The Silent Funnel Killer That Nobody Warned You About | #Sales - Ep. 30

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With Venmo Stash, a taco in one hand and ordering a ride in the other means you're stacking cash back. With Venmo Stash, get up to 5% cash back when you pick a bundle of your favorite brands. Earn more cash when you You do more with Stash. Venmo Stash terms and exclusions apply. Max $100 cashback per month. See terms at venmo.me/stashterms. What's up, everybody? This is Russell, and back by popular demand, we are bringing back a Q&A episode. As you guys know, inside of One Funnel Away— well, maybe you don't know— inside the One Funnel Away Challenge, by the way, if you go to onefunnelaway.com, you can sign up for it for free if you are an active ClickFunnels member. We do Q&As every single week, and I used to post them a lot more often. Nowadays I'm posting a lot less. We'll probably start posting more of those on the One Funnel Away podcast, but this week was so good. So many cool things, so many things would benefit you guys. We had a chance to go deep with the VIPs and it was— I thought it was awesome. So I want to drop it here on the podcast. And so that's the game plan. So you have a chance to listen to some Q&A with me and our OFA VIPs. And by the way, if you haven't joined the One Funnel Away Challenge yet, we literally just redid the entire thing. It is insane. It doesn't matter if you want to do e-commerce or the expert business, you dive in there, we're gonna help you get your funnel done and launched and live. It is completely free if you're an active ClickFunnels member. So if you already got a ClickFunnels account, boom, just go log in, lock it out for 30 days and go and do it. It'll change your business, it'll change your life. If you don't have an account yet, then now is the time to go. And if you go to onefunnelaway.com, you'll get a free trial there and then jump into the training. And on Friday, jump on and do some Q&As with me. I do Q&As almost every Friday whenever I'm in the office. And so you have a chance to get your questions answered if you're one of our VIPs. So go and do that right now. And with that said, I hope you guys enjoy this episode of the Q&A show here on the One Funnel Away Challenge. All right, talk to you soon. This is the Russell Brunson Show.

Good morning, good evening, good afternoon, Good afternoon, rock stars! So good to be back with you all today. Ah, great to be Friday because you know what that means— it's Lunch with Russell day. Do me a favor, put your hands together, get excited with me. Let's bring up Mr. Russell Brunson. How we doing, Russell?

I'm doing so good, Dante. How you feeling today?

I am amazing. It's my favorite day of the week. That's an easy question. But Russell, I thought we could start this out Just by talking a little bit about one-to-many presentations, you're the man when it comes to those, and this is the new track in OFA. So could you just kind of fill us in on one-to-many presentations? What's the mindset and what should we really be looking at for the next 4 weeks?

Yeah, well, I'm excited because we updated the expert side of OFA to do this because, um, the reality is if I look at the rest of my entire business, what we're doing with all of our students at every level from like you know, selling online event to the Prime Mover coaching program to my inner circle to my, even my Atlas group I met with the last 2 days. Like the thing we all focus on is creating one-to-many presentations, like mastering them, tweaking them, changing them, increasing them, scaling them. Like it's kind of the core thing. And in the past, OFA didn't necessarily go as deep into those. We spent more time on some other stuff. And so we thought, let's make this more congruent with what we're teaching at every other level. And so one-to-many presentations are, It's funny 'cause how many of you guys are good salespeople? You're great selling one-on-one. If you are, raise your hand. Be like, I'm a great salesperson. Okay, I'm the worst salesperson on the planet. Okay, introverted Russell, if you get in a conversation one-on-one and you want me to sell you something, I'd be like, hey, you should buy this thing. And then if you're like, no, I'm like, all right, you just have it for free, it's cool. Like, I'm the worst at that. It's scary. It like makes me very, very nervous. But people who are great salespeople, what they can do is they can have a conversation with somebody and in that process, they find out their concerns, they can change the presentation and you resolve the concerns and you sell something, right? Online, it's much more difficult to do that because you're not having a one-on-one conversation, right? We are sending a whole bunch of traffic through a funnel, and the goal of every funnel is just one thing and one thing only, which is to deliver a sales presentation, right? And so you have to look at it differently. How do you speak to the masses when you don't have the ability to resolve concerns, right? And this is how I kind of got started, man, 20-some-odd years ago. I started going to seminars and watching really good speakers, and I started learning how to do it, and I got And some of you guys have probably seen the video clips of me initially. I was like really, really, really bad, but I learned how to do it right and learn how to craft a presentation where there could be 100 people in the room. I could give a presentation, I can get 30 of them to run to the back and give me the money, right? Or if there's 1,000 people in the room and get 300 to 400 people, if there's 10,000 people, right? And when I learned how to do that first, then when we started coming online, I realized that the same psychology of giving a presentation, you know, in a big huge event room is the same psychology of a webinar or a challenge or a video sales letter or anything else, right? No matter what it is I'm selling, the sales principles of one-to-many selling are the same. And so we thought the best way to serve you guys honestly would be focusing on that. 'Cause if you can learn that skillset and then plug it into a funnel, and obviously for the OFA, we're gonna be focusing mostly on the webinar funnel because I think when all said and done, one of the questions I get asked on a lot of podcasts is, Russell, if you lost everything, what would you do? And it's like, I know every funnel probably more than anybody. Like I'm obsessed with them. Like I funnel hacked a billion funnels. Like if I was to like start over from scratch, honestly, and I had to be successful, I would build a webinar funnel. It's the most simple of all the funnels. It's literally 2 pages and an order form, so 3 pages, and then a presentation. And so we thought, for the OFA, let's make the tweaks, 'cause the last couple cohorts, it was a little more complicated, and I was like, this is gonna be simpler, it's the simplest funnel, and we focus on what really matters, which is creating a really good presentation, and then selling whatever it is you're gonna offer. And so, that's what they are. Learning the skill set will be the most valuable thing I believe you can possibly learn. Honestly, the funnel side's actually easy. Like, learning how to present and make a pres— like, to sell something is the key. It's the key to get people to buy from you, to follow you, to continue to follow from you. You know, we built our entire, the entire ClickFunnels movement on the back of some really good one-to-many presentations. And so that's what we're gonna focus on because that's what I think is the most valuable thing we could possibly give you guys. And so hopefully you've had a chance to dive in this week and start going through it to kind of start you know, learning about it. But, um, it's, it's my favorite, so I'm excited about it.

