Marketing Secrets with Russell Brunson - Funnel Hack First, Webinar First, and the Math of Tiny Marketing Wins | #Marketing - Ep. 78

Episode Date: October 13, 2025

In this episode of The Russell Brunson Show, It’s another OFA Q&A session where I break down some of the most important marketing principles that drive real revenue growth…  Starting with one of our core values: Funnel Hack First. Before you build, you model what’s already working. I’ll show you how this mindset applies to everything from creating your webinar funnel to structuring your fulfillment model so it scales. You’ll also hear why I recommend using live webinars as the front-end engine (instead of book funnels), how small conversion lifts create massive results, and how to adjust your pricing to make group offers irresistible. Whether you’re selling online or scaling your coaching business, these lessons will change the way you think about funnels, pricing, and fulfillment. Key Highlights: Why we “funnel hack first” before launching any new campaign How and why running a live webinar first outperforms most evergreen and book funnels My sneaky secret for turning a free ebook into a strategic bonus that boosts show-up rates (Instead of just being a plain, boring lead magnet…) The simple pricing move that makes group programs sell themselves Why tiny conversion wins compound into huge sales growth Why the facilitator model is hands down better than the ‘coaching’ model If you’re serious about marketing, online sales, or building funnels that convert… This episode gives you some very applicable tweaks and shifts you can make starting now in your business! And if you want to funnel hack and follow the bread crumbs I dropped in this episode… Here are the links to the funnels I mentioned:  Agora-inspired test funnel → offerlablaunch.com Using ebook to keep visitors on the webinar → salesfunnels.com ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://sellingonline.com/podcast⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://clickfunnels.com/podcast⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Learn more about your ad choices. Visit megaphone.fm/adchoices

Hey, what's up, everybody? This is Russell. It is a Friday as I'm recording this. And I just got off probably my favorite Q&A call I have done inside of one funnel away. I was going to stop sharing these on the podcast because we're transitioning to the podcast here in the future is something really exciting. But yeah, I don't know what it was about today. The questions, the magic, what we shared, the aha, the idea. Like, man, it was really, really good. I do not want you guys to miss out on this one. So moving forward, probably going to be keeping all the Q&As locked down just for people who are inside the One Funnelway program. But I just, I have to show us that you guys is too good. And hopefully maybe some of you guys would be the inspiration for you to go to OneFunnelay.

com and go sign up. Good news is right now, we're going to be raising the price back to normal price soon. But right now you can get One Funnel's for free if you're a ClickFunnels member. So you've already clicked on a member, you can log in and come on these live Q&A calls I'm doing, go through the new program. We have two OFA tracks, one that's focused on e-commerce. And Trey Louel does is insanely good. He is blowing up. So many people's e-com funnels right now. It's insane. And we have one on my side where I'm teaching the expert.

If you want to be a coach or consultant and then train I both do live Q&As every single week. And it is insane. So it was fun. It was special today. So that's said, I'm going to pull up the Q&A. You guys can listen to it. And then like I said, come join us.

Come hang out in OFA. A lot of cool things are happening over there. I appreciate you all. And if you got a big aha or big takeaway from this episode, please let me know. Go to social. Take a screenshot of it. Tag me like, yo, Russell, that was sick. I love this or that or whatever it is.

Let me know. that's the thing she has and we'll talk to y'all soon this is the russell brunson show gang it's 12 o'clock on a friday and you know what that means we get to hang out with russell brunson i'm super excited for today this is going to be an absolute blast if you're an expert just to set the rules for this gang if you're an expert this is our expert only portion of the training today so from 12 to 1 we're only going to deal with expert questions your one to many presentations and any hurdles that you have going alongside that

And there he is, the man himself, Russell Brunson. How we doing, my friend? Amazing. How are you doing, Dante? You're always amazing. I'm amazing as well, man. Super blessed. Excited to be back hanging out with you again.

It's the best part of Friday. I'm excited to be here. It's been like Funnel Topia over here this week where the leads are flowing and conversions are sky high, baby. We had some of my, Nick, one of my favorite funnel builders flew out to Boise. So we were here, and my wife's out of town this week. So we were at the office to over midnight every night this week building funnels. I was in the editor crank it on stuff

I was like this is what it's all about I had so much fun this week so today's got on my day of just like recouping so if I seem half asleep it's because I am we literally pulled man from from 8 a.m. till midnight four nights in a row and it was so great so anyway but I'm here and pumped

that's amazing man that's so fun anybody else like me and you're like man I'd pay a year salary to be a fly in the wall in that week awesome we like it's funny I was talking in the front of Fridays call, I'm like, the stuff that we're doing right now, just everyone's aware, like, we're doing stuff that nobody else, like, when you look at, like, what people are teaching and training on, it's all stuff that we were doing, like, two or three years

ago that, like, now the market finds out and catches up, like, if you, if you watch close what we're doing, like, we are pushing the boundaries, like, we're doing stuff that will, people will talk about in a year, year and a half from now is, like, the, the newest thing, but, like, I just look at, anyway, so pay attention to what we are doing as well. Like, to be like, Russell, you send so many emails out, there's so many funneled like overwhelmed like stop being overwhelmed look at what we're doing funnel hack it like we are a year two years three years ahead of everybody else in our industry and so like pay attention to what we are doing from that like you guys are past the the stance of like needing to freak out and being

consumer all this stuff like like you guys are now doing this your funnel building your funnel hacking you're understanding these things like look at it for the art it is watch it understand like how can I how can I replicate it for my business um yeah like we launched a funnel just a week ago um that is one of the highest converting things we've ever done and it's backwards from all the stuff you've ever seen before and so if you're on the email list go back and click on all the links and be like what what what's he talking about and you're like we're leaving breadcrumbs but again in two years now people will be talking about as if it's the new thing they just figured out so anyway it's fun like this weekend was this week was fun because we were innovating some really

cool things that um yeah just watch what we're doing and so yeah as everybody goes scrambling back to their emails right now yeah be trying to treasure it's thing like your treasure hunting you're looking around looking for the for the buried gold so it's fun and it is funnel hacking right it's a basis of everything if i didn't learn funnel hacking guaranteeedly i wouldn't be here where i am today i wouldn't have been able to learn as fast so like and it's funnel hacking always too right russell don't just pay attention to what click funnels is doing pay attention to what the the market is doing we should always be looking at those things because it's first it's first to move right it's the first to be in that new blue ocean or

or turn a red ocean into their little blue ocean, we got to move quickly, which means we got to know what's going on. Yeah. It's interesting on the coaches side of our business, our values, one of our core company values is called funnel hack first. So like,

no one in my core in my company is allowed to work on something. Just like, let me be creative. It's like you have to funnel hack first. You're going to write an email. You're not allowed to write email until you've gone and looked at one of the last 10 times that we've run a campaign like this in the past.

And then what are like our top 10, 20, 30 people in our space that are doing it? How would they promote this kind of campaign? And from that, honestly, that we upload all AI, analyze it all, and then we do, we'd write a version based on that, right? If someone's building a funnel or a template or a page or a VSL or an upsell video or a webinar, like even though we've been doing this game longer than anyone, step number one is funnel hack first. Like they're not allowed. If they send me something like, hey, I did this, what do you think? I'm like, you're fired. You're done.

