Marketing Secrets with Russell Brunson - Elevate Your Offer: Q&A from the One Funnel Away Challenge

Episode Date: November 4, 2024

Hey everybody, welcome back to the Marketing Secrets podcast! I just finished up a fantastic session answering some top questions in the One Funnel Away Challenge, where we dove deep into core selling frameworks and the strategies to make them work effectively. It was a great chance to connect with everyone and tackle areas where people commonly get stuck, especially with the “Who, What, Why, How” script and the Epiphany Bridge. In this episode, I break down these foundational scripts and how they can evolve to suit different contexts, from short ads to high-ticket webinars. I also cover how to adjust your positioning to boost conversions, plus a look at the “Perfect Webinar” approach and how to maximize it for bigger offers. Key Highlights: Understanding the Epiphany Bridge: How this storytelling approach establishes connection and builds trust in your offers. Who, What, Why, How Script: Why this simple structure is essential for quick pitches and short-form sales. When to Level Up: Knowing when to upgrade from a VSL to the Perfect Webinar script for higher ticket items. Offer Positioning: The importance of aligning your pricing with the problem you’re solving and the potential returns. Lead Magnets that Sell: Tips on structuring your lead magnets to create anticipation and increase engagement with your VSL. Tune in to find out how to take these insights and immediately start leveling up your sales strategy! 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 https://marketingsecrets.com/adfree Get 70% off on Welch Equities' retail price at wealthyconsultant.com/secrets Learn more about your ad choices. Visit megaphone.fm/adchoices

What's up everybody, this is Russell welcome back to the podcast hope you guys are amazing today I just got off a one funnel away challenge a Q&A call and it was so much fun A lot of you guys know we've been running one funnel challenge now for like five or six years But this year we changed it and broke into two different tracks one for those who want to become experts in the industry one of Those who want to do ecommerce and it's been really fun. And so Tray Llewellyn runs an ecom track I run the expert track and there's a there's a challenge and it's amazing. Anyway, every single week I have a chance to do Q&A calls and I've been gone for the last 10 weeks doing events and so it's the first time coming back.

So I just did an hour long Q&A call, it was so much fun. And what's cool about it is everyone who's in the challenge just jump on there and ask questions. And so we answer a lot of really cool questions. At the very beginning of it, people were stuck trying to figure out their message and how to do like just how to do the VSL funnel, stuff like that. So I spent 15, 20 minutes at the very beginning

talking about sales scripts and how to create a VSL funnel and then from there we did Q&A. And it was so much fun, so insane, so awesome. So I wanted to share with you guys today. And so this is the Q&A from this time, this week's One Funnel May Challenge. If you are not in the One Funnel May Challenge, why, do you hate money?

That's the only logical reason. You get a live Q call with Tray Lue on the e-comm stuff every week, live with me every single week, plus all the training and a bunch of other stuff. And right now we have the best offer we've ever had. If you go to onefunnelway.com, you join the challenge for a hundred bucks and you get three months of ClickFunnels for free. So it's an insane offer. It's the best we've ever done, but you should go check it out. But as you do that, make sure you listen to the Q&A because this can give you kind of a glimpse inside of what the program looks like. But my guess is for a lot of you guys, your question will be answered during today's call,

which will be a lot of fun. So I appreciate you all. I hope you enjoy this Q&A call. And when you are done, go over to onefunaway.com and get started. Thanks 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 gonna show you how to start, grow and scale a business online. My name is Russell Brunson, and welcome to the Marketing Secrets podcast. So great to see you guys again. As you know, Dante here. Always a pleasure to be with you.

We have the man himself, Mr. Russell Brunson. How we doing today, Russell? What's up, everybody? Dante, I'm doing so good. As you know, I've had an event every week for the last 10 weeks in a row. This is my first non-event week, which means the first time I had a chance

to come hang out with you guys for a while. So I apologize, I've been off for a little bit, but I'm hopefully gonna be around most of the next, you know, for the foreseeable future. Other than, I'm not gonna lie, I'm taking my kids to the Jake Paul and Mike Tyson fight, so I may miss that Friday, unless I can do it from the hotel room.

But other than that, I'm here to hang out with you guys every Friday for as long as I can. So anyway, I'm pumped man and excited to be hanging out with you Dante and all the everyone going through one funnel where right now, congratulations. Hope you're loving it and having so much fun. I love this game and I love being able to share it with you guys. Anyway, so sorry, I'm just having fun. Me too, man. It's the time of the best time of the week. So without wasting too much of this value time, Russell, we've had a lot of questions recently, a lot of great successes. And something that I've just noticed people are kind of getting hung up on, I don't think

hung up on is the right word, but could use a little bit more clarity. Is day six in the challenge, the epiphany bridge script and how that leads into the what why how so could you talk about this a little bit for us for sure yeah this is i again we have a lot of people who keep messaging and getting stuck on this part so um so i'm going to kind of step back in time a little bit and then because you know russell you have story time with russell for a few minutes so if you don't mind if you can uh allow me to tell some stories for a minute that'd be fun so as you guys are getting, if you can allow me to tell some stories for a minute, that'd be fun.

So as you guys are getting into this game, in fact, I'm curious, how many of you guys are like, you're brand new to this whole online marketing game, like this is like the beginning of your journey, if that's you, either wave your hands or type in number one in the comments. I wanna see more of my beginners, okay. Number two, how many of you guys have been new

for more than six months, if that's you, type in a two. If you're like the more than six month type person right now, type in a two. If you're more than a year, type in a three. I'm just gonna see, so we've got ones and twos, couple threes, okay. So what you're gonna learn, there's an evolution that happens inside of selling, right? Learning how to sell and how it all begins

and where you're gonna go from. And in a perfect world, I would come and I would just drop on you guys like, here's everything, like the greatest things in the world, but like, it can get really, really overwhelming. In fact, some of you guys know I do a three day event called Selling Online. I go really deep into selling and persuasion

and how it all works. And eventually I should all go through that. But when you wanna learn anything, there's like baby steps, there's levels to everything, right? And so for me, when I got and started this game, I started learning a framework. And then from there I learned other frameworks. And frameworks kind of built upon each other

and they started growing from there, right? And so that's kind of what we're doing inside the One Falling Away Challenge. And so I learned other frameworks. The frameworks kind of built upon each other and they started growing from there, right? And so that's kind of what we're doing inside the One Fun Away Challenge. And so I'm selling anything, the most simple, most basic frameworks, one of the easiest ones to learn and to understand and to master. It's ones that I still use today,

especially if I got compressed time. Like if I've got 60 seconds on a reel on Instagram or short on YouTube, I'm gonna use this script. If I got two minutes to sell something, I'm gonna use this script. If I got two minutes to sell something, I'm gonna use this script, right? And it's the most basic one. I learned it originally from John Carlton, who's a great, one of the greatest copywriters of all time.

And he used to say, he's like, if you can just learn the script, you're gonna become really, really good at selling anything. So I remember I heard him say that, so my ears perked up, got my pad of paper out, and he called it the who, what, why, how script. Who, what, why, how. He's like, if you can answer those four questions

in a sales presentation, somebody will buy from you. Okay, and so for example, I'm gonna sell something for you guys right now, okay? I'll show you guys the who, what, why, how script, okay? So number one is who, so who am I? Hey, my name is Russell Brunson, and I'm here today because, sorry, I got, that's the who.

