells, she didn’t know I was going to be posting videos of her, she’s here somewhere in the audience. She runs our Best Bites blog, which is a cooking blog and they’ve got a whole bunch of other things as well. So I was watching, as I was doing this presentation I was watching her, she’s one of the channels I watch. So here’s her right now. Then she’s talking about, I can see the pictures here, one of their products, “Swipe up for the product.” Then “Here’s the whisk that we sell.” Then they’re back to her family talking about stuff, sharing messages with her kids, bringing people on the journey, showing her fingernails, then “Swipe up to get the finger nail polish.” Product placement, boom, here’s the next thing. So she’s taking people on the same journey, then pushing them to the different content and the things that she’s selling. That’s why I love instagram. So this is literally going to be your reality show.  A couple of things, the goal of your reality show is to get people to, you’re going live, you’re getting comments, you’re giving people engagement, you’re building a rapport and a couple of other cool things. Alright, a couple of things, how do you get to ten thousand people quick, that’s the goal. When you get to ten thousand people it unlocks the swipe up. Prior to that you can’t do swipe ups, so it’s like how do you get ten thousand people as quick as possible. So I’m going to walk you guys through what I would do. Number one is use your distribution channels you’re building up. You have email, you have messenger from the stuff we were talking about before, use that to push people to go and subscribe to your instagram. Build the channel through the distribution you already built. If you’re already big on Facebook or YouTube or other places, use that to push people in. If you notice when I came to this event, did you notice I posted it on Facebook, I posted it on three or four different places. I’m like, “I’m going to Funnel Hacking Live, it’s going to be amazing. If you want to see behind the scenes go to instagram.com/russellbrunson and follow me, it’s going to be amazing.” Got 4 or 5 thousand followers just me telling other platforms that I’m coming here, to come follow me. So everything else you’re doing, push people back. “If you want to see behind the scenes, come to my reality show, it’s on every single day, it’s so exciting. Come check it out.” Number two are paid swipe up ads. So you can actually target people who are most likely to buy your products and run swipe up ads. So here’s a swipe up ad that…”Hey, my name’s Russell Brunson and in the last 12 months I’ve helped 93 entrepreneurs make at least a million dollars inside of a sales funnel. If you want to learn how then click on my profile and follow me on the journey and I’ll show you how you can do the same thing as well.” That’s it. How many of you guys saw that ad and that’s why you follow me on instagram? Somewhere you saw it and you’re like, click on it, now you’re mine. Now you’re part of the reality show.

What's going on everybody. This is Coulton Woods and welcome to another episode of Learning From The Experts. And today I actually want to talk to you about a challenge that has been changing a lot of people's lives. I've been watching this very closely and I'm like, I have to publish about that. More people need to know about this challenge that is happening right now. It is changing so many people's lives on making money for the first time on the internet or even making more money with what they already have. Their websites or their sales funnels that they're using online to make even more money with it. So I want to tell you about this challenge today. So here's the deal. I know how frustrating it is as an entrepreneur to waste countless hours sifting through, wanna-be experts who've never actually helped me in the end. Then to learn years later that there was an expert who really could help me a hundred times faster than learning it on my own. I have created this podcast to save you time and money while taking you on a journey with me as I learn from and interview, real experts who can actually help you grow your business. My name is Coulton Woods and you're listening to learning from the experts. Awesome. So before I tell you about the challenge, I want to ask you a question. Have you ever seen the movie, the karate kid? It's like a 1980s movie old school movie. I saw it when I was a kid. A lot. It was awesome. I wonder if you've ever seen it or even heard about it. That's ok if you haven't seen it. You've probably heard about it though. Most people have heard about Mr Miyagi, the wax on wax off guy. But the reason I ask you that is I want to ask you, how much do you think it would cost to get a Mr Miyagi, that would train you on how to make money online for the first time? Like a Mr Miyagi that knows exactly the system, the frameworks, the different things that you need to do, like wax on, wax off, follow me here, follow me there, um, and do this and do that. And you will have the frameworks and the systems that will help you make money online for the first time. Or if you are already making money online, how to better that system, better those things so you can make even more money online. That'd be pretty awesome to have a Mr Miyagi guiding you through the whole process. Um, and the reason I ask that that is because there's this challenge that has been happening like I mentioned earlier where it's practically a Mr Miyagi guiding you through the entire thing. In fact, it's like three Mr Miyagi's guiding you through the entire thing. Now, I don't know about you, but that sounds kind of expensive. Especially getting that kind of attention from an expert, probably pretty expensive. That was my same thought, but listen to this, I'm going to actually, okay, so it's called the one funnel away challenge and it's from clickfunnels. You can go to onefunnelawayoffer.com and check it out. But I want to tell you about the whole offer, the whole thing that you get with this challenge before you come up with a price and everything in your head. So what you get on this challenge. They send you a box and in the box you get a physical copy of the challenge workbook. So it's a 30 day challenge. So you get a workbook that walks you through the 30 days, you get an MP3 player with all of the recordings from the first one that they did, which is like over a hundred hours of recordings. I don't know. It's crazy. And then you get the 30 days hardcover book. Now let me tell you about that book. So Steven Larsen actually wrote a chapter of that book, so did 30 other amazing people, they wrote a chapter in this book. So it's a huge book of 30 different people and they wrote about how they would get started online again or how they would get their money back if they lost everything. They're following, their name, like everything out there and they just had to start over from scratch with the knowledge that they have and a click funnels account and what would you do in 30 days to start making money online again, just having a click funnels account and the knowledge that you have, no following, none of that, no email list, nothing. It's incredible. It's like gold in there. Just if you're looking at finding some tips and tricks of how to really kill it online. This book has got 30 different people's versions of that, like of those tips and tricks that you can check out. And I'm talking some big people too. I mean, even like John Lee Dumas is in there, Peng Joon Peng Joon, Myron Golden, Liz Benny, Dan Henry, Dana Derricks, Akbar Sheikh, there's so many people in there. I think Brandon and Kaelin Poulin are in there too. I'm not 100% sure on that one but yeah, it's huge. It's just crazy. So you get that and then you also get unlimited access to the 30 days interviews. So they interviewed each person that wrote a chapter in this book and you get access to those interviews. Then you also get behind the scenes two comma club interviews, which is crazy value. And then not only that, you get 30 days of video missions from Russell Brunson. So it's a 30 day coaching or 30 day challenge. You get a video each day from Russell walking you through what you need to do that day, like wax on, wax off, what you'd need to do that day. And then you get 30 days of coaching from Steven Larsen and Julie's Stoian in which I think most of those days, they go live, so you can hop on live with them. And then you also get the one funnel away challenge customized kit. So that's like the 30 day plan. It's crazy. If you think through everything that they've given you, everything that they're doing for you, not only what they're giving you, but what they're going to do for you. It's just crazy Insane value. When I first saw that, I was like, okay, this has gotta be thousands of dollars because it's going to help you make thousands of dollars. So that would make sense if it's going to cost thousands of dollars. Right? Well, they added up the value of about $3,126. That sounds about right, but not only that, they took it from the $3,126 down to just $100 bucks. So you can actually join the whole freaking challenge for just a hundred bucks. It's crazy stuff. When I heard $100, I was like, you gotta be kidding me. There's no way. There's no way that they're actually going to give you all of that for 100 bucks. And sure enough, they do. It's freaking crazy. Stephen Larsen goes live like every day and trains you through everything. It's just the amount of gold that you get from this is well worth like thousands and thousands of dollars, but they give it to you for a hundred bucks. I don't even know how they're making any money on it. Anyway, so I just wanted to like, if you guys are struggling to make any kind of money online, if you guys are making some money online or looking to make just even you're first dollar or if you're making, you know, thousands, but you want to up it and see the frameworks that people are using to make even more money than that. You've got to take this challenge. You've got to go through it. It's changed so many people's lives. Just the amount of stories that I see from people where they're like, hey, I made my first thousand dollars this week and it's like week two of the challenge, you know? And then, hey I used this one system and I blew up this part of my business. It's amazing to me to see how many people's lives have changed. And because of that I thought, I have to share that with people. I mean if you go to onefunnelawayoffer.com and check it out, you'll also be able to see all the testimonials and kind of get an idea of what people are saying about it. This guy says "this is the stuff that no one ever taught me." Cause it was like the beginning stuff that no one ever taught, like teaches anyone. Somebody else was like all this "stuff is magic". This person said, "thank you so much guys for providing so much value", which is true. I can't even believe how much value Steven alone gives you and Russell... Like the 30 days of Russell's training that people paid thousands of dollars for the information that he's giving, just on this $100 challenge. And so the guy says "it's a smile of a conqueror and the coaching throughout the Ofa challenge has been the icing on the cake". That's pretty cool actually. And then there's like a hundred testimonials down below, it's crazy how much it is changing people's lives. I went through it guys. It is well worth thousands of dollars. If you're looking at changing your business online or making money for the first time online and you need a Mr Miyagi to help you, like wax on, wax off, do this, do that and follow some frameworks that are proven frameworks to make money online. This is the challenge that you've got to go to and you can check it out at onefunnelawayoffer.com and go from there. And if you guys have any questions about it or anything, feel free to reach out to me. I'm not afraid to give you any more details on it. It's pretty sweet. But if you just, yeah, if you just go to onefunnelawayoffer.com you can see the whole thing right there. And that's all spelled out. So that's just one funnel away offer spelled out .com. So yeah, not spelled out.com but you know what I mean. That's all I got for you today. Are you looking to jumpstart your business by learning or getting help from the real experts? Go to LearningFromTheExperts.com to find preapproved experts that I've handpicked for you. Please don't forget to let me know how I'm doing by subscribing and leaving feedback.  

Why Dave Decided to talk to Stephen Esketzis: Stephen is a man of many events. With it only being the beginning of March, he’s already been to seven. Now he’s here to share with you how to maximize your effectiveness at any event you go to. With questions from “How do you differentiate between cockiness and introductions?” to the age old question of “Do I need a wingman?” he answers them all. Tips and Tricks for You and Your Business: (1:02) What’s the Takeaway From Every Event You Will Ever Go To? (2:56) Stephen’s Learning Philosophy is Very Similar to Our Other Beloved Stephen (5:54) How Stephen Went to Todd Brown’s Event With the Game Plan in Mind (8:22) Go to the Event and Get Your One Thing, Relationship or Knowledge (11:02) THAT Guy, You Know Who I’m Talking About (14:42) How to Prevent Yourself from “Peacocking” at Events (16:10) It’s Important to be the Connector (19:59) Stephen’s System to Meeting the People He NEEDS to Meet for His Business (21:54) Meeting Strangers is Networking...Just Don’t Be Strange (25:20) Introducing Yourself Without Bragging About Yourself (27:05) The One Question to Rule them All: Do You Need a Wingman? Quotable Moments: (3:34) “For me it’s all about compartmentalizing the content and going to the people I need to at that time.” (15:20) “I think to me the key is to be yourself. Again, I love the whole thing of not being cocky or draw attention to yourself but the most important thing about networking to me is, and you and I have talked about this before, you have to always be adding value.” (25:49) “You describe what you do, you don’t describe the money that you’ve made when introducing yourself to others.” Other Tidbits: Dave started with some of Dan Kennedy’s initial events Just go to the event you need, and get what you need from it If you are one of the people who knows people, then people will know you. Important Episode Links: The Lazy Contact AppFunnelHackingLive.com FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:   00:00     Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets and how you can get those same results. Here's your host, Dave Woodward. Every welcome back to [inaudible]   Speaker 2:   00:18     great. This is that kind of crazy deal that happened here and want to make sure you kind of understand what's you're about ready to listen to. So I was down at TAC traffic and conversion this last week and ran into our very first dream car award winning affiliate Stephen. It's gets us. And while we were there, I thought, you know what? He's never actually collected on the his dream car because he was living in Australia. It's like five times as much. And so I thought, what, what if we just get you a Ferrari for the day here while we're in San Diego is we wouldn't out and got a fry. Kevin Nance and joined us and we started filming, drove over to core Natto, hit the Cornell of bridge. Uh, I spent some time over by the hotel del and just had a great time. And while we were there we started walking up and down along the beach and Kevin was filming basically some of the things that he's done that uh, Steven's done to become a number one to feel it. Speaker 2:   01:04     But then also some of the things that just Kinda it lid became this open dialogue of events and why we're traffic conversion, why you go to events and and just kind of a success story type of interview. So I thought it'd be kind of fun just to strip the audio from that and let you guys listen to it. So understand that the audio quality is probably not that great. There was a lot of wind and a, we're at the beach and things but I think the contents worth it. So I want to at least give that to you guys. It's a listen to it, enjoy it and let me know what you think. Speaker 3:   01:32     Steven and I are actually out here. Traffic and conversion. This is the second event that I've been to so far that actually the 30 benefits you so far this year in which the fourth event I pinches of my, the shield. It's been to four events in the first 60 days of the, of the year. And one of the things I've seen Steven at so many different events over all the years, what we want to con talk about is why do you go to an event and when you're adding event, how do you maximize your time? There's a ton of stuff going on. There's networking, there's content. It's really just trying to find out what are the secrets that you can, why does anyone want to go to live event? How do you get the most out of the live event? And that's kind of suffered talked about right now. So it's even having that so far you've been to the ship. Just the first one. This is number three. Number three. So it's, it's pretty crazy. The 25th, 26th of Jan of February. Yeah, this third. My fourth. So inventive 70 ventures. You can be as chair. It's been crazy. So why do you go to events? Look, to me it's Speaker 4:   02:25     the biggest thing initially was the content. Um, when I got into digital marketing, it was all about learning the content, learning what was working and really being able to apply that in my business. But as I've grown as a business owner, as a marketer, it's never become a lot more about the network. Now. It's really been connecting with the right people and really getting in front of those people that are either going to be decision makers or Jv opportunities or maybe you've got some synergistic way to work together. Might not be right now, but you might have something say in the next six months or 12 months or something down the line. So for me, looking back now in reflection of the, all the events I've been to, uh, the Speaker 3:   02:59     networks and the opportunities that have come from that may not have had a direct ROI straight away, but it's just incredibly Roi over time. I think that's, for me, that's one of the things I loved. I remember when I first got started, I was, gosh, it's been over 10 years now where I was going to a lot of Dan Kennedy's and Bill Glazer's GIC events. This is all about breakfast, [inaudible] marketing, even pre internet marketing type of stuff. But I remember it, those events being so fascinated by the people who are crushing it and I want it so bad, he's wanting so bad to be there. I want it. I want to just to feel like I was successful. And at the time I was like, oh my gosh, I'm never going to get there. And you saw all these people who were not just gurus but these are the guys who were actually just crushing it on stage. Speaker 3:   03:42     Yeah. And more importantly in their own personal and business life. And I think the main thing that I saw at that point was how valuable that networking was. Yeah. Cause I agree with, at first it's all about the content where you go and you're there to learn the content and then implementing the content. I think that for me the hardest part was I would get so excited and so motivated there. And then I get home and man life, each of the patients like, oh crap on, never going to be able to do that. And you get hit with so many ideas as well. So you'll like not only do you come back and you, you've lost all your energy, but you're like, well, I know a hundred different ways I can go, which way is the best? So how do you deal with information overload at an event? Speaker 3:   04:21     So for me, all I take going into an event with a bit of a game plan. So I say, well look, where do I, where am I now? Where do I want to be? Who the key people I want to meet and what's the key content that I need to take away from this meant anything outside of that I'll learn, but I know it's not going to be implemented there. And then it's something that I'm going to come back to or might make a note of the people that are experts in that field. So if that issue comes up or I want to learn more, I can then reach out and go back to that note. So for me, it's all about compartmentalizing the content and going to the people that I need to at that time. I should funnel hacking live. Steven Larsen, Tata principle. Speaker 3:   04:53     I think that is so critical, especially when you're attending an event here at the time was referring more towards books in and content things he was learning. But it's this principle as far as just in time learning and seeing and you're just kind of talking about that where you had a game plan as far as when you're going to the event, you're like, you know, I need to learn Facebook trap at or I need to learn copywriting on. I'm going to this event to learn how to shoot video better. Or did you go with a game plan as far as what is the next step that you need? So, so often a lot of us are like, oh, I'm just going to capture every single thing and it never works that way. So Steve was like, okay, it's baby steps. Okay, all I need is I want that step, whatever that information pieces there, that's what I'm going to get. Speaker 3:   05:29     And then it's like one step at a time. I think the problem that most of us have when we go to an event is you get this massive overwhelm. And I think the biggest problem I find for a lot of people who are going to events is they don't go there with a game plan. So excited. They're so motivated. So what were some of the events that you've gone to where you had a game plan and what were you looking to accomplish? Well, I mean, it's off into a whole lot of different events I've been to for the record. Real quick. How many events have you been to? I've seen, I'm into a ton of events and I see you at all, every one of them. Uh, I've Speaker 4:   05:58     lost count. Honestly. I have lost count all the big digital marketing events. I've probably, you've seen me, uh, you know, uh, uh, I don't, like I said, I've lost count. I've been to all the funnel related ones and digital marketing ones, that traffic ones, the even business growth ones overall. Um, there's been a whole mix. Um, but it's, and now we've actually launched our own events company in Australia. So we're running our own Australian digital marketing event, which is crazy. So I've been on both sides of knowing what a good event it looks like as an attendee. And now I'm going to know what a, hopefully a good event it looks like as someone running one. So give me an idea of something where you went there with a purpose in what you got out of it. Yeah, so, so here's an example. I was at a marketing funnel automation run by Todd Brown and other click funnels affiliate actually, who's, you know, did actually, it did really well on the VA first book launch. I remember. Um, so did a really good job. I think he got a car too. It didn't, it was actually our very first dream car award winner. He and Jeff Walker, Jeff got the Ferrari and Todd actually, uh, was given the first check. Yeah, I remember that. So yeah. Anyway, I was at his event, this was going McAfee in years now. Um, and he's events specifically for copywriting and really getting this big idea. Um, it's something that that event is really well known for. And at that time we had an alpha. Speaker 3:   07:11     It's launching a health website. It's, I was like, look, I really want to understand the principles behind creating this offer and getting it right to the right people. So I just circled all the sessions that I had at that time, uh, that I wanted to attend. And that was it. I was just there for those sessions. Anything outside of that, I was going back, working on taking the ideas from what I just learned and seeing how I could implement it. So that way you don't have a thousand things going on. You've got that tunnel vision. So you've got, you've gone to your session, get the takeaways out. One of the ones that are sessions that I got a lot out of was it, Laura was speaking there talking about how they do this copy's lining or whatever it was called. Um, mapping out all their different objections and handling those in the sales process. Speaker 3:   07:50     So I was looking at that and yeah, it was phenomenal. I mean, you know, you take content and then you've got to go back and implement it. I think if you just sit there and then you go, all right, next session, next session. It's like a drug. You just kind of get out of it. You know, you're stuck in there. I mean the contents, awesome, don't get me wrong. But you know, you also want to make sure that you're executing the content. Um, so for me it was just, yeah, you to have that tunnel vision and no, yeah, it comes up. So I know the very first one I went to, and it's sometimes if the person doesn't know what they want, I just tell him, just go and immerse yourself in the experience. So the first time, if you don't know what you're wanting, I would say you just go and just get the feeling. Speaker 3:   08:27     Uh, one of the greatest things for me as far as events is you are with a group of likeminded people, which as an entrepreneur, you'd never remember. You've been doing this a long time now. And the first time, same thing for me. When I first got started, I was like, there's no one liked me. I am all by myself. Yeah. So the very first thing I tell people, if you're trying to go to an event, what I highly recommend the very first time is just go and soak it all in. I don't care if you get anything else out of it. Just besides the idea of what is possible and sometime just that dream, it's capturing the dream. The second thing I tell people is when you're at an event, after you kind of get a little handle for it is to do exactly what Steven said and there's different types of events. Speaker 3:   09:06     So like funnel hacking live is all in one room and it's choreographed to make sure that you get a whole bunch of exact steps that you need to take. A TNC is more of a trade show where it's broken down into multitracks and so you may be on an agency track, we may be on a copywriting track and so you kind of have to find out how the event is set up. But I love what you said and that is too often people go with this idea as far as, I'm just going to get everything. If you get that one thing, all you need is one good idea. Sometimes you just get that one good idea and you're one funnel away. Yes. Right. And what you were talking about was you literally got that and left the event. Yeah. Left. You didn't go off and implement it right then and there. Speaker 3:   09:44     Well I mean cause that's the thing, you're getting shocked. Gung Ho, it's like a machine gun. You're getting all these different ideas, all these different nuggets coming out and they're all great, but you know, or you can only implement so much when you're at that event. Um, and keeping them on as well. A lot of events have recordings that you can take advantage of. So if you don't get it wrong, then the contents oil is generally available light if a purchase or online, um, Nordics as well tends to come out to a lot of events. So you take advantage of those. Um, you know, there's different content opportunities that he's pointing, but when you're there, you've only got one opportunity to connect with people. So for me right now that that's that time opportunity. Do you want to meet people and make the relationships? It's funny, I had this conversation with a friend of mine the other night and it was saying that in digital marketing we're all online, right? Speaker 3:   10:27     But I know the most meaningful relationships with me and coming person. So it's so ironic that we're in a digital industry where everything's done online. All of these funnels online, we'll have hedges online, but at the end of the day, the most meaningful relationships and partnerships and joint ventures and will come from in person events. Um, and I just say that as, you know, it's so powerful. Just if I looked back and I didn't go to one event, there would be no one in the industry would really know. Even the success and any results that I've put together now we'll most likely not be there. And it's also like you said, lonely. You know, it's a, it's a journey that you're going on your own, so you want to have that support along the way. Well, it's funny cause I didn't know steam was coming this week. And so I flew in, left at six o'clock morning flight from Nashville to get out here because I had to be on a yacht, which I know. Speaker 3:   11:11     Tough life. Third World First World problem for sure. So I can get on this yacht, 150 foot yacht brand separate, set up, great experience. And the very first person I see on the yacht is Steven. And I'm like, dude, what are you doing here? It's like I'm networking, I'm knowing these people. And that was before TNC even started. And I think that's one of the things again, all of a sudden you started getting these invites and, and that's the other thing, you know like I think one, one saying I've heard a lot and I totally agree with there's a lot of these deals are done at the bar where whether you're drinking or not, the idea is that you don't have to be in the sessions to be able to do a lot of these deals in network. It's at these after parties. It's up. Speaker 3:   11:47     The networking events is that the mixes? It's, maybe it's just in someone's hotel room, just having a chat and maybe it's just organizing a meeting at the coffee in the coffee store inside the hotel. That's where the real money's made. That's where the real opportunities and the deals are. Um, you know, because it's those one on one connections, all those introductions, hey, have you met this person? And you might be in a group of three people and you'll introduce yourself to other people. So I found like, you know, last night I was at a Clickbank, a sponsored event. And when I went there, there's, you know, or might be in a room with a bunch of people I know, and all of a sudden they're making introductions. Hey, this software is fantastic. If you check this person out, the founders actually just there, let me go get him for you. Speaker 3:   12:23     And one little connection like that at an ad on Facebook is to build the relationship. You'll go home next week and said, hey, you remember when we caught up clickbank? Oh yeah. Awesome. You know, I can't wait. Can you actually tell me a little bit more about what you do? I'll try it on my offers and away you go and that could be a huge successful partnership on that. I love that. So a couple of things as far as networking goes, don't be the person who's basically a whore just handing out all their business. That's probably wrong terms here. Don't be a person sleazy dealt be a sleazy person who's just as right. They give away their gifts, their business cards to everybody. We actually all hacking life and someone was actually putting their business cards on the top of every year and they're like, dude, are you serious? Speaker 3:   13:02     You think that's been known as the Urinal Guy? That's terrible. Why would I want that? I never have any business cards and there's a couple of reasons why for me, I never want a business card because I know what I do with business cards when they get home I get, they just get thrown away. They didn't typically don't even get home. They typically go right in the trash. What I want is I want some grabbing their phone and I want them entering my contact information in their phone or to take a picture with the two of them. So you all of a sudden he grabbed the phone and we'll just even do this with Steven and I saw all of a sudden just grab your phone Elvis. You say, Hey, you know what I mean, take this picture right now. That picture now goes into the contact information with Steven so I can now send them a text or anything else saying, hey, it was great connecting with you at TNC. Speaker 3:   13:44     Now we've got more of a relationship and you can respond to that. So I've, I haven't carried business cards in year one little hack for this and it's actually why I built this little free app and it's going to be a small plug here, but I promise you it's going to pitch or anything is a pitch and it's not a pitch. I'm not going to pre sell you. There's not always be trolls. There's not going to be a stack. Um, but uh, credit this APP called lazy contact. And what it does is you put your information in and then all you do is scan the person's foreign. Exactly. It. Just pull out your camera and you just hovered over the tall. Then I can get a picture of this and then that adds contact. You Click it and then you just hit save and now you've got my contact information. Speaker 3:   14:26     Dude, that was really it. You've got my number, my name, my company, every day. I want that. Yeah, that's fantastic. Rosie, contact, lazy contact, purple F, lazy contact. I'm sure it's in the APP. So free. Totally true. Anyway, all right, so one of the things I always get asked is how do you dress for the event? Now, this kind of stuff, I never, ever, ever do it. The only reason I'm doing this today is because I had to pick a Ferrari that I didn't own and I bought. You know what? Easiest thing is more bling I have. The less confusing it's going to be for the people and it worked. I literally got in the car, put my hand on the steering wheel in the very first thing. The guy goes, dude, what sport did you play? Well, I didn't actually win this at a sport. Speaker 3:   15:06     I said, actually that's one of our 10. It's our eight figure ward. He goes, what is that? Oh, it's free business had done over $10 million. And he's like, dude, you guys are making some serious money. No questions asked after that. As far as what, what actually his question was, how do I become a sales guy for you? That was the other question. So normally I do not dress like this when I'm at an event. Um, I prefer to be a little more casual. Stephen's attires we probably too casual today, but uh, you know, uh, I've had a mixture of it tell us. I think it really depends on the context as well. It does, it depends on what you want to get out and we'll talk to the impression you want to make, what event you're going to. If you're going to a networking event then you know, maybe would be more casual or if you go into it like last time there was a market as bullying might want to be a bit more dressed up. Speaker 3:   15:50     Um, I don't think there's a term I've heard called peacocking. I don't know if that's a US thing, but you want to be like super cocky. This is total be deciding to when you're just standing out with everyone. Um, that's not my vibe. Uh, I like to just know mixing in and, you know, go with the flow. I think as long as you follow the dress code of what the event of you've done with precise business, casual is always safe. I'm typically button down shirt, jeans. Um, I prefer a tee shirt sometimes that's a little casual and fun. Yeah, I was just going to say, and it also depends on the weather of the place. That was the biggest problem I had with this trip was on one day I was phrasing. So I had three jackets on another day. Like today I could be in shorts and a tee shirt. Speaker 3:   16:34     Um, you know, and not having any problems. So all of a sudden make sure you definitely check the weather of the event you're going to give us. I've made that mistake flying from Australia, told theU s events and I'm leaving from one climate, going to the exact opposite of another. Um, so yeah, that's, I don't want to tip, but check the event and check the weather. I think the key is just be yourself. Again, love the idea as far as don't do the whole peacocking thing where you're drawing attention to yourself. The most important thing about networking for me, you and I've had this conversation before and that is you have to always be providing value. Like what Stephen just did as far as, yeah, it's his own app, but the value app, that APP was huge. And I think that the key is just provide value to people. Speaker 3:   17:15     And sometimes when I remember I first got started, I thought I had no value at all. In fact, I was talking, uh, so we had a dinner cruise last night with 112 people that we knew in this area. And, uh, Keith Yackey and Pete Vargas won't see we spot click funnels sponsored it. It was pizza and, uh, Keith event. But the cool thing about it was there was really no peacocking going on and there was no, no one was trying to one up each other, but they were all trying to provide a ton of value. And the one thing that Keith said last night that that was so important that was the connector gets all the love. And I was like, Keith boy talking about, he goes, well dude, you're not going to, I've known Keith for over 10 years now and I've seen him at different events and he loves to be the connector. Speaker 3:   17:58     And what I mean by that is he's not providing any value per se as far as he's not up on stage teaching about how to do Facebook ads or youtube and Nielsen. One thing that he loves to do is connect people. And he says, the connector gets all the love. And as we were shaking hands with everybody as they're written off the yacht last night, well they were saying was they were just so appreciative for that event because it connected people that brought people together, provided them an opportunity. Now you don't have to do a whole yacht experience, but what you talking about was just even in the bar and you're like, oh, you know, I actually know someone who would be great for you so you're not taking it all on yourself. You're saying, you know, Steven, let me introduce you to Kevin. Kevin's great at at videos, great at this kind of stuff. Speaker 3:   18:37     And Steven's like, awesome. He will remember me as that connector. And the more connections you can make with people, more value you can provide to people, the greater of a resource you are then perceived in the eyes of everyone else and then all of a sudden everyone's like, I don't know who, who does this? Who does that? Soon you become known as the person as the Goto. I don't know who it is right now, but as Steven, he'll know someone for sure. And that's the one of the things, if you don't feel like you have any content value, be the connector, that connector value gets all the love. And I'm thinking of the other ones to add on top of that as well as host events. Like you said, like feel free to host your own events even if they're not around a specific, you know, might not be a monster one or something, but it might just be a casual drinks and say, hey, we're watching this unofficial get together full this event. Speaker 3:   19:20     And that's a great way to kind of capture attention for attendees. You might not even know. Cause I remember the very first time I came out to trafficking conversion summit, I was about 19 years old, something like that. Those are probably the same Thomas sided with quick funnels as well. And um, I attended a Superbowl party and someone posted in the Facebook group, I think it was the click funnels group saying Bruce at TNC we've got a, a, you know, a Superbowl party going on, whole bunch of young entrepreneurs, feel free to come if you want. So I sent them a message. I said, look, I literally just landed two hours ago off their 21 hour trip we'd love to attend. I went there and now looking back, four years later, these people are running eight nine figure businesses and these people are young like, you know, then my age, they're doing these crazy things. Speaker 3:   19:59     Back then they would just get into the industry there. They're running some crazy businesses. I'm using click funnels of me, affiliates doing whatever they're doing in the marketing world, but it just a one little random catch up and I made the effort just to say, yeah, I'd love to come. Well, you know, let's do it. Let's just organize, put yourself out there a little bit outside the comfort zone and I need nobody, you know, some guy from Australia who didn't know anyone and just say, look, I'd love to attend. Or you know, what can I bring to the party? How can I make it better for you? It just helps, you know. So little things like that. Put yourself out there, host some events around for the bigger conference or is a great way to network. I told him these weird just kind of talking about it as far as the event side of things at the wholesalers, all own events. Speaker 3:   20:39     Uh, last year actually here at TNC, uh, Andrew Warner was here. It was on the, the dinner yacht. Uh, we did with Pete and key and then like what you said, he ends up hosting Scotch night and he just invites him bucks buddies up and they drink scotch. I don't drink but it was so kind of him to invite me and so I had the opportunity to just be in there and mingling and just getting to know each other. And I think it kind of brings up the thing that you would allude to earlier, Stephen, and that is kind of having a target hit list of even the people you want to meet and of just go in there. I'm just going to be every single person out there. How do you kind of identify who it is that you want to meet? At an event. Look, it is tough. Speaker 3:   21:16     If you've never met, if you've gone, they'd called and you haven't met anyone. I think you've got to really build a segmented list of people that you want to make. Um, you know, are you looking for people who might be affiliates, even for people who didn't want to have a channel partnership opportunity with you? Are you looking for speakers? Are you looking for, you know, what's that little niche of people you're looking to speak to? And then within that, I think you'll get opportunities and introductions to be made to specific people to go even deeper and say, Hey, do you know anyone that might know this person in particular? Uh, and then get an introduction like that. I think when you go to hard to meet someone directly, um, it, it looks like a cold approach and sometimes it looks a bit too difficult to, you know, they're kind of wanting to get something from you first. Speaker 3:   21:58     So when you want to provide value, I think I typically try to surround myself in that circle. And then once I surround myself with people in that circle, I'll go in and say, Hey, look, I'd love to connect with you know, this person. Do you know someone who knows him well or do you know someone who knows her well, uh, and catch up with them. But that's kind of my approach is kind of build that segmented audience, hang out with them, provide value with them, buy a ticket to the event of whatever they're hosting. If it's a scotch night, if it's a boat party, whatever it is. That's kind of an also joining masterminds and things like that. One thing that I love doing is joining masterminds and networking with people through events like that. That's how I met Brandon through the yacht we had a few days ago. Speaker 3:   22:36     Um, and then again, I'll introduce you to other people that you need to know. Sometimes you're not even the person that knows who needs to know people. So what I mean by that is he'll say, hey, you definitely need to meet this person. Um, you know, you don't know you need him yet, but you'll definitely needed for this project. You've got coming up. So I look, I tend to work in little groups. I like to compartmentalize, people are hanging out with, and one other thing as well that I was telling another friend while I was here is not spending the whole event with the same group of people. That's something so many [inaudible] um, you know, I've got a whole bunch of friends from Australia that came here, were hanging out last night, but some of them have hanging out with each other the entire trip. And I'm just saying that it's such a waste. Speaker 3:   23:17     Like you don't want to waste your time with one group of people because you ruined the whole three or four day opportunity you've got. So try to keep meeting new people each night. Go to a different event, may go on your own if you have to. Even if you've got friends, it's great just to get out of your comfort zone and meet new people and build groups in different areas. We'll let that tell a couple of things. Don't be the stalker. That's right. There's nothing worse than as you were sitting there talking. I'm like, I can't tell you how many times. I mean I've, I've known Russell for 10 years and even before I was a partner in click funnels when I was with them at events, it was one of those things where I would see people literally just stalking him and, and you get to the point where he'd like, if a person's going to the bathroom, that's the worst place to try to introduce yourself. Speaker 3:   23:59     Let them have their space and their piece and you just do all and be that person. If you are stocking someone, your value decreases. It diminishes so fast. If you want, try to find, again, everyone's kind of familiar. This whole idea as far as six degrees of separation, you want to find people who are two degrees of separation, one degree of separation away, ideally for the person that you're wanting to spend time with. Um, I love what you're talking about as far as don't spend time with just the same people. It's really, events are super uncomfortable for all of us. I don't care how much of an extrovert you think you are, if you're brand new to an event, it's man at times insight. In fact, classic example with Brandon Jot, so the very first night I had been at funnel hacking live for six days, I was exhausted and I flew over six in the morning. Speaker 3:   24:46     I get on the yacht, my son's on the yacht with me and I'm like, know what? I just want to go back to my hotel. I just, I don't want to be here. To the point where let me walk down the steps and was looking to see the gangplank was still attached to the boat and it was taken off. I'm like, I think I could still jump off and get off there and just sudden bout ready to start walking there. The first may goes, hey, hey, hey, we're done. You can't get off now. And I'm like, ah man. I'm like, I don't want to be here. But I was so glad that there wasn't have the up to spending time with. You had a great, it was great for my son to spend time with Brandon and Brandon was so generous with his time with my son and just the opportunities. Speaker 3:   25:22     You have to understand that even as an extrovert, you still are going to be exhausted at times. You don't want to get out, but realize you only have that certain two or three day window if you're an introvert, same type of thing. Find someone who basically can be the extrovert for you if you need that, but you need to make sure that you get out of your comfort zone. You need to be the person who is doing everything you possibly can. As you made mentioned, you're only here for two or three days. Don't be with the same group of people. Get outside your comfort zone. Make it as uncomfortable as possible. Try to get to meet people, but most importantly, try to provide value. Speaker 4:   25:54     Yeah, absolutely. I think it makes sure of all these, even if you get one or two things wrong and what we're talking about today, you're going to go to malls ahead of the people that are just sitting at home in the hotel room. It's a numbers game, you know, go out in. The more events you go to, the better. The more people you meet the bed better. The more of these things we're talking about. The you try it the better. And over time you'll feel your experience on how confident you are, how you approach people, how you network, what your strengths are, where you think you might, you know, want to work on. It's just a, you know, it's a numbers game. This is more experience you've got, the better you'll get at this. I love that. Speaker 3:   26:25     So I want to kind of talked about this idea as far as what's the difference between basically bragging versus introduction. How do you, how do you, do you need to provide value in? People need to know who you are, but how do you do it without bragging? I mean Speaker 4:   26:36     nothing. Just one thing that comes naturally to more people than I'd like it to. I think especially these be especially in, yeah, Speaker 3:   26:44     it means event and I think it's, it's also a very close link to your ego as well. Um, so I mean, the way I do it, I always ask what other people are doing in their business. You know, how I can help them, what I do, and then I really don't talk about, well, my business is, unless they ask to the, unless it makes sense in the conversation. But even at that point, you describe what you do. You don't describe the money you've made over a campaign. You don't describe that, oh, you know, I'm a 15 figure affiliate for x, Y, and zed company. You know, like all these things that you know, kind of people don't need to know, but you want to make yourself put yourself on a pedestal. It, there's just no place for it. People see through it. I happening. It kind of makes you look just not as successful as you really, I, it's called him actually shooting yourself in the foot because there's no need to really go out of your way and tell people how good you are if you're in fact that good. Speaker 3:   27:30     So, you know, I, the way I see it is your network is your net worth. And it's a bit of a corny statement, but I know that I've seen that in spades. The more people you have around you, that successful people are gonna know you're successful. There's no need to brag. Um, yeah, I think that's all it really is to it. I love it. I think for me, one of the most important things is when you're talking to someone, make sure you're asking them there at that event. Find out what their, therefore see what value you can bite to them. So, hey, so Steven here, where are you from? Blah, blah, blah. All the nicety type of stat real quick. But really most importantly is what are you looking to accomplish? What are you trying to do? What are you trying to learn here? Who you trying to connect with, find out what's important to them very quickly the walls will come down and you'll find that you have an opportunity to trying to provide value. Speaker 3:   28:14     And even if you don't know the answers to it, the fact that you're asking more about them than you were asking about you're telling about yourself. Yeah. It just makes the conversation so much easier. Absolutely. I think you just want to keep it smooth, succinct, um, and really just enjoy the company more than anything. I don't think you want to have another agenda or either when you're going to meet somebody, you really want to just go there and get to know them as a person. And I think people really appreciate that. I love that. All right, so Steven, how important is it to have in a wing man? Look, we man's a great, uh, I think, you know, if you can have someone there with you to help introduce you to people, that's always going to be an asset. Whether I go out of my way and get someone, they're probably not. Speaker 3:   28:49     Um, you know, I'm not going to hire someone to come and say, hey, this is Steven. Like I think it comes naturally once you get to know people, you know, people just do this. And I think if you're going out and hanging out with your friends and you go to an event or a party or a networking, not, it's naturally going to happen. If you're quite humbled in that option, people are going to want to say, hey, Steven's being super, you know, you know, he's not bragging at all, but he's actually awesome, x, y, and zed. And I think he's just got to, you know, the more humble you are, the more reason there is for other people to really lift you up and say, look, this guy's like, he's not telling you how he is. He's a baller, he's awesome. He's really good at x, Y, and zed. Um, that's what you need to know about him. I think that's a really good way to bring it across. I totally agree. Speaker 2:   29:28     Well, what'd you guys think? I'd let us know. Again, it was kind of a different type of an episode, but I'm actually looking at doing some other crazy trips here in the next couple months and thought we might start doing a little more of these, uh, sporadic interviews on the fly. So let me know what kind of, what you thought. Feel free to send me a personal message or a Facebook or Instagram. Uh, leave a comment down below on iTunes or Stitcher, wherever you might listen to. We check all of those. Obviously. Feel free to email me as well. Thanks so much. Have a great day. Talk to soon. Remember you're just one funnel away.

Why Dave Decided to talk About Learning for Two: With today’s saturation of content and information, smart learning is something that allows us to take our current knowledge and even our current businesses to the next level. When you “learn for two” as Steven Larsen always says, you not only learn it deeply for yourself but you are also then capable of teaching it in a way that your clients learn it deeply for themselves. Tips and Tricks for You and Your Business: (1:30) The Problem with Quantity over Quality in Consuming Content (2:16) Small Time Learning Equates to Small Time Earning (3:00) How Russell Learns from Mastery (5:06) Learning to Transfer the Knowledge Quotable Moments: (1:34) “Too often people are out there just consuming as much content as they possibly can and just get it really through speed and get as much done as they can so they’re on to the next thing.” (5:37) ”The way you get deep roots is by mastering a skill” (6:32) “Learn it most importantly in a way that you could teach it so simply to someone else that they could turn around and implement what you just taught. Important Episode Links: OneFunnelAway.comFunnelHackingLive.com FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- [00:00] Welcome to funnel hacker radio podcast where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets and how you can get those same results. Here is your host Dave Woodward. Welcome back. [00:18] Well hackers, this is a fun topic. Gods one in one of the things right now with everything going on, we are literally, it's like days away from funnel hacking live. There's a ton of stuff happening here in the office. We were here late last night and try to kind of figure out exactly what, what's the next step, how do we simplify things, how do we make it even easier and better? And how does it, what can we do to make sure that we actually grow from 76,000 customers, 250,000 customers and be able to serve more people? And one of the things that's come up recently that I see happen so much is uh, we've just launched. So the one funnel away challenge is one of the things we launched back in November. We just didn't know. One January, we're doing another one. February 24th. You if you haven't, if you're not already signed up for that one, by all means, please make sure you sign up. [01:01] Uh, February 20. I'm sorry, it starts actually February 25th. The next one will be March 25th. Um, so I've had a lot of people approached me saying, well, okay, they've already gone through that. Uh, what's the next thing, right? I want to learn what's the next thing I want to learn? I wanna learn, I wanna learn it. What's that? I, I got to get all this stuff done. I got to go fast. I gotta make sure I understand these things. So one of the things that I, I was talking with my son here on there about this morning was this whole principle of are you learning for two? What I mean by that is too often a lot of people are out just consuming as much content as they possibly can. They're trying to just get it through a speed and basically get as much done as they can. [01:39] So they are, they're onto the next thing. One of the problems that happened to doing that is you forget the importance of immersion. You forget the importance of mastery. And if you take a look at so far as the people who really are the very, very best in their craft and in their trades are those people who have actually mastered something. So I want to make sure as you start taking a look at the skill sets that you're going into, the things that you're trying to learn, are you looking to actually master this? Are you literally just taking a cliff notes approach to, to funnel build you cliff notes, approach to marketing, just trying to get as much in your head and, and hopefully some of it sticks. If that's the case, you're going to find that you really are actually hurting yourself, you're hurting your clients. [02:17] And most importantly, you're taking a very short term approach to having massive success in your life. The whole idea here is, and I learned this years ago from Dan Kennedy, I've seen it in Russell. Uh, I've seen it actually in anybody who's really on top of the game. And it becomes a master is the actually learn for two. What I mean by that is when you start going in and start to learn, the first thing is you've got to learn for yourself and that's where it takes, you have to take the time, you got to, got to put in the reps, you got to find a way of really going through and creating enough experiences to where you actually learn it, where it becomes a part of you are too often these days, people really forget the importance of mastery. Uh, there's so much out there and they just kind of skim across it and they never really focus and masters a trade a skill and whether it's, you know, funnel building and if it's a graphics, if it's copy, if it's video, whatever, it might be a too often we just tried to become a jack of all trades and just kind of get a surface level. [03:19] The real key to it is first and foremost is mastering something. And then the second part as far as where you're learning for two is can you teach it to somebody else in a simplified way that they can not only understand it but actually implement it? Uh, so this morning my son Chandler is working right now on a super cool project with that. Steve Larsen and I'll, I'll let Chandler talk about it later. Um, but what he's been doing is he's been going through Steven's offer mind and he goes, dad, you know, I've gone through this thing like two or three times and every time I keep learning more stuff and yet I still feel like I don't know it well enough to actually go out and teach it. And I said, so what do you, what are you doing? And so he's literally taking the time, he's got a huge notepad out, he's got markers out. [04:07] He's, he's trying to actually learn it for himself, but then find it in a way where he can actually teach it and teach it, not just surface level teaching, but teach it as if the content actually had become his own. I think that's one of the main things I want to make sure as you start taking a look at the skill sets that you're developing and the things that you're building on, are you, are you living just going through business and he's just trying to get as a surface level jack of all trades type of things so you can talk surface level about this or you really going in to the point where you've developed a skill. It's one of the things I've loved working with Russell is it right now he has five different presentations that he's got to create for funnel hacking live and literally the late nights of trying to make sure that every word is placed in the pictures and the images and everything is done in a way that people can not only understand it, but hopefully they not only understand it, but they can take what Russell taught to them and then actually teach it to somebody else. [05:05] That whole transfer of education, that transfer of content, that transfer of knowledge and skill. That's one of the main things that most people are forgetting these days and it's where I see a lot of people getting frustrated in their funnel building because they never really learn it to a point where they, it becomes a part of them. Mastery is a skill and it's one of those things that people have kind of put to the wayside because it takes time. You've got to put in your 10,000 hours, you've got to put in the Reps. If you're not willing to put in, those reps are not willing to put in the time. You typically get frustrated longterm. It's kind of like a tree is this tree grows and if the roots aren't strong enough, as soon as the wind blows, man, that's, that tree just gets knocked over and people are like, gosh, it's really kind of sad that he wasn't strong enough. [05:48] It's because the roots were never strong enough. They weren't deep enough and the way you get deep roots is by mastering a skill. That's one of the things we've taken a look at right now with funnel Rolodex. The whole idea and what you're in here, Russell, talked about funnel hacking live is this concept of who, not how. I've done a couple different podcasts on it. It's a principle that I'm such a huge strong believer in, and that is stop focusing on how to do absolutely everything. Pick one or two skills and master that and then find out who is the right person who has done the exact same thing for the other pieces that you need in your business. So as you start taking a look at growing your business, first and foremost, find out what is the one skill that you want to learn. [06:25] You want to master. And when you do it, make sure that you're learning for too, I mean you learn it for yourself and then learn it most importantly in a way that you can teach it so simply to somebody else that they can then turn around and actually implement what you taught. Once you've done that, that's when you know you've got that skill. So again, make sure that you're learning for two people yourself and for somebody else. Make sure you're taking the time to master something and stop trying to be a jack of all trades. Have an amazing day and we'll talk to you guys soon. Okay. Thank you so much for taking the time to listen. I can tell you for me, one of the things I've enjoyed the most, or is reading Russell's books. One of my favorite books is expert secrets. If you hadn't had a chance to get a copy of expert secrets, just go to expert secrets.com we will give you the book for free. You just have to pay the seven 95 shipping and handling. So let's go to expert secrets.com you'll get the book and one of the most fascinating books, because the whole idea here is this is the underground playbook for creating a mass movement of people who will pay you for your advice. So again, go to expert secrets.com get your free book, listen to it. Let me know what you think about it.  

What is going on! I am actually coming to you from my car right now. I had this crazy idea which was to - yeah, essentially just publish or make a podcast... not necessarily make a podcast but to just teach the things that I've learned for the day and so you guys can learn from what I'm learning from sitting next to Steven Larsen like every day. So yeah, it may not be a very long podcast, it may not be super huge or anything and yes, I probably won't do it every day. There will be some days where I may just be doing some very mundane work but they're definitely gonna be plenty of days where I'm gonna learn some freakin' awesome crap and publish it and teach it because you can't learn something... you actually don't know something until you know how to teach it. If you can't teach it, you don't know it. So here's the deal, I know how frustrating it is as an entrepreneur to waste countless hours sifting through wannabe experts who never actually help me in the end, then to learn years later that there was an expert who really could help me 100 times faster than learning on my own. I have created this podcast to save you time and money while taking you on a journey with me as I learn from and interview real experts who can actually help you grow your business. My name is Coulton Woods and you're listening to, "Learning From the Experts". I'm gonna try to teach everyday what I'm learning so I can internalize it, better understand it and progress even that much farther. I hope this sounds good, I have no idea if this is gonna be super loud or if it's gonna be really bad or not. So, mainly because I'm in my car literally driving, stopping, starting and lots of noises going on around me, so if you can hear those, I'm sorry I will try to be a little bit better at them. I do have this little mic that I've plugged into my phone and I'm using that to essentially just talk through that but it's got this like little foam thing around it on the outside so, hopefully that helps with the sound. Man! I just got stuck behind some chick that was like staring at her phone, totally not paying attention. Come on guys, I know I'm using my phone right now but I'm not looking at my phone, there's a big difference. So today, craziness like, it was interesting I was talking to Steven right before I left, I was like, dude! I was thinking about it, we get to do some pretty crazy stuff, some awesome stuff, some fast-paced stuff, some highly stressful stuff and some just cool stuff. You know, we get to do a lot of stuff but most people would actually run from this. Like a lot of people would just want to get away. It's too much outside of their norm, it causes them to think outside of their natural thinking too much or it's too much stress at times or just so many different things. A lot of people - it's interesting, people just like to follow just somebody else, just kind of just - just leave me and I'll just go there and not have to think about it. Like the less I have to think about, the less I have to do, the better. I've been thinking about that a lot lately, I don’t know why but I look at some people, what makes me really sad is when I see - I want to say this in the nicest way I can; when I see an older person doing a manual labor, not even manual labor job but just a job that obviously doesn't take a whole lot of skill or technical knowledge or anything to do, like a high-school job. I don't know exactly where I'm going with all this but [laughs], like a high school job, like it's sad to me that they're in that position and they're that old or you know, they never made it any farther. Maybe they did, I don't know, maybe there's something else going on. There's so many different things that I don't know, I can't judge just by looking at them. So obviously there could be a whole lot of other things that have happened but it's surprising me how much people don't try to push them to go farther. They don't push themselves to do more, they don't push themselves to learn. The pain is too much for them, the pain is too hard. Obviously if you're listening to a podcast, you enjoy learning, you enjoy pushing yourself farther than most people do. Like the majority of people do but then again like, some podcasts are not painful. This is more of like, I mean, business podcasts where you're trying to learn business strategies, things that are going to help you mentally, even physically and like professionally. That's gonna have some pain to go with it, it's gonna push you somewhere. Obviously there are podcasts that are purely entertainment based and have no really growing potential there. So, I think the fact that you're listening to this podcast and you're trying to get insights from experts or different people as I am trying to gain these insights from the experts that I have around me or the people that I'm seeing or being in contact with so often, that's huge, that means a lot, it means you're actually trying to go somewhere and build yourself to become better which obviously is gonna help you go places. I actually published a quote on my Facebook page, not even the page, it's my profile, a couple days ago that says; I'm gonna try not to butcher it but essentially says "formal education will get you a job that's gonna get you by, self-education will make you a fortune." and obviously there's a lot of - there's some contingence there. Self-education just for the sake of Education not to take it anywhere most likely won't be making you a fortune unless you use it to publish or do different things or become better in your profession. So, self-education; I would say self-education that is focused to a point of making you better, to become better in your profession or to grow yourself, that's gonna help you know, grow those bounds that you have, that's what's gonna make you the fortune. Not just general education, not just general self-education, sorry about that. So, yeah, just - this is good stuff. I was actually listening to an interview from Tom Bilyeu and I could probably - I'm probably totally butchering his name right there. So I'm listening to this interview of Tom Bilyeu from doctor - oh man, I'm totally gonna miss his name. Damn, I can't remember it. Anyway, so, it's this neurologist guy and he's talking about how all of these different issues like Alzheimer's, dementia, just all these bad chronic illnesses that you can get especially in later years, even autism stem from the food you eat, your gut. Your gut drives everything in your body. You eat like crap, you're gonna get really bad results essentially in the rest of your body, you're gonna have these issues. If you eat more healthy, if you eat stuff that's actually good for you and there's a big difference on a lot of things there, your gut is gonna be healthier which is actually gonna help with everything else in your body. Super interesting, it was like an hour long, super interesting interview. The guy had some crazy stories about some different things that we're - it blew my mind. They actually use fecal matter to cure autism. Yeah, think on that for a second, like if that doesn't sound crazy, I don't - yeah, that's... like what! You did what! Like how do you even think about that? But essentially, it's because if you find the right fecal matter that has the right bacteria, it'll cure the problems in the gut and bring those right bacteria into your gut which then helps everything else in your body. That's pretty insane if you ask me. That's a very short version of it but... knowledge like guys, be pushing yourself to gain more, to become more. Teach the things that you're learning so you can internalize them. Be listening to content that is actually there to help you become better who you are. It's so interesting to me, if you take care of yourself, other things happen, you can do so much more. I drink Keto drinks every day because of the power it gives me to be cognitively there and to be able to think more straight and clearly and to keep my mind going. That's so sad to be - I think so many people - a lot of people that - and I'm not a doctor, I don't know but based on what this guy was saying, a lot of your gut stuff has to do with Alzheimer's but honestly like, if you think about it, a lot of people that don't push themselves. They just come home after they work and they honestly don't try to do much at work. They just kind of go through it as easily as possible and then they come home, sit down on the couch, watch TV, eat some junk food and then go to bed and repeat. And then on the weekend you're doing drinks whatever, all this stuff. Honestly, I think a lot of your mental health comes from that style of living, that life - that lifestyle and because you're not pushing your brain to develop more, you're not actually like helping it be more cognitively there. It's interesting, every thought you have creates a new neural pathway and the more thoughts you have on the same idea, the same subject, the bigger that neural pathway becomes and the stronger it is and then it helps you actually be able to create new like answers to questions that you didn't have before. It helps your brain naturally be able to go back to it and if you don't use that neural - if you stop thinking on that subject, that specific subject, that neuro pathway will kind of decrease over time. So, do you want to be good at something, I think it was something like 10,000 hours to become an expert in a certain field. We can't just become an expert looking - doing something for an hour. Yes, you can understand some things but it really takes a whole lot longer than that and there are ways yes, I believe the shortcut but it's - you can't be an expert in everything. You find somebody who's an expert in it, you have them help you. You find another expert that's good at this area and you hire them to help you. I mean, it's so much faster that way; you can grow and do so many more things that way. Anyway, so that's kind of my - that's my rant today is; guys, be self-educating, push yourselves, be always trying to - if you're not listening to new content which I do believe is not a good thing to be always listening to new - listening to content, you need to also be thinking on that subject, to be growing that neural path, to - yeah, essentially become better at that specific subject. You actually find answers to questions that people have been asking if you think kind of enough. It's kind of interesting, there's some studies about meditation on how that actually helps you create, like become in a space where your brain can help you understand and answer questions. Super interesting. I've seen it done guys, like Steve Larsen went into a pretty much headphones on, focus mode for weeks straight before Offer Mind, our event, is where he taught everything about offers for you know, creating offers for your products and selling them. Literally for weeks straight like just meant like mentally in that and nothing else, like just thinking on that and while he was doing that, I kid you not, I saw so many things that he had learned and understood so much more because of that. He was building - not only had he built that neural pathway before then but now that he's focusing on it 24/7 for weeks, it was just going nuts and like building so much that he was answering questions and things that nobody had really answered before. He was figuring things out that people hadn't figured out before. He was connecting things that hadn't been connected before. I saw it done right before my eyes, I know it happens. The more you think on something, the bigger that neural pathway comes. So, if you're even thinking on something that you're like "man, I need to stop, I don't like that", like even like TV shows and things like, "I think too much about that or -" whatever it may be, you need to find something that draws your attention that you enjoy, that is going to help build that neural pathway even more. If you guys want like a hack to getting your brain focused and centered on things that are - that you need to be focused on and be able to like think so much faster, you need to change your diet, you need to stop eating so many carbs and drinking sugars and you need to drink some Keto... some ketone supplements, that's what I do. I don't eat carbs at work, I stay away from carbs as much as I can because I know mentally, cognitively I will slow down and so I just stay away from it. I mean, I'm not saying that don't eat carbs because I definitely eat carbs. I need to not eat carbs and I wish I didn't, I wish I could just stay away from them 100%. Not 100% but you know, because I know it'd be so much healthier for me. And literally when I did Keto, when I got on to the Ketone diet, things in my body that I had issues with like heartburn and different things, I can't like say Keto cured me but when I did that, there was a crazy difference in my body since then. I stopped having heartburn, literally didn't have a problem with heartburn before that or after that. Before, it was every day. I would wake up in the middle of the night, burning heartburn, can't sleep. I even remember, there's plenty of times, I remember like just waking up choking on like acid, like heartburn, it's so bad. So, like guys, educate yourself, you'll find things that are actually going to be a huge huge benefit to you, your life, everything. But you don't know that unless you're searching, if you're understanding or you know, you're finding things that are gonna help you understand that. So, that's my - that's my rant for today, hopefully you guys liked it and we'll talk to y'all later. Are you looking to jump-start your business by learning or getting help from the real experts? Go to learningfromtheexperts.com to find the pre-approved experts that I've hand-picked for you. Please don't forget to let me know how I'm doing by Subscribing, Rating and leaving feedback.

Why Dave Decided to talk About In Time Learning: Description: Dave always has amazing conversations with titans in the industry we all call, FunnelHacking. His recent conversation with Steven Larsen has inspired this podcast about truly learning. We all are constantly surrounding ourselves with opportunities to learn, it’s how we stay in the game. It’s now time for us to reconsider how we’ve been doing our learning. FInd your question you need solved THEN find your answer. Listen in to the thoughts of Dave Woodward and those he’s associated with and see if you can’t solve the questions you have or identify what question you really NEED to be asking. Tips and Tricks for You and Your Business: (2:21) Why Master Questions? (3:56) Dave’s Questions and Their Answers in 2019 (7:08) Do You Read to HUNT? (9:55) Dave’s Modeling (WARNING: This is about strategies, not Dave’s modeling career for Vogue) (12:40) Speed, Speed, Speed (15:39) Just Get Your Three Quotable Moments: (2:36) “You know the very first thing, as I look at 2019, is I’ve realized overtime that questions invite revelation.” (8:30) “You guys have to stop learning generally.” (10:27) “Too often people try to do their own creativity that they forget the framework.” (12:17) “One of those questions should be, ‘Who’s the person I can model? Who is the person who has the framework that will help me solve that problem?’” Other Tidbits: Speed is so important in Dave’s life that he’s constantly hiring coaches for the parts in his life that he wants to improve. If you did know the answer to the question holding back your business, how much of a change would it make. Be honest, would you allow change to incur? Important Episode Links: FunnelHackingLive.com FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- [00:00] Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward [00:16] [inaudible]. Everybody. Welcome back. This is a fun, fun time. Odd again, you've heard on the last episode was actually just got back from the two comma club x cruise and if for some reason you guys want to be involved in that next year, you've got to go to follow hacking live this year because that's the only time where we actually even offer people to join to our two Comma Club coaching program. But what happened was, uh, and by the way, we actually are going to be going on a cruise again next year or we're going to go to an all inclusive resort. We kind of decided between the two. What I want to share with you real fast here is some of the things that, uh, we covered. So, uh, in the last episode I talked about basically Jsp friel kind of talk about it during one of his masterminds today, I want to kind of talk to you about some of the things that I learned from Stephen Larsen. [01:03] He was, he's another one of our two comma club coaches and he was on the cruise top some of the masterminds, uh, for those who were on the cruise, they actually had a huge advantage because, uh, Alyssa see if his wife wasn't able to come, not just because of families type of stuff in the kids. So they had basically they had steven to themselves and he just gave and gave and gave on not only on the masterminds he top but on individual ones late at night. And it's just too comical. X Cruz was just the most amazing experience ever. So again, if you want to be there next year, go to funnel hacking live this year so you can actually sign up for our two Comma Club coaching program. But what I want to dive into right now, our three, the secrets that Steven talked about, and these all will apply directly to your business. [01:50] It also applied to your life and I think it's a, it's super critical for you as you start realizing some of the people that are involved in our whole funnel hacking group and community just because of the experiences they've had. And I would hope that if, if you're, you should be going to funnel hacking live. So assuming you're going to funnel hacking live, make sure you take the time to talk to the people, get outside of your comfort zone and really spend the time diving deep into what they have to say. So one of the things Steven was talking about was as he was looking basically at going into 2019 and some of the things that he had learned in over the last couple of years, but what he was gonna do different this year said, you know, the very first thing is I'd look at 2019 is I've realized over time that questions invite revelation. [02:42] And he said, there's a lot of things I need revelation for this year. I'm trying to grow my business. I'm trying to do. Is it called the shop? Basically it'll 4 million for this next year. Uh, and so he goes, I'm, that's 400 times what I did last year, more than 400 times. So it, I don't have the skill set there, I don't have the people in my community. And he said, what matters most to me right now is to realize that questions invite revelation and I need revelation. So I wanted to kind of just mentioned that to you as you start looking at this year to start asking better questions. And one of the things he said was, as far as the questions so you can they go, they come really random for a lot of people. He said for him personally, his quest, he's only looking at really one question and that is what is the number one immediate problem in front of me that I need to solve? [03:37] I thought that is awesome. If you, if you can actually identify what the number one immediate problem is in front of you and all your questions are focused on solving that problem, that in and of itself will take care of everything else. So again, this applies in your business, applies in your relationships, it applies in all sorts of different parts of your life. If you were to take a look as far as in, for me personally, if I was, if I'm looking at this going right now, what is the number one immediate problem in front of me that I need to solve for click funnels? So I run all of our top line revenue. I run all of our business development, all of our partnerships, all of our, all of our international growth opportunities, anything as far as all that kind of stuff that impacts our top line revenue, which obviously then falls to the bottom line. [04:23] What is the number one thing I can do, and I can tell you for me the number one immediate problem in front of me that I am trying to solve this year is to reduce our churn. We have over a thousand people a day that hit the clickfunnels website. Half those people sign up for a free trial and then basically I after after the first 30 days, about half those actually make that first payment and so I'm trying to find out what can I do to help decrease churn? How can I impact more people's lives? How can I help more people, more entrepreneurs actually use click funnels in their business, in their life to get the the goals, the dreams and things that they've said. So for me, the number one problem that I can see that in front of me is that, and it was funny because before I went on the cruise, one of the things I ended up signing up for was a dear friend of mine, Dan Martell is a guy, basically sold a company to mark Cuban for clarity FM and as a SAS owner basically has made a ton of money, but really he's taken all this time and effort to work now with other sas companies and typically he ends up working with companies who are just getting started. [05:33] Only [inaudible] I've known for a long time. I said, you know, Dan, I know we're not your typical client, but I still have some of the same issues that your clients face in one of those is true. And he goes, well, Dave, I don't, I don't deal with kinds and your size because there's nothing, there's not anything in it for me. And I said, yeah, I understand that we're not giving away equity or anything like that, but if you were to to work with us, what would it be? And those types of questions I'd love to ask because if it was what would it take? And we basically came to terms and, and he goes, okay, I actually will take this on. And so I ended up signing up a painting, a large chunk of money to basically help us to reduce churn. And so for you and your business in your life, what is the number one immediate problem in front of you? [06:20] And start asking that question on a daily basis. And again, it's something I continue to ask. Even though I've hired Dan. I'm, I'm looking at it all the time. How do we identify churn? How do we actually impact different cohorts of churn? How do we, when we start looking at add users, customer success, what do we do to have greater success sooner so they can stick with this long, so realize once you start asking that number one question, that question, the immediate problem in front of you, it's thinking to start getting you involved in other things as well. So identify first and foremost, what is the number one immediate problem in front of you and start asking a bunch of questions about that. That is going to give you the revelation that you need. Next thing Stephen talked about was this whole idea as far as too often people just read to read. [07:08] He goes, I always read to hunt. I'm I'm lily hunting. I'm trying to find the answer. I'm looking for applied learning. I'm trying to find from the masters someone who basically took the time to put together a book. What's the one thing that I need? And so I. I find so many people who get in situation where man, I read a book a day or a book a week or whatever it is, and I'm like, why are you doing that? Are you doing it just to, to get a whole bunch of content in your head? Or are you, are you truly on a hunt? Are you reading to hunt? Are you trying to find a way to solve a problem? And so for, it's been fun for me to watch Steven, his whole focus has been on offers and a yesterday in the office, uh, he was in there and Russell basically gave him two or three different books that he had just on offers. [07:56] And in fact, as you start tossing questions out to the universe, you'll be amazed as far as how those things come back. All of a sudden someone presents two or three books that you might need or they introduce you to someone. So as you focus on the number one problem in your life, solving that one problem, you will find other resources come to you. You'll find the opportunity as far as books or courses and understand that when you're doing this read to hunt. I was gonna. I titled this just in time learning and I got that just in time. Learning from Steven says, you've got to. You guys have to stop learning. Generally too often people and I saw this take place and our two Comma Club coaching program because we have so much content and they were so much amazing stuff out there that everybody, not everyone. [08:43] A lot of people just gotten this idea as far as they were just learning generally and take for example, there's it doesn't do you any good to spend time going through John's facebook course if you don't even have your funnel up. Stop learning about facebook until you get your funnel built and realized that just in time, learning is such a key principle in life. That is all you need to worry about right now and only thing you need to learn is whatever is going to solve the number one immediate problem in front of you. So really make sure that you're everything you start hunting. Learn, understand that you have to love to learn and as you start gaining this love for learning, what you're going to find is you then start focusing on just in time learning what is the like right now, the only stuff I'm really studying is churn reduction. [09:31] That's the number one stuff for me. It's all I care about and if I can solve that one problem, I can solve a whole bunch of other problems later. But realize you have to stay focused, especially on your learning, especially in your reading. Read to hunt and focused. Learning it on just in time learning. The only thing you need to learn right now is whatever the number one problem is in front of you and forget learning about everything else. With that. The other thing I want to talk to you about is this whole idea about modeling, and this kind of goes back to this situation. I'm, uh, I mentioned the last one as far as assuming someone else's identity. And again, this is more of an identity hacky, not identity theft type of a deal, but realize that when you find someone who has already done what you, you're trying to do, they've already built a framework and that framework literally is, if you follow the framework, that's 80 percent of the success. [10:23] Steven mentioned the remaining 20 percent of the success. That's your own creativity. But too often people try to do their own creativity and forget the framework. One of the things that Russell is literally the master at is creating frameworks. And it's fun for me to see how steven has learned that from Russell and does the same thing as he teaches. He teaches frameworks. Um, if you would look at. One of the things Steven was talking about was this whole idea that becoming a framework master says, I personally, Zemo was saying that he personally, it hasn't ever read or studied Dan Kennedy stuff. What he's done instead is he studied Russell who has been a master's student studying for years. All the gurus of the past and all their different frameworks to then help create his own framework from that. And by doing that, what happens is Russell's been able to literally put together decades in into a day or in a couple of days, and then from that Steven has now been able to digest that piece of it and now has the framework that Russell was able to find as he spent years studying all the growers and basically the framework mastery that he was able to study and put together. [11:36] Steven is now quickly able to adopt us into his own life and to have the massive success that Steven had last year because of the framework that he had. So my whole focus here is to understand first and foremost questions invite revelation. And the first thing you need to do then is what's the find out, what's the number one immediate problem in front of you? And solve that question. The second thing then is to then model those people who are already doing it against whole reason I hire coaches is because they're already doing it. They've already been down that road. So find, find out what the number one immediate problem is in front of you. Ask as many questions as possible to get answers to that, and one of those questions should be who is the person that I can model? Who's the person who has the framework to help me solve that problem I doing that? [12:23] You have 80 percent of the success and the other 20 percent is gonna be your own creativity and color and flair that you add to that. So those are the first two things. The third thing is a question you need to start asking yourself on a regular basis and that is how can I increase my speed? Speed is one of the most amazing things to me. I have seen, I've seen this take place in so many parts of my own personal life as well as in the lives of others, and that is too often people get focused on, on being too slow to do things. Speed makes up for a lot of mistakes. It covers a lot of mistakes because you're able to get to the next thing quickly understand that you're always trying to find ways of increasing speed. One of the ways of increasing speed for me is hiring a coach. [13:08] It's why I've hired. You guys have heard me talk about this a ton of times. I hired a coach in my own personal life. Jerrick Robbins, Tony Center hired him this last year. I ended up hiring Eric cafferty who has been my physical coach. I ended up hiring Brad and Ryan on my finances to help me on my financial coach. Those are the three coaches I had last year going into this next year. I'm still working with Eric, but I'm going to be working now with with Dan Martell as a coach on helping me solve my number one problem, which is how to, how do we reduce churn at clickfunnels? So realize you have to be taking a look at these types of things and finding out what. What is the thing that you can do to help increase speed? Now, one of the things that happens for a lot of us, and I know myself and in this, I seen this especially with my kids, were I'll ask them a question that I thought, I don't know dad. [13:59] Just tell me the answer and I'm like, no, I'm not going to tell you the answer, but as I go back to them, they keep saying, well, I don't know that I don't know. I don't know. I don't know. And I said, I got this from Tony Robinson. That is anytime someone says, I don't know, I don't know the answer, the best response, again, as a coach or as a person trying to help them is if you did know the answer, what would it be? And what you're gonna find is that most of us already have a pretty good idea of what the answer is, but we want someone to actually validate it for us or to give us the secrets. There is so much to solving problems ourselves by taking the revelation that comes to us and implementing that. So as you start looking at the problems of life in front of you and you're sitting there saying, I, you know, I just don't know what the answer is. [14:50] Start to rephrase that question. Say, all right, if I didn't know the answer, what would it be? And then start taking action on what that is. The, the whole idea here is I want to make sure that as you take a look at this next year and as you take a look at the opportunities in front of you, that you realize that there are so many people out there willing to help you. So with that, the last thing Steve made mention of an I think is so critical, um, and it's more of a time management opportunity, but it comes down to focusing on doing three moves a day. What are the three things that are going to get you closer to your number one, solving your number one problem? What are the three things that if you did these three things today are going to get you closer to adapting the speed that you need in your life? [15:35] What are the three things that are going to get you closer to getting the goals that you have and each day? Just focus on those three things. I think too often I, I've been guilty of this myself or my to do list is like a, today I'm going to get a million things done, or the there's these 35 things I got to get done by the end of the day. That just doesn't happen. So as you start taking a look at it, and then this kind of goes back to Gary Keller's, the one thing and that is what's the one thing if I did this, everything else would become easier or unnecessary and if you find that one thing is you'll typically find there might be two other ones that are really close there. If you end up doing the one thing first and then knock out the next two by doing those three things, you will find the speed is crazy in your life because you get winter right? [16:23] Of all the clutter. It goes back to this whole idea as far as learning as as the idea, as far as making sure that when you're looking at learning that it's just in time learning. When you're looking at and reading your hunting, make sure that you're taking the time to focus. I think if there's one thing I could say, out of all all the success I've seen in our two comma club members aren't your come ex students are eight figure award winners and that is focus. You've got to focus and as an entrepreneur we get so sidetracked by all this bright, shiny objects all around us. If you will take the time to focus and identify what's the number one problem you have right now and just spend all your energy in that. Everything else will work. So with that said, I just hope you have the most amazing time ever again. [17:09] You're going to get this podcast probably listen to this. If it came out on time towards the end of January, which means we are most likely almost sold out with funnel hacking live tickets. Please. I would love to see you if I'm lacking live. So please go to funnel hacking live.com, get a ticket, and then finally at funnel hacking live, come up to me and say, hey dave, thanks so much for encouraging me to be here. This is the best event I ever could have attended and again, I just, I just want you to know we care about you, love you, and most importantly, once you have success and the greatest way of having success is by getting funnel hacking live. Have an awesome day and we'll talk to you soon. [17:42] Everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me or I'm trying to get to as a million downloads here in the next few months and just crush through over 650,000 and I just want to get that next few $100,000 so we can get to a million downloads and see really what I can do to help improve and get this out to more people. At the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as you'd like me to interview. I'm more than happy to reach out and have that conversation with you, so again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or I can do to make this better for you guys. Thanks.

Why Dave Decided to Talk About Cruising with a Rocket Scientist: Though Dave is usually opposed to sharing stuff shared in the 2 Comma Club X Mastermind, he’s willing to break this one rule today purely because of the value that he feels need to be shared. Learn why Dave thinks that proper goal setting really lies within setting realistic goals that can be achieved yet push you. And of course listen in to how crucial it is to assume the identity of the person who would accomplish the goals you have already set. We’re taking this podcast out of this world with the content provided so strap into your vehicle to out of this world success, take your protein pills or Ketones, and listen in. Tips and Tricks for You and Your Business: (3:36) Your Result Goals vs. Your Process Goals (8:02) What Process Goals Would Help Your Business or Just Yourself? (10:24) Dave’s Self-Established Rock Bottom (16:06) YOUR Identity (17:03) James the Drummer (20:31) What’s the Importance of Assuming an Identity? (23:46) According to Dave, This is the Main Reason You Have a Coach (25:42) Steven Larsen is the FunnelHacker version of Babe Ruth, call your homerun Quotable Moments: (4:06) “You need to make sure you’re setting goals that can be met. And, ideally, you need to be setting goals that can be reached by August or September (8:01) “The Process Goals are the goals that actually make things happen.” (20:46) “The importance, when you’re setting goals, of assuming an identity. What you’re going to find is identity shapes behavior and your behavior is what’s going to shape the outcome.” Other Tidbits: Your goals, if un-hit can hurt your esteem more than fill you with drive. Balance is key. Your Result Goal can be to just become normal, whatever that may mean to you. Dave has an illness known as *drum roll please* No-Rhythm-itis. Put on that identity like you’re Bruce Wayne putting on the Batman cowl and step into your dream. Important Episode Links: FunnelHackingLive.com FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here is your host, Dave Woodward. Speaker 2:     00:17         Welcome back to funnel hacker radio. Everybody. This is going to be a fun episode. I just got back from our two comma club x cruise. That was crazy fun. It was, I think we had like 350 people on this thing and ended up leaving out of Miami, going to Miami down like two and a half days down to the British Virgin Islands. Uh, spend some time there, a little beach and Tortola next day. We were in St Thomas a day or so on the ocean and coming back and then spent the day at, at NASA. Actually Atlantis. It was really fun for me this time. I actually had the opportunity be being there with my wife and then my two youngest boys, Christian and Jackson. And the part I guess I was so impressed with was the networking that took place on the cruise and just the, the openness and the friendships and really the family that was felt by all of the members are two Comma Club coaching program is really a fun, fun experience. Speaker 2:     01:12         We ended up each day having a starting off any, any of the days we were actually at sea. We'd start off with a mastermind and the very first one was kicked off by Mr James P friel. I, I've had on my podcast a couple of times, a dear friend of mine, Guy who's just a very, very systems oriented. And it was great to hear from him. It's one of the main reasons I. I'm basically labeling this as far as, you know, secret from a rocket science I learned on a cruise ship because James P friel is a rocket scientist. Yes. Actually what, that's where you went to school for and ended up working in aeronautics and all that kind of stuff. But the part that I found super fascinating to me is I was looking at, uh, at the people, he was basically in our, in our two comma, x coaching program programs. Speaker 2:     01:56         He was in there talking to them, just how engaged they were with what he was discussing. And in fact, you know, what I need. I typically never really share a lot of the things that we talked about. Our Two Comma Club coaching program because people paid $18,000 to belong to it. But I really wanted to make sure that you got this piece. And so I took some notes and I'm just going to kind of go through some of the things that he taught because it was really fun because it was the beginning of the new year. And so it was all about goals. Now understand I, I've always been a huge goal setter and there's a lot of different things people say about goals that I'm. I'm not a huge believer in a lot of the things that people talk about. But the things that James is going through, I thought were really unique and set in a way that that would last more than just the month. Speaker 2:     02:50         And so I want to kind of go through these things. Some of them you'll say, yeah, I already know that. I'm sure that a couple of, no, I really want to make sure you spend some time on and, and use in your life, especially here at the beginning of the year. I don't know where you are in your business, where you are in your personal life, your with your finances, your relationships, your spiritual, all of the kinds of different types, types of things you could be setting goals in. But I want you to kind of listen in and take some notes as to those things that might actually help you. Uh, you're probably going to be receiving this podcast towards the end of January, first part of February were a lot of people have already. Whatever goals they had, they've now forgotten about them when they're on to something new. So what that said, some of the things that we talked about was two different types of goals and one of the things you're gonna have are going to be results, goals, and the other type thing. Speaker 2:     03:41         You're going gonna have our process goals. Now, results goals are typically those things that most people set a, I'm going to lose 50 pounds by the end of the year. I'm going to be a millionaire by the end of the year. Uh, you know, they're these huge beehag is these big hairy audacious goals that people set. And I, I've learned this actually from Alex Charfen and that was anytime you're setting the goal, especially as a leader and a manager working with a team, you need to make sure that you're setting goals that actually can be met. And ideally they can be met by August or September. And I know a lot of people go, well, that's not your set, your standard too low. That's not the case. If you take a look at, at human behavior and what motivates people, there's nothing more frustrating than setting a goal time and time and time again. Speaker 2:     04:30         And never ever hitting it. Um, I, I've seen this take place a lot, especially in, in business where a manager will set a goal for somebody. First of all, it's a matter of setting a goal. It's not the team setting the goal so they don't have as much ownership in it. So first of all, if you're working as a manager or as a leader or the strategies in your company and you're looking at setting goals, make sure that the people who you're setting the goals with, they have buy in into it. Meaning that's something they believe in, that they've said that they, something they as a team have come up with. Um, I can tell you that. So take for example, I'll give you current lured to seven, just over 70,000 customers. I would love for our goal to be that we were going to double our customers by next year. Speaker 2:     05:18         Now, as much as I would love to see that happen, the reality of that actually happening due to a whole bunch of factors that come into play is pretty, pretty tough. Could it happen? Sure it could happen. But the chances of it realistically happened are super, super slim. So during our partner meeting we had, back in December, we were having this conversation of what are the things that are that our employees, we've got over 250 people working now at click funnels and I wanted to make sure there was some of they got behind that they felt ownership in that they understood the impact that their job has on every single one of our customers. And so with that, uh, with our, we set the goal at 100,000 and Russell was like, I think we definitely would be able to do 100,000 again, realize hundred thousand dollars, almost a 50 percent increase, which is a huge, huge increase. Speaker 2:     06:10         And but we said, you know, what do we know confidently that we can make sure we actually hit. That is still a pretty big stretch. Well 25 percent increase would be almost 15,000 more people, which again, is a massive, massive goal. Twenty five, 25 percent. Adding that to your customers at the level we're at right now, that is a lot of customers. But that's where we thought, you know what, realistically I know for sure we can add an additional 15,000 customers between now and the end of the year, but more importantly, I believe that we can actually have that we can hit 85,000 customers by August or September, October. The reason that's so important is we want to make sure that as we go out to are the people who work for us and with us, that when they buy into that goal, they understand they actually have an impact on the lives of 85,000 people as they pick up it, as they respond to any of the emails or the tickets are there, talk on the phone, whatever that what they're doing matters. Speaker 2:     07:11         And so for us, even though a huge beehag gold be 150,000 customers and even a large goal would be 100,000 customers, but a really attainable stretch goal for us still is 85,000. And that's kind of where. That's exactly what we're setting our goal. Now. Again, that's more of a results goal. The key here is anytime you're looking at goals, you're going to have results, goals, where it's, you know, this is the end result, but the result goal does you no good, and this is where most people screw stuff up is they forget to set the process goals and the process goals are the ones that you need to do on a, on a daily, weekly, monthly basis. Those are the goals that they may not be as fun and exciting and as you're talking to people about it, getting all whole bunch of energy and excitement behind it, but the process goals are the goals that actually make things happen. Speaker 2:     08:05         And so, um, some of the process goals that we're looking at is reducing churn. We're looking at increasing our revenue per customer. We're looking at some of the process goals of being able to identify what are the, what are the three to five things that a person who's getting started with clickfunnels. If they do those three to five things, they're going to have success. So what is the, what in your. Some of the process goals we're looking at is what are the things in the success journey that needs to take place for our customers and then what we will then end up setting process goals behind how do we actually make those things become more attainable and realistic for our customers. So realize when you're setting goals, you're typically gonna have results goal, but the most important goals you have to start setting and those are going to be your habits or your process goals. Speaker 2:     08:53         So please, as you start taking a look at this year, you probably set a whole bunch of results goals. Now the next step is what are the process goals that you need to set a take? For example, a lot of you guys know I've been listening to as a thing I've struggled with the most, is being consistent in working out and I don't really have a results goal with regard to a weights I'm trying to lift or body percent fat. Really, the results goal was for me to just get healthy and healthy for me is as weird as it sounds at this time. Last year, January second of last year, I was under the knife on a surgeons in operating table, uh, getting my back fixed. And so for me, I, last year was a huge recovery year. I wasn't able to last December I was living in a wheelchair, being pushed around a Thanksgiving point at a Christmas lights festival. And I remember the pain of that moment for me was probably the most intense thing I've experienced a long time because I remember as a kid, I don't know why I'm going into this direction with you guys, but I'm, I am so as a child, I at the age of have to end up Speaker 2:     10:16         getting an illness, a encephalitis, basically red water on my brain. And I ended up not being able to walk. And I ended up having seizures for quite a few years in my childhood where, uh, the age of basically of three, I ended up having to learn how to walk and to talk and to, and to do everything all over. And because of that, my early childhood, I was always the last kid picked on the, on the football team or the kickball team or whatever type of thing it was. And, and because of that, my mom was so concerned about sports that I wasn't able to play any sports growing up until I got into high school. And then high school I don't think it did, was, was able to run, um, but I remember the pain Speaker 3:     11:02         of, Speaker 2:     11:04         of not being able to walk as a child and of having to take medication to avoid the seizures and, and feeling so different and have, have been in a situation to where I wasn't like everybody else. And I remember last Christmas when I was Speaker 2:     11:24         in a wheelchair, being pushed around on a, uh, through the park, watching the lights thinking, oh my gosh, am I going back to that again? Am I not going to be able to walk? And so for me this year was all about regaining feeling in my feet. What had happened was I had dropped foot and I couldn't control my feet. That basically just kept flopping down. I had neuropathy in my feet and I couldn't feel the bottoms of my feet. So for me, um, the results goal was I wanted to be able to walk without, without a limp, without dragging my feet and I want it to be able to have feeling in my feet and I want to balance. And again, I know those things may sound completely like, oh my Gosh, David, those are so minor. But for me, they were huge last year. And so sorry for going in that whole emotional story for me, that results go last year. Speaker 2:     12:21         What I wanted more than anything else, uh, was I wanted to really become normal again. As weird as that might sound. And so the process goals was why I ended up hiring a coach because after the surgery, everything else I tried working out and I tried doing different things, but I, I wasn't doing things consistently and I wasn't getting the recovery fast enough. And it wasn't until August where I started working out with Eric on a regular basis that I started seeing that. And so for me, the process goals was to work out to lift at least twice a week with a trainer and ideally three times a week and to start walking and that's all it was. As basic as that sounds. So fast forward towards the end of the year, I now have, I have all the feeling in my feet back. I am able to walk without a limp. Speaker 2:     13:11         I actually am feeling amazing and I am so I think my father and having all the time for the blessing of health, um, for me though, I ended up the, one of the results goal I ended up setting in and got all my family and kids involved was we're going to spartan race in June, in June. Uh, one of the things I hate right now is, is running and cardio is just not one of the things I enjoy, but I need to do it. And so that was the whole reason why I've said that. So now my process goals now associated with getting in shape for a spartan race, I'm going to continue doing the lifting the two to three times a week as far as lifting, but now it's a matter of setting a goal of doing cardio three times a week, minimum of a half hour, and instead in that. Speaker 2:     13:55         So my whole folks in in, I just want to make sure you understand when you're setting, don't just set results. Goals. The key here is the process. Goals are what actually make things happen. The other thing James just talking about was what exactly is a habit? And you know, people will go back and forth as far as habits are, you know, they got it takes 21 days, make a habit. I'm not talking about that. What I'm talking about is what actually is a habit. And if you take a look at the actual, what a habit is, the habit is the smallest unit of a thing that you can do without fail. Uh, so for me right now a habit. So it was a process and now that process to become a habit, now a habit that I have is I will work out at least twice a week with, with a trainer at 5:00 in the morning on Mondays and 6:00 in the morning on Wednesdays and I'll try to make sure we, um, 6:00 on Tuesdays and I'm always trying to get that third day and on Thursdays that literally has become a habit and do it realistically without fail. Speaker 2:     14:54         And it is literally the smallest unit of a thing that I can do without fail. The next habit that I'm trying to establish is, is 10,000 steps every single day where I literally, no matter what happens, I get 10,000 steps a. As I'm recording this podcast, I actually have three different metrics on my body right now that I'm tracking. I've got a Fitbit, a, I have a woop and I just got the aura ring and yesterday and I'm, I'm literally split testing the three different things. My wife was like, what in the world are you wearing? Well, I'm wearing those. See which one I liked the most? And which one gets me the best results in which I can track and get the units, the smallest unit of a thing that I can do without fail. So realize you start the year off, we're gonna set results goals, then you're going to set process goals, and then those process goals. Speaker 2:     15:44         The idea is to have those process goals become habits toward those habits are the smallest unit of a thing that you can do without fail. Now that's typically what most people talk about when it comes to setting goals and habits and all that kinds of stuff. The next thing is the one thing that James mentioned I really hadn't thought that much about, but it's the one thing that makes all of the difference. And this one thing is that identity. And if you take a look at, at what we've built inside of clickfunnels, one of the things we talk a lot about is becoming a funnel hacker. And it's ironic to me, uh, we started this thing almost by actually it was members of our culture that kind of started, that we have now adopted. And that is is really just becoming a funnel hacker. We have tee shirts about becoming a funnel hacker. Speaker 2:     16:32         It's our event is actually patterned out to that funnel hacking live and there is an actual identity of a funnel hacker. And what people actually do as a funnel hacker. Well one of the things they do is they funnel hack. Nothing they do is they use click funnels. Nothing they ended up doing is there. They've got goals set to hit the two comma club to hit our eight, figuring out to do all the different things that funnel hackers do. Now, the only reason I mentioned this is Jane's probably said it best and that was the way this whole identity thing came about. He really, he never had. He. I can totally relate to them on this. Never had any ability to follow a beat and to dance or to have musical talents or anything at all. Which is again, one of my biggest struggles with my wife because she would love to go dancing, but I suck at dancing. Speaker 2:     17:24         I can't carry a beat. I can't dance again saying it's just not. One of the things I'm good at, but the part I connected with on James was a. He was saying, they're saying, you know, I want it to become a drummer. He says, I was sitting there and my condo on the beach in Florida and was listening to some music and thought that's what I want. I want to become a drummer, and so he literally took on the identity of saying, I am a drummer, I am a funnel hacker, I am a runner, I am a. whatever that is. You have to assume that identity and the assumption of that identity then leads to things that you actually begin to do and it actually ends up shaping your behavior. The behavior that it got shaped for James was, as soon as he said he was a drummer, well, the very first things that drummers do or have is they have a drum set. Speaker 2:     18:15         So as a drummer, as soon as he took on that identity, the very first thing he did was he went online and bought a drum set. Again, he's in a condo. He's sitting there thinking, you know what? My neighbors are probably going to kill me if I've got a huge drum set and I'm playing it in and all they're hearing is me trying is beating the crap out of a snare drum and and all the symbols and all that kind of stuff. So he thought, I'll get electric jumps set that way. I they won't hear it, but I will. I will become a drummer and I'll be amazing at it. And so from that he then ordered a huge drum set and as it arrived you gotta was like, James, what in the world is this? He's like, this year is, I'm a drummer, Jada. I'm a drummer. Speaker 2:     19:00         She's like, you are not a drummer, you've never played the drums. It's like, no, I am a drummer, and just the identity of itself shaped what happened next. So first thing that happened was he bought a drum set. Well, soon as the drum set arrived, he realized there was, you have to plug things into amps, into keyboard all and and to do your computer. It's like, well, I didn't have that. So instead of waiting for it to come, he then got in his car and drove to the nearest music store and at the nearest music store said, you know what, Hey, what do I need? And they said, well, this is what you need. So they went to the back and he didn't purchase whatever he needed and at that time he, he then turned to the guy, said, well, what else would I need? Speaker 2:     19:42         I've. He says, I've never played the drums before. And I said, well, you might actually want to take a lesson. And so he said, well, how soon can I get the lessons? I'm a drummer. I want to get started right now. I want to start. So you looked down his list and it happened at that time that there had been a cancellation of the, of the teacher basically there who is the drumming instructor. And he said, you know, you literally can get in in the next hour. So he came back within the next hour and sat down for his first lesson and went through it. And the very first thing that the the guy who basically was his teacher or coach says, you don't, you might actually want to consider getting a different instrument. He said, drumming really isn't. You don't have the coordination for drumming. He goes, no, I am a drummer. Speaker 2:     20:25         I am a drummer. And so because of that, he then focus all of his time on lily doing just tapping one at a time just trying to find that beat. And it took a ton of time, but now he actually is a drummer. He's continued down that road and he actually is a drummer. And so I thought so much about that I the importance when you're setting goals of assuming an identity because what you're going to find his identity, shapes, behavior, and your behavior is what's going to shape all the outcomes because your behavior is going to be based on the process goals that we just talked about. So I want to make sure that when you start looking at goals, there's results. Goals, there are process goals, process goals become habits. The one piece that most people screw up is they never ever assume the identity. Speaker 2:     21:12         Now what do I mean by assuming the identity? One is by first of all, identifying who is the person you want to become like. Again, this goes back to a lot of Tony robins things as far as modeling, but what you want to then do is you want to study those people on a regular basis. You might want to study one person a month who is that identity and find a different person every single month and find out what do they do? What are the habits they have, what are the process they do? What are the goals that they've set, and you literally go through and as a rocket scientist, break it down, step by step into the most my noodle, tiniest little units that you can do without fail. That's what it means to assume an identity and the more that you spend time studying that process, the greater the chances are of your becoming that the best way of doing it then is to actually hire a coach who then actually will help you become that person. Speaker 2:     22:10         Because the coach is going to be able to help you overcome all the mishaps and things that you don't see. You have to understand that it's just human nature to get really frustrated because so often what happens is we always look at the horizon, those, the goals out there. That's where we want to get to and get. The harder you try it and the faster you run the horizon is still, the horizon is still the same. Distance is still out there and you never. We never really appreciate how far we've come. The key is you've got to take the time to turn around and look back and see all of the things that you've gone through, all the process process that you've adapted, the habits that you have, all the things that you did that were wrong and how you corrected those mistakes that you made and to realize where you're at. Speaker 2:     22:58         You've come so far. Unfortunately for most of us, we get frustrated because we're not where we want to be and that's one of the great benefits of having a coach. I had, I was talking with Eric Guy. I've hired as my trainer and I'm not lifting the amount of weight pounds wise or by bench or by press or or all that I was hoping I would be at, and he's like, Dave, you have to understand when we first started, you couldn't even balance on one foot. You, you couldn't even. You didn't have the tendon strength and all these things just started going through one thing after another goes. Yet, could you be further or want to be further? Yes, Dave, I get that, but please appreciate and understand how far you've come and for me, that's the benefit of having a coach. A coach can help see where you need to go. Speaker 2:     23:50         They'll help you avoid the mind minds that are going to be in the basically the field that you're walking across, but more important than that, they also were able to take the time to help you turn around and look back when you get frustrated because you're not at the level that you want. So again, a quick little summary here. Understand you have to have results, goals. You've got to then take those results, goals and break those down into process goals, process goals, then need to become habits, that smallest unit but thing that you can do without fail, and then the most important thing is you gotta find the identity. You have to identify who it is that you want to become and assume that identity, become that person in the moment and start doing the things that that person would do, so please understand that for most of us at this time of year where people start giving up on their new year's resolutions, it's because they have so many unmet expectations. Speaker 2:     24:44         Uh, James made mentioned that all upset, all upset comes from unmet expectations. And the whole idea here is to be able to set a goal that's realistic. Something you could hit by August so that you don't have this upset by having so many unmet expectations. I, it's interesting, again, circling back to the fact that we were on this cruise with the two comma club members, how many of them had set a goal of by Nick's funnel hacking live, I am going to have walking across stage and receiving the two Comma Club award and that's an awesome goal, but realize that's if you're just starting in a year that is next to impossible it. I mean it's. And I would hate to think that people are frustrated or are anxious or upset because they, they didn't meet that expectation. That expectation is huge. There's no. It was a Stephen Larsen who's a dear friend of mine, uh, was on the cruise as well, and each year he sets a huge goal and basically he calls his shot kind of like babe ruth a pointed the outfield and saying, this is going to be a home run. Speaker 2:     25:57         It's going to end in that section. It's that type of thing calling the shot. And so each year he calls his shot. Well, last year was his first year on his own. Basically the two years prior had been working with us at funnels a as Russell's funnel builder and then last year in January and went on his own and he called his shot basically, I am going to make a million dollars next year and I'm like, Steven, that is crazy. I said, you probably will just because of all the all the foundation work that you put in over all the years. It's not like he was just starting. He had years of foundation work and spent a ton of time with Russell and everything else, but it's interesting. I remember talking with him the last week of December and he's like, Dave, I'm so frustrated because I didn't hit it. I'm like, you didn't hit what? Speaker 2:     26:44         He goes, I didn't hit the million. I said, well, where'd you end? He goes, like 857,000. I'm like, Stephen, that's crazy. That is so insanely crazy. He goes, the part that's so frustrating is there's like 150,000 of it. That is. It will be coming in. It's already on the books. It's just not here yet. I'm like, Steven, you have to understand, and again, this is one thing that you got to take a look back and instead of always looking at the price and take a look back and say, dude, you hit an $857,000 in 12 months. That's an insane number and again, he most likely will hit the two comma club that was walking across stage here, but realize for most people in the first year, that's next to impossible just because they don't have all the foundation work and the years that Steven had put in. Speaker 2:     27:27         My only reason I'm saying that is I want you to be happy. I want you to be so excited about your goals, about, about your life because you've come so far and yes, the horizon is still out there and yes, there's still going to be big, audacious, hairy goals. You're gonna be going after. I get that, but please take the time to appreciate where you've come and I know for myself as I look back over this last year, am I lifting as much as I wanted in my fast? No, but I can tell you I am so thrilled, so excited for where I am physically right now, and the fact that I actually can balance on one foot and I can feel my feet and I'm not in a wheelchair. I mean you have no idea the gratitude I feel every single day for where I am healthwise right now, and I would just hope that as you take a look at this year as you set your goals to realize the importance of results, goals, process, goals and habits, and most importantly assume that identity. Speaker 2:     28:22         Have an amazing year. I hope to see all of you guys at funnel hacking live. It is literally right around the corner, a call to action here. If for some reason you have not purchased your ticket, there are still a few left. Please go to funnel hacking live.com. Get your ticket, walk up to me and say, you know what, Dave, I was listening to results, your podcast about results. Kohl's and I bought my ticket because of what you said. Anyway. I want to see if I could live, so please go to [inaudible] dot com. Buy Your ticket, have an amazing day and we'll talk to you soon. Speaker 4:     28:54         Hi everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get that next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as you'd like me to interview. More than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Why Dave Decided to talk with Myles Clifford about Affiliate Marketing: With ClickFunnels rolling out their new One Funnel Away Challenge, Dave thought it would be a great idea to let us all in on the secrets and tips of Affiliate Marketing. He is joined today by Mr. Myles Clifford, a fellow ClickFunnels employee. Dave and Myles talk about ClickFunnels’ sticky cookies if you decide to become an affiliate for us and tons of useful tips and tricks for your own affiliate work. Listen to hear just how important (and simple) it is to publish content about your journey. Others want to hear your story and journey and affiliate marketing could just be the vehicle in which you tell this story. Tips and Tricks for You and Your Business: (1:07) Do You Really Know How Affiliate Marketing Can Not Only Help Your Bank Account, But Also Your Own Business? (1:48) What ClickFunnels’ Affiliate Marketing Will Look Like This Year (7:00) How Sticky Are Your Cookies? (FYI These Aren’t Your Grandmama’s Cookies) (9:15) Russell Has Written Your Swipe Copy...No This is Not a Fantasy (15:30) Publish for Leads (16:48) Document Your Journey Quotable Moments: "The whole idea about affiliate marketing is to learn about marketing and become a great marketer. Then you can use whatever business, product, or service and bring it into that." "When you’re marketing, you have to understand copy and you have to understand traffic." "Document Your Journey. That’s the most important thing, you don’t have to come up with content. Just document your journey." Important Episode Links: AffiliateBootcamp.comFunnelHackingLive.com FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:       00:00           Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward.   Speaker 2:       00:17           Hey everybody. Welcome back to funnel hacker radio. This is gonna be a fun episode. I have the opportunity of having Mr Myles Clifford in the house with me. Great episode. I'm excited to be here. We're going to cover a lot of different topics today, but they're all going to be surrounded around affiliate marketing. They've asked me to do this because we love affiliate marketing. We love our affiliates and we're going to and tell you what's coming up and how you guys can go out and crush it as an affiliate for clickfunnels or for others as well. So yeah, let's jump right into this. All right, so for a lot of you guys are kind of understand or trying to figure out how do I actually get started making money online? That seems to be one of the biggest things we run across our first year. There's a lot of people who are out there saying, gosh, I'd love to make more money this year. Speaker 2:       00:54           How can I do it? So one of the things, I'm going to do a podcast here real quick with Julie Coyne and we'll be talking to her with regard to agencies and how you can create your own agency. That's great. And all the one thing, both an agency as well as a affiliate marketing have in common. And that is you don't have to have your own product. And that's the main thing that miles I want to talk to you about is too often we have a lot of people think they wanna start making money online, but they spend all their time trying to create a product that they don't even know if it's going to sell. So the whole idea behind affiliate marketing is to learn about marketing and to become a great marketer. And then you can go ahead and you can use whatever type of business or product or service you want to bring into that. Speaker 2:       01:33           So what the hell? That said, I'm one talk to you about some of the things that are inside of our affiliate marketing program, how it works, how did the commission's work, what is it? Sticky cookie, why is that important to you? And more importantly, what are the actual products and services that we have coming up? So what's the first one we in launching this year? So the first one we have launching this year is our one funnel away challenge. And if you know clickfunnels, you know we usually do 40 percent recurring commissions and 40 percent commissions on other products that people purchase, which by the way, so what is recurring commissions? Commissions. Yeah. So if someone signs up for click funnels, you're going to get 40 percent of what they pay each month. So if someone's paying $97 a month to use click funnels and they signed up through your affiliate link, you're going to get 40 percent of that each and every month. Speaker 2:       02:15           So it's not just a one time thing. You're not just making $38 and eighty cents one time, you're making $38 and eighty cents every stinkin month, which adds up. You get 10 people sign up, you're making $380, $88, I don't know math very well, but you make $388 a month and get 10 people sign up for clickfunnels. You double that triple that. Like people have quit their jobs just getting others to sign up for clickfunnels. But. So that's, that's, you know, we'll get into that here in a minute. But the first thing we have launching is the one funnel away challenge. And not only are we paying commissions on it, we're paying actually 100 percent commissions on it. So it's $100 to join the one funnel away challenge. So for every person you get to join that, you're going to make 100 bucks. You have a mother who wants to, you know, everyone's setting your goals, like Dave just said. Speaker 2:       02:57           So people are trying to find ways to make money online, supplemented income or pay for the car payment every single month. If you can get just a few people to sign up for the one funnel away challenge, that's a few hundred dollars in your pocket. So what exactly is the one funnel? A challenge. What do they get for 100 bucks? How's all that work together? So we, we, we did this back in September and it was attached to a different product, but it was. We have Steven Larsen who, man, he should be in here because he's the, I think he said one of the Kings of affiliate marketing. Right now you have Steven Larsen, Julie Stuart, and Russell Brunson. And for 30 days they're going to take you by the hand and not only going to take you by the hand, they're going to prod you from behind. They're gonna push that sound. Speaker 2:       03:33           They're going to just push you like crazy a cut that out real fast from behind. Make sure you cut that out. Listen to this. What's his name? Uh, Scott. Cut that out. So not only are you going to, okay now Russell and Julie and Steven coaching you, they're going to be pushing you along through your, I guess click funnels during. They're going to help you figure out a product or an offer. It doesn't have to be your own product and we're going to go through that, but they're going to tell you what you need to do, how to use click funnels, how to build. Man, that whole thing threw me off. Sorry, the prod from behind. So the funnel of again, Speaker 3:       04:10           so guys, what's going to happen here is you get the opportunity to sign up for one funnel, a challenge, and what they get is as miles was talking to you about it, they get a 30 day challenge and you'll probably see these challenges that really become one of the major things that have built a lot of the weight loss industry and the industry. We're seeing the same thing taking place inside of coaching programs in internet marketing. One of the great things about the challenge is they're going to get daily content. So what happens here is Russell went over and basically gives a 10,000 foot level. Julie came in and said, okay, let's take that 10,000 foot level and break it down into daily actionable steps and then steven actually comes on on a daily basis and he's going to actually help people understand exactly what they need to do every single day and give them encouragement and motivation to make sure they get lily take action to get that done. The reason this is important to you is what you're gonna find in your group and the people that you're working with Speaker 3:       05:05           is people these days. They feel like they get just information overload. And so the way that we've kind of combat that information overload is to literally say, stop looking at everything else. Pay attention for the next 30 days and literally do each and every little tiny step. And that's the whole idea behind the one funnel with challenge. Now what they're going to pay for the hundred dollars, $100 bucks gives them an actual hard bound book of the 30 days plan. And this is where we went through in September, is miles referring to you and actually contacted 100 of our top two comma club award winners, 30 them submitted their actual plans, meaning if you were to lose absolutely everything and all you had was click funnels and your marketing knowledge, what would you do to get back on top and the next 30 days and they literally created a page by page action item and it Louise over 550 pages. Speaker 3:       05:53           They get that hard bound book. In addition to that, they also get an MP three, the MP three player has all the content of the last challenge so they can start listening to that in advance and getting that done. They get a map literally is a step by step what they're going to do over the next 30 days to actually make sure this takes place. They get invited into part of our mighty network group, which is a community where they can now work with others and actually have accountability partners to make sure they actually make things happen over the course of the next 30 days. For us, the whole idea here is we want to make sure that anybody you're promoting this out to get massive value, you will find we will over deliver on this product more so than anything else. As miles mentioned, we asked, you're paying 100 percent commission. Speaker 3:       06:31           We've never ever done this before until we get it in September and had over 7,500 people sign up. We gave out at $75,000 in commissions. We expect this time to be somewhere between 100,000, $150,000 in commissions directly to you. What want to do is to make sure that you're actually getting value out of this and so they, whenever they sign up, that hundred bucks goes directly to you. We don't get anything. We actually lose money on this deal. One thing smiles mentioned though is it sets a sticky cookie for you. So what the heck is a sticky cooking? Why would that be important to me to listening? Speaker 2:       07:00           Alright, so a sticky cookie. This is where it's important. As we talked about, you get recurring commissions or you make 40 percent or in this case, under our CPA, so somebody signs up for the one funnel away, challenge through your affiliate link when they purchase something going forward, whether that's another book or another training program, or they sign up for click funnels because they're going to be encouraged to during the week challenge, you're going to get the commissions for that. So they are therefore sticky cookie to your affiliate id or their sticky cookie to you. Meaning anytime they buy something, anytime they sign up for something, you're going to get the commissions for those products or for those services. So that's huge because really you promote one time to somebody and then they're kind of your customer forever. So you're going to make that money. You know, obviously they're not buying from you, but once you get them sign up through your affiliate link, they're yours. Speaker 3:       07:47           So one of the great things about that is we actually do a lot of our own email promotions and marketing on the back end. So if we send out any emails, we never send an affiliate links with that. So if they click on that link, whoever the last affiliate was, they clicked on being you. You didn't get the missions on any additional products. The reason this is super important to you is this next year, our whole focus is just going to be on creating front end products. So right now if you were take a look at their certain, first of all miles, they want to sign up for an affiliate or if they're already aren't they like how do they check their stats? Where do they go to get that? Oh, Speaker 2:       08:16           well if you go to, what's your dream car.com. If you're not an affiliate yet, go to what's your dream car.com and sign up to become an affiliate if you already are. That's where you can check your dashboards, grabbed the other affiliate links, because we. If you go into that dashboard and it's been a while since you've been in there, you can see that we have a ton of different products. David was just talking about different front end products and we're going to be adding more and that's just ways to get people into click funnels into Russel Brunson into this realm and world where they can just continue to purchase more things, but then also continue to grow and learn and then that means they have more money to purchase and grow, and so it's just an amazing thing for you guys. So go to what's your dream car.com. Sign up to become an affiliate if you aren't already. If you are an affiliate already, go grab some of your links and are sharing Speaker 3:       08:58           so it doesn't cost you anything to become an affiliate, which is awesome because the whole idea here is there's no way you can lose on this deal. In addition to that, we're going to be rolling out this year, our new affiliate bootcamp you can get. You can go to bootcamp right now and still get a bunch of training. We're going to revamp that probably in April or May and, uh, put some additional stuff in there. So realize as an affiliate, you don't need any products. All you need is marketing knowhow, so affiliate bootcamp is actually where you are to get the knowledge. What's your dream car? Dot Com is where you can get the links, plus you also get swipe copy, so minus what is swipe copy. Speaker 2:       09:30           Swipe copy is done for you, so if they were to create swipe copy for this podcast, he would have handed me a sheet that I would read everything off and I wouldn't have to think on my own. I can literally just copy it and it would be done for you. So you have swipe copy where you copy it, put it into your email autoresponder, and we literally like. I don't know if you know this, Russell Brunson may be one of the world's greatest marketers and copywriters. He's written that swipe copy, so you're getting Russell Brunson to write your swipe copy and you just send it out and it's done for you. So that's already done for you. There's a graphics and images that you can use as well, so we've provided as much as we can for you so you don't have to do a lot of that label. If you don't have to write the email, if you don't have to create assets or images and things like that, you can go into the affiliate dashboard and grab those. They're done for you. Speaker 3:       10:14           Yeah, they're awesome. Part is you don't have to worry about the funnel because the funnels already been created that swipe copy of those links. They lead to the funnel. Once they're in the funnel, they get the top of the funnel where they basically entered their email address in. As miles mentioned earlier. You get sticky cookies to them and as long as no other affiliate promotes them directly, they don't click on the field. It's like you're going to get any additional commissions. Uh, the other great thing about it is, as you first get started going online, the key here is to learn marketing. So I highly recommend that you go ahead and you actually read through the email copy, understand the copy. You can, obviously you can change it, you can add to it, uh, but the copies there to give you a template or something to at least get started with. Speaker 3:       10:51           Realize that when you first get started in affiliate marketing, your only focus is to learn how to drive traffic and to learn how to continue to write copy. Those are the two things that matter most. So one of the things I always recommend is if you want to get better at writing copy funnel scripts is probably the best tool I can think of to actually do that. It's 500 bucks. Basically buy it for the year and it literally writes your copy's for you, meaning you type in a couple of, uh, it's kind of like fill in the blank and then fills out an entire email copy for you, gives you subject lines and gives you a ton of subject lines. It's not just one, I don't know how many Jim Edwards has in there, but every time you do it, you get a ton of different headlines. You also get a different email copy and you have to understand this is all, even though it's computer generated, this is from the best of the best of the best copywriters over the last hundred plus years where Jim went out and he literally took all of the copy secrets and all the things that Gary Halbert and all the other amazing copywriters have written over the last hundred hundred 50 years and that now is in software where you fill in the blanks. Speaker 3:       11:53           It literally creates all of your emails. It creates all of your subject lines. It actually will do podcast for you. It'll do webinars, powerpoint, I mean it does a ton. I'm just talking. When you're learning marketing, you have to understand copy and you have to understand traffic. So as far as traffic, we typically recommend the best places to start off is with facebook and in affiliate bootcamp there. John Parks who runs all of our traffic for us, I think he's got what, three or four modules on trees. Facebook tracking does. He does three or four in there. Miles, if they want to learn additional things as far as the market, what else can we provide to them? Speaker 2:       12:23           So I mean first and foremost is the best way for you is if you're promoting these products, make sure you have them as well. Like if you're going to promote the expert secrets book, make sure you've gone through that book and studied it and the Dotcom secrets book because you can't tell people what kind of values can provide until you realize the kind of value that's in those books or in the different products and programs, right? Um, and I want to reemphasize what Dave said about funnel scripts. That is, you know, as you go through and it generates all these headlines and copy as you see that you begin to see patterns in the way people respond to different ads and different headlines, different topics as you use that. You'll see, okay, these, these are what's working, and then it's going to be embedded in your mind. Speaker 2:       13:03           You're not going to have to rely on that. Although we use it all the time, but it's absolutely amazing. It is a shortcut to create or the best copy out there, but there's a ton. So if you're not already in affiliate bootcamp, I recommend going and using that like they've just been afraid. I feel like bootcamp.com. Yeah, it's 100 percent free. I would go dive into that right now and as Dave mentioned, we're revamping it. So take advantage of what's there right now, but then you'll definitely want to go back and take advantage of it when we revamped. It's going to be absolutely incredible. I'm so giddy for that. It's going to be an incredible. There's, I mean there's a ton of other things out there. Dave, do we want to send them other places like we watch them back to her book. So there's a book that we read here in the office to help all of us, um, you know, master this craft of marketing in the book is called great leads. Uh, it's all about writing copy, creating headlines, the different audiences you want to talk to, whether they're really aware of the product or not aware at all. How would you write to those different audiences? Speaker 2:       13:56           If you want any help, we have a ton of different courses. We have traffic secrets that you can use, obviously that's in the affiliate bootcamp, but do you want to learn hundreds and hundreds of different ways to drive traffic to your site or to different products? Traffic Secrets is they're obviously expert secrets, you know, building a tribe. You can do that on facebook.com secrets. It's all about how to use funnels and utilize them so that the three things that we have is affiliate bootcamp. Obviously, it's absolutely incredible. The paintings is expert secrets.com secrets funnel scripts. Uh, we have. I wish Tenex secrets was still open, but it's not. I'm sorry guys. We have the one funnel away challenge, like, that's going to be incredible. I think that is worth every penny, especially for you guys. If you're just getting into this and you want to start making money online, invest in one funnel away challenged. Have Steven Julian, Russell take you by the hand to show you what you need to do to create income and to sell your own product, but more importantly to sell other people's products. That's how a of people get started and that's how I got started in entrepreneurship. That's how Steven got started in entrepreneurship, like affiliate marketing is the way is kind of that gateway drug to entrepreneurship. If you asked me, Speaker 3:       15:00           I love it, so guys understand the most important thing for you right now is to learn marketing and the best way to learn marketing is actually to go out and start marketing other products and services and that's what affiliate marketing is all about. We have the facebook, the facebook of group where you can post comments and questions in there were pretty active and they're responding to questions. Their affiliate bootcamp.com, and by all means one funnel. A challenge I think is probably as miles said, is if you really want to get started, it's probably the best hundred bucks you will ever spend a. you'll get a ton of value out of it and most importantly, as miles mentioned, I'm a huge believer in the fact that the best way to promote things is to actually already bought it, used it, consumed it. Then you know what they're getting and you're not just saying, well, I heard this might work. Speaker 3:       15:44           The last thing I want to make mention of, and that's the importance of publishing and we always talk about building a list and you can either build, either work your way in or you buy your way in and you can just spend a whole bunch of money trying to buy your way in as far as creating a list, which again, if you've got some extra money, I highly recommend that you do that. The other thing is you can basically work your way in and that's by literally just spending the time going out and publishing. So miles, any publishing secrets are ticked. Speaker 2:       16:09           Tips that you recommend I would publish as often as possible. I think Dave as well, we find this correlation when I'm publishing a lot more on instagram or facebook, that's when people are reaching out to me and asked me, hey, what are you doing? Tell me about clickfunnels. Tell me about this, and it's literally three traffic to me. People are reaching out to me for my affiliate links or you know, that's how I'm making money. There's a correlation between the more that you publish, the more people are going to see you and see what you're doing and be interested in asking for help and asking for guidance. Know, no matter where you're at on your path, there's someone who's a few steps behind you and they're looking up to you and if you can provide that value to them, they're going to follow you and believe it or not, they're going to purchase through your affiliate link because you're providing value to them. Speaker 2:       16:49           Uh, it's the same with me like Russell Brunson. Uh, that's how I, you know, I looked up to him and I still look up to him and now I'm following everything that he does. Like I'm following his facebook and instagram. So publish as often as possible as Steven Martin says, publish, publish your face off because whether it's a podcast, facebook, instagram, youtube, you know, whatever is best for you. What if you hate writing, then podcast. If you hate talking, then then, right? So just get out there, document your journey, that's the most part. You don't have to come up with content, document what you're doing, other people want to see what you're doing and they want to follow you. So that's my advice is just document Gary v says at Russell, says it, Steven says it, just document what you're doing because people aren't interested. If people want to follow somebody, Speaker 3:       17:30           I love it. So we're going to end on that note as far as document your journey. So if you're just getting starting to feel it, marketing, there's nothing better than documenting that journey because other people are gonna fall behind you and you'll find that your linkedin, everything else, they get clicked on overtime. So document the journey. Again, if you're a writer, that means you're gonna. Write a blog. Steven [inaudible], who is our very first number one affiliate, he did all his through blogs and so write a blog and that for him was how he liked to publish. If you have a preferred to speaking, audio is great. Start a podcast, a anchor dot FM is probably easiest. Fast way of getting started. Were you living when you record push play and it's done and you don't have to worry about all the post editing stuff that a lot of our team best for miles and I on this podcast, so podcast is a huge thing from an audio standpoint as mentioned as far as facebook live, instagram stories, all those things are ways of getting your, of your video and your voice and your face out there and then obviously be saved. Speaker 3:       18:25           They can put on youtube and you can then start building up a whole long history on youtube as well. So the key this year, I hope, if nothing else is learn how to market and learn how to publish. Any other parting words? Speaker 2:       18:37           No, I think that's 100 percent right because you know this one, the only challenge is a great thing, but we have so many other amazing things coming this year. Make sure you guys are prepared for those because it's going to be just incredible and an opportunity for you to learn as a marketer and as an entrepreneur and to make some really good money as an affiliate marketer. So hopefully you guys enjoyed this episode. I'm dave and I were just been so excited about what's coming up this year and we want to make sure our affiliates are ready to go and if you're just getting into it, reach out to us on facebook, you know, getting that Avenger's group start asking questions. There's a lot of experience affiliates in there and they're willing to help. They're willing to share that information and you guys go hit at art and we're looking forward to a huge 2019 like we're trying to tame myself. But it's gonna be an amazing 2019. Thanks for listening everybody. Speaker 3:       19:24           Happy New Year everyone. Again, we'll hope to see you at funnel hacking live and for some reason you have not bought your ticket. I don't know why that would be. What are you doing? Why haven't you bought it yet? For some reason you haven't got to funnel hacking live.com. Get your tickets. Come see miles. And I had funnel hacking live and tell us that you heard the podcast, you liked it, and that you're basically an affiliate marketer and uh, can't wait to get started if you didn't like it. Still come to funnel hacking live. Just don't talk to us. Okay? Just kidding. No, don't talk to us. We'll see if funnel hacking live. Everybody. Take care. Speaker 4:       19:54           Hey everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me. We're trying to get to as a million downloads here in the next few months and just crush through over $650,000 and I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and, and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview by means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if people you'd like me to interview. I'm more than happy to reach out and have that conversation with you so again, can go to itunes rate and review this, share this podcast with others, and let me know how else I can improve this or what I can do to Speaker 5:       20:41           to make this better for you guys. Thanks.

