Marketing Secrets with Russell Brunson - The Upsell That Made Me Sick To My Stomach...

Episode Date: July 21, 2021

This is when you’ll know your offer will actually start converting. Hit me up on IG! @russellbrunson Text Me! 208-231-3797 Join my newsletter at marketingsecrets.com ClubHouseWithRussell.com ---Transcript--- What's up, everybody? This is Russell Brunson. Welcome back to the Marketing Secrets podcast. I am at Lake Powell. If you've been listening to some of these past episodes you know that I'm on family vacation right now. I'm unplugged, and so I am stuck to my thoughts, which has been really fun, and just thinking through a lot of things, and hopefully... In the past, people told me that Lake Powell episodes are some of the best ones. Hopefully this gives you some ideas, some ahas, some insights in you, your life, your business, and a bunch of other really cool things. Okay. So what I want to talk you guys about today is actually something that happened right before we left for Lake Powell. So obviously I've been playing this marketing game for a long, long, long, long time. Right? I love building funnels. I love creating offers. I've been doing it for as long as anyone I know. I've been doing it... I think I'm on, like, my 20th year or so. I've been playing this game. I love it and I think I'm pretty good at it. I'm not the best at all areas of it, but I think as a whole, I'd say I'm in the top 1% of people who play this game and I enjoy it. Hopefully you enjoy it as well. And I enjoy talking about it, hopefully as you enjoy listening to me talk about it. But I had little things that happened right before I left that was really, really cool. So we brought in a couple of new people on our team, some really, really good copywriters, conversion analytics people. And we're looking at some of our old funnels that have done well traditionally. In fact, specifically looking at our book funnels. We have three really good book funnels, my Dotcom Secrets, Expert Secrets, and Traffic secrets books, which have a lot of traffic to those funnels. Traditionally have done really, really well. And the question was, could we make these better? And one of the reasons why we had to do it is be one of our offers, upsell number two, we had to change out because it was a partnership with someone and we had to change it out. And so it got us kind of thinking like, well, how do we change this? And as long as we're changing it, let's brainstorm again. And so it was nice because I had a whole bunch of people who weren't me, who weren't there initially when we brainstormed the book funnel and we sat down and said, "Okay, let's kind of talk about this. What can we do? What does it look like?" And specifically there's someone new on our team. Her name is Sabah and she's awesome. And that's all I'm going to tell you because I don't want you guys hiring her away from me. She's really, really cool. But she went through all of the offers and the upsells and everything, and I made kind of a pallet. Here's like all the stuff we have. We have basically unlimited... I've created a billion products. I'm like, "We have unlimited content. We do whatever we want. Well, what should we create?" And so I kind of gave her the pallet. She spent a couple of days and came back. We started looking at this upsell flow and it was really cool for a couple of reasons. One is it's interesting, things that you kind of forget. Like at my events, when we teach upsell flows, I always talk about the importance of the strategic flow of your upsell flow, right? That people always ask me, "What's the first price point? What's the second price point?" And price point is not the important thing. It's the flow. Like if someone buys this, say they bu the Dotcom Secrets book. So it solved the problem for them. Now they have this book that's going to show them how to funnel. So next upsell has to solve a new problem. So that by buying this first product, what is the new problem it created, right? So if you bought Dotcom Secrets book, for example, now you know how to make funnels, but now you're like, "I don't know how to get traffic to my funnels," or, "I don't know how to write, copy for my funnels." Or whatever the next problem is. Or, "I know how to build a funnel now, but I need help. I need someone to hold my hand. I want coaching. I want accountability. I want..." Whatever. There's a million things it could be, but it's very strategic. And what I realized, interestingly enough, is that, and I wonder if you guys do this too, or if it's just me, but sometimes my ego gets in the way. And so my book funnels were, I literally built the book funnels because I wanted my first upsell to be Dotcom Secrets or the secrets chosen, my box set of all my books. Which is cool because it's like now everyone has a chance to buy my books. And I forced that as the upsell on all three of my funnels, but looking at the actual data and numbers, they didn't... I mean, they convert good, but not amazing. I didn't change it because I was like, "Well, that's what I want to sell, that's what I want to sell," as opposed to me asking the question, "Well, what do people actually want to buy?" And so what was cool was when Saba came back and said, "Okay, let's look at all these different offers." She kind of restructured things. And she took like my book offer where right now, you buy the books and you get this one book for free. And it's