Rapid-Fire Strategy Session: 24 Q&As in One Hour

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Each one's its own little house and we have the whole resort booked out and we're having the Mastermind meeting here this whole week and it's insane. We just got done with day number 1. It was the most beautiful, coolest things ever. And on top of each of these little houses, there's a spot where there's like a bed and a fire pit and like you can look up and look at the stars. So that's what we're doing right now. We're on top of this little house looking at the stars in Sedona, Arizona. Anyway, it's been an amazing day. But I wanted to shoot you guys a quick message because as one of my faithful podcast listeners, I always wanna hook you up with really cool things and you may or may not know but last week we did an event and it was something we put together. It was just something different and exciting and unique. We launched it and it, the funnel is literally the highest converting funnel I've had in probably 5 or 6 years. And then the event was a, it turned out to be a 4-day event. It was a 3-day event Went from like 9 to 5 teaching people how to sell online, how to increase your sales. And went everything from like story selling to breaking false beliefs to rewriting the perfect webinar to which funnels to use, how to get traffic. It was like one of the coolest, anyway, one of the coolest events I've ever done. And the feedback afterwards was insane. In fact, we have 450 people have submitted full-blown testimonials after the event about how great it was. It was awesome. So good that we're actually gonna be rerunning this. I'm gonna do the event live again at the end of September. Attend the next one, I'm going live again, if you go to sellingonline.com, you can register. The event's $100 for a 3-day experience, and then what we did, you'll see it in the funnel, so again, you should go funnel hack me, 'cause if you wanna see one of my highest converting funnels of all time, you can go to sellingonline.com and see it. So number 1, go funnel hack it, go look at it. But number 2, the upsell on the thank you page is basically a VIP day. So day 4 is the VIP day where everyone comes on and Basically for $197 people can come and they can watch the VIP day and then for $497 they can come and they can actually ask a question. And what's crazy, again I didn't know until we got into it, but we had 144 people who paid to get a question answered. And so we're opening VIP day 4 and we're looking at all the questions and I was like doing the math, I'm like 144 questions, if each person gets 3 minutes, it ends up being like, I don't know, you guys figure the math on that. If we didn't have any breaks or if it was just back to back to back. Ends up being like, I don't know, 12 hours or something. And so we shifted it to give everyone 2 minutes. I was like so nervous. I'm like, am I gonna be able to like have someone ask a question and get it answered in a spot where like they leave fired up and excited? Like, I don't know if that's even possible. I'm like, but we have to do it. Worst case scenario, we'll do a second VIP day. I don't know, something, but like let's just try to do it. So we started at 9:00 AM. We opened it up and basically started doing Q&A. And so every person who had paid for the upgrade, They're all on a huge Zoom call. I saw their faces and they all raised their hands. We did the first person, the second, and the third. We put a 2-minute countdown clock. Ready, set, go. And so they'd ask the questions as fast as they could. I would try to answer as quick as I could. And we did it for 5 and a half hours, which is nuts. We stopped once for a 5-minute bathroom break in the middle, but then we skipped, went through lunch, kept going. 'Cause it's like, there's no time for lunch. We're not gonna get through everybody. And it took us 5 and a half hours to get through everybody. And it was one of the, I don't know. I think it was funny 'cause there's some people in the way, they go, oh, we only get 2 minutes to ask the question, da da da. By the time it was done, everyone was like, holy cow, that was insane. And people watching were just like, that was one of the coolest things. We got to see 100+ questions get answered. And everyone, you couldn't not be in that room and not get 1 or 2 or 5 or 20 ideas from just listening to everybody else's questions get answered. Anyway, a lot of people actually didn't ask their questions. They came out and they're like, you completely more than answered all my questions. I got nothing else. I'm like, cool, thanks. See you tomorrow. Anyway, it was insane. Obviously, I'm not gonna post the 5-hour Q&A for you guys, 'cause that's insane. But I thought it'd be fun to show you guys some of it. And obviously, everyone who paid for the full Q&A, you know, they paid $197 to go in to watch it and be part of the live experience, which is really cool. But I wanted to give you guys a glimpse of it, because number 1, it was really fun and really cool. Number 2, hopefully gets a couple of your questions answered. Number 3, hopefully inspires you to go to sellingonline.com, register for this next event, pay upgrade to get a question answered, and then, and then come to the VIP day at the end of September and come ask your question, which will be a lot of fun. So anyway, it was a lot of fun. So anyway, that's kind of the backstory of this episode. And what we're gonna do is we're gonna let you guys in on, I don't know, somewhere from 45 minutes to an hour worth of Q&As. You know, so you do the math, you're gonna hear 25, 30, maybe 40, I don't know how many questions we get in that time. We kinda did a cross-section of different questions. We thought it would be fun for you guys and hopefully give you some inspiration and ideas and help you get unstuck. But if you wanna learn how to master selling, one-to-many selling, like, Not one-on-one, I'm not a one-on-one sales trainer, I don't do that, but if you wanna learn how to do one-to-many selling, that's what this event's all about. So again, if you go to sellingonline.com, what a good domain name, huh? Selling online, sellingonline.com. You go there, for $100 you can register for the next 3-day event. If you wanna buy the upgrade VIP day and get your question answered, that's an option too, but you don't have to. Either way, I hope you join us for the next event. So with that said, I'm gonna leave this here, I'm gonna jump over to Q&A, and hope you guys enjoy the Q&A. A section of the Q&A from our VIP day at this last Selling Online event. Thanks so much, guys, appreciate you, and let's jump right into some questions. 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's gonna show you how to start, grow, and scale a business online. My name is Russell Brunson, and welcome to the Marketing Secrets Podcast. I've been doing this for a long, long, long time. I remember the very first time I joined a mastermind group was Dan Kennedy's. I paid $25,000 to be in this group. Dan Kennedy wasn't there, it was Bill Glazer. Anyway, I got there, and I remember when I had my moment, I got on stage, you have a chance to like ask your question. I remember I was so nervous and excited, and I asked my question, and it was like, it was fine. But what I realized I didn't understand is that the value I got was literally listening to everybody else's questions. That was infinity times more valuable to me than anything else. And as I've been running masterminds now for a decade, where we bring people, they pay anywhere from, we have $25,000 mastermind, a $50,000, $150,000, and $250,000 one. The consensus consistently every single time is every single person's like, I got more value by listening to other people's questions than I did actually getting my question answered. And so that's the biggest thing to look at this, like, yes, a bunch of you guys have a chance to answer a question, I'm pumped for it, I'm here all day, we are ready to rock and roll. I told my wife, like, we're going until I pass out or until we get all 144 questions answered. So I'm here for that, but just realize that like, a lot of times the value's gonna come from like listening to the other questions and getting the ideas for other stuff. And so yeah, that's kinda the game plan. Sometimes I may elaborate on an answer where I might be like, I'm gonna go longer 'cause I know that it'll serve everybody. If it's like, oh, this is very specific, I go an extra 2 minutes, 3 minutes, It's gonna help even more people, and sometimes it'll be faster. So we'll just kind of go play it by ear and see how it all goes. But I'm excited for today. I feel like I'm in my living room hanging out with you guys. So I'm gonna be super comfortable. I hope you're okay with that. I told Russell, I said our first question is gonna appear by the end of the day. We're gonna be like totally like leaning way back. We got our microphones on too. That might not be easy. All right, so should we— are you ready for question number 1? Let's go. Should we get on the clock? Okay. All right. Yep, we're ready for this, everybody. So this is our very first question. We have Kim Irwin coming on. 2 minutes to ask Well, it looks like there's two, two people there, so they will ask their question. You guys should be unmuted. The time is yours. Kim, ask your question. Good to see you, by the way. Russell, this is my husband Sean. We're doing this together. We are very involved with SOS. Um, we love SOS. We are actually— Justin has probably told you about us— we were working on a corporate initiative with that, and our big question for you is this: since we are working with companies, how would you drive traffic? We're trying to figure out how to capture the attention of companies on a larger scale. Like, would you do webinars, live events? Like, We're trying to capture— Yeah, what would you recommend? Yeah, great question. So look at this, um, you look at the companies that have done what you're trying to do, right? It's like, um, Franklin Covey, Tony Robbins, and Dean are launching a version right now. So you have to understand, like, the— when you're trying to get a company to buy something that goes out to a whole bunch of people, it's tough to do a webinar or something because the people, like, the decision makers aren't necessarily the end users of the thing, right? Decision makers might be the HR person, might be whatever. So for me, it's like If I knew what that was, I would go back to like Dream 100, like Chet Holm style. If you read The Ultimate Sales Machine, right, it's like, you figure out here's the 10, 20, 30, 100 companies that would be dream ideal, where again you get one, the one person, whoever the decision maker is in the company, if you get that one person, it becomes, you know, 100 or 500 sales or 1,000 sales, whatever. And that's how I would start focusing on it, and literally going to LinkedIn, finding those people's names, and then start creating a campaign where I'm like, aggressively targeting them from direct mail to phone calls to all this kind of stuff. And then you can get those people onto a webinar, but it's different. It's gonna be really hard to go buy ads to target the person who's the decision maker inside of a company, right? It'd be more so on my side. It would be like a LinkedIn play, Dream 100, aggressively attacking those people to get their attention. And then from there, it could be a phone call, could be getting them on a presentation. Um, but that's kind of the way I would, I would start targeting it. Perfect. Thank you so much. I appreciate you. Thank you. Excellent. This is— that was awesome. 