The One Thing I Forgot: Teach The What, Sell The How

Welcome to Marketing Your Car, the podcast for funnel hackers everywhere. You're now part of a small group of underground entrepreneurs who are trying to change the world through the products and the services that we believe in. But because we don't rely on venture capitalists, we don't have financial safety nets, so we have to do things differently. We have to do things smarter. We do that through an art and a science we call funnel hacking. This podcast will give you a glimpse at the daily life of a funnel hacker, so let's get started. Morning everybody, this is Russell. I'm out riding my bike to the office because today is a beautiful day.

I hope the wind's not too loud. Anyway, and there's a huge hot air balloon out in the sky. This is a sign it's gonna be an amazing day. It's gotta be, right? And then this morning I woke up at 5, which was awesome. I got like 3 hours worth of stuff done. Well, probably 2 and a half hours before the kids were up. And I'm feeling good and I'm excited for today. This whole week's gonna be amazing. This weekend I'm flying out to speak to Grant Cardone's audience, teach those guys about some funnels. Which is gonna be so much fun, so much fun. The fact that the drive, or excuse me, fly for forever, but I fly Friday all day, I land, speak Saturday morning, fly home Saturday night. So like 24 hours, less than 24 hours, and hopefully we'll go. It's kind of funny, when I used to be a public speaker, when I was doing that, that was my job for, or my gig, not my job, but my thing, I figured out how much money I'd make per attendee, and then I'd be like, okay, so based on this, means I'm gonna make X, And so like for example, this weekend Grant said there's 2,100 people in the room. So if that's true, and his people, how do I say this nicely, they are funnel beginners. I was gonna say something else, but I'll say funnel beginners for recorded history. And so my guess is if I screw it up, I should close 30% of the room. If I do awesome, it should be 50%. So let's say 30%. So let's say there's 2,000, I'm not that good with numbers. Especially while riding a bike. So that means 30% would be 300, 600, 600 people. What I sell for stages is $2 grand. So 600 would be $1.2 million. And then I get to keep half of that. So I'd walk home with $600K. So basically I'm flying across country to go pick up a check for $600K and I'll be back in 24 hours. Isn't that exciting? Anyway, I'm excited for it. And hopefully I'll close more than 30%. My goal is to get 50%. So we will see. But I'm excited. It's funny because I'm not allowed to share, like how much we spent to get Tony Robbins to come, or Marcus, they got all these guys on contracts, I'm not allowed to say, but it's a lot, somewhere between the low end, $70,000 to $80,000, to the high end, over a quarter million bucks or beyond. So, those guys are like famous people, right? So I'm not famous, but I know how to sell, so my check is actually bigger at the end of the day. It's funny, one of my first speaking mentors, John Childers, he used to talk about that, he's like, I'm not famous, but I make 10x what Norm Schwarzkopf makes at a speech because, I know how to sell from stage. I always thought that was cool, and it's really cool now looking at me like, dang, it actually happens now. So anyway, I wanna share something with you guys today because I think it's so tough, and you learn this as you keep doing it. So, perfect webinar, dang, I'm out of shape. I'm just moving my feet barely, I should not be this tired. But it is freezing cold out here, my fingers are red and numb. Anyway, so, what was I gonna say? Oh yeah, so, As I've been teaching this, the biggest thing I had to get people to break was like, everyone was in teaching mode, and so they teach for the whole webinar and not make any sales or very few sales. I was like, no, like, the content of the webinar is not about teaching, it's about using stories to break false belief patterns and rebuild them. And so, people are shifting that, some people are crushing it. Like for example, I'm not sure if I'm allowed to brag about this, I'm gonna do it anyway. So Brandon and Kaitlyn in the Inner Circle, who are amazing, I've talked about them a bunch, they joined Inner Circle a year ago, a year ago and they did $80,000 that month and then it's been now about almost a year and this month they did $1 million in a month. Which is nuts and insane and amazing. So they're, golly, they're amazing.

So fun to watch them.

So, some people get it and just crushes it. Some people get it sometimes and forget other times but one of the big things, mistakes that people are making is that they shift all 100% to belief breaking and they tell a story but they're not teaching anything and they're like, oh, you said not to teach. I'm like, well, I said not to teach but if you look at like, The epiphany bridge script, which you guys will get more access when the Expert Secrets book comes out. But I'm walking through my epiphany and it's like, you have the backstory and then you have your internal fears and your external fears and then from there you go on this journey and you have an epiphany and from there you create a plan, okay? So what is the plan? The plan is this what. Like what am I gonna do? So it's like okay, first I'm gonna try this and then this. And you walk people through what the plan was. And then in the plan you get conflict, which causes emotions. You talk about the conflict, the issues that came up, Talk about that and then you got the resolution. And you have the resolution of the external and the internal, right? So that's like the process. But when I'm talking about the plan, like I'm talking about, I'm going through this step by step, right? This is me teaching, like I'm showing this was my plan, this is what I did. Step 1, I did this. Step 2, so you're showing the what. You're not going into the how, but you're showing the what when you're showing the plan, right? Like I can give people a plan, like here's the plan, you gotta build a funnel, da da da da da da. But like, they still gotta invest because they gotta understand the how, right? But I gotta give them the what, 'cause that gets them like inspired, they see like, oh my gosh, that's making people feel like they're learning a ton 'cause they're seeing this what, and then what you sell then is the how. And so, I just wanna kind of throw that out there in case anyone's like, I'm doing Russell said, I'm not teaching anything. I'm like, no, you're not, it's not that you're not teaching anything, you're doing it through story with the goal of breaking a belief pattern, and then when you're walking people through the plan, that's, that's where you're doing the teaching of the what, not the how. And when you understand that part, that's what makes it crush it. So, hope it helps, but I'm at the office. It's not too bad, it's about a 5-minute bike ride from my house, good to know now. Anyway, appreciate you guys all for listening, have a great day, great week, and if any of you guys are gonna be at Grant Cardone's seminar, come say hi, and please, please, please wear one of your Funnel Hacker t-shirts. Funnel Hacker, it's a cult, we are not Confusionsoft, anyone you got, make sure to wear that. With that said, I'll talk to you guys all again soon.

Thanks so much for listening. We hope you enjoyed the behind-the-scenes look at our funnel hacking project. You can also watch the Funnel Hacker online reality show and watch us build and launch funnels live at www.funnelhacker.tv. If you'd like to come hang out with your fellow funnel hackers, come join our Facebook group at www.projectclickfunnels.com. Oh yeah, and don't forget, you can get a free MP3 player with the first 257 episodes episodes preloaded at marketinginyourcar.com. Join us next time, and remember, you're just one funnel away from your dreams.