Marketing Secrets with Russell Brunson - Pricing, Niches, and Strategies to Skyrocket Your Success: Q&A from Selling Online!

Episode Date: December 23, 2024

Welcome to another segment of our lively “Selling Online” Q&A session, where we dive into more of the most pressing questions from our incredible community. It was an energetic follow-up to our previous VIP session, packed with actionable strategies and personal stories that can help take your business to the next level. From tackling Dream 100 campaigns to leveraging unique marketing strategies, this episode is all about turning big ideas into real-world results. We covered a variety of intriguing topics, ranging from personalizing outreach for high-impact connections to the art of leveraging live and recorded webinars to scale your offers effectively. Whether you’re trying to master cold outreach, refine your niche, or explore new pricing strategies, there’s something here for everyone. Key Highlights: Dream 100 Strategies: Learn how to make meaningful connections and follow up effectively using personalized video messages. Webinar Magic: Discover the power of live and pre-recorded webinars and which strategy might work best for your product or audience. Data Insights: Tips on leveraging data appending services to deepen your understanding of potential leads. Pricing Strategy: Insights on how price points affect conversions and when to go niche versus staying broad. Personal Stories and Lessons: Real examples of how strategy, preparation, and passion intersect to drive success. If you’re ready to refine your strategies, strengthen your connections, and push your business forward, this episode has you covered. Don’t miss the chance to tune in and gather some game-changing insights! And if you want to enjoy the Marketing Secrets Show ad-free, check out https://marketingsecrets.com/adfree Learn more about your ad choices. Visit megaphone.fm/adchoices

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20% off full-size fragrances now through December 24th. Shop now at Sephora and Sephora at Kohl's. What's up everybody? This is Russell Brunson. Welcome back to The Marketing Secrets. No, The Selling Online. No, The Russell Brunson Show. I don't know, we're we're still in the middle of rebrand trying to figure out exactly what to do But glad to have you guys back and I hope you guys are all doing great and getting ready for

the Christmas season Christmas holiday. We're like a day or two away depending on when you're listening to this from From Christmas. So hopefully you and your family are Are together and enjoying the season so to kind of end out year, what I wanted to do is we wanted to focus on actually doing a couple more of the Q&A shows. Last two episodes, we let you guys listen in to the SlogOnline Q&As, and I hope you enjoyed it. I hope you got a lot of value from it. I think, you know, the best thing to do

is to be able to ask somebody directly your questions, but sometimes the second best is to listen in and actually hear other people's questions and ideas. And it's really powerful. So this is part three of four of the Q&A show and I hope you guys enjoy this and hopefully gets the wheels your head spinning for your own businesses you're preparing to get into the new year. A couple of things we'll talk about during this episode.

Talk about some more cool Dream 100 strategies. We'll talk about live and pre-recorded webinars, what's best, how to do it, right? Price points, talking about figuring out your niche. We'll talk about different pricing strategies and I'll show a bunch of real world examples to help show you guys just different ways that you can use marketing in your business. So I hope you guys enjoy this episode and if you do, please take a screenshot, tag me in it on socials. And, and as always, please jump in and go leave a comment on the show. It always means the world to me. So that's it. Hope you guys enjoy your Christmas. Hope you enjoyed this

Chris, this Q and a show with I think one more Q and a show and then we'll be into the new year, which we have some really cool things prepared for you guys in the new year. So hopefully you guys continue listening and we'll see you guys again soon. 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 going to show you how to start, grow and scale a business online. My name is Russell Brunson and welcome to the Marketing Secrets podcast.

Welcome back everybody. What's going on? All right. Next up our welcome back is Tish. Welcome back. Thank you. Thank you. And thank you so much for taking our we really do value your time.

So let me get right into it. I have two follow up questions. So I'm going to try to get them both in the first and Russell, you said make sure after I do the dream 100, by the way, I've already started doing it behind the scenes ever since you said that, um, I got my whole plan written out here after I, after I, I was thinking I'm going to send them a gift. I haven't something in mind. I'd like to, but you said after you do that, make sure that you're all over social media so they can find you everywhere. How do we get in front of them when I don't know where they spend their time on social media?

So you said be everywhere they are, right? So how do I do that? So do you have, I'm assuming you have their email addresses? Do you have their, what do you have? Do you have their home addresses? What info do you, what data points do you have on them? All we really have is where they are in social media. They're social media accounts.

That's what we have from them so far. Because these are corporate leaders that do not provide that information unless you have their relationships with them. Well, the good news is that we are in America, and America's got no privacy. Yes, that's true. Just so you all know, that's how it works.

So we do this all the time. So there's data appending services that you can hire. So I think Melissa Data's one. So we do this all the time. So there's data appending services that you can hire. So I think MelissaData is one, there's probably a couple other ones. But basically, if I have someone's email address, I can send it somewhere, and they will give me all the rest of the data. Or if I have someone's home address,

I can send someone, and they'll give me all the rest of the data. So if you have any data point of someone, you can get most of the rest of it with like 98% accuracy or something like that. So you do data appending service, so you get whatever you can, right? You can try to scrape contact, scrape information.

Anyway, this is like the gray hat Russell coming out, okay? It's like, you need the data, you can get it. It's all there, right? So basically, but it's gonna take a little work, right? You can also, it can be as simple as like, contacting through LinkedIn or different places and trying, you know, like, hey, we're trying to send you a gift

or who's the person at your company. In fact, there's a really good book, oh, it's so good, it's called Predictable Revenue. Through Predictable Revenues, it's the guys who took Salesforce from zero to $100 million originally and they did it all through cold emailing, cold calling and how they got, anyway, it's not 100% apples,

apples what you're doing, but it'll show you the scripts they use to get people's contact information. Like they would do is they would find the person lower up in a company and they're like, hey I'm trying to find you the buying agents for da da da and the person's like, oh let me introduce you to it. And then they'd be that person intro and like,

it was really sneaky code. They're like the gatekeepers oftentimes. Yeah and how they position the emails to do stuff. But it's worth reading just to get ideas. That'd be like one like how do we get these people's contact info, right? Then it's going in and like, what can I scrape from LinkedIn?

What can I scrape from the business? Like sometimes if I get business address or things like that, and finding data pending services, you know, it's all these different things. InfoUSA, you can buy lists of people that have stuff, right? So it's getting any of those things you can possibly get, and then doing a data pending,

because if I can get their email address, now I can take all the email addresses, go into Facebook and say, these email addresses, follow them everywhere they go. On Facebook, Instagram, Google, because it'll let you track those things and then now you can just blanket those people and follow them everywhere they're going. Got it. Thank you.

