Overcoming Challenges and Staying Resilient with Andy Elliott
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What's up, everybody? This is Russell Brunson. Welcome back to the Marketing Secrets Podcast. I've got a really fun, special episode for you guys today. I had a chance, man, last month to go fly out to Arizona and to go visit someone who's now become a really close friend, someone I really look up to, and someone who I had a great time hanging out with. His name's Andy Elliott. Some of you guys have probably heard of him. The first time I heard of Andy, I saw a viral video

that he had put out about if someone works for him and they don't have a six pack then they get fired and had like 30 million views or something like that i think i started following him initially from that and then fast forward to a couple months later i was speaking an event in salt lake and i think he was speaking as well but um it was interesting because like we got there and in the audience and like running around the like there was an entire army of people they have this church that's the elliot army and they're his team his crew and they're running around it was just like

Anyway, just this whole group of people. I was like, oh, that's the dude from the ads. I'm like, there's this whole team. And it was just, it was cool watching this process. And I was like, okay, that guy, there's something about this guy. So I started following him a little closer and started watching what he was doing. And fast forward, like three months later, I just hit him up on social. I was like, hey man, love what you're doing. And just, you know, love to connect and yeah, get to know each other. And then he messaged me back a few minutes later. We started texting and it was interesting, fascinating stories that he

Man, when Dean, Tony and I first launched the very first Mastermind product, he was working as a used car salesman at the time. He saw the webinar, bought the product

and then changed, you know, basically started this business and started this brand. And he's gone from, you know, from not having a business in three years, like, you know, this year they did over nine figures. And just put that in perspective, the number of companies that I know in the info product space to do nine figures a year, you can count them on two hands and have some extra fingers left over. Like there's not very many. And for him to come out of nowhere and in three years to be accomplished, that was crazy.

And anyway, we kind of hit it off. And then last month I flew down there. Some of you guys, if you follow me on Instagram, you probably saw like I showed up. We showed up in his Jeep and his entire team, 80 sales guys come out and they start rocking the Jeep. They pull me out, start throwing me in the air. And then they walk over and

And there's three dudes there who stripped down out of their clothes and they're wearing wrestling singlets. They roll a wrestling mat. We ended up wrestling out there. I'm in my, I'm wearing like Louis Vuitton shirt, street, like my street clothes. And we're wrestling like in the, in the Arizona sun. So by the way, I got ended up getting blisters on every one of my toes, uh,

Anyway, but I wrestle them all. I'm wrestling these guys. Look up, there's drones in the air. I'm like, this is intense. And then the next eight hours I was at their office was just one of the most intense experiences of my life. I actually remember getting back to the airport that night and I was just sitting there buzzing. I was just like, oh my gosh, I'm not used to that much stimulus for that long. And that's the world that those guys live in. It was really fun. It was really fascinating. So I had a good time hanging out with those guys.

And before I left, we had a chance to do a really cool podcast interview. And it aired a couple weeks ago on their YouTube channel. And it was awesome. Really good feedback and everything. So I want to share with you guys for a couple reasons. Number one, to help you to get to know Andy and his wife and just kind of what they're doing. Hopefully, he's going to follow them and someone who's really, really inspiring. But we also had a really cool conversation about a lot of things I don't normally talk about. And so I thought it'd be really cool to share it here with you guys on the podcast. So that's kind of the setup for today's episode. Again, this is a podcast interview from Andy Elliott's office.

Him and his wife hanging out, talking shop about a bunch of really cool things. I hope you guys love this episode. If you do, make sure you go follow Andy on social. See if you can find the video about the six pack abs. Go do some sit-ups and then, like I said, plug into what he's doing. It's really fun to watch him and his team as they're growing this company to huge levels. So hope you enjoy this episode. I know I really had a lot of fun with it. And thank you, Andy, for having me out at the Lions Den.

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. Hey guys, welcome to the 1%er Podcast. Andy Elliott, G.

Jacqueline Elliott. Jacqueline, the cartel leader, Elliott. That's right. And we got the man, the myth, the legend, Russell Brunson right here. Okay, guys. Is it really Russell Brunson? It's me. I'm real. Hell yeah. It's really Russell Brunson. And guys, listen. So number one, the last four or five years since I started my entrepreneur journey, his course, The Broker Blueprint 2019 with him, Dean, and Tony Robbins, first course I ever bought, spent three grand.

And here we are a few years later, nine figure business. I want everybody to know this, right? Self-development changed my life. It is the secret, right? It's not about what you try to achieve. It's about who you become that determines what you achieve. And I think there's a lot of people that want to win that are watching this.

I promise you today I'll bring more value. Russell will bring more value and Jacqueline will bring more value to you than we brought on any YouTube video since I've ever posted. I'm going to tell you why. I'm going to tell you why. Number one, because I had a talk with Russell this morning. He flew out from Boise, Idaho, which is where he lives, left his wife, left his kids to come out here. He's met our team. We worked out this morning. He's been out to dinner at our house last night. He got quite drunk.

He wrestled my team today, right? We wrestled. Literally wrestled. Like they're all in their singlets out there on the asphalt. Yeah, you'll see. We had a killer day. But the coolest thing is that I want to go to a conversation I had with him in the gym, right? And we were talking about self-development. He's like, hey, man, I want to create –

a self-development museum for, I don't know if you call it like prime leaders. Prime movers. Prime movers, yeah, prime movers. People that are going to move this next generation, that are going to really truly lead people. And the only way you can do that is to lead yourself. The first law in leadership is self-leadership.

And then you can lead others. Right. And so I want to talk about self-development. How does anyone right now, right. Um, go, if they're not who they want to become, if they don't have the results that they want, if they don't have the lifestyle that they want to live, but they know they're capable of more, where, where, where do you begin? And I, yeah. And I began, um, with my wife, she said, Hey, buy the course. And I was scared. It was $3,000. Um, and

I had no idea what's said on the other side. Matter of fact, I'll even say another thing. And because I want to make sure I get this out there to relate with anyone. On my 29th day, I'd watched the course 10 times. I'd learned a lot. I was a new person. I asked Jacqueline if I could get my money back.

Because that's how limited my thinking was. Get a 30-day money-back guarantee on the 29th day. He's like ready to cancel out. That's crazy. No, but I want to tell you why because this is important because a lot of people, they see like, oh, these guys got these big businesses. They're killers. They're doing badass stuff.

and they don't understand that we were all once not that person right right like like i just need everybody to know that who you become determines the information the experiences of the people that you're with and and the inform and the information really and the people and i learned from you guys all this stuff but but i had this scarcity mindset that there wasn't like maybe i needed this back like i and by the way

If you don't give, you're never going to get. I think the secret to life is giving. If you right now don't feel fulfilled, go give something to somebody. You'll feel amazing. I was going to take back what you guys had given me. My wife, she said something really good. This is why you got to have a good running mate. You got to have a good partner that we're all together. We're family. We're brothers. We're going to grow. She said, is that what you want? Is that how you want your customers to treat you, your future customers when you build your business? So

She's like, if you're not willing to invest in yourself, then no one's willing to invest in you. And if you're going to invest when these people, and then when they, when they give their word and do a good job, you're going to go take back the money. She goes, that's the karma. It's a reality that you're going to have for the rest of your life. So you don't attract who you want. You attract who you are. So if you were the person who refunds, your person cancels, like that's exactly the client you tracked. It's crazy. She,

Made me break that weakness. And I obviously didn't cancel it because I do whatever she says, you know, best decision of my life.

That was a pivotal day that could have ruined my whole life. And because I stuck through it and I had the abundance mindset, I knew it was going to pay off. Self-development changed my life. So what I want to talk to you about today, obviously, you built ClickFunnels. Everybody in the world knows ClickFunnels. If you don't know who Russell Brunson is right now, it's just a Russell Brunson on Instagram, right? Yep.

I mean, he's got a million plus followers, but he's built a massive company, okay, that's taken over the world. It's called ClickFunnels. If anybody's going to start their own business, you're going to sell a product. In any way, shape, or form, you're going to use his product, ClickFunnels, because it is the best. Hey, guys, what's going on? It's Andy. A lot of you leave comments telling me that you need help. Do me a favor. I'm going to tell you the best way to get a hold of me. Shoot me a text message right now, 918-210-0254. 918-210-0254.

210-254. I'll help you with whatever you need. I got your back for life. Let's get back to the video. But I want to talk about like your self-development journey because, you know, you're a wrestler. You wrestled. I heard you downstairs talking about the day that you had your hand raised in a match the way that it felt to win. Everybody hates losing.