…and how I’m going to dominate 2019 On today’s episode Russell explains what his five biggest takeaways from 2018 were and why. Here is a list of the five takeaways he talks about in this episode: Food as fuel The power of challenge funnels Transitioning from all-star to coach Understanding the difference between strategic thinkers, managers, and doers. And creating different front ends for your company that aren’t you. Listen here to find out why these are Russell’s biggest takeaways from 2018. ---Transcript--- Hey, what’s up everybody? This is Russell Brunson, welcome to the Marketing Secrets podcast. I’m so excited to have you here, in fact, today I’m going to be going over all the biggest lessons I learned during 2018, as I’m getting prepared for world domination in 2019. Hey everyone, I’ve been wanting to do this podcast for a while. In fact, I think my brother, who edits these podcasts, is about to kill me because I keep telling him I’m going to record this, I’m going to record it, I’m going to record it, and I haven’t and I haven’t. I was going to record it during Christmas break and then during New Year’s and now New Year’s is over and tomorrow I’m going on the Two Comma Club X cruise and I still haven’t recorded it. I was like, okay, I’m doing this. And I think the reason why is because I don’t, there’s so many amazing things. This year was insane. It’s still hard for me to fathom everything that happened over the last 12 months. Last year we ended the year really, really good. We went from, let me think about it, Clickfunnels year one we did….well, first year was like 3 months so whatever, a million bucks or whatever it was. But the first full year was 10 million, the second one was 30 million. The third year was 70 something million and this year we passed over a hundred million, which is crazy. It’s insane I didn’t think that was even possible. But it did and there’s so many things you learn at scale when things get bigger. The positive things at scale are way better, and the negative things are way worse. There’s just so much stuff and so many things I want to cover and talk about and I was like, how do I break this into a bunch of things? So I kind of broke them down into 1, 2, 3, 4, 5 different things. They weren’t the full, you know, everything I learned from the year, but I think some really powerful things that were good that I want to share that I think will help you guys. So that is kind of the goal and the game plan. Some of these things are personal, some are business, some are management, some are long term strategic thinking, and there’s a bunch of different things in between. So with that said I’m going to jump right into this. So number one, the first thing that I think was really, really big this year was shifting a lot of how, what’s the best way to say it, it has to do with health but it’s not being healthy. It wasn’t like I was eating different to get a six pack, some day I still want one, but that wasn’t the reason why, it wasn’t eating healthy to look good. It was like eating healthy because I needed to put better fuel in my body. I realized that I’m competing against entrepreneurs at all different levels. I’m competing against companies that get hundreds of millions of dollars in funding and I’m competing against people who have a team of 2000 employees working with them. I’m competing against people that have 30 different people with MBA’s working for…That’s what I’m competing against. So it’s like how do I compete against these people? I can’t do it based on more schooling or more money, I have to do it based on more energy. The output that I’m able to put into the work that I’m doing, and my team and everything, I had a big realization that I needed to change the fuel that I’m putting into my body. It’s interesting now, I’m going to share this with you guys, and some of you guys are going to think that I’m completely ridiculous, and I probably am because I want to put perspective because I know a lot of times people say, “I can’t eat healthy because it’s too expensive.” And I think that’s, for most of you guys, it’s one of those things like eating healthier, will actually in most situations, if you’re an entrepreneur and you’re building a business, it should make you more money. And it should be one of the number one focuses. So I started shifting the way I ate and what I was eating. It kind of started because I was listening to a podcast with Tony Robbins and Tim Ferris I believe, and Tim was asking Tony, “What’s your morning routine? What do you eat?” And it was so funny because Tony was like, “For breakfast I have salmon. For lunch I have salmon. For dinner I have salmon.” And he’s like, “You have salmon 3 meals a day.” And Tony’s like, “Yeah, it’s not food for me, it’s fuel.” And the negative side of that is Tony ended up getting mercury poisoning from too much salmon, so that’s not necessarily the right thing. But the statement he made, “It’s just fuel for me, it’s not food, it’s just fuel. I’m just eating to have the fuel for the energy I need to be able to produce what I gotta produce today.” And that had an impact on me. I heard that and I was like, oh my gosh. Look at some of this crap I eat. It’s not good for me. And I still don’t eat amazing all the time. That’s why I don’t have my six pack yet. That’s why I still got my love handles. We’re going on the Two Comma Club X cruise tomorrow and I’m like, dangit, I was going to have a six pack by now but I don’t. Not even close. But I realize that I’m using food for fuel, so the way I eat is different now. In the mornings I wake up and it’s like, what’s the fuel I need right now? So for me it’s a lot of water. Alex Charfen drilled that in my head. I drink a ton of water, I hyper hydrate in the morning. And then I look at the supplements I take. I’m a big believer in ketones. And not that I’m on a ketogenic diet, but I think there’s fuel in ketones. So I always do Prove It supplements every single morning, and every single night. I love their ketones supplements and not because I’m biased. They built a company, I had a little piece in it, but Brian Underwood and the team over there, they built an amazing company. They became the category king in ketosis, so their supplements are second to none. They, I know behind the scenes of the science and what they’ve been doing. And they’re on I think the fourth version of the ketone salts. Everyone else, if you’re buying this stuff, ketone salts on the market, they’re using salts from generation one or generation two, and these guys are already to number four. What they have is so much superior and it’s good. So even if you’re not on a ketosis diet, taking ketones is good. It’s fuel for your brain, it makes you feel good, and it tastes like candy, so that helps. And number two, I found this other ketone drink it’s called HVMN and it’s expensive, they’re $30 bucks a shot. In fact, I’m about to take one when I get off this podcast. They’re $30 a shot and you take this thing and I feel, it’s fuel, it dumps into your body and it’s amazing. It’s ketone esters, but it’s $30 per shot. The Prove It things are like $5 a shot, so between just those two things, I’m at $35 in fuel first thing in the morning along with my water. And then the next thing I have, I’ve been lifting heavy as well, so because of that I need more proteins than I normally do in my life. So I’m trying to get more proteins in, and I’m allergic to whey protein, so if I put whey protein fuel into my body I literally swell up. I get tired, it does all sorts of bad things for me. So what I do is I do a bag of bone broth with it. And the bone broth is not cheap either, it’s $30 a bag for this bone broth that I drink. So it’s like by lunch time I’m at 30,60, $65 just between the ketones and the bone broth, but that’s fuel I’m putting into my body. And then with the supplements, I’m probably close to a hundred bucks a day in fuel supplements I’m putting into my body. And it has meant the world of difference, my energy level, my excitement, my ability to produce is better when I have better fuel in my body. So that was kind of the first thing. And I know most of you guys are not going to be able to spend $100 a day on fuel for your body like I am. But I would recommend this year to start thinking about that. Food is fuel. And there’s time that food’s not fuel. There’s times when I go out with my wife and food I’m eating is not for fuel, it’s for a social thing. And I know that hey, we’re going out for sushi, this is not fuel, this is social hour so I’m going to have whatever I want, as much as I want, I’m just going to pig out, because I don’t need to be on right now, I just need to socially eat, and that’s what I’m doing and I’m going to enjoy the process. So I’m not the hardcore weight loss guy who’s like, I’m never going to eat healthy. It’s like I know when to be healthy. And if I do want to eat junk, I eat it at night before I go to bed, that way I can pass out and let my body figure out how to digest all that crap and get it out of me so I have energy again for the next day. But during the day I’m eating healthy all the time to make sure I’ve got the energy to be able to accomplish all I’m doing. So that was kind of the first thing this year, that big aha from Tony Robbins, which was this is just my fuel. This is not food, this is my fuel. And looking at it from that lens shifted how I started looking at stuff, and shifted how I was investing. If I was, I think Charfen said, if you had a million dollar race horse, what would you feed it? You wouldn’t feed it McDonalds and fast food, you’d feed it the best food you can. It’s like you are the race horse for your company, you should be doing the same thing. And when Tony said, “Food is fuel.” I was like, okay that’s it. What am I fueling my body with? So throughout the day I fuel it good. And I wish I was perfect, because again, I wouldn’t eat garbage at night or on weekends or whatever, but I’m not there yet. Maybe this year will be the year that that happens. And then next Two Comma Club X cruise I’ll have a six pack. But until then, I’m looking at food as fuel. So there’s number one. Alright number two, we’ve done a lot of funnels. Tons of funnels. Millions of funnels. Not really millions, but you may know that I’m slightly obsessed with them. And every time I see a new funnel type I try it out, we test it, we try a bunch of stuff. And I think I have a new favorite type of funnel and we re-launched it yesterday. So if you go to onefunnelaway.com you’ll see our one funnel away challenge. I am obsessed with challenges. Earlier this year, Natasha Hazlett who is going to be speaking at Funnel Hacking Live, she wrote a book and she started selling it through a traditional book funnel and it did okay, but it didn’t really crush it. And so she decided to change that from a book funnel into this challenge funnel. She kind of made it up and said, “Oh I’m going to have my book and it’s going to go with the challenge. People pay $47 for the challenge they get the book for free, and I take them through this live challenge experience.” And she did it and the first one crushed it. She did over six figures in sales. And she messaged me, she’s like, “Russell, I cracked the code. We’ve never had something hit like this before.” And she ended up doing 4 or 5 more challenges throughout the year, and she just barely passed Two Comma Club, and it was amazing. So she’s speaking at Funnel Hacking Live about challenges, but then she did challenges with some of her clients, her students, and other people and showed a bunch of other people. And everyone who’s doing these challenges is killing it. Then I saw Garrett White pops up with his challenge. And if you go to thekingskid.com you see his challenge, and it was like a four week challenge as well. So I funnel hacked him, bought his challenge, went through the process. And I called Garret up, I was like, “Dude, give me all your info, give me the intell.” And I picked his brain on how he’s doing his, and what he saw, and the pro’s and the con’s. And then I talked to Natasha, I talked to other people and I was like, this is the future. It’s forced consumption content. The biggest problem most of us have with our clients is not that the stuff we’re teaching isn’t good. The biggest problem is they don’t ever actually go through the stuff. How many of you guys have bought a course and then it sits on a shelf and you never read it or you never go through. Or you bought the member’s area and “Someday I’m going to login.” But you never do. Or you bought the book and it’s sitting there, right. The challenges force you to consume this stuff. So we launched our very first challenge, and it was a thirty day challenge, and we had 7500 people sign up for this challenge. And what’s amazing is that every single day it’s like, they would get a video from me, talking about strategy, videos from Julie walking through tactics of how to apply that strategy, and then Steven Larsen would get on live and motivate them and push them and yell at them and get them to do the thing. And it happened every single day. And after 30 days all the content disappeared and it was gone forever. And you either took advantage of it or you didn’t and that was it. And what was amazing is because everyone knew it was disappearing, because it was going away, because it’s like, if you don’t use it, you lose. It forced people to wake up and actually do the task and do the things. And holy crap, the weirdest thing happens. When somebody actually does what you say, they actually have success. So the challenge is the best way to get the result for your end customer. I think every business should have a challenge. So if you look at me over the next 12 months, you will notice that we have onefunnelaway.com as the front end challenge, but then it will also become the backend of every front end funnel we have. All our books, all our things, everything goes, leads into the one funnel away challenge. And they go through this challenge, we have a chance to actually affect them, actually give them the result they want. When they have the result, then they stick and they do more and more with you. Natasha was telling me on hers, the last day of her challenge she does a webinar where she sells her course and 80% of the people who complete the challenge buy the course. I think it’s like 25% of all people who sign up for the challenge buy the course. 80% of those who complete the course, 80% of the people who are taking action every single day end up buying the thing at the end. Garret White sells a $500 a month continuity at the end of his challenge and he was getting like 25% of the men who signed up to join the $500 a month continuity. It’s one of the best ascension vehicles in the world. So like I said, I think challenges are huge. I think it’s the future, I think every business should be having one. I know for us, that was kind of, of all the funnels we rolled out last year, that was the one that was the most shockingly surprising to me, and I was like, oh man, this is something we’ve got to focus on. Which is why, January 2nd, the one funnel away challenge launched officially again, and day one we had like 900 people sign up. And I think we got 2, I think it’s a little less than 2 weeks before the challenge actually starts and we’ll probably end up with another 5 or 6 thousand people who signed up. And we’re going to run it every other month throughout the whole year, and it’ll be the fuel that changes people’s live and gives them the fuel to want to ascend with us as a company. So challenges are number two. So number one thing from the year was food is fuel and focusing on the fuel I put in my body, and number two is running contests. Alright, number three. I did a whole podcast episode on this a little while ago, but it was the big aha I had after going on this retreat with a bunch of really smart dudes. And the big aha I had was that, I had been an all star in business and I had been writing copy and designing funnels and doing all these things, and I’d been trying to build this team. But the problem was, as an all star, I wasn’t a good team player. I was like, my team would try to do something and I’d be like, “Ah, you messed up.” And I’d rip it out of their hands and I’d just go dunk the ball myself and try to get all the credit about how great it was, right. And it was realizing that if I wanted to grow, I can’t go from a hundred million to a billion by me being a better all star. I don’t care how good you are. Michael Jordan, there’s only one Michael Jordan and you can’t get better, you stop growing at a certain point. And the only way to continue to grow is to shift from being an all star to being a coach. And that has been a really interesting transition for me. It hasn’t been as easy as I thought. But it’s been really rewarding, really fulfilling. In fact, just our internal agency when they had, in the last quarter of the year they had two funnels do over a million dollars, so we gave all the people on our team a two comma club award because they were the ones that executed on it. I gave some initial vision and strategy but they went in and actually did it. And I think for, you know one of the biggest things this year for us was just really focusing more on building our team and training our team and less of me doing the thing, and me stepping back and not doing the thing, but coaching the people who are doing it. And it’s hard, it’s different, it’s definitely a different skill set, but super, super important. I think for all of you guys, because you grow from yourself to a team, to wherever. If you’re a start up and you want to grow to a million, from a million to ten, ten to a hundred, it really has to come back to you learning how to become a coach. You being an all star, you can’t get past a certain level. And I got pretty dang far, we got, who knows-70-80 million dollars a year in sales with me trying to be the all star. But as we shifted to this concept of coaching our team and having them all be all stars, that’s when the growth started hitting again. And I’m looking at that right now inside the development team with Todd and Ryan, they’ve done such a good job of not just coding everything, they’ve built this team, and these processes in place, and they’ve become amazing coaches for these people. And now things move faster than they used to because of that. So the transitioning from all star to coach was another big one for me this year. So number one, the fuel we put in our body. Number two, the contest funnels. Number three, transition from all star to coach. Alright, number four. As I was doing this whole process of coaching people, and it’s funny because I have become mildly obsessed with personality profiling. The test I love, 16 personalities, which is a version of Meyer Briggs, I love. I love all these different things and I’ve been obsessed with them and learning them all. But this one, maybe this is a test, I don’t know. But it was kind of a realization I had as I was working with people on my team. And now that I understand it I’m like, oh my gosh. I look at things through a different lens. But I realized there’s like 3 tiers of how people work. There’s nothing bad about any of them, they’re just different. And I think before I thought things were bad because I thought one way and someone else thought a different way. I was like, ugh, they’re bad. They’re not doing a good job. But that’s not the case, there’s just a different skill set. So the three levels, and I’ll kind of map these out for you, the first one is there are people who strategically figure stuff out. They sit down, here’s the strategy of how it works and you can see this vision of how these things work and how they connect. They see the patterns and like, here’s the strategy behind how something works. So that’s one type of person. The second type of person is someone who’s a manager right. They are able to take this strategic vision and they can plug people in and they can manage those people to go and do the actual thing, they’re really good at the management of the process, the management of the people and the kind of plugging in the systems and doing that kind of stuff. And then the third tier is the people who actually do the work, the doers who actually go out there and they go and implement the thing. And again, I think for a long time in my life I was like, oh well strategic thinkers are the most important part. Or, the managers are the most. Or maybe the doers. Or whatever, it’s like all of them are so vitally important. And if you’re struggling right now in your business, my guess is that you’re probably missing one of those. You may be a great strategic person, you have this vision of where you want to go, but you suck at managing people and you’re not a doer, so you’re floundering. Or you’re a doer and you’re like, if someone gives me a task, I will do it. I will crush any task. But it’s like, it’s just me doing it, and it’s not a whole bunch of people because I’m not good at managing, and I don’t really know what to do unless someone tells me what to do, and visa versa. So it’s understanding, for a team to be effective you have to have all those. You know, we spent a lot of time this year working on org charts. And it was interesting, as we built org charts, there’s this flow. It looks like a big pyramid scheme. Here’s CEO and then it moves down to this level and this level. I used to always, I don’t, I always kind of hated it. What’s the guy on the bottom going to think, they’re clear down here, this branch of this tree? And it’s like, oh no. It doesn’t matter what part of the tree you are, the whole org chart is essential for the success of the company. There’s got to be people at the top of this thing who are strategic thinkers and a lot of times they make more money. Not all the time, but there’s a lot of value in strategic thinking right. And then underneath the strategic thinkers, then you have this layer of managers that are managing people, and then down below there’s these doers that are doing the actual work. And what’s interesting, I see a lot of times where we would have someone in our team who is a really good doer, they’re an amazing programmer, or amazing whatever. And we’re like, “Oh man, this guy is so amazing let’s move them up the org chart. Let’s make them a manager.” And all the sudden we put this person who’s like a rock star doer and we make them a manager and it’s like, they were so successful as a doer, but they suck as a manager, they don’t have management skills. Or we bring them up and say, “Hey, what do you think about this, strategically thinking?” And they’re like, “I don’t know.” And all the sudden they fail because we put them in a role where they’re supposed to be strategically thinking. And it’s like, no, you’re not supposed to be strategically thinking. You’re a doer and you’re supposed to go out there and actually do the thing.  And I think, I look at our org chart now and there’s people who are doers who make more than the people who are managing them right. And that’s okay, because sometimes there’s a doer who’s insanely good at this thing and they should make more than their manager. I think in my head I always had this org chart where as you go down everyone gets paid less and less, and it’s not necessarily that way. It’s understanding the value of the role, what they’re doing is what they should be paid, but a doer can get paid more than a strategic thinker, it’s just a different level. I think for me, really understanding that, it’s like okay, there’s strategic people and there’s management people and there’s doer people. Understand those are the three different personality types and skill sets and all are essential to you being successful. So what I would encourage all of you to do today is sit back and be like, okay which one of those am I? Am I a strategic thinker? Can I sit down in front of a white board and map out a vision of this is what we’re going to do, and this is what it’s going to look like? And if you’re not, that’s okay. Don’t feel bad, but you need to get a strategic thinker on your team. You need to partner with somebody who is going to be that strategic thinker. The next question is okay, am I a manager? Do I love managing people and processes and plugging things in place and making sure everything is working together? Because if not, I’m not super…I’ve become adapted, I’m able to do that, but I don’t love that, it’s not my favorite thing. I should not be spending my time there. I need to find people who are really good at management. There’s this process I was trying to manage over the last 3 or 4 months and I just, it never got done because I’m not that good at management. And I just handed it off to somebody and it’ll probably be done in like an hour now, because that person, that’s their skill set. They’re amazing at managing and then doing. As my role in the company, in my dream job I’d just be a funnel builder. I’d be doing it all day long, that’s my favorite part of it. Unfortunately for me and the company, I’m more valuable as a strategic thinker, but I love doing it too, right. So there’s people on my team that just do it all day long. They write copy or they get to build funnels, or they get to do the design. I always tell them how jealous, I wish I could just be a doer, just doing the thing that you’re amazing at. That’s the thing for me, that I would love to do. In fact, my second, after, someday if we ever sell Clickfunnels, I’m going to come back and work for Clickfunnels and just be a funnel builder. That would be my dream. None of this stress of owning a company, and all the fun of just building the funnels. That’d be amazing. So just to understand that, there’s strategic thinkers, there’s managers, and there’s doers, and being okay with, first off figuring out who you are and second off, surrounding yourself with the other types of people because they are all essential for you to be successful. That was another big aha I had as I was going through this coaching phase and building the teams out. People I was super frustrated with until I realized, oh, they’re not a strategic thinker. Why do I keep giving this person strategic thinking opportunities, they’re an amazing manager. Let me get someone strategic to figure this out, build out the strategic vision, hand it to the manager and then they will run with it and make it amazing. But being upset at the manager because they’re not strategic thinking is wrong. I was in the wrong there, right. Or visa versa, you get the strategic thinker who is dreaming up all the ideas and we’re like, “Okay, go manage that, make it happen.” And they’re like, “I don’t know how to manage.” And then we’re angry at them. Like no, that’s what they are. It’s a super power, each of these are super powers. Understand that and coordinate people in the right spot and get your strategic thinkers to cast the vision, the managers to set up the processes, and then the doers to go and execute on the work. And when all three are working in synergy, that’s when you get magic happening. So number one, we talked about food as fuel. Number two, contest funnels. Number three, transition from all start to coach. Number four, understanding the difference between strategic thinkers, managers, and doers and how they all fit in your organization. And then the number five thing that was my last biggest takeaway for this year is, as we’re growing Clickfunnels, I feel bad, how many of you guys when you open up Facebook or Instagram all you see is my face 8000 times a day? I’m so sorry for that. But for a long time I’ve been the attractive character of Clickfunnels, therefore my face is out there, all those things. So it’s like, that’s what’s out there. It’s like eventually it gets so saturated that you can’t keep going with your one face, your one brand, your one thing. A million dollars is easy to keep pushing and getting your face out there. At a hundred million it’s like, man, we’re spending millions of dollars a month on my face, there’s only so many people in this world, it gets insane. So I was like, how do I do this? And also, let’s say we did want to sell Clickfunnels someday, or let’s say I wanted to retire or whatever, if my face is on the front of everything, it’s not a very good asset for somebody else to buy. So this year we started having this idea like, what are the other front ends we can create for Clickfunnels that aren’t Russell Brunson’s face? So that was the question, that was kind of the concept. And you will notice over the next 12 months inside our company, all the new things that are happening. We tested a couple, like one of them we had Kaelin Poulin, who just had her baby yesterday, by the way, she did a webinar, she did kind of my funnel hacks webinar but she did her version of it. And that’s done amazingly well, it’s sold great. It’s like people are hearing Kaelin’s story and they come to Clickfunnels and they don’t even know who I am, which is fantastic. So that’s one example. Some of them I can’t, I can’t tell details about them yet. But we are in the process right now, we signed letters of intent of acquiring a really large company, and the sole reason why we’re doing that is it gives me the ability to create dozens and dozens of front ends that aren’t Russell. They aren’t my face. They will lead people to Clickfunnels , but they aren’t my face, which is essential. So you guys will find out probably the end of quarter one, maybe early quarter two about that acquisition as long as it goes through. It should, and I’ll talk more about it and the strategy behind it because it’s so exciting. But I just, it’s like, we have a letter of intent signed but the deal’s not inked, so I gotta wait on that one. Another partnership I’m doing, again all the deals and partners and things I’m doing right now are all about like how can this be a front end that doesn’t require Russell Brunson’s face? So for you, I want you trying to think of the same thing. What are other front ends you can create for your business that aren’t always you focused. Are they a success story? Most of our ads that we’re developing now, we’re capturing success stories of our users. Our users are becoming the face of Clickfunnels. Our users are becoming the front ends. It’s not just Russell, not just his books, not just his things. The users are the ads. And we’re getting influencers making funny videos with influencers as the ads. We’re creating new software programs that aren’t just built into Clickfunnels because we’re building these tools externally where we can sell to bring people on the back end of Clickfunnels. So we’re building all the funnels and front end things that aren’t me, because if you see 22 Russell ads in a row, you’re likelihood of buying goes down with every single ad, because either you bought or you’re really annoyed with me. But if you see an ad from me, and then you see an ad from Tony Robbins and you see an ad from these other things that aren’t related, but they all push back to the same core thing, there’s magic there. So you’ll see this next year will be the year of a lot of funnels for our team. We’re building our agency, really, really large, but we’re doing it with a goal and a focus of it’s not Russell funnels. Actually I will give you a couple of examples to get the wheels in your head spinning. For example, Grant Cardone, we went and built a book funnel for him with the first 10x book. We flew on his plane and filmed the whole funnel there. So if you look at that book funnel, if you go and you buy the book through it, on the thank you page, basically it pushes people to Clickfunnels. So now we can target Grant and his audience, his people. He pays the ad dollars to sell his book, and the thank you page sells Clickfunnels and then we send a percentage of the affiliate commissions back to him. So it’s win/win where we’re able to help him drive traffic and sell a lot of books, which then in turn sells Clickfunnels. We’re trying to do the same deal with Robert Kiyosaki and potentially other people as well. Where it’s like, we’re helping them on the front end funnels and then in exchange we get customers on the back end. How many deals are there like that? That you can create where it’s like, I’m not necessarily the front, I’m able to leverage all these other people. So now in your newsfeed you’ll see Russell’s face selling my book, but you’ll see Tony Robbins book, you’ll see Grant Cardone’s book, you’ll see who elses book, you’ll see those things and you’ll buy them and it’s like on the backend, you’re introduced to Clickfunnels. Now it’s like, I can acquire a lot more customers, a lot of different type of customers through that process. Anyway, there’s kind of a vague way to explain it. You will see, that is my strategic vision for the year, and you’ll see it coming true over the next 12 months. And next year, when we’re doing the same podcast you’ll be like, ‘Oh, that’s what he’s talking about. So cool. I see how it all fits together.” Alright so those are the five biggest things, as I was going through my list today, just thinking of the biggest takeaways from the year, I think it’ll help you guys. So number one is I’m looking at food as fuel. How are you fueling your body, and knowing that right now Russell spends $100 a day on supplements to fuel his body, what can you do different. Maybe you don’t eat cereal for breakfast, maybe you eat cereal for dinner when you’re ready to go to bed, but man, you eat eggs for breakfast, or you eat ketones for breakfast, or you skip breakfast all together to keep your energy high. So fuel is number one. Number two is the power of challenge funnels and contest funnels. If you want to see ours in action go to onefunnelaway.com, but this is now the core front end to all our businesses. All of our books and everything will lead to this and this leads and sends people up our value ladder. Number three, my personal role of transitioning from the all star on my team to transitioning to a coach. I think for all you guys, the faster you can make that transition from all star to coach, the faster you can grow and start scaling your companies. Number four is understanding the different types of thinkers. There’s the strategic thinkers, the managers and the doers. And understanding that all three of these roles are essential for success in your company. And you gotta figure out who you are and surround yourself with the others. And then number five, creating different front ends for your company that aren’t just you. So there you go. There’s five big things for my year. My guess is most of you guys listening to this, only one or two of those things will actually resonate with you right now. That’s totally cool. Some of you guys aren’t in the spot where you have one front end working, let alone a whole bunch of front ends. So don’t even worry about that now. But some of you guys, you’re tired and you try to get stuff done and you can’t focus and it’s like man, the fuel you’re putting in your body is destroying your ability to compete. So it’s like fixing your fuel as your biggest thing. Or maybe it’s like, maybe I have a funnel but it’s not going that way, maybe I make a contest funnel in the front end. Each of the other guys, I hope there’s something you can pick from it that will benefit you specifically. And then maybe check out this podcast again in a year from now and then some of the other ones will pop out for you. But anyway, hopefully that helps you guys. Appreciate you all, thanks for listening. And with that said, I will talk to you guys again very, very soon. Bye everybody.

You may be doing something that’s holding yourself, and the person you’re trying to serve, back. On today’s special Thanksgiving day episode Russell talks about why it’s okay for people you are coaching to seek out coaches that can help them with things that you cannot. Here are some of the amazing things you will hear from Russell on Thanksgiving. How Russell’s niece seeking a new gymnastic coach relates to marketing coaches. Why as a coach you should allow your students to seek help from others who might be more helpful with certain aspects that you are not. And finally, why seeking significance can actually hinder your ability to achieve it. And only after you make the switch to service and contribution are you able to achieve significance. So listen here to find out why you should always be looking to help your clients, even if that means they need to go to someone else for guidance. ---Transcript--- What’s up everybody? This is Russell Brunson and I want to welcome you to a very special episode of The Marketing Secrets podcast. Alright everybody, today was Thanksgiving and I literally, it’s 10:15 at night and I just dropped my twin boys off at my brother’s house. And what’s crazy is when I’m done recording this podcast, I will then email it to my brother, he will then edit it and somehow magically get it on iTunes, and then his wife, Rochelle will then take it and transcribe it and put the transcript up there for you as well, and she’ll post the transcripts on Marketingsecrets.com, and they do that every single episode for you guys. So I’m grateful for them on this amazing Thanksgiving. So yeah, so I thought I would just share that so you guys know how the process works. People always ask me, “how do you podcast?” and the answer is I don’t know. I literally get my phone out, click record and start sharing what’s on my mind. And I have something that’s on my mind today, I actually had so many things. And part of me wanted to do an episode where I wrote down everything I’m thankful for, and I just haven’t done that yet because there’s a lot of things and I was going to go over them with you guys. Maybe I’ll still do that, I don’t know. And I had other things that I want to talk about, but there’s one message that just came pretty loud tonight and I thought it would be fun to share it with you guys. And the reason why it kind of came to my mind was I was taking my kids back from the hotel, we’re in Utah right now, my parents live here. So we had Thanksgiving with my parents, and now we’re staying in a hotel close to their house. And we  had all the kids over to the hotel swimming, and having fun and I was driving them back, driving some of my kids to my parents house, some of them to my brother’s house, just dropping kids off at cousin’s houses everywhere and I was driving one of my cousins, and she’s a gymnast, she’s an amazing gymnast. And it’s funny because she worked out at gym for most of her whole career, and then she kind of hit a sticking point where she wasn’t getting further than she wanted to get. And she couldn’t get past that sticking point and some of her friends had gone to this other gym and they got some really good coaching, they had a really good coaching staff there. The coaches there had helped them get past these plateaus and it really helped. She went back to her coach and she was like, “Hey, I want to go to this other gym to help me get past these plateaus so I can continue to progress.” And what’s crazy, and this is where the lesson is going to come from, for all of you guys. But what’s crazy is the coach, instead of being like, “Yeah, I care about you as an athlete, you should.” The coach took that personal and started yelling at her and screaming, and kicked her out, and kicked her little sister out, and kicked everyone out of the gym because she wanted to get help from other coaches. It’s crazy to me. Sorry, the moral, the good part of the story is she’s gone to this other gym and all of her numbers and all of her things have gone up because this new coaching staff is able to help her. And it’s funny, the other day on Facebook somebody posted something and they tagged me on it. They were talking about who your favorite marketer is, and they said, “Sorry Russell, unfortunately my favorite marketer now is Steven Larsen.” And they tagged me to apologize to me, and I thought it was so funny. And I remember I messaged back to that person, I was like, “My only goal in this whole game is to get my clients, my students, my people, whatever you want to call them, a result. That’s it.” I don’t care how you get the result right. I think there’s a lot of times when we get stuck in the ego of ourselves and get so worried about, they must have success through my program or the way that I do things. And it’s like, no, no, no. If you actually care about your student, if you actually care about their well-being, if you actually want them to succeed, you’re not going to sit back and only go through your path. And I posted it and I was like, “That’s amazing. I don’t care if you get it through meor through steven. Steven’s amazing. He’s got gifts, he’s got talents, he’s got abilities that I don’t have. And if you can get the result you’re looking for through him, I’m more pumped than you are.” I honestly just want to serve at this point in my life. I don’t care. And if someone else can serve better than me to a certain person or certain audience, that’s amazing. Let them. That’s why I bring amazing people to Funnel Hacking Live, people who can out teach me on certain topics because I just want people to get the result. That’s all that matters to me. And I think that’s how good coaches should be. I remember growing up, I had a really, really good high school coach named Steve Bowdren and I’m super grateful to this day for him, for a couple of reasons. One, he was an amazing coach. But number two, he never cared if I went and got coaching from other places. During the off season I did freestyle at a freestyle club and had coaches there. And then I did Greco at places, I went to other high schools, other places. And he was always okay because he didn’t, he wasn’t tied into his ego of, “I must be Russell’s coach. I must be the only person that instills knowledge into his head.” He was like, “No, Russell wants to be the best. So I’m going to allow him to be the best.” So he allowed me to go out there and be coached by tons of other people. So for that, if nothing else, outside of the fact that he was an amazing coach as well, but his willingness to do that is rare. We have so much ego tied into this thing, of it’s gotta be us, it’s gotta be us. And I Just wanted to share that because I see that happening a lot in the coaching world. We’re all coaching people in different aspects of their life, or helping with health or weight loss or fitness or finance or whatever it is you do. All the different products or services, but sometimes we get too caught up in that piece of it, that you want to be the one that’s instilling all the information and knowledge to your person and I think that that’s a tragedy because none of us are amazing at everything right. It’s interesting, we had Bart Miller, who is a close friend, he’s the guy who makes me look good at all of our events, gets me all dressed. I pay him a bunch of money to take me shopping to look, not in my t-shirt and jeans, like I would have showed up to my events. And Bart has got a successful ecommerce business as well, he’s in my inner circle, pays me to be in my inner circle, stuff like that. And he asked me, “Hey, I’m thinking about getting some help with the ecommerce side of my business, what do you think I should do?” and I was like, “Oh if I was you, I’d hire Ezra Firestone.” And he was like, “Really?” I’m like, ‘Oh, totally.” And he’s like, “Well, okay.” And then he’s like, “Can you introduce me to Ezra?” and I’m like, ‘Heck yeah man, Ezra’s the man.” So I introduced him to Ezra. I’m like, “Ezra, Bart. Bart, Ezra. You guys should work together, I want 10% of everything you make in the future. Just kidding, go do your thing, have some fun, everyone blow up their businesses.” So they went off on that thing and Bart told me later, he said that Ezra was so confused like, “I don’t why Russell told you to sign up for my coaching. You’re his student. Why would he recommend me.” And stuff like that. Because for me, I don’t care. I don’t care how people get results, I just want people to get results. I’ve seen, I’ve had people who are close to me inside my business who are like, because if you look at the Two Comma Club X coaching, I brought in a lot of coaches this year. I brought in Julie Stoian, I brought in Alex Charfin, Steven Larsen, all these amazing coaching, John Parkes, James Friell, people who are legitimately amazing at what they do. And it’s funny because a lot of people have come to the program and gone through it, and I know a lot of people have signed up for Alex Charfin’s high end coaching after my program, after they’ve gone through a lot of our stuff. And they’ve gone through to Alex’s stuff. They’re introduced to him through my program and then they buy his stuff later. And I have people who are like, “You know Alex is just taking people from your program and signing up.” And they’re like freaking out. And I have to stop them and be like, “Look, look, look. I don’t care how they get the result. I just want them to get the result. If they get that through us, that is a huge honor and I’m grateful and glad we can be a little piece of their journey. But if Alex can serve them at this level or this piece of their business different than I can, then why not? I don’t have one coach, I have tons of coaches. It’s funny, I’ve heard people that I’ve got coaching with before tell other people like, “Russell Brunson learned everything that he learned from me.” And I smile because I learned a lot from them, and I’m grateful for them, and I don’t usually say stuff. But I’m like, man, I have tons of coaches. And it’s like every coach has something they’re amazing at. I have some gifts and abilities, there’s things that I can do inside a business that are really, really good. And I’m proud of what I can do and it’s a piece I’m really, really good at. But there’s other pieces of the business that I’m not good at, that I don’t’ want to be good at. I don’t even want to. People ask me those questions and I’m like, “You should hire someone who’s focus is on that.” And they’re like, “But I pay you to coach me.” And I’m like, “You pay me to coach you on this piece that I’m the man at, but someone else is the man at that piece.” Or “Someone else is the woman at that piece and you should find the right people to coach you and mentor you along the way.” The reason why I went on this whole rant, is because I just wanted to share with you guys is, don’t think that your client is your client. That’s the biggest problem that we have, and then we get in this scarcity mindset, like, “Oh it’s my person and if they read anybody else’s books or listen to anything else, they’re going to leave me.” If they leave you, that’s okay. Your job is not to protect them. Your job is to give them your piece, the thing that you’re good at, give them that piece. So people come to me and I give them pieces that I’m really good at and I plug that thing in and I keep trying to develop my piece and get better at it, and share more of it. And I want to keep developing myself as a human, but I am not offended when somebody goes and gets coaching from somebody else. In fact, I’m grateful for it because that piece is going to get them closer and closer to their end result. So stop thinking of your customer as your customer and realize that this is a human who is in the market that I’m in and they’re trying to get a result and I feel like my thing is the best and I’m going to serve them at the highest level that I can, but sometimes serving them at the highest level possible is to allow them to get coaching from different people at the same time. I look at my amazing cousin, I guess she’s my niece. I look at her and she’s an amazing gymnast. And if that coach would have been like, “Yeah, you should get some help from that coach and this coach.” Instead of destroying this relationship with her and her family, instead it could have been this amazing thing where he opens up the door to say, “I know this person and this person. Here’s my rolodex. Here’s other people you could bring into your world that could help you with this piece and this piece.” And they could have all grown together. And then guess what’s fascinating? This is the coolest thing. That original coach, the coach that opened up the door and allowed her to go to other places, would have been the one who got all the credit. That’s what’s interesting to me, I look at a lot of people who I’ve helped in business and then go off to other coaches and get other pieces in other places, and I’m so grateful for this, most of the time they come back and give me credit. “Russell helped me to grow my business.” “Russell gave me this piece. But I got this piece from this coach, and this piece from this coach.” But because I was the one who helped them and served them selflessly and allowed them to go and learn from other people, for whatever reason the credit still comes back to you. It’s crazy because that coach, my nieces coach wants the significance, so because of that he’s trying to hold this in and keep the significance. And because of that he lost his significance. Whereas when you open it up and allow, and try to serve people at your best and don’t be offended if they come or they go and just do your thing, that’s when you get the significance you’re actually seeking for. It’s been funny, Dave Woodward and I have had this conversation four or five times in the last two or three weeks, it’s kind of crazy. About this fascination of like these people I know who at one time in their life were very significant. They had the significance from what they do and then as time has gone by they’ve become less relevant and they’ve lost their significance. So they try and they fight and they cling, trying to get significance, and they do it in this way where they feel like they’re going to feel more significant because of this, and all these things they’re trying to do. And the reality is the more they do it, the more it distances themselves from people and the more they lose their significance. And I look at me, there was a time in my career where I was very significance driven as well and I was seeking after it and trying to get the recognition. I wanted to be on stage and I wanted people cheering my name and all this kind of stuff, and I was fighting for it, tooth and nail and it was hard to get. And I got some of it, which is why I kept, you get that and that fuel that drives you on for a while. But I remember a couple of years into this business I got over it. I was like, that’s not as cool as I thought it was going to be. I was like, I’m not going to worry about significance anymore. And I remember it was a mental shift for me. I was like, I’m stop thinking about me and start thinking about my customer. And for me, that was when I started really transitioning from, “How do I serve Russell’s ego?” to “How do I serve my customer?” and it was this weird shift and I stopped seeking for significance and started seeking as a servant. How can I serve? How can I impact? How can I contribute to other people? And that’s what my shift became. And then the most fascinating thing happened. When I made that shift mentally, I get more significance now than I can handle. Today was Thanksgiving. I probably conservatively would say that between email, text, Voxer, Instagram, Facebook, those are the platforms I see directly on my phone. Between those channels, I’d say conservatively today there was well over a hundred something people thanking me for what I do. So many I can’t even respond. I feel guilty, I can’t even respond back to all of them or I would have missed my whole family on Thanksgiving. And then I open up Facebook and I can’t open up Facebook without seeing like 10 people talking about CLickfunnels and what we’re doing. I go to events and I get asked to do these huge events now and all this craziness that I’m not seeking for, it comes to me now. When I stopped seeking significance I got more significance than I can even handle. So much that I just want to hide sometimes, and I don’t know how to get rid of it, because it just keeps coming. But I can’t stop serving because I get addicted to that. And I just want to tell these people who are seeking after significance, when you stop seeking significance and you start serving, you’ll get more significance than you’ll ever dream of. And it doesn’t seem right, it seems backwards and doesn’t make any logical sense, but it’s happened for me. And the people in my herd, in my tribe, in my influence, who I’m able to communicate with, who listened to that and they believe it and they shift, they find the same thing. And it’s fascinating. Most entrepreneurs, so if you’re in this spot don’t feel bad. Most of us get in this business because we want significance, we’ve a chip on our shoulder. Somebody said something bad about us, somebody didn’t believe in us, we were the dumb kid in school. There’s all these reasons so we get in this business because we’ve got a chip on our shoulder and want significance. And then we start fighting for it and start fighting for it. And initially it’s okay, it’s what gives us that initial drive and motivation that we need to get off or butts and change something. But the problem is that some people get the hit of significance and they keep going after it like a drug. And they go for the next hit and the next hit and then next hit. And it’s, I don’t know, it’s weird.  But you can’t, it’s hard to get that direction. You get little hits of it and it goes away, hit and it goes away, hit and it goes away. It’s almost like it’s face, it’s like a hollow significance. I don’t know. But when you make that shift to service, contribution the significance will come, almost more than you can handle. It’s almost like, it’s tough now sometimes. I love it, I’m not going to lie, it feels amazing. But it’s interesting. So for you, if you’re listening to this, look at the spectrum, are you seeking significance? And if so, don’t feel bad. It’s okay, it’s how all of us got here. But the fastest way to get that significance, is actually not seeking after it. It’s not by positioning and posturing yourself, it’s not by all those things. It’s by finding your people and serving them. And sometimes serving them means letting them go. Sometimes it means helping them find other coaches, sometimes it means being okay if somebody else helps them with something. What is best for the person you’re serving? That should be the thought in your head constantly. What is the best for this person I’m trying to serve? What is the best for them? Not what’s the best for you, what’s the best for them? And if you think about that, it will change everything. Anyway, I hope that helps. I’m back at the hotel, I’m now going to finish this podcast. When I finish it, what I’ll do, I’m going to save the title and I’ll end it. I’ll email it to my brother, and in a week or two it will be live on iTunes. And like I said, his beautiful wife will transcribe it and she’ll post it on Marketing Secrets-the blog, on marketingsecrets.com, and that’s kind of how this whole podcast thing works. It’s a lot of fun. I hope you guys enjoyed tonight and I hope you guys had a great Thanksgiving, no matter where you’re at around the world. Just remember that shifting from significance to contribution will change your life and it will change the lives of the people you have the opportunity to serve. Alright with that said, appreciate you all. I’m getting messages from my wife and my brother and my sister all asking where I am at, so I better go in and see what’s up. Talk to you guys all soon. Bye everybody.

Why Dave Decided to talk about Events: Dave goes to a lot of events. Learn what value events can have for you and your business Tips and Tricks for You and Your Business: (2:10) When you go to events, go ALL IN (4:48) Jump at the opportunities for learning (6:48) The contacts you can make at events are “off the charts wild” (9:00) Give effort and value when you’re at an event (11:00) There’s an essential component to pushing yourself out of your original comfort zone when you go to events (13:10) Getting to events any way you can (15:28) There is nothing that has changed Dave’s life than events, so what are you waiting for? Get to one and let it change you Quotable Moments: (1:40) “What I want to talk to you about is the importance of getting out to events even when you think you can’t afford it. This is one of the things that changed my entire business, it changed my entire life (4:24) “I remember I walked into that room and I literally felt different. All of a sudden I got filled with hope, I was like “You know what? If these guys could do it, maybe I could to” (6:30) “If you do it right and you’re providing value to these people, my gosh they’re more than willing to help. It is the craziest thing I’ve ever seen.” (10:10) “You’ve gotta make sure that when you’re actually at these events that you literally get so far out of your comfort zone. Not by being obnoxious, but by giving value to as many people as you possibly can.” (15:40) I understand, I know what it’s like when your entire world is falling apart and you’re like, ‘I’m so excited at this event but I’ve got to call home and deal with the stuff that’s there.’ I know. I’ve been there and I know what it’s like” Other Tidbits: When Dave was starting out, he would volunteer at events simply to just be in the same room as some of people who were far more successful in his field. Dave unknowingly met Russell for the first time at Dave’s first Affiliate Marketing event he went to. How did you first meet Russell Brunson? Dave pushed people out of his way just so he could pick his brain at a lunch DO NOT do business cards at events Going to events can honestly make you become a better person, as much as David hates saying corny lines he is still a firm believer in it Dave understands being broke and scraping pennies to get to an event Important Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00       Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here is your host, Dave Woodward. Speaker 2:     00:17       Wow. There's so much craziness going on right now. I don't even know where to start. So first of all, welcome back to funnel hacker radio. I'm super, super excited to talk about this topic. It's one of the things I'm I'm extremely passionate about only because literally has changed my life. So I want to dive right into this. Kind of tell you if you first, if you haven't seen episode 100, three of funnel hacker TV, you've got to go to youtube. You got checked that one out because that's all about dreamforce at our event there and Russell has some amazing takeaways. I want to talk to you guys right now about this crazy, crazy concept of events and what works, what doesn't work, why they are so successful and the importance of you getting out to them on a regular basis. So I'll just. I'm looking at my calendar last week. Speaker 2:     00:58       Basically, I used two weeks ago, we're in dream force and was most mind blowing thing. I'll talk about that in just a second. Uh, this weekend I'm actually here, but miles and the team just flew down to be with Russell at, uh, uh, as Russell's got a brand new presentation he's presenting at that flip, hacking live, following that done next weekend, 20, 26. We actually do have traffic secrets. Uh, again, I'll talk about this whole content thing just a second. After that. The following weekend is genius network all by launch con followed by a, a event as far as the national entrepreneur of the year event. So what I want to talk to you guys about is the importance of getting out to events even when you feel like you can't afford it. This is by far one of the things that literally changed my entire business, changed my entire life. Speaker 2:     01:48       And so first of all, for those people say you can't afford to go. One of the things I've been there, I know exactly what that's like. And so I actually volunteered at a couple of events to do nothing else. I just wanted to be in the room, I just wanted to be there to hear, to feel the energy of the event. Now, if you guys haven't already signed up and bought a ticket for a funnel hacking live, you got to go there first, so called funnel hacking live.com and now I want to talk to you guys about events and why life changes at events. There's a ton of different reasons. Some of the main ones I've seen for myself is as an entrepreneur, it's extremely lonely. It's you miss out on the comradery that you get in an office environment or just by being around people and whether you're introvert or extrovert doesn't matter. Speaker 2:     02:36       You still need to have people in your life and the crazy thing for me is adding an event. The energy there, no matter what, whether you find yourself shy entrepreneur or extrovert, introvert doesn't matter. You will. It is contagious. When you're at an event, you literally feel the energy there and because of that you have to get out two beds on a regular basis. Now regular for you maybe once a year, maybe once a quarter, don't care what it is, but it's got to be at least annually and the whole thing for me as far as when you go to an event is to suck it all in. Literally immerse yourself, try to be in the front, try to feel the energy, try to literally get it lilly in into you. I'm a huge believer in going all out whenever you go to something like that. I see so many people who are really, really timid, realized at events. Speaker 2:     03:26       I remember my very, very first event. I'm very fractious. Kind of a weird story. I actually met Russell and my very, very first event I ever went to. My first event I ever went to was one that Russell put on a and I was just trying to figure out the whole affiliate marketing thing and I was kinda confused, kind of lost as far as could this really work. I don't know if it'd be worth it and I couldn't afford to travel and 14 there was an event I didn't even know it was Russell's event. There was an event that was coming to southern California and in fact, you know what I'm going to go and literally script my script together, pennies, whatever it took to afford the ticket just to get in. And I remember thinking, Gosh, I would love to have been able to stay there at the hotel with everybody. Speaker 2:     04:13       I couldn't afford that. So I drove back and forth every night. Um, but I remember I got to that event and it was a small event. There's probably a hundred hundred 50 people there. And I remember the very first thing that happened was I walked in that room and I literally felt different. All of a sudden I got filled with hope. I got filled with this idea that, you know, what, if these guys could do it, maybe I could too. And at the time life wasn't going and exactly where I wanted to. And I thought, man, I don't know how I'm going to pull this off. So I sat in there and very, within the first, I don't know, 15, 20 minutes, uh, is actually. And Stu mcclaren got up and Russell said, you know what, if any of you guys want to take any of us out to dinner or lunch, you can go and just kind of pick our brand. Speaker 2:     05:00       You can just go to the bathroom and sign up. I jumped out of my seat. I could not. I think I either flu or I knocked everybody else out on the way to there. But I literally signed up for every single lunch and dinner that Russell had. I thought I've got to get to know this guy. I've got this guy, the guy, the guru, the guy who's up there on stage figuring this out. I want to know. And I literally signed up for every lunch and dinner he had. And I think, Gosh sees this is probably 12 years ago. It might've been 26, 27 at the time. And I thought, I don't care. I don't care what this guy has got, something that I don't have and I want it. And I signed up for every single lunch and dinner he had. And at that point is really well how it started for, from my relationship with Russell and since then we became lifelong friends. Speaker 2:     05:45       He's like a brother to me and it's just been an amazing, amazing, passionate, exciting relationship. But it all started at an event and it started by my literally getting outside of my comfort zone. I didn't have any of them. Might even afford to pay for his lunch. I was like, I don't care. I don't care what it's gonna take. I'm gonna do it anyways. And I remember just the opportunity of being there and feeling that energy and getting to know people, uh, you will find out an event. People open up and are so much more willing to talk gurus and everyone else then you would ever normally be because they're there, they're captive, they are not going anywhere. And again, if you do it right and you're not, if you do it, we'll talk later about how to do it right. But if, just realize if you do it right and you're providing value to these people, my gosh, they're more than willing to help. Speaker 2:     06:40       It's the craziest thing I've ever seen, so you got to get to an event for the energy. Second thing you've got to get to an event for is the contacts. The contacts at events are off the charts wild and it's where it. This isn't one of those things where it becomes a business card exchange. I'm a huge believer that you will never see me hand out a business card. I don't have business cards. I've always personally believe that if a person wants my contact information and I'm in providing a value to them that they're going to want it. We're going to exchange phone numbers and or emails or something and it's actually going to go into their phone and into my phone. I'm also a huge. That's why so many people take pictures and stuff of other people that they're with is to get that, get that information there. Speaker 2:     07:22       One tip, when you're ever had an event and you're gonna, meet a ton of people. If you want to remember that person, have them actually take a take a picture of that person. Having them hold up their name badge so you don't forget their name. Um, it's one of the tips I learned and when we're doing a ton of real estate events and it worked extremely well. The other thing though about events that I, I just love is the hope and what I mean by that is you look, you will leave. If you go all in at any event and you give your all, you literally, it's becomes this hope muscle that gets refueled and you start to think and believe and act as if you were already doing it because you've been there and you're experiencing it. It's a totally different experience than if you were actually to watch it live stream or anything like that. Speaker 2:     08:11       Physical events are off the charts, the number one best place to network. They're the best place to get into. Neat to absorb content. Turn your phones off, turn, turn off. Literally shut your life down and go all in when you're at the event. Last year, Ryan, when Montgomery and I were actually at dreamforce and we came back, we were all excited telling our other businesses. The other part is good for us all about it and I'm like, that's really cool. I can't believe hundred 70. And then we said, listen, okay, don't take our word for it right now. Let's sign up and get you guys there next year. And so, uh, todd and Russell came out with this, this, this last year, just let a couple of weeks ago totally, totally changed their opinion of where we're going as far as click funnels and how big the events can get and how you can connect with people. Speaker 2:     08:58       Um, realize that the whole idea about events is getting involved, getting, becoming a piece of that event, uh, helping other people out, literally given, given, given, given, given, give, don't. The more you will give out an event, you will just, you will see the reciprocity. It just stacks up and it comes. It doesn't come actually at the event. You'll find it comes much later, but it will come. Oh my gosh, I wish I could go on for hours about this. Uh, there's so many crazy events. I can tell you. I literally, one of the things I remember at dreamforce dreamforce is off the charts. One of the craziest events I've been to only because it's 172,000 people, they literally shut the entire city of San Francisco down. I mean restaurants were open for free food if you had a vip pass, and I mean it was just the craziest thing. Speaker 2:     09:45       I mean literally billboards, cabs, buildings, everything had dreamforest everywhere, all around it. The cool thing was the actual Armenians had changed and what I mean by that is they literally, when you walked into an event, the event room, it was like you were walking into Cabela's in one area where it was all about the trail head and the trailblazers in and it literally looked like a forest and I expected to see a whole bunch of trophies on the wall, but it was fascinating. The crazy thing is they had music playing and the lights and the setting and everything else literally made you feel as if you were out in the woods where the keynote was. Every one of the columns in this convention center had lights shining on it as if they were trees and you could see the branches and the bark and I mean it was just the walls. Speaker 2:     10:34       All we're all draped and lights were on. You literally felt like you were a forest and I'm obviously they've got a billion dollar company to put it on a huge event for 170,000 people. They went all out, but the amazing thing for me was to see how how involved people got while they were at that event because they were connected to it. They, they. They became a part of it and all about community. Everybody was a trailblazer. Everyone of the sponsors were. There were signs in and the artwork was all aligned with trail based, their artwork. It was just fascinating to see how they've pulled all this together. The other thing I can tell you is you've got to make sure that when you're out at the events that you literally get so far out of your comfort zone and not by being obnoxious, the but given value to as many people as you possibly can. Speaker 2:     11:24       You'll find that as you get out to these events and did you spend time at these events, you will become a better person. I know that sounds weird. I know it sounds crazy, but you do because you're helping other people and you'll find that you're at a different level in there and there's people who are above you and people who are below you in experience and and yet as you're asking for others and they're providing value bombs to you, you're doing the same thing to the other people. I can tell you that I am such a huge believer in attending events because of the networking that takes place, the content that you get, the emotional connection that you have to your dreams where you now are able to see it and experience your future. It might only be weakened, but you literally can experience your future and it's kind of like future cast and we talked a lot about that from marketing standpoint. Speaker 2:     12:11       When you're talking with anybody of your that you're selling to is helping them future cast what buying your products are going to do for them. When you're at an event, your future casting your life, we're all of a sudden you're like, I'm going to be on that stage one day. I'm actually gonna be on that stage. I can tell you we had. I'm knocking live last year, a couple of the people who literally sit in the audience with the very first time, that amazing years and because of what they did during that year, they actually wore on stage that next year. I think Rachel Peterson was one of them and it was just so cool to see Alison Prince. I think she was in the same situation. Just realize that you go to an event and your life will change. It will completely completely change, so whatever you've got to do to get to an event, you got to do it. Speaker 2:     12:55       So if it's saving money right now, you start setting aside money right now to start saving. If it's going on a partnerings shared a room and whatever, it's, I don't care what it takes. A Steven Larsen of a dear friend of mine, I love his funnel hacking live story. I'm hopefully going to get it to sell it on a video we're going to share later. But uh, where he literally couldn't afford it to get to funnel hacking live. And the only way he was able to get there was by building funnels for other people. So he literally built funnels in exchange for money or for a ticket to get to funnel hacking live. He got his actual ticket from funnel hacking live for, I think it was two years ago, two or two or three years ago, maybe three for three years ago this year, three years ago. Speaker 2:     13:40       He literally built funnels to buy his ticket. He built funnels for someone else to actually get money for his airline. He built funnels for someone to actually get money for hotel. And the crazy thing is, as you hear his story and he can tell it only knew how steven can and I was just so I remember when we were out there this last year back in San in San Diego and how surreal it was for him because now he's one of our two comma club x coaches and at the time he literally couldn't afford a cab. And so what he was doing it, you've seen it in San Diego, was a little bikes that you can rent a. they're basically all over the place with the scooters. But literally we would rent the bike and pedal from a cheaper hotel to the event hotel. And then he didn't have enough money for the last night. Speaker 2:     14:27       And so he literally just stayed up all night long in the hotel lobby of the event hotel building funnels and doing it. So real is I don't care what it takes. And I, I can tell you story after story after story. Every one of us has a story like that where we really didn't know how we're gonna make it and how we were going to get there. But where there's a will, there's a way, and you gotta find a way and you've got to get to funnel hacking live. It's man, it's gonna. Be Nashville this year. It's by far one of my. It is my favorite event in the entire year. I'm not only because it's our event because of the lives that get changed at funnel hacking live. So go to [inaudible] dot com. Get your tickets. Most importantly, make sure that you've, you're starting to schedule right now. Speaker 2:     15:08       What events are you going to be at next year? What events are going to be October? Is there anything you can get to between now and the end of the year? A funnel hacking live is the 20th to 23rd of February in Nashville. You want to make sure you're there and when you're there, give you go all in, man. Just being, they're absorbing. Get excited about it. Uh, get involved in the community. Realize that there's nothing that has changed my life more than events. And I would encourage you guys, do whatever it takes to get to events. And when you're there, shut the rest of the world down. I, I understand, I know what it's like when your home life is falling apart and you're like, I got to. I don't know, I'm so excited this event, but I got to call home and I got to deal with the staff that's there. Speaker 2:     15:52       I get that had been there. I know what. That's like the same time. I know what it's like when you're there and you absorb and you take a piece of it and you take that piece and that piece changes your life and it changed your family's life and changed your family's family's lives and change your friends' lives and all of a sudden you make new friends. Whatever it takes, you've got to find a way and I just encourage you, get to an event it dreamforce. As exciting as it was for me, it was even more exciting for me to see what it was like for Russell and todd to experience it. This is my second year there and again it's. I cannot even begin to explain what dreamforce is like. It's one of those events you literally have to experience where there's 170,000 people in a city, I mean shuts down the entire city. Speaker 2:     16:33       Um, but at the same time, I look at seeing where we can go from here as far as, as funnel hacking live. I don't know who'd be a hundred 70,000, but all of a sudden what matters most to me is that we're providing massive value to you. That is my commitment to you. If you're funnel hacking live, I promise you, you will leave changed for the better and you will. You literally are just one funnel away. So do whatever it takes. Get to funnel hacking live. Can't wait to see you. Um, I'm always excited and appreciate. If, if I'm providing value to you on this podcast, let me know. Hit me up on Instagram, hit me up on facebook, send me an email, a rate review like this, these podcasts. Most importantly, this is about you and I want to make sure that I'm providing value to you guys. And more importantly, I want to make sure that you're implementing, taking action on what we're talking about. So have an amazing day. We'll talk to you soon. Speaker 3:     17:23       Hi everybody. Thank you so much for taking the time to listen to the podcast. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me or I'm trying to get to as a million downloads here in the next few months and just crush through over 650,000 and I just want to get that next few 100,000 so we can get to a million downloads and see really what I can do to help improve and and get this out to more people. At the same time. If there's topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if the people you'd like me to interview more than happy to to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or what I can do to make this better for you guys. Thanks.

Sometimes we all have lessons that we have forgotten.  Recently, Dave had to relearn some lessons from Russell on product value. Tips and Tricks for You and Your Business: DON’T devalue your product or service! (3:00) Becoming resourceful (7:00) Difference between price and value (9:30) Quotable Moments: "By adding greater value, the value will overcompensate for any price reduction" "There is a huge difference between resources, and being resourceful" Important Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:   00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Hey everybody. Welcome back to Speaker 2:   00:18         radio. This has been a crazy, crazy time. I'm actually recording this in my master bedroom of kind of snuck away here during Thanksgiving holiday. The families over there on the other rooms. I went over here to hide to record this, but I didn't want to. I want to make sure you guys got this. Uh, so I just did a facebook live about it and wanting to make sure that I didn't forget the emotion that I was having right now. So I, I've had the opportunity of knowing Russell now going on I think 11, 11 years, 12 years, something like that. Some crazy amount of time and it's been fun for me to see, uh, our friendship grow and change and develop over the years, being a part in click funnels, all that kind of stuff. But the thing I'm always amazed by as I continue to learn from him and there's nothing more frustrating to meet and having to relearn a lesson, it just pays me wanting to kind of capture this. Speaker 2:   01:06         And so honestly I thought about just calling this the confessions confessions, but I relearned about black Friday from Russell, but I think we changed it so it'll be something more along the lines of, of market less black Friday mark lesson, something like that. Anyways, backstory here. So Russell was heading out of town on Tuesday, spend the holidays with his family down in Utah. I was here in the office and, and uh, uh, Tuesday and Wednesday and our offices were closed Thursday, Friday. So I knew we were kind of coming down to the end. We've never done a black Friday sale before. And I thought, you know what, I'm going to try to provide extra value here to Russell. And uh, she even get a black Friday sale into for funnel hacking live tickets, a Julie's story. And was out. She had some family thing she was out with. Speaker 2:   01:48         And so I was kinda running the show. They're on a couple of marketing meetings and all that and so I literally, as I was driving into the office thought, okay, what if we end up doing a cyber black Friday cyber Monday sale? So I'm trying to think of what different things we could do and I thought, you know what, why don't we ended up having a to a basically two payment plan option. We've never done it to payment plan option for funnel hacking live tickets. I thought, you know what, that'd be an awesome idea. What a great idea. How to two payment plan for funnel hacking live tickets. It's only good for cyber for black Friday and cyber Monday for those four days. And I know what I should probably just run this by Russell first. So I said on vox a, but I'm sorry. You know what? Speaker 2:   02:29         I know your family. Everything else. Just while it's. No, I was thinking about doing this and usually Russell's real good at getting back to me on stuff and I realized that this family stuff that, you know, I'll let this slide for a bit and after a few hours and I didn't hear back and I thought, oh, maybe that's not the best idea. And because one of things I'm known for wrestling live have known each other a long time. We know how each other work real well. And so one of the things I know with Russell is he hates to say no, he hates to be the guy to disappoint and hate. No. And so I've learned that for me. Then the best thing to find out is typically way he'll say no, he just won't respond to something. So I'm sitting there thinking, you know what, I'm going to, I'll post this to him one more time and if I don't hear back then that's a no. Speaker 2:   03:14         So I posted it one more time. Say, Hey, I know you're with family, I just want to kind of run this by before we do this. And uh, we have an inside joke about a guy who's been lily badgering Russell to do consult and this is a guy gets paid millions of dollars for consulting that Russell just doesn't have the time and the bandwidth to work with, but continues just to say, would you please, please? So he's just begging him in and it got to the point where it's like, listen, I don't respond. That's just my way of saying no. So I just kind of put the guy's initials there, said it might be in like this. And he kind of joked about it and vox dyson, all right dave, so this deal, why not, instead of lowering the price, even though it's the same price, instead of doing a payment plan, if you want to do a black Friday sale, isn't there something we can provide a value instead? Speaker 2:   04:04         And I'm like, oh, of course price is the worst thing to compete on, especially during black Friday and cyber Monday. Because everybody else is doing that. And anytime you're competing on price, it is a race to the bottom. And everybody knows that there's no competitive advantage of being the second lowest price leader. It just isn't. So why in the world be racing to the bottom? And I'm like, oh, I know that lesson and I've said that lesson, I've taught that lesson a million times and yet I'm falling prey to it again. And so I was just kicking myself and go, oh, you got to be kidding me. So we came up with this other amazing thing where it was funnel emerged in which the product that we were sold in the past only in one time offers and fit and it has a $3,000 value, which they huge, huge bonus, which is a much better opportunity for anybody who is wanting to go to funnel hacking live. Speaker 2:   04:52         But the other lesson about anytime you find yourself in a situation where you're lowering price, even on black Friday and cyber Monday, what happens here is now you are rewarding people for postponing purchases, which is a terrible thing as a business to do. In fact, the last thing you want to do is to encourage people to wait. That's why we use urgency. We use scarcity, all these kinds of things and so I sit there going why in the world where have done that and I was thought I was being so creative and so smart, but it was a terrible, terrible thing to do and then I'm going through some of my facebook posts that I've got this post from Dean Holland and in his his English cheeky way, basically sarcastically posts out there, shout out to all of the product owners and service providers that are about to alienate their trust in customers by discounting their products for black Friday, cyber Monday for the people that didn't buy yet. Speaker 2:   05:43         And I was like, oh, it was like a knife to the heart and I know Dean's right to. So I got Russell and Dina. I'm like, okay, I totally screwed this thing up. But again, the lesson here I want to make sure you guys gain and get here is anytime. Find yourself trying to lower price in an attempt to gain market share. It's never, ever, ever going to work to your advantage. There has to be a way that you can add greater value and by adding greater value, the value will overcompensate for any price reduction, and so whenever you're looking offers, try to find ways of reducing price, try to find ways to where the value becomes so huge that the price seems ridiculously low because of all the extra value that they're getting. So that was the first lesson. Then the second lesson came this morning where I got this box from Steven Larsen, who's just love the guy to death. Speaker 2:   06:38         He's just been doing amazing things recently and so he was in our facebook group and we've seen a lot of people complain and say, I just. I just can't afford funnel hacking live tickets. There are a thousand bucks. It's during the holidays and a million different excuses. Now you have to understand there's a. there's a huge different between resources and being resourceful. I've understand there's been a lot of times where I did not have the resources, meaning the money, the cash, whatever it was to actually purchase something, but the key is to find a way of becoming more resourceful. So you can either earn the money or find a different way of doing it. Now, steven has probably been the king of this when it came to funnel hacking live because this first year at funnel hacking live, he became extremely resourceful. He again still in college, didn't have a job, didn't have much money, was building funnels for people. Speaker 2:   07:25         Thought you know what? I'm going to barter funnels for funnel hacking, live ticket, and I'm going to barter funnels for airfare and I'm in a bar to funnels for a hotel and it's exactly what he did. And because he did that, he not only got the benefit of actually being at funnel hacking live, he also got the benefit of of increasing his skill set by building more funnels, by becoming more resourceful instead of complainants. And I didn't have the money. So back to where Steven's box came in today, it's like, hey russell, Dave, I'm so tired of seeing people say they can't afford it. He goes, I personally think that person shouldn't pay their rent or shouldn't pay their other bills and she by the phone that can I have a ticket first? Because they do that, they'll find a way of paying their rent. Speaker 2:   08:06         They'll find a way of of paying their bills. If they keep thinking they're eventually going to find a way to pay for fun, I can life. They never will. They'll never change the life. So he said, what if I actually jump on into the facebook group and I'll do a facebook live or something like that in the facebook group and and teach people how they can become more resourceful. And I'm like, Steven, that's an awesome idea. That's a great idea. And I think in everybody's out of town and didn't want to inconvenience people, I think know what, see why don't we do that like the first week of December and will be a great opportunity for us to come up with another offer and I get this little box back from Russell. He's like, Dave, you want to take advantage of this right now when we already have an offer going and like a slap in my face going again, that's like two lessons. Speaker 2:   08:51         I know this more than anybody else and that is anytime you have a marketing opportunity and slapping you, staring you right in the face, take advantage of a right then and there. Don't think of postponing it because postponing that loses the momentum. It loses the excitement, loses the energy, and I'm sitting there just kicking myself going, Ugh, here I try to be so helpful and both times it backfired on me, but because of that seems actually gonna be doing a facebook live on Monday morning for us and it'll be an amazing facebook live. I'm sure he'll go for an hour plus just teaching people the seven lessons that he learned sitting next to Russell for two years as a funnel builder. The third lesson out of all this and that is whenever you are putting together offer understand there's a huge difference between price and value and the key when you're presenting the offer is you always talk about the value and not the actual price because the value is what people understand. Speaker 2:   09:51         They perceive it's what they. That's what they're buying. So take for example, if you are to. We have the offer going on right now for funding by the time you listen to his argument pass, but it's a lesson in hindsight you can learn from. So what we have right now is you actually get a 2000, $997 value free, absolutely free when you go ahead and you buy your phone. I can like take before midnight on cyber Monday. The problem is if a person says, well, you know, it's, I saw it as an oto is only $300. If I was to tell the person, listen, you get a $300 product, when you buy a $997 value, they're going to go, ah, that's okay. But if I tell them that you get a $3,000 value, which to me, it's actually worth a ton more than $3,000. Considering all the values in that product is insane. Speaker 2:   10:43         You have a $3,000 value for free when you purchase a $997 funnel hacking live ticket. So real quick summary here, understand first and foremost, never, ever, ever, ever compete on price because all it does is it alienates your best buyers. It also frustrates them because it encourages people to wait and so you lose urgency. You lose scarcity and you're doing everything wrong. He's got completely opposite of how any marketing should be done. Second, if you have a marketing opportunity staring you right in the face, take advantage of it, don't postpone marketing opportunities. They're there for a short period of time. And the third thing, always, always in your offers, talk about value and not about price. When you're talking about the value they're going to be receiving. So with all that said, if for some reason you have not purchased the funnel hacking live ticket, I don't know why I don't. Speaker 2:   11:37         I honestly, I don't know why, but for some reason you haven't. Please go to funnel hacking live.com and get your and get a ticket. I would love to see you guys meet me there and say, you know what, Dave, I listened to that episode during Thanksgiving and I'm here because of that. That would be like awesome, or if you buy your ticket because you listened to this, send me a personal message or whatever. I would love just to see that this resonated. It made sense. Anyways, I hope you have an amazing day. I can't wait to see you guys at funnel hacking live in Nashville, the 20th through the 23rd of February. Again, funnel hacking live.com. Get your tickets and please take the heartless three lessons that I had to relearn from Russell today. So amazing. Have a great time and we'll talk soon. Speaker 3:   12:18         Everybody. Thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others? Rate and review this podcast on itunes. It means the world to me or I'm trying to get to as a million downloads here in the next few months and just crush through over 650,000 and I just want to get that next few 100,000 so we can get to a million downloads and see really what I can do to help improve and get this out to more people. At the same time, if there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'm more than happy to take any of your feedback as well as if there's people you like me to interview, more than happy to reach out and have that conversation with you. So again, go to Itunes, rate and review this, share this podcast with others and let me know how else I can improve this or I do to make this better for you guys. Thanks.

A scriptural lesson that applies directly to your business. On today’s episode Russell talks about dropping hints about cool things while describing other things, much like Jesus Christ while telling parables in the Bible. Here are some of the awesome things you will find in this episode: Why many people miss some of the amazing hints Russell drops while telling everyone about cool things. What it means to listen with different ears. And how Russell finally figured out how to listen to the courses he was buying differently. So listen here to find out you can get even more awesome information from Russell if you just listen a little differently. ---Transcript--- Good morning, good morning everybody. This is Russell Brunson, welcome to the Marketing Secrets podcast. Today I want to share with you guys something that is insanely cool and hopefully very applicable to you. Alright everybody, I as you know talk a lot, probably way too much. But I’m always talking right. There’s videos and podcasts and Facebook lives and Funnel Fridays and Funnel Hacker TV and Marketing Secrets podcast and on, and all these things. And it’s interesting, when I’m talking I’m always sharing things, I’m always dropping ideas and thoughts and concepts and clues and hints. I remember yesterday I shared some stuff that I think was really, really profound, but I didn’t share it in a way of like, “Okay, let me teach you a lesson.” And I was like, “This is the lesson.” I didn’t say that, I just shared something really quickly. Actually Todd and I were doing our Funnel State of the Union address that we do every Friday, kind of walking through the ups and downs, the pros the cons, all the stuff that’s happening from the development side. So people are understanding, you know, that we’ve got 50+ developers working around the clock to serve you guys. And most companies don’t tell you about that side, and I was like, I want to bring Todd, my cofounder on to share those things. So he’s sharing them and while we were talking, we were talking about different features that were coming out, and we shared this one really cool thing, which is Clickfunnels now tracks the stats of all your emails. So you look at every single email and be like, “hey, this email made 14000 dollars.” And then you can dig deeper and be like, “what funnels do those things come from.” And what we did when we started testing this, we found that the emails we sent out, this email made $3 grand, this one made $15 grand, this one made $18 grand, we see the different price for each one going out. We dug deeper and it’s like, oh wow, this email $12000 came from the thing we were selling in the email, but $3000 came from the links in the footer of my email. I was telling people, I was like, “I was so shocked that I was able to see this. Oh my gosh, not only am I making money from the email, but the links in the footer were also making me money.” And then I went on to the next thing. Most people heard that, and the only thing we heard was, “Oh cool, we can see the stats of how much money we made in our emails.” But there was this other lesson that was a second level deeper that was so much more powerful, that almost everyone who listened, didn’t hear it. So it was the second lesson. The second lesson as I was speaking was, “Oh my gosh I found out these footer, links in my footer that are like, ‘hey you like stuff from Russell, here are links to my other products and services.” And just putting this block of links to my other products and services in the footer of my email, each email is making me 3-4 thousand dollars every time I send an email out. That’s multiple millions of dollars a year, just from the footer links in my emails. I didn’t break it down and stop and tell people that was the thing. But those who are listening with their ears, they’re catching these things. So this morning as I’m getting ready, we’re about to head out and have the kids work because it’s a nice Saturday, the phrase came to my head, it said, “He who  has ears, let him hear.” And I started thinking about that. Everyone’s listening to the same thing, but he who has ears let him hear. And I was like, that’s a scriptural phrase, I remember hearing that. So I went to, I have this app that you can search all the scriptures for things, so I just typed in “he who has ears, let him hear.” And in the new testament alone, the new testament alone that phrase is used 50 times. 50 times, and it’s usually if you look at it deeper. It’s usually Christ will tell a parable, or tell a story and before he does he says, “He who has ears, let him hear.” And then he tells the story. And  people are like, “Oh that story is really, really good.” And they move on. But what’s interesting is that in every parable there’s different levels of depth. It’s like, oh, here’s this story. Oh, I feel good. I heard this story. But then if you look deeper, “He who has ears let him hear.” Those who are listening with the right ears, they’re hearing a different message, or hearing a more important message, or hearing what Christ actually needed people to hear. So for me, I’m thinking about that in context to this. It’s like, I’m always sharing things. A lot of you guys maybe saw the Funnel Hacker TV episode we did a little while ago about my trip to San Francisco and you’re like, “Oh it was fun, Russell had a good time. It was fun to see all the stuff.” But it’s like, man, there were 10 different deep, profound lessons that were shared in that thing that weren’t like, “Let me stop real quick guys, let me explain this lesson.” But it was like, as I’m going through the video and we’re doing the vlog, we were talking and sharing things and there were all these other lessons that most people missed. So I wanted to bring this up for a couple of reasons. I want you guys to start listening with different ears. Start listening with, what are all the hints and secrets and things that Russell’s dropping in every day conversation? They’re in the books, they’re in the podcasts, they’re in the videos. All the stuff we’re putting out, we’re not putting out just put out, right. Sometimes we put out something and it’s like, “Why would Russell put that out?” And it’s like, those who are listening with the right ears are going to capture different things than those who are just scrolling through their news feed and seeing stuff. So my moral for you today, is he who has ears, let him hear. What that means is as you’re seeing stuff and you’re listening to things you guys, listen for the secondary story. Listen to the secondary meaning of the thing that I’m not able to share all the time like, “here’s the cool ninja thing.” I’m just sharing, in the process of me telling stories and doing things, there’s all these things that are happening behind the scenes that most people are actually missing. And I know that hit me up, I know the people that are listening because, for example, just certain people. Steven Larsen is one who listens with different ears and I’ll say something and he’ll, I know that he heard it because all the sudden three days later, I’ll say it in a podcast and like three days later I’ll get a message like, “Oh my gosh, you said this did you know that…..” I’m like, “Yep, he’s listening with the right ears.” Brandon Poulin is the same way. I’ll say something and then Brandon will message me and be like, “Dude, blah, blah, blah.” Or Kaelin will hear it. The people who are having the most success are the ones who are listening with those ears. I remember, another way I can kind of put this, first time I noticed it in myself was, I was buying everybody’s stuff for a long time, I was a buyer. I was buying thing after thing after thing. And I wasn’t getting a lot of value out of it until I started listening with different ears. I remember I started buying, but I started buying people’s things slower. I started studying not just what they were selling, but how they were selling it. No one’s telling you, “This is how I’m selling you.” But I started listening with those ears, like “How did they get me so excited? Why was I so pumped to buy this product? Why was I anticipating? Why was I on the edge of my seat for days or weeks or months waiting to give this person money?” I’m listening with different ears now because I’m trying to figure out what were they doing? I got more value out of watching what they were doing a lot of times than the actual buying of the product where they’re teaching what they’re doing. That’s the secret, listening with different ears, paying attention differently. Don’t just listen for the overarching storyline. What are the sub lessons that are happening? And as you start looking for those, you guys, I’m dropping them all the time. And I wish I could do a podcast up front for every single one explaining, “Hey guys, this is what this means exactly.” But I can’t. I’m just going thorugh and sharing as much as I can and those who have ears will hear. So for you, that’s the lesson and the moral, to start listening with different ears. Listen for the underlining messages because they’re there all the time, all around you. Alright guys, I gotta go clean my room, or clean the outside. My daughter, Norah’s yelling at me on the intercom saying, “Dad, where are you?” So I gotta go. Appreciate you guys, have an amazing day. And we’ll talk to you guys soon.

Listen to part two of my private coaching session with Nic Fitzgerald. The lessons I shared with him here are the same ones I would share with you if we could meet face to face. On today’s episode Russell continues his chat with Nick Fitzgerald and gives him a list of seven things he can do to help his business grow. Here are some of the awesome things to look forward to in this episode: What a few things that Nick got close to doing totally right, but missed a few key elements. How Nick can collaborate with others in the Two Comma Club X to be able to grow his customer list. And how Russell went from being a nobody, to having Tony Robbins call him to ask for help and how Nick can use that advice to advance his own business. So listen here to find out what the 7 things are that Nick and anyone else can do to grow a business. ---Transcript--- Hey everybody, welcome to Marketing Secrets podcast. I’m so excited, I’m here on stage right now at the Two Comma Club X event with Mr. Nick Fitzgerald onstage. A year ago I gave a podcast to him about how to make it rain and this is section number two. Now those of you who don’t know, in the last 12 months since I did that podcast he’s been making it rain and he’s been changing his life, his family’s lives, but more importantly, other people’s lives as well. And it’s been really cool, so that’s what we’re going to cover today during this episode of the podcast. So welcome back you guys. I’m here on stage with Nick Fitzgerald, so excited. So I made a list of seven things that if I was to sit in a room with him in front of a whole bunch of people I’d be like, “Hey Nick, you’re doing awesome, but here’s some things to look at that I think will help you a lot with what you’re doing.” So number one, when Nick first kind of started into this movement that he’s trying to create, I don’t know when it was, if you created this before or after. When did you create the Star Wars video? Nick: This was, we talked in July, it was September/October. So a few months later. Russell: How many of you guys have seen his Star Wars video? Okay, I’m so glad. For those who are listening, about 10% of the room raised their hand, the other 90% who are friends and followers and fans of Nick have never seen the Star Wars video. His Star Wars video is his origin story and it is one of the best videos I have ever, by far the best video I’ve seen him do, it is insanely good. It comes, do you want to talk about what happened in the video? It’s insanely good. Nick: So I told the story of, I’m a huge Star Wars nerd, so if you didn’t know that, now you do. When I was young my grandma who lived in the same neighborhood as me, she took me to go see Return of the Jedi in the movie theater and I was such a Star Wars nerd, even at a young age, that when I was playing at the neighbors house, and you know, it’s the 80s, so mom and dad are like, “Nick, come home for dinner.” That kind of thing, I would ignore them. I would not come home until they called me “Luke”. No lie. I would make them call me Luke, or I would ignore them. I would not hear them. Russell: Had I known this in high school I would have teased him relentlessly. Nick: So my grandma took me and I remember going and it was so fun because we took the bus, it was just a fun thing. And we went and I just remember walking in and handing my ticket to the ticket person. And then popcorn and just the smells of everything. And again, this is the 80s so walking in the movie theater; I almost lost a shoe in the sticky soda, {sound effects} going on. I just remember how my feet stuck to the floor and all that stuff. And then just being so excited to see my heroes on the big screen and Dark Vader, I just remember watching it. This is such a silly thing to get emotional about, but you know I remember the emperor and Darth Vader dying and all that stuff. It was just like, ah. It was a perfect day. Sorry sound dude. But it was just a perfect day with my grandma who has always been dear to me. So the purpose of that video, I’d put it off for a long time. I knew I needed to tell my own story if I’m going to be helping somebody else tell theirs. And I put it off for a long time, because working through things, I was afraid that if it sucked, if the story was terrible, if the visuals were crappy, that was a reflection on me and my skills. I had worked on a bazillion Hallmark Christmas movies, you know how they put out like 17 trillion Christmas movies every year, if one of those sucks, no offense, they’re not riveting television. Russell: They all suck. Nick: That wasn’t a reflection on me, I was just doing the lighting or the camera work. I didn’t write the story, it wasn’t my story. But this was me, so I put it off for a long time because I knew if I didn’t execute how I envisioned it, that it would reflect poorly on me, and it would be like I was a fraud. So the purpose of the video, there were three purposes. One to tell a story and get people to connect with me on a personal level. As I told that story here, how many of you remembered your feet sticking to the floor of a movie theater? How many of you, when I talk about the smell of popcorn and that sound, you felt and heard and smelled that. So it was one thing, I wanted people to connect with me and just see that I was just like you. Then I wanted to show that I could make a pretty picture. So I had that and I used my family members as the actors. And then I went and talked about how…and then I wanted to use it to build credibility. I’ve worked on 13 feature films and two television series and shot news for the NBC affiliate and worked in tons of commercials. So I’ve learned from master story tellers and now I want to help other people find and tell their story. And then I showed clips of stories that I tell throughout the years. So that was, I just remember specifically when I finally went and made it live, I made a list of about 20 people, my Dream 100 I guess you could say. I just wanted to send them and be like, “Hey, I made this video. I would love for you to watch it.” And Russell’s on that list. So I sent that out and made it live and then it was just kind of funny, it didn’t go viral, I got like 5000 views in a day, and it was like “whoa!” kind of thing. But it was just one of those things that I knew I needed to tell my story and if I wanted to have any credibility as a story teller, not as a videographer, but as a story teller, being able to help people connect, and connect hearts and build relationships with their audience, I had to knock it out of the park. So that was my attempt at doing that. Russell: And the video’s amazing, for the 10% of the room who saw it, it is amazing. Now my point here for Nick, but also for everyone here, I wrote down, is tell your story too much. Only 10% of the room has ever seen that video or ever heard it. How many of you guys have heard my potato gun story more than a dozen times? Almost the entire room, for those that are listening. Tell your story to the point where you are so sick and tired of telling the story and hearing it, that you just want to kill yourself, and then tell it again. And then tell it again. And then tell it again, because it is amazing. The video is amazing, the story is amazing. How many of you guys feel more connected to him after hearing that story right now? It’s amazing. Tell t he story too much. All of us are going to be like, “I don’t want to hear the story. I don’t want to tell the story again.” You should be telling that story over and over and over again. That video should be showing it. At least once a week you should be following everyone, retargeting ads of that video. That video should be, everyone should see it. You’ve got 5,000 views which is amazing, you should get 5,000 views a day, consistently telling that story, telling that story. Because you’re right, it’s beautiful, it’s amazing and people see that and they’re like, “Oh my gosh, I need that for my business. I need to be able to tell my story the way he told that story, because the connection is flawless.” And I think my biggest thing for you right now, is tell your story more. Tell that thing. You’re telling good stories, but that story, that’s like your linchpin, that’s the thing that if you can tell that, it’s going to keep people connected to you for forever. Anyone who’s seen that video, you have a different level of connection. It’s amazing, it’s shot beautifully. You see his kids looking at the movies, with lights flashing, it’s beautiful. So telling your story more, that’d be the biggest thing. It’s just like, all the time telling that story over and over and over again. That’s number one. Alright, number two, this one’s not so much for you as much for most of everybody else in here, but number two is that energy matters a lot. I’m not talking about, I’m tired during the day. I’m talking about when you are live, or you are talking in front of people, your energy matters a lot. I was hanging out with Dana Derricks, how many of you guys know Dana, our resident goat farmer? By the way, he’s asked every time I mention his name is please not send him anymore goats. He’s gotten like 2 or 3 goats in the last month from all of our friends and family members here in the community. Please stop sending him goats. He loves them but he doesn’t want any more. Anyway, what’s interesting, I was talking to Dana, and he’s like, “Do you know the biggest thing I’ve learned from you?” and I’m like, “No. what?” and I thought it was going to be like dream 100 and things like that. No, the biggest thing that Dana learned from me, he told me, was that energy matters a lot. He’s like, “When I hang out with you, you’re kind of like blah, but when you get on stage you’re like, baaahh!” and I started telling him, the reason why is when I first started this career, in fact, I have my brother right now pulling all the video clips of me from like 12 or 13 years ago, when I had a shaved head and I was awkward like, “Hi, my name is Russell Brunson.” And we’re trying to make this montage of me over 15 years of doing this and how awkward and weird I was, and how it took 8-10 years until I was normal and started growing my hair out. But I’m trying to show that whole montage, but if you look at it like, I was going through that process and the biggest thing I learned is that if I talked to people like this, when you’re on video you sound like this. The very first, I think I’d have an idea and then I’d just do stupid things. So I saw an infomercial, so I’m like I should do an infomercial. So I hired this company to make an infomercial and next thing I know two weeks later I’m in Florida and there’s this host on this show and he’s like the cheesiest cheese ball ever. I’m so embarrassed. He asked me a question and I’m like, “Well, um, you know, duh, duh…” and he’s like, “Whoa, cut, cut, cut.” He’s like, “Dude, holy crap. You have no energy.” I’m like, “No, I feel really good. I have a lot of energy right now.” He’s like, “No, no you don’t understand. When you’re on tv, you have to talk like this to sound normal. If you just talk normal, you sound like you’re asleep.” I’m like, “I don’t know.” So we did this whole infomercial and he’s like all over the top and I’m just like, trying to go a little bit higher and it was awkward. I went back and watched it later, and he sounded completely normal and I looked like I was dead on the road. It was weird. Brandon Fischer, I don’t know if he’s still in the audience, but we did…Brandon’s back here. So four years ago when Clickfunnels first came out we made these videos that when you first signed up we gave away a free t-shirt. How many of you guys remember seeing those videos? I made those videos and then they lasted for like four years, and then we just reshot them last week because it’s like, “Oh wow, the demo video when we’re showing CLickfunnels does not look like Clickfunnels anymore. It’s completely changed in four years.” So Todd’s like, “You have to make a new video.” I’m like, “I don’t want to make a video.’ So finally we made the new videos, recorded them and got them up there and we posted them online, and before we posted them on, I went and watched the old ones, and I watched the old ones and I was like, “Oh my gosh, this is just four years ago, I am so depressing. How did anybody watch this video?” It was bad, right Brandon. It was like painfully bad. I was like, “oh my gosh.” That was just four years ago. Imagine six years ago, or ten years. It was really, really bad. And when I notice the more energy you have, the more energy everyone else has. It seems weird at first, but always stretch more than you feel comfortable, and it seems normal, and then you’ll feel better with it and better with it. But what’s interesting about humans is we are attracted to energy. I used to hate people talking energy talk, because I thought it was like the nerdy woo-woo crap. But it’s so weird and real actually. I notice this in all aspects of my life. When I come home at night, usually I am beat up and tired and worn out. I get up early in the morning, and then I work super hard, I get home and I get out of the car and I come to the door and before I open the door, I’m always like, Okay if I come in like, ugh, my whole family is going to be depressed with me.” They’ll all lower to my energy level. So I sit there and I get into state and I’m like, okay, whew. I open the door and I’m like, “What’s up guys!! I’m home!” and all the sudden my kids are like, “Oh dad’s home!” and they start running in, it’s this huge thing, it’s crazy, and then the tone is set, everyone’s energy is high and the rest of the night’s amazing. When I come in the office, I walk in and realize I’m the leader of this office and if I come in like, “Hey guys, what’s up? Hey Nick, what’s up?” Then everyone’s going to be like {sound effect}. So I’m like, okay when I come in I have to come in here, otherwise everyone is going to be down on a normal level. I have to bring people up. So we walk in the office now and I’m like, “What’s up everybody, how’s it going?” and I’m excited and they’re like, “Oh.” And everyone’s energy rises and the whole company grows together. So l love when Dave walks through the door, have you guys ever noticed this? When Dave walks through the door, I’m at a 10, Dave’s like at a 32 and it’s just like, he wakes up and comes over to my  house at 4:30 in the morning to lift weights. I sleep in an hour later, and I come in at 5:45 or something, and I walk in and I’m just like, “I want to die.” And I walk in and he’s like, “Hey how’s it going?.” I’m like, “Really good man. You’ve been here for an hour.” And all the sudden I’m like, oh my gosh I feel better. Instantly raised up. It’s kind of like tuning forks. Have you noticed this? If you get two tuning forks at different things and you wack one, and you wack the other one, and you bring them close together, what will happen is the waves will increase and they end up going at the exact same level. So energy matters. The higher your energy, the higher everyone else around you will be, on video, on audio, on face…everything, energy matters a lot. So that’s number two, when you’re making videos, thinking about that. Alright number three, okay this, you were like 90% there and I watched the whole thing and I was so excited and then you missed the last piece and I was like, “Oh it was so good.” So a year after that Facebook message came, you did a Facebook live one year later to the day, and he told that story on Facebook live. And I was like, “Oh my gosh this is amazing.” And he told that story, and he was talking about it, and I was emotional, going through the whole thing again. This is so cool, this is so cool. And he told the story about the podcast, and this podcast was an hour long, and the thing and his life changed and all this stuff… And I know that me and a whole bunch of you guys, a whole bunch of entrepreneurs listened to this story and they’re at bated breath, “This is amazing, this is amazing.” And he gets to the very end, “Alright guys, see you tomorrow.” Boom, clicks off. And I was like, “Aaahhh!” How can you leave me in that state?  I need something, I need something. So the note here is I said, make offers for everything. Think about this, at the end when you ended, and everyone’s thinking, I want to hear that episode, where is that? How would it be? Now imagine you take the opportunity at the very end that says, “How many of you guys would like to hear that episode where Russell actually made me a personal podcast? And how many of you guys would actually like if I gave you my commentary about what  I learned and why it was actually important to me? All you gotta do right now is post down below and write ‘I’m in.’ and I’ll add you to my messenger list and I’ll send you that podcast along with the recording where I actually told you what this meant to me.” Boom, now all those people listening are now on his list. Or they can even go opt in somewhere. But all you did was tell the story and everything and we were all sitting with bated breath and I was just like, at the end make the offer. You guys want the stuff I talked about, you want the thing? You want the thing? And then you send them somewhere and now you captured them and consider them longer term and you can do more things with them. It was like, hook, story, dude where’s my offer? Give me something. But it was awesome. How many of you guys felt that way when you listened to that thing and you’re just like, “I don’t even know where to find that episode. Russell’s got eight thousand episodes everywhere, I don’t even know where to look for it.” You could have been like, here’s the link. Just the link….if you guys can’t figure out how to make an offer, go listen to a whole bunch of stuff, find something amazing and be like, “oh my gosh you guys, I was listening to this Tim Ferris podcast, he did like 800 episodes, every one is like 18 hours long, they’re really hard to listen to, but I found this one from 3 ½-4 years ago where he taught this concept and it was insane. It was amazing; I learned this and this. How many of you want to know what that is? Okay, I have the link, if you message me down below I’ll send you the link to exactly where to find that episode.” Everyone will give it to you. You’ll be like, “But it’s free on the internet Russell.” It doesn’t matter. You know where it’s at and they don’t. They will give you their contact information in exchange for you giving them a direct link to the link. Back before I had anything to give away for opt ins, guess what I used to do. I used to go to YouTube and I would find cool videos from famous people. One of my favorite ones we did was I went and typed in YouTube, “Robert Kiyosaki” because he was one of my big mentors at the time. And there was all these amazing Robert Kiyosaki videos on YouTube for free. Tons of them. Hour long training from Robert Kiyosaki. Four hour long event from Robert Kiyosaki. All this stuff for free listed in YouTube. So I made a little Clickfunnels membership site, I got all the free videos and put them inside a members area and just like, “Tab one, Robert Kiyosaki talking about investing, Robert kiyosaki talking about stocks, Robert Kiyosaki talking….” And I just put all the videos in there and made a squeeze page like, “Hey, who wants a whole bunch of free, my favorite Robert Kiyosaki videos?” and I made a little landing page, people opt in, I give them access to the membership site, and then I went and targeted Robert Kiyosaki’s audience and built a huge list off his people. Dream 100. Imagine with Dream 100 instead of doing just one campaign to all the people, if each person in your dream 100 you made a customized membership site with the free content right now, be like, “Hey, you’ve listened to a lot of Grant Cardone, he’s got four podcasts, 5000 episodes, there’s only four that are actually really, really good. Do you guys wan tto know what they are? Opt in here, I’ll give you the four best episodes of all. I currated all these for you to give you the four best.” And target Grant’s audience with that, now you got all his buyers coming into your world. Is that alright, is that good. Alright number four ties along with this. Number four, start building a list ASAP. I don’t think I’ve ever seen you do a call to action to get a list anywhere, have I? After today’s session you’re …..just build a list. If you got nothing from this event at all, every time you do a hook and story, put them somewhere to build a list, because that’s the longevity. Because that’s where if Zuckerberg snaps his finger and you lose all your fans and followings and friends, and all the sudden you’re trying to build over somewhere else, it won’t matter because you’ll have those people somewhere external and now you can message them and bring them back into whatever world you need them to be at. But that’s how you build stability in business. It’s also how you sell this time, you want to sell it the next time and the next time, the list is the key. Funnel Hacking Live, the first Funnel Hacking Live it was a lot of work and we sold out 600 people in the room, and we kept growing the list and growing the list, the next year we did 1200. Then we did 1500, last year was 3000, this year we’re going to be at 5000. We’re building up the list and building up pressure and excitement and then when you release it, it gives you the ability to blow things up really, really fast.  Okay, that was number four. Okay number five, I wrote down integration marketing, adding to other’s offers to build a buyer list. So this is a little sneaky tactic we used to back in the day when I didn’t have my own list, but I had a couple of skills and talents which you do happen to have, which is nice. If you have no skills this won’t work, but if you have skills you’re lucky. So Frank Kern used to do this as well. Frank is sneaky. He used to do this all the time and I saw him doing it and I’m like, “Oh my gosh, he’s brilliant.” So Frank did a one hour presentation somewhere and he called it Mind Control, it wasn’t Mass Control, but it was something like about how to control the minds of your prospects through manipulation and something sneaky. And the title alone was amazing. It was a one hour presentation he gave somewhere. And he put it on these DVDs and what he did, he went to like Dan Kennedy and he’s like, “Hey Dan, you have all of your buyer and you send them this newsletter every single month,” at the time they had 13000 active members, these were their best buyers. He’s like, “This DVD I sell for like a thousand bucks. Do you want to give it to all your people for free?” And Dan’s like, “sure.” And all the sudden the next month, Franks got his best CD with his best stuff in the mailbox of the 13000 best customers, every single person that Dan Kennedy’s been collecting for the last 15 years. So think about this. With your skill set, look at the other people in the market, all the dream 100 who are doing things and how do you create something you can plug into their offers, and every single time one of those people sell a product, your face is popping up as well. It’s called integration marketing, my first mentor Mark Joyner wrote a book called Integration Marketing, it’s a really fast read. You can read it in an hour, but it will get your mind set thinking about it. How can I integrate with what other people are always doing? Because I can go and make a sell, and make another sell, but I was like, when we launched Clickfunnels I was like, “How can I figure out other people’s sales processes that are already happening and somehow inject myself into all these other sales processes?” That way every single time Steven Larsen sells something or someone else sells something, or all these people are selling something, it always somehow gets flown back to me. I want every product, every course, everything happening in the internet marketing world to somehow have people saying my name. That’s my goal. How many of you guy have been to other people’s events and I’m not there and they say my name? It makes me so happy. I get the instagrams from some of you guys, “Hey so and so just said your name.” I’m like, that’s so good. How have I done that? I spent a lot of my life integrating into everybody’s offers. Initially when I first got started, every single person who had a product, I was an interview in everyone’s product. I was like, looking at people launching a product, specific product launches coming, I’d contact them. Product launch is coming up, “Hey man, is there any way I could do a cool thing for your people? I could create this and give it to you and you could plug it into your product?” and everyone’s like, ‘Sure, that’d be awesome.” And all the sudden, boom, they get 5000 new buyers came in and every single one of them got my thing. They’re hearing my name, hearing my voice and it’s just constant integration. I think about how I met Joe Vitale, I talked about that earlier with the greatest showman. He was in an interview in a course I bought from Mark Joyner, I listened to it, fell in love with Joe Vitale, bought his stuff, given him tons of money over the years, a whole bunch of good stuff because he was integrated in that. So looking at other ways to integrate, the skill set that you already have into other people’s marketing channels because then you’re leveraging anytime any of these partners make a sell, you’re getting customers coming through that flow as well. Cool? Nick: Yeah. Russell: That was number five. Number six, I call this one rainmaker projects, because we talked about rainmaker during the first podcast interview. So rainmaker projects are, and again when I first started my career I did tons of these, where it’s like, I was really good at one piece. For you, you’re really good at video and story telling. And I look out here and be like, okay who is someone else here that is awesome? So and so is really good at making a product on Facebook ads. “You’re really good at Facebook ads, so I’ll do the video for this course, you do the Facebook, you do the actual ads for us.” And then, you’re awesome at doing the traffic and you bring in four or five people, like this little avenger team, and you create a cobranded product together and you launch it and everyone makes a bunch of money, split all the money, 50/50/50/50, that makes more than 100,but you know what I’m talking about, everyone splits the money, everyone splits the customer list and all the sudden you’ve all pulled your efforts, your energy, your talents together and everyone leaves with some cash, and you also leave with the customer list, and that’s when you start growing really, really rapidly. When I started I didn’t have a customer list, I had a very small one. But I had a couple of skill sets so that’s why I did tons of these things. That’s like, if you guys know any of my old friends like Mike Filsaime, Gary Ambrose, I could list off all the old partners we had back in the day, and that’s what we did all the time, these little rainmaker projects. We didn’t call them that back in the day, but that’s what it was. It was just like, we all knew what our skill sets were, and it’s like, let’s come together, let’s make a project. This isn’t going to be how we change the world, it’s not going to be something we’re going to scale and grow, but it’s like, it’s going to be a project, we put it together, we launch it, make some money, get some customers, get our name out in the market, and then we step away from it and then we all go back to our own businesses. It’s not like, that’s why it’s funny because a lot of times people are scared of these. Like, “Well, how do we set up the business structure? Who’s going to be the owner? Who’s the boss?” No, none of that. This is an in and out project where all the rainmakers come together and you create something amazing for a short period of time, you split the money and you go back home with the money and the customers. But it gave you a bump in status, a big bump in customer lists, a big bump in cash and then all those things kind of rise and if you do enough of those your status keeps growing and growing and growing, and it’s a really fast easy way to continue to grow. How many of you guys want to do a rainmaker project with Nick right now? Alright, very, very cool. Alright, and then I got one last, this is number seven. This kind of ties back to dream 100. The last thing I talked about was, and again this is kind of for everyone in the group, is the levels of the dream 100. I remember when I first started this process, I first got the concept and I didn’t know it was the dream 100 back then, but I was looking at all the different people that would have been on my dream 100 list. It was Mark Joyner, Joe Vitale, all these people that for me were top tier. Tony Robbins, Richard Branson, and I was like, oh, and I started trying to figure out how to get in those spots. And the more I tried, it was so hard to get through the gatekeeper, it was impossible to get through all these gatekeepers, these people. I was like, “Man don’t people care about me. I’m just a young guy trying to figure this stuff out and they won’t even respond to my calls or my emails. I can’t even get through, I thought these people really cared.” Now to be on the flip side of that, I didn’t realize what life is actually like for that, for people like that. For me, I understand that now at a whole other level. We’ve got a million and a half people on our subscriber list. We have 68000 customers, we’ve got coaching programs, got family, got friends. We have to put up barriers to protect yourself or it’s impossible. I felt, I can’t even tell you how bad I feel having Brent this morning, “Can you tell everyone to not do pictures with me.” It’s not that I don’t want to, but do you want me to tell you what actually happens typically? This is why we have to put barriers around ourselves. Here’s my phone, I’ll be in a room, like Funnel Hacking Live and there will be 3000 people in the room, and I’m walking through and someone’s like, “Real quick, real quick, can I get a picture?” I’m like, “I gotta go.” And they’re like, “It’ll take one second.” And I’m like, ahh, “Okay, fine, quick.” And they’re like, “Hold on.” And they get their phone out and they’re like, “Uh, uh, okay, uh, alright got it. Crap it’s flipped around. Okay, actually can you hold this, my arms not long enough can you hold it? Actually, hey you come here real quick, can you hold this so we can get a picture? Okay ready, one two three cheese.” And they grab the camera and they’re off. And for them it took one second. And that person leaves, and guess what’s behind them? A line of like 500 people. And then for the next like 8 hours, the first Funnel Hacking Live, was anyone here at the first Funnel Hacking Live? I spent 3 ½ hours up front doing pictures with everybody and I almost died afterwards. I’m like, I can’t…but I didn’t know how to say no, it was super, super hard. So I realize now, to protect your sanity, people up there have all sorts of gatekeepers and it’s hard. So the way you get through is not being more annoying, and trying to get through people. The way you get to them is by understanding the levels of that. So I tried a whole bunch of times, and I couldn’t get in so I was like, “Crap, screw those guys. They don’t like me anyway, they must be jerks, I’m sure they’re just avoiding me and I’m on a blacklist….” All the thoughts that go through your head. And at that time, I started looking around me. I started looking around and I was like, “hey, there’s some really cool people here.” And that’s when I met, I remember Mike Filsaime, Mike Filsaime at the time had just created a product he launched and he had like a list of, I don’t know, maybe 3 or 4 thousand people. And I remember I created my first product, Zipbrander, and I was all scared and I’m like ,”Hey Mike, I created this thing Zipbrander.” And he messaged back, “Dude that’s the coolest thing in the world.” A couple of things, Mike didn’t have a gatekeeper, it was just him. He got my email, he saw it, and he was like, “This is actually cool.” I’m like, “Cool, do you want to promote it?” and he’s like, “Yes, I would love to promote it.” I’m like, oh my gosh. I had never made a sale online at this point, by the way, other than a couple of little things that fell apart. I never actually made a sale of my own product. Zipbrander was my very first, my own product that I ever created. So Mike was that cool, he sent an email to his list, his 5000 person list, they came over, I had this little pop up that came to the site and bounced around, back in the day. I had 270 people opt in to my list from Mike’s email to it, and I think we made like 8 or 10 sales, which wasn’t a lot, but 67 that’s $670, they gave me half, I made $350 on an email and gained 300 people on my list. I’m like, oh my gosh this is amazing. And I asked Mike, “Who are the other people you hang out with? I don’t know very many people.” And he’s like, “Oh dude, you gotta meet this guy, he’s awesome.” And he brought me to someone else, and I’m like, “Oh this is cool. “ and Mike’s like, “Dude, I promoted Zipbrander, it was awesome, you should promote it.” And then he’s like, “Oh cool.” And he promoted Zipbrander. I’m like, oh my gosh, I got another 30-40 people on my list and there were a couple more sales. And then I asked him, “Who do you know?” and there was someone else, and we stared doing this thing and all the sudden there were 8 or 10 of us who were all at this level and we all started masterminding, networking, figuring things out, cross promote each other and what happened, what’s interesting is that all of our little brands that were small at the time started growing, and they started growing, and they started growing. All the sudden we were at the next tier. And when we got to the next tier all the sudden all these new people started being aware of us and started answering our calls and doing things, and Mike’s like, ‘Oh my gosh, I met this guy who used to be untouchable.” And he brought him in and brought them in and all the sudden we’re at the next level. And we started growing again and growing again. And the next thing we know, four years later I get a phone call from Tony Robbins assistant, they’re like, “Hey I’m sitting in a room and I got Mike Filsaime, Frank Kern, Jeff Walker, all these guys are sitting in a room with Tony Robbins and he thinks that you guys are the biggest internet nerds in the world, he’s obsessed with it and he wants to know if he can meet you in Salt Lake in like an hour.” What? Tony Robbins? I’ve emailed him 8000 times, he’s never responded even once, I thought he hated me. Not that he hated me, it’s that he had so many gatekeepers, he had no idea who I was. But eventually you start getting value and you collectively as a level of the dream 100 becomes more and more powerful. Eventually people notice you because you become the bigger people. And each tier gets bigger and bigger and bigger. So my biggest advice for you and for everybody is understanding that. Yes, it’s good to have these huge dreams and big people, but start looking around. There are so many partnerships to be had just inside this room. How many deals have you done with people in this room so far? Nick: Quite a few. Russell: More than one, right. Nick: Yeah, more than one. Russell: Start looking around you guys. Don’t always look up, up, up and try to get this thing. Look around and realize collectively, man, start doing the crossings because that’s how everyone starts growing together and there will be a time where I’ll be coming to you guys begging, “Can you please look at my stuff you guys, I have this thing called CLickfunnels. You may have heard of it. Can you please help me promote it?” And that’s what’s going to happen, okay. So the level of the dream 100 is the last thing, just don’t discount that. Because so many people are like swinging for the fence and just hoping for this homerun like I was, and it’s funny because I remember eventually people would respond to me, that I was trying for before, and they’d contact me. And I was like, oh my gosh. I realized, I thought this person hated me, I thought I was on a black list. I was assuming they were getting these emails and like, “oh, I hate this. Russell’s a scammer.” In my head right. They never saw any of them. Until they saw me, and they reached out to me and the whole dynamic shifted. So realizing that, kind of looking around and start building your dream 100 list, even within this room, within the communities that you’re in, because there’s power in that. And as you grow collectively, as a group, everyone will grow together, and that’s the magic. So that was number seven. So to recap the seven really quick. Number one, tell your story way too much, to the point where you’re so annoyed and so sick and tired of hearing it that everybody comes to you, and then keep telling it even some more. Number two, in everything you’re doing, energy matters a lot. To the point, even above what you think you’re comfortable with and do that all the time. Number three, make offers for everything. Hook, story, don’t leave them hanging, give them an offer because they’ll go and they will feel more completed afterwards. Number four, start building a list, it ties back to the first thing. Make an offer, get them to build your list, start growing your list because your list is your actual business. Number five, integration marketing. Look for other people’s marketing channels and how you can weave what you do into those channels, so you can get free traffic from all the people who are doing stuff. Number five, create rainmaker projects, find really cool things and bring four or five people together and make something amazing. Share the cash, share the customer list, elevate your status, elevate your brand, and it’s really fun to do because you get to know a whole bunch of people. And Number seven, understanding the levels of the dream 100. Find the people at your level and start growing with them together collectively as you do that, and in a year, two years, three years, five years Tony Robbins will be calling you, asking you to make his video and it will be amazing. Does that sound good? Awesome.