Hey, I'm Russell Brunson, there's who. Okay, then number one is what, okay? What do you have for them? And I'm here today because, sorry, I got, that's the who. Hey, I'm Russell Brunson, there's who. Then number one is what, okay? What do you have for them? Today I've got something really cool for you. This is a brand new supplement called Parathax, Parathaxethene. And this, okay, so who, what?

Parathaxene, which is a supplement, is basically they found the part of caffeine that gives you the energy, and they isolate that part of the caffeine, they pulled it out, and then they took it, and they put it into a pill, and so you get the part of caffeine that gives you the energy and they isolate that part of the caffeine, they pulled it out and then, and they took it and they put it into a pill and so you get the energy from caffeine without the jitters and the craziness of caffeine.

Okay, that's what I have. So who, my name is Russell Brunson. What do I have? I got a really cool new supplement called para, I can't say it right, para-thaxanine, parathaxanine, who, what? Then why, why do you need this? The reason why you need this is if you are sick and tired

drinking Red Bulls and Rockstars, when you get the energy and you get all shaky because you're like on 5,000 grams of caffeine and then you have this nasty crash afterwards and you know it's destroying your liver and your kidneys and your whole body's falling apart, but you need it to stay awake. If you're sick of that but you still want energy

to still awake, you need the Parathaxer, blah, blah, blah, blah, whatever it's called, because this will help you to have energy, but not get the caffeine high and crash and all the bad things for your body. Okay, so who, what, why? Right, so who am I, Russell Brunson? What do I have?

This right here, why do you need it? Because it's gonna give you energy. How do you get it? If you want some of this, click the link down below right now, that's it. Who, what, why, how, right? Who are you, what do you have, why do they need it, how can they get it? So that's like the most basic, most simple sales script of all time, right. Who, what, why, how, right? Who are you? What do you have? Why do they need it? How can they get it?

So that's like the most basic, most simple sales script of all time, right? Who, what, why, how? And so again, if I've got 90 seconds on a Facebook ad and I've got to sell something, I'm like, hey, maybe I'll just grab another product real quick. Hey, my name is Russell Brunson and I've got a really cool new product

that helps with your immune support. It's called Bee's Keepers Naturals. You spray it in your mouth to help increase your immune system, helps your voice get better, it's awesome. If you want one of these right here, click the link down below, or go to immunebeekeepersupport.com, right?

That's how I would sell this in like 90 seconds. Who, what, why, how. So who are you, what do you have, why do you need it, how can you get it, right? So that's like the most basic. A lot of my ads are that way. You start watching some of my ads, you're watching my reels, you start seeing stuff, you'll notice that pattern can you get it, right? So that's like the most basic. A lot of my ads are that way. You can start watching some of my ads, you know, watching my reels, you start seeing stuff,

you'll notice that pattern over and over again, right? So that's like the base script we use for selling, okay? So for some of you guys, you can do that, right? But typically when we're using a VSL, usually something's a little higher price point, right? If I'm doing a VSL, a lot of times my price point's gonna be $27, 37, 47.90, somewhere in that window. And so typically I'm gonna spend a little more time

trying to sell it, okay? And so what we kind of took is we took that core foundation script, who, what, why, how, right? And all we did is we took the who, and we kind of replaced the who with the Epiphany Bridge script, right? So that means I'm gonna spend more time on the who. I'm gonna tell my back,

so I'm gonna tell the Epiphany bridge story, right, for my who. And then I'm gonna transition to, now what do I have, why do you need it, and how can you get it, okay? So for example, that could be something like, hey, my name is Russell Brunson, I'm a crazy entrepreneur, I love, you know, trying to take over the world

and create a business and all sorts of stuff. But the problem is that a lot of times, I'm working late hours, early mornings, I get tired. And so for me, like I am past, I always had to take some kind of caffeine or something to keep me awake, keep my eyes open, but the problem is I would take it, and for a few minutes I'd like to spike my energy,

I'm going all crazy, it's awesome, I'm like, oh, it's awesome, but then other times I would crash, and actually I got less work done because by two o'clock in the afternoon, I'm like wrecked, my adrenals are shot, I'm tired, I have no energy, and it's really painful, and so what's crazy is I remember one of my friends

told me about this new drink, the drink is called Update. I have like 800 supplements it's really painful. And so what's crazy is I remember one of my friends told me about this new drink. The drink is called Update. I have like 800 supplements on my desk here. I'm so sorry, these are all supplement jokes or stories. It's a thing called Update. He said, drink, this is like a rockstar but no caffeine. I'm like, what? There's no way this works.

And I started drinking it. I remember it was weird because I drank it and it wasn't that I had tons of energy but I just wasn't tired. It was this really weird feeling. And I was like, wait, what is this? And he told me, he's like, this is this new drink and inside this drink, there's this really cool thing.

It's called paraxetine. And the paraxetine is the element inside of caffeine that they pull out and it gives you energy, but it doesn't make you crash or give you the jitters or anything, it just makes you not tired. It's pretty cool actually. So I started drinking this and it changed my life. It was crazy that I was able to get off caffeine,

focus on my entrepreneurship. I had eight hours a day that I could actually work and get stuff done. I It was crazy that I was able to get off caffeine, focus on my entrepreneurship. I had eight hours a day that I could actually work and get stuff done. I felt more productive, I never had to crash, never felt tired, it was amazing, it was just awesome. Okay, so that's who I am. What do I have? Now for you guys to have that really cool supplement

that is the supplement form of praxa blah blah blah blah, whatever it's called, right? Why would you need it? If you're like me and you're a crazy entrepreneur, this is why you need it and who, what, why, how. How do you get it? Click the link down below. I fill out the order form down below and you're a crazy entrepreneur, this is why you need it, and who, what, why, how. How do you get it? Click a link down below, I fill out the order form down below

and you can get access to it, right? Does that make sense? So I'm gonna take the who, what, why, how script and I'm adding the Piffney Bridge to elongate the story of who I am, to build connection and to report because I'm gonna have longer to do it. Now traditional VSL is usually somewhere from 12

and like 20 minutes. That's kind of the window of what I use for a VSL, okay? So for a lot of you guys, it's like one of my challenges, kind of what we're showing you guys how to do is a VSL that's about that point. Now, one thing for you guys to think about is what if the things I'm selling is more expensive? What if it's $1,000?

What if it's 5,000, right? What if I need more time to sell it? Okay, so the next level, if you look at like how we're layering on sales scripts, who, what, why, how is number one? Okay, who, what, why, how, replacing the who with your Piffney Bridge story is the next level. The next level from that is what I call the perfect webinar.

Okay, perfect webinar is weaving in a lot of these different things, right? I've got my Piffney Bridge story. I've got multiple stories I'm telling, multiple hooks. I have a more complex way that I create, I do the offer stack, right? So I have a bigger way that I'm doing the offer stack. So I'm selling you, multiple hooks. I have a more complex way that I create, I do the offer stack, right? So I have a bigger way that I'm doing the offer stack. So I'm selling something that's more expensive,

I transition to the next sales script, which is like the perfect webinar script, okay? So again, I could go and give you guys every script right now, but as we're doing this through the one from my challenge, the goal is like building blocks, like building blocks, thing upon the next, upon the next, upon the next. So for the video sales letter,

that's what we recommend doing is coming back to that core like who, what, why, how script, right? And then taking the who and embedding your epiphany bridge story first, right? So telling your story and then transitioning to what do you have, why do they need it, and how can they get it, okay? And so that's what a traditional,

like how we do our videos, VSL funnels are, right? And you probably notice like I do that even for like seven, I saw someone ask about $7 reports or free plus shipping books. I'm usually doing some version of that same thing where it's 50 bridge story, what do I have? Why do you need it? How can you get it?