It's, it's awesome. If you guys haven't— I know most of you probably have not made it through. You're in your week 1 right now, so technically you shouldn't have made it through. You might not even be there yet. But it is— I, I agree, Russell. I took Perfect Webinar Secrets way, way, way back in the day. And, uh, it's funny, Sonia was just asking, you know, how do you speak, Dante? If I want to do these things like you and Russell do, how do you do that? And I gave her the exact same advice you just gave. So I want you guys to know this is the way. This is the way, just do what Russell says. It's what everybody else has done, it's what I did, I promise, do it, implement. Implement every single day, and like we just said, unabashedly. We don't step through fear, we step through faith here at ClickFunnels.

One thing I'd say too is like, as you're learning this skill set, this will cross over in a lot of other areas of life as well. Like I have people all the time messaging me like, hey, I had to give a talk in church, and I've never spoke before. I had to teach a lesson. And so I just got the Perfect Webinar out. I taught the Perfect Webinar. Like I just structured my talk in the Perfect Webinar. And like when the thing was done, people were like going crazy, you know? And like Eric Thane, who's, you know, in our community, and I think we have some training from him inside the members area too, but he started taking my Perfect Webinar and shrunk it down to a 90-second and does it organically with Reels. And it's, but it's like, it's understanding like human psychology, right? So if you understand psychology, you can use it in your sales presentations, in your webinars, in your YouTube videos, like understanding, learning this will help you to speak anywhere you're doing it. And if you're in the expert track, obviously you probably wanna speak, you probably wanna sell, you probably wanna train, you wanna teach, you wanna change people's lives, like, so all like this skillset that you're gonna be learning through it weaves into all the things you're doing, not just the sales presentation, although the sales presentation obviously is the focal point that gets people to follow you, so it's the most important one, but yeah.

Awesome, man. Well, I'm excited for this. I see HK has a question in the Q&A, so if you guys have questions, please do put those in the Q&A. But Pamela's hand up, she's been hanging out and waiting, and she is ready to come up and talk. So Pamela, let's bring you up.

So Russell, first of all, congratulations to you and just all of your— the lives that you've impacted. It's not just, of course, how successful you are financially, but it's just, just the impact that you've made in my life. And I've been, uh, in Prime over members for the last month and a half, and it's just been incredible. And just the little tweaks. So I want to hurry because I know we don't have much time, but I also want to thank Dante. Russell, you have a gem. I know you already know this, but Dante is absolutely amazing. I would say that Dante to sweeten you up, but you are. And how you give to each person no matter what, until you can't give anymore, until they're done. That's when you're done. So thank you for that. So I am flying my plane. It's already flying, but I'm trying to create a stealth, stealth like you've created yourself, right? And so I am a business coach. I coach coaches, and I have created a one-stop shop academy. That one-stop shop academy is basically $5,000, $4,997. And then I have a membership that's $47 a month. So I am doing my best to combine both my Prime Mover, you know, the Fountainhead training, and also the ClickFunnels. What I decided I wanted to do is do my first ClickFunnel, make it for the membership. And so that's what I'm working on now, but I'm really trying to figure out how do I merge the two without being overwhelmed because I'm holding classes and I'm also doing the webinar. I was doing the webinar before I came into Prime Mover. So I said, now I need to create the perfect webinar. And in my webinar, originally I was selling them into a call with me. But after your training, I tweaked just the first few slides and I got up the nerve to sell. I got the first sale that I had from selling live. And I said, my God, thank you, Lord. So I got to keep going because I'm only through the first 3 slides, right? So I thank you for that. And so How do I, what do, what do you, I, I guess I don't know if this is the best use of your time, um, Russell, but I, again, I'm trying to merge the two, creating the first funnel and working through my, my fountainhead, right? Mm-hmm. So I'm, I'm a little overwhelmed. Just, I'm just being honest.

Okay. Well, it's found, as you know, the 6 modules, I think module 4 or 5, they start building out the funnel. So step 1 is like creating the offer. Step 2 then is creating, uh, the presentation. And then step 3 is then building the funnel and launching it. So, It's all built into that if you're just kind of following the steps. What module are you in there right now?

I am— I'll be honest, I did 1, I did 2, I did some of 3, and that's as far as I've gotten in between still running my cohort and still managing my membership. So, it's just been a little overwhelming.

Okay. How do you do your fulfillment right now? That's like, that's what's overwhelming you. Are you, are you doing live calls or how do you fulfill?

So I do the, so I do the, well, in terms of the fulfillment, in terms of the webinar. So I do the webinars, I do the emails, and do I do, then I do follow-up calls afterwards. Is that what you mean?

But then if somebody buys, are you also then doing fulfillment when they buy?

Yes.

What does that look like?

That looks like them going to my website. Them purchasing, and then they get an email, uh, with their agreement. They sign that, then they get their welcome packet, and then we schedule their orientation.

Okay.

And then is it like they get a bunch of calls? Is it a membership site? Is it like, what are they actually buying?

Right. So they get a membership, well, the site, right? So we have a portal that all of the training is in. And then we also meet on Monday nights I meet with them personally on Monday, every Monday. Okay.

Um, okay, so it sounds like your, your problem is overwhelmed, so you're trying— because it's trying to do all the things, right? Is it just you in the business? Are you running by yourself?

Pretty much, yes. I do have someone who volunteers.

