The Russell Brunson Show - The Calling of Entrepreneurship: Serving Others and Achieving Success with Tom Bilyeu

Episode Date: June 12, 2024

A few years ago, I had the opportunity to visit Tom Bilyeu on his podcast "Impact Theory." While it's a few years old, Tom and I delved into a lot of topics essential for those who feel called to entrepreneurship today. From utilizing economic downturns to disruption marketing and influencer strategies. Plus hear a particular 'emotional resilience technique' I use to stay motivated during tough times. Let’s live into our calling and find both meaning and impact as we build lasting success. You can watch the interview here: https://www.youtube.com/watch?v=DBQQFrUx7wc And don't forget to check out this awesome deal from Mint Mobile! https://mintmobile.com/funnels Learn more about your ad choices. Visit megaphone.fm/adchoices

Air Transat presents two friends traveling in Europe for the first time and feeling some pretty big emotions. This coffee is so good. How do they make it so rich and tasty? Those paintings we saw today weren't prints. They were the actual paintings. I have never seen tomatoes like this. How are they so red? With flight deals starting at just $589, it's time for you to see what Europe has to offer. Don't worry, you can handle it. Visit airtransat.com for details. Conditions apply. AirTransat.

Travel moves us. What's up, everybody? This is Russell Brunson. Welcome back to the Marketing Secrets Podcast. I found a really cool interview I did at the very beginning of COVID. I was also at that time launching the Traffic Secrets book, which went on to become a New York Times bestseller. Thank you for all the guys who bought it. If you haven't bought it yet, do you want traffic to your websites? Go to

trafficsecrets.com and get your free copy of the book. Anyway, blatant pitch. There you go. Anyway, this is a really cool interview. During the book launch, I had interviews with tons of people lined up. One of my favorite ones was this interview with Tom Bilyeu. And Tom Bilyeu runs Impact Theory. He was the guy who started Quest Nutrition. So if you ever had a Quest bar, Tom was one who invented those and built that company up. And anyway, just a really cool guy. He spoke in Funnel Hacking Lab a few times, someone who I have a ton of respect for. Anyway, so I recently went back and found this YouTube video from back in the day.

And I was like, oh, I want to share this with our audience. Obviously, the timing is a little different. We're not in the middle of the pandemic. But at the same time, we're going into scarier economic times. I think it's very timely as well, and I hope you enjoy it. Tom's a great interviewer. It's fun. He kicked off the interview asking me questions about wrestling and being an athlete before we ever talked about entrepreneurship.

So I thought it was a lot of fun. I think you guys can get a ton of value from it. So with that said, here's my interview with Tom Bilyeu, Impact Theory, and I hope you enjoy it. 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. Everybody welcome to impact theory. Today's guest is Russell Brunson. He's the CEO and co-founder of ClickFunnels,

which is now the fastest growing non-venture-backed software company in the world with a following of roughly 2 million entrepreneurs. Along with his partner, he took ClickFunnels from zero to roughly $100 million in revenue in just three short years. And on top of all of that business success, he's also an accomplished author and an extraordinary state champion, all-American wrestler who finished his college career as one of the top 10 wrestlers in the country. Russell. Thank you for having me. I'm so excited. It's really cool to have you here. Obviously, we've gotten to know each other from our trips to Puerto Rico. And I have to say, I'm very impressed with what you've accomplished. And given what everybody is going through right now, I wanted to start with some of the lessons

that you actually learned in wrestling. You've talked a lot about hard work and what you learned through the process. One, what makes you good at wrestling? I think that's where I want to start. So it's funny because I know that I wasn't ever the best athlete, but I am super grateful for a dad who was really good at watching what I would do and the mistakes I'd made and sitting down with me and figuring out how to fix things. I was never the guy who was undefeated. I was never the guy who won every match. I was the guy who would lose a match and come back, and we'd sit down down and we'd figure out what were the mistakes, what adjustments we needed to make. And we'd practice and we'd practice and we'd practice. And the next time we'd go out, we'd win.

And so I think that's kind of what made me a great wrestler. That is awesome, dude. I love that story. I love the way that if somebody wins just from the jump, they're sort of naturally gifted. One of the things about Bo Jackson that I always found sort of heartbreaking is when you ask him like, what made you so good? He's always like, man, I'm just naturally talented. And I always found that crushing because it's like, I'm not naturally talented. So for me, everything has sort of been this scramble of trying to learn. But I went through

this, that period you talk about of this sort of devastation where you expected to kill it and then you lose and you're like oh shit I went through that in film school where dude I thought I was just going to um dominate I thought that I was a natural born filmmaker and look I had my fears that maybe I wasn't but like I was sort of cruising on this you know um I'm good at this I have natural talent and then I really got faced with the fact that I wasn't naturally talented. And in fact, at the time, I didn't have really any talent for this thing that I loved at all. And so my life, one, I went through a really dark period because this is all before mindset and stuff like that. That that word had not entered my vocabulary at all at the time. And so I had no sense of, oh, I can build myself up. I can get

better. So it's rad that your dad really helped you, you know, focus on improvement and getting better. Talk to me a little bit about, because talk to me about discipline is where I was headed, because I think that what we're going to see in through COVID-19 and the crisis and what I think is going to happen to the economy, which is, is going to be less than ideal. It's going to see in through COVID-19 and the crisis and what I think is going to happen to the economy, which is, is going to be less than ideal. It's going to be somewhere between less than ideal and catastrophic. And so I think what the people who are going to win are the people that are going to be able to start over. And one thing that you've talked a lot about, you certainly talk about in your newest book, Traffic Secrets,

is understanding that, look, some things could just go away overnight. And how you respond to that is going to be really, really essential. So what's the role of discipline in your life? How can people get more of it in their own lives? Yeah, I think, man, I've been thinking a lot about it because obviously I help work with, I think, um, man, I've been thinking a lot about it cause I have, you know, obviously I help, uh, work with a huge entrepreneur or community of entrepreneurs and like a lot of them are freaking out right now for, you know, all the, all the normal reasons. And, uh, what's been interesting is watching a lot of them who just have like frozen up right now where it's like, ah, I don't know what to do. And as I worked them and talk through it with,

with a whole bunch of them, it's like understanding that so many of them, uh, are so scared of like failure or so scared of whatever the next thing is that they never they're not willing to like to take the step and so there's frozen which is like the worst the worst possible thing and i think um one of the most valuable things i got out of wrestling that that ties back to this was like um when you're wrestling you step on the mat and when you lose it's like i lost this match but it never says like i'm a loser that i lost this match let me go figure out what i need to do to to win next time whereas it seems like with business so many people have it tied to their identity into their to everything that when they lose that they say i'm a loser it's because of that like they're

scared to lose they don't want to feel like a loser they're scared of you know maybe they have a dream or a vision they're scared that if they try and it fails that the dream will disappear i think i think the biggest thing um that's me throughout this, I think that I think most people need to have is just is going in with the expectation of like, it's OK if I lose. It's OK if I fail. It doesn't mean I'm a failure. It means like the situation failed. But then when you detach yourself from that, then it's so much easier to be like, OK, what

was wrong? What do I need to tweak and go out and try it again and try it again and try it again? Because so many people are just so frozen right now. And I think that's the that's the biggest thing I think with mindset is just helping people to detach the consequences of of the failure being their own. And as opposed to failure being being like a match, like a thing that just that failed that you can go back and fix and figure out the next step with. That makes sense. It does. One thing.