And there's a lot of people right now that are winning and kicking ass. And there's a lot of people right now that want to win and kick ass and they don't know what to do. So I want to talk about our self-development journey, right? Maybe talk a little bit about mine. Jacqueline can talk a little about hers, but I want to talk about yours because you really intrigued me with being like,

You said I'm a collector of books. Like I try to get my hands on everything. You start and you start talking about like Earl Nightingale and a lot of these guys back from the old days and getting their manuscripts and they wrote their books. And I'm like, dude, whoa. No, but I was like, dude, like you're a real student of the game. Yeah. Like you're a real student.

And so talk to everybody, talk to me and my wife, talk to, you know, our audience about like, about your journey and self-development and ways that you've been able to educate yourself to build such a great life. Yeah. I think for me, it started initially in growing up in sports. Cause that's like the first time I'd done something prior to me being a wrestler. I was just a kid who'd go to school, come home, watch TV, you know,

you know, that was all I would do. And then my dad got me involved in wrestling and it was the first time that like I had something, something to, to, to do and to be excited by. And I remember, um, the very first time I was in, I was in ninth grade. I made the JV team and I remember going to weigh-ins and I get in the weigh-ins and I

I jump on the scale. I make my weight. Next kid gets on the scale. The kid I'm going to be wrestling. And the guy comes out and he's got a mustache. And I still to this day cannot grow a mustache. Like I have no facial hair. I remember sitting there. I'm a ninth grade kid. I'm like, this is a grown man with a mustache. He's going to destroy me. And he weighs in. And I remember getting there and going up, you know, my restroom was in the basement of our high school. And then the mats were up in the gym. So we go up to the match and go,

We go out there, we shake hands, we start wrestling. I'm going out there and we're flurrying this huge thing. I remember what happened. I just remember we got done. We stand up and I don't know if I won or if I lost and the ref raised my hand. I looked up and it was JV, so it was like three people in the stands. My dad was one of them. He's jumping around and I was like...

this is the greatest feeling I've ever felt in my life. Like I want this as often as possible. And then I became obsessed. And so that was the first time I ever had something that was like, all right, this is, there was like Russell before that moment and Russell after that was the transition point. And I just became obsessed. And so, and I didn't know back then about personal growth or, but I didn't know like you could go study or read things, but I had really good coaches around me who, who instilled a lot of those elements. And then, um, later when I got into, into business, the first thing that I leveraged, like,

my wrestling career, like what I learned, the skill sets of wrestling into business and those things started helping and then... What were some of those things? Just a couple. I think the biggest one for me is... I coach a lot of entrepreneurs right now and the biggest thing I see with entrepreneurs is like

especially those who never competed in anything in their life. They have so much fear that if they fail, they're going to become a failure, that they don't try. So they sit in this learning loop where they're learning and they're reading books and watching podcasts. They don't do the thing because they're so scared. And for me, it was like in wrestling, I lost all the time. My junior year, I remember the very first match of the season, I was telling everybody, I'm going to be a state champ. It's going to be amazing. First match of the season, I go out there against a kid who was a returning state finalist.

He beats me in front of everybody. I remember going to school the next day and everyone was like, I thought you were going to be a state champ. You lost to this kid. And I was just like...

It was really hard for me. But my dad, luckily, my dad, he filmed the match and he started like watching like what I did and where I was at a position, what other kid was doing. And so every single morning I wake up, my dad would get me on the carpet. You know, I didn't want to be there. He's like, okay, we're going to drill the move. We drill this move and drill the move. And after practice, we don't practice. I see my dad coming in the wrestling room. I'm like, oh man. And we drill again and drill that for four months. And four months later, I ended up meeting that kid in the state finals and I ended up beating him. And I, and I learned, it was like, okay, let's,

if I fail, I'm not a failure. Failure is like the most data rich source we have. It's like, it shows everything and then we can go out there and we can do things. So for me, when I started creating businesses, I create something, put it out there and I, I don't know if it's going to work or not, but I put out as quick as I could and then I would just watch and see what happened. And I see the failures come back and say, Oh, let's tweak that. Let's change that. And it's like, that's one of the hardest things though to instill in people that have never done that. Um, they're so afraid of like losing their dream. They just, they just dream out and don't ever do anything.

And so for me, that was like one of the biggest aspects I brought into entrepreneurship and business for me was really understanding that. Yeah, that will save a lot of people's lives. Yeah. Or make a lot of people make a move when they've been overthinking it. Yeah. Right? Yeah, it's like worst case, yeah. And things, especially online, like,

you put out something and it fails, like, no one really knows. I've had people like, oh, I saw that offer, that was amazing. And I'm like, yeah, you did it. And they're like, all right, they'll tell me, like, I bought that offer. I'm like, oh, you're one of, like, three people. I didn't tell them that, but they have no idea. Like, it didn't work. Like, it completely bombed. No one else knows other than you. Yeah. It's just like, it's just testing things all the time. Yeah, you judge yourself more than anybody. Yeah. Yeah, it's interesting. So. Yeah, I think sports taught you to lose. Mm-hmm.

You know, and then even like Jackie, she comes from a failed entrepreneur family, right? So like her dad failing a lot in front of her face, you know, like made her just be a risk taker. Yeah. That was an afraid of failure because I could just fail and then nothing happens. Like you just start over. Yeah. I came from a dad that, that worked at the same job for 30 years.

So my goal was to like get a job and don't ever lose it. Yeah. Right? And her job was like, dude, if this don't work, we should start over. Yes, exactly. So we're completely the opposite. Interesting. So we have to break, some people right now, they need to break the way they were programmed. The generational curses. Yeah. Do you think that you would have been where you are today without your dad like really pushing you to recognize failure and getting better through it? Oh, I don't think so. That was a big, because like my, the instinct for all of us humans is not to go and like

and to look at things and, you know, look at your failures and figure things out. He was the one that was just always kept doing that. And like, again, my junior year, that's what happened. And I remember when I beat the kid in the finals, I was like such a, like, I remember driving home. I was like, this is crazy. I can do anything I want. I just got to try something and fail. If I never fail and then just fix it and then do it again and do it again. And,

And, um, and that, that was the, that was the key for me. And I was interesting. So, so getting out of sports, you go through college wrestle, getting out, starting your own business as young. Like how did you like, tell us, talk to us how you studied and learned. And what made you like attracted to that business? Like, did you, did somebody else teach you that? Or how, how did you come across? So what happened, I told you is my wife's five years old, five and a half years older than me. And so we got married. She was working, supporting me. I was still wrestling. I always had this

like, I want to be the man. I want to support her, but she was supporting me, which I'm grateful for. But, um, but I was going to school full time. I was wrestling full time. So I had to figure out some way to make money. So I did what most people do, which went to Google and how to make money, you know, start searching. And there's tons of, anyway, for like a year, I was just trying all sorts of things that didn't work. And then eventually, um, uh, I found some people who were doing really cool things. They were, they were making these little, these little niche products and they were selling them. And so, uh,

at the time, my buddy and I, it was spring break. I remember we'd spent the entire spring break making potato guns. And I was just like, uh, our wives were both working, supporting us. And we were just like, let's make potato guns while they're at work. So we made all these potato guns. We were like searching the plans online and figure things out. And so, um, and that was like just a fun week. We did that when I was shot on that weekend. And then I remember afterwards, uh, I was back in school the next Monday and I was like,

I wonder if anyone else besides us were searching for how to make a potato gun. Like that was, and so I went online and there's, there's some sites you can use. Back then it was called Overture, but you type in a keyword and it would show you how many people per month were searching for it. So I just typed in potato gun and there's like 18,000 people a month searching for potato gun, like 12,000 for potato gun plans and all these different things. And I was like,

And there was nobody selling anything. You got addicted to the data. Yeah. And I was like, no one's selling. It's like, this could be, maybe that's my thing. So I called my buddy back up and I was like, hey man, we're going to make a DVD, teach people how to make potato guns. And he's like, he thought it was so weird. I was like, please, it'll be awesome. He's like, all right, I don't care. I have nothing else to do. So we borrowed a video camera from somebody and first thing we did, we drove up to Home Depot and he pulled out a video camera and recorded it. So I was like, okay,

like next to all the sprinkler pipes like these are the sprinkler pipes this is the psi you need so all the stuff we learned the weekend before we're making them like we just regurgitated and they took that so we showed up by the pipes and the barbecue igniters and just all the things you need to make potato gun and then we drove to uh colette my wife's um works she worked at this like motor shop so we went in the back of the motor shop and then we filmed us like cutting the pipes and gluing them together all kind of stuff and then um we snuck into the university because they had a uh

into one of the classrooms with the big whiteboards. We snuck in there and then my buddy filmed me and we were trying to act like we were so smart. We had all the formats. Like the barrel to chamber volume ratio is, write it out on the board. Like just film is making this, teaching people how to make a potato gun. And so that was the first product. We took that, I made a DVD, we burned it and I put up a website and we started selling it and that was the first thing. People started buying it. I was like, this is so cool.

