Small Wins Can Swing Big Doors & Building Momentum Inside One Funnel Away

What's up everybody, this is Russell Brunson. Welcome back to the Marketing Secrets Podcast. Today, this week, we are back by popular demand with another Q&A episode. You guys have liked this so far, so if you have just been catching up or just plugging in, every single week on Fridays I do a live Q&A with the One Funnel Away community and open up for an hour to Q&A and it is so much fun getting people asking questions from all over the place and we've published the last couple Q&A sessions with you guys and the feedback has been really, really good. I think a lot of times when somebody asks a question, if one person asks it, there's probably 100 or 1,000 who are wondering as well. And so this episode we got a bunch more questions coming in from the One Funnel Away community. If you are not part of the community yet, go to onefunnelaway.com. You can sign up for $100, you get a 3-month free trial of the ClickFunnels, which is a really cool offer, probably the best offer we ever put out there. And then you get on live Q&A calls. Trey Lewellen does an e-commerce call every Tuesday. I do a live expert info product call every Friday. And get your questions answered, and plus you also get access to the One Funnel Away Challenge, the brand new updated versions. Again, there's an e-com version and an expert version, and they're both amazing. Anyway, so that's kinda the game plan. So if you're not a member yet, go to onefunnelaway.com, go get signed up. With that said, I'm gonna jump right over and let you guys listen in to this last week's Q&A calls, and I hope you get 1 or 2 or 3 nuggets for yourself that'll radically transform your business and maybe even your life. Thanks so much, I hope you enjoy the Q&A show. In the last decade, I went from being a startup entrepreneur to selling over $1 billion of my own products and services businesses online. This show is going to show you how to start, grow, and scale a business online. My name is Russell Brunson, and welcome to the Marketing Secrets Podcast.

Let's get after it, gang! How are we today? Dante here, as always ecstatic to be with you, ecstatic to see you. So many familiar names, so many familiar faces, and we also have Russell with us today. Russell, how we doing, my man?

What's up, everybody? Dante, how you doing, man?

I am living the dream. I couldn't be doing any better. How about yourself?

I'm so excited. I've been gone the last 2 weeks, as you know, and I'm pumped to be back hanging out with everybody and, uh, having some fun. So I feel jealous you've been doing it without me for the last couple weeks. So yeah, I'm pumped to be here.

We're juiced to have you back, man. Uh, so we're gonna do this session the same thing we've been doing, gang. First off, before I get too deep into it and I forget, are there any new One Funnel Away challengers with us this week? Anybody here who's new? This is your first week in the challenge. If you're new, I'd love to see you. Beautiful Leslie, Sonny, great you guys. Welcome to the challenge. If you're new, please go into the chat in Zoom. You have the chat, you have the Q&A. If you're new, I'd love to see you and I'd love to welcome you to the challenge. Just go to the chat, put new in the chat. Who else? We had a couple more new ones. Uh, Coach Stacy, great to see you. Welcome, Jacob. Welcome, Jesse. Welcome, Elvira. Welcome. Great to have you guys with us. This is the One Funnel Away Challenge where we love to do big things for big people and truly have an impact on the world. And for all the new people, as you can see, we have a rare opportunity to speak with the Russell Brunson. So without too much ado, man— Jonathan, great to have you— without too much ado, I want to save as much time for Russell as humanly possible. So we're going to start this session off just like we have been. Small hinges lead to big doors. So let's do our quick wins. And quick wins are not specific to anybody. If you're brand new here today, I want you to know you can share your quick wins with us. Your quick win might be something so simple as, hey, I actually signed up for the challenge. I actually said yes to doing the thing instead of staying on the sidelines or sitting on a fence I dove in, I said yes, I challenged myself. Small hinges lead to big doors. So we want to celebrate those wins. And just a quick reminder, gang, these are quick wins. 10, 20, 30 seconds. We don't need to hear about your entire business or your life story. We have tons of time for that in the very near future here. So let's get to our wins. Selena, good morning. Let me hear a win. Selena is frozen. Let's hop over to Daniel. Good morning, Daniel. Good morning, everybody. My win is I needed to find some articles for my newsletter and I went to PLR Bundles and I found some. And so I'm ready to go and I'll have questions later. Bingo, my man. Great stuff, Daniel. Kira, how about a win?

Okay, so apparently the way to get past the hurdle of Payments AI is to cry. I finally got approved for Payments.ai, so I'm launching ads this weekend. I'm so excited.

I love that. I love that, Kira. Way to stick in with it. Way to go. A captain— a great captain's born not in calm seas but in stormy seas. It was a stormy sea. You locked in there. Super, super proud of you. You're amazing. Don, give me that win, brother. Uh, huge win is that I got my blessing behind the scenes from you that I can share my new brand with our my provocative new brand with our group. It is going to be awesome. Super cool, Doug. Great to have you. Michelle, let me hear a win.

Hi, I finished my perfect webinar, the entire thing. So I'm very, very, very excited about that.

Yeah, we should be. That's a bear. It's a burden. That's a task and a half. But way to get it done. Can't wait to see how that turns out. Karen, let me hear it.

Hey, 90% done with my funnel. Um, it's my first time on Expert, and I found the time to carve in to do the Think and Grow Rich Challenge. So I'm missing Russell right now because you're playing now, you know, so I'm gonna catch the replay. So I'm really happy. I love 1 and 2. Oh my God, I love it.

So I win.

Amazing. Great stuff, Karen. Great job. John, come on with it. All right, can you hear me? Loud and clear, John. Awesome. Happy Independence Week, everybody. And that's what Trey Llewellyn said we're fighting for— financial independence, living the American dream. Quick win, uh, set up my Payments AI.

I'm excited about that.

And then I got a final order in of a lot of, um, vendor material that I'm gonna be using for my product on e-com. And so I'm excited, raring to go, set up, man. Good stuff, John. Way to get after it, man. Uh, Lisa, let me hear that win.

Hello, outlined my course, which is going to be my lead magnet and starting on the slides.

Bingo, love that, Lisa. Nasko, give me the win.

Hey, hello everyone.

I was just trying to find the buttons. Dante, I finally launched my course, which is a 10-week power program.

And then I created the funnel and I launched it on 4th of July, and it's not accidental.

We all need to be independent in our brains, in our minds. Absolutely.

I would need some help, uh, fine-tuning it, but I guess we will come to that point. Thank you very much for your help.

Oh yeah, I'll get you squared away with that. Great job, Nazko. Next is Alanda. Let me hear it.

Hey guys, so my big win— I have two this week.

I have a fully functional funnel. Amen.

Which I'm excited about.

Very excited about.

And I also had my first graduate who's going through the funnel process.

So I'm excited, excited, excited because it's like wildfire.

All I need is one and they just talk to each other.

