Marketing Secrets with Russell Brunson - Commanding Traffic, Audience Monetization And Overdelivering (Done RIGHT)

Episode Date: July 29, 2024

Russell jumped on a live Q&A with ClickFunnels members to tackle some of the most pressing questions entrepreneurs face as they prepare to launch their offers, their funnels and their traffic generation strategies. The call is a free bonus to any active ClickFunnels member, as is the full One Funnel Away Challenge! In this session, Russell kicks things off by discussing the power of priming and meditation with Tony Robbins. He tells a story about the power of his experiences in meditation with Tony Robbins and explains why these practices are essential for entrepreneurs, helping to set the stage for success and maintain focus amidst the chaos of running a business. Then he dives deeply into the questions from entrepreneurs, including… Monetizing Your Audience: How to leverage your audience by creating Dramatic Demonstrations to sell, while also respecting and engaging your audience. Avoiding Over-Overdelivery: Understand the balance of over delivering and how to avoid creating overwhelm in your training, offers and more. Expert Insights: Hear how Bari Baumbardner, Blue Melnick, and Stacy & Paul Martino all structure to ensure simplicity and craft effective experiences & offers. Traffic Strategies: Explore proven methods for driving traffic profitably through webinars, challenges, and more. Optimizing Campaigns: Gain tips on optimizing your sales conversions by utilizing both manual and automated tools for better campaign results. Compelling Headlines and Demonstrations: Learn how to craft attention-grabbing headlines and the importance of consistent, dramatic demonstrations. Launching with Ads: Get advice on the optimal timing and strategies for launching ad campaigns safely & commanding attention. Tune in to this episode for a wealth of information that will help you refine your funnel strategies and achieve greater success in your business! Don't forget to check out this awesome deal from Mint Mobile! https://mintmobile.com/funnels And if you want to enjoy the Marketing Secrets Show ad-free, check out http://marketingsecrets.com/adfree Learn more about your ad choices. Visit megaphone.fm/adchoices

At Wealthsimple, we're built for whatever you're building. Built for Jane, who wants to break into the housing market. We're built for Ted, who's obsessed with what's happening in the global markets. And built for Celine, who just wants to retire and explore the world's flea markets. So take a moment and think about what you're building for. We've got the financial tools to help make it happen. Wealthsimple, built for possibilities. Visit wealthsimple.com slash possibilities. What's up, everybody? This is Russell Brunson.

Welcome back to the Marketing Secrets Podcast. I just jumped off one of our live Q&A calls with the One Funnel Away community. I had so much fun. And anyway, there's some really cool calls on here, really cool questions about traffic, about figuring out what do you test first, your hook, your story, your offer? Anyway, a whole bunch of really, really cool things. And so I thought, well, I just got the call and I'm excited. I'm going to grab this and we're going to plug it on the podcast so you guys can listen in on these live Q&As. And if you guys want to be part of the live Q&As, number one, if you're a ClickFunnels member, log in the members area, go to the training section. And I do these calls live every Friday. You can come on, ask your questions. If you're not a ClickFunnels member yet, if you join

the One Funnel Away Challenge, go to onefunnelaway.com for a hundred bucks. You get through, I think it's like a three month trial to ClickFunnels and you get the whole One Funnel Away Challenge, which gives you a 10 day challenge with me. And then on top of that, then you get live calls every single week with me to ask your questions. And so anyway, if you're not a member yet, go jump over to OneFunnelAway.com. Go register. Come get on these calls. Have some fun.

But for those of you guys who wanted to listen in on today's call, that's what I got for you for today. So I hope you enjoy it. A lot of fun Q&As. Hopefully there will be something in here that is going to be beneficial for you. With that said, I will talk to you guys all again soon. All right. Bye, everybody. 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. Russell, how we doing, my man? Dude, I'm doing so good. Can I share a real quick story that's kind of just you brought back a memory to me so i didn't know you were starting with tony and priming but i had a really unique opportunity um during um during coven the lockdowns and stuff i actually uh went to tony's

um we're in florida i think for tony and he invited me and my wife and a couple people to his house and um they took they took us into their house him him and his wife Sage, and we went to their meditation room and for about five or six of us, they did a guided meditation like that with us where Tony was doing the voice and his wife was singing and it was like the most crazy, spiritual, emotional experience of my life.

Anyway, you just brought me back to that moment and anyway, it's kind of cool. So as you guys are doing that with Dante, I didn't know that was happening, but I'm pumped about it. Like, I know sometimes things like that, I always thought those things kind of things were cheesy and weird. And, and, you know, I'm like, I'm an entrepreneur. Why am I doing this stuff? And then later you're like, Oh, this is why I'm doing these things. Like the, the mindset, your psychology is so much more important than the tactics. Like all the tactics we're going to talk about today are going to be

fun, but they're all stuff like you can read in a book we can find on YouTube, you know, like the mindset's the hardest part is like getting the stuff between our ears is the hardest thing for us to to figure out and priming is such a powerful thing that tony does and teaches and anyway so that was awesome man anyway just wanted to i'm glad you know i find it too like back that moment i i just i love you sharing that because like we feel those you feel emotions or you feel real things and it's like i i i like you russell i always felt kind of conflicted about that because like i i have a faith and and it's like oh i don't really think like a universe like oh it's not universe to me i think of it as a higher power right but it's not nonsense at all how good do we feel right now right just doing

that every single day and i just want to challenge you guys if you've never done that before i would love to see you try that for a week try that that every day for a week. Start next week. Start on your weekend. And don't just do it when it comes into business, right? Do it when it comes into your person, all the things that you do, all the people that rely on you to do the things that you do. It's just amazing. And I think we're going to do that a lot more, gang. Really excited for it. So we have Russell here with us, and I don't want to take too much time. We have some great questions, and we cannot wait to hear the man himself answer those. I saw a couple of really great questions that I'd love to highlight and cannot wait to hear how Russell feels about that. And then from there,

we'll knock that we'll knock out some raised hands. So if you have a question and you didn't add it to the spreadsheet, feel free to raise your hand. Now, if you don't know how to raise your hand, zoom always has an update and they always tend to make things more difficult than they were on the previous update, don't they? So if you want to raise your hand zoom always has an update and they always tend to make things more difficult than they were on the previous update don't they so uh if you want to raise your hand click the react button at the bottom and then once you click react a little pop-up shows and there will be an actual button you click that says raise hand so feel free to do that first question we have is from renee roca and let me get this in the chat so everybody can watch. And do me a favor, gang. Just make sure your mics are muted.

