Overcoming Obstacles in Any Niche Market: Q&A from Selling Online!

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What's up everybody? This is Russell Brunson. Welcome back to the Marketing Secrets Podcast. This is episode number 4 in our Q&A series, the last episode. And this, again, these Q&As came from a Selling Online event. So if you haven't, we do a Selling Online event every couple months. The last, the December one just finished recently. And so we had so many of you guys who were on there who enjoyed it. And Yeah, we— I think we're gonna be running it back one more time in January for those who weren't able to make it for the Christmas holidays. So if you haven't registered, you haven't been part of it, make sure you go to songonline.com and go join the event. So on day number 4 of Song Online, we have a Q&A session where people can pay to be a fly on the wall, or they can actually pay to get their questions answered. And so I thought it'd be fun to share with you guys some of these questions that came through. And so the last couple episodes we've been sharing these. This one, we start talking about just different businesses like wedding, entertainment, MLM, e-commerce, and then different types of funnels and webinars and things like that used for different types of businesses. We talk a lot about power storytelling and framing objections. We talk about just other ways to build funnels and a bunch of other cool stuff. So I hope you enjoy this episode of the Q&A show. Man, the time you listen, this is probably Christmas. So if you're listening on Christmas Day, Merry Christmas. Hopefully you and your family are having a great time. And, um, I'm excited for the new year. We have some really cool things coming up for the podcast with you guys. So, uh, I appreciate you guys listening and being part of, uh, part of our show. So with that said, we're jumping in the Q&A show. Have a Merry Christmas and we'll talk to you guys all again soon. In the last decade, I went from being a startup entrepreneur to selling over $1 billion of my own products and services online. This show is gonna show you how to start, grow, and scale a business online. My name is Russell Brunson, and welcome to the Marketing Secrets Podcast. All right, who's next?

Who is next, Clayton?

All right, I apologize for pronunciation on this one. Inescu Bogdan.

Inescu, do we say it right? Say your name for us so we don't say it wrong.

Yeah, it's Bogdan.

We weren't even close. Yeah, that's okay.

Bogdan, how are you?

Thank you, thank you so much. Uh, I've been watching these days your presentation, awesome as always. And I want to congratulate you on all the things that you did these days. I know it's very hard work because I also did the film faculty and I also had a post-production studio, and I know the job and the people behind all that you did these days. Oh yeah, so congrats for that.

Thank you.

Uh, so I'm gonna try to tell you very quickly about my business. I have a wedding entertainment agency. I'm also a musician, so I create bands from zero and I sell the groom and the bride, the couple, everything related about the entertainment services like DJ band, soundstage equipment, all the things that they need to do the entertainment for the wedding. And I sell packages between €8,000 and €10,000. Okay, so I know the market very good. I've been doing this for 15 years. Right now I have 5 bands, my own brands, each band. So I signed a contract with every people in the band and I have the ownership of the whole team. So my question is, I did ads, so I'm running ads since 2013. It used to be a quick and easy lead, so it was like about $10 a lead. Right now I'm at about $200 a lead because the price, the market is flooded with the beginner bands that just got into Facebook and Meta and Google Ads and they're doing it wrong. And Facebook wants to take all your money, of course, if you don't know what to do. And right now I'm switching to content, lots of content. And I was really thinking about doing a webinar, but here are a few things that crossed my mind. So my ideal client has a very short time between the moment that he's searching for the band and the moment that he decides who's the band. They do some research, but if they say, okay, let's have a band, about 14 days and they choose the band. So I don't have time to nurture and to do email marketing a lot. So would you think it's a good idea to do a webinar like how to choose the perfect band for your wedding, but to do it like once a week because their time is very short on decision? And would you pitch the price or would you pitch just hints of price range. And at the end, if they qualify, like, book a meeting, because we do the selling on Zoom one-on-one, and our closing rate is very nice. It's about 70% at a $10K price range. But my problem now is the lack of qualified leads.

Got you.

Because the cost is getting bigger and bigger. Yep. And we, we thought that a webinar would solve this.

Yeah.

Okay.

So what I would say is, first off, yes, I have other— I have a lot of people that own businesses like that where it's like there's the buying window is very, very short. So I think the goal would be to get a spot where you have an evergreen, either an evergreen webinar is happening in real time so they can come and they can do just-in-time webinar or even a video sales letter. Where they're, where you're presenting the same one-to-many presentation, right? Both those, both those would work, but you need something that's like, cause I'm thinking like it's been 20 years since I got married or 25 years, whatever. But like we would have been like Googling, finding, booking, next thing, right? So it's definitely like a fast thing. It's not like a, I'm going to go spend time. So I think you got to be able to like, as soon as it pops up, like in real time, like be able to execute. So I would say either it's an auto webinar or a VSL. But first you gotta learn the pitch, right? So I'll probably do a webinar for a little while just to like to get learning, knowing this quick as possible. You have to get that thing evergreen because that's the only way it's gonna last, especially if you're doing content, right? Because content, yeah, content's great, but it's short-lived, right? It moves down through the feed quickly. So you gotta be able to go from content to, you know, DM me for the web class, for the VSL, about whatever, like as fast as possible to get them from content to the thing. Because again, you're You've got very short attention spans on those. That's what I'd be looking at. That's what I'd be trying to do.

And at the end, would you pitch the price or would you just say, uh, book a call and let's find out if you are a fit for us?

Book a call.

Yeah.

If you're, if you're converting 70% on a call, this will increase your close rate too, cuz it's gonna, it's gonna give all the, the stuff ahead of time to lift it. Um, yeah, I would do book a call. So when we do book a call off a, off a webinar, basically we do the same structure of the webinar. We do, we do the origin story, 3 secrets, But then usually instead of doing a 30-minute stack and close, you just like a— it's a 5 to 10 minute small version where the offer is the call, right? So it's like, hey, this is the call, this is why. So you're kind of pitching like, in the first thing you call, you're gonna get this second thing. So you're pitching the value stack of the call, not of the offer. And it's usually a lot shorter. In fact, a lot of guys going webinar to book a call, it's the entire thing's usually like shrunk from like 90 minutes down to about 45 minutes. Like it's much more short form. 'cause it's faster, and then pushing to call to do the thing.

There's a guy too that's doing this, has done it for years, he's been in our coaching and stuff. He does it for shipping cars. Like you think, you know, oh, that's gonna be a quick decision, you're gonna look up, you're gonna go on, I don't know, Uship or something like that, and then go choose your unit. He does a webinar to show you why, hey, you should always book the top, you should never pay the driver, you should never do this. It's like a 15, 20 minute webinar, book to call, and this guy's done millions of dollars doing that exact same thing.