Right, like my free book offers. Come on, do I have a book? Oh, here's one of my books. Okay, here's me doing your guys version of VSL if I was gonna be selling the expert secrets book right now, right? Hey, my name is Russell Brunson and who am I, right? I'm gonna tell you guys my backstory. I came in this world, I wanted to help change people's lives. I was excited,

but I was also very introverted and scared. I didn't dare to talk to people, but I felt like I had this calling and this mission inside of me and I wanted to help other people. And I remember being so scared about just, you know, how do I put my face out there? How do I talk? You know, at the At the time, I never talked publicly. I stuttered a lot. I talked too fast. People were like all sorts of stuff. I was scared to death, but I knew I had this calling.

So I decided to step out and actually try this. I went on this journey. I remember one of my friends, he challenged me, said if you publish every single day, it's gonna change your life. And I didn't wanna do that. I was scared. So I remember I started a podcast.

It was called the Marketing in Your Car podcast. And I called it that because I was in my car every single day for like seven minutes on the way to the office. So I take my phone, I literally click record, I would just talk for seven minutes while I was like learning, like, here's what I learned today, here's what I'm trying out.

I started publishing this podcast, every day I put it out there. And what's crazy is the first like 40 or so episodes, I was really, really bad. In fact, one of my friends one time came and he told me, he's like, he would listen to all my back archives and my podcast, I was really, really bad. In fact, one of my friends one time came and he told me, he's like, he listened to all my back archives, my podcasts, I said, every podcast, he's like, man, the first like 30 or 40, you were really, really bad.

He's like, about 40, 45-ish, you started like, you started getting good, you started finding your voice. And like, it was just amazing. I loved everything after that. And I realized for me to become an expert, I had to like, I had to become somebody, I had to go out there and actually talk and learn how to speak and how to present.

And it takes practice and repetition, right? And over time, I became an expert. And look at what's happened since then. Like I've had a chance to literally change millions of people's lives. Like here's a picture of me on, you know, at Final Hacking Night, we're 5,000 people. Here's me at Grand Cardinals 10X event,

speaking to 35,000 people. You know, me, shy, introverted, awkward Russell, is that chance to influence tons of people because I learned how to become an expert. Now this is what I have for you today. I took everything I learned over the last two decades and I put it into a book called expert secrets. Right? What do I have? Expert secrets. The reason why you need this, if you feel a calling, you feel like there's something inside it, you should be sharing with the world, then this book is going to help you to figure out how to find your voice,

how to package your ideas and information into something that people will pay for and then how to put it online and actually sell it. That's what I have. How can you get it? On the form right here on the side, you put in your shipping address. I'll send you this book for free. You just got to cover the shipping and handling. Let me know where to ship it.

I'll ship you a free copy. You're going to love this book. It's going to change your life. Fill in the form right now and I'll ship you out your copy of the Expert Seekers book. So who or why how added in who I was placed with my Pimpkin Bird story telling my story about how I figured out how to become the expert. So that's kind of the sales script

we're looking at, you guys. And again, on the low end, like if you're doing a free plus shipping offer, it might be five minutes. If you're selling anything above that, from free plus shipping up to $97, I'm looking at 12 to 20 minutes is kind of the window of how long that video should take.

And then if you're selling something that's more expensive than that, then that's when we would transition more to like the perfect webinar script, which is like a full 90 minute presentation. But for right now, we're focusing on the 12 to 20 minute version of that for the One Funnel Way Challenge. So, Dante, did you get all the pieces right? Did I miss anything?

Man, that was gold. That was perfect. 100%. 100%. So, you cool if we open up any questions about that specifically? Heck yeah, it'll be fun. Nice.

I know Justin has a question on that specifically, but anybody else, if you specifically have a question on your epiphany, what, why, how script, or your video, your VSL, the actual V of the SL, if you have any questions on that, put a one in the chat for me, please. Just put a one in the chat and we'll have a running list going, Justin, you're up first though, brother.

Let's talk about it. Hey Russell, this is super cool, man. It's like, you know, I listened to you on like all these different platforms and then seeing you here and I was at GrowthCon when that was my first GrowthCon. That GrowthCon changed my life so that was super cool to have seen that whole thing but now I am really diving into some funnels for one of my YouTube channels. I have like 15,000 unique viewers a month that see my content. I'm trying to sell them material to help them pass an exam to get their insurance license. That's like what one of my channels is on.

So I have the story, right? Who, what, why, how, Tiffany Bridge thing. And I don't know, Who What Why How, Tiffany Bridge thing. And I don't know, I'm just confused on, I guess I'm getting opt-ins, I got like 200 opt-ins, but I have one sale and it's $97. So I don't know if it's going from free and then having the Who What Why How script being for a $97 offer on people who, you know, they're looking for a new job pretty much.

So I don't know if like, if the offer is too high or it's 18 minutes long, maybe it's too long. I also it was the call to action is for a free study guide. So click the link below for a free study guide. They go they send it their email, then it brings them. I was sending them a study guide, but I figured if they get something, they just leave because they're like, I got what I needed. So how should I structure that White House script? And should I do like maybe a $7 than a $37 instead of like 97 just right off the bat? I don't know.

And so how many people saw the offer? Like you said, a bunch of like a hundred people, a thousand people, like if you got one sale, how many people actually hit the landing page and watch the video? So like 300 something hit the landing page and I don't know how many watched the full video really I don't think a lot of them didn't watch the full video. Yeah okay so the conversion number then you're looking at

that you had say 300 one person bought so we're always looking working off of conversion rates to make our decisions versus like, you know, our gut feelings, because the math never lies. And so on a VSO like that, so $97 offer, so just per perspective, so we have two $97 offers running right now. One of them is a challenge with Catherine Jones, and it's converting at 1.5% of people at the page

are paying the $100. We have another one that's selling online event is 2.2% of people that hit the page are paying $100. So those are good numbers that we're able to scale and drive a lot of traffic to, right? So right now you are at one out of 300, so that's like 0.3%. So definitely the conversions are low.

So it could be a couple things, okay? I always tell people it's either the hook, the story or the offer, right? It's one of those three things. So what's the hook on the landing page, on the page right now? So the hook is, on the landing page, I have some testimonials and it's just like, don't waste time with outdated study material, watch my exclusive study guide video revealing how to ace your insurance exam, and then that's the hook, I guess. And then to get them to watch,

and then as I go through, I give a little bit of a backstory about how I didn't really struggle with the material like a lot of my viewers are, but I found a way to study, and I think that's why I didn't struggle with it. And then I say, here's the way I found, and I kind of show them a little bit

of how I study the material for a few different types of life insurance policies and then the the offer is I actually walk them through to give a little bit of the material to show like so they are kind of getting some study help and then the offer is you know I showed you if you know this helped you guys learn these three types of policies there's way more content on the exam I do this for every single piece of content on the exam that you'll need to know. If you want to master your exam the way that you just mastered these three things, click the link below and you can guarantee ace your exam.

If you don't, or guarantee pass your exam and if you don't pass, if you finish this and you don't pass, you get your money done. What's the cost of the exam? The exam cost is, it's $40 for them to take the exam. 40 to 60 depending on the state and then my course is off to 97. The course helps them to pass the the realtor test have you said? Life insurance license. Life insurance. Life and health. Yeah. Okay and then if they pass the test how how much money, like, what's the average person make that the pass of the test is now in business?