I know Zoom doesn't make it the easiest thing in the world, and half the time it unmutes you without you saying a thing. So just keep double-checked to make sure that they're muted. Let's put this question in the chat so everybody can follow along with it, and I will take care of that one while we read it. This question is from Rene Rocha. Rene says, I started this business two years ago. I have 24,000 followers on Facebook and close to 10,000 email addresses on my list. I have a juicing program that I'm enhancing now

based on the fast product creation you presented during the OFA training. Thanks a lot, by the way. Wasn't that great? What is your recommendation for starting to monetize my audience oh good question so obviously i have a probably a dozen follow-up questions i would ask if we had it right here um just trying to figure out like how she's monetizing is making money all kind of stuff but

typically it sounds like what's happening is she's been building an audience but hasn't really started asking for money yet or not consistently or that's kind of what it sounds like. So what I think, I look at people who market their business online, like there's people who go, they create a funnel and they buy ads to it and the ads start coming. There's people who build a following and they send those people to a, to, um, to a funnel to buy something or whatever the thing might be. Um, the biggest thing is like, we were trying to stimulate growth and excitement, all kinds of stuff. Um, this is something, if you've been to the last two funnel hacking lives, we've talked a lot about this, but there's this, this principle called the dramatic demonstration, right?

It's doing something radical. Cause like you can go and post your 24,000 followers and 10,000 emails. Like, Hey, go to my funnel and check this out. But if they've seen it before in the past or something, you've been running for a long time and it's just, it's not new. It's like, I got to do something to stimulate excitement and growth and get people like pumped and fire up about this thing. Right. And so we create what we call a dramatic demonstration. and it's just, it's not new. It's like, I gotta do something to stimulate excitement and growth and get people like pumped

and fired up about this thing, right? And so we create what we call a dramatic demonstration. And I'm thinking about this, before I launched ClickFunnels, so this is 10 years ago prior, I would roll out a new funnel, like a whole new, not just like a funnel, but a whole new business through a funnel

every like 90 days. We had funnel after funnel after funnel. And like, I love just building and creating and launching. that's what i kept doing and i remember we launched click funnels todd who's my business partner a lot of you guys know todd one of the things he told me is just like you have to focus russell for at least a year on just click funnels and i was like you know i'm like okay i'll try so i spent the first like three or four months like promoting like crazy and then like everyone who like was on my list or my following they heard about it and they either bought or they didn't buy and it was just kind of like everyone who like was on my list or my following, they heard about it and they either bought or they didn't buy. And it was just kind of like stagnant and nothing was

happening. And I was like, ah, so in my mind, I want to go do something different. Right. That's what a lot of entrepreneurs do a lot of times. It's like, you know, is instead of like figuring out how to like re-stimulate growth, we want to just shift everything because it seems easier to move on. Um, and Todd was like, no, like you promised me. He's like, I spent two years building the software. You have to focus on it for at least a year. I was like, ah, so now it's like, no, you promised me. He's like, I spent two years building the software. You have to focus on it for at least a year. I was like, ah. So then I was like, okay, how do I get people excited about ClickFunnels? Even though I've talked about it 500 times in the last three months.

And then I was like, okay, we have to do something different. So then I started putting this cap on my head of like, okay, what's something exciting I can do that I can talk about that will stimulate something exciting that someone's going to want to come and participate in? And then the answer is still ClickFunnels, right? So, for example, the One Funnel Away Challenge. We launched the first ever One Funnel Away Challenge. Like, ClickFunnels had grown to the spot where we were at 50,000 members and we plateaued. And we spent, like, six, seven months trying to get past this plateau. Nothing was working.

Right? God, we have to figure out some way to, like, stimulate growth. But, again, everyone in my community heard about ClickFunnels at the time. Everyone on my list, all my followers. And it's like, how do I get this? And so we like, we should do a challenge. We'll call it the One Funnel Away Challenge. And so we launched the very first One Funnel Away Challenge. And that was a dramatic demonstration. Like your One Funnel Away, let's figure out what that funnel is, let's help you create it. And that took ClickFunnels from 50,000 members to over 100,000, like double the size of our thing by having a new dramatic

demonstration to the same audience that I'd already been talking to over and over and over again, right? Right now, we're promoting the Challenge Secrets Challenge, right? Which is us doing a dramatic demonstration about the fact you can use challenges to make money. And by the way, the answers, you need ClickFunnels to be able to run the challenge through, right? We have, I'm doing an event, another dramatic demonstration in mid-August called Selling Online, right? It's just a whole event, like how to sell online. It's a dramatic demonstration,

but guess what the answer is? They need a ClickFunnels account, right? So it's just thinking through in your business, like what are other things you can do to get people excited? Like every book I write, dot-com stickers, expert stickers, traffic stickers, those are all like types of dramatic demonstrations

to get people to pay attention to something really exciting. But then the answer is click funnels, right? It pushes back to the core thing. So for you, Renee, if that's where you are now and you're trying to figure out how to stimulate growth, I think, okay, here's your core product, you know, and inside your core product, there's going to be a lot of different benefits or features or different hooks. It's like find one that's unique and then do something, do a dramatic demonstration around that. And dramatic demonstration can be as simple as, um, as you going live for an hour, you have people registered here. You talk about this new topic, right? It could be something bigger where it's a big webinar. It could be a three day challenge,

a five day challenge. It could be a live event. Like it doesn't really matter. It's just throwing out a hook that's unique, that's different. This can get people to be interested enough to go and register. And it just gets them to re-raise their hands, re-gets their attention. And then it gives you the ability to talk about things that got them to raise their hand. And then from there, transition it back to the product, the service you sell. So hopefully that helps a little bit. Oh yeah. Oh yeah. That was awesome. I love that. We have another great question here. I'm putting in the chat. This one is from Cy. Cy says, and I really want to talk about this for a moment. We've had this question quite a bit in the One Funnel Away Challenge. And ever since Alex Hermosi launched

his Leeds book, right? It's been the talk of the town among the community. So here's the question from Cy. Can you add too much value to a funnel? Is there a scenario where you might hold back value for alternative offers cool um yes and yes you can't add too much value so here's the first time i experienced this um because this is things backwards right because i'm like the guys i was like how do you over deliver how do you over deliver but sometimes over delivering actually causes so much confusion that people won't move forward um i remember when we first launched click funnels click phones was just it was just the ClickFunnels, right?