So I wrestled exactly one time in my life. It was for, uh, I want to say what's, what's a normal, um, round three minutes, uh, in high, in high school, it's like two, two, two, two minutes. Okay. So probably two minutes then. And it was, I'm not joking. It was the single most physically exhausting thing I've ever done in my life. It felt like I was fighting to survive. I ended up, so this was back in middle school. I, this is before MMA. I ended up putting the guy in a headlock and basically just trying to choke him because I was so fucking tired. I was like, dude, I have to do something like I'm dying over here. And, uh, and so in that I realized, yo, people that get good at this, this shit is inhuman.

So what I want to know is how do you like pain? So there's an awesome quote. I wish I remember who said it, but fatigue makes cowards of us all. And I think that people are going to face fatigue in this, like the having to get up and try and try and try again. If they've lost their job, the thought of rebuilding, imagine somebody in their fifties losing their job now. And they're like, yo, I've got to rebuild. Like I'm fucking tired. I, the thought of having to start from scratch is, is bordering on

unbearable. What, what did you discover about yourself, about the human animal in, in building up that kind of conditioning where it's all on the line, dude. Everybody is watching you. You're there in the middle of a ring. You were literally in a skin tight outfit, dude. There is nowhere to hide. And you've got to pull it out. One thing that to me, the ability to suffer

is one of the most powerful things that an entrepreneur can build. Translate that for me from the physical to the business world. Yeah, man, the story that popped in my head when you started saying that was I remember it was in high school. I can't remember which year it was, but I remember every single week, we had to cut weights. We'd come in and I'd weigh like 160 on Monday morning and I got to be 130 by Thursday, right? So it's like every week you come in, you're like, oh. And so you put the plastics

on and the sweats on and all this stuff, and you start running and cutting weight. I remember it was after a really, really hard practice. I hadn't eaten or drinking much that whole week and just beat up. I remember our coach pulled us all out into this dark hallway kind of behind the gym, and he had this conversation with us about attitude. And I remember the whole conversation. I just remember him saying that no matter what happens, you're going to make weight. No matter what happens, it's going to suck. No matter what happens, you have to go through this process so the

only thing you can you can really affect is your attitudes you can have a good attitude or a bad attitude and i remember that night laying there in bed just thinking like oh like i've been like having the worst attitude ever i'm hungry i'm thirsty i'm tired i'm worn out um and i remember the next day i came in i put my sweats on put my plastics on put everything on you know and before everyone showed up i was out there jump roping. And I decided I'm going to have a smile on my face, like the biggest smile I possibly can have. And so I started to smile. And also my teammates are coming in and they're all like just, you know, like how I felt.

But I was like I was smiling. I'm jumping rope. Like Brunson, why are you so happy? Why are you smiling? And I remember all I said, the thing popped in my head. I was like, I don't know, but I've never seen someone lose with a smile on their face. So I'm going to smile from now on. And I just kept going. You just came to the chills.

And so that became a thing. And my other teammates started doing that where we'd come out there and we would like – the more pain it was, like we would put the smile on, like just keep doing it because I've never seen someone lose a smile on their face. And so that's something that – because I mean I'm in business now. I think this is my 17th year. And there has been like the ups and the downs. There's been you would build a company with 100 some employees and then like one day coming in and laying off 80 a mission. And like, remember thinking that a couple of times from just like, Oh, like I, I don't know if I even believe it anymore. I'm so tired and beat down and everything seems so heavy. And then it was like, but if I don't come in with a smile, like that's it. Right. And, and, uh, you can't lose the smile on your face. So we come in and we regroup and we talk about

it again. Then we get back to work and, and keep going. That's, um, that's, uh, like an obsession of mine. So it's what I call physiological hooks. So there are, um, there are things in your physiology that allow you to manipulate your physiology. So you're one of the most famous is the smiling thing. So, um, I tend not to get angry, but when I get angry, I stay angry. And so I had actually early in my marriage that ended up being like a lot of wasted time. I would get angry with something Lisa did that she would even agree that I was justified in being angry. But at the end of the day, I just thought it doesn't serve me. I just wasted all this time being pissed off.

Like you said, you control your attitude. So I wrote this letter to myself and I said, hey, me, it's me. You have no ulterior motive, but you know what the studies say. If you force yourself right now to laugh out loud, it will change your neurochemistry. And this is something that I think people in, in this time are really going to have to be thoughtful about is, all right, I've got to take control of my neurochemistry. I've got to take control of the way that I feel, because if I feel terribly, like your friends coming in to practice and they're just moping about, they're exhausted, um, then that practice is going to be worse than it could have

been if they had forced themselves into a positive mental state. Um, and then the performance is going to be worse because the practice was worse. And like that, to me, that's not about wrestling. That's about life. That's about being the human animal. Why do you think like you were able to translate, like, this is something I see a lot. You look at Arnold Schwarzenegger and all the success he had in bodybuilding, he was able to translate into other areas of his life. The success that you had early in wrestling, you've obviously been able to translate. What, what sort of the secret for you to, to the level of success you've obviously been able to translate what what's sort of the secret for you to to the level of success you've had you know it's it's interesting how similar uh my wrestling mindset and businesses and it's not the same as a lot of people in fact i've had a lot of uh people in last few years i've

kind of rubbed rubbed the wrong way because of it but i look at it as a sport so like when i started my business i was looking around the first thing i looked at was like who do i have to beat i remember when we came in there was a software company it was like okay that's our competitor and it was like i wasn't quiet about it i made known to myself to my team to my entire community like we're gonna beat them and then we went after him aggressively aggressively and and uh just like i would if i was gonna be wrestling or competing against him i like i reverse injured everything they did i figured out what they were doing why they're doing i listen to every podcast interview the founder was on and i don't understand his mindset

what he was doing and we we just like relentlessly pursued them until we caught them and then we passed them and after we passed them then i was like it's funny because i was like i need something new to go after and then there was another company that was bigger than than them and i was like that's the next company we started going after him and the same thing i pursued them and like looked at him reverse engineer what they're doing and how they're doing it why they were doing and trying to figure it out and i remember as we started getting closer and closer to them, the CEO of that company called me one day and he was like, he's like, why are you so upset?