So it's great.

It's really good.

Great job, Alanda. Amazing.

Thank you.

Let me hear it.

Did you see that?

There we go. I hit the magic button, Selena. You should be able to unmute. There we go.

I'm so sorry.

Just my internet sucks today. So, my win with this portion of the class is I sat down with Russell's class because I got the concept of the perfect webinar, right? But I was like, I talk too much. And this is not putting myself down. This is just, you know, I need that hook.

Quick.

So what I did was step by step, wrote down, okay, in my case, what is the first step, the second step, the third step? So it took me like 3 hours pausing, pausing, and analyzing my situation. And I have the full script now, so I'm going to start recording. I'm not going to practice too much, Dante. You know me, that I always try to be perfect. I'm not going to do that this time. I'm going to practice like 2, 3 times. And then switch it to the funnel. So I'm super excited about that.

Thank you.

Come on with it. Finally gonna let the world see the—

I did put a question, but because my internet suck, it, it bumping me out. So if you could please, because I have to leave at 1 because I have Curse Secrets 2. So it's a super quick question. Sorry. Thank you.

I'll do the best I can, Selena. Way to go and way to finally let the world see the true you. Super excited for that.

Thank you so much.

Appreciate it.

Absolutely. Jason, let me hear it. Is this the first time we're seeing each other, Jason?

On this one, I think so. Yes.

Nice. Welcome. Let me hear that win.

So I just scheduled my first tiny challenge, kind of 4-day one-on-one that I've been putting off doing a big webinar, and I'm doing the one-on-one challenge. And so it's scheduled for Monday.

Very cool. Very cool. Tiny challenge is a new thing. You are on Russell's YouTube, that is for sure. Jacob. Great to see you. This is the first time we're speaking as well, correct, Jacob?

Yes, yes. I'm so glad to speak to you and to have as well Russell on the line. I'm so grateful for, for ClickFunnels. I finally managed to connect my domain with ClickFunnels. That is first one. I uploaded my videos for the mini course that I created, so I'm using the course element and the book funnel, which is super explained. And I take the time as well to go through the challenge and mind map it because my passion is mind mapping stuff. So I'm sharing then the mind map with community just to speed up, you know, like development and comprehension for the rest. So that's my wins. And my win with 3 kids going around and being sleepy, I'm participating in one-hour webinar with my wonderful wife taking care of them. So that's another one.

That's amazing. That's a bunch of big wins, Jacob. Great for you, man. Great to have you here. Welcome to the challenge. Thank you. And to round us out for the wins, let's hear from Grace.

Hey. Hi, Dante. How are you?

I'm amazing.

You're not gonna believe it. After 7 years in business, I have finally landed on my ideal client, my avatar this week. And now I've been able to rename my product, my membership, that speaks to them immediately. It will, uh, it will identify whether or not it's appropriate for the person. So immediately in the title, and I've mapped out my whole level of my membership, so level 1. So I am so excited, been busy this week.

That's amazing, Grace. I am excited for you. Congratulations, great job.

You're welcome.

You know, before I just open the floor and let Russell start dominating some questions here and solving, solving problems for us, I just want to remind everybody and really point out to the people, especially who are new, small wins lead to big doors. It's really true. I know everybody's been saying it forever and it's really easy for us to just be like, oh yeah, okay, whatever. I heard that before. No, small wins lead to big doors. It's true in our personal lives. It's true in our personal relationships. Do not forget to celebrate the small things. All right, and for everybody who's new, I'd love to hear your wins next week as well. Might be a little bit pushing you out of your comfort box to get up live and to speak to everybody. I understand. But everybody else you just saw share their wins, it was uncomfortable for them as well. Super excited to have you guys here with us. So Russell, are you excited? You ready to get into it?

I'm excited. Let's have some fun.

Also, me too, man. I've been looking forward to this all week. Um, the first question I would like to talk about is actually one that comes from the Facebook group. And I saw Dan ask this early, a couple days ago. Dan Havy asked this, and man, I just thought it was such a great and honest question. So I'll read it to everybody, but I'll also put this in the chat for you. Dan says, and this was to Matt's post, if you could ask Russell Brunson one question, what would it be? And Dan's question was I actually believe that people like Russell are driven by obsession. Napoleon Hill refers to it as a burning desire. Henry Ford was obsessed with building a mass-producible automobile. In his day, there were dozens of auto manufacturers, but his obsession made him a household name. We can come up with dozens of examples. Elon Musk, Tony Robbins are modern-day examples. But for us average people who don't feel like we have that obsession, how can we elevate our desire? Because I don't believe you can fake obsession. It's always been Dan's problem with the entire metaphysical movement, which he has lived for his entire life. So, how does the average Joe without an obsession still get very high results?