A special conversation I had on stage at the Traffic Secrets event with a friend and a student Nic Fitzgerald. On this episode Russell talks to his childhood friend, Nick Fitzgerald about helping him go from being in a technician position to being in an entrepreneurial position. Here are some of the inspiring thing in this episode: Find out how Russell found out his childhood friend was in desperate need of help and what he offered to do for him. How Nick was able to make to Funnel Hacking Live via credit card, and then spent $1800 on a program without telling his wife. And why being on the program helped Nick be able to ask a client for $25,000 on a project, when that was his previous yearly income. So listen here to find out how Russell was able to help Nick achieve his entrepreneurial dreams. ---Transcript--- Hey everyone, this is Russell Brunson and I want to welcome you to the Marketing Secrets podcast. The next two episodes are a really special one. For our Two Comma club X members and our inner circle members I did an event recently, some of you guys heard me talk about it. It was a traffic secrets event, where I’m getting all the material ready for the book, and start teaching this stuff. Anyway, it was really, really fun and as I was doing the presentations, the night before when I was doing all the prep work I had this thought. I was like, I want to bring up somebody on stage and it’s somebody who was a friend I grew up with in elementary school, and junior high, and high school, someone who was down on their luck, who was really, really struggling. About a year ago I saw him post something on Facebook and I reached out, and this interview is happening about a year later. During the process he tells his story about what happened and the transformation and the change that’s happened by being involved inside our Clickfunnels, Funnel Hacker community. So I wanted to share that with you as part of the event, so this first half is going to be Nick kind of telling his story and it’s going to be the story from the bottom of the barrel where they were, they literally made $25,000 a year for 3 years in a row and then the transformation to this year, they’ll do well over six figures. And that’s going to be this first podcast. And the second podcast episode is, I’m actually going to be doing, I did a live coaching session with him on stage, and I want to share that with you as well because I think there’s a lot of things for you specifically that you can get from this episode too. So the next few episodes are going to be sharing this really fun conversation that happened late night at the Traffic Secrets event with my friend Nick Fitzgerald, and if you think that name sounds familiar, I have talked about him before on this podcast. In fact, a little over a year ago I did a podcast episode called being a rainmaker that was a personalized podcast that I sent to Nick specifically to help him with what he was struggling with at the time. So anyway, I wanted to share this with you because it will take you full circle to show you kind of the progress and the momentum and things that are happening in his life, and I think it will be encouraging for you to hear the story because no matter where you are in your journey right now, if you are struggling, doing well, or if you’re somewhere in between, there are parts of this story that will resonate with you. And in the second episode where I coach Nick I think will help everybody as well. So with that said, let’s jump right in and have some fun. I want to introduce you to my friend Nick Fitzgerald. Alright so I want to set the tone for the next hour or so of what the game plan is. So I have a first initial question that I’m curious about with everyone here. I’m curious, who since they joined the Two Comma Club X program has had some kind of experience with Mr. Nick Fitzgerald? That’s powerful, I’m going to talk about why in a little bit, but very, very cool. So some of the back story behind this, and then we’re going to introduce him up, and when he comes up I want you guys to go crazy and scream and cheer and clap, because it will be good, and then I want him to sit down so we’ll be the same height, which will be good, it’ll be fun. So some of the back story, I actually met Nick the very first time in elementary school, and even in elementary school he was a foot and a half taller than me, which is amazing. He was like 6 ft 2 in like third grade, it was amazing. But we knew each other when we were dorky little kids and going up through elementary school we were both doing our things, and we didn’t have a care in the world and everything’s happening. And as we got older he kept getting taller, I stopped growing. And then we got into high school and he kept growing and he joined the basketball team. I didn’t keep growing so I went downstairs in the basement, literally, at our high school in the basement they call it the rubber room, and it’s this room that smells like, I don’t even know, but it’s under the gym. So he would go upstairs and fans would show up and people would cheer for them, and scream at their games. And all the girls would come to the games. And we’d go down in the rubber room by ourselves and cut weight and put on our sweats and lose weight and we’d jump rope and sweat like crazy. And we’d sit there, and I remember one day after working out for two hours pouring in sweat, I had my plastic gear on and my sweats on top of that, my hoodie and my hoods and we got the wrestling mats, and literally rolled ourselves up in the wrestling mats to keep the heat in, and we laid there and we were so hot. And I could hear the basketball players in the gym up above having so much fun and people cheering for them. And all the girls were there. And I was like, “Why are we not playing basketball?” It doesn’t make any sense. But during that time, obviously we were in two different kind of worlds, and we didn’t really connect that much, and then we left our separate ways. And I didn’t hear from him for years and years and years. And then do you guys remember Facebook when it first came out? The first time you got it and you log in and you’re like, “Oh my gosh, I can connect with people.” And you start searching the friends you know and then you find their friends and you spend a day and a half connecting with every person you’ve ever remembered seeing in your entire life? Do you guys remember that? So I did that one night, I connected with everybody. Everyone in high school, everyone in junior high, or elementary, everyone in every stage of my life, as many as I could think of. And then I was like, I think that’s everybody. Okay, I’ve connected with everybody. And one of those people that night was Nick. And then, but I didn’t say hi, I just friend requested and he requested back and I’m like, cool we’re connected. And then after that I got kind of bored with Facebook for like a year or so. Then a little while later I found out you can buy ads on it and I was like, what, this is amazing. So we started buying ads and everything is happening. And it’s crazy. And then what happened next, I actually want Nick onstage to tell you this story because I want you to hear it from both his perspective and my perspective, I think it’d be kind of interesting. Yeah, I want him to come up first. So let’s do this real quick. As you guys know Nick has been a super valuable part of this community since he came in. I’m going to tell the story about how he got here and some of the craziness of how he signed up when he probably shouldn’t have and what’s been happening since then, because I know that you guys have all been part of that journey and been supporting him. How many of you guys are going to his event that’s happening later this week? He just keeps giving and serving, he’s doing all the right things, he’s telling his story, he’s doing some amazing stuff. So my plan now is I want to talk about the rest of the story. I want to tell you guys what I told him a year ago and then I want to tell you guys my advice for him moving forward, because I feel like it’s almost in proxy. I wish I could do that with every one of you guys. Just sit down here and coach you. But I feel like he’s at a stage where some of you guys aren’t to where he’s at yet and some of you are past that, and some of you guys are right where he’s at, and I feel like the advice that I really want to give him, will help you guys at all different levels. So that’s kind of the game plan. So with that said, let’s stand up and point our hands together for Mr. Nick Fitzgerald. Alright, this has some good music. That was like music from high school. Look how tall I am. I feel like….okay, so I had him find this post because I wanted to actually share a little piece of it. So this, I’m going to share a piece of it, I want to step back to where you were at that time in your life. So this was July 7, 2017, so what was that a year and a half ago, ish? So July 7, 2017 there was a post that said, “Long post disclaimer. I hate posting this, blah, blah, blah.” So at the time my family was about to go on a family vacation. We’re packing up the bags and everything, and you know how it is, you do a bunch of work and then you stop for a second and your wife and kids are gone and you’re like, pull out the phone, swap through the dream 100 and see what’s happening.  And somehow this post pops up in my feed and I see it, I see Nick my buddy from 20+ years ago and I’m reading this thing and my heart sinks for him. Some of the things he says, “I hate posting things like this, but I felt like need to for a while. Being poor stinks. For those friends of mine who are ultra conservative and look down consciously or not, on people like me, I can honestly tell you that I’m not a lazy free loader who wants something for nothing. I’m not a deadbeat who wants Obama or whoever to blame now, to buy me a phone. I’m not a lowlife trying to get the government to pay for my liposuction. I’m not a druggie who eats steak and lobster for dinner with my food stamps. I’m a father of four, a husband, someone who lost everything financially, including our home when the time came to have your healthcare in place or to get fined, I went through the process. “Based on my family size and income, we were referred to the state to apply for those programs. We couldn’t get coverage for ourselves to the exchange in other places, we qualified for Medicaid. After the process was complete, the state worker suggested we try to get some other help, some food stamps.” It kind of goes on and on and on and he says, “In 2016 I made $25000. $25,000 plus our tax returns for the previous year. So a family of 6 living on $25,000 a year is being audited for receiving too much help, too much assistance.” And it kind of goes on and on and on with that. He says, “I’ve never abused drugs or alcohol, I’ve never even tried them. I’m just a guy trying to live the American dream and provide for his family. It’s unfortunate that we look down on those who are trying to better our lives, even if it leaves them from receiving help from assistance in place to help them. Look down on me if you want, I don’t care. I know the truth. My family is healthy and sheltered and that’s all that matters. I don’t wish these trials on anyone else…” and it kind of goes on from there. So I want to take you back to that moment, what was, talk about what you were experiencing and what you were going through during that time. Nick: I didn’t expect this. I’m a friendly giant, but I’m a big boob too. Back at that time, I had started what I thought was, I started my entrepreneurial journey. I was working in film full time, working 12, 14, 16 hour days making $200 a day, just killing myself for my family. Going through the process of, I’d lost my job because I wasn’t going to hit my sales, I was a financial advisor, and I wasn’t going to hit my sales numbers. So you know, my ticket was stamped. So I said okay, I’m going to do my own thing. And in the course of all that, it was time to get your health insurance and those things, and I went through the proper channels, like I felt like I should. And I was referred to the government for the programs, based on the numbers. And as a provider, a father, an athlete competitor, I felt like a failure. We’ve all, when you have to rely on somebody else , or somebody else tells you, “Hey, we don’t think you can do this on your own, come over here and we’ll take care of you.” That’s basically what I was told. So it was hard to accept that and to live with that reality. So we did, and I worked hard and it was a blessing really, to not have to worry about how much health care costs or have some of the things to supplement to feed our family and stuff. So it was great and it was wonderful. But then I got the email from the state saying, “Hey, you’re being audited. We’re just looking at things and we’re not sure. You’ve been getting too much help.” So at that point I’m just sitting there frustrated because I’m working my butt off, just trying to make things happen, become someone involved in the film community in Utah. And I was, and everyone knew me, and I had a reputation, but I still was a nobody in the eyes of the government. So I went to Facebook to whine, looking for what I wanted, which was a pat on the back, “There, there Nick, you’re doing…we know you’re a good dude and you’re working hard.” That kind of thing, and I did… Russell: I was reading the comments last night. “Oh you’re doing a good job man. Good luck.” Everyone like babying him about how tough life can be. Nick: So I got what I wanted, but it still didn’t change anything. I still had to submit my last two years of tax returns and all of the pay that I’d got and everything like that, so they could look at our case number, not Nick, Leisle, Cloe,Ewen, Alek, William. So it was just one of those things. I got what I wanted, then comes Russell to give me what I needed, which was…. Russell: I saw that and I’m like packing the kids bags and everything and I was like, “ah, do I say something?” I don’t want to be that guy like, “Hey, 20 years ago…” and I was like, ah, I kept feeling this. Finally I was like, “hey man, I know we haven’t talked in over 20 years…” This was on Facebook messenger, “we hadn’t talked in like 20 years. I saw your post today and it sucks. And I know what’s wrong, and I can help. But at the same time, I don’t want to be that guy and I don’t want to step on any toes. I know we haven’t talked in 20 years, I have no idea if this is even appropriate. But I know what’s wrong, I can help you. And no, this is not some cheesy MLM I’m trying to pitch you on. But if you’re interested in some coaching, I know what’s wrong.” And I kind of waited and then I started packing the bags again and stuff like that. I’m curious of your thoughts initially as you saw that. Nick: It’s funny because my phone was kind of blowing up with the comments. So I would hear the little ding and I would check. And then I saw that it was a message from Russell, and we had said like, “Hey, what’s up.” And had a few tiny little small talk conversations, but nothing in depth personal. So I saw that he sent a message, so I’m like, “Sweet.” So I look at it, and I was half expecting, because I knew he was successful, I didn’t know about Clickfunnels per se. I knew he had something going on that was awesome, but I didn’t know what it was. So I was wondering, “I wonder what he’s going to say, what he has to say about things?” But I read it and it was funny because when you said, “I don’t want to overstep my bounds. It’s been a long time, I don’t want to step on toes.” Kind of thing, Russell, we all know his athletic accolades and stuff. I was a great basketball player too, I was in the top 200 players in the country my senior year and stuff like that. So I’ve been coachable and played at high levels and been coached by high level guys. So when I read it and he said, “I know what’s wrong and I can help you.” I was just like, “Yes.” That was my reaction. I just did the little, um, fist pump, let’s do this. So I replied back and I thanked him for reaching out and stuff, and I just said, I think I even said, “I’m coachable. I will accept any guidance.” And things like that. Because up until that point in my life, especially in sports, if a coach showed me something, I would do it the way he did, and I would kick the other dude’s butt. I didn’t care. I played against guys who made millions of dollars in the NBA. I dunked, I posterized on Shawn Marion when he was at UNLV my freshman year of college. I started as a freshman in a division one school in college. So I would take, I’ve always been that kind of, I would get that guidance, that direction, I can put it to work. So I was just like, “Dude, Mr. Miyagi me.” I’m 8 days older than him, so I’m like, “young grasshopper, yes you can teach me.” That kind of thing. So I welcomed it and I was excited. I had no idea, because again I didn’t know what he did. I just knew he had a level of success that I didn’t have. And if he was willing to give me some ideas, I was going to hear him out for sure. Russell: It was fun, because then I messaged him back. I’m packing the car and Collette’s like, “We gotta go, we gotta go.” I was like, ah, so I get the thing out and I was like, “This is the deal. I’m driving to Bear Lake, it’s like a six hour drive. I’m going to give you an assignment and if you do it, then I’ll give you the next piece. But most people never do it, so if you don’t that’s cool and I’ll just know it’s not worth your time. But if it’s really worth your time, do this thing. I need you to go back and listen to my podcast from episode one and listen to as many episodes as possible, and if you do that I’ll make you a customized episode just for you telling you exactly what’s wrong and how to fix it. But you have to do that first. “And I’m not telling you this because I’m on some ego trip, but just trust me. The problem is not your skill set, you  have mad skills, you’re good at everything. It’s all a problem between your ears. If we can shift that, we can shift everything else.” Then I jumped in my car and took off and started driving for six hours. And then the next day, or a day later you’re like, “I’m 14 episodes in.” he was still listening to the crappy one’s, according to Steven Larsen. The Marketing In Your Car, he was probably thinking, “This is the worst thing I’ve ever heard, ever.” But he did it. I said do it, he did it. And he kept doing it and doing it, and so two days into my family vacation I had Norah, you guys all know Norah right. She’s the coolest. But she won’t go to bed at night, she’s a nightmare. Don’t let that cute face trick you, she’s evil. So I’m like, I can’t go to sleep, so finally I was like, I’m going to plug her in the car and drive around the lake until she falls asleep. So I plug her in the car, strap her in and I start driving. And I’m like, this could be a long, long thing. She’s just smiling back here. I was like ugh. I’m like you know what, I’m going to do my episode for Nick. So I got my phone out, I clicked record and for probably almost an hour, it was an hour. I’m driving around the lake and I explain to him what I see. Did anyone here listen to that episode? I’m curious. I’m going to map out really quick, the core concept. Because some of you guys may be stuck in this, and the goal of this, what I want to do is I want to map this out, and then what’s funny is last year at Bear Lake, so a year later we had this thing where I was like, we should do a second round where I do a year later, this is the advice now. And I wrote a whole outline for it and I totally never did it. So I’m going to go through that outline now, and kind of show him the next phase. So you cool if I show kind of what I talked about? Nick: For sure. Russell: Alright, so those who missed the podcast episode, who haven’t been binge listening, you’ve all failed the test, now you must go back to episode number one, listen to the cheesy jingle and get to episode, I don’t know what it was. Okay, I’ve said this before, if you look at any business, any organization, there’s three core people. The first one is the person at the top who is the entrepreneur. The cool thing about the entrepreneur is the entrepreneur is the person who makes the most amount of money. They’re the head and they get the most amount of money. The problem with the entrepreneur is they also have the most risk, so they’re most likely to lose everything. I’ve lost everything multiple times because I’m the guy risking everything. But the nice thing is entrepreneurs that write their own paychecks, there’s no ceilings. So they can make as much as they want. They can make a million, ten million, a hundred million, they can do whatever they want because there’s no ceiling. So that’s the first personality type. The second personality type over here is what we call the technicians. The technicians are the people who actually do the work. And what’s funny, if you look at this, people who go to college are the technicians. What do they do, they look down on entrepreneurs, they look down on sales people. “Oh you’re in sales. What are you a doctor?” For crying out loud in the night. But they look down on people like us. Because “I’m a doctor. I went to 45 years of school.” What’s interesting, there’s technicians in all sorts of different spots right. I actually feel bad, I shouldn’t say this out loud, but at the airport here I saw one of my friends who is an amazing doctor and him and his wife were leaving on a trip and we were talking and he said, “This is the first trip my wife and I have been on in 25 years, together by ourselves.” I’m like, “What?” and he’s like, ‘Well, we had medical school and then we had kids and then we had to pay off medical school and all these things. Now the kids are gone and now we finally have a chance to leave.” I was like, wow. Our whole lives we’ve heard that medical school, becoming a doctor is the…..anyway that’s a rant for another day. But I was like, there’s technicians. And what’s interesting about technicians, they don’t have any risk. So there’s no risk whatsoever, but they do have, there’s a price ceiling on every single person that’s a technician, right. And depending on what job you have your price ceiling is different. So doctors, the price ceiling is, I have no idea what doctor’s make, $500 grand a year is like the price ceiling, that’s amazing but they can’t go above that. And different tasks, different roles, different position all have different price ceilings. But there’s like, this role as a technician makes this much, and this one makes this much and you’re all kind of these things. I said the problem with you right now, you have these amazing skill sets, but you are stuck as a technician in a role where they’re capping you out, where the only thing you can make is $25k a year. Remember I asked you, “What have you been doing?” and you’re like, “Oh, I’ve been networking, I’ve been learning, I’ve been getting my skills up, getting amazing.” I’m like, “That’s amazing, you’re skills are awesome, but your ceiling is $25k a year. No matter how good you get you are stuck because you’re in a technician role right now.” I said, “you’ve got a couple of options. One is go become an entrepreneur, which is scary because you’ve got four kids at home and you don’t have money anyway.” I am so eternally grateful that when I started this game, my wife, first off, we didn’t have kids yet, my wife was working, we didn’t have any money but I didn’t have to have any money at that time, and I’m so grateful I was able to sometimes, I was able to risk things that nowadays is hard. For you to come jump out on your own initially and just be like, “Boom, I’m an entrepreneur and I’m selling this stuff.” That’s scary right, because you’ve got all this risk. So I was like, that’s the thing, but it’s going to be really, really hard. I said, “there’s good news, there’s one more spot in this ecosystem. And the cool thing about that spot it’s that it’s just like the entrepreneur, there’s no ceiling, now the third spot over here is what we call the rainmakers. The rainmakers are the people who come into a business and they know how to make it rain. This is the people who know how to bring people into a company. Leads, they bring leads in. They know all this traffic stuff they’re talking about. These are the people who know how to sell to leads and actually get money out of peoples wallets and put it into the hands of the entrepreneurs. These people right here, the rainmakers don’t  have ceilings. In fact, companies who give the rainmaker the ceiling are the stupidest people in the world, because the rainmaker will hit the ceiling and then they’ll stop. If you’re smart and you have a company, and you have rainmakers, people driving traffic, people doing sales, if you have a ceiling they will hit and they will stop. If you get rid of the ceiling and then all the sudden they have as much as they want, they have less risk than the entrepreneur, but they have the ability to make unlimited amount of money. I said, “Your skill set over here as a technician is worth 25k a year, but if you take your skill set and shift it over here and say, “I come into a company and I’m a rainmaker. I create videos, I create stories, they’ll sell more products, more things.” Suddenly you’re not worth 25,000, now you’re worth $100,000, you’re worth $500,000. You’re worth whatever you’re able to do, because there’s no ceiling anymore. And that was the point of the podcast. I got done sending it, then I sent it to him and I sent it to my brother to edit it. And I have no idea what you thought about it at that point, because we didn’t talk for a while after that. But I’m curious where you went from there. Nick: So the first thing, you know, being told I was really only worth $25,000 in the eyes of the people who were hiring me, that was a punch in the gut. That sucked to hear. Thanks man. It was just like, I literally was working 12, 14, 16 hour days, lifting heavy stuff, I did a lot with lighting and camera work, not necessarily the story writing stuff, but you know, for him to put it so perfectly, that I was a technician. I thought going in, when I failed as an advisor and I started my own company, or started doing videos for people, and being so scared to charge somebody $250 for a video, being like, “they’re going to say no.” That kind of thing, and now I wouldn’t blink my eyes for that. But you know, it’s one of those things for him to tell it to me that way, just straight forward being like, “You are, you’re learning great skills and you’re meeting amazing people.” I worked with Oscar winners and Emmy winners and stuff in the movies and shows that I worked on, but again, I was only worth that much, they had a finite amount of money, and I was a small part of it, so I got a small piece. So listening to all of that, and then hearing the entrepreneur, the risk and stuff. I’m really tall, I’m 6’9” if you didn’t know. I’m a sink or swim guy, but because I’m tall I can reach the bottom of the pool a lot easier. When I jumped in, we had lost, as a financial advisor we had lost our home and we lost all these things. So I was like, I have nothing left to lose. Worst case scenario, and I had never heard that mindset before. We were renting a basement from a family members, our cars were paid off. Worst case scenario is we stayed there and get food stamps and that kind of thing. There was nowhere to go but up from there. So for me, I was just so excited. I’m like, I want to be a rainmaker, I want to be an entrepreneur, but I didn’t know where to find the people that I could do that for. So I was in this thing where I was still getting lots of calls to work as a technician, but I didn’t want to do that anymore. I didn’t want to put myself, my body, my family through me being gone and then when I’m home I’m just a bump on a log because I’m so wiped out, all that kind of stuff. So that was my biggest first thing, the action point for me. I started thinking, okay how do I transition out of this? How do I get myself out and start meeting the right people, the right kinds of clients who do have budgets and things like that, and how do I make it rain for them. That’s when I made that shift from working as a technician. I told myself I’m not going to do it anymore. The last time I technically worked as a technician was about 9 months ago. It was for a friend. So I made that shift and it was just amazing. Like Russell was talking about earlier, when you start to track it or when it’s part of your mindset, things start to show up and happen. You meet the right people and stuff. So those things just started, just by listening to that one hour long thing, I started changing and then the black box I got, Expert Secrets and Dotcom Secrets and started going through that as well. And it was just like, you see in the Funnel Hacker TV, that moment where the guy goes, “RAAAAA” that’s what happened with me. It was like a whole new world, Aladdin was singing. He was Aladdin and I was Jasmine, with a beard. Russell: I can show you the world. Nick: Exactly. But that’s what really, literally happened with me. Russell: That’s cool. Alright this is like summertime, he’s going through this process now, figuring things, changing things, shifting things, he’s changing his mindset. We go through the summer, we go through Christmas and then last year’s Funnel Hacking Live, were we in February or March last year? March, and so before Funnel Hacking Live we kind of just touched base every once in a while, seeing how things are going. He’s like, “Things are going good. I’m figuring things out.”  And then Funnel Hacking Live was coming, and I remember because we’re sitting there, and I think he messaged me or something, “Funnel Hacking looks awesome I wish I could make it.” I was like, “Why don’t you come?” And you’re like, “I just can’t make it yet.” I was like, “How about this man, I guarantee you if you show up it’ll change your life forever. I’m not going to pay for your flights or your hotel, but if you can figure out how to get there, I’ll give you a free ticket.” And that’s I said, “if you can come let Melanie know, and that’s it.” And I didn’t really know much, because you guys know in the middle of Funnel Hacking Live my life is chaos trying to figure out and how to juggle and all that stuff. So the next thing I know at Funnel Hacking Live, we’re sitting there and during the session I’m looking out and I see Nick standing there in the audience. And I was like, ‘I have no idea how he got there, but he’s there. Freaking good for him.” And I have no idea, how did you get there? That wasn’t probably an easy process for you was it? Nick: No. Credit cards. It was one of those things, I looked at flights. As soon as we had that conversation, it was funny because I was, I can’t remember what was going on, but it was a day or two before I responded back to his invitation. And I was like, I’d be stupid to say no. I have no idea how I’m going to get there. I think I even said, “I’ll hitch hike if I have to, to get there.” Can you imagine this giant sasquatch on route 66 trying to get to Florida. But I told my wife about it, and this is where Russell might have this in common. My wife is incredible and super supportive and she let me go. And we didn’t have the money in the bank so I said, “I’m going to put this on the credit card, and as soon as I get back I’m going to go to work and I’ll pay it off. I’ll get a couple clients and it will be fine.” So I booked the hotel, luckily I was able to get somebody who wasn’t able to go at the last minute and I got their hotel room, and I got the lfight and I came in and I was in the tornado warnings, like circling the airport for 5 hours, like the rest of you were. So I got there and I just remember I was just so excited. Walking in the room the very first day, the doors open and you all know what it’s like. I don’t have to relive this story. I remember I walked in and the hair on my arms, it was just like {whistling}. It was incredible, just the energy and the feeling. And I was like, t his is so cool. And then the very first speech, I was like that was worth every penny to get here. If I left right now it would have all been worth it. And you all know because you’re sitting here, you’ve felt that too. So that was my, getting there was like, “Honey, I know we don’t have the money, we have space on the credit card, and when I get home I swear I will work hard and it will be okay.” And she’s like, “Okay, go.” So I did. Russell: So now I want to talk about, not day one, or day two, but on day three at Funnel Hacking Live. How many of you guys remember what happened on day three? Russell sneak attacked all you guys. I was like, if I start going “Secret one, Secret two, Secret three” you guys will be like, “Here it is.” Sitting back. I was like, how do I do the Perfect webinar without people knowing it’s the perfect webinar? And I’m figuring this whole thing out, trying to figure that out. And we built a nice presentation, create an amazing offer for this program you guys are all in. And as you know, all you guys got excited and ran to the back to sign up and now you’re here. But you told me this personally, I hope you’re willing to share. But I thought it was amazing because you didn’t sign up that night. And I would love to hear what happened from then to the next day, and kind of go through that process. Nick: So this is my first Clickfunnels, I was all new to this whole thing. I was so excited when the 12 month millionaire presentation came up and I was like, “This is awesome.” Then I see it in the stack and I’m like, “I’m seeing the wizard,  I can see the wizard doing his thing.” And I was just so excited, and then the price. And it was a punch in a gut to me, because I was so, listening to it I was like, ‘This is what I need. This is what I want, this is what I need. It’s going to be amazing.” And then the price came and seriously, the rest of the night I was just like…. The rest of the presentation and everything after that I was just kind of zoned out. I just didn’t know what to do. Because I knew I needed it so badly and I’m like, that’s almost twice what we’re paying in rent right now. You know, it was just like, how am I going to justify this when I’m on food stamps and Medicaid and all this kind of stuff. You know, “yes, I’m on that but I dropped this money on a coaching program.” Russell: “From this internet coach.” Nick: Right. And so I’m having this mental battle and get back home to my room that night and I didn’t go hang out with people. I just was not feeling it. And I remember texting my wife on the walk back to the room. And I took the long way around the pond, just slowly depressedly meandering back to my room. And I’m texting her and I’m telling her how amazing it was and what the program would do and all that kind of stuff, and she’s like, “That sounds great.” And I’m purposely not saying how much it’s going to cost, just to get her excited about it, so I can maybe do a stack with her right. “For this and this….” See if I could try it. I didn’t, I failed when it came to doing that. I told her the price and she’s like, “That’s a lot of money. How are you going to pay for it.” And I’m like, “I don’t know.” And I’m like, “The only thing I can do, because I have to sign up while I’m here, and pay for it while I’m here. I can put it on the credit card and then we will figure it out.” So we talked a lot and I talked to my dad and it was the same thing. He was like, “Man, that’s a lot.” Just the scarcity mindset that a lot of us have with our family members and support system who aren’t, don’t think, who aren’t the crazy ones. So I went to bed and I got emotional, and I slept so so bad. Just didn’t sleep well that whole night. And again, I talked to my wife again the next morning, and I just, we just said, “It would be awesome. But I can’t do it, so I’m just going to work hard and figure something out and then if it ever opens up again, then I’ll be in a position to do it.” So I left my room that morning with that in my mind. I made the mistake of keeping my wallet in my pocket though, because I’m here. I again made the long walk back and kind of gave myself a pep talk like, “Don’t worry about that kind of stuff. Just more value out of it, meet more people.” So that’s when I left my room that morning, that’s where my mind was. Russell: What happened next? Nick: I walked into the room and Kevin Hansen, who I had, it’s funny, he does a lot of editing for Clickfunnels, and he and I had actually met independent of Clickfunnels before. It was one of those things like, “Oh you do, oh my gosh.” and it was like 2 months after we’d met. So I was talking to him, just chitchatting, and I just had right then in my mind, it was like, “Walk over to the table and sign up. If you don’t do it now, you’re never going to do it.” And it was just one of those things, because I’d given myself that speech, that whole five minute walk across the property. So I finished up talking with him and I just said, “I’ll be right back.” And I walked straight over to the table, got out the credit card, wrote it all down, and I’m like, I don’t even know what my limit is, so I hope whenever they run this that it goes through. I don’t know what’s going to happen. So I did and I got that little silver ribbon that we all got. And again, {whistling} chills. Like I was like, holy crap, this is amazing. I put it on my little lanyard thing and I was just like, I couldn’t believe it. The adrenaline and all that stuff of, “I’m doing it. And my wife is going to kill me when I get back home.” So that’s, then I went and got my seat and I was just floating, you know. I was so amped, I could have “Steven Larsened” it and screamed over the noise of everybody else and it would have been very, you would have heard it. So that’s what I did that morning. I was like, ‘Not going to do it, not going to do it, not going to do it.” I walked in, 60 seconds done. You have my money. Russell: So I’m curious, when did you tell your wife? This is like a marriage counseling session, huh? Nick: yeah, do you have a couch I can lay down on? Russell: A big couch. Nick: yeah, really. So I got home and I didn’t tell her, at all. I didn’t. I said, the clock is ticking. I have 30 days until that hits, or 20 days until the credit card statement comes and she’s like, “Wait, why is there an extra $2000 bucks on here?” So I just, I said, I’ve got some time because my wife, she’s 5’3”, she’s dainty, little petite lady, but she’s not scary I guess. But this is the first time I was really scared to tell her something in our marriage. So I just said, I’m just going to hit the road hard and see what I can come up with to cover at least the $1800 and the hotel, for what I racked up at Funnel Hacking Live, and then that will get me another 30 days to figure something out. So I went and I never told her until the credit card statement came and she saw it. She’s like, “What’s this?” But what happened before that, I don’t know, do you have something after that or do you want me to go to the next part? Okay, so me going to work and being like, “I gotta find it.” and it’s funny that night at Funnel Hacking Live, I went on Facebook and I created some half thought through offer where it was like, “Hey if I can get like 5 people locally where I’m at to do a monthly low number where I create a couple of videos for a monthly retainer, that will cover it and I can figure it. But nobody nibbled on it. So I got home and I started just trying to figure stuff out. And I had met another lady who had a company and she uses Clickfunnels for her course. And it was funny, I talked to her before I went to Funnel Hacking Live, and we were talking and she was like, “Do you know Clickfunnels?” And I was like, “That’s so crazy. I do.” Because I’d never met anybody else that had. So I got home and I shot a little video with her, it was a test to do some modules for her course and she loved it and it was great. So we were talking about, she had like 20 videos she wanted to do and we were talking about budget, and I just said, “you know what, for that much, for that many videos and all this kind of stuff, it’s going to be $25,000.” And she didn’t even blink. She’s like, “Perfect, that’s great.” Thank you, you guys. You’re going to make me cry. Thank you.  And that was like maybe two weeks after I got home that that happened. And I left her house and I tried my hardest not to do a jump heel click going down her driveway, out to my car, and I got around the corner and I messaged Russell like, “dude, you’ll never guess. I just closed my first 5 figure deal and this is what it was…” and he was like, “That’s so cool.” You know. But it was the whole plata o plomo thing, I would never have the guts to ask for something like that, I know that I should and that my skills and what I can do are worth that and more, and it’s been proven to me again and again since then, but to ask the first time, that first time you have a big ask and you’re just throwing yourself out there, and if she would have said no…Now what am I going to do? Because I had actually done another pitch where I did like a webinar pitch where I  had a stack and slides and stuff because it was for a Chamber of Commerce, and I wanted to charge them 2500 a month to do like 4 videos a year. And I did the whole thing like, “If you do it, it’s $2500 a month, or if you do it all right now it’s this…” that whole you know, and they passed on it. I was like, ugh. So it was just one of those things where being around y’all, that was my first experience being around entrepreneurs, really. I have friends who have had businesses, but I felt weird for wanting to create my own thing or being selfish because I have four kids. Like why don’t you go get a real job? All those conversations that you hear and have with yourself, especially when things aren’t going great. But it was like okay, I have to get it done or I have to drop out. And I just, even in that short amount of time I received so much value from the people I was beginning to meet, and then as the content started coming out I was like, “There’s no way I could live without this after having a taste of it.” So that was my, I had to get it done and it worked out. Russell: Amazing, I love that story. So coo. Alright, so since then, how many of you guys have watched his….are you daily or almost daily Facebook Lives? Nick: Pretty much, almost daily. I’ll miss some… Russell: How many of you guys have watched his daily Facebook lives, he’s doing what we’re saying right. He’s doing it. He’s doing it. I see it, I see it coming in my feed. It pops in my feed over and over. He’s doing what we’re talking about. He’s attracting people, he’s telling stories. All the stuff we’re talking about, he’s been doing it. But part of it, he had to have that emotion, that plata o plomo moment and then he hit it and it’s just like, he’s been running and running and running and running. And it’s been so insanely fun to watch the progress and the growth. Some of you guys know he put out an event that’s coming up this weekend and sold out in 5 seconds. He’s like, “I sold out, should I make it bigger?” and I’m like, “No people should have responded to you faster, it’s their fault. Sell it out because next time it will be easier to sell it out again and easier to sell out again.” But he did it by giving tons of value. Telling stories, telling stories, telling stories, providing more value to you guys, to other entrepreneurs, other people in the community and people are noticing. All the stuff we talked about today, he’s doing it. Consistently, consistently, consistently doing it. That was so cool. I don’t even know where to go from here. Alright I know where to go from here. Before I move into this, was it scary? Nick: All of it scary? Well, this is what, back to my competitive days, I don’t care who, I’d played against the best players in the country at high levels. And I didn’t care if you were going to the NBA, being recruited by Duke, once we got into the lines I didn’t care who you were, I was going to make you look silly. I would hold, you wouldn’t score a point on me, or I would just like out work you and if you wanted to get anywhere I was in your face the whole time. And so this was a whole different game for me. I remember Myron talking about in his speech at Funnel Hacking Live, you have to stay in the game long enough to learn the game, and I was new to this game. Like brand new, less than 12 months when I went to Funnel Hacking Live. And it was terrifying because, not necessarily because I didn’t think I could do it, I was just worried when, how long it would take. Like am I going to go and just spin my wheels and it’s going to be 15 years, 2099 and I’m wheeling up across to get my reward from him in his wheelchair, just like, “Hey buddy.” You know, that kind of thing. I just didn’t know how to make it happen quick. That kind of stuff. So I was definitely scared, not necessarily of failing, because I had failed before, I was just scared how long it was going to take. Russell: one of the best moments for me was this summer, him and his family were driving home from, I can’t remember where, they were driving through Boise, and he’s like, “Can we swing by and say hi? My kids want to meet you, my wife wants to meet you.” That’s always scary when you haven’t met someone’s wife or kids and you’re like, what if they hate me. And I remember I started thinking, oh my gosh. He spent all his money coming out here, and then he bought the thing, she might legitimately want to kill me. I have no idea. I was a little bit nervous. And I came and met them and the kids, it was super cool. I remember the coolest thing, your wife just looked at me and she said, “Thank you.” And I was like, how cool is that? Just the coolest thing. Thank you for convincing, persuading, whatever the things are to do this thing. I think sometimes as entrepreneurs we feel the guilt or the nervousness of, “Should I sell somebody something? Is it right, is it wrong?” You have to understand when you’re doing it, it’s not a selfish thing for you. It’s like, how do I get this person to take the action they need to do. Because most people won’t do it until they make an investment. It’s just human nature. They’ll keep dinking around and dinking around, whatever it is until they have a commitment, until they make that covenant, like Myron talked about earlier, people don’t change. So in any aspect of life, you want someone to make a change, there’s got to be something that causes enough pain to cause the change, which is why we have the program. We could have priced the program really, really cheap but I was like, “No we won’t.” We legitimately wanted to make a plata o plomo moment for everybody. You’ll notice, when the program signup, not everybody who signed up is here today. Some people fell away, some of them left, things happen and I totally understand, but I wanted to make it painful enough that we get people to move. And there are people in this room, I’ve joked about, Nick probably shouldn’t have bought that. If he would have asked I would’ve been like, “No dude, don’t. What are you thinking? Why would you do that?” as a friend this is weird, but I’m so grateful. Are you grateful you did? Nick: Absolutely. Russell: Where’s Marie Larsen, is she still in here? I talked about this in the podcast. She was in the same situation, she should not have signed up for it, it’s insane. I saw this text she sent Steven, she’s like, how much did you have in your bank account when you signed up for it? $70 in the bank account, $1800 a month bill she signed up for. And then it started happening and she was freaking out how it’s going, if you guys haven’t listened to the podcast, Lean In, yet I told the whole story. But it got nervous month one, then month two happened and she’s like, “Oh my gosh, I need to leave. I can’t afford this.” And she’s talking with Steven and Steven’s like, “Well, you could leave and walk away, or you could lean in.” so she decided, “Okay, I’m going to lean in.” So she leaned in, and I’ve watched as her business over the last 3, 4, 5, 6 months is growing and it’s growing and it’s growing because she leaned in. Tough times will come, every single time it comes, but those who lean in are the ones who make it through that, and who grow and who build huge businesses.

Some almost-incoherent thoughts on my way home from trick-or-treating. On today’s episode Russell talks Halloween, and about trying to look at everybody in the world the way he looks at his youngest daughter, Norah. Here are some of the insightful thing you will hear on this episode: Find out why Halloween is not longer Russell’s favorite holiday. Hear why watching Norah laugh caused Russell to change his perspective on how he sees other pepole. And find out why Liz Benney was nervous to sign on to have Russell coach her when she found out he was a religious person. Listen here to find out why Russell believes we need to serve everyone at the highest level possible without casting judgment on them first. ---Transcript--- Hey everybody, this is Russell Brunson. I want to welcome you to a late night Marketing Secrets podcast. It’s Halloween, I just got done trick or treating, and I just dropped off Blake, who has been filming behind the scenes of everything this last week, at the hotel. I’m driving home and I wanted to share with you guys some thoughts. Alright everybody, this is probably less of a marketing thing, and more of a life thing. I hope you don’t mind if I share this, but it was on my mind a little bit as I’ve been having so much fun with my kids. So we had Halloween tonight, which it’s crazy. I used to love Halloween, it used to be my favorite holiday by far. I think I’ve recently transitioned from Halloween being my favorite, to now the 4th of July. Just because the fireworks, the age of my kids now, fireworks I think are more fun. But last year, I didn’t know that was going to happen. Last year my kids started wrestling, so wrestling practice happens until 5:30 every night, we get home at 6:00. So last Halloween, that’s what was happening. We get home from wrestling practice, race home, and in my head I’m like, I’m going to wear my new Batman costume, which if you guys haven’t seen my Batman costume, it’s amazing, but it takes like an hour at least to put it on. So I’m racing home and I’m like, I don’t have time to put my Batman costume on, and I’m kind of bummed because I wanted to wear that, I was so excited for it. I get  home and the kids are eating and everything is crazy and all the sudden the doorbell rings, and I’m like, “Oh trick or treaters.” So we run to the door and it’s my daughter’s friend, and she’s all, “Can Ellie come trick or treating with me?” And I don’t even know how to explain what happened, it broke my heart. And I didn’t want to, I was like, “No, this is my holiday.” And my wife’s like, “No, this is the kids’ holiday.” And I was like, “No, no.” and it broke my heart, so we let her go with her friends. And then the boys wanted to go with their friends, so I dropped one of our twins off. So it ended up being one of the twins, Norah who fell asleep in the car as we were dropping the other kids off, and then Aiden. And we went out and I remember it was the most depressing day of my life, I’m not going to lie. I took them trick or treating and I fell asleep in the car, because me and Norah were sleeping the car while Collette took the other one’s out, and I was just like, so bummed because this is my holiday and my kids stole it from me. But alas, I finally grew up and realized that it’s their holiday. So this year I was more prepared for it, I was like this is going to be good. They went with their friends, we were okay with that. I took Norah out, it was really fun. She is still a super cute age, so at least I got one baby who still loves me. All the rest of them are out with their friends. Anyway, so that’s what just ended tonight, and I’m not going to lie, I’m beat up and worn out. And my beautiful wife is such a good sport. We had Blake come and film the whole thing and she’s not a big fan of being on camera all the time, but come one we’re doing vlogs, and we need to document us dressing up. And she even got a costume and everything just for it. So she’s amazing to put up with my, with me. I can’t imagine being married to me. Can you imagine being married to me, that would be so annoying. But I love her and I’m grateful for her. So for any of the spouses of the crazy entrepreneurs, thank you for putting up with your spouse because I know it’s not, it can’t be easy. I can’t even imagine. So I’m grateful for my wife and I’m grateful for all the wives and the spouses. I always tell people you can only be as successful as your spouse will allow you to be, and Collette’s an amazing sport for doing all that even though I know she doesn’t want to. But that’s not what I want to talk about today. I actually want to talk about yesterday. So yesterday….. Hey, sorry to jump in the middle of the podcast episode, but I’m at home and I actually finished recording this whole episode and then I got home and the rest of it just didn’t make that much sense. And then I tried to rerecord it and it didn’t make much sense. So I’m jumping on again, a third time, to try and finish out this episode because it’s something really powerful and profound that I wanted to share, but for some reason I can’t explain it. It’s one of those things where you experience something and then you try to explain it and then it doesn’t really make sense. It was like you had a moment. So I’m just going to share with you the moment and then the insights, and then again, it may not make any sense to you but hopefully it will give you guys a little glimpse of what I experienced yesterday. We went to this school carnival at the kids middle school, and we get there and all the kids run off and they’re doing a million things with all their friends, and then me, Collette and my little Norah had a chance to go and hang out. And then we went out to the field and she wanted to go run across the field and I was like, “Okay, let’s go.” So we start running, and we ran all the way to the goal posts, and we ran back and as we’re running, she’s just laughing hysterically, and she’s so cute. And I look over and I just see her face and I see her laughing. It’s just one of those moments when time just froze. I was like, this is such a cool, it’s a cool experience to see your little daughter laughing and happy. And the experience I’ve been trying to explain to you guys and I’m just struggling to get out, as I was watching her laugh for a split second, I had this really cool realization, where I realized once again that everybody in this world was once a kid, just like Norah. Even the people that drive us crazy, people I love, people I admire, people I look up to, all of them not that long ago were kids just like Norah, running around without a care in the world. On the same side, people I love and admire and look up to, but also the other side, people that drive me nuts, people I don’t agree with, people that I don’t agree with them personally, or I might not agree with their political beliefs or religious beliefs or whatever. But the gift I was given, and I don’t know how to explain this to you guys, but as I was looking at her I realized everyone once was a child like her. And it made me just look at people differently for a little bit. I started realizing that the people that drive me nuts, they’re just little kids, they were a little kid not that long ago and they may believe different than me, but it’s because of their life experience or because of the things that they experienced. It could be their parents screwed them up. Or it could be the group of people they got into, or maybe I’m the screwed up one. I don’t know. But it just made me have a different level of love and appreciation for everyone in that moment. And I wanted to just kind of share with that with you guys because I think so often we give people such a hard time, people that believe differently than us. I know the political seasons are probably coming again soon. I don’t track it close, but man, when the last political stuff happened it was like war every single day and everyone was hating each other. It’s like, oh my gosh step back and realize the reason why someone is on the left or someone is on the right, they didn’t care about that 10, 15, 20 years ago, or however long that they were little kids like Norah, but because of how they grew up, or because of their parents or situation, all sorts of things, that’s why they believe that way. You may feel that they’re wrong, or I may feel they’re wrong, but at the same time it doesn’t mean they’re bad. Same thing with religious beliefs, same thing with all aspects of our lives. I don’t know, after seeing her in my mind I was like, I want to be more tolerant of people. I want to be more loving with people. I want to respect them for who they are because they’re all children of God, just like little Norah here running around. Then I started thinking about our callings. Everyone who is listening to this podcast, if you’ve been following me for more than 5 minutes you know that I don’t believe business is just about selling stuff. I believe that we are called to these callings, what we’re doing are actual callings. Like me and our team building Clickfunnels and training entrepreneurs isn’t just because we’re trying to make money, we feel like there’s a higher calling. In fact, at the Dry Bar Comedy Club, where Andrew Warner interviewed me for two hours on the Clickfunnels startup story, he asked that. He’s like, “Do you guys believe that this is inspired by God?” and I was like, “Oh yeah, 100%. No doubt in the slightest. We definitely feel like this is a spiritual thing for us. We’re doing our best to serve the people we have at the highest level that we’re able to.” We’re by far not perfect, we screw up so many times, and we don’t always give the best service all the time. You know, sometimes we have customers that leave angry or upset or whatever, but man we try hard. If you guys knew how hard I try at every angle every direction. And I just think about this, as we’re serving we shouldn’t care about what people believe, you know what I mean. We should serve selflessly, serve without worrying about that. It’s interesting, and I hope she doesn’t mind me sharing this, but one of my close friends and someone I admire and look up to so much is Liz Benney, some of you guys know Liz. It was interesting when I first met her and she joined our coaching program, this is probably 3 or 4 years ago now, and she told me this. So Liz and she’s got a beautiful wife Christy, and you guys know that I’m a Mormon, I’m a member of the Church of Jesus Christ of Latter Day Saints, and she told me when she was applying through our thing, there’s a video of me telling the story about how God changed my life, and I talked about God in this video. And she told me she was scared to apply because she’s like, “What if, Russell talked about God, what if he won’t want to work with me, or what if he looks down on me, or what if whatever?” And man, who knows there may be a time in my life, I don’t know, who knows? Hopefully not. I hope I never have been or would be that way, but you know she came in and I was like, I don’t care what you…that’s not my purpose. My job is to serve in the best of my capacity anybody who’s willing to listen to my voice. And I shouldn’t be pushing people aside because of sexual orientation or because of political beliefs or religious beliefs or anything. That’s not my choice. I have so many things that I struggle with, I should not be the one trying to fix people’s things. That’s not up to me. My job is, hey Russell, this is your sphere of influence, this is the platform you’ve been given. Everyone who comes to you, serve them at your highest level regardless of any of those things. And I almost feel like if I was to try to cast judgment or doubt or whatever on people for whatever the thing is they’re struggling with, man, I think about all the things I struggle with. What if the mentors and the people I was seeking help from didn’t want to help me because I’m a Mormon, or because I believe this way, or because I’m struggling with this addiction, or this problem, or this thing. I don’t think we have the rights or we shouldn’t be the ones who are doing any of those things because we’re not perfect ourselves right. So why should be the ones coaching everybody on all these things? I feel like we’re given these platforms to serve anyone and everyone who comes to us, at our highest level, no matter what we’re able to do. And I think yesterday in that moment with Norah, as I was looking at her and seeing her laugh, and I just got this weird love for everybody where I was like, oh my gosh, I just need to…any prejudices, anything like that that I have in my mind, I just need to get rid of them and look at everybody through this lens of oh my gosh, this is someone who is just trying to figure this out. Figure out this whole game the same way I am. And I can’t cast my preconceived notions or judgments upon them, it’s not my job, not my role. My role is to serve each person. I look back at Liz, I had a chance, it was fun…I hadn’t heard from her for a while and she Voxed me yesterday and was just telling me about everything she’s doing, the people she’s serving,  how much success she’s had and how many people’s lives she’s changing. And it was such a special moment. I’m so grateful that first off, she was willing to apply even though I know she had fear. She told me there was fear of that. I’m grateful that people on my team didn’t cast any judgment. I’m grateful I didn’t cast judgment. I’m grateful that we looked at her as we look at anybody and just said, look we’re going to do our best to serve her at our highest level because she’s special, she’s got a gift, she’s got the ability to affect other people’s lives. And I think that if we start looking at everyone around us that way, it will help us to not judge them because of their political beliefs or judge them because of their religious beliefs or judge them because they believe something or do something different than we do. Everyone’s got their own demons inside themselves and until, what’s the parable? If you read the bible there’s a parable, you know whoever is perfect among you, cast the first stone. And I’m like, I’m not perfect so I’m not casting any stones. Because I don’t want those things coming back at me. Instead it’s in your sphere of influence, serve the best you can. So anyway, I don’t know if that makes any sense or if that helps at all. I hope it does. I just know for me, I had this really rare, amazing glimpse seeing my daughter and in this instant I saw everybody as her. And I was like man, everyone here 10 years ago, 15, 20, 30 however many years back was just like Norah is now. And I love Norah so much and I was like, I need to love everybody that much because if I do I can truly have an impact on them. And if I’m not careful when I look at people through this other lens, it’s going to hold myself back. Anyway, it was really a reminder for me just to understand y mantle, my calling, my job, my profession, my career, whatever you want to call it, that I’m called to serve all people and anyone who can hear my voice and is willing to come towards me, I’m going to do my best to serve them at the highest level I can, regardless of everything else. So I’m grateful for everyone, grateful for you guys who are listening to this, I’m grateful also for your willingness to go out and get your message out there. It’s a scary thing, and as you will find, two things you will find as you start putting your message out there…It’s funny, Steven Larsen shared one of them yesterday at the telethon, he’s like, “As soon as you go hit publish, the second you go out and start doing your thing, instantly every character flaw you have is going to smack you in the face. That’s the best thing about business, as soon as you start putting yourself out there, all your character flaws come like, boom, right in front of your face.” It’s scary. That’s number one. Number two then, the critics come fast, and they want to silence you as quick as they can. But man, I’m grateful for you guys who are willing to step up every single day in spite of those things, in spite of the fact that starting a business will bring every character flaw you have to the surface and you’re going to be super,  hyper aware of it. Things that weren’t that big a deal before suddenly become a big deal because you are the leader, you are the person who’s putting yourself out there. And number two, the critics when they come, it can be scary. I will get critics from this podcast. I will get messages from people who are like, “I can’t believe you talked about God in the podcast. I came to listen to marketing, not…” I will get that, I guarantee it, I get it every single time. But it’s like, it doesn’t matter. This is my message and I’m sharing it, and I’m sharing it and I’m grateful for you guys that are willing to do those same things as well, because it’s scary, it’s rare, but man when you do it, it’s why you’re here. So know that, keep being bold, keep being brave, keep putting your message out there. Get rid of any judgments or things you have out there because that’s not your role. Your role is to serve at your highest level to all people who will hear your voice. And if you do that, you serve selflessly, you’ll be able to have the impact you really want. So there you go. For all those who I offended today, I’m so sorry. For those who heard my message and understand it, thank you and I hope that you’re able to look at people the same way I had a chance to see people yesterday when I was looking at Norah. So thanks everybody, appreciate you all. Have a great night and we will talk to you again tomorrow.

Step #1 in the process of writing the new Traffic Secrets book. On this episode Russell talks about the process he does while writing his books. Also find out when the launch date will be for his latest book, Traffic Secrets. Here are some of the amazing things you will hear on today’s episode: Why Russell started over while writing the Dotcom Secrets book. Find out why doing an event after deleting the first draft of the Expert Secrets book helped him come up with a better framework. And find out how he is beginning to write the Traffic Secrets book, and when you’ll be able to get your hands on a copy of it. So listen here to find out what Russell goes through to write a book, and why you should consider buying the previous two books again when Traffic Secrets launches. ---Transcript--- Good morning everybody, this is Russell Brunson. Welcome to Marketing Secrets podcast. I am pumped to be here with you guys today. I’m going to tell you guys a little bit about the event that happened last weekend. Alright everybody, so last night we just got back from the Traffic Secrets event. Yes, you heard me right, the Traffic Secrets event. What? Which is really, really exciting. And now I’m actually heading to the dentist. I’ve got a little window. I’m definitely late for the dentist, but that’s what he gets for being a dentist. Just kidding, I like my dentist a lot, he’s a cool guy. But I gotta get my teeth drilled or something, so it’s one of those things. But I just want to tell you guys about last weekend and why we did it and a whole bunch of other stuff. Those who know my journey, know my story over the last few years, know that a long, long, long time ago, like ten years ago I had an idea I wanted to write a book. But I feel like you have to earn a book. It’s not something that’s just given to you, you have to earn it. So I bought the domain name dotcomsecrets.com, because I was like I want to write a book called DotCom Secrets dot com, because I’m going to teach people the secrets of the dot com thing. Anyway, looking back now I probably would have named it something different. But that was the name, and I wanted it to be a book. And then it sat there for like a decade where it wasn’t a book, it was just in my head. And then one day I was out to dinner with my buddy Chad Wolner, and we were at Carl’s Jr eating while we were watching our kids play on the little playground thing. And he said something very profound to me, he said, “Do you know the difference between you and Tony Robbins and Brendan Burchard?” I’m like, “No what?” and he’s like, “I feel like your content’s better, you’re helping more people, you’re doing all this cool stuff, but they seem more legitimate than you because they’ve written more books.” I was like, “What?” At first I wanted to curse him out and then next I’m like, “Crap.” If he’s thinking that, one of my close friends, what is the rest of the world thinking? Alright, if I want to legitimize what I’m doing I need to write a book. And this is about the same time that we’re working on Clickfunnels. So these two projects are happening simultaneously, because that’s the smart way to do it, write a book and launch a software company at the exact same time. So I start the journey, and we start writing the book, and I spent a long, long, long time and I wrote the whole first draft of the book, and after I wrote it I looked at it and I was like, “I’m not proud of it.” And I told this at the Traffic Secrets event, one of the life lessons I got from my dad. I remember one time he asked me to go clean the car, and this is, I was probably about 8 or 9 years old, and I went and cleaned the car and came back, “Dad, okay it’s clean. Can you come out and look at it so I can go out and play?” and he’s like, “Well, are you proud of it?” I’m like, “I don’t know.” And he’s like, “Well, if you’re proud of it, then you’re done.” And I’m like, “Crap.” And I’m like, “I’m probably not proud of it.” So I went back down to the car and I started cleaning and re-cleaned the whole thing, and this time I made sure I was proud of it. I went back up and I’m like, “Okay dad, the car’s done.” And he said the same thing, “Are you proud of it.” And I said, “Yeah.” And he said, “Okay, then you’re done.” He didn’t even come look at it. Life lesson right there. Boom. So fast forward now, twenty years later and I’m reading the manuscript of the book that I’m about to go send to the publisher, and I was like, “I’m not proud of this.” So I decided to just get rid of it. So I got rid of the script and I thought, you know, the problem was, all the stuff was in there and I don’t know, it didn’t make sense, wasn’t in the right order. There was like this chicken and the egg concept, what comes first? They have to know this before they know this, and all these things. So I thought the best way to do this was to actually teach a live event because then I can explain it and see it in people’s eyes, see what makes sense, and see what things are out of context and stuff. So my little coaching program at the time was called Dotcom Secrets Ignite, some of you may have been in that. I said, “Alright guys, everyone come to Boise, we are going to teach this event called Dotcom Secrets.” And I ended up getting about a hundred people to show up to Boise and for three days I taught the concept of the book. And what’s interesting, as I was teaching it I was like, “Oh crap, you need context. This doesn’t make sense. I need to explain this.” So I taught the whole thing, and after I got done I rearranged the outline and changed everything around until it was like, oh, here’s the book. Then I started over and rewrote the book and then boom, we have Dotcom Secrets, which I’m very proud of. So that was the first book and then I was like, “I will never write a book again.” There was so much pain associated. Of all the projects I’d ever done, that was the most amount of work and the least amount of money made from a project. Because books don’t make you a ton of money. They make you good money if you do it right, if you do it through a funnel the way we do. But it wasn’t insane. I’m used to funnels where you launch it and they do a few million dollars out the gate. This one, you know, sold a ton of books, but it wasn’t short term, huge monetary success. But looking back at it now, five years later, it’s been huge monetary success. Because it was the indoctrination piece that got people to understand funnels, which then created the desire and the need for Clickfunnels. Anyway, so I get the book done, and I’m never going to write a book again. And then like a year later I’m at this mastermind meeting, which is actually happening again this weekend, it’s kind of funny. It was Joe Polishes mastermind meeting and I’m going and I get invited to this dinner the night before with a couple of people. So I’m at the dinner, and sitting across from me at the dinner is this guy named Dean Graziosi, some of you guys know Dean. I had been a fan of Dean’s for a long time, we’d met once or twice. He was the dude who was on infomercials for twenty years. I used to watch his infomercials and study him, and write the scripts out because I was a marketing nerd. And just loved what he was doing. So I’m sitting across from him and we’re talking and having all these conversations. And in the middle of this conversation about something completely different, I had this realization that was like, “You need to write a book and it’s going to be called Expert Secrets and somehow Dean’s going to help you. I’m not sure if it’s going to be an infomercial or something. But you need to write this book.” I’m like, oh crap. I don’t want to write a book. But I had bought that domain two or three years earlier, so I remember I went to bed that night and Dave Woodward was staying with me and I was just like, “I’m writing another book.” And he’s like, “What?” and we start talking about it and he’s freaking out, we’re freaking out.  And so that started the journey. So guess what I did? I wrote an entire copy of the book, I was so excited. That was this time of the year, right now we’re in October. So then fast forward to the next summer, so it means I had spent six months writing this book. So that summer, I think it was June or July, I was at my family reunion and I was supposed to be going through the final edits of the draft to be able to send to my publisher. So I’m reading the drafts and as I’m reading it, I’m like two or three pages in and I had the same realization, “I’m not proud of this.” And I was like, no, I spent too much time on this. So I was like, it’s not right. And back then I was snapchatting, so I got on Snapchat Live and I said, “everyone, I’ve been writing this book for the last six or seven months, and I’m not proud of it.” So I highlighted the entire book, live on Snapchat, then deleted it and resaved the file, so it was gone, gone. It was the only copy I had. And I was like, “It’s gone.” And everyone was freaking out. I got people messaging me like, “No, Russell. I will pay you a thousand dollars to read that manuscript.” And I’m like, “No, it’s gone forever. I’m not proud of it. I don’t want it leaking out to the interwebs and people would be like, ‘oh that’s Russell’s book.” So I decided after that, I was like, “I need to do an event like last time.” So I called up my now, mini-inner circle at the time and said, “you guys, we’re doing an event in Boise next month. Boom, come to this event.” And I didn’t know where I was going to go, but I just knew that the event had a schedule, therefore I must figure out how to teach this concept in a really short period of time. And at the same time I was going to Kenya, so we’re flying to Kenya. On the flight to Kenya, on the gravel roads in Kenya and on the flight home from Kenya I am reading, mapping out, studying, planning, plotting, scheming, building out the framework for this book. And if you’ve read my books you know I doodle out every concept. So I’m doodling every single concept, putting them in chronological order, trying to get it the best I can. I land in Boise, coming home from Kenya, our flight got delayed by 36 hours, so it was a day late getting home, and my event was the next day. So I land, go to bed, wake up in the morning and I go to this event to teach the concepts again. I teach the Expert Secrets concepts over two days, and what’s fun, the same thing. I’m teaching stuff and some things make total sense to people, other things they get stuck and I have to reteach it, and redo the framework and I’m trying…. I remember one concept that I thought was going to take 10-15 minutes to explain, we ended up spending 3 hours on it in the group because we figure it out and how to make it simple and simplify it. Anyway, when that was done, then I took the outline and retweaked it and boom, I went back to writing and I wrote the Expert Secrets book. So there’s pass number two. So this time, and again I was like, “I will never write a book. I forgot how painful writing books are, and this was horrible. I’ll never write a book.” And literally, in the middle of the Expert Secrets launch, day two or day three, I get a message from John Reese who said, “Hey, would you be interested in buying Traffic Secrets from me?” And I was like, oh my gosh. This could be the trilogy. I could get a hardbound trilogy box set. I was like, this would be the greatest thing in the world. Dotcom Secrets, Expert Secrets, Traffic Secrets, and then my podcast, which you see is Marketing Secrets, and Marketing Secrets is like the daily what’s happening in the world right now, thoughts on top of the conscious mind. And the other books are like the foundational cornerstones, that are the evergreen pieces that never change. And I was just like, “I have to buy this.” And emotionally I bought it, which means you spend a lot more money than you should. But I knew that that was book number three. So now fast forward, we’re a year and a half past the Expert Secrets launching. It sold hundreds of thousands of copies, it’s changed a lot of people’s lives and it’s helped people’s funnels grow, which is really, really good. And now I’m sitting  here and trying to figure out this third book. And I was like, “should I start writing?”  and I’m like, “No, I must do an event first.” So I called up all my Inner Circle and Two Comma Club X members and said, “You know what, I’m going to offer something I wasn’t doing before and we’re doing an event and it’s going to be amazing.” So the next thing we know, now we’re in…. Sorry my car is super loud, and I’m super late for the dentist. So next thing we know, I’m in Arizona and for two day we’re teaching the Traffic Secrets book. And it was fun, it was the same concept. Monday I came in and started doodling it out, had the framework, the doodles the things. I spent Monday, Tuesday and all day Wednesday doodling, sketching, putting together a process, putting together a framework, and then Thursday morning stepped onstage and started teaching the Traffic Secrets book. And I taught it Thursday and taught it Friday and yeah, it turned out good. And now I know what shifts and changes and things I need to move around. And now the writing process begins, but it was really, really cool. So I wanted to share with you guys because that is my process. I know a lot of you guys are struggling, how do you teach content? How do you write books? How do you blah, blah, blah? And for me it’s all aobut like, first off I basically gotta write an outline, here’s an outline of what I’m going to create. Number two is I build the framework, for me the frameworks are these doodles. So I doodle out here’s the framework of what I’m trying to teach, the conceptual thing. And then for me now, what I’ve found, the shortcut is get a bunch of people in a room and teach it. And if you teach it, it’s cool because people sitting in a room don’t have context. So it’s like if you explain something and they’re like, “I have no idea what you’re talking about, you’re like, “Oh my gosh, I need to explain that earlier in the book or it’s not going to make sense.” So that’s kind of how I do my process. So I’m going to do another episode in the near future about frameworks, because Steven Larsen and I were talking about, he’s like, ‘The thing you’re the best at is building out frameworks. You’re like the framework king. Everyone needs to become framework kings because when you have the framework it’s easy to teach off. But how do you actually build the framework?” You know my process has been going back twenty, forty, fifty years in the past, learning from the best direct response marketers of all time, figuring out what the frameworks are, bringing them to modern day, and then creating frameworks now all of us can go and use in our world, in our businesses, and things like that. So anyway, it’s just kind of interesting, so I wanted to share that with you guys and hopefully give you some ideas. For those who are stressed out, “Russell can write a book because he’s Russell.” It’s like, no Russell struggles writing books more than anybody. So what he does is this process and how it works. Anyway, I hope that helps. With that said, you guys, I’m almost to the dentist. I’m going to bounce. Thank you so much for listening and I hope you guys are getting excited for the third book. I have to have to the publisher by May 1st, we’re also re publishing Dotcom Secrets and Expert Secrets. I’m going to be adding about a hundred pages to each book, and we’re republishing them as hardbound books and it’s going to come when we launch next September, I think it’s my launch date. They’re going to come in like a box set, which is the coolest thing ever. It’s like the Star Wars trilogy, only cooler. Or Lord of the Rings trilogy, but even cooler. It’s the Secrets trilogy. Alright you guys, be sure to get prepared and excited and ready to buy this when it’s ready because you’re going to love it. It’s going to be amazing, I promise you I’m killing myself to make sure the books are great for you guys. Appreciate you all, thanks so much for everything and we’ll talk to you guys soon. Bye everybody.

On today’s episode we get to hear the final portion of Russell’s presentation at Dream 100 Con. Here are some of the awesome things in this final piece: Hear as Russell goes into detail on how to dream 100 several different platform choices. Find out why you need to pick just one platform to obsess over at first, instead of trying to do all of them. And Find out how Brian Dean at Backlinko.com does SEO using the dream 100 as well, even though that’s not what he calls it. So listen here to have everything you need to know about dream 100 from the final episode dedicated to Russell’s presentation at Dana Derricks Dream 100 Con. ---Transcript--- Hey everyone, this is Russell Brunson. Welcome to the third and final part of my presentation at Dream 100 Con. I hope you’ve been enjoying so far. If you’re just jumping in right now, go back and listen to episode one and two, this is all part of 90 minute presentation I gave at Dana Derricks Dream 100 Con where I was going into the Dream 100 and how it works inside of your business. It is the foundation for all traffic. It’s the foundation for how we grow and how we scale companies. It’s the foundation for everything. And it also happens to be the first two chapters of the new Traffic Secrets book. I hope you guys are getting some anticipation and excitement for the book that will be coming out next year. It’s going to go deep into this stuff, but this is a really good foundation to help you guys understand how the Dream 100 works, and how it fits in context with the other platforms and ad networks, and everything like that. Without any further ado, I’m going to jump into the third part of this presentation from Dana Derricks’ Dream 100 Con. I hope you enjoy it, and I’ll see you guys after the intro. Alright, so now that you kind of have that context, I want to talk about, I want to go into these channels here and talk about growing these different channels. Each channel, when you start going through these you have to understand each channel is a little bit different, the way that they all work. So the first one is Facebook, we’ll talk about that. So Facebook for me is closest to like a talk show. It’s interesting, when you look at when new movies come out…in fact, it’s going to be fun, as we go through all these I want you guys thinking about this. All of us see these things every single day, but if you start seeing what’s happening in the real world and see how it correlates with what we’re doing today, it should get you really, really excited. So when the Expert Secrets book was coming out we’re trying to figure out, how do we launch this thing? How do we get it out there to the whole world? And one night I was watching late night TV, I can’t remember what show it was or whatever, I can’t remember what actor. But basically there was a movie coming out and the actor was on the show, let’s say it’s Ben Affleck. So Ben Affleck was on Jimmy Kimmel talking about the movie, they show a little clip of it, and then boom. Then Ben Affleck went to the Today Show and then Good Morning America, and this does this circuit and hits all the different talk shows talking about the movie and then that Friday the film goes live and they sell a ton of tickets. So what does Hollywood do? They do the same thing. They go and find a distribution channel, they get this person in front of all of it, and they do two things, number one, they work their way in. They get Ben Affleck, or whoever the celebrity is in the movie, to get on the show and actually talk about the show, so they work their way in. But they also go and buy their way in, okay. During the break there’s all sorts of commercials for the show as well. So they’re buying their way in, they’re working their way in, in front of core audiences. They know we’re going to buy the movie to get all the hype and buzz. And then they go and people show up to the movie and hopefully it’s a big blockbuster. So I’m watching this and I see this whole thing happen, I watch the movie blow up in sales. And I’m like, gosh, I wish I could get on all these shows. I would love to be on the Today Show and Good Morning America and all these things, but unfortunately traditional media thinks I’m a big internet nerd and that I’m just trying to sell stuff and they don’t like people like me. At least that’s the story in my head, it’s probably not true. But that’s my belief right. So I’m like, I can’t get on these shows, that’s frustrating. Then I was like, wait a minute. Facebook is similar to talk shows. People have built these huge distribution channels, what if I went and just did what Ben Affleck just did, but I do it on everyone’s Facebook channels. So the first step we did, me and Dave sat down freaking out, Steven was there at the time too. We sat down and said, “Let’s build a Dream 100 of everyone on Facebook who’s got big huge Facebook following.” We sat down and built a huge dream 100 just….actually not true. This is a mistake I made that I want to teach you guys through too. We built our initial dream 100 and the first time it was like everybody and then the goal was to go do talk shows on all these people’s Facebook channels. What was interesting is that, we had some people who had huge email lists, and we did Facebook lives on their Facebook platform, and they got like 4 people to show up and it was a huge waste of time. One thing I want you to understand, this is like a really simple, but really powerful concept, people who listen to podcasts, they listen to podcasts. People who read emails, read emails. People who read blogs, read blogs. People who watch things on Facebook, watch things on Facebook. People kind of pick their platforms. I’m curious, just in this room alone, how many of you guys get the majority of your media through YouTube? How many of you guys get the majority of your media reading blogs or through like medium.com? How many get the majority of your media through podcasts, that’s what you like to consume? How many get the majority of your media through Facebook Lives? It’s really fascinating. So what we found, I was trying to this dream 100 strategy with someone with a big email list, but they had no people on Facebook, it was a huge waste of my time. So for you, if you come back down, it’s really figuring that out. Like, “I’m just going to do the Dream 100 on this platform because this is the platform where these people live. If I’m going to get people on Facebook to follow me on Facebook, that’s where they’re all going to be at. So again, we came back here with Facebook, we did our own Dream 100, built out a huge Dream 100 of everyone who had a big Facebook following and started calling them up and said, “Hey can Russell come on your Facebook page and do an interview with you?” It was like a virtual book tour. We had a ton of people say yes, which was really cool. So I was on all these different people’s channels doing Facebook Lives, “Hey this is Russell.” And I got interviewed by Tony Robbins, by Grant Cardone, by a bunch of you guys here in this room, we did a ton of them. I remember we were doing like 10 a day for like two weeks, it was really exhausting. But we did the whole circuit of that. So I worked my way into all of these different shows. The second thing we did, and this was kind of a cool, unique strategy. We got agreements from all the people doing Facebook Lives, for me to actually go into their ads account and buy ads. So then I started buying my way in. So Tony Robbins gave us access to their ad account, where I could plug in, and John on my team could actually take our interview and boost it. That’s how we got 3.2 million people to see the interview with Tony, because we were buying ads and growing it up. So I both worked my way in, and I bought my way in to grow that thing. I did the same thing with Grant Cardone, and every single person’s audience. And if you look at that effect from that whole thing, we sold tens of thousands of copies of the book, then my Facebook channel, because I’m being interviewed by Tony, by all these people, so in the thing you see my head and his head, my channel grew by over a hundred thousand subscribers during that time. So my channel started growing, my channel started getting bigger. So for each of these, I’m going to kind of go through some of the strategy behind each of these, but I want you guys to understand, most of you aren’t going to go and build a channel on all of these. I would pick just one right now. If you’re trying to do podcasting and Facebook lives and blogging and insta….all these things, it’s going to be like super diluted and this is going to be really hard for you guys to do it.  So pick like, and I would recommend whatever platform you’re the most obsessed with is the one you should plug into. If you love listening to podcasts all day, you should be a podcaster, because you’re going to understand that medium so much better. If you love Facebook Lives, you should be doing Facebook lives. Initially at least, pick the one medium that you like the best and start focusing on that. As you start growing you can pick the second one or the third one, but if you triple down on one, it’s going to be way better for you, I promise you that. So I’m going to go through the core ones here and then I want you guys to kind of think through it for yourself what you want to do. Okay, now each, in fact let me come back to the first image. For each of these different platforms, my goal again is the same thing from right here. I’m building my own podcast show, I’m building my own FAcebook following, I’m building my own instagram. Pick the platform you want to focus on, but just pick one right now. Then the question, the thought is, how do I buy my way in, how do I earn my way into that one. So if it’s Facebook Live, I build my Dream 100, okay can I get these people to interview me on their page? That’s going to build my platform, if not can I buy ads to their people, that’s going to build my platform? Can I buy my way in? Can I work my way in? Or can I do both? If I’m doing a podcast, same thing. In fact, how many of you guys have ever listened to the Art of the Charm podcast? The Art of the Charm Podcast. It was one of the top podcasts in all of iTunes and the dude who started it, his name was Jordan Harvenger, it’s interesting because for some reason him and his business partners got in a fight or something and he left that podcast and then he started his new podcast called the Jordan Harvenger show, and I’d never listened to that other podcast, but all the sudden I started hearing him. All my favorite podcasts I was listening to, he was popping up on the first one, and the second one and the third one. And everybody is interviewing this guy. I’m like, “I’m so confused.’ And on every one of them they’re like, “how did you build the biggest podcast out there, number one or two on all of iTunes?” and he said, “Well, we launched a show and then I went to every other podcaster and I did interviews with them, and then my call to action was if you like me, go listen to the Jordan Harvenger show. And what’s interesting is people who listen podcasts listen to podcasts. So I leveraged all the podcasts in my dream 100 listeners to go and fuel and build up my podcasts.” If you go listen, that’s all he’s doing. Interview after interview, after interview, just building these things up. You could do the same thing now, find out all the other big podcasts and buy ads to build a platform, but all he’s doing is try to build his platform for round two. So look at somebody who built one of the biggest podcasts in the world, how he builds his second one is the same thing we talked about. Build your platform and come back and earn your way in, work your way in, or buy your way in, or both. So whatever platform you’re picking, that’s kind of the process. So let me come back to here. So that’s the talk show. So again, if you’re going to do Facebook, you’re like, “Number one, I’m going to focus and double, triple down and build a huge Facebook following, that’s my goal.” Cool, so you build your page, come back and say okay, “I’m going to work my way in, I’m going to buy my way in. I’m going to Dream 100 all my people, who from these people can I work my way in? Who can IJ buy my way in?” and that’s how you start growing up the channel. Alright, number two direct mail and email. So old school, if you think of the old school method of this, and you can learn a lot looking at the old school as you’re looking at what’s new. So many of you guys obsessively study direct mail? Me and Dana probably, a couple of people. So I don’t know, I still love the old guys the best. When Dana was joking about me and him getting in bidding wars on EBay, that’s actually a true thing. Every Sunday night I sit on my bed in EBay and I have like 12 searches that are always preloaded, one’s Dan Kennedy, one’s Gary Halbert, all the old school people, I’m searching for the new thing to pop up and I buy everything. It’s really fun because I love the old stuff. It’s my favorite because there’s so much you can learn that relates back to what we’re doing today in our world. So direct mail is just like talk shows, if you look how Hollywood does the talk show circuits, it gives us the model of what we should be doing. The same thing is true with direct mail. So you look at direct mail back in the day, this is how the whole thing worked. Initially with direct mail, what you would do, this is you and direct mail is similar to the dream 100, there are lists out there. If you look at the history of direct mail, initially what people would do is they would go and just try to mail everybody right. They would try to get the phone book out, and just get a whole bunch of names and send them out stuff. How many think that is efficient or effective or anything? It’s really bad.  In fact, it’s funny when I was first learning about direct mail when I was 12 I remember them talking about this whole concept and it was similar to email where basically they’re like, “I get a list of 100 thousand people, you mail them out a letter and 3% of people respond, this is how the money works, and you make a bunch of money.” So as a 12 year old kid I got all excited. So I wrote a sales letter on blue paper because that’s all we had in the printer, my parents printer. For my birthday I asked for stamps, I’m such a nerd, so my parents gave me 36 stamps because that was the equivalent of what they were willing to spend on my birthday present. I took my 36 stamps, I wrote out a one page sales letter on the blue paper, because that’s all we had, then I folded it in half because I couldn’t afford envelopes, I put a sticker on it and I hand wrote out 36 addresses. And I didn’t know where to get a list, so I literally got my phone book and I opened it up and I was like, “That guys getting a letter.” And I wrote his name in, I flipped it over, “That guys getting a letter.” And I found 36 people randomly from the phone book in Salt Lake City, Utah and I took those letters and I mailed them. And I was just like, “Oh my gosh, this is going to be huge. If 1% buy…” I’d do the math and I was so excited. My sample size was 36 and I mailed these letters out and nothing happened. Not a single person responded, and it was really heartbreaking. But it was really hard to read, black ink on blue is really hard to read. And I was like, “I wish my parents had white paper.” But for some reason they didn’t. Who knows? So that was traditional, when direct mail first started, people just tried to mail the phone book. And there’s only one campaign in the history of the world that ever actually worked with the phone book, and it was a campaign that Gary Halbert did called the Coat of Arms Letter. Who has ever heard this story before? Ah, the old school stories are the best. So I actually had a chance to meet Gary Halbert, I interviewed him once before he passed away. But he is one of the most amazing people in our industry ever. In fact, if you go to the garyhalberletter.com you can still see all of his old newsletters that he’s published for the last decade before he passed away. They’re all there and you can read them. And just reading them, you’ll learn more about marketing than you will almost any other way. So the Gary Halbert letter, anyway, as I’m studying Gary’s stuff he tells this story about the Coat of Arms, it was actually an interview with him and my first mentor, Mark Joyner and he’s telling this story. So what he did is he tried a whole bunch of different things and he found this family crest, like a coat of arms thing, and it cost him like 30 cents to like photo copy it and like put it out to people. What he did is like, “This has got people’s names on it, I could actually use the phone book.” So he took all the Johnson’s in the phone book and mailed out this one page sales letter, have you read the letter? It’s so good. Anyway, it’s like a super personal like, “Hey, this is Gary or whatever, I have the same last name as you and I found the family coat of arms, it’s really cool. Check it out. I actually got a whole bunch of them printed for myself and my family and stuff. I saw that you have the same last name, you’re also Johnson, I’m Johnson. If you want I could send it to you for like $5. Just send me cash in the envelope and I’ll send you out your own coat of arms.” And what’s interesting, I won’t go too deep in this, but he found with the bigger names like Johnson or Smith it didn’t work, but with the smaller names like Brunson or Derricks, where it’s a more unique name, it killed it. And he was literally getting the phone book, ripping them out, a dude’s typing in all this stuff, and mail those out. They’d write the letter for the Derricks family, or the Brunson family. What’s funny, this is the coolest part of the story. I wish he was here to tell it. His dad at the time was kind of like most of our parents. I remember when I first got started in this business I was making like a quarter of a million bucks a year and my mom was like, because I was still in school at the time, and she’s like, “Well Russell, when you get done with school what’s your job going to be?” I’m like, “Mom, this is my job.” And she’s like, “No, no, no when you’re done with that, what are you going to do when you want to grow up.” I’m like, “Mom, this is a legit thing, this is real.” And it’s funny, if any of you guys know David Frye, David Frye is my second uncle or something like that, he’s also in our industry. I found out years later that he was doing the same thing I was doing. So I called my mom like, “uncle David, he’s doing what I’m doing.” And she’s like, “Oh, well he does really well. Okay, you can do that.” And that legitimized what we do because somebody else she knew was doing it. But Gary had the same thing with his dad where his dad was like, “When are you going to get a real job? When are you going to do this thing?” So Gary, what he told his dad, he’s like, “Dad, I want you to put on a nice shirt and tie and I’m going to pick you up tomorrow because I want to show you something.” And his dad is like, “Why?” he’s like, “Just please dress up nice, I’m going to take you out.” So he goes and picks up his dad the next morning, and he drives over to the bank, and they walk into the bank and there’s like the bank tellers there and stuff, and then there’s this stairway. He’s like, “Come here dad.” His dad is like, “What are you doing?” and he’s like, “Come over here.” He’s like, “We can’t go up there, that’s just for employees.” And he’s like, “No, come here dad.” So he takes this thing, and they walk up the stairs and go on the second level of the bank, and they walk around the bank and there’s like 60 full time people there, 60 people who are opening up envelopes and are pulling out 5 one dollar bills, putting them in a bank bag and cashing them. Boom, 60 full time people. And he tells his dad, “this is the people of the bank who work to put our cash into the bank full time.” And he’s like, “Those are the sales for the month?” “These are the sales for today.” That letter at its peak was getting like 10,000+ responses a day of people sending in $5 a time. And they had full time people just doing that, counting the cash. And his dad was like, “Okay, you can keep doing this.” It legitimized it for his father. So that’s kind of what direct mail is. For most people, the phone book concept does not work. Having a phone book doesn’t work, but for that one….there’s a picture of a phone book, I don’t know. Okay, that doesn’t work, but if you look at the progression, what happened then, people started here, they were testing all sorts of stuff. And what happened is people started getting buyers, and they started building buyer lists. So this person over here, this dude would be like, “Hey, I don’t have a phone book but I’ve got this list right here. These are a whole bunch of people on my list, let’s say there’s 30,000 people that have bought something from me, so you can mail the phone book of like a billion people and cross your fingers and hope or if you’re selling something similar, I sold 30,000 people garden hoses, if you have something that someone who bought the garden hoses would want, you can rent this list.” So people come and they rent this list and they would mail it out. And then somebody else over here would  have a list that was based on a business opportunity. And this guy would have a list based on health and weight loss. And soon people would build up huge directories, like here’s all the different lists that are out there. Have you ever heard of the SRDS, it’s this huge directory of every list known to man that people actually rent it. And in every market you can find here are a hundred or a thousand people that have buyer lists of people. So the first phase was like the phone book list, the second phase became buyer lists, then the third phase, people kept saying buyer lists are good, sometimes they’re better and sometimes they’re worse, and these buyer list people would be like, “well, here’s all my buyer lists in the last 10 years.” And in there you’ve got tons of people who have moved and all sorts of stuff. So they came up with this algorithm that figured out how to get the best possible people on the list. So the algorithm is this, RFM, any direct response nerds know what RFM stands for? I know Dave knows, anybody else? Recency, how recent have they bought something? Somebody who bought something yesterday is more valuable than somebody who bought something three years ago. So recency. The second one is frequency. How often did they buy? How many of you guys are hyper active buyers? How many of you guys have bought more than one thing from me about funnels? Guess what, you’re more likely to keep buying from me. “But Russell, I already bought everything on funnels.” No, it doesn’t matter. You’re obsessed. You’re obsessive compulsive like me, you buy the thing and then the next thing and next thing and you can’t stop. That’s better. I want people who buy frequently, that’s a better buyer. So if they bought recently they’re a better buyer, if they bought frequently they’re a better buyer, and what’s the M stand for? Monetary value. How much they spent? The dude who gave me $30,000 is worth more than the guy who gave me free plus shipping. So you start doing that, say, “I want to rent your list of 30,000 people, but I only want people who have bought in the last 30 days and bought at least 2 things from you and spent over $1000.” And now you get the cream of the crop, the gold and that’s who you would go out and you would mail from the list. So that’s kind of how the old school worked. Other cool things we learned from the old school as well, if you would go and let’s say I read this dude’s list, I get these people and if I would just send a letter to them randomly it would do good, but what would do better is the invention of this thing called the lift letter. So the lift letter is a one page paper from the person they know. They know, let’s say this is Lady Boss and they know Kaelin, so there would be a one page letter from Kaelin and it’d be like, “Hey, I just met Russell, he’s got this really cool weight loss program that works really, really good for dads. So you are one of my Lady Boss women and you want your husband to be a little skinnier, you should get Russell’s program, it’s amazing…..” a one page lift letter that would be on top of it, and then underneath the lift letter would be my entire sales letter selling my program. So we learned this, having lift letters is better. So how does that correlate to us today? Well it correlates today, understanding that if I’m going after someone with email, I want to find people who have email lists that are good. People that have, that are growing lists, recency, frequency, monetary value. I tell you what, if I can do a JV partnership with somebody who their potential buyers, all their customers have spent $1000 with them or $5000 with them, I’m going to spend more time on that dream 100 person because I know that their list is worth way more. If I know, man, this guy just did a product launch, he’s got $5000 new buyers, oh my gosh, that buyer list is hot. When we used to be in the product launch game, we’d launch a product and we’d sell 10,000 copies of it and for the next like 60 days our list was hot. Anything we promoted they would buy, because they were recent. So it’s like, you’re finding partnerships, looking for people who actually have lists that are these things. A lot of people who like, when we launched the Expert Secrets book, they had done really good on the Dotcom Secrets book launch, I was all excited for them to promote and sell and guess what? These people hadn’t added anyone to their list in like 3 years, and they didn’t email them very often, and they did horrible on the launch, the second one because they weren’t always doing these things. So when I’m looking for JV partners I’m looking for people who have recency, frequency, and monetary value inside their list. That’s a much more valuable partner for me than someone who isn’t. I also look at this, the lift letter right. The reason why JV’s do so good, if you get the Dream 100 and be like, “Dude, Dana wrote this book, it’s insane. It’s 400 bucks, it doesn’t make any sense, but this book is amazing. If you come on this webinar with me, he’s going to explain the whole thing, it’s going to be awesome.” That’s going to be way better than me running a cold Facebook ad to Dana’s audience. So if I can get him to do the lift letter, him to endorse it, promote it before  they come on, everything goes up. That’s why Dana when he did his Facebook ads made zero dollars in sales on his webinar. Did the same thing with the JV partner who did a lift letter and warmed him, $260,000 in sales. That’s the difference. So we learned so many good things from direct mail. Email is the same thing. The second phase in this for you guys, you need to go and sit down and be like, “who are the emailers in my business?” Because people who read emails, people who open and click on emails are people who open and click on emails. I’m going to find the emailers, I’m going to build a dream 100 list and then I’m going to do one or two things. I’m going to work my way in or I’m going to buy my way in. If I work my way in it means I’m going to try to dream 100 them, get them to promote my stuff as an affiliate, and they say no or whatever, I can see if I can buy my way in. I’m going to go and see if I can buy an ad in their newsletter, if I can pay them up front. This weekend in my secret illuminati meeting, I was hanging out with the guy that owns Tapping Point Solution, do any of you guys know….I probably shouldn’t tell the members of the illuminati I might get killed. Alex, Nick…do you guys know them at all? So they have a company called Tapping Point Solution which is like this really cool thing, but what they do when they do dream 100 stuff is they have, their entire business is based on affiliates promoting their stuff, but they don’t pay affiliates commissions at all. What they do is they pay affiliates $1.50 for every single click that they get, no matter what. So they’re able to go to the affiliates, and they’re not necessarily working their way in, “Hey, let’s split the money 50/50.” It’s like, “Okay, how many clicks can you send? I’ll give you this much per click. You guys in?” and they’re like, “sure.’ And that’s how they do it. They’re buying their way into every single one of their dream 100 list. So there’s different ways to structure this as you start learning about this. The reason why I’m kind of showing you guys this in detail on each platform is because one of the biggest things I want you to understand is I want you understand the concepts are the same for all of these. It’s picking the platform, building my channel, doing the dream 100, working my way in, buying my way to grow my platform. And it’s going to be similar on every one of these, and if you understand that, this is what makes your business bulletproof. Because someday Facebook is going to get squashed, or email might get banned. I had a bunch of friends who made a ton of money back when fax blasts were real, you could rent a fax list and you could queue it up and you’d have your sales letter printing on like 35,000 people’s stuff that night. And then the FTC came in and made Fax Blasting illegal and that dried up. So email could be illegal tomorrow, we have no idea. Blogs could like, who knows, things could be shut down, but if you understand these concepts it doesn’t matter. As new platforms come out, if you understand, “Hey I wanna go big in Twitter, or Twitch, or Pinterest, or whatever it is.” The same process, the same concepts are the same. So you build your channel, find the dream 100, work my way in, buy my way in, boom that’s it, direct mail. Number three radio podcasts, same thing I talked about. If you want to build a podcast channel, that’s it. Build the channel, build the platform, then you go dream 100, go to the iTunes directory, go to Stitcher, go to all the big directories, search your phrases, figure out who your people are, and go start dream 100ing them. Or go back in time, maybe if I come here to my customer journey, my best ones if I go sales funnel radio, everyone on Steven’s podcast probably wants sales funnels. So that’s an easy one to do. But if I can go backwards in time in the podcast directory and be like, “Okay well, there’s only like 3 funnel podcast, who else do I go?” I gotta go backward s in the customer journey. Who’s got a podcast on business growth? Who’s got a podcast to chiropractors? Who’s got a podcast on anyone else who may potentially be a customer going backwards. So don’t just do the obvious of, “Russell’s there’s only three people who have a funnel podcast.” Okay, that’s right here, now go backwards in the timeline. Who else needs a podcast. Go warmer to the traffic, then go to the colder traffic and go back and forth. But you should be able to get at least a hundred people from any podcast directory for what you’re in. So don’t tell me, “There’ sonly 3 people.” It’s because you’re being lazy. You gotta go backwards in time and think, hot traffic, warm traffic, all the way to cold. So that’s podcasting, the same thing. YouTube is like a sitcom. How many of you guys watch TV? Dave and I were talking about this last night. So YouTube is a little different beast right. It’s not like…I can buy my way in really easy, I can find here’s all of Tony Robbins videos and I can buy ads. I can go and find infusion Soft, they can be my Dream 100. How many of you guys have ever watched an Infusion Soft Tutorial on YouTube? What happens right before that? Right before the Infusion Soft Tutorial pops up is me being like, “Are you trying to figure out how to use Infusion Soft? It is confusing software, but guess what there’s this really cool tool called Clickfunnels, so before you watch this tutorial I’m going to show you something that’s way simpler than the crap you’re trying to figure out, click down below.” It’s really fun. Same thing with Lead Pages and Hubspot and Unbounce and all my competitors. So they’re my dream 100 in YouTube because I want to pop in front of everyone in their tutorial videos and explain to them why the software they’re using is the devil and why I am their savior. So it’s really, really fun. So I dream 100 my competitors there, but how do I work my way in on a YouTube channel? How do people do it through sitcoms? How do they do it through different TV shows? Well think about it, how many of you guys have ever seen a show, they call them a crossover show, where two different casts of different shows will be on a show together? Why do they do that? Hmmm, why would they do that? Maybe this show’s got a big following and this show’s got a big following, they’re all a bunch of attractive characters. People over here on ER love the ER staff, and over here they’re like the Simpsons and like the Simpson’s staff, whatever it is, they do a crossover show where somehow the characters connect. Then the people of this show see this, people love the show and all the sudden they cross pollinate, and now both channels get bigger. Dave was pulling this morning a bunch of different shows that did that. The Flash and Super Girl did a crossover show so that both audiences find out about the other shows. Fresh Prince and The Jefferson’s did it. Simpsons and 24, Law and Order and Homicide. Dozens and dozens of shows. This is how they cross pollinate TV shows. So for you, how do you do that? You dream 100 the crap out of YouTube and find out who are all the people you eventually would love to have their audiences, and then you do crossover shows. You do some kind of video together and you do the crossover. Now again, initially obviously I would love to find someone with a billion person YouTube following and do a crossover show, they’re probably not going to do it. So the only way a crossover show is going to work where you’ve got similar platforms. So if you’ve got 10,000 people on your YouTube, I’m going to Dream 100 everyone in my market that’s got 10,000 people , we’re going to do a crossover show, I’m going to get a bunch of their people, they’ll get a bunch of my people and now my show grows to 15,000. Then I’m going to go and say, “Who’s my next thing?” and do a crossover show over there and boom, keep doing that. And keep ascending myself up the dream 100 until eventually you got a hundred thousand, and then a million and you can keep growing from there. So doing videos together is how you do the crossover show. Same thing comes true with Instagram. Instagram happens, I dream 100 it. I can go buy swipe ups on the people that are on my dream 100. I can buy ads from the people on my dream 100, then I can also do partnerships with them. Like yesterday I was in, or two days ago I was in Jackson hole in a helicopter, and how many of you guys know who Dave Hollis is? Dave and his wife are amazing, and she’s got like a billion followers, he’s got less but growing fast. And he was in the helicopter and he was like, “Hey I’m in the helicopter back here with Russell Brunson!” And then he tagged me @Russellbrunson and I got a whole slew of thousand plus people from his following that then followed me. Just like that. Right now when Steven Larsen said, {inaudible}, I was filming him and I tagged Steven Larsen and gets what’s going to happen? He’s going to get a whole crap-ton of my people who are going to come over to his thing. I’m doing little mini crossover shows on Instagram. I did a whole bunch with Dana, like 3 or 4 with Dana. So invite people to go do cool things with you, then they’ll tag you and all the sudden I guarantee you will wake up with a whole bunch of new instagram followers if you even know how to log in to Instagram. Yeah, you don’t even know. I bet they’re there. It happened to Todd at Funnel Hacking Live. Guess what? I tagged Todd in something, he had like 3 followers, he woke up the next morning with like 700 followers and he’s like, “I should probably do some instagram now.” So you’re finding cool people and hanging out with them, that are already doing that, and then very quickly people will start sucking, and you’re doing that same kind of thing. So I’m working my way in and I’m buying my way in. In fact, all you guys should Instagram me right now and tag me, you have my permission. You need me to dance or something? Whatever you want to do, tag the crap out of me, because I want all your people to follow me as well. So I’m working my way in, I’m buying my way in and I’m working my channel. Same thing happens with blogs. In fact, how many of you guys want to know how SEO works? In like 2 minutes? SEO. How many of you are like, “I wish I could be number one in Google for my term.” Dream 100 is actually how you do SEO as well, which is fascinating. No one ever believes me until I tell them this, then I show them and they’re like, “What?” Boom, mind blown. The dude who I think is the best SEO coach right now, a guy named Brian Dean at Backlinko.com And if you look at Brian’s strategy it is literally dream 100. So this is what he does, he goes into the Google, and he figures out, “Man, it would be awesome to be ranked for….” He types in a phrase, “sales funnels.” And he clicks search, boom, and it’s like, “Dude number one, lady number two, person number three.” And here’s the top ten right. He’s like, “That would be my dream spot. I want to be number one.” And he’s like, “Who is the dude that is number one.” So he clicks on this thing and goes over to this page, and it’s like, “here’s the dude who’s number one for Sales Funnels.” And he’s like, “There’s an article, that would be awesome if that was mine instead.’ So there’s a couple of things you could do. There’s a couple levels of dream 100 here. One level is like, “I want to be right here. Let me contact this person and see if I can buy an ad on his page.’ So what I do is I build a dream 100 of every single person who is in the top ten in Google for the keywords I’m dreaming about, and I can buy my way in where I just go and buy an ad directly on their page. In the past, back when we were doing more Biz Op stuff, I found the top three people here, and literally paid them to throw a pop on their page that people opt in to my newsletter. And I was not, I didn’t work for this, but I was paying per opt in to get all the people who came to Google, searched for the thing, came for the thing, and they opt in. It was like the best leads ever. Let me step back, that’s one way to use Dream 100. But if you look at what Brian teaches at backlinko, which is super cool. He takes this page, and he’s like, “Why is this page ranked number one? Why does Google actually like it? There’s got to be a reason.” So he does some stuff, he’s like, “Okay, this page has got, let’s say it’s got a 3000 word article, in the article he said the world sales funnels like 6 times, used these keywords, and here’s some other keywords…” He kind of diagrams, what was that? Then what he does, he takes this and there’s different sites you can do to run a background thing, and he runs it through it and says, “How many people are linking to this site.” And it says, “This site has 682 links coming back to it. Here’s all the links coming back and pointing to this page.” So we know that Google’s algorithm is based on two things, what’s on the page, and then who are all the people pointing back to you. So what Brian does, what he teaches all his students, he says, “This is your dream 100.” He doesn’t say that, but that’s what it is. He then takes this list of dream 100 and he then emails every single person. He’s like, “Hey dude, your email or blog is amazing. I saw you’re linking to my buddy over here. I wrote an article as well. His is only 3000 words, mine is 6. If you’d like, I’d love for you to link over to mine as well.” And then he gets this dude now to link to his article, it’s even better, then this dude, and this lady, and this person, and this person. And soon all the people who are making this thing pop to number one start linking here. And within the week he’s number 10, and then 7, and then 3, and then 2 and then he’s just getting more links. That’s SEO, all dream 100. Does that make sense? This process you guys, it’s the same over and over and over and over again. And then the last one on here I just put other, because this is true with every platform. If you guys learn to Twitter, what do you do? Do the Dream 100 list. How do I work my way in, how do I buy my way in? That’s the game. I want to be big on twitch, I want to be big on Pinterest. Whatever platform you want to be in, whatever next new platform is coming out, this is the game. Building your own channel, figuring out how to work my way in, how to buy my way in, and growing your own platform. So that is it. What I recommend for all you guys, like I said 30 minutes ago, don’t do all of these right now. It will suffocate you and it will be really hard. Pick one, which platform do you want to be the best at. Do you want the biggest email list, do you want the biggest Facebook following, biggest YouTube…pick one, I don’t care which one it is, but pick one, the one you like the most, the one you want to geek out, the one you want to go deep on the most and start building there and that’s going to start building your own platform. Then as you start growing, then you move to the last phase. This is like where in our company we’re at, but we didn’t get here until 2 years ago, so don’t think you have to do this today, but long term the goal is to get what we call Conversation Domination. How do I do this on all the platforms? Start building your team out like, here’s our Facebook Dream 100, here’s our email dream 100, here’ sour podcast, here’s our YouTube, here’s our Instagram, here’s our blog. That’s what we’re doing out of our office. We got people in charge of all these things. Going deep, building dream 100 and then realizing we want to grow our Facebook following, people on Facebook like being on Facebook so let’s build our Facebook dream 100. How do we work our way in, how do we buy our way in, and let’s get them to come to our platform. Let’s say I want to build my podcast following. We know people who listen to podcasts, listen to podcasts, so let’s build our dream 100 in the podcast, let’s work our way in, let’s buy our way in and build our platform there. If you want to be big on email, on YouTube, it’s the same process over and over and over again. And it’s not that difficult. It’s pretty simple and a lot of fun. And I believe that is the last phase of it. So if we kind of scroll here, I’m going to go back to the beginning real quick and walk you guys through the 7 of these. So the foundation for this whole thing is this, it’s really understanding this. There’s three types of traffic. Traffic you control, traffic you earn, and traffic that you own. That’s the foundation. So after you figure that out, then come back and be like, “Who is my dream customer?” Then you become obsessed with them so I can figure out where they’re actually at, because I can’t go and buy that traffic or work my way in unless I can figure out exactly where they’re at in their life and how to communicate with them at that point. So we have our dream 100 customer journey. So now we have an idea, we love our customer, know exactly who they are, we’re obsessed with them, who’s got them already? Let’s go find those people and let’s go build a dream 100, and start building our well before we’re thirsty. Let’s build our ecosystem out there, then we’re going to start focusing on all these people. Where’s the traffic I control, traffic I don’t control, put it in those pages and then mush it back into traffic that we own, and from there it’s understanding the distribution channels, understanding the platforms, each of the channels. It’s going to be similar, with little tweaks, little differences, but do that to build it out. Then as we grow we move to full on conversation domination as we start growing across all the platforms. And that you guys is how we do the dream 100 in our company. Alright everyone that is it for the third and final part of my presentation for Dream  100 Con. I hope you guys enjoyed this presentation. I thank Dana for putting on the event and allowing me to come and speak at it. I’m glad that I was able to share with you guys because hopefully it gets you excited for the traffic secrets book. Now I have one favor, if you’ve enjoyed the last three episodes, I would love for you to take a screen shot on your phone and then go and post it on Facebook or Instagram, or any of the other networks you use. If you’re tweeting or pinning or whatever else, feel free to post it there. Be sure to tag me so I can see that you’re listening, that’s how I know you’re cool. And then after you’ve tagged me, then also use hashtag Marketing Secrets, and let other people know about this episode if you got value from it. Thanks so much you guys, appreciate you all, and we will talk to you all again soon. Bye everybody.