Like, why do you hate me and hate our company so much? And it kind of caught me off guard. I was like, what do you mean? He's like, he's like, you were out there always like trying to like, you know, do all these things to beat us. And I was like, oh, I don't hate you guys at all. I got so much respect. Like, I know more about you than I think you do. Like, I understand what you do and why you do it oh I don't hate you guys at all I got so much respect like I know more about you than I think you do like I understand what you do and why you do the level

I don't believe you do like I don't I don't hate you at all but but you're my competitor like you're who I chose I have to beat you like that's that's how it works and he was like I remember he came back and he was like I he's like I wasn't really an athlete so I'm not used to that like he's like it's interesting I thought you mad you were mad at us you hated us and I was like no like it reminded me of the scene in uh my favorite movies um the dark knight where at the very end when the joker's falling off the the cliff and batman asking he's like he's why are you trying to kill me and the joker starts laughing he's like i'm not trying to kill you he's like he's like without you like there's no me like i can't do what i do without you and i feel like that that's been such my mindset in fact you know that we passed that

company it's like hey who's the next people and we found who they are and i'm studying them and understanding them at a deeper level i'm like and so for me it's i don't think i could be in business where it's just a business just to to grow or i don't know without a without a goal or purpose or something to to strive towards and and to move move move forward i was i remember reading um i think it's napoleon bone apart it said something about um what man will do for a for a scrap of ribbon i like maybe that's like in wrestling, that's what it was for me. Like I had to go and I went to be a state champ. Then I was an All-American. Like I kept going for whatever the next scrap of ribbon I had to get it.

And I feel like in business, it's the same thing for me. It's just like it's a game. There's competitors and we're trying to figure out the landscape where we fit in and how we pursue and how we go after them. Dude, I think that is genius. So as somebody, I didn't like being competitive when I was younger because I was afraid I was gonna lose. And of course I didn't wanna say that. So I was just saying,

or I may not even have understood it if I'm completely honest. There was just, it triggered something in me which I would now recognize as insecurity, which I can now articulate as I had this fear of having proof empirical data that I wasn't good enough, which of course is my biggest fear when I was a kid. And now getting into business and realizing, yo, motherfucker, like you've got to be going hard. And this is like, look, I like you. I would be shocked if

somebody was interpreting my competitiveness, my desire to win as hate. But it is what I call the dark side. It is a dark energy, right? There's the light side, which is the beautiful things I want to create and the gratitude I have for what I have in my life and all of that. And it's amazing. But then there's also the competitive side of wanting to win, of saying, look, I'm going after that person and the people who, so I'm not a sports guy, but like, because of my mentality, I constantly find myself drawn to athletes. So I'll use that language, but please don't mistake me for an athlete. But when you talk to the guys that are really, really great and you look at the amount of tape they watch, like how they study their competitors, they study themselves, they stare nakedly at their inadequacies.

Dude, there's something there. And the fact that people don't put in that time and energy to learn what is going on is crazy. The, the amount of insights you'll get are extraordinary. And that to me is, is the power. Hey, funnel hackers, let's be real. How many of you have forgotten about subscriptions and you keep paying for these things month after month after month. That was my wife and I before Rocket Money came along. Literally a couple months ago, we downloaded this app and within minutes we found out a whole bunch of subscriptions. In fact, we had multiple Hulu payments, multiple Disney payments from accounts that my wife had set up and I had set up and we weren't even using one of them. It was crazy. Rocket Money is a personal finance app that helps you to find and cancel your unwanted subscriptions, monitors monitors your spending and helps lower your bills so you can grow your savings.

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is the place to be, to be. So as we go into this, which probably is going to be a recession, might be a depression, how do you think about overcoming the obstacles that are going to come your way? How do you avoid falling into the trap of thinking that you know everything already? Like how do you stay nimble? That's a good question, especially when, you know, at this point, our company is so big that you have a lot of friends who are solar entrepreneurs and they're able to be nimble because like it's just them and they can, you know, but now we've got 400 plus employees and it's a it as everything started hitting, things started shifting. And I remember watching him because I, again, I'm kind of a marketing nerd. So I remember when I was in high school, I used to sit back and I would watch info. Like I remember I watched Dean on infomercials back when I was a kid and I would take notes and like, whoa, like the way he said things. And I remember watching as it came up to like the last big recession, watching all Dean's

infomercials. And at the time there was probably, I don't know, 30 different get rich in real estate infomercials on TV. Like anyone who ever flipped a house in their life or like, I'm an infomercials and at the time there was probably I don't know 30 different get rich in real estate infomercials on TV like anyone who ever flipped a house in their life or like I'm an infomercial guru and teaching people how to Do it right and and then the recession hit and the housing market crashed and went from like 50 infomercial gurus to like three down to one and then there was just Dean and Dean continued running from us was the entire thing and then and then and then beyond and I remember I didn't know him at the time I remember watching and just being interested how like he was the only one still on and so i asked him later how in the world did you did you survive when everyone else got got crushed and he said something super profound he's like he didn't shift i didn't shift um my product i mean

product was still the same he's like i shifted how i marketed my product he said everyone else was speaking very aspirational like how do we how do we create these things? You know, how do we how do we get rich? How do we make money? Things like that. And he's like, I shifted from being aspirational to to looking at my business more as like a life preserver. Like, like, how do you how do you protect yourself and how this product can can protect you? And so as we started coming in this thing, I realized the same thing. Like, in fact, I talk a little about in Traffic Sec talk about, um, the fact that when any customers coming to you, they're, they're either moving towards you, they're, they're moving towards you in one or two directions. Either they're moving towards pleasure or they're moving away from pain, right? It's like, they're coming to me because they want to start a business and when I get rich or they want to make money or they want to whatever, or they're coming to me cause like, I hate my boss. I need to get out of this pain. Like, it's just a miserable, I need to need to get out of pain. And if you look at the economy over the last, you know, seven or eight years, most, because for most people it's been pretty good, most people that are buying any product or service, whether it be fitness, health, business, anything for that matter, it's like they're buying it because they're trying to move towards pleasure.

