The Procrastination Killing, Sub-Zero Fireball

Hey everyone, this is Russell Brunson and welcome to Marketing in Your Car.

Welcome to the Marketing in Your Car podcast where you can increase your traffic, conversions, and sales in just 10 minutes a day. And now, here's your host, Russell Brunson.

Hey everyone, I got to keep making the intro more and more cheesy every single day because that's the best way to do it. So, anywho, I hope you guys are doing awesome. I'm heading into day number 4 of the Mastermind meetings and it has been amazing to say the least. The first two, so basically the way, so let me kind of give you a background on the Inner Circle 'cause it's kind of cool actually. So I launched the Inner Circle probably 3 years ago and I'd had like a mastermind group in the past but like first time, it was probably like 7 or 8 years ago I like launched a mastermind group. I think I sold like 2 people into it and then I was like crap, if they show up and there's only 2 people in, they're gonna, it's gonna be dumb. So I invited a bunch of my friends and stuff and tried to make like a full group and it was always like okay, but I don't know, it just wasn't amazing. So we ran it for 2 or 3 years and finally I was like, you know what, let's just stop running it. So we turned it off and didn't run it for a long time. And then fast forward to a couple years ago, we decided to launch coaching again and it's funny how like your mindset shifts, you know, like we sold coaching at 5, so this time I'm like, we're gonna do it at 8, so we sold it at 8. And then I was like, no, we're gonna do it at 10, and we bumped it to 10. Then we're like, we're gonna do it at 12, we bumped it to 12. But it wasn't really like a mastermind group, it was more like this other thing. And then I met this guy, who had sold a $25,000 mastermind group. He said he was signing up 2 people a week and I was like, I don't know if that's even possible. It seemed like too far and too foreign to even be a possibility, right? And so, but I was like, let's just add that as a thing and maybe we'll sell 1 or 2. So we did and then like right away we sold 1 and I was like, oh crap, now we gotta fulfill on it. So now we gotta sell more. So we started slowly selling it. And I think our first mastermind group we had like 8 people at it. And that was kinda cool. I was like, alright. The second one we had about 20 people at it. And I was like, dang, this is getting big. I remember Bill Glazer's little mastermind group I grew up in, he only allowed 18 people in a group. So 20, we had a full group and we were giving everyone like an hour in their sessions and then it kept growing and growing. Soon we got to the point where we had 35 people in the group. I'm like, dang. And so we shrunk it down to where everyone got 30 minutes and it actually ended up being better because people spent a lot less time talking about nothing and a lot more time focused. And so I was like, okay, cool, we can keep it about 35. We'll just kind of keep it there. And then the next meeting we had like 45, and so we shifted to 3 days. And I did 3 days and it was like, it was too much. Everyone was fried. I'm like, what do we do? So finally I was like, okay, I'm gonna break this into 2 groups. We'll have 2 groups of 20-ish. So we broke it into 2 groups. By the time the 2 groups showed up, both groups had 30 people in it, and we were at 60 people in the group. And I'm like, oh crap. So we had 2 groups, one day, one the other day, and then we had like, you know, the crossover days. We had like dinner together and it was really fun. And I'm like, cool, let's keep 2 groups. And I'll be fine. And then the next meeting, we had 2 groups and both groups had about 40 in it. And I was like, we can't facilitate 40 in a group. It doesn't, like it loses the experience. Excuse me, my throat's dry from a lot of talking. Anyway, so then I was like, alright, well, so I look and I'm like, we're like almost 80 people. I was like, I can't believe we have 80 people in our $25,000 a year program. Like, it didn't make any sense to me. So I was like, okay, well let's, how about we just, and this comes back to actually one of the big themes we've had over the last 3 days so far is just, you know, like when is enough enough? Enough. And so I said, you know what? And actually I had years ago, Dan Kennedy asked me, he said, what's your number? Like, what do you mean? He's like, what's your number? Like, when are you going to be happy? I'm like, I don't know, a billion? And he's like, all you entrepreneurs, like especially the young ones, he's like, you just want money. And so you just work and work and work and you don't have a number. So you just keep working till forever. And he's like, you got to have a number, otherwise you're going to burn yourself out. And you will find