Today we have part 2 of 3 where Russell speaks at Dream 100 Con about traffic and how to build your list. Here are some of the things you will hear in part 2: Find out the difference between hot, warm and cold traffic, and why you need to change how you get your word out to them. Why you need to build out your dream 100 list by knowing who everyone else is in your market and what they are doing at all times. And find out how phones are like TVs in 1965 and how you can use that to your advantage. So listen here to part 2 of 3 of Russell’s super informative presentation at Dream 100 Con. ---Transcript--- Hey everyone, this is Russell. Welcome to the Marketing Secrets podcast. I hope yesterday you enjoyed part one of three from my presentation at Dream 100 Con. Today I want to give you part two. So we’re going to drive in today into the next section of the presentation. I hope you’re taking notes and starting to piece together how this process and how this concept can work inside of your company. With that said we’re going to queue up the intro and then jump right into part number two of my presentation at Dream 100 Con. Okay, now one thing I want to explain as you’re doing this is, these are little landing pages right here. The landing page or the funnel for each of these is going to be a little bit different because they’re different parts in the journey. In fact, Dana this is the reason why your stuff works really, really good on Dream 100 and sucks on Facebook ads. It’s not because the offer doesn’t work, it’s because right now your offer works really good at this phase right here.  Someone needs traffic? Boom, dream 100. So you have a list of people trying to get traffic, he dream 100’s them, it’s really, really good. But if he’s going to come back here to somebody that they don’t even know they need traffic, they just got their first website set up and they’re trying to figure out how to sell something, that person needs dream 100 more than anybody, but if he says dream 100 they’re like, “I don’t know what he’s even talking about.” As you move further out the person, they don’t understand your language patterns, so you have to rephrase how you do it. So every single step back in this timeline, my landing page, my funnel has different ways that I explain things. If you’ve read the Dotcom Secrets book, I talk about, there’s basically….how many of you guys know what I’m drawing here? There’s hot traffic, there’s warm traffic, and there’s cold traffic. So the hot traffic, they know this thing, those people are super easy. You just have to push them over the edge and they’re in. “I know about traffic, I know about everything. The dream 100? Sweet, that’s more traffic. I’m in.” That’s hot traffic, so that’s how you speak to people. People down here that are warm, you have to speak to them differently. They don’t even know what they don’t know. They don’t know what they don’t have. So you have to speak to them differently. And people that are really cold, you have to speak to them differently. Jean Schwartz, how many of you guys study the old school copywriters? If not, they are the best. All the good stuff is from the old school. So Jean Schwartz, old dead dude who’s a genius, he said, he was talking about this concept right here. He said, “If your prospect is aware of your product and realizes it can satisfy his desire, your headline starts with a product.” So if he knows about your product, “I was at Funnel Hacking Live, I was onstage and I heard about Dream 100, Dana was there.” or “I was on a webinar and my buddy introduced me to Dana on this webinar and talked about this thing.” Like, they know what the product is, it’s really simple. “Hey, just buy my product. Buy the thing. Buy Clickfunnels.” If someone knows about Clickfunnels, I can just pitch the Clickfunnels. Now move back. If they’re not aware of your product, only the desire itself, the headline starts with the desire. So if I’m  here, here I’m selling the product. Here I’m selling the desire. So if I’m like, “I want to grow my company.” That’s my desire. So if I’m speaking to someone in my world about desire, my headline, my hook, my pitch is not going to be like, “You need a funnel.” Because they’re like, I don’t know what you’re talking about.” But if I’m like, “I got a way to double your business in the next 30 days.” That’s their desire, “Well, what is it?” Then I can introduce them to like, “There’s this weird thing called a funnel.”  “Who wants to get 10 times more traffic to your website without buying a single Facebook ad?” That’s the desire they have, now you can transition them into Dream 100. And then you come back here to the cold prospects. If he’s not aware of what he really seeks, he’s only concerned with a general problem your headline starts with the problem and crystallizes it into a specific need. So here’s the problem, the problem is like, “I need somebody to give me money.” That’s where the traffic comes in or whatever. So this is kind of what I’m looking at. Now, one more example. As you’re going here with hot traffic, people that are close to the thing, if I walk up, like you guys right now, if I came to you guys and said, “Hey guys, I figured out a new funnel. This funnel is amazing. I can plug it into any business and it’ll add an extra zero to your bottom line.” How many of you guys want that funnel right now? Boom, everyone’s in. Because you guys are all here in the awareness spectrum, you understand where it’s at. So for me and for you guys, as a business owner, the first thing you want to do because this is the biggest problem I have. I’ll explain this and people are like, “Cool.” And they start over here. You don’t do that. How many of my Inner Circle members are in here? I tell you guys this all the time. The first thing you do is ignore everything and grab the pile of cash that’s right there. Just grab it, take it and then run with it. That’s the first step. Don’t be like, I’ll get this in a minute, let me step over it really quick and let me try to figure out how to get these cold people. No, grab the pile of cash first. That’s step number one. So that’s the first thing. Do that until the market runs out and it’s done. And most of your businesses, you can get to multiple millions of dollars a year only grabbing the warm traffic, so focus there. Find Dream 100 partners who, their list, their customers, their platform understand what the product is and then you just have to push them over. It’s easier to sell, it’s more fun. And you get the money fast. As you start growing and scaling, then you have to move this way on the spectrum. So next are warm people. For example, I could go to, and Anissa Holmes is in my Inner Circle, she’s a dentist, dental guru from Jamaica right, so she’s got a bunch of dentists, and what are dentists? They have a desire to grow their practice. They have no idea what a funnel is at all. So I can go and create a special landing page for Anissa and for the dentists and in here talk to them like, “Hey how many of you dentists want to actually grow your company?” “Oh we want to grow it.” And Anissa can be like, “this is the secret. I don’t tell many people about this, but there’s this really weird thing that this guy named Russell came up with and it’s called a funnel, and I’ve been using it in my practice and it’s been amazing. We’ve grown this huge thing.” And then all the dentists are like desiring this funnel. Then they come in, I can explain it to them, and we can move them towards me and they’ll buy funnels like crazy. The third phase of this now is cold, and the lipmans test to figure out if your offer will sell to cold traffic is, picture….how many of you guys went to Mall of America like next door here? That thing is huge, right? So imagine this, you go there during lunchtime, you go to the food court, and there’s 8 thousand people running around, you get a chair, you step on top of htat chair in the middle of the food court, you stand up and said, “Hey everybody..’ and they all stop and look at you and you’re like, ‘This is the deal, I got this really cool funnel you can plug into any of your businesses and it will give you an extra zero at the end of it. How many of you guys want it?” Everyone at the food court is like, “What is he talking about? Is he selling funnel cakes? Did he say funnel cakes? I think he did, that sounds awesome.” They’re not going to make any sense. So if I speak my language patterns to the cold markets like that, it’s going to completely crash and burn. But if I stand on the chair and I say, “How many of you guys want a free money making website?” Everyone’s like “Ahh!” and they’re freaking out right. I can get them to come over here and be like, “Cool, here’s your free money making website, it’s called a funnel.” And they’re like, “What? What’s a funnel?” And then all the sudden I can start moving them up this thing and warm them up, move them from cold to warm to hot. Two of our biggest affiliates right now, all they do is they target cold traffic. And they’re doing this, they’re on the thing screaming at the top of their lungs, “I’ll give you free money making websites. Free money making websites.” And the cold world is standing up and going crazy because of it. So that’s what’s happening to that side of it. But do you notice as I go further and further back, my messaging has to change. The landing page changes the funnel changes, everything’s changing as I’m going this direction. So initially you’re just going to go right here. Then the other side of this, after someone’s come in and they bought funnels, then we start thinking, what are all the other things someone’s going to buy? So if they bought funnels, they may buy traffic, they may graphic design, they may buy all the different things that they need, after they got a funnel. So start looking at that side. Let me make sure I got my doodle right here. In fact, I will pop it up right here. Here’s the finished one. So the other side I’m looking at, these are potential dream 100 partners and things like that. This right here, as someone’s come through this world and if they’re not already using my software, my platform, my product, my service, then I’m going to do an opportunity switch, trying to get these people to come backwards and come to me. So if you’ve read the Expert Secrets book, we talked about there are three core markets, Steven Larsen calls them the three core desires, which I think is really cool. There’s health, there’s wealth, and there’s relationships right. And you look from there, every one of your products and services fall into one of these three. And if you break down one more thing, then there’s a submarket typically. And then from there there’s all these different niches that are coming off here right. So what’s typically happening on this side of the value ladder, is somebody, boom, they’re in my world, they’re making money online, they’re using funnels, maybe they’re using some crappy funnel software, like every other product out there on planet earth. So I’m looking at that, and they’re in my submarket and they’re using, I don’t even know the names of them, let’s say it’s 10 minute funnels, or something like that, they’re using another product. So my job then is to have to opportunity switch those people back into my thing. Or maybe they’re in our world, but their selling stuff on Amazon. So they understand what funnels are, but they’re selling stuff on Amazon. So maybe they’re right here, so if I do a dream 100 with somebody who this is their customer base, at this point in the timeline they’re making good money on Amazon, the way I present it is going to be different. “hey Amazon is awesome, but I’m going to show you an opportunity switch. Instead of doing this one right here, let’s switch you to this other opportunity right here.” So my joint ventures, my dream 100’s, all those things are coming from switching them back into my opportunity as opposed to just trying to pitch them on my solution. So this is, I want to kind of help you guys think about this, this is your customer’s journey. I haven’t heard too many people talk about this and very few people think about this. But for you guys, I would be spending time doing this. Sitting down like, “Here’s my customer, what am I selling? What are they buying before they come to me? What are the things they’re buying after me? What are those kind of things?” It gives you a good landscape of where you fit in the ecosystem for this person, for their life. The better you understand your customer, the easier this whole game becomes. For me whenever I’m thinking about my dream customer, that person in the middle, if you’ve heard my story before-When I was 12 years old I started ordering junk mail like crazy. I was obsessed with it. I would get all the work at home junk mail that would come in. Every single day I’d get a stack of 20-30 letters and I would come home from school, I was in 7th grade, and my parents would hand me my stack of junk mail. I would take it in and start reading it. So for me, whenever I’m trying to figure out what my dream customers would want, I picture little 12 year old Russell, my parents called me Rusty back then, so I’m picturing Rusty sitting on his bed, reading this junk mail, and I’d rip it open and read the headline, and then throw it away, then open the next one and be like, “Oh, whoa, oh my gosh.” And if it got me to the point where I have to have this, I’d go and beg my parents to borrow their credit card, that’s how I knew it was a good offer. So for me, I’m thinking about myself, 12 year old Russell sitting in the bed, would this thing I’m offering them, would this get them to want to go beg their parents for their credit card? That’s my test. How many of you guys have bought something from me in the past? It’s because it passed that test. I sat there, “Would 12 year old Russell buy this?” and if I’m like nah, we don’t sell it. But if I’m like, yeah, I would totally go beg my parents for the credit card. That’s the test, that’s how we get them in. So become obsessed with your dream customer. The more you understand them, the more you understand where they’re coming from, where they’re going, what their goals are, what they’re trying to get away from, where they’re trying to go to. The better you understand this about your customer, the better you’re going to be able to serve them, be able to sell stuff to them, also you’re going to be able to better understand where in the dream 100 they fit. If I’m looking at this and I say, “Okay, who’s my dream 100? Alright I’m going to start here, this is the big pile of cash, who are the closest partners I have, where our customers are easily going to figure it out?” So usually my first dream 100 goes from here. What’s the stuff they have right before they need me? Stuff right after they need me? Those are going to be the easiest ones to sell. Then after I saturate that, then I go to the next level. What are the next two or three levels here, things that are coming before me? So I’m moving more to warm. And what’s the next things here, this direction? I start moving out, I tweak my dream 100 campaigns to focus on that. And it keeps going out from there. Most of you guys luckily, in most of your businesses, you can make a couple million dollars a year just doing these two here. But if you want to get to ten million dollars, you’ve got to come out to about here. And right now, we’ll pass a hundred million dollars this year, and right now we are a continual focus of going further and further and further out. Because eventually you run out of customers, you’ve saturated everything. How many of you guys see 40-50 ads of me a day, every single day? I can’t show you that many more ads you guys, I’m trying but it runs out. So eventually you have to keep going further and further out. I just want to kind of paint that picture so you understand long term if you want to keep scaling, that’s what it’s about. It’s getting better at language patterns. This way, this way, getting better at teaching to the warm and to the cold. But don’t skip that, get the big pile of money first before you shift to the next one and move out from there. Make sense? Sweet. Okay, now that you’ve got this vision of who is my dream customer, then the next question we ask ourselves is who has my dream customer? And this is where in my mind the Dream 100 picks up. Who has my dream customer? So the first phase, and Dana talked about this yesterday, the first phase in this is I need to first off, build a list. How many of you have built out a list of your dream 100? How many of you guys haven’t yet? What are you doing here? This is your first thing, on the plane ride home you should be doing this. You need to actually build your list, which means sit down with a piece of paper and write out your list. Some of you guys have like, “how do I find my list? How do I know who my dream 100 partners are?” I get that all the time. “I just don’t know how to find it or figure it out. How do I find these people?” And if you have to answer that question it means you’re not obsessed enough about this guy right here, or girl. When you become obsessed with your dream customer, you put yourself in their spot. For me, when I’m thinking about things I’m like, “okay, if I were my dream customer and I went to Google, what would I be searching for and how would I say it?” I’d be searching for this phrase and this phrase and start searching. And as I start searching, guess what starts popping up? All these options start popping up on both sides of it. So I go to the pages, I subscribe to the email lists. I go to the podcasts, I subscribe. I’m becoming insane. I need to get a really good vision of the ecosystem that already exists. Every one of your markets, there’s already an ecosystem that exists. Don’t think you’re coming in and inventing something new. There is an existing ecosystem. If you read my forward to the Dream 100 book, do you have the Dream 100 book here? Does anyone have the book? This is key. Some of you guys thought I was saying, oh yeah, Russell uses this for traffic. But it’s more than that. Listen to what I said in the forward here. “As the CEO and cofounder of the fastest growing blah, blah, blah……..It’s difficult to narrow down one thing that’s really propelled us to where we are more than anything else, but it’s not. It’s the Dream 100. The Dream 100 is the foundation for our entire company. At Clickfunnels we don’t just leverage Dream 100 approach for traffic, we use it for everything.” Did you guys catch that when you read the forward? We use it for everything. “How do we pick what markets we want to go into? The dream 100. We use Dream 100 to research different markets, niches and narrow down to the one that suites us best. How do we decide our blue ocean strategy? We use dream 100 to find the red oceans and carve out our place in the market.  How do we create our offers and figure what we’re going to sell? We use dream 100 to model offers that are working in our marketplace, which takes the headaches and the hassle out of blind guessing. “Everything we’ve done has come back to mastering the dream 100 and specifically knowing how to compliment as opposed to compete. That is how you build your foundation. From there you just get traffic by again tapping into dream 100 and the rest is history.” I want you guys to understand, when we’re doing this and I’m deciding what market to go into, or how do I destroy this market? Or how do I conquer the whole thing? My first goal is, I have to understand the ecosystem. I had a guy that came to one of our coaching programs and he’s like, “I’m going to be a real estate guru.” And he’s all excited and he starts telling me. I’m like, “Cool, who are all the people in your dream 100?” and he’s like, “I don’t know.” I’m like, “How about Robert Kiyosaki?” and he’s like, “Who’s that?” I’m like, “Are you kidding me? You don’t know… How about this guy, this guy?” And I named off like 30 different real estate gurus and he hadn’t heard of any of them. I’m like, “Dude, you’re going to get screwed. You’re going to get destroyed.” And he’s all excited, “I’m going to teach people how to flip houses, have you heard of this before?” I’m like, “Dude, that’s what everybody…what? How in the world…How do I know more about your market than you?” I envision, this is this huge ecosystem that I’m stepping into and I need to come in there and be like, that guy’s teaching that, they’re teaching this, they’re…..and I understand, here’s everything that’s happening, so I have a really clear picture and I’m like, where….How am I different? Where do I carve out my space in this ecosystem? How do I create my very own category that I can control, that I can own? There’s a really good book that I have my entire team reading right now, it’s called Playing Bigger. Only like two people I’ve recommended it to. It’s called Playing Bigger and the whole concept of the book is about creating your own category, which is very similar to what we talk about with new opportunity and things like that. But if you look at any market, there’s always one category king in every single market, which sucks up like 90% of the business and everybody else fights over the last 10%. Look at us in the sales funnel world, we’ve sucked up 90% of all the business, we’ve got all these little “me too’s” trying to compete for the last 10%. But we own the market; we are the category king. Look at Apple, they are the category king of multiple things. They’re the category king of phones, they’re the category king of music, they’re the category king of all these things. They suck up 90% of the business and everyone else fights over the scraps. For you, if you read that book it teaches you about category design. How you design your category so you can be the person. So I walk in the ecosystem, I want to look around and be like, which category hasn’t been taken yet? If I come in and be like, “Oh cool, they’re flipping houses, I’m going to do that too.” Then you’re just another me too and the best case scenario if there’s already a category king, you’re fighting over the scraps with everybody else. So I’m walking into this ecosystem trying to find all the different players, all the people, everything my dream customer is seeing right now every single day in their news feeds. I want to get a very good perspective and I want to figure out, how am I going to create my business? Because the whole foundation comes from that. So if you don’t know yet, it’s time to start doing the research, start becoming intimate with your market. Because if you don’t know what all the different messages are bombarding who you’re trying to serve right now, it’s going to be really difficult for you to try to compete in that world. But for me I’m in there, and I know what everybody’s talking about all the time. That’s the key. So the first thing is understanding that ecosystem, and then the second step that Dana talked about is starting to dig your well before you’re thirsty. You gotta go in there and start figuring it out, start building a relationship. Start sending packages, start sending gifts, go to events, meet people in your market, getting to know them, calling them on the phone, buying all their products, subscribing to their podcast and listening to them. I listen to conservatively, on the low end, an hour a day, some days three or four hours a day of podcasts. People are like, “Russell, what are you trying to learn in their podcast? Are you trying to pick up the next marketing thing?” I’m like, “No.” I know all the people in my ecosystem, I’m listening to what all of them are saying so I can have my finger on the pulse, so I know what’s happening. I know who’s talking about what, what’s happening, where they’re going, what their ideas are. So I can make sure I can create and continue to dominate my category. And then I’m sitting there thinking, okay well, JLD is talking about this, and over at Mixergy Andrew Warner is talking about this, and I look at all these different people. I’m like cool, now that I know where I fit in the ecosystem, I see what everyone is doing. Now it’s easy to be like, “Oh me and JLD could do cool things, because he’s on Entrepreneur on Fire, what if I helped him do a funnel thing with his people, now it’s this really good compliment between us.” Okay, I’m not competing with him, but I can compliment what we’re doing. Any wrestlers in the room? A couple of wrestlers. So in wrestling, just so you guys, if you’ve never wrestled before.  In wrestling, when we come, for those that don’t see it, don’t know wrestling, it’s probably weird watching it. But I come out and I shake someone’s hand initially and we start the match and we’re head to head. We’re competing against each other. Now, the person who wins the wrestling match is not the person who goes head to head the best. Wrestling is all about angles. When we’re out there doing hand fighting and doing all sorts of stuff, the goal of what I’m trying to do is get someone to step so I can get an angle on them, and then I can attack them. So I get them to step, it opens up a little hole and then boom, I shoot and I take them down. I’m finding my angle. It’s the same thing in this dream 100 stuff. I’m not going head to head with people. I’m looking at everything, building my own category and saying cool, this category, this thing I control, I own, I can partner with everybody on this now. Everybody fits in somehow because I designed it the right way initially. Now all these people in the ecosystem become partners, and we can complement each other as opposed to going head to head and competing. So you’re figuring out this thing. Again, it’s coming back to figuring it out, consuming everybody’s stuff, reading the blog posts, listening to the things, getting their emails and watching what’s happening, becoming intimate with your market, and at that point when you start approaching people you can figure out exactly how what you do fits in with what they’re doing. We may or may not be working on a really cool software product based around this whole concept. And what’s really cool in this thing, is you literally, you plug in your whole dream 100 and it has a facebook newsfeed of what all your dream 100 is doing. So in the future when this is live you’ll be able to login and you’ll see everything. So here’s someone posted a podcast or a blog post, and you’ll see a whole newsfeed of everyone in your dream 100, everything they’re doing at all given times, so you’ll always have your finger on the pulse in your market. I can’t tell you how important that is, understanding those things. Alright so dig your well before you’re thirsty, that’s the first step. And like Dana said, that’s when you start building a relationship, serving people. How can you actually help these people? Not with the intention of them doing something, but ahead of time, doing something really nice for them. When I first met Tony Robbins the first time, how many of you guys thought when I saw Tony Robbins, I started licking my chops like, “Oh my gosh, if he promotes me it’s going to be the greatest thing in the world.” Everyone does. And guess what happens, everyone that comes into Tony’s world, they meet him for like 5 seconds and they pitch him on the first thing that comes out of their mind. What happens to all those people? They disappear, they come off the thing. So what I did instead. I met Tony and I was like, “Ahhh, this guy is amazing.” And I freaked out a little bit. And then I was like, “How can I help get Tony’s message out? I know that’s what’s most important to him.” And for the next decade of my life, ten years, ten years of my life I went back and tried to figure out how to serve Tony. I spoke at his events for free, I’d cover my own flights, my hotels. I did, uh, I helped with new products, I did multiple consultations on the phone with his team members who were stuck at this and that. Trying to help them, coach them, for an entire decade. I helped and I served and I never asked for anything once ever. I just did it. And then guess what happened ten years later? Then I hired him to have him come on our stage, I wrote him a huge check twice to come on our stages, a bunch of stuff like that. And then when my book came out, I was like, “Hey Tony, I wrote another book, I’m so excited.” I was like, “Is there any way you could do an interview with me on your Facebook page?” He was like, “Yes.” “Really?” Did the interview and we got 3.2 million people to watch the interview and sold thousands and thousands of books. But I didn’t just come up to Tony day one right. I was building the relationship. And so many good things came from that relationship. Tony introduced me to like 10 other people who introduced me to like 10 other people. If you come with a serving attitude, just like Dana said yesterday, if you come with that serving attitude it will make you one of the cool people in the market place to get passed around to everybody. If you come in and you’re pitching people from day number one, nobody passes you around. “Oh that person just pitched me. That guy’s annoying. That person, beware of them all the time.” If you come in and just serve and give and do all that kind of stuff, then I’m like, “Ah man, you should meet so and so and so and so.” And I start plugging you into my network and instantly you infiltrate the entire dream 100? And again, if you’ve created your business in a spot where you’re your own category king, now it’s just like, what’s the logical connection so we can all work together in this thing, and boom, everything blows up really, really fast. So dig your well before you’re thirsty. Now I’ve been doing this whole process, right. I’ve been mapping out my dream 100, is this a laser? Yeah. Alright, here’s the laser, that you can barely see. So I list out my dream 100 and I write out all the different names of the people. Now that I have the names of the people and I’m plugging into their stuff, I’m listening to them, figuring out what they’re doing, now my goal is to figure out, of all these people who are the people that I can buy my way in? And who are the people I can work my way in? So there’s two different things, how do I buy my way? And how do I work my way in? Let me see if my next image is the one that explains this, it might be. Yeah. Okay, so I come over here and let’s say, my dream 100 on there has got a whole bunch of amazing people, let’s say there’s Tony Robbins, there is John Lee Dumas, there’s Andrew Warner, there’s Richard Branson. All my different people here. So I go through and let’s say I’m listening to Andrew Warner’s podcast, he’s the guy who runs Mixergy. So I’m listening to his podcast, I’m like, “Cool, he interviews entrepreneurs, that’s cool. I could potentially work my way in, I could get on his show, get an interview and get him to spread the message, but he also has ads, so I can buy my way in as well, and I could buy ads on his show.” Maybe with someone else I’m like, “they have a show and they don’t interview people, but they do sell ads on it.’ Maybe I see a Facebook live, or I’m looking at their email, I’m looking at all the different communication channels and I’m categorizing and saying, “What are the people that I think I can work my way in to get them to do it for free? And who are the people where I’m probably not going to work my way in but I can buy my way in?” With Tony Robbins, even though it took me the decade to get Tony Robbins to ever promote me, during the interim guess what I did? I targeted every Tony Robbins fan on Facebook, on YouTube, on Twitter, on Instagram and we’ve been running ads to his entire, I’ve been buying my way into his network, buying ads to his people, for the last 5 or 6 years. So just because Tony is not going to say to me or to most of us initially, because of the way the network is setup I can still buy ads in front of those things. So I’m always looking, can I buy my way in, or can I work my way in? And then the goal of both of those things is to get them to become traffic that I own. I know when Dana is talking about Dream 100, his focus point is on working your way in, getting on the shows, doing the jv, having them send emails to your list, doing those kind of things. That stuff is amazing, that stuff takes more effort, more time, but it’s free. Other stuff costs more money, it’s kind of like, how many of you guys have more time than money? How many of you guys have more money than time? Who has more time than money? Who has more money than time? “So where do I focus at first, Russell?” If you have more time than money, focus on working your way in. Try to get on the show, do those things, get them the email, build a relationship, you have more time. If you have more money, a lot of times it’s easier just to buy your way in. How many of you guys have a decade to try to court Tony Robbins before you’re going to drive traffic? It’s a lot of work right. But you can go tonight and start running ads to all of his following. So it comes down to that. So if you don’t have money yet and you’re getting started, focus on working your way in. How do I get…what are the people in my dream 100 that have a platform that I can come into and I can leverage to get people to join my platform, that’d be my focal point. If it’s like, I’m busy, I have a bunch of things, I just want to focus on the other way. Then just do the traffic control and buy your way in all those things. And ideally you’re going to be doing both. It’s funny, this is the first time I’ve taught this and I know there’s all these things that like I know I’m teaching, I’m going to talk about this later, but I need it for context for now, so I’m just trying to make sure I don’t screw this up. I’ll keep going from there. Any questions about this part at all yet. Each step is kind of layering on top of each other. So we’re finding our dream 100, we’re figuring out who we can buy way in, who we can work our way in with a goal again, of transforming everything to our own platform, and building our own platform. Alright, so that’s how we start creating our dream customers. If we go back to the very beginning we have three types of traffic, figuring out dream customers journey, who has our dream customers, and how do we get these dream customers from these other platforms and move them onto our platform and get them on our list, have them listening to our podcast, have them….whatever platform it is that you’re trying to build, we’re trying to use the dream 100 to get their customers into it. Just like Dana did right here with the goat feed yesterday. The empty one and it’s all about dumping  a little bit in from every single person, so it builds your platform and the bigger your platform gets, the bigger platform you can leverage and it keeps growing like that. Alright the next phase here. Now I want to start shifting so you guys can understand distribution. So distribution is this game, this is how it works. Last night in the hotel room I was watching Shark Tank. How many of you guys still watch Shark Tank? Cool. It’s interesting if you watch Shark tank, if you look at how they all do their deals, someone brings a deal to them, all the sharks, if you notice this, in their heads, they don’t say it out loud, but as you listen to their questions and which deals they pick and they don’t pick this is all they’re focusing on. Each of the sharks  has a distribution channel that they understand. Laurie’s really good at QVC, Damon is really good at retail, Cuban is good at pretty much everyone thinks he’s cool and he just plugs into whatever he wants. But everyone’s got a channel that they’re really, really good at, a distribution channel. So the deal comes in and it’s like a clothing line and all the other sharks are like, “I’m out, I’m out, I’m out.” And Damon’s like, “I’m in.” because he knows the distribution channel, and he grabs the distribution channel, he plugs it in, and boom, the retail takes off. Laurie, she’s like, amazing deals come by and she’s like, “This won’t work for QVC, it’s out.” Comes in and she’s like, ahh, have  a distribution channel where she takes the deal, plugs it in, and boom it explodes overnight. So distribution is the key. That’s why you’re trying to build your own platform, your own platform is your own distribution channel. It’s the most valuable thing. Steven Larsen said it yesterday, the most valuable thing in your business is your customer list, it’s your distribution channel. When all is said and done it’s the only thing that matters. If you look at all the companies, the big tech companies that get bought and sold, it’s all based on their distribution channel. I remember when I first got started, the first time I ever saw a company get bought for over a billion dollars was when eBay bought Skype. It was like, I don’t know, 3 or 4 billion dollars. I was like, what? I was thinking, did they buy….Skype didn’t even have a business model at the time, they weren’t making any money. EBay was like the biggest company back in the day. Do you guys remember back EBay was the most amazing thing and like all day long you were just trying to snipe auctions all day? It was the company right. Myron remembers. There was like sniper software where like 25000 people all bid on one thing, and then the software was like, buy at the last second. It was really fun. Then they ruined their business and now it’s all boring. But EBay bought Skype and I was like, they had the best tech people on planet earth, they could have cloned Skype in about a week. But they didn’t do that. Why did they spend billions of dollars instead? Because Skype had the distribution channel, they had the list. Why did Zuckerberg want to buy Snapchat? Because Snapchat had the distribution channel at the time. Why did he buy Instagram? They had the distribution channel. If you look at all the big acquisitions, it’s not about the technology. Technology is easy to clone and to beat, it’s because of the distribution channel. That’s the magic. Every business, if you look at the actual value, what they evaluate things on, it’s the distribution channel, the list. So if you start understanding that, everything we’re doing is like, who has the distribution channels? Those are my dream 100 partners. Now, I talk about this at Funnel Hacking Live. Some of you guys may remember me talking about this. Gary Vaynurchuk says something in a little clip that was super cool,  he said, “If you look at TV in 1965 it’s the same thing that our phones are today.” Do you guys remember me talking about this, who were there? In 1965 there were only like three channels. There was ABC, CBS, and NBC, and it was funny because when I was talking to Tony Robbins, the first time I met him was over ten years ago now, and it was after his company had kind of collapsed. He was like trying to figure out the next step and that’s when he met all the internet marketing nerds and we kind of helped him with some stuff. But what’s interesting is I was talking to him about it, he said, “Look, when I got started there were three channels. If you flip to any channel, guess who was on every single commercial? This big, huge giant selling his stuff. It was easy, the distribution channel was three things. We just bought all the ads on every single channel and I became Tony Robbins. Now what happened is distribution got fragmented. Cable came out and all the sudden there’s not three channels, there’s like 300 hundred channels. I can’t buy them on all of them, there’s all these niche channels. I go over on ESPN and it doesn’t convert for some reason, I go over here and it doesn’t convert. And I ran out of money because I couldn’t keep up with this whole distribution thing. It was really, really confusing.” So that’s why they were struggling at the time. So what Gary said, when he said the phone is like TV 1965, for me it was this huge aha. This is the key. So if you look at this, back when TV first came out, the distribution was it got TV’s into people’s homes. Then there was the channels, ABC, CBS, and NBC, and on each channel were the different shows. So that’s what you need to understand, these things kind of match what we’re doing today. So today this is the distribution channel, our phones. I don’t think I would have always believed that, but two years ago in Clickfunnels, I mean, we did see a lot of traffic, and prior to two years ago the majority, 60-70% of all traffic in our network came from desktop, and now it’s flopped. The majority of all traffic coming across all 65000 customers accounts, I mean millions and millions and millions of visitors a day, the majority, 60 or 70% is all coming from phones. So this is the future, it’s going to continue to grow, it’s not going down. We were in Kenya hanging out with these kids and none of them had computers, but guess what they all have? This. I guarantee you as our kids get older, they’re not going to have computers, this is the thing. So if you look at this, this is the phone from 1965, there’s a lot of different apps. If you look at the apps, again, it’s the category king right. The apps that take up like 90% of all the bandwidth on the phone are a couple of things. It’s Facebook app, it’s messenger app, it’s Instagram, it’s YouTube, it’s Pinterest for some people. There’s only 5 or 6 apps and that’s it. So for us, you have to understand, everyone’s got their phones. It’s like the TVs, it’s been done. The apps are there, they already have billions of people on the core apps that are there, so the job that we have right now, just like back here is for us to become Happy Days or the Tonight Show or whatever. We need to be building our own show on these platforms. And that’s the big aha, that’s understanding distribution. So these things are in people’s hands, the channels are already there, we just have to create our own shows and build the distributions. It’s easier today than it’s ever been because everyone’s got their phone and there’s nothing like, back in the day you had to get NBC to decide your show’s awesome. Today any of us could start a show, you just click a button and boom, your platform is alive. So understanding the distribution is right there. Hey you guys, thanks so much for listening to day number two, session number two I should say. Hopefully you’re enjoying this so far. Alright, tomorrow I will release the last of the three part series here for my presentation at dream 100 con. You guys, this is the foundation for all traffic. I hope you are getting excited by it. And hopefully you’re getting pumped for the Traffic Secrets book that will be coming out later next year. I don’t want to say my only goal in this is to cause massive FOMO, but I’m not going to lie, I want to cause massive FOMO through the book, because I’m working my butt off on it. And so I figure if I gotta work this hard, then you need to desire the book as much as possible. So just remember this is scratching the surface of what will be happening inside the Traffic Secrets book. Hope you’re enjoying it and we’ll see you guys tomorrow.

During your troubles you’ve got two options, run away or lean in. On this episode Russell talks about something his friend and former employee Steven Larsen said to him in passing, but had a big impact on him. Here are some of the awesome things to look forward to in this episode. What Steven meant when he told his sister to lean in, instead of giving up. What would be different in Russell’s life if he hadn’t chosen to lean in at different times. Why you should always lean in when times get hard instead of walking away. So listen here to find out what would be different in Russell’s life if he had walked away instead of leaning in. ---Transcript--- Good morning everybody, this is Russell Brunson. I want to welcome you to the Marketing Secrets podcast. I just dropped my kids off at school and now we get to hang out. Hey everyone, I hope you guys are doing amazing. I am trying to get on a better rhythm of doing podcasts consistently. I had this really weird thing where like I’ll get in the mood and I’ll do like 10 in a row, and then I’ll get out of the mood and I won’t do some for a while. And I’m trying to get more consistent where we get two or three a week. So I apologize for my inconsistency, but I’m grateful for you guys and for listening in. And hopefully you get good stuff each time. You know, it’s been fun doing this now for 500+ episodes, and if you haven’t gotten the Marketing Secrets black book yet, go to Marketingsecrets.com/blackbook. Some of you guys know that Julie Stoien and I went through, and she listened to every episode and took notes on them all and then rewrote them into a book of the top 99 takeaways from this podcast. So to shortcut your life a little bit, go and get those, print them out, that’s what everyone’s been doing, printing them and reading them. But it will catch you up on the Marketing Secrets, the last 5 years of the best and most important ahas and things like that. That’s a freebie for you guys. But today I had a specific thing I wanted to share with you and I’v ebeen wanting to talk about this for a little while, but life’s been a little crazy right now, trying to get done some big projects. This month of October is crazy, I’m speaking all over, flying a bunch of places, we’re doing an event for Two Comma Club X members and a whole bunch of other things. Rebuilding the whole company structure, anyway, I could go on and on. But it’s so much fun. I love what we do. I love that we get to play this game every day. Anyway, what I wanted to share with you guys today, it was kind of fun, Steven Larsen was in the office the other day. Some of you guys know we launched the One Funnel Away Challenge, which has been nuts. We had over 7500 people sign up for it. It’s 100 dollar challenge, so 7500 people paid $100 to be a part of it, and every day for 30 days Steven jumps on and yells at everybody and pushes them forward through some curriculum that we’re taking people through. Again, it’s called the One Funnel Away Challenge, a lot of you guys are part of it. If you’re not part of it, then it’s because you didn’t pay attention to the 30days.com launch we did recently. Anyway, for all you guys who are in there, it’s been so much fun. It’s been fun though because Steven comes into the office everyday, which I miss having him there, he used to be there every day. You know he had to go out and start his own business and all that kind of stuff, which I am proud of him for. Just teasing, it is really cool. But I am really grateful to be able to pull him into that because it’s fun to see him everyday and see him in his element where he’s jumping on it, and training and motivating and pushing, just doing his thing. It’s amazing. This new program though, this One Funnel Away Challenge is going to change a ton of people’s lives and I’m excited for all of you guys who are going through it. But I digress, the reason why I’m telling this story is, he was in the office and we were talking aobut a bunch of stuff, and we were actually talking about the Two Comma Club X coaching program, which is something we sold at the last Funnel Hacking Live, and I think we had 650ish people join it. And it’s not a cheap program, it’s $18 grand a year or $1800 a month. And a lot of people came in at $1800 a month, which obviously is not a cheap investment, but at the same time, I talked about when we sold it, I was like, “It’s less than half the cost of a crappy employee.” And you’re getting access to all these coaches and all these things. So far we’ve done three or four events, I’m doing a two day event this month that only they are allowed to come to. It’s expensive but it’s also super cheap, you know what I mean. And we’re talking about some people that had dropped out of it for whatever reason. And some people have dropped out for legitimate reasons, I totally understand that. But the story I wanted to tell you today was interesting, was about Steven’s sister Marie. She joined the program, and she was probably in a group of a bunch of people that probably shouldn’t have joined. I think for some people it was as much money as they were making at the time, and they still just jumped in because they saw the vision, they wanted the thing and they jumped in. And it was interesting, Steven was telling me this story that like two months into the program, I think it was the second or the third month, the next $1800 a month payment came up and she was freaking out. And had kind of a thing like, “Oh my gosh, I’m not making enough money for this. I can’t do this, I need to drop out.” And she told Steven, “I can’t do this, I need to be out of it.” And Steven listened to her talk about all the reasons why she needed to drop out, and he listened to it and after she got done saying all the reasons why she should drop out, then he said, “Or you should lean in.” And that is the message for you today, “Or you should lean in.” What does that mean? You should lean into it, instead of freaking out, “oh, I can’t handle this.” Let’s lean in and double down and go all in. And when you do that’s when amazing things happen. And to Marie’s credit, she did. She leaned in and during that time got through the scary bumpiness and launched her business and right now her business is doing somewhere between 8 and 10 thousand dollars a month, which is amazing and insane and so cool. She’s helping people launch podcast. It’s like my podcast, if I was working with her  I would record this and send it to her and she would just somehow make it magically show up on iTunes right. My brother does that for me. But that’s what she does for people now and she’s killing it. But it’s because during the turbulent times of backing out and running away, she leaned in. I want you to think about everything great that’s happened in your life. For those who went into sports, think about the hardest times, the times..I only know wrestling because that’s my world. But the times where I needed to cut weight or I had to go get someone who was really, really tough, or I lost a match or whatever, those are the times you want to quit right. You’re like, “I’m out.” And back out and walk away from it. But it was in those times that instead of backing out, I leaned in and had success. Yesterday, it was kind of fun, we were working on a video and I was like, “I need my old wrestling matches from back in the day.” So my brother, Scott, he had them all on his hard drive so he dumped them all onto Google drive, so I was looking at all these old videos of me through high school and college wrestling. So I was kind of going down this jaunt down memory lane, and I saw in there the match my junior year where I lost to this guy named Nick Fresquez, the very first match of the season. And I remember this because we recorded it, but I think my mom accidently recorded over it or something like that, but we had a 22 second clip of that match and it was when Nick did this move on me that was the move he beat me with. And I remember my dad used to watch that 22 second clip over and over and over and over again. I’d come up during the season, I’d wake up in the morning and he’d be upstairs watching it and he’s like, “Russell come here, come here.” And he’d sit me down on the carpet and he’d show me how the move worked and we would drill it, and go to the wrestling room later and drill the move. Man, we must have watched that 22 second clip of my loss like a thousand times or more during that next four months of the wrestling season. And we’d practice it and practice it and practice it. And yesterday I found the match of me winning the state title, and we’re watching it and seeing as I did that move, the same move he did on me to beat me at the first of the season is the same move I used on him to beat him in the state finals. And I was thinking about that, I was like, in context of this whole concept that Steven shared with me about leaning in, I was just like, man, if I hadn’t leaned in to that, if I would have been like, “Oh my gosh I lost to him.” And had fear and all these things, then I never would have been a state champ, which man, life circumstances since that moment that brought me to where I am today, all hinged upon that moment. It’s kind of crazy, if we were to go back in time that far. Right so in sports, the times it was the most painful and scary and the things I freaked out about the most, is when I leaned in, when greatness came. I think about marriage, I love my wife, I love my kids, but marriage isn’t easy. I thought it was going to be. I’m not going to lie, if I was to go back to Russell 20 years ago, I was struggling through life just waiting to be married, then everything will be good. And my marriage has been amazing , but man it’s been hard. And I think my wife agrees, it was way harder than we thought. And it’s those times where it’s hard where it’s like, man it would be so easy just to like, back out. “I can’t afford the monthly payment.” Boom, back out. But instead I leaned in. I was like, I love her, I’ve committed to this, I’m doing it. And because of that is how we’ve made a marriage that wasn’t just good, but a marriage that’s great. I think about it in business, how many times I could tell you the stories of me building a company and crashing it, and building and crashing it. I’m working on, we’re doing this event in Utah, the Dry Bar Comedy club in two weeks, or I guess it’s a week and a half now. I want to make an outline of the history of my business, so I went to the good old way back machine and went to try to find every single funnel that I’ve ever built. And I forgot how much stuff I’ve done, how many software products we’ve launched, how many info products, how many courses, how many viral sites, how many list building sites, it’s crazy. I haven’t finished the list yet, I’m already at ten pages of links to funnels that I built. And these aren’t just like, every page in the funnel, because I can’t in the way back machine. Way back shows you snapshots of your websites back, as far back as the way back machine was created. If you never used the way back machine by the way, you should go. Go to archive.org, in fact, do this for fun. Go to archive.org, that’s the way back machine, type in dotcomsecrets.com, my site, and go look at the history of my site, you’ll see every variation of Russell over the last ten years on that site. Every blog I launched on there, everything. But it’s fun to see the back, the history of these things. So I went to way back machine and was trying to find all these things, and you can’t see the upsells or downsells, so I can just find the landing page of every funnel I’ve ever created in my life, and it’s ten pages now of funnels. And I’m going through this and I’m laughing at some. Some of them were the worst ideas ever. Some that completely bombed. Some that I spent literally millions of dollars on that never went live. In fact, there were two or three that I found that I was sick to my stomach. I was like, I spent four years of my life, I had six full time developers I was paying a million and a half, two million a year for these guys, and none of these ever saw the light of day. I’m like, ugh. Some of them were the pre-cursers to clickfunnels. I remember clickdotcom.com was the pre-curser to clickfunnels, and I saw this thing. That was one that we literally spent, I’d say conservatively at least a million and probably closer to two or three million we spent on that thing. I found all the screen shots, all the everything, but it never went live. Nobody ever saw it. But had I not leaned into that and tried to build that, we wouldn’t be at Clickfunnels today. I think there are like 5 different software programs we created that were all pre-cursers to Clickfunnels. One of them was an RSS auto-responder, one was a desktop auto-responder, one was a funnel building software, one was a shopping cart. All these things that I tried to build that failed. I found this site, champion sound, this is like, I was in the brinks of bankruptcy, literally. I had just had to fire 80 of my employees and we moved from a 20 thousand square foot office to a 2 thousand, I had 150,000 in IRS back taxes that I owed and I was trying to figure out how in the world to save the company and save myself from bankruptcy. And If I would have gone bankrupt, I still had all this outstanding coaching liability. So I would have destroyed my reputation. So I was on this thing where if I would have given up I would have gone to jail and destroyed my reputation. So I was like I can’t give up, I have to lean in, I’m being forced to. I remember I had, I was on Flippa.com, trying to buy a website, trying to figure out my future, and at like 2:00 in the morning I saw this site called Championsound.com, which you should plug that into the way back machine, you’ll see what it is. Anyway, it was an email, text message auto-responder fro bands, and I was like, “Oh my gosh this could be the greatest thing in the world. I could start this thing, we could sell it to bands, and I could re-launch or clone the site and launch an email/text message auto-responder for dentists, and chiropractors, and I was like, “This is the future of my business.” So I leaned in, took 20 thousand dollars I didn’t have, bought the website. And then what’s crazy, when we tried to make it go live, or after I bought it and they tried to transfer it to me, they’re like, I gave them access to my server, and they’re like, “No, I need a server that can run Ruby on Rails.” I was like, “What’s Ruby on Rails?” they’re like, “Oh, it’s like a different language.” I’m like, “What?” I’d never even heard that word before. And I remember none of the development guys I had on my team at the time knew Ruby on Rails. I tried to hire people on Odesk to do Ruby on Rails, and I couldn’t find anyone that could do it. Man, after three or four months of trying to find somebody who could edit the software, after they installed and then left, and then all these things were broken, it wasn’t working, all the customers were angry and it was horrible. I literally, after that three months that I was like, “I just wasted 20 thousand dollars that we didn’t have. Just shut it down.” The servers were like a thousand bucks a month too, they were super expensive. They just shut it down. And I was packing up my bags for the day and was walking out, and as I walked away from my desk, I stopped for a second and I was like, “Wait a minute, I wonder if there’s anyone on my list who knows Ruby on Rails?” which is a stupid thing to say, because at the time my list was a bunch of business opportunity seekers, and they weren’t programmers or developers, but I had that thought in my head. So I walked back into my desk, I leaned in, sent an email to my list saying, “If you know Ruby on Rails, I’m looking for a partner.” And that email happened to land in the inbox of somebody who had bought my micro continuity product five years earlier and happened to be on my email list. But because my subject line said Ruby on Rails and partner, he saw that and he said, “I’m looking for a partnership with a marketer, I know Ruby on Rails.” And it was Todd Dickerson who responded back. And anyone who knows my story, knows that Todd is my cofounder of Clickfunnels, he’s the one who built it. And had I not bought Champion sound, had I not leaned in with the last bit of money we had, if we had not tried to get it to work, if I had not instead of giving up, had I not sent an email to my list…if I hadn’t done all these little things, that email would have never landed in Todd Dickerson’s inbox, and Clickfunnels wouldn’t be here today. So my message for you guys today, I know that in all areas of your life there’s up and downs, and typically when everything’s up in business, something going to be down somewhere else. Sorry guys, they’re blowing leaves behind me. When you’re up in business you’re going to be down in your spiritual life. When you’re up in your spiritual life, your business is going to go down. Or you’re up in personal health your business will collapse, or your marriage will collapse. There’s always going to be ups and downs and I don’t think anyone has ever had it where everything is perfect all the time, if so life would be too easy. So it kind of cycles like that. And I say, you know whatever season of your life you’re in, where you’re in that hard time, instead of running away from that hard thing, do what Steven said to Marie, and lean it. Yeah you could, you could walk away. Yeah, there’s a million reasons why you shouldn’t do this, but you know it’s right, you know it’s good, you committed to it, so let’s lean in instead of step away. And if you do that I promise you greatness is just on the other side of that. If Marie wouldn’t have leaned in, where would she be today? Would that company ever be there, would all the people she’s serving now, would she be able to serve them? Probably not. If I wouldn’t have leaned into sports, would I have become a state champ and an All-American, and wrestled in college, and ended up in Boise where I needed to be to be able to create Clickfunnels. In my marriage, all the hard times where I wouldn’t have leaned in, would I be where I am today with my amazing wife and my amazing kids? I got the coolest kids in the world. Last night we were downstairs because we are re-doing our bedroom, so we’re sleeping down in the basement right now, and on the big screen I wanted to show my wife a video, so I showed the video and then we stared looking at all the videos in our camera roll. And then somehow, I don’t even know how this works, but somehow on iTunes, on the big screen tv, they had all these clips from way back in the day, that somehow got save to iTunes or iCloud or I don’t know, something. So we’re watching these videos of our kids from back in like, like Aiden who is 8 years old now, there’s videos of him when he was like a newborn. And there’s this one, he’s probably, I don’t know, maybe 3 years old, and he had on Ellie’s swimsuit, so it’s like a pink and purple swimsuit and he’s dancing. And we’re like crying/laughing last night watching him dancing and in the video Collette’s like, “Aiden someday we’re going to send this to your wife.” And he in the video is like, “Mom, why don’t you send it to her right now?” We were just dying laughing at him in his little stick legs dancing in her swimsuit. And we’re sitting there just laughing our faces off and I was like, man, there were so many times in this marriage where either of us could have walked away. So many times in our relationship, and we’re like sitting here and just laughing at that and realizing how happy we are and how grateful we are for each other and how grateful we are for our amazing kids. But that didn’t come from stepping away from the challenge, it came from leaning in. So there’s the message for today, thank you Steven Larsen for sharing that with me the other day. He said it kind of in passing, but it had a big impact on me and  I wanted to share it with you guys. And hopefully that will help someone in your moment of struggle in any area of your life, just remember to lean in. Thanks so much and we’ll talk to you guys soon.

Why Dave Decided to talk to Bailey Richert Bailey Richert is a business coach who helps individuals launch and grow profitable online enterprises as “infopreneurs”: respected experts in their fields creating value and generating income by sharing their life experience, knowledge and passions with others in a manner that supports their ideal lifestyles. Tips and Tricks for You and Your Business: What Bailey Learned From Her Experience: The Takeaway (6:35) The One Funnel Away Challenge (20:33) Business Implementation: Going Forward (25:25) Quotable Moments: "The one funnel away challenge is going to help people understand the power of Clickfunnels for their own business." "What you are going to take away from these individuals is amazing. We have 30 different speakers in different niches." Other Tidbits: Bailey discusses how she is able to coach people, supporting their lifestyle plans. She discusses the 30 Day Summit and what it is all about. Bailey discusses how much she has learned from working with her clients and the value they bring to her. Links: FunnelHackerRadio.com FunnelHackerRadio.com/freetrial FunnelHackerRadio.com/dreamcar ---Transcript--- Speaker 1:     00:00         Welcome to funnel hacker radio podcast, where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales, dominate their markets, and how you can get those same results. Here's your host, Dave Woodward. Welcome. Speaker 2:     00:18         So excited to basically have everybody here. We are doing a behind the scenes of 30 days.com. So once you guys probably know who I am, I'm Dave Woodward. I'm, I run a lot of our business development opportunities over here at Click Funnels and all the top line revenue stuff. Always having a lot of fun. This is by far been one of our funnest, most exciting things we've done in a long, long time. What I want to make sure is that you guys see and understand behind the scenes of how all this happens. So with that I wanna introduce to you daily. Richard, how are you doing? I'm doing great. How are you? I'm so excited to have you. So, uh, most people don't know that much about you. So those guys just don't know about Bailey. Bailey actually has been a business coach for infopreneurs for quite some time. And also one of her specialties actually is doing this whole virtual summits. So last year at funnel hacking live, she was sitting in the audit. In fact, you know what Bailey, instead of telling your story, you shared your own story of what it was like and how all this thing came about. Speaker 3:     01:12         Sure. So funnel hiking live. Two thousand 18 was in March down in Disney world and it was an absolutely incredible event and I was sitting there. This was about the third day I was over on the right hand side of the stage because I'm not one of those people that loves to be all claustrophobic in the middle and I'm sitting there and I'm looking at all of these incredible speakers, but I'm also just positioned in a way that I can also see everybody else in the room and I'm thinking to myself, there's only 3,500 people here I think was the number of attendees. And I knew because I've been a click funnels members since 2015, that we had over 62,000 users at that time. And also hundreds. You know, thousands of people here in this facebook group, and I was thinking to myself, you know, this is just crazy to me that so many people aren't going to be able to see these awesome speakers and something needs to be done about that. Speaker 3:     02:03         I said, click funnels needs to host a summit, wrestled needs to host a virtual summit. I'd already been doing virtual summits in my business for a couple of years. I figured wrestle, obviously knew about them and he definitely did. Later, many weeks down the road after he and I connected, he told me that he actually used virtual summits to grow his business when he was just getting started, you know, decades ago. And so it just so happened that I knew Julie Soy and I'm sure everybody out there in the clickfunnels community. That was Julie. But here's the thing. I know Julie because of a summit that I had done for my business two years earlier, so some. It's a really fantastic for networking. And I reached out to her and I said, Hey Julie, I had this crazy idea. I said, I think Russell needs to host a summit, but no, Russell doesn't know me from Adam and I definitely wanted to run this idea up the flagpole first to see what you thought of it and she knew that I knew summits and was like, I think it's a great idea, so you know, jump forward a of weeks, months later, and we ended up coming up with this 30 days idea because Russell had already been thinking about how he could bring the knowledge of his two comma club speakers to a greater audience. Speaker 3:     03:13         And so he had already kind of thought about doing the 30 days book and when I came onto the scene I said, why don't we do a book and a summit? Why don't we add an interview portion to this project and really let the speakers be able to tell their own 30 day plans as well. And so what you guys are seeing now@thirtydays.com is the, is the result of all of that? Speaker 2:     03:35         Well, I am so excited. I'm sorry. I keep looking over my other screen here. Trying to make sure I've got everything working, but the kind of most excited about is kind of going behind the scenes. Let people know exactly how all this happened. So with that said, I'd like to first of all, for those of you guys who aren't familiar with, uh, the whole 30 days summit, um, what I want to do is I'm gonna actually show you here to the video. So I'm sharing my screen here and let this come up so you guys can actually see the video that Russell did that kind of tells the story of exactly how this works. What would you do? Speaker 4:     04:09         Imagine this. You suddenly lose everything, your money, your name, your reputation, you have bills, pow high of people harassing you for money over the phone. And all you have left is a click funnels account and the Internet access for 30 days. What would you do with nate? Number one, day number 32. Save yourself. It's an interesting question, isn't it? I'm sure that the assets 100 different people, I get 100 different answers. What might work, but what about people who have already done it? People who started from nothing actually created a click funnels account and eventually made it. What would they do? They each had already lived it. What would they do if they just start over again? Right now, I decided to run an experiment. I send out an email to over a hundred people, but not just any people. People who'd actually already wanted two comma club award, meaning that made at least a million dollars inside of a single sales funnel. Speaker 4:     04:54         I want to know exactly what they would do to get back on top data. Number one, what would you do day number two, date number three, four, five, six. All live today. Number 30. If you had to start over again today, which is your marketing and your photo building skills, what would you do to get back into the two comma club? Again, from the hundred emails I send only 30 people responding back. The eastern sent me a detailed step by step process of what they would do, starting with no product, no list, no traffic, no funnel, and then detailing exactly what they would do and why they would do it. In a simple step by step process, each of their 30 day plans, so different to eat, some lead you on a path of absolute certainty to success. I honestly don't know how anyone are any of these 30 day plans could possibly not succeed. Everyone who's ever tried to make money online needs to see these experiments. Anyone who's ever had a click funnels account now has execution plans to get them back on top. Just pick any of them and follow the path where you are today, all the way to the stage where you receive your two Comma Club award at funnel hacking live. Find success with click funnels and no longer a matter of luck. It's an absolute certainty. Speaker 2:     06:06         I love, love, love, love, love that video. Oh my gosh. So much fun. So I want to make sure people understand exactly behind the scenes and how all this came about. So you told us how that Kinda gets started. You now understand exactly what was proposed to our 100 of our top two comma club award winning a award winners and basically 30 plans. So what I want to find out from you, as you went through this, you had the opportunity to actually interviewing them. You created the book, you created all the crazy content, the assets, everything. So tell people kind of what did you learn out of? You're pulling all this stuff together. Speaker 3:     06:39         Oh my goodness. First of all, even though I have been a coach for a couple of years, the amount of stuff that I learned from these people is crazy. So even if you are thinking like, I have a successful business, I'm making six figures a year, you still need this because what you are going to take away from these individuals is ridiculous. It's amazing. But here's the thing also, you know, we have 30 different speakers and they're all in different niches, right? But they're all in different industries. You know, we have some people that are doing info products, some people that are doing ecommerce. Even when I was interviewing somebody who was working in a different niche than I do in my business or in a different industry, even, I was still able to learn something from them about the way they've designed their funnel or something about the way they're using social media to promote their business. Speaker 3:     07:27         So there's something to be gleaned from every single interview even if you don't exactly do the same thing. And one of the biggest things I've learned is that as I was looking through all of the speakers plans and I, you know, I read every single plan, that $600 book everyone's getting. I've read that at least three times and having of course recorded the interviews and then edited them and watch them over and over again. I feel intimately involved with everybody's plan. You start to see these repeat concepts over and over and over again. You see that these people who have gotten to the two comma club or doing certain things that are getting them there. So you know, we are seeing every single speaker almost talking about their dream. 100 talking about partnering with affiliates. And if you're not partnering with other people in your network, then you are missing out on money. Speaker 3:     08:15         You see them talking about using auto webinars in order to sell info products and how they're, you know, getting success with those. Um, how, if you need to be getting testimonials for your services and your products. Me Actually, when I was going through these plans, how many speakers were like, oh yeah, the first week I wouldn't be going to get testimonials from people that I've worked with in the past from people that know me from people that, you know, can be character references. Even that's something that they would be going after. So then it was, it was such a huge learning curve for me. I guarantee you you are going to learn something new. Guarantee it. Speaker 2:     08:50         I love it. Well, I'm so excited. It's, it was more or less safe that it totally kind of blew my action. We made a mistake, to be honest with you. So what was supposed to happen was. So the way the funnel works is you sign up, you register for, for the opportunity basically to get involved in the summit, which isn't going to take place until the 17th, 18th and 19th of September and but if you, once you register, the first op he have is to actually buy the book that Bailey was just talking about and that whole idea was to buy the book of every single thing has been put together literally 600 pages. It is this massively thick book we're having. It's still, I'm waiting for the original to come here. I'm so, so excited about it. But you got that and then you also got put into the members area where it had all the videos of every single person and their daily plan as far as exactly what was supposed to happen. Speaker 2:     09:42         And then also get signed up with one funnel away challenged with Steven Larsen and Julie Coyne and Russell. It starts in October. Where we screwed up was those people who bought, they weren't supposed to have access to these videos until September 17th. So the member's area went live and people got access and in a way it's been a good thing because people are so, so excited. Oh my gosh, I'm getting blown up on facebook. I'm getting blown up on my personal message. Everyone's going, oh my gosh, trait loads was just the most amazing mind blowing thing I've ever seen. I mean, everybody's. I was going through this thing. A lot of the feelings are going, oh gosh. See Spitzer meagan's one. It's. Anyways, it's been going crazy and I'm excited because it allows people the opportunity of really being a part of it. And I think that one of the biggest problems we run into these days is, is everyone kind of talks about, well, it could happen and maybe. Speaker 2:     10:32         And it only works for them. And I remember, Gosh, 10, almost 12 years ago when I first got started in this. I have those exact same questions. Those same concerns. It know it. It's, it's just the lucky people. There's some secret to this whole thing. I can't figure it out and I'm frustrated and I keep sitting here going, gosh, there's got to be some way. Something I can do and nothing seemed to work and so I love the idea of Louis saying, yeah, you've already made it, but let's strip it all away. You don't have your friends, you don't have your context, you don't have anything. Nothing but a clickfunnels account and that's it. And Internet access. That's it. So what are you going to go and Bailey? I think the part I've loved as far as working with you on this one, you are so thorough. Speaker 2:     11:12         I mean one of the most thorough people I've ever seen when it comes to pulling this together because anybody who works with us understands we're real good with macro, but we let you run with it and you did such an awesome job. I was. I was so impressed with your ability to literally extract out of these people day by day what they would do. I, I, I remember we first rolled this thing out. I was kind of questioning going, I don't know how transparent these people are really going to be. How did you, how did you get them to really spill the beans? Okay. Well, first of all, they wrote the plans first actually, so we didn't just dive into an interview. For those of you who have youtube interview channels or podcast, you know that if you just go in and start chatting with someone, you're not going to be Speaker 3:     11:54         getting the best value out of them. You have to come prepared as an interviewer. So the first thing we did was we actually had them write the plans and let me tell you, Dave, I did not let them get off easy and Julie will tell you this too, because I would message her and I would say I don't think it's good enough and I would really, I would do that and I would go back and I would work with everyone and I would say, you know what, you, you, you skimmed over this. I want to know more like, let's dive deeper into this and I really want to flesh this out. So I really made sure that the plans were top notch. First. Speaker 2:     12:24         I'm gonna interrupt you because I actually had a couple of people come to me and going deep, whose bailee and ask you, who are you sure, why do I have to do this? And again, none of these people got paid to do this. No, it's literally out of the kindness of their heart and in their generosity and giving back to the clickfunnels community. But they're like, you know, Dave, I don't have the kind of time to go through and create the kind of plan that she wants. She wants it literally like day by day by day. And I'm like, listen guys, please, please just do me a huge, huge favor and just bear with us and most importantly just pour your heart and soul into this thing. And in fact, I was talking to David Asarnow. I'm just a few weeks ago, and he was. He was talking about the fact that he literally was on this fourth of July vacation and shut down his whole, he's old families out there and listen, I'm going to do this. And he's actually taking that is going to use that to create a six figure business out of the business plan that he gave you. So congratulations on your ability to pull that out. Speaker 3:     13:22         Thank you. And you know, when Russell even said, I think he says in the video where he mentions in some point that we asked 100 people, we really did. He's not just saying that we really. Yeah, we really did contact over 100 different people, two comma club winners for this and a lot of them were like to write such a detailed plan is, it's a lot. So the fact that we were able to get like 30 detailed plans up to the caliber that I wanted, I was, I was thrilled. Speaker 2:     13:51         Well you did an amazing job and I think again, it's a huge tribute to you. It's also massive tribute to just the fact that they care so much about our audience. They're not. It's their way of giving back. And I think that's the part I love most about this. We joke around all the time about our whole click funnels and the ability that it actually, it, it's really there to help other people and I think once you've had success, the most important thing is to grab a hold of someone else. I'm pulling up to your same type of success and this is a huge tribute to them and all 30 of them for doing it, uh, because I know how much work it was. And again, I thought it was just fantastic. Speaker 3:     14:30         Yeah. And it's like you said, they did not get paid to do this. They put in so much time writing those plans and then doing the interviews and everything else in order to be a part of this. So we're really grateful. Speaker 2:     14:41         So one of the things that you learn in doing it. Speaker 3:     14:43         Oh man, so much. So first of all, I want to say that I feel like we're sleeping on a really important part of that membership area that I feel like people aren't paying attention to. You're getting access to all the interviews, but there's also a second interview, a premium content interview that I recorded with every single speaker. It's actually a little different. It's a screen share interview where they are actually walking me through inside of clickfunnels accounts, how they set up their two comma club funnels and I feel like we're not making a big enough deal about that because honestly I learned so much from watching them for. So for those of you who are even saying to yourself, well, I've been on click funnels for like five years, four years, however long we've even been around. I think with click funnels since the beginning too, and I'm telling you that I learned so much about how everybody is structuring their funnels. Speaker 3:     15:35         That gave me new ideas, that gave me a new design ideas and all that stuff. So just as valuable as the 30 day plans were. I learned so much from actually diving in and learning and you'll see when you watch the interviews, I don't shy away from the questions. I'm like, wait, why did you do that? What plugin is that? Where does that step lead next? Tell me about that so that you can actually see exactly how it's done. So I mean they were literally funnel hacking themselves and there's so much value to that because when we funnel hack someone else, we have to make assumptions, right? We have to look and see what they did and we used to say, well, it looks like this goes here, and I think this is why they did that, but when we had the two comma club speakers funnel hack themselves, they were able to reveal their secrets and they did. It was cool because they didn't just say, oh, well, you know, we made it green because it's a color. I like. They would say, no, we actually split tested this headline versus this headline and this one was better. We made it this color because of this reason. We did this because of that, and to learn all of that knowledge for a funnel builder invaluable, invaluable. Speaker 2:     16:41         Oh, you know what? I really appreciate that because you're right. I think we've kind of. We haven't focused as much on that as we have about they're going through and creating their plan and then the one funnel away challenge and then having the actual videos of the videos that you created with them going through it. So I, I appreciate that. I'm going to make sure we'll reach out to everybody and let them know that. I think the other really cool, crazy thing out of all this is when we originally I thought up this whole idea, we thought we don't promote the second we do everything else where we're just going to wait 40 percent commission and then literally two days before is we're setting up the affiliate center. I sit there talking to Russell. I'm like, anything else you think we could do to really entice people to get involved and promote this? Speaker 2:     17:19         He goes, you know what, Dave, we've never done this before. I'm like, oh no, where are we going with this Russell? Because listen, I've never ever done this. I know, but let's. Let's do a hundred percent commission. I'm like, what? You got to be kidding me? We're losing money on this thing. He's like, no, I want to do it. So we actually are doing a hundred percent commission where they actually get 100 percent xo. Once you opt in, the very next thing that happens is you need. Then you go to the option to buy the book and to get access to the membership site and in that membership site, get their plans, get the but most importantly, get behind the scenes of Bailey going through their actual two comma club funnel in clickfunnels with them. You get all that and instead of us typically keeping 60 percent, we are give a hundred percent. So you sign up for that cost you 100 bucks, you get all that and you get the hundred bucks back. The craziest thing is we're now seeing, we've done almost $300,000, 3000 copies of the book. I thought we actually had to order some more books day. I only thought we were gonna do too fast. And so, um, we've had to order now order 10,000 copies of this book because of the crazy impact it's having on so, so many people. But Speaker 3:     18:26         it's funny, Dave, because whenever me and Russell and a couple others in the voxer we're talking about like how many books to preorder and people were like, I don't know, 1000, 2000. I knew in my heart and in my head I knew it was going to be more. I'm like, I just, I know from just the power of doing summits, but then also just the value. And then when you made it 100 percent commission, I'm like, nope, we're doing. I know we're going to do more. I know it. Speaker 2:     18:50         Well we are far surpassed 5,000. Between five and 10,000. It's kind of where I think we'll be here. And that's crazy considering today's the 10th of September, we started this on the sixth and so it's been, we've got 10 more days in this thing and I mean it's just. Anyways, I'm super excited, super appreciative of view and I think we'd really have to focus more on is that those two comma club winners, Ashley funnel hacking themselves. I'm going to make a pointed out today. We'll go out to them. So for those of you guys who haven't, for some reason I haven't purchased it, you can go to 30 days.com, you can get a copy of the book, you get access to the virtual summit a, I'm going to end up taking this off. We'll strip the audio. This will put this on a funnel hacker radio, and so those of you guys would listen to it. Speaker 2:     19:31         I don't even know if this is going to be live. If you're listening to this by the time we get posted, but realize that we want to make sure that if you want to be involved in this, go to 30 days.com by the book and then if you want to go ahead and share it with other people. The part I'm most excited about after all the crazy work that Bailey's done on this, we. Then one thing you have to understand here, clickfunnels is things change all the time. This was not the original funnel. This was nothing. Original offer is changed like four or five times and I appreciate barely being so patient with us because we continue to change it all the time, but uh, so now we have the one funnel away challenge. It starts October 18th and it's going to be really a fun product, our project. So now you're going to go through basically learning about these 30 days and then he get Stephen Larsen and Julian Russell. They're basically coaching you through implementing your own 30 days. And so again, this wouldn't have happened if it wasn't for you. Bailey. So again, massive. Thank you to you. Speaker 3:     20:22         Thank you. And thank you guys. I click funnels though for helping me see the vision through like, you guys believed in it just as much, you know, it was awesome. So Speaker 2:     20:30         any other things you can think of? The people who need to know about this. I would also just say, you know, this makes sense. Speaker 3:     20:35         Fantastic offer for cold traffic or even warm traffic because even if somebody is not necessarily familiar with the click funnels culture and doesn't necessarily know what the two Comma Club award or the dream car award is, everybody wants to be a millionaire, right? Everybody wants to have that seven figure funnel and so the idea of 30 millionaires really coming together and sharing their secrets in business is very, very appealing to even the more cold traffic parts of your audience. And what I would also say is keep in mind that you're not just making those 100 percent commissions on the sale, but sticky cookies guys. I mean because the one funnel away challenge is going to help people understand the power of click funnels for their own business. Because once they get that funnel launched and they really start to see the incredible value that click funnels can bring to their business, they're going to stay and you're the one that's going to be reaping the longterm commission of that. So if you are an affiliate and you're not promoting this, I don't know why because this is one of the best offers. I think you could promote as an affiliate. Speaker 2:     21:39         I love it. So I have to ask. Out of all 30, who is your favorite? Speaker 3:     21:43         Oh Man. I don't even hate. I don't even want to answer because first of all, all of them or so were so good. Everybody's been talking about trey. Trey Lewellen. I think his is one of the best because to me it was. It was so different. It's a little bit different than what we normally hear, I think, and he has a really actionable plan that anybody can do. I, of course, I absolutely love Julie. She talks about being a service provider. If you are just getting started in business, how you can really bootstrap as a service provider. Spencer meekum talks about affiliate marketing. I mean, Gosh, I don't want me on the spot. That's not even fair. They're all incredible for for completely different reasons, which is one of the unique aspects of this event as well. You know, if if every 30 day plan was the same, it would be. It would be boring, but trust me, that is not the case. Every single one is so different and yet you will find a successful elements running through them all. Speaker 2:     22:40         I again, I totally agree. I think the part that I, I liked the most as you were mentioning there is they're each different. The other thing is they're all different verticals. They're all different niches. It's not like these are just people selling info products. I mean, you've got Amazon sellers, you've got affiliate marketers, you've got book publishers, you've got agencies, you've got chiropractors, real estate. I mean, I mean there's something for everyone. It really is, and I think that's the part I thought was really the most important thing is so often people think, well, it doesn't apply to me. Listen, if you can't go through those 30 days and find one, one plan, all you need is one plan. You just find one plan. There's got to be one plan out there that will fit what did that, whatever niche or whatever vertical you're in or that you want to get in. Speaker 2:     23:23         And I seen a lot of people have been talking to them and saying, well, you know, I don't know which one to go. I'm like, just pick one, you just pick one. I don't care if you pick, just pick one and just go for that one is and implement it. It takes. Just literally go through it step by step, day by day, take the next 30 days, pick one and go through it and it's funny. We were talking about trade and I remember, Gosh, working with trey when he first got started with click is his whole thing was I'm going to do a funnel every single week and I thought, man, that's a lot of fights at this point. I'm sitting there thinking, you know what, if for some reason if you started literally and took one of those and just did one for the next 30 days, if that doesn't work, then do a different one. If that doesn't work, you're going to learn so much in the process that something is going to click. Something's going to work and again, I just, we wouldn't have this asset if it wasn't for you. Bailey and again, we're super, super appreciative for all the hard work and effort that you put into this. Speaker 3:     24:15         Thank you. It's been an absolute blast. One of the best things in my career so far. Hands down. Speaker 2:     24:20         Any other parting words? Speaker 3:     24:22         You know, I would just say the only other thing I would say is that for some people, because I used to work with a lot of beginning and budding business owners, that's, that was my target audience for a really long time in my business and I think that um, not only is this book perfect for them because we are starting from scratch, but the speakers did such an amazing job packing the value into each one of their plans, that the only to do it in 30 days might seem overwhelming to some people. So the only other thing that I would say is that when even if you look at that plan and you're like, wow, 30 days, that's so fast, you know, that's, that's, you know, that's going to go by and just a flash, go cares do it. Ninety days doing 120 days, you know, you've got the plan there, you can do it in your time. That's really what it's all about. The 30 days gives each one of the plans structure and I love that so much, but you know, for those of you who are looking at this and saying like, wow, that's so much, you know, it's, it's okay to do it in your pace. The point is you've got to plan a plan to success and like you said, just pick one. Speaker 2:     25:22         I love it. So from everything you've learned, what are you going to do differently? What are you going to take and implement into your own business? Speaker 3:     25:27         Oh, absolutely. So first of all, in my own auto web, in one of my own auto webinar funnels, I've already made some changes based upon the interviews that I did specifically with Julie stowing, Caitlin pyle, and Steven Larsen who were showing us behind the scenes. Again, in those premium interviews, you can only get when you upgrade about how they did their auto webinar funnels. There were some changes that they had done, some things that I saw in there that I wanted to do and implement. It's changes into my auto webinar funnel. That was definitely one of the big things, you know, I was already doing like the dream 100 thing in my own business because of the way I do summits, but I've seen how I can implement that concept into other things in my business outside of just doing a summit, so that's been cool. I'm really going aggressive on getting video testimonials for my products and my services because of how I've seen how all of these two common cold winters are using them in their business. I could go on, but those are just a couple of the ones. Speaker 2:     26:24         I love it. Well guys, Bailey enough. We're actually so excited. This whole virtual summit thing. It is so funny. It's one of those things where if you take a look, everything that was old becomes new again and this was summit's I remember when it used to be telesummits before we had the all the video and everything else and when I first got started online tell someone's were the rage and then everyone's stopped doing them and no one's done this whole virtual summit. So we actually have a special treat at funnel hacking live because Bailey's going to be speaking on stage about all the craziness, about virtual summits, how they work, how you can do it. So again, sit close to Bailey's Bailey. I know people are gonna. Want to know how they reach out to you? What's the best way they can connect with you? Speaker 3:     27:05         Well you can check out my website, Bailey, Richard Dot com or you can send me an email at contact at Bailey, Richard Dot com and I'd love to hear from you. Speaker 2:     27:13         I love it. Again, everyone were super excited. We are to go to 30 days.com. I don't know what more we can save you. We haven't told you enough reasons why to get it. Just go and read the sales letter and to the video. Hopefully Russell can, can make it better than weekend. There's no reason you shouldn't be participating in this virtual summit. It happens again on, uh, July, September, 17th, 18th and the 19th. So the way it's gonna work, I don't believe you don't like to tell people how it actually works on those days. Speaker 3:     27:41         Yeah, absolutely. So when you actually sign up@thirtydays.com, what you're doing is you're grabbing your free ticket, which means that you are now going to be put on the list in order to receive the links that you'll need to watch the free interviews when they go live on September 17th, 18th and 19th. But here's the thing, we are only going to be releasing 10 speaker interviews each one of those days. So 30 speakers three days, 10 per day, right? And you're only going to be able to watch those interviews for 24 hours each. They are only available for a limited period of time. So September 17th, the first 10 are going to go up. Twenty four hours later, they're going to be taken down September 18th. The second side goes up 24 hours later if they're taken down. Okay? So you will be able to watch the first interview, the face to face interview that I did with each one of the speakers where they're going through their 30 day plans. That's what's included with your free ticket. When you upgrade, what you're going to be getting is instant access to the membership area that contains all of those interviews so you can watch them anywhere you want as many times as you want for life. Plus those behind the scenes funnel hacking videos we were talking about, plus a physical copy, that 600 page book of all of the Thirty Day plans from the speakers plus the admission to the one funnel away challenge which starts in October. So that's basically how it works. Speaker 2:     28:59         That's perfect. If you guys have any question on virtual summits, I highly recommend you reach out to Bailey. Bailey. Richard is Richard Dotcom. Yep. Bailey, Richard R I c h e r t and again, huge props to you. Huge. Thank you for pulling this thing together. Again, it's far surpass whatever I even imagined you guys would have been able to pull off. So thank you very, very much. Thank you for having me. All right everybody again, 30 days.com. If you haven't gone there, please go there. Uh, today is, we're recording this on September the 10th and so literally a week from today is when it starts, so please go right now and register@thirtydays.com if nothing else at least registered so you can get the free access, but you'd be absolutely insane and crazy not to get, just upgrade to the premium so you get the, you have to get the videos now you can get, get the video starting today and you start watching them and getting go through finding questions you have. And again, if you promote it you also get 100 bucks. So I don't know what more I can say 30 days.com. Go there, Bailey. Huge. Thanks again and have an amazing day. Speaker 4:     30:05         You too. Hey everybody, thank you so much for taking the time to listen to podcasts. If you don't mind, could you please share this with others, rate and review this podcast on itunes. It means the world to me where I'm trying to get to as a million downloads here in the next few months and just crush through over $650,000. And I just want to get the next few 100,000 so we can get to a million downloads and see really what I can do to help improve and, and get this out to more people at the same time. If there's a topic, there's something you'd like me to share or someone you'd like me to interview, by all means, just reach out to me on facebook. You can pm me and I'll be more than happy to take any of your feedback as well as if people would like me to interview more than happy to reach out and have that conversation with you. So again, go to itunes rate and review this, share this podcast with others and let me know how else I can improve this or I can do to make this better for you guys. Thanks.

One of our highest performing funnels to date, find out what we did and why. Today’s episode Russell talks about how the new 30 Days funnel was born and the process he and his team went through to get it up and running in such a short amount of time. Here are some of the amazing things you will get to hear in this episode: The history of why Russell reading a 30 day challenge 15 years ago and why he thought of it again. How this concept got going and what steps and people were behind the process. And how you can get involved in Russell’s 30 Day challenge. So listen here to find out why this 30 day challenge has already been one of Clickfunnels most profitable funnels. ---Transcript--- What’s up everybody? This is Russell Brunson. Welcome to the Marketing Secrets podcast, it’s late night, you can probably hear my crickets, and I got something really cool to share with you. Hey everyone, it’s Sunday night and I’m taking the garbage out to the curb. I actually already took the garbage out earlier, I’m just taking out an extra bag. That’s why you aren’t hearing me wheel the huge garbage cans for like half a mile to get there. But I was walking out and I just haven’t put out a podcast in a while and I got a lot of cool stuff I want to share. So many fun things happening, so many amazing things happening. So I thought I would just jump in here really quick before my battery dies and share some of the cool things. Some of you probably saw we launched a new project this month, or this week. I think right now we’re on a schedule, I think we’re going to roll out a new front end offer every 30 days, excuse me, every 90 days. So once a quarter, a really cool front end offer just because it’s fun and it’s exciting and it keeps our team sharp, keeps us all excited, keeps us actually doing this game. I see so many companies who we compete with who, I shouldn’t name names, but landing page companies with really confusing software. People who they go out there and they used to do the thing, then they create a tool to make that thing easier, and then they never actually use their own tool because they just sell the tool. I think that’s what’s unique about what we do at Clickfunnels, we actually drink our own Kool aid. I’m still making offers, I’m still writing books, I’m still doing funnels, I’m still doing high ticket funnels. We’re still doing it, we’re innovating, we’re creating, we’re always pushing the envelopes, where what other companies are doing that? I don’t know any that are doing that. So about once a quarter we’re rolling out a new frontend with a bunch of different hooks, different angles, different concepts, different ideas and then we’re doing a bunch of other fun things too. In fact, we’re trying this year to get done, do you remember earlier this year we were doing Project Mother Funnel? Now we’re looking on Project Value Ladder, which is the second phase of it. Then after that all next year is about once a quarter rolling out a really cool frontend to bring a new segment of the market in. But I digress, what I wanted to talk to you guys about today was the one we rolled out. So if you haven’t seen it yet go to 30days.com and funnel hack it. Sign up slowly for the process. A lot of time, effort, energy, and money went into developing this the way we did. So it’s kind of a blend of a couple of ideas and a couple different things. So I was going to share with you guys kind of behind the scenes. This is the stuff I get to geek out on with my team but nobody else gets to hear about it. So a couple of pieces, number one is back like 14-15 years ago there was this kid that came out with an ebook, he was 18 years old at the time, and it was called 30 Days to Internet Marketing Success, and in the book he’d interviewed a whole bunch of internet marketing guru’s and had them write out a day by day 30 day plan. If they were to start over from scratch, what would they do day one, day two, day three, from day one through all 30 days. Anyway, I bought that book back when I was completely broke and it was the first year my wife and I were married, because on our one year anniversary my parents were going to Hawaii, and they allowed us to bum along with them. So I was going on a plane with my wife and I actually went and printed out these two books. And I couldn’t afford all the paper we needed, so I printed 8 pages to a page, and I got them spiral bound. I still have them, I actually showed them on a Facebook live the other day. I remember reading through these 60 different guru blueprints of their 30 day plan and that was where it all clicked for me, on that trip. I read all 60 of them, in fact, it was fun I was looking at the original copy that I was reading, where they had 8 pages on a page, so their like little mini type, you can barely see the text. So I was reading them all and I was circling things, I was highlighting them. But what’s interesting, every single person had a different plan, but they all had a similar model. So everyone had to create a product, then they had a way to sell the product, then they had a way to get traffic. The way they did all those elements were different, different people created products different ways, different people flow things different ways. So I kept seeing a pattern though, over and over and over again. I was like, oh my gosh. I know the pattern, all I gotta do is create a product, figure out a way to sell it and drive traffic to it. That was it. Shortly after that trip I came home and created my very, very first product, pre-potato gun, pre everything, which was a software product called Zip Brander, which is hilarious. Anyway, long story short, it was the tool that really changed my life. That, and then about the same time I got Mark Joyner’s course, his farewell package, and between those two things it just, the whole model made sense, and ever since then I’ve been running. Anyway, rewind back probably 7 or 8 months ago I was actually coaching, I was doing my inner circle a decade in a day call, and for some reason during the end of that call I was telling, the idea popped back in my head and I think I shared it with the person I was coaching. I can’t remember who it was at the time. I was sharing it with who I was coaching and I was like, you should do something like this in your industry. I was telling how much it helped me and I was like, wait a minute. I should do that in my industry. Nobody’s done that concept in 15+ years. Let’s bring that hook back off the shelf and let’s repackage it and make it a thing. And then in the middle of that call I went and saw that 30days.com was available, and somebody owned it but it was for sale, so in the middle of my coaching call I sent the link to Dave, I’m like, “Dave buy this.” By the time I got off my call he’d bought it. He’s like, “I bought it, what is it?” I’m like, “Oh my gosh.” So I was telling him, “I’m going to bring that back off the shelf, the 30 day plan.” So there’s step number one. I knew that somehow I was going to bring that hook back into the world. I didn’t know how or what, but that was the first concept. Fast forward a little while later, I can’t remember exactly the context, but Julie Stoian and I were talking about summits and doing a tele-summit for Clickfunnels and bringing on the Two Comma Club winners and it’d be a really cool thing. But I was like, “I don’t have the energy to do a summit.” In the past I used to do summits, that’s how I grew my company in the very beginning, is through summits. I believe in them but they’re just a lot of work. And she was like, “Well I have this friend named Bailey, she is amazing at summits. She teaches it, she does it. I’ve been on a lot of summits, and Bailey was by far the most organized, the best person I ever worked with.” So we had a chance to meet Bailey. I was like, “Bailey we want to do a summit. Do you want to run it for us?” and she said, “yes!” so that was the second step in the piece. So then somewhere along the line it was like we should a summit but base it on the 30 day concept where we do this thing where on the summit you’re interviewing people. What would you do day one? What would you do day two? We should still do a book, have them write out the plans and get everyone a pdf that shows that person’s 30 day plan, and a summit where they can hear the person talking about it. So that was kind of the next phase. So Bailey went to work and spent, I don’t know, 3 or 4 months of her life interviewing all these people and getting the books put together. She just killed it, and she did such a good job. So that was kind of the next piece of it. And then Natasha Hazlett, if you guys remember Natasha…oh let me step back, Bailey is actually, all these people who are teaching me their super powers, I’m bringing them on the Funnel Hacking Live stage. So Bailey is going to be at Funnel Hacking Live this year showing her summit model, how she does her summits. So if you want to learn how to replicate what she’s doing, what she did for us, what she’s done for herself and other clients, come to funnelhackinglive.com and come to Funnel Hacking Live and you’ll see her present on that. So then a little while later, Natasha Hazlett, if you don’t know Natasha yet, she’s super cool. She’s also speaking at Funnel Hacking Live, BTW, by the way, about the topic I’m going to talk about next. So Natasha, she’s awesome and I can’t wait for her to share her whole story, but she’s had some big successes, some ups and some downs, and actually at Funnel Hacking Live, the second one where Marcus Lemonis was at, Marcus actually had a huge impact on her and it was a big transition point for her and her health and her life, and it was kind of this catapult that changed a whole bunch of things. Like a year ago she got inspired to write a book. So she wrote a book and she’s like, “I’m going to do Russell’s free plus shipping funnel.” She tried it and had okay results, but nothing earth shattering. And I’m sure she was frustrated and trying to figure out what to do and her and her husband decided, “you know what, instead of giving away this book for free, we’re going to sell it for $47 and we’ll bundle it with a challenge. The Unstoppable Influence 30 Day Challenge.” So she jacked up the price to like $47 bucks and it was the book and the challenge. She launched it and it hit and was super profitable up front, so she did this challenge, it was a 30 day challenge, day one, day two, all the way through 30 days with them. It got huge results from people because they were forced to consume the stuff because it was live, live, which is awesome. Then at the end of it, she did her webinar she traditionally does. And she’s pretty good actually on webinars. Her stats, on average she would close like 10%. But she did a webinar to all the people who signed up for the challenge at the very end of the 30 days and ended up converting like 20% and one of her biggest paydays of her life. Boom, at the end of this thing. I remember he messaging me, she’s freaking out like, “We figured it out. We cracked the code. We’re operational. I’m Two Comma Club’s coming!” And it was so cool, and so much fun to see her. And after I saw her model I was like, oh my gosh. There’s something super powerful about challenges. Then fast forward like two months later Garret White launched his challenge. If you guys have the Kings Kit Challenge, if not go to thekingskit.com and Garret’s was different but similar. It was this frontend challenge, it was $100 to get in it, and then he took you on a 30 day process and at the end of it, it sends them up to the next level and pushes them through his value ladder. I’ve been geeking out, I’ve signed up like 10 times for his. I kept watching it, month one he had a thousand people, month two, two thousand, then three thousand, then four thousand, and it keeps growing, these challenges he’s running. I watch how he’s kind of facilitating his. So as we’re putting together this 30 days thing, I was like, “You know what? We need to do two things, actually three things technically.” Number one we’re doing the 30 days concept because I love it, number two we’re doing the summit because it’s amazing, number three we’re going to wrap in a contest to this thing. I was like, “What’s our contest?” you know, “What’s our goal?” I said, “I keep telling everybody they’re one funnel away. What if we gave everybody a one funnel away challenge and focus on getting their funnel launch up and running in 30 days?” And that’s when the angels were singing, ahhhh. And we’re like, “This is the thing. This is going to be amazing.” So that was two weeks ago. So I’m like, that means I gotta record all t he content for a 30 day challenge and it had to be this week basically, or last week basically because for the next 6 weeks of my life I’m full, meeting zone, as you’ll probably hear me talk about on the podcast. So I was like, okay. I spent all last week recording it. So I pitched Steven Larsen, I was like, “I need you to be the guy daily who’s yelling at these people and kicking their butts and make sure they actually succeed.” And he’s like, “I’m in.” and then we’re like, ahhh. And we mapped out the whole thing there. And Julie’s killing herself getting all the other backend videos, so many people, so many things, everyone running. Everyone on my team, I mean everyone’s killing themselves and it’s turning out really good, because we kind of shifted the way the offer’s going to be all last minute. And it launched like less than three days ago. So basically the way it works, when you go to 30days.com you’ll see it, but there’s a page there where people register for free for the summit, the summit will be starting in like 7 days from now, from the time I’m recording this, and it will be live three days, and each day you’ll get ten people’s interviews and their 30 day plan unlocked. You can see them, you can download them, you can whatever, it’s all free. And then after you sign up there’s an upsell saying cool. You joined the challenge, the summits coming up really soon…..or you joined the summit, the summit’s coming up really soon, so you’re going to be learning everyone else’s 30 day plans, but what about your 30 day plan? What is it? I keep telling people you’re one funnel away, but you’re going to go through this stuff and then what’s your funnel, what’s your plan going to be? We need to execute on your plan. How would you like to be personally coached by me and Julie and Steven to get your thing up and live? Something like that, I can’t remember the pitch, but something like that. And we bribe them and say, “Look, if you sign up for this challenge it’s $100. I’m going to sen d you a free copy of the 30 Days, everybody’s step by step plan in a hard bound book…”  which ended up being 550 pages. It’s the biggest book ever. So basically we’re selling, I mean the book is free when they sign up for the $100 challenge, then we have an order form bump on there from the Funnel Audibles presentation from Funnel Hacking Live, and an upsell as well. And we launched that funnel three days ago, and in the first three days we sold, I can’t remember the exact numbers, it was like 2500+ people signed up for the challenge, which is insane. And then the upsell take rate and the order form bump take rate are second to none. We’re halfway to Two Comma Club in three days on this funnel that I did not think was going to be a profitable funnel, it thought it was…it’s crazy. We’re also paying out 100% commission on $100 to affiliates, so affiliates are going crazy with it, plus the speakers are going crazy with it, it’s just, it’s cool. So why’d I share that with you? A couple reasons, number one I just gotta tell somebody the whole thing. Number two, notice how we blended together a couple of different things. We found a really good hook, story and concept for this funnel. Every funnel is like a story line, so there’s this storyline that weaves it in right. Number two, what’s the frontend? It could have been a squeeze page, could have been whatever but we decided let’s make this a summit funnel on the frontend to get somebody in the door. Somebody that’s also working really good to get people to promote, and then the second step in the funnel wasn’t just a normal summit funnel. It was like okay now we’re doing a challenge funnel, what they sign up for right afterwards. Then we brought back the same principles you guys have been learning for the last 500+ episodes. We brought in an order form bump, we brought in an upsell, we brought in all these different pieces and boom, we’ve got this funnel that’s just killing it, like insane, doing insanely well. So yeah, I think this is one for those who are getting into this funnel game and thinking about funnel psychology. You have all these pieces, right. I look at the funnel world as a painter, you’ve got a pallet of all this paint. Everything’s not always a squeeze page, sales page, thank you page, or whatever. This funnel has to look like this. The structures are there but as soon as you understand what you’re working with, you understand the concepts then it’s like how do we weave these things together into something greater? In wrestling, we used to, there was this thing called chain wrestling. What happened is you’d learn a single leg, then a double leg, then you learn to take someone down. You learn all these moves in isolation. And then what would happen is you’d get in a match and you’re like, “I took that guy perfectly.” Then you stop and you’re like, “Okay now I gotta take him down.” But then at that point, that split second in your brain you’re shifting from move number one to move number two, the person escapes. And you’re like, “Ah, crap. He got away. Okay, go back. Move number one, then move number two.” And because you’re thinking move one, two, three, the person can get away, because it’s not fluid. So what chain wrestling is getting a point where you move one, one two, one two three, becomes one move. And if somebody counters you don’t stop and “Oh, what’s move two again?” You just start weaving these things together where everything’s happening in and out, in and out, in and out. And that’s with the best wrestlers. When you see them, they don’t stop and think of chain wrestling. They go from the first move to the second, to the third, to fourth, to fifth, with no breaks in anything. And if somebody counters, they instantly counter back. It becomes more than just the step by step. So for you guys that are geeking out on this with me and understanding this, if you look at why we’re having so much success it’s because it’s not always this rigid, this funnel and this funnel, and this funnel. It’s like,how do we chain wrestle, how do we make this fluid so that number one leads to number two and number two to number three? And all those pieces weave together in something amazing. So I’m learning about summit funnels and contest funnels and I remember that really good hook we had, we’re just weaving in the best principles of these things into something that’s new. And it’s not drastically different. If you look at it from a framework, it’s a squeeze page, it’s a sales page with an order form bump and an order form, but it’s blending these two or three different concepts together to make honestly one of our most profitable funnels yet. And it’s one we didn’t even have a big affiliate push behind, other than the speakers. People are driving tons of traffic and it’s really fun. Anyway, I just wanted to share with you because you guys care and you guys listen in and I appreciate you guys listening in. Anyway, with that said I’m going to go back home, go back inside, get to bed before my battery dies. If you enjoyed this episode, actually I’m going to start doing a fun thing. Take a snapshot of the screen of this, and go to your instagram and post it, and then tag #marketingsecrets, and let’s get a tag started with marketing secrets, and everytime you listen to an episode of marketing secrets that you like, take a snapshot and go to either FAcebook or Instagram or both, and then post the picture so they see what episode you’re on and say, “Loved this episode #marketingsecrets” and let’s some, let’s get people doing that thing, it’ll be fun. So that’s how I’ll know if you guys do it. So do that and tag me in it too and I’ll start seeing you guys tagging. And then my favorite people are the ones who tag me with cool stuff. So you will become one of my favorite people. So how about that, it sounds like fun right? Alright, cool. Thanks everybody, have a great night, and we’ll talk to you guys tomorrow.