Okay. Um, so I mean, for me it's just like, you know, I have the same 5 days a week everybody else has, and so it's like I just got to figure, you know, I gotta block things out. So for me especially when we were growing ClickFunnels, you know, my number one driver, 'cause you know, I'm the salesperson, whatever, is like, I need to be doing the webinars. And so that was like the number one thing. And so, but then you gotta drive traffic, you know? So there's a lot of things. So ideally, I mean, the first part of this is like, as you start like making sales, it's reinvesting those into people that can help you, right? Into a team. Because if you're like trying to learn how to run ads, plus you're trying to learn how to do a webinar, plus you're trying to do fulfillment, like it can definitely get overwhelming. Um, I would even look at like the people who are already in your community, people who have bought from you. Like there's probably someone in there who's like a rockstar who, who knows marketing, who's obsessed with you. And if you're like, hey, I want, I'm looking for somebody who can be a part-time assistant or can do what I like, there's probably someone that can help you with some of that stuff. And I'd be looking for that. Um, because the biggest thing entrepreneurs, like when we first get started in this business and we're starting to do stuff, like we're doing everything right. We're juggling 45 different things and it's a lot of skill sets to learn and to manage at the same time. And it's hard. But at first we have to, right? I was the same way. At first, it was me doing everything. And so I learned copywriting, I learned website design, I learned graphic design, I learned, you know, I had to learn all the things. But as soon as I started making money, as soon as I did, like, I wasn't like cashing that checks and buying anything. I was like, okay, I need help. And I'm like, which part of this do I hate the most? I was like, I hate, you know, whatever. So like I hired a programmer that was like, I got stressed out by support. So I hired someone to do support. You start kind of replacing those people, which gives you, takes 'em off more and more time so you can focus on your unique ability. And my guess, my assumption are for most people at expert business, our unique abilities are two things. Number one, we gotta be the one who delivers presentation to sell and we gotta be the one who fulfills, right? Because that's harder to find somebody eventually. You know, eventually you can, you see how we do it in Prime Mover, we've got coaches and facilitators and stuff, but it takes a while to get to there. And so like I would say the most important things you can be doing is, Like I would say, if I was you, I'd say I'm gonna do a webinar every Thursday. I'm doing a fulfillment call every Monday. And those are your two, the two things that are blocked out, right? And then you gotta dedicate time obviously to work on the webinar. I'm assuming you're probably good at what you do. So I'm assuming you don't prep as much for your fulfillment. Is that correct?

No.

Yeah.

So I would say, you know, if it was me, I'd be blocking out every day, 2 hours of working on the webinar and every Thursday I'm delivering a webinar. And then, um, so it gives you an hour to, you know, or maybe it's again, if you're going through the Prime Mover, maybe it's like you're doing one day a week where it's just webinar day where I'm going through the, the virtual training I'm working on and trying to get that ready and then just getting ready for the next week and just keep improving upon the webinar every single week. But it just comes out of blocking those things out and it's like, okay, now how am I going to fill the webinar? Like, and do you have, I don't know, do you have a list right now? Do you have a following? Do you have anything right now?

We have about 1,500 and I was doing ads but I stopped them because something crazy happened where it automatically jumped to like $27 or something per person. I didn't understand it, so I just stopped it and said, let me just keep with my, um, my training with you, and until I get to that point.

So if you look what the Wealth Twins did, uh, in Prime Mover program, they had the list the same, like they— I think they're like 2,500-person list. So each week while they were learning this webinar, they would email like 250 people from the list and just invite them, get them on the webinar, and then they had a chance to do it. And then they afterwards, because they didn't know, you know, why is my offer not converting, so they would ask the people like, why didn't you buy? Like, oh, you're looking for this. They tweak the offer. The next week they did the next 250 people, and then the next So it took them like, I don't know, 2, 2 and a half, 3 months before they hit the entire list. And then at that point they started back over the first part again and they have some time just to keep testing this amongst their, their own little audience there, um, and learn it out. And that gives you a chance to like really perfect the presentation. And then hopefully that in that window you've made a bunch of sales. Now it's like, hey, now we can invest money in ads. We can hire somebody who runs ads for this, or maybe it's, it's focusing more on organic or maybe again, I don't know if you read Traffic Secrets book, there's a lot of ways to get traffic and it's not always paid ads is the best. Like we didn't buy our first paid ad in ClickFunnels for 2 years. The first 2 years was me just networking with people who had customer lists and doing joint ventures where they would promote the webinar, we split the money 50/50, you know. And so there's a lot of different ways to do it, but I think for right now, if I was you, I would try to simplify things and just say, okay, I'm gonna email, you know, um, a fifth of my list this week, and Thursday I'm doing the webinar and I'm gonna get as far as I can and do my best. And Monday I got a call, but that's easy. But the next week, all I'm doing is focus on the webinar. I'm gonna email the next 200 people on my list. I'm gonna be going through the training, get as much I can to make the webinar a little bit better this time. I'm gonna pitch it again. And just keep doing that until that presentation is, is rock solid and keeps converting. Does that make sense?

That makes sense because right now I've been marketing to those who signed up for the ads, which is like 800-some people or close to 1,000. So I just, every week, cause I've been doing this webinar every week since January. Mm-hmm. So I guess that's okay. Yeah. No, you're saying break it down even further though.

Well, just email the same list every week. Eventually they've seen the same ad every week for, you know what I mean?

Yeah, yeah.

So it's like, um, yeah, do you— how did you build your list initially?

It was the ads. It was organic, let me say that. And then when I started running ads during the summer, it started picking up. So we have a little over 1,500 now.

Okay. Organically, where were you doing organic?

Organic social media. So LinkedIn, Instagram, Facebook.

Which one's been the most successful for getting customers for you?

Facebook has, I would say.

Okay, organically?

Organically, yes. That, and just because I've been in industry for such a long time, I guess it should be more, I know, but you know, that. And then my, my clients, they refer other people too, so.

Okay, so I say then I would pick one, so like, because you start getting— I mean, you need to have a organic presence too, to start keep bringing leads in and new, like bring new blood in. So I, I'd only focus on one. So I wouldn't focus on LinkedIn and Instagram and TikTok and Face— if Facebook's the best one, I would shut everything else and just focus on that one platform and just start, start going live there. Just talking about like, I'm creating this presentation and check it, I found out, I found this really cool thing. And then share an idea and like, if you guys wanna register, check it over here. And the next day, like, okay, I'm working on my presentation for this week and I was doing some research and like so-and-so said this cool thing, it's amazing. You're gonna, I'm so excited for webinar this week. And just keep like doing that free organic stuff, just to like seeding what you're doing, is showing your excitement, showing your energy, and it'll start growing and that'll start getting people coming back to you, you know what I mean?

Yes.

But that's what I've been doing because while you're in this testing process, you got the list you have right now, but also just doing organic stuff. Don't worry about, you know, the ad game is a whole new game you gotta learn, but I wouldn't focus on that right now. I'd focus on just doubling down in your one spot You may be doing something fun with your, with your, your clients who do refer people and like, and, you know, do a call especially with them and ask them to refer people and you'll pay them half the money if anyone buys. And like, you know, there's a lot of little things like that you can start doing that don't cost any money to kind of leverage the resources you currently have.

Thank you so very much. I appreciate that. Lots of great gems. Thank you.

No worries. Yeah, well, good luck and keep us in the loop as you keep going.

Will do.

I'm aiming for that 2-comma club. Not aiming it. That's my goal this year.

That's awesome. I love it.

So good, so good, so good.

