Want to know some of the secret ninja stuff happening inside of ClickFunnels?…

On this episode Russell talks some cool stuff that is happening at the hack-a-thon, including some awesome stuff that is coming up in Clickfunnels.

Here are some fun things to listen for in today’s episode:

• Why Russell realized after many days in a row of wanting to a Marketing In Your Car podcast at 3am, that he is a workaholic.
• How you can now do emails in Clickfunnels and why that is so cool.
• And some other amazing updates coming up in Clickfunnels.

So listen below to get excited about the awesome upgrades rolling out on Clickfunnels soon.

---Transcript---

Hey, everyone. This is Russell Brunson, and I want to welcome you to Marketing In Your Car.

So excited for today. It’s funny, there’s a couple of times I wanted to send you guys messages this week, but to be honest I did a Google Hangout with Todd Brown, the other day. And he followed my Marketing In Your Car at like 3 in the morning when I was driving home from the office. And every night this week I’ve been driving home about 3 in the morning.

I keep wanting to do them, I’m like, no, I’ve got to do it at normal times, so Todd doesn’t think I’m, like, a workaholic. But, alas, turns out I’m a workaholic, and it’s 10:00 at night, I’m heading back in to the office for another one. I think this is the fourth night in a row, but it’s kind of all blurring together. But no, it’s fun. Amazing stuff is happening. We have our whole Ted, Deb, team, and all my partners for ClickFunnels flew in to town.

And we’re, they’re here for, I think, ten days or so. And we’re doing some amazing, amazing, amazing things. And so, because of that we had to put sleep on the back burner for two weeks, then we’re going to crash and just be done. But it’s just, it’s been amazing. Like we listed out on the whiteboard, like, things we wanted to implement. Some new features, new things, bugs we needed to kill.

And just a bunch of stuff like that. And I’ve been watching these guys, and again, I don’t have any skills, so I can’t do much of it. I’ve been watching these guys and they’ve been going through and just, like, crazy things that are amazing. And in fact, it’s 10:00 at night, I’m so tired right now but I’m going back in the office because there’s so much energy and synergy, and things happening, and I want to be a part of it.

I want to, just so exciting. And so, and I don’t do, not that I do nothing. I play my part, but yeah, as far as the technical stuff, they build it on. It’s amazing what they’re doing. So, a couple of just sneak peeks for you guys, you know what’s happening. It’s amazing. So the first thing we finished off with the affiliate platform. Some of you guys know that one of the things that everyone is asking for and that I personally wanted for a long time, was to be able to run affiliate programs through ClickFunnels.

We didn’t really have an option, we had to use a third party system like LeadDyno or things like that. Which are just, they’re annoying to, you know, it’s expensive, it’s another plug-in, and it just doesn’t really work that great. And so finally we decided best, let’s go and conquer that. So, we build it out initially before the actual book launch, and we’ve been beta testing it to the book launchers, it’s been working flawlessly, which has been great news.

I was a little bit nervous, to be honest, but it’s been working flawlessly, and then what’s cool about it is – sorry, I’m filling my gas so all the people around me are looking at me like I’m crazy. You guys know I’m not crazy, right? Anyway, so, yes, because the use of affiliates for the book launch has been working awesome. So first thing when they got here is they worked on finalizing — I picked the wrong gas. Okay.

So we’re talking finalizing the affiliate system and getting all the UI working and everything, it looks awesome. So we’re going to get some beta testers over the next week or two, to start testing it out and see if they can get it to work flawlessly as well. And as we do that, then we’re going to open that up, hopefully soon, to ClickFunnel’s members, which is going to be amazing.

So you can run it on affiliate programs, and it’s pretty slick. So, that’s one of the big ones. That was the first day, we got that all finalized and done. Then we started focusing on what I think was, like, the last missing piece that makes ClickFunnels ClickFunnels. And it was the, you know, engine. The, you know, sequencing. Because you know, if you’ve been using it, there’s a really cool ability where someone joins the list you can have it send out.

You know, these email sequences and just basic segmenting, so, like, auto-webinars like that, they show up at the webinar, they send out this email sequence. They don’t, send out this one. And, you know, if they opt in here then they buy, and you can move them to a different list. You can do some basic stuff but that’s kind of all it was. And then we had this thought about a week ago, before they came out, so, like, what if we did a couple of things?

What if we could create a way where you could edit your emails inside of the ClickFunnel’s editor? And that was the first thing, of a thousand possible. In fact, last night, about 2 in the morning, we may have figured out how to make that possible, and we were all going crazy because it was possible. And as a matter of fact, I just got an email about ten minutes from them.

The email was created in the editor and it’s the most amazing looking email I’ve ever seen, in my 12 years of doing this. Just amazing. So now you have the ability to edit your emails in the email editor, which is amazing. And now, and the next thing to build out is you can do broadcasts, instead of lists. And things like that, which is, like, the last missing piece.

And I can’t tell you guys how cool it is. If you’ve read the Dot Com Secrets book, you know what I’ve been teaching about forever. I always talk about the best way that I think you can do sequencing is someone joins your list, you send out a soap opera sequence. And what’s cool is now you can do that in ClickFunnels. When someone opts in the funnel, you can build out a whole sequence there, in the funnel.

So the initial soap opera sequence goes out over 7, or 10, or 20, or how many days you want to do that. And you can do some basic segmenting. So they buy a product, you can take them off, you can move them, things like that. But what’s cool is that at the end of the segment, or the middle, or wherever you want, you can either copy or delete them, or move them to another list.

And so the next thing I always teach people is that after someone goes through your soap opera sequence, you transition them to your broadcast, like your David Seinfeld emails. And so, but most people it’s like, I can never do that because they’re no auto-responder software that really does that. Where now in ClickFunnels you can. It’s amazing. So as soon as I’m finished with a sequence, you move them so now they’re on your broadcast list, and they get broadcast.

And you can set it where as soon as they, if you want, as soon as they join a new funnels list, you can pause it. It will pause the broadcast emails as you’re sending things out. And then when they get to the end of it, then boom, they’re just back on the broadcast for them. So they’re getting just your soap operas for that funnel and then pause it for the broadcast, or vice versa. There’s a million different things you can do but that’s what I’m going to use it.

That’s so exciting, and just the beginning, like this, that part of the market automation will get better and better. It’s kind of the first phase of it. And it’s just amazing. You can set up sequences where they, so they hit this page, now cue up this, you know, email series to go out. They hit this page, or if they go here, you now have different sequences and different things, and it’s amazing.

Like I said, this is the first big piece in our marketing automation suite. In the near future it will be even smarter where someone joins your list, it will go out there, it will lead score, it will figure out, you know, how many subscribers they have, how much money they make, what neighborhood they live in, whatever it is. All the demographics, cycle graphics, social graphics, all those kinds of things, they’ll pool back in there.

And from that, you can customize your funnels. So you can say, hey, somebody joins my list and they have over 100,000 fans on Twitter and make at least X amount of dollars a year, she’ll miss up so, but if not, she’ll miss up so. So that way, people make over $100,000 a year, so you’re a high ticket upsell where people that don’t only see your, you know, your cheaper upsell or whatever it might be.

I mean, it’s just, it’s amazing. And the best thing is I have different email sequence based on it, and it’s just awesome. So, anyway, but the first step email broadcast part should be done tonight. That was the message I got back from [Inaudible 07:03] tonight, is that all the email stuff is done, so that’s close. I’m going to be beta testing, you guys will see me doing it, and it’s going to blow your mind, so that’s coming. Some other cool things that are coming.

We’ve got the funnel marketplace. I think there will be people, probably people from the sound of my voice, who will make millions of dollars creating templates in ClickFunnels, and selling them through our marketplace. Literally, you can go create templates for realtors, or for info product people, or [Inaudible 07:29]. Whatever you build, that entire template, put it in the marketplace and boom, people can start buying it and you get paid every time someone buys your templates.

Which is going to be amazing. There’s so many cool things happening, you guys, I wish I could share and show all of them to you, but you will start seeing them. Start seeing them really, really soon. We’re excited. We’re aggressively growing, we finally got in some amazing, an amazing new developer help clear up some of the legacy of little issues that have been [Inaudible 07:56], bugging some of our members. And those should mostly be done, hopefully within the end of the month.

And then from that point forward we’re going to be aggressively rolling out the new feature sets, so we can compete with the core systems out there. We can compete with InfusionSoft, we can compete with Ontraport. We can compete with, you know, whoever else is out there in our way. And after these last two integrations done, the fill in email, my business will be 100% in ClickFunnels. I won’t need any other external party, service, to do anything.

And that’s amazing. So, I’m excited, you guys. You know, this podcast is not about teaching you guys anything tonight, or sharing anything outside, just my excitement. It’s some cool new things. Stuff that I wish I could share with the world, but the world is not ready yet. So, because you guys are here, because you’re my faithful Marketing In Your Car listeners, you guys get a chance to hear about the new stuff that’s happening and I hope that gets you excited as well.

So, the other thing, [Inaudible 08:47]. So much cool stuff I want to share with you guys. The new funnel hacking podcast, your funnel hacker podcast, I recorded the first video earlier this week and it’s awesome. So we’re going to be launching that, probably by the end of the week. It might be early next week, though. I have, we have a new on-boarding process in ClickFunnels that has to be done, where we’re giving away these funnel hacker t-shirts.

So I had to get that part of it done, first, before I can launch that. Because they’re kind of tied together. So, working on that, trying to get that done this weekend. So that will be live, and it’s going to be amazing, like, the first steps there, you guys, I drop bombs. I give away hundreds of thousands of dollars of free stuff. And every single week is going to be the same thing. I think it’s going to — I’m proud of it. It’s going to be amazing. So, there’s that.

And then, what else? What else is cool? Funnel hacking event, I hope you guys are coming to that. We have a bunch of our ClickFunnels members who are going to be showing off their funnels. I just finalized a schedule for that, it’s going to be amazing. So if you don’t have your tickets yet for that, please come to funnelhacking.com. It’s in Vegas, at the end of May. It’s basically me, on stage, for three days, teaching the back ends of all our funnels, how we do everything.

The strategies, psychology, I’ll be opening my pages then, we have ClickFunnels members who are making millions of dollars using those types of funnels. We’re going to get them to kind of show off their funnels and let you guys see behind the scenes of their businesses, and it’s going to be so cool. So I’m excited. If you guys like money, and you like cool stuff, you need to be there.

So, anyway, I’m at the office. I’m going to go have some fun for a couple of hours. I’m probably going to crash a little bit earlier tonight, because we’ve got a long weekend coming up and I want to be prepared for it. So I appreciate you guys. Have an awesome night, and we will talk to you guys soon.

A quick update from the book launch, and our two year celebration.

On this episode Russell talks about losing power at his house and in his whole neighborhood. He also talks about how his product launch has been going and what the next steps will be.

Here are some other super cool things you’ll hear in this episode:

• It’s Marketing In Your Car podcast’s birthday and to celebrate Russell announces the launch of a new podcast called Funnel Hacker TV.
• Find out some of the cool stuff that you would see on Funnel Hacker TV.
• And hear Russell’s goal of copies sold of his new book.

So listen below to hear about all the cool stuff that Russell has going on.

---Transcript---

Hey everyone! This is Russell, and welcome to Marketing In Your Car.

All right, so today we were getting ready, and I was actually juicing with Aiden, and we started juicing and all of a sudden VROOM! The whole power in the whole house goes out, and I was like, “Oh, crap! Did we hit a fuse?”

Turns out, the power went out all around my whole neighborhood. Everyone’s power’s out, the school’s power is out, and anyway the kids are having so much fun and going crazy because of the huge power outage.

And it’s funny, like, you know, obviously we know we use power for a lot of things. But it’s funny how much stuff you use power for when you have no power. Like, literally it was just so funny, like trying to do everything, like every little thing you do, like:

“Oh, I can’t do that. Oh, I can’t do that. Oh, I can do that.” Internet doesn’t work, security alarm doesn’t work, the garage door opener doesn’t work, like every single thing.

But luckily I was able to get out the door. Oh man, and I am just hitting the main street, and there are cars lined up all the way out, which means that I’m guessing the power lines… Oh, yep, power [laughter].

The power lines are out, too. This is great. I love this kind of thing. Anyway, so that’s what’s happening in my morning so far, which is kind of cool. Hope you guys are having an awesome day.

I wanted to talk about the product launch. People keep asking me and, “What’s happened? Last I heard, Russell, in the podcast, this was what was going to be happening, and then we haven’t heard back from you.”

So yeah, sorry I haven’t messaged you back. It’s been kind of a crazy life, but things are going awesome. We launched the book last Tuesday, so we can go today, at the time I’m recording this, and in that time we’ve given over -- we’ve sold 8,000 books.

A little more than that, but a little over 8,000 books now, which is awesome, and our upsell-downsell sequence is working magically. We’re averaging… I think we’re averaging collectively about $32 for every book we give away, which is great from the upsell-downsell sequence.

We’re really happy with that, and now we’re starting into phase number two. Which is where we’re getting people from the book sequence into the invisible funnel sequence, which is the second step in our funnel stacking process.

The third step then will be the webinar, the Funnel Hacks webinar, and the fourth step will then be the coaching. So it’s kind of cool to see how the numbers all shake out after all four steps of the sequence, but so far, so good.

Okay, so I’m at the intersection now. There are cops everywhere. [Laughter] There are cops -- oh, that guy, some dude got in a huge wreck. So there’s a guy in a huge wreck, then you got cops out in the middle, like flag people letting one car go at a time type thing.

So anyway, this is exciting! This is like what the end of the world’s going to be like, I bet. The power will be out. It’ll be chaos, cars slamming into each other. It’s going to be awesome.

Makes me wish I was in the prepper market right now. If I was in the prepper market, I’d have my… I’d be going crazy with my free offers. [Laughter] Anyway, it’s kind of fun.

So today, what should we talk about today? There are so many fun things happening right now that I could share with you guys. One cool thing that I think would be kind of fun to let you guys in on is, I’m going to be launching a new podcast, which is cool.

This has been my staple podcast. In fact, my brother told me last week or earlier this week that we just passed the two-year episode from the first Marketing In Your Car upload -- the first download, first person downloaded it.

So it’s been two years that Marketing In Your Car has been live, so it’s technically our birthday today.

So for our Marketing In Your Car birthday, if you want to give us a present, go post on Facebook if you think Marketing In Your Car is cool. That’ll be a great Facebook present, but I’m about to launch a new podcast, and I’m really excited for it.

It’s been called the Funnel Hacker. It’ll be at FunnelHacker.tv. It’s not live yet, but it will be, hopefully, within a week from now. And what we’re going to do in this podcast is, each week we’re going to go and funnel hack somebody’s funnel.

It’s going to be cool, and so I’m going to bring a guest on, and I’m going to show them the, you know, show the four or five, however many different pages in their funnel, and we’ll show each of those pages.

And the person, the guest will talk about each page, what they did, why they did it, the psychology behind it, all that kind of stuff, which will be cool, and then it’ll be kind of awesome. So that’s going to be kind of the process.

Oh, I’m also going to talk about the email sequencing, and also where they’re generating their traffic and their leads from. So it’ll be fun, every single time absolutely going to be a new funnel.

So one week will be a high ticket funnel, one time it’ll be a tripwire funnel, one time it’ll be a membership continuity funnel, and just different things all the time, and I think it’ll be fun for everyone to kind of see behind the scenes.

And then I had this really cool idea, where when after somebody watches a funnel… so you go and you watch, let’s say, someone’s cool high ticket funnel, and after it’s done I always think, like, how do you monetize these podcasts, right?

I have a friend, John Lee Dumas, who… he is Entrepreneur On Fire and he tells me he charges like, it’s crazy, like $3500 an episode for earned advertising fees.

[Coughs] Excuse me. Sorry that my cough’s coming in. So what was cool about it is that, with that is he does a podcast every day of the week.

It’s probably something like three or four a day if I was making that much off each one. So that’s how easy it is with advertisers, but, you know, I’m not big on like going out and getting advertisers and all that jazz.

I would be if I had his following. I definitely would be, actually, but since I don’t, I just do kind of my own thing, and so what I’m looking to do is like, how do you monetize this?

And so I thought, how cool would it be if we show -- we funnel hack someone’s funnel, we show off the whole thing, and then at the end of it I say, “Hey, who here would love this funnel?

“You know, I just rebuilt it in ClickFunnels, and there I have a ‘Share Funnel’ link. You click on that and it’ll pull this, his entire funnel inside your account, and then you can go edit it, and mock it up, and make it look wicked awesome.

“But all you got to do is you got to be a member of our membership site, the Funnel Hacker Pro community,” or whatever it is, and then so get people to upgrade to our continuity membership site, where each time I show off a funnel, they get the Share Funnel link.

And that way, they can go and take the funnel they just learned about, and clone it and do it in their business, so kind of fun. I’m excited for it. It’s going to be super-awesome. So that is the game plan with FunnelHacker.tv, which should be coming out here in the next week. It’s going to be awesome.

So anyway, that’s kind of the main stuff I want to talk to you guys about is give you an update on the book launch. We’re selling books like crazy. Phase one is almost complete. We’re, again, a week in, 8,000 copies.

The goal: I’ve got to hit 11,000 copies. That’s where we’re -- that’s kind of our big number that we’re shooting for. So I think we should be able to get that pretty easily, since it’s a four-week launch, and we’re in week one, and we’re almost already there so it’s exciting.

My overall goal, I think, is sell 20,000 books. I’d be really excited with 20,000 books, so that’s kind of -- that’s the magic number that I’m shooting for, and we’re going to be pushing hard.

We’ve got a whole bunch of people competing for the Ferrari to try to win it, and it’s been really cool, so anyway that’s kind of our game plan.

But anyway, I’ll keep you guys in the loop as things keep progressing. I’ll talk to you guys about phase two in the funnel stacking process, phase three and phase four as they are implemented, but it’s all good.

It’s really fun and I’m excited for today to go and get some of this stuff implemented, and see what’s going to happen when we unlock phase number two of the product launch!

So I appreciate you guys listening. Hope you enjoy this, and again, for the Marketing In Your Car birthday party, if you want, please go share us on Facebook. That would mean the world to me, and we’ll talk to you guys soon.

A secret million dollar education only for Marketing In Your Car listeners.

On this episode Russell talks about his upcoming book launch and what will be included when it comes to marketing his new book.

Here are some fun things to listen for in this episode:

• Some of the things Russell worked on until 3am to prepare for the launch.
• What makes this book so exciting and why you’ll want to get your hands on it.
• And how watching the process of launching this book could be a free education for you and you should pay attention.

So listen below to get excited about Russell’s new book.

---Transcript---

Well, well, well… it’s three in the morning and you’re hanging out with me doing Marketing in Your Car.

Hey, everyone! Yes, yes, yes… it is three in the morning, and it’s raining outside, and I’m driving home, and I’m freezing cold! You may be wondering, Russell, why you up at three in the morning?

And the reason is because tomorrow is a very exciting day. It’s a day that I’ve been looking forward to for a year, and it’s all coming down to right now, and so when everything’s about to happen, you don’t sleep, right?

Sleep is for people who are broke! I heard that in some video one time. Anyway, so three a.m. I’m just leaving the office right now. The book launch is about to start in about 13 hours from now. No 12 hours, 11… 11 hours from now, 11 hours from now we are going to be live, and you’d think…

I’ve been doing this for a long time, like 12… 12-plus years, and you’d think that I would just be calm and like, oh, it’s going to be really, really good. But I’m freakin’ out, like what if… what if nobody wants to promote it?

What if Facebook shuts my ad account down? What if my email list doesn’t go though, and I get hit on UR or IBL list again? What if… like there’s so many what if’s that could happen!

What if… I’m giving away in this contest, and nobody even promotes? What if… I don’t even know what else. There’s so many, there’s so many what if’s, and it’s funny because people are always like, “Oh, you know, shouldn’t be nervous.”

This is whatever, but I am. Like it still gets me nervous every single time. We don’t do product launches very often anymore, and this is part of the reason why. I hated the stress behind them.

It’s nice having a business that makes, you know, a million bucks a month without having to do product launches, but we’re doing one because I felt like this deserved one. It’s my first book, and I don’t know about you, but if you’ve ever written a book, it’s like giving birth to a baby.

Like how much work goes into it, and now that it’s done, I just want people to know about it and hear about it, and so as you know, probably, I’m giving away my Ferrari to whoever can help me “sell” the most books.

I say sell in parenthesis because it’s free, plus shipping offer, and I did a webinar or a podcast a couple, I think last week, about some of the strategies behind what we’re doing.

We’re doing a concept called Funnel Stacking. I invented a new concept called an Offer Wall and a whole bunch of cool stuff coming. Like if you guys want to funnel hack some cool stuff, you need to be watching what’s happening, so I’ll walk you through the process.

I kind of talked about it the other day, but now that it’s done and all the pages are in place, now I know it with extreme clarity -- so it’s kind of fun.

So it begins with my free plus shipping book, and… oh, I’m so proud! Like the video turned out amazing on the sales page. We got really powerful testimonial videos. Well, I could just… it turned out really cool, so I hope people love it.

They get the book, and I decided to put in a three-day workshop that I did with my $10,000 a month clients, or $10,000 a year clients. I almost didn’t put it in, but it’s like you know what?

I just freakin’ want to blow people’s minds. I want to over-deliver times a thousand, and so they get the free book. They also get, it’s like 10 or 12 hours worth of me teaching all the stuff inside the book at a live event, and it’s really good.

Like I honestly could sell that for $1,000 or more by itself, and I’m just giving it away. So, hopefully, that’ll inspire people to come and hang out in my life events more, right? [Laughter] If nothing else!

So that’s the offer. They’re paying $7.95 shipping and handling. It’s insane! So that’s what it starts off with, and there’s an order form bump for $37 bucks: You can get the audio book version as well as a lost chapter, called “The Dream 100,” that I created.

You can get that for an extra $37 bucks, which I think everyone will take that, right? For me, I would take the audio book version, without even thinking twice, like this audio book version.

And by the way, I don’t know if I… I might have podcast about this. The whole week is kind of a blur. But I went and found some guy someplace who had a recording studio and recorded the entire book last week.

Nine hours recording it, and the guy’s been editing ever since, and it’s 3:00 in the morning, he’s just eaten and he’s still not done editing it. So I told him, I’m like, “Dude, this book goes live tomorrow. I have to have the audio book version back.”

So I don’t even really know this guy and he’s pulling an all-nighter tonight. Ah! It’s just awesome! Awesome, awesome guy to get the audio book version done in time! Which is cool, so that’s the thing.

Then my first upsell is my Instant Traffic Systems… Ah! I created a super cool page in Click Funnels, I’m really proud of for my upsell page.

Like it’s the coolest upsell page I’ve ever seen, so I’m really proud of that. Re-did the video, and selling my $197 Instant Traffic Hacks, which is really cool, and the second upsell is my Perfect Webinar System, which is a newer product we just put together.

Perfect Webinar Secrets, it’s a $297 product, and that’s going to be the second upsell, and then that’s kind of it. At that point, they land on the order confirmation page, and on the order confirmation page we had a bunch of things.

First off, I’ve had people come to an invisible funnel style training, which is called the DotComSecretsBlueprint Workshop, where they come in to put their credit down, and they actually go through a live experience with someone on my team, and at the end of it, if they like it they pay $197, and if not they don’t have to pay anything.

On that Thank You page, the confirmation page, which I’m calling an Offer Wall, then we also, I give them three other free plus shipping offers. One is for my DotComSecretsLabs monthly, which is my new $50 a month newletter.

They get a $500 marketing gift for free, if they sign up for that, so that’s kind of a cool funnel -- which, by the way, you should also funnel hack that funnel if you want to do any kind of continuity program.

Then we give them a free copy of the Perfect Webinar script, free plus shipping, and that sales process is super cool, too. Oh crap! I forgot, they were for a mom. I forgot to create that. I was going to do that tonight. [Laughter]

Well, good thing that… Okay, I think tomorrow is coming soon, and then the old DotComSecrets Lab book also is on the Thank You page, and they also get a gift, two-week, free trial access to ClickFunnels.