The interesting truth behind what happens when you shift from being a generalist to a specialist. On this episode Russell talks about how he struggled to grow his business until he was able to specialize on a particular piece of it. He also gives examples of other people he knows who have been able to do the same thing. Here are some of the other awesome things to look forward to in this episode: Find out why being a “jack of all trades” isn’t good for growing your business. Why being the funnel guy has helped Russell become even more successful. Find out how you can become a specialist in a tiny piece of your market and why that will 10x your business. So listen here to see why it’s good to be a specialist. ---Transcript--- Hey what’s up everybody? This is Russell Brunson, welcome to the Marketing Secrets podcast. So excited to have you guys here tonight, I’ve got something really fun I want to share with you. Alright so, I’m not sure the best way to kind of pre-set this up. But I want to share this with you because I think this is why a lot of people struggle. In fact, looking backwards now, it’s always easier to look hindsight. But looking backwards, I think this is one of the reasons why I struggled for so long, for probably almost a decade. The reason why is because I was trying to do the right things. I was trying to figure out how to provide value for my customers. So I was learning all sorts of things. So as I was learning everything, I was trying to teach these things, trying to share things, which is good. I think a lot of times people like us, who are creators and who like to give and serve, it’s just kind of our nature to do that. So I don’t think it was bad, necessarily, but what happened, I started becoming a jack of all trades and a master of none. I remember that when I first started getting into the internet marketing business and teaching stuff, I looked around at the marketplace at the time, and there were people that were specifically good at one thing. Jeff Walker was good at product launches, Frank Kern was good as mass control, they had all these different people, I can’t remember all the names right now. Perry Marshall was PPC, Brad Fallon was SEO and everyone is good at their one thing. Then for me, I started learning all these things. John Carlton was copywriting, and I looked at all these people and they had one thing, but for me I was like, I was good at all those things. I knew how to do SEO and I knew how to do pay per click, I knew how to do the copywriting, I knew how to do product launches and I knew how to do all these different things. So I would try to sell myself, I would teach, I could do everything for you guys. And I would try to show them how to do everything. And what’s interesting, as I tried to show people how to do everything, it was hard to really grow and scale my empire, or whatever you want to call it. And it was always weird to me because it was like, oh you can go there and get that one thing from that person, but you can get everything from me, come to me. And I think just because I loved it all, and I geeked out and I wanted share it all. But because no one could ever look at Russell and be like, “Russell’s the guy who does this.” They were like, “Russell is this guy that’s teaching all sorts of stuff.” Because I didn’t specialize, no one ever wanted to come to me. It was really interesting, and it was always frustrating to me because I was just like, I felt like I was as good if not better than most of these people, but because I didn’t specialize it was harder to get people in. So that was me for a decade. I struggled because I knew I was good at all these different things, so because of that I wanted to do them all. Now fast forward to four or five years ago, whenever we started making this transition and as we launched Clickfunnels, I kind of became the funnel person. And it was strategic, because I was Clickfunnels it was like, “oh he’s the guy who does funnels.” And I started talking about it more, started sharing it more. I became obsessed with just that one piece. So because of that, I started just going deep into funnels. I think that if you ask anybody now, they look at me as, “Russell’s the funnel guy.” And I wasn’t the first funnel guy, I wasn’t….honestly, I’d been teaching funnels for a decade prior to that right. But for some reason, it was just one of the things in my tool belt, but it wasn’t the thing. But when it became the thing, it changed everything in my business. All the sudden people who wanted to learn funnels came to me. And I watched as my empire, my brand, my whatever you want to call it started growing dramatically. Now after I became the guy at this one thing, I was the guy at funnel building, what’s cool is I bring my audience is, but I can still do and still serve them in all the other things. But it all comes down to one core thing, funnel building, that was my thing. I was the guy about funnels. And then I can teach traffic, but instead of teaching traffic it was fill your funnel. Here’s how we fill your funnel full of people. I could still teach copywriting, but it wasn’t just copywriting, it was funnel scripts. Here’s how we do the copy for your funnels. I can still teach traffic generators, all these different pieces that I was good at. I can still teach them all, but they are in the context of this one thing, funnel building. And when I did that, you’ve seen how things grew. I was able to build, we were able to build software around it and trainings and everything else. Masterminds, and coaching programs all around this one thing, which was the funnel. Now once again, inside of that I can teach all the things I did before because now I was known for one thing that was the key. So that was kind of the first thing I wanted to share with you guys. But it goes deeper than that. Today I had a chance, my wife’s out of town at a funeral for her grandma, so I was home with the boys, so I spent a lot of time with them, which was fun. Then I also went and worked out on my own and kind of just had some time to myself too, so I was listening to podcasts, and one of the podcasts I was listening a lot to was Dana Derricks. His podcasts and one of his books and stuff like that, and it’s been interesting because I’ve known Dana now for probably two, maybe three years. He joined my inner circle and he spoke at Funnel Hacking Live this year. What’s interesting, when I met Dana, he was famous at the time for copywriting for Amazon listings. He was charging people 10 or 20 grand to write a listing in Amazon. And that was his thing. It was good, he was making really good money, but it’s one off things and he got tired of writing. So he was like, “I’m going to write a book and teach people how to do what I do.” So he wrote this book and then he was like, instead of selling the book for really, really cheap, I’m going to sell it for really expensive. So he started selling these books teaching people how to do Amazon copywriting for like $500-$1000 per book. And started doing better, gave him leverage, started making more money. But still the marketplace, it wasn’t the big market that he wanted. So then he transitioned from there to teach people, “You can write these really expensive books like I did.” So he created a book that he started selling for like $2500 that taught people how to write books and sell them for $1000 at a time. And that was a thing and it was doing well, but I don’t think it was ever huge. And then how he started selling that book, he got a strategy that I think he got from me, and I got it from Chet Holmes and it was this concept of the Dream 100. Chet Holmes, there’s one chapter in his book called the Dream 100 and then inside of my training, I think I’ve referenced it four or five times, I’m a big believer in the Dream 100. In fact, in my book Traffic Secrets, the foundation of that is the Dream 100, which is kind of cool. But then Dana took it and put it on steroids, he wrote a whole book about it, started doing it, did it for his own stuff and then started doing it for other people. And that became this new, if you look at Dana now, he has become the dream 100 guy. He has a whole back end thing for, I don’t know, 30 or 40 or 50 thousand dollars, where he actually does the dream 100 for you, and all these crazy things. He’s got his book on dream 100 and now that’s become his thing. He may transition again in the future, who knows. But for right now, that’s becoming his thing. He’s got the book on front end, he’s got the done for you or done with you on the back end, all these things, and he’s going deep, deep into this one little piece. This one piece that was a chapter in Chet Holmes book, it was a chapter of what I share and he’s taken it and gone deep and built this huge business out of it now, and it’s all just because he is now the dream 100 guy and he’s focusing really, really tight on that, which is really fascinating to me. I took my, here’s my scope of everything I could possibly do and when I took one piece of it and became the guy, when deep on that, that’s when everything blew up for me. For Dana, I think it’s the same thing. There was copywriting and then there was writing and all these different things, but when it became dream 100 traffic, this is how you get traffic, this is the best way to get traffic, the only way to get traffic, focus on the dream 100, dream 100, dream 100. That’s when things blew up. Now he’s got his dream 100 con coming out, which is a big event that he’s doing and all these things, but he’s going deep in that one vein and that’s where now people are coming in, because he’s the guy that does dream 100. Anyway, I think that’s so cool. I saw recently also, Steven Larsen’s sister used to work for us, Marie Larsen, and she, and I don’t know everything, kind of her whole story. But what’s she’s done really good, I believe she was helping Steven with his podcast and getting published or whatever and she decided, “I’m going to become the podcast person.” So she went down and was like, “I’m going to come down and become the best person at podcasting.” So she did that. “I’m going to teach people to do podcasts, I’m going to help them do podcasts, I’m going to build a service around it. I’ll do my podcast about podcasts.” All this stuff, she started focusing on that one little piece, that one little sliver of the market, and because she’s now becoming that person people are coming to her and she’s helping them do podcasts. And she went from not making any money online to overnight to making, I have no idea her revenue, so I’m guessing, $5000, 10000 a month or more and just….because that became the thing. Another good one is Giada Golden who is a super cool person. She was doing relationship coaching and other things and having success in different pieces, but inside of the Dotcom Secrets book, there’s one little chapter about soap opera sequences and how to write these soap opera sequences, so she took that piece and started doing it for herself and then started doing it for friends and started having success and started geeking out on going deeper, deeper, deeper now. She’s like, “I’m just going to be the person who writes these really amazing email sequences.” And then she did it for one person and it blew up for them and then someone else, and someone else. And everyone started hearing about it, and right now she’s making, again I don’t know her exact numbers, so I’m probably not even, I know it’s well. I know it’s more than $25,000 a month she’s making writing emails for people and going deep into that. And she hasn’t even created a course or training or anything, she’s just doing this service and making more than a doctor makes because she went super deep on that one little skill, that one little piece. So for you guys, I think a lot of times we’re trying to become so good at everything, teach everything, do everything and that kind of thing, but look at the whole market, look at all the stuff out there and just pick the sliver that you could become the person at. That you could go the deepest, that you could be the best in the world at that one little thing. Figure out that one little piece and go deep. That’s the magic, it’s not in being a generalist who’s good at everything. You can do that, and you should do that, because it’s good to have your skill set there, but the magic comes when you specialize in a little thing. Look at doctors for example, the more a doctor specializes in a thing, the more money they can charge. I’ve got a lot of people who live around me that are doctors and the ones that go to more medical school to specialize in a tinier thing, make more money than the generalists who are able to fix kind of everything. So that’s the mindset I want you guys thinking through. In your market, how do you become the person, the sliver, the one little piece that you’re going to own, it’s going to be your thing, that you do better than everyone else, that you can geek out on. So when someone’s like, “What does so and so do?” “Oh he’s/she’s the person that does podcasting.” “..that does email sequencing.” “…that does weight loss for teenagers.” Whatever it is in your market. What’s that thing? Find that thing. And don’t be nervous, “Oh it’s such a small segment.” The smaller it is, the more specific, the more specialized you become, the more valuable you are. When I became, when I was Russell Brunson, the guy who knew every type of marketing known to man, I was a generalist and I didn’t get paid what I feel like I was worth. When I specialized and became the funnel guy, that’s when my income exploded. After you understand that, then it’s like you can layer on other things within the context of that, but you do it all from the same foundation. Like I said, with funnel building with me, that’s my thing but I can lay on copywriting, I can lay on traffic, lay on these other pieces still but they’re all tied. You’ll notice I pretty much have funnel in every one of my podcasts now. Funnel or secret, those two words are mine, they’re in everything, because those are the things that tie back to the one thing I’m the best in the world at. So for you, just think about that. What is the thing you can become the best in the world at, and the smaller…you think about Dream 100 that’s such a small thing. For me it was a page and a half of one of my books, that’s as much effort I put into that. I wouldn’t have thought you could build a huge business with it. Because someone took that piece, that sliver and went super, super deep, boom. Dana’s building a multi-million dollar a year business out of it. Giada took Soap opera sequences, that one little piece, five or six pages that she learned and then went deep with it, boom $25,000+ a month coming into her, just for writing emails. She’s beginning this journey that’s going to turn into a multi-million dollar business by actually doing this service and training and teaching all this other stuff around it. And then with others as well. So just think through that you guys. Just start thinking aobut that for yourselves. You don’t have to be good at all these amazing things, just pick the little sliver that you’re going to become the best in the world at and go deep there. And the deeper you go, the more you master that craft, the more people are going to come to you because they’re going to want that thing because you’re the best in the world at that piece. So I hope that helps. I appreciate you guys all. Have an amazing night and we’ll talk to you guys again soon. Bye everybody.

If you want to see the impact that ‘plata o plomo’ had on one of our funnel hackers, listen to this episode. On this episode Russell talks about setting lead or gold, or plata o plomo deadlines in order to be able to achieve your ultimate goals. Here are some of the awesome things you can look forward to hearing on today’s episode: Get an update on one of Russell’s friends that was previously discussed on the podcast. Find out how Russell’s friend was able to give himself a plata o plomo situation in order to find some success. And hear why Russell still sets lead or gold deadlines for himself, and why they could work for you in your business as well. So listen here to find out what plata o plomo means, and why it’s so effective in helping people achieve their goals. ---Transcript--- What’s up everybody? This is Russell Brunson, I want to welcome you to the Marketing Secrets podcast. Hey everyone, it’s Friday, it’s the last day of school. I just watched my 5th grader graduate from 5th grade, which is exciting. Tonight we are driving to Utah for a couple of reasons, number one, I’m going to go see my Mom and Dad, which is always amazing. Number two, my kids get to go see my brother and his kids, which is really exciting, they’re pumped for that. And number three is we’re going to Tim Ballard’s and we’re going to be filming a part for the OUR documentary, kind of a call to action at the end where people can donate to raise money for Operation Underground Railroad. Then number four, there’s a big thing, entrepreneur of the year award thing, that I’m in the finals for, and I’m going down for that. Apparently it’s a black tie event, and I don’t have black tie stuff, so yesterday I raced to Men’s Warehouse and bought a nice suit and nice tie, and now they’re getting them all custom fitted, and I’m hoping and praying they get them done before I drive past the building on the way out of town because otherwise I will be dressed up in flip flops and shorts at a black tie event. Anyway, wish me luck. Hopefully I’ll have a shot at winning the entrepreneur of the year, which would be kind of fun. And that’s kind of what’s happening. This week we had our Two Comma Club X event, it was here in Boise. It was really cool, we had about 250-300 people who were here. And I didn’t go to the event because I’m trying to, those system events it’s run by James P. Friel, Steven Larsen, Julie Stoian, John Parkes, and then Brent Coppieters kind of running it. So I don’t need to be at those ones, which has been nice. They’ve been doing them all so I can stay home and continue working on Mother Funnel, which is still not live. Anyway, I digress. Afterwards, they wanted to come and do a tour of the office so they’re all bussing over to come do a tour of the office. And I was like, I want to speak. And they’re like, “No you need to go home. It’s going to be too much. They’re all going to want pictures with you.” And I’m like, “I know but I really want to talk to these guys.” So we jammed 200 people into our conference room that holds like 60 people, they were sitting on the floor, and standing room only. I came in and had a chance to do a presentation for them, which was really, really fun. I love that stuff. The energy in the room was palpable, you could feel it, you could taste it, it was so cool and I shared with them some stuff. But the one thing I wanted to talk to you guys about, those who were in the Two Comma Club X program, you remember that I gave a presentation at Funnel Hacking Live called “Plata O Plomo” Which stands for Lead or Gold, or Silver or the Bullet, depending how direct a translation you want to get. And the whole thing was basically like, we want you guys to get in the Two Comma Club, but if you want to come in you have to set your lead or gold thing. And the story behind lead or gold, I heard this originally from Gary Halpert, he talked about the Mexican Mafia or whatever, if they want to get a law passed, or a law changed, they go the politicians like, “You need to change the law.” And they’re like, “No, that’s insane.” So he said that night these same mobsters, they’d break into the homes of the politicians and come up to them and have a gun in one hand and have a bag of gold in the other hand, or silver, and say, “You need to make the law change, and you’ve got two options. Number one is lead, I’m going to kill you if you don’t. Number two is gold or silver, and you get a payment if you do.” And that was kind of the metaphor, when that’s your two options, either lead or gold, you pretty much figure out a way to make it happen right, when those are your only options. So the whole thing of this is like, if you want to be in Two Comma Club you can’t stop, you gotta stop thinking about it and dreaming about it, you need to make it a thing. Make it a lead or gold, plata o plomo thing. And so this is why we have this coaching program, we call it Two Comma Club X and it’s to get a Two Comma Club award, and then Two Comma Club X which is the 8 figure award, and it’s going to be plata o plomo. We’re going to push you guys along and it needs to be life or death. If you can trick your mind into being that, you’ll actually have success. And from that we had 3000 or so people in the room, 600 or so signed up for the program and that’s the people that are in this program that we’ve been serving. And it’s just been really, really fun. We’re sending them all these cool plata o plomo things. They all got t-shirts that say plata o plomo now, and it’s like the chant, the mission statement for them. Lead or gold, we gotta make this happen. We’re moving forward, we’re doing it. And it’s not a cheap program, it’s either $18,000 a year or $1,800 a month. So it’s expensive. And I told them, “The reason why it’s expensive is I want this pushing you and getting you to take steps.” Because if it’s like, oh it’s a $97 a month continuity program, you’re not going to take this serious. It’s like, “Oh my gosh, I gotta make this work.” Anyway, so I did this presentation with them, and I talked about a bunch of things, but that was a big one. It’s like, “Look you guys, Funnel Hacking Live was two months ago. Where are you at now? Have you been setting your own deadlines? Set a deadline, make it a plata o plomo deadline. I have to get this piece of the puzzle done. Don’t go to bed until it’s done. Then pick the next date. Set these dates to pull you through.” Anyway, it was really cool. And then the coolest part, is this morning. One of my friends, and if you’ve been listening to this podcast forever you heard, I did a podcast with one of my friends from elementary and junior high school who was struggling. And I reached out to him on Facebook and anyway, I tell this story in a different podcast, I’m not going to go deep into it, but I basically told him, “If you go and listen to a bunch of my podcasts, I’ll tell you what it is I think you need to do to help you.” And he agreed to do that, he went and listened to, I don’t know, 20 or 30 podcasts, so I recorded an hour long podcast for him specifically. So if you go back in the archives, you can find it. It’s an hour long, and I talk about 3 types of people in the business. Go and find it. There’s my trick to get you to go binge listen to every episode from the last year. But it was about a year ago, so hopefully you can go and find it. Anyway, long story short. Funnel Hacking Live, I was still communicating with this friend and he wasn’t able to come because it was expensive and he wasn’t making enough money yet. I said look, “I’ll give you a free ticket if you can figure out a way to get out there.” What’s fun is this morning, I don’t want to ruin the story, but he joined the Two Comma Club x program and he came this morning to my house so we could hang out for like an hour and we could talk. And he was telling me the story from his point of view. He was like, “Look, I didn’t have money to come to the event, so I put it on credit cards. And I was like, hopefully I can figure out a way to make at least $3 grand back in credit cards. I came out there and then you guys made the presentation for the Two Comma Club x, the plata o plomo. I was sick to my stomach. It was so much fun to watch the presentation and see the master doing his thing. But then that night I went back to my hotel room and  I was sick to my stomach because I knew I needed to be in it, but I didn’t have the money. “You don’t understand, my rent is $700 a month, the last two years prior I was making $25 thousand a year. We were in poverty. And you made this presentation and it was $1,800 a month and I sat in my room crying because I knew that I needed to be part of it, but I knew I couldn’t. I called my wife and we talked about it and we just said, we’re not in a point of our life when we can and maybe in the future we’ll figure out a way to do it.” And he said he went to bed that night and struggled and couldn’t sleep very well and the next morning he woke up and went down to the event early and was standing around and he went and was talking to Kevin Annison, who is one of our video dudes. The guy who does all the Funnel Hacker TV stuff, and he said after talking to Kevin, he said, “I need to join.” And he said, “I walked over to the thing, I gave them my credit card and signed up for this program that’s $1800 a month that I couldn’t afford but I knew I needed to do. As soon as I felt it, I had chills, I knew it was the right decision.” And I didn’t know this at the time, had I known I would have been like, “No, dude.” I probably would have talked him out of it. But he said he was so scared he didn’t even tell his wife right away. He went home for a week before he told his wife and then he finally told her. And she was like, “We don’t have $1800 a month. We can’t do this.” And he’s like, “I know. Now I have a plata o plomo. I have to figure this out. I gotta do it.” And he started just telling me what he did afterwards. He went and created an offer. He’s like, “I saw how Russell created an offer, so I created an offer for my video work and I went and presented it to somebody and they were excited but they couldn’t afford it, so they said no and I was kind of bummed out. Then I met someone else, we were working on a project, and then they wanted to do more stuff with me, so they asked me for a quote, and I told them $25,000. I made them an offer with a stack like you did, and they said yes. That one deal I more than paid for the coaching program.” And then since then he’s closed another deal of $11,000 I believe he said, and he’s got other ones coming in the pipeline. And for him it was that plata o plomo. Where it was like, for a year prior we’ve been talking about this, he listened to the podcast, he’d been kind of moving things forward, but it wasn’t until he had that lead or gold thing, where it’s like, look you’ve got two options. Either make this work or you’re done. And when he had to he was able to figure out a way. So I just wanted to share that with you because man, when he was telling me that story this morning, as someone who’s a friend, who I’ve known since I was 5 years old, it was cool. And I would be kidding you if I didn’t tell you I was scared to death when I found out he had signed up. I’m like, dude, I know you don’t have the money for this. You shouldn’t be buying this. But for him, it was like, “I needed that lead or gold to push me, to make sure that I did it. Now I’ve got this network of humans and entrepreneurs I connect with at a different level than normal people. And all these amazing things are coming from it.” Anyway, so plata o plomo, I just wanted to share with you guys because I know a lot of you guys have been playing this game for a long time, you’ve been listening, you’ve been sitting on the sidelines, paying attention and enjoying it, but I think for a lot of you guys you’re not going to have the success you want until you make that plata o plomo decision. And it doesn’t have to mean giving me $1800 a month. That’s cool, if you want to do that. I’m totally up for it. But it means like, setting your deadlines. This has to happen and forcing your mind to believe it. I’m in a weird state now where CLickfunnels is growing insanely fast, and you know all this amazing stuff is happening and I don’t need more money. We don’t need to launch the next funnel or whatever, but I still trick my mind, this is the launch date. It has to happen. Plata o plomo. I get my whole team convinced and we set these dates and we don’t miss them. That’s why you probably hear me on the podcast sometimes, “Well, it’s 3 in the morning, but we had to be here because tomorrow the funnel is going live.” And you’re probably thinking, why in the world is Russell doing that? He’s made enough money, he doesn’t need to launch this next funnel. Why doesn’t he push it out a week or two and get it done the right way? And the reason is because I know what causes success, it’s that mindset of plata o plomo. It’s the mindset of this has to happen. I would argue that the reason why I’ve been successful is because of that. I’ve tricked my mind into that, I’ve continued to. The reason why I continue to keep pushing the envelope, the reason why we’re continuing to grow. I’ve been in this game for 15 years now, I have seen friends and businesses come and go, businesses who I thought were so big they would never topple. They’re gone now, you guys wouldn’t even recognize the names if I mentioned them. And what’s the difference? I think the other ones’ people become complacent. If we’re like I don’t want to become complacent. I want to grow and to serve. I can’t have the impact on the world I want to have if I stop or if I shrink. I gotta keep on growing. So it’s like setting these deadlines, keeping things going forward. The plata o plomo for me, doesn’t just mean money. It means the impact I want to have. So I just encourage you guys to start looking at that mindset and shifting it and realizing that if someone broke into your house tonight and said, “Look, this funnel has got to go live by Friday or else you’re dead. Or if it does go live, you get this gold.” Which one are you going to do? What would you do? And how would you trick your mind to be able to figure out the right way to do it? If you do that you’re going to figure out the right answer. So there you go, I hope that helps you guys. I’m going to go in and get some stuff done because we got a webinar next week and my plata o plomo moment, I literally have two hours and fifteen minutes before it has to be done, because at that point I’m jumping in the car and driving to Utah, so plata o plomo. That’s what’s happening right now in my world. Pick your date, make a plata o plomo moment, and run after it. With that said, appreciate you guys, have an amazing day and we’ll talk to you guys soon.

Social Media is constantly evolving. Listen and learn about what it takes to make it as an Entrepreneur in today's content saturated world... What's going on everyone? This is Steve Larsen, and you're listening to a special episode of Sales Funnel Radio. I've spent the last four years learning from the most brilliant marketers today, and now I've left my 9 to 5 to take the plunge and build my million-dollar business. The real question is how will I do it without VC funding or debt, completely from scratch? This podcast is here to give you the answer. Join me and follow along as I learn, apply and share marketing strategies to grow my online business using only today's best internet sales funnels. My name is Steve Larsen, and welcome to Sales Funnel Radio. What's up guys? I'm super excited for you to be here. This is going to be a massive treat for you. I've got to tell you, the topic we're going to go through today and frankly the person that I've brought on today, at first this topic I discredited just a little bit. I'm not going to lie, which is shame on me, poopoo on me, right, but I'm very excited for you guys to learn more about this. The longer I've been doing this game, the longer I've been part of this, the more I've looked at what this person's doing, it's just with sheer awe. I cannot believe everything that he gets done, and I'm very excited. I'm super honored, actually, to have him on the show. It's going to be great. Anyway, I want to welcome to the show, though, Mr. Josh Forti. How are you doing man? Josh Forti: Hey Steven. Good to be on here. Thanks so much for having me on. I appreciate it. Steve Larsen: I'm super excited. I was thinking right before you got on here, I was thinking through kind of the different times we've brushed shoulders. Josh Forti: Yeah. Steve Larsen: But not really actually spoke. You know, I know you came to the Viral Video launch. You had an invite for that for sure. I saw you over there taking pictures with Gary V., and I was exhausted by the time that event came up. I barely remember anything. Everything was hazy... Josh Forti: I got roasted by Gary V. at the Viral Video event. Steve Larsen: I remember that. He was standing right there. Josh Forti: Remember that? Steve Larsen: Yeah. He roasted you hard, man. Josh Forti: That's right. That's right. I think you handed me the microphone for that, too. Steve Larsen: Yep. Yeah. I had no idea we'd work this much together and have you on the show. Josh Forti: Who knew, who knew? Steve Larsen: Who knew? Yeah. And then it was really, right, we did that Mastermind together. Josh Forti: Yeah. Steve Larsen: And I heard you speak and I swear gold was just spraying everybody in the audience, just all over the place. I could not believe what you were saying. It was amazing. It was incredible. This whole other side of the funnel where the person is the funnel and really diving into personal branding. You're clearly, in my mind, I actually believe that you're like the foremost expert on personal brand creation. I'm just so honored to have you here... Josh Forti: Oh man, well I really appreciate, really appreciate that, and I don't know if I'm the number one, but I certainly try to be. Yeah, we've had a lot of fun with it. Steve Larsen: I'll say it for you. Josh Forti: Okay. You can say it for me. I like that. I like that. Yeah. We've had a lot of fun with it. Steve Larsen: Honestly, it was when we were standing outside right after that Mastermind and I saw not just that you were like, I mean, dude, you're very smart. You get a lot of stuff done. You're a go-getter and a hustler, but then also you're intent on helping the world. That's when I was like, man, I've got to get close to this guy. That wasn't long ago. That was like a month ago. Josh Forti: It feels like it. It was a little longer than that. I think it was, back in January. That was in Vegas. Steve Larsen: Oh, that's true. Josh Forti: Right? That's when that was. We spoke there. That's when we first officially met. We had brushed into each other like you said, but we officially met. We spoke on the same stage. I remember at the event someone was like, Steven Larsen's going to be speaking. I was like, well, if it's good enough for him, it's good enough for me. So, I'm super happy that we got to meet up there and, yeah, form a friendship that eventually led to us speaking together again down at the Mastermind before Funnel Hacking Live. Steve Larsen: Oh, yeah, that's right. That's awesome. That's awesome. Yeah. You know, so for those in the audience who may not know who you are, how did you actually get into this, this area of personal branding? I think the area, like I've had such an issue with it just because I've not ever known really what it is. It seems a little bit fluffy and you're so clear on how to do it. How did you get into this? Josh Forti: That's a great question. So, actually I grew up through high school, I was home schooled and I grew up on a farm. I had no online presence at all. In fact, I wasn't even allowed to have texting on my phone until I was 18, so like really knew nothing. Steve Larsen: Right. Josh Forti: I got into insurance. Long story short, dropped out of college, got into insurance sales and realized that the internet marketing space was this huge trend that a lot of these businesses that we were working with were totally missing out on. And so I went from there and I was like, man I've got to start studying this, so I started studying e-com and started studying all the different things and blue like several thousand dollars with no success, no results whatsoever. I was like, man, it can't be this hard. I mean, like I've got to figure out a way for me. How I started into it was I was just trying to figure out a way to grow an audience so that I could test like landing pages. Even if I was giving it away for free, I just wanted to be able to test it without having to pay for it... Steve Larsen: Right. Josh Forti: And get the audience's response. Tell me what I was doing right, tell me what I was doing wrong so that I could service them better without having to pay thousands of dollars up front for not getting any results. So, I actually started on the Instagram platform. I thought that was, for me, the fastest way to like grow an audience. I didn't really understand Facebook at the time. We hear all the time, organic range on Facebook is dead... Not entirely true, but I started on the Instagram platform and played around with just some different accounts. I bought a course on it. I loved the Instagram game and I loved everything that was there. It is. It's a game. Steve Larsen: Sure. Josh Forti: Just finding the little trends and pieces there. I launched a company with a business partner of mine, and together we grew and managed several million followers on the Instagram platform. aCtually, it was just the beginning of last year we decided we had kind of different visions for the company. He wanted to go kind of more the agency route and specifically just servicing that, and I really wanted to help like people launch like Instagram accounts. I wanted to like give back the information that we had and like really help that and you know, different strokes for different folks. So he went one way and I ended up selling the agency that we had built to him. That allowed me a whole new world of opportunity. I was out on my own. I had contacts and I'd just sold a company. I went out and invested in a couple different coaches and some programs and really just dove into all things branding and social media. I read Expert Secrets and Dotcom Secrets and everything that Russell talks about and came up, and I'm only 24 years old right now, and so just studied and studied and worked and applied and worked and launched a Facebook group shortly before I sold my company, about, I don't know, six months or so before I sold the company out and have not run a single dime of paid traffic to it. It's about 18 months old. Steve Larsen: Wow. Josh Forti: We just hit 30,000 members in it. Steve Larsen: Holy crap. Josh Forti: Being able to use a lot of the tactics that Russell talks about in marketing with the attractive character and really being authentic with your audience and really going out there and showing them the behind the scenes, a lot of people are like, man, you know, you are authentic or you're showing them the good, the bad and the ugly, like they're never going to buy from you, right? Steve Larsen: Yeah. Josh Forti: And the thing is, we live in the world of experts, but we also live in the world of influencers, right? Like, you do need to be an expert at what you do, but you have to understand that if you have a single follower, you're more credible than the person without one, right? Steve Larsen: Right. Josh Forti: And so if you're one step ahead of whatever it is that you're doing and you show them the good, the bad and the ugly, what that does is it builds trust, so people can go out. We live in an overwhelming world of information. I can go onto YouTube and figure out absolutely anything, so if you're full of crap, I'm eventually going to figure it out, so if you're lying to me, you know, I'm eventually going to see that, where if you just show, hey, this works, this doesn't, here's what we're doing over here, here's what we're doing over here, people love that and people eat it up because then they know that you're going to be honest with them. We've had so much success with that. In fact, I've done, this is a funny fact, two six-figure businesses now and I've never spent a single penny on paid advertising for either one of those. Steve Larsen: That's so cool. I mean, seriously man, congrats! That's incredible. Josh Forti: I appreciate that, man. Does that kind of give you a background there of everything? Steve Larsen: Yeah, yeah. Absolutely. I guess, when did you realize that you were getting it, you know what I mean? When did it start clicking? Josh Forti: Well, I must say, my parents always taught me to work hard. I grew up on a farm. I was homeschooled, and I have seven siblings, so you kind of partner all those things together and you realize you just kind of have to work hard in life. Steve Larsen: Right. Josh Forti: I wouldn't say I felt ... I still don't know if I get it, Steven. Steve Larsen: Sure. I know we're all still getting it. Josh Forti: Yeah, yeah. I think that the point in my life where I understood that I got it was when I realized that I was willing to go learn and do above and beyond what everyone else was willing to go learn and do. When everybody else was out at the movies, and I have nothing against going out to the movies or taking a night off, but I spent two years of my life studying and going to conferences, seminars and things like that and when I came back and when I realized that just simply being around those type of people and just simply being immersed in that versus being immersed in say pop culture of like movies or music or whatever that thing was, you know more about that. For me, that was a really like a first step in the right direction for me because, I mean, we as an entrepreneurs, I really believe that we all, at some point or another, struggle with a lot of self-doubt. Steve Larsen: Yeah. Josh Forti: While I'm a very confident person in myself and what I can do, being around those type of people and realizing that, hey, I'm at least making actions and decisions that drive me in the direction that I want to get close to was an encouraging reminder to me. So that was kind of the first step in the right direction and then as far as like making it, what do you mean, like having it figured it out? Like, specifically when I thought I knew Instagram or when I thought I could do this or like what specifically? Steve Larsen: Sure, sure. I just like to ask that because we all kind of go a different route with it, which is kind of cool, but, yeah, really with Instagram, when you realized that like, oh my gosh, this personal branding thing like it's suddenly is clicking, you know. I see the path at least far enough where I can have results for the people and make money with it. Josh Forti: Yeah. I'm going to take us back to Funnel Hacking Live. Steve Larsen: Sure. Josh Forti: Remember when Russell was on stage and for those of you that weren't able to attend, uh, you missed out, but he was on stage, and on Friday he was talking about, and really, the whole theme of the conference was if you just follow a proven formula for success, you will be successful with it. Remember when he was talking about that? Steve Larsen: Oh, yeah. Josh Forti: Yeah. So, I think I realized that I had figured it out when I was first able to duplicate my results and so on Instagram I grew my first account to, I think it was 30,000 or 35,000 followers, and I got the idea that I was like, well, I did it once. I wonder if I could do it again. So, I do everything kind of over the top, so I went and opened like eight other accounts... Steve Larsen: Love it. Josh Forti: And tried to do it on eight different accounts and figured out the niches. I think five of them stuck, and so I had five or six accounts at this time and all of the sudden all of them were at 10,000 and then 15,000 and then 20,000 and then 30,000, and then I realized this is just a system. Like, it's a formula and when I realized that there was just a formula for growing accounts and a formula for growing social media, people often complicate it and they're like, oh, you know every platform's different, every platform's this. They are, and the content that you post on those platforms may be different types of content, but the concepts of social media, of the goals that you're trying to accomplish are all the same. Once I figured out that formula I knew I was set. I was like, there's nothing I can't do on social media now if I have either A) The time or B) The budget. If I have one of those two things, I can do anything. I think that's when I figured out that there was a proven formula that I could just duplicate over and over and it looks different for each account, looks different for each niche that you're in, but the formula of what you're trying to accomplish is the same. Steve Larsen: That's awesome. That's super powerful. It's powerful insight for sure. I just want to ask too, so, okay, you obviously are like me and you're constantly diving deep into the thing you're trying to be like the best at. You're constantly learning. I'm sure you're constantly moving as forward as fast as you can. Out of your own curiosity too. It's like no one's forcing you. I'm sure you're the same... When you were diving deep into this stuff and you start getting into social media, you get into personal branding, how did you choose what to learn and what not to learn? Josh Forti: Oh man. That is such a tough question. Steve Larsen: I know. Sorry. Josh Forti: No, no, no. This is really good. You know what's interesting is the reason that I got into personal branding I think is because of this question right here. Steve Larsen: Interesting. Josh Forti: Because you think about it and you go, who do we learn from? I look at the people that I modeled after. The only people that I followed were people that I wanted to become like because in my opinion and especially in the way of the world that we're going right now, if you're taking advice from people that are not doing what it is that you're trying to learn and you can't relate with what they're trying to do, why would you take advice from them. That's like the mentality that's going through my head at the time that I'm starting... Steve Larsen: I believe that. Josh Forti: And so as I looked back, like who did I model? I modeled after Russell Brunson. I modeled after Tai Lopez. I modeled after Gary Vaynerchuk. I modeled after Grant Cardone. Those are my four big top influencers in all of marketing right now. If you were to say, Josh, who are the top four? Those are them. What do they all have? They all have a personal brand. They've all gone out there and established what it is that they've done, and so, I think for me, I look at the person as who they are. Now, do I agree with everything Tai Lopez does? Absolutely not... Or Russell or Grant or whoever, but because they have elements in their business that I want to model after and I like who they are as a person in that area, I'm going to go and I'm going to learn from them. So, for me, I decide what I'm going to learn or not learn by actually studying what the person stands for and looking at the life that they have. I hardly ever buy, even like a lead magnet or download anything for free until I go out and actually study who that person is. And so I just got a book in the mail, Millionaire Success Habits by Dean I can't pronounce his last name. Steve Larsen: Graziosi. Josh Forti: Yeah. But I saw his ad probably 100 times before I bought his book. I finally sat down and was like, okay, who is this guy. I went and I looked at his brand and I looked at what he was and I looked at what he stood for and that's the power of personal branding. Everything that I do and everything, like if I choose to study someone or something or learn or not learn, I look at who they are as a person because I think that's really important to me. So, I got into personal branding for that matter because I was like, if someone's going to look at my content, whether it's a physical product, a digital product, free paid whatever, I want them to be able to come look back at me and know exactly what I stand for and if that aligns with what they are going to be doing then they are going to come learn from me and be up front about it. Having that personal brand, I mean, I can't tell you how many people I've asked and say, why do you use click funnels? The click funnel platform is awesome and I love it and it's so much fun, but a large majority of the people were like, I wasn't that interested in click funnels at the beginning. I was interested in Russell Brunson and then he showed me click funnels and it was like, oh my gosh! This is awesome... Steve Larsen: Right. Josh Forti: But it was Russell that brought them in and that's the power of a personal brand, and I think that we really need to realize in the online space if you don't have a personal brand you're either on your way out or already dead. You're just becoming irrelevant after awhile. Steve Larsen: I completely believe what you just said right there. That's so true. As far as from a top level, I just want to ask a few questions here because you think of like, I mean, you service a lot of like these funnel builders of that community as well. You've helped a whole bunch of people like that. You've helped some massive individuals... Josh Forti: There's definitely been some Instagram touchpoints with some big, yeah, big influencers in that area as well as a lot of people in my inner circle and a lot of people in really all areas and all industries, yeah. Steve Larsen: You've been all over the place. You're very much, and what's interesting too, I mean, when I think about, like, what I do, right, I go through and I help people get their phone off the ground, their message, their offer and get that out the door and, yes, totally, I mean, you obviously don't need a personal brand to go get that off the ground, but the personal brand becomes this vehicle that just explodes and accelerates in this ridiculous way. I want to ask a little more how someone actually does that, but how do you define a personal brand? You know what I mean? Like, what do you even say that actually is? Josh Forti: Yeah. Yeah. So, summed up in a very short phrase I say, your business is what you do, your brand is what you stand for. Steve Larsen: Cool. Josh Forti: If you think about that, in the message of personal branding, we're shifting as a society and I think we really need to understand that while we still definitely have big corporations and big things like that, we're going very much to a freelance society, to an online marketing society and things like that and really you have to go make a name for yourself, and it's expected because it's so simple. I say that hesitantly, simple to do. Not easy, but the concepts there are simple. It's almost like required, like as a prerequisite... What I tell people is you want someone to be able to look at you and your profile and content online and know exactly what you do, what you stand for and how you're going to go about doing that because if I can't look at your profile and know not only what you do, but really like the vibe that you stand for and who you are as a human, I'm not near as likely trust you as if I know who you are and what you stand for, right. If you don't give me that information, like, yeah, you might be great at eCommerce, but if I don't know your personality, if I don't know if you get my agenda, there's so much information. People look for what they can relate to. And so if they don't understand what it is that you stand for or if you're relatable or not, then you don't have a very good chance of them buying from you. That personal brand is your message and your statement of what it is that you stand for and your statement of the type of person that you're trying to attract and sell to. Steve Larsen: Yeah. It's not really enough to just be, I mean, you can get by for a while just being amazing, but, I mean, after a while people want to know who you are as a person. It makes total sense. Okay. I've never heard it explained that way. How does somebody go about doing this? Obviously, they hire you... They give you a whole lot of money, which everyone should, but like what are the most important parts of this? I know we can take it to the enth degree, but I mean, is there like a base level someone should at least have? Josh Forti: Well, I think the first thing that everyone needs to do is they need to define themselves and understand their why. Before you go into anything else, I think the most important thing is understanding your why and if you don't start with your why I think everything else really gets kind of pushed off track. So a lot of people are like, oh, man, my why is I want to go out there and use entrepreneurship skills to change the world. That's not your why. When I sit down with people to find out what that why is I tell them, you should be able to tell me your why and I have no clue what you do. Steve Larsen: Cool. Josh Forti: Because if I can go and hear just like your vision and your purpose and passion in life, there's a lot of different ways to make something happen, right. Steve Larsen: Right. Josh Forti: And, so I can change the world in eCommerce. I can change the world in sports. I can change the world in the oil fields, but if I don't know what my why is, if you can't clearly identify what that why is then I think that you're really off track, because everything needs to lead back up to that. I think step number one is identify what your why is and then step number two after that is very clearly defined, and I cannot stress the importance of that enough, very clearly defined. Then, step number two from there is you need to pick the avenue or the industry that you're going to get into to make that why happen. And so your what is kind of what you believe in and who you're going to go about implementing that vision to the world. I'm not talking about the product necessarily. I'm talking about the avenue or the vehicle that you're going to use to get that why message out there. Once you kind of determine what that is going to be, then you can go out and start crafting your brand from there. So, start with why and then from there go to the how and then go to the what from there. Start with why, how and then what. From there, you have to understand you need to publish a lot of content. Steve Larsen: Yeah. Everyone hear that. I know I shove it down your throat, but say it again, baby, whew! Josh Forti: Yeah, like publish your face off. I've heard you say it before and I know that's your saying, but it cannot be more true because in a world of unlimited information you have to be able to stand out from all your competitors and from everybody else that's out there that's putting out similar information. If you expect to be seen, if you expect people to build trust, then what do they say, 8 to 12 times before someone is willing to buy from you? Most of you guys and most of the people out there who are putting out content, it's like, I'm going to put out one video a week. I'm going to post one status a day. Those are not even rookie numbers, you know what I'm saying. Like, you've got to step it up to where you need to be omnipresent. I need to be able to see you, and I'm just going to take it back again to the Gary Vaynerchuk, the Russell Brunson, the Greg Cardone, Tai Lopez. Go look at their YouTube channels, their Instagram page, everything that they're doing. Those people put out way more content than you do, and way more content than almost every other person out there. Steve Larsen: Yeah. Josh Forti: And so you don't even have to be that good, and I say that hesitantly. Be good. Be an expert. Steve Larsen: Right. Josh Forti: But if you can produce more content to the next guy, you don't even have to be an expert, you know. Your message is out there in front of everybody else and so if you start with why and you craft all of your content around making that why come true and showing people your vision with that why and whatever avenue or venue it is, whether it's entrepreneurship or fitness or music or what have you and publish a lot of content to move that forward, you're going to have an audience. Steve Larsen: That's huge. Completely believe that. Just there's power in just being present, just being out there when people are ready to look and ready to see you, fresh stuff that's available. Josh Forti: Yeah. Steve Larsen: Um, okay ... Josh Forti: Oh, sorry. Go ahead. Steve Larsen: No. Go for it. Josh Forti: I was going to say, the one other thing that I would mention in there that I think is really important for entrepreneurs, especially for entrepreneurs in the business space and for people that are trying to grow a personal brand and trying to grow an audience, you've got to pick something and be all about it because I see so many people. In fact, I just got off a phone call earlier today with a lady who she's really smart. She's really talented and she's got seven different projects that she's been working on, and she's been working on seven different projects for the last 20 years, and they're still not, you know, nothing's still happening. Steve Larsen: That's because there's seven of them. Josh Forti: I asked her, I said ... Right, and I'm like, so which one are you going to pick. She's like, well, I love them all. I'm like, and for the last 20 years you've gone nowhere. I mean, she's dumped money into them and she's dumped time, and her videos are good. Her content is good, things like that, but people don't know what she's about. It's 22 different things. Well, in her case, seven different things. Pick what it is that you're going to do and be about that and then once you have an audience and once you've grown you can kind of push your audience from one to the next or kind of incorporate different brands and things like that, but if people don't know the one thing that you are about, then they're not going to follow you. You know, what's Russell Brunson known for? Funnels... Steve Larsen: Funnels. Josh Forti: Funnels. Right. Think about that when you're building your brand as well. Steve Larsen: I totally love that. Oh, man. So huge. Gain the clarity and then move on. When you take somebody who's, I don't know, I'm trying to figure out how to ask this. When you take somebody who's just starting out, right, what are some of the basic things somebody could go do once they have the why, how and what? They figure those things out, they're publishing frequently. I guess what's the routine look like for them? Josh Forti: Yeah. For sure. I'm not going to pick a specific platform here. Steve Larsen: Sure. Josh Forti: I mean, I'm going to kind of give you an overview basis of what we'll look for. Russell Brunson talks about this in his book, Dotcom Secrets, but when you're publishing content you want to make sure that you're getting your content in front of the right audience. Different social media platforms do this differently. You know, on Instagram it's more hashtags and on, you know, Facebook it's more groups and things like that, but that's very important because if you can go and get your message in front of the right audience and always push them back to a centralized location, that's really, really important and you're going to start growing an audience that way. The first thing I would say is make sure that you're getting your message in front of the right people and then second, kind of like what we talked about when we went over your stuff is have a centralized hub of where you're pushing everyone to, so for me and a lot of my clients that I work with, that's a Facebook group because that's the most interactive way for us to be able to communicate to our clients. Maybe for some people that's an Instagram page or whatnot, but once you have them in that centralized hub where everything is pushing, also push them back out to other platforms as well. All of your content, all of your most valuable information is going to be at your centralized hub, but then you want to be able to cross-promote, because if someone comes in from YouTube, it's like, okay, they're coming in from YouTube and have an Instagram channel and a Facebook page and a Facebook group and a Snapchat and a Twitter, like where do I push them. I always push them back to wherever my centralized location is. All right, for me that's the Facebook group. And then from the Facebook group I then diversify to different platforms and push them from there, but I want to make sure that they're all in my Facebook group because that is where my most valuable content is. That's where I know my warmest leads are going to be and that's where I'm going to get a majority of my traffic from. Does that make sense? Steve Larsen: Yeah. Totally. Okay. That makes sense. You've got centralized hub. Josh Forti: Yeah. To have that centralized hub to where people know because it's like, okay, Instagram is great, but would I go to Instagram to be able to get in contact with Steven Larsen? Probably not... Would I go to Instagram to watch a full-time tutorial about that? Would I go to Instagram for this? No, but I would go to Instagram for valuable tips, for motivational tips and to stay in touch with that side of your life. Whereas YouTube I would go for more how-to's, but there's probably no information for me to get a hold of you or interact with you. I can't message you or anything. What I have found is a Facebook group is the most valuable place because it encompasses everything, posts, videos, text and video and image. It allows people to interact with you, you to interact with them and them to interact with each other and there's multiple places where you can put information, contact information and push them to different lead magnets. So, I take all of my traffic, I send them there and then I take my traffic from there and I go, hey, if you want to learn more about blah, blah, blah, make sure you subscribe to my YouTube channel and that way all of my Instagram traffic that I've just gotten off of Instagram and into my group, now I have it on Instagram and in my group and now I'm pushing them out to a third platform so I can now have them in three different places as well. Steve Larsen: You have like the main communication hub, but as needed you can shove them to the rest of the things you're doing in your marketing or campaigns or whatever else you're doing. Josh Forti: Yes, and it's very important to diversify on social media, but I do like to have my one main hub where everything goes because it's just so much easier than, especially when you're starting out. Now, as you continue to scale and you've got $10,000, $20,000, $50,000 a month behind you, then you can talk about different things, but in the beginning when you're starting out and you're just trying to grow an organic audience. We have a course coming out called Six-Figure Audiences. Steve Larsen: Sweet. Josh Forti: It's going to be so cool. I'm so excited about that, but it really talks about having that main hub and then diversifying from there. That's how people know where you're at most and for people like us, people like you, we don't have time to be posting and going live on four different platforms. Steve Larsen: Right. Josh Forti: Go live on one and push everyone to that one and then diversify the content out from there. Steve Larsen: That's amazing. Okay, so say somebody who's maybe brand new or has an existing business and they're starting to set these things up. Got the centralized place. Got the message. Josh Forti: Yeah. Steve Larsen: When can you tell? Like, what are the things that need to be in place in order for the person to, I guess, blow up for lack of a better term? Like, when can you tell that someone's about to just go nuts? Josh Forti: Yeah. Steve Larsen: Most likely. Josh Forti: Yeah. When their branding is consistent across all their platforms, that's really important. If I can click on your Facebook profile and see that that is optimized and clean and clear, has a clear call of action in the timeline photo, things like that, you have a Facebook that's growing and is there as well. Your Instagram, no matter how big it is, I don't care how big your pages are, right, I don't care how many followers they have. I care about the quality of the content that you're putting upon those pages. When they're all set up right and well and I actually, I really look a lot at the engagement and the copy and the type of content that you put out, whether that be written or video, my favorite is video. I overwhelmingly do more video than anything else because it is the most engaging, especially live video, but if their content is engaging, even at a small amount and they have clear branding across all platforms, that says to me, okay, this person knows enough to at least understand that this is important and that maybe they're just missing the traffic piece right now, but they can figure that out and I would encourage everyone to optimize all your profiles no matter if you have followers or not. I mean, Twitter is like I never am on Twitter, and I only have like 2,000 followers on there, but it's still optimized to if anybody were to click on my Twitter they could come back and find my other social media profiles and things like that. So, when everyone's optimized across that platform, when they're putting out good consistent content every single day and it's branded there, I think that says to me, okay, this person is doing the right things from that standpoint, but then on a more like psychological side standpoint, things that are maybe a little bit harder to teach, if I can see that your brand has a very clear message and it is speaking directly to your target audience, that's probably the most, like the number one telltale sign of being able to say, okay, this person really has dialed in their audience. When you go, like we've worked with all sorts of people, the people that have the clearest message to their audience are the ones that grow the fastest, hands down, almost without question unless you're running massive amounts of pay traffic. From an organic-grow standpoint, from an audience creation standpoint and a brand standpoint, the more precise that you can get with your message across all platforms with that branded, says to me okay, you're ready to blow up. And, going back to your original question, a great way to do that is through interviews. Once you have everything set up, podcast interviews like this, livestream interviews in other groups. I cannot stress enough the importance of cross promotion within the marketplace with other influencers. Steve Larsen: That's huge. Oh man. That's a gold mine everybody. We should be charging for this. This is awesome. Please be writing notes. Super awesome... Hey, so this is me with the direct-response marketer in me, when's the best scenario for me to be grabbing contact information, you know, opt-ins, email addresses, stuff like that so I can continue to remarket to them or is the fact that they're on my page, is that my opt-in? Josh Forti: Yeah. That's a great question. Common misconception there says, oh, if they're in my Facebook group, I don't need them on my email list. You're wrong. Steve Larsen: Right. Josh Forti: I don't ever think you can have people in enough places. Steve Larsen: Sure. Sure. Josh Forti: If I have them on YouTube and Facebook and Instagram and my email list I can still get on a chat bot, you know. I think that from a timing standpoint, right away. Steve Larsen: Sure. Josh Forti: You need to have, and that's part of putting out content. As soon as I hit your page, like if I want more information, it's not for everyone. We know that, but if I want more information and it's not there, you just lost money. That's pretty much the only way there is to look at it. Being able to provide information in exchange for contact information as soon as they hit your page. That's why I tell people, and I know we've talked about this as well, cover photos on timelines for people's profile pictures or in people's Facebook groups. Have call-to-actions. You look at a lot of the big influencers. You to in there and you hit their cover photo or you hit the cover of their timeline photo and it's get my free book, get my free this. That's amazing advertising and it's free advertising space. Take advantage of that. Any place that you can go and provide awesome amounts of value, get their contact information. I don't think there's such thing as having them in too many places... Steve Larsen: Sure. Completely makes sense to me. Yeah. Absolutely. You like to do a lot of eBooks and stuff that's easy to fulfill on. You're still giving value, but that's what's actually getting them on the list that way and remarket afterwards? Josh Forti: Yeah. Anything from eBooks, webinars. I actually really like to be doing a lot of like free training stuff. Steve Larsen: Oh, cool. Josh Forti: Where I'll just go live on my Facebook group and so, you know, when I go live now we'll have 1,000 viewers, right or 1,000 people, 1,200 people that will watch that, and so you know, throughout there I'll just be like if you want more information on this specific training, you know, drop a comment below and we'll send it over to you or click this link below and go to that. It could be anything from the recording of that training. It could be an eBook. Any form of free magnet. I know you talk a lot about that. The other thing that I think is a misconception from a lot of people is they think that providing value is only free information and that like you shouldn't pitch right away with your audience. I actually used to believe that and when I first started my audience.. I didn't pitch at all and it was like 30 days on my email sequence before I would pitch anything or at least two to three weeks, and the problem that we'd run into with that, and we made a shift as soon as we realized, I mean, certainly we don't do that anymore... I mean, you train your audience and your audience is either a buying audience or it's a not-buying audience. If you can establish right away that you are there to provide massive amounts of value, that you're there for the right reasons, you clearly identified your why, you know, all those things with your branding and with your message, charging right away upfront, like having an eBook with an upsell, you know, $37, $97 or a pitch to a webinar. Steve Larsen: Right. Josh Forti: That's fine. People don't always expect to get things for free, and the people that do aren't usually your ideal customer. I think that's really important to remember that provide a lot of free information. Give them opportunity to only take advantage of free information, but having paid content, paid products and things like that, that is not a bad thing and, in fact, if anything it probably will increase the value of your audience when done right. Steve Larsen: Sure. Completely makes sense. Yeah, absolutely. That's somewhat of a locked gate, you know, between the good people and those who are there to just freeload a little bit. Josh Forti: Right. Steve Larsen: That's fascinating. Okay, cool. Cool, cool. Let's say, okay, someone's gone through and they've set the stuff up because they've got like consistency in the message, putting all the platforms together, they've got a hub. What would you say? I know I'm just kind of grilling you, man, but this is awesome stuff. Josh Forti: Yeah, yeah. Steve Larsen: Easiest free ways to grow your following? Josh Forti: Facebook group and Instagram page. Steve Larsen: Okay. Josh Forti: Those are going to be your two fastest-growing organic-growth platforms for free. With very rare exception, if you're like a ridiculously awesome video editor and you can produce a YouTube video absolutely every single day, then maybe that's an exception, but for most of us it's the Instagram platform and a Facebook group. Two reasons for this. One, Instagram is still the fastest-growing platform on social media right now. It's the hottest and it's getting the most users per day over any other platform. They're almost at a billion users there, so half the size of Facebook already. There is no way to pay the Instagram platform itself for followers like it is on Facebook. Right. I can run ads with like swipe up ads, like swipe up here. Go to this link and have that link back to my page and things like that, but there's no ad that I can run that's like, hey, Instagram, I want more followers and I want to target these people, I want these people to follow my page. Because of that, the Instagram algorithm still allows us to majorly capitalize on viral content, on Instagram networks, on engagement groups and things like that. So, posting good content, using hashtags. If you're in my group, Social Media for Entrepreneurs, you can go and we give a lot of free trainings on Instagram and social media like this a lot. Hashtags are important... The captions are important... Getting into different engagement groups or plugging into different networks with shout-for-shouts and things like that. You can still majorly take advantage of a lot of those things and grow 10,000 followers in even a month. I mean, that's not impossible. Steve Larsen: That's amazing. Josh Forti: It's totally doable, even for the beginner. A Facebook group, on the other hand, typically speaking, it's going to grow a little bit slower. You're not going to get 10,000 members in there in a month organically; however, the quality of your lead is a lot higher because it's important to remember on Instagram, and this is kind of a gold nugget here for those of you who are taking notes and listening, especially in the marketing space. Instagram followers are not buyers. Now, you might be like, Josh, okay, what the heck? Why would you preach Instagram then? You get a ridiculous amount of free traffic from Instagram and you need to push them off the platform. Instagram is amazing for free offers, free webinars, free eBooks, things like that, but very rarely do people buy on the Instagram platform. In fact, the same person on Instagram and Facebook I think is like eight times or something like that more likely to buy on the Facebook platform to a paid offer than they are on Instagram. Steve Larsen: Holy crap. Josh Forti: I don't remember what the exact thing is. However, it is probably eight times cheaper to get them on the Instagram platform and then just push them off to another platform, either on your email list or into your Facebook group. That's why on every single lead magnet that I ever create the last page of that lead magnet is a call-to-action to my Facebook group. That's true for both pay traffic and organic traffic, but particularly on Instagram you want to get them and get them off as fast as you can. We're seeing a little bit less of that. Instagram is starting to make some changes, but as of now that is still very much the case. Steve Larsen: Sure. Josh Forti: Whereas Facebook, the quality of your follower is going to be much higher, a little bit harder to acquire one, but once you have that member in your group or that follower on your page, they are much higher and Facebook is making a really big push for Facebook groups right now. It's never been easier to grow a Facebook group. Everyone's like, ah, the trend is over. I'm like, oh, no, no. The trend is just starting. To be able to capitalize upon that and really take advantage, yes, obviously, we're already partly up the wave and so it's not as easy as it was six months ago, but I mean we're still launching Facebook groups and getting 1,000 members in a month, all organically and 2,000 members in three or four months. I tell people the more active you are in a Facebook group the more Facebook will promote you and so if you can be active and you can get your members to be active then Facebook is going to recommend your group to so many other people. Do that and being very, very active in your group, having a clearcut message to that, constantly going live and posting statuses and getting people to engage, answering questions, and then having what we call lots of hoses to fill up the pool. Think of it as a swimming pool, and I got this from my buddy Arnie Getsky, you know, think of your Facebook group as a swimming pool. If you have one hose in it and if leads are only coming in from one source, it's probably going to fill pretty slow, but if on the end of every lead magnet, whether it's an eBook or a webinar training or even paid courses, and in your email lists your constantly pushing and promoting to your group from all your other social media platforms, now you have six or seven hoses in there. It's going to grow six or seven times faster... Steve Larsen: That's a great way to think of it. That's going to make me go rethink what I'm doing at the end of every one of my thank you pages now. I've got to refix some of those things. That's interesting. So, let's say, lots of free ways, lots of cool ways, and, again, like you said, you pull them from one platform, you can push them to another... Josh Forti: Right. Steve Larsen: That's huge about Instagram by the way. That's so cool. Gaining them there but pushing them to Facebook through actual purchasing. Those are free methods, right. What are some of your favorite paid methods for growing it? Let's say you've got some cash you're able to dump behind it. Hire you. Josh Forti: Facebook ads for sure. Yeah. That's an option for sure. You know, it's really interesting because paid strategies are often not always the best strategies for growing an audience. Like, in many cases they are, but don't just think because there's money behind it, it can't be done organically... Interviews, especially with bigger pages, is my favorite way to grow an audience, honestly, getting on podcasts and things like this is honestly my favorite way, but from a paid perspective my two favorite ways are going to be paid Facebook ads and influencer shout-outs on Instagram. Steve Larsen: Okay. Josh Forti: Instagram traffic is cheap. It is probably some of the cheapest traffic that you're ever going to get, so a lot of people think paid traffic, they think paying the platform itself. Find an influencer in your industry and in your niche that has similar products or services to whatever it is that you're promoting. On Instagram it's really easy to find big pages with a lot of followers, a million, half-million, two-million followers in the motivational niche or the quote niche or an entrepreneur space and purchase shout-outs from them for really pennies of what you'd pay elsewhere for the amount of exposure that you're going to be getting. If you have a good offer, usually we do something like a giveaway of some sort, usually a physical product tied in with cash, not just cash only... We've found that cash doesn't convert as well as if you do have a physical product with it. Pushing them to either your page or to an offer or to your Instagram account or to your Facebook group, that works really well. And so partnering up with influencers to get exposure is huge. I know we talked about this a little bit both in Vegas and down in Orlando, but make sure that every one of your pages is pixeled with a Facebook pixel and I hardly ever run a Facebook ad before running that offer first on Instagram... Steve Larsen: Really? Josh Forti: What I mean by that is if I'm shooting out of the dark, right, and I'm going out there and I am like trying to figure out what's going to work. I don't know who my target audience is, now this is for beginners, all right. I have no pixels. I have no audience creation. I'm just starting out. What I'm going to do is I'm going to go and I'm going to take my offer. Usually it's a free offer because I'm going to Instagram with it and I pixeled all the pages and I'll go and for the people that hit my offer I'm going to get lots and lots of traffic on that page. So for $500 on you know Facebook, I might get opt-ins for like $5 and I might get 100 opt-ins. For $500 on you know Instagram I can get opt-ins for $2 or $1, depending on the audience. So, all those people are going to hit the page plus all the people that hit the page that didn't opt-in, now I have an audience created and I have an audience created of people that just hit the page and are interested and then another audience created of people that actually opted in, right, because I have that page pixeled too. Now, I can actually create lookalike audiences on Facebook or re-target those specific people on Facebook for those that didn't buy or that I want to target them with a similar product and I'm going to get higher conversions right off the bat and I'm going to be able to play around right at the beginning. If you are just getting started in paid traffic and you have under a $3,000-4,000 budget total, to play around with this, I'd highly recommend throwing $500 or $1,000 at an Instagram, a couple of Instagram shout-outs. Typically, story shout-outs work best, story with a swipe-up feature... Steve Larsen: Oh, cool. Josh Forti: That usually works better than a post... Doing things like that, getting a lot of data, pixeling up those pixels, getting them firing off so that you have an audience and then going over there and retargeting on Facebook for Facebook ads for different offers like that. Steve Larsen: That's an amazing strategy. That's so cool. Pulling from that. Josh Forti: Yeah. Steve Larsen: Oh, man. Then you're retargeting them and okay. Cool. Cool. Josh Forti: You can create lookalike audiences from there and whatnot. And then as far as growing a Facebook group, so important thing to note is it against Facebook's terms of service to run a Facebook ad directly to a Facebook group. Just FYI. Steve Larsen: Right. Josh Forti: We had an account shut down. We learned the hard way. Avoid that. However, if you did want to grow a Facebook group and you do want to, man, I really want to focus on a Facebook group, one of the strategies, like I said, that we have found is just get your highest converting free offer. Like, something that's going to opt-in at like 60-70% that everybody's opting in at, and then maybe your thank you page, basically a sales page to join a free group. Steve Larsen: Clever. Josh Forti: That's going to be the fastest way to be able to, so instead of an upsell, if you're like, man, I've got $3,000 to dump at advertising for my group, how am I going to do that best? If you want to run paid traffic just find your highest converting landing page, put the thank you page as basically a sales page for that group and then as long as that group is on the second page and not on the first page that they click on, you should be fine and then you can promote people to that group that way. Steve Larsen: That's amazing. It's a little gray hat action. Zuckerberg, you hear that? Just kidding. Josh Forti: A little bit. I'm sure he's listening, so, you know. Steve Larsen: He's everywhere. We've got Zucker in the air. Josh Forti: That's right. That's right. Steve Larsen: Hey. That's super cool. Just a final question here. I guess is there some kind of platform that helps people be able to pull this off and do this? I don't know, something that you like or are you literally kind of manually going through and doing all this stuff, pushing all these different platforms and stuff? Is there a tool that you're using? Josh Forti: As far as like the content, like pushing out the content or creating the content or getting the data or like what specifically? Steve Larsen: Yeah. I guess not so much curating, pushing it around though. Josh Forti: Oh, gosh. We have a team, different BA's or whatnot. Steve Larsen: Sure. Josh Forti: I think that's probably going to be the best way for most people is just diversifying content from there, different transcripts and things like that. As far as like pushing it out, like there are different schedulers, like you can schedule content on Instagram, Onlypult and Groom both are like, if you want to schedule content to be automatically posted. Those ones both work for Instagram. Typically speaking, the reach is a little bit lower because Instagram knows, but they have said, yeah, you can do that. For Facebook we use like Buffer or Hootsuite. Once again, in my experience, reach is lower, so I always like to just post things. For me, I really value the exposure. Steve Larsen: Sure. Josh Forti: I really value reaching the maximum amount of people that I can reach. I post everything manually. My BA's don't use schedulers. I don't use schedulers. Everything that you see is done from a real person. As far as analytics and like data is concerned, the Instagram platform, social info is actually mine, so you know, slightly partial, but we have crafted and we coded. We've been working on this for the last eight months... We've been tweaking and tweaking and tweaking it. Social info basically gives you, for the Instagram platform, every piece of data you need from what content is working or not working for influencers to hashtag research to being able to download other people's content to like everything that you need on there to checking if your account is shadow banned, things like that. From an Instagram perspective, if you're trying to grow your Instagram organically, social info, it's my favorite platform for that. Steve Larsen: That's awesome. Appreciate that. Thank you so much. Hey, I appreciate it. Where can actually people reach out to you and be following you and be seeing what you're doing? Josh Forti: Yeah. The best way to stay in touch is just going to be the Facebook group. Use my strategies that I just told you guys. Post it all to one place. Social Media for Entrepreneurs. If you got to socialmediaforentrepreneurs.co it will take you right to the group and you'll be able to check that out. And then if you want something for free there is an eBook that I wrote and it's all about how to create a profitable personal brand and actually start generating leads for free with the audience that you have on Facebook and optimizing your Facebook profile and things like that. If you go to joshforti.com/ebook. My last name is spelled F-O-R-T-I, but joshforti.com/ebook. You can get something for free there. That's a pretty cool book and there's some contact information as well as the thank you pages, a call-to-action to join the Facebook group. Steve Larsen: Yeah, and what better to go check out a live example of everything we've been talking about then just to go check out the group anyway. Josh Forti: That's right. Steve Larsen: Social Media for Entrepreneurs. Awesome stuff. Well, I appreciate it. Thanks so much Josh and thanks for taking the time to do this. Josh Forti: Absolutely, man. I appreciate you having me on, and I look forward to working with you and making the world a better place. Steve Larsen: Boom. Just try to tell me you didn't like that. Hey, whoever controls content controls the game. Want to interview me or get interviewed yourself? Grab a time now at stevejlarsen.com.

I have the most incredible respect for Myron. Come learn some of the laws of wealth from his gift of clarity...  What's going on everyone? This is Steve Larson and you're listening to Sales Funnel Radio. I have a very special episode for you today. I'm going to be interviewing and going and through and chatting with one of my favorite people in this planet. His name is Myron Golden. There's a lot of voices out there, there's a lot of people out there that tell you to do this or tell you to do that. I'm not calling them out but every once in a while some not done this, they're not walking with their talking. They haven't actually been down the path. Myron is one of those people that I have come to not just know and like and become friends with but I trust him, I trust what he says, I trust what he's saying because I know that he's been down that path. I learn so much from him every time he speaks, very excited to have him on the show here. I would take notes during this episode. I would do during all my episodes but specifically this one. You're going to learn a lot about different, not just formulas but the personal attributes and formulas and steps of the process somebody goes through as they start to learn this whole game. As I've mentioned before, a lot of it has to do with personal development that's tailored directly to you. That's what you're going to find out as you listen to this episode. He's going to go through and dive in and do also a bit of a recap of what he spoke about at this last Funnel Hacking Live. Very honored to have him on the show to be honest. He is a published author... He's spoken for years. He's helped a lot of people gain their goals. He started out as a trash man. He has made millions of dollars now, very fascinating to watch the process and watch what he's done and his attitude towards that kind of learning, towards that kind of process. Very fascinating, please take notes, you guys are in for a special treat. Just stick around if you want to, decided to toss in some of the conversation that he and I had before we were actually officially making the episode together, a fun conversation will be afterwards, after the very last little outro piece... I spent the last four years learning from the most brilliant marketers today... Now, I've left my 9 to 5 to take the plunge and build my million dollar business. The real question is how will I do it with VC funding or debt, completely from scratch? This podcast is here to give you the answer. Join me and follow along as I learn, apply and share marketing strategies to grow my online business using only today's best internet sales funnels. My name is Steve Larsen and welcome to Sales Funnel Radio. How's it going everyone? I am very excited. You have a very special treat today. Whatever you're doing, stop. If you're driving somewhere, pull over, take out a pen and paper, everything that you're about to hear it can be life-changing to you, certainly has been as I've learned from them. We have a very special guest on today who has blessed my life immensely. In fact, he just barely spoke at Funnel Hacking Live. I went home immediately and I started teaching my wife and my friends and family all the things that I heard from this man. I have learned incredible things from him. I have immense respect for everything that he does. Every time he speaks I feel like there's just gold that just falls on the floor and I run to pick it up. Anyway, I am very, very excited for the guest today. I want to welcome Myron Golden. How are you doing Myron? Myron Golden: I am excellent as always, Steve, and better now that I'm talking to you. Thank you for all those kind words by the way. Steve Larsen: Absolutely. I remember the first time that we chatted really face to face. I've seen you in Russell's inner circle around the ClickFunnels office, places like that. It was after a Funnel Hackathon event, one of those 3-day Death Marches. Myron Golden: Intense, intense. Steve Larsen: Yeah, intense, right? You walked up to me and you said something to me that I actually wrote on my wall and I'm looking at it right now. Myron Golden: Can't imagine. Hope it was something good. Steve Larsen: Yeah, it was really good. It totally helped. Anyway, I have a wall full of quotes and you're on my quote wall. You said, "What makes you you is the ability to see things others can't." ...You said that and I wrote it on my wall, and I look at that a lot. It has made me look for more connections, it's made me look for more things. I really believe that it's brought me in places that I may not otherwise have been in. I just want to, anyway, thank you for that. Myron Golden: Wow! Absolutely my pleasure, bro. I call it like I see it. I just say it. Steve Larsen: I love it, I love it. You have a lot of ... you have a book, "From the Trash Man to the Cash Man", in ways that anyone can become profitable. Really, you obsess this expertise about how the laws of how money work. Could you tell us a little bit of your backstory and how you got into that? It's an area, it's not something you learn that from school. It's not like you ... you know what I mean? ...You obviously have this obsession about this topic and it's impressive. Myron Golden: You know what I learned from school? I learned to hate school. Anyway, that's all another conversation. I was a trash man, I wrote the book long time after that, but I was a trash man. I was making $6.25 an hour. It's the first job that I got after I got married. ...I can remember saying to my young wife, who I love more than life itself, and I can remember saying to her, if we can just make $300 a week, if I can just make $300 a week with overtime from this job, we're going to be okay. That was my vision. When I think about that now, $300 a week, that's where my head was. I drove a trash truck during the day but I had a business at night. I had a part time business at night where I sold insurance and investments. I say, I shouldn't say I sold insurance and investments, I should say I sold that insurance and investments. ...When I got started Steven, I was probably the worst salesman in world history. If there was a Guinness Book of World Records for a salesperson who could be in sales the longest without making a sale, I probably would have gotten that award and it would probably last until this day. That's how ... it took me literally that long to make my first sale. Steve Larsen: Looking at you now, that's hard to believe. Myron Golden: I know. Even when I think about it, and the beauty of that is ... let me just tell you. I got started in the insurance business, the financial services business in October of 1985. You pro weren't even born yet, October 1985. Steve Larsen: I was not. Myron Golden: Right. This is way before that. October of 1985, I did not make my first sale until April of 1987. I was working, I was doing presentation, I was talking to people, I was talking to friends, I was doing presentation to the family, I was doing presentation with strangers, I'd knock on people's doors, I'd talk to people I meet, and it literally took me 18 months to make my first sale and my first check was $125.66. If you take ... you have to note that if you take $125.66 and you divide it by 18, that's not very much a month. Quite less than [inaudible 00:07:39] a month. I was horrible. ...You say, "Well", you look at me now and not know that. Here's the beauty of that whole thing. I'm really good at sales now. I've made millions of dollars in sales. I've done millions of dollars in sales from the stage in less than an hour. I'm good at selling but I wasn't always good, and that should give everybody hope. ...This is Sales Funnel Radio. You don't have to be good to get started in sales but you have to get started to get good. I got started but getting started is not enough. The second thing you got to do to get good in sales, you got to lash through the learning curve. For me, the learning curve was 18 months. Most people think that selling is a talent... People who can sell are people who have a gift of gab and they're good at talking. I've discovered that people who are good at sales are people who have the gift of listening and people who are good at shutting up. ...Anyway, if you're not good at sales and you're listening to this right now, don't think that it's hopeless for you. That just means that when you get there, you'll understand what you're doing better than the average person who had just came easy for. Steve Larsen: Yeah, that's true. Absolutely. What did you do to lash through that learning curve like you said? That's an interesting way to put that. Myron Golden: How did I lash through the learning curve? I was basically optionless. I think one of the reason people fail is because they have too many choices. I didn't have any other choice. ...Steven, you know me so you know I walk with a limp, I've got a brace on my leg. I had polio as an infant. I'm a very athletic individual, I'm a black belter in martial Arts, I'm a single-digit handicapped golfer, but there were no sports teams trying to recruit me in my 20s. It wasn't like I was going to go and get recruited by a professional football team or a professional basketball, or a professional baseball team. That wasn't going to happen. I didn't have a college degree so as far as jobs were concerned, manual labor was basically was left. I couldn't lift things and carry them a long way so that was out. It was ... if I desire to be wealthy, I desire to build a life worth living for my family but I've got to make this work. I don't have any other choice. ...The only people that I knew in the world that were making, this is back at the 80s now, that we're making $10,000 a month where people who are in that business. In my mind, the only hope I ever had to get to $10,000 a month or $100,000 a year was to last and get good at this thing that other people had gotten good at. The fact that other people had gotten good at it, let me know that I could get good at it as well. Steve Larsen: That's amazing. It's optionless. I think the back against the wall mentality, got to get plata o plomo just like girls was talking about, looking at other model, you're modeling other people, you talked a lot about ... there was something that you said right at the beginning of Funnel Hacking Live. Your speech is just amazing. You said, I wrote it down as fast I can, looking at your page of notes that I took from your speech right now. You said, "Some of you are not willing to be bad at something long enough to get good at it. I stayed in the game long enough to learn the game." It just exploded my head when you said that. Myron Golden: Yup. I really didn't have a choice. I am a very determined person. That's not the word my parents used or my brothers. They called me stubborn. I like the word determined better. I can remember going to work with my dad when I was a kid. We might be working on a car or something maybe and a bolt that stuck and it won't come out. I said, "Wow dad, it won't come out." He said, "Oh it's going to come out, it didn't have a choice. It didn't have a brain, we have a brain, it has to come out." I was like, "Wow! It doesn't have a choice. Okay." When I look at learning how to sell I look at, get it, becoming good at business. ...Business is not going to be one of those things that's going to evade me. It doesn't have a choice. I have a brain, it doesn't have a brain, this is something I can learn, I'm going to learn. Steve Larsen: Where did you turn to? I think one of the things that people run into ... I've got this desire. I get a lot of people reach out to me asking thing actually. Steven, I want to go get this done. I really want to learn this funnel game. I really want to be wealthy. ...I really want to learn these pieces. There is so much noise. There's places all over. We could get distracted with the next book, the next CD, whatever, the next guru, the next thing. How did you figure out what to learn? Myron Golden: I didn't figure out what to learn. That's the reality of it. I literally learned everything I could from everywhere I could. We're talking about the 80s, there was no Internet. There was an Internet for the government but there was no Internet for the rest of us. There was no Internet, there was no YouTube, there was no Facebook, there were no webinars, there was none of that stuff. On the weekends, I would go to seminars, at least one seminar a month, I would go to one seminar a month. ...Every week they had trainings at our office. I went to all the trainings. I was bad at selling so guess what I did. Watch this. I was broke and I was bad at selling so guess what I did. I went to the library. Remember those things they used to have, the buildings with all the books in them? Steve Larsen: Yeah, I've heard of them. Myron Golden: I went to the library and I said, "okay, I'm going to find a book on selling." Guess what book I found. Tom Hopkins, "How To Master The Art Of Selling Anything". Steve Larsen: That sounds like the exact answer. Myron Golden: Exactly. I started reading that book. There are three things that I got from Tom Hopkins book in the forefront of my mind even to this very day. They were something that I put a lot of conscious effort into and now they've become subconscious parts of me. One, he had this thing called STP20. This is old school now. He said, "The key to success in sales see 20 people, STP, see 20 people belly to belly every day and you will be successful in sales. See 20 people. I said, "Okay. Well, I can see 20 people." Guess what. It all starts with seeing that first one. That's the first thing I got from Tom Hopkins, see 20 people. ...What would that translate into in Internet jargon? How about this? Generate 20 leads a day. Generate 20 leads a day that's 600 leads a month. 600 leads a month x 12 months, that's 7,200 lead a year. In two years, you've got 14,400 leads. Every lead on your list is worth at low end a dollar a month for you. You want to make $15,000 a month or $14,000 a month, generate 20 leads a day. It translates, it's just a little different. The second thing that I got from him was there's pain in change until the benefits of that change appear. Steve Larsen: Interesting. Myron Golden: There's pain in change. In other words, if I'm going to change from being who I am to being some ... from being the Myron who can't sell to being the Myron who can sell, it's going to be painful. Steve Larsen: What happens after you got- Myron Golden: It's always going to be painful until I get good at it. There's pain in change until the benefits of that change appear. Steve Larsen: I imagine that. Myron Golden: You're going to say what? Steve Larsen: I'm sorry, I was going to say what happened after you got that first $125.66 check. Myron Golden: It was like a floodgate opened. It was like, "Oh! I got this." Then I became the top salesperson in our office like month after month after month after month because I got one. ...A lot of people don't realize there are things that you can only learn about doing the thing by doing the thing. People want to learn how to do a webinar by watching Russell's perfect webinar. There are things you can learn from Russell's Perfect Webinar, no doubt, we all have, but there are things that you will only learn about doing a webinar by doing a webinar, which is why people ignore it. ...He says, Russell says, "Do your webinar 100 times before you turn it into an automated webinar." We want easy streak. Here's the problem, Steven, how I perceive the problem to be. People want to have wealth. People want to have things without doing the things that give them the right to have them. People are frustrated because they can't do a thing but they haven't become the person who can do them. Here's how God set it up in the beginning. Some people may not believe the Bible, that's okay, I'm going to say this anyway because I believe it since you're all listening to me. Steve Larsen: We're good. They know, me too. Myron Golden: Here's how God set it up. The very first thing that God ever said to a human being, to Adam and Eve in the Garden of Eden, the first thing he ever said to them, I call it the first command which came a thousand years before the Ten Commandments. Here's what he said, "Be, do, have." ...I'm going to give you the whole thing he said but I just want you to get the essence of it. Be, do have, here's what that means. That means, "Don't be can't do, don't do can't have." Some people say, "Where did God say Be, do, have?" I forgot "made man". Here's what he said, "Be fruitful and multiply." Fruitfulness is something that you've become. Be fruitful. He said, "Multiply". Multiply is not a be, it's a do. Be fruitful and do multiply. He didn't say "do multiply", just the multiple but the do is... Be fruitful, multiply, that's a do. Replenish the Earth, that's a do. Subdue the Earth, that's a do... Then, have dominion over the works of my hands. If you don't become fruitful, if you won't be fruitful, you can't do multiply, do subdue or do replenish. If you don't do subdue and multiply and replenish, you can't have dominion. Be, do, have, that's the formula. Stop trying to have success without doing things successful people do. Stop attempting to do things successful people do without becoming a successful person. If you will focus more on becoming the person you should be, everything else will fall into place. Anyway, that's my rant... Steve Larsen: I love the rant. I don't want to stop you. This is awesome. I think that's a ... there's a little phrase I've been saying. It's interesting people want to ... they want to enjoy progression but have a hard time enjoying the process of progression... There's this process that you have to go through. I remember when it clicked for me as well. It's fascinating that you said that. I was like, "Wait a second. The first taste of success suddenly all these ceilings got a lot higher and breaking. I was like, "Whoa! Look at everything we go do and create. Pretty amazing." One of the things that I ran home and taught my wife from your ... from Funnel Hacking Live, from what you taught was this whole concept of these four levels of money, oh my goodness. I went nuts when I saw that... I wrote down everything I could, I was writing as fast as you were talking and getting all these pieces together. Do you mind teaching that here? I've put it on the spot but that was life-changing. Myron Golden: I'm here already so whatever you want me to do, I'm all in. I talk about the fours levels of value. Here's what it boils down to. A lot of people would go through life whining about the fact that life isn't fair. Here's what I'm going to ... I've got a good word for all of you who are whining about the fact that life isn't fair. Get over it... Steve Larsen: Woohoo! Thanks for saying it, yes. Myron Golden: If life was fair, a chicken would have you sitting on its dining room table tonight for supper. Get over it. Life isn't fair. My dad taught me that one, I was in elementary school. Steve Larsen: Amen. Myron Golden: Hey Steven, how about this? Steve Larsen: Yeah. Myron Golden: I was born, this is so hard for you to wrap your mind around. I was born in a segregated hospital that was started by a civil war nurse because the black soldiers couldn't be treated by the white soldiers. Granted, I wasn't born during the Civil War. I was born almost a hundred years later. Here's what people say. "That's not fair." Get over it. The conditions of that hospital were so poor that I contracted polio. My parents moved all the way from Tampa, Florida to somewhere in Pennsylvania before I even got diagnosed to be treated. My left leg doesn't ... basically there's a placeholder. That's pretty funny, placeholder. Somebody will say, "Well, that's not fair." Get over it. Life is not supposed to be fair. Everybody has a different assignment... A lot of people will talk about, they'll scream from their ... but it's not fair, income inequality. We have to understand something. We have to understand that income inequality does not exist in a vacuum. Income inequality is the result of something. What produces income? The only thing that produces income is value. If there's income inequality, there has to be value creation inequality. Okay? If you desire to make more money, you don't make more money by whining about how unfair it is. ...Here's what you do. You go create so much value that the marketplace has no choice but to pay you because they want what you have so desperately. That's the foundation of the four levels of value. There are four levels of value. If you offer value at the lowest level, you will always make the least amount of money. If you offer value at the highest level, you'll always make the most amount of money. You don't make more money by working harder on a lower level of value. That's something that people really have a hard ... but I'm working really hard. I know but you're working really hard at something the marketplace doesn't value. Now they have the framework, here we go. Here are the four levels of value. By the way, the three lowest levels have one resource that we use on those levels. The top level has two resources that we use. Here are the four levels of value. Here we go. Steve Larsen: Please go take notes everybody. Oh my gosh, go get a piece a paper. Myron Golden: The lowest level of value is called implementation. Those are the people who do the thing. They mow the grass, they hammer the nail, they dig the hole, they drive the truck, they type the paper, they clean the room. These are the people who do that thing. They are implementers. That is not to imply, it's not to say nor is it to imply, that the work that the implementers do is not valuable. It's just to say that ... it's not to say that those people aren't valuable. Obviously, one person is not more valuable than another person. What it does say is the value that they deliver in the marketplace is not something that the marketplace values as highly as things they pay more money for. For instance, I travel a lot, Steven. I stay in a lot of hotel rooms. I think only maybe once in the thousands of times I've stayed in hotels, if I ever checked into the room and the room was dirty, I won't back down to the front desk and say, "This room is dirty. Clean the room." None of us are willing to stay in a dirty hotel room that the beds were all messed, there's not clean towels. None of us are going to do that. We would have to all agree that the housekeeping staff in the hotel are some of the most important staff in the hotel. You can't even run up the rooms if you don't have a housekeeping staff. The housekeeping staff makes the least amount of money of everybody who works at a hotel. Some may say it's not fair. It may or may not be fair, I don't know if it's fair or not, I just know that that's the way it is. The key to making more money is not to whine about the fact that you're a housekeeping staff and you're not making as much money. The key is stop being housekeeping staff and go do something else. That's the key... Implementation, if you offer value in the implementation level, the resource that you use to make money is your muscles. You make use of your muscles to make money. Because, I'm going to have to do this part quickly, because the essence of money is spiritual, in order to earn more money you have to operate on a higher spiritual plane. Physicality is the opposite of spirituality. If you're using your muscles, a physical resource to make something to create, to earn something that's essence is spiritual, then no wonder you're having a hard time making money. I'm going to go to the next level. The next to the lowest level is called unification. These are not the people who do the things, these are the people who manage the people who do the things. You keep the housekeeping staff or you keep the work crew from killing each other, from stealing from the company, and from messing up the company's reputation. You manage people... The unification level, you use your management skills to make money. You will make more money than people who operate on the implementation level. On the implementation level, you're going to make on the low end. You're going to make about minimum wage on the low end. On the high end, you might make $80,000 if you work on Bentleys or Rolls Royce. When I take my Bentley to the shop, they charge me $215 an hour. They have to apy that mechanic probably I would guess $100 an hour. If you're a mechanic working on Rolls Royces, or Bentleys or even Mercedes probably, you might make $60,000 to $80,000 a year as an implement. Why? Because those people value getting their car fixed at a higher level. The next level is unification. Unification you use your management skills to make money. On the low end, you might make $40,000 a year, if you're a manager at Taco Bell. On the high end, you might $250,000 a year if you're middle manager of Lockheed Martin. ...It all depends on where you're using your unification skills. That's the second from the bottom level of value. We're talking about the potential to make a high five figures or low six figures on the unification level. But the next level- Steve Larsen: Sorry, I love also that you said in Funnel Hacking Live, you said, "Unification, the lie those people believe." Myron Golden: People believe, okay. Steve Larsen: Yeah, so good. When you said that my brain went nuts, sorry man. Myron Golden: I don't have yet the PowerPoint in front so I'm glad you reminded me that day. The lie that keep a people stuck on the implementation level, the lie they believe is that the key to success is hard work. They work harder at something that's a lower level of value. They don't get ahead and they think life has dealt them a bad hand. ...The reality is they just signed up for the wrong program. The next level is unification and on the unification level, the lie they believe that keeps them stuck is the key to success is more education so people going back to school and get another degree. A degree on top of the degree. They get to master the Greek. They get the Master's Degree, they get Doctor's degree and they can't even earn as much per year as they pay for their education. Mindblowing... Steve Larsen: It is mindblowing. I went nuts when you said that. Myron Golden: I don't have a college degree. I don't have a college degree. Steven, as far as income is concerned, on multiple occasions I've made multiple six figures in an hour. It almost doesn't even sound real. I'm not ... it doesn't make me wonderful. I figured out which level of value to work on and I just work in those levels. I do a little bit of implementation on my business but very little. I do a little unification in my business but very little. I operate predominantly on the top two levels. The second to the highest level of value, by the way, is a higher spiritual plane. You're saying that managing people is a higher spiritual, on a higher spiritual plane, but just going out and digging a hole. It requires a higher, that's why it earns more money. The next to the highest level of value. This is the third level from the top, I mean the second level from the top is called communication. This is the second highest level of value. The reason communication earns more money is because language is spiritual. Everything about language is spiritual. The only creatures that have language are spiritual creatures. I don't mean like parrots. Parrots can say words but they don't have language. A parent can say the word concept but has no concept of the word, what the word concept means. When I talk about having language, I'm talking about as a means of communicating a message. Language is ... communication is the second highest level of value. We see all throughout our society people who operate on this level. You're going to earn on the low end $100,000 a year, on a higher level, you might earn a hundred million dollars a year as a communicator. I'm talking about singers, I'm talking about politicians, I'm talking about talk show hosts. I'm talking about talk show hosts, I'm talking about authors, speakers, coached, seminar speaker, salespeople. All of these people operate on the level of called communication. When I say communication, I'm not talking about words that come from your mouth into somebody else's ears. I'm not talking about a conversation for the head. I'm talking about a message that moves the masses. I'm talking about having conversations that create cash flow. People are really horrible at conversation to create cash flow... It's really interesting, Steven...When I think about why people struggle in their presenting like people who are in sales. They've got something for sale, they want to sell it on the internet or they create an add and the ad doesn't convert. ...I can almost guarantee you the number one reason ads don't convert and offers don't convert above all over things, the number one reason, sales, messages don't convert is because they were selfish. Steve Larsen: Interesting. Myron Golden: What I mean selfish is, you're talking to your potential customer about you. If they don't care about you, you either talk to them about your product, you're talking to him about your opportunity. You're talking to them about your website, you're talking to him about your invention. You're talking to about your stuff and they don't care about your stuff at all, they only care about them. Until you have like the greatest quality of a very high performing salesperson, the most important quality, in my opinion or a high performing sales person is a high level of empathy. You have to be able to feel what other people were feeling while they're feeling. Anyway, communication, messages that move the masses, conversations that create cash flow. ...Then the highest level of value. By the way, the use your management skills in the implementation level, use your muscles on the implementation level. You use your management skills on therapy unification level. On a communication level, you use your mouth. Then we get to the highest level of value which is, drum roll please, Imagination. ...Imagination is the highest level of value that exists in the world. These were the people who came up with the ideas. We were just at Funnel Hacking Live a few weeks ago. My drove on to that Disney property and I thought to myself, "My goodness! This man had an imagination like nobody's- just that one Disney property that we are all. Just that one hotel, that one conversation center that we were on. It was like a small town. Steve Larsen: Awesome. Myron Golden: Only somebody would say, "Really, really powerful imagination could come up with something that's great. Steven, I did this at Funnel Hacking Live. I don't know if you remember that part or not. I said, "I'm going to name a company and I want you to tell me the first person that comes to mind. Do you remember me doing this? Steve Larsen: Yeah. Myron Golden: Then I said, "I'm going to name a company. I'm going to name the company, if you're listening to the podcast right now, will you say the first person's name that comes to mind. Apple, and everybody said- Steve Larsen: Steve Jobs. Myron Golden: Steve Jobs. I say that's fascinating. Why does everybody say Steve Jobs? Steve Jobs didn't invent the first Apple computer, Steve Wozniak did. When people think of the Apple computer, they don't think of Steve Wozniak, they think of Steve Jobs. Why? Because Steve Wozniak was an implementer and Steve Jobs was an imagineer. Steve Wozniak knew how to make it, Steve Jobs knew what Steve Wozniak had made... I'm going to tell you something. When you learn to use your imagination, when I say use your imagination, the resource that you use at this level is your mind. When you learn to use your mind at a higher level, it's going to create for you opportunities the like of which nothing else can touch. ...Now, the other resource that you use the highest level of value is your money. You use your mind and your money on the imagination level. When I talk about using your mind, I'm going to do this really quickly. There are a couple of things that you have to ... there are a couple of mind skills that you must master if you're going to create wealth. ...The first one you have to master is you master learning. In order for you to master learning, you have to first learn what learning is, what learning is not, and then learn how to learn. Steve Larsen: This is so good. Again, it's so good. I wrote all this down too. I'm a big Myron Golden fanboy. Myron Golden: I'm a big Steven Larsen fan too. We already have that conversation so you know. Here's the reality. Most people don't know the purpose of learning, like the stuff .. like school. The purpose of school is not learning. The educational system is not designed for people who are ... In fact, I believe that the educational, really, is one of the biggest hindrance in learning because they teach you that the purpose of learning is knowing. The purpose of learning is not knowing. In fact, knowing is the enemy of learning. In fact, if somebody attempts to teach you something that you think already know, you'll stop listening because you all say to yourself, "I know that already." Knowing is the enemy of learning... The purpose of learning, first you got to learn what the purpose of learning is. I'm going to tell you the purpose of learning and then I'm going to tell you how to learn. Okay? The purpose of learning is not knowing but the purpose of learning is mastery. I'm not going to say, the purpose of learning is mastery... Then, we're done. Two many teachers use words without defining those world and leave people hanging. I'm not going to do that. I'm going to define Mastery. Mastery is the ability to execute effortlessly without the use of conscious resources. Let me say that again. Steve Larsen: Wow! Myron Golden: Mastery is the ability to execute effortlessly without the use of conscious resources. What do I mean by that? I mean you've mastered, I know there's at least one thing in your life you've mastered. You Amy have mastered several but I know there's one thing you've completely mastered, requires no conscious resources. It's called tying your shoe. You can tie your shoe, have a conversation, and be holding something under your arm all at the same time. Why? Because you're not using any of your random access memory to tie your shoes. Why? Tying your shoes is in the cache. For computer people, you understand exactly. Cache, CACHE. ...When you get to the point where doing a webinar is in your cache, it doesn't require conscious resources. When you get to the point that the one thing, the three secrets on the stack is in your cache, then you've mastered it. Most people are far too content with subpar, unmastered skill sets. That's why like people think, "I'm overwhelmed because this is too much for me." No, the reason you're overwhelmed is because you never learned how to learn. What you do is you learn about something and you think that's the same as learning. You take this things that you've learned about and you attempt to implement it while you attempt to learn about something else and then you stack one unlearn thing on top of another unlearn thing on top of another unlearn thing, so you're stacking lack of clarity, on top of lack of clarity, on top of lack of clarity, until finally you feel like you can't breathe. I'm overwhelmed. ...The reason you're overwhelmed is because you have mastered any of those steps. Here's what I know. When you master one component of the thing that you are doing, and you don't add anything else to that until you've mastered that thing, now you'd learn another thing and you master that, now you got two, components master's on top of each other. You can do a webinar without using a conscious resources. I have been selling, I don't want to sound like I'm patting myself on the back but I've been selling for so long, for me, selling doesn't require any conscious effort at all. I can totally sell unconsciously. I can stand on stage, I can do a presentation, I can close, I can sell without any conscious resources. I can do a webinar, I'd close without any- I can do a strategy session, close somebody on a $50,000 or $100,000 high ticket offer without any conscious resources. Why? Because I've done it so many times that I've mastered the skills. Most people are so impatient they won't become a person of mastery. They can't do things masterfully so they don't get to have what only masters have. Steve Larsen: Interesting. You should pat yourself on the back, that's quite a talent. You married the process, you didn't sidestep or look for a short cut or look for an easy way out. You do it. Myron Golden: I used to look for shortcuts. You know what I found out about shortcuts? They take too long. Steve Larsen: They're actually longer. Myron Golden: They're a huge waste of time. I'm going to tell you something. People who get out of their car, they ate a candy bar, they get out of the car. They said, we'll I'd get that candy wrapper later. Right? Steve Larsen: Right. Myron Golden: It takes more time to get it later than it does to take it now. People who leave messes everywhere they go, they think, well, I'll get to it later. Later they get to it and guess what? It's a big mess that they have to take all this time to cleanup. They could have really done it as a ... I'm a little Geeky and a little work but I already know that so I've accepted that. Steve Larsen: Join the club, I'm right with you, right at home. Myron Golden: If I'm making food, if I'm making ... I like fried eggs and I eat fried eggs maybe three or four times a month. If I make fried eggs and turkey bacon and toast and breakfast potatoes from some leftover potatoes or something, if I make that breakfast, I will not eat one morsel until I put away every condiment that I used to make those eggs. I put away the cooking oil, the salt, the pepper, the garlic powder, I quashed the pants that I cooked it in. I dried the pants, put them away ... you say, "Don't let your food get cold." It doesn't get cold because I'm putting stuff away as I'm using it. When I'm done, that's given the ability to save so much time. Wheat happens, the reason I'm talking about cooking it's because it's just what? How you do anything is how you do everything? If you are going to always get to it later, that's exactly how you live your business life and you think, "I'll master it later, I'll master it later I'll masters it later. What happens if, you have never network mastered. You end up being just a person who's average and ordinary and you wonder why you never get great . you never get the great results because you've never become the great person who does the great things. Master one thing at a time... The other resource you use at the highest level is your money. Let me talk about, can I talk about the other learning thing? I know I've been going ranting forever and ever. Steve Larsen: I'm loving it. This is great. I'm afraid I'll say something it'll take you out of your flow. I'm not saying anything. Myron Golden: The other thing that we have to learn to use our mind for after we learned to use our mind for learning, we have to learn to use our mind to harness our superpower. Every human being like whose of normal mental capacity has a superpower that if you don't learn to harness and use it for your own good and for the good of others, the machine, a cultural hypnotic societal mechanism also know as the matrix, the machine, the powers that be, whatever you want to call it. That thing is going to use your superpower against you. I'm going to tell, I believe that the biggest things holding people back in their lives is the very thing that could catapult them for, and that is their superpower. They've been programmed all their life to use their own superpower against themselves. I'm going to tell, now that I've talked the superpower, I'm going to tell you what it is. Are you ready? Steve Larsen: Yeah. Writing it down. Myron Golden: It's called expectations. Expectation is your greatest superpower. Here's the challenge though. Expectation manifests itself into mental manifestations and two, emotional manifestations. Mental manifestation number one is called faith. Mental manifestation number two is called doubt. The mental manifestation of faith and doubt are a big deal because ... but those are concepts. One of the things that I've learned and am learning is that people don't do the things they know how to do, people do therapy things they feel like doing. Most people don't know how to make themselves do you thing, feel like doing the things that are in their own best interest. What I just said right there, that's a gold mine. If you can learn to make yourself feel like doing the things that are in your own best interest, it will change your life for the rest of your life. For instance, people will say, "Steven, I've got a procrastination problem." I'm going to argue. People will say, "Steven, I've got a procrastination problem. I'm going to argue but I don't like to argue but I'm going to argue right now. There's not a single solitary human being on planet Earth that has a procrastination problem. That's a bold statement, right? Steve Larsen: Yeah it is. Myron Golden: The reason I say that is because I recognize procrastination for what it is. It is not a problem, it is a symptom of a problem. It's a symptom of the emotional effect of your superpower, expectation being used against you. I'm going to tell you what that is. It's called anxiety. Procrastination is always the result of anxiety. Notice I didn't say it sometimes a result of anxiety. I know I'm speaking in absolute and that's because I'm absolutely certain of... Steve Larsen: It's on purpose everyone. Myron Golden: Yes, I know. Oh no, but you don't understand. The reason I put off working out is because I don't have now. The reason you put off working out is because you have more anxiety about working out than you do about having a heart attack. Period. ...The expectation, the feeling that it manifest self in and our lives, that steals all of our dreams is anxiety. Anxiety is the thief of all your dreams. When expectation manifests itself as a positive feeling, that positive feeling is called Anticipation. One of the things that I teach people to do when I'm coaching them, and I'm helping them break through the thing that's holding them back. I teach them how to replace the anxious apprehension of the outcome the don't desire with a joyful anticipation of the outcome they do desire. That will always, without exception, like there are no exceptions where I'm talking about, that we'll always help a person to take the action they desire to take. We've been programmed to believe or doubt and doubt our beliefs. We have to reprogram ourselves to believe our beliefs and doubt our doubts. Steve Larsen: I love that because it seems like one of this was a thought that gets tossed around which I have a hard time with is, well, if you're not doing something in life it just means you haven't felt enough pain around it. ...I was like, "whoa! Instead if we flip that around and say, let's find the things that we are in ... and switch that, foot that into anticipation, that's so much more positive than let's go to a place of pain all the time to get something done. Myron Golden: Pain can sometimes cause people to move but that's because that now they finally have anxiety about the negative result about not taking action. That's all that is... One of the things that I am learning to do, notice I didn't say I've learned to do, I do it pretty well most of the time but I don't do it all the way, but it's something that I do remind when I catch myself not doing, I remind myself too. That is to never give any energy at all to outcomes that are undesirable to me. Most people give most of their energy to undesirable outcomes and then they wonder why they have all this junk in their life that they don't desire. Steve Larsen: Gave it attention. Myron Golden: That's right. Where attention goes, intention follows. Anyway, that's my rant on the highest level of value. If you learn to use your superpower of expectation, like you can make yourself believe anything is possible. The biggest sale that I ever made like one sell to one person Steven, the biggest sale I ever made was a $400,000 sale. Steve Larsen: Wow, Myron Golden: I made that sale to a guy I met that day I had never seen him before in my life. I met him that day. We talked, had lunch, we connected, we thought, "Okay, we'll do some business in the future." Then I thought to myself, "Why wait till the future? Why don't I just make him an offer now? I made him an offer for $400,000. In a big company, and they needed some help with their marketing, and I came up with an idea that could help a little marketing. This offer that I made them was an offer for $400,000 and it was $200,000 profit for me in my pocket. Steve Larsen: Wow. Myron Golden: I made the offer and I say, it's only $200,000 down and $200,000 in delivery. You know what he said to me when I made the offer? He said, "You'd do that for us?" As I thought to myself, "Just as sure as you write that check." Steve Larsen: Thought I was, should've gone higher. Myron Golden: Exactly. He picks up his phone he calls his accounting department. He says, "Bring me a check for $200,000". He says, "Do you want it made out to you? Do you want to make it out to your company?" Make it out to my company. Then i called my assistant, had her fax me a purchase order and we closed that deal on the spot. Steve Larsen: Wow, that's incredible. Myron Golden: That was because I didn't allow myself to talk myself out of making an offer just because I just met this guy today. I only gave him like a 15-minute presentation with no flip chart, no brochures, no nothing just told him what I could do for him. He's like, "I'll take that deal." My expectation was ... let me talk about that for a hot second. My expectation is that when I create an offer people will buy it. If I'm talking to you Steven, even though I expect you to buy it I am not attached to you buying it. I will do nothing whatsoever, I will not use any of my powers to convince you to buy it. But I will use all of my powers to persuade you to buy it. Just thought I threw that out there. Steve Larsen: Yeah, I'm just writing it. I'm just writing everything. Myron Golden: To clarify, for those of you who were saying, "Didn't he just say he's not going to use any of his powers?" And then he say he's going, I said, "I'm not going to use any of my powers to convince people to buy it. ...I'm going to use all of my powers to persuade them to buy it. Most people don't understand that there's a ... not only is there a difference between convincing and persuading. Convincing and persuading are exact opposites of each other. Steve Larsen: Interesting. I never thought of that before, that they're opposites. Myron Golden: When you convince somebody to do something you're attempting to get them to do something you desire them to do for your reasons. Steve Larsen: Interesting. Myron Golden: But when you persuade somebody you are helping them come to a conclusion that you've already come to for their own reasons. Steve Larsen: That's awesome. Myron Golden: I don't use any of my power whatsoever to convince anybody. I'll never try to talk to somebody into buying something from me. In fact, if somebody gives me a little resistance, like does anybody ever ask you like if you're closing, why should I buy this from you? People say that in sales, right Steven? Steve Larsen: Totally. Myron Golden: Ask me that question. Steve Larsen: I don't know if I should get this from you, Myron. Myron Golden: Then you probably shouldn't. Steve Larsen: I love it. I do something similar now, it's so nice. Myron Golden: If you don't instantly recognize that what I have can help you, you should not get it from me. In fact, you should go buy something from somebody else and see if it works and I hope it does. If you've got any doubt at all, I'm not your dude. Steve Larsen: Right. Myron Golden: By the way, that's not a ploy. I am so not ... I already know if somebody's going to buy it. I also know that it don't have to be you. I know that it would be a blessing in your life, in your family's life to have the privilege of working with me. I don't mean that in an arrogant way, I just mean I know what I'm doing. Steve Larsen: Right. Myron Golden: If you can't see that, then congratulations, you get to stay on the search a little while. What that does is that frees me from needing them to need me. I am a leader of people, I am not a needer of people. I will lead someone to buy but I will never need someone to buy. Steve Larsen: That's awesome. Those are like side ... what's the word? It's like a by product of staying in the game long enough to gain the confidence to have that expectation. Myron Golden: Absolutely. I know that somebody's going to buy this that's why I don't need it to be you. Maybe you've got somebody who's going to come along and change your life for the better and teach you how to create wealth and maybe you don't. I don't know. You are not my best chance. I don't say this to people but this is what I'm thinking when I'm a one on one selling situation. You are not my best chance at making a sale but I am your best chance of creating wealth. What are you going to do about it? Steve Larsen: That's great. It gives them a chance to flex their own agency. Myron Golden: Exactly. Now, they can't say, "because you talked me into", I didn't talk to you in anything, not me, I don't do that. That is not a game I participate in. Steve Larsen: I want to thank you for this. Before we jump out here, what would you say to people, I don't know, who are in the thick of it, they're still in the, they're still lashing through the learning curve. I've often learned that especially from listening to guys like you and my own experience, this little game is really a relationship with yourself, kind of a side story. It's just some kind of piece of advice as well you could give to someone who's in the thick of it. They're still learning to have that vision, that grand vision. Myron Golden: Yes. Here's what I would say. The struggle is not real, it's imagined. Steve Larsen: That just made the quote wall. Myron Golden: What do I mean by that? People say the struggle is real. The struggle is not real, the struggle is imagined. You could take the very thing that you're struggling with and turn it into a game and make it fun. To me, selling is like a game. It's like the whole business is like a game. If you're in the thick of it, learn the rules of the game, master the moves of the game, and become a winner of the game, and stop convincing yourself that it's hard. The things that's hard about business is becoming the person who can do the thing. Steve Larsen: Whether or not you are that person yet, that's fascinating. Whether or not you're the person yet. Myron Golden: If you're not that person, become that person and be cool with becoming. Be cool with all. The other thing that I didn't tell you that I learned from Tom Hopkins, the third thing I never told so it just brought me back to that. He said, "You got to learn to love no." Steve Larsen: I'm writing it down. Myron Golden: Learn to love no. Steve Larsen: That's true, learn to love no. Myron Golden: One of the things that I created in my training back in the days when I used to do a lot of one on one selling was a fast no is better than a slow yes and a hundred percent better than a forever maybe. Steve Larsen: That's so true. Myron Golden: Get people to get off the fence. The reason you're struggling is because you want to get off the fence on the yes side. You got to get over your need of needing them. You got to stop needing people to need you. You just got to go ahead with people and say, "Look, do it or don't do it, I don't care. This is where the train's going. ...Get on the train or miss the train. Be sure not to get run over by the train. Stay off the track." I don't want people to think I'm mean though because I'm a really nice guy. Business is like, you got to have a level of conviction if you're going to be a business owner. Pretend to believe the stuff, you got to believe it. Steve Larsen: My product's good, I guess. That's not true. That's not how it works. Myron Golden: Exactly. Steve Larsen: Absolutely. Myron, I appreciate it. This has been huge. You call your business Skillionnaire and clearly you are. Where can people go to follow you, to get your stuff, buy everything you have, which everybody should by the way. Myron Golden: You know what, can I start by giving people something free and the only place I have, the only place I have it is on a website that I put up for Funnel hacking Live. I've got a video on procrastination, on how to overcome procrastination and three videos on how the law of attraction really works, they're going to blow your mind. They're mindblowing. ...If you think you know something about it, it's nothing you've heard. If they will go myrongoldenconsulting.com/fhl2018. If they go there, they put their name and email just send, they'll get the three videos for free. Then, they'll get emails from me now and then. If they want to follow me on Facebook, I'm TheMyronGolden. I think I'm TheMyronGolden on Instagram too. I think it's the same time. Steve Larsen: I think you are, yeah. Myron Golden: It might be Myron Golden. If you want to follow me there, those are good places to go. If you want to get a free of my book just pay shipping, go to trashmantocashman.com. Those are a couple of places you can go. Start with the free stuff to see if you like me. You might just think you like because Steven like alley-oop me with all these fun questions. Go get the free stuff before you buy something. Make sure you really like me, you just don't think you like me. Steve Larsen: I'm a huge fan. Also it's myrongoldenconsulting.com/fhl2018. Awesome. Thank you so much Myron, appreciate it, this has been very, very helpful. Thanks for going a little longer than I think we talked right even to. Myron Golden: No worries. Steve Larsen: Fun to have you in flow. Myron Golden: It was fun, it was fun. Wow, we went for a long time did we? Steve Larsen: We did. I didn't even realize that actually. Myron Golden: I didn't either I was looking at my clock and I was, "Woo!" We got some videos to shoot today so that's good. All good, man. Steve Larsen: We appreciate it, thank you so much. Hey, thanks for listening. The most common question I get is Steve, will you look at my funnel? Of course. Whether you want me to coach you, give some handholding and guidance during your funnel build, or simply review the one you have, head over to coachmesteve.com and book your session now. Myron Golden: I got some pretty cool millionaire formulas that are pretty epic. Steve Larsen: Yeah. I'm actually very excited to hear more about them. I'm trying not to dive into what I want to say in the actual show because what you taught at Funnel Hacking Live was so good. Myron Golden: Really? Thank you. Steve Larsen: I ran home and taught my wife immediately. Myron Golden: Wow, that's awesome, that's awesome. I'm glad it was helpful for you, bro. Steve Larsen: Absolutely. Myron Golden: That's why we do what we do. Steve Larsen: Thank you, thank you. Myron Golden: I love your podcast too, by the way. Steve Larsen: Oh yeah, you listen? Myron Golden: Yeah, I do. Steve Larsen: That's awesome. Myron Golden: In fact, I need to leave you a review. You'll know it's me because it's going to start with Esteban. Yeah, I'm going to tell you, when I came to the Funnel Hackathon, you changed my life seriously. I'm not just saying that. I'm not a workaholic like a lot of people in the inner circle, at least I haven't been. I guess I am now that I signed up for this too comical act. I'm more chillionaire. I'm 57, I'll be 57 next month so I've worked hard for a very long time and I don't really need to make more money. You get to a certain point and more money is like it's totally nebulous. I like living my life. The reason I decided to become rich is so that I could have my time freedom so I could have two things, more time and then choose what I do with that time. I wasn't really a workaholic. When you talked about the funnels ... I was using ClickFunnels but I wasn't like Russ talks about, "All you want to do in your spare time is build funnels?" I could think of a lot of stuff I want to do in my spare time. Building a funnel ain't even on the list. When you taught about, you need three things. ...You need the big domino, the one thing, the three secrets and the stack. I'm like, "See, I like that. That's like boiled down." I like boiled down. I didn't get lost to the details when you did that. I said, "You know what? I can do that." I took Russell's Perfect Webinar script and I turned it into an outline and that's how I build all my stuff now. Steve Larsen: That's awesome. Myron Golden: Based on one thing, three secrets, stack. Bro, I can do that. Steve Larsen: Right. Myron Golden: Shoot. Man, you must got me confused with the other Myron Golden, I can do that. ...Anyway, that helped me tremendously because a lot of the details like are just ... they're just grueling for me because some because somewhat I already know and do intuitively because I've been doing this for a long time, and some of this just because, if I don't see where it's going, the details to me, if I can't see the big picture, the details to me don't matter. I can't process them. Steve Larsen: Yeah, I get lost. Myron Golden: You too? Steve Larsen: I get lost in them 100%. Myron Golden: If I feel like I'm teaching somebody something ... my gift is pastor teacher. I like to teach people like they're make and do better if they knew better. People could do better if they knew better. Steve Larsen: That's a good t-shirt right there. That's the next ClickFunnels t-shirt. I think that's one reason I've been so drawn to following is I'm learning that about myself. I feel alive, I feel aflow, I feel like I can help people most. For some reason, teaching on stage, it's my. Myron Golden: You already know I'm not a workaholic, I'm a chillionaire so I'm not a workaholic, but I love teaching. I breathe it. When I learn something I'm like, "This is so cool. Anybody should know this." Anyway, I don't mean to get all Myronesque on you. I didn't mean to go all soapbox [inaudible 01:04:29]. It is my nature. Steve Larsen: I love it. Myron Golden: The name of my company is Skillionnaire Enterprises, Inc. Steve Larsen: Yeah, I wrote that down when you said it at Funnel Hacking Live, I was like, "That's awesome." Myron Golden: Got to have the skills if you want to be a millionaire. Steve Larsen: Absolutely. I'm taking notes like crazy as you say stuff. Myron Golden: That's hilarious. Steve Larsen: I always do. I got a full, I got a lot on you from Funnel Hacking Live. Myron Golden: That's funny. I'm glad it was helpful, bro. You helped me. Teamwork makes the dream work. Steve Larsen: Absolutely. I'm all for that. Myron Golden: Me too. Steve Larsen: Awesome, I'll do my little intro here and we'll go ahead and we'll get started.