out that this business that you created because you wanted freedom and lifestyle, will have robbed you of that. And I was like, crap. And so a few months ago, I was looking at Inner Circle and I'm like, what's my number? And at this time we also, I said okay, from now on we shut down our lower end program which was $10,000 to $12,000 a year. I said, you know what, we'll just close that down. Which was crazy 'cause it was like almost a $2 million a year business and I just turned it off. I'm like, it's not worth the effort anymore, I'm just gonna turn it off. So I turned it off, which was really scary. And yeah, then the only option became $25K which is why I think so many people kept joining it. So a couple months ago I was like, what's my number? I said, well, we're at 80, I'm gonna have 100. And when there's 100, we're gonna shut it down. And so I said that was the number and then within like 2 weeks we got to 100. And which was crazy. And so that became my number. I said, look, you know, that'll be a $2.5 million a year business for me, the coaching, and that's it. Like we're not scaling, we're not growing. Like it is what it is. And I said, with 100 people, like how do we do this? And I looked at some of the other groups out there. One of my friends' groups, they run a similar thing and they grew it same I think about 100 people, so they just have 100 people all come to one meeting. And I went to that meeting and I did not like it. I felt like I didn't get anything out of it, honestly. So I'm like, I don't wanna make mine big like that. The format that I gained the most value out of was the one where there was 20 or 25 people in the group and everyone got a share. So I said, how about this? We're gonna break it into 4 groups of 25, and that's what we're gonna do, and we will lock it out. So that's what we did. We capped it out at 100 people as 4 groups of 25. 25, and that is now the inner circle. So we had 25 people here Monday, Tuesday, 25 people here Wednesday, Thursday, and then next month we've got 2 more groups that'll come through and that'll be all 100 people. So that's kinda how we shifted our inner circle and it's really cool. It's nice 'cause these groups don't have 30 or 40 people and we've got 25, so it gives us, we have more time and it's less stress and it's just, it's really cool. It's just perfect right now. The only thing that's lame is it's hard because now I got all these people who want to join the inner circle and they can't, which is a good problem to have, right? I told these guys, I'm like, "Look, this is how it works. Your seat's here. You're locked in forever. The only way someone else can get in is if one of you guys leave." We have these guys from Ukraine and one of them, Vlad, was like, "I just thought of a good business opportunity for me." I was like, "What's the business opportunity?" He's like, "No more seats are available. I will sell my seat for $50,000." He's like, "I will come as the partner and they will come as the person. I'll get just as much value listening in on everybody else." I was like, "I guess that's brilliant." Anyway, it made me kind of smile. Anyway, it's really fun. We're having a great time and that's what's been happening. I wish I could drive with my notebook out because there have been so many transformational shifts even for myself and I think for everybody else. Else in the group. It's just been really, really, really, really cool. I'm trying to think how deep should I go in. I'm totally late today too because I've just kind of been dragging my feet a little bit because I'm not gonna lie, I'm a little bit tired. Anyway, so a couple of the— see, how much do you guys want to know? I should just do a session where we just sit down and I just share like the top 20 things we got from Mastermind, huh? One of the cool ones. I'm curious if any of your— it's hard to explain this without being able to visually show it, but how many of your prospects struggle with procrastination when you're trying to get them to buy from you, right? So there's my question for you. I'm guessing that most of them do, right? It's the reason why urgency and scarcity are such big driving points, right? If you look at— I've done a couple podcasts on this topic, and that was a big theme. Like, urgency and scarcity is what gets people to buy. In fact, Justin and Tara Williams, they're in our group, they're awesome. He was telling me, he's like, yeah, pretty much figured out the one thing that gets people to buy is urgency and scarcity. So once a month we launch something and then take it away so we can have urgency and scarcity. And which is like a huge, anyway, it's pretty awesome. But I was like, why do people, why does it take urgency and scarcity? It's because it's procrastination, right? They procrastinate. And so Darren Stephens, who is a