Like I need to see like, hey, this is what we were creating. I found this, this, this, this and this other people were doing there similar. From that, I analyzed all pulled out these things. This is the commonalities. This is the changes. This is how I want to innovate on top of that. Here's the idea, I'm like, you'll get a raise. Like, that's the, that's the right answer.

So funnel hack first, like, it's, it's a methodology that we have weave into the, the soul of our company in every aspect, from, from emails to marketing, to ads, to funnels to, to support to everything. So anyway, it's still, still happening for all you guys. So keep doing it. Don't, don't stop. And isn't it funny? You know how people always like to look at Agora, and you've talked a lot about Agora and what

they've done and what you've learned from them, but like people look at Agora, like, now Nowadays, when Agora launches offers, they just launch one offer because they've figured it out. And like, no, no, they don't. They're still launching nine or ten offers just to find one winner. They're still doing the thing. And Russell is still funnel hacking. I think it was a couple funnel Fridays ago. Jake was telling a story about how he was sitting with you recently to go do a thing.

And you were like, oh, I want to learn about that. So you pulled out your credit card. You bought the flagship. You went through the upsell sequences. You took your screenshots. It's like it's Russell Brunson. He knows the game. He built half the game at this point, and he's still funnel hacking.

So if Russell's still doing the thing, it's obviously core and integral, you should be doing the thing. In fact, speaking of a gore, three weeks ago, my Atlas Group, a highest-end mastermind, we went to a Gore and spent a week with them. And like, despite the fact I've been funnel hacking for years, I miss the core essence of what they're actually doing. And so the new funnel we launch, if you look at it, if you get, I'll give you a breadcrub. If you go to Offerlablaunch.com, if you go that funnel, you will notice. a whole bunch of a gore inspiration happening from there that is insane. And it's converting at insane number. So funnel or offerlablaunch.com.

So there's there's the breadcrumb to go go play with and go go check out. And that's what I'm going to say for now. That's all I'll say too, because I get a little fired up about Overlab. Anyway, man, so good to have you here. Let's get to some questions. I know Renee was here ready to rock and roll early. So let's start with Renee. Okay, thanks guys.

Hey, Russell. How are you? Amazing, Renee. Hey, have a cat here. Yeah, thank you. Hey, I'm trying to be 16th here. So I have a, I've been an executive recruiter for 25 years. And I've been going through my whole blue ocean thinking and reading and all that kind of stuff.

And it's most people are probably known, you know, because you run a business. It's like a bloody red ocean in the recruiting business. And people hate recruiters. It's like an awful process. And so I've been trying to do some pivoting. And so that's kind of how I fell across you guys. I went through the program. And so one of the things I was looking at was building out my framework of recruiting

and hiring and then offering courses, but then also offering up sort of the latter would be implementation of the company's oversight if they needed it. You know, getting inside the companies is sort of like the higher end offering. So my question, I have two questions. The question is, I can't find a lot of people that do that. So I'm a little bit concerned if the market wants it or doesn't want it. I know they need it because I'm in this world, so I know they need it and they fail a lot in it. They probably would be open to the recruiting secrets and all that stuff.

I could definitely do that part of it. So A, I'm concerned about like hacking, finding that. And then secondly about selling that or attracting the clients and what your methodology is on B2B because we see a a B-to-C examples in your program, but I don't see a lot of B-to-B, so I'm just, I just kind of want to make sure I'm on the right track. Do that make sense? Yeah. So are you, are you teaching recruiting or actually doing the recruiting? What's the, what's the business? I've been doing recruiting for 25 years. So right now I'm still on search. Accounting and finance, primarily I'm a CPA, and then we do HR work too. So the business you're building a funnel,

though, is that is to build that business right there? Is that the thing? Or are you building No, it's to teach, it's to teach the frameworks. Okay, and who's the person by, is it a business owner or is someone who wants to learn how to become a recruiter? It would be the business owner internally and at the enterprise level. Their biggest problem is attracting the right talent and then they screw the entire process up all the way to the close. I mean, you see it, I've seen it for 25 years. I've had thousands of conversations. Yeah, it's because businesses are like me should not be interviewing people in hiring me because

that's like I love to hang out with them it's like that's not what you're hiring for to hang out with you you're not going for someone to do this like called the likability factor you have people that you like yeah yeah and then you hire on gut you hire on gut which is anyway you know how expensive it is if you have the right because most recruiters charge percentage of year one salary right or something yeah so like what's a like if you place somebody what's the average commission you get for that Well, you charge 25% of the base salary. If it's a contained search, if it's a retained search, you get bonus to. But, I mean, it's a lucrative business.

You know, you make a lot of money at it. The problem you have is it's an up and down. So I want to try to smooth it out, like, you know, feast your famine sometimes. You're going to be teaching the secret underground secrets of a top-tier recruiter and how you can get the same customers that are the same employees that right now you're paying 25% a year-one salary. yes, up to $100,000 just to place this person, you can find the exact pool of customers where we find him, how we find him, and cut out the middleman.

There's your headline. Let's go. Let's go. And as I say, the two biggest problems you have, the only reason people hire me is either one, they don't have the time or resources internally, which is the same thing, or B, they don't have an inbound strategy. They don't have an outbound strategy. They don't have an outbound strategy.

Either they post and they hope the right person comes in. And then if they don't, then they have to call a recruiter. So they're just, they're not sophisticated. So I have to go. Like an inbound process for them? Is that part of it? I have an inbound. I have one. Yeah, that I can teach them.

Okay. Do you teach her, do you help, like, integrate as like it done with you? Or is it specifically, I go through a course and kind of figured out? I think it could be anything. I think you could go to HR and say, here's the course. Like, learn it. You implement it yourself. Oh, I can't, Renee.

I'm failing. Okay. I'll oversight it on a retainer. see where we need to go, oh, that's, you know, I need a little bit more handholding than you go into the company and you can actually handhold the clients. That's the premium that I would, I would charge a lot to do that. I'd love to be able to just, the other thing I can do, Russell, is I can get those courses professionally certified so they can meet the continuing education credits for that course, for the HR professional. So that's like another angle to it. Okay.

So what's the course for you? Well, I think it's for like me as a. And I'm not always everybody, but like, I wouldn't want to buy a course because I'm like, I just want someone to, I don't want to pay the recruiter. Because again, first time I paid a recruiter, it was insane. Then the person quit after like two months. I was just like. Well, you got to have a guarantee on that. Call me. Yeah, it was a bad. So then it was like, all right, screw that. We're going to figure it out on the way. And then we went through the nightmares trying to hire someone. So I would love to have someone like, you know, now I've got an HR department who's got a process.

And like, so we have that now, but we didn't for a long, long time. Like that would be the value, I think is like, is not necessarily you'd have to do it, but it's like coming in, here's the frameworks. And then you're going to have someone on our team over six weeks that's going to help you to install this part and this part and train the people. And like, just the, you know, because I don't, I don't want to learn. I just, like, I want the end result of like the employee. I don't necessarily want to learn it.