really, really cool. She's like, 'What if we did that, plus we gave them this?" I think it was One Funnel Away Challenge. "Plus we gave them this software over here, and plus we give them...". It was like five or six things. And I remember like, as she's going through, I was like kind of sick to my stomach, like, ugh. But I didn't say anything, because I'm trying to be cool, you know? And I don't want to... I hate when you're brainstorming, someone comes in and has all the negative things to say about it. So I felt this like sick feeling in my stomach where, I was like, oh, okay. And then she talked about upsell number two and then proposed upsell number three. And upsell number two was like, we can give them this, and this, and this. I'm like, "You can't do that because this one's like a thousand dollars, and this one's this over here." And I was kind of freaking out. And the next upsell, she's going through it, and in my head, I'm just stressing out because I'm like, "We can't sell these things for that cheap. This is insanity." I'm just like this feeling of just like uneasiness because of this. And then we sat there, we were talking about it and we're looking at, and I was drawing it out on a whiteboard trying to map it out in my head so I could come to grips with this whole thing. And all of a sudden, I stopped for a moment, and I was like, "Oh my gosh. Look at this internal anxiety I have going through this process." And I started thinking about that. And I was like, oh my gosh. I am struggling because this offer is so good that I don't want to do it. Now what do you think about an offer that's so good that you feel sick to your stomach actually giving it somebody because it's such a good deal? That's probably the right offer, right, if you're trying to make an irresistible, one-time offer. You're like, "I sell of this course for $97. I'll sell it to you for 97 bucks." That's an offer, but it's not an irresistible, insane offer. When you are sick to your stomach because you're like, there's no way we can do this. I can't give people this and this and all these things for this price because it's not worth it to me. You're sick to your stomach? That's when you're close. That's when you probably have the right offer. And for me it was this big aha of just like, oh my gosh, I've been stingy. I've been trying to feed my ego and trying to make sure that the offers are the things that I want to sell, not what people actually want. And then looking at it from, okay, I'm not just making an offer, I got to make something irresistible. If I want to go from like a 15, 20% conversion rate on an upsell rate to a 40, 50%, it has to be irresistible. We're in the process right now of purchasing a company. I can't talk about it yet. As soon as we finalize it... In fact, the deal might be finalized when I get back from Lake Powell. So I'm sure you will hear me shouting it from the roofs. But the funnel, we're literally buying this thing because the funnels are so good. Like when someone buys a product through the funnel, the average cart value is like $180, which means, I can spend $180 to sell this front end product, which is crazy. It's so good. But you look at the upsell flow and it's the same thing. It's the most insane, irresistible offer where you... I'm sure when the person we're buying the company from was first putting it together, he was sick to his stomach, like, "Oh, I could easily sell this for a thousand bucks or $2000 or more." And he's like, "I'm just going to do it for $97." Like, wait, wait, what? You can't do that. This is insane. "I'm sick to my stomach. We spent $50,000 creating this thing. I can't sell it you for $97." And when you get that internal dialogue in your head where you're fighting it because this doesn't make any logical sense, that's when you probably have an actual irresistible offer. That's the key. And that was my big humbling this weekend, or this week before I came out to Lake Powell, was that. And I've been thinking a lot about it, like sitting on the boat. As I'm sitting here I'm thinking like, "Man, I felt so much anxiety and frustration." Is kind of like how many of you guys have ever seen the greatest show of all time, 24? If not, you should pause this right now, go watch all the eight or nine seasons of it and then come back and finish the episode. Otherwise you're going to... It's more important than anything else you could be doing right now is watching every episode of 24. But I digress. So there's this bad guy in 24 and he's the president. President Logan? I can't remember exactly. It's been a while since I've watched it, but he's the president. And I remember that at first I thought that the guy who played the president, I was like, I hate this character. I hate him. And every single episode, it got worse. I was like, I hate him. I remember being so angry, upset watching, episode, after episode, after episode. This president was such a horrible person and so angry. And I was like, I hate him. Why did they pick him to be the actor? Why these things? And being so frustrated and angry and I couldn't sleep. And I was so angry at this person, this president, I hated him so bad. And all of a sudden one day I stopped and I was like, oh my gosh. Look how I feel right now. I hated this guy, but I'm realizing now, I don't hate him. He's probably one of the best actors I've ever seen because he's making me have this visceral response to everything