Rapid-Fire Strategy Session: 24 Q&As in One Hour
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- What's up everybody? This is Russell Brunson and welcome back to the Marketing Secrets Podcast. Right now I'm actually in Sedona, Arizona on top of, I don't even know what this is called, it's like an apartment house thing that we're staying at for my Atlas Masterminds. My Atlas Mastermind group is our highest level group inside the inner circle.

People spend up to $250,000 a year to be part of this group. And we rented out this entire, it's like a, I don't know, it's like 30 condo things. Each one's its own little house. And we have the whole resort booked out and we're having the mastermind meeting here this whole week. And it's insane. We just got done day number one. It was the most beautiful, coolest things ever. And on top of each of these little houses, there's a spot where there's like a bed and a fire pit and like, you can look up and look at the stars. That's what we're doing right now. We're on top of this little house.

Looking at the stars in Sedona, Arizona. Anyway, it's been an amazing day. But I wanted to shoot you guys a quick message because as one of my faithful podcast listeners, I just want to hook you up with really cool things. And you may or may not know, but last week we did an event and it was something we put together. It was just something different and exciting and unique. We launched it and the funnel is literally the highest converting funnel I've had in probably five or six years.

Um, and then the event was a, it turned out to be a four day event. It was a three day event with like nine to five teaching people how to sell online, how to increase your sales and went everything from like story selling to breaking false beliefs, to rewrite into a perfect webinar, to the wish funnels used, how to get traffic. Like it was like one of the coolest, anyway, one of the coolest events I've ever done. Um, and the feedback afterwards was insane. In fact, we have 450 people have submitted full blown testimonials after the event about how great it was.

It's awesome. Um, so good that we're actually going to be rerunning this. I'm gonna do the event alive again at the end of September. So if you want to attend the next one or we'll live again, if you go to selling online.com, you can register an events a hundred bucks for a three day experience. And then, um, what we did, you'll see it in the funnel. So again, you should go funnel hack me because if you want to see one of my highest converting funnels of all time, you can go to selling online.com and see it. So number one, go funnel hack and go look at it. But number two, the upsell on the thank you page, um,

Uh, it's basically a VIP day. So day four is a VIP day where everyone comes on and, um, uh, basically for $197 people can come and they can watch the VIP day. And then for $497 they can come and they could actually ask the question. And what's crazy again, I didn't know until we got into it, but we had 144 people who paid to get a question answered. And so we're opening day VIP day four and we're looking at all the questions. And I was like doing the math, like 144 questions. If each person gets three minutes, uh,

Um, it ends up being like, I don't know if you guys feel the math on that. If we didn't have any breaks or, you know, if it's just back to back to back, um, ends up being like, I don't know, 12 hours or something. And so we shifted it to give everyone two minutes. I was like, so nervous. I'm like, am I going to be able to like have someone ask a question and get answered in this spot where like they leave fired up and excited? Like, I don't know, that's impossible. I'm like, but we have to do it. Worst case scenario, we'll do a second VIP day. I don't know something, but like, let's just try to do it. So we started at 9am. We opened it up.

And basically started in QA. And so every person who had paid for the upgrade, they're all in huge Zoom wall. I saw their faces and they all raised their hands. And we did the first person, the second and the third. We put a two minute countdown clock. We're ready, set, go. And so they'd ask the questions as fast as they could. I would try to answer as quick as I could. And we did it for five and a half hours, which is nuts. We stopped once for a five minute bathroom break in the middle, but then we skipped, went through lunch, kept going. Cause like there's no time for lunch. We're not gonna get through everybody. And it was five and a half hours to get through everybody. And it was one of the,

I don't know. I think it was funny because there's some people in the way, they go, only get two minutes to ask the question, da, da, da. By the time it was done, everyone's like, holy cow, that was insane. And people watching it were just like, that was one of the coolest things. Like we got to see a hundred plus questions get answered. And like everyone, like,

you could not be in that room and not get one or two or five or 20 ideas from just listening to everybody else's questions. We answered or like things that, anyway, a lot of people actually didn't ask their questions. They came on like, uh, you guys, you completely more than answer all my questions. I got nothing else. I'm like, cool. Thanks. Uh, see you tomorrow. You know? And anyway, it was insane. So obviously I'm not going to post the five hour Q and a for you guys. Cause that's insane. Um, but I thought it'd be fun to show you guys some of it. Uh,

And obviously everyone who paid for the full Q&A, they paid $197 to go and to watch it and be part of the live experience, which was really cool. But I wanted to give you guys a glimpse of it because number one, it was really fun and really cool. Number two, hopefully gets a couple of your questions answered. Number three, hopefully inspires you to go to sellingonline.com, register for this next event, pay upgrade to get a question answered, and then go.

come to the VIP day at the end of September and come ask your question, which will be a lot of fun. So anyway, it was a lot of fun. So anyway, that's kind of the backstory of this episode. And what we're gonna do is we're going to let you guys, uh, you know, I don't know, somewhere from 45 minutes, an hour worth of Q and A's, you know, so you do math, you're going to hear 25, 30, maybe 40. I don't know how many questions we get in that time. We kind of did a cross section of different questions that would be fun for you guys and hopefully give you some inspiration and ideas and help you get unstuck. Um,

But if you want to learn how to master selling, one-to-many selling, like not one-to-one. I'm not a one-to-one sales trainer. I don't do that. But if you want to learn how to do one-to-many selling, that's what this event's all about. So again, if you go to sellingonline.com.

What a good domain name, huh? Sellingonline.com. You go there for a hundred bucks, you can register for the next three-day event. If you want to buy the upgrade VIP day and get your question answered, that's an option too, but you don't have to. Either way, I hope you join us for the next event. So with that said, I'm going to leave this here. I'm going to jump over the Q&A and hope you guys enjoy a section of the Q&A from our VIP day at this last Selling Online event. Thanks so much, you guys. Appreciate you. And let's jump right into some questions.

In the last decade, I went from being a startup entrepreneur to selling over a billion dollars in my own products and services 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.

I've been doing this for a long, long, long time. I remember the very first time I joined a mastermind group was Dan Kennedy's. I paid $25,000 to be in this group. Dan Kennedy wasn't there. It was Bill Glazer. Anyway, I got there. And I remember I had my moment. I got on stage. You have a chance to ask your question. I remember I was so nervous and excited. I asked my question. And it was like...

It was fine. But what I realized I didn't understand is that the value I got was literally listening to everybody else's questions. That was infinity times more valuable to me than anything else. And as I've been running masterminds now for a decade where we bring people, they pay anywhere from, we have $25,000 in our mastermind, $50,000, $150,000, and $250,000 one. The consensus consistently every single time is every single person is like, I got more value by listening to other people's questions than I did actually getting my question answered.

Um, and so that's the biggest thing to look at this. Like, yes, a bunch of you guys have a chance to answer a question. I'm pumped for it. I'm here all day. We, um, are ready to rock and roll. I told my wife, like, I'm, we're going until I pass out or until we get all 144 questions answered. So I'm here for that. But just realize that like a lot of times the values in the come from like listening to the other questions and getting the ideas for other stuff. Um,

And so, yeah, that's kind of the game plan. Sometimes I may elaborate on an answer where I'm like, I'm going to go longer because I know that it'll serve everybody. It's like, oh, this is very specific. I go next to two minutes, three minutes. It's going to help even more people. And sometimes it'll be faster. So we'll just kind of go play it by ear and see how it all goes. But I'm excited for today. I feel like I'm in my living room hanging out with you guys. So I'm going to be super comfortable. I hope you're okay with that. I told Russell, I said, our first question is going to appear by the end of the day. We're going to be like leaning way back. We got our microphones on too. That might not be easy. All right.

So should we, are you ready for question number one? Let's go. Should we get on the clock? Okay. All right. Yep. We're ready for this, everybody. So this is our very first question. We have Kim Irwin coming on two minutes to ask. Well, it looks like there's two of two people there, so they will ask their question. You guys should be unmuted. The time is yours. Kim, ask your question. Good to see you, by the way.

Russell, this is my husband, Sean. We're doing this together. We are very involved with SOS. We love SOS. We are actually, Justin has probably told you about us. We were working on a corporate initiative with that. And our big question for you is this. Since we are working with companies, how would you drive traffic? We're trying to figure out how to capture the attention of companies on a larger scale. Like, would you do webinars, live events? Like, we're trying to capture... Yeah, what would you recommend? Yeah. Great question. So look at this...