this is the greatest thing in the world someone bought something i created and they gave me like 20 or 30 bucks for this dvd we'd ship it out to them and that's kind of how how the whole thing is that's crazy that's funny we started the same way with the dvds oh did you have a dvd burner yeah did you ever have like the one on top and the 10 underneath for the first one we probably had the same one and they can't burn them after you make them like yeah they couldn't they couldn't copy it's so cool i was like they're not gonna pirate my dvd

You can tell we're all around the same age. It's awesome. I'm 44, 44. Yeah. 42. So cool. But yeah, I would burn the DVDs. That's awesome. And you had the stickers and you put the stickers and you put them on top of it. Oh yeah. You would buy them. Jackie was so good at all that. And then I got the one that can etch actually the DVD. Oh really? I was really high tech. I never had it. Yeah. That's awesome. I love it. You're jealous to this day. To this day. But that's how it started. And then I shared the story with you guys this morning but then

I remember like I was trying to figure out how to sell these things online. And so I went to the seminar and I remember there was a speaker got up and he was like,

I don't remember what he was talking about, but he was like, "I tested a red headline versus a blue headline, increased my conversions by whatever percent." And I was like, "Huh." And it was the first time, because probably I didn't like studying or learning or reading or any, I wanted to make money, but the rest of it I wasn't into. And I remember he said that, so I went back to my website and I changed the headline or whatever, and sure enough, I had like a 50% increase in sales. And I was like, "I just gave myself a 50% raise from one little idea."

And then the light bulb went off and I was like, I wonder if there's any other ideas. So I went to another seminar and I sat there for three days. I remember day two and a half someone said something. I was like, that's the thing. I went back, I applied it and then I made more money. I was like, this is crazy. I learn something, I apply it, I make money. And then I was like, I wonder if there's anything good in books. So I found a book, I read it and like 100 pages and I'm like, there's

there's an idea took it applied it made more money I was like this is insane and so I became obsessed with that just like scouring info anywhere just looking for the nugget I could apply to what I had and see if I give myself a raise and so I had this mantra I was like how do I give myself a raise every day every day how do I give myself a raise today how do I give myself a raise today so I'm scouring I love that I'm stealing that make the tweet how do I give myself a raise TMR Russell Brunson just one thing just one thing you can pick from everybody I love that you said that one thing that I can learn

from every single person I encounter that I can apply. Well, I mean, that right there will make you rich. We have a lot of people that go to seminars and go to places. If they just did that one thing, got one thing from every event that they went to, they'd all be rich. But I love that he said it because when you word it, how can I get myself a raise every day? It makes every day for you to be aware of the place where can you find it.

And you also mentioned another thing that you did. You multiplied it into like money. If I had a job, how many hours would I have done? You know, and that was really cool that you did that as well. Like you picked that one thing. You said, if I translate it to a normal job, it would take me this, this amount of hours. And I just changed the color on this website and they just gave me that much. Yeah. Any other professions? I'm going to have to go back to school for five years to get double their, you know, whatever. Exactly. Or wait in line for a rank. Yeah, exactly. Yeah. To move up. Yeah.

Yeah. Entrepreneurship. You can just learn. Yeah. Instant upgrade. Instant upgrade. Just keep going. And people don't like that because they think that it's like fake. It's not fake. It's called self-development. Yeah. Just real as it gets. Yeah.

It's crazy because like you can get, there's so much, especially nowadays, like so much, I mean, just this podcast is free, right? Like it's insane. Back then it was harder, but it's like, there's so much stuff. And I think the biggest problem is people listen, they don't apply. It's like, I'm, I'm actively listening with intent to, to, to like, not on every, I'm not going to apply everything, but I'm looking for like, what's the thing that like, that's a needle move, right? Oh yeah. That's the thing. If I grab that, like I met the whole day today with you guys, like I'm looking at

All these things, I'm like, I have four or five things. I'm like, that's like those four or five things. You got four or five, not just one. Yeah. You guys have a lot of cool stuff happening. So that's awesome. I love that. I'm an overachiever now. That's good. You're, you've made a good teacher and a good student. A lot of people are always just like, Hey, I've, they get that. I've arrived mentality. Obviously you do very well for yourself, but you're always constantly looking at how to get better. And I think that's what keeps people like selling, which is really, really cool. I heard someone one time talk about, they called it a teachability index. I don't know if he made it up or whatever, but

He was like, when you're young, your teachability index is really high. Like everyone said something like the excitedness. And the worst thing happens is like you go through school and then you graduate. Someone gives you a degree and you're like, I'm smart. And then your teachability index drops to zero. And the rest of people's lives, they stop there.

there. I remember we said that as, okay, how do I, I need to keep that, whatever that index, that window open. Um, because I look at, I mean, I love my kids. I got 18 year old kids. I'm like, when I was 18, I thought I knew everything. Like, I look at them now. I'm like, I love them, but they don't know anything. You know what I mean? Like, they haven't experienced it. And it's like, that's what most people like 18, they graduate high school there. They stopped learning when maybe it's 22 and they graduate college, but then it's done. It's like, how do we keep that open? Because there's,

There's so much growth. And then you see the people who are, who are the hyper achievers. It's not that they're smarter or better. They just like are open, like listening and paying attention versus like, I know this thing, you know, they haven't arrived yet. Yeah. That's good.

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Yeah, it's super dangerous to ever think that you've made it. And people that aren't working very hard think they're working too hard, and people that are working too hard don't think they're working hard at all. People that aren't that smart think that they're the smartest, and people that are super smart, they actually are just looking every day for new information because they don't think they know enough. Right. Yeah.

Well, that's how fulfillment comes. Fulfillment comes from stretching yourself to getting new goals and setting different things and reaching things that you didn't know you were capable of. Do you ever feel like you're just afraid somebody knows something you don't know and you just have to know it? Oh, for sure. Yeah. Like every time I –

I have so many books. Okay, so Andy and I, we don't fight very often. We fight over self-development. It's fighting over books. Like, you took my book. I'm not done with that. Like, hey, quit stealing that. Like, let me finish it. It's the craziest thing. She'll ask me, she's like, where's the book I was reading? I'm like, babe, she's like, where's the book? You need me to make the bed, honey? He'll go, you need me to make the bed? And I'd find him making the bed, like...

hiding, reading my book. You're reading my book. It's the funniest thing. Listen, because I'll go to the seminar and I'll like drop something out of a book she was reading. She was like, dude, how did you know that? You're not allowed to read any of the books. I'm not allowed to tell him what I'm going to talk about ever. He's a rip you off. Because yeah, exactly. I told you I photographic memory. So I remember everything you say. I'll never forget anything. So whatever she tells me, I'll remember it word for word. Every story, exactly the same way I was told it or read it. Crazy.

And then I'll tell her. So before she'll go speak, she's like, I'm not, I'm like, what are you going to talk about? She's like, no ways. No, because you're going out before me. And I'll go out. He said, if I go before him, it's a different story. I won't even talk about what I was going to talk about. I'll just talk about what she's going to talk about. Yeah. Two presentations. Yeah.

And anyways, but no, self-development's the way. So you started learning, obviously, ClickFunnels. You started learning internet marketing, right? How to get people to make decisions without really a sales coach necessarily involved face-to-face, right? Like people like to buy online. People go on Amazon all the time. But if somebody's got a product and nobody's saying yes to it and it's available for sale, that's a problem.

Then you're going to have to go hire a massive sales team, right? And that's very expensive and it's hard and it's human capital. Yeah, what you've done is insane with your sales team. Like, it's interesting because I'm definitely more introverted than you guys. And so, I didn't use that as a crippling thing. I was like, okay, I don't feel as comfortable selling one-to-one. Like,

how do I sell one to many? What's that look like? And it's different. - Well, that's how you scale too, sell one to a million. - Yeah, the funny thing to be like, how many salespeople work for ClickFunnels? I'm like, there's just one, it's me. I do it all, but I do one to many, right? We do a webinar every single week where I have four, five, six thousand people on a webinar, do one presentation, and I'm probably not good as closing one on one on a phone, but I've got 5,000 people, so I don't have to be. If I close 1,000 to 5,000, it's a big payday, and I can do that every single week. - Okay, so let's go there for a minute.

You're extremely good at communicating, right? You're an introvert, so you weren't always that way, right? How'd you learn how to communicate? Because being one-to-many, you have to communicate your product very well, right? Let's talk about this. You have to understand because when you're talking one-to-one with someone, you can ask them questions, find out what their concerns are, and then you can resolve them. Whereas when I'm speaking to 1,000 or 5,000 people, I don't have that ability. Let's talk about that. What does your sales process kind of look like?

when there's no back and forth dialogue. - Yeah. - Right? - So, yeah, I'll explain how it looks. So for me, it's like when I'm creating a sales presentation, it's typically 90 minutes long. So that's the framework. There's 60 minutes where I am teaching and there's 30 minutes where I'm selling.