It's cool 'cause it makes him like the authority because no one else knows you shouldn't pay the driver, you shouldn't, you know, I think same with the band, like, hey, here's the 5 ways bands are gonna screw you if you try to book them for your wedding. Like, number 1, they're gonna try this. Don't pay them directly. Yeah, like, oh, like it's the fear, it's like Joe Polish used to have in his carpet cleaning stuff, it was like the 5 things, or the 10 things that the carpet cleaners are gonna do that'll actually like ruin you, or whatever, it's like, it creates all these like fears where it's like, oh, and then they'd only hire Joe 'cause like, well, he's the guy that told me about these issues, therefore he knows how to not have these issues, so I have to give him the money.

Yeah, the 5 ways to avoid having a bridezilla, you know what I mean? Like, that is the day you want to go 100% smooth, right? It might be worth 15 minutes to pick the right man.

Would you do the, uh, pre-qualification of the leads in the webinar, like doing some little seeds in their minds of the price range that they should be doing?

For sure. Yeah, I would almost be— I'd almost like play off of that. Just like, there's 3 types of people. People are looking for the brothers band to come out for $100 versus this, versus this. Like, like, we're not your brothers band. This is gonna be a good thing, but we're also— you're not hiring a symphony. It's gonna cost you, you know, it's not gonna be insane. But I almost like— almost like, like, there's 3 types of weddings. There's the backyard wedding, you're looking at $100. There's like, I wanted something that's gonna last us my life, is like, you know, $10,000 to $15,000. Or there's like The Queen of England at $150,000. I would have the expense of those so you have the contrast of the different ones.

But do a little bit of positioning.

Yeah, for sure. For sure. Thank you very much.

Awesome.

Thanks a lot.

Give him a round of applause.

Great question. Once again, so many diversity in the businesses, it's like the coolest thing in the world.

But listen, the framework works.

Works the same for everybody, yeah.

Like I think it's so funny anytime, and you've had this over and over and over, where people are like, well, it won't work for me because of X, Y, and Z. Well, hold on, let's just start thinking how instead of this, you know, false belief and just letting that tape play over.

And it was funny, I had recently someone told me the same thing. It was for this event. They didn't register. They messaged me like, I would do this, but I sell— I think it was— I sell B2B, so it doesn't work. I was like, exactly. So you're saying B2B, that there's no humans on the other side? Like, well, there's— I'm like, this is human psychology. It works as long as you're selling to humans. It works. Maybe if you're selling to cats or dogs— I don't have animals, but I would assume it'd be similar.

Usually the human buys for them.

Yeah, yeah. Yeah, it's human psychology, so it works in all— In fact, it's been really cool. I've seen people over the years who like have used the Perfect Webinar to speak at churches, other things where it's just like, I would speak before and I would just like say stuff, and now it's like I have a framework for speaking, speaking to kids, speaking at churches, schools. Like Cody Sanchez, I showed you guys 2 days ago, like she did a pitch to a PE firm for big— You know, like, it's human psychology, it's ways— Anyway, so yeah, it always works.

Love it. Okay, Clayton, who we got next?

Next up we have Aksa Yaks.

Aksa, how are you?

Hey. Hi, I'm fine. And I'm waiting for the doctors to give me the shot because I cannot even imagine that this is happening. And the funny thing is yesterday I was supposed to have the webinar. I got the mentor, I was preparing everything, and then I was like, I'm really very sorry, I have to postpone because I have the other seminar and I can never miss on this seminar. My seminar. So that's kind of, yeah, where I am at the moment. I'm preparing my seminar, the webinar, and now I learned so many things that I'm going, okay, I have to redo complete webinar from zero and just include everything that I learned. Unbelievable. But I will go with a bit different question and maybe I will have the time for the second one. So I'm also in MLM business and it relates to the stem cells, because the stem cells is very, very like the, the modern whatever. It's very hot at the moment, but it's a bit different product. So it's not the shot which is kind of banned in the majority of the countries. So it's the new product which the, the genius person created. So if I am the person— because I, I remember that you relate for 5 minutes just on to describe if the person is in the networking this type of the business. If I'm the person, I start from zero, like you said that we need to create the landing page and then to go step by step. So what would be the recommendation? Like how to start, how to talk to people? Because whenever it comes to health, there are so many people who are skeptical and you have to really go through the bias that they have. How to help them because the results and the testimonials are unbelievable what's happening.

Yeah. So the question— so what's the question then? I'll make sure I understand that right.

Like, as the person who enters the MLM business, the multi-level marketing, and when you deal with something which relates to stem cells and the health, so how to build from scratch to, to like scale and help people.

Now, is this your company or are you distributor of the company? I'm distributor. Cool. So are you asking about for you, how you should do this, or like the people down below you on your team?

No, no, no. Once I learn, I will teach everyone.

Cool. So this is my— again, I love network marketing. I've been in multiple companies. I've won Ferraris. Like, I love network marketing, so I don't want to speak negative. So, but the thing I've learned is it's really hard to get— it was always hard for me to get my downline to do the thing. So what I did is I just would create a killer webinar making the offer, giving the presentation. I I'd set that up and then I would basically, when someone would join my team, I would give them a copy of that webinar. So they didn't have to go learn a webinar and learn to pitch it and learn how to do all kinds of stuff, they just leveraged mine. In fact, I set it up where just like they could promote mine and then, so what I would do is, how do I explain this? So I would do the webinar, at the end of the webinar I wouldn't just say, go to Russell.com to go buy the thing, right? I would say, hey, whoever sent you to this webinar, they're gonna follow up with you to show you how to get started. Right? And so it made it where I did the whole presentation. So what my team would do is they would then promote the webinar. They'd be like, hey, my friend's doing a webinar about stem cells, you gotta come check this out. Then they would have me do the entire presentation. The end of it would say, call, you know, get ahold of the person who sent you this webinar, they're gonna walk you through the next steps. I'd go through the offer stack, but I wouldn't let them buy. I'd just say, here's everything you get. And then the person would go back. And so the distributor didn't have to learn how to speak and sell and all kinds of stuff. All they had to do is like get somebody on my webinar, And then after the webinar is done, call the person back and then enroll them in the program. And that's why I got actual duplication inside the companies. Does that make sense?

Yeah, that makes sense. And how to talk to people, especially to lizard that we have in our brain that keeps like repeating that it could have the negative effects or blah, blah, blah. So how to particularly transfer the message to the, to the masses because the results are unbelievable.