he's saying. And all of a sudden I was like, oh my gosh, he's not the worst character of all time. He's the best character. To make me hate him that bad is magical. Same thing when I first met Ben Settle. I joined Ben Settle's email list and I used to get the daily emails. And I remember I kept reading them and kept reading them and they would annoy me so bad, get me so frustrated. And it was probably two or three weeks into this email sequence where I was like... And I don't unsubscribe from anything ever. And I remember the emails were coming in. I read one. I was so upset that I was going to unsubscribe because I was so angry at him and his philosophies, and his thoughts and everything. I was like, oh, and I was about to unsubscribe. I stopped for a second. I was like, oh my gosh, look how I feel. Notice how he's making me feel right now? He's giving me, once again, this visceral response where I'm like angry, and upset, and frustrated. And so much so that I wanted to like, oh, and I was like, oh my gosh. I think prior to that I was like, he's the worst marketer ever. I hate this guy. He's wrong about everything. And all of a sudden I was like, oh, oh my gosh. Look how he's making me feel. He's an amazing marketer. He got me to feel this way. Never in my life I've read every email from a marketer and I'd read every email of his for months because I was so angry and so upset and so frustrated. And I was like, I bought his thing. I bought the other thing even though I hated him and frustrated by it and annoyed by him. In fact, the first time I met Ben, I told him that story. I was like, "Just so you know, like I hated you at first." I was like, 'Every email that would come, I would get so annoyed and so upset and all of a sudden I realized, oh, look at how he made me feel." To cause this kind of feeling in me shows that he's a master, not someone who's bad. And so a lot of times I want you to start noticing how you're feeling as these things are happening to you because a lot of times our brain is pushing us one way and hating this thing where it could be like the greatest thing we could have learned. And so, anyway, I wanted to share that because that's how I felt when we were going through this upsell flow. And so next time you're creating an offer and you're working on your upsells, your down sells or your, whatever your thing is, you're working on, I want you to start thinking about that, like how do I make this offer so good that I literally am sick to my stomach and frustrated and angry and like, oh, I can't do this? Like, there's no way we can give people this much value. We just can't do it. And all of a sudden you're like, that's it. We got there. We finally got to a point where I don't want to do this because I feel like the value is so high. Like they always say in any good offer, but any kind of good business deal or business partnership, both people should feel like they got the better end of the stick. Right? And if not, it means that someone felt like they got a worse end and that's not good. You want both people to feel like they got a better end of the stick. So if I make an offer so good, I'm like, this is insane. I can't do this because it's such a good offer, and honestly feeling that way deep in your gut. And then the customer coming in like, "Oh my gosh. They only want $97 for that?" Or $200, whatever the price is like, oh my gosh. Now both sides feel like they got the better end of the stick. That's how to make irresistible offers. That's how you create raving fans. That's how you create amazing offers. Anyway, I wanted to share it with you guys because it was interesting. It was fascinating. And I hope that helps you guys. Go back to your old offers. Look at the upsell flow and be like, what else could I add? What else could I add? What else could I tweak? How can we make this offer better? How can we make it better? How can I up this offer? How can I increase it even better? And keep thinking through that. And the better you make the offer, the more likely people will be to give you money. A lot of times people are like, "My upsell's not converting. What do I need to do?" I'm like, "Your offer sucks. Make a better offer." "This is the best thing I've got." Well then make something better. Like, what else can you give them? What else can you create? What else can you invent? What else can you put together? You need to make something that is so irresistible that they look at it, they're like, "I have to give them money. I need this thing. This is such a good deal. It's such a good offer. I have to give them money." That's the feeling they have to have or else you missed it. So anyway, with that said, I hope you guys enjoyed this episode. Hopefully you guys go back and look at all of your old funnels, all your old offers. Look at things you're doing and figure out what else can I bundle? What else can I add to make the software even more irresistible? And keep doing it until you feel sick to your stomach. And that's when you're probably to the spot where your offer's finally going to start converting. Okay, I hope that helps you guys. I appreciate you all. Thanks for listening, for subscribing, for hanging out. If you liked this podcast, please do go to iTunes and leave me a review. That'd be pretty sweet. And with that said, I'll see you guys on the next episode. Bye everybody. Learn more about your ad choices. Visit megaphone.fm/adchoices