2 minutes, we got it. This is gonna be the hardest thing though, Russell, is your answers, like, in time, because you have so much that you can elaborate on. But I think you'll have time throughout the day, like, as these questions come, say, I can build on that. All right, Miles, who we got next? Yeah, next up we have Anuma Earth. Anuma, good to see you. Uh, hey, what is your question for Russell? Hey, my question is, I have a $97 membership, a $12K certification program, and a $15K mastermind. I wanted to know what What is the number one thing I should focus on to scale to $10 million the fastest? Very cool. And I signed up yesterday. Awesome, we're excited to be working with you. Thank you. So, there's a couple of ways to look at it. The way I look at it, like, I had, before we launched ClickFunnels, we had a, I had a $10,000 offer and a $25,000 offer, and we did well, like it was growing, but it wasn't until like ClickFunnels came out, we had a $1,000 offer that we were doing these webinars every single week, and it was consistent, it was growing, and it was like, It was growing this base of fans really, really big, right? And so what happened though that I wasn't expecting is that by doing the $1,000 offer, all these people started popping up to the $10,000 and the $25,000. And almost overnight, those things got filled up to capacity like that. But it didn't come from me driving traffic to the $10,000 or the $25,000 offer. It was having the $1,000 offer that I keep driving more and more people to. And what happens is you get more customers, it builds that anticipation, it builds that pressure, people have seen you serve, and all of a sudden that audience, now it pops up to the next level. In fact, if you look at what we're doing right now, with the school group, right? The goal of the school group is to have this really cool group that we're providing tons and tons of value to get more people to want to start popping up, 'cause like, this is so valuable. So if it was me, I would focus on the, you said the $97 a month offer, is that what it was? I would make like a, do a webinar, something, a year version of that, like, so 12 months for $997 or whatever, make a really solid offer there, and focus all the ads and the effort there, knowing that's gonna build this like huge groundswell of people now who are then gonna want to naturally send up to the other ones. And, um, that's why I would— if it was me, I'd be focusing on that. Okay, thank you. Which, which I think is perfect too that you signed up for Fountainhead as well. That's what we're going to go through, is focusing on how to build that presentation to do like an annual product for that monthly membership. So you're in the right place. Awesome, awesome. Thank you. Very cool. Cool. All right, Miles, who else we got? Awesome. So first off, I will pronounce names wrong, so please forgive me in advance, um, but our next one up is Kay Nwokorada. Hi Kay, how are you? Hi, how are you? Good morning. Can you hear me okay? Yeah, yeah, we can hear you. What's your question for Russell? My question is, so I just recently found out about Russell like 2 weeks ago and Myron, so I'm completely new to this, um, and, um, I'm still struggling kind of, uh, identifying my perfect avatar. So from there, I also wanted to know what would be my top priorities knowing that I'm starting completely from ground zero. Very cool. First off, congratulations on finding us early, because some people find us like 3 years later, like, I went through all this crap before I found like what was real. So happy for you. So the biggest thing, um, I always tell people, like, traditionally who your dream customer is, is you 5 years ago, right? Because you figured out some results, some kind of process you're having success with, and so you're coming back to that person. So for me, it always starts like me going back 5 years ago, like, where was that 5 years ago? For me, for example, whenever I'm creating an offer, I think about when I was a kid, everyone called me Rusty. I didn't know my name was Russell until I was in second grade. But as 12-year-old Rusty, I was obsessed with this stuff. I was ordering junk mail, I was reading it, and I was obsessed with how to make money when I was a 12-year-old, right? So I always think about 12-year-old Rusty. So that's who I'm, whenever I'm writing an offer or creating something, like when I was doing this event, I'm like, what would get 12-year-old Rusty to wanna go buy this thing, right? What would the offer, where he would go beg his mom and dad, so my parents, I would go beg them for their credit card 'cause I had to have this thing. And that's the lens I create. Every landing page through, every offer we're creating. And so if you have, I would think about that, like what were the things 5 years ago that you were, like you would have been crazy, like I want, I need this, this would solve all my problems right now. And starting there, and then from there it's like I would go start finding some of those people and start serving them. Just for free even, like go find someone and say hey, this is the result I can help you get, let me start helping you. And like get some reps in of like actually serving someone to help them get that result. And then from there you get the confidence, like okay, now I know how to do this, now I can turn this into a framework, I can turn it into an offer, I can turn it into, to something else. That's how we get started, is, is really jumping in to start serving some people and, uh, and getting that confidence and belief in yourself from there. Awesome, thank you so much. Yeah, great question. Awesome. All right, Miles, let's keep it going. All right, up next we have Kit Peng. Hey Kit, how are you? I'm good. I've been so excited for this for the whole entire year. I'm like, yeah, yeah, well, let's have it. What's your question? So the bottom line, the bottom line question is basically, uh, Russell, how would you sell this, or the marketing, or the funnel Let me give a little bit of context. So I help executives overcome public speaking anxiety. So we have a product when they finish watching a presentation, it's a lecture. Afterwards, they break free from public speaking anxiety. There's no practice, no, no working on speaking skills. It's basically a lecture. So how would you sell that? Do you charge for lectures? Lecture free right now? We charge for it. We charge for it, but it's been very far-fetched for people in the past because it is just a lecture. Most people don't even wanna pay for it because it's very far-fetched. Very cool, I love it. So the actual lecture is the tactics to break free from the thing, right? So I always look at like the tactics are what you're selling, the strategy is what sells the tactics, right? So I would do a presentation that literally is just like, how to overcome your public speaking fears and anxieties, da da da, right? And have them register for a web class or for whatever. And I don't think it needs to be super long. I might even structure more as a, I guess it depends on the price point, but potentially even a VSL or something, but you're going through the strategies, like explain, here's the what, this is how it works, and then from there you're selling them, okay, sign up for the presentation, then go through and you tactically deliver it. And if you have a high success rate, you can always look at like risk reversal, how do we reverse the risk? Like for example, Funnel Hacking Live right now, if you look at the sales page, people can go in, they put their credit card in, they attend the entire thing, and then after, if it works, then they pay. We call that an invisible funnel. You can use something like that, structure it off that way, where it's like, hey, this works, we know it works for everybody. If you don't believe us, test it out ahead of time, go sign up, go through the experience, and then we'll bill your card afterwards if it works. And so those are a couple quick ideas. What do you charge? What's the price point for the lecture? Uh, $997. Okay, yeah, I think doing a webinar selling it would be— I mean, that's how I would— I mean, obviously I'm a webinar guy, I would tackle it with a webinar. I think that would— That would work. And just focusing on the strategy behind the lecture, and then obviously you're selling the experience of the lecture for them. Got it. Okay. Thank you. I got more questions, but no time left. Thank you. Thanks, Kit. Thank you. Who else we got, Miles? All right. Up next is Carmz Fung. All right. Hey, Russell. Hey. Super excited. 