Someone who's the HR might want to learn it, but if you're going through the business owner who's probably you're going to be targeting, unless you, it's harder because you target the HR person, then even if they are excited, then they have to get permission to go by it and then they have to sell the,

you know, like, it's, I think it's easier to target the entrepreneur who sees the pain of like so much as a cost and just like, they may punch them, they may punch you to HR,

but that's okay, right? Yeah, but you want them to make the decision otherwise because it's much harder to go back up to flow the other way because then the HR person goes and pitches it and they screw up your pitch because they didn't they don't know how to sell it and they don't have the stack and all this stuff that happens you know yeah um and so I think like the way

I would position the offer is like hey if you have an HR person or if you're you're gonna create somebody we'll give them the training to do it but then we've got someone who you know we do six install sessions or four installs or whatever that is four one hour sessions where some of my team will come and uh and actually help install the different whatever the elements are of the framework and that way when it's when it's in place then it's like then you run the ads Now the right people come through and versus, you know, what you said normally happens, which is so true. Right. So you think that you still target the founders.

It'd have to be a very fast-growing smaller company that thinks that it's sort of, I think, I think, I think the ICP is somebody who's kind of drowning and they're having a lot of problems. They don't have any time. But yeah, they can't. What size, what size companies is your dream do you think? I think it has to be, I think it's going to have to be. like, I think it's going to have to be series A or B probably where they're doing a ton of hiring. If they're not doing a ton of hiring, people probably feel like they don't need it for the occasional hire they have to do. You know what I'm saying?

Yeah. What price point are you thinking for this? I don't know. I haven't gotten that far. You know, the whole thing about the online courses was be able to send their HR people to like async training or training with me first. Then they're educated and then you could go in and then you could work with them as a team. team to implement them that was sort of the because the people on the front end have to get trained I mean we can do the we can do the one-on-one training I just don't want to be training my time like

that all the time you know what I mean yeah I think I would position it was like almost like a two two part offer it's like let's say it's two thousand dollars to train the HR department through the thing or for five grand will also give you four installation or implementation calls or something like that you know I mean yeah and then the goal of the five the four or five or however calls would be like potentially an upgrade into whatever the next thing is now we've got a $25,000 thing or a you know, that's kind of how I would I would where you're going into the company and you're doing maybe some group trainings and then you're doing you know sort of one on one and even auditing the interviews and things like that there's a lot of art there's a lot of psychology

to it and people don't understand it I mean I'm going to throw all by the way I went through all of Tony's stuff I went through all of his live stuff I went to date through destiny three o'clock of the morning the guys are standing up when she were screaming and did all that stuff so but do you think there's a market for like what is your gut as a business owner because I don't want to go through this whole thing and then you know I mean I need to test it but yeah I think if I like my just the world I've created the for the click funnels world right like people going from zero to a million you just them and one or two buddies hanging out you know and then they get to a million then they start that's like the next face like my inner circle that's where people start struggling with just like

I'm overwhelmed I'm doing 800 things and that's they're trying to answer that question of hiring They're probably not in enough pain yet to hire an HR person. You know what I mean? Like they're not there yet. So it's probably a little big. I'd say like, I'd say like you're looking to probably somewhere on $3 million and above, you know, like a million, by three million, it's like they've got enough stuff. And then it's just like they're kind of now that's like I need someone to do this part.

And so I think, I think in like in the small entrepreneur world, it's probably a little harder push. Not that it's impossible, but it's harder. But if you look at like you started out series A round people, you know, like we're creating offer specifically a target the same thing people between series a and series B and so I was doing a lot of research and there's there's tons of podcasts of that exact demo like the perfect everything and you can buy ads on you get you can feature but I think if me that's that's a demo I'd go after and like I literally put together a Trello board I found like 50 places I'm like if I just spoke these 50 places that's a billion dollars for me just like because it's like the

the dream customer they're listening these podcasts they're like that's the they're the series A people trying to figure out how to get to series B. So that's what I'm saying these are these are podcasts that are talking to these that segment. Yep. Then you advertise on that podcast. Or even just like you come in and like podcasts are just like a TV show like back in the day I wanted to get on I wanted to get on Oprah and all the things.

And so I hired this story. Yeah. And all they do is that they figure out different hooks that Oprah might think is interesting. So they pitch her on hook and this hook. It's the same thing on podcasts. Like podcasters are looking for for interviews, but they're looking for good hooks. And so it's just like that hook that I gave you earlier, you know, of, of like how to cut out your, the recruiter. Is this, is this recorded so I could get that hook?

Yeah. Yeah, it's really hard. It is I'll get you the link right now. Thank you. Yeah. But like that's, that's a good hook you could pitch these things. And then, you know, again, you pitch it to 20 shows. You get one or two to pick you up.

And then you have the one, you do it. And you can get insane amounts, you know, from there you can push people to a webinar. You can push people to whatever the thing might be. And you just come on and you tell them story, these are the recruiting seekers. don't know what understands the psychology and this and you just like tell them the stories about all the cool stuff and then the host usually will be like it's so great work where can people learn more and you're like I'm actually in a web class this week go to rennetbeckman dot com slash class and you can jump on for 90 minutes and go deep into this can be amazing and then

if you pull the webinar boom sell them the thing and and then rinse and repeat and keep doing that um and that's the good thing that's all right awesome I have a lot of social proof so it's not like I'm not I'm already coming from a place of strength from an expertise standpoint I don't have to build that but yeah all right cool all right thank you so much appreciate that good luck with it all thank you yeah no good this is why i love friday that we'll see okay uh hey carry said she had a russle question let's bring carry up um yeah hi really great to speak to rossel so i have a question i am well i want to create a digital product library so i'm um i'm a physiotherapist and I also teach nervous system regulation.

I used to be working with chronic pain clients. And I just took like a year off to be with my family and have a baby. And I want to come back and I'm shifting what I'm doing because I, it wasn't really working like the whole chronic pain angle. It was quite heavy for me. And so what I want to do instead is I want to help. I wrote a book about both. burnout recovery and I want to package that book into a digital product library that I can kind

of create and then sell evergreen so that I can like I don't want to be doing one to ones or lots of live calls or webinars and things so I'm thinking kind of yeah build out the product library and then that and you know just commit to doing that for the next 12 to 18 months and then once I've bought a really built a really strong audience of that then I can start pitch like making my webinars and pitching a higher end product um so my question is um like how would i go about packaging my book into an offer like an into a digital product library like that okay first thing i would do this is not the answer you're hoping for but i would flip your timeline so you said you're going to start with the book the digital course or the digital

and do it for 18 months and then go and doing webinar. So the simplest way to make money and the easiest to be profitable with paid ads is a webinar first. Okay. Like a low ticket front-end book funnels are the hardest to get working on paid ads. Like you have to be a ninja to get the copyright

and the upsell structure. And even for me, it's the hardest of the funnels to get to be profitable because the margins are razor thin and everywhere. Whereas webinar, you sell $1,000, $2,000 thing. you have a lot more a lot more grace you know like because if if uh you get a couple of sales it covers the ad cost a couple more you're in profit and it's off the races and you're going to spend the same amount of effort um creating the digital courses you would whatever the offer is

going to be on the webinar you know what I mean okay yeah yeah I would look at it kind of from that standpoint of just like okay how do you take your book the content the concept of your book and like actually turn that into a full full blown course uh yeah create the webinar to sell that course So that would be my first path of action. And I'd focus on that. And if you spend the next year doing that, like, I have a funny story I'll tell you after, but like, if you think about that, like, when I got in this game, I remember this guy named John Reese, he did a million dollars in a day.

