Podcasts about what russell

In this very short, but uplifting reflection on Thanksgiving Day in the United States and Canada, Russell talks EPA. And not the Environmental Protection Agency.  Listen and find out. What Russell doesn't tell you in this podcast is that both he and his wife, Cindy, are just now recovering from Covid-19.   Contact Russell Stewart via LinkedIn: www.linkedin.com/in/russell-stewart-podcast-host  Visit Endress+Hauser at:  https://cx.endress.com/hse-podcast  (sign up here for the monthly giveaway) Follow us on LinkedIn at @Endress+Hauser Group and on Twitter @Endress_US.  Win an Endress+Hauser/OGGN jacket and koozie Register for our monthly Endress+Hauser HSE Podcast giveaway here: https://cx.endress.com/hse-podcast Leave a Review Enjoy listening? Support the show by leaving a review in iTunes. Street Team If you're interested in joining the street team, join our Facebook Group here. Connect with OGGN Interested in Sponsoring?? If you would like to get your company in front of our professional audience, please contact our Producer, Savannah Wilson (Savannah.Wilson@oggn.com). More Oil and Gas Global Network Podcasts Oil and Gas This Week Podcast | Oil and Gas HS&E Podcast | Oil and Gas Industry Leaders | Oil and Gas Legal Risk | Oil and Gas Onshore | Oil and Gas Offshore  | PITCH Podcast |Oil and Gas Tech Podcast | Women Offshore Podcast | Permian Perspective Engage with Oil and Gas Global Network LinkedIn Group | Facebook | modalpoint | OGGN Connect with Russell Stewart LinkedIn | E-Mail | Oil and Gas Global Network  Don't forget to register for the Endress+Hauser HSE Podcast giveaway!!

Want to avoid mistakes in Long Distance Investing?  Download your FREE document at billykeels.com/7mistakestoavoid Episode 43: Navigate Uncharted Territory to Protect and Grow Your Wealth ..PART 1   In the conversation with today’s guest, Russell Gray, you’ll learn the following:   [02:23 - 04:27] Russell’s profile, in Billy's guest introduction.  [04:27 - 10:22] The backstory and decisions that brought Russell to where he is today. [10:22 - 14:52] Russell talks about the meaning behind a special set of numbers in Billy’s numbers game. [14:52 - 19:36] What Russell means by “having Gold”. [19:36 - 25:32] How the idea of the financial market doing well compares to the idea of the economy doing well. [25:32 - 32:03] All about bonds and dollars,and how interest rates affect the prices of bonds. [32:03 - 36:12] What inflation means to someone who is wanting to protect their wealth. [36:12 - 38:19] Different market locations and how they are affected by financial and economic changes. Here’s what Russell shared with us during today’s conversation: He currently lives in Arizona. Best thing to happen in the past 24 hours: Russell’s nephew played his first game of pro football on Sunday, he caught a critical pass and went on to win the game, and threw a standing backflip on national TV!   Be sure to reach out and connect with Russell Gray by using the info below:   www.realestateguysradio.com Instagram: @therealestateguys LinkedIn: company/the-real-estate-guys-radio-show Facebook: TheRealEstateGuys Twitter: @REGuysRadio Discover the opportunities hidden inside a FRAGILE financial system … and how to HEDGE against inflation, deflation, and even stagflation: CLICK HERE Start taking action TODAY so that you can gain more Education and Control over your financial life.   To see the Video Version of today’s conversation just CLICK HERE.   Do you want to have more control and avoid the mistakes that I made getting started in long distance investing?  Then you can DOWNLOAD the 7 Mistakes to Avoid in Long Distance Investing Guide by clicking HERE.   Be sure to connect with Billy!  He’s made it easy for you to do…Just go to any of these sites:   Website: www.billykeels.com Youtube: billykeels Facebook: Billy Keels Fan Page Instagram: @billykeels Twitter: @billykeels LinkedIn: Billy Keels

What Russell would look for if he opened up a restaurant today.

I’ve done over 50 interviews to promote the book, but this one was one of my favorites, I hope you love it! On this episode Russell is interviewed by fellow entrepreneur, Pete Vargas about how to get traffic. Here are some of the awesome things to listen for in this special episode: Find out the difference between buying traffic, and working for traffic. See how getting people to your product or service works the same way Hollywood gets you to watch movies. See why figuring out your dream 100 is the key to getting lots of traffic. And find out why having a platform is the best thing you can do. So listen here to hear Pete Vargas interview Russell about some of biggest secrets to getting traffic. ---Transcript--- Hey what’s up everybody? This is Russell Brunson. I want to welcome you back to the Marketing Secrets podcast. Man, I don’t know about you but I am in publishing mode. I’ve been doing more interviews than anyone ever in the history of the…just kidding, at least for me. Tons of interviews, tons of Facebook Lives, tons of videos, tons of stuff. I guess when you can’t meet and do other things, all you can do is publish stuff. And it’s been a lot of fun and I’m sure you haven’t been on all 50 or 60+ interviews that I have been doing. But today I did the one that I think was the best. It was Pete Vargas, and it was about Traffic Secrets and he kind of steered me in a direction and let me go, and I really enjoyed it. It was probably so far, of all the ones I’ve done, the one where I think I did the best. So there you go, I don’t know if that’s cocky or arrogant or just I’ve done it 50 times and I’m figuring out how to tell my stories the best way. But I wanted to share this one with you guys, so it’s kind of a recap of what I’ve been talking about on so many interview, but I think the one that I told the stories the best and the most interesting. So if you had a chance to read the Dotcom, or excuse me, not the Dotcom Secrets, the new Traffic Secrets book, you’ve probably heard some of these stories. But if you haven’t yet, this will leave you hopefully excited about learning what it is and how it works and why this is so vital and so important today out of all days. So with that said, I’m going to queue up the theme song for the Marketing Secrets show, and when we come back you’re going to have a chance to listen into an interview I did with Pete Vargas talking about Traffic Secrets book and a bunch of other really cool things. I hope that it gives you some ideas, and if nothing else, it gets you excited to go buy a copy of the Traffic Secrets book. I’ve already sold  over 50,000 copies, which is so cool. Especially considering that the average New York Times Bestseller book only sells 10,000 copies during its initial week. So thank you all so much for your support, and if for some reason you haven’t got your book yet, now is the time to go to trafficsecrets.com. Alright thanks again, and with that said I’m going to queue up the theme song and then when we come back you’ll have a chance to listen in on an interview with me with Pete Vargas. PETE: Ladies and gentlemen, the founder of Clickfunnels built a company from zero to nine figures, I’m so stoked to have my good friend and one of my mentors, Russell Brunson. Russell, are you there my friend? RUSSELL: I’m here Pete, how are you doing man? PETE: Dude, I’m excited to have you bro. It’s lighting up, people are sharing it, and they’re excited to hear from you today, man. RUSSELL: I’m excited to be here and excited to be hanging out with everybody, this is insane. PETE: Russell has built a business from zero to nine figures, and he is a brilliant guy. Russell, in the midst of what’s going on in our world crisis, before we start jamming on traffic and funnels and what’s working in Traffic Secrets, which I’m stoked to give out a ton of those books today, you’ve been through crisis, you’ve faced it, you’ve been kind of rock bottom even in your business journey before. And I don’t ask everybody this, but I feel like I’m supposed to ask you that today, because you’ve been there. Can you kind of take people through that time? I know the story but a lot of these folks don’t know it. Take us through that time when you faced crisis and kind of what you did to get out of that, man. RUSSELL: Yeah, for sure. It’s funny because I’ve been doing this now, this is my 17th year in this business. So people think I look like I’m 11 years old, but I’ve been doing it for a little while, so I’ve had a chance twice where because of my stupid business decisions almost went bankrupt, and then once because of when the whole last recession hit. We did really well during the first month or two of the recession, or year or so of the recession, and then we got hit hard. I remember having to walk in one day and laying off 80 people in one day, and a lot of them were friends and family members, and you know their kids, and you know all the people and it is like the scariest, scariest thing in the world. So I’ve definitely been on that side of it, praying and working my butt off to make sure that we don’t have that happen, you know for our team members during this crisis, and hopefully as many people that we have a chance to work with, at the same time. But it’s definitely a scary thing. And I remember in the moment, because we were in these things during the moment, and everything feels like it’s right here and it’s stressful and pain and all the things that are happening. And man, it’s just like, almost every trial in life we get from God, we look back on it later, and it’s like, “Oh, that was so essential for me to go through because it shifted something in me, where I had to become someone different, I had to become someone better. I had to do something that was uncomfortable, but I was forced to do it because of the thing that happened. And because of that, everything great happened because of it, afterwards.” I look at just right now, between my wife, our family, and our company, if it wasn’t for that, for me the darkest, most painful time in my life, when we lost everything, I had to fire everything, I had friends and family members walking out on me, I thought everything was crashing to the ashes. If it wasn’t for that experience and that moment where I lost everything, we wouldn’t have had what we needed to create what has become Clickfunnels. And it’s had a chance to effect and touch so many people’s lives. So I think it’s important while we’re in the middle of it, while we’re in the middle of the pain and the stress, or whatever we’re all going through is to realize that this moment is a refining process for all of us, and the thing that you’re called to do that’s going to happen on the other side of this, this is preparing you for it now. Just understand that and kind of ride the wave as we go through this. And yeah, some people are going lose jobs, lose houses, lose loved ones, and there’s pain and there’s those things, but you know, if we know anything from history and from time and from, just the way that God works with all of us, if we endure through it, and we try to become better through this process, something amazing will happen on the other side. So anyway, that’s why I keep looking forward, the hope and the light on that side of it, because some people get caught up in the fear and it freezes them, and it’s like, no, don’t get frozen. Get unfrozen, go through this refining process, and something amazing is going to be happening on the other side. PETE: And it’s pretty cool Russell because you on the other side of it created Clickfunnels, which is now a tool that we use and so many of our students use. It’s one of the only tools that we recommend, which is Clickfunnels. And a lot of people have questions about sales funnels and a lot of that, and we’re going to continue to tackle that through this challenge, and I’m just going to be honest guys, Clickfunnels is the place that allows it to make it simple for an entrepreneur to take their stuff online. Russell, I obviously want to jam on this because listen, I created a lot of stuff, and until I started getting traffic it didn’t matter. And the reason why this challenge has been so amazing, we’re going to have 100,000 people most likely by midweek, to end of week, that’s called traffic. That’s traffic. And there was nobody from the outside world that’s promoted this. And my, what I’ve learned from you and I say this all the time, Russell and Ryan Deiss are the two people that I’ve learned everything from, which is why it was a no brainer for them both to be here. I know we could jam on all of this, but I want to go the route you want to go, but we have so many people that are trying to figure out what to do in the midst, and I’m like, dude, this guy’s a wealth of knowledge, I want to jam wherever you want to go. So I want to shut up, and just learn and take notes bro. RUSSELL: I think what I was going to start with, it’s interesting right now, I launched the book, the book launch day was the same day that President Trump told everybody to go home, which was kind of this weird thing. And then I saw, I mean all of us have seen in real time, what happens to a business when traffic dries up. Literally, there are mom and pop shops all down the street here, and people, traffic is driving down the street and they see, “Oh it’s a restaurant.” And they stop and they pull in and they walk in. And that’s how they live their business, traffic was their life blood. Looking at traffic as a literal, like traffic driving past the store front, that’s the life blood of a business. As soon as the quarantines happened and traffic stopped, what happened to these businesses? They’re dying, they’re disappearing, it’s the scariest thing. And if you look at any business, traffic is the life blood. And I’m curious of people who are listening right now in the comments, how many of you guys know that you’ve got the best product or service or idea, or something in the world, and you see your competitors, and your competitors are worse than you. They’re not serving the customers the way that you would serve them? You know that your solution, your idea, your product, whatever it is you’re passionate about, you know can help more people than the competitors, but all the competitors, people are buying their products, right. And it’s driving you crazy because you’re like, “Man, I feel like I got this calling, I’ve been called to serve this group of people, I can do it in a way that’s unique to me, that nobody else can do, but for some reason I can’t get my message out in front of people.” And that’s when so many people come to me, just like, ‘I know that I have something, I just don’t know how to get it out there.” so you know, the work we do with Clickfunnels is all about building funnels to get your message out and learning how to tell your story in the right way, and this last chapter that we’ve been focusing on really heavily right now is traffic, it’s the missing piece. And I think that most people when they hear about traffic, they think about, “Oh I need to run Facebook ads, or I need to run Google ads.” The problem with that is, that’s a tactic, it’s a strategy that works right now for a little while, but it changes, and for those of you guys who you’ve only been in business for 6 months, or a year, or 5, even like 10 years. The last 10 years, it’s been pretty good. Ever since Mark Zuckerberg came in, man, I love Mark. He’s made our lives so easy. But I tell you what, I remember what happened when Google started, and it was really easy for me, and then the first Google slap happened. And then we had to shift our whole business around and half the people I knew who had businesses lost them when the first Google slap happened. And the ones that lasted, the next Google slap happened, the next wave got cut, and the next wave got cut. And I started looking at, right now we’re in this window where Facebook and Instagram have been really easy, but I know what’s going to be happening. And it may be Mark Zuckerberg comes in and changes the rules, but right now I can’t tell you how many people are losing their ads accounts, getting things shut down and they’re freaking out. Also, we have no idea with government regulations. What happens if the government decides that Mark Zuckerberg is running a monopoly, which I mean, you know we’re going to get in trouble the next day for a violation? Whatever the thing, they could disappear tomorrow for any of us. And for most people listening, if you do have a business, you probably  built it on that one foundation, and if you don’t have a business yet, it’s scary to build them in one spot. Because if that disappears, just like I saw happening in Google over and over and over again, half of entrepreneurs or more businesses will dry up and disappear overnight. So my whole goal with this book was, I’m not going to teach people the tactic of how to run a Facebook ad or a Google ad, I’m helping people understand strategically how traffic works, because when you understand that it supersedes any of those things. So the way that I, the way that when you have a chance to go through the book, I kind of walk through the very first chapter, it’s all about really understanding your dream customer. And Pete, you kind of led with the fact that we both have faith in God, and I think we both have a very similar belief, and I talk about this in the book, I believe that all of us entrepreneurs and business owners, if you’ve ever felt that tug, “I need to be doing something, I need to be helping someone.” Alex Charfen calls it the call of contribution, you’ve heard that call of contribution, “I’m supposed to be doing something.” That pull, that is a literal calling from God, it is a blessing. And I feel like businesses always, business is a blessing, is a calling from God. You say, alright this is a group of people you are called to serve, you need to figure out how to help them, to serve them, whatever, whatever capacity you can. So for me, whatever reason, as I was growing up in life I got obsessed with sales funnels and marketing and direct response. Who knows, why was I interested in that? I have no idea, but now fast forward 15 years later, it’s like, oh because that’s your calling. Like Pete, how in the world, you’re the guy that gets people on stages. Why did I, how did I get put in your lap, and why did all these chain of events happen that made you the best in the world at that thing? It doesn’t make sense why it happens until later, you’re like, “Oh, because that’s my calling. I’m supposed to be helping people.” So for everyone listening to this, there’s been a chain of events, things that have happened in your life, that have prepared you to be able to serve a group of people. So the first part of traffic is not how do I target people between the ages of 22 and 13 through Instagram, the first question is “Who is your dream customer? Who is that person you’ve been called to serve? Who are you supposed to change their life?” And that’s where I want to start, because most people don’t start there, and that’s the most important part about traffic. Because traffic is humans, it’s just people like that, like us. The first question is that, and for all you guys, you need to understand that at a deep level. Deeper than just like, “Oh yeah, I’m helping women. I’m helping men.” No, who? Who does that person look like? I got so obsessed with this that I remember I went into Google and I went to Google images, and I typed in all the phrases of my dream customer, what they did, what they looked like, all the stuff I could think of. And it popped up all these Google images of faces, and I was like, “That’s my person. That’s the person I want to serve.” And I took the picture and printed it out and put it on my wall. I did one for a man and for a woman, and I had them on my wall forever. I was like, “That’s who I’m trying to serve.” That’s the level you need to get into so you can start thinking what they think, what they’re excited by, what they’re passionate about. Because if you’re going to serve them, you need to know them even more intimately than they know themselves, that’s number one. Then number two, the coolest thing about the internet is that people, the internet gives all of us the ability to group together based on similar beliefs and values and things that we’re excited by. So for all you guys listening, start thinking about this in your own life. Where are the places on the internet that you congregate right now? Start thinking about what things are important to me. I’m very passionate about business, I hang out in different business blogs and forums and groups and podcasts. Right? I’m also interested in biohacking, so I listen to all the biohacking podcasts. I’m listening to, I’m plugged into all the biohacking blogs. I have these communities of people that are excited about the same things I am. So I congregate in different spots. I guarantee for all of you guys, you get the same thing. You’re congregating in different groups based on the stuff you’re excited by. So if the first question is “Who is your dream customer?” The second question is, “Where do they congregate?” It’s a simple question. When you start thinking about that it opens up this whole new world of traffic to you. It’s not just like, I’m going to target them on Instagram or whatever, it’s “Oh my gosh, here’s the 30 top blogs that all of them are reading. This blog’s got 300,000 readers a month, this one’s got 100,000, this one’s got a million readers.” These are the blogs they’re reading. And the second phase is then, “What podcasts do they listen to?” You can literally, it’s so funny people are like, “What’s your biggest traffic strategy?” and I’m like, “Get your phone out, open up the podcasting app.” so if you’re using Apple there’s a free podcasting app, everyone’s got it. And Apple will actually categorize the top podcast in the world.” So what’s cool, you go to browse and you scroll down where it says top shows, and then right here next to top shows it says, “See all” you click see all, and you click on the very top it says, “All Categories” and it shows you all the different categories that there’s podcasts in. I scroll through here and it’s like, “Oh, there’s health and fitness, kids, leisure, music, business, education, religion and spirituality,” here’s all these congregations of people. So let’s say I have a product that helps kids and family, so I click on it, and what’s crazy is this is going to show me the top 200 kids and family podcasts in the world. I get people all the time like, “If I could just get on the Ellen show, I’d be rich.” “If I could get on Good Morning America with my product, I’d be rich.” You don’t understand, people aren’t watching TV anymore, they’re plugging into these things right here. So right now, Brain On Science, podcast for kids, I don’t know what that is, it’s the number one podcast. I bet you it gets more downloads per month than any TV show right now, which means if you can get your product and service on that podcast, because you figure out where are my people congregating. They’re congregating on this podcast, and that one and that one. All these different podcast, there’s 200 places your dream customers are congregating, plugging into their ears and listening to their most intimate moments. There’s 200 places I can get traffic that aren’t Facebook, that if Zuckerberg shuts down my account, I can still go here and I can get traffic from podcasts. And the same thing is true in blogging and in YouTube. There’s so many places that your dream customers are congregating, and if you really understand who they are, it’s not hard to figure out where they’re actually at. So that’s kind of how we shift traffic, the mindset, the shift is just, instead of like, “How do I target somebody?” It’s a bigger thing of like, “Who is my customer? Where are they congregating?” and then start making lists. I literally have lists in my office of like, here’s all the YouTube channels my dream customers are watching. Here’s all of the Instagram influencers I’m following. Here’s all the YouTubes, and I go through all these huge lists of people, and we then figure out where they’re at. PETE: Dude, that’s so good. Guys, he just gave you one traffic strategy right now that literally will help all of you win if you’re serious about getting your stuff out to the market. And this is what I think when I’m hearing this Russell, two things. Number one, I think of this idea, a lot of people say, “Pete, you’re the stage guy, so you must be terribly hip right now.” No, because I talk about 11 digital stages, and 11 physical stages. We have 22 stages that we go after, so I’m having to lean more into the digital stage bucket. What Russell is teaching you right now is like a portfolio of traffic. Everybody thinks Google or Facebook, and they’re good right now, trust me, this is the cheapest we’ve ever gotten leads on Facebook in the history of me running ads Russell. But that’s not the only sources where we have traffic. Russell’s teaching you a whole portfolio, and obviously he’s dialing into a few, but you’ve got to have a portfolio of traffic. I believe this book right now for Russell, for people, is a lifeline for what’s going on in this world right now. Bro, that’s just bomb. Keep going man, they’re loving it dude. They’re blowing the comments up over here. RUSSELL: Very cool. Okay, I want to, I’ll tell a story that kind of illustrates this as well so you can see it in the real world. Because sometimes you’re like, “That doesn’t make sense Russell. There’s podcasts, so now what do I do?” And so right now, obviously, I don’t know if everybody, I think most everybody in the world is in quarantine right now, right? Or some version of it? Some people it’s like, “You can’t leave your house.” Some it’s like, “Please stay at your house.” So for us, with my kids, I’ve got 5 kids, so that’s a lot of kids for anyone who doesn’t know. And I love them but it’s a lot. So every night we’re like, “We’re going to do something fun together as a family.” So we started watching all of the Marvel movies from the very beginning, in chronological order. So Captain America, Captain Marvel, and so on and so forth, we’re watching them all in order. And I’m really excited because by the time we get to the end of it, we’re about halfway through right now, when we get to the end of it, the next Marvel movie coming out, does anyone know what it is, by the way? What is the next Marvel coming out? Pete, you don’t know? I am hurt, Pete. Don’t know if I can be on this interview anymore… PETE: Dude, I’ve watched them all. RUSSELL: So the new one coming out is Black Widow, so that’s the next one coming out. It was supposed to come out in May, but it got bumped until November, which makes me sad, but I can still use this story to illustrate my point. So think about this, we see this all the time happening in Hollywood. Yet, for some reason with our internet business we think it’s different. So think about when Black Widow starts coming out, what is Hollywood going to do? They’re going to go and do the same thing I just talked about. Who are the dream customers, where are they congregating? And the first thing Hollywood is going to do, is they’re going to go and they’ll be like, they’re going to buy ads at these places. So they’re going to run ads on TV, so you’ll see they’re paying for ads on TV. They’re going to go to actual movie theaters where people are sitting in the theater and say, and people who go to movie theaters like to go to movie theaters. They’re going to buy all the trailers before the movie, pitching when Black Widow is coming out. So they’re going to be paying, they’re going to find all the congregations, they’re going to buy their way in. And then about a week before the opening premier what they’re going to do is say, “Okay, the people that are going to come to the event, where are their eyeballs at? Where are they hanging out?” and they’ll look, okay, they’ll be watching the Today Show and The Tonight Show and Good Morning America, and Jimmy Fallon and the other Jimmy, I don’t even know, I don’t watch enough TV to know. But all the talk shows, right. And you’ll start seeing a week before the movie comes out, Scarlet Johansen is going to come out, we all love Scarlet Johansen in our family, she’s going to come out and she’ll be on every single show. She’s going to tell them that she’s going to be on the show and then she’s going to show them a little clip from the video and be like, “This weekend is opening night. Make sure you get in yourself into the theaters.” And she’s going to push, and she’s going to be working her way in. So all the Marvel, or Disney or whatever, they’re buying their way in, they’re busying ads to all these places, and then the second act is they’re working their way in. They’re having Scarlet Johansen, or whoever the actress is, or the actor, go and be in all these different shows, telling their story, getting people excited, and getting them to come to this show. So they’re buying their way in and they’re working their way in. You see it with every movie, with every album that comes out, this is what Hollywood does over and over and over again. So right now, I’m in the middle of my book launch, and the same thing I did. I launched my book and now I’m buying ads everywhere. My guess is that if you’ve ever seen my face once in your entire life, or you’ve heard my name, now my ads are popping up everywhere and you’re probably sick and tired of me, because I’m buying my way in everywhere. But at the same time, I’m doing the same thing I’m talking about. I went to every single podcast in the business directory and I’m working my way in. I’ve done, I think 50+ podcast interviews in the last week and a half or two weeks. I’ve done a Facebook live, every single that’s got a Facebook channel, I’ve been doing interviews there. I’m working my way in. I’m going to every blogger, and working with them on blog articles. I’m working my way into all these channels. So I’m buying my way in and I’m working my way in. Right now we’re sitting here live with thousands of people watching, I’m working my way, and I’m here, Pete didn’t pay me to be here, I did not pay him to be here. I’m coming and working and serving and giving and hoping, and hopefully at the end of it you guys are like, “I need to get that book, that sounds amazing.” Right. Just like at the end of the movies, Scarlet Johansen is like, “I hope they come and watch the movie this weekend.’ So for any of you guys who have a product or service, start looking at it through this lens of like, it’s not just a target on Facebook, go do that, but it’s like, “Okay, where are all t he places my dream customers are at? I need to figure out how can I buy my way in and how can I work my way in?” And sometimes you can do both as well. Sometimes you can’t. For example, one of the podcasts, Jenna Kutcher’s got the Goal Digger podcast, which is a huge podcast. I was like, “I want to be on that podcast.” But guess what, she only interviews women on that podcast. So I’m like, I can’t, unless I…..I don’t know, it’s not going to be easy to get on her podcast. So I can’t work my way in, but guess what I can do? I can buy ads on it. So we pay her to run ads selling my book on her podcast. So I’m working my way, I’m buying my way in. So I’m looking at all these different congregations everywhere, how can I work my way in, and how can I buy my way in. I find someone with a big blog with 500,000 readers, here’s this huge blog, “Can I buy ads on it? Can I buy a banner ad? Can I work my way? Can I do a guest post? How can I gain access to this huge source and this huge stream of traffic?” and when you do that, it unlocks thousands of customers for you often times and it’s so much fun. PETE: I think we’ve gotta get your lovely wife on Jenna’s podcast. That’s what I think. RUSSELL: Collette tell her this. Feed my wife lines. PETE: I started my women’s brand here, and this is how I’m getting traffic.  Dude, this is so good. People are lighting it up. Keep going man, I mean, keep dropping this. RUSSELL: Get your ads everywhere, everywhere. PETE: And you should see, Facebook is lighting it up over here too. RUSSELL: Oh, very cool. So much fun, I love this game if you guys can’t tell. It’s so much fun. Okay, I’ll get into the next step in the strategy. I don’t know, I have no idea how long we’re supposed to be going for, but would it be cool if I give the next step? Because the next step is like…. PETE: Dude, we’ve got 15 minutes here. We’ve got literally, technically 30 minutes left, but we could go…. RUSSELL: We’re good. There’s no wedding happening after this, that we should be kicked out of the ballroom. PETE: No wedding. RUSSELL: Okay, so we come back. Who’s your dream customer? Where are they congregating? How do I work my way in, buy my way in? The next thing to think about, this is the next strategic level, is let’s say I find this blog and it’s got 500,000 readers, so I figure out how do I get access to all of the people in there? The one step above that is a concept that I talk about in chapter two here, it’s called the dream 100. And I learned it initially my friend, his name is Chet Holmes, he passed away a few years ago. But he had this concept called the dream 100. The way that he used the Dream 100 is a little bit different than how I use it. But what he would do is he had a bunch of fortune 500 companies he wanted to get. So he made the list of the top hundred companies and he would build a strategic marketing campaign where every single week he was marketing directly to these 100 customers. And he told me that I was like, “That’s cool, but I don’t know how to use that because I sell books, and I sell software. I can’t spend a bunch of money. I can’t spend $500 or $1000 to get someone to buy a book because I’ll go broke really fast.” So I started looking at it from a different lens and I said, “Wait a minute, what if I look at the 200 podcasters that have these podcasts, and let’s say the 100 blogs I know in my market and the 100 YouTube Channels and the 100 Instagram influencers in my market. What if I took that and those became my dream 100. And instead of just spending all my time marketing to the followings of those people, which I will, I’m still going to buy ads and stuff, but what if I spent more money marketing to the person who controls that blog or that podcast or whatever that is?” So I was like, “I’m going to try it.” So I went and I made a, I called it a dream 100 list. For those of you guys who get a copy of the book, on page I think it’s 41, yeah, page 41 I have a little graph of how I do it. So if you’re watching the video you can kind of see it. This is the graphic right here. But basically it says Facebook, and the top of the cross is Facebook, Instagram, podcasts, YouTube, email, so you have the list of different platforms. And down below is a list. Who’s all the people on Facebook who already have my dream customers? And I make a whole list of those people. And who are all the Instagram people? I make a list of them. And who are all the podcasters? So by the time it’s done I have a list of like 50 or 100 or 500 or however many you want. We call it the dream 100. So now I say, “What if I spend some time or money marketing to those 100 people what could possibly happen?” So I did my very first book about 6 years ago, this first one is called Dotcom Secrets, when I was launching that, I didn’t have a big list of customers at the time. I was like, “Okay, I need to figure this out.” So I did exactly what I’m telling you. I built a dream 100 list, I had I don’t know, 100 podcasters, I had my list of all the people and I sent out a free copy of the book to all these people. I think it ended up going out to like 3 or 400 different people. I said, “Here’s a copy of my book. If you like it, I’d love to be on your podcast or on your show.” Or whatever and just sent it to people. And I sent it out there and then nothing happened for a little bit. And then probably a week or two later, I got my first call back, it was from a guy named John Lee Dumas, from Entrepreneur on Fire. And JLD was like, and I had never met him before, this is how I met JLD, I sent him a copy of my book in the mail because he had a podcast in the top 200 podcast in the podcast directory. And he messaged me back, he’s like, “Russell, I read your book. This is really, really good.” I was like, “Cool dude.” And he’s like, “Do you want to be on my podcast and we can, I can interview you about the book?” I was like, “Heck yeah dude, let’s do it.” So I jumped on a podcast, he reads about the book, a little while later the podcast goes live, and from that one interview alone we ended up selling over 500 copies of the book. And that was from one person. Now JLD wasn’t the only person who said yes. From that I got 30 or 40 people who messaged me back and we started doing this thing all over the place and that’s how we ended up selling 100,000 copies of the book, by doing this dream 100 strategy. It wasn’t me targeting the audience, I mean we did, we targeted the audience, sold ads, but it was when the gate keeper, the person who owned the traffic said yes, that one yes, it turns into 500 customers, or 1000 customers or more. And that’s the magic. People all the time who tell me, I ask what their traffic strategy is, they’re like, “Facebook.” I’m like, “Okay, so Mark Zuckerberg is one person on your dream 100. You’ve got one, now you 99 more. Because if Mark decides he doesn’t like you one day, your business is done. It’s game over.” So look at Facebook as one of your dream 100. Mark Zuckerberg is one person, you need 99 more. That’s when I started looking at traffic and started figuring out how to work my way in, how to buy my way, how to get to know these people, how do I build relationships. As you get to know people, it opens up these huge doors where now, again, one person like a JLD does a podcast interview that sells 500 books. One person gets you on their podcast, talking about your new kids course, or the kid product you have coming out, and you’re on the kid podcast, boom, you sell thousands of them overnight. That’s the magic or really understanding how this online traffic stuff works. PETE: Hey guys, the one nugget I’ve got from Russell today, a ton, but the one that, I always look for the one I can implement, Russell. That’s when I’m like, “God, which one can implement right away?” I’m doing dream 100 wrong. I gotta do it like this. If I can do dream 100 like this, now dude, if Facebook shuts down I’m cool. I might see a little bit of drop off, but if this shuts down it’s kind of like multi-units. Like if you lose one renter you’re okay because you still got 99 other renters that are still paying. That’s how Russell is making it. It’s like a paradigm shift in my mind. It’s one of the biggest misconceptions is they won’t let me on their channel of traffic. Russell will you tackle that for a quick second? Because you weren’t, like JLD didn’t know you, but will you tackle that for all of them like, ‘I’m not a big name. I’m not known.” I would love for you to tackle that. RUSSELL: Yeah, I think it’s important to understand that people care less about, I mean yeah, they want a big name on a show, but for the most part, people that got their own podcast or shows or blog, they’re looking for content, they’re craving content, and what’s more interesting to them, more so than a name is a hook. What’s the hook, what’s the story going to be about? So if you say, ‘I’m going to come on your show and you can interview me about how great I am.” That’s tough. Unless you’re like the greatest person in the world, they’re like, “That’s not going to be a big thing.” Even me, to this day, I don’t pitch, “Do you want to interview Russell Brunson?” Whatever that means, I’m just like an 11 year old kid sitting in my house right now. It’s not that important or that cool. What’s cool is I come into it with a hook like, “Okay, I’ve got a really cool message I can share. This is what it is, this is why it’d be awesome for your audience.” And I pitch it to them just like I was going to pick TV. If I was trying to get on the Ellen show, I’m pitch them a show concept. So I’m coming with something like that, that’s what hooks them. They care more about the hook because that’s what’s going to get listeners and viewers and eyeballs for them. We always make fun of all of the clickbait sites that show up in clickbait-y stuff, those companies make insane amounts of money. And they don’t even care if the story is true or false, they couldn’t care less, they’re just looking for the story that’s going to hook people’s attention to get them to come to read, so people will click on ads, which is unethical and immoral and you shouldn’t do that. But I’m saying is, that’s the power of what media cares about, they care about a story. That’s the most important thing. So you’re coming to them saying, “What’s your story?” What’s something you can share with their audience that’s unique? They care more about the story than about the name, the brand. Most people, even if they know who I am, their audience doesn’t know or care who I am. They do care if I can come say, “Look, during times of economic downturn if your Facebook account got shut down, things like that, I’ve got a different way to look at traffic that will actually make it easier to get traffic right now than ever possible.” They’re like, “Oh my gosh, my people are struggling right now with traffic.” It opens up that gate. So just looking at the story you have that ties back to your product or your service. Just like if you were trying to pitch it to get on, again, traditional media like the Today Show. You always gotta go pitch them a show. They don’t care who you are, they just care about a story that they can promote. That’s what gets people to listen to their podcast or read their blog or whatever the thing is, that’s what they really want. So that’s what you’re offering them. PETE: Yeah, I love that. So I’m stoked about this. Russell, kind of, I don’t know if there’s another step or two or if you want to bring it full circle, I’m ears now. RUSSELL: Yes, okay I’ll throw in one more thing. And this is, it kind of goes back to your question you asked, how do I get in with my dream 100? How do I get to know them? So the question is always like, “What do I have to offer my dream 100? I’m a nobody, what do I have that’s going to get them? How do I serve them? How do I get them to even want to know who I am?” So I want to tell you guys, the most powerful thing that you have that you can offer your dream 100 is a platform. Look at just for example, everybody who Pete has had on this live series, which is insane. He’s had billionaires, he’s had people, it’s crazy. What does Pete have to offer everybody that’s unique? Why did they return his call? Why did they show up? That’s because Pete has a platform. Pete can say, “I’m going to do this thing. And you might have 3500 people live watching.” That’s a platform that anybody is crazy to not jump to try to get access to right. ‘ So I’ll tell you guys a story that will illustrate this. How many of you guys remember back in the early, maybe late 80s, early 90s there was a TV show, late night TV show with Arsenio Hall, how many of you guys remember Arsenio Hall? If you do, everyone do this right now while you’re sitting at home, because we all…yes, and for everyone who doesn’t know who Arsenio Hall is, what is Russell doing? So this late night talk show, he was the man, he had a talk show. In fact, it was so big that when President Clinton was running for President, Arsenio Hall called him up and was like, “Hey man, you want to perform on the show?” and he’s like, “Yes.” And he came on the show, he played Heartbreak Hotel on his saxophone, and many people credit that, the fact that he was on Arsenio Hall show playing the saxophone, to the reason why he won the presidential candidate, the presidential…became president. It’s because he was on that show, and it said it swayed so many of the minorities and the younger voters that he wouldn’t have gotten otherwise. Now fast forward to 2 years later, the Arsenio Hall show gets canceled, off the air, gone. And nobody hears form Arsenio Hall again for decades. The guy is off the radar. For all we know he died. Then one day, I think it was 2002 I believe, during Celebrity Apprentice, they have all these celebrities, washed up celebrities that come back on the show, typically. So Celebrity Apprentice is there, and one of the contestants is Arsenio Hall. And I’m watching and I’m like, ‘That’s Arsenio Hall, he was the man. What happened to that guy?” I had no idea. And then fast forward, I think it was like 3 or 4 episodes in, they were doing this fundraising gig, where they go out and they have to go raise funds. So all the celebrities are calling their rich buddies and trying to get money. And some guys raised like a couple million dollars for charity, other people $500,000. Every single one of the celebrities raised money for charity except for one person, Arsenio Hall. He raised exactly zero dollars the entire day. And you see him on the phone calling his phonebook, he’s calling every single person. And right before he goes in the boardroom, there’s this little window of time where they interview him and he says this quote that like, I’m sure most people didn’t hear, but when he said it just hit me. He said, “Man, when I had my own show, everybody returned my calls.” And I was like, “Oh.” Do you guys see the power in that? When he had his own show, even the future most powerful man on the earth, the president of the United States came on his show because he had a platform. The platform disappears, no one will return his calls. So that’s for you all to understand, do you have a platform yet? If not, that is the key, that is how you infiltrate your dream 100. That’s how I got Tony Robbins to return my call. That’s how I’ve been able to get other people to return my call. Not because I’m this cool, Russell is so awesome. No, they don’t care about that. I have a platform I can offer them. That’s the thing you have of value. So if you don’t have a platform yet, now is the time to start building one. And I don’t care if it’s on YouTube or Instagram or podcasts, if you’re a blogger, it doesn’t matter where. Figure out which modality you like the most. If you like writing go start a blog. If you like video, start a YouTube channel, if you like podcasting, start a podcast…pick up whichever one you want and double down and start building your show, because if you don’t have a platform it gets really hard to get people to return your call. But when you do have one, everyone will return your call. And that’s really the power of how you infiltrate the dream 100. You’re giving them access to your platform. So all you guys, you need to start working on that, start building it. Even if you’re like, I don’t want to, in fact someone the other day who got a copy of the book is like, “If I get this book do I have to become like Gary Vaynerchuk and do 5000 videos a day?” No you don’t, but you need to be publishing something. It’s not the only thing you have to have traffic, but man, it makes so many things easier when you have a platform. S o that’s kind of the last thing I want to share, just man, every one of you guys should start thinking, “Man, how can I have my own platform? Because I want to make sure that when I pick up the phone to call the influencer in my industry, or the podcast I want to be on or whatever, now I’ve got some value I can offer them” and the thing of value you have for people, is access to your own platform. PETE: Dude, I love that Russell. A lot of you are like, “What’s a funnel?” Russell, maybe you can just tackle that for 2 minutes. Help, like I know 70% might know what it is, 30% don’t understand funnel. It’s been said a lot this week. Can the guru, the master of funnels, can you give us the elementary funnel explanation of what a funnel is so people know what to build in their business? I know that’s a big topic, but I’m sure you can give a two minute answer. Russell: It’s tough because there are so many different types of funnels. There’s funnels to generate leads, there’s funnels to sell products, there’s funnels to do live events, there’s different funnels for different things. But basically a funnel is a step by step sales process. So you can tell it’s a funnel because usually each step in the process only asks you to do one thing. Unlike a shopify store is like, 8000 things you can order, a funnel always is like, each page has one specific call to action, like “Give me your email address.” Then you do that. The next page is like, “Watch this video and then I want you to buy this thing.” And the next page is like, “Here’s an upsell.” So it’s taking you through a step by step simple sales process, and by doing that two things happen. Number one, you increase how much money you get for every single person that comes in. Like every, all the traffic, each person that comes into your funnel, you’ll make more money from them. And second off, it actually gives them a better experience as well. They go through a funnel, they’re not being bombarded with all these options and opportunities. It’s just step by step, here’s the first thing you need, second thing, the third thing. And you take them down a path of success. So it makes more money for the person who owns the funnel, and makes a better experience for the person who is going through the funnel as well. So that’s a basic… PETE: Dude, that’s perfect. RUSSELL: I can go deep for years on this. PETE: I know. Russell, thank you so much, bro. I appreciate it, man. RUSSELL: Thank you man, that was fun.

Russell Brunson is the Co-founder of ClickFunnels which helps tens of thousands of entrepreneurs get their message out into the marketplace. He’s built a huge Entrepreneurial following and has written several books, including a new release, ‘Traffic Secrets.’  Listen today if you’re looking at alternative ways to get traffic to your business (other than Facebook)! To dig in further with Russell, you can get his NEW book here. Listen Today For, The importance of really getting a deep understanding of who your dream customer is and where they are ‘congregating.’ How Russell shifted the classic ‘Dream 100’ approach to a strategy that had a more exponential impact.  His ‘Hook, Story, Offer’ Framework that you need to weave into every step of your sales funnels.  A clue that can fix any funnel that isn’t performing. “The goal of the story is to increase the perceived value of the thing we’re going to offer them next.” Russell Brunson. Plus, • How Russell ‘digs for hidden treasure’ and his favorite tools for reverse engineering Ad campaigns. • How Brunson reaches out to Influencers and builds a relationship with them for future marketing partnerships.  • Russells take on what’s best - organic or paid traffic? “I love paid as opposed to organic because you can see instant results…but organic (as a long term plan) is the best kind of traffic because it’s free”. Russell Brunson. • What Russell is working on now and what challenges he’s taking on. • The affiliate link ‘afterthought’ that now brings in over a million dollars a month.  Click to find us on Apple Podcasts and other podcast players. 

Bricks and Mortar with Russell Thackeray Today we have a returning guest, Russell Thackeray. He's talking about his new venture into retail with a bricks and mortar business. He has found out that starting up again from scratch isn't quite as easy as he first imagined. Listen in and learn all about the pitfalls that Russell has encountered in his first 100 days. QEDOD.com? Four or five years ago, Russell divested his large training business 'to go solo' as they say. He'd worked in the consulting and training industry for many years, and decided to focus on two areas. These were the analytics and evaluation of OD departments and resilience. (OD means organisational development!) However, Russell spent all his time on resilience really. For example, he was building products, training programmes and skillsets based on this. As a result, QEDOD was born. Russell and a bunch of consultants follow the traditional model of money for hours, alongside some online training and revenue streams. What's interesting us that Russell is branching out into bricks and mortar. Bricks and mortar Russell is a great believe of practicing what you preach. It was when Russell was in a cafe that he saw a beauty bar up for sale, and wondered how much it was to buy (or rent) that space. Why? Because there are two things he knew about retail that works - experiences and niche. This space seemed perfect to create a heart for his new business and create a gathering point for training, consultancy and the other therapeutic practices Russell organises within his business. The soft launch is two days from the date this podcast was recorded! Russell's business has become a bricks and mortar business! The next 100 days... Interestingly, Russell doesn't plan 100 days out. Russell starts from the perspective of being interested, innovative and enthusiastic about something. What Russell wanted to do is create a training space and a therapy space, because he is good at those things. On the other hand, there was a real need to provide a retail element for the lease. This is something Russel hasn't done for a number of years. Russell's plan was to provide something high value, experiential and niche. So, he decided to retail CBD (Cannabidiol Oils), because linking this with a therapeutic practice helps its reputation, particularly in the UK. Additionally, it gives a unique aspect because CBD is often bought online or in shops that offer a questionable quality. Combining CBD with Russell's therapy practice allows him to, for example, run a sleep clinic. He can discuss the quality, the physiology, the psychology and the routines of sleep, AND use CBD as part of a therapeutic approach. The logic of this was incredibly appealing. Russell's business model is: Hiring the therapy room out to therapists Running therapy and training to courses and groups their selves The retail http://thenext100days.org/wp-content/uploads/2020/02/Pivoting-in-retail.mp4 Who will be your clients? There are two sets of clients. First of all, there's quite a lot of footfall. This is because the mariner in which Russell's centre is based is a huge, experiential endpoint. The second group of people are people who have a need for the sorts of therapies Russel's team put together. For example, people who have PTSD, who have stress or anxiety, people who want to live a better life, to make presentation skills better, a need for counselling. As result, Russel is witching from international work to being local - being part of a community. He will be getting to know the great movers and shakers and makers of his local market. http://thenext100days.org/wp-content/uploads/2020/02/Centre-not-shop.mp4 What's the primary draw into the wellness centre? This is a bit of a glib answer, but wellness. Because wellness is this idea of living a healthier and more productive life. It means living longer in a more productive way.