1 AM over here in Sydney. We'll be seeing you for Funnel Hacking Live too. Oh, very cool. What's your question? Looking for clarity on my one thing. So, uh, NLP trainer, 15 years accountant, got financially independent at 34. Should I lead with the NLP thing or go more broad? I'm currently getting traffic from my personal development book club, which has had celebrity authors coming in, but that traffic's kind of drying out. So how should I best pitch that? I find that I'm bringing awareness to NLP, but people tend to be going to my competitors. Oh yeah. Um, yeah, I mean, NLP is like— I love NLP because it's like, it's this unique thing. It's like a black box. People hear about it, they don't really understand it, and there's a lot of intrigue and curiosity behind it. What I would try to do is like, um, it's like, what's your version of NLP that's different, that's interesting, that like— because again, it's like, there's the world of NLP. It's like, this is like, there's a world of funnels. But if I'm doing funnels to how to create a one-to-many presentation inside of a funnel. Like, the more you niche it down, the more, um, the more you become unique and they're going to come to you versus everybody else. That'd be my question is like, how do you reframe this? Because obviously you're probably teaching all things NLP or doing all things NLP, but like, what's, what's the genre inside of there that's unique to you that you can, you can create your own opportunity? Yeah, like a new opportunity inside of that that becomes unique to you, you know, where now you become known as like, this is the person who's NLP for so-and-so or through this process or, you know, some, some version of that. Do you have any Do you do that right now or have any idea what that could possibly be? Yeah, so I'm actually helping people do online businesses right now, and I do video challenges that work really well. So 7 days, 7 videos, and they get heaps of confidence from that. So I tend to lead with that and then try to get them to the next thing. Very cool. And do you brand with NLP, like using that as part of the— for now, I don't know if I should. That's why I'm asking the question. Or if I should, you should. I think it makes it more unique and more interesting. 'Cause something in the challenge is okay, but saying like the NLP mind hack, that, that, you know, whatever that thing might be, that creates more curiosity and intrigue and sets you apart from any other online marketers just teaching online marketing. You know what I mean? Okay, thank you. I love that, very cool. I even think like what most people won't tell you about NLP or something like that, like something that drives you. Yeah, the lost secret, or like I was studying the founder Bandler and he found, in one of his memoirs, I found this thing that nobody else knows about. Come to the webinar, I'm gonna show you what it is. Like I'm always looking for like that little hook, it's like, Whoa, what is the thing? Yeah, yeah, awesome. Great question. All right, up next is Sandy Jankovic. Hey, hey, okay, she's got a new— which book do I read first? Which one do I read first? This one, this one, or, or this one, or this one? Oh, very good. Well, in the context of what we've been talking about for the last 3 days, I would read Expert Secrets. Expert Secrets is the one that's going deep into you helping for your calling, create your offer, um, you know, figuring out your presentation. All those kind of things are inside Expert Secrets. DotCom Secrets is all the funnels and things, but for the context of this event, I definitely lead with Expert Secrets. Okay. Now, part of that question is also how do you market these books? What keywords do you use to market these? Because that's what got me in on one of your webinars was the book, and I forgot how you marketed it to me. And then what kind of keywords do you use to market your webinars or your books or your products? Because I got both. I'm a real estate investor and I own a boutique. So I'm gonna have two different, 'cause you said that yesterday, you can have several different funnels. So I'm gonna have two. So how would I market those? Yeah, so I'm not, I mean, we do drive some traffic keyword-based, but most of it is, it's interruption marketing. So it's what we're doing is we are targeting audiences, right? So it's me making an ad and me being like, hey, this is Russell, get a free copy of the book, blah, blah, blah. And then we're targeting like Tony Robbins' audiences, targeting Grant Cardone's audience. So we're targeting audience of people who are similar demographics to the audiences that I want to sell to. Does that make sense? Yes, it does. So are you going to their websites and then finding what keywords or how they're using and copying them? Is that what you're doing? No, we're just going to Facebook, Instagram, YouTube, all the ones you can go in there. And when you, when you buy an ad, it asks for interest, like what are the interests of the customer you're looking for? And so we're just saying the interests are Tony Robbins, they are personal development, they are, uh, people who want to be coaches or consultants. Like, you do that for a little bit and then the algorithm starts learning who you're looking for and then it starts finding more and more of those people for you. And so the Traffic Secrets book actually goes deep into that as well. So the third book in the series is Traffic Secrets. That's right. After you get Expert Secrets, it's done, right? It says— rather than like— I'll get it the next series. Yeah. Or again, if you guys need to go check my competition and do what they do. Yeah. Yeah. Great. Okay. Thank you. The competition is already targeted. I already congregated these people together for us. And so it's like, I don't have to go reinvent the wheel. It's like, cool. So for me, I said with the whole Dream 100, I talk about like you build the Dream 100. The Dream 100 are all these people that already have your people congregated, right? They're already listening to certain podcasts, already on just certain email lists. So it's like we're finding those places and then we're getting our ads out in front of those, in front of those audiences. Awesome, great, thank you. Thanks, Sandy. With Venmo Stash, a taco on one hand and ordering a ride in the other means you're stacking cash back. With Venmo Stash, get up to 5% cash back when you pick a bundle of your favorite brands. Earn more cash when you do more with Stash. Venmo Stash terms and exclusions apply. Max $100 cash back per month. See terms at venmo.me/stashterms. All right, Miles, who else we got? All right, up next we have Jeffrey Levy. Jeffrey, you ready? Jeffrey, what's happening? Yeah, but, um, uh, Russell, love you, I think you're the best marketer in the world. Um, I'm starting a new digital direct marketing agency for— agency for nonprofits where I want to do one-to-many marketing. Um, and I already had one client. I'm a Freemason Um, so I did something for the Freemasons. Um, how do I get more clients and what tactics should I use? Should I aggregate all these nonprofits together that I can find and do a webinar, for instance? Um, that type of thing. And what do I say to them? And if we have time, if you can pitch it. So you're going after— so your dream client are nonprofits, is that correct? Make sure I said that's correct. Very cool. Um, I don't— I've never marketed directly to the nonprofit market, but I'm assuming that you can target them on ads. I'm assuming there's probably directories, there's probably newsletters, there's probably industry guides, stuff like that. So like, that's what I'd be looking at is where are these people already congregated so we can go and market to them. And then the biggest thing I would do is I would share a success story. Like, that'd be my, I'd be like, hey, free case study showing how I did, how I helped one nonprofit do blah, blah, blah, blah, blah, insert result here, right? And a case study, and I'd be targeting, like free case study funnels work so good, but targeting a free case study funnel They can then push, so, and that free case study could be on a webinar, right? It could be a video sales letter, whatever it might be, and then you're coming back, you're doing the same style presentation we've been talking about for the last 3 days, right? It's going through that. So my 35-second pitch, so, what's up everybody, this is Russell. If you have been, if you're a nonprofit trying to figure out how to grow your company, I'm gonna show you guys a free case study of how I took one nonprofit, we switched from doing one-to-one sales to one-to-many sales, and through that process we helped them to get $2,365 new customers, adding an extra $2 million to the bottom line. It lasts in 30 seconds. The first thing I'm going to teach you guys is the framework. The first framework is— yeah, but some version of that is kind of how I would try to pitch it, is showing that case study, the result they got, and then for them, they see like, holy cow, like, I'm not getting those results now. They watch case study and then boom, boom, boom, all the rest of the stuff comes afterwards. That's great. So I should aggregate a bunch together and do a— Yeah, super. Like I said, love you, you're amazing. Love this seminar. Thank you. Thanks for the job, Jeff. Thank you so much. All right, who's next, Miles? All right, up next we have Mark Share. Hey Mark, let's hear your question. Jeremy? Yep. I, you know, I've got a difficult situation. I don't know if you can help me. I hope you can. I'm a doctor, but I do have Parkinson's syndrome, Parkinson's disease, about 5 years ago. I have problems speaking, so I don't really want to give webinars. I don't really want to do that sort of stuff. 2 things. What can I do? I'm a doctor. I want to use that somehow so I can get higher ticket items. What should I do? Great question. So I have a friend who has a really, really, really thick English accent, and he created a webinar and nobody could understand him. Nobody would buy from him, and he just— it was frustrating. But the webinar was really, really good. So he literally took his entire script of him doing it, he got it all transcribed, and he hired a voice actor to do the presentation for him. And the voice actor nailed it, and he ran that and became a $10 million a year webinar. So there's— that's something you definitely 100% you can do. You hire someone to do voiceovers, um, to, to give your presentation. Um, I've seen that work more than once. Do I say that it's— that that's not— what do I do? Do I pretend that's me, or what do I do with that? Um, for him, he kind of did, but you could do— what we did is when we did the road stuff, like, I had a group of people that went out and did this. Russell created a presentation, and we used a lot of his stories. I could still go online on stage and pitch this entire thing in Russell's voice. But I kept saying, hey, Russell asked me to be here because of X, Y, and Z. He couldn't be here. He wishes that he could. But let me tell you some of his stories. And it worked really, really well. Yeah, so you definitely— you could hire someone to do that as well, to be your— like I said, we had 4 or 5 guys traveling the country doing my pitch, and, uh, it worked as well. So good. All right, thanks. Look, I gave time to that last person. Thank you very much. This is great. It still sets you up as the attractive character too. Still use your stories and your face and your product and so on within that webinar. I think that's awesome. Yeah. Appreciate it. Thank you so much. Thank you. Excellent. All right, Miles, let's keep it going. Up