Yeah, I'm a fan of stem cells. I understand. I think there's—

I have it actually here. So it's kind of the patch which you start and it activates your own stem cells. So that's the beauty of the technology.

Will you send me some? I want to try it out. Will you send me some? Sign me up.

Absolutely.

I'm in. Shiny object. Give me it. Just send. I think the biggest thing is like, so if that was a fear, so back to lizard roots. So if that was a fear I was trying to rewrite, right? I think a big part of it is just every one time there's something new, people get fearful about it, right? So I would even show like, hey, over time, like when this came out, people— and I would find different things that they nowadays are like, oh yeah, this makes total sense, right? Like here's this thing that happened in the '60s, people were scared of it. Now today it's like, doesn't make— yeah, of course it's— of course this makes sense. This is what we all need to do. And then in the '80s this came out, people were so scared, but then of course it makes sense now, right? And stem cells are the same way. It's on the cutting edge, and some of you guys may be scared because of whatever, right? But this is the reality. This was actually happening. And then let me show the results and what happens and da da da da da, right? So it's just showing them like examples in history where something was scary when it was new but it turned out to be the greatest thing in the world. And then this is the new cutting edge in the front of it, like this is the stuff that's working today. And a lot of people are scared and they're missing out on these benefits that'll change their life forever, right? And so those are the kind of things I would try to do to rewrite that, is just show them historically how this has been true and then now today how this is true. And like don't miss out on this thing because you'll be missing out on on, you know, the health and the healing and all that kind of stuff because of that.

One, one of the biggest things too is we teach this once again, tie back to the framework, is the how to do what they desire most, right? Without what they fear the most. And so I'm sure you can draw on that and come up with that. And that can be exactly how you're going to, as a hook, right? Invite them into this webinar.

Oh, that's great. And can I have the second question? Because I kind of found a completely new thing to talk about, which is You're absolutely not talking how to find the why and why your why doesn't work. So I'm trying to start with TEDx talk because once you start to bring something on the market, you have short time to scale and to become kind of the expert on something. Am I doing the correct thing like to make the TEDx talk and once you become kind of the expert on that, then you scale up versus to try to bring the idea on the market And then somebody just copies and because they have the bigger market or the followers, then they just scale it faster than you can. Am I doing it right?

Yeah, I think, I mean, a TED Talk can be a great way to give credibility, but the reality is like credibility is just something we craft on our side. I remember like going in, when I got into Dan Kennedy's mastermind in his world back in the day, and, and I looked at all the people in the room and like everyone had the thing. They're like, I'm the number one real estate expert. In Cincinnati, Ohio, who blah blah blah blah. And I was like, so how did you become number one? They're like, I just said I was. And they're like, oh. And like, they just gave themselves credibility. Most credibility is not real. Like, what's my credibility? I got a C in my marketing class in high school, or in college, sorry, and I had a 2.3 GPA. That's my real credibility, right? So what's the manufacturer credibility that I give you guys? You know, like, you're the stem cell guru. Yeah, like, for all— like, you're the first person that I've ever heard about stem cell patches. You're like, I'm the one who introduced to Russell Brunson stem cell patches. Like, who's Russell Brunson?

Doesn't matter. I'm going to use it.

Roll the tape.

You know what I mean though? But like, that's the reality, just like, like, it's all just— it's— I think we keep thinking like we're waiting for somebody to like anoint us an expert. Like, step into it. Like, you're an expert.

Expert.

Like, you know more than I do, so boom, you're ahead of me. It's like you're ahead of the market. Like, I— like, when I was first started teaching funnels or teaching things, like, I was a 23-year-old kid. Looking back now, like, I didn't know anything back then, but I knew more than everybody else I was talking to about it. So, like, I became the expert. Right now, fast forward 20 years later, I'm like, wow, like, you know. But if I would have waited till 23 to— now I'm an actual expert, like, I never would have had anything. I was just excited by it. So they're talking about it, and people started positioning me as an expert. I'm like, cool. I'm the number one dude in the world teaching this stuff right now. Because I'm the only dude in the world teaching this right now, right? Like, there you go. And so you just kind of, like, I think sometimes we're waiting for somebody to knight us as an expert. It's just like, hey, you are, congratulations, you're an expert. Go. Go change the world. I remember, in fact, my favorite—

I'm the expert for the patches.

I remember one of my favorite Tony Robbins stories. Tony wanted to learn NLP. And so he got excited and NLP's Neuro Linguistic Programming, for those who don't know, which is a super fascinating study you should all geek out on because it ties directly into what we're all doing here, which is one-to-many selling. But he told the story, he went to this NLP practitioner course, it was like a 6-week course. He traveled there, just lived this place for 6 weeks, and day number 2 he was like on fire, like, this is amazing, let's change people's lives, like, let's go out right now and help people. And they're like, you can't, you're not certified yet. He's like, but I have a thing to change people's lives. Like, but you're not certified yet. He's like, so he got annoyed, so he like left the event center, walked across the street, I think it was like to an IHOP or a Holiday Inn or something, and he started grabbing people and was like, let me do NLP on you. He's like fixing them and like changing people's lives legitimately. He went back, he's like, hey guys, last night I went to IHOP and I changed all these people's lives. They're like, you're not certified yet. They're like, but I have a skill set to change people's lives. And then they kicked him out of the program, which is crazy. Now if you read almost any NLP book to this day, they're like in the introduction of the book, they're like, there's this guy named Tony Robbins who made NLP famous. Tony never got his certification, by the way, but he's one who now they all reference. Oh, this guy named Tony Robbins, like, he uses NLP. It's like, he got kicked out of the program because you guys wouldn't let him actually, like, use it. And but he's now the guy who, like, made it famous in the world, right? And so yeah, just go do it.

It works too. It works on Jack Black.

Shallow Hal.

I have the permission. I have the permission from Russell Brunson.

And one other thing too, I joke about this chicken and the egg thing. Do you think that you're more likely to get a TED Talk right now, or once you have some case studies and like some results?

Oh, I'm absolutely— I already submitted for the TEDx Talk. So if I'm not getting in January, then I'm starting off.

Yeah.

Well, don't wait till January either. You just start doing this. It's just going to qualify you even more.

Go out to the Holiday Inn and change people's lives. Slap some, some spatulas on them.

Waffle House.

Oh, that's awesome.

That's absolutely— yes, I'm going to do that.

I have to give her a hand. Great job. Fantastic. Oh, I love it.

This is like day 4 of the event. Raleigh Tires is like—

you're getting the truth now though. Yeah, I mean, you were the whole time.

So hopefully that's all right with you guys.

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Clayton, who we got next?