Ooh, what a fun question. Yeah. So, I have a couple of thoughts about this. Hopefully, this will help somebody that's listening to this. When I was growing up, a lot of you guys know I'm a wrestler. In fact, if you look close, you can see my cauliflower ear, which is very important to me. In fact, I bought wrestler.com and the logo is literally going to— it's my ear where I have the logo designed. It's amazing. But I remember I was growing up, I used to— I got into wrestling. I started loving it. I became obsessed. Like, I'm very— I have an obsessive personality. So like, that's easier for me to like get obsessed than to not be obsessed. But I remember I was watching this video and there's these two twin brothers named Tom and Terry Brands who are wrestlers. And I put this— it was a VHS tape I bought. I put it in and the very first screen came up and it was Tom Brands. And he's looking at the screen. He's like, my name, my name is Tom Brands. My goal is simple. I want to be the greatest wrestler in the whole world. And then it flips up his twin brother and he's like, my name's Terry Brands. My goal is simple. I want to be the greatest wrestler in the whole world. I remember hearing that and I got chills down my body and all I could think was like, I'm Russell Brunson. My goal is simple. I want to be the greatest wrestler in the whole world. And that became my driving thought for the next decade and a half of my life. When I got into business, it was similar for me. Because at first I was dabbling, I was having fun. But as soon as I realized this was the thing I wanted to do, it shifted from like, oh, I'm going to try to figure out how to make some money to like, My name is Russell Brunson and my goal is simple. I want to be the greatest marketer that's ever lived on this earth. Like that became the goal, that became the plan, that became the, the thing, right? And like it started this obsession for me because I had this, I had this goal and the goal wasn't I want to make some money, right? It was like, I want to be the greatest. I want to be the GOAT in whatever thing I do, whatever thing I accomplish. So that's a big thing that I do for myself personally. But again, I also know that not everybody is like naturally as obsessive compulsive as I am. So the next question is like, well, how do you, how do you like If you don't have that yet, like, how do you increase that desire? Right? And desire is a funny thing because desire is like a flame, right? And go big and go small. And like, people are like, I have no desire and I have tons of desire right now. And like, and it ebbs and flows with things. And so for me, it's like you have to find the thing that like the thing that keeps you up at night, right? And the reason why I feel like in our world most people don't become obsessed is because they're coming in trying to figure out how to make money and figure out how to make money is great. Like, that's awesome. Like, money's fun. It's a good scorecard. After you start getting a lot of money, you realize that money's not that cool because you're like, this, like, what's the point of this, right? And that's when people's desire dwindles and disappears. And so you have to find that desire in something different, something bigger than that. And so for me, like, it really began when I started having success for people. Like, what— like, my success was great, but when I had— when, like, I had a client or a student or someone who I was able to help and they got success, like, how many of you guys have felt that before? Like, that's a better feeling than yourself, right? Like, I'm like, you, you have success, like, yeah, that was awesome. Then you have someone else have success, like, whoa, that was even better than when I had it. Like, it's like this weirdest thing. The reason why people go into coaching is the reason why people go into, like, as an athlete, right? You're a good athlete, you win, that's amazing. But then you help coach someone else and they win, that feels even better. Like, there's like, that's where the desire and the obsession starts growing. And so for you guys, like, the faster, especially we're, we're in the expert track, which, you know, I, I love Trey, but come on now, e-commerce, physical products, come on, expert stuff's way better because like You guys are pouring your expertise into somebody, like something that you figured out that you've learned that's actually changed life. You're giving that to somebody else and you can see their results. And so the faster you can start transitioning to that, the more that desire will start to grow, right? So that can be a lot of things. It could be like, maybe if you don't have any clients yet, it's like, let me go find some clients. Let me go, like, I remember hearing Tony Robbins tell the story when he wanted to learn NLP. So he went to this like 6-week certification program, like traveled there. And after day 2, he's like, this is amazing. I have these skills I want to use. And all his, you know, all the people in class like, well, you're not certified, you can't use them. He's like, but I have something I can use. And so they actually— he got so frustrated, he like, I can't remember exactly where he's at, but he left the hotel room where they were studying NLP and he went to like the 7-Eleven across the street or Holiday Inn or something like that. And he found people in the lobby. He's like, let me fix you. And he's like fixing people and using all these things because he was so obsessed with it. He's not working on them. He got more and more obsessed. And then the NLP practitioners got so mad that he was using it without being certified. They kicked him out of the group and he never got certified through NLP, even though he's like the biggest, like, you know, uses it more than anybody else probably on this planet. And so the key is like, as soon as you like, you start helping other people, that's what's going to like going to make that desire grow. So it's like, go find someone you can serve fast. Even if you don't have a business yet, your course isn't done yet, whatever's not done yet, that's fine. Go like, go start helping people right now. Find your friends, your family members, find someone off the street. Like, just go serve someone right now. While you're doing this process. And as you start seeing the light bulbs go off on their head and then having success, like that's at least for me, the best way to increase desire is seeing that like the practical application of your knowledge in somebody else's life. Like that's the best one. So I hope that helps. Two different paths. For the already obsessed, there's how I do it. And for the ones who wanna get obsessed, that's how you crank up the heat.

Mm, love that. Great answer. How excited are we to have Russell back? Let me hear it in the chat. If you're juiced to be with Russell, let me see a Russell in the chat. This is like the highlight of the week. Okay, I have another question. Talking about two sides of things, we have another— yeah, there it is, gang. Talking about two sides of things, we have another question. I just put it in the chat, but it's banging, so I'll put it back here and we'll see if we can keep up. The question is, this is from Lauren, and Lauren says, how would you advise that someone go about launching a two-sided marketplace business? It's an entrepreneurial matchmaking site. With no preexisting list or audience to market the subscription to, how can I ensure that there are enough members on each side of the match for there to be balance and value for all upon joining? Thank you so much in advance.

Ooh, very cool. So marketplaces are awesome and they're also hard because like she nailed it. Like there's, it's the chicken and the egg, right? Like if I have a big marketplace, everyone's gonna be there, but if no one's there, who's gonna come join the marketplace, right? And so you have this kind of like, this middle ground. And so what's like the hard thing is like you have to create the, you have to get the demand and you have to create the supply, right? You're creating supply and demand. And then that's what the marketplace is. It comes together when there's, when there's high demand for the thing and there's a supply of the thing and you're the ones bringing it all together. And so if you don't have that yet, I don't have a list yet, that's what you got to think through. It's just like, hey, because the marketplace isn't hard. Like it's just, it's software in the middle that facilitates this thing. It's you creating the demand. And then creating the supply that, that's magical. So for me, what the first step typically is, is I gotta figure out the supply, right? Because if I also bunch of demand but there's no supply, that demand will go somewhere else. It's like, what's the supply? So if you're— it sounds like a two-sided marketplace, entrepreneurial matchmaking site. So you're trying to find the matchmaker. So like what I would do is I would try to go find partners, people who already have existing entre— like who already have your dream customers and say, okay, try to find, 5 or 10. And the reality is that anytime you do, you're reaching out for partners, it's, it's a numbers game. And this is like, a lot of people don't do joint ventures or affiliate stuff because they're scared of like, what if someone rejects me? And the reality is most people will reject you. Uh, it's a numbers game, right? When we do a big launch inside ClickFunnels, like I'll reach out to 500 people personally. And then from the 500 people, like I'll get 100 that actually respond. 100 respond, 30 say yes. And from the 30 that say yes, 10 actually do something. And so that's me, that's Russell Brunson, who's been doing this forever, right? Like, it's just, it's a funnel. And so understanding that, so it's like, if I need to get, I need to build supply and demand, I'm looking for entrepreneurs. Like, I got to go find people who already have the entrepreneurs and bring and sell them on this idea. So what I would do is I would come back to, you know, Russell Brunson 101, build the dream 100. Who are the 100 people who got your dream customers who would be facilitating this marketplace anyway? Excuse me. Figure out those 100 people. Then I figure out like, what's in it for them? Why would they want to bring their audience to this thing? I got to create some, some value for them to actually bring this thing in, right? So I'm thinking, what's the value for that person? Is it giving them exposure? Is it giving them leads? Is it like, what's the thing for them? And then I go out there, I contact all 100 and say, hey, we're doing this thing. We have a marketplace launching. You know, we want you to be one of the train— the head facilitators. We want your face on the site or we want whatever, whatever the value is for them. Right. And if you do that, then you bring your audience in and this is how we're going to do it. Right. So like, that's the thought process in my head that I'd be focusing on is really that is like, okay, That's, that's like, that's how I'm going to do it. And then I'm going to go message 100 people, right? Hit message dream 100 and try to contact them. And then from there, try to get, you know, if I message 100 people, try to get, you know, 30 to say, that respond back to me. From there, get 10 to say yes. And there, get 3 or 4 to be part of it. And then that's it. You have 3 or 4 people, 3 or 4 people. You bring their audiences together. You're the facilitator of the whole thing. And then boom, now you've got something that you can launch and you can start going out there and running with. Okay, but it's going to— if you don't have a list right now, it's definitely going to be partnerships. It's going to be Dream 100. It's figuring out for the Dream 100 partner what's in it for them. Like, why should they send their list or their audience to this marketplace? And then number 2 is then like, after you figure— after you've sold them on what's in it for them, it's like contacting all of them and just realizing it's just a big funnel. Dream 100, your goal is to get 2 or 3 people, but you got to have 100. If you just respond, you reach out to 3 people, you probably get 3 nos. So it's like, it's volume, it's numbers. And that's the key you have to understand is always reaching out to a lot more people. So I have a project I'm putting on for next month, right? And same thing. We're building a brand new Dream 100 list. I'm contacting 100 people and that's the whole, you know, like, and it's the same thing. I'm hoping to get 10 people to say yes. And so that's the, that's kind of the process.