next, we have Jason Mitchell. Jason, what's your question? Good to have you. Hi, how you guys doing? You guys hear me? Yep. Perfect. Yeah, my question— I'll make it quick. My question is, uh, kind of twofold. One, about market research. When you're going into a new market, because I do a lot of consulting for different clients. So when I'm going to a new market, I want to know what is your, your best hacks or tips in order to find the competition that you're going to go ahead and funnel hack and offer hack? And also, what are your thoughts about building— obviously everybody wants to build a business with recurring revenue, and what are your thoughts on basically just building a business that is 90% all focused on, um, subscription-based, um, products and services with maybe a few one-off products and services to get people in the door. Cool. Okay, I'll address both of those. So number one, uh, the market research. So what I do typically, and I do this in every platform a little differently— like YouTube's a great place to do market research. So I go to YouTube and actually I go into incognito account and I create a brand new YouTube account, brand new email address, to brand new everything. And I come into that account, I log in as if I'm a brand new person. I start thinking, what would me, if I was searching for my end product, what would I search for? I start searching for different things and then the videos will start popping up And I click play on the video and I watch the entire video all the way through. And I see what videos show up next, and I click on those. And if you start doing that, we spend a week doing that, you know, 30, 45 minutes a day doing that, all of a sudden every single person who your dream customer wants, like YouTube's algorithm is so smart, they will hand deliver you, here's every video that your dream customer wants. I subscribe to all those channels, I start watching them, start following their links, and within a week I know every single person in the market. I do that on YouTube, do it on Facebook, do it on Instagram, and just kind of that's how I start finding the people really quickly. The other question, that's my business. Like ClickFunnels is my core business. My core business is a continuity program. 80% of my revenue comes from that, but on top of that we do events, we do offers, we have courses, other things. And so if you want to go deep into how we do that, there's a book, there's a free book if you go to, I think it's thelinchpinbook.com. The Linchpin Book teaches how we do continuity as the core offer, and then we're using all these other things to fill continuity and to sell all our other products and services. Perfect. Great. Thank you. Yeah, thank you. Great question. All right, Miles, let's keep going. All right, up next we have Jackie Burge. Jackie, how are you? Good to see you. Can you— what's your question? Great. I'm doing great. Thank you. This has been awesome. I have a question, and I hope it's for everybody. I can see that you've really invested in school as a tool for your people, and I'm assuming it's like to keep everyone engaged, to avoid people dropping off and also to upsell. What are the top tips that you would share with us about how you're using Skool and how are you promoting that tool? Are you promoting it in your offer stack? Are you adding a value to it? If that's a question. Yeah, so this is new for me, obviously. We just, we, I went back and forth between, like, ClickFunnels has a really cool community platform, there's Circle, there's Facebook groups, all these other ones. I wanted something that was separate from Facebook, that's kind of why I decided Skool initially, and I wanted to have a ton of groups, and so with all the other ones I'd have like log in and out of all these different places, so I picked school because I think if you have more than one group, school's a great place because your customers can have access to all of them in one spot. If you look at the offer stack I made yesterday, two of the parts of the offer are school groups, right? Conversation Domination is a school group, and One-to-Many Mastery is a school group, so we're doing those things together. And then my plan right now is the free community that you guys are all in right now, only people in there right now are people who came in through this challenge, but again, we're doing the same challenge next month, and next month we're gonna start promoting it, You'll see like all of my front end social media, we're switching all the call to actions from me pushing different places, like literally it's gonna be, I'm on social media teaching an idea, like, hey, you wanna hang out? Come hang out at Russell.com, we're gonna be, we're hanging out, going deep on this topic. And just keep bringing people into this front end, and then once a month we're doing this live 3-day event, and so the school group will be pushing people to the 3-day event every month, and then hopefully sending people up, and that's the working game plan right now. I have no idea if it's gonna work or not, but that's the hypothesis I have right now that I'm running with, and we'll kinda go from there and see how it goes, so. Right. Thank you. That's helpful. Awesome question. Fantastic. All right, Miles, who we got? All right, up next we have Marlon Mills. Marlon, what's your question? Great day. Thank you so much, Russell. Well, I teach salsa dance in person to build confidence and transitioning to online teaching. So what strategy to effectively market and demonstrate the value of physical skill-based instruction in a digital course or membership? I'm not sure, course or membership. Uh, for audience, I was gonna ask general versus affluent, but you answered that. With who I was 5 years ago. Very cool. So the question is like, how do you capture what's happening in a live classroom through a course? Is that what you're kind of saying? Yeah, to effectively market and demonstrate the value of physical skill-based instruction in the digital format. Gotcha. I think the biggest thing is like, I look at like social media. I think what you do would be really cool socially, because you can keep showing these clips and showing the stuff and showing like the before and the after, the confident, you know, the bad, the good, the confidence, like all kinds of stuff socially. Pushing to a course, pushing to a webinar where you're doing it. And then I would, if I was doing a web class, a webinar to promote it, I wouldn't do it like me behind a computer. I would look at like Tim Shields, for example. He goes to the side of the Grand Canyon and he does his webinar from there. Like with you, I would do your webinar in your thing, like showing, demonstrating, talking, like actually doing the webinar like as if you're in a live class. 'Cause it feels different, it feels exciting that they're able to see it and experience it. But you're still following the same structure, you're just like, alright, secret number 1, We're going, whatever it is, secret number 2, you know, you're going through the process in a live class-style environment. That would be fascinating. I have a friend who's a hypnotist, and his webinar, he gets people to register for a free hypnosis session, it pops up, it's him, he's like looking in your eyes, and he's doing a hypnosis session, doing the perfect webinar while he's hypnotizing you, and then he pitches at the end. So like, doing your thing through the webinar is super cool. I think for what you're doing, salsa dancing, would be the coolest webinar in the history of all time. So that's what I would do for sure. Thank you so much. Appreciate it. Great. I totally want to see that webinar. Keep going through the link. That's the link. I'll register. My wife would buy that in a heartbeat. Date night. Yeah, we got miles. All right, up next we have Lazar Lazarovsky. Hi, Lazar. Good to have you. What's good, man? Most people get that wrong. Nailed it. All right. So this is kind of a 3-part question, but I think you could answer it pretty quickly. Um, if, if I was running a beta test, how long would I run it? Um, what is the best platform to host your webinar? And what would you charge to help someone create a webinar if you weren't well known after running this beta test? Okay. Um, so question 2, We use Zoom for webinars right now, for the live webinars, and we use WebinarFuel for the automated webinars. So those are the two tools that we use for all of our webinars. I think they're the best, especially Zoom, people know how to use it post-pandemic, so that's an easy one. Number two is the beta test. The question is how long would you run the beta test for a new offer you have? Honestly, there's a really cool positioning when you position some of those beta tests. I'd almost call the beta test for as long as you can, just 'cause it's a unique thing. Like there's, it's the benefit of like, This is a beta test, she's getting it before anybody else, you have a chance to beta test this. So it is a strategic advantage having a beta test. So I don't think it has to be like a week or two weeks or six, you know, like, I would use it for as long as it keeps working. Like when we first launched ClickFunnels, for a long time it was like probably a year or so, it was like, we're beta testing this new software, and everyone was like, felt like they were in the inside, and after a year I was like, I probably should change this, 'cause no one's gonna believe it's a beta test now that we're a year into it. And then the third one, so how would you charge for a webinar if you don't have, don't have this credibility. So if, um, if you were helping someone build a webinar, helping someone do what you're doing, but you weren't well known, what would you charge them for that? What's a reasonable price? I would charge equity in it. I would be like, hey, I'm gonna do this thing. I don't know if it's gonna work. It's not gonna work. I've never done this in the past, but I'm having a good time with it. This is the deal. I'm gonna create this for you. It's a new income stream for your business. How about this? We'll split the money 50/50. If it makes no money, no harm, foul. Makes a lot of money, cool, we both make— we both win. And like, that's how I would negotiate. Because for that, I'm guessing for the person, it's a new income stream for them, for their existing business. And so it's not like you're taking some 50/50 away. Maybe you can't do 50/50, maybe it's 20/80, maybe it's 10/90, but I would charge equity up front the first couple deals because then again, then you got skin in the game, they have no risk on their side. And