Building Funnels, Crafting Offers, and Winning Clients: More Q&A from Selling Online!

Summary

Marketing Secrets with Russell Brunson: Episode Summary

Episode Title: Building Funnels, Crafting Offers, and Winning Clients: More Q&A from Selling Online!
Release Date: December 18, 2024
Host: Russell Brunson | YAP Media

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Welcome to the December 18th episode of Marketing Secrets with Russell Brunson, where Russell delves deep into strategies for building effective marketing funnels, crafting irresistible offers, and winning clients in the digital marketplace. This episode features an engaging Q&A session from the recent Selling Online event, addressing real-world challenges faced by entrepreneurs and business owners.

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1. Creating Effective Recurring Revenue Models

Guest: Jonathan Mitchell
Timestamp: [04:04] - [10:12]

Jonathan from a longstanding referral-based business seeks advice on generating traffic and establishing recurring revenue through licensing programs and memberships. Russell introduces the Dream 100 Campaign, inspired by Chet Holmes' strategies, emphasizing the combination of direct mail and targeted online advertising to enhance brand awareness among key decision-makers.

Notable Quote:
Russell Brunson ([07:43]):
"They can't get away from you. I do the same thing, by the way, with my Dream 100. It's like, we have a Dream 100. We send them out packages, and those people see ads specifically for them everywhere they go."

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2. Scaling One-on-One Coaching to Group Coaching

Guests: Tish Baldez and Clayton
Timestamp: [10:15] - [20:41]

Tish and Clayton discuss strategies for transitioning from one-on-one coaching to group and facilitated coaching models to manage scalability and maintain high success rates. They highlight the importance of facilitated sessions that include breakout rooms, live interactions, and structured frameworks to ensure participants actively engage and apply learned concepts.

Notable Quote:
Clayton ([10:49]):
"The first step you guys need is the one to many. That's why we do this event, it's about getting in there, getting this primary foundation. You can create one to many presentation. You'll launch a webinar funnel and that's it, right?"

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3. Optimizing Webinar Funnels for Higher Conversions

Guest: Sam Hickson
Timestamp: [25:11] - [32:06]

Sam from a college admission coaching business shares his challenges with lead acquisition and optimizing his webinar funnel. Russell emphasizes the critical "consumption window"—the period between a prospect's opt-in and the sales call. By increasing the time prospects spend consuming content before the call, the likelihood of conversion significantly improves.

Notable Quote:
Russell Brunson ([26:42]):
"The more time someone spends with you, the more money they will spend with you. That's the biggest conversion metric that's going to increase the sales call conversion rate."

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4. Leveraging Continuity and Lower Price Points for Profitability

Guest: Caitlin Bila
Timestamp: [32:47] - [41:04]

Caitlin, running a weight loss program, seeks guidance on transforming her business from breaking even to profitability. Russell advises incorporating lower-priced continuity offers to build a steady revenue stream, which can then support and enhance high-ticket offerings. This approach reduces financial stress and creates a scalable business model.

Notable Quote:
Russell Brunson ([39:33]):
"That's why you have to focus on the one to many presentation. But I would also augment a lot of Dan Kennedy stuff because his was foremost built for B2B. I've just taken this stuff and mushed it for B2C."

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5. Applying One-to-Many Strategies in B2B Sales

Guest: Whitney Prude
Timestamp: [47:05] - [60:01]

Whitney discusses selling wholesale cell phones to businesses, highlighting the need to apply one-to-many strategies in a B2B context. Russell suggests using webinars and presentations to handle the bulk of the sales process, allowing sales teams to focus on high-quality leads. Additionally, he recommends leveraging mini-webinars and targeted ad campaigns to drive awareness and streamline the conversion process.

Notable Quote:
Clayton ([58:28]):
"I would make a whole bunch of little mini like 5 minute perfect webinars, 3 minute perfect webinars to put out as ads and social media that throw out the big result."

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Key Takeaways and Strategies

1. Dream 100 Campaign: Combine direct mail with online advertising to saturate the market presence among top decision-makers.
2. Facilitated Coaching: Transition from one-on-one to group and facilitated coaching to handle scalability without compromising quality.
3. Content Consumption Before Sales Calls: Increase the engagement time of prospects with valuable content to boost conversion rates on sales calls.
4. Continuity Offers: Introduce lower-priced, recurring revenue models to stabilize income and support high-ticket sales.
5. Webinar Optimization: Utilize webinars as a central hub for the sales process in B2B contexts, complemented by targeted mini-webinars and ad campaigns.

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Conclusion

In this episode, Russell Brunson provides actionable insights and strategic frameworks to help entrepreneurs and business owners overcome common marketing and sales challenges. By implementing the discussed strategies—ranging from Dream 100 Campaigns to optimizing webinar funnels and transitioning coaching models—listeners can build scalable, profitable businesses equipped to thrive in competitive markets.

Final Quote:
Russell Brunson ([51:25]):
"It's all about that structured approach to funnel building and offer crafting, ensuring that your business not only attracts but converts and retains customers effectively."

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This episode is a treasure trove of practical advice and proven methodologies, making it an essential listen for anyone looking to enhance their marketing strategies and achieve sustainable business growth.

Transcript

[Russell Brunson]

This episode is brought to you by Google Gemini.

[Clayton]

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[Russell Brunson]

Live and have a real time conversation.

[Clayton]

With an AI assistant. It's great for all kinds of things like if you want to practice for an upcoming interview, ask for advice on.

[Russell Brunson]

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[Clayton]

And by the way, this script was actually read by Gemini. Download the Gemini app for iOS and Android today.

[Russell Brunson]

Must be 18 to use Gemini Live.

[Clayton]

This episode is brought to you by Dutch Bros. Big smiles, rocking tunes and epic drinks Dutch Bros. Is all about you. Choose from a variety of customizable handcrafted beverages like our Rebel energy drinks, coffees, teas and more. Download the Dutch Bros app for a free medium drink plus find your nearest shop, order ahead and start earning rewards. Offer valid for new app users only. Free medium drink Reward upon registration 14 day expiration terms apply. See DutchBros.com hey what's up everybody? This is Russell Brunson. I hope you're doing great. I'm actually in the middle of day number one of the selling online event. Just got off stage and having so much fun with this group, this cohort. I bet a lot of you guys are in there right now with me. If not, we're gonna do this again in January. I'm having too much fun with this. So in January we're gonna be doing another version of this. If you haven't experienced selling online yet, make sure to go to sellingonline.com get a ticket. This three day event is gonna teach you everything about how to create a 1 to many sales presentation. It's insane. Anyway, right now today is because I haven't had a chance to record a podcast episode. I'm going to give share with you guys another session of Q&As from the last Song online event. So there's a lot of really cool Q and A sessions in here. Some of the questions we pulled out we talked about how to create effective recurring revenue models for licensing programs and memberships. Talk about scaling one on one coaching to from group group coaching to facilitate coaching. Talked about optimizing webinar funnels to boost conversions and lead quality strategy behind nurturing leads between opt ins and sales calls increase close rates. Why short form content and targeted retargeting can amplify your marketing efforts, leveraging community driven learning and collaboration for greater success and a whole bunch more. So if any of those things sound exciting or you just want to hang out with me doing some Q and A for the next hour. So I hope you enjoy this episode. Hope you get a lot of value and when you're done, go over to sellingonline.com it's 100 bucks. Get a ticket. Do not miss this event. I promise you guys, it'll change your life. I'm watching Dalha's coming through Zoom right now and people are freaking out and I want to make sure you have a chance to experience this in your future. So anyway, I appreciate you, hope you're doing great today and have some fun with our next Q and A show. In the last decade, I went from being a startup entrepreneur to selling over a billion dollars of 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.

[Tish Baldez]

Clayton, let's keep going. Who else we got?

[Caitlin Bila]

All right, next up we have Tish Baldez.

[Tish Baldez]

Tish, how are you?

