(MS) How to Overcome Drifting So You Can Reach Your Goals

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Hey, what's up everybody?

This is Russell Brunson.

Hope you're doing awesome. I am deep, neck deep, probably deeper than neck deep right now in funnel hacking slides, slide presentation, getting all the things done. I always forget, 2 weeks leading FHL is like, it's a lot. So I'm worn out, exhausted, and having the time of my life. So I'm excited to be hanging out with some of you guys here soon, and hopefully my voice will hold up, my body and everything, as we're getting all the finishing touches on. But right now I'm working on my intro presentation for next year's Funnel Hacking Live, or next year, this year, like a week from now, oh, crazy, for Funnel Hacking Live in a week from now. And I've been going back through my old presentations and stuff, and last year I gave a presentation, day number 1 of Funnel Hacking Live, called Drifter Versus Driven.

I've had a lot of people tell me that was my best presentation ever. It was interesting because I was nervous in it.

You can probably hear my voice when you listen to it and stuff like that. And I've played it once here on the podcast, so probably 8 or 9 months ago, you guys might have heard this already, but I think it's fitting for a couple reasons. Number 1, it's something that's like a continual messaging to keep rehearing. Number 1. Then number 2 is, as I'm working on my presentation for this year's my intro presentation, it's not Drifter Versus Driven this time, but it's kind of the next level, that's like step 2, phase 2. So those who are gonna be at Funnel Hacking Live, I'm gonna let you re-listen in on the Drifter Versus Driven presentation, which will prepare you for the imminent amazingness that you'll hear at this year's Funnel Hacking Live.

I hope, if I don't mess it up.

So that's the game plan. So with that said, I hope you enjoyed this episode. It's called Drifter Versus Driven. And yeah, this is where my mind's at a year ago right now as I was preparing that presentation a year ago. And this year I'm working on the next one. So I hope you enjoy it. And for those of you all who are coming to FHL, I'll see you here in about a week. All right, thanks everybody.

Welcome to the Marketing Secrets Podcast. My name is Russell Brunson and I'm what you call a serial entrepreneur, but with a twist. You see, 50% of my time I'm the CEO of ClickFunnels, helping over 100,000 brands to grow their companies with funnels. And the other 50% of my time, I'm actually in the trenches using ClickFunnels to grow the startups I believe in. During this podcast, I'll take you behind the scenes and show you how we are bootstrapping ClickFunnels and my other businesses from startup to 9 figures and beyond. Welcome to the show. I can't believe it's been a year since we were hanging out. Welcome back, you guys. How y'all feeling today? This is crazy. So just so you guys know, this is the biggest Funnel Hacking Live we've ever had. Do you guys know that? This is so crazy. Every year I'm like, there's no way we can get more people, there's no way, and like every year you guys keep coming back and you're bringing your friends, you're bringing more people. I am so just honored and blessed to be here today and for the next 4 days to serve you guys. We have been working so hard on our side to get everything prepared and ready for you guys. I know that there's gonna be people in this room who are here Some of you guys may be unsure, you're nervous, all the different things, but my hope and my prayer for the next couple days is that some of you guys will have a chance to change your lives. And not so much just for you, but also because I believe, and I'm gonna talk about this today, but I believe every single one of you guys have been called to change a group of people's lives as well. And so I wanna change your life so you can change their life and so we can keep the world an amazing place. So that's what's gonna be happening over the next couple days. It's gonna be so much fun, and I just, I just like want to just watch you guys. This is the coolest thing in the world. Thank you very much. So to begin with, I wanted to start with showing you guys, if we could throw slides up, the quote on the back of your guys' shirt. When we built ClickFunnels, one of the biggest things we wanted to do is we wanted to create more than just like a software product or something like that. We wanted to build a community of people. And so for the last 2 or 3 years, I've had this quote on the back of your guys' shirts when you first come in because I want you guys feeling this way, that we here are a community, we're a family. On the back of your shirts it says, surround yourself with the dreamers and the doers, the believers and the thinkers, but most of all, surround yourself with those who see greatness within you even when you don't see it yourself. How many times have you guys ever been there where you're like, I see it in him and her and all these other people but not in myself? OK, you're in a group right now of peers, of people just like you. We have over 100,000 people inside of ClickFunnels, and you're the 5,000 or 6,000 who are the craziest who came here. Who are the most excited, most passionate, who want to change the world the most. OK? And so even though you may not be able to see it, I see it in all you guys. And the people around you see it. And so remember that we're a community, we're a family here to try to help raise and elevate each other all together, which is so cool. Yes. So my presentation, I've been really excited about this presentation and very nervous at the same time. The presentation that I wanted to give you guys today, the title of it is called "The Drifter Versus the Driven." If I can pull that up there. And before I get into this too deep, I wanted to tell you guys a story. You guys cool if we do some story time for a few minutes? OK, so I've got something really special here to show you guys. And this is something that I've been freaking out about. I didn't think it was going to be possible, and this morning it showed up here at the hotel. It's something really, really cool. How many of you guys know who my favorite author is? Wait, say it loud, I can't hear you. OK, so Napoleon Hill, one of my favorite authors of all time. And it's been crazy for the last year or so, we've been working with the Napoleon Hill Foundation, Don Greene, a bunch of different things. Like 2 weeks ago, I believe Justin Benton, one of our Inner Circle members. Let's give Justin a round of applause. So Justin flew out there, had a chance to meet with all of them, and negotiated a deal with them where we could actually have here on the stage today the actual typewriter that Napoleon Hill wrote Think and Grow Rich on. Do you guys want to see it? So check this out. This is the actual typewriter that he wrote that book on. Is that crazy? Can the camera see this? You guys show everybody? Okay? Now, Justin, we love you. And not only that, so Think and Grow Rich is an amazing book, but actually my favorite book by Napoleon Hill is a book called Outwitting the Devil. How many of you guys have had a chance to read Outwitting the Devil? Yes? This right here is the original manuscript of Outwitting the Devil. It was typed on this typewriter. Is that the craziest thing in the world? Can you imagine, like, yes. Like Napoleon Hill sitting on this typewriter typing these words that became this book that's changed my life and changed so many of your guys' lives as well. And so this is just kind of a special thing that Justin was able to pull off before this whole event started, which is really cool because, like I said, the title of this presentation is called "The Drifter Versus the Driven," which is the whole thought that I kind of got when I started reading that book. When you read that book, it's really interesting. If you look at the timeline of events, it's really fun. Napoleon Hill sat down in 1937 and wrote "Think and Grow Rich" on this typewriter right here, and then published it to the world, and it became one of the greatest-selling books of all time. I think it sold over 100 million copies at this point. And then the next year, he sat there, he was inspired, he felt this calling, he sat down, put a piece of paper, and started typing the manuscript for "Outwitting the Devil." And he wrote this book, which is, again, one of my favorite books of all time. And when he got done writing it, he said, "If I publish this right now, He's like, "People will destroy me. Like, it's not ready for today. Like, if I do this, it's gonna be really, really bad." And so he never published it during his lifetime. He passed away in 1970, and his wife ended up getting the manuscript, and she looked at it, she read it again, and she's like, "I can't publish this either. It's too controversial. There's too many things. It's not— like, the world's not ready for it yet." And so she had it. When she passed away, it got passed on to the next person, the next person, and finally, eventually, it got into the hands of the Polyhedron Foundation, and they decided it was time to actually publish it. And so they published this book. And it was a book that was written, like I said, 100 years ago that was written for today, for all of us. And it's just such an amazing book. And in the book, it's interesting. I gotta be careful, the stage is huge. I'm gonna lose my clicker sometime if I leave it somewhere. In this book, the premise is he's having this conversation with the devil where the devil has to tell him anything he wants. And so Napoleon Hill has this chance, like, I ask the devil anything I want, what should I ask him? And this is what he asked him. He said, "Tell me all the tricks by which you enter into and you control the minds of men." He wanted to know, like, what do you do? Like, I've seen this happening all over the place. Like, what are the things you do to get inside the minds of men to control them from not doing good, from not living up to their missions, their purpose, like what they're capable of doing? And the devil wrote back, or talked him back and said, "The greatest weapon I have over human beings is I established the habit of drifting." And then in this book, he goes on and talks about people who are drifters and people who are non-drifters. And I started reading this and like, as he was going through like people that are drifters and like their tendencies and what they do and why they do and things like that, like I did not resonate with that. And I didn't resonate honestly with the word non-drifting as well. And I was like, what's a word that like, I don't wanna be a non-drifter, I wanna be something more powerful, something more amazing. And so the phrase I started using about a year ago is like, I'm not a drifter, I'm driven. I'm someone who's driven. And so that's what this title of this presentation is, The Drifter Versus The Driven. 'Cause you guys are here in a room of a whole bunch of driven people. And I'm curious, how many guys before you came here, there are friends, people you love, people you care about who are like, why are you going to this event? You're going to Florida to go talk about marketing with a bunch of nerds in a room for 4 days? How much did you spend over here, right? Right, most of the people we love and we care about, they're not driven like we are, and they think that we're crazy. How many of you guys have someone who you love that thinks you're crazy for being here right now? Okay, but we are the driven. We understand that we're a little bit crazy. We're a little bit different, right? And so the first thing I want to talk about is this concept of drifting, because I want to make sure that we are careful that we don't become drifters, that we don't fall back into those ways. Let's see. So, throughout this weekend, you're going to hear a lot about this principle of the hero's journey. How many of you guys have heard about the hero's journey before? Okay. I'm going to talk about it. Bill Allen's going to talk about it a lot, I think, in 2 days from now, which is like, he's going to geek out with you guys and have so much fun. But the basis premise, for those of you who don't know, is Throughout time, throughout history, throughout time, through every generation, every, like, cultural group around the world, when they went back and started studying everybody's stories and things like that, every story kind of followed the exact same story timeline, right? And Joseph Campbell was the first to kind of identify it. He wrote a book called "The Hero with a Thousand Faces" that kind of mapped out, like, every hero and every journey, every single story followed the same process. After that, a whole bunch of other amazing people have taken it and figured out different ways to teach it. I taught a lot about it in the Expert Secrets book. But if you look at that, it's interesting because in every single journey, it starts with you, right? You are this person. You are the hero. OK? Any book, any movie, any story, your story, the reason you guys are here today, right? We all start, and we start in this place called the ordinary world. That says ordinary world. I have horrible handwriting. I apologize in advance. But now, there's the legend. That means ordinary world. So we start in this thing, right? We're in this ordinary world, and we all want to achieve something. We have some dream, some vision, something we want to go for, right? We have this thing over here, this is this target we're going for. There's a target, we want to achieve this thing, right? It's our journey of achievement, right? We want to achieve this thing. And sometime in our life, we're sitting here and we're in our normal world. So for all of you guys, your normal world is wherever you live, right? You're in your home, you're doing something, right? So you're comfortable, everything's fine, nothing's bad, but you're just like, I'm comfortable. And all of a sudden you hear the call. Okay? He calls it in, they call it in the hero's journey, they call it the call to adventure.