Today we laid out the path and the process to become a member of the two comma club. On today’s episode Russell recaps day 3 of Funnel Hacking Live, which had a theme of the Two Comma Club. Here are some of the awesome things that happened day 3: Find out how many people received Two Comma Club awards, and the new Two Comma Club X awards. Find out what kind of coaching program Two Comma Club X is, how much it costs, and what the goal of it is. And find out how Russell chooses who speaks at Funnel Hacking Live every year. So listen here to hear a quick recap of all the awesome stuff that happened on day 3 of Funnel Hacking Live. ---Transcript--- What’s up everybody? This is Russell Brunson, welcome to Marketing Secrets podcast. Today I’m going to be covering what happened on day number 3 of the Funnel Hacking Live event. Alright everybody, welcome back. I hope that you’re enjoying this recap. For those of you guys who were at Funnel Hacking Live, you’re like, “Oh yeah, I remember htat.” And those who weren’t, you have massive FOMO, fear of missing out, and you’ll make sure you come next year. If you guys knew what we were planning for next year, I have a couple of tricks up my sleeve. I don’t know if it’s going to happen or not. If it does though, it’ll be insane so do not miss it. Alright so Funnel Hacking Live day number three. So day number one we talked about Impact and Income, day number two the theme was You’re One Funnel Away, day number three was The Two Comma Club. To kind of set this off, we had 91 people this day come on stage and we gave them Two Comma Club awards, but we also had 15 people who got the Two Comma Club X award, which means you made over 8 figures, or 10 million dollars in a funnel, which was really, really cool. And the coolest thing about this is I saw tons and tons of people posting on Instagram and Facebook and everywhere, Funnel Hacking Live has become the Emmy’s or the Grammy’s  of entrepreneurship, and it’s so cool that that’s what this has become. Entrepreneurs there’s not much stuff. You start a business, you make a bunch of money, you buy a nice car, you buy a nice house, you serve a lot of people, you raise money for charities, but there’s never a time to reward entrepreneurs like there are for actors and athletes and everything else. So Funnel Hacking Live has become that, it’s become the Emmy’s and the Grammy’s and it’s been really, really cool. This day was fun because we had the chance to highlight so many amazing entrepreneurs, bring them onstage and give them cool stuff. So that was awesome but, I want to start at the beginning of the day. I wanted this one, because I knew it was going to be a fun day, so I wanted to start with Anthony DiClementi. So Anthony came and taught everyone how entrepreneurs can biohack for more energy. So he came onstage and it was so fun seeing him on stage. He was in a full suit with bare feet, which is totally such a biohacker thing. So he came in and taught people breathing exercises, other ways to get energy and it was really, really fun. It was our only non-internet marketing type of speaker and I think it was a huge, really cool addition. If you guys haven’t read Anthony’s book on biohacking, you should get it. There may or may not be a new book coming out in the near future. Maybe not the near future, but in the future. He’s working on it now, which is also going to be amazing. So that was awesome. After Anthony got off stage, then Alex Charfen came on and talked about the billionaire code. What’s fun is my opening presentation at Funnel Hacking Live is how to go from 0 to a million, a million to ten, and ten to a hundred. Mine was more, your role as an entrepreneur, where do you need to be focusing your creativity at. Alex came back and went through the billionaire code, which is like all the different phases as he sees them, that businesses transform through. I think his had 9 or 10 different phases, and it was really cool because it shows you each phase, here’s what’s happening, here’s how many businesses in the world are actually at this level, here’s the opportunities and the weakness and all that kind of stuff and goes phase by phase by phase. And it was really coo l for you to get a really good map of, oh here’s the direction I’m going. Here’s what’s happening. Things like that. So Alex was awesome. After that then Dana Derricks, our resident goat farmer came on stage and talked about the Dream 100 which was really cool. You know, it’s funny. I’ve been talking about Dream 100 now for like 8 years, ever since I read about it in Chet Holme’s book and I’ve been telling people to do it. I’ve been doing and a few other people have done it, but very few people do, yet it’s the foundation for everything. In fact, I don’t know if I have Dana’s book here, but he ended up writing a book called Dream 100 and he was like, “Hey can you write the forward for it.” I was like, “Yeah.” I’m not going to find it here right when I need it. But the forward of the book was basically, I told them Dream 100 is everything for us. It’s how we decided what we were going to create, what products we were going to serve, the audience, how we were going to get traffic, how we were going to differentiate, everything in our business is based off the Dream 100, yet for some reason people don’t do it. So he came and talked about that and it was awesome. So Dream 100 was really big and he had some amazing images and videos of goats knocking over little kids and things like that. Anyway, Dream 100 was a big thing. And this is where we started kind of diving more into traffic. So Dana talked about Dream 100, how to use it for traffic, how to lever partnerships, joint venture relationships, things like that. After that, then Peng Joon came on stage, Peng Joon is actually the number one affiliate for the Expert Secrets book. A lot of people here don’t know him, he’s awesome. He joined my inner circle a while ago and I had a chance to meet him, and get to know him and he’s just an awesome dude. So he got up and taught this process that he does. He basically spends three days once a quarter and films 100 videos and then he’s done and then from there he’s got a team that breaks it up and they turn it into Instagram posts, and Instagram videos and YouTube and Facebook and he showed this whole process of how everything works and it was amazing. People were like jaw dropping like, holy cow that’s the process. It was cool because Conversation Domination, which I taught about the first day was all about, here’s how you dominate each channel and have a specific type show for each channel. And his was like, how to create content and push it across all these channels you’ve been building up to build reciprocity and build a following and the blend of those two concepts is really, really cool. In fact, for those who joined the Two Comma Club X coaching program we’re going to be giving you our systems that kind of blend both of those two worlds together, but that’s for another day. But the coolest thing about Peng Joon’s presentation outside of him blowing everybody’s mind, was the end of it. He showed a video of him trying to learn public speaking. He was onstage and he was so bad and nervous and awkward, and this coach critiquing him back and forth. He showed kind of where he came from and how bad of a speaker he was, how nervous and how introverted and all these things, and from that how he’s become this huge person now, 3 or 4 million followers on Facebook, makes tens of millions of dollars a year and this whole thing, transformation he went through and how he had to learn it and earn it and become it. That was, I think, one of the coolest things because you see this person who has evolved himself through hard work and I think he gave everybody hope of, “Wow, no matter where I’m at I could become what I want to be. I look at Peng Joon and look who he’s become and I could do that if he can do that.” Which was really, really cool. Then after that, Alex and Layla Harmosi came on the stage, what’s cool about them is that, since I’ve know Alex he’s launched and blown up 3 or 4 businesses and always kind of walks away from them. And in April this year he launched a new company, and from April til now he barely crossed the finish line, it was less than a year, the new company launched and not only did they hit the Two Comma Club, they hit the Two Comma Club X, they made over 10 million dollars in a funnel in less than a year, which was cool. They do it all through high ticket sales, in fact I was showing his value ladder, they don’t even have a full value ladder. They basically have 2 rungs and they just sell really expensive stuff. So they came up and showed how they do their sales and their pitch. And one of the big things they talked about was so cool. It was like, when you’re doing high ticket sales, or any kind of sales, you’re selling the vacation. You don’t sell like, “You’re going on vacation. You’ve got to pack your bags, get your kids in order, get your family packed, find a ride to the airport, get to the airport, go through luggage…” You don’t sell this horrible experience, you sell a vacation. “Who wants to go to Hawaii? We’re going to be at the beach and you’re going to see waterfalls crashing on your back, get massages every night.” That’s what you sell as a vacation. Obviously they got to get to the vacation and stuff happens. It’s kind of the same thing with them. Look, you have to understand yourself high ticket things. You don’t sell the work, you sell the vacation. What’s the vacation you’re going to go on and then reverse engineer that to get somebody to actually buy what you’re selling. It was really, really cool. Their presentation was amazing as well. Then after that we had a lunch break. We came back from lunch and then we did the awards. We had a bunch of awards we gave out. We gave out our dream car winners, I think we’re up to 50 or 60 people that won a car through the Clickfunnels Affiliate Program. So we gave away those awards. Then we had inner circle member of the year, so all the inner circle members who had won member of the month came up and then we awarded the member of the year. Dana Derricks won that, which was cool. Then we did all the Two Comma Club awards. We’ve had over 258 people at the event, but 91 of them weren’t there. So we gave away 91 awards, some people had 2 and one person had 7! 7 Two Comma Club awards, which was awesome. And then we did the 8 figure award, which is the new award this year, and we had 15 people, 17 that have qualified, but 15 were there to receive their award. A big, huge plaque, twice as big as the Two Comma Club one, plus they get a ring that’s like 2 karats of gold and 4 karats of diamond, or 2 ounces of gold and 4 karats of diamond, like a super bowl ring. It was really, really cool. Like I said, we’re making this thing the Emmy’s and the Oscars, and the Grammy’s of our industry. Each of those rings cost us like $10 grand, so we gave away a lot of hardware. Dave was carrying around his luggage the whole trip and hoping he didn’t mugged and get robbed because it was like $100 grand in rings at least. But that’s what we do for our people. So keep on selling and you’ll keep on getting rewarded by us. After that Sunny D came out and did the Sunny D Clickfunnels rap, which is awesome. After that, this I want to talk about for a little bit because this is where I wanted to take a group of people through a process. We just gave everyone awards and it’s like, I honestly think that anybody sitting in the audience could be on this stage in 12 months from now winning a Two Comma Club award. I’ve seen it happen so many times and I don’t think it’s impossible. In fact, I think it’s probable if people follow the process. So I was like, what’s that process look like? If I set a goal between now and next year I had to make a million dollars in a funnel, and my life depended on it, what would I do? So I kind of talked about that during my presentation, it was called the 12 Month Millionaire, how to become a millionaire in the next 12 months so you can get a Two Comma Club award. I didn’t just talk about myself, I had 5 people come up and talk about it. So I had Steven Larsen, if you had to create an offer that was so irresistible that people had to buy it, what would it look like? So he did, it was supposed to be 10 minutes, but he went for 17, but whatever. A 17 minute presentation, here’s how I’d create the irresistible offer. Then after that I had Julie Stoian come up and said, “Julie, we have this offer we just created with Steven, and you have to figure out how to create the right funnel, what would you do?” And she walked through this really cool process of the two types of funnels. There’s a presentation funnel or an unboxing funnel, depending on what the offer was, we would sell it through a presentation, like a video sales letter or a webinar. Or we’d do an unboxing funnel where we unbox the offer and put it in a strategic line and sequence, which is your front end, your upsell, your downsell. So she walked through that, which was so insanely cool. That was number two, then number three John Parkes came up and I said, “Okay, you’ve got this funnel now, you’ve got to make money, how are you going to do it fast?” And he went through this testing process we learned from the Harmon Brothers, how to test a whole bunch of ads, creative videos, in a very short, finite period of time for under $100. So we walked through that whole process, which was cool. It was like now we know exactly what ad is going to be the best. Then we had James P. Friel get up and talk about, “okay now you’ve got this offer, this traffic, things like that, how do you now systemize it so you’re not going to drown like most entrepreneurs do?” So we walked through his Trello process, which was super cool, and the bat meetings and how we do our bat signal meetings here in the office. Then when he got done, Alex Charfen got up and he talked about how he’d actually build the all star team that could actually do this and facilitate and run the whole thing and it was really cool. So they all shared their stuff then afterwards everyone gave them a huge round of applause. We showed an animated video we made called the Justice League, and basically showed, these guys are my Justice League and we brought them together to help my company. Then I had these guys go off stage and I said, “Okay, now how many of you want this Justice League to help you do it?” and we made an offer for our new coaching program called Two Comma Club X. My goal coming into this was to get 250ish people to sign up and to get over a thousand within the next year, so that’s kind of what we structured it as. I made the offer, which was probably the best offer I’ve made in the history of my life, and when the dust cleared we had over 650 people sign up for the Two Comma Club X program at $18000 a year or 1800 a month, so you can do the math on that. But it was insane, and now I’m home in the office, we’re scrambling this whole week to get everything prepared and put together. In fact, today I’m actually giving out the membership site access to everybody to get started, but the program is amazing. Again, they get to work with all 5 of those coaches, depending on where they are in their business, there’s a timeline, they move through that. We’re doing a systems event where we give people all the Trello systems we have. They’re doing another event they don’t even know about, that they’ll find out about in the member’s area, which is super cool.  And then there’s a big cruise. We’re going to do a big party cruise at the beginning of next before Funnel Hacking Live. Everyone will come on and celebrate and network and go on vacation together for a week, and a bunch of other cool things. So it’s really an insane offer, that did 3 times more than I thought it was going to. So it was awesome. And then we broke for dinner, got everybody signed up and when we came back from dinner I had to go work on the OUR funnel because I hadn’t finished it yet, and I was running the event. It was almost done, my team had built it, but there were some things I wanted to add to it. So I actually went up to my room. But before I did, I introduced the 5 coaches again, and Brent Copeiters and they did Hot Seat Coaching, so bunch of people filled out a form asking questions and for the next 2 or 3 hours did coaching one on one with people, which was super, super cool. They were up super late doing that and they all hung out, helped coaching and serving people all night long, which was awesome. So that was day number two, the Two Comma Club. We showed people the path, the process, and then a bunch of them we took outside of the event to now take them and hold their hand and walk them through becoming a Two Comma Club member in the 12 months. Because my goal for all of those people and you is to have you onstage next year, getting your Two Comma Club award. So that was day number three at the event. I know, can it get any better? Three days and we had one more full day coming, and the last day was called, Change the World, how to now change the world. So I’m going to talk about that in tomorrow’s podcast, but that is the next step. I hope you guys enjoyed that. For those who were at Funnel Hacking Live, I hope that gives you a reminder of all the amazingness you experienced. Those who weren’t there, I hope it gives you some ideas, some tips along the way, but hopefully most importantly it helps you understand why it’s so important to be there. I would sell my house if that’s what it took to be there. Because the ability to network with people and go through the system, this process. People always ask how I pick my speakers for Funnel Hacking Live, and honestly the biggest thing is, unlike most events, if you look at most marketing events or probably any event, I don’t know. You come in and there’s a million break out rooms and they try to teach everything and you have pick which track you want and stuff like that. For me, Funnel Hacking Live is really a storyline, it’s like there’s a story I want to take people through and it’s a journey. That’s why we don’t publish schedule’s ahead of time, because I don’t want people like, “I’m coming to this one, but not this one.” It’s like, no you don’t understand. Every one of these speakers was hand crafted to tell part of the story and they all line up in a very systematic order and if you miss one of them, you miss a piece that builds upon the next piece and the next piece. So I pick my speakers on number one, having high energy. I want to keep the energy level high. But number two, it’s like they fit in the storyline of what I’m trying to tell at the event. I feel bad, I’ve had friends who are like, “Why don’t you let me speak? Why couldn’t I speak this year?” or whatever. Your message didn’t fit the storyline, and that’s the most important thing. It’s not any, me or you or anybody as a speaker, it’s the storyline for the audience and the attendees, it’s the most important part. So that’s how I pick my speakers. The story I need everybody to have to break false beliefs so they could actually achieve what they need in their life. So it’s fun. Alright, with that said, I’m going to bounce. Tomorrow I will tell you guys the last day, where we had many amazing things. Tony Robins came on stage, we did something that made an extra $3 million in coaching sales in 30 minutes, I’ll talk about that and a bunch of other things. So make sure you don’t miss tomorrow’s podcast. Thanks everybody, talk to you soon.

Click above to listen in iTunes.. Untold ideas are already dying.... Hey, guys. I am very excited for this episode... I've actually had this episode on my mind for, I don't know, it's been a while. I've had a hard time trying to figure out how to actually present it. I want to walk you through a little bit of, I don't know. About four years ago I decided that I would create, every January 1st, I would go and I would create a video that would basically publicly declare my financial goal for the next year, and it's the scariest thing that I do pretty much every single year. It's interesting what has happened though because of those videos. They're on YouTube. If you go to my YouTube channel, you can check it out. About four years ago, it's me, I'm in the army, I've got a shaved head, and I'm like, gosh, you know what guys, if I could just make an extra $1,000 a month that would change my life. That's where I was. I was like, hey, and here's my plan. That was the video for that year. Then three years ago I was like, "Hey, if I could just do $3,000 a month that would be crazy. Oh my gosh, that would change my life." It's crazy, because what I do then as I go through each one of the months and I say, hey, here's what I did, here's how I did. Then the year before this one, I was like, "hey, I just want to do $30,000 a month". That's excluding salary income, excluding any other income on the side. Just my own stuff. I'm pleased that I hit that several times this last year, which is awesome. I want you to know that that's on the side, working for somebody else more than full-time doing ... Still have a family, two kids, a wife. You know what I mean? This is not meant to be that video, but about four-ish years ago. Let me check actually. About three-ish years ago, I so badly wanted to be able to just start being around other people who shared my common interests. I was in college at the time. It was 2015. It was wrapping up the year, and I just wanted to be around other people. I felt like I was very alone, funny enough, even in my marketing degree, my marketing classes, which I love school for the environment it gave me to learn, but I didn't actually learn that much stuff that I use now, hardly at all, which is true for pretty much any education now. That's fine. I had been following Russell for quite some time at that time, and I knew that Russell was really into things like masterminds, and he had this Inner Circle and stuff like that. Honestly, before Russell, before I ever knew who Russell Brunson was, I thought masterminds ... I'm just going to be open and honest with you. Because I had no other expectations at all, I thought masterminds were a way to get more money from people. I didn't know what they were. I had no idea if there was any kind of value or anything like that. My perception was just that it was a high-ticket experience to hang ... It was a reason to hang out with people who paid you a whole bunch of money to hang out with them. You know what I mean? That's what I thought it was. Then when I saw that Russell was doing masterminds and he came out with his Inner Circle, I was like, huh, that's kind of ... Pre-Russell my attitude towards masterminds was very like, "Meh. You're just trying to take my money," or something like that. You know what I mean? That was my attitude. It's more of a scarcity mentality as well by then. This is like three, four years ago now. A lot's changed since then. After figuring out who Russell was though, and after seeing more of what he was doing with his Inner Circle and more what he was doing with that, it became very apparent to me very quickly that this was not a normal thing, that this was an extremely rare opportunity to learn in some really, really high-speed ways. I was seeing the results that some of these people were coming out and saying like, "Hey, I've got these results, X, Y, and Z." And be like, "Holy crap. That's awesome. You get that from the mastermind?" I had to change my mentality. I had to change the way I was looking at it. I found myself really wanting to go attend one of these masterminds. Granted, they're not all the same. The only thing I knew of Russell at the time was his DotComSecrets X product, DotComSecrets book was out, and I had read that definitely by this time. I believe so, anyway. I really just wanted to learn more from him, and I really, really wanted to get into his Inner Circle. I knew I did not have 25 grand though at the time to be able to do something like that. Fascinating, right? Fascinating experience. Fascinating predicament. I know if you're listening to this podcast right now, you've probably been in the same boat before. You've probably experienced it before, be like, "Hey, I wish I could be a part of this program. I wish I could do this or that." The FAT event and funnel hackathon event, secrets masterclass, 2 Comma Club Coaching, he has few different names for it. That's 15 to 25 grand, and for very, very specific reasons. I understood the reasons. I understood why he was charging that much, but I was in college and I still wanted to be a part of that. One day Russell sent out this email, and in fact I can tell you it was December 14th, 2015 at 5:44 p.m. I remember it. I remember this moment. This was a huge moment for me. I went and I actually found the email. I found the email, and Russell said, "Hey, look, there's 74 out of 100 spots taken. As you probably know, I have a small group of entrepreneurs that I personally coach and I call them my Inner Circle. For the past two years, I've had dozens, and dozens of success stories come from this group, in fact." Anyway, he went through and he started talking about it, saying, "Look, this is a new development. I'm going to say that when we're at 100 spots I'm going to end it." I was devastated. I was so devastated. I remember exactly where I was. I was in the campus basically rec center. There was a pool in that room or in that building. I was standing in the hallway and I was walking down in the stadium steps, the basketball stadium steps. Smell of chlorine from the pool from several rooms over was in the air. It was quiet. I was one of the only ones in that room standing in the middle or almost in the middle of the basketball stadium. It was quiet, and I remember reading this email, and I remember out loud actually saying, "No! No! Crap. No!" I was pissed that he was closing down his Inner Circle at 100 people because I knew I would make it somehow, but I knew I couldn't make it at the speed he was filling it. I just knew that I couldn't make it. I was like, "Oh my gosh. No." I remember I sent a message to my wife, and I was like, "He's closing it down." She didn't really know what it was at the time still, or what I was really doing or what I was into and stuff like that. She said like, "Oh, that's too bad." I was like, "No." I remember at that exact moment though, I mean I was crushed. I was shattered over it. I so bad wanted to be a part of that group. Again, this is December 14th, 2015, three years ago. That's crazy. Is that two years ago? What's the year? What's the year? '16, '17. Wait, this was only four months before I got hired. Holy crap. I thought this was longer ago. That wasn't actually. This is only two years ago. Never mind. It's December 28th right now. This is only two years ago. I remember I was pissed. I was so sad that I wasn't going to be able to be in that group, because he had already been changing my life so much, and I had a successful funnel building agency at the time and I was making money for other people, and I was making money for myself finally. Now that I know more of the timeline of where all this was happening. I remember standing in that room. It was silent, but you know like when you're in a huge room and there's really, really high fans, so you can hear the light hum in the air, and there was a little bit of the smell of the chlorine in the air from the sport unit, from the lap pool that was over. The racketball courts were near, and I could hear them ping ponging around. For the most part it was pretty silent. I was standing there, and it was one of those moments that was just like, "I'm going to get in that group. I don't know how, but I'm going to get in it." I stood right there, as soon as I read Russell's email, and I actually wrote him one back. I just clicked reply. I was right on my phone, and I wrote an email back to him immediately on the spot. This is what I said. I know, because I found it. I said, "Dang it. This just breaks me apart. I'm in college and working to get in, and I'm trying to become your dream client, because I know I'm not yet. Thank you for everything you've given me. I can't express how much you've changed my life, but you don't even know me. I feel like I know you because I've gone through so much of your material for years. You're a blessing to me and my family, and I sincerely thank you for all you've sacrificed and given to make sure others are successful. You're one of my very real inspirations and I thank you, Steven Larsen." Then I put in parentheses: "See you at Funnel Hacking live event. Woo!"   At that time, that's when I was bootstrapping my way to the funnel hacking live event, because I still didn't have any money, so I was exchanging funnels for the event tickets, funnel for the flight, funnels for the hotel nights, and that's how I got there. Which was literally what, like three months later? Then I sent this email over. No one replied. I didn't expect them to, but I kept sending stuff like this. I sent tons of stuff like this, and what was funny, what was interesting is three months later I was at his event. I applied on a Saturday. I think it was a Saturday, because that's when the event was over. I think that's when it was, on a Saturday. I got a call on Monday to come get an interview, so two days later, two days later. The next day, Tuesday, so this is three days after the event was over, I was in Boise doing the interview. Actually, I think it was on Wednesday, so four days later. I was in Boise in the middle of my finals week and I got the job. I was in Russell's office working full-time within, I think, eight days after funnel hacking live 2016 ended, within like eight days. What was crazy is within a month he had his first Inner Circle, not first, but first since I had been there working for him, a mastermind come up for his Inner Circle. Guys, before I recorded this episode I was trying to find the Voxer that Russell sent me inviting me to come to the Inner Circle meetings. I was blown away. I was like, "Are you kidding me? Oh my gosh." I went berserk. I think I almost killed Voxer, which seems like it's dying anyway. I literally spent, because it took so long for everything to load, plus I was reading all of our old conversations over the last two years. Anyway, it took 30 minutes, and I was one month away from going back to where the messages were, where he invited me and then my response. I was going to take those excerpts of him inviting me and then my response back and put them in the episode. Voxer wouldn't load anymore messages. Said there was no more messages left. There was messages left. I think I just broke it. Super-sad, honestly, that I didn't do that. I went nuts though, I went crazy. I got into the mastermind. I was freaking out. I got there early. I sat down. I was like didn't know if I should talk to anybody. I was like, "Oh my gosh. This is Russell's Inner Circle." I was like, "Oh my gosh." I was kind of slinking around the sides of the room, because I didn't feel like I was qualified to be in there. Just four months, five months earlier I was telling Russell how much I wanted to be a part of it, didn't know how I would, and I ended up now working for him in the same room with him. Like crazy. It's ridiculous. The turn of events, that's insane. That's pure insanity how that all worked out. I sat in there, and holy crap, it was fantastic. Everyone was following the same format in this mastermind, and it was better than I thought it would be. Everyone stood up and they shared something amazing. We're not talking about like little tiny tips and tricks. I got almost straight A's in college in my marketing degree, and I was also that kid who was like fighting with the teachers actively and didn't really get along with a lot of the other students in there, because none of them were doing it. They were all freaking studying about it. No one was actually starting businesses. No one had been doing it. I had been doing it for years by the time I got there. You know what I mean? I was that weird kid who was kind of on the side fighting what everyone thought, or was just taking as face-value truth. I was like, "No, that's no. No, and it's not true because of X, Y, and Z." With that backdrop, the stuff that people were just getting up and openly sharing was ridiculous. What I did is I actually opened up Trello while I was in that mastermind, and just sitting on the side listening and taking notes, I mean ferocious notes. I was going back through reading some of these, and I was like, "Holy crap." It's not like some of the stuff was like, "It only works right now. You got to do it now, because the trick is going to end soon." It's like, no, like the stuff that I'm reading that I learned from that mastermind is still stuff that I both teach and use and apply to this day. That was a year and a half ago, which is crazy, which is crazy. I can't believe, I cannot believe that I got to go do that. Then I got invited to the next one, and to the next one, and to the next one. It was like over and over and over, and drinking deeply with that group, just listening, taking notes. Very super-observant, like just writing it all down. It's nuts to me, absolutely nuts to me the amount of personal progress that came to me because of those masterminds. I'm frankly a little bit ashamed that I ever thought something like a mastermind wouldn't be valuable. Then as time progressed and I started getting invited to go speak places and present in different masterminds, several of them, which has been so much fun, and come be a keynote in some masterminds, and things like that. It's been interesting to see how much I've learned to just flat-out adore them, and not even learn to. It's really easy to love them because they're amazing. I'm very anti-meeting. Meetings freak me out. My first perception was that, hey, I'm going to have to go sit in this meeting and it's going to be boring. I'm going to sit there all day. It's like no, like it is fun. They are high-paced. They are high-energy, and if you've never been a part of one, I want you to have that experience. Want you to be able to know that is. Since I'm leaving ClickFunnels, there are two questions that have been popping up very, very frequently. Very frequently. The first one is, "Steven, will you coach me?" That question has been asked to me like crazy. Is there any kind of coaching package? No. Not yet. I'm sure there will be at some point, and when I decide to do that. I'll tell you why I'm not doing it right now, also. For right now, no. I do 30 minute consultations on people's phones before they go launch them. That's fun. That's awesome, but I don't do active coaching yet. Then the second question that people have been asking me like crazy, I finally have a support team, awesome support system, a ticketing system finally. I finally have structure underneath me that I've been building ferociously in the evenings; it's 1:30 in the morning right now, as I am literally in two days going to be unemployed. What would you do if you knew you were going to be out of a job with like four or five months advance notice? Russell and I both knew way before I ever told anybody. You know what I mean? What would you do? You'd do the same thing I'm doing. It's not exactly relaxing. I almost feel like it might have been easier to just have the whole two weeks notice thing, but instead ... Anyway. The second question I get like crazy is, hey Steven, is there any kind of mastermind or event you're going to be doing? The answer to that one is yes, because I am such a proponent of them. I cannot believe how much growth has come to me because of them. There's 100 people in Russell's Inner Circle. That's four different mastermind sessions twice a year. That's eight mastermind sessions per year, and I've got to sit in a huge portion of them and learn like crazy, I mean from ... Just brilliant. Brilliant. Even the ones that aren't Russell's that I've been able to go like, people are like, "Have you really done much? Have you accomplished much?" Sometimes one of the fears people will have, I've noticed, is they'll be like, "Well, I haven't accomplished these great things, therefore I can't attend because there's nothing to contribute." No. That's not how it works at all. This is very much like a huge synergy situation, where you just put multiple minds together who are trying to go towards a common goal, and it is ridiculous. I don't care what kind of background you have. It's fun to watch just different experiences and backgrounds and stories that people bring to a room and go like, "Oh, yeah. Do this, or X, Y, and Z, or this is my feedback for this." The amount of decision making, the time that it takes to make the kinds of decisions that people need to make in order to be successful, the timeline decreases. The clarity of the path that people go down afterwards is amazing. Clarity not just on the marketing, or clarity on the offer, or clarity on this, but how they actually operate and conduct themselves outside of the mastermind in order to get their goal. I wish I could just dive in and start telling you all of them. I am shamed to say that I have not taken notes in every single one of them. I should have. I don't know why I didn't for a lot of them. Some of it was because I was building funnels on the side. Actually, a lot of it was because I was building funnels on the side, so I'd be listening and when there'd be some massive thing, I'd come over and write it down. I've got this huge, massive, Trello column of just huge. On one side it's direct quotes from Russell from all the lessons of me sitting next to him and hearing him as he's talking to other people on those podcasts. The other one has all these ones that he hasn't actually explicitly told me, but I've learned from him, or gleaned from him either in a mastermind or directly from his desk, or whatever it is. I mean it just blows my mind. I couldn't have gone and got a master's degree, even PhD in marketing or internet marketing or whatever it is, and I still would not have learned even a fraction of this stuff. I know that. I know that, because these are the people who are doing it. These are the people who are out actually proving what's actually happening, what's actually working right now. You know what's funny, like I was saying before, of course it matters who all is in the mastermind. Obviously, if you're more experienced, overall it's going to be awesome, even more awesome. Even if you're not crazy-experienced and you have the chance to go to one, you should do it because it's crazy to see how much actually comes from it. Anyway. I feel like I'm saying the same thing over and over again now, and I apologize for doing so. It's just if there was one thing that I could do the rest of my life, if there was one activity that I would go do the rest of my life and never read another book again, and never take another course again, if there was one thing that would replace it all and I would still feel like I would be able to stay on the edge, the peak, the cutting edge place of the markets, whatever I'm trying to do, it would be masterminds. The mastermind would replace. Now, that's personal preference. Obviously, I've quite a bit of experience in the funnel building world, a lot of it. It's true though. I would put down all these books. I've tons of books all around me. Lots of bookshelves, bookcases and stuff. I love them and they're awesome. It's gold, amazing stuff. The one thing in my mind that has actual potential to replace the huge amount of knowledge in books that's sitting around me or on courses, or whatever it is, is masterminds. It's masterminds. For whatever reason that kind of synergy that comes from people who are truly trying to dive into and dump amazing information in and get amazing things back out, I mean it's amazing what happens. There's this really interesting study that happened actually, and I'll end this episode soon, because I know I've been going for a bit here. There's a really interesting study that happened, I heard the results from anyways, where some people went through and they watched those who contributed the most. Here was the rule. This is what they found out. Those who contribute the most in masterminds, those who contribute the most in masterminds almost always are also the top earners in the room. That wouldn't shock you. That wouldn't shock you at all. Think about that. When you get into a mastermind, and you see people who are just giving and giving and giving and giving and giving and giving, it is very much the antithesis of what most people treat wealth creation and secrets and, "I got to keep all my products to myself, and no one's going to know what they are. If I say anything, someone's going to steal it." It doesn't really happen that way. Guys, I tell you everything that I do and there's maybe like one or two people who have attempted and kind of done the stuff that I say, kind of done. Why? It's because I'm a different person with a different background, different frame of mind. Even if they did take the same idea and they did try and go, they still would execute it differently than I did. Ideas when they are shared grow. Ideas when they are shared actually turn into better ideas. You get up, and you stand up, and you actually start sharing all of your best stuff with the room, and you'll be shocked, shocked, completely floored, completely floored at what ends up happening to your idea, things you would never, ever, ever have thought of or it would have taken you a very long time to think of. Time is money. Anyways, I have a mastermind. It's not necessarily a Steve Larsen mastermind yet. I am having fun partnering with a lot of my friends at the moment, but no matter what, you can always find whatever mastermind I'm doing or running or pulling off, or whatever, at SteveJLarsen.com, and just click mastermind up at the top. It's in the top header. Click mastermind up at the top, and you'll be able to go to whatever mastermind is currently going on that I'm doing. Would love to have you guys. There are different prices, different price points, different things that you can go check out, whatever it is. I just got to bring up one other thing, one other thing. As I've been preparing to leave my job, as I've been preparing to leave ClickFunnels, I've surrounded myself with a lot of coaches, just to make sure that I keep the edge. One of the pieces of feedback that I've received is actually from Mandy Keene who's actually the Inner Circle coach who's amazing and has totally changed my life in ways that I still have a hard time expressing to her. I'm very thankful for her. What she taught me and actually what Russell personally taught me also, he and I were chatting and we were talking, and we were talking about the purpose of Inner Circle and the purpose of masterminds. Mandy separately was also talking about this, also. Russell has his own mastermind for many purposes. One of them is so that he can stay up to date with all the other industries and what's going on and all those things, so he knows how funnels will work in those different areas, things like that. That totally makes sense. The money, yeah, I mean the money's nice, but that's not really the real, real reason. The real, real reason is to keep him sharp. Then he'll attend these extremely high-ticket masterminds, these 100K masterminds in order to attend. $100,000 just to go to the mastermind, with these extremely high, A players. You can imagine the kind of goodies that go into there. The only thing I'm bringing this up for is so that you understand that if you're not collaborating actively and you're not actively your ideas, the idea is already on the way to dying. In my opinion, going to masterminds and being active in them and contributing your face off, it's one of the fastest, best accelerants I have ever, ever, ever seen, or ever witness ever. I think I could say ever a few more times. Ever, ever, ever, ever... It's because of all those things, not just the personal growth of the person explodes. Obviously the business does. The connections do. Hey, I know a guy who can hook you up with X, Y, and Z over here. The connections in the room, the ideas in the room for both your offer, or the marketing message, or the litmus test of the people who are sitting in there. People who are offering their connections. People are offering things that they've taken time and money to build on their own in order to contribute because they all understand the law. The law is if you give the ideas away, yours explode and expand in ways you could have never done on your own. People know that when they're regular, habitual mastermind attenders. I invite you to come. If it's not mine, I don't care. Choose one. I would love it if you came to mine, but my gosh, choose. Just attend. Go to one. You will be shocked by what happens. If you're like, "I don't know which ones exist out there." Just start looking around or come to mine, or go to someone's. I guarantee if you go to Google and start looking around, or any guru, gosh, just start asking around, and you'll find one. Anyway, hey, so if you want to do whatever one I'm currently running or putting on or about to go to or whatever it is, I'm just going to be putting at SteveJLarsen.com, and you can click mastermind up on the top. The next one is actually here in just a few weeks, which I'm very excited about. Anyways, guys, appreciate it. Go collaborate like crazy. Share, share, share, and give your ideas away, and you'll be shocked at how much, A, they grow but B, no one steals them, because no one can truly replicate you. Anyway, talk to you later. Bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnels for free? Go to salesfunnelbroker.com/freefunnels to download your prebuilt sales funnel today.

Interesting thoughts after my whirlwind week. On this episode Russell talks about what’s it’s like being an introvert in an extrovert’s business. He shares how you can still be successful while being introverted, just like him. Here are some interesting things in this episode: Find out why Russell loves speaking in front of thousands of people, but can still be awkward one on one. See how Russell is able to get past his introverted tenancies to still be able to sell a room. And find out why you just need to start sharing your message and with consistency you will find your voice. So listen here to find out how an introvert is making it in this extroverted business. ---Transcript--- Hey everyone, this is Russell Brunson. Welcome to Marketing Secrets podcast. Today we’re going to be talking about what it’s like being an introvert inside of an extrovert’s calling. Here we go. Alright so last week was a little bit insane. I think I only slept about 2 ½ hours last night and I am really excited to fall asleep. The kids are almost all in bed, but one of them is finishing their homework so I’m like, I’m going to sneak away and talk to you guys before I pass out and then go back and finish the homework with them so. That’s why we’re here right now. So last week there was an event that I wanted to speak at for a long time and I got invited probably about six or seven months ago. I was looking forward to it and then after someone else….I get invited to speak at a lot of events, and unfortunately I have to say no to most of them just because it’s hard to leave and travel and be away from family, so it’s not typically worth the investment or the time away, especially this level in the business. It’s tough because it’s like, I’ve had people come back like, “Hey we’ll pay you $100,000 to come speak.” And I’m like, I feel like a jerk because to be able to travel there, being there, being able to travel back, it’s like, I could do a webinar and clear way more than that, you know what I mean, and be able to go sleep in my own bed at night and be with my kids that night. So it’s just tough unfortunately. But someone asked me, one of my friends, James Malinchak asked me and since I was already going to be speaking at WarriorCon, which is widespread event that I was super excited to speak at. James is in the same city. So it was like, “Sweet dude. I’ll just drive over and we’ll do this whole thing.” So we’re at the event and I’m like, I’m going to be in LA, what else is in LA? Tai Lopez is in LA, we should go hang out with Tai. Justin and Tara Williams are in LA, we should hang out with them. And it turned out to be really, really cool. Here comes Bow-dog, who has been working on his homework. Say hi to everybody. Bowen: Hey! Russell: Anyway, the vacation was crazy. Basically what happened is Dave and I jumped in a plane and flew out there to LA, and at night we got to the Warrior Event, so we decided to sneak in. We were at the back and we had white shirts on and everyone of the warriors got black shirts on that say “Warrior” on it.  I wasn’t speaking until the next day, but I walk in and they came and grabbed the shirts and like, “Go put these on right now.” So we put our shirts on so we could fit in with the whole cult-ture that their building over there. It was just cool. And then that night I was going to work on slides, I was super tired so I just went to bed. Woke up in the morning and I was going to work on slides, and I was super tired so I didn’t and we went and got massages, don’t tell mom. Massages were really good. Then after the massages I was going to work on the slides, but then I didn’t. And then Justin and Tara came to lunch, we hung out with them for lunch, which was awesome. Then it was like, the ninth hour, or twelfth hour, however that works. So I had to go get the slides done. So I went up into the room, got my slides done, saw Kevin Anderson who does all our Funnel Hacker TV stuff, he came to come film. And Brandon Fischer was there as well, he does all of other video stuff. So it was kind of cool to have those guys come out as well. They were filming the room, walking around, getting a bunch of footage and everything, which is pretty sweet. So you’ll probably see some of this on Funnel Hacker TV soon. But that’s kind of what’s happening. It’s so cool, Warrior was insane. 600 men, just insane, everyone dressed in black, it was really, really cool. I was teaching a lot of the Expert Secrets book stuff, but as I was teaching it to them I was also showing how Garret had done it. The process Garret had done to create the Warrior movement, it was really kind of cool to be like, “Here’s this piece of it, here’s how I did it. Here’s what Garret’s doing, here’s what you need to do.” And kind of go through the whole thing. So I think everyone thought it was pretty cool. The only problem, it’s so bad. I started the presentation and then I come up and Garret does this huge thing to get everyone pumped up and excited and I come on stage and start my slides and my slides aren’t working. And it’s like, I had done all this research to find out, the day we launched Clickfunnels, it was like 138 days later that he had launched his and it had the dates and time and all this stuff in the first slides. So it wasn’t like I could just BS my way through the first three or four slides. They had like pictures and the date and time. I’m like, “Ugh. Well….” So it was super anticlimactic for probably, seemed like an hour, but probably the first 2 or 3 minutes. And then they came back, you know you get kind of thrown off. It took me 5 or 6 minutes to get back on and then I think the rest of the presentation went pretty well after that. That was awesome and then we got done and we were supposed to leave to head to Tai Lopez’s house, which is like a 2 hour drive I think, but also Stu McClarin was doing a charity event…..this is homework, we’ll talk about that in a minute. We’re almost done bud, then you can….. So Stu McClarin is doing an online charity event, so I was supposed to do an interview for that, so I jumped on at the hotel before we left. And of course the hotel internet goes out. It keeps going in and out, so it’s all…..but we did our best there and ended up raising like $22,000 I think for that charity event, which was really sweet to help some families out that have been struggling with hurricane stuff. Then jumped in an Uber, drove to Tai Lopez’s house, they asked us when we got there, “What’s your hard leave time?” “We have to leave at 11:00 sharp.” So we ended up being there until after 1, almost 1:30 I think. We filmed to info products there, ate dinner with Tai and then did an interview with him, which if you haven’t seen yet, it’s online. It ended up being almost 2 hours long, it was really good. I’m going to see if I can get it on the podcast, so I may play here for you guys to hear. It turned out really cool. If I do that I will explain some of the reason behind the podcast. But we got done with that at like 1 in the morning. Jumped in an Uber and got to the new hotel somewhere else by 2. And then passed out and woke up at like 6 because I still had to do slides for the next day’s event. So I was working on slides all day. Then got down, get onstage at James event, closed 30% of the room on our package, did the whole thing and by the time we left, we were driving to the airport and I’m like, I just can’t keep my eyes open, I’m so tired. We drive to the airport, fly home and it’s interesting, because in those situations, I’m onstage, 100’s of people, everyone’s cheering, I love that. That’s me, as Russell the extrovert. I love that. My calling in life and in business is like, requires me to do that, be good at that. Because I gotta stand onstage in front of all of these people and entertain and inspire and hopefully give them the tools they need to be able to move forward. But what a lot of people don’t know is that’s not natural to me. I’m not naturally very extroverted. In fact, my whole entire life up until probably 10 years ago, when I kind of started into this business, it wasn’t even when I started this business, it was way into the business before I realized I had to start learning how to speak, talk. But I was super introverted, in fact, still am very, very introverted. But when I’m in those situations, I’m at an event and I’m onstage, it comes out of me. I love it, I really, really enjoy it but it’s funny because Dave, who’s there at all these events, he told me, “You’re onstage, you’re present, doing your thing, loving it. Then you get off stage and someone comes and asks you a question and you just shrink in this weird introverted, like you can tell I’m not comfortable in that kind of situation.” At James Malinchak’s event, it’s funny because I haven’t spoken at an event like that, where you speak and sell and people can ask you questions afterwards for a long time. And it was just tough because I’m in the back of the room and probably for an hour and a half I had people ask me question after question after question. Which is just like, super uncomfortable for me typically. And introverted Russell was really, really struggling. And then it’s funny, I got home, we took an Uber home, flew home, got back to my house about midnight and the next morning at like 8:00 we had this big church Christmas party that my wife was in charge of. Such a crazy week. So we get there and there’s you know, all the entire church, all these people, and all this stuff, and I’m there with the kids because she was stuff ready. So I bring the kids in and it was just interesting. I come in and totally introverted Russell took over. Not comfortable in that situation. I kind of sat down at the table with my kids and there’s all these amazing people who go to church with us, that I know who they are, I like them, I like them a lot. There’s especially a bunch of guys that I really think are just awesome. And it’s so weird how much fear I have to go and just say hi to them. I hate it. That’s one thing that really frustrates me about myself. In my element, it’s easy to go out there and people come to me, because it’s the brand I built. I go to events and people come and they want to ask me questions, so it’s really easy. It just very naturally comes to me and I can talk to them. But I go to these other places where no one really knows who I am, and it’s just, I’m a person. It’s hard. I don’t know why I struggle so much to just walk up and say to them and talk to them. It’s interesting how much that introvert side of me, how much I struggle with that. I remember sitting there the whole Christmas party, looking around and seeing all these amazing people, people that are fascinated by us, “I want to go talk to that person, I want to ask them a question, or do whatever.” But I honestly have so much fear inside of me, it drives me nuts. All this fear keeps me from going and saying hi, just going and talking to them. And even when they do come say hi to me or whatever, it’s just weird. I’m really good at carrying on a conversation when people come and ask me questions, you know, but it’s like, we’re on mutual ground, they don’t really know much about me or whatever, I really struggle. I always try to think, I need to be interesting and ask them questions about themselves, but I’m just not as good at that. It’s just fascinating, the contrast of the night before I was onstage in front of all these people, people chanting my name and screaming and going crazy, people crying and this whole thing. And then the next day I’m around people that live near me and I can’t even…it’s interesting. So that’s a little glimpse of what it looks like to be an introvert in an extrovert position or calling. So unless you think that I got everything put together, I still get scared to death. One of my biggest fears in life is calling people. I hate calling people on the phone, it scares me to death. That’s why I use Voxer with my inner circle members, that’s why I never, the only phone call I ever answer is from my wife. Everyone else I make go to voicemail, then I listen to the voicemail and if it sounds awesome I call them back, otherwise I just don’t call them back at all. I’ll text them back or I’ll vox them back. Just because I have these weird fears about that. Anyway, it’s not just me, it’s everyone. So don’t feel bad if you are like, “I’m too introverted I’m never going to be good at this business. I don’t dare talk to people.” I get that. Still to this day, I get so nervous behind it. But that’s one of the powers and beautiful things about this kind of business. My thoughts are like, when you are introverted it’s really hard to do face to face, one on one selling. Nothing scares me more than that. It’s funny how we built huge call centers and stuff like that and I don’t think I’ve ever picked up the phone and called someone and sold them on the phone. I don’t think I would even have the guts to do that yet. I can stand in front of a room of a thousand people or five thousand people and sell. For example, I’m speaking at Grand Cardone’s event in February and there’s supposed to be somewhere between 8500 and 10,000 people. I’m so excited for that. The extrovert in me is like, yes, this is going to be awesome, I’ll step onstage, I’ll speak, I’ll sell. It’ll be so much fun. And then afterwards in the hallway, anyone asks me questions I get all awkward and weird. Hopefully someday I figure it out. So hopefully my kids, hopefully Bowen over here, will never be nervous. Do you get nervous from talking to people at all? Bowen: Yeah. Russell: Do you get nervous standing in front of a lot of people and talking? Bowen: Yeah. Russell: Both of them? Bowen: I’m about to do it in front of my entire class. Russell: You’re giving a presentation tomorrow? Bowen: Wednesday. Russell: On Wednesday? Does it make you nervous? Bowen: Yeah. Russell: What makes you more nervous, talking in front of a class of a whole bunch of people, or just talking one on one with somebody? Bowen: Probably the whole class. Russell: The whole class does? Interesting. See for me, I was just telling them, when I’m onstage with a whole bunch of people I feel comfortable, but then one on one I get really nervous. Bowen: if it’s one on one I guess you do kind of get nervous. I mean, it was kind of hard for me to do this because one on one is kind of hard because if you mess up they’ll recognize it. Except if it’s a lot of people, they don’t yell it out. Russell: Anyway, I just wanted to share with you guys tonight, I don’t think this is something anyone is going to learn much from, other than hopefully give the introverts out there some hope that they can do this. And people that are extroverted, help them understand their super powers. A lot of those guys are going to be a lot better one on one and a lot of introverts just seem like….it’s funny, because it’s not just me either. I was talking to Frank Kern and he’s like, “I love doing big events, but it scares me to talk to people afterward.” He’s super introverted. I think a lot of people in these kinds of positions are. So it’s neat because it’s something that introverts can thrive in, in mass situation, but then they’re…even within there they can still have success. Hopefully that helps some of you guys who may get nervous or may think, “I can’t do this, I can’t do this. I’m not like Russell.” I get people all the time, “I’m not like you Russell. I can’t stand up in front of people and just talk for hours.” I’m like, “Dude, but you can talk to someone face to face, I can’t do that. It scares the crap out of me.” I mean, that’s a bad word here, in this family. It scares the..something else out of me. That’s the worse swear word you’re going to hear from Russell. Bowen: Crud maybe. Russell: Crud? It scares the crud out of me. Yeah, that’s way better. Good job.  Anyway, I hope that helps those introverts out here to understand how it is that you can still succeed in an extroverts world. In doing this stuff, the Expert Secrets stuff, putting your voice out there, putting your message out there. Because when all is said and done, the only thing that really matters is the impact you have on people’s lives. So do it, it’s worth it. At first you’re not going to be very good, but if you get consistent with it, you get better and better and better. I think I told you guys, Steven Larsen told me, because I started this podcast back before I knew how to see if anybody was listening to it, so I think for four or five years I didn’t have it hooked to any stat system. And I’m glad I didn’t know because I just kept doing it and doing it. And Steven Larsen said to me one time, “Yeah, the first 45-46 episodes weren’t very good. After that it started getting really, really good though.” But that’s how it kind of works. It’s all about you guys getting out there and sharing, sharing, and sharing and eventually you’ll get comfortable with your voice. I just watched Alex Charfin, he launched his Momentum podcast after the Pirates Cove mastermind this year, and he’s passed like 80 thousand downloads, which is awesome. And what he just posted on Facebook about it was just, because he thought about doing a podcast forever and I was the one that was like, “Dude, just do it. You’d be awesome at it. Just jump off the cliff.” And he said that by doing it, it was really cool. He’s like, “I found my voice. People started finding me. Other people referred people and my audience grew. I have people listening to my voice every single day and it’s just like such a good thing.” But again, it’s all about just doing it. And the more you do it, the better, the more your message will get clear, the better you’ll find your voice, the more comfortable you’ll feel. The nicest thing about these mass media things that we have, podcasts and videos, webinars, things like that, is that even if you’re introverted you can still do this because you don’t have to talk face to face to anybody. You can do group selling, group everything and it’s awesome. So there you go, that’s all I got. I’m going to go get this kid to bed, get his homework done so I can go to bed because I am so tired. Appreciate you all, talk to you soon. Bye.

Interesting thoughts after my whirlwind week. On this episode Russell talks about what’s it’s like being an introvert in an extrovert’s business. He shares how you can still be successful while being introverted, just like him. Here are some interesting things in this episode: Find out why Russell loves speaking in front of thousands of people, but can still be awkward one on one. See how Russell is able to get past his introverted tenancies to still be able to sell a room. And find out why you just need to start sharing your message and with consistency you will find your voice. So listen here to find out how an introvert is making it in this extroverted business. ---Transcript--- Hey everyone, this is Russell Brunson. Welcome to Marketing Secrets podcast. Today we’re going to be talking about what it’s like being an introvert inside of an extrovert’s calling. Here we go. Alright so last week was a little bit insane. I think I only slept about 2 ½ hours last night and I am really excited to fall asleep. The kids are almost all in bed, but one of them is finishing their homework so I’m like, I’m going to sneak away and talk to you guys before I pass out and then go back and finish the homework with them so. That’s why we’re here right now. So last week there was an event that I wanted to speak at for a long time and I got invited probably about six or seven months ago. I was looking forward to it and then after someone else….I get invited to speak at a lot of events, and unfortunately I have to say no to most of them just because it’s hard to leave and travel and be away from family, so it’s not typically worth the investment or the time away, especially this level in the business. It’s tough because it’s like, I’ve had people come back like, “Hey we’ll pay you $100,000 to come speak.” And I’m like, I feel like a jerk because to be able to travel there, being there, being able to travel back, it’s like, I could do a webinar and clear way more than that, you know what I mean, and be able to go sleep in my own bed at night and be with my kids that night. So it’s just tough unfortunately. But someone asked me, one of my friends, James Malinchak asked me and since I was already going to be speaking at WarriorCon, which is widespread event that I was super excited to speak at. James is in the same city. So it was like, “Sweet dude. I’ll just drive over and we’ll do this whole thing.” So we’re at the event and I’m like, I’m going to be in LA, what else is in LA? Tai Lopez is in LA, we should go hang out with Tai. Justin and Tara Williams are in LA, we should hang out with them. And it turned out to be really, really cool. Here comes Bow-dog, who has been working on his homework. Say hi to everybody. Bowen: Hey! Russell: Anyway, the vacation was crazy. Basically what happened is Dave and I jumped in a plane and flew out there to LA, and at night we got to the Warrior Event, so we decided to sneak in. We were at the back and we had white shirts on and everyone of the warriors got black shirts on that say “Warrior” on it.  I wasn’t speaking until the next day, but I walk in and they came and grabbed the shirts and like, “Go put these on right now.” So we put our shirts on so we could fit in with the whole cult-ture that their building over there. It was just cool. And then that night I was going to work on slides, I was super tired so I just went to bed. Woke up in the morning and I was going to work on slides, and I was super tired so I didn’t and we went and got massages, don’t tell mom. Massages were really good. Then after the massages I was going to work on the slides, but then I didn’t. And then Justin and Tara came to lunch, we hung out with them for lunch, which was awesome. Then it was like, the ninth hour, or twelfth hour, however that works. So I had to go get the slides done. So I went up into the room, got my slides done, saw Kevin Anderson who does all our Funnel Hacker TV stuff, he came to come film. And Brandon Fischer was there as well, he does all of other video stuff. So it was kind of cool to have those guys come out as well. They were filming the room, walking around, getting a bunch of footage and everything, which is pretty sweet. So you’ll probably see some of this on Funnel Hacker TV soon. But that’s kind of what’s happening. It’s so cool, Warrior was insane. 600 men, just insane, everyone dressed in black, it was really, really cool. I was teaching a lot of the Expert Secrets book stuff, but as I was teaching it to them I was also showing how Garret had done it. The process Garret had done to create the Warrior movement, it was really kind of cool to be like, “Here’s this piece of it, here’s how I did it. Here’s what Garret’s doing, here’s what you need to do.” And kind of go through the whole thing. So I think everyone thought it was pretty cool. The only problem, it’s so bad. I started the presentation and then I come up and Garret does this huge thing to get everyone pumped up and excited and I come on stage and start my slides and my slides aren’t working. And it’s like, I had done all this research to find out, the day we launched Clickfunnels, it was like 138 days later that he had launched his and it had the dates and time and all this stuff in the first slides. So it wasn’t like I could just BS my way through the first three or four slides. They had like pictures and the date and time. I’m like, “Ugh. Well….” So it was super anticlimactic for probably, seemed like an hour, but probably the first 2 or 3 minutes. And then they came back, you know you get kind of thrown off. It took me 5 or 6 minutes to get back on and then I think the rest of the presentation went pretty well after that. That was awesome and then we got done and we were supposed to leave to head to Tai Lopez’s house, which is like a 2 hour drive I think, but also Stu McClarin was doing a charity event…..this is homework, we’ll talk about that in a minute. We’re almost done bud, then you can….. So Stu McClarin is doing an online charity event, so I was supposed to do an interview for that, so I jumped on at the hotel before we left. And of course the hotel internet goes out. It keeps going in and out, so it’s all…..but we did our best there and ended up raising like $22,000 I think for that charity event, which was really sweet to help some families out that have been struggling with hurricane stuff. Then jumped in an Uber, drove to Tai Lopez’s house, they asked us when we got there, “What’s your hard leave time?” “We have to leave at 11:00 sharp.” So we ended up being there until after 1, almost 1:30 I think. We filmed to info products there, ate dinner with Tai and then did an interview with him, which if you haven’t seen yet, it’s online. It ended up being almost 2 hours long, it was really good. I’m going to see if I can get it on the podcast, so I may play here for you guys to hear. It turned out really cool. If I do that I will explain some of the reason behind the podcast. But we got done with that at like 1 in the morning. Jumped in an Uber and got to the new hotel somewhere else by 2. And then passed out and woke up at like 6 because I still had to do slides for the next day’s event. So I was working on slides all day. Then got down, get onstage at James event, closed 30% of the room on our package, did the whole thing and by the time we left, we were driving to the airport and I’m like, I just can’t keep my eyes open, I’m so tired. We drive to the airport, fly home and it’s interesting, because in those situations, I’m onstage, 100’s of people, everyone’s cheering, I love that. That’s me, as Russell the extrovert. I love that. My calling in life and in business is like, requires me to do that, be good at that. Because I gotta stand onstage in front of all of these people and entertain and inspire and hopefully give them the tools they need to be able to move forward. But what a lot of people don’t know is that’s not natural to me. I’m not naturally very extroverted. In fact, my whole entire life up until probably 10 years ago, when I kind of started into this business, it wasn’t even when I started this business, it was way into the business before I realized I had to start learning how to speak, talk. But I was super introverted, in fact, still am very, very introverted. But when I’m in those situations, I’m at an event and I’m onstage, it comes out of me. I love it, I really, really enjoy it but it’s funny because Dave, who’s there at all these events, he told me, “You’re onstage, you’re present, doing your thing, loving it. Then you get off stage and someone comes and asks you a question and you just shrink in this weird introverted, like you can tell I’m not comfortable in that kind of situation.” At James Malinchak’s event, it’s funny because I haven’t spoken at an event like that, where you speak and sell and people can ask you questions afterwards for a long time. And it was just tough because I’m in the back of the room and probably for an hour and a half I had people ask me question after question after question. Which is just like, super uncomfortable for me typically. And introverted Russell was really, really struggling. And then it’s funny, I got home, we took an Uber home, flew home, got back to my house about midnight and the next morning at like 8:00 we had this big church Christmas party that my wife was in charge of. Such a crazy week. So we get there and there’s you know, all the entire church, all these people, and all this stuff, and I’m there with the kids because she was stuff ready. So I bring the kids in and it was just interesting. I come in and totally introverted Russell took over. Not comfortable in that situation. I kind of sat down at the table with my kids and there’s all these amazing people who go to church with us, that I know who they are, I like them, I like them a lot. There’s especially a bunch of guys that I really think are just awesome. And it’s so weird how much fear I have to go and just say hi to them. I hate it. That’s one thing that really frustrates me about myself. In my element, it’s easy to go out there and people come to me, because it’s the brand I built. I go to events and people come and they want to ask me questions, so it’s really easy. It just very naturally comes to me and I can talk to them. But I go to these other places where no one really knows who I am, and it’s just, I’m a person. It’s hard. I don’t know why I struggle so much to just walk up and say to them and talk to them. It’s interesting how much that introvert side of me, how much I struggle with that. I remember sitting there the whole Christmas party, looking around and seeing all these amazing people, people that are fascinated by us, “I want to go talk to that person, I want to ask them a question, or do whatever.” But I honestly have so much fear inside of me, it drives me nuts. All this fear keeps me from going and saying hi, just going and talking to them. And even when they do come say hi to me or whatever, it’s just weird. I’m really good at carrying on a conversation when people come and ask me questions, you know, but it’s like, we’re on mutual ground, they don’t really know much about me or whatever, I really struggle. I always try to think, I need to be interesting and ask them questions about themselves, but I’m just not as good at that. It’s just fascinating, the contrast of the night before I was onstage in front of all these people, people chanting my name and screaming and going crazy, people crying and this whole thing. And then the next day I’m around people that live near me and I can’t even…it’s interesting. So that’s a little glimpse of what it looks like to be an introvert in an extrovert position or calling. So unless you think that I got everything put together, I still get scared to death. One of my biggest fears in life is calling people. I hate calling people on the phone, it scares me to death. That’s why I use Voxer with my inner circle members, that’s why I never, the only phone call I ever answer is from my wife. Everyone else I make go to voicemail, then I listen to the voicemail and if it sounds awesome I call them back, otherwise I just don’t call them back at all. I’ll text them back or I’ll vox them back. Just because I have these weird fears about that. Anyway, it’s not just me, it’s everyone. So don’t feel bad if you are like, “I’m too introverted I’m never going to be good at this business. I don’t dare talk to people.” I get that. Still to this day, I get so nervous behind it. But that’s one of the powers and beautiful things about this kind of business. My thoughts are like, when you are introverted it’s really hard to do face to face, one on one selling. Nothing scares me more than that. It’s funny how we built huge call centers and stuff like that and I don’t think I’ve ever picked up the phone and called someone and sold them on the phone. I don’t think I would even have the guts to do that yet. I can stand in front of a room of a thousand people or five thousand people and sell. For example, I’m speaking at Grand Cardone’s event in February and there’s supposed to be somewhere between 8500 and 10,000 people. I’m so excited for that. The extrovert in me is like, yes, this is going to be awesome, I’ll step onstage, I’ll speak, I’ll sell. It’ll be so much fun. And then afterwards in the hallway, anyone asks me questions I get all awkward and weird. Hopefully someday I figure it out. So hopefully my kids, hopefully Bowen over here, will never be nervous. Do you get nervous from talking to people at all? Bowen: Yeah. Russell: Do you get nervous standing in front of a lot of people and talking? Bowen: Yeah. Russell: Both of them? Bowen: I’m about to do it in front of my entire class. Russell: You’re giving a presentation tomorrow? Bowen: Wednesday. Russell: On Wednesday? Does it make you nervous? Bowen: Yeah. Russell: What makes you more nervous, talking in front of a class of a whole bunch of people, or just talking one on one with somebody? Bowen: Probably the whole class. Russell: The whole class does? Interesting. See for me, I was just telling them, when I’m onstage with a whole bunch of people I feel comfortable, but then one on one I get really nervous. Bowen: if it’s one on one I guess you do kind of get nervous. I mean, it was kind of hard for me to do this because one on one is kind of hard because if you mess up they’ll recognize it. Except if it’s a lot of people, they don’t yell it out. Russell: Anyway, I just wanted to share with you guys tonight, I don’t think this is something anyone is going to learn much from, other than hopefully give the introverts out there some hope that they can do this. And people that are extroverted, help them understand their super powers. A lot of those guys are going to be a lot better one on one and a lot of introverts just seem like….it’s funny, because it’s not just me either. I was talking to Frank Kern and he’s like, “I love doing big events, but it scares me to talk to people afterward.” He’s super introverted. I think a lot of people in these kinds of positions are. So it’s neat because it’s something that introverts can thrive in, in mass situation, but then they’re…even within there they can still have success. Hopefully that helps some of you guys who may get nervous or may think, “I can’t do this, I can’t do this. I’m not like Russell.” I get people all the time, “I’m not like you Russell. I can’t stand up in front of people and just talk for hours.” I’m like, “Dude, but you can talk to someone face to face, I can’t do that. It scares the crap out of me.” I mean, that’s a bad word here, in this family. It scares the..something else out of me. That’s the worse swear word you’re going to hear from Russell. Bowen: Crud maybe. Russell: Crud? It scares the crud out of me. Yeah, that’s way better. Good job.  Anyway, I hope that helps those introverts out here to understand how it is that you can still succeed in an extroverts world. In doing this stuff, the Expert Secrets stuff, putting your voice out there, putting your message out there. Because when all is said and done, the only thing that really matters is the impact you have on people’s lives. So do it, it’s worth it. At first you’re not going to be very good, but if you get consistent with it, you get better and better and better. I think I told you guys, Steven Larsen told me, because I started this podcast back before I knew how to see if anybody was listening to it, so I think for four or five years I didn’t have it hooked to any stat system. And I’m glad I didn’t know because I just kept doing it and doing it. And Steven Larsen said to me one time, “Yeah, the first 45-46 episodes weren’t very good. After that it started getting really, really good though.” But that’s how it kind of works. It’s all about you guys getting out there and sharing, sharing, and sharing and eventually you’ll get comfortable with your voice. I just watched Alex Charfin, he launched his Momentum podcast after the Pirates Cove mastermind this year, and he’s passed like 80 thousand downloads, which is awesome. And what he just posted on Facebook about it was just, because he thought about doing a podcast forever and I was the one that was like, “Dude, just do it. You’d be awesome at it. Just jump off the cliff.” And he said that by doing it, it was really cool. He’s like, “I found my voice. People started finding me. Other people referred people and my audience grew. I have people listening to my voice every single day and it’s just like such a good thing.” But again, it’s all about just doing it. And the more you do it, the better, the more your message will get clear, the better you’ll find your voice, the more comfortable you’ll feel. The nicest thing about these mass media things that we have, podcasts and videos, webinars, things like that, is that even if you’re introverted you can still do this because you don’t have to talk face to face to anybody. You can do group selling, group everything and it’s awesome. So there you go, that’s all I got. I’m going to go get this kid to bed, get his homework done so I can go to bed because I am so tired. Appreciate you all, talk to you soon. Bye.

What's going on, everyone? This is Steve Larsen, and you're listening to Secret MLM Hacks Radio. So, here's the real mystery. How do real MLMers, like us, who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A players into our down lines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question, and this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio. Hey, guys. Hope you're doing great. I hope the week's gone fantastic, and I hope that the rest of the day goes well for you as well. Hey. Listen. I grew up in Littleton, Colorado. It's a city just outside of Denver. I loved it. It was a lot of fun. It's a city right in between Denver and the mountains. It's kind of an outdoor playground. I loved it a lot. Growing up though, I was always kind of the kid who was trying to sell whatever knick-knack to whatever person. You know what I mean? I was like in the movie Hercules, that guy that was running around asking people if they want to buy sun dials. You know what I mean? I was that guy. I've always been trying to sell stuff. What was funny about it is I never realized that I was that kind of guy, and you probably can relate with me. I never realized that I was that kind of ... There was never that introspective moment like, "Oh my gosh. I'm that guy," you know, like, "Oh my gosh. I like sales. Oh my gosh. I like business." What was funny is when I got into college, I still had not captured this persona. I had not owned who I naturally am yet. You know? I had not owned that, and so it was weird. I was in business classes, and I was going to marketing classes, and we'd be learning all sorts of crazy formulas and all this stuff, and people would ask, and professors, and teachers, and leaders, and stuff, they'd ask, "Hey, Steven. What is it you want to do?" Deep down inside I always knew I wanted my own business. I always wanted to be able to run my own thing, but I almost ... I got my perception of what it meant to be an entrepreneur from a lot of Hollywood stories, and from a magazine articles, and from YouTube. This whole persona of what it meant to be an entrepreneur started sitting down on me. It was weird. I had a hard time accepting the fact that I wanted to be an entrepreneur, because in my mind, thank you very much, Hollywood, I was falsely believing that to be an entrepreneur it meant I had to be greedy. It meant I had to go out and I had to be this guy that was constantly wearing a nice suit. There was always a briefcase in my hand. I was walking all to a meeting always. You know what I mean? It's super ... I didn't know what it meant. All I knew was I wanted to run businesses, and I had been doing it in college. I had started several. Several of them were actually quite successful. It was actually a lot of fun, but I had a hard time telling people ... because all the other students around me, all of their goals were always like, "Hey. I'm going to go work for JP Morgan. Hey. I'm going to go work for this. Hey. I'm going to work for ...", you know, huge, huge people. They're like, "Steve, what are you going to do?" I'm like, "Well, I am going to start a business." I remember the funny looks that I always got, and I had a hard time, because I was excited to tell people, "Oh my gosh. This is what I want to do," but the reactions that I would get were so ... I don't even know what to say. They were negative almost, not negative, but it was always like, "Oh. You're that guy." You know what I mean? That was the like, "Oh. Good job. Go try it. Oh. Good job. Yeah. Oh. He's going to be an entrepreneur." You know? That was the mentality that I could tell a lot of people ... the reaction that I would get a lot of times. And so, for years, with everyone, I mean everyone, with not just friends, but family, you know, my wife, parents, I mean, anybody, anybody, those closest to me, and even myself ... I had a hard time accepting the fact that I wanted to be in business for myself. I had a very hard time saying that to people I respected most. I had a hard time owning my natural desire. That's literally the entire topic of this episode. I just wanted to ... As I've gone and this secret MLM Hacks product is about to launch here in the next little bit, as things are starting to fall in place ... I mean, I've had to become more and more clear with what it is I actually want, and I had to have learned to be okay with that, not that I wasn't okay with it, but I had a hard time telling people what I even wanted, what my goals were, because I was afraid of offending someone. I had a hard time in college telling people what I wanted, because I was afraid that people would look at me and go, "Oh my gosh. That's a greedy guy. What? You just want money?" I'm like, "Yeah. I am intentionally trying to make a lot of money. You know? And you should be too." If it's not something that you're okay stating in a food court and publicly, start checking yourself. Why are you doing what you're doing? Are there internal desires that you have that are not being consistent with what you're saying? I guarantee you that as soon as you start to put your words in your conversation and the conversation in your head and it starts to actually line up with what is inside you, oh my gosh, you guys, stuff starts falling into place for you, because you get true. You get forward. You start to tell people, "Yes. This is what I want," and you move forward, and you start going and going. You know, it's funny. There was an MLM I joined when I was in college. I didn't know what I was doing. I was trying. It was a good experience. I'm glad that I did it, but there was this MLM that I joined in college. I had a hard time admitting to people that I had joined an MLM. I wasn't willing to admit to myself or to others that I was in an MLM. Have you ever felt this? My guess is that you have. If you're on this podcast, you've probably had that feeling before. You know? There was even a different one that was local to where I was. I was not a part of it, but there was the actual headquarters for a different MLM was near where I was. If I said the name, you all would know it, so I'm not going to say it. But they came out and they started trying to tell people that they were not an MLM. It confused the crap out of all their people, like, "Wait a second. What?" "No. This is not a multilevel marketing company. This is a direct sales company." They kept trying to change the name. I started noticing that all of these people started trying to do that too, that the term MLM was almost like a swear word. I get it. I know that there are people who go make a bad name, but that's true for every industry, but masking it is you merely not owning what it is you actually want to do. Does that make sense? Okay. I went online real quick here, and I actually started looking through all the different phrases that are synonymous with MLM. What are the other things that we can call MLM without calling it MLM? Well, we could call it network marketing. It's like, okay, that's a pretty standard one. Direct sales, right? Direct selling, referral marketing. Oh. That's not MLM. Business opportunity. It's like, "What?" This one killed me. I heard this one today actually, circle of influence marketing. Circle of influence marketing? What? How much denial are you in to say that? Okay. Anyway ... I'm trying to be sensitive to this, but ... Pyramid selling. Now, that just sounds crazy. Anyway, there's a lot of friends that I had and a lot of peoples I started rubbing shoulder with. Every time I saw someone who was in an MLM, they would go out and they would start to say, "No. No. No. It's not an MLM. It's just this." Okay. By definition, by law, if it's three tiers ... If it's two tiers, that's affiliate marketing. It just means you have a rewards system for the second tier. If there are three tiers, if there are three tiers of compensation, it is by definition an MLM, right? Multilevel marketing, multilevel marketing. You know, I had this moment a little while ago, where ... I'm not sure if you guys ever read the book, The ONE Thing, by Gary Keller. Gary Keller is like Keller Williams, real estate, you know, massive, huge, huge, huge real estate company obviously. But Gary Keller goes through and he starts talking about how let's think forward about what your goals are. What is it that you want to be? What is it you're trying to become? What's your some day goal? What the thing that you want to be doing in 10 years? What's funny, what's interesting, I actually, for a long time, I kind of shunned that question. I have no idea what I want to be doing in 10 years. I have no idea what I want to be doing in five years. I know it revolves around me having my own businesses still. I know it revolves around me charging the path and honestly doing a lot of the same things I am now. I'd love to have my own software company. I'd love to be able to ... It's interesting to start thinking that, like what is it that you actually want? Are the things you're doing today actually contributing to that long term goal? There was this ... I can't remember where I've heard this. I've heard this several times though. There was this ... I think so anyways. Anyway, regardless, there was this billionaire that was getting interviewed on some .... I can't remember where it was. Anyway, this billionaire was getting interviewed, and he was giving advice. This was his advice. He said, "Okay. Think through your 10 year goal. What is it that you really want to get? What is it that you want to be? What do you want to have? What do you want to be doing in 10 years? Get really clear on it." Okay. 10 years. Now, what would It take for you to achieve all of that in the next six months? That's crazy. That's nuts, right? He said, "That's how billionaires think." They just go through and they do the most important tasks, and all their tasks are only focused on that one thing, no distraction, complete honesty with themselves as they do it. There's been several times, I know that you guys have probably seen the same thing before, because a lot of time the people get into MLM, it's the very first business thing they've ever tried ever, which is great. That's awesome, but part of that is someone needs to start ... the new person needs to begin owning what they really want. Some of that takes some personal acceptance. Sometimes that's hard. That's not easy to do. There's a lot of belief involved in your own self to go and do something like have your own business, or have your own MLM position and make it successful, or start anything new, or charge the path of something that's already been proven. You know? There's a lot of belief and this level of self-confidence, and it's something that it took me a long time to go get before I felt like I could stand up in a food court and say, "Yes. I am Steve Larsen, and I want to be an entrepreneur. I am Steve Larsen." For a while it took me a long time to just to say I want to be an entrepreneur. It took me an even longer amount of time to say, "I am one." Does that make sense? You are in MLM. You area multilevel marketer. Own the thing. The more people you're offending by saying that, the better. It's counterintuitive. It means you're actually marketing. It means you're actually doing what you should be doing, right? There's a great marketing quote, "If you don't offend someone by noon, you're not working hard enough." It's the same thing for multilevel marketing. You got to believe in yourself though while you do it. I wasn't planning on doing an episode about this. I honestly just sat down. It's been on my mind, as I've watched other people start to grow and start to gain the personal development that MLM requires and any kind of business requires, is belief in one's self, right? This total trust in what it is you know you want, not just to believe it, but to say it to other people. There's a great quote I cannot name. I don't know ... I can't say his name, as I'm not good at other languages, besides English. He said, "Man is made by his belief. As he believes, so he is. Man is made by his belief. As he believes, so he is." It's fascinating. Ask yourself, what are you believing? What if you believed about yourself? What if you believed about your potential and your capacity, what your actual goals are. What are those beliefs? Start getting real with yourself on what those things are. Start figuring out what that goal is in the ... You know, what's nice about setting that goal our there is that it actually makes a lot of decisions for you. You no longer have to think, "Oh. Should I go do this? Should I go do that?" No, because it's not part of your original goal. If that's not part of the thing you're going for, then decisions made for you. Don't go for it. Does that make sense? It's been one of the scariest questions I've started asking myself lately, what do I actually want? Right? That question has led me ... I mean, I most said something I'm not allowed to say yet, but it's one of the freakiest things. Me getting real with want I actually want has led me to me to do things that others are calling ludicrous, but because I am driven by my end goal, and I'm finally confident in stating what that is to myself and to others. I just legally, I don't know if I can say it yet. It'll be very exciting. Stay tuned to this podcast by the way, but I believe in this product that I'm launching that there are massive measures being take, so that it changes the MLM industry. That's the whole goal. I'm tired of how things happen inside the whole industry. I'm tired of the whole tactic's stuck in the 90s. You get MLM, it's broken out of the box. The tactics the up line teaching aren't totally aren't totally accurate. Anyway, I'm not saying they don't work, but they're not effective. They're not efficient, I should say. Anyway, side rant, but it's been fascinating. My whole question, my whole hope, while you are actually pushing, wherever you are in the journey. If you're starting out brand new or you're far into it, or whatever it is. Start asking yourself, what do you actually want? I challenge you, once you know what that is, number two, own it. Man, put it all over your wall. I mean, I've got quotes all over the place. I've got quotes on my desk. I've got quotes literally, all over the place just things, just trying to keep my in state. Remember the goal. I've got this goal that's constantly going through my head. It's two thousand seven hundred and I think thirteen dollars a day. If I do that, that's a million dollars in a year. $2,700 a day. I had a hard time admitting that I wanted to make that kind of money for a long time, because I had to break ways that I was was raised in. I had to break beliefs of, you know, that I picked up in school that weren't correct. I had to break beliefs of people who are well meaning, but ill informed, as far as my potential and the things I wanted to do, and you're the exact same way. Start thinking through the believes that you have about yourself, and your potential, and the things you can do, and get real with them. Call it MLM. Don't sugar coat it. Whatever it is, your dream, the industry you choose, the thing you're going for, if you're not clear about what it is you actually want, don't expect anyone else to be clear in helping you. Does that makes sense? I hope that makes sense, what I'm trying to say. If you're not excited, no one else is going to be excited for you. You're the only person who cares about your own success, not that other people don't care about you, but you're the only one who's actually going to drive it. You know what I mean? No one's going to call you accidentally and be like, "Oh. We've got 100 people who want to come join your down line." That happened to me about two or three days ago. Someone emailed me, again, wanting to bring several thousand people of their down line into mine. It's like, "Oh my gosh." It's because of the stuff that I do, the stuff that works. I never, ever, ever, ever tell you guys what MLM I'm a part of on this podcast, for that reason. That's not the purpose on it. I am not here to recruit. I am here to share the tactics. I'm here to share the mindsets. I'm hear to share all of the different pieces, and the methods, and the marketing, the automation that I use to actually automate my down line. To make a sustainable, duplicatable down line, actual passive income. I think my first check in MLM was like 13 bucks. I was like, "Oh my gosh. My tactics have got to switch, because this is not ... I'm not doing this." Anyway, I'm not bagging on anyone who's doing that. I'm just saying there's other ways, and there's much better ways, thanks to technology. Anyway, I hope that's making sense though, what I'm saying. Be real with what industry you're in. Don't try to sugar coat it. If you're in MLM, be freaking in MLM. If you know what your goal is, stand up and shout it from the rooftops, "This is my goal. Get it out of the way. That's what I'm doing, right?" I wish it had not taken me so long. As I was growing up and I started doing this stuff, I wish I had been more confident in what my goals were. I was so nervous about what other people were going to think about my goals. I was so nervous about my ambitions and what other people were going to say about them. It's stupid. Don't do it. Get clear with it on yourself, and then get clear with those around you, and your friends, and your family, and your loved ones, and your spouse. If anyone around you asks, "Be real, clear, open, and honest." Steven Larsen, what is your goal? I want to make a lot of money, so I can be heavily involved in philanthropy. That's my goal. There's numbers attached to that, and there's timelines attached to that, and I'm trying to break them all, and I'm trying to go as hard as I can, and push hard, and everything, but that's the goal, make a crap load of money and do a lot of humanitarian work. I had a hard time for a long time accepting that that's what I was trying to do, which is stupid, right? A lot of people would hear that and go, "That's a great goal." Well, I don't know why, but I was really embarrassed to say that. You know? I don't know how, but I want to change the world. You know? Anyway, just get clear with yourself and your goals, especially if you're brand new inside of business in general, or trying stuff new, or whatever it is, you can't lean on the approval of other people for very long. That's going to let you down real quick. Anyway, I'm starting to rant now. I usually do not get on a soapbox like this with these episodes, but anyway, regardless, hopefully it's been harmless. Hopefully you guys have enjoyed this. If you have, you know what would be really nice? I got onto iTunes the other day. I would love it, if you wouldn't mind, go over to iTunes and leave a review. I would love to know ... I do read them. I got on iTunes the other day, and there's a whole bunch on there. I was like, "Whoa." This podcast has only going for like two months. This is super cool. What month is it? Three months I think. Anyway, regardless, I would love a review if you guys wouldn't. Open, honest feedback. I read it, good or and, I would just love to hear what you have to say, so anyways, hope you guys are doing great, and I'll talk to you later. Bye. Hey. Thanks for listening. Please remember to subscribe and leave feedback for me. Do you have a question you want answered live on the show? Go to SecetMLMHacksRadio.com to submit your question, and download your free MLM masters pack.

After 301 funnels, I’m just barely noticing why I’ve been building so fast... What's going on everyone, this is Steve Larsen and you're listening to Sales Funnel Radio. Welcome to Sales Funnel Radio where you'll learn marketing strategies to grow your online business using today's best internet sales funnels and now here's your host, Steve Larsen. Steve Larsen: All right guys, I apologize first off that I've been a little bit less consistent with this podcast the last little bit here. It's been so busy. It's been so busy. We've been going and building a lot. Russel's been in inner circles. There's a lot of stuff been going on in the sales funnel world in general and it's so fun living in the click funnels area because I feel like I'm in the nucleus of where marketing principles and status quo is created. It's fun, it's cool to sit back and go, "Oh my gosh, I can see how this is going to become a thing in the whole industry," and really fun to get to do that. Anyway, it's been busy, it's been fast. The last four days alone I have built four membership sites and these are not like little tiny membership sites. Anyone would be happy to just have one of them. There's been 500 videos put inside of them. Redesigning them, each one at a time. It's been fast, fast paced and I've really, really enjoyed it. There was something interesting thought that happened as I was building these membership sites and I was putting them all together, and honestly if you don't have a membership site I think you should go create one. Even if you're like, "Hey, Steven, I don't know what the heck to put inside of it." I would go create a membership site for the sole reason of you being able to put cool content in there. When people are like, "Hey," whatever your expertise is. Whatever it is that you do out there. You're like, "Hey, how do I do X, Y, and Z?" If you go make videos on that and put it in there, I mean, that becomes a really cool asset, or at least cool bonus, or something. Anyway, I really think that click funnel's on massive power with membership sites which we've been building. Our 25,000 dollar packages. Guess what, membership sites have been click funnels. 15,000 dollars, guess what? Built inside click funnels. Several 10,000 dollar packages. All the membership sites have been in the click funnels. I've had a lot people come back and say, "There's no way this was built with click funnels." I promise you it is. I'm not a coder and that's, I billed it out. Anyway, that was a bit of a rant there but I notice something. I notice something as I was building it. As I was, I mean, I was probably on video number 400. I was placing in, I was building, I was going fast pace. There was resource links. PDF downloads, checklists all over the place. All this stuff that you'd want to have when going through a course to help someone actually understand and learn. What was interesting is I got about half way through the first one and I realized that I was not ... It's freaking but you know how like you can get in a car and you're driving somewhere and then all of a sudden you realize you're there and you don't realize you got there. Your brain's on autopilot. You know what I mean, kind of feeling? I'm not saying I don't pay attention when I drive, but I'm saying your brain can be in other places and it's kind of second nature for you to drive the route you are and you're not really noticing that tree on the side of the road. That happens to me sometimes when I build but not usually... Usually, that happens to me when I do things where it's not so creatively intense, you know where little details matter but I found myself doing that. I realized like, "Holy crap," like dozens and dozens of videos and lesson sections had gone by and I didn't even notice it. I was like, "How interesting. I wonder why that is with this." A lot of it was a lot of copy paste, building stuff. There was some redundancy in the task I was doing which made sense. I don't actually think that, that's the reason why they got done so fast. Why I got them done so quickly. There's four massive sites in three and a half days. I mean, those weren't the only things I did either. I mean, these huge, huge, huge, huge sites and like I thought it was going to take me way longer than that. Like a week or two, or three weeks to build out these just massive things. I know a lot of you guys go through this. You're like, "Okay, I've got these huge sites to build. There are these funnels or whatever it is." You're probably like me. Maybe you're not a coder or programmer so it might feel a little bit more intense for you to get those things done right. Anyway, I realized why I was able to do it. It's because there was a pattern that I started following. I had two monitors up and even in the way I was building there was this system that I was creating without realizing that I was creating it. I was putting this whole system together. I'd look over on the left, see what I was modeling, grab the URL in the center. Copy and paste in the text. Copy, paste, repeat. Open up. Drop inside the link. I can still see the process in my head because I've been doing it for the last three and a half days. Just pumping out these huge sites. These huge membership funnels and sites. I was like, "How interesting is it that it's that way. That I was able to do that. I mean, I've built over 300 funnels in the last year and a half working at click funnels and I usually don't, I can't get into that. I usually have to think consciously about every single decision that needs to be made and it almost freaked me out. I'm not going to lie. It almost kind of scared me a little bit because I was like, "Is there a detail I'm missing?" I actually had to backtrack a little bit but I realized that I was creating these processes and systems to handle things that I was doing over and over and over again. I suddenly had all these experiences I've had in my past just kind of start flooding back to me. I was like, "Oh my gosh, that's like this. That's like this." There was a company that I was working for when I was in college. It was around the time I was trying to prove to the industry that I was worth my salt as a funnel builder. That I honestly had so much more to learn. I obviously still do but I was trying to prove that like, "Hey, I'm a runner. I'm willing to work. I've got the base skills down. Somebody hire me. " I was trying to say like, "Somebody get to me. Somebody hire me." I was running around, I was shotgun emailing all these people and I ended up working for this company. I had the most interesting experience when I was working there. I was excited. I was trying to prove myself. I wasn't charging them anything, I just wanted to show that I knew what I was doing in these certain areas. I was like, "Look, I know you have no idea what a funnel is. Let me just go ahead and build it and if it makes money let's talk about me making some kind of cash, or whatever. Only if, so zero risk to you." They're like, "Okay, that's sweet." That's how it happened, and so I start building this funnel. Actually, I ran an ask campaign to their current customer list. I was very strategic on who it was I chose and I ran this ask campaign and I built this funnel based off the data and it was huge win and it made all this money and I was like, "Oh my gosh, it worked." I was like, "What, this is so cool." It was really cool because I learned something super valuable. As I was moving forward and building this funnel, it was a water product. These guys had an amazing product. I mean, it was a fantastic product but I realized and I don't want to offend anybody, I realized that their business had been successful because of the product, not because of their business. Like, "Steven, woah. Wait. What are you talking about? That makes no sense." Of course they were successful because of the business. No, they really didn't have much of a business itself. They were very, very few business elements to it and they had survived for years and years and years on the merits on a freaking amazing product. Okay, now let's compare that to tons of other scenarios that I have build for where it's like we'll go out and we'll build for someone and we realize, "Oh my gosh the same thing." These people over here have successfully been a business for the last number of years strictly because their product is amazing. Not because they have a great business. Okay, now let's think of the difference between the two. Obviously the product is, that's obviously the medium that the cash comes in. However, there's so many times I've built funnels for people where their business was not able to handle the funnel. Does that make sense? This is a very, very important distinction that I learned about three years ago as I started building for all these other people. It was about two and a half years ago and I started looking around realizing like, "Oh my gosh, some of these people have no idea why they're being successful. They understand the product is why they're making money, but they don't actually have a business." One of my favorite books is a book called The E-Myth. E-Myth revisited. Now, I know you guys have all heard this before or you've read the book before. If you haven't read the book E-Myth, you should go read it because it's going to talk very, very clearly about something that I'm trying to ... This one principle that I'm talking about right here has been one of the things repeatedly I've seen over and over and over again between someone who's a so-so funnel builder and someone who is a freaking great funnel builder with a business. Okay. I didn't know my own processes at the time... I didn't understand and honestly I thought that, I was like processing... I don't want to put processes together. James Freal, freaking man. He's got a podcast I believe with Dean Hall. They got a podcast called Just the Tips. It's amazing, it's hilarious. I think I'll be on it soon. James Freal came in and he's a master at processes and he came in a year ago and he sat down with each of the employees at click funnels and he's like, "Hey, what do you do? Describe your processes to me. Let's figure out for your position what these processes are so we can package them up in case we want to add stuff to them and we'll make more of a system out of this." It was so funny because he came to me and we sat down in this side room and we start chatting and he's like, "Hey, what are your processes? How come you're successful. What are the things that you do when you're building a funnel where anyone else could walk up behind and pick it back up?" I almost got offended. Not offended, that's the wrong word, but I certainly was tongue tied. I was not able to actually tell him what my processes were. I didn't have processes. Even as Russel's funnel builder when I was just barely getting in there... I didn't have processes. I barely still do and I was like, "Okay, what's step number one?" I was like, "Oh, gosh. I don't know, it's different ever single time." There's so much art behind what I do. I would not consider myself a designer. I would not consider myself an artist but just the art of the marketing. The art of putting all these things together. I was like, "I have no idea how to actually define my process. What do I do?" This is a super important question you have to ask yourself. Why does Microsoft and why does ... Why does IBM, why does Microsoft, why does Apple buy little tiny incubator startups? These little companies that have gone and they've built this cool app and this app has gone out and they've launched and they've put this app out onto the space. Now, let's think about this. Does Apple have the capacity to build the same software that, that other tiny little startup built? Of course they do. They have ridiculously amazing engineers. Why would Apple care to buy the little startup with the brand new app? It's because of the following, it's because of the business. They've put processes in place, they know that when they do X, Y, and Z, they get this many dollars out. They have a process in place. That's what a funnel is. I mean, essentially you're creating a process for revenue and most people have no idea why they make money. That's what the thing I was realizing when I started doing that work two and a half years ago for this other company. I was like, "Oh my gosh. Every sale for you is different. Every customer service inquiry for you is different." Every time someone needs a refund or there's a part that broke or whatever, it's different. Every time you do this, it's different. It's different, it's different, it's different and you know how much of a headache that causes inside of you? It's ridicules. It was funny because I had to take a big old slice of humble pie, or it was actually the full pie and I was talking to the brilliant James Freal and I was talking with him and he was like, "Yeah, what are your processes?" I'm like, "I don't freaking know. I've never actually thought about what those are." I know what the outcome is but I don't know what the processes are to get me to the outcome and I was like, "I don't know." Guys that was like a year ago and I am just barely figuring out what my processes are when I funnel build. I obsess so much with the process of funnel building and the process of marketing itself that I follow these blueprints all over the place that I just know work. None of it's mine and what I've been doing is I've been trying to sit back and go like, "Okay, why. Why am I actually able to build it that fast? How come that happened that quick?" I'm not saying I'm the best in the world, I know I'm not, but I know I'm pretty good. Why did it work? Anyway, this is from the book of the E-Myth. I thought I'd grab it. This is one of my books on the shelf. I just dropped like three more thousand dollars on books, built an entire other book shelf so I have ... You know what's funny is that everyone's got these motives for why they want to be successful. I honestly want to read, I want to buy a lot. I buy books. I can't stand audio books. It's not that I can't stand them, I actually love listening to them, but if the book is only an audio book or if the book is only a kindle book, for whatever reason for me it's not worth as much. I'm like, "Oh, well it's not worth its salt. It didn't make it to be a physical book. I'm not going to even listen to it or read it kindle or whatever. You know what I mean? I like to buy the physical thing. Anyway, I looked it up and I was like "Oh, yeah. This just like what I learned about in E-Myth like four or five years ago." Anyway this is on page 83 and towards the bottom there he's talking about the importance of creating the business. Basically turning each position into a franchisable thing. Meaning, not that you go ... What he's teaching is, he's teaching how to create processes and he's teaching you the importance of looking at each position, so you might be a solo-penuer. You might have a nine to five... You listening right now, you might be doing something else that actually pulls on your actual income and you're trying to build a funnel to take you out of that nine to five. You're trying to build a funnel to get you to the next step or whatever you're trying to do or it's the ascension. You know what I mean? What ever process you're in, whether or not you have a team, it's important to start looking at the processes and all the things that are involved in turning the dollar for you. That's how you're going to hire people out. That's how you're going to replace yourself eventually. Anyway, this whole thing's been on my mind a lot lately. Anyway, so this is on the bottom of page 83 and he says, "Because the business format franchise is built on the belief that the true product of a business is not what it sells, but how it sells it." Okay, he basically said, "Look, an actual business, it's not ..." What is a business? He's saying, "It's not the product that it sells. A business is merely how it sells the product. A business is a set of systems. A business is a set of processes that talk with each other that sells the product." That's all he's saying. He says, "The true product of a business is the business itself." The true product of a business is the business itself. I thought, "How fascinating, how interesting." That's why Apple wants to go by the little start up that has the app. It's not that they can't make the technology, it's that they've proven how to sell the technology. They've proven how to sell the app. They've proven that, "Hey, these are the positions you need so if you want to buy us or acquire us or whatever it is, you now know turn key wise you have to have this position, this position, this position." They do this, this, and this. This one is X, Y, Z and this one does one, two, and three. If you can start to do that with everything that you're doing, holy crap it's a lot of work. Tim Ferus actually talks about this in the four hour work week. He talks about every time he'd go launch a product or he'd put his supplement out there from his supplement company. He fielded all of the customer service questions himself for the first month and he did it for the sole reason that he could literally keep track of every question that was coming in and the answer that he started making a format for on the way out. We did the same thing and then he went out and then he went out and he hired a person and they literally just had to read the docs that he created and send the response back out. I mean, he made it dummy proof. That's the whole reason why he was able to blow up ... Four hour work week, that's why that's possible, it's because of all the systems he put in place. He made it turn key. Every position around him and then he just systematized that thing. Found someone, boom. Then they only talk to him when there's contingencies. When there's things that were not in that process. It's the same thing with funnel building. I now know when I funnel build, that first thing I've got to go do is I sit down. Whether it's me or Russel, or us together, whatever it is. Usually I almost always draw it out. I draw it literally on paper. I draw boxes and I put a few details in the box. Okay, this is one page. Okay, now this link goes over to the other page. This is the next part of the funnel. That starts this emails sequence. I'm going to add them to this list. I kind of diagram out the entire thing but the step that's even before that is I have to know what the actual offer is inside of the funnel. Every single sales funnel is a mini value ladder. Okay, a business has a value ladder where you're trying to send people up to hire dollar amounts and different value levels and things like that. Each individual step in the value ladder is a mini value ladder. That's what a funnel is. That's why you can have up sales. This is the higher point on an up sale or a down sale. Higher tickets in the back end, things like that. Follow up sequences that push to more and more dollars in the back. All right, that is a value ladder. Anyways, what I do is I sit back and we have to think through. Okay, what's the offer? What's the value ladder of this funnel alone. How does it fit into the bigger picture value ladder? The big macro level one. Then I go and we draw that out and we draw these pieces out and we put it all together and that's how it works. Those are my first few steps and then even before is start building before that, then I start thinking through, "Okay, what's it going to look like? What are the colors like? Is there something proven in the industry I need to start looking at and start putting those elements in? Are there things that I know are little ninja tricks from other unrelated industries that also work? Are there things that you know ..." And I start putting all those pieces together way before I ever, ever start building the new funnel. I think one of the issues that I see over and over again is that people just go straight into click funnels and they just start building crap and they don't know what they're building towards or to and there's nothing that ... They haven't planned any kind of ascension. They haven't planned anything for their bait. How they'll get people in there. They haven't planned anything so much as, "I funnel hacked, meaning I went and I copied and pasted." I looked at someone else's page and I put it all together. That's not how it works. That's not what funnel hacking is. That's like the surface level of funnel hacking. Anyway, that was totally way more of a rant than I ever thought it would be, but basically this is it. This is the whole point of the podcast that I wanted to make on the show today is that there's really two different levels, two different strength levels of a business. The weaker form of your business. How should I say this? The weaker form of revenue is when you have a business that survives strictly because the product is amazing. Now, I don't know about you, but I know several places where that's true. Where the product is amazing but the actual business that sucks. How many times have you said, "Oh, yeah they've got a great thing but the customer service sucks over there." Okay, that's a perfect example of a product that is literally driving all the revenue. There's barely enough business built behind it. I mean, so many times we've built funnels for people and then we get a frantic phone call three days later begging us to turn it off. Turn it off, turn it off, my business can't handle it. I don't have enough inventory. I can't handle the volume you're sending over this way. That's because there's not enough business built underneath the funnel to support the strength of the funnel that we've built. That's the first level, that's the weakest kind is when a business survives strictly because the product is good. That's great and it's a good place to be. It's better than not having the business at all. In fact, that's probably the place to start. I would rather that you start there instead of trying to build up a business and figure out your freaking logo and the stupid crap that doesn't matter. Only worry about revenue first. That doesn't matter. Revenue, revenue, revenue, revenue. Sales, sales, sales, sales, sale. Nothing else, don't go rent an office. Don't go, none of that. Don't do any. It's funny. Any of the stuff that I learned in business school is probably the stuff you should not do at the beginning. All right, first go to get the sale but it is ultimately the weaker form and the weaker part of business. It's more ... It's better to be the business style where the business survives because of processes. Where there's enough processes behind it, you can walk away and the thing could run itself. That's how the four hour work week works. That's how Russel's company works. That's how, there are processes and whether or not every single position has been defined and all the processes behind it and here's how we actually put all the funnel together, and here's how we put the things in. Whether or not you've actually put those things together consciously, every person knows what those things are. My challenge to you is to write them down and to start taking note of what those things are. If you get hit by a bus, heaven forbid, what are they going to do to pick it up? What are they going to do? Is everyone else's jobs going to be on the line just because you're the only guy that knew what was going on? That sucks, it should not be that way. First it can be that way for a while, Ferus talks about that and that's how he did it for a while but eventually systematize the whole thing. Anyways, that's the entire purpose of this whole podcast is I just wanted you to know that it can take a while and I am literally just barely starting to figure out why my speed on these things is so quick and it's because literally, subconsciously every single time I have always built the process. There's been several times Russel would say, "Hey dude, how's it going on that one thing?" I was like, "Honestly dude, I'm only on the first page but I just got the process down and so I know the rest of them will go quick." It's true, it's bam, the rest of it goes quick because I got the system down in the beginning. Anyway, I feel like I'm saying the same thing over again now, but hey, so one thing real quick I wanted to point out to you guys is that there is definitely a very forward and definitive process that has been put together on how to build a live webinar funnel. Now, last week, this last Saturday I went and I built a live webinar funnel live in front of a bunch of people. I don't remember how many people were on but they watched me build the whole thing and I honestly just thought I'd be kind of fun to do it. I thought it'd be a lot of fun to put the whole funnel together live, answer any questions and see what other things people are struggling with. There's no replay or anything like that. I'll probably do one again some other time shortly. If you want to follow next time I do something like that go to salesfunnelbroker.com/live. Salesfunnelbroker.com/live is the place where I broadcast and build out things live. Whatever I'm building so you can watch and learn and I like to interact back and forth. Anyway, so I went and I built this live webinar funnel in front of a whole group of people and there's always a map that is true for that funnel style and I know it very well. Anyway, I made it into this really cool PDF document and I'd like to give it to you guys. I'd like to give it to everyone on this call. I'm sorry, I said call because I'm in front of a mic. Everyone who listens to this podcast, I'd like to be able to give to you guys but I do ask for one thing in return. I would like ... I have never collected testimonials and if you guys can just grab your iPhone or whatever it is and shoot a sincere testimonial about me or whatever about me or something like that, or whatever it is. Just shoot a testimonial around myself and if you send it over to me in Facebook messenger, I'll send that PDF of the map of what it takes to make an actual successful live webinar funnel as well as the share funnel link to the funnel, I'll give that to you guys for free. It's going to be something I charge 400 bucks for in the future. Anyway, I just wanted to drop that on out because I see over, and over, and over again ... There's all these people reaching out to me saying, "Hey, Steven, would you look at my webinar funnel?" I would go check out their webinar funnel and it was like ... I was surprised the thing was running it was so bad. Anyway, so, I've built it and I put it all together and I'll give you the funnel as well as the map. It's a PDF that's pretty rocking. Anyways, if you want that go ahead and record a testimonial to me and send it to me on Facebook messenger and immediately I'll just shoot back, or as soon as I can, the PDF as well as the share link to that actual webinar funnel. Anyways, reach out to me. My name is just Steven Larsen. Meaning that's the spelling of it. S-T-E-P-H-E-N L-A-R-S-E-N on Facebook so you can find me. Anyways, that's it guys. Go create processes. It is more important than I ever gave stock to, and I'll talk to you later. Bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Want to get one of today's best internet sales funnel for free? Go to salesfunnelbroker.com/freefunnels to download your prebuilt sales funnel today.

