Advanced Scaling Tactics: Building Partnerships and Optimizing Your Funnel
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What's up, everybody? This is Russell Brunson. Welcome back to the Marketing Secrets Podcast. Excited to have you all here. Well, you have asked for this. You've been begging for it. So back by popular demand, we're going to be doing another rapid fire Q&A show. Again, this came from on the backside of the very first ever selling online event we did. And...

Anyway, it was a lot of fun. I had a couple episodes doing these. And so I think I did six or seven hours of Q&A rapid fire two minutes at a time and we busted through them. And we covered a lot in a lot. In fact, towards the end, we had 30 or 40 people who had, who had the ability to ask questions, right? I got so much value from this. I don't even want to ask a question anymore. I don't even know. Like I figured it all out. So that's what today's episode is going to be. It's gonna be a lot of fun. And for any of you guys who want to come to the next selling online event, if you missed the very first one, I got good news for you. We're actually going live next week. Uh,

I'm doing it live again. I'm excited. I had so much fun last month doing it, I decided to go live. So September 23rd through the 27th, the event's happening. Basically all day, 24th, 25th, 26th, we're going deep into it. And we're talking about selling online, how to...

You do subconscious selling to reprogram people's false beliefs so they'll actually buy your products. But even more importantly, how to get them to actually fulfill on the things you're selling them and a whole bunch of other cool things. So it's going to be amazing. I just want to invite you guys to come hang out. If you haven't yet, go get a ticket at sellingonline.com. And then I hope you enjoy the Q&A session. In fact, maybe if you upgrade to Selling Online, you can come and get your question answered live. I don't think this next time will be quite as rapid fire, two minutes. We've got less people. We raised the price on the Q&A so we could actually handle it and not do so many questions.

But if you want to get your Q&As as well, go register for the event. There's an upsell where you can get your questions answered live by me during the next Selling Online event next week. So I appreciate you all. I hope you enjoy this episode, and we'll talk to you soon. In the last decade, I went from being a startup entrepreneur to selling over a billion dollars in my own products and services online. This show is going to show you how to start, grow, and scale a business online. My name is Russell Brunson, and welcome to the Marketing Secrets Podcast. All right, let's keep it going, Miles. Who else we got? All right, up next, we have Mike Cook.

Mike, how are you? Great hat, love it. Hey, good. Good, guys. Hi, Russell. Hey. Hey, so our program, I've spent most of my life in metal fabrication business, and our plan is to...

to create a community, a young men's mentor group that will help young guys get into the business from a fresh start. And then we have three different levels that we're building. So beginners, then a mid-range version that helps guys really zero in on specific skill sets, and then all the way up to building their own business and the mentorship around the business structure and everything.

This was a 2025 plan. I feel like I need to kind of get started on this right away. So we haven't got all of our course material created yet. My question is, I have considered doing a collaboration with other guys in the industry that already have content. And maybe because, you know, I heard you pitch that idea a while back.

If I were to do that, to get this thing kicked off quick, how would you recommend structuring the profit share in that? For example, if I went to 10 other guys in the industry and had them create parts of the material and do a collaboration, how would you do that? Very cool. Okay. My first default would be give them nothing.

Because what you're giving them is access to your platform. So you look at my speakers who speak at my stages, people who contribute content to my courses. I don't pay them. They're doing it because they want access to my community. So McCall Jones, I actually talked to her. She's going to come out for the next one of these events because there's two sessions I want her to teach. And I'm paying her nothing because she gets a chance to speak to my entire audience. And some of you guys will go and start paying her and giving her money. It's great exposure for her. So that's the first pass. Now, sometimes...

The majority of people say yes to that. Like in my position, like I'm doing an event. There's going to be 5,000 people or 1,000 or whatever the thing is going to be. This is – I'd love you to contribute here. Would you be willing to? The majority of people say yes to that because that's the value you're bringing them is you're giving them access to a platform.

There are people who say no to that. So then the next phase is like, okay, can you create this thing and I'll license it from you? I'll pay you whatever, some set fee where it's licensed and you create the content. I've licensed it. I can use it forever. And that's the next level up. And so I might pay someone $1,000 or $500 or $5,000, depending on what it is, to create something. I license it for a lifetime and then it's there and I have the right to use that forever. I've done that as well, like Childers Chunks, which is in the members area for selling online content.

for the foundation, primary foundation members. It's this $25,000 course. I licensed it from him. And now I paid him one time license fee. Now it's in the members area for all you guys for forever, right? So then that versus that's the second version. And then the third version, which is the worst is coming back and say, okay, for everyone who sells, I'll give you X amount of, if I sell a thousand dollar course, I'll give you $50 for every thousand dollar course that'll pay for your thing. And that's kind of the third tier, which is the worst. Cause then

Every time you sell something, if you've got 10 people, you've got to give $300 away to other people for every single sale that comes through, and that's the worst version. So I would try pass number one. They say no. Try pass number two. They say no. Decide if you want to do it for number three or just find somebody else. Or just sell it first and create the content as you go, which also works as well. Okay. Thanks, Russell. Solid gold. I appreciate you. Awesome. Thanks, man. Great question. All right. Up next, we have Brad Fish. Brad, how are you? Yeah.

Hey, Russell. Thank you. It's nice to be here. Great three days. I appreciate all the content, all your energy, all this enthusiasm is very infectious. It's very helpful. Thanks. I'm a bookseller. Okay. So I have a different question for you.

I love my job and I am a sales rep selling to schools and public libraries. My company is a distribution company that works with hundreds of publishers. So I sell thousands of books. So I don't want to create my own business doing this. I'm an employee. How do I use the ClickFunnels bag of tools to help me in my existing day job to sell more books?

You're selling books to schools, you said? Schools and public libraries. Okay. Good question. So who's the buyer, the actual customer that buys from you? Is there a certain role? The librarians in the schools or public libraries. Okay. I also sell to educational resellers. Okay.

But my business is basically one-to-one. It's traditional selling. And my territory is the United States. So I can't do one-to-one and be successful or be big. I have to figure out one-to-many. Is there – I don't know if there's a market at all, but are there librarian Facebook groups or email lists or podcasts or things that people congregated librarians together? Yeah.

Yes, there is. Lots of things, including national conferences and state conferences and all of that. Yes. Oh, very cool. Then it's the same game plan, right? You bring all those people together and get them on a presentation or a webinar or a class or a school or something like it's you congregating those people together so you can make the presentation. So you want to sell this presentation versus one for every single person over and over, right? Right. That's pretty cool. No one's probably ever done that before, have they? Yeah.

No, no, not the way the business works. Until now. So I would like to look at what do librarians want? What's something exciting for them? Or do they have something they look up to? Or is there a new book coming out or something? Even doing a giveaway, like, hey, we've got this, I don't know, like a signed copy of Harry Potter. I don't know, something the librarian would geek out about. Get on this webinar. We're going to talk about this. I'm going to give one of you guys a free copy of this thing or whatever. And then from there, that's hooked to get them all in. And they have a chance to make a presentation to them, get them signed up, and then send them the free gift or the free, you know, whatever that thing might be.

Okay. That's fantastic. Thank you. One other idea. I don't know if you follow. Reid Moon is a guy who owns a bookstore down in Utah. He just every day shows a book and tells a story behind old books. And he's getting like 10 million views a day on his TikTok, his Instagram, on him just telling stories of old books. And anyway, just a thought like –

Even, I don't know, telling stories about books would attract people who are into books. I don't know if it attracts librarians or not, but it's just another – like looking at him, there might be something there. I don't know how to draw the line correctly, but he's a dude who's making old books really, really cool. And like now he just sells really, really expensive old books and makes tens of millions of dollars doing it by telling stories about old books. I would assume that some like have requirements. Maybe some schools have to get a certain new curriculum. Are you selling those too? Not textbooks, but regular trade books.

