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The Russell Brunson Show
Pricing, Niches, and Strategies to Skyrocket Your Success: Q&A from Selling Online!
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Russell Brunson
This episode is brought to you by Google Gemini. With the Gemini app, you can talk live and have a real time conversation 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 things to do in a new city, or brainstorm creative ideas. And by the way, this script was actually read by Gemini. Download the Gemini app for iOS and Android today. Must be 18 to use Gemini Live. This episode is brought to you by US Cellular. Don't sacrifice a great experience for a great deal. Now with US Cellular Prepaid, you'll get a new Samsung Galaxy A15.5G free without the hidden fees you get with other prepaid providers. So you can use U.S. cellular's nationwide 5G coverage without sacrificing anything. Terms apply. Visit uscellular.com for details. What's up everybody? This is Russell Brunson. Welcome back to the Marketing Secrets. No the Selling Online. No the Russell Brunson Show. I don't know, we're still in the middle rebrand trying to figure exactly what to do, but glad to have you guys back and I hope you guys are all doing great and getting ready for the Christmas season. Christmas holiday we're like a day or two away depending on when you're listening to this from from Christmas. So hopefully you and your family are are together and enjoying the the season. So to kind of end out this year what I wanted to do is wanted to focus on actually doing a couple more of the Q and A shows last two episodes. We let you guys listen in to the Slug online Q&As and I hope you enjoyed, I hope you got a lot of value from it. I think you know the best thing to do is to be able to ask somebody directly your questions. But sometimes the second best is to listen in and actually hear other people's questions and ideas and it's really powerful. So this is part 3 of 4 of the Q and A show and I hope you guys enjoy this and hopefully it gets the wheels your head spinning for your own business as you're preparing to get into the new year. A couple things we talk about during this episode talk about some more cool dream 100 strategies. We talk about live and pre recorded webinars, what's best, how to do it right, price points about figuring out your niche. We talk about different pricing strategies and I share a bunch of real world examples to help show you guys just different ways that you can use marketing in your business. So I hope you guys enjoy this episode and if you do, please take a screenshot, tag me in it on socials and as always, please jump in and go leave a comment on the show. It always means the world to me. So that's it. I hope you guys enjoy your Christmas. Hope you enjoy this Q and A show. We've got, I think one more Q and A show and then we'll be into the new year, which we have some really cool things prepared for you guys in the new year. So hopefully you guys continue listening and we'll see you guys again soon. Thanks, everybody. 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, 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. Welcome back, everybody. What's going on? All right, next up or welcome back is Tish Tish Tish. Welcome back. Thank you, thank you. And thank you so much for taking over. We really do value your time. So let me get right into it. I have two follow up questions, so I want to try to get them both in. The first, in Russell, you said make sure after I do the, the Dream 100. By the way, I've already started it. Doing it behind the scenes ever since you said that. Got my whole plan written out here. After I, after I, I was thinking I'm going to send them a gift. I have something in mind. I'd like to. But you said after you do that, make sure that you're all over social media so they can find you everywhere. How do I get in front of them when I don't know where they spend their time on social media? So, so you said be everywhere they are. Right. How do I do that? So do you have, I'm assuming you have their email addresses. Do you have their, what do you have? Do you have their home addresses? What info do you, what data points do you have on them? All we really have is where they are in social media, their social media accounts. That's what we have from them because these are, these are corporate leaders that do not provide that information unless you have the relationships with them. Well, the good news is that we are in America and America's got no privacy. So. Yes, that's true. Just so you all know this how it works. So we do this all the time. So there's data pending services that you can hire. So I think Melissa Data is one, there's probably a couple other ones. But basically, like if I have Someone's email address, I can send it somewhere and they will give me all the rest of the data. Or if I have someone's home address, I can send someone, they'll give me all the rest of their data. If you have any data point of someone, you can get most of the rest of it with like 98% accuracy or something like that. So you do a data pending service. So you get whatever you can, right? You can try to scrape contact, scrape information. Anyway. This is like the gray hat Russell coming out. Okay. It's like you need the data, you can get it. It's all there, right? So basically. But it's gonna take a little work, right? You could also. It could be as simple as like contacting through LinkedIn or different places and trying, hey, we're trying to send you a gift or who's the person at your company? In fact, there's a really good book. Oh, it's so good. It's called Predictable Revenue. If you read Predictable revenues, it's the guys who took Salesforce from zero to a hundred million dollars originally and they did it all through cold emailing, cold calling and they got. Anyway, it's really, it's not 100%. Apples. Apples what you're doing. But it'll show you like the scripts they use to get people's contact information. Like they would, they would do is they would, they would find like the person lower up in a company and they're like, hey, I'm trying to find who the buying agent is for. Duh, duh. And the person's like, oh, let me introduce you to it. And then they did that person intro and like it was really sneaky. Like the gatekeepers oftentimes. Yeah. How they position the emails to do stuff. But it's worth reading just to get ideas. That'd be like one like how do we get these people's contact info? Right? Then it's going in and like what can I scrape from LinkedIn? What can I scrape from the business? Like some of the business address or things like that. Then finding data pending services. You know, it's all these different things. Infousa, you can buy lists of people that have stuff, right? So it's getting any of those things you can possibly get and then doing a data pending. Because if I can get their email address now I can take all the email addresses, go into Facebook and say these email addresses, follow them everywhere they go on Facebook, Instagram, Google, like because it'll let you track those things and then now you can just blanket those Person those people and follow them everywhere they're going. Got it. Thank you. So I have time for my follow up. So the other thing is I'm thinking inside the gift, I'm going to put a little card that this is a gift for you, Something like that. I also think I would like to put a QR code in that when they scan it, there's some type of video from us. And if you were going to have a video that they scanned and saw, would it have an offer in it? I'm curious what you would do. Cool. I do this often. And Kate, let me tell you the secret. This is a painful secret. So I'm giving you some pain and you're going to love it. So every time I do a new launch, I get my camera out and I record 500 videos. Hey, this is Russell Brunson. Or you're just like