So I have time for my follow up. So the other thing is, I am thinking inside the gift, I'm going to put a little card that this is a gift for you, something like that. I also think I would like to put a QR code in that when they scan it, there's some type of video from us. And if you were going to have a video that they scanned and saw, would it have an offer in it? I'm curious what you would do. Cool. I do this often. And Kate, let me tell you the secret. This is a painful secret. So I'm gonna give you some pain and you're gonna love it. So every time I do a new launch, I get my camera out and I record 500 videos. Hey, this is Russell Brunson.

Or you're just like this, like, hey, what's up, Frank? How's it going, man? I'm so excited to send you this package in the mail. I'm gonna show you, it's really cool. Let me show you a real quick clip to show you exactly what's in it. Video room two. Hey, what's up, Mike? So first off, hope you're good.

Last time I saw you at whatever off, hope you're good. Last time I saw you at whatever event, that was so cool. And like the fact that you guys are doing that is so awesome. Hey, real quick, I made you a video explaining, da-da-da-da-da. Video three. I do that for like two days. And I take that to my team and then I make a second video

that has all the rest of the stuff, right? And then they just like, they glue those videos together. So it ends up being like a 10 minute video that each getting, but they're getting a very custom minute to 90 second thing where I'm like, trying to remember something personal that we would know together. Like, dude, that thing you did last week was so sick.

Like that was amazing. It made me think about that. By the way, check this out. So it's painful. Like every time I do it, I tell my wife, I'm just like, well, I'm making 500 videos today. She's like, I'm so sorry. I'm like, I know.

Cause you have to be like the same excited every time. Like, hi, how's it going? Hey, how's it going? You're just like 400 videos in, you're like, I want to die. Hi, how's it going? You know, anyway. So that's the reality of how I do it. And then I don't know if I would pitch the thing as much

as just like, cause initially I'm trying to build some kind of rapport or relationship or something. I'm trying to get them to call me back or do something. I had somebody one time send me a box like this and it showed up with a prepaid cell phone and had a prepaid cell phone in it with their phone number. It was like speed dial one or something and they had a video. It's like, hey Russell, da da da, whatever. Pick up the phone, just dial one, it'll call me directly, my private line and we can talk.

And I was just like, I have to, I hate phone calls. Like phone is my number one fear in life. It's kind of weird. But I was like, I have to, I hate phone calls. Like, phone is my number one fear in life. It's kind of weird. But I was like, I have to push one on this, because the guy had sent me a prepaid phone. I clicked on it and shared it with you. And so I'm like, hey. Anyway, so there's a lot of different ways.

But yes, more trying to like, I'm probably not going to sell from it. I'm trying to like, how do I create enough of something that I can have a dialogue with them, however I want to be, right? If it's online, or if it's a webinar, or if it's something, you know what I mean? That's what we try to push towards. Thank you.

You are totally fire. I'm in Myron's inner circle. Oh, we love Myron. Wow. Wow, thank you so much. No worries, thank you. Way to go, Tish. Love it.

Now we're talking about the actual, here's like, you know, sometimes we think it's like, it's all sunshine and rainbows. It's like, no, we're gonna go and spend two days doing 500 videos. And then we're gonna go scrape people's contact information of the people I need to get a hold of so I can figure out how to send them stuff.

And the other thing we've done a lot in the past is like actually getting, going to the company, hitting the gatekeepers, like, hey, I'm trying to send Julie a gift. I don't want her to know about it. What's the best office address to send it to? Ninja hack. And they're like, oh yeah, here's the address

or whatever, you know? And so there's always, there's always ways. B2B is always interesting too. I mean, you could hire a setter to go do all of this stuff too, but adding that personal touch to it makes all the difference. And some of these people you knew, like if it's a dream 100 play and you knew them,

but like for Tisha, if she doesn't, maybe it's something that they said, like I've had people email us, like click on this radio, like I just listened to episode, blah, blah, blah, blah. And it was awesome because of this. And you're like, oh, they actually are paying attention. So like if Tish goes out and says, I just saw on social media that article that you did about this changed my life. That's one of the reasons that I'm reaching out. Something like that, that does like a personal connection again. 100%. Yeah. We're always trying to look at that personal connection.

Even like Dream 100, when we're going Dream 100 for affiliates, I can't remember who, I think it was Rachel Peterson, she said that was, she would do for Dream 100 gifts and she would like find the person, find them, follow them socially and try to look at, like what can I send them that match the house? Or she'll go to like their Amazon wishlist and if they have an Amazon wishlist,

then she'll like send them stuff from that, cause like we know they already want this, anyway. It's a little more work, but man, you get one contract, one deal, one engagement, it can be worth it. Can I tell you what not to do as well? Just for a second, like Russell doesn't drink. I don't drink. Okay. Um, it's religious for us. And I had a guy send me this big, huge, like winecraft. I made like a connection for him. They made a bunch of money off this event and he said this winecraft. I'm like, dude, we've been friends for like three years. I see you at events all the time. And he sent me a wine carafe.

Like, and when he watches this, he's gonna be like, oh, you know who you are. I just love him, but come on, man. I just said, someone wanted to pitch me on a network marketing opportunity. And I don't know how they got through all the gatekeepers. Somebody got me on a fall. I don't know.

I was like, how does this person give me a call? So I'm on a call with a guy and he pitched me. I remember, and again, I'm Mormon. Mormons don't drink alcohol, tobacco, coffee or tea, right? So like never touched in my life, never had a coffee, don't even notice, I get, anyway, have no idea what it tastes like. And he gets in front of me, he's like, Russell,

he's like, I got an opportunity, ground floor opportunities, could change your life, and all that stuff, right? And then he's like, what is one thing that everybody in the world drinks every single morning? I was like, water? He's like, no. He's like, coffee, there's not a human being on earth

that doesn't drink coffee. You're like, he's pitched me this whole coffee MLM. And I listened to the whole thing, I was like, dude, He's like, coffee. There's not a human being on earth that doesn't drink coffee. He just pitched me on this whole coffee MLM. I listened to the whole thing. I was like, dude, you did not do your homework. Somehow you got through all my gatekeepers. You showed up, and the company had other products. But he pitched me on coffee. I was like, there's a segment of the market who I happen to be part of that doesn't drink

coffee. Anyways, I'm like, do your homework before you show up to talk to somebody. Yeah, Dream 100 is so powerful if it's done right. Yeah. It's awesome. That was a great question. All right, let's keep it going Clayton. Who do we got?