Right?

And they hear this call to adventure. The call happens. And all of a sudden you're like, "Wait, what is that?" And you feel it. It may not be an audible, like, call, but you feel it. How many of you guys have felt that before? You felt that call of like, "Ah, I'm made for something more." Right? I'm made for something great. And you feel that calling. You're like, "Ah." And all of a sudden, if you look at the timeline of the hero's journey, what always happens is the hero hears the call to adventure, right? And they get excited. They want to move forward. And then something happens. Immediately, every single time, in every single story throughout time, throughout history, throughout every single culture around the world, after they hear the call to adventure, The first thing that happens is the hero refuses the call. "No, no, no. No, I'm not ready for that. I'm not worthy for that. I look like I'm 11 years old. I'm scared to death. I talk too fast. I don't want to be on stage. It's like, I'm so introverted and scared. Like, no, no, no. I'll do anything but not that. I want to achieve that, but like, I'm not willing to do that." The first thing that hits every single time is refusal to call. Right? And so this direction right here is faith. Like, "Oh, I'm going to do that thing." And also we hear the refusal to call, which is, Fear. And that fear hits us and we're like, "Ah, I'm not ready, I'm not worthy, I don't know if I can do this, I don't have the talents, I don't have the abilities, like what am I gonna do?" Right? We have the refusal of the call. Okay, the difference between the driven and the drifters, the driven in spite of that, they have the same fear, right? But instead the refusal of the call happens, they say, "No, like, I'm gonna do it. I feel it, I hear the calling so loud, so, like, it keeps happening, I keep hearing it, it's beating, it's pulsing, like I gotta follow that thing." Right? And so we go, we pursue it, and those who decide to not follow fear, we follow faith. These are the driven. These are the ones who are going and trying to achieve something. These are you guys here in this room today. Okay? Give yourselves a round of applause for that. And so, yes. So that's where this whole thing begins with, okay? Those who drift, it's not because they're bad people, it's because they hear the call and they get scared, and the fear overcomes them, they don't do anything, they stop. And they hold back. Right? Ryan Moran, who owns capitalism.com, one of my friends, he said something so powerful one time. He was trying to define what an entrepreneur was. And he said, "An entrepreneur is somebody who decides to take personal responsibility for a problem that's not their own." Is that powerful? Right? We hear this call, like, why? Like, I think about, man, like 20 years ago when I got started in this game, I was 20 years old. I didn't know anything about business or marketing. I shouldn't tell my, I have 3 of my kids here in this room. Kids, you can cover yours. I had a cumulative 2.1 GPA in college. I was not smart by any stretch of the imagination. And all of a sudden, one day, for some reason, I get excited by this nerdy thing called marketing. And there's this old guy with a faux manchu talking about, like, these things. I'm like, what? Like, I got so excited about direct mail and marketing and, like, all, like, for some reason, that, like, that, I was interested in it. Right? It's that call. That call eventually, like, why is this so fascinating to me? I have no idea. But it was. I started learning and studying and started like geeking out, started going deeper and deeper, right? And that's how it is for all of you guys. Like you hear that call and all of a sudden, like it doesn't make sense a lot of times at first. Like, you know what I mean? Like when I got started in this game, it didn't make any sense at all. I remember in fact, I was gonna tell this a little bit later, but when I first got into the— oh, I'm gonna come back to that because I don't wanna miss it. Don't let me forget. So, I'll come back. So this is interesting. This is what the devil said back to Napoleon Hill. He asked him, he said, "What is a drifter? What does that mean?" He said, "A drifter is someone who accepts whatever life throws in his way. He doesn't know what he wants from life and spends most of his time getting just that." Okay, the opposite of that, the driven, like we know what we want. We have definite purpose. Like that's the thing I want. That's the goal I'm going for. That's what I'm moving towards, right? We know what that thing is. You guys wouldn't be in this room if you didn't know something like I want something different. I want something more. Maybe you don't know exactly what it is yet, but you're like, "Man, whatever these people in this room have, I want that. I want to experience that. I want to feel that." Right? And so you have a direction of motion. You're moving forward, which is unique, which is different than most people. OK. So faith versus fear. This is the next piece of the puzzle. So you have each of you guys here. You have the drifter. You have the driven. Right? And then— This is you as a person. Like I said, every single day you have this ability, right, to choose to move forward in faith. And faith is a fascinating thing. With faith, you don't know what the answer is. You don't know where you're gonna go. Like how many of you guys got into this business like, "I know exactly what I'm gonna do. I know exactly how I'm gonna do it." None of us do, right? We just have a goal, we have a vision, we have a thing we wanna accomplish, then you start going like, "I hope we figure this out somewhere before I run out of money, before I get tired, before like my spouse kicks me out, right? I'm trying to figure this thing out." Like you're moving forward in faith 'cause we don't know what it is yet. We're moving as best we can. So the driven move forward in faith. The drifters, they stop, they get paralyzed with fear. Okay? Said in another way, those who are the driven are those who act. And those who are drifters are people who are acted upon. Okay? I want to be someone who is, someone who acts. Now, what's interesting, if you look at this, it doesn't matter Which direction you go, as you start doing either of these things over and over again, if you start moving forward in faith consistently over and over and over again, you're gonna develop a pattern of moving forward in faith. If you start choosing fear over and over and over again, you start building a pattern of fear. Okay? Napoleon Hill called this hypnotic rhythm. He said if you go in here, you start building things like hypnotic rhythm, it's like a, almost like a whirlpool, you get stuck in this thing, right? It's like a tractor out in the field and it's going around and it's getting, it's in the mud with its big tires and it's building these ruts and the ruts get deeper and deeper and deeper and eventually it gets hard to get out of it. Right? The same thing's true if you're over here moving forward with faith. You start building these patterns that go over and over and over again, and you're able to move forward and to be someone who's driven. Right? And so it doesn't matter which direction you're going. You're getting these rhythms, either positive rhythms or negative rhythms. It all comes off of like, what is the thing we're choosing? Which direction are we going? OK? And so I want to talk about this because so many times in my life, in your life, like, we have this opportunity. This is us every single day, right? We're here, and an option comes to us. Do I show up? Do I not show up? Right? Do I choose faith? Do I choose fear? This is not something you pick once and that's the pattern for your life. You pick it over and over and over again until it becomes hypnotic rhythm, until it becomes something that's part of you, right? That's not going away. I started thinking about just different times in my life where I was scared, right? Where I heard the calling, do this thing, and also I got the refusal of the calling. Like, no, you're not good enough, Russell. Like, oh, I know, but like, I feel like I need to do this thing. Yeah, but you're not ready. You're not worthy. You're not like all the things. Like, I know, I know, but like, I'm I want that thing really, really bad, and so I decided to move forward in faith. OK? The first time in my life that I can say that this actually happened to me, because I literally was a drifter my entire life until 8th grade when my dad convinced me to go into wrestling. And I started wrestling, and very quickly I found out that I loved it. I wanted to do it. And I remember after my first year, I told all the guys on my team, I said, "I'm going to be a state champion. I'm going to be a state champ." And they all started laughing at me. They're like, "Dude, you're like the worst on the team. You're not going to be a state champ." I'm like, "Yeah, I am." They're like, "No, you're not." And they made fun of me, and they teased me, and they mocked me, and they beat me up. Over and over and over and over again. But I was like, that's the goal. That's where I'm going. So I kept moving forward with faith, moving forward with faith. And eventually, the people who were beating me up, I got better. And I got better. Until eventually I was able to get a spot where I could beat them. And I could beat the other people. And eventually I became a state champ. Thank you. I say that knowing that in a few minutes from now you guys are going to have a chance to literally hear from the greatest wrestler of all time here on this stage, which I'm like still flipping out excited by. One of our guest speakers who, anyway. We're gonna do some later, but it's gonna be amazing. But I started thinking about other parts, times in my life where the same thing kind of happened, right? In fact, the very first time I came to a seminar like this, Armand Moran's big seminar. I know yesterday at dinner I saw 3 or 4 people who were at that seminar with me. How many of you guys were at Armand's old big seminar with me? The very first time I was there? There's like 3 of you guys here, here. So I go to this seminar, I'm an internet nerd, so I'm behind my computer, my laptop, like just doing my thing, and there's all these people coming in, they're excited, and people are on stage talking and speaking and selling, and I remember seeing The very first person on stage, they did their presentation, they sold something, and I watched people run to the back of the room with their credit cards, like throwing credit cards in the back and signing things up. And I was like, what just happened? And I was doing the math, counting the people in the back of the room. I think they sold a $2,000 package. I was doing the math, 2, 4, 6, 8, 10, 12. And when all was said and done, it was like they got me like $60,000 or $70,000 in 90 minutes. I was like, okay, that was really, really cool. But like, you know, I'm an internet guy, I don't really care. Next guy got on stage, his name is John Childers, he's a public speaking public speaking coach, and he sold the $5,000 package, and I watched people run in the back room and buy his, and same thing, I was doing $5,000, $10,000, $20,000, $30,000, and I was like, he made $150,000 in an hour. And I was just blown away, and this is this call saying, Russell, like that's going to be you someday. I'm like, no, no, no, no, no, no, I don't do stages. I sit behind computers where I don't see anybody, I can hide from them. I'm really introverted, awkward, like no, I don't do that. And it's like, no, this is going to be you. I'm like, no, no. I remember going back home and I was like, I couldn't get that thought out of my head of like, dude, some human being who is just like me, who put on pants just like I did and a shirt just like I did, got on stage, spoke for 90 minutes, and made $150,000. Like, I just, it was such a big, in my head I couldn't, like it would not go away. It kept going over and over. So I said, okay, I'm gonna do it. I'm gonna go speak on some seminar stages. But guess what? In my head I'm like, Russell, you're not good enough. You're not ready. You're not worthy. And guess what's interesting? That voice was actually right. I wasn't. Nobody would like invite me. And so I was like, well, if no one's going to invite me, you know what I'm going to do? I'm going to build my own stage. And so, what I—