Well, that might be something as like, hey, this person just published this. This is how you can get your students and everybody else involved in these trades faster. That might be a good hook too is to come learn about these new resources that are available. That could be like a cool hook. Great. Thanks. I appreciate it. All right, Miles. Let's keep it going. Who we got? All right. Up next, we have Tommy Bennett.

Tommy, welcome to the party. What do you got for Russell? Hey. Hello. Okay. So I specialize in, so I'm an online snowboard coach and I specialize on doing like physical products such as backpacks, goggles, snowboard jackets, that kind of stuff. And then I also do an online course. So the first question is what are some continuity ideas that I can make a subscription model based on physical goods that is so specialized for winter? Interesting. Yeah.

Yeah, because your business is probably very cyclical, right? Very much like wintertime, feast and famine, feast and famine. It's not sick. And so then that's like – yeah, then it's not a business, right? So I'm like, ah, what do I do? So making continuity. I wonder if it's like – I know that in that space, there's like the gurus, the experts, right? Stuff like that. Like what could you do that's like the stuff they do off season to prepare for the on season? Or is there like do –

I got a thought on this. I love you, Lee. So when people are doing this, a lot of times that they're very serious about snowboarding or whatever, what are the things that they're also doing in the off season? For example, my family, every Saturday we're up skiing. And then when the summer comes, we're mountain biking. Most of these people have that same common interest. And if you're selling goggles, then maybe it's sunglasses, right? For the off season or different types of things that may be the same. But I would like do some type of pole or

Or something to your current database. Like, what do you do in the off-season? Exactly. Yeah, like, survey them. Like, what do you do in the off-season? And then from there, make a community where it's like... Because I don't know, but, like, I'm a wrestler, so I identify as a wrestler. But in an off-season, I lift. There's other things we do. It's like, almost like, if you call it the off-season or something, it's like, here's all the sports you do in the off-season. But it's still for the core group. That's kind of fascinating. Not only physical product, but exercises. There's a lot of, like... Preparing. Yeah, like...

like coaching or schooling kind of like opportunities what are the best exercise to make sure that your legs are ready for snowboard season or whatever if not yeah and that's been like lose out on one of the biggest problems is like reality is a lot of people snowboard seven days a year so they don't work out to go snowboard they just don't board seven days a year so that's been like one of the struggles same with like an online course like ah well only snowboard seven days a year so trying to find that description model has been like

It's a headache. Yeah. It's a great niche, but there might be just a little wider niche in there too. It might be action sports, you know? Yeah. Cool. Well, Russell, if you ever want to learn to snowboard, let me know. I got you. I'm in, man. I've done it once. It was awesome. I was really bad at it. I got destroyed. I know it was awesome.

I grew an online following and got like a couple hundred thousand followers. So it's been like a fun adventure. So I appreciate all your nerd. Oh, that's awesome, man. Great question. All right, Miles, let's keep going. Who we got? All right. Up next, we have Matthew Ma. Matthew, great to see you. What do you got for us? Thanks.

I'm a real estate broker with over 17 years experience, and I actually have a tech background and certified funnel builder. So I'm setting up my linchpin and continuity and using an extension model. And I want to ask you, how would you set up the offer stacks to show agents how to go from zero to $100 million in gross sales? That's a great question. So how do you create the actual offer? Is that what you're saying? Yeah, the offer stack.

For example, I can help agents with marketing, sales, and tech and show you each level from zero to 10, 10 to 25, and 25 to 100 million. And I have agents who have got to like 85 million plus already. But I need to create an offer stack that works for each level. Very cool. So remember Justin –

He sold the company to Bill Allen, but they were the real estate market. And so they had it as all like six-figure flippers, seven-figure flippers, eight-figure flippers. That was the result of each level of their coaching programs. And then that's what it was. They pitched people in the six figures. They kept talking about seven-figure, eight-figure, nine-figure. So it's like seeding the seed. And then when you get in that process, the goal is to get to six. And they never know as soon as you hit six, then you send the next level and they will re-sign the next one and keep doing like that. I don't know how to break it down those ways.

So people see the ascension, the value ladder, but all the core marketing focuses on the bottom tier, getting people into that. And then from there, the natural ascension happens afterwards. Does that make sense? Yeah, that makes sense. Yeah, you're creating a third lineup and then showing each level and then the skill sets for that level. Yeah. Yeah. In fact, if you ever watch...

Alex Sharfman did a presentation for us called The Billionaire Code. But the coolest thing about it was he showed like here's all different levels. Here's from zero to a million, a million to ten. But here's the opportunities and weaknesses for each one. So making a front-end presentation like that almost too, like they're seeing the different tiers and they self-categorize like I'm in this tier right now. But then they know this is where it's going to happen, right? Here's the tools. Here's the strengths, the weaknesses, all kinds of stuff. They're aware of it. And it's easy to get them into that tier. And they move to the next tier, next tier, and so on and so forth.

Okay, perfect. And by the way, I actually read all your books, listened to all your podcasts for the last year, binge-watched everything, and I'm part of a certified and then a prime mover movement and talking to a brand about it too. Oh, amazing. Very cool. Awesome. Well, see you in the inner circle soon. Thanks. Awesome. Thanks for having me in the community, man. I appreciate you.

That's awesome. Great stuff. All right. Who else we got? All right. Up next, we are going to be reading a question for someone who doesn't want to come on camera. This is Toshihiro Yanagia, and this is what they said. My product is accessibility overlay software as a service tool like UserWay. The target is universities and other educational institutions, banks, listed companies, and public institutions that –

Those are the main targets. Next, nursing homes, retirement homes, medical institutions, hotel industry, et cetera. My question is, what type of funnel is best suited to create? What patterns can we consider in the funnel that will allow us to recoup our advertising costs quickly?

Since our target companies are mainly B2B and public institutions, we think that the person in charge of conducting the search will likely not have payment authority and will not make the purchase right away. Therefore, I think that the time to recoup the advertising cost is going to be long, but I want a quick recoup. Cool. Yeah, so one of the things you deal with when you're doing B2B, especially higher ticket things where there's a decision maker, but there's also somebody who's got to buy, it is a definite –

longer process. And traditionally, they've got to have a presentation, things like that. So we see a lot of success with inside the community people who have similar business models is they are driving people to like a book a call, right? And the book call happens and then the key to shorten the

the buying cycle, the key is getting all the decision makers on that presentation, right? For example, like when we were first selling back and they were selling the phones, we probably have the sales guy with the whole sales presentation with whoever was on. And then the person would be like, oh, cool. That's awesome. I'm excited. I need to talk to my wife. I'm like, what? So I have to go do it. That person would go try to pitch it to their wife and they did a horrible job pitching it, right? So we started doing things like we only did the call if both

Both decision makers, their husband might both need to be on the call at the same time. When we do the call, I would do one presentation. So I would try to structure where it's like you book the call. We're coming on with the presentation, but they get to have both people on the call to be able to make the decision. And that's like a criteria for actually scheduling and having a call, making it a thing. And then you give the presentation, which is literally just a perfect webinar, going through the presentation. Both decision makers are there, and then you can close it.

Because it's hard. It's not like a traditional B to C where you're able to do a really simple, like, here's a $20 SLO. Here's a this. Here's a that. Because that person is not the buying person.