All right, we have actually a new question here from Luis. Luis, welcome to the party Luis. Hey. What's your question? Rosal, it's a pleasure being here with you my friend. Just so you know, I call you Papa Rosal. I love you. I love you I love

you a lot so the day the day I get my two comma club award my wife said this this so I can so I can let you know what she doesn't know if she's going to congratulate us or if she's going to do totally the opposite because you blew my mind and I blow her mind so I drove her crazy just so you know. Thank you for everything guys. It's been really, for me it's an honor to be here right now. So let me tell you, I have a program called YouTube Fortune Maker Formula that I created, which pretty much I help Latinos and Hispanic people to grow their personal brands on YouTube, which I find it is like the most powerful platform in the world. So I have gotten a lot of good results with the students,

but before that, I was in the real estate industry. I was a top producer. I love real estate. So the majority of the results that I've gotten is with reactors. But I don't know if it should be a good strategy for me just to niche the reactors, because I also have doctors, psychiatrists and different

people in my program or just go in general with personal brands. The strategy that I'm using besides my organic traffic with my YouTube channel and all that kind of stuff is I'm running ads through a BSL, a pre-recorded BSL where they can just schedule an appointment on my calendar. a BSL, a pre-recorded BSL, where they can just schedule an appointment on my calendar. But now that you talk about the Perfect Webinar, I don't know if it should be worth it. I think it definitely should work for me to try and go live.

Ransom adds, and try the Perfect Webinar live to see the reaction. What are your thoughts about that? Should I go with one specific niche, or maybe just personal brands in general or try live webinars? What's the price point where you're selling? I have two programs. One, 997, which is just a program, and the other one is $2,500, which we have live classes

once a week where I can see and check what they're doing so they can do the tweaks and optimization on the part. So 997 and 2500. Yeah, so both those price points work really well in the webinar. So I would do that because it takes you out of doing the selling and all that kind of stuff. So that would be number one. I think 100% I would stop what you're doing now if it's working, but I would like create

this and see if we can get that to the spot where it can scale way faster, where you're not involved so heavily on the fulfillment or the selling side of it. And then number two is like, so it's always easier to pick a niche market. Now you may want to do, especially if you've already done for a couple, you can go and like, let's do it for realtors. So it's like, I would make a very specific webinar and offer for realtors, get it working, running. And then after you get it working really well as Evergreen, then you can, if it's on autopilot,

then you can go and create one for doctors or whatever, but the more niche specific the actual presentation, the webinar, the landing page is, the higher conversion rates will have across the whole board. You know what I mean? So I pick one and just focus on it, perfect it, get the ads working, get everything working, and scaling it, and then if you wanted to,

you could pick another market or you could just pick that same market and just keep going deep, right? I got to know Krista Maitchour in our group. She helps realtors, she does that, and she does a million dollars a month just helping realtors, just doing their thing, right? And so there's deep wells there.

Sometimes we get so excited about all the opportunities we're jumping from thing to thing to thing to thing versus like, you can just dig a really deep well in one spot as well. So, you know, just kind of. No, beautiful. Actually, I started doing, I have a webinar for realtors,

I have a webinar for personal brands and it's working. But the thing is that I'm thinking that maybe if I do live webinars, maybe I can get like better results. I don't know what do you think about that? If I can just run traffic to, I don't know what do you think about that. If I can just run traffic, I don't know if, I would like to go live once a day at least, but I don't know that the traffic is gonna be enough to send in more people for every day.

So we found like, so I showed this, what day it was, the improv webinars. I showed like the one I did on Facebook Live and the one that Kailin did. So it was initially like, so Kailin was doing webinars like registration to webinar, cause one I did on Facebook Live and the one that Kailin did. So it was interesting, Kailin was doing webinars, registration to a webinar, because she did the Facebook Live version, and it out-converted her other one,

and then they turned off their core webinar, just drove ads directly to this one, or that became an ad they were driving traffic to, and she swore by, she's like, I would never do webinar registration page, because some of us click on the link, then they register, then there's a guy show up and it shrinks down the funnel.

She's like, here's like, I just run ads to the actual webinar and it blew up and they were getting like 10, 20, 30 million views on one Facebook live she did, right? And so a lot of people started jumping, trying to do what she was doing because of that and the problem is most of them bombed because they hadn't perfected the webinar.

So Caitlin had done a hundred webinars live prior to that. So when she came on, she nailed it, and it was just like, she knew the script, knew everything in a crush, right? So what we're finding is like, the best is to practice and master and learn it inside of the framework of you just doing it like in a traditional webinar.

But if you already got one that's working, going live and doing it is really powerful. Usually it's gonna be shorter form, like it's harder to keep someone's attention 90 minutes on Facebook or whatever, Instagram, whatever, but doing a 30 to 45 minute version of something and then running that as an ad is a super smart strategy.

So you don't have to do it every single day, just do one, maybe do it every single day until you get one that just crushes and then it's like, okay, now just turn ads on that thing and blow the whole thing up, you know what I mean? I'm gonna do that right away. Keep me loop on that, man, I wanna see how you do with it. So. Thank you. Great question Luis.

Can't wait to be your new wife soon. When you get your two on Comic Club Award. I don't know. I'm just warning you. I'll see you. I'll see you on my...oh no. Run! Just so you know.

Thank you. Thank you guys. Awesome. Thank you. Thanks Luis. Give him a hand. What's up everybody? This is Russell Brunson. I've got something really cool thank you guys. Thanks Luis, give him a hand. What's up everybody? This is Russell Brunson.

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All right. Next up is we have Sebastian Jimenez back. All right. Welcome back, Sebastian. What do we got for us? Studio. Thank you. Can you hear me okay?

Yeah. All right. Hey Russell, I listened to your podcast. I think it was the replay of the last VIP Q and A and you pitched the guy his own business. of the last VIP Q&A and you pitch the guy his own business. So would you pitch me of why I should use a studio versus doing my event at home, for example? How would you pitch somebody to use a studio

versus doing it at home? Okay, cool. Using your studio versus doing it their own way. So- Yeah, like why get a studio to do the event? Yeah, you'd be interested to do, so these are things I would do the research trying to figure out, like looking at your clients, you know, studio versus home and like looking at like what conversion rates are. I'd be curious to figure that out, like, because that'd be the story. You got to build some kind of story that's going to break up.

Because I had that answer, but only one time it it happened they were doing it at home or at the office they made $600,000 from the event they came to the studio they made 1.2 million they went back to the office they made like 800 so they came back to the studio they keep coming. That's all you need one story. I only have that one. Perfect let me show you the let me show you the here's Russell pitching Ken the number one secret to double the sales on your live event without changing any of your live event, or only changing one thing in your live event

that seems so insignificant yet it's the key. They have one of our clients go from $800,000 to an event to over $1.2 million. Dredge your webinar, find out what it is. Oh, what's the hook? What is the one thing? Say show up, it's like hey, this is, how many, you're here,

you're an author, you're a speaker, you're a coach, you're a consultant, you are great at what you do, right? How many of you guys are out to do webinars right now? How many of you guys do live events, right? And you're crushing it. Did you know that just the fact that transitioning the environment you're doing an event can change everything for you?