And, oh, nice. She's with us. Yeah, please feel free to unmute if you have any final comments.

No, I was just gonna say that is so helpful. I'm just kind of trying to wrap my mind around how to just kind of project the timeline when I'm reaching out to so many different people in terms of like a projected, I don't wanna say like launch date because obviously if I'm reaching out to 100 people and 10 get back to me and then only 3 end up, you know, moving on the idea, just in terms of trying to get an idea of, you know, when things might start moving since I'm trying to white label matchmaking software and then in trying to put things out in terms of marketing, just getting an idea on like a rough, you know, launch date, just kind of how you conceptualize those kinds of things when you are reaching out to so many different people all at the same time, just in terms of, you know, when things can actually come to fruition, just in kind of trying to get an idea of how it will all actually play out.

For sure.

So what I do is I actually do pick a launch date, but I'm okay moving it if I don't get people to say yes. But having one, because it gives the people you're contacting, it gives them a window to see, will this work for me or not? A lot of times they'll respond back, I can't because the date doesn't work, and that's fine. But then you at least have them in a list, like these people who were willing to do it, but the date didn't work for 'em. And then if you need to shift, you can come back and say, hey, we had to move dates for this speaker over here. Are you okay if, you know, would this date work better? And maybe get a yes from there. But I definitely would leave, like when I'm contacting them, I would contact them with absolute certainty. Like, this is the thing I'm doing, this is the dates, this is like, 'cause when someone comes to me, like I want them to have absolute certainty they have a plan and a path. If you come in like, ah, I'm thinking about doing this thing maybe the next month or two, like it's like, oh, they're not really sure what's happening, you know? So I would just pick a day, even if, even if it's going to change, like just pick a day and then like lead with that. And that way, yeah, like in any situation, the person with the most certainty wins. So if you're going to be contacting somebody, you got to come— even if you don't feel real certainty, you got to come into a certainty like this was happening, this is the day, it's going to be amazing, this is the plan. Like you got to sell them with your certainty on why that's so amazing. That's what can get someone to buy into the vision.

That makes sense. Thank you so much. Can't tell you how much I appreciate your time.

No worries. I'm excited to see your matchmaking site. That's cool.

Thank you.

And, and, you know, it's funny the timing. You, you just talked to Steve about this. I don't know when you talked to him, but it just launched recently, about like when you were trying to do your Dream 100. And you talked about how you got out of your Jeep 100 times over and over. Hey, get in my Jeep! Hey, this is, uh, hey, hey, hey, this is Russell.

How's it going? Hey, what's up, man?

Hey!

Yeah, I filmed a literally I've done it probably a dozen times in my career, but every time it was important, I sat down, I recorded 100, 200, 300+ videos for all my Dream 100, personalizing it. This is for you. This is why. And yeah, it's a lot of work, but it's amazing.

And results are better too, right? Because like you were saying in the video, you're not just sending out like some kind of spammy email. It's not just text. It's not just like, oh, hey, come try this thing. It's really personalized. And we're talking, this is a numbers game, right? Anything we can do to increase the numbers, to increase the people that actually open to pay attention to it, and that increases the people that we get. Man, that is gold. I love my life.

Okay, real quick, I saw a really good follow-up question Michelle asked in the comments. She said, do you message via, uh, via message or email? The reality is every single person I contact at Dream 100 has a different process, and it's annoying. Like, for me, people in my world know the only way I respond to you is is Voxer. Like, that's it. I won't respond to anything else. Other friends I know are only Instagram. Some are only DM. Some are Telegram, for crying out loud. Like, there's a guy who I have Telegram on my phone for this one person. That's the only way. I have 2 or 3 people I know who only communicate through Skype. And so I have no idea. So for me, it's like, as I start reaching out, I'll reach out on Instagram, then maybe 2 days later reach out on Facebook Messenger. Then I'll try until I get some hook where it comes back and I'm like, okay, now I know this person responds on this platform. Sometimes I have to send direct mail. I've had— I've sent pizzas to people's offices before. I've done all sorts of weird stuff. To try to like figure out because everyone's got their own platform or their own way that they communicate with. And so you have to be respectful of that. Like when someone works with me, like I'm doing a deal right now with someone right now, and I, my first thing is like, hey, you know, if you're going to do a deal with me, it's got to be on Voxer. And like they're all, their whole team's downloading Voxer now. But if I'm doing a deal with them, like I will bow down to whatever platform that they want me to communicate on. And then that's where I, that's where I focus on. Because for me, it's about everything about them and I'm asking them something. I will do whatever they say and I'll do it in a way that they want me to say it.

Nice.

Thanks again.

Yeah. All right. The next question comes from Dominic. Dominic says, let me just put this in the chat for us all really quick so we can follow along. Okay. Dominic says, Russell, we have generated over $2 million in the past few years with your teachings. Thank you for that. We have basically flatlined at about $750,000 per year for 2 years now. Our attractive character has limiting time to consistently do a webinar. I am personally the integrator. He's the Todd. And would you still advise for us to do a webinar every single week for 1 year live?