ninja, a real world ninja, well he's not actually fighting ninja, but marketing, sales, NLP, hypnosis, Ninja dude, like the guy's amazing. But what he's amazing at, that's so interesting, is just like, he runs events and they'll do like $2.5 million in a weekend at an event, which sounds amazing. But when you look at it, his events will have 70 people in the room, which makes it frickin' amazing. He'll close like 80%, 90% of the room at a $30,000 offer. And the events are free for people to come to. It's not like a buyer event, it's just like people come puts 80 people in the room and he pulls out $2.5 million. It's insane, I don't know how he does it. He was talking about it and he was showing us a lot of the things they do, all about rapport building. It takes them 3 days in their event to get enough rapport to be able to close people at $30,000. So they talked a lot about how do you build rapport. They talked about, his wife talked about, his wife Jackie talked about universals and truisms. So universals are things that are universally true, right? Like for example, they'll come in a room and they try to get people saying yes subconsciously over and over and over again. Similar to trial closes I teach, but it's like the subconscious thing. So they do universals. So like, how many of you guys here in the room are business owners? So like 90% of the room raises their hand. How many of you guys here work for business owners? The other half. So now everyone said yes because it's got everyone, right? So there's a universal. How many of you guys in the room are men? How many of you guys in the room here are women? Boom, he just got everyone to say yes because like everyone's either a man or a woman, right? So these little things that seem dumb, but they're like training the subconscious subconscious mind and say, "Yes, yes, yes." That's universal. And truisms are things that are like, "Hey, it's a beautiful sunny day out here in Boise, Idaho." And people are like, "Yes, it is a beautiful sunny day here in Idaho." It's something that's true in the moment. So it's like, "Hey, we're so happy that all of you made it here today." Like, "Did all of them make it here today?" "Yes, they did." So that's a truism. Anyway, it's just like cool, like they're using all these universals and truisms to build rapport. They're using breathing techniques. They're using like all these things to try to build rapport with people, which is cool. And then this one was like, the ninja one for me. He talked about procrastination. He's like, people procrastinate. He's like, the reason why— he's like, for example, he draws a picture of this pirate ship on the board. He said, here's a pirate ship. He's like, who runs the pirate ship? He's like, it's the captain, right? And then who runs the— like, who actually takes care of the ship? It's the crew, right? So you have the captain and the crew. So he says, who's in charge? Well, obviously the captain's in charge. He says, now the captain is like your subconscious mind, right? So it's moving things, but then the crew is the subconscious mind that's actually doing all this stuff, right, to make it all happen. He says, what happens What happens when the crew does not like what the captain's doing? What happens? It's like, oh, it causes a mutiny, right? He says that's what happens. He's like, consciously you're selling somebody something, but subconsciously there's like this something out of alignment, so your subconscious has this mutiny which causes procrastination. And he's like, so how do you get people not to procrastinate? And he did this technique, and I wish I could show it to you so you could see it, but he does it all with his hands. What he does is he starts speaking to the different parts of the subconscious mind. You have like the right hand, so like I'll hold out my hand and I'm like, on one hand, you guys are really excited and really motivated and you really want to be part of this, right? But then on the other hand, he holds out the left hand, on the other hand, you're freaking out, you're unsure, you have insecurity, you've struggled in the past, blah blah blah. So now he's holding both sides of his hands, like the right brain, the left brain, or whatever, like the two different conversations. Oh crap, I just cut a guy off. Sorry dude. Ah, such a bad driver when I'm, this is why you should not drive Do not be podcasting and driving. It's as bad or worse than drinking and driving. Good thing we're in Boise, Idaho. That means this guy probably doesn't have a gun. If we were in California right now, I would be scared for my life, not gonna lie. Anyway, so out in front of me, he's got two hands out, right? He's got one hand, he's got, one hand he's got, you know, like you really wanna do this. Other hand he's got like you're confused, you're