In fact, let me tell you the origin story. I had a client, da-da-da, tell a story. The client, there's your origin story. You do the first one, 600,000, second one, one point two million, went back, and now you will never leave. And the reason why is this, okay? That was the thing, from that we figured out a framework

that increased conversions through virtual studios. All right, secret number one, virtual studio. The first thing is the fact that virtual studios give increased credibility. Because it's not just some guy in his underwear in his house, it's like, this person must be legit because they're here, right? It's the reason why people try to get on the news

and try to do these things, because you get the street cred, the credibility, you get footage of you in front of the stage, and it increases your credibility to the end market by being in the studio. Number two, a lot of people are home on their webinar running the tech stuff themselves. How many of you have been running a webinar before

and the tech dropped and you screwed up or the internet went wobbly and you lost webinar before and the tech dropped and you screwed up or the internet went wobbly and you lost something or someone's commenting and you're trying to respond to the comment while you're speaking, you get all confused and someone starts talking trash in the chat and you're all stressed out and pulling your hair out, right?

Happens all the time. What's nice when you come to our virtual studio, we do all that for you. All you gotta do is show up and perform and do your thing. We take care of the comments, the moderation, the lights, the video, the thing. And by the time it's all done, we give you an edited presentation or

edited event that's awesome. So that's secret number one. Secret number two, after you do your live event, you may think it's the one and done and you lost $100,000 renting a studio, but the reality is that $100,000 investment now will become an evergreen cash machine for you. Secret number two, we're going to show you how to take that live event you did and we're going to turn it evergreen. In fact, we're showing you the exact funnel our clients use to take the live event to turn it into an evergreen event. And da-da-da-da-da-da, it's amazing, right?

And secret number three, how do you fill these events 24 hours a day so that one event you did once will pay you for the rest of your life, even after you die and your kids die and blah, blah, blah. And then this is how you get traffic to it consistently. There's the three secrets. Now you come back and you'm like, all right. Framework.

Just the framework. Did you guys see what Russell just did? He just did perfect webinar in like 90 seconds. Vehicle, he'd order the story vehicle, internal false belief, external false belief, and then he didn't get to the stack and close yet. But that's the framework. It's awesome.

That was amazing. Everyone's got to ask me that. Nobody else ask me that please. I can't do it twice in a day. So three years ago you told us to put content out there. If you say, I promise you if you do it every day for a year you'll be a different person at the end of the year. Well it's been three years and I still can't figure out what to talk about at the studio. I don't know why people care. I don't wanna talk about tech, because people are not gonna think about cameras and angles and lights.

They don't care about that. Can you help me understand what you're gonna talk about? Yeah, tell stories of the clients behind the scenes. We did an event for So-and-so, check out what we did. Look what they did different. You're showing them, you've got this cool, you're showing behind the scenes. You're the Wizard of Oz, like I am.

I'm showing behind the scenes of funnels and selling. You can show behind the scenes of events. So-and-so did this event, and this is what they did different. Look how they positioned this. You start showing all those pieces, and now it's like they start visualizing themselves in the event, right? Michael Hyatt used to have a membership site called,

he sold it to Pete Vargas, it was Platform University. And what he would do is every week they had different content, it would rotate through every four weeks. So I can't remember, but the third week I think was, it was behind the scenes, so it was like, the content was just Michael Hyatt speaking in events. You'd see him in the hotel room and like, what kind of deodorant he put on.

And it was just like this weird behind the scenes, but it was like, people love that, scenes, but it's like people love that. It's like, oh cool, that's how we do it. Like, for the live, I was doing a video for the live, I used this thing called SweatBlock to make my sweat before the event. And so like, it's the dumbest thing, but every year I'm like, hey,

one of the secrets of speaking from stage is I put SweatBlock on so I don't pit out in the middle of the event. And I tell them that, I get more comments on that stupid thing than anything. And he's like, I bought the SweatBlock, this is the greatest secret of all time. And I'm like, but that's what they want, right?

So it's like you're the guy behind the scenes showing all the kind of stuff, it's that. So when you have someone coming in, I would just ask them, hey, I'm gonna try to find four or five cool things you did and share with them. How did you cool with that? And I'm sure most of them would be like, sure, no worries. And you're just showing, here's how they did this,

this is the cool thing I saw. Notice how they did this part, this is how they did the repitch, this is how they did the. This is the cool thing I saw. Like, notice how they did this part. This is how they did the repitch. This is how they did the lighting. They had us do this differently because of this. And, you know, just showing that, because it puts them in the ownership experience of like, oh, I'm experienced.

How cool is that? Like that's, it's my goal for you. If I was you, I'd just always thinking like, ownership experience, how to create content that gives the end user the ownership experience that they were experiences for themselves. Like you're basically in proxy putting them in the theater by showing all that kind of stuff.

Does that make sense? Perfect sense. And last thing, so two people have come through here and they've had your book while they're doing the event, they go back backstage and they read the book. It's like, okay, they come back out. It's so funny to see them with your book. That's awesome.

That's the coolest thing ever. I love it. I love it. That makes me so happy. Thank you. One other thing too, Sebastian, if you want to model somebody who's doing this, you said, oh, the angles and the light, people don't care. Some people care.

Like, whether you think so or not, Tim Shields, who we showed earlier this week, he is crushing it with these reels. And his is like, what's wrong with this photo? And you think, oh, maybe some people don don't care but he is crushing with it. Go model some of that stuff that he's doing. He puts stuff out all the time and he batches it too so he doesn't have to do it every day but then it's out there. He's a great one to model on this. Eric Thain's business was all lighting before. Yeah there you go, Eric's crushing too.

Yeah, back in Davis it was all that so. Yeah. I feel like we're in a couch hanging out at my house. It's kind of nice. I know. We need like some snacks. Yeah. I do. You don't eat snacks.

I eat snacks. All right. Thanks, Sebastian. Let's give him a hand. All right. Who we bringing back, Clayton? Who we got? Next up, we have Rory Baden.

Oh, there's a new one. Rory. Oh, Rory, do you need to pull over? We don't want you wrecking. I am pulling over. I'm actually driving this storm. All right. Roy, do you need to pull over? We don't want you wrecking. I am pulling over. I'm actually driving this storm. So I just got off the interstate.

But Russell, I'm such a huge fan. I'm really good friends with Louis Howes and Jamie Kern Lima and Ed Myled and people like that. And I've got so much from your stuff. So I just want to let you know that. I've been in and out a little bit this week, but my question for you specifically is with, and I apologize if you did cover this, but with ultra high end offers.