On this special 4 part series Russell shares 2 interviews from the On The Brighter Side podcast that he and his wife, Collette did with Monica Tanner. Here is what you will hear during the first part of Collette’s interview: What Collette thought of Russell when they met, and how they ended up getting married. What Russell and Collette’s younger years together were like, and how they struggled to start a family. The moment Collette first realized that Russell was such a big deal, and what she thought of it all.  So listen here to the super interesting first part or Collette’s interview with Monica in this 4 part series. ---Transcript--- Hey everybody, this is Russell Brunson. Welcome back to the Marketing Secrets podcast. I know this is the day you’ve all been waiting for. You had to hear me talk about myself again, and I apologize for that. But now you get to hear my wife talk about her amazing self and the experience and everything we kind of went through. So again this is part of a 4 part series. The first two are my interview with Monica Tanner on On the Brighter Side podcast, and the second half now, the next two episodes are Collette’s interview with Monica. So I’m excited to share this with you guys. This is only Collette’s second interview ever, so she’s been nervous, but she’s definitely coming into her own and kind of finding her voice, it’s been fun listening to her. So I hope you enjoy this episode. If you do please let me know, take a snapshot of this and post it on instagram or Facebook, and let me know your comments, I’ll make sure Collette reads them. With that said, I’m going to queue up the theme song, and when we come back, you’ll listen to part one of Monica’s interview with Collette. Monica: Hello, and welcome to On the Brighter Side. I’m your host, Monica Tanner, and I am so excited about my guest today. Not only is she one of my bestest friends, so I’m so excited to just sit here and chat with her, but she has one of the most amazing stories of just her really fun life. And I just wanted to ask her a bunch of questions and pull out some of the really cool details of her life that I think will just be really interesting and helpful to anyone who is in a similar situation. So I asked my friend, Collette Brunson, to come and chat with us today. Hey Collette, how are you? Collette: Good, how are you? Monica: So good. I’m so glad you’re here. So I wonder if you could just start by telling us a little bit about yourself and your family? Collette: So I’ve been married for 17 years, I have 5 beautiful children who are growing rather fast, and we are learning all the new steps of teenager life and things that come in those areas. I love health and fitness, it makes my day to be able to get a little something in for myself. So many things. I still have a toddler at home that keeps me running, and doing all the things, playing dolls. I feel like right now, that’s who I am. I feel like I’m a toddler, learning how to navigate teenagers. Monica: Yeah, so you are married to Russell Brunson, and we’re going to talk a little bit about him in this interview, and I just want to make sure everybody understands that I credit Russell with the fact that we’re even sitting here podcasting. Because I was at kind of an all-time low in my life. I had tried something new, I went back to school and it didn’t work out. So I was super discouraged , and just kind of trying to figure out what I wanted to do with my life. And your husband Russell came over and sat on my couch and he was like, “You should start a podcast.” And I was like, “What are you even talking about? No way, I have no idea how to do that.” And he’s like, ‘Oh yeah, you should do it, here’s how and you’re going to be great.” And I was like, “Oh my gosh.” And I did it, and it has been literally the most rewarding thing, obviously besides raising my children, that I’ve had the opportunity to do. So I’m probably going to give him a hard time a little bit in this interview, but just know that it is with so much respect and love and gratitude that I speak about him. I really do hold him in such high esteem. So I had the opportunity to interview him on the podcast. He was my 5th guest ever, and I was so grateful that he agreed to come on. He totally didn’t have to, but it was in the very beginnings of the podcast, the audio quality was horrible, but it was a really good interview, and I noticed a few things. First and foremost I noticed that when I introduced him, I introduced him as my really good friend, Collette’s husband. So I made sure that he was, he is kind of a big deal, but first and foremost he is your husband. And I also noticed that my love of interviewing came through. Like you could tell that I love interviewing people and hearing their stories. And it was so fun to interview him. And we started off my first question was, “How did you Russell, as a goofy wrestler get this amazing, gorgeous girl to marry you?” and he told the story, and so now I want to hear your version of the story, of how you met and fell in love with the goofy wrestler. Collette: Russell and I met at Boise State, we are a product of the singles ward. So in the Latter Day Saint Community, the singles ward. So we, here’s the thing, Russell is 5 ½ years younger than I am, so when I first met Russell, you’re right, he was a goofy wrestler, he was just fun, his apartment was fun, and we did lots of things together. My roommate and myself and his apartment, they were known as the wrestling apartment. And it wasn’t until October, I believe it was October, and we went to a youth activity at the corn maze and we were goofing around and being silly, but Russell, you could just feel his energy. So that was kind of the kick off. And then once our apartments kind of got closer in friendships and things like that, the more we would talk about qualities our spouses would have. And the more he talked about the qualities his spouse would have. I kept thinking, oh my goodness, he’s checking the boxes of me. And I’m like, I can’t fall in love with somebody that’s 5 years younger. Who are you kidding? He can’t support me. So yeah, we kind of… Monica: That’s a funny thought. Collette: I know, right. I’m like, how is going to support me? And it is funny because I work hard, you know what I mean, but I wanted, my dream was to be a mom. So it came out in January that I liked him. And he was floored because he never in a million years would Collette Brunson like Russell Brunson, or whatever my maiden name was at the time. So yeah, we started dating and it moved rather fast, so we started dating in January. By April we were engaged, and August we were married. So once the I love you’s came out, it was moving and grooving. Monica: It was time. So when you were first married he was wrestling at Boise State and you were supporting him. He couldn’t get a real job because of wrestling, but he started selling potato guns online. Were you ever like, “Oh no, what have I done? This guy is totally crazy.”? Collette: Never. I enjoyed, because when you’re first married, you’re super duper in love and you’re like, “I’ll follow you to the moon and back.” And so we always, I don’t know, just did really goofy things. So when he’s like, “I’m going to make a product out of potato guns.” And I’m like, “Yeah, do it.” And you know, it was during spring break and his wrestling buddies were off to Vegas doing their thing, and he and his buddies stayed home trying to support their wife’s that are working, loving Russell. So nope, I was never like, “Oh my gosh, what in the world?” I was right along there with him filming them do their thing. And just out there having fun together. Monica: That is so cool. So when I was interviewing Russell, I asked him about his failures. And he talked about, I love the word he used, he called it cycles,  not failures, he cycled. And almost went bankrupt a couple of times. And I wondered if you could talk about your experience in the early years and what it was like for you to be kind of successful and then lose it all, and then cycling like that. Collette: Okay, you know what, it’s kind of funny. I feel like I live in this little bubble of protection. So Russell is the kind of man that kind of kept it to himself. I didn’t know he was cycling until it was really bad. Our boys were little and remember it being December and I kept saying, “We should go to Disneyland for their birthday. They’re December birthdays, let’s go do Disneyland.” And he’s like, “Um, we don’t have any money.” I’m like, “What?” It’s just kind of one of those things where he was trying to protect me, but I do, it’s just so cool when you do cycle, how you build a stronger relationship and how to get through all the tough times and the scary times and you make it work. And I never was really fearful, I mean, Russell’s brain is always constantly working, and immediately, I’m not going to lie, we did hit our knees together and said a prayer, trying to bring some comfort into those hard times, like always. But I was never afraid. But I think that’s just because I grew up in a super duper humble setting and we didn’t have a whole lot and I worked really hard for things. So I kept thinking to myself, if I need to I can get a job, I can help out where I can. So I was never super fearful, I guess. Monica: Yeah, you always believed in him. Collette: I always did. He just, I don’t know, he has a really good way of making you feel certainty, I guess, when he was not certain. All the uncertainty for him, and he just did a good job of making us feel safe. Monica: Yeah, so there’s this picture floating around the internet of you guys cutting up all of your credit cards, and you look kind of sad, and you know, not horrible, but you know it’s like, “This is really hard, we’re cutting up all the credit cards.” What were you thinking in that moment and what got you through those months and those years when you just had no clue where money was going to come from? Collette: Okay, so I’m going to just say, I love our younger years, and our cute little humble duplex that we lived in and I do remember sitting on there being silly and acting like, “Oh man, this is the end of the world. I’m cutting up my credit cards.” Because it was actually a relief, because it’s so easy to just go wrack it up and spend and spend and spend. So when we did cut them up, it was actually a sense of relief to move forward and create a new beginning, but work harder than I’ve ever worked before. I had an awesome job, I was able to make the payments needed for the loan that we had acquired, which was my in-laws, they helped us out, and we made payments to them. But yeah, I just, I don’t know. It was fun. And I do remember selling CD’s, like all my music CD’s. I went to Hastings and I sold my CD’s one time for grocery money, and just different things, getting creative on how to make ends meet, and we did. And it’s seriously one of my favorite times in our lives. Monica: I remember those younger years when we nothing, but we had each other and it was like, fun. Collette: We’re invincible, we can do this. Monica: Yeah, we weren’t wasting away by the side of the road, we had what we needed. So you guys tried for a really long time to start your family and there was some heartbreak and some hard times in there. Can you talk about what that was like for you, and did you ever think that you really wouldn’t be able to have kids? Collette: So when we got married I was 28, so by the time we were seriously thinking about having children, I was in my 30s. So yes, it did cross my mind. I’m like, oh my goodness, is my body starting to take over with age, and I can’t have my baby? And there was heartbreak, because some other members of my family, and I feel like fertility was super easy for them and they would be instantly having kids. So for my journey in trying to have my family took, we always have a timeline in what we think, the way it should happen. Yeah, we did, we went on fertility. And I remember the very first time I started the fertility process was when Russell was at the PAC 10 tournament, we were in California and I had to start the injections. And I just remember to myself, I don’t know what I was thinking actually, like holy cow, what are we doing? But I wouldn’t have it any other way, because I feel like once my body did get pregnant, holy cow, no holding back. My family came and there’s a lot more stories out there that are heartbreaking, and I don’t know if I ever felt like I would not have children, so I was super hopeful. And really once we did start the process it was 3 months in the fertility world that we conceived and found out we were having twins. So I don’t know, it was a fun time. Monica: Yeah, and now you have 5 happy, healthy, gorgeous kids. They are some of my favorite kids. Most of us have gotten to know and love them. Is that what you always envisioned, or did you think more or did you think less or was it just right? Collette: You know what, okay, so I don’t come from a very big family, so when we had the boys, my body got, I mean, I got pregnant right away after having them, and I actually miscarried in between there, which made me think, I’m going for it. I just want my family, let’s get them here. My time clock is ticking. So in between there Ellie came, so they’re 18 months apart and I was good. Three is my number, it’s good. Until the overwhelming feeling of these cute other spirits, 4 and 5 came. But yeah, I never thought in a million years I would have 5 children, ever. I find myself to be the least patient person. Monica: Oh my gosh, that’s not true. Collette: I’ve learned. I’ve learned how to be patient, but there’s a lot of times too, never in a million years, how do I have 5 children, its insane. Monica: Well, they’re so cute, for sure. So as you were raising these 5 children, and they were close together, so you were really busy with young kids for a long time, and still kind of are. Did you ever feel resentful about being at home while Russell was out there kind of making his dreams come true and you’re here with all these kids? Collette: I was never resentful, but I did get a little jealous sometimes. Because I was the one getting up and getting ready for work before he became the office man or the entrepreneur man. But yeah, I was never resentful but I was a little bit jealous sometimes. You’re like, “Oh, I would just give anything to get out for just 30 minutes, and take a minute.” But I find myself super blessed because once Ellie was born we were able, we were blessed to be able to bring somebody in to help me out a little bit so I was able to go grocery shopping without kiddos or run some of those silly errands. Monica: That’s awesome. Collette: Never resentful. Monica: Yes. What do you think has been the biggest challenge you had to overcome in your marriage or in your life together? Collette: Okay I think the biggest challenge that we have, I think is sometimes feeling connected, because I don’t talk Clickfunnels, or I don’t talk entrepreneur talk. So Russell talks to everybody else who speaks his language, so I always feel like our biggest struggle is when I don’t give enough appreciation to Clickfunnels or to anything that he has created. So sometimes I feel like the gratitude there, or the appreciation was out of alignment, and then I feel like also the other struggle is communication. I feel like we’ve worked on that a lot throughout our marriage, but I feel like we get going a thousand different directions, he with Clickfunnels, me with the kiddos, which by the way, he’s a super awesome dad and being involved. But sometimes we’re crossing paths and the first time we see each other for real, or for a real conversation is when we’re too tired to talk. Anyway, that’s been kind of our thing that we’ve been working on and just growing, our conversation, learning how to communicate with each other, because sometimes we’re like, “How do we not talk about the kids? How do we not talk about Clickfunnels?” Monica: Yeah. Collette: Anyway, just to find a common thing to talk about is….yeah. Monica: Yeah, and I get that. I think other wives can relate to that because there’s husbands with hobbies like golf or sports or something and you know, you want to be supportive and interested, but you’re kind of like, I don’t really talk football-talk, or you know. Collette: I’m not speaking your language. I’m going to support you… Monica: Your eyes just kind of glaze over. You’re like, ‘I hear you, that sounds awesome.” Collette: I hear you and I love you. Keep up the good work. Monica: Yeah, good job. So let’s talk about stuff at work. I’ve heard you talk in another interview about the moment when you realized kind of the impact Russell was having on other people. And you probably didn’t know because he doesn’t share a ton of that with you. What was that like when you realized, “Oh my gosh, this is Russell and he does all these things for all these other people, and I had no idea.”? Collette: It was after I had Norah, our baby number 5 and she was 3 months old when the very first Clickfunnels even was kicked off in Las Vegas. And I remember going and walking into the event room before anybody was in the event, but we walked in just to see the process of it being set up and how it looked. And I broke into an ugly cry, and Russell’s like, ‘Ugh, I don’t know what to do here.” And I’m like, “Give me just a minute.” I just said, “I don’t understand. All of these people are here for you?” and he’s like, “Well, yes. They’re here to learn what we teach in marketing and things like that.” And I’m like, “I’m finally seeing that.” Because being at home with all the kids and surviving daily life, keeping them alive, I just kind of… You know, he goes to the office and does his thing. So the first time for me to realize that he was, had an influence on so many people was super overwhelming for me, which is a really good thing for a wife to see, because the greater appreciation and like, “Oh my gosh, keep up the good work. This is amazing.” But I did do an ugly cry for probably a good 30 minutes and trying to catch my breath, realizing who he was. It’s kind of funny, I don’t know. Monica: That’s awesome.

Resources: Stride 4-hour workweek — Timothy Ferriss The 15 Commitments of conscious leadership Mastermind: workhardplayhardpodcast.com/mastermind Connect with us on Instagram: @kimmurgatroyd | @robmurgatroyd In today’s episode, I chat with the fascinating Russell Benaroya, on everything from how his Jewish heritage plays an important role in his life, to college education and entrepreneurship, the value of time and his attempts to create a sacred space for his relationships with his family. In This Conversation We Cover:  The importance of Jewish traditions and beliefs to Russell. Russell’s education and the importance of this in entrepreneurship. The free space that higher educational institutions provide. Why Russell moved to Seattle. His move from investment banking to entrepreneurship. The setting up and the drawn-out process of selling his sleep medicine company. What Russell means by “finishing the game” before moving to the next one. Stride and the “zone of genius”. The value of time. How outsourcing is so important. Russell’s ultramarathons. Living in Costa Rica. The importance of relationships and building space. Geographic independence and Russell’s livelihood. Working through Russell’s daughter's transgender needs. To learn more, and for the complete show notes, visit: workhardplayhardpodcast.com Work Hard Play Hard is a production of Crate Media

Let's connect! Go to advanceyourreach.com and like us on Facebook. Over the past 10 years, Russell has built a following of over a million entrepreneurs, sold hundreds of thousands of copies of his books, popularized the concept of sales funnels, and co-founded a software company called ClickFunnels that helps tens of thousands of entrepreneurs quickly get their message out to the marketplace. That’s amazing. But not why we are talking to him today. Russell is the world’s highest-paid speaker – generating over $3.2 million from one 90-minute talk. He’s not a former president or a celebrity – he’s the founder of a tech company. Today he shares how he made that happen. This interview is full of actionable tips for you! Enjoy! PLUS: How he grew his own events from 0 - 5,000 people in the last 5 years. What lights him up and gets him out of bed every day & the people that inspire him the most. Human Connection: Why events are the most powerful superconductor in a digital world How he evolved as a speaker, and exactly how to apply this to your own speaking! Why Building a brand culture is important and the secret to creating a culture at your events And so much more… Quick Episode Summary: 0:08 Welcome Russell   1:28 Click Funnels hits a milestone 1:41 What Happens in the green room 2:21 How Russell created the Clickfunnels culter 4:02 What Russell learn from Tony Robenson events 4:59 My AHA moment 6:40 Making swag an experience 7:53 Russell’s secrets for packing out events 10:31 Why events are the hardest thing to sell 13:11 What you can learn from Russell mistakes 15:00 Russell's advice to first-time event planners 17:03 Russell’s first experience with public speaking 21:12 The power of the “speak to sell stage” 25:39 What Tom Ziglar taught me about commitment    26:11 How to get on the Clickfunnels Stage 30:13 Do the stuff, don’t just each it 30:30 The biggest mistakes you can make on stage 32:34 Serve first 33:22 The most influential speakers for Russell 35:25 Russell’s prediction for the best up-and-comer 40:33 Russell’s most mind-blowing green room moment 43:31 How to get Clickfunnels for free 44:00 Russell’s final piece of advice for you 48:03 My takeaways LINKS: russellbrunson.com  clickfunnels.com Russell on Facebook The Tipping Point Book Learn more about Pete Click Here to get Clickfunnels for FREE

Telling Your Nonprofit's Story with Dawn Gluskin Dawn Gluskinhas spent the past 12 years in the electronic distribution field. In 2008, she became Founder and CEO of SolTec Electronics, an independent distributor and procurement partner to OEM and EMS companies for hard-to-find and obsolete electronic components. A true entrepreneur story, she started SolTec by herself, working from her home office (when her first born daughter was just 6 months old) and quickly grew the company from $0 into a multimillion dollar revenue generating firm. As one of the pioneers in the movement to detect counterfeit components and clean up the supply chain, combined with a strong social media presence, SolTec achieved much notoriety in the industry during their 6 years in business. She has brought her accounts & expertise over to North Shore Components, an industry-leader in the counterfeit detection & avoidance movement with an ISO/IEC 17025 certified on-site test facility, OEM excess inventory in house, and AS6081, AS9120, and CCAP-101 certifications. Read the Interview Hugh Ballou: I met Dawn at Shannon's Business Acceleration Summit. Dawn is also a presenter at CEO Space. She's gone from zero to 97 in about three seconds. Her sweet spot, Dawn, tell us a little bit about your background and why do you do this? What is it that you do? Tell us a little bit about that and why. Dawn Gluskin: Sure. Thank you. Yes, I'm Dawn Gluskin, and my company is called Blissed Communications. I help entrepreneurs and nonprofits and leaders tell their stories that need to be heard in the world. I do this because it's a really brilliant, powerful form of marketing. If you want to connect with the heart of your people, if you want to move people, if you want to impact people, you have to be a good storyteller. You have to be open and vulnerable. That is where all the connection and the magic happens. I teach this. I also work with people one on one to help them write their signature stories or website copy. All that good stuff. I also help them through their mindset and get to the heart of who they are. Sometimes, why people don't tell their story is because either they don't think they have a good one, they're not interesting enough, nobody cares, or they're scared to tell it, people are going to judge me, all that stuff as well. You, Hugh, asked how this got to be my message and my mission. That is actually a great story. I always knew I would be a writer when I grew up until the world convinced me I would never make any money doing that. So I went to school for business instead. That is what got me started in sales and marketing. I have been doing that in some capacity for the last 20 years. My journey took me accidentally into the fabulous ultra-sexy world of selling electronic components. I did that for 15 years. I was selling semiconductors to Fortune 500 companies. Made a lot of good money doing that. Started my own business. Went from zero to $3 million in revenue in our first two years. I always tell everyone I had five great years in that business. We were open for seven. Long, painful story short, ended up having to shut that business down. We lost a lot of money and couldn't keep the doors open anymore. We had some government regulations come down that affected our bottom line. I went from zero to $3 million back to zero again. I carried a lot of shame around that. What's next? I had to go back and work for one of my old competitors while I tried to get my life together. I realized two things. I was the same person who still achieved all of this stuff in the first place. Sometimes we have a failure happen, and we think all the good stuff we've ever done has been wiped out. I never wanted to sell electronic components when I grew up anyway. I wanted to write and to help people. So what ended up happening is I decided to write a blog post for The Huffington Postcalled “The Power of Owning Your Story.” The premise was either you own your story, or it owns you. What it owns you looks like is carrying around shame. I don't want them to find this out about me because they will judge me, they won't like me, they won't want to hire me. I came out, I told my story, and two things happened. That weight, heaviness was lifted. The antidote to shame is vulnerability. It was no longer a burden. The other thing was people were reading it and thanking me for being vulnerable, “You inspired me to share my story. Can I hire you? I want you to help me write my story.” That's how my new company was born. I realized there is a big need for that in the marketplace. People want to see more vulnerability, more authenticity. Stories are powerful. It is a way to make instant connection. I signed a five-figure contract from a blog post, which is unheard of typically. There are many meetings and things that have to take place to gain that level of trust. But stories connect that deeply. Here we are now. I am doing what I love, so that universal 2x4 over the head when I lost my business was actually a blessing in disguise. That is where I am now, and I love helping others tell their story. Everyone has their own version of that, their own signature story, that helps them connect. Hugh: That is a powerful reframing. We let those situations define us, and those are really learning opportunities, aren't they? Dawn: Yeah. Yeah, everything is happening for us instead of to us. If you can take that on in your life, that simple statement, it's really powerful. What's the gift in this, I always ask. What is the gift? Why is this happening? What is the blessing here? Hugh: You said you didn't want to sell electronic components when you grew up. That is one of the differences between men and women. Men never grow up. We define ourselves in funny ways, don't we? I think you're being transparent and being vulnerable with that story can in itself inspire a lot of people. You help people market by defining their language, building their story, building that whole image, that verbal image, to attract their market. Dawn: Yes. When people put themselves out there, whether it's on their website, their copy, their message, their emails, their social media, a lot of times people- How do I say this? They don't put their whole heart forward, their whole selves forward. What you end up seeing is some very boring, bland copy that doesn't tell the story. It doesn't give the readers any- Why do they care? They are afraid to come out and be who they are, or they don't have the right words to say it. It's all in their head. It makes perfect sense in here, and they try to put it out there, and it's just not connecting. It's not easy to do, especially when it's your own story. You have lived your life for X amount of years, however long you have been on this Earth. There is a lot that has happened. How do I take that and put it into this, something that will make sense in my business? That is a challenge for people. But when you get that right, it really opens up everything. Hugh: Why do people feel like they can't talk about their story? Why do they feel insecure about being able to share a story? Is it that they think they are putting too much attention on themselves? Why don't people embrace this? Dawn: There are a few different things. One is putting attention on themselves. When it comes to sharing the highlights and big achievements and accomplishments, a lot of people are humble, so they don't want to come across as bragging. They just feel uncomfortable about bragging themselves up. That is one thing that happens. Another thing is people put themselves in a box. There is a rulebook about what you are allowed to say, what you are supposed to say. Maybe a coach or a consultant, they have had some training about ten things of what not to do. We have all these rules in our life that become ingrained, so there is a lot of confusion around business and personal. Some people, the old school teaching is you keep them separate. They are two different things, and you don't overlap them. There is a new paradigm in business where it all overlaps a little more, especially with social media. There is so much transparency going on. There is so much visibility. If you have a corporation and you have an oopsy-daisy, you can't sweep that thing under the rug. You have to own it. You have to say how you learned, how you are going to be better because of it. That is a new way of doing business. People are used to doing business the old way, “Nobody cares about me. It's just about the business,” but it's all intertwined. Especially with the millennials coming up, they are all about transparency, all about, “Who am I spending my money with? Can I trust you? Are you going to do what you say you'll do?” What better way to gain trust than by being open and by sharing your story? Hugh: There is your story, and there is also the story of the value of the work that your charity is doing. We are talking to clergy, nonprofit leaders, community leaders, organization chairs, association chairs. We are talking about people who- In my experience, organizations are not really good about sharing their story about the impact that their work has. There is various kinds of stories that I'm thinking about. When you are raising money, you are talking about the value of what you're doing and the programs you're doing and why it's important. But it's also important to describe the impact of what we're doing. Dawn Gluskin is an expert because of her experience in life, in telling, in helping people tell a story. What I'm hearing, and I'm not sure you've used these words, but I'm hearing you talk about how to create a compelling story that has impact on the listener. In a nonprofit world, we are talking about the impact that we have on people's lives. Speak to that a little bit, would you? Dawn: That is a brilliant distinction. The story always has to be about a person. It could be about the movement. It could be about what's possible in the future. I'll give an example. You and I were together at a summit, the Business Acceleration Summit, this past week. They had a dinner where they always invite a nonprofit. The nonprofit they invited to this particular awards ceremony was the Children's Hunger Project. Their mission is they collect and pack food and they give it out to the teachers for children for their schools to take home on the weekends. During the week, they get free lunch. On the weekends, they go home and are hungry all weekend. They started this program to make sure they have food on the weekends and during the summer so they are always fed. An example of what happens sometimes is a nonprofit might talk about the features of what they do. The features of what they do would be we collect food, we package it, we give it to teachers, and they pass it out. They are telling you the how of what happens. Inside of that, you might be like, “Okay, that's a worthy cause. I want to get involved.” But if you want to bring it to the next level, you bring in the story part of it. You bring in what's possible. They did a brilliant job of this. They showed a video at the dinner that was really good. They interviewed one of the teachers. What they said was they have 3,000 children who qualify for this program and who need food over the weekends, but they only currently have enough money and products to feed 1,500. They give the food to the teachers, and the teachers have to dish it out and decide who gets a meal this weekend. One of the teachers was talking about how heartbreaking it is and how one of the students came up to her and was crying when he found out he wasn't going to get a package to take home that weekend. He was like, “But I need it. I'm not going to have any food all weekend.” She was in tears, and the whole room is in tears. It goes from collecting food and passing it out, to this is a real person. He is going home without food. Can you imagine going a whole weekend without food? That is the power of how you can show your people, connect with their heart of what you are really doing. Hugh: That is powerful. I do remember that. They are raising money, but they are not raising enough money. In a place like that, they need to be able to accelerate their level of impact to donors. I am thinking there is a number of places that stories could be important. I am going to toss it to my co-host Russell David Dennis. He is the good-looking one on the other side here. Russell, in Aurora, they put Denver on the map, Aurora, Colorado. Russell, you worked inside of a nonprofit for 11 years, I happen to know. You were the person that helped them source funding. As you're hearing her talk about stories, it would occur to me that there is more than one place that we need to develop stories. What are some of the things that come to mind for you? Russell Dennis: The trouble with stories are they are kinda a double-edged sword because Dawn talked about mistakes. I've had challenges. Who hasn't? But we get stuck in the stories of a bad experience, and we drag that around. We can tell ourselves these stories that stick with us even though they are no longer true. If we are stuck in the wrong story, we give off the wrong vibration. Here's the thing. We are telling stories. Nonprofits, you are telling a story, whether that is consciously or unconsciously. What comes off unconsciously a lot of times is scarcity. We don't want to sound like we don't have any humility. We don't want to brag. The fact is that nonprofit leaders of these organizations that are serving people are bringing all kinds of value out there. You're not showing up with your hat in your hand. All of these catastrophes can turn into superpowers when you put them into perspective. When you talk about these catastrophes and they don't have any power over you, people relate to you. Whoa, okay. It's some Superman figure that is worth a billion dollars. That is not their experience. They can't imagine being in that place. Where does that level of consciousness connect? Heroes are people who others can relate with. They can relate with, Hey, they've been down, they may be experiencing some of that right where they are at this moment. They are down, they are struggling, they are having a hard time. But you come back. Ordinary people overcome extraordinarily bad circumstances to become heroes. People fit into that story. They want to be a part of that. They want to relate to that. That's how you make that connection, that emotional connection. Vulnerability is a part of that. Vulnerability, transparency, authenticity, they want to know that you're real. People who can relate to you are gonna support you. It took a while to work its way back around, but relationships. Everything is based on relationships. Where there is any type- To be successful in any area of your life, you have to build good relationships. Where nonprofits are concerned, they tell a story of scarcity. They tell a story of hard times. They pull on the heartstrings. Yes, there is need out there, but when you go out there and your narrative is about, “You know what? We gotta have this money because I don't want to lay these three people off in the back office. They're really nice people,” what you're doing is talking about what you need. The narrative needs to be on, “Hey, these are the people we're serving. We are bringing massive value here. Here is how we are making a difference in the lives of people who started at Point A. We move them to Point B with your help. But to move them to Point C, we want to partner with you to do this.” What does partnering mean? It could mean writing a check, it could mean serving on a board, it could mean volunteering. It could mean any number of things. But you have to determine what that is and talk to people in a way that resonates with them. Find out what matters to them, and explain how you're solving a problem for them or bringing them value. It's not about you; it's about all of these people that you're serving and the people paying for those services. I gotta take in some air and get off my soapbox because my coffee's getting cold. Hugh: Those are good points. Dawn, do you want to respond to that? Dawn: Yeah, I think you made a lot of good points there. First, when you talked about sharing your story, some people, the double-edged sword, you say, there is the story that we have that's in our head that is controlling us, the narrative of our life, the story of “I'm not good enough. I've only done this.” You're right. It does put off a negative energy. We really have to heal our stories. That's what I talked about in my blog: the power of owning your story. You either own it, or it owns you. When you just accept all of the things that have happened, they are just things that have happened. This happened in my life. If you go back in your life and you look backwards, you can almost see how it's all meant to happen and how one thing leads to another. You get stronger. You get smarter. How can I leverage this? How can I turn my pain into passion, my mess into my message? When you do share your story, you want to come from a place of inspiration, of where you have done the healing. We are not telling stories like, “I want my sympathy. Feel sorry for me.” Telling our sob stories. Okay, why isn't the money pouring in? It doesn't quite work like that. But you can tell your failures or your mistakes or the things that have happened. This is how I healed from it. This is how I learned from it. People feel empowered from that. People feel your heart. This is why I called this “Connecting to the Heart” because that's what stories do. We see ourselves in each other's stories. Russell: Dawn, what do you find is the toughest part of bringing somebody from that place where the story is not serving them to- You meet them, and it's like, Wow, you are doing some crazy good stuff here. But you are having the conversation, and somehow they are just missing the incredible power that they have. How do you go about shifting them from that place where they might be stuck in that story to recognizing how remarkable they are and how they can actually communicate that in a way that resonates with other people? Dawn: I would usually do mindset work. Mindset in being that we all have beliefs running in the background, these programs that we have picked up on since we were children from our parents, our family, our teachers, the TV, advertisements. We get all these beliefs about ourselves. For women, with all the advertising about if you lose ten pounds, everyone is going to love you. You will be amazing. That program, because I'm not good enough, I'm not pretty enough, I'm not thin enough, everyone has their version of these programs that you have picked up. It's really about reprogramming your own brain like reprogramming a computer. You have to put in good data. You have to rewrite it. I recommend journaling as a really good way. All of the things you want. I am powerful. I am enough. I am beautiful. Rewriting things until you believe it. Just every day, revisiting. When that voice comes up, not giving it power. The voice in your head is not who you are. You can just say, “The voice says I'm not good enough, but the truth is I am more than enough. I am a child of God. I am pure love,” whatever it is. You just rewrite them. Moment by moment, when you hear that negative thought coming up, you recreate it with a new thought. That works powerfully. It takes some time and commitment, but you can rewire your brain. Good stuff. Hugh: How do you help people who are stuck? Russell and I deal with people every day who get stuck in a place. Your title “Own your story or it owns you.” That is a really good synopsis of how we all get there sometimes. What you did is have a conscious action to say, “No, that is not going to define me because what's inside me defines me.” Not everybody has that ability to do that. When you find someone who has a compelling story but they need to have that kind of breakthrough, how do you help them find that? Dawn: I can talk about this now, how I lost a $3 million dollar company like it's what I had for breakfast. I had a banana and a green juice, and I lost a $3 million dollar company. It's easy to say now. But to be clear, at the time, it was incredibly painful. I lost all my money. I was in debt. I had to go work for a competitor, which is the biggest piece of humble pie you could possibly eat just so I could pay my bills. I had gone from being inThe New York Times and on the cover of all these local magazines, a hero, to nothing. I felt like I lost a piece of my identity. I was broken. I did a lot of the suffering and the “Why me?” and “What did I do to deserve this?” and “Nobody is ever going to want to work with me.” I had peaked. I was 35 at the time. This is it. This is the best I'm going to get, and it's now just downhill from here. That was all going on in my head just to be clear. It went on for a while. It took several months for me to get out of it. But what I did was I called in my support, my people, my angels, and had people reflect to me. “No, Dawn, you're still an amazing human being. You're still the person who created a $3 million dollar company at age 30.” They just reminded me who I was. Everyone needs that person or those people in their lives to be a mirror and to pick you up when you're down and remind you of who you are. I think that's important. I just did the work. To me, it's journaling and meditation, taking care of my body physically, doing all that work. Sometimes we do get in a rut. And that's okay. But don't just stay there. Pull yourself out. Remember who you are, remember why you're here on Earth and what you're here to do and create. So that's what I did. Hugh: Wow. My dear, that is wisdom that is far past your years, your chronological years. That is very rare. A couple old guys here. Dawn: There is an old soul in this body. Hugh: I see that. But you're actually accessing it and using it and using it to influence other people. We are at the halfway point in our- We can talk all day on this stuff. I try to keep it under an hour. Let's go back to the marketing piece. We have talked around it. I like to go back. Nonprofits, which is a stupid word, we are talking about instead for for-profit companies, for-purpose companies, social capital companies, charities. Dawn: I like that. Hugh: We are a tax-exempt company. We must embrace business principles. One of them is marketing. There is this whole anti-business thinking that goes on because we start with this nonprofit thing, which we dumb down. We think scarcity when really there is abundance out there everywhere. It's there. It's there for us to utilize because it's not about us. It's about the vision. It's about the good we're doing. I do find that there is a lot of people that are having trouble making that transition. They are living in this scarcity mindset. Let's go back to talking about the importance of marketing and the importance of having this language piece down. Dawn: Marketing is the vehicle that you are using to get your message out there. It's how you go from the purpose, the passion that's in your heart, and expressing it in a way that lands with the hearts of the people that you want to move and inspire and get on board. Like I was saying earlier, the #1 mistake I see people make—it happens in nonprofits and small businesses, too—is where people talk about the features instead of the benefits. The features is we are going to take your money and buy this, and this, and this with it. This is what we do. It's important information. I'm not saying people don't need to know that, but what moves people is the benefits. How is your donation of time or money going to help us change the world together? How are we going to impact these lives together? Using specific examples, the little boy who goes hungry every weekend when he doesn't get his box of food, that will inspire someone to open up their wallet and pay and donate or give up some of their time on the weekend and help package those boxes. Your marketing message really needs to be about painting the picture of tomorrow, a better tomorrow, a better future. How are we going to make this planet better? You have to empower the donator, empower the person you're talking to, and reach their heart. Say you make a difference. By you opening up your wallet or by you donating this time, this is the effect it will have. We will feed 10 kids this weekend who would normally be starving until Monday morning. You will make a difference in their lives. You have to bring it home for them, make it real. That is what storytelling does. There is a saying that data tells and story sells. The reason story sells is because stories go to the heart. It paints a picture, you can see it in your mind. It's almost like you are taking that money and its' going straight to the little boy. Otherwise it's like I give the money to you, and hopefully you'll do right with it. You have to show them, show them your heart, show them what's possible. That's powerful marketing. It's truthful marketing, too. There is no gimmick. It's just speaking truth. Hugh: Do you work with people in a done-for-you work style, or do you teach people how to do it, or both? Dawn: I do both. I have digital programs that will teach you how. I actually have a free offering on my website that is called Brand Story Mastery. It walks you through the steps of telling your powerful brand story. You can go to BlissedCommunications.com and download that for free. Then I have other levels. I also have one on one. A lot of times, people ask me to write stuff for them. I don't like writing; it's so hard. Can you do that for me? We do that as well. Hugh: I have heard testimonies about the work that you have done for people at the conference where we were last week. Shannon was talking about how powerful your story was to help get the message across. Because it was a good story, it was picked up by more media. That is the other piece. We don't really know how to do things. What Russell and I try to do is we try to convince leaders, no matter where they are, to hire someone who is better than them who can get the job done. It's hard getting over the hump of we are spending money we don't have. No, you're investing in a process to generate more capital. So speak to that. The story, we have talked around that, too. The impact of that story. As I am thinking back over specific situations, I have worked with charities who have hundreds of stories. They have not written up a one of them. Dawn: They are sitting on a gold mine. Hugh: They are. It's BlissedCommunications.com. I am guessing your blog is there, too. Dawn: Yes. Hugh: They go there, and they can get the whole thing. There is a problem here that we're addressing. There is a system missing. Yes, it's a marketing system, but it's also- We're sharing the impact of our work with people who could make a difference. We are creating a legacy in doing this work. We would like this legacy to go on- I'm a founder of a nonprofit. I'd like it to go on past my lifetime. It's to everybody's benefit that we tell the story. Let's talk about systemically. The program that you have for free, could a nonprofit leader, if they wanted to get some board members or some volunteers to be the primary writers, is that a head start for them to get their head around the way they can write and what they could write about? Dawn: Yes, absolutely. I really try to simplify the process. You don't have to be a writer. You don't have to be a good writer to do this process. I call it the Three C's of Storytelling. The first C is Clarity. The second C is Creativity. The third C is Connecting, connecting the dots. With clarity, you want to know exactly who you are talking to. Who is your ideal client? I say that when working with business, but who is your ideal volunteer or donor? Who are they? What gets them excited? What are they passionate about? What keeps them up at night? You really want to know who you are talking to because that makes all the difference. When you write copy, you want it to be like when the person is reading it, they are like, “How did you get in my head?” That's how you know you have done the right copy. Another mistake that I talk about that I see happens a lot is people are too generic, too vanilla, whatever you want to call it because they want to talk to everybody. We don't want to exclude everybody. I don't want to just talk to moms and business owners; I want everybody to be my customer or to be a part of this. For some companies ,that might be true. But usually it's not. Usually you want to hone in on who is the most powerful, impactful person to connect with your organization. That is who you are talking to. Naturally, you will pick out some other people outside of that. What happens when you are talking to everybody, you are talking to nobody. Nobody is so moved, wondering how you got in your head and are reading their mind or is so moved. You want to inspire people that way. You won't be for everyone, and that's okay. Being really clear about who that person is. Being clear on why. What is your why? Why do you care so much about this? Nonprofit leaders especially. It's grueling work trying to get up and running. It takes a lot of time, money, and effort. You don't always see the results right away, so why would anyone want to do that? Because you want to better the world. You want to better humanity. Expressing that is super important. Also being clear on why you. Why do you do it differently? Why are you the one to lead this movement, lead the charge? You want to express that, too. So being clear on what I call all the foundational pieces of messaging. Once you have that clarity piece, then you can move to the creative piece. The creative piece is, “Okay, what stories can you tell?” Whether it's your own personal story of why you started the nonprofit, whether it's the stories of the lives you have affected, the before and the after, the person who was living on the street, worked with you, and now has a house and a job, whatever it is, that creativity. Compiling a list of stories. Then connecting the dots. Putting it all together. What stories can I tell that make sense that connect with this audience and move this mission? There is some finesse. I walk everyone through it. That's really it. That's how you simplify it. The biggest piece that people miss the mark on is the clarity piece. Who are you talking to? Why you? What do you do differently? If you can nail that part of it, the rest falls into place. Russell: Dawn, if that was easy, everybody would be doing it. They need to have- I needed guidance for that type of stuff for myself in shaping my business, reshaping it. I am still doing some reshaping because there are things I need to do. A lot of times we don't know what we don't know. With nonprofit leaders, people look at several bottom lines. What are the outcomes that people are having, that ultimate impact? What are you spending? The majority of that work is not gonna fit neatly on an income statement. It just doesn't. Storytelling can become a big piece of how you measure what's going on. The best people to have tell stories are the ones who are getting the services. I start it here, I was working with this foundation. After a couple of years, I am in this different place. That is really powerful. That movement, this is the thing you're not going to get looking at a report. Real human beings. This work that Hugh mentioned that I did was with a Native American tribe. You get people that walk in and they might walk in for one thing. Having gotten to know the families, it's almost like I know where all the bones are buried. There is not a number in front of me; there is a person who I have gotten to know personally. You understand that. That connection is powerful in making sure that your donors and other supporters understand that. What's important to them? Tell that story. I'm not everybody's flavor. I know other people, and there are other people who are a better fit. This is where collaboration can be very important. in terms of collaborating or building collaborations, you probably run into people that you work with, who you told stories, and crossed your mind that, “These guys are doing the same thing that these other folks across town are doing. Maybe there is some synergy.” Have you found yourself in some situations like that? What things come to mind when you think of those types of situations? Dawn: Oh yeah. I am big on collaboration. That is what they teach at the Business Acceleration Summit and where Hugh is right now at CEO Space. It's all about collaboration. We are really moving as the human species away from the competitive model into the collaborative model. It's one earth. It's one human species. There is really no competition anyway. We are all here to cause something, whether you are in a for-profit business or running a social business, as Hugh calls it. We all have a reason, a purpose, a passion. You can always connect with other people to help bring that mission further, when you take the ego out of it. What's best for humanity? What's best for the bottom line? Whether you are a for-profit or a nonprofit, you have payroll, so you have to make sure it's the best for the bottom line. We are better together. When the synergy is right, it's good to collaborate. That happens all the time. I love connecting people. You need to meet so-and-so. It might be a great fit. I love to see projects take off from introductions like that. I love collaborating with others, too. I do storytelling, so I have partnerships with people who do visual branding. They do logos and websites and things of that nature, and I do the brand messaging. That's a good fit. We pass clients to each other. But any nonprofit who Is listening to this, there might be potential in that. If you think outside of the box, instead of trying to do it all yourself, how can you collaborate and be better together and make both missions go further? It's a great way to look at the world. Opportunities pop up when you ask for it. One of my daily prayers is, “Please guide me to the people, places, and things who will help me grow into my best self and help me be of service.” People just keep popping up in my world. Like Hugh and many other wonderful people. It's beautiful. Russell: I got myself mixed up with Hugh. Next thing, I'm all mixed up with Shannon. There is a cast of characters in there. Haven't been the same since. Dawn: Like attracts like. We are all in the same game. Hugh: So intense, Russell. You gotta really count your blessings. Russell: My blessings are coming at a rate of speed that I gotta get my calculator out. Dawn: That's a good problem to have. Russell: When you drop the abacus and pick up the calculator, then you know you are moving in the right direction. Dawn: You're doing something right, yes. Hugh: That's too much for my age and mental condition, Russ. Russell: You know what I have to say. Reminding people how long you have been around. Most of the people watching this broadcast probably won't know- Dawn: I know what an abacus is. They still use them at my daughter's Montessori school. They have an abacus in her classroom. Russell: There is a fantastic school. That is a wonderful model. In fact, I have a friend here who is looking at creating a Montessori school that is different than anything. The education system is another rant for another program. Dawn: Montessori is a great model. Love it. Hugh: There is a lot of themes that we have touched on here. We are coming into the last part of our interview. There is a place where people can step up their performance level here. It's for a number of reasons. It's not just for funding. You have already pointed that out. We want board members. We want volunteers. We want to get press for what we do. I mourn at the good amount of work that charities are doing and they are not publicizing it. Part of our job, Russell, is to help people create the space so they feel like they have time to do it and/or be able to delegate it out. That is the bottom line. Find somebody in the organization that manages publicity/PR/communications. Maybe we need a corporate storyteller inside of our organization. Russell, we got another couple of questions before we round out this really interesting interview. What are you thinking? What do you want to ask her to share with us at this point? Russell: Well, I think that it's really powerful to tell stories. When you create a culture of storytelling, I'll just ask Dawn if that makes any sense. How do you create a culture of storytelling so that you get other people talking about it? That is where the juice is. That is where the power is. This is what makes businesses want to get involved because your work is so good that other people are recommending you and telling stories. How do you create that kind of a culture so that people just step into it? “Oh, this is just how we roll.” Dawn: Just a real simple answer that is actually super powerful. Just ask. I think sometimes we forget to just ask. Whether it's for testimonials or share your experience, we just think, Well, if they wanted to share, they would. I don't want to bother them. If they want to share, they'll do it. That is not always the case. People have good hearts and good intentions, but they are busy. They have a lot of stuff going on. But if you express how much it means to you, “It would mean a lot to our organization. We helped you. We supported you. We helped you get from A to B. if you could just share a piece of your story, if you could put a testimonial on our website,” whatever it is, “that would mean so much. You doing that, we are going to be able to help so many other people.” That simple ask is really powerful. People will do it if you ask them. That's the easy answer. If you want to get a little fancier, you could build some sort of incentive around it. Contests. You can have people on Instagram post a picture or do hashtags and run contests where people have prizes and there are sponsors. You can get fancier with it and get buzz going that way. But the simple answer is to just ask. Tell people, “Hey, if you do this, just by you sharing your story, you will help 10 other people or 100 other people.” There is a lot of power in asking. Don't dismiss that because it sounds too easy. It really is that easy. Russell: Speaking of Instagram, now that you have brought it up... [holds up iPad] Dawn: What is that? Russell: I have shamelessly quoted you on Instagram. “Own your story or it will own you.” Dawn: You're quick. That was good. You have skills. He is creating memes while we are talking. What is your Instagram? I have to make sure I am following. Hugh: Dawn? Dawn: Yes, sir? Hugh: We are having some technical issues on my side. The Wi-Fi drops out every now and then. You're saying to ask people. I find people need a template, some sort of format. We are writing our story, are there suggested- There is a piece of music. There is a form. You have your theme, your variations, come back to your theme. In a piece of art, you see the form. Is there a form piece for your story? You also ask for testimonies. Do you need to give people guidelines? We want them to talk about results. That is not normal for people to think that way. Dawn: That's a great question. This is what I do. I try to make it as easy as possible for people. Maybe they wrote an email praising our work together. Maybe inside a conversation, they said something to me, “Since working with you, I doubled my income.” When people say stuff like that to you, write it down, or ask on the spot, “Wow, that's amazing. Do you mind if I use that as a testimonial? Say I'll write it for you and send it to you, and all you have to do is approve it, and we will put it on the website,” or whatever it is. Maybe you can go back in your emails, and you might have stories from people for the last year or two years or six months. You can start pulling those out and follow up, “You shared this amazing story with us. Do you mind if we share it with our people? Do you mind sharing it publicly?” You can help them in that way. If you are looking for a template, some simple questions to ask are, “What was life before we started working together? What were you suffering with? What were you struggling with?” “What was it like working together?” “What is life like now?” That is the simplest format. Before, during, after. Before we got together, my life was hopeless. I was living on the streets, blah, blah, blah. Now all my dreams are coming true. That simple template so people can see the before and the after, that's as easy as it gets. If you can do the work for people, email it to them, get their approval. That is the easiest way. Russell: That is popular with quotes for books as well. Dawn: Make it easy for people. People want to help you, but sometimes you have to make it easy for them if you want to get the most help. Hugh: Are you hearing me? Dawn: Yes. Hugh: We gotta let you have a last word in this interview. You have given us tons of perspective-changing, useful information on how to proceed. I want to ask you- BlissedCommunications.com is your website. We are going to let you have the last word and give people a final thought, a tip, a challenge. Dawn, this has been really informative for me. Russell, I don't know about you, but when I hear guests like this giving us best practices, I go back to myself and think about, Here is a place I need to upgrade. What about you? Russell: It's always about upgrading. It's always about learning. I always have things I am talking to people. You have heard me say before, and I have been doing a lot more purposeful networking and getting mixed in with people in the city. I have met a lot of people over the last month. I am often fond of saying, When I am in a room and I look around, it occurs to me that if I'm the smartest guy in the room, I run like hell and find another room. There is just so much genius out there. Everybody is unique and have their own unique gifts. I can learn so much. The more that I learn, the more that I have to share. We circulate this. By obeying the law of circulation, we are giving and receiving, we are growing and expanding. That is really the way to go. Everybody's done a story, but how do you tell it? Having somebody that can help you shape that story, that is your mojo. That is your mojo because you start telling it, you get good with it, and it just becomes like gold. Dawn: Yeah. My final words and advice for people: stay visible. If you're the best kept secret, all the heart in the world, people can't help you. Get your message out there daily. Whether you use social media or email, or you could be saying to use snail mail, it is making a comeback. The emails get so clogged up. Writing blogs and articles, get yourself out there, do videos, podcasts. Be visible. Keep talking until you are tired of hearing your own voice. People will connect with your message. If you want a challenge, a challenge would be one of two things. Share your personal story of why you started your nonprofit. What makes you mad in the world so much so that you had to start a nonprofit to solve this problem? Talk about that. Let your passion and emotion come out in that. People will connect with that. Another idea is to tell the story of someone whose life you affected, the before and after, and what it's like. Let the emotion flow. Share it with your people. They will love you for it. If you need help with all of that, you can definitely reach out to me, and I'd be happy to support you. I am Dawn Gluskin. I am the only one. Blissed Communications is my website. Let's connect. Thank you. Hugh: That's a great invitation. Thank you for the value that you brought to our listeners. Thank you for being here today. Dawn: My pleasure. Thank you, guys. Learn more about your ad choices. Visit megaphone.fm/adchoices

Somedays it makes you question why you’re still staying up late at night and waking up early to serve the audience that you love. On today’s episode Russell talks about the mystery of why he continues to work so hard, even though the company would continue to thrive if he didn’t. Here are some of the amazing things he goes over on this episode: What Russell thinks the answer is to a question his wife asked about why he continues to get stressed out and work extra hard, despite the company continuing to be successful. Why Russell hates significance, but still needs it. And what are the two things that Russell sees as his legacy. So listen here to find out why Russell continues to work hard and go the extra mile for a company that would continue to grow and be successful even if he stopped working so hard.