All right, we got Jonathan Mitchell up here.

All right.

Welcome back.

Hello, hello, hello. My gosh, I love it. Just the golden nuggets and so much levity.

Love your group, Russell.

All right, so the question I have, the follow-up questions— and by the way, the last question will be about creating movements, as I indicated. So in the new YouTube ad campaign, Oh, okay. Once we optimize our current YouTube campaign, we do plan to launch a second YouTube ad campaign to offer access to our new free school community and training so as to increase our email list to first-gen families. We'll then run webinars to enroll these members to our coaching program. So my first question is, in the new YouTube ad campaign, can you suggest how we can present our offer for our free school community and training?

Yeah, super easy. So check this out. HangoutwithRussell.com. That is our— where we drive people for school. That video at HangoutwithRussell.com is also our ad. Right now it's costing us $10. Wait, is John here? I think it's $10. $5. It's costing us $5 to get somebody to register for our school group right now. It's that video as the ad which pushes to HangoutwithRussell.com. We're averaging $5 per registrant. And then the school group, the goal of the school group is to get people to the Selling Online event. And so that's the funnel for us, right? Which is crazy because right now it costs us— to get someone to register for this event right now, what was the price? It was like $100? It's like almost like $100. It's under $200 but over $100, yeah. So for us to get a registration for the Selling Online event, it costs us, again, it's like $150 or something-ish, right? So right now it's costing us $5 to get someone in a school group. So we're doing the math right now. We're trying to run it this next month to see, but we'll find out. So it'll be $5 per register, so if we get— how many? What's 5 into 150? What's the math on that? 100 people?

It's 30.

30 people? Yeah. Okay, so 30 people. So if we get 1 out of 30 people to join the school, if they join us in the Selling Online event, it's actually cheaper for us now than to drive ads directly to the Selling Online event. So obviously they're different funnels, but that's the metrics and the math right now that we're playing with this month currently. So we just started testing like a couple weeks ago and it's like, This is crazy, it's costing us $5 to get a school, right? So join us in the school. So we don't know the numbers yet on how many, what percentage of school people join us on selling online, but that's the, that's the metric of the funnel. So next month we'll be optimizing that really heavily. So that's how I do, like, just copy us there, hangoutswithrussell.com, make your version of it.

And yeah, got it, got it. So I just reread the script that the marketing agency gave us for the video ads. I noticed that their framework contains the hook, 2 secrets, obviously strategies, and an offer. But I noticed there's no story. So I didn't— when I read it, okay, I recorded, there's no story. So when I re-record the video ads for the second campaign, should I use my origin story even though it will increase the duration of the video ad?

Yeah, so it always depends on like where the ad is running. Like for Instagram, you're trying to do a 60-second ad, it's gonna be a faster version. But if you're on YouTube, you can do— I mean, some of our best converting ads for this event, even like 5-minute video ads, it's like 5 minutes of me telling the story, teaching, stuff like that. So you can, you can go longer form in ads and it still works. In fact, a lot of times nowadays, longer form video ads with more content in them are doing better for us. So for sure you can do that.

The final question, and this is the one that is the dearest to my heart. One of our missions is to counter the Supreme Court's ruling that banned the use of race in admissions. This year, enrollment of minority students dropped significantly at the elite colleges. Our goal is to counter that. And we know the framework. We've been doing this for over 15 years. How would you suggest to build a movement around that?

Hmm. So the political side's hard for me because I I have a belief that politics and government can't do anything. So I feel like they're the worst-run business in the world. So like trying to affect change there, I don't think is even possible. So the question is like, how do you affect it on the other side? I think it's creating people, right? It's you developing people who can get in and do the things. Like that's what I'd be focusing on. Because I think you could kill yourself trying to create something that's going to create a movement that'll change governments. I don't think it'll ever— I don't know.

That's not the intention at all.

Okay.

We're building— we've built for over a decade young people who are going to continue to get into like the most elite colleges. So we have the framework, the mindset training, everything, you know.

I think, I think you lean into that story. Like now you've got— like now you have a thing, right? This like this in the expert speakers are called title of liberty. Like here's the title of liberty, here's the thing that you're going to rally. Like it becomes a rallying call for you guys, right? It's like I would leave my message like Did you know that on this date the Supreme Court did this? This is why we should be angry, and this is why we should care, and this is why now we got to step up and like, you know, like show you it's decreased because of this. Like, we're not gonna let that happen. Our people are different. Like, come into our community, come into our tribe, and like in our tribe we've got X amount of people that are getting admitted and that kind of stuff. And like using this whole us versus them, like that would be the play because again, it's not going to change there, but now you can, you can use that as this rallying call to get the people to to come to you so then you can help them. And now you have a metric of like, hey, as a whole, it's, you know, admissions have gone down this percentage in the country, but our people have gone up. Like Stacy Martino does this really well in the marriage industry, right? Like if you look at the divorce rate across the country, it's this, but inside of our program it's this, right? And that's the thing you're trying to show. That's really cool actually. I love that. I would tell that story 100 times over to get people angry and riled up up and, and motivated to like to beat the odds.

I love that. You know, it is like the elite colleges enrollments have dropped, but in our community, okay, they've actually increased. We've got even more kids getting okay to go to dream college.

Love that.

Thank you. Very cool.

Love it. Awesome. Thanks, Jonathan. Give him a hand.

Cool.

Let's go with a new person. Who we got, Clayton?

All right, we have Pat Goetz here.

Pat, how are you?

How's it going?

Hey, I'm doing good, Russell. Thank you for hosting this online event, man. The knowledge and golden nuggets you guys gave through this whole event was amazing. I was not expecting as much from you guys that you guys did, so thank you very much. I got a huge mission I'm on. I'm actually a First Nation Algonquin native that's actually becoming the youngest chief of my reservation. So I built this company, Hunting for Greatness: The Native Ways, and it's to promote, reconnect humans back to Mother Nature, promoting our heritage and culture to the world because I'm from Canada and Canada, Indigenous is the foundation of our country. Like, that's the original people and everything. And so I've spent the last 4 years building my funnels, building my business and everything up, and I've hired— like, I wish I would've found you prior to me doing all this other stuff because it's cost me a lot of money and took me a lot of time to actually find people that were good at making the funnels and stuff. And so my, my stage I'm at right now is I have the funnels, but like after going through your course, I've learned so much more that needs to be implemented in with the funnels and then the one-to-many presentation. So I'm now trying to build everything up, uh, uh, to what I've learned from your online course. And with me having the funnels, and the only thing I need to do right now is work on, uh, the webinar, uh, the one-to-many presentation, what would your advice be right now for me to focus on and just get, uh, get all the things together, tied, and get it working, uh, for it. Because I do have the base, the foundation. I just missing that one piece now on the webinar, and I just want to make sure I, I nail this perfectly, uh, to get it out there.

