Marketing Secrets with Russell Brunson - We Are Funnel Hackers And These Are Our Stories - Part 3 of 3

Episode Date: January 28, 2019

On this episode you will hear the final part of Russell's first presentation at last year's Funnel Hacking Live. Here are some of the amazing things to listen for in this episode: Find out what the creativity switch is and how it can help you grow your company. Why the backend of your Value Ladder should never change. And how you can avoid getting stressed out and overwhelmed by the surplus of information you are receiving in this presentation. So listen here to hear the final part of this amazing presentation at Funnel Hacking Live 2018, and get excited for this year's event coming up soon! Transcript - https://marketingsecrets.com/blog/we-are-funnel-hackers-and-these-are-our-stories-part-3-of-3 Learn more about your ad choices. Visit megaphone.fm/adchoices

Hey everyone, this is Russell again. Welcome back to a Marketing Secrets Podcast. This is day three of three from this presentation. So this was the very first presentation I gave at last year's Funnel Hacking Live event. Hope you've been enjoying it. There's so many cool things that we covered in here and I just thought, you know what, if I want to get people excited about Funnel Hacking Live, those who are coming this year for the first time, I want to share this.

And for those of you guys who don't have your tickets yet, hopefully it'll push you over the edge to realize, man, that was just one presentation. Can you imagine what would happen if I was there for four days? So if you don't have your tickets yet, go to funnelhackinglive.com and get them. And with that said, let's cue up the intro music and then let's jump back into the last part of my presentation. Thanks so much, you guys. And I will see you soon in Nashville. 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. Now again, the problem, us entrepreneurs, we can figure out the one how we'll make our million bucks, and then we'll be like, I'm bored, I need to do something.

Oh, you're freaking out, and you're trying to create the next thing. And so what I want to talk about now is the creativity switch. This is what took us to the next level when i learned this about myself okay the thing that makes entrepreneurs great is also the thing that holds the rest of the company back at a certain level okay i was the one that was able to get it to the spot but i was one that was hurting it and i knew that and i was like what do i do like i wanted to create all these other things and that's when i figured out this next step which is the creativity switch okay i had to shift my creativity from figuring out the what and the how to get this thing into orbit. Now it's in orbit. I have to shift my creativity or else I'm going to go insane.

I shift my creativity as an entrepreneur to the next thing, which is going from seven to eight figures. Now, I'll write this down really quick. Jay Abraham, one of my mentors, he told me that there are only three ways to grow a company. And at first I was like, nope, you are wrong. There's tons of ways. There's Facebook ads, there's Twitter ads, there's YouTube ads. He's like, no, no, no, no. He's like, there's only three ways to grow a company. And at first I didn't understand. And then he backed it out. He said, there's three ways. Who here knows what the three ways are? What's number one? More customers. Okay, what's number two?

Pop this real quick. Number one is more customers. Number two, getting them to spend more. I know what it is, but I just need to show you on the slide. You spend more. Spend more money. And then number three, who knows what number three is? More often. Okay, so that's the three things. Get more customers coming in the door. Get those customers to spend more money

with you and to get them to buy more. And so I always like translate things into funnels. I'm like, well, how do funnels do that? Like, how does this whole thing work? And I was like, wait a minute. I don't know how this works. More customers are acquisition funnels, funnels that get people into the front door, right? That's it. And I'm like, getting people to spend more, what we call ascension funnels, get somebody to send up with us inside of our business.

And number three, getting people to buy more often, just monetization funnels. I'm walking through all those things. But as soon as I saw that, I was like, oh my gosh, like I know exactly what to do. I know how to to shift my creativity now to grow this company. So if you come back here to ClickFunnels, this is

again our value ladder if you look at it. When we launched the company, again, core funnel was in the middle. That's where I figured out the what and the how. We launched this thing, it was going awesome, and now it was like, now we've got to figure out other ways to grow the company. So I started looking at this and started saying, okay, the webinar's working good,

everything's coming in, how do I get more customers? Okay, and I was still doing the webinar, but I was like, what else can I do to get more customers? And I was like, wait a minute, what if I build, like, front-end acquisition funnels? Okay, so I started building acquisition funnels. And so how many of you guys, shortly after we launched ClickFunnels, remember me launching this book? That guy's awesome. So the reason I launched this book was not because I wanted to write a book. Writing a book's horrible.