And so they're at 60 minutes. So I have to go and figure out what all their false beliefs are. And I have to reprogram those false beliefs in someone's head. Right. That's the whole key. And so the way I structure it, it's pretty simple. Like, um, the entire hour long presentation is about, um, convincing that the framework that I'm introducing to is the best way for them to get the result they want. Right. So you look at like somebody comes into a world, there's a result they want. They want to make more money. They want to lose weight. They want to do whatever. Right.

And I'm coming saying, look, I have a map. I've gone to this place before and I've got a map. And then they, we have to understand in the market, there's a hundred people. There's the thing about weight loss market. There's like, there's the keto map and the paleo map and the weight. Why does million maps? So my goal is I didn't know how old presentation is to convince them that the map that I have to the result they want trumps all the rest of them. Like that's the entire goal of it. I'm not trying to,

Most of them that make presentations, the masses, they're trying to convince people about five or six different things, and it's not that. My only goal is I convince you of one thing. So when I talk about ClickFunnels, someone wants ClickFunnels or a funnel because they want to grow their company. So there are a lot of ways you can grow a company. You can build a sales team. You can drive more traffic. So I have to convince them all the ways they could possibly get that result that the funnel is the most important thing. So that's the number one is that's the framework.

And so when I start my presentation, first thing I have to tell the backstory about how I discovered this framework because that syncs with them. So I'm like, you know, I was just like you. I tried this. I tried this. I tried this. And none of those things were working for me or whatever. And then here's how I discovered the framework. So it's a backstory. So for me, if you watch my presentation, I tell the potato gun story because I start the potato gun and then –

I stopped converting because Google Ads got too expensive, so then I had an upsell and that became a funnel. So I tell the potato gun story and I show that so that I tell the backstory and this is how I discovered what a funnel is. And I use this in all these other markets. I did it in speed reading. I did it in dating. I did it in couponing. I did it in like all these other markets.

And, and then I have clients that if this is, so I show all the proof that my framework works everywhere. Yeah. And then I'm like, so that's my teacher yesterday. So that's like the first, you know, 20 minutes of the presentation. So they're sucked in. They're like, this is great. Like they know how to believe it, but they sell the result. They saw that I got a new map to that result. And they're like freaked out about that. So that's the, that's the intro. And then from there, I transitioned to like, um, I'm going to go and start teaching the framework. And so I teach it though. It's a, it's a little different. The first thing I do,

It's kind of three sections. This is the first section out of the actual content part of the presentation. The first section, I'm going to teach them the framework. I'm going to tell them how I discovered, how I

I kind of tell, explain that framework again. And then step two, then as I teach them the strategy, like here's the overarching strategy, what the framework is. And the third thing, this is where most people make mistakes. I do not teach the tactics. The tactics are things they're buying in the future. And so I know I don't talk, I don't show tactics. And then from there, then I share a success stories of people who have used the framework. It's that's number one. So by the time that section is done, I want them to be like, Oh my gosh, like I get it. I see the strategy. It makes total sense. Like I will, like, I believe that this is the right map.

And so at that point, a percentage, like 50% of the audience is ready to buy right then. But the other 50%, like they start kind of freaking out. So then the next part of the presentation is, um,

what people do after they hear the presentation about the map that you have, then the first thing that they're afraid of is like, well, that's cool that that map, you know, Russell can do a funnel, but I can't because I'm not technical. Or, you know, Andy can do that, but I can't because of this. And so they start looking at themselves like they're not able to do it. So the next 15 minutes of the presentation is all about showing them that it's actually possible for them. So in ClickFunnels, I'm showing a demo. Like, let me show you. I just go like this and I drag and drop and it's so simple, right? Or I'm showing like, if it's sales, I'd be like showing them like,

Like, here's five people I took off the street that were really bad at it. And like, here's the script. They follow the thing and this is how it works. And the goal is suddenly like, oh my gosh, like I could actually do that. So you think about the presentation so far. I explained the framework. They're pumped about it. I walked them through it. They're like, okay, I do believe this will work. I actually believe I can do it. And then the third piece, and this is the last 15 minutes of the content, is they're looking, their brain's looking for some other out. So usually they're trying to blame some external force. So the first is like, no, it's me. I can't do it. And they're like, I can do it, but...

My wife. Yeah. I don't have time. 100%. And so then the third thing I'm teaching is I'm taking that false belief and I got to tell the story that's going to rewrite that false belief. So in my world, it's always traffic. Like, I believe funnel is the best thing in the world. I believe I can actually do it now, but I don't have to drive traffic.

So I got to show them like how simple it is to get traffic. The weight loss market is usually like, here's the diet. It's like, I believe I can actually live this way, but my spouse buys cookies every single day and I'm not going to be able to, my kids are always eating ice cream. Like it's not going to work. So I got to address that. And if I can convince them the framework's the right framework, this is the map they need. They could actually do it. There's no external forces holding them. Then they're in. And then after that hour's done, now I transition to the, to the pitch and that's what I do. And so it's, it's simple.

But it's, you know, but it's understanding psychology. That's what we have to break. It's breaking all those false beliefs. And if we can do that, then at the end of it, they're just waiting like... How long did it take you to figure that out? Like it seems like it's something that you're constantly evolving at, right? But how long did it take you to figure that part out? It took me a while. So my background is after the potato gun thing, I went to the seminar and I remember...

This is back when they used to do seminars like multi-speaker and every speaker would speak and sell. I didn't know that's how it worked. So I went to this first seminar. I'm like this young kid in college. I had glasses and a shaved head and I'm sitting there taking notes. The first speaker gets up and he talks for 90 minutes and he pitches something. And I'm like so confused. And everyone's jumping up, running to the back of the room. And I was like, what's happening? I think it was a $2,000 thing he sold. They're running to the back of the room.

I remember looking back and I was doing the math. I was like, two, four, six, eight. I'm like, that guy made $60,000 in 90 minutes. I was like, what in the world? Next guy gets up to speak. He starts speaking. He sells a $5,000 thing and people start running at the back. Same thing. I'm looking back five, 10, 15, 20. I was like, he made $120,000 in 90 minutes. That's what next speaker. And I was like,

I was like, I'm scared to death of talking to people, but this is a skill set. If there's a human being who puts his pants on the same way I do, who can stand on stage and in 90 minutes make $100,000, like I have to learn the skill, whatever it takes. And so that became like, this is the skill set I have to learn. What did you study to help with that? So initially, I did a lot of people. I was like, oh, I can do this. And so I got invited to speak at an event. I remember getting there and I did my first presentation and

And then, um, I remember thinking like, Oh, these speakers don't want to talk about it. Like I taught the best stuff. I'm like, I'm gonna blow their minds. And then I remember I did my pitch at the end and I was like, I'm not going to insult you guys. Like the other speakers are, this is the price. That's what it is. Go buy it in the back of the room. And then nobody moved. It was just like that awkward crickets. I was like, Oh, I'm standing on stage, you know, and there's people, nobody's moving. And I think normally they turn on music at the end. The guy didn't turn music on cause he didn't know what was happening. And I stood there like walked off stage. It was so embarrassing. I remember, uh,

I walked off and I ran to my hotel room and I was there for two more days for the event and I stayed in the hotel room and I sat there eating. I remember ordering room service. First time in my life I ordered room service. For two days I ordered coconut shrimp and Haagen-Dazs ice cream watching movies. I was like, I'm never going to speak again. This was the worst thing ever. I was like, I'm never going to do this again. You said nobody moved in the

It was the worst. It was like, it was just introvert. I was like, now what do I do? Like, how do I get off the stage out of this room without anybody seeing me? I think they're all just like sitting there looking at me. I'm like, yeah, it was, it was bad. And so I was like, I swore, I swore I would never do it again. And then a couple months later, I went to another event. I saw it happening again. I was like, it's gotta be way. So, um, I started finding the people who were good at speaking. I was like, how are you like, what am I doing wrong? And they're like, Oh, you think this is about teaching. It's not like, this is about breaking their false beliefs. Um,

Like you come in and show them all this stuff. It's like, you can't serve someone in 60 minutes. Like you cannot give them the tactics they need to be successful. That's not your job. Your job is to prove that they can actually do it and then take that conversation separately. We can actually work with them. And they told me that. And so I started, I started trying to understand that. And then I made my next presentation and I remember,

I asked a bunch of speakers, got feedback, and I did a presentation. At that time, I remember I sold six people at $1,000. I was like, six grand? Like, okay, this is working. Start somewhere, yeah. And then for the next three or four years, I was on the road once a month speaking at some event, and I would always go the day before, and I'd listen to every single speaker, and I'd just sit there and watch them. I was like, what are they doing? How are they doing?