[Jonathan Mitchell]

I could really use your help on getting traffic. And here's our unique niche. So we sell to small mid sized businesses. So they have between. I would say they could have as few as 100 employees, but some of them have thousands of employees. But they're still small midsize businesses. They're corporations. They function like corporations and they don't spend time on LinkedIn. They have LinkedIn profiles but they spend no time there. Right. And they're made up of a company of employees who also don't spend time on LinkedIn because they are employees and they have an employee mindset. They're not being paid to look at things on LinkedIn outside of work hours. So we're trying to get their attention. We have, our backstory is we have a hundred referral only business. We've been in business for 20 years and we've never made a cold call. We've never used a funnel. We haven't needed to. We just like your idea of the funnel and creating traffic as a way to enhance it. But we've done very well just on referrals only for 20 years. What we haven't been able to figure out is how to get traffic from people with inside of corporations because our decision makers are within those organizations and they just don't spend time looking for work related things on LinkedIn. Not the decision makers.

[Clayton]

Yeah.

[Jonathan Mitchell]

You know, they hire people to write their LinkedIn postmaker.

[Clayton]

Who's the decision maker for your business? Like is it the marketing developer? Like who's the person inside the business is buying?

[Jonathan Mitchell]

Yeah, for, for us, if it's a small enough business, it would be Somebody in the C suite or a vice president for the larger companies, it's usually somebody in that has a human resources or training or consulting type role. Lead role. We sell training that we train consultants on the skills like critical thinking, problem solving, communications, the things that you can't measure. They can't take a test and be measured. They need a coach for it. And that's what we've been doing. And we do it specifically mostly within life sciences, pharmaceutical companies, biotech companies, but the consulting companies who service them.

[Clayton]

Gotcha.

[Jonathan Mitchell]

Does that help you to have more of that information?

[Clayton]

Yep. Do you know exactly like are you able to identify in a company there's give a list of. Here's the people that are the decision makers.

[Whitney Prude]

Mm.

[Jonathan Mitchell]

We have a list. We've. We've used LinkedIn Navigator to identify the who, like who is likely to be the decision maker. Because in the smaller and midsize companies there's. It varies, it's. There's no title, it varies who would make the decision. We have an idea of who. We just don't know how to create traffic from them to get them to pay attention to us.

[Clayton]

Cool. Alright. So this is what I would do if this was me, I was looking at this like if I was to buy your business, what I would do. So what I would do, I would take that list of people initially, right? And if you've ever read Chet Holmes book, the Ultimate Sales Machine, if you have an amazing book, especially for your specific type of business, right? But he, he's the one that invented the Dream 100 strategy that I talk about all the time. I talk about it differently. But Chet does it for the type of businesses, like your type of business, right? So he would take that list of here's the 100 or 500,000 decision makers, right? And what he does is he starts creating a Dream 100 campaign. So what he does is he takes those people, sends them something in the mail, then two weeks later calls them on phone and starts the campaign like that. Right. Now I would augment that on the traffic side because you're right, most of those people, it's harder to get them to pay attention, especially in their free time, because that's not like they're not hyper like trying to figure out how to change their business because they don't really care, right? They're just showing up for paycheck. But for me it's like I gotta get, I need to get a message to them, right. That's gonna bypass the filter. So I'm a big Believer in direct mail and getting, like, something that gets to them, then augmented with traffic. So that nice thing is, like, that list is a finite amount of people, right? It's 500,000, whatever the number are. So it would be very, very inexpensive to upload that list to Facebook, whatever, and then just, like, follow that person everywhere. So anyway, they get this thing in the mail, they see a package like, oh, okay, whatever. They kind of forget about it. But then everywhere they go from that point forward, they are being followed by ads of you and stories of you. And webinar. It's just like, the spot where, like, this person must be the most famous person on the planet, because everywhere I go in my personal life, they're everywhere, right? And for a thousand people, the cost to, like, blanket that person's social media anywhere they went is so small that it's like. It's insignificant, right? And between like, having a campaign where you're sending stuff calling, they're following it. That's when you get so much awareness that, like, eventually, like, it gets easy to make the phone calls to get to the gatekeepers, do those kind of things. Because the core people that are making decisions are like, they can't get away from you. Right. I do the same thing, by the way, with my Dream 100. It's like, we have a Dream 100. We send them out packages, and those people see ads specifically for them everywhere they go. And they're like, russell, you're everywhere. I'm like, yeah, because I put every. Like, I'm following you everywhere and making sure you see my messages, because I want them super aware of me. Like, man, this Russell, he's like, he's got to be the most famous person on the planet. I can't get away from him anywhere, right? And it opens up all these conversations. They have no idea that there's only 500 people that are seeing these. And they're one of the 500 people. Right. Does that make sense?

[Jonathan Mitchell]

It does. Can you give me an example of what you'd send?

[Tish Baldez]

Yeah, I can do it, too. So when we did 2.0 launch, we kind of came up with this idea of these huge foam logos. I don't know if we have one here. Matt, grab that real quick.

[Clayton]

It was, like, awkward. We wanted to ship something in the mail so that, like. So that, like, it would get past the gatekeeper. Even the gatekeeper happened open. They make somebody.

[Tish Baldez]

What is this?

[Clayton]

Yeah, here.

[Tish Baldez]

Just come show that real quick.

[Clayton]

Matt, this is probably ridiculous. This is probably overkill, but this is what we did. I was like, I want to show the camera. Yes.

[Tish Baldez]

We said, everybody, this is made out of Styrofoam. And here's what happened. What was crazy is like, you saw now people start posting this. Like we sent it to our top affiliates and what happened? People started posting it here. We can just set here too. Like people started like posting it on in their stories and everything else. And then you have some people who were just like, it was even polarizing. Some people were like, man, I can't do anything with this. But they could not ignore it. You know, I mean that's, that's the thing is like somebody gets something in the mail. That's what I love about this mail idea with, you know, email, et cetera is now they're like, wait a minute, this guy is attacking from all angles. But very few people are sending like lumpy mail, right? Like something big.

[Clayton]

I want to add something to that too. So I'm not sure if You've joined the PrimerU Foundations program Adoptive, but if you haven't, in there there's three tracks, right? There's the Fountainhead, which is teaching one to many selling. There's a linchpin which teaches the funnel strategy. And then there's the Dan Kennedy alchemy program. So Kennedy was my mentor. And so Kennedy has a thing he teaches called the shock and awe package. We create a shock and awe package and we have a whole two day event we do every a couple times a year teaching how to build a shock and awe package. So Darcy, who's the head trainer at Magnetic Marketing and the Dan Kennedy company, she does this training. It's insane. So what a shock and awe package basically is, it's a package they get in the mail, they open it up and it has all the core things. So like there's testimonials in it, there's the story in it, there's the offer, like all these type of things. And so if you were to ask Dan Kennedy, he'd be like, build a shock and awe package. That's the first thing you ship out to him. And then you start following up with other things like that. So if I was you, I'd recommend is go into the foundation members area, go to the third column, which is the alchemy, and go find the shock and awe training package Dan Kennedy and go study that. That's what I would create initially. It's basically making a perfect webinar in a box that gives all the core sales things you need. So when that shows up, they get it, they see it, it's a very cool presentation. And then afterwards, when these other things are happening, they come back and they see this perfect webinar in a box. Basically, that is the sales presentation and it makes everything else easy after that.

[Jonathan Mitchell]

Thank you. Excellent. I appreciate it.

[Tish Baldez]

Hey, give Tish a hand. That was awesome. I love it. Did you see what just happened, too? What did Russell do? He just sent right back to the framework. Like, so much of this is available in prime mover foundations. Like, Russell's had this experience for 20 years and has put every single thing that he's experienced into this one package. And then that's what we can do, is help point you in the right direction.

[Clayton]

It's cool too, because, like, a lot of times with this, this is the hardest thing with selling. It's like, I know what we're fulfilling on, but if I told you everything we fulfilling, it would be overwhelming. That's why I was like, swear to me you won't get overwhelmed, right? But, like, I know the next problem you guys are going to have. Just so you know, like, we.