then after you get one or two of those successful, then it's easy to come back and be like, I want $25 grand, I want $100 grand, I want, you know, whatever that might be. Okay, awesome, man. Thank you so much. Great question. Lazar's smart, dude. He got 3 questions. That's fast, yeah. All right, Miles, who do we got next? Up next, John Wheeler. John, how are you? What's your question? Good. Hey Russell, I'm niched down in a small market, so I work with high school basketball coaches. I teach one specific offense that probably reaches about 5-10% of my market. So, um, I am trying to either scale that up— it's a $47 a month membership or $470 a year. I've got, uh, 3— I've got 3 or 4 Dream 100 that market free events, and I use the Lynch pin to get them into the into the membership, but we also split the VIP so that way I can pay them and I can get members on the back end. But I'm trying to decide— I'm chasing my tail so much trying to decide, do I need to run ads? Do I need to, um, do a DM strategy? Do I need to, uh, go create content? All different things that I want to do, but I'm also trying to scale or to climb markets, basically get into a bigger opportunity, like create another membership that can create— that can talk to the other 90% of the market. Like more of a general sports, general basketball. So, John, what's the specific question? I'm to another market where I'm speaking with, uh, or working with players as well. So trying to find markets with different membership models. But I wonder what you would do, niche down in a small market and how to scale. Should I climb bigger markets? Should I go all in, uh, and try to focus on my 5% of— and it's already a small market, and then, uh, and they're— I'm working with high school teachers, they're not very wealthy either. So Yeah, it's tough because sometimes you're in a pond that's this big and it's not that deep. Like you say, they don't have a ton of money. So I think for you, I keep doing what you're doing, obviously don't change that. But I think definitely I would uplevel the market just because you're going to need eventually going to need more bandwidth. And it's, you know, it's just eventually the pond's too small, you run out of fish, right? And I've seen that in business I've done in the past, like potato guns, like great market, but tiny pond, right? It's like you run out, you're like, ah, I want to do more. So I think going up a market, but especially if there's a way you can go up market that, that it's like all the stuff you've been doing, it fits together so that way you're not like have to reinvent everything. Or maybe that becomes a backend or just some other version of it. I'm not a big fan of like starting a whole new market, everything's different. It's like, how do I create something where my efforts in both things will both feel the same thing, right? Yeah. And that's why when I climb into the next market, I'm also switching them into another vehicle. Hey, you run this other offense, this other defense. Hey, you can come over here and go into my larger Right. Um, uh, Inner Circle. And you can monetize— yeah, yeah, great question. Does Jacob Hiller— does Jacob Hiller still do the jump stuff? I'm not sure. That's— I, I think he's still there, but I don't think he's active. He was working for some other company when I met him last time, so I think he's more like doing the marketing side of things more so than the actual product. But I haven't seen him for, for a little while. I bought that back in like '07, '08 when I was coaching. So great question, John. Thank you so much. Miles, who do we have next? Up next is Sean Artisan. Sean, let's hear your question. Good to have you. Hey, it's like just blew my mind that I'm actually talking to Russell. Anyway, so I have a cybersecurity company and what we've been doing is giving away our like advice for free to families and individuals so they can't afford it. That has— we're 3 years old, but I'm learning now that the 3 secrets, yada yada. How do I— where do I start, right? Because I don't technically have a product as so much as advice. Um, but how do I take, you know, do I need a funnel first? Do I need to, like, I got your linchpin book, but I'm so confused because I didn't, I don't think I started in the right place. So where do I start? What's my next move? How do I turn this into conversions? Because you're not selling physical products, you're selling, are you selling a course? You say you're selling advice. What exactly, what's the end deliverable? It could, yeah. So like, yeah, it's like, it could be a course, but it's like advice. Like you get my hacker brain to help you secure your technology for your families. But people don't know how to do it right, and they're doing it wrong, and their kids are getting exposed to harmful content. And so I just want to stop all of this and help families protect their kids and protect, you know, themselves. So there are products, but I want to get them the advice first and then get them to the products after they trust me as a, you know, cyber advisor. Cool. I would 100% go webinar, I think, because the webinars give you a chance to get people on, give them advice, uh, serve the people who can't afford it, but also the people who are able to afford it, how they're going to send up. And if I was you, I'd probably have two levels. I'd have like, hey, if you guys want, there's a course for whatever, a couple hundred bucks you can go buy and go learn it yourself, or for X you can have me do it. It's way more expensive, both are great options. And then what happens is like, you're able to serve everybody. All the free people come in, they get the value from the webinar. Those who can afford a course get the course, and those who can afford you get you. But it just, it makes the funnel so much wider and so much bigger. So I would just focus on that 100% if I was you for the next 6 months. [Speaker] So do I buy the ClickFunnels subscription and put the webinar in it, or do I build the webinar which is a ClickFunnel? That's confusing to me. So the webinar, you build the webinar separately, and then as soon as you got that webinar done, then you need a ClickFunnels account to make the registration page, you plug that into a Zoom account, whatever, and then that's how it works. So I'd focus right now on just getting the presentation figured out, and then after that, plug them in. And again, if you're part of the Prime Mover Foundation we're doing, that's literally module number 6. So the first 5 modules are building out the webinar, module 6 is plugging in the funnel, and then we jump into traffic right after that. So yeah, it's the exact, exact process we take you on. Awesome. Thanks, John. Great question. All right, Miles, who else we got? All right, up next we have Silva Schroeder. All right, welcome. What's your question for Russell? Hello, Russell. Nice to be here. Yes, um, my name is Silva. I'm from Germany, from Berlin, the capital. Um, I'm a medical doctor, and my question is, or what I'm struggling with, is so far I offer one-to-one sessions with clients, with patients. And it's really hard in Germany because most of the people are in an insurance and they expect to get everything paid by insurance. And my goal is to develop, to scale up, and to develop programs, group programs for mental health topics, especially sleep medicine, because this is one of my really my focuses. Um, and what is your advice? How can I promote, how can I do the advertisement, because it's really hard as far as I see it. With business things it's easier because people want to invest in themselves, but with health topics they always ask why do I have to pay it. And I need people who are open and who are willing to do something for themselves. What can I do? What is the Strategy. Great question. So if you remember, I think day 1 or day 2, I showed a clip from Myron. He was talking about value. I think we have to be able to show in your presentation is what is the value of that, right? So the, the cost of inaction. So if they're looking at mental health, like if you have mental health thing and the cost of inaction, if you don't struggle with that, like if you, if you have mental health and you're struggling, like what if you lost your job? Like what, how much does that cost, right? What if that happens to you and you, it makes your marriage split apart? What's the cost of that? What if— so you have to like in the presentation start showing those things of like, and you're showing case studies and stories, it's kind of a negative thing, but like showing like, hey, here's so-and-so's my friend and they went through this, they had a mental health problem, and because of that they ended up getting divorced, which cost them this, and then this happened, this happened, like, and showing that path so they see like, man, if I stay on this path, this trajectory, this is where I'm gonna end up long term. And they show that cost of inaction, it's like, wow, this could cost me tens of thousands or hundreds of thousands of dollars, and right here I'm only selling this group coaching for $300 or $500, whatever the thing might be. It's showing the cost of inaction, and you have to take people down that path, and that's how you make money offers, how you're able to tie it back to money. Does that make sense? So Annie Grace, like that was the example that Myron showed in the clip with Annie Grace, she's helping people overcome alcohol addiction. And so for her presentation, it was hard for her 'cause she's like, she doesn't wanna talk about the negative sides, but she had to get vulnerable and be like, this is the negative side, you guys. If you don't do this, here's how it destroys your family. Here's what happens to your kids. What happens if you get in a car wreck? Showing, and like actually showing studies of people that had done those things, and then people feel like, whoa, that's these, these decisions I'm making now, that's what it could result in, right? And, um, so you got paid, you got to pay now or pay later. Like, it's way less upfront to pay than down here. You paid, it's way more. If you can show them that in the content of the presentation, then it's not difficult then to make that— to when you get to the money part for them, like, wow, I see the, I see the value of this. Does that make sense? Yeah, that makes sense. You think It should be easy, or it should be possible to bring people away from just to get something for free, which is okay, which is fine for the beginning. But then in the next step, of course, I want to have them paying for something. Yeah. You know, so far they