But a couple weeks ago, everything shifted where people are all in pain now. I think the companies that are going to survive and be nimble are the ones that understand how to their messaging where it's like, how can, how can the product or the service I sell, how does it get somebody out of pain? And that's the marketing, the messaging people need and they want right now. And it's funny because like, as I was launching the traffic, I literally, we launched the book the same day that president Trump told everyone to go home. And if you look at like my marketing campaign ahead of time, it was like, you know, how we built this hundred, a hundred million dollar a year company and how traffic, how much traffic we get, all these things. And then I was like, that is the wrong message million a year company and how much traffic we get, all these things.

And then I was like, that is the wrong message right now. And so we literally – my team, I'm like, all right, everything, every ad we've written, every pre-sale, every video, just delete them all. We're redoing everything. And this is the messaging. The messaging is – and we start talking about – I got a buddy down the street who owns a local waffle place, the best waffles in the world. If you ever come to Boise, I'll take you there. And he opened the same day that the whole recession happened. And it was crazy because you look at like he's got his business.

He opens the doors and it's the same day that literally traffic, you know, usually restaurants, you have cars, like physical traffic driving by and people come and they come and they eat. And he's like, the traffic stopped. And what happens to all companies? They just, they die. Like traffic is the lifeblood of a company. And so the whole messaging shifted to like, like look like if you want to survive during these

times then thrive on the other side of this like you have to master traffic and customers and getting people in like this is literally your company's life preserver during these uncertain times so all the messaging shifted the ads shifted the like the like everything shifted and uh and you know the book launch has done insanely well and everything has kind of come from that. But it all came from like shifting the message from towards pleasure to understanding that we're in a time of moving people away from pain. I think that companies understand that and understand that shift in messaging are the ones that are going to really win during this time. Yeah. One thing that I think people need to be very aware of is where they're at in their life.

Are you moving towards something or away from something? So I've always said that people fall into two categories. And I think you're right. It changes actually, depending on where you're at in your life, what's going on in the world. But by nature, I would say that people are motivated by one of two things. Either they're moving towards a goal or they're moving away from a problem. I don't want to be broke. I don't want to be homeless. And then there's other people that are like, I want to achieve this goal. I want to win this.

I want to be the best. And knowing where you come from will help you navigate the world in a much more sane, inducing way. Because if you're being sort of true to what aligns with you, like for me, moving away from something is never very interesting.

It takes me into like a very uncertain, a very uneasy place. Whereas even if I'm in the middle of massive uncertainty and I have fears for me to shift my energy, I need to pick a goal, something that I'm excited about so that when I'm pursuing it, even though the outcome is going to be that I outrun this thing, right? I've been broke. I've had crazy debt. I've been in a place emotionally where I'm laying on my carpet and I just fucking, I don't have any idea how I'm going to create momentum in my life. So I know what that's like, but the things that got me up and moving were to believe that I could change, to believe that I could grow, to set a goal,

to set a goal that I was excited about and then wake up every day and pursue that. And that was the thing that it, I think a big thing people have to do is like, what, where are you at as a baseline reference point? If you're in looking at seeing all the problems and all the things that are wrong, you're not in problem solving mode. If you can shift over into problem solving mode. So I've heard you talk about that waffle restaurant before. And you gave the guy some brilliant ideas about what to do. Like, hey, are you sending people text messages? And it's like, yeah, to be top of mind, to remind people, you know, to incept them.

But you have to be in that problem solving mode. Yeah. Is that something that you think about intentionally? Is that something you try to train your team to do? Is that that to me seems like going back to what you were saying at the very beginning with your dad of like, all right, you can look at the fact that you lost

or you can solve this problem. Yeah, I think it's interesting too because I look at most business owners and like, and I know for me, I did it backwards the first way. Like a lot of times we come up with our products or our services, like we have an idea, like, oh, I want to create this thing. We create it. And then after we've

done like, now we got to figure out how to sell it. And you figure out like a sales message and create that. And then it's like, now I got to go find people to sell it to. And then we're trying to find people. And it's like, it's like backwards. Like if you look at the way that the most successful businesses grow, I look at the way that we grew ClickFunnels was when I had this realization of like, I don't want to go and like create something and find somebody to sell to. I wanna go find the people that I'm passionate about serving and then just listen really, really carefully, right? And I always tell people like the more money you make is,

will be, like the money you make will be in direct relation to how simple you make somebody else's process, right? So for me, it's like I hope people build funnels to sell their products and services. And so, you know, when I taught people people the strategies here's how you do it i made good money when we made software that made it simpler i made more money when we had like done for you things make even simpler and make more money and it's always like how do i simplify this process for whoever the customers how do i make it easier and and so like the mindset that we're

always having in our here at click funnels and me and my team is like we're sitting there and listening to our audience like what is it they're looking for what do they want what are they struggling and it's like hey how do we make this process simpler and every good product every good idea everything that's that's been a winner came from that like listening and then like figuring out how to solve the problem all the ones where it was like russell had this great idea at two in the morning let me go let's go create it when the whole team gets together and we like try to give it to people those those are the ones that don't typically do very well. Um, no matter how much, like, you know, how much push force and money we put into it to try to get adoption, it's always harder than the opposite way. We're just listening

to what people want and figure out how's the best way to solve that for them. And, um, anyway, that's like the, the simplest thing is just listening to that. How do we simplify this from how do we simplify it? And you'll get paid more, the better you become at simplifying processes and, and, uh processes and things for people. I love that idea of simplification. That's something. So do you know Noah Kagan? Yes, yeah, I do. All right. Super interesting guy. And I think one of the things that makes him so effective, he said his superpower is making money. And what but what he means by that is his superpower is in simplifying.

It's in breaking the process down into immediate action. Um, and those two things, simplifying it and then taking immediate action to me are the exact things people need to be obsessively focused with right now, because right now, like first and foremost, if you're in a dire situation, take care of your basic needs, man. Like, don't worry about launching the next Facebook. Like, make sure that you've got a roof over your head that you can put food on the table, right? And that's where a lot of people are going to crash and burn is, yo, Maslow's hierarchy of needs has stood the test of time for a reason.