nervous. And those are the two parts, right? That conscious, subconscious. Those are the two things that are causing, that cause someone to procrastinate. Is these two internal conflicts, right? So he does his left hand, right hand, and he does it. Now if these two things can come together, and he brings his hands together, and subconsciously he's now brought the conscious and subconscious mind together, and then he pushes it out. Similar to like, if you guys ever played Mortal Kombat, you know when Sub-Zero like shoots out the blue fireball? It's kinda like that. So he goes right hand, left hand, brings them together, clasps his fingers together, and then pushes it out like a fireball to the audience. So he's taking the two parts of the brain, in the brain, brings them together, and then pushes them out to the people. He does that over and over and over again throughout the event. Every time they're talking about something, he's looking at like, what are the two conflicting parts of the mind that are keeping this from saying yes, right? So it's like, on the one hand, you probably think it'd be awesome to have ClickFunnels, you're excited, you see how this would be easy. On the other hand, you're thinking, man, I don't have time, I'm not a techie person, you know? But if we can bring these two things together, and then he pushes them out, and help you guys to see the value of this, then it becomes a no-brainer, right? Boom, now he's just taken this internal conflict that causes procrastination, he's brought those two pieces together and pushed them back out on the audience, and now those conflicts are gone. Like, how ninja is that? How frickin' amazing and cool is that? Like, it's, oh, anyway, so it's been funny 'cause the last 3 days now everyone's been doing fireballs at each other, like, during their presentations and stuff, and it's amazing. So for me, I'm like, well, this is ninja, I'm totally using this. I'm gonna be using it on my stage presentations from now on when I speak and everything else. I'm like, but where else can I use this? So I'm trying to figure out how to do it in my slides. So I'm gonna add in my slides something where like I have a picture of me with my right hand out and a picture of my left hand out and a picture of me putting them together and a picture of me pushing it out. And I'll push through these slides as I teach the concept. On the one hand, you're probably excited. On the other hand, you're probably stressing out. But if we put these things together and help you, boom, then you will be successful and you will join your life will become good. So anyway, that was a cool one. I hope that it makes sense as I'm explaining it, but watch the marketing I do in the future. You'll see me using this in Periscopes and videos and Hangouts and webinars and anyway, 'cause it's the most ninja amazing cool thing I've learned in a long, long, long, long time. So I'm going crazy, I'm excited, and that's just one tiny, itsy-bitsy, teeny little nugget we got from the Inner Circle, and it's been 3 days of like a waterfall of things like that. Anyway, I am almost to the hotel now. I'm excited. I'm gonna go in there and do some subconscious procrastination-killing sub-zero fireballs at people, and I think that you guys should too. So that's what I got for today, guys. Appreciate you all. Have an amazing day. If you wanna get on the waiting list to be in the Inner Circle, and if one of these guys are crazy enough to not re-up, it's the only way to get in right now. Just go to russellbrunson.com, apply there, and that's it. All right, guys, I will talk to you all again very, very soon. Bye, everybody.

Hey everyone, this is Russell Brunson again. I want to thank you for listening to Marketing Your Car, and I want to make sure you're plugging into everything that we're doing on a daily basis. Make sure that every morning you're plugging into the Marketing Your Car training. If you go to marketingyourcar.com, you can join the email list to make sure you get email notifications when new episodes come out. You can also get links to all the transcripts of every single show we've done in the past. Then every night— well, not every night, but most every night, I also do a Periscope show called the Marketing Quickie Show. It's really fun. You can go to Periscope and search my name, Russell Brunson, and subscribe. Every single night you'll get a notification. It'll chirp on your phone and you'll have me jump on there and give you the end of the day thoughts and ideas and marketing strategies we've been playing with during the day. Or, maybe even and, say and/or, you should go to marketingquickieshow.com and over there you can subscribe. You can see past episodes. You can read the transcripts.

You can have a bunch of fun.

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