Cool. Well, as— so that's awesome, first off, and super cool mission and everything. I love it. I would say a couple things is number one is it's something I built a bunch of other stuff. Don't stress about it right now. Sometimes I get people come to my world and they're like, I've learned so much, and they're trying to fix like all the past stuff right out of the gate, and then they get so overwhelmed in that, it's just like, ah, and then they, it just kind of fizzles away, right? So I would say it's like, go back and fix those things later. Like, focus right now on like the new thing that's gonna be the driver that's gonna fix that, then learn it in a way where you can like perfect it, right? So, and again, the process I would follow if I would use the same process to take everybody through the Prime Mover Foundation program, right? Step number 1 is like, okay, what's the offer that we need to create that's gonna be the one-to-many offer that's gonna crush, right? That's module number 1. It's like figuring that out and getting the offers. Like, hey, this is the offer, it's gonna be this price point, it's gonna fit, this is the new opportunity we're introducing to people, this is gonna be the first thing, right?

So, Russell, I do have already my offer and that with it. Uh, so I'm like, I'm on that like next stage, uh, prior to the offer. So I already have my offer. I already have like, uh, what I'm like, my mission is all about in that. Now it's to, uh, perfect your webinar, like your one-to-many presentation. Cause like, uh, this was the first time I've actually even heard about this process.

Right.

Very cool. Well, and then step 2, the module 2 then is like going through and like creating the thing, right? It's like, for me, and we talk about this during the training, like, module number 1, the whole thing is we're just creating the offer stack slide. Like, that's the end deliverable from the entire first event. Second event is all about figuring out the head, like, the hook for the presentation and the 3 secrets, right? So by the time the first 2 modules are done, excuse me, you only have, what, 4 slides, 5 slides done? It's basically 5 slides. Those 5 slides drive the entire rest of the thing, right? So it's like you're building a house, it's the foundation, it's the things like that. Now we have that. And then after that, every module after that, it's like, okay, origin story, building the origin story, building out slides. Okay, now it's secret number 1, building it out, building out slides. So instead of like taking and like filling in the details, and then by the time it's done, you've got the presentation, then it's creating the funnel, the launch presentation, and then it's off to the races. And so that's kind of the steps in the process, but that's the structure, you know what I mean? So if you've got the offer, now it's just going through and like building the presentation around it. And then roll it out and launch it, man.

All right. Thanks, Russell. Greatly appreciated, man.

No worries. Thanks, pal.

Let's give him a round of applause.

Yeah, very cool.

All right, Clayton, who we got?

So cool.

Next up, we have Whitney Prude.

Whitney, welcome back.

Thank you. Am I unmuted?

Yep.

We got you.

Okay, so my, my next question is just follow up to what I was asking previously. So when you said in terms of my weight loss offer, instead of rolling someone into a coaching program to have like, you know, $200 offer, $150 offer, like what do those offers look like in like companies that you've seen that have been successful to break even on the front end before they're, you know, enrolling people into their higher ticket like coaching offers?

Yeah, so Kaylin's— so what Kaylin's was, and again, top of my head, I don't remember specifically. It was basically— so she had the app. It was like, it was an app that they created through— I think Goodberry was the company. And basically in the app, it gave them like recipes, workout plans, and all things like that, right? And so the app was $27 a month if you signed up for a trial. It was a free trial for 7 days and $27 a month. So when they got to the webinar afterwards, it's like, hey, Lifetime access to the app. So that was the big thing, lifetime access to the app. And then they were just figuring out other— everything else was digital things. It was like, I can't remember, but there's like 10 different bonuses. Like one's an ebook, one was a recipe book, one was a workout plan. Like they're all the different things that someone would want in the weight loss market, like all the deliverables of something like that. Another good one, if you look at Fit to Fat to Fit, Drew Manning. Drew Manning, I was thinking Drew Canole, yeah Drew Manning. So Drew Manning is fittofattofit.com, I think, and he's the guy who like gained a bunch of weight, then lost it, then gained it, anyway, but same thing to me, his old offer was a ketogenic offer, so it was like, here's the ketogenic weight loss plan, then there's the ketogenic recipes, and then the ketogenic, so just all the things you would need to be able to like get that first result, but it's like, we're handing it to you and then you kind of do it on your own, right? 'Cause look at like the progression of offers, like look at my world, like the first thing offer I sell someone typically is a book, which is like, here's a book, go read it, you're on your own, right? And it's like, hey, the next level, like moving up a value ladder, the second level is like, cool, if you want more help, then we've got the home study course, which is like, now it's like there's videos and interaction, more case studies, and take you to the next level, right? Next level then is like group coaching, and then, and then one-on-one coaching, then masterminds. We're taking them up a thing like that. So typically like that offer is like, here's a bunch of cool things, like, but you're on your own, good Good luck, hopefully you can go and execute on it. And then what most people do is they get it, they go through part of it, but then they're like, I need accountability, I need coaching, I need— so it solves the— it gives them the information they need, but then the next thing you're selling is typically accountability, it's coaching, it's the next level of it, right?

Okay, so like with mine, when I bring them into my coaching program, we'll customize like a nutrition plan for them. So we don't want to do that in the front end offer. The front end is just like, Hey, here you jump in, like you can track in the app, here's some workouts, here's like a meal plan, some recipes, like, yeah, go figure it out.

Yep, that front end is more generic, here's all the stuff you need, good luck. Uh, back ends are more customization, accountability, coaching, stuff like that.

Okay, and so then I have one other, one other question for you. So I mentioned that I had published a book and you have like this book funnel where you do like ship it, book for free, but you pay shipping, whatever. Like, what are the logistics of that? Like, how do you even— if you have to like pay for the book itself but then shipping, you know, like, how, how does this even work that you even, even break even?