What's going on everyone. This is Steve Larsen and you're listening to Secret MLM Hacks Radio. So here's the real mystery. How do real MLMers like us, who didn't cheat and only bug family members and friends, who want to grow a profitable home business ... How do we recruit A players into our down lines that create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio. What's up everyone. Hey, I'm super excited for this episode. I got something really cool to share with you. This is Secret MLM Hacks Radio. So, today I want to share with you a hack. This is something that I have been doing that is ... honestly, it's all around us and I just don't think many MLMers think about it. So I want to share with you something really cool. First off though, I ... You guys gotta know I barely graduated high school. That's not a joke. I got straight D's in all of math, all of science, all especially of Spanish, all of ... I mean, I really, and a lot of times it was like I got a 60.1 percent. I'm pretty sure that some of the teachers a lot of times just felt bad for me so they would just not, I don't know, they would just let me go on. You know what I mean? I showed up. I was there. I was consistent. I just never did homework or if I did it was just always wrong. There was something in my head that just did not click on for a long time. I had not learned how to learn. You know what I mean? So when I get to the end of my senior year and it's time to go to college, I had been applying and these colleges are like yes, no, no, yes, no, no. It's more like one said yes and all the others said no. But it's pretty fascinating to watch the application process of these colleges or any kind of institute. Let's say you're applying for health insurance or life insurance. Or your applying for to get into some program. You know what I mean? It's fascinating because I would sit there and I would write out these applications. And I didn't really want to go to college at that time. I'm grateful that I did. I'm grateful that eventually I learned how to learn. I ended up getting straight A's, which is awesome. I got one of the entrepreneurship awards from Hale graduating class which is awesome in college which is super exciting. So that was fun stuff, but I had to learn how to learn, which is it's own skill. I just kind of have never stopped since then. Anyway, about the application stuff though. It's fascinating to watch the process that they go through. Often times, there is an application fee. So you go and you're filling out this application and you're showing them what you've written to everybody, and everyone's critiquing your essay that you have to apply with it and everyone's critiquing this and that and they're ... you know what I mean? There's so much stuff that goes into a single application. Right? And you sit back and you're like, "Dang. My Gosh. I just spent like a week just putting together this application." And they wanted a fee, and they wanted this, and they're not gonna get back to me for a solid while. And I don't even know if I got in. And there's no implication yet if I actually got in at all. And I'm like, "Dang. That's pretty crazy." You know, when you think about that. And so you sat back and you think about it. And you think about it. And you think about it, kind of think of it cynically almost like man your convincing somebody why they should take your money. That's basically it. I'm glad that I went to college. I will tell you that even though I got a marketing degree, none of what I learned do I actually do. There ... what I learned at college pretty much was to prepare me to become like an analyst at a corporate marketing firm. You know what I mean? And I don't do any of that kind of stuff, which hopefully helps some people who think that they need a marketing degree to do what I do. It certainly gave me an environment to learn, however, I mostly am self taught. So, anyway ... But back to the application. You think about that. You are convincing the other person why they should be allowed to take your money. You're like, "What?! That's crazy!" It's a commitment. You're gonna be there what? Like only 60 percent of people even finish college. So these guys are banking some serious money they don't even have to dish out the final thing to you after a while. You know what I mean? And I'm not bagging on the education system. I'm just using it as an example. Think about that though. Let's think about how we could model that whole process inside of an MLM 'cause that's what I've been doing. That's what I've been putting together more formally. I've had one kind of informally for while but as far as formally though, I've been building out what we call an "application funnel", an application styled sales funnel. Where somebody has to prove to me why they should be admitted into my program. And typically what we'll do is we'll use these funnels for like high end coaching programs where someone's charging 10 grand or 25 grand, or whatever, 50 grand. And the person is trying to convince the coach why they should be allowed into the program. Right? You're like, "Whoa! Wait a second. That is literally spinning on it's head the whole sales model. You mean I don't have to know any hardcore sales tactics?" Nope. "You mean, I don't have to know tricky little one sentence things to say or little tiny body language things to get them to go crazy and join," It always drives me nuts when other people post that kind of stuff in the MLM word. Five techniques, five things you should say to get them begging to join or something like that. It was like, come on, that doesn't really, you know ... How 'bout we actually give real value? You know what I mean? So, that's what I've been doing is ...there's page number one, web page number one. It goes through and says, "Look. I'm only looking for the best of the best elite marketers. If you think that you can, if you want this group, if you want to be part of my down line which is this group of elitists. We're very open, very loving, very ... it's not that we're judging anybody or anything like that. But there is an application to join my down line. You know what I mean?" And so I have a spot where people can do that. And they go through and it says "Number one. Hey, let me know. If anything you can just fill out the application and then let's get on the phone and see if you're an actually good fit. And be aware, we do actually turn people away." And so they put their name and their email and phone number in. And on the very next page it says, "Hey. Why do you think you should be considered?" Another question is like, "Hey. Steve Larsen's crazy busy. What do you think you can offer? We believe in give and take, we'd love to be able to give you all the stuff. But we also need to know what you could bring to the team. What is it you bring?" Obviously the questions are worded much better than this. I'm just ad libbing the ones that I'm remembering. But you know what I mean? It says, "Hey. Obviously there's a financial commitment to join the MLM. It does not go to Steven Larsen. It goes to the MLM to actually set up your actual entity with them and get your position. Are you okay with that?" You know what I mean? It's stuff like that. But there's an application that's eight or nine questions that you go through that helps me see where you are before you join. Isn't that interesting? And it's a totally different set of approach, a completely different kind of approach than what my MLM the first time ever, ever showed, ever. At first, it's like this hard core. It's not that the other tactics of getting on the phone and asking people to join don't work, it's that it takes for freaking ever, there's usually a lot more heartache. I lose more friends doing that. I don't lose any this way. And I attract a kind of person, when they apply, that's awesome. You know? The kind of people who are solving problems in my team that I didn't know that they were there. You know what I mean? When you go out and you find a team like that. Then I turn around and I give that whole system that actual application style system to my down line. So think about that. I'm not pitching you on joining. I want you to know what I do. I want to flip it on it's head. So page number one. Right? Hey, this is only for the elite of the elite. But if you think that you're a marketer that wants to join us just know there's applications out for 'em. Go to step two here and they put in their email address. Step two, the next page, is a video and there's an extra application form next to it. And then the third page, after they actually submit the application, it is a form that says, "Look. Obviously positioning does matter inside of MLM to an extent. You know what I mean? I know a lot of people join what I do and it's great it's fun. I really, really, I like it. So first come first serve is a huge deal." This is pretty much what the page says. And it says, "So, if you're really interested and want to skip the line because we just call people down the line as we get applications. We get several a day. So if you want to skip the line. Go head. Heres the phone number, just call us." And I'll tell you that the people that who call you, there worth like eight times more than the kind of person that you need to call out for. It puts the sales power back in your hands. Not that you're trying to be domineering again or anything like that. But that's the application style funnel that I put inside there. And there's email automation and there's full sequences in the back. And there's all the super sexy stuff, which is amazing, that happens on behind the scenes as well, which is really, really cool. It's just, you gotta understand that you're nothing new at first out of the gate compared to everybody else. But man if you're telling 'em that you can't join unless you apply and when you do apply, you get X,Y, and Z. And I actually created an offer out of applying. Holy Crap, that's sexy. So start thinking how you can use that inside your MLM. Start thinking about how you can, what can you do to make ... I think it was last episode, I talked about scarcity and the different mental triggers that are out there. I think that was last episode. But anyway, start thinking about what ... start thinking about what you can do to inject ... That's one of the ways that I inject scarcity, and community, and authority right into my down line. So start thinking about that. It's like, you know ... What kind of person do I actually want to join my down line? Where do I want them to be in their life? What problem sets do I want them to be addressing in their life at that time? If their problem set is that they can't rub two pennies together, they're not probably ready for what I've got. It's not that they can't be successful, but the road is longer. I'm not really looking for that kind of person. I'm looking for the kind of person who is out there, who wants to be successful with this marketing, who is interested in putting together marketing systems that amplify their MLM. Right? Who actually ... you know what I'm saying? And when you do it that way and you approach it that way and you start getting really, really clear on who it is that you want, you'll start attracting those people. And one of the ways that I do it is by making people apply. I want the kind of people who are fighting to join me. Does that make sense? And if somebody I can tell is fighting, but maybe they don't have a lot of experience, that's okay. Then I'll let 'em join. If someones like, "Hey. I don't have this experience. I don't have this or this or you know, I really am broke or whatever, but I've got passion out the wazoo." That's the kind of person I want. And I want to be able to vet that person out of the rest of the crowd. Does that make sense? One of the other things that I've been doing ... So, that's what I do. Then we get 'em closed up and we get 'em the marketing systems that they need. Then get 'em started in the success paths that I have. I've got little blueprints and stuff like that. And that's how I on board people. It's totally different than what my MLM provides, totally different than what any MLM provides. So, that's how I do it though. What MLM makes you apply to join? They're not that way at all. They're all like, they're so open that they end up being exclusive, excluding, sorry, they exclude people. Right? And so instead, what I do is I actually intentionally do that and I make people apply. One of the things that I been doing is ... I'm trying to figure out right now. 'Cause I'm building out the more official version of this application styled sales funnel. But what I've been doing is when someone actually joins, I'm gonna take that data, which is gonna be so cool, and I'll put it on a google sheet. That way people can see live ... just the first name. I'm not gonna give out any personal details obviously. But I'm thinking what I'll do is I'll embed in like a little window on the page, a google sheet. And you'll be able to see the people who have been applying and those who have been accepted and brought in. And obviously, again, there's gonna be no personal data or anything like that shown in there. But how cool to be social proof. Right? That's why I'm doing it. So that you can see how close you are to the top. So you can see how fast it's growing. So you can see how fast ... Does that make sense? And it causes this ridiculous frenzy like, "Oh my Gosh! That's so freaking cool!" You know what I mean? I'm not gonna tell you the MLM ... sorry, I'm not gonna tell you the URL to it yet. Just in case you guys want to go check it out, again, I am not pitching. If you love your MLM, my gosh, stay in it. Okay? I'm not hear to take sides, that's not at all what I do. I'm here to just share with you what we do inside other industries to make prices increases, to make anticipation go through the roof, to make people beg to join you. Does that make sense? That's why we do what we do and that's why I'm doing it right now. And that's why I'm sharing with you what I do 'cause it's super, it's crazy powerful. So, those are all tools and systems that I use as almost like a rewards system like, "Hey. When you join, have comfort in knowing that this system is also yours. You know what I mean? You don't have to go reinvent the wheel." You know what I mean? So that's how I create myself as a new ... that's one of the tons of ways that I create myself as kind of a new opportunity to MLMers. Otherwise, you're kind of the same as everybody else. You see what I'm saying? So, when they're applying, I'll go on through say like, "Hey. By the way, you're gonna get this. You're gonna get this. You're gonna get this. You're gonna get this, if you get accepted. And we truly do turn people away. So, go ahead and apply and then let's jump on the phone, or jump on the phone with one of my team leaders or whatever. And we'll answer any questions that you might have. And see if it's a good fit. If not, that okay and we'll give you like a little thank you also and stuff like that." Obviously be cordial about it. We're not saying like, "Get lost" or whatever. So that's what we do. That's what I do. That's what I've been building is the more official version of that. And trying to see if I can get this cool google sheet to get embedded so real time you can see the applications coming in. How cool is that? Oh my gosh. So, anyway that's what I've been doing guys and that's why I do it. I just kind of spin it on it's head and turn it into a marketing activity rather than a begging activity. That's what I felt like the first time I was calling people or I'd go ... I went down Main Street asking people to join. Whatever it was, it was such a ... if you had a heart beat, I was asking. I wasn't clear on who I wanted. And because I wasn't clear on who I wanted, it meant I was targeting nobody. You know what I mean? So I had to get real clear. Anyway, I feel like I'm just saying the same thing over and over again now. That's what I've been doing. Shortly here, when it's done, when a few of the things that I'm waiting for happen. Then, I'll tell you guys what that URL is just so you can see what it is. Again, I'm not .. Oh gosh, please just know that I am not here to pressure you at all. I just want to show you what it is that I'm doing, so that you can see it and you can model it on your own. Whatever that is. All right guys. Have fun the rest of this day. Go crush it. Go kill it. Remember if you do what is easy, you're life will be hard. It's a good quote. I got a big quote filled wall, so sometimes I just look up and say one of them. So that's one I just looked at. Okay. If you do what is easy, your life will be hard. Whoo! Hey, thanks for listening. Please remember to subscribe and leave feed back. Would you like me to teach your own down line five simple MLM recruiting tips for free? If so, go download your free MLM masters pack by subscribing to this podcast at SecretMLMHacksRadio.com

Hey, what's going on everyone? This is Steve Larsen and you're listening Secret MLM Hacks Radio. Oh yeah. Here's the real mystery, how do real MLMers like us read and cheat and only bug family and friends want to grow a profitable home business? How do we recruit A players into our down lines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steven Larsen and welcome to Secret MLM Hacks Radio. Hey, what's going on everyone? Hey, I'm super excited for today. My dad was really into teaching me how to work. I grew up in Middleton, Colorado. I was the oldest, still am, oldest of six kids. Had a great childhood. We played hard.   We worked hard. It was really important for my dad for us to know how to work and I'm really grateful that he taught us that. We would be out in the yard weeding on Saturdays for like six hours. No joke. Whenever there's a big problem to solve, instead of giving us the answer, he'd be like, "What do you think? What do you think?" I really appreciated that he did that with us because when it comes down to it, the person who's willing to work, I mean you're just going to go so much further. There was one day though he took me to the side and I was getting ready to go to college, I think so, I think that was about that time or I was in it or something like that. Regardless, it was a long time ago. He said to me, "You know one of the reasons why ..."   We weren't like wealthy, wealthy or anything like that, but were certainly not struggling. My dad definitely knew how to provide. He was awesome. We had a lot of awesome fun family trips and memories and all those things. It was really great. I promise this ties right into network marketing. He taught me this lesson that has stuck with me for years and still to this day. I believe it's one of the major reasons why I really believe that it is one of the major reasons why I have been successful with the things that I do. It all comes down to this concept that he told me. I was the age where I understood, "Oh my gosh. Dad makes money. Oh my gosh. He probably makes around this much in order for us to have this life." You know what I mean?   I was around the age when I start putting all those things together and I was like, "Oh wow." I can't remember how really or when or where. Just around that time in my life the whole conversation came up of what your role in a company is. He said to me, "Steven." He said, "Steven, there are two kinds of businesses. Sorry. There's two kinds of employees in a company." He said, "The first kind of employee resides on the cost side of the business." Now there's more security there, right? Meaning your job does not provide revenue for the company. There's more security, meaning your part of the normal job functions. Let's say you're part of HR or you're part of billing, right? You're part of some kind of management role.   Meaning there's a lot of security in it, but you're not really directly responsible for any revenue into the bottom line of the company. I was like, "Okay. Sounds good. This was the first kind." He's like, "First kind, no revenue to the bottom line. You live on the cost side of the business." He said, "The second kind of person though is on the revenue side of the business and the revenue side of the business is slightly more risk, however, vastly more income is available there. Salesmen." There's a reason salesmen get paid so much money because it's not easy job, number one. Number two, not many people want to do it. I mean there's more risk. If they don't sale, they don't make their commission, they don't eat.   If you get someone whose good, you get someone whose actually awesome at it, they get paid a lot more money. Typically, salesmen, if they know how to make it rain, holy crap, they'll get paid a lot than the people whose jobs and their positions ride on the cost side of the business. I was like, "Okay, dad. Yeah, that's cool. That's interesting and everything." I didn't realize how much that would affect me both in my own MLM and my own business, in my day job, and all the things that I've been doing. You know what I mean? I had no idea how much that would affect me. He's right though. I mean every single job that I've ever had where I've been sitting on the cost side of the business, I mean growing up that's mostly where your teenage jobs are.   You know what I mean? Those are like the nine to five or even later and earlier. Construction style jobs that I had, the labor jobs. I'm so grateful I had those. They were hard, but they were good, right? I was on the cost side of the business. I was not adding to the bottom line. If I was a door-to-door salesman like I was for a while or I did telemarketing, one sale would result far more money than I'd make doing those other kind of jobs. I would try and get a couple of them a day. It was like, "Holy cow. Way more earning potential comes to those people whose position sit on the revenue side of business." Right? It's an area that is a little bit uncomfortable for people to think about.   One of the problems that I've seen people run into before when it comes to their MLM is they treat their business as if they, even though they're the CEO technically, even though they are the little entrepreneur of their own little business and they should run it like their own business like it's its own entity, their activities day to day sit on the cost side of the business. They go make dumb business cards. I don't have a business card. I should probably get one, but I don't know. What kind of revenue can I measure from it? I've never been able to measure anything from it, so I don't make them. Right? I'm not saying you should or shouldn't, whatever, but I don't think you should. I think it's a distraction based activity.   I think it's something to fool your brain into thinking that you're being an achieving person because you came up with a logo. Maybe you bought a domain. It's like cool. Who'd you sell to? You know what I mean? It's funny because every single time I've been in a position or a job where I've been able to go make a lot of money compared to the rest of the employees. There's a bit of a separation that begins to happen. Other people look at you and go, "Gosh. What are you doing? You're so freaking lucky, Larsen. You're so lucky." It's like no. I actually decided to take on a little bit more risk.   Yes, while the person who brought you into your down line was right, you can have the lifestyle you want working a few hours a day, you can have the lifestyle you want, but the reality is you need to understand that where you're sitting right now, all the activities you're doing, they might be actually activities that are distracting you from being successful because you're not focusing on revenue generating activities only. Man, you outsource the rest of that stuff. Mostly the rest of the stuff doesn't even matter. Right? I think I said in the last podcast that an entrepreneur only has two roles. That is to innovate and market.   Those are both revenue generating activities, but we all like to think that it takes more than that and it's more complicated and I got to have a domain set up and I've got to have all the stuff set up. Yes. Yes. All of those things do matter. At the end of the day, it means nothing to you, right? Those are cost activities on the business. Anyway, I've had these just kind of run into my head the last little bit because I've had some people reach out to me and say, "Steven, how do you set this up? Steven, how do you set that up? How do you get this going?" I'm like, "It's good you're asking those questions, but are you fooling yourself in thinking that that thing you're trying to set up is the only way for you to make money?"   Because my first time MLM, I literally went door-to-door down Main Street my first month. I mean I recruited family. I recruited friends. I did it all the ways. I hate doing it. I never do it anymore. This was for almost four years ago now. You don't need any of that stuff. I literally went down Main Street. I recruited 13 people my first month. Now that's not a ton of people, but it's not a small amount of people either. It's not a short amount of people. It's not bad. The problem was the quality of the individual I was getting wasn't very good. Anyways, that's all I'd say real quick. This is kind of a faster episode, but just know that ask yourself when you wake up in the day, number one, hey, what am I doing that's actually a revenue generating activity?   Is it recruiting somebody? Is it selling a product? Outside of those two things I don't really know what else you're going to be doing that's actually a revenue generating activity. You as the entrepreneur has to be the expert in your business at the revenue generating activities. How do you expect to move forward and grow yourself and scale it and duplicate if you don't even know how to sell it? Right? Get good at selling. Get good at what it is the act of selling your product. Where's the best place people are where you can go recruit them or the place where people are who will buy your product? Where are those people? How do you expect to help your down line if you don't know those answers? Right?   I know these are kind of challenging questions to ask and they're a bit nerve-racking if you're brand new into MLM or any kind of business or activity or entrepreneurship or anything at all. They're the most important ones to ask. Who the heck are you trying to sell to? Where is that person? You can't duplicate yourself. That's where all the hiccups and hangups happen when you don't know what the answers to those questions are. My advice to you would be to understand that for the first like few months you should probably just realize and understand and be okay with the fact that you're not going to know how to sell it very well. Honestly most of it comes through bruises of you trying to figure out how this thing works.   I remember when I was doing door-to-door sales for the first time. I actually wasn't very bad because I have been doing a lot of door-to-door prior to that in other areas. It was a lot of fun, but man, I stumbled through like crazy. I was one of the most awkward kids on the doorstep. Oh my gosh. It was so awkward. It was so awkward. Before I went out to door-to-door and started doing door-to-door sales, I was like, "You know what? I'm going to try and recruit a team prior to me getting out there. I'm going to do my very, very best to get out there and have people below me and grow my own little branch underneath this office," even though I've never done or sold door-to-door for this style before. What I did was is started trying to talk to some of my buddies.   I was like, "Dude, come sell door-to-door with me." They were like, "I don't know." I was like, "Okay. Let me ask some of the people in my classes." I was like, "Okay. Hey dude, come over here," and then I just start talking to random people. Okay. That didn't work. Pretty soon I was like, "What if I treated this like an ad?" All right. I know that the average direct response ... Excuse me. I know that the average ... If I was to go put out 100 mail pieces, I would get an average of one to two, maybe 3% response from those mail pieces if I literally went to someone's mailbox and put something in there. It was like okay. Interesting. If I want to recruit like 10 people, I would need to have at least a thousand little flyers out on people's doorsteps.   What I did is I went out and I actually wrote out this little flyer and I said, "Hey, come to this meeting. Free pizza and stuff." There's my free little hook. There's some little pieces there and here. I said, "Why don't you come on out?" What's so funny is I literally had a 1 to 2% response rate of people who showed up with that flyer. I grew this little team and I got eight. I think I hit 11, but a couple of them left early, but it was a great experience. I was like, "Holy crap. That works." That was the marketing tactic that I chose in order to make this work. Then the next time someone came up to and said, "Hey, how do you do this?"   I told them I was like, "Honestly, I know it's a little bit ghetto to be honest, but I'm just printing these things out and I'm chopping them in half like with just a normal pair of scissors and I just listen to podcasts and walk around apartments and drop these flyers in people's doors and they come." They're like, "Are you kidding me?" I was like, "No, but it's way easier than me talking to people because I don't want to talk to anybody. That's just a little tactic I'm using." They were like, "Oh my gosh." That's what I was using for door-to-door sales as far as recruiting a team and such. Anyway, the whole point is that you just got to know what those revenue generating activities are. When somebody's excited and they're in the brand new zone of, "Oh my gosh.   This is going to be a great experience. I'm so excited to be a part of this. Yes, thank you. Let me get into your down line," you will know exactly what activities they need to be doing first because an individual who just barely joins, put yourself in their shoes. Their bright eyed and bushy tailed. They've got to have something to do. There needs to be something that they do. They're going to want to feel action. They're going to want to feel that progress. The way they will do is by doing what they think means business. They'll go make a freaking business card. They'll spend for putting a logo together and freelance it out to someone.   It's like none of that stuff is actually going to grow their business or yours. Know what those things. If you don't know what those are yet, just get really obsessed over it for the next two or three weeks. I guarantee you you'll start to see patterns emerge. Oh my gosh. That did that work at all. Hey, check that out. That worked. I'm going to tell my down line to do that. You know what I mean? Those little things become marketing tools that you offer people as kind of bribes when they join your down line because now you're different. Now you know what your marketing plan is. Now your team just became unique. Does that make sense? That's one of the secrets of you becoming duplicatable.   That doesn't happen without you and your team having the culture of a very specific, very deliberate marketing plan. What are your rituals? What are the things that you do to market the MLM? Anyway, that's all I've got for you guys. Are you doing revenue generating activities or are you living on the cost side of your own business? Guys, thanks so much. Talk to you next episode. Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line five simple MLM recruiting tips for free? If so, go download your free MLM Master's Pack by subscribing to this podcast at SecretMLMHacksRadio.com.

Good evening, everyone. It is almost midnight where I am, but I've just got to get something off my chest. Here's the real mystery. How do real MLM-ers like us, who didn't cheat and only bug family members and friends, who want to grow a profitable home business, how do we recruit A players into our down lines and create extra incomes, yet still have plenty of time for the rest of our lives? That's the blaring question and this podcast will give you the answer. My name is Steve Larsen and welcome to Secret MLM Hacks Radio.   Hey. I don't know if there are any other prior service members out there who are listening, but I was in the army for a while and really enjoyed it. When I was at basic training, I went through, and I actually really enjoyed it. I enjoyed the struggle, I enjoyed ... And I went in a little bit of a different time than most people do. I was actually, I was 25 when I went in. I was already married, we had a kid. It's very different setting than most people who join the military. Most of them were 9 years younger than me and were 17. Some of them had waivers to join early in life. You know what I mean? It's very different.   Already out of the gate, I was a little bit of a different person. Now, they knew that. My drill sergeants knew that. And they knew exactly who I was and who I wasn't. And they knew that I had a pretty clean record, fairly clean record, going into the army. What was funny was that towards the end of the training, it was intense, it was fun, it was ... I actually really enjoyed it. I would definitely go back to basic, just for the challenge of it, even. Which some people say it's not that hard. It was hard for me. My drill sergeant, other drill sergeants called him "the dragon". He was intense. He was really fun, though, because he was so intense. You know what I mean? I'd rather be fully immersed and give me the full, crappy experience. You know what I mean? Than something that's easy. That's just my personality; go all the way or nothing.   Anyway. Towards the end of basic training, we had shot machine guns and thrown grenades and we did all sorts of crazy stuff, and it was a lot of fun. We had done all sorts of stuff, this was in the middle of winter and very, very cold and sometimes they'd use that to their advantage, just to throw a little extra pain at us, which is a lot of fun, but not always fun in the moment. Anyway, towards the end of the training, they knew that my record was fairly clean. It just so happened, this was at Fort Jackson, South Carolina, relaxin' Jackson. I was over there, and that happens to be where the nation's polygraph center also is.   If you don't know what a polygraph center or a polygraph is, that is the lie detector that you see in movies where they hook you up to a lie detector and stuff like that, if you've ever seen ... I can't even remember the name of the movie. Anyway, whatever. They came to me and said, "Hey, Larsen, check it out. You've got an assignment that we're sending you on." They're like, "Tomorrow, what you're going to go to is you're going to go hang out with all of the new NSA, FBI and CIA agents at the polygraph center, and they're going to hook you up to a polygraph and they're going to practice reading your vitals and all the stuff while you answer their questions."   I was like, "Are you serious? That's awesome! I want to do that so bad, that'd be so cool!" And they're like, "It is actually serious, though. If they do actually find anything, they'll actually kick you out of the army. And by the way, if you do fail some of it, they're going to take you into another room and they are actually going to interrogate you." And I was like, "Awesome! Oh my gosh, this is so cool!" And they're like, "You're not supposed to want that. That's pretty intense." And I was like, "Come on, baby, break me! Let's do it!" It's just kind of my personality.   Anyway. I go over to this polygraph center and there's other soldiers over there with me, my platoon's over there, and a few of the guys. We go, and they start hooking us up, and they've got sensors on our arms and our fingertips and stuff around our chests. You know what I mean? There's all this stuff, and they are practicing reading vitals. What they taught us was really interesting, and I promise this has everything to do with MLM, just stick with me for a second, okay? What they did, though, is they taught us that when you tell a lie, there's actually a physical response to that lie. Much as how the body responds when a disease enters the body or some kind of poison. That's how your body reacts. There's a physical reaction to you telling a lie. Interesting, huh?   So what they told us to do is they said, "Hey, look. Tell the truth, but then sometime in there, tell a lie. That way the new NSA, CIA, FBI agent can tell that you're lying and it will help their training." And they're like, "And be good at it. Really try to convince them. Actually try to fool them. Be very good. Actually tell the lie. Don't tell them when you're going to tell the lie." I was like, cool. This is going to be awesome. You know what I mean? So we go in there and again, they hook us all up and everything, and the test starts. We're in the test and the test starts and they're going, and I'm only allowed to answer "yes" and "no" to things. "Is your name Steven Larsen?" "Yes." At that time, "Are you 25 years old?" "Yes." "Are you male?" "Yes." You know what I mean? So it's yes, yes, yes. No, no, no. Yes, yes, yes. No, no, no.   Well, the time came for me to lie. It's very interesting. I'm sitting in this very quiet room, it's almost like a padded room, you know what I mean, and I'm all hooked up to all this stuff. It's straight out of a Jason Bourne scene, a little bit. It felt like that, anyway. I'm sure it wasn't exactly that. But it came time for me to lie. I decided that I was going to ... I was like, okay, it's coming up. I'm going to tell the lie. I relaxed my body and they asked the next question, and I lied. And I waited for them to catch me in it and go bring me to the interrogation room or something. The agent moved forward a little bit, squinted at the screen, and slowly repeated the question again, and I took, without her seeing, took another deep breath. I relaxed my body and then I answered again the question, and I lied. And I beat it. She didn't catch it.   I was like, oh my gosh. I just beat a polygraph machine. Way back in the day when those things came out, they were way harder to fool. I was reflecting on that, I was like, how did I beat ... First of all, I was ticked that I didn't go to the interrogation room, and they were like, "Larsen, dude, you're not supposed to want that. It's interrogation. It's kind of intense. They'll actually break you." I was like, "Good!" I was like, "Yeah!" I want the sky, baby, let's do it! Make it hard!   Anyway. I beat it, though, and I lied. I talked to a few of the other soldiers that were with me afterward, and it turns out there's only one other guy who actually beat it, and everyone else they caught. I was like, how come I was able to beat that thing? And I figure out that there were two things that made it so that I could beat the polygraph machine. Again, this has everything to do with you and your MLM. It has everything to do with it. What I had to do, number one, is I had to relax my body in such a way that I had to get to a place of pure apathy, meaning I didn't care. I didn't care about anything, I didn't care about myself, I didn't care about anyone, I didn't care about my opinions or beliefs, I didn't care about anything at all. It was hard for me to reach that state, because I'm a very opinionated person, right? I was like, okay.   The second thing, though, is that ... This was the key part. This is how it actually worked, I believe. In order for me to actually beat the polygraph machine, I had to believe the lie. Not only did I have to go and get relaxed, I had to actually believe the lie. You think about that, and you think about how powerful that is. You think about all the voices that go on inside your head when you start down something like MLM, something that's not easy. Something at all that's not easy, whether it's MLM or not. There are a lot of lies that start. And there's a lot of lies that you have to fight against. There are voices outside of you, telling you you can't do it. There are voices inside of you, telling you you can't do it. Whether it's your own dialogue or somebody else's, there are lies all around you and you have got to be cognizant of which ones are the lies. Don't get caught in it.   When I first got started in this MLM game, there were all sorts of people that were telling me I couldn't do it. And it was painful, some of the people that were telling me I couldn't do it. People that I trusted, people that were close to me. People that I wanted them to believe in me and say, "Steven, go get it. You can do it." But that's not how it works a lot of times. It really doesn't. They're going to come out and they're going to say, "You know what? You can't do this." Don't believe the lie. All right?   Think about it. A doctor, a lawyer, right? A very high-paid consultant. How often ... How long do they go to school for? Like eight years. And then they come out and they start making, what, $500,000 a year or something like that. Right? Took them eight years to provide that kind of value to the marketplace. If you are just starting this game out, and you've only been going for a few months, and you're not making five hundred freaking thousand dollars a year, stop getting mad about it. Don't get mad about it. Do you really think that you're able to get out there and make that kind of money out of the gate, never having done any business thing ever, and expecting that kind of income when it took other people eight years to hit that kind of income?   I'm not saying it's not possible. There are people that do it. But too often, we're not patient enough for the process to happen. So buy in. Buy into it emotionally. Buy into it and know, okay, this is going to be a while. And you know what? I'm in it for the long term. Again, if you love the MLM, stay in it. If you don't, man, find something you're freaking passionate about, because life's too dang short for you to sit around for things you're not passionate about. Find something you're passionate about and selling will become easy after that.   You guys, selling is not hard at all. Selling is merely finding people who have a predisposition towards buying your thing, and helping them see why it's logical for them to get it. That's it. You're transferring belief. That's all it is. You're saying, "Look, this stuff's awesome." I'm never going to buy a pink Volkswagen. I'm just never going to. I don't have a pink ... I don't have a pre-set disposition towards owning a pink Volkswagen. I'm just never going to buy that. You know what I mean?   Too often, we go out and we start trying to sell the MLM and we start trying to sell ourselves and convince ourselves of something that we just don't believe in, or we try and sell other people in a product that they just don't have a predisposition towards. So, find a MLM that you have a predisposition to completely believe in. Something you can stand totally behind with and have that passion with. Then number two, if you're going out and you're trying to sell people and you don't have full belief in what it is, people are going to smell that like dog smells fear. They know when you don't believe in your product. If you don't believe in it, it's time to start using it and actually getting your own testimonial about it.   I think Tyson Zahner was one of the guys that first taught me that principle, but it's one of the most powerful ones I've ever heard. Any time I ever talk about anyone, I'm going to try ... I try and give credit where credit it due. I'll always try and name-drop the people that I'm learning things from. Anyway. That's all I wanted to say about this, though, was that, guys, if you don't believe in your own product, a lot of times you're starting to believe the lies that you can't get this done. You're starting to believe the lies that maybe the product's not good. And maybe it isn't. If you can't overcome that, you've got to go find a product that you do. There's no other soft, sugar-coated way around it. Find something that you're awesome at. Find something that you love. Find something that you can be awesome at, and swim with the current instead of against it. You know what I mean?   Anyways. That's one of the biggest tickets, in my opinion, to success in this, is guarding yourself against the lies that are out there. You guard yourself like crazy with them. Don't ... Sometimes we try and prolong the pain and say, "Well, belief will come eventually. Eventually I'll believe that I love this. Eventually, I'll believe that it's amazing when it starts to work for me." That's not how it works. The belief comes first. Then the success happens. Right?   Anyway, I feel like I'm saying the same things over and over again. But that's the main point I just wanted to make. Make sure that you don't believe the lie. Understand and try and identify the lies when they come, and if you ever are having a really hard time with your business and your product, believing it, believing the message, believing the product, believing that it'll work, believing that you can be successful with it, if you're really struggling with it, it's time to find a place that you really can believe it. Because people will be able to see that and they'll know that, and it'll shine in your confidence or it will be a detriment to you because no one will actually be able to believe you. If selling is just the transference of belief, if you don't believe it, there's no belief to transfer. So they're not going to believe in it. Even if you do recruit people in your down line, they're not going to do anything. Does that make sense?   Anyway, hopefully that story sticks. Hopefully it's powerful, and hopefully that helps you in what you're doing. Guys, if you have just a few minutes, go to secretmlmhacksradio.com. There are five videos there, I call it the MLM Masters Pack. What it does is it teaches you how to treat your down line in such a way and recruit in such a way, and create an offer for your MLM in such a way that makes you unique again and teaches people why they should join you or why they should get in your product or whatever it is. Does that make sense? Because every person out of the gate with MLM is the same, so how are you going to be unique? Why should I join you when there's thousands of others that are like you? You know what I mean?   Anyway, so go get that. And anyways, hopefully this was helpful. Beware of the lies. Beware of believing the lies. It's easy to do once you start to have your confidence shaken. Don't lose your confidence and you'll be able to be successful with this business. Whatever it is, whatever MLM you've decided to align with. All right, guys, thanks so much, talk to you later! Bye!   Hey, thanks for listening. Please remember to subscribe and leave feedback. Would you like me to teach your own down line five simple MLM recruiting tips for free? If so, go download your free MLM Masters Pack by subscribing to this podcast at secretmlmhacksradio.com.

Without this, what's the point of even trying? On today's episode Russell talks about why you have to have faith in yourself first in order to be a true entrepreneur because nothing is guaranteed. Here are some of the interesting things in this episode: Why Russell won't give a friend the answers to why his product isn't selling. Why Russell believes that you have to take a leap of faith with your business first, in order for it to be successful. And why Russell thinks life would be boring if everything were guaranteed to work out. So listen below to find out why it's so important to take a leap of faith. ---Transcript--- What’s up everybody, this is Russell Brunson. Welcome to Marketing Secrets podcast. If you are watching this at marketingsecrets.com, you can go watch the video of me showing you something cool, if you’re just listening on iTunes, that’s cool too. But if you go to marketingsecrets.com you can actually see what I’m going to show you guys. Last week I did a podcast, or a couple of days ago, about planting seeds of doubt. I got all these people messaging me, “Russell, you’re so mean.” I was like I’m  not trying to be mean with this. I’m trying to explain a really important marketing principle. So I want to show you guys something to prove this whole thing works. A lot of you guys know Steve Larsen, he sits next to me everyday building funnels. When he first started working for me, at the time I had a water filter machine, it was an Athena that we paid $3 grand for. I always loved it because it was this really cool thing, it filtered our water and did all this cool stuff. Then he told me, “Well, if you’re using that brand, it actually doesn’t work, there’s only one brand that is any good.” And it’s the company he used to work for called Echo. I was like, “Really, why?” and he’s like, “They have this patent. Most water machines, the way they filter, after 5 or 6 filters it builds up all this residue and it starts working. This company has a patent where what they do, every time you turn it on, it pushes through and breaks off the stuff, so it keeps working. Now I have no idea if that’s true. He may have made it up for all I know. But he planted a seed of doubt, and that seed of doubt became so big that my Athena water machine that I loved, in fact my kids called it magic water. Every single day we used to go and make magic water out of it. It is now sitting, as you see here, in my garage, in this big pile of water. We ripped it out of the wall, I actually cut the plug because it was hard to get to. It’s just sitting there now, I don’t know if it works. I have a seed of doubt. Then I was going to get a Kong and he’s like, “And he’s like Kong can’t do it either. These guys are the only ones in the world that have a patent.” So because of that, guess what I have right over here. You’ll never guess. Yes, it is one of the Echo machines. Sorry it’s kind of a mess here in the laundry where we have it. Because my wife doesn’t think these look very good, and they are kind of ugly. But now, I come here and this is where I get all my water from, it’s the Echo machine. Now again, I have no idea if it actually is better, could be worse for all I know. But he placed a seed of doubt that caused me to rip my old machine out and put a new one in and not go with other competitors. So the marketing principle is true, whether you’re doing that yourself or through other people. How can you place a seed of doubt. So there’s a follow up for yesterday for those who think I was mean. I’m not being mean guys, I’m just teaching good marketing principles. So that’s what I got. Now I got one more thing I want to share with you guys. Because this is important and I think a lot of people struggle with this. It’s having faith before you take action. Entrepreneurs, for you to be successful, you have to have faith first. You don’t know that your product or service is going to work. If you had that guarantee, then everybody would do it. It’d be like, I’m guaranteed, in fact that’s why people go to school because they’re like, “I’m guaranteed to get a job.” Turns out you’re not, at least not a good job. But people, because they guarantee it, they do it. Entrepreneurs should be about not guaranteeing. You have to have an idea and then you have to have faith in yourself. If you don’t have faith in yourself, then you’re not going to do it, and then you’re not going to have success, and then it all disappears. It all hinges on faith. It’s weird, I don’t know if you guys are religious or not, it doesn’t really matter to me for this thing, but religion’s the same way. We get the, we have to have faith first and we take that step forward and then the truth is manifested back to us. Like, “Oh, that thing you did was actually right.” But if you knew ahead of time, what’s the point? There’s no challenge, this whole life becomes really boring if there’s no faith. If you knew the answer to everything before you went into it, why would it seem to be fun, it wouldn’t. We’d be bored out of our minds. I’m telling you this because I had a funny experience today that I wanted to illustrate becusae it kind of illustrates this, why a lot of people struggle because they don’t have faith first. They’re waiting for the perfect answer before they move. So there’s this guy, I’m not going to mention his name, he’s a cool. But three or four times over the last two years, he’s messaged me asking about my inner circle and he’s always like, “I’m going to join man.” And I’m like, “Cool, here’s where you apply.” And he’s like, “I have some questions first.” And he always asks a bunch of questions, he never applies. And this happened I think at least 3 maybe even 4 times in the last 2 years. I’m always like, “hey man, go to inner circle where I can work with you. I do my best coaching almost a million entrepreneurs, but I can’t talk to every person individually. I wish I could but I can’t.” I have a hundred people in inner circle that I’m voxing every single day on my phone, trying to keep up with them as well as running my own company and my family and my church and the scout group and everything else I’m doing. It’s insane. I can’t help everybody, I wish I could. But the people I can help, they’re in the inner circle, that’s just how it works. So get in the inner circle and I can work deeper in your stuff. So he messaged me today, it’s kind of funny. He said, “Whatcha think?” and he showed me his funnel, “compliments of Clickfunnels.” And I was like, “Cool man, you got it done. It looks great.” And he said, “The problem is,” this is the best, “The problem is I can’t get it to sell for the life of me, when people try it, they’re hooked. But getting people to buy it out of the gate, no bueno.” So I went back and decided to look a little closer. I kind of smiled, and I sent it to Steven Larsen as well, “Hey, what do you think about this funnel? I want to know in 3 seconds.” And in 3 seconds he was like boom, boom, boom. I was like, “Exactly, the very same one’s I saw as well.” And I was like, I could just tell him, but then he didn’t, he missed the whole point. So I came back and I said, I was trying to help him out. I was like, “I won’t give you the answer, because you didn’t join the Inner Circle the 3 times you asked me about it. Ha ha! But here’s a hint.” Then I gave him a link to a certain funnel and said, “The answer’s in this funnel.” And it is, everything he’s looking for is in that funnel. I mean it was a huge heads up, hopefully. We’ll see if he runs with it or not. But I sent that and just kind of said it that way and he said, “Was my video wrong?” asked me if it was the video, “It’s not the video.” Although his video could use some help. He said, “The reason I didn’t join was because I didn’t think the Inner Circle could help me with my specific problem with …” and he named his product, “I didn’t want to just throw $25K at the wall, not knowing.” So I got that and started laughing. I laughed out loud and I read it to Steven and he laughed because first off, the inner circle is all about personalizing your problem. What is your problem? And you message me and I tell you the answer. So it’s the most personalized coaching program on planet earth for our industry. So I don’t think it would help my specific problem, and I didn’t want to throw $25k at the wall, not knowing. So I didn’t want to have faith and just assume that you know what you’re talking about, seeing as you’ve helped hundreds of thousands of entrepreneurs, and you have all these people that pay you $25k a year and they renew every single year, because you keep helping them. 10 or so are all supplement companies, I didn’t know, I’m not going to pay you. And then he said this, “After looking at “blank” if you have some big ideas on how to blow it up, you know the $25k would be chump change for investing in your help, then obviously that’s a no brainer.” So if I can come to him and say, “Hey man, I know exactly what it is. Give me $25k and I’ll tell you these things and I guarantee you’ll make more than that. Then he will do it. Then he will take a leap of faith when there’s no leap of faith to be made. I’m just like, my goal was not to sell you on inner circle, my goal is not to tell you I know the secret, give me $25k and I’ll tell you. You missed the whole point. The goal, the point is that you have to have faith first. You have to….the mentors I have hired in my life, I didn’t know if they were going to be good. I looked at them, tried to do my research, saw other people they worked with and was just like, “Okay, I don’t know but I’m going to have faith and I’m going to take this step forward.” And then when you do it, you get rewarded for it. Then I wrote back, “Sorry man, the inner circle is closed for now anyway, but the answer is in that funnel.” So hopefully he finds it. It’s there for him and again I don’t want to be a jerk. But I get so many people hitting me up, I can’t. If I could help them for free, I would because it’s so much fun. But it’s just interesting how people don’t want to take that faith. If you want to be an entrepreneur, you have to understand that’s the game, the whole entire thing. You have to have faith first, faith in your idea, the product, the process, the coaches, the mentors, all these different things. And you’re not going to know ahead of time. If you did, it’s not entrepreneurship, if you did, it’s no fun. If somebody came to you and said, “This is the exact product and sales message.” Everything like that, and you did it and it worked, it’s like gambling. It’s cheating. It doesn’t count. It’s not real. It comes from the excitement and thrill, fun, and satisfaction. Everything comes from the success of it. I remember when I started wrestling, another friend that wrestled, we both started at the same time. It was interesting because after a year he quit, I didn’t. Within three years I won the state title. I remember after I won the state title, he told me, “Oh man, I could have won the state title too, but I just didn’t want to put in the effort.” And I was like, “Are you kidding me? You don’t know what I went through the last three years to get that, to earn that.” If I would have known up front, I was guaranteed to get the state title, it would not have been any fun. I would have been like, “Oh, what’s the point then? If I’m guaranteed to get a state title if I do it, then why would I even do it?” You know what I mean? The not knowing is what makes it great. The fear of failure is what makes the success so great. If you don’t have that, can you imagine what life would be like? Can you imagine how boring it would be? Every single day you wake and know there’s no chance of failure, so you just….I can’t even imagine. I would…… So my message for you guys today, as entrepreneurs, is that you have to understand that it takes the faith first. You have the faith to take the step and then you’re rewarded. Sometimes we put our faith in the wrong things, which is understandable, and we fall off something and it doesn’t work, or we hire someone and they don’t work out. But you shouldn’t lose faith in all things. You may have got the wrong mentor, the wrong person. But keep putting faith in, people, ideas, products because one of them will work. They don’t all work, and that’s okay. But they will if you do that first. Anyway, you gotta have faith, as George Michael would say. That’s all I got you guys. Appreciate you all, have an amazing day and we’ll see you guys tomorrow. Bye everybody.

Without this, what's the point of even trying? On today's episode Russell talks about why you have to have faith in yourself first in order to be a true entrepreneur because nothing is guaranteed. Here are some of the interesting things in this episode: Why Russell won't give a friend the answers to why his product isn't selling. Why Russell believes that you have to take a leap of faith with your business first, in order for it to be successful. And why Russell thinks life would be boring if everything were guaranteed to work out. So listen below to find out why it's so important to take a leap of faith. ---Transcript--- What’s up everybody, this is Russell Brunson. Welcome to Marketing Secrets podcast. If you are watching this at marketingsecrets.com, you can go watch the video of me showing you something cool, if you’re just listening on iTunes, that’s cool too. But if you go to marketingsecrets.com you can actually see what I’m going to show you guys. Last week I did a podcast, or a couple of days ago, about planting seeds of doubt. I got all these people messaging me, “Russell, you’re so mean.” I was like I’m  not trying to be mean with this. I’m trying to explain a really important marketing principle. So I want to show you guys something to prove this whole thing works. A lot of you guys know Steve Larsen, he sits next to me everyday building funnels. When he first started working for me, at the time I had a water filter machine, it was an Athena that we paid $3 grand for. I always loved it because it was this really cool thing, it filtered our water and did all this cool stuff. Then he told me, “Well, if you’re using that brand, it actually doesn’t work, there’s only one brand that is any good.” And it’s the company he used to work for called Echo. I was like, “Really, why?” and he’s like, “They have this patent. Most water machines, the way they filter, after 5 or 6 filters it builds up all this residue and it starts working. This company has a patent where what they do, every time you turn it on, it pushes through and breaks off the stuff, so it keeps working. Now I have no idea if that’s true. He may have made it up for all I know. But he planted a seed of doubt, and that seed of doubt became so big that my Athena water machine that I loved, in fact my kids called it magic water. Every single day we used to go and make magic water out of it. It is now sitting, as you see here, in my garage, in this big pile of water. We ripped it out of the wall, I actually cut the plug because it was hard to get to. It’s just sitting there now, I don’t know if it works. I have a seed of doubt. Then I was going to get a Kong and he’s like, “And he’s like Kong can’t do it either. These guys are the only ones in the world that have a patent.” So because of that, guess what I have right over here. You’ll never guess. Yes, it is one of the Echo machines. Sorry it’s kind of a mess here in the laundry where we have it. Because my wife doesn’t think these look very good, and they are kind of ugly. But now, I come here and this is where I get all my water from, it’s the Echo machine. Now again, I have no idea if it actually is better, could be worse for all I know. But he placed a seed of doubt that caused me to rip my old machine out and put a new one in and not go with other competitors. So the marketing principle is true, whether you’re doing that yourself or through other people. How can you place a seed of doubt. So there’s a follow up for yesterday for those who think I was mean. I’m not being mean guys, I’m just teaching good marketing principles. So that’s what I got. Now I got one more thing I want to share with you guys. Because this is important and I think a lot of people struggle with this. It’s having faith before you take action. Entrepreneurs, for you to be successful, you have to have faith first. You don’t know that your product or service is going to work. If you had that guarantee, then everybody would do it. It’d be like, I’m guaranteed, in fact that’s why people go to school because they’re like, “I’m guaranteed to get a job.” Turns out you’re not, at least not a good job. But people, because they guarantee it, they do it. Entrepreneurs should be about not guaranteeing. You have to have an idea and then you have to have faith in yourself. If you don’t have faith in yourself, then you’re not going to do it, and then you’re not going to have success, and then it all disappears. It all hinges on faith. It’s weird, I don’t know if you guys are religious or not, it doesn’t really matter to me for this thing, but religion’s the same way. We get the, we have to have faith first and we take that step forward and then the truth is manifested back to us. Like, “Oh, that thing you did was actually right.” But if you knew ahead of time, what’s the point? There’s no challenge, this whole life becomes really boring if there’s no faith. If you knew the answer to everything before you went into it, why would it seem to be fun, it wouldn’t. We’d be bored out of our minds. I’m telling you this because I had a funny experience today that I wanted to illustrate becusae it kind of illustrates this, why a lot of people struggle because they don’t have faith first. They’re waiting for the perfect answer before they move. So there’s this guy, I’m not going to mention his name, he’s a cool. But three or four times over the last two years, he’s messaged me asking about my inner circle and he’s always like, “I’m going to join man.” And I’m like, “Cool, here’s where you apply.” And he’s like, “I have some questions first.” And he always asks a bunch of questions, he never applies. And this happened I think at least 3 maybe even 4 times in the last 2 years. I’m always like, “hey man, go to inner circle where I can work with you. I do my best coaching almost a million entrepreneurs, but I can’t talk to every person individually. I wish I could but I can’t.” I have a hundred people in inner circle that I’m voxing every single day on my phone, trying to keep up with them as well as running my own company and my family and my church and the scout group and everything else I’m doing. It’s insane. I can’t help everybody, I wish I could. But the people I can help, they’re in the inner circle, that’s just how it works. So get in the inner circle and I can work deeper in your stuff. So he messaged me today, it’s kind of funny. He said, “Whatcha think?” and he showed me his funnel, “compliments of Clickfunnels.” And I was like, “Cool man, you got it done. It looks great.” And he said, “The problem is,” this is the best, “The problem is I can’t get it to sell for the life of me, when people try it, they’re hooked. But getting people to buy it out of the gate, no bueno.” So I went back and decided to look a little closer. I kind of smiled, and I sent it to Steven Larsen as well, “Hey, what do you think about this funnel? I want to know in 3 seconds.” And in 3 seconds he was like boom, boom, boom. I was like, “Exactly, the very same one’s I saw as well.” And I was like, I could just tell him, but then he didn’t, he missed the whole point. So I came back and I said, I was trying to help him out. I was like, “I won’t give you the answer, because you didn’t join the Inner Circle the 3 times you asked me about it. Ha ha! But here’s a hint.” Then I gave him a link to a certain funnel and said, “The answer’s in this funnel.” And it is, everything he’s looking for is in that funnel. I mean it was a huge heads up, hopefully. We’ll see if he runs with it or not. But I sent that and just kind of said it that way and he said, “Was my video wrong?” asked me if it was the video, “It’s not the video.” Although his video could use some help. He said, “The reason I didn’t join was because I didn’t think the Inner Circle could help me with my specific problem with …” and he named his product, “I didn’t want to just throw $25K at the wall, not knowing.” So I got that and started laughing. I laughed out loud and I read it to Steven and he laughed because first off, the inner circle is all about personalizing your problem. What is your problem? And you message me and I tell you the answer. So it’s the most personalized coaching program on planet earth for our industry. So I don’t think it would help my specific problem, and I didn’t want to throw $25k at the wall, not knowing. So I didn’t want to have faith and just assume that you know what you’re talking about, seeing as you’ve helped hundreds of thousands of entrepreneurs, and you have all these people that pay you $25k a year and they renew every single year, because you keep helping them. 10 or so are all supplement companies, I didn’t know, I’m not going to pay you. And then he said this, “After looking at “blank” if you have some big ideas on how to blow it up, you know the $25k would be chump change for investing in your help, then obviously that’s a no brainer.” So if I can come to him and say, “Hey man, I know exactly what it is. Give me $25k and I’ll tell you these things and I guarantee you’ll make more than that. Then he will do it. Then he will take a leap of faith when there’s no leap of faith to be made. I’m just like, my goal was not to sell you on inner circle, my goal is not to tell you I know the secret, give me $25k and I’ll tell you. You missed the whole point. The goal, the point is that you have to have faith first. You have to….the mentors I have hired in my life, I didn’t know if they were going to be good. I looked at them, tried to do my research, saw other people they worked with and was just like, “Okay, I don’t know but I’m going to have faith and I’m going to take this step forward.” And then when you do it, you get rewarded for it. Then I wrote back, “Sorry man, the inner circle is closed for now anyway, but the answer is in that funnel.” So hopefully he finds it. It’s there for him and again I don’t want to be a jerk. But I get so many people hitting me up, I can’t. If I could help them for free, I would because it’s so much fun. But it’s just interesting how people don’t want to take that faith. If you want to be an entrepreneur, you have to understand that’s the game, the whole entire thing. You have to have faith first, faith in your idea, the product, the process, the coaches, the mentors, all these different things. And you’re not going to know ahead of time. If you did, it’s not entrepreneurship, if you did, it’s no fun. If somebody came to you and said, “This is the exact product and sales message.” Everything like that, and you did it and it worked, it’s like gambling. It’s cheating. It doesn’t count. It’s not real. It comes from the excitement and thrill, fun, and satisfaction. Everything comes from the success of it. I remember when I started wrestling, another friend that wrestled, we both started at the same time. It was interesting because after a year he quit, I didn’t. Within three years I won the state title. I remember after I won the state title, he told me, “Oh man, I could have won the state title too, but I just didn’t want to put in the effort.” And I was like, “Are you kidding me? You don’t know what I went through the last three years to get that, to earn that.” If I would have known up front, I was guaranteed to get the state title, it would not have been any fun. I would have been like, “Oh, what’s the point then? If I’m guaranteed to get a state title if I do it, then why would I even do it?” You know what I mean? The not knowing is what makes it great. The fear of failure is what makes the success so great. If you don’t have that, can you imagine what life would be like? Can you imagine how boring it would be? Every single day you wake and know there’s no chance of failure, so you just….I can’t even imagine. I would…… So my message for you guys today, as entrepreneurs, is that you have to understand that it takes the faith first. You have the faith to take the step and then you’re rewarded. Sometimes we put our faith in the wrong things, which is understandable, and we fall off something and it doesn’t work, or we hire someone and they don’t work out. But you shouldn’t lose faith in all things. You may have got the wrong mentor, the wrong person. But keep putting faith in, people, ideas, products because one of them will work. They don’t all work, and that’s okay. But they will if you do that first. Anyway, you gotta have faith, as George Michael would say. That’s all I got you guys. Appreciate you all, have an amazing day and we’ll see you guys tomorrow. Bye everybody.

There was a foundational error being taught in my college classes when it came to making money. It all revolves around the "product big-bang" theory.. Oh, baby. What's going on guys? It's Steve Larsen, and you're listening to Sales Funnel Radio. Welcome to Sales Funnel Radio, where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. And now, here's your host, Steven Larsen. Hey, how you guys doing? I'm so grateful that you guys are tuned in. Let me just say that, first off. Thanks so much, I really appreciate it. This podcast, last month, got 8,000 downloads, which is nuts. And then this month, we're only half way through the month right now, right? Yeah, about half way through. And we're already at about 8,000 again. It's awesome. It just continues to grown and grow and grow. And I just really appreciate it, so thanks to all you guys. You guys are all rock stars. About three or four years ago, I was talking to somewhat of a mentor, but he's also a professor. And I was like, "Man, I don't know what I want to do." Was this three? Yeah, it was about three or four years ago. I was like, "I don't know what I want to do." He's like, "Well, currently you're major is selected as finance." I was like, "Yeah, but it's so boring." And it's not that ... Please don't misunderstand what I'm saying. Finance is awesome, you guys are awesome. But it just wasn't interesting me ... To me, that much. And I was like, "I don't know if I really want to do it." And he's like, "Well, you could do supply chain." I was like, "Okay, here's the problem. I could see myself doing any of the things that you're saying right now. Okay? I could see myself going out and doing this, or doing this, or doing this." And I was like, "What do I do? I don't know what I want to do with my life." I did not know what I wanted to do with my life until about two years ago; no joke. And it was a constant question in my mind all of the time; constant question. And I was always wondering that not just what should I do with my life, I was wondering product-wise, as well. Hey, what should I do with my life? What things should I sell? What's a good offer to go out there and try it? Have you guys ever felt that way? I'm sure you have. If you've ever felt that way before, give me a little nod. Okay? A little raised fist pump, or something like that. Because that's a huge question; hey, what do I sell? What do I do? And it was kind of cool because he sat back and he was like, "You know what? I think you should do marketing." And I was like, "Marketing?" And I always thought marketing was kind of the burner ... If you didn't know what to do with your life, then you went and did marketing kind of thing. And he goes, "No, no." This guy was awesome, by the way. He was the CMO of Denny's and Pizza Hut; it was Pizza Hut or Domino's. Anyway, he was the guy that invented the cheese stuffed crust pizza. Crazy story, by the way, really funny. Not that it's a huge deal, but we all have a special place in our heart for that stuff. But it was funny because I was like, "All right, fine. I'll go with the marketing route." And it ended up ... I was taken to it really, really fast. And I was like, "This is kind of cool." And what was interesting is he started mentoring me outside of class far more one-on-one that I ever expected or thought he would. It was very, very interesting what ended up happening. And at the time, I was trying to find all these products to sell, and he knew I was doing that. And there was all this stuff that I was doing outside of class. And most of my learning was not happening in the classroom, and I told him that. And he knew that. And he's like, "Yeah, I get that. No, that's fine. You're a little bit of a different cat." I was like, "All right, cool." So anyway, he was like, "Hey, go do this. Go do this. Go do this." And he was really the first guy that actually started guiding me in the path, first of all of marketing, but then second of all how to actually create products that sell. And a lot of it had to do, honestly, with this idea of the cheese stuffed crust pizza. And I know that that sounds ridiculous, but it's true. I was like, "How did you know to do that? How did you know what to go out and ... How did you get your ideas? How did you find products to go sell?" And I mean, I spent quite a bit of time with him. And I actually still talk/chat with him every once in a while. And he actually put me up for ... There was only 10 of us in the whatever thousand people graduating, nominated as distinguished entrepreneur student. You know what I mean? It was really cool. I got a trophy and everything. It was really kind of fun. But anyway, he started telling me these nuggets that were just amazing; they totally changed my life. Even just talking about it, I'm remembering all these little things he used to do. And he told me ... I was like, "Okay, well how do you get ideas for these products? Okay, you were CMO of Denny's, CMO of Pizza Hut. You were the head honcho guy of a lot of different companies." And he's generated just tons of revenue with his marketing tactics. And he honestly, along with one other guy, was by far the best teacher I had. He's just so, so good. Anyway, I really had spectacular people in my business classes, which was just ... It was really, really cool. But anyway. So I said, "Hey, how do you do this?" And he said, "You know what, ideas just come to me." And I was like, "Okay. But come one, you got to give me more than that. You know." He's like, "Well, think about it." Okay. He's like, "Okay. When I was at Denny's, I was going to Kohl's. And as I was driving to Kohl's, I get out and I walk out. And as I'm walking up to the store, there were these posters of bands wearing the Kohl's clothing. And they were promoting the clothing; the bands were, by wearing it." And I was like, "Okay. That's interesting." That's not very direct response [markety 00:05:55], and I prefer that now. I feel like those big corporate style marketing, I don't really like that style. But anyway, direct response marketing all the way, in my opinion. Anyway. And he goes, "Okay. So I saw that poster, I saw that board." And I was like, "Okay. Well I'm going to jump out there and we should do that with Denny's." And so what he did, is he had all ... He said, "I started noticing all of these people after concerts would come into Denny's really late at night, really late. You know, 1:00, 2:00, 3:00 a.m. because the concerts were over and they were hungry, so they wanted to come in and get food. And so they came in, and he's like, "That's interesting." So what he did is instead, he started inviting some of the bands that were playing to come in and make food in the kitchens, just for fun. And they just experimented. They did whatever they wanted to. They made the craziest food, they made the coolest food, they made food that was all over the place. And it was just a bit of a research period for him. But he would have these different high-end bands come in and literally make food with him... I was like, "Wow, that's interesting. That's really crazy." And he said, "Whatever food they made, that's what we sold. We made a dish after them, and put their name on it, and sold like hot cakes." And I was like, "Interesting. Really." It's really funny. Have you guys ever been to Taco Bell? I'm sure you've been to Taco Bell... Everything on the menu is the exact same thing, just prepared a little bit of a different way. You know what I mean? Really, really interesting. But that's basically what he did, though. And he's like, " You know what? And the cheese stuffed crust pizza, the way that came about is we were trying to make up something that was new to compete with some other market shares that were being taken from us." And I was like, "Hey, let's take string cheese, and we're going to roll it into crust. And let's just see if it works. I don't know if it really, really will." And what ended up happening was it sold five times more than they expected, so they ran out of string cheese. And so, they told all of ... I think it was Pizza Hut. They told all of the Pizza Huts to get out there and buy ... It might have been that or Little Caesars. Anyway, I can't remember; one of the pizza chains. And what they ended up doing is they went out to all the different grocery stores and bought up all the string cheese that was there. Basically for weeks, string cheese was not available in the entire United States because he had told everyone to go buy it from all the grocery stores because they couldn't fulfill orders enough. And I was like, "Are you kidding me? That's how stuffed crust came about?" And he was like, "Yeah." I was like, "Okay, cool." And there was some lessons, though. So he would tell me these stories. He's tell me all the different ... It was really, really cool. And it was all just one-on-one with him in his office. And he would just teach me and teach me. He's a really, really fascinating guy. Really cool guy. I was like, "This is fascinating, though, that you knew to do that." And he goes, "You know what though?" And this is one of the key lessons of this entire podcast, and the entire reason I'm doing it right now. He said that it's less about coming up with the new products all the time. For you to get out there and actually make money, it's less about coming up with something brand new all the time; brand new, brand new, brand new, stuff that's never been thought of before. And he said, "That's not what it is. What's it's more about is taking existing products, and modifying them, and putting them out to the market because you know the previous one already sold. I was like, "Oh, that's interesting. That's very, very interesting." And for a long time, my mind just kind of rolled over this, and rolled over this, and rolled over this. And he said, "So what the game became for me", this is what he was saying, "Is I would go find something that was already successful, I would take that thing, I would tweak it, and I would put it back into the marketplace because I knew it was already selling. But my own spin on it made it something slightly new. And I was like, "Whoa. That's crazy. Oh my gosh." And it's so different than all the other business classes that I'm in that you're kind of also teaching... Most of the other classes I was into, or the other books, or any other style of entrepreneurship that was out there was very much into, "Find something brand new. Come up with an idea that has never been done before and you'll change the world." And he's like, "Yeah, that doesn't really work." "He's like, "It's such a big gamble. It doesn't really work that way. It's a great way to not win." And what does that sound like to you guys? That's funnel hacking. That's what funnel hacking is. And what's funny is that he kept teaching me, and teaching me, and teaching me just kind of one-on-one for a long time. He was kind of one of my early mentors; and he still kind of is, honestly. We haven't chatted in a while, but he's awesome. And there's a few quotes and things he told me. But I ended up writing a book, and e-book; it's about three years ago. I didn't totally finish it yet. It's a small one. It's just an e-book about the different things I had been learning, and the different steps that I took to create a several thousand dollar a week business while I college. And I was like, "Wow, this is crazy cool." And one of the things that he told me, he's like, "Hey, so it's all about finding data and then trying something. Finding data, and then trying something. But doing it on already existing, already successful products that are out there." And he was doing it with all the crazy scenarios. And he said, "Enlightened trial and error succeeds over the planning of the lone genius." Does that make sense? You don't know at all; I said that on the last podcast. You don't know at all, don't act like you do. You don't currently have the creativity that you need to be better than everyone else on the marketplace. But the market knows. And so, what do you do is go find these top products and tweak them, and go put them back out there. Find the next products, tweak them, and put them out there. And that was his awesome show; that's what he was super good at. And it was, essentially, funnel hacking. And I was like, "Man, this is really, really interesting." And I went through, and I started writing this concept in this e-book that I put together called ... Kind of in my own terms. Guys, it's less about ... I called it "Product Big-Bang Theory". You know, where something just suddenly appears out of nowhere; like brand new concepts, super new ideas, things that had never existed before. Whoa. "Product Big-Bang Theory" is a piece of ... If you're trying to change the world, that's a great thing to do. But it's more about Product Evolution. I believe in Product Evolution. I know that Product Evolution works. You guys know that MLM product that I currently sell? You guys know how I knew that that would sell? Well, because I started looking at all the other things that people are buying. And all I did was I put a twist on it, showed how it worked for a funnel world. I even took the same info product, I got it transcribed, I transcribed it, and then I put my own words and twists into it in the way I would teach it. And I put this whole spin with funnels on it, and then I just re-shot it. That's why it's so successful as a product. It came from a product and a content that was already killing it. All I did was I went and I made my own version of it. And I put things on it that I thought made it even better. And that's why it still makes a thousand dollars a week for me. It's totally on autopilot. It's super amazing. Okay, does that make sense? When you guys are making your products and your services, you're like, "I don't know what product to create." I've gotten that question a lot lately, too. "I don't know what product to make. I don't know what thing to go put out there. I can't figure this out. Oh my gosh. I can't do it." It's so much less about getting out there and trying to make something up, totally brand new. Don't do that. Go find who are the other giants inside the industry you're wishing to sell into. How is revenue being generated in that industry? Go find that person, go find that business, buy it. Follow and document the entire process, whether it's online or offline, whatever it is, record, screenshot, capture, do whatever it is so that you can go back, put it all on a whiteboard, and study it. I did that for about six months before I launched the actual product, that MLM one. And it's amazing, this whole idea of Product Evolution versus Product Big-Bang Theory, it's such a big deal to me. That's what I call it, anyway. That's my own spin on it. I even wrote on ... I actually pulled up the e-book. I haven't opened this thing for years. It's crazy. So this is a question that I asked, "How do you come up with new products all the time?" I was trying to put into words, the frustration I was feeling. After obsessing, after many ideas and trying to make many of them run, I felt like I conceptually understood what to do with a product once I had the product. But I couldn't seem to find the product or make it run. I said, "I felt like I didn't even care what the product was, so long as people wanted it and it was helping people." And this is what he said back to me. Luckily I wrote it down, what he was saying. He said, "Well, you don't need something ... That's new out there, anyway." He said, "Ideas just come to you every once in a while, while you're out looking for them." He said, "Once, when I was trying to figure out what I could do for an increased Denny's sales during nighttime hours ... " Oh, I just told you that story. But anyway, it's super powerful, guys; super, super powerful. What's funny is I went through and I ended up finding out a lot of the patent stats. And tons of patents get submitted; lots of them, people don't actually do anything with. You know what I mean? Brand new ideas that are the ... It works. It works like crazy. But all I'm trying to tell you guys, if you're trying to do a lifestyle business, if you're trying to do something that is not necessarily to change the world, but to change your world, change how you live, change your lifestyle, don't try to make stuff up. Just don't do it. And the people... "Man, I don't even know what industry to start in. I have no idea where to even begin. There's so many things out there. I truly don't care what the product is. I have no idea where to start." If you're in that boat and you really have no idea where to begin or what your interests are, you got to do what my dad told me to do. This has been really, really helpful for me, as well. What he said is, "What do you think about when you have nothing to think about? What's the thing that you think about when you don't need to be doing anything at work. You know? When you're driving home and it's silent in the car, where does your mind go? When you're talking to somebody, but you're not interested anymore, and your mind starts to drift; where does your mind go?" And for me, it was business. And more specifically, it was internet business. And more specifically, it was selling info-products. And more specifically, it was more about the automation behind it and how to build the funnel and the copy and how to put all these things together in my brain. Constantly, it was in that space. I didn't know that they were funnels I was thinking of. I didn't know that's what they were called, but that's what I was thinking of all the time, for years and year and years. And I still do, and that's all I think about. When I have nothing to think about, that's what I think about. And so, I knew, "Okay. Well, I'm naturally inclined in that area. Let me go find how revenue is generated. I'm going to start asking people what they want. But I'm going to go find products that are currently selling really, really well and asking people, 'Okay. Well, you like this product, what do you wish it did?'" You know what I mean? Start reading tons of reviews. What do you wish it did? And that helping you create products really, really fast. So anyways, Product Evolution, not Product Big-Bang Theory. Hey, guys. Thanks so much. Hopefully that was helpful. And give me a little shout out if you've liked this podcast. I really appreciate it. And I've had ... There's a lot of people listening now, which is really, really fun. But I'd love to know what you think about this. This is my ask campaign to you, right now. What do you wish you knew? What do you wish you were getting from this podcast? What do you wish I was providing for you that I'm not? If you go to salesfunnelradio.com, scroll down to the bottom. There's a green button on the right. And literally, you can ask me any question that you want. It'll record a voicemail right over your browser, right from your computer. Just start talking. Click the button and start talking, and you can ask me. And you have about 30 seconds, you can ask me a question. And I've got a segment, here, called "Hey, Steve." You start out saying, "Hey, Steve. My question is X, Y, and Z." And I'm going to queue up a whole bunch of them probably in the next episode or two here, and just start shotgun answering them. I'd love to know what it is you guysare thinking. All right, guys. I'll talk to you later. Bye. Thanks for listening to Sales Funnel Radio. Please remember to subscribe and leave feedback. Have a question you want answered on the show? Get your free T-shirt when your question gets answered on the live "Hey, Steve" show. Visit salesfunnelbroker.com now to submit your question.  

Yes… this is the last one ever :( BUT… don't worry, something even COOLER is about to start! On this final episode of Marketing In Your Car, Russell announces that there will be no more episodes, but that the podcast is re-branding as Marketing Secrets podcast. Here are some cool things to listen for in this episode: Why Russell decided to re-brand the podcast and how he obtained the new name. Where you can find the new podcast, Marketing Secrets, and what to expect. So listen below and don't forget to subscribe to the new podcast at marketingsecrets.com ---Transcript--- What's up everybody? This is Russell Brunson, I want to welcome you guys to the last, this is kind of a bittersweet moment. But this is the last, officially, last ever Marketing In Your Car. Oh, that makes me kind of sad. But with every death comes a new rebirth, at least I think that's what they say. If not, they should say it, I'll probably start saying it. It's kind of cool actually. So the end of Marketing In Your Car, it is the end. I've been doing this now for 3 or 4 years, and I love it and I've got a lot of you guys listening on, but I've wanted to kind of do a re-branding of it for a long time, but I didn't have the right name, the right thing, the right hook, the right something that was amazing. And if you can't do something amazing, then why do it? That's kind of my thought. And then the other day, my friend John Reese, he posted something, that he was selling one of his domains. It was a domain back from when I got started, I remember it was a blog he had and it was called Marketingsecrets.com. I was like, “Oh my gosh, Marketing Secrets is so cool.” I know that every product either is something secrets, or hacker. But for whatever reason, those two words I love and I wanted this one. I did a deal with him and now I own marketingsecrets.com and this podcast is now being re-branded as Marketingsecrets.com. Isn't that cool. So the real reason is Marketing In Your Car, I know for all you guys that hang out with me, this is a cool thing, but when you see it in iTunes store, it seems kind of childish. Maybe not childish, because I'm a cool childish, but it doesn't seem like, non of that mass appeal that I really wanted, and marketingsecrets.com does. It's so cool and exciting. So a couple of cool things we're going to do. First off, I have a new iTunes cover we'll be posting on Monday, so next time you look at your phone you'll see this new thing and be like, “Wait, what is that.” It's got my face on it because I wanted you guys to know what I look like, so there you. It says Marketing Secrets on it, if you go to marketingsecrets.com it has places to subscribe, all those kind of things like that. Plus all the posted episodes, plus the other cool thing we're going to do, instead of just doing the audio like this right now. I'm going to start doing it as a video and post the videos on marketingsecrets.com as well. So some of you guys that like video can check it out there too. So that's kind of what's happening. Anyway, I have a Facebook Live starting in two minutes, but I wanted to jump on real quick and give you guys a heads up of what's happening, what the changes are, so you're not freaking out next week when you see the new stuff, but you're more excited. So Marketing Secrets Podcast is the new name that this show will be known for. We've got a new intro that's so cool. I've never been proud of my Marketing In Your Car intros, I'm not going to lie. This one, Steven Larsen spent like 2 days working on the audio to make it awesome. The script is like a very big us versus them, sticking it to the man. So all of us marketers who don't cheat, can all be part of that, which is exciting. I'm at the office, because my Facebook Live starts in one minute. So I'm running while I finish this one. But it's exciting, so look Monday for Marketing Secrets podcast, same feed, same everything, nothing has changed. But you'll see new icons, new things. I think I'm going to start doing each episode as “Secret number one” boom, “Secret number two” so it'll be kind of cool that way too. All the old back archives will stay and remain forever, because I don't know, maybe someone wants to listen to me someday, that's kind of cool.  So they will be there forever. And that's about it. Okay I'm about to run into the office, but one last thing for you guys to know, is if you haven't started…….yeah, I'm super late huh. Alright, I'm running, so the last thing that I would make sure, if you haven't seen the new show, if you go to funnelhacker.tv, we've got two episodes that have been live so far and we're doing three episodes a week of that show, and it's been amazing. So go check out funnelhacker.tv and I'll to you on Monday, bye everybody.

Yes… this is the last one ever :( BUT… don’t worry, something even COOLER is about to start! On this final episode of Marketing In Your Car, Russell announces that there will be no more episodes, but that the podcast is re-branding as Marketing Secrets podcast. Here are some cool things to listen for in this episode: Why Russell decided to re-brand the podcast and how he obtained the new name. Where you can find the new podcast, Marketing Secrets, and what to expect. So listen below and don’t forget to subscribe to the new podcast at marketingsecrets.com ---Transcript--- What’s up everybody? This is Russell Brunson, I want to welcome you guys to the last, this is kind of a bittersweet moment. But this is the last, officially, last ever Marketing In Your Car. Oh, that makes me kind of sad. But with every death comes a new rebirth, at least I think that’s what they say. If not, they should say it, I’ll probably start saying it. It’s kind of cool actually. So the end of Marketing In Your Car, it is the end. I’ve been doing this now for 3 or 4 years, and I love it and I’ve got a lot of you guys listening on, but I’ve wanted to kind of do a re-branding of it for a long time, but I didn’t have the right name, the right thing, the right hook, the right something that was amazing. And if you can’t do something amazing, then why do it? That’s kind of my thought. And then the other day, my friend John Reese, he posted something, that he was selling one of his domains. It was a domain back from when I got started, I remember it was a blog he had and it was called Marketingsecrets.com. I was like, “Oh my gosh, Marketing Secrets is so cool.” I know that every product either is something secrets, or hacker. But for whatever reason, those two words I love and I wanted this one. I did a deal with him and now I own marketingsecrets.com and this podcast is now being re-branded as Marketingsecrets.com. Isn’t that cool. So the real reason is Marketing In Your Car, I know for all you guys that hang out with me, this is a cool thing, but when you see it in iTunes store, it seems kind of childish. Maybe not childish, because I’m a cool childish, but it doesn’t seem like, non of that mass appeal that I really wanted, and marketingsecrets.com does. It’s so cool and exciting. So a couple of cool things we’re going to do. First off, I have a new iTunes cover we’ll be posting on Monday, so next time you look at your phone you’ll see this new thing and be like, “Wait, what is that.” It’s got my face on it because I wanted you guys to know what I look like, so there you. It says Marketing Secrets on it, if you go to marketingsecrets.com it has places to subscribe, all those kind of things like that. Plus all the posted episodes, plus the other cool thing we’re going to do, instead of just doing the audio like this right now. I’m going to start doing it as a video and post the videos on marketingsecrets.com as well. So some of you guys that like video can check it out there too. So that’s kind of what’s happening. Anyway, I have a Facebook Live starting in two minutes, but I wanted to jump on real quick and give you guys a heads up of what’s happening, what the changes are, so you’re not freaking out next week when you see the new stuff, but you’re more excited. So Marketing Secrets Podcast is the new name that this show will be known for. We’ve got a new intro that’s so cool. I’ve never been proud of my Marketing In Your Car intros, I’m not going to lie. This one, Steven Larsen spent like 2 days working on the audio to make it awesome. The script is like a very big us versus them, sticking it to the man. So all of us marketers who don’t cheat, can all be part of that, which is exciting. I’m at the office, because my Facebook Live starts in one minute. So I’m running while I finish this one. But it’s exciting, so look Monday for Marketing Secrets podcast, same feed, same everything, nothing has changed. But you’ll see new icons, new things. I think I’m going to start doing each episode as “Secret number one” boom, “Secret number two” so it’ll be kind of cool that way too. All the old back archives will stay and remain forever, because I don’t know, maybe someone wants to listen to me someday, that’s kind of cool.  So they will be there forever. And that’s about it. Okay I’m about to run into the office, but one last thing for you guys to know, is if you haven’t started…….yeah, I’m super late huh. Alright, I’m running, so the last thing that I would make sure, if you haven’t seen the new show, if you go to funnelhacker.tv, we’ve got two episodes that have been live so far and we’re doing three episodes a week of that show, and it’s been amazing. So go check out funnelhacker.tv and I’ll to you on Monday, bye everybody.

He may be evil, but one of the best marketers ever… On this episode Russell talks about teaching kids at church about Satan's marketing plan and how he is taking some marketing pointers from Satan. Here are some of the odd things you will hear in today's episode: How being able to teach a lesson at church about whatever he wanted got Russell thinking about Satan as a marketer. And what kind of things we can learn from Satan that will help with our ability to sell the negatives as positives. So listen below to find out what Russell has learned from Satan himself. ---Transcript--- What's up everybody? This is Russell, welcome to Marketing In Your Car. I hope you guys are pumped for today. It's Monday, we get to build funnels today. Steven Larsen's little daughter just sent me the cutest message ever about building funnels. Every Monday or so, not every Monday, but most Monday, all the good Mondays, Steven messages me in the morning and says, “It's Monday baby, we get to build funnels.” And he did it today and he had his cute little daughter messaging saying the same thing. It was so cute. Steven: Whoo! Yeah baby, it's Monday! Steven's Daughter: Oh yeah baby, it's Monday! Steven: We get to build funnels! Whoo! Steven's Daughter: Build funnels, whoo! Russell: Anyway, I'm excited. I'm heading in. Dylan and Wynter Jones, Dylan is my co-founder in Clickfunnels, Wynter is his twin brother who is also a ninja. They are going to be here this next two weeks building out updating the editor, making sure that everything is even more amazing than it already is, if that's even possible. Jaime Smith is in the house, he's going to be working with us to take over the world. And then Todd's coming next week, Ryan might be coming after that. Anyway, it's just fun when we have a bunch of people coming out to plan world domination and to better serve all of you guys. So I'm excited for that. So during my short commute today, I want to share with you guys something kind of fun. Yesterday I taught a class at church and it's kind of cool because it's, usually there's a lesson or curriculum, but once a month they let people kind of pick what they wanted to teach, so I got one of those lessons, which was really cool. I got to pick whatever I wanted to teach. So I was like, “What do I want to teach today?” So what I decided to do was to basically look at the marketing plans of Satan and how he is getting people. I think my group probably thinks I'm weird because I was like, “Look, everyone here is talking about church and religion and all that kind of stuff, but I'm really impressed with how good Satan is at marketing. He's getting people to do all sorts of crazy stuff that they shouldn't normally be doing.” And I talked about, those that know me know that I was a Mormon missionary when I was 19 years old, for two years. I talked about it, “That was a hard sales pitch, we were going door to door trying to convince people to give up alcohol, tobacco, coffee, and tea, all premarital, post marital, or not post marital. Premarital, extra marital sex, ten percent of your income for the rest of your life. And if you don't screw it up, you may get salvation.” That's our sales pitch, which is a pretty tough sales pitch. But I was like, “Satan's sales pitch is even harder. He's selling eternal damnation. That's what he's got to sale. How in the world is he getting so many people? Because that's what he's got to sell. As a marketer, I'm fascinated. I want to study this.” So my lesson was breaking it down about what he's doing and why he's doing and all sorts of stuff. But what's interesting, not that we should learn from Satan, this podcast is going really bad. But if we were to learn from Satan, because he's really good at marketing, it's interesting there's a scripture in Isaiah that basically says that in the last days, wo unto them that call evil good and good evil. And that was kind of the premise. If you look at what Satan's done, instead of him just going directly and trying to market the thing, because the thing is really hard to market, eternal damnation, who really wants to buy that, right? So instead what he does is he takes things that are evil and makes them good and things that are good, it makes them appear evil. I'm not going to mention those, because I'm sure I'll get in rants and fights with people, so I'll let you interpret that how you want, but that's what he's doing now days. He's looking at those kind of things and he's figuring out how to position them differently so that people think that they're good. So that bad is good and good is bad. I think he's doing a fantastic job, if you look at the world that we live in today. I try not to post things on Facebook, but sometimes I do. It's insane that some things that are so good, I'll share and I'll get comments from people that are the opposite side and I'm like, “Wow, how in the world did you interpret it that way?” But that's what he's done, he's done a really good job. So how can we use this lesson from Satan in our marketing? I don't know if I should, maybe I should stop right here. But again, a master marketer, obviously. So think about that, in your business. A lot of times there are things that aren't as good, so how do you not spin those things, but how do you position them in a way where the negatives are actually positive, and the positive are also positive. You don't want to do it the other way. But think about that. This is kind of a, I don't know if this is a good podcast for me to have. Maybe I should delete this. I don't want people to think I'm studying Satan for Marketing, I'm not. I'm just saying it's interesting. Always looking at the positive. When we launched Clickfunnels it was interesting, we were doing, we launched a webinar selling funnel hacks and it was about 4 weeks before we launched the Funnel Hacks course. So the negative was if you signed up you have to wait 4 weeks before you get in. But I was able to sell towards that. “look, this is the deal. You get in, you get the software, you get all this time to study it and get prepared. Then in 4 weeks we're going to start live training. That gives you plenty of time to get you ready and prepared.” so I'm selling it as a benefit. Then the next week, because I keep selling it. I'm like, “Hey guys,” to new people coming in, “Hey in 3 weeks we're starting. You got 3 weeks to get ready.” Then the next was 2 weeks and then 1 week, and then “hey the live training is starting tomorrow. That's why you gotta get in.” Selling that big positive benefit. Then the week after, so we started the training, so I'm still selling, obviously selling it. And I was like, “Hey look, this is the deal. For everyone, the live training started last week, that means you guys are at a huge benefit. If you sign up right now, you can go watch last week's training today and get caught up and by week two you will be ready.” And for week 2 I was like, “Hey this is the deal. Live training started 2 weeks ago. So excited for you guys, you get to start ready.” So no matter where I was in the sequence I was always selling the benefits of the fact that they had 4 weeks before it started was a huge benefit. The fact that it started 2 weeks ago was a huge benefit. No matter where it was in the mix, I had to sell that as a big benefit. Same thing with when the live training was actually over. It was no longer live, I couldn't sell the fact, when I'm selling live it's like, “You get to come on and ask q and a, it's going to be awesome.” Whereas after, there's no live training, so I can't sell that as a benefit. So I'm like, “The huge benefit about this is you don't have, everyone else had to wait six weeks to get this stuff, you can go watch it all this weekend if you want.” Then that becomes the big benefit. So it's just finding those things that may not be as good at making them, or finding things that someone might look at as a negative and turning it into a positive. So there's Satan marketing lesson 101. Oh man, I'm going to post this and I'm sure some of you guys will hate me afterwards. Hopefully the rest of you guys will just laugh and move on with the rest of your day. That's all I got. Alright you guys, appreciate you all. I'm at the office, I'm going to go repent and get back to focusing on helping you guys out. Alright talk to you soon.

He may be evil, but one of the best marketers ever… On this episode Russell talks about teaching kids at church about Satan’s marketing plan and how he is taking some marketing pointers from Satan. Here are some of the odd things you will hear in today’s episode: How being able to teach a lesson at church about whatever he wanted got Russell thinking about Satan as a marketer. And what kind of things we can learn from Satan that will help with our ability to sell the negatives as positives. So listen below to find out what Russell has learned from Satan himself. ---Transcript--- What’s up everybody? This is Russell, welcome to Marketing In Your Car. I hope you guys are pumped for today. It’s Monday, we get to build funnels today. Steven Larsen’s little daughter just sent me the cutest message ever about building funnels. Every Monday or so, not every Monday, but most Monday, all the good Mondays, Steven messages me in the morning and says, “It’s Monday baby, we get to build funnels.” And he did it today and he had his cute little daughter messaging saying the same thing. It was so cute. Steven: Whoo! Yeah baby, it’s Monday! Steven’s Daughter: Oh yeah baby, it’s Monday! Steven: We get to build funnels! Whoo! Steven’s Daughter: Build funnels, whoo! Russell: Anyway, I’m excited. I’m heading in. Dylan and Wynter Jones, Dylan is my co-founder in Clickfunnels, Wynter is his twin brother who is also a ninja. They are going to be here this next two weeks building out updating the editor, making sure that everything is even more amazing than it already is, if that’s even possible. Jaime Smith is in the house, he’s going to be working with us to take over the world. And then Todd’s coming next week, Ryan might be coming after that. Anyway, it’s just fun when we have a bunch of people coming out to plan world domination and to better serve all of you guys. So I’m excited for that. So during my short commute today, I want to share with you guys something kind of fun. Yesterday I taught a class at church and it’s kind of cool because it’s, usually there’s a lesson or curriculum, but once a month they let people kind of pick what they wanted to teach, so I got one of those lessons, which was really cool. I got to pick whatever I wanted to teach. So I was like, “What do I want to teach today?” So what I decided to do was to basically look at the marketing plans of Satan and how he is getting people. I think my group probably thinks I’m weird because I was like, “Look, everyone here is talking about church and religion and all that kind of stuff, but I’m really impressed with how good Satan is at marketing. He’s getting people to do all sorts of crazy stuff that they shouldn’t normally be doing.” And I talked about, those that know me know that I was a Mormon missionary when I was 19 years old, for two years. I talked about it, “That was a hard sales pitch, we were going door to door trying to convince people to give up alcohol, tobacco, coffee, and tea, all premarital, post marital, or not post marital. Premarital, extra marital sex, ten percent of your income for the rest of your life. And if you don’t screw it up, you may get salvation.” That’s our sales pitch, which is a pretty tough sales pitch. But I was like, “Satan’s sales pitch is even harder. He’s selling eternal damnation. That’s what he’s got to sale. How in the world is he getting so many people? Because that’s what he’s got to sell. As a marketer, I’m fascinated. I want to study this.” So my lesson was breaking it down about what he’s doing and why he’s doing and all sorts of stuff. But what’s interesting, not that we should learn from Satan, this podcast is going really bad. But if we were to learn from Satan, because he’s really good at marketing, it’s interesting there’s a scripture in Isaiah that basically says that in the last days, wo unto them that call evil good and good evil. And that was kind of the premise. If you look at what Satan’s done, instead of him just going directly and trying to market the thing, because the thing is really hard to market, eternal damnation, who really wants to buy that, right? So instead what he does is he takes things that are evil and makes them good and things that are good, it makes them appear evil. I’m not going to mention those, because I’m sure I’ll get in rants and fights with people, so I’ll let you interpret that how you want, but that’s what he’s doing now days. He’s looking at those kind of things and he’s figuring out how to position them differently so that people think that they’re good. So that bad is good and good is bad. I think he’s doing a fantastic job, if you look at the world that we live in today. I try not to post things on Facebook, but sometimes I do. It’s insane that some things that are so good, I’ll share and I’ll get comments from people that are the opposite side and I’m like, “Wow, how in the world did you interpret it that way?” But that’s what he’s done, he’s done a really good job. So how can we use this lesson from Satan in our marketing? I don’t know if I should, maybe I should stop right here. But again, a master marketer, obviously. So think about that, in your business. A lot of times there are things that aren’t as good, so how do you not spin those things, but how do you position them in a way where the negatives are actually positive, and the positive are also positive. You don’t want to do it the other way. But think about that. This is kind of a, I don’t know if this is a good podcast for me to have. Maybe I should delete this. I don’t want people to think I’m studying Satan for Marketing, I’m not. I’m just saying it’s interesting. Always looking at the positive. When we launched Clickfunnels it was interesting, we were doing, we launched a webinar selling funnel hacks and it was about 4 weeks before we launched the Funnel Hacks course. So the negative was if you signed up you have to wait 4 weeks before you get in. But I was able to sell towards that. “look, this is the deal. You get in, you get the software, you get all this time to study it and get prepared. Then in 4 weeks we’re going to start live training. That gives you plenty of time to get you ready and prepared.” so I’m selling it as a benefit. Then the next week, because I keep selling it. I’m like, “Hey guys,” to new people coming in, “Hey in 3 weeks we’re starting. You got 3 weeks to get ready.” Then the next was 2 weeks and then 1 week, and then “hey the live training is starting tomorrow. That’s why you gotta get in.” Selling that big positive benefit. Then the week after, so we started the training, so I’m still selling, obviously selling it. And I was like, “Hey look, this is the deal. For everyone, the live training started last week, that means you guys are at a huge benefit. If you sign up right now, you can go watch last week’s training today and get caught up and by week two you will be ready.” And for week 2 I was like, “Hey this is the deal. Live training started 2 weeks ago. So excited for you guys, you get to start ready.” So no matter where I was in the sequence I was always selling the benefits of the fact that they had 4 weeks before it started was a huge benefit. The fact that it started 2 weeks ago was a huge benefit. No matter where it was in the mix, I had to sell that as a big benefit. Same thing with when the live training was actually over. It was no longer live, I couldn’t sell the fact, when I’m selling live it’s like, “You get to come on and ask q and a, it’s going to be awesome.” Whereas after, there’s no live training, so I can’t sell that as a benefit. So I’m like, “The huge benefit about this is you don’t have, everyone else had to wait six weeks to get this stuff, you can go watch it all this weekend if you want.” Then that becomes the big benefit. So it’s just finding those things that may not be as good at making them, or finding things that someone might look at as a negative and turning it into a positive. So there’s Satan marketing lesson 101. Oh man, I’m going to post this and I’m sure some of you guys will hate me afterwards. Hopefully the rest of you guys will just laugh and move on with the rest of your day. That’s all I got. Alright you guys, appreciate you all. I’m at the office, I’m going to go repent and get back to focusing on helping you guys out. Alright talk to you soon.

Click above to listen in iTunes... Trust Comes In 2 Forms. One Builds And The Other Kills... Welcome to Sales Funnel Radio where you'll learn marketing strategies to grow your online business using today's best internet sales funnels. Now here's your host, Steven Larsen. Ho-ho, isn't that cool? Hey, big shout out to Robert Phillips, he is a listener to this podcast. He reached out to me and he said, "Hey, I am known as the rock and roll speaker. He stands up and he speaks and he's totally awesome. He's like, "What's one of your favorite songs, I'm going to go learn that on guitar and give it to you." I was like, "Okay cool." I'm a huge fan of Foo Fighters and Audio Slave, and Muse, and so I gave him an Audio Slave so one of my favorites. Anyway, I thought I'd give it to you. I actually super, super enjoy stage. Anyway, when I saw what he did I was like, "Dude, I'm going to put that as a podcast intro man, that's so cool, I appreciate that, that's so cool." I play drums and I play piano and I sing a lot and, but I didn't ever play many strings instruments. Play the ukulele right now, that's about it, that's because my little three year old does it so ... Big shout out to Robert Phillips, the rock and roll speaker, you're the man. He just came out with a book, it's actually pretty awesome. Anyway, speaking of stage I'm super excited you guys because I'm trying to figure out, there's two things I wanted to tell you. Oh my gosh, I'm so excited. I am speaking on two people's stages and I am really, really pumped about it. The first one I'm speaking at is called Ad Comm and it's Dan Henry's event. I don't know how many hundreds are going to be there but it's a lot now and I'm excited about it, it's going to be great. It's like two weeks out from now. He reached out about two months ago. He said, "Hey, if I actually did this would you, I'd love you to come speak." I said, "Sure, it'd be awesome." He is having me speak I believe on eCommerce. I need to actually finish writing the actual presentation itself and I think he wants me to do two presentations so I might need to ... Anyway, it's time for me to dive in. You guys know me, I don't like to start something until it's getting a little bit close so it's fresh in my brain. I actually do it on purpose despite others thinking it's procrastination, it's actually not. Anyway, so I'm really excited about that though. I get to go speak on his stage and it's going to be awesome. Then the second one is, it's actually even bigger. That one will be on ... Let's see, the first one is April 22nd which is my birthday, I'm very excited, turning 29. Earth Day. It's both Earth Day and my earth day, it's going to be awesome. That's April 22nd and it's going to be in Orlando, Florida. I'd love to know if you're going to be, if anyone listening that's actually going to be at that. I'd love to meet you in person, it'd be great. Then the second one, right after I got that speaking gig, I got the second one over in Vegas and I think it's at the Bellagio but I can't remember, or the Paris, I can't remember. Anyway, but it's LCT, it's Local Client Takeover. These guys have a gigantic following and I think they're planning on over 500, less than 1,000, somewhere in that range, people to come. I am so, so excited to do that. They were going to pair me up with Frank Kern's Funnel Builder and we were going to go back-to-back on stage and teach some cool ways to get local clients. I was like, "Sweet man, I'd love to do that." It's been kind of fun to do all this stuff. I had one with Russell, because it's given me really intense depth on so many areas of business... I've built funnels from anything to supplements to toilet paper, it's nuts how much ... I mean, Sales Funnels has to do with anything, you guys know that. I'm really, really pumped about that so the second one, like I said, will be I think it's the first weekend in May. That one'll be yeah, local client takeover, talking specifically on ... I only have like an hour on that one, I don't have a full 90 minute presentation which kind of stinks but there's a lot of speakers at this one, it's going to be awesome. Anthony Crawley, got ... I mean, it's a lot of big speakers. I'm super honored to be doing that and it's awesome. If you guys want me to speak on your stage let me know. I'm just kidding, kind of. I actually really love it and it's just a ton of fun to do that. I love movies and movies are great and it's fun because of special effects and you can see someone's face. You can get up close and personal. There's music, then it's really intense sometimes and you can kind of delve into motion harder but I have a really strong appreciation for stage because there's no second take. It's all, it's very raw, it's very authentic. Anyway, very, very excited though to go do that and show some of the things that I know have been working that we've been doing. Yeah, it's been a lot of fun. I told Russell and he was like, "What's up, that's awesome man." I've spoken on stages a couple times now and, I spoke at that Dekko one, that was really fun. It was like 2,000 kids there, high school kids and I taught them how to automate their fund raising. It's so funny because there's all these MBAs who were their advisers who didn't want them to pull off what I was teaching them because they're like, "Oh, we'll have them learn real stuff." It's like, "Okay, well I guarantee that your MBAs are not making you much money. How about we compare money?" Not like a cocky way but let's just actually see what's actually come of your MBA? I'm not going against MBAs just so you guys know, I've actually really considered going and getting one. It's just when people hide behind it like that is what creates the money I'm like, "Okay, you are so off the ball it makes me want to throw up." Anyway, really interesting. I was thinking about, I was like, "Hey, I'm super stoked, going to go do the stage presentations here soon." It's doing the time we've been moving and there's all this stuff going on with Russell launching his book. I'm running what we're calling the FHAT Event for Hack-a-thon and Secrets Master Class and all these other projects, it's been a lot of fun, it's been cool but it's just been really intense. I ran into a guy recently and he was, here's a little long here and I'll probably end with this, this is a shorter podcast. His whole job, he gets hired by companies and hospitals a lot actually too which is cool. His whole job, he goes into places and he teaches them a lot of organizational effectiveness. It's super cool, and he was teaching me about trust. He was teaching me and it's so cool because while he was saying it I was like, "Oh, I've totally seen what you're telling me right now." Anyway, so I knew what he was saying was true and real, it was really awesome. He said, "There's really two kinds of trust. One is a predictive kind of trust." For example, Russell sends me to go to, I went to ASW in Vegas. We went and we were, it was a small group of us we went and we were presenting on Click Funnels to a bunch of affiliate people, people who their only job is they are affiliates for other people and they make a good living like that which is really cool. He trusts me, he trusts me to go on and do a good job there... That's a kind of trust... I trust you to go forward and to say the right thing and not be an idiot, and not make Click Funnels look dumb. That's a predictive, futuristic based type of trust and that's the first kind. Everybody thinks that that is actually the most important kind of trust but the they're wrong, it's not. What is more important and what is more foundational to any kind of organization is a trust called vulnerability trust. Vulnerability trust is, for example let's say I'm going through some sales funnels for Russell or for somebody else and I'm looking in there and I'm saying, "Oh my gosh. I see that what we are doing here is wrong." I have so much ... Russell has so much faith in me to come to him and show that. There's an environment in the business space that allows for me to go up to him and say, "I think what we're doing is wrong," which I've done before and he's done before on my stuff and I've done on his stuff. Which is cool, we have that kind of trust, it's a vulnerability trust. It's the ability to be completely vulnerable with another human being, is very hard to get, very hard to get because people don't want to be vulnerable. They want stature and they want status... They want to be, all to be important and, "Oh you should when you hear my name go oh, it's going to be Steve Larsen, oh." People want that. What's funny is the more you crave that the less you get it. You gain status by not seeking it, by the way, that's the best way to do it. I've had some cool talks about that with others, especially Russell. Anyway, I thought it was really, really powerful and I was thinking how cool it is that these people who are saying, "Hey, would you come speak on our stage?" It is a ... What the people who have asked me to come speak on their stages are doing is they are giving, it's a predictive style trust but the people who attend are counting me being the vulnerable kind of trust. They trust that I'm going to come and be vulnerable and be real with them, actually show the raw stuff, how it actually works. Little tricks to increase conversion, little things that we'll do ... Great ways to create continuity and things that ... There's this certain kind of trust, especially in teaching environments where you expect the teacher to be vulnerable and show that stuff. As a teacher if you're ever in a room of people who are not willing to be vulnerable and try the things you're teaching it sucks because they're not willing to do anything you're saying and you feel no progress. Anyways, those are two kinds of trust and I was thinking about that. I was like, "Hey, this is super cool, like yeah. I've been a part of other organizations before working for Click Funnels on other people and this sucks, I did not have the kind of trust with the boss at the time or the entrepreneur who I was working with or whatever it was or whoever I was building for. Where I did not feel the kind of trust where I could go be vulnerable about their own business and say, "Hey look, I understand this is your baby but you're too in love with it and you're going to run it into the ground and here's three reasons why. Here's three places I can see that it's wrong." If you aren't willing to be wrong in your own business about that you're going to kill your business. I'm not even going to sugarcoat that. You will kill your business if you do not allow people to show you faults in it because it's not perfect. You're not perfect so why should your business be? If it's your baby and it came from you it's not going to be perfect, you're not perfect. You know what I mean? That's just the whole point. Take all these things, and I know I talked about duct tape marketing the last podcast but this totally ties into it... Be vulnerable, have the kind of trust in both yourself and others around you and the kind of environment that allows people to come to you and say, "Hey, you know what? Mr. Russell Brunson I know you got a lot of status, you don't seek it but you really boss a lot of people lives. He comes to me and says, "Hey, check it out man. There's a few things, I know you really like this product you've put together and you spent a lot of time on it but I actually think it's wrong. I think this is wrong or the message as a whole is wrong." It's hard to get that environment. I remember I said that once about a sales video we had created. I said it probably a little bit more forward and harsh than I should have. It wasn't harsh it was just ... I probably could have said it softer than I did. I was like, "I don't think this is going to sell. I actually think this is a completely wrong angle and I think that what we've done here is not going to be effective or successful." We were ... We had to try and remember to be in a place of vulnerability. I know the way I said it was probably a little too forward. I'd rather just say what I mean and not sugarcoat stuff. I said it in a way that ... He was a little bit put off by it which is fine. I was like, "Oh dang it, I shouldn't have said it the way I did but I still agree with that." Then he came back and said, "Okay, I get it, I see what you're saying, it makes sense." Cultivating an environment like that is not easy or it will require you to get out of your comfort zone like crazy. In order for you to have a culture of vulnerability, being able to accept things about your business, you too need to be vulnerable. It's not comfortable and it sucks... I've had a lot of ... I know there's things wrong with Sales Funnel Broker, I know there's things wrong with stevejlarsen.com, I know this. Eventually you guys are going to launch stuff, you know I mean?  It may not move forward but you got to have trust and you've got to accept people's feedback. That's where you get the duct tape marketing, you know what I mean? That's where you get all this stuff moving forward. That's how you figure out, "Hey, I suck at this, let me hire out for that," you know what I mean? You got to be able to have that kind of stuff. Anyway, it's just been running through my head. Anyway, super excited to speak on those stages... Guys, please let me know if you're going to be in them, in the audiences, I would love to meet you. I had so much fun meeting so many of you guys at Funnel Acting Live, it was awesome. A lot of you guys asked why I wasn't on that one, I wasn't speaking at that one. Maybe not, maybe next year I can convince that to happen but I don't know, it would be fun. Anyway, guys I will talk to you later. Remember to have trust. Predictive trust is important but it's not the most important one. The organizational, killing version of trust is if you're not vulnerable with each other and can't trust each other to be vulnerable. Anyway, I am excited. I should probably go prep these presentations because I am not ready for them yet. Anyways guys, talk to you later. Bye.  

This goes against all logic, but it's the only way to actually do it. On this episode Russell talks about procrastinating getting presentations for Funnel Hacking Live done and why procrastination works for him. He also talks about why he sells stuff before it's even been created. Here are some of the other exciting things in this episode: What Russell's dream car is and why some might consider it a downgrade. Why getting work done right before it's hard deadline is beneficial for Russell. And what creative way Dean Graziosi makes bestsellers. So listen below to find out why procrastination works so well for Russell. ---Transcript--- Hey everyone, this is Russell Brunson and welcome to Marketing In Your Car. Guess what? Today, I'm actually in my car, which is kind of awesome because there's been less of that lately. I'm backing out right now and I'm driving the Corvette that is the one we showed everyone when we launched the dream car contest. I'm about a week or two away til I get rid of this thing. Getting rid of the Corvette, and my Lexus is now smashed because I backed into it with my other car. Yes, I'm a genius. I'm going to be finally getting my dream car. It's funny, I've been, my whole life my dream car's been a Jeep. Ever since I was a little kid I always wanted a Jeep, but for some reason I never had one. I've had a Ferrari, I've had a Corvette, all those things. But I don't even like those cars, I've always wanted a Jeep. So all the guys at the office are making fun of me, “Dude, you realize Jeeps aren't that expensive right?” I'm like, “yeah.” They're like, “Why don't you get one?” I'm like, “Because I have a Corvette now.” And they're like, “Well, get rid of it.” I'm like, “I guess I could. Why don't I just do that?” So I'm getting a Jeep. I'm down grading in the eyes of some people, but I'm upgrading in my eyes, which is all that really matters when all is said and done. So I'm pretty excited for that. But I'm heading to the office right now. Yesterday was planning out all the presentations, the offers, getting order forms, process flows, speaker lineup, all that kind of stuff was yesterday. Today is working on presentations. I got Tuesday, Wednesday, Thursday to get all my presentations done. And then after that I'm heading to the event. So it's like do or die. But I want to talk about, because I know some people have voiced concern that my presentations aren't done and the event is happening. So I want to talk to you guys. I did a podcast a year ago called the Fine Art of Procrastination, which is worth listening to. So this probably part two of that. It just kind of a understanding that most people, we spend so much time planning stuff. And there's some law, I think its, I can't remember, Fredo's law, one of those dudes. But there's a law that basically however much time you have to get something done, you will fill that time completely up. It always happens. So if I were to start planning these things six months ago and started working on presentations I would still be not getting it done until right now anyway. So in my philosophy, just why not just get them done right now and it's better? The other thing, I don't know about you guys when you do presentations, I've had presentations, where I've created presentations and I've done the presentations a bunch of times and it worked, and then I don't do it for six months and I come back and do it and even though I've done the presentation and I know it, for some reason my mind can't remember the process and some of the stories, all that kind of stuff gets messed up. Where if I'm doing the presentations right before it actually happens, then I have better recall and clarity of what I was I doing and why I was doing it and how all the pieces fit together and all that kind of fun stuff. In fact, the FHAT event we did last week, I was up until 1:00 the night before doing my presentations. I was all nervous and all those things, but what's nice, I'd gone through it so many times, I knew the process and what I was trying to cover, when and why and how they all fit together. So when I gave it, it was all top of mind. If I was to give the FHAT event today, I would struggle because it's been a week since I did it. I would be like, “Oh wait, why did I do that in that order?” It would probably be hard. So that's another reason why I like to wait til the end. Because it gives me the ability to have it top of my mind. What I'm doing, why I'm doing it, and the order and structure and all those things. Anyway, that's kind of what's happening today. So I'm giving you guys all permission, those of you guys who procrastinate. But it comes back to is having a firm, hard deadline. I don't know about you guys, but if I don't have the deadline of this is when this has to happen or else it's never going to happen. If I don't have those deadlines then nothing ever happens. So that's why I always schedule things like, “Okay FHAT event happens this day, Funnel Hacking Live starts this day. Product launch is this day. Roll out of MP3 players is this day.” So I set these hard deadlines and that way my, I don't know, my mind does not have the ability to keep pushing deadline further and further away. Because it's like, if we don't make this one then we miss the next one and the next one. In fact, in our office I went and bought this huge calendar. It takes up an entire wall for the whole year. And what we'd be doing is basically blocking out almost every single week and in most cases every day of every single week for the next twelve months. Everything is so tightly fitted in there it's like, okay here's all the stuff that's happening and there's no room for deviation. It's like, okay this is when things are happening and if I miss something then it throws the rest of the year off. So we have to get things done. That's kind of how I function. Is setting hard deadlines that are immovable and then reverse engineering to get that done. Like, when do I need to start the core tasks, and then starting those just in time. I remember I took a class in college, it was a project management class. But I did really bad on it, but the teacher was awesome. I remember it was my senior year, last semester. I was either failing or I was close to failing, but probably closer on the failing side, and I was not going to graduate if I didn't pass this annoying class. My teacher was super cool, he came up to me after class. He's like, “Hey, can I talk to you for a minute?” I was like, “Yeah.” And he's like, “So what are you doing? What's your…what are your plans after you graduate?” I was like, “Oh well, I already launched this business, selling stuff online. I already have two employees, just going to keep growing that.” And he's like, “So you don't really need this engineering stuff right?” I'm like, “Not even a little bit.” He's like, “Cool, how about this? I'll give you a C.” I'm like, “Are you serious?” He's like, “Yeah.” I'm like, “Dude, I love you. Thank you.” And so he gave me a C, and it was the greatest gift that someone could have ever given me. I don't remember the teacher's name or anything, but if I ever see him again I'll be like, “Dude, thank you for that C.” Anyway, I did learn something from that class, which is why I deserve that C, because I have retention to this day. In that class he talked about, probably a lot of stuff, the only thing I remember was the concept of just in time production. Where people get things done just in time. I guess that doesn't really warrant me getting a C, I don't really know what that means other than in my mind it means I'm going to get things done just in time. I'm not going to try to have things done a month or a week or six months early, because if I do I'm going to stress about it, it's not going to be right, I'm going to keep pushing it, and I'll waste so much time. For me if I can press those timelines I get ten times as much stuff done and sometimes things aren't perfect when I roll them out, but that's okay because I have time to perfect them over time. But I do not have time to over time to launch it, get it out the door. Because then it'll just never actually get done. For those of you guys who get stuck in that, what do they call it, analysis paralysis, in that mode of trying to make things perfect before you roll it out. What I highly recommend doing for you is finding a business partner who just likes to sell stuff. There's something magic about sales people. Like me, for example, not that I'm that cool but I love to sell stuff. And I want to sell stuff fast, before it's even ready. In fact, Steven Larsen yesterday was like, “Dude, you sell all this stuff before you ever create it.” I was like, “Yes.” And he's like, “How do you…why do you do that?” I was like, “well, first off, if I sell it and nobody buys it, I don't want to create it. And second off, by me selling it, I say things about what it's going to be and I then hold myself accountable to that when I create the products I have to fulfill on these different promises.” A lot of people create the product first. I remember when I first learned copywriting, they told me that before I create the product, write the sales letter. Otherwise, you're going to be like, “Oh my product doesn't do that or that.” And your sales letter gets worse and worse. Instead write the sales letter first and write all the promises you want and say how do I make my product fulfill these promises. And that's a better way to sell. The other way around is backwards and doesn't really work. The key is going up there and selling. So find a good sales person and go and take it. I've got, by far, the most amazing partners on planet earth with Clickfunnels. And we've joked about this before. If it wasn't for me, I want to sell this, they would probably still be programming it because there's so much they want to do. But I'm like, no we gotta sell it. So I'm selling and they're developing. So we sold it and the first version of Clickfunnels, guess what? It wasn't that good. But it got better. The next version wasn't quite as good, but it got better and better. IT's continual progression, but the progression is much easier to do when you got cash in the bank from you selling the thing. So that's kind of the moral of today's story I think. In this situation, if you're that person, find somebody who can just go and sell for you. I was talking to Dean Graziosi yesterday and he was doing an infomercial, so he filmed the infomercial, got a book that had the cover on it, with blank pages inside. Did the whole infomercial, showing the book. And he launched the infomercial and saw what the numbers were. The numbers came back really good, and he said, cool the numbers are good. Now I'm going to go back and actually write the book. So he sent the next six months writing the book. And then the infomercial knew worked, so he went and tweaked it. This time he brought Larry King on the infomercial, launched it there, it did good but the book still wasn't finished. He tested it, refunded everyone who bought. He just wanted to see the numbers and now he's getting ready to finalize it. And what's cool, this is cool and a huge honor for me. He did the first version with Larry King, test it, worked good. Then a month or two months later I was out at the 100k meeting, and if you guys listen to episodes 300-302 I shared my presentation from the 100k meeting. We talked about epiphany bridges, belief and story and all that really cool stuff. And Dean, it's his event so he was there. He was like, this is awesome. So he messaged me yesterday, “Hey just so you know, after your thing I had some big aha's that I forgot about. Things I used to do in my old shows that I didn't do. I actually hired Larry King, flew him back out here and we re-filmed the intro.” I'm like, ‘'Really, can I see it?” So he sent me the link yesterday to the infomercial. So I was watching it and at minute 2:20 he actually said the word, epiphany. And I stood up, clapped my hands. Not only is he using epiphany bridge, he actually used the word epiphany. I was freaking out and so excited, it was insane. And then I asked him, “Hey man, when in your schedule can we block out to do my infomercial for my book?” and he was like, “Hey, we could do it blah.” And gave me a date, which is insane and way sooner than I thought. So I may have an Expert Secrets infomercial in my near future. I'm so excited. So we'll see. I'll keep you guys in the loop as that goes forward. But how cool would that be. With that said, I'm going to go inside and get some power point presentations done. Appreciate you all; see most of you all at Funnel Hacking Live. And remember you guys, you're just one funnel away. Thanks everybody.