Who's ever written a book before? I've never given birth, but I'm pretty sure it's like comparable in pain. Like it was, it's really, really hard, right? So we got this first book done. And the goal of this book, like I love selling books and stuff, but the only reason why I want any of you guys, I don't want anybody on earth to buy this book, I want them to buy this book and then read it,

and I want them to then know they need the ClickFunnels, my core offer. The whole goal of this was to acquire new customers, indoctrinate them in my way of believing and thoughts, and then send them up to the actual thing I'm selling. Okay? And then a little while later, Russell got all panicky and stressed out again.

I was like, I need a new funnel. And so I wrote another book. I gave birth again. That was painful. But it was awesome. And then we launched this book to acquire new customers in, right? So I started creating front-end funnels

to acquire people in, but not at first, not after over a million dollars. A book funnel is probably one of the harder funnels to get to work. You're mostly like, I'm going to write a book, and you spend the next eight years of your life trying to write a book, trying to figure out a funnel. It's like, you should just make money now and sell something in the middle of the value ladder. Start there, and when it starts getting out of fatigue, when some people start seeing it, it starts getting more expensive to buy ads to your webinar, that's when you come back and start creating new funnels to bring people in as customers. Does that make sense? I didn't write the books until my webinars were fatiguing and I

needed something new to get people to raise their hands and say, I do think I'm an expert. I would love to figure out how to share my message with more people. I'm like, cool, here's the book, teach you how to do it, but then there's this tool that actually you need to do it. And they're like, oh my gosh, I need ClickFunnels. I'm like, yeah, you do. And they naturally will send up. Okay, so the acquisition funnels. If you guys look at our business, we create new acquisition funnels all the time. I actually want to go back a step to this. One thing I want to talk about before I go too deep into this, because this has been a common mistake I've seen most of our people make over the last year,

is they've created a value ladder and they start creating more and more and more and more things. They're always creating more back ends and more. For most of your businesses, you should create one core offer. I've got one, ClickFunnels. One back end offer. Do you know what that is? And then you never create anything else in the value ladder again after that. Ever. It's done. All you should be focusing your creativity on afterwards is

like, what are cool new front end offers I can get to get people, different set of people to raise their hand and come to me. Okay? Last two months ago, three months ago, so these are front-end offers. This is, again, dot-com, Seekers book, expert Seekers book. And then a couple months ago, I was like, looking at different market segments we don't have yet. And I was like, you know what? There's not very many network marketers using ClickFunnels. How do I get more network marketers? How do I get that segment of the world to come in and start using Funnels? And my ladies don't understand

how it works, right? Same concept I had before with Expert Secrets. How do I get all these people who were like thought leaders to come and start using ClickFunnels? And so I messaged Julie Storien, who you guys are going to meet in two days up here. Yeah! Wow, her reputation

precedes her. I messaged Julie. Yeah. Wow, her reputation precedes her. I messaged Julia. I was like, hey, I want to write a book teaching network marketers how to do this thing. And we sat down. I'd created like a six-hour course, a watch-slow course. And then like two days later gave me the book. And I was like, that was really, really fast. And so we put together this book.

And in about a week or two, we're rolling this out to the network marketing institute to get network marketers to understand what funnels are and they come into our world. So I'm creating new front-end offers to bring people in different segments, right? You'll see we also have an e-com funnel book coming out. We've got other ones like, what are different segments I want to go into? And I create front-end offers to get those customers and bring them in, and they can go up. Okay, so your business, again, when you have your value ladder, after you create the back end of your value ladder, you should never touch it again, ever.

That should give you guys some freedom of like, oh, sweet, I can quit creating stuff. Okay, if you go to Tony Robbins, if you notice for the last like 20 plus years, his back end hasn't changed. You read a book, you go to UPW, you go to Date with Destiny, like that's his value ladder, 20 plus years, right? And then 20 years later, he's like, I'm going to write a new book. So he wrote the money book, Money Master of the Game, which brought in a whole new audience for him. And guess what we did when they came in? Send them to UPW and send them to Date with Destiny. That's it.

Okay? So don't keep trying to create other things. Do it once, and then it's done. And then you can like, oh, sweet, relax. I don't have to stress about this anymore. The back end's done. And now this is where we shift our creativity. Like, what cool friends can I create?