They're not buying an impulse buy on the thank you page, right? They're trying to figure out if it's the right fit for them so they can pitch to the decision maker. But the worst thing ever is having that person then pitch it to the next person. So it's like structuring in a way where it has to be both people. They both have to be on the call. That's how you shrink the time span and then get it to the spot where you can get sales happening fast. B2B is kind of interesting. Tell a quick, quick story. When I was trying to get funnels – when I did finance for a long time, I was trying to get funnels. Like we've got to do webinars. We've got to do all this stuff.

I had to take my business partner with me to PhoneHuntingLabs. You remember this, Eric? Anyways, I think there could be a total angle here for the people who are not the decision makers to give some product to them that allows them, hey, here are the best ways that you can get your boss to help you in your business, right? And then showing them how to maybe approach their boss like, I need you to get on this call. It could be something like that.

We did something similar. We sold it at 10X. It was 3.2 million. Whenever we bought, we gave them this little envelope. And you opened it, and there was a letter that said, this is to the spouse. Yeah, to the spouse. And it says, hey, I know your spouse just signed everything. They're excited. You're probably freaking out about the investment. Here's the QR code. Scan this link or go here, and you'll see the same presentation. So my presentation is done. We put it online. And that way, when they got home, and they're like, I spent $3,000, honey. And they're like, well, I'm going to kill you. They hand the letter to the spouse. Spouse, why?

Watch the video that I'm selling and stuff like, oh, yeah, you should totally have done that. So you can do something similar as like giving the person doesn't get a decision maker on, like giving a copy of the presentation or like saying, hey, when you pitch us the stone, so here's the eight slide deck. Here's how you're going to pitch it, like helping them to like not screw up the sale. Yeah, what a good question. Hopefully that helps a lot of other people too. I know we took a little bit longer than that. Let's keep going, Miles. Who we got? All right, up next we have Jason Mollo. Yes. Jason, good to see you.

Thanks. So my question is, what ideas can you give me to help my customers have a paradigm shift to reframe what's typically a grudge purchase into something a little sexier and help them see the value in it? So some background context, I own an auto repair shop.

And so typically nobody's excited about buying auto care. But everybody needs a car for transportation. And so over 18 years of doing the business, I've realized that I need to put something together that's similar to the model you guys use in the SaaS business. And I call it TAS, Transportation as a Service. And basically I'm trying to get people to sign up for a multi-year service

plan for their vehicles so that they're paying on a monthly basis instead of paying for services every time they come into the shop because a lot of times people don't have any way of planning for that they don't know what the costs are going to be ahead of time so i'm trying to put together a program where i can plan it out into the future for them sign them up for a three-year program so that they're only coming to my shop for the services of the baby gotcha

Cool. So the hard parts about this is this is what they need, not necessarily what they want. So it always makes it harder to sell. So my question is how do we wrap in what they want as well and make it basically as free as possible? So this is my deal. I'd be looking at like what are other partnerships with other companies I can do where when they join this membership site, they're also getting discounts here, coupons, whatever the other thing is. It's lead gen for these other companies to plug it in because now it's like you're giving them what they want, which is like discounts or blah, blah, blah, or whatever.

whatever the thing might be, and then you're giving them what they need. And like, I figure out how to structure something like that. So when you're selling this thing, it's like, Hey, this is the thing. It's a three-year plan. It's blah, blah, blah, you know, whatever. But like on top of it, it's basically free. Cause now you can eat these 10 restaurants for free or you get 50% off going to this or, you know, whatever those things might be. Now it's like, Oh, it's like stuff I would do anyway. And I get this, you know, it's structured. So that's how I try to figure out how do you tie wants into the offer stack and

To be able to sell the need. Does that make sense? Okay. Yep. Sounds good. So anyway, hope that puts down the rabbit hole. I don't know the exact answer, but somewhere along that's what I'd be thinking is how to wrap wants into the need. Cause people buy it. They want not necessarily what they need. I got, I got that too, but we don't have time for them. Like if you're in this, this would be so much fun to dive into. And like the Q and A's like figure out what that stack or that offer looks like.

for this type of thing and how to add this. I had an office. Chris is a car guy. He loves this business. I love cars. Anyways, so go to sellingonline.com slash go, Jason. That way you can get all the live calls and go with Chris and geek out with him. It'd be awesome. All right, Miles, let's keep it going. All right, up next, we have Ryan Cole. Ryan, good to see you. Look at that hardware. Ryan, what's up?

Hey guys. Thanks. Yeah. So my question, my question here is if you had to get a brand new network marketing team that sells a four week cellular health refresh, which is like coaching supplements in a blueprint that then auto enrolls into continuity, you know, how do we, if you had to get them, you know, actually hitting their targets of sales and getting people under them within like the first 90 days, what would you do to ensure that they crush it? Very cool. Well,

Most network marketing programs, they have a lot of things weaved in, right? Fast action. The first 90 days, you qualify for this level. And if you don't do it in the first 30 days, if you don't do it, you lose out on the ability to ever be in this founding members pool. They're always having things like that to increase urgency and scarcity. So obviously, the tried and true methods that those guys are doing, I would be looking at modeling those things, right? That's the first thing. Number two is for me, it always comes out in an offer. Offers, everything. So I'd be like, hey...

If you insert the thing you want them to do, do blah, blah, blah, hit these five things. This is the, this is the offer I'm going to give you. Right. Um, and then you bribe, I mean, you're bribing people with an offer, right? So, um, anyone who gets this done in the first 30 days, um, you're going to get first thing you have chance to come out to, uh, our, our, uh,

Whatever, leadership retreat. Number two, you're going to get a free product. Number three, you're going to get my top ten places I get traffic source. Number five, you're going to get my lead sales, whatever. But create some really good, irresistible offer that you take away that gives them the desire to run fast as quick as possible. Right?

I talked about it yesterday during the advanced session about the fact like for us to sell tickets, the only way we can sell tickets for events is like increase like adding something and then taking it away. So that's what I'll be doing is like we're giving you something, but then we're taking it away in the first 30 days. And when it's gone, it's gone. And like creating something like that, we're so irresistible. Like they're going like crazy last day, calm, whatever they need to do to get that because that thing means so much to them to be able to have access to it. Awesome. Thank you so much, man. Appreciate you guys. No worries. Great question.

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

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All right, up next we have Christine St. Laurent. Hi, Christine. Hi. I'm going to say hi to Chris as well because we're going to meet on Monday. Let's do it. Yeah. Very generous of you guys of doing this. I'm going to take like five seconds to just say thank you. And then I have one question that is super important. So I've been dedicating my life for 30 years in health and wellness. And my niche is Ayurveda, which is the medical branch of yoga. And I always have to simplify that.

I am well known in French. I have bestselling books. I have TV show and everything. Now is my question. Given the current budget constraint, because Zuckerberg took everything like the past two months. So my cash flow is really low, truly. But I do have a community. That's why I'm here. And my offer will be ready in two weeks.

So I'm going to fast forward the prime mover thing. So giving the current budget constraint, what are your top strategies to quickly generate revenue from my established community? And how can I efficiently promote my presence now in U.S. market without starting from scratch? Because I'm not from scratch. I have a lot of experience behind me, too. Very cool. So step number one, like you said, Dan Kennedy, send the bill to the herd. So go to your existing audience.

and obviously making them an offer. Traditionally, especially if they've seen your offers in the past, if you want to make a quick cash windfall, like make money quickly, it's creating a new offer they haven't seen before, right? Like for me, if I'm like, I need to make some money quick, I can't go and like, here's an offer I've been selling forever and sell it again because people are like, I've seen that a hundred times. I'm not going to buy it. So I'd be thinking like, what's a new offer I can create and put together, especially with the experiential. Maybe I have to create something brand new, but it's like, Hey, we're doing this cool thing. You're coming to my house.