yeah.

So what I decided to do back then is, in my local Boise, Idaho, I rented a Holiday Inn. We ran radio ads saying, come learn from internet marketing nerd Russell Brunson. He's going to be doing this thing at Holiday Inn. We're going to teach you about how to build businesses. And I was so excited. And I remember hearing the radio ads running. I'm like, I'm on the radio, this is the coolest thing in the world. And they had to call a phone number to reserve their seat. And we got a bunch of people who called and reserved their seat. And then the day the event was happening, and I think like Brent was there, a couple other people from our team were there way back in the day. And we had, I think it was like 100 people that RSVP'd to be in the room, so we were like getting everything ready, and I had my, you know, back then I would wear a suit and tie, because I thought that's what business people did. And I was all prepared and ready, and we had like the table in the room, I was going to sell something in the back, like we had everything figured out. I do my little, you know, get all ready, and then people are showing up, and then finally I come out, and this was before we had, you know, screens and backstage. I walk out to welcome everybody, and guess what? 2 people were in the room. One was in like third row over here, and one was in like the 50th row back there. I was like, oh man, okay. And all I wanted to do was to run away. Fear was yelling at me, ha, told you so, you're not good enough, you're not smart enough, nobody wants to hear you, nobody cares about funnels. No matter how excited you are, the world does not care. I was like, but I care. I said, you know what, I'm going to go and I'm just going to do my best. I'm going to serve these 2 people. And so these people had a personal seminar from me, one-on-one, where I was just going crazy. I think they looked at me like, this guy is crazy. Like, he is so excited about this weird thing. But that was the first time. I think most people would have quit after that, but I was like, you know what, this is like, this is not about them. Like, this is my passion. Like, I love this. I feel like if I keep talking and I keep talking and I keep talking, Eventually, more people will show up. And so we tried it again. Next time, 10 people showed up. We did it again, 50 people showed up. Eventually, we got to 100 people showed up, right? Today, I'm looking in the room, there's like over 5,000 people of you here in the room. Like, it's crazy, right? Like, this is true in anything in life, you guys. You've probably heard this before. It says that God doesn't call the qualified, he qualifies the called, right? Your job is not to say, "Oh, I'm ready for this." Like, you're not gonna be ready for it. OK, when we built ClickFunnels 1.0, Todd and I, 8 years ago, sitting in a room, neither of us were qualified to do it. OK, Todd's a great programmer, but he had never built a site that was going to house 100,000+ people's websites. We're going to show you some stats here in a minute. It's insane when you see how much volume you guys put through this. He wasn't ready for that. In fact, it's crazy, after we launched ClickFunnels, first thing is that we set a launch date because I was like, if we don't pick a date, we're never going to launch this. We picked a launch date, we got everybody involved, we did this big launch. And the night before the launch, Todd and Dylan at the time were in there coding and they're like, hey, just so you know, software's not ready. And I was like, what? Because the launch is tomorrow. They're like, yeah, it's totally not ready yet. It's like, well, like, it's going live tomorrow. Everybody's sending emails. It has to be live. They're like, okay, well, I have an idea. Dylan had this idea. He's like, what if instead of launching the entire software to everybody right now, what if we do a reverse launch? I'm like, what's a reverse launch? Tell me about this. He's like, well, instead we just give them day one, they get logged into the software and they can like look at it. And then we'll each day finish a feature and give them that feature next. I was like, do you think that'll work? He's like, I don't know. Well, do we have any other options? He's like, no. I'm like, okay, so here we go. So we did the launch, everyone logs in ClickFunnels, like, so what is this? We're like, well, it's a shell right now, but eventually it's gonna be this really cool software you can build funnels with. And Todd's back there coding like crazy, and all of a sudden, like, the next night, like midnight, he's like, feature 1's done, it's in there. So we emailed the list, like, guess what, feature 1's open, like log in, you can see the first thing, and people logged in, they're like, I'm like, cool, but how do you build funnels? Well, that's coming, it'll be here. But your name is literally ClickFunnels. I know, we'll get there, just go use the thing. And then poor Todd's like drinking Red Bulls, and like, you can't go to sleep, Todd, because we need another feature by tomorrow. And every day, him and Dylan would sit there and they'd get another feature and we'd launch the next one, and next one, and they just cranked this thing out, and over like a 2-week period of time, we had ClickFunnels. It was crazy to go through the experience, right? But even then, it wasn't perfect. Todd told me initially, he's like, this version of ClickFunnels will hold about 10,000 people, and then probably have to change databases or structure, something really smart. I was like, okay, I don't know what that means, but I'm gonna go sell some. So I'm out there selling like crazy, and about, and how many of you guys have been here since year number 1? Okay. So for year number 1, as it got bigger and bigger, we got to the point where we had almost 10,000 members, all of a sudden things started going weird. Like the software would go out, and then different issues would happen, and then things were happening, and I was literally with my family flying to London to go speak at an event to tell people in Europe how great ClickFunnels was, and as I'm in the air, ClickFunnels goes down. And when I land in London, I get internet hooked up to my phone, my phone starts blowing up. And it's crazy, all these people who like 7 or 8 hours earlier when I was in New York flying away, they all loved me. Russell, you're the greatest, we're building funnels, you're the greatest person in the world. You changed our whole lives, this is so awesome. Those same people when I land in London had literal death threats in my Messenger. I'm gonna kill you, Russell. My ads have been running for 4 hours and the site's down. You owe me $10,000. Like, not 1 or 2, like hundreds of people. I was like, oh. I call Todd, I'm like, what's going on? He's like, yeah, ClickFunnels is down. If we're able to get it back up, and all I heard was the word if, and I'm like, okay, what do we do? Fear starts freaking out, like Russell, run. You're in Europe, nobody will know, never come back. Start a new life with your family, it's gonna be amazing, right? And that's what I wanted to do, and I'm like, oh no, no. But like, we didn't have that option, right? So it's like, okay. Do we act or react upon? I'm gonna act. What are we gonna do? I don't know, I'm scared to death. These people are gonna hate me. They do hate me. They're really mad at me right now. And so we went and clicked live on Facebook in our ClickFunnels group back in the day. I said, hey guys, this is the deal. We messed up. And it's embarrassing and we're down and it's not okay. And I'm angry, Todd's angry, we're all angry. We're trying to fix it, we apologize. We're figuring out a way not to make this happen again, but we are so sorry. We're trying to figure it out. I'm as mad as you are and I understand you guys are upset at me. And instead of like hiding like I wanted to do, like every part of me wanted to do, we just faced it. And what's crazy is the next day, they got the software back up, we changed databases, and disaster averted. But it was crazy because over that period of time, I thought for sure like we'd lose half the customers, and we didn't. We lost very, very few customers. It was amazing. And I think most people told me later, it's like, because you didn't hide, because you came out and told us, we were gonna stick with you through all of it. And it was amazing. But it comes, yeah, it comes back to, it comes back to that over and over