You start having fun with that. That's where we focus our entrepreneurial creativity, okay? So again, we move down a step in the value ladder and start creating really fun front ends to bring people in, okay? All right, so that's number one, more customers. Number two now is how do we get these customers to spend more?

So these are called ascension funnels, where I get somebody to ascend up. Okay, now I learned this concept initially from Bill Glazer. Bill is, he was like my marketing dad or grandpa. And I got in this business, I went to his mastermind group for six years, and he was like telling me how to do all sorts of stuff, right? And one of the coolest things I learned at GKIC back when Bill was in charge of it was this concept of ascension. How many of you guys are GKIC members or were back in the day when Bill was running it? All right. A lot of you I don't know about it. So I'm going to walk you through their business model because it's brilliant. So they had different continuity programs. They had a GKIC gold member, which I think was $49 a month.

Then there was a silver member, which was like $199 a month. Then there was another one like $250 a month. And there was peak performers at like $6,800 a year. Then there was their platinum at $15K and titanium at $25K year. Then there was their platinum at 15K and titanium at 25K. And so that was their business. So all they focused on was customer acquisition to this $49 thing. So they would drive ads and everything

for everyone to buy this thing. As soon as you bought this thing, it was crazy. All they would do was focus on getting you to ascend from here to here. That was it. So if you were on this, if you signed up for this program,

you were shifted to a different list and they focused on sending you from this to here. That was it. So if you were on this, if you signed up for this program, you were shifted to a different list, and they focused on sending you from this to this. Every campaign, everything they did was getting them to move from this to this. If they do big, huge events, they'd come to the event and they'd sell something at the event and say, hey, if you're a gold member, it costs $10,000, but if you're a silver member, it's only $5,000. You can click this box and we'll upgrade you right now. And they're like, upgrade,

and they got everyone to move over here. Every product they put out, the only goal was to get people to Ascend. And then as soon as you Ascend it to Silver, all the marketing shifted for you. And the whole thing was about getting you to Ascend to here. That was it. So the marketing was focused on Ascending. And all of a sudden, boom, they Ascend to there. And then you shift. And then

all the marketing was focused there. And I saw him do it for years. And I watched him grow this company, all focusing on Ascension. And I don't know anybody in our world that really does that. And so last year at Funnel Hacking Live, who was here last year at Funnel Hacking Live? Yeah. So Funnel Hacking Live last year was the first time I was like, how do we ascend people in ClickFunnels? And so we did a presentation that some of you guys were part of called Follow Funnels.

How many of you saw this presentation? Nobody saw it? You saw it if you had a Confusionsoft t-shirt at the end of it. How many of you guys remember that one? Okay. My entire goal of this presentation, of this one, was to ascend people from ClickFunnels to Actionetics. That was the ascension path, right? And we moved them up right there.

Right now, about 20% of all ClickFunnels members have ascended up to that. Anybody need help doing the math on that? We make more from our action next level than we do from ClickFunnels right now. It's insane. I didn't have to resell those people anything. All I did is told them, hey, this is awesome, this is even cooler, and I get people to step over and ascend up. How many of you guys think I'm gonna try to resell those people anything. All I did is told them, hey, this is awesome. This is even cooler.

And I get people to step over and send up. How many of you guys think I'm going to try to send you some things this weekend maybe? I'd be doing you a disservice if I didn't, right? So my goal inside of this, when someone comes to my core offer at ClickFunnels, they're in ClickFunnels, and as soon as they're in ClickFunnels, like, how do we get them using our entire platform? How do we send them up to Actionetics? Okay, and then people come to ClickFunnels, like, how else can I send them? I send them up to my back-end things as well, to my higher-end coaching

program, so I can serve them at a higher level. It's all about ascension. When somebody comes in, you get a customer come in, it's all about, how do I send them? How do I serve them more at a higher level? What can I do? What can I create? What kind of marketing? What kind of funnels can I use to ascend people up? Okay, so we started creating ascension funnels to get people to spend more money with us, so we could serve them at a higher level That was number two so for me as an entrepreneur this is where I use my creativity How can I get people to ascend up and now I'm not focused on some new business. I want to create I'm focusing on this problem. How do I solve this? Okay, and that's the magic

Can we start focusing on true efforts on these kind of problems? We're not focusing on create new businesses how we started growing a skill in our company So ascension funnels and third type of funnel were monetization funnels. How do we get people to buy more often? Okay, now the very first thing you were selling someone, your what and your how, if you read the Expert Secrets book, initially you're always offering them,

excuse me, an opportunity to switch, right? You're switching them from some opportunity to your new opportunity. If you know what I'm talking about, go back and read Expert Secrets and we'll actually talk more about this in two days, but that's the first thing. Monetization funnels are where we're doing an opportunity switch.