This goes against all logic, but it’s the only way to actually do it. On this episode Russell talks about procrastinating getting presentations for Funnel Hacking Live done and why procrastination works for him. He also talks about why he sells stuff before it’s even been created. Here are some of the other exciting things in this episode: What Russell’s dream car is and why some might consider it a downgrade. Why getting work done right before it’s hard deadline is beneficial for Russell. And what creative way Dean Graziosi makes bestsellers. So listen below to find out why procrastination works so well for Russell. ---Transcript--- Hey everyone, this is Russell Brunson and welcome to Marketing In Your Car. Guess what? Today, I’m actually in my car, which is kind of awesome because there’s been less of that lately. I’m backing out right now and I’m driving the Corvette that is the one we showed everyone when we launched the dream car contest. I’m about a week or two away til I get rid of this thing. Getting rid of the Corvette, and my Lexus is now smashed because I backed into it with my other car. Yes, I’m a genius. I’m going to be finally getting my dream car. It’s funny, I’ve been, my whole life my dream car’s been a Jeep. Ever since I was a little kid I always wanted a Jeep, but for some reason I never had one. I’ve had a Ferrari, I’ve had a Corvette, all those things. But I don’t even like those cars, I’ve always wanted a Jeep. So all the guys at the office are making fun of me, “Dude, you realize Jeeps aren’t that expensive right?” I’m like, “yeah.” They’re like, “Why don’t you get one?” I’m like, “Because I have a Corvette now.” And they’re like, “Well, get rid of it.” I’m like, “I guess I could. Why don’t I just do that?” So I’m getting a Jeep. I’m down grading in the eyes of some people, but I’m upgrading in my eyes, which is all that really matters when all is said and done. So I’m pretty excited for that. But I’m heading to the office right now. Yesterday was planning out all the presentations, the offers, getting order forms, process flows, speaker lineup, all that kind of stuff was yesterday. Today is working on presentations. I got Tuesday, Wednesday, Thursday to get all my presentations done. And then after that I’m heading to the event. So it’s like do or die. But I want to talk about, because I know some people have voiced concern that my presentations aren’t done and the event is happening. So I want to talk to you guys. I did a podcast a year ago called the Fine Art of Procrastination, which is worth listening to. So this probably part two of that. It just kind of a understanding that most people, we spend so much time planning stuff. And there’s some law, I think its, I can’t remember, Fredo’s law, one of those dudes. But there’s a law that basically however much time you have to get something done, you will fill that time completely up. It always happens. So if I were to start planning these things six months ago and started working on presentations I would still be not getting it done until right now anyway. So in my philosophy, just why not just get them done right now and it’s better? The other thing, I don’t know about you guys when you do presentations, I’ve had presentations, where I’ve created presentations and I’ve done the presentations a bunch of times and it worked, and then I don’t do it for six months and I come back and do it and even though I’ve done the presentation and I know it, for some reason my mind can’t remember the process and some of the stories, all that kind of stuff gets messed up. Where if I’m doing the presentations right before it actually happens, then I have better recall and clarity of what I was I doing and why I was doing it and how all the pieces fit together and all that kind of fun stuff. In fact, the FHAT event we did last week, I was up until 1:00 the night before doing my presentations. I was all nervous and all those things, but what’s nice, I’d gone through it so many times, I knew the process and what I was trying to cover, when and why and how they all fit together. So when I gave it, it was all top of mind. If I was to give the FHAT event today, I would struggle because it’s been a week since I did it. I would be like, “Oh wait, why did I do that in that order?” It would probably be hard. So that’s another reason why I like to wait til the end. Because it gives me the ability to have it top of my mind. What I’m doing, why I’m doing it, and the order and structure and all those things. Anyway, that’s kind of what’s happening today. So I’m giving you guys all permission, those of you guys who procrastinate. But it comes back to is having a firm, hard deadline. I don’t know about you guys, but if I don’t have the deadline of this is when this has to happen or else it’s never going to happen. If I don’t have those deadlines then nothing ever happens. So that’s why I always schedule things like, “Okay FHAT event happens this day, Funnel Hacking Live starts this day. Product launch is this day. Roll out of MP3 players is this day.” So I set these hard deadlines and that way my, I don’t know, my mind does not have the ability to keep pushing deadline further and further away. Because it’s like, if we don’t make this one then we miss the next one and the next one. In fact, in our office I went and bought this huge calendar. It takes up an entire wall for the whole year. And what we’d be doing is basically blocking out almost every single week and in most cases every day of every single week for the next twelve months. Everything is so tightly fitted in there it’s like, okay here’s all the stuff that’s happening and there’s no room for deviation. It’s like, okay this is when things are happening and if I miss something then it throws the rest of the year off. So we have to get things done. That’s kind of how I function. Is setting hard deadlines that are immovable and then reverse engineering to get that done. Like, when do I need to start the core tasks, and then starting those just in time. I remember I took a class in college, it was a project management class. But I did really bad on it, but the teacher was awesome. I remember it was my senior year, last semester. I was either failing or I was close to failing, but probably closer on the failing side, and I was not going to graduate if I didn’t pass this annoying class. My teacher was super cool, he came up to me after class. He’s like, “Hey, can I talk to you for a minute?” I was like, “Yeah.” And he’s like, “So what are you doing? What’s your…what are your plans after you graduate?” I was like, “Oh well, I already launched this business, selling stuff online. I already have two employees, just going to keep growing that.” And he’s like, “So you don’t really need this engineering stuff right?” I’m like, “Not even a little bit.” He’s like, “Cool, how about this? I’ll give you a C.” I’m like, “Are you serious?” He’s like, “Yeah.” I’m like, “Dude, I love you. Thank you.” And so he gave me a C, and it was the greatest gift that someone could have ever given me. I don’t remember the teacher’s name or anything, but if I ever see him again I’ll be like, “Dude, thank you for that C.” Anyway, I did learn something from that class, which is why I deserve that C, because I have retention to this day. In that class he talked about, probably a lot of stuff, the only thing I remember was the concept of just in time production. Where people get things done just in time. I guess that doesn’t really warrant me getting a C, I don’t really know what that means other than in my mind it means I’m going to get things done just in time. I’m not going to try to have things done a month or a week or six months early, because if I do I’m going to stress about it, it’s not going to be right, I’m going to keep pushing it, and I’ll waste so much time. For me if I can press those timelines I get ten times as much stuff done and sometimes things aren’t perfect when I roll them out, but that’s okay because I have time to perfect them over time. But I do not have time to over time to launch it, get it out the door. Because then it’ll just never actually get done. For those of you guys who get stuck in that, what do they call it, analysis paralysis, in that mode of trying to make things perfect before you roll it out. What I highly recommend doing for you is finding a business partner who just likes to sell stuff. There’s something magic about sales people. Like me, for example, not that I’m that cool but I love to sell stuff. And I want to sell stuff fast, before it’s even ready. In fact, Steven Larsen yesterday was like, “Dude, you sell all this stuff before you ever create it.” I was like, “Yes.” And he’s like, “How do you…why do you do that?” I was like, “well, first off, if I sell it and nobody buys it, I don’t want to create it. And second off, by me selling it, I say things about what it’s going to be and I then hold myself accountable to that when I create the products I have to fulfill on these different promises.” A lot of people create the product first. I remember when I first learned copywriting, they told me that before I create the product, write the sales letter. Otherwise, you’re going to be like, “Oh my product doesn’t do that or that.” And your sales letter gets worse and worse. Instead write the sales letter first and write all the promises you want and say how do I make my product fulfill these promises. And that’s a better way to sell. The other way around is backwards and doesn’t really work. The key is going up there and selling. So find a good sales person and go and take it. I’ve got, by far, the most amazing partners on planet earth with Clickfunnels. And we’ve joked about this before. If it wasn’t for me, I want to sell this, they would probably still be programming it because there’s so much they want to do. But I’m like, no we gotta sell it. So I’m selling and they’re developing. So we sold it and the first version of Clickfunnels, guess what? It wasn’t that good. But it got better. The next version wasn’t quite as good, but it got better and better. IT’s continual progression, but the progression is much easier to do when you got cash in the bank from you selling the thing. So that’s kind of the moral of today’s story I think. In this situation, if you’re that person, find somebody who can just go and sell for you. I was talking to Dean Graziosi yesterday and he was doing an infomercial, so he filmed the infomercial, got a book that had the cover on it, with blank pages inside. Did the whole infomercial, showing the book. And he launched the infomercial and saw what the numbers were. The numbers came back really good, and he said, cool the numbers are good. Now I’m going to go back and actually write the book. So he sent the next six months writing the book. And then the infomercial knew worked, so he went and tweaked it. This time he brought Larry King on the infomercial, launched it there, it did good but the book still wasn’t finished. He tested it, refunded everyone who bought. He just wanted to see the numbers and now he’s getting ready to finalize it. And what’s cool, this is cool and a huge honor for me. He did the first version with Larry King, test it, worked good. Then a month or two months later I was out at the 100k meeting, and if you guys listen to episodes 300-302 I shared my presentation from the 100k meeting. We talked about epiphany bridges, belief and story and all that really cool stuff. And Dean, it’s his event so he was there. He was like, this is awesome. So he messaged me yesterday, “Hey just so you know, after your thing I had some big aha’s that I forgot about. Things I used to do in my old shows that I didn’t do. I actually hired Larry King, flew him back out here and we re-filmed the intro.” I’m like, ‘’Really, can I see it?” So he sent me the link yesterday to the infomercial. So I was watching it and at minute 2:20 he actually said the word, epiphany. And I stood up, clapped my hands. Not only is he using epiphany bridge, he actually used the word epiphany. I was freaking out and so excited, it was insane. And then I asked him, “Hey man, when in your schedule can we block out to do my infomercial for my book?” and he was like, “Hey, we could do it blah.” And gave me a date, which is insane and way sooner than I thought. So I may have an Expert Secrets infomercial in my near future. I’m so excited. So we’ll see. I’ll keep you guys in the loop as that goes forward. But how cool would that be. With that said, I’m going to go inside and get some power point presentations done. Appreciate you all; see most of you all at Funnel Hacking Live. And remember you guys, you’re just one funnel away. Thanks everybody.

The only thing you can change about the situation is your attitude. On today's episode Russell talks about his crazy busy week and taking a moment between storms to get a haircut. He also shares a story from his wrestling days that taught him to have a positive attitude. Here are some interesting things you'll hear in this episode: How Russell was able to get rid of the echo in the conference room, how he planned a Superbowl party, and how he was able to get a manual done for the FHAT event, all on short notice. Why even when stressful things happen, Russell always tries to have a positive attitude. And why cutting weight in wrestling didn't seem so bad, as long as Russell had a smile on his face. So listen below to find out why even if you can't change your circumstances, changing your attitude will make it better. ---Transcript--- Hey everyone, this is Russell Brunson again. I hope you guys are doing awesome. I'm driving to go get my hair cut and this is kind of like the climax, well it's the end when you slide down. Almost the end, I guess it's not even though. Anyway, the end of a very crazy week. It's now Friday. In about an hour we have Boise State does a really cool thing once a year called the Beauty and the Beast tournament. Where they have the wrestlers and the gymnasts all competing on the same floor. And it's the one time of the year that people actually show up to wrestling matches, which is cool. I convinced my wife and kids to come and some of my friends and all that kind of stuff, so we're heading to that tonight. I competed in it for four years and it's just a super fun thing to do. So I'm going to that tonight which is exciting. I'm getting my hair cut because this is the little calm, that's what it is, it's not the climax or apex, it's the calm before the storm. Because for the second storm. There was a big storm first. This last week has been insane. Let me explain to you, lest you think you had a busy week. Maybe it was busier than mine, but I'm game for comparing and seeing because this week was crazy. Monday we moved into a new office and then Tuesday I had to submit my book to the publishers, which sounds like you just email your book to the publisher. But no, you have to freaking write a book first and then edit it and edit it, change things, tweak things, and then you submit it and its final, can never change it's the end. So you can never tweak it, ever. So that was stressful. And then Steven Larsen, who is working with this even starting Monday, Tuesday, Wednesday called the FHAT Event. Funnel Hack A Thon, FHAT Event. We needed a manual for that, which the manual is based on the book. So he was home sick, puking in bed while he's helping me create this whole manual. Bless him for doing that while he's puking his guts out. Making the manual and puking and making the manual because we had these printing deadlines to get it done. So we're racing on that, got that all figured out as good as we possibly could. Now I'm going through getting my power point slides and then I walked into the conference room that we're doing the conference, and the echo is so loud, it's going to destroy all the films, it won't even be good. So I'm freaking out there, so we have to go and I'm searching all night until 2 or 3 in the morning trying to find sound things you can put up to make echoes disappear. The only place I can find, the fastest I can get them here is 2 to 4 weeks. I'm not going to have them for Monday and I'm stressing out. Then Brandon Fisher on our team,  he's like, “I got a buddy who does events and stuff and he's got these sound dampering curtains, we should use those.” So I'm like, “Alright.” So he comes and shows up and wraps our entire room in these huge curtains, throws these lights on them, brings a stage and a pulpit, and it becomes the coolest event center on planet earth. And then they're trying to rent us stuff, it will look so cool. I'm begging them to let me buy it all. I never want this to change ever because it's so cool now. It turned into a good thing. I was stressing out about that. This whole week they've been working on that and getting the lighting and the systems and things, and I'm just trying to get my power points done. Then on top of that, there's other business things, it's been nuts. So today I got my power points probably half way done for the event that starts on Monday. I'm just out today, going to get my haircut and then Beauty and the Beast and then tonight keep working on power points, I'm guessing if I'm going to get done in time, which is crazy. Steven had drill so he's out driving to go do Army drill stuff, and he's got to work on stuff for the presentation as well. So he's going to be working on those tonight form the hotel and sending those to me. And then, I didn't realize, stupid me, that the Funnel Hack A Thon was the day after the Superbowl, so everyone that's coming, we have 48 people that are coming. Everyone's like, “Do you know it's the Superbowl? Why did you book it on Superbowl Sunday?” I'm like, “I don't watch the Superbowl.” And they're like, “We need a party.” And I'm like, “Okay fine, we'll throw a party.” So now I'm throwing a party at the office Sunday for the Superbowl, which means to get TV in the office, I say yes and then I'm like, “Okay we're going to watch the Superbowl on this screen and they're like, “that's not easy, you have to have cable.” So now they're scrambling to get cable in our office to be able to show the game. And then, it's just thing after thing. We had this nice fridge and we've stacked it full of waters and Redbulls and drinks and all sorts of stuff, and then the whole thing collapsed this fridge because the bolts weren't strong enough and we had to buy new bolts and string them in to get the water to stay. It's seriously been insane. I just wanted to thank, if anyone on my team is listening, everyone with everything that's gone into this, because it's been nuts. But somehow, not only are we surviving, it's been fun and everyone's happy. We're excited and energy levels are really high. It's one of those things where maybe it's me and I know people have ADD like me, the more things that are happening, the better we function. A lot of times if you have one thing going on, you stress out like crazy. So maybe it's that and that's why I'm enjoying it and thriving in this. Because there's so much chaos I can't not do it. But maybe it's just a fact that just smiling, keep moving forward, maybe that's the message for today is, if you keep moving forward, you can't change anything. I can't change the fact that the event is happening in two days. I made that decision and it was probably a dumb decision. Especially since we have Funnel Hacking Live two weeks later and I haven't started on my presentations for that yet. But besides the point of stupidly planning like I often do, things can't change. You're going to do it anyway. I think I've shared this story with you before. I had a wrestling coach named Mark James when I was growing up. I remember this one practice, it was tough. At the time I was cutting about 30 pounds a week, it was painful, horrible and hard. We're all cutting weight and I remember one day after practice, I was dead. Imagine wrestling in plastics and sweats and not eating for three or four days and not drinking for three or four and just being to the point where you felt like you wished you could die. And I remember we finished practice and he pulls us all into this, our wrestling room, we called it the rubber room. It was underneath the basketball court. It was dark and damp and stinky and it was kind of nasty. So he pulled us out of the rubber room into this hallway, that was again underneath the building. It was dark. And he sat on the stairs and we all sat around and talked. And I remember him saying, “You know what, we have a match and you have to lose weight.” And he's telling everyone this, and he's like, “You can't change that, the only thing you can change is your attitude about it. You're going to miserable going through this experience or you can be happy going through this experience, but you can't change it. The experience is happening.” “The only thing we can effect is the attitude we have going through it. So you might as well have a good attitude, because you're going to do it anyway.”  And it really, I was like, “Dang.” So I remember the next day I came down and I put on my plastics and sweats on and came out and started jumping ropes. And I started smiling. And one of the other guys on my team came down and was like, “Why are you smiling?” And I was like, “Have you ever seen someone lose with a smile on their face?” and he was like, “No.” And I'm like, “Neither have I.” and I kept smiling. And then I smiled the whole practice while I was cutting weight, I smiled while I was doing it. And it was weird because this process that legitimately painful. If you've ever tried to not drink for three days while sucking water weight out in plastic suits. Where you're losing, on average, 25 to 30 pounds a week in water weight. That's painful. That's probably some of the worst pain I've ever experienced in my life. But I did it with a smile on my face and it became a thing, and it became fun and it became a part of the experience I actually enjoyed. In fact, tonight going to the wrestling match, I can feel myself right now, feeling guilty. I always feel guilty sitting there drinking something. I shouldn't be watching wrestling with liquid. This is a really awkward feeling, you know what I mean? But that's the reality. I'm not wrestling, I'm not competing so I can. Take that wrestlers that are cutting weight. But going through the experience, it became fun. So I think for you guys, there's a lot of stress out there, I get it. But as you approach it, do it with a smile on your face. Because you can't lose with a smile on your face. No one can, it's impossible. So you might as well smile as you go through it. Remember, you're going to go through it anyway, so the only thing you can change is your attitude, so have a good attitude and make it more fun and pleasant for you and for everyone. So that's what I got today you guys. I'm here, getting my haircut, my head will shrink by about half, which is a good sign. Because I got a huge fat head, if you've ever noticed. I can't wear hats, because my head is so…….if you guys remember the movie so I married an Axe Murderer. And that kid's sitting in front of the TV with his dad, Michael Meyers. He's like, “Hey, get out of the way. Man, did you see that kid's head? It's like an orange on a toothpick.” That's totally how I am right now. So if you're envisioning what I look like, I got an orange on a toothpick, so they're going to shave this thing down to be normal size, which I'm really looking forward to. Alright guys, before I tell you anymore random weird things about me, I'm going to leave. I appreciate you all, have an amazing day. Keep a smile on, and remember you can only change your attitude. Thanks everybody, talk to you soon. Ps…Don't forget, you're just one funnel away, thanks everybody.

The only thing you can change about the situation is your attitude. On today’s episode Russell talks about his crazy busy week and taking a moment between storms to get a haircut. He also shares a story from his wrestling days that taught him to have a positive attitude. Here are some interesting things you’ll hear in this episode: How Russell was able to get rid of the echo in the conference room, how he planned a Superbowl party, and how he was able to get a manual done for the FHAT event, all on short notice. Why even when stressful things happen, Russell always tries to have a positive attitude. And why cutting weight in wrestling didn’t seem so bad, as long as Russell had a smile on his face. So listen below to find out why even if you can’t change your circumstances, changing your attitude will make it better. ---Transcript--- Hey everyone, this is Russell Brunson again. I hope you guys are doing awesome. I’m driving to go get my hair cut and this is kind of like the climax, well it’s the end when you slide down. Almost the end, I guess it’s not even though. Anyway, the end of a very crazy week. It’s now Friday. In about an hour we have Boise State does a really cool thing once a year called the Beauty and the Beast tournament. Where they have the wrestlers and the gymnasts all competing on the same floor. And it’s the one time of the year that people actually show up to wrestling matches, which is cool. I convinced my wife and kids to come and some of my friends and all that kind of stuff, so we’re heading to that tonight. I competed in it for four years and it’s just a super fun thing to do. So I’m going to that tonight which is exciting. I’m getting my hair cut because this is the little calm, that’s what it is, it’s not the climax or apex, it’s the calm before the storm. Because for the second storm. There was a big storm first. This last week has been insane. Let me explain to you, lest you think you had a busy week. Maybe it was busier than mine, but I’m game for comparing and seeing because this week was crazy. Monday we moved into a new office and then Tuesday I had to submit my book to the publishers, which sounds like you just email your book to the publisher. But no, you have to freaking write a book first and then edit it and edit it, change things, tweak things, and then you submit it and its final, can never change it’s the end. So you can never tweak it, ever. So that was stressful. And then Steven Larsen, who is working with this even starting Monday, Tuesday, Wednesday called the FHAT Event. Funnel Hack A Thon, FHAT Event. We needed a manual for that, which the manual is based on the book. So he was home sick, puking in bed while he’s helping me create this whole manual. Bless him for doing that while he’s puking his guts out. Making the manual and puking and making the manual because we had these printing deadlines to get it done. So we’re racing on that, got that all figured out as good as we possibly could. Now I’m going through getting my power point slides and then I walked into the conference room that we’re doing the conference, and the echo is so loud, it’s going to destroy all the films, it won’t even be good. So I’m freaking out there, so we have to go and I’m searching all night until 2 or 3 in the morning trying to find sound things you can put up to make echoes disappear. The only place I can find, the fastest I can get them here is 2 to 4 weeks. I’m not going to have them for Monday and I’m stressing out. Then Brandon Fisher on our team,  he’s like, “I got a buddy who does events and stuff and he’s got these sound dampering curtains, we should use those.” So I’m like, “Alright.” So he comes and shows up and wraps our entire room in these huge curtains, throws these lights on them, brings a stage and a pulpit, and it becomes the coolest event center on planet earth. And then they’re trying to rent us stuff, it will look so cool. I’m begging them to let me buy it all. I never want this to change ever because it’s so cool now. It turned into a good thing. I was stressing out about that. This whole week they’ve been working on that and getting the lighting and the systems and things, and I’m just trying to get my power points done. Then on top of that, there’s other business things, it’s been nuts. So today I got my power points probably half way done for the event that starts on Monday. I’m just out today, going to get my haircut and then Beauty and the Beast and then tonight keep working on power points, I’m guessing if I’m going to get done in time, which is crazy. Steven had drill so he’s out driving to go do Army drill stuff, and he’s got to work on stuff for the presentation as well. So he’s going to be working on those tonight form the hotel and sending those to me. And then, I didn’t realize, stupid me, that the Funnel Hack A Thon was the day after the Superbowl, so everyone that’s coming, we have 48 people that are coming. Everyone’s like, “Do you know it’s the Superbowl? Why did you book it on Superbowl Sunday?” I’m like, “I don’t watch the Superbowl.” And they’re like, “We need a party.” And I’m like, “Okay fine, we’ll throw a party.” So now I’m throwing a party at the office Sunday for the Superbowl, which means to get TV in the office, I say yes and then I’m like, “Okay we’re going to watch the Superbowl on this screen and they’re like, “that’s not easy, you have to have cable.” So now they’re scrambling to get cable in our office to be able to show the game. And then, it’s just thing after thing. We had this nice fridge and we’ve stacked it full of waters and Redbulls and drinks and all sorts of stuff, and then the whole thing collapsed this fridge because the bolts weren’t strong enough and we had to buy new bolts and string them in to get the water to stay. It’s seriously been insane. I just wanted to thank, if anyone on my team is listening, everyone with everything that’s gone into this, because it’s been nuts. But somehow, not only are we surviving, it’s been fun and everyone’s happy. We’re excited and energy levels are really high. It’s one of those things where maybe it’s me and I know people have ADD like me, the more things that are happening, the better we function. A lot of times if you have one thing going on, you stress out like crazy. So maybe it’s that and that’s why I’m enjoying it and thriving in this. Because there’s so much chaos I can’t not do it. But maybe it’s just a fact that just smiling, keep moving forward, maybe that’s the message for today is, if you keep moving forward, you can’t change anything. I can’t change the fact that the event is happening in two days. I made that decision and it was probably a dumb decision. Especially since we have Funnel Hacking Live two weeks later and I haven’t started on my presentations for that yet. But besides the point of stupidly planning like I often do, things can’t change. You’re going to do it anyway. I think I’ve shared this story with you before. I had a wrestling coach named Mark James when I was growing up. I remember this one practice, it was tough. At the time I was cutting about 30 pounds a week, it was painful, horrible and hard. We’re all cutting weight and I remember one day after practice, I was dead. Imagine wrestling in plastics and sweats and not eating for three or four days and not drinking for three or four and just being to the point where you felt like you wished you could die. And I remember we finished practice and he pulls us all into this, our wrestling room, we called it the rubber room. It was underneath the basketball court. It was dark and damp and stinky and it was kind of nasty. So he pulled us out of the rubber room into this hallway, that was again underneath the building. It was dark. And he sat on the stairs and we all sat around and talked. And I remember him saying, “You know what, we have a match and you have to lose weight.” And he’s telling everyone this, and he’s like, “You can’t change that, the only thing you can change is your attitude about it. You’re going to miserable going through this experience or you can be happy going through this experience, but you can’t change it. The experience is happening.” “The only thing we can effect is the attitude we have going through it. So you might as well have a good attitude, because you’re going to do it anyway.”  And it really, I was like, “Dang.” So I remember the next day I came down and I put on my plastics and sweats on and came out and started jumping ropes. And I started smiling. And one of the other guys on my team came down and was like, “Why are you smiling?” And I was like, “Have you ever seen someone lose with a smile on their face?” and he was like, “No.” And I’m like, “Neither have I.” and I kept smiling. And then I smiled the whole practice while I was cutting weight, I smiled while I was doing it. And it was weird because this process that legitimately painful. If you’ve ever tried to not drink for three days while sucking water weight out in plastic suits. Where you’re losing, on average, 25 to 30 pounds a week in water weight. That’s painful. That’s probably some of the worst pain I’ve ever experienced in my life. But I did it with a smile on my face and it became a thing, and it became fun and it became a part of the experience I actually enjoyed. In fact, tonight going to the wrestling match, I can feel myself right now, feeling guilty. I always feel guilty sitting there drinking something. I shouldn’t be watching wrestling with liquid. This is a really awkward feeling, you know what I mean? But that’s the reality. I’m not wrestling, I’m not competing so I can. Take that wrestlers that are cutting weight. But going through the experience, it became fun. So I think for you guys, there’s a lot of stress out there, I get it. But as you approach it, do it with a smile on your face. Because you can’t lose with a smile on your face. No one can, it’s impossible. So you might as well smile as you go through it. Remember, you’re going to go through it anyway, so the only thing you can change is your attitude, so have a good attitude and make it more fun and pleasant for you and for everyone. So that’s what I got today you guys. I’m here, getting my haircut, my head will shrink by about half, which is a good sign. Because I got a huge fat head, if you’ve ever noticed. I can’t wear hats, because my head is so…….if you guys remember the movie so I married an Axe Murderer. And that kid’s sitting in front of the TV with his dad, Michael Meyers. He’s like, “Hey, get out of the way. Man, did you see that kid’s head? It’s like an orange on a toothpick.” That’s totally how I am right now. So if you’re envisioning what I look like, I got an orange on a toothpick, so they’re going to shave this thing down to be normal size, which I’m really looking forward to. Alright guys, before I tell you anymore random weird things about me, I’m going to leave. I appreciate you all, have an amazing day. Keep a smile on, and remember you can only change your attitude. Thanks everybody, talk to you soon. Ps…Don’t forget, you’re just one funnel away, thanks everybody.

A quick glimpse behind the scenes of what I'm really doing to build and launch my funnels. On this episode Russell talks about being the contractor of your business and finding awesome people to do the work you need to get done. He also talks about failing and why you should expect to fail many times before you find something that works. Here are some of the informative things you will hear in today's episode: How Russell realized that his role in his company is similar to that of the contractor building his new office. Why on average it takes 12 failures before millionaires are successful and it's not based on luck. And what the concept “You're just one funnel away” really means. So listen below to find out why finding good people and failing is actually really important in building a successful business. ---Transcript--- Hey everyone, this is Russell Brunson. Welcome back to Marketing In Your Car. Sorry, I just get excited. Anyway, it's crazy here. We've had 5 snow days in a row, but today the kids finally, finally got to go back to school, which is nice. But everything is soaking wet. It's been raining and flooding. Our house flooded. We have a lot of damage. So that's kind of a nightmare. But the good news is we just went to the new office and it's getting close to done. We're about two weeks away from moving into it, which is the most exciting thing in the world. And as we're sitting here in the office, and I thought about it last night. Last night I finished, I finished! What? I finished the Expert Secrets book. At least this round of it. This is the most painful round of edits thought. It took a lot of time. I have one more round of edits after this, but it'll go away faster. So I'm pretty much, for all intents and purposes done with the Expert Secrets book, I'm so proud of it. The crazy thing is it's almost, its within like 100 words of the Dotcom Secrets book, which is weird. That was not planned, but it's kind of cool too. So when I got done with that it was 1 in the morning, so I started looking at all the cool projects we have. We use Trello, some of you guys know. James Friel got us set up on Trello, so I was thinking of the projects. So I sat down and I'm like, “Who are all the people involved in getting this project done? What are all the talks?” So I sat down last night and just busted out a whole bunch of Trello cards. Assigning people, getting them doing what they're supposed to be doing. All the pieces. Then it was done and I went to bed and passed out and it was awesome. Anyway, I was thinking about that versus how some of you are running your business and I want to just liken this also to the new office. I'm in a new office and the contractor dude is there, and he's kind of showing us everything and what's interesting as I look at this, is that the contractor didn't actually do anything really. If you think about it, right? He was sitting there and he got paid by me, I think, I don't know how much contractors take, 10, 20, 30% or whatever, they get paid a bunch of money. So we pay him and he's like, “Cool.” So then he goes and is like, “Alright, we need a designer.” And hires a designer. And he's like “Oh, we need someone to do this part.” And he hires someone. And all the contractor's really good at doing is just knowing what are all the pieces that need to go into launching, or to completing and building, and then hopefully he's put in time to find really good sub-contractors to do each of those pieces. And that's it. And he gets paid the lion's share of the project. And all he's doing is he's just figured out what are all the pieces that go into building an office, or house or whatever the project is. And then who are all the people I need to hire to do those pieces. I was thinking about that, for me with our funnels and stuff, that's all it is. Because I've done it so many times, I've done this now I think I'm on my thirteenth year or so of this business. Some people are funny, “How come all the things you do are successful.” The reason why is because I built up a really good team of people over the last 12 years. I look at myself almost like the contractor in my business. I know all the pieces that go into us successfully launching something. I don't have to rethink that, I just know it. It's second nature now because I've done it so many times. There was a time and a season of my life where we were literally launching something at least once a month and if that once a month thing would fail, we would do one every single week until one didn't fail because that's how we had to pay payroll. It was a nightmare, but we launched things all the time. Because of that, I know the process. I know that to get something launched here all the things. I know everything inside of my head. And because I've been doing it so long, every single time I'm finding, initially it was me doing everything. But then I realized I'm not very good at design, so I hired a designer. Then I realized this and I hired…..I probably hired a hundred designers in the last 12 years. Now I know 3 or 4 that I really liked and I now I just work with those 3 or 4 people. I probably hired a hundred website builders. I hired a hundred programmers, probably a thousand programmers. I've done all these things over the years, and from that I've got my hands full of 4 or 5 favorites. So when I know I have a project done, I know Rob's going to do this, so and so's going to do this, boom, boom, boom. I task the whole thing out and everyone starts working on it. And what's cool for me, as the contractor, this isn't true in all cases, but in the building, the people can't frame the building until the person is finished doing the foundation. There's things that have to go in order. With what we do in our business, most people can do their thing independent of everyone else. The video guy can do videos independent of everyone else. The designers can do that. The copywriters, everyone do the thing indepently. The goal is getting everyone to start on all the pieces as soon as humanly possible. Everyone is doing the pieces and they start coming in and then the last step, which for me as a person is my favorite part, so I do it now. But I could have outsourced the part. For me it's like, here's all the pieces now, these are all the things I needed to get this funnel done, now I just need to plug them all in. Because of Clickfunnels, I just plug them in. And obviously I work with Steven Larsen on my team. We plug all the pieces in and it's ready to launch. But if you look at all the projects I have, what's interesting is I've got the next probably 10 funnels completely done. Front end project is done, everything is done. I just have to, all the assets are sitting in Trello boards finished just waiting for me to say, “Okay, I'm ready to launch this one.” Then I login, spend a day and plug all the pieces in and boom it's ready to go. In fact, yesterday we were working on the Funnel University Newsletter, if you're not a member of Funnel University yet, by the way, you're insane. Go to funnelu.com. Anyway, we were…. I got a……are you kidding me? Road closure. Dangit. There's some huge pot holes up here. Okay, so now I'm on a road closure and I'm going through a neighborhood and I have no idea. Dang, I'm really bad at these kind of things. I'm so bad at directions. I'm just going to follow the headlights in front of me and pray they're going the same direction I'm going. Anyway, where did I leave off? So yesterday we were doing January's Funnel University Newsletter and in the newsletter I was showing the Marketing In Your Car funnel, which we reacently launched and you have all seen. The strategy behind it, the marketing in your car funnel was a couple of reasons. One was to get you guys all indoctrinated listening to Marketinginyourcar.com every single day. That was number one, number two is to get more subscribers. Number three, this was actually our core reason, is I'm trying to get people to join Funnel University. You probably saw that in the upsell sequence. Yesterday in the newsletter I was showing how basically if you look at probably the next dozen funnels we roll out, they will be new, cool front ends to help build our cult-ture and get people excited about Clickfunnels. So different swag things, different cool things, but then the upsell sequence is all pushing, the upsell sequence is identical, it does not change. So I literally in 40 minutes, and I record the whole process, all the Funnel U. Members will be able to see it inside the new forum we're setting up for you guys. I took the Marketing In Your Car funnel and cloned it. I already had the video done, I already had the graphics. Everything was already done weeks ago, months ago actually. I just drag and drop, boom, boom, in 40 minutes the new funnel is ready to launch and it was done. It came because I knew, whatever, 6 months ago, that I wanted to do a project called Funnel Graffiti. I knew, in fact, it's been almost a year, because we gave out funnel Graffiti at the last Funnel Hacking Live event, so it's been a year. So then we filmed the video this summer. But I tasked all this stuff out a long time ago, so it's all sitting there done and as soon as I'm ready to launch it, it was done. So it took 45 minutes to launch this funnel because I had all these things done. So that's the powers, if all of us as marketers start looking more at our business as we're contractors as opposed to the actual sub-contractor working, and you can sub-contract out to yourself, especially the stuff you like to do, I'm guessing if you're like me, you like building stuff in Clickfunnels, so sub-contract that out to you or a certified partner or whatever. But look at yourself more as a contractor, and become a master at understanding what are all the pieces that go into launching a funnel. And the funny thing is that the only way to know all the pieces that go into launching a funnel, is by launching a funnel. In fact, I try to get this through people's minds all the time. Because everyone thinks their first funnel is going to be a winner, right. So they create this funnel and go through all the pain and heartache and headache that go through making your first funnel. And there's a lot. You have to figure out how to write copy, to edit pages, and images and videos and orders and products. There's so much crap that goes into your first one and then it's horrible. And most of the time your first one will fail, you will not make any money. In fact, most of the time you will lose money. It'll be a bucket of money with a hole in the bottom and the cash will be pouring out of it. But you have to be okay with that because the only way for you to learn every single step in the process, for you, is to do it once. Always tell people that the first funnel, you're going to spend so much time and effort, and it might fail. In fact, you're probably going to fail but you gotta be okay with that. Because it's not about you launching this funnel and making a bunch of money, its about you as a new contractor, a new funnel builder learning a new process, all the pieces that go into that. Because after you do it once you're like, “Dang, well now I know I need this and this. I hired these people, this guy sucked and this one was awesome. I'm not going to hire him again, I'm going to hire a new person.” And you keep doing that over and over again and eventually after you launch three, four, five, ten, twenty, thirty funnels, whatever that is, you will have your dream team of people that are working with you. You will know exactly who to go to every single time. And if you fast forward six months to a year from now, you're going to be in the same situation I am. I don't fail anymore because I know our team. I know what our market wants. I know who is going to do each piece of it, so I can quickly create something and just have it work really, really quickly. For you guys that's the goal. I had two interviews yesterday from people that were asking about the whole “You're just one funnel away” concept, that's the theme of this year's Funnel Hacking Live event. And I wanted, during those interviews I explained, “Look, you're just one funnel away, you don't know which funnel that is. I wish I could show you guys the landscape of failed funnels that I've had in my 12 years in this business.” I've got more failed funnels that I could show you, than I guarantee most of you guys have ever even dreamt of attempting. But because of that, that's how I built my team. How I figured out what didn't work. I've mastered the process. All the pieces that go in there like the back of my hand. I don't have to think anymore, it just happens. So today, excuse me, last night I was like, “here's the project, here are all the pieces.” I tasked them all out and now everyone's working on them. I'm not sure when we'll launch that project, but I do know that the second I'm ready for it, all the pieces will be there and I don't have to think about it at that point. I'm digging my well before I'm thirsty. I'm getting all the things in place. So think about that you guys. Again, this whole concept, “You're one funnel away” Is so powerful. You don't know which funnel it's gonna be. You've gotta keep building, walking, trying, failing, moving forward. A really cool, I might have shared this with you guys before so forgive me if I have, but it's worth repeating. Probably almost ten years ago now, maybe even more, I got this Jay Abraham course and I was listening to it. And one of the speakers was Brian Tracey. I had never heard Brian Tracey speak before and he was on stage, and it was just, I loved what he was saying. I remember what he talked about; he said that one day he was watching this TV show with a bunch of millionaires. It was like a news talk show or whatever. There's like twelve millionaires on stage and they were interviewing them and asking a bunch of questions. And the host asks a question, “How many times did you guys have to fail on average before you had success?” and they didn't know off the top of their heads, so they cut to commercial. During the commercial break they did all the math and figured it out. They came back, and this panel of people, they said that they figured on average, they'd each failed about 12 times before they had success. Brian Tracey said something interesting, he said, “Do you think that they just tried something and failed, tried something and failed. And on average the 12th time they got lucky and it finally worked? Or do you think that the first time they did it, they didn't have the resources or the connections, or people, or idea or whatever, but they did it and it failed. The second one, they did it and it failed. The third, they did it and it failed. Each time they failed they learned something. And they figured something out and literally by the 12th time, they had failed every way possible.” By the 12th time they knew how this process worked and there was no way they can fail at that point. It's like Thomas Edison, he said when he, every time he failed the light bulb, he was like I figured out a new way to not build a light bulb. He had a thousand ways he tried and didn't work, but he didn't look at those as failures. That way didn't work, that way didn't work. Cool, this way it worked. We gotta look at things that way as well, you guys. So many of us are getting into this like, ”I want a million dollar webinar.” And I'm like, dude that's awesome, but you gotta put in the work man. Let me tell you how many decades of effort. I guess just one. But I mean, for me to be able to do what I do now, we can do a webinar and make half a million bucks, it didn't just come magically. It came on the back of ten years of failing and failing and trying and failing and building a team, and learning and growing and learning and growing and coming to that. Obviously, we've tried to give you guys a lot of short cuts. Perfect Webinar is a short cut. Clickfunnels is a short cut. Honestly, Facebook's a short cut. Facebook's the greatest gift to marketers right now, in the world. And I don't think it will be here forever, but it's here now and it's amazing. All these short cuts, so hopefully you guys don't have to spend ten years, but do know you are going to have to spend some time. And do know you are going to fail, but if you keep it in your mind that you're just one funnel away….I don't know if that funnel is today, tomorrow, a month from now, six months from now, but if you have that in your mind knowing with absolute certainty that one of these funnels is going to be the one, it's going to be the freedom maker for you. You have absolute certainty of it, you keep building, moving forward, pushing, I promise you will hit that. But you have to have absolute certainty that it's going to happen. One of the interviews yesterday, someone asked me, “What was the “why” behind what got you into this thing and why you push yourself so hard?” I said, “When I got started, I was watching these people online who were having success. Back then in was Armand Morin, Alex Mandossian, Marlin Sanders, my mentors. Mark Joyner. All I know is I looked at these guys and I believed them. I believed that what they were doing was making them money and because I saw them doing it, I had 100% absolute certainty that it worked and that I could make it work. I didn't know how, but I was positive that I could and it would. Because of that I didn't stop. Because I had perfect that it was going to work, so I just started running and running and running.” I think a lot of problems that some of us have is that we don't have faith. “I think this can work. I think this can work for me.” And because of that you try and dabble and try and dabble and doing quite go all in, but if you know with absolute certainty that there's no way this is going to fail, it's going to take you a bunch of times, but you know that's it's gonna work. It'll push you through the hard nights, the failures, the funnel flops. But it'll be worth it. I promise you guys it's worth it. It's not only worth it for you and your family, because the money that comes from it is amazing, but it's worth it for the people you are serving with the products and service you are creating. You will touch their lives in a way that doesn't make sense to you now, but when you see it and you see the fruits of that, it's pretty amazing. So I want to leave that with you guys today. I hope that helps. I'm at the office now. I'm going from the new amazing office to the old crappy office. In the old crappy office two more weeks or so, then we're out of here. Appreciate you all, thanks so much for listening. If you enjoyed this podcast, or any of them, please go to iTunes and rate and review us, I'd appreciate that. Please become an affiliate for Marketing In Your Car, free MP3 player, let people know about it because that'd be cool. Thanks you guys. Appreciate you all, have an awesome day. Bye everybody.

A quick glimpse behind the scenes of what I’m really doing to build and launch my funnels. On this episode Russell talks about being the contractor of your business and finding awesome people to do the work you need to get done. He also talks about failing and why you should expect to fail many times before you find something that works. Here are some of the informative things you will hear in today’s episode: How Russell realized that his role in his company is similar to that of the contractor building his new office. Why on average it takes 12 failures before millionaires are successful and it’s not based on luck. And what the concept “You’re just one funnel away” really means. So listen below to find out why finding good people and failing is actually really important in building a successful business. ---Transcript--- Hey everyone, this is Russell Brunson. Welcome back to Marketing In Your Car. Sorry, I just get excited. Anyway, it’s crazy here. We’ve had 5 snow days in a row, but today the kids finally, finally got to go back to school, which is nice. But everything is soaking wet. It’s been raining and flooding. Our house flooded. We have a lot of damage. So that’s kind of a nightmare. But the good news is we just went to the new office and it’s getting close to done. We’re about two weeks away from moving into it, which is the most exciting thing in the world. And as we’re sitting here in the office, and I thought about it last night. Last night I finished, I finished! What? I finished the Expert Secrets book. At least this round of it. This is the most painful round of edits thought. It took a lot of time. I have one more round of edits after this, but it’ll go away faster. So I’m pretty much, for all intents and purposes done with the Expert Secrets book, I’m so proud of it. The crazy thing is it’s almost, its within like 100 words of the Dotcom Secrets book, which is weird. That was not planned, but it’s kind of cool too. So when I got done with that it was 1 in the morning, so I started looking at all the cool projects we have. We use Trello, some of you guys know. James Friel got us set up on Trello, so I was thinking of the projects. So I sat down and I’m like, “Who are all the people involved in getting this project done? What are all the talks?” So I sat down last night and just busted out a whole bunch of Trello cards. Assigning people, getting them doing what they’re supposed to be doing. All the pieces. Then it was done and I went to bed and passed out and it was awesome. Anyway, I was thinking about that versus how some of you are running your business and I want to just liken this also to the new office. I’m in a new office and the contractor dude is there, and he’s kind of showing us everything and what’s interesting as I look at this, is that the contractor didn’t actually do anything really. If you think about it, right? He was sitting there and he got paid by me, I think, I don’t know how much contractors take, 10, 20, 30% or whatever, they get paid a bunch of money. So we pay him and he’s like, “Cool.” So then he goes and is like, “Alright, we need a designer.” And hires a designer. And he’s like “Oh, we need someone to do this part.” And he hires someone. And all the contractor’s really good at doing is just knowing what are all the pieces that need to go into launching, or to completing and building, and then hopefully he’s put in time to find really good sub-contractors to do each of those pieces. And that’s it. And he gets paid the lion’s share of the project. And all he’s doing is he’s just figured out what are all the pieces that go into building an office, or house or whatever the project is. And then who are all the people I need to hire to do those pieces. I was thinking about that, for me with our funnels and stuff, that’s all it is. Because I’ve done it so many times, I’ve done this now I think I’m on my thirteenth year or so of this business. Some people are funny, “How come all the things you do are successful.” The reason why is because I built up a really good team of people over the last 12 years. I look at myself almost like the contractor in my business. I know all the pieces that go into us successfully launching something. I don’t have to rethink that, I just know it. It’s second nature now because I’ve done it so many times. There was a time and a season of my life where we were literally launching something at least once a month and if that once a month thing would fail, we would do one every single week until one didn’t fail because that’s how we had to pay payroll. It was a nightmare, but we launched things all the time. Because of that, I know the process. I know that to get something launched here all the things. I know everything inside of my head. And because I’ve been doing it so long, every single time I’m finding, initially it was me doing everything. But then I realized I’m not very good at design, so I hired a designer. Then I realized this and I hired…..I probably hired a hundred designers in the last 12 years. Now I know 3 or 4 that I really liked and I now I just work with those 3 or 4 people. I probably hired a hundred website builders. I hired a hundred programmers, probably a thousand programmers. I’ve done all these things over the years, and from that I’ve got my hands full of 4 or 5 favorites. So when I know I have a project done, I know Rob’s going to do this, so and so’s going to do this, boom, boom, boom. I task the whole thing out and everyone starts working on it. And what’s cool for me, as the contractor, this isn’t true in all cases, but in the building, the people can’t frame the building until the person is finished doing the foundation. There’s things that have to go in order. With what we do in our business, most people can do their thing independent of everyone else. The video guy can do videos independent of everyone else. The designers can do that. The copywriters, everyone do the thing indepently. The goal is getting everyone to start on all the pieces as soon as humanly possible. Everyone is doing the pieces and they start coming in and then the last step, which for me as a person is my favorite part, so I do it now. But I could have outsourced the part. For me it’s like, here’s all the pieces now, these are all the things I needed to get this funnel done, now I just need to plug them all in. Because of Clickfunnels, I just plug them in. And obviously I work with Steven Larsen on my team. We plug all the pieces in and it’s ready to launch. But if you look at all the projects I have, what’s interesting is I’ve got the next probably 10 funnels completely done. Front end project is done, everything is done. I just have to, all the assets are sitting in Trello boards finished just waiting for me to say, “Okay, I’m ready to launch this one.” Then I login, spend a day and plug all the pieces in and boom it’s ready to go. In fact, yesterday we were working on the Funnel University Newsletter, if you’re not a member of Funnel University yet, by the way, you’re insane. Go to funnelu.com. Anyway, we were…. I got a……are you kidding me? Road closure. Dangit. There’s some huge pot holes up here. Okay, so now I’m on a road closure and I’m going through a neighborhood and I have no idea. Dang, I’m really bad at these kind of things. I’m so bad at directions. I’m just going to follow the headlights in front of me and pray they’re going the same direction I’m going. Anyway, where did I leave off? So yesterday we were doing January’s Funnel University Newsletter and in the newsletter I was showing the Marketing In Your Car funnel, which we reacently launched and you have all seen. The strategy behind it, the marketing in your car funnel was a couple of reasons. One was to get you guys all indoctrinated listening to Marketinginyourcar.com every single day. That was number one, number two is to get more subscribers. Number three, this was actually our core reason, is I’m trying to get people to join Funnel University. You probably saw that in the upsell sequence. Yesterday in the newsletter I was showing how basically if you look at probably the next dozen funnels we roll out, they will be new, cool front ends to help build our cult-ture and get people excited about Clickfunnels. So different swag things, different cool things, but then the upsell sequence is all pushing, the upsell sequence is identical, it does not change. So I literally in 40 minutes, and I record the whole process, all the Funnel U. Members will be able to see it inside the new forum we’re setting up for you guys. I took the Marketing In Your Car funnel and cloned it. I already had the video done, I already had the graphics. Everything was already done weeks ago, months ago actually. I just drag and drop, boom, boom, in 40 minutes the new funnel is ready to launch and it was done. It came because I knew, whatever, 6 months ago, that I wanted to do a project called Funnel Graffiti. I knew, in fact, it’s been almost a year, because we gave out funnel Graffiti at the last Funnel Hacking Live event, so it’s been a year. So then we filmed the video this summer. But I tasked all this stuff out a long time ago, so it’s all sitting there done and as soon as I’m ready to launch it, it was done. So it took 45 minutes to launch this funnel because I had all these things done. So that’s the powers, if all of us as marketers start looking more at our business as we’re contractors as opposed to the actual sub-contractor working, and you can sub-contract out to yourself, especially the stuff you like to do, I’m guessing if you’re like me, you like building stuff in Clickfunnels, so sub-contract that out to you or a certified partner or whatever. But look at yourself more as a contractor, and become a master at understanding what are all the pieces that go into launching a funnel. And the funny thing is that the only way to know all the pieces that go into launching a funnel, is by launching a funnel. In fact, I try to get this through people’s minds all the time. Because everyone thinks their first funnel is going to be a winner, right. So they create this funnel and go through all the pain and heartache and headache that go through making your first funnel. And there’s a lot. You have to figure out how to write copy, to edit pages, and images and videos and orders and products. There’s so much crap that goes into your first one and then it’s horrible. And most of the time your first one will fail, you will not make any money. In fact, most of the time you will lose money. It’ll be a bucket of money with a hole in the bottom and the cash will be pouring out of it. But you have to be okay with that because the only way for you to learn every single step in the process, for you, is to do it once. Always tell people that the first funnel, you’re going to spend so much time and effort, and it might fail. In fact, you’re probably going to fail but you gotta be okay with that. Because it’s not about you launching this funnel and making a bunch of money, its about you as a new contractor, a new funnel builder learning a new process, all the pieces that go into that. Because after you do it once you’re like, “Dang, well now I know I need this and this. I hired these people, this guy sucked and this one was awesome. I’m not going to hire him again, I’m going to hire a new person.” And you keep doing that over and over again and eventually after you launch three, four, five, ten, twenty, thirty funnels, whatever that is, you will have your dream team of people that are working with you. You will know exactly who to go to every single time. And if you fast forward six months to a year from now, you’re going to be in the same situation I am. I don’t fail anymore because I know our team. I know what our market wants. I know who is going to do each piece of it, so I can quickly create something and just have it work really, really quickly. For you guys that’s the goal. I had two interviews yesterday from people that were asking about the whole “You’re just one funnel away” concept, that’s the theme of this year’s Funnel Hacking Live event. And I wanted, during those interviews I explained, “Look, you’re just one funnel away, you don’t know which funnel that is. I wish I could show you guys the landscape of failed funnels that I’ve had in my 12 years in this business.” I’ve got more failed funnels that I could show you, than I guarantee most of you guys have ever even dreamt of attempting. But because of that, that’s how I built my team. How I figured out what didn’t work. I’ve mastered the process. All the pieces that go in there like the back of my hand. I don’t have to think anymore, it just happens. So today, excuse me, last night I was like, “here’s the project, here are all the pieces.” I tasked them all out and now everyone’s working on them. I’m not sure when we’ll launch that project, but I do know that the second I’m ready for it, all the pieces will be there and I don’t have to think about it at that point. I’m digging my well before I’m thirsty. I’m getting all the things in place. So think about that you guys. Again, this whole concept, “You’re one funnel away” Is so powerful. You don’t know which funnel it’s gonna be. You’ve gotta keep building, walking, trying, failing, moving forward. A really cool, I might have shared this with you guys before so forgive me if I have, but it’s worth repeating. Probably almost ten years ago now, maybe even more, I got this Jay Abraham course and I was listening to it. And one of the speakers was Brian Tracey. I had never heard Brian Tracey speak before and he was on stage, and it was just, I loved what he was saying. I remember what he talked about; he said that one day he was watching this TV show with a bunch of millionaires. It was like a news talk show or whatever. There’s like twelve millionaires on stage and they were interviewing them and asking a bunch of questions. And the host asks a question, “How many times did you guys have to fail on average before you had success?” and they didn’t know off the top of their heads, so they cut to commercial. During the commercial break they did all the math and figured it out. They came back, and this panel of people, they said that they figured on average, they’d each failed about 12 times before they had success. Brian Tracey said something interesting, he said, “Do you think that they just tried something and failed, tried something and failed. And on average the 12th time they got lucky and it finally worked? Or do you think that the first time they did it, they didn’t have the resources or the connections, or people, or idea or whatever, but they did it and it failed. The second one, they did it and it failed. The third, they did it and it failed. Each time they failed they learned something. And they figured something out and literally by the 12th time, they had failed every way possible.” By the 12th time they knew how this process worked and there was no way they can fail at that point. It’s like Thomas Edison, he said when he, every time he failed the light bulb, he was like I figured out a new way to not build a light bulb. He had a thousand ways he tried and didn’t work, but he didn’t look at those as failures. That way didn’t work, that way didn’t work. Cool, this way it worked. We gotta look at things that way as well, you guys. So many of us are getting into this like, ”I want a million dollar webinar.” And I’m like, dude that’s awesome, but you gotta put in the work man. Let me tell you how many decades of effort. I guess just one. But I mean, for me to be able to do what I do now, we can do a webinar and make half a million bucks, it didn’t just come magically. It came on the back of ten years of failing and failing and trying and failing and building a team, and learning and growing and learning and growing and coming to that. Obviously, we’ve tried to give you guys a lot of short cuts. Perfect Webinar is a short cut. Clickfunnels is a short cut. Honestly, Facebook’s a short cut. Facebook’s the greatest gift to marketers right now, in the world. And I don’t think it will be here forever, but it’s here now and it’s amazing. All these short cuts, so hopefully you guys don’t have to spend ten years, but do know you are going to have to spend some time. And do know you are going to fail, but if you keep it in your mind that you’re just one funnel away….I don’t know if that funnel is today, tomorrow, a month from now, six months from now, but if you have that in your mind knowing with absolute certainty that one of these funnels is going to be the one, it’s going to be the freedom maker for you. You have absolute certainty of it, you keep building, moving forward, pushing, I promise you will hit that. But you have to have absolute certainty that it’s going to happen. One of the interviews yesterday, someone asked me, “What was the “why” behind what got you into this thing and why you push yourself so hard?” I said, “When I got started, I was watching these people online who were having success. Back then in was Armand Morin, Alex Mandossian, Marlin Sanders, my mentors. Mark Joyner. All I know is I looked at these guys and I believed them. I believed that what they were doing was making them money and because I saw them doing it, I had 100% absolute certainty that it worked and that I could make it work. I didn’t know how, but I was positive that I could and it would. Because of that I didn’t stop. Because I had perfect that it was going to work, so I just started running and running and running.” I think a lot of problems that some of us have is that we don’t have faith. “I think this can work. I think this can work for me.” And because of that you try and dabble and try and dabble and doing quite go all in, but if you know with absolute certainty that there’s no way this is going to fail, it’s going to take you a bunch of times, but you know that’s it’s gonna work. It’ll push you through the hard nights, the failures, the funnel flops. But it’ll be worth it. I promise you guys it’s worth it. It’s not only worth it for you and your family, because the money that comes from it is amazing, but it’s worth it for the people you are serving with the products and service you are creating. You will touch their lives in a way that doesn’t make sense to you now, but when you see it and you see the fruits of that, it’s pretty amazing. So I want to leave that with you guys today. I hope that helps. I’m at the office now. I’m going from the new amazing office to the old crappy office. In the old crappy office two more weeks or so, then we’re out of here. Appreciate you all, thanks so much for listening. If you enjoyed this podcast, or any of them, please go to iTunes and rate and review us, I’d appreciate that. Please become an affiliate for Marketing In Your Car, free MP3 player, let people know about it because that’d be cool. Thanks you guys. Appreciate you all, have an awesome day. Bye everybody.

Holy crap, this works for email too! On this episode Russell talks about the Perfect Webinar and an epiphany he had involving it while at a recent Inner Circle meeting. Here are some of the interesting things you should listen for in today's episode: A quick recap of what The Perfect Webinar is, and what you can get out of it. What one Inner Circle member did with The Perfect Webinar Script and how it inspired Russell. And How Russell plans to use The Perfect Webinar Script in an email sequence. So listen below to find out why The Perfect Webinar in so perfect, and why it's not just for webinars. ---Transcript--- Hey everyone, good morning, this is Russell Brunson and welcome back to Marketing In Your Car. I'm heading in to day 7 of 8 of our Inner Circle, Mastermind meetings. We got a new group coming through today, which is going to be so awesome. Not gonna lie, I'm a little bit worn out and tired, but I get so fired up by hanging out with these people that it's all worth it and amazing. Each new group, it's interesting there's such a different dynamic for each group that comes. I get so much different value from each one. Everyone's like, “Which group is your favorite?” I'm like, “Each one is so unique, there's so many different reasons. It's just amazing how it all just works.” Anyway, I don't know. I'm just grateful and blessed to have a chance to be part of this, and be able to facilitate it. It's insane. I gotta pinch myself. I can't believe this is my life right now. I get to hang out with all these amazing people. So that's awesome. I'm heading in, so I wanted to give you guys, I'm driving right in the sun, I literally can't see anything. The car in front of me, I'm just looking at his tires, hoping that he doesn't slam on his brakes, because I cannot see his brake lights. Anyway if I die, if I crash, that is why. I'm driving into the sun. Alright, so I got a big insight that I got yesterday that I thought was kind of cool. The Perfect Webinar, as you guys all know, it's perfect. The only time it doesn't work is when people screw it up. Because it's perfect, you don't mess with the Perfect Webinar. It's perfect. In fact, if you don't have a copy of the script yet, got to perfectwebinarsecrets.com, I actually owned perfectwebinar.com but it expired somehow and some dude bought it and wanted to sell it back to me for like 20 grand. I'm like, you know what? I'm going to buy perfectwebinarsecrets. Take that, $10. So if you haven't got the script go get it. We over the last two and a half years here in the Inner Circle stuff; we've gone deep with people. I can't even tell you how many millionaires have been created from the Perfect Webinar Script, which is so cool. In fact, Expert Secrets, the whole book, is basically focused on building out the perfect webinar, but it goes insane deep. Perfectwebinarsecrets.com gives you the script and the psychology behind it. When Expert Secrets comes out it'll give you how to build your cult based on the perfect webinar. So cool. I mean culture. I can't even wait. One of the big insights I had yesterday, which was interesting and I'm excited to test and I hope some of you guys will as well. If you look at the Perfect Webinar Structure, it's based off convincing somebody of one big idea. What's the one big domino that if I can convince them of this one thing, then they have to give me their money. For example, if I can convince you that you have to have a sales funnel to make money online and that Clickfunnels is the only sales funnel software on earth. If I can convince you of that, then you have to give me money. There's no other alternatives. So that's the goal, every business. How do you create that one belief. If I can get them to believe this, then they have no choice but to join my cult-ture. They have to. So that'd be the first part of Perfect Webinar, and again I talk about it in the original script, I know that. It took two years of working with hundreds and hundreds of people on their webinars to figure that out. That's number one, figuring out that. What's the one big domino that if you knock down that domino everything else becomes irrelevant? It either knocks down every domino or they become irrelevant. So that's the number one thing to figure out for your perfect webinar pitch, or any pitch. I say webinar, because I always talk about webinars. This is actually the point of this podcast that this works outside of webinars. But I digress. Let me step back, so that second thing after the big domino, I gotta get someone to believe that. So there's a lot of things we do to cause that belief. Seriously the guy in front of me just stopped in the middle of the road. Come on. So there's a lot of things to do. We talked about the epiphany bridge story. We talked about how we tell the stories to get people on the same state that we're in when we had that epiphany. These are all things I've talked about tin the podcast in the past. If you look there are typically 3 core beliefs that keep somebody from believing whatever your big domino is you're trying to knock over. The first thing is they have to believe in the vehicle you're trying to convince them. So I had to get people to believe in funnels. Then I had to get them to believe in ketosis. You had to get them to believe in membership sites, whatever it is that have. You have to convince them of the vehicle, the right vehicle. So that's secret number one, tied to their false belief pattern around the vehicle and convince them the vehicle is right. After you convince them, yes the vehicle is correct, I do need funnels. Ketosis is a way for me to lose weight, whatever that thing is. Then the second thing that happens, people are like, “That's cool but I don't know how to use a funnel.” or “that's cool but I can't not eat candy.” So the second one is that you've got to break down their false believes about their internal believes. What do they believe about themselves? “I can't do this because I'm not technical.” Or because, “I don't have willpower. You gotta convince them, it's so easy, you can do it. Let me show you why and how. So the second secret is always tied to a belief in the internal self. Third secret is typically tied to some external thing. Well I believe funnels is the way, I believe I could use Clickfunnels, but I don't know how to get traffic, so even if I did it wouldn't matter. Okay, I believe that ketosis is the way for me to lose weight, I finally believe that I have the will power to do it. The problem is my spouse. My wife makes me chocolate ice cream for breakfast everyday and there's no way she's going to stop. Or whatever, what's the external things you're going to blame it on? Because after a while people are like, “Well I could do it, but this thing over here is causing me to not have success.” So you gotta figure out what's the external belief and smash that one too. And then you transition to the stack, the pitch, the close, all that stuff. There's like a five minute run-down of the perfect webinar that is hopefully, if it's the first time you heard it, you probably have no idea what I'm talking about. If you've gone through a little bit, you're just like, “oh Russell, just went another level deep.” So I hope that helps. If it didn't help go get perfectwebinarsecrets.com, watch the video and then come back and listen to this and this is just the next layer on top of that. And again, when the book comes out, it'll go deep. Deep in a cool way, not like a nerdy deep when you're so lost and confused where you're just confused. But deep like, you're like, “This just gets cooler and cooler every page.” Hopefully. That's the goal. So I digress, once again. Sorry ADD coming back. Alright so the whole point of today's podcast is during Inner Circle I had some epiphany. Obviously I perfected the perfect webinar standing on stages in front of a big audience trying to sell them stuff. Which is the best way to master a skill because what happens when you're in front of a thousand people trying to sell something? Either they stand up and run to the back of the room and give you money or they don't. There's no way to fake that. Everybody can see. So after being humiliated on stage multiple times, not selling anything. I thought I have to master this. So I spent about two years of my life on this circuit. On the road speaking and perfecting this thing and it's still always evolved, as you can tell from today, it keeps evolving. But initially it came from me onstage speaking and selling. So that's kind of where it started and then it transitioned over to tele-seminars, which was awesome and then it transitioned over to webinars. So I call it Perfect Webinar, but I almost feel like I'm cheapening it by calling it that. In fact, in the book I'm trying a different name for it. It'll still have the word perfect in it though, because it is perfect. Don't screw it up. The Perfect Webinar, we've done it on stage, teleseminars, webinars. So a little while ago I wanted to see, “I wonder if this work in sales videos?” so I did a couple of sales videos. We did one in our market. We did Funnel University, we did it as a sales video. I just created one for Have It All Moms, which is a weight loss product we're part of. A couple of other places, and guess what? It worked as a sales video script. In fact, I think it's superior to any other script ever. In the DotCom Secrets book I call it, star, story, solution, but it's not as good as Perfect Webinar. I gotta think of a name because you don't want to be like, “Here's my VSL webinar.” No. so obviously VSL is truncated, it's shorter, stories are faster, but it's the same pitch. Identical, in fact you'll be able to see those soon. The Funnel University one's a longer one. It's almost like a real webinar. But I've done ones on Facebook Live that are shorter. I've done ones, Have It All Moms is about a 25 minute video I think. It's compressed but it's the same process. You take them through, what's the one big domino? What's the vehicle? What's the internal believe? What's the external belief? Move them through the stack and create an irresistible offer. So that's kind of how it works. Yesterday, one of the guys showed me that he did a whole product launch, kind of like a product launch but not really. He didn't want to go create a whole webinar because he's like, “If I do a webinar and it's 2 hours long, and I do it and people don't buy, I don't know what spot kept them from buying. I didn't know, so I didn't want to do a webinar until I figured it out.” So what he did, it's John Hutchinson by the way, he's a super cool dude in the financial market. So he went and recorded a video of each thing, so the intro and a video of secret one, secret two, secret three stack, and then close. Then he made it, I'd say a product launch, but it's not really a product launch. But he drove people to the first video and they watched it and then on the video it's like, “click here to go to the next page.” Or “see video number two”. Clicks there, boom takes them now to secret number one, then click to secret two and secret three and then click to close. So what he did, he was watching what happens between video one and video two. Video two and video three. So he could see, where's the drop off point? What is not inspireing people to go to the next step? What's interesting is the transition from video one to video two and video two to video three sucked and three to four, four to five and five to close were amazing. So he's like, I know the last two thirds of my webinar is flawless but the first third is boring people because they are not progressing at a high enough rate. So he's going back now and tweaking those things. He'll keep testing it and eventually turn it into a webinar. But I thought that was really smart, really intelligent way to think about things and look at things. And while he's doing that, all the sudden I had this thought. Some of you guys may know this, some of my emails recently have been super long. I hired this dude named Levi and what we're doing is, when I write emails and I write them out, I don't know why I hate writing email copy. And I had these cool storied, but I get annoyed writing copy so I just truncate them so they're not cool. So I hired this guy Levi and I vox him an email. So I'll send him a ten or fifteen minute vox, he transcribes it, tweaks it, cleans it up and turns into an email, throws it in the auto responder, I read it, make a couple of tweaks, re-read it and click send, which is why I've had a whole bunch of these 2,000, 3,000 word emails that are converting like crazy. Just telling stories, the way I would tell a story if I was talking in person. I thought what if, what if I did the Perfect Webinar as an email sequence? Email number one is addressing the big domino and telling my first epiphany bridge story. Email number two was secret one. Email three, secret two. Blah, blah, blah. Like that. And I was like, “Holy crap this is the perfect webinar in a five day email sequence. This could be as good, if not better than even actually doing the actual webinar.” How insane is that? So what I'm going to do, I'm going to test this either next week, or the week after. I'm not sure when. I will try to return and report my results to you, but basically I'm going to vox Levi all of the emails in a five email sequence that goes through the perfect webinar and send them out and we're going to see what happens. My thought is it's going to be amazing. So I'll find out, and I'll report back to you. The moral of this story is that this perfect webinar script, as perfect as it is for webinars, is the perfect selling script. The perfect selling system, the best way to create and present a pitch or an offer since the history of mankind. I don't want to take the credit for rediscovering how sales should work, but I'm going to take credit for it right now. Just kidding. It's funny, I was trying to hire all these researchers to go and figure out who was the fastest growing non-VC backed SASS platform in the history of the world, and I realized there's no way to test that because if they're not VC backed they don't have to report the numbers so there's no way to know. I have to realize that I think I am the number one and if I'm not, someone should come challenge me. But I'm going to just tell everyone that I am from now until the rest of time. So if you guys wonder what Clickfunnels is, it's the fastest growing non-VC backed SASS company in the history of the world. And I'm sticking to that until somebody proves me wrong, because I'm pretty dang sure I'm right. Same thing with this. I'm going to call this the greatest sales something, something……..nothing cool yet. I'm going to think on that. If any of you guys have an idea, shoot it over to me because I honestly wouldn't……when I was putting this together, Steven Larsen on our team was like, “this redefines how sales as a whole should be done forever.” I was like, “holy crap, it is.” It's so amazing. I'm excited for it. I'm proud of it. I cannot wait for you guys to have the Expert Secrets book, but until then go to perfectwebinarsecrets.com, go get the script. It's $4.95 shipping and handling. It's free. I think we order form bump the power point slides, which I know that 47% of you will take that, because it's the greatest up-sell order form bump I've ever had. So thanks for that. But you'll get the power point keynote slides, so you can just rebuild your webinar quickly. Then there's an up-sell where we did a three day event on a perfect webinar. I'd recommend getting that too because in that course, at one of our Ignite events I had 100 people in the room and I actually did the perfect webinar live on stage with an audience. We made like $30 grand and everyone watched me do it live and it was super, kind of intimidating and scary. But that whole video's in there of me doing it. So you can see not only me doing the pitch, but see from how I stand, how I actually deliver it. All that kind of stuff. I hope it helps. Anyway, I'm at the event center. I gotta bounce. I am one minute early. That's actually not too shabby. Appreciate you all and we will talk to you guys all again soon.

Holy crap, this works for email too! On this episode Russell talks about the Perfect Webinar and an epiphany he had involving it while at a recent Inner Circle meeting. Here are some of the interesting things you should listen for in today’s episode: A quick recap of what The Perfect Webinar is, and what you can get out of it. What one Inner Circle member did with The Perfect Webinar Script and how it inspired Russell. And How Russell plans to use The Perfect Webinar Script in an email sequence. So listen below to find out why The Perfect Webinar in so perfect, and why it’s not just for webinars. ---Transcript--- Hey everyone, good morning, this is Russell Brunson and welcome back to Marketing In Your Car. I’m heading in to day 7 of 8 of our Inner Circle, Mastermind meetings. We got a new group coming through today, which is going to be so awesome. Not gonna lie, I’m a little bit worn out and tired, but I get so fired up by hanging out with these people that it’s all worth it and amazing. Each new group, it’s interesting there’s such a different dynamic for each group that comes. I get so much different value from each one. Everyone’s like, “Which group is your favorite?” I’m like, “Each one is so unique, there’s so many different reasons. It’s just amazing how it all just works.” Anyway, I don’t know. I’m just grateful and blessed to have a chance to be part of this, and be able to facilitate it. It’s insane. I gotta pinch myself. I can’t believe this is my life right now. I get to hang out with all these amazing people. So that’s awesome. I’m heading in, so I wanted to give you guys, I’m driving right in the sun, I literally can’t see anything. The car in front of me, I’m just looking at his tires, hoping that he doesn’t slam on his brakes, because I cannot see his brake lights. Anyway if I die, if I crash, that is why. I’m driving into the sun. Alright, so I got a big insight that I got yesterday that I thought was kind of cool. The Perfect Webinar, as you guys all know, it’s perfect. The only time it doesn’t work is when people screw it up. Because it’s perfect, you don’t mess with the Perfect Webinar. It’s perfect. In fact, if you don’t have a copy of the script yet, got to perfectwebinarsecrets.com, I actually owned perfectwebinar.com but it expired somehow and some dude bought it and wanted to sell it back to me for like 20 grand. I’m like, you know what? I’m going to buy perfectwebinarsecrets. Take that, $10. So if you haven’t got the script go get it. We over the last two and a half years here in the Inner Circle stuff; we’ve gone deep with people. I can’t even tell you how many millionaires have been created from the Perfect Webinar Script, which is so cool. In fact, Expert Secrets, the whole book, is basically focused on building out the perfect webinar, but it goes insane deep. Perfectwebinarsecrets.com gives you the script and the psychology behind it. When Expert Secrets comes out it’ll give you how to build your cult based on the perfect webinar. So cool. I mean culture. I can’t even wait. One of the big insights I had yesterday, which was interesting and I’m excited to test and I hope some of you guys will as well. If you look at the Perfect Webinar Structure, it’s based off convincing somebody of one big idea. What’s the one big domino that if I can convince them of this one thing, then they have to give me their money. For example, if I can convince you that you have to have a sales funnel to make money online and that Clickfunnels is the only sales funnel software on earth. If I can convince you of that, then you have to give me money. There’s no other alternatives. So that’s the goal, every business. How do you create that one belief. If I can get them to believe this, then they have no choice but to join my cult-ture. They have to. So that’d be the first part of Perfect Webinar, and again I talk about it in the original script, I know that. It took two years of working with hundreds and hundreds of people on their webinars to figure that out. That’s number one, figuring out that. What’s the one big domino that if you knock down that domino everything else becomes irrelevant? It either knocks down every domino or they become irrelevant. So that’s the number one thing to figure out for your perfect webinar pitch, or any pitch. I say webinar, because I always talk about webinars. This is actually the point of this podcast that this works outside of webinars. But I digress. Let me step back, so that second thing after the big domino, I gotta get someone to believe that. So there’s a lot of things we do to cause that belief. Seriously the guy in front of me just stopped in the middle of the road. Come on. So there’s a lot of things to do. We talked about the epiphany bridge story. We talked about how we tell the stories to get people on the same state that we’re in when we had that epiphany. These are all things I’ve talked about tin the podcast in the past. If you look there are typically 3 core beliefs that keep somebody from believing whatever your big domino is you’re trying to knock over. The first thing is they have to believe in the vehicle you’re trying to convince them. So I had to get people to believe in funnels. Then I had to get them to believe in ketosis. You had to get them to believe in membership sites, whatever it is that have. You have to convince them of the vehicle, the right vehicle. So that’s secret number one, tied to their false belief pattern around the vehicle and convince them the vehicle is right. After you convince them, yes the vehicle is correct, I do need funnels. Ketosis is a way for me to lose weight, whatever that thing is. Then the second thing that happens, people are like, “That’s cool but I don’t know how to use a funnel.” or “that’s cool but I can’t not eat candy.” So the second one is that you’ve got to break down their false believes about their internal believes. What do they believe about themselves? “I can’t do this because I’m not technical.” Or because, “I don’t have willpower. You gotta convince them, it’s so easy, you can do it. Let me show you why and how. So the second secret is always tied to a belief in the internal self. Third secret is typically tied to some external thing. Well I believe funnels is the way, I believe I could use Clickfunnels, but I don’t know how to get traffic, so even if I did it wouldn’t matter. Okay, I believe that ketosis is the way for me to lose weight, I finally believe that I have the will power to do it. The problem is my spouse. My wife makes me chocolate ice cream for breakfast everyday and there’s no way she’s going to stop. Or whatever, what’s the external things you’re going to blame it on? Because after a while people are like, “Well I could do it, but this thing over here is causing me to not have success.” So you gotta figure out what’s the external belief and smash that one too. And then you transition to the stack, the pitch, the close, all that stuff. There’s like a five minute run-down of the perfect webinar that is hopefully, if it’s the first time you heard it, you probably have no idea what I’m talking about. If you’ve gone through a little bit, you’re just like, “oh Russell, just went another level deep.” So I hope that helps. If it didn’t help go get perfectwebinarsecrets.com, watch the video and then come back and listen to this and this is just the next layer on top of that. And again, when the book comes out, it’ll go deep. Deep in a cool way, not like a nerdy deep when you’re so lost and confused where you’re just confused. But deep like, you’re like, “This just gets cooler and cooler every page.” Hopefully. That’s the goal. So I digress, once again. Sorry ADD coming back. Alright so the whole point of today’s podcast is during Inner Circle I had some epiphany. Obviously I perfected the perfect webinar standing on stages in front of a big audience trying to sell them stuff. Which is the best way to master a skill because what happens when you’re in front of a thousand people trying to sell something? Either they stand up and run to the back of the room and give you money or they don’t. There’s no way to fake that. Everybody can see. So after being humiliated on stage multiple times, not selling anything. I thought I have to master this. So I spent about two years of my life on this circuit. On the road speaking and perfecting this thing and it’s still always evolved, as you can tell from today, it keeps evolving. But initially it came from me onstage speaking and selling. So that’s kind of where it started and then it transitioned over to tele-seminars, which was awesome and then it transitioned over to webinars. So I call it Perfect Webinar, but I almost feel like I’m cheapening it by calling it that. In fact, in the book I’m trying a different name for it. It’ll still have the word perfect in it though, because it is perfect. Don’t screw it up. The Perfect Webinar, we’ve done it on stage, teleseminars, webinars. So a little while ago I wanted to see, “I wonder if this work in sales videos?” so I did a couple of sales videos. We did one in our market. We did Funnel University, we did it as a sales video. I just created one for Have It All Moms, which is a weight loss product we’re part of. A couple of other places, and guess what? It worked as a sales video script. In fact, I think it’s superior to any other script ever. In the DotCom Secrets book I call it, star, story, solution, but it’s not as good as Perfect Webinar. I gotta think of a name because you don’t want to be like, “Here’s my VSL webinar.” No. so obviously VSL is truncated, it’s shorter, stories are faster, but it’s the same pitch. Identical, in fact you’ll be able to see those soon. The Funnel University one’s a longer one. It’s almost like a real webinar. But I’ve done ones on Facebook Live that are shorter. I’ve done ones, Have It All Moms is about a 25 minute video I think. It’s compressed but it’s the same process. You take them through, what’s the one big domino? What’s the vehicle? What’s the internal believe? What’s the external belief? Move them through the stack and create an irresistible offer. So that’s kind of how it works. Yesterday, one of the guys showed me that he did a whole product launch, kind of like a product launch but not really. He didn’t want to go create a whole webinar because he’s like, “If I do a webinar and it’s 2 hours long, and I do it and people don’t buy, I don’t know what spot kept them from buying. I didn’t know, so I didn’t want to do a webinar until I figured it out.” So what he did, it’s John Hutchinson by the way, he’s a super cool dude in the financial market. So he went and recorded a video of each thing, so the intro and a video of secret one, secret two, secret three stack, and then close. Then he made it, I’d say a product launch, but it’s not really a product launch. But he drove people to the first video and they watched it and then on the video it’s like, “click here to go to the next page.” Or “see video number two”. Clicks there, boom takes them now to secret number one, then click to secret two and secret three and then click to close. So what he did, he was watching what happens between video one and video two. Video two and video three. So he could see, where’s the drop off point? What is not inspireing people to go to the next step? What’s interesting is the transition from video one to video two and video two to video three sucked and three to four, four to five and five to close were amazing. So he’s like, I know the last two thirds of my webinar is flawless but the first third is boring people because they are not progressing at a high enough rate. So he’s going back now and tweaking those things. He’ll keep testing it and eventually turn it into a webinar. But I thought that was really smart, really intelligent way to think about things and look at things. And while he’s doing that, all the sudden I had this thought. Some of you guys may know this, some of my emails recently have been super long. I hired this dude named Levi and what we’re doing is, when I write emails and I write them out, I don’t know why I hate writing email copy. And I had these cool storied, but I get annoyed writing copy so I just truncate them so they’re not cool. So I hired this guy Levi and I vox him an email. So I’ll send him a ten or fifteen minute vox, he transcribes it, tweaks it, cleans it up and turns into an email, throws it in the auto responder, I read it, make a couple of tweaks, re-read it and click send, which is why I’ve had a whole bunch of these 2,000, 3,000 word emails that are converting like crazy. Just telling stories, the way I would tell a story if I was talking in person. I thought what if, what if I did the Perfect Webinar as an email sequence? Email number one is addressing the big domino and telling my first epiphany bridge story. Email number two was secret one. Email three, secret two. Blah, blah, blah. Like that. And I was like, “Holy crap this is the perfect webinar in a five day email sequence. This could be as good, if not better than even actually doing the actual webinar.” How insane is that? So what I’m going to do, I’m going to test this either next week, or the week after. I’m not sure when. I will try to return and report my results to you, but basically I’m going to vox Levi all of the emails in a five email sequence that goes through the perfect webinar and send them out and we’re going to see what happens. My thought is it’s going to be amazing. So I’ll find out, and I’ll report back to you. The moral of this story is that this perfect webinar script, as perfect as it is for webinars, is the perfect selling script. The perfect selling system, the best way to create and present a pitch or an offer since the history of mankind. I don’t want to take the credit for rediscovering how sales should work, but I’m going to take credit for it right now. Just kidding. It’s funny, I was trying to hire all these researchers to go and figure out who was the fastest growing non-VC backed SASS platform in the history of the world, and I realized there’s no way to test that because if they’re not VC backed they don’t have to report the numbers so there’s no way to know. I have to realize that I think I am the number one and if I’m not, someone should come challenge me. But I’m going to just tell everyone that I am from now until the rest of time. So if you guys wonder what Clickfunnels is, it’s the fastest growing non-VC backed SASS company in the history of the world. And I’m sticking to that until somebody proves me wrong, because I’m pretty dang sure I’m right. Same thing with this. I’m going to call this the greatest sales something, something……..nothing cool yet. I’m going to think on that. If any of you guys have an idea, shoot it over to me because I honestly wouldn’t……when I was putting this together, Steven Larsen on our team was like, “this redefines how sales as a whole should be done forever.” I was like, “holy crap, it is.” It’s so amazing. I’m excited for it. I’m proud of it. I cannot wait for you guys to have the Expert Secrets book, but until then go to perfectwebinarsecrets.com, go get the script. It’s $4.95 shipping and handling. It’s free. I think we order form bump the power point slides, which I know that 47% of you will take that, because it’s the greatest up-sell order form bump I’ve ever had. So thanks for that. But you’ll get the power point keynote slides, so you can just rebuild your webinar quickly. Then there’s an up-sell where we did a three day event on a perfect webinar. I’d recommend getting that too because in that course, at one of our Ignite events I had 100 people in the room and I actually did the perfect webinar live on stage with an audience. We made like $30 grand and everyone watched me do it live and it was super, kind of intimidating and scary. But that whole video’s in there of me doing it. So you can see not only me doing the pitch, but see from how I stand, how I actually deliver it. All that kind of stuff. I hope it helps. Anyway, I’m at the event center. I gotta bounce. I am one minute early. That’s actually not too shabby. Appreciate you all and we will talk to you guys all again soon.

Step one in our planning for the new FunnelHacker.tv. On today's episode Russell talks about an idea he has for a new show about Russell and his team doing funnels for businesses. He explains what kinds of things you'd see on the show. Here are 3 cool things on this episode: What the name of this new TV show would be. What companies Russell already has in mind to be on the show. And what kind of behind the scenes stuff you would be able to see on the show. So listen below to hear all about Funnel Hacker TV. ---Transcript--- Hey, hey, hey, I hope you guys are doing amazing, welcome to Marketing In Your Car. Alright, so I did one this morning, a podcast, which was 3 minutes long because I was preparing for our meeting, and I was talking really fast, but hopefully some of you guys got some cool value out of that. But I have something I wanna talk to you guys about, but I've been all bottled up because I've had 9o'clock meetings, when usually I'm in the car right before 9. Anyway, I've just had less time to talk and hang out. So I'm going right now to the store to grab some stuff for my wife, so this gives me a cool opportunity to share some cool stuff for you guys. Hope you don't mind. So I am crazy excited right now about something that we're doing that I think is going to be amazing. I don't know. I'm kind of nervous to tell you guys, not even everyone on my team, not even my partners know this yet. Todd will probably find out about this from this podcast. And maybe Dylan, I don't know if he listens or not. Kind of what we're thinking. How has marketing been done up to this point? It's all about creating cool funnels, driving traffic and that conceptual thing. Or doing Periscopes or hang outs, or cool things. All I'm trying to figure out….I'm trying to be the next level, the bleeding edge, the next cool thing. I was trying to really figure out how do we….I feel like we built a really cool brand and a community and all this kind of stuff. How do we expand that? How do we take that to the next level and make it bigger and better? So that was the question. Last week my wife and I were out visiting our nanny, who just had a baby so we went and saw her and saw the baby and everything. So we were driving around and talking before we went to Jack in the Box. Was it Jack in the Box? Anyway, some horrible fast food restaurant, that tastes way too good, and definitely not on any of the diets on earth, but nevertheless we went there with the kids. And as we're driving we're talking about HGTV's Flip That House, and we're talking about just some things like that and as we're driving all the sudden this inspiration I feel it just hit me from above thinking…saying, the cool thing about those shows is that they pick a house, rehab a house, you watch the whole process and in that process they're telling the back story and all these things. They have this sub-story of things happening. Each week there's a house that they're finding, they're rehabbing it, flipping it or whatever and making it awesome. That was our favorite one, with Chip and Joanne Gains, but all the house shows are similar. I was thinking about it, we're working on a lot of side projects. Things I'm kind of doing on the side. Funnels I'm building for companies that we've traded equity for, stuff like that. And I was like, wouldn't it be cool if we made our own reality tv show and showed behind the scenes, so people could actually see  what happens? And I started thinking of different funnels I'm working on and one of them is Bio-hacking Secrets with my friend Anthony Diclementi. We've already recorded so much cool footage of him with his Cryosauna with laser lights, and all these crazy….the visuals are already amazing, because we've been filming the whole process and we're about to launch it. I'm like, you're building all this stuff behind the scenes and no one gets to see it and it doesn't really help the Clickfunnels community other than some of them hear about it later. But I'm like, what if that became a thing and each week we pick a funnel that we're building anyway and we build it out live and everyone gets to see the story? And it's not just like a boring thing us in the office like, “Blah blah blah.” Make it fun and exciting and have story lines and a whole bunch of things like that. So that's kind of the idea. So we've mapped out the first 12 episodes, 12 funnels and some of them are projects like Bio-hacking secrets, the prove it funnels we're working on, a couple things like that and some of them….For example, tomorrow I'm actually being interviewed, or he's interviewing me or something I guess, I don't even know. Robert Kiyosaki are getting on appear.in meeting and we're recording it, gonna pre-record this intro for the webinar. Because me and him are doing a big webinar next month. And he can't show up on them live because he's going to be out of the country, so we're filming the intro together and then we'll show the intro and I'll do the webinar live to his whole list. And his list is crazy huge, so we could in theory, I don't know do half a million or million dollar webinar, and wouldn't that be a cool episode to film that whole thing? Film me tomorrow as I'm driving to the office, freaking out excited and there film behind the scenes of me interviewing Kiyosaki and us being on this thing together. And film the webinar actually happening and showing all the nervousness before and showing people registering and showing up and stats and numbers, and doing the webinar and showing the pitch, the close, the percentages. Just showing the whole thing. Wouldn't that be awesome? Or with Bio-hacking Secrets, we're about to launch. It's a free book funnel, plus a tele-seminar funnel, plus a webinar high ticket funnel. All of that Is 90% done. So we're going to fly Anthony out and film the story of us launching this thing, and how we buy the ads and how we get the right things and testing the campaign and seeing what's converting and what's not converting. Doing all the stuff we do anyway, but showing you guys behind the scenes of it, in a really cool, fun exciting thing. Wouldn't that be fun? So that's kind of the first half. Again, I'm trying to think, how do we make this fun and engaging and exciting. Recently one of our fellow funnel hackers started working for me, and he's in the office, sits right behind my desk. His name is Steven Larsen, some of you guys may know him, so he's been actually…I've been focusing a little more on strategy since he's been here and he's been focusing on building out and we've been kind of going back and forth until something looks really good. So I thought on the show, instead of me talking about it and building it and being really annoying person who thinks he's really important, instead wouldn't it be cool if its like, I'm coaching, which I'm doing anyway, but I'm coaching Steven through building these funnels and doing the whole process. And he gets to ask questions and be in on the strategy meetings and all these kinds of things. And that way you guys get a unique view where it's not just what in my head what's happening, it's me explaining it to him what's happening. So he's kind of in proxy for the rest of the audience, learning along as this thing is happening, as we're building it out and seeing behind the scenes as we do the pages and the funnels. Anyway, I'm so exciting. So we started filming some of them today. We've been working on the Prove It funnels. We filmed behind the scenes of us doing the whole strategy session, pre-launch stuff. Next week I'm flying out to actually speak at a network marketing event and a Prove It event. So we're going to film me in the air flying there, telling the story and those kind of things. And then my next book's coming out, so we're going to film that story. And we're going to show behind the scenes of that book funnel. I'll show you behind the scenes of the Tony Robbins book funnel. Dave Ashworth book funnel and all the other ones we've done and just kind of episode by episode build out different things and show you behind the scenes of what we're doing and how we're doing it, and why we're doing it. And the actual numbers, and the actual stats and having complete transparency. And the other cool thing we thought, if we have an episode that goes live, on the site we'll have the episode there, you could see each month by month, we could do income reports similar to what John Lee Dumas on Entrepreneur on Fire. Show each month, Bio-hacking Secrets launch. Month one we did this, month two, month three. Show the running stats of what each of these little business, each of these funnels is actually generating for us. And just try to be complete transparency. You guys can look at what we're doing and then funnel hack it for your own businesses. So that's the idea. I'm excited, I hope you're excited. We've been so crazy. We have some crazy ones. One of them we're flying down to Columbia to go drop ship roses. One of them…..anyway, we've got some crazy, crazy stuff that you guys are going to love, and you're going to have the chance to see behind the scenes of everything. So that's the first part. The second part, I'm not sure if I should even talk about this yet, but we're trying to figure out how to make, and this idea came to me, I actually did a Periscope tonight, asking our Periscope followers, “What do you guys think about this?” Trying to get them engaged with the idea and get some other feedback, what they'd want to hear and see in the episodes. One thing I kind of talked about was, I don't know if you guys watch the show the Bachelor or the Bachelorette. You shouldn't, but if you do you know what I'm talking about where they every night that it's on, people all around America have these big bachelor parties where they get their friends and family, everyone gets together and they watch the episode together live and they talk about it for the next week waiting for the next one. I was like, what if we build these really cool things like mini hack-a-thons or something where each week when the episode is live; people could run a hack-a-thon in their local area and invite their friends and family members have everyone come over and watch this thing, and watch it streaming, and see the actual ups-ell unfold and see how cool it is. Wouldn't that be awesome. We were thinking about even having it kind of like a pre level certification. Our certified partners could run bigger versions of these, but having this as like a pre thing where you pay a little bit to get in, and you get in we send you a box, and the box has got like 10 Funnel Hacker t-shirts and it's got a special gift that's only for people who are hosting funnel hacking parties. And it's got…..we're talking about, Steven had an idea of making a lead pages dart board and having that there. A whole bunch of awesome stuff. But that would be the thing and that would get people all around the country each week as we release these episodes, we release them at the same time, getting everyone on board, getting everyone to watch together, and commenting and sharing and talking. Make it a really cool, interactive community type building thing where we're all experiencing this together at the same time. That's my thoughts. So with that said, I would love to hear your guys' feedback. Hit me up on Facebook or whatever and say “Yay” or “Nay” or “This is stupid” or “this is awesome” or “I would love to watch that and share it with everybody I know”. Because we're trying to make this a cool thing. It's gonna be called Funnel Hacker TV. Some of you guys have seen we had two episodes of Funnel Hacker TV in the past, but we're going to try and make this into a real thing. I think it's gonna be amazing. So I'm crazy excited. We've got, we started filming the first ones today. We've got a couple more tomorrow. The fun thing I'm learning is, and I've always been pretty good at project management, because that's what I've normally been doing. But now we're project managing 13 funnels at once because we're filming different parts and different things with each one. And trying to make sure we have each of the sections for each of the things. It's gonna be amazing. I just wanted to share it with you guys. Please keep it a secret. Don't tell anybody else. Hopefully it gets you guys excited and gets you thinking about cool things you can do in your own community to get people more engaged and more excited and I think this is going to be it for us. It's going to take the marketing to the next level. And just the community and this whole brand we're trying to build and take it more mainstream and make it more fun and just make it not a software program. We don't want this to be that. We want this to be a cult, I mean a community. So that's the game plan. I appreciate you guys. I'm walking in the store to grab my wife's stuff. I'll talk to you guys soon. Have a great night, appreciate you all, and that's about it. Talk to you guys soon. Bye.

Step one in our planning for the new FunnelHacker.tv. On today’s episode Russell talks about an idea he has for a new show about Russell and his team doing funnels for businesses. He explains what kinds of things you’d see on the show. Here are 3 cool things on this episode: What the name of this new TV show would be. What companies Russell already has in mind to be on the show. And what kind of behind the scenes stuff you would be able to see on the show. So listen below to hear all about Funnel Hacker TV. ---Transcript--- Hey, hey, hey, I hope you guys are doing amazing, welcome to Marketing In Your Car. Alright, so I did one this morning, a podcast, which was 3 minutes long because I was preparing for our meeting, and I was talking really fast, but hopefully some of you guys got some cool value out of that. But I have something I wanna talk to you guys about, but I’ve been all bottled up because I’ve had 9o’clock meetings, when usually I’m in the car right before 9. Anyway, I’ve just had less time to talk and hang out. So I’m going right now to the store to grab some stuff for my wife, so this gives me a cool opportunity to share some cool stuff for you guys. Hope you don’t mind. So I am crazy excited right now about something that we’re doing that I think is going to be amazing. I don’t know. I’m kind of nervous to tell you guys, not even everyone on my team, not even my partners know this yet. Todd will probably find out about this from this podcast. And maybe Dylan, I don’t know if he listens or not. Kind of what we’re thinking. How has marketing been done up to this point? It’s all about creating cool funnels, driving traffic and that conceptual thing. Or doing Periscopes or hang outs, or cool things. All I’m trying to figure out….I’m trying to be the next level, the bleeding edge, the next cool thing. I was trying to really figure out how do we….I feel like we built a really cool brand and a community and all this kind of stuff. How do we expand that? How do we take that to the next level and make it bigger and better? So that was the question. Last week my wife and I were out visiting our nanny, who just had a baby so we went and saw her and saw the baby and everything. So we were driving around and talking before we went to Jack in the Box. Was it Jack in the Box? Anyway, some horrible fast food restaurant, that tastes way too good, and definitely not on any of the diets on earth, but nevertheless we went there with the kids. And as we’re driving we’re talking about HGTV’s Flip That House, and we’re talking about just some things like that and as we’re driving all the sudden this inspiration I feel it just hit me from above thinking…saying, the cool thing about those shows is that they pick a house, rehab a house, you watch the whole process and in that process they’re telling the back story and all these things. They have this sub-story of things happening. Each week there’s a house that they’re finding, they’re rehabbing it, flipping it or whatever and making it awesome. That was our favorite one, with Chip and Joanne Gains, but all the house shows are similar. I was thinking about it, we’re working on a lot of side projects. Things I’m kind of doing on the side. Funnels I’m building for companies that we’ve traded equity for, stuff like that. And I was like, wouldn’t it be cool if we made our own reality tv show and showed behind the scenes, so people could actually see  what happens? And I started thinking of different funnels I’m working on and one of them is Bio-hacking Secrets with my friend Anthony Diclementi. We’ve already recorded so much cool footage of him with his Cryosauna with laser lights, and all these crazy….the visuals are already amazing, because we’ve been filming the whole process and we’re about to launch it. I’m like, you’re building all this stuff behind the scenes and no one gets to see it and it doesn’t really help the Clickfunnels community other than some of them hear about it later. But I’m like, what if that became a thing and each week we pick a funnel that we’re building anyway and we build it out live and everyone gets to see the story? And it’s not just like a boring thing us in the office like, “Blah blah blah.” Make it fun and exciting and have story lines and a whole bunch of things like that. So that’s kind of the idea. So we’ve mapped out the first 12 episodes, 12 funnels and some of them are projects like Bio-hacking secrets, the prove it funnels we’re working on, a couple things like that and some of them….For example, tomorrow I’m actually being interviewed, or he’s interviewing me or something I guess, I don’t even know. Robert Kiyosaki are getting on appear.in meeting and we’re recording it, gonna pre-record this intro for the webinar. Because me and him are doing a big webinar next month. And he can’t show up on them live because he’s going to be out of the country, so we’re filming the intro together and then we’ll show the intro and I’ll do the webinar live to his whole list. And his list is crazy huge, so we could in theory, I don’t know do half a million or million dollar webinar, and wouldn’t that be a cool episode to film that whole thing? Film me tomorrow as I’m driving to the office, freaking out excited and there film behind the scenes of me interviewing Kiyosaki and us being on this thing together. And film the webinar actually happening and showing all the nervousness before and showing people registering and showing up and stats and numbers, and doing the webinar and showing the pitch, the close, the percentages. Just showing the whole thing. Wouldn’t that be awesome? Or with Bio-hacking Secrets, we’re about to launch. It’s a free book funnel, plus a tele-seminar funnel, plus a webinar high ticket funnel. All of that Is 90% done. So we’re going to fly Anthony out and film the story of us launching this thing, and how we buy the ads and how we get the right things and testing the campaign and seeing what’s converting and what’s not converting. Doing all the stuff we do anyway, but showing you guys behind the scenes of it, in a really cool, fun exciting thing. Wouldn’t that be fun? So that’s kind of the first half. Again, I’m trying to think, how do we make this fun and engaging and exciting. Recently one of our fellow funnel hackers started working for me, and he’s in the office, sits right behind my desk. His name is Steven Larsen, some of you guys may know him, so he’s been actually…I’ve been focusing a little more on strategy since he’s been here and he’s been focusing on building out and we’ve been kind of going back and forth until something looks really good. So I thought on the show, instead of me talking about it and building it and being really annoying person who thinks he’s really important, instead wouldn’t it be cool if its like, I’m coaching, which I’m doing anyway, but I’m coaching Steven through building these funnels and doing the whole process. And he gets to ask questions and be in on the strategy meetings and all these kinds of things. And that way you guys get a unique view where it’s not just what in my head what’s happening, it’s me explaining it to him what’s happening. So he’s kind of in proxy for the rest of the audience, learning along as this thing is happening, as we’re building it out and seeing behind the scenes as we do the pages and the funnels. Anyway, I’m so exciting. So we started filming some of them today. We’ve been working on the Prove It funnels. We filmed behind the scenes of us doing the whole strategy session, pre-launch stuff. Next week I’m flying out to actually speak at a network marketing event and a Prove It event. So we’re going to film me in the air flying there, telling the story and those kind of things. And then my next book’s coming out, so we’re going to film that story. And we’re going to show behind the scenes of that book funnel. I’ll show you behind the scenes of the Tony Robbins book funnel. Dave Ashworth book funnel and all the other ones we’ve done and just kind of episode by episode build out different things and show you behind the scenes of what we’re doing and how we’re doing it, and why we’re doing it. And the actual numbers, and the actual stats and having complete transparency. And the other cool thing we thought, if we have an episode that goes live, on the site we’ll have the episode there, you could see each month by month, we could do income reports similar to what John Lee Dumas on Entrepreneur on Fire. Show each month, Bio-hacking Secrets launch. Month one we did this, month two, month three. Show the running stats of what each of these little business, each of these funnels is actually generating for us. And just try to be complete transparency. You guys can look at what we’re doing and then funnel hack it for your own businesses. So that’s the idea. I’m excited, I hope you’re excited. We’ve been so crazy. We have some crazy ones. One of them we’re flying down to Columbia to go drop ship roses. One of them…..anyway, we’ve got some crazy, crazy stuff that you guys are going to love, and you’re going to have the chance to see behind the scenes of everything. So that’s the first part. The second part, I’m not sure if I should even talk about this yet, but we’re trying to figure out how to make, and this idea came to me, I actually did a Periscope tonight, asking our Periscope followers, “What do you guys think about this?” Trying to get them engaged with the idea and get some other feedback, what they’d want to hear and see in the episodes. One thing I kind of talked about was, I don’t know if you guys watch the show the Bachelor or the Bachelorette. You shouldn’t, but if you do you know what I’m talking about where they every night that it’s on, people all around America have these big bachelor parties where they get their friends and family, everyone gets together and they watch the episode together live and they talk about it for the next week waiting for the next one. I was like, what if we build these really cool things like mini hack-a-thons or something where each week when the episode is live; people could run a hack-a-thon in their local area and invite their friends and family members have everyone come over and watch this thing, and watch it streaming, and see the actual ups-ell unfold and see how cool it is. Wouldn’t that be awesome. We were thinking about even having it kind of like a pre level certification. Our certified partners could run bigger versions of these, but having this as like a pre thing where you pay a little bit to get in, and you get in we send you a box, and the box has got like 10 Funnel Hacker t-shirts and it’s got a special gift that’s only for people who are hosting funnel hacking parties. And it’s got…..we’re talking about, Steven had an idea of making a lead pages dart board and having that there. A whole bunch of awesome stuff. But that would be the thing and that would get people all around the country each week as we release these episodes, we release them at the same time, getting everyone on board, getting everyone to watch together, and commenting and sharing and talking. Make it a really cool, interactive community type building thing where we’re all experiencing this together at the same time. That’s my thoughts. So with that said, I would love to hear your guys’ feedback. Hit me up on Facebook or whatever and say “Yay” or “Nay” or “This is stupid” or “this is awesome” or “I would love to watch that and share it with everybody I know”. Because we’re trying to make this a cool thing. It’s gonna be called Funnel Hacker TV. Some of you guys have seen we had two episodes of Funnel Hacker TV in the past, but we’re going to try and make this into a real thing. I think it’s gonna be amazing. So I’m crazy excited. We’ve got, we started filming the first ones today. We’ve got a couple more tomorrow. The fun thing I’m learning is, and I’ve always been pretty good at project management, because that’s what I’ve normally been doing. But now we’re project managing 13 funnels at once because we’re filming different parts and different things with each one. And trying to make sure we have each of the sections for each of the things. It’s gonna be amazing. I just wanted to share it with you guys. Please keep it a secret. Don’t tell anybody else. Hopefully it gets you guys excited and gets you thinking about cool things you can do in your own community to get people more engaged and more excited and I think this is going to be it for us. It’s going to take the marketing to the next level. And just the community and this whole brand we’re trying to build and take it more mainstream and make it more fun and just make it not a software program. We don’t want this to be that. We want this to be a cult, I mean a community. So that’s the game plan. I appreciate you guys. I’m walking in the store to grab my wife’s stuff. I’ll talk to you guys soon. Have a great night, appreciate you all, and that’s about it. Talk to you guys soon. Bye.