92% fail their first year. Okay. So the 8% who pass, how much money are they making in their career? Oh, you know, they'll make over a hundred grand. The ones that make it do pretty well. They'll do okay for their first year. And if they don't pass the test, they make nothing. So I think my bet is just like, is over 100 grand. The ones that make it do pretty well. They're okay for their first year. And if they don't pass the test, they make nothing. So I think my bet is just like, you have to make the $100 seem cheap.

Because in their mind, they're like, $47, take the test, and $100 to learn how to take the test. Like that seems, that argument seems expensive. It comes back to like, hey, what percent of people fail the test, you say? Like 60, 70% failed the test the first time. Okay, so like, what you're playing against instead is that, it's like, look, the average agent makes $100,000 a year.

67% of people actually fail the test. And so like, it's literally, the test is the, is this wall between you and $100,000 career, right? I'm asking you to invest $100 to knock down that wall so you can go get $100,000 career, right? I'm asking you to invest $100 to knock down that wall so you can go get $100,000. Like that's the argument you gotta make because if $97 seems expensive, when you position it against a test,

it seems really cheap when you position it against the earning potential when they pass the test, right? And so like that's the story you gotta tell in your story. It's just like, I don't know if you struggle with that or your clients struggle with that, but it's telling that story like, I don't know if you struggle with that or your clients struggle with that, but it's telling that story. Like, they knew that their career was right here.

It's like the best career, like their $100,000 a year is like starting wage. Like it's the best thing to start with, but this test could be in the way and they couldn't do it. Or you can do it, they can, whatever it is, that's the story you're telling. It's this brick wall that kept hitting. But then when you learn these things,

then tests became easy and like literally unlock the door to this career. It's like unlocking doors, $100,000 sitting right there, but you gotta unlock this door. I'm saying we'll take the test three, four, five, eight times and they're just waiting and they can't progress in the life until that happens. Like that's the part of the story I'd be making sure

I'm telling, cause you just gotta make that $100 seem really inexpensive through the story. Then we get to the spot where you ask for the money. It's like, oh, $100 for me to get $100,000? Done, like I'm gonna go do that. Does that make sense? Yeah. So how should I? Because since the CTA is to get a free study guide. The CTA of the video?

In my YouTube videos, I'm like, you know, if you'd like a free study guide for helping you pass your life insurance exam, click the link below to get access. And then that's the lead squeeze page is, you know, submit your email for access to a study guide. And then the next page, the VSL page is where the study guide is. So like, should I change that? Or how could I integrate that into getting? Yeah, maybe change it by free case study.

Like you said, free study guide, like free case study on how to like how to smash through your exam. You know, something like that. Cause then the video becomes the case study on how to kind of smash through your exam, you know, something like that. Because then the video becomes the case study, that's what they're opting in for, is to actually watch the video, versus them opting in to get just the thing and then they're leaving,

because they got the thing and they're out, you know. Because your conversion rate might be really, really good for all we know, it's just they're opting in and they're hitting that page, you download and they're disappearing, they're not even watching the video, you know what I mean? Yeah. So, yes, maybe tweak that a little bit instead of in, and like, hey, you know, free case study about how, or, or even, um, do you give them the study

guide on the thing, like after they opt in the next page, they download the study guide there? I, I was having it set in an email, but now it's just the video. I was following one funnel away where it was the template and I was like, all right, let me just try just the video because you're saying like kind of combine the offer or what you're giving away, put it in the video that could be like part of it. I think part of it. The video is a lead magnet, right? So it's like you make the video provide value. So like, hey, free video is going to show you guys how we're able to, you know, the top three things that keep you from actually, you know, whatever the top three things that keep you from actually, you know, whatever, the top three things

that keep somebody from passing the test the very first time. And like now it becomes the video is the lead magnet. Does that make sense? And they come in and watch the magnet, they get the value and then boom, then you're making the offer afterwards. Yeah, that's right. Cause I don't have to have like,

I mean, the study guide, it can really be anything. It's like, hey, this is, you know, but tips or exact information. So, okay, cool. I'll do that. If you look at like most of my lead magnets are the sales video or the webinar, right? Like a webinar is a lead magnet.

Like, hey, watch a webinar to learn how to blah, blah, blah. It's just a lead magnet. And the webinar is the lead magnet that then makes the sales presentation. So I would tweak that just to try that out because first off, they'll give the existing YouTube people another reason to go back and click again, right? But then also just it positions a little differently.

And now they're looking at the video as value versus just like, I'm looking for my free thing. Where's the free thing? Why is this video cut? You know, like now it's like, I'm watching the video because there's where the value is embedded inside the video, you know what I mean?

Awesome, thank you. Yeah, good luck with that. Hopefully next week or whatever, come back and let us know how it goes. It'll be fun to see. I will mean? Awesome, thank you. Yeah, good luck with that. Hopefully next week or whatever, come back and let us know how it goes. It'll be fun to see. I will, I will, thank you. Thanks. Awesome.

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

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Again, that's wealthyconsultant.com slash secrets. Do not miss out. What's up everyone? This is Russell and fall is officially in the air, which means crisp mornings, pumpkin flavored everything and my favorite part is switching out those shorts and t-shirts for these cooler weather essentials. Right now, I'm all about finding the perfect cozy cashmere sweater and a sharp leather jacket and for that, I've got one word for you, Quince.

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You've got nothing to lose and a whole bunch of really cool cashmere to gain. So go treat yourself to some wardrobe upgrades today at quince.com slash clicks. Let's hop over to Alex. Alex La Rochelle. Hey, so Russell, great to be here, man. I'm so pumped, honestly. So I've been drinking out of a fire hose of knowledge from you for about the last year. And I feel like it's finally starting to like, you know, all of this knowledge and all this stuff is finally starting to culminate into, into practical implementation. And so what I'm doing now, though, is I've got, I've got a offer that I'm going to be actually I'm developing men into unbreakable leaders. And so with that offer, what I'm curious about mostly is in your offer stack that you set up in

the perfect webinar and everything, you say like, have a bunch of different things to add value to the offer. And so right now, like it's a six month coaching program is what I'm offering. And it's going to be one hour per week plus access to a free group for the life of the group, essentially. So I'm just curious, like with the, there is a couple other things that I have ideas to put into the offer, but I'm not 100% sure like how to position them so that they actually match what I'm offering versus just being kind of like extra pieces. If that makes sense.

Got you. Okay. This is actually fun for me because I'm literally filming a VSL today answering this question in like three hours from now. And I have, anyway, I have the book in the other room for the VSL. If I had it here, I'd show you. But have you ever read the book, If You Give a Mouse a Cookie or If You Give a Moose a Muffin?

Apparently those are like, anyway, anybody read that book before? If you have, wave your hands. Oh yeah. If you haven't, I'll give you the gist of it. Okay. So in the story, this mouse comes up to this kid, he's like, I want a cookie. So he gives the mouse a cookie,

the mouse eats cookie, and then all of a sudden he's like, I need a cup of milk. So he goes and gets a cup of milk, so he drinks the milk. And then he drinks the milk, he's like, I got a milk mustache, I need napkins. So he gets him a napkin, and he gets a napkin, and then he realizes his whiskers are long, so he needs to trim his whiskers.