You're coming to my whatever and we're going to do this cool three-day event or something that you can sell quickly for a high ticket that the right people from your community would go crazy to have that experience, right? That'd be the first thing I'd probably try to do, something like that. You can put an offer out without having to work super hard. Just test the waters and see if people say yes. If not, tweak it. Try something. Try a couple of versions.

So that'd be like, as far as like getting cash coming in really quickly. Again, I don't think you have to, if it's existing audience who knows, loves and trust you, like you didn't have to go through to create those slides. Like I would do like a me or Caitlin style, the perfect webinar. We just like go live, show them, make them an offer, show them what the experience is going to be like. We're going to be here at my house or here at my hotel or whatever the thing might be, you know, I'd be a fast way. And then as far as like,

Moving into the American market, like bringing your credibility over, you know, I think a lot – it's taking the stuff you're doing and – like taking your clips of you on TV and running those ads over, taking stuff so like you're leveraging the street cred you have in this kind of a market, right? Yeah.

It's finding the influencers in this market and like starting new partnerships and plugging in with them where you're able to co-brand with people who have existing audiences. And you're able to show like, in fact, bringing other influencers from the States in a similar market and say, Hey, I can take you to my country. If you're taking my country, like doing cross swaps, you know, where they exposure your audience, you get exposure to theirs within two or three of those, you'll have access to the entire American audience pretty quickly. Does that make sense?

That is awesome. That is awesome. Thank you so much, really. No worries. Good luck on it. Congratulations. Congratulations on Monday, Christine. Love it. All right. Up next, we have Theo Godson. Theo, good to see you. What do you got for Russell? Okay. Hi, Russell. Theo Godson here. In 2022, you gave me an advice that

that about focusing on the vehicle rather than worrying about serving the wide market, that advice was a game changer for me. I used to structure my belt entrepreneur, which basically segments African entrepreneurs into insiders, professionals, executives, and partners, allowing me to serve them more effectively through gamified experiences.

And I've been using the linchpin strategy to launch Belt starting with the summit in November. And I'm also using the dramatic demonstrations to build momentum. So my question is, how would you structure a high impact one to many sales funnels within this framework to resonate with a diverse market like Africa, where we have cultural, economic language differences and that are very significant, specifically how I can use

storytelling, dramatic demonstrations to build deep connection, drive mass adoption, and then position Belt as a leading entrepreneurial platform in the continent. So thank you so much, Russell. Your guidance so far has been invaluable. I'm excited to hear your thoughts on this and how I can take this to the next level. Very cool.

You know, I don't know if there's anything magical I'll tell you other than it's trying a lot of different things. It's throwing out different hooks for dramatic demonstrations. Like what's going to resonate with the audience? It's trying one – you know, like if you look at the last three months of my business, like we launched the Thinking Growers Challenge. We did the Info Riches course. We've done the Selling Online event. Like we're just throwing out lots of different funnels to see which ones work. And then when one works, then we double down. Like for example, this event, by the way –

This is probably the highest, like front end, most profitable event we've done in five years. So I'm like, oh, that hook, that angle works really good. I'm going to do it again and again. And again, right? So it's like, we're just throwing different hooks out into the water and then trying things, having fun, trying different angles, different dramatic demonstrations. And then when one works where it's like, okay, that was, that message was correct.

Let's triple down. Like one funnel away was the other one. Like five years ago, we launched one funnel away and it was one of a hundred funnels we launched that year. But for some reason, that one is just like, it resonated and it worked and it was like, okay. And so for the next five years, we ran that one funnel away and we're still running today, but like it was aggressive being run for five years, you know? And so it's like the same thing is just to keep doing what you're doing, just keep testing things. And then the ones that like the resonate more for some reason, it's like, okay, I found a hook. That's the right one. I'm going to go deeper and they go deeper. Let me go deeper. Okay.

Like my goal for this event next month is that 5,000 a month after that having 10,000, I want to have 10,000 people a month going through this event experience until it stops working. So that's, that's my goal now that I, again, you know it and then you scale it. So it's like, he's thrown, thrown hooks out there. So you find the nails, boom, now it's going to scale it. So hopefully that helps. All right. Do you, do you have a specific timeline you're testing this new things before you try another one?

I have ADD, so every month we have at least one coming out. So I'm just trying, you know. And I have different businesses too. So I'm trying one of the Dan Kennedy business, one of the secret success businesses. So I would say if I was just focusing on one business, I'd probably like once a quarter I'd be trying something new. That's probably more realistic. And it doesn't always have to be like a huge three-day event or a five-day event. Like sometimes it's just like my birthday. I did a birthday bash two years ago. I was just like, it's my birthday. Come hang out. And we just did it. It was fun, right? So even trying little things like that, like –

if I thought through this more, I probably should have done like a 90-minute selling online webinar first just to see if it would work. I really want to try a paid challenge, so that's why I did this. But I probably would have tested smaller first before I went all in. But just, yeah. And I'm also testing like podcast episodes, Instagram reels. These things I'm putting out there are also testing little hooks, and we're looking at what resonates, and then we can go a little deeper on those ones.

Okay. Thank you so much. And thanks Theo. All right, Miles. All right. Up next, we have Elizabeth T. Elizabeth. Good to see you. What do you have for Russell? Hi. So it's tretch. I know it's a tough word, tretch like hitch. So thank you, Russell, for answering my question. And so I'm a science-based certified dating and relationship coach. Yeah. And I have my offer.

But my challenge is naming the offer as well as naming the master class or sales presentation. Okay. And the end result they'll get, what I teach them is I teach my framework. I teach them how to choose wisely, how to connect with the person, how to captivate the person's heart and their mind, and then how to get into a loving, committed relationship. Okay.

So at the end of the day, they're trying... The goal is to give them a committed relationship. Say the mark again. You said at the very beginning. Relationship and dating. I'm a science-based certified dating and relationship coach. Science-based certified dating and relationship coach. So it's dating through the lens of science. Scientific something. Yeah. Okay. Science meaning I teach a lot about laws of attraction. About your thoughts become things. Things like that. Very cool. Yeah.

Okay. Do you have case studies right now of people you've taken through this process? Yes. What's like the most interesting, weird, unique, different case study you've got right now? So I give my clients two devil breakers. And for this particular person who lived in Hoboken, he had to live or want to move to Hoboken.

And because she's 5'10", he had to be 6 feet. And I know that's a stereotype, but she's tall and she likes to wear heels. So I understood that. And we found him. She actually found him the fourth week of us working together online.

Interesting. Okay. So it's like how to, how to magnetically find your dream spouse. Even if, even if like the Prince charming, even dream out seems impossible today, or people have told you, like, have your friends and family told you to give up on finding your dream, your, your, uh, your Prince charming or princess charming or whatever. Uh,

You know, I'm going to show you guys a case today of how I was able to find somebody, you know, how I found someone who's Prince Charming had to be six foot, had to live in Hoboken, blah, blah, blah. And we were able to find that person and get them married in less than four weeks by following a very simple process. Like, I think it's something like not giving up on your Prince Charming or your whatever, despite the fact that everyone's telling you this, like this is what you do instead. Like some angle like that, I think would be interesting. Because I hear a lot of times like,

Even my wife, when we got married, she's like, yeah, I always wanted to find my Prince Charming, but I decided it was going to be impossible to find them. So I married Russell. I was like, oh, I thought I was your Prince Charming. But it's like a thing inside of people's minds. And I became her Prince Charming, and now she's very impressed with me, I think. Anyway, does that help a little bit?