You look at the companies that have done what you're trying to do, right? It's like FranklinCovey, Tony Robbins, and Dean are launching a version right now. So you have to understand when you're trying to get a company to buy something that goes out to a whole bunch of people, it's tough to do a webinar or something because the decision makers aren't necessarily the end users of the thing, right? The decision makers might be the HR person, might be whatever. So for me, it's like...

If I knew what that was, I would go back to like Dream 100, like Chet Holmes style. If you read the Ultimate Sales Machine, right? It's like you're figuring out here's the 10, 20, 30, 100 companies that would be dream ideal where, again, you get the one person, whoever the –

The decision makers in the company, if you get that one person, it becomes 100 or 500 sales or 1,000 sales, whatever. And that's how I would start focusing on it and literally going to LinkedIn, finding those people's names, and then start creating a campaign where I'm aggressively targeting them from direct mail to phone calls to all this kind of stuff. And then you can get those people onto a webinar, but it's different. It's going to be really hard to go buy ads.

to target the person who's the decision maker inside of a company, right? It'd be more so on my side. It would be like a LinkedIn play, Dream 100, aggressively attacking those people to get their attention. And then from there, it could be a phone call, could be getting them on a presentation. But that's kind of the way I would start targeting it.

Perfect. Thank you so much. Thank you. Excellent. That was awesome. Yeah. Minutes. We got it. This is going to be the hardest thing though. Russell is your answers like in time. Cause you have so much that you can elaborate on, but I think you'll have time throughout the day. Like as these questions come and say, I can build on that. All right, miles. Who we got next? Yeah. Next up we have a new, my earth on new, my good to see you. Hey, what is your question for Russell?

Hey, my question is I have a $97 membership, a 12K certification program, and a 15K mastermind. I wanted to know what is the number one thing I should focus on to scale to 10 million the fastest. Very cool. And I signed up yesterday. Awesome. We're excited to be working with you. Thank you. So there's a couple of ways to look at it. The way I look at it, like –

I had, before we launched ClickFunnels, we had a, I had a $10,000 offer and a $25,000 offer. And we, we did well, like it was growing, but it wasn't until like ClickFunnels came out and we had a $1,000 offer that we were doing these webinars every single week. And it was consistent. It was growing. And it was like, it was growing this base of fans really, really big. Right. And so what happened though, that I wasn't expecting is that by doing the $1,000 offer, all these people started popping up to the 10 and the 25 and almost overnight, those things got filled up to capacity like, like that.

But it didn't come from me like driving traffic to the 10 or the 25,000 offer. It was having the 1,000 offer that I keep driving more and more people to. And what happens is you get more customers. It builds up anticipation. It builds up that pressure. People are seeing you serve. And also that audience, now it pops up to the next level. In fact, if you look at like what we're doing right now with the school group, right? The goal of the school group is to have this really cool group that we're providing tons and tons of value to get more people to want to start popping up because like this is so valuable. So if it was me, I would focus on...

You said a $97 a month offer. Is that what it was? I would make like a – do a webinar selling a year-old version of that, like 12 months for $9.97 or whatever, make a really solid offer there and focus all the ads and the effort there, knowing that's going to build this like huge groundswell of people now who are then going to want to naturally send up to the other ones. And that's what I would – if it was me, I would be focusing it.

Okay. Thank you. Which I think is perfect, too, that you signed up for Fountainhead as well. That's what we're going to go through is focusing on how to build that presentation to do like an annual product for that monthly membership. So you're in the right place. Awesome. Awesome. Thank you. Very cool. Cool. All right, Miles, who else we got? Awesome. So first off, I will pronounce names wrong, so please forgive me in advance. But our next one up is Kay Nua Corrada. Hi, Kay. How are you?

Hi, how are you? Good morning. Doing great. Can you hear me okay? Yeah, we can hear you. What's your question for Russell? My question is, so I just recently found out about Russell like two weeks ago and Myron, so I'm completely new to this. And I'm still struggling kind of identifying my perfect avatar. So from there, I also wanted to know what would be my top priorities.

knowing that I'm starting completely from ground zero. Very cool. First off, congratulations on finding us early because some people find us like three years later, like I went through all this crap before I found what was real. So happy for you. So the biggest thing I always tell people, like traditionally who your dream customer is,

is you five years ago, right? Because you figured out some results, some kind of process you're having success with, and so you're coming back to that person. So for me, it always starts with me going back five years ago. Like, where was I five years ago? For me, for example, whenever I'm creating an offer, I think about when I was a kid, everyone called me Rusty. I didn't know my name was Russell until I was in second grade. So...

But as a 12-year-old Rusty, I was obsessed with this stuff. I was ordering junk mail. I was reading it. And I was obsessed with how to make money when I was a 12-year-old, right? So I always think about 12-year-old Rusty. So that's who I'm... When I'm writing an offer or creating something, like when I was doing this event, I'm like, what would get 12-year-old Rusty to want to go buy this thing, right? What would the offer where he would go beg his mom and dad, so my parents, who I go beg them for their credit card because I had to have this thing. And that's the lens I create every landing page through, every offer we're creating. And so if you have... I would think about that like...

Like what were the things five years ago that you were like, you would have been great. Like I want, I need this. This is the solve all my problems right now. And starting there,

And then from there, it's like, I would go start finding some of those people and start serving them just for free. Even like go find someone and say, Hey, this is the result I can help you get. Let me start helping you. And like get some, get some reps in like actually serving someone to help them get that result. And then from there you get the confidence like, okay, now I know how to do this. Now I can turn this into a framework. I can turn to an offer. I can turn it into something else. That's how we get started is, is really jumping in and start serving some people and, uh, and getting that confidence and belief in yourself from there.

Awesome. Thank you so much. Great question. Awesome. All right, Miles, let's keep it going. All right. Up next, we have Kit Peng. Hey, Kit, how are you? I'm good. I've been so excited for this for the whole entire year. I'm like, yeah. Yeah, let's have it. What's your question?

So the bottom line question is basically, Russell, how would you sell this or the marketing or the funnel? Let me give a little bit of context. So I help executives overcome public speaking anxiety. So we have a product. When they finish watching a presentation, it's a lecture. Afterwards, they break free from public speaking anxiety. There's no practice, no working on speaking skills. It's basically a lecture. Mm-hmm.

So how would you sell that? Do you charge for lecture or is lecture free right now? We charge for it. We charge for it, but it's been very far-fetched for people in the past because it is just a lecture. Most people don't even want to pay for it because, you know, it's...

It's very far-fetched. Very cool. I love it. So the actual lecture is the tactics to break free from the thing, right? So I was looking at the tactics for what you're selling. The strategy is what sells the tactics, right? So I would do a presentation that literally is just like –

How to overcome, you know, your public speaking fears and anxieties that are right and have them registered for web class or for whatever. And I don't think it needs to be super long. I might even be, I might even structure more as I guess the tons of the price point, but potentially even a VSL or something, but you're going through the strategies. I explain here's the, what, this is how it works.

And then from there, you're selling them. Okay, sign up for the presentation, then go through and you tactically deliver it. And if you have a high success rate, I'm always looking at risk reversal. How do I reverse the risk? Like, for example, Funnel Hacking Lab right now, if you look at the sales page,

People can go in, they put their credit card in, they attend the entire thing, and then after, if it works, then they pay. We call that an invisible funnel. You can do something like that structurally off that way where it's like, hey, this works. We know it works for everybody. If you don't believe us, test it out ahead of time. Go sign up. Go through the experience, and then we'll build your card afterwards if it works. And so those are a couple quick ideas. What's the price point for the lecture? $10.

$9.97. Okay. Yeah, I think doing a webinar selling it would be – I mean, obviously I'm a webinar guy. I would tackle it with a webinar. I think that would work. And just focusing on the strategy behind the lecture, and then obviously you're selling the experience of the lecture for them. Got it. Okay. Thank you. I got more questions, but no time left. Thank you. Thanks, Kit. Thank you. Who else we got, Miles? All right. Up next is Karms Fung. All right. All right.

How are you? Hey. Super excited. 1 a.m. over here in Sydney. We'll be seeing you for Funnel Hacking Live, too. Oh, very cool. What's your question? Looking for clarity on my one thing. So NLP trainer, 15 years accountant, got financially independent at 34. Should I lead with the NLP thing or go more broadly?

More broad, I'm currently getting traffic from my personal development book club, which has had celebrity authors coming in, but that traffic's kind of drying out. So how should I best pitch that? I find that I'm bringing awareness to NLP, but people tend to be going to my competitors. Oh, yeah.