I watched how some speakers were really good at NLP and they would use commands. Some people were very hypnotic, they'd use hypnotic language. I saw some people have the anchors staged in the back of their, and all these things, I was just taking notes on everyone and I would model them. And I'd do my presentation again and all of a sudden it would make more money. And then every time I'd get a presentation, I would save the PowerPoint slide, I would put the new date on it, and then I would make tweaks, I'd do it again, do it again. And so it was like four or five years of doing that a couple times a month, and it just kept getting better and better and better. And then 2008 hit, and live events disappeared. Like they were just gone overnight.

and so I was like, well, I guess I'm retired as a speaker because it was over and, but, um, that then people were doing tele seminars. We guys around during tele seminars, it's just pre webinars. Like you promote a phone number, everyone would call in and they listen in. So, um,

And you had no idea how many people were listening. You just knew that, I told them the call starts at nine and hopefully they're there. So like you do this, you talk for an hour to yourself, hoping that someone's there and then you'd sell them something. And you just look to see if anyone bought. And I was like, oh, somebody bought. And like people would buy. And so I started doing those. And it was really weird because. A teleseminar. Yeah. And you never see anybody. And so it's like, but I got really good at like pretending like I'm standing in front of an audience, even though it's me on my phone in my house. Just because like, and I got really good at that. And then eventually it morphed to webinars. Yeah.

And then we did webinars for a long time and just kept getting better and better. And when events started coming back, it was cool because all the old dudes who I was learning from had all retired when events ended. And then they started coming back again and I was like, I'm the only one that knows the skill set. This is crazy. And I started going to events, started speaking. And then I remember I went to Grant Cardone's, his first 10X, maybe his second one. He didn't know who I was. And I got on stage and all the speakers were selling and it was a nightmare. No one's closing anyway. It was just like, it was crazy.

It was embarrassing. So I got out there and I did it my way. And I remember because I asked Grant, I'm like, I need tables with papers. People can like fill out the forms. He's like, you don't need any tables. So I had Alex and Layla Hermosi had a box of order forms on one door. And then Dave Woodward, my partner, had a box of order forms. They had a handful of pens. I did my pitch and we freaking closed half of that room. People were running. They're handing out pens and throwing them. And Grant came over and rapped over and was like, I've never seen that in my entire life. I was like, I know. No one knows how to do this anymore. It's a dead art.

And then a year later took me to, uh, the big 10 X and, we did $3.2 million in sales in 90 minutes, set a world record. And, uh, and now we've trained people in every, every market you can dream of, like how to do the pitch and it's work. It works everywhere. It's flawless. Um, it's called the perfect webinar. It's perfect. It's just, it's a script. It's,

It's awesome. The psychology behind it is just really simple. I love what you said about killing their limiting beliefs, right? You said like step one is, first of all, you have to attack everything in their life that they believe is real that's not real. They have so much resistance coming into it. I'm sure it's the same thing as you're doing the phone, right? There's a reason why they're not doing this and it's like something. You have to rewrite that belief. And so it's me. I have to tell a story in a way where my story trumps...

the story they're already telling themselves. They already have stories. It's been in there for years. I got to tell a story that trumps it. Like, I think about this, we wrote a pitch for the network marketing industry one time and like, the story of the people who hate network marketing is like, I tried before, I called my friends and family and my mom and dad and they all hate me and like, so they had this story of like, no, like you lose all your friends if you're network marketing. So then I wrote, in the presentation, we wrote a pitch about how like,

how the guy who was doing this, he built this huge marketing company and never talked to one of his friends. It was all generally leads online. And I showed like, no, you don't actually talk to people. These people actually will fill out a form, raise their hand, say they're interested in information, and you call them and you sign them up. And as soon as I tell that story, they're like, oh,

that story disappears like there's a better way I didn't realize that's the thing and also now they're open yeah but until I show that story they're not going to be open because they're fighting me back yeah talking to people who are requesting information isn't a problem oh so yeah they're just thinking about buzzing but wearing their family out yeah so every time I do a presentation that's a question like what's the false belief they have and what's the story behind like why do they believe that okay what story do I have that can trump that story and then break the false belief and rewrite it with the new belief they need

It's crazy. It's cool shit. And then here, and then here we are. Common ground right there. Yeah. Yeah. And you, you've, uh, you've got five kids. Yeah. You're married. Yeah. Right. For 22 years. Yep. 22. Going strong. That's good. You graduated in your 18, 17th from high school. Yeah. Uh, yeah. 17, 18. And then you went to college. You went on a mission after college or after high school. So I went to, so I went to graduate high school, uh,

And then I wrestled one year at Brigham Young University and then went on my mission for two years in New Jersey. And at BYU, dropped the wrestling program when I was gone. So I came back, went to Boise State and finished my career there. Yeah, I love that. So you were in door-to-door sales. Yeah, door-to-door sales, selling religion. I tell a lot of people all the time, like, sales is so good for you. Yeah. It's so good. A lot of people see you as a businessman today and they know you work with technology and all kinds of stuff. You're a great sales guy. Yeah.

That's what you're a great sales guy. And you never gave up. Yeah. And I think that, you know, when, when you went to be a missionary, right. And New Jersey, um, you know, you're selling a very hard product. You're selling religion. You're telling people to give up everything in their life. I said, yeah, I'll say the pitch was like,

you have to give up alcohol, tobacco, coffee, tea, all premarital and extramarital sex, and 10% of your income for the rest of your life. In exchange, you may get salvation if you don't mess up. Like, that's the pitch. Like, that's the hardest thing in the world to sell. That's why you look at, like, the greatest salespeople are all Mormon missionaries. Like, they're selling cut-co knives, they're selling pest control, all this stuff's so easy next to...

It's so true. And I see that. I see these guys making a million, two million, three million a year. And a lot of them, they learned it and they're missionary. And a lot of them went overseas. They became resilient. They're used to getting the door slammed. But they even had to learn a new language. And then selling in a different language. Yeah. But you said you went to Jersey, New Jersey. It's a little different language there. Well, I mean, you went from people being, you know, super loving, everybody waving at you to being like,

it was a whole new world and it comes back to the whole like failure thing too right like the first couple days I'm out there like people slam the door I'm like oh my gosh they hate me and eventually I realized like they don't hate me they hate the message like this has nothing to do with me I was able to disconnect myself from that I think that's

a lot of times people struggle with sales because they get in the fear of like, oh, if they reject me, they're rejecting me. It's like, no, they're rejecting the offer, the message, not you. And then when you can disconnect from that, then at least for me, it became fun. Like we're knocking on, you know, thousands of doors every single day and it's like, it became a game. Like who can we start a conversation? Who can let us in the door? Who can we actually help and serve in it? You know,

but when you can disconnect yourself from the outcome, it makes it way better. You didn't take it personally and it became a numbers game then. Yeah. Yeah. Yeah. I love it. So, um, some skills that you would tell, right? Like that you think are super important for anybody to be successful.

You know, this is like value city today. Like, what are some skills that you think someone needs to know? I mean, like clearly mastering a stranger. Yeah. Right? Being able to say hello, say hi to people. You're an introvert, yet you're knocking on people's doors, right? Yeah. So, like, I think mastering a stranger would be one. What are some other ones that you can think of? I think, like, so we do our big event every year, and...

you know, we had 5,000 people at it and every time I'm about to go on stage, like, I get the nerves, anxiety, all kinds of stuff, right? I remember I was like, anyway, every time, and it's like, eventually, I thought I would grow out of that, right? I get so nervous, so nervous and I remember before, one of my friends, Annie Grace, she's like the number one person on the planet helping people overcome alcohol addiction. She's insane. Her mind is just

it's so cool. But she told me, uh, right before she saw me on the nervous side, I was just like, how do you feel? I'm like, I'm nervous. And she's like, do you realize that inside of your body, the, the, um, the chemicals and the feeling, everything that's released when you're nervous is identical to when you're excited. There's no difference. The only difference is the meaning you're attaching to it from excited to nervous. And so, um, she's like, next time, instead of saying nervous, I'm excited. And so I started doing that. It was crazy. Like literally it feels exactly the same. I was like, I'm excited. I'm excited. And then you get more excited. It was like,

that's crazy so I think that as a skill set I'm nervous about the call I'm excited about the call just the meaning you attach shifts everything it's so simple it's basic thought control but it's just shifting the meaning positive outlook on it

Yeah. I think that's such a big skill. So I think fear is what keeps most people from doing everything. Like, like every Sunday we have these two options of faith and fear, faith and fear. And they're always just like this tug of war against ourselves. And some days we give into fear. Sometimes we give into faith. And it's just like the more times you can, you can overcome fear and go into faith. Like that's how you, how you level up every single day. Um, but it's so that's, that's the battle, right? What are some things you think you need to stay away from? If you want to make it, stay away from these things. Um,