Why Dave Decided to talk to Raoul Plicket: Raoul Plickat is advisor and board member to multiple big ecommerce brands and blockchain companies. He is the Founder of the payment provider “CopeCart” and the e-training platform “eTraining Solutions” which enables companies achieving unfair advantages through data driven eTraining; ultra-secured by blockchain technology. Tips and Tricks for You and Your Business: Personal Branding And High Ticket Sales: (3:34) Marketing With Business Owners And Consumers (7:01) Certainty And Confidence Building: (12:19) Quotable Moments: “No shortcuts to certain levels. You will have problems in different ways. It is all about resilience.” “What I realized is the money is there, you just need to channel it. And if you have the ability to channel it, you need to realize that confidence to repeat it.” Other Tidbits: This year he was awarded by clickfunnels a member of the Two Comma Club X award, for driving more than $10 million on one sales funnel only. Raoul also runs performance advertising-agencies in Germany and Dubai with more than 40 employees. He has been labeled “Kingmaker” because he builds the biggest personal brands all over German speaking Europe! 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. Everybody welcome Speaker 2:       00:18         back. You guys are literally. I cannot tell you how excited I am. I've been trying to get this guy on my podcast for forever. He's one of our eight figure award winners. He's been crushing it lives out in Dubai and I want to. First of all, I'll let you guys. I'll talk more about him in just a second, but first of all right, we'll look at. Welcome to the show. Speaker 3:       00:37         Thank you so much for having me. Speaker 2:       00:40         I am so excited. You're celebrating your first wedding year anniversary here. Pretty quick archer. Yes. Yes. That's pretty exciting stuff. So he lives out in Dubai with his wife and they mean my gosh, you have to understand. Well, first time I started seeing his stuff, he actually invited Russell to come speak in Germany to a group of like 10, 15,000 business owners. I was like, what? Who are you? How did this come about? How have you created this then as you go on to find out, it was basically been selling out live events, literally hundreds of thousands of people. I mean you've been in this business a long time and crushing it and again, I think it's probably one of the neat things I look at is a most people here in the states may not know you, but in Germany and in Europe and now in Dubai, you're kind of like a Tony Robbins, grant Cardone, Tai Lopez all bundled in together as far as this massive celebrity out there. So I'm super excited, super excited to have you on. So help people understand what it is that you really do. I mean, because you've, you're doing tens of millions of dollars a year, that's not an easy feat. Speaker 3:       01:49         Yeah. Take all the personalities, you know, like all the counterparts in Europe and I'm the guy in the background doing marketing. So like a bunch of salespeople working for me, have a bunch of people were doing websites for me. I do a lot of copywriting, especially facebook advertising, do very campaigns, very big launches. Um, started like this step by step, I got another one. Speaker 2:       02:36         So tell people a little bit, what are some of the types of results you're getting for these people Speaker 3:       02:42         you already said over launches? So like for example, we launched for 48 hours, 72 hours, four days, five days, a couple of times in a year was facebook ads and everything. A lot of free plus shipping books right now was one book we sold over 100 and some other books, like five figures and yeah, like getting leads stuff. Speaker 2:       03:34         So tell me what verticals and niches are you in Speaker 3:       03:39         branding, personal branding. For example, Greg Robbins was Germany was a personality, high ticket sales in Germany and a fitness business building also. Speaker 2:       04:02         So you basically help them fill their events and then at the events you help them maximize their back of the room sales? Speaker 3:       04:10         Yes. Yes, yes. Exactly. Exactly. Yep. Speaker 2:       04:18         So typically are these paid events that you're getting people to attend? Are they free events? What's the typical range? Speaker 3:       04:25         No, the lowest ticket prices and um, the highest. Speaker 2:       04:44         Fantastic. So now they come to the event, uh, it's put on basically by the celebrities in, in Europe or in Germany. And then what types of things are they pitching at the event? What types of products or services? Speaker 3:       04:58         Yeah, the last two years we started our next live event since the end of last year, we also started the transition to online products like to mix of online products, like information products was super customer service, one life event extra, which is a additionally people can come and I think this is also where the trend is going because people, the only one paid for implementation. This is like the typical life events like the seminar you attended in the past years. They were always like, you get so much information, information, information, information. Like all the content implementation was an online course you can follow. You can give some templates. For example, for Speaker 2:       06:17         I know you've been doing a ton inside of clickfunnels as far as creating templates for, for your clients and for your users and using the share funnel links and things to make that happen. And what are the typical price points that you're selling at the event? For the next live event Speaker 3:       06:35         or one thousand nine hundred and three thousand five hundred dollars. Speaker 2:       07:01         Awesome. So are you working primarily with business owners? Are you working with consumers? What's your target primarily? Speaker 3:       07:09         Yes. It depends on the more customer focused by himself character, how he is more like 70 percent for the sales guy. For Germany, we attract way more and it's amazing ratio and of business owners like pretty cool. Speaker 2:       07:51         So how did you get into this? I mean it's not like you've got 50 years of experience doing this thing, so, uh, how'd you get started? Speaker 3:       08:04         Same day I found my first company was all my savings I had was like a fitness clothing, clothing as the time I didn't have a free program like a went to Alibaba put up the website was wordpress and so many different shops at the time. It took me like one and a half year to get started. But eventually I got started online store but it took so much time. But in the meantime, I acquired all the skills I needed to have like a basic understanding. I got pretty good at facebook advertising, so then I started to partner with some local guy who had like some agency for Seo Agency and then I became like, his partner was like 20 years older than me, like Microsoft Germany in 1920 at the time. Speaker 2:       09:43         What advice would you give to other people who are trying to figure this thing out? Speaker 3:       09:48         The focus on and uh, it's unbelievable. So like two books, which I would recommend a book is from Ryan Holiday. Ego's the enemy books and yeah, yeah, Speaker 2:       10:31         no, I totally agree. The daily Stoic in great books. I've read both of those. And again, maximum mark psycho cybernetics actually is going to be one of the books for two Comma Club x coaching students. They may actually see that coming to them shortly at one of our favorites. So Speaker 3:       10:47         yeah, Speaker 2:       10:48         super excited about that. Tell me right now you're out in Dubai. And it was kind of funny. We were sitting here before we got the recording going, you're life, you know, now I'm doing this consulting kind of on a, b, two bcm point and I don't even have business cards and these people like who are you? So I'd like you to kind of address how do you deal when you're working in Btby, when you don't have business cards and yet you still are able to get the sales. What are some of the tactics and things you're using from a B to b standpoint? Speaker 3:       11:13         Yes. In Dubai there are no, no small deal. Big, big deal. Crazy people here. And it's very funny. So I got more and more involved but they don't have no business cards, no website, no linkedin profile. I deleted it like two years ago I think. And, and yeah, and the thing is like building bullying, like people start talking why you don't need it yet because I'm good to go. I'm focusing so much on the things I work on and I need to acquire new customers right now. Pretty good status. Actually. I'm not complaining. Speaker 2:       12:19         I've love about you. Is your confidence. I mean, you are so confident for one, I mean you've got the stats to prove it. You can do what you do, but how I live, I was having this conversation, my kids the other day as far as being confident and really when you're talking to people being very, very certain because it, at least my experience has always been whoever is the most certain typically winds the winds in most situations. So how have you acquired that type of certainty and confidence? Speaker 3:       12:46         Yeah. No shortcuts to some certain levels. You will have problems in different ways. Uh, it's all about resilience and resilience and I'm very fortunate to say that I never had an easy childhood until I was a teenager, but when I'm looking back right now and it was like the biggest and best lesson I ever had. Even the biggest challenges. Yeah. Speaker 2:       13:42         That's awesome. As far as if people are trying to get ahold of you or would like to find out more information about you. I know you don't have a website, you don't have business cards. How do people find out more about you? If they'd like to reach out to. Speaker 3:       13:55         But somebody was asking me on instagram and hurt my ego a little bit, so I bought them. Speaker 2:       14:13         How much that domain cost you? That's a good one. I build brands. I know they get pretty pricey these days. Speaker 3:       14:30         Expensive right now. It's crazy. I also wanted a few months ago like that was very cheap and I got. We can offer a couple of hundred bucks last week. Yeah, it's crazy. You a lot of good funnels. You can buy the domains Speaker 2:       14:58         greatly. Appreciate your time. I know a out to buy. It's much later than it is here right now. So I appreciate your taking the time. Any parting words or advice for our listeners? Speaker 3:       15:08         Um, any advice? Probably, yeah, there was one tipping point when I figured out that was one of the launches when I just did was what Russell was saying. I read a little bit of a funnel university and they've put together like a sales page and didn't look that good. Uh, the tiger tickets. 11,000. And with facebook, just facebook ads. And what I realized the money is there, you just need to channel it. And if you have the ability to channel it, you need to realize that confidence to repeat it, like how you're building the skill and I can sell to yourself even if you're not at the stage right now, did you do generate a lot of revenues for facebook ads, is you can sell this idea to you that all the money is out there and you need to channel it directly. What Russell says pretty much have success. Yeah, Speaker 2:       16:32         I love it. Well, again, thanks so much for all that you're doing in the clickfunnels community. I know you've been using our platform quite a bit to fill in a lot of events with it. And uh, I wish you all the continued success and enjoy Dubai. Speaker 3:       16:44         No, thank you so much. I appreciate that. Speaker 4:       16:47         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 can do to make this better for you guys. Thanks.  

Anne Frank house… Operation Underground Railroad… and what YOU can do NOW to help save children from slavery. This IS our problem, we can help. On today’s episode Russell talks about going to a Tony Robbins event in Amsterdam and being able to speak there. He also speaks about the emotional reaction he had while visiting the Anne Frank house and how it relates to another project he is currently involved in. Here are some of the insightful things you will hear in this episode: What Russell’s real motivation was when he said he would speak at Tony Robbins Business Mastery event. Why visiting the Anne Frank house had such an emotional impact on Russell. And how you can save someone in similar circumstances to Anne Frank in the present day. So listen here to find out how sharing the message of Operation Underground Railroad, you can help save a life. ---Transcript--- Hey everyone, this is Russell Brunson. Welcome to the Marketing Secrets podcast. I just got back from speaking at a Tony Robbins event and got back from the Anne Frank house in Amsterdam, and I got some really cool stuff to share with you guys. Hey real quick, before I start this episode I just wanted to let you know that for some reason the recording went kind of strange on it, but I thought the content was really good and impactful and important. So instead of just deleting it and not posting it, I thought I would share it with you anyway. For some reason it happened on this episode as well as the next episode. Just letting you know that. I apologize for the bad audio, but I promise you it’s worth it if you listen and get through some of the little audio issues. Thanks so much, I hope you enjoy this episode. Alright, so the last 20-25 however many hours, I have been flying home from an amazing trip, and I was planning on doing a whole bunch of podcasts on the trip but between jet lag and speaking and slides and then traveling and then more jet lag, and then more exciting things, I just never had a chance to sit there on my phone and check in with you guys and share some cool stuff. So I’m home now, I just got back and I’ve been out working out and it’s a beautiful day and I wanted to walk around my track for a little bit and thought, you know what, what better time than now to kind of jump on and kind of share some of my cool thoughts from this trip. So first off, the trip started with me speaking at Tony Robbins’ business mastery event, which is pretty cool. It’s actually, everyone there kept saying, “Is this the first time you’ve spoken at Tony’s event?” And actually no, it’s the second time. The first time I spoke was actually Business Mastery in Fiji probably 7, 8, almost 9 years ago now, dang. I can’t believe it was 9 years ago. It was before Aiden was born, and he’s turning 8 in a couple of weeks. So anyway, we’re out there and spoke at that event and then since then, Tony and I have done some things kind of on and off, but never really connected, he never had me speak at one of his events again. And then the last two Funnel Hacking Live’s Tony spoke at, and actually after the last one he messaged me and asked if I wanted to come and speak at Business Mastery, but the dates didn’t work out, so I had to say no last year. But luckily they offered it to me again this year. And I thought it would be kind of fun to come out there and see these people. And to be completely honest, my real motivation is I just wanted to show off to Tony Robbins. They asked me what I charge to come in and speak, and I think they were shocked to know that my fees were about the same as Tony’s fees, which makes me feel good. I told them basically for me it was $250 grand a day. So we got two days of travel in between so about $750 or so. But I was like, “Or, instead of paying me, I would come and let me sell and I would do it for free. You just gotta cover my flights out there.” and luckily they took door number two, because that’s all I really wanted to do anyway. So I went out there and had a chance to speak and offer Clickfunnels to his audience. He wanted me to speak more on digital marketing, so I had to kind of change the presentation up a little bit, but for the most part, it was similar because it’s the same message people need to know to understand our world, funnel building, funnel hacking, driving traffic, all that kind of stuff. So I customized it for them, but at the end made a very similar offer to what most of you guys have got and invested in the past. Hopefully it’s not too windy out here, I’m going to step out so it doesn’t effect this podcast. Anyway, that was kind of what we did, which was awesome. And sales went great. I think we closed 23% of the room, which typically speaking, in European markets, it’s way harder just because of the culture. People aren’t used to jumping up and running to the back. But I was proud to say that I did get a table rush, which is the first time I’ve ever gotten a table rush in Europe, which was really cool. And I sold 23% of the room. When all was said and done it was somewhere between 750-800 thousand dollars in sales, which was awesome. So that was a good, and again my whole goal was to show off to Tony so that he’ll be like, “Man, you should speak at all our events.” In fact my goal, I’m going to set this out there into the world, my goal is to actually do Funnel Hacks presentation at UPW with 10,000 people in the room because I think that’d be way cooler. But I needed to start here. So that’s kind of what happened and it was fun. I got to see Tony speak, got to see him sell his stuff, and then my thing. And then after that we’re like, let’s go see the Netherlands, see what’s here. So the next morning we went down to Amsterdam, the event was in Rotterdam, that’s where we spoke at, then we went to Amsterdam because we wanted to see that. It’s funny because most people go to Amsterdam for totally different reasons than we do. In fact, I had Julie Stoian and a couple of other people who were just like, “You know, everyone else goes to Amsterdam for the red light district and to get the legal stuff. And you guys go and didn’t do any of that stuff. You guys are such nerds.” I’m like, “I know, it’s the coolest.” So a bunch of Mormon guys down there in Amsterdam trying to experience the city as well as we could. We had a great time, we rented bikes, if you’ve ever been there, it’s insane. A million bikes going crazy, it was nuts. We had such a good time. Anyway, I digress. The coolest part, and this is what I wanted to share with you, we wanted to go to Anne Frank house. Last time I was in Amsterdam I didn’t even, so dumb, I didn’t even realize it was there. And we went on a boat tour, my wife and I and we saw it and we tried to get in and it was sold out. And so this trip, same thing, a month ago we tried to book tickets and apparently we were too late. So they sell out like a month in advance. So we thought maybe we’ll go down there and just bribe someone to let us come in. So we went down there the first day and like, “Hey, we will give you any amount of money to let us come in.” and they’re like, “No.” We’re like, “Come on, there’s got to be some entrepreneur here who wants my money, let me in.” and they’re like, “No, but tonight at 7-9 if there are any open tickets they go online. So go there and you might be able to get some.” So I had Melanie, my assistant here in Boise, we messaged her so she went on. She’s refreshing every 5 seconds trying to get the tickets, and luckily for us she got four tickets. So the next morning we woke up and went to the Anne Frank memorial. And man, there’s just something about places like that. I know the first thing for me, that blew my mind, how it wasn’t that long ago. It was like 70, 80 years ago, something like that this whole experience happened. It was not that long ago. And that was just the first thing. And then as you go into the home and you go into the place where they had the bookshelf you pulled out and it’s a stairway up into the attack and you see this place that she’s imprisoned for two years. And they made it almost to the end, I think like 3 or 4 months before the war ended they got caught and she ended up dying, I believe of Typhoid fever, in one of the concentration camps. But for two years the Lord preserved her in this spot. And during that time inspired her to write her thoughts down. So she’s keeping this journal and writing these things. And as I’m going through this I’m like, “Why…” because I don’ tknow about you, but I don’t believe that God just does random things and it’s like, oh that was weird. I think things are planned and calculated and figured out and I think that he protected her so she could leave this message in this journal, and even protected the journal, the diary in a way that when her father came back later was able to still find it and publish it. You look at just her little story and her little piece. She was 15 years old when she passed away, she wasn’t even, she was 15 or less and this diary has become such a powerful thing for so many people. I looked at a month before we couldn’t even get in because so many want to come and just experience in just a little way what she went through. And what’s crazy, I hadn’t even connected these two things together until I was in the room. The night before we had just launched our new, the new prelaunch for Operation Underground Railroad documentary that we showed at Funnel Hacking Live, so we do this big launch, getting everybody to come register and just share the message, which is just kind of a cool special thing anyway. So we’re doing that the night before, and the next day we’re in the Anne Frank home, and I’m sitting there, and I had this impression while I’m sitting there. I’m like, Anne Frank lived through this slavery. It wasn’t the same type of slavery that these kids are going through, right. It wasn’t sex slavery and it wasn’t some of these other horrible things that are happening to these other kids, but she was in slavery. And God preserved her and preserved this record that she created so that we could read it and understand what it feels like to be in the depths of hell like she was, in hopes that we will feel that and understand it and be humans, be compassionate. And as I’m sitting there, I was like, she was a prisoner, she was in slavery. And as I’m sitting in this room experiencing it and feeling her spirit. I don’t know about you, but I could feel her spirit in this room and you’re just like, realizing that there’s nothing we could do for Anne Frank, but because she went through this thing, because we’re able to feel her spirit, because we’re able to feel what she felt in just a little piece because of her and her diary and these things. It should give us motivation, how do we first off, make sure this doesn’t happen. And second off, how do we relieve other people of this pain? There are other people going through this slavery. And all the sudden it hit me like a ton of bricks and I don’t know why it hadn’t, the two things hadn’t crossed my mind before but it was like, oh my gosh. That’s what’s happening at Operation Underground Railroad. There are these kids in slavery and I think, especially here in America, I think most of us think that slavery ended when Lincoln was president and it was over. But the reality is it didn’t, it hasn’t ended. Tim Ballard and his organization, Operation Underground Railroad they believe there’s 2-3 million children in some type of slavery right now. Either sex slavery, working slaveries for their organs, it’s crazy. Anne Frank was one person. Imagine what you would have done if you could have went and saved Anne Frank. Imagine that feeling, just for a second. You save Anne Frank, what happens to her and her life and her soul? Can you imagine what that would have felt like? What’s crazy now with Operation Underground Railroad, I’m looking, it’s the same thing. We are literally saving these children. We’re saving someone like Anne Frank who doesn’t have a voice, who doesn’t have the ability to fight and do anything. We have this ability where we can with hardly any money at all, liberate these amazing children. And man, just got super emotional for me when I was there. So afterwards we went outside and did a Facebook live. I jumped on and said, “I want everyone to understand this connection between Anne Frank and the slavery she was in, and Operation Underground Railroad and the slavery that millions of children are in and realizing that you have a voice, you have the ability to share this message. Share with other people. Talk about it, share the documentary. Donate money if you’re able to. If not, share this message because you have the ability to save someone, to save a human beings life. Just like an Anne Frank. “If that doesn’t touch you, just go and read her diary. Read it, read her words, read what a little 14, 15 year person who’s experiencing this, what she felt and what she had a chance to go through and realize that you can liberate a captive person just like that.” So that was my big takeaway, the whole weekend was amazing. But I really think that God wanted me there in Amsterdam to feel that, and to experience that because it makes what we’re doing so much more real. So for all of you guys who are listening who haven’t yet, go to ourfilm.org, go and watch the trailer or the documentary so you can understand a little bit about what’s happening. Get on the prelaunch list and then share this message with as many people as you can. If you have a podcast, podcast about it. If you are big on twitter, tweet it. If you’re on Facebook, Instagram, if you have an email. Any means you have to get this message out there, share it. If you knew there was a little girl in Amsterdam hiding in a closet, and you were to share the message you could save her, would you do it? That’s literally what this is. About $2500 saves a child from slavery. So if you’re able to donate $2500 do it. If not share this. Man, you share it with 10, 20 ,30, 50 and each of those people share $10 or $20, that’s enough money to liberate someone who’s in captivity. Your voice does matter. We’re in a day and an age where we have the ability to get messages out, and people, we always think if I lived then, I would have done this and this, and I would have helped them and done all these things. The reality is you are living in that time and you can do something. So the question now is, are you going to? So for all you guys, and I’ve gotten so many messages from so many of you ever since Funnel Hacking Live, “What can I do to help? What can I do to help?”  This is what you can do to help. You share the trailer. Not just with social media, yes do it on social media, but contact your friends and family members, tell them to go watch this thing. Text everyone in your cell phone, say go register for this, watch this. Them watching it. One person watching it could donate a thousand, ten thousand, a hundred thousand dollars. We had, and I’m not allowed to disclose names, we had one person at Funnel Hacking Live who watched the documentary and donated a hundred thousand dollars. Who knew that person would have done that? Who knows what person you share it with might donate $2500, or $5000 or $10 or $20 and save one, two, five, ten, fifty children, and your connection was what made that possible. I just hope this becomes a thing that all you guys see and feel and can be part of. I would put it on the thank you pages of all your funnels. I would put it in your email sequences. Plug it in everywhere because one person seeing this documentary can and will save children’s lives. And if you’re the one that connected them, imagine someday when we’re all dead and this whole story of this earth life wraps up to an end and we’re up in heaven or wherever we’re at, and you’re able to see that child and they’re able to come to you and say, “Man, because you shared this message, my life was better.” That’s what I want you guys to feel. That’s what’s possible. You could have been the one to save Anne Frank. You’re the one who could be saving the next person, but only if you share it. So just because you don’t have money don’t be like, “I can’t help.” No, you can help. You connecting and you sharing and being willing to get this out there, and one person hears the message, who knows how far that could go. And that one person, it’s funny, back in the day if you remember the Rippln project, if you listen to the podcast episode one, you’ll hear me talk about this Rippln thing. But we had Rippln and we launched it and I remember we got 1.5 million people to join this movement in a six week period of time. And what’s crazy, I remember looking at the big trees and the down lines and the ripples and how it all worked, and it was crazy because the people who had the biggest ripples didn’t necessarily recruit the most people, but they recruited the right people into the program. Some people that had these huge followings of 200 thousand people, they only invited ten people, but one of the people they invited, invited somebody else and that person invited 30 thousand people. So you don’t know within your layers of separation, when it’s going to hit the right person who then takes that message and boom, blows it up. So share it with 5, 10, 20 people you know and invite them to share, and invite them to share it and who knows where in this little ripple that you create, who’s going to be the one that hits it and it somehow goes to out to 20 thousand, 30 thousand, 100 thousand people. From your efforts, a hundred thousand dollars is raised, from a hundred thousand dollars being raised, you save 40 children’s lives. That’s the stuff I’m talking about right now. This is something that we can all be part of and we can literally change the course of history. We can change the world for these children. Funnel Hacking Live alone raised a million dollars, that’s 400+ children we were able to save from the captivities of these evil, evil people. So I just wanted to encourage you guys to do that. So if you haven’t yet, go to ourfilm.org, go watch it. If you want to help us promote it, go to ourfilm.org/partners, we also have a page there that has more information how you can share this message. We’ve got banner ads you can use, a whole bunch of other stuff, sample blog posts, sample emails to send out, a bunch of things you can use to help get this message out as well. So this is something worth doing, it doesn’t cost you anything, just a few minutes of your time to share this message, and hopefully you’ll feel the same feelings that I felt when I was in the Anne Frank home, and hopefully you’ll get the spirit of this and be willing to share it with those around you. With that said, thank you guys so much for everything. I appreciate you all, have an amazing day and I’ll talk to you soon.

Barry Shore: Coming from Personal Trauma to Success and Helping Other Succeed Barry Shoreis an ambassador of Joy. Because of his successes in business and recovery from full body paralysis he has built an “Eco System of Good” internet platform that enables people to Give to their Favorite cause at No Cost. Barry was an instructor in the Diamond Program at the GIA, an author of a world wide resource book on diamonds and an international wholesale diamantaire with sales exceeding 100 Million dollars. After a brief retirement at age 33 he returned to business and built an international telephony company. From this grew an innovative process in 1999 that enabled faxes (sic) to be sent and received via email (think dial up) to 17 countries for FREE (!). Barry was awarded Two Patents in this space and built a stellar executive team. He then sold the Company 18 months later for more than $10 million dollars and the acquiring Company is today a $2 Billion market cap. Then he built a predecessor to Skype (enabling people to call to 17 Counties for FREE) which was funded and then bought within 9 months by a NASDQ company. Then on 17 September 2004 Barry became a quadriplegic  (paralyzed from his neck down!) overnight from a rare neurological disease (GBS). His journey since to regain mobility caused him to GO MAD: Go Make a Difference. He envisioned a Platform that enables People to GIVE Money to their Favorite CAUSE at NoCost to the Giver and attracted smart caring talented successful players to build the System. He has been granted a Patent in the process and has found the Formula to Create the “ECO System of GOOD”: where Supporters, Brands, Causes All Participate for Mutual Benefit. Barry's Mission is to Make Everyday Giving Effortless and his Big Audacious  Goal is to facilitate the Giving of One Billion Dollars without costing any Giver a penny. He is the Founder of the KEEP SMILING Movement (thedailysmile.com) which has distributed more than 1.2 MILLION KEEP SMILING Cards throughout the world in 27 languages. He is the Founder of the MOL (minute of Love) Podcast produced 6X/week. He has become an avid swimmer (2 miles/day/6x/week) and has accumulated enough miles over 9 years to swim from Venice CA (his home) to Shanghai, China. Barry is focused on transforming the giving space. More Information at https://www.dlyted.com Here's the Transcript for the Interview   Hugh Ballou: Greetings, it's Hugh Ballou again on The Nonprofit Exchange. As usual, we have quite an amazing guest today. This guest and I have met passively over the last ten years here and there, just touching base. Recently, a mutual friend connected us, and there was some real synergy. I got to hear Barry's story again. We all have stories. Very few of us are as good as telling the story as Barry. Barry, today, instead of my normal routine of giving us a bio and telling why you do what you're doing, I think we are going to build this conversation around your story and what you have created. I'll tease people: it's called Dlyted. We won't tell them about it yet. Introduce yourself, Barry Shore. You're in California. You take it from there. Tell them about yourself, and then let's hear your story. Barry Shore:  Thank you, Hugh Ballou, for being here, being who you are, and being a conduit for good and channeling. Here is my greeting to everybody out there listening. Hello, beautiful, bountiful beings, and good-looking people. How can I make the statement that they are good-looking, Hugh? I know the people who are listening and watching are always looking for the good. Hugh: Outstanding. Barry: The story about Barry Shore is a young, dynamic, debonair, 69-year-old chronological being. The 17thof September, in the year 2004, a mere 14 years ago, I was standing up in the morning just like everybody I hope, watching this Facebook live, and listening to our story. That was in the morning. In the evening, I was in the hospital, paralyzed from my neck down. I became a quadriplegic overnight, in a matter of hours, from a rare disease, not an auto accident, a rare disease called Guillain-Barre Syndrome, GBS, for the cognoscenti. I went from being a healthy, happy, wholly, hearty, dynamic 55-year-old who had been extremely successful in business, married 27 years to a wonderful wife, had a 17-year-old son (at the time), traveling around the world, came back to California for holidays, and now I am paralyzed from my neck down. Here is a great part of the story. The other day, I saw my doctor who has been treating me for a number of years. He likes to recall every time we see each other, “Shore, I remember the first day you called me from the hospital. You said, ‘My name is Barry Shore. I am coming in to see you. All I can move is my mouth.'” Imagine that. In the morning, you're up and doing, and in the evening, all you can move is your mouth. I will give you the back of the baseball card statistics for the moment, Hugh. That's how we live in this world, giving people ideas of some things. I am in the hospital for over four and a half months in various kinds of rehabilitation centers. I was in a hospital bed in my home for over two years. Couldn't turn over by myself. I was in a wheelchair for four years. I had braces on both legs from my hips down to my ankles. Today, thank God, I am able to be vertical and ambulatory with the help of a six-and-a-half foot walking wand that was made for me by a zen master. But I still have help 12 hours a day, seven days a week, and I can't walk up a stair by myself or a curb. But hear my voice. Feel the passion of life that flows through me because the good Lord has been so kind and giving to me that he activated in me something that enabled me to become a real giver. Here is an example, Hugh. Before all this happened, I had built two Internet companies, one of which I sold for many millions of dollars, was doing very well. Of course, I am a giver. I am generous. I wrote checks. But it was all part of what you do. You help people. You write a check. That's it. You think you're a giver. That's not what a giver is. A giver puts the other beings first. What can I do to be of benefit? It wasn't part of my very soul. That was the genius and the benefit, what others call adversity. This test and a testament to the good Lord in being able to show me a path that I was able to go from complete, total paralysis to literally being able to now get out of bed, albeit with difficulty, and stand up, albeit with help, and to be positive about that, and to be thankful, and to turn that energy into a channel of goodness. That is the beginning of the story. What I'd like to do as we speak is tell a few incidents along the way that helped me gain this insight. Hugh: Sure. As you go on, some people are listening to this that have problems that pale in comparison, like me. I am listening to it trying to understand and learn about myself. What are the motivational factors? What inspired you to not give up to this disease that had a lock on your very body? This is fascinating. Please continue. Barry: Thank you, Hugh. I truly hope that this is beneficial to people listening, and that we all recognize these great words: Never give up. I am living it. I am only here as a channel to be of benefit so that others can say, “If he can do it, I can do it.” Let me give you two small incidents that I think may be of help. The first one occurred after I had been moved out of the ICU, where I had been for about 11 days. They put me in a telemetry unit. A telemetry unit is where nurses can watch you from monitors and such. I had this great run. I was a single occupant in a great hospital. Not moving anything of my body, I am just there. They had to set up something special on my bed just to bump my head because I couldn't hit a call button. Here I am in bed in the telemetry unit. A nurse came in at midnight or so. I am not able to sleep because you are not moving a lot. They have to inject drugs in you to get you to sleep. The nurse said, “Mr. Shore, would you like to watch a movie? Maybe that will help put you to sleep.” I assented and chose a biography of Abraham Lincoln. Of course, we all know how that turns out. Not so good. Toward the end, I had tears in my eyes. Imagine you are lying in bed with tears in your eyes. Everybody knows that tears are salty. They hurt. What do you do? You wipe them away, right? Well, I can't move my hands. I can't move my arms. I am new to this stuff. Nothing in my body is moving. I couldn't move my head left or right enough to move the tears out, and the button that had been put up behind my head had been moved somehow. I couldn't reach the nurse. Of course, I can't just sit there because it hurts. I resolved, I am going to call out. I did. “Help! Help! Please!” My voice had been compromised also. I could barely speak. I resolved to count to ten and then call out again if the nurse doesn't show up. I got to four, and the pain was too much. So I called out, and I mustered all of my strength, “Help! Nurse, please!” By the time I counted to four, the nurse was at the door. “Mr. Shore, did you call?” “Yes, my eyes!” She came over and saw there were tears in my eyes. She cleaned them and fixed the button behind my head. Looks at me and says, “Is that all?” “Yes, thank you.” I recognized then no one really knows the pain of another. She didn't know how much it hurt. I couldn't express myself. Thankfully, she came in and cleaned it up. About a week later, I am being wheeled on a gurney from a test they had run on me. People picked me up, took me on the gurney, ran the test, and brought me back. There was a male nurse taking care of me. I had interacted with him three or four times over the past few days. Pleasant fellow. He looked down at me and asked, “Mr. Shore, can I ask you a personal question?” I said yes. He says, “I am a male nurse. I see people in your condition frequently. I have never met anybody who is not angry and bitter. You're paralyzed. How come you're not angry and bitter?” I realized he was asking me the great existential question: Why me? Why dear Lord did you do this to me? But I wasn't thinking like that. I was asking the question: Why me in the sense of who am I? I am just a guy. What do you want from me, dear Lord? What can I do? At that moment, Hugh, I reached deep inside of me, and I asked the good Lord, “Please help heal me. Please show me my purpose.” A wave of serenity and calm came over me that I had not known in 55 years. I was now determined with the good Lord's help to walk again. That was a major turning point in my life. Hugh: So nothing gets Barry Shore down. That was how many years ago? Barry: That was in 2004, almost 14 years ago now. Hugh: You had a very successful career before that. Barry: Correct. Hugh: You sold that enterprise, you said? Barry: Yes. Hugh: And then this condition- how do you say it? Barry: Guillame-Barre syndrome. It is actually two French doctors, Guillame, which is the French for William, and the other doctor's name was Barre, like Barry. Hugh: I have known people in the past who have had that, who have come through it. It's quite a traumatic experience. Today, you are in a different place than you were with your business. But you have focused on doing good for others. Is that right? Barry: That's correct. Hugh: I looked at a website called- Spell it for us. Barry: It is spelled D as in David, L as in Love, Y as in Yesterday, T as in Terrific, E as Enthusiastic, D as in Dynamic, DLYTED.com. I am Dlyted to be here. Hugh: I can see that. What is Dlyted about, and what was the passion and inspiration behind you setting up- Dlyted is more than one thing. It's more than one program, isn't it? Barry: Yes. Dlyted is an engine of philanthropy. Let me digress for just a moment because it gives the background as you want to hear. It's very important. I was deeply affected by something that I learned from a great man called the Four P's. Those four P's are Purpose, Prayer, Perseverance, and Patience. Those four P's have been active in my life. I was able through them to begin this process of healing, both in a spiritual and physical sense, and bring out through purpose and prayer, the great perseverance, which I will demonstrate in just a moment, and patience, this platform, which has a mission and a goal. Let me tell you how it came about. It has to do with my wonderful wife. I would not be sitting here as strong and capable and handsome as I am, speaking with you, if it was not for my amazing, dedicated, fabulous wife, Naomi. It's hard for me to speak without choking up, but I am going to try and do it. I will just tell you a brief story as it deserves longer, but time is always of the essence. Released from the hospital about four and a half months later—they wouldn't keep me there longer because insurance wouldn't pay, and we had already racked up bills over half a million dollars—I was in the special hospital bed. When you are in the hospital, by the way, one of the more important things to be afraid and aware of is bed sores. They are debilitating. We had to get a special bed, which the insurance company didn't want to do, but they were forced to because of circumstances. It is a special air mattress that allows the body to conform without the issue of bed sores. We brought this bed to our home. While in the hospital, every night, you have to turn people over who are paralyzed because if you keep people in the same position, the body deteriorates. They have a team who goes around the hospital every two and a half to three hours, two people with back braces, usually strong people. Together, they turn the person onto the side, then the other, to give some sort of normality to your process in the hospital. This happened throughout the months I was in the hospital. Now we come home. We had sufficient funds, so we were able to have help in the home 24 hours a day, seven days a week, except for one thing. My wonderful wife did not want people staying overnight in her home that she doesn't know. She is very protective. We had help until 10 pm, and then help would come again at 7 am. But during the evening, she was going to take care of me, and she was in charge. Her home, her rules. Great. One small situation, though. My wife is all of 97 pounds, 5'1”, very beautiful. Remember, I just told you in the hospital, you have to be turned over every 2.5/3 hours. Here I am, almost 6'. Because of my situation, I had been reduced from 195 pounds to 137. But still, 137 pounds, and she is all of 5'1” and 97 pounds. She said that she is going to turn me over. She did. Every two and a half hours, throughout the evening, two or three times a night, night in and night out, week in and week out, month in and month out, for two years, this amazing woman turned me. That is love. I say this as a preface to the following incident. I mentioned also I was in a wheelchair for four years. Thank God we could afford it. I had a motorized wheelchair and a fancy Olympic-style wheelchair. Together, they cost almost $10,000. The lightweight wheelchair we needed because in addition to having private therapy, I also went to group therapy in the hospital. It's important to be with other people who have situations and challenges when in a situation like this, just to be in comradery. At these situations in the hospital, I noticed not everybody could afford the kind of wheelchairs I had. One day, I came home and was still back in bed. I said to my wife, “Honey, would you please find a place that helps people get wheelchairs? Let's send them a check for $1,000 and help out.” She said okay. She left the room. I am feeling great. I am just a quad lying in bed, but I am feeling good. I just gave $1,000 to help people get wheelchairs. About five minutes later, I called out, “This is dumb! This is dumb!” I didn't raise my hands. I called it out. My wife comes running into the room and asks, “What's the matter?” I said, “This is dumb. Just because I was moved and we can afford to write a check, why isn't it that there are tens of thousands of people not giving money every single day to help out other people? Why not?” My wife said, “Hey, Mr. Shore, you're smart. You build stuff on the Internet. Make it happen.” And she walked out of the room. I am laying there. I said, “Okay. Dear Lord, why not? Please help me.” I had a few parameters. One was it has to be easy. If it's not easy, Hugh, people don't do it. Right, Russell? That's number one. Number two is it has to be vast and almost fun. Imagine that. We put the fun back in fundraising. Number three, you're going to love this one, it has to be free. What does that mean? I mentioned to you I already built two Internet companies, one of which I sold for many millions of dollars. Both of those companies were based on the free model. One was faxing for free, and the other was speaking for free. They were built on the ability to do something for free. How do you give money for free? Russell is scratching his bald head not understanding that. I think I believe you, Barry Shore. You're a friend of Hugh's, but what do you mean give money for free? Those were the parameters. I tried to go to sleep. The next day, I was doing a lot of exercise. We had people coming to the house. I am still a quad. I have people moving my body around trying to get it to do things. Move your arm up, move your leg, do stuff like that. To this very day, I can't wiggle my toes. I can't move my feet up and down. I am able to get around. After a very exhausting therapy session, they put me back into bed. I am laying there, closing my eyes. My eyes pop open, and I see a vision. I see three circles intersecting like the circles from the Olympics or a Venn diagram. Not only that, but each circle was labeled, to show you how the good Lord works. It was a simple, elegant answer to the questions. If it is not simple and elegant, it doesn't work. If it's too hard, it doesn't happen. The best problems are simple, not simplistic, but simple to solve. The first circle was labeled “Mobile” or cell. About ten years ago, it was the first year of these things called Smartphones. Think back ten years. Just coming out. Well, hey, I am in the Internet, I am in the world. I realized this was not a trend or a fad. This is a complete disruption in human communications. Look what we are doing now, ten years later. This stuff did not exist. This is a change in the world. The next circle was labeled “Gift cards.” You can't walk into a store and not be assaulted by racks of these things. Those are plastic. What does it have to do with this? There was a line moving from the second circle to the first circle and an arrow labeled “Digital.” I got it! You hit a button on the iPhone and you say, “Give me $50 of Starbucks,” and it gets sent in seconds. Wow. The third circle was the most important though. This is what is critical to all of us. The third circle was labeled “Cause.” Here is what gets really interesting. We know as adults that sometimes what isn't said is almost as important as what is said. Didn't say “charity.” This is a pet peeve of mine. Bear with me. It wasn't labeled “charity.” To me, a charity is the following. Someone has a hand out, and you put a dollar in that hand. The next thing, he goes into your pocket to get more. That is a charity. A cause is something I want to help. It's attractive. What can I do? I thought about these amazing beings called millennials and younger, the generation after them. Some of the most caring, giving people ever. At least they say so. We want clean water. We don't want pets to die. We want to make sure everyone has shelter. We want to do all of these things. We, as a little bit older, and some of us have gray hair, and some of us even have hair, we recognize it all costs money. Watch this. Put these three circles together. You mean I can hit a button on my phone and order a brand I am going to shop at and love anyway, whether it's Amazon, the Gap, TGIF, the movies, ordering pizza, hundreds of places. I hit a button, pay what I'm going to pay, and get the exact amount sent to me within seconds. Because I did that, and Barry Shore arranged it with the brand, some portion of that goes to the cause of my choice. You hear this? I am going to drink coffee, I am going to go out to eat, I am going to go to the movies, I am going to go shopping. Just because I do that, some portion goes here. It has to be fast. It has to be easy. It should be fun. It doesn't cost the giver a penny. Out of this came the two most important sentences I am going to say. A mission and a goal. Hugh, you mentioned to me you work with a lot of groups that are mission-oriented. It's a mission to go out and spread the word of the Lord. It's a mission to help people with food. It's a mission to educate. We are a mission. We need a mission statement. Our mission is four words: Making everyday giving effortless. You like that? Making everyday giving effortless. That is the mission. What is the goal? The big, hairy, audacious goal: the facilitating of giving one billion dollars without costing any giver a penny. Hugh: That's quite amazing, Barry. That is the overarching framework for Dlyted. Is it operational? Barry: Thank you for asking. Dlyted attracted great people in the Internet world and investors. We are here to transform philanthropy. Over the past three and a half years, we have built the platform that enables everything to happen that I told you about. I am happy to tell you that we function every day, and we help organizations all the time. We do all the heavy lifting. We build a landing page for a cause, whether it's a church, a youth group, American Cancer Society. Now they will have their own page where when people come to that page and register, whenever they do their shopping through Dlyted, the money automatically goes to that cause. It is not going to 30 different causes. It goes to that cause. We are concerned about how people can make sure they have an attachment to and stay with their cause, their church, their group, their organization. It becomes fun. Yes, we are operational. We raise money. We have some great stories. People love it. Once they hear about it, think about this. Here is the biggest problem we face. Too good to be true. Am I right? Hugh: Barry, speaking of that issue, let's address that right away. There is money that goes to the charity from the purchase. Where does the money come from? Barry: I will give you the simple economics. An Example is Gap. Everybody knows Gap. Millions of people shop there. We negotiated with Gap what we call on the highfalutin language arbitrage, which is the difference between the buy and sell price. When you walk into the store and you see those racks of gift cards, the store makes some money out of selling those. When somebody buys one of those, the store makes a percentage. That percentage, instead of going to the store, is going to be going to the cause. Let's say a $100 gift card for Gap we are able to get at $90. $5 goes to the cause. It costs us 3.5% to process with a credit card. We get the $1.50 to keep the business going. Each brand has its own particular amount they are able to share with the cause. Instead of going to the store that sells it, it now goes to you. Here is where it gets really exciting. I call this the four C's. The four C's are the following: Conscious Consumers. Whether you are talking about a 17-year-old who is fired up to change the world or an 87-year-old who understands it costs money to do things, these are conscious consumers. People who want to use their money and time well. I care about what I eat, and I care about who I shop with and buy from. Those are conscious consumers.  The next C is Conscious Capitalists. I am proud to say that more and more people who run businesses are becoming aware that capitalism is not a dirty word. It is the word that will enable all of us to raise up this great world if we recognize that living together and not squeezing profit is the best way to live. You can turn your profit and become prophetic, from an f to a ph. If your business wants to stay around and really grow, bring in those conscious consumers who want to work with conscious capitalists and are willing to share the bounty. The third C is Conscious Causes. There are some causes out there who call themselves charities who are there just to raise money. That's what they want to do. They don't want to go out of business. American Cancer Society would like to be out of business in the next few years. Why? Because they cured cancer. We are not looking to raise $100 million so we can have people who have fat salaries. We want to maintain and sustain and grow. The fourth C is what I call the Collaborative economy. Are all these three working together understanding? Hugh, you were kind enough to share with me this idea of a number of Methodist churches in Virginia. Collaboration amongst one or two or a number of these can oftentimes yield a greater amount than just being on their own. When you literally collaborate hundreds or thousands of people who are now consciously shopping, again using Dlyted doesn't cost you money to do it, it may take you a few extra seconds to say you want $300 of Southwest through Dlyted, but I had to do that extra step. Now because of that, $15 just went to help out a mission for kids to go someplace. Think of collaborating 1,000 people with that mindset. These four C's now become powerful. A lever. Let's go back to Barry Shore. I want to tell you a story about my recovery that may illustrate some of this. May I do that? Hugh: Yes, sir. Then I want to hear from Mr. Russell. Go for it. You keep talking, and then we will hear from Russell. Barry: Let me tell everybody a story. I am enjoying telling these stories. Hugh, I gotta thank you again. I am loving this. Russell, I hope you are loving this also. I hope all the people listening are loving this because it's my wife that is the backbone here. It is the good Lord who gave me the energy and the ability for me to be able to express my thanks for allowing me to be of benefit. As I mentioned to you before, everybody thinks they know what www stands for. You think you know. WWW stands for What a Wonderful World. That's your acronym. We do that ASAP, which stands for Always Say a Prayer. Watch this one, kids. Remember, I am a quadriplegic for years. A quad is somebody who is paralyzed from the neck down. As my doctor said so eloquently, “Shore, all you can do is move your mouth.” But you are still moving. Watch this. In the course of healing, the good Lord sent me an amazing person who happened to be a neighbor on my street. He saw me in the wheelchair one day and said, “What happened to you?” I told him what was going on. He said, “I am going to have you up and walking in a year.” Hmm, okay, fine. Why? Because he is one of the leading people in the world of aquatic therapy. As you can hear, aquatic therapy means you put somebody in the pool, and you move them around to get your muscles moving, and you get better response in the water. For me, it's very important because when they were trying to get me up on my feet, oftentimes I would fall down. When you fall down because of gravity on pavement or on the earth, it hurts. I have even sprained and broken bones because of it in therapy. I was very open to this aquatic therapy. Gets me in the pool and works with me over the course of months. When they had me in the pool the first time, I had floaties on my legs and my tummy and my arms so I wouldn't sink and drown. Fast forward now. Over the course of a number of months, got me to the point where with floaties on my legs and floaties on my belly, I was able to be on my back and move my arms over my head in the water that I was simulating a backstroke. I am going to make the story a bit shorter because I can go on. Over the course of a year, I was able to swim at the end of the year one mile on my back without stopping. It took me over two hours to do that, but hey, I am in southern California. I am swimming outdoors. I have a great tan, don't I? I am in the warm pool, so why not? And I am moving my arms. For a quad, that is big time stuff, kids. Now I am going to the make the story more amazing. Suffice it to say, within the next year, after I had already swum more than 75 miles, I was able to get on my tummy and still with floaties on my legs, otherwise I would sink, and I had paddles on my hands because my fingers don't close or the water goes right through, and I use a snorkel because I can't move my head enough to breathe in. So we have a snorkel, paddles, floaties, and I am outdoors in a warm pool in southern California. I am on my tummy, and over the course of time, I was able to swim a mile on my belly. I put it together, and I was swimming two miles a day six days a week. I have been doing that for almost nine years. Hugh: That's amazing. I am going to let Russell comment. We are heading to the last part of our interview. Anybody out there who thinks they have an excuse probably thinks by now they don't really have an excuse. You had insurmountable odds. I want to learn more about Dlyted and how people can benefit from the charity they represent. Russell has been patient. Russell, howdy. Russell Dennis: Greetings, good to see you again, young Mr. Shore. It has been a long time. What a remarkable story. I love the platform. It just doesn't- Let me give you an idea of some of the people who are out here. He mentioned a few. Amazon, AMC, AirBnb, Groupon, Southwest Airlines, Xbox, Regal Cinemas, GameStop, Starbucks, Under Armour, Target. These are just a few. What do they give back? Amazon gives 1%. AMC, 5%. Home Depot, 2.5%. You can see exactly what these people are giving to the charity. This is 1, 2, 3. This is what Barry is talking about. Make it easy. Where do you shop? You can buy your stuff online. Sign up, create an account, one. Pick a card, any card. This is not a trick. Then step three, type in who you want to support. It's that quick and easy. You type them in, that card is locked in. When you run that card, you are supporting that charity. Who can you support? Anybody who has a listing. There is a SynerVision landing page in here. Hugh: Oh, there is? I didn't know that. How did you find that? Russell: You must go in and play as you set up your account. It is in here. It is so easy. This is very intuitive. It is very easy to use. You can do this in a matter of minutes. Within three minutes, you are making a donation to your charity. You go to the home page, you click on Start Giving. There is a place to create an account. You can either sign in or create a new account. There I am. I am going to drop my name in right now. There is my name, email, and password. I got fat fingers going here today, guys. Create an Account. Hugh: What do you mean, today? Russell: I have fat fingers every day. That's why I have a fat finger tool that is not on my desk. I now have a Dlyted account. Verify my email. It will send me an email. I can go in here now. Amazon.com is my poison. Trust me, I collect books a hell of a lot faster than I read them. It's that easy. I think it would take a total of three minutes to create an account, pick a card, and pick somebody to support. Once you have set it up, your card is there. Whether you are shopping from your phone—I have friends who have flip phones, I am working on them, Barry. Once I have converted them, I can get them signed up. Hugh doesn't have a flip phone. I want to say out loud now that Hugh is not one of my flip phone carriers. Hugh: Despite my age and mental condition. Russell: Oh God, we didn't make it. We almost made it without that comment. Hugh: I'm sorry, it was a cheap shot. Russell, you work with nonprofits everywhere. Many of them struggle to put some funding strings in place. Part of what we teach at SynerVision is there are eight different ways to create revenue streams. This one we group under Earned Income or Business Income. It's affiliate fees. We recommend or are tied to help people find products they would buy anyway, and a portion of that goes to the charity. Barry's story is quite remarkable. He did not give up, but he took adversity and reframed it into a benefit for a whole lot of people. That is quite a compelling story. Coming from your position of helping charities think about their funding options, what do you see and hear is a benefit for all those nonprofits, churches, synagogues, that are struggling? Russell: Easy is good because a lot of these folks are wearing 6-7 hats. They don't have the revenues or the support structure. This is collaborative. You get people on your team. It's low hanging fruit. This is a high-powered platform that has been around for a while. It's getting better all the time. It's mobile-friendly. It renders beautifully on my iPad. You have to render beautifully on any mobile device because more giving online is happening from these mobile devices. Any time you can put a platform together that combines online giving, so a charity could very easily share this site, and leverage this, this is something they can earn revenue through. It's very simple. It's very easy. Everything is set up. It's just about driving traffic, which is telling as many of their supporters about it as they possibly can. This is powerful revenue. It's passive, yet people are coming in. Every way that you can find to support yourself, you should be driving people to that platform. This is stuff they buy all the time. They are going to buy it whether they are supporting you or not, so they need to know that platforms are in place like this to leverage this. People are just shopping. Once you set it up, you pick your charity, you can pick several. Once you pick, you're done. Every time they buy, they don't have to think about this. They get full dollar value for what they purchase, yet the charity gets a certain percentage depending on the merchant. It's just getting people to take an extra step. This is something they are doing all the time. It's not onerous to the person. Hugh: Now that you have signed up, you are going to select SynerVision Leadership Foundation as your cause, right? Barry: Let me jump in here for a moment. Russell made some remarkably beautiful points. One of the famous studies done on what people fear most, #3 was fear of dying. #1 was speaking in public. Remember that, Russell? Russell: Public speaking. Barry: #2 is asking other people for money. You said something so genius. What Russell was saying is that the real beauty and benefit of Dlyted, in addition to the fact that you are giving and doing it anyway is that you are sharing. You know why? I sit on a board. I need to raise $1,000. I call up my friends, “Russell, we do business together. You're a friend. You love me. Can I put you down for $250?” Even if he says yes, which he probably wouldn't, as sure as we are sitting here, in six months, I am going to get a call from Russell, “Hey Barry, I am raising money. I need your help. Can I put you down for $250?” I am a jerk? I am going to say no? He just gave me $250. So I might as well have just written the check myself. With Dlyted, you can now share this with everybody in your social world because you are never asking anybody for a penny. I don't fear it anymore because I am not asking you for money. Here is where it gets really amazing. You have these Methodist churches in Virginia. You have Russell in Denver. You have Lola who lives up in Alaska. Anybody anywhere in the United States can now support an organization using Dlyted. Whether you live in Alaska, Hawaii, Florida, anywhere, you can now be supporting this little place in Indiana or in Denver. It spreads anybody anywhere anytime, and you never ask anybody for money, so you share, share, share. Everybody has 300 people they talk to. You get a church of 1,000 people, so you could now be talking to tens of thousands of people. You can help us, and it won't cost you a penny. Russell: They are writing a check without writing a check because they buy this stuff anyway. If you spend $500 on Amazon, you are going to give us money. Just go here. You'll get every penny that you invest in that card. $50 on Amazon will be $50 you spend, but you will be sending $2.50. Barry: Watch this one. You just gave me an idea. We have Mother's Day coming up soon and Father's Day and birthdays. When you do your gift-giving, because people will send gift cards online, through Dlyted, not only are you giving the gift, but you just made a contribution. Think of Mom. Hey, I just gave Mom $100 of Macys, but I just gave $5 to the church doing it. Mom would love that because I gave her something, and Mom would also be proud of me because I just gave money. We touch the two deepest emotions in a human being: I am smart, and I am good. How much smarter can you be than to do good that doesn't cost you anything? Mother's Day, Father's Day, birthdays, anniversaries, holiday time. It's all part of the flow. Just taking that extra step. Once you get into the habit of doing good, you become a hog, in the Habit of Good. Hugh: That's amazing. Russell: You can build a campaign calendar using just about anything. People can do stuff all year round. Hugh: Russell, we are moving to a place where we are not going to leave the money on the table. If we don't access and redirect this money to the charity, it doesn't go anywhere. It goes to the company. There is that money that is part of their marketing budget. They redirect part of their marketing budget to people who directed the sales. Barry, we are on the wrap-up of this inspirational interview. I want to make sure that people understand that I invited you here to tell your story of how leaders do not accept challenges as failure. Leaders succeed because they get up one more time than they fell down. Leaders succeed because they are purpose-driven and they do not see failure as an option. Success is the option. Your creation is something you have done because you care about leaving a legacy, building goodness in the world, and helping other people generate revenue. We are going to continue to talk about ways that SynerVision can help you spread the message. You are a very good and compelling storyteller. Thinking about leaders out there, there are people who are on the verge of giving up, who feel like they are so over-loaded they are never going to succeed. There are people out there who don't see the daylight as they are really there. I am going to give you the last two minutes to give people a tip, thought, or challenge as they go forward. Barry, we have spent an hour telling a story. It seems like two minutes to me. We are almost done here. Last two minutes are yours. What do you want to share with people as a parting thought, comment, or challenge? Barry: Thank you again, Hugh and Russell for the opportunity to address these amazing people who are making a difference. Go mad, everybody. Go make a difference. I have to leave you with two things. Here they are. The first is the four P's: Purpose, Prayer, Perseverance, and Patience. As I mentioned to you, I swim two miles a day, six days a week. I have accumulated enough miles to swim from Los Angeles, California to Hawaii, from Hawaii to Taiwan, and from Taiwan to Shanghai, China. More than 6,578 miles, and I am not stopping. Never give in. Never give in. Never give in. Thank you. Hugh: Barry Shore, you are an inspiration. Russell, thanks as always for being here. Russell: Thank you. Good to see you again, Barry. I will be doing my shopping on Dlyted.   Learn more about your ad choices. Visit megaphone.fm/adchoices