[Tish Baldez]

I plotted the math to give a mouse a cookie.

[Clayton]

And so the first step you guys need is you need the one to many. Like, that's why we this event, it's about getting in there, getting this primary foundation. You can create one to many presentation. You'll launch a webinar funnel and that's it, right? And then the next problem is like, okay, Russ, we do this. How do we scale? Because that's question number two. I always get after the presentation done. Cool. I'm like, well, we have a Linchpin coaching program which, excuse me, we used to sell for $25,000 a year. I gave it to you all for free. So as soon as you're done, Fountain head, and you've got your presentation out there, then you're like, what do I do next? Or else I'm like, just go into Linchpin. How much does it cost? You get it for free because I love you. So then you go to Linchpin. That helps you build out the things. The next question is like, how do I grow and scale differently? I'm like, oh, you should go through Dan Kennedy stuff. It's in the members area for free as well. So that's what's cool, is like, there's so much more stuff in there than I'm able to tell you. Because if I told you everything, you get overwhelmed, you wouldn't sign up. But just know that, like, we've plotted the map. I Know where you're gonna go. And so as soon as, like, this part's done, next part you get, it's in there for free for you guys. And then the next part's in there for free for you guys. So again, like specifically that shock and awe package, it's like cool. We do an event multiple times a year on shock and awe specifically. Go dive in. Click on the alchemy section. It's right in there. Dive into it and go deep on it. Especially for her, I'd be geeking out. All Dan Kennedy stuff. Dan Kenney stuff is my stuff's more traditionally for B2C. It works for B2B as well. Dan Kennedy stuff's more traditionally for B2B, but it works for B2C as well. So there's this really cool crossover in there as well. And so for all the B2B people, I still think you got to focus on the one to many presentation. But I would also augment a lot of Dan Kennedy stuff because his was foremost built for B2B. I've just taken this stuff and mushed it for B2C. And so anyway, it's all in there. Everything you guys need moving forward is all in there. So again, we've plotted the map where it's all in there.

[Tish Baldez]

Yeah, I love it.

[Clayton]

Love it.

[Tish Baldez]

All right, Clayton, who else we got?

[Clayton]

All right, next up, we have Caitlin Bila.

[Tish Baldez]

Caitlin. Hey, how are you?

[Russell Brunson]

Good. I have a question about one of our offers that we're about to launch. So we have already grown an offer for performance physical therapists at the $5,000 price point where they get 12 weeks of coaching and lifetime access to an entire dashboard that gives them the skills they need to basically charge more money, become an expert in their community. So that one, we knocked it out of the park, and it's fantastic. So we have also had a cash practice for the last five years, and we are creating another course to basically sell the exact systems that we've used in our clinic. From how we market, sell, deliver to cl, deliver the client experience, ability to use the like, use the clinic funnel that we had built, introduction to consultants that we've used. They'll have a launch manual, asana templates, literally everything. And it's basically a licensing program without it being a licensing program. So then the skills course will upsell to the business course, the business course will upsell to the skills course because that's how they can improve the thing that we're selling or that they're selling. So I'm currently building it and we have a wait list of people board already. And our initial plan for the business course was to start it for like the first five at $5,000, but it's worth a lot more. And we also want to figure out a way to do recurring revenue. So we were looking at like five for five grand and then going up to 10 and then so on. But like, what's a way to not lose business of the customers just because they've bought once? Like if, like, we could have the initial buy in for use and then have an annual, like $4,000 fee to maintain access to the course and maintain access to like, staff facing onboarding courses, permission to use rip. There's just so many ways we can take the offer and we're trying to figure out the smartest way to do it. Or we can just call it a licensing program and charge annually that way.

[Clayton]

Yeah, but what would do you want annual? Do you want monthly? Does it matter to you? Or just. You just want to make sure that people buy are continuing to.

[Russell Brunson]

I just want to make sure that people continue to buy. I know annual generally has a better retention rate. I guess the reason I was thinking annual is because to this point, our other course has just been like 5K up front. And then there's no recurring fees from there.

[Clayton]

Yeah. Cool. I think the biggest thing with ADD and recurring, it's. I mean, it literally is as simple as just adding it. But then it's like, how do we justify. How do we figure? How do we talk through that? Right? And so I think there's different things. It's like, what are the recurring deliverables that justify them continuously on. Because that's the biggest thing you'll get too. We get the same things after the year's up. And then people are like, why am I staying again? What's the deliverables? And so it's smart to have more than one. So I think transitioning from positioning it to like, you're getting a course, like licensing is a big piece of it, right? Because then there's. There's a tangible, like, they lose this thing if they're not. If they're not in there. But it's like, what are the other element? Like, what are other things you can add in there also to make it more sticky, right? Because some of me, like, maybe they're not using licensing. Like, oh, I'm not using that anyway, so I'm. I'm out. It's like, ah, crap, I lost them. Right. So for me, I'm always trying to figure out like even, even in. So we have like the Prime Mover foundation program, but then there's a Prime Mover mastermind where people come to Boise three times a month. Right. Or sorry, three times a month. That'd be insane.

[Tish Baldez]

Plus the virtual.

[Clayton]

Yeah, three times. Three times a year. Yeah, three times a year they're coming out, right? And so that's something where it's tangible. It's like there's this cool experience. People come, they have a chance and they go back and forth. It's like if they. And like that's a recurring. So like it's very. There's the pain of disconnect. Like if we stop this, then you lose that benefit. Right. So I'd be thinking like, how do you. Is there something you can add where even if it's a virtual thing, where it's like there's something happening twice a year or. Yeah. Every other month or something that they get a value of it. Say you showing the cutting edge stuff, the next things are happening or something they start losing out on. Plus with licensing. And if I can find two or three elements in there that make it sticky, if you have software you can plug in there, just things like that, then it makes the argument easier. But other than that, it's just adding it on. You know what I mean?

[Tish Baldez]

A question for you too. Would they benefit from community, like being able to kind of talk to each other or are they like competitors and they don't want to?

[Russell Brunson]

I think they would benefit from it. We're going to do it in a school community so that they can go back and forth and, and share ideas and whatnot too.

[Tish Baldez]

So that could be something you charge for. Another thing too that we do in, in our mastermind is we also do virtual fly ins, which have been, yeah, huge for us.

[Clayton]

The virtual fly in once a month where basically the virtual mastermind once a month and then a physical one once a quarter. Yeah.

[Tish Baldez]

Where these people can get together. And it's, it's much, it's. It's. It's a lot bigger than say like a regular Q and A. These people are getting together and sharing. Hey, here's what's working in my business. And then here's a question that I have from the rest of the mastermind. That's something that always works really, really well for recurring and provides, you know, benefits from here until the end of time that you could maybe turn on.

[Clayton]

One thing you look at too, that works again, there's a lot of ways of structure, there's the annual. I don't like annuals as much myself because I just like having. There's something comforting for me knowing every single month what's coming in. So what I do a lot of times is like, let's say if I was you, I'd sell a $5,000 offer. I still. $5,000 and it's gonna be amazing. Plus, we can give you two months for free of our mastermind, which is $1,000 a month. You get two months for free, right? So that happens. They buy the course, they have two months for free, and then they get experience hours. So two months, they're doing the virtual fly ins. Maybe they come to one of the events, like they're experiencing some of that benefit, like, whoa, that's awesome. And then after two months, you got them addicted, Right? It's the drug dealer closed. Or the puppy dog clothes, which is the same clothes, but we'll call it Puppy Dog. Yeah, someone told me not to call the drug dealers clothes, even though that's what. Anyway, first one. But they get the experience of like, whoa, this is really, really valuable. And then it keeps rolling over and they say the $1,000 a month, right? And that's something. You can go back to your existing buyers too, and like, hey, we're launching this new Mastermind program. It's $12,000 a year, but we want to kick it off to you guys so we can give you two months for free to experience it. This is what the benefits is. Number one, you get the continue to license their stuff. Number two, we're doing the virtual event, you know, once a month. It looks like this. Number three, there's some other cool thing, right? Like a premium school group just for the, for the top people. Plus, we're gonna give you. We're licensing our ads to you and whatever that is. And that way you can take it off to your existing customers. But then moving forward, you just add that as part of the offer, and you won't see any conversions drop because people are like, oh, it's two months for free. We'll try it out, see what happens. And then. But a huge percentage will roll right into that. Yeah.