Yeah. I mean, NLP is like, I love NLP because it's like, it's this unique thing. It's like a black box. People hear about it, but they don't really understand it. And there's a lot of intrigue and curiosity behind it. What I would try to do is like, it's like, what's your version of NLP that's different, that's interesting, that like,

Because, again, it's like there's the world of NLP. It's like there's a world of funnels. But if I'm doing funnels on how to create one of many presentations inside of a funnel, like the more you niche it down, the more you become unique and they're going to come to you versus everybody else. That would be my question. It's like how do you reframe this? Because obviously you're probably teaching all things NLP or doing all things NLP. But what's –

What's the genre inside of there that's unique to you that you can create your own? Like a new opportunity even. Yeah, like a new opportunity inside of that that becomes unique to you. Now you become known as like this is the person who's NLP for so-and-so or through this process or some version of that. Do you do that right now or have any idea what that could possibly be?

Yeah, so I'm actually helping people do online businesses right now. And I do video challenges that work really well. So seven days, seven videos, and they get heaps of confidence from that. So I tend to lead with that and then try to get them to the next thing. Very cool. And you brand it with NLP, like using that as part of the... For now, I don't know if I should. That's why I'm asking the question. I think you should. I think it makes it more unique and more interesting.

Because the challenge is okay to say like the NLP mind hack, whatever that thing might be. That creates more curiosity and intrigue and sets you apart from any other online marketers just teaching online marketing. You know what I mean? Okay.

Thank you. I love that. Very cool. I even think like what most people won't tell you about NLP or something like that, like something that drives them. Yeah, the lost secret. I was studying the founder, Bandler, and in one of his memoirs, I found this thing that nobody else knows about. Come to the webinar. I'm going to show you what it is. I'm always looking for that little hook. It's like, whoa, what is the thing? Yeah. Awesome. Great question. All right. Up next is Sandy Jankovic.

Hey, hey, okay. I'm going to know which book do I read first. Which one do I read first? This one, this one, or this one, or this one? Oh, very good. Well, in the context of what we've been talking about for the last three days, I would read Expert Secrets. Expert Secrets is the one that's going deep into you, helping figure your calling, create your offer, figuring out your presentation. All those kind of things are inside Expert Secrets. Dotcom Secrets is all the funnels and things, but for the context of this event, I definitely lead with Expert Secrets.

Okay. Now, part of that question is also how do you market these books? What keywords do you use to market these? Because that's what got me in on one of your webinars was the book, and I forgot how you market it to me. And then what kind of keywords do you use to market your webinars or your books or your products? Because I got both. I'm a real estate investor, and I own a boutique.

So I'm going to have two different, because you said that yesterday, you can have several different funnels. So I'm going to have two. So how would I market those? Yeah. So I'm not, I mean, we do drive some traffic keyword based, but most of it is it's interruption marketing. So it's what we're doing is we are targeting audiences, right? So it's,

It's me making an ad of me being like, hey, this is Russell. Get a free copy of the book. And we're targeting Tony Robbins' audience. We're targeting Grant Cardone's audience. So we're targeting audience of people who are similar demographics to the audiences that I want to sell to. Does that make sense? Yes.

Yes, it does. So are you going to their websites and then finding what keywords or how they're using and copying them? Is that what you're doing? No, we're just going to Facebook, Instagram, YouTube, all those ones. You can go in there and when you buy an ad, it asks for interest. Like what are the interests of the customer you're looking for? And so we're just saying the interests are Tony Robbins. They are personal development. They are people who want to be coaches or consultants. Like you do that for a little bit and then the algorithm starts learning who you're looking for and then it starts finding more and more of those people for you.

And so the Traffic Secrets book actually goes deep into that as well. So the third book in this series is Traffic Secrets. That's right. After you get expert secrets done. I'll get that in the next series. Yeah. Okay, so target my competition and do what they do. Yeah.

Great. Okay. Thank you. The competition is already targeted. I already congregated these people together for us. And so it's like, I don't have to go reinvent the wheel. It's like, cool. So for me, I still with the whole dream 100, I talk about like you build the dream 100, the dream 100, all these people that already have your people congregated, right? They're already listening to certain podcasts are already on certain email lists. So it's like, we're finding those places and then we're getting our ads out in front of those, in front of those audiences. Awesome. Great. Thank you. Thanks, Sandy.

What's up, everybody? This is Russell Brunson. I've got something really cool for you today from my friend Taylor Wells. Taylor spoke at our last Funnel Hacking Live because I wanted him to share a really cool concept about what he calls the revolving pricing method. And today he decided to sponsor the podcast to give you guys more access to this super cool strategy that you are going to love. It's something we've been implementing into our high-end coaching program as well, and it is amazing. But to kind of give you some context about

about this offer he's making for you guys. As you may or may not know, a few years ago, JPMorgan Chase did a study, and guess what they found? They found that the average small business only has about 28 days of operating expenses in reserve. That's right, less than a month of cash on hands. Now, if you're like me, the idea of your business being one bad month away from disaster is enough to make your stomach drop. Am I right? Especially with how the economy's been lately. It's not the time to be gambling with your finances.

So Taylor put together this book called The Revolving Pricing Method, and it's awesome. It helps you turn every client you close into a long-term profit machine. We're not talking about one-time paydays. We're talking about creating sustainable and real predictable income for the long haul. Now here's where it gets even better. Taylor put together an awesome exclusive deal just for you guys, my Marketing Secrets listeners. And if you go over to wealthyconsultants.com slash secrets, you can grab The Revolving Price Method book and over $150 worth of bonuses and get this all. It's at 70% off, and I promise you guys, as a customer of this book,

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Hey, this is Russell Brunson. And I want to jump in really quick to share with you a new assessment I found out that is insanely cool. You guys know I'm obsessed with personality profiles and assessments, but this one is different because not only does it help you understand yourself, but more importantly, especially for us who are entrepreneurs, it helps us understand our employees, our teams, and get people sitting on the right seats in the bus so they can get more stuff done.

I just had a chance to interview Patrick Lanchoni talking specifically about this new assessment they created called Working Genius. And the Working Genius is awesome. Like this test, I had actually blocked out an hour to take it because I was so excited for the new assessment. And it only took me like 10 minutes or less to get it done. Yet, even though it takes only 10 minutes, like you can actually apply this immediately. I took it for myself. I had my team take it.

And what's cool about it is from there, we figured out exactly what people's working geniuses are. And that's important because if you're building a team or a company, you got to figure out, make sure that you have first off the right people, but make sure the right people are sitting in the right seats on the bus. And this is what this assessment will teach you how to do. Now, normally this assessment, you can go to workinggenius.com and there's two G's in the middle, workinggenius.com, but I got you a 20% discount on

on the assessment, which is only $25. So don't stress. It's not an expensive test at all. But you get a 20% discount off when you put in the keyword secrets at checkout. So go to workinggenius.com. Again, two Gs, working genius, two Gs in the middle, workinggenius.com. And then use promo code secrets, S-E-C-R-E-T-S at checkout. You get 25% off. But then we'll take the test. Again, it takes you 10 minutes.

But even in a 10-minute session, you will get something that is so insanely valuable to help you understand yourself, to make sure you're working in a spot that's going to give you the most joy, number one. But then number two, it's going to make sure that you are with your teams getting them in the right seats as well. So anyway, I love this assessment. Go check it out at WorkingGenius.com and enter the promo code SECRETS for 20% discount. Take this test for yourself and for your team, and I promise you it will change the working dynamics amongst everybody and help your company to grow.

All right, Miles, who else we got? All right. Up next, we have Jeffrey Levy. Jeffrey, you ready? Let's have it. Yes, but Russell, love you. I think you're the best marketer in the world. Thank you.

I'm starting a new digital direct marketing agency for agency for nonprofits where I want to do one to many marketing. And I already had one client. I'm a Freemason. So I did something for the Freemasons. How do I get more clients to

and what tactics should I use? Should I aggregate all these nonprofits together that I can find and do a webinar, for instance? That type of thing. And what do I say to them? And if we have time, if you can pitch it. So you're going after it. So the

Your dream client are nonprofits. Is that correct? That's correct. Very cool. I've never marketed directly to the nonprofit market, but I'm assuming that you can target them on ads. I'm assuming there's probably directories. There's probably newsletters. There's probably industry guides, stuff like that. That's what I'd be looking at is where are these people already congregated so we can go and market to them. And the biggest thing I would do is I would share a success story. I'd be like, hey, free case study showing how I did marketing.

How I help one nonprofit do blah, blah, blah, blah, blah, insert result here, right? And a case study. And I'd be targeting, like free case study funnels work so good, but targeting a free case study funnel, they can then push. And that free case study could be on a webinar, right? It could be a video sales, whatever it might be. And then you're coming back, you're doing the same style presentation we've been talking about for the last three days, right? It's going through that. So my 35-second pitch. So what's up, everybody? This is Russell.