always, they take the free content and then that's it. That's why you gotta have a great webinar. Yeah. You think about it, even with a great webinar, like a great webinar, let's say if I crush a webinar's conversion 10%, which means 90% of the people came for free, and only 10% bought, but that's okay, like the 10% is a million-dollar business, or multi-million-dollar business, so it's just understanding that, like, I see the whole world in a funnel, right, so, like, not everyone's gonna say yes, but the people who do, like, that creates the business, like, I remember Vince James had a book, and it was like, he built a $100 million a year business on a 3% conversion rate, so it was like, I made $100 million a year, even though 97% of people told me no, No. And like, that's powerful when you think about it. So it's just, it's coming down to like, yes, most people are gonna be freebie seekers, not take it. You only need 3%, you only need 5%, and those people are the ones who build the business and build the company for you. Great question. So we gotta keep moving. Miles, who do we have next? Hopefully that was helpful for other people too. We spent a little longer on that one, but I think a lot of you guys are struggling with that. Like, so the pain of inaction, and then understanding again, the funnel is the key. 100%. This episode is brought to you by Indeed. Stop waiting around for the perfect candidate. Instead, use Indeed Sponsored Jobs to find the right people with the right skills fast. It's a simple way to make sure your listing is the first candidate to see. According to Indeed data, Sponsored Jobs have 4 times more applicants than non-sponsored jobs. So go build your dream team today with Indeed. Get a $75 Sponsored Job credit at indeed.com/podcast. Terms and conditions apply. This episode is brought to you by Nespresso. Introducing VertuoUp. The latest in a long line of innovation from Nespresso. It's innovation you can touch, sense, and taste in every single cup. With a 3-second start, easy open lever, and dedicated brew over ice button, it's even easier to enjoy your coffee your way. Sip for yourself. Shop VertuoUp exclusively at nespresso.com. All right, up next we have our friend Cliff DeSebles. Hi Cliff, what question you have for us? Good to see you again. I remember Cliff. What's up, man? Good, good, good. It's gonna be quick. Um, Russell, what are the top resources that can help me get better at emotion, um, opening and closing loop? And do you think like having my own award would also help with emotion and all that? Very cool. Uh, the best stuff for emotion, honestly, like for me, it's watching really, really good storytellers and notice how they invoke emotion for you. So I like actually watching movies a lot, and whenever I watch a movie and I feel something, I was like, what am I feeling? Why am I feeling this? You start noticing how they produce things. Lamar Tyler, who's in my inner circle, he does it at events through music. So he has those events, DJs playing music, he's doing stuff to invoke emotion throughout different sessions. So you can use emotion. He uses music in his webinars. He has music play, he shows video clips. So it's like different things to invoke emotion. That's the big one. And it's watching people and it's like studying, like, what are they doing? How do they make, like, what'd they do to make me feel this way? Usually when I'm telling a story, if I want to invoke emotion, I'm getting out of the logical, like me telling you the steps of the story, and stepping back into how did I feel about the story, and then explaining the feelings. It's like, man, I was sitting there, I was so stressed out, like I felt like I had a 1,000-pound weight on my shoulders, and my hands were sweating, and like, it was just, and I start explaining what my body is feeling, and people have empathy when they're hearing, so they start like empathizing, like their hands will start sweating, they'll start feeling the pain, And like that's the things I'm doing is I'm not just explaining the events, I'm explaining how I'm feeling about the events in the story, and that's how you really invoke emotion. What was the second question again? One was award. Opening and closing loop, about the loop, opening and closing loop. Oh, closing loop, yeah. That one's just like, I've never heard people talk about that really outside of me, and like I learned it again by initially Mark Joyner, but then eventually I started watching reality TV, like watching that, and watch how before every commercial they hook you to the next commercial, at the end of every episode they hook you to the next episode. And like, I start watching how they're doing that, and I'm like, okay, what are the drop-off points for me? Okay, for me on a webinar, drop-off point, first drop-off point is like 3 minutes in. So I got 3 minutes to open a loop really quick. So I'm like, hey, what's up guys, this is gonna be amazing, this is what we're gonna be learning, don't forget at the end I'm gonna be giving you this amazing thing. So I'm like opening a loop quick, right? And then looking, okay, when's the next drop-off? Next drop-off's 10 minutes in, okay, I'm opening loop there. So I'm just looking at strategically where I'm losing people, I gotta weave in a loop, opening loop right before it, just like they would on TV, right before a commercial, They open a huge loop to make sure you stay for the 3 minutes of the commercial and come back afterwards. And so it's just looking at those pieces in your presentations or anything you're doing, like how do I keep people's attention? It's like right before those drop-off points, it's like I make sure I'm opening a loop and then closing it. And then ideally opening a new one before you close the other one so it keeps pulling people along for forever. All right, thank you so much. Awesome. Thanks, Cliff. Great question. All right, what do you got next, Brett? All right, next question is from Deval Shah. Daval, good to have you. What's your question for Russell? I've got two questions. So I'm an ex-consultant. I have acquired two trucking companies and now trying to create offer for these trucking companies. I mean, they do not do like bundles, software bonus, anything. So just kind of trying to think like what the 10x offer would be for these kind of business. And the second is, um, which is kind of higher, a better opportunity, which is acquiring more, more companies where I'm looking for sellers. So kind of what can be done over there. So that's it. Yes. The question is how do you create an offer for like who's the end customer then? Okay. So end customers are either manufacturers or wholesalers. So these are our dream clients. Okay. This is my answer. This would be very similar to the answer to the very first question. So when I'm trying to go directly to something like that where it's a very specific person, a lot of times it's hard to target those people online. So I'd be doing is coming back to like Chet Holmes Dream 100, 101. I'd read The Ultimate Sales Machine by Chet Holmes. I would look at that and say, here's all the people I'm going after. There's no number, and I'd be figuring out, hey, how do I find the end buyers? How do I find them on LinkedIn? How do I find them in different places? What email? I'd go to infoUSA.com, like, can I rent a physical mailing list of these people? And I would aggressively start targeting those people and start going after them through online, through offline, through phone calls, through direct mail, to start targeting. That's what I'd be doing if that was my company. Your second question is how to buy more companies, or how to get more opportunities? Yeah, the second one was to kind of find the people who are willing to, kind of looking to sell, or kind of motivated. I'll give you a quick answer on that one. It's just like, I would position yourself as the expert, someone who buys companies. Look at Cody Sanchez right now. Cody's got one of the biggest podcasts, it's blowing up. She's talking about how she buys little businesses and da da da da. And guess what she now has? Unlimited deal flow. Hundreds of thousands of people are sending her like, buy my business, buy my business. Like, they're just coming to her because She's the person. So position yourself as that person. Start a podcast, start talking about it. Like, I buy businesses here, I did it over here, I did it over here, and then people are gonna come to you. I remember this is a decade ago, I sent emails to my list saying, I'm looking to buy some businesses, if anyone's in, and this is, my list was tiny at the time. This is pre-ClickFunnels. I got like 600 or 700 people to fill like a 20-page application begging me to buy their businesses. So they're out there. Just you position yourself as someone who does that, they will come to you in droves. When I bought Dan Kennedy's business, I would say almost, not almost, I would say 90% of the internet marketing gurus who you know on the planet all messaged me asking if I'd also buy their businesses. Oh yeah. Like it was crazy. So just like, tell people you're buying them. It's like when I started buying old books, people were like, how do you find these old books? I'm like, when a seller shows up, or when a buyer shows up, the sellers show up, you know? Yeah, 100%. Great question, thank you. Who else we got, Brent? Alright, next question is from Steven Agron. Steven, welcome. What's your question? What's up? Here we go. So I have atrial fibrillation. I'm a former endurance athlete, sponsored athlete, triathlete. I've also worked in the industry for the past 15 years calling on the top surgeons, cardiologists, etc. in the world. I've written a book. I don't have a following. I've sold about 1,000 copies of this book on Amazon. I don't have a social media presence. Two questions. One question, two parts. Should I structure the book as a free giveaway to build a list to complement this targeting of the interests like you mentioned on Facebook, Instagram, which I'm going to do? That's the advertising side of it. But to get them to actually jump on with me, should I give the book away as part of my strategy to get them to opt in for my paid program, or should I stack that book with the offer which also includes other my other tactics basically, or do I— and so that would be, say, a nominal value product that I'm trying to get a volume on, or do I do one-on-one and share my tactics one-on-one with folks who are suffering from atrial fibrillation? There are no gurus in this space. It's 33.5 million people worldwide suffer from it. What would you do, man? Well, that's