Like, there are just certain things, safety, security. Like, get those taken care of. And you may have to do a job that you didn't want to do or or you may have to call people up and be banging the phones. If you're trying, if you've got a product that really has value and fuck, like you don't know how to get it out. Like you've got to think like a direct marketer. And this is like where I think my own story confuses people because like, I'm so intense and you know, I've got like that raw, raw spirit, but the reality is I'm not a burn the ships at the shore guy. Like I'm a, yo, keep your day job, man. Like when we launched quest, we had a software company. So during the day I was running a software company and nights and weekends I was making protein bars because

I wanted to see if this would work. Like you're saying, make sure there's an audience before you go. Like we didn't get a warehouse and start buying equipment until we were selling protein bars. I, I don't even think we bought the equipment until we were already profitable. So we were making the bars by hand, which was pure insanity, making the bars by hand ourselves nights and weekends to make sure that there was something real there. So what advice do you have for somebody who's like, yo, I just lost my job and I feel totally out of control. What can they do as a solopreneur to get like that first audience to get that first sale? Yeah. And I want to, first off, agree with you. People message me all the

time. Like, like I read your book. I'm going to quit my job and do this thing. I'm like, no, like, no, don't quit your job and do the thing. Like keep your job. Cause you know, as well as I do that, like when you have that, like the uncertainty and like, it makes the pressure so much higher and it makes it so much harder to like get uncertainty and like it makes the pressure so much higher and it makes it so much harder to like get creative and get figure things out when when those needs are met so much easier to go figure things out um but someone like it's funny because uh i've had this conversation with some close friends who've lost their jobs who are freaking out right now and and i and i tried to explain i'm like you have to understand that like the money didn't just

disappear right like we're in like this great wealth transfer. Things are shifting around. Like I don't know if you know Perry Belcher, but he's one of my friends who owns survivallife.com. And you look at survival life in the last 30 days has made more money than the last like 10 years combined, right? Like money is shifting over there. You look at – you know, like it's not that it's disappeared. Like people still have money. They're just not going to the movie theaters and the restaurants. They're spending it other places.

And like it's understanding that and so if if your whole world just got pulled away from you it's not that the money just just evaporated just got transferred somewhere so the first thing i'm doing is looking like where like where is this getting transferred like what are the companies and the businesses that are making more money right now like they can't handle it that they're looking for more help because because man all of a sudden because of this new circumstances everything is just just growing like crazy so that's the first thing the second thing i look at is like what is the skill set that is the most valuable inside of a company and i've got a friend who's a dentist i tease him all the time because you know most dentists like there's a dentist they like that's

the most important person in the business right i'm the person who who does the thing on people's teeth and i had this little conversation i'm like you're not the most important person in your business he's like yeah i am without me they can conversation. I'm like, you're not the most important person in your business. He's like, yeah, I am. That me, they can't clean teeth. I was like, I was like, the most important person in your business is the person who can get customers to come in the front door. Cause that person can't bring customers to the front door. You have no teeth to clean. Therefore your skillset is useless. I'm like the most valuable person in any company is the person who we call them rainmakers who can make it rain, who can bring people in. And so like, that's what comes down to like this book,

traffic secrets. It's like the person who can it rain, who can bring people in. And so that's what comes down to this book Traffic Secrets. It's like the person who can drive traffic, who can bring the customers in, becomes the most valuable person in any company. I have friends who are so good at driving traffic that they literally will find a company that's struggling or maybe on the downside. And they'll come in and say, hey, look, I can bring you the thing that you're missing. It's the holy grail for your business and all businesses. It's customers. And I can bring you as many as you want, as often as you want. The only thing is I don't work for money money i work for equity so if you want me to

do this i want 30 in your company and people are like just handing them the company here you go because you can bring you can make it rain you can bring me customers you can bring leads and so like i start shifting like if i got to figure out a skill set in this market it's like the most valuable thing i can learn is how do i make it rain for a company and then i can go plug into companies i like find a cut like whatever that is but now you're so valuable that like when when you know things start going down like I figure like the dental office the two last people standing is the dentist and the dude who brings in customers like they'll fire the receptionist to fire the the the girl who does your teeth like all that stuff gone except for the person who brings the customer in and the

person doing the actual fulfillment of the service and so like it makes you so valuable I think that I'd be aligning with that figuring out out the markets, the industries, the businesses that are booming right now, and how can I go plug into those and become the rainmaker? Because then you can write your own paycheck from this point forward. And that's really the stability I think that all of us want is to be able to have that. And if you have a skill set like that, you become invaluable. All right, so let's talk about making it rain. So one of the cool things about Traffic Secrets is you took an evergreen approach. Anybody else writes this book and I promise you

it's going to be something that goes out of vogue. I mean, honestly, with what just happened, it would have gone out of vogue before it even hit shelves. So the fact that you stopped, you said one of the key things you did here was you spent the beginning just stopping and thinking about how do I make sure that this is something that lasts no matter what the season, no matter what's going on, no matter what. You said TikTok didn't even exist when you started writing this. By the time it came out, obviously TikTok is huge. But the principles all apply regardless of the platform. So what are some evergreen principles to being a Rainmaker?

So the first step is really identifying who your dream customer is at a deep level like most people are like oh like especially people that they only have one traffic like one traffic show make maybe they drive Facebook ads like they know like oh here's my interest in my targeting and that's who their customer is I'm like no you have to it's go deeper than like really understand them at a deep level like know their likes and their fears and like what they're interested in where they hang out and like the better you understand that person the more powerful step two is step number one is identifying who they are. And step number two is understanding that like the power of the internet is the fact that it gives us all this crazy humans with the things we're passionate about, the ability to like group together online in different spots, right?

Say we pick health and fitness or biohacking, for example. So there's biohacking. Everyone who's passionate about biohacking, like they are hanging out together on certain blogs, right? There's maybe a dozen or so blogs that all the biohackers go. They read every single day. They're part of the – they're in the communities and they're on these blogs. And then you go to podcasts. Like what are all the podcasts that the biohackers listen to?

And there's a passionate – a super passionate audience and they're listening to all these 50 different podcasts. And then what are all the Facebook groups they're in? What are all the email newsletters they subscribe to and so we start looking at traffic instead of like targeting on facebook we start looking at like where are all these pockets of customers where are they at and we start looking at like oh my gosh there's 300 000 on this blog right here and there's you know 2.3 million to listen to this podcast every single and you start finding these pockets of customers and then our job is as as rainmakers as traffic people is to come back and say okay here's all these pockets of customers.

How do I get access to them? Like what's the best way to get and infiltrate these groups? And one of the strategies that we talk about in the book is a strategy called the Dream 100. And basically what the Dream 100 is is not figuring out like how do I get 100 customers. It's figuring out who are the 100 people that already have access to my dream customers. So who is the person who owns that blog that has 300,000 readers? Who are the podcast hosts that have the followings and the people that they're listening to, right? And so one of the exercises I do inside, I think it's page 41 in the book, I have a little graph in there.