So it's kind of a two part question, is going, I know that you said specifically you can use the perfect webinar formula to sell any offer like at any price point. But are there things that you change as the price goes up? And you go like, okay, if I'm selling an ultra premium offer, let's say north of $20,000, is there anything you change like little nuances? Does it need to be longer? Is the pre-frame more important? Do you repitch differently? And then relatedly, as the price goes up,

do you expect different conversions? Do you give yourself grace and go, well, I was pitching a million dollar offer, so I probably get a lower conversion. Just curious about as you go up the scale in price point, how do you think about that stuff? For sure, yeah, I'd say two things. So number one, yes, higher price,

we made a 10,000 hour offer, right? So typically I'm not gonna do a 10,000 hour offer on a 90 minute webinar, right? So three day event, eight hours a day, three days, like the more time someone has with you, the more expensive you can spend, right? So if I'm gonna go north of $10,000, it's gonna be a three day event, longer form.

From 10 to 25 to 50,000. That's gonna be the structure. It's still a perfect webinar, but it's built inside of a three day event schedule. That's number one. Number two then is also how you do the selling. So like Fun Hacking Live, we're in an event situation. I can push the back room, everyone's gonna go by

and it's an easy sell. We got people in the room to help close, people and stuff like that, right? When I'm on virtual, it's different because virtual, there's none of that social proof, everyone's not in the room together, things like that that are different. And so it's like, so if you notice on this offer

that we made yesterday, we had two options. People can go and they can just buy, but also there's the outlet of like, I got some questions so someone can go and they can actually talk on the phone as well. And so there's two different versions of that, right? So we give people the ability. So, because the conversions do drop for sure

when you're virtual versus in person, right? 100%. And then yes, the conversions don't stick at, again, on a thousand000 offer, I'm trying to get 10 to 15% to buy who are on the webinar. A million dollar offer, yeah, I'm trying to get a couple. So it definitely shifts. Same thing at a $10,000 offer, right? $10,000 offer. We're averaging like, I think it's seven, between seven, eight percent of registrants for the event are buying it traditionally.

Not showing up from registrations to there. Webinar, I only know numbers from, I could reverse engineer that, but the numbers from, it's usually 10% of the people who are on during the pitch is kind of where that is on a thousand dollar offer, so. Can I maybe add something for everybody else too, Rory, real quick?

Keep in mind, I think when you jump up to those $10,000 and $15,000, but we were talking, somebody said that $997 versus $1,500. We've played around with this a lot too. Often when you're underneath $5,000, even if you up the price by 50%, you're not going to reduce your close rate by 50%. So keep that in mind.

We've seen that time and time again. If you go from $997 to $1,500, that doesn't mean your close rate goes from 10% to 5%. So play with that. That's all testing and it all depends, but don't ever be scared to go up a little bit higher because you think it's going to drop in half. It's not even math like that. That's just a side note. Probably not for you, Roy, but for everybody else.

No, that for everybody else. No, that's super helpful. One question about the in-person events. Do you always do like an order form, like a paper close? Like if you're in a, you're selling, it's like you must go to the, so you don't do URLs ever. It's like, go get a paper form and fill it out. Yeah, 100% of the time.

The fastest way to kill yourselves at a live event is not. In fact, that was also with Grant Cardone. When we spoke at 10X, we're in Manila Bay, and he's like, we got this app, and everyone offers it, and they just click the button in the app. I was like, don't put my offer in the app. He's like, no, everyone's offered.

I'm like, Grant, do not put my offer in the app. He's like, no, it's going to be so good. I'm like, I can tell you 500 things that could go wrong, but I know that if I get people paper and a pen, it's gonna work. And so he fought me back for the, begrudgingly took me out of the app, took my offer out of the app,

and then I had to order forms and we had to go figure out, like we had, the night before the event, we went and placed a bag with a sealed order form on every chair, 9,000 chairs in the stadium with a pen in the back. We had all this stuff and everyone's like, you're so dumb, Russell. Like we have an app everyone's

down the entire every attendees that download it's gonna open a click a button or ding their card on file and I was like I guarantee that I'm right and you're wrong so did the event and not only did I set a world record using paper forms I outsold all the other speakers combined and the reason why by the way a lot of reasons why. Number one, social proof. People jumping up, running to the back of the room, is half of the, everyone's like, whoa, what's happening?

Number two is internet does not work with 9,000 people on one thing. There's a million ways it goes wrong. And merchant accounts freak out. There's so many things that can go wrong. I need people to stand up and run to the back and then that caused yourselves with five, six X by the social proof in the room.

That's the worst thing about virtual is like the social proof is hard to replicate, right? Whereas in a room, it's like, it's live, it's tangible. People see it, they feel it. And like, yeah, so I will never not have paper. In fact, I'm flying to London tomorrow and I'm bringing a stack of papers in my backpack that I will be handing out

because there's no way I would ever leave it to digital. At what point do you put them on the chairs versus just all have them at the table? It's way better to have them at the table or do a seat drop. So seat drop is like when I first revealed the price, so like in Funnel Hacker Live, as soon as I do the stack and I get to the price point, then all my team knows seat drop

and they all forms a running down things that are handing it out to people. The other one that works even better though, most time is like having it in the back. So I'll show the order form and I'll have my team holding them up like, look back there you guys, there's the order forms. But that does it, everyone looks back and they see it and they get up and they start writing because they want the order form. That starts the first flow of the table rush. So seat drops we only do when it's like, like FHL 5,000 people, if we had everyone running to the back, it creates so much congestion

and people would trample, it would be bad. So we do seat drops, but if I'm in a room with 1,000 people, forms are in the back, I'm pushing to the back, they're seeing the forms, but like it's just, it's everything's pushing in that direction, and that causes the, that causes the, the, the table rush. Yeah, one other tip with that too is like,

I've seen us where we do, if you have to do a seat job before, like if you couldn't get to everybody, it's usually something sealed. It's like top secret, don't open till Russell tells you. And then Russell goes from the stage like, all right, now go under your chair, pull this out and open that.

But that's only if it's like massive, like 10,000 people. Yeah. Yeah. It's huge. I love 10,000 people. Yeah. Yeah. It's huge. I love that. Thank you so much. Yeah.

Great question. Thanks, Rory. Be safe out there, man. Yeah. Good luck. All right. Awesome. Two freshly cracked eggs any way you like them.

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Next up, we have Kieran back. What's up, Kieran? How are you? Can you hear me? Is it Kieran or Kieran? Kieran. It's like the most hated name on the internet right now. So say it.