And a year into it, we rolled out. So who, anyone here been around since, I mean, we're a decade old. So anyone here since year one? Yeah. Okay. Who's that? Who's that? That's Mark G and Mason.

And okay. So remember year number one, ClickFunnels is just a funnel builder. And year number two, we finished backpack and actionetics, which is our email or affiliate platform. So we launched those and they converted really well. And they changed my webinar, the funnel hacks webinar. And I was like,

this is going to be so crazy because now they're not just getting click phones. They're also getting backpack and actionetics. I changed my demo. I showed more of what I was doing and we launched this webinar and it bombed. And I was like, how's the bombing?

Like I just gave them a whole bunch more. And, um, I tried it. I was like, I must've messed up. Maybe I had a bad day. Maybe the traffic was wrong. So I tweaked it out, launched it again. Didn't work launching. It didn't work. And so then I went back to the same, the three webinars we had done that didn't convert very well. And I changed the hook a little bit, repromoted, got a bunch of people back on. And I went back to the original where it was just very simple and it out converted. I was like, Oh my gosh,

it's so confusing. Then fast forward. Um, when I wrote the it out converted. I was like, Oh my gosh, it's so confusing. Then fast forward. Um, when I wrote the traffic secrets book, which was like three years ago, um, I wanted to take like everything I'd ever created and make this like, uh, like the greatest offer of all time. And I'd forgotten that lesson from, you know, eight years earlier, whatever it was. And so, um, I created this offer and the stacks, the stack slides were insane. Cause it was just like, you get this. And it was like, I was like, you have to be a moron to say no to this. Right? Like Alex, the title, subtitle Alex's book is like create offers. So good. You feel stupid saying no, or you feel stupid saying no. Right. Um, it's not as my mind, like they'd be stupid. They'd be a moron to say no to this. And sure enough, we launched it going through the offer stack and didn't convert. And I remember,

I'm actually reaching out to people after I was like, Hey, I'm just curious why you didn't buy. And they're like, that seems overwhelming overwhelming there's so much stuff i don't know what to do and i had this realization i'm like okay like over delivering isn't necessarily about here's everything right like if if if that was true like me taking you to the library would be over delivering because like you have every book known to man you could be anything you want like give me over there here's everything here's the entire library the problem is you walk in library and library cards are free, right? Like, because it's so overwhelming. There's so much stuff that nobody ever does anything. Right.

And so like what's over delivering actually is like giving people the simplest path from A to Z. So it's not like I have 45 bonuses. It's like, here are the four or five things that are going to get you the result in the least amount of time. That's actually over delivering. And so thinking about it a little differently. And again, I've made that mistake multiple times. Even I was talking to Barry Baumgartner, who she, her and her husband are the ones who run Funnel Hacking Live and they do all the big events around the world. And one of the things that they told me that were interesting, she's like, when people are selling their high ticket offers, if they have more than like five to six deliverables in like, in like, like things they're going to get, it kills the conversion rates, people get overwhelmed. And so for them,

it's always like, you know, there's five or six things. And so there's this fine line of, we think that value means more stuff, but value a lot of times means like less time, shorter, faster implementation. Like if I can give you the secret to a billion dollars on one piece of paper, that's more valuable than me taking you to six years of college. You know what I mean? So anyway, hope that helps.

And may simplify your life as well. Yeah, I think so too, because like something I've seen so many times, oh, I need to over deliver. So Dante, can you go over my stack? And there's 15 things on it, right? And then we start talking about their customer and the problems they're having and where that customer is on the value ladder. And it's like, well, they only need three of these. Everything else is

nonsense. It's overwhelmed. They get rid of it. Boom conversions out the wazoo. What's up everybody. This is Russell Brunson. I've got something really cool for you today from my friend, Taylor Wells. And Taylor spoke at our last Funnel Hacking Live because I wanted him to share a really cool concept about what he calls the revolving pricing method. And today he decided to sponsor the podcast to give you guys more access to this super cool strategy that you are going to love. It's something we've been implementing into our high-end coaching program as well, and it is amazing. But to kind of give you some context about this offer he's making for you guys, as you may or may not know, a few years ago, JP Morgan Chase did a study and guess what they found?

They found that the average small business only has about 28 days of operating expenses in reserve. That's right. Less than a month of cash on hands. Now, if you're like me, the idea of your business being one bad month away from disaster is enough to make your stomach drop. Am I right? Especially with how the economy has been lately. It's not the time to be gambling with your finances. So Taylor put together this book called the revolving pricing method, and it's awesome. It helps you turn every client you close into a long-term profit machine. We're not talking about one-time paydays. We're talking about creating sustainable and real predictable income for the long haul. Now here's where it gets even better. Taylor put together an awesome exclusive deal just for you guys, my marketing secrets listeners.

And if you go over to wealthyconsultants.com slash secrets, you can grab the revolving price method book and over $150 worth of bonuses and get this all. It's at 70% off. And I promise you guys as a customer of this, you are going to love it. So if you're serious about growing your business with real stability, this is the model you need to add into your funnels. So go over to wealthyconsultant.com slash secrets, grab your 70% off deal, and let's start turning your clients into long-term revenue. Again, that's wealthyconsultant.com slash secrets. Do not miss out. Hey, this is Russell Brunson, and I want to jump in really quick to share with you a new assessment I found out that is insanely cool. You guys know I'm obsessed with personality profiles and assessments, but this one is different because not only does it help you understand yourself,

but more importantly, especially for us who are entrepreneurs, it helps us understand our employees, our teams, and get people sitting on the right seats in the bus so they can get more stuff done. I just had a chance to interview Patrick Lanchoni, talking specifically about this new assessment they created called Working Genius. And the Working Genius is awesome. Like this test, I had actually blocked out an hour to take it because I was so excited for the new assessment. And it only took me like 10 minutes or less to get it done. Yet, even though it takes only 10 minutes, like you can actually apply this immediately. I took it for myself. I had my team take it. And what's cool about it is from there,

we figured out exactly what people's working geniuses are. And that's important because if you're building a team or a company, you got to figure out, make sure that you have first off the right people, but make sure the right people are sitting in the right seats on the bus. And this is what this assessment will teach you how to do. Um, now normally this assessment, you can go to workinggenius.com and there's two G's in the middle, on the bus. And this is what this assessment will teach you how to do. Now, normally this assessment, you can go to workinggenius.com and there's two Gs in the middle, workinggenius.com. But I got you a 20% discount on the assessment, which is only $25.