this, like, hey, what's up, Frank? How's it going man? I'm so excited to send you his package in the mail. I'm going to show you da da da. It's really, really cool. Let me show you a real quick clip, show you exactly what's in it. Video number two. Hey, what's up, Mike? So first off, hope you're good. Last time I saw you at whatever event, that was so cool. And the fact that you guys are so awesome. Hey, real quick, I made you a video. Explain. Da da da da. Video 3. I do that for like two days and I take that to my team and then I make a second video that has all the rest of the stuff, right? And then they just like, they glue those videos together so it ends up being like a 10 minute video they're each getting. But they're getting a very custom minute to 90 seconds thing where I'm like trying to reference something personal that we would know together. Like, dude, that thing you did last week was so sick. Like, that was amazing. It made me think about da da. By the way, check this out. So it's painful. Like every time I do it, I tell my wife, I'm just like, well, I'm making 500 videos today. She's like, I'm so sorry. I'm like, I know. Because you have to be like the same excited every time. Like, hi, how's it going? Hey, how's it going? There's like 400 videos in. You're like, I want to die. Hi, how's it going? You know, anyway, so that's the reality how I do it. And then I don't know if I would pitch the thing as much as just like, because initially I'm trying to build some kind of rapport or relationship or something. I'm trying to get them to call me back or do something. I had somebody one time send me a box like this, and it showed up with a prepaid cell phone. And it had a prepaid cell phone in it with their phone number. It was like, speed dial one or something. And they had a video saying, hey, Russell, da, da, da, whatever. Pick up the phone. Just dial one. It'll call me directly, my private line, and we can talk. And I was just like, I have to. I hate phone calls. Like, phone is my number one fear in life. It's kind of weird, but I was like, I have to push one on this because the guy sent me a prepaid phone. I clicked on it and shared it. He had somebody, hey, anyway, so there's a lot of different ways, but, yeah, it's more trying to, like, I'm probably not going to sell from it, but trying to, like, how do I. How do I create enough of something that I can have a dialogue with them however I want it to be, right? If it's online or if it's the webinar or if it's something, you know, I mean, that's what we try to push towards. Thank you. You are totally fire. I'm in Myron's inner circle. We love Myron. Wow. Wow. Thank you so much. No worries. Way to go, Tish. Love it. Now we're talking about the actual. Here's, like, you know, sometimes we think it's like, it's all sunshine and rainbows. It's like, no, we're gonna go and spend two days doing 500 videos, and then we're gonna go scrape people's contact information. The people I need to get ahold of so I can figure out how to. How to send them stuff. Another thing we've done a lot in the past is, like, actually going to the company, hitting the gatekeeper, saying, hey, I'm trying to send Julie a gift. I don't want her to know about it. What's the best office address to send it to? Ninja Hack. And they're like, oh, yeah, here's the address, or whatever. And so there's always ways. Yeah, B2B is always interesting, too. I mean, you could hire a setter to go do all of this stuff too, but adding that personal touch to it makes all the difference. And some of these people you knew, like, if it's a dream 100 play and you knew them. But, like, for Tish, if she doesn't. Maybe it's something that they said. Like, I've had people email us, like, clickfunnels radio. Like, I just listen to episode, blah, blah, blah, blah. And it was awesome because of this. And you're like, oh, they actually are paying attention. So, like, if Tish goes out and says, I just saw on social media, that article that you did about this changed my life. That's one of the reasons that I'm reaching out. Something like that. That does, like, a personal connection again. 100%. Yeah. We always try to look at that personal connection. Even, like, Dream 100 when we're going Dream 100 for affiliates. I can't remember. I think it was Rachel Peterson. She said that what she would do for Dream 100 Gifts is she would, like, find the person, find them, follow them socially, and try to look at, like, what can I send them that match their house. Or she'll go to, like, their Amazon wish list. And if they have an Amazon wish list, then she'd, like, send them stuff from that. Cause, like, we know they already want this anyway. It's a little more work, but, man, you get one contract, one deal, one engagement. It can be worth it. Can I tell you what not to do as well, Just for a second? Like, Russell doesn't drink. I don't drink, okay? It's religious for us. And I had a guy send me this big, huge, like, wine carafe. I made, like, a connection for him. They made a bunch of money off this event, and he sent this wine carafe. And I'm like, dude, we've been friends for, like, three years. I see you at events all the time. And he sent me a wine carafe. Like, and when he watches this, he's gonna be like, oh, you know who you are. I used to love him, but come on, man. I said someone wanted to pitch me on a network marketing opportunity, and I don't know how they got through all the gatekeepers. Somebody got me on a phone. I don't know. I was like, how does this person give me a call? Somehow I'm on a call with a guy, and he pitched me. I remember. And again, I'm Mormon. Mormons don't drink alcohol, tobacco, coffee, or tea, right? So, like, never touched in my life. Never had a coffee. Don't even know what it's like anyway. I have no idea what he tastes like. And he gets in front of me. He's like, russell. He's like, I got an opportunity. Ground Floor opportunity. It's going to change your life. Da da. All this stuff, right? And then he's like, what is one thing that everybody in the world drinks every single morning? I was like, water. He's like, coffee. There's not a human being on earth. The dust in your coffee. Pitch me this whole coffee. Mlm and I listened to the whole thing. I was like, dude, you did not do your homework. Somehow you got through all my gatekeepers. You showed up and you and the company had other products, but he pitched me on coffee. I was like, there's a segment of the market who I happen to be part of does not drink coffee anyway. I'm like, do your homework before you show up to talk to somebody. Yeah. Dream 100 is so powerful. If it's done right. Yeah, it's awesome. That was a great question. All right, let's keep it going. Clayton. Who do we got? All right, we have actually a new question here from Luis. Luis. Welcome to the party, Luis. Hey, what's your question? It's a pleasure being here with you, my friend. Just so you know, I called you Papa Rossel. I love you. I love you a lot. So the day. The day I get my 2 comma club award, my wife said this so I can. So I can let you know. One, she doesn't know if she's going to congratulate us or if she's going to do totally the opposite because you blew my mind, and I blow her mind. So I drove her crazy, just so you know. Thank you. Thank you for everything, guys. It's been really, for me. It's an honor to be here right now. So let me tell you, I have a program called YouTube Fortune Maker Formula that I created, which pretty much I help Latinos and Hispanic people to grow their personal brands on YouTube, which I find it is like the most powerful platform in the world. So I have gotten a lot of good results with the students. But before that, I was in the real estate industry. I was a top producer. I love real estate. So the majority of the results that I've gotten is with realtors. But I don't know if it should be, like a good strategy for me just to niche the realtors, because I also have doctors, psychiatrists, and different people in my program or just go in general with personal brands. The strategy that I'm using, besides my organic traffic with my YouTube channel and all that kind of stuff, is I'm running ads through a bsl, a prerecorded BSL where they can just schedule an appointment on my calendar. But now that you talk about the perfect webinar, I don't know if it should be worth it. I think definitely it should work for me to try and go live, run some ads and try, like, the perfect webinar live to see the reaction. What are your thoughts about that? So should I go with one specific niche or maybe just personal brands in general or. And try live webinars? What's the price point where you're selling? I have two programs, 1,997, which is just the program, and the other one is $2,500, which we have live classes once a week where I can see and check what they're doing so they can do the tweaks and optimization. 