Yeah, good question. So, so the logistics is like, everyone always asks me, what's the book— what's the print-on-demand book producer you use? There's like, there's no good print-on-demand book publishing. Like, print-on-demand's way— like, they charge you $30 a book to print on demand, right? So what happens, you end up going, you buy 1,000 copies or 500 copies or something, right? So you print a bunch of them. There's a lot of sites you can do it at. Like, Amazon's got CreateSpace, there's 48hrbooks.com. You can do it— there's a company that you hire and they just— they print 1,000 or 500 or 100 of them, and you ship them. Like, well, you ship them yourself, but you can ship them out of their shipping warehouses. You can ship them to who will ship them, right? So there's the book cost. But again, the book funnel, you know, like the book you lose money on. So if you look at any of our book funnels, it's like when someone registers, they buy the book for $7.95 shipping and handling, but it cost me that much just to print the book, right, and ship it, right? So you lose money to addition. And then there's an order form bump, usually for like an audiobook or a course about the book or something. There's another upsell, usually for $97 $297 where there's something else, right? So there's different offers that try to get you to break even. One thing that we're shifting all of our book funnels to right now— we've had some guys in our inner circle that are crushing it with this— but like this challenge right now, this challenge is gonna become the upsell for most of my book funnels. So someone will buy the DotCom Secrets book, and then the first upsell will be like, hey, how'd you like VIP access to the Selling Online Challenge, right? And they sell that as the thing. If they say no, they'll downgrade just general admission tickets and that'll be the offers inside of our funnel, because they buy the book, now they're gonna come to an event where we can make the next offer. So it's always looking like, how do you create a funnel in a way where it monetizes itself, but it sets them up for whatever the next thing is you're gonna try to sell them as well. You know what I mean?

Yeah, so a book is basically just the flashy object to get people in, and you're making all of your money on the one-time offers.

100%, yeah. There's not money in books. But there is like, you get customers, right? People raise their hand, they come in, especially people who read books. People who read books are the best buyers because they've spent so much time with you, right? Like we talked about earlier, like someone watches 8 hours of your videos, they're more likely to buy. If they spend 3 days reading your book, they're more likely to buy. So it is good in that, in like turning somebody into a customer, but there's not money in the front end at all, yeah. The money comes in the next thing you sell them.

Sure.

Okay, thank you.

Yep.

Thanks, buddy.

All right, Clayton, let's keep it going, brother.

All right, next up we have Clive back. Clive, thank you for the follow-up.

Uh, my question is, when I want to win a Two Comma Club Award, um, like you talked about the guys, the financial guys that won the Two Comma Club Award, but, um, in order to win that award People have to pay me money through the funnel, but I just offer a free consultation because we get the money from the insurance. And when I do this webinar, do I have to scale it in that way so I can feed my employees? Because I have 50 employees in my company. So those are the two questions because I cannot win Because I just want to— yes, this is the first question.

I'm sorry, got a little bit—

I know that works, right? So I think this is sometimes hard. Like, the funnel is the top of funnel, right? And sometimes in that funnel it comes down to a book a call or a one-to-one conversation. So the way we usually handle like the Two Comma Club Award is if somebody— think of like you're in front of a, a jury or something. Can you explain how this customer came through that funnel. So if it does go book to call, you can just show, hey, here's the registrations for the webinar, we booked a call. We'll usually just ask for some of those. But it does have to go through a ClickFunnels page. So it's pretty easy to do. We have a whole application, that's not unique. But it does have to come through the funnel.

And the other thing you think about, like with Brad and Ryan and those guys, like they sell a course on the front end. 'Cause it's not just I'm selling financial services, like I'm teaching you guys how to rise up and live free. Like that's their mission, that's their thing. So it's like, it's more than just financial services. That's one component of what they're selling. So people are buying in, they're buying into this movement, this product, this course, and inside the course they do teach financial services and they sell insurance and other things like that, right? Like I know Garrett Gunderson, he's got a coaching program. I paid him $25,000. $12,000, you get access to him and his team, and then you give the team— the team's like, cool, you got to buy financial services here, and you get— you set up your ESOP through here, you set up your thing, and they just connect you to all different pieces. But you're paying them for access to all the other financial services they have. And so there's other ways like that where you monetize it up front, and then you—

your—

the back end become all the financial services too.

Okay, so I understand it right that they sell a coaching and maybe they can use also these clients for also for the consultation because that would answer my follow-up question. I could reduce my ad cost because I can sell them also some valuable knowledge with that teaching product, with the information product. Is that right? And the second question is you talked about copy the webinar. For example, if I have 50 employees and they have also some managers and stuff. How can I feed them? Should I copy my webinar or should everything go through my webinar, which I have to do it actively to feed my employees? Because my goal is also to feed my employees because I'm not alone.

Yeah, I wouldn't teach— I mean, to teach all your employees how to do their own webinars would be a nightmare. Yeah, I say you do the webinar and you're pushing people to the next step, and then that's where I'm assuming they come in and they, they're coaching or helping or doing fulfillment, right? Okay.

Okay.

Yeah. Perhaps they can be the ones that are taking the phone call. When somebody books a call, are they all going directly to you?

Um, the idea is I create leads so my coworkers can call, call them and do the consultation.

Another thing you do is simply a round robin, right? If you do book to call, then it goes and you have a list of people who wanna book a call, then they can call them back or whatever. And just round robin it.

Yeah, put them on a calendar and it's like, yeah, all the calendars together.

Yeah, and just feed them evenly. Or, but if somebody's closing better, you figure that part out. But that's pretty easy with the book to call.

It's—

and the frequency is like depending on how much clients I get in one webinar. Uh, for example, I, I live in Switzerland and maybe for somebody in that niche it's possible, I don't know, to create 2,000 people for a webinar, but I think somewhere is the gap and I have to figure out where is the gap. And from then on, I should figure out what is the frequency because of my employee, because I have— you know what I mean?

Yeah.

I think volume to your webinar though, like if you can't feed that webinar, obviously you do it less frequent. You know what I mean? But there's also power in just doing it over and over and over. So that's kind of another chicken and the egg thing.

Yeah.

And what kind of funnel would you recommend me for, for that?

Webinar funnel.

Webinar funnel.

Yeah.

Okay. Thank you very much.

It was helpful.

Awesome.

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Should we go to the new person? I saw a new one come in. I want to make sure that they get theirs answered as well.

Yes, let's do that.

So next up we have Jason. Jason, what's up?

Hey, what's your question? I am not on mute. Look at that. Hey guys, uh, first of all, just want to say thank you. Um, I'm, I'm a little bit newer to this community. I've been following you, Russell, for probably 4 or 5 years, and I've always wanted to get into this, but I was really into my, uh, other business. I had an Amazon agency that I, um, did for 12 years, and I just sold that a couple years ago, and I'm finally done with them and, uh, retired for, you know, 6 months or so, and I was going crazy. And, uh, so I got all these ideas and I, I got 3 new businesses that I'm, um, planning. And, and anyway, I, I, I need some direction, man, honestly. That's like, um, I'm obviously a little bit new to this I'm also in Utah. I actually went to high school with Ben Kehr. So that was super cool to see. Yeah, Viewmont High.