A breakdown behind the scenes of everything that went into the 3 million dollars in 90 minutes from Grant Cardone’s 10X event. On this episode Russell goes through a play by play of Grant Cardone’s 10x event and how he was able to make 3 million dollars in just 90 minutes. He also answers 12 questions people have been asking since the event. Here are some of the awesome things you will hear on today’s episode: What kinds of things Russell and his team did to prepare for the event so they would have the ability to sell to such a large crowd. How this offer differed from the offer he presented at last years 10x event. What Russell did to get in state before presenting onstage in front of almost 9,000 people. And find out the answers to the 12 questions everyone has been asking since the event took place. So listen here to hear the amazing tale of how Russell was able to make $3 million dollars in just 90 minutes. ---Transcript--- What’s up everybody? This is Russell Brunson, welcome to the Marketing Secrets podcast. Today I’m going to talk to you guys about how I made over $3 million dollars in just 90 short minutes. Alright everybody, unless you’ve been living under a rock, you probably heard everybody talking about what happened last weekend, which was kind of crazy. I had a chance to speak at Grant Cardone’s 10x event and yes, the rumors are true. We did my presentation, at the end I sold this special offer and we sold over $3 million in sales. Not just contracts, but collected cash in the bank in just 90 short minutes. And I’ve got a ton of questions coming in all over the place about how we did it, why we did and all sorts of craziness, so I just wanted to use this episode to kind of tell you the whole back story and to show you the actual process of how we did it. And then at the end I’ve got 12 questions that a lot of you guys are asking as well, that I was going to kind of cover. So that’s kind of the game plan. So with that said, I’ll kind of jump back into the back story. A couple of years ago was the first time I ever heard about Grant Cardone, one of the guys that works for me, Randy Grizzle, he came to me and said something about Grant Cardone, I’m like, “who’s that.” And he’s like, “He’s this guy.” And he showed me some videos and I was like, “Oh.” So I became aware of him then and started following him and just started seeing his stuff. Last year, probably a year and a half ago he decided he was going to launch an event, he called it the 10x Growth Con and he launched this event. And I was not one of the speakers when they launched it. And as they started launching and it started getting bigger and bigger and finally one of my friends, Brian Post, he reached out to me and was like, “Hey you should really speak at this event, it’s going to be a big deal.” And I’m like, “I don’t have time to speak at events anymore, as much as I would love to.” And he was like, “No, this is one that I think it’d be worth it to you to do.” So he introduced me to somebody over there and next thing we knew I was on the page as one of the speakers. And I didn’t know Grant Cardone at the time, and he didn’t know me. In fact, we had a call before the event to find out what I was going to talk about. And I kind of told him and he’s like, “Well I want you to..” I just remember he was like, “I’ve had other people, like internet guys, try to sell stuff and they’re not very good at it. In fact, when you go out there, just go and tell them the price first and just talk about it and people will buy.” And I was like, you guys know my back story, I’ve been doing this for a long time, over a decade. I’ve spoken on stage a lot and I know the process. And I was like, “This is the way that I want to do it.” And they’re like, “No, no. Just do it our way and it’ll work.” And I was like, “Okay.” And in my head I was like, I’m doing it my way. I know what works. But I didn’t want to be weird on our first relationship, our first call, so I was like, “Okay.” So I went to that event and I think there was, I can’t remember how many people it was either 2200 or 2800, I don’t remember the exact numbers. But we got there and you know we showed up, Dave Woodward and I show up and had a big box of order forms and we asked them, “When I speak tomorrow I need a couple of sales tables. I need staff to help man the tables, and close sales.” And they were like, “Why would you do that. We don’t have staff for you.” And I was like, “This is how it works.” And they didn’t have any respect for me at the time, they’d never seen me close or sell. So I couldn’t get them to even give me literally a table to sell from. So I’m like, okay well, this is how we sell. Luckily Alex and Layla Hermosi, who are inner circle members and two comma club winners and soon to be 8 figure award winners, they were in the audience as well. And I said, “Hey can you guys help us to close sales?” And they’re like, “Sure where’s the table?” And I’m like, “There’s no table here.” So there’s three exit doors, so Dave was at one door with a box of applications and a handful of pens we bought at Staples the night before and so was Alex and Layla. So when I did my whole thing and did my close and people started running to the sides to sign up and Dave and Alex and Layla are pulling order forms out of a box, trying to sign up people in a short 30 minute window there, they were able to close just shy of a million dollars in sales. I don’t remember exactly what it was. Almost a million but not quite in sales at this thing. And I remember telling them afterwards, because I got off stage and Grant Cardone came up to me and it was the first time we ever met in person. He was like, “I’ve never seen something like that before.” I’m like, “What?” and he’s like, “I’ve never seen a table rush like that. People were running to the back to buy your stuff.” I was like, “yeah I kind of told you guys that, but nobody believed me.” Anyway, I was like, “That’s how the process works.” I remember afterwards he was like, “I want you to show me how to do that.” So if you watch some of the interviews he had done with afterwards, it was always about that. “I’ve never seen somebody do that before. That was the coolest thing in the world.” About a month or so later they called me on the phone and they’re like, “Hey, we’re thinking about doing another event, this time we’re going to try to get out 9,000 people, do you want to speak at it?” I was like, “Well, first off, I don’t think that’s possible to get 9,000 people out to an event, but the last event was so good, so if you do it again, I would be more than willing to come.” He’s like, “Cool. You’re going to be our big money speaker.” And they put me on the thing and started promoting the thing for the next year. And lo and behold, despite my skepticism, they had 9,000 people in the room. It was crazy. It was in Vegas in the Mandalay Bay in a huge arena that I know they do boxing matches there, they do concerts there, it was crazy. So they filled it out. So probably about month and a half two months ago we did a call with them before the event and they were like, “Okay, this is what’s happening. We’re going to,” I think they’d sold about 8500 tickets at the time, they’re like, “We’re going to have all 9,000 sold.”  I was like, oh crap. So we started talking about how to do the sales process and they were like, “What’s going to happen is we’re going to have an app on the phone, so you just get up and tell everyone to buy in the app, and that’s how you’ll do your table.” I was like, “No, that will kill all the momentum.” And they’re like, “No, that’s how it works.” And I’m like, “No please. Please do not list me on the app.” And they didn’t. All the other speakers were in the app with their price points and they just click a button to buy. I’m like, “Please don’t put me in the app, the whole social psychology happens when people stand up and they’re all running to go buy something. Please don’t take that away from me, please?” So they agreed to not put me in the thing. So I was like, “Okay we need tables.” And they’re like, “How is that going to work? In this arena there’s three levels. There’s the bottom floor, first floor, second floor, third floor. And then it’s this huge basketball arena.” So it’s like, there’s people who can go all around the whole thing. So they’re like, “How are you going to do this?” I’m like, “I don’t know, let us brainstorm this.” So we spent the next couple of weeks trying to brainstorm out this process. Obviously I wanted to go in prepared but the biggest problem was I can’t just be like, “Run to the back of the room and sign up.” Because I’m like, “Run to the back of the room unless you’re on the second or third floor or fourth floor.” Then you gotta run up the stairs and run halfway around the hallway to the other…. Ugh, I was so stressed out. I’m like, how are we going to make this work? So as I was planning this I was talking to a lot of people and one really good idea I got from Brendon Burchard, some of you guys know Brendon. He told me he spoke at a big event like that one time and what he did, he said that afterwards people always want to get pictures with you, which is true. I was stuck in the casinos and the elevators and everywhere, people trying to get pictures with me. But he said that what he did was put up a picture booth right next to the sales table and said, “Anyone who signs up today can get a picture with me so you can have it.” He said what happened is a bunch of people ran over to buy and get in line, and what happened is it took an hour or so to get these pictures. So everyone’s seeing this big line of people, so more people will be coming over and coming over, so you just have the ability to keep closing from social proof for like an hour or so afterwards. So I was like, that’s a really cool idea. So I decided to take that idea and a bunch of other ones and this is kind of how we choreographed it. The first thing you should know from stage selling, one of the biggest things you don’t want people to do, it’s like when you’re about to make your offer is to hand out order forms. People always do this and it drives me crazy. They get to their pitch and they’re like, “Alright everyone hand out the order forms.” And everyone starts handing out the order forms and all the sudden everyone starts looking at each other, getting the order forms, they’re handing it and they’re reading the thing, and they stop focusing on the speaker. When I stopped handing out the order forms, my sales rate dramatically shot up. So I have a rule that’s never hand out order forms, ever. Make them go to the back of the room to get the order form, therefore it creates the table rush to the back. The problem we had this way, first off, if we wanted to hand out order forms we couldn’t, because there’s 9000 seats, so that’s impossible. Second thing is because there’s tables on different levels and things like that, I was just like, it would have been a nightmare. Even, and I’ll get to this in a minute, it took about 3 hours to process and get people to fill out the order forms, because it was so many people. I was like, we need to figure out a way to get order forms in their hands but without them knowing there’s an order form, because if there’s an order form it’s going to kill the sales. So I was like, how are we going to do this? And all the sudden we had this idea for the sneak attack. So let me show you what the sneak attack is, those who are watching this live. If you’re hearing it and you want to see it, go to marketingsecrets.com and you can actually see the video of this, of me explaining this right now. If you’re listening to the podcast though, just kind of walk through this with me. So the first thing I did was like, “Okay, what if we gave them all packets?” This is the packet right here. I was like, “Inside this packet we’re going to have two things, number one is the order form, because this is what they need to have to fill out. And I’m going to have as little detail as possible on the order form, just enough that they know what they’re getting and have the ability to fill it out.” So this is the order form. I’m like, “I want this on everyone’s chair, but I don’t want them to see an order form. And the second thing, most people aren’t going to have a pen. If I got 9000 people potentially buying and there’s no pen. I need to sneak attack a pen into everyone’s seat.” So the goal was to sneak attack this order form and this pen into everybody’s seat without them knowing there was an order form there. That’s why we put it in this really cool package that looks awesome. And then inside we put in a couple of things. Number one, we put in these really cool “I build funnels” stickers. One that goes on your laptop, one that goes on your phone. So they get these, here’s a gift from Russell, reciprocity right. Here’s this really cool sticker. Then number two we gave them these cool pop sockets that go on the back of your phone that say “Funnel Hacker”. I was able to do a couple of things, one was to actually demo how to use these during my presentation. Number two, they put these on their phone, now they’re part of our community, they’re funnel hackers. So these two gifts that were there, and then I had a note sheet for my presentation. So you get out the sheet here and you can open it up and take notes, what I’m talking about. So all these three things, the whole goal is to be so cool and exciting that people do not notice the fact that there’s a sneaky little order form and a pen inside the envelope. This is how we are Trojan horsing an order form into every single seat in the entire arena. Then we had this envelope and the back was a big huge sticker that said, “Warning, do not open until Russell Brunson’s presentation begins.” And that was on the back of the sticker. So that was the plan and we started getting these all printed. 9000 of them printed and put together. But then the problem that happened, we found out that seats for the event, they don’t lay flat, they pop up when people aren’t sitting on them. So our envelopes wouldn’t sit on the seats because they would pop up and they’d fall to the ground. So we’re like, crap now we gotta figure out a way to make sure that these packets actually stay on their desks. So then we went and ordered 9000 of these bags that say Clickfunnels on it, then we put the packet inside the bags and then hung the bags on the chair. Then the next question was how do we get these 9000 of these out to everybody. So we had to figure out how to do it. So we ended up doing it the night before I spoke. After the event was over, I think we hired 10 or 15 temp workers, plus we had about 10 people from our team and they went out to every single chair and took the packet inside the envelope and hung it on a chair. It took them about 2 ½ to 3 hours to do that to the entire thing, to blanket the entire audience with the Trojan horse order forms, wrapped up with a whole bunch of cool gifts and things like that. So that was the thing, then the way it was going to happen was that after somebody decided to buy, they were going to run to, if they were in VIP, there was a VIP room with a table. If they were in the bottom floor, there was two tables in the back of the bottom floor and if they were in anywhere in the bowl around they had to go to section 118. So some people would run up the stairs and it was right there. And some people had to run up the stairs and then run clear around the whole thing. And then what they would do, they would order and take the order form right here and fill it out, take it someone on our team and then someone on our team would then hand them this packet right here, it says Funnel Builder Secrets, what they bought, then they could open this thing up and they had a couple of things inside of it, they pull it out. Number one, here’s a thing that shows them how to claim what they just purchased, so it shows them how to go online, what’s going to happen, how we’re going to text them their login and if they have any issues or support issues. Number two is there’s a letter to their business partner or their spouse explaining what they just bought so that when they get home they’re not like, “Why did you spend this money.” And then number three was a golden ticket, that said you can come and get a picture with Russell. So they were handed this packet back, they were supposed to rip this open, grab the golden ticket out and then run up to 118 to stand in line to get pictures with me, and on top of that there were some other cool bonuses that we gave them. The Funnel Hacker cookbook if they brought this to us, then we also gave them the Expert Secrets, Dotcom Secrets audiobook that they could plug in their ear and listen to on their ride home. So those are the two things that we had created to get them to buy. So that was kind of the game plan. So we went out there, and the second thing is that I was going to do my presentation, but the problem is that everybody at it the year before had seen my presentation. We’d signed up I think 450 or almost 500 people the year before at $1997. And then over the last 12 months Grant has been promoting that presentation like crazy. So I think like half a million people have seen that presentation through him and his audience. We sold a lot of Clickfunnels because of it, thank you Grant. We love you. But I was like, I can’t give the exact same presentation to the same audience who’s pretty much already seen this thing. But I needed to give the same framework of the presentation, because the framework is what sells Clickfunnels, which has been proven to sell Clickfunnels. And I couldn’t make the same offer because we were charging more, we were charging $3000 and then number two, not only were we charging $3000, but obviously I needed to create a better offer because I wanted everyone who bought last year to buy again, and a bunch of other things. So that was some of the groundwork. So why did we raise the price to $3000? A bunch of different reasons. Number one my goal was, when we first started this, my goal was to make $3 million dollars in an hour and a half and this is the reason why. When you do an event like this, 50% of what you sell goes to the person hosting the event, you keep the other 50%. So my goal was to try to make, I wanted to net a million dollars an hour. That way if somebody ever asked me how much I charge an hour I could be like, “Well, it’s a million dollars an hour.” So that was kind of my selfish reason why I wanted, that was my goal. I was like, okay 9000 people, if we can close one out of 9, at $3000 a piece, that’d be $3 million dollars, which means I netted a million dollars an hour for an hour and a half, which would be really, really cool. So that was the goal going into it. So because of that, I took my framework, my presentation and I re-tweaked it, re-changed it, but the structure was still the same. I customized it very specific to their audience because I know who their audience is and I know what they’re looking for, the types of businesses they have, what their major concerns were. So we crafted the presentation to speak directly to them, and then we made the offer better. We added a bunch more cool things. We added Funnel Scripts for a year, we added Traffic Secrets and a bunch of other cool things. So the presentation was similar to ones I’d done in the past, but it definitely upgraded for this event. So I got on stage, excuse me, it was crazy. So we got there, I was supposed to speak, Grant was supposed to speak the second day and I was supposed to speak right after him. But we got there and Grant’s voice was gone and they’re like, “Grant can’t speak, so you’re up right now.” I’m like, ahh I’m not ready for this. We had to kind of scramble, get everything together and they introduced me. I came onstage and did my presentation and at the end of the presentation I sold and from that we had over 3 million dollars collected from the presentation and we’re still, I think we have another half million or so in declines that we’re going through right now. When all is said and done it’s going to be somewhere between 3 ½ to 4 million dollars. But for simplicity sake, we made at lease, more than 3 million dollars in 90 minutes, which means I netted more than a million dollars an hour for an hour and a half of my time, which was amazing. And it was cool. So that’s kind of behind the scenes. Some of the tricks and things that we did to make sure that that actually worked. I hope I..I’m sure I missed some things. Oh yeah, so after I did my whole presentation, we closed. It was crazy, they took me, they had security guards and the security guards took me back and people were running to all the different places, right. I see people running to the VIP table, I saw people running to the back tables, running up the stairs. And it was weird because typically when I get a table rush, usually it’s in a smaller room and you hear the hustle and the bustle and it’s really, really loud. And a lot of times, in fact, I’ll do a table rush and it’ll get so loud in the room during the table rush, I can’t even finish my presentation. Whereas with this one, because the stadium was so big, I heard a lot of rustling, but it didn’t get loud. So it was kind of this weird thing, I have no idea if people are actually buying, I was kind of nervous. So I ended, later when I went off stage and security guards took me to the bathroom, got me a drink and then took me back up to where the picture booth was at. When I got to the picture booth I walked through the door and I look out there and see this section that had all these stantions, I think that’s what it’s called, when people weave back and forth, and about 5 or 6 levels deep are all these people as far both directions as I can see. And people told me later that the line literally wrapped around the entire arena. I stood there and people come in, I shook their hands, take a picture, next person, next person, next person. And it took like 3 ½ or 4 hours worth for pictures with 1000 or 1200 people, whatever it was. Picture after picture after picture. I remember my face being really sore when I got married on my wedding night, this was like that but way worse. Way longer, just the perma smile, it was crazy. It was awesome. And then we went back to the hotel that night, went up to the room and we had 8 or 9 people sitting there trying to process all the transactions as fast as they could, which was really cool as well. Just seeing these huge stacks of order forms and seeing our whole team going though processing orders. And then what happened, by the time it’s done we processed I think we had in the bank like 2.4 million, but there was 800+ thousand dollars in failed credit card payments. So the next morning we sent an email and also texted everybody’s who’s credit card failed, told them to come back to the table. So by the time I woke up in the morning, I came down, the booth, the 10x booth was there and there was a line of people and they had 4 or 5 people deep, wrapping through stantions like a big line of probably 50 or 60 people in line getting their credit cards updated. And then we texted Grant and his team and said “hey, this was awesome. I think I could push people over the edge. This is a group full of sales people, they probably want to learn how to sell. What if I did a special one day event where I showed them how to sell the way that I just sold? And if you can give me ten minutes, I think I could close another, who knows worth of people.” So they agreed to let me get back on stage the next day for about ten minutes. I come up there and basically tell everyone, “We did 3 million dollars in sales, if you guys want to see what we did, everyone who already signed up, congratulations you get this for free. I’m doing a one day workshop where I’m going to walk you guys through how we do our presentation. And then for those who didn’t, now is the time. I’m pushing you over the edge. Stand up right now, go get signed up and you’ll get this bonus as well.” And apparently we got another 250-300 thousand dollars in sales came from that. From the double close. We’re nicknaming it the double close. So it was the second close on the second day and it was really, really cool. I’m trying to think of anything I wanted to share with you guys. So we did that, we did the double close and it was amazing. Such a fun experience. Alright with that said, there was twelve questions that Julie Stoian pulled off of Facebook that people were asking like crazy, I’ve probably already answered some of these, but I’m going to go through it anyway. And then she’s probably going to turn this into a really cool blog post, if you want to see a detailed breakdown of this with images and screen shots of all the cool stuff we talked about, it’ll also be posted on the Marketing Secrets blog over at marketingsecrets.com. Alright so here we go. The title of these questions are the 10 questions everyone keeps asking about selling $3 million in 90 minutes. But it’s actually 12 questions, but there we go. Question number 1: “How long did it take you to create your presentation?” A great question. The framework that I used was the framework from my Funnel Hacks presentation, those who have been following me for the last three years. I did start a brand new slide deck over. Slide number one, I went through and created all new slides, but I was taking a lot of sections from my other presentations and kind of bleeding them in. I started that Monday. I worked on it all day Monday and all day Tuesday. Let’s see, is that right? Monday, Tuesday and then Wednesday I flew to go see Dean Graziosi. So Wednesday I was with him all day and then we flew from Boise to Arizona, spent all day there, from there we flew back to our hotel in Vegas. So that night I spent some time and then Thursday I spent probably half a day. So probably total said and done, probably 3 full days on the presentation. If I were doing it from scratch, it would take a lot longer than that, obviously. It probably take me about a week and a half to two weeks. But there’s three days kind of re-working it and kind of re-figuring the whole thing out and getting it all to work. Number 2: “How did you come up with such a great offer?” A couple of things, first off, I’ve had my Funnel Hacks offer for a while. So I kind of know what that is and I was just trying to make it better. So what are the things we can add to make this offer even better than it already is, if that’s possible? So that’s kind of where we started at. It looks like my battery or camera I’m using for this presentation is overheating. So I’m going to pause this real quick, let the battery cool down, and I’ll be back to answer question 2 through 12 here in a few seconds. Alright I’m back, hopefully the camera won’t overheat again, but during the break James thought it would be a good idea if I showed you guys a stack of the order forms. So those who are watching the video, if you’re listening to the podcast go to marketingsecrets.com to check out this video. So here is a stack of all of the order forms that were successfully processed so far. Each one of these counts as a $3000 dollar bill. Yeah, that’s a lot of 3000 dollar bills. So yes, this works. As I’m starting this somebody, it wasn’t one of the questions here, but I saw it as I was scrolling through Facebook before I clicked record. Someone’s asking where I made up my presentation from. You guys this is the perfect webinar script. If you haven’t read the Expert Secrets book yet, literally I just use the script that’s in the Expert Secrets book. I have a problem with secrets. I just tell everybody my secrets. So the presentation is literally word for word from the Expert Secrets book. Same one that I’ve been using and trying to get all you guys to use as well. So there you go. Alright, back to the questions. Question number 2: “How did you come up with such a great offer?” So again, I just took our offer we’ve been using in the past and we tried to 10x it. The event name was 10x and I kept saying, Grant told me to 10x the event, how can we make this better? So instead of giving them copywriting training I gave them Funnel Scripts. Instead of giving them a traffic workshop, I gave them Traffic Secrets. I did a call, I did a webinar blueprint with Jason Fladlien last week before the event and one of the things he talked about is when he tries to include bonuses he’s like, “First off, I try to get proof that the bonus is actually worth a lot.” So one of the bonuses I gave people access to Traffic Secrets, which is John Reese’s course on how to get traffic, we bought the company from him, licensed all the content from him. So instead of me saying, “Hey you get access to traffic secrets.” I literally showed, “Here’s all the wire transfers and all the money I sent John Reese to buy Traffic Secrets. So to give you this bonus, it cost me almost a million dollars to be able to give you this bonus.” And people were just going crazy like, “Dude, you spent a million dollars and I gotta give you $3000 for that.” so it makes it really big. So example, if you’re trying to create a bonus, one thing Jason says is really smart, “I go and hire someone who is awesome at this thing and I don’t just, usually I can get it for free, but instead I go and pay them, wire them $10,000  or something, so I can show people that I literally spent $10,000 for this interview and you guys get it for free as part of this course.” So it just gives you a proof element. Anyway, that was kind of a cool thing. So that’s kind of how we made the offer so great. Its software and if you look at also the way I structure my offers it’s like, “When you invest in the Funnel Hacks training today, I’m giving you all this other stuff for free.” Clickfunnels became free, Traffic Secrets is free, Funnel Scripts is free. All the other things are all free, free, free. The only thing they’re paying for is the actual training. So that’s kind of a cool way to structure it. And then again, I had the bonuses. We had the Funnel Hacker Cookbook, and the audio book they got to leave with, which people love leaving events with stuff that they can show they actually invested in something. So they got the book, they got the MP3 player and then what else, what else? Oh the picture. Something they could only get right there. you get a picture with me so you can take that home and that way you got a picture you can use. I told people to put it on their wall as a reminder of the commitment they made, they’re going to 10x their business in the next 12 months. Those are some of the things from the offer. “What are the things you do right before the presentation to stay focused?” So for me, I still get nervous, even at the smaller events. Usually I’m nervous about an hour or two before I get on stage, and this one, I was nervous for 2 ½ days before I got on stage. I had this nervous energy, which wears you out. So part of it, I have to keep my energy up. So eating really healthy, making sure I try to get sleep at night, trying to just keep energy up. In the morning when I’m getting ready I was listening to music trying to get myself in state. And a lot of it for me is getting down there. I had to go the night before and actually stand on the stage. For some reason that calms my nerves when I see this is what it’s going to look like, and what the audience is going to look like, that was a big part for me. Then when I got down there, it was just like, I pray a lot during these nervous times. I’m praying a lot that I’m going to be able to serve at the highest level, that I’m going to be able to say things that are going to inspire people and motivate people to actually change their life. Yes, a lot of praying. Then when it gets real close, I jump around and try to get my energy out, try to get prepared and ready. And then they start calling your name, and next thing you know you step out there and as soon as, for me, as soon as I got on the stage, I see everybody and all the nerves kind of crash, boom into state, and you just go. Hope that helps. Number 4: “What is the hardest thing about logistics of processing that many sales so quickly?” So I kind of talked about that, the fact that nobody had pens, there’s no where to send people to order forms. So kind of what we did with those packets and the sneak attack, the Trojan horse order forms and pens, that was the biggest part to get it to work. Then I had enough people to take orders. We literally had people there, over an hour long line, just to be able to take people’s money, which I felt bad for the next 3 or 4 speakers because literally people were out in hallway either buying or watching this whole circus that was happening out there in this huge line. So it was pretty cool. Number5: “How did you prepare your team and or company for this event?” It was a big, a lot of preparation. Ahead of time we had a pre-meeting explaining the process. When we got there we showed everyone, “Here’s the tables that are happening, here’s what you gotta be doing. When you get this you gotta return this.” And for the most part it worked really good. We had some temp workers there who didn’t pay attention very well, they kind of messed some things up, but for the most part it ran really flawlessly, which is good. Number 6: “How has it been since the event?” It’s been crazy. I was in Vegas for a day and a half afterwards just processing orders and getting stuff done. It was tough, I remember in the morning I needed to get some water. There was a little shop where we could buy stuff, right next to the elevators. So I jumped in the elevators, came down, went to buy some waters and I got stuck out there for 25 minutes taking pictures with people. I’m in my jammies, my hair’s all messed up, I’m tired. I’m like, “I’m just trying to get some water for my wife and I.”Someone came up to me and they’re like, “You buy your own water. You’re the only multi-millionaire I know who buys their own water.” I thought that was kind of funny. That was kind of crazy. And then we needed to get B-roll though. So part of me, we made $3 million dollars in the presentation. I’m going to make a lot more than $3 in me telling the story of this presentation and you’ll see some stuff coming out over the next few months of how we’re going to keep this momentum going. But part of it is telling the story. I had three of my video guys there capturing stuff. And one of them, Dan Usher, he’s making a promo video of the bonus I gave people at the Funnel Hacking Live event. So you guys will see that here in the near future. But one of the things that he wanted, he’s like, “I want an aerial shot of the event because you can’t fly a quad copter around Mandalay Bay.” So he went and rented a helicopter, one of the helicopters that there’s no doors on it. And then we got to go in the helicopter and they harnessed us to the helicopter, and then we flew at night past Mandalay Bay. I got to hang out of the helicopter looking back as he’s filming me, for a 3 second B-roll shot that we’re going to use in the promotional video. So we did a lot of fun stuff like that. We got to take my wife shopping to go get some clothes, and myself shopping as well to go get clothes for Funnel Hacking Live. Stuff like that, which was kind of cool. After that we went to Michael Jackson show, which was really cool as well. It was a good time, we had a good time. It was hard to walk through the halls afterward. It was just getting bombarded by everyone wanting to take pictures. It’s tough because I want to give everyone a chance. It’s like, if you bought, you got your picture, that was your shot. Anyway, it was just, I feel bad telling people no and I had to tell a lot of people no. It was tough. But other than that it’s been crazy. It’s fun watching on Facebook because everyone’s talking about it. Apparently traffic conversion events happening right now and I’m not there, but a bunch of my team is there, and they said that it’s the talk of the whole event. Everyone’s talking about it, which I’ve been getting texts and voxers and Facebook messages from people all over the place that are messaging about it. So it’s kind of fun that it was that big of a deal that people know about it. Alright number 7: “What’s one piece of advice you give someone about to sell from stage or from a webinar?” Study this book, I spent a year of my life writing this book so you’d know exactly what to say, how to say it, where to say it. And then go watch all my webinars. Even if you’re not going to buy my stuff, watch and learn the process, learn the energy level, all those things you need to be able to produce a webinar and to do it. Model it, model, model, model. You know one of my friends who’s now got a career writing webinars for people. He told me, “I’ve watched your funnel hacks webinar at least 100 times.” People are doing webinars and I’m like, “Did you watch mine?” and they’re like, “Nah, I haven’t seen it yet.” Are you kidding me? Do your homework. Anyway, there you go. See how I pitch, why I pitch, see my tonality, my voice patterns, how I do the stack and the close and how I create urgency and scarcity and how I’m answering questions, all those things are keys to it. So you can read it in the book and then go watch it to understand it. Number 8: “Why did you have people do manual orders instead of digital?” Okay, again, everyone else who sold at the event had people pull out their phones and click on the app to buy the product. A couple of things, number one, when we were in the venue, the app had no internet access. People that were doing that, the sales actually didn’t go through. So a lot of their speakers were like, “Okay when you leave the event, go and find it.” Number two is half of selling is like the social pressure and the psychology behind social proof that this is actually real. So it’s like, people pull out their phone and buying, nobody knows who else is buying. When people are all running up and they’re running somewhere, they see a line that wraps around the arena, they see all this energy and excitement and momentum. “I don’t know what exactly that is, but everyone else gets it, so it must be something I need to be a part of as well.”  So it causes a social situation you can use as well. So that’s why we did the old school way. Number 9: “What was the incentive for them to wait in that long of a line during the table rush?” It was to be able to come get a picture with me, which may seem like a dumb little thing but it’s important to people. I just know that every time I walked through the hallway before and after I was getting mugged by people who wanted their picture with me, which is funny for my wife. She’s like, “Why do people want their picture with you?” I’m like, “I have no idea.” It doesn’t make sense to me either. But that was a big thing, people want that and it gives them something tangible. So that was a big part of it. Plus when they sat in line they got the physical Funnel Hacker Cookbook and the MP3 player, so it just gives them something tangible as well. And to get people to meet you. Someone buys from and invests from you, they want to meet you and they want to shake your hand, and to have a picture with you means the world to them. Number 10: “Do you feel different now that you’ve broken another huge record?” Honestly no, I feel exactly the same. My goal now is to not let my head get too big. But definitely to leverage it, to grow Clickfunnels even further. So like I said earlier, $3 million dollars in 90 minutes is cool, but the $30 million we’ll generate in the next 12 months because of this, because of the story is more important. And that’s what’s going to happen next. That’s what most people give up. Most people do the first thing and then they stop, leave the first thing. You will watch over the next 4 months how I leverage this. You will definitely see it. Number 11: “Is Grant Cardone getting kickbacks since it was his event?” Yes, you split the proceeds of your sales 50/50 with the event promoter, they’re the ones who did all the hard work to get the people in the room so they get half of the profits and it’s totally, totally, totally worth it. Number 12: “Is there anything you’d do differently?” Maybe, but I don’t know yet. You know, I think overall we executed it pretty well. We thought a lot through it and it worked really, really well. I think my double close, my second presentation, I probably would have choreographed that one a little better, maybe get some slides and some things. I just kind of went up and there just kind of talked. So I probably would have choreographed that a little bit differently. But for the most part, really, really happy with how it all went. So there you go guys, that was what happened at 10x event. That’s how I made $3 million dollars in 90 minutes. It was tons of fun. Look out in the near future as I tell this story more and I’m kind of walking you guys through the details. We will have an offer coming out that’s going to share all the information from behind the scenes, going through slide by slide, minute by minute of my presentation. That will all be coming soon. Make sure you keep listening to the podcast to find out when that’s coming out. With that said, thank you guys so much. If you want to see the video of this or read the transcripts, go to marketingsecrets.com, you can read it all there. Appreciate you guys, and we’ll talk to you guys all again soon. Bye everybody.

A breakdown behind the scenes of everything that went into the 3 million dollars in 90 minutes from Grant Cardone's 10X event. On this episode Russell goes through a play by play of Grant Cardone's 10x event and how he was able to make 3 million dollars in just 90 minutes. He also answers 12 questions people have been asking since the event. Here are some of the awesome things you will hear on today's episode: What kinds of things Russell and his team did to prepare for the event so they would have the ability to sell to such a large crowd. How this offer differed from the offer he presented at last years 10x event. What Russell did to get in state before presenting onstage in front of almost 9,000 people. And find out the answers to the 12 questions everyone has been asking since the event took place. So listen here to hear the amazing tale of how Russell was able to make $3 million dollars in just 90 minutes.