987 and 2500. Yeah. So both those price points work really well on the webinar. So I would do that because that takes you out of doing the selling and all that kind of stuff. So that'd be number one, I think, 100%. I wouldn't stop what you're doing now. It's working. But I would, like, create this and see if we can get that to the spot where it can scale way faster, where you're not involved so heavily on the fulfillment or the selling side of it. And then number two is like, so it's always easier to pick a niche market. Now you may want to do, especially if you've already done for a couple, like, you can go and like, let's do it for Realtors. I would make a very specific webinar and offer for Realtors, get it working, running. And then after you get working really on Evergreen, then you can, if it's on autopilot, then you can go and create one for doctors or whatever. But, like, the more, the more niche, specific, the actual presentation, the webinar, the landing page is, the higher conversion rates they'll have across the whole board. You know what I mean? So I pick one and just focus on it, perfect it, get the ads working, get just everything working and scaling it. And then if you wanted to, you could pick another market or you could just pick that same market and just keep going deep. Right. I got a Krista Meshore in our group. She helps realtors, does that, and she does a million dollars a month just helping realtors just doing their thing. Right? And so, like, there's deep wells there. Sometimes we get so excited about all the opportunity. We're jumping from thing to thing to thing thing, versus, like, like, you can just dig a really deep well in one spot. As well. So, you know, just kind of. No, beautiful. Actually. I. I started doing. I have a webinar for realtors, I have a webinar for personal brands and it's working. But the thing is that I'm thinking that maybe if I do live webinars, maybe I can get like better results. I don't know. What do you think about that? If I can just run traffic do. I don't know if I would like to go live once a day at least, but I don't know that the traffic is going to be enough to send more people for every day. So what we found, like, so I showed this. I can't remember what day it was. The improv webinars. I showed like the one I did on Facebook Live and the one that Katelyn did. So it was interesting. Like, so Caitlin was doing webinars like registration do a webinar. She did the Facebook Live version and it out converted her other one. And then they turned off their core webinar, just drove ads directly to this one or that became an ad they were driving traffic to. And she, she swore by. She's like, I would never do webinar registration page because like, you know, someone has to click on the link, then they register, then there's gotta show up and like it, you know, shrinks down the funnel. Here's like, she's like, I just run ads to the actual webinar and it blew up and they were getting like 10, 20, 30 million views on one one Facebook live. She did. Right. And so a lot of people started jumping, trying to do what she was doing because of that. And the problem is most of them bombed because they hadn't perfected the webinar. So Caitlin had done 100 webinars live prior to that. So when she came on, she nailed it. And it was just like she knew the script, knew everything it had crushed. Right. So what we're finding is like the best is to practice and master and learn it inside of the framework of you just doing it like in a traditional webinar. But if you already got one that's working, going live and doing it is really powerful. Usually it's gonna be shorter form. It's harder to keep someone's attention 90 minutes on Facebook or whatever, it's Instagram, whatever. But like doing like a 30 to 45 minute version of something and then running that as an ad is a super smart strategy. So you don't do every single day, just do one, maybe do every single day until you get one that Just crushes. And then it's like, hey, now just turn ads, nothing and blow the whole thing up. You know what I mean? I'm gonna do that. Yeah, right away. Keep me loop on that, man. I wanna see how you do with it. So thank you. Great question, Luis. Can't wait to be a new wife student at the 2 Comic Club Award. I don't know, I'm just, I'm just warning you. I'll see you, I'll see you on my auto. Thank you. Thank you guys. Thank you. Thanks, Luis. Give him a hand. 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 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 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. 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Do not miss out looking for a pickup truck to get just about anything done. Look no further. The Chevy Silverado EV isn't just the most powerful Silverado ever with next level towing capability and technology. It also offers game changing versatility with the available multiflex mid gate and tailgate. Which means Silverado EV helps you carry large, bulky and oddly shaped items up to nearly 11ft in length. Chevrolet together. Let's drive. Visit Chevrolet.com to learn more. All right, let's keep the party going. Clayton, who we got? All right, next up is we have Sebastian Jimenez back. All right, welcome back, Sebastian. What do you got for us? Studio. Thank you. Can you hear me okay? Yeah. All right. Hey, Russell, I listened to your podcast. I think it was the replay of the last VIP Q&A. And you pitch the guy his own business. So would you pitch me of why I should use a studio versus doing my event at home? For example? Like, how would you pitch somebody to use a studio versus doing it at home? Okay, cool. Using your studio versus doing their own way. Yeah, like, why get a studio to do the event? Yeah, it'd be interesting to do. So these are things I've been doing the research, trying to figure out, like looking at your clients, even studio versus home, and like looking at like what conversion rates are. Because I'd be curious to figure that out. Like, because that'd be the story. You got to build some kind of story that's gonna break down. I have that answer. But only one time it happened. They were doing it at home or at the office. They made $600,000 from the event. They came to the studio, they made 1.2 million. They went back to the office, they made like 800. So they came back to the studio and they kept coming. That's all you need, one story. I only have that one. Perfect. Let me show you the. Let me show you the. Here's Russell pitching the number one secret to double the sales on your on your live event without changing any of your live event with only changing one thing in your live event. This seems so insignificant, yet it's the key. They help one of our clients go from $800,000 to an event to over $1.2 million. Webinar. Find out what it is. Oh, what's the hook? What is the one thing? So they show up like, hey, how many? You're here. You're an author. You're