[Russell Brunson]

So if I, if we frame it as like the licensing program, then instead of thinking like, oh, well, I've purchased this course. I should have lifetime access to it. If it's a licensing program. Systems. If they're no longer part of our thing, then we remove access. Or they have lifetime.

[Clayton]

Yeah, I mean, it depends how you sold the first people. The first people, you may have to Keep it the same. But I would, I would just transition that where in the offer. It's like you get the course for the five grand and then you get two months for free where you're licensing the stuff or you get your other things to license. I don't know if you're. Are you licensing like marketing stuff them as well?

[Russell Brunson]

Yeah, we're giving them all of our systems.

[Clayton]

Cool. Cuz like when Hormozi did his. His gym launch, they were licensed. They basically were licensing again their systems and stuff. But the marketing. But the, the thing why people paid monthly for it is because he was testing new ads all the time. So you would test new ads when it would work. He'd give them the ads they could run in their gyms. Like that was the part of. It's just like you get the cutting edge, like what's working now because you know the ads over time will start fatiguing. They stop working. Everyone's using them. So like we're always testing on our gyms and we figure out the new. The new models we give to you guys and you can run them. It's now there's like this. It's not like I license something once and it's static. It's like I'm continually to get the license on the new things and you know what I mean, if you're giving.

[Tish Baldez]

Me a lot of the pages and everything else too. This is something that was at fhl Frameworks within Click Funnels is massive. A lot of times people say, okay, what can I do that's recurring? Well, if there's something attached to this that helps them get all these things, you can get affiliate commission month after month after month. If they're using something, a tool within that entire framework too. And Frameworks does that inside of clickfunnels, which is awesome.

[Russell Brunson]

Yeah. Okay, awesome. Thank you guys.

[Tish Baldez]

Love it. All right, give it up for Katelyn. All right.

[Clayton]

You know what I love about this community? So when I first got in the business, like I remember I joined Dan Kennedy's Mastermind the very first time. And of the 18 people, more than half of them were like real estate gurus. And then so I go in this room, it's like every single person in the same business. I was just like, this is awkward and this is boring. Right. And then I joined this other mastermind group. People know they are. I showed up and everyone in that group are all Internet marketers. So everyone just had the same business. I'm like, ah. And then we've built Click Funnels it brought in so much diversity where it's like we have people who are in the weight loss space and then brick and mortars and then we got people in the dating market and relations and like, there's such a cool melting pot inside of this community. Like, just look at the last four or five questions here. Like, nobody's in the same business. They're all different things. The frameworks all work for all of them. But it's just, it's fascinating because you have a chance to learn from everyone anyway. So I just, I love this. I love our community.

[Tish Baldez]

Even in these coaching calls though, it's funny. That's why I asked, like, do you think all of them would be upset, you know, about competing with each other? You have no idea how big your market is. It is absolutely massive and so much of it is untapped. But I'll notice a lot of times people go, oh, you're a physical therapist. I'm too, we need to talk, we need to share ideas. Rather than, I'm going to crush that person. Right. And that's the whole thing about that rising tide lifting all boats. And that happens in this community. People are the, we use that term go giver. And they are. And people just kind of jam and help each other out. It's really, really cool. I love it.

[Clayton]

So fun. What's up, everybody? This is Russell Brunson. I've got something really cool for you today from my friend Taylor Wells. And 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 the 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 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 has 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 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, you are going to love it. So if you're serious about growing your business with real stability, this is the model you need to add into your funnels. So go over to wealthyconsultant.com secrets, grab your 70% off deal and let's start turning your clients into long term revenue again. That's wealthyconsultant.com secrets. Do not miss out. Hey, it's Russell Brunson. And if you're anything like me, you understand that in business, time isn't just money, it's everything. When you're trying to build your dream team, the last thing you want to do is waste time sorting through a mountain of resumes. But what if I told you there's a smarter way? Instead of searching for candidates you can match with them instantly? Thanks to Indeed. Indeed is the hiring platform you absolutely need in your corner. We're Talking about over 350 million visits each month from all around the world. That's a huge pool of potential talent. And here's the best part. Their matching engine connects you with the right candidate in no time. Imagine skipping the busy work and going straight to the people who fit your job description Like a glove. Sounds like a dream, right? And it's not just about saving time. It's about getting the results that matter. In fact, 93% of employees say Indeed delivers the highest quality matches compared to other job sites. And that's pretty incredible. And I want to tell you, I've been through the hiring process myself. There were times it was slow and frustrating and I wish I'd known about Indeed back then. It would have made everything so much easier. But here's where it gets even better. Indeed is constantly learning and improving. With over 140 million qualifications and preferences feeding their matching engine every day. The more you use it, the better it gets. It's like having a personal hiring assistant who's always on top of things, making sure you get the best of the best. So don't wait around. Join the 3.5 million businesses worldwide. They're already using Indeed to find top talent fast. And here's something special just for the listeners of the Marketing Secret show. You can get a $75 sponsored job credit to boost your job's visibility at indeed.com clicks just head over to indeed.com clicks right now and let them know you heard about it on this podcast. Trust me, you're not going to regret it. Terms and conditions may apply. Need to hire. Then you need Indeed.

[Tish Baldez]

All right, Clayton, who else we got? All right, next up we have Jonathan Mitchell. Jonathan, how are you sir?

[Clayton]

Hey.

[Sam Hickson]

Hey Ross. My gosh, it's fired up by your VIP session. And thank you so much for just the awesome training. Love it. So I run a college admission coaching business that helps first generation and hardworking students stand out and gain admission to their dream colleges, including top tier and Ivy league colleges. So we are shifting from a one on one coaching business which was typically priced from 9k to 20k where we offered these programs to warm prospects referrals to now group coaching for yearly 3k tuition basically to better serve the first gen marketplace. So we primarily use webinars to convert webinar attendees into the strategy sessions. And our main challenge though has been lead acquisition. So we launched a YouTube ad campaign targeting first gen parents and our entire front is by way has been built with clickfunnels. So my question to you Russell is what would you recommend to increase our opt ins in our landing page from our YouTube ads and also increase the book calls from our VSL? You know, and I was wondering if it's even possible that I share the landing page and the vsl.

[Clayton]

Is it? So the ads are running but it's not converting or the ads aren't converting, the landing page isn't converting. Which part of the funnel's broken.

[Tish Baldez]

So.

[Sam Hickson]

The traffic is good. So I'm working with an ads manager. The conversions are starting to pick up and I added by the way one added bonus on the landing page which is that was not mentioned in the in the video which is a learn how to get a free access to a college search software valued at eleven hundred dollars. Free access. You know I'm saying. And it appears that we've doubled, you know I'm saying the our opt ins I would love. I mean I don't know if it's possible for you to see it the landing page or to give me some input. What we do basically to increase of course opt ins and obviously to increase the bookings and so forth.

[Clayton]

Yeah. So A couple things. I mean it's hard to show a screen really quick and give too good feedback. And a big part of it's like it's hard to know without looking at stats and numbers. But I'll give you some general, some general guidelines. So somebody's giving away free software will increase conversions on something. But the problem is that people show up some minds and they're not the right people. The conversion on calls will go down because they were just trying to get a free thing. I've gone back and forth, I'm like, hey, schedule a call and you get this free thing. And then they show up and they get the. And the sales guys are like, these leads all suck. Cause they just want the free thing, you know. So it's like this weird, weird thing. You have to be careful because it's like sometimes you increase conversion at the detriment of sales on the back. Right? So it's like this yin yang of like, okay, how do we increase? So I would say what I'll be focusing on for you. So if ads are working, they're going, people are, is it VSL book a call? Is that the.