and over again. And the one last story about this with faith and fear, like 2 years ago, we told you guys this story last year for those of you guys who were here. 2 years ago, Todd and I had the opportunity to be done. We got a really good offer. We could have washed our hands and sold ClickFunnels and been done. But as we looked at it honestly, like, this was the reason that was driving that entire decision. It was fear. Fear that like maybe we couldn't do what we needed to do for the next step. Maybe we couldn't figure out next things. Like a million different ideas and we had this amazing option where we could be done and retire and like just be done. But man, as we sat there at his lake house in Georgia sitting there like, "What do we do? What do we do?" Like this was the thing that kept pulsing, was this call. It was like move forward with faith. Like, "No, you guys can do this." Like, "But we don't know how. We're not ready." Like, "For us to do that, like we literally can't pay ourselves or," excuse me, "most executives on our team for 2 years if we're gonna do that." And we're like, "Alright." I'm not gonna lie, we thought it was gonna be a year. Ended up being 2 years, but we decided to move forward in faith and to create ClickFunnels 2.0, which by the way, all y'all here in the room today and tomorrow are gonna get access by tomorrow. Are you guys excited for that? As long as Todd tells me that's true, I think it will. He'll bring it out in a minute, he'll tell me, but that's the game plan. So Napoleon Hill in Outwitting the Devil, he says something cool, he said, He said, "You are entitled to know that two entities occupy your body. One of these entities is motivated in response to the impulse of fear, and the other one responds to the impulse of faith." And for us, every single day it's a choice. They're both there. And the more you choose this over and over consistently, the more it creates this pattern. It gets easier and easier and easier. OK? That's the difference between the driven and the drifters. The driven are those who choose faith. Okay, so the question again for you is, will you be guided towards faith or allow fear to overtake you? Okay, so let's talk about the driven now. One of my favorite things about what we do, and it's funny, like 2 minutes before I came on stage, we heard you guys going crazy. Todd's back there and he's, this is insane. He's like, I thought we were just building websites. I thought we were building software. He said, I had no idea that this is what was gonna happen. What's fun for me is I feel like that what we do here at ClickFunnels is that our calling is we were called to serve the driven. And I got a message here, and I hope Annie doesn't mind me reading this, but she voxed this to me like 3 or 4 days ago when there was so much chaos coming into this event, stress, anxiety, all the things that happen, and she voxed me this and like it changed everything for me, but man, it also like helped put in perspective like why we do what we do. And I wanted, you guys cool if I read this real quick? So this is what Annie said. And if those who don't know Annie Grace, by the way, she is— she's right here, she's amazing. What Annie does, her whole mission, she helps people break the chains of alcohol addiction in families. It's one of the most amazing, like, she's an amazing person. What she does is so powerful. And so that gives you context of kind of this message she sent me, which, by the way, thank you for, like, timing was impeccable. Okay, so she said, good morning, you are on my mind. When I first came to FHL 2017, I had no idea the cost of live events to the person who's on stage, especially the cost to people like us who are reluctant to be on stage in the first place. Ironically, most people in the audience actually think, oh, that's lucky, that must be nice. Anyway, I've hosted a few of my own, much smaller, and I now know the cost. You have to give so much, push right against the edge of what you think you can give. So I just wanted to say that you are amazing. It was that single FHL 2017 event, I didn't even have a ClickFunnels account yet, I just felt God nudge me towards being there in Dallas. It changed everything. Your sacrifice of doing what is so hard, of pushing yourself beyond what is reasonable for a person or the world to ask of someone, has made all the difference for me, for us. We as a family are changed. There's real freedom in what your dedication to your mission helps me to do. Innumerable dads are now able to read bedtime stories to their kids instead of yelling at them before passing out drunk. There are real people who are alive today who would not be, thousands of them. Real families where the curses of alcohol addiction, the devil, have now been broken for generations. Real women and children who are not getting hit or worse, real rapes that are not happening. Sorry to be so blunt, but what you helped me do in the world is on the edge of the battle of good and evil. And Russell, as you go next week, please hear me when I tell you that you are amazing. You are doing his work at the highest level. He is so proud. We'll be in the audience every moment grateful for you. Colette and your entire family who allowed you to change the world in a beautiful and unique way that only you can. That's one person in this room, you guys. Like, I literally have no interest in any of you guys making money. I could not care less. Like, that is not my goal, and hopefully you guys know that. We talk about money, we talk about awards, but I've been called to serve the driven. And the reason why is because I know what the driven can do. I know what entrepreneurs like you guys can do. One person, Annie Grace, who hears the calling, who doesn't shrink in fear, she steps up in faith against an insurmountable, like, to go out to battle every single day and change the world her own way, like the fact that we get to be a little piece in that and help her to magnify her message, like is, like more than I could have dreamt for in a million years. And that's what I want for all of you guys as well. Like every single one of you guys have something. There's some group of people you've been called to serve, someone's life you've been called to change, and if we can be a little piece in that mission to give you like the tool, the idea, the technique, like something to help get your mission and your message out to more people, then everything that we've done here at ClickFunnels, like that's what matters. Okay, I guess that we're less interested in how much money you make and more interested in how you're able to serve the people you've been called to serve. Okay? The driven people, they feel something. I know you guys feel that, that's why you're here, right? They feel something. In the Bible, in the book of Proverbs, it says, "Without a vision, the people perish." You guys are the ones with the vision. That's why you're here. You've seen something different. That's why you showed up here. Okay? The people who haven't seen that, they're not here. They're waiting for people like you guys to step up and be the leaders. OK? At FHL Orlando, we made this little video and we showed it on stage and we never showed it since then. And as I was preparing this presentation, I found it again. I was like, I want to show this again. So those who were in Orlando like 5 years ago, sorry, I showed this once, but this is the video we created to show during that event that really illustrates who you guys are as the driven. So with that said, check out this quick video. Here's to the crazy ones, the misfits, the rebels, the troublemakers, the round pegs in the square holes, the ones who see things differently. They're not fond of rules, and they have no respect for the status quo. You can quote them, disagree with them, glorify or vilify them. About the only thing you can't do is ignore them, because they change things. They push the human race forward. And while some might see them as the crazy ones, we see genius, because the people who The ones who are crazy enough to think that they can change the world are the ones who do. All right, so this is an identity I want to give all of you guys today. I need everybody to stand up with me real quick. I want you to stand up and I want to have you touch your chest and you repeat these words. Say, I am driven. Again, louder. I am driven. Say it one more time. I am driven. I'm driven. One more time. I'm driven.

I'm driven.