When it comes to Smart Water Alkaline 9.5 plus pH with antioxidant, there's nothing to overthink. So, while you may be performing mental gymnastics over whether the post-work gym crowd is worth it, if you'll be able to find a spot for your yoga mat, or if that spin instructor will make you late for dinner again, don't overthink how you hydrate. Life's full of choices. Smart Water Alkaline is a simple one. What's up, everybody? This is Russell Brunson.

Welcome back to Marketing Secrets Podcast. I am a Lake Pal. If you've been listening to some of these past episodes, you know that I'm on family vacation right now. I'm unplugged, and so I am stuck to my thoughts, which has been really fun and just thinking through a lot of things. And hopefully, in the past, people told me they like pal episodes are some of the best ones. Hopefully, um, this gives you some ideas, some aha's and insights in you, your life, your business, and a bunch of other real cool things. So the big question is this, how are entrepreneurs like us who didn't cheat and take on venture capital? We're spending money from our own pockets.

How do we market in a way that lets us get our products and our services and the things that we believe in out to the world and yet still remain profitable? That is the question and this podcast will give you the answer. My name is Russell Brunson and welcome to Marketing Secrets. Okay, so what I'm talking to you guys about today is actually something that happened right before we left Lake Powell. So, obviously, I've been playing this marketing game for a long, long, long, long time, right? I love building funnels. I love creating offers. I've been doing it for as long as anyone I know.

I've been doing it, I think I'm on my 20th year or so. I've been playing this game. I love it. And I think I'm pretty good at it. I'm not the best at all areas of it, but I think as a whole, I'd say I'm in the top 1% of people who play this game. And I enjoy it. And hopefully you enjoy it as well. And I enjoy talking about it. So hopefully you guys enjoy listening to me talk about it. But I had one of those things happen right before I left. It was really, really cool. We brought in a couple new people on our team, some really, really good copywriters, conversion analytics people.

We're looking at some of our old funnels that have done well traditionally. In fact, specifically looking at our book funnels. We've got three really good book funnels, my dot-com secrets, expert secrets, and traffic secrets books, which have a lot of traffic to them. The funnels traditionally have done really, really well. The question was, could could make these better? And, um, and, uh, and one of the reasons that we had to do is because one of our, um, one

of our offers, uh, upsell number two, we had to change out because of, uh, it was a partnership with someone and we had to change it out. And so it got us kind of thinking like, well, what do we, how do we change this? Right. And like, as long as you're changing it, let's brainstorm again. And so it was nice because I had a whole bunch of people who weren't me, who weren't there initially when you brainstorm the book funnel. And we sat down and said, okay, let's kind of talk about this. Like, what can we do? Like, what does it look like?

And, um, specifically someone new on our team, uh, her name's, uh, Saba and she's awesome. And that's all I'm going to tell you. So he's hiring her away from me. She's, she's really, really cool. But, um, she went through all of the offers and upsells and everything. And, and I, I made kind of a palette of here's like all the stuff we have. We got basically unlimited, you know, I've created a billion products. I'm like, we have unlimited content. We do everyone. Um, what should we create? And so I kind of gave her the pallet. She spent a couple of days and came back and we started looking at this upsell flow and it was really cool for a couple of reasons. One is it's

interesting things that you kind of forget, right? Like, uh, at my events, when we teach upsell flows, I always talk about like the, the importance of strategically, like the, the strategic flow of your upsell flow, right? That people always ask me, what's the first price point? What's the second price point? And price point is not the important thing. It's the, the flow, right? Like if somebody is this, they say they buy the.com seekers book, right?