So don't stress, it's not an expensive test at all. But you get a 20% discount off when you put in the keyword secrets at checkout. So go to workinggenius.com. Again, two Gs, workinggenius, two Gs in the middle, workinggenius.com. And then use promo code SECRETS, S-E-C-R-E-T-S at checkout, get 25% off.

But then go take the test. Again, it takes you 10 minutes, but even in a 10 minute session, you will get something that is so insanely valuable to help you understand yourself, to make sure you're working in a spot that's gonna give you the most joy, number one. But then number two,

it's gonna make sure that you are, with your teams getting them in the right seats as well so anyway i love this assessment go check it out at working genius.com and enter the promo code secrets for 20 discount uh take this test for yourself and for your team and i promise you it'll change the working dynamics amongst everybody and help your company to grow one interesting if you look at stacy and paul martino they did they did this really cool when they first built their business they sat down and they mapped out like every framework they wanted to teach. I think there's like, if I remember, it was like 417 or something like that.

These are all the frameworks. And the same thing, like if we give these people everything at once, they're going to be overwhelmed. So they built their value ladder and they literally said, okay, this step of the value ladder, here's the 12 frameworks that we're going to give them. This step, we introduce these next 18. Then over here, we give them four more. And it's really cool because I went through, like a customer of theirs i went through their whole value ladder and each thing is cool because they would teach these four or five frameworks in this level in the course right but they would reference like hey the level two now is when you do blah blah blah

blah and here's where we go like three steps deep there's three other frameworks we're going to introduce around this one topic but right now you're not prepared you're not ready for it we have master we have to get mastery here and then you'll be ready for the next one and so it was like i didn't feel like they were holding stuff back i felt like okay i'm gonna master these that unlocks the next set of frameworks the next set of frameworks and i went all with their value ladder point where i'm i was my wife and i went to uh jamaica and did their like their whole like high ticket experience on the beach and everything and like it was amazing um but it was just like looking at that and i felt more valuable because i wasn't overwhelmed i got got each piece as I needed it. And each thing unlocked the

next thing and took me down the, she calls it the yellow brick road. I call it the value ladder, but same thing is taking them down this customer journey. We continue to serve them and keep unlocking the next steps for them. And I know we talked about this a lot gang, but I really want to drill it in because hopefully this will be some ahas for some of you, just like your business is a value ladder. So is your customer's personal life. They're currently here. They want to get to here. They have to take steps to do that. We can't just do everything at once, right? It's like, if you want to go do math, if you don't know what two plus two is, you're not just going to go to calculate a calculus equation. It would mean absolutely nothing to you. If somebody gave you the secrets to being a calculus master, it would be nothing to you because you don't know two plus two.

Remember, along with your business being a value ladder, so is your customer's journey to get from where they are to where they want to get to. And that's what we think about. It's interesting because we have, so I have a, my highest level mastermind is called the Atlas Group and they pay $250,000 a year to be in it. And we're meeting together next month in Arizona for three days. And I've always thought in the past, like, wouldn't it be cool to sell access to, like, the recordings, what we're talking about? But for most business owners, like, for most of you that are right now, if you sat in that room, you'd be like, what are these guys talking about? Like, these are the weirdest things, right? But in, like, but as you, like, you get your first funnel launch, and you start growing. You start scaling. You start getting traffic.

You start hiring teams. Eventually, people in that room, all their businesses, $10 million to $100 million, somewhere in that window. So the things, the conversations we're having are less about offers and traffic and funnels and more about how in the world do you motivate your team to do stuff? How do you get people to show up? How do you scale on the CPA networks? How do you create offers for cold trap like it there's different conversations it's like um it's kind of like the whole milk before meat concept right you gotta give people milk until they can they're ready prepared for me and so um that's i think a big part of value allows you're actually helping

your customers more you're not hiding value from them so yeah don't say russell can i can i say something on that uh sure. Who's that? This is Ezra. I asked a question about value. Go ahead, Ezra. Yeah. So I guess what I'm hearing then, you don't want to give them too much, but you still have to kind of guide them or educate them about the value of the thing. Is that accurate or I'm still missing something?

You're asking like when in the sales process you educate them on the value? Yeah, precise. So remember you're saying don't give them too much. Some people may get overwhelmed. So even if you give them one or two or three things, you still have to do the work to kind of educate them about the the value of that thing correct 100 yep yeah if you don't tell if you know because that took story offer if you just give them the offer no one's going to buy right or very few people buy so it comes back to the hooking them and then telling the story to increase the perceived value of the thing you're going to offer and then there's usually

a story about each element of the offer as well, right? So yes, you're still having those things in there. What we're saying is don't have 15 items in your offer stack. Have five, and then from there, yes, you're providing, you're doing the, you know, if you're following the perfect webinar, things like that, then you're very specific to that. Increasing the value for your talent. All right. Thank you guys.

Appreciate it. Yep. An example of that is like, you know, Giroux. Giroux is a really cool funnel simulation software. So like if I was going to give you a stack and I learned this from Russell, right? I learned this from Russell so many years ago and I've just, it's been the greatest thing I ever learned. I'm not just going to go say, Hey, and you can also get Gir gear when you say yes today. No way. I'm going to bring in a problem

that people have. Isn't it really difficult when you're trying to talk to a new client and you don't really have any way to run numbers or give them any real true forecasting. And then because of that, they don't really say yes to your offers. We now have the solution, right? It's just setting up and showing people what the thing is and why it's beneficial to them yeah that's awesome because i'm glad you said something about guru because the client i'm going to meet with later on um i'm going to show them like the flow of how their funnel is going to work and what the results they can expect so yeah that's a good point thank you for sharing that too. Awesome. Awesome.

Okay, next question. Let's keep this train moving and grooving. This is from, sorry, where did that go? This question is from Michael Hype. What a cool name. I want to take that one. Michael says, Russell, is hosting free webinars and creating free challenges on the core offer topic, the best way to gather traffic and then sell the offer at the end of the webinar and challenge, similar to your approach. And then he says, what are some key elements that make these strategies effective for you?