So it’s really cool, and then so that’s the core funnel, but then breaking off of that there’s four other funnels. There’s the DotComSecretsBlueprint Workshop funnel, which an invisible funnel.

Then there is the DotComSecretsLab’s monthly funnel, which is the continuity, which I talk about in the book. Then there’s the other… the two other free plus shipping funnels.

And so anyway, I’m practicing what I preach in giving people -- I’m trying to lie, to lay out -- is that the right word? Lie out? I’m trying to lay gold out so that, you know, getting the book, people will get insane amounts of value -- getting the training, getting all the stuff.

But I’m trying to -- like I’m leaving hints, I’m leaving clues, and I know that you guys, you’re the Marketing in Your Car crew. You guys listen in. You’re paying attention, you’re intelligent, so you’re going to see that, and I want you to notice the stuff.

Like don’t just go and buy it because you’re in the heat of the moment. Like study it. Look at -- like funnel hack me, you guys!

Like this is gone… I’ve spent like insane amounts of time, putting this all together, and you know, it could bomb, it still could bomb. I hope it doesn’t bomb, but it could.

If it does, that’s fine, but there’s a lot of strategy and thought and stuff that went into this and I’m proud of it. And I think that for those of you guys who were paying attention, you’re going to get a free education just watching the process, so make sure you do.

Anyway, I’m home, I’m tired, and I’m awake at the same. It’s one of those weird feelings. So anyway, I’m going to go try to crash for three or four hours and get back up, and then get this launch out the door!

So I appreciate you guys listening in. I hope that you take some time and watch the process. And that if you do, it’ll be a little secret gift I’m giving you guys because you’re Marketing in Your Car fans and listeners, and I appreciate you guys.

So thanks again, and we’ll talk soon.

Just super grateful today for the gift of entrepreneurship…

On this episode Russell talks about the opportunity he had in the last few days to sell his Neuracel business. He also briefly mentions the birth of his new baby girl.

Here are a few other cool things you’ll hear in this episode:

• How Russell was able to hold in his hands the biggest REAL check he’s ever seen.
• How he will still be able to have a hand in the Neuracel business even after having sold it.
• And why we should all be grateful for our opportunities and blessings that come from being entrepreneurs.

So listen below to hear about Russell’s exciting news.

---Transcript---

Hey everyone, this is Russell. It's really late at night right now. I'm driving home, and wanted to say, "Hey," to all my "Marketing in Your Car" followers.

Hey, everyone. First off, I appreciate you guys listening, especially this late at night. [laughs] I know it's probably a normal time of day for you right now, but I probably sound a little tired right now. I'm driving home from a long day, after having our new baby, baby Nora. It's been kind of insane on our side. My wife's got to take care of her, obviously, and I've got to take care of four other kids, so it's been crazy. [laughs]

We had football games today and birthday parties today, and I was driving around all day, and then I went and picked up food, and then came back, and then I just went grocery shopping, and now I'm coming back. Anyway, I'm kind of worn out, but just wanted to smile for a little bit and say, "Hi," to all you guys, because things are good. Things are fun.

We did something really exciting on Friday. I've been working like crazy trying to get everything done for the book launch, and I'm so excited for you guys to see that. I think it's going to be really exciting. I did a podcast a little while ago about the whole funnel stacking concept and everything. I think you guys are going to enjoy just seeing the process, and so again, funnel hacking, when I do it, but notice that it's a deep funnel. You're not going to see it all in one day, and so pay attention, take notes.

Anyway, I'm excited for that. The other exciting thing is that as I was rolling in things happening and craziness, and it was a crazy week. I had our Decade-in-a-Day on Friday, which is like we do these one-hour consult for our new incoming members, and so I did six of seven of those, and just all this stuff, and then at three o'clock in the afternoon, I jumped in my car. I drove over to this big legal building, and had to go get name-carded and get someone to buzz me in the building, all these things, and went up to the top floor overlooking all of Boise. It was beautiful, and I was there with one of my friends who just purchased Neuracel from us. It was kind of crazy. We signed paperwork and it was interesting, because I've been really excited about this for a long time, and I was freaked. I've been nervous on it. I feel the same way like if I sold a house to somebody. I feel nervous about if they're going to like it, are they going to...all those kind of things. And so part of me's been nervous about that, "Is he even going to like this? Is he going to be excited? What is...?" Those type of things.

I remember I was driving there and I got a Vox from him saying, "Hey, we just got the cashier's check. We're so excited. We're going to come to meet you," and I was just like, "How cool is this?" What a cool win-win. It's exciting for him to come and buy this company from us, and it's so exciting for me to be able to sell a company, and I feel like we created an offer that was a win-win for both of us, where it was a really good win for us, it was a really good win for him, and just a great experience all around. It was so cool. We went up there in the building, signed the paperwork, and he handed me a check, the biggest check I've ever seen in my life that was a real check. [laughs] Just so exciting.

So I'm just grateful. I'm grateful for the gift we have of being entrepreneurs where we can invent things and create things and try to provide value to the world, and what's cool is that when we do it right, and we do it the correct way, we get the world, the market, whatever you want to call it, that we're selling these things to, that we're putting the value and the ideas out there. They reward us by giving us money, and for me, I've always focused on the customers giving us money, which has been really fun, and it's just cool to see somebody else's value of something we've created enough and be excited enough that they actually want to buy it and own it. Anyway, for me it was just a big day, something I've always wanted to do, first time ever.

I've sold websites before. I had sold one website for a little over $100,000, I think $114,000. That was my biggest. I think that might have been the only website I've actually sold, actually. No, I think I've sold two. Anyway, I've only sold a couple of websites here and there. This is the first time I've sold a real business. I've always wanted to do that, and it was just cool to see the process and see the whole thing, and to see the finality on our side of seeing this thing end. We'll spend the next couple of weeks transitioning it over, and what was cool for me is that one of the people that bought it is actually one of our coaching students, so I'm going to have a chance to be able to still have my hand in the business a little bit through proxy, through sharing ideas and stuff. It just makes me happy that I can still be part of it, even though it's not mine anymore.

Anyway, it was really fun and just grateful to be an entrepreneur. I hope you guys are grateful for this opportunity as well. I know that some places in the world, this is not possible, and other times in history when this was not possible, and we just live in such an amazing day and age, and I'm so blessed and grateful to be here and to be able to have a life like this, and an opportunity like this. I think all of us are so blessed to be living in a time and a date where things like this are possible.

Anyway, I'm just grateful, and so I want to share that with you guys, and I hope you guys are grateful for this blessing of entrepreneurship that we all have, and sometimes, some ideas that we have make money, some don't. Some lose a lot of money. I think I've probably lost more money than most people ever dream of. [laughs] But every once in a while, it works, and that's what makes it all worthwhile. Anyway, just like I said, I'm grateful to be an entrepreneur, and I want to share that with you guys tonight. I hope you're grateful as well.

Just got home. The garage is shut behind me. I'm going to do in, and take the groceries in, give all my kids a kiss, and tuck my little baby into bed, and I'm going to pass out. [laughs] I'll be ready for next week when we do the last phase of our preparations for the product launch. I actually rented a studio. It's like a professional recording studio. I'm going to go on Tuesday and record the audio version of my book, so I'm just excited. So much fun stuff.

I appreciate you guys listening as always. I'm going to go in, crash. Just be thankful, you guys, again for this gift that we have of being entrepreneurs and the ability to create and to give and to share and to serve. I'm grateful to have that chance with you guys.

So thanks again, and we'll talk to you guys all soon.

The four funnel sequence we are using to launch the DotComSecrets book.

On this episode Russell talks about his new Funnel Stacking book. He mentions his plans for the marketing the book.

Here are some of the exciting things you’ll hear during this episode:

• The name of the book and why it was chosen.
• The way Russell plans to market the book.
• What the three core funnels are and other interesting things in the book.

So listen below to hear about new Funnel Stacking book.

---Transcript---

Good morning, everyone, I want to welcome you to the inside of my car.

Alright, guys, so, today I wanted to — I’m actually driving to the gym right now and I had an idea to share with you guys. So, some of you guys know I’m launching my book in two weeks from yesterday. So we’re going to try to hit the New York Times Best-Seller List, among some fun stuff and anyway. So I’ve been working on the funnel, and I’m really excited for it and thought I would share with you guys, because maybe it will give you some ideas on your own.

So, first thing is I decided instead of just doing one funnel, I’m going to try to do funnel stacking. I think that this is going to become a bigger trend for people, especially after we kind of do it this week, or during this launch. So, there’s basically going to be four funnels inside of this funnel. So, it’s like a dream inside of a dream inside of a dream, right? So that’s kind of the idea. We will call it funnel stacking.

That’s kind of a cool name. Anyway, so the first funnel is going to be the book launch. So the first thing is going to be a book. It’s going to be free plus shipping, and then we’ve got an order form bump. If you don’t know what an order form bump is, I think I did a podcast, like, a few months ago about it. And actually, we’re about to launch a new dot com secrets monthly continuity newsletter.

And my due, the very first issue is all about the order form bump. So, it’s a really cool thing. Basically it’s like someone puts in there, like, step one in the sales page says “Where do you want us to ship you the book,” then step two says “What’s your credit card.” And then right before the submit form there’s a little bump there that says “Hey, how would you like to add this to your offer for an extra, whatever, $37?”

So for ours, what we’re doing is, I mean, going back before that, I think I figured out a perfect order form bump. So the order form bump is going to be next Tuesday I’m renting out an entire recording studio. I’m going to record an audio version of the book, so I have, like, an audio version. And then I just run a bonus chapter of the book, the lost chapter, called the Dream 100, just how to get leads into your sales funnels.

And so, what I’m going to do for order form bumps is “Hey, how would you like to have the audio book version of the book plus the lost chapter called The Dream 100, How to Get How Many Leads Into Your Funnels, for an extra $37?” So, quick, here’s a boom, a $37 order form bump, which I think will crush, I think we’ll get half the people to buy that. So, that will be cool. Then the first upsell we’ll probably make in some traffic systems, and the second upsell will probably be the Perfect Webinar systems.

So that’s going to be the kind of the initial, like, sales funnel number one, right? So that happens first. And then we transition over – I think I have allergies today, that’s why I probably sound kind of funny. I’ve been sneezing all morning, so I apologize for that. Okay, then, so after we finish that one, then we transition over to sales funnel number two, which is called Will This Work In Your Business, or This Won’t Work in My Business, something like that.

And so, yesterday I actually filmed, I spent about eight hours filming this workshop that basically takes what’s in the book. We have a blueprint called the Dot Com Series Blueprint. And basically, it’s a blueprint where I took a group of nine people through yesterday. And one was a realtor, and one was a chiropractor and one was a info product person, one was a coach. So we had, like, a lot of different types of businesses there.

And so we went in there, and taught this process where Grayson took everything from inside the book but broke it down into, like, what’s the first step, second step, third step, fourth step. So they had very, you know, very straight line to where they were starting out to where we’re going. And so that was kind of the event. And so, we’re going to be doing an invisible funnel version of that event for people, where basically it’s $0 and then they pay $197 afterwards, if they love it. And so that will be the second funnel.

And then we’re actually doing those live. We’re going to have, we’re going to be having small group classes. It will be like one facilitator for ten people facilitating these little classes, like I did yesterday. So it will be really, really cool. So that will be funnel number two, it will be the invisible funnel. And that goal there is, you bought the book, here’s how to [Inaudible 04:18] liking this book until you, to make it work for your type of business.

Funnel number three then is we’ve got this really cool hand sketch video called The Death of a Website, talking about how websites are dead and sales funnel is the new thing, and it gets people to register for the Funnel Hacks Webinar. So that would be the third funnel in the process.

And then funnel number four, in the process, will be, we filmed the video yesterday with Mike Stanczyk. And you guys, if you listened to yesterday’s podcast, you heard kind of his story. So I think we’re going to call it Rick Kid, Poor Kid, or something like that. And it’s him telling his story about his experience with our coaching program, and from there we’re going to be selling our coaching program.

So that’s kind of the game plan. That’s what we’re doing. So it’s going to be kind of fun to see. In our old funnels, because it was one funnel, we had averaged, you know at Dot Com Use Labs we had averaged about $40 per book in the sales funnel. And this one, I’m really excited to see, I think will be, you know, who knows, it will be 2, 3, $400 per book. It’s really in that funnel sequence, the funnel stacking.

So, anyway, we’ll see. I’ll let you guys know as it happens, but it’s kind of an exciting time, you know. So I’m at the gym now, have a great day, you guys, and we’ll talk soon.

Two guys joined our “Inner Circle” on the same day, one quit. Where are they at now, 12 months later?…

On today’s episode Russell tells a story about a friend of his, Mike Stazyk, who took a risk and how it paid off. He also talks about why taking risks is important for growing your business and how to set Lead or Gold deadlines.

Here are some interesting things you’ll hear in this episode:

• How Mike Stazyk took a risk by spending his college tuition on something that could make or break his business.
• Why Mike’s friend who didn’t take the same risk is still struggling with his own business.
• And why setting Lead or Gold deadlines is important for growing your business.

So listen below to hear an interesting story about a kid who went from knowing nothing about marketing to making it big by taking some risks.

---Transcript---

Hey everyone! It’s Russell and it’s literally three in the morning right now. I’m driving home, and this is another very special, exciting episode of Marketing in Your Car.

All right, so I guess it’s three a.m., I’ve just dropped someone off at the Hyatt place, and I wanted to tell you a story about him.

So his name is Mike Stanzic. Some of you guys may know him. If not, you should get to know him, he’s amazing.

But Mike, he’s here in town because we’re trying to film a kind of promotional video with him, talking about our coaching program, and just kind of hang out with him and have a good time and it’s been really cool, and I wanted to tell you guys a story about him because it’s pretty impressive.

Actually, I’m going to tell you two stories, and these two stories are going to illustrate why he is successful, and why -- if you’re struggling, if you’re struggling to be successful right now at this time in your life -- you need to look at what he’s doing, and it’ll help you understand what you need to do to get where you want to be.

So Mike was a college kid. He had dropped out of college and was like trying to figure out what he wanted to do. I think he said he had like $23,000 in his bank account that was meant -- that he had saved up for his college tuition.

He went to this Tony Robbins event, and at the Tony Robbins he met this guy, and they kind of became friends and stuff, and Mike didn’t know anything about Internet marketing.

He was involved in a network marketing program but didn’t know anything about Internet marketing, and this other guy was big, like had been studying Internet marketing.

And so after the Tony event, they were driving home, and they were just kind of talking, and this guy was telling Mike all about Internet marketing and how it worked and all these cool things, and Mike was like, “Well, I could use that for my Internet marketing business.”

And anyway, his friend basically said, “Hey, there’s this guy. His name is Russell Brunson, and I wanted to join his coaching program. It’s really expensive, but it’s going to change my whole life, and I think you should join it, too. We should join it together. It would be awesome!”

And so Mike got excited, and said, “Okay, let’s do it. Let’s join this thing together,” and so they joined.

And so, anyway, so this is the next Monday, so next Monday we get a phone call at our office from the buddy, and he signs up for our $25,000 Inner Circle Program, and then like four hours later Mike calls up and signs up for the $25,000 Inner Circle Program.

And I guess what happened, you know, Mike told me the story now, is that his buddy was like, “Hey man, I’m going to do it! I’m going to do it!” And he’s like, then he called Mike, “Hey, I did it! I sent the check in. The money is going, like I’m in, and you need get in, too.”

So Mike is like, “All right, I’m in,” so he went in and actually did it. Wrote a check, sent it in. Got involved in the program, and basically, yeah, he got in the program.

And then, Mike called the guy back like later on that day or maybe it was the next day and to talk about it, and the guy was like, “Aw! I couldn’t afford it.” Mike is like, “What?” He’s like, “Yeah, I couldn’t afford it.”

He’s like, “Are you kidding me? You couldn’t afford to like… Like you just told me you sent a check. Well, I wrote a check based on that.” Like he said, “I send my college tuition on this thing. It was like every penny I had in my bank account.”

And the guy was like, “Sorry I can't do it,” and so Mike was like stuck at this point, and, you know, the buddy called us and canceled. But Mike had stayed in and basically Mike was like, “You know what? I committed to this. I can't… I got to do it.”

So he went through and did it. He showed up at our next Mastermind meeting or our first workshop, as green as green can be. The guy didn’t know anything about Internet marketing or anything.

And we started the Mastermind group and there’s 18 people or so in this group, and each person is supposed to get up and present their business, and before I started it, I said, you know, “Does anyone want to go first?”

And Mike jumps right up and stands in front of the room -- doesn’t know anything about anything! Stands up there, starts drawing a picture of his supplement that he sold through his MLM, and said, “This is what I have,” and that was it, and so we started working on this thing.

Man, he just jumped in and just worked hard and spent the next four months, building out his first funnel and launching it. Making some money, and then kept going from there and ended up learning how to drive traffic, and just kept growing and evolving.

I’ve been watching him do this stuff, and anyway he came today, he was kind of talking about what he’s doing. I didn’t realize his last week alone he made 10 grand.

Last month I think it was close to like 30 grand or something crazy like that, and what was interesting is that he told me that his buddy, the guy that had signed up and then canceled, basically had just reapplied for school because he’s frustrated and his business hasn’t grown.

He’s just stagnated and he was going back to school now to figure out Option B, and it was just kind of cool to see this tale of two people, right? Two people who started at the exact same situation, both made the same commitment.

One followed through and one didn’t, and where is their life at now? What’s the difference? You know, what’s been happening, and it’s just kind of cool to see that.

And just to kind of like put you in perspective of like the type of person that he is, he was telling me a story tonight that he wanted do this partnership with this guy that he was going to be calling, and it was for this mortgage broker thing.

The guy told him, “Hey, you need to start cold calling mortgage brokers,” and Mike was like, “All right.” So he grabbed a phone book and starting cold calling mortgage brokers. He didn’t even know what the pitch was but started dialing numbers, and saying, “Hey, so we’ve got this thing…”

And didn’t even know what it was, and was trying to like explain this thing, and he didn’t even know what it was. The first one went and it totally bombed, so Mike called the guy back, “Hey, it bombed, but this is what I said…”

And the guy is like, “Well, that’s not what we’re selling. This is what we’re doing,” and so he kind of tweaked it.

Anyway, he kept dialing, and just cold calling mortgage brokers out of a phone book; selling a product he didn’t even know what it was, just because the guy said, “you need to do it.”

And he just jumped in and did it and did it and did it and boom! And eventually landed like four or five mortgage brokers in this deal, and just did it, and I was telling him how impressive it is for me.

Like he’s the kind of person when he just moves forward and he hits something, and then he just keeps moving forward, he keeps moving forward and he keeps moving forward.

And I told him how rare that is, like people don’t just do that. Like most people, they start moving forward, they hit something and they stop, and then they stop.

Maybe they’ll move forward again, they hit something, they stop. And the reason why he’s successful is because he doesn’t stop. When he hit something he keeps going and he keeps going. He doesn’t let fear or excuses or no money or whatever, he doesn’t let the fact that he doesn’t even know what the product is, stop him.

He just goes and goes and goes and goes, and I look at this kid now, 20… I think he’s 22 or 23-years-old. You know, he’s ten years younger than me, and this is a guy who’s got the world on his fingertips.

He can literally do whatever he wants now. Because he just brute-forced through this, he understands funnels and traffic, and I’ve seen him build funnels now for himself and other people, and he’s learned the process and it’s just… it’s amazing.

And so, I wanted to share that story, first off, because it inspired the heck out of me, and hopefully inspires the heck out of you as well. I hope that it makes you guys look at yourself, and then kind of look internal and look at like what are the things that keep you from moving forward sometimes?

You know, it’s kind of funny, on the flip side of that I had a phone call today with another person who joined our coaching program, who signed up, went through the initial program.

Went through my initial consult I do with them, where I kind of steer them in the right direction. I map out a business model, a funnel for them, and gave them everything on a silver platter, and then for two months he didn’t do anything.

And then, two months later he calls me and is like, “Hey, so I haven’t done anything. I can't remember what you wanted me to do. Can we do another call, so that you can re-explain to me what you told me two months ago?”

I was like, “No, like if you didn’t take notes, if you’re not paying attention, I’m not going to do it for you again.” Like, and then, the guy said like, “Oh, well, if I can't talk to you on the phone, I want a refund for my money.”

All these things, and I was like, “Dude, like two months ago I gave you a business model on a silver platter. Since then you’ve had the ability to Vox me any time you want. How many times have you Voxed me? Zero.

“You’ve had a chance to inbound call my two business partners every single week. How many times have you inbound called them? Zero.”

You know, and it’s just this guy who’s frustrated and upset, and look at him versus Mike, what’s the difference? Okay, one person doesn’t make excuses.

One person doesn’t let… I don’t know what would get in the way. One person doesn’t let any… just moves forward, and knows that success is right there and just goes and grabs it.

Where another person, I don’t know if he’s been there for two months. He hasn’t been working, that’s for dang sure, and now wants to blame it on me or blame it on whoever and it just drives me crazy.

And so, I want to make sure that you guys are more like Mike. Not like Mike’s friend, or not like the other guy that I’m talking about. Don’t be that kind of a person, you guys. I want you to be successful.

So anyway, I hope that helps. It’s three in the morning. I’m so tired, I don’t even know if anything I said even makes any sense, but that’s how it works.

So, you guys, if you’ve come to my events before or heard me talk about this, I talk a lot about a concept called Lead or Gold, where when I set goals or have ideas, I always set what I call a Lead or Gold Deadline.

And that story comes from -- I heard John, John Carlton, and Gary Halbert tell the story years ago, where they talk about how like the Mexican mafia, how when they need something to happen, right?

They go to the government and they say, “Hey, we need to change this law, so that we can get more drugs,” or whatever, right? And the government is like “No, we can't do that. That’s stupid. Like we’ll never do that.”

They say, “Okay, that’s fine.” And then, that night they’ll break into the government leaders’ homes and they’ll jump, you know, come and grab them and hold a gun to their head, and hold the gun in one hand in a bag of gold in another hand and say:

“Hey, you know what I talked about earlier today? You need to change it, right now, and you’ve got two options: Number one is lead, and you’re going to die. Or option number two is gold, where you’re going to take my bribe, and those two options, Lead or Gold.”

And when those are your options, Lead or Gold, it’s pretty easy to take the gold, okay? And so for me whenever I try to get something done in my business, I set what I call Lead or Gold Deadlines.

Like this has to happen, right now, and I do not deviate from it. I set these deadlines in there. In my mind, they are Lead or Gold. I will die if I do not create this deadline, and that’s why I’m out at three in the morning.

Because I set a Lead or Gold Deadline on a project that I’m doing tomorrow, and it’s 3:09, and I’m finally getting home because my Lead or Gold Deadline, I had to hit it. I didn’t have the opportunity to weasel out of it.

And anyway, that’s one thing I do, you guys, to help me be successful and help make sure I get stuff done.

So anyhoo, I’m home. I’m done. I need some sleep because I’ve got to be up in four hours to go and give the presentation I just finished a few minutes ago.

But I appreciate you guys. Thanks for hanging out with me tonight. I hope that you got something from this podcast.

I appreciate you guys. Go out and conquer, go serve the world in your way. Change somebody’s life today, and if you do that, all the stuff we talk about is going to be worth it.

So thanks, you guys, I appreciate you, and we’ll talk soon.

The small tweak that goes from zero sales to unlimited sales.

On this episode Russell talks about his perfect webinar script and why everyone who isn’t making money off of it is making the same mistake.

Here are some cool things to listen for in this episode:

• What is the one mistake everyone is making and how to fix it.
• Why initially making someone believe in your product is more important than teaching them.
• And how you can make someone believe in your product = money and once that happens you can teach them and change their lives.

So listen below to find out what the one mistake is that everyone is making and how you can avoid making it too.

---Transcript---

Alright, so, I’m in a good mood today. I just got an email from one of my friends saying he tested click funnels. He’s got a funnel that he’s been making a couple million dollars a year with for like five years.

He hadn’t touched it, but he rebuilt it and click funnels launched it. It’s getting a 62% conversion rate. Boom! There you go. It’s another amazing success story through click funnels. We are getting literally dozens a day. It’s amazing. I love it!