So what would be a good title? Because I know it needs to be irresistible. Prince Charming Secrets. Is it for women or for men or for both? For women. For women, yeah. Prince Charming Secrets or, you know, Kiss or like No More Kissing Frogs Secrets. Let's look at some playoff of something like that that's in there. I always put tight secrets to everything I say, so you can use that or tips or just –

Yeah, I think you try that. You put some ideas out there and see if they resonate with people. I thought you can tweak them or change them, but it's just kind of playing with that a little bit. So that would be...

Go ahead. Honestly, you can even go to AI and be like, this is the offer I'm doing. Give me 22 ideas for names for the course. I use AI all the time now for stuff like this. When I get stuck, I get in my head saying, I sell courses as this. Give me 22 ideas based on what Russell Brunson would say. And they're like literally as if I did. It's funny. How would Dan Kennedy write this? How would J. Abraham write this? How would Russell Brunson write this? And sure enough, they write it. I'm like, dang, that sounds just like me. So I play with that a little bit too.

So I'm guessing that would be the masterclass, but shouldn't the offer be the result or the title? The title of the offer or the title of the webinar? The offer. The title of the offer. Okay.

I think you're overthinking it. I think you're stressing about too much. Like for me, the offer – like what was the offer's name yesterday? I don't even know. I guess PrimeMover Foundation, but we had Fountainhead was the thing. So like each thing has its own component, but people aren't looking at – it's not nearly as important the naming of it as much as like the result they're going to get. I bet half of you guys don't even remember what Fountainhead even means. But for me, it means something. I was very – I love this name. Most of you guys are like, I don't know why he called it that. It makes no sense. But I'm going to learn how to do one-to-many selling. There's a really cool offer that seems exciting and then they're in. So it's –

Usually that's more for us as the creator. Like we're more about that than the actual audiences. So I wouldn't stress as much about it as much as just like creating the, creating it, you know, and putting a name that means something to you so that when you're pitching it, you're like, this is why this is important to me. And then people will kind of buy into that as well. Great. All right. Awesome. Thank you so much. I appreciate it. Next up. We have our boy, Michael Faber, Michael. Good to see you. What do you got? Good to see you guys. Appreciate you first. Thank you guys for this. This has been amazing.

Second, we modeled our ascension steps pretty much after how you have them, right? So it's like courses and online things that get people to our events, to get people to our mastermind, to get people to our one-on-one. But we've done it straight organically and in Vegas, where you actually get to walk across the stage. So it's going to be really cool. So thank you for that opportunity. Awesome.

With the organic way for our events, we're the Gaylord in Nashville. I know you're familiar with there because I went to your events there. I love it there. They moved our room to where we have 100 more seats. So we go from like 250 to 350. What are some organic ways that you would see about moving an event like that? The ideal clients, empowering entrepreneurs, entrepreneurs that want to leave a legacy.

Wait, to move the event or to get more people to the event? What was the question? To get more people. So we have 100 more seats. So typically I can fill a 250 pretty easy. So I'm just looking for how to get another 100 people in the room. One really cool campaign we've done in the past, I haven't done it for Fun Like Live in a while, but it's the scholarship campaigns. What you do is you say like,

Hey, room size increase. We're going to be whatever. We're going to give away a scholarship and have a contest. If you like who want to come, like if you want to come, but you're not able to come, like come and tell us why. And they just like a scholarship application, like why you should win one of these free seats. And so what happens is that you get your entire community coming and literally selling you on why they need to be in the event. And you make that public though for everybody. So you have all these people submitting why they need to come to the event, which is crazy.

And then you have them register for a chance to win. And so what happens is they submit it in front of everybody. They go register for a chance to win. You end up getting 500, 600 people who have registered their name, contact information, phone number because you're going to call them if they win. And then you do a big event. You bring the person on. So-and-so wins. You tell the person, yeah, the person wins. Everyone celebrates for that person. Now you have 500 new leads of people who wanted to come.

who just told you why they need to be there, how it's going to change their life. Then you call them on the phone and be like, hey, sorry you didn't win, but as a second-place prize, I can give you a 50% discount. And boom, boom, boom, and close everybody else right there. It's like when you're in some emergency crunch time. I've seen that play work a lot of times really well. That's awesome. Thanks, Michael. All right. Who do I got, Miles? All right. Next up we have Vishal Sharma. Vishal, welcome out. What do you got for Russell? Hey. Got it.

Yeah, Russell. So I actually in my day job work with attorneys as an expert witness. And I can do the dream hundred strategy and identify the attorneys and market to them. But my problem is that I am the product. I mean, they are hiring me. So I don't have a back end in this line of work. So that's one question. And then the other would be then obviously, I mean, there are other areas of interest. Should I build a funnel in those areas? So I'm struggling with that. But maybe the first question is more important.

What could I do in the attorney space, if anything? So they buy right now. They're just buying you 100%. They're buying my expertise. They're buying me as an expert. That's what I do. I've been doing that for many years. I'm an independent consultant. So I can identify the dream clients and I can reach out to them and apply some strategies. But at the end of the day, I don't have like a – I mean the end of the funnel stops at me. So I'm not even sure if – what I could do in such a case. Have you ever trained other people how to do what you do?

Actually, I was just thinking about that, that should I, should I, you know, help other expert witnesses do that? And I, that was a thought that crossed my mind. Now, I mean,

I have done a few expert witness assignments over the last 10 years. I mean, there are people who have done 100, 200 assignments. But, you know, I have my own unique way of doing things. I don't do many assignments. I do high-end ones. So maybe that's a possibility. I have two ideas for you. One idea is I would look at what if you created a certification program where you'd certify people on your way to actually do it.

Right. And so then certification programs, you sell those for 10, 20, 30. It's a high ticket thing for them to be certified because you're giving them a new career. Right. So you certify people through your methodology and your processes. And number two, now, now you have a bunch of people who you've trained how to do it. So you can go out there and you can create a funnel where you're selling this as a service and they can pay you to do it for this huge, high, crazy price right here. Or for a less price, you can pay the people I've certified and the certified people you split 50 50. It's like, Hey, I got you a client.

Here's 50% you go do the work. I keep that 50% because I'm the one who brought the client to you. I certified you. And now it's like the best of both worlds, right? And someone wants to pay you a ton of money. You do it. If not, you get 10 people who are certified. They go out and do it for you. And now you've got a couple different offers there and it gives you time freedom where you're not always having to do it every single time. Does that make sense?

But yes, absolutely. And I would have to, however, find a way of positioning myself because as I said, there are experts that have hundreds of assignments. I have maybe 20. So, you know, I have to figure out what qualifies me to certify them and so forth. But that's a different problem. I haven't officially got a qualified

you to certify them you're now officially qualified if you look at if you look at almost any certification program if you if you go back even like the big medical and do it back in time you go back to the history of almost any certification program the person who began it 100 time is a marketer like me and you who said we should sell a certification program and it became a thing so there's not a there's no legal things like you have to have these things to be certified like

Like I can certify people to be a funnel builder. You can certify people like, like you are officially, I give you official certification to be able to do that. There you go. Congratulations. Permission. Do you have permission? It really is. If you go back in time and almost every certification program is a marketer like me or you, who's like, Hey, we should make some money on a certification program. And then it becomes a thing a hundred years later. No one even knows like that's a certification program. That's what it is. Like,

What created that? A marketer like me or you 100 years ago, 50 years ago. That's the reality of the situation. So you're officially able to certify people. Congratulations. Thank you. I've certified you to certify people. That's awesome. All right, Miles, what do we got? All right. Up next, we have Dorothy Mashburn. Dorothy, welcome out. What question do you have? Hi. Hey.