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Hey, Russell, I'm curious, man. Um, you, you and, and Todd and all the partners, you guys have been able to magnetically attract the right people to be in this business, right? And I'm just curious, like, for me, I found you 8 years ago at 12 o'clock at night searching for how do I bring leads into my real estate business, right? And then I found you, I listened to you, I did the thing, it worked, and that changed my life. And then I said, ah, I don't like being a realtor. I'm not trying to drive soccer moms around all night, but this world, this is what I like. So cool. That's my story. It worked out for me. Do you have like, do you have a go-to method for, or do you have a go-to strategy on like, how do you, how do you get the right people into your world then to take the next steps with you?

Yeah, that's interesting. Um, I think, I mean, the overarching strategy is like, any of you guys, me included, as a visionary, we cast a vision, right? And people, they see a vision, they want to plug in, right? So it's like, when we launched the ClickFunnels movement a decade ago, it was like, we were casting the vision and here's the thing, and I was talking about time and we were sharing it, like, and from that, we attract a lot of people to us. And what's interesting when people get attracted to me or to my world, it's not always people who are going to become like, they want to go launch their own business, make a billion dollars, right? They're people who like are entrepreneurial, but for whatever reason, maybe they want to be, we call them intrapreneurs, like, They don't want the risk of maybe starting something else, but they love this idea and the concept. They want to do it inside of, you know, what we're doing, which is amazing. It's like, we've got, I don't know, 350, 400 people. And I would say the majority of the team that we have, as you know, Dante, are very entrepreneurial. Everyone's got side hustles, everyone's here, but they also like the stability and security of having a job. And so like, I love hiring entrepreneurial people who are intrapreneurs because, because like, I don't know, you guys are, we're entrepreneurs. Like we get more done in a day than most humans get done in a year. And so it's like, I'd rather have a whole bunch of them than, a bunch of non-entrepreneurial people, right? And so I think that's a big part of it. And sometimes we just open up, in fact, I remember a couple times, like I remember the first time we opened up customer support roles, people that applied were people who were using the platform, they had success, but they just, and they loved it, they just wanted to serve and be part of the mission. They like, I just wanna help these people 'cause I'm these people, but I love it. And they just wanted to help. And I was confusing at first. I'm like, you're trying to build the funnel. Why would you wanna be support, right? 'Cause I just love this mission and this vision. Like I wanna help everybody do this. And that's what they wanted more than like them launching their own brand. They loved supporting people who were launching and so on and so forth. And so, um, I would say like so many of our great hires and people who've been here for a long time who are like the needle movers didn't necessarily come from a help wanted ad. They came from people who are in our community already. And, um, when we opened up opportunities, they came in. I mean, a good example on the coaching side of our business, um, Bill Allen is someone who, he built a hugely successful real estate coaching company. He's been in my, My highest, like he paid $250,000 a year to be my highest level mastermind. And then I opened an opportunity for, I was looking for someone to be a CEO and he put his business on the side and came over to me. I'm like, why are you doing this? You have a hugely successful business. You pay me more per year to be in my mastermind than I'm gonna pay you to be the CEO of our company. He's like, I just, I love this community. I mean, part of this, like this is more exciting than my business. I'm like, it doesn't make any sense to me. But like, that's how I think you get the right people is you cast a really cool vision and you create opportunities. Within your business for them to grow and develop. And, and that's how you find, you find that they're great people. So I always tell people when they're getting the first few hires, especially, it's like, go to your existing fan base and community because most of those people, there's just, there's people there who, who are following you because they're obsessed with what you do. And if there's an opportunity for them, they would drop everything to do that because they just love the mission and the vision. So I think it's casting a hardcore vision and it'll attract your customers, but also attract your entrepreneurs as well. Hmm.

That is awesome. All right. This— so glad Fridays are back.

This is amazing.

It's so good to be back in Zoom. I get to see your guys' faces.

This is so—

I agree. I miss Zoom. I didn't like the other one as much.

So man, not a chance. This is, this is the stuff right here. Okay. So, hey, I wanna hop over, uh, to HK. HK had a fantastic question and I don't know why it's not letting me spotlight you HK, but hey, feel free to unmute and let's talk about it. I'll read HK's question while they get set up. They said, I have a high-ticket coaching program, $1,999. I did some webinars but no sales. My question, during the webinar, should I share the price of the coaching or should I ask to book a call to discuss the one-on-one? What are your best practices?

Good questions, okay. So a couple things, number one, have you gone through the Perfect Webinar training that's inside of the One Funnel Away Challenge? If not, go through there, 'cause you'll learn how to structure the script. So yes, 100% of the time I always share the price when I'm doing my presentation. As far as pushing to a call versus just doing a straight sell, so this is something, what I found, 'cause both work, typically it's like, do you want to have a sales team, or do you wanna be taking phone calls? Me personally, I am scared to death, my number one fear, it's funny, like most people's number one fear is like speaking, public speaking, my number one fear is calling someone on the phone, I hate it. It's why I make, you guys, Dante, like, I don't talk on the phone. I can do Voxer, 'cause I hate phone calls. And so like, I've tried to build a business where you don't need phone calls. And so we've sold everything up from, you know, $1,000 offers to $10,000 offers to literally a million-dollar offer with a presentation and no salespeople. So there's a false belief people have, like, to sell, you know, sell over a certain price point, you have to have them on the phone. You don't. You just have to get really good at presenting. But some people love having calls, they love doing phone calls. If that's you and your personality, then yeah, drive it to a phone call. If you drive it to a phone call, you're not necessarily saying the price, you do a little bit more of a blind offer and you can push to a phone call and do the phone call. But you're at $2,000, which is realistically, it's not high ticket, that's a mid to lower ticket. $2,000 is an easy price point to sell on a webinar direct. One little secret ninja hack, and then I'll open it back up if you ask any follow-up questions. We did this on our Selling Online Challenge, we're selling a $10,000 offer without a call center. And so what we do, we push just directly, someone go pay $10,000 or a payment plan. But we made a shift 60 days ago that changed the game for us. We had people put down a $900, like a $1,000 deposit to lock in their space where they— if they don't lock in their space for a certain time, they lose the ability to have lifetime access. So there's some urgency and scarcity, but they put it on down payment and then on the next page, then they pick a payment plan or whatever. But that got people to move quickly. So my next $2,000 webinar, I'm crafting it right now. I'm gonna do something very similar where it's like it's a $2,000 offer, but right now you gotta go do a $100 deposit or $200 or something like that. 'Cause that gets people to move, gives them urgency and scarcity. It takes away like, oh, okay, do I need to call my bank? Do I gotta talk to my spouse? It's like, I need to get the unlimited bonus. So go lock it in really quick, you know, boom. And then on next page they can then call your wife, call the credit card company, move things around. But it gets people to move quickly. For example, again, on selling online on a traditional day, like day of the pitch, we would sell on average like 30 people by day number 1. We shifted to this $1,000 deposit. In the last cohort, we sold 120 people on day number 1. So it was like whatever, 4x sales by just tweaking the way the offer was. Now, I've never done it yet on like a $2,000 offer, but 1 million percent, my next one I'm doing, I'm doing it that way 'cause it works so efficiently and so effectively. So anyway, there's a couple ideas. Um, and so if you have any follow-up questions that I can see your face, I'd love to, love to hear them.