Then he realizes he's getting tired, so he wants to lay down for it. And like everything starts happening, and this whole chain of events, all because he gave a mouse a cookie, right? So we start looking at our offers through this, if you give a mouse a cookie lens and it's changed everything, okay?

So the core thing you are offering somebody is the cookie, right? It's complete. They're gonna eat the cookie, they're gonna have it, and they have a great experience, right? So for me, for example, the core thing that I am selling somebody is,

in the ClickFunnels webinar, is I'm selling them a training course or excuse me, I'm selling them, well, it depends on my position, but let's say I'm selling them the ClickFunnels software. So you get the software, it's like, okay, I gave him a mouse a cookie. Congratulations, you have the software, you can build funnels now, right? And that's complete. Like they eat the cookie, that is amazing. But as soon as they eat the cookie, as soon as they get the thing, it solves that problem, but it always creates a new problem, right? So what happens is they got the ClickFunnels software,

like, sweet, I got ClickFunnels software, it's amazing. I don't know how to use it. I'm like, oh, good news. The second thing you're gonna get is I'm gonna give you guys a course called the Funnel Hacks course. It's gonna walk you through exactly how to use ClickFunnels, how to use it for this and for this and for this.

It's gonna be amazing. Like, oh, this is amazing, cool. I have ClickFunnels software. I eat the cookie, I drink the milk, right? But by doing that, it creates a new problem. Okay, so I have the software, I have the training, how to use the software that, it creates a new problem. Okay, so I have the software, I have to train how to use the software, but I don't know how to get traffic

to actually come to my funnel when it's done. Oh, cool, well the next thing I have is I'm gonna give you guys access to my traffic seekers course that's gonna get traffic to actually come into your funnel. Right, so I'm looking at like every component of the offer, it solves a problem, but then it creates a new problem. So the next component of the offer solves that problem, but then it creates a new problem.

And it keeps doing that until you have, the offer stack should make it complete where it's like, wow, I have everything I need to be successful. I've got ClickFunnels software. I've got the ClickFunnels trade, the Funnel Hacks training. I've got the Traffic Secrets training. I've got the Funnel Scripts help me write the copy on the pages. I've got, you know, so like by time sounds like in their mind, like, okay, I have everything I need to be successful. Okay. So that's how I always think about offers now is like the first thing you're selling, so for you, you said the first thing's a course, right? Did we lose you Alex? Oh yeah, sorry, my sound is in and out for some reason,

but I think I got the gist of it, so basically what you're saying is like, if, so for example, like I have the coaching, right? And I mean, part of developing the five pillars is gonna be like God, business, family, um, and then health and, and, uh, lifestyle. So like, if I'm like, okay, we're gonna, we're gonna go through those things. So what are the pieces that are going to actually help you become a better

businessman? What are the pieces that are actually like, and then from that piece, it's like, okay, what is the training that you need so that you can actually have a clear path and it makes it easy for you to actually do what I'm telling you to do? Is that- It could be that, or if you got five pillars, you could almost even just break up those five pillars

into the five components of the offer, right? So what's the thing you're leading with? Is it business, is it God? From what you're teaching of the offer, right? So what's the thing you're leading with? Is it business, is it God, is it, what's the, from what you're teaching in the webinar, what's the core message? So it's gonna be, it's gonna be mostly gonna be about like faith and then that's gonna be the core message. And then, yeah, I guess that'll be where it starts,

is with faith. Okay, and then what are the five pillars? So it's God, family, business, health, and lifestyle. Okay, so like, I create the office. So instead of thinking of it as like just one big course, think of it as five components of an offer, right? So the first thing I'm gonna help you guys do is get right with God and figure out spirituality,

whatever, blah, blah, blah blah. That's the first thing. Now after you've said, there's the cookie, right? And it's like, now you got the spiritual side of your life figured out. The next thing you want is connection with your family, right? So the second thing you want you guys is the training to help you with the family, da da da. Okay, so now you got God figured out and you got your family figured out. But the next thing people will worry about is like, what about, I don't have any money. Like, I'd love to have wealth and da da da, right?

So third, we're gonna show you how to start a business, right? Then you start a business, now you got wealth, you got God right, family right, you got wealth right. Next problem people have is their health, right? A lot of times people start a business, they get healthy because they're so stressed working out. So the fourth component we're gonna give you

is access to the health system, which is now gonna help you to have the energy and the vitality and all the kind of stuff you need, right? And then the fifth thing you're gonna get, so like breaking that down into the offer is probably how I would structure it, because you don't need more stuff, you just need to like position it in a way

where each part like unlocks the next part. Does that make sense? Yeah, totally. Yeah, I was definitely attempting to like, to bring other pieces in to like, be like, okay, this is kind of the core thing is gonna be these things. And then after that, you're also going to have this

and this, right? But yeah, if I just simplify it a little bit more than that, makes a lot of sense. Yeah, cool. Everyone's home for tonight is go read, if you give a mouse a cookie. And think about it when you do your offers, because it makes it so much more simple.

Like we had McCall Jones actually said that on training. And she said, I was like, oh my gosh, this is the mate. Like it makes so much more simple. Like we had McCall Jones actually said that on training and she said I was like, Oh my gosh, this is the mate. Like it makes so much, makes it so much more simple. Anytime I create an offer now, I was just like, what's the cookie I'm giving them? Boom. Okay, after I have the cookie, what's the glass of milk? Oh, they need this. And then, you know, boom, boom. And then makes it really fun to create offers. Hopefully that helps you guys a little bit. That's awesome. Thank you. Yeah. I'll make you guys a cool little chart too. So read that book over the weekend. Next Monday, I'll give you the framework for it. And when you guys all see the VSL and the ads coming out where I'm talking about, you

give a mouse a cookie, go comment back, that's the best ad ever. Because you'll know, you saw it the day I was writing and filming that ad and that VSL, you guys are sitting here and you know about it for anybody else. How cool. Awesome. Okay. Hey, let's hop over to JC. JC's got a question. What's going on? Can you guys hear me? Yep. How's it going? Oh man. This is great. Uh, to piggyback off of Justin, you've definitely been adding so much value to me. So, um, it's great to have you. And on a side note, Dante has been killing it. FYI, he's been holding it. Dante is the man. So I, I have no note, Dante has been killing it, FYI. He's been holding it down. Dante's the man.

So I have no fear when Dante's running stuff. I love it. Yeah, he's been holding it down. So I'll dive right into it because I know we got a few questions. So I followed the 10 day process. I said, I'm gonna go all in. So I literally got my funnel up and going.

This is about day 14, if I'm not mistaken. So I got my funnel going all this week. Um I set up was it clarity? Um and you might have remembered my question on Monday, Dante. It was like, hey, let's how do I gauge? Cuz I haven't really gotten any opt-ins. Um so, I was really just kinda gauging. Do I need to change everything? Do I need to shut everything down and start all over? And he said, no, just kinda play it out and see where

it goes from there. So, I will share it everything down and start all over and he said no just kind of play it out and see where it goes from there so I will share it real fast and I'll give you contacts or can I can I get it's asking me to request so I could share or become a host or co-host or whatever you should be good now let's try that that was different zoom is new every week I think you change this weekend I know all right sweet this weekend. I know. All right, sweet. So this is I just did it from when I launched or from Sunday to whatever. So I got about 237 unique page views. Maybe 30 of those were me but still a good good good base, but I don't know

if I set up the clarity because I'm not getting a lot of recordings. I'm not sure if I set up clarity correctly because a lot of these recordings don't show up accurately. Like the numbers don't match if that makes sense. So I'll just even go from Monday to today from when I set it up. I got quite a few page views, but I'm not seeing that in clarity.