All right, you guys. You're the driven. All right. OK, you can sit back down. So the driven, I want to talk about this, a couple of things you need to know on this journey. OK? My whole goal is to show you guys where you're at, where you're going, and what to prepare for. Because this mission is not slowing down for any of you guys. OK, the world's getting crazy. And we need you. We need the driven to step up. To change the world and keep it from going to chaos. The first thing I want to talk about, coming back to the hero's two journeys. And we talked about this a little earlier. So here's you. You are this hero. You are in this ordinary world. Right? And you're going on this mission. You have this thing you want to achieve. You have this thing you want to accomplish. You may not know exactly what it is yet. OK? So, because of that, we've tried to make it easy. That's one of the biggest reasons, excuse me, one of the biggest reasons why we do the 2 Comma Club Award and the 2 Hard Award and all the big awards, the Bootstrapped Award, all the awards we'll be giving out. Over the next 2 days, because some of you guys don't know exactly what that is yet. You're like, I feel pulled, I feel it talking, I don't know what it is, so I'm gonna make it tangible. Like, there's an award, OK? If you start pursuit of that award, you start running towards that award, you're gonna start learning all the things you need to learn to be able to become who you're supposed to be, OK? So you're gonna go on this journey, OK? And here, up here, this is the big award you want. This is the journey of achievement. There's a flag, and then there's gonna be this huge long journey for you to go, right? You're gonna go on this journey. And eventually, as you go through this path, you're gonna achieve something amazing. Now, like I said earlier, I don't really care if you guys make a ton of money or not. I don't care if you go to 2 Comma Club or not. Like, that's great. There's a goal. There's something to work towards. OK? When I was wrestling, I wanted to be the best in the world. I wanted to be national champ. I never actually achieved that. In high school, I took second in the nation, which is pretty good. I'm not gonna lie. But I never actually achieved my goals. But it doesn't matter. How many of you guys have seen Rocky Part 1? Rocky didn't beat Apollo Creed, right? He, with all his heart, he pursued this thing. He never actually achieved it. But guess what did happen? On this journey, they call this the hero's two journeys because there's actually two journeys. The journey that all of us are pursuing, that the audience is aware of. You watch any movie, you know Lightning McQueen's trying to win the Piston Cup. You know what Shrek's trying to do. You know what Bilbo Baggins and Frodo, and you know, like, you see the outward journey, right? This is the thing that everybody's aware of is this journey of achievement. But if the story is told correctly, the second journey is the journey of transformation. This is the who you become. This is much more powerful and more important. This is the only journey I actually care about for you guys. And hopefully you achieve your dreams and your wants and your goals, but if you become someone different, become someone better on the journey, that's all that really matters to me and to the rest of the ClickFunnels community. Like, that is the key. And I got a secret for you guys. You've actually already been on this journey. That's why you're actually here. Do you know that? Some of you guys are like, I'm starting my hero's journey. No, no, no, no, no. The first journey you already did. If you actually read the hero's journey, at the end of the journey, guess what the hero does? The hero accomplishes this thing and then he returns back to the ordinary world with the elixir. There's an elixir. They accomplish the thing and they come back to the ordinary world and then they start the second journey. Okay? The reason why you guys are in this room is because you've already accomplished something. Right? You did something. I'm guessing most of you guys, like I look at, The final hack that's off my head, like Kaylin Pollan, right? Kaylin went through her journey, lost a whole bunch of weight. Right? She did the hero's journey. She achieved what she wanted to. She transformed. She became someone different. But then she didn't stop. OK? She returned with the elixir. She came back to the ordinary world, and then she changed hundreds of thousands of women's lives with what she knew. That's the second journey. This is the journey I care about. This first journey right here, this is the journey of growth. OK? This is the first hero's journey. But I'm guessing most of you guys have gone on this. You've become someone already. That's why you're here. You know you've got something inside you, you wouldn't have been here, right? You're like, man, I have this talent, this hobby, this thing that I know I can change the lives of other people. I just have to get it out there. I'm going to Funnel Hacking Live because that's what they do there. They take people who are driven, who have gifts, and they help them to magnify their callings. That's exactly what's happening here. Okay, so my guess is you've already been on this thing, you've accomplished something, you've had some growth, and now you're here today because you're going on the second journey. And the second journey is the one that I care about. This is the journey of contribution. I think that's my next slide. There we go. The journey of contribution. Now, the journey of contribution looks very similar, OK? Because you're all starting out here. You're smiling. You're still over here. You got this result you want to get. This result, that's supposed to be a flag. And there's this huge journey, right? You're back in your ordinary world. The difference is this time it's not just you. This time, you are carrying the weight of the world on your shoulders because you feel called. How many of you guys feel that? Right? It's heavy. The mantle is heavy. Just so you guys know, if you're like, "Oh, I'm gonna make a whole bunch of money, life's gonna be easy." No, no, no, no. Not if you do it the way that we wanna do it. Okay? There's ways to make money easy. Okay? There's gambling, there's cheating, there's like, but the way where you're trying to pursue something and change somebody's life, like it's heavy. Like I'm taking the entire responsibility, like I literally like, if you guys knew how much effort I put into serving you guys, and I don't have to. I love it, but I don't have to, but man, I feel this calling. It's a constant and consistent, people are having to understand, like, why don't you stop, why don't you slow down? I'm like, because these are my people, like, I feel the weight of the world on my shoulders 'cause I want to get you your result. And so I'm gonna keep trying to figure out things. We're gonna spend more time on software, I'm gonna do better training, bigger Funnel Hacking Lives, more events, more products, more software, like, whatever we can do to solve the problems, make your job easier so that you can go on this journey, that's the key. 'Cause your second journey, you are carrying the market that you've been called to serve. You're taking them on this journey with you.

OK?