[Sam Hickson]

Yeah, so they watch the VSL and then basically they can click a link to our calendly booking page.

[Clayton]

Cool. Okay. So what we found with our funnels like that, the thing that increases conversions the most between them ads registration to the phone call is how much time they spend with you before the phone call. And so it's this weird thing because sometimes they see an ad and they're like oh, three set. They watch the three minute ad, they click the button, they come over, they hook that thing, they opt in and the phone call happens. And the only thing they know is the three minute ad. Or maybe like this, a little bit of landing page. They very little. So there's a gap between when they register and then when the call happens. And that's where I'll be focusing more effort because that's more important than increasing conversions on the book a call page because it's going to change the dynamics of the call. Right. And so again, if someone spent like an hour with my content, they may buy. They spend five hours of my content, there's a good shot. They spend 10 hours of my content, they're gonna give me money. Right. There's a reason, by the way, why we do a three day challenge eight hours a day, right. Because by the time I'm asking for Money, we spend 15 hours together. And it's like you guys are more likely to buy at that point, right? And so in that model, it's like, okay, book a call over here. They may have only spent five minutes with me total right now, so what can I do to get them to consume as much as humanly possible, right? So that's the mindset to shift because the more consumption they do prior to the call, the more likely they're gonna buy. And that's the conversion metric that's the most valuable in the funnel is how many people are gonna buy on the phone, right? And so for me, a couple things like when someone registers for our vsl, the book a call page, there's like immediate homework. Like go watch this hour long video right here and go watch this one. So on the thank you page, there's like two homework videos. Then the email campaign comes out and it's like, hey, before the call shows up, I want you to watch some stuff. And then we create a YouTube playlist because I don't want it just a YouTube video. Because they may watch a video and then bounce or create a YouTube playlist of like 20 videos that if they watch it all, it's like five or six hours, right? I'm like, there's this playlist of videos. They're gonna teach you how to go from da da da. And so go watch this feed. So we push people to a playlist and I'm hoping they're gonna go and watch one video and then get stuck to a second and a third and a fourth. And I'm just telling them to watch a playlist. I'm not telling them go watch eight hours of my videos. But a lot of them do, right? So by the time you get on the phone, they're like, I love this Russell guy, he's amazing. They're laughing, they're crying, they know my stories. And the sales guy's like, this is so easy. Like, this is insane, right? So that's the secret sauces to be thinking about is that little window between book a call and the show up with a call is the most valuable time. And then what happens also at the same time is when a sales guy gets on our calls. Like our sales guys who do the calls for us are really smart. Like they're also in a spot where they're not just like trying to slam try salesperson. They're on the phone. The person's like, yeah, I saw an ad yesterday and showed up. They're like, cool. And they're like, I'm not gonna try a salesperson right now. So what the Excel's guy will even do is like, I know they're not warm enough to actually invest in this. Probably like sales guy will then use this as a training session. Like, cool. What I want to do is I want to schedule another call in three days from now. There's this playlist I want you to go watch. Go watch this playlist. We'll book a call in three days from now. That way we can have a conversation and then it pushes back. So sales guy knows that because what happens a lot of times sales guy's like, we're trying to get the money. The lead sucks, it's dead. Instead the guy's like, the lead's not ready yet. Cool, let's rebook. In three days. I want you to watch this video. Sends them to the playlist. Person watches the playlist, they watch some stuff. Then the call comes back and the person's like on fire. Like, I love Russell. Like, cool. Do I sign up? Like, yes, I do. Right? So it's just like, it's those little pieces of like warming them up before the call. It's like you think about like the webinar, like why do we do a 90 minute webinar, Russell? It's because I've got a 30 minute pitch, but I got to wrap it in content for an hour prior to the pitch. Right. Why do I do a challenge? Because I got a 30 minute pitch. I got to wrap it in a five day challenge to warm them up for that. Why do I do a three day event, Russell? Because I got a $10,000 pitch. I got a wrap it in three days of content. Like it's all about that, like building the relationship. The more time someone spends with you, the more money they will spend with you. And so that's the biggest conversion metric I'd be focusing on in your VSL funnel because the other things you can keep tweaking and changing, increase conversion and stuff, but the time spent with you prior to them showing up on the call is the number one thing that's going to increase the sales call conversion rate.

[Sam Hickson]

Got it. So my takeaway basically is increased consumption.

[Clayton]

Yeah. Yes. In fact, okay. Speaking of that, we used to have a. We had. But when clickfunnels, we first launched clickfunnels, we were trying to get to increase conversion rates. And that was the same thing we created. I forgot about his campaign til he said consumption. We called it operation consumption. And it was like, how do we get these people to consume funnel content? So they want to use funnel software. We had a whole campaign that was internally called operation consumption to get them to consume content so they would use the platform. And I totally forgot about till you said that. And I'm going to go back and see if we still, I don't know if we saw that campaign out there, but if not, I'm going to go create an operation consumption campaign campaign myself. So thank you for recoaching me back into the. Love it.

[Sam Hickson]

Thank you. Thank you so much, Russell.

[Tish Baldez]

Awesome. Let's give Jonathan a hand. Great job. Thank you so much. All right, Clayton, we've got a couple left here. Who do we got? All right, next up we have Whitney Prude.

[Clayton]

Hey, Whitney.

[Tish Baldez]

Whitney, good to see you. What's your question?

[Caitlin Bila]

Hi there. So my question is, Russell, I want to pick your brain about like if you were to buy my business right now, what would you do to get it, you know, to get it to scale? So currently I have a multi multiple, six figure company but I, my expenses are matching my income. So basically I'm like, gosh, I'm not making any money. Where do I take it from here? My system is I run ads on Instagram. Those ads come into messaging and then we have a messaging conversation with them, book them into a call, we do one to one sales call and book them into my program, $3,000 program. So it's a weight loss program basically, but I call it a whole health transformation program. So my focus is it's holistic but the real focus is long term weight loss. Instead of doing all these quick fix diets, right, Getting to the underlying root cause, why did you get here in the first place? Overcoming those things so that when you actually get the weight off you, you can keep it off. So anyways, that's kind of, that's kind of where I'm at and I'm just kind of staying stagnant.

[Clayton]

So your cost tied, like is your biggest cost, like ad costs, Are you doing organic? Like where's the ad cost?

[Caitlin Bila]

So like $10,000 a month in ads.

[Clayton]

Gotcha. Do you have organic strategies at all?

[Caitlin Bila]

I've tried organic and I honestly, honestly like in four, four years of doing this, I've enrolled like one person organic. I've done organic on LinkedIn and that's, that has actually worked for me for a time because I was a pharmacist at Mayo Clinic and so I could kind of get like Mayo Clinic people to have like this trust, but organically, like I have never had good success.

[Clayton]

And then how big is your team? Is it just you? Are you in calls and stuff? Or there's somebody else doing them or what does that look like?

[Caitlin Bila]

So I do, I do sales calls right now I have a coach that does, that's doing all of the coaching and then I have someone that helps with the messaging and someone that does my social media. So, so there, there is expenses, right. Instead of me trying to do everything. But I've kind of transitioned to that so that I have the ability to scale, right. Like I could take all of these sales calls and then shift, you know, send people onto a coach and be able to grow instead of me trying to do everything. And now I'm like, well, how do I get these people coming in and book them? Right? And so then with the, with the, the webinar or like can I get them coming in on, on like a challenge? I just published a book and so, you know, do I do a book funnel? Do I, you know, what are, what are the components of like how I could from an online marketing perspective? Like how could I get this to go Cool.

[Clayton]

So right now the core business is legion. You phone call fulfillment 3000. Do you have any other offers right now that are active or. That's the only.