I am an interview and salary negotiation coach, and my business is career advancement and salary negotiation for executive women with a mission to close the pay gap in corporations. Ooh, so good, so good.

Thanks. How can I reframe my market similar to how you did for yourself, the website, landing pages, moving to funnels? Because the career coaching market is pretty saturated. It's pretty shark infested. Yeah. Interesting. So

I mean, I think the question I would ask you first is like, what do you do that's different or what's your process unique from what other people are doing? Do you have like your own angle or own direction of how you're targeting it? Yeah.

Yeah, absolutely. So it would be more like you have to rewrite the rules of the game, carve out your own table, and then negotiate your value like a boss. So part of that is you may have to leave your current job. Loyalty doesn't pay, that kind of message. I mean, none of it is like I came up with it, but the whole program is a program I call Resolute. Gotcha.

I don't know if – I don't know the market well enough to know as much as I feel like –

I don't know. How's the business right now? Are you getting clients and leads? Is it a lead that you're struggling with? Is that why you're trying to figure out a different way to position it? Or what's the – where's the actual problem? You're trying to solve the problem. I'm curious if there's a different problem that's actually there. I have a high-end offer. So high-ticket coaching for four months. I have six clients, but I'm trying to figure out how to scale this thing without burning myself out. Yeah. What's the price point right now for – you're selling it for? $5,000. Okay. Okay.

I would – okay, great. So what I would do is instead of trying to reframe the whole market because I don't think – I don't know if necessarily you need that right now. But I think it's coming down to like creating a version that's lower ticket that you can start mass producing, right? Because again, what happens, let's say you create a $500 to $1,000 version. You start pushing that. You start at the point where you've got –

you know, a hundred, 200, 500 people that have bought that. That's when all of a sudden like your value suddenly dramatically increases. Like, um, the best way to increase like what you are charging your end clients is you become more of a celebrity. The way you can more celebrities by more people knowing who you are. Right. It's like creating that front end of like thousand dollar version where you can be paying ads. You have ads running. People are seeing your face on it.

Like it's branding positions, the expert, that's what increases the perceived value of you and longterm. So then first off, you make a lot of money on this, on this front, this frontier, but then you can charge way more. You could even, uh, again, we talked about before you could start hiring coaches who are running things below you and things like that. Right. I look at my business. Like when I first got started, it,

People were just buying Russell, right? And then eventually that was my inner circle. And then I moved up a step and I brought in two Comble Club X. We brought in coaches, right? And then everything shifted up and kept shifting up. And I think that's the next step for you is you need to have this bottom tier so more and more people are coming into your world. So you can raise your prices, be more exclusive, bring in a level in between now where there's people coaching. Maybe it's...

$10,000 and they got somebody who's coaching them through your processes, right? And then at $30,000, they get access to you and it starts building out more of a full value ladder. Does that make sense? Yeah. But I think that's the piece you're missing is like you need to build up that demand for you as the personality by having a lower ticket that's mass, that you can sell a lot more of it. Does that make sense? Yeah. So like $1,000 through a perfect webinar course. Okay. All right. Thank you. Great question, Dorothy. No worries.

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Get it all at maersk.com slash insights. All right, Miles, we got. All right. Up next, we have Katty Lopez. Hi, Katty. Hey. Okay.

I sell personal image styling sessions and programs. I have sold them through live presentations in other people's event and through client referrals. My vision is to free women from the fashion trap that makes some of us think that to be relevant and avoid criticism, we need to follow every single trend and the others to think that fashion or personal image is superficial and completely quit to it.

To achieve that, I have created a new type of salon, the outfit salon, which is a place where you go to create great outfits with the clothing you already have. My goal is to make the image consultant industry as popular as the hair salon industry. How to create crazy demand for my outfit salon. Very good. So is your office in a physical location then?

Yeah, it is. Okay. And so the goal though, so is the goal just to figure out how to get more people in there? Or is the goal to turn this into a movement that goes across the whole world? Both. Both. Okay. So the salon you have right now, do you have a lot of people coming into it? Is it profitable? Is it making money right now? No, not really. I have sold like maybe three or four sessions. Okay. What did someone pay for a session? $55. Okay. Okay.

Very cool. And they got to be local to be able to do it. Could you do it virtually? Well, I do it also online, yes. How much do you charge for it online?

55 too, because they are, I don't know if you know this concept, dry bar. This is a hair salon where you only have blow dries. I have the same thing, but for the outfit. People come with a preset outfit and I tell them how to style them so they figure and their goals are flatter and more.

Okay. First thing is you have to dramatically raise your prices because right now you think it's only worth $60 a session. It's worth more than that. And the way you do it, you got to look at a price range.

You got to tie it to the correct price of what the alternative is, right? So I have a shopper who once a year takes me shopping and we go to these expensive places and he buys me stupid things I would never buy. Like, for example, this sweatshirt, the teddy bear, it's so cute. It's a nice teddy bear. Do you know how much this thing costs? This is like an $800 sweatshirt. I would never in infinity years buy it, right? I spent $800 on a sweatshirt because he's like, if you wear this sweatshirt, it looks cool. I don't know. It's stupid, right?

But that's... You can go to Target if you want to. Yeah, that's what other fashion consultants said. That's what you're selling against, right? So you say, look, if you want... Like, my pitch would be like, if you want to look like you just spent $35,000 with a private shopper and you do it with the clothes you already have in your thing, I can show you how to do that. It's only going to be $200 a session or $500 a session, right? Like, that's what you're selling against. Like...

You have to look at what people are actually spending for that right now. Like this is a $800 t-shirt, but one day a year when I go shopping with this guy, like I'm literally dropping $40,000, $50,000 in a day in clothing. That's what a personal shopper is doing. So that's what you got to sell against is what you're doing. You're getting the same experience whether it's free with the stuff they already have. And obviously like –

I'm not like a normal person. So like, but if someone doesn't want to get fat, you're still looking at two, three, four, $5,000 for someone to go and actually get a complete makeover, right? That's what they're looking at. And so that's what you got to price against. So you're coming and saying, look, it's going to be one 10, now I'm going to pay $5,000. The traditional person is going to make you spend in their time. Plus the clothing you got to buy. You already have the clothing and I'm going to show you how to do it in a way that's

More authentic you. You're going to feel good about it and da-da-da-da-da, right? And now that's worth $500 a session easy versus the $5,000 they're paying, right? So that's the biggest thing. Now when you get that figured out, now you can buy ads. Now you can do things because now you have enough profit in the actual offer that you can spend money on ads. Right now if you're spending $50 a session, there's no way you're ever going to grow because there's no money for advertising. Does that make sense?

Awesome. Very cool. Great question. Great question. And you should save me some time because I can fire Bart and not spend so much money on my clothes. Anyway, it's ridiculous. But yeah, now you guys know about my teddy bear t-shirt. That's why I have to wear it so often because it's like I got to – Break it down to what it costs every time you wear it. Yeah.

Yeah, I love it. All right, Miles. Let's keep it going. All right. This next one, I'm going to be reading the question. It's from Adam Miros, and this is about his business. I'm selling a three-month online marketing program for $4,000. I have a lead magnet, which is a free training and a call-to-book page. I sell for 30 to 60 minutes worldwide.

Thank you so much. Now, the question is this. How to target...

my funnel to more successful, qualified leads and not beginners. Ideally, first steps, options, and ideas for my type of business. Awesome. Kev, two thoughts for you. Number one, the bait we put out into the world is who we actually end up attracting. One thing fascinating about this event, by the way, this is speaking to how great you guys all are, the caliber of people who join this event is different than the caliber of people who join some other stuff. The reason why is because the bait I put out there was like, are you selling something online? Do you want to sell more of it?