And he did it by selling a thousand dollar course. He sold a thousand copies. And I remember, like, that was just so inspiring for me because I was just like, that's now tangible. I'm like, if I had a thousand dollars, if I sell a thousand copies, I made a million dollars. And I was like, he did it a day. I was like, what if I could learn how to sell three a day? If I do three a day for a year, that's a million dollars in a year, right?

And so that was like my goal. I reverse engineered. I created a thousand dollar course. It was called dot com. I found the sales page this morning. It's kind of crazy. Anyway, it was called the dot com Secrets home study course. This is before I wrote the dot com Secrets book.

It was just like, but it was all this stuff I eventually became a book. But it was like me teaching it all. I filmed an event of me for three days teaching it. And then we turned to put it into videos and burned them on DVDs. And then went out there and I started selling that and, you know, sold a thousand copies eventually. that. And it's like, and then, yeah, so I'll be looking at it from that standpoint because it's like, if you spend the next 12 months and just doing that, I, I've seen it enough times that I have, I have so much confidence in the model. Like, I've seen thousands of people in how it

coming out world. They're like, if you can, it takes a while to get the presentation right and the offer, it takes a little while to tinker around with that. But when you get it working, then it's really easy to scale. Like usually after people spend, it depends how long. Somebody's two or three months, sometimes it's six months. But getting that working, and as soon as the numbers work, then it scales and you hit two common club in months. Like, it's really quickly to scale. So it's like this upfront work to kind of test and then it scales really quickly. And then for me, it's like when a webinar starts scaling it and like trap starts getting

more expensive, that's when I come back and I build like a lower ticket book funnel. But the book funnel I'm going to lose money on. The only goal is to come in and I lose money, but then I push those people with the webinar and then the webinar makes me more money. So it's just a different front end. But I always lead with the webinar. That's why we shifted OFA to focusing specifically on webinar funnel, because I get It's the fastest way, most consistent way for people to make money right out the gate.

It's like that's where I would put the effort for the next 12 months is mastering that piece of it. They can get you a lot faster. And it's funny because like this is the other funny stories going to tell you. In the inner circle when I first launched that coaching program and people come in, I made everybody go through my webinar training, they all had to do webinar. And so people come, they do their first webinar and they'd make 30, 50 grand, whatever it was, and they come back, all right, what's the next funnel?

I was like, you don't get another funnel. Like, what do you mean? I'm like, you have to make at least a million dollars in this funnel before you're allowed to do a second funnel, but I already did the, I already did it. I'm like, no, you understand, like, this is the, you have to focus on the same thing for a year and I forced them to focus on a year. And then within three or four months, because they were like, so, you know, they're entrepreneurial ADD people.

So like they would, they would, you know, want to transition. So like they focus on for three or four months, hit a million dollars. Like, now what can I, what's the next funnel? I'm like, okay, next funnel is just a funnel to get more people to watch your webinar. Because webinar works. Like, that's the conversion mechanism. Like, that's the holy grill of any business. any business. You create one webinar converts. Like, I mean, we built the ClickFunnels webinar

built a billion dollar company. Like one funnel, one webinar, right? And so it's like, you have that. And so then the lower ticket things are just to, again, if you look at my books, dot com secrets was to get like people understood funnels into my world. And the expert secrets is to get people that don't know anything about funnels, but they have expertise. It grabbed that segment of the market, unprofit, we don't make money on the book and then put them in the webinar and the webinar and then traffic secrets. People need traffic. They bought the book, come in. So I'm creating these other. front ins to bring them in, but the core central piece is still that webinar.

Okay. So what my current web funnel that I've just built is, is a free book funnel. So I'm basically giving away free PDF copies of the book within this funnel. And it's just to build audience. And so what my plan was was to run ads for people to download free PDF copy of the book and build that audience. And so with what you're saying, what I'm translating that into is the, once I've built out that audience of people that are looking for burnout recovery,

then I can do the webinar and invite all of those people into that webinar which sells the course, the training. Is that? Kind of, except for, it depends on what your budget is, because you're going to be paying seven to ten bucks a lead for a giving way of your free book. So it's hard to make your money back, right? So let me show you the magic trick. This is called.

I'm going to tell you, I'm going to show you mine. and then show you someone else. You can see two examples real quick. You pull it up. Okay, so I'll show the screen, but if you want to see this, if you want to go through the process and funnel hack program, if you go to sales funnels.com, sales funnels. Okay, so this is a page where they give a free,

they get my free ebook, but they get the free e-book for registering for the webinar. And then they have to show up to the webinar, and then at the end of the webinar, after I make a pitch, then I give them the free book. But I do not give it to them prior. I see. Okay. Let me show you another one.

This is, Tim Shields is in my Atlas program. This dude's got nine webinars. Okay, here's one of them. And he's got e-books. He's got cheeks. So this is like, get this $47 cheek pack for free. So he's a landscape photography. So it's like an e-book, basically, PDF.

So you get it for free. But to get it, you have to register, and then you show up on the webinar. And at the end of the webinar, then he gives you the thing. Let me show you another one. We've got tons of these. But, because the problem with what you're thinking right now is like, again, you're paying, who know, seven, ten bucks per opt in. So, like, if you put in ten grand, I don't know, this is the right one, sorry. If you put in 10 grand, you're going to get, what's that, a thousand leads.

And then they're most hot when they first opted in. And then, you know, if you wait two, three months and you do a webinar, those thousand leads, you paid $10,000 for, the quality of them is going to go down because they haven't heard from, you know, they're not part of something. So then in a month, they're going to email the thousand leads. and you'll get 20% open rates, so 200 are actually open. From that, you'll get, you know, 50% click through the rate, so 100 will click through, and then the registration page,

you'll get 30 people to register. You get 30 people. So you pay 10 grand, you got 30 people to register for your webinar. Yeah, no, it doesn't work, huh? It doesn't work, yeah. Versus this, it's like you come right here, and, again, salespuncom,

come and register for the webinar. I'm going to give you my free e-book at the end of the web class after you show up. They opt-in, webinar happens. You sell them the $1,000 thing. Then you give them the e-book, and now, like, you get your ad money back, plus you make a profit and then you can now you can start you put a thousand dollars in

a day and you make $1,500 back now you got a business that you can start growing and scaling it and all those kind of things does that make sense yeah no that makes a lot of sense um I think that um so the actual the whole book is probably not going to be a great lead magnet for this then right because they can just I mean it's available on Amazon or whatever so I think the way people are about that. People assume that people don't know that every like we literally like everything like everything yeah I say it. I had a supplement company for and I sold the supplements on Amazon for like $20 a bottle. I sold the supplements in my funnel for $60 a bottle and we were doing um you know four or five million dollars a year and people buying it on the funnel no one even looked at I mean

there a small segment goes to Amazon to try to find any discount and that's awesome but most of them like They only know what's being presented to them at the time. Most people are not out there looking for a way to get a discount on your free ebook that's already free anyway. They're coming. It's like, hey, opt-in. I get this free book. Sick.