Is that, I know that's probably more- I don't know much about clarity. So that's the outside of me. I don't use clarity. I don't know what that is. So I don't know that, but I'm not seeing that in clarity. Is that, I know that's probably more. I don't know much about clarity. So that's the outside of me. I don't use clarity. I don't know what that is. So I don't know that, but I love to kind of see the landing page and I'll give you some. Yeah, for sure.

So perfect. That was going to be my, so this is where I'm at. So my challenge is the mind challenge. My year is not done. I'm a coach and a consultant. So I work with individuals that want to maximize the rest of this year and I Give them 30 days of accountability coaching so on and so forth. So

With that said I'm not gonna be discouraged technically today will be day one I have a list of people that would are willing to be like my testimonials or guinea pigs But that's but like a better word So I'm willing to do that this month because it's a two-parter. So I have the first push for November and I do the first challenge, November 1st to November 30th,

and then I do the second challenge for December. So I think what I'm getting at is my question is, should I spend this time, build more testimonials, build more credibility, or should I still double down over this next couple of days before I shut down November? And then within that timeframe, what should I do to kind of get more traction,

if that makes sense? Gotcha, number one, I would do it anyway, cause again, bring it, invite a group of friends in, have people come in there, do it with them, cause again, you got testimonials, case studies, it's always worth doing. And then you can use that stuff on your landing page. And then number two is for this landing page.

So the biggest thing that I would recommend is it needs a big promise. I see it on my NYND challenge, my year's not done, no more excuses. So that's what it is, but what's the big promise? Like, what am I getting at? Why would I wanna do this? So that's my question for you.

What would it be? So what I push, so for the people that, this is my third year doing it, for the people that have done it, it's building enough momentum to go into 2025 with that whatever it is off of their list. So I had people who finally started and finished their book. I've had people that, man, I wanted to lose 10 more pounds

instead of starting the new year on a diet, I went into the new year and are already a little healthier. So the target audience are young professionals, like people who just, you know, day to day life, but there's stuff that they still wanna do. So I guess to answer your question, the why is to finally check those things off the list that they've been wanting to do all the year.

And now they're going into the new year with that sense of freedom, ready to move forward. Gotcha. Is this a free challenge or paid challenge? Paid. So there would be, I have it priced at $97 and then they have the option to go to VIP. Okay. Okay. First, your first homework Simon is the funnel hack meme. So I want you to go to, go to sellingonline.com. So this is a $100 challenge with a VIP.

This funnel is doing $1.5, $2 million a month right now. So funnel hack it, because you're doing the same model I'm doing, right? So number one, I look at the very top, big promise, right? Like discover the one to many selling sugars allowed me to sell over a billion dollars online without a sales team. So your big promise needs to be something similar. Like, I mean, not similar, but like,

go into the new, like, discover how to go into the new year and no longer have the regret and the fear and the doubt of like not hitting your goals and your dreams. Like if you've got a vision, you've got something you want to change the world, come on this challenge. And I'm going to take you from wherever you are today to,

like, that's what's in it for them. Right? Like if you found someone on the street, my guess this challenge, and I'm gonna take you from wherever you are today to, that's what's in it for them, right? If you found someone on the street, my guess is you wouldn't be like, hey, come join the TMT and challenge, right? You'd be like, hey, this is why you're gonna join it? Just pretend like you're talking to somebody. For me, if I was coming up with you on the street,

I'd be like, dude, I sold over a billion dollars online, I know exactly how to do it. If you wanna learn how to sell online, I got this really cool challenge, I'm gonna walk you through three days exactly how to do it, right? I guess I'd sell someone if I saw them on the street. So it's the same way I sell through through copy on a page. So just think about that.

What's the big promise? If you saw someone on the street and you want to get them in there, because you know you can change their life. How would you say that to them in like a headline? And that should be the headline, a big bold promise of what they're going to get if they come to your challenge.

And that's what I'd be leading with. I think that's what's missing on your page. It just seemed too generic. It didn't get me to the point where I'm like, oh, if I do this, it's going to your challenge. And that's what I'd be leading with. I think that's what's missing on your page. You just, it seemed too generic. It didn't get me to the point where I'm like, oh, if I do this, it's gonna change everything. Okay, I'm gonna do this. You see this right now, you're like, oh my gosh,

if I do this, Russell's gonna teach me how to sell the way he sells. And he's done a billion dollars and stuff. Like, I gotta do that, right? I wanna feel that when I see your page. Because that's what gets somebody to move and go run and find their credit card and run back to buy it and, you know, ask their spouse if they can, you know, if they can

buy this thing because they are able to go back to the spouse and be like, look, if I do this thing, man, JC told me it's going to change my life. Do you like, I want to do this. And then spouse like, yeah, go for it. You need to do this too. But they got to be able to communicate that back to the significant other, to their own brain, all kinds of stuff by just seeing the big promise above the video. So yeah, I didn't even have to scroll down.

Like I want to buy this without even having to look at anything else. Everything else is just like justification afterwards. Yeah, got it. No, that makes a lot of sense. Yeah, I was thinking of shutting it off. And then I guess last question before I go. So with the, so I've been just promoting it on YouTube, Instagram, Facebook, whatever, I would promote that part of the VSL.

Like this is the win, the big promise. Go here for more information. Got it. Yeah, if you look at all the ads for this, it's always like, Russell's the world record holder, sold more from Stage A than in the history of all time. If you wanna let us sell like him, come here, come here. It's just like, he's pushing back to this, to that thing.

You wanna let us sell online? Come over here, Russell's the best, come here. And so same thing, like, you gotta, you gotta kind of put your flag on the ground as the expert. Like I'm the greatest in the world at doing this thing. You want to learn to sell online? Come over here, Russell's the best. So same thing, you gotta kinda put your flag in the ground as the expert, I'm the greatest in the world at doing this thing. I think this is true, I'm saying this for everybody by the way, all of you guys, especially when you're first getting started as an expert, you have this imposter

syndrome, I'm not worthy, I'm not able. It's like the reality is you have to just step up and claim the thing you are. Nobody's certified me as the best salesperson in the world, I just said I was and I have some proof. I've done good things, like I just, I claimed it, right? You just gotta claim the thing that you were the best in the world at and position yourself that way

and then the people will come to you when you put that message out there. And so it's really identifying like, okay. Magic. That was fire. Is there anything else I should add besides that at the top? Like the big buy-in. So I just even looking at selling online,

like I said, I'm gonna go through and hack your funnel, but a lot of the stuff, I have the testimonials, I have the framework, a lot of it sounds the same. I just don't have the big. I think the biggest thing missing is just the big promise. Like what's the reason why they should join the challenge? That's the biggest thing. And then you can look at like,

if you go do Final Hack Mind, look at how we structure the VIP page and stuff like that. Like we test these things like a million different ways. And so if you just look at the structure of how we're doing it, you know, like again, it's working really well at a high level. And so I would just model that for a paid challenge,

for sure. Sweet. I appreciate it, man. I won't hold it up. Thank you. Yep. Thanks, man. Good luck with it.

Cool. And you guys stick with me too. Russell just said funnel hacking. I got to shiver up my spine because funnel hacking changed my life. So I'm going to give you guys some really quick tips and tricks that JC can use and everybody else with some cool extensions as well.