So if you're a nonprofit trying to figure out how to grow your company, I'm going to show you guys a free case study. I took one nonprofit. We switched from being one-to-one sales to one-to-many sales. And through that process, we helped them to get 2,365 new customers, adding an extra $2 million to the bottom line in 30 seconds. The first thing I'm going to teach you guys is the framework. The first framework is da-da-da-da-da-da-da-da. Yeah. But some version of that is kind of how I would try to pitch it. It's showing that case study, the result they got, and then from then on,

They see like, holy cow, I'm not getting those results now. They watch case study and then boom, boom, boom, all the rest of the stuff comes afterwards. That's great. So I should aggregate a bunch together. Super. Like I said, love you. You're amazing. Love this seminar. Thank you. Great job, Jeff. Thank you so much. All right. Who's next, Miles? All right. Up next, we have Mark Scher. Hey, Mark. Let's hear your question.

Jeremy? Yeah. You know, I've had a difficult situation. I don't know if you can help me. I hope you can. I'm a doctor, but I developed Parkinson's syndrome, Parkinson's disease about five years ago. I have problems speaking. So I don't really want to give webinars. I don't really want to do that sort of stuff.

Two things. What can I do? I'm a doctor. I want to use that somehow. It's a thing to get higher ticket items. What should I do? Great question. So I have a friend who has a really, really, really thick English accent and he created a webinar and nobody can understand him. Nobody would buy from him and he just, it was frustrated. But the webinar was really, really good. So he literally took his entire script of him doing it. He got it all transcribed and he hired a voice actor to do the presentation for him and the voice actor nailed it and he run that and it became a $10 million a year webinar.

So there's, that's something you definitely a hundred percent. You can, you can hire somebody to voiceovers, um, to, to give your presentation. Um, I've seen that work more, more than once. Do I say that it's, that it's not, what do I do? Do I pretend that's me or what do I do with that? Uh,

For him, he kind of did. What we did is when we did the road stuff, like I had a group of people that went out and did this. Russell created a presentation, and we used a lot of his stories. I could still go on stage and pitch this entire thing in Russell's voice, but I kept saying, hey, Russell asked me to be here because of X, Y, and Z. He couldn't be here. He wishes that he could, but let me tell you some of his stories, and it worked really, really well. Yeah, so you definitely get to hire someone to do that as well. Like I said, we had –

four or five guys traveling the country doing my pitch and it worked as well. So. All right. Thanks a lot. I gave time to that last person. Thank you very much. This is great. It still sets you up as the attractive character to still use your stories and your face and your product and so on within that webinar. I think that's awesome. Yeah. Appreciate it. Thank you so much. Thank you. Excellent. All right, miles. Let's get going up next. We have Jason Mitchell. Jason, what's your question? Good to have you.

Hi, how are you guys doing? Can you hear me? Yeah. Perfect. Yeah, I'll make it quick. My question is kind of twofold. One, about market research. When you're going into a new market, because I do a lot of consulting for different clients, so when I'm going to a new market, I want to know what is your best hacks or tips in order to find the competition that you're going to go ahead and funnel hack and offer hack. And also, what are your thoughts about building... Obviously, everybody wants to build a business with recurring revenue. And what are your thoughts on...

just building a business that is 90% all focused on subscription-based products and services with maybe a few one-off products and services to get people in the door. Cool. Okay, I'll address both of those. So number one, the market research. So what I do typically, and I do this in every platform

a little different. YouTube's a great place to do market research. So I go to YouTube and actually I go into incognito account and I create a brand new YouTube account, brand new email address, brand new everything. And I come into that account, I log in as if I'm a brand new person. I start thinking, what would me, if I was searching for my end product, what would I search for? I start searching for different things

And then the videos will start popping up and I click plan the video and I watch the entire video all the way through. I see what video show up next. I click on those. And if you start doing that, we spend a week doing that, you know, 30, 30, 45 minutes a day doing that. All of a sudden, every single person who your dream customer, like YouTube's algorithm is so smart. They will hand deliver you. Here's every video that your dream customer wants. I subscribed to all those channels. I start watching them, start following their links. And in within a week, I know every single person in the market. I do that on YouTube, doing Facebook, doing Instagram, and just kind of, that's, that's how I start finding the people really quickly.

As far as the other question, that's my business. Like ClickFunnels is my core business. Like my core business is a continuity program. 80% of my revenue comes from that. But on top of that, we do events, we do offers, we have courses, other things. And so if you want to go deep into how we do that, there's a book, there's a free book. If you go to, I think it's the lynchpin book.com. The lynchpin book teaches how we do continuity as the core offer. And then we're using all these other things to feel continuity and to sell all our other products and services.

Perfect. Great. Thank you. Awesome. Great question. All right, Miles, let's keep going. All right. Up next, we have Jackie Burge. Jackie, how are you? Good to see you. What's your question? I'm doing great. Thank you. This has been awesome. I have a question, and I hope it's for everybody. I can see that you've really invested in school as a tool for your people, and I'm assuming it's to keep everyone engaged, to avoid people dropping off.

and also to upsell, what are the top tips that you would share with us about how you're using school and how are you promoting that tool? Are you promoting it in your offer stack? Are you adding a value to it? If that's a question. Yeah, so this is new for me, obviously. I went back and forth between the ClickFunnels has a really cool community platform. There's Circle, there's Facebook groups, all these other ones.

I wanted something that was separate from Facebook. That's kind of why I decided to go to school initially. And I wanted to have a ton of groups. And so with all the other ones, I'd have like log in and out of all these different places. So I picked school because I think if you have more than one group, school is a great place because your customers can have access to all of them in one spot.

If you look at the offer stack I made yesterday, two of the parts of the offer are school groups, right? Conversation nomination is a school group and one to many mastery is a school group. So we're doing those things together. Uh, and then my, my plan right now is the, the free community that you guys are all in right now. Um, all of you will do that an hour. People who came into this challenge, um,

But again, we're doing the same challenge next month and next month. We're gonna start promoting it. You'll see like all of my front end social media, we're switching all the call to actions from me pushing different places. Like literally it's going to be, I'm on social media teaching an idea like, Hey, you want to hang out? Come to hangoutthrustle.com. We're going to be, we're hanging out, going deep on this topic and just keep bringing people into this front end. And then once a month we're doing this live three day event. And so the school group will be pushing people to the three day event every month and then hopefully sending people up. And that's the working game plan right now. I've never, it's going to work it out, but that's,

that's the hypothesis I have right now that I'm running with. And we'll kind of go from there and see how it goes. So. Right. Thank you. That's helpful. Awesome question. Fantastic. All right, Miles, who we got? All right. Up next, we have Marlon Mills. Marlon, what's your question?

Great, Dave. Thank you so much, Russell. Well, I teach salsa dance in person to build confidence and transition to online teaching. So what strategy to effectively market and demonstrate the value of physical skill-based instruction in a digital course or membership? I'm not sure, of course, a membership. For audience, I was going to ask General versus Affleck, but you answered that with who I was five years ago.

Very cool. So the question is like, how do you capture what's happening in a live classroom through a course? Is that what you're kind of saying? You have to effectively market and demonstrate the value of physical skill-based instruction in a digital format. Gotcha. I think the biggest thing is like, I look at like social media. I think what you do would be really cool socially because you can keep showing these clips and showing the stuff and showing like the before and the after, the bad, the good, the confidence, like all kinds of stuff socially, pushing to a course, pushing to a webinar where you're doing it. And then if I was doing a web class,

a webinar to promote it, I wouldn't do it like me behind a computer. I would look at, like Tim Shields, for example. He goes to the side of the Grand Canyon and he does his webinar from there. Like with you, I would do your webinar in your thing, like showing, demonstrating, talking, like actually doing the webinar as if you're in a live class because it feels different. It feels exciting that they're able to see it and experience it, but you're still following the same structure. You're just like, all right, secret number one, we're going, whatever it is, secret number two, you're going through the process in a live class style environment.

Um, that would be fascinating. I have a friend who's a hypnosis, a hypnotist and his webinar. He's able to register for free hypnosis session. It pops up as him. He's like looking your eyes and he's doing hypnosis session, doing the perfect webinar while he's hypnotizing you. And then he pitches at the end. It's like doing your thing through the webinar is super cool. I think for what you're doing, salsa dancing would be the coolest webinar in the history of all time. So that's what I would do for sure.