Are there anything better than challenges or webinars, in your opinion? He's also in a similar niche. Cool. So, yes, I do think that creating a free event, event, dramatic demonstration, whatever you want to call it, is the best way to turn traffic into money. That's why I do so many webinars. The next question is, what's better, a challenge or a webinar? Totally depends. If you ask me or you ask Pedro, two different things, right? I do challenges. I do webinars. I personally like webinars more because I'm a webinar guy.

I like being able to create a 90-minute presentation, some registers, the watch presentation they buy or they don't. If you ask Pedro Adeo this, right, he's a challenge guy. He likes having some register, three to five minutes of challenges, then make an offer at the end. The reality is they're just different tools in your tool chest, right? They both work great. I've used free challenges, paid challenges, book funnels, webinar funnels. They all are just different tools in your tool chest, right? They both work great. I've used free challenges, paid challenges, book funnels, webinar, like they all are just different tools. So more so is like,

which one do you like the most? For me, the thing that's the fastest, easiest, most consistent is webinars, but that's where my background is. And so that's what I always default to. So for you, it's just, what is the thing that you're most, you know, what's the thing you want to do? What are you most, you know, what tool do you like the best? Figure that out and then double down. But a hundred percent, especially if you're in software, if you follow the linchpin model, like that's, you know, that's how we sell software. Like linchpin models has any kind of continuity. It's the, it's the best thing. So I would, if you haven't read that book, I'd go read that book and then, and then really double down from there. A hundred percent. And I really want to just showcase what russell

just said there he's tried both he's done both he understands both of the tools in his tool bill i was gonna say webinars i mean let's be honest for speaking to the world's highest paid speaker he gets paid more than president donald trump when he goes to do an event so like yeah russell crushes webinars it's his bread and butter. How did he get there though? Did Russell, can I ask you a question? Did you just wake up one day and become a webinar master? Yeah, a lot of days, not just one. It was, it was a decade of me at events going stage to stage. And then 10 years of me doing webinars and teleseminars, all sorts of stuff, but it's definitely a skillset y'all can learn. Hopefully y. Hopefully you all do. 100%. And we just have to start. So I would like for you to

look at your circumstance and your situation and see what's the best thing, right? Webinars, the sweet spot right now is three to five days, excuse me, challenges. The sweet spot's three to five days. So if you think that that is the best tool and vehicle for you to get your customers the results you need, let's start there. If you think it's a webinar start there but we start with one then we can try the other options we can see what works best then we can master it and from there we're just russell brunson ourselves love this gang who's having a blast if you're having a blast let me know about it in the chat this is i the coolest job in the world i am absolutely blessed let's get to spreadsheet and talk to the people here.

Let's do that. That'd be more fun. Oh, I love that. Yeah, come on with it, Russell. They're showing up. Let's hang out with them, right? Heck yes. Let's start with Renee.

Hey, Renee. What's up, Renee? Oh my God. I'm here. Great to see you again. Russell, I know I tell you all the time, you have changed my life. Thank you so much. I have launched, oh, my God, I'm in your course secrets.

I am an introvert, so I've been, like, I know I needed a course. I know I got good skills. I got Phoenix all trying to, like, get my services. So I launched the funnel, and I just would like to know what am I supposed to be looking for? How do I know the numbers, the funnel? And then what would I do? I just think I got the answer. Start doing webinars next for the course.

So you probably don't have to answer that unless it's a different answer of what I should be doing next. You have the course done and you have the sales page and stuff all done as well? Yes. Okay. Plus you. Have you driven any traffic to it yet? I just, today was the email I had.

I was nervous. So I pre-launched an email sequence. It gave me like three days. And today is the first email. It's only going to my list right now of about 250. Okay, cool. That's kickoff. And then after that's traffic.

So you're actually lucky because in 30 minutes from now, we're starting the traffic call at Core Secrets, module number six. So that's the step you're at. I would say for you, it's like though, before you go build a webinar, because that's a whole nother process

and a whole nother thing. Like if you'd done everything at this point i would start getting traffic now and so and again there's a million ways to get traffic so the question is like what's going to be the the low-hanging fruit the thing you can do uh easier and faster so for me like um i think about this a lot of times like if you look at in hollywood when a new movie comes out how do they launch it right yes they buy ads just to do stuff but the the core thing they're doing is that the person like like the attractive characters of the movie, they go on a speaking circuit, right?

They go on all the different TV shows and they talk about the new movie coming out, whatever. In our world, we have something very, very similar is we, but you know, most of us, at least me, I haven't been able to yet get on all the big TV shows, but what's a lot easier is getting on people's podcasts, right? So I would look at the market that you're in right now, and I would go and start contacting everyone who's got a podcast and be like, hey, and you think about this, like getting on a podcast is similar if you were going to try to get on TV.

Like if I was going to try to get on the Today Show or Good Morning America, I don't know, I don't watch TV, but whatever those shows are, right? What I would do is I would go and usually you'd hire, like you'd hire somebody to do this for you to a big TV show, right? But they create like a, they create like a media packet for you, but like with some hooks, like, Hey, if you bring Russell on the show, Russell's really good at talking about how to start a business online and really, and then there's, they usually have like three or four show ideas that they create. And then they would go pitch that to, to these different shows. And if the producer of the show sees them, like, Oh, that's actually a really good story. Then

they bring me or whoever onto the show. So if you have the same thing, it's like, yeah, I have this product I'm going to sell. What are three or four or five different, different like hooks that you would have that you could talk about on a podcast or on someone's Facebook live or on a, you know, something that'd be interesting to the audience that then would translate back into your, to your course. Right. So you figure those things out. And so again, if it was me, I think,

let's say I'm promoting Secrets of Success. I'm like, old book by Napoleon Hill. I spent $1.5 million on a book. I'd find four or five of these different hooks and I would go to these podcasts and be like, hey, my name's Russell and I'm a big fan of your show. I listen to every single thing. I think I would love to be a guest. I've got three or four show ideas

that I think would be really unique for your audience. Any of these fit? If not, what do you think you'd be looking for? And I would send that out to every single podcast out there in my market. Every single person who's got an Instagram, like I would just start reaching out to people. And it really is a numbers game. You know, I think what people understand is it's not just like, you know, you ask five people and you get five yeses.