If you’re not using click funnels, you don’t belong on this podcast my friends. It means you hate good stuff – you hate money. If you hate money, you should not be here for sure. Anyway, I want to talk you about something today.

This has been kind of a fun thing. Some of you guys have gone through the perfect webinar script. If not, we’re going to be launching it as a free shipping offer in the very near future. You’re going to be able to find it at perfectwebinarsecrets.com or actually on perfect webinar.com.

Somehow it got expired and the dude could sell it back to me for $5000. So I said, “You know what, I’m buying perfectwebinarsecrets.com for $10. Anyway, that’s kind of a funny story.

Anyway, it’s been fun because we’ve had tons of our higher-end students go through it. We did a whole two-day workshop here in Boise. It’s been fun watching you guys going out there and just crushing – person after person after person.

There have been three or four people – or actually more than that. I would say five or six people who have gone through it who have launched a webinar and it didn’t work, didn’t work, and didn’t work; and they asked me, “Hey, can you look at my slides? What do I need to do differently?”

It’s interesting. Every single one of them – not just one or two – every single one of them that is not working yet, I told him to make an almost identical change. All of them made the same change. All of the webinars now work.

They all followed the script. They used the one thing and they used the three secrets. But for the three secrets, they shifted from marketer/salesperson to educator. They try to teach; and they teach, teach, teach. They have so much cool stuff, and they are trying to make it amazing. That’s good because you want to teach and inspire.

But, but all of them did – I think they knew it but they just didn’t do it – is understanding that in a 90 minute presentation you cannot teach people how to do your thing. So, trying to do that is a disservice because they are getting a fragmented part of it. What your goal is and what your job is is to inspire them and make them believe. If they believe that whatever you are selling or teaching or doing – that they can actually do it – than they are going to invest in your program.

Now you can actually help them and serve them and change their lives. So, the entire goal of the webinar is not to teach them something. The entire goal of the webinar is to get them to believe that what you are talking about is possible – not just possible but possible for them. If they believe that it’s possible for them, they will give you money.

It’s very important to understand that. It’s the same with any kind of sales you guys. It’s not so much – it’s funny if you ask our two sales guys – they each do millions of dollars a year in sales. If you ask them anything about Internet marketing, neither of them knows anything about Internet marketing.

But they believe in me and what I can do for somebody. They believe in that, and they can get other people to believe in that as well. That is really the key. So, with all of my students’ webinars that we came back to and I had them shift out their three secrets for training into storytelling.

That is telling stories about them and about other people and how this concept that they are sharing – the secret – how it works through story. I had them cut out all of the teaching – not teaching any of the technical parts but just talking about what it is and sharing results and stories to make it so that people believe that it will work for them.

When they shifted those things, it all worked for them. So, what I want you guys to understand is that stories cause belief, and belief causes people to give you money. When you understand that, it will change your business.

So quit teaching and quit educating until after they have bought your product, you guys. You are not doing them service as much as you think you are. Create stories that cause belief. After they have belief, they will give you money. Now, you can change their life.

Does that make sense? Alright. I’m at the office. I’ve got a fun day planned. I just wanted to drop that one on you guys really quick. Thanks so much for everything! I’ll talk to you guys all soon.

The power of doing awesome…

On this episode Russell talks about the arrival of his new baby daughter, Norah. He explains why changing the way you answer a simple question can change your outlook on life and how others see your.

Here are some fun things you will hear in today’s episode:

• Why Russell and his wife Collette were unprepared for baby Norah to arrive.
• Why Russell and his family always say they are doing awesome when some asks.
• And why the enemy of “great” is “good”.

Listen below to hear the exciting news of Russell’s new baby girls birth.

---Transcript---

Hey guys and gals and everyone who is hanging out with me today, I hope you guys are doing awesome. I’m on day three now having a brand-new little baby.

I can’t remember if I told you guys yet or not, but we just had a baby at the end of February. It was a month early. My wife woke up at 430 in the morning and said, “Russell, I think my water broke.”

So, we started the process, and sure enough a little baby came a month early. She’s doing awesome. She’s really big. She was 7 pounds and 1 ounce when she came – really healthy. We got to take her home yesterday which was really cool.

It’s been amazing. I got her home last night, and now I have my early morning weightlifting. Fortunately, my mother-in-law is in town and can watch the baby for little bit.

We’ve named her Norah Jane Brunson. So, that’s been fun. It’s funny because we thought we had an entire month to plan. We had nothing planned yet, which has been a fun experience of hurrying and buying everything we need and trying to coordinate schedules and get everything off.

We have all these plans this week that we now obviously have to cancel and move things around and shut things down and just go crazy with things to get all the free time so I could hang out with the family for this week and get things under control.

Anyway, it’s been crazy little bit. We are all tired now. We are worn out and everything. But, I just want to jump on and say “hey” for one. I miss you guys and I hope you are doing everything.

Secondly, I did a podcast about this a long time ago. If you go through the archives marketinginyourcar.com I’m sure you can find it and listen to it. But, it has to do with just our attitudes toward things.

I was talking in that podcast about how my kids – we trained them a long time ago – if someone asks us how were doing, we don’t say “good.” Everyone says, “How you doing?” “Doing good. Doing good.”

The world is boring because everyone’s just doing good. It’s a bad thing. So, probably two or three years ago I decided that when someone asks me how I’m doing, is that of saying that I’m doing good I’m going to say that I’m doing awesome.

It’s funny because we go to the airport at four in the morning and you’re buying some gum or something the ladies like, “How you doing today?” When you say, “I’m doing awesome,” there always like, “What, really?”

You can really catch people off guard. So, we trained our kids about a year ago at dinnertime we sat around that I had them each go through and talk about this. The rest of the world is doing good. We are doing awesome.

I would say, “How you guys doing?” They would say, “We are doing awesome.” I always quizzed them all the time too. Whenever I see them in the morning I go, “Hey, Dallin, how are you doing?” “I’m doing awesome Dad!” “Hey, Ellie, how are you doing?” “I’m doing awesome, Dad!”

We get everybody saying they are doing awesome. It’s funny how just that little tiny shift can change everything. They used to laugh because four years ago we had our last kid. His name is Aden, and he is four now.

We were in the hospital, we had this nurse who was crazy negative. I just remember she was so miserable all the time – so much so that my wife actually left the hospital early because she didn’t want to stay on her shift anymore.

She literally called me up and said, “Hey, come get me. I’m leaving because I just don’t want to be on this nurse’s shift. She’s so miserable.” What’s funny is that this time we’re having a baby and we go to the hospital. It’s four years later! Who would think that would see her again?

But all of a sudden, Collette said that she was sitting there in her room and there were some nurses talking outside. Then, the nurse shift changed. A woman said, “Hey, good morning. How you doing?” And the nurse said, “I’m miserable. Blah, blah, blah,” and she went on and on and rattled off about 10 things about how miserable her life was.

Then, she came in and it was the same nurse. This lady has literally been miserable for the last four years. She is not changed her state one bit. It’s funny how people live in that horrible state.

So, what I want to tell you guys today is that first of all, I’m happy. Life is amazing and good. There are so many problems still, but I wake up every morning and I’m grateful for my family, for my kids, this fund business we get to be in, and all the cool stuff we are learning, and just how amazing everything is.

This morning I woke up and I can’t tell you how tired I was. We were up all night with the baby. My kids asked me, “Hey dad, how you doing?” I said, “I’m doing awesome!” If anybody asks how you are doing today or for the next week or for the rest of your life, don’t say you are doing good.

Good is the enemy of great. Say you are doing awesome. Teach your kids that, and share it with people around you. It will make everyone better and keep you in a better emotional state. It’s amazing how just that little shift to shift your entire day, your entire week, and your entire life.

So, I’m at the gym. I’m going to go workout. I am tired. I am worn out. But, I am doing awesome, and I’m excited. I appreciate you guys listening, and we will talk soon.

It’s 4:30 in the morning, what time is it for you?…

On this episode Russell talks about being willing to do what others aren’t willing to do and how that will help you be the best.

Here are some cool things to listen for in today’s episode:

• How Russell became the best when he was a wrestler.
• And why if you are not willing to put in extra time and effort someone else will be and then you will miss out on something great.

So listen below to find out why you need to be willing to work hard when others aren’t in order to be the best.

---Transcript---

Hey everyone! This is Russell, and I’ll welcome you to a super late night -- or maybe a very early morning Marketing In Your Car.

Hey everyone. It’s about 4:30 in the morning, and I’m driving home from the office. And you may be wondering, “Why in the world, Russell, are you up at 4:30 in the morning?”

And the reason is because I did a webinar tonight with a group from Australia, and so I wanted to serve them at their time zone, and so I went in super late tonight into the webinar and just kind of got done, and I’m about to crash and fall asleep.

I hope I don’t wreck on the way home. [Laughter] If I do, and you guys hear this, let my wife know I’m on the side of the road. No, just joking, but anyway I had a lot of fun with it, and today was a crazy day.

I don’t like bragging about numbers or talking about numbers. But one of the most -- one of the biggest money days in our business, which is cool because we didn’t even have a product launch. I did three webinars, which was kind of fun and wears you out, obviously, and then we had a huge coaching deal come through.

We’ve been working on it for almost a year now, and anyway, it’s crazy. I mean, we literally did more today than we did last January as a whole, which is really cool, so exciting times, fun things are happening.

But what I want to talk to you guys about tonight, and hopefully, I hope this is kind of coherent. I have no idea if it will or won’t be, but we will find out when we see the transcripts later, right?

So, and by the way, if you guys don’t know, we’ve got MarketingInYourCar.com where now you can see, get all episodes there as well as the transcripts. So that’s a gift we gave out you guys as well, so MarketingInYourCar.com, check it out.

What I want to talk about today is, I want to talk to you about being willing to do what other people aren’t willing to do. You know, when I was growing up I was a wrestler, as a lot of you guys know, and I wanted to be the best. And I remember that, you know, I would wrestle at my high school.

In high school, we’d go through our wrestling practice and everyone would go home, and when everybody went home my dad would get off work and he would come over, and I’d do another two-hour wrestling practice with him every single night.

And I remember during the off season, while everyone was out, goofing off and hanging out, I would go to freestyle, and I’d go to Greco, and I’d go to these other practices, and during an off season I would typically…

Like, in the typical high school season you’d get about 40 matches, and during the off season, during freestyle and Greco, I’d on average get about 80 more matches.

I’d get two seasons in while everyone else was slacking off and goofing off and having fun, and I remember one day my dad told me, he said that a coach could take a kid about… he could take a kid so far.

He’d hold his hands “about this far, a coach can take a kid.” But he said, “But it takes something special. It takes someone willing to go beyond that to get to the next level.”

And he used to say it to me all the time, and I remember thinking about that, thinking, “You know, like if I go home when everybody else goes home, I’m going to be as good as everybody else, and if I want the edge, if I want to be better than everyone else, I’ve got to be willing to do things other people aren’t willing to do.

“I’ve got to be willing to do a second wrestling practice when everyone else is at home, eating dinner. I’ve got to be willing to go and during the summer when everyone else is goofing off and having fun, put in two more seasons.”

Because I wanted to be the best, and I think about that now with this, with today, it’s 4:30 in the morning. I woke up this morning at about 6:00, I think, to do my three:

I had a early morning webinar, afternoon webinar, and nighttime webinar, and as well as a whole bunch of other crazy things as well, spending three hours with my kids tonight, time with my wife and everything else.

And, you know, I think that most of my competitors, the people that we’re competing against in our business, they’re sleeping right now, and I know that they will be where they’re at, but I know that I’m always going to outwork them.

I know that I am willing and able to do what they are not, and so I want you thinking about your business or your life. I don’t care if this is your finances, if it’s you’re, you know, your an entrepreneur, if this is your, you know, if this is relationships, whatever it is, I’m curious. Are you willing to do what other people aren’t?

And if you’re not, there are people out there who will, and if you want to be the best at whatever it is you do, you’ve got to be willing to put in the extra time and effort when it’s required.

So I just want to leave that with you guys, quick message. I’m heading in, going to go crash and sleep. I’ll be asleep hopefully when you guys are listening to this, so I appreciate you guys.

Have an awesome day, work hard, work your butt off to get that edge, and we’ll go from there.

Thanks, everyone!

My thoughts after seeing a really cool new high ticket sales funnel built in Click Funnels.

On today’s episode Russell talks about how someone else used Clickfunnels to make over $300K. He goes through the process this person used to do it and how it’s similar to his own process.

Here are some fun things you’ll hear in this episode:

• Find out the process used on Clickfunnels to make over $300K in sales.
• And how to use Russell’s coaching funnel in your own business to get people inspired about your product.

So listen below to find out how you can follow the model set by Russell and others to inspire people and increase your sales.

---Transcript---

Hey everyone! This is Russell Brunson. I want to welcome you to Episode Number 109 of the Marketing In Your Car series, and I cannot believe that I’ve been this consistent to do 109 episodes, but I’m excited to have you guys all here.

All right, everyone. So I woke up this morning, I was supposed to do a podcast interview at 7:00 my time. I called into the podcast, and it turned out my assistant screwed up on the time and it’s actually 9:00.

So I had an hour today to kind of goof around, and I was looking up some stuff and saw this message in the Help Desk from somebody using ClickFunnels, and the guy said:

“Hey, just so you know, we love ClickFunnels,” whatever, and anyway then I saw the guy’s name, and I knew him on Facebook, but I’d never really talked to him before, so I messaged him and I was like:

“Hey man, just, you know, saw your thing in our support desk. Glad you love ClickFunnels,” and he’s like, “Yeah, man.” He’s like, “Our new funnel is doing over $300,000 a month because I had ClickFunnels.” And I’m like, “What? That is amazing!” I said, “Where is it at? I want to see it!”

So he sent me a link to the funnel, and so this morning that’s all I did, is I was going through his funnel. And it was amazing, and it made me so proud that ClickFunnels is the backbone that’s given him the ability to do that.

But what was even more powerful is, as I was watching his process -- and he’s selling a $10,000 boot camp, a weeklong boot camp type thing, and he’s got videos throughout this funnel to sell the process.

And it was interesting because it was kind of similar to my coaching funnel in some ways and very, very different in other ways.

For those of you guys who listen in, if you guys haven’t seen my coaching funnel, I recommend doing it for two reasons. One, you’re going to get a ton of ideas if you are selling your own high end coaching program.

Number two, that’s how you get in my coaching program, and if you’re listening to Marketing In Your Car, I promise you there’s no better coaching program online than ours.

In fact, I was just two seconds ago responding back to our members. All of our members have me on walky-talky and they can ask or message any time they want, and that’s how much I care about you guys and want your success.

So either way, you need to go check out the Coaching Funnel. If you go to DotComSecretsIgnite.com, you’ll see one of the coaching pages there. If you go to DotComSecrets.com, there’s a whole bunch of links to all different versions of the coaching page.

You can kind of see what it is there, and then go through the process. Again, go through to see it, but go through because you guys should get involved in our coaching program if you want to go to the next level.

But look at the process and, you know, so step number one, there’s typically a video of one of our success stories. I think right now, if you go to DotComSecretsIgnite.com, you’ll see Liz Benny telling her story there.

It’s an emotional, captivating story of her experience of the coaching program, and then there’s kind of a long form sales letter that kind of goes through what’s involved and what happens, and those kinds of things.

And then after you apply, or after you finish the first step, then it takes you to the “Application” page, and on the “Application” page I’ve got like a 20 or 30-minute video that I call “The Journey,” and it’s me.

I kind of intro the story real quick and then I show testimonials, this whole, like, story of people who’ve gone through our coaching, and we’ve got people crying, and talking about how it changed their life and all sorts of stuff, and it’s a very emotional video there for step number two.

And then after they apply, then it takes them to the third step in the sequence, which is the “Homework” page, which then pre-sells them and gets them really excited about our call and why they want to work for me, and things like that. So it’s a really cool process.

Right now, for every single person that applies, we’re averaging $967 in backend sales, so the process works and it gives me the ability to work with people and change their lives at a level that has never been possible before for.

So that’s kind of what my Coaching Funnel looks like. It’s this three-page sequence. There are emails and other things tied to it as well, depending on what you do and where you go and that kind of stuff, but that’s kind of the basic overall architecture of it.

So today when I was watching this guy’s coaching funnel, it was beautiful. What he did is, step number one, he had this really cool video of him out in front of Wall Street, kind of telling his story about how everything crashed in 2008, and anyway it kind of tells a story.

It was a visually captivating video. The page looked amazing, it was really, really cool. So then I followed step one, I put my email address in, and step two took me to like a documentary style of the weeklong coaching program, and it was super cool.

I haven’t watched the whole thing yet. It’s like an hour and 20 minutes long, but you watch this video, and it’s the actual process that he takes his people through, and he’s showing it.

He’s got people crying and all these things happening, and he’s showing the process. Which was powerful, because obviously I’m not in his coaching program -- or I saw what he does with his people, and how he does it, and how he affects them.

You know, and I’ve known who this guy was on Facebook for a long time. I’ve never really… he always kind of drove me crazy, to be honest. But when I saw him and how he uses his personality to effect change in people, I got a soft spot in my heart for him and I was like, “Wow, this guy’s really doing some cool things!”

And it just made him very, very real. It kind of put purpose behind his exterior, and stuff like that, and it made me really, like, bond with him. In fact, by the time I was finished -- you know, I haven’t watched the whole hour and 20-minute long video, I watched a bunch of it, like I wanted to go through the program.

I was like, “Man, this is really, really cool!” Because then he’s showing the actual process of how he affects change in people, and you see the people’s lives. You see the look in their eyes, you see all those kinds of things, which is really, really cool.

And then -- check it out, guys. I got to the gym and my trainer is not even here yet. Oh, I’m early.

Okay, and then… so then you watch that hour and 20-minute long video and then there’s a thing that says “Apply for his program.” So you click on the “Apply” button, and then it takes you over to a page where he’s talking directly to the screen, and it’s got the application box on the right-hand side.

And he’s telling them how the process can happen, and how this is an interview, and how you can’t lie, and you got to be very truthful when you go through this, and just very direct and very…

Anyway, it was really, really cool. This video, probably about 10 minutes long, telling them what to expect and how to do it and the way to go through this process, and so kind of that page right there.

And after you go through and apply, then on the next page it takes you to one more video of him, where he’s sitting there getting a tattoo. It was kind of cool, and he’s talking to you as he’s getting his tattoo, and just telling you like,

“This is what’s going to happen now, this is what to expect, and this is where we’re going, and this, you know, you just finished step one of your interview, and you’re going to have a chance to speak directly to me, but only if blah, blah, blah.”

You know, all these different things. And anyway, it was just, it was a really cool process and it made me think a lot. I look at how salesmanship online has been evolving, just in the 12 years that I’ve been doing it.

You know, when we first got on, it was very rudimentary copy that got people to buy. You know, over the next five or six years we all got better at writing copy, and copy got slicker and better and better at convincing people of things.

And I look at my own marketing, I look at other people’s marketing, and I almost feel like the era of like sales copy is dying, and it’s transitioned into the era of like almost like reality TV, like stories and emotional connections and things like that.

Like again, if you look at my coaching funnel, like the copy on the page is not very substantial at all. It’s more there to logically support what they’re feeling when they watch the emotional videos.

You know, this guy’s, he didn’t even have any copy. It was just the emotional videos that got people to want to change, and it inspired them and gave them belief and hope that he could effect change in their lives.

And that’s kind of similar to, if you look at my coaching funnel, what we have in there. All the videos and stuff are structured to cause belief and hope and cause that change in someone. So anyway, it’s pretty exciting.

So for me, again, a couple of things: First off, it was fun to see it in ClickFunnels. Second off, it was fun to see another successful coaching funnel. There’s not a lot of them out there, and it was really fun to see his and see that the style model mimicked a lot of kind of what we were doing, which was exciting.

And I don’t think he modeled it from me, he just did it his own way, but just the psychology behind how we both had kind of structured things was similar, and in some ways I think his was even better, which was really, really cool.

It made me want to go back and make an, you know, an hour and a half-long documentary about our coaching process, what we take people through, but it was really cool.

So anyway, I just wanted to kind of share that with you guys, and if you want to see a good coaching funnel again, go to DotComSecretsIgnite.com.

And for those of you guys listening, I’ve never really pitched you guys on anything before in the 109 episodes we’ve done this, but if nothing else, you guys need to get involved in our coaching program.

There’s none other like it on the Internet. If you want success and you want to get from where you are to where you need to be, we’re the best at that, and I have no reservations saying that.

I don’t feel guilty, you know, talking about my own program, not only because I’ve seen the results and I’ve been in tons of other coaching programs, and I always desired something from them and I never got it.

And so when we started putting this together, I said, “What would I actually want? How would it affect me the most?” And we built something based around that, and because of that, I mean, you’ve seen the success stories pouring in from what we’re doing, so it’s pretty exciting.

So that’s what I got for today, you guys. I’m going to check out, but for all you guys who are interested in some high ticket stuff, go look at my coaching funnel, study it and model it, use it for what you guys are doing, bring emotion, bring stories in.

Take the results and the case studies from people’s lives you’ve changed, capture those on video and make a really compelling story, and that’s what’s going to get people to want to be inspired enough to sign up for your high end program.

So that’s it, you guys. I appreciate you all, and we’ll talk soon.

How we used our booth at Traffic and Conversion Summit to grow our list, brand and following, using t-shirts, girls and a helicopter…?

On today’s episode Russell talks about the Traffic Conversion Summit and why Clickfunnels did a booth, and some of the challenges that came with it.

Here are some fun stuff to listen for in this episode:

• How Russell made a crappy booth in a crappy location into an awesome booth in a much better location.
• How Russell was able to get a bunch of people wearing his t-shirts and make his booth memorable.
• And some other challenges they encountered and how they overcame them.

Listen below to hear how Russell and Clickfunnels made thier name stand out at the Traffic Conversion Summit.

---Transcript---

Hey everyone! This is Russell and I want to welcome you to the one and only, Marketing In Your Car.  I hope you guys are having an awesome day today. I have some fun stuff to talk about to you guys. I hope that you’re in the mood to hang out. Just dropped my son off at school, and I’m heading back into the office.

And it was funny… someone messaged me this week on Facebook and asked me to do a podcast about my thoughts on the Traffic and Conversions Summit, which we just got back from late last night, and so I thought that I would do that.

So I want kind of talk about some of you guys know the Traffic and Conversion Summit. It’s a huge conference that happens every year. This year they had, I think like 3,500 people. It was pretty impressive that there were that many people all there. It was kind of crazy.

And so it’s kind of like a no-pitch event, pretty much. You know, they come and they teach, and, you know, Ryan and Perry that run it, they sell a couple of their own little things, but not really aggressively or anything like that.

And so anyway, so they kind of were doing the event, and because with that many people there, we obviously wanted to be there with ClickFunnels, and so we decided to do a sponsorship booth.

And so they had different sponsorship levels. The highest one, I think, was like $75,000, which we didn’t want to do that one. But there’s one at $25,000 where you got a booth, and then you were able to actually speak onstage for like 45 minutes in one of the break out rooms.

And so we did that, and so we had to figure out like how to maximize that. You know, in a format where I can’t sell, how do we make as much money as possible?

And so we tried a bunch of strategies -- some worked, some didn’t work, but I thought I’d kind of share some of them.

So first thing, obviously, we got a booth, and we had never really done big booths before. We had kind of, you know, had a little booth, we’d taken a couple of events, but that was about it.

So we had a big booth, and so we showed up there the night before and our booth was set up, and they put us like clear in the back corner where nobody could find us, and I looked at our booth and everyone else had these amazingly huge, designed booths and all these crazy things.

And anyway, it was kind of interesting, and we looked at ours. Ours looked so crappy next to everybody else’s because all we had were like these two little side banners and then like a tablecloth and that was it.

And I was like, honestly that night, so embarrassed about our booth, and then second off, like kind of upset that they gave us such a… like literally, I think there were four $25,000 sponsors and all of them had like front row and we were like way in the back, like we got the worst placement of anyone by far, which was kind of annoying.