Well, I do. The bait, the bait for that Russell is lifetime access and the unlimited bonuses. Is that right? Yep.

Cool.

Yeah. All right. Thank you Russell for sharing all of that. And, uh, and also giving confidence. This is not a high ticket. This is a mid ticket.

Okay.

I, I was thinking this is a, this is something people will not pay for. So my first webinar, I actually did after doing the training, then looking at the videos inside the community, and I tried to craft the webinar based on that. I think I did it fine because when I did the first webinar, I had almost 18 people showing up, showed up, and this webinar took almost hour and a half, and I had almost everybody till the end. Yeah, nobody bought. I thought, okay, then what's happening? I don't know what's going on. So hence I asked this question. So I think, uh, I like the, the way this, you mentioned maybe a small deposit and maybe this later on. Uh, I'll try that and see it.

You had 18 people on that, you said? Yes. So a couple of things to think about is the sample size is small. So it's hard to know if it's converting or not, because 18 people, it's too small of a sample size. So like, oh, we're converting 10% or 1%, you know? Um, but what I would do at this small scale, and this is, uh, Dante can, can confirm this, but in Trey's calls, what Trey has everyone do in the e-com side, is he doesn't call the customers. And so what I do is I would call those 18 people and just be like, hey, thanks for your webinar, appreciate you. Like, give me your feedback. I'm kind of new to this, I wanna get your feedback. And then specifically ask them like, I'm curious, like why you didn't buy it? Like, I, I'm not pushing you guys, I'm curious so I can fix the offer. Like what is it you're actually looking for? We had the Well Twins do that in, in the Prime Mover program and their customers literally were just like, oh, I didn't mind 'cause like this and told 'em a couple things like, huh. So they changed their offer and now they're crushing with it. So it's just, It's just asking that specific question. And sample size isn't huge, 18 people. If you're like me and you're scared of the phone, have somebody else do it 'cause you don't have to be the one that actually does it. But if you're comfortable, like I would just call the 18 people and ask them that question. 'Cause right now you're at the phase where you've gotta figure out the offer, right? Like a one-to-many presentation's all about step one's like getting the right offer, step two creating the right presentation, and step number three is driving the traffic. And so, you know, you've got some traffic there, not a ton yet. Presentation, we have no idea if it's good or not. So I come back to phase number 1, which is like, hey, we gotta figure out if the offer's right first. And so I'd call those 18 people, find out whether they'd buy, what they were actually looking for. Like if the offer, like how could I have structured differently where you'd be more interested? And they'll just tell you flat out like, well, you know, I didn't answer this, whatever the thing might be. And so that'd be my next phase for you. What market are you in, by the way?

So I'm in technology and I help people land a technology job. Basically from a different background. And this is basically from whatever they are doing to a 6-figure job. This is a 6-figure job.

Yeah. Oh, cool. Yeah. So $2,000 for 6-figure opportunities is very low ticket, right? Cause it's like, you give me 2, you're gonna get 100. You know what I mean? Like, so I think a big part too is making sure that your presentation's scripted. And again, I just keep going back to the perfect webinar training inside OFA, but like, is you go through like learning how to script it correctly. Because by the time it's done, the feeling you want them to have is like, I give this guy $2,000 and I'm gonna go to $100,000. Like, that's the cheapest $100,000 I ever made, right? You're selling money at a discount. Like, that's what— in all webinars, what I'm trying to do, no matter what market I'm in, is like, you're selling money at a discount. So I need them to believe that the money they give me is way less than what they're going to get back. Because if they do that, it's like they have to give you money, right? If you walk up to someone on the street like, give me $2,000, I'll give you $100,000, like everybody 100% of the time would say yes to that, right? So the crafting of the presentation, the entire goal of the presentation is to get the person to believe that they're getting money at a discount, right? And you can weave that into any market, right? Like we've done it in the alcohol addiction space, done it in the marriage relationship space, where you're like, but I'm not selling a business opportunity, like it doesn't matter, right? Someone gives you $2,000 for a marriage consulting course, they're not spending half of everything they own on getting divorced, right? Someone gives them $5,000 to help overcome alcohol addiction, they're not, you know, getting in a car wreck and kill— like, you're looking at all like the cost of inaction, what it looks like. And if you can make the argument that way, then people are like, oh yeah, like, of course I would give you— like, I'd be an idiot not to give you this money. And it's like, that's the magic you're trying to— the feeling you're trying to create through the presentation. That's what the perfect webinar will teach you how to do. So keep going back and tweaking that presentation. But I'd say step number 1 for you, I'd focus on the offer, call those 18 people, find out what they didn't buy. And step number 2, then update the presentation of the offer based on that. And just keep thinking like, how do I make them feel like this is getting money at a discount? 'Cause that's when they have to buy from you. You know what I mean?

Sure, thank you. And one last question, like when you say 18 is a lower number, so what kind of numbers you have seen, like people joining webinar, how much conversion do we see usually in webinars? Because this is all organic. I did not run ads to bring these people into my webinar. I had, I created a Facebook group, which is like 4,500 people so far. And I have an email list of 2,000-ish. And these people basically come from there. These are all, they know me. They came through that. I just want to understand like next time if I target a webinar, so what's the number of people I should target? And then basically what's the conversion rate you have seen in webinars?