What's that?

The Viewmont High, right? Yeah, Viewmont High, dude. Class of 2000. Anyway, so I have basically 3 businesses. I have this Nature's Approach business that's like, it's hot and cold rice packs. It's kind of generic. One of my clients gave it to me. But I'm not like super into that, but it's a good business. It sells well on Amazon. And I'm trying to figure out how to sell it off of Amazon. And I'm trying to like figure out how do I use what you're teaching to do that, to do that off of Amazon. And I'm just confused about that. It's not really my passion. But it sells well. I've tried some different things off Amazon and everything's failed. My website sucks, all that. So I don't know what to do there. My second business— I'll just tell you these real quick— my second business I'm just about to launch is called Little Links. It's a little youth golf club. It's an oversized, like, massive golf club, and we are producing our first 4,000 units, and I'll have them in the next couple of months. And the idea was, um, it's for like ages 2 to 6, and the idea was to mainly sell it on Amazon. But like, this has opened up my mind to a new possibility of like teaching parents, because I always have parents like, how did you get your boys into golf? We're a big golfing family. I have 5 kids, 3 boys that are competitive golfers. And so like, I feel like Maybe that's a way. I don't know if there's a big market for that. That's one of my questions, like, how do I find if that's a really good market? I want to teach little kids, like, through videos how to, like, just the basics, the fundamentals. I have a 6-year-old that is legit prodigy. He's so good. He wins all these tournaments. And so I'm thinking about getting him on there and, like, teaching the kid— the parents, like, how to get their kids into golf. It's just different. Um, so I'm really passionate about that one. I love I love that. I'm excited to do that. I love golf.

Do you have a specific question around that one, Jason? What? Do you have a specific question around the golf one? Maybe we can focus on that one real quick.

Um, well, one of them is like, I know this is a lot of this is around training and I have a product and I know I've seen, you know, you can maybe this is like super basic, but Everything I've heard so far is about like training people and coaching people and like how to do that and not just like a physical product. I'm, I'm planning on designing a lot of products for kids and, um, you know, getting them out there. But I assume there's funnels for that.

Yeah, for sure. I'll jump in. I got two ideas for you. So number one, especially like on the rice bag business, anytime you're trying to migrate from Amazon to a funnel. The person who's the best in the world in our community of that is Trey Lewellen, and he's inside your ClickFunnels account. There's, like, he's, he is a, there's a, there's two One Funnel Away challenges. One's for e-com and one's for experts. I teach the expert one, Trey teaches e-com. It's a 10-day challenge that's just, like, you log in and just watch 10 days worth of videos, and then he does Q&A calls every Tuesday. And he's the best in the world at e-com, so I would, like, have you or some of your team plug into that and just go watch Trey's 10 videos, plug in, but he's the best on the planet, e-com funnels. So like rice pack, all kind of stuff, he'll show you how to blow those up really, really big. So that'd be like for those kind of businesses. For the kids sports, like that kind of thing, 100%. Like I think there's the e-com version where you could just sell the thing, but I do think that there's a bigger business where again, especially if you're gonna be developing other products for that market and for those things, like 100% I'd be focusing on how do we build a movement, how do we build an offer, how do we build build something that's helping parents and kids or something around that, right? And then creating presentations where you can get people coming in on the coaching side, and then inside of that world, then you have all these other offers, physical products that help facilitate that, right? So I mean, without knowing too much more, I wouldn't know exactly how it all fits together yet, but that'd be what we're trying to figure out, right? How do we turn this into a movement around— if it's parents and kids, if it's— what's the commonality amongst the products that you want to develop? You know, like, what's the movement we create around that? And then from there, it's like, okay, now we know that. Now what's the offer that gets those people in? What's the presentation to bring them in? And you have a really unique thing. We have the same thing when I bought Brandon and Kaitlyn's LadyBoss business, right? They have the info product coaching that brings people in the world, but then the majority of money came from the supplements they were selling to these people, right? So there's like the physical products that fed into the info coaching business, and that yin-yang is what gave so much profitability to that company.

And how do I figure out if there's really a big demand for that? Getting your kid into golf? Like, it's been really hard for me. I've spent the last 10 years like figuring out like what to do, what not to do, but like how do I really figure out if that— if there's a good market for that?

A lot of it comes down to like, uh, you know, this is like Russell Brunson 101 funnel hacking. Like, what are other— like, what's the market look like? So I know the golf market's amazing for a lot of things, but I've never seen like for kids, you know. So I think I'd be going out there, I create— look in the golf market, what's happening, other people doing something similar, they're not. You know, and that's how I'd be kind of going out initially, is just like testing the water.

The last, last thing is I got to get this out there. The third opportunity is— and I, I especially want to tell you guys because we're, we're both members of the church, um, Mormon, if you will— it's about genealogy. I'm actually just a sales rep for this guy, but he does professional research, um, for basically mostly for the member of the church, but but really anyone that wants to do genealogy. And it's like totally new. I don't know if you've ever heard of that before, but I became a client myself about a year ago and it's been totally amazing. And I gotta be able to talk to you more about this because I wrote yesterday that I will sell Russell Brunson this, this genealogy professional research. But, and I thought like, how do I create a a funnel and a perfect webinar for that. Like, that's— I would love to sell that one-to-many, and it's starting to come together, but like, it's so nichey, right? You got to be like pretty much member of the church. Like, I just don't know, like, is that too nichey? Like, I do— I just have to trial and error it.

Like, what do you think? Could you— I mean, genealogy is not just a church thing. Like, is there a bigger market? I don't know. I don't know what the offer actually is. So the offer is you give them some names.

So the offer is basically professional research. You're paying like just an hourly rate to have them clean up all your lines, all your— they go into FamilySearch, they clean up basically up to 12 generations, and then they start doing original research where they're finding new names, new ancestors, and then going, you know, they they reserve them and you go do temple work. And it's been totally amazing. Like, I love it, but I, I'm not that good at it, so I hired them to do it and they found hundreds of names and it's, it's been an amazing experience. But yeah, so the offer is that bigger ticket item. Like, they just pay like on a quarterly basis, um, however much research they want done, and, and then you meet with them every quarter and you basically go over the results.