Thank you so much. Appreciate it. Great question. I totally want to see that webinar. Can you imagine going through it? Send us the link. Send us the link, Merle. I'll register. My wife would buy that in a heartbeat. Date night. We got miles. All right. Up next, we have Lazar Roski. Hi, Lazar. Hi, Lazar.

Good to have you. That was good, man. Most people get that wrong. Nailed it. All right. So this is kind of a three-part question, but I think you could answer it pretty quickly. If I was running a beta test, how long would I run it? What is the best platform to host your webinar? And what would you charge to help someone create a webinar that

If you weren't well known after running this beta test. Okay. So question two, we use zoom for webinars right now for the live webinars and we use webinar fuel for the automated webinars. So those are the two tools that we use for all of our webinars. I think they're the best, especially zoom people know how to use it post pandemic. So that's an easy one. Number two is the beta test. The question is how long we joined the beta test for a new offer. Yeah.

Honestly, there's a really cool positioning when you position something as a beta test. I'd almost call it a beta test for as long as you can just because it's a unique thing. It's a benefit. This is a beta test. You have a chance to beta test this. So it is a strategic advantage having a beta test. So I don't think it has to be a week or two weeks. I would use it for as long as it keeps working. When we first launched ClickFunnels for a long time, it was probably a year or so, it was like –

we better test this new software. And everyone's like, felt like they were an inside after a year. I was like, I probably should change this because no one's gonna believe it's a beta test now that we're a year into it. And then the third one, so how would you charge for a webinar if you don't have, don't have this,

So if you were helping someone build a webinar, helping someone do what you're doing, but you weren't well-known, what would you charge them for that? What's a reasonable price? I would charge equity in it. I would be like, hey, I'm going to do this thing. I don't know if it's going to work. It's not going to work. I've never done this in the past, but I'm having a good time with it. This is the deal. I'm going to create for you a new income stream for your business.

How about this? We'll split the money 50-50. If it makes no money, no harm, foul, makes a lot of money, cool. We both win. And that's how I would negotiate. Because I'm guessing for the person, it's a new income stream for them, for their existing business. And so it's not like you're taking some 50 away. Maybe you can't do 50-50. Maybe it's 20-80. Maybe it's 10-90. But I would charge equity up front.

the first couple deals because then, again, then you've got skin in the game. They have no risk on their side. And then after you get one or two of those successful, then it's easy to come back and be like, I want $25,000. I want $100,000. I want whatever that might be. Okay. Awesome, man. Thank you so much. Great question. Lazar is smart. He got three questions. That was fast, yeah. All right, Miles, who do we got next? Up next, John Wheeler.

John, how are you? What's your question? Good. Hey, Russell. I'm niched down in a small market, so I work with high school basketball coaches. I teach one specific offense that probably reaches about 5%, 10% of my market. So...

I am trying to either scale that up. It's a $47 a month membership or $470 a year. I've got three or four Dream 100 that market free events, and I use the linchpin to get them into the membership. But we also split the VIPs, so that way I can pay them and I can get members on the back end. But I'm trying to side...

Mm-hmm.

like more of a general sports, general basketball. So, John, what's the specific question? Or climb to another market where I'm speaking with or working with players as well. So trying to climb markets with different membership models. But I wonder what you would do niched down in a small market and how to scale. Should I climb bigger markets? Should I go all in and try to focus on my 5%? It's already a small market, and I'm working with high school teachers. They're not very wealthy either. Yeah.

Yeah, it's tough because sometimes you're in a pond that's this big and it's not that deep. Like you said, they don't have a ton of money. So I think for you, I keep doing what you're doing. Obviously, don't change that. But I think definitely I would up level the market just because you're going to need eventually going to need more bandwidth. And it's, you know,

It's just eventually the pond is too small. You run out of fish, right? And I've seen that in business I've done in the past. Like Potato Gun is like great market but you don't have a pond, right? So you run out and you're like, I want to do more. So I think going up a market – but especially if there's a way you can go up a market that it's – like all the stuff you've been doing, it –

fits together. So that way you're not like have to reinvent everything. Or maybe that becomes a backend or just some other version of it. I'm not a big fan of like starting a whole new market. Everything's different. It's like, how do I create something where my efforts in both things will both feel the same thing. Right. Yeah. And that's what I want to climb that when I climb into the next market, I'm also switching them into another vehicle. So, Hey, you run this other offense, this other defense, Hey, you can come over here and go into my larger inner circle. And you can run. Yeah. Yeah.

Yeah. Does Jacob Hiller still do the jump stuff? I'm not sure. I think he's still there, but I don't think he's active. He was working for some other company when I met him last time. So I think he's more like doing the marketing side of things more so than the actual product. I haven't seen him for a little bit. I bought that back in like 07, 08 when I was coaching. Great question, John. Thank you so much, Miles. Who do we have next? Up next is Sean Artisone. Sean, let's hear your question. Good to have you.

Hey, it just blew my mind that I'm actually talking to Russell. Anyway, so I have a cybersecurity company, and what we've been doing is giving away our advice for free to families and individuals so they can't afford it.

We're three years old, but I'm learning now that the three secrets, yada, yada. Where do I start? Because I don't technically have a product as so much as advice, but how do I take... Do I need a funnel first? I got your linchpin book, but I'm so confused because I don't think I started in the right place. So where do I start?

What's my next move? How do I turn this into conversions? Because you're not selling physical. You're selling a course. You're selling advice. What's the undeliverable?

It could. Yeah. So like, yeah, it's like, it could be a course, but it's like advice. Like you get my hacker brain to help you secure your technology for your families, but people don't know how to do it right. And they're doing it wrong. And their kids are getting exposed to harmful content. And so I just want to stop all of this and help families protect their kids and protect, you know, themselves. So there are products, uh,

But I want to get them the advice first and then get them to the products after they trust me as a cyber advisor. Cool. I would 100% go webinar. The webinars give you a chance to get people on, give them advice, serve the people who can't afford it, but also the people who are able to afford it. Now they're going to send up.

And I probably have two levels. I have like, hey, if you guys want, there's a course for whatever, a couple hundred bucks you can go buy and go learn it yourself. Or for X, you can have me do it. It's way more expensive. Both are great options. And then what happens is like you're able to serve everybody. All the free people come and they get the value from the webinar. Those who can afford a course get the course, and those who can afford you get you. But it makes the funnel so much wider and so much bigger. So I would just focus on that 100% if I was you for the next six months.

So do I buy the ClickFunnels subscription and put the webinar in it? Do I build the webinar, which is a ClickFunnels? That's confusing to me.

So the webinar, you build the webinar separately. And then as soon as you got that webinar done, you need ClickFunnels account to make the registration page. You plug that into a Zoom account, whatever, and then that's how it works. So I'd focus right now on just getting the presentation figured out. And then after that, plug in the webinar. And again, if you're part of the Prime Mover Foundation we're doing, that's literally module number six. So the first five modules of building out the webinar, module six is plugging in the funnel. We got you. And then we jump into traffic right after that. So yeah, it's the exact process we take you on. Perfect.

Awesome. Thanks, John. Great question. All right, Miles, who else we got? All right. Up next, we have Silva Schroeder. All right. Welcome. What's your question for Russell? Hello, Russell. Nice to be here. Yes. My name is Silva. I'm from Germany, from Berlin, the capital. I'm a medical doctor. And my question is, or what I'm struggling with is, so far, I offer one-to-one sessions with clients, with patients, with

And it's really hard in Germany because most of the people are in insurance and they expect to get everything paid by insurance. And my goal is to develop, to scale up and to develop programs, good programs for mental health.

topics, especially sleep medicine, because this is one of my, really my focuses. And what is your advice? How can I promote it? How can I do the advertisement? Because it's really hard as far as I see it with business things. It's easier because people want to invest in themselves, but with health topics, they always ask, why do I have to pay it? And I, I,

Need people who are open and to, to are willing to do something for themselves. What can I do? What is the strategy? Great question. So I remember, I think day one or day two, I showed a clip from Myron. He was talking about value. I think we have to be able to show in your presentation is what is the value of

So the cost of inaction. So if you're looking at mental health, like if you have a mental health thing and the cost of inaction, if you don't struggle with that, like if you have mental health and you're struggling, like what if you lost your job? Like how much does that cost, right? What if that happens and it makes your marriage split apart? What's the cost of that? So you have to like in the presentation start showing those things of like – and you're just showing case studies and stories. It's kind of a negative thing, but like show like, hey, here's so-and-so is my friend and they went through this mental health problem.