So you can really funnel hack, leverage the success of others, keep the arrows out of your back, baby. Can I mention one thing by the way? Yeah. We launched this funnel hacking live. We haven't told the world yet because we're still working through bugs and stuff.

But as you know, we have a new plugin called Barnum PT. If you go to barnumpt.com, it is insane. But winter right now, specifically for me, is building this new funnel hacking thing where you can like store folders and stuff, which will be hopefully coming out next week. But yeah, it is the most insane tool in the world. Like I, anyway, I love everything we do,

but BarnumPT is one of my favorites of all time. So I'm sure you'll talk about that. But anyway, it's like the coolest little free tool ever. So thank you. Oh, it absolutely is. You guys make sure to hop over there. Just put the link in the chat bar and it's awesome. Hey, this is Russell Brunson,

and I wanna 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 gotta figure it, 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. 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,

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But then we'll 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,

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sorry, I had my list right here. Where did you go? Sabirna, Sabirna, are you still with us? Yes, I'm here. Thank you, Dante. How's it going? Thank you, Russell. How are you doing? Doing great. Yeah. Amazing. I was recently talking at Ted talk and I was mentioning you because you were the best fit for that. It was about giving the value.

That's awesome. Yeah. I will share with you maybe link best fit for that. It was about giving the value. Yeah. I will share with you maybe link if it's interesting. And I was talking about how important is that in sales to give the value to other people. And I gave one quote from you and it was pretty interesting. Yeah, my question is, I'm struggling a little bit with positioning and, um, what to ask, like, what would you recommend, um, to position myself?

Like I'm a sales coach, but I, we have a lot of topics there, you know, and I cannot select the niche or positioning that can make me really successful. What type of selling do you teach people? Like one-on-one face-to-face phone sales, one in many. Yeah. niche or positioning that can make me really successful. What type of selling do you teach people? Like one-on-one, face-to-face, phone sales, one of many? Yeah, I have a lot of experience in sales one-on-one and it's over the phone, LinkedIn or email, like it's mostly bringing them to the meeting and then after that trying to sell.

Okay, what's your unique mechanism? How do you do it different than everybody else? The conversion rate is really high because I see that people, they make it, for example, the very long emails, you know, I write very personalized that the conversion is up to 40% coming to the meeting if it's email or LinkedIn message, for example. So it's like what you do on one of many, like giving a huge promise and everything like that. I put it just in an email, but in a very personalized level to exact that person that they feel sometimes they write, like, how did you know that I have this problem?

And they come to the meeting because I did a little bit of research. I know the segment really good. I know what kind of problems they have. And when I write that they react immediately. And that's why I have very high. And also with the cold calling, for example, I do a lot of cold calls and eight of the, from, from 10 people, eight, I can convert to the meeting. Exactly the same process.

What I do in, on emails, I take it to the cold calls, like really personalized. It's just not just a random call, you know, so very personalized. So that's why that's what I do different. So unique mechanism is getting people to show up for the sales call. Exactly, yeah. That's awesome.

Okay, that's what I position yourself as, like the greatest person in the world that doing that piece of it. And what's cool about it too is, because I'm sure you teach a lot of other stuff, the sales call and all the other stuff, right? Same thing for me, when I got started, I got good at all the things in internet marketing,

so I'd go and people ask me, what do you do, Russell? I'm like, I do it all. And I would try to, I can teach copyrighting, I can teach traffic, I can teach all these different things. And because I was trying to teach everything, nobody, it was really hard to get people to actually buy from me and do anything from me.

And I remember going to an event one time that I remember some guy came up to me after I spoke and he's like, he's like, so what do you do? I was like, what do you need? I can do it all. He's like, Jeff Walker, he's like the product launch guy and this guy over here, he's like the Google Pay Per Click guy, like what's your thing?

I'm like, oh, I can do both of those. And anything you want. He's like, oh, okay. And he walked away and he bought Jeff Walker's thing. I remember like having that epiphany like oh my gosh this is so annoying. So that's when I transitioned and this is back when I was writing the dot com seekers book. We were about to launch ClickFunnels. I'm like I'm gonna do some of the funnel do that. That's gonna be my whole focus and so I shift my focus just that one piece and that's what like I became famous for. That's what brought everyone into my

world but then inside of funnels I can still teach copy and traffic and SEO, all the other things I can still teach, but the lens they come in through is this one thing, right? So if you identify the same thing, like I'm the best in the world at getting people to show up to a call warm, right? Average show up rates are 20%, I'm getting 45%. On a cold call, I'm getting 80%,

and then when they show up, they're way better because of it, right? So that becomes your lane, that you become the best in the world at that thing. Your VSLs, your messages, all things are focused on that. And then when they show up, they're way better because of it, right? So that becomes your lane that like, you become the best in the world at that thing. Your VSLs, your messages, all things are focused on that. And then they come in your world, then you can train them on sales calls and traffic, all the rest of the stuff.

But narrowing your focus on what your specialty, what your unique mechanism is, is the key to like blowing up and actually growing the company. Yeah, it's actually acquiring the clients without putting any scent on that. It's actually that the clients without putting any scent on that. It's actually that what you mean, because showing up it's high, but closing rate is also high.

You know, the main goal of the client is to sell of my client, to sell them. And how many people show up and et cetera, it doesn't actually really matter for them a lot for them. It's matters that they sell a lot without putting a lot of money on paid ads or anything like that like creating content and etc. That's why maybe I need to then take this like acquire the clients without putting any any scent on advertisement or something like that. You think it can be a good idea? For sure yeah. I think again there's million there's million ways to find unique mechanism. I would just look at what the things you do that are unique that you can talk to you because

that's what gets people excited in a really crowded, really noisy marketplace. You know what I mean? Yeah. Yeah. I never heard about talking to someone about this at your any events. Like, do you think it is interesting for also like the, you know, like your group in general. How to get free leads to sign up for sales calls. Yeah, exactly. Especially in the beginning, because people, they don't want to spend a lot on meta ads and et cetera, you know, it takes a lot of money. Um, is there any way to apply for that?

I don't know for any of your events, like to talk about that. Even, even the way I pick my events is people that are in my world or during the coaching programs, inner circle. Those who I see, I seem to speak in my internal small events. That's who we invite to the bigger ones. So that's the best way is to plug into our, plug into our community, start showing up the events, starting to know you. And that's the, that's the way that I pick the speakers from.

So cool. Okay. Thank you so much, Justin. Thank you very much. Great to meet you. Great to meet you too. Bye. Oh, so good. Great to meet you. Great to meet you too. Bye. Oh, so good.

Fridays are the best. I think we're going to have time for one more here. Let's hop over to Annie. Oh my God. Oh my God. Can you hear me? Loud and clear. I'm so excited.

Russell, you're amazing. I love you. I absolutely love you and ClickFunnels. I've been following you for decades and, to you, to your amazing One Funnel Away challenge and the 90 day time that you've given us. I have finally started building my first funnel. Yeah, let's go. Oh my god, I'm so excited. You don't even know how excited I am. Okay, so if I could show you, I've only done my opt-in page. I'm a little confused

with the VSL and the four, you know, I'm using the template you gave us, so the four points at the bottom. So can they share my screen really good? Yep. You should be able to any go ahead. Okay. Thanks. Alrighty. Let's see.