These are where we're offering our audience other different products to help them as well. Okay, so some examples, like we have our Software Secrets product, which is a monetization funnel. We have Funnel Scripts, which is a monetization funnel. Funnel Universities are other things we sell our audience to help them on their journey with us. Okay, and those are monetization funnels. And so for us as entrepreneurs, when we are going from a million to 10, this is where our focus needs to be at. It's not creating a new offer, a new business, new company. It's how do I create front-end funnels to acquire more customers?

How do I create ascension funnels to get these people to ascend from this level to this level to this level? And then what else does my audience need to be more successful? What else can I create to give them? How many of you guys says funnel scripts made your job so much easier when you're building your own funnels? Yeah, it's insane, huh? Like, that was something that we created to help people more in their journey with us. Okay, all these things are. So that's the monetization funnels, okay? So if you look at the order of this, when we launch, when you're going from 0 to 7, you figure out your core offer first.

Then from there, we open up our back-end offer. After we build up pressure with how much people, customers coming in, we open up our back-end offer, then we come down and we start focusing on our ascension funnel. That's how we start bringing people in. Okay? Alright. Like I said, the back of the value now would never change. You just create your focus

to be creating new creatives on the front end to get more people in. Okay? I want to walk you guys through some businesses of some people here in the room that you may know. The first one is Brandon and Kaylin. Can you give them a huge round of applause? They're over here somewhere. Kaylin's going to be speaking to you guys here in a few minutes. And I'm excited because, man, their journey has been so much fun to watch. They went from zero to a million, a million to 10, and now they're on their journey from 10 to 100. It's just,

it's awesome. But if you look at this, if you look at their journey, if you reverse engineer this, and I'm obsessed with reverse engineering what people are doing, they follow this process to a T. When they first came out, the very first thing they launched was this program. It was a webinar they launched, I think $150 lifetime access or $30 a month. That was their first

thing, their what and their how. And they grew this to over a million dollars before they came out with the next new thing, right? They built up all this pressure. People they were serving, they were changing lives. All those things were happening after they had this audience that people loved. And then they're like, how else can we serve these people? Now they opened up the next thing and they brought people in their supplements. Boom. They launched their supplements day one and just blew up one of the biggest supplement companies online overnight because they built up so much pressure on the first thing.

Okay. If they'd launched something company first, guess what would happen? Nothing. Okay? There's an order. There's a sequence. They figure out their what and their how, and they focus, they focus, they focus. Okay, I've been telling people for two years now that you need to do a live webinar every single week until you make at least a million dollars.

Most people don't. How many of you guys do that right now? Okay. So Kaylin and Brandon said, we're going to do what Russell says. She created the hashtag, hashtag do what Russell says, and she started a webinar every single week, every single week, every single week. I think she did 30 or 40 webinars live before she ever tried to automate it. Okay. They figured out the what and the how.

The reason why I tell people that, do it live, is because that's going to help you to figure out the what and the how. Your audience will tell you. Okay. You'll get the feedback, and you'll make the tweaks and the changes you need to do. So they did that, launched their supplement, and afterwards they launched their coaching. So if you look at their value ladder, the front end, figure out their what and their how. They sold that. After someone buys that, they send them up to supplements, and from there they send them up to coaching.

Okay? Alex and Layla, where are you guys at? Yeah, you guys have a chance to hear from them tomorrow. I don't even remember. in a day or two. So I'll tell you more of their story later, but Alex and Layla literally launched their new company in April, and you may have noticed they stood up

when we did the Two Comic Club X Awards. From zero to $10 million since April. Yeah. They're gonna, yeah, insane. I still don't know how they did that. That's gotta be a record. But if you look at their funnel, same thing, right? Like, they figured out their what and how. People bought this. They built up pressure

and they released the next thing. Okay? That's the whole game, right? Figure out the what and how. Build up pressure. Release the next thing. And they haven't even gone to the point where they had to build new front-end funnels. They've just been killing it with this so much right now. So look at their value ladder. They're not even on step number three yet. They got the core offer, what and how figured out, build the pressure, launch the next thing, monetize it. And someday, I'm going to get Alex to build a front-end or a webinar or something.