a speaker, you're a coach, you're a consultant. You are great at what you do, right? How many of you guys are able to do webinars right now? How many of you guys do live events, right? And you're crushing it. Did you know that? Just the fact that transitioning the environment you're doing an event can change everything for you. In fact, let me tell you the origin story. I had a client, da, da, da. Tell the story of the client. There's your origin story. He did the first one. He did 800,000, 600,000. Second one, 1.2 million went back, and now he will never leave. And the reason why is this. Okay, sorry. That was the thing. From that, we figured out a framework on how to increase conversions through virtual studio or through virtual studios. All right, secret number one, virtual studio. The first thing is the fact that virtual studios give increased credibility because not just some guy in his underwear in his house, it's like this person must be legit because they're here. It's the reason why people try to get on the news and try to do these things because you get the street credit and credibility. You get footage of you in front of the stage, and it increases your credibility to the end market by being in the studio. Number two, a lot of people are home on their webinar running the tech stuff themselves. How many of you guys have been running a webinar before and the tech dropped and you screwed up, or the Internet went wobbly and you lost something, or someone's commenting, you're trying to respond to the comment while you're speaking, you get all confused and someone starts talking trash in the chat, chat, and you're all stressed out and pulling your hair out, right? Happens all the time. What's nice, when you come to our virtual studio, we do all that for you. All you gotta do is show up and perform and do your thing. We take care of the comments, the moderation, the lights, the video, the thing. And by the time it's all done, we give you an edited presentation or edited event. That's awesome. And then, so that's sneaker number one. Secret number two, after you do your live event, you may think it's a one and done, and you threw, you know, and you lost $100,000 renting a studio, but the reality is $100,000 investment now will become an evergreen cash machine for you. Okay? Because secret number two, we're going to show you how to then take that live event you did. And we're Going to turn Evergreen. In fact, we'll show you the exact funnel our clients use to take the live event, to turn it into an Evergreen event, and da, da, da, da, da. It's amazing, right? Secret number three. How do you fill these events 24 hours a day? So that one event you did once will pay you for the rest of your life, even after you die and your kids die and blah, blah, blah. And then this is how you get traffic to it consistently. There's the three secrets. Then I come back and like, oh, my God. Framework. This is Framework. Like, did you guys see what Russell just did? Like, he just did perfect webinar in, like, 90 seconds. Vehicle origin story. Vehicle. Internal false belief. External false belief. And then he didn't get to the stack and close yet. But that's the Framework. That's awesome. That was amazing. Real quick. Everyone's gonna ask me. Nobody else asked me that. Please. What? I'm the one who done. I can't do it twice in a day. Real quick. So three years ago, you told us to, like, put content out there. Like, if you say, I promise you, if you do it every. Every day for a year, you'll be a different person at the end of the year. Well, it's been three years, and I still can't figure out what to talk about at the studio. Like, I don't know what people care. Like, I don't want to talk about tech because people are not going to think about cameras and angles and lights. They don't care about that. Can you help me understand what you're talking about? Yeah. Tell stories of the clients behind the scenes. We did an event for so and so. Check out what we did. Look what they did different. Like, you're showing them. Like, you've got this cool. Like, you're showing behind the scenes like you're the wizard of Oz. Like, I am. Like, I'm showing behind the scenes of funnels and selling. Right. You show behind the scenes of events. Like, so and so did this event. And this is what they did different. Look how they positioned this. And they. You start showing all those pieces now, it's like they start visualizing themselves in the event. Right. Michael Hyatt used to have a membership site called. He sold it to Pete Vargas. It was Platform University. And what he would do is every week they had different content. It would rotate through every four weeks. So I can't remember the third week, I think was. It was behind the scenes. So the content was just Michael Haig speaking in events. So you'd see him in the hotel room and what kind of deodorant he put on. And it was just like this weird behind the scenes. But it's like, people love that. Cause they're like, oh, cool. That's how he does Funnel Hacking Live. I always do a video for Funnel Hacking Live. I use this thing called sweat block to make me not sweat before the event. And so, like, it's the dumbest thing, but every year I'm like, hey, one of the secrets of speaking from stage is I put sweat block on so I don't pit out in the middle of the event. I tell them that I get more comments on that stupid thing than anything. I bought some sweat block. This is the greatest secret of all time. But that's what they want, right? So it's like you have, like. You're the guy behind the scenes showing all the kind of stuff. It's that, like. So when you have someone coming in, I would just ask them, like, hey, I'm gonna try to find four or five cool things you did and share with my audience. You cool with that? And I'm sure most of them be like, sure, no worries. And you're showing, like, here's how they did this. This is the cool thing I saw. Like, notice how they did this part. This is how they did the repitch. This is how they did the lighting. They had us do this differently because of this. And just showing that because it puts them in the ownership experience of like, oh, I'm experiencing this. How cool is that? It's my goal for you. If I was you, I'm just always thinking, like, ownership experience. How do I create content that gives the end user the ownership experience, their experiences for themselves? Like, you're basically in proxy putting. Putting them in the theater by showing all that kind of stuff. Does that make sense? Perfect sense. And last thing. So two people have come through here, and they've had your book. While they're doing the event, they go backstage and then they read the book. It's like, okay. They come back out. It's so funny to see him with your book. That's the coolest thing ever. I love it. That makes me so happy. Thank you. One other thing too, Sebastian. If you want to model somebody who's doing this, she said, oh, the angles and the light. People don't care. Some people care, like, whether you think so or not. Tim Shields, who we showed earlier this week, he is crushing it with these reels. And his is like, what's wrong with this photo? And you Think, oh, maybe some people don't care, but he is crushing with it. Go model some of that stuff that he's doing. He puts stuff out all the time and he batches it too so he doesn't have to do it every day. But then it's out there. He's a great one to model on this. Eric Davis. Eric Dayne's business was all lighting before. Like, yeah, there you go. Eric's crushing too. Those are two. You totally all. It's all that. So anyway, yeah, if I go to a couch, hanging out at our house, it's kind of nice. I know we need like some snacks. I do. You don't eat snacks. I eat snacks. All right, thanks, Sebastian. Let's give him a hand. All right, who we bring back? Clayton, who we got? Next up we have Rory Baden. Oh, this is a new