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

Summary

The Russell Brunson Show: Episode Summary

Episode Title: The Silent Funnel Killer That Nobody Warned You About | #Sales - Ep. 30
Release Date: April 28, 2025
Host/Author: Russell Brunson | YAP Media

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Introduction: Returning to Q&A Format

In this episode, Russell Brunson reintroduces the popular Q&A format, much appreciated by his audience. Highlighting the success of the latest One Funnel Away (OFA) challenge, he emphasizes the value listeners can derive from deep dives with VIP participants. This episode serves as a bridge between the traditional content-focused segments and interactive listener engagement.

Focus on One-to-Many Presentations

Russell delves into the significance of mastering one-to-many presentations, a cornerstone of his business strategy. He explains that while many excel in one-on-one sales, scaling this proficiency to address large audiences via webinars or live events presents unique challenges.

“People who are great salespeople can have a conversation and adjust their pitch on the fly, but online funnels require a different approach.” [03:07]

He recounts his journey from attending seminars and refining his presentation skills over two decades to implementing these techniques online. The key takeaway is that the psychology behind engaging a large audience remains consistent, whether in person or virtually.

The Importance of Presentation Skills in Funnels

Russell underscores that the effectiveness of any funnel hinges on the quality of the presentation. He shares his philosophy that mastering the presentation aspect is more critical than the technical setup of the funnel itself.

“The key to getting people to buy from you is how you present and make them feel like they're getting money at a discount.” [08:27]

He advocates for focusing on creating compelling offers and persuasive narratives that resonate with the audience, thereby driving conversions without the need for aggressive sales tactics.

Listener Q&A: Managing Overwhelm and Merging Business Components

Pamela's Challenge: Merging Funnels with Existing Business Operations

Pamela, a business coach, shares her struggle with integrating her existing coaching programs with new funnel strategies. She seeks advice on managing overwhelm while handling live calls, membership sites, and webinars simultaneously.

Russell advises breaking down tasks into manageable modules, emphasizing the importance of prioritizing the creation and refinement of offers before scaling traffic sources. He encourages delegating tasks that cause the most stress and leveraging existing community resources to find support.

“As you start making sales, reinvest those into people that can help you right into a team.” [11:10]

Strategies for Hiring and Delegating

Russell discusses the critical role of hiring the right team to alleviate the pressures of managing multiple business facets. He recommends seeking entrepreneurial-minded individuals from within one’s existing community, as they are more likely to be passionate and dedicated to the mission.

“They’re entrepreneurs because they get more done in a day than most humans get done in a year.” [12:52]

He emphasizes that building a support team allows entrepreneurs to focus on their unique strengths, such as presenting and fulfilling orders, rather than getting bogged down by operational tasks.

Listener Q&A: Optimizing High-Ticket Webinars

HK's Dilemma: High-Ticket Webinar Sales Without Conversions

HK, running a high-ticket coaching program priced at $1,999, faces low sales despite decent webinar attendance. He inquires whether to disclose pricing during the webinar or direct prospects to book a call for more personalized discussions.

Russell recommends integrating a deposit system to create urgency and minimize hesitation. By requiring a deposit, he suggests that prospects are more likely to commit, reducing the time spent deliberating over the purchase.

“My next $2,000 webinar, I'm crafting it right now. I'm gonna do something very similar where it's like a $2,000 offer, but right now you gotta go do a $100 deposit.” [30:34]

Additionally, Russell advises following up with attendees to gather feedback on why they didn’t convert, allowing for adjustments to the offer and presentation based on real insights.

“Call those 18 people and ask them why they didn't buy. That way, you can fix the offer.” [31:24]

Listener Q&A: Selling One-to-Many Presentations

Christopher's Struggle: Transitioning from One-on-One to One-to-Many Sales

Christopher expresses difficulty in transitioning from personalized sales pitches to one-to-many presentations, often feeling overwhelmed and losing clarity during live webinars.

Russell offers creative solutions, such as partnering with a skilled webinar host who can handle the sales pitch while Christopher focuses on content delivery. He also suggests recording the sales segment separately to maintain consistency and reduce live pressure.

“Find somebody who can take that part away from you. Because that, yeah, you did the part. They handle the stack and the close.” [46:35]

Moreover, he shares a success story where a voiceover artist revamped the sales script, leading to significantly improved conversions.

Listener Q&A: Building an Anti-Anxiety Business

Sarah's Inquiry: Launching an Anti-Anxiety Business with Limited Resources

Sarah is in the early stages of her anti-anxiety business, aiming to create a course and community. She seeks guidance on prioritizing tasks and effective marketing strategies to expedite growth.

Russell advises prioritizing the webinar funnel over prolonged course development. By presenting a webinar, she can engage with her audience directly, gather immediate feedback, and validate her offer. He discourages the premature creation of extensive courses before understanding the market needs.

“If you were me, I would go straight for the jugular. Like, the webinar funnel is great because it'll start building a list when people register.” [49:19]

For marketing, Russell recommends leveraging joint ventures and partnerships within relevant communities to expand reach organically before allocating funds to paid advertising.