It's going to be amazing. He said no. Anyway, like I said, there's 17-plus other stories just like these that I want you guys to understand sitting here in this room with you. The path and the process is the same. We understand that. Okay? So again, to come back to the creativity switch. Step number one, going from zero to millions, figuring out the what and the how. You transition your creativity as an entrepreneur to figure out ascension, acquisition, and monetization funnels. Okay? If you're not that spot yet, don't stress about this at all. Like, I know Russell said something really fancy there, but I'm not ready for that. I'm focusing on the what and the how. Those of you guys who

were there, it's like, okay, that's my focus. That's where I'm focusing all my creative energy, okay? And after you go from there, then the third phase, going from a million or 10 million to 100 million, this is where I'm focusing all my effort at right now, okay, is this piece right now. And it's focusing on getting mass traffic. Now, I'm not going to spend a ton of time during this presentation right now going through the traffic part of this, but my creativity right now is focused on what kind of ads can I make

that are insane that are going to get more people to raise their hand on all sorts of platforms. Here's a couple of them that some of you guys may have seen. This is one we did on Instagram the other day. Hey, this is Russell Brunson. My new book, Expert Secrets, is literally on fire. Get your free copy by swiping up right now. Swipe up to get your copy of the Expert Secrets book. Quick, it's on fire. You get a free copy. Just cover shipping and handling when Mel went out to you. So if anyone ever lights a book on fire, this will be learning. First off, you can't

just light a book on fire. It doesn't burn. Second off, you have to douse it with like gasoline. But if you douse it with gasoline while you're holding it and then you light it on fire, the flames will come down to your arm. I learned that that night. So that's why I'm like, ah, ah, ah. And we did videos like, Facebook, YouTube,

like all these videos and books burning. It was horrible. Number three, when you burn books on ads, people complain in the comments. So you shouldn't burn books on ads. We learned a lot of fun things, okay?

But here I'm like, this is what I can do with my creative energy. Like how can we like sell more books? Let's light one on fire. Or the other day I was like walking past our, like in our office with potato guns because that's kind of the whole like,

you know, beginning story. So I found a potato gun and then we had this big mud pit behind our office and Dave was like, let's go take the Jeep out. So he spinned the Jeep in the mud. I got a potato gun and then we sat on the prospector. We had this big cut out, cardboard cut out of the prospector. I was like, oh my gosh, I got an idea for an ad. Five seconds later, we're set up, and this was the ad

that came from that one. Hey, my name is Russell Brunson, and I'm a potato gun expert. And I just finished my new book called Expert Secrets. Expert Secrets tells you that you can become an expert in anything. I've done it with potato guns. I've done it with other things as well. So inside the Expert Secrets. Expert Secrets tells you you can become an expert in anything. I've done it with potato guns. I've done it with other things as well. So inside the Expert Secrets book, I tell a story about how I started my entire business as a potato gun expert.

I was making DVDs, teaching people how to make potato guns, how to shoot them. It was a ton of fun. And I turned that little idea, that hobby, into a career. And you can do the same thing with the things that you're good at. What is it you're good at? What are you passionate about? What do you have opinions on? What do you have a lot of advice about?

What is it something that you love, that you're an expert at, that you can share at? What is it you're good at? What are you passionate about? What do you have opinions on? What do you have a lot of advice about? What is it something that you love that you're an expert at that you can share with the world? Just like I made money selling potato gun DVDs, and now I make money teaching people how to market their businesses, you can make money with your passion, your idea. And the way to do that is all included here inside the Expert Secrets book. Now, I have pre-bought a whole bunch of copies of this. If you want, you can go to amazon.com, go order it from there. You'll see tons and tons of five-star reviews. Or if you want, you can get a free copy. All you got to do is go to expertsecrets.com. I already bought the book.