[Caitlin Bila]

So I have one other offer. So the $3,000 program is a one on one coaching program. And then I have a group program that we sell at 1500. So it's basically, it's exactly the same. Everything's customized to them, but instead of being on one on one calls, they're on group calls. So like with a webinar funnel, my thought is, you know, I would try to get people in first at like 997 and try and get people into my group program. But yeah, that kind of. That's my second offer.

[Clayton]

Gotcha. Cool. The biggest thing is, you know, in my business I have, I have a whole bunch of offers. The only goal is to break even. So right now you've got a break even business, which is good. Like that's. But then, yeah, the questions I think, what's the next thing you sell? That now becomes the profit side of the business. Right. And with the $10,000, how have you built an email list? Do you have a big email list? Do you email it? Like, what's that look like right now?

[Caitlin Bila]

Yeah, I have 6,000 in my email list. I don't get a ton of response from my email list. I have about 3,000 in my, that I can text and I do get pretty good response from like my text messages and that sort of thing.

[Clayton]

Are you selling them stuff through text? I try but you just push them back in the same. The same $3,000 program or do you have other offers that.

[Caitlin Bila]

No, it's just. I just have the two.

[Clayton]

Okay. Yeah, I think there's a couple. There's a couple things. Like, one is just like, how do we. I'm just trying to think if this was mine, I'd be like, we've got to figure out some more ways to, like, build cotton duty in. Because even if you're doing this stuff, you've got 3,000 offer. It's one on one, which is heavy lifting. Right.

[Tish Baldez]

At a fairly low price point.

[Clayton]

Yeah. She's in the weight loss market, which is hard, though. It's harder to. I've seen people successful 3,000, seeing a couple people have success, like a 10,000 weight loss program, but usually they've got some other element into it. It's not just weight loss. It's like weight loss and entrepreneurship. You know, something like that, where it's like they can justify the cost more. I just look at, like. So if you look at the. Brandon and Katelyn's business, like Ladyboss before we acquired it, like, what they were really good at, they did webinars and they were doing one of May, but it was a smaller price point. It wasn't $1,000 price point. It was $147 price point. So they had an app that had like, fitness and challenges, stuff like that. All right. And it was. I think it was like $27 a month or $37 a month, or you get lifetime for 150 bucks. And that was the offer. So what happened is someone would register for the webinar and they would go put them on a trial for the app. So they got the app trial. So tons of people got on the app and it just had recipes anyway. And then they would do the webinar and then they would sell basically, like you get lifetime access to the app forever, plus you get. And they had a bunch of other stuff they kind of. They put in there, but that was their business and it was $150 offer. And if they didn't buy that, they were on continuity. So between the two, they built a huge continuity business and a huge offer there and eventually took those people and then they launched them into high ticket. And so they had $3,000 coaching program, they had supplement program. They had like all these other things. But that front end was extremely profitable before they ever launched in the back end things, it's like. I think for you, it's like the Weight loss market, the price points that seem like crushes is usually lower, but you have things working here. So it's like how do you build that front end engine where you can start just getting people in and getting people on continuity. So you start having more continuity, recurring income, which probably take a lot of stress off your shoulders. But then having an offer that's, it's not super high ticket, but it gets people into your world, gets them to commit. And now it's like those people are the most likely to buy your 3000 offer as well. You know what I mean?

[Caitlin Bila]

Yeah.

[Clayton]

And so like that's what I'd be looking at. Like an offer like that that gives you both things. Continuity, something that you could successfully sell on a webinar and then creates perfect leads now to push into the high end. You know what I mean?

[Caitlin Bila]

Yeah. So my webinar actually instead of going to like a thousand dollar offer, I would be doing a webinar to like 100 offer.

[Clayton]

Maybe it was 197, something like that. Yeah.

[Caitlin Bila]

Like a $200 offer or something. And maybe have like an upsell.

[Clayton]

Yep. In fact, if you own the Prime Viewer foundation program in the webinar swipe files, I literally have Caitlin's webinar of her pitching this offer. So you could go and you could watch the entire webinar of it and see how she positioned it, pricing, all that kind of. I can't remember if it was 147 or 197, but the core part of the offer is just the monthly thing you're paying $27 a month for now you get it for free for life. And that makes it that offer. I mean that was a million dollar a month offer for them, running that through paid ads. And then on the back of it, then they launched all the other, the other stuff after that. You know what I mean?

[Caitlin Bila]

Yeah.

[Clayton]

Because even like a thousand dollar weight loss offer is heavy lifting. Like it's, it's, you know, if you're not tying in supplements. That thousand dollar weight loss offer, I haven't seen a lot of people crush that I've seen people crush $3,000, 2,500 to $3,500 weight loss coaching offers. I don't know anyone right now that I'm aware of that's got a thousand dollar webinar weight loss offer. That's really crushed it. They've been more lower price point. You know what I mean?

[Caitlin Bila]

It's the lower end. Okay.

[Clayton]

Yeah.

[Caitlin Bila]

All right. Okay. That gives me. It definitely changes my Focus.

[Clayton]

Yeah, but if you can get now, because even if you shift the mindset now, all of a sudden, like that becomes the break even funnel for you. And then 3,000 all becomes profit now, like you don't have to spend money ever on the back end. You spend on this first something and I think you can make it profitable. But if you, let's say you don't, right? But now you're generating, you know, a thousand, two thousand, three thousand leads a month coming through that because it's faster, lower price point, you're building up continuity income coming in on it. And then from there it's like now each month doing campaigns into the 3,000. That's all just pure profit. Now the other thing I will warn you of now, because as this starts scaling that you're gonna struggle. It's like the one on one coaching over time will drown you, right? Even if you got somebody who's doing it. This is like the progression of most people doing this. The same way I did one on one coaching. The point where I got overwhelmed, I couldn't do it. Then we switched to group coaching until eventually that stops having the diminishing returns. If you look at the third version of coaching, which is what we're doing right now, has been the most scalable way to do coaching and the most highest success rate of coaching we've ever done. And so that's what we're doing inside Prime Mover foundation program where it's facilitated. So I would start looking at doing a version of facilitated stuff now for you because if you start structuring that when it starts growing and scaling, it'll take that pressure off your back. This episode is brought to you by Atlassian. Atlassian makes the team collaboration software that powers enterprise businesses around the world, including over 80% of the Fortune 500. With Atlassian's AI powered software like Jira, Confluence and Loom, you'll have more time to do the work that matters. In fact, Atlassian customers experience a 25% reduction in project duration per year. Unleash the potential of your [e-mail] Atlassian this episode is brought to you by Allstate.

[Tish Baldez]

Some people just know they could save.

[Clayton]

Hundreds on car insurance by checking Allstate first. Like, you know, to check the date of the big game first before you accidentally buy tickets on your 20th wedding anniversary and have to spend the next 20 years of your marriage making up for it. Yeah, checking first is smart. So check Allstate first for a quote that could save you hundreds. You're in good hands with Allstate Savings. Vary terms apply. Allstate Fire and Casualty Insurance Company and Affiliates, Northbrook, Illinois. Do you want to explain what the first thing you run the facilitated coaching. But I'm trying to convince everybody. In fact, part of the reason why you guys should be part of the foundation is see how we do facilitate coaching because it is, I said on our side the least intensive to fulfill on but has the highest success rate since I was doing one on one coaching. So it's like, it's, it's like the best of both worlds. It's easier for you as fulfillment, better for the end client as well. And so I'll have him walk through so you can understand, kind of understand how it works.

[Tish Baldez]

Well, I said this the other day too. What's so crazy about this is I think Brandon, who runs a lot of these cameras, last time we did this, he's like, are you ready for Monday? Like there's a lot of people who just joined this thing. I'm like, yeah, it's no different. I just add a couple breakout rooms. It's like it's all the same. So how this works is you come in and we have people who understand this stuff inside and out. But what's so cool is to take the pressure off of Russell. Russell would be in teaching the same thing every single day, you know, six different times or whatever. If he was going to do this one on one. There's no way for you to like sustain that. It's like getting maximum heart rate and trying to run a marathon. It doesn't work. Right.