one. Rory. Oh, Rory, do you need to pull over? We don't want you wrecking. I am pulling over. I actually drive in this storm. All right, so I just got off the interstate. But Russell, I'm such a huge fan. I'm really good friends with Lewis Howes and Jamie Kern Lima and Ed Milette and people like that. And I've got so much from your stuff. So I just want to let you know that I've been in and out a little bit this week. But my question for you specifically is with, and I apologize if you did cover this, but with ultra high end offers. So it's kind of a two part question is going, I know that you said specifically you can use the perfect webinar formula to sell any offer like at any price point, but are there things that you change as the price goes up and you go like, okay, if I'm selling an ultra premium offer, let's say north of $20,000, is there anything you change, like little nuances, does it need to be longer? Is the prefame or pre frame more important? Do you repitch differently? And then relatedly as the price goes up, do you expect different conversions? Like do you kind of give yourself grace and go, well, you know, I was pitching a million dollar offer, so I probably get a lower conversion. Like just curious about, like as you go up the scale and price point. For sure. How do you think about that stuff? For sure? Yeah, I'd say two things. So number one, yes, like higher price. We made a $10,000 offer, right. So I typically am not going to 10,000 offer on a 90 minute webinar. Right. So three day event, eight hours a day. Three days, like that's like the more time someone has with you, the higher, the more expensive you can spend, right? So if I'm going to go north of $10,000, it's going to be a three day event, longer form, right? From 10 to 25 to 50,000. Like that's gonna be the structure. It's still a perfect webinar, but it's built inside of a three day event schedule, right? That's number one. Number two then is also like how you do the selling, right? So like funnel hacking live. We're in an event situation. I can push the back room, everyone's gonna go buy. And it's an easy sell. We got people learning to help close people and stuff like that, right? When I'm on virtual, it's different because virtual, there's none of that like social proof, everyone's not in the room together, things like that, that are different. And so it's like. So if you notice on this offer even that we made yesterday, we had two options. Like people go, they can just buy. But also there's the outlet of like, I got some questions. So someone can go and they can actually talk on the phone as well. And so there's two different versions of that, right? So we give people the ability. And so because the conversions do drop for sure when you're virtual versus in person, right? 100%. And then, yes, the conversions don't stick at, you know, again, on a thousand dollar offer, I'm trying to get 10 to 15% to buy who are on. Who are on the webinar. On a million dollar offer. Yeah, I'm trying to get a couple. So it definitely shifts. Same thing at a, at a $10,000 offer, right? $10,000 offer, we're averaging like, I think it's 7, 7, 8% of registrants for the event are buying it traditionally not showing up from registrations to their webinar. I only know numbers from. I could reverse engineer that. But the numbers from. It's usually 10% of the people who are on during the pitch is kind of where that is on like a thousand dollar offer. So can I maybe add something for everybody else too? Rory, real quick is keep in mind, I think when you jump up to like those 10,000 and 15,000. But you know, we were talking, somebody said 997 versus like 1500. We've played around with this a lot too often when you're underneath $5,000, even if you up the price by 50%, you're not going to reduce your close rate by 50%. So keep that in mind. We've seen that time and time again. If you go from 997 to 1500 dollars, that doesn't mean your close rate goes from 10% to 5%. So play with that. That's all testing and it all depends. But don't ever be scared to like go up a little bit higher because you think it's going to drop in half. It's not, it's not even math like that. That's just a side note. Probably not for you, Roy, but for everybody else. No, that's, that's super helpful. One question about the in person events. Do you always do like an order form, like a paper close. Like if you're in, you're selling. It's like you must go to the. You don't do URLs ever. It's like get a paper form and fill it out. Yeah, 100% of time. The fastest way to kill yourselves at a live event is in fact that was the story with Grant Cardone. Like when we spoke at 10x, we're in Mandalay Bay and he's like, we got this app and everyone like the offers there and they just click the button in the app. I was like, don't put my offer in the app. He's like, no. Like, everyone's offered. I'm like, grant, do not put my offer in the app. He's like, no, this be so good. I'm like, I can tell you 500 things that could go wrong, but I know that if I give people paper and a pen, it's gonna work. And so he fought me back, begrudgingly, took me out of the app, took my offer out of the app. And then I had order forms and we had to go figure out like we had the night before the event. We went and placed a bag with a sealed order form on every chair. 9,000 chairs in the stadium with a pen in the bag. We did all this stuff and everyone's like, you're so dumb, Russell. Or we have a ur. We have an app. Everyone's downloading entire. Every 10 users that download, it's going to open and click a button. It'll ding their card on file. And I was like, I guarantee that I'm right and you're wrong. So did the event. And not only did I set a world record using paper forms, I outsold all the other speakers combined. And the reason why, by the way, a lot of reasons why, number one social proof people jumping up right in the back of the room is Half of the everyone's like, whoa, what's happening? Number two is Internet does not work with 9,000 people on one thing. There's a million ways it goes wrong and merchant accounts freak out. Like, there's so many things that can go wrong. Right. I need people to stand up and run to the back. And then that. That caused, like, your sales were 5,6x by the social proof in the room. That's the worst thing about virtual is, like, the social proof is hard to replicate. Right. Whereas in a room, it's like, it's live. It's tangible. People see it, they feel it. Yeah. So I will never not have paper. In fact, I'm flying to London tomorrow and I'm bringing a stack of papers in my backpack that I will be handing out because there's no way I would ever leave it to digital. At what point do you put them on the chairs versus just all have them at the table? It's way better to have them at the table or do a seat. So seat drop is like when I first reveal the price. So, like, if funnel hacking live, as soon as I do the stack and I get to the price point, then all my team knows seat drop. And they all have forms. They're running down things. They're handing it out to people. The other one that works even better, though, most of the time is like having it in the back. So I'll show the order form and I'll be like. I'm like. And I have my team back holding them up. Like, look back there, you guys. There's the order forms. What that does is everyone looks back and they see it and they get up and they run, they start writing because they want the order form that starts the first flow of the table rush. So seat drops we only do when it's like FHO 5000 people. If we had everyone running to the back, it creates so much congestion and people would trample. It would be bad. So we do see drops. But if I'm in a room with 1,000 people forms in the back, I'm pushing to the back. They're seeing the forms. Everything's pushing that direction, and that causes the table rush. Yeah. One. One other tip with that too, is like, I've seen this where we do. If you have to do a seat drop before, like, if you couldn't get to everybody, it's usually something sealed. It's like, top secret. Don't open till Russell tells you. And then Russell goes from the stage like, all right, now go under your chair, pull this out and open that. But that's only if it's like massive. Like 10,000. Yeah, yeah, yeah. Huge. I love that. Thank you so much. Yeah, great question. Thanks, Rory. Be safe out there, man. Luck. All right, awesome. This episode is brought to you by Allstate. Some people just know they could save hundreds on car insurance by checking Allstate first. 