And they're like, if the hook of the webinar is going to like, I'm going to watch the webinar and they have this free thing at the end. And they sit there. They show up. They hang out the whole time. And I would recommend go to sell funnels. com and watch the webinar because you'll see like strategically. Like I keep re-planning the seed.

Like the bonus I told you about. I'm going to give it to you guys at the end of this presentation. Make sure you're here. And then, you know, 20 minutes time. Hey, don't forget, guys, the bonus talk about earlier, I'm going to give it to the end, but it's getting them, it's the bait that gets them to sit there and sit on the webinar and watch it and sit all the way to the end. And then afterwards, I'm like, okay, now here's the e-book that I promise you guys. But during that process, I had the chance to indoctrinate them to build rapport and to sell my $1,000, my $1,000 thing in the middle of it. Yeah, no, that's great.

I love that. And I think, what I'm, my question, actually, as you were talking, I had a question, can I pre-record the webinar? and so I run it or do you say I have to do it kind of do I have to do it live can I? Oh man, do you want me to go on the Russell Rand

or do you want me to be nice? So three extra secrets. Be nice. I'm actually, you can't see, but I'm holding a baby here. Oh, I love it.

Yeah, this is why I'm saying. It's not that I don't want to do things live. It's just, yeah, it's really tricky for me right now to do, to show up live and to commit

to doing that kind of thing. Yeah. So this is the mistake people make, though. It's they tried to do the webinar live. They pre-recorded it, they put it up and doesn't work. It didn't work. I don't know why.

I recommend, and if you read expert secrets, I preach, I have a whole chapter to be preaching about this. Like, you've got to commit to making the webinar good, right? Like, it's an art. And you have to learn how to present and how to pitch and how to make the offer. And you have to learn what's happening and what's not happening. So I recommend everyone. They do a webinar live every single week until they made a million dollars. It's just a 90-minute commitment once a week.

You do it live. And the first time you get two people to show up next time you get five people, but you start learning it. And then what happens is as you're doing it, You're like, no one's buying. Why not? And you can ask people, why don't you buy it? Like, well, the offer doesn't make sense.

So this is confusing. Or we have a program called Prime mover that just focuses on helping people write their webinar. And there's this, these sisters, they call them the wealth twins. They're awesome. And they had, I think they had like 2,500 people on an email list from their YouTube channel or something. This is really small.

And I told them the webinar every week, every single week until they made a million dollars. Like, okay, they're just like, all right, I'm just going to do what he said. So they set up the webinar and they took their 2,500 person list. They mailed, like, 250 people. It's like one-tenth of it. They emailed them, did the webinar live, nobody bought. And they're like, ah, so then the next week they did it again,

the next 250 people emailed it. Some people showed up, and from that they got one or two sales. It was really small. So then they went back to these people like, hey, like, why didn't you buy? Just let us know. And then people are like, well, I didn't understand the offer or this. They're like, I don't actually, like, that was cool, but I don't actually want that. And they're like, what do you want?

Like, well, I want this. And like, oh. And so they changed the offer. They tweaked something. They did that three or four times. And within a month, the next Sunday did the webinar, it crushed. It was like, boom. And they're like, oh, and then they asked people like, it got more feedback and they tweaked

and they tweaked it. And then they went, again, the upfront part that takes a while is like, is learning what the offer, like, what do people actually want to buy from you and then learning how to sell it. Like those are the two pieces that take entrepreneurs the longest. And if you will push past those two things, hitting a two comic club and beyond is insanely easier. The hardest part is figure out what do people actually want to buy from you and how do you

actually sell that? And so if you spend 90 minutes a week for the next six months. It's just mastering those two things. Afterwards, you will be financially free for the rest of your life. It's just those are the two pieces you have to figure out. And you can't figure that on an auto webinar. I can't make a webinar once in my home put it up. Like, hopefully it works.

I do. Yeah, yeah. Now what I do. You know what I mean? So that's the, there's the nice version of the Russell around. But I'd recommend for me, like when we launched ClickFunnels, I did the webinar live over 70 times in a row. And we did $10 million that first year and built it to $100 million your company.

But it came from me mastering that presentation. And now I know it worked for word. I could recite it top of my head. head with my eyes closed right now and and I could close 10 to 15% of you guys right now because I've done it somebody I can know exactly what numbers are going to be and and like that's the most valuable thing like but it took me a while to like figure out exactly what people want to buy from me and exactly how to sell it when you have those two things figured out that's like hitting two common club is really really really really easy soon as you figure those two things

out what are you selling and how do you sell it what do people want to buy from you and how you structure the presentation to sell it and when those two things line up it's easy I I saw, I remember Dan Henry, who's one of the, a lot of you know, a lot of you know, Dan Henry now, a huge name, making a ton of money, but he came to our world and he was like, trying, trying, trying, try to bunch stuff. And as soon as it clicked, found what people wanted webinar, four months to Comic Club, just like, boom, just. So it's like, that's the effort up front.

Like, the funnels are not hard to build. Like, clip films makes it easy. Funnels are easy. All stuff, getting traffic, you can figure it out, you can hire someone, but like, those are the two pieces that are the secret sauce. And you figure those two things out, then, then it's easy. So that's, that'd be my recommendation for you. Thank you.

Yeah, I really appreciate it. Thanks for your time. No worries. And by the way, for everyone else, I hear, I was preaching to all of you. This is not just for her. Everyone, I guarantee you, I think of the same things. I give people all the time now. And they do their first webinar like, webinar converter.

I'm making it evergreen. I'm like, stop. That webinar is the worst one. Yeah, that's the worst webinar you will ever do. Do it five more times before you ever green it. Because if you get the conversion from 5% to 7% and then you evergreen it and you're at 7% of conversion versus 5%. And over the next 12 months, you put a million dollars in ads. million dollars times two percent increase in sales that's an extra like five million dollars in

your bottom line that you miss because you like i did a good one so i'm just going to stop like tinkering tinkering this the game because these little hinges swing huge doors right like me going from think about this like in a traditional funnel let's say um let's say you're getting 30 percent opt-in rate right and i'm tweaking this to figure out how to increase offner i go from 30 percent to 40 percent it seems so low like a 30 percent not big a deal that means there's there's 25 percent more people who just gave me their email address means 25 more percent people are going to show up the webinar so 25 percent more people are going to buy so if I had a webinar wasn't going to make a million dollars a year now it's going to make 1.25 million

dollars a year right and so like that just gave me an extra 250,000 dollars that I can either spend on old books if you're me or you can spend more ads or whatever you know like it's just these little it's it's increasing conversions by a little bit and so some you guys may have heard me talk about this mantra before the mantra is like how do you give yourself a raise every day every day you come in the office and like how do you I give myself race today. It's like, I come in and more ag on my team. I'm like, Morag, what's conversions looking like on this funnel? And she's like, oh, we're at 32%. I'm like, that sucks. We should be at least 40. I was like, let's try this, this and