Listen as “The Goat Farmer” drops some powerful Q & A during this episode of Marketing Secrets. On this special episode Russell is interviewed by Dana Derricks for Decade in a Day. Here are some of the fun and informative questions you will get to hear the answers to: What would be the one thing Russell would suggest anybody starting out in business should focus on? What’s Russell’s biggest secret to building funnels? What Russell wishes he would have done differently? And what Russell’s team relieves him from? So listen here for the answers to these questions and many more from Dana Derricks. ---Transcript--- What’s up everybody? This is Russell Brunson, welcome to Marketing Secrets podcast. I’m so excited to have you here. Today I’m going to share with you a behind the scenes interview with my man, Mr. Dana Derricks. Hey everyone, welcome back to Marketing Secrets. If you have not yet subscribed, if you are on iTunes, please subscribe and leave us a comment. If you are watching this one YouTube, please click on our YouTube channel and subscribe so you keep getting amazing videos like this. Right now, what I want to share with you guys is behind the scenes of an interview that happened earlier last week. Dana Derricks is in my inner circle program, he just started year number two and when someone joins my inner circle, or they re-up after a year, I let them be part of what we call Decade in a Day. Decade in a Day is basically where I take a decade of my life experiences, my business experiences and jam it into a day for that person. Basically I do this about once a month with my inner circle members. And it was really funny because this time, Dana showed up and instead of just asking me a bunch of, or instead of doing a normal consult back and forth, he just came back and said, “Hey I have a whole list of questions I want for you.” Some were really good questions, some were off the wall, there were all sorts of place, it was hilarious. But there was some really powerful, strong things that came out of the interview and I thought between the humor and the gold, I thought it would be awesome to share with you. So I asked Dana if he’d be willing to let me share this with you guys. And luckily for me and for you and for everybody, he said yes. So I want to take you guys behind the scenes of a Decade in a Day call with Dana Derricks. Like I said, for those who don’t know Dana yet, you will appreciate and love his humor. He is a goat farmer, he’s speaking at Funnel Hacking Live, and some of these questions are amazing. With that said, we’re going to jump over to the interview and have some fun. What’s up Dana? Dana: Yo! What’s up? Russell: How’s it going man? Dana: Good, good. How are you guys doing? Russell: Amazing. (Other people greeting and cheering.) Dana: Oh this is going to be great. Russell: This better be great. Dana: Yeah, no pressure, right. Russell: We were betting before we turned it live, we’re like, “Is he gonna have any goats in the office with him?” Dana: Well, if it wasn’t so cold, I probably could have made that happen. Russell: That’s amazing. So obviously, I know you really well. Do you want to tell everyone who you are, who doesn’t know, and then we can have some fun? Dana: Yeah, we can do that. You’re in for a treat by the way. You’re going to like this, I’m glad I’m last. Whoever set that up, kudos to them. They deserve some treat, Mandy. Oh man. Hold your breath. Russell: Literal or no? Dana: You’ll be fine. You ready? Russell: I’m ready. Ready to rock and roll. Dana: Are we live? Russell: You’re live. Dana: I thought you had to press a button or something. Hey what’s up everybody? I’m a goat farmer, I don’t know technology very well. We’ve been live for 5 minutes, I’ve blown 5 minutes of my time. If you don’t know me, my name is Dana, I’m a goat farmer that Russell let into the inner circle. Also I write copy. And that’s about all. Russell: And books, a lot of books. Dana: Oh yeah. Russell: I got a few books from you this week and I was like, “Did you write both of these this week?” amazing. Dana: Kinda. Yeah did you get that package? Russell: Yeah, that was amazing. Thank you. Dana: Oh yeah, no, for sure. Russell: It was like, here’s the salad you can eat now and here’s what you can have after the BORT. Did you hear we changed it from BART to BORT? Dana: You did? Russell: A Big And Ripped Transformation and BORT is Big Or Ripped Transformation, so you get to choose. We’re calling Bart- Bort now. So feel free to do that, he’ll love it. Dana: Bort Miller, I love it. Yeah dude, the secret about sending stuff in the mail is it’s a lot harder to opt out of receiving mail in the mail, as opposed to like email. So that’s kind of the trick. Russell: During your presentation you should show that clip from Seinfeld where Kramer’s like, “I’m out.” And he breaks up his mailbox. Dana: That’s good. I like that. And you can tell when they do opt out because your stuff comes back to you. That’s awesome. Okay, so I guess I have something prepared. I don’t have slides or anything. I don’t really understand technology that well. So I have a list of just a bunch of questions I’m going to ask you, if that’s okay? Russell: Heck yeah. Dana: Alright cool. So there’s going to be three sections. The first is just business, the second is life, and the third is whatever questions we’re going to open it up to. You guys can ask me, feel free to pick my brain all you want. And then the audience can interject. I don’t know where they are, but if you guys can see anything that they’re saying, let’s do it. Cool? Russell: Let’s do it. Dana: Alright, I might, if you start talking too long, because I’ve got this spaced out just right, I’ll probably just cut you off, okay? Don’t worry about it, I’ll control the time. We’ll start off easy okay. What would you estimate to be the ROI on the spend of one goat over a twelve month period? Russell: For average humans or for Dana? Dana: You’d be surprised. I’d say average humans. Russell: For an average human it’s probably not very good. You can milk goats, right? Dana: You can. Russell: Can you eat goats? You probably don’t eat goats, do you? Dana: I wouldn’t advice it. Russell: You milk them, you shear them to get wool? Dana: No, they have weird fur. Russell: So just milk. Alright. Dana: Pretty much, milk and cheese. Russell: Milk and cheese. I bet you double the ROI. I bet you pay a thousand for a goat you get $2 grand back? Dana: That’s really close. That’s real good. Did John tell you that. Russell: No, that was off the top of my head. I had no idea. Dana: Nice. Good, good. You’re going to have goats soon. Russell: I have astro turf on my field now, they can’t… Dana: They’ll eat it, don’t worry. What would be the one thing you would suggest anybody starting out in business to focus on? Russell: Like the initial, when you’re first, first beginning? Dana: Yep. Russell: Probably focusing on developing yourself through serving other people, until you actually become amazing at whatever it is you want to sell in the future. Dana: So other people’s results instead of your own? Russell: Yeah. Go and serve people, get results, then that becomes the catalyst for everything else. Dana: Nice. What would be one thing you would suggest, anybody that’s already having success, to focus on? Russell: Is this going to become a book someday? This is like the chapters of a book. He’s pre-writing it, he’s making me write the book for him. Dana: Getting content one way or another. Russell: I can use this time however I want Russell. So people who are already having success, I would say the biggest thing is, a lot of times, especially with creators, we have success and then we get complacent for a while because I think initially when we start, a lot of times we are thinking about ourselves. And then you get to the point where it’s like all your needs are met. And most people sit complacent until they realize that this has nothing to do with them. Then you transition back to how do I serve people more? That’s when the next level of success happens. For me, business for me was selfish for a long time. I was trying to figure out how to make money, then my needs were met, and then more so, then it’s like, now what? It wasn’t until I really started focusing on the contribution side of it, then all the sudden, then it lights you back on fire again because you don’t….someone asked me yesterday, why don’t you sell for whatever? And I’m like, I don’t need money at this point in my life, this is about the contribution which is like, the exciting part. Money gets dumb. After you pay your house off, you’re like, well I don’t know what else to do. Dana: {Inaudible} Okay, awesome. Love it. What’s your biggest secret to building funnels? Russell: I don’t start building a funnel until I’ve found another funnel that I’m modeling, like a concept. So I’m always very clear of this is where we’re going. And number two I focus most of the effort or energy on the copy or the stories. Each page in a funnel is its own story that you’re telling, you’re crafting to get them to take the next action, and that’s where we focus. Anyone can do a funnel now with Clickfunnels. Woo hoo, I’ve got a funnel. It’s like understanding and mastering the story, even the short form story. I’ve got a headline and an opt in box, what’s the story I’m telling there? What’s the story on the landing page, and the upsell page? Basically taking the Perfect Webinar structure and breaking it down into, over a set of pages and orchestrating the whole thing together. So that’s where I spend most of my… Dana: Okay, would you also say it’s like, then connecting the dots too? It’s like taking them on a journey. Because people think you just throw them in the top and then they end up in the bottom. But you have to hold their hand throughout. Russell: Yeah, hold their hand and it’s like, when I’m doing a funnel I always think about if my mom was to come and buy this thing….like let’s say she bought this superman little thing. She’s like, “This is awesome.” And then she buys that and then she looks and “What should I get next?” and I’d be like, “Okay, let me explain to you why you need the next thing.” And it’s not like, I get people who all the time that ask me, their questions are like, “What price point should my upsell be?” and I’m like, that has nothing to do with anything. Price point is completely irrelevant. They just bought this, what’s the next logical thing that they need or they think they need to get the end result they’re trying to get. Whatever the price is, doesn’t really matter. It just doesn’t logically make sense. “I have this, now I need this, and this is where I’m going.” Dana: Dude, you’d be such a good goat farmer, because it’s like, they get out, they’re in the neighbor’s yard. So you gotta go over there to get over there, and you gotta bring just enough treats to get them back into your yard. So now they’re in your yard, which is an improvement, but they’re still not in the pen. Then you gotta get them over to the gate with another set of treats. Then you gotta keep them there long enough to get the gate open and then get them back into their actual pen. It’s the same thing as funnels, right? Russell: Goat funnel secrets. You should tell this, that’s actually really cool. That’s what you’re doing, that’s the name of the book we’re writing right now, isn’t it? Dana: Maybe. That’s awesome. What’s your biggest secret to traffic and getting people into your funnels? Russell: You know the answer to this already. But our biggest focus is Dream 100, at all levels. SEO’s Dream 100, PPC’s Dream 100, Facebook ads Dream 100. Dream 100 is affiliates. So it’s like, I’m a hyper, big believer in we’re not going to create traffic so who’s already congregating to that traffic, and then we Dream 100 them from every level, every aspect. We’re doing SEO stuff right now and it’s like, it’s funny because everyone’s like, “How do we get back links?” and it’s like Dream 100. “What do you mean?” I’m like, “Find who’s got the best blog with the best traffic, the best page rank, we Dream 100 them and get an article, and then that gets the dream link we want back and that solves all problems.” Dana: Awesome. What’s your biggest secret to converting traffic once they’re in your funnel? Russell: I always say that the world we live in right now, there’s two steps. The front end direct response, it’s all conversion to get somebody to do whatever to get them into our world, and then when they’re in our world I transition from, I don’t transition away from direct response, but I layer in branding with direct response and now it’s like personality and direct response principals together. Because the front end doesn’t, personality doesn’t get somebody to opt in, typically a new person. It’s like hard core curiosity, the right hook to get somebody in, and after they’re in, to keep them there, it’s like I instantly transform into brand and personality and things like that. The better connection I can build with people the faster, the easier the conversion is. So it’s like putting in all this time and effort into building trust, rapport and the conversions become easier and easier afterwards. Natalie Hodson did a video I think two nights ago. I watched it last night, a Facebook live. It’s her like, “Don’t buy my courses.” And then told her whole story about why she started doing this and how she, it told her whole story of how she came into this business and how much money she has to put in ads to sell a book and how she’s able to have…told that story and I told her, I voxed her like, “This is so good. Everyone who opts in, make them watch this first because they will instantly love you, and then they will buy everything else you have from that point forward.” But that would be horrible as a front end ad. Nobody would ever buy off it. But you convert them in, use that attention now to build a brand and a connection and then conversion becomes super easy. Now its just taking them on a story of your life and you’re offering them bits, the story of how you created that and how that story comes back to them. Dana: Love it. So with that too, that’s part of the strategy of entertaining and putting out, just letting them into your life. And I think it’s important for people to know too because ultimately, looking at the stats, that stuff you could argue is a waste of time, but at the end of the day it’s not because you’re doing exactly what you’re suggesting, that’s the overall strategy on that, isn’t it? Russell: 100% Because I could do an offer nowadays not to my own audience, if I try to drive traffic to it, it would never convert. But I do that same offer to my audience and we’ll do a million dollars in a webinar because it’s like, they love me, they trust me at this point, they have a connection with me, if I’m creating it, whereas with cold traffic it wouldn’t work.  It’s that, I don’t know, when I got started in this game it was 100% direct response, and there was like the branding guys who I always hated. And now it’s like, the mushing of those two worlds together. Direct response to get them in, and then the branding to build a connection and then the hand off is like, I think that’s the future of marketing. Those two schools of thought merging together into a super power. Dana: That’s awesome. I totally get that as a direct response guy. Okay, before I ask the next one, I have to just throw a disclaimer. I was not involved in all of the question selection. So, just putting that out there. Okay, so I wanted to clear the air and dispel the rumors. Is the CEO of Lowkey Pages actually running the company from prison? Russell: I think so. Dana: Okay, awesome. Russell: I’m pretty sure. Dana: Must be, with the branding it makes perfect sense. Russell: Did you know that the real CEO of the real Lowkey Pages got, anyway, I probably shouldn’t say it publically on video. Never mind. Dana: I didn’t do any back research on that one, that was a mistake. What’s your best advice for somebody deploying the Dream 100? Russell: I think it’s understanding tiers of levels. When I first got in this game I remember the people that I was trying to connect with were Joe Vitale, Mark Joyner, all these guys who were legends and I tried so hard to get their attention. No matter how creative I was it just kind of fell on deaf ears. I remember being offended and kind of upset at first, but I was, I don’t know, I was just kind of a nobody at the time. So after trying it out for a while and not having success I was like, this doesn’t work. Then I met a bunch of people that were kind of at my same level, or a little above me, but they were approachable. It was guys like Mike Filsaime, I don’t remember who it was back that, but a bunch of guys like that. We were all kind of the same level. So I started connecting with them with Dream 100, and because they weren’t up here, they were here, we became friends and we also crossed with each other, helping each other. It was cool. In a very short period of time, within a year, year and a half, all of our businesses came up to these other guys. At that point I started contacting these guys again and they were like, “Oh I see you everywhere man.” And I’m like, “I’ve been sending you stuff for years and you never respond back.” And then they answer your call and it’s like, “Yes, send a package to Tony Robins, that’s amazing. He’s probably not going to do a deal with any of us.” It took me 10 years to get Tony to finally promote something, 10 years of my life, and he was like, “Russell’s book is awesome, you should read it.” But 10 years it took. That’s awesome, but what’s better is look around at the market right now, and who’s kind of at your level and start connecting there. It may not be a billion dollar win over night, but a whole bunch of little wins add up and eventually you’re best friends with whoever you need to be up here, at that level. So I think that’s the biggest thing I would tell people. Dana: Man, I hope the inner circle is listening. Because that is a great lesson for all of us. There you go. How many times were you on the verge of completely giving up? Russell: Like how many days did that happen or like…. Dana: How many different times do you think? Russell: There were a lot, one happened early. It lasted a couple of weeks. Oh, I’m going to figure out the piece. After our company collapsed and I had to lay off 80 people overnight, it was everyday for two years. I would have quit if I didn’t have tax obligations to the IRS that would have thrown me in jail if I would have quit. I had some really good motivators. For two years I hated this business, and I did not like it even a little bit. Until we finally paid the IRS off, it took that strain off, where it’s like, now creativity could happen again and then it became fun again. But a lot of times, I sometimes nowadays even, it’s funny because some days it’s like, why are we doing this? I don’t know what causes that, but I think for me, whenever that does happen it’s like a selfish thing. When I’m thinking about myself more, but what’s cool is I’ll go to bed and sit there miserable and see my phone and I’ll see a bunch of voxers from people and every time I have a voxer and someone says something nice to me I star it. So I have a whole list of starred ones, so I’ll go and listen to those. And all these people who are like, I got one of yours in there, I got other people. It’s just like, you hear them, their gratitude for what you’re doing. Thank you for what you do…it’s like alright, that’s why we do this. Then we’re back into the game. So it’s less often nowadays for me, for sure. During the down times it’s tough and it happened a lot. Dana: That’s awesome. Okay, cool. And he’s definitely not lying folks, because when I was out there writing copy for you, I remember somebody did something stupid, I don’t know, somebody said something or whatever and you got like, “Geez, seriously?” You’re like, sarcastically I think you said, “I don’t want to be CEO anymore. I just want to create stuff.” And I’m sitting there in the corner, thinking, I glance over at Dave thinking, “I’ll be CEO.” Russell: I want your problems, Russell. That’s awesome. Dana: Yeah, so I’ll be on deck. Russell: I think about this a lot. My goal was never, 15 years ago when I started I wasn’t like, “Someday I’m going to be CEO of this big, huge company. I’ll be on video.” No, I just wanted to create. For me this is art. Why do I keep creating funnels? People are like, “Your company is doing great.” It’s the art for me. I’m an artist, this is how I do my art. I just love it. A lot of times I would much rather hang up the CEO hat and go back to the art of doing the thing. Dana: Yeah, it’s awesome. Looking back, what do you wish you would have done differently? Russell: From Clickfunnels as a whole, or business as a whole? Dana: Yeah, let’s look at business as a whole. Russell: I think, man, the first 10 years of my life I was running around trying to be all things to all people, and like 3 ½ - 4 years ago was the first time I was like, kind of set my flag in the ground what I was going to do. As far as Clickfunnels as a whole, looking back on it now, I would have started a software company way faster. That’s 100% sure. Of all the business models I’ve done, it’s the one I like the most. But I would have done it different too. I think if I was to start over from scratch, I would have just done Clickfunnels and that would have been it. We wouldn’t have had Backpack and Actionetics and all these other things. I would have made it simpler. I look at some people have software where it’s sticky but it’s simple. Like it does one thing. There’s power in that. You’re tech team can focus on making that one thing better and better and better as opposed to… Like right now, our biggest problem we’ve had until just recently is our tech team can focus on this part over here, and it’s like, “Okay, everyone move over here and over here.” So now we’re at a point where, as we did that the last time through, we are taking focus here. We hired a whole bunch of people to learn it while they were in there focusing and then we left, and now they’re focusing on making it better. The mistake is three years to get to that point. So I think I would have made simpler software that everyone could focus on one thing. That’s the thing too, with Clickfunnels I have so many messages I have to sell now, so many. I would have focused on just a simple message, simple tool, simple thing. Dana: I love that. Do you know what a Juicy Lucy is? The burger? Russell: No, sounds amazing. Dana: It is. It might be a Minnesota thing. So Brandon and Kaelin flew out for a Viking game and then we went and hung out for a while and they took me to this bar in this weird neighborhood, it was really sketchy, to get a Juicy Lucy. So it’s basically a burger with cheese in the middle, and it was this place called Matt’s Bar in St. Paul, Minnesota, it’s world famous. Anyway, we get in there, and I’m with Brandon and Kaelin, we get in line for the burger, it’s just a nasty looking place, really bad, but great burger, world famous. And what we noticed was, they served us the burger with fries and ketchup and a napkin in a crappy little basket, and then we had water. And then I think it was Kaelin, was like, “Hey, do you have ice?” And they’re like, “Nope.” A bar without ice. And I was like, someone else asked for something but then I asked, “Do you guys have a fork?” “Nope.” So they have Juicy Lucy’s and French fries, and they do that better than every other person and that’s why even despite all their shortcomings they’re the best. So it’s a good a lesson, I think, for everybody. Alright, lightening the mood a bit. Did you know that James P. Friell is actually a really nice guy, deep down? Russell: He’s actually a nice guy, deep down. Dana: He is. Russell: I see glimpses of that, I think it’s possible. Dana: Is he there? Where is he? He has the day off. Russell: Did he leave for the day? Woman: I don’t know. His computer’s here, I don’t know where he is. Russell: His computer’s here. We’ll make fun of him when he gets back. Dana: Of course he’s probably skipped out early. Okay, what are you glad you did and wouldn’t change, business wise? Russell: Biggest thing I’m glad I did, and this took me 12 years before I did it, was actually bringing in partners. I was first 12 years like, “No, I’m Russell. I’m the guy who started this business, blah, blah, blah.” So because of that, you could hire people, but that’s it. Clickfunnels came around, Todd and I sat down and brainstormed the whole thing with Clickfunnels and he’s like, “Hey, I’m only going to do this if we can be partners instead of like an employee.” And I was just like, ugh. And the prideful Russell was like, “No, I’m not…” but then I was like, witnessing my whole business crashing, I’d been humbled a lot. I was like, “You know what, let’s do it.” And it transformed everything. So grateful for that, and I think if I was ever to start a company again, I think my first step before everything, would be assembling my Avengers team, or my Justice League team, whatever you want to call it, before it got started. I need the best in the world of these 5 spots. I gotta identify, here’s the 5 or 6 people, the things we need and I’d go and spend the first year just recruiting those people and getting them in place, then create the thing. Instead of starting as an entrepreneur and hiring employee one and employee two, it’s so much faster just to go the other way around. Dana: Awesome. What’s the craziest thing you’ve ever sent in the mail? Russell: Physical mail? Dana: Mmmhmm Russell: I don’t have mine, but I’m going to tell you my friends story because it’s the craziest ever. Dana: I think I know it but.. Russell: Did I tell you this already? So my friend, he pooped in a box and then he mailed it, and apparently it’s a federal offense to send poop. He did it at college and the college mail room got it and smelled it, and he actually got expelled from Brigham Young University, but it never went through the mail. But apparently it’s a federal offense to mail poop. Dana: Wow, so it got intercepted before it departed from BYU campus? Russell: It could have been bad. Dana: Wow. Okay, so I don’t recommend that. Russell: I think the weirdest thing I’ve ever mailed, not mailed but it was like pizza, I’ve done this a lot of times, called up a pizza delivery place wherever a guys at and deliver like 10 pizzas at once. Stuff like that. Dana: yeah, just to get people’s attention. Russell: Yeah, it works good. Dana: Love it. What’s something that having a team relieves you from? Russell: It lets me, like right now with Clickfunnels people ask me, “How do you keep up with the software?” I’m like, I don’t. I use it and I complain and that’s all I do. And that team does everything. So I don’t have to worry about that. I only have to focus on the part I like, which is the marketing. And that’s all I have to, I get to stay within my unique ability and not the blend of all other things. And I think that’s the key of, in fact, James P. Friell if he were here, he’d quote some famous old guy who said something that was really cool. But the division of labor, something, something. There’s the quote, he can find it for us. Basically letting me do my unique ability and having every other person do their unique ability as opposed to other things. Mandy, when she started coaching with us, it was really cool. She gets to focus on the coaching of it. At first I was like, “Okay and then do this and this and this.” And then she struggled. The administration of it wasn’t very good. Melanie is amazing at administration, how about Melanie help Mandy, and now it runs awesome. And Melanie is the most amazing person at that in the world. So it’s like, everyone has a good and unique ability, whereas I used to try to bring someone in a role and give them 30 things to do, because I thought they should all be able to 30 things. When they did one thing with their unique ability and everything else just sucked. I did a podcast on this a little while ago, but I think the reason is because as entrepreneurs, we start the business initially and we have to do all 30 things, and we suck at most of them, but because we have so much brute force, we have success. And then we hire people, expect them to do 30 things like we did, and that’s the wrong way to look at it. You bring someone to do the one thing and be the best at that. They take that piece away from you and do it a million times better and then you can keep doing that. That’s what gives me the ability to do that, just focus on my unique ability and just nothing else. Dana: Love it. I reserved 30 second timeslot for you to give a shameless plug to something you’d like to sell, starting now. Russell: Hey everybody, welcome to the pitch section of the Decade in the Day. I would really like to sell, I have nothing else to sell these guys. I kind of want to do….I got nothing man, I don’t even know. Oh I know what we can do! Okay, you see this book, it’s pretty cool. This book I’m not going to sell, but we just wrote a book called Network Marketing Secrets for MLMer’s, and it’s exactly this thin and it’s got cartoons like this in it. It’s so awesome. So that’s going to go live in like a week and a half, so you guys should go buy that, even if you’re not in network marketing. Just to support me and to funnel hack me. Dana: Awesome, love it. How do they get it? Is there even a URL yet? Russell: There will be networkmarketingsecrets.com. Dana: go there. Okay, dude that was actually really good off the cusp like that. Well done. I should have given you a heads up. Okay, now I have reserved myself 30 seconds for a shameless plug. Mine’s more rehearsed. Go. So all the time, people ask me, literally all the time, “Dana, how do you sell a book for $2,000 when everybody else sells them for $20 bucks? How do you charge $20 grand for something that other people charge $500 for? How do you make so much money as a goat farmer with only 4 goats in your herd?” and I’m just like, dude, it’s simple. It’s the Dream 100. If you haven’t had a chance, or if you don’t know what the Dream 100 is, go get Chet Holmes Ultimate Sales Machine book. If you do and you’re ready to just go hog wild in it and explode your business, then go get the Dream 100 book. Russell: Where do you get the Dream 100 book, Dana? Dana: Dream100.com. Okay, cool. Russell: What’s the price on it, is it still….? Dana: It’s $2 grand, well, unless you find the secret link where you can get it free plus shipping. But yeah… Russell: Is the secret link dream100.com? Dana: forward slash free. Don’t share it. Oh boy. What’s the biggest domino you tip over every day? Russell: Dang, these are good questions. Every day? For me now, it’s making sure that my team all has what they need to get done what they’re doing.  I look into my role now, it’s less of me doing things and more of me coaching people who are doing things. Making sure that everyone has the ability to run in the morning, so they’re not waiting on the direction. You know what I mean? And we have a lot of east coast people, so before I go to bed at night, I try to make sure east coast people have what they have, so when they wake up 2 hours before I do, they can start running. That’s the biggest thing. Dana: Awesome, that’s great. I heard the internet speed in Boise is capped at 1.5 Megabits per second. Is that really true? If so, how can such a successful tech company be headquartered there? Russell: Is that true, Melanie? Do you know? Melanie: I have no idea. Russell: I have no idea. We do get angry though, often at it. Is that really true? Dana: I have no idea. I’m in a much more rural area, so I doubt it. I just published my 5th earth shattering book for entrepreneurs and sellers, should I keep writing more and put them on the shelf for a while to collect dust and do nothing at all with, the hundreds of hours invested in them, or start promoting and sell them? That’s a jab at myself because you called me out on the last mastermind. Russell: No I think, what’s funny though, at the last mastermind is where I had my big epiphany too, of focusing on the value ladder, and then all our creativity should be focused on the front end of the value ladder, bringing people in. I spent almost every day since then, trying to get the rest of my value ladder in place. I’ve killed two businesses that both made over a million dollars a year, because they didn’t fit in the value ladder. So I took that to heart and hopefully you have as well. But I think that’s it. You can keep creating stuff, but as long as there’s the back end to support it. Dana: Love it. The only other time I went to Orlando Florida, my fiancé ended up coming home pregnant. Should we put out a PSA to warn couples traveling there for Funnel Hacking Live that there’s something in the air down there? Woman: Did you hear Melanie’s laugh? Russell: Melanie’s dying over there. Are we doing a wedding when we get down there this time too, so it could be, the first time you got pregnant, the second time you got married? Dana: I got people lobbying for it right now. It’s going to become a hashtag, yeah. Okay, I’m just going to skip to the good ones. I read about a story about a farmer who was visiting your house, that tripped into your pool, in the pitch black, and fell flat out on your pool cover and nearly ripped it apart, and scared all of your children in the process. Is that true? Russell: It is so true. I wish the camera would have been rolling for that, because it was amazing. We have a pool color that’s the same color as the cement around it, and it was dark outside. So Dana goes and walks right to the pool cover and it’s like woosh. And my kids are like, “No!” it was amazing. Dana: Oh man. Okay, finishing up here. Will you sell me your domain name Dream100secrets.com please, you’re not even using it. Russell: Do I own that one? Dana: Yeah, you’re not using it though. I could use it. Russell: I might be up for that. Definite maybe, definite maybe. Dana: Just think about it. Okay, well I’ve exhausted all the good ones. Unless there’s any good ones in the chat. Russell: Did we check the chat? I have no idea. Woman: Everyone’s going crazy. Russell: Everyone’s just laughing at you. Woman: “Loving this.” “This is amazing.” “This is gorgeous.” Russell: No good questions. Dana: That’s alright, unless you have anything for me? Russell: Let me think. When are you launching the super funnel? Actually, did I tell you what we called it inside our office now, for us? Dana: This is going to be good. Russell: Which board is it on? There it is. This is called Project Mother Funnel. This is our Mother Funnel that sends people all the way through our value ladder in the shortest period of time possible, in the most exciting way possible. AKA, Project Mother Funnel. My question for you, with your new value ladder and multiple front ends, when is your Project Mother Funnel all going live? I’m holding you accountable. We gotta cover up that wall. Dana: I know, I wish I could show you through that wall. It’s still there. I’m going to say ASAP, how’s that. Russell: I love it. I’m getting this done by my birthday, March 8th. It’s my birthday present to myself. Can you get yours done by March 8th? Dana: I’ll do it. And what’s the bet then? Who has to do what? Woman: That’s how you motivate Dana. It’s not money. Russell: That’s good. Let’s see, I has to do with wedding or goats or both. Dana: Yep. Dave: If you lose, Dana, you get married at Funnel Hacking Live. Russell: He wants that though. Dana: I actually do. Russell: They want a beach wedding. So on the beach we could do it. Dana: We could bring the beach to us. Russell: I have sand, there’s sand in Boise. We could bring it in the room. It’d be a pain but it’d be worth it. Dana: How about you have to bring a goat to your office for a day, if you don’t hit yours. And I have to sleep with my goats for a night. Dave: You’d enjoy that though… Russell: Yeah, there’s different levels of that. Dana: There we go…I have to….Don’t knock it until you try it guys, geez. Russell: How about this, if you get the whole thing live by my birthday I may be willing to sell you Dream100secrets.com, if not I’m launching a competitor product, I’m going to take you out. Dana: Geez. This is going to be a nasty smear campaign. Okay, deal. I take the deal. Russell: That’s awesome. Dana: What happens if you don’t get it by March 8t? Woman: Oh, he will. Russell: Goat for a day, I’m in on that. Dana: Okay, that’d be actually a good episode. Alright, thank you guys. I appreciate you. Russell: Thank you Dana, you’re awesome, man. Have a good weekend.

Listen as "The Goat Farmer" drops some powerful Q & A during this episode of Marketing Secrets. On this special episode Russell is interviewed by Dana Derricks for Decade in a Day. Here are some of the fun and informative questions you will get to hear the answers to: What would be the one thing Russell would suggest anybody starting out in business should focus on? What's Russell's biggest secret to building funnels? What Russell wishes he would have done differently? And what Russell's team relieves him from? So listen here for the answers to these questions and many more from Dana Derricks.

Heres some of the best business lessons I've learned while sitting next to Russell Brunson for 20 months... Hey, what's going on everyone? This is Steve Larsen and you're listening to Sales Funnel Radio. Oh, yeah. 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, Steve Larsen. I'm still such a dork. Hey, I want to, so just real quick, I know I talked about in an episode ago, my voice is just rocked right now. I want you guys to know a really cool success I just had. It's good that we all ... Your successes, too. I want to hear about them. Don't shun your successes. Everyone, you got to go embrace your successes. Here's one of mine. I used to call them brag moments. When I was in the army, we'd be doing push ups. There was a time when I was commanding 150 people, and I was pretty good at push ups. I've got, honestly, longer arms than most people so they were a little bit harder for me, but I wanted to be good at them. I'd be doing these push ups, and I'd look up in the eyes of all the guys looking at me while I was doing it, and I'd be like yelling at them, getting them going. We were all fired up. You know, we were trying to keep each other motivated. It was a lot of fun. I used to have these brag moments to distract them while we were in those painful episodes, right? I would say, "Hey, Johnson. Brag to me, man? What's sweet in your life? What are you doing right now that's just kicking butt? Don't be humble. You tell me what's awesome in your life. What are you doing awesome at?" He would tell me. "Well, I did great at this," or, "There's a test I killed it at at this," or, "I did this over here. I did this." He would tell me that stuff, and it was cool how much confidence that brought the individual. I wasn't planning on saying this at all, but be cognizant of those things. Whenever you have a win, take time to win. You know, I'm not saying you've got to stop your whole operation and throw a party every time, but take time to acknowledge it, and be like, "Yeah, I'm the freaking man." Not in a cocky way, you know, but take pride in what it is your own personal progression. Be in competition with you, and get excited about those successes. Those are the successes to get braggy about. The ones where you're in competition with yourself and go kill it. Anyways, here's a cool one for me. I was asked to speak at a B2B Mastermind last weekend. It was a ton of fun. There was a FHAT event, though, two weeks ago, and I was solely focused on that. By the time the Funnel Hack-a-thon, the FHAT event, was done, I only had one week ... Actually, it was like five days. Only like five days to create an entire three hour presentation. Okay, I've done a lot of four hour presentations without stopping. I've done a lot of 15 hour ones at the FHAT event, too, but three hours, that's still a long time to prepare for, when it's a new material the whole time. You know what I mean? Meaning I had to reorganize and restructure it. I was spending all the evenings, I was thinking through strategy, I was talking to all my buddies, I was trying to figure out all the pieces in place. I was like, "You know, let me know what you think." I was trying to get a heartbeat on the industry, trying to figure out where people are. You know, what are the false beliefs of all the people who are going to be in the room? Literally doing the same strategy of creating a new product that I would anywhere else. I went through, I was like, "What are the false beliefs of the people in the room? What are they going to be thinking? What are they going to falsely believe about my ..." It was cool because I got to pitch. This was my first time ever pitching from stage, so I wanted to do a good job. I went, and I was flying over there, and I've got longer arms than the average bear, like I said before, so anytime I'm trying to do work on a computer in an airplane, it is not easy. My hand is contorted into the weirdest positions just for me to ... It doesn't work. Anyways, it's like a five hour flight with one stop and all that stuff over there. I'm getting stuff done, and it's like 10 o'clock in the evening. Wait, no. When did I land? It was 11. I landed at 11, got to the hotel at midnight, and I'm presenting this thing in eight hours. I was like, "I have barely even started the slides on this thing. I've barely made a dent in them. Oh my gosh. Okay, well, buckle up. When in Rome. Let's just get this done." I sat down in the hotel room, and I just put on tons of awesome music. I was listening to the Foo Fighters, and Muse, and Incubus, and all my favorite bands, and I was jamming out. I was just cranking out these slides, and I was working the formula, and I was putting the pieces together. All the things that we know, do the best. I put those pieces together, and I look up, and it's 3:30 in the morning. I was like, "Crap. I'm only going to sleep a few hours. Ah, whatever, let's make this sweet." Then I went back through, and I was making things, and I was fixing it. I was like, "When in Rome, baby. Let's go, get this done." I went through and I was writing the script, and putting all the pieces together, and about four o'clock ... I only lasted another half hour after that, but about four o'clock, I fell asleep, and I finished, and it reminded me of all these other hack-a-thons that I'd done with Russel, where we're like just dying, but we have a deadline, you know? It's letter gold. Are you going to get it done, or are you not? You know, just do it. Time's not going to wait for you, just get it done. I was like, "All right, well, I'm going to get it done." Anyways, I went to bed at four a.m., and I was on stage talking and teaching at 8:30 a.m. I only slept four hours, got up, didn't eat, didn't nothing else, I just dressed and showered real quick, and I got downstairs, and I started teaching. It was a lot of fun. There is a rush. If you guys have never done a webinar, I beg you to, because it's like the fastest way to cash we've ever seen. Myself, personally, as well as with Russell, and all the two comma club coaching students that I have, but especially though from stage. There is a huge endorphin rush from stage. I love it. I didn't feel like I only slept four hours. I felt like I had a full night's rest. I was on fire. It was awesome. I actually got the recordings back, which is awesome. I was teaching B2B people how to make new opportunities from their offers, and a whole bunch of other stuff, which is really a whole lot of fun. My first session ended, there was a bit of a break, and I hadn't even made order forms yet, so I run to the back with my buddy James Smiley, shout out to you, buddy. Hey, a little side note, actually. You guys know when I did that six part series where I interviewed someone from the six different industries that we know are using click funnels? James Smiley is still the guy who represents the B2B industry for me. He is killing it. He's doing awesome. From that one podcast episode, and the things that he's created from that, only two, three months ago, they've done huge numbers. I'm not allowed to say how much, but a lot of money, and it's been awesome. Very, very proud of what he's created. Super pumped for him. Anyway, he's been a friend to me for a long time. Anyways, he was there. It's his Mastermind. Him and Danny Veiga. They were both there, obviously. I was there with them, and after my first session, I realized that we didn't have order forms done, so James Smiley's running over to the back, and he's writing these order forms, and he's putting those things together. I don't think anyone in there knew. I started feeling like crap, so I took some more caffeine. "Let's take some vitamin C, baby, some caffeine. Let's get this thing rocking." I did my first ever stage pitch. I've taught in the whole perfect webinar format many times, but I take out the last part where there's the actual offer, and this time I didn't stop it. I'm really excited, you guys. I closed 28% of the room on my very first time ever pitching from stage. By comparison to other stage presenters, that's actually quite good. I'm very excited, you guys. That's my brag moment for this episode, and I'm super, super stoked about it. Well, what I wanted to go through real quick with you guys is, there's two different directions I could take this episode. I've pre-written out a lot of stuff, a lot of ideas. There's two different things, okay? Anyway, so what I was going to tell you, though, is that was Friday, and I went to bed at like midnight, and got up early again, and I had a full day of meetings with another group of people that was over there in Dallas, and then I went to bed again at four a.m. that next night. It's Monday, and my throat is on fire. I'm actually going to stop here, shortly. Principle number one, just get it done, just do it, okay? You set the goal. It's like when I would buy tickets to triathlons. The first triathlon I did, I just bought the ticket before I was in shape, because I knew now I had to get in shape. You know, same thing. All right, set the date, start sending traffic to your registration page. Just get it out there, and you will figure out a way because you have to. You hold your own feet to the fire, feel a little pain over it. I dare you to feel a little pain over it, but you'll find out actually really quickly that it's the secret to getting a crap ton of stuff done and actually your goals much faster. I've got to get some water. Just a second. There you go. This is live. Unedited. Raw. Steve Larsen, raw. That means different things in different places. All right. Hey, so what I wanted to go through really quick was, it reminded me of this, is I was thinking through a lot of the lessons I've learned, because I was teaching a lot of cool stuff at the B2B Mastermind, and super stoked I get to speak again in January, probably in February. In March, I will be, as well. I'm kind of off to the races. I'm going to speak a lot next year, so I'm kind of warming up baby. I'm excited. Hopefully I'll sleep more next time... Anyway, guys, as I was starting thinking through the different lessons that I've learned while at ClickFunnels, things that I could share at the B2B Mastermind, I was reminded of a list that I kept for a long time when I first got hired at ClickFunnels. I first thought to myself, "Oh my gosh. I get to sit next to, in my opinion, the most brilliant marketer that is alive, Russell Bronson." I was like, "How on Earth am I going to be able to capitalize on this? You know, how am I going to learn the most? How am I going to take away the most I can from this?" What I did is I keep a list of "Brunson-isms", okay? These are "Brunson-isms." These are 12 "Brunson-isms" that I've kept over the years. Well, I shouldn't say years. It's been almost two years. It feels like years, though, guys. We've been hauling cojones for a long time. I feel like I just have not stopped. I'm in a whirlwind. Anyway, but I call them "Brunson-isms." These are the things that I have written down while sitting next to him. When I say that I don't mean in like the same building, I literally mean arm's length away. As he'll be on coaching calls, as he'll be coaching in a circle, as he'll be talking to someone on a podcast interview, as he'll be launching this or that, or creating this video, or making this podcast episode of this own. You know what I mean? This is just 12, okay? I sifted out a lot of stuff. I didn't want to talk specifically about funnel building strategy. I wanted to talk more about how you act as an individual, as an entrepreneur. Anyways, these are 12 "Brunson-isms." I won't dive too deeply into these, simply because some of these, the lesson just kind of speaks for itself, but guys, one of these lessons alone has changed my life, in my personal business, I mean. Anyways, I'm excited to go through these. I realize it's 12 of them. Usually, it's easier if I say like, the three things, the two things, the one thing, maybe five, but there's 12, okay? I wanted to get them all done in one episode, so that you guys could hear what they are. These are the 12 "Brunson-isms" that have had probably the most impact on my life. My life, not just my business. I sifted out those. This is my life, okay? Number one "Brunson-ism," and these aren't ranked. They're not ranked. I wrote them down. I was actually in a Trello card, and this is just a running thing that I've had for a long time. Number one is don't create stuff. Document and sell instead, okay? Huge lesson. I did a whole episode about this a few episodes ago. It changed everything, okay? Anyway, it's crazy you guys. Review, document, and sell what you're doing instead of take the time to create it... I spent eight months making my first info product, and no one bought it for the first few months because I hadn't spent any time creating any market pressure, creating any interest. I didn't know what I was doing, okay? You can go spend a ton of time figuring out the actual like, "Let me go make the whole thing first." No, no, no. Flip it. Sell it first, then document it and create it as you go. Sorry, document and sell as you go. All right. That's number one. Number two, and I'll do like a review, just I'll read all of them real fast at the end, too. All right, so that's number one. Number two, design doesn't sell stuff. Okay, design doesn't sell stuff. As sad as that is to a lot of designers that are out there. If you look at Frank Kern's funnels, he's got a completely white background, and all he has is a headline, a video, and a button. That's pretty much it... The more I've been doing this game, the more subtle my design's become. I do think that design will help with follow-up sales, but it's still not the thing that sells. If you're getting hung up, like, "What should my funnel look like? What should this look like?" Scrap that attitude... Scrap that mindset, and know instead that it's the copy that sells, it's your offer that sells. Okay, that's it. If you're going to spend a lot of time on the funnel, the place to spend the time most on, after an offer, after all that stuff, is on your video. I don't mean like making it all professional, and stuff like that. I mean the script. I mean actually what are you going to say in that thing, and how are you going to come across as human rather than it being scripted? The actual words on the page, that's what does the converting. As much as we sometimes want to trick ourselves and think that it's the colors, and how good it looks, and things like that. That'll help you for a little bit, but there's no longevity with it. Anyways, that's number two. Design does not sell stuff, copy does. All right, number three. This is a big one. A little bit ago, Russell talked about, we realized that one of the reasons why Russell is where he is is because ... and honestly a lot of the other people that I know who are wealthy that have become wealthy quickly on the internet, is because they stopped selling one to one, okay? Bear with me a little bit, okay? Understand where I'm taking this... I'm not saying not to have call centers or people doing outbound or inbound calls, or taking inbound calls. I'm not saying not to do that stuff. What Russell, as the main entrepreneur, the entrepreneur of the company, has learned to do is sell not one to one, he's learned to sell one to many. Think of the scenarios where that applies most, okay? One to many. One to one, that's when I was like doing door to door sells, right? That's when I was a telemarketer, right? I was good at those things, but it's still only one person hearing the pitch, right? 28% of the people I closed in that room before, let's think through that, though. 28% of the people. That means I've got to talk to a lot of people one on one conversations. I've got to do that pitch a ton of times to really make a dent in my wallet. Well, what Russell's learned to do is get a lot of people in a room, or a lot of people in a webinar, or whatever it is, and pitch one to many. If you can learn to do that, wealth is easier to be yours, okay? All right, that's number three... Number four, this whole thing has been all about movement. There have been many times both personally and with Russell in the office there, where we'll look around, and we'll be like, "I don't know what to do next." Personally, in my own business, I've run into this many times, and you probably have, too, where you're like, "I don't know what to do next. What am I supposed to do next to actually be successful with whatever I'm trying to do?" You've got to come up with that plan. One of the biggest lessons I've learned from Russell is that this is all about movement, all of it. All about movement. Just move, okay? Think about a river, okay? There was this river I was rafting down once. We went on this 36 mile kayak trip, and it was a lot of fun. 36 miles, that's long, it's not like crazy long, but it's pretty long. It wasn't supposed to be that long, because the river was supposed to be moving, but what's funny is like the first 12 miles it was moving. It was fast. It was a lot of fun. Going through, I'm an adventuresome kind of guy. The last 24 miles, though, the river stopped moving. We literally paddled 24 freaking miles. We were so sunburnt, because we were planning to be out there like four hours. We were out there 12 hours. 12 hours, no sunscreen, like none of that stuff. Barely enough water. Actually, we pretty much were all incredibly dehydrated. We were so sunburnt that we couldn't stand for like two weeks. We actually got hurt over it, okay? Eventually, you've got to steer the ship in the right direction, but if the thing isn't moving in the first place, then who cares? If you don't know what to do, just move. Think to yourself, "I don't know. What should I do next? I think that." Like, cool. Move forward. If you really have no idea, just do something, okay? Don't worry about placing your foot in the most perfect place before you start going, or having all the steps planned out. It doesn't work like that. Hardly ever does. Never has for us. Never has for me personally either. Just about movement. Some people are like, "Well, that means you're going to do like 13 things you didn't need to do." It's like, yeah, but I found the three that made a ton of money, and you still haven't done anything yet. Anyway, this is number five. Number five is a big one. One of the first things Russell said to me when I sat down next to him, is he turned around and he looked over at me, and he goes, "Hey Steven, I want you to know why you're here." I was like, "Cool, I would love to know that, too, because you chose me out of a bunch of people. Why am I sitting next to you?" He's like, "Someone told me early on," I don't remember who told him this. He's like, "Someone told me early on, though, that there are starters and there are finishers." He goes, "Steven, I think that you are a finisher. I'm a starter." What's funny is that's true for me as far as funnels go, but it's part of the reasons I'm leaving ClickFunnels, is because I'm actually a starter. I know how to finish, but I'm actually a starter, and I can't not start stuff, and I've been doing that the whole time since I've been there. Anyway, just know, though. Usually, most of us have a predominate side. Are you a starter or are you a finisher? Sometimes one of the reasons people aren't being successful is because they're a finisher and they're trying to do all these starting things. Go find a starter. Attach yourself. Same thing as the opposite. If you know you can start a ton of stuff, but you take forever to finish things, find a finisher and connect yourself to them. Russell told me early on that's one of the reasons he's hired who he has, is because he's like, "I'm a huge ridiculous starter," which is true. You guys will see all the things that he does. He moves fast. He goes to sprints quickly, but he said, "I have tried to hire as many finishers as I possibly can." Anyways, huge sage advice. All right, number six. Russell's a delegation master. One of the "Brunson-isms" that I've learned probably most from him is, I'll make comments like, "Oh man, I wish I knew JavaScript better." Or, "Oh man, I wish I knew CSS better." He'll be like, "Why? We've got a guy for that." I was like, "Yeah, but then I'll be able to do X, Y, Z." He's like, "No, no, no. We have a guy for that." I was like, "Yeah, but I'm interested. It would be cool to know that." He was like, "That doesn't matter, dude. It's not what makes the money." He's done that to me many times. I like video editing. I like sound editing. I geek out over the process. I like geek out over the process of doing the thing that I do. It's a lot of fun. All of the pieces of it, all of the aspects of it, but one of the things he's helped me realize is like, "Man, you just delegate like a beast." That's exactly what he does. He's a visionary, he moves forward, he's a mover, he's a shaker, he figures those things out, and what he's very good at doing is figuring out what he shouldn't be doing. Not what he can't do, but what he shouldn't do. There are many things that he could do that he's not, because he shouldn't be doing those things... He should be focusing on the other parts of the business. Does that make sense? One of the biggest lessons I learned from him. It's not that I didn't know it before, but seeing it in action. It's insane, you guys. It's how he gets so much done. He doesn't do it all on his own. He doesn't try to. Sometimes, a lot of us, especially for brand new, for kind of a solopreneur, I actually have a team. I haven't told you guys much about them. I will interview them shortly. I want you guys to know who they are and how I found them. Specifically how I found them, so that you guys can do and start to replicate yourself as well, but I have my own team for my own stuff. I have for a long time, for this exact same reason. I delegate like a beast... I've got all sorts of stuff going on. I've got software being created, I've got an app being made right now, I've got tons of stuff that I do that I juggle on the side of working at ClickFunnels, which is kind of ridiculous, but it's because of this principle that I can do that. I'm not doing it all on my own, and neither is Russell. Anyways, delegate like a beast, you guys. Okay, next one. Moving on. Selling is all about status. Okay, if I'm trying to sell stuff, you guys got to understand that if you're selling things to people, in the person's mind, this is what's really happening. "If I buy this dude's thing and I fail at it, I'm going to look like an idiot." That's one of the biggest hang ups. That's one of the biggest reasons people don't buy from you. One of the things that he's taught me a lot of is that, "Look, selling's all about status." Okay, that's why there's a guarantee. It has less to do with them being able to recoup their money. It has more to do with them being able to protect their status, so that when they go to their spouse who didn't know they bought the thing, and they go and something breaks, they can say, you're giving them the excuse, you're giving them an out, you're giving them the ability to say something like, "Oh, don't worry. It's under warranty. Total crap. I shouldn't have done that, but I got the money back." It protects their status. It's all about status. You're trying to increase their status and protect them from losing it at the exact same time. Anyway, next thing. Biggest thing I see from Russell, also, he's a huge planner. Big massive wall calendar. Since seeing that, I got one last year, and I just got my one for next year, also. It's for macro level planning. We really don't do that much micro level planning, but we almost always have what we're going to do the next day totally planned out before we get there. Meaning, I know what I'm doing tomorrow. I know what I'm doing the next day. I know what those things are, but we've got a macro level view on these big massive wall calendars. "Okay, we've got this event this day. We've got these things this day. We've got that that day. We've got these pieces here. We've got that there." What's cool about it is that it actually really ... In my juvenile years, I used to think that planning would cause some kind of stress, because I had to think through details that I didn't need to know yet, and there's an element to that, but if I keep it macro, it actually takes more off my head. I actually increase my shelf space, my mental shelf space, when I use a macro level planner. Then I'll have a micro level one on just a legal pad. Russell does the same thing. He actually types it, he prints it, but I like to write mine on a legal pad. Anyway, plan the day the day before. All right, there's a few other delegation points here, so I guess some of these could have been combined. When you hire people, your only focus is to hire those people to do business stuff, to tend to the actual business, so that you can do what your role is. As the entrepreneur, your only role, the only thing you need to worry about is selling. That's it. Stop worrying about your dang logo, okay? I know it's cliché, I say it all the time, but it's true. Stop worrying about your logo. It doesn't matter, okay? For a long time, it does not matter. What you're trying to do, is it's proof of concept that you're looking for. Just sell it. Sell stuff, and know that at the beginning, you know what? You'll probably have some refunds because you didn't sell it right. So what? You're moving. Anyway, so when you hire people, you hire people explicitly to handle business stuff, right, so that you can do your job, which is to sell, sell, sell. Basically, if something doesn't make you money, you shouldn't be doing it, okay? Yeah. Okay, another huge thing that I see Russell do, which you guys actually have also been a part of, you may not have known it though, is that do your best to include your customers in the creation of your business, or at least your product. I mean, how many things does Russell publish? A lot of stuff... How many secrets does he keep? He doesn't keep any secrets. Everything that he tells you is everything that I get, too. Everything that he publishes, all the pieces that are out there, he tells it all. What's funny, is it's contrary to what most people think. "I've got this idea, and if I tell anyone my idea, they're going to steal it." Okay, I've told everyone my ideas for such a long time. I can tell you that's not true. You'll have one percent of people who try to pull it off, but even if they do, they're not going to pull it off the same way you will, so stop hiding your ideas. Start telling them. Get feedback, okay? Include your customers in the creation of your thing. All right, next one is whenever we're about to go on stage ... He taught me this early on, also. I thought I'd pass this on, because this has been a huge piece. Whenever we're about to go on stage ... What's funny is that at first it was just him, and then I've started doing it, too, but now we do it together, especially when we're about to collaborate on stage together. Like at the last FHAT event, I was on stage for a while, he was on stage for a while, and then back and forth, and then for a while also, we were on stage together, which was really awesome. Actually, it was a lot of fun. Anyway, he taught me this. My voice is going, guys. I've got to end this thing quickly. I've been going for 26 minutes, too. I've got to end it soon, anyways. You guys are probably like, "Shut up, Steven." Here's the last one, and then I'll recap real fast. All right, the frame work is what saves you. That's what it is. Now let me explain it. Whenever we're about to go on stage, we drop pictures, okay? You know all those little graphs inside Expert Secrets and DotCom Secrets book? Those were once stage presentation images. Okay, so when we're trying to figure out what to teach, a lot of times what we'll do is we'll use that opportunity to test stuff, to test concepts, to test things that we know we're on the brink of that we haven't quite been able to formulate yet, though. It's not that when we get on stage it's always polished. We obviously present it very polishedly, but if there's a concept, or there's this technique, or there's something like that that we want to make sure that we can test or whatever, we actually will draw it in pictures, which is why we have so many pictures. We draw it on a legal pad or a piece of paper. That's the thing that we take on stage with us. I do the same thing, and then when I'm teaching, and when Russell's teaching, we can just look real fast at that picture, and it represents that entire idea, okay? Rather than write out all these bullet points, which we'll do sometimes, which I'll do sometimes also, but mostly it's just this big, big thing of pictures, because if you can explain something in a hand drawn picture with a stick figure, it means you've probably dumbed itdown enough that anyone can understand it. Not that the people are dumb, but that you've put it and an area, and in a concept, and in a way that can be grasped and digested quickly. Hence lots of pictures formulate cool book, okay, that's the formula. Anyway, so that's actually 11. I thought there were 12. It's actually 11. 11 "Brunson-isms". Number one, document and sell. Document and sell rather than create. Number two, design doesn't sell stuff. Number three, learn to sell one to many instead of one to one. Number four, it's all about movement. Just move. Just do stuff. Number five, are you a starter or a finisher? Whatever your answer is, hire the other. Number six, be a delegation master, okay? Just delegate like crazy, you guys. It's funny because there's a lot of personalities out there that are begging for that kind of thing. They want to be led. They want to know what they're supposed to be doing. So tell them.All right, what is this? Number seven? Selling is all about status. Number eight, plan your day the day before. Number nine, hire people to do the business stuff so you can focus on just selling. If something doesn't have to do with selling, you should not be doing it. What is this? Number 10? Hold on. One, two, three, four, five, six, seven, eight, nine. Yeah, 10. Include customers in the creation of your thing. Number 11, the frame work of what you create is what saves you. That's what saves you on stage. That's what saves you in tons of areas. Guys, my voice is going like crazy, and it actually is killing, but I hope that that helps. There's an episode I did a little while ago called My Black Book of Business. All I would do is write down business ideas and lessons. I beg you to start tracking those things for yourself. If you keep track ... Just something to writing stuff down that frankly drives me nuts, because sometimes I don't like to write stuff down, but I know if I do, it'll be there. Just write down the thing. Keep a list. I don't care if it's on Trello or whatever it is, but start writing down the lessons you're learning, and they'll stick longer, you can teach them, you'll actually end up doing them, you'll remember them, you'll actually get them digested and start applying this stuff. Anyway, so that's kind of what I've been doing this last little bit, and I just wanted to share that list with you. That's my 11 "Brunson-isms." Remember to have your brag moments. Remember to have your lessons written down. This is a long episode, guys. Sorry about that, but I thought it'd be worth it to go through some of the biggest lessons I've learned from Russell Brunson. Thank you guys. 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.

My new formula for getting your message in front of the masses. On today’s episode Russell talks about what he has done to be able to connect with a broader audience of entrepreneurs. Here are the awesome things you will find in this episode: Why people like the Harmon Brothers don’t know what copy is, yet they write amazing copy. What Russell did to be able to appeal and connect with a broader audience of entrepreneurs rather than just marketers. And how you can connect with a bigger audience and how that could help you. So listen here to find out how Russell connected with a larger audience and what the plan for the future with them is. ---Transcript--- Good morning, good morning everybody. Welcome to Marketing Secrets. We are now watching right now Studio C, which made me think of something really funny, and that’s why we’re kicking off this episode of this podcast. Alright everybody, it’s a Saturday. We are less than a week away from our big viral video launch. There’s so many more pieces going into it, it’s kind of crazy. We’ve got, I’m a little stressed out, I’m not going to lie. We’ve got a sales page, the demo sequence, the onboarding, the offboarding, the gamification, the show me how walk through’s, all going live in the next six days. The program too is coming out on Monday, which I’m excited for. And then in between there we also happen to have a three day event. It’s so funny. Yesterday we were filming a video thing for Funnel Hacker TV, we were talking about funnel years and how each funnel year is one day. So it’s like, oh we’ve got like four funnel years before the next live event. And we’ve got six funnel years before the viral video launch. We’ve got plenty of time. So start saying that guys, everyday in the real world is a funnel year because you more done in a year than most people get done in a day, if you’re using Clickfunnels. I actually have something I want to talk to you about today. I’ve been watching, ever since this whole viral video thing, it’s been fun this whole new science of marketing that’s been opened up my mind, that was different before. It was funny, we were hanging out with the Harmon Brothers, and these guys are script writers and all sorts of stuff and I’m talking about copywriting. I was like, “Who’d you guys study?” They’re like, “What do you mean?” I’m like, “I don’t know, Gary Halvert, did you listen to Vince Vanga? Who are the guys you studied for copywriting?” They’re like, “Who’s Gary Halvert?” I’m like, “What?” and they’re like, “yeah, I don’t know who that is.” I’m like, “What about Dan Kennedy? What about….” And I’m naming off the legends, all these things and they’re like, “Never heard any of them.” I’m like, “How are you guys the best video copywriters on earth and you never heard of copy?” It’s just so funny. They’re like, “We just…” They get sketch comedy writers who are really funny and then they try to weave sales principles into it. It’s funny because it’s just interesting. One thing they said is that, “We just go Kickstarter and all the best Kickstarter campaigns and watch those videos. What are they doing? What’s consistently working?”  If I was trying to train again in copywriting I’d be like, “Go to Kickstarter and watch like 8,000 videos and you’ll learn good copy.” It’s interesting. Then one of our main writers for our script was Matt Meese from Studio C, which if you don’t know what Studio C is, that’s what I was just watching a minute ago. Go watch Studio C. It’s like the best show on TV, it’s like Saturday Night Live, but it’s a bunch of Mormons who do it, so it’s clean and family friendly. It’s awesome. You guys will love it, it’s awesome. But it’s the same thing. The guys who write the scripts for Studio C, they’re some of the best copywriters in the world and they don’t even know what copy is, they just know how to engage people and grab intention and interest and desire. They’ve learned it through a different format, which is cool. Anyway, with that said, it’s been fun. I’ve been trying to think of different ways to grab people and get them. My first test is, it’s been interesting, this is my podcast you guys are listening to. So I do the podcast, and sometimes I do a podcast and I don’t hear much and other times I do a podcast and I get all these messages from people who are like, “Thank you. It was so awesome.” Sorry that’s my pool over there making a lot of noise, I’m going to come on this side. For example, the entrepreneurial scars podcast I did, tons of, people messaging me from everywhere, “Thank you that was so cool.”  Entrepreneurs struggling with vacations, that one hit. And there’s a whole bunch of them that people resonate with more than other ones for some reason. So I was thinking, podcast is a really cool format to teach and train and get inside people’s minds and I love it. But it’s not, podcasts are hard to share, it’s hard for them to go viral, those kind of things. So I was like, I’m going to start taking the podcasts I have that have the most impact and people connect with the most and I’m going to try to turn those into a video, a viral video that will call out my people. If this is resonating with people so much so that they are able to get a hold of me, which is not easy. I have a lot of walls every direction, but if they get to me it means it was worth focusing on. The entrepreneurs struggling on vacation, when I was in Hawaii with my wife, I was like I’m just going to record a little video of this, and instead of it being off the cuff, like I am right now. I was like I’m going script it out and write a minute and a half, two minute video about why entrepreneurs suck at going on vacations. So I wrote the script, set up a camera at the beach house, recorded this thing, got home and had Kevin on our team go through and make a little viral video thing, it had music and energy and just kind of…. It’s probably more produced than some of the others I’m going to test. Sometimes less produced do better. Anyway, who knows. But if you look at it, it was not me talking about funnels. Funnels is my world, but I needed to go a level bigger if I want to go semi viral, or niche viral, whatever they call it. I needed it to go one level bigger so that it would grab my people. So for me, I want entrepreneurs who are selling stuff through funnels. That’s my dream to get people, but a lot of entrepreneurs don’t know that yet, so I gotta connect with them at a level we can connect at. So I’m going to call out entrepreneurs. So entrepreneurs, I think the video title is like, “Why entrepreneurs suck at vacations.” In fact, I had the audio a couple of episodes back, so you guys who are listening to the audio podcast heard it last…A week ago today actually. But you can just hear it, it’s me at the beach house, doing it. It’s calling out entrepreneurs, calling out my people and then trying to have them connect with me. So I did the video, put it together, we launched it and you know it’s not like, 18 million views or anything like that, but I think we’re at 70 or 80 thousand views in the last 7 days, which is awesome. That means 70 thousand entrepreneurs have connected with me. And the comments are crazy. “Oh my gosh, you understand me. That’s how I feel too.” And they’re tagging their wives, and friends, and kids and all sorts of stuff. It’s just cool.  It connected, all these entrepreneurs I’m connected with now, they’re like, “Who’s this weird dude that I connected with?” Now they shift from being just entrepreneurs to entrepreneurs who now read the book or whatever and get deeper and deeper with me, and eventually they are building funnels, which is where I want everybody to be. Because that’s how you change the world, you build funnels. Anyway, I just thought it was interesting. I’m going to be doing more of those, I’m going to be doing, probably the next one will be entrepreneurial scars. I might go down to the courthouse or something and record it there, be like bankruptcy or I don’t know, I gotta write a script for it first. I just thought it was a really cool thing. The reason I’m telling you this is I want you guys to think about this. Think about the thing that you’re selling. So whatever it is you’re selling, try to go one step broader. So that more mass appeal. Who are the people you would love to have buy your thing, even though they’re not ready yet, so go one level deeper. Who are those people? And then what message do you have that they would be like, “Yes, you get me. That’s me.” That’s what we’re looking for. And then try to make a little video speaking to those people, so they’ll connect with you. So for example, vacations. Entrepreneurs suck at vacations because we want to get back to work. Entrepreneurs relate to that. That’s how I called out my people and they’re connecting now and it’s really, really cool. So for you, how do you call out your people? Who are your people, first off? You’re product, going one step broader than that, so people that don’t know who you are yet, but they would connect with you. Does that make sense? Hopefully that makes sense. So for me, I’m not talking about necessarily marketers, I’m talking about entrepreneurs. Marketers are people who get what we do, they understand, that’s why Marketing Secrets podcast, that’s why all these things….You guys are marketers, you understand, you’re excited about selling it. You guys will resonate with the message no matter what, so I’m trying to go one level bigger so that it has the ability to go more viral, but also has the ability to connect with more people. Then bring them down into our funnels, into our world. So this is what Fill Your Funnel, this is the front of the value ladder, this is how you’re casting a wider net and bringing them in. So you’re figuring out who are your people, calling them out and then what are things that you believe that they would resonate with. That the rest of the world would think is really, really weird. Honestly, it’s funny when I was making that video. I was really concerned because my wife was there, I was like, “I don’t want to offend her.” But that’s how I feel. And I know other entrepreneurs feel this way, I’ve talked to them about it. People tell me all the time. I go on vacation and people are like, “How was your vacation?” I’m like, “It was good, so glad to be back so I can stop stressing out.” Which is just, I know that that’s how I always felt. So think about what are the things that you feel because of what you do, or because of who you are, that other people like you will resonate with, but the rest of the world will think you’re weird. That’s who you’re looking for, those kind of things. And then create something around that and just put it out there. Who knows. It may go viral, it may not. It doesn’t really matter, but just do it. So for me, I’m going to try to do it once or twice a month. Try to pick a podcast episode I’ve done, or come up with an idea, or something that’s just like, here’s a cool story I can tell that the entrepreneurs will connect with and will get them to like me, follow me, friend me, whatever. And then through the process I can get them to buy the book, get into the culture, etc, etc, etc. I hope that helps you guys. If you haven’t seen the video yet, again the audio podcast was a few episodes back, “Why Entrepreneurs Suck At Vacation” if you go to Facebook.com/RussellBrunsonHQ, that’s my fan page, you can see the video there for sure. Or at this point, probably if you Google, “Why do entrepreneurs suck at vacations” It’ll probably show up, who knows. But it’s worth watching and sharing and tagging your family and friends on it. Hope that helps you guys. I’m going to go back in and watch some Studio C with my kids, because it’s amazing. Here it is, right here.  You can see it back there if you’re watching on the TV show. Awesome sketch comedy gives you good idea for writing copy, and it’s really fun. So thanks guys, I’ll see you later. Bye.