“My preferred method is finding partners because it's the easiest and the fastest way to make money.” [52:05]

Conclusion and Final Thoughts

Russell wraps up the episode by reiterating the importance of mastering one-to-many presentations and the strategic delegation of tasks to scale effectively. He encourages entrepreneurs to focus on immediate, actionable steps that yield high returns before diversifying their efforts.

“Grab the big pile of cash first, then go scale.” [56:42]

He emphasizes that building a successful funnel requires both strategic presentation skills and efficient team management, ensuring that entrepreneurs can sustain and grow their businesses without succumbing to overwhelm.

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Notable Quotes:

• “People who are great salespeople can have a conversation and adjust their pitch on the fly, but online funnels require a different approach.” [03:07]

• “The key to getting people to buy from you is how you present and make them feel like they're getting money at a discount.” [08:27]

• “As you start making sales, reinvest those into people that can help you right into a team.” [11:10]

• “They’re entrepreneurs because they get more done in a day than most humans get done in a year.” [12:52]

• “My next $2,000 webinar, I'm crafting it right now. I'm gonna do something very similar where it's like a $2,000 offer, but right now you gotta go do a $100 deposit.” [30:34]

• “Find somebody who can take that part away from you. Because that, yeah, you did the part. They handle the stack and the close.” [46:35]

• “If you were me, I would go straight for the jugular. Like, the webinar funnel is great because it'll start building a list when people register.” [49:19]

• “Grab the big pile of cash first, then go scale.” [56:42]

This episode offers valuable insights into scaling businesses through effective presentation strategies and team management, addressing common challenges faced by entrepreneurs in the digital marketing landscape.

Transcript

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[Russell Brunson]

You know that feeling when someone shows up for you just when you need it most? That's what Uber is all about. Not just a ride or dinner at your door. It's how Uber helps you show up for the moments that matter. Because showing up can turn a tough day around or make a good one even better. Whatever it is, big or small, Uber is on the way. So you can be on yours. Uber on our way. What's up everybody?

[Dante]

This is Russell.

[Russell Brunson]

And back by popular demand, we are bringing back a Q and A episode. As you guys know, inside of One Funnel Away. Well, maybe you don't know inside the One Funnel Away challenge. By the way, if you go to 1funnelway.com you can sign up for or free if you are an active Click Funnels member. We do Q&As every single week and I used to post them a lot.

[Dante]

More often nowadays than posting a lot less.

[Russell Brunson]

We'll probably start posting more of those on the One Funnel Way podcast. But this week was so good. So many cool things. So many things would benefit you guys. We had a chance to go deep with the VIPs and it was. I thought it was awesome. So I want to drop it here on the podcast. And so that's the game plan so you have a chance to listen to some Q and A with me and our OFA VIPs. And by the way, if you haven't joined the One Funnel Way challenge yet, we literally just redid the entire thing.

[Dante]

It is insane.

[Russell Brunson]

It doesn't matter if you want to do E commerce or the expert business, you dive in there. We're going to help you get your funnel done and launched and live. It is completely free if you're an active ClickFunnels member. So if you already got a ClickFunnels account, boom. Just go log in, lock it out for 30 days and go and do it. It'll change your business. It'll change your life. If you don't have an account yet, then now is the time to go. And if you go to one funnel away.com, you'll get a free trial there and then jump into the training. And on Friday, jump on and do some Q and A with me. I do Q&As almost every Friday whenever I'm in the office. And so you have a chance to get your questions answered if you're one of our VIPs, so go and do that right now. With that said, I hope you guys.

[Dante]

Enjoy this episode of the Q and.

[Russell Brunson]

A show here on the One Funnel Away challenge. I talk to you soon. This is the Russell Brunson show.

[Dante]

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

[Russell Brunson]

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

[Dante]

I am amazing. It's my favorite day of the week.

[Russell Brunson]

That's the easy question.

[Dante]

But Russell, I thought we could start this out just by talking a little bit about one to many presentations. You're the man when it comes to those. And this is the new track in ofa so could you just kind of fill us in on one to many presentations? What's the mindset and what should we really be looking at for the next four weeks?

[Russell Brunson]

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

[Dante]

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

[Russell Brunson]

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

[Dante]

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

[Pamela]

So, Russell, first of all, congratulations to you and just all of your. The lives that you've impacted. It's not just, of course, how successful you are financially, but it's just the impact that you've made in my life. And I've been in prime over for the last month and a half and it's just been incredible and just little tweaks. So I want to hurry because I know we don't have much time, but I also want to thank Dante. Russell, you have a gym. I know you already know this, but Dante is absolutely amazing. I would say that Dante to sweep you up, but you are. And how you give to each person, no matter what, until you can't give anymore. Until they're done. That's when you're done. So thank you for that. So I am flying my plane it's already flying. But I'm trying to create a stuff stealth. Like you've created your stuff, right? And so I am a business coach. I coach coaches and I have created a One Stop Shop Academy. That One Stop Shop Academy is basically 5049.97. And then I have a membership that's 47amonth. So I am doing my best to combine both my Prime Mover, you know, the fountain head training and also the click funnels. What I decided I wanted to do is do my first click funnel, make it for the membership. And so that's what I'm working on now. But I'm really trying to figure out how do I merge to without being overwhelmed because I'm holding classes and I'm also doing the webinar. I was doing the webinar before I came into Prime Mover. So I said now I need to create the perfect webinar. And in my, my webinar, originally I was selling them into a call with me, but after your training, I tweaked just the first few slides and I got up the nerve to sell. I got the first sale that I, that I had from selling live. And I said, my God, thank you, Lord. So I got to keep going because I'm only through the first three. Three slides.