Yeah. Like some things that, some decisions you've made by, by, by maybe doing them wrong and then learning, like, don't do that. Trust me, I did it. Or like just to say, Hey, I've, you know, I didn't do it, but I watched a lot of people do it. What are some things? I think the biggest one I see is all time is, um, just what you put in your body, like alcohol, um,

Smoking drugs. Even like little ones. Even like caffeine. All those things we put in our bodies that give us an effect become dependent upon it and it's crazy. I don't know. I've met so many insanely talented people who drugs and alcohol takes away these things. And then sometimes they're like, oh, I smoke weed. I get more creative. I'm like, yeah, but you lose your desire. You lose your edge. And like,

maybe even more creative than how you lose... It's just like those things always take more than they ever give. The most successful people are the ones that I've ever seen and the ones who don't do that, especially long-term. So I'm a big believer in that. I try to protect myself, my mind, those kind of things. I think the biggest...

people have, one of the biggest problems is people are skeptical. Like I've never in my life met someone who's skeptical and successful. They're just, they don't go hand in hand. You know what I mean? They're not risk takers. Yeah. So it's like people are like, Oh, I'm skeptical about this. I'm like, like I know exactly where you, like where you function your entire life. Cause yeah, people are skeptical and never successful. So it's like, and yeah, sometimes you'll get burned, but I'd rather get burned one time out of 10 and actually, you know, progress moving forward versus,

versus the opposite side where you never move because you're so afraid of it. You know, fear of fate. It's like, ah, I'm going to do my best, make the best decisions, and I mess up a lot. I'm sure you guys do too, right? Yes. Oh, you bring on the wrong partner or the wrong person or whatever. But the fear of not doing it is almost worse. It's true. It is worse. It is worse. Doing nothing is a lot worse. Yeah.

Do you love the Marketing Secrets Podcast, but you don't love listening to the ads? If so, we've got great news. We just launched an ad-free version of the podcast you can get subscribed to for just $4.99 per month. As one of our premium members, you'll have ad-free content that seamlessly integrates with your favorite podcast listening app like Spotify or Apple.

This is an exclusive offer just for our fans of the Marketing Secrets Podcast to help give you an even better listening experience. If you want to get the premium version, all you got to do is look at the show notes or the episode description to get a link for how you can upgrade to premium. We're very similar in our journeys. I think the more you talk, it's crazy how we identify so much with what you're saying. It's just crazy. It's awesome. What about God? I say, my God, that's an important piece, right? For you? Yeah.

Let's talk about that for a minute. Yeah. Because I think that's important to share with people because that's a foundation in our life. And I know it's a big part of yours. A lot of people hide that. And I don't think that to you, it's so important. And to us, it is as well. So it's like, you know, why not? Yeah. Let's talk about it. Yeah. So for me, it's interesting. I had a really good coach, luckily, who points out to me. But my whole life, I thought there's like, here's me, like,

Russell doing his business, his mission, whatever you want. And then there's like Russell who's spiritual. And like, these are two different worlds. Like my, they did not, they're different things from parts of my life. And once I had this coach and it was interesting because she was talking to me and she's like, you don't see it, do you? I'm like, see what? She's like, you don't really, like, you don't see that. Like what you're doing here is a hundred percent connected with what your spiritual mission is. Like, it's the same thing. Yeah. I was like, what are you talking about? I help people build funnels.

She's like, no, no, no. She's like, you help me make money. I'm like, yeah, make money. She's like, you understand, like when people make money, then they're able to like not have the stress and anxiety of like trying to survive. And then they can grow. They can help people. They can serve. They can do things. She's like, what you were doing is something God wants you to do because it's like releasing people so they can be the people they're called to be. And that was the first time I ever connected those two things together. And the more I thought about it, I was like,

What I realized and what I believe deep in my heart is every single person who comes to this planet is called to serve a group of people. And based on our circumstances, our trials, our errors, our mistakes, all that kind of stuff, it's like there's a group of people who are specifically called that we are supposed to be serving. So for me, it's like I know who my people are. I call them my funnel hackers, but they're my people. That's who I've been called to serve. And I think everyone's got that. And most people don't ever...

pursue that, but we all have that calling. In scripture it says, many are called, but few are chosen. Why are they not chosen? It's because they're not willing to step into that. I think we all feel that. We feel that pull, and most people don't follow it. So for me, I'm a strong believer now to my core that this is a calling from God that these people haven't been called to serve. And then what's interesting inside of that is is

and this is, this is the thing. A lot of people who try to, who try to serve people, like they, they struggle with is like, well, I'm trying to serve people, but simply aren't listening or they're angry or they're mean to me or they talk trash. And like, there's all kinds of thing. And, and I remember I was struggling with that too one day and I was reading the scriptures. Uh, Christ was talking and he said that, um, he said, uh, my sheep will hear my voice and it will be one fold of one shepherd. And I remember thinking, I was like, think about with Christianity, like Christ was there. He put his words out into the world and his people found him and they, they've fallen. Right. And that's,

And that's been happening for years. It's like, for us, it's the same thing. Like it's a, it's an eternal principle. Like, like we put our words out there and then our sheep will find our people. We've been called to serve. We'll find us if we're willing to put our words out there, which is why podcasting video, all this stuff is actually really important because it's you being able to gather your sheep. And that doesn't mean that you're gonna gather everyone. Like there's people that are not my sheep. You go into Google and go five, six pages down. Those people are not my sheep. They hate me. They don't like, there's people that don't like me. I understand that. I'm okay with that. But like my sheep,

Like, they hear my voice. And so it's like, all I got to do is I got to put my message out, putting it out there, putting it out there, and my people will come to me. That's awesome. I think that's the biggest thing. So for me, it's like, what we're all doing is bigger than I think any of us actually realize. It's huge. And so it's like, but, yeah, and so my biggest fear now is like, I don't want to someday...

you know, when I return back to God, he's like, dude, like you could have done so much more. Like there's these people, your sheep are out there and you quit. We stopped doing it. Right. I asked all the time, like, why are you still in this Russell? Like you've been doing this, you know, I'm 22 years in this business now. Like you don't need it for money. I'm like, yeah, it's, it's this like constant for me. It's just like, I have my people. I got to figure out how to serve them. And so that's,

I love how he says that, though. It's like, you know, we talk about being one-dimensional and really focusing on business. It's in everything. It's in your belief in God, but it's also in your marriage. We don't separate any of that. We are who we are, and we grow everything at the same time with our people and everything. So it's really cool. It's all one unit. It's all one unit, and that's how you really have sustainable growth, because we've made money, lost money, we weren't on the same page, and then things happen, but

I mean, we don't have actor switches where we're like, hey, we're going to show up to work and we're going to act this way and then turn it off and be different. No, if you really love what you do and you really believe that you're fulfilling a calling from God and you're helping people, I mean, you're going to share it with everybody.

And it's pretty awesome that you do that. So I think that that's cool. Yeah. Like I've never seen anyone do as well as you guys with like putting your family and your kids and the company, like just me coming here. I was like, this is like all your kids. It's insane. Like they are our kids. It's such a cool thing. It's awesome. Um, it's really magical. You guys created. Well, we always say like, if you can't find it,

Build it. Yeah. Yeah, build it. Yeah. Like, you can build it. You can do whatever you want. If you can think about it, like, we're visionaries. I mean, everybody's a visionary. But like you said, most people see a dream and they don't do anything with it. So they just hold on to that dream and then they don't do nothing. And then one day they're going to regret. Yeah. And me and Jackie, you know, you can think about what you've been through and think, what were the good and then what was the bad? Yeah. And then we thought, man, how do me and her function the best? Yeah.

out of love. And love is Christlike, but love, like it's all love. Like me and her, we have, we feel no stress when we're loved. When me and her are close, we have no worries. Like dude, when we're separated and then there's a problem, it's like it eats us alive and makes us sick. And it becomes a bigger problem as well. It's like you're, you're talking about the people that don't like you or whatever it is. We focus on those people. We're not doing enough to actually change. So it's like we're talking about stress. Like,

I used to stress out about a lot of silly little things until I got a lot of stuff to do. And then those things were nothing. You just become adaptable. So it's all about the impact. Plus when we stay close. I mean, like, so our team, the more, the closer that we all are, the more powerful we are. Right. And, you know, I think that's the key, man. I think like, you know, building your unit, building your people you're going to do life with. And I'm a, I collect people.

So people may say, well, that's weird. No, no, it's actually not weird because I know who I need around me. I know that I need, look, one friend in my life right now is dying out. And I don't mean like physically dying. I mean, they're giving up. They're stopping. They quit believing. They don't want it as much. I don't know. They're full. Did I wake up? I go to bed, you know, exhausted. I wake up starving.