So anyways, the first thing, I was just like, “We’ve got to fix this somehow,” and Roland Frasier, he’s one of the owners of Digital Marketer, he was like, “If I was you guys, I’d go rent a big huge TV for that and make your booth look a little more presentable.”

So 6:00 o’clock in the morning, the next morning, we called around and we were able to rent out an 80” TV, so we boom! Popped this huge 80” TV and we put like a loop reel of ClickFunnels on the background, and now our booth looked actually pretty dang awesome, to be honest.

So that was kind of cool, and then that day I had a chance to speak, and so we were trying to figure out like how in the world, first off, to get as many people into my break out sessions as possible because I’m competing with two other speakers, and I was the first up.

And then second was like, how to make this thing memoriable? Memoriable? Memorable. How to make this memorable so people start talking about us and how to create a good buzz, and so the thing first we did is we got a whole bunch of t-shirts that on the front said “#Funnel Hacker” and then on the back had the ClickFunnels logo and it said “Powered by ClickFunnels.”

And so we actually ordered 1,200 of those shirts, 500 pounds of them, and had them shipped to the event, and so we had all these shirts there, and so we were handing out shirts and telling everyone, “If you come to Russell’s session, you get one of these cool Funnel Hacker t-shirts.”

You know, the day before or a couple days before, we’d messaged all the ClickFunnels members as well and said, “Hey, if you’re going to be in Traffic and Conversion, come help us get people into the booth and if you do, we’ll take you out to dinner.”

And that kind of, that like, we didn’t execute that part right. You know, I wanted to base like an affiliate program where they came in, they had coupons and they’d use these coupons to push people into my session.

But just the way that -- I kind of didn’t execute that one right -- we only had a couple of people end up doing it. And yeah, so it’s kind of, that part didn’t work as well as we thought.

And then like two hours before I was speaking, maybe about three hours before, we were looking at the layout, and like my break out room is really far away from the main stage and like, “How are we going to get people here?”

And one of the guys who was with us, I was like, “Man, I wish we could get some booth babes, some pretty girls to kind of push people in.” He’s like, “I’m going to get some really quick.” And I’m like, “Are you serious?”

So he jumped online, he started calling all of these different like modeling agencies, and I think he called Hooters. He called all these things, trying to find some cute girls to help us push people in, and finally he found some.

He found a company that was able to get three girls to us, like in the next half an hour, and so these three girls came. They were beautiful girls, we gave them Funnel Hacks t-shirts, trained them really quick on how to get people into our session.

And we had these girls plus about eight of our staff members all pushing people and funneling people into my session, which was cool, and we filled up my entire room. We had no more room, so that was the first step. We got them in there.

Then in my presentation, which is the same presentation I normally sell Funnel Hacks from, except for I wasn’t allowed to sell. So basically I did all the build up, all the excitement, and then I had to stop, and so we pushed everyone.

We said, “Hey, let’s push everybody over to, you know, like in a situation where we can sell them.” I’m like, “Well, we need as many selling options as possible.”

So one thing we did is we had guys in our team with mini laptops, or mini iPads there, and we had this DVD that was a DVD of my Funnel Hacks presentation with a pitch and everything, and basically it said:

“Hey, if you come back and get a DVD, put your email address in here and register for a webinar, we’ll give it to you.” So basically we got, I don’t know, a couple hundred people registered for a webinar that we’re going to do on Wednesday, selling Funnel Hacks.

And so those guys all got into our funnel so I’ll have a chance to sell them there, plus we gave them all these DVDs that if they watched the DVDs, also sells the presentation as well.

So trying to like throw this in as many different directions as possible, and so we did that and we gave away a ton of DVDs. We gave away, I think, like 600 or 700 t-shirts during the presentation, which was really cool.

And then got a whole bunch of people registered for the webinar as well as giving them these DVDs that is the webinar, so hopefully they’ll watch those as well.

So that was kind of the first major attack that we did, which was cool. And then the next day we woke up, and what was cool is that almost everyone was wearing our t-shirts.

So now we have like 300 or 400 walking billboards of our company, walking around the whole event, which was really cool. I recommend bringing t-shirts if you’re doing a booth and trying to dominate an area, right?

So that was kind of cool. So we had all these billboards walking around, and our booth was in such a crappy location, Brent was able to go and get them to move it to like a prime location right out in front, which was good.

And then for the next two days, we just kept funneling people back to the thing, and we were getting people registered for the webinar. We were selling people, we’re signing people up, we were doing all sorts of just crazy cool stuff, and it was really, really fun.

And so, our goal going into it is like, we wanted to make so much noise and we wanted to get everyone talking about ClickFunnels and about Funnel Hacking and just stick out like a sore thumb.

And I think that if you were to ask anybody at the event, like who was memorable, like will they remember the vendors, definitely it would’ve been us.

Everyone else had a booth with like a little bowl of candy out there and that was it. Where we’re out there just doing crazy things and getting people to do stuff, and giving away just crazy gifts and a whole bunch of really cool stuff.

So we had a good time with it. It’ll be interesting to see kind of how it pans out financially over the next little while. But, you know, for us the biggest thing we wanted is, you know, for us in this industry, that’s kind of the big event of the year.

And it sets the tone for the year, and we wanted to be a part of that message and to be able to kind of launch this year out with everyone talking about ClickFunnels and about Funnel Hacking and about that whole concept.

And so, so far it was, you know, from that standpoint it was really good with people; all their Facebook, posting their pictures of, you know, the shirts and stuff, and it was really, really cool. So that was kind of what happened from our side.

The event as a whole, people kept asking about it. It was good. I didn’t have a chance to go to all the sessions, but as a whole it was good. I felt like this, this year… it’s interesting, I’ve been, I think, four years in a row now.

In the first year, I really felt that when we went, it was like what they shared was very, very prolific and very different and unique, and which I think is why they initially got the following for this event and why it started growing.

The second year they started bringing in more guest speakers, and it kind of diluted it and kind of watered it down.

Last year was pretty good as well. They had a really good focus, they were focusing on funnels, they were pushing people through a really cool sales process, and I felt they had a lot of, like prolific things.

They introduced the tripwire concept and things like that, whereas this year I was kind of disappointed because I didn’t feel like it had evolved at all. It was kind of just like, “Hey, all that stuff we talked about last year? Yeah, you just keep doing that.”

And you know, it didn’t really, I mean, they tried, you know, to talk about 2.0 of everything, and they tried to like “and here’s the next step,” but there was nothing really that jumped out to me as like new or prolific or that much different.

So that was kind of a little disappointing from that side of it, but as a whole, the networking there was second to none. I saw people there who I hadn’t seen in 10 or 15 years, and it was kind of cool.

So I’m at the office now, I got one more story to tell you and then I’ll be done. And this is, you know, I kind of shared with you guys some of the strategies and things we went into this event with, but you know, I’ve never had a company where we did booths before or where we go to events.

And so I’m kind of learning this whole thing and how to stick out and how to, you know, acquire customers and things through that kind of a process. And so, you know, I’m still kind of learning it, but we had a guy who was in our inner circle group, man, probably five or six years ago.

His name was Big Mike and he was a big booth person. He sells advanced hydroponics -- and so, yeah, take that for what it’s worth. But he does, at least when he was in our group, he was doing like $40 or $50 million a year selling this stuff.

And he was kind of like the bad guy in his group and nobody in his market wanted him there. They didn’t want him at their events, they refused to sell him booth space, they refused to sell tickets to him, and so he got really upset by that, so he wanted…

Anyway, they were doing this big industry event and he wanted to come and just dominate it, and so he was strategizing this in our mastermind group and then he executed it, and then afterwards came back and shared what he did and it was crazy.

And so we were trying to do this in a small part. Obviously, we didn’t do it to this extent of what he did, but what he did was amazing. So what he did, the night before the event, he rented out the venue across the street from where the convention was, and he threw like the biggest party in the industry.

He spent, you know, I don’t know, $50,000, $100,000 on the stuff. And he had girls there and all these things, and he brought all these people in and he kind of made a theme for the event.

He made these t-shirts of this big huge bowl, and if you could imagine this in your head, the bowl is, you know, taking a big huge drink. The bowl is standing upright, right? And he’s all flexing and huge, and he’s taking a drink of his hydroponics.

And then it shows down below, it shows him peeing out into a bucket, and has his competitors, the name of his competitor’s product on the other bucket, and he made these t-shirts like that.

And so what he did is he gave everyone at this party all these t-shirts and he said, “Hey, tomorrow we’re walking around handing out $1,000 bills to people who are wearing this t-shirt.” And so the next in the entire event, almost every attendee was wearing those t-shirts with the bowl on it.

And so he basically, even though they wouldn’t sell him booth space, he had, you know, 2,000 or 3,000 people all wearing that t-shirt the entire week, so he basically was walking billboards on everyone. But then the next part that just like took it to the next level, it’s just ridiculous.

He went in and he rented a helicopter and then -- I can’t even like say this without just laughing -- he rented a helicopter and on the back of it he flew this huge banner ad that had that picture of the bowl, drinking it and his competitor, and he had some like headline or something on the thing.

And for the three-day event, he had this helicopter just circling on top of the event building for three days, and anyway, that’s like he went and completely seminar hacked this seminar and just went in there and just became the talk of the whole thing.

And the campaign, you know, spending a quarter-million dollars on the campaign, but you know, when all is said and done, like everybody knew who he was and everyone was talking about him the entire time.

So anyway I thought it was really, really cool, so just think about that when you guys, you know, I was just trying to be -- obviously, you know, this guy was doing everything out of spite so he was able to take it to the next level. You know, I respect Ryan and Perry, and we didn’t want anything that, you know, that they wouldn’t like, so we tried to do everything within the confines.

We still wanted to come in and use this as a tool to get new customers and to get our name out there and stuff like that, and so we were trying to be creative and stuff like that.

So if you guys ever do booths and things like that, hopefully, it gives you a couple of ideas on how you can dominate it and really maximize it to the end. And so, anyway I hope that helps you guys.

I’m in the office now, I’m going to go hang out, get some work done. I got a webinar today, this afternoon. My goal, I think we can do 100,000 on this one, so that’s the goal. If I do that I will be excited, and that’ll take me to the weekend where I can relax a little bit, so that’ll be fun.

So anyway, appreciate you guys listening. Hope you love the podcast. If you do, go tell your friends, go post it on Facebook, or do something cool like that. I appreciate it, and we will go from there.

Thanks you guys! And we’ll talk soon.

Things I thought about after talking to Tony Robbins today.

On this episode Russell talks about finding level 10 opportunity after years of having level 10 skills but only level 2 opportunities. He discusses a recent phone call he had with Tony Robins to help him with his business.

Here are some interesting things you will hear in today’s episode:

• Why Russell had a phone call with Tony Robins and how he was able to help him.
• How talking with another marketing friend made him realize he was putting level 10 skills into level 2 opportunities.
• And why focusing on a level 10 opportunity (Clickfunnels) has been so rewarding.

So listen below to find out why having a level 10 opportunity is the key to success.

---Transcript---

Hey everyone! This is Russell Brunson and welcome to a late night… a very late night Marketing In Your Car. Hey everyone, so I’ve actually just jumped in my car, and I’m heading to the gym to go wrestle because that’s what I want to do all day. If it were up to me, I would go back to when I was in college and just go back to wrestling.

But I live in the real world, and unfortunately, it means I have to work and have a business, and all those other fun things -- which I love, which it is not bad.

But if it were up to me I’d be wrestling all the time, so when I get an opportunity to wrestle someone I am there. So that’s where I’m at right now, and I’ve got like a 15-20 minute ride to the workout room, so I’ll just hang out with you guys for a little bit. I hope you don’t mind.

Today was a super fun day. We’ve been working on a lot of really cool projects and stuff as always. Man, I don’t know if you guys are loving ClickFunnels like I am, but I literally built out our entire seminar funnel inside of ClickFunnels.

Yesterday, I built out one for our book launch. My book launch is coming up where I’m giving away my Ferrari. I built out, anyway, like three of four funnels in the last 48-hours.

It’s just so exciting and so much fun -- and I love it! It’s like a second, close to wrestling. Let’s just put it there. If ClickFunnels was a sport… man, it might even beat wrestling, but it’s close. It’s a close call right now. So anyway, it’s a ton of fun.

And I had a really cool chance… Today, I actually had a call with Tony Robbins. Some of you guys, I’m sure, probably saw it. He recently did his big book launch for his MONEY Master the Game book.

Which is an amazing book, and we promoted it and everything, and before the book launch, I saw what they were kind of doing and I messaged him. I was like, “Hey Tony, do you know there’s some things we can do to help tweak the sales process so it will do better for you?”

But he just ran out of time. They were so busy with the launch and with him speaking at, you know, every T.V. station in America for a month or two that the book was rolling out.

But he just didn’t have the you know, the bandwidth to be able to make the changes and adjustments he needed to, and because of that their funnel really suffered. You know, obviously, he’s not going to be able to share stats, numbers or anything, but he didn’t do as well as they had hoped.

And so, I had to email them a couple days ago basically saying, “Hey, now that you kind of done with the whole whirlwind book tour thing, if you’d like, I’d love to give you some feedback on some pretty simple changes you can to your funnel to help things out.”

He emailed me back and said let’s talk Tuesday at 4:30, and it was kind of fun. So I had a chance to talk to him and just talk about his funnel and his goals.

One thing that I can say that was just really, really cool from my phone conversation, you know, we talk a lot in business about staying focused and having like one goal and one thing you’re working towards and being very myopic on that.

And it’s been interesting -- I’ve watched over my 10-year career here in this business, it’s 12 years now. Wow.

Anyway, every time that I focus on one project and we start making a whole bunch of money, and as soon as I start making a bunch of money, my first tendency is to go and start doing like 30 different projects, and once I do that my whole business collapses.

And then I get back, and then I have to cut everything and focus on one thing, and it grows again, and then I get excited and I start doing it.

You know, I talked earlier on a podcast about cycling, and that’s one of the main reasons why I’ve cycled a couple times is because of that.

And it was interesting because when I first talked to Tony, I assumed that he wrote the book because he wanted to open up, you know, a back-end financial division and all these things and he kind of indirectly did.

If you read the book, you’ll kind of see kind of what he did. But it was interesting talking to him because the whole time he kept bringing it back to like what his core message is and his core focus and his reason why he’s here on earth.

It was really interesting. He talked about, you know, bringing these financial buyers is like…“But we don’t have a financial back-end.” he's like, “I don’t have a desire to build one.”

He’s said, “My only goal, my only focus, my life’s mission is to change people’s lives through, you know, my personal development stuff.” He’s like, “And I want to get people over to that.”

And I thought: Man, how powerful is that, that someone who spends four years writing a book, going on a mission to change this piece of the world, even though he did that to fill a personal mission?

Like his only goal for that still is to come back to his core -- his core focus. And that was just a real big lesson to me about, you know, having your one thing that you’re passionate about and you want to be best in the world at, and focusing all efforts there.

You know, it’s been interesting, since we did launch ClickFunnels, I’m thinking a lot about that just because, you know, we’ve been trying to grow that and making it the best it possibly can be.

And as lot of you guys know, I have my hands in a lot of different projects and opportunities and things like that, and it has been always tough for me over the last, you know, however many years of my career to focus on like, on a great opportunity because there’s so many good ones, right?

For example, a lot of you guys know about my supplement that’s doing… you know, it’s still doing great. But the problem is, I’m not focusing on it. Like it’s sad, you know, like I shared numbers in the webinar to get people excited.

Those numbers are actually really low, from what should be happening. Like that’s something that should be at two or three million dollars a month. Like if I was to focus 100 percent of my effort on that, it would be there in a very, very finite short period of time.

But it’s not my passion, it’s not my focus, it’s not my thing, and so in spite of myself -- just the fact that it’s there -- it’s doing anywhere from $250 to $500 to $600.

I think our swing, between like the high months and the low months, by $250,000 up to $600,000 a month, just consistently, without me doing really much of anything. Because I have no focus or effort there, it just kind of sits there and doesn’t really do much.

And so, for me, I’m looking at trying like how can we sell this? And I’ve been grateful that one of my friends and one of the guys in my mastermind group is looking at purchasing it right now.

Which I think it can be a huge deal. A great deal for him and a great deal for me because he’ll be able to have it, and actually put 100 percent focus on it, and give it the care that it needs and to be able to grow it. And it gives me the ability to start, you know, to take one more distraction away from me, so I can focus more on my core message.

I also look at like our DotComSecrets Company. You know, for years my business model was: We need to create new offers. You know, just to create new offers to make more money, right?

Like what’s something cool people will buy? Okay, let’s create this and create this, and we created some cool stuff.

But it’s been interesting. As I’ve come back and look at how we transitioned that company, how we’re continuing to transition (and you guys will see that more and more throughout this year), that the DotComSecrets Company, the only goal of it is not so much to create new products and sell more stuff.

We’ll do that, but the reason why that’s happening: You’ll see everything that we’re creating is very strategic to get people into ClickFunnels. ClickFunnels is my Level 10 opportunity, right? It’s the thing I want to focus on, and the thing that I want to dedicate my life to.

You know, we’ve had people already ask us like, “Well, you know, are you going to sell it? How much are you going to sell it for?”

And it’s been the funniest thing because any other business I’ve ever had if people asked me how much I’d sell it for, I’ve always had a number, instantly, in my head and with this one I don’t.

It’s funny like… I would almost rather do anything than sell it. Like people… I don’t know like, it’s just so exciting for me that I literally want to be doing this in the next 10, 15, 20 years. I’ve never had a business where I can see myself doing it in 20 or 30 years, but I can with this one.

That’s how passionate, how excited I am. And so, when people talk about selling it, it’s just like so far from my mind like it makes me sick to my stomach. Because I’m like I don’t know if there’s a number that I would say…

I’m sure there would be a number I would say yes to, but if I did I think I’d always -- you know, I have so much I want to do with it, in so many cool directions and things we’re going to be doing -- and so, anyway, it’s just kind of interesting,

Another really cool thing that I kind of think about, it’s kind of related, but I’ve got a friend who’s brilliant, one of the smartest marketers I’ve ever met. His name is Bill Harrison, and if you get to know him, him and his brother -- Brad and Bill -- they run a publicity company and it’s really cool.

About two years ago, actually, I was at Traffic Conversion with Bill Harrison, and we were talking about opportunities, and he was talking about him, and it was interesting, if you look at him, he’s one of, like I said, one of the most amazing marketers I’ve ever met.

If you go to his house… I haven’t been in his house, but I’ve seen pictures of it where, literally, every room in his house is covered from the floor to the ceiling in marketing and sales books, and it’s crazy.

He’s actually been sending me like boxes of books as gifts, just randomly, because he’s got too many books that his house, literally, cannot fit them all. It’s not like a library or a room. It’s the entire the entire house is covered with them, and he knows marketing probably better than anyone on earth.

And I was talking to him, and he said, “You know, it kind of drives me crazy. I have these friends who are horrible marketers, but they step into a Level 10 opportunity and their Level 2 skills.

“Because they’re a Level 10 opportunity, you know, some of these guys have sold their companies for hundreds of millions of dollars,” and he says, “You know, me, our company is doing well.”

I don’t know if they’re doing $10- or $15-million a year, but he’s like, “I felt like I have a Level 10 skill set, but I’m stuck in a Level 2 opportunity.

And I remember when he said that I started looking again at myself, looking internal. I thought, you know, I feel kind of like the same way. Like I’m in a Level 2 opportunity, with all my little things out here, and nothing for me was like that thing that was passion -- that drove me.

You know, I was dabbling in a lot of things that I really loved and I cared about, but there wasn’t anything that was really like my driving force. And I look at ClickFunnels as like something where I can take my Level 10 skills and apply it to a Level 10 opportunity and so for me it’s exciting.

So, anyway, I just wanted you guy thinking about that a little bit today. You know, it really impressed me when I was talking to Tony, just hearing him just keep pushing things back to that, and maybe kind of re-remember my focus and my goals in my company, in my business.

And everything is to push people back to my core opportunity, and I just want to encourage you guys, as well, to think about that strategically, and don’t just put out things to put out things, but think about like what’s your mission in life?

You know, think about what’s Tony Robbins’ mission? We know that, right? We’ve seen it. We’ve seen him changing millions and millions of people’s lives around the world. Like that’s his mission.

My mission is to help people to build sales funnels and to take their message out to the world, and be able to do it in a way that they can be profitable. You know, what’s your mission? What’s the thing you were put on earth here to do in your business? Because I promise you guys that you can change people’s lives, and you’ll be able to change a lot more people’s lives if you’re focused 100 percent on that thing.

So, anyway, that’s about it for tonight, you guys. I am almost to the gym. I’m excited to go wrestle and… this is cool. So I appreciate you guys all listening.

It’s fun having someone who listens to my random thoughts. I get messages on Facebook, randomly, from you guys all the time. Tell me you listen to the podcast. It just makes me happy.

So keep on listening. Share it with your friends if you like it, and outside of that, I appreciate you guys for listening, and we will talk soon.

Until you’ve cycled at least once, I can’t be your business partner.

On today’s episode Russell talks about why successful people aren’t as cool as they think they are. He admits to falling into this same pattern and how he has been able to be a lot more humble.

Here are some fun things you’ll hear on this episode:

• Why Russell thought he was cool when he had some success and how he was humbled.
• Why Russell’s failed ventures have made him realize he isn’t as cool as he thought.
• And why a fellow marketer got angry with Russell on a marketing cruise and ended up blowing a big opportunity.

Listen below to hear why you aren’t as cool as you might think you are.

---Transcript---

Hey everyone, this is Russell Brunson and I want to welcome you to another exciting, emotional, awesome Marketing in Your Car.

Hey everyone, I just got out of the gym today. I was thinking a lot. I actually did a podcast last night but we're going to do another one because I just want to talk about something that I think is very important for everyone to hear, especially me, especially pretty much everyone.

The moral of this podcast, I’ll tell you the moral first and then we'll dig into the actual nuts and bolts behind it. The moral of the story is you are not as cool as you think. It's funny, in the world that we live in, the world that I'm in, it's amazing to me how impressed people are with themselves. It drives me insane.

I don't know what it is but when people have a little bit of success, they just become super impressed with themselves, and rightfully so but there comes a time I think in most entrepreneurs' lives where you realize that you're not as cool as you think you are. The sooner that happens for you, the better.

If it hasn't happened for you yet, I want to give you the blessing of letting you know that you're not as cool as you think. I remember when I first got started in this business, and things started happening and started making money, man, I thought I was the coolest thing in the world. I was unstoppable. I started making stupid decisions because I thought I was invincible, and grew my company really, really quick, and then lost it all because of stupid decisions.

You think after almost losing it all once, I would have been a little bit smarter, but no, instead, I got a little more success again, things came back, and the second time I built it twice as big. We had 100 employees and I was so impressed with myself. I was so awesome. I loved telling people how many employees I had.

Then guess what happened? I made some more stupid decisions, and I lost it all again. I remember for a long time being really depressed about that. Then one time, I was in Mexico hanging out with some really cool marketers. There was this guy named Robert Hirsch. We were talking about our businesses, our careers, and our paths.

I was telling him about my two ups and downs in my business so far. He goes, “Oh good, you've cycled twice.” I go, “What do you mean?” He's like, “Yeah, you've cycled twice. I refuse to work with entrepreneurs who haven't cycled at least once.” I'm like, “What do you mean?”

He's like, “Every business has these ups and downs. When you have your first up, you think you're invincible and you drink your own Kool-Aid and you believe it.” He said, “I refuse to work with entrepreneurs that way because they still believe they're cooler than they are. They don't understand that there are so many things external from them that make them successful, and it's not themselves. They're not as cool as they think they are.”

He said, “The fact that you've cycled twice means that you hopefully have learned from the second time and the first time, and hopefully you don't think you're as cool as you think you are.” I remember when he said that, I was like, “You know what? That's pretty powerful.”

I think it's important to understand that. I've tried. Again, I'm not perfect by any stretch of the imagination but I've tried since my last cycle to be a lot more humble and to realize that it's not me. It's people around me. It's our customers. It's all these amazing things. I take it way more, I don't take it for granted. I'm a lot more appreciative.