[Russell Brunson]

Right.

[Pamela]

So I thank you for that. And so how do I. What do. What do you. I guess I don't know if this is the best use of your time, Russell, but again, I'm trying to merge the two, creating the first funnel and working through my. My fountain head. Right. So I'm a little overwhelmed. Just, I'm just being honest.

[Russell Brunson]

Okay. Well, it's found as, you know, the six modules, I think module four or five, they start building out the funnel. So step one is like creating the offer. Step two then is creating the presentation, and step three is then building the funnel and launching it. So it's all built into that. If you're kind of following the steps. What, what module are you in in there right now?

[Pamela]

I am. I. I'll be honest, I've been. I did one, I did two, I did some of three, and that's as far as I've gotten in between, you know, still running my, my cohort and still, you know, managing my membership. So it's just been a little overwhelming.

[Russell Brunson]

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

[Pamela]

So I do the. Well, in terms of the Fulfillment in terms of the webinar. So I do the webinars, I do the emails and do, I do. Then I do follow up calls afterwards. Is that what you mean?

[Russell Brunson]

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

[Pamela]

Yes.

[Russell Brunson]

What does that look like?

[Pamela]

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

[Russell Brunson]

Okay, and is it they, they get a bunch of calls. Is it a membership site? Is it like what are they actually buying?

[Pamela]

Right, so they get a membership. Well, the site. Right. So we have a portal that all of the training is in. And then we also meet on Monday nights. I meet with them personally on Monday. Every Monday.

[Russell Brunson]

Tom. Okay, so sounds like your, your problem's overwhelmed. So you're trying because it's trying to do all the things right? Is it just you in the business? Are you running by yourself?

[Pamela]

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

[Russell Brunson]

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

[Pamela]

No.

[Russell Brunson]

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

[Pamela]

You have anything right now we have about 1500. And I was doing ads, but I stopped them because something crazy happened where it automatically jumped to like $27 or something per person. I didn't understand it, so I just stopped it and said, let me just keep with my, my training with you and until I get to that point.

[Russell Brunson]

So if you look at what the Wealth Twins did in Primer program, they had the list the same. Like they, I think they had like 2500 person list. So each week while they were learning this webinar, they would email like 250 people from the list and just invite them, get them on the webinar and then they had a chance to do it. And then they, afterwards, because they didn't know, you know, why is my offer not converting? So they would ask the people, like, why didn't you buy? Like, oh, you're looking for this? They tweak the offer. The next week they did the next 250 people and then the next two. So it took them like, I don't know, two, two and a half, three months before they hit the entire list. And then that point they started back over the first part again. And they have some time just to keep testing this amongst their, their audience there and learn it out. And that gives you a chance to like really perfect the presentation. And then hopefully that in that window you've made a bunch of sales. Now it's like, now we can invest money ads, we can hire somebody who runs ads for this. Or maybe it's, it's focusing more on organic or maybe again, I don't know if you read Traffic Seekers book, there's a lot of ways to get traffic. And it's not always paid ads is the best. Like we didn't buy our first paid ad and clickfunnels for two years. The first two years is me just networking with people who had customer lists and doing joint ventures where they would promote the webinar. We split the money 50 50, you know, and so there's a lot of different ways to do it. But I think for right now, if I was you, I would try to simplify things and just say, okay, I'm gonna email, you know, a fifth of my list this week and Thursday I'm doing the webinar and I'm gonna get as far as I Can and I'm do my best. And Monday I got a call, but that's easy. But the next week, all I'm doing is focus on the webinar. I'm gonna email the next 200 people on my list. I'm gonna be going through the training, get as much as I can to make the webinar a little better. This time, I'm gonna pitch it again and just keep doing that until that presentation is. Is rock solid and keeps converting. Does that make sense?

[Pamela]

That makes sense because right now I've been marketing to those who signed up for the ads, which is like 800 some people or close to a thousand. So I just. Every week. Because I've been doing this webinar every week since January.

[Russell Brunson]

Mm.

[Pamela]

So I guess that's okay. Yeah. No, you're saying break it down even.

[Russell Brunson]

Further, though, which is the email the same list every week. Eventually they've seen the same ad every week for you know what I mean?

[Christopher]

Yes.

[Pamela]

Yeah.

[Russell Brunson]

So it's like. Yeah. How did you build your list?