And because of that, they didn't get a divorce, which cost them this. And then this happened and this happened. And showing that path, they see like, man, if I stay on this path, this trajectory, this is where I'm going to end up long-term. And they show that cost of inaction. It's like, wow, this could cost me tens of thousands or hundreds of thousands of dollars. And right here, I'm only selling this group coaching for $300 or whatever the thing might be. So it's showing the cost of inaction. And you have to take people down that path.

And that's how you make it and not make money offers to how you can, you're able to tie it back to money. Does that make sense? So Annie Grace, like that was the example that Myron showed in the clip with my Annie Grace, she's helping people overcome alcohol addiction. And so for his presentation, it was hard for her. Cause she's like, she doesn't want to talk about the negative sides, but she had to get vulnerable. Like this is a negative side. You guys, if you don't do this, here's how it destroys your family. Here's what happens to your kids. What happens if you get a car, right? And like showing and like actually showing studies of people that had done those things. And then people feel like, Whoa, that's,

These decisions I'm making now, that's what it could result in, right? And so you got to pay now or pay later. Like it's way less upfront to pay than down here you paid us way more. If you can show them that in the content of the presentation, then it's not difficult then to make that – when you get to the money part, then be like, wow, I see the value of this. Does that make sense? Yeah. Yeah.

That makes sense. You think it should be easy or it should be possible to bring people away from just to get something for free, which is okay, which is fine for the beginning. But then in the next step, of course, I want to have them paying for something. So far, they always take the free content and then...

That's it. That's why you got to have a great webinar. Yeah. And you think about this, even with a great webinar, like a great webinar, let's say if I crush a webinar, it's covering 10%, which means 90% of the people came for free.

Only 10% bought, but that's okay. Like 10% is a million dollar business or multimillion dollar business. So it's just understanding that like you, like it's, it's the whole, I see the whole world in the funnel. Right? So like not everyone's gonna say yes, but the people who do like that's, that creates the business. Like I remember, um, Vince James had a book and it was like, he built a hundred million dollar year business, uh, on a 3% conversion rate. So it's like, I made a hundred million dollars a year, even though 97% of people told me no.

And that's powerful when you think about it. So it's just coming down like, yes, most people are going to be freebie seekers. Don't take it. You only need 3%. You only need 5%. And those people are the ones who build the business and build the company for you. Great question. So we've got to keep moving. Miles, who do we have next? Hopefully that was helpful for other people too. We spent a little longer on that one, but I think a lot of you guys are struggling with that. So the pain of inaction and then understanding, again, the funnel is the key. 100%.

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Ollie's got you through it all. Life's tricky. Your wellness routine shouldn't be. Get what you need at Ollie.com. All right. Up next, we have our friend Cliff DeCedles. Hi, Cliff. What question do you have for us? Good to see you again. I remember Cliff. What's up, man? Good, good, good. It's going to be quick. Russell, what are the top resources that can help me get better at emotion,

um, opening and closing loop. And do you think like having my own award would also help with emotion and all of that? Hmm. Very cool. Uh, the best stuff for emotion, honestly, like for me, it's watching really, really good storytellers and notice how they invoke motion for you. So I like actually watching movies a lot and we know where we're watching a movie and I feel something. I was like, how, like, what am I feeling? Why am I feeling this?

He started noticing how they produce things. Uh, Lamar Tyler's minor circle. He does it at events through music. So he has his events, DJs play music. He's doing stuff to invoke emotion throughout different sessions. So you can use emotion. I use his, he uses music in his webinars. Like he has music play. He shows video clips. So it's like different things like invoke emotion. Um,

Now that's the big one. Um, and it's watching good people and it's like studying, like, what are they doing? How do they make, like what they do to make me feel this way? Usually when I'm telling a story, if I want to invoke emotion, I'm getting out of the logical, like me telling you the steps of the story and stepping back into how did I feel about the story and then explaining the feelings. It's like, man, I was sitting there. I was so stressed out. Like I feel like I had a thousand pound weight on my shoulders and my hands were sweating and like it was, and I started explaining what my body is feeling and

And people have empathy when they're hearing, so they start, like, empathizing. Like, their hands will start sweating. They'll start feeling the pain. And, like, that's the things I'm doing. I'm not just explaining the events. I'm explaining how I'm feeling about the events in the story, and that's how you really invoke emotion. What was the second question again? One was award. Opening and closing loop. How about the loop? Opening and closing loop. Oh, opening and closing loop. Yeah. That one's just like, I don't know.

I've never heard people talk about that really outside of me. And like, I learned it again by initially Mark joined, but then eventually I started watching reality TV, like watching that and watch that before every commercially hook you to the next commercial at the end of every episode, hooked to the next episode. And like, I started watching how they're doing that. And I'm like, okay, what are the drop-off points for me? Okay. For me on a webinar, drop-off point, first drop-off point is like three minutes in. So I got three minutes to open a loop really quick. So I'm like, Hey, what's up guys? This is gonna be amazing. This is what we're going to be learning. Don't forget at the end, I'm going to be giving you this amazing thing. So I'm like opening a loop.

quick, right? And I'm looking, okay, when's the next drop off? Next drop off, 10 minutes in. Okay, I'm opening loop there. So I'm just looking at strategically where I'm losing people. I got to weave in a loop, opening loop right before, just like they would on TV. Right before a commercial, they open a huge loop, make sure you stay for the three minutes of the commercial and come back afterwards. And so it's just looking at those pieces in your presentations or anything you're doing, like how to keep people's attention. It's like right before those drop off points, I got to make sure I'm opening a loop.

and then closing it. And then I ideally opening a new one before you close the other one. So it keeps pulling people along for, for forever. All right. Thank you so much. Awesome. Thanks. Great question. All right. What do you got next, Brent? All right. Next question is from Deval Shah. Deval. Good to have you. What's your question for Russell?

I've got two questions. So I'm an ex-consultant. I have acquired two trucking companies and now trying to create offer for these trucking companies. I mean, they do not do like bundles, software, bonus, anything. So just kind of trying to think like what the 10x offer would be for these kind of businesses.

And the second is, which is kind of a better opportunity, which is acquiring more companies where I'm looking for sellers. So kind of what can be done over there. So that's it. The question is how you create an offer for, like who's the end customer then?

Okay, so end customers are either manufacturers or wholesalers. So these are our green flags. Okay. My answer to this would be very similar to the answer to the very first question. So when I'm trying to go directly to something like that where it's a very specific person, a lot of times it's hard to target those people online. So what I'd be doing is coming back to like Chet Holmes, Dream 100, 101. I'd read The Ultimate Sales Machine by Chet Holmes.

And I would look at that and say, here's all the people I'm going after. There's no number. And I would be figuring out, hey, how do I find the end buyers? How do I find them on LinkedIn? How do I find them in places? I'd go to infousa.com. Can I rent a physical mailing list of these people? And I would aggressively start targeting those people and start going after them through online, through offline, through phone calls, through direct mail, through email.

To start targeting. That's what I'd be doing. That was my company. Your second question is how to buy more companies or how to get more opportunities? Yeah, the second one was to kind of find the people who are willing to kind of looking to sell or kind of motivated. I'll give you a quick answer on that one. It's just like I would position yourself as the expert somebody who buys companies. Look at Cody Sanchez right now. Cody's got the biggest podcast. It's blowing up. She's talking about how she buys little businesses and da-da-da-da. And guess what she now has?

deal flow. Hundreds of thousands of people are sending you like, buy my business, buy my business. Like they're just coming to her because she's the person. So position yourself as that person. Start a podcast. Start talking about it. Like I buy business here. I did over here. I did over here. And then people are going to come to you. I remember this is a decade ago. I sent an email to my list. I'm looking to buy some businesses. If anyone's in this, my list was tiny at the time. This is pre-click funnels. I got like 6,000

Like six or 700 people that feel like a 20 page application begging me to buy their businesses. So, um, there's, they're out there. Just, you position yourself as someone who does that. They will come to you in droves. When I bought Dan Kennedy's business, I would say almost, not almost, I would say 90% of the internet marketing gurus who you know on the planet all messaged me asking if I'd also buy their businesses. Oh yeah. Like it was crazy. So just like,

Tell people you're buying them. It's like when I started buying old books. How do you find these old books? When a seller shows up or when a buyer shows up, the sellers show up. 100%. Great question. Thank you. Who else we got, Brent? All right. Next question is from Steven Agron. Steven, welcome. What's your question? Hey.