It's like you ask a hundred people to get like one or two yeses. And so it's just knowing that it's a numbers game and don't, they don't get hurt. I don't, you know, it's someone says no, or they ignore you. Don't feel bad about it. It happens all the time. Happens to me. Every time we launch a product,

I build the dream 100 list of about a thousand people. I contact all of them. I make personal videos for them. I make, and even from that, I only get, I only get, you know, a couple of dozen who are like, yeah, I'm going to promote this thing. And so it's just, it's just a numbers game going out there. But, um, that's what I would probably start doing next.

Cause it's like, it's free traffic. It's, it's easier. It gives you the ability to like, keep telling your story, um, and kind of, you know, practice that and perfect it. Um, on top of that, obviously keep telling your story also like the same, like pretend like until you get on different podcasts and things like that like pretend like your facebook page your instagram is the podcast and then and like go live and test out these different stories test out these different hooks test out the ones that

you're potentially going to pitch to to a podcast because you don't want the very first time you ever tell the stories when you're on the podcast right right for me i've told before any of you guys have heard a story i've told it a dozen times to my wife, to my kids, to my employees. Maybe I'll do a podcast episode about it. I keep doing that before I ever like make it a live story, just because I'm practicing it and seeing if it lands, see if it makes sense to people. And so I would start publishing right away and then go start looking for places you can

plug into. Awesome. Yes. I'm excited for you. I can't wait. Awesome. Yes. I'm excited for you. I can't wait. Okay. No, I'm sorry.

I'm muted. Yep. First day on the job. My bad gang. Great question. Renee. Thanks for that. Ryan,

you're up my man. Hey, Hey, thank you, Dante. Appreciate it. Russell. Good to see you again.

We met my brother's, the chiropractor next door in Idaho. We met in the building there that you're in. So good to see you. Dante is the man, by the way. You need to pay him more because he is so phenomenal. Dante, you keep telling everyone this. Everyone keeps telling me this.

So, hey, I'm not doing it, Russell. Just listen. When I get off these calls, what are you pitching everybody on? Talk about personal touch. The guy's got it down. I really do appreciate him. Love your books. Read them and listen to them all the time. My biggest thing is in creating funnels with my business, I'm always trying to evaluate. You talk about hook story offer. Where do we evaluate to make a change? We can't change all three at one time because it could mess the whole flow up. How do you look at – you say it's always one of those three things. So which ones do we change a little bit, a lot, before we go to the next one and so on?

How do we evaluate hook story offer and make the changes? That's a good question. I don't know if I have like a really good science to it. I think a lot – part of it is just kind of gut, like looking at it and like, ah. You know, sometimes it's – and I think – I don't know if you've been on any good science to it. I think a lot of part of us just kind of got like looking at it and like, ah, you know, sometimes it's, um, and I think, I don't know if you've been on any of Trey Llewellyn's calls.

Trey is much better at this than me, but Trey literally gets the phone and he calls all the people. Like when he's launching a new campaign, he'll do the traffic and he's calling like, why didn't you buy the episode? Why didn't you buy episode number two? Why didn't you, you know,

he's asking people all these questions. Introverted Russell has never done that. I'm not going to lie, but that'd be extremely useful. Can you start finding out why people are doing things or why they're not doing things? Um, for me though, it's more like, you know, the introverted Russell, like I'm just always testing stuff. Like I'm always throwing little ideas out there and that's how I'm like, I'm throwing out different hooks. So I'm finding something that's resonating more and I'm like, okay, that one's resonating. Let me double down on that. Right. Or if I,

if I'm telling the story and people aren't buying, it's like, okay, I don't want to fix the whole offer because the offer is going to be like, that takes a lot of time for me to go figure out new things to sell and that kind of stuff. So I'm probably not going to ship the offer immediately. I'm going to try to just tell different stories. Did I tell it right? Did it not provide enough value?

Because I can tell a story. I can practice it. I can go Facebook Live. I can do a podcast. I can just practice the story or see if the story's landing, you know? And then usually for me, the third would be the offer because that's going to be, you know, swapping things out and changing things.

A good example, last month we did a webinar at salesfunnels.com and the hook was great, tons of registrations, tons of show ups, but the conversion was not where it needed to be for it to be a successful webinar for us. And so it was that same day. I'm like, the hook was right. The hook was too good because it was getting the wrong people on. So we had to go through a massage, and we had to retweak the hook to make it weird, not as good because it was getting the wrong people in.

It was like, make the hook a little worse so it gets the right people in. And then I went through the whole webinar. I was like, I remember feeling like I feel clunky parts like where it wasn't quite right so I was like we pulled a bunch of stuff out we changed some stories and kind of massaged it and then the offer felt clunky as well so we pulled some things out and organized it and they did a second version so it's kind of me testing all the things and the next version has done better and we're still testing more different you know different things but I don't know I wish I wish I had like super clear, like there's kind of a feel of it and just kind of testing for me that I keep putting things out there. And then over time,

you get better and better. I'm not sure if you feel it's like when I tell a story, I can tell if it's landing or not. Like right now, my last explanation to you did not land. Cause I'm like, I can feel like, you know, like I didn't, I didn't nail it. Not that this is a selling opportunity, but if it was, I'd be like, okay, that didn't quite feel right. Like, let me tell, let me try telling it again. I go grab someone else. Hey, let me tell you a story real quick. And I tried again, like, ah, until I felt like, okay, that, that felt, that felt really, really good. You know what I mean?

Okay, cool. Last question is, did you nail your 360 yet? Cause you've been posting things about it. You know, if I would have nailed it, you would have seen it. I promise you that. Thanks. Thanks very much, bud. Good to see you. You too. Thanks, man.

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It's really not important to me to have a lot of things to show off. Fancy cars, you know, a giant home. Those things are just not part of who I am. But I've been coached and I've learned through my advisor that it's not one size fits all. Everyone has their own preferences. Everything that I do with Edward Jones is tailored to who I am. Edward Jones. We do money differently. Visit edwardjones.ca slash different. Yeah, that was a great question, Ryan. And on top of what Russell said, I would just like to throw out Microsoft Clarity. You can go to clarity.microsoft.com and Microsoft Clarity gives completely for free screen recordings and heat mapping. so you can have a heat map of your funnel like oh

the hook is red every the hook is good to go it's red the story is red maybe the offer is blue you can really see where people are going and where they're dropping off furthermore we have the screen recordings and man ryan and everybody else i would tell you launch your funnels and have microsoft clarity on your funnel. But I can show you, launch with Clarity because now you make your initial launch and you're going to get that data. And it's no longer has to be a guessing game, right? It no longer has to be like, what do I feel?