It says, okay, here's Facebook. And make a list of all the people in Facebook who have your dream customers already congregated. Like what are all the Facebook groups? What are the fan pages? What are the people that already have like your dream customers hanging out there? And then you go to Instagram, who are the influencers that already have congregated your dream customers? We list out all the influencers and then go to podcasts and who's all the podcasters. And so you make this list and eventually you've got a hundred, 200, 300 people that have all of your dream customers on it. And now it's like understanding

that I can go and I can, I can buy ads to the followings of these people and you should, but if I can like, if I can get to know and build a relationship with one of these people, like a gatekeeper of this community, they can click a button and open up the access to the entire community. Right. Like for example, right now, I'm lucky enough to have you interview me on your, on your podcast. And you've got a huge following of people who are going to hear about the book. And hopefully someone will come by the book. And it it's like it's giving me access to this huge thing um and uh it's it's interesting like we spend millions of dollars a month on on ads but so much we do in the business is is building relationships with the people who have access

to these huge audiences and then um what's nice is i can i can spend more time and energy networking and marketing and building relationships and spending money because if i can get one of those people to say yes it can sell a hundred or a thousand or more of my products in fact I don't know if you've gotten this far in the book yet but I actually quote you in the book um uh from an interview you did where you were talking about when you guys built quest initially the first thing you did is you found here's all the influencers and you send them out uh quest bars with hand written letters and you're like hey if you hate them let us know if you like them let us know but just want to send you some of our stuff. And you do the same thing.

You went to all these influencers, send them your bars, handwritten letters. And then from that, how much people loved it and start sharing with their audiences and boom, it, it, I'm assuming that's kind of the, the ground fire that initially launched, launched quest. Right? Yeah, 100%. And that is one of the most powerful strategies, the both of those things. So one, are you able to identify your audience? And So one, are you able to identify your audience? And then two, are you able to put together a relationship? Like, are you able to bring value to that person, find some way to connect over time? And that's where I say, like, you people have to take care of their needs first, because to play this game, right, it's not about

the short term dollars. And I've heard you tell similar stories to my own story, which is in the beginning of your journey, it was, or I'll speak for myself, though I've heard you say similar things since the language I'm going to use is maybe derogatory, I'll speak for myself. So I did every get-rich-quick scheme you could imagine. So when I was young, dude, I was about it.

I was like, there was this thing for a while where I was typing for money. And I was like, yo, they was about it. I was like, there was this thing for a while where I was typing for money. And I was like, yo, they were talking about how much money you can make, like, you know, transcribing things. And I was like, I'm about it. Let's do it. And I just tried. I tried selling insurance door to door. I did pyramid schemes.

It didn't. I really believed in the product I was selling, but still not necessarily a good look. And I just I wanted it to happen fast. And once I broke away from that and I just started thinking about, okay, I didn't obviously say Dream 100, but really identifying like, where is my customer base? Like the people that I would really be able to serve

with this product, where are they, right? Which is something you wrote about in the book, niche out, like you got to pick a niche. Once you're niched out, then it becomes a lot easier to, um, win in that, in that space, right? You're not competing against everybody and their dog. They're easy to find online. Uh, you can deliver a crushing amount of value. So doing that and then playing the long game and building relationships, not trying to get anything in the short term. Look, I'm not a fool. I get that acting in that way and adding value to somebody else. It ultimately does come back to you. Some percentage, not all of it, but like one, it feels good in the moment. And then two, you'll, you'll be able to weather a storm

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Protect your privacy, build your brand, and set up your business in just 10 clicks in 10 minutes. Head to Northwest Registered Agent today and start building something amazing. It goes back to the story you told about Arsenio Hall, which I think is really powerful. Tell people that story. One, because I have a follow-up question about it, which is building a platform isn't the only way. And I'm super curious. Tell the story because the people need to understand the punchline before I can really ask the question. Yeah, for sure. So one of the, uh, what I talk about in the book is one of the most, uh, powerful ways to infiltrate your dream 100 and get to know these people is by having your

own platform. Um, because like, what, like, what do I have to offer Tony Robbins? What do I have to offer? You know, these, these people that I've loved to be, you know, on my dream 100, like a lot of times they have everything. I'm not going to paybins? What do I have to offer these people that I'd love to be on my Dream 100? A lot of times they have everything. I'm not going to pay them. I'm not going to – so what do I have to offer? The thing you have to offer is your platform. And I think there's a lot of ways to infiltrate your Dream 100 and get to know people. But one of the most powerful ways for sure is that. And I did a whole YouTube video, it's like 10 minutes long, showing a 10-year journey I went on with Tony of helping him, serving him, and doing all these things for him before eventually he promoted something for me a decade later.

But it was like the only way the door even opened is because I had a platform. I was able to help promote him on top of my platform and open the doors. And so many other people I've had a chance to meet all came because I had a platform to be able to offer them, and it opens up doors you can't get otherwise. So I'm a huge believer that people should start their own show. It could be a YouTube show, it could be a podcast, it could be a blog, it doesn't really matter what, but something we can create a platform that you can leverage to get to know people that own your customers. All right, well then let's talk about that.

So I think we're going to see the death of an influencer class as advertising revenues dry up. So a lot of people that have been making it their livelihood, it's going to, I think, stop being their livelihood. But any time where there's massive disruption, there is massive opportunity. And I think there's going to be a whole new crop of influencers that actually figure out how to crack this nut. So what are some of the, as the king of something with secret in the title, what are the secrets to building a platform? Yeah. A couple of things, like number one is like, you have to realize that first year

you are not going to be good. I remember when I started my first podcast, it was called the marketing your car podcast. And I called it that because I had a five minute commute from my house to the office. And I was like, at least I know I'll be consistent. So I'm just get my phone out and a click record. I'm just going to talk while I drive. And I did a five minute commute from my house to the office. And I was like, at least I know I'll be consistent. So I'm just get my phone out and a quick record. I'm just going to talk while I drive. And I did a five minute podcast every single day for, I don't know, five or six, seven years now. I mean, it's been, it's been a long, long time. And what's crazy is my first setup, I didn't know how to track stats.