We love this Kieran. I love being Kieran. Oh, gosh. How can I overcome that? Yeah, it's rough. Okay, I love everything that you're saying. I think my original question stands, but I have a choose your own adventure for Russell just because I love to keep things fun and I'm immature as well. So my two questions, you get to choose which one to answer. How can I iterate test the market to see if they want

this problem solved, AKA like a Ryan LeVette Ask campaign? Do I do a webinar to a small price so they can do case studies, or the other question you could answer is what is your largest market for click funnel affiliates to stick? And what are they offering them, AKA like Grace Lever or somebody, I don't know. But you get to choose your own adventure with my question. So the biggest market that affiliates inside of ClickFunnels use is like they're helping people

to start businesses. So they're pre-building funnels for them and they're giving funnels. So they're helping them to, like for sure, I say most of our top affiliates, that's to their target or beginners and they pre-build funnels with offers in them and then they're giving those, they're giving funnels. So helping them to, like for sure, I say most of our top affiliates, that's to their target, your beginners, and they pre-built funnels with offers in them, and then they're giving those. And it could be e-commerce offers,

it could be info product offers. That's definitely the market that's the biggest. For your other question is, do you have, so how do you publish, do you have a podcast? Do you have a, do you have anything you're publishing right now? I have nothing. I stopped talking.

I actually went into a health crisis during COVID, which is a whole nother story. So the last stage talk that I did where I sold on stage was with Bob Proctor, Rest In Peace. And I thought I failed miserably. I didn't even get to the offer stack, but I had a table rush for the first time, which was super exciting.

But they just didn't know what I was offering. It was kind of like that, you know, teach from stage and then you didn't, I basically didn't make an offer. But I had a table rush, which was super exciting. But they just didn't know what I was offering. It was kind of like that, you know, teach from stage and then you didn't, I basically didn't make an offer. But I had a table rush, which was super cool. I thought I failed. And then the girl at the end was like, you are a top seller. And I was like, what? And then COVID hit and everything stopped and I never adapted and got scared and hid. So no, I have nothing online right now. I'm glad we had follow up questions. I know how to follow up. That's why I'm like. So glad we did the follow up questions. I know how to help you now.

So this is the problem. It's all in your head right now. And so what we have to start doing is you need to start publishing. It needs to be a consistent thing, like a daily something. It could be Instagram, Facebook, YouTube. I don't care. But the reason why is because we have to start figuring out

what people respond to. So if you notice notice I publish a billion different places, and you may think it's like Russell's really annoying, he just wants to be publishing everywhere, and it's not. It's because I'm testing things. Like every putting out we're just testing. This is like I'm trying to get my pulse on the market right now, right? So I do a podcast episode about this, I do a YouTube video about this, I do a Facebook live, I do an Instagram, I go like, and I'm doing these things because I'm just trying to see like what are the things people respond to? Sometimes I think something is the coolest idea in the world, I'll do a podcast on it, I'm like,

oh, they're gonna love this. I do a podcast that drops, and I don't hear anything back. It's just crickets. I'm like, huh. Okay, and then I do something else that's like dumb that my team's like, hey, why don't you do a podcast on this? I was like, no one would care about that. They don't do it, like, all right, so talk about it.

And I get like 40 people who DM me, it's like, dude, that podcast was amazing. I was like, really one would care about that. They don't do it. I'm like, all right, so talk about it. And I get like 40 people who DM me. It's like, dude, that podcast was amazing. I was like, really? Huh, okay. And so what we do is we're putting, we're just throwing stuff out there. Hooks, angles, messages, this, that, this. I'm just putting things out there

and figure out what are the things people resonate with. And then I find out the things people resonate with, then I double down on those. I find out things people don't resonate with, and I stop doing those. And eventually over time, the message is clear and clear. They're like, wow, these are the four or five things that people seem to light up about when I talk about,

let me do more of that. And then these things that I'm excited by, but no one else seems like, I have a lot of stuff I would love to talk about with you guys, I geek out on, but I've put out feelers, I've put out tests, I've put out stuff and nobody responds, so I don't talk about it anymore.

You guys don't know what those things are? Yeah. Everyone's curious now, right? No, but anyway, it's true though, so it's like like you start with you talking about what you want to talk the core and that will dictate all the rest of the stuff. So that's what, like, why I tell people to start publishing consistently because it's scary but it's, like, you have to go through it. Like, that's the sifting and the sorting to figure out what are the messages and the things that people resonate with for you specifically and it helps dictate where you're going to

go. So that's what I think the biggest thing I would do for you is just before you write a webinar or a pitch or an offer or anything, it's's just it's just starting and you spoke on proctor stage. You can do that. You can do Facebook live. Come on I don't mind doing the lives It's just spending the time on something that is gonna be worth it So like if I was to start publishing content, is it like you've taught before like frameworks? So put up all your frameworks You've taught, you know many VS up all your frameworks. You've taught mini VSL now, format in your content.

What format would you suggest that I start trying to put feelers out for? Do I make an offer? Do I leave the offer out? No offer right now. You're just testing messages. You're just practicing. Where do you consume your content most right now? YouTube, podcasts?

Where do you consume your content most right now? YouTube, podcasts, where do you consume? Me? ClickFunnels library and YouTube. YouTube too. I say pick a platform, like if like, if someone's a podcast, they listen to podcasts, like start a podcast, cause you listen to that format, you know, right? If you like YouTube and that's your platform,

like pick that, but it's just finding something. Don't stress about offers or hook. We're just testing messages. So today, go live and do one about tell a Bob Proctor story. Just tell a story. Put it out there. And then tomorrow, do one on one of the things you talked about Proctor say.

And this is the beginning of just you refinding your voice, refilling comfortable, retelling the stories, and stuff like that. And that's the beginning of just you refinding your voice, refilling comfortable, retelling the stories, and stuff like that. And that's the process right now. And then, again, you just quickly start finding out what things are resonating. And it's like, cool, this is direction.

And then you're content. I can't think about creating an offer about teaching parenting or whatever, right? Put it out there and see what happens. They're like, wow, people resonate with that. Right? If you watch my content, all the time, I'm always like, I'm thinking about doing this thing right now.

And I drop some hints. And if nobody responds, I'm I'm like, I'm not going to do that then. But I'm just testing it out. So it's just like practicing testing and that's where you're going to get all the feedback. And the market, again, all we care about is what the market wants. We don't care about what we want. We care about what the market wants. And so we give them like this event, we did this event a month ago the very first time. And it crushed. The market loved it. We should very first time. And, um, it crushed the market. Loved it.

Right. We should do this again and we should do it again. Or we keep doing it until the market tells me I don't want to say more. Yeah. The whole, like, I could teach like small businesses. I could teach parenting. I could teach speaking. I could teach like rapport.