Excuse me. Okay, it's a great question. So This is one of the hard things, like when the attractive character is like all bought in, 100% ready, like it's easier. Like for me, it's like easy for me to do webinar all the time because like I'm the person. I know, I know this question is from, so he's, I think he's the one driving things more so. He's got this attractive character trying to get to do stuff. So it kind of depends. I mean, the doing a webinar a week, every week for years to master the presentation and match the, master the pitch, and I do that until it's converting well. Now some people do that a lot faster. Like Annie Grace is a good example. If you guys know Annie Grace, she came into our world and she was like, I think she was like 8 and a half months pregnant when she came to Funnel Hacking Live. She had to drive there because they wouldn't let her fly. She came to the thing, then she joined Inner Circle. Like 2 weeks later, she was at Boise's office. We told her to do a webinar. She modeled the whole thing. She recorded the webinar, like I think it was like 6 days before baby was born. And then she put it live and then she went and had a baby and then it converted. The first version converted great. And it's been 6 years now. They keep running traffic to that same version that she recorded like 6 days before her baby was born. It worked, right? So I think that's the bigger thing is like the reason why I tell people do a webinar every single week for a year is because most people it's not going to convert. But if you got one that's converting or they do 2 or 3 or whatever, like, and that's the amount of time you have with the attractive character, like that becomes the focal point and then you can start driving ads to it. Now I want to add one more evolution to this idea that it's been really big for me just in the last 3 or 4 months. Some of you guys may know who Tim Shields is. Tim is someone who's— he's one of my Atlas members. He spoke at last year's Funnel Hacking Live and it was really fascinating because he— if you get on— in fact, it's worth getting on his list. He's in the photography market, right? He's doing over $10 million a year in the photography market selling a $500 course. Like, it's still kind of crazy to me what he does. But what he does is he, he, he does— he calls them— I mean, he does dramatic demonstrations, but he does them in different spots, right? So he'll do a photography course on the side of the Grand Canyon, then do a photography course at some lake in Banff, Canada. There's another photography course in Hawaii. So he does these courses. He'll fly out to the— he'll fly out to Hawaii. He'll record this course, and then while he's in Hawaii, he'll do an actual webinar. And the webinar is like, hey, I'm in Hawaii. So it's like unique dramatic demonstration. They're coming to Hawaii to see, you know, they're streaming him. He's streaming to them live in Hawaii. He does a presentation doing very specific with like the things you do in Hawaii. But then the offer is the same offer. It's a $500 course he sells, right? And then, and then a couple months later, he does the one inside the Grand Canyon. So over the last year, he's built up 9 webinars. All of them have different hook. They have different dramatic demonstration, same offer. And if you join his email list right now, you'll notice that the first week he promotes one of the webinars, the evergreen version. The next week he promotes the next one. The next week he promotes the next one. And he goes through the 9 webinars. So if he joins his list every week, you'll see him for 9 weeks. And when he gets to the bottom, he starts back at the top and he just keeps going through and he gets to the bottom, goes back to the top. So he's promoting a different webinar every single week that sells the same offer. Does that make sense? So he's hitting it from different angles, but his list never gets tired of him promoting this webinar because they're all a little bit different. And so— sorry, my iPad's ringing. My daughter— anyway, long story. She got hooked up to my iPad, so every time she calls her friends, my phone starts ringing. Anyway, so that's just like another model too. Like if you have an attractive character who's like, doesn't want to do multiple times, like, cool, have him do one on this angle, have him do, you know, and you start automating a couple of versions. Now you have different versions you can drive traffic to as well.

So, and it sounds like in the question he's just having this hard time getting his attractive character to kind of show up and do the webinars. So if that's the case, would you just be thinking evergreen, the best one he's done so far? That way you can continue to run it.

You can do that. Or one other idea that I'm doing now, it's like I just did— some of you guys are on the Course Secrets call. I have a Course Secrets call starting in 30 minutes. So I did Think and Grow Rich. We did Think and Grow Rich Challenge to sell Course Secrets, and then I did an Info Riches Masterclass for the Dan Kennedy audience. Selling it. And so what the difference was, like, I came on and I facilitated the webinar and I clicked play and they watched. It was like a 50-minute clip from the Think and Grow Rich Challenge that we played on the webinar. And then I came back and I did the pitch direct. So one thing he could do is just like he could be the facilitator, jump on, hey, what's up everyone? It's June 29th. Welcome to the webinar. All right, I'm going to show you guys a really cool clip from so-and-so teaching. Boom, pop over, have the attractive character do the teaching for 45, 50 minutes. And then come back and then him do the pitch and do the call to action by himself. And so that's another way to do it where you become the facilitator, you know, plug in the content. In fact, I have a whole bunch of webinars I'm writing right now that literally are like me introing, playing a clip from Funnel Hacking Live, and me come back and stack in the close at the end just 'cause it's like so much simpler. It saves me 45 minutes or an hour of like reteaching something. And it's, anyway, I'm trying to figure out easier ways to do more webinars this stage of my life, so.

I don't blame you. And, and it, it, I imagine it'd be a lot easier to get your attractive character to come back and do another webinar if you're like, hey, we're just going to try and do one that we can evergreen and not have to keep calling you every week to— he'll probably be jumping at the bit for that one. Uh, sure.

Or just have them do the training part and you do the, the stack and the close, you know, all things like that as well, right?

100%. Okay, uh, final question and then we're gonna hit some hands that are up. This one is from Ezra, and Ezra says, I'm following Russell's model. Let me put this in the chat for you all. Sorry, let's do that there. Ezra says, I'm following Russell's model of working for a client for free, getting results, then go live to start charging and getting paid clients. My question is, at what point should I pull the trigger after the results? For example, how much results is great results to then officially start charging for his services?

That's a good question. I don't think you have to wait. You know what I mean? Like a lot of times, like the biggest problem we have in this, in any business is just waiting. Like we keep waiting and we keep waiting and keep waiting, right? Like when I had Drew Canole, I did the work with Drew Canole. I flew out in— those are the context on that. Before I launched my coaching business, I found the dream client, Drew Canole. I flew out to his office, worked for free, helped them build the thing out. So I was working with them doing a bunch of stuff, but at the same time, like, I was working to launch my consulting brand. It's like, as I was doing stuff, I was, I was like practicing on them and I was putting into my, my course. I was practicing like, it's like I was, I was doing it in real time and I started selling it before, before I had like an insane result for them because I didn't want to wait for 6 months. And I'm like, what if they don't have the result? What if they take forever? What, you know, like, it's just nice to have so that when you do have that, it becomes this really powerful thing, right? And so like, I wouldn't wait. In fact, You'll see. So next month I'm doing an event, probably. I'm still figuring out the date and the time and stuff. I'm doing a virtual 3-day event. And to lead that event, some of you guys may have heard the podcast. I did a podcast looking for 2 people who want to pay $100,000 for me to do 5 calls with them on how to do, on how to create a webinar, right? And so I got 2 people pay me $100 grand. I'm doing the calls right now. But part of it's like, I'm doing the 5 calls, but none of the webinars are done. They're not going to be done.. And so it's not finished yet. And so I don't have that result, but what the result I do have is like I had 2 people pay me $100,000 to get the same thing you guys are learning for just $10,000, right? Like that, that kind of transition. So it gives me a thing as well. So you even gives you the ability to say, look, I have clients I'm working with right now. I'm working with this client right now. Like you can start saying that you're working with clients even though, you know, maybe they don't have the result yet or maybe they have little micro results. Like you can share whatever, whatever piece that they have right now, but don't wait until like the perfect result comes before you're gonna launch something. Right? Like, it's just keep doing it and then share the mini wins you're getting along the way. And then when they do have that big result, then you come back in and amplify everything else with that. Does that make sense? Absolutely. I would say just don't, don't wait. Like, everyone wants to wait. Like, yes, getting a client working for free is great, do that stuff, but keep moving forward. Like, it's just all it's gonna do is amplify your sales. There's a lot, there's a lot of people who make sales without, without a testimonial, without clients, without anything. So you can still make money without it, um, But like, as soon as you have that testimony, that success story, that case study, then it'll amplify everything else. But don't wait for that to get started.