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Karen, how are you? Can you hear me? Is it Karen or Karen? Karen, the most hated name on the Internet right now. We love this Karen. Oh, gosh. How can I overcome that? Yeah, it's rough. Okay. I love everything that you're saying. I think my original question stands, but I have a choose your own adventure for Russell just because I love to keep things fun and immature as well. So my two questions, you get to choose which one to answer. How can I iterate test the market to see if they want this problem solved? AKA like a Ryan Levesque Ask campaign. Do I do a webinar to a small price so they can do case studies or the other question you could answer is what is your largest market for click funnel affiliates to stick and what are they offering them? AKA like Grace Lever or somebody? I don't know. But you get to choose your own adventure with my question. So the biggest market that affiliates inside click funnels use is like they're helping people to start businesses. So they're pre building funnels for them and that's they're giving those. They're giving funnels. So helping them to like for sure. I say most of our top affiliate affiliates, that's who they're targeting are beginners and they pre built funnels with offers in them and then they're giving those. And it could be e commerce offers, it could be info product offers. That's definitely the market that's the biggest. The other question is, so how do you publish? Do you have a podcast? Do you have anything you're publishing right now? I have nothing. I stopped talking. I actually went into a health crisis during COVID which is a whole nother story. So the last Stage talk that I did where I sold on stage was with Bob Proctor, Rest in peace. And I thought I failed miserably. I didn't even get to the offer stack, but I had a table rush for the first time, which was super exciting, but they just didn't know what I was offering. It was kind of like that, you know, teach from stage. And then you didn't. I basically didn't make an offer, but I had a table rush, which is super cool. I thought I failed. And then the girl at the end was like, you are a top seller. And I was like, what? And then Covid hit and everything stopped. And I never adapted and got scared and hid. So no, I have nothing online right now. All right, I'm glad we asked follow up questions. I know it's fun. So glad we did the follow up question. I know how to help you now. So this is the problem is it's all in your head right now. And so what we have to start doing is you need to start publishing and it needs to be a consistent thing, like a daily something. It could be Instagram, Facebook, YouTube, I don't care. But the reason why is cause we have to start figuring out what people respond to. It's like, if you notice, I publish a billion different places and you may think it's like, Russell's really annoying. He just wants to be publishing everywhere. And it's not. It's because I'm testing things. Everything I'm putting out, we're just testing. This is like I'm trying to get my pulse on the market right now, right? So I do a podcast episode about this. I do a YouTube video about this. I do a Facebook live, I do Instagram, I go live. And I'm doing these things because I'm just trying to see, like, what are the things people respond to. Sometimes I think something is the coolest idea in the world. I'll do a podcast on it. I'm like, oh, they're good to love this. I do the podcast, it drops and I don't Hear anything back? It's just crickets. I'm like, huh, okay. And now I do something else that's, like, dumb. That my team's like, hey, why don't you do podcasts on this? It's like, no one would care about that. They don't do it. Like, all right, so talk about it. And I get, like, 40 people who DM me like, dude, that podcast was amazing. I was like, really? Huh. Okay. And so what we do is we're just throwing stuff out there. Hooks, angles, messages, this, that, this. I'm just putting things out there and figure out what are the things people resonate with, and then I find out things people resonate with. Then I double down on those. I find things people don't resonate with, and I stop doing those. And eventually, over time, the message is clearer and clearer. Like, wow, these are the four or five things that people seem to light up about when I talk about. Let me do more of that. And then these things that I'm excited by, but no one else. Seems like I have a lot of stuff I would love to talk about with you guys. I geek out on, but I've put out feelers, I put out tests, I put out stuff, and nobody responds, so I don't talk about them anymore. You guys don't know what those things are. Yeah, everyone's curious now, right? No, but anyway, it's true, though. So it's like you start with you talking about what you want to talk about, and it's shotgun approach, like, all these different things, whole bunch of stuff, Right? And then over time, you start looking at what people responding to, what's getting traction, what's the last questions, what you know. And then from there, it's like you start iterating. Iterating. And within a little while, you start figuring out these are the messages and that's the core, and that will dictate all the rest of the stuff. And so that's what. That's what I tell people to start publishing consistently because it's scary, but you have to go through it. That's the sifting and the sorting to figure out what are the messages and the things that people resonate with for you specifically. And it helps dictate where you're gonna go. So that's what I think the biggest thing I would do for you is just before you write a webinar or a pitch or an offer or anything, it's just starting. And you spoke on Bob Proctor's stage. If you could do that, you can do Facebook Live, Come on. I don't mind doing the lives. It's just spending the time on something that is going to be worth it. So, like, if I was to start publishing content, is it like you've taught before, like frameworks? So put up all your frameworks. You've taught, you know, mini VSL now kind of like format in your content. Like what, what format would you suggest that I start trying to, like, put feelers out for? And do I make an offer? Do I leave the offer out? Like, no offer Right now you're just testing messages. You're just practicing. So where do you consume your content Most right now? YouTube, podcasts. Where do you consume me, ClickFunnels, library and YouTube. I say pick a platform. If someone's a podcaster, listen to podcasts. Like, start a podcast because you listen that format, you know, Right. If you like YouTube and that's your platform, pick that. But it's just finding something. And just don't stress about offers or hooks. We're just testing messages. So today, go live and do one about. Tell the Bob Proctor story. Just tell a story, put it out there. And then tomorrow we'll do one on one of the things you talk about Proctor say. And just like, you're just. This is the beginning of just you refining your voice, re feeling comfortable retelling the stories and stuff like that. And that's the process right now. And then again, you quickly start finding out what things are resonating. And it's like, cool, this is the direction and your content. Like, hey, I'm