[Pamela]

Initially, it was the ads. It was organic. Let me say that. And then when I started running ads during the summer, it started picking up. So we have a little over 1500 now.

[Russell Brunson]

Okay. Organically, where were you doing organic social media?

[Pamela]

So LinkedIn, Instagram, Facebook.

[Russell Brunson]

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

[Pamela]

Facebook has, I would say.

[Russell Brunson]

Okay. Organically.

[Pamela]

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

[Russell Brunson]

Okay, so I say then I would pick one. So, like, because you start getting. I mean, you need to have a organic presence too, to start. Keep bringing leads in and new. Like, bring new blood in. So I'd only focus on one. So I wouldn't focus on LinkedIn and Instagram and TikTok and Facebook. Facebook's the best one. I would shut everything else and just focus on that one platform and just start. Start going live there. Just talking about, like, I'm creating this presentation and check it. I found out I found this really cool thing and then share an idea and, like, there's one register. Check it over here. And next day, like, okay, I'm working on my presentation for this week, and I was doing some research, and, like, so and so said, this cool thing is amazing. You're gonna. I'm so excited for webinar this week. And just keep, like, doing that free organic stuff, just, like, seeding what you're doing is showing your excitement, showing your energy and it'll start growing and that'll start getting people coming back to you. You know what I mean? Yes, but that's what I was doing because while you're in this testing process, you got the list you have right now, but also just doing organic stuff. Don't worry about, you know, the ad game is a whole new game you gotta learn. But I wouldn't focus on that right now. I'd focus on just doubling down in your one spot. You may be doing something fun with your, with your, your clients who do refer people and like, and you know, do a call especially with them and ask them to refer people and you'll pay them half the money if anyone buys. And like, you know, there's a lot of little things like that you can start doing that don't cost any money to kind of leverage the resources you currently have.

[Pamela]

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

[Russell Brunson]

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

[Pamela]

Will do. Aiming for that 2 comma club, not aiming it. That's my goal this year.

[Russell Brunson]

That's awesome. I love it. Do you ever get one of those.

[Dante]

Ads that makes you go, why am I even seeing this? Not long ago I kept getting served ads for these super fancy chef grade pots and pans, like premium artisan cookware. And I'm sitting here thinking, you guys, I barely even know how to boil water properly. I'm more of a protein bar and a podcast guy now. I'm not knocking the product. It just wasn't meant for me. And the real problem is that the company probably paid good money to show me that ad. And that's why I always tell marketers that relevance is everything. And that's where LinkedIn ads comes in. This isn't your average ad platform. It's a network of over a billion professionals. And targeting options are insane. You can target the exact buyers by job title, industry, company size, role, seniority, even skills and company revenue. That means your message gets in front of the right people, not someone who thinks that instant ramen is gourmet dining. Now, if you're serious about B2B marketing and not just throwing spaghetti at the wall hoping it'll stick, then you've got to be on LinkedIn. And here's the best part. LinkedIn will give you a hundred dollar credit on your next campaign. So you can see it in action. Just go to LinkedIn.com clicks that's LinkedIn.com clicks terms and conditions apply only on LinkedIn ads. If you've been following me for any amount of time, you know I always talk about as you're growing and scaling your company, the most important thing is finding the whole, not the how. Who is the person that can help.

[Russell Brunson]

You drive more traffic?

[Dante]

Who is the person that can be your CEO? Who is the person that can build your funnels? Understanding the who will dramatically speed up the growing and the scaling of your company. Now, the best place to find the who's who can help you with your vision is Indeed. When it comes to hiring, the right who's Indeed is all you need. Indeed gives you the ability to stop struggling to get your job post seen on other sites. Because Indeed's got a sponsored job listing where you can stand out in front of your dream hires. With these sponsored jobs, your post jumps to the top of the page for your relevant candidates. That means your funnel builder is going to see it. That means the person driving traffic to your funnels is going to see it. It means your new CEO or CMO or whatever you're looking for is going to see the exact ad for your business as soon as they open up. Indeed. And that makes a huge difference. In fact, according to Indeed data, sponsored jobs posted directly on indeed have 45% more applications than non sponsored jobs. One of the things I love about Indeed is it makes hiring so fast. You can post the job and within minutes you're getting applications who are coming in looking to become the who inside of your business. Prior to that, I was often posting my help wanted ads on Facebook and Instagram and getting tons and tons of responses from unqualified people who had no idea what they were doing. Whereas Indeed, again, they're only being seen by the exact person I'm looking to hire now. With Indeed sponsored jobs, there's no monthly subscriptions, there's no long term contracts. You only pay for results. They may be wondering how fast is Indeed? Well, in the minute I've been talking to you. So far, 23 hires were made on Indeed across the Indeed network. So there's no longer need to wait any longer. You can speed up your hiring right now by going to Indeed and listeners of the Show Get a $75 sponsored job credit to get your job more visible by going to indeed.com clicks. Just go to indeed.com clicks right now and support our show by saying you heard about Indeed on this podcast. Indeed.com clicks, terms and conditions apply. Are you hiring Indeed is all you need.