Cool. Um, there's a couple of different numbers. It changes industry by industry. So it's not a hard set number, but I look for is, um, when I want to, when I want the presentation, when I get to the stack and the close, I want 10% of the people who are there to buy. So if I, if I get to the spot where I'm transitioning to sell, I always look at number. If there's, if there's 100 people, at least 10 should buy. If there's 1,000 people, 100 should buy. Um, so that's kind of the metric we'll look at there. I'm trying to reverse engineer because based on per registrant, I'm trying to get better now. Like with selling online, we do it all based on per registrant. So someone who's buying a $100 ticket selling online, we get 5.5% of people who buy that to buy the $10,000 upsell. In a webinar, if we're at 10% there, our show-up rate's like 25%, it's 1 in 4. So you're looking at 10, like 2.5. So it would be like 2.5% of registrants would buy your offer. I think that's, I think, you know, 2.5 to 3% of registrants, I think that ends up being, What should buy? My math might be wrong in that, but I think I'm right.

No. And thank you very much, Russell. And first of all, like, not first, last of all, thank you for taking my call. I never thought that this is like I'll be able to speak to you. I saw some— I was in a different platform originally. I took some of the courses there. I never got to speak to anybody there. I thought, man, this is all full scam. And when I saw this VIP community coming in, I just basically joined like right away when I saw that. I have some— I'm on vacation for 2 weeks. I thought this is the best use of my time. I'll use this time. I'll talk to you guys. And I was still not sure that will I speak to somebody, but I am speaking to you guys. I spoke to Dante. He gave me amazing advice. Thank you, Dante. And I'm speaking to you today. So this is awesome. And this is an amazing community you have created. Thank you.

Well, thank you. We appreciate that.

Where, where, what country?

Where are you at? Where do you live right now? I'm in Canada. In Canada, okay, cool. Very cool. Great to meet you and hopefully we'll see you on more calls.

Yeah, thank you. Awesome. All right, let's pull that down and let's hop over to Sarah. Hi.

So happy to see you again and thank you for everything you gave to Funnel Hacking Live and everything. I was so glad to come and it was a special moment. So moving, really.

So fun.

I just say thank you. And also a couple of days ago when I was I was so overwhelmed and with emotions. I watched the OFA evolution and the old one when you talk about all your bumps and everything. So helping, actually. And, you know, Dante, you said what helps, what gives— well, personally, what I love in what you do— sorry, I'm moved, Russell. Is you're, you're authentic too. So, um, we can relate to you dare to be yourself. So that was really helping for me to not to keep the mask and try to be very professional, but also to dare to be oneself. Very helping.

Yeah, thank you. I appreciate that.

I wanted to ask you a question about, um, how to— I've been following you for since 2020. I've, um, worked a lot of things you, you give, and I'm still following the track of results first. So it took me time to get the results and to be sure to have great testimonials and the path and everything to be set up so that the new clients would have the things to, to be very easily, and I would market everything and know exactly what it brings because before I didn't exactly know. So It took me some time. And you know, you said in the funnel, we have to finish the bridge and stop starting every bridge, even yours. Not easy. And I've realized it's hard for me to sell one-to-many. I really suck at it. I'm more at ease when I speak to just one person and I tell her exactly what she needs. Because with the script you listen to their problems and you know what in your offer, what stack you can make for them exactly at this time. First this and that. So when I try to do a one-to-many presentation, it's hard for me to do it in one time. So I've tried, but I kind of sabotage and do not very clear. So I wanted to, I was wondering if it was okay. And if you could help me to do that, if I do two steps, for example, if in the first part I do the demonstration, everything, the four stories, backstory and everything. And then in a second time, I meet them and I close, or I make them a video sale where there is the stack recorded already, because when I do it live, I take very much time. It took me, takes me 2 or 3 hours this day. But, uh, and I feel like here now I'm going to talk to them and I'm going to try to make them buy and I lose the thing. And if you have advice on that, and if it's okay if I could respect the webinar and everything, but do it in another way.

What's the price point of what you're selling? What's the price point of what you're selling?

Um, it used to be €4,000. Now I'm just doing a first step, so it's gonna be €500 or, or €1,000. And then they come because when they are here and when they worked with me, it's easy. I just say, do you want to go further? They say yes, and it's okay. It's easy later, but the first step was complicated.

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She said, when you go to the stack in the clothes, it takes you 3 hours to do the stack in the clothes.

I know it took me less, but I was just teaching very much, and then I'm giving—

you're breaking the rules of the perfect webinar. You're making it not perfect by teaching. Yes, you are.

No, I was teaching through the stories, but, um Yeah.

So it's interesting. I, um, we just finished my Atlas meeting. So it's our highest level. And, uh, we have someone in the group who's very similar to you. She's amazing and she loves her people and she just wants to help them. And every time she tries to sell, she's like in the middle of the sales pitch and she's like, oh, I'm just gonna— and she's like, like burns it to the ground and just like serves everybody and like just helps them all. And then they're all fixed and then they don't need to buy anything afterwards. And then she's like, my conversions aren't working. And so we tried for like a long time to like get her to do the thing and she just can't do the thing. And so, um, literally this is our conversation yesterday with her. I was like, okay, how about this? What if we give you free webinar, we bring in an MC or host, right? The host then introduces you, you do the whole thing where you teach and share the story, all the stuff you love. And then the MC picks back up and does the stack and the close. And she's like, that would be the greatest thing ever. So I would say, do you have a, do you have a business partner or a friend or somebody or someone in the community who you can find who likes selling and just be like, hey, I want to do partnership. I'll pay you 3% of all sales or 5% of all sales or something. All you do is intro me. I'm going to do the magic and then stack and close. You get to do the stack and close. I'm just going to sit there and watch you and then you'll get a royalty off every sale. I have a friend who built a $10 million a year business and he didn't want to do webinars. And so he hired a webinar promoter who's just a guy who's really good at webinars. And the guy, wrote a webinar and he would get 10% of all the sales. And that guy did hundreds and hundreds of webinars. And my friend just sat back behind the scenes collecting cash. Um, and the other guy was doing webinars and he was happy as can be because he showed up, did a 90-minute presentation, got 10%, didn't have to do fulfillment, didn't have to do traffic. He just got to do— and like, he was so happy. And so there's a lot of people who just like literally just want to sell stuff all day and they love it and they're so excited. And so like, I would find something like that. And, and again, inside of My community's like, most of them are in there hanging out talking about this stuff, right? So there's probably someone who's like, I don't have a product, but like, I love this selling stuff. Like, I was like, find someone who can take that part away from you because you don't need a two-step. You lose every time you add a step to a funnel, there's more friction. So you lose people every single step. And right now you got their attention. They've been there for 90 minutes. They love you. To like, they're like, hey, we're gonna do another webinar later. It's like, duh, like they want to give you their money. You just gotta like ask it for, you know. And so I wouldn't do a two-part, but I would find somebody maybe to help you with that part. Um, because that— yeah, you did the part, they broke the false beliefs, made them fall in love with you, made them want the thing. You just got to ask for the offer. And if you don't feel comfortable, totally, it's okay to get somebody else to do that too.