I mean, I'm ready. I want to empty my tank every day. I don't want to waste any time. If God hasn't made me sick, if I'm healthy and I'm alive, I think it's disrespectful to sick people for me not to give everything that I have. And that's how you have your purpose, too. Like you fulfill. That's how you find fulfillment and purpose in life. Yeah. So you got to get around people that are psycho. You know, my my, you know, like we were talking about psycho competitors all day. Yeah.

like psycho, you know, like people who really want to live their life and who really want to make it count. By the way, this intensity, it's not always in business. Like when you're seeing everybody up here, like we're intense in our marriage, we're intense with our kids, you know, we're intense with staying in love, we're intense with like the fitness side, we're intense with taking care of our customers, we're intense with like self-development, self-improvement, you know, growing, we're intense with being financially free, we're intense, you know, being mentally free.

We're intense taking care of our friends. We're intense. You keep it new. It's like we always talk about what creates burnout. Well, what creates burnout? What did you want to do? What did you want to prove when you first got that job or that career? You started your business. You wanted to prove that you belong, that you were going to outwork everybody. When you got with your wife, you wanted her to look up to you. You wanted her to admire you. You wanted to prove yourself. All these different things when you became a new dad.

What did you do? You wanted to be the best dad in the world. All these different things. People lose their purpose when they quit trying to prove themselves. So we're constantly trying to stretch ourselves to grow. I love seeing people prove themselves. And that's what we do. We can't get burnt out because we don't let the newness wear off. So that's how it goes. This is day one, baby. It's day one every day. Get married every day. Yeah. It's day one and it's your last day.

Yeah. Like I was telling everybody I was in Boise, right? And which is where you're from. And you were flying here. I was flying there. Right. That's so funny. Yeah. And I was, I was telling, um, is CBH homes or something like that? Yeah. And, um, there's 70, 80% women. Oh, really? Yeah. It's like a full, all like female alpha team. And I said, ladies, let's just pretend that it was your last year you were going to live and you knew it.

What would change? What relationships? How would you work?

How would you take care of yourself? How would you want to go out? If everybody was going to remember you and this was your last year, you know, would you lay low or would you go hard as hell so everybody could be remembered, you know, of how much you cared, how much you gave, you know, your vision, your thought, you spoke your mind, you changed people's lives. I'm like, come on, that's, that's how we got to play. Cause the truth of it is, is that look, dude, it could be our last day. You know, we could shoot this podcast and I go drop you off at the airport and die on the way back. Yeah.

I don't know. It could happen. We see it happen all the time. Like shit happens. So it's like, dude, I just don't want to be that, that person. That's like disrespectful. The fact that we're still healthy, we can give all we got and, you know, and if you're supposed to be dead, you'd already be dead. Yeah.

But if you're alive, somebody's watching this right now and they're like, oh, I don't feel worthy. Dude, listen, you wouldn't be here if somebody didn't have something big in store for you. Now, the devil is trying to kill, steal, destroy, and crash everything in your life. And God's like, come on, wake up, go find yourself a buddy. And that's when it says like iron sharpens iron. Like you came down here, us getting together. You know, you meet my wife. I mean, everything from us, you know, from eating dinner last night to working out this morning in the gym to being here to going to lunch, she's been with me the whole way. Yeah.

Dude, you can choose to do it. However, how many guys do you go and you see and you meet them or you get together, but you don't see their wives a lot.

It's like, dude, like we're going to roll till we die. Like we can do anything the way we want it. We can create whatever life we want. I was going on a private jet one time where this guy's like, Hey, I want you to go on this private jet. There's this big, like a hundred million dollar deal. I want you to be a part of it. And I was like, cool, man, let's go. Let's do this. I was like, yeah. And then, um, he's like, okay, awesome. I was like, yeah, remember you got to add my wife. Remember Jacqueline will be there with me. And he's like, Oh yeah, it's, it's just guys like we, you know what I'm saying? Like, you know, Hey, we love the wives. That's cool. I'm like, well, this ain't my wife.

This is my everything. She rolls or I don't roll. And she was there. And and he's like, yeah, but I was like, dude, there's no buts. Is she ain't there? I ain't there. And and he's like, no, we made it. And we're like, no, we don't want to go now because I can feel that he met me later and he loved me. Yeah. Yeah. But but my point is, is that is that people don't understand that you can have what they've never seen.

Okay. And I think that that's the cool thing. Like you built click funnels, right? No one saw it. You saw it. You created it. You found the right people, right? You found the people that could help you build it. You know, you love those people. You take care of those people. You want to spend more time with those people.

And, but sometimes people got to go to, I think only some, some people are on with you for a season of our life. There's a guy I started our company with when we first started it. And I'm saying like, it's totally cool. People change over time. Look, you can't make people good people. People got to want to be good people. There was a guy who was an alcoholic. He drank all the time. He almost got a divorce. He was, his kids hated him and we turned them around and got him to stop drinking, made them fall in love with each other, got him to be a great dad. And then at the end of the day, he just wants to go back to his old life, lost his old purpose.

But my point is when that happens, you know what you do?

You go find the person that's supposed to be in the next chapter. You're not going to change how you are with the rest of the people that are around you. Oh, that's a fact. A lot of people get scarred and they don't let those scars heal. It's like your failure you're talking about. If you would have failed and you wouldn't have kept chasing what you were after, you wouldn't be here today. You need to keep going and you need to keep proving that. The team doesn't deserve it. We have to show them massive amounts of love. So what do we do? We go harder. We show them more love. Yeah.

Dude, I love it. Shit don't go as planned. It means you're alive. You get hurt. That means you're alive. That means you have a heart. That means that God gave it to you so you can use it. Well, also like you got to look at it like you always got to have this mentality. And I think, you know, we've been talking about self-development the whole time, like things that we've learned, things that we've studied, um,

But like also I think to end like on this on a good note, like or on this note, like you got to find the good in everything. Right. For sure. Like you got to find the good in it, you know, like, you know, I'm always like, where's the good in this? And when that I'm just giving an example, the young lady that we went to lunch with. Right. That you met. She's super cool. Right. Yeah. When that guy left, she showed up.

twice as much. We made a million dollars after that happened, additional per month. Right out the gate. It was time to

It was, it just shows you when someone rolls, right? Someone else is coming in. You know what I'm saying? Like, so instead of me saying, oh man, that sucks. It's like, man, God's got something better for us. It's always like, that's what I'm saying. Like God's got something better for us. So, you know, and, or, or maybe not there's something better, but maybe, you know, there's like, this needs to happen now. Yeah. But how many people get turned off with the idea of, you know, going and chasing their full potential or doing something big because they have a bad experience. Yeah.

Like, that's just the thing that the whole lesson of this is you just got to keep going. If you, if you feel called to do something, you can't let those things stop you. You have to just keep, keep running with people that don't quit eventually get what they want. Yeah. Right. Yeah. I thought it was like, I thought about like, just even the ideas, like,

I feel like God gives us ideas or gives us something, right? And he's like testing, like, I wonder if Russell's going to be a good steward of this idea, right? So he's like, give me a potato gun idea. And then I did it. He's like, oh, you did something with it. Let me give him another idea. It's a little better. And he gave me the next one. And the next one. And eventually, through that process, I became worthy of like, oh, here's ClickFunnels. You know what I mean? But he's trying to see, because how many times do you see someone do something like, oh, I had that idea too. And it's like, oh, crap.

I didn't do anything with it. That guy did it. That's good. I always think about that as like, I feel like God's given us ideas to see like, are we going to be a good steward of that? So for me, it's always like the same thing. Like, if something shows up, I'm going to do it. I got to do it because otherwise someone else is going to do it. And then I proved I wasn't a good steward. The next idea is not going to come. The next one's not going to come. I want to make sure I'm a good steward so the next one will keep showing up in front of me. That's so good. Sometimes I get an idea and I'm like, I don't want to do that one. I'm like, ugh.

All right, here we go. Right. A lot of times, I mean, it's timing, too, you know, when you do do things. I mean, I wrote something about that a while ago. Like, we get so many opportunities that come our way because, I mean, we live in the United States. I mean, you have so many opportunities and we don't take action. We just kind of just let them fly by, you know, and then you become, you know, kind of

like scarred to that. Like you don't take action because you be, you be, you're not open to it. You don't, you're not, your eyes aren't in tune with that. So the fact that you decided to be, you know, that, that means that you were in tune with that. So in turn, you get a lot of opportunities to do different things, which is really cool. Especially like you said, when you're, when you're an action taker, everything goes back to that. You've taken action to everything in your life and that's why you got what you got.

Yeah. You know what I'm saying? Yeah. Because you execute. It's like people that, you know, learn, you know, how to achieve success. You know, they can go broke and then they'll make it up again. Like and then people that really weren't meant to be successful, you take it away and then they stay broke. You know, so if you really know how to do it, you can rebuild your wealth over and over and over. It doesn't matter what obstacle you run across. It doesn't matter what the economy does. It doesn't matter how many COVID said. It doesn't matter. You're going to rebuild every single time.