[Clayton]

You always burn out eventually.

[Tish Baldez]

Exactly. So what you can do is you can offload this and you know, we have very talented facilitators but it doesn't mean that at first you have to have somebody that knows your product inside and out. We do, but you know, we're at also at a different scale. But you can have somebody who comes in who can facilitate a conversation, be charismatic on camera and push to trainings. So for example, we'll come in. What's going to happen Monday is everybody's going to come in, we explain how this works. Monday it's probably going to be me live. Other times it might be Jordan, it might be Kris with a K. We call him Special K to differentiate, you know, Kris with a C, Chris with a K. Just for fun. He likes it. It's a term of endearment. It's nothing, you know. Yes. It's like a cereal anyways. Right. But here's what happens is we go in there and I'll do a little thing and we have workbooks that are all built out and we say, all right, now what we're going to do, Russell's gonna now teach you. X, Y and Z follow along in the workbook. And then we push. We say, hey, alright, we're gonna push it over to Russell and boom. Now Russell's immediately on video and he's teaching these things. But here's the secret. Russell's not live every time, okay? So he's in there and he teaches it. But guess what? I am. The facilitators are live. And then we come out and we always call this, listen, learn, work, share. So you're gonna listen to what's being taught. You're gonna also like, learn as you do it. Cause you're learning the workbook. Then we provide specific times for you to actually workshop these things. So it's not just learning and saying, okay, good luck. We provide specific time frames right then and there for you to go and get the work done. For example, on Monday, we're gonna get your offer done. We're gonna go in and we're gonna figure out what your level 10 opportunity is and get your offer done. Provide workshops to do it and then breakout sessions where you can practice that. There's something so powerful when you jump into these breakout sessions and you say, okay, let me try this offer out on another human that doesn't know me, doesn't know my offer and is fresh, right? And then so we'll go do that. And then you get so much feedback. And then a lot of times we'll do hot seats and so on, say best of. But by the time you're done with three, four hours of a facilitation, you have something started. It may not be completely done, but you have something started. Then we have these kind of breakout. We call them show and tell Q&As, which is super fun because people who have actually done something and had some results or not had results, they come and show a very specific part that they've done. And then other people can bounce in and say, oh, I really like that, I really like this. Oh, tell me your results. How did you get that result? And then we open it up for questions, right? That's where scalability can get a little difficult. But you could do breakout rooms. Like sometimes we'll have all three facilitators in there and we take breakout rooms so we can get more questions answered. So this is like an infinitely scalable thing. Yes. At some Point you might have to add, but it takes a lot of pressure off of you of having to sprint a marathon. Right. So it works really, really well. That's kind of how they work.

[Clayton]

Yeah. So just think about as you're as obviously one on one coaching is working for you now, but just thinking about how do you structure those things so that you don't when this hits and it starts blowing up, that your person who's doing fulfillment doesn't drown. Right. And same thing for you on sales side. Like right now, if you're doing all the sales calls, eventually you get capped out as well. Right. What's like thinking through, like, if the webinar can do more sales or how do you, you know, all that kind of stuff. Yeah.

[Tish Baldez]

And we always give them a full map too. Right. So, you know, it's not just, oh, I'm going to go to any one of these. That's why Russell says, don't get overwhelmed. If you jump in and you say, okay, what am I supposed to do? We'll start with Fountainhead. Don't just go into linchpin. Oh, and then I see an alchemy thing on Thursday. I better go to alchemy. Oh, and then there's another linchpin thing the following Monday. Like, pick the path and we'll help you do that. But same with you. If you have something where they can see what the result is they're gonna get after, for example, six modules, then that's what you do. You give them that roadmap. And here's step one, here's step two, here's step three. And give them, instead of that big elephant, you give them that one piece at a time, that one bite at a time to make sure that they know the start from this. And that's. I think what's been great with this too, is because, you know, Russell wants to just go deliver a lot of times, and this has allowed a very structured way because all of you are shiny object people. I know you are. Let's see some heads. You guys know you're already like squirrel, right? And so this gives you that structured way to say, okay, here's step one, here's step two, here's step three. Let's now go put it out to market in the result.

[Clayton]

Yeah, I'm the shiny squirrel person. Chris is making fun of me. I'm the worst offender.

[Tish Baldez]

Okay. You guys are like, like Russell. No, but that's a superpower, too. That's your superpower, too. Right.

[Clayton]

Anyway, I want to go a little long now because I think that'll be helpful for everybody. Just like thinking through, like I talk about funnel hacking a lot and offer hacking. Like, yes, please funnel hack us and offer hack us and look at stuff like that. But also like, look at how we do the fulfillment. Like, this is me doing this 20 years. Like we've got to the spot where this is the fulfillment vehicle that you guys should be modeling as well in your fulfillment. Because it's the best thing we've done to have again, make it easier on the fulfillment side but also more successful on the student side. And it's just, it's crazy. One of the problems this is Russell, I get so excited. Like our fulfillment is like, I would do a three day event, I just jam everything, people's throats and they're like, this is awesome. And I don't know what to do right now because I'm overwhelmed. The facilitation is like, it's literally each framework. It's like I teach a 15 minute session teaching the framework and then everyone does the framework.

[Tish Baldez]

Yes, right.

[Clayton]

And then it's like, okay, now that's done, you come back and do the next framework. And it's cool because I remember Brandon and Kaitlyn. So Brandon and Kaitlyn were probably some of our most successful students in the last decade. We've been doing click funnels. And they came in and it was interesting because they went through, they signed up for the funnel builder seekers training. They went through the whole thing. It's a thousand dollar offer. And I remember they were on stage like two years later telling everyone, I went through this course. And we. And it was funny because afterwards people were asking like, what course did you went through? And they told them, like, we have that course too. And like we didn't have the same results. Why not? And they said the reason why is because you guys went, you watched the whole course and they didn't do anything. And Brandon came, like, when we did it, we watched video number one and as soon as Russell said something, we paused it and we went and did the thing. And it's like somehow it took us like five minutes, might take us three days, but we went and did the thing, then came back push play and the next thing, pause, then do the thing and back and forth. And the facilitative way makes that actually happen. So as fulfillment in coaching, when you guys are doing your programs, it's one of the best ways because it forces people to actually get out of the learning loop and into the actual doing loop as those of you guys who Took the leap of faith. Will know when you experience it all. It's really, really cool.

[Tish Baldez]

I remember that testimonial too. You put that in one of the webinars too. And I, and I'm a car guy and so I recognize what kind. He never mentioned what kind of. It was like a brand new like ZR1 Corvette or. No, it was a Z06. Anyways, and I could tell from the interior, he's sitting in front of Wells Fargo and they're talking about this and they're like, we just bought our own beach house. I'm like, yeah, and you just bought a Z06 Corvette too. Like, but they're saying that was it. They're like, we just stopped the tape and we went and did what Russell did. This provides the structure to do just that one after the other and go get that end result. But also don't get caught up in the learning loop. That's what's so cool about these facilitations. And when you do this with your people is provide them opportunities to get the work done and then go take action, put it out to market, like for you, you know, when we start this next week, we're going to say, okay, go get this done and then go try it on, you know, neighbors or whatever and like bounce this off of people, you know, and then as soon as you can get a webinar ready. That's why Russell's like, what date are you going to do your webinar? And don't get caught up in just this learning high, right? Go and actually put it to market. That's when you're going to know if it works or not. Yeah. Well, Russell, we got one more. Who we got Clayton.

[Caitlin Bila]

All right, next up we have Sam Hickson.

[Tish Baldez]

Sam, how are you?