You cover a tiny shipping handling fee. I will ship you out your very own copy. Then you can read this book and find out how to find your message, how to build your tribe, and how to make a whole bunch of money teaching people whatever it is that you are amazing at. Now, this book has literally helped hundreds and hundreds of people around the world to take their passion, their talents, their ideas, their hobbies, their advice, and turn it into a full-time business. And you can do the same thing as well. All you got to do is go to expertsecrets.com, get your free copy there. And you'll also see all the other bonuses and other cool stuff I'm

going to give you as well when you go and get your free copy. So now is the time. Wherever you're at watching this on Facebook or YouTube, wherever you're watching this at, stop everything you're doing, go to expertsecrets.com, get your free copy. I'll ship you this out and this will teach you how to take your ideas and turn it into a business. Thanks so much. Again, my name is Russell Brunson and I cannot wait for you to get your first copy of the Expert Secrets book. What's up everybody? This is Russell Brunson. I've got something really cool for you today from my friend Taylor Wells. Taylor spoke at our last Funnel Hacking Live because I wanted him to share a really cool concept about what he calls the revolving pricing

method. And today he decided to sponsor the podcast to give you guys more access to this super cool strategy that you are going to love. It's something we've been implementing into our high-end coaching program as well, and it is amazing. But to kind of give you some context about this offer he's making for you guys, as you may or may not know, a few years ago, JPMorgan Chase did a study, and guess what they found? They found that the average small business only has about 28 days of operating expenses in reserve. That's right, less than a month of cash on hands. Now, if you're like me, the idea of your business being one bad month away from disaster is enough to make your stomach drop. Am I right? Especially with how the economy's been lately. It's not the time to be

gambling with your finances. So Taylor put together this book called The Revolving Pricing Method, and it's awesome. It helps you turn every client you close into a long-term profit machine. We're not talking about one-time paydays. We're talking about creating sustainable and real predictable income for the long haul. Now here's where it gets even better. Taylor put together an awesome exclusive deal just for you guys, my Marketing Secrets listeners. And if you go over to wealthyconsultants.com slash secrets, you can grab The Revolving Price Method book and over $150 worth of bonuses and get this all.

It's at 70% off. And I promise you guys as a customer of this, you are going to love it. So if you're serious about growing your business with real stability, this is the model you need to add into your funnels. So go over to wealthyconsultant.com slash secrets, grab your 70% off deal, and let's start turning your clients into long-term revenue. Again, that's wealthyconsultant.com slash secrets. Do not miss out. Hey, this is Russell Brunson. And I want to jump in really quick to share with you a new assessment I found out that is insanely cool.

You guys know I'm obsessed with personality profiles and assessments, but this one is different because not only does it help you to understand yourself, but more importantly, especially for us who are entrepreneurs, it helps us understand our employees, our teams, and get people sitting on the right seats in the bus so they can get more stuff done. I just had a chance to interview Patrick Lanchoni talking specifically about this new assessment they created called Working Genius. And the Working Genius is awesome. Like this test, I had actually blocked out an hour to take it because I was so excited for the new assessment. And it only took me like 10 minutes or less to get it done. Yet, even though it takes only 10 minutes, like you can actually apply this

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

So don't stress, it's not an expensive test at all. But you get a 20% discount off when you put in the keyword secrets at checkout. So go to workinggenius.com. Again, two Gs, working genius, two Gs in the middle, workinggenius.com. And then use promo code secrets, S-E-C-R-E-T-S at checkout, get 25% off. But then go take the test. Again, it takes you 10 minutes, but even in a 10-minute session, you will get something that is so insanely valuable to help

you understand yourself, to make sure you're working in a spot that's going to give you the most joy, number one. But then number two, it's going to make sure that you are, with your teams, getting them in the right seats as well. So anyway, I love this assessment. Go check it out at workinggenius.com and enter the promo code secrets for 20% discount. Take this test for yourself and for your team. And I promise you it will change the working dynamics amongst everybody and help your company to grow. You think as you go from zero to a million, million, 10, 10 to 100, you actually get more mature. But I think it's the opposite because now it's like literally're like, thinking of the, anyway, the weirdest things possible.