thinking about creating an offer about teaching parenting or whatever, right? And put it out there and see what happens. They're like, wow, people resonate with that, right? If you watch my content all the time, I'm always like, hey, I'm thinking about doing this thing right now. And I drop some hints and if nobody responds, I'm like, well, I'm not going to do that then. But I'm just testing it out. So it's just like practicing testing. And that's where you're going to get all the feedback and the mark again. All we care about is what the market wants. Like, we don't care about what we want. We care about the market wants. And so we give them, like, this event. We did this event a month ago, the very first time, and it crushed the market. Loved it. Right? We should do this again. And we should do it again. We keep doing it until the market tells me, I don't want this anymore. Yeah, well, like, I could Teach like small businesses. I could teach parenting, I could teach speaking, I could teach like rapport. I can teach like how to find your pets. Yeah. Go live on every one of those topics and just see like pick a format, stay safe. If it's going to be YouTube, I'm going to record 20 minute YouTube. 20 minute YouTube every day and pick one of those things and talk for 20 minutes on it and just be consistent. If it's going to be once a week, twice a week, just pick it. Keep the especially on YouTube. If you're going to YouTube, the format's important, so pick a format. It's 20 minutes, 30 minutes. Whatever it is, pick a schedule. I'm going to do it twice a week, three times a week. Whatever it is, be consistent with it because that's how the algorithm wants. So let's say it's every Tuesday and every Friday you're going to either go live or prerecord 20 minute video and just keep that cadence and every. You just pick one of the topics, do 20 minutes to keep going through and just start watching the metrics, watching what people respond to. Amazing. Thank you. Yep. Great job. Excited for you. Love it. The world needs your voice. Let's get it out there. Stories. All right. Love it. Clayton, who else we got? Alright, next up we have Belle. Belle, welcome back. Hey. Thank you. Hello. Can I also use this in podcast socials? Here's my signature. I signed away my life. Go for it. I'm curious. So you mentioned you're a shiny object person and you've just gone through a little bit about, you know, you've got ideas, test them. But what about ideas like your new facility and buying a one and a half million dollar book and things like that? How do you know which ones to actually do or which ones to shelve or which ones to drop? How do you choose? Cool. That's a good question. So some things I do because I want to do them right. Like I woke up this morning and I wrestled. I'm an old man, I shouldn't be wrestling, but I want to do it. So I'm just going to go to Russell, right. I want to collect old books, so I'm going to do that because that's what I want to do. Right. There's not necessarily a business side of it, but I got excited, I started telling stories and people started like again, I started telling the polio hill stories and these things I was finding people resonated. I was like, huh? I create an offer out of this and like you Know, like, I'm planning on creating a museum in a library, no matter what. Like, that's kind of like just for me to fulfill what I want to do do with my life. It's more of those things, right? So I have the capital to do that. And if it makes money, cool. If it doesn't, it doesn't really matter. So that's more of like, that's what those things are. And the fact I'm figuring out how to kind of monetize it is awesome. But it's not like my biggest business. It's just kind of a thing that helps justify my addiction. That's probably the reality of it. Find something that pays for your addiction. Yeah, so there's that. But it comes back to like, again, it's tough because we all have shiny object syndrome. So for me, it's like, prior to clickfunnels, most people only know me in the clickfunnels world. Last decade is when most people know me. But prior to clickfunnels, I was in business for a decade prior. And we were launching a new offer every 90 days at least, sometimes faster, if we could get the funnels done faster. But it was harder to build funnels back then, right? And it was like I was thing after thing after thing. And when we decided to click funnels and we launched it and it didn't work, it didn't work. And I after like four or five times not working, I was shifting back. We gotta make money. So I made a new offer. And Todd was like, no, dude. He's like, yeah, I keep, like, keep focusing. We gotta figure this out. He's like, I spent so much time we have, like, we have to make this work. And so he literally says, like, spend a year just focusing on this. He's like, promise me for a year you won't do any other offer besides this. And I was like, ah. But I like, I'm the shiny object guy. I need to have, you know, So I promised him. And so we did. And then we figured it out, right? And started working. And then Russell's like, twitching like, shiny object, I need you something, and you gotta create something. And then when I created this was the secret. What I created did not detract from my main opportunity, which is click funnels, right? Instead, I wrote a book called Dotcom Secrets and I built a funnel called Dotcom Secrets. And then we launched the thing. But all it did was it was the front end that got people into click funnels. And I also was like, I can be creative. I Can do cool things, but I'm not creating a whole new business. I'm creating front ends that bring people into my business. And so I had that idea. I was like, oh, this is great. And I started creating, then I wrote expert secrets, then traffic secrets, then the perfect webinar, and I started creating. I use my creativity, create front ends that drove people into my core business. And so if you look at still 99% of what I do is still just front ends that bring people to click funnels, right? Even this event is gonna bring people to clickfunnels. We have another challenge we run that brings people to clickfunnels. Everything's still the same business, but I can exercise my shiny object and creativity in front ends that bring people back in, even long term. If you look at what I'm trying to do with Napoleon Hill books and all that kind of stuff, I have not revealed this to the world yet, but I'm working on a way to transition those people. And some of it we had. We did the thinking words challenge and we sold a course called course Secrets, which teach people how to create a course. Now they have a course they need click funnels, right? So I'm still transitioning. So still in my mind, a front end into this world. Partially because if you look at, like, sorry, this is like geeking out. Russell logic, like, the whole world's a funnel, right? And if you look, if I go down here, like, here's, like, here's my atlas members and my inner circle members, then prime movers, then clickfunnel, like everything, you know, and then there's like, here's like the marketing world. And then one tier up, the marketing world, our network marketers. Slash one tier up is like personal development. So you look at, this is the evolution. I guarantee you 90% of you guys listening, this was your evolution. So what happened is somewhere along the line, probably in a little out of college, you started your first job. You kind of like, this sucks. And then some friend came to you and had this thing. I got an opportunity. This is how it's going to work. You sign up someone, I sign up someone, we're going to be rich. And first you're a little skeptical. Be like, but what if. What if this is true, right? And so he signs me up. We don't tell anybody, but we're right in. We're plotting, we're scheming. We've drawn little triangles on the thing. We go and we try a