[Whitney Prude]

Hi, good afternoon. Okay, so basically I do wholesale cell phones. So we sell wholesale phones and tablets. B2B, Apple, Samsung, Motorola. And we have basically two types of clients. One is the resellers like mom and pop stores or other traders, wholesalers. They like our high quality and our long term warranty. We offer a 12 month warranty which is basically unique in the industry. And then there's a second type of client which is basically businesses of various types that usually have an app and need more of a high touch approach. So they have a problem to solve. They need a product that's going to match up with their technical specifications and exactly what they need to deploy. And I feel like that's where the biggest opportunity is. We're solving a problem and there's usually healthier margins. So my two questions are number one is I'm having difficulty crossing the bridge. I guess like ideas of how can I. How can I apply the one to many or perfect webinar to selling businesses wholesale phones which is a commodity and making an offer out of it. That's number one. And number two is our current funnel was originally based on the gilt model where you have to sign up to become a member to access the pricing so that we had traffic but no sales and then once we implemented that so. So withholding the price from non members is what gives us the opportunity to speak to the prospects, build the connection, build the trust and allowing for the high ticket wholesale sale to happen, I can add a lead magnet to encourage membership signups. But I guess any idea is there and I guess I'll finish up with the question that Whitney asked which if you invested in our business, what would you do?

[Clayton]

Okay, so the core business is selling cell phones to business. So a business like mine getting cell phones for other employees, is that the model?

[Whitney Prude]

That would be an example. Let's say you made special app and you wanted to marry it with a specific type of device. We'd help you create the right device for your funnel app so that you could deploy it to your customers or your workforce.

[Clayton]

So is your business the selling the phones or the apps or both?

[Whitney Prude]

No, we don't do the app, but we help solve the problem of finding the right device for your specific app deployments scenario.

[Clayton]

What's the size of business you're simply selling to?

[Whitney Prude]

It's really all over the map. I mean there's a smaller customers that are mom and pops to buy three to $5,000 orders and then we have all kinds of businesses that may be buying anywhere from 10,000 to $500,000 worth of product.

[Clayton]

Who's your dream client? Like what's the easiest and best, most profitable for you guys to serve?

[Whitney Prude]

Well, the dream client are those enterprises, businesses medium, small, large that have a specific app and a specific need for product. We have for example a POS company that wants to deploy a POS app on their phone and give it to their customers. We have a medical company that puts out thousands of phones for heart monitoring and so on. So there's these unique business cases where people need to marry a device with an app that's really our dream client, but we have healthy margins. It's usually large amounts of business. You know, it's consistent or petit.

[Clayton]

Is it harder to find those? Like I'm sure From a presentation standpoint, like who do we congregate together? Is it those kind of business? Are they hard? Are they hard to like to target and get together versus we have a.

[Whitney Prude]

Wide funnel, we have a lot of organic reach for many years. So people come in every day and then it's just finding those, those bigger opportunities in the people flowing in. And it's usually a mix of those reseller types and then these unique enterprise types that flow in. And we just have to make sure we get on it and find the.

[Clayton]

Right solution when they opt in. Whatever. Are they telling you which kind of business they are? Do you have that information up front?

[Whitney Prude]

Yeah, they're telling us what they need. And the last two questions is tell us a bit about your business, tell us a bit about your needs and.

[Clayton]

Then afterwards you guys are outbound calling, I'm assuming, is that the sales mechanism?

[Whitney Prude]

Then we pick up the lead and reach out to them. And if they see when we have that connection with them, we can figure out what they need, what the needs are and address it.

[Clayton]

Very cool. And then is it short sales cycle or is it long sales cycle?

[Whitney Prude]

Normally it's usually pretty short. It's usually pretty short.

[Clayton]

Okay, so the question then. Sorry, went down a rabbit hole. Question. So the question you're asking me then re ask that question. I make sure I'm answering the right.

[Whitney Prude]

Well, two quick questions. One is how do we apply the one to many concepts to this kind of funnel? That's number one. Number two is outside of making people sign up because they can't access the pricing, would there be anything else you would recommend?

[Clayton]

Gotcha. So a couple of things. Like one is I've seen people do this a lot in the network marketing industry, which may. May relate to what you're doing is so network markets should the buy leads right so long. And we were helping run some funnels back in the day, but people would buy leads and the reps are calling people on the phone and you get one rep who's really good and then 200 reps that can't close someone for the life of them. And so we were like the leads were just getting burned. How do we make this sustainable and systematic and stuff? And so we build out a funnel where basically what would happen is the rep would just get the lead like hey, and their job is to get a hot body on the phone, right? So call them person, they get a hot body on the phone. And then we knew that they sucked at selling. So all the person, they get them on the phone Their job then was to put them on a presentation. Right? Cool. There's a presentation happening in 12 minutes from right now. Just going to walk you through the thing. Are you available right now? There's one happening at. I think it was the script was like, there's one happening in like three minutes from now. There's one happening in an hour from now. Which one can you do? And that was the script. Right. And the person's like, I could do it right now. Cool. Here's the link. It's a 45 minute presentation. I'm going to call you back afterwards and I'm going to find out if you're A or B or C. An A is someone who's interested. They got a couple questions. A B is somebody who. Or an A is somebody who's ready to sign up right now and you're ready to rock and roll. B is someone who. You got a couple questions. But if everything sounds, if I can answer your questions, then you're in. And C is not interested. So I'm going to call you back as soon as it ends and I see you tell me if you're A. B or C if you're A will get you started. If you're B, I'll answer your questions, we'll get you started C. Then we'll leave friends. No harm, no foul. Okay. And the person's like, okay, cool. And they push them to one to many presentation. Presentation happened, person comes back afterwards. A, B or C. I'm an A. Sweet. Give me your credit card. You're a B. What questions you have C. Then they would bounce and they'd go off. And so that started crushing because all the person had to do was get them on a webinar, ask him A, B and C and sign them up. Right. But the webinar did all the heavy lifting of the presentation and the selling. So that's just how long the sell cycle was. Because if you guys are already crushing, just close them really quick then I don't know if I would worry about that. Unless you don't want to scale people, you know, whatever. But if you're having inconsistency in conversions and close rates and stuff like that, you definitely build a presentation that's then going to do all of the heavy lifting, break the false beliefs, resolve the concerns, make it really easy within. The follow up call now is just like order taking, you know what I mean?

[Whitney Prude]

I like that. I think we should probably also drip it to them as well. Right? So drip the presentation to them regardless of Whether they want to show up or whether they show up or not, for sure.

[Clayton]

And then even like unconverted leads. Right. So for us, it's like once, you know, people sign for click funnels, when we get a couple thousand a day to sign for clickfunnels and then only, you know, whatever, 25% of them end up being customers. The rest are not. Don't. So it's like we have all these leads every day. It's like, oh, so we build campaigns that push people back to webinars to take the dead leads and it converts a huge percentage of those people back in. Even going back to all the leads you've had the past, right. Like I'm sure you've had tons of. You have probably a huge thing of deadlines.

[Whitney Prude]

150,000.

[Clayton]

Yeah. Like taking those people and like, hey, run them through a. Throw them through a webinar to like re. Get them excited re get them up and let the gold drop down to the bottom. And then now, you know, that alone would pay for itself in like five seconds, you know.

[Whitney Prude]

Right. Cool. Very good. That definitely helps me with how to apply the one to many approach.

[Clayton]

Very cool. And the other thing I do is I'd make a whole bunch of little mini like 5 minute perfect webinars, 3 minute perfect webinars to put out as ads and social media that like again, you know, throws out the big result. Three secrets, like Eric Fain style stuff. Do two to three minute versions. You run his ads just to create awareness on the front end, then lead people to call and they can really, I assume through that you could increase more front end phone calls as well. Is most of your traffic organic right now?

[Whitney Prude]

Pretty much, yeah. I'm working on restarting like the omnipresence retargeting type of thing. So I'm working on that now.

[Clayton]

Gotcha. Cool. Yeah, I would say start doing small versions. Perfect webinar and start blasting those out of the ads. That way you can control your own future and have access to increase lead flow as much as you want.

[Whitney Prude]

Perfect. Thank you.

[Clayton]

Very cool.

[Tish Baldez]

Thanks Sam. Give it up for Sam. That was a little different.

[Clayton]

That was. That was cool. Again, so many different businesses inside of our world. I love it.