a good opportunity. So I am a huge, huge, huge fan of free book funnels. Um, I've built my entire brand and company off free book funnels. They are, there's an art and a science to them though, so it's not just like give away the book for free. Like if you go to any of my book funnels, so dotcomsecrets.com, expertsecrets.com, trafficsecrets.com, go and like go through the process, but buy slowly and notice, 'cause in each of those funnels there's like 5 different offers. And so it's looking like they buy the book for free plus shipping, then there's an order form bump for the audiobook, then from there there's an upsell for a $200 course, and then there's like, there's a process. If I look at any of those, 'cause they're all the same, The model's tried and true. I've been running that playbook for 18 years of my life. It works. So if you look at any of those and funnel hack it and then kind of model that, like that's what I would do initially, 'cause then you can start doing social media, pushing the free book. You can get on podcast interviews, pushing the free book. Like free book offers are one of the easiest ways to get publicity, 'cause everyone wants you to come talk about your expertise and then give away a free book. And so like it's one of the fastest ways to start growing your email list, start growing your following. And then as soon as people start buying your book, ascending people from a book buyer to a high-end coaching client, to mastermind, all the other things is one of the easiest things to do. Book buyers are the best buyers of all time, because they read, they, you know, so I 100% would look at, I would model that. So look at any of my book funnels, funnel hack 'em, create something very, very similar, and then get on every podcast, every radio show, every YouTube channel talking about your expertise, pushing the free book funnel, and you will have a list of 100,000 people within a year from now if you focus on that. Awesome, thanks dude, you're awesome, love you bro. No worries, I thank you. Great question, thanks Steven. Alright Brent, who else we got? Alright, we've got Kayla Lipinska. Hi, Kayla, what's your question? Welcome out. Hello. Yeah, super excited to be here. So I want to open new pathways to find people to really test my coaching program. It's a super beautiful, transformative program. And I'm really looking to find people who are ready and ripe. And I feel most of the people, if you offer it for free, they're kind of, you know, not really fully in. So that would be the first question. And also, how can I really spread this message? And what do I need to say to people like you to really find the people that I'm trying to reach? So who's your dream client? Who are you looking to reach? Dream clients are high achievers who are a little bit hindered and they don't know why, but they actually, if they focused on their connections and their relating life, their life would blossom in all the ways. Very cool. Do you have a podcast or social media? What do you do right now to kind of start getting your message out? I've been starting with social media and podcasting, and yeah, still the reach is quite small. Yeah. And then do you have somewhere you're pushing people to after that? Say again? Where are you pushing people to give you money? Is there— I mean, I have like an application form for the coaching program. Okay. Very cool. So if I was you, I mean, a couple things. Obviously, this whole event's about creating one-to-many presentation. I'm mildly obsessed with it. You're here because you wanted to learn that. Like, that's what I would focus on. Like, because again, you said a lot of people are going to be freebie people. That's fine. The freebie people come through the event, they watch the webinar, And what you'll find is interesting, some people watch the webinar 5 or 6 or 7 times before they'll buy. Like they're just nervous, they'll watch it over and over. If you sat down and said, okay, I'm gonna create a $500 to $1,000 version of what you do right now, of your coaching, you create a presentation for that, you start driving traffic, it gives you, even if 100% of the money you make from that $1,000 offer just gets dumped back into ads, that's how you can start growing and scaling quickly. Like social media's great, but it takes longer, 'cause it's like, you can't fuel it with money very well, you know, to really, really grow it.. But if you had a webinar now, you start driving traffic, start paying ads that, you know, what you sell in the offer will make the money back. It starts growing them from there. Your social media followers will grow, your email list will grow, and then the coaching program will explode because you have this baseline of people that are coming in that you can, like I said, flipping a switch. It's like, I know if I'm spending, you know, $1,000 a day in ads, I'm getting X amount of people. Like, it's just fuel to your business that fuels everything else on the backend. You know what I mean? I think that's amazing. I already committed, like, I want to do one webinar a week and just— Very cool. Yeah, take it through the year. Very cool. I wanna give you and everybody just one mindset thing. So people always ask me like, how much do I have to spend in ads? Like trying to figure out what's the least amount they can spend in ads. And I wanna shift the mindset. Like everyone here, your goal here should be how quickly can I get to the spot where I'm spending $1 million a month in ads? Like that should be the goal. Not like how do I spend as little as possible? How do I spend $1 million a month in ads? Because that's when your business is growing. Like if you spend $1 million a month in ads, like you're getting, you're adding hundreds of thousands of people a month into your webinar funnels, into your book. Like everything else will grow from that. And it's not saying just go dump a million dollars in ads, that's freaky, but it's like, if you sell a $1,000 course, spend $1,000 to push to your event, and if you break even and sell one of them, say cool. If you sell two, take that $2,000, dump it in ads the next week, spend $2,000. And then spend, and keep reinvesting the ad money, and you start watching this thing grow. And you know, ClickFunnels got to the point where we were spending a million dollars a month in ads, and it was just, it was like Christmas every day. It was just, you know, but that became the goal, not the thing that everyone, something everyone tries to ask me the other way, is like, how can I get traffic for as cheap as possible? How can you spend as much as humanly possible on ads? That's how you really grow a business. So that should be the goal. And hopefully that's a paradigm shift for everybody. So. Cool. Thank you so much. Yeah, very good. Good luck in the future. Congratulations. Thank you. All right, who we got next? All right, we next up we've got Val. Val, welcome out. Hey. What's your question for Russell? Russell. Hey Chris. Um, I didn't expect to talk to you in person today, so big surprise. Okay. I want to integrate the Perfect Webinar Strategy into my business. I have a copywriter who doesn't speak English and I need to teach him this method. What's the most efficient way to ensure he can write perfect video scripts and landing pages using this strategy? Wait, so what's the question exactly? You say you're doing it in a different language? Yeah, in different language. And I need to teach my copywriter to use Perfect Webinar Strategy. Oh, gotcha. So it's a different language, you gotta teach them how to use the Perfect Webinar Strategy. What language are you trying to do it in? Czech. Czech Republic. Do we have Expert Secrets in Czech yet? I don't know if we do. I don't know, that's a really good question. I don't think so, I don't think so. That's a great question. And they don't speak any English, I'm assuming, right? No, no. I mean, if it was— I mean, the easiest way is if you take any of our other trainings, the courses you have, there's some really good AI nowadays that does translation. In fact, we're looking at like potentially taking all of our YouTube videos and just running through these translation things to turn it in different languages. But you could take any of our trainings, run it through an AI translator and get pretty close to that. You know what I mean? Like that's probably what I would do out the gate. And then obviously you're probably gonna be a conduit of like translation of like, hey, this is Russell saying, how do we do this over here? This is what Russell's doing. Like, and looking at that translation point, 'cause I mean, you understand the process now, right? So that's just weaving your stories into that framework. Your experience in that framework. But yeah, that's probably the— I guess it's probably the easiest solution. Does that help at all? Sure, but it's a really complex strategy actually, and I was thinking what is like the crucial to tell him for a start, because he won't be like super excited, yeah, let's learn a new thing. I mean, the crucial is like the webinar framework, so I would like— I would take that. There's in the The free school group, I have the Perfect Webinar Training in there. So there's, there's like an hour-long video in there that's me just teaching the structure of the framework, which is, you know, origin story, uh, uh, secret 1, secret 2, secret 3, stack the close. Like, that's the framework. So an hour, you can learn that whole entire framework. Like, that'd be the structure. And then given the structure, then inside there you can weave your stories and stuff into the— into that structure. It's not different than any other copywriting, it's just it's, it's a little more strategic than what most copywriters do. Most copywriters just tell a story and try to make an offer. It's just, it's, um, yeah, it's just kind of like the next level, like, of what copywriters should be doing. So it's the best thing I learned, actually. So thank you so much for that. Yeah, no worries. Thank you, man. Great question. Thanks, Val. All right, Brent, who else we got? Let's keep moving. Next up, we've got Susan Knight. Hi, Susan, welcome out. What do you got for Russell today? Hey, sorry, I tried to unmute myself and you did it for me. Hi, Russell, I'm so honored to be to be here learning from you today. So about 6 months ago, I started— I launched a new business. Now, I don't have any real customers yet. I've got some people, people, but I've got a really decent-sized, like, leadership network and executives. And I've been doing a good mid-range, long-range game, which I think will bear fruit in the