Sellingonline.com, right? That was the bait we put out there. So the caliber of people who came were different. And we can tell that from the conversations, from the group, from the conversion on the offer. All those things are different because we put different bait in the market and different people were attracted to that. The right people, great people, which is why you guys are all here, right? So that's the number one thing to think about. It's like the message you're putting out is going to attract the people in there. Number two is if...

So the goal, the, the process you get from 20,000 to a hundred thousand a month could be as simple as just like right now you're spending 90% of your time talking to unqualified people. So I start, I started doing is like, what are the barriers I can put in the way that get the unqualified people not to have a chance to talk to me? Right? So one barrier might be instead of going directly from VSL application, what if I put them through webinar? Now they got to spend longer time with me and then I push into the application. Sometimes I might start charging for application.

Instead of giving away a free application, charge $100 for the application. What's going to happen? You're going to charge $100 for the application. The wrong people are not going to apply. Your apps will go from, let's say you get 1,500 apps a month, you're going to go down to 100 apps a month, but it's 100 right people. Now you're making $100 on each app. Now I have $100 to spend to get an application, so I can start increasing the traffic I'm spending to it because I'm getting upfront money from the paid applications. So shifting from a free application to a paid application is a great way to kick out the tire-taking

tire kickers. So you go from 1,500 calls to 150 calls. You get the right people. And now I can spend more money to get the right people. And then I go from 100 calls to 300 calls. And now I'm at my $100,000 a month because I'm only talking to the right people. I'm only spending time with the right people. I'm getting more of the right people versus having more massive applications. So there's a couple of quick things to think through. Changing the bait or make sure the bait's correct.

Putting a paywall in front of the application, two levers I would play with really quickly to try to get you there without having to scale a sales team and all that other kind of stuff. Yeah, that's awesome advice. All right. Who else we got? All right. Up next, we have Gabber Kirstan. Gabber, good to see you. Hey, man.

Hey Russell, I'm a huge fan. I started learning about funnels to help me with my mission. I have a free app called Bliss Compass. It allows you one-click journaling by combining time and mood tracking so you can identify the stress and joy factors in your life. And I feel this is important because this is not taught in school, but it's like key for a successful and well-lived life. And that's why it is free.

I'm currently JVing with related businesses, like doing webinars together, promoting their offers, and I'm plugging my app in as a bonus. And I will be looking for other strategies to promote the app by keeping it still free. Very cool. So the app's free and you have paid upgrades aside? Is that the model? Well, I don't have a paid offer yet.

Right now, but I'm plugging it into other people's offers as a bonus, just like an affiliate. So are they paying you for each sale or how does that work? Yeah, yeah. Basically, my app is the hook or, you know, a new angle they can promote from. And we are doing this webinar together. I have some relevancy to their offer. And then, yeah, I'm getting some share of the sales. How much, what percentage they give you the sale, Kirsten?

I have offers that I get like 20 to 30%, but it's like a hundred dollar offer. What we are talking about. Gotcha. Okay. So it's not much we have to scale. So the question to find more people to partner with is a question. How do you do this outside of those other people? So you can just have your own. Yeah. Like how to, how to make it more scalable, effective. Cause I have, you know, running costs obviously. Yeah. Yeah.

Okay, well, I mean, there's two different directions, right? One is like to scale, you gotta find more partners. So if you're trying to find more partners to do with, I would just go back and like, when I do the webinar, it's converting. Like for example, this event, when it's done, Ben Harris, he has met earlier today. He runs an affiliate program for us. He's gonna go through and show all the stats, the numbers, everything like that. We're gonna take that and we're gonna start sending that to every single person who has an email list in our space.

Have them be part of the next one, right? So if you've done it five or six times, like showing the stats, showing the numbers, and then take that and just start mass marketing to your dream 100, trying to get more and more people to do it with. So that's one obvious option. The second one then is like you coming back and making your own offer where now you can, you're not tied to somebody else's success, which is great to do, but also like how do you have one where it's like you have your own $300 offer and

Were the apps part of it? And now you can just market it externally from everyone else. That way you can start buying ads, growing and scaling and 100% control your own destiny and not having to rely always on other people. And I would probably try to do both those plays if it was me because I want more control on one side, this side, and then I also want more distribution partners on the other side. So those would be the two things I'd be really focusing on and targeting to keep growing and scaling what you're doing. Does that help?

Yeah, that's really helpful. Thank you so much. Great question. That's awesome. All right, Miles. Who we got next? All right. Up next is another one that I'm going to be reading. So this is from Dominic. He says, I help faith-driven people and the general community to start, grow, and succeed with online business for socioeconomic transformations. His question slash statement is, I want to attract my clients, especially Africans, so they can have financial and life transformation to impact their communities. What should I do?

Okay. So you want to attract more Africans. Is that right? Yeah. I say, again, it comes back to whatever bait we put in the market is who we attract. So for me, for example, like when we first launched ClickFunnels, stuff like that, I was doing events pre-ClickFunnels. If you look at a Russell Brunson event, it was like 95% dudes, 5% women.

And I was like, I want more women here. And so what do we do? Well, Liz Benny came to our world. So I started taking Liz, her story, and that became a front-end hook I was putting out there. We talked about her. She was in the ads. She was in the webinars. And all of a sudden, more women showed up. And I was like, I want more diversity. And so we found people in our community from different diversities and started putting their stories out there. And now if you look at a ClickFunnels event, a Russell Brunson event, it's like a mixing pot of every race, nationality, sexual preference, gender.

I guess it's a party. It's like the coolest thing in the world because we highlight people from all the different places we're trying to bring people into our world. And so for you, if it's like you want more, if it's African-Americans or Africans or whoever you're trying to do, find those case studies and like highlight them, teach them, put them up on a pedestal. And those people will attract more of those people into your world and into your community. And that's true for any of you guys. Like when Kate in Poland, the biggest problem she had was Lady Boss.

It's that Kaylin, you know, she's a 24-year-old girl with tattoos and carrying guns, right? So those people came to her, but the moms weren't coming to her. All these people, she couldn't get into her world. So she found people who were successful who were moms, who were these people, and she put them up and told their stories and put them on pedestals. And also, like, it took it from, like,

People following her into her business that were just like her to like all of a sudden open the whole world by featuring other people as the case study. So looking at your market, who's your dream customer? Who do you already have as your dream customer? Highlighting them, put them on a pedestal that will attract more of those people into your community and into your world. It's a perfect answer. I mean,

You've done this too. You can tell that potato gun story only so many times in ClickFunnels, but now all these other success stories too to Comic Club Awards. It was like Gabe Schillinger came in and was successful in the music market. I'm like, that's amazing. So we took his story, blew it up, and now we've got 30,000 musicians on the ClickFunnels platform. I don't know how to play any music. I've got no skills, but Gabe did, and that story opened that whole community to us. So on and so forth. Awesome. Okay, Miles, let's keep going. All right. Let's ask one question real quick. What's our plan for –

For lunch breaks and stuff? We don't have very many questions left. We can either take a quick little break, stuff our faces, or wrap these, finish these up. How many we got?

Probably about seven or eight left. Let's keep rocking then. Let's do it. All right. I am pretty hungry though. All right. So this next one is Javier Garcia. I'm going to be reading the question again and don't know much about the business, but it says thoughts about a freemium model, free community, and then sell paid plan. Or is it better to have a low ticket entry level and then upsell them to higher ticket, more exclusive program without the free community on top of the funnel? Cool. Yeah.