What's up? Here we go. So I have atrial fibrillation. I'm a former endurance athlete, sponsored athlete, triathlete. I've also worked in the industry for the past 15 years calling on the top surgeons, cardiologists, et cetera, in the world. I've written a book. I don't have a following. I've sold about a thousand copies of this book on Amazon. I don't have a social media presence. Two questions. One question, two parts. Should I structure the book as a free giveaway to build a list of

to complement this targeting of the interests, like you mentioned on Facebook, Instagram, which I'm going to do, that's the advertising side of it. But to get them to actually jump on with me, should I give the book away as part of my strategy to get them to opt in for my paid program? Or should I stack that book with the offer, which also includes other

My other tactics, basically. And so that would be, say, a nominal value product that I'm trying to get a volume on. Or do I do one-on-one and share my tactics one-on-one with folks who are suffering from atrial fibrillation? There are no gurus in this space. It's 33.5 million people worldwide suffer from it. What would you do? Man, well, that's a good opportunity. So I am a huge, huge, huge fan of Freebook Funnels. I built my entire brand and company off Freebook Funnels.

Um, they are, there's an art and a science to them though. So it's not just like give away the book for free. Like if you go to any of my book, so.com, secrets.com, experts, secrets.com, traffic, secrets.com, go and like go through the process, but buy slowly and notice. Cause it needs those funnels. There's like five different offers. And so it's looking like they buy the book for free plus shipping. And there's an order for a bump for the audio book. And then from there, there's an upsell for a $200 course. And then there's like, there's a, there's a process. If I look at any of those, cause they're all the same, the model's

I've been running that playbook for 18 years of my life. It works. So if you'll look at any of those and funnel hack it and then kind of model that, like that's what I would do initially. Cause then you can start doing social media, pushing the free book. You can get on podcast interviews, pushing the free book. Like free book offers one of the easiest ways to get publicity because everyone wants you to come talk to your expertise and then give away a free book. And so like, it's one of the fastest ways to start growing your email, start growing your following.

And then as soon as people start buying your book, sending people from a book buyer to a high-end coaching client to a mastermind, all the other things is one of the easiest things to do. Book buyers are the best buyers of all time because they read. So I 100% would model that. So look at any of my book funnels. Funnel Hack'em. Create something very, very similar. And then get on every podcast, every radio show, every YouTube channel talking about your expertise. Push in a free book funnel, and you will have a list of 100,000 people within a year from now if you focus on that.

Awesome. Thanks, dude. You're awesome. Love you, bro. Great question. Thanks, Steven. All right, Brent. Who else we got? All right. We've got Kayla Lipinska. Hi, Kayla. What's your question? Welcome out.

Hello. Yeah, super excited to be here. So I want to open new pathways to find people to really test my coaching program. It's a super beautiful transformative program. And I'm really looking to find people who are ready and ripe. And I feel most of the people, if you offer it for free, they're kind of, you know, not really fully in. So that would be the first question. And also, how can I really spread this message? And what do I need to say to people like you to really find the people that I'm trying to reach?

So who's your dream client? Who are you looking to reach? Dream clients are high achievers who are a little bit hindered and they don't know why, but they actually, if they focused on their connections and their relating life, their life would blossom in all the ways. Very cool. Do you have a podcast or social media or what do you do right now to kind of start getting your message out? I've been starting with social media and podcasting and yeah, still the reach is quite small. Yeah. And then do you have some of your person people too after that?

Say again? Where are you pushing people to to give you money? I mean, I have like an application form for the coaching program. Okay. Very cool. So if I was you, I mean, a couple of things. Obviously, this whole event is about creating one-to-many presentation. I'm mildly obsessed with it. You're here because you wanted to learn that. Like that's what I would focus on. Like...

Because, again, you said a lot of people are going to be freebie people. That's fine. The freebie people come through the event. They watch the webinar. And what you'll find is interesting. Some people watch the webinar five or six or seven times before they'll buy. Like they're just nervous. They'll watch it over and over. But if you sat down and said, okay, I'm going to create a $500 to $1,000 version of what you do right now if you're coaching. You create a presentation for that. You start driving traffic. It gives you – even if 100% of the money you make from that $1,000 offer just gets dumped back into ads, that's how you can start growing and scaling quickly. Social media is great, but it takes longer because it's like –

You can't fuel it with money very well to really, really grow it. But if you had a webinar now, you can start driving traffic and start paying ads that what you sell on the offer will make the money back. It starts growing them from there. You just look to meet a follower. We'll grow your email list. We'll grow. And then the coaching program will explode because you have this baseline of people that are coming in that you can – flipping a switch. It's like I know if I'm spending –

you know, a thousand dollars a day in ads. I'm getting the X amount of people. Like it's just, it's fuel to your business that fuels everything else on the backend. You know what I mean? I think. Yeah. Amazing. I already committed. I want to do one webinar a week and just take it through the year. Very cool. I want to give you and everybody just one mindset thing. So people always ask me like how much I've spent ads, like try and figure out how, what's the least amount they can spend ads. And I want to shift the mindset. Like everyone in your eyes, your goal here is to be a, how quickly can I get a spot to the spot where I'm spending a million dollars a month in ads.

Like that should be the goal. Not like, how do I spend as little as possible? How do I spend a million dollars a month in ads? Because that's, that's where your business is growing. Like if you spend a million dollars a month in ads, like you're getting, you're adding hundreds of thousands of people a month into your, into your webinar funnels, into your books, like everything else will grow from that. And it's not saying just go dump a million dollars in ads. That's freaky. But it's like, if you sell a thousand dollar course, spend a thousand dollars,

to push your event and if you break even and sell one of them, it's like, cool. If you sell two, take that $2,000, dump it in ads the next week, spend $2,000 and then spend those and keep reinvesting the ad money and you start watching this thing grow and, you know, ClickFunnels was at that point where we were spending a million dollars a month in ads and it was just, it was like Christmas every day. It was just, you know, but that became the goal, not the thing that everyone, something that everyone tries to ask me the other way is like, how can I get traffic for as cheap as possible? It's like,

How can you spend as much as humanly possible on ads? That's how you really grow a business. So that should be the goal. And hopefully that's a paradigm shift for everybody. So. Cool. Thank you so much. Good luck in the future. Congratulations. Thank you. All right. We got next. All right. We next up. We've got Val. Val. Welcome out. What's your question for Russell?

Also, hey, Chris. I didn't expect to talk to you in person today, so big surprise, okay? I want to integrate the perfect webinar strategy into my business. I have a copywriter who doesn't speak English, and I need to teach him this method. What's the most efficient way to ensure he can write perfect video scripts and landing pages using this strategy? Wait, so what's the question exactly? You say you're doing it in a different language?

Yeah, it's a different language, and I need to teach my copywriter to use perfect webinar strategy. Oh, gotcha. So it's a different language. You got to teach them how to use the perfect webinar strategy. What language are you trying to do it in? Czech. Czech Republic. Do we have expert speakers in Czech? Yeah, I don't know if we do. I don't know. That's a really good question. I don't think so. I don't think so. That's a great question. And they don't speak any English, I'm assuming, right? No, no.

I mean, if it was, I mean, the easiest way is if you take any of our, the trainings, the courses you have, there's some really good AI nowadays that does, that is translation. In fact, we're looking at like potentially taking all of our YouTube videos and just running through these translation things to turn in different languages. But you can take any of our trainings, run it through an AI translator and get, get pretty close to that. You know what I mean? And that's probably what I would do out of the gate. And then obviously you're probably going to be a conduit of like translation of like, okay, this is Russell saying, how do we do this over here? This is what Russell's doing. Like, and, and looking at that, that translation point, um,

Because, I mean, you understand the process now, right? So that's just weaving your stories into that framework, your experiences in that framework. But, yeah, that's probably the – I guess it's probably the easiest solution. Does that help at all? Sure. But it's a really complex strategy, actually. And I was thinking what is, like, the crucial to tell him for a start because he won't be, like, super excited. Yeah, let's learn a new thing. Yeah.

I mean, the crucial is like the webinar framework. So I would like, I would take that there's, uh, in, in the, the free school group, I have the perfect webinar training in there. So there's, there's like an hour long video in there. That's me just teaching the structure of the framework, which is, you know, origin story, uh, uh, secret one, secret two, secret three, stack the clothes. Like that's the framework. So an hour, you can learn that whole entire framework. Like that'd be the structure. And then to give him the structure inside there, he can weave your stories and stuff into the, into that structure. It's not different than any other copywriting. It's just,

it's, it's a little more strategic than what most copywriters do. Most copywriters just tell a story and try to make an offer. It's just, it's yeah. It's just kind of like the next level, like of what copywriters should be doing. So it's the best thing I learned actually. So thank you so much for that. Yeah. No worries. Thank you, man. Great question. Thanks Val. All right, Brent, who else we got? Let's keep moving. Next up. We've got Susan Knight. Hi, Susan. Welcome out. What do you got for Russell today?