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

[Russell Brunson]

Like, how do you, how do you.

[Dante]

Get the right people into your world then to take the next steps with you?

[Russell Brunson]

Yeah, that's interesting. I think, I mean, the overarching strategy is like any of you guys, me include as a visionary, we cast a vision, right? And people, they see a vision, they want to plug in, right? So it's like we launched the clickfunnels movement a decade ago. Like, we were cast the vision and here's the thing, and I was talking about time and we're sharing it, like, and from that we attract a lot of people to us. And what's interesting, when people get attracted to me or to my world, it's. It's not always people who are going to become like, they want to go launch their own business, make a billion dollars, right? There are people who like, are entrepreneurial, but for whatever reason, maybe they want to be. We call them entrepreneurs. Like they don't want the risk of maybe starting something else, but they love this idea and the concept. They want to do it inside of, you know, what we're doing, which is amazing. So we've got, I don't know, 350, 400 people. And I'd say the majority of the team that we have, as you know, Dante, are very entrepreneurial. Everyone's got side hustles, everyone's here. But they also like the stability and security of having, having a job. And so like, I love hiring entrepreneurial people who are entrepreneurs because, because like, I don't know, you guys are. We're entrepreneurs. Like we get more done in a day than most humans get done in a year. And so it's like I'd rather have a whole bunch of them than a bunch of non entrepreneurial people, right? And so I think that's a big part of it and sometimes we just open opera. In fact, I remember a couple times, like, I remember the first time we opened up customer support roles. People that applied were people who are using the platform. They had success, but they just, and they loved it. They just wanted to serve me part of the mission. They, they like, I just want to help these people because I like, I'm these people, but I love it. And they just wanted help. And, and I was confusing at first. I'm like, I'm like, you're trying to build the funnel. Why would you want to be support? Right? Because I just love this mission and this vision. Like, I want to help everybody do this. And, and that's what they wanted more than like them launching their own brand. They love supporting people who are launching and so on and so forth. And so I say, like so many of our great hires and people who've been here for a long time who are like the needle movers didn't necessarily come from a help wanted ad. They came from people in our community already. And when we opened up opportunities, they came in. I mean, a good example on the coaching side of our business, Bill Allen is someone who, he built a hugely successful real estate coaching company. He's been in my, my highest, like, he paid $250,000 a year being my highest level mastermind. And then I opened an opportunity for, I was looking for someone to be a CEO and he put his business on the side and came over to me. I'm like, why are you doing this?

[Dante]

You have a hugely successful business.

[Russell Brunson]

You paid me more per year to be my mastermind than I'm going to pay you to be the CEO of our company. He's like, I just, I love this community. I'm being part of this. Like, this is more exciting than my business. I'm like, it doesn't make any sense to me. But like, that's how I think you get the right people, is you cast a really cool vision and you create opportunities within your business for them to grow and develop. And that's how you find that they're great people. So I always tell people when they're getting the first few hires, especially it's like, go to your existing fan base and community because most of those people, there's just, there's people there who, who are following you because they're obsessed with what you do. And if there's an opportunity for them, they would drop everything to do that because they just love the mission and the vision. So I think it's casting a hardcore vision and it'll attract your customers but also attract your entrepreneurs as well.

[Dante]

That is awesome. All right.

This.

So glad Fridays are back. This is amazing.

[Russell Brunson]

It's so good to be back in Zoom.

[Dante]

I get to see your guys faces.

[Russell Brunson]

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

[Dante]

Much so man, not a chance. This is, this is the stuff right here. Okay, so hey, I want to hop over to hk. HK had a fantastic question and I don't know why it's not letting me spotlight you hk. But hey, feel free to unmute and let's talk about it. I'll read HK's question why they get set up. They said I have a high ticket coaching program. $1999. I did some webinars but no sales. My question during the webinar, should I share the price of the coaching or should I ask to book a call to discuss the one on one? What are your best practices?

[Russell Brunson]