this. Let me know. And next time I come back. She's like, ah, that actually hurt conversions. Like, oh, dang it. Go back to the first one. Okay. Let's try this. And we'll tinker with it. And then, like, at the Offer Lab launch, when we launched the Offer Lab funnel was converting, percent opt in. It was like horrible. And so he tweaked. I got to like 15 percent. And then Sunday night I was in my house. My kids and wife had passed out. I was like, tinkering, ting. I got to like 28 percent. And we got to 30 percent. And then 36 percent. If I would have stopped after nine or maybe 15 percent, I would have lost. I mean, just looking at that launch, it would have been seven figures worth a loss. And I made an extra seven figures

just by tinkering on headlines and exit pops. That was like the dumbest thing in the world. But those little hinges swing huge doors. So put in the effort, you guys, because it's it pays in dividends like it's it's insane absolutely does that really reminds me of a story you shared about your dad asking you about how you wash the car right and it really just like comes down to standards and like what what's the metric what are you trying to do you just trying to build a webinar so you can pump something out and you can go back to russell and say yeah i did it great or you really trying to do something that you're proud of like if i could just share the story really quickly russell's dad asked him to go wash the car outside when russell's

a kid. So Russell's a typical kid. He just wants to go wrestle and beat somebody up and go play in the mud and do the thing, right? So he goes and he washes the car and he's like, okay, it's good enough. Goes to his dad. Hey, dad, I did the car. Dad looks and dad says, well, are you proud of it? Russell thinks. Well, I don't know about that. Looks back. No, not really. I can do a little bit better. Okay, great. Does a little bit better. Right. And he continues to go through this and go through this. And I think that's how you guys should look at your webinars and look at all of your funnels, every single one of your funnels. So that was my goal for the day.

That's my nugget. That's the thing I'm going to go focus on all next week. That was sick. Thank you, Russell. Let's hop over to Angela. Oh, sorry, Aisha. Excuse me. Out of order.

Aisha's. Very excited to get to speak with you guys. Thank you so much. I am launching a webinar on November 18th. Yeah, let's go. Make your business official how to build brand and bulletproof the business of your dreams without the information overwhelm. So I run. Thank you for that reaction because I've worked on it really hard.

I run a law firm and the ultimate goal is to get folks into the firm. I learned that I need a strategy to catch them earlier. So I'm doing a bundle that consists of LLC formation, a trademark, and then key contracts to catch the early stage entrepreneurs. I'm struggling with secret number two as a service provider because how do I thread the needle between knocking down all those internal false beliefs. Hey, you can do this with buy my thing so that I can do it for you. I'm just as a service provider because I've listened to, I'm in prime mover.

I've listened to all the modules and I've heard you talk about like how you weave in click funnels. But as a service provider, it's a circular argument. I'm like, you can do it. And I'm going to show you high level strategy, how. But in the end, it's a lot of information to distill come on over here with me. So that's what I'm struggling with. Gotcha. So we walk into there was secret number one

so I can understand the context we're going into is for number two. So secret number one is my framework that it's called I got next. I got next means like when you come with confidence I have these three pillars that say my LLC, my foundation is formed. I'm going to stop trying to side hustle

my way through life. I'm going to properly form my company. I'm going to protect it by branding it with a trademark. And I'm going to make sure that either if I have a 1099 person, they're really a 1099. If not, I'm going to put you on the path to hiring them as a proper employee so that you can really build and protect, protect what you've built. So that's the number one framework. That's the secret number one.

Okay. So what are then, so after they hear that, what is the, what is the internal false belief somebody has? Is it that, is it that they don't want to do it? They can't do it. Is it that they could do it free or cheap? What's like the next internal thing do you think? It's kind of two things. It is releasing comfort, right?

I work at a stable job and I don't want to let go of the comfort of knowing that I can, you know, every day when I show up, I'm getting my check every two weeks. Or it is legal Zoom does a lot of that stuff for me. Why don't I just go with legal Zoom? Gotcha. So these people pre-entrepreneurs, like they have a job and they're trying to leave? Is that where you're grabbing? It's a combination. It's a combination. So part of, part of me, like I live in the D.C. metro area. So right now the government is shut down. So part of my nudge is, are you going to continue to allow people to have your fate in their hands? This is a pathway to freedom for you. I've worked for publicly traded companies for 20, 30 years. Like, are you going to allow the decisions made in the boardroom to continue to control your destiny? to me. So it's people who either are contemplating, leaving, and need that nudge, or it's, they've already been doing it as a side hustle, and they need to, I want them to do it right. Go full time. Because I've tried to straddle. So that's part of my origin story to them

in tier one is I've tried to straddle and the straddling doesn't work. You got to get out there and do it. But if you're going to do it, do it right. Cool. Okay. So I would, I would play off of like you want to plant seeds of doubt like that's one of my favorite things to do in presentations or persuasion is I'm planning always planning seeds of doubt so legal zoom is um it's interesting because uh we sell in the back end services where people will go and they'll help accept their l seeds of doubt and so uh we get a little back people like oh i just go legal zoom to do it myself it's like i like planning seeds of doubt because there's so many like legal zoom horror stories right where in fact i bet if you ask chat gbt you give me 35 of the coolest

Legal Zoom horror stories, they would pull them all out, where it's like they set up the LSC, but it was the wrong thing. It's filed in the wrong state, or they did this, but it was actually this. And they ended up getting sued to you. Like, it's like, I would, I would be like, all right, now that you guys understand this, then, you know, secret number two is the reason why legal Zoom could be the downfall of your future budding business you're so proud of, right? And then it's like, everyone's like, oh, I could do it myself.

And then like, I would find some of those funny memes where it's like the tattoo guy where it's like if you see that or it's like the person's showing like this horse that they want and then uh then the tattoos like this crappy like dry hand drawn horse like like you get what you pay for like almost like that kind of thing like just showing like the contrast of like that it's like it's like if you're trying to build this thing you want to do it right like don't don't go the cheap option in fact this is like let me tell horse shows a hag on have gone that option you're showing these other things like that and be like the reason why you know um these don't work is because whatever and then insert like our framework is this process da da da da da da

this is why we do it because we have to go through and we have to vet and find out, you know, and like all the the things that you do to kind of, to make it where it's like, okay, I'm not going to go figure out. I just on my own. This makes way more sense to trust somebody. I don't want to do the cheap way. This is not like, like I remember what I got LASICs 20 years ago. And I remember going in for the consult.

And the doctor's like, all right, we got two packages. One that's like, 500 bucks an eye and one that's $2,000 per eye. And I was like, the $2,000 per I won. He's like, do you want to know the difference? I'm like, I'm not. going to go cheap on my eyes. Like, I will go cheap on other things, but not my eyes. I was like, whatever version that is, charge me that one. And I think, like, I'd play off off with some of those things and just like, like, you, like, you guys, you'll get what you pay

for. And if you go to the legal zoom route, it's just, oh, yes. Chris just posted it in the chat there. Yes. Your clients ask if you can do any cheaper. Like, that would be my thing. But that way you're placing these seeds of doubt that make them now, like, they're always going to second guess. Like, I could go to Zoom. It's going to be cheaper. But like, ah, I just like. Same thing with chat GPT. So a lot of people want to chat GPT their way through life. And I use chat GPT. Chat GPT has information, but it doesn't have expertise.