I try to be careful when I make decisions now, and things like that. That concept has reared its head this week on the whole marketer's cruise. Before we went on the cruise, supposedly, I didn't even know this, but some guy messaged Brent on my team and said, “Hey, I'm going to be on the marketer's cruise. I’d love to meet you.”

Brent is like, “Cool, yeah, come find us, we'd love to meet you too.” That's where it left off. We're on this cruise, 700 other marketers mind you, plus 1300 guests, so 2000 people here. I first off didn't know who the guy was, didn't know he was supposed to meet us. Brent has messaged him on Facebook for 30 seconds maybe, didn't know his name or picture, just some guy.

I probably got at least 15 to 20 people before the cruise who said, “Hey, I want to meet you.” I'm like, “Alright, I'm there, come find me.” Supposedly, this guy was pissed off and upset because I didn't come and find him. Again, I have no idea who he is from Adam yet he obviously knows who I am.

Anyway, the last night I guess, he bumps into Todd, one of my partners in Click Funnels and was all yelling at him and pissed about the fact that we've been ignoring him. Todd is like, “I don't even know who you are. Who in the world are you?” so Todd tries to calm him down and everything.

I guess when all was said and done, all he really wanted was an affiliate link. Todd was like, “Okay, we'll get you an affiliate link.” Yesterday, this guy Facebooks Brent, yelling at him about how we all ignored him, how rude we were, and all this stuff. We're like, “We don't even know who you are. We were there every night talking. You know who we are. We had no idea who you are. Why wouldn't you come up and talk to us?”

He comes back and he's like, “No, it was not that you guys didn't know who I was. You were purposely ignoring me. I'm so big, I got this and this. I'm so famous, blah, blah,” all this stuff. It was so weird. I remember thinking back and saying, “Wow, this guy, because his ego is so big, because he thinks he's cooler than he is and because he believes that, he just missed out on some amazing opportunities.

Had he come up to me and said, “Hey Russell, I'm so-and-so. I messaged Brent. I’d love to meet you,” I probably would have hit it off and become good friends. I remember in the guy's Facebook message, he's also pissed because I did meet a really cool guy. There was this guy who runs a karate thing back east. His name is Jeff.

We hit it off. He's a jiu jitsu guy. I'm a wrestler. We actually wrestled twice. We went to the yoga room on a hardwood floor, laid out some yoga mats, and wrestled twice. I still have bruises on my knees and bruises on my neck from choking me out because we had so much fun, and hit it off with this guy.

Man, I love this guy, I love his family, I love everything about him. We're trying to help him and serve him, and how we can take his business and him to the next level. We're doing everything we can now to serve him because he didn't think he was cooler than he is. He's just a cool guy who got to know us at a personal level, and we got to know him, and had a great time with him.

Because of that, the relationship he's built, I would be shocked if the relationship we have with him now, if he doesn't make millions of dollars in the next couple of years from that. It wasn't because again, he was saying, “Oh, do you know who I am? I'm the biggest karate guy in the east.” He didn't do any of that. It was just because he was a cool guy.

It was just a reminder to me. I think about the people I deal with in business and I think about myself. I think about other people, and I just want to make sure everyone knows that you're not as cool as you think you are. This stuff is happening, these are blessings that have been given to us. Don't take those things for granted. Be grateful for them.

Never think that you're too big to talk to someone. Never think that people should acknowledge you and know who you are. It was funny, on the cruise, every person I met, I tried to introduce myself and say who I was because some people, it was funny, you see some people who are just like, “Oh, you don't know who I am?” and they walk away.

For me, I don't assume that people know who I am. I assume that they don't and I try to get to know them. It's just a better way to live. My encouragement for today, you guys, is understand first off that you're not cooler than you are. You probably are pretty cool but just remember that all entrepreneurs cycle.

If you haven't cycled yet, you're going to. If you're dumb like me, you'll cycle twice, and hopefully it doesn't happen to me a third time but I'm sure it might. I just want to be humble enough to accept it when it comes, and to dust myself off, get back up, and make sure I take care of other people around me so that when we go for the next round, the next cycle, the people that I love and care about are still there.

I hope that helps you guys. I hope you have an awesome day today. Go inspire people. Go change the world in your way, and see how you can serve people. If you do that, everything you want and need in life will come back to you. Thanks again, you guys. We'll talk to you on the next Marketing in Your Car.

Three awesome lessons from a hardcore funnel hacker!

On today’s episode Russell talks about an upcoming event called the Funnel Hacking Event and what kinds of things will happen at the event. He also talks about the power of identifying your dream client.

Here are some cool things you’ll hear in this episode:

• Find out why funnel hacking is turning into a verb and how you can be a funnel hacker.
• What kinds of things will happen at the upcoming Funnel Hacking Event and why you will want to be there.
• And why you should be spending more time identifying a dream client in order to make more money.

So listen below to find out why you should be busy identifying your dream client in order to make more money.

---Transcript---

Hey everyone, this is Russell Brunson and I want to welcome you to our 105th episode of Marketing in Your Car.

We've had the new theme song for five episodes now, and I hope you guys like it. I got some feedback from my man Stu McLaren. He said that he misses the old theme song as an outro, so I was thinking wouldn't it be cool if we took the old theme song and made it more retro and cool, and did a cover version of it, and had that as an exit, just for nostalgia for those who remember the old show, who remember the old thing.

I want to say hey to everyone. It's been a little while since I've done a podcast. I had a chance to go on the Marketer's Cruise last week which was amazing, got to meet a bunch of people. We had a chance to go and feature Click Funnels there and get a lot of people involved. It was just really cool.

For those of you guys who were there, I had a great time meeting you guys. I'm not really sure. There are a couple of cool things we had talked about today. I'm actually driving to my haircut so I have a little extra time today than I typically do. I was trying to think what would be the coolest way that I could serve you guys today.

Just thinking about a lot of different things, I think, let me walk you through some cool stuff that's happening. That might help open up some cool direction. We've got a couple of cool things coming up. One thing is I just finished my new book. We got it printed. I got first pre-release copies here in my office.

I ordered 250 of them so I have 250 of them sitting in my office. It's like the coolest thing in the world to have that and to be able to have a chance to start sharing it with everyone. I want to encourage you guys to watch as we do the roll-out strategy. There's going to be about 10 years worth of ninja hacking skills all going into this roll-out.

The entire sales funnel will be built inside of Click Funnel. It's going to be worth buying, first off, because the book is going to be amazing, but second off, just to see the process. I've told you guys this before and I’ll tell you over and over again. You'll learn as much by watching the process as you will from purchasing the product.

Make sure you do that. In fact, when you're buying any product, you guys, make sure you're not missing that lesson from me or from any marketer in any market. Watch the process you're going through. I tell you, that's the most valuable piece of what we're going to be doing. That's one thing that's super exciting.

We also are going to be doing our first big live event in the last few years. It's been probably five or six years. We're going to be doing it in Vegas. We're going to have about 500 people there, and the event is going to be called Funnel Hacking. I'm excited because hopefully you guys have a chance to have seen the Funnel Hacks webinar.

If not, go find one when I'm doing the next one and register for it, and be on it because it's kind of cool. Our last event here in Boise, we had our workshop here. It's cool because funnel hacking is becoming a verb in people's vocabulary, “Oh, I'm going to go funnel hack him,” or, “Oh, you should funnel hack him.”

That's good. I want people thinking that way. Instead of, “Oh, what should I create? What kind of funnel should I do?” thinking like that, I want people thinking more like the funnel hacking method where it's like, “Let me find someone that's successful, see what they're doing, and let's model the look, the feel, the layout, and the price points of their funnel.”

That's kind of what funnel hacking is. We talk about it a ton in the webinar. That's been fun. We decided to do the entire event called Funnel Hacking. This event is really cool because I wanted to show the core different types of funnels inside of Click Funnels.

For example, Perry Belcher who is one of the coolest guys is going to be coming and speaking on how to do a tripwire funnel. He's the one who invented that term and that concept. He's going to show and talk about what he's doing and show a bunch of examples.

After that, we're going to have a bunch of different people inside of Click Funnel who have tripwire funnels get up and show their funnels and be like, “This is mine, this is what I did, this is how I modeled. This is what I did different, this is what I did the same,” and then go through and show five or six, or ten people who do tripwire funnels.

Then we'll get up and talk about webinar funnels. We'll have five, 10, 15, 20 people, whatever, all talk about tripwire funnels. We'll go from funnel to funnel over two and a half days. It's going to be the coolest thing. I'm so excited to share this stuff with you guys.

One of my goals, I'm not sure if it's going to happen in time for the event but I'm hoping, I know a lot of you guys have seen our split testing book. If you don't have it yet, it's free. Go to DotComSecretsLabs.com. You can get it for free but it has 108 proven split test winners in that book.

I think it would be cool to make a book that's like 108 funnels that you can hack. I'm trying. My goal is to get it all put together before the event, and then anyone who is at the event will get a free copy of it which would be cool. That is just another cool thing we're doing.

On top of that, obviously Click Funnels is growing super fast. It's been such a fun time in business. I hope you guys are enjoying your businesses as well with that. I think the biggest thing I want to talk about today with you guys, outside of you guys doing funnel hacking and things like that, is just the power of the right front end offer.

I've talked about this in past podcasts. I know some of you guys are just listening now for the first time. Some of you haven't listened to all 105 episodes. It's a recurring theme that keeps coming up with my coaching clients. I think it's worth repeating.

If you look at my business two years ago, it's funny, I don't like sharing numbers. I'm not doing this to brag but just to put some perspective. A year ago, last January, as a company we did about $300,000 in sales. This January, we did over a million dollars in sales, more than three times as much.

We didn't do much. I didn't launch anything in January this month. It was just from all the different things we had done. When I look back at what's the one big change we made over the last 12 months that's had the biggest profound impact on our company and on what we've been doing, it's that I really stepped back and I asked myself a couple of questions.

First off, I was looking at who we were attracting at the time, who our customers were, and for me, they were business opportunity seekers. There's nothing wrong with a business opportunity seeker. I was a business opportunity seeker. I'm guessing most of you have been as well.

The problem with the business opportunity seekers is typically, they don't have a business yet. They don't have anything so you spend so much time in the beginning phases that you don't get to get to the growth phases. I was talking to Mike Filsaime about this. He was talking about when he and Andy launched their new company.

He said they walked in the room and had a big whiteboard. They drew a line down the middle of the whiteboard. On the left-hand side, they drew a zero. On the right-hand side, they drew a one. He said, “We want to create products and services that will attract people who have made at least a dollar online.”

If they've made at least a dollar online, it means they've figured out how to set up a website, how to get traffic, how to do all these kind of things. He said, “There's people out there. There's a big market for people who are helping you make your first dollar online but we don't want to be in that market. We want to focus on the other side of the market which is you've made at least a dollar, and now how do we scale that and turn it into a big company.”

He even talked about when they launched the Webinar Jam product, initially, the messaging was all about how much money you could make with webinars. He said, “If we do that, if we try to pitch the argument for webinars, the problem is we get people who are business opportunity seekers. We're convincing them that they can make money online with webinars. That's not what we want. We want people who are already doing webinars to get them to just transition to our products.”

They changed the messaging from how to make money with webinars to, “Hey, if you're already doing webinars, this is a better way to do them.” From that, they attracted the right customers. With us, it was about a year ago we launched Dot Com Secrets Labs which was our 108 proven split test winners. What's cool if you think about it, we designed that on purpose because if you look at that, it was created in a way so it would literally repel the customers we didn't want to get.

Someone who is a business opportunity seeker, who has never had a website, who doesn't have anything, when they see that book, it doesn't make sense to them. They're not going to buy that. They don't know what a split test is. They don't know why they even care but for my dream client, for the person that I really want into my company, it attracts the right person, someone who already has a business.

A split testing book attracts the right person. Look back over the last year. What did we do? I didn't work harder this January and last January. In fact, I worked a lot less this January yet we made over a million dollars this January as opposed to $300,000 last. What was the big difference?

Again, it was first off, really identifying and spending time figuring out who is my dream customer, what do they look like, what do they want, what are their desires. Then after I knew who that person was, I didn't mean just know them, “Oh, I want males from 13 to 26,” that wasn't how I knew them.

It was I got to know them at a personal level. Who are they? What do they really want? Then after I knew that and I had a really good understanding of who my dream clients were, then we came back and figured out what's the bait we can create that's going to attract that person.

For us, Dot Com Secrets Labs was the bait that attracted the right person. People always say, “Have you made much money on that, Russell?” I'm like, “Yeah, we have. We've made a lot of money.”

I look at our coaching program. Before DCS Labs, it was very small, almost nonexistent. After we launched it, we've added over 100, probably 130, 140 people at our Ignite level, which is $10,000, and I think we're at 36 people now in our $25,000, and we have two people in our $100,000 program.

It's attracted millions of dollars in revenue, but more so, it attracted the right people, people I love working with, people that I give my coaching clients access to Voxer with me, and we Vox back and forth throughout the day. There are people that are just doing things that are so cool. It's so fun to hear what they're doing. It's made my happiness level different.

I've been able to work with clients I love, and because of that, we've made more money, and they've made more money. I just look at for you guys, if one thing that you can think about, I mentioned this on another podcast but it's not thought about or talked about enough but it's really spending that time to figure out who your dream client is, and creating bait that's going to attract them.

One of my students has a webinar right now. He's been doing really well with it but he's attracting business opportunity people. He's like, “Do I need to change the whole thing?” I'm like, “No, you just got to change how you pitch the front. Change the bait on the front that will attract a different person.”

The product will still help either person but if you change the bait, you change the messaging on the front, you'll get different people in. That's just something to think about. All you guys out there marketing and selling things, you're trying to make things better and easier, and I can't tell you enough that the biggest change for me in our company over the last year has been that.

I hope that helps a little bit. I'm here to get my haircut now. I'm ready to rock and roll. My big three takeaways I think from today, number one is you need to learn more by watching the process. Again, when you guys buy my book, watch the process and see what I'm doing, not just what I'm saying. Follow the process.

Number two is funnel hacking. First off, everyone needs to start saying funnel hacking. In fact, if you guys are going to Traffic Conversion Summit, we're giving away t-shirts that say #funnelhacker on the front, and the back has a big Click Funnels logo and says, “Powered by Click Funnels.” It's super cool, all grungy looking and awesome.

We're trying to get everyone to become a funnel hacker. Funnel hacking is cool. Become a funnel hacker. Go watch the webinar if you missed it. Come to the live event when we do announce it here in the next couple of weeks, and become a funnel hacker.

Then what was the last thing? The last thing was spend more time identifying your dream client and building bait that gets them. I hope that helps you guys. I'm ready to rock and roll, go get my haircut, and then tomorrow, making some videos for some new bait to get some new people in, and it's going to be fun.

I appreciate you guys listening in. We will talk to you guys all again very, very soon.

The secrets of being cool to people so they’ll be cool back to you (even if they’re trying to screw you over).

On today’s episode Russell talks about how being a nice guy and always treating people with respect has helped him avoid getting sued. He also talks about why you shouldn’t burn bridges because you don’t know what the future holds.

Here are some interesting things to listen for on this episode:

• How one of Russell’s friend has spent years in court after a business deal went sour and what Russell learned from that.
• And why Russell tries to always give people the benefit of the doubt and avoid burning bridges because you don’t know if something could change in the future.

So listen below to find out why nice guys don’t necessarily finish last.

---Transcript---

Hey everyone, this is Russell Brunson and I am driving home in the freezing cold but I want to welcome you to Marketing in Your Car.

Typically, I do these things on my way into the office but today, I'm driving home and just had a random thought to share with you guys today. Hopefully it will help you all a little bit on stuff you're working on. Notice I said ya'll. I've been hanging out with too many friends from Georgia, from Texas, and they're getting me to say words like ya'll. Anyway, I apologize about that.

I don't know how this is going to relate to any of you guys but hopefully for the right person, for someone, this message is a big thing. I had a friend. I'm not going to tell any names or anything because it's not important but he had a partner in a project. The project went sour. Because of that, he locked the partner out, thinking whatever, but he changed passwords and locked this partner out of his business.

That was three years ago or so. I just saw him recently and asked how things were going. He said that basically for the last three years, he's been in a lawsuit and almost on the brink of bankruptcy and lost everything, and all that. I was kind of telling the guys at work with me about that, and just we were talking about how lucky we've been that we haven't had anything like that happen yet.

I was thinking, “Why hasn't something like that happened to me before in the past?” and things like that. One of the guys who works with me said, he just made a comment, he said, “If you think about it, the reason is you just always treat people good, Russell. You don't screw people over. If something bad happens, you're the first one to walk away and let it be.”

I thought about that little. I thought, “You know, it's interesting, but it really is true.” I told partners this in the past. I don’t think they believe me at first but it's true. People always want a contract. I'm like, the only times I've ever been screwed over in business is when people, every time, it's been by the person who wanted a contract. It's really weird.

I don't know what it is. Mostly, I just work with a handshake. I always tell people, “Look, this is the deal. We're going to work together. If something bad happens, I'm just going to walk away from it because I don't really care. I’ll just give it all back to you.” People don't really believe me.

That actually happened earlier this year. We had a project that when all was said and done, we invested about $50,000 in it, never could get this thing to work, and I just gave it back to the person and said, “You know what? I've tried all I can do. I spent a lot of money. Hopefully this helps you. I'm just going to give the whole thing back to you.”

It was interesting because, this may be a bad example, but the person we were working with got all upset at me. I said, “Why are you upset?” She was like, “No, we were supposed to be partners.” I said, “I know, but we spent $50,000, I redid your site and your sales funnel, everything, and I just can't get it to really work so I'm going to give it back to you as a gift.”

It was funny because she kept trying to attack me like I was trying to do something bad to her. I'm like, “No, I'm really just giving this back to you. There's no strings attached. I'm not going to charge you any money. I'm going to pay all the taxes, the accountants to close out the books. I'll just cover it. I'm just giving it back to you.”

I don't think she ever believed me. I was trying to transfer the site over and she's getting all upset. When I'm trying to transfer the site back over, I'm like, “No, you don't understand, my entire team is here to help you. We're trying to give this back to you and help you.” I think it was so backwards because most people, they think that people always assume you're trying to screw them over.

I try to be the opposite way. I'm like, “I'm just going to, worst case scenario, I’ll just give everything back to you and hopefully left you off in a lot better place than I met you.” I think that all of us need to think about that more, especially if we have partners. I know in the internet business, we always have loose partnerships we throw around all the time.

I look back over the years, people, in fact recently, it's kind of funny with Click Funnels, we had a partner who was involved and the person totally, totally screwed me over. It was funny because I remember when I got the Skype message, or I can't remember if it was Skype or Voxer, the person basically told me, “Hey man, sorry,” it wasn't this many words, but it almost was.

It was, “Hey, I'm totally screwing you over, sorry, but this is just how it is.” I was like, “Huh.” I remember being so upset and so angry, wanting to go and backlash, and yell at the person, and do what my other friend had done, lock this person out of everything but I thought, “You know what? I'm just going to let it be.”

I said, “Alright, that sucks but whatever,” and just ignored it, and left it as it was, and kept going on with my day. Three weeks later, the person came back, apologized, and ended up becoming our number one affiliate by far, and also introduced us to about 20 other people. I would say indirectly from that relationship, we've brought in almost a million dollars and over this year, it will probably be two to three million dollars.

If I would have blown up and yelled at that person when they screwed me over, none of that money or income or anything would have been there. I'm just a big believer, not that you need to let people screw you over but if they do, don't burn that bridge because you never know when you're going to need it again. I have a lot of people in the past that bad things have happened.

I'm not going to say I'm perfect. I've had times where I've screwed up and I've burnt bridges but the ones that I haven't, multiple times, they've come back and turned into huge things later on. Again, I don't know if or who this is going to help but if you've got partners, if you're working with people, give them the benefit of the doubt.

If something bad happens, be forgiving. Let them off the hook. Do whatever you can, because I tell you what, having somebody burn you and you walk away from is way better than the opposite where you spend the next three years in court, and issues and headaches, and all sorts of problems that come from it. Like I said, I would say 50% of the time that someone has done something bad to me and I didn't do much, and I just let it roll off, because that's how I approached it, later on, it came back tenfold to me.

Just some thoughts, I hope that helps someone who is out there listening. Again, I'm not saying I'm perfect. I've screwed up. I've offended people more times than I ever want to admit but I hope just that thought, I'm hoping that one of you guys, someone out there listening to this who has a decision right now is going to make the right decision and just make your life and the other person's life a million times better.

I promise it will come back to you in a positive way. That's what I got. I'm at home and I'm going to go play with the kids, have some fun. I appreciate you guys, and thanks for listening.

How we did $23,000 dollars in sales in front of a live audience.

On this episode Russell talks about how when you do a live event you need to do cool stuff because people love it. He talks about a live webinar he did yesterday and why it was so awesome.

Here are some of the fun things you will hear in this episode:

• Why Russell’s plan of starting the webinar 10 minutes early to get everyone fired up was thwarted by a non working video.
• How doing the webinar live with everyone watching is comparable to being on a first date and trying to kiss with the girls parents watching.
• And find out out how many people joined Clickfunnels and how much money Russell made from this e webinar.

So listen below to find out how Russell’s live webinar went during his live event.

---Transcript---

Hey everyone, this is Russell Brunson and I want to welcome you to Marketing in Your Car.

Alright everyone, I'm sure you've been on pins and needles since yesterday's podcast, wondering what happened. Did Russell do the live webinar? Did it convert? Were there technical problems? What happened? Anyway, I'm going to tell you guys the story.

We started the event yesterday. It was really cool. It's funny, when I used to do my events back in the day, I would try to jam in every single thing I knew for two or three days, and people would get so overwhelmed, they wouldn't do anything. This event has been very focused on just one thing and digging really deep into it, and not just having training, training, training but trying to pull in other cool things outside of that to help facilitate, teach, and coach.

It's been a fun process. We started out the day with me on stage talking about stuff. I didn't go in a lot of depth about the perfect webinar script because everyone had seen that but I went in depth about how to create the offer, how to do the content section, and things like that. We dug really deep there.

They had some exercises which people got to create their offer, things like that, and then create their content pieces, the one thing in the three secrets. That was cool. Then after that, I had Liz Benny who is one of our webinar case studies who is crushing her webinar right now, she came on stage and we brought a couch up, and I just did a Q&A with her and asked her questions about her webinar.

People loved that. It was so cool. We spent almost an hour of her talking about it and her experience, the ups and the downs, and all the stuff that happened. I think it gave people a lot of hope and faith as they've been struggling and trying to get theirs done which was cool.

Then after that, I did a presentation on how to pitch because a lot of people can follow the script well but then they can't get up and actually present it well, so I'm teaching how to do tonality and voice inflections, and trial closes, and all these important things. Then we went to lunch. While everyone was at lunch, I got my laptop set up and we hard lined it into the event center.

I was so scared that the internet was going to crash or a million different problems. I had a webinar. We had about 1200 people registered for it. It was starting at two o'clock mountain time. We were going through it and I told everyone at two o'clock, come into the room. You got to be quiet because I'm starting live.

If you guys want, you can just watch me and learn from the way, seeing me actually do it. They're all coming in. We're getting ready. I was going to start 10 minutes early and get on there and start welcoming people, but 10 minutes early, I did one quick run through of my slides and it turns out none of my video files of my slides were working.

I'm scrambling, trying to get it to work, trying to get it to work and none of them were working. We had one minute before the webinar was supposed to start and they’re still not working. I'm like, “Oh man.” I throw out all the slides. I deleted all the slides of the video stuff, found the video files, and it was crazy.

Then it's top of the hour, supposed to be starting. I told everyone, “Okay, everyone, quiet, time to calm down.” I think we had 200 people or so on at the time, “Alright guys, here we go.” I clicked start and clicked record, and started going through the presentation. At first, it was super nerve-wracking because literally, there were 80 people in our event that sat in watching me.