I can teach like how to find your passion. There's like all these. Yeah. Go live on every one of those topics and just see. I pick a farm. I stay safe. It's going to be YouTube. I'm going to record 20 minute all these. Yeah, go live on every one of those topics and just see. Like pick a format. Say, if it's going to be YouTube day, I'm going to record 20 minute YouTube, 20 minute YouTube every day and pick one of those things

and talk for 20 minutes on it. And just be consistent. If it's going to be once a week, twice a week, just pick it. Keep the, keep the, especially on YouTube, if you're going to YouTube, the format's important. So pick a format, it's 20 minutes, 30 minutes, whatever it is, pick a schedule. I'm going to do it twice a week, three times a week, whatever it is.

Be consistent with it, because that's what the algorithm wants. So let's say it's every Tuesday and every Friday, you're going to go live, or pre-record a 20-minute video, and just keep that cadence. And you just pick one of the topics, do 20 minutes, 20 minutes to keep going through, and just start watching the metrics, watching what people respond to. Amazing. Thank you. Yep. Great job. Amazing. Thank you.

Great job, Karen. Love it. The world needs your voice. Let's get it out there. I can't wait to hear the stories. All right, love it. Clayton, who else we got? All right, next up, we have Belle.

Belle, welcome back. Hey. Thank you. Can I also use this in podcast socials? Here's my signature, I've signed them over my life, go for it. Thank you. I'm curious, so you mentioned you're a shiny object person and you've just gone through a little bit about, you know, you've got ideas, test them, but what about ideas like your new facility and buying a one and a half million dollar book and things like that how do you know which ones are like to actually do or which ones to shelve or which ones to drop how do you choose cool that's a good question

so some things I do because like I want to do them right like I woke up this morning and I wrestled I'm an old man I shouldn't be wrestling but I want to do them. I woke up this morning and I wrestled. I'm an old man. I shouldn't be wrestling, but I want to do it, so I'm just going to wrestle. I want to collect old books, so I'm going to do that because that's what I want to do. There's not necessarily a business side of it, but I got excited. I started telling stories and people started like, again, I started telling the Pulling Hill stories and these things I was finding. People resonated. It was like, huh, I create an offer out of this. And like, you know, like I'm planning to create a museum in the library no matter what, like

that's kind of like, just for me to like fulfill what I want to do with my life. Like it's, it's more of those things, right? So like I have the capital to do that and it makes money cool if it doesn't, it doesn't really matter. So that's more of like, that's what those things are. And the fact I'm figuring out how to kind of monetize it is awesome, but it's not, it's not like my biggest business. it's just kind of a thing that helps justify my addiction. Find something that pays for your addiction. Yeah, so it comes back to like, again it's tough because we all have shiny object syndrome, so for me it's like prior to ClickFunnels, most people only know me in the ClickFunnels

world, so last decade is when most people know me, but prior to ClickFunnels I was in business for a decade prior. And we were launching a new offer every 90 days at least. Sometimes faster if we could get the funnels done faster. But it was harder to build funnels back then, right? And it was like, I was thing after thing after thing. And when we decided to do click funnels and we launched it, and it didn't work, it didn't work.

And after like four or five times not working, I was shifting back, we gotta make money. So I made a new offer. And Todd was like, no dude, he's like, you gotta keep folks in this, we gotta figure this out. He's like, I spent so much back, we gotta make money. So I made a new offer. And Todd was like, no, dude, he's like, you gotta keep like, keep focused, we gotta figure this out. He's like, I spent so much time, we have to make this work. And so he literally said, he's like, spend a year, just focus on this. Like, promise me for a year, you won't do any other offer besides this. And I was like, ah, but I, my, like, I'm the shiny

object guy, I need to have a, you know, so I promised him. And so we did. And then we figured it out, right? We started working working and then Russell's like twitching like Shiny object I need something I need to create something and then when I created this was this was the secret Okay, what I created did not detract from my main opportunity, which is click funnels, right? Instead I wrote a book called dot-com secrets and I built a phone called dot-com secrets and then we launched the thing But all it did was it was the front end that got people in ClickFunnels. And I also was like, I can be creative. I can do cool things, but I'm not like creating a whole new business.

I'm creating front ends that bring people into my business. And so that idea was like, oh, this is great. And I started creating, then I wrote expert secrets, then traffic secrets, then the perfect webinars. And I started creating all the, like I use my creativity, create front ends that drove people into my core business. And so if you look at still 99% of what I do is still just front ends that bring people

to ClickFunnels, right? Even this event is gonna bring people to ClickFunnels. We is still just front ends that bring people to ClickFunnels, right? Even this event is going to bring people to ClickFunnels. We have another challenge we run that brings people to ClickFunnels. Everything's still the same business, but I can exercise my shiny object and creativity in front ends that bring people back in. Even long term, if you look at what

I'm trying to do with Napoleon Hill books and all kind of stuff, I have not revealed this to the world yet, but I'm working on a way to transition those people. And at some point we had, we did the Thinking Works Challenge and we sold a course called Course Secrets, which teach people how to create a course. Now they have a course, they need ClickFunnels, right? So I'm still transitioning, so it's still in my mind,

a front end into this world. Partially because if you look at like, sorry, this is like geeking out Russell, Russell logic. Like, the whole world is a funnel, right? And if you look, if I go down here, like here's like, here's my Atlas members, then my Inner Circle members, then Prime movers, then ClickFun, everything you know.

And then there's the marketing world, and then once you're up in the marketing world, our network marketers, slash, once you're up, is personal development. So you look at this, this is the evolution. I guarantee 90% of you guys listening, this was your evolution. So what happened is somewhere along the line, probably a little out of college, you started your first job,

you kind of like this sucks. And then some friend came to you and had this thing. I got an opportunity. This is how it's going to work. You sign up someone, I sign up someone, we're going to be rich. And first you're a little skeptical, you're like, but what if? What if this is true? Right? And so he signs me up. We don't tell anybody, but we're right in, we're plotting, we're scheming, we've drawn the triangles on the thing. We go and we try a thing. We call some friends, call some family. And it's kind of like, it's not working that good. And then our upline's like, dude, you gotta listen to some motivation. You got some Jim Rohns, some Tony Robbins, you gotta get pumped.

We start listening to stuff. We're like, this is awesome. We're listening to Tony and Jim and like all this stuff. And we're motivated. We're feeling good. We're like, we love personal development. We are growing. We are having fun.