So the reality is there's a million ways to play this game, right? And most of them work. Like people like, should I do a free book funnel? Yes, that works great. If you got a book, try to do a webinar funnel. Like, like all the things work, right? Um, I think what a lot of the, the creators inside of like the school, for example, is obviously pushing this idea really well. And it's been interesting watching them. And, um,

If you notice right now, we're leading with the free community that you guys are in right now. And it's like, there's something there. In fact, I have a friend who he launched a free community three years ago and it was a Facebook group. And he came in and at the time, I've known him for 20 years. He's a great marketer. At the time, nobody really knew who he was. He came and he started serving his face off like a year. He was just making this community drop in like,

after gold, after gold. Didn't sell anything for a year. After a year, everyone who was everyone showed up to this group because this is all the cool stuff's happening here. Everyone showed up to the group and then a year into it, he's like, hey, I'm going to sell a $25,000 mastermind group if you want in. Here's a Google Doc. It was like a half-page Google Doc with an order link.

And he sold like 350 people at 25 grand that fast. No sales call, no webinar, no hook, no nothing, just from a community. And so like me, three months ago, I was like, that was really, really smart. I'm like, we had a Facebook community that blew up and it became...

ClickFunnels Facebook group went from like this really cool thing to like there's 300,000 people. There's chaos in there. I feel like I'm at – it stresses me out, right? And so I was like I want a place where I can like curate a really good community. So that's why we – and again, I kept going back and forth like where to do it at. We decided to figure out to do school for this community. And so this selling online community is a free community. And you're going to notice my goal of next year is to put 100,000, 200,000 people in there, and I'm going to give so much value in that group.

that it'll be insane. You buy someone else's course and you'll be like, I paid three grand for this course and Russell's free group's way better. That's my goal, just to blow everybody's minds because I want all you guys to have so much success. You feel so much reciprocity. You feel guilty not giving me money to come into Prime Movers and Prime Mover Mastermind and Inner Circle and Atlas. That's my plan. So I think it's a good strategy is come and serve people, serve your face off in a group for a while and then people will naturally, the reciprocity, the water will send. So I'm 100% up for that.

I think it's a great model. Is it better than doing a freemium? No, you should do both. Like I don't just do one thing. I do multiple things, but it's a great strategy. So you will notice for the next three or four months, like if you start watching the transition, like we're waiting to launch this community, but you'll notice that's what about hanging out with Russell.com. You'll notice the call to action. All my socials will be coming. It,

Like, Hey, we're socially interaction on platform. You want to hang out with me? Come hang out with Russell.com. We have a conversation happening over here. Come over to my house over here. In fact, if you read traffic secrets, there's a chapter in there. We talk about this where the goal of social media is like social media, be social and have a lot of fun and then invite people back to your home. So hang out with Russell.com is like, come to my house and come see what the cool stuff we have. And then in that group, we can sell you, upgrade you. We can send you all kinds of stuff will happen off platform in this really cool community. We're serving like crazy. So that's the model right now that I'm playing with. I haven't done it yet. We'll find out, but it's feeling good so far.

That's great. All right. Up next, we have Zara Johnson. Hey, Zara. What do you got for us? Hi. Hey.

So I handle digital marketing for my family's business, which collectively has gained over 400K followers on Instagram and more on various other platforms. We've had great success with webinars for our supplement brand focused on weight loss, and we're currently building a webinar and high-ticket challenge for our mentoring slash coaching program for young entrepreneurs. How would you recommend we implement an affiliate program?

Ooh, very cool. What's the price point of what you're selling right now? For the supplements, the no supplement is over like $30. Okay. Are they selling it for a continuity version where every month they're getting it?

um no no it's one then the webinars on the supplement and are free so they're free webinars okay cool so there's the affiliate game's fun and um we'll probably do a bunch of trainings inside the conversation nomination stuff traffic going deep into affiliate programs i can talk about this for 10 days because every affiliate's different way structurings are different but it's looking back at like

Dan Canning always tells me, what are you willing to spend to acquire a customer? That's the first question we have to ask ourselves. Right now, for this event, I'm willing to spend probably $200 or so to get somebody to come to an event like this. I know that's the value. You figure out what you're willing to spend, and then you reverse engineer it from there. Some affiliates, it's like, if we're willing to spend on paid ads,

Again, $20 to get a customer. I can go to an affiliate and say, I'll pay you $20 for every time you sell something. Or if it's like right now on Facebook, we're spending $3 a lead. I can go to an affiliate and say, I'll pay you $2 a lead if you send leads to me. So you can pay an affiliate per lead. You can pay them per sell. Sometimes you pay them a percentage of the sell. But we have some people who are affiliates for ClickFunnels where they get someone to sign up for $97 a month. If they get someone to sign up for a trial, we pay them $200 just for getting that trial. And they don't get any continuity, but...

But they get the $2 up front because we're spending that much for Mark Zuckerberg anyway. So I'll pay an affiliate that and they get the money up front. But every affiliate is kind of different. So the biggest key is for you to figure out like what are you able or willing to spend to get a customer? And then from there and looking at what you're spending on other platforms or the ads, you

And then you go start recruiting affiliates and give them making that offer to them. And what's interesting is everything we talked about making offers to a customer is the same thing we're doing. We're making offers to get an affiliate to promote us, right? So if you look at like when we do affiliate launch, it's like, Hey, if you promote the first thing you're gonna get is this, and you're gonna get this. And you're sort of bribing them through an offer to get them to promote what we have.

Right. Like yesterday, if you guys saw, like I bribed all you guys to promote our event. Right. I was like, if you promote the event, firstly, if you get one person to buy, I'll give you a free VIP ticket. And then the top 10 or top 15 affiliates, you're going to come and be in person in the room next time we do it. And then we're going to, and we're pushing you to get a hundred percent commission. Like we make a really good offer for affiliates. Same way we make offers for customers, we make offers for affiliates. And that's how you start recruiting people then to start promoting your, whatever the product is that you're going to try to sell. Does that make sense?

Makes sense. I know it's just like a little scratch on the surface. We can go so deep on that, but hopefully it'll get you on the rabbit hole. It does for sure. Can I ask one more for myself? Sure. In terms of what skills or people would you recommend young entrepreneurs master in order to reach your level of success within a decade? Ooh, good question. I think the biggest thing is learning communication, right? Yeah.

Like learning how to speak, learning how to persuade, learning like also we talked that last couple of days is so important because it doesn't matter what role you're in. Like let's say I want to be on the ad team. The ad team has to understand, persuade, they write ads. I want to be a copywriter. I want to be a presenter. I want to be a course creator. Like, like even if you're creating a course, like you have to understand psychology because like that's how we get people

to actually have success with what we're selling them, right? It's like, it's really learning that communication stuff. Like for me, I was lucky before I started this business, I spent two years in New Jersey knocking on doors, trying to convince people, I try to sell people on my beliefs and religion, right? So it's like, but that was like the best training program in the world for me. So it's like learning how to spell, learning how to speak, learning how to communicate is the most powerful thing. And even if it's as simple as like just getting out your phone and like practicing Facebook lives or practicing going live, just doing that stuff to learn the communication skills, it's

Because that will serve you in any – your own business, other people's businesses. It's such a powerful, valuable skill set, right? I talked about Myron's four levels of value. The third level of value is communication. As soon as you can learn how to communicate, you no longer have barriers on your income. You can use that skill set all over the place. So I think that's what I'd be really focusing on is learning how to communicate, how to persuade. All those kind of things are so valuable in any role you want to have. Thank you so much. Great question. No worries.