I'm sitting there on a laptop, standing up in the room in front of the laptop giving this presentation. It was super awkward. I was telling people afterward, “I felt like I was on a date with a girl, and I just took her home and was going to kiss her for the first time at the doorstep, and her parents are standing out there watching me, just staring at me as I'm doing it.” That's what it felt like.

How do you do this? How do you perform under this kind of pressure? After about 10 or 15 minutes, I just got in the zone and totally forgot about everything else, did the webinar presentation, did the pitch, and it ended up going for an hour and 15 minutes, the whole thing.

When it got done, I did my call to actions. Then I muted myself. When I muted myself, I popped out of state. I turned around and the entire room was standing and gave me a huge standing ovation. They kept clapping for two or three minutes. I literally fell exhausted down onto the couch. I was like, “Oh.”

They sat there clapping and clapping. Then I was like, “Alright guys, let's take a 20 or 30, or an hour long, I don't know, let's just take a break for awhile. I'm beat.” We split up. It was so cool. I got so much good feedback afterwards, people that came back and they were just like, “Wow, I've been on webinars. I've tried listening to you teach about it but seeing it actually live and seeing how you do it, seeing all that kind of stuff took it to a whole new level and changed the whole paradigm.”

It was cool. I felt good about it. I think they all loved it. When all was said and done, we did $23,000 in sales from that webinar. That was my other big fear, “What if nobody buys and I look like I don't know what I'm talking about in front of everyone?” I was grateful I did $23,000 in sales, and then from that process, we had 140, from the little campaign, we had 140 people join Click Funnels, the trial.

Those all re-bill at another $14,000 a month recurring which is awesome. When all was said and done, it was a smashing success. It worked. After that, I did another presentation where I went back through my slides and walked everyone through some of the core things that I did that I wanted to make sure they didn't miss because there's some really cool ninja stuff that we're doing. That was fun.

Then we brought up Natasha Hazlett who is another one of our people who is just crushing it with webinars and live events, and had her tell her whole story about what she's doing and how she's doing it. People loved that as well. After that, I was beat. I said, “Everyone, I had another session planned but let's just go home and get a nap,” so we broke and everyone went out and networked, and had a good time.

The day was exciting. It was awesome. We had a fun time. That was yesterday. I'm driving in for today now. Today's event, we are talking about webinar registration process which is cool. I'm going to be showing some really cool things that we're doing I think people are going to love. That's going to be first.

Then I have a guy named Jason O'Neill who did his very first webinar last week and he crushed it. He made seven or eight sales and he was just going crazy, how excited he was. He's going to share his whole thing which is going to be fun, then we have a guy named Mike Neilson who Mike has been driving all the traffic for Liz's webinar.

He's the Facebook webinar registration ninja. He's going to show his whole process which is going to be cool. After lunch, I have three or four things I think we could go. I'm not sure where we're going to go though. We will see.

One thing we're going to do for sure is break things into accountability groups and get everyone accountability partners, stuff like that. That's what's been happening. For those of you who aren't in Boise, I just wanted to keep you in the loop on what's going down. For those who in the future are going to come to Boise, you got to come. This is like no other. We don't do what everyone else is doing. We go and take it to another level to try to inspire, excite, and to show you what's possible.

It was a lot of fun. For those of you who are here who went through the process, I appreciate you guys, and those who weren't, if you become an Ignite or Inner Circle member, we'll have all the recordings in the member's area for you guys. That's about it for today. My brain is so fried, you guys, I don't have too much more value to give other than if you're doing live events, do cool stuff because people love it.

That's about it, you guys. I appreciate you all. I will report back in the next few days on what else happens through the rest of the group. We have the second day of our Ignite event today, and then tomorrow and Thursday are our Inner Circle mastermind meetings. That's about it. I’ll talk to you soon.

The keys to a winning offer, and a few other cool things.

On today’s episode Russell talks about the event he has going on today with his Inner Circle and Ignite members.He also tells his story of his first experiences selling to large groups of people and what he learned.

Here are some of the cool things you will hear in this episode:

• Find out the story behind how Russell has been developing The Perfect Webinar. And how it helped him generate more sells in Clickfunnels.
• Why being prolific is 90% in the name of your product.
• And why you need to be very specific in what you are teaching.

So listen below to find out how to be more prolific and specific.

---Transcript---

Hey everyone, this is Russell Brunson. It's six in the morning. It's snowing outside. I want to welcome you guys to an awesome Marketing in Your Car.

Hey everyone, so I hope that you are listening to this at a time that's warm and a normal hour because right now, I'm recording this at a not normal hour and it's snowing outside, and it's freezing but I'm here because today, we have our event. I'm excited. Those who have been following us for any amount of time, if you know, we have an Inner Circle mastermind group and we have an Ignite coaching program.

Three times a year, we get together and hang out, and we talk about cool stuff, and today is that day. I was up late working on stuff getting everything ready, and up early because I was nervous and excited, and had a chance to meet a bunch of our students I've been working with for six to eight months or so that I've never met face-to-face. That always makes me excited.

I'm anxious, nervous, and excited and everything all wrapped into one. It's going to be a ton of fun. I'm driving right now to the event center where we're going to be at, and I'm praying that I don't slide off the road and die because it's really icy out here and wet. This podcast could also be my last will and testament if I do. If I do, my wife gets everything and my kids. They're awesome.

I want to talk to you guys today about a couple of random things more so than anything because there's some stuff that's been on my mind that I think is pretty cool. I don't have any other format to share stuff like that, so here you are. You get to hear it. First thing I want to talk about was for yourself, I know all of us in our businesses focus on growing and what we can do, all that kind of stuff but my first question for you is what are you guys giving back.

I know some people who listen to this give back a ton, and some people don't do anything. I had a really cool experience yesterday. There's a little handicapped boy who goes to church with me. I talked about him on other podcasts. His name is Jesse, just one of the neatest people in the world.

He gets $20 a week from the state for food and for things like that to survive. Sunday, we took him to church. Everybody takes turns picking him up and taking him. We took him on Sunday. We got there, and as soon as we sat down in the seat, he pulls his wallet out of his thing and gets out his tithing, which is 10%, right?

Of his $20, he pulls out two dollars. Then in our church, there are a couple of other funds. There's one that's called a fast offering fund which is money that goes towards people who are less fortunate, helps feed them, and things like that. Then he puts five dollars into the fast offering fund, which was one fourth of the money that he gets to survive each week.

Then there's a missionary fund which helps missionaries to support themselves. He put two dollars in the missionary fund. What's that, five, six, seven, eight, nine, so almost 50% of his income, he gave back. He was so excited to do it. You should have seen him.

He was jumping around, so excited and so grateful that he had a chance to give to those who are less fortunate than him. This guy makes $20 a week. That's it. He struggles to walk and talk, and all these types of things. I just look at how many excuses that a lot of us have, especially as your business grows.

I still complain about government because they're a bunch of punks and they’re taking half my money. That's always frustrating. I try never to complain about church because we pay 10% of our income to the church. That number gets bigger and bigger and bigger. I hear people who struggle about that, and whine and complain. It's not fair, that's my money, things like that.

It drives me crazy. I look at someone like Jesse who literally gives everything, 100% almost of what he has. He keeps the last 60% so he can buy his food for the week but everything else, he's giving for the Lord. I thought that was a really neat thing.

I look at some of my friends in this business. One of them that always inspires me is Stu McLaren and his wife Amy. His whole mission of his business is not to make a ton of money. It's to be able to serve people and help people. They've built this charity out in Kenya. We had a chance to go out to Kenya a couple of years ago with them.

It's just inspiring to see people who are using what they're doing to help others as opposed to just helping themselves all the time. Anyway, that is lesson number one for you all today. Some other stuff, here's another one I was thinking about. The workshop today is called “The Perfect Webinar.” It's funny, I've been doing some version of webinars or teleseminars for over 10 years now.

I remember when I first started doing them, I would go and I remember the very first one. I was actually at an Armand Morin seminar. I signed up. I had $2000 I think for the seminar. I was so excited, my first internet marketing seminar. I was going to go meet internet marketing people which I was really excited about.

I'm at this event and I'm learning all this stuff. The first speaker gets up and he starts speaking, and at the end of his presentation, he closes. He tells people to run at the back of the room and go buy his thing. I look and I see people running to the back of the room. I had never seen that before.

I'm doing the math. I think he was selling a $2000 package. I'm doing that two, four, six, eight. I'm like, “That guy made $40,000 right there.” The next speaker gets up and does the same thing. Boom, he's selling a $5000 package, five, 10, 15, 20, “Dang, in an hour.”

The next speaker gets up. After three days of watching this, shy little Russell who didn't dare to talk to anyone, who loved my internet business so I could hide behind the computer was like, “I got to learn how to do what these guys are doing because I want to be able to do that,” and started being on this quest, this 10 year quest to figure out how in the world to sell from stage.

I remember the first couple of times, I was so embarrassed. I would try to mimic what people were doing. I go and do my pitch, and crickets at the end. Nobody would budge. I would be standing there at the front, and it would be so awkward. I literally would go up to my hotel room and shut the door, and just hide in there because I would be so embarrassed.

I seriously, there would be events where I would spend three days at the event hiding in the hotel room because my stage pitch bombed and I was too embarrassed to see the promoters or other attendees, or anyone. I would just be embarrassed and hide up there. This is me 10 years ago. This would give you guys comfort for those of you guys who are nervous to do this kind of thing. I was scared out of my wits.

I kept seeing people do it. I'm like, “Oh, I got to figure this out. They can’t be that much smarter than me,” so I started studying. I went through 10 or 12 different public speaking courses. I went to Dan Kennedy's and Bill Glazer's, and Armand Morin's, and on and on. Each time, I learned little pieces and little nuggets that would get me closer and closer to having the perfect webinar.

Anyway, I kept doing that for over 10 years now, just getting that webinar better and better. A little while ago, I put together a template for what I call the perfect webinar. I was putting together this template called “The Perfect Webinar.” It was basically all the pieces I had learned, I tried to sketch them out in one cool spot.

I think in the future, I'm just going to give that out. I think I'll do a free plus shipping on it. In the future, if you go to I think I own PerfectWebinar.com or ThePerfectWebinar.com, I'm not sure. It's not there today but in the future it will be there and I’ll give away the template for free. It's basically all these pieces put together to a really cool template that you can use, and you plug in the pieces.

After I built that, the first presentation I did was one called “High Ticket Secrets,” and I went and created the whole thing and launched it. We did 70 or 80 grand from the webinar. I was like, “That's not too bad.” Then of course, stupid Russell, when things work, I forget about them sometimes and don't do them.

Then I had some coaching clients who came through who I knew for what they were doing and wanting something, “You guys need this. You need to use the webinar script.” I gave them the script, trained them, and coached them on it. Person after person we gave it to, boom, knocked it out of the park.

It just kept happening over and over again. I was like, “This thing is really good. This is one of the best little pieces of paper I've ever put together.” Then about three or four months ago, I had to do a webinar. We had actually, it's a funny backstory but I'll share it with you guys because you are Marketing in Your Car fans and you guys are hanging out with me all the time.

Nobody else really knows this but when we launched Click Funnels initially, it was a smashing failure. You thought I was going to say smashing success. No, we launched it. It shocked me how few people signed up. We got people in there but my goal was at least 10,000 people.

I think from the entire launch, we got about 1000. I was like, “Are you kidding me?” I was sick to my stomach, spend a million dollars on a program, you want it to work. We were all frustrated. Then a month later, Mike Filsaime is like, “I want you to come to my event and you guys sell Click Funnels.”

I was like, “Right now, Click Funnels is a dollar, a free trial. How am I going to sell it? We got to package this thing up.” Two days before the event, literally, I'm like, “Okay, I got to start on a presentation,” so pulled out the perfect webinar script, and I just followed it to a T. I was like, “You know what? This is 10 years of work. I'm too tired and too worn out to try to reinvent this thing.”

I just took “The Perfect Webinar,” spent two days going through and plugging in the PowerPoint slides, following my script to a T. Two days later, I got to San Diego for Filsaime's event, stepped on stage, never gave this presentation before, super nervous, got up there and did it, and closed 34% of the room.

I was like, “Dang, I've never closed 34% of the room before.” We went home, we started doing webinars, and it's funny, we did the first webinar on a Thursday morning and we did $30,000 in sales. I thought, “That's not too bad but I thought we'd do better.” I had another webinar four hours later.

I went through all the questions that people had asked me during the webinar. I was like, “Okay, these are all the sticking points that I'm not explaining things well enough,” so I went back and we tweaked things, tweaked things, and got it better and better. Then four hours later, did the webinar again, same size audience, same everything, almost identical demographic, and did $120,000 in sales.

I was like, “Dang, this keeps working better and better.” I did that webinar four or five times, and wound up doing I think about a million dollars the first three weeks doing that webinar, and then what was cool was Dan Kennedy's company, GKIC, asked me to come speak at their event so I went out there and did it, the same presentation. We closed 49% of the room, almost 50%, one more dude and I would have tipped it over and had half the room buy.

Anyway, I was so proud. I couldn't believe that worked. I came back and said, “You know what? This whole perfect webinar idea, we need to focus more on it.” That's what's happening in the next two days here. Everyone in my high end coaching program is coming in for two days. We're going to build out perfect webinars.

50% is the script and 50% is the sequence. Today, we're going to be doing script, and tomorrow, we're doing sequencing. What's cool is that at this event, this is what I'm most nervous about is I'm going to go out on stage right after lunchtime and I have about 900 people registered for a webinar today. I'm going to sit up on stage live in front of everyone and do the webinar with a whole audience listening in.

I'm either going to bomb and make no money or I'm going to crush it and make as much money in front of everybody. Anyway, I'm nervous but you guys are going to see what I'm saying. I'm going to have 100 people in my audience here in Boise listening and watching me, and I'm going to stand up on stage for 90 minutes and do my pitch.

Hopefully, if I don't screw it up, I'll just close a ton of people. Anyway, it's going to be super fun. I'm nervous. I'm nervous because half the time, hotel internet doesn't even work so people might not even be able to hear the presentation. There are so many things that could go wrong but if it goes right, it's going to be really, really cool.

We're going to try it out. Typically, when I do things, I like hedging my bets. When I do things that can make me look stupid, I do them in private so that if a webinar bombs, nobody knows except for me but this time, there's everyone here so what can you do? It's going to be fun. We'll have a good time with it, right?

Hopefully these guys will be forgiving if I screw it up, but if I do it correctly and execute it right, I think it will be a good learning opportunity to have them see how I do it because it's so much more than just watching a webinar to get it. There's a lot about just the way you present and the way you pitch live. It's going to be fun.

The last core thing, I'm almost to the event center which is cool. I'm early. I'm never early to these kind of things. My wife would be very proud of me right now. The last thing, as I was going through my presentation last night, building my presentation for today, I've had a lot of people who have gone through “The Perfect Webinar” script and given it back to me.

The advice I'm about to share with you is important for perfect webinars, for video sales letters, for any kind of selling that you're going to do but they give it to me and they're like, “Here's my thing. I go through it, I watch it.” The difference between a webinar that makes you $1000 and one that makes you a million dollars is not much. It's a very fine line that gets you from one spot to the other.

The thing that I think pushes you over the edge are two things. It's being prolific and being specific. Let me elaborate on it. The first one is being prolific. This is one that's hard to teach. How do you become prolific? You're prolific or you're not. You got to think about that. How do you become prolific?

With this one guy I was critiquing, he had this big buildup about what his big secret thing was. The secret was in the back end. I'm like, “Man, everyone's secret is the back end. That's not a unique thing.” Your big reveal can still be the back end but you got to call it something different.

Being prolific is 90% how you name things. It can still be the exact same thing as everyone else is doing but just the naming it, what do you call it? If you call it the back end and everyone else calls it the back end, it's no longer exciting. I was telling him because the thing he was selling was very similar to something I was selling that we call the black box funnel.

I was like, “What you're doing and what I'm doing are very similar.” I said, “You called yours the back end. I called mine the black box funnel. Which one sounds more prolific?” The black box funnel, “Whoa, what is that?” You're very interesting and you got to figure that thing out. You can't just answer it in your head.

You can't be like, “Oh, it's a back end sales funnel. I've listened to 30  webinars and they talk about this.” That's the first piece is being prolific. The second piece is being specific. In this guy's presentation, he kept coming back to, “Oh yeah, and then you can do Google Ads or Facebook. You can do five different kinds of back ends. There's this or that, different things. There are a whole bunch of things you can do.”

That's the opposite of sales. What sales is, “This is the exact specific thing you have to do to be successful. If you deviate from this one iota, you will fail.” It sounds like I'm going over the edge but that's what sells, being very, very specific. Again, if you look at the Black Box Funnel, I think the video as of right now is still there if you go to BlackBoxFunnel.com, you'll see it.

I have a video there that sells. It's one of our front ends for our coaching program, and I'm very, very specific, “This is how you do it. This is what the first page has to look like. The second page has to look like this. This is how the ad has to look like.” I'm very specific. I tell them things in absolutes.

If you guys watch Star Wars where they say that only Siths deal in absolutes or whatever, it's very, very true. You have to be very specific and absolute. It can't be like, “Oh, there's a bunch of ways to do this.” It has to be there's only one path to success, this is what it is, do not deviate from it because that's what people respect.

That's what gets them inspired and to want to give you money, that there's a specific path. You've got it. Nobody else does. Even if there are other paths, you don’t tell them about it. You tell them about the path, the specific one that you want them to go on, and that's it.

For example, this whole perfect webinar thing, this is the only path. You notice that I'm very, very specific. If you look at the way we're selling this and teaching it, these are the slides, this is the order, do not deviate from it or you're going to screw it up, very, very specific. I think it's prolific too but we'll leave that.

We'll find out when this offer goes live and see how it works. That's the key, guys. When you're making any kind of content or sales presentation, whatever, always think in your head over and over and over again, prolific and specific, prolific and specific. Those are the keys. You can't be un-prolific and give people tons of options.

If you do, you're never going to be successful. This is a long podcast, guys. We're at almost 18 minutes but I'm at the event center. I'm going to go in and get things unpacked, get things rocking and rolling. I appreciate you guys listening. I hope you enjoyed this.

If you're not in our inner circle yet, what are you waiting for? Come on, now. There's nobody that gives as much as I do. We not only do events three times a year, you also get me live on Voxer, which Voxer is like a walkie-talkie coaching program through the phone, which means you can literally walkie-talkie me.

I have some guys in our inner circle that walkie-talkie me three or four times a day asking me questions. There's no one that gives as much as I do because there's no one that cares as much as I do. I care about you guys, so if you're not in our inner circle or our Ignite coaching program yet, it's time to do it. What are you waiting for?

Just go to Ignite.DotComSecrets.com. You can apply there and you can be hanging out with me at the next event. I appreciate you and I’ll talk to you soon.

The REAL way to scale a business from $0 to $10 million dollars a year.

On today’s episode Russell talks about why you need to set realistic expectations for your first webinar and be willing to make changes to create a masterpiece.

Here are some cool things to listen for in this episode:

• Why having a positive attitude when you do your first webinar is important and why the goal of your first webinar should not be to make a million dollars, but should be to just do the webinar.
• How Russell was able to increase sales 4x in 4 hours by looking at what he had done and making changes to make it better.
• And Why looking at your webinar as work of art, will help you perfect it and eventually be able to make more money.

So listen below to find out how to set realistic expectations to be able to achieve your goals.

---Transcript---

Hey everybody! Good morning! It’s raining here in Boise, Idaho, and I want to welcome you to episode 101 of Marketing In Your Car.

All right everyone, so what do you guys think about the new theme song, huh? Huh? Do you like it? So yes, as I told you in the last episode that’s what delayed me from recording any episodes for like a month.

So all I did was I went to Audio Jungle, found a sweet audio track, then went to VoiceJockeys.com, paid someone $60 to say that and boom! I got a jingle!

Anyway, it’s not quite as professional as the last one, but it’s also not quite as 1980s. So anyway, I’m in the office right now and I’m super excited for today, getting everything prepared for my live event that’s happening next week.

We have our two-day workshop for all of our DotComSecrets Ignite members, and for two days we’ll be focusing on webinars, and webinar sales processes and scripting and traffic and everything tied to webinars, which is going to be awesome.

And then, the second two days, we have our High-end Mastermind Group for our Inner Circle members.

So it’s going to be a ton of fun and I’m excited, and today while I was kind of getting ready and preparing for this, I was thinking about like what I should talk about on the podcast. There was one kind of theme that I’ve noticed in the last week or the last couple weeks that I want to address.

In our coaching group we have a lot of people doing webinars now, because I think webinars are one of the easiest ways to get started, to have an offer that you can break even on traffic or make a profit, a bunch of other things.

And the problem is that… Well, not the problem. The good part is we had -- I think this week we had eight or nine of our students who did their very first webinars, which was awesome and it was fun to see.

It was funny because some people finished the webinar with like… Anyway, every time they were finished, they would all Vox to me. Vox is like my communication channel with my coaching students.

So we’ve got Vox on the phone. They can Vox me. It’s kind of like a walkie-talkie, and they can Vox me any time they want throughout the day. And so, basically, they would Vox me after the webinar, and say, “Hey! This is what happened, and this what happened…” You know, they’d just kind of tell me, and about half of them had such a good attitude. They said:

“Wow, Russell, I did the webinar! I learned the script and I practiced it. Nobody bought, but I did it. And people showed up and people loved it, I good feed back, and they were excited.”

And they’re like, “Man, I’m so excited! I’m going to make some tweaks and changes, and then do it again and just keep getting better and better at it, and start making some sales in the future,” and bla, bla, bla, bla, bla, and those guys are like, “yes!”

That’s the right attitude, you know, like the very first time you do your webinar, your goal is not to make a million dollars. Your goal is to do your first webinar, right?

To practice the pitch, to get some feedback, to see what happens, to see how you feel in front of an audience, to see if people respond to the offer, all those types of things that you do the first time you’re doing one -- doing one live.

Obviously, your goal is to make sales, but not to make a ton of sales. On the other side of it, we’ve got people who -- and it’s probably because I get excited.

I’d share numbers that we do with our webinars and people that other of our students have done and things like that, and so they’re expecting to make like a million dollars in one webinar on their very first one.

And so, the other half wrote me back and messaged me and were just like all depressed, and “oh nobody bought, and only 20 percent of the people actually showed up.” It reminded me of like Eeyore the donkey like, “Oh, nothing’s gonna work.”

[Laughter] you know, like that kind of an attitude, and I literally had to go Vox everyone, and like get them excited and say:

“Look, you have to understand like, you just opened a store. This is Day One, your very first time you ever pitched it. Like most people do not make money on their very first webinar pitch. Most people are going to practice it, and like it’s such a good thing just to do it because you learn so much stuff.”

You learn, you know, did the registration process work? Did the process to get them to attend the webinar work? Boom, boom, boom!

You look through every single aspect, every single piece, because there’s so many different variables, and from that you can really dial in and figure out what tweaks and changes you need to make, okay?

I was telling one of the people, when we did the Funnel Hacks webinar the first time, we did the webinar and I got tons of feedback and things like that, and so the first time, I remember the first day we did it, we did it twice that first day.

The first time I did it, we had a big show up, and we did $30,000, which may seem like a lot of money. For us it was based on the number of people who were on the webinar. It was really, really low, and I was like “ohh!”

I just felt really bad, but I looked at the comments and the feedback, and I thought about like how I felt during each section. And I had my second webinar; it was like four hours later.

During that four-hour period of time, I was tweaking slides and changing and just moving things as fast as I could because I knew the next webinar was coming.

So then, I’d figure out all the questions that people were asking me, and I went and I tweaked those and added them into the presentation and move things around.

Anyway, I tried to get as close as I could to what I thought was perfect, and the second one I did we did $120,000 with the same amount of people on it -- so four times as much money just by taking tweaks and changes.

And so, the big thing I wanted to kind of mention on this podcast, and I want you guys thinking about, is positioning your expectations right, and looking at this as kind of the fun process that it can and it should be.

You know, for me again, I’m looking at we create this thing you’re putting out there, and now my goal is not to -- like I remember one of the guys, he told me, he said, “My goal is to make 20 sales at $2,000 apiece.”