And hopefully you got goals. Your goal right here might be a 2 Comma Club Award. OK? It might be 2 Comma Club X. Maybe it's a 2 Hard Award. We want to give $1 million to charity. I don't care, but you got something you're striving towards. And as you go on this journey the second time, you're going to transform again. And this is amazing. So this is the Hero's 2 Journey. Hero's 2 Journey. This time it's all about contribution. Take a picture of that so you don't miss it for your notes. Just kidding. It says contribution there. OK? And so that's the second journey I wanna talk about. That's the one that we're here today, is to take you guys, because I know all of you guys are heavy, you're like, you have that calling, you have that mantle, you're holding the entire weight of the world on your shoulders. The people you know you've been called to serve. So our job at ClickFunnels is to make that job easier for you, to give you the tools and the things you need to be more successful. Okay? Okay, now a couple things is when you go on the second journey, as I was kind of preparing this, there were like 3 core things that popped out at me, like things that make this hard, or that make it scary, or that make a shift a lot of times from faith back into fear. OK? It's easier to like step back, right? So you start going like, "I'm gonna do this." You start moving forward. You're like, "Oh, it's heavy. Oh, this is awesome." And you're like, "Can I do this?" And you're like, "Oh, that fear. Being a drifter sounds real easy. Like, I don't have to do this. Like, what if I just set it down and then like came back over here and drifted?" Right? Like you've read Atlas Shrugged. That's the end of the book. Like all the producers who are holding the weight of the world on their shoulder, they shrug and they walk back and they go back and— I don't want that. I want to support you guys who are holding the weight of the world on your shoulder. That's my goal. That's my mission. Right? And so you have this thing, and so there were 3 things I wrote down that I was like, there's 3 things that if people understood, I think it'll make this weight lighter for you guys.

OK?

And so the first one I wanna talk about is called stewardship. There you go. My writing gets worse and worse, and this is day 1, hour 1. Can you imagine by Friday, Saturday what it's gonna look like? OK, number 1 is stewardship. I am a big, big believer that so many of you guys come into this world and you're like, "Alright, I'm gonna win $10 million, I'm gonna win this award, I'm gonna do all this sort of things, I'm gonna build my version of ClickFunnels," right? You come in with that. You have to understand that like, that fear of saying you're not ready, you're not worthy yet is true to a point, right? You're not. That's why you have to step forward in faith and start learning things. And what's gonna happen is you start pursuing, you start moving forward in faith, God's gonna give you an idea. Okay? And the first idea is not gonna be like, "You should go build ClickFunnels. You should build eBay. You should build this thing called Amazon." Like, that's not the first idea. The first idea is the little one. 'Cause he's like, "I wonder if Russell's gonna be a good steward of ideas. I'm gonna give him an idea." And so I was sitting there, my college dorm, working on some stuff, and also an idea for this thing. And my very first idea was this thing called ZipRender. How many guys are my ZipRender customers in here? Seriously? There's like 3 or 4 people that bought ZipRender? Dude, that's amazing! I was in college, like that's, I was like a sophomore in college, that was my, even pre-Potato Girl, my very first idea was called ZipRander. I created that thing, we launched it to the world, I sold like 30 of them, it was amazing, right? Changed my life, it actually, it was like, this actually works, people bought stuff from me on the internet, this is great. That was my first idea, right? And guess what? As good of an idea as I thought it was at the time, it was not that good of an idea, but it was an idea. And so God gave me an idea, said, I wonder if Russell will be a good steward of this idea, and he gave me the idea, and watched and said, oh, He did something with it. He didn't shrink in fear, he stepped forward in faith and did something with it. Okay, I can trust him. I'm gonna give him a little better idea. And he gave me the next idea. Try this one out. I wanna see what he's gonna do with it. It's like, is he gonna handle it or not? I start going forward and I did it or I didn't, right? And then we did the next one and the next one. And he gives us stewardship of these ideas to see what we're gonna do with it. Like, are you gonna do something with it? And if you keep doing that, keep doing that, eventually he gives you better and better ideas, bigger and bigger opportunities. Okay? And that's what you have to understand. It's interesting, if you read the parable in the Bible, the parable of the talents, is one of the most interesting stories in the Bible, right? So the master comes and he has 3 servants. He gives one servant 5 talents, second one he gives 2 talents, and third he gives 1 talent, right? He says, go and do something with this. Like, go and I'm going to see if you're a good steward of this stuff and then come back and report back. So they go out there, they do their things, and the guy who gets 5 talents, he goes and invests the talents or money, or he takes the money, invests it, comes back and makes I think he comes back with 10. And the next guy with 2 goes back, invests it, comes back with 4. And the person who had 1 was like, "Oh, I don't want to lose this," so he went and buried it and hid it. So the master comes back, he's like, "Hey, what'd you guys do?" And the first guy's like, "Hey, I took the 5, turned it into 10." He's like, "Oh, you're a good steward of ideas, cool. You can have everything I have." He says, "Well done, my good and faithful servant. Thou hast been faithful over a few things, I will make thee ruler over many things. You are a good steward of your ideas, I will give you more." Then he goes back to the one who hid the talent and said, "What'd you do with it?" He's like, "Well, I hid it. I didn't want to risk losing it." I don't want to break it or lose it, so I just kind of hid it over here. Okay, it literally says in the scripture, it says, I was afraid and I went and hid the talent in the earth. What did the master tell him? It wasn't very good for him. He said, take it from him and give it to the person who's a good steward. Have you guys ever had an idea for something, like, oh, this is going to be cool, I'm going to do it, and then you didn't do it? And then later you saw someone else do it. Like, oh, I had that idea. Yeah, I bet you did. Fidget spinners. Fidget spinners were the one. OK? It's interesting, right? OK, ideas come and go. We have a million ideas, but the question is, are you going to be a good steward of the ideas when they come? OK? Because on this journey, you're going to pick up the way of the world because you're like, I'm going to change the world with what I got. And you're going to start moving this thing. And he's like, all right, we're going to see if Russell actually believes. How much has he bought into this? Is he going to do it? He's saying he's driven. He stood up and said it. I'm driven. Is he? Or is he going to be a drifter? I'm going to test him. Here's an idea. And he sees what happens. Wow. He was a good steward of that one. Let me give him another one. I'm going to give him another one. I'm gonna give you another one. Okay, 3 years ago, FHL, I showed you guys, have you guys remembered this? I showed every funnel I'd built before ClickFunnels. 150 funnels, not that I'd like built in an account, 150 funnels I had created and designed, built a product for, wrote copy for, and launched into the internet. 150 funnels before we built ClickFunnels. Okay, it wasn't 1, wasn't 2. People are like, well, so when's my ClickFunnels gonna come about? Well, you got some work to do. Create a funnel, then another one. "No, but I tried a funnel, it didn't work, Russell. You said it was one funnel away, that's a big scam." No, I just said it's the first funnel, right? Do it and then do it again and do it again and do it again and eventually if you are consistent, then you'll get the idea. And God's like, "Alright, he's a good steward of my idea, here's another one. Here's another one. Oh my gosh, this is the one. It's called ClickFunnels." I was like, "What? ClickFunnels? Todd, we should make this thing called ClickFunnels." He's like, "That's a great idea. Russell, you're so smart." No, no, no, no, no, no, no. The ideas are placed in your mind. You have to understand that. OK? So all of you guys, we all want to have these big level 10 opportunities, but you don't get them right now. You don't get this right now. OK? That shows up when you start moving forward in faith.