My new formula for getting your message in front of the masses. On today’s episode Russell talks about what he has done to be able to connect with a broader audience of entrepreneurs. Here are the awesome things you will find in this episode: Why people like the Harmon Brothers don’t know what copy is, yet they write amazing copy. What Russell did to be able to appeal and connect with a broader audience of entrepreneurs rather than just marketers. And how you can connect with a bigger audience and how that could help you. So listen here to find out how Russell connected with a larger audience and what the plan for the future with them is. ---Transcript--- Good morning, good morning everybody. Welcome to Marketing Secrets. We are now watching right now Studio C, which made me think of something really funny, and that’s why we’re kicking off this episode of this podcast. Alright everybody, it’s a Saturday. We are less than a week away from our big viral video launch. There’s so many more pieces going into it, it’s kind of crazy. We’ve got, I’m a little stressed out, I’m not going to lie. We’ve got a sales page, the demo sequence, the onboarding, the offboarding, the gamification, the show me how walk through’s, all going live in the next six days. The program too is coming out on Monday, which I’m excited for. And then in between there we also happen to have a three day event. It’s so funny. Yesterday we were filming a video thing for Funnel Hacker TV, we were talking about funnel years and how each funnel year is one day. So it’s like, oh we’ve got like four funnel years before the next live event. And we’ve got six funnel years before the viral video launch. We’ve got plenty of time. So start saying that guys, everyday in the real world is a funnel year because you more done in a year than most people get done in a day, if you’re using Clickfunnels. I actually have something I want to talk to you about today. I’ve been watching, ever since this whole viral video thing, it’s been fun this whole new science of marketing that’s been opened up my mind, that was different before. It was funny, we were hanging out with the Harmon Brothers, and these guys are script writers and all sorts of stuff and I’m talking about copywriting. I was like, “Who’d you guys study?” They’re like, “What do you mean?” I’m like, “I don’t know, Gary Halvert, did you listen to Vince Vanga? Who are the guys you studied for copywriting?” They’re like, “Who’s Gary Halvert?” I’m like, “What?” and they’re like, “yeah, I don’t know who that is.” I’m like, “What about Dan Kennedy? What about….” And I’m naming off the legends, all these things and they’re like, “Never heard any of them.” I’m like, “How are you guys the best video copywriters on earth and you never heard of copy?” It’s just so funny. They’re like, “We just…” They get sketch comedy writers who are really funny and then they try to weave sales principles into it. It’s funny because it’s just interesting. One thing they said is that, “We just go Kickstarter and all the best Kickstarter campaigns and watch those videos. What are they doing? What’s consistently working?”  If I was trying to train again in copywriting I’d be like, “Go to Kickstarter and watch like 8,000 videos and you’ll learn good copy.” It’s interesting. Then one of our main writers for our script was Matt Meese from Studio C, which if you don’t know what Studio C is, that’s what I was just watching a minute ago. Go watch Studio C. It’s like the best show on TV, it’s like Saturday Night Live, but it’s a bunch of Mormons who do it, so it’s clean and family friendly. It’s awesome. You guys will love it, it’s awesome. But it’s the same thing. The guys who write the scripts for Studio C, they’re some of the best copywriters in the world and they don’t even know what copy is, they just know how to engage people and grab intention and interest and desire. They’ve learned it through a different format, which is cool. Anyway, with that said, it’s been fun. I’ve been trying to think of different ways to grab people and get them. My first test is, it’s been interesting, this is my podcast you guys are listening to. So I do the podcast, and sometimes I do a podcast and I don’t hear much and other times I do a podcast and I get all these messages from people who are like, “Thank you. It was so awesome.” Sorry that’s my pool over there making a lot of noise, I’m going to come on this side. For example, the entrepreneurial scars podcast I did, tons of, people messaging me from everywhere, “Thank you that was so cool.”  Entrepreneurs struggling with vacations, that one hit. And there’s a whole bunch of them that people resonate with more than other ones for some reason. So I was thinking, podcast is a really cool format to teach and train and get inside people’s minds and I love it. But it’s not, podcasts are hard to share, it’s hard for them to go viral, those kind of things. So I was like, I’m going to start taking the podcasts I have that have the most impact and people connect with the most and I’m going to try to turn those into a video, a viral video that will call out my people. If this is resonating with people so much so that they are able to get a hold of me, which is not easy. I have a lot of walls every direction, but if they get to me it means it was worth focusing on. The entrepreneurs struggling on vacation, when I was in Hawaii with my wife, I was like I’m just going to record a little video of this, and instead of it being off the cuff, like I am right now. I was like I’m going script it out and write a minute and a half, two minute video about why entrepreneurs suck at going on vacations. So I wrote the script, set up a camera at the beach house, recorded this thing, got home and had Kevin on our team go through and make a little viral video thing, it had music and energy and just kind of…. It’s probably more produced than some of the others I’m going to test. Sometimes less produced do better. Anyway, who knows. But if you look at it, it was not me talking about funnels. Funnels is my world, but I needed to go a level bigger if I want to go semi viral, or niche viral, whatever they call it. I needed it to go one level bigger so that it would grab my people. So for me, I want entrepreneurs who are selling stuff through funnels. That’s my dream to get people, but a lot of entrepreneurs don’t know that yet, so I gotta connect with them at a level we can connect at. So I’m going to call out entrepreneurs. So entrepreneurs, I think the video title is like, “Why entrepreneurs suck at vacations.” In fact, I had the audio a couple of episodes back, so you guys who are listening to the audio podcast heard it last…A week ago today actually. But you can just hear it, it’s me at the beach house, doing it. It’s calling out entrepreneurs, calling out my people and then trying to have them connect with me. So I did the video, put it together, we launched it and you know it’s not like, 18 million views or anything like that, but I think we’re at 70 or 80 thousand views in the last 7 days, which is awesome. That means 70 thousand entrepreneurs have connected with me. And the comments are crazy. “Oh my gosh, you understand me. That’s how I feel too.” And they’re tagging their wives, and friends, and kids and all sorts of stuff. It’s just cool.  It connected, all these entrepreneurs I’m connected with now, they’re like, “Who’s this weird dude that I connected with?” Now they shift from being just entrepreneurs to entrepreneurs who now read the book or whatever and get deeper and deeper with me, and eventually they are building funnels, which is where I want everybody to be. Because that’s how you change the world, you build funnels. Anyway, I just thought it was interesting. I’m going to be doing more of those, I’m going to be doing, probably the next one will be entrepreneurial scars. I might go down to the courthouse or something and record it there, be like bankruptcy or I don’t know, I gotta write a script for it first. I just thought it was a really cool thing. The reason I’m telling you this is I want you guys to think about this. Think about the thing that you’re selling. So whatever it is you’re selling, try to go one step broader. So that more mass appeal. Who are the people you would love to have buy your thing, even though they’re not ready yet, so go one level deeper. Who are those people? And then what message do you have that they would be like, “Yes, you get me. That’s me.” That’s what we’re looking for. And then try to make a little video speaking to those people, so they’ll connect with you. So for example, vacations. Entrepreneurs suck at vacations because we want to get back to work. Entrepreneurs relate to that. That’s how I called out my people and they’re connecting now and it’s really, really cool. So for you, how do you call out your people? Who are your people, first off? You’re product, going one step broader than that, so people that don’t know who you are yet, but they would connect with you. Does that make sense? Hopefully that makes sense. So for me, I’m not talking about necessarily marketers, I’m talking about entrepreneurs. Marketers are people who get what we do, they understand, that’s why Marketing Secrets podcast, that’s why all these things….You guys are marketers, you understand, you’re excited about selling it. You guys will resonate with the message no matter what, so I’m trying to go one level bigger so that it has the ability to go more viral, but also has the ability to connect with more people. Then bring them down into our funnels, into our world. So this is what Fill Your Funnel, this is the front of the value ladder, this is how you’re casting a wider net and bringing them in. So you’re figuring out who are your people, calling them out and then what are things that you believe that they would resonate with. That the rest of the world would think is really, really weird. Honestly, it’s funny when I was making that video. I was really concerned because my wife was there, I was like, “I don’t want to offend her.” But that’s how I feel. And I know other entrepreneurs feel this way, I’ve talked to them about it. People tell me all the time. I go on vacation and people are like, “How was your vacation?” I’m like, “It was good, so glad to be back so I can stop stressing out.” Which is just, I know that that’s how I always felt. So think about what are the things that you feel because of what you do, or because of who you are, that other people like you will resonate with, but the rest of the world will think you’re weird. That’s who you’re looking for, those kind of things. And then create something around that and just put it out there. Who knows. It may go viral, it may not. It doesn’t really matter, but just do it. So for me, I’m going to try to do it once or twice a month. Try to pick a podcast episode I’ve done, or come up with an idea, or something that’s just like, here’s a cool story I can tell that the entrepreneurs will connect with and will get them to like me, follow me, friend me, whatever. And then through the process I can get them to buy the book, get into the culture, etc, etc, etc. I hope that helps you guys. If you haven’t seen the video yet, again the audio podcast was a few episodes back, “Why Entrepreneurs Suck At Vacation” if you go to Facebook.com/RussellBrunsonHQ, that’s my fan page, you can see the video there for sure. Or at this point, probably if you Google, “Why do entrepreneurs suck at vacations” It’ll probably show up, who knows. But it’s worth watching and sharing and tagging your family and friends on it. Hope that helps you guys. I’m going to go back in and watch some Studio C with my kids, because it’s amazing. Here it is, right here.  You can see it back there if you’re watching on the TV show. Awesome sketch comedy gives you good idea for writing copy, and it’s really fun. So thanks guys, I’ll see you later. Bye.

My new formula for getting your message in front of the masses. On today's episode Russell talks about what he has done to be able to connect with a broader audience of entrepreneurs. Here are the awesome things you will find in this episode: Why people like the Harmon Brothers don't know what copy is, yet they write amazing copy. What Russell did to be able to appeal and connect with a broader audience of entrepreneurs rather than just marketers. And how you can connect with a bigger audience and how that could help you. So listen here to find out how Russell connected with a larger audience and what the plan for the future with them is.

If you missed Russell’s LIVE Q&A from www.dropthemicshow.com, you can hear this weeks questions on this episode. Today we have another bonus episode of Marketing Secrets where Russell answers questions about marketing from other funnel hackers, including: How to make a product more scalable when it's embarrassing for people to talk about. How Russell gets in the zone for a successful hack-a-thon. What Russell does to prepare to have a successful mindset. Ideas on how to warm up leads and have a conversation with a potential client. What the number one mistake is that people make with Clickfunnels and how to avoid it. Where to place an upsell on a call to action video. How Russell gets focused enough to get things done when he's a hyper buyer. How Russell manages giving back to good causes while also running his business. How Russell decides between making recorded content versus live content. How to target people on social media to buy your products when using a white labeling service. So listen to Russell drop the mic as he answers these questions.

If you missed Russell’s LIVE Q&A from www.dropthemicshow.com, you can hear this weeks questions on this episode. Today we have another bonus episode of Marketing Secrets where Russell answers questions about marketing from other funnel hackers, including: How to make a product more scalable when it's embarrassing for people to talk about. How Russell gets in the zone for a successful hack-a-thon. What Russell does to prepare to have a successful mindset. Ideas on how to warm up leads and have a conversation with a potential client. What the number one mistake is that people make with Clickfunnels and how to avoid it. Where to place an upsell on a call to action video. How Russell gets focused enough to get things done when he's a hyper buyer. How Russell manages giving back to good causes while also running his business. How Russell decides between making recorded content versus live content. How to target people on social media to buy your products when using a white labeling service. So listen to Russell drop the mic as he answers these questions.

  Here's a look at some of my favorite selling methods AND how I'm using them in my funnels. What's going on everyone? This is Steve Larsen and you are 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. Hey, hope you guys are doing good. The last little bit here's been a little bit busy, we've had 4th of July, we had a bunch of family over. We went and bought a ton of fireworks. We blew a whole bunch of stuff up, and it reminded me a lot of my childhood. We used to take them all apart and make our own fireworks. It was not safe, but it was a lot of fun. I had a lot of fun with family over, and it's just been busy. There was a lot of people here just enjoying the house, enjoying the place we just moved into, and it's just been great. It's been a good experience the last little bit. I just literally have not had the time to podcast. It's 11:30 at night right now, and I just decided I should probably push one back out there. I wanted to show you guys something really cool that has been on my mind the last little bit. This will probably be a quick episode, but I just wanted to share with you this really cool epiphany that I've been having about "The Perfect Webinar Script." Now if you don't know what I'm talking about, "The Perfect Webinar Script" is the script that Russell Brunson has put together to help basically sell anything. Now it's perfect webinar script, but we've often mentioned how much we wish that it wasn't called "The Perfect Webinar Script" because it can be used for any kind of sales; whether you're doing stage presentation, whether you're doing any kind of obviously webinar, of course, video. Honestly guys, I use "The Perfect Webinar Script" on you guys, on this podcast, almost every single episode. You probably just don't know that's what I'm doing... I always come up with a story, and the story is structured similar or the same way. Usually there's a wall, my back is up against a wall, there's inner and external desires, there's conflict along the way. As I go toward the main thing I think I want, there's this side transformation that happens. You know what I mean? We go through the hero's journey, and I don't always hit them all perfectly every single time. If I was crafting an actual sales message I would, but I use that as a guideline for anything. You can use "The Perfect Webinar Script" for any kind of communication with any of your people at any time. What's really been fun is a lot of you guys know that I'm the coach for the "2 Comma Club Coaching Program" of Russell's, and it's been a lot of fun. Every Friday I'll get on and typically there's anywhere from 30 to 70 people on the phone calls, a big range back and forth, but 30 to 70 people. I'm there for about four hours, four solid hours and I've done that for probably four months now. Each week on Fridays for about four months now and it's been way, way past 40 hours of me and our little sound recording booth right next to where Russell's office is, and it's really awesome. I go sit over there and it's funny, there's always an air conditioning vent right above my head, it doesn't stop, and it's way too powerful for the little tiny room, so I'm always numb by the end of the four hours, but it's a lot of fun, I really enjoy it. There's a bunch of people that get on and what happens is they'll come submit all their questions, "Hey, how does this work here? Should I use this script? Is my funnel set up correctly here? Is it this, this, this, this?" There's tons of questions that I get. Hundreds that we've gone back and indexed... Over the last, especially the last about six weeks, through this last group that's just gone through it, there's been this realization that I've been having more and more and more. You might look at this and might go, "Okay, Stephen duh, like, I get it. That make sense. How come you didn't see that, Steve, okay?" But for me, I just barely saw this... It takes me back to when I was doing door to door sales. I know I reference that a lot, but it really was a massive boot camp, so to speak, on how to sell, how to approach people and how to handle objections. Obviously you've got to do that in a sales funnel, this is Sales Funnel Radio. I remember there was a guy that brought me to the side once, and he said, "Stephen, look," and he was actually the guy that recruited me into the company to go sell for them for that summer. He brought me to the side, and he goes, "Look, Stephen, here's the big secret. People already know whether or not they want the thing, whatever you're selling. They already have made the decision. You don't need to convince them to have the product, yes, or no. What you're trying to do is you're trying to help them come to a logical conclusion, so they can close themselves. That's it. That's the whole thing. That's the whole secret. You are not there to create desire. You can amplify desire... You can take someone's desire and you can blow it up, or you can poke at it a little bit and say, 'Remember, here's desire. Remember you do want this, remember, see,' then you start logically closing them, 'Hey, you should get it now because the price is going to go up,' or, 'You should get it now because you know what,' well, some pest control, 'We're spraying the neighbors so since we're here,' and you start logically showing them how that fits. How the decision to actually buy your product works." He's like, "That's the big secret, man." When I was speaking at Dan Henry's event at AdCON in Florida, he actually had a whole speech about that very thing. That very, very same thing. I still remember the story, it was really, really cool. It was all about the same time. This whole thing started forming in my mind, like, "Oh, my gosh. Here's a connection, here's a connection, here's a connection. Wow! That works!" Looks like we've been doing that all along, and I didn't even know it. What was cool was Dan Henry stood up, and he starts telling a story about when he was, I hope he's okay to tell me this, I'm sure he is ... Had a great interview with him, by the way, on this podcast go back and listen to it if you want to. He told a story about when, I think he was selling Dish or TV services or something like that, and he was the top salesman in Dish; they'd sell two, three, four services a day and he would do 17, insane amounts. These are sales funnels. Please try and think how you can use this inside of sales funnels. It's been really helpful, it's actually simplified the sales process for me a lot. Just work with me for just a second here. Stick with me. What he would do is he would stand up and go to these big conventions, and he would basically, as people would walk up to him, and they'd walk by the booth that they had set up there, people would walk by the booth and all he would do is he would stand up and go, "Hey, did you forget to sign up for Dish?" and they'd go, "What?" and he'd go, "Get out of here," and he'd wait for the next person, "Hey, did you forget to sign up for Dish?" They'd be like, "What? No, no." He'd be like, "Okay, okay, nevermind, get out of here." He just kept saying that over and over again, "Hey, did you forget to sign up for Dish?" "You know what, I did and ..." and he would go, "Oh, hey, it's fine. We got a form right here. You'll have it done in two minutes. While you're here it's super easy, and we got some cool thing. Just do it right now," and he'd hand them a piece of paper. He'd hand them the form with the pen right there. Did he try and convince them? No. But he would do that literally every single day for every single person and go, "Hey, did you forget to sign up for Dish?" "Did you forget to sign up for Dish" He just kept asking that over and over and over again. He said, "Guys, it's the reason I don't split test my ads, I split test my audiences. I keep my ad so targeted that the right person who hears that will be the easiest lay down sale." He's going and he's grabbing the low hanging fruit that a lot of times we'll go and overthink. That was one of the first things. You take what he was saying about keeping the message in such a way that you're just tapping into desire that already exists. People already want to buy. They already want to buy. They always are ready to want to buy. Buying is such an emotional thing. We get this dopamine release, we love to buy stuff. We actually physically get somewhat of a high from when we buy stuff. We all want to feel that. We don't want to feel sold because we feel taken, we feel cheated, we feel cheap, but we do want to go buy. We want to make that decision on our own and come to that conclusion on our own. The way we do that is we start to logically close people and hopefully the message resonates with people who've already decided whether or not to buy it. Think about that. Then you think about what the other guy was saying with door-to-door sales. "Look, man, they already have made the decision. They already know. All you're doing is you're trying to help them see why it's a good decision to do it now. Do it right now. Take action now. There's no time line. Nobody's ever going to do anything." Then you mix that with what Dan Henry was saying at his event, and it just amplifies that. Taking the same message and just pounding it over and over and over and that's how he would get ... I think he got to go meet the VP of Dish and all this stuff because he blew away so many records with that kind of thing. Coming back to the "2 Comma Club Coaching," the last little bit, we've been focusing heavily on webinars. How to create a million dollar webinar. That's part of what my job is I go and help them tweak the message, tweak the funnel, put all the stuff together, launch the thing. What happened? How do we fix it? Sitting where I am, it's a cool experience to go back and forth with them and do that. That's what the "2 Comma Club Coaching" is. There's a ton of other stuff but that's what the Q&A section is. One of the reoccurring things that I've noticed over and over again with the way people write their pitches, or the way the people will write scripts. This is true for webinars, it's true for trip wire funnels, it's true for back end funnels where the really high ticket things versus low ticket, anything at all. Someone sent a funnel to me that said, "Hey, Stephen, check this out." I went and I checked it out and on the copy, the actual sales copy itself, was a whole lot of logical reasons. There was nothing else on there but a whole bunch of logical reasons why I should buy the thing. A lot of people write copy that way. A lot of newbs... A lot of people who don't know how to write copy or people who don't know how to write any kind of sales messaging or have never done sales at all before. A lot of them will handle sales that way. They'll get straight into the logic of it. The problem when you do that is that you haven't tapped into the emotional side. This is where Russell helps and bridges the gap like crazy. Especially with "The Perfect Webinar Script." He says, "Guys, look. Buying is an emotional experience. First, we've got to appeal to the emotions. Let's load up the front end of this pitch with a ton of stories." That's what "The Perfect Webinar Script" is. What Russell teaches and what "The Perfect Webinar Script" ... It's so funny, when I spoke at Dan Henry's event, I used "The Perfect Webinar Script." There wasn't a pitch at the end. When I spoke at LCT, there wasn't a pitch at the end, but it was "The Perfect Webinar Script." Teaching and breaking and rebuilding belief patterns in general works for anything. Any kind of content and communication that you put out there. The huge realization that I had recently about it is that when you ... There's a great book I'd recommend out there called "Pitch Anything." I don't remember the author but the book, "Pitch Anything" also illustrates a huge part of what I'm trying to say right here. When you think about the sales process, and I walk up to someone at their door, and I knock on the door and what's the first thing they're thinking inside their house? "Wait a second. Who the heck is at my door? Should I be worried? Should I be nervous? Is there someone out there? Is there a killer? Is there a robber? Is someone going to come in and take from me? Is it the tax guy? Should I run?" You know what I mean. There's tons of question and red flags that get raised in someone's head when they're not expecting someone to come to the door. They come to the door and what's the first thing? If I stand up and go, "What's up, man? I got this thing and this, this, this," and logical close, logical close, logical close. The very first thing that person's going to do is they're going to start backing up. They're going to go, "Let me put as many walls up. How can I get rid of this guy? There's something on the stove. My wife's calling me. Not interested at this time." They'll just shut the door, shut the door, shut the door. That sucks but it happens in any kind of sale, even if they wanted it. What the book, "Pitch Anything" goes through is it talks about and says, "Hey look, literally every single one of us has got these instincts on survival that have to be met before any kind of buying decision can be made." These are things that have been part of all humanity in our brains for millions of years, they make up the brain. As soon as the sale starts, actually not even the sale, as soon as I approach anybody, the very first things that are going through their head are, "Is this going to hurt me? Is this going to ... Should I run? Should I fight? Can I eat it? Can I mate with it?" You know what I mean? It's all the primal instincts that are just meant to keep me alive and there's all this subconscious decisions that are starting to fly through my head. I don't even know that I'm making those, but I do that every single time. Really fast, quick judgements on whether or not I should fight, flee, eat. You know what I mean? Anytime I meet anyone, any new situation in general, we're constantly accessing through what the book, "Pitch Anything" calls the croc brain. We got to get through the croc brain. As soon as we help someone come down with all those different red flags, and we help them pull down the walls and pull down the barriers, they have to do that. I can't do that... If I try and do that it will feel like an infringement, and they will back up. But if I can help them convince themselves that everything's safe, everything's fine, this is new, it's exciting, there's novelty here. If it's boring, that's another wall. It can't be boring, that's another wall, run away. But if it's new, it's novelty, but it's not so new that it's scary, it's out on the fringes then, "Hey, who's this guy at my door?" What Russell then teaches is that, a bridge from the book, "Pitch Anything" to "The Perfect Webinar Script" is why don't we tell some stories? The person I'm talking to might have some false beliefs. They may want the product but have a few questions. I'm going to figure out what these people actually need, and I'm going to go answer that actual question. I'm sorry, I'm diving deep a little bit into a few different concepts here, and I hope that this is making sense. I've talked for 14 minutes. I said this is going to be a fast episode. I hope this is making sense. I hope really this is helpful because a lot of the sales funnels that are being sent to me, honestly, an overwhelming amount of them I just can't look at them, but a lot of them what's actually happening I've noticed is that everybody ... You cannot make a sale by only going logical. Even when people think, "Hey, I'm an engineer. Hey, I'm a software guy. Hey, I'm an architect. Hey, I'm a ..." Like the brainiacs of the world when they're self-proclaimed brainiacs of the world, even it they think that they need to be closed logically, they still have got to be closed emotionally. Everybody makes the decision emotionally to buy first. Well, guess what? That happens before what Russell calls "The Stack." Before you actually get into the price, before you actually get into what the offer is, before you actually start asking for somebody's money, they have already decided if they want the product. The price is almost irrelevant... The price is almost always irrelevant. It's almost always a matter of whether or not you broke and rebuilt that person's belief patterns to accept your message. To accept the fact that the product does fit their life. If you have rebuilt their belief patterns that strongly, by the time you get to what Russell calls "The Stack," and if you don't know what I'm talking about go to perfectwebinarsecrets.com or join twocommaclubcoaching.com and you'll run through that and you'll see. Hey, look first we're going to focus on false beliefs then, then ... Just so you know, Russell, when he does his perfect webinars, he doesn't start the actual logical closing phase until about an hour into the actual webinar. An hour. A whole hour. Crazy, ridiculous, that's amazing. A whole hour... The first hour is spent on breaking and rebuilding belief patterns. The first hour. Then only 20, 30 minutes is spent on the logical part of it. But that's not how most of us sell. Most of us think we got to get out there, and we got to start logically closing people. It's completely 180, it's totally the opposite. We'll start logically closing, "Well, it's on sale. Well, you know what, since you're here. Well, you know what, why don't we have you come over and just try it on?" You know what I mean? It's all these logical closes, "Well, it has these features. Well, it's better than that other competitor. It's better than that other competitor. We have this, this and this." He's like "Oh, well I didn't even know that was an option so thank you for telling me about your competition." Hopefully, this is starting to make sense, what I'm saying. There's really three major phases of the sale. Three major phases. Now this is what I found, this is what I've used. There's three major phases. Number one, you've got to get past their immediate knee-jerk reaction subconscious croc brain. Number one, you've got to get past the croc brain. You got to get past all of the ancient parts of the brain that just keep us alive. You got to get past that. Part of that, I said, is meaning you can't just be boring. That's another wall. It's still got to be new... It's still got to be novelty. It's still got to be things that are interesting. Number one, you got to get past the knee-jerk gatekeeper of our brains. Number two, break and rebuild belief patterns using story. The belief patterns, the false beliefs that they most likely have, you're making stories that directly go against what their false beliefs are, so you can break and rebuild the belief patterns. Number three, that's when you start doing the logical closes, and it's typically the shortest phase. I hope that helped. I hope that made sense to you. That was probably the most technobabble I've ever said on a podcast ever, and I'm so sorry. I hope that it made sense what I was trying to say. Back to door-to-door sales. When I started learning more about the product that I was selling at door-to-door sales, my sales plummeted, they plummeted. It's because I started logically closing people. That was it. I got really good at getting past that gatekeeper, that part of the brain. I got really good at getting past all those, the knee-jerk reactions, keep us safe, croc brain. But I was not at all, at all, spending any effort at all in breaking and rebuilding belief patterns. When they would ask me, I would barf fact all over them, all over them. I would barf so much fact all over them they would end up closing the door just to get me to shut up. Man, it sucked so bad because I was selling like hotcakes until I started learning about our product. I think it's such a key lesson with that. That's all I wanted to share with you guys. These are the three phases of the sale and it's, honestly, one of the major reasons why we have sales funnels. Number one, what are you going to do, we got to break ... This guy's actually here to help me. We give them a free thing at the very first part. We're starting to bring down those walls. Number two, let's go with star story solution scripts. Let's bring in a character. Let's bring in a cool story. Let's go talk about a problem and a cool solution. That kind of script works really well as usually an up sale after they've already made the first commitment. Then we start logically closing them. You know what I mean? It doesn't work out perfectly that way, but all I'm saying is when we go out, and we start to logically close people, it is the easiest way to just lose the sale off the bat. Of all three of those phases, in my opinion, number two is the most important. Number two is the most important. Number one we usually take care of subconsciously, we don't even realize we're doing it most, of us, if we're socially adequate people. That's all I've got for you guys, three phases. First, get the walls down then epiphany, working on breaking and rebuilding belief patterns, and the third part is the logical close. That's "The Stack." Guys hopefully that is helpful, and I'll see you guys in the next one. I'm excited for you guys to go implement stuff. Please, honestly, let me know if that helps. Usually I don't do this form of podcast. I usually go into a little bit more, this is a different kind of style. I should say it that way. I would love to know whether or not this actually was awesome and this helped. That's how I look at the sales, that's how I look at the phases. It's not always perfect but that guideline right there, knowing that those are the steps that the individual needs to go through, super helpful. Totally changed the way I sell and definitely has helped me online a lot. All right guys. 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.

Session 32 Dr. Russell Babbitt is a Plastic Surgeon in private practice for the last seven years. He took the time to share with us his thoughts on what he likes and what he doesn't like about it and what you, as a premed or medical student, should start doing now to become a better applicant for Plastic Surgery. [01:18] His Love of Plastics Around that time when the show ER was popular, Russell started medical school thinking he wanted to do Emergency Medicine but realized it wasn't for him. Instead, he liked doing surgical rotation along with his plastic surgery rotation which he describes as gelling very well. He also started college as an art major so the visual-spatial aspects really appealed to him once he got into plastics because it wasn't just a cookbook, do-this-do-that case but it involves applying spatial problems to different situations which appealed to him. The second he got onto his plastic rotation, he knew it was where he needed to be. Russell went to UMass for medical school and during their third year surgery rotations, they had a three-month block spent on general surgery and the other half was subdivided into other subspecialties. Many of them ended up rotating through plastics. Other specialties he did consider include general surgery and vascular surgery. He likes the disease processes in general and being able to intervene into a lot of different illnesses and have the ability to take care of sick people across the board. Ultimately, he was meaning to be a well-rounded surgeon and the fact that plastics builds on that was nice. [04:30] Traits Leading to Becoming a Good Plastic Surgeon Russell cites meticulousness as the primary trait of becoming a good plastic surgeon as well as being a good visual-spatial thinker. Being a good communicator is also very important since. You need to be willing to sit down with the patient and explain the disease process, the problems, the solutions, how you're going to get there, oftentimes, there are many ways to get there and there's many different things that can happen. Russell further explains that the doctors who don't communicate tend to have more difficulties regardless of what the outcomes are and this is especially true in plastics. Beyond that, you also have to be a good technician and be able to develop a plan, know what you're going to do, and see the technical problem you're going to solve and actually execute it. Also, you must be able to see the long term outcome, not just the proper three-dimensional result but it has to look good three to four months and years down the road. Blood supply also has to be intact at the end of the day. One of his mentors once told him that when he's out in private practice, one of the things he has to do is while doing a skin graft, you have to make sure every mitochondria survives. "You have to just be really meticulous in every single thing that you do and that people are watching and the patients are watching. That's one of the things people look for in a plastic surgeon." Russell adds that another innate trait in a plastic surgeon is being anal. In terms of having an arts background, although not necessary when you become a plastic surgeon, a lot of people that go into medicine in general tend to be very agile-thinkers so Russell thinks a lot of it can be taught. But he personally thinks it helps a lot in terms of little shortcuts that allows him to know what to do before he even thinks about it. This may also help in certain other areas where it would have been hard to to teach it. [09:00] Types of Patients and Typical Day Russell sees a mix of 50% cosmetic and 50% reconstructive patients. To his surprise, he's doing a lot of breast reconstruction. They have a very busy breast reconstructive program where he's the director at a local hospital. This was something he didn't expect to be doing a lot but he ended up doing it anyway. The reason for breast reconstruction is almost always breast cancer in various stages or it may be due to genetic predisposition where the patient has a high risk of developing breast cancer in the future or maybe that the patient has an active diagnosis of breast cancer or very late stage precancerous lesions which would require mastectomy and therefore they would then need Russell to reconstruct the breast. He describes it as a very intense process and oftentimes, he is the one the patient sees the most of throughout the process. They see them after surgery and on a weekly basis to fill tissue expander that expands the breast's skin envelop after radiation and mastectomy. Nevertheless, Russell sees this as a nice aspect of what they do. Another thing they commonly do is reconstruction after skin cancer resections with dermatologists which can sometimes be very large defects. On the cosmetic side of things, they do a bit of facial cosmetics like face lifts, rhinoplasty, ear correction, fillers, Botox, facial rejuvenation, liposuction, tummy tucks, and a lot of breast surgeries. "15% of what he does involves taking care of complex cosmetic breast patients which is a fairly challenging field." Russell finds himself in the operating room at least two full days a week and even up to three full days a week. He works between 40 and 60 hours a week. During his office-only days, he gets in around 9 am and finishes around 6-7pm. His OR days start at 730am and finishes between 4 and 5pm. He does his larger cases first thing in the morning and then the local type cases like mole removals or lesion removals or skin cancer reconstruction in the afternoons. Russell has an amazing physician assistant who has been with him for about two years now that sees a lot of his postoperative patients in the office. They are very much on the same page and because of the high demands, they've gotten so busier across the board. Nevertheless, they try to balance things out to avoid burnout and try to make it sustainable. [15:00] Private Practice Goals for Work-Life Balance Russell would like to have his weekends off so he covers himself 24/7, 365 days except when he's on vacation. Other than that, he's available for patient issues that only he can answer unless his PA is available to answer it. He doesn't do office hours on a weekend and reserves it for family time and he tries to be home every night to help with the kids to bed and stuff. Pretty much, he's going all out throughout the week and works as hard as he can to get as many patients. Most importantly, he makes sure they're taking enough time with each patient. One reason he shies away from being employed is he doesn't want to be in a position where he's being told how many people he has to see a day. He's okay with this perspective. "I don't want there to be other metrics that I need to have to use. Other than that, the patients are happy. We're taking good care of them and that my bills are paid." Basically, this is how he likes to do it right now compared to his colleagues where it's not how they're living so he feel extremely fortunate for it. [17:30] Patients that Go to the Operating Room Russell estimates their conversion rate in the high 80%. These people come to his office because they want to see him and they're not doctor-shopping as much. They've waited a decent amount of time to see them so they're there to see him and are typically there to have surgery. Also, nobody goes to the operating room without seeing him in the office first with the exception of local anesthesia procedure where they get to meet him that day, he talks to them, and they'd have to wait for the procedure. But if somebody gets general anesthesia, they may see his PA first and then get a second appointment with him to have another formal sit-down discussion if they're going to go forward. He doesn't do internet-based consultations since it's not how he wants to do things in terms of how he wants to care for patients. Russell says there are patients coming in who are insecure about something and they come to see you for one thing. "Just because one thing that bothers. it doesn't mean there are other things that may be addressable as well. It is a strict policy in our office to not mention those other things or to try to market other things." In other offices, patients would come in for tummy tuck and then the surgeon there would ask you to consider getting a neck lift or breast done, or whatever. They basically walk in to talk about getting fillers in their lips and they walk out with $30,000 worth of clothes and a whole new complex because they didn't realize all those other things need to be addressed. "As a plastic surgeon or cosmetic surgeon, you have a lot of power to make somebody feel better about themselves or feel worse about themselves." Doing it ethically and conscientiously, Russell sends a lot of people in the office telling them they don't need surgery and don't listen to anybody that tells you that you do. He emphasizes that this is the right thing to do because at the end of the day, they're still physicians that took an oath to do the right thing for people and he feels it's job to make sure that if people need to do surgery, it has to be done safely and in the right circumstances. He needs to do it well and do it safely. He needs to do it under the right circumstances for the right patients. Russell admits he is bothered by a lot of plastic surgeons out there that are making a lot of decisions for financial reasons impacting other people's lives negatively and they're doing a surgery for that reason which makes them all look bad collectively, reason plastic surgeons and cosmetic surgeons have a bad name sometimes. [22:05] Taking Calls Russell is in a position where he doesn't cover much call at the surrounding hospitals. In metropolitan areas, most hospitals require call as a stipulation of privileges for credentials. He doesn't have to do that, which means being allowed to use their operating rooms. The majority of what he does would be at a freestanding ambulatory surgery center which is a facility not attached to or affiliated with a hospital but he still has to do everything that is like a major operation they do at a hospital. He also has a lower threshold for doing certain things in the hospital than some doctors do because it's cheaper to do things in an ambulatory center than it is to do at a hospital. He actually anticipated to take calls when he took the position he took but when he got there, he was told it wasn't necessarily expected. But he does stay on as a courtesy like if he's available for something thing where if he can go, he will. So he's like "always on, but always not on." This seems to work well and they like the fact he's available if he's available. Nevertheless, Russell describes having a symbiotic relationships with the ER, where he is available in the middle of the night if they need to call him and if they need to send a patient to his office later on for a suture removal. [24:35] Residency and Fellowship Training There are two typical approaches. One is to finish medical school and go into general surgery, neurosurgery, orthopedics, or ENT and then match after that into a plastic surgery fellowship. The other approach is matching into a categorical plastic surgery program, which is a dedicated program for plastic surgery. Neurology is the other pathway they can do it from. In Russell's case, he did his general surgery program at UMass and transitioned into the plastic surgery program so it was more of a traditional approach and a bit hybrid because he was able to transition out after his third year general surgery being the only type of residency you can do it from. With the traditional fellowship pathway, you don't have to finish general surgery but you have to finish all the other types of residencies before you go into a plastics fellowship. Russell was already at UMass for his general surgery training, did two years in the plastic surgery laboratory, and worked on various projects with them so he was a known commodity. Additionally, Russell says you have to be very competitive with the rest of the applying population. All in all, it was a seven-year pathway. Categorical might be six and then general surgery can end up being nine consisting of five years general surgery, two years of research, and two or three years of plastics although he thinks all plastic fellowships are now three years mandatory. Many will also do an additional year of hand fellowship because it's so competitive. The year he applied, there were only 92 plastic surgery fellowship spots in the country excluding the categorical spots but just post general surgery positions. Plastic surgery is among the subspecialties in surgery that are the most competitive. Dermatology might be the only one most competitive in terms of everything else but in terms of the categorical spots, plastic surgery, Russell believes, may be the most competitive now. [28:30] How to Be a Competitive Applicant Russell illustrates that to be competitive, you have to set yourself apart by showing interest in plastics early on. The good sub-I's  pretty much have an inside track to the spot because it's a month-long interview. Some international students even spend extra time doing research and this makes a huge difference. You're much more like to want to match somebody that you know and you know is good. Additionally, you want to show them that your hands are good and that you're conscientious and good with patients and the staff. Know that the staff can have a remarkable amount of power. "The chairman's secretary is going to have more say in the ultimate decisions of who gets into the program than potentially sometimes the junior faculty." You need to be nice to those people when you call or you're trying to coordinate something with the program since they have the ear of the program directors and the higher up's. Russell adds that we tend to focus a lot on research, volunteer work and stuff, but all that is part of the baseline. You have to be good at all those other intangible things on top of those.  These are the awesome people that can make your like a lot easier. Additionally, Russell recommends doing international volunteer work if you have the resources because it's very helpful as well as research in plastic surgery being at the forefront of tissue engineering so there are always labs looking for residents and medical students to do stuff.  There's a lot of data mining right now which can be a little dry but you can eventually find your way into something more interesting and surgical. And remember, this boring data stuff that nobody else wants to do it, could be your foot in the door. [32:40] DO's, Subspecialties, and Working with Primary Care and Other Specialists Russell thought general surgery was the way he would go, finishing it for five years and then decide later on if he wanted to do plastics then continue on. The  more he was doing rotations for general surgery and plastic surgery as part of it, the more he knew it was where he wanted to go. Then it went solidified by the time he went to the plastics lab and he finished his second year of residency. Whether there were negative biases towards DO in the field, Russell would describe it as rapidly diminishing if there was any. One of the strongest sub-I's they had in the program who ultimately did not match into their program, ended up as a major ambassador to this side of things.  Nevertheless, he sees it's diminishing. “Whatever factors may have led that person to that pathway had nothing to do with that person's academic strengths.” So he thinks it never should be a factor in the first place. What he also notices among DO's is they had to work twice to prove these MD's wrong and to dispel whatever biases they have towards DO's and it's unfortunate they have to do this but this tends to be the case. Moreover, Russell says there's a million of opportunities to subspecialize once you're a plastic surgeon including pediatric craniofacial,  general burns specialist, microsurgery. If somebody becomes affiliated with a children's hospital, they tend to stay very isolated in their pediatric craniofacial. But most people who do microsurgery fellowship for a year will still have to do a lot of general plastics in addition to microsurgery.  There's also hand surgery that overlaps a lot with orthopedic surgeons.  After most plastic surgery residencies and fellowships, you are pretty much qualified to do hand surgery but Russell happens to do none. But you specialize all the way up to the shoulders as a plastic surgeon. And of course, there's cosmetic surgery where a lot of people prefer to do strictly cosmetic, which they actually call aesthetic plastic surgery. In terms of working with primary care providers sending patients to him, what Russell wishes them to know is about general health maintenance stuff. Before most plastic surgical operations, smoking cessation (and all nicotine products) is huge more so than probably any other type of surgery because we rely so heavily on blood supply. Nevertheless, Russell says they tend to be treated well by most primary care providers and other specialties. In fact, he feels like they're "rheumatologists" of surgery that if they don't know where to send the patients they'd be sent to plastic surgeons. "I would probably approach it another way. I would go into a room of primary care doctors and say, how can I better serve you guys?" Plastic surgeons work the closest with general surgeons, surgical oncologists, and dermatologists.  In terms of opportunities outside clinical medicine, a plastic surgeon can do collaboration and consulting on research and product development. On the corporate side of things, you may collaborate with those products you really believe in a lot. [43:25] What He Wished He Knew and The Things He Likes Most and Least What he wished he knew before getting into plastic surgery, he wished he would have started saving earlier. He also gives a piece of advice to students thinking about going into medicine since people can be so quick to tell you to run away and to not get into this but it's a good life. What Russell likes the most being a plastic surgeon is being able to help patients in mostly happy stuff and not a lot of giving depressing and bad news. "What I like the most is I'm getting to use a unique set of skills to help make people whole again and it's extremely rewarding." Russell feels extremely very lucky to be able to do what he gets to do. Although there are patients that when you think about them can give you a lump in the throat but he has more of a handful of patients that make it all worthwhile. On the flip side, what he likes the least is the idea of people exploiting patients and securities for personal gain and with zero concern for the patient's well-being. At this point, there are a lot of 'cosmetic surgeons' that are not even in the core surgical specialties or plastic surgeons that are calling themselves board-certified cosmetic surgeons. "They're doing these massive operations in their offices and taking advantage of patients who don't know that there is no such thing as a "board-certified" cosmetic surgeon." There's no training program for that. That's not recognized by the American Board of Medical Specialties. They're taking advantage of patients. Number one, it's giving any physician who does aesthetic operations a bad name. Number two, it's exploiting people's insecurities and subjecting them to extreme danger. Russell exclaims that this is really very frustrating. He explains that when you see something in the news about a patient dying on the table, it is almost never a board-certified plastic surgeon. It's someone who's typically not qualified and who doesn't know what they're doing, and just trying to hand money, hand over fists, taking advantage of patients. Russell says this is very upsetting because it's going on in a deep level and they're usually a very good salesman and not shy about posting things on social media and would make claims as board-certified plastic surgeons when they shouldn't be because the Code of Ethics prevents them from making certain claims. But people with less ethics are taking advantage of patients. [48:55] The Future of Plastic Surgery At this point, they are using patient's own fat to reconstruct their breasts as well as other areas of the body. There also things like tissue engineering and cellular engineering that ebb and flow. So much of what they do is based on their skill set so a lot of the technology only tends to be complementary and not just a huge quantum leap kind of things. Many of the surgical advances come from the developing countries. All you really sometimes need is a good microscope and some good hands to do some pretty incredible surgical procedures and lose institutional ethic rules. Nevertheless, he sees the field more of a cognitive innovation versus technical. [50:20] Final Words of Wisdom If he had to do it all over again, he would definitely have chosen plastic surgery. He wouldn't think of doing it any other way. As his final pieces of advice, he recommends students to ask people who seem to like what they're doing, why they're doing what they're doing, seek out opportunities whenever you can, and do what you can to set yourself apart from your peers because that's the only way to get ahead but not in a cutthroat sense. But be a good person. Lastly, Russell gives the same advice he got from his mentor which is to go where you're needed. Get experience, get good. And then the word spreads and that's how you get busy. Do not give up and do not listen to the discouragement. The people discouraging may have met roadblocks you won't even be subjected to. The things that stop them are not necessarily that things that can stop you. They may try to beat you down repeatedly. Just ignore it and believe in yourself. Links: MedEd Media Network

Philosopher Bertrand Russell calls Jesus a False Prophet, basing it off of Jesus's statements about His coming on the clouds before His generation passed. What Russell right? Since Jesus did not return in the Second Coming, IS He a false prophet?