Good questions. Okay, so a couple things. Number one, have you gone through the perfect webinar training that's inside of the one formal challenge? If not, go through there because you'll learn how to structure the script. So yes, 100% time. I always share the price when I'm doing my presentation. As far as pushing to a call versus just doing a straight sell. So this is something what I found because both work typically it's like do you want to have a sales team or do you want to be taking phone calls? Me personally, I am scared to debt my number one fear. It's funny, most people's number one fear is like speaking public speaking. My number one fear is calling someone on the phone. I hate it. That's why I make you guys Dante. Like I don't talk on the phone. I can do voxer because I like, I hate phone calls. And so like I've tried to build a business. We don't need phone calls. And so we've sold everything up from you know, thousand dollar offers to $10,000 offers to literally a million dollar offer with a presentation and no salespeople. So there's a false belief people have like just sell, you know, sell over a certain price point. You have to have the phone. You don't, you just have to get really good at presenting. But some people love having calls. They love doing phone calls. If that's you and your person, then yeah, drive it to a phone call. If you drive the phone call, you're not necessarily saying the price. You do a little bit more of a blind offer. And you can push through a phone call and do the phone call, but you're at 2,000 bucks, which is realistically, it's not high ticket, that's a mid to lower ticket. $2,000 is an easy price point to sell on a webinar. Direct one little secret ninja hack and then I'll open it back up if you ask me follow up questions. We did this on our selling online challenge. We're selling a $10,000 offer without a call center. And so what we do, we push just directly someone go pay ten grand or a payment plan. But we made a shift 60 days ago that changed the game for us. We had people put down a 900 like a thousand dollar deposit to lock in their space where they, if they don't lock into space for a certain time, they lose the ability to have lifetime access. So there's some urgency and scarcity, but they put it on down payment and then on the next page then they pick a payment plan or whatever. But that got people to move quickly. So my next $2,000 webinar, I'm crafting it right now. I'm gonna do something very similar where it's like a $2,000 offer, but right now you gotta go do a hundred dollar deposit or 200 or something like that. Because that gets people to move, gives them urgency and scarcity. It takes away like, like, oh, okay, do I need to call my bank? Do I gotta talk to my spouse? It's like I need to, I need to get the unlimited bonus. So go lock it in really quick, you know, boom. And then on next page they can then call your wife, call the credit card company, move things around. But it gets people to move quickly. For example, again, on selling online on a traditional day, like day of the pitch, we would sell on average like 30 people by day to number one. We shifted to this thousand dollar deposit. In the last Cohort, we sold 120 people on day number one. So it was like whatever, 4x sales by just tweaking the way the offer was. And I've never done it yet like a 2000 offer, but 1 million percent, my next one I'm doing, I'm doing it that way because it works so efficiently and so effectively. So anyway, there's a couple ideas and so if you have any follow up questions now I can see your face. I'd love to, love to hear them.

[Dante]

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

[Russell Brunson]

Yep.

[Dante]

Cool.

[Russell Brunson]

Yeah.

[HK]

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

[Russell Brunson]

Okay.

[HK]

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

[Russell Brunson]

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

[HK]

So I'm in technology and I help people land a technology job, basically working from a different background. And this is basically from whatever they are doing to a six figure job. This is a first six figure job.

[Russell Brunson]

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

[HK]

Sure. Thank you. And one last question. Like when you say 18 is a lower number. So in what, what kind of numbers you have seen like people joining webinar, how much conversion do we see usually in webinars? Because this is all organic. I did not run ads to bring these people into my webinar. I created a Facebook group which is like 4,500 people so far. And I have an email list of 2000 ish. And these people basically come from there. These are all. They know me, they came through that. I just want to understand like next time if I target a webinar, so what's the number of people I should target? And then basically what's the conversion rate you have seen in webinars?

[Russell Brunson]

Cool. There's a couple different numbers. It changes industry by industry. So it's not a hard set number. But I look for is when I want to, when I want the presentation, when I get to the stack and the close, I want 10 of people who are there to buy. So if I, if I get to the spot when I'm transitioning to sell, I always look a number. If there's, there's a hundred people, at least 10 should buy. If there's a thousand people, 100 should buy. So that's kind of the, the metric look there. I'm trying to reverse engineer because based on per registrant, I'm trying to get better now like with, with selling online. We did all based on per registrant, someone who's buying 100 tickets selling online. We get 5.5 of people who buy that to buy the ten thousand dollar upsell in a webinar. If we're at 10% there, our show up rates like 25% one of four. So you're looking at ten, like two and a half. So it would be like two and a half percent of registrants would buy your offer. I think that's, I think you know two and a half to three percent of registrants. I think that ends up being what should buy. My math might be wrong, but I think I'm right.

[HK]

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

[Russell Brunson]

Thank you. Well, thank you. We appreciate that. Where, what country? Where are you at? Where do you live?

[HK]

Right now I'm in Canada.

[Russell Brunson]

Okay, cool. Very cool. Great to meet you and hopefully we'll see you on more calls.

[HK]

Yeah. Thank you.

[Dante]

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

[Christopher]

Hi. So happy to see you again. And thank you for everything you gave to Funnel Hacking live and everything. I was so glad to come and it was a special moment. So moving, so fun. Thank you. And also a couple of days ago when I was so overwhelmed and with emotions, I watched the, the ofa evolution and the, the old one when you talk about all your bumps and everything. So helping actually. And you know Dante, you, you said what helps? What give? Well personally what I love in what you do. Sorry I moved Russell is you're authentic too so we can relate to you Dare to be yourself. So that was. Really helped me from helping for me to not to keep the mask and try to be very professional, but also to dare to be oneself. Very helping.

[Russell Brunson]

Yeah. Thank you. I appreciate that.