OK?

And then you get the ideas and he's testing to see if you're a good steward. And if you keep pursuing that and you prove to be a good steward, you get better ideas and more ideas. It's pretty exciting. OK? The next thing is capacity. OK? That's the other thing. When we decide to go on this journey, how many of you guys are here right now, you're about to start, you're like, "I don't know if I can do that. That is really far away, right? Like, I'm not ready, I'm not worthy, I don't know if I can handle this. Like, why me? There's so many people that are better qualified, there's so many people that should be doing this besides me." I can tell you in the category Kings Group, we have different mastermind levels, the category Kings Group, they pay $150,000 a year to be in that group. And what's fascinating is almost every single person in that group is like, "Man, why did I have to be the one to do this? Like, I had this idea, I had this calling, but like, I wanted someone else to do it. I kept trying to give it to other people, but then like it kept coming back like, "No, this is yours." Like, "But— fine." Right? "Fine, I'll take it." Okay? And so what happens is we have to test our capacity. Again, I shared this quote earlier, but it says, "God doesn't call the qualified. He qualifies the called." Okay? And so what's gonna happen is he's not just gonna make it easy. Okay? If you come back to the hero's journey, there's this time in the middle we have all the trials and the problems and things like that. They call it the— in— In Hero with a Thousand Faces, he calls it crossing the abyss. The abyss is this time with all the trials and temptations. Every hero goes through it, right? And so again, you've got to be able to increase your capacity to actually be able to handle the thing you're doing. If you would have handed me the problems that ClickFunnels has today 7 years ago, it would have crushed me. I would have been like, ugh, I would have quit and died. It's literally like, if you just knew this morning alone how many fires Todd and I put out backstage while we're warming up to come out here and we're like, I can't believe this would have crushed us 10 years ago. And we're like, dun dun dun dun, let's go. Right? How does that happen? It doesn't happen overnight. It happens by you go through the abyss. You go through the problems, the struggles, the trials. Right? And you get stronger. You increase your capacity. And then he gives you another trial. And you're like, why is he doing this to me? This is so hard. Why am I in London and the entire world wants to kill me? He said, because if we had 100,000 members now, you wouldn't be able to handle it. So I've got to strengthen you up, Russell. So we're gonna crash ClickFunnels a little while, see how tough you guys are. You're gonna build more infrastructure, more things in place. We're gonna test yourself, and it increases your capacity. Same thing we do in the weight room, right? We go in the weight room to tear down our muscles to increase our capacity so we can handle more. So just know, as you start on this journey, I promise you it is not gonna be easy. I promise you. Anyone tells you, oh, it's gonna be easy, it's gonna be fun, no, no, no, no, it's not gonna be easy or fun. It's gonna be hard, but that's part of it. Because right now, the things that you have, the dreams, the goals you have, I promise you, you don't have the capacity to actually handle it yet. So as you step out into this journey, you move forward with faith, you leave the ordinary world, you're going on this journey, it's gonna be hard because you've gotta be tested, you gotta increase your capacity. So prepare for it. It's gonna be okay, that's why you have a community like this of people. You can surround yourself around, so when you're like, this is not working, my Facebook account got shut down, nobody's buying my product, I did a webinar, I had 300 people signed up, not a single person showed up, I tried to do an event and nobody showed up, there were 2 people in the room, I spent every penny I had and 2 people showed up, In this room, it was so embarrassing. Okay? Yes! It's gonna happen over and over and over again because you have to be able to increase your capacity because the missions you've all been called for are heavier than you can handle right now. Do you think that Annie Grace, when she got into this whole thing, when she was struggling with drinking herself and all of a sudden she figured out how to break the whole thing and all of a sudden she felt the weight of the world on her shoulders like, hey, go out there, you're gonna be battling heaven and hell trying to save these people and their families. Do you think she was ready for that? No! So she's had to go on this journey to increase her capacity over and over and over again. The mission's the same for all of you guys. If it wasn't, the story would be boring. Can you imagine a story or a movie where you go and the hero leaves the ordinary world and he strolls around for a little while and he gets to the end? That movie would be so boring. Why would you expect your journey's going to be anything different? If you truly want to contribute and change the world, it's going to be heavy. Okay? But it's okay. He's not giving you anything you can't handle. He's going to give you just enough to increase your capacity. And sometimes it's gonna feel like failure. Okay? Before I met Todd 10 years ago, I thought I had everything figured out. I had the vision, I had the mission, I knew exactly where I was going. I was going on this thing and maybe I took a wrong route. I don't know what happened. But I thought I was following like everything I was supposed to be doing. And all of a sudden, one day, I went from having 100 employees to me having to lay off like 90-something employees. Everything crashing down middle on me and I was like, I thought I was doing everything right. Like what's happening? Like why is this happening to me? I was so frustrated. It took like almost 5 years for us to get from this like crash to losing our business to like shutting things down to like, it was a 5-year cycle for us to get through that and then come back through the other side of the abyss. And then on the backside of that, I met Todd, we launched ClickFunnels, all these things happened. I was like, if I had not gone through that pain during that window of time, I never would have been able to handle any of this. Right? And so for all of you guys, understand that on this journey. Do not give up. Do not switch from being driven to becoming a drifter when it gets hard, 'cause it will get hard. But I promise you it's worth it. Someday you'll show up in a room after remembering being in a room with 2 people, you walk into a room with 5,000 people and you'll be like, this is worth it. All this was worth it. Okay? Alright, and then the last thing, or not the last thing, the next thing we'll talk about. So we have, we had, what was the first one? Who can read my handwriting here? We got stewardship, capacity, Stewardship, capacity, and number 3, this is one that's gonna be big, it's gonna hit you all, is guilt. How many of you guys feel guilt sometimes when you start pursuing this? Yeah, isn't that weird? You're like, I think I'm doing the right thing, why do I feel so guilty about this? Okay? You have to understand, this is interesting, I had a really fascinating call with Dan Kennedy about this a little while ago. And by the way, Dan's gonna be back tonight. We had a Dan Kennedy day yesterday for those who were there, it was amazing, he went for like 7 or 8 hours. He's coming back tonight for a special session after the breakout rooms. But I had this really interesting conversation with him. I was asking him, I was like, it's weird when you watch TV or you watch movies, like, have you ever noticed that the entrepreneurs like us are always the villain in the movie? Every single time, it's like, oh, it's the evil rich billionaire who's gonna take over the world, and they're always the bad guys. Like, why are we the bad guys? Like, I feel like we're doing good stuff, right? And Dan said something really interesting. He said, if you look at like the money pyramid or like He said the top, there's like 1% that are like super wealthy, there's 4% up here, and then there's 15% that are like kind of the middle class, and then 80% is like the drifters. In fact, it's funny, Napoleon Hill in the book over here said that 2% of the population are driven, 98% are drifters. I don't know the exact number, but it's not high, right? And so what Dan Kennedy said, he said it's interesting, he said that all of the media These are the people they're selling to, right? This is the masses. This is who Disney's got to sell to. This is who all the masses are. So they create stuff that makes these people feel really, really good. And the best way to do that is make these guys seem really, really evil. And so all of this produced Hollywood stuff makes us come out to be the bad guy, which is really interesting. But you have to understand, in the reality, in the real world, you look at this, the heroes are these people right here. The heroes are the driven. The heroes are the ones who are creating, who are expiring, who are moving things, right? Like, those are the ones who are the heroes of the story. And so I want you guys to understand that you as the driven, you guys are actually the heroes of the story. I want you to understand that. Yeah. You're the heroes, that's the big deal. Let's give ourselves a round of applause for that. You think about that, like, think about all the amazing things we have in life. Think about your favorite things in life. Like, it was created by somebody who was an entrepreneur, right? How many of you guys like your phones? Okay, there was this guy named Steve Jobs who was obsessed with trying to create a business to make a bunch of money, which created this huge, like, wake of contribution that created the iPhone, right? Every business is based on that. It's interesting, another quote that Dan told me on that call that was interesting, and this is something he's like, he's like, you don't ever want to post this on Facebook because people think you're arrogant, but he said, Andrew Carnegie once said, he said that no man achieves any great thing in life unless in his private thoughts he believes he is superior to all other men. So again, don't quote that on Facebook, but I want you to think about that. I was in a room one time of entrepreneurs like this, and someone asked this, nobody dared to raise their hand. This isn't true for all of you guys, but I'm not going to have you raise your hands, but if you want to, like, just smile if you know I'm talking about you. How many guys in your secret thoughts feel this way? OK? I'm gonna say it again. "No man achieves any great thing in life unless in his private thoughts he believes that he is superior to all other men." Andrew Carnegie, one of the richest men of all time. OK? It's interesting, like, for you to have the gumption to be like, "Hey, I'm gonna be the person who takes responsibility for this, and I'm gonna be the one who's gonna take this, and I'm gonna go on this journey." Like, that takes a lot, right? OK? Maybe you don't believe it that hard, that strong, but you have to understand, like, you're the hero. Like, you have to have confidence in that. Like, I'm smart enough, I'm good, like, I'm gonna do this thing, I'm capable of it. Right? Another thing that's interesting that, I have so many cool notes here, I'm running out of time already. Can we just go, how many of you guys are gonna go until midnight tonight? Okay. Alright. It's important for us as we're doing this to pursue, that we're pursuing our self-interest. Like each of you guys, this is a hard thing to say out loud, and the world does not want us to say this, but if it wasn't for the fact that me and Todd pursued our self-interest, like we wanna build software, We can build funnels. We're gonna make a crap ton of money. Okay? Like, as much as, like, I would say initially, like, oh yeah, I was into this because I wanted to build a whole bunch, I wanted to build funnels so people could make a bunch of money. That was not the initial pursuit, right? Pedro said this best one time. He said, God tricked me into building a business. Right? He comes up here and says, I need to achieve something. He tricks you. You're like, okay, you're gonna achieve something. And all of a sudden you're like, oh, I'm gonna do that. You start trying to achieve this thing, right? And he tricks us sometimes. So he tricks us to go achieve this thing, and we go on this path, we go on this journey, because he knows that by pursuit, of our self-interests, we are gonna become who we need to be. Okay? Weird, my phone is talking. I must have clicked something weird. Like, who's talking out of my butt? That was so weird. I think, is there somebody behind me? This is so awkward. Okay. And so most of us as entrepreneurs, we feel guilty. Like, I'm pursuing my self-interest. Like, I wanna build a business. I want everyone to do Comic Club World. I wanna make a bunch of money. You're like, ah, I can't say that 'cause I, I'd feel bad about it. My friends will think I'm like one of those people. I don't want to be the villain. I don't want to be the bad guy. Right? We're going to have that, but you have to understand that like— and Brooke Castillo, who's going to be up here next, she said something so powerful to me the other day on a call. She said that so many of us like try to shrink because of that. Like, oh, I don't know if I'm going to do that thing. And she said, you have to understand like those desires were not placed in your heart by you. Those desires to pursue something were placed in somebody else, or placed there by somebody else. He said, "You didn't create yourself." Right? We didn't create ourselves. God created us and he put these desires in our heart for us to pursue something. Right? Because somebody tricks us, "Pursue this thing right here because I know as you go on this journey you're going to become someone different." Why did I go through a decade and a half of my life pursuing wrestling? I never became the greatest in the world. I never became what I wanted to. But the pursuit of it made me become who I became. I couldn't have done any of this had I not pursued my wrestling goals and made this happen.