Click above to listen in iTunes... THE thing I changed that actually started making me money... Hey, what's going on everyone. This is Steve Larsen and you are listening to a absolutely very special Sales Funnel Radio because today is actually my birthday. What? 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, Steve Larsen Hey, you guys. What's going on? Hey, so it's my birthday. I am actually not home right now. It's been an absolutely insane week and I super bad ... I had this written down. There's a podcast that's been in my head for a while. It's been like oh, my gosh. This is such cool value. I've got to share this, but it's been so intense that I've not been able to do it. I'm so sorry. To recap, it was about a week ago, right. Today's Saturday, April 22nd, it's my birthday. What? Super cool. About a week ago last Friday, so a week ago Friday, we actually started building the Expert Secrets book funnel. Now, we started that a little bit before that. We knew what it was, but we really didn't dive into it until two days before the thing was supposed to launch. It was supposed to launch on April 18th and it did, but we didn't start until two days before. I remember sitting there, I was like, "Dude, Russell, what is the funnel? What am I supposed to be building for you?" You know what I mean? He was trying to figure that out and we were putting the offer together and stuff like that and it was high, very high pressure, very high pressure, very high stress. It's cool. It's funny. That used to really freak me out, but what I've learned is that the more I embrace the fact that it might suck a little bit or things are going to be hard or whatever, I actually grow so much from it that I actually embrace those hard things now. I don't know, but Russell totally knows what I'm doing every time, but whenever he's like, "Dude, it's going to be so crazy," I always go, "Cool, bring it on. Make it hard, coach. Make it hard, coach." He doesn't ever say anything back. I don't think he knows what I'm talking about, but it's basically goes back to some things I learned where it's like basically my reactions determine my experience. If I immediately can ... If I sit around and just like "Oh, I'm so sad." Like, "It's going to be so hard, eh." That's what most people do. If I can just turn around instead and say, "Hey, you know what, I'm just going to rock it, then it's going to be awesome." Anyway, back to the story. We get there and it's 9 AM and I work the whole time. I get home Friday night, a week ago, Friday night before the book launch and Russell's like, "Dude, I'm so sorry, man, but is there any way you can get this piece of custom coding done before Monday starts?" I was like, "Oh, I just want a break. I'm so tired. I'm so tired." I was a little bit annoyed at first like, "Oh, I get it, I get it," but the pace that we move at, I don't think you guys realize, is exhausting. It is exhausting, but it's super awesome too at the same time, right. It's like it is ... Somebody asked me recently and I think you guys saw on Facebook too someone asked me like, "What's it like sitting next to Russell and building his funnels out?" I was like, "Imagine you're flying the fastest fighter jet on the planet. It's got all the bells and whistles. You got all these missiles sticking on the side and you're going as fast as the thing will actually let you go," right. Mock 4, something ridiculously fast, way past the speed of sound. Then all of a sudden, not that you do on this in a plane, but you roll down the window so to speak and stick your head out like ahhh. That's what it's like. It's so fast paced and I'm constantly digesting as much information as I possibly can just so that I can keep up with what he's doing. It's awesome. It's more value than I ever got anywhere else for anything. I get to sit and pick his brain constantly, which is such a treat. I was tired. It was Friday night. I was tired. I wanted to spend time with my wife. It was the first week in our new house and we're still setting things up and we're making it our own home and I was like, "Oh." I decided I'd stay up super late. I stayed up 'til 3 AM two nights in a row doing two things because there's so many things going on right now, not just the book funnel, right. Number one, what I did is, and I'm just telling you guys the story just so you know what ... I know I'm sporadic with these podcasts, but whatever. Number one, I was trying to get some custom coding done for this funnel, stuff that Click Funnels doesn't do out of the box, but also allows you to do, which is cool, which makes Click Funnel so unique. Really, really cool. I was getting the stuff done, but at the same time, I was trying to finish my slides for the presentation at Ad Con, which I just did a few hours ago and it went so, so, so well. Oh, my gosh, it went so well, but I was trying to finish, right, the whole presentation, get it all together. It was like 74 slides and I was teaching about e-commerce funnels and successful funnel strategies in the e-commerce areas, which my gosh, it went so well. So excited. I love speaking on stage. By the way, that's my shameless plug if any of you guys want me to come do that. I don't charge anything, be a lot of fun. Anyway, so I was juggling all these things going on. I was trying to put the actual house together and build furniture and put things ... It's been hectic. I have barely slept. I have such a headache right now while making this. I can't even tell you. I actually got a little bit worried. I was like, "I'm on so much caffeine right now." That's okay. It's super, super awesome at the same time though... We go through and I finish his custom code piece, and Monday comes along so a week, it's about what, five days ago. Monday comes along and I had finished slides. I sent them over for the presentation and everything to Dan Henry. Monday comes along and I was just thinking to myself like I've built over 160 sales funnels in the last year and I was looking at what we had and I was like, "There is no way that this funnel is ready, even nearly ready for the amount of traffic that we're going to send to this thing the next day." I was like, "Oh, my gosh." I sent a message to my wife and I was like, "Babe, I'm so sorry, but I seriously doubt I'm going to be home tonight and maybe hardly even at all tomorrow." As long as I let her know in the future, as long as I let her know, then she's usually fine. She knew. I was like, "Hey, the book launch is coming up. I'm sure it's going to be sporadic. It might be here. It might be not." As long as I let her know, she's fine with that. Russell cued me in on that tip on how to do it, every once in a while it happens. We went and we start working, and I start doing some more of this custom code thing. We're using Jamie Smith's expertise and I was doing stuff on my own as well and we were putting pieces together and I was putting the other membership area and it looked so good. Oh, if you guys got the Expert Secret book yet, go get it for sure. I'm actually going toss my link if you're okay with that down in the description here just because might as well, right. We were pushing. We were pushing, and it's so funny because Russell's always, "Dude, I'm so sorry, man. I know you never used to really drink caffeine until you worked for me," and I was like, "That's how it works though." I had so much caffeine. I was shaking, but I had to stay up... I had to get this stuff done and I was going 'til 3 AM. About 3 AM, everyone was on the floor and we're like, "Oh, so tired," and I was like, "There's more to do, there's more to do. We're trying to launch this thing at 2 PM tomorrow. There's more. I can't stop. I can't." Russell's like, "Bro, we're going to make better decisions if we're rested." He's like, "We got to go home." I was like, "Gah, like he's right. Dang it." I got most of the things done, custom coded a whole bunch of stuff, and it went really, really well. I was so tired, so tired. The next day, we left at 3 AM and I was back at work at 9 and slammed a whole bunch of caffeine again and just cranked and cranked and cranked. We actually almost hit the deadline. We were only 9 minutes launching. We were supposed to launch at 2 PM Mountain Standard Time and it was actually 2:09 when we made the final call out and it actually started going. Guys, the success has been insane. If you've not had the Expert Secrets Book, you should probably get it. This isn't like a pitch like, "Oh, it's 'cause I work there." No. I've read his book over five times now. I have one of the original spiral bound copies. I have the original files on my computer as I was vetting it back and forth with him during inception of the concepts of this book. I've been a part of this book pretty heavily and it's super, super fun. I've really enjoyed it, hashing out some of these main topics and ideas and core concepts behind why this book is so good. I was really, really shocked and honored to find out that he put me in the acknowledgements and it's super awesome. It's the last paragraph in the acknowledgements. I was so excited, I couldn't believe it. He goes, "The last one I want to thank Stephen Larsen for being a constant sounding board during this project. Without your excitement for this book, it would never have been completed." I was like, "What? Oh, my gosh. Man, that's so awesome. That's so cool." I got in Russell freaking Brunson's book. It's crazy. In the first 24 hours, we sold 10,000 copies, 10,000 copies. Now by comparison, I want you to know that DotCom Secrets sold about 80,000 total-ish and last I checked ... That was the first day and last I checked, we about surpassed 20,000 copies total. It's insane, absolutely insane. The amount of pressure in the market right now is insane for this book and we could feel it. People were going crazy for it and really, really, it's been such a great experience. Anyway, the whole purpose of this episode is that I had this huge ... I already knew it, but it was just a big confirmation, right. It is not about your main product. Let me try and say that it again. The sale is not about the main product. Expert Secrets is a absolutely insane book. It is so awesome, right. The book launches and we put it out there, but we didn't just sell the book, right. You got to wrap it. You got to wrap your main service, your main business, your main product. If you can do that, your income will go through the roof. Are you guys following when I'm saying this? Give a little nod with me as I'm doing this. The reason I'm bringing this up is because so we built this book funnel and there's other funnels that we want to go through and build and put together, but we didn't start with, "Okay, what's the funnel look like? What does the automation sequence look like?" That's what I feel like 90% of people do and it's wrong. That's not how you start. The way that you start is by sitting back and going, "What's the coolest offer on the planet?" I have this core thing. Let's take the book, for example, right, the Expert Secrets book. I have this core book. I have this core thing. If I try and sell it directly, there's a hundred other people that are out there that are doing what you're doing, at least a hundred, right, a thousand, thousand. I should've started with thousands, thousands of other people. The easiest way for you to actually get out there and separate yourself from competition is to make an offer out of your product. An offer can encompass many products, all right, and his book actually goes through this. Actually, I have my fingers right now in the book. I'm holding the places for it. I'm looking at a page ... Wow, that's a coincidence. I'm looking at page 79 and 179. Oh, that's kind of cool. What I wanted to show you guys and tell you guys about real quick is the absolute ... I want you guys to know that we use this. Here's some examples. Yesterday. Wait, what is today? Today's Saturday. It's Friday. Yeah, so it was yesterday. I'm losing track of my days like crazy. Something's going too fast. Yesterday, we were like, "Okay, this book funnel, it's killing it. It's awesome." There's a few tweaks we had to make. I totally forgot to stick a rule inside of our action [inaudible 12:24] sequences and what it is it made people get the "Hey, looks like you didn't purchase," emails when they did purchase and I was like, "Oh crap, sorry, dude, 3,000 people totally got that." That was my bad. Super late at night. I take full responsibility to that, but it's all right. We make mistakes, too. Anyway, so right afterwards, we're like, "Okay, what's this thing we're trying ... " We know there's this area where people are wanting to get more training in and it's this area that Russell said that ... It's really super fun, man. It's my own program that I'm doing with Russell, kind of co-hosting it. It's so cool. I get to be on stage with Russell Brunson teaching his stuff. It's so awesome, you guys. There's this place that we're trying to get people on. I'm not going to reveal anymore about what it is than that, but what we did is we literally spent three hours brainstorming the offer, brainstorming the positioning, and brainstorming the actual message, right. People are like, "Wait a second, Stephen, you already have Click Funnels. You already have the message." Like well, yeah, for that product, but how does this, right ... You guys are going to learn about this in the book. There's a thing called opportunity switches, which is when there's a brand new thing and the thing called opportunity stacks. Remember when we came up with those two concepts. He and I were sitting side by side and we had this huge piece of paper in front of us, it's like oversized butcher paper, and we were going through different offer styles and I was taking out a lot of my notes from previous people I had learned from. He was taking a lot of notes he had previously learned from and side by side, we were figuring this out and we realized that it boils down to two different offer styles. One is an opportunity switch and the other's an opportunity stack. What Russell and I along with Dave Woodward 14:06, the three of us, we started brainstorming was an opportunity stack. There's an area that people are not very good at that we're trying to put an offer in, right, or a product. We've realized, it was two or three days ago, we realized, "Dang it, that doesn't sell very well on its own. It's a great product, but it doesn't sell. How can we make it an offer?" Think about that. In your marketing, think about that with your sales funnel, that's what a sales funnel is. A sales funnel lets you string out the offer inside of the actual funnel, right, so you don't hit them with all these things right at once, depends if it's an e-commerce product or a webinar or whatever, that changes, but let's say it's an e-commerce product, you're not going to hit them with this big, "Hey, buy this huge kit all at once." No. First you offer this. Then you offer that. Then you offer this. Then you offer that, right. It's complementary the whole way through. Guys, think about the offer itself. That's what I realized when I was in college that I was missing. I told you guys I was biking home one day and I was so depressed. I was like, "Gosh, why isn't this working? I am learning so much. I'm learning like crazy." This is probably three years ago. I was like, "Why am I not making money? I feel like I know more than a lot of these other people, but I'm not actually making the money that they are. I'm making way less." It's like, "What is it? Why am I missing this?" I realized that I was not asking for people's credit cards as often as I should be, right. I was not and it was really painful that I wasn't. I realized that I was very good at making funnels look good, but I was not yet good at creating offers. That's what sales is. You're pitching an offer, which doesn't necessarily mean a product or a service, right. That's singular. Offer is plural. There's many things that make up an offer. You guys understand what I'm saying? I hope that you guys understand what I'm saying because it's so key. If you can nail the offer, the funnel's cake. It's so easy, right. All right, let's look at this real quick. All right, this is on the opportunity switch chapter. That's page 79. Russell's talking about how you can run an ask campaign and you just ask your market what do they want, right? What they do is they give you all this data and you create a master class out of it, right. Let's say that you guys tell me the top six things that you guys struggle with, with building funnels, which I've done with you by the way and I do for a reason. It was an ask campaign and I got tons of response and I know exactly what you guys struggle with. I did that for my podcast content so I know what I can help you guys with. I did it for a product that I was thinking about doing. I don't know. I might not, but just to understand who's listening to this podcast better and I know what those things are, right. If I was to go create a product about that, an info product, that's one product... That's not an offer... An offer and a product are not the same thing... Let's fast-forward then to page 179 when he's talking about what's called ... He's talking about the offer basically. He calls it the stack slide, but there's all these little elements that get brought into it at that time, tons of them. You're going to get the six-week master class. You know what I mean? You're going to get the ... Does that make sense? It's all the pieces that make it up, the six-week master class and you could see the whole list on page 192. You can get the six-month enterprise account level of Click Funnels, right. You're going to get Instant Traffic Hacks. This is all making up what is called the offer. Inception Secrets, you're going to get the Soap and Seinfeld secrets. You'll get unlimited funnels to your account, first 50 people only, right. That is an offer. You put it all together. I feel like I'm explaining it, but maybe I'm not. I don't know. What we were doing yesterday was we were creating an offer. What's funny is that this presentation I just did at Ad Con, I'm still here. I'm in the hotel room right now. Crazy tired. My head hurts. My throat hurts from talking so much. There's a huge line of people who wanted to take pictures, which is really fun. That was really fun. Even in my presentation where I wasn't pitching anything, I still was using an offer structure, right. What I did is I literally sat down and I wrote down all the things that I knew, right. These are Facebook ad agency owners, right. Dan wanted me to talk about e-commerce. I was like, "Whoa, that's a little bit weird," but I'm so grateful that he did. What I did is I sat down and I thought through all the knee-jerk reactions people were going to have to me telling them that they need to create an e-com funnel. I was like, "What are they going to say?" Do this to your own people too, right. What are they going to say? They're going to say things like, "I don't have an e-commerce product. They're too hard to make. I don't want to ship things out to people. I don't like spending ads on small little things like that. I wish it was bigger," right, tons of stuff. I made a huge list of I knew of the false beliefs that they would have about my topic. Then what I did is I orchestrated my topic to directly address the false beliefs that they were having. I swear if I put a pitch at the end of that, people would've bought. All right. I got offered $60,000 worth of business right after that presentation today, 60 grand at least. If I had actually tried to close, I know I would've made a lot of money. People were on their seats... It was freaking awesome... Gosh, it went so good... I'm not trying to pat my own back, but I know that the process that I'm telling you right now where you write out the false beliefs and you make products that directly address those false beliefs so that they're no longer false beliefs, guess where I got all that? All right, that's in the book, Expert Secrets. It's not so much about making webinars. This is how to sell. This book taught me how to make it. I already knew how to, but this is yeah, really, really awesome stuff you guys. Anyway, that's all I wanted to say. This started as a long podcast and it's a bit tactile, but I hope that you guys are taking the time to sit back and go, "What is my offer? What am I actually offering people?" If you're sitting back and it's these onesies, twosies product, I know I have that on my personal site. I know that I needed to change it. I just have not had the time to do it. You know what I mean? I know that you guys are in that place as well, some of you guys as well. Some of you guys, just don't be lazy about it. Think through. You don't need to come up with that. I'm doing this right now with my dad and his own webinar and he just launched his podcast and it's going great and he's interviewing these industry leaders in the financial area and financial investing and it's going awesome. We're about to launch his webinar and the thing that I'm doing with him right now is offer creation. He's like, "Maybe we should go focus on the webinar a little more, a little bit more on the funnel." I was like, "No, no, it's not time. We have not yet nailed the offer." Just today, I was reviewing the offer... I was reviewing all the things going in there. I think it directly addresses the things that people are going to have the knee-jerk reactions about, I think. I'm pretty sure that it's going to. We went through and the thing we got to do next is we'll probably run an ask campaign and make sure, but the products themselves is what helps change people's false beliefs using what you'll learn in here, using what is called the epiphany bridge. That's what I'm doing. I'm helping my dad map out all the stories. I'm helping him map out all just some tactile pieces that he's got to teach on the webinar, but I'm helping him map out the stories, all the products that will directly help correct the false beliefs and that's it. You guys start doing that. Don't offer just onesies, twosies. How come people will sell ... This works even on e-commerce. Amazon products, why will people buy a pack of three socks versus a pack of one? Because it's an offer. It's an offer... That may not apply directly to sock selling, but that's the basic concept though and that's what I want you guys to do and start putting together. Know that it's all about offer structure and the way that you present that offer inside of the funnel. The funnel gets really easy afterwards because then you have the first product that goes for the first page in the funnel that helps you sell the first thing. The second page helps you sell the second thing. You know what I mean? You're literally offering upsales throughout and by the end, they've gotten the whole offer. Funnels give one offer... Whenever you have more than one offer inside of a funnel, usually the conversions drop because they have not actually had time to digest the first idea. Anyway, I hope that makes sense guys. Get the book. I'm going to drop the link down there. I'll drop my affiliate link for sure and I made a little deal on a email that I dropped out there and there's quite a few guys that actually took up on it. It was really, really fun. Basically, if you get the Expert Secrets book through my affiliate link, I would love to just do a 10-minute overview of your funnel live. I would love to do it live. It's been a while since I've done one of my funnel feast episodes where I ... If you go to funnelfeast.com, I go through and I build live, but it would be fun to have a little critiquing session. That'd be really awesome. If you guys are okay with me going through your funnel live, just send me all the pages. That's my little thank you. What I'm thinking about doing is I'll stack up probably 10 or 15 people and just 10 minutes each just go through and show what I would do just right off the bat to change in the funnel, things like that. Why do you think I can do that? I'm not an expert in real estate. I'm not an expert in stocks. I'm not an expert ... It's because it's sales. Sales is all of that. That's the blanket that I'm talking about here. Anyways, guys, so sorry for talking so long, but go get the book. I'll post the link in my blog and also toss it inside of the description as well in here. If you want me to do that, just reach out to me on my Facebook page and I am happy to gothrough a little critique of your funnel. That'd be really, really fun. All right, guys, 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. Book Link:  https://expertsecrets.com/freebook?cf_affiliate_id=52291&affiliate_id=52291&aff_sub=&aff_sub2=&nopopup=false&noautoplay=false&cookiepreview=false  

This is the reason why many of us, including me, often fall short of truly changing people’s lives. On today’s episode Russell talks about struggling with his need to perfect his book as he’s reading it for the audiobook version. He remembers struggling with it 2 1/2 years ago when doing the same thing with Dotcom Secrets book and how that has helped work through it this time. Here are some of the cool things you’ll hear in this episode; Why Russell struggled to do the audiobook version of the Dotcom Secrets book, and how that is helping him get through it with the Expert Secrets book. What Russell learned from listening to Brian Tracey onstage versus a Brian Tracey audiobook that was too perfect. And why sometimes we should let our perfections go because that might be keeping us from changing others lives. So listen below to find out why Russell struggles so much doing the audiobook versions of his books. ---Transcript--- Good morning everybody, it’s Monday, well at least for me. Who knows when you’ll listen to this. But even if it’s not Monday, treat it like it’s Monday because it’s going to be amazing today. I am actually on my way to go record the last half of the Expert Secrets book for audiobook format. It’s interesting, I don’t know how many of you guys have done it before, but I remember the Dotcom Secrets book, when it was done we were planning the launch, everything was happening. And all the sudden the week before I was like, “Wait a minute, what if we did an order form bump that was the audiobook? That’d be the coolest thing in the world.” So then I was like, how do you make an audiobook? So I tried to start recording it myself, and that didn’t work.  So I’m like, there’s gotta be recording studios that do this kind of thing. So I search around, there’s this dude in Boise who has a recording studio for bands, but I don’t think we’re in the era where bands record a lot of stuff anymore or whatever. So anyway, I hired him to do the book and it was awesome, kind of. Well, it turned out awesome for those that got the audiobook version. But a couple of things, because I forgot the mental turmoil that I went through. So the problem is he said normally people spend a week recording an audiobook but I had to do it all in one day because I was in a huge time crunch. So I started trying to do the whole book in a day, which had a lot of pain associated with it because it just took so long. And it was tiring and it was, I was trying to keep my energy level up because I didn’t want people listening and each chapter getting tired-er and tired-er with me. So I was doing all sorts of stuff to keep me awake and alert, which was really hard. Honestly, there’s a lot of pain associated with that first book. And the other thing that is interesting, first half of the Dotcom Secrets book is written like a story so it sounds really well. Then the last half it’s like examples and things that don’t make sense as an audiobook. So I recorded it and I remember as I’m doing that whole thing, it made me really self conscious about the book because I was like, these don’t sound awesome. The first half of the book sounded cool, but these parts, me telling the script and plugging in examples, it just doesn’t work unless you’re reading it. So I did it, but what’s interesting is when it was done, I was, and I forgot about this until Friday when I started recording this version, but I forgot how self conscious when it came to the book while I was recording the audiobook version. It was this weird mind thing where I was like, this book is not very good. Because I don’t think it’s that good as an audiobook. But because of that, I never, after that was the last time I read the book, was when I did the audiobook. I put it on a shelf and I never read it. Then we launched it, literally a week later and sold, I think last we checked it was like 79 thousand copies, so we’re getting close to one hundred thousand copies, which is awesome. And I’ve had insane amounts of people tell me that the book changed their life and changed their perspective on things and helped them understand marketing and sales and funnels. It did it’s job and I’m really proud of it. Really, really proud of it. What’s funny is that I know that as we’re approaching our next book launch, there was things I wanted to clean up in the book, and most of them are things that I remember came to my head during the audiobook version, things that bugged me back then. So last week when I was flying to Arizona on Wednesday I got the old book out and I was highlighting all the stuff I wanted to change. And as I was reading it I was like, “Man, this book…” I probably shouldn’t say this about your book, it’s not very humble, “This book is really good.” I was really proud of it, even though there’s things I want to change and tweak or whatever, but I was really proud of it. And I forgot. I was like, “Man, I haven’t read this in a long time, I forgot about it.” And then Friday I went in to read the Expert Secrets book I started getting this, I was sitting in the exact same chair, in the exact same room, exact same everything as the Dotcom Secrets book. And the first part of the book is similar. It reads like a story, so it, I was liking it. But then I got to the parts that are similar, where it’s like I’m taking the power point slides and I’m plugging in all the stuff. And it doesn’t read good as an audiobook that way. So I started becoming more and more self conscious as I was reading it. I spent probably 6 or 7 hours in the studio recording the book and by the time I left, I was a wreck, my whole brain was just second guessing the book, is it any good? Maybe it’s not any good? What if people don’t like this because it doesn’t make sense this way? And all the sudden as I was sitting at home I was laying there, after I think my wife went to bed. I think I was watching Shark Tank or something because I was hopped up on enough caffeine to give me energy to read the book and I couldn’t fall asleep. I was sitting there and stressing out and then I was just like “Huh, I kind of remember this from 2 ½ years ago when I did it with the Dotcom Secrets book, and I remember how much I second guessed the book and  I didn’t even want to sell it after I finished the audiobook. But we did it anyway because I was like I can’t do anything, I just have to put it out there. I kind of feel the same way about the Expert Secrets book. And this time luckily it broke up into two days, otherwise it would have been even worse. That’s why I’m going back to do the last. I probably got 68 percent of it done on Friday and I’m going to do the last 40 today. It’s just funny how much you second guess yourself. And I started thinking about all the products I’ve created in the last 14 years, and the interesting thing is I’ve never gone back and watched any of the products ever. And I think that the problem that some of us have, is that we do. You put your heart and your soul into something and when you’re creating it, you know it’s right. When I was working on the book I was like, “I know this is right. I know.” I felt right about it and then when I went back for the book version, its me doing the audiobook, you start second guessing yourself because you’re like, “Ah, I didn’t say that right. I should have said it this way. “ So much of this stuff floods into your mind that if it wasn’t for the fact that it’s being published, it’s being printed, the launch date’s happening, all these things, I probably would just pull the plug. “You know what? Screw it, I hate this book.” Just running away. Luckily the wheels are in motion just like the Dotcom Secrets book, I couldn’t do anything about it. The Dotcom Secrets book we were giving away a Ferrari, there were no if, ands, or buts. This is happening whether I liked it or not. The same thing with this and I’m grateful for that because I think a lot of us, we record something and we go back and listen to it, and then you second guess yourself and you cancel this thing that could have been life changing for somebody else. So I would recommend for a lot of you guys, first off, if you’re editing your own videos or audio, I bet that’s hard. I luckily have no skills or talents, so I’m not able to do that, but if I could I can imagine how I would be stressing out and trying to cut our every cough or hiccup and everything. I would be trying to make it perfect, whereas the perfection is often times what kills the project or what takes the soul out of it. You know Marketing In Your Car, you’ve guys have heard me sneeze, you’ve heard me almost kill squirrels, I even got pulled over once, or at least almost pulled over multiple times. But that rawness of it is what makes it intriguing. I think sometimes we try to perfect it so much that it loses it. I remember I was listening to a Jay Abraham course back in the day and it’s the first time I remember hearing Brian Tracey and I was listening to this presentation of him on stage and I was like, “Dude, this guy is captivating.” Everything was amazing about it. I was like I want to learn everything Brian Tracey. So I went online and to Ebay and bought every Brian Tracey course known to man, and the first one I plug in and it’s Brian in the studio reading a book and I was like, I listened for probably an hour and I was like, this is horrible. I just turned it off and I’ve never listened to Brian Tracey since, which is sad because the first experience with him live in front of people, there are flaws and things and it was amazing. In fact, it’s interesting, everyone is obsessed with audiobooks, and I like audiobooks, but if you look at what I listen to, this morning while I was working out I was not listening to a course of Dan Kennedy onstage. Because there’s something, I like people’s energy on Stage much better than their energy reading a book in a studio, typically. That’s why I’ve tried to keep, in fact that’s one big reason why I read my own audiobook, as opposed to everyone else was like, “Don’t read your own audiobook, hire someone else to do it for you.”  because of the pain I’m going through now, but I was like “Then you’ve got some dude reading a book to you. At lease when I’m doing it I’m able to use my own voice inflections and talk the way I would speak to somebody more personally and have a little more fun with it. But there’s something about live, so I would just say, the  reason why I’m sharing any of this, in fact, I think sharing my mental battles I have with myself over my own content is the same thing all of you guys are dealing with. And I would just recommend to, if I was most of you, don’t ever go watch your course after you do it. Let the people speak. Because you’re going to be so, at least for me, I’m so critical of myself, I would hat everything. I literally, if I went back to every podcast I would edit out every stutter, which I just did three of them right there in a row. I would edit out every cough, every sneeze, edit everything and then it would become this perfect thing and you guys wouldn’t connect to it. I just think it’s important to pull yourself out of the editing of the content if you are the content creator, because I think sometimes because of our perfectionism, that we like and we expect of our own stuff, it will actually keep you from creating what will give people the lasting change that they had made. So I hope that helps somebody who’s stuck in that part of it right now like I was and have been and am in often. With that said, I’m going to wrap this, for a couple of reasons. One, it’s kind of the end of the thought. Two, I’m about to get on the freeway and I have no idea exactly where I’m going, I’m really bad at directions, so I gotta turn GPS on my phone. I should have just done the episode with GPS on and you guys could have heard every two minutes, “Turn left here. In one quarter mile, turn right.” But anyway, I didn’t do that, so you guys missed out. Anyway, I’m going to bounce, appreciate you guys all, have an amazing day and don’t be perfection, don’t try to be perfect in your content. Just create stuff and put it out there because I think perfection is the number one thing that’ll kill your ability to change your customer’s lives. With that said, appreciate you guys and I’ll talk to you soon.

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.

Something I’m testing to stimulate and increase the quality of our customers. *****SPOILER ALERT****** In this episode of Marketing In Your Car, Russell spills the beans on the ending of Star Wars: Rogue One, so if you haven’t seen it, skip ahead to 1:20. After that, he also talks about learning all about RFM (Recency, Frequency, and Monetary Value) from some old school guys and why he will be spending 2017 focusing on the frequency that his customers buy. Here are some other cool things in this episode: What Russell plans to do to increase the frequency at which his customers are purchasing. Why it’s important to keep your customers “Warm”. And find out what some of the cool things are that will be happening this year. So listen below to learn what RFM is and why it’s important for your business. ---Transcript--- Good morning everybody! I hope you guys are doing awesome, it is New Year’s Eve morning. It’s the morning of the eve. I don’t know if that makes any sense. But I’m heading to the grocery store real quick to get some stuff for the party tonight. I’m really, really excited for it. Some cool things happening, just real quick. For those of you guys who want a timeline for when, if you’re listening to this in the future, last night Rhonda Rousey fought what’s her name Nunez. The fight lasted less than 48 seconds, it was insane. I got home last night and seriously tried to find a pirated copy online because I had a hot date with my beautiful wife last night. It was crazy. I can’t even…I felt so bad for her. So that happened last night. And last night I went and saw Star Wars Rouge One. I gotta tell you what, people are like, “Star Wars sucks. The new Star Wars is lame.” All these things, right.  It was amazing. I don’t know. The fact that, I don’t want to spoil it for you, but the fact that everybody dies at the end was amazing. That was actually, I mean it’s sad, but that was so cool for the story line. And then the fact that the very end that Darth Vader has his fight scene and going through thrashing everyone. How could someone not think that movie was not amazing? I don’t know, anyway, it was amazing. It’s funny because I get done, and not that I’m easily amused, but if you listened to my podcast a while ago, I don’t know how much money they invested in that, but I paid $12 for the ticket. Insane, they entertained me for that long and it was amazing.  I loved it, it was really fun. But I digress, because today I’ve been wanting to do a podcast because I have something that I’ve wanted to talk about for three days and I keep forgetting to talk to you guys about it. So I’m stopping everything, I almost did it last night at like two in the morning because I’m so excited but I was kind of tired. So I’m talking about it now. This is a cool thing I wanted to share with you guys because it was a big epiphany for me. In fact, let me catch up the last podcast. We told you about my goal, what we’re doing, trying to 3x the company. In one night we had three hundred thousand dollars in new money we had to make, it was insane. So we launched funnelimmersion.com, some of you saw that. Plus we went and hit all of our other Hail Mary passes. Of the five Hail Mary passes we threw up, almost all of them hit. It was crazy, within 24 hours of me doing that podcast, we made over 500 thousand dollars and smashed our goal. It’s crazy. The last two days we didn’t even need to do anything. But then the next two days, because of the momentum of that first initial push, it was insane. So we did, well we’ll see what happens today, in the last 3 days we needed an extra 300 thousand dollars in money, and we made almost a million. In fact, it’s crazy, for us to triple the company, and I didn’t know this until after we did it. I’m glad our accountant didn’t tell me, because I would have thought it was impossible if he would have told me. I’m so glad that sometimes people don’t tell you stuff. Belief is such a funny thing. But he told me after we had smashed the record he was like, “Just to put this in perspective, for you guys to beat your record, in December, the worst month in the industry, you would have had to make 40% of the money that you had actually made all of the last year.” I was like, “What?” It’s just crazy. We ended up doing, we made, actually hit 50% of last year’s revenue in December, which is crazy because last year was an 8 figure year. So 50% of our revenue. We basically got half of our money last year, in December. And way more than 3x’d our company from the year before, which is crazy. So I feel bad for the morons in 2017 who are running this company, because they gotta 3x that again. Oh crap, that’s me. Dangit. I was like, “The more we do now, the more we have to do next year.” So it’ll just keep raising the bar. Alright, so I’m going to step back. There’s so many other cool things I want to share with you guys. Funnel Hacker TV episode one is finished and it’s amazing. All the other ones are in production. The two comma club video and award thing is in process and almost done. There’s so many, I can’t even tell you guys how many cool things are happening right now. The new Marketing In Your Car mp3/funnel/element in the editor are all going to be live next week, next Thursday. I’ve been going for four and a half minutes and I didn’t talk about what I’m talking about because I’m so excited. There’s so many cool things happening you guys. It’s just blowing my mind. With all that kind of cool stuff happening. I want to share with you guys the gold nugget that I think is huge. That I can’t even, it’s going to be exciting. So here it is. For those of you guys, I feel fortunate that I got started, learning this game, back when the internet was just kind of getting new. So the only people to learn from, Corey Riddle was there. He was the pioneer, Corey Riddle. And then outside of him there was nobody that, there wasn’t a lot of people teaching. Then Armand Morin, there was a couple guys that came out, but there wasn’t a lot of stuff. For me to learn this whole marketing game I had to go back to the old school. There’s no school like the old school. So I was learning from Gary Halpert and Dan Kennedy and Jay Abraham. So most of my foundation actually came from those guys. And then how do you actually apply it to internet marketing? And I feel bad because most of you guys who are listening now came in a day and age where there’s a million internet coaches and you miss a lot of this cool foundational stuff that I was blessed enough to get by studying these old legends. So when I was learning from those guys, it was back, everything they were doing was direct mail. And I was always trying to figure out how to relate that back to what we’re doing. One of the big things, the way that direct mail would work is that you’d have an offer, you’d write a sales letter and you’d rent a list of people that are likely to buy your product. When you buy a list, how do you know if I’m getting a good list or a bad list. So these guys, I don’t know who it was that came up with it. But they came up a form to find out how good a list it actually is. So the formula was based on three letters. RFM. So RFM is like if you’re direct person this is second nature to you, if you’re not let me talk about what it is. So RFM stands for Recency, Frequency, and then Monetary value. So RFM. So if I’m running a list, I want a list of people that have bought a business opportunity product. Let’s say I’m selling supplements, I want a list of people who have bought health supplements, or nerve supplements, whatever it is. So the first thing I want is Recency. Somebody who has purchased something recently. You might think that if someone bought something recently they’re not going to want my thing. No, it’s not true. One thing we know about buyers in heat, when somebody buys something, they buy a lot of things right around that period of time. So if I’m selling a business opportunity, I want to sell somebody who’s recently bought a business opportunity. It kind of doesn’t make logical sense, but it makes perfect sense when you understand how buyers work. Think about when you first got into this business and you started learning about how to make money online, or whatever that thing was for you. You didn’t buy one thing. You were a buyer in heat and you bought a lot. So I want to sell to people who have bought things recently. Second thing, is frequency. I want people who are buying things frequently. They didn’t just buy something once and you never hear from them again. I want someone who has bought five business opportunities in the last year. They’re frequently buying. And the last one is M, Monetary value, people who are spending a lot of money. The more money they spend, the more they are likely to spend. People like me, I buy things recently, I buy things frequently, and I spend a lot of money. I’m like the dream buyer in the markets that I’m interested in. So RFM, that was the thing. So when I’m getting direct mail lists, the higher the RFM score is the more, the better that list is for me. What’s cool is in Clickfunnels, in Actionetics, those of you guys who’ve used the Actionetics, we haven’t started training hard core on this yet. That’ll be one of the big things for next year. But  we have an RFM score. In fact, we have an RFMS score. So if you look at the action score in contacts. So if you’re in Actionetics, click on contact, and you’ll see a little circle in the top right hand corner, it looks really cool and it’s their RFMS score, it stands for Recency, Frequency, Monetary Value, and then the S stands for Social. Because one cool thing that the internet has brought to us is the ability to watch people socially and stuff like that. One of my buddies, Jeremy Shoemoney, he found out, he did some tests and he said that….he owned an auto-responder company for a while so he was doing all sorts of cool tests and monetizations and stuff. And one of the magic things he brought to my world, he found out that somebody who joined his list who used their actual Facebook email address, or social media email address that’s hooked to a real social account, is worth 80 times more money than somebody who uses a throw-away email address. 80 times. In fact, if people opted in and they didn’t use their Facebook email address, he would just delete them as a record. He wouldn’t even use them because it was such a waste of energy to market to them. For us, we have social as well, so RFMS. So you get the score on each of your clients that comes and you say, “Oh wow. RFMS.” How valuable is this person to you. So you’ll see in Actionetics in the future, RFMS is going to be a big thing we’ll be talking more about. But I digress, let me come back to what I’m talking about. So for me, I had this big epiphany this weekend. As we were doing this launch and people were buying stuff and getting in. There’s something about people buying and new excitement and new energy. We’re doing this Funnel Immersion sale, and we sold a lot of them and people were going crazy. And everyone on the Facebook group was trying to convince everyone else to buy. I felt bad, some people in the Facebook group were like, “So what’s actually in this? Russell never mentioned it. So why am I giving Russell money?” and they’re like, “Who cares? Just do it. Russell says buy it, just buy it.” And everybody in our group is just jumping in, it was awesome. It was the coolest thing ever. So anyway, I started thinking about this. And this is the pro and the con of what we’ve been doing over the last two years. My audience, especially my inner circle members and hopefully you guys listening as well. We’ve gotten really good at doing a webinar a week and bringing new blood into your business. Everybody’s doing that. So they’re getting people to purchase but then it’s kind of stopping there. We’re not getting people to purchase more often and that’s why a lot of people’s businesses are struggling. They’re getting really good at selling the first product, but then they have nothing else to offer to our audience to monetize the list that we’ve built. So I started thinking about this and I was like, so next week on Marketinginyourcar.com actually, it’s funny, you guys have been hearing this in the intro and the outro for a while. But we’re finally launching the mp3 player, and it’s amazing. So next Thursday we’re going to have a big launch around it, and we’re going to try to sell, I think I bought 7500 mp3 players. I think we’ll sell those in a week or so and then just go from there. I’m going to do a free plus shipping thing. And there’s not really, people are going to look at me like, “Russell this funnel is no good. You didn’t really monetize that well.” And it will, there’s actually, I think it’s a really cool funnel. But you’re going to notice from me, I’m going to be putting out a lot of things, there just little front ends that are cool. T-shirts, just a lot of front end things, and the reason why, and I had this thing, if what we want our people doing. If someone wanted to rent a list and they’re looking for Recency, Frequency, and Monetary value, how do we stimulate those in our own lists? How do we stimulate? So there’s different things, but I was looking at frequency. How do we stimulate frequency? No one’s ever talked about that, I’ve never thought about that before. The health of my customer list is going to be based on how frequently they’ve purchased from me. So if I don’t have very many opportunities for them to buy from me, they’re less likely to buy from me. And it’s hard to keep selling new info products. You’ve got to have a new hook, new angle. But I want people to keep buying from me. Because the act of buying is going to keep them warm. In fact, I remember TJ Rohleder, he’s a bus op direct mail guy. I was talking to him one day and he was like, “Hey, you want to rent my list of buyers?” I was like, “What? Why would you do that?” and he was like, “The more they buy from you, the more they’re going to buy from me. I need to keep these guys frequently buying.” I was like, wow. How interesting. I never thought, it’s just such a different mindset from what I’ve always thought. Only sell them things every once in a while and build up the hype and make it this big thing. So for me, I think one of my big focuses for this year, I want to create frequency in my buying, in my customers buying habits. In your guys’. So I’m talking about you. I want you buying from me often. In fact, I told my team that I want our customers buying something from us at least once a week minimum. I want that frequency up, because if they are buying once a week, they’re going to stay customers and they’re going to keep…..that’s the health of our list. If we want to increase the health of our list, we want to get them buying often. And I think my goal is at least once a week. So what I’m going to be doing, I’m going to try to create something cool once a week. Not like a new training program, or info product, those things are hard. But just a new thing, once a week, that you guys can buy from me. So you’re going to see a couple of things. One, It’s going to be pulling out little pieces of like funnel Immersion. Funnel Immersion ended up with over a hundred hours of content, which is awesome. So I’m going to be pulling out little pieces of that, low ticket things, just to get people like, “Go buy this training on Tripwire.” Just pulling out little pieces. You’re going to see a lot more physical products, free plus shipping t-shirts. Free plus shipping shoes. Free plus shipping Clickfunnels bottles. Tons of little swag things that aren’t, I’m not going to make any money on them. But I’m just going to be stimulating frequency in my customers. Frequency in purchasing from my customers to increase the health of my list. These aren’t going to become front end offers, we’re driving big Facebook ads to it, trying to optimize the campaign and all that stuff. No. I’m talking about the only goal of these things, is to increase the frequency of the buying patterns of my customers and then build a cult-ture. Because they’re going to have all these cool t-shirts and socks and shoes, and playing cards, and stickers. As many cool things as I can come up with. But that’s the thought. Anyway, I want to throw it to you guys. I know I went really long winded on this one because I’m so excited. But think about that. How can you increase the frequency your customers are buying from you? Because that’s how we judge how good the health of a list is. It’s probably how we should judge how good the health of our customer base is. How often are they buying from you? And how do you now, now that you know that’s something that’s important, how do you stimulate that? How do you create cool crap that they’re going to want to buy? It’s not going to be like, because it’s hard if you’re selling thousand dollar courses, you can’t do that every single week. People aren’t going to keep buying it. That’s not sustainable. So if you have a whole bunch of super low ticket things that you’re going to get from me. I’m not going to make any money on my free plus shipping things, but it stimulates the frequency of buying in my customers, which makes them better customers when I do come out with the big things. They’re used to buying weekly from me, they’re enjoying it. There’s an addiction that comes with that. I don’t know about you, but I’m addicted to buying things. I love buying things. I want to feed that addiction through frequency. So that’s my thought for you, just think about that. How do you stimulate frequency in your customers? Doesn’t have to be weekly like me, because that’s going to be kind of crazy for most people, even for me. I don’t know how I’m going to keep up with that. But for you, think about that. Maybe it’s once a month, how do you get them, how do you increase frequency of buying? So anyway, there you go. And I’m going to leave it there for today, but hopefully this stimulates some thoughts in your mind. How do you know this? How do you increase the R, the F, the M? How do you increase all those across the board? So if you start thinking about that and stimulating it. I need people who buy recently so, that comes back to frequency too. If I’m going to get people to buy something each week, they’re recent, and they’re frequent. So I kind of kill two birds with one stone. Two things are increased in my list of customer health. Next is monetary value, obviously free plus shipping is not, but if you sprinkle it every six weeks or every quarter with a high ticket thing, boom, it increases monetary value and keeps this thing going. And it increases the health base of your customer list. So that’s what I’m thinking about this New Year’s.  Hope it gives you guys some ideas as well. There’s some magic to this you guys. I looking right now at our, in fact I got a video from John on our team the other day. He’s like, “Look, our cult is way better than their cult.” I’m like, “What?” and I look at this video and he’s showing our social stuff versus Lead Pages, versus InfusionSoft, and if you look at it, our social profile is like, boom, trending up. People talking about us, trending up. All these things are trending up. Then you look at  Lead Pages, trending down. Then you look at InfusionSoft, trending down. No one’s talking about them. Nobody care about them. What’s the difference? Boom, we’re stimulating growth, stimulating conversations, making things exciting, building a culture. Now we’re going to start increasing the frequency of this stuff and it’s going to be insane. I’m so excited. Anyway, appreciate you all. I gotta go get some groceries or my wife’s going to kill me. So I will talk to you guys all again soon. Have an amazing New Years. You’re probably going to hear this after New Years, so I hope you had an amazing New Years. If you’re listening to this after Thursday go get your free MP3 player at marketinginyourcar.com. Thanks everybody, talk to you guys soon.