[Christopher]

I wanted to ask you a question about how to. I've been following you for. Since 2020, worked a lot of things you give. And I'm still following the track of results first. So it took me time to get the results and to be sure to have great testimonials and the path and everything to be set up so that the new clients would have the things to be very easily and I would market everything and know exactly what it brings. Because before I didn't exactly know. So it took me some time. And you know, you. You said in the. The channel, in the funnel, we have to finish the bridge and stop starting every bridge, even. Even yours. Not easy. And I've realized it's hard for me to sell one too many. I. I really suck at it. I'm more at ease when I speak to just one person and I tell her exactly what she needs. Because with the script, you listen to their problems and you know what in your offer, what stock you can make for them exactly at this time. First, this and that. So when I try to do one too many presentation, it's hard for me to do it in one time.

[Russell Brunson]

So I've.

[Christopher]

I've tried, but I kind of sabotage and do not very clear. So I wanted to. I was wondering if it was okay and if you could help me to do that. If I do two steps. For example, if in the first part I do the demonstration, everything, the four stories, backstory and everything. And then in a second time I meet them and I close or I make them a video cell where there is the stack recorded already. Because when I do it live, I take very much time. It took me. Takes me two or three hours this day. And I feel like here now I'm gonna talk to them and I'm gonna try to make them buy and I lose the thing. And if you have advice on that and if it's okay, if I could respect the webinar and everything, but do it in another way.

[Russell Brunson]

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

[Christopher]

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

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[Russell Brunson]

As a contractor, I don't pay for materials I don't use.

[Sarah]

So why would I pay for stuff.

[Russell Brunson]

I don't need in my mobile plan? That's why the new my biz plan from Verizon Business is so perfect. Now I can choose exactly what I want and I only pay for what.

[Dante]

I need right now with my biz plan.

[Russell Brunson]

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[Dante]

Discounts, taxes, fees, economic adjustment charge and terms apply.

[Russell Brunson]

Offers in June 10, 2025 she said when you go to the stack and the close, it takes you three hours to do the stack and the close.

[Christopher]

I no, it took me less, but I was just teaching very much. And then.

[Russell Brunson]

You'Re breaking the rules of the perfect webinar. You're making it not perfect by teaching.

[Dante]

Yes you are.

[Christopher]

No, I was teaching through the stories.

[Russell Brunson]

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

[Christopher]

Okay, I'll try that.

[Russell Brunson]

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

[Christopher]

No, not really, but I'm going to search and I try to see.

[Russell Brunson]

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

[Christopher]

So they have to speak French too.

[Russell Brunson]

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

[Christopher]

I mean, you recently you've been using yourself by putting a video of one of the previous stuff you've done inside of, for example, online selling online or the FHA FHL encore, maybe I could do that. I mean, it's when I'm just with them, I just want to be with them. But I'm okay to, to do my stack and everything. But if they're just one of them and I'm talking to them or if it's pre recorded maybe, and that's a great idea.

[Russell Brunson]

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

[Christopher]

I'm gonna be able to master the time too. So.

[Russell Brunson]

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

[Christopher]

Great. Thank you so much.

[Russell Brunson]

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

[Dante]

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

[Russell Brunson]

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

[Dante]

Yeah, a couple more weeks of this, I'm gonna be in trouble. Telling too many stories. Hey, we're almost to, almost to 1:00, but we got Christopher here. Let's grab Christopher.

[Russell Brunson]

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

[Sarah]

Hey, Russell. How are you, bro?

[Russell Brunson]

Doing so good.

[Sarah]

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

[Russell Brunson]

Great question. So I love books more than anybody on this earth. But books are obviously writing a book takes a long time. There's fast shortcuts nowadays. But also like book funnels are great as like a number two funnel, like that push, you know, like selling a book. We don't make a lot of money in our book funnels, but they're great to like break even, to push them now into a webinar funnel. We're going to make money, you know what I mean? If, if I was you, I would go straight for the jugular. Like the webinar funnel is great because number one, it'll start building, start building a list when people register. Number two, they have a chance to spend 90 minutes with you, which is what builds the community and builds the rapport. And then on the back end, you sell the course But I would not create the course yet. Okay. This is the problem people make is they want to create a course, they spend six months create a course and then they create the wrong thing. So instead I would, I would, you know, through all phase the same process, it's like, all right, figure out what the offer is going to be. Don't create it yet, but figure out what the offer is going to be. Create the presentation, then launch it and start selling it. When we launched ClickFunnels, the core offer was a six week or eight week course, a six week course called Funnel Hacks that I had not, had not created yet. Right. And so like we just talked about, I was like, this is gonna be live training starts in four weeks and the next week is like, starts in three weeks, the next week starts in two weeks, you know, and, and then we sold a whole bunch of people. And then when I, when I started teaching, it was great because there was an audience. And then what nice about that is then I was like, here's module number one, what questions you guys have? And they tell me all the questions. And I would just, the training would just be answering the questions and I looked like a genius even though I was just answering their questions. And like that's, that's the easier path to do it a hundred percent, you know what I mean?

[Sarah]

So they're not going to be looking for, you know, six modules up front. You know, I can kind of like break like. All right, just say that this is what it is, this is the course. And then kind of gear is live training.