100%. Such great advice there. Okay. So like Russell just said, he does have another webinar coming up and we can't keep him too much longer. So I want to knock out a couple hands that are up. Selene said she has a really quick one. Let's start with Selene.

Actually, I don't need Russell for this. Sorry, Russell, I appreciate your time. But so I private message you. It's just a friendly reminder for my question last week. I need to— I don't know how to identify who is clicking in my offer because I want to call them and see why they didn't move forward. So that's one question. And the other simple question was, of course, I forgot, but I put it in the, in the message. I just don't want to take Russell's time for this, but thank you though.

I appreciate it. No worries. I'll get you that answer in a couple hours here, Selena.

Thank you.

I appreciate it.

Absolutely.

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Let's hop over to Kira. I don't think Kira's had a chance to ask any questions to Russell yet. So Kira, Let's hear it. Oh, Kira, sorry, you're still muted. Let me hit my magic button. There we go.

Thank you. I was just saying, Russell, I mean, what an honor. And I have to tell you, it's impossible to listen to you talking about anything without getting excited. I mean, every time I listen to this man talk, I'm like, yeah. It's awesome. Anyway, I've learned so much and I'm really excited about this course and everything and the support and the people in here are incredible, honestly. So thank you for putting it together. To my question, I have a Facebook group that I started for another business that I had been working on for 15 years. A lot of bad stuff happened, but the group itself has about 14,000 members.. And although it isn't technically affiliated or connected to my new projects, which is geared towards health and anti-aging, et cetera, the, the company that I used to have used, used to help moms with sick babies with acid reflux disease. Those moms over 15 years have reached a certain point in their life and they I could very well qualify for what I'm doing now. How can I utilize that group? I mean, there's close to 14,000 members in there. I do have— I had group leads on there for a lot of it, so I have a lot of email addresses. Like, what can I— I want to change the name. I don't know how to handle that, but I don't want to, like, throw those leads away. That's a lot of leads that could potentially turn into You know, people I could help or—

Yeah.

How, how different is that market to the new one? Are they, is it like night and day difference or is there, is they tangential?

You know what I mean?

Well, I mean, everybody that joined that group at the time over the course of the last 15 years had a sick baby with acid reflux disease. It was a very specific group. But those moms, babies usually only have acid reflux for a year. And they typically move on to other areas in their life. Now, a lot of those moms 15 years later could potentially be in their 30s and 40s, which is where I'm targeting now because I'm, I'm helping both men and women deal with, you know, combating or optimizing the healthiest life they can as they grow older. And I'm doing that with products and services. So what do you think? Do you think I can do something with that group?

Or I would say so. A couple of things I would say is, number one, it's definitely worth doing something to try and move people over. But at the same time, it'd almost be easier to build a new 15,000-person group than to bank on moving those people over, you know what I mean? And so I would say is I would probably create something, a campaign, maybe spend 14 days doing a video campaign or something, trying to get the right people to raise their hands. Like, hey, this new thing I'm doing, this is amazing. We're moving everyone over here. We're shutting this group down. If you're interested, let us know. And like do some kind of campaign and get people excited. But then knowing that like there's gonna be a beginning and an end, and I would even like tell 'em like, we're shutting this group down, it's gonna be dead. And then who knows, you may get 300, 500 people to raise their hand and move to something different. But then you got that new group. And then from there I'd start focusing all effort on just on growing the new group that's very specific to the thing you're trying to do.

That makes sense. It does make sense. But would it be, um, in your opinion, do you think it would be just as beneficial to make an announcement in that group and say the group is changing rather than counting on them to take those 2 or 3 steps to join another group? Like maybe do a video or an announcement saying, hey, this group has served XYZ for a number of years and now we're focusing on this. Is the group active right now? Yeah, it is. And I can't— I, I, I haven't engaged in it in probably 4 months, and I've got, like, 2,000 people waiting to join. Oh, really?

A lot.

But are they all waiting to join because acid reflux, like, their kids going crazy and they're like, get me in?

It's a, it's a huge, like, emotional thing for me. There was a lot of stuff that happened. I'm not gonna get into it, but it was a business fail. Right? Yeah.

But I want to— my biggest thing is like, my biggest fear for you is like, because the algorithm is going to— if a group is active on a topic, it'll start showing more people. So if you've got acid reflux, you're trying to bring them over here, and also like they're commenting, you shifted the conversation, and again, 15,000 is only like 300 actually want that stuff. I mean, all the other conversations slow down, right?

I get it. But I mean, wouldn't those—

whoever switches over or sticks around, maybe, you know, 10%, but still that's Well, just because you change the name of the group, Kira, it doesn't mean you change that person or their identity or their problems or what they want.

Right?

True.

Yeah.

Yeah. I would try to get the people raise their hand. They're interested in that topic and I would move them off and then you can start building a clean group because then if you have the 300 people actually want that topic and then you start on some basic Facebook ads, I mean, you get 15,000 people in the next 3 months and that's the right people. And then that algorithm is going to feed that and then it's going to be more of the right people. Versus right now they have 15 years of data that this is an acid reflux group. So when you're trying to like advertise and bring more of your new dream client in, it's going to find these acid reflux— even if you change the name, Facebook's like, the commonality that these 15,000 people have is this, and that's who they're going to start finding. And then you're not going to get the right dream client in. Got it. Like, that'd be my biggest fear is like, so like 15,000 groups, great, but like you can build them way faster and then the right people and the algorithm can find the right people, ads can pull the right people, and then it just becomes easier from there, you know?

Thank you so much for everything that you do for us, both you. And by the way, Dante is a rock star.

He's great, right?

I love him. Oh, lucky to have him.

He's amazing.

Awesome.

Thanks so much. And Kira, I'd like for you to stick around, uh, uh, when Russell goes. I'm going to start the second half. I have a story for you about the, uh, hypnotist. Cool. Uh, let's hop over to Sabir. Sabir, how are we, man? Hit my magic button. There we go.