A little trick to help you crush your goals… On today’s episode Russell talks about setting a big, hairy, audacious goal at the beginning of the year to 3x revenue and how close to that goal he has come and how he plans to achieve it in the next couple of days. Here are some of the fun things to listen for in this episode: What Russell thought when such a big goal was set. What some of the Hail Mary passes are that will hopefully help the company achieve the goal before year ends. And what the goal for Clickfunnels is next year and how Russell plans to achieve that even bigger goal. So listen below to hear what kind of Hail Mary passes are being thrown in this last week of the year to help Clickfunnels achieve their goal of make triple the money as last year. ---Transcript--- What’s up everybody? Good morning. I hope you guys are doing awesome. It is so cold here right now in my car. Freezing, I forgot to wear a coat. Dang it. Why do I always do that? Anyway, I hope you guys are doing awesome. I just wanted to share some cool stuff with you guys today because I’m so excited I have not been able to sleep. I don’t know if you guys have the stripe app on your phone, but last night I was refreshing it every thirty seconds. It’s so fun. I love this game. Seriously, this is the game we get to play, and it is the most insane, fun, cool, exciting, frustrating sometimes, but always rewarding game. So much fun. I want to tell you guys about something that we are attempting to do right now, which is super crazy and fun. And I want to show you my execution plan because I think it will help you with whatever your execution plans are. Just kind of see how I look at the world and how we’re trying to hit a big goal in a very short, finite period of time. So basically this is it, I haven’t told publicly anywhere, but for you guys I can tell you because you’re my people, you’re my peeps. So what our goal was last year in Clickfunnels, we wanted to triple our revenue. And that was one of those, what do they call them? BHAG’s. Big, hairy, audacious goals. So it was like, “Let’s triple revenue.” And it was one of those things that I was like, “Yeah, that can happen.” And everyone was like, “yeah, that can happen.” But you never really know, you know what I mean? It wasn’t something that we stressed about everyday like, “What’s the revenue, what’s the revenue?” because I’m a big believer in setting a big goal but not, I don’t want to say not focusing on it, but not…..I don’t want that goal to destroy the customer experience. I want to focus more on how do we serve these people and then that goal will somehow magically appear. So that was the goal, so we had this thing where we wanted to 3x our revenue, which is a lofty goal. But why not? We might as well do it, we got nothing else happening this year, let’s do it. So that was the goal and we started going towards it. We didn’t really know what or how we were going to do it, but we were just trying a whole bunch of things. You guys probably watched over the last year a lot of the things we tried. We tried this, we tried this. Some things were huge smashing successes, and some things were failures. So we get to December, this month, the month of the coldness. And I kind of, not that I’ve forgotten about the goal, just hadn’t really looked at it. So I asked Clint who is my accountant, “So where are we at on this goal.” And he told me and I was like, huh. And the number we had to get in December was, we had to make what we normally do, without sharing revenue numbers, we needed to make an extra 1 ½ million dollars on top of what we did the month prior, which was a record setting month for us, to be able to achieve that goal. We were like, huh. So we basically have to break our best month ever and increase sales by an extra $1.5 million. And it was like, okay, maybe. Then we’re like, December is like the worst possible month to do. In our industry typically December is the worst month. No, that’s not going to work. Anyway, all these doubts and fears, like there’s no way we’re going to make it. Let’s still make that the goal. So I told him, because this is the big thing with goals, if something is in front of your face all the time, you’re more likely to achieve it. When I want to lose weight, I write on the board next to my scale, how much I weigh each day. It’s visible so you see it. So I said, “okay, every single day, I want you to send how much money we’ve made year to date and then how much money we have to make to hit our goal.” So every morning for the last 27 days or whatever I’ve got an email that says, “Hey, so far we’re at this much for the year. This is how much you have to get to beat your goal.” So it’s like, “Crap, we’ve got that much money. That much money.” So we started doing things and started making us be creative. So we started going and doing it. And if you listen to the podcast, we had a webinar earlier this month that did 800 grand, which is awesome. And as awesome as that is, it’s like half of what we needed to do in extra new money. So we’re trying different things and doing a bunch of stuff. And then we have Christmas, everyone is taking a week off for Christmas, and this is happening, that’s happening. So what happened, at the beginning of this week, which is the last week of the year, we looked at it and it was like, “okay this is what you have to make.” And looking at it we were like, we have to make an extra half a million dollars on top of still doing all the other revenue we normally do each day. That’s what we have to do. How do we make an extra 100 grand a day every day this week? That’s what we had to figure out how to do. And it wasn’t 100 grand a week, it’s an extra 100 grand. So much stress. What we did, and this the lesson, is we sat down and said, “okay, we can’t just plan on one thing working. We’ve got to have a couple of different back up plans.” So we had a little meeting and I said, “Okay, we’ve got some Hail Mary passes. We’re going to throw a bunch of Hail Mary’s in the air, and hopefully we’ll catch one or two or three of them. So we came up with 5 Hail Mary passes. You know in my business, it will be different from yours, but we came up with five. One of them was, I had this idea, what if we took a bunch of our old, unreleased content. Funnel related events, and stuff we had never sold and put that in a packet and call it Funnel Immersion, some of you may have seen that. So we launched that yesterday, and lo and behold the first day, it hasn’t even been…..it’s been like 15 hours and we’ve done more than 100 grand already with that. I was like, “Yes, one Hail Mary pass was caught in the end zone. But we haven’t won yet, so what else can we do?” So I started looking at our database, looking at our people and started segmenting things. So okay, what are the other big opportunities to make big money quick? One of them is our certification program. So I looked and over the last 12 months there’s been 14,000 people that have registered for our certification webinar. And from that, obviously we don’t have 14,000 customers, so I said, “okay, we’ll take that segment, they’re obviously interested, let’s push them to take action before the end of the year.” So we sent our campaign to these guys to basically say to call in and say, “Hey basically don’t apply. You’ve already applied. Call this number ASAP and we’ll get you in the certification program.” So we did that and the certification is $10,000, so yesterday we came into the office, with phones ringing off the hook. They’re dialing, interviewing people making sure they’re a good fit for the program. And sales are going up, boom, boom, boom. That Hail Mary pass, we threw it up and so far it’s halfway caught? No, it’s been caught. We still have 3 days of sales on there to figure out how much we’re going to get from that, but there’s another one. We had one where people keep begging us for years for the option and we always fought against it inside of Clickfunnels, but we decided to make it available just when people log in. So when people logged in this week, actually started yesterday, a thing popped up saying, “Hey, you have a onetime offer. You can get two months for free if you buy yearly right now.” And that was the Hail Mary pass we threw up and it landed. It’s working. And then our event, we’ve got I think 8 booths, and we haven’t sold any booth space yet, so Dave has been out there calling people like crazy trying to sell booths, and he closed the first one yesterday and he’s got three or four more lined up for today. Anyway, we just had all these different contingency plans, and we all jumped in and started executing them. It was based on looking at all our opportunities and segmenting them out. Funnel Emersion goes to everyone. Certification goes to people who have raised their hand last year about certification. And everything is kind of like that. Dave’s going out to different affiliate partners, who are the ones who can bring in a lot of sales in a short period of time? So we’re doing deals with them in the next three days trying to get them to push before the end of the year. Just doing a whole bunch of different things, and looking at it now, we’re still three days away, but I think we’re going to make it, which is insane. It’s so exciting. I’ll let you guys know for sure, if and when we do. But you’ll know if I’m on New Year’s Eve doing a Google Hangout for 22 hours trying to close everybody on buying stuff, then that’s probably why. Just a head’s up, so you guys know on the inside. It’s because we have to reach our goal. We’re so close, we’re going to make it. It’s just exciting. So that’s fun. Now to take that to next year. We set a big, hairy, audacious goal, a BHAG for next year, to triple revenue again, which is insane. Especially when……it’s one of those things that’s just like, “Huh.” But that’s what it was last year too. I was saying, “Huh, might as well. What else are we going to do.” So this year we said let’s triple it again, which if we do that, would be insane. Goll, it would be insane. So my question for me and for our team, how are we going to do that? And we’re like, “Huh. Well.” We can’t just come up with one idea, we need a whole bunch of Hail Mary passes and if one or two or three of them hit, we could actually hit that goal. So we come up with some big Hail Mary passes. One of them is the Book launch, the way we’re executing the book launch, tie the book launch to the infomercial. That’s one huge Hail Mary Pass. We’ve got, I don’t want to ruin all the surprises. We’ve got some cool happening this year. We have four or five Hail Mary Passes, and if one or two, we’ll probably hit two. If two or three of those Hail Mary Passes hit, we’re going to hit it. If they don’t, we don’t. But at least we’ve got like four or five balls up in the air. I’m not a big football dude, but the best games to watch are the ones where they’re down and they’re throwing these Hail Mary passes and they’ve got four downs til the game’s over, and they’ve got four Hail Mary passes. And it’s like, ready, hike, and everyone sprints, quarterback lobs it in the air as far as he can, boom, drops the ball. Okay, we’ve got 12 seconds left, 3 plays, hike. Lobs it up in the air, lobs it up in the air. And they get four shots to lob this thing in the air and they just gotta catch one. They don’t need four, just one and they win the game. And that’s how I feel about this a lot of times. Some of us we go into battle, we go into this game and we’re like okay, all our eggs are in the one basket. If this thing works then I’ll be rich. And then when it doesn’t you’re screwed because that was it. You had no other balls in the air. So I like looking at this as like, okay, not so much contingency plans, but if this doesn’t work, then this. No, let’s throw three things in the air. Let’s try this, this, and this and hopefully one of them will hit. And if it does, then it works, if not that sucks. But at least we got three shots at the goal, right. Three is better than one, usually. I’m not saying by this, create three different businesses, that’s not what I’m saying. I’m saying three different ways to execute on this idea to get her done. Anyway, I hope that helps. I’m freezing. I’m going to go inside and get warm. But appreciate you all. I’ll let you know how we do on the goal. And if you haven’t bought Funnel Immersion yet, go buy it. Help support the cause. Help Clickfunnels triple, it’ll be amazing. Alright, appreciate you all and we’ll talk soon.

No one’s ever progressed by watching four hours of football… On this episode Russell talks about turning off the football game and getting back to work because people are wasting their lives away watching sports. Here are 3 interesting (but possibly offensive) things to listen for in today’s episode: Why spending a significant amount of sports is not a good use of time. What Russell recommends if your number one hobby is watching sports. And why you should find out what part of your life you are passionate about, that doesn’t involve watching other people succeed. So listen below to hear how Russell is going to piss off all the people who love sports. ---Transcript--- Good morning everybody, this is Russell Brunson and welcome to Marketing in Your Car. Hey everyone, I hope you’re having a good day today. It’s freezing in Boise, I don’t know what it is but I keep thinking it’s going to be summer, and then no. And the way our new house is built, I don’t know if I told you this, It’s one of the pains of our house. So, it’s a little bit bigger of a house and there’s four different heating zones. And my bedroom is the last one, and also the heating system and the water system are tied together. So what happens is, because we’re the last room, we have those cool nest controller things, so we have the temperature set in our room to 71 which is perfect normally. But when it gets cold it’ll show 71 is where it’s trying to get to but it’s only actually 67. And for some reason, if it gets to freezing or below, I’m just pretty much screwed. That part of my house is freezing. At night we’re freezing cold. We have all these space heaters, and we’re trying to warm it up and everything, but it can’t get warm. We’ve had 5 guys come, so that’s part of the issue. But that’s okay cause we can bundle up in blankies and stuff to keep warm. The other part though, and we’ve learned this, if I look at the temperature in my room on my nest, let’s say it’s 71, but it’s actually under 71, that means it’s not able to get the heat it needs to warm my room, which is also tied to the hot water heater, which means my shower cannot make a warm shower. If the gauge on my room is 70 or 71 right now, I’m going to have a warm shower, but if it’s not I’m going to have a freezing cold shower. For the last 3 days it’s been below. Any other showers in our house are fine, so I have to go shower in the kids’ rooms. But my own shower won’t and that’s kind of weird. So that’s where we’re at. I wanted to talk today about something that I’m probably going to offend somebody. And if so, I really apologize. I don’t really apologize; I think it needs to be said. So this is my thought.  I was asking someone the other day, they were trying to figure out what to build, their passions and stuff. I was like, “there’s got to be something you are crazy passionate about. Where you would do it for free and you could inspire others. All of your free time you’re focusing there and you’re learning about it and reading and watching.” And maybe I’m just the weird one but I assumed everyone was passionate about something. I assumed there’s things you follow that you’re obsessed with. For me, obviously marketing, I’m obsessed with it. I read every blog post, listen to every podcast, reading insane amounts of books and courses. I’m just obsessed with that concept, but that’s not the only concept.  There’s a lot of other stuff. For a while it was NLP that became a passion. I was studying, I was learning, I was reading books and courses and cds. It was consuming, immersion of NLP. I had a time I was selling. How do we sell, trial closes, and tonality, and all that’s from when I became obsessed with the selling part for a while. Right now, I think my passion is bio-hacking. What are all the weird crazy cool things I can do to get more out of my body. More energy, more focus, more weight loss, more happiness.  Maybe I’m just insane, because of this bio-hacking phase; we’re in the process about to begin to build out this huge bio-hacking room in our house. It’s going to be insane. I’m hoping I finish it before I’m out of my bio-hacking phase. But as of right now, I’m in it. I’m neck deep and I’m obsessed and it’s so much fun and exciting. Every day there’s a fun new thing. I’m reading the blogs and the podcasts. I’m starting a whole cool company based around it. Just a bunch of crazy, cool things. So that’s kind of what’s happening. I love it and I have so much fun with it and I assume everyone’s got something like that. So I ask this guy, “What are the things you are passionate about?” And he really struggled trying to find it. Finally he came back, “You know what I’m really passionate about? Sports, I love watching football.” I was like, “Oh man,” I wanted to ask, “How many hours a day do you watch football, how many hours a week do you watch football?” I don’t even know where to go with this. Maybe it’s just because I’m not the kind of guy that likes to watch sports. I love being entertained, I love going to a two hour movie and watching and getting entertained and then coming back to the real world and doing stuff again. But it feels like with sports, especially football. It’s four hours and you watch other people live their dreams and you sit there and you don’t. And you talk about things that don’t matter. And again, some people sports is their thing and it matters, I get that. I’m a wrestler, I get passionate, I watch other people. I get that. But, I think a huge majority of people are just wasting their life away watching sports. Watching other people achieve their goals, and their dreams and things like that. Again, an average football game is four hours, and how many football games do you watch a week or weekend? My brother, I love him to death, but he watches football all of the time. We were at his house, and he’s a lot younger than me, we were talking and he’s talking about all these super bowls that happened before he was born, that he went back and watched the videos of them. Dude, you watch videos from people who are from before you…You wasted four hours of time watching something that you could have just seen the score. You knew the outcome and you watched four hours of this thing. And it was just like,” Ahhh”. I see people watching golf, and baseball and it just doesn’t make sense to me. You know, it’s been interesting. I love going to sporting things. I went to the wrestling match of the kids the other day. I like going to baseball games and football games. For me, it’s a lot less of going to watch the sport. And the sport part is fun, I get that, but it’s the people, the atmosphere. I enjoy that part of it. But sitting down in front of the TV and pushing play while your wife and kids do other things and you’re just zoned out. It just makes me sick thinking about how many hours are wasted. They could be doing so many more productive things. Helping to enhance you and your life and family and people around you, people you could serve. If you took that four hours a week, assuming you’re watching one game and not twelve. The four hours you spend watching a game and use it to read a book or to read blog posts, for crying out loud, just something. You can develop skills that can actually help other people and change the world in your little way. That’s kind of my thought. I just feel like, there’s nothing inherently bad with sitting there watching a football game. What does Garrett White say, “You’re sedating yourself, so you don’t have to deal with all the rest of the things.” I’ve been to people’s houses where I go over there and their watching football and their wife and kids are in the other room, and they’re missing it! So if you’re number one passion or hobby or talent is watching sports, I recommend deleting ESPN or ESPN2, or ESPN the Ocho, or whatever. Whatever you’re watching, turn it off. It’s not that important. Have them text you the highlights of the game. Watch the news, the recap for three minutes. They show you all the important plays that happened and you don’t have to waste so much of your time, energy and talents on that. I don’t know where I’m going with this. I think I’m just very guarded of my time, every waking minute. Because I know that there’s so much to do, so much that I want to become, and I feel like, four hours, or three hours or one hour, of whatever sport you’re in, that’s a big sacrifice. If you’re billing your time that four hour period of time, it’s not making at least 5 grand an hour, if you’re not making 20 grand from there, there are way better ways to spend that time. So I encourage you guys to turn off the TV and stop watching sports. Watch the highlights, I’ll allow you to do that because I even like the highlights, even sports I don’t like, it’s still fun. Like golf, I will never watch golf or baseball or pretty much any sport to be honest, but I love watching the highlights, because you get to see the one cool thing that happened in 4 hours. I get that, so I give you permission to watch the highlights, but turn the darn TV off, pay attention to your wife, your spouse, and it’s time to cultivate a hobby or talent that isn’t involved watching other people succeed. It’s around you helping and serving and changing somebody’s life. Think about what aspect of your life you are passionate about. Is it financial, is it health, is it business, is it recreational, is home building, is it gardening? I don’t care what it is, pick something. Start doing that, because first off, when you start doing it, you’re going to become a better person. I don’t know anyone who becomes a better person watching four hours of football. It doesn’t happen. Maybe you know players names better or you can guess the scores or you can cheer for people, but it doesn’t make you a better person at all. I almost think, it’s the second you turn the TV on, your progress in life starts moving backwards. I feel like we’re always either moving forward or backwards. The second you push play on ESPN you start moving backwards, because you’re no longer contributing, you’re just being entertained. It’s like a movie you guys, that’s it. So there you go. I’m sure I pissed off a lot of people who love sports, but I care more about you and about what you can become and who you can serve. So turn off the TVs, let’s find a passion, find a hobby. Something that, first off, is going to better your own life, and second off, you can use that to better other people’s lives. That’s the secret spot where you’re going to find a business guys. If you’re not passionate about something yet, turn off the TV and go to Barnes and Noble. Lock yourself in there and walk around and read every book until….read the first chapter of a different book in every single section, and the book you’re not able to put down, that’s the one. Go buy it and go start consuming it and go buy all the other books around that topic. That’s how you should begin your journey. Turn off the TV, go get a book and that’s it for today. I’m going to go in there and get back to work on writing a book. Book number two, first draft is done and we’re working on getting it all done. Hopefully have the first printed draft live at the funnel hacking event. So I’m excited. Appreciate you all, have a great day and I’ll talk to you soon.

Understanding the power and importance of the teach-ability index. On this episode Russell talks about what he learned from a known con man, Kevin Trudeau. He also gives you an idea of what his new book, Expert Secrets is about. Here are some cool things to listen for in this episode: What Russell has learned from Kevin Trudeau. When Russell learned to “What if…” instead of “No.” and what that has taught him. And What Russell’s new book, Expert Secrets will teach you. So listen below to hear what difference saying “What if…” has made in Russell’s life. ---Transcript--- Hey, everyone, good morning! This is Russell Brunson and welcome to another episode of Marketing In Your Car. Hey, everyone. I can’t help but laugh every time I do that. But anyway, there you go. I have no other way to do an intro, so that’s all I … I need to go to intro school and learn some other cool stuff, but for now that’s what I got. I’m driving past my house and there’s this huge alfalfa field next door to us, and usually every morning … Today there’s not, but there’s like 500 geese in there and then deer, big deer with antlers and everything. We count about 7 deer that, every morning, come through our yard and then at night they go back the other way. It was pretty cool. All right, so I got something cool for you guys today. Some of you may know I’ve been writing my second book. I swore I’d never do it again but here we are. I felt like there was one more message I needed to share with the world and the book is called Expert Secrets, and I really feel like … In fact the intro of the book I talk about is this the prequel to DotComSecrets or the sequel? Where does this fit in the queue? It kind of depends. If you’ve got an existing business, I think DotComSecrets is the first book. If you don’t then Expert Secrets is the first book. If you have an existing business though, I think Expert Secrets is the second book. It gives you a very systematic, step by step timeline of what to do and what order to do it in. I’m excited. I feel like, it’s kind of like when a weight loss author writes a diet book. I was thinking about Dave Asprey wrote The Bulletproof Diet. Here’s the guide. Here’s everything that he knows about losing weight. That’s kind of what DotComSecrets was like. Here’s everything. Then the next book they usually come out with is the cookbook, like, “Hey, here’s the Bulletproof Cookbook. Here’s all the recipes you should use.” That’s kind of how this is. This book feels like it’s my recipe book, like, “Okay, so all the stuff we talked about in DotComSecrets, you want to implement it… What order? What comes first? Why?” Thinking about things like attractive character. You start here and you transition to here, and which funnel do you use first, second, third and why do you use them in that order? All those kind of fun things. I’m excited. It’s turned out really really good. We’re I think about a third of the way done with it and I was really nervous to write this, because there’s been a lot of people that have written things on how to become an expert and stuff like that and I didn’t want it to be another one of those books. I wanted it to be something special, and so it took me forever to figure out how I wanted to do it and structure it. I feel like we’re there and it’s turning out cool, so I’m proud of it. With that said, there’s a lot of cool things I’ve been thinking about while I’m doing that. I’m going to talk about one of them today. It’s a concept I might have talked about on the podcast in the past. I don’t know. I’ve done so many episodes I can’t remember everything that I say so if this is a rerun for the hardcore ones, this is something to just keep thinking about. But a long time ago I bought a product by … I’m going to blank out his name now. He’s the dude that … Kevin Trudeau. Kevin Trudeau, who’s in jail right now, but one of the best infomercial pitchmen in the history of time, and someone who I do not agree with his ethics. He’s done a lot of bad things to a lot of people I care about, but from a skill standpoint, dude’s amazing. He came out with a product a few years ago called Your Wish is Your Command. In the product he acted like he was in Switzerland and there’s all these kings and stuff he was teaching to. It was all BS. He recorded it in a studio in Chicago, and so it’s kind of like the whole product is based on a lie, but the content actually was really good. Take that for what it’s worth. But one of the things that Kevin talked about in the product was a thing I’d never heard about, but he called it the teachability index, and I talk about this in the Expert Secrets book a little bit. But he talked about, if you think about in your life when you grow up, right? When you’re a little kid you’re like a sponge. My Norah, today she took 3 steps. She’s just learning how to walk, our little 10 month old, and she’s like a sponge. Everything she’s doing … She took a step and we’re going crazy and she’s doing little things. Kids are so teachable. Look at my kids right now. Anything they touch they just figure it out, like video games or math problems. Anything we give them, boom, they figure it out so fast, so much faster than us adults ever do. You look at that’s how life is. We’re growing, we’re evolving, we’re learning. All these amazing things are happening, and we do it through elementary school and then junior high, then high school, then college, and then some horrible thing happens at the end of college. It’s the worst thing that can happen to any of us. We get a degree, and that degree means, “Congratulations. You have learned everything you need to learn and you’re smart.” Guess what happens to almost all the population at that point? We all stop. We’re like, “Sweet. I know what I need to know. Let’s go into the workforce now and implement what I learned in school.” The thing that sucks about that first off is that the school system’s horrible, so you didn’t learn half of what you need to know, but second-off, our teachability index drops to almost nothing. I got in that slump just like everybody else where I thought I knew everything, and that’s why I think I fell in love with this whole business, because I started learning and it opened up my eyes. But, the same thing happened, I opened up and I started learning all this stuff and doing it and started making money, and then what happened? I started teaching it and then boom. It was like I had graduated. I know what I need to know and I kind of shut down for a couple of years, which was horrible because I stopped evolving, stopped growing. It was kind of like this stagnant point for me, and the real turning point for me was when I went to a Tony Robbins event. I remember sitting there at the event, and people are jumping around, going crazy, and singing and dancing and he’s sharing all these things. For the first 5 or 6 hours, I’m sitting there with my arms folded like, “No. I’m not dancing. I’m not jumping. All that stuff he’s saying is BS. I don’t believe it.” I really kind of shut things off, but Tony’s got a way, and he’s pretty good at what he does. After about 5 or 6 hours, I remember I had … For me, I don’t think at the time I thought it was a breakthrough, but I was kind of like, “You know what? Screw this. I’m going to jump around and be happy because everybody else in here is except for me.” I started jumping around and being happy and then I started thinking, “Instead of me saying no, Tony’s wrong, what if I just say what if? Let me just change the thought in my head from no to what if.” I did, and he started saying something. Instead of me immediately shutting it down like all of us do, because we’re educated and because our teachability index is zero, instead of doing that, I said, “What if?” What happened has been life changing for me. It’s opened up this whole new world of possibilities and ideas, and things and people, and experiences that I never thought were possible before. For me now, I’m very careful to not say no when new ideas come to me. It’s not that I can’t say no after I’ve investigated them and prayed about them, and learned about them and implemented them and tried them and tested them, but I try not to say no initially. I try to say “what if” and then put it to the test and see. The things that are good come back and can be really, really good. A good example of that, when I started learning about all this, the high fat diets, and at first my brain’s like, “No. Eating a stick of butter is not a good idea. No. My whole life I learned butter’s bad.” Okay, this morning … I ate more butter this morning than I ate probably in the first 25 years of my life and guess what? I’m in the best shape of my life. Not the best shape of my life, when I was wrestling I was in way better shape. I’m not going to lie, but the best shape of my adult life. I’m losing weight like crazy. I’ve lost a pound a day every day for the last 5 days. It’s interesting and it all came off of a “what if”. What if this whole thing that we’ve been thinking was true this whole time wasn’t true? What if butter actually is amazing and wheat is bad? No, it can’t be … heart healthy wheat. Anyway, I started changing that and again, it’s transformed my world. I look at my business and it’s no longer stagnated. It’s dramatically growing every single month. I looked at my relationships, I looked at all these other aspects of my life, and as I shifted my responses from “no” to “what if”, it changed everything. What I’ve done is I’ve basically increased my teachability index. I’ve opened myself up to learning again, and most people don’t. In the book what I’m talking about, and this is kind of my message for you guys today, is as we get into whatever our business is and where we consider ourselves an expert. We’re either an expert doing what you’re doing or teaching it. Some of you guys are teachers as well, but a lot of us, our teachability is zero and we’re kind of teaching what we’ve gained so far in our life, and I think that’s wrong. When I was hanging out with Howard Berg, the world’s fastest reader, one the of the first times I was hanging out with him, I asked him his opinion on God because I want to … He’s read over 30,000 books. The dude’s a genius, right? I was like, “What’s your opinion on God?” He’s like, “Well, you know, a lot of people will read one book on a topic and that becomes their truth.” He said, “For me, I look at that as one author’s opinion, so I like to read 10 or 20 or 30 books on a topic and then I get a whole bunch of people’s opinion and I have the ability to see the whole picture and then from there make my choices.” He would go on like, “This is what these guys believe and this is what these guys believe, and this is what this …” He started sharing … It was insane. If you ever meet Howard Berg ask him for an hour of his time and ask him his thoughts on God, because it was fascinating. It was the coolest thing in the world. Any topic you ask him and he can go into that like, “Oh, well most people read one book. I read 40 on the topic. This is what I think.” He’s just like, “You get a holistic picture as opposed to just a fragment.” I think for us as educators, as experts, as whatever you want to call yourself, it’s time to open back up your teachability index and become a student again. Become obsessed with it. In fact, the very first thing I talk about in the Expert Secrets book, I call it the Expert Maker Funnel, and it’s doing a telesummit or some type of a summit, because in that summit, you transition from whatever you are to … Your attractive character profile becomes the interviewer. In that interviewer role, you have a chance to interview tons of other people. It’s just like reading 50 books. Interview all these other people and suddenly what’s going to happen is your picture of your reality is going to change. It’s going to grow. It’s going to become way better. I think that it’s time for all of us, if we really want to serve our people at the highest level, it’s time to transition away from being the leader all the time, and become a student, and really open your teachability. Because you’re going to learn and gain so many things you can help your people with that you couldn’t just by sticking with all that you’re doing right now. That’s my message for today. You’re going to love the book. It goes so much deeper than that. There’s so much more which I could share, but we’re at the office, and I got to get to work and help try to serve some more people, get this message out because I think it’s important and it’s worth sharing. That’s what I got for you guys today. Have an amazing day and I’ll talk to you guys all again soon.

Early morning, sleep deprived ramblings, the morning of product launch day. On today’s episode Russell talks about product launches and how much work it was before Clickfunnels. He also shares what he loves and hates about product launches. Here are some fun things in this episode: What Russell loves about product launches. Why product launches can be so difficult. And what one of Russell’s favorite reasons for having a deadline on a product launch is. So listen below to hear about Russell’s love-hate relationship with product launches. ---Transcript--- Good morning everybody. It is product launch day. Hey everyone, welcome to Marketing in Your Car. Today is product launch day. Yes, you heard me right. Today, ClickFunnels 2.0 is going live, which means it’s 6 in the morning and I’m driving to the office. I was up last night until after 1:30. I want to talk about a couple things. First off, product launches, I forgot how hard they are. The last time I did a … well, let me rewind. My business, for a long time, for probably 5 years or so, was based off of a product launch model, which was horrible. I don’t think I realized how horrible it was until I moved to one that’s not product launch. I was like, “Wow! That’s way better.” This was our old model, is every quarter we had to launch a product. We get as many people as possible to promote for us, and we get them all on board. They all promote, we make a bunch of money, we get a whole bunch of people to join our list, and for the next three months we would have to then repay favors to everyone who promoted for us. We promote all these other things, repay favors, by the end of three months, our list was kind of dead from promoting other people’s stuff. Then lo and behold, we had to do another product launch. Everyone that we had promoted owed us favors, so they promoted. That was the cycle. Four times a year, we’d do a product launch, and I forgot how much work it is. I forgot the stress and the headaches, and all the little things. Obviously, that was pre ClickFunnels, so now it’s way easier. Back then, it was like, I don’t know how we survived it, but we did somehow, luckily. We survived it, we thrived through it, and now we’re here. Anyway, it’s kind of interesting to me. I’m so grateful to not be in a difficult product launch business. We did a product launch earlier this year with my book, and then we’re doing this one for ClickFunnels 2.0, which is two in a year, which is way too much. I think I’m retiring from the product launch business. I’m going to be focusing on growing a company the good old fashioned way instead. We’re doing this because we can, and we think it’ll be fun. It’ll give us a big surge of energy, and customers, and excitement. It’s kind of interesting, at our live event we promoted the dream car contest, which is exciting. We promoted Actionetics and Backpack. In that little room of 600 people, everyone was going nuts, but then the rest of the world doesn’t know what’s happening, so it’s kind of like, we needed to make some noise and get everyone else excited too. That’s kind of what this is about. This obviously isn’t like a typical product launch. It’s not just us doing a new product, it’s ClickFunnels, but now we’re also releasing Backpack and Actionetics inside of it. It’s exciting. That’s kind of what’s happening today. One secret I learned from product launches is never have your product launch go live at 9 a.m. I used to do that all the time. We’d pull all-nighters, 9 a.m.  we’d go live, and there would always be issues. We set it for 4 Eastern, that way I’ve got until 2 o’clock my time. I could go crazy, past lunch, and then we open it all up. I’ve learned that, and hopefully you guys, if you ever do product launches, that will be a good little tip for you as well. Dang,  I had something really cool to share with you. I’m trying to remember what it is now. Well, I think it had to do with the transitioning of a company from a product launch, over to a sustainable business. I was listening to a podcast with Ryan Lee. Ryan is one of the coolest dudes. I don’t think I’ve ever really told him that, but I really just like him. Anyway, he launched his podcast called the Freedom Show. It’s really good. It’s kind of like Marketing in Your Car, just little ten minute things. Ryan is just fun. I like him a lot. One of his guests he had on there was one of my friends, Mike Lovich. Mike was talking about a concept that I thought was kind of cool. He said that when he launched his business, he was out there trying to hustle and nobody ever promoted him. Ryan, I guess, was the first person to ever promote him. Ryan promoted him, he made some money, and he’s like, “That was house money now.” He made 2 or 3 thousand dollars. He’s like, “Now it’s the house money I’m gambling with. Then I went out, and I learned how to buy ads, do media, and do all these other things that kind of go with that.” That was his big secret. I think about that, you know, the main reason I like product launches is because of this increased excitement and energy and surge of people caring about what you’re doing. It’s still probably one of the best ways to launch a business. It’s hard initially, because a lot of times you don’t have partners, you don’t have things like that, and it’s hard. If you really launch it, do the initial product launch with one person. If you find one person who believes in what you’re doing, pay them 100% commission, or 200%. Whatever it takes to get them engaged and involved. Do this initial push which causes momentum. Momentum is good because, even if it’s just a little bit of momentum, one dude buys your thing, that’s momentum. That’s like, oh my gosh. Things are moving forward. Now we can start running instead of walking. There’s all this momentum that starts going forward. I think a lot of times it’s that initial surge. When you do start making money from that, the key. This is the hard part for a lot of us entrepreneurs who like to spend money on dumb things. You got to reinvest that money. There’s a point that you can take money out, but it’s not at first. I look at our supplement business, it’s funny. People are always like, “Oh, I wish I was in the supplement business. You’re making like 20 grand a day.” I’m like, yeah but we didn’t pull money out of that business for like a year and a half. Every penny we made went back into either inventory or ads. It was kind of interesting. A business like that, you have to scale it. The time you start making a lot of money is almost when the business dies. It’s not necessarily that way. We built this one better. The first time I ever remember seeing that, these guys were selling a website on Flippa. It was back in the acai berry days. It was a free plus shipping, scammy acai offer. They were explaining their metrics. They were like, “Yeah, the way it works, we scaled it up. We got it to the point where it’s doing 100 grand a month, or 500 grand a month,” or whatever it was. He’s like, “We’re buying media. We’re not making any money, and then we stop buying media and we just live off the recurrent as it dwindles down to nothing.” That was the whole model. At that point, they sell it on Flippa. They were kind of showing, they’d done the cycle over and over again where basically that’s what they were doing is that you know, they got to a point where it was making half a million dollars a month but were not making any money and then they stop buying ads and then that recurring of half a million dollars a month comes in and then next month is 300 thousand and 200 thousand then 100 then 0 and they only make their money when the business is dying. Which kind of sucks, right? We won’t make money until we decide to kill our business. That’s how a lot of these guys work and Neuracel wasn’t that way. We were profitable earlier but it still took a while. It was … we weren’t able to pull money out until we decided to stop growing, if that makes sense. We got to a point where we were doing about half a million dollars a month and then we stopped growing it because we wanted to take some money out. We sat there … we could have kept growing it but then we would have had to kept reinvesting the profits in inventory and advertising. So it’s kind of … I hate business like that where you can’t … you know where you grow and you … or where you profit when you stop growing, which isn’t much fun. I don’t know why I went on that rant. Probably because I had like 3 hours of sleep last night. It’s been thing after thing … but anyway, the moral of that story was, when you do a business, when you do a product launch, you get that momentum, is reinvest that money. Reinvest it back in and get to the point now where you can pull profits out. Make a little money, you pull it out, you just killed the goose that could lay golden eggs. All right. Now I remembered what my moral of the story was, kind of. I think … some smart dude, I don’t know which guy it was. It was either Parato or Occam or some dude who said something famous. I would probably know this like 3 hours from now but this early, I really have no idea. But he said something and I’m sure someone out there is just shaking their head, thinking, Russell, you should know this guy’s name. Anyway, he basically said that like when you have a task, right, all the … or you have a deadline. Somehow magically, all of the like the amount of work will grow to expand to fill that task up, right? Fill that allotted time up. It’s funny, because we have been working on this product launch forever, we had all these things pre-done like months in advance. We were … it’s just crazy. No matter what you do, at least in my experience, maybe other people are better than me, no matter what you do though, you’re always … all the stuff you have to get done for this product launch, does not get done until the second it goes live. It’s insane how that works. It’s literally insane how that works. We spent so much time and effort testing everything and then now still we were up until 1 o’clock last night. I’m up this morning at 5. You know, and we’re testing and trying and everyone’s going to be up and then … what’s interesting and this is what’s kind of cool. As you get closer and closer to the deadline, you always have this list of all this stuff you want to get done and as you look at the clock, okay, there’s 3 hours left, there’s 2 hours left, there’s 1 hour left, there’s 30 minutes left, there’s 5 minutes left. You start cutting things. You’re like, “That can’t happen. That’s impossible. That’s impossible. Eventually come out with what’s left, which is the little pieces that basically the … you usually start trimming off all the nice to haves and you end up left with the half to haves. After the launch starts, then you go back to adding in all the other things that you try to get it finalized. But it’s interesting is that … that’s one of my favorite reasons to have a launch is it forces you to get done all the must haves, right? And to trim out all the should haves or want to haves or whatever you want to call them. Most people … most entrepreneurs, they never get their thing live because they spend years trying to get it perfect. Like I said, if you don’t have a deadline, you don’t have something happening, somehow magically all time will get filled up with stuff that you need to get done and it just never gets done so that’s one nice thing about a deadline like this. It’s do or die. You don’t have any choice because you know, in 4 hours from now, people are promoting whether it’s live or not and if it’s not live, then they don’t promote, we just lost on huge opportunities, you know, hundreds of thousands if not millions of dollars. Anyway, hopefully you guys got a little value out of today. If not, I apologize it’s the lack of sleep and everything that we got from the circumstances but regardless I hope that from this you got the fact that having a product launch business model is no fun but having a product launch to force you to get stuff done and to give you initial momentum, which then can be turned into cash flow and everything else you need to be able to start scaling your company in an actual growth-type business as opposed to a product launch business is good. There’s a time and a place so thank you Jeff Walker for giving us a product launch and everybody thinks that that’s a business, you’re not listening to Jeff. Anyway, I’m at the office guys. Appreciate you all. Have an awesome day. Hopefully when you watch this, ClickFunnels will be live and will be bug free or at least as close to that as humanly possible. Love you guys. Thanks everybody, have an awesome day and talk to you soon.

What I learned this weekend from hustlers on Craigslist. On today’s episode Russell talks about the difference between entrepreneurs and employees.He tells of some recent experiences where he realized that he no longer wanted to work with employees and only wanted to work with entrepreneurs. Here are some interesting things to listen for in this episode: What made it obvious that a dude at Tate’s Rental was an employee and not an entrepreneur. What Russell had to do to get a pool guy out to his house to fix his pool by the 4th of July. And how you can go from being an employee to entrepreneur or even an intrepreneur. So listen below to find out how you can be more than just an employee. ---Transcript--- Hey, everyone, this is Russell Brunson. Welcome to Marketing in Your Car. All right, so I want to make that welcome a little more dramatic than normal. I hope that was all right and sounded cool. I’ll keep testing out different tonality on our intro. Anyway, hope you guys are doing awesome today. So I have something to discuss with you that’s important, very important, for you who are business owners and for you who may be employees. So my question for you is, how can you tell the difference between an entrepreneur and an employee? Now by looking at them you might say, “I can’t tell by looking at someone if they’re an entrepreneur or an employee.” But it does not take much to figure out who they are. Let me give you some examples of what happened to me over the last week. I’ll show you how simple this is to figure out. Who’s the entrepreneur and who’s the employee? For example, last week I had Rob come out and he’s painting. We have a detached garage and he’s painting this huge wrestling mural inside of it. It turned out amazing. But there’s part of it, because it’s a really tall garage, where we had to get one of these scissor lifts, that’s what they call them, so he could get up to the top and paint the top. So we went to a place called Tate’s Rents, and they rent all sorts of stuff. So we’re at Tate’s and we walk in and we’re like, “Oh, there it is, that thing right there.” That’s what he needed. So we pull in, we go talk to the guy at the desk. And we’re like, “Hey, we’re here to rent one of those lifts that go up really big.” He’s like, “I don’t have anything like that.” We’re like, “Are you sure? Because I’m pretty sure we saw one right out there?” He’s like, “What, the scissor lift?” We’re like, “Yeah, the scissor lift. That’s what we need.” He’s like, “Yeah, we’ve got one of those.” I’m like, “Cool. I want to rent that.” He’s like, “Well, we don’t really have the trailer for that scissor lift, so sorry I can’t rent it to you. I don’t have a trailer.” I’m like, “Really?” I look out the window and there’s like 18 trailers. I’m like, “Can we put it on one of those trailers out there?” He looks at me kind of annoyed like, “Yeah, I guess we could.” He pushes a button and we go talk to the guys outside. “Hey, guys, get the scissor lift and put it on the trailer.” He’s like angry at me that I wanted to rent something. He was trying so hard to not allow them to give me money because he didn’t want to annoy himself. Which all he had to do was click a little button and say, “Pick this up,” and somebody else had to go out and grab it. All he had to do was push a button and tell people what to get. But he did not want me to do it because it was going to take time and effort or brain power or something to do it. So my question to you: is that man an entrepreneur or an employee? Okay, obviously you can tell he is a hardcore employee. Had that been an entrepreneur, and even if the scissor lift had not been there, he would have said, “You know what? That’s a good question. We don’t have a scissor lift here, but hold on. Let me find one somewhere in Boise.” And he would start calling every single place because he wants to make money. That’s what entrepreneurs do: we figure out a way to make crap happened. That’s what would have happened if that guy had been an entrepreneur, right? Another example, so our pool has nine issues we need to fix. I counted them. So I call pool company A and I’m like, “Hey, we got this pool. My goal is I’m probably going to be spending $20,000-30,000 over the next seven days to get this pool fixed up. I would love to get you guys out here to fix it.” The person on the line is like, “Our guys are all busy, so no one can come out this week or next week. But in three weeks we can come out and have someone look at it and give you a quote.” Three weeks. I was like, “Nope.” So I hang up the phone. I was talking to an employee. I didn’t want to deal with him. So I called the next place. This place is like a high-end pool place here in Boise. So I called them up and I’m like, “Hey, in the next seven days I’m going to be dropping $20,000-30,000 on my pool. I need some help. Can you send someone out here today to give me a quote?” “Oh, well we’re about two and a half, three weeks out before we can send someone out to give you a quote.” At that point it was going to be another three or four weeks for them to fix it. I was like, “Are you kidding me? I want the pool fixed today.” The lady is like, “We can’t. The first opening for the guy to give you a quote is three weeks away.” So this time I’m like, “Maybe everyone is going to be busy. Maybe I should just book it and I’ll cancel it if I need to.” So I book it and I call around again. Same thing. This guy’s like, “I can be out there in two weeks,” so I got all excited. Two weeks later he didn’t show up, so I got really mad. The earlier guy was supposed to show up. He had texted me. So I called him twice, texted him three times trying to ask him some questions. He didn’t respond back to any of them. Finally the day of his appointment he texts me, “Okay, I’m coming out to see your stuff.” I’m like, “No, dude. I texted you and I emailed you and you never responded back. So you are officially fired. I’m not working with you. I won’t work with people who won’t respond to me. It’s ridiculous.” So then the third guy comes out. I give him a list of nine things to fix. He shows up at our house, doesn’t knock on the door or anything. He goes in the backyard, fixes one of the nine things and then goes home. Never communicated, never talked to us, never told us, never anything. Just fixed one of nine things and left. So at this point I am infuriated, as you can probably tell. I have been trying to get crap done. I was like, “You know what? I’ve got to quit dealing with employees. I’ve got to find someone who’s hustling, someone who is an entrepreneur who wants to make money.” So I post on Craigslist this ad that says, “$1,000 cash bonus for the first person who responds and can help me fix my pool before the fourth of July.” And then the ad goes on to say, “The fourth of July I am trying to have a pool party. There are nine things broken on my pool. I have tried the three biggest pool companies in Boise to come out and nobody can make time for me.” I said, “I’m trying to drop $20,000-30,000 in the next seven days to fix this pool. And for whoever will help me spend this money I will give you, on top of whatever you charge me hourly, you can charge me whatever you want, I don’t even care, I will pay you an extra $1,000 just to show up here and get the crap done because I am so sick of waiting on regular pool people.” So I post that out there. This was like 11:00 at night. 3:00 in the morning the first entrepreneur responds saying, “I can do it. I will be there.” Two hours later, the next entrepreneur responds. All through the night. From like 3:00 in the morning to like 7:00 AM, all the entrepreneurs who are hungry, who are up working their butts off, are responding to my ad, telling me why they’re the best person, selling me on why I should pick them over everybody else. And then all day long for the next two days I’m getting messages from entrepreneur after entrepreneur after entrepreneur. “I can do it. I’ll drop everything.” “For $1,000 I will call in sick to my day job and I will be there and I will make sure this happens.” It was amazing. I was like, “These are the kind of people I want to work with.” I want to work with entrepreneurs who will work nights and weekends to hustle to make some extra money. All these pool companies, I told these guys, “I will pay double what your hourly rate is typically if you can just send somebody out today or tomorrow or tonight or 3:00 in the morning.” And no one would do it. And finally on Craigslist I found some hardcore entrepreneurs who are hustling, who are looking for money. So this one dude now comes every morning at 6:00 AM before his other job. He’s been working his butt off for some extra cash. And when he was done, you know what he told me? He said, “What else can I do? Can I take your garbage to the dump? Can I mow your lawn? I noticed this.” All these other things he noticed about my house that I could use his help with. I’m like, “Heck yeah, man.” He starts cleaning stuff up, he starts earning money like an entrepreneur. I’m like, “That guy I have respect for.” And then the one guy couldn’t do everything. We had a concrete slide that needed to be redone. So finally I get this dude who’s like, “I’m a concrete guy. I can fix your slide for you.” So he comes out, busts his butt in 109-degree weather, cleans the whole thing all up. Then he gets so excited. He’s like, “Man, this is cool. I want to take ownership of this project. I want this to be the most amazing thing in the world for you.” He goes home that night, spends like four hours watching YouTube videos to figure out the best way to seal and do my slide the right way. Comes back, “Hey, man, it’s going to cost you a little extra. This is why it’s important and what it’s going to do for you.” He had a job he was supposed to be at this weekend. He cancelled his job because there was a better opportunity for him to make more money for me. He spent two and a half days, three days, working his butt off to get this slide done in time. That man is an entrepreneur. So that’s the difference, you guys, between an employee and an entrepreneur. You can always tell in a heartbeat. If you walk into a restaurant three minutes before closing time and they’re like, “Oh, sorry, we’re closed,” that’s the employee. If you walk in and the guy’s like, “Hey, come on in. We want to make this an amazing experience for you,” and he serves you and treats you well, that’s probably the entrepreneur of the business. So a lot of times when I get bad service I just ask, “Who’s the entrepreneur here in the company? Because I don’t want to deal with employees who are going to whine about doing their freaking job.” I want to deal with entrepreneurs who are going to bust their butts, who are going to figure out ways to make this happen, who are going to make some money. That’s the kind of person I want to work with. So that’s it, guys. So my question for you is, which one are you? Are you an employee or an entrepreneur? If you’re an employee, you’d better fix it quick. Because if you’re an employee, you’re going to stay that way for the rest of your life. Even if you’re being entrepreneurial inside of another company, it’s different. We call those people intropreneurs, who are able to exert their entrepreneurship inside of their company. I look at my company and I’ve got some people who work for me who are intropreneurs and some who are employees. The intropreneurs make more money. I give them raises all the time. They’re the ones who are out there figuring out what to do and finding ways to make things better. The employees are the ones who do what they’re asked to do. They do a good job of it and that’s why they have jobs, but they’re not making way more money because they’re just doing what I asked them and not figuring out what they can do. That’s the difference and it’s time for you guys to figure out which one you are. If you are an employee, you probably should stop listening to this podcast. If you’re an entrepreneur, you’re in the right spot. This is where we love and embrace your type. From now on, I’m no longer hiring crappy companies. Craigslist will be my spot to find people to fix my stuff, because that’s where the entrepreneurs are hustling, looking form more money, looking for more jobs, looking for more opportunities to serve. And that is where I will be putting my money. Have an awesome day, you guys. And I will talk to you soon.

How to find coaches to get your unbalanced life back into balance. On this episode Russell talks about having a life that is like an unbalanced wheel and he is working on straightening it out. Here are some interesting things you will hear in today’s episode: Why some areas of Russell’s life are amazing and others are struggling. What Russell is doing to try to balance out his life so it’s amazing all the way around. And why it’s important to work out your life and make sure its balanced. So listen below to find out what Russell is doing to straighten out his wheel. ---Transcript--- Hey everyone. This is Russell Brunson. I want to welcome you to a brand new, exciting, awesome episode of Marketing in Your Car. Alright everyone. It has been a little while since I have done a podcast. Had kind of a crazy last month or so. Has it been a month? Probably not. It has been quite awhile. Since last we spoke we launched click funnels. It is going great. People are loving it. We are changing the whole industry, and it’s awesome. Loving that. I want to do something different because today I woke up, and I am in an awesome mood. It is funny because there is a bunch of stuff that I could and should be upset about or frustrated or whatever, but I am in an awesome mood today. There are a lot of reasons for that. For one, I am just grateful for my family. I am grateful for click funnels. I am grateful for my partners, just everything that is happening. It is just awesome, like nothing could pop my bubble right now, which is really cool. The other thing I want to mention, and I think it’s important, is I want to ask you guys, I want you guys to look at your life. There are different areas. Remember at a Tony Robbins event he had us do this in a circle. Each section’s circle was a pie, each part was part of your life, your personal life, your financial, your spiritual, your physical and all those kinds of things. He had us draw from 1-10 where we felt we were at. If you were close to the center of the circle, the further out you went, the better it was. You drew these lines across each of the sections of the pie, and afterwards you looked at it, and it was this lopsided wheel. Everyone has one or two aspects of their life they are crushing it in. The other four or five they are really struggling it. It was interesting. He said, “Look at this as the wheel. How can you drive on this? Parts of it are super close. The edges are super close to the center. Part of it is like a real circle.” I think that is what my life has been like. I have been having great success in a lot of areas, and having a lot of fun and things, but other parts of my life are really struggling like my physical part. I wasn’t sleeping. I wasn’t eating right. I was doing a whole bunch of stuff to try to get the launch out. Things became lop-sided. I did a podcast a while ago about the unbalanced life, which I still think is important, but I started thinking recently about that. I have certain aspects of my life, half I am crushing in and half I am struggling in. I started looking at what are the traits in things that are happening in the areas that I am really successful. I have coaches and a team around me helping me in those aspects in my life. Those other ones, I am just going at it on my own and hoping for the best. Recently, a little while ago I hired this guy. I am not sure if I told you guys or not. I don’t know if I told you or not, but I went and got my blood tested in the middle of our product launch thing. My hormones were out of whack from lack of sleep, lack of, I definitely went unbalanced for a while. My hormones suffered because I gained a bunch of weight. It was hard to sleep. I had low energy. All of these things came from that. I went to a nutritional doctor, and he told me what I needed to do, and I didn’t agree with it and it scared me. I didn’t want to do. I looked out there, and I looked at my personal world, and try to find somebody who is really good at fixing the issues that I was having. I found this dude. His name is Caleb Jennings. You can search for him. He is awesome. He is really expensive, $600 for a coaching call. I did my first coaching call with him, and he recommended a bunch of dietary things and a bunch of supplementation things and other things. What I am eating now is so weird from what I have ever eaten in my whole life. We just got started. “There’s two way to do this. The fast way and the slow way.” I said I wanted the fast way. He said the fast way is really expensive. I said I didn’t care. I want to get where I want to be as quick as I can. Here is all the supplements that you should be taking. I spent $2,000 in supplements. I did that, changed my diet. I have been on it for 10 days now. I can’t tell you. I feel better now than I felt my entire life. It is truly amazing. I feel like I am glowing. I feel so awesome. The point of this podcast because now I am at the office is, start looking at the areas of your life that are unbalanced and things you are not happy with instead of trying to trailblaze on your own like we always try to do. Go find a coach for that area of your life. There are coaches out there coaching people on anything. If you are struggling spiritually or financially or health wise, go find the person who is doing exactly what you want to be doing, and figure out how much it is going to cost and pay him. It will get you where you want to be so much faster. I was listening to Tony Robbins this weekend, and that is one thing he said as well. If you want to be successful, you can’t find a good strategy. You have to find the best strategy. Find the best strategy. Find the person that you like the most and model them. Model them to a tee. If you do that, that is where you are going to be successful. That is what I am doing now. I am finding the areas of my life that are lop-sided, that I am not quite happy with. I am finding coaches and get there quick. The last 10 days, we had a family trip this weekend, and I was driving, and typically when I am driving I am snacking on food and trying to stay awake. Kids are going crazy and it is stressful. This time I didn’t eat any snacks. I was just driving there. I had so much energy. I was so much more fun. I was goofing off. It was night and day. My wife was like, “what is wrong with you? You are so happy right now.” I said I don’t know. From the changes in my diet and supplementation, I feel like a million bucks. I am going to find some coaches for the other areas of my life I am struggling with, and I will be firing those as well. Do the same. Appreciate you guys. Thanks for listening. Have an awesome day, and I will talk to you all soon.