So it solved the problem for now they have this book that's going to show them how to funnels. So the next upsell has to be, has to solve a new problem. So by, by buying this first product, what is the new problem it created? Right? So like if you bought a.com secrets book, for example, like now you know how to make funnels, but now you're like, I don't have, I don't know how to get traffic to my funnels or, um, I don't know how to, how to write copy for my funnels, right? Or whatever the next, the next problem is, right? Or I know how to build traffic to my funnels or, um, I don't know how to, how to write copy for my funnels, right? Or whatever the next, the next problem is, right? Or I know how to build a funnel now, but I need help. I need someone to hold my hand.

I want coaching, I want accountability, I want whatever, right? There's a million things that could be, um, but it's very strategic, right? And what I realized, interesting enough, is that, um, and I wonder if you guys do this too, if it's just me, but sometimes my ego gets in the way. And so my book funnels were like, I literally built the book funnels because I wanted my first upsell to be the.com secret or the, the secret's chosen. I boxed out of all my books, right? Which is cool because it's like, now everyone has a chance to buy my books. And I forced that as the upsell on all three of my

funnels. But looking at the actual data and numbers, they didn't, I mean, they convert good, but not amazing. And I didn't change it because I was like, wow, that's what I want to sell. So I want to sell as opposed to me asking the question, like, well, what do people actually want to buy? Right. Um, and so what was cool is when Sabah, um, Sabah came back and said, okay, let's look at all these different offers. She kind of restructured things. And she took like my book offer where it's right now. So you buy the books and you get this one book for free. And it's really, really cool. And she's like, what if we did that? Plus we gave them this, I think it was like one fun way challenge plus we gave them this software over here and plus we gave them it was like five or six things and i remember like

she's going through i was like kind of sick to my stomach like oh uh but i didn't say anything so i'm just like trying to be cool you know and like i don't want to like i hate when you're brainstorming and someone comes in and has all the negative things to say about it so i i felt this like sick feeling in my stomach i I was like, oh, okay. And then she talked about upsell number two and then proposed upsell number three. And upsell number two was like, we can give this and this and this. And I'm like, you can't do that.

Cause like this one's like a thousand dollars over here. And this one's this over here, like, ah. And I was like kind of freaking out, right? And then the next upsell, she's going through it. And in my head, I'm just stressing out. Cause like, like we can't sell these things for that cheap. Like, like this is insanity. Like, I'm just stressing out. So like, like we can't sell these things for that cheap. Like, um, like this is insanity. Like, I'm just like this, this, this feeling of just like uneasiness because of this.

Um, and then we sat there, we kept talking about it. We look at it and I was like, draw it out on a whiteboard, try to like map it on my head so I could like come to grips with this whole thing. And all of a sudden, like I stopped for a moment. I was like, oh my gosh, look at this internal anxiety I have going through this process. Um, and I started thinking about that and I was like, oh my gosh, like I am struggling because this offer is so good that I don't want to do it. Now, what do you think about an offer that's so good that you feel sick to your stomach actually giving it to somebody because it's, it's such a good deal.

Like that's probably the right offer, right? If you're trying to make an irresistible one-time offer, you're like, Oh, here's, I sell this course for $97. I'll sell it to you for 97 bucks. Like that's, that's an offer, but it's not an irresistible, insane offer when you are sick to your stomach. Cause you're like, there's no way we can do this. Like this, this, like, I can't give all, I can't give people this and this and all these things for this price because like, it's just, it's not worth it to me it to me like i can't you know like you're sick to your stomach that's when you're close that's when you probably have the right offer and for me it was this big aha just like oh my gosh like i've been stingy i've been like trying to feed my ego and try to make sure that the offers are things that

i want to sell not what do people actually want and then looking at it from my okay if i'm not just making an offer i gotta make something irresistible right if i want to go from like a you know 15 20 conversion rate on upsell rate to a 40 50 it has to be irresistible, right? If I want to go from like a, you know, 15, 20% conversion rate on upsell rate to a 40, 50%, it has to be irresistible. We're in the process right now of purchasing a company. I can't talk about it yet. As soon as we finalize, in fact, the deal might be finalized when I get back from Lake Powell.