Yeah, and I think a lot of the times, too, and we'll say one last thing, when you were...

had these ideas, potato gun, this, that, this, all these ideas. Oh my gosh. I remember that. But, but you know, how many times do you have an idea and people like say like, that's stupid, right? All the time. Yeah. All the time. And so at the end of the day, I think like on your entrepreneurship journey is that when you're pursuing something like understand, it's just part of a game that most people in your life aren't going to support you. Okay. Like you have to understand that. Right.

And as long as you know that it's going to work, nobody knows what's in you. They don't know your heart. They don't know your brain. They don't know you. They're not you. So if they can't physically know that you're capable of pulling this off,

even though no one else is capable of pulling it off. You had your dad support you, you know, obviously during your wrestling career and all that. Like, did you have a lot of people tell you you were stupid for starting, you know, ClickFunnels? Because we had a lot of people telling us we were stupid when we started our business. What do you think? We quit our job, yeah. And they said, dude, you're dumb. Yeah. I think for me, every step has been that way. We're saying, why do you do this? Why do you do this? In fact, even, you mentioned earlier, like, I've been buying these old books and collecting them, and, um,

you know, I think I told you about like 18,000 books in the last three years, these old first edition books. My whole team's like, what is he doing? And they're like, you're crazy. Like some of the, one of my guys is like, do we need to hire shrink? Like these books keep showing up. And I was like, I was like, do you not trust me at this point? Like I have an idea, I have a vision. Something's amazing. Like what's the vision? I'm like, I can't explain it. I can see it, but I don't know how to explain it.

but like, I know where I'm going. And then it was like two years later, uh, I was like ready just to explain the mission. And my team's like, I think he's lost his mind. So they said the cameras, I did a pitch for it on the camera and it got done. And one of the guys was crying. The other guy had chills. He's like, Oh my gosh. Like I had no idea that's what you were doing. I was like, no one did. Like, I didn't even know. But like, that's like, I don't always know. Like, I don't know the end of it. I saw directions. Like that's the direction I'm going. Again, the idea shows up, show up, show up, show up. And eventually it becomes clear. But faith,

you know, faith, that's how faith works, right? Like, you don't know the path or it's not faith. Like, oh, there's a path. It's not faith. That's knowledge. And faith is like, I feel like I'm called to go that direction. I don't know what's over there. A bunch of fog in between here and now. I'm going to take a step. And then the lights, then you take that step and the fog clears a little bit. Like, okay, take another step. And that's what faith is, right? And so for me, it's like, it's that way with all these ideas. Like, even ClickFunnels, it was like,

When we started, it was like, I don't know if we're going to buy this thing. And then we spent eight months trying it, and then we launched it, and no one was buying it. We tried the next thing, and I was like, we went this direction for a reason. There's got to be something here, hopefully, because we're pretty deep into it now. And then sure enough, eventually, if you just keep pursuing it, it's like, oh, it all starts making sense. That's badass. I love it. That's good. You have a good support system along with it. That's great. I have an amazing wife and kids, and then really good partners and people around us that... Yeah, it's nice because they let me do...

that's crazy that makes sense to them a lot of times, but they trust me now at this point where it's like, you know, which helps. That's hard initially, you know, before you had success, it's hard because people don't trust you. You have to prove yourself. So you just got to kind of do it and you got to be your biggest cheerleader, biggest believer first and I think it's not giving up. For me, it's like, I know this works. I know it's going to work. I know it's going to work. I remember thinking about when I was

first starting my business, I was in college and I was watching other people doing it. I'm like, they can't be that much smarter than me. Like, even if I did half what they were doing, a tenth of what they were doing, it would still be amazing. They can't be that much smarter. So I kept trying and trying and eventually it was like, oh, it worked, you know, and, um,

And then they all become, you know, same people are teasing you one day. The next day they're asking for a job or they're telling other people how they met you one day, how they used to know, you know, so that's it. Yeah. I bought your training course and now we're wrestling. Yeah. You didn't wrestle. I know. He's not a wrestler though.

No, I'll wrestle. I'm just not any good at it. Look, I know this. I know what I'm good at. I only take bets I know I can win. He does. He's really good at that. I'm a sales guy. I only take bets I know I can win. So if I'm like, you know, like, number one, I fought a lot as a kid, but I damn sure wasn't an MMA fighter. Mm-hmm.

Okay. And we're in an era right now where there's a lot of MMA fighters. So I'm not trying to fight anybody. Yeah. So, but I'm really good at selling. So I like selling. I'm really good at communicating. So I like communicating. You're also good at triggering people. I'm good at triggering people. I like doing certain things. Wrestling. Wrestling.

I mean, I wrestled as a kid, but I didn't wrestle, wrestle. You guys wrestled every day. I'm not going to wrestle somebody that wrestles every day. I'm going to lose. There's no way. And that's, I'm going to do what I'm good at. Now, tickle Andy Elliott and he will kill. Like, he's not... Yeah, if you tickle me... If you tickle him, he gets violent. I have some superpower violence that comes over me. He is one that you can't just be like...

Ooh. Okay. We're not doing that again. Yeah. We've never gotten violent, but he will get violent if you tickle him. Don't tickle him. Yeah. So, but so I think I like to take bets. I know I can win. You know what I mean? Yeah. And I think entrepreneurship is a bet that everyone can take. Yeah.

Even an intrapreneur is awesome. You can blow someone else's business up and be massive. Actually, I think that's the best way. And then being an entrepreneur, if you want to really be the massive risk taker, just know you're just going to have to not quit. You know what I mean? I think anybody that's smart, 99% of the people should be an intrapreneur for an entrepreneur and just become great.

Just become the greatest son of a bitch in that company. Become a really good leader. You just want to be an entrepreneur eventually. I think it's the best way to start. Had I understood that, I would have gone on an internship with somebody and done that for a while. I tell people I would have worked two years for free. I would have loved to have found someone that I looked up to and worked for them for two years for free. And that would have put me 20 years ahead of everyone else. You know what I'm saying? Because you can't get close to people like that. But for free, if you're a good dude...

maybe it's maybe it'll work but um that's actually my business partner Todd so when he when I first met him he came and started programming for a year he worked for free and didn't ask me for money once wow and then um eventually we started paying a little bit because we didn't have much money at the time and then two years later we were waiting for ClickFunnels and he's like I don't want to be an employee and be your partner and I was like alright let's do it and

The rest is history, you know. He gave first. I couldn't afford it when he first came in, and so he didn't charge me anything. That right there, that's the lesson of the whole podcast. He gave value. He proved his worth. And then I always say you'll never out-earn your value, right? So you've got to build your value up. If you want to make more money, you increase your value. And he obviously increases value big time with you. And you're like, dude, I owe you.

You know what I'm saying? And I want you because you saw his heart too. You know what I mean? And most people, they want the money before they want to do the work. It's pretty rare that people actually put the work in first before they want the money. And our whole team moved across the country, not knowing what they were going to get paid. They didn't even ask. Yeah, but they didn't even ask. I mean, all of our guys were like, we were, I was like, Hey, you know, I'd like to bring you on the team. They're like, done. I'm packing my shit. I'm breaking my lease, selling my house, shipping my cars.

For not asking. Yeah. And they all moved and, and they got here and they worked the first month. They didn't even ask Jackie, gave him a check and they go, dude, I didn't even know we were going to get a check. And Jackie's like, well, of course you're going to get a check. And they're like, no, I didn't really care. I just wanted to be here. I wanted to help people. That's amazing.

Yeah, I swear, every one of their stories. Guys, so entrepreneurship, right? Study leaders or readers, right? You're a hell of a reader. Study people that are alive, still, kicking ass. And study people from 100 years ago. Study everyone, right? The world's your library. If you know what you're looking for, it'll give you what you're looking for. If you want to be great, study the greats.

And then right now I think everybody's asleep. So I think while everybody's asleep, it could be your time to really rise up and, you know, two years of hardcore studying, recreating yourself, building a new identity, creating a new work ethic, taking good care of yourself. First thing you started with was like eat good food, you know, don't do drugs, you know, you know, and if you're drinking alcohol and all that shit, just self-correct, just get rid of all the trash. If you want a great life, now's the time to pursue it.

And I think right now, I think the market will really pay. If you ever want to be a killer, right now's the time. I think it'll pay you more money than you ever imagined in your life. But you got to be the best. In order to be the best, you got to out self-develop everybody. So Russell, we appreciate you, bro. Seriously, man. Thank you. Appreciate you. Thank you. Guys, we love you. We'll see you in the next podcast. Make sure you go follow him on Instagram. And as he's crushing ClickFunnels, he's about to release some crazy shit. We'll see you guys in the future. And let's kill it.