Okay, I'll try that.

Do you know anyone potentially that might be able to do that right now that you can think of?

No, not really, but, um, I'm gonna search, gonna try to see.

Yeah. Anyone here that's watching right now on the call who's like, I'm a pitch person, I just want to pitch stuff, but I don't really— I'm not ready in my business yet. If any of you guys raise your hand, like, let's talk.

Yeah, actually I'm French, so they have to speak French too. Okay.

The other thing you could do is I had another friend who he had a really thick, like, New York accent and he did the webinar and he came off like— I shouldn't say this, but he came off like a thug, like a gangster. And nobody was buying it, but he had the script was right, the offer was right, but it's just like, and so he literally hired a voiceover artist in the UK with a very nice UK accent to reread his sales script and that webinar crushed for him. So you could even like script it out, do it perfectly, whatever, and then again, do a voiceover, hire somebody, you know, Anyway, there's a lot of ways to skin the cat if you're resourceful. You know what I mean?

Recently you've been using yourself by putting a video of one of the previous stuff you've done inside of, for example, online, selling online, or the FHL Encore. Maybe I could do that. It's when I'm just with them. I just wanna be with them, but I'm okay to, to do my stack and everything. But if they, if they're just one of them and I'm talking to them, or if it's prerecorded, maybe.

And, uh, that's a great idea. Yeah, 100%. That's gonna be better than you not doing it or pushing another call. It just sounds, hey guys, uh, hope you enjoyed this webinar so far. A lot of you guys wanna go the next step. I don't feel comfortable, like, try to sell you, so I may record a video to explain what the special offer. You guys cool if we watch this real quick? All right, check this out. In fact, okay, story time from Russell. Joe Polish went to a Dan Kennedy event selling a Gary Halbert course, and Gary had passed away. And so then John hired John Benson to write a VSL. So he did a stage presentation and he's like, John Benson wrote a video to explain what Gary, the late Gary Halbert's offer was. And then Joe literally sat on a chair and they clicked play on the video. And it crushed it. Like, I think most of the— I ran back and bought it. So yes, I think that would be a very resourceful way to do it. That could be amazing.

Yes, I love it. Okay, I'm going to be able to master the time too.

So okay, then you can tighten it, you can cut it out, you can like, yeah, yeah, have someone else edit it, pull out all the stuff that you're weaving in there that you shouldn't be.

Great, thank you so much.

Yeah, good luck in the future. That sounds amazing.

That was great question there. What a cool answer, man. I, I was— some news stories I hadn't heard.

That gets me. I haven't told those before.

Yeah, we had a couple more weeks of this, I'm gonna be in trouble telling too many stories. Uh, hey, we're almost to, almost to 1 o'clock, but we got Christopher here. Let's grab Christopher.

Christopher's driving. Don't get in a wreck, man.

Hey Russell, how are you, bro?

Doing so good. Good.

Uh, so I am in the process of starting my business. It's going to be an anti-anxiety type business, helping people get through anxiety and stuff like that. Um, so I'm trying to focus on, you know, a few key areas. I kind of started with a book, and I want to get together a, uh, a course and a community. Uh, but I just, you know, there's only so much time I have, so I wanted to know what I should maybe concentrate on first and, you know, where to go from there.

Great question. Um, so I love books more than anybody on this earth, but books are obviously— writing a book takes a long time. There's fast shortcuts nowadays, but also like book funnels are great, um, as like a number 2 funnel. Like that push, you know, like selling a book. We don't make a lot of money in our book funnels, but they're great to like break even to push them now into a webinar funnel. We're gonna make money. You know what I mean? If I was you, I would go straight for the jugular. Like the webinar funnel is great. Cause number one, it'll start building, it'll start building a list when people register. Number two, they have a chance to spend 90 minutes with you, which is what builds the community and builds the rapport. And then on the backend you sell the course, but I would not create the course yet.

Um, okay.

This is the problem people make. Cause they wanna create a course and they spend 6 months creating a course and then they create the wrong thing. So instead I would, I would, you know, through all phases, the same process is like, all right, figure out what the offer is going to be. Don't create it yet, but figure out what the offer is going to be, create a presentation, then launch it and start selling it. When we launched ClickFunnels, the core offer was a 6-week or 8-week course, a 6-week course called Funnel Hacks that I had not created yet. Right. And so like we just talked about, I was like, this is going to be live training starts in 4 weeks. And the next week I was like, starts in 3 weeks. The next week starts in 2 weeks, you know? And then we sold a whole bunch of people. And then when I, when I started teaching, it was great because there was an audience. And then what was nice about that is then I was like, here's module number 1, what questions do you guys have? And they tell me all the questions, and I would just— the training would just be answering the questions. And I look like a genius even though I was just answering their questions. Um, and like, that's, that's the easier path to do it, 100%, you know what I mean?

So they're not going to be looking for, you know, 6 modules up front, you know? I can kind of like break— like, all right, just say that this is what it is, this is the course, and then kind of Gear is live training.

Live training, we're starting June 1st. It's gonna be amazing, just like college. Like, my daughter signed for college right now and we're paying for it, and her class isn't until August, but I still gotta pay for it right now, you know?

Okay, all right, so I'll concentrate on the first portion of my course and, you know, get that going. And then I guess the best way to push that would be through ads, or you think social media Uh, depends.

Uh, there's— so that's a loaded question. Depends on you, like your resources. Like I tell people, if you have more money than time, ads.

Yeah, right.

I don't know you well enough to know which one's better, but— or, or if the, the other one is like finding partners, like, you know, doing— right, finding somebody whose their audience is struggling with anxiety and having them promote the webinar, you know, that, that's I mean, that's honestly my preferred is finding partners, right? Because it's the easiest and the fastest way to make money. But you got to be— someone wants to network, which is also, you know, so it just kind of depends on— yeah, which path is most likely you think sounds the best for you?

I probably want to get this going quicker than, you know, social media would probably allow. So I'd like to put some money into it to, you know, kind of get it going a little quicker.

Yep.

You know, I don't know if, you know, partnering up with someone is kind of what I want to do, but you know, there's pros and cons with that. Yeah.

Uh, yeah.