So I'm sure we're going to be shouting it from the roofs. But the funnel, like we're literally buying this thing because the funnels are so good. Like when someone buys a product through the funnel, the average cart value, uh, is like $180, which I spent $180 to sell as a front end product, which is crazy, right? It's so good. But you look at the upsell flow and it's the same thing. It's like the most insane irresistible offer where you, like, I'm sure when the person buying the company from his first print together, he was like six years stomach, like, Oh, I could easily sell this for a thousand bucks or 2000 or more. And he's like, I'm just gonna do it for 97.

Like, wait, wait, what? You can't do that. Like, this is insane, right? I'm sick to my stomach and we spent $50,000 creating this thing I can't sell to you for $97. Like, and when you get that internal dialogue in your head where you're fighting it because this doesn't make any logical sense,

that's when you probably have an actual irresistible offer. That's the key. And that was my big humbling this weekend, or this week before I came out to Lake Palazza. And I've been thinking a lot about it. Like, sitting on the boat, as I'm sitting here, I'm thinking like, man, like, I felt so much anxiety and like frustration.

It's kind of like, how many of you guys have ever seen the greatest show of all time, 24? If not, you should pause this right now. Go watch all the eight or nine seasons of it, and then come back and finish the episode. Otherwise, 24. Um, if not, you should pause this right now, go watch all the eight or nine seasons of it and then come back and finish the episode. Otherwise you're going to like, it's more important than anything else you'd be doing right now is watching every episode 24, but I digress. So there's this bad guy in 24 and it's, um, it's, uh, he's the president. I, uh, Paul, uh, president, president Logan. I can't remember exactly. It's

been a while since I watched it, but he's the president. And I remember that, um, at first I thought that, that, um, the guy who played the president, I was like, I hate this character. Like I hate him. And every single episode, it got worse. I was like, I hate him. I was like, I remember being so angry, upset, watching like episode after episode, episode. And this president was such a horrible person. And like, so angry. And I like episode after episode after episode. And this president was such a horrible person and like so angry. And I was like, I hate him. Like why did they pick him to be the actor? Why these things?

And like being so frustrated and angry and like I couldn't sleep. And I was so angry at this person, this president. I hated him so bad. And also one day I stopped and I was like, oh my gosh, look how I feel right now. Like I hated this guy, but I'm realizing now like i don't hate him like he's probably one of the best actors i've ever seen because he's making me have this this visceral response to like everything he's saying like like and also i was like oh my gosh not as he he's not the worst character of all time he's the best character like to make me hate him that bad is

magical same thing when i first met ben settleettle, I joined Ben Settle's email list and I used to get the daily emails. And I remember, um, I kept reading, I kept reading him and like, they would annoy me so bad and get me so frustrated. And like, it was probably two or three weeks in this email sequence where I was just, I was like, and I don't unsubscribe from anything ever. And, um, I remember the emails are coming in. I read one. I was so upset. I was going to unsubscribe because I was so angry at him and his philosophies and his thoughts and everything. I was like, Oh, and I was like about to unsubscribe.

I stopped for a second. I was like, Oh my gosh. Like, look how I feel. Notice how he's making me feel right now. Like, like he's giving me once again, this visceral response where I'm like angry and upset and frustrated and so much so that I want to like, Oh, and I was like, Oh my gosh. Not only not, I think, you know, probably I was like, he's the worst marketer ever. I hate this guy. He's wrong about everything. And I was like, Oh my gosh, look how he's making me feel.

He's an amazing marketer. Like he got me to like, to feel this way. I've never in my life, I've read every email from a marketer. I'd read every email of his for months because I was so angry and so upset and so frustrated. And I was like, I bought his thing. I bought the other thing. I bought the other. Either I hated him or frustrated by him, annoyed by him. In fact, the first time I met Ben, I told him that story. I was like, just so you know, like I hated you at first.