So at some point, you've got to actually go apply that information. And so I think, like I've heard you say, yes, you have the information. And it's like people like, yeah, I'm going to do it. I'm going to do it. And then like you have to actually go do it. And then that causes delay. So you're not achieving your dreams because you just stuck there with a lot of information and not like the real knowledge it takes to apply it and get it done.

Yeah. You can even like do a demo where you do a chat GPT thing and have it pop out something it's like horrible. And they're like, that is artificial intelligence. If you want real intelligence, hire us. Yeah, yeah, yeah, because they will spit out. I mean, people love chat GPT5. I've had a lot of trouble with it. I'm like, it's not what I asked you. Like, go back and do it again. At the very end, um, my offer is kind of those three phases of my framework. And I know I'll get the question if someone else already has their LLC. I already have my LLC. What if I take that piece out, will you reduce the bundle? What are your thoughts about that? Yeah, you say no. Okay, good. That's the advice I've given, but. Yeah, I would even say,

like, I know with, my dad for 20 years did business structuring stuff. And so, like, he was structured people's business. And I don't know. He'd have, like, like, my company, there's like a holding company where I hold my assets and there's something different. Like, there can be somebody that where it's like, hey, you may have an LLC, but like, you actually need multiple entities for for tax structure and protection and protect stuff from creditors and predators. So maybe you'd be like, I don't know if you believe that or whatever version, but if you have something like that,

that takes away the thing like, well, I have an LLC. It's like, cool, you probably did it wrong and you probably did the wrong state and you probably didn't hook the right things together. And you can show like, hey, if you have all your stuff in one LLC and you get a car wreck and someone sues you, they can take all your intellectual property. Versus you have it over here and you're licensing it from here and you get a car wreck, they can't touch it because they don't own it, right?

You can show some, again, fear stories like that as well. And then now it's like part of this package we're going to be setting up an LC for your own extra property, one for the marketing arm your company, whatever the structure is. But that way, it gets rid really quickly. It's like, well, I already have an LC. Like, cool. You've got one of the X things you need to actually be protected as well, you know.

Awesome. Thank you so very much. Really appreciate it. I love the program. So I've only been in it since early September, but it's been amazing. So thank you so much. Glad to have you here. So congratulations.

Thank you. Yeah. Thank you. That was a great question. Isn't that crazy? The D.C. Shut down. Like the government shut down.

It's wild. Can you imagine if we could just like shut down, like, let's just stop working for a while until we decide to come back. I don't know any of the details of what's happening. It's just in my head. I'm like, no offense to government workers. But anyway, never mind. I'm going to get in trouble with my thoughts.

But I mean, entrepreneurs don't get days off. Like, I haven't had a day off in 25 years. Like, I can't even imagine. Like, that would be amazing. What would you do with the day off? I'd be so bored. I'd be like, uh, no. I actually took a day off last week.

And it was absolutely terrible. It was awesome until like 10 a.m. And from 10 to 5, I was losing my mind. Yeah. And my day is off. I'm trying to like enjoy and relax. And then my wife's like, so what are doing during your day off? I'm like, I kind of want to go and read a book at the office or something.

You know, it's like, all right, did you day do what you want to do? Like, awesome. Thank you. I'm going to wipe out my next funnel. This would be great. Sounds miserable to have no goals or aspirations. Oh, I didn't say that. Gosh, I didn't say that.

Sorry. Okay. Hey, we have short time here. I know you have a really busy schedule, so I will get you out on time. Let's hop over to Angela, though, really quick. Angela has a webinar question for us. How can we help, Angela? Hi.

Looks like we have another Angela, maybe. How are you, Angela? Okay, you want me? Is this? Oh, there's two of you in here. I got you. Oh, okay, sorry. You almost got me.

There you are. Good to see you. Russell, thank you. I feel so honored to be here. I do have a question. So I was telling Dante earlier that my husband and I, we have a coaching business for marriage. We've done it for years. We already know how to sell the program.

But I'm committed to doing the weekly webinars. However, we really don't know how to transition the one-on-one over to one-to-one, is what our goal is. selling or like the coaching side the coaching side to to sell the program as opposed to one to one to one to transition it to one to minute because we're getting burned out by doing one to one in a week is just not enough time so we've got books we've got everything all the pieces just don't know how to scale it from from that cool and there's another part to that question russell uh angela earlier we were speaking speaking and she's done one to one for a long time she can close those sales perfectly fine but she did her first exploratory webinar and her webinar only had two registrants that showed up to the webinar guess what she made a sale she made a sale with two people in there i was telling her that close rate 50% close rate on two people so in a webinar we want a lot of people because we need to make a feeding frenzy i need a shark to bite the fish so the only

other sharks come in and bite the fish with them right so what do you think russell when you hear that i was telling angela don't uh at first we were like well should we do one-on-one presentations and then yeah sure do some one-on-ones you can make fast cash you're really good at the thing while you're building your webinar but when you hear something like that do you think oh ditch the ditch the uh ditch the one-on-ones and just go into the webinar let's do multiple webinars a week what do you think oh versus one-on-one uh sales calls yeah oh yeah oh yeah Well, first off, I'm scared of one-on-one sales calls. So I would, at all costs, we'll avoid those myself personally.

But it's just, it becomes an efficiency thing, too. You know what I mean? Like, you can do a webinar and I can sign up 250 people in an hour, which would take me a decade and a half one-on-one, you know what I mean? So overtime is definitely better. There, oh, do I should, ah, there's a 80 russet out. There's a really cool strategy. Richmond Dinda is called the Tiny Challenge, where it's a one-on-one challenge.

sells. I did it, anyway, it's a different strategy, but, uh, never mind. Don't, well, you can look back. I already wrote it down. There's a YouTube video I interviewed him. He talked about. It's kind of interesting, but he basically, he has some sign of like a, for like a live challenge, uh, we like five, one hour calls with him.

And the end of he pitches his high ticket thing. But then he sells, um, what he calls, um, uh, look, look a, or follow alongs or something for like 50 bucks where people can like listen in and watch him consult this person. and then at the end of it, half of those people buy the package as well. It's like an interesting twist on like how to do a webinar, but that's outside this point. I would say though, if it was me, and you can still do one-on-ones if you need to, but I would do once a week, like maybe it's Friday where you're just like, every Friday we're doing a group call, jump on and we're going to, you know, and that way the unconverted people

who didn't buy during the week or people in the past haven't, like, it's just a unique different way and just like, invite them like, hey, you know, in the past we talked about this, maybe it wasn't a good fit at time, but jump on, we're doing this really cool training and then it gives you the ability to do like a one to many and just keep yeah as you're building your webinar and stuff just practicing things and testing things and adding things and um but yeah it's just it's you know it's so much more efficient if you get 10 people and you close half like that's a week's worth of someone sells college you know what I mean so yeah and the fulfillment sides because that's kind of more you wanted to focus on right the fulfillment side yes but then also

we have we've always sold the program 1700 to 1900 one to one and Do I still, would you still keep that price set there as opposed to now there's more in a group so they're not getting the individualized attention? Should I increase or keep it at the 1997 or drop it back some since it's one to me. Let's pay in 1997. What are they, what do they, how do they, how does that work? The 1997. So you get the six week, you mean one to one or one to many? On one to one, what do they?