I, I'd almost recommend that there's a lot of agencies. Um, it's almost like finding an agency and agencies are kind of a crapshoot though. Cause like I've had someone who like, there's an agency running someone's ads and they're the person who's doing $100 grand a month just killing it. And then someone else used the same agency and it doesn't work. So there's like, it's not like a perfect science, right? Um, you know, but if that's the case, like something like that is usually easier. You could find someone to partner with. I mean, you know, I think you're going into their community, there's a lot of really solid people.

Yeah, maybe I'll reach out in the community and, you know, see if anybody's, you know, interested in, you know, kind of helping out and, you know, getting a little kick.

With your anxiety product, are you focusing on any like specific niche at all or just kind of anxiety as a whole?

Uh, just, I guess, anxiety as a whole. You know, it's basically more for, you know, the father who has, you know, new family, you know, work, you know, a career, you know, is trying to juggle everything. Um, you know, I kind of went through it myself, so, you know, I kind of want to give back and, you know, help other people out with my experiences and stuff. So, you know, that's kind of the niche. I don't know if it is one, but, you know, that's kind of my customer.

I think it's great having that, having a focal sub-niche. That's way better than just anxiety as a whole because it's harder. But right now that you know that, then I'd be looking also because again, the partnerships have so— I mean, it's free money. It's the, the easiest of all the ways. But looking at like, hey, who else is selling to that, right? Who else is selling not an anxiety coach program but a coaching program for those specific people? Because you can come in and it's easy because we've done deals with people where, um, I think one off my head like, like a business structuring, for example, right? Where it's like, like I help a lot of people start businesses. We have a really cool company that does business structuring. It's like I can promote them. It doesn't fight my stuff, but it helps my people be more successful. Right? There's people like they're signing for a coaching program, but they have anxiety. So they're not being successful. So it's like, you come in like, hey, can I do a webinar for your people? I'm gonna help 'em get outta anxiety. Number one, so they'll be more successful what you're selling 'em anyway. And then number two, we'll split the money 50/50. You know, it's just an easy, it's an easy yes for a lot of people. And then, and that's just fast. You find someone with a list of, you know, 30, 40, 50,000 people, they promote it. Day one, you're crushing a huge webinar. And then, you know, it's like, yeah, that's my, that's my personally, that's the way I do it always. Like when we first start, we don't buy ads the first, I mean, we don't buy ads the first 2 years of ClickFunnels. I just went and found everybody who had a customer list that might want a funnel. And then I was doing webinars with those people, splitting the money 50/50. And that was my personal favorite way.

But that's awesome. I love that.

Yeah.

It makes, it makes a lot more sense now. The way you're putting it.

Yeah. Right.

Cause that person's got to go, man.

Huh? That those people, Christopher, they're incentivized for you to close because that's how they make the commission. Right. So they're introducing you to the community. They're saying, hey, my great friend Christopher who helps in this. And now the community without you saying a word, looks at you with higher status. You're elevated above them. Then go do the JVs, 50/50 split. Then take that, you know, Russell, how much money? Like as he's talking, it's so clear it has to start with JVs, reach out, get the people with the list. Take that, run it into ads to make the fire because he wants fast, right? We don't want social media, we don't want a slow burn. So I'm just curious, Russell, if you were to do that, how much money would you allocate to ads? Or what— you're sorry, what percentage of your $50,000?

Um, I would put any money in ads.

So you just keep running JV?

So I'm a big believer like using house money. So even like, think about Selling Online Challenge, about 7 months ago, very first Selling Online Challenge, I promote my list, we didn't buy any ads. Right, right. Crushed it, made a bunch of money. I took some of that money, reinvested ads for round number 2. But like, I've never spent money. I reinvest the house's money, right? So what I would do is same thing. I would do a JV partnership. I would try to do as many as I could, 2, 3, 4. And then from the revenue, I take a percentage of that. And then I would, then I would run one specifically just for ads. And then you play with house money as opposed to paying with, you know what I mean?

Right. And what would that percentage be? Out of your small percentage, but what is that? Is that 5%, 15%, 30%?

Um, I don't know if I know the percentage off top. I mean, it would be, it'd be a lot of it.

I'd be, I mean, at least, yeah, I mean, at least you want to put as much of it into it as possible, right?

Yeah, yeah, for sure. So, but that's, that's the easy way. Like, that's, yeah. Um, and the other thing that Dante kind of alluded to, but like, traffic from JV partner out converts traffic from, from cold ads too because they're coming with an existing relationship.

And so Yeah. It's a warm, it's a warm.

Yeah.

Yeah.

It always makes it easier. So that's the, that's the path that I always go after. In fact, I have a, we have a new thing we're working on that they, when it goes live, you'll see it. We'll spend the first 4 or 5 months and all I'm doing is lining up webinars and that's all we do. And then eventually we'll reinvest some of that back into ads. But right now it's like, let's just, let's get the low-hanging fruit. I have a joke in Inner Circle. Cause, um, people come in Inner Circle, they had made at least a million dollars to be in in the group, right? So they all had some success and they're all there and they're trying to figure out how to scale and they have all these ideas. And half the times I'm like, they're like stepping over this big pile of cash to go chase another big pile of cash. I'm like, you guys, there's a big huge pile of cash right in front of you. Grab that first, take it off. And then, 'cause like some of the guys, like they're running ad campaigns for a new webinar and they haven't emailed the list. I'm like, why are you doing that? Like, well, we don't wanna— I'm like, email your list, promote it, get the big pile of cash, take it off the table, then go chase the colder traffic with ads. Like, but they always wanna like step over the pile of cash to go hopefully make this thing over here that might scale better. It's like, grab the cash first, then go scale.

Right. That makes sense. Makes a lot of sense. Yeah. Awesome. Thanks so much, Russell. I appreciate everything, man. And looking forward to really, you know, getting forward in this endeavor, taking on.

Awesome, man. Well, great to meet you and good luck on the path. It's gonna be fun.

Thanks, bro. See you soon.

Thanks, bro. Awesome. All right. Oh man, we are— oh, look at that. 1 o'clock on the money.

That's right on the dot. Like we planned this or something.

Yeah, Russell, hey, thanks so much for being with us today. That was an awesome kickstart to OFA. But Russell, thank you so much, man.

We appreciate you more than you even know. Thanks, Dante, you're awesome, man. And good luck everybody, have some fun building some funnels. It's the best job in the world. Have a good time with it.

Thank you, bro.

Thanks, everyone.

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