Okay?

If I didn't have my ClickFunnels goals, I never would have figured out this whole thing. Right? There's gonna be a transition point as you are pursuing something in self-interest, like I wanna accomplish this thing, then all of a sudden, all these other things are gonna happen and this is when you have a chance to become who you need to be, you have a chance to serve the people you've been called to serve. OK? So don't feel guilty about it. Dan Kennedy talked about this as well in one of our No BS Newsletters. It was so cool. He said that he had George Foreman at one of the InfoSummits and he said George Foreman talked about like when you're boxing, he's like, if you pull your punches, like You're going to lose. Right? So many of us, like, we're going out there trying to change the world, like, "Oh, we're going to pull our punches a little bit, kind of wait a little bit." He said that if you're boxing and you pull your punches, you're going to lose. He said you can't go out there about to fight someone like, "Oh, well, I've won a title before. He's never won it before me." Boom, then you lose. Right? You don't go out there like, "Oh, well, you know, he's got a black eye. It's not going to be fair. I'm going to go a little lighter on him." You can't do that when you're pursuing something amazing. You can't pull your punches. OK? And what's cool about entrepreneurship, it's even better, is there's not like boxing where there's one winner, one loser. All of you guys can pursue your dreams, all of you guys can pursue your interests, all of you guys can create something, and nobody else loses. Everybody grows together. That's what's so amazing about what we actually do. Right? I don't know about you guys, but sometimes it's hard when you're in this world around you, and most, again, 98% of people aren't driven. And sometimes I'm like, man, am I messed up? Is there something wrong with me? And it's, I don't know how many of you guys have watched the documentary, the docuseries, The Last Dance by Michael Jordan. Like, I, yeah, if you guys haven't watched that, it's amazing. But it's so cool to see him, the greatest basketball player of all time, go out there and you watch his team like he was crazy and he worked hard. He was trying to pursue this thing. And it's like, he would yell at us, he would beat us up, he would do all kinds of stuff because he wanted this. But by him pursuing his self-interest, what did he create? OK? He created a team, a culture, a legacy, like all these things. OK? As you are pursuing your dreams, The wake of contribution that will go behind you will change the lives of tens of thousands or millions of people. So don't hide like, "Oh, I'm not gonna do this, I'm not gonna do this." Like, you have to move forward. OK? And then people are gonna watch you move forward and then they're gonna step up. For my wrestlers in the room, there's an old wrestling movie called Vision Quest, which is kind of a cheesy movie. The guy from Stranger Things actually is the main character in it when he was a little kid. But, you know, he's a wrestler, he's getting ready for this wrestling tournament and the night before, or the day of his wrestling tournament, he goes over and he sees his buddy who's who works at a hotel. He's like the cook of the hotel and he's never taken a day off. And he walks over to see his buddy and his buddy is there all dressed up in like a suit and tie. He's like, "What are you doing?" He's like, "You're working. Why are you taking work off?" He's like, "You never take work off." He's like, "I'm taking work off because I want to see you compete." He said, "Dude, like you don't have to worry about it. It's just this match. It's not that big of a deal." And he says this quote that every time I see the man, I break down like crying. But he said, This guy, his friend, he said, "One time at night, I was sitting there after working all day, I was sitting on TV late at night flipping through channels, and all of a sudden I saw this soccer game come up. And I saw this guy, Pelé, the greatest soccer player of all time." He said, "He jumped up and he did a backflip and he kicked the ball over his head and it went into the goal. And afterwards he ripped off his jersey and started running around, throwing around in the stadium, going crazy." He says, "I watched it and I started crying." And he said, "The reason why I was crying," he said, Because this was the quote he said, "Because I had just seen another human being lift himself up and the rest of humanity up to a better place, even if it was just for a minute." Okay, that's what people need. They want to see you come on stage. They want to see you succeed. Like, they see that, like it raises them. It raises their beliefs, their hopes. It gets them to stop drifting. It gets them to stop moving in fear. They say, "Man, if this person can move forward in faith, then I can. Okay, if this person can do it, then I can do it." And all of a sudden you start bringing other people along with you. We bring more people, make more people driven, and it helps us change the world. So I want you guys to understand, like, you are the hero. Do not feel guilty. Like, this is so important for us to pursue the things we're going after because first off, we're gonna become someone different along the way, and second off, that's how we change the world. OK. Yeah. You guys getting this? OK. A couple other cool things. Next thing we need to understand is that desire you guys feel in your hearts, that is your calling. The desire is the calling. And so I don't want you guys to feel guilty for that. I'm probably gonna go through the next ones a lot faster here because I'm way over time already. So the first thing we need to understand is that after you feel that calling, there's 2 things to understand. Number 1 thing you have to understand is who. Who are the people you've been called to serve? OK, this is the key of all of business. I get so crazy when I go to internet marketing events and people are so geeky on keywords and SEO and like— Like all this stuff, like no, no, no, like the key of business is this. Who are you called to serve? Like when you figure this out, this is when business becomes easy. OK, and here's a hint for most of you guys. The person that you are called to serve is probably you 5 years ago. Before you went on the hero's journey the first time. Before you accomplished the first thing. There's a hint. So my guess is most of you are called to serve you 5 years ago. So that's the first question. Second question, then after you know who are you called to serve, What is the problem that you can solve for them? That's kind of it. That's business in a nutshell. Who are you called to serve and what problems can you solve for them? In fact, it's interesting. I'm gonna go forward a couple slides here. This right here, this is my Category King group. So we did our first Category King meeting, yeah, last October, been almost a year. These guys are amazing, like, it's so much fun. But the day before our very first meeting, We had a special day where we had, we called it our Category King Day, and one of the authors of the book Play Bigger, Play Bigger is a book about how to become a category king, but we had one of the authors come and do a 1-day workshop with us, and it was so cool, it was so fascinating, and he came out and the first thing he said, he said, everything I've learned about how to become a category king, I learned after I wrote the book. He's like, we're not even gonna talk about the book today, 'cause everything I learned that's actually really important is not that. And then what's crazy about it, he said, the biggest thing I learned about creating, becoming a category king in your market, is you have to figure out what is the problem that you solve for somebody else. That's it. And they start talking about this concept, like, what is the problem? And he talked about how, like, if you, oops, too far. He said that if you look at how businesses are created, like, everything's based on a category. You go to the grocery store, you're like, oh, I'm gonna go to the cereal category and find all the cereals. I'm gonna go to the pizza category and find a pizza. Like, things are broken down in categories. That's how people find things. Back in the day, you'd go to the Yellow Pages and you'd find the category for whatever thing you were looking for, right? And so that was the key, is like breaking these down into categories. He said, you figure out, for you to create your own category, the secret, the goal is you have to figure out what is the problem you can solve that nobody else can solve. And when you figure out that problem, that's what changes everything. And so he started sharing some businesses that had solved the problem. And one of the ones he shared, he said that the problem, so I'm gonna tell you guys the problem and then I want you guys to tell me if you can figure out what the company is. So the problem that this company saw They said, "Hey, just because I'm tired doesn't mean I'm thirsty." Okay, guess that's the problem someone had. What business was it that solved that problem? Just because I'm really, really tired doesn't mean I'm actually thirsty. 5-Hour Energy, right? I didn't want to go drink a Red Bull, but I'm tired, but I don't want to drink this huge thing, so I just wanted a really quick shot. Okay? The problem was, "Ah, just because I'm tired doesn't mean I'm thirsty." The solution, Red Bull. Okay? Here's another one. I want to surf in cold water longer. There's the problem. I want to surf in cold water longer. Who's the category king? O'Neill. Boom, O'Neill, wetsuits, right? I hate taxis. They're the worst thing in the world. That's the problem. Who was the category king? Uber, right? And then ClickFunnels, when we built ClickFunnels initially, the problem we tried to solve is that entrepreneurs, they aren't technical. That's a problem. So many entrepreneurs are not technical, but they want to try to change the world. How do we do it? Okay? ClickFunnels, that was the solution. So for you guys, the key is like figuring out what the problem you have is. And that's the problem that you solve is the goal, right? So who is the person I've called to serve? And if I can figure out the problem that I'm gonna solve them, that's how I become the category king of that. And I wish I could talk for like 3 days just on this one principle. It was funny 'cause Dave Allen, the author of this book, he actually had us do a breakout afterwards for like, I think like 30 minutes, 45 minutes, and the 15 people who were in that room, each of them paid $150,000 to be in that room. Not one of us can figure out what problem we solve. Is that crazy? Like, why is this so hard? In fact, it was interesting because like, the first thing I did is I shared the problem that ClickFunnels solved and I was like, oh my gosh, that was the problem we solved 8 years ago, but it's not the problem we solve today. It shifted. It was just the most fascinating thing. In fact, I think that's my next thing I'm going to talk about here. Oh no. Where did I leave the clicker? Oh, thank heavens. I thought it was going to be over there. I'm like, that's a long walk from where I am. Okay. And so, yeah, I'm gonna come back to that in a second. I'll talk about the thing, but the biggest thing, like, I wanna try to simplify it, 'cause we're gonna go over the next 4 days, we're gonna go deep into different funnel types and ways to get traffic and a whole bunch of amazing things, but I wanna try to simplify this whole business for you guys really quick before we dive into it, okay? 'Cause business is actually really, really simple when you understand what business you're in. You are literally in the 2-thing business. There's only 2 things. Number 1 is you are supposed to gather Your people. Gather the people you've been called to serve. OK? So we're in the gathering. So how do you do that? Well, there's funnels that gather, that you do a webinar, people gather. You do webinars, you do live events, you do things like we're gathering people together. OK? So the goal is to gather a bunch of whos, and when we have a whole bunch of whos, it turns into this thing called a list. How many of you guys have an email list of people? OK, that's the goal. In case you're curious, like, I don't know what I'm gonna do the next 4 days, like, This is the biggest goal. The bigger a list of people you have that you're able to serve, the more money you'll make. That's it. That's the key. That's the big secret. It's not like I'm gonna become better at ads or better at this or better at— those things are all good and they're all part of it, but the biggest key is whoever has the biggest email list will make the most amount of money. So that becomes the focus. I need a huge list of people that I can serve. Okay? I've told this at other events before in the past, like when we had 1,000 people on our list, I was making $1,000 a month. When I had 10,000, I was making $10,000 a month. 100,000, $100,000 a month. 1 million people on the list, $1 million a month, right? So the goal is like, how big can I get this list of the people who I've been called to serve? Okay, and there's a whole bunch of ways, and so over this weekend we're gonna talk about different ways to get traffic to this, but as many ways you can to gather your people together so you can serve them. And the second side is then you gotta figure out what are the problems they have, and then we create this thing called an offer, and we sell the offers to the list. That's the business, that's it, you guys. It's not more complicated than that. I promise you, you're all gonna try to overcomplicate it, you're all gonna be stressed out, this funnel, this funnel, like, It doesn't really matter. Pick one. They're all, the goals of the funnels are two things. One goal of the funnel is to build a list, and the other goal is to sell a product to the list you just gathered. Like, that's the goal of ClickFunnels. OK, so this is the simplicity. Again, there's different funnels that'll build the list. There's 3 or 4 different ways you're gonna learn about. There's different ways to create offers. You're gonna learn a bunch of different ways, but that's business, the simplicity of what we're actually trying to do and accomplish with you guys here. OK, so you think about what is the business you're actually in. You're in the business of gathering the people you've been called to serve, and then creating offers and selling to those people. Like that's it in a nutshell. So that's the business you're in. Really quick, I'm gonna go through this, like the ClickFunnels business. Again, the people that we've been called to serve, our who, are entrepreneurs who are driven. That's the who, that's who we've been called to serve. And then the problem we solve. So with ClickFunnels 1.0, the problem that we solved was that entrepreneurs aren't technical, and so what we did is we built a website funnel creation system that made it easy for entrepreneurs to build stuff. Right? And so that's kind of where ClickFunnels 1.0 was. Now what's interesting, I wish I could go deeper on this, but a funnel in this situation was a noun. Like here's a funnel, this is the thing you need. ClickFunnels 2.0, our problem has changed. And so everything we've done in the last 2 years, we're gonna be sharing more behind the scenes with you, is because things have changed. So ClickFunnels 2.0, the problem that we are trying to solve for the marketplace for you is not that entrepreneurs aren't technical. There's 100 different web companies now that you can build websites and drag and drop, make things simple. That's not the problem anymore. The problem is that you can go buy a Wix account for like $20 and build an amazing website, but guess what? You have no customers, okay? Funnels will bring you customers. So ClickFunnels 2.0, what we do is we help you create funnels to get customers to you. Literally, we are shifting in our vocabulary as a company from funnel being a noun to being a verb, okay? We help you get people from Facebook, Instagram, YouTube, all these places, and we help funnel them to you, okay? And so that's like our mission moving forward. Okay. It's gonna be really cool. So, that was kind of what I wanted to share with you guys on this concept of the drifter versus the driven. I am so honored to be here with you guys as the driven, as the entrepreneurs who are here to change the world. I'm so excited for the next couple days to do that.