He wanted $40-grand off his first webinar, and I was saying, “Man, if you get one, that would be awesome; like that should be your goal.”

You know, typically the products were selling on a webinar from $500 to $1,000, and so what I tell people I say, “Look, what you need to do is invest. For your first webinar and traffic invest -- if it’s $1,000 product, invest $1,000; if it’s a $500, invest $500 -- and you’re goal should be to just break even.

Make one sale and see if you can do that. If you can break even, make one sale, then boom! You’ve got it! Like that’s the only thing you should be focusing on right now, is just breaking even on your ad spent from your first webinar.

So that’s the expectation, and then from that, now we get so much data. Like insane amounts of data come back to us as soon as you do your first webinar, where you make tweaks and changes, and just all this stuff that you can't do until you do your first one.

Yeah, so I guess my big thing is setting expectations. You know, not trying to make a million dollars on Day One. Everyone that comes into our High-end Coaching Program, we always ask them what they’re goals are.

And the people who come back and say, “You know, my goals, if I can get to $15,000 to $20,000 a month, I’m going to be really excited,” those ones I like working with, because that’s a realistic expectation for what they’re doing.

People who come in and say, “my goal is to make $3-million my first year,” it’s not a realistic expectation, and all it can do is just stress you out. People are like, “Why? I need to set high goals!”

Like, yeah, you do, but you also set a realistic goal. So say, you know, my goal is to be able to get point. Like for me when I got started, I was like I want to make a million dollars a year.

That was my goal, but I didn’t say it was this year; I said I want to make a million dollars a year. You know, for right now, if I can make $10,000 a month, that would change my life so that’s what I’m running for.

So having your -- what do they call them in Good to Great? The BHAGS, the big, harry, audacious goals -- like having some BHAGS, but not like tying those to time. Do you know what I mean?

Like don’t say, “I need this done this year: I’m going to make $3-million this year.” Just say my future goal is to make $3-million a year and a million dollars a year would be really, really cool. But right now, my goal I’m running towards is, you know, what is it? Is it $5,000 a month, $10,000, $20,000?

In my last or two events ago, we did this little exercise with people, asking them like how much money do they want to make, and everyone was giving me these crazy numbers.

And then I showed them how, if you were making $20,000 a month, that you literally could live in a $2-million dollar mansion, drive a $100,000 car, and go on vacation every single month on $20,000 a month.

Like $20,000 a month is a ton of money, you guys, and it’s realistic to live off of that, right? - to have an amazing lifestyle off it, and a million dollars a year is just not realistic. That’s not something that’s going to happen for most of us.

So first off, setting your expectations right, from like an income standpoint, again you goal should be: “I’m going to spend X amount of dollars in advertising. I want to break even.” That should be the only focus when you first doing your webinar. That’s it. Nothing else should matter.

And the second thing is looking at this as the process. This is not like you built a… like I remember when one guy said, “Man, I’ve spent so much time on this, and I’m frustrated because I spent so much time and effort on this.”

I was like, you don’t understand. Like this is not a one-time shot. You’re putting this time and effort in to create this thing. You’re creating a masterpiece, and after it’s done then you keep tweaking it.

It’s like the analogy of like you have a big stone, right? And you’re chiseling away and chiseling away, and you’ve done a lot of work, and it’s looking good, but you keep chiseling and keep chiseling.

I’ve done the Funnel Hacks webinar, man, probably 20 times in the last two months. You know, we did over a million dollars in sales, and from that, every single time I do it, I’ve changed the presentation.

In fact I made like, I don’t know, probably 15 different slide changes yesterday, after the last presentation I gave because every time I’m feeling different things, and I’m tweaking it.

I’m changing it based on response and based on questions I’m getting. And things that don’t feel comfortable when I’m doing the presentation, I’m tweaking and changing and adding things, and every time it gets better and better and better, and so looking at this is a work of art.

Mary Ellen Tribby, some of you guys may know her, I talked to her one time, and she was talking about how us Internet marketing people, how dumb most of us are, and she went into like two different companies.

She went into Wise Publishing, and then also into Agora Publishing, and took the division she was responsible for from like three or four million dollars a year to like $80-million a year within 18 months. And what she told me that I thought was really, really cool is she said:

“All you Internet marketing people are brilliant. You make the most amazing offers in the world. It’s just, but what you do is like the equivalent of creating a play, right?

“You hire the best actors and screen writers, and you put this whole thing together, and you spend, you know, hundreds of thousands of dollars, perfecting this play.

“And then, you live in Boise, Idaho, and so you go and you advertise it. A bunch of people show up, and you do the play, and it’s a smashing success, rave reviews, everyone loves it -- and then the next day you pack up and you start writing your next script for your next play.”

And she’s like, “The difference between what you guys do and what I do is,” she says, “I take that play on the road. Okay, it was a smashing success, and I take it from Boise to Salt Lake to Chicago to L.A and I take it on the road.”

And that’s how you have to look at this whole thing as, is this webinar you’re doing, like right now you’re testing in your local area, right? This is how the process is working, and you’re testing and you’re tweaking.

You’re making these changes and then you take it on the road. Each time you get better and better and better, and that’s how you have to look at it, okay?

So anyway, that’s kind of my goal of this presentation, this podcast, whatever you want to call it. Because it’s been on my mind and it’s kind of a rant, but it’s because I think everyone needs to get their minds’ right.

You know, everyone talks about mindset and goals and I think they do it the wrong way. They’re talking about, you know, “set huge goals and work towards...”

And those things are good, but it’s more paralyzing a lot of times than setting the realistic goals and good expectations and understanding what you should be doing and how this process works, that’s really the key in the game plan.

So anyway, I’ve been at the office in the parking lot. For like five minutes now I’ve been ranting, so I’m going to jump in and get to work, have a fun day today.

You guys have a good one as well, and I’ll talk to you guys all again soon.

We made one BIG change last year to our business, that seemed VERY small, yet helped us to more then double sales from the year prior.

On this special 100th episode of Marketing In Your Car Russell talks about reminiscing on the previous year instead of making new years resolutions and the one big change he made in the last year.

Here are some of the cool things you will hear in today’s episode:

• How to attract the right kind of people to your business.
• How to look at your clients and figure out what the end result needs to be.
• And to not be afraid even if your initial sales drop, because it will pick back up again when you attract your dream client.

So listen below to find out how to attract your dream client to your business.

---Transcript---

Hey everyone, this is Russell Brunson and I want to welcome you to our 100th episode of Marketing in Your Car.

Hey everyone, so it's been a little while since I've done a podcast and to tell you the real honest reason, it's because I promised you all that I would have a new jingle for the 100th episode and I haven't got one yet, so I've been delaying and delaying. Yesterday, I actually messaged on Facebook to my friends who yelled at me saying, “Dude, you don't have a podcast episode. Where are you at?”

I'm going to repent and I'm just going to do one. Hopefully today I’ll figure out a new song for you. I appreciate you guys listening, and actually caring so that's really cool. Today, I'm driving actually to work out. I'm not sure if I’ll get my thoughts done by the time I get there so this may be one of those ones where I pause it and come back after my workout.

It's the beginning of the year for me right now. If you're listening live, it's just after the new year. If you're listening to the recording or listening later, that's when I recorded this. It's interesting because it's been fun. I'm not a big New Year's resolution person but I am big at looking back at what happened over the last year and looking at the cool changes that happened in yourself as a person, as a business, and as a company, and all these different things, and then setting big, huge – I think the book Good to Great calls them BHAGs, big, hairy, audacious goals.

I'm totally a big believer in that, setting huge goals for the years as opposed to resolutions. I've got some big goals we've set out. I started thinking over the last year and I looked at this time last year, where our company was at versus where we are right now. I got to tell you, it's like night and day.

We had relaunched our little coaching program a little over a year ago. Some of you guys know, we at one time had 60 salespeople and we were selling coaching, $5000 packages of coaching, and it was a huge nightmare to be honest. I shut it down and for three years, we didn't sell coaching. We kept getting so many requests for it, we relaunched it last year.

At the beginning of the year, it was really hard. We were trying to sell $5000 but the kind of people that we were getting in weren't that high quality, or the leads that were coming in. It was hard. I remember about this time last year making a conscious decision, thinking, “You know what? If I want to keep doing this business,” because I was burned out, I was turned, and I didn't really like it, “I've got to change the customers we have.”

I started looking at that. To change our customers, I've got to change the bait that I'm using. I looked at the bait I was throwing out there to the world to attract people in and what was interesting is most of the stuff I was sending out, most of our offers and things like that were all business opportunity stuff. It was attracting someone who wanted to start a business.

The problem with that is you're going to get some really good people who want to start businesses but you also get every person on earth who just wants to make a quick buck. It attracts the total wrong type of person. I was putting out these offers and putting out these landing pages and ads, and everything that was attracting biz op people. That's what I was getting.

It was obviously the type of customer that we didn't really want to keep having, you know what I mean? That's kind of where last year had started. We made the conscious decision, we need to get a different type of customer so to do that, we need to create a different bait. If you've been following me for any amount of time, you know the bait we put out.

We created a book called The 108 Proven Split Test Winners, and we launched it for free plus shipping, no continuity, nothing tricky, just let's give this amazing product out to the world and see what happens. We did that. Over the last year, we sold over 10,000 copies of the book, which you may be saying, “Well, Russell, that's not a big deal. It was free plus shipping. You didn't make any money on it.”

But us putting that bait out there completely transformed our business. We started attracting the right people in our coaching program, and we figured out a couple of things. First off, our high ticket product back then was $5000. Over the last year, we've raised our prices where right now, our lowest ticket product that we sell through coaching is $10,000 and we're about to raise that again to $15,000.

By increasing the price, what happened was the people that we didn't want to work with, the people who were struggling to pay $5000, they stopped signing up. What was cool was that the right person, the people that my bait was attracting, $10,000 was not that big a deal to them. They were people who had businesses, who had websites, who wanted to take it to the next level.

Man, I tell you, for me, that customer is so much more refreshing, such a better type person to work with. Again, we made that our low end as $10,000 and we added a $25,000, and last year, we sold I don't know the exact numbers, but we sold 120 people at the $10,000 level and 30 something people at the $25,000 level.

That's like what, one and a half million bucks in coaching sales. We did that with two salespeople, which is insane. We did it without that much effort. It all comes back to we changed the bait that we used to attract. We got the customers we wanted and customers who could afford coaching, those who wanted coaching. It's been pretty awesome.

I'm at the gym right now. I'm pausing this recording. When I come back, we will finish this up. Hey everyone, I'm back. Just for the record, I want to say that I'm not one of the New Year's gym goers. I've been going consistently three times a week for the last five years. I didn't go to the real gym. I have a personal trainer so it's just me and him. I don't have to deal with the thousand other people.

I'm not sure where I left off but I know I was talking about how we consciously picked who we wanted our dream customer to be. The second step then was go and create bait that would attract our dream customer. If we look at our Dot Com Secrets Labs, what's interesting about it is anyone who is a business opportunity seeker, if they saw that, they wouldn't know what it was.

They wouldn't even pay the $10 shipping and handling because they don’t know what a split test is. They have no idea how that's going to help them but my dream customer, somebody who has a website, who is trying to figure out how to take it to the next level, the person I want to be working with, the people who I know can write a check for $10,000, $25,000, or $100,000, they see that and it's the right bait.

I've had people who have tried this strategy, the free plus shipping things and they're like, “I attract crappy people because the price point is so low.” That's the wrong way to look at it. That's not true that you attract the wrong kind of person because of the bait you put out there. If you put out there a how to get rich quick product, you're going to get how to get rich quick people.

If you put out there a product that's going to attract your dream customer, you'll get your dream customer. It's very important to really understand that, that the bait is key. After you've created the bait, then you got to come back. The bait has been created. Now where are my dream customers at? Where is the pond that they're at, trying to figure out where that's at.

For us, targeting Facebook was big. We had to find other places, trying to find where are our dream customers. For us, when we were finding business opportunity seekers, it was way easier because the world is your ocean. They're everywhere. When we started identifying the right people, it shrunk our world down.

The universe isn't as big for us to go after but it's a lot deeper. Like I said, we got 30 something people that pay us over $25,000 this year. We have two people that paid us for our million dollar program where they pay $100,000 up front and 10% of their profits. I can't go as wide. There aren't as many people to target but I can go way deeper with those people.

Then the fourth step in the formula, first is find out who your dream customer is, what kind of bait you're going to create. Find out where to find those people, what's the pond you're fishing out of. The fourth one is where are you taking these people. What's the goal? I think I used to know the answer to this in my business and I think I was wrong in my goal was, “I'm going to get them into my high end coaching programs.”

That's not what I'm looking for for number four here. The fourth is what's the result you want to get for somebody. I have a graph. I don't know if I mentioned, I'm launching my first real book. I'm going to try to get on the New York Times' bestseller list in March. You'll see this is chapter one. I talk about this concept.

The fourth step is the result. Where are we trying to take this person? I have a picture of a mountain and me taking somebody up to the top of the mountain. For me, I look at my clients. Where am I trying to take these guys? What's my goal with them? What's the result I'm trying to get them to?

For me, each person is different. I realize that for me to really know that, I need to spend time on the phone with everyone I coach. We shifted our coaching program away from this cookie cutter thing that we pushed everybody through, and they got certain sessions, and had different coaches and started looking at I'm really concerned about these people's result.

The reason I'm in business is not just to  get money. It's to get results for people. We shifted our coaching program where when somebody comes in, they get an hour with me where I help steer the direction. Then I hand them off to my team to help implement what we talked about, but then they also have live access to me through Voxer where they can Voxer me as many times as they want every single day.

Some people totally abuse it, and other people don't take advantage of it at all, but now I have the ability to help people daily and help pushing them towards their goals, and moving them forward. I tell you what, the paradigm and the change in our business has been amazing. From a profit standpoint, from a happiness standpoint, for myself personally, from results for our clients, it's just been a million times better.

What I wanted to do this podcast about for you guys today is to start thinking about that. We're at the beginning of a new year. I remember last year, Tony Robbins put this video out there. It was really cool because he said, “You know, it's the beginning of a new year.” It may be January 1st or whatever but he says, “It's a new year and because of that, you guys have a chance. If you're not happy in a relationship, change it. If you're not happy with your job, change it. If you're not happy with your business, change it.”

I remember thinking that. I said, “You know what? I can. Why don't I make these changes that I want?” so we just started making the changes. For you guys, I want you thinking about that. It's the New Year's here. If you're listening to this later on, then today can be your new year but just figure out what do you want your business to look like.

Who are the customers you want to attract? If you don't think about those things first, then you're going to attract the people you don't want, I promise you that. After nine years of experience with not my dream customer versus the last year with my dream customer, it all just came back to knowing first off who I wanted to serve and second off, figuring out the right bait that's going to attract my dream client.

For you guys, use this as a gift for yourself. Look at your business. Make the changes you need. Figure out who your dream client is. Create bait to attract them. Even if it means lower profits at first because you're going into unknown waters, and for us, we had a drop. The first year, we had a huge drop but at the end of the year, November, we had the best month of my entire business career, including when I had over 100 employees.

December, which is typically the worst month ever, we did almost as much in December this year as we did all of last year as a company. It can change rapidly. There will be kind of a dip at first, and then it's going to change. I want to give you guys this gift to make that change, and do it.

I'm back home. I'm going to go get ready for the day today. I got to go attract some more of my dream clients but I appreciate you guys listening. Thanks so much for being a Marketing in Your Car podcast follower. I will talk to you guys again soon.

How one good presentation can transform your business overnight.

On this episode Russell talks about speaking at a Mike Filsaime event and selling 36% of the room and how he did it.

Here are some cool things you’ll hear in today’s episode:

• How this one event Russell was able to sell 36% of the room.
• Why Mike Filsaime said Russell had one of the best presentations he had ever seen.
• And why this presentation actually got Russell more opportunities to speak at other events.

So listen below to hear how Russell was able to do so many sells at Mike Filsaime’s event.

---Transcript---

Hey everyone. This is Russell. I want to welcome you to Marketing in Your Car. Hey guys and gals. So this episode is kind of weird because I think it is the first Marketing in Your Car I have actually done when I am not in my car. Maybe there are one or two others, but that is what is happening today. I am at the office, and just want to share something cool with you guys because I think it would.

I had a chance this last week to watch one of my friends. He posted on Facebook. He is a big believer in bound marketing. I agree with him for the most part. He is trying to get clients and make arguments, but he is talking trash about conversion and sales and persuasion and all these things.

It makes me laugh because that is where his background came from, and that’s what he learned. That is what has worked for him in the past. He is talking trash about that so he can sell his inbound marketing thing. I read it, and I just kept going back and forth. Do I agree with him? Do I not? Which parts do I agree? It was interesting because there are parts that I definitely agreed with him on. I do believe that it is the future. I believe in ad networks versus they don’t squeeze pages and sales letters and things like that.

There’s that side of it, but the other side of it, which I think he is sort sighted on, he is trying to throw the baby out with the bath water, so to speak. His persuasion says it is important to understand, and if you understand those, then it just works. This weekend I had a really cool experience. I got asked to speak at Marketing Genesis, traffic genesis event. I went and spoke there.

There were about 120-130 people in the room when I started speaking. I created a presentation. I don’t know how many of you guys have gone through my perfect webinar presentation, but I have this script that I have built over 10 years, and it has taken the best I have learned from all of my coaches that have taught me how to speak well. I have learned from Ar and Moore and Jason and Dave Vanhoose, Perry Beltcher, and so many people. More than I could go through right now. People have helped me tweak my presentation and tweak it and tweak it and tweak it. I am to the point now, I call it the perfect webinar because it just works.

Anyway, I got asked to speak there and so I spent a day and a half or so just working on the presentation getting it perfect. I just, I literally just followed my script to a tee. I didn’t deviate from it at all. I just used the script. I opened my hand out. It goes through all the different pieces, and that is all I did. I went and gave the presentation, and it was really cool. After I pitched I ended up closing 36% of the room, which is the highest that I have ever done. Probably one of the highest that I have ever seen.

I was just reading my skype right now and Mike said, “Hey, wanted to webinar for your offer. One of the best offers I have ever seen. Maybe the best. It was kind of cool. Just really exciting. I closed 36% of the room at a $1,000 price point. What is interesting is what has happened since then. This is the power of a good offer. If you get a good offer and a pitch that converts, all the inbound marketing stuff is good, but man it will turn your outbound marketing on fire.

I did that presentation. Did my whole pitch, my close, everything. Made a whole ton of money. From there, almost instantly I had four or five people come up and beg me to do that webinar to their list. Mike and Andy asked me. Right now, people are lining up to do that webinar to that list because they saw it converted, saw it was going to make them a ton of money, saw that it was awesome. That is the power of having a good converting offer. People will line up to sell it for you.

I think it was Gary Halbert said, I can’t remember. A couple different quotes. One of them said something about, “Just one sales letter will make all your problems go away. One good sales letter.” I think it’s true. Literally there have been two or three times in my business career where because of stupid choices on my side, we have almost gone bankrupt or things have almost happened. Every single time it is one good pitch, one good offer that totally saves and changes everything.

While I agree with the whole inbound concept, I think that is where we all need to be going. After you use outbound concepts to get somebody in your funnel, that’s where the persuasion and the sales skills and all the things we have been talking and teaching and doing for the last 10 years. They still work. They work better than ever. You just have to learn how to do it.

We don’t have the slide yet, but in the next month or so I will probably put it live. If you go to perfectwebinar.com, I am going to have a DVD there that goes to my perfect webinar script. I will do free plus shipping. I recommend getting it because that thing works.

I just followed my own template, filled in all the blanks. Did the presentation and boom it works. I hope that helps you guys. I appreciate you all for listening. This is episode 99. The next one coming out is 100, and we will have a new theme song. I appreciate you guys, and we will talk to you soon.

A few quick things you can do to give yourself the edge.

On this episode Russell talks about how he uses supplements to get a slight edge and how he does the same thing in business.

Here are a couple of interesting things to listen for in this episode:

• Why Russell uses so many supplements and how people react to them.
• How Russell is always trying to have a slight edge on his health and his business.
• And what three types of people you will see in both business and supplement taking.

So listen below to hear how supplements give Russell a slight edge.

---Transcript---

Hey everyone. This is Russell Brunson, and welcome to a very cold and rainy Marketing in Your Car. Hey everyone. We are almost on episode 100, which is exciting. At 100 I am changing the theme song. I promise. I honestly can’t believe I have listened to 100, that theme song over 100 times. We have new things coming out. Also, I wanted to see how long all my podcasts have been. So I took them all, and I am getting someone to transcribe them all so I can put them on the blog, and all that fun stuff. I am posting it out there. I had my brother rip all the audios.

We put them into one long thing. That’s not counting the music. Just the actual talking parts. It ended up being seven or eight hours long. Maybe it was even longer. It was crazy. I was like, “Man. That is a short key to my office. Can you imagine for a lot of you how much time you spend each day in the car?” It is insane. So, anywho I wanted to talk about something I think is funny.

As lot of you guys know I eat really clean and healthy. I also am a big fan of supplements, and every morning I have a supplement regime that takes me almost an hour to do. Some people think that is crazy. Why would I spend an hour doing it? I have my kits there. Aden helps me. He helps me juice, and also helps me pick out all my pills. We take whatever out of each bottle, and I have this huge stack of stuff, and I take all those.

I take a bunch of powders and mixes. I look forward to it every morning. It is my favorite part. Usually when I am doing it, I am super tired. I take all the stuff and in about 15 minutes or so, I just feel like a million dollars. It is really awesome. Last night I took a picture of my supplements to post on Facebook. I thought it would be fun to get people’s responses. Man, it cracks me up. People’s feedback. Some people, and it’s funny because the people who are the least healthy are always the ones who are trying to explain to me how it’s going to kill my liver all these types of things. It makes me smile because I think about all the stuff I am taking compared to one big mac at Mcdonalds.

It makes me laugh. Also, the super healthy people who have their thing that they follow and they believe, and they stick with that, and they won’t. They said, “All you need is this. All you need is whatever.” They have their thing. Then there’s a couple guys who I know who are always trying to push the edge on things to get themselves the slight edges. All of them posted pictures of their supplements. Some of them have twice what I had on mine, which was fun as well.

I just thought it was funny. I started thinking about that. In all aspects of life. Again, obviously I am a big believer in supplements, but during Halloween, not Halloween, we went down to this Halloween celebration to my brother in law, sister in law’s house. They saw me taking all these things. It was interesting, my sister in law, she said something that I thought was kind of cool. She said, “Wow. You always look for little things to give you the edge.” I thought about it, and that is what supplementation is.

I am trying to figure out what little tweaks, what little hacks, what little things are there that I can take that are going to give me nutrients that I am not able to get out of my food, that are going to give me things that will help me open up my mind, or increase my energy in a natural way that’s not tied to caffeine or tied to these horrible things. All these little incremental things that I am adding into my supplementation have been amazing. That is the first part, and then I started thinking about also from a learning stand point. For me, I am always trying to get the edge. That is why I read so much. That is why I study so much. That is why I am always listening to trainings and audios. I want to get those tiny things.

Each little supplement I can learn and put it in my brain can give me an edge and help me increase my business and help me make more money and help me to serve more people. For me, just like supplements, I am always looking for those little things. I think about the people that almost had the same response with the supplements. I look at their life, and I think they’re response of information would be very similar.

Those who fight to have enough and they don’t need to do learn more, who would mock my library. Then we have those who already have, who do, you know a lot, but they don’t want to learn anymore, and those who are trying to seek knowledge in all aspects of life, and try to search out the best things. For me, I like the idea of always searching out the best things. Trying to find those little edges you can take that are natural. From a learning standpoint and a nutritional standpoint, to help you get to where you want to get, faster.

How to find coaches to get your unbalanced life back into balance.

On this episode Russell talks about having a life that is like an unbalanced wheel and he is working on straightening it out.

Here are some interesting things you will hear in today’s episode:

• Why some areas of Russell’s life are amazing and others are struggling.
• What Russell is doing to try to balance out his life so it’s amazing all the way around.
• And why it’s important to work out your life and make sure its balanced.