Literally go watch exactly what your customers do, see exactly where they're falling off. And then that's the thing you go attack. You relaunch it. Now you can see, oh, great. Everybody's moving past that part. We're doing, oh oh they're hitting a hurdle here and a lot of times too ryan it's really wild you'll watch these recordings and you'll see people clicking things that are so clearly and obviously not buttons right so then you have to take that say okay well i have to redesign it so we can avoid these things microsoft clarity will be a game changer for all

you guys here on this that's's why Dante is the man. You're far too kind, Ryan. Thanks for the question. Let's hop over to Alonda. And if we have time, we're going to go to Daniel. But Alonda has been rocking and rolling, just setting the world on fire. Let's hear about it, Alonda. Hey, hey. So first and foremost, Russell, thank you so much for everything that you do for all of us. I'm so grateful to be here and excited.

My question is, I need a really good hook. My classmates know what it is that I do. I mentor graduate nurses who've been out of school upwards of 18 years. They've graduated with their bachelor's degree and they fail their examination. I don't use the word fail, but they use the word fail. Failure is when you stop trying. I tell them that. But up to 18 years, I'm able to get them

through the national examination to practice as registered nurses. But I need a really strong hook to put at the top of my funnel. And I was wondering, like, do I, because Dante had coached me about two weeks ago, use something that's like bold. Do I, do I go in and say, like, have you failed 18? Have you been out of school 18 times? Have you failed the exam nine times? I need a really strong hook. I think that's where I'm kind of like stuck. Yeah. Well, first off, I do think that's, that's strong to call it out. Um, I always try to mind to figure out how do I call out the right person? So the right person's like, Oh, that's me. And

the wrong person's like, that's not me. You know what I mean? Um, and it's, it's, um, Garrett White had a funnel, like this is four or five years ago. It was really cool because it was like attention married. So it was like it's niching down. So attention married. So not everybody. It'd be married businessmen who are frustrated with their sex life. That was his thing. It was like boom, boom, boom.

And Austin's like that segmented down to like that's the person, right? And I think your call out was really, really good. So do call in that. It's a great hook. Second thing is there's a lot of headline templates. One of my favorite ones, and I use this, I would say probably 70% of my webinar headlines are some version of this, but it's how to without. So it's how to like attention, blah, blah, blah, blah.

I'm going to teach you how to, and then you insert the thing they want the most, how to finally get your nursing degree, even if you failed, you know, 18 years in a row. And then without is the thing that they are fear the most without, um, spending more money or without blah, blah, blah, whatever the thing might be, right. Uh, whatever their, their biggest fear is. So I would try to like the call out and then how to insert what they desire most without things that they fear the most. And that'd be that, that'd be the, in And that would be that. In fact, I typically, if you look at my webinar slide templates, my very first headline is always how to without. I'm like, how do I make this how to without?

Because it's like the simplest, easiest, most powerful. And then if I can't do that, then I mush and try different versions, different headlines, see if I can make something better. But I wrote a headline yesterday for an event we're doing. And literally, I used how to without for this big event we're doing next month. So anyway, that would be probably my recommendation, but it's also just like testing those things and putting them out there. And if people aren't clicking on that, it's like the 18 years things aren't working.

Maybe it's like, um, think, you know, I, I don't know. Again, you, like you said this, like not your words, but there's like, listen to what their words are. Like they're saying I'm failing. I keep failing. I listen to the things that they keep saying. And those are the words and the phrases you want to bring into the hooks um the audience will always tell you what they will respond to if you're paying attention you know so i'd go to the

forums and the message groups and places where they're talking and just like how are they explaining it and then use their words um to attract them okay thank you so much yeah no worries good luck with everything and uh russell russell when you're running how to withouts how to is a headline without is a sub headline correct or do you or do you sometimes just do it all in one big headline um it depends it can be both ways a lot of times i'll make the how-to big and then without smaller um just aesthetically looking um or if not like a lot of times i'll i make without like all bold like without or underlined so that pops out it's like a separate part of the phrase you know absolutely and and the event you're talking about

coming up next month are we talking about funnel hacking live international no we're doing a little pre-challenge event in between um anyway so you guys will see soon i i was bored so we should make a three-day challenge and have some fun so we're doing a fun thing next month you'll see everyone will see super excited okay uh and it's 12 44 gang russell as you guys know in in the course secrets training russell's gonna go talk about traffic and that's gonna happen very shortly here at the next coming of the hour. So we have to get him out of here quick. But does anybody have one final quick question?

I can see you guys. Mark's got a dramatic demonstration question. He's showing his sign. I see there's something with dramatic demonstrations there. Mark is so funny with this sign. I love that. Put it back up, Mark. Let's see it.

Awesome. All right. This is fantastic. So great to meet you. So my question is, so I'm a realtor that works with investors. A lot of parts of the country, it's too expensive, you know, to buy homes that cashflow for an investment property. So my question was, you were talking about a dramatic demonstration. I was thinking maybe going live on Facebook, going to a house, touring the house, talking about it, you know, what rent would bring in, you know, what things needed to be upgraded, that sort of thing.

And then maybe I've never gone live but my question was do you think that's a good idea can you take questions live i guess because i'd be on my phone out in the field you follow me i wouldn't be at a desk i'd be out you know and then sure and how long should it be that's yeah yeah i'd say 100 if you look at pace morby he's um uh you know he's last year did over 100 million dollars year three in the business right and what pace does he's he told me he's, um, uh, you know, he's last year did over a hundred million dollars year three in the business. Right. And what pace does, he's, he told me, he's like, everyone else talks about real estate deals they've done. He's like, I take people to my properties. He's like, Hey, I just bought this house right here. Check it out. Let me show you inside. And he walks him around and

he's like in the field showing the stuff, proving he actually does what he practically preaches. Um, so 100%, the more you can do that, the more alive, the better. As far as how long is it, how long should it be? There's no right or wrong. It's like, it's just right now it's you building relationships, building connection, showing people that you know, you're talking like all this kind of thing. So it's like, you know, keep talking until you're, you're tired of talking. Keep, keep, just keep doing it while they're listening. Yeah, there's no right or wrong. I think just, I click record and just go and see what happens now and how long how many times you do it once a week several i mean i don't want to wear people out but you can never wear people out okay think about this like um

let's say you have a following of a thousand people or a hundred thousand or a million if you go live like you know i go live right now i might get 500 or thousand people to show up from my million person following so i go live every single even if I go live right now, I might get 500 or 1,000 people to show up from my million person following. So if I go live every single day, it's only 1,000 people ever actually saw it. Like you can't, the nice thing about going live, you can't really overdo it unless people stop showing up or people aren't there. So yeah, I just do what feels comfortable. If you get excited, go live.