But this sucks selling somebody else's product for 10% royalties down through 25 levels like That's where you can meet me and you jump in you're like I'm on fire And I'm like hey you can make money network marketing to this or you create your own product to keep 100% the money Right that's Brad and Kaylen Poland. They were in Vysalis 10% they built a 10 million dollar Downline, but they only got 10% of that so they made a million dollars But they sold 10 million dollars of the product. And they're like, wait a minute, you're saying we could make our own product

and sell all of it? Boom, they're in, right? So for me, if I look at the funnel world, personal development is for me, it's like the gateway drug that gets people into my whole world. And so I'm building this personal development business, specifically as the gateway drug to get you

to want to start a business, because after you have a business, then you got to have a product, then you need a funnel, then you need traffic, then you need everything else. So that's how I look at the world is through funnels. And how many of you guys did I just tell the story of your life up to this point?

Raise your hand. Everybody in this room right here, for sure. So I know my customers very, very well. So I, because I am my customer, I was me 10 years ago. I remember it was Manatech for me. My friend told me about Manatech, I was like, wait a minute, so you're telling me that I can sell people and I'll get money

from them. And they'll send people, I'll get money. I'm in, let's go. So I am the product of the product. I love it. I love network marketers. But eventually you're going to become funnel builders because that's, that's the progression of how we all go. So I can't wait to see the podcast. You put this on and people are like Russell's so weird. Did that answer your question? What was even the question? I don't remember. We just had fun though.

Isn't that a shiny object? Oh yeah. That makes a lot of sense, Dad. Oh my gosh. What was the question? That's amazing. Well, Bell, thank you so much. Let's give Bell a round of applause.

Thank you. Thank you. Thank you. Thank you. Thank you. Thank you. Thank you. Thank you. Thank you. Thank you. That makes a lot of sense, man. Oh my gosh. What was the question? That's amazing. Well, Bell, thank you so much.

Let's give Bell a round of applause here. That was awesome. Thank you for that detour. That was awesome. Actually, something you said that I don't think we talked about too much in this, I think, would really resonate too is, like, I know my customers, you said, because that was me 10 years ago.

And I think a lot of times that's what people skip. We hear, like, I want to serve all these people because the market, there's a market there. But sometimes, you know, JLD talks about this a lot, right? Where he talks about this dream customer. Yeah, and this avatar, like his was him five years ago. And then he went and described it like, oh, I drive an hour to work.

I drive back. Like maybe you could talk a little bit about that. I'm sure people would love to hear it. Yeah, I wish we had that clip of JLD. It was really cool. He's here on the stage and he was like, my new customer is Jimmy. Jimmy works nine to five, hates his jobs,

wife's wondering when he's gonna get a raise and he knows he's not gonna get one. He drives an hour and a half of work every single day listening to self-help and personal development podcasts, hoping and praying that something will change his life. So he doesn't have to, it's a whole rant. I spend time with my kids and that's it. Yeah, and that's Jimmy, that's who I'm selling to, that's who I'm speaking He has 10 with my kids and that's it. Yeah. And he's, and like, that's my, that's Jimmy.

That's who I'm selling to. That's who I'm speaking. That's my podcast. And he figured that out. And I think it's the same way. Like it's funny because, um, for me, it was 12 year old Rusty. So my nickname growing up was Rusty. I fact, I didn't know my name was Russell until, um, first day of kindergarten.

And they're doing a roll call. They're like, Rusty, Rusty. And I'm sitting there or they said Russell, Russell. And then by the teachers, like, what should I make? Rusty Brunson. And they're like, we don't have a Rusty Brunson, and she's like, oh, your name's Russell, Mike, no, it's Rusty, she's like, no, your name's Russell, Mike, no, it's not. So I remember going home that day, I went home that night, and I was like, mom, the teacher said my name's Russell, she's like,

oh, it is, Mike, what? I've been lied to. My name's Russell, I had no idea, right? And so anyway, so there's, there's a, that was, that was me, so when I was like, kid, you guys know the story, I was just collecting junk, and I was idea, right? And so anyway, so there's, that was me. So when I was like, kid, you guys know a story. I was just collecting junk mail, I was reading, I sit in my room, and I remember, because every day I get a stack of junk mail this big, I sit in my room and I open up the letters, I read the sales letters, and I remember 12 year old Rusty,

whether or not I got sold on it. I'd read one sales letter, I'm like, I gotta get my mom's credit card. And so I put that in this pile right here. I read the other one, I'm like, what? And I put it down, what? That seems stupid, like, ooh. I didn't get my mom's credit card. And so I literally sit in this pile right here. I realized I was like, what? And I put it down. What? That seems stupid. Like, whoa. I didn't give my mom's credit card.

And so I literally sit in my mail like that. So when I create offers now, all I do is I put myself back in 12-year-old Rusty, and I'm just like, which pile would I put this offer in? Like, I was running the copy for selling online. I was like, what would you run it in Rusty? Be like, yeah, I'm in. I got to go to that.

100%. So that's the lens how I write all my copy of my things for. So again, it's like, who were you five years ago, or 10 years ago, or before you started this mission? That's who you're called to serve. I remember at Funnel Hacking Live, I'm going to blank out his name right now. It's like one of the most famous speakers of all time.

This is embarrassing. Anyway, he said something really cool. It was awesome. Back to you, Bell. Anyway, no, but what he said is basically like, I'm going to say it. Ed, my lead. Ed, I love you. Anyway, so he said like-

Rory's going to tell him he said that. No, but Eddie said it was really cool. I don't know why I was thinking something. I had another name in my head anyway. So what Ed said was really cool was like, he's like, if you were broke, then you can help broken people. If you were unhealthy, you can help healthy people. You went through the trial in your life to figure out the answer.

God gave you this gift, which we call a trial. You went on the path to discover how to fix it. You came out the other end a better person. And then now we have this gift that we're supposed to give to other people. Like it's really beautiful when you think about it that way. It's like we all get these problems and we go through the process and then you learn

and then your calling is to go help the people that are just like you. And anyway, I look at that from that circle, it's just like the really cool, beautiful thing. So anyway, you've all been called and then the trials that you call trials that are actually the gifts that God's given you. They're qualified. That you've learned through, yeah, they're qualified, you're protected, they've helped you. Now you are actually the gifts that God's given you. They're qualified.

They've learned through, yeah, they qualified you, they've helped you. Now you have a blueprint, now you have a roadmap to go help somebody else. And who are you helping? It's like you five years ago. What would you have done? How much could you have short-cutted your time knowing what you know now? How many times have you done that? Like, man, if I knew what I know now, I'd go back.

Oh, yeah. If I go back 20 years ago, I'd be a billionaire in like 15 minutes because I know all, you know. It's like that's what you're doing. You're taking what you know now and going back to like you five years ago. Let me help you guys. Like that's, that's the game. It's such a fun game.