So, but that's the focus, like, as an entrepreneur, when you get to that point, you don't need more offers, but there's a point where you have enough offers, your value ladder's in place, now it's like, what can I do to promote this more? Like, where, all my creative energy is to focus on new ads, new ad types, new platforms, new things like that, and that's the second,

the last phase in here. Going from 10 to 100 million is that, okay? Now, I'm going to be doing another presentation here in a little over an hour. It's called Conversation Domination. I'm going to go deeper in some traffic stuff, so I'm not going to touch it too much right now. But this is the fun part I'm focusing. As you'll be able to tell when I do these presentations, where most of my focus is at right now, and it's a lot of fun, okay? So I wanted to come back to this. This is the vision. This is what I want you guys to understand over the next three days, because I know that with so

much stuff happening, some of you guys are going to feel overwhelmed. But if you understand this is the vision of where you're going, you don't have to stress about the overwhelm, okay? You're looking at this, okay, look, zero to a million. This is the category that I'm in. All I'm going to focus on is what and how, what and how. For every presentation I hear, I'm going to listen for like, how is this company going to figure out what is I'm selling and how am I selling it? Okay? I don't want you to stress about it. Think about that.

In that process, if you look at, in that first circle, that little triangle, that's from the Expert Seekers book. In fact, my next two presenters who are going to be speaking are going to be talking about this part. Because going from the zero to a million, a lot of it's like figuring out the what and the how. A lot of it's figuring out yourself too, right? If you're the one selling the product,

like how do you build your following? How do you, yourself as an expert, how do you position yourself? How do you put yourself out there in a way that's a lot of times not very comfortable, but in a way that's going to attract people to you? Okay, so next year's presentation is going to be going deep into that.

But every presentation for you guys, if you're in that, if that's the phase you're in, just think about the what and the how, the what and the how. That's the key for you guys going from where you are today to do Comic Club, that's it, okay? Now, for those of you guys, if you're in that, if that's the phase you're in, just think about the what and the how. The what and the how. That's the key for you guys going from where you are today to do Comic Club. That's it. Okay? Now, for those of you guys who are going to do Comic Club, you're like, sweet, I want more. You should be focusing on all

the different funnel types. Like, okay, there's this one, this one. Like, what should I do to acquire more customers and those kind of things? And those who are growing beyond that, be focusing on all the traffic presentation, how to scale your traffic and get more and more people in. Okay? But that's what I want to explain because I know that so many of us, especially as our community as a whole has been growing,

it's been fun watching. If you look at four years ago, the first Funnel Hacking Live event, if I ever said how many people here are making over a million dollars, it's like one or two people. Now we're like almost 300. Look at 17 at 10,

and it just keeps growing and scaling. It's so much fun. And I think as a community as a whole, we're all growing together. So I want everyone to understand that this is the vision. This is what you should be focusing, this is what you should be doing. Because I don't want you just focusing on eight, nine figure creativity problems if you don't have your what and your how

figured out. And vice versa. Okay? You focus on where you're at, build that piece out, figure it out, and then you can switch. And again, the market will tell you when you're ready to make the switches and the transitions. Okay, to end this presentation, I want to come back and I want to show that video I showed you guys at the very beginning one more time because two reasons. Number one, after I watched it, I watched it like 30 times more and it's really fun,

so I'm going to show it again. And number two, I want you guys, as you're listening to it, to understand that this video is talking about you. Okay, we're not normal. You guys know that, right? Most people don't wake up in the morning figuring out, how can I change the world? How can I sell more products? How can I serve more people? That's not a normal thing. Most people wake up in the morning figuring out how can I change the world? How can I sell more products? How can I serve more people? That's not a normal thing. Most people wake up in the morning, they're depressed, they're tired, they go to work, they're miserable,

they come home again, they're miserable. Like most people don't spend all their extra time, energy, money flying to here to hear people talking about selling stuff through funnels for cry it out loud. You guys are different and that's good. And so I wanna share you guys a video one more time and let's good. And so I want to show you guys the video one more time and let's watch it.

Here's to the crazy ones. The misfits. The rebels. The troublemakers. The round pegs in the square holes. The ones who see things differently. They're not fond of rules. And they have no respect for the status quo.

You can quote them, disagree with them. Glorify or vilify them. About the only thing you can't do is ignore them. Because they change things. They push the human race forward. And while some might see them as the crazy ones, we see genius. Because the people who are crazy enough to think that they can change the world are the ones who do.

Want more marketing secrets? If so, then go get your copies of my two bestselling books. Book number one is called Expert Secrets, and you can get a free copy at expertsecrets.com. And book number two is called Dot Com Secrets, and you can get your free copy at dotcomsecrets.com. Inside these two books, you'll find my top 35 secrets that we've used to become the fastest growing non-VC backed SaaS startup company in the world.