That's cool. I mean, it's the same, it's the same game plan, right? It's just, it's figuring out what's the offer look like, writing webinar. It comes back to the framework Chris keeps saying, right? Um, you know, the Mormon LDS market is a huge market with a lot of money. So it's like, you don't have to— I mean, it's a niche, but that's what we want. We want niches, right? So we can target the people. And I think you create a presentation that shows that, like helping people understand the value in it and then, you know, creating a desire. That's the whole game, right? Creating desire, What do they need? What do they want? And then reverse engineer it. Like, what's the offer gonna be? Cool. What's the false beliefs you gotta break? You know, everything we talked about, it's just reverse engineering and plugging it into that offer. So it's the same process. So I would say, for you, as you said you jumped into the program already, I would look at that, like picking either the kid one or that one. Like, pick one just to learn the whole process on. Because if you try to do two at once, it's gonna be like twice as complex to try figure out. Like, pick one. Like, it doesn't really matter. Just if it's, if it's the genealogy one, cool. It's like, just do the process once because you're gonna go through a process once and you'll learn it. And then it works, doesn't work, doesn't matter. Now you, now you have the skill set, you can do it over and over again. And, you know, genealogy is like very much like at least a tangible— like, you know what it is. The other one seems more fuzzy still, like, I don't really know how this fits in. So maybe do the genealogy one and let's go through the process, go through the modules, creating everything through there, and just roll out and see what happens. And I'd be up up for buying that. I want to buy it for two reasons, actually.

I'm—

I have all my old dead authors, I'm buying all their books, and I want to do genealogy on all of them. So you're going to upgrade me on like a 500-pack of all my favorite people. So mission accomplished, you sold Russell!

Let's go!

Yes, perfect!

We'll see you then.

Thanks, Dad.

All right, all righty, Clayton, should we take this one new one?

Yes, let's do it.

All right, so next up we have Chef Sagar.

Chef, how are you?

Hey, Russell. Thank you so much for all the amazing value that you have provided. Yeah, I was a chef in 2000 till 2017. And after that, I burned my bridges. I logged in with my old account. So still show chef. Okay. So first thing I ever learned Building online and something was on ClickFunnels. So that was the first platform I ever used and stick with that since then. So just to give you a little bit of background and context. So I started my online journey with affiliate marketing and running Facebook ads. And then I saw all the gurus are making more money with teaching the programs. So I started to build my own program, then I sold a couple of that, then iOS 14 changes, et cetera, happened. And I realized that I was not making enough money, so I stopped teaching that. Then I looked for public speaking myself and I did that. Then I started running public speaking courses. I have been doing them virtually, and I'm going to do them in person from next October. No, sorry, this October. And in terms of creating online courses and selling, I've been doing things on and off. I've done two cohort at high— not high ticket, I mean mid-ticket price, which is $3,000. But I realized that with ad cost and conversion, I wasn't really converting a lot of people. So I wanted to pick your brain here. So making courses and teaching people how to sell programs, I have two ideas and I'm a bit in a bit of conundrum. The first one is make a low ticket offer with which I already built the funnel, etc. $34 product with order bump, one-time upsell, and then second OTO. And then once they've gone through the small ticket program, then, you know, upgrade to the $10,000 program. Which is high ticket, or just stick to the high ticket model, you know, do the webinar, which I found like for me it was turning out to be expensive. I would do everything by myself, just have one VA to help me with this. Or could I do something like in a school community, put my all people from public speaking leads and Online Course Lead together, give massive value over there, and then upgrade them. So, or it could be like I focus only on speaking part of it and teach people how to do webinars because I do webinars. I've been doing them for a while.

Okay.

Or take that side of the business, something of that sort.

So what makes you the most money right now?

Public speaking does.

Like actually doing public speaking or teaching public speaking?

Teaching public speaking. Okay, how much do you charge for that? So my basic level program is $497 US, that's the beginner level, and then $1,997, which is $2,000 for the higher ticket one. Cool.

So this is what entrepreneurs like to do. We have this thing called ADD where we do something and it's successful and then we move to something else. And I don't know, I do the same thing, so I understand it. So this is not a diss on all of us, but we have this problem. And what's crazy is like if we just stop every once in a while and like, what's working? And then we just like shift all our focus back on that, it would probably work even better. Because right now we have one thing that's working and then you have like 8 other ideas for things, and all of those are great. So like school group's great, this is great, like all All of them great, they all could do good. But when you do all of them, then none of them become great, they all just kind of drop, right? And so I'd be like, if something's working, we're getting traction right now, it's like, cool, put on blinders, shut everything off, and just focus on public speaking, and let's see how much we can grow that. Again, back when I first launched Millionaire Circle, everyone came in, almost every single person in the circle had 8 businesses, or 10 businesses, or whatever. And so when I forced everyone to do the very first year, I'm like, you gotta pick one baby and kill all the rest.

They're like, what?

But I love all my babies. I'm like, I know, I get it, I'm the same way. We gotta kill all the rest, focus on one baby and one baby only. And then, so I try to get everyone like to focus on creating a webinar, creating an offer, one of many presentations, and let's launch it. And so they would all do that, we split all the focus, and everyone create an offer, webinar, they launch it, and they come back like, I made $100,000 on my webinar, what's next? I was like, cool, you're not allowed to do anything else until that webinar's made at least $1 million. It's like, but what if I wanted to do— Stop, you have something that works. Just focus on that until it's made at least $1 million, then we'll have the conversation. And they would fight me and fight me, and finally go back and they do that. They get a point where they did the webinar, got to $1 million, they come back, hey, made $1 million, what's next? I'm like, now you're gonna take that webinar and get it to $10 million. They're like, but I wanted it, like, I want it, I'm like, no, like, you have something that's working. If you proved you made $1 million, that same thing will do $10 million if you just keep focusing on it. And it's like this weird thing we want to keep, like, as soon as we're like, okay, we did it, what's the next thing? It's like, just focus. Focus on the thing. So I would say, you've got something that's working, like, until that thing makes $1 million, don't do anything else. Just optimize, tweak, optimize, tweak, optimize, tweak. When it makes $1 million, then you're gonna ask the same question, I'll tell you to do that till you get to $10 million. And again, I'm taking my own advice here, like, we literally just killed like 5 businesses last month, and I'm like, I'm doing the same thing, I keep bringing new businesses in, stop Russell, stop, just focus on the thing that's working. So, that's what I would say for you for sure.

Okay, thanks. Russell, that makes my focus very clear because I had different coaches and, you know, I've been trying to do multitasking and, you know, I like to build it then test it a little bit and then burn shitload of money and then try another one and then another one. And in this market there are like heaps of models. Yeah, yeah.

So I was telling you that to you, but I was telling it to everybody else because everyone here has got this thing. Everyone's like, oh no, I got to keep kill all my babies too. Like, this is not just for you, this was for everybody. So everybody, that's the advice.

Let's give Chef round of applause.