future. But I need a short-range game, like, right now before my window of opportunity starts to close down. So my product is a Sustainability Leadership Growth Accelerator Blueprint, and that's a huge mouthful, so I need to work on getting that order. I have the framework, but I want to get into group coaching so I can continue to get more feedback and refine it so I can eventually, you know, record it as like a greenfield. So the gist of it is I'm teaching corporate leaders how to build a sustainability narrative, and depending on where they're at in that narrative, in that journey, either to start, accelerate, or scale their sustainability vision, objectives, and strategy. And then some of the things I know I have to do in the process are to overcome the false beliefs. Let's get to the question. We got about 1 minute. What's the specific question? Okay, so how— what's the quickest and best way I can reach these people and really overcome the false beliefs? I think it's going to be a big part of what I need to do. So what I would say for you specifically, but probably for a lot of you guys who are listening, so I'll be dual focus, is like the basic thing is like you have to get your message out in front of those people as often as possible, right? If it was me and I was— no, I'm going for corporate executives who are in this space, I'd be looking, uh, For me, I would lead to podcasts. I think podcasts are one of the greatest sources for us to do. So I've been looking at podcast directories. Apple has a free listing of all. I find the categories my people are in, and I would just go contact every single show. Come to them and be like, hey, I have a really cool presentation I can give on blah, blah, blah, fill in the blank with the big long thing you said. Like, I'm gonna show you guys how to do that. I've got a really cool presentation. It's like 30 minutes. I can walk through your people to help them to do the thing, right? And podcast hosts are looking for shows for the most part. 200 different podcasts, you'll probably get on 20, 30 shows. And then from that 20, 30 shows, every one of those gives you a chance to get in front of those audiences. It's gonna give you a chance to learn the pitch, learn how to break the false belief patterns, and then pushing people to something, to a free web class, to a free book, to a whatever, whatever thing you have. And that'll start siphoning people from these podcasts into your world. And at that point, then you can go and give them a good presentation. But it's gonna help you to find your voice, I think, and really clarify. Just getting on podcasts is gonna help you as well. And then from there, getting people to a free class class, which is just a webinar, you know, free, free training, a free whatever. Um, that's why I would set a date for like 30 days from now, I'm doing a free web class. I would go hit as many podcasts as possible in the next 30 days to fill that class and then go and do a webinar, crush it, make some money, and then start reinvesting now back in ads after that. That's perfect. Thank you. Great question. Thanks, Susan. All right, Brett, who do we have? All right, next up is Octavio. Octavio, good to see you. What question do you have for Russell? Just wondering if you, Russell, ever clean the windows in your house. It's a good question. It's funny because for my wife, her love language is like acts of service and things like that. So I used to try to hire people to do all that kind of stuff, and then she doesn't look at that as love apparently. So I take my own garbages out, I help clean, um, I don't mow my lawns though. Actually, I don't wash my windows. So I do as many things I can but about those two things. So I have a robotic company, so we clean windows with robots, which is way better, more cool. We are very successful in e-commerce in my country, in Chile, and also in Mexico. But more than the e-commerce is the movement we are building. What kind of resources you have in the Prime Mover to launch my company in the US as a movement, as an e-commerce, and grow from there? Because I want to go with this slogan: you are just one robot away from having more free time in your life. I love it. What's the price point of the robot? $300 for the window cleaning, $200 for the vacuum, $700 for the cooking robot. Is this something where they're buying it and having it themselves, or this is a service provider goes out and does it for them? You buy the robot. We teach you how to use it. As an end user or like as a biz op, like a business opportunity for the end user? The end user. The end user buys the robot and we explain how to take advantage of it. Okay, cool. Yeah, I mean, 100%, $300 offer, $500 offer, like that fits perfectly into the web. E-commerce is obviously one thing, but selling a higher ticket e-commerce works great through a webinar. So I mean, that's exactly what I would do. I would create a web— And I think you bundle— who would have guessed Russell's gonna do a webinar presentation? Yeah, I mean, I would do a webinar presentation for sure. I also think there's an opportunity for you to turn into a business opportunity. Like, that's what I'd be looking at, because like making $500 is great. Imagine selling a business opportunity for $30,000 where you give them the thing and teach people how to go door-to-door, like actually cleaning houses. Like, I think there's another opportunity there that I would look at because I love selling business opportunities, especially in a down recession. I think that offer would crush. And then anyway, so there's two sides of it. That you could do, and I think both of them, yeah, I mean, I think 100% doing a webinar for either of those offers would be the way I would run it for sure. Robot Secrets. Yeah. You're one robot away. Thank you guys. Octavio, great question. Let's keep moving, Brett. Who else we got? All right, next up is Nancy Parsons. Nancy, good to see you. What question do you have for Russell? Hi, thank you so much for today. I got a couple, I just got a minute. I want to, um, I'm super passionate about helping women transform their lives after narcissistic abuse. It's something that I've already been through, and it's a real passion of mine. I want to do rich high-end retreats. I want to do some courses. I'm like starting from scratch. And I also, I really want to do also, I just see doing all the different things eventually. Right, uh, to help them. Where do I start? Very cool. Do you have an offer yet, or you— it's pre-offer still? Pre-everything. Very cool. Well, I think, first off, I think the market you're talking about is really interesting. I think it's good. There's a lot of pain in there. There's a lot of— there's some really cool stories you can tell. So like, that gets me really excited for that. Um, but 100%, I would lead with— I would try to figure out, for most of you guys, by the way, I would try to figure out what's, what's the $1,000, $500 to $1,000 offer to lead with, 'cause that's something that you can put out there, you can test. The math behind it will give you enough, you can spend money on ads to acquire customers, you can break even or be profitable. It gives you a chance to test out the webinar, getting better at telling your stories, figuring things like that. But that's what I'd be focused on right now for you is like, hey, first off, let's create an offer that's between $500,000, let's create the one-to-many presentation, and then from there, it's like, now start doing podcast circuits to get traffic to the webinar. Let's start doing all these other things to start doing it. But I think you have, it's a very polarizing, very, um, I think it's a solid market. I think you're in the right direction for sure. It's just starting to put the pieces together one after another and getting everything all built out. So, right. Okay. Thank you very much, Russell. Appreciate it. And I didn't mean to cut you off, but here's one thing I think too, is you mentioned like retreats. I think getting people to come into maybe some type of a course and selling that through a webinar, and then the people who become your hyper buyers, now you can charge a large amount to have them go do retreats. And work with you one-on-one. But maybe getting some type of course to start with is probably the best way to do it. Can I give kind of one other idea that might help too? And this might help for a lot of you guys, is, um, sometimes I've seen some people get struggled with, like, building a course because they're nervous. It's them in the thing. So what I've done— in fact, the very first course I ever built, outside of Potato Gun, but in the, in the business market— is that as I did an event for free, I brought people in and I taught for 3 days this event, and I recorded it. And then that became the course material. So one thing you could do is like find 10 people who are your dream customers, and people you know already, probably people in your personal life that have dealt with this, and say, I'm doing an event. I rented a cabin, I rented an Airbnb, we're gonna do 3 days, you guys come for free, and I'm gonna teach you guys all my stuff, and I just need you guys to be there, experience it, and we're gonna film it, and then I'll have testimonials afterwards. And that way it gives you a chance to go, you film the whole thing, right, you get testimonials, and then that becomes the course, the videos of it. And then when people see the courses, they're like, wow, that retreat looks so awesome, Awesome, I wanna go to a retreat someday. Oh, we happen to have one coming up next month. But it's an easy, fast way to create a course and get the content done and get testimonials quickly, then you can reverse engineer, build a course out of that, and kinda scale from there. Does that make sense? Yeah, it does, yeah. That's great, thank you. So I say run a free retreat. When could you run your first free retreat? Ooh, commitments. Ooh, when could I do that? Gosh, I could have that up and running in a few months, I'm sure. Okay, I'm gonna give you 60 days. 60 days, I want you to run a free retreat, and you're inviting 10 people you know. They're not gonna charge anything, they're coming as your guests, and you have a chance to put together your framework, teach them the first time, film it, capture it. I think you could do that in the next 60 days, and it would probably stretch you a little bit, but it would get you into the game, get this whole game started, and then you can— Right. Everything else comes from there. Yeah, all right, you're on. Okay, let's go, 60 days. Awesome mission too, Nancy, that is awesome.