Okay. Alrighty. So first final ever in my whole entire life. Okay. So, um, so I just followed what I, what I saw in the training and I called out, you know, the name of what I call my audience, the freedom seekers. And I realized now that I have to work on the headline to give it a better promise. But transform your life and embrace your freedom.

Okay, so what this is, what I'm offering, it's a, I can't get this out of the way, it's my program is actually called Pathway to Freedom 12 Steps to Life Transformation. Okay, so here's my logo and everything and I'm a little bit confused about how to do this I'm a little bit confused about how to do this VSL sense that should I put step one, two, three, four and then talk about the fact that there are eight other steps? What is that? Gotcha. So, okay, so the 12 steps are what you're selling somebody, right?

They're going to buy that the 12 steps, right? So what they're opting in for those not the 12 steps, that's what they're going to be buying on the VSL page. So what they're opting in for is to be able to watch the VSL. So the VSL is going to have four steps. So who, what, why, how, right? So I would say part number one, like this is like, uh, discover, uh, why I create this cool thing. Part number two, um, uh, you know what, like, like, and you know, and then there are three, why, like why you need it in part four? So you just, and you know, and then note three, why? Like why you need it in part four? So you just, you're basically, you're taking like,

you're taking parts of the video on the next page and you're telling them like, these are the things you're gonna be getting when you watch the video on the next page. Does that make sense? You're not giving them the 12 steps on the next page. That's what they're gonna, after they watch the video, then you're gonna tell them like,

I have a 12 step program, it's amazing. Click link down below to buy the 12 steps. And that's what they're gonna be buying from you. Okay, all right, yeah. So I'm still not very clear on the four parts here because I mean, shouldn't the four parts be like topics that I'm going to be talking about in the VSL and not who, what, I don't know, I'm just...

Yes, but the things you're talking about VSL are the who, what, why, how. You're not teaching the 12 topics in the VSL. VSL is not a, not, it's not for teaching the training. The VSL is to sell the training, right? So when I sell the training, you tell the backstory about how you discovered it, talk about what it is, why they need it, and how can they get it. And so those are the elements that you're talking about here is like, okay, on this video, I'm gonna tell you how I discovered this really cool thing. I'm gonna tell you what it is and why you actually need this and how it's gonna change your life forever when you decide to take action.

Like those are the four things you're gonna be talking about in the VSL. And the VSL then is selling the 12 steps that they're going to pay you for later. Okay so then I guess when I named these four parts it should it has nothing to do with any of the topics of the of my program. It's just you know like you said you know the the, my backstory, you know, you know, what it is, why and how, right? Yep. Yep. So it's basically just hooks to get them to go watch the video on the next page. Okay. Okay.

Just one more question then. I don't know how to get this stupid thing out of the way. Okay. All right. So, so the next the next parts of the funnel, well, we have the we have the the the VSL page, right? And then, and then we have the order form is that I don't have a program. I mean, it's all in my head. I don't have Is that, I don't have a program. I mean, it's all in my head. I don't have a course, I don't have a book.

I don't have any of that yet. It's all in my head. So I wouldn't be selling anything at this point or I don't know, what's the strategy with this funnel? Yeah, the strategy is you gotta start creating the thing to sell. You can't sell, a funnel can't sell nothing. So you gotta make something. So now is you got to start creating the thing to sell. You can't sell a funnel can't sell nothing so you got to make something. Now is the time to start creating it. It's to get these 12 things out of your head and and plug them in. So I create the membership site, make a different module

for all 12 of the modules and then click record and start start teaching it. It's time for you to step into your calling. Oh my god. The people are waiting for you. Okay, so, but is there a way for me to start collecting leads while I'm making the product so that I'm not wasting time, I guess? For sure, and you can even sell something that's coming soon. Just like college, right? University, like when my daughter and I

was applying for university and they want us to send them money and school doesn't start for like. Just like college, right? University, like when my daughter and I was applying for university and they want us to send them money and school doesn't start for like eight months from now, right? But they're making us pay for tuition now for something that's coming up. So you just say, I'm doing a course, it starts January 1st and now you can start driving leads and people can start paying for it even, right?

While you're testing, you're tweaking and then January 1st is when the first cohort starts. You're gonna go through the 12, whatever that is and then that way, and the reality is you're testing, you're tweaking, and then January 1st is when the first cohort starts. You're gonna go through the 12, you know, whatever that is, and then that way, and the reality is you, like, you could just create one module, like, create number one, like the very first video, right? Like when we sold the ClickFunnels offer, I recorded module number one, and we started selling it,

and then like two weeks later, I recorded module two, and I added it to membership, and two weeks later, so every couple weeks, I was adding a new one. So you don't have to have the whole thing finished to launch it either. So you can launch it starting January 1st and then January 1st you launch the first module. And then a week later, two weeks later, you launch the second module and you keep just kind of adding to it after that.

Oh my gosh, that's amazing. I am so excited. I'm going to stop sharing so that I can see you. I am so excited that I'm actually doing this and I'm so grateful to you, Russell. I mean, I can't show you more appreciation. I have no words, really. And Dante's amazing, so thank you so much. Hey, can I give you a gift for being here today?

Yeah, of course. I'm gonna give you two gifts and Dante, if you can help me with this. So I want to, for Annie, let's bump her click fund billing out for six more months. You're gonna pay for six more months. And we also get her access to course secrets. It's a course I sell for 500 bucks

to learn how to build a course. So I want you to go through that as well. That way you have time to go through the course secrets, learn how to build the course and not to stress about monthly payments for six more months after that. Is that okay? Early Christmas present from me. Thank you so much. Wow.

Thank you. No worries. I'm proud of you for doing it. So hopefully it gives you a little more motivation to keep it going. So your people are waiting for you to change their lives. So hopefully this helps. Yes. I'm going to help a lot of people because of this, because of you. Thank you.

Very cool. No worries. Thank you. Thank you. Bless you. That's awesome. And I got you back, Annie. I'm going to reach out to you after this.

We'll get you all set up. Very cool. Oh man. What a fun day, Dante. We shoot this every day. This is so great. Don't tempt me with a good time, Russell. Oh man. I wish I could stay on for two or three hours answer everyone's questions but hopefully

you guys all got value for everybody's different questions got ideas to help you guys on all your journeys and like I said I should be back next I'm like next week I should be here and I'll keep coming on as much as humanly possible so it'll be fun amazing and so guys please go do go do the thing right I talk a lot about lunch with Russell the the price tag that we used to have. And there's no price tag here. Russell comes because he wants to serve. So please go do go hit a new roadblock. Go find a new part of the journey. You're not able to get over. Go find another question. So the Russell can come behind us next week in the week after so excited for this man. Hey, I don't want to take much of your time because I know you're planning for that new pitch. Where should we look out for the new sales letter, by the way, the Give Mouse a Cookie? I'm gonna post, I'm making it also a YouTube video, so I'm gonna put it on YouTube as well,

probably next week or two weeks. So if you follow the YouTube channel, it's just Russell Brunson, follow there, you'll see the video for there, and then you'll probably see it running as an ad at the same time, so it's gonna be fun. An ad for selling online? It's gonna be going to a VSL for a phone call to get somebody to buy what we sell at the end of selling online. So it's our VSL funnel for the backend coaching. Yeah.

Amazing. I can't wait to watch that. Well, thank you, Russell, so much, man. It's always a pleasure. Thank you, Dante. Thank you, everybody. Appreciate you all. Don't forget your one