I couldn't, I was like, every email would come out. I would get so annoyed, so upset. And all of a sudden I realized, look at how he made me feel. Like, like to cause this kind of feeling in me shows that he's a master, not someone who's bad. Right. And so a lot of times I want you guys to like start noticing how you're feeling as these things are happening to you. Because a lot of times our brain is like pushing us one way and hating this thing where it could be like the greatest thing we could have learned. Right. Um, and so anyway, I wanted to share that because that's how I felt when we're

going through this upsell flow. And so next time you're creating an offer and you're working on your upsells, your downsells, or whatever your thing is you're working on, I want you to start thinking about that. Like, how do I make this offer so good that I literally am sick to my stomach and frustrated and angry and like, oh, I can't do this. Like, there's no way we can give people this much value. We just can't do it. And also you're like, oh, that's it. We got there.

We finally got a point where I don't want to do this because I feel like the value is so high. Like they always say in any good offer, but like any kind of good business deal or business partnership, both people should feel like they got the better end of the stick. Right? Like, um, and if not, it means that someone felt like they got a worse end and that's not good. Right? Like you want both people to feel like they had a better end of the stick. So if I make an offer so good, I'm like, this is insane. Like, like I can't do this because it's such a good offer. And honestly feeling that way deep in your gut. And then the customer coming in like, Oh my gosh, they'll have a nice $1 for that or 200, whatever the

price is like, Oh my gosh. Now both sides feel like they got the better end of the stick. That's how you make irresistible offers. That's how you create raving fans. That's how you create amazing offers. And so anyway, I want to share with you guys because it was interesting. It was fascinating. And I hope that helps you guys. Go back to your old offers. Look at the upsell flow and be like, what else could I add? What else could I add? What else could I tweak? How can I make this offer better? How can I make it better? How can I up this offer? How can I increase it even better? And keep thinking through that. And the better you make the offer, the more likely people will be to give you money. Okay. A lot of times people are like, my upsell is not converting. What do I need to do? I'm like, your offer sucks.

Make a better offer. This is the best thing I got. Like, well then make something better. Like what else can you give them? What else can you create? What else can you invent? What else can you put together? Like you need to make something that is so irresistible that they look at that. They're like, I have to give them money. I need this thing. Right. This is such a good deal. It's such a good offer. I have to give them money. Like that's the feeling they have to have or else you missed it. So anyway, with that said, I hope you guys enjoyed this episode. Hopefully you guys go back and look at all of your old funnels, all your old offers, look at the things you're doing and figure out how, what else can I bundle? What else can I add to make this offer even more irresistible and keep

doing it until you feel sick to your stomach. And that's when you're probably to the spot where your offers finally get to start converting. Anyway, I hope that helps you guys. I appreciate you all. Thanks for listening, for subscribing, for hanging out. If you like this podcast, please go to iTunes and leave me a review. That'd be pretty sweet. And with that said, I'll see you guys on the next episode.

Bye, everybody. Hey, everybody. This is Russell again. And really quick, I just opened up a texting community, which means you can text me your questions. And right now I'm spending anywhere between 10 and 30 minutes every single day answering questions through text message to people who are on the podcast. And so I wanted you to stop everything you're doing, pull your phone out and actually text me a message. Okay. Now the phone number you need to text is 208-231-3797. Once again, it's 208-231-3797. When you text me, just say hello. And then what's going to happen is I'll add you to my phone and then they'll send you back a message where you can add me to your phone. And then we can start having conversations. On top of that, through

this texting community is where I'm going to be giving out free swag, giving away free copies of my book. I'll let you know about book signings, about times I'm coming to your local area and a whole bunch more. So I want to make sure you are on this list. On top of that, every single day, I'm sending out my favorite quotes, my favorite frameworks, and things you can get for free only through my texting platform. So what you need to do right now is pull out your phone and text me at area code 208-231-3797. One more time, that's 208-231-3797. I can't wait to hear from you right now.