Hi, sorry, I tried to unmute myself and you did it for me. Hi, Russell. I'm so honored to be here learning from you today. So about six months ago, I started, I launched a new business. I don't have any real customers yet. I've got some free people. Free people. Yeah.

But I've got a really decent size, like leadership network and executives. And I've been doing a good mid-range, long-range game, which I think will bear fruit in the future. But I need a short-range game like right now before my window of opportunity starts to close down. So my product is a sustainability leadership growth accelerator blueprint. And that's a huge mouthful. So I need to work on getting that shorter. I have a different

framework, but I want to get into group coaching so I can continue to get more feedback and refine it so I can eventually record it as like a greenfield. So the gist of it is I'm teaching corporate leaders how to build a sustainability narrative. And depending on where they're at in that narrative, in that journey, either to start, accelerate or scale their sustainability vision, objectives and strategy. And then some of the things I know I have to do in the process are

to overcome the false beliefs. We got about one minute. What's the specific question? So what's the quickest and best way I can reach these people and really overcome the false beliefs? I think it's going to be a big part of what I need to do. So what I would say for you specifically, but probably for a lot of you guys who are listening, so I'll be dual focus is like the biggest thing is like you have to get your message out in front of those people as often as possible, right?

If it was me and I'm going for corporate executives who are in this space, I'd be looking – for me, I would leave the podcast. I think podcasts are one of the greatest sources for us to do. So I've been looking at podcast directories. Apple has a free listing of all. I find the categories my people are in, and I would just go contact every single show, come in with like, hey, I have a really cool presentation I can give on.

fill in the blank with the big long thing you said. Like, I'm going to show you guys how to do that. I've got a really cool presentation. It's like 30 minutes. I can, I can walk through your people to help them to do the thing. Right. And, um, podcast social looking for shows of the most part, if you pitch 200 different podcasts, you'll probably get in 20, 30 shows. And then from that 20, 30 shows, every one of those, it gives you a chance to get in front of audiences. It's going to give you a chance to learn the pitch, learn how to break the false belief patterns.

And then pushing people to something, to a free web class, to a free book, to whatever thing you have. And that'll start siphoning people from these podcasts into your world. And at that point, then you can go and give them a good presentation. But it's going to help you to find your voice, I think, and really clarify. Just getting on a podcast is going to help you as well. And then from there, getting people to a free class.

which is just a webinar, you know, a free, free training, a free, whatever. Um, that's what I would set a date for like 30 days. Now I'm doing a free web class. I would go ahead. It's as many podcasts as possible in the next 30 days to fill that class and then go and do a webinar, crush it, make some money and then start reinvesting now back in ads after that. That's perfect. Thank you. Great question. Thanks, Susan. All right, Brett, who do we have? All right. Next up is Octavio. Octavio. Good to see you. What question do you have for Russell?

Just wondering if you, Russell, ever clean the windows in your house? That's a good question. It's funny because my wife, her love language is like acts of service and things like that. So I used to try to hire people to do all kinds of stuff, and then she doesn't look at that as love apparently. So I take my own garbages out. I help clean. I don't mow my lawns though. Actually, I don't wash my windows. So I do as many things as I can but not those two things. Yeah.

I have a robotic company, so we clean windows with robots, which is way better, more cool. We are very successful in e-commerce in my country, in Chile, and also in Mexico. But more than e-commerce is the movement we are building. What kind of resources you have in the Prime Mover?

To launch my company in the U.S. as a movement, as an e-commerce, and grow from there. Because I want to go with this slogan. You are just one robot away from having more free time in your life. I love it. What's the price point of the robot? $300 for the window cleaning, $200 for the vacuum, $700 for the cooking robot. Is this something where they're buying it and having it themselves? Or is this something a service provider goes out and does it for them?

You buy the robot, we teach you how to use it. As an end user or like as a biz op, like a business opportunity for something? End user. The end user. The end user buy the robot and we explain how to take advantage of it. Okay, cool. Yeah, I mean, 100%. $300 offer, $500 offer, that fits perfectly into the web. E-commerce is obviously one thing, but selling a higher ticket e-commerce works great through a webinar. So, yeah.

I mean, that's exactly what I would do. I would create a web. I think you'd bundle it. Who would have guessed? Russell's going to do a webinar presentation. I mean, I would do a webinar presentation for sure. I also think there's an opportunity for you to turn it into a business opportunity. I'd be looking at it because making $500 is great. Imagine selling a business opportunity for $30,000 where you give them the thing and teach people how to go door-to-door, like actually cleaning houses. I think there's another opportunity there that I would look at because...

I love selling business opportunities, especially in a down recession. I think that offer would crush. And then anyway, so there's two sides of it that you could do. And I think both of them. Yeah. I mean, I think a hundred percent doing a webinar for either of those offers would be the, would be the way I would run it for sure. Robot secrets. Yeah. Yeah. Great question. Let's keep moving, Brett. Who else? All right. Next up is Nancy Parsons. Nancy. Good to see you. What question do you have for Russell?

Hi, thank you so much for today. I got a couple. I just got a minute. Um, I want to, um, I'm super passionate about helping women transform their lives after narcissistic abuse. It's something that I've already been through and it's a real passion of mine. I want to do rich high end retreats. I want to do some courses. I'm like starting from scratch and

And I also, I really want to do also, I just see doing all the different things eventually, right. To help them. Where do I start? Very cool. Do you have an offer yet? Or is pre pre offer still?

Pretty everything. Very cool. Well, I think – first off, I think the market you're talking about is really interesting. I think it's good. There's a lot of pain in there. There's a lot of – there's some really cool stories you can tell. So that gets me really excited for that. But 100%, I would lead with – I would try to figure out – for most of you guys, by the way, I would try to figure out what's the $1,000, $500 to $1,000 offer to lead with because that's something that you can put out there, you can test.

Like the math behind it will give you enough. You can spend money on ads to acquire customers. You can break even or be profitable. It gives you a chance to test out the webinar, like getting better, telling your stories, figuring things like that. But that's what I'd be focusing on right now for you. It's like, hey, first off, let's create an offer that's between $500,000. Let's create the one-to-many presentation. And then from there, it's like now start doing podcast circuits to get traffic to the webinar. Let's start doing all these other things to start doing it. But I think you have – it's a very polarizing, very –

I think it's a solid market. I think you're in the right direction for sure. It's just starting to put the pieces together one after another and getting everything all built out.

Right. Okay. Thank you very much, Russell. Appreciate it. And I didn't mean to cut you off, but here's one thing I think too, is you mentioned like retreats. I think getting people to come into maybe some type of a course and selling that through a webinar and then the people who become your hyper buyers. Now you can charge a large amount to have them go do retreats and work with you one-on-one, but maybe getting some type of course to start with is probably the best way to do it. Can I give kind of one other idea that might help too? And this might help for a lot of you guys is sometimes,

I've seen some people get struggled as they build the course because they're nervous. It's them and the thing. So what I've done, in fact, the very first course I ever built, not outside of Potato Gun, but in the business market, is I did an event for free. I brought people in and I taught for three days this event and I recorded it. And then that became the course material. So one thing you could do is like find 10 people who are your dream customers and people you know already, probably people in your personal life that have

deal with this and say, I'm doing an event. I rented a cabin. I rented an Airbnb. We're going to do three days. You guys come for free and I'm going to teach you guys all my stuff. And I just need you guys to be there, experience it. And we're going to film it. And then our testimonials afterwards. And that way it gives you a chance to go. You film the whole thing, right? You get testimonials. And then that becomes the course, the videos of it. And then when people see the courses, they're like, wow, that retreat looks so awesome. I want to go to a retreat someday. You're like, oh, we happen to have one coming up next month, you know, but it's an easy, fast way to create, to create a course and get, um,

If you get the content done and get testimonials quickly, then you can reverse engineer, build a course out of that and kind of scale from there. Does that make sense? Yeah, it does. Yeah. That's great. Thank you. Run a free retreat. When could you run your first free retreat? Ooh, commitments. Ooh. When can I do that? Gosh.

I can have that open run in a few months, I'm sure. Okay. I'm going to give you 60 days. 60 days, I want you to run a free retreat, and you're inviting 10 people you know. They're not going to charge anything. They're coming as your guests, and you have a chance to put together your framework, teach them the first time, film it, capture it. But I think you can do that in the next 60 days, and it would probably stretch you a little bit, but it would get you into the game, get this whole game started, and then you can – Right. Everything else comes from that. Yeah.

All right. You're on. Okay, let's go. 60 days. Awesome mission too, Nancy. That is awesome. Thank you.