Okay. So that used to be eight weeks, one-to-one, the book, access to us throughout the program, and then their community. Okay. And it's six 101 calls? It used to be eight, then we backed it back to six. Okay. All right. This is what I'm going to do for you.

And you're going to have resistance to this initially, but I promise you I'm right in the end. I'll trust you. All right. So step number one, you are now officially raising your prices. you are no longer $2,000 for six sessions. You are now $5,000 for six sessions. And I think you should be a lot more than that. You should eventually be eight to 10, maybe even 12.

But I'm going to give you $5,000 right now because that's going to be the first belief we got a break. And then you find out people pay you that. And then you'll creep it to like $6,000 and then $8,000. But because part of selling the group is you have to create the perception rate, like the shift, right? Like when I wanted to Like launch a $10,000 program I also launched a $25,000 Because I wanted you know

And lo and behold There's a group people Always decided to $25,000 When I wanted to launch my $50,000 I also launched $100,000 And then percentage went to $100,000 You know, and we recently Last month launched a million

And two people bought the million dollar So it's always pulling yourself up higher And it makes the value of the lower ticket thing Less expensive So group coaching program for $2,000 Is a normal cost for something like that So that's not outrageous to think. So I would say I would raise your one-on-one immediately to $5,000 and then start selling the group of the $2,000.

I don't think that's, I don't think you need to lower the price on that at all. And then when you are selling it, you can even on the webinar bag, there's two options. When we're going on with us, $5,000 or $6,000, wherever you, whatever you feel comfortable with. Or we have this group, which is the group's nice because it actually you get more stuff and it's $2,000. It's not one-on-one with me, but you're getting access to more. Like, I look at the prime mover coaching program we have, right? I guess $10,000 and they don't get any one-on-one time with me at all, but they get way more time as a whole with like, I saw Chris Cameron who runs the program that he's in here right now

listening along. One of our members here, like, they get so much more because there's coaching calls four or five times a week and they have onboarding and there's events and like, you know, so they get way more than they got, you know, they paid me 100 grand for a half-day console, right? They get way more that way. And so it's actually, someone was like, you can pay 100 grand if you want, but like this is better deal for 10 grand you get way more stuff it's just not me personally to get all my coaches you get my videos my trade you know and so that's the the positioning on it and then the

fulfillment i'll talk about this because this is um this is something that took me almost 20 years to figure out um yeah Chris Cameron said don't discount raise the value it never lower your prices just increase the value um okay uh so in the back in the back they're trying to grow up because the transition always is like one-one coaching and you get overwhelmed and stuff and transitions to group coaching. And so I'll tell you like where we've ended after 20 years of testing. We now have switched our backend coaching to what's called facilitated coaching. I don't know. Are you in the prime mover coaching program? I am. Okay. So you've seen out like I would copy that. Like what we are doing works. I've been preaching this in my inner short groups, my Atlas groups and we've

got probably about half dozen now that they all fought me on it for almost a year. And then like, Dr. Sonia was the first one who like, all right, I'm going to do it. And then she did. She's like, this is the greatest thing in the world. And then another one. And so I've got, five or six of like 250 people who have finally like tried it. And they're all like, why didn't we listen to you earlier? So I would literally like look at what you're doing, like we're doing and just copy it. Like it's they take your six calls you normally do. Go and record 15 minute videos of you teaching whatever the core frameworks are.

Hire somebody who's going to run module number one once a week and have them come in. And then they facilitate it. They push to your video. They do a break out. Just like I would funnel hack and just copy that process. That process is 20 years in the making. And of all the things we've done, it's, it's had the highest satisfaction rate, the highest success rate, and the least stress on Russell's shoulders of anything we've ever done. So it's like, if I can give you one gift, it's funnel hack that and model it.

Like, you literally need one facilitator. And the coolest thing, if you look at the facilitators, and you can, I'm sure you can hit up Chris Cameron. He can talk to you more about it, too, or jump in Q&A's, but it's cool because the facilitators don't have to be a coach. That was the problem before when I was hiring coaches is they had to be somebody who, who, who, coach my stuff and that's hard to do right like Dante's probably one of the few people I actually would trust like he he knows my stuff well enough and he's iterated on he can he could do that but to find someone like that is very very rare and somebody to watch a coaching call with someone you're like why would you tell them that like and then you're liable for like what

these people are saying and so right facilitators great because the facilitators aren't coaching right they're like facilitating watch this video go in a break group out room or breakout room right do your notes go and like they're facilitating the conversation and then our someone asks them a question what they're trained to do is not to answer they're trained to push back to the content like that's a great question russell talks is on module two uh video three here's the link to go watch that and so they're they're really good at pushing back the content but they don't have to be expert matter matter subjects they don't have to coach them but i don't want them coaching people i want them facilitating and then using my coaching you know my videos my my things to actually do the live training and takes the stress and liability um and that's kind of how how we structure so yeah i would i would i would model that because it's it works really well and i said we i mean we were We're putting through primary programs out, I think 1,800 people in the last 12 months to join that. And I think we have three facilitators. So it's like, we could add 500 new people tomorrow and it wouldn't, it wouldn't, I wouldn't hire more people. Right.

So if you had one facility, one person that you trained to do that, we take all the pressure off your back for the rest of your life. I am so all over everything you said. I trust you 100%. I'm on it. Thank you so much. Totally invaluable. Awesome. So great to meet you.

Likewise. I will see you at one of those live events eventually, I promise. Okay, awesome, awesome. I can't wait. Dante, that was a great, like, over, like, all the different sessions were so different. And, like, insanely, I think the, like, very great thing. So that, anyway, that was, that was, that was fun. That was really fun.

That was a super packed power hour. I love that, man. Yeah. Love that. And thanks for all the stories and examples, the real examples you're giving us. Not like, you're some dude that's like, oh, I did this 20 years ago. And here's what worked 20 years. years ago like the stuff happening now today that was that was amazing my weekend's already plugged up

now i'm going to go do all of that awesome man thanks for you man i'm i'm super grateful for you and hopefully a chance to hang out in real life soon i need to come to lancor you guys are come out here we'll do something be fun let's do it man be the pleasure of my life thank you russell thank you for your time and all your uh uh all the you that you give us in these it's amazing have an amazing day thanks dante thanks everybody we'll see guys Do you have a funnel, but it's not converting? The problem 99.9% of the time is that your funnel is good, but you suck at selling. If you want to learn how to sell so your funnels will actually convert, then get a ticket to my next selling online event by going to sellingonline.com slash podcast.

That's sellingonline.com slash podcast.