So listen below to find out what Russell is doing to straighten out his wheel.

---Transcript---

Hey everyone. This is Russell Brunson. I want to welcome you to a brand new, exciting, awesome episode of Marketing in Your Car. Alright everyone. It has been a little while since I have done a podcast. Had kind of a crazy last month or so. Has it been a month? Probably not. It has been quite awhile. Since last we spoke we launched click funnels. It is going great. People are loving it. We are changing the whole industry, and it’s awesome. Loving that. I want to do something different because today I woke up, and I am in an awesome mood.

It is funny because there is a bunch of stuff that I could and should be upset about or frustrated or whatever, but I am in an awesome mood today. There are a lot of reasons for that. For one, I am just grateful for my family. I am grateful for click funnels. I am grateful for my partners, just everything that is happening. It is just awesome, like nothing could pop my bubble right now, which is really cool.

The other thing I want to mention, and I think it’s important, is I want to ask you guys, I want you guys to look at your life. There are different areas. Remember at a Tony Robbins event he had us do this in a circle. Each section’s circle was a pie, each part was part of your life, your personal life, your financial, your spiritual, your physical and all those kinds of things. He had us draw from 1-10 where we felt we were at. If you were close to the center of the circle, the further out you went, the better it was.

You drew these lines across each of the sections of the pie, and afterwards you looked at it, and it was this lopsided wheel. Everyone has one or two aspects of their life they are crushing it in. The other four or five they are really struggling it. It was interesting. He said, “Look at this as the wheel. How can you drive on this? Parts of it are super close. The edges are super close to the center. Part of it is like a real circle.”

I think that is what my life has been like. I have been having great success in a lot of areas, and having a lot of fun and things, but other parts of my life are really struggling like my physical part. I wasn’t sleeping. I wasn’t eating right. I was doing a whole bunch of stuff to try to get the launch out. Things became lop-sided. I did a podcast a while ago about the unbalanced life, which I still think is important, but I started thinking recently about that.

I have certain aspects of my life, half I am crushing in and half I am struggling in. I started looking at what are the traits in things that are happening in the areas that I am really successful. I have coaches and a team around me helping me in those aspects in my life. Those other ones, I am just going at it on my own and hoping for the best.

Recently, a little while ago I hired this guy. I am not sure if I told you guys or not. I don’t know if I told you or not, but I went and got my blood tested in the middle of our product launch thing. My hormones were out of whack from lack of sleep, lack of, I definitely went unbalanced for a while. My hormones suffered because I gained a bunch of weight. It was hard to sleep.

I had low energy. All of these things came from that. I went to a nutritional doctor, and he told me what I needed to do, and I didn’t agree with it and it scared me. I didn’t want to do. I looked out there, and I looked at my personal world, and try to find somebody who is really good at fixing the issues that I was having. I found this dude.

His name is Caleb Jennings. You can search for him. He is awesome. He is really expensive, $600 for a coaching call. I did my first coaching call with him, and he recommended a bunch of dietary things and a bunch of supplementation things and other things. What I am eating now is so weird from what I have ever eaten in my whole life. We just got started. “There’s two way to do this. The fast way and the slow way.” I said I wanted the fast way.

 

He said the fast way is really expensive. I said I didn’t care. I want to get where I want to be as quick as I can. Here is all the supplements that you should be taking. I spent $2,000 in supplements. I did that, changed my diet. I have been on it for 10 days now. I can’t tell you. I feel better now than I felt my entire life. It is truly amazing. I feel like I am glowing. I feel so awesome.

The point of this podcast because now I am at the office is, start looking at the areas of your life that are unbalanced and things you are not happy with instead of trying to trailblaze on your own like we always try to do. Go find a coach for that area of your life. There are coaches out there coaching people on anything. If you are struggling spiritually or financially or health wise, go find the person who is doing exactly what you want to be doing, and figure out how much it is going to cost and pay him.

It will get you where you want to be so much faster. I was listening to Tony Robbins this weekend, and that is one thing he said as well. If you want to be successful, you can’t find a good strategy. You have to find the best strategy. Find the best strategy. Find the person that you like the most and model them. Model them to a tee. If you do that, that is where you are going to be successful.

That is what I am doing now. I am finding the areas of my life that are lop-sided, that I am not quite happy with. I am finding coaches and get there quick. The last 10 days, we had a family trip this weekend, and I was driving, and typically when I am driving I am snacking on food and trying to stay awake.

Kids are going crazy and it is stressful. This time I didn’t eat any snacks. I was just driving there. I had so much energy. I was so much more fun. I was goofing off. It was night and day. My wife was like, “what is wrong with you? You are so happy right now.”

I said I don’t know. From the changes in my diet and supplementation, I feel like a million bucks. I am going to find some coaches for the other areas of my life I am struggling with, and I will be firing those as well. Do the same. Appreciate you guys. Thanks for listening. Have an awesome day, and I will talk to you all soon.

A cool new way that we are rolling out our new software to the world.

On this episode Russell talks about the Clickfunnels product launch and how it’s different than other product launches.

Here are the coolest reasons to listen to this episode:

• How a product launch works and why it doesn’t necessarily mean you have to have all your ducks in a row.
• How this launch is really more like a reverse product launch and how it will work.
• And Why Clickfunnels is being launched differently.

So listen below to hear the plan of the Clickfunnels product launch.

---Transcript---

Hey, everyone. This is Russell Brunson, and I want to welcome you to a very special launch-day “Marketing in Your Car.”

Hey, everyone. It’s been a little while since I talked to you guys, probably because we have been killing ourselves getting Click Funnels launched out. I’m driving home at about four in the morning, and I’m driving back a few hours later. I’m usually a little bit too tired to talk [laughs], but the good news is that today’s the day. We’re going to go live, and it’s exciting, and it’s scary. It’s so many things, but above all I’m excited to share this tool, this gift, whatever you want to call it, with the world, and so we have spent insane amounts of time, effort, money, energy [laughs] to bring this to everyone, and today, we have the fruition of that, which is exciting.

What I want to talk about today, just while I’m thinking about it, every one of us, depending on if you’ve got a business already, and you’re rolling out new ideas, new projects, new things, or those who are just getting started, there comes a time when you have to launch, and a lot of times, you probably think that all of us who are doing launches, that we’ve got everything, all of our ducks in a row, and it’s always perfect, and it’s sunshine and roses, but the reality is, it is crazy every single time. We’re juggling a million different things, trying to get everything done, but it’s fun to see it all come together. Now one thing that we learned from doing this or any launch is that first when you start a project, you get all of these things you want to do and then as you get closer and closer to the deadline, you’ve got to start chopping things and pulling things off, and it gets smaller and smaller until you get to where you’ve got something that you can actually do and put out there in the world, and even right now, it’s kind of fun with this launch. We kept on changing it and figuring out what we had to have to go live, and we picked a date, and we’ve stuck to it, and now it’s go time.

One thing that’s interesting that we’re doing on this launch – I think we’re going to start a trend – maybe. I’m not sure, but we’re doing a reverse launch, so most people do product launches where they show you training video number one, then video number two, then video number three, and then video number four they sell you, and they open the cart and you can go in and you can sign up. This one is going to be backwards.

What we’re doing is inside Click Funnels, we’ve got basically five or six different funnel types. Today we’re going to launch, and we’re going to launch one funnel type, which is our opt-in funnels, which that, by itself, makes us a better alternative than any of our competitors, so it does it better, easier, just right out of the gate. That’s the first thing we’re launching today, and that will give us a chance where the promotional video’s all about that feature and about thing, and we’re talking about that one little thing, and then two days later, we’re going to unlock the next feature, which is our automated webinar funnels and our webinar funnels, and so that will come out. Then, “Boom,” we’ll launch a new sales video with that. We’ll have training that goes with everything and we’ll indoctrinate and get people using that, and then three days later, we open our sales funnels, and after they open it, we’ll go in there and help people get those integrated and get their shopping carts in there, et cetera, et cetera, and then after that we have launch funnels and the membership sites, but we’re doing an internal rolling launch where we’re rolling out new features every three or four days, for a couple of reasons. One is that it gives our affiliates a reason to promote every two or three days, which is very good for sales. That’s the first thing.

The second thing is it gives us a chance on the support side to make sure we’ve mastered one funnel type, and make sure that it’s perfect and that we have templates and Q&As and all of those types of things. Just to make sure we’ve got that one funnel perfect. And then on the third is that it gives the customers the ability to really get in there and immerse and learn one thing at a time, and so anyway, we’re excited. That’s the strategy, and it’s never been done before, so it will be fun to see what happens on a reverse launch, and see if it blows up in our faces, or if it does awesomely, but either way we’re excited, and just really excited to share Click Funnels with the world.

It’s funny. Somebody posted on Facebook the other day about how they thought Click Funnels was the biggest marketing innovation since e-mail auto-responders, which I personally do believe, but I remember that I posted in there – and I thought about it a little bit before I posted, and I posted, and I said, “Look, guys, even if we never sold a single copy, this tool will make me and make my company millions of dollars. I’m just so grateful to be the one that has the chance to share it with you guys,” and that’s really how I feel, and so today, if you’re listening to this podcast, go get your Click Funnels account. Again, we’re giving away free trials, and I promise you guys you’re going to love it. It’s going to change your business. It’s changed mine already, and will continue to do so for the rest of my life.

I’m at the office now. I’m going to go in. I’m going to push the last few buttons and give everybody everything live, and in a few hours it’ll be show time. I appreciate you guys listening in, and we’ll talk to you soon.

The secrets of temporarily unbalancing your life to achieve your dreams…

On today’s episode Russell talks about why his life is unbalanced because he isn’t getting any sleep and why right now, that is okay.

Here are some things you’ll hear in this episode:

• Why entrepreneurs don’t have the privilege of living a balanced life when you are just starting out.
• And why you have to sacrifice balance sometimes to get the momentum you need to succeed.

So listen below to find out why it’s okay for Russell to live an unbalanced life sometimes.

---Transcript---

Hey, everyone. This is Russell Brunson, and I want to welcome you to a special late night “Marketing in Your Car.” Actually it should be called, “Marketing in Your Ferrari”, because right now, late at night, I’m driving to the office in the Ferrari.

Hey, everyone. I want to welcome you to this webinar. This is not a webinar. This is a podcast. You can tell my brain’s a little bit fried right now. Over the last week or so, we’ve had Todd and Dylan and Chris and the entire Click Funnels crew flew in to Boise so we could focus on getting Click Funnels live and launched, and it’s been super fun. We’re halfway through the week, and we’ve got the other half coming up, and so I’m going in for another late-night session so that we can keep cranking this thing out so we can have it ready for you guys all to experience here soon, and I’m really excited. We’ve got some amazing changes. If any of you guys have used Click Funnels yet, you’re going to be blown away by the new editor and the new UI that we’re rolling it out on Thursday, and so we’re trying to hit a hard deadline and get it all done by Thursday, which will be pretty cool. So that’s why we’re all killing ourselves right now.

I was thinking about some stuff recently. In my life, I’ve been trying to do so many things. I’ve been trying to get this new company launched while keeping our old company growing, while being a dad with my kids now in football, and my daughter in soccer, and then trying to be a good husband, and trying to do all of my church responsibilities. There’re so many things that are happening right now, and I’ve been trying to live a balanced life and because of that, I basically had to cut out sleep almost completely from my schedule, which has caught up with me. It’s been hurting, so I’ve been trying to get some more sleep, and so I’m trying to figure out, what do you do? They always talk about living a balanced life, and how do you do that as an entrepreneur, especially when you’re trying to launch a new company, and trying to provide value to the world. How do you do it?

I was thinking about a couple of things, and funny enough, by both of them coming from Mark Cuban, who, if you guys don’t know who Mark Cuban is, you’re probably living under a rock right now, but one thing he said that was really interesting, and I’m going to slaughter the quote, but he said something along the lines of – something about sleeping at night, like, “While my competitors sleep, and I’m staying up at night getting ready to kick his butt,” or something like that, and so that’s been our mantra, because we’ve been going through this. We’ve got a couple of big competitors, some of them with VC money and everything that we’re competing against. We’re the ones busting our butts at night while they’re sleeping soundly in their beds, and they’re not going to know what came and hit them, so that’s exciting.

The other Mark Cuban thing was I was listening to, watching “Shark Tank”. This was a couple of months ago, but I remember this one scene, and it kept replaying through my head this weekend as I was trying to figure out how to become more balanced. He was talking about how, as an entrepreneur, when you’re first getting started out, you can’t lead a balanced life. He was talking about how things have to fall to the wayside, because there’s so much effort and momentum that has to go into launching this thing. He was like, “Entrepreneurs do not get the privilege,” or whatever you want to call it, “the luxury of having a balanced life when they’re getting started.” Someday, obviously, the goal of being an entrepreneur is to shift that, right? So all of this effort, you kind of frontloaded turns into this company that pays for itself, pays for you and your family so that you can go and live those things you want.

It got me thinking about that. It’s not good to always live your life unbalanced, but there are times when I think you have to, to be able to push forward and to succeed. I look at when I was wrestling in high school and college. My life was very unbalanced towards that, but that’s what I had to do to be able to succeed. You’ve got to sacrifice other things to be able to do that.

I look at the two years I spend on a mission for my church, and when I was doing that, life was very unbalanced. I was giving up everything else to be able to focus on that aspect and to be able to serve the world in that way, and so while I think that the goal is to get to a balanced life,  I think in order to get the momentum you need to succeed at almost anything, that initial inertia comes from being not in balance, and so you have to kind of pick and choose.

Tonight, my wife and I sat down, and we started talking about what aspects I need to cut during this process to be able to function, so there’s going to be some things in my life that I love that I’m going to have to cut out just so that I don’t die [laughs] from lack of sleep and lack of everything, right? So one of the things I’m going to cut out is going to be weight-training. It’s going to be this and that, and like, “What are the pieces I’m going to pull out so that I can focus on the good stuff which is obviously launching this company and having success with it and all of those types of things.

Anyway, kind of fun – that’s what’s going down. I’m at the office now. Late night, I’m driving the Ferrari. Things are good. Time to get this Click Funnels launched so it can change the world, both your guys’ and mine. I’m excited, and I will talk to you guys soon.

Lessons that I learned from my Greco coach, and how they 10x’d my results.

On this episode Russell talks about his wrestling career and some of the things he learned when he started practicing for the Olympics with a new coach.

Here are some of the things you will hear in today’s episode:

• A brief history of Russell’s wrestling career and some of the experiences he had.
• Why he questioned his Olympic wrestling coach until he saw the brilliance of what he was teaching.
• And why it is important to use what he learned in other aspects of his life.

So listen below to hear what Russell’s Olympic Wrestling Coach taught him.

---Transcript---

Hey, everyone. This is Russell Brunson, and I want to welcome you to a very late night “Marketing in Your Car.”

Hey, everyone. It is eleven o’clock at night. I just got done with a two-hour wrestling match, and it was awesome. One of my buddies who’s been my jiu jitsu coach for the last few years or so – I wanted start to do some hard wrestling, and he was trying to learn some wrestling, so we’ve been going a few nights a week at night and beating the trash out of each other. We just got done with that, and I had so much fun. It was awesome. Despite the fact that I’m old and I’m out of shape, I could still do all right in wrestling, which makes me happy.

I’ve got a little drive home right now, and I want to talk about some stuff. I have no idea if this is going to relate to you or your business at all, but I think it’s really interesting, and I think that there are things that you can grasp from it, whether it be in your business or in your personal life. I’m going to be honest. I don’t know how these directly relate to you specifically, but it’s a principle that I learned in a really interesting way, and I’m going to share that with you, and hopefully you’ll get some value out of it. I think that if you think about it, and try to figure out how to apply it to your circumstances, you’ll find value, but it’s not going to be surface-level. It’s not going to be like, “Oh, yeah. This is how this works,” and so if you listen to this podcast, and you don’t get it [laughs], listen to it again, and then just think about it, and think about a couple of different aspects of your life. Think about your personal life, your business, your relationships, because I think that this is applicable on a lot of different levels besides the one I’m going to share with you right now. There’s my preview for this podcast.

The backstory is – a lot of you guys know my wrestling background. I wrestled in high school. I was a state champ. I had a chance to go the High School National Tournament, and I took second there. I became an All-American, lost in the High School National finals by two points. It was a really close match, but it was amazing. Out of all of the things in my life that I identify myself as, I still to this day, if you were to ask me, “Who are you, Russell?” I still consider myself a wrestler.

That was, more than business, more than anything else, that was the thing that defined me and made me who I am. I just love wrestling, and so I got done with high school, I got a scholarship offers at a couple of places. I wrestled a year at BYU, and then they cut the wrestling program, so I transferred up to Boise State. I wrestled my last four years there, and I just had a great experience. I can’t tell you how many happy moments and the stuff that came from that, but again, the defining thing in my life is definitely that.

I’m sure that all of you guys have in your life something that – I look at my life before wrestling, and I’d come home from school and I’d watch cartoons [laughs] until dinner, and then I’d eat dinner, then I’d go to bed. It was the first thing I had where I had a dream, and I had a goal, and I put everything – my blood, sweat, and tears into it and chased that dream and achieved some big goals, and also didn’t achieve some goals, and I learned how to win, and I learned how to lose. It was just – to this day, the greatest thing I’ve ever had a chance to experience – that was my wrestling.

Then when I got done with college, I took a couple of years off, and ate a lot of food. My wife got pregnant with twins, and I gained a lot of weight because of this whole thing, and fast forward about four or five years later, I just really missed wrestling. My business was cranking. We were making money, and I did a podcast about this earlier, so I’m not going to tell the whole story again, but I decided I wanted to train for the Olympics. We built an Olympic training center out here in Boise. I hired an Olympic Greco coach, moved him out here. We moved out six or seven guys who were training for the Olympics, and I hired them. They worked for me, and then we were wrestling every day. It was a really cool experience.

But the story I want to tell you guys today is we brought this coaches in to Ivan Ivanoff, and to this day, one of the most amazing people I’ve ever met. I don’t think I’ve ever even told him this before, but one of the people I look up to more than almost anyone else in the world, and just an amazing human and an amazing person. I remember we brought him in as this coach, and he had actually come from Bulgaria with basically nothing – showed up here in America. He moved out to Utah. He got this job coaching this little kids’ club. My little brother’s in that club, and in two years, he took my brother, and this group of kids who didn’t know Greco at all, and within a year and a half to two years, my brother took second place in the country in Utah and the state took first in the  country in Greco.

He has this amazing ability to put his hands on somebody, and have them transformed. As soon as he did that with these high school kids, then the Olympic team brought him up, and he started coaching the Olympic Greco team, and raised up some of the most amazing athletes really, really quickly and just awesome, so when I wanted to start wrestling again, I was going to have someone, I wanted Ivan, and I’d never had a chance to personally work with him, but I saw what he did with my brother. I saw what he did with these other people, and so I wanted him there. I was lucky enough and blessed to have him agree, and he moved to Boise and he started coaching us.

It was interesting because I remember the first probably four or five months, we were practicing, and I was really frustrated about how he ran practices. I was almost confused, and I was thinking, “What is this guy doing? Does he not know how wrestling practices run?” Literally, what we would do is every Sunday we’d come in, and in wrestling you’ve got an offensive guy and a defensive guy, right? So I’m practicing moves on him, so I’ll have a guy stand there, and I’ll practice shooting on him, and I’ll practice taking him down. I’ll practice different moves. The defensive guy plays like a dummy, and he’ll let you take him down. That’s how you drill, right? You practice that way, and then you go and you wrestle matches where everyone’s going live, so you have this dummy’s day where your defensive person is like a dummy just standing there and going through the moves, and then you have full-speed wrestling where the guy’s going a hundred percent.

Ivan, literally, probably about the first four or five months, all he would do with us is he would drill the defensive guy on how to be a good partner, and like I said, I was getting so frustrated, like, “Ivan, you need to be teaching us stuff. I need to be learning some new take-downs. You need to be drilling us,” but he would focus on the defensive guy and getting the defensive guy to be a better partner, and teaching him to react the right way as a defensive partner needs to do.

Literally, every single day, we’d come to practice and we would drill defensively how to be good defenders during practice, how to be a good dummy man. I was so frustrated, and I remember one day he told me, “Russell, right now when our guys are coming in here, they’re drilling against people who don’t know how to be dummies, so that’s not going to help them in competition. In competition, if you’re not practicing against somebody who is a good partner, who is giving you the right looks and the feel and the pressure and things like that, if you’re not practicing perfectly in your practices, when you get in competition, you’re not going to be at that level,” and so he spent those three or four or five months getting us to be good defensive wrestlers, to be good dummies, and then as soon as he did that, and as soon as he got to the point where he said, “Yes, now you guys are good defensively. Now you’re good practice partners. Now we can focus on the offense,” and then he started focusing on the offense, and I saw the brilliance in what he did.

Literally because everyone on our team became great at being the dummy, and at giving the right looks and the right pressure when someone was drilling on you, when he started introducing new moves, we were able to pick them up, and not only pick them up faster, but our technique was perfect because the partners we were drilling against were defending them perfectly, and they were giving the right pressure and doing the right things, and so you could literally just start seeing the huge improvements in yourself. I look and a month and a half, two months later, that team that we had built up went to the U.S. tournament, and we were this unnamed team. I can’t remember – I’m pretty sure we won first place at that tournament, if not it was just because we didn’t have as many guys as the other teams, but just we did awesome. We had three or four guys in the finals, and it was really fascinating to watch that.

I’d forgotten that lesson, until a little while ago when I was wrestling with Jason, my jiu jitsu coach, and I told him that. I said, “What was interesting when we first brought Ivan in, the first three or four months, he didn’t focus on techniques for offensive techniques. He focused on drilling the defense man and making him become the perfect partner, so that when we did introduce techniques, we got those techniques perfectly, as opposed to picking them up in an un-perfect environment.

I told Jason that, and Jason got really excited. He went back to his club, and he started focusing on the guys he was training, not so much on offensive, because he said, “Offensively these guys come to practice and the defensive guys are just lying there. They’re doing to moves perfectly, and then they go to tournaments, and they go to matches, and they go to fights, and they’re losing because when they go against somebody who’s good, the pressure and the things that are happening defensively at practice are not at the same level as what’s happening in the tournaments. So he went back and he started focusing on that part of it with his guys, and he started seeing these huge leaps and bounds.

I think that a lot of times in all aspects of our life, we do what I thought we should do, and what I came in and wanted to coach my team, right? It was, “Let’s focus on offensive, offensive, offensive,” and that’s not always the right way to start something. Building the foundation and understanding that part of it, which may seem like you’re taking a step back. It might seem like you’re going slower at first, but it builds a solid structure and builds a platform where now you can offensively grow ten, twenty, thirty times faster.

Again, I’m not sure how this relates back to your life – if it’s in your relationships, if it’s in your businesses, if it’s in some other area – your finances, your religion – whatever it is, but I want you to think about that. What part of your life – it could be your nutrition. It could be your whatever, like what is the equivalent of what I talked about? What can you step back and focus on that builds out a better foundation so that when you are trying to make those offensive moves, you can grow and see ten, twenty, thirty times results from the exact same amount of effort?

Just kind of a thought. The guy got really excited about it, and I’ve been trying to figure out different ways to implement it back in to my life now, and I wanted to share it with you guys  and let you guys stew on it. Again, if you don’t get it yet, that’s fine. It’s not something that’s right in front of your face. It’s something you’ve got to think about, and figure out how to relate it to yourselves.

I’m here now. I’m at my home. I’m going to go shower, and I’m going to take a nice, long nap, or I’ll just go to bed, and I’ll see you guys maybe tomorrow. I’m excited. Click Funnels relaunch is about to happen, and I’ve got Dylan and Todd in town. They just got here tonight, and I’m super fired up. We’ve got a new editor. It’s an exciting time, so maybe I’ll share some of our pre-launch strategies with you guys tomorrow on a podcast, because I think you’ll enjoy it. We’re doing some cool stuff and building a lot of buzz, and I’m excited for it.

With that said, you guys, I appreciate you all for listening, and I will talk to you soon.