[Russell Brunson]

Live training. We're starting June 1st. It's gonna be amazing. Just like college. Like my daughter's signed for college right now and we're paying for it and her class is until August, but I still gotta pay for it right now, you know.

[Sarah]

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

[Russell Brunson]

Depends. So that's a loaded question. Depends on you, like your resources. Like I tell people, if you have more money than time ads. If you have more time money. I don't know you well enough to know which one's better, but. Or the other one is like finding partners. Like, you know, doing, finding somebody who's their audience is struggling with anxiety and having them promote the webinar, you know, that's, I mean that's. Honestly my preferred is finding partners because it's the easiest and the fastest Way to make money. But you gotta be. Someone wants to network, which is also, you know, so it kind of depends on.

[Sarah]

Yeah.

[Russell Brunson]

Which path is most likely you think sounds the best for you.

[Sarah]

I probably want to get this going quicker than, you know, social media would probably allow. So I'd like to put some money into it to, you know, kind of get it going a little quicker. You know, I don't know if, you know, partnering up with someone is kind of what I want to do, but.

[Russell Brunson]

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

[Sarah]

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

[Russell Brunson]

A little kick with your anxiety product. Are you focusing on any, like, specific niche at all or just kind of anxiety as a whole?

[Sarah]

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

[Russell Brunson]

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

[Sarah]

But that's awesome. I love that. Yeah, it makes, it makes a lot, a lot more sense now, the way you're putting it.

[Russell Brunson]

Yeah, right. Because that person's gonna go, man.

[Dante]

Huh? Those people, Christopher, they're incentivized for you to close because that's how they make the commish.

[Russell Brunson]

Right?

[Dante]

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

[Russell Brunson]

I would put any money in ads. So keep running jv. So I'm a big believer, like using house money. So even like think about selling online challenge. Seven months ago, very first selling online challenge, I promote my list. We didn't buy any ads. Right, right. Crushed it. Made a bunch of money. I took some of that money, reinvested ads for round number two. But like I've never spent money. Like I reinvest the houses of money. Right. So what I would do is. Same thing, I would do a JV partnership. I would try to do as many as I could, 2, 3, 4. And then from the revenue, I take a percentage of that and then I would, then I would run one specifically just for ads. And then you play with house money as opposed to paying with. You know, I mean. Right.

[Dante]

And what, what would that percentage be? A small percentage. But what is that, is that 5%? 15, 30.

[Russell Brunson]

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

[Sarah]

Yeah. I mean, you want to put as much of it into it as possible, right?

[Russell Brunson]

Yeah, yeah, for sure. So. But that's, that's the easy way. Like, that's.

[Sarah]

Yeah.

[Russell Brunson]

And the other thing that Dante alluded to, but like traffic from JV partner out converts traffic from, from cold ads too, because they're coming with an existing relationship. And so it's.

[Sarah]

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

[Russell Brunson]

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

[Dante]

Right. That makes.

[Sarah]

That makes sense. Makes a lot of sense.

[Russell Brunson]

Yeah.

[Sarah]

Awesome. Thanks so much, Russell. I appreciate everything, man. And looking forward to really, you know, getting forward in this endeavor, taking on awesome, man.

[Russell Brunson]

Well, great to meet you and good luck on the. On the path. It's going to be fun.

[Sarah]

Thanks, bro. See you soon.

[Russell Brunson]

Thanks.

[Dante]

Awesome. All right. Well, man, we are. Oh, look at that. 1:00 on the money.

[Russell Brunson]

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

[Dante]

Russell, hey, thanks so much for being with us today. That was an awesome kickstart to ofa. But Russell, thank you so much, man. We appreciate you more than you even know.

[Russell Brunson]

Thanks, Dante. You're awesome, man. And good luck, everybody. Have some fun building some funnels. The best job in the world. Have a good time with it.

[Sarah]

Thank you, bro.

[Russell Brunson]

Thanks, everyone.

[Dante]

Hey, this is Russell. I had a really cool offer for you right now. Shortly after we launched ClickFunnels, I remember asking some of our top two comma Club Award winners, what would they do if they had everything taken away from it? They lost their name, their brand, their email list, their traffic, everything. All they had was a clickfunnels account and Internet connection for 30 days. What would they do over the next 30 days to get back on top? I asked over 102 comma club winners and from that, 30 people wrote me back and gave me very detailed, step by step battle plans. Day number one, they would do this. Day number two, they would do this. And by the time the 30 days was done, they'd be back on top of the very successful business. Do you want to know what these people wrote? If so, I took all these 30 battle plans and put them inside of one book. You can get free at 30days.com.

[Russell Brunson]

All you gotta do is go to.

[Dante]

30Days.Com and go get a free copy of this book. We'll ship it out to you. Just cover the shipping handling and when you get it in the mailbox, you have a chance to go through and look at all of these detailed, step by step blueprints. All you gotta do is find one of these blueprints that you like, follow it step by step, and when you're done, you will have your own online business done and launched and live. So go get a free copy of one of my favorite books we've ever created at 30days.com. Again, that's 30days.com.