Hello. Hey, thank you. Thank you very much for prioritizing me. Um, have a question about my funnel. So I've built my funnel. I'm sales coach and I'm trying to build my funnel now. And the first step is like, um, book for free. It's like 8 powerful skills that will make you unstoppable in sales. And then second step will be like upsell, like a webinar for a small ticket price, and then bringing them to the webinar with around €400 price. And then after that, the high ticket sales. Is that an effective strategy, you think, or? I should do something differently, maybe.

Okay, say it again. So you're going— is it a free webinar or paid webinar for it?

I think about the paid one.

Okay.

And how much do you charge for the webinar? Think about something small, like €7. Okay. If it can kill my conversion rate.

You had a step before the webinar too, correct? So did you say it was a free consultation?

No, it's a free book. The name is 8 Powerful Skills in Sales That Will Make You Unstoppable. So it's just kind of a hook to get the email address, and after that, there will be a page coming with the webinar.

That's an ebook, right? Yeah. Yeah, so free ebook to a $7 webinar.

Yes, and then after that, they will come to webinar, and in this webinar, I'm gonna pitch the package with the different courses and etc. for €379. And then once I get them as clients, so they might be interested in high ticket as well. That's, that's the general strategy. Yeah.

Gotcha. So there's a, I have a debate in my inner circle with more so on challenges because like half the group does like free challenge, half do paid challenges. We always fight back and forth like who's right and who's wrong. And the reality is they're different hammer, they're different tools, right?, and they had different things. So webinars, I don't actually know anyone doing a paid webinar right now. I'm not against it, but I haven't seen anyone successfully grow or scale a paid webinar. So it's harder for me 'cause I'm not like, oh, here's how so-and-so's doing it, I've seen the model. I don't think it wouldn't not work, but I have not seen somebody yet who's crushed it with the paid webinar. I have seen people crush it with paid challenges. So it comes back to just the end goals, right? For me, I like having webinars with a lot of people. I don't like having a brick wall that keeps people from showing up. You know what I mean? It's like, that's kind of why I like doing free webinars, because I want as many people as possible so I can make the pitch and have as many people there as possible. Same thing with my free challenges. That said, next month I'm testing out a paid challenge because everyone who's doing paid challenge is like, oh, you know, this is the best people show up, they're more likely to buy, we sell more high-ticket stuff. And there's all that version of it as well. And so yeah, that's kind of It's kind of like it could work, it couldn't work. I would probably test that and maybe try a free one, try a paid one and just see, cuz one was gonna be dramatically better than the other. But we won't know until you actually test it. Cuz if you do a, if you do a paid webinar and $7 and you get 30 people to pay and show up, that's hard. Cuz then, you know, your show rate will probably be higher, probably get 90% of people to show up, which is great. But if you did the same thing as a free webinar and you would've got 300 people registered and you get 100 to show up, you know, which one's got a better audience? And so, So I think that would say I would test back and forth just to see which one ends up giving you more money at the end of the day. But then after that, the rest of the funnel and the strategy sounds perfect. That's the only one that's like unique that I haven't seen somebody successfully execute on yet.

Okay.

But I'm not against it. I'm not going to like, every time someone does something different, I always get these battles with them. Like, there's no way a paid challenge will work. And then someone does one, they pull out $2.3 million for their paid challenge. I'm like, okay, I guess paid challenges will work. So I'm not gonna say it's not gonna work, I just haven't seen it yet. And so I'd say it'd be a cool thing to test and then, and I would do a quick test, maybe one week one way, one week the other way and just see what the numbers, how they shake out and then double down on whichever one wins.

If you would have one strategy for sales coaches in general, like what kind of funnel would you recommend? Are you teaching them to sell on the phone? Not only. All the ways, like also with helping, helping AI in their everyday job, also with phone, emails, LinkedIn outreach, and also high ticket sales, like everything included in one sales package.

Gotcha.

Basically I do is I would make sure that, that what the process you're teaching them is the process you're using. Does that make sense? Like I see people all the time who like, I have a, I'm gonna tease him. So Stu McLaren, I love him. One of my best friends on the planet. He has a, he has a course, teach people how to do membership sites. And I'm like, if you instead sold the membership site, how to membership sites, people like would see the process. I think it would do better. But he has a course teaching membership site. Like if you're teaching high ticket sales, you should be doing like, if you're teaching phone sales, you should be doing high, doing phone sales. You're teaching like live event sales, you should be doing live events. Like, so I would sync it to the, the process that you're teaching so they can see like the process that they're buying through should be the same process you're teaching. So I would sync those as close as humanly possible. That way they're seeing like, oh my gosh, he does what he's talking. It worked on me. Like when someone goes through my world and they see me do the perfect webinar, you should see the comments. You're like, he's doing the perfect webinar. Oh my gosh, this is real. Oh, like they're freaking out because they've learned about it and they're seeing me do it right. And so it's like, that's the biggest thing is like, make sure you're congruent with like how you're doing the thing, how you're fulfilling the same way, because then people like, oh, it worked on me. Of course it's going to work for them. They're more likely to follow the process.

That makes sense. Yeah, of course. Thank you so much, Russell.

Very cool. Thank you. And as I've been thinking about it, you know, you really have me on a P.T. Barnum kick lately, so I am very amateur studying P.T.

Barnum.

But I don't remember— P.T. Barnum, if you guys don't know, is the king of dramatic demonstrations, and it's the inspiration for Russell doing his old thing on dramatic demonstrations. And it's amazing because dramatic demonstrations really truly are the key, especially now that paid ads are getting all crazy, and it's just the landscape is changing. So like Forgive me, Russell, but I am an amateur at the studies of P.T. Barnum, but I don't remember P.T. Barnum ever making a dramatic demonstration paid, which is what your webinar is. Nobody ever had to like pay P.T. Barnum $3 to learn about this new really cool event or really cool thing. The, the dramatic demonstration or the webinar is free. People can join that, and that free thing then shows them about the paid thing, and they pay to go do that thing. So if you were looking for a nudge on where to start— should I start paid, should I start free? I would, I would nudge you to start free, get a bunch of people in that webinar, get them hyped up and excited just like we do it, and then turn those people into sales down the line.

Speaking of dramatic demonstration, do you want to see something cool I got in the mail this week, Dante? Yeah, you kidding me? Yeah, here's Nerd Russell. This book cost me way too much money, but as you guys know, I buy old books, and, uh, I found this book called Showmanship in Business from 19— uh, uh, 1937. Wait, is that right? 1936.

1936.

And it's like all the dramatic demonstrations these guys were doing back in 1936. That's insane. So you can see like the front, they got the big old balloon on the— anyway, so book nerd here. I just got excited when you said drag demonstrations because my new book.