The first three years I had, I just didn't know. I just set it up and I started recording and my brother published them and I'd ask him that people were listening. He's like, I don't even know how to check. So we didn't even know. just set it up and i started recording and my brother published them and i'd ask him that people were listening he's like i don't even know how to check so we didn't even know i'm so grateful no i didn't know amazing because i just kept publishing i'm like i'm driving anyway might as well do these things and um it was about 300 episodes in when we shifted it from the marketing uh in your car to marketing secrets and that time we switched the platform we set up the analytics and my brother's like oh my gosh we're getting like a camera like 10 000

people per episode listening right now i was like like, oh, I had no idea. This is amazing. And we started looking back at the stats and you look at like how little it was for so long. And then I remember one of my – this guy that came into my world who's one of our hyper-successful students now. He was like, when I came in, I started – I came in on episode 300. I was like, I'm going to binge listen to everything. So I started number one. He was like, man, the first like 40 or 50 episodes were so bad.

He's like, you were the worst ever. He's like, but about 45, 46, you started like getting in the rhythm and then like it started getting good. Now, like I love it. And so the first lesson is like you have to publish long enough to find your voice. Like most people do like two episodes like, oh, no one's coming. But it's like, no, you have to like make this a commitment. You've got to do this for a long time because at first no one's going to be listening. And that's OK

because you're going to be really bad. But it's going to give you the ability to like find your voice. That's number one. Number two is and I have an article here that from one of my friends, Nathan Berry, he wrote a blog post called Endure Long Enough to Get Noticed. And he talked about he said, like, if you look at most good TV shows, like usually you don't find out the good TV shows like in season five or season six. Right. Or movies that are like, you know, the third movie, then you're like, oh, I'm going to go back and watch all of them now because they've survived. And he said that, you know, because there's so much content being created all the time, that us as consumers, we wait for the best stuff to rise to the top. And so the first reason why you're publishing

all the time is because you're trying to find your voice. That's step number one. Step number two is you're doing it long enough that your dream customers can find you and so it's coming down saying i'm going to be consistent i'm going to do this i always tell my people like publish something uh like at least 100 episodes and by the time you've done 100 episodes and i recommend at least like in a year window so you're doing multiple times a week that within a year you'll found your voice your people have found you and you'll be financially free and so far anybody who's taken me on that challenge by the end of the year, they have done exactly that. They found their voice, the people found them, they've been financially free. And so it's just like one of those things

that just, it's, it's scary. It's weird. And it feels painful at first because it's not fun when you're really bad, but then you get in your stride and then it just, it gets really good. Yeah. I will echo that sentiment. So when I first started, um, this was back at quest, I started a show called Inside Quest, which would be very recognizable to fans of Impact Theory. But when we first started it, even though I would say that if we all have some element of talent where we get just disproportionate wins, mine is for sure verbal ability. So the more I have practiced, the more energy I put into being able to articulate a message, to be able to speak extemporaneously, I just got disproportionate returns from that.

So somebody else might do the same thing. If I'm getting a 1.3x return on my time, maybe they're getting a 0.7, right? So for me, that's a pretty big gap. When I started, I was so frustrated. No one was listening. I didn't think I was good at it. And I went to my producer, who I also happen to be married to, and I said, yo, look, I'm running a billion-dollar business over here. Like, this doesn't make sense. I'm wasting my fucking time.

Like, what are we doing? And she said, over my dead body. And ironically, what the exact amount of time she said was, you're going to do this for a year. And she said, if at the end of the year it's still not delivering, like you don't feel that it's delivering enough value to be worth doing it, then we'll stop. But she was like, I really believe in this. I really think that you can add value to people's lives. So just take the time to figure it out. Take the time to let the audience find you. And of course, now at the time, it was just like one thing that we were doing to try. Honestly, it started as a way to add value to my employees.

And now it's become my entire business model is predicated on creating content. So the platform, as you're saying, I think that's really, really powerful. One thing I would just kick myself in the face if I didn't ask you about that you brought up earlier. You've gone through cycles before. You've been in business for a very long time you've dealt with downturns I want to know emotionally you said you know you're coming in and you're laying off half your people you've got to convince the other half to stay and you've got to be tied to the mission and all of that how have you stayed passionate about what you do how much do you think about

the why of what you're doing how do you think about the why of what you're doing um how do you survive those down times emotionally oh um yeah it's uh i think anyone who's created something amazing has felt this before um it's funny because when i got into business like most people i think i did a lot of the type from home and the selling door so like i get it like we get in because i want the money and you start going after that like that's what the initial draw a lot of the type from home and the selling door. So like I get it like we get in because I want the money and you start going after that. That's what the initial draw a lot of times is, is like I need to make some money. And after making money really quickly, you realize how unfulfilling that is. And you're like, that was not that cool.

And then and then you start seeing the success of the people that you're whatever you're selling to the people. And then like that becomes this next level of win. We're like, oh, my gosh, like because I did something cool, like that person had this big win. And that becomes this drug that's like like at, at least for me, like it's unquenchable. Like I just keep, I keep wanting, I desire it. Like the more it happens, the more I want it and the more, um, and so for me, like, that's the thing. And so when, when things would struggle, um, I remember, uh, I remember I, like, uh, I use boxers, like my, my mode of, of communication with most of the world. And so it's just a little walkie talkie app.

And in Voxer, you can if the message is really cool, you put a little star next to it. So my kids said a cute thing. I'll put a star next to it. When people, my friends or clients or customers send testimonials, I put a little star next to it. So then you can go listen to all the stars you want. And so like when times were down, I'd go back and I would just go listen. I click on the star section and listen.

I would just listen to like 30, 40 minutes of people tell me how I changed their life, what happened, how it worked. And it was just like, all right. And like listening to that got me back to the spot of like, okay, I got to do this. And then my favorite, my favorite quote of all time is Churchill, however long and hard the road. And he's talking, you know, to the, to parliament about this, this war they'd have to go on. And it's going to be brutal. All these things are how hard it's going to be. And, and then in the very end says like, we're going to, you know, to the, to parliament about this, this war, they'd have to go on. And it's going to be brutal. All these things are how hard it's going to be. And, and then in the very end says like, we're going to, you know, victory, victory at all costs, victory, however long and hard the road.

And so whenever I listen to that, I reset myself like, this is where we got to go. And then it's like, all right, we're going victory, however long and hard the road, whatever it's got to go, whatever we got to do, we're just going to go. And we're going to go and we're going to go. And that, that phrase, like however long and hard the road like rings through my head all the time. Every time I'm tired or I'm frustrated, I think about the people I hear about success. And then and then we go after it. And that's kind of the draw for me, the pull.