thing, Call some friends, call some family. And it's kind of like, it's not working that good. And then our upline's like, dude, you gotta listen to some motivation. You ask some Jim Rohns, some Tony Robbins, you gotta get pumped. We start listening stuff, we're like, this is awesome. We're listening to Tony and Jim and like, all this stuff and are motivated. We're feeling good. Like, we love personal development. We are growing. We're having fun. Fun. But this sucks. Selling somebody else's product for 10% royalties down through 25 levels. Like, that's where you can meet me. And you jump in, you're like, I'm on fire. And I'm like, hey, you can make money. Network marketing do this. Or you create your own product to keep 100% the money. Right? That was Brandon Kane and Poland. They were in Visalas 10%. They built a $10 million downline, but they only got 10% of that. So they made a million dollars, but they sold $10 million worth of product. And they're like, wait, you're saying we could make our own product and sell all of it? Boom, they're in, right? So for me, like, if I look at the funnel world, like, personal development is for me, it's like the gateway drug that gets people into my whole world. And so I'm building this personal development business specifically as the gateway drug to get you to want to start a business. Because after you have a business, then you got to have a product, Then you need a funnel, then you need traffic, then you need everything else. That's how I look at the world, is through funnels. And how many guys did I just tell the story? Story of your life up to this point, raise your hand. Everybody in this room right here for sure. So I know my customers very, very well. So because I am my customer, I asked me 10 years ago, I remember it was nanitech for me. My friend told me manatech. I was like, wait a minute. So you're telling me that I can sell people and I'll get money from them, and this time, people, I'll get my. Like, I'm in. Let's go. So I am the product of the product. I love it. I love network marketers. But eventually you're become funnel builders because that's. That's the progression, how we all go. So I can't wait to see the podcast you put this on, and people are like, russell's so weird. Did that answer your question? What was even the question? I don't remember. We just had fun, though. That shiny object. Oh, yeah. That makes a lot of sense. Oh, my gosh. What was the question? That's amazing. Well, Bell, thank you so much. Let's give Bell a round of applause here. That was awesome. Thank you for that detour. That was awesome. Actually, something you said that I don't think we talked about too much in this I think would really resonate too, is like, I know my customers. You said, because that was me 10 years ago. And I think a lot of times that's what people skip. We hear like, I want to serve all these people because the market. There's a market there. But sometimes, you know, JLD talks about this a lot. Right? Where he talks about this dream customer. Yeah. And this avatar, like his was him five years ago. And then he went and described it like, oh, I drive an hour work, I drive back. Like, maybe you could talk a little bit about that. I'm sure people would love to hear it. Yeah, I wish we had that clip of jld. It was really cool. He's here on the stage and he was like, my new customer is Jimmy. Jimmy works nine to five, hates his job. His wife's wondering when he's gonna like, get a raise. And you know he's not gonna get one. He drives an hour half of work every single day, listening to self help and personal development podcast, hoping and praying that something will change his life so he doesn't have to. It was a whole rant. He went, I was 10 with my kids and that's it. Yeah. And he's. And like, that's my cut. That's Jimmy. That's who I'm selling to. That's who I'm speaking. That's my podcast. And he figured that out. I think it's the same way. Like, it's funny because for me it was 12 year old Rusty. So my nickname growing up was Rusty. In fact, I didn't know my name was Russell until first day of kindergarten. And they're doing a roll call. They're like, rusty, Rusty. And I'm sitting there. Or they said, russell, Russell. And then by the teacher's like, what's your name? Like Rusty Brunson. And they're like, we don't have a Rusty Brunson. And she's like, oh, your name's Russell. I'm like, no, it's Rusty. She's like, no, your name's Russell. I'm like, no, it's not. So I remember going home that day. I went home that night and I was like, mom, the teacher said, my name's Russell. She's like, oh, it is. I'm like, what? I've been lied to. My name is Russell. I had no idea. Right. And so anyway, so there's, there's a. That was, that was me. So when I was like, kid, you guys don't strike. Just collecting junk mail, I was reading. I sit in my room. I remember because every day I get a stack of junk mail this big. I sit in my room and I open up the letters. I'd read the sales letters and I remember 12 year old Rusty. Whether or not I like got sold on it, I read one sell letter. I'm like, I gotta get my mom's credit card. And so I put that in this pile right here. I'm like, what? And I put it down. What? That seems stupid. Like, ooh, I didn't get my mom's credit card. And so I literally sit in my mail like that. So when I create offers now, all I do is I put myself back in 12 year old rusty. And I'm just like, which pile would I put this offer in? I was running the copy for selling online. I was like, what would trail under Rusty be like, yeah, I'm in. I gotta go into that? Yeah, 100%. So that's the lens how I write all my copy, my things for. So again it's like, who were you five years ago or 10 years ago before you started submission? That's who you're called to serve. I remember at Funnel Hacking Live. I'm gonna blank out his name right now. He's like one of the most famous speakers of all time. This is embarrassing. Anyway, he said something really cool. It was awesome. Back to you, Bill. Why can't he use his name anyway? No, but what he said is basically he's like, I'm going to say it. Ed Mylett. Ed, I love you. Anyway, so he said, like, Rory's going to tell him. He said that? No, but Ed, he said it was really cool. I don't know why I was thinking something. I had another name in my head. Anyway, so what Ed said was really cool. He's like, if you were broke, then you could help broken people, right? If you were unhealthy, you can help healthy people. You went through the trial in your life to figure out the answer, right? God gave you this gift, which we call a trial. You went on the path to discover how to fix that. You came out the other end a better person. And then now we have this gift that we're supposed to give to other people. It's really beautiful. When you think about it that way. It's like we all get these problems, and we go through the process, and then you learn, and then your colleagues go help the people that are just like you. And anyway, I look at that from that circle. It's like. It's just like the really cool, beautiful thing. So anyway, you've all been called, and the trials that you call trials that are actually the gifts that God's given you, they're qualified that you've learned through. Yeah, they've qualified you to protect. They've helped you. Now you know, now you have a blueprint. Now you have a roadmap to go help somebody else. And who are you helping? It's like, you five years ago, what would you have done? Like, how much could you have? Shortcuts your time, knowing what you know now? How many times have you done that? Like, man, if I knew how to do it now, if I go back 20 years ago, I'd be a billionaire in, like, 15 minutes. Because I know, you know, it's like, that's what you're doing. You're taking what you know now and going back to, like, you five years ago. Let me help you guys. Like, that's. That's the game, and it's such a fun game.