Well, that's great. Now I'm going to be on a trail of eBay trying to find that book. I've never even heard of that. It's awesome. It's 12:50. Can we do one more quick one, Russell?

Heck yeah. Next one starts at the top of the hour, but I'm good going like 2 minutes before and then I jump off and switch over there.

So yeah, I'm good to go. Of NASCO, Daniel, Caesar, and Ryan, do any of you guys know your question is fairly quick? Okay, Caesar, let's do it then.

Let's hear it. So I'm actually in the next course too. Also, I'll be seeing a little bit, but I'm doing supplement sales, so I know you've done that before. I jumped in on this because I wanted to build a ClickFunnels into the course. I have a partnership with Spartan Races. I shot you a couple of messages seeing if you're interested in doing a race. I'd pay for your kids to go for free. So my question, what, what would you recommend I do with that partnership? Giving away a free race, giving away supplements, doing a training program. What kind of funnel would you recommend I build?

Starting—

I'm starting it today. What is the first step to make that work? Well, so the idea is to sell supplements and I'm able to give away a race. Say again? So my niche is to people who've never done a race before. That's who I'm trying to get. I'm trying to get people who've never done a race before. I have a training program. I have Joe DeSantis free a book that I could get. So I have a lot of resources at my disposal because of this partnership. So I'm trying to figure out what the best way to put a supplement funnel together in order to encourage people to, to buy the supplement and in exchange get a free race, or buy the race and get a free supplement so they try it.

That's where I'm kind of stuck. Very cool. Yep. All right, so I do— I would— we did this in LadyBoss. We did it with, uh, Kaylin Pollan. We did it. It was called the, the, uh, the Cake Challenge. And so it was like, like we wrapped in the thing where it's like, okay, the goal is to lose X amount of, X amount of weight a certain period of time, but it's the Cake Challenge. Inside the Cake Challenge, you have to work out and you have the supplements and all these kind of things, and it became complete package. So I'd be thinking the dream customer, you said someone who's not racing right now. So I would do something like yourfirstrace.com or racingtoasixpack.com or something, whatever the end result is, right? That's my challenge like that. So then the challenge comes in, it's like, hey, the challenge kit, the first thing you need, you're gonna get the book, then you're gonna get the— so when we sold like the cake challenge, it was like, you're gonna lose weight. So based on the weight, like, here's the challenge kit you need, which is going to be supplements workout thing, whatever it was, right? And it's the kit that they need to be able to fulfill on the challenge. Now, they didn't have to sign up for the kit. That was the upsell. Someone registered for the challenge, then the upsell page is like, hey, thanks for joining the challenge. We're going to help you lose weight. This kit's going to help you get there faster because it's going to give you this book and this thing and this supplement sheet for the next 30 days, plus blah, blah, blah, blah, blah. Right? You had all the stuff put together and then we shipped out. And I think the conversion rate was like 30-something percent on the the kit, they gave them the, again, the book, the supplements, all kinds of stuff they would need to be able to have more success during the challenge. And so if it was me, that's how I would do some kind of challenge funnel where the end result of the challenge is this. It's a free challenge. You can get the free education, but then challenge kits like, you know, we have two types of people that join the challenge. Those who sign up and do it for free and it's great, they get some results. But those who get the best results are those who actually have the supplements. They have the book, they have the motivation, they have the VIP calls, they have all the other stuff. So upgrade right here will give you that stuff right, right as well. So that's how I would probably structure it.

Awesome. Thank you.

Yeah, no worries. Tell Joe hi.

He's awesome.

Yes, thanks.

I will.

Dante, you're muted.

I don't have a magic button on mute.

First day on the job.

Well, that was awesome. I know it's a couple of minutes early, but I think everybody's going to be going to hang out with you in the course secret training anyway, so I won't keep you too much longer for today. Do you have anything you want to end us out on today, Russell?

Cool. Now, the biggest thing, you guys, I hope you're enjoying this process. Like, again, business is stressful. It's fun. There's all this stuff. But like, when all said and done, this is a game and it's fun and you should be enjoying it, right? It's creation. It's trying things. It's failing. It's, you know, I think people always ask me, like, Russell, you've worked with, you know, hundreds of thousands of entrepreneurs. What's the difference between those who have success and those who don't? And the reality is the difference is the ones who have success, the ones who are not afraid to just throw stuff against the wall and see what happens. I would say that my experience is athletes usually do really, really well as entrepreneurs because they're used to going stepping out on the mat or on the court or on the field and like and trying and losing and trying and losing. And that's what entrepreneurship is. And so a lot of times we're like, I don't want to mess this up because if it doesn't work, then I'm a failure or, you know, those kind of things. It's just like, no, like just you're putting these out there, no one's even seeing what you're doing, right? Did any of you guys see when I launched ZipBrander? Oh, none of you did? Oh, really? That was the very first thing I launched when I was in college. The very pre-PotatoGun, pre-everything, ZipBrander was the first thing. How many of you guys saw ExciteWare.net?

Oh, none of you guys?

Oh, weird, because I put that out there like 20 years ago. That was like, I bought the domain name. I was so excited. I just got married. I told my wife, I bought our first domain name.

It's ExciteWare.net.

I was going to sell exciting software, was my plan. And my wife was like, are you selling lingerie? Like, what are my parents going to think? I was like, and so like, I, I spent $10 on this domain. I didn't get to use it. And I was like, $10 I didn't have. And I was all stressed out, but nobody knew about it. Right? And so like all these things you're doing that you're failing along the way, the coolest thing about it is nobody actually sees any of it. I think we think that everyone's seeing it and they're like laughing at us, but nobody actually knows. I've launched probably 3 things this year that didn't do well. How many of you guys knew that? Nobody knows. Like, you see the email, you see the promotion, you see the ads, and then you don't see anything else. And it's like, oh, Maybe did well, maybe didn't. Nobody really knows. I had somebody told me one time, that was the best offer you ever did. And I was like, I was like, I think you might have been the only person who actually bought it because nobody else did. But nobody knows that, right? And so don't be scared. Like, just put it out there. Like, try this, try this, try this, and just keep trying stuff. And then eventually, if you keep doing that, something's going to stick. And that's when you double down on. And then in 5 years from now or 10 years, whenever you like, you know, again, I'm 20-something years in this business now, 20 years now. All the people were there. And think you're amazing. And you're like, you have no idea how many times nobody bought my stuff until it worked. And you don't know though. It's like, yeah, it's the whole philosophy of One Funnel Away. The first funnel, you don't know which one it is. You're just putting them out there and then one's gonna hit and then that's when everything starts changing. So keep sticking with it, you guys. It's a lot of fun. The game is, anyway, I think it's the best game in the world. I appreciate you all and can't wait till next time we all get to hang out and do this again. So thank you, Dante.

Thank you, everybody.

Thank you, Russell.