That's amazing, dude. So that's the third time you've given me the chills in this talk today. That quote from Churchill, I've actually not heard that before. And my all time favorite quote is also Churchill. I need to just memorize it because whenever I try to paraphrase, it doesn't have the punch. But it's the one where he's talking about never give in, never give up. Not not for any reason. Like you keep going except for, let's say, good sense or something like that. Like you just go and go and go. And it reminds me of exactly what you were just saying. And, you know, one thing that's interesting about Churchill that I think is very apropos of the moment that we're in is he not long after the war, they ousted him. And he was the right man at that time who rose up

and was exactly what that country needed. And look, if people are willing to reach within themselves, like this is a time for people that are willing to step up and shine. This is a huge opportunity. How do you think about that? Like it's, it would be very easy to see this time as, um, you know, just a time to suffer and get through, like when you were cutting weight, uh, or do you think that, you know, there is a way to reframe this as opportunity? Oh, I think this is the greatest. I mean, I turned 40 this year. This is the greatest opportunity

in the four decades I've ever, I've been on this earth. Like, I think about right now, people are scared, there's fear. And the people who, everyone's looking to be led. Like they're like, everyone's just freaked out.

Even people who are leaders are like trying to find people to lead them right now. Like everyone's, everyone's struggling. I think that the people that are willing to stand up, um, and raise their hands and say, look, I'm, I'm going to lead, come follow me. Um, now is like the time. And I always tell people like my, I have a big belief that like the business isn't just like a way we make money or way we, we waste our time. Like, I believe the business is a calling from God. And I always tell people like, you've been called to serve a group of people. And like, now you've been called,

have you ever felt that tug before? Like the, um, my friend, Alex Sharfman calls it the call of contribution. Like you feel this, this, this tug, this pull, like you've been called and there's a group of people that you've been called to serve that you can change their life, but you've got to be willing to like, do the things to like step up. And like, and there's so many fear. I think that, that tons of people are called, but most people don't, don't ever step up to it and they shrink back down. But those who are willing to step up and like, and there's so many fear. I think that tons of people are called, but most people don't ever step up to it and they shrink back down. But those who are willing to step up to that calling and say, all right, my job, I got to gather a group of people.

And with my gifts and my talents, I'm going to serve these people to the best of my ability. Man, on the other side of this, they're going to be ones that have the companies that have the brands that have the, these things, especially right now, like, man, we're giving, like it's, it's such a double-edged sword. Like there's, there's all this fear, but it's also this blessing right now. You we're giving like it's it's such a double-edged sword like there's there's all this fear but it's also this blessing right now you look at ad costs like i don't know what you guys are seeing our ad costs have dropped dramatically like we went from spending four or

five dollars for webinar registrants right now we're paying 78 cents we had 17 000 17 000 uh people registered for webinar i have tonight 17 000 like people are so cheap they're looking they're begging they're they're trying to find things um i saw an article from facebook saying that they're going to lose $40 billion over the next couple months because no one's buying ads. And so we're coming in and like, man, now's the time we can gather people at a cost that's unheard of. Like I always tell like I should go back when Google was easy back 17 years ago when I got started. Like it just happened. Like three or four weeks ago, it opened up. The ad cost dropped.

And it's like I can gather people at a cost now I never could before. And so I think on the other side of this is people who missed this opportunity, others who were like, look, I jumped on and I found a group. I've called to serve them. I'm serving them. I'm doing everything in my ability. I'm gathering these people together. And on the other side of this, man, people are going to remember who is the person that got me through the hard times, who is the person that gave me the hope in a brighter future? And like, those are the people they can connect with and they're going to keep following for, for, for forever. And so I think now it's such a

unique, awesome time and, and, and, um, we can get attention from so many people at such a discount. It's just, it's a good time for everyone to start, to start stepping up and start publishing and start putting your voice out there. Yeah, no question, man. Totally. I aggressively agree with that. I, I'm not sure how familiar people are, uh, but the way that you think, dude, I think is extraordinary. I don't think it's, um, any accident that you've had the kind of success that you've had. Um, so where, where can people find you? Where can they find traffic secrets, the whole secret series? Um, what's the best way to connect with you? Yeah. Um, you know, if they go to traffic secrets.com, uh, right now we're in the prelaunch. So we have an offer you get the book for free you just cover

the shipping handling um it's hardbound it's like 400 almost 400 page book so it's 18 months worth of writing and you just gotta cover the shipping handling you get it and so that's there and then um obviously our my main company is called click funnels and so um that's that's the other place clickfunnels.com but um yeah, that's kind of it. I'm all over the place. I'm sure that if you Google my name, you'll find me everywhere. Yes, yes, you will. Google will auto-populate this man as you start typing the letters.

So one final question. What is the impact that you want to have on the world? It's funny. I talked earlier about how people are gatherers. And I feel like my calling is to gather gatherers and to bring people together and give them tools and resources to be able to serve their audiences better. So if you look at everything we do from, from ClickFunnels, the software we have from the books I write to everything, it's it's giving gatherers the tools to gather the people and to serve them. And I feel like I look at, as of right now, like ClickFunnels. We have over 100,000 active members.

And I look at, you know, the number where I was excited. This company, 100,000 people. But each person is an entrepreneur and each entrepreneur has the ability to change someone's life. And I share with my team all the time. Like, look, I'm going to tell you about one of our entrepreneurs. So I talk about like Caitlin Poland, for example. So she's one of our ClickFunnels members, one of the 100,000. And, you know, three years ago, she started this weight loss business and they launched our ClickFunnels members, one of the 100,000. And three years ago, she started this weight loss business, and they launched on ClickFunnels, had no idea what they were doing.

They had the books, launched their first funnel. Now three years later, they have like 1.5 million women on the list. Over 100,000 women have gone through their weight loss courses. And how many lives and families have been transformed and changed because of that one entrepreneur? And then we got like Chris at Chris beats cancer.com, a guy who goes through cancer and figures out a way to naturally cure himself. And then he publishes on our platform and he's now helped thousands of

people who are going through this fear of like of cancer. And not that he cures everyone, but he helps people and I help them understand like all these amazing things. Like that's one entrepreneur on the platform. And then I can list off, I mean hundreds and hundreds of names, but for me it's like, man,

every, every entrepreneur we're able to affect has the ability to affect a hundred or a thousand or a million people. And so, um, I, anyway, that's the impact that we're trying to have is how do we gather these gatherers, give them the tools and the resources and the knowledge they need to be able to gather their people and serve them at a high level. And if we can do that, uh, we'll change the world. I love that, dude. Thank you so much for coming on, man. This was a lot of fun. Again, I just love the way that you think. I love the way that you're crushing it, man. I love that you have optimism for the period that we're in right now. I share that. So brother, I salute you. Thank you so much for coming on the show. Everybody, if you haven't already

gone into this man's world, do. It is extraordinary. And if you haven't already, be sure to subscribe. And until next time, be legendary. Take care.