And just if you're nervous, go live. Like just start the process of doing it. And that's kind of the key, just jumping out there and starting. And then last question. I don't have much of a following in this genre yet. Do you promote it with a Facebook ad and also through your, I do have a fairly large email list. So would you send out an email? Hey, I'm going live this date and then also advertise it or just do it somehow

organically. I would do the email right now. So I would, yeah. So in Facebook, you, um, you can say I'm going live or Instagram going live and then sending email out to list saying, Hey, go here to register for live and go next, you know, this Thursday, I'm going live and promote it and get people to come register for it. That's why I kick it off. And then, uh, over time you can buy ads. Usually it's easier to buy ads to the replay than the live one. Um, like after we get done, we'll buy ads to people watch the replay. But it's hard. Ads are weird. It's hard to run ads to get people to register for them specifically.

We haven't had a ton of experience or a ton of success with that yet. Got it. Okay. Great. Awesome. Thank you so much. Yep. No worries. Great question. One more real quick. Yeah, let's do it, man. Come on, Daniel Plummer. Get after it. All right. Thank you so much. My question. I've just reread dot com secrets. I've reread traffic secrets. I've fixed my traffic. I'm almost finished with expert secrets. And so I'm transitioning. I've had a podcast on Facebook Live for nine months straight.

So I feel I'm going from a reporter to framework builder. And I'm doing it on cryptocurrency. I was going to run some Facebook ads, but I already see a lot of people doing that. Do you have any suggestions on maybe which direction I should go to reach out to a large audience? Well, Pete, a lot of people doing something usually means it's working. Okay. So I should run some Facebook ads. Yeah.

A lot of people think that's a bad sign. Like for me, it's like I would never get into a market that wasn't hyper-saturated because there's a reason why it's hyper-saturated. You know what I mean? Because a lot of people in there, it's working. So yeah, I would say don't shy away from that. I would say if it looks like it's working, go test that. And then the other thing, if you've been doing lives for nine months and you have that experience,

I'd also be trying to figure out how do you collabs with some of those people, right? Like how do you get on their YouTube channel? How do you get on their podcast? How do you start weaving your way into their audiences as well? Yes. Because then it's just free traffic based on, you know, they're buying ads and they're building an audience. Then now you're leveraging all of their effort and ad spend to push people back to you as well. You know what I mean? Yes. Is there any particular Facebook ad type that you would recommend doing like the flexible ads? I don't, I mean, so I don't run my ads manager.

I talk about traffic secrets, obviously, like I find something to do it. For me, it's just like the creative. That's where I focus on. What's the creative? What's the, what's the pattern interrupts me at somebody to click on what I'm doing. Right. And so the pattern in a way you think about this, like whenever you figure out a pattern interrupt, that's when things blow up. And then everybody copies it and the pattern interrupt becomes a pattern and you got to figure out the next thing. So for me, I'm always trying to figure out, I'm doing what other people are doing because it's working, right?

So I model that, but I'm always like trying to figure out the new pattern. A lot of times new patterns like looking back six months or a year or two years ago because people forget about stuff so fast. So even going back to someone's newsfeed and scrolling back like a year and looking at what would their Instagram look like? What would their ads look like a year ago, two years ago they stopped running and trying those things works really good because people are always moving on to the next thing and they forget about the thing that's working.

In fact, you're gonna see next month, next two months we have two new funnels coming out. There are funnels that um um we did pre click funnels pre facebook ads that's how we built lists prior to facebook and uh and no one's done one in 15 years and uh i i was like how do i like what's the new pattern interrupt i was like what was i doing 15 years ago i'm like how i forgot about this everybody forgot about it and so you guys will see two funnels you're when you see him you're like where did russell come up with that he's a genius like no 15 years ago this is what we did to build the list. And now I'm just going back in

time because this is now the pattern interrupt. Back then it was the pattern. So everybody did, but no, I haven't seen a single person do it in over a decade. Right. So it's looking for those, those things and jumping into them. Thank you so much, Russell. I appreciate it. No worries. And, and really quick gang, if it, this traffic is something that is always questioned. So if you had the same question as Daniel, I'd love for you to just put a two in the chat. It's just from my knowledge so I can learn a little bit more about you and what you need, and I can fill the holes and the gaps. But for everybody who is saying two in the chat right now, I want to remind you guys, if I'm not mistaken, it's day 10 in the One Funnel Away Challenge on the expert track. John Parks himself actually runs through how to make your first ad.

He runs you through the Facebook ads manager. And then I forget the guy's name, but we have a really, really awesome guy that talks about reels and short strategies that we can all start implementing right now today. I believe day 10 of your challenge. And there's this book I wrote one time called Traffic Secrets. It's really good to teach you how to get traffic too. So I don't know. Oh, Dante,

do you have the click funnels members area open? Uh, I don't know, but I can in just two seconds. I'm going to show you something you may not even know about. You guys okay if I over deliver? I'm pretty sure it's in here. Like 99% sure. So after the one funnel way challenge um i built another challenge called the fill your funnel challenge that we never really

launched anything but it's in the members area so you guys can go and like i don't know how to fill my funnel like go in there and just like watch that that challenge um okay let me let me got it i got it right here yeah right there so this is the full like 30-day challenge we created someday we're going to launch it but all the content's in there so if you guys want more ways to get traffic like you should just go click on that button and then you know do the things so yeah you know i go crazy building the course i forget to like launch it and sell it but yeah there's a ton of really good things that systematically take us through a process to get more and more traffic into your funnel. So that's a, that's a freebie in there for you as well. So hope you enjoy it.

Anyway, I got to bounce though, because I got to jump on the core secrets that we're on module number six, last module, which is about traffic. But, um, appreciate you guys. Sorry, the summer has been crazy. I've been traveling a lot. So I've been missing some of the Fridays. Uh, we're getting close to the end summer, and then I'll be back here every week more consistently. So I appreciate Dante, though, jumping in and crushing it. I get so many comments from